Why you Should Choose the Channel

vs. Going Direct to Carrier Sales Teams

We understand the perceived convenience of calling up a carrier directly.
However, working with a technology distributor like TBI changes the perception of convenience into reality.

Choosing the Channel vs. Direct

TBI operates on the fundamental principle of putting you and your client’s needs first. Unlike carrier’s direct representatives, TBI Channel Managers bring tenure, unbiased advice and stellar support to the table. You can count on us to make your life easier and ensure your customers’ successes.


Shaking Hands Icon RELATIONSHIPS THAT LAST

Direct
The average carrier direct sales person has a life span of between 8 to 18 months and a churn rate of 60%. Meaning, your customer can expect at least 2 different account teams before their 36- month contract comes to an end.

Channel
You own your customer relationships and the relationship you have with TBI. TBI Channel Managers have an average tenure of over 5 years offering you stability, troubleshooting and the opportunity to evolve contracts.

Data Network IconUNBIASED RECOMMENDATIONS

Direct
Direct representatives only sell services the carrier offers. In an industry where the list of telecom and
technology offerings changes frequently, the agreements don’t allow for flexibility and adaption of
services per your customer’s business challenges.

Channel
With 70 providers and experts on each carrier, Channel Managers can recommend solutions that are ideally suited to meet your customers’ goals. Additionally, TBI’s vast experience negotiating all types of business solutions allows for greater insight into each solution, what’s best-in-class and what really works upon install.

Support Team IconCORE BUSINESS PROTECTION

Direct
Working direct with the carrier oftentimes results in a bundled solution that may not fully solve your
customer’s business problem. Or worse, the bundled solution competes with your core business.

Channel
TBI Channel Managers work to safeguard your clients, preventing other sales reps from coming in to sell solutions already in your portfolio. As your trusted advisor, we use industry intelligence for collateral and training to shorten your learning curve. That way you can pitch new and emerging products, closing the loop on your customer. TBI will assist you with strategic planning, so you can identify savings opportunities and ways to grow your customers’ businesses.

Dollar Sign IconCONTRACTS THAT PAY

Direct
Putting your customer’s business with carrier-direct teams will result in a one-time, upfront referral fee for
you. These contracts oftentimes do not allow for compensation upon renewal, leaving money on the table.

Channel
Earn residual income through a Master Agent. The average contract sold through an agency lasts 7 to 11
years. We get paid every month for the life of the contract. It’s in our best interest to recommend the best
solution for your customers.

 

THE BOTTOM LINE

Simply put, as the nation’s leading technology distributor, TBI makes things simple. From matching your customers’ needs to the right solutions, to maximizing the monetary value of your business relationships, we’ve spent a lot of effort making sure you’ll spend very little. 

 

Ready to choose the channel? 

Become a Partner

 

 

 

 

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About the Author
As Director of Marketing at TBI, Cohen is responsible for managing TBI’s marketing communications and implementing multi-channel branding and press strategies. In addition to driving TBI’s overall marketing strategy, Cohen directs both internal and external communications to ensure the delivery of valued products and programs to providers and partners alike. You can contact Corey at ccohen@tbicom.com or connect with her on LinkedIn.