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Master Agent Provider MegaPath Proves New Strategy is Successful
April 17, 2012
MegaPath (News - Alert), a preferred carrier of master agent Telecom Brokerage (News - Alert) Inc. that prides itself in measuring up to increasing demands from clients in areas such as continuously extending coverage, has revealed that its newly implemented channel integration strategy is already proving to be a great option for the company’s overarching goals.
The channel integration strategy, which initially kicked off last year, has led to MegaPath having a drive in sales, with approximately one-third of new relationships yielded directly from the channel, according to a recent article quoting Senior Vice President of Sales and Channel Lead Chris Gellos.
What exactly is this strategic strategy? Gellos highlighted that MegaPath enables all of its 200 plus direct sales reps to act as channel managers. While master agents typically only play a pivotal role within the integrated sales process, now they are doing more thus, direct reps are seeing a decrease in pay. Although this could be frustrating to some, Gellos stated that reducing the time it usually takes to enact a complicated enterprise deal is the key advantage here.
"Our folks love it," he added.
Requiring some increased focus on educating indirect and direct sales partners on the innovative strategy in the beginning stages, after a twelve month period, it is already proving to be highly effective.
However, an obstacle that the master agent carrier is continuing to try and overcome is drawing in customers to begin to leverage its robust portfolio which encompasses managed IP data, voice, and security services. According to Gellos, "A lot of partners still look at us as a DSL aggregator or a retail [industry] supplier; now we have MPLS and security and health care [communications] services."
"Using cloud-based business applications are increasingly becoming a larger part of how our customers do business," said Paul Marra (News - Alert), director of Product Management, Voice and Enterprise Communications at MegaPath.
To read the report in its entirety, click here.
Edited by Carrie Schmelkin
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