Master Agent Featured Articles

Larger Master Agents are a Key Strategy for NTT Communications

September 24, 2012

By Susan J. Campbell, TMCnet Contributing Editor

Master agents serve an important role for the customer and the companies he or she represents. The ability to serve as a consultant on any project and provide guidance on the best solutions brings considerable value to both sides. To leverage such benefits, NTT Communications (News - Alert) Global IP Network is looking to establish business relationships with larger master agents.

According to this Channel Partners Online report, NTT began as Nippon Telegraph and Telephone Corporation in 1952. Since then, the company has diversified into other markets and developed growth strategies that have led to its current position as one of the world’s largest telecommunications providers. Given the history of its growth, NTT’s current strategy to seek out larger master agent organizations makes perfect sense.

An official with NTT recently said that most of the master agent relationships the company has now are with the master agent on a smaller scale. While master agent relationships they’ve established are healthy, they are looking to not only get pair up with larger master agents, but the largest in the U.S.

Internet-centric businesses that are focused mainly on retail and data centers are the clients that gravitate toward NTT. These companies, such as ISPs, enterprises, and Amazon would benefit from NTT’s move to develop partnerships with the largest master agent organizations because they branch out to countries overseas, offering these businesses a more globalized mission.

While Amazon has for years had a long reach into remote areas of the world, NTT’s master agent strategy could assist some of the smaller clients in developing a similar reach. Furthermore, NTT can also diversify its clientele and branch out into the financial sector with a larger master agent organization pool.

With the current lineup of master agent organizations, the NTT sales team has limited reach into various geographical locations where some clients are looking to do business. But in going with the larger master agent organizations, a better relationship can be established between a telecommunications client and partners overseas.

Very soon, NTT is scheduled to begin a reseller program that will give clients the ability to offer NTT services, which includes managed router, distributed denial of service, content delivery network, IP and security services to new customers who can use their individual brands on the NTT product. The program is slated to start out rather small with contracts being extended to only four companies.

The program gives NTT a new avenue of growth. And, while the product these clients are reselling is NTT’s, it’s up to the company to provide the necessary services to its customers, as their name is on the product. Any services that fall short will not reflect poorly on NTT as the NTT name does not appear on the product or services.

To find out more about Telarus (News - Alert) Inc., visit the company at ITEXPO West 2012. To be held Oct. 2-5 at the Austin Convention Center in Austin, TX, ITEXPO (News - Alert) is the world’s premier IP communications event. Visit Telarus Inc. in booth # 832. For more information on ITEXPO West 2012, click here.

Edited by Jamie Epstein

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