Entanet encourages resellers to take a slower approach to selling fast connectivity
Leading connectivity wholesaler, Entanet, is advocating a less rushed approach to selling amongst its partners, advising them to be more measured in their negotiations with prospective new customers instead of trying to drive them to make a decision as quickly as possible.
In a recent edition of its partner e-news bulletin, the company says that while it’s understandable that sales people want to get deals signed and sealed as quickly as possible, there are also benefits to be gained by taking a step back and slowing down the process after they have made their initial response.
Stephen Barclay, Head of Sales at Entanet, says: “In the data connectivity market especially, we frequently see the tendency among resellers to simply sell what the customer initially thinks they need and, based on competition with other providers, to do so at the best price. That’s not necessarily the best answer for the customer though.
“Once you’ve responded and let the customer know you want to do business with them, it’s important to get a good understanding of what they really need. Of course, we’re not advocating resellers risk losing the opportunity by being too slow in their response, but it’s best not to rush the process. Make sure you ask plenty of questions because the more information you can gather at this stage, the better-placed you’ll be to offer the right solution and streamline the sales process from that point onwards. Go too quickly and you can end up providing something that’s not suitable for their needs.”
It’s also important to explore the risks that customers are taking if they don’t fully address whatever issues or challenges they face, says Barclay. “Customers are often concerned about committing to higher costs but with connectivity they need to get it right – or they could end up with something that isn’t suitable and lose out in terms of productivity and lost opportunities. They need to understand the positive benefits of improved connectivity but also the potential impact on the business of not having sufficient bandwidth, availability and service levels.
“It can take some time to explore all the issues, options and implications but in the end it will be worthwhile, as you’ll have a more satisfied customer who has been able to weigh up all the factors and come to the best decision for their business.”
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About Entanet
Entanet is a leading wholesale voice and data communications provider and operates via a network of wholesale and resale channel partners. It was founded in 1996 by Taiwanese entrepreneur Jason Tsai and employs over 80 staff at its offices in Telford, Shropshire.
In February 2014, mid-market equity investor Mobeus Equity Partners made an initial £6 million investment to support a £14 million management buyout. Jason Tsai remains a significant shareholder.
Entanet offers an extensive portfolio of connectivity services, including wholesale and packaged broadband, leased lines, EFM, IP VPNs, hosting and co-location, VoIP and traditional telecoms. The company operates its own fully-resilient nationwide next generation network which enables it and its partners to provide up to 10Gbps capacity to customers right across the UK. In addition, it has further connectivity into Amsterdam and Frankfurt and over 900 peering relationships across Europe.
The quality of Entanet’s services and its commitment to partners has been widely recognised. The company was recently named Best Channel ISP in the 2013 Comms National Awards and as the winner in the 2013 ISPA Awards for Best Business Fixed Broadband. In the Comms National Awards 2012 it was awarded Best Channel Wholesale Service Provider. It also received the ISPA award for Best Internet Telephony in 2011 and was short-listed in the Specialist Services Vendor of the Year category in the CRN Channel Awards – an accolade it has won twice in previous years. The company has also been listed on a number of occasions in the Sunday Times Tech Track 100, Deloitte Technology Fast 500 EMEA and other listings of fast-growing, privately-held UK companies.
For more information contact:
Darren Farnden, Head of Marketing
Entanet International Ltd
Tel: 0333 101 0000
Email: marketing@enta.net