Doug Miller, VP Complex Sales

Doug MillerVP of Complex Sales - and Batman wannabe

Telarus Project Management

dmiller@telarus.com

(actual hair)

Telarus Complex Sales Team

• Project Management

• Complex Escalations

• Sales / Closing Resource

Role of the Complex Sales Team

• Attract High-MRC and Complex Sales

• Provide Experienced Resources to Partners selling such deals

• Recruit Additional Partners/VARs who depend on PM Services

What Sales Qualify for Project Management?

MRC Not Generally a Factor!

Qualifying Criteria: Multi-SITE Multi-PRODUCT Multi-SUPPLIER Complex Services Strategic Relationships

Other Potential Project Types

Invoicing Repair Contract Renewals- Services Upgrade

What Does it Cost?

What Does it Cost?

For Qualifying Sales

Project Management Resources• Telarus Veteran Telecom Personnel

• Extensive Project Management Training

• Strong Supplier Relationships at all Levels

• Exclusive Escalation Paths with most Suppliers

Project Management Tools

• Gantt Charts

• Customized Spreadsheets

• Time Management and Tracking Software

• Enhanced Supplier Back Office and Portal Access

• Superior Communication and Presentation Skills

Term Agreements -- Did You Know?Many Agreements Begin on the “Signature” Date -- NOT on the “Installation” Date

Agreements May Expire BEFORE the sale’s “Full Value” can be Realized

REALITY

IMPACT

Project Management Benefits

• Shortened Installation Intervals

• Satisfied Client Expectations

• Faster Commission Payments!

…And Don’t Forget Escalations!

Partner Support Manager

Regional Vice President

Telarus Complex Sales – New “Escalations Director being hired this month!

Let’s Talk!

Questions? Let’s chat.

Facebook.com/Telarus linkedin.com/company/telarus-inc.www.Telarus.com