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Top 10 Reasons Telarus Stands Out in the Master Agent Space
The master agent fills an important role in connecting companies and solutions. The one that is able to set itself apart from the competition by creating more value for its partners and suppliers will be more likely to dominate the industry and designate itself as the standard in collaboration and solution fit.
One master agent, Telarus, is taking the necessary steps to demonstrate its leadership in the industry. In following with the company’s mantra, “Helping Partners Grow”, it has developed a recipe for success that focuses on its agent partners’ growth, going beyond the role of simple aggregation. Their value recipe includes 10 prominent ingredients that help it stands out against the competition, focusing on such tools as lead generation, social media and technology innovations. Let’s take a look at their “recipe”:
Lead generation – Every company needs to generate leads to continue to build on its business and drive new revenue opportunities. Telarus (News - Alert) coaches its partners and sets up programs to enable the build out of lead generation engines for online leads and referral partner networks. This master agent also offers the opportunity for pushing out warm leads directly to agents. On behalf of their most loyal partners, Telarus invests more than $50,000 per year into online lead generation.
Social media – The opportunities to drive business through social media are extensive and this master agent works with partners to improve their social media profiles and skills, while also demonstrating how to keep track of their customers with methods that are both efficient and cost-effective.
Local training events – Events are a critical tool for building opportunities, if you can get people there. Telarus uses its powerful master agent status, carrier partners and a large LinkedIn (News - Alert) presence to drive attendance to local events and recruit new entrants into the channel.
National training events – Only two master agents host a three day, all-inclusive trade show and Telarus is one of them. The company’s show, “Telarus Partner Summit,” includes more than 20 carrier suppliers and 150 agencies from all over the country.
Technology – As a master agent, Telarus helps its agents to source solutions with the use of “GeoQuote”. This patented, real-time carrier price quote tool has the ability to completely automate the research cycle for smaller opportunities, while at the same time providing lit building and fiber maps; information critical for architecting larger, more complex opportunities. Telarus is the only Master Agent to patent any sort of technology, which demonstrates their technical capabilities and the level of though put in to adding value to their partners. Waiting around for quotes is one major source of frustration for agent at large, but not for Telarus agents.
Triple-team support – Telarus offers each agent partner access to three people who are in place to support them and meet whatever need arises. A Support Manager helps with quotes, orders and even provisioning. A Channel Manager is available to help with business planning, marketing and strategy, while a VP of Sales is on hand to help with those large opportunities that need a customized or unique approach. In taking this three-pronged approach, agents have access to the flexibility they need to engage with the master agent on the level they feel most comfortable.
Project management – The director of Complex Accounts, Doug Miller, gives special attention to every deal over $10,000 that comes through Telarus, regardless of carrier. This added level of oversight is critical for agents selling into large accounts. Botched installations are the Achilles’ heel of the agent channel, and are especially troubling for enterprise accounts which usually require a long sales cycle and a tremendous amount of effort to close. Mr. Miller and his team ensure this won’t happen to Telarus partners.
Commission accuracy - Telarus wrote its own custom software to audit carrier commissions to ensure the accuracy of each transaction. Any inaccuracy is flagged to be researched by a team of accountants to ensure all agents are paid properly, every month.
CRM – Each agent is provided with their own CRM, allowing them to manage the flow of their deals, accurately track orders, generate competitive quotes and prepare proposals. Carrier trouble tickets can also be created through the CRM platform, eliminating the need to pay for Salesforce or other more costly services.
Ethics – This master agent has been in business for more than 10 years and has yet to miss or even be late on a single commission payment. Telarus prides itself on its reliability and financial stability and works to set the standard in the industry.
As the competition continues to heat up in the telecommunications sector, the battle for leadership in the master agent space will intensify. As Telarus has already demonstrated, more “value” will be required in order to keep pace with the leaders. The days of simple “order taking” or “sharing contracts” are numbered.
Edited by Jamie Epstein