Account Inquiry Steps

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12 Νοε 2013 (πριν από 3 χρόνια και 11 μήνες)

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Activation Opportunity: Rugged Handhelds:

This document shows individual carrier process flow,
contact info, and selling tips for net new business to business activations of Mobile Rugged Handhelds.


Reseller partners

can process Rugged Mobile Computer activations with Ingram Micro Mobility for
AT&T, Sprint, & T
-
Mobile

to Business End users
.


The first step with any new opportunity is an account Inquiry on the end user customer.


Account Inquiry

Steps


COPY & PASTE IN
TO THE SUBJECT LINE: INQUIRY


End Customer Company Name
(Please

also include
the Existing
carrier

Billing Account Number if applicable and available to you)



Please provide the following end user customer information.


End Customer Legal Name: (If applic
able please also include “Doing Business As” name)

End Customer Federal Tax ID#
:

End Customer Corporate Address (including: city, state, zip)
:


Opportunity Specifics: Deal Size, Expected Close Dates, Expected completion date of total opportunity



Existing

Customer? (Please ask the customer if they have existing lines with the carrier they have
chosen, having their account number up front speeds up the process) If they are an existing customer
please ask them to provide the following...

-
Existing Billing Ac
count Number (with at least 1 ph# if available)
:



-
Please verify if there are any Alternate Business Names or Alternate Addresses. This would be
any address or name EVER used by this company regardless of how long ago even if no longer
applicable.


Commo
n terms:


DC/POS (Data Capture/Point of Sale
) Handhelds
, Rugged Hand
helds, Mobile Rugged Computers;
Examples include Motorola, Intermec, Psion, Honeywell, Datalogic, etc.

End User/End Customer
: Your customer
-

The final user of the mobile device, and the
one billed for the
carrier
monthly
service.

Reseller/Partner/Sub Dealer
: You, your company.

Master Dealer
: Ingram Micro.

Co
-
Sell
: Partnering with a carrier employee representative that supports your end customer on carrier
contracting, price plans, and discounts.

Activation
-

Enabling the mobile functionality of embedded Mobile devices on a carrier service plan

WWAN
-

Wireless Wide
Area Network
-

The internal wireless radio built into the device

Upgrade
-
When the end user of the device already has a mobile number and is just changing equipment
from one device to another.



Ingram Micro Specialist: Kristy Gonciarz
-

1
-
800
-
456
-
8000 x6667
3

Sprint Channel Manager: Charlie Benzinger
-

716
-
510
-
9776


Sprint Process:

1.

Submit the account inquiry to

Kristy

Gonciarz

at Kristy.Gonciarz@ingrammicro.com
.

2.

Kristy will work with Charlie
Benzinger
to research the customer, determine if they have an
existin
g
Sprint
acc
ount or a Sprint

account team
that
we need to engage. This also allows us to
check if the customer is eligible for any special discounts.

3.

We will then set up a Call with you to discuss the opportunity and process. This is the time to
address a
ny questions or concerns.

4.

Once we have
received

approval from Charlie to sell into the account, the next steps will vary
depending on end user.



If the customer is
an
existing
customer of Sprint and has a Sprint
Account
Manager, Charlie will engage the
Spr
int
Account Manager to provide pricing plans
for the customer. (This is
common

for
enterprise,
government
,

and public sector
accounts).



If the customer does not have an existing
Sprint
Account Manager, or is new to
Sprint then Kristy will provide
you with

the Sprint
pricing plans available.

5.

Kristy and Charli
e will provide you with a
“quote” of activation services for the
end
customer.

6.

Once the customer has agreed to
the price plan
, we move on to placing the order.



Your first step will be to capture the ser
ial numbers (E
SN or MEID) from the
hardware.
Ingram Micro can assist with ESN Capture using
our Configuration
Center if needed. You will want to let your Ingram Micro sales rep know that you
would like the numbers captured at time of activation.



You
will

need to complete the Sprint Activation Request Form (attached) with all
required fields and submit to Kristy for order placement.

Customer information (including existing Sprint account number if applicable)

Serial number(s)

Specific User N
ames
(
if
the
end customer requests).



Some customers

may

need to provide funding documentation for the order. This
may include a signed and dated Purchase Order Form or Quote form. This
requirement will be established and brought to your attention at the time of
account

inquiry and Kristy will let you know what specific documentation is
needed. She can also provide an example form if needed.



Once the Activation Request Form and any required funding documentation has
been sent to Kristy, she will place the order using
Ingram Micro’s
online
carrier
activation portal. The activations are usually completed within 24 hours. After
complete, Kristy will send you an email confirming activation along with the newly
assigned
mobile

numbers. This completes the activation process.

