Interview with BSG Director for the Americas: Wholesale Voice Solutions and Telecom Insights
The telecommunications industry continuously evolves to meet user needs. For BSG, staying at the forefront of innovation and technology is crucial. Alejandro Garcia, the Director of the Americas at BSG, shared his insights on the industry’s dynamic nature, the workflow with enterprise clients , BSG’s strategic decisions, and future plans.
Can you please introduce yourself? When did you start your career in telecom, and what drives your passion for this industry?
My name is Alejandro Garcia, I´m BSG Director for Americas and have been working in the telecom industry since 2015, when I started as a Sales Manager in a partner company.
I think that my passion to telecom is related to its dynamic nature and the sense that it is a field on the rise, driving significant advancements in technology. Telecom is at the heart of global connectivity, innovation, and transformation. It’s an industry where everything is happening, from groundbreaking technologies to the way people communicate and connect with each other.
We know that BSG provides its own CPaaS platform and also offers wholesale services. What led BSG to choose this strategy?
As time goes by, the telecom industry is getting more and more competitive. The apparition of new vendors plus the disruption that OTTs made to the telecom world, caused some changes in the business as we knew it.
As competition is getting stronger, companies had to look for new businesses to diversify. By diversifying of our revenue streams, we mitigate risks associated with relying solely on one business model.
In addition, our CPaaS platform helps us with the market positioning and brand perception by being offered directly to enterprises.
Which products does BSG offer to wholesale clients? What are the most commonly requested ones?
SMS is the king . Despite its age, the SMS wholesale market continues to grow yearly and it´s BSG’s current core business. In addition, we recently added OVC (OTP Voice Calls ) which is basically a written message that we convert to voice and deliver to the users. In case we´re not able to deliver the call, then an SMS fallback is triggered, increasing this way the delivery and conversion rate.
Can you describe the BSG workflow with wholesale clients?
Our wholesale clients are among our most valuable assets, requiring the involvement of several departments: sales, procurement, legal, finance, and support. The extent of involvement depends on the specific task at hand. For example, during client onboarding, the sales and procurement teams are the main players. We typically create Skype groups to ensure seamless communication and keep everyone informed about the account status. This practice saves us a significant amount of time by preventing the need to repeat information. Additionally, it enables us to provide clients with quicker responses, as more people/departments are involved.
How are prices for bulk SMS formed for wholesale clients?
We always try to offer our clients the best price possible. Lots of factors come into play when defining a price: volumes, commitment, quality, destination, and features are just a few we consider at the moment of defining a price. Those factors defy the retail prices you have, but depending on the relationship you have with your client, is the extra that you could give
Does BSG provide international coverage for its services?
Yes, we do. BSG is connected to over 60 operators worldwide, delivering SMS to more than 192 countries .
We know that BSG is actively seeking regional representatives. In which countries is BSG already present, and what is the purpose of such moves?
BSG employs over 150 professionals across more than 30 countries, including locations such as the UAE, India, Hong Kong, Ukraine, and Estonia, among others . This global presence allows us to significantly expand our market reach, cultivate close relationships with local partners, deliver better customer support, and gain market insights by comprehending local cultural norms and regulations. Furthermore, it enhances our brand recognition, boosting our position in the market.
As a final word, how do you plan to scale? Any new insights about the future of BSG in your region and in general?
As the Director of the Americas, my primary responsibility is to expand our business within this territory. We are currently developing several new services, and you can expect announcements from us shortly. One thing I can confidently affirm is that BSG is continually evolving, responding to new market trends, and shaping our vision of the future.
