One of the most underrated services that a telecom agency provides is the availability of a single point of contact.
Unfortunately, trouble and telecom can go hand and hand and installations can go terribly wrong. You don't have to go it alone. Because agencies place hundreds of orders per year and deal with the carriers on a regular basis, they know who to call if there are problems.
The alternative is to rely on your carrier sales representative, but sales reps are paid to make sales not manage orders. The skills required to project manage a phone or internet service installation are completely different than the skills required to sell those same services.
Working through a telecom issue directly with a carrier could take hours. If telecom is not your area of expertise, how are you going to explain a situation to a technician or understand their explanations?
Telecom agencies provide another level of service and make dealing with the carriers easier and less time consuming. Typically they don't charge for this service because ultimately they are compensated by the carriers.
Monday, May 17, 2010
Wednesday, April 21, 2010
Best Times to Call a Telecommunications Agency
There are a number of circumstances when your company could use some help and are the perfect time to call a telecommunications agency. Here are just a few:
• You’re moving or setting up a new office.
• You need to free up money to be able to purchase your product or service.
• You’re in growth mode.
• You haven’t reviewed your costs for quite a while.
• You’re hiring and adding new staff.
• When you want to update your phone or computer equipment.
• If you're launching a new marketing campaign.
• At year end and you want to reduce their tax burden.
• If you’re acquiring another company.
• If you’re consolidating or eliminating branch locations.
• You’re downsizing.
During these times, your time can be limited and the extra work could cause extra stress. Let an agency help you manage your extra responsibilities. Most agencies don't charge fees, but their help could be invaluable.
• You’re moving or setting up a new office.
• You need to free up money to be able to purchase your product or service.
• You’re in growth mode.
• You haven’t reviewed your costs for quite a while.
• You’re hiring and adding new staff.
• When you want to update your phone or computer equipment.
• If you're launching a new marketing campaign.
• At year end and you want to reduce their tax burden.
• If you’re acquiring another company.
• If you’re consolidating or eliminating branch locations.
• You’re downsizing.
During these times, your time can be limited and the extra work could cause extra stress. Let an agency help you manage your extra responsibilities. Most agencies don't charge fees, but their help could be invaluable.
Thursday, March 18, 2010
7 Ways to Build Leverage in a Telecom Negotiation
Leverage is the most important factor in telecom negotiation.
Here are 7 ways to develop leverage:
(1) Give yourself time – without the time to implement a change, your current carrier will not feel threatened and will not be aggressive with their pricing.
(2) Conduct a real RFQ – a RFQ, conducted more than a year before contract expiration, will produce the best results.
(3) Keep your commitments low – commitments 60% or lower will allow for more flexibility and show other carriers your ability to change.
(4) Watch out for circuit commitments – circuit commitments, often presented as low revenue commitments, can be far more restrictive than revenue commitments.
(5) Diversify your carrier portfolio – don’t have a large percentage of your business with one provider, spread it around. Experience with other providers will facilitate service moves, if negotiations don’t go your way.
(6) Move some services – threats alone won’t help you develop leverage, you need to use actions not words. Moving a circuit or a service will show your current carrier that you mean business, will show their competitors that you are open to change and will allow you to test out another provider.
(7) Band together – present a unified negotiation team. Don’t allow carrier access to C level executives, don’t argue amongst each other, don’t disclose information or show favor.
Here are 7 ways to develop leverage:
(1) Give yourself time – without the time to implement a change, your current carrier will not feel threatened and will not be aggressive with their pricing.
(2) Conduct a real RFQ – a RFQ, conducted more than a year before contract expiration, will produce the best results.
(3) Keep your commitments low – commitments 60% or lower will allow for more flexibility and show other carriers your ability to change.
(4) Watch out for circuit commitments – circuit commitments, often presented as low revenue commitments, can be far more restrictive than revenue commitments.
(5) Diversify your carrier portfolio – don’t have a large percentage of your business with one provider, spread it around. Experience with other providers will facilitate service moves, if negotiations don’t go your way.
(6) Move some services – threats alone won’t help you develop leverage, you need to use actions not words. Moving a circuit or a service will show your current carrier that you mean business, will show their competitors that you are open to change and will allow you to test out another provider.
(7) Band together – present a unified negotiation team. Don’t allow carrier access to C level executives, don’t argue amongst each other, don’t disclose information or show favor.
