telcoinabox

The debate around the functional separation of Telstra presents a very varied set of opinions.  This depends on who is making them and what their interaction is with Telstra.  As a pure reseller customer of Telstra Wholesale (TW), Telcoinabox enjoys a strong relationship with Telstra that is pro-active and mutual.

In many ways the functional separation of Telstra will make absolutely no difference to the relationship or how we operate on a day to day basis.  Currently we have access to all levels of Telstra Wholesale from the GMD through to The Executive Director of Sales, the Sales Director, our account manager and in addition, access to the marketing team.  We choose to have an “open book” relationship and we get the same in return.   Whether Telstra is forced to separate or not, as interesting as it is to try and predict what changes it would bring, is not really the issue.  Commentary on this subject shows that people think just because Telstra is separated they will be able to have a better relationship with the Telstra Wholesale.  Separation will not change the relationship a provider has with TW, it is the way that providers engage with TW that will change the relationship.  If a provider fully engages Telstra then they deserve to get (and demand) the same in return.
 

Separation however may change some of the ridiculous, bureaucratic and rigid policies that prevail within the Telstra wholesale.  A number of systems that would allow TW to gain more business are not allowed to be provided by the wholesale division as they are considered “retail differentiators” but in reality it would lessen the manual processes by both the provider and TW.  It is simple things such as this, that one would hope would change under separation.  Then there is the big one, access to Next G.  As a wholesale aggregator, this has been a disappointing decision by Telstra but understandable.  Would this really change under separation? Who knows, but one thing that I do know is that I have a choice, I can choose to use another carrier that will provide the systems required to manage extra products and we have very successfully launched Optus 3G mobile.  Separation may also allow wholesale partners to use the Telstra logo to show they partner with Telstra just like Cisco and other vendors allow.  It is an antiquated view and one that would change with Separation I am sure.
 
The pressure on Telstra to separate is growing and inevitably it will.  If Telstra looked internally and voluntarily removed the highly inefficient roadblocks TW has due an outdated "retail only" policy that only costs the business money, along with other aspects, the pressure may not be so great.  Sometimes Telstra is their own worst enemy and do not look at the bigger picture.  The wholesale division and the Telstra partners get frustrated at pure bureaucratic/legal idiocy..  
 
How much would really change, I think not too much of real substance depending on who you are and for us this would be the case.
 
 
 
Damian Kay