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Doug Miller, VP Complex Sales
Doug MillerVP of Complex Sales - and Batman wannabe
Telarus Project Management
dmiller@telarus.com
(actual hair)
Telarus Complex Sales Team
• Project Management
• Complex Escalations
• Sales / Closing Resource
Role of the Complex Sales Team
• Attract High-MRC and Complex Sales
• Provide Experienced Resources to Partners selling such deals
• Recruit Additional Partners/VARs who depend on PM Services
What Sales Qualify for Project Management?
MRC Not Generally a Factor!
Qualifying Criteria: Multi-SITE Multi-PRODUCT Multi-SUPPLIER Complex Services Strategic Relationships
Other Potential Project Types
Invoicing Repair Contract Renewals- Services Upgrade
What Does it Cost?
What Does it Cost?
For Qualifying Sales
Project Management Resources• Telarus Veteran Telecom Personnel
• Extensive Project Management Training
• Strong Supplier Relationships at all Levels
• Exclusive Escalation Paths with most Suppliers
Project Management Tools
• Gantt Charts
• Customized Spreadsheets
• Time Management and Tracking Software
• Enhanced Supplier Back Office and Portal Access
• Superior Communication and Presentation Skills
Term Agreements -- Did You Know?Many Agreements Begin on the “Signature” Date -- NOT on the “Installation” Date
Agreements May Expire BEFORE the sale’s “Full Value” can be Realized
REALITY
IMPACT
Project Management Benefits
• Shortened Installation Intervals
• Satisfied Client Expectations
• Faster Commission Payments!
…And Don’t Forget Escalations!
Partner Support Manager
Regional Vice President
Telarus Complex Sales – New “Escalations Director being hired this month!
Let’s Talk!
Questions? Let’s chat.
Facebook.com/Telarus linkedin.com/company/telarus-inc.www.Telarus.com
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