|Bridging the gap between carriers and agents |
One reason why communication between carriers and their agents is so difficult is this: they want different things. Carriers want to increase their ARPU, increase their activations, reduce their churn, and reduce their cost of acquisition (COA). Their agents want easy sales, quick and painless transactions, and healthy commissions.
These agendas are often in conflict. For example, to reduce their COA carriers cut commissions; or to reduce their churn they elect to walk away from otherwise productive agents. These actions achieve the carriers' desired ends, but drives their agents crazy.
Hownet has developed a proven system of Indirect Channel Management to bridge the gap between carriers and agents. We open the eyes of carriers' Account Managers to the realities of how their agents do business, what matters to agents, and how to increase their influence.