Crossing The Carrier Services Divide
There's been talk for years about the convergence between the telecom and IT channels. But now, as the cloud- and services-based IT model continues to take the enterprise by storm, solution providers are facing more pressure than ever to delve into the carrier services world.
"People are either going to adapt and embrace consultative selling and look at their clients holistically, or they are going to lose their client, no matter how many years they have been working with them," said Susan Penevolpe, vice president of sales at WTG, a top U.S. master agent based in Malibu, Calif.
The catch, though, is that embracing carrier services sales -- and the recurring revenue model that comes with them -- seems like a daunting task for some IT solution providers. That’s why Penevolpe sat down with CRN recently to share best practices for getting on board.
Here are six tips for solution providers looking to kick-start their carrier services business.