05 December 2016
Blogs by author: Colin Dougan , Head of Voice Sales for BT in Asia Pacific, Middle East and Africa (AMEA).
By Colin Dougan
Head of voice for BT in Asia Pacific, Middle East and Africa (AMEA)
It has been conference season for the last few weeks. I attended Asian Carriers Conference (ACC) in Cebu in September, Capacity Europe in Paris and LTE Africa/AfricaCom in Cape Town in November. The conferences are very different but they all provide the opportunity to meet you as our customers across my Asia Pacific, Middle East and Africa region.
There were very many good reasons for attending ACC this year. Of course it’s a pleasure to have meetings on the beautiful island of Cebu in the splendid Shangri La resort. But this year I was able to attend with the newest member of the Global Wholesale Voice & Roaming team, Bobby Chan and the lead for the Asia Pacific region, Fabrizio Bolognesi. Bobby flew to Cebu on his 3rd day working for BT. We had 40 meetings over the 3 days – a busy start to his career with us. Bobby has come on board to manage our Asia Pacific accounts. His previous experience and the scope of his contacts was immediately clear as he knew the very first customers we met, who didn’t even know he’d moved to BT. Bobby is based in Hong Kong, so both in the region’s time zone and geographically close to you.
I was also joined for the first time at a major customer conference by my colleague Ajay Kumar, who heads up BT’s procurement activity throughout Asia Pacific, Middle East and Africa. Ajay’s presence enabled us to broaden our conversation – the ability to take a 360 degree view of our relationship with you, which also proved fruitful.
Capacity Europe was also a busy show and who doesn’t like Paris! I see Capacity Europe as our “home” conference, the opportunity for our customers to come and see us, if not on home turf, at least in our home continent! It’s also great that we sponsor this show, giving us the chance to promote both the BT and EE brands.
At AfricaCom, BT had an exhibition stand providing us with not only a place to meet, but also the chance for people to drop in and thus for us to make new connections. It was a pleasure to be accompanied by Louise Irons, who manages all our Southern Africa voice business, enabling her to meet many of her customers. If you missed us at AfricaCom please make contact with her.
At all three conferences we were able to update you on our three new developments.
- BT’s acquisition of EE in the UK which marks another major step in BT’s history and adds significant retail minutes to our network
- A new routing table for our BT Retail and EE organic traffic – spawning numerous conversations about the deals we could mutually build as a result
- “Composite routing” – a new pricing product, allowing customers to take a mix and match approach on pricing and quality on a per destination basis
There were common themes at all the conferences
- Managing the A-end / origination dependant billing in Europe is providing a challenge and articulating BT’s solution drew much interest
- OTT players are having an impact on the industry and understanding the differing responses of carriers and regulators is fascinating
- Finally, there are the perennial challenges in the industry on revenue and margin that impact the strategic approach to wholesale across the board
But the major plus for BT at all these events is the ability to thank you for your business, re-kindle conversations with some of you we haven’t seen for a while and also make new introductions.
My team and I look forward to meet you at upcoming conferences like PTC in Hawaii in January and Capacity Middle East in Dubai in March. Please write to us to schedule a meeting.
As the head of voice in Asia Pacific, Middle East and Africa (AMEA), Colin leads the voice sales team, managing BT relationships with customers throughout the region. AMEA plays a vital part in BT Global IP Exchange strategy, with a thriving hub in Singapore and the impending launch of the newest hub in Bahrain.
Colin joined BT global wholesale portfolio team from BT Global Services UK where he led the sales effort with one of the biggest BT customers, Royal Mail Group.
Before joining BT, Colin worked for Energis and Motorola after serving in the British Army. He studied at the Royal Military Academy, Sandhurst, and received a commission as an Infantry officer.
In his spare time, he enjoys fitness training, cycling and playing the bagpipes. He also sits on the executive board of his local council and the board of the local housing association. Colin is married with three teenaged children.