XO Communications is offering a new on-time installation guarantee on certain products as it seeks to bolster partners’ confidence in the company.
Cheryl Vick, director of operations for XO’s partner channel, made the announcement on Thursday in Phoenix, during a joint event with master agency Telarus. In an effort to generate trust and business, she said, XO now will pay $500 per order if it doesn’t meet agreed-upon deployment dates. However, only a few products are eligible for the guarantee; qualified services include DIA, XO IP Flex, MPLS and SIP.
For Robert Interdonato, general manager of XO’s Arizona operations, the $500 pledge speaks volumes about XO.
"Ask any other carrier to put their money where their mouth is," he said to a roomful of potential Telarus partners.
XO further has made internal changes that now require employees to treat a $1,000 order, for example, with the same attention and priority as a $10,000 order, Vick said. That way, XO will remain committed to meeting its due dates, rather than focusing so much on metrics, Interdonato added.
In all, XO will be easier to do business with in 2012, said Frank Reyes, XO’s area sales director for the west region. After a 2011 that saw 26 percent of revenue come from agents, the company wants that figure to grow. To facilitate that goal, XO has decided to allow general managers to make pricing decisions in their local markets and it soon will introduce some generous incentives and SPIFFs, Reyes said.
XO discussed its revamped approaches at its Phoenix office, during an agent-recruitment luncheon held with Telarus, which is trying to beef up its roster of agents in the Southwest. Both companies want to increase their partner numbers and aim to do so in conjunction with one another.