Want a master who truly understands cable? Look for these qualifiers.
How do they approach educating on the product set? Are they introducing you to cable resources, as well as how the back office functions? Cable is a higher touch product on the front end from the traditional LEC products because of the work the cable cos put in to verifying availability and construction to a site.
If the master educates and articulates the differences in how they go to market, they understand cable. If they lump them in with all other carriers, they most likely do not.
Some key differentiators to tell which masters are more valuable than others:
How do they view their relationships with their partners and the resources they are willing to provide? A master that views their partners as true partners — meaning they are in it together and there to support each others’ business growth and goals — is extremely valuable.
Are they investing in your mutual success by having business development conversations and educating you on what is evolving in the market place? Are they providing you the resources and the support to make your processes as efficient as possible?
Agents should seek these particular benefits from their master agents:
First and foremost, fair compensation based on resource utilization is important. A master needs to provide value to its partners above and beyond just cutting them a check monthly.
In addition, they should seek out a master that truly works to understand their business and their goals so they can help them achieve those goals. Too often the relationships I’ve seen are cookie cutter and don’t get in to topics that can move the needle.
How Innovative does back office and cable differently.
Our back office is built differently: We put people and processes in place to get information out as quickly and accurately as possible.
While others are investing heavily in automation, we have chosen to invest in people who handle every request from quote to install. Too much automation leads to an impersonal experience with false positives for availability. We want requests reviewed by a person and several systems being used to determine availability, so we can be as accurate as possible. We want our partners to have insight in to what providers are good fit for their location that they can feel very confident in.
We prove that we understand cable by how we educate and advise our partners.
We are able to assist with escalations and navigation of the cable cos’ tedious processes because we have staff with extensive experience working directly for the cable cos before coming to us. Our install rates and growth rates on cable products showcase that we are able to practice what we preach.
Contact us today to learn more.