This report provides reviews how the major carriers are performing with indirect agents. Our 2009 study found that one carrier in particular has significantly increased their ability to satisfy the indirect channel while others have made it more difficult for this channel to market services.
In addition, this report gives the reader an understanding of which factors have become more or less important to indirect channel wireless sales personnel. We hope these findings can help all companies selling through the indirect channel understand those elements needed to gain support from the sales associates.
As a comparative measurement, InfoTek has created an in-depth overall performance index which takes into account both the overall importance of factors in recommending one carrier over another and each carrier’s ability to provide sales associates in each area. This study shows that some carriers have stepped-up to the plate even more since 2007 while others are continuing to fall short in support independent resellers.
Examples of Specific Information - Which carriers have made selling their services easier or harder to sell over the last few years? - What has been the impact of recent mergers on the carriers’ ability to meet the needs of the indirect agent channel? - Which characteristics of wireless carriers make their services relatively easier or more difficult for resellers to sell and have these changed in the last couple of years? - How do the major U.S. carriers score on each factor that makes their services easy or difficult to resell? - Which U.S. carrier overall is the easiest for resellers to sell?
Carrier Performance Measured on Key Factors - Quality the carrier’s network coverage - Direct compensation - Quality of the sales support - Quality of the technical support - Variety of the calling services - Ease activating new wireless services - Variety of devices - Brand image of the carrier - Quality of training - Amount of training - Cost of the carrier's service plans - Quality of the carrier’s customer service - Ability to target certain types of customers