Wednesday, February 24, 2010
7 Ways to Manage Your Company’s International Wireless Usage:
Rent replacement phones for international travel. Companies like Cellhire and Cellular Abroad can provide international cell phones for your employees to use while traveling abroad.
Use of foreign SIM cards. Provide a SIM card for the country that your employee will be residing.
Education. Provide a handout of acceptable usage and provide some cost examples. Downloading movies and watching American sports on a domestic cell phone can cost thousands of dollars if these activities occur abroad.
Utilize VoIP. VoIP services, such as Skype and Truphone, can save you money by bypassing the cell companies networks.
Encourage emailing. International email plans can be added for little cost.
Add an international long distance plan. These are reasonable to add in advance and can provide great savings.
Use a wireless management program. Software, like Syncpointe or Symantec, offer real time usage reports and offers the ability to cap international usage.
Use of foreign SIM cards. Provide a SIM card for the country that your employee will be residing.
Education. Provide a handout of acceptable usage and provide some cost examples. Downloading movies and watching American sports on a domestic cell phone can cost thousands of dollars if these activities occur abroad.
Utilize VoIP. VoIP services, such as Skype and Truphone, can save you money by bypassing the cell companies networks.
Encourage emailing. International email plans can be added for little cost.
Add an international long distance plan. These are reasonable to add in advance and can provide great savings.
Use a wireless management program. Software, like Syncpointe or Symantec, offer real time usage reports and offers the ability to cap international usage.
Monday, February 1, 2010
Telecom Aggregators:
Aggregators are telecommunication providers that have established agreements with all the incumbent local exchange carriers (regional phone companies), to resell their services. Typically, these aggregators offer these services at a discount.
The benefits of working with an aggregator:
• Cost savings
• Bill aggregation
• Single point of contact, nationwide
Let’s look at these benefits individually.
Cost savings. Although aggregators offer a percentage discount on the carrier’s services, they tend to tack on surcharges that reduce the amount of savings. Also, aggregators discount the carrier’s tariff rates, not their promotional rates. In some regions, where the rates for POTS (phone lines) are low, the aggregator simply passes through the carrier’s charges. In some circumstances, the aggregators reduce the rates of the carrier’s network services but charge more for other services, long distance for instance.
Bill aggregation. This is the number one reason to use an aggregator. A national company, with thousands of locations, would have to devote a considerable amount of resources to manage bill payment. Hundreds of bills, from multiple providers can lead to waste and over billing. With so many bills, how could a company expect to catch every billing mistake or erroneous charge, much less effectively manage their telecom spend?
The large carriers have responded with their own consolidated billing services, but they don’t provide all their services out of region.
If a company is considering deploying telecom expense management, aggregators can simplify the process.
Single point of contact. This is pretty basic. If a company reduces the number of companies that supply them with services, they will reduce the number of people they need to interact with. A single point can be a good thing, as long as the single point is quality. Ultimately, a company that purchases their service from an aggregator is dealing with a third party, which could lead to finger pointing.
How to effectively use aggregators:
Work through an agent. An agent typically represents multiple aggregators and can help a company determine its best option. An agent is more likely to disclose aggregator surcharges than an aggregator’s direct rep. An agent could offer other options for less competitive aggregator offerings, such as long distance. A company can save time by allowing an agent to sift through all its options: dealing directly with a incumbent provider, an aggregator or a competitive provider, to come up with the best plan possible.
The benefits of working with an aggregator:
• Cost savings
• Bill aggregation
• Single point of contact, nationwide
Let’s look at these benefits individually.
Cost savings. Although aggregators offer a percentage discount on the carrier’s services, they tend to tack on surcharges that reduce the amount of savings. Also, aggregators discount the carrier’s tariff rates, not their promotional rates. In some regions, where the rates for POTS (phone lines) are low, the aggregator simply passes through the carrier’s charges. In some circumstances, the aggregators reduce the rates of the carrier’s network services but charge more for other services, long distance for instance.
Bill aggregation. This is the number one reason to use an aggregator. A national company, with thousands of locations, would have to devote a considerable amount of resources to manage bill payment. Hundreds of bills, from multiple providers can lead to waste and over billing. With so many bills, how could a company expect to catch every billing mistake or erroneous charge, much less effectively manage their telecom spend?
The large carriers have responded with their own consolidated billing services, but they don’t provide all their services out of region.
If a company is considering deploying telecom expense management, aggregators can simplify the process.
