01732 759725 32 TELECOMS Voip Unlimited Head of Sales Paul Gibbs tells Technology Reseller how the UC and connectivity wholesaler can help resellers win more business and protect margin makes the company different and how it can help resellers win more business and protect their margins. Technical expertise Voip Unlimited was founded in 2006 by Managing Director Mark Pillow (see below), who made technical excellence one of the company’s core principles. Evidence of this extends from the buildout of its own Tier One IP network, which underpins the company’s product offering and ensures customers receive reliable voice quality and network performance, to the ability of its tech teams to find bespoke solutions to customer challenges. As Gibbs explains, this also has benefits for reseller partners. “At our core, we're a very technical business. We've built out our own network and that means that we can offer a set of products and services that are perhaps a bit different to what others offer or that let partners compete on slightly different terms. “Commoditisation is now so widespread that resellers need a wholesale partner that can help them hang on to margin, so that if they have to reduce the price of one thing, they can increase it or get it back somewhere else. Having our own network and a management team that is incredibly technical allows us to shape our products based on what our partners are telling us.” This also underlines the value of Voip Unlimited’s wide product offering and its ability to meet resellers’ evolving needs which, as Gibbs points out, often change from month to month. “In January, SIP was flavour of the month. We signed some new resellers that migrated a huge number of SIP channels to us. One wanted to connect a big chunk of SIP channels to a borough council it had won as a customer. Another wanted to migrate from their current provider to us. The month before that we took on eight or nine resellers and all they wanted to talk about was hosted telephony and UC platforms.” The words Paul Gibbs, Head of Sales at Voip Unlimited, uses to describe the wholesaler’s profile – terms like sleeping giant, awakening giant, challenger brand – give a clear indication of his ambitions for a company that he believes doesn’t have the market profile that its pedigree, achievements and product offering warrant. “When I joined the business last year, I found that many people didn't know who we were or what we did,” he explains. “The brand was out there, but people didn't really know that we were a wholesaler in the channel. My challenge is to get that message across, to get resellers to understand what we can do and what products and services we have in our portfolio.” As well as raising awareness of Voip Unlimited as a one-stop wholesale provider of voice, unified communications and network & connectivity products and services, including SIP trunks, Microsoft Teams Direct Routing, hosted telephony, a UC platform, FTTP, Ethernet leased lines and SOGEA, Gibbs is eager to explain what Limitless potential Did you get into telecoms by accident or design? By chance. I owned an IT company and was searching for a solution for a multi-site estate agent. Frustrated by the lack of suitable options, we decided to build our own. What inspired you to set up Voip Unlimited in 2006? My passion for product creation. The telecoms industry offered limitless possibilities for innovative products. How would you describe the journey since? Has it been plain sailing or have there been shocks along the way? Overall, it has been an enjoyable journey. I consider myself fortunate to have an exceptional team that has been with me throughout. What lessons have you learnt since 2006? The importance of designing products and solutions for scalability has been a crucial lesson. What is having the biggest impact on your business now? The incredible team I have, the best in nearly two decades, and we have some exciting upcoming projects. Offering bleeding-edge technology comes with its own set of challenges but I enjoy solving the technical problems we encounter. What excites you most about working in telecoms today? The thrill of technical problem-solving and the opportunity to design and develop innovative products for our partners. What other business or business leader do you most admire and why? Lawrence Stroll. I admire how he transformed a struggling racing team into a successful one. If you weren’t MD of Voip Unlimited what would your dream job be? Imagineer at Disney. What is your most used app and why? Slack, for all internal business communications. What is currently on your playlist? Defected 2024 What is your favourite quote and why? ‘Your smile is your logo, your personality is your business card, and the way you make others feel is your trademark.’ What is your favourite holiday destination? The Maldives. Q&A Mark Pillow, MD of VoIP Unlimited Paul Gibbs
RkJQdWJsaXNoZXIy NDUxNDM=