Channel Opportunity Review
Bring one deal. Let’s see what else your customer needs.
Bring a recent win, an upcoming job, or a renewal. We’ll help you pick a service the customer needs and decide when your team can bring it up.
- What to bring
- What you sold or quoted, what else the customer needs, and when they need it. If you work with a technology services distributor (TSD), tell us who it is and bring any terms you want to review.
- What we’ll decide
- What service to offer first, who should talk to the customer, and what to check with the distributor.
Two plans for the same cabling job
You won the cabling job for a new office. The customer still needs internet before opening day.
Illustrative plan
Put your existing TSD agreement to work
We’ll check whether your current distributor can help you sell internet for this job.
- Check what your agreement covers. We’ll check who serves the address, how to register the deal, and whether it qualifies for commission. We’ll ask your current TSD to address any gaps before comparing alternatives.
- Get a quote with your rep. Your rep asks about internet on the site walk and confirms the opening date. We help get the quote and agree on who handles installation, customer updates, and support.
- Track the first commission. We add the quote, order, and installation to the sales tracker you already use. We show your team how to check the commission statement and follow up if payment is missing.
What you get A recommendation on your current TSD, a clear next step for your rep, and a checklist for the next job.
Illustrative plan
Build your first channel offer
We’ll show your cabling team how to offer internet on similar jobs.
- Pick the service and who to call. Start with business internet for customers opening or moving sites. Your rep asks on the site walk, “Who’s ordering the internet, and when does it need to be live?”
- Compare distributors and negotiate terms. We use the same job to see who can provide a quote and help with installation. We negotiate what earns a commission, when it’s paid, and what happens at renewal or if the agreement ends. You choose the distributor and approve the terms.
- Work the first deal together. We help your rep confirm what the customer needs and bring in the distributor. We agree on who quotes, who follows up, and how your team tracks when service goes live and commissions are paid.
What you get A service to offer, a short list of customers to call, TSD terms to review, and a clear plan for the first sale.
What goes in your pipeline
- Opportunity
- Internet for the new office. The customer needs service live before opening day.
- Owner and next step
- The rep who sold the cabling confirms the address and opening date at the site walk, then asks if the customer wants help getting a quote.
- What we check
- Which providers can serve the address, who confirms the installation date, and whether the order would qualify for a recurring commission.
- What we track
- Quote sent, order registered, service live, and first commission confirmed on the statement.
Who owns the work
We review deals, talk to distributors, and coach your reps. You keep the customer relationship and decide what to sell, what to sign, and who to hire. We agree up front on who handles quotes, installation, and support.
Find your next recurring sale
Look at three recent jobs you won. Pick one where the customer still needs something you could help with.
Example We sold the cabling. The customer still needs business internet. We’ll ask who’s ordering it on Thursday’s site walk.
What did your last customer still need to buy?
Bring that deal. We’ll look for a service your team could offer on similar jobs.