Single point of contact. This is pretty basic. If a company reduces the number of companies that supply them with services, they will reduce the number of people they need to interact with. A single point can be a good thing, as long as the single point is quality. Ultimately, a company that purchases their service from an aggregator is dealing with a third party, which could lead to finger pointing.
How to effectively use aggregators:
Work through an agent. An agent typically represents multiple aggregators and can help a company determine its best option. An agent is more likely to disclose aggregator surcharges than an aggregator’s direct rep. An agent could offer other options for less competitive aggregator offerings, such as long distance. A company can save time by allowing an agent to sift through all its options: dealing directly with a incumbent provider, an aggregator or a competitive provider, to come up with the best plan possible.
Wednesday, January 20, 2010
Working With a Competitive Local Exchange Carrier:
Competitive Local Exchange Carriers (CLEC) are telecommunication providers that compete with the larger incumbent local exchange carriers (ILEC), sometimes referred to as “the phone company”. A CLEC utilizes the ILEC’s local loop to deliver their services. Typically, they offer services that are priced below the ILEC’s.
CLEC limitations:
• Limited service area
• Can’t provide end to end solutions leading to potential finger pointing
• Regional providers - unable to offer services nationwide
• Unable to provide the suite of services that ILECs possess
• Limited experience servicing the enterprise customer
CLEC strengths:
• Pricing
• More experienced in integrated T1 technology
• Typically more responsive and flexible than ILECs
• Not tariffed - offer more pricing flexibility
• Typically ILEC’s largest customers - possess the buying power to resolve carrier issues quickly
• More “hands on” with installations - conduct site surveys, work directly with a customer’s vendors
Ways to reduce the risk of working with a CLEC:
• Work through an agent that has experience working with the CLEC
• Move a limited amount of business to the CLEC and gradually move more services as confidence grows
• Use CLEC for redundancy
• Use CLEC for less critical services
Ways to maximize the effectiveness of CLECs:
• Include CLECs in RFQs, to offer a benchmark and to keep the ILECs honest
• To diversify your portfolio of services, for bargaining power and as a safeguard against ILEC misconduct
• As a way to compare service levels
CLECs should be part of every company’s telecommunication portfolio. Working through an agent will facilitate the use of CLECs and should help prevent potential pitfalls.
CLEC limitations:
• Limited service area
• Can’t provide end to end solutions leading to potential finger pointing
• Regional providers - unable to offer services nationwide
• Unable to provide the suite of services that ILECs possess
• Limited experience servicing the enterprise customer
CLEC strengths:
• Pricing
• More experienced in integrated T1 technology
• Typically more responsive and flexible than ILECs
• Not tariffed - offer more pricing flexibility
• Typically ILEC’s largest customers - possess the buying power to resolve carrier issues quickly
• More “hands on” with installations - conduct site surveys, work directly with a customer’s vendors
Ways to reduce the risk of working with a CLEC:
• Work through an agent that has experience working with the CLEC
• Move a limited amount of business to the CLEC and gradually move more services as confidence grows
• Use CLEC for redundancy
• Use CLEC for less critical services
Ways to maximize the effectiveness of CLECs:
• Include CLECs in RFQs, to offer a benchmark and to keep the ILECs honest
• To diversify your portfolio of services, for bargaining power and as a safeguard against ILEC misconduct
• As a way to compare service levels
CLECs should be part of every company’s telecommunication portfolio. Working through an agent will facilitate the use of CLECs and should help prevent potential pitfalls.
Tuesday, January 19, 2010
Stroke Of The Pen Savings
Check out this SlideShare Presentation:
Stroke Of The Pen Savings
View more presentations from CarrierBid Communications.
Tuesday, December 29, 2009
Modern Technology Isn’t Quite So Modern
The principal that makes fiber optics possible, the guiding of light by refraction, was first demonstrated in Paris, in 1840.
A patent for the first wireless telephone was issued by Nathan Stubblefield, in 1908.
“Freephone” service, the precursor to Toll Free service, was introduced by the Post Office, in 1960.
The first modems were introduced in 1960.
Instant Messaging first appeared on multi user operating systems like CTSS and Multics in the mid 1960’s.
Email started as a way for multiple users of MIT’s time sharing mainframe computer to communicate, in 1965.
Caller ID was first invented by Theodore Paraskevakos, from Greece, in 1968.
Ethernet was developed by Xerox between the years 1973 and 1975.
VoIP was first discussed in a paper titled “A Protocol for Packet Network Interconnection” but the Institute of Electrical and Electronic Engineers, in 1974.
The earliest routers were introduced by Xerox, in 1974.
