iTEMize has been in the TEM space for more than five years and launched its channel program in September 2006. The company focuses primarily on the small to midmarket ($5,000 to $500,000 per month in telecom spend). Sold as a subscription-based SaaS application, iTEMize was specifically designed and priced with agents in mind in order to make it easy to use and easy to sell. Heres how the companys TEM solution, iTEMizeMS, helped a multilocation distributor pull together wireline and wireless inventory and invoices into one solution.
Industrial Battery and Charger is a distributor and maintenance supplier with nine locations. Its monthly wireline spend is just more than $7,000 and the wireless spend is $5,000 per month and growing. Currently, the client receives only two invoices, but manages more than 100 cell phone devices.
This client is fully managed by iTEMizes agent partner, Marc Warner, who serves as president of Corporate Advocates. Corporate Advocates provides contingency-based telecom bill auditing services for multilocation companies and associations in nine states. Warner had experience with TEM providers and saw the value in combining the ongoing solution of iTEMize with the audits that he has been providing to his clients for years.
The client was working with another TEM provider for its wireless management only. The client has grown the number of wireless devices under management considerably in the past 12 months. The client also wanted to apply the benefits it had from organizing its wireless inventory and invoices to its wireline services. Cost allocations were done manually and took an excess of five hours per month.
The iTEMize software was able to pull together both the wireline and wireless inventory and invoices into one solution. The client now receives a custom allocation report within minutes of its invoices being available online. The client adds two to five new wireless devices monthly and is able to track MACD activity more efficiently, as well as make adjustments to its pooled minutes plan more effectively.
iTEMize affords my organization and my customer base the ability to more effectively manage all telecom expenses as well as provide cost allocation and usage variance reporting, says Warner. These capabilities are a perfect fit for my clients and their needs. I have been looking for a TEM player for well over six years and iTEMize Technologies is a great complement to my business model.
iTEMizeMS allows agents to offer a fully managed TEM service without the need to provide any TEM resources of their own. The agent makes the introduction, and the iTEMizeMS support team assists with the sale, setup and ongoing management of the client. The agent is commissioned on both the software and managed services. Agent benefits include enhanced visibility into the client’s telecom environment, increased client retention, and a new residual revenue stream derived from the sale of software and services.
Key Sales Strategy
Overall trust was high due to an existing relationship. iTEMize offered a single managed solution for wireline and wireless services, while increasing the overall ROI through monthly audits and procurement of new carrier services through Corporate Advocates. The client required two demonstrations of the iTEMize software, but due to the existing relationship the contract and sales process was very quick. And only 60 days transpired from the initial demo to completed setup.