Dear Telecom Professional,
thank you for considering our company to provide you with your wholesale telecom
minutes.
Please allow me to take a moment to explain our experiences with clients and
carriers.
As we have been in telecoms since the early 90s we understand that all our
customers want/need the highest quality at the lowest price and we The situation
however dictates that as we have many varying clients we have discovered that
one size doesn't fit all.
Therefore, if we are to work together, we need to cut through the smoke and
determine where to start . Our solution to this is to provide 2 rate
decks; with "wholesale standard" issued at the beginning of each month and
"premium" in the middle of the month. Think of these 2 rate decks as "standard"
being the minimum wholesale rates and "premium" being the maximum wholesale
rates. ( The premium rates have CLI guaranteed which is a must have for some of
our Tier 1 or wireless carrier customers)
We know that all wholesale customers have, at one time or another, problems with
the quality of the routes in the "standard" rate deck - i.e., grey routes, FAS,
low ASR or ACD, etc no matter who their supplier is. Also that the logic also
follows that all wholesale customers have problems with the pricing associated
with routes in "premium" at some time - i.e., they buy better since rates are
market pricing.
Therefore one size never fits all because of customer issues such as - a)
calling profile, b) # of vendors/buying power, c) type of customers,
retail/wholesale, d) credit issues, e) their testing/routing process, f)
size/efficiency of resources, g) technology and quality control, h) bilateral
traffic exchanging or not, i) CLI needs or NOT, j) relationships, etc.
Our solution therefore is CUSTOM ROUTING - this means that we create a
customized routing plan for many, if not all, customers where that specific
customer's call traffic is sent to specific vendors in a specific sequence
(overflow) based on each customer's pricing and quality parameters. This
requires many vendors to each route and extensive testing.
This custom routing is performed by us during the initial "TEST ROUTING" process
before production turn-up when we lock" routing/pricing into place. This is why
initial testing is so important and why we almost always start the relationship
by having our customers test our routes and we review and respond with quality
and pricing feedback. ( We can also place a customer into "test routing" at any
time which allows us to easily review where calls are going regardless of
positive or negative margins on those calls.)
We find that the end result is really based on the old 80/20 rule which is very
important to our business - the Pareto Principle is the observation (not law)
that most things in life are not distributed evenly. It can mean all or any of
the following :
20% of the input creates 80% of the
result
20% of the destinations cause 80% of the usage
20% of the customers create 80% of the revenue
20% of the calls produce 80% of the problems
Our intention is to have a long win-win relationship with our clients but we
don't know the new clients yet so we have to rely on your information to get to
the "End production routing result" as soon as possible.
We therefore rely on our new clients to decide where to start - We there ask our
new clients :-
- do we start with price sensitive but lower quality "standard" a-z routing plan
and interleave higher priced/quality premium routes until we arrive at an
optimum pricing result???? OR -
- do we start with a quality sensitive "premium" a-z routing and weave in lower
quality cheaper routes to arrive at a lower quality pricing result?
Until we know your wishes only you can determine this as it depends on so
many subjective customer factors. Our guidelines are that -
if your company is a large wholesale only carrier, then most likely you start
with "standard" low priced rates - if it is a small retail based carrier, then
start with premium.
IN our turnup process and before we can go to production we will need to have, a
contract , tech form and credit app… it doesn't matter the order of submission,
so we suggest that you test first by just returning the tech form, or if you
wish you can have us run credit first by returning credit the app, etc…. we do
usually prefer to start with the tech form to get you satisfied of our routes
and quality prior to full credit and contract review.
If you agree that the establishment of a test account is the best way to go
please let me know and I will arrange for you to receive the rate decks and
forward you the tech form to start using our service
Thank you once again for your interest ,
best regards
Barrington Roy Schiller