Voicemail was introduced by IBM and Xerox in 1975.
IBM introduced the first portable computer, the 5100, in 1975.
A patent for the first wireless telephone was issued by Nathan Stubblefield, in 1908.
“Freephone” service, the precursor to Toll Free service, was introduced by the Post Office, in 1960.
The first modems were introduced in 1960.
Instant Messaging first appeared on multi user operating systems like CTSS and Multics in the mid 1960’s.
Email started as a way for multiple users of MIT’s time sharing mainframe computer to communicate, in 1965.
Caller ID was first invented by Theodore Paraskevakos, from Greece, in 1968.
Ethernet was developed by Xerox between the years 1973 and 1975.
VoIP was first discussed in a paper titled “A Protocol for Packet Network Interconnection” but the Institute of Electrical and Electronic Engineers, in 1974.
The earliest routers were introduced by Xerox, in 1974.
Voicemail was introduced by IBM and Xerox in 1975.
IBM introduced the first portable computer, the 5100, in 1975.
Thursday, December 17, 2009
6 Reasons to us a Telecommunication Agent
• Agents can act as your customer advocate. Carrier Direct Reps don’t always act in your best interests. They are compensated by the amount you spend and continue to spend on your telecommunications. Agents are more likely to look for ways to save you money because they need to show their value.
• Agents have experience with multiple providers. Maybe there’s a carrier that’s offering attractive pricing but you’re unsure about their service. Most likely an agent would have experience with the lesser known carrier, has clients using their service, and will be able to ease your fears.
• Agents will provide you with independent information. A carrier rep is not going to point out his or her company’s flaws. Because an agent represents multiple providers, they don’t care which carrier you choose and are more likely to disclose information about a certain company’s weaknesses.
• Agents can provide you with more visibility. Some carriers allow agents to channel integrate with direct reps. This puts your agent in all the meetings related to your account, offering a level of visibility you wouldn’t receive if you dealt directly with the carrier’s account team.
• You get more but you don’t pay more. With an agent you receive expertise, customer service, product support and project management; but you don’t pay for these extras, the carrier does.
• Agents can save you time and free up your staff. Instead of having your staff members meet with multiple reps, from multiple providers, let an agent shop your services for you. Agents represent multiple providers; they can inventory your existing services, conduct audits, they know what questions to ask and what to look out for.
• Agents have experience with multiple providers. Maybe there’s a carrier that’s offering attractive pricing but you’re unsure about their service. Most likely an agent would have experience with the lesser known carrier, has clients using their service, and will be able to ease your fears.
• Agents will provide you with independent information. A carrier rep is not going to point out his or her company’s flaws. Because an agent represents multiple providers, they don’t care which carrier you choose and are more likely to disclose information about a certain company’s weaknesses.
• Agents can provide you with more visibility. Some carriers allow agents to channel integrate with direct reps. This puts your agent in all the meetings related to your account, offering a level of visibility you wouldn’t receive if you dealt directly with the carrier’s account team.
• You get more but you don’t pay more. With an agent you receive expertise, customer service, product support and project management; but you don’t pay for these extras, the carrier does.
• Agents can save you time and free up your staff. Instead of having your staff members meet with multiple reps, from multiple providers, let an agent shop your services for you. Agents represent multiple providers; they can inventory your existing services, conduct audits, they know what questions to ask and what to look out for.
Tuesday, December 15, 2009
Eleven Ways to Save on Your Telecom Spend in 90 Days or Less
1. Request a complete spreadsheet inventory of your voice and data services from your carrier.
2. Review the inventory to see if you are being billed for unused services.
3. Eliminate unnecessary wire maintenance plans.
4. Make sure you’re receiving package discounts for your phone line features.
5. Negotiate a volume discount on your analog lines.
6. Reclassify your circuits to “Interstate” to avoid S25 surcharges.
7. Make sure the number of analog lines you have equals the number of Customer Access Line or Federal Access Line charges.
8. Call each of your phone lines to see if someone answers. If there’s no answer, check to see if it is a modem or alarm line. Disconnect lines that aren’t in use.
9. Request a usage study from your carrier to determine if you have the proper amount of lines or trunks. Your PBX vendor may be able to provide a similar report.
10. Match up your carrier contracts to their bills. Make sure there are no discrepancies.
11. If the long distance portion of your bill totals $500 or more at any one of your locations, consider implementing a long distance T1.