SprintActivationRequ
estForm.xlsx



AT&T Market Development Specialist: Mike Filbert
-

1
-
800
-
456
-
8000 x66054

AT&T Channel Manager: David Krasny
-

630
-
267
-
2010


AT&T Process:

1.

Submit the account inquiry
to Mike Filbert
in order to identify any existing accounts and

identify
the correct AT&T sales reps to be engaged.

Michael.Filbert@ingrammicro.com.

2.

Send over opportuni
ty information including device type
, total number of units, deployment
start date, and completion date.



This information will be used to register the
opportunity with AT&T and start the
engagement process.

3.

A co
-
sell call will then be set up between
your

company,
AT&T
, and

Ingram Micro.



This is where we discuss any concerns, questions, and provide updates for the
opportunity.



If necessary Demo lines can
be requested for testing purposes at no or deeply
discounted charges to the customer.

4.

The AT&T team will present the rate plan options and discounts available to the customer, so
you do not

need an understanding of rate plans or services offered through AT
&T.

5.

If your customer is a brand new AT&T customer,
Ingram Micro will
work with AT&T to identify a
local account rep and
set
a corporate discount number or FAN

(Foundation Account Number).


A
FAN is required for all business accounts and provides many benef
its to the customer including,
free shipping charges, waived activation fees, and
a
fter 5 lines or more have been added to the
account the end customer will receive a

minimum 8% discount
on

rate plans and features $30
per month and higher
.

6.

Once the custome
r is ready to begin deployment please fill out the activation request form with
all applicable information.



Customer Information



User Name



IMEI number (found on device)



ICCID (
SIM number
) if applicable.

I
f no SIM number is provided one will be shipped

to

the address identified on the activation form
. Depending on the rollout SIMs will either
be provided before the rollout to the customer or
as new

activation
requests are
submitted
.


These SIMs are shipped free of charge with two day shipping, overnight
sh
ipping
can be requested
for an additional charge of

$14.99)





ATT Mobility
Activation Request Form.xls




Ingram Micro Market Development Specialist, Mike Mayle

1
-
800
-
456
-
8000 x66021

T
-
Mobile Channel Manager Ilian Papasov
-

443
-
857
-
2237


T
-
Mobile process:




1.

Submit the account inquiry to
Michael
Mayle.

Michael.Mayle@ingrammicro.com.

2.

Michael sends the account inquiry to
the T
-
Mobile Channel Manager, Ilian Papasov
.

3.

Michael will work with Ilian to research the customer, determine if they are a new customer

(Does
not require Co
-
Sell)

or have an existing account of if there is an account team we need to
engage

(Requires Co
-
sell)
.


Here we will determine if the customer is eligible for any additional
discounts.

a.

If the opportunity r
equires co
-
sell
ing with a T
-
Mobile D
irect Sales Representative

i.

Ingram Micro T
-
Mobile Specialist will contact the reseller sales rep to fill out a

“Co
-
Sell Request Form”
provided as needed.

ii.

Michael will send the completed form to
bpscosale@t
-
mobil
e.com


iii.


Request form is sent to the local
T
-
Mobile RSM (
R
egional
S
ales
M
anager). The
RSM is responsible

for the region where the
end customer
is
headquartered
.

iv.

T
-
Mobile RSM & Ingram Micro T
-
Mobile Specialist will work

with
the
partner to
assess the
customer needs and assign the appropriate direct sales
representative for consulting and fulfillment
.

v.

T
-
Mobile
RSM coordinates with
reseller
partner and

T
-
Mobile

direct rep to ensure
that customer meetings and request are
following process steps to make su
re
that reseller is compensated properly
. At the time of ordering, the
T
-
Mobile
direct

sales

rep will fill out

a standard order form with their co
-
sell dealer code

and send
to the local RSM and the main
reseller
partner contact. Any additional
customer

Ter
ms & Conditions

are also completed and returned to the partner at this time.

vi.

Order is fulfilled by
Ingram Micro and
the
reseller
partner using the Co
-
Sell
Dealer Code submitted by the
T
-
Mobile
direct rep.

b.

Doesn’t require Co
-
sell

i.

With every non co
-
sell oppo
rtunity, you have access to four T
-
Mobile Field
Service Reps who would be happy to assist you with every step of the T
-
Mobile
process.

ii.

Once the customer has agreed

to activating product you will place an order

with
the Ingram Micro T
-
Mobile

Specialist
for
the number

of sim cards you would need
for the activation.

Ingram SKU number is DY7411.

iii.

When the sim cards arrive you will need to capture the sim card numbers and
submit them to Michael

Mayle at
michae
l.mayle@ingrammicro.com


iv.

Michael will place the order using
Ingram Micro’s
online
carrier
activation portal.


The activations are usually completed within 24 hours. After complete, Michael
will send you an email confirming activation along with the newly a
ssigned
mobile

numbers. This completes the activation process.


