Mendix on March 16, 2010
In this industry, online portals are becoming a valuable marketing tactic. Telecommunications resellers rely on carriers to provide the information necessary to win business. It’s a simple relationship in a competitive industry. By creating online portals, carriers can simultaneously better serve resellers AND streamline their processes. The progression to online portals is differentiating carriers in the eyes of resellers for several reasons. For one, they’re a faster and more efficient way of communicating with resellers. They also simplify the process of doing business with carriers – quick quotes, up-to-date marketing material, and results tracking, to name a few.
Business agility is rudimentary to riding out the current changes in the telecom industry. Implementing portals can seem like a big undertaking, but as more carriers provide this service, the naysayers will be left in the dust. In fact, one Sales Manager I spoke with is adamant about carriers implementing these portals. It sounds like carriers and resellers alike can benefit from a pinch of cloud computing magic; we’ve put together five easy steps for taking on these projects.
The first step towards realizing the power of online portals is using them to disseminate information efficiently. The fastest and most global of communicative systems makes this process as easy as the click a mouse. Sales in this industry are driven by intensive campaigns for which supporting marketing materials and product/services catalogs need to be readily available. There is no better way to provide this information to resellers that via an online portal.
Manually checking service availability for clients is inefficient and costly for resellers. Automating these processes frees up sales and marketing teams so they can focus on more important activities like acquiring new business. Both resellers and carrier’s account managers can do their jobs better when this information is provided over the internet. Notice how steps one and two focus on channeling information efficiently.
What’s more important than providing a potential client with an accurate quote? Enabling resellers with 24/7 online quoting and order submission is a huge time saver for both parties involved. Rather than having to call a channel manager, resellers can compute their own quotes. It’s as simple as that.
We know that resellers, business development managers, and channel managers want to focus on driving revenue by acquiring more customers. The trick is that acquisition of new business needs to be balanced with existing client satisfaction. The self service method is the best way of going about providing support to these stakeholders. Think: dinner buffet.
Commission and bill processing is an enormously difficult task for telecommunication organizations —it also provides an opportunity to differentiate themselves in the market. Online portals can be automated and customized for recurring commission structures based on the type of partner and product/services being sold. Commission management and execution is a key business driver in the industry. Optimizing the partner sales channel should be a high priority for the organization, right?
Hopefully these five steps make the seemingly overwhelming task of implementing an online portal a bit more feasible. Here at Mendix, these portals are a common request and the average application usually takes around two months to finalize. In the end, the sooner a carrier adopts these strategies the more business they will win – application development is not the headache it used to be.
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