Originally posted to TelecomNewsroom
I recently had the opportunity to sit in on the virtual roundtable discussion “The Evolution of Pricing in The Connectivity Industry.” I heard the perspectives of Unitas Global’s Chief Marketing Officer, Mary Stanhope; Connected2Fiber’s Founder and CEO, Ben Edmond, INDATEL Services’ Vice President of Sales, Justin Forte; and Hargray Communications’ Director of Carrier Sales, Kiley Wynne. Each of these individuals brought a unique and interesting perspective to the conversation as they discussed the importance and evolution of Configure, Price, Quote (CPQ) best practices and explored where these tools are heading as the market evolves.
During the one-hour roundtable, four main themes continued to dominate the conversation, standing out as the key elements in providing frictionless connectivity services to customers.
Data
Data was probably the number one theme that was brought up time and time again during this roundtable. Participants discussed the need for correlating multiple data sources and expanded on the importance of companies being able to collect that data, monitor and analyze it as part of making intelligent day-to-day decisions. Analyzing the information and activity coming directly from both buyers or sellers is valuable to highlight trends in the market, to understand where and how to effectively simplify designs and to ultimately help you build a better tool with real time results.
Justin Forte from INDATEL Services said it perfectly, “Listen to what the data is telling you, understand what it’s telling you and use it to build a better relationship.”
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