Top Questions

from Sales Managers, Representatives, and Engineers

1 How can I get more and better leads for sales? Open: Identify & qualify prospects based on…

Upcoming Contract Renewals Low Resilience Configurations Service from Lower Ranked Providers

Customers with upcoming contract renewals are good prospects.
It's much easier to change providers when your contract is nearing expiration. They may want to assess their current provider or alternative providers in the market, or use this as an opportunity to evaluate their network.
See More

Customers with single-homed networks are good prospects.
They may want to protect their network against failures, eliminate business risks, and ensure their network connectivity and reach are robust and reliable.
See More

Customers of lower-ranked providers are good prospects.
They may have service issues such as performance and latency degradation, and may want to consider a provider that has a higher ranking to achieve better reach and connectivity.
See More

2 How can I gain competitive selling advantage? Open: Identify compelling value propositions & selling points by…

Researching Prospects Researching Current Providers Assessing Your Own Competitiveness

Details on a customer's Internet presence help in value selling.
Insights in areas such as Internet footprint, relationships and operations, and market reach can point to compelling value propositions.
See More

Details on current providers will help in competitive selling.
Digging into factors such as percentage of downstream networks routed through providers or peers, you can estimate the potential revenue opportunity for selling additional IP Transit to this customer.
See More

Understanding your own strengths and weaknesses is important.
Assessing factors, such as, provider ranking, network footprint, competitive analysis,
and past performance are key to competitive and defensive selling.
See More

3 How do I keep my existing customers? Open: Address potential customer-retention issues proactively by…

Monitoring Performance Monitoring Customer Changes Being a Strong Partner

Details about a customer's network can help identify issues early.
Proactively informing a customer of an occasional reduction in reliability or performance is better than managing a complaint after the fact.
See More

Catching changes to your customers’ network situation is insightful.
Changes in provider relationships, markets and network stability create vulnerabilities for your customers to switch to your competition.
See More

Customers value providers who are interested in their success.
Keep track of the competition and emerging markets of interest. Proactively recommend alternatives for better performance and reach.
See More