‘At the heart of Melita’s B2B approach is a partnership mentality’ – Robert Runza, Director of Business Development

Over the years, Melita Business has brought the concept of high-quality B2B services to life, establishing itself firmly as a market leader within the telecommunications industry. It’s an evolution that Robert Runza, now six years into his role as Director of Business Development and Business Services, is particularly proud of.

“Today we can confidently say that Melita Business has taken a high-level role in the market, attracting a certain segment of business. This evolution has come about thanks to a very conscious strategy that encompasses comprehensive B2B services, ensuring that we are going beyond cost-effectiveness but also by being at the very top of the services we offer,” Mr Runza starts off.

Several factors contributed to this effort, starting with the equity that has arisen from foreign ownership, previously EQT Infrastructure and now Goldman Sachs Alternatives.

“The trust and interest that this has signalled to the market is considerable,” Mr Runza acknowledges. But, crucial as it is, Melita Business’s hard-earned position in the market doesn’t stop with the promise that globally recognised private equity firms like the current ownership bring. It’s about taking a holistic approach to ensure that all business clients receive the best service that’s available.

“The best service isn’t necessarily limited to the cost-factor, but also to the level of service itself. Even before that, we take time and care to understand the client and what they’re after in terms of business. Our sales approach is highly consultative, and we follow a very detailed process to analyse these needs. We evaluate the client’s status with its current operator, we look at areas where both service and cost can be improved, and we tailor the correct package to fit the specific case,” Mr Runza explains.

Equally important is ensuring the same level of attention invested in services is reflected in client relationships. In recent years, Melita Business has invested heavily in its technology, with constant upgrades to its systems and to its internal resources. The company offers a dedicated team for business, sales, and key account management.

“All these factors have put us into a better position than others on the market. And this approach has paid off, as we now enjoy an improved strategy and top market placement,” the Mr Runza says.

What could be mere corporate buzzwords here have translated into tangible benefits for all of Melita Business’s clients, from increased network and infrastructure stability to fewer outages and faster troubleshooting. This approach has led to a solid reputation among high-profile clients for reliability.

“We have invested heavily in our own fibre and mobile networks, so clients aren’t relying on patchwork third-party setups. As a company, we can directly guarantee a more consistent performance – whether it’s a retail chain processing thousands of transactions or a hospital relying on uninterrupted connectivity,” Mr Runza elaborates. “When clients talk about Melita Business’s reliability, they mean being able to open their shop, run their call centre, or deliver healthcare without worrying the connection will let them down.”

Even here, the strategy is proactive. Rather than waiting for problems to arise, Melita Business runs 24/7 monitoring and a dedicated business support team.

“Clients often comment that they hear from Melita Business before they even notice a problem themselves. That kind of responsiveness translates reliability into peace of mind. We also offer true built-in redundancy as our solutions are designed with failover options like backup connections or data centre redundancy. Clients experience reliability not because nothing ever goes wrong, but because service continuity is designed into the system,” he notes, adding that all this has led to Melita winning the Gold Award for Customer Service Excellence at the 2024 Malta Business Awards.

Today, Melita Business is successfully shedding its legacy as a purely consumer-focused brand, with the company now equally regarded for its B2B branch.

“We have now crystallised our approach to span different pillars, while making sure that the B2B side is driven to the highest standards possible.”

Of course, value for money also remains a clear priority for business clients. Mr Runza adds that this should not be confused with simply “being cheap”; it’s more about whether the investment actually works harder for them over time.

“At Melita Business, we look at the total cost of ownership, not just the price tag. We do this by designing solutions to minimise hidden costs like downtime, inefficient scaling, or patchwork vendor management. Clients see value in smoother operations and fewer unexpected bills,” he adds.

Inbuilt scalability is just as important. As businesses grow, Melita Business’s services expand seamlessly, offering more bandwidth, more mobile connections, or hybrid cloud options without costly overhauls.

“This flexibility means clients aren’t forced into expensive rip-and-replace cycles. We focus on resilient infrastructure and proactive support precisely so as to save businesses from losses tied to outages, delays, or operational disruptions. This is long-term value that often outweighs a lower upfront price from competitors.”

Add in bundled solutions for efficiency, with all services under one contract, one bill, and one support team, and this translates into real savings in time and administration overheads.

“At the heart of our approach is a partnership mentality. Melita Business doesn’t just sell a package; it collaborates with clients to tailor solutions to their needs. That ongoing advisory role ensures clients aren’t paying for capacity they don’t use or stuck with outdated setups. While the phrase ‘value for money’ can sound like another cliché, in practice Melita Business delivers it by making sure every euro spent is working toward business continuity, growth, and efficiency – not just a lower invoice,” Mr Runza concludes.