News about Telecom Association members and vendors that serve the needs of multi location enterprise ("MLE") business customers needing a single provider to manage & bill all their "POTs" lines across many phone carriers.
Ernest Communications, the leader in multi-location account services is looking for an experienced channel manager to manage our West Coast territory.
Preference will be given to local candidates in Norcross, Georgia but will also look at candidates in Southern California or Denver.
Looking for candidates experienced in recruiting and managing telecom agents, channel partners, business phone system dealers, local area network (LAN) vendors, wide area network (WAN) consultants or other computer integrator or business equipment VARs.
TA MLE POTs subject matter expert Marc Metzger, CEO of Telecom Management Resources spoke with me recently to share his experiences helping his MLE customers.
During our conversation he was quite complimentary of Granite Telecom. Listen to the interview to learn more about how telecom agents and channel partners can master the "multi location enterprise" segment and why Marc thinks Granite Telecom is the vendor to place that business with.
You can contact Marc at 248-671-2161or visit their website at www.Ask4TMR.com to learn more about how he can help you prospect or close a MLE POTs deal you have an opportunity with.
1. (00m:15s) How does Granite Telecom fit into your telecom master agencies complete product set? Our multi location customers need help with their POTs services - modems, fax lines, credit card lines, alarm lines, etc. Granite provides this nationwide with consolidated management.
2. (00m:50s) How long have you been working with Granite? Over six years.
3. (00m:55s) Are Granite's services an add-on to your master agency's solution offerings or do you lead with them? Both...
4. (01m:20s) What percentage of your revenues are from multi location enterprise solutions like what Granite offers? Virtually 100%
5. (01m:43s) How does the service that you and your customers get from Granite compare to other solution providers you've used? No comparison. Our channel support is outstanding. Orders are processed accurately and efficiently and the customer facing portal Granite provides is exceptional.
6. (02m:20s) How do you see the MLE or multi location enterprise POTs market changing over the next couple years? Individual locations in a large MLE environment will be responsible for cutting costs but without utilizing "rougue" solutions. This means MLE headquarters will need to work with providers like Granite that allow a proper management view of everything that's going on with all the locations.
7. (03m:00s) Anything else you'd like to share with us about Granite? There are a lot of phone companies that provide a lot of options but few that provide the depth of options like Granite.
8. (03m:35s) What does our audience need to know about your company Telecom Management Resources? We're setup to "assist" not "sell" our customers. Our special "S.A.V.E." process (survey, analyze, validate and execute) allows us to understand our customers in such a unique way that we are able to deliver the goals they seek.
You can contact Marc at 248-671-2161or visit their website atwww.Ask4TMR.com to learn more about how he can help you prospect or close a MLE POTs deal you have an opportunity with.
What are your thoughts? Please leave comments below.
Are you a subject matter expert on selling multi location enterprise accounts? Let TA interview you. Please contact Dan Baldwin at 951-251-5155 or [email protected].
Telecom Association ("TA") member Joe Erickson, CEO of Telesave Communications recently spoke with me about what it takes to successfully distribute multi location enterprise ("MLE") telecom solutions as a telecom agent or channel partner.
Click the video below to hear what Joe had to say.
Index of Interview Questions:
0:10 - How'd you get started doing multi location enterprise ("MLE") accounts as a telecom agent or channel partner?
1:20 - Can you tell us about a classic multi location deal you've done? What's the compensation look like?
2:30 - What are the characteristics of a good multi location enterprise prospect?
3:50 - What are the MLE vertical markets we should look for?
4:35 - How many POTs lines per location?
5:20 - What problems are MLEs trying to solve? What search phrases are they typing into Google?
6:10 - How does an agent choose which MLE carrier, CLEC or vendor to quote a multi location deal through?
7:30 - What are the opportunities, challenges or outlooks that telecom agents and channel partners should be watching for in the MLE marketplace?
8:45 - Are customers asking for outsourced IT from telecom agents or channel partners?
Which is harder to sell - a single location deal or a hundred location deal? Some say there's not a big difference.
TA subject matter expert Jay Morris shares what it takes for TA members to "move upstream" to start selling large muliti-location business accounts. You can contact Jay at 404-918-4653 or [email protected].Click the player below to listen now.
1. (00m:14s) Tell us what we need to know about your credentials and how you came to be a SME on multi-location accounts.
2. (03m:22s) Please tease our audience about the multi-location opportunity. Without naming names and in general terms, can you tell us about a classic multi-location deal you've done? How'd you find the lead, how'd you get it proposed, how big was it and what kind of compensation did you realize.
3. (07m:30s) What are the characteristics of a great multi-location prospect? If we were to order up a big list of them from a list broker what would we ask for and why?
4. (11m:13s) What troubles are multi-location prospects trying to solve? If they were going to Google to try and find a solution to their problems what search phrase would they be typing into Google?
5. (13m:37s) I know you've both have experience selling for or against most the multi-location vendors out there so give us your experienced advice. Once an agent gets a nice multi-location prospect on the hook, how do they decide which multi-location vendor or vendors to shop them out to? Of the different vendors that say they specialize in multi-location deals, which program characteristics make the biggest difference to you when trying to choose which vendors to deal with?
6. (17m:38s) What are the opportunities and challenges faced by multi-location customers, agents and vendors over the next year or so?
7. (20m:03s) Anything else we've forgotten to discuss?Transcript
What are your thoughts? Please leave comments below.
Are you a subject matter expert on selling multi location enterprise accounts? Let TA interview you. Please contact Dan Baldwin at 951-251-5155 or [email protected].
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