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With the Optus launch creeping ever closer the engaged team thought this would be a great time to introduce you all to our new Optus account manager. Marcus Eley is Senior Business Development Manager (New Markets and Global Accounts) and has been with Optus for 5 years. Prior to joining Optus Marcus was a sales manager for CRM/Data intelligence company. Engaged spoke to Marcus to get the lowdown on life at Optus, what makes Optus unique and Optus’ vision for the future.

engaged: Marcus, thanks for taking the time to speak with us. How would you sum up your role in one sentence?
ME: To work collectively with our wholesale partners where we can create something greater than what we could accomplish individually.

engaged: How important is the wholesale channel to Optus?
ME: Our vision is to become 1st choice telco partner for Wholesale and Satellite service providers in Asia-Pac.

Considering our vision the Australian wholesale telecommunications relevant market is estimated at $2.7Bn, and Optus Wholesale delivers a significant proportion of revenue to the Optus group with annual revenue of almost $1bn making us the second largest provider in Australia, leading in mobile and satellite, but a distant number two in the wire-line sector.

The wholesale division is extremely important to the Optus group and has significant opportunity for exponential growth with last year’s market growth at 3.3%. This year’s relevant market growth is forecasted to be as high as 7% with exceptional performance expected in Broadband, IP and mobile data.

engaged: What would you say sets Optus apart from the other major carriers at a wholesale level?
ME: I believe what sets us apart from our competitors is we at Optus are passionate about our market, our customers and also our people. Our intent is to lead in customer experience through operational excellence and a focus on meaningful partnerships.

engaged: What type of support does Optus provide to its wholesale customers?
ME: Along with your dedicated account manager and solutions consultant, Optus also has its intuitive online portal that supports Switched Voice, Data and IP provisioning for reporting, billing and personalised customer information. The portal has recently been enhanced to include a number of customisable features to improve your overall customer experience with Optus.

We also conduct national training days whether you a new to Optus Wholesale you just want a refresher on a particular product.

engaged: How would you describe the culture at Optus wholesale?
ME: We play to WIN, we do what we say we will and deliver on our values of Customer Focus, Challenger Spirit, Personal Excellence, Integrity and Teamwork. We do so with a Whole lot of Fun, Passion, Vision, Focus and Energy

engaged: How is Telcoinabox perceived within the Optus wholesale business?
ME: A passionate and innovative company that is dedicated in providing the Australian entrepreneurs opportunity to profitably run their own telecommunications business in a highly competitive market.

engaged: Optus has recently made public in the press its goal to become the number one mobile provider in Australia. Given the superior coverage of Telstra’s Next G service why is Optus confident it can achieve this?
ME: Not only are the Network team working overtime to progress the expansion of the 3G network, in achieving 96% coverage of the Australian Population by December 2008 and we are well on the way to reaching this goal. It’s how we continue to strive to deliver competitive pricing to the Australian consumer that can have access to innovative products and services.

engaged: What do you see as the future products and trends that will be key drivers in the next 3 years within the telecommunications industry?
ME: Optus Wireless offerings with great speeds on an ever-increasing coverage footprint are just a couple of future products and constantly innovative trends that will be prevalent now and in the coming years. Optus Wireless Broadband introduces two new products that provide true convergence of Mobile and Fixed Broadband: OWB Roamer using a USB Modem and OWB InZone using a Wireless Router.

With Roamer and InZone, Service Providers are able to offer Mobile and Wireless Broadband products to those customers who are seeking or need an alternative to fixed line broadband that can be purchased off the shelf, easy to self-install and can be relocated without notice or penalty.

The InZone and Roamer Wireless Broadband products mean the end user is no longer reliant on having fixed broadband connected to their home or office, which appeals to customers who are renters or businesses with temporary or multiple offices; and who don’t want the expense of connecting broadband and/or may not be committed to staying in one location for a long period of time.

The InZone and Roamer product will be available over Optus’ HSDPA Network which should cover 80% of the Australian population by June 08, with 96% coverage planned to be reached by December 08. These new products open up significant opportunities for our service providers and we are really excited by the demand we have seen for these solutions over the past few months.

engaged: What’s the best thing about working at Optus?
ME: I don’t have to pay for my mobile bill! It’s massive!!! The people are great and it’s fantastic to work for a company where integrity is first and foremost! (Rewards are great as well!)

engaged: What’s the worst thing about working at Optus?
ME: The travel! I live on the East Cost of Victoria and it takes me an hour and 20 minutes each way!

engaged: If you had one key message for our franchisees & service providers when selling Optus 3G mobile products what would it be?
ME: Sell it as a “solution” not a product!

engaged: Marcus, thanks for giving us an insight into how Optus views the wholesale telecommunications world. We’re looking forward to seeing Optus deliver on those values you’ve talked about and to us both jointly growing our share of a growing market.

Author: Paul Line
Email: paul@telcoinabox.com