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Master Agent Makes Selling Best-Fit Solutions a No-Brainer

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Master Agent Makes Selling Best-Fit Solutions a No-Brainer

July 07, 2016

  By Susan J. Campbell, TMCnet Contributing Editor

In the quest to find the best technology solutions to support your business objectives, it’s easy to get lost in the weeds. As consumers, we tend to do a lot of our own research, vetting options before we actually talk to a company about making a purchase. When the technology at hand is outside of the comfort zone, it makes sense to use a master agent.

The master agent goes a long way towards helping you determine a best fit within your environment, especially when it comes to Unified Communications (News - Alert). Now, master agent Telarus has a way to better support its partners to ensure you get the information you need quickly, so you’re better informed before you make a decision.

According to a recent Telarus (News - Alert) blog post, the company revealed a new technology at the 2016 Telarus Partner Summit: Hosted UC real-time pricing in GeoQuote. Partners seeking the coveted Telarus Triple Crown can sell monitoring, network and hosted UC. The first iteration invites partners to share constructive feedback. Additional versions and capabilities are being planned.

Throughout the industry, it’s not unusual to turn to carrier promotions and SPIFs when trying to make decisions about UC solutions. Partners are generally offered an incredible amount of money by carriers, providing incentive to push customers in that direction. But customers are often shopping not just on capabilities, but also on price. The problem is too many partners are willing to close a deal on price alone, which leaves the customer happy for only a short period of time.

Familiarity with the carrier is another common buying factor. The master agent sometimes will lean toward what they know and sell the same carrier time and again, whether it is the best solution to fit the environment or not. The GeoQuote was designed to avoid this problem, providing partners with exactly the insight they need to truly consult with a client and not just push a particular solution due to lack of time or knowledge.

Finally, relationships can also come into the decision process. Agents may make a recommendation based on the relationship they have with a channel partner. This approach ignores the actual needs of the customer and doesn’t provide the best-fit recommendations necessary to ensure the best outcomes.

At the end of the day, the solution recommended should be the best solution to fit the environment. GeoQuote was designed to make that happen, supporting partners as they focus on delivering true value that meets the need.

Edited by Maurice Nagle
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