Is CPI Communications the "Best Master Agent for VARs"?

Posted 6/7/10 By Dan Baldwin, TA Executive Director, 951-251-5155 email

CPI Communications out of Iowa has recently joined TA as our newest Master Agency vendor member. In an effort to understand their "sweet spot" in the market I interviewed CPI President Cale Perry and CPI Sales Director Diana Tedrow.

I'm left with the distinct impression they want to be seen as the "Best 
 Master Agent" for equipment VARs and systems integrators, a highly professional group with great customer prospects but who need exceptional care and attention.

Click the link below to ...

 

 

  listen to the interview now. For more information about CPI or to see how well they can handle your sensitive deal or customer contact them at www.CPItelecom.net.

  
  

Interview Questions   Right-click here to download the MP3

 

00:21 - What's the history of CPI Communications?

01:01  - Diana, how'd you get into the industry

01:27 - What's CPI's "claim to fame" in the master agency community?

02:15  - You have online access to necessary agent information?

02:43 - How long have you had an agent program?

03:40 - What are the sorts of customer solutions that you lead with in the marketplace?

 

 

04:25  - What size business customers do you generally pursue?

05:28 - How has your "high touch" approach to sub-agents been received by VARs and integrators?

06:25  - What kind of agents are you having the most success with

07:05  - So you have VARs and integrators that are inviting you to sell carrier services into their base of customers?

08:22  - Does CPI provide any CPE solutions that might threaten VARs and integrators?

09:15  - Are VARs and integrators accepting carrier sales more all of a sudden or are you just better at earning their trust?

10:00  - Do you have to be geographically close to a VAR to work with them successfully?

10:45  - So are you only after VARs or do you seek telecom agent subs & brokers as well?

11:30  - Any carriers you're particularly tight with?

12:30  -  Do you mostly lead with the voice local loop or are you comfortable with multi-location data solutions?

15:01  - How deep is your bench that's providing all the "high touch" customer service?

15:45  - What can you tell us about the special event you're having this month?

16:50 - How does your G.R.A.S.P. philosophy seperate you from other master agents?

For more information about CPI or to see how well they can handle your sensitive deal or customer contact them at www.CPItelecom.net.

 

Comments

[Jimmy Byars]

Currently have a base of over 45,000 mrc and looking to roll into another master w/ security of commissions and no quota. Also, have several opportunities that we can sign this month. Please have a VP call me at 904-534-1770 to discuss this week.

Jimmy Byars
President/ CEO