I interview a lot of successful telecom distributors and one regret many have is they did not get into conferencing earlier in their business. Most distributors get in only after a few customers beg for a less expensive or more reliable conference service. Once telecom distributors learn about conferencing margins that can pass 50% and a close rate of 35% they think, "Wow, I've left a lot of money on the table over the past several years."
If you're telecom distributor that's got a customer base that trusts your recommendations then you should seriously consider reselling conferencing services to them. To flesh out the basics of what's involved in conferencing resale I interviewed Shelby Cooper of InterCall.Click the image to watch and hear the interview. Below are questions Shelby addresses in the interview. You can use the "scroll" bar in the video control to "fast forward" to the questions you're most interested in.
Interview questions include the following:
1. How do you select a good "white label" program?
2. What's the "secret sauce" for white-labeling conferencing?
3. What "close rates" should be expected?
4. How can Intercall help "white labelers"?
5. How does Intercall manage user's "use of service"?
6. What's a successful case study look like?
7. What's a reasonable revenue expectation?
8. What are per customer margin ranges?
For more information about Intercall's "white label" or reseller program please contact Shelby Cooper at srcooper@intercall.com.
I've sold conferencing myself for many years. If you're interested in my spin, feel free to contact me directly at 951-251-5155 or Dan@TelecomAssociation.com.
Got you own spin you'd like to share? Please leave a comment below.
Thanks for reading.
TA Executive Director
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