Page 7 - Telecom Reseller October November 2020

September/October 2020 Telecom Reseller 7 Why Customer Switch TEM Vendors
TIMOTHY
of enterprises report to AOTMP® that they have switched TEM vendors since their initial vendor was selected and implemented. While the rate of churn is significant, the pace of churn is often masked by multi-year contractual obligations and the fact that customers rarely hot-cut from one vendor to another – transitions can last more than
1) Vendor over-promised and under-delivered 2) Lack of data accuracy
3) Inadequate customer service/support
4) Software did not perform as expected
When partnership is strong between a TEM vendor and a customer the likelihood separation decreases.
TEM vendors and customers alike can avoid relationship fracture by engaging
in open and frequent dialog. Discuss the state of the business partnership, the
value generated through the relationship, and the next level of business impact sought. When this happens, the risk of churn diminishes. n
C. COLWELL
by Timothy C. Colwell, Executive Vice President of AOTMP (www. aotmp.com)
5) Cost was too high for the value received Put simply, misalignment is the
The TEM (telecom expense management or technology expense management) industry endures quite a bit of customer churn. In fact, 47%
a year for large, complex migrations.
underlying cause for customers leaving TEM vendors. This does not mean that misalignment is a norm in the industry, though. Misalignment is a byproduct of partnerships that fail to adapt and evolve.
So, what’s driving the change? The top five reasons given by enterprises are:
Peerless Network Launches Portal for Channel Partners to Set Pricing and Maximize Commissions
‘Peerless Maximizer’ enables agents to earn up to 50%+ residual on every SIP and UCaaS deal with Peerless
CNetwork
HICAGO, IL - Peerless Network, a leading provider of high-quality voice solutions for VoIP and
enterprise customers worldwide, has announced that it now offers the Peerless Maximizer, a portal for channel partners to set their own pricing and maximize commissions. With this portal, agents can earn up to 50%+ residual commission on every SIP Trunking and UCaaS deal with Peerless Network.
The Peerless Maximizer is the latest addition to Peerless Networks’ vast portfolio of high-quality voice products, services and platforms that deliver work-from-anywhere business communications with best-in- market commissions for agents.
In the Peerless Maximizer, agents build unique pricing profiles for customers and prospects. Then, channel partners set
their own percentage markups for Peerless products, such as Cloud PBX, SIP Trunking, DID, Toll-free and CPE Lease MRCs, which are easily calculated in the portal. After
the percentage markup, agents have the capability to add customized services and line pricing to quotes.
“Peerless Maximizer simplifies the quoting process and provides a platform for agents to control the pricing for their business,” said Ryan Patterson, Vice President of Channel Sales at Peerless Network. “We offer multiple service terms within one pricing profile, including month to month, 12 month,
24 month, and 36-month terms, to give agents the flexibility they need to drive their business.”
“Peerless Network is agile to meet the escalating demands of our channel partners,” stated Rick Knight, Executive Vice President of Sales and Marketing at Peerless Network. “In a work-from-anywhere climate, agents are able to leverage our PBX catalogue with built-in-lease pricing markup capabilities
for any device, including desk phones, conference phones, cordless phones and accessories.”
More at www.peerlessnetwork.com. n