Why businesses
are choosing independent agents instead of direct reps to
acquire telecom services
Mergers and Acquisitions
Sales is a high turnover profession. Mergers and acquisitions make it
highly unlikely that your original direct sales rep will still be there
to assist you within a year. By using an Independent Telecom Agent, you
can be sure that, regardless of continued merger activity or
bankruptcies, your Agent will not be laid off or fired and will continue
to have the same contact phone number and email address. They will
continue to supply all of the options you need.
Single Point of Contact Single Point of Contact
SAVE TIME.
Whether your Independent Telecom Agent recommends a single T3 internet
carrier solution or a multi-carrier solution, you still have a single
point of contact to deal with who knows your account best. The number of
appointments with different carriers you have to schedule could easily
reach up to a dozen before an educated decision is made for your telecom
solutions. A qualified Independent Telecom Agent can evaluate your
company’s needs in a single meeting.
Person who understands your company
Your Independent Telecom Agent acts as an assistant buyer once he/she
understands your business needs and preferences.
You get to hear the truth!
When you use an experienced Independent Telecom Agent, you tap into the
wealth of knowledge and experience of someone who has been in the field
for many years, working with multiple carriers. Your agent can tell you
how the carriers really perform – who has the most reliable network –
which has billing problems – who is going bankrupt and who can make the
desired install date? Why would you want to repeat that process every
couple of years?
Unbiased opinion of multiple carriers and their product lines
Since most carriers have gone to term agreements, it’s key to get set up
with a carrier that can move with your needs. Do they have MPLS? Do
they do SIP trunking? Can they offer an Can they offer an IP-VPN
solution for your remote sites? Your Independent Telecom Agent knows the
carriers’ products and limitations, and can put you in the right
solution.
Agents are invested in your success long term.
Independent Telecom Agents are commission only, and residual based,
earning a small percentage of the monthly bill. There is no motivation
for a direct representative to speak to you again after you sign. You
are directed to deal with the carriers call center. However Independent
Telecom Agent’s goal is to build a book of business of satisfied
customers with minimal issues. They have EVERY motivation to assist you
in solving any service issues that you may ever have. A good Independent
Telecom Agent becomes part of your team, allowing you to take care of
your business.
No quota Factor.
It is very common for Independent Telecom Agents to uncover up to 10-20%
of pure fluff on your bill during the auditing process. Direct
representatives have a quota to make and will often sell you what is
good for them, not what is good for you. Top Independent Telecom Agents,
almost without exception; do not carry quotas and tend to be “solutions
oriented” rather than to be motivated only by quotas.
Extra Incentives and Promotions.
Independent Telecom Agents are typically more knowledgeable, better
trained, and set proper expectations with the clients. Agent channels
often have promotions or incentives for the customer that the direct
agent hasn’t been given. If the direct representatives have promotions
available, they are often compensated extra if they do not use them.
Their clients tend to remain clients longer, and it is more cost
effective for the carriers to deal with Agents.
Same Standard Pricing is used in the Agent Channel and the direct
channel.
For large projects, special pricing is available to both Agent and
direct channels at the same amounts. It’s an incredible model that helps
customer and agent win, and insures all clients are treated equally.
Next Generation Technology
Independent Telecom Agents will typically be better versed in MPLS,
IP-VPN, VOIP, hosted solutions, call center applications, and SIP
technologies since they need to understand multiple carriers’ offerings
and have attended their trainings. Direct representatives may not have
the overall understanding of all that is coming with new technology.