Say you run an MSP and a client is opening a second location. Your team already has the network equipment on its quote. The client mentions they still need to order internet. That’s a good first deal to bring to your technology services distributor (TSD). You know the account, there’s a date driving the decision, and you have something specific to ask your distributor to help with.
Look for a reason to buy now
Pull up your next few account reviews. Look for a new location, a carrier renewal, or a customer who keeps calling about outages. Pick one account where you know who makes the decision. Ask about the need in the conversation you already have scheduled.
“When does the current internet agreement end, and what would you change if you renewed it today?”
For a new site, get the service address and the date the customer needs to be online. A carrier quote is useful only if the service and delivery schedule fit the job.
Take the live opportunity to your TSD
Give your distributor the requirements and ask it to walk through the deal with you. Use the answers to check how your current agreement works in practice.
- Which suppliers can serve this account, and who checks availability and installation timing?
- When do we register the opportunity, and what happens if the supplier already has it on file?
- Who builds the quote, handles the order, and takes the call if the install slips?
- Does this deal qualify for a residual commission? When does it start, and where can we see it on a statement?
Verify the answers that affect what you earn against your TSD agreement and the supplier’s terms. If the supplier or support falls short on this deal, you now have a specific reason to discuss it with your TSD or compare an alternative.
Follow the deal through to first commission
Put the opportunity in your existing pipeline. Give one person responsibility for the next customer conversation and for checking that the deal is registered. Track the quote, order, activation, and first commission separately. The customer’s monthly bill is what the customer pays for service. The commission statement tells you what your business earned.
Once you’ve worked the deal, ask where that same need shows up again. If it comes up often, give the team a question to use at the next account review and a clear handoff when a customer asks for help.