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 look at what your customer still needs to buy, where that conversation fits into the way you already sell, and what your team would need to work the deal.
- What to bring
- One deal, what your team already sells, and when the customer needs to make a decision. If you have a technology services distributor (TSD) agreement, bring the distributor’s name and any terms you want to discuss.
- What we’ll pin down
- One service worth testing, who owns the next customer conversation, and what we need to check with a distributor before you commit.
Two plans for the same cabling job
You won the cabling for a new office. The customer still needs internet before opening day. Here’s how we’d work the opportunity in each situation.
Illustrative plan
Put your existing TSD agreement to work
You already have an agreement. We’ll find out whether it can handle the deal in front of you.
- Check the agreement against the job. We’ll go over supplier coverage at the address, how the deal gets registered, which orders qualify for commission, and who can help if the install slips. We’ll take any gaps to your TSD first and compare alternatives if a gap affects the deal.
- Work the deal with your rep. Your rep asks about the connection during the site walk and confirms the opening date. We’ll help get the quote moving and confirm who gives the customer updates, who handles installation, and who takes the first support call.
- Follow the order through first payment. We’ll add the quote, order, activation, and expected first commission to your current pipeline. We’ll show your team how to match the order to the statement and what to send the TSD if the payment is missing.
What you get A decision on whether to use your current agreement, one opportunity with a named owner and next step, and a checklist your rep can use on the next job.
Illustrative plan
Build your first channel offer
You already sell cabling. We’ll use the internet order to set up a channel sale your team can repeat.
- Pick the first offer and the first accounts. We’ll review upcoming jobs with you and start with business internet for customers opening or moving sites. Your rep adds one question to the site walk. “Who’s ordering the internet, and when does it need to be live?”
- Compare TSDs and negotiate the agreement. We’ll use the same job to compare supplier coverage, quote support, and who helps with installation. We’ll negotiate how orders qualify for commission, when commissions are paid, and what happens at renewal or if the relationship ends. You choose the distributor and approve the agreement.
- Set up the handoff and coach the first deal. We’ll help your rep qualify the need and bring in the TSD. Together, we’ll agree who quotes, who follows up after the order, and how your team tracks activation and payment in the pipeline it already uses.
What you get A first offer, a short list of accounts to call, TSD terms to review, and a handoff your existing team can use.
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 lead the opportunity review, distributor discussions, and coaching on the first deal. You and your team own the customer relationship and the decisions on agreements, staffing, and which services you offer. Together, we agree up front on who handles quoting, delivery, and support.
Find your next recurring sale
Think through three recent wins. Pick the one where you know what the customer still needs and have a reason to call.
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 and we’ll see whether the same opportunity is coming up on your next job.