As Microsoft Teams continues to cement its dominance as a core collaboration platform, many in the channel face a challenge: how do you differentiate, add value, and maintain margins in a market where Microsoft sets the pace?
According to Will Morey, Business Director at Gamma, the answer lies not in fighting against the tide but in building smarter boats to navigate it.
Microsoft’s Momentum vs. Margin Protection
With predictions from Cavell suggesting Microsoft Teams could account for 40% of the UC market, resellers know Teams must be part of their proposition. However, for many partners, the concern lies in integrating Teams into their business model while protecting profitability and maintaining customer ownership.
“The challenge we’re attempting to meet head-on is: how can we make Microsoft Teams interesting, exciting, and profitable for channel partners?” said Morey.
“That's where our Service Suite for Microsoft Teams proposition comes in.”
Gamma’s Service Suite for Microsoft Teams
Gamma’s strategy revolves around a comprehensive service wrap that transforms a standard Teams voice proposition into a value-rich solution. This wrap includes:
- Call recording – simple to deploy, easy to consume.
- Analytics and reporting – for insight-driven decisions.
- Professional services – to support deployment.
- Devices – including Teams-compatible handsets and headsets.
- Meeting room devices – to support hybrid collaboration environments.
This service layer doesn’t just enhance Teams—it adds stickiness, margin, and differentiation for partners.
“It’s about making Teams a better product at the desktop level while creating real revenue opportunities for our partners,” Morey explained.
Simplifying the Journey for Partners
Gamma focuses heavily on partner enablement, from intuitive provisioning portals to tailored support via its specialist teams. The goal? To make it frictionless for resellers to onboard Teams voice solutions, especially those unfamiliar with Microsoft’s ecosystem.
Through its Accelerate platform, partners can access co-branded sales and marketing enablement, targeted campaigns, and engagement insights—backed by business development managers armed with up to date Power BI dashboards to surface opportunities.
“Sometimes Microsoft is a new world for a partner. They need to be confident to go to market. We’re here to stand side-by-side until they’re comfortable,” said Morey.
