**Editor's Note: Click here for a list of recent channel-program changes you should know.**
Telarus Inc. this week launched a new partner rewards program, which it's calling "Second Bite of the Apple."
The initiative targets agents and VARs who sell new fiber or cable services into a location. The reward is that Telarus will provide partners with a list of all of the other tenants, who are ideal prospects for voice and broadband services, with offices in the same building.
"Helping our partners turn one sale into two or more is the focus of this new program," said Adam Edwards, president of Telarus. "If a customer and/or supplier is going to invest money to build new fiber or cable into a building, the other tenants make fantastic prospects for similar high-speed voice and data services. That is why we have invested heavily in automated business research software that allows us to build these valuable lists for our partners."
Starting on June 18, all metro Ethernet and coax sales submitted to carriers through Telarus will be checked for construction requirements. Any time new facilities are scheduled to be built or deployed, the customer address will be immediately forwarded to the Telarus marketing department, which will deliver the list of decision makers for companies in that same building.
"One of the things that our partners will like most about the ‘Second Bite of the Apple’ program is that they get to keep 100 percent of the commission on the follow-on sales," said Robert Butler, vice president of sales for Telarus. "The first sale may have come as a result of a lead from a referral partner, but the commissions that result from the additional sales are the partner’s to keep."
Suppliers that have partnered with Telarus to offer facilities-based cable and/or Ethernet service include: Comcast Business, Time Warner Cable, Charter Business, Optimum, Lightpath, Alpheus, AT&T, ACC Business, CenturyLink, DukeNet, EarthLink Business, Integra, Level 3, MegaPath, TelePacific, Telnes, Windstream, Verizon, XO and Zayo.