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Re: NOT good news...
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Date: Sun, 4 Aug 2002 10:31:40 -0400
From: Ken Leland <kwl@...>
To: isp-clec@isp-clec.com
Subject: Re: NOT good news...
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In-Reply-To: <3D4C0A41.4000107@... on Sat, Aug 03, 2002 at 11:52:17AM -0500
> The bottom line is that few carriers can really compete on anything but
> price.
If you focus on one lata, I believe its a lot easier to bring a much higher
level of technical competency, sales competency and team selling onto the
customer prem. Plus, its more plausible to the customer that you will
be able to support him/her better. Finally, its easier to convice independent
sales agents that you will support both them and their customers better.
Sure, its great to be national if the client has 150 offices nationwide,
but there is an unbelievable ton of business where the customer has
one to 50 offices just in your own lata. There, a concentrated approach
gives you an edge so you don't need to have the lowest price to close.
Paradoxically, though, a concentrated approach makes it easier to achieve
lower overheads and be able to hit lower price points.
I consistently find that the greater level of data networking expertise we
send out on a voice sales call the less price matters. Go figure.
Last year, I attended a courtesy dinner with Soverign Bank where their CEO
gave a speech. They are focussing on small and medium business like we
are. He said one thing that rings especially true to me. Small business
owners like to talk to a decision maker not a messenger. I find that most
national telecom providers don't even begin to understand this, fortunately.
Your average small and medium business customer has a tough time understanding
even the existing range of basic options they face. Doing a quality job of
configuring and explaining these seems way more efficient than cooking up
even more exotic choices for them when you are talking about developing
a competitive differentiator.
Ken Leland
Monmouth Internet
Monmouth Telephone & Telegraph
- Replies
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- RE: NOT good news..., FrantzM
- Re: NOT good news..., Roderick S. Beck
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