The Bell Sell

Although they are the only Baby Bells remaining, BellSouth Corp., SBC Communications Inc., Qwest Communications International Inc. and Verizon Communications Inc. represent a hefty portion of local service revenues. With long-distance re-entry and blossoming DSL and business services revenue, the incumbents still dominate the communications landscape, despite the efforts of competitors, regulatory bodies and industry groups.

In fact, ILEC revenue rose by 4.9 percent to $122.6 billion, representing 91.9 percent of total spending, according to the Telecommunications Industry Association’s 2003 Telecommunications Market Review and Forecast.<$> That’s a large slice of the revenue pie, and today’s session will show agents how to dig into it.

Channel partners sales are part of that growth, according to the TIA. For instance, Verizon reported its agent program reached 128 percent of quota. This panel on selling for the RBOCs will address ways to belly up to the table, as well as issues such as brand maintenance, marketing and agency agreements. Discover the importance of RBOCs’ agent and reseller requirements.

The session features two top ILEC agents: Andrew Biele, executive vice president at IBS Telecom Ventures, and Doug Turpin, founder of Venture Group Enterprises Inc. Biele has 10 years of telecommunications and consulting experience, ranging from PBX and network equipment sales to carrier service deals, such as local, long distance, Internet and wide-area networking, and has been part of the NYTEL-NYNEX/Bell Atlantic/Verizon agent program since 1993. Meanwhile, Turpin knows the BellSouth program inside and out, and will lend his insight to the audience. He recently has worked in the mergers and acquisitions business, with a concentration on recapitalizations, turnarounds and management buyouts for middle-market companies. Venture Group is a low-profile service and support organization for other master agents, to free up their time and resources to concentrate on sales and marketing to their agents and customers.

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