Posted 8/17/10 By Dan Baldwin, TA Executive Director, 951-251-5155 email
Telecom master agencies generally fall into one of two basic categories. The first category is the "100% channel" master agents. These types of master agents do not really have their own "retail face" in that all their orders come through their sub-agents. The second category is "retail first, channel second". These types of master agents have a big retail face in that they are very successful in competitive telecom street fights as "independent agents" against other telecom carriers retail reps. This second type of of master agent brings in orders through their own W-2 direct salespersons.
CPI Communications out of Des Moines Iowa is the second type of master agency. CPI is currently very successful competing against any competitor using their own CPI in-house sales people. For several years CPI has been crafting itself into an agency that can directly compete for and win any size voice or data network deal anywhere in the country. During this time, CPI has been collecting the in-house talent needed to integrate almost any equipment package into any network service configuration. Because of this "anywhere, any network, any equipment" focus, CPI believes they are the best voice/Internet/data master agency for equipment VARs and integrators looking to add network service to their equipment-based solutions.
Does this make sense? Is CPI really the "Best Master Agency for Equipment Vendors"? Let's look at it from an equipment VAR or integrator's point of view. What questions do VARs have?
- Is equipment/network design done in-house by the master agent or by the chosen carrier?
- Is installation project management done in-house or by the carrier?
- Do the team members have a hardware background?
- Do the "closers" have local "street fighting" experience?
- Is the master agent a "player" with the carriers?
I wasn't sure myself so, at the invitation of Cale Perry, CPI's President & CEO, I went to CPI's headquarters in Iowa to sit in on one of their regular carrier training sessions, meet their people and capture some video for the rest of the TA audience.
Watch the video below to get CPI's "flavor" yourself but I think they make a very strong case for themselves as an ideal home for equipment VARs and integrators because:
- Their equipment design, installation and project managers are all equipment savvy, in-house professionals with documented credentials. The last thing an equipment provider wants to hear out of their network service partner is "it's the carrier's fault". They want to know, "Who am I going to punch if this deal gets screwed up?" In CPI's case, CEO Cale Perry raises his hand and says, "That would be me."
- CPI's two main "big deal closers", Diana Tedrow and Clark Thompson have been fighting for and closing local voice, Internet and data deals against local and national competitors with complicated equipment integration requirements for years.
- CPI is tight with their carriers, especially Qwest and Windstream among others. While some agents wait days for carrier "call backs", CPI often has their carrier reps working out of CPI's offices during the cut-over of bigger deals.
But don't take my word for it. Watch the videos that follow and then ask yourself, "Which master agent do I want to bring in on my next 'monster deal' that involved heavy equipment integration?"
Then contact CPI CEO Cale Perry at [email protected] or 515-331-7560 to see how his team can help you stay in control of your big equipment/network service deal.
CPI Welcome - CPI CEO Cale Perry and Ops Director Ken Pieretti welcome you to CPI headquarters
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Project Management Specialty - Ops Director Ken Pieretti, PMP explains how CPI's project management expertise starts with his own PMP credentials and extends to his team.
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Sales and Closing Expertise - Sales Director Diana Tedrow and Regional Director Clark Thompson share their expertise at making equipment integration and VAR partners feel like CPI is the only network service agency they should put in front of their values equipment prospects and clients.
Diana Tedrow & CPI Customer Case Study One: Large call center with multiple carriers
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Diana Tedrow & CPI Customer Case Study Two: A 30 location bank with data network and billing issues
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Clark Thompson on CPI's Equipment Integration Expertise
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Diana Tedrow & CPI Customer Case Study Three: Scientific testing company with multiple locations
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Commission and Process Support
Manager Ronda Perry on CPI's ability to doggedly track carrier disputes to ensure all agents are paid
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Ronda Perry on CPI's new CRM (customer relationship management) tool to make sure no customer renewal "falls through the cracks". Ronda will be speaking at the Channel Partners show in Washington DC in September on the back office automation using RPM
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CEO's Message - Cale Perry's invitation to take a look at CPI for your complicated network service and equipment integration projects
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For more information about working with CPI, please contact CPI CEO Cale Perry at [email protected] or 515-331-7560
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