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Facilitating Sales: PAETEC Launches Online Tool for Agent Partners

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October 15, 2009

Facilitating Sales: PAETEC Launches Online Tool for Agent Partners

By Michael Dinan, TMCnet Editor

On the heels of receiving a pair of awards for fixed wireless offerings, a Fairport, N.Y.-based company that provides data, voice and Internet solutions to business-class customers today announced that it’s deployed a new Web-based pricing tool to help sales agents.

Officials at PAETEC (News - Alert) Holding Corp. say their “Agent Online Quoting Tool” is designed to help agents qualify selling opportunities, create pricing quotes and product service agreements for much of the company’s award-winning product portfolio.

According to John Chapman, PAETEC’s senior vice president of marketing, the online software allows the company to accelerate pricing authority and decision-making for agent partners.


“In short, we’re making it easier than ever to sell on behalf of PAETEC,” he said.


The quality of what PAETEC offers also has something to do with that.


As TMCnet reported, the company recently received two 2009 INTERNET TELEPHONY Excellence Awards for its Fixed Wireless and Allworx (News - Alert) 9224 IP Phone and Tx 92/24 Expander solutions.

“These solutions are truly unique in the marketplace and offer efficiency and value to businesses which other carriers simply don’t offer,” said John Chapman, senior vice president of marketing, in a statement. “We’re thankful for this recognition of the products by TMC (News - Alert) with the Excellence Awards.”

Through carrier-grade microwave equipment and consultative engineering, PAETEC’s Fixed Wireless solutions help to build reliable last-mile access loops between a customer network and a local PAETEC point of reference.

Wireless local loops can be provisioned at DS-3, OC-3, Fast Ethernet and Gigabit Ethernet speeds. These loops can also support the complete range of voice and IP services in the PAETEC portfolio.

The 9224 from Allworx is designed to be a premier high-fidelity IP phone. Allworx, a wholly owned subsidiary of PAETEC, offers the 9224 as it has the capability to deliver a multitude of call appearances, line appearances, speed dials, busy lamp fields and an array of other functions.

PAETEC announced earlier in September the IP Simple Solutions bundle, which is designed to leverage the company’s SIP Trunking voice service, High-Speed Internet, MPLS VPN as well as the 9224 phone and IP PBX (News - Alert)

Chris Muller, a PAETEC spokesperson, told TMCnet in an interview that the company is constantly striving to help its agents sell.

Today’s announcement demonstrates the company’s commitment to getting its products to businesses in need quickly and cost-effectively.


The Agent Online Quoting Tool’s software is based on PAETEC’s so-called “Profit Assistant Online” system, which PAETEC employees long have used to create quotes and evaluate the profitability of the sales proposals.


Agents now can use the software to build customized solutions specific to their client’s needs and price them competitively without contacting a channel manager. They also can design customized and personalized telecommunication proposals and instantly generate on-demand service agreements if the proposal meets minimum financial thresholds for PAETEC.

Muller told TMCnet that every proposal PAETEC does is customized and based on the specific needs of the client.

"Rather than a sales person needing to go to a special pricing department, they can work directly in the software to build the custom package, and as long as it meets PAETEC's financial guidelines for margin, paperwork can be generated instantly," Muller told TMCnet. 

"With this new development, we're able to push that functionality out to our agent partners as well, rather than just for PAETEC employees," he said. "It will allow channel agents to develop customized proposals without needing to go to their PAETEC channel manager on the products listed. The channel manager will still be involved in supporting the sales, products not yet available in the tool and if special pricing beyond our normal guidelines is requested."

The new software allows agents to price a range of products, such as: dynamic IP, offering instant bandwidth allocation between VoIP and Internet; dedicated Internet access; PRI ISDN circuits; and equipment rental.


Additional products will continue to be added to online quoting tool, PAETEC officials say.


According to Vince Bradley, president and CEO of World Telecom Group (News - Alert), PAETEC has done” a fantastic job in all aspects of their agent program, and now with this level of automation allowing us to get our quotes faster and to price opportunities to win, I am confident that WTG will double or triple our business with PAETEC.”

Michael Dinan is a contributing editor for TMCnet, covering news in the IP communications, call center and customer relationship management industries. To read more of Michael's articles, please visit his columnist page.

Edited by Michael Dinan

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