2. Review the inventory to see if you are being billed for unused services.
3. Eliminate unnecessary wire maintenance plans.
4. Make sure you’re receiving package discounts for your phone line features.
5. Negotiate a volume discount on your analog lines.
6. Reclassify your circuits to “Interstate” to avoid S25 surcharges.
7. Make sure the number of analog lines you have equals the number of Customer Access Line or Federal Access Line charges.
8. Call each of your phone lines to see if someone answers. If there’s no answer, check to see if it is a modem or alarm line. Disconnect lines that aren’t in use.
9. Request a usage study from your carrier to determine if you have the proper amount of lines or trunks. Your PBX vendor may be able to provide a similar report.
10. Match up your carrier contracts to their bills. Make sure there are no discrepancies.
11. If the long distance portion of your bill totals $500 or more at any one of your locations, consider implementing a long distance T1.
Tuesday, November 17, 2009
Hard to Make a Business Case for SIP
SIP trunks are touted as a better alternative to PRI circuits. That might be the case in certain situations but don’t expect to see businesses rushing to make the change. MPLS was a true improvement over Frame Relay, and worth the added expense. SIP trunks are scalable, faster to deploy and can utilize your company’s existing IP network. SIP service offers the use of remote DID telephone numbers, so a company could have phone numbers, from area codes across the United States, ring to a central location. But, despite what the carriers claim, don’t expect to see a cost savings with SIP.
One of the main arguments for SIP is that you don’t have to order SIP trunks in groups of 23, like PRI’s. So say you need 30 call paths, with SIP, you order 30. With PRI’s you would need two PRI’s, providing you with forty six call paths, which might seem like over kill. But let’s do the math. The typical SIP trunk cost $30 per month. In this example, 30 would cost a company $900 a month. Then there is the cost of bandwidth. Let’s say a company is going to order a separate internet circuit to support the SIP trunks. In this example, we’ll say that the carrier is using G.729 so a single T1 could support the 30 SIP trunks. If we use $450 a month for price of the T1, the total with SIP is $1,350 a month. Compare that to average cost of two PRI’s, which would be about $1,000.
There are cheaper versions of SIP. Typically they ride on a customer’s provided internet access. The problem here is that there can’t be true Quality of Service (QoS) with this set up. The only way to achieve that is to order internet access and SIP trunks from the same provider. Doing so would keep the voice traffic on the carrier’s private network, where your voice traffic can be assigned priority over your data traffic and your voice traffic never hits the public internet. To accomplish this, you need to pay carrier pricing.
Even then the savings aren’t significant. With our 30 call path example. The cheapest price I’ve seen for call paths are $10 per month, per path. That equals a total of $750 per month (30 x $10 + $450). That’s a savings of $250 a month for a significant reduction in call quality. And that’s overlooking that most of the providers pricing SIP at this level limit the amount of included minutes and charge per minute when you exceed those minutes.
For more information or a quote for any telecommunication service, visit www.carrierbid.com
One of the main arguments for SIP is that you don’t have to order SIP trunks in groups of 23, like PRI’s. So say you need 30 call paths, with SIP, you order 30. With PRI’s you would need two PRI’s, providing you with forty six call paths, which might seem like over kill. But let’s do the math. The typical SIP trunk cost $30 per month. In this example, 30 would cost a company $900 a month. Then there is the cost of bandwidth. Let’s say a company is going to order a separate internet circuit to support the SIP trunks. In this example, we’ll say that the carrier is using G.729 so a single T1 could support the 30 SIP trunks. If we use $450 a month for price of the T1, the total with SIP is $1,350 a month. Compare that to average cost of two PRI’s, which would be about $1,000.
There are cheaper versions of SIP. Typically they ride on a customer’s provided internet access. The problem here is that there can’t be true Quality of Service (QoS) with this set up. The only way to achieve that is to order internet access and SIP trunks from the same provider. Doing so would keep the voice traffic on the carrier’s private network, where your voice traffic can be assigned priority over your data traffic and your voice traffic never hits the public internet. To accomplish this, you need to pay carrier pricing.
Even then the savings aren’t significant. With our 30 call path example. The cheapest price I’ve seen for call paths are $10 per month, per path. That equals a total of $750 per month (30 x $10 + $450). That’s a savings of $250 a month for a significant reduction in call quality. And that’s overlooking that most of the providers pricing SIP at this level limit the amount of included minutes and charge per minute when you exceed those minutes.
For more information or a quote for any telecommunication service, visit www.carrierbid.com
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