NTT Communications (News - Alert) is a subsidiary of Nippon Telegraph and Telephone Corporation (NTT). It is the largest telecommunications company in Japan, as well as one of the largest in the world. Two years ago the company made a decision and set a goal of signing up at least 15 master agents by 2016. Their efforts were so effective that they even exceeded all of their own expectations. Now that the recruitment phase of their project was successful, they are taking the next logical step and focusing their attention to the needs of the sub-agent community.
Unlike their recruitment of master agents, the goal is not to directly target the sub-agent community, but rather continue to build solid relationships through the master agents. NTT feels that at this point, it has access to a major portion of the agent partner community, representing about a 95 percent share.
Generally, a master agent has direct contracts with carriers; in order to meet all of their obligations they need sub-agents. Mostly, master agents perform back office support for the sub-agents, which can include quoting, ordering, order tracking, commission tracking, and trouble ticketing. As you can see, NTT is using a unique but definitely positive approach.
This year’s goal is to show all of their partners, and the world that NTT is now ready for business. Rob Westervelt, vice president and general manager of sales and global solutions for New York-based NTT America (News - Alert), made the following comments, "We're no longer in the recruitment mode -- we are in the enablement side, and want to show agents where we play well and why NTT is a fit for their businesses heading into the future."
Toward that end, NTT has established several partnerships with U.S. based master agents. One company based in Seattle, Stratacore, sees this as a win/win situation as its cloud-based services could see a major boost through access to NTT’s global private and public cloud solutions.
NTT’s master agents will be able to take advantage of the enhancements made to its Enterprise Cloud, an OpenStack-based private cloud offering. While it is currently available in Japan, the U.S. will see it later this year. In addition, access to NTT’s 140 interconnected data centers and a private network in 196 countries will add considerable support to all of its partners.
The rest of the year will see ambitious partner enablement goals as Westervelt would like each of the company’s three regional managers working with over 30 sub-agents this year. Apparently, the program is already seeing quite a bit of success as sub-agents are closing deals with assistance from the master agent program.
Edited by Rory J. Thompson