New TEM Stats Should Have Partners Banging on Clients' Doors

If you’re a channel partner on the hunt for new revenue streams, here’s a prime opportunity: telecom expense management (TEM) aimed at midmarket companies reporting revenue of $25 million to $500 million.

New research from consultancy CCMI shows that 62 percent of these enterprises fail to actively oversee their wireline and wireless telecom costs, citing lack of technical and industry expertise as the main reasons. And let’s be honest  such statistics should have agents and VARs running out the door for client visits. Whether it’s through a master agent or direct supplier, partners have a number of TEM  or, more accurately, life cycle management platforms available to them to sell.

And with the onslaught of the bring-your-own-device phenomenon, companies are realizing they have implemented few security or expense controls. They also tend to lack the people, processes and time to put such controls in place. Here’s where partners come in. Show the customer a comprehensive TEM platform that supports oversight from procurement and assignment to roaming and retrieval. Then, provide these as professional services so your customers don’t have to take on the responsibilities, and charge for these efforts. That’s a solid business model, particularly in light of the following CCMI findings: