Say you sell network equipment and your customer is opening a second location. They’ve asked you to help get internet in place. You know the address, what needs to run on the connection, and when the doors open. That’s enough to start a useful conversation with a technology services distributor (TSD).
Our founder started a telecom agency in 2013 and helped build the channel at Comcast. When we sit down with a business owner, we look at how the distributor will help their people work the kind of sale they already encounter.
Give each TSD the same job
Give each distributor the same address, requirements, and deadline. Ask which providers might serve the site and how they’d confirm availability. Walk through the deal before you ask anyone to submit it to a supplier, especially if it’s already registered.
- Supplier fit. Which providers would you check first, and why? What would you offer if the preferred circuit can’t be delivered in time?
- Quoting. Who handles the design and quote? What do our reps need to collect before handing over the opportunity?
- Installation and support. Who owns the order? Who tells the customer when the install slips, and who takes the first call after it goes live?
- Commissions. How do we confirm eligibility? Can you show us a sample statement and how we’d report a missing payment?
Choose the one your team can use
Compare the answers with the rep who’ll work the deal. They should know who to call once the customer says yes. If your current distributor can handle the job and the terms work for you, use it. Ask your distributor to fix any gaps before you take on another agreement.
When you find a fit, check the partner agreement against the walkthrough. Then pick one person to own the first opportunity in your existing pipeline.