When regulating communication flows, you need the best products possible
Businesses continue their mass migration towards unified communications (UC) solutions. That shift means these businesses need access to a device that better protects that communication flow. Having those kinds of devices in place guarantees a higher quality, secure voice service.
Session Border Controllers (SBCs) are the “need-to-have hardware” that keeps communications secure. They’re compatible with the likes of Webex , Microsoft Teams and Zoom, and the move to cloud-based Voice over Internet Protocol (VoIP) make their adoption even more crucial. Traffic needs to be routed more effectively, while being handled by a system that has high-quality security management underpinning these activities.
That’s where Gamma’s Techland proposition comes into play.
Paul Craft (Senior BDM, Techland) and Gareth Nunn (Sales Support, Techland) recently discussed SBCs and their developing role in global voice deployments. The pair explore:
- Techland’s expertise and value-add
- Market trends and the evolution of SBCs
- The integration of Techland into the Gamma portfolio
- Product updates and future outlook
As Ribbon’s only UK-based Gold Partner, Techland has a key part to play. Their conversation unveils not just the power behind SBCs, but also how Gamma is poised to give service providers the support needed to take those SBCs further.
Techland – “one of the industry’s best kept secrets”
Gareth outlined Techland’s journey from their establishment in 1983 and their “[evolution] through various different technologies.” Having settled on SBCs and voice gateways, they’ve built a channel from essentially zero partners to “85–90% of the Microsoft voice partners in the UK today.” That growth has been achieved through their alignment with Ribbon.
In January 2024, through the acquisition of the EnableX Group, Techland became part of Gamma. Not only was their SBC expertise incorporated, but Techland came with an existing 18-year relationship with Ribbon. It was the foundation Gamma needed to begin that foray into SBCs.
Techland is recognised for its extensive technical expertise, comprehensive professional services, and in-house support that cover Level 1-4 breakages. That coverage extends across the globe, with delivered duty paid (DDP) helping partners enact global rollouts. Those SBCs can be remotely configured which, for Gareth, is “a great peace of mind and a great value-add.”
The introduction of Global Communications Enablement (GCE) means it perfectly compliments Techland’s existing international expertise.
“The market side of things”
Paul was keen to dive into how the market has evolved in the last few years, especially when there is “a lot of legacy out there.” Microsoft Teams now boasts over 320 million active monthly users, while the global SBC market is projected to grow by 6% this year alone. 2025 is also monumental since, “for the first time”, virtual SBCs are overtaking physical SBCs.
Gareth notes the “phenomenal” move from ISDN to SIP in the UK. Greater adoption of SIP Trunking and UCaaS platforms, plus that shift from old to new telephony, means SBCs are a vital tool to have. It’s the “Swiss Army Knife of the voice world” that can perform “all that interoperability magic.”
However, for larger enterprise customers, they’ll be operating sprawling sites that need full coverage. Factors that influence that decision can include a lack of cloud adoption, reliability, or even regulatory issues around compliance and SIP. Those SBCs will need to physically connect with ISDN30 circuits to keep that site operational.
What makes virtual SBCs so enticing, in Gareth’s mind, is that “there’s no hardware depreciation.” Those SBCs won’t be subject to end-of-service-life or end-of-product sale, helping those businesses retain their operational capabilities. When introducing contact centre integration and that industry’s own cloud-based future, there’s no wonder why virtual SBCs are gaining in popularity.
How Techland ties in
Techland and Ribbon have been working closely for several years now. Ribbon’s own evolution and breakout success in the voice gateway market has been one closely monitored by Gareth and Techland. Their “reputable” standing means the knowledge that Techland has taken forward is valuable to their own success.
Paul makes the point that SBCs are “at the heart” of the voice services that Gamma provides. That existing portfolio around Operator Connect and Cisco, for example, can be enriched through the introduction of SBCs, especially in “more complex scenarios.” But the real strength lies in Gamma’s new-found ability to offer international services.
Global Communications Enablement introduces a whole new dimension of international numbering and two-way voice. Backed by “that one agreement, that one bill”, partners looking to consolidate the number of providers trust Gamma to make that a reality. For Paul, whether locally or globally, that one level of support across that expansive service portfolio is exactly what partners are looking for.
Updates and outlook
Right now, Gamma is engaging partners through a series of tech-centric workshops on SBCs. These “successful and well received” workshops cover latest roadmap items, future business structure, and an exploration into upcoming opportunities. These partner-centric events also go beyond SBCs themselves, with Paul mentioning tools like Ribbon Application Management Platform (RAMP) and new licencing models.
Alongside these workshops is a rush of partner-focused collateral to assist in educating them about SBCs. A revamped website, updated data sheets, and more conversations through breakfast briefings has been crucial in that wider education piece. It’s part of Gamma’s ongoing commitment to supporting partners and their long-term growth goals.
Another major development is the launch of Ribbon’s Edge 8000 series. Gareth explains how it’s a direct replacement for the longstanding legacy SBC 2000 series and is “a superb box” for both the enterprise and service provider marketplace. Thankfully, existing SBC 2000 customers have support for that platform for another 5 years, meaning there’s plenty of time to transition.
As Gareth mentions, that “reassurance and peace of mind” helps ease that transition to a more updated, complete SBC solution.
How Gamma makes a difference
Techland’s SBC proposition is now fully integrated with Gamma’s extensive experience in communications. That post-sales journey is what sets Gamma apart from other providers, and proactive support is vital when solving customer issues and generating further revenue.
Techland’s SBCs already cover 95% of countries across the globe. The launch of GCE compliments this perfectly as Gamma looks to continue rolling out this latest addition to our portfolio. Paul is correct when he mentions how “Techland… fits beautifully in there” when enriching Gamma’s existing suite of solutions.
Quite simply, our partners can give their customers a high-quality voice service, boosted by that reassurance in Gamma’s always-on support. We invite you all to check out Paul and Gareth’s conversation in full to get a full grip on what Gamma’s Techland proposition can do.
When it comes to managing voice traffic, the future belongs to SBCs.