TMobile Mobility
Activation Request Form.xlsx

TMobile Order
Form.xlsx



Ingram Micro Mobility
Support Resources



Kristy Gonciarz


Market Development Specialist

Sprint Business Solutions

1
-
800
-
456
-
8000 ext
66673

Kristy.Gonciarz@ingrammicro.com


Michael Filbert


Market Development Specialist

AT&T Mobility Solutions

1
-
800
-
456
-
8000 ext 66054

Michael.Fi
lbert@ingrammicro.com


Michael Mayle


Market Development Specialist

T
-
Mobile Mobility Solutions

1
-
800
-
456
-
8000 ext 66021

Michael.Mayle@ingrammicro.com


Brad Banas


Market Development Manager

Mobility
Solutions

1
-
800
-
456
-
8000 ext 66011

Brad.Banas@ingrammicro.com


Linda Honsberger


Commission Specialist

Mobility Solutions

1
-
800
-
456
-
8000 ext 31351

Linda.Honsberger@ingrammicro.com



How to sell, position, answer questions/objections:

End Customer Frequently Asked Questions/Objections:

Here is a list of objections you may potentially hear from your end customer when asking about
activation services,
as well as some responses on how to handle the objections.


End User Objection
: I already have an AT&T
/Sprint/T
-
Mobile

rep that I work with on my activations
.
Why wouldn’t I just go directly to them?

Answer
: Great!
As an authorized Carrier Activation resel
ler we

partner with that person and work
together to get your hardware activated. So your current rep won’t
be cut out of the process, they
will
be included in the process and compensated the same as if they did the activation without our
involvement. Also

in this case we can coordinate the activation and shipment of your device as a team.

End User Objection
: I get discounts
on my monthly service
when I buy from my AT&T
/Sprint/T
-
Mobile
Wireless

direct rep
resentative. Would I get the same working with you?

Answer
: You will still receive the same
carrier
discounts that you are getting with your
carrier
rep. We
sell in collaboration with that person to make sure you get the best price and promotion available. Also
you may qualify for additional discounts by in
volving us in the activation process.


Reseller

Frequently Asked Questions:

Your concern
: What if
I don’t
have the time to activate,
I do not know enough about
the carrier

offerings
to speak about service to my end customer.


A
nswer
:

No problem. Ingram Micro has resources to assist you with managing the activation portion of
the sale and making sure that you are compensated. We will do all of the backend set up and order
processing into the carrier systems for you. Contact your
carrier

Activation Program specialist at Ingram
Micro with any opportunities.


Your concern
: How do I know what products I sell are eligible to activate with the carrier?


A
nswer
:

This program is specifically for the Embedded
Handheld solutions
. The carriers wil
l
cooperatively sell these devices into almost all customer segments and types. Please contact the
Carrier

Activation Program specialist at Ingram Micro to assist you to qualify the opportunity with the carrier of
your end customer’s choice.

We will make c
ertain that the device your customer is looking at is certified
on the carrier network and compatible with the carrier your end customer has chosen.


Your concern
: I did not but the equipment through Ingram Micro, how do I get it activated now?


Answer:

Although there are many benefits to purchasing your equipment through Ingram Micro, we can
activate the device on the carrier networks regardless of where you require the handhelds through.



Some of the
Buzzwords

to look for in the sales cycle are
-

Activ
ation,
wireless service,
mobile, light up,
embedded, WWAN, GSM, GPRS, UMTS, HSPA, HSUPA, HSDPA,
Rev A, EVDO,
mobile data,

3G, 4G,
“outside the four walls”,
&
broadband
.


Q
uestion
: What are some qualifying questions I can ask
my customer
?


For
Rugged Hand
helds

Will the device be used outside the four walls?

Will you

need Remote Wireless access to

the Internet?

Do you need real time data?

Will you be mobile with this
Device
?

Are you planning on activating this
Device

with a Wireless Carrier?

Are you famili
ar with the advantages of
embedded

device
s
?

Did you know we are a Wireless Carrier Partner and can handle the total solution for you in conjunction
with the carrier representatives?


Compensation for all activations is paid out to your company 60 days from

the end of the month that
the activation occurred in. You can refer to your main company contact to get a general idea of how you
are compensated. Compensation will be based on the rate plan, features, term length that your
customer agrees to. You can use

your compensation as pure revenue profit or to assist you to “buy
down” the equipment to make you more aggressive with the margins.


We offer an On
-
Boarding curriculum to all new partners that includes a 30 minute WebEx training on
how use the carrier act
ivation portal. This will allow you the capability to place/track orders and view
device information. The goal of the Carrier Dealer Program is to work with the carrier Channel Managers
to promote you internally as a Subject Matter Expert for the Rugged Ha
ndheld Solution and position you
for lead exchange with the carrier sales representatives and technical resources.