Telecom Decision Makers (TDM) has selling down to a science. The company was founded 24 years ago on the premise of promoting direct sales, at the time toward the large enterprise space. Following the acquisitions of technology solutions distributor Clarus Communications, and IT services provider Wheelhouse Solutions, its coverage became even wider, extending into agent transactions and managed services, as well. Every day, TDM and Clarus bring a dedicated expert team with deep experience to complicated areas such as voice, data, UCaaS, network design and cloud migration. And, by bundling these and other options, it can answer many of the questions that confound modern sellers. “A lot of our larger peers are sellers, or, really, distributors,” said Robert Bowling, TDM’s founder and CEO. “We’re that combination of a true solution provider, but we distribute, sell and know the pain of selling.” That’s where TDM’s Clarus 100 Percent Club comes into play. This program is designed for today’s successful sellers, in particular those that deal across many different verticals. Through it, sellers can land new transactions for multiple product sets, accessing many of the different and unique options required by today’s channel. The Clarus 100 Percent Club offers the ability to receive full commission – as well as other performance incentives – in exchange for a subscription fee. For sellers who want to be in the 100 Percent Club, but aren’t quite ready to start there, TDM and Clarus provide resources to help grow one’s business, offering support along the way as certain thresholds are reached. Plus, organizations that might struggle to make payments can still enroll and defer until they see a return. Ultimately, the Clarus 100 Percent Club can translate into regular, dependable, monthly, recurring revenues for those with stronger sales. “We’ve seen a lot of changes. The channel landscape today is so different than even five years ago,” said Bowling. “The Clarus 100 Percent program is attractive to the successful seller, and we want to succeed with them. As an MSP and an enterprise sales organization, we come alongside the seller. When they need help, we can help deliver and close on the hardest of sales. “Not to say they’ll need it,” he continued, “but our assistance is always available to them. We want to succeed with our partners.” Of course, that’s not the only thing that makes TDM’s Clarus 100 Percent Club unique. The company’s interface is scalable and built on the Salesforce platform, replete with a portal for obtaining quotes. Through a Quickie automated quoting tool, agents can streamline their access to quotes across multiple suppliers and can collaborate with TDM and Clarus to increase serviceability and improve sales success. “When you enroll with the 100 Percent Club, you get a nice alternative,” added managing partner, Christopher Torbit. “It’s not a case of ‘if’ you’re going to get paid. It’s actually already happening. We have agents who have been doing this with us for 10 years. The program is a great opportunity for super sellers who want to get all that they can from their contracts.” Every day, the TDM and Clarus dedicated team of 40 staffers extends the necessary support to help partners get out and sell better. “We’re experts at managing the middle,” said Bowling. “From contract signature through second invoice. That’s when you really brand yourself. Are you a vendor? A partner with a customer? It can be miserable if an installation goes poorly – if the initial billing is out of line.” “We’re not the most well-known of players, but we’ve been doing this for years,” smiled Torbit. “We pay on time and can be a reliable partner asset for your organization. Basically, we’re in it for the long haul.” o For more information on TDM and Clarus, the 100 Percent Club, and other opportunities, visit www. clarusco.com/club100, or call (800) 277-1726. Keep More Commission with TDM’s Clarus 100 Percent Club By Brady Hicks TDM’s Christopher Torbit CHANNEL MANAGEMENT 72 CHANNELV ISION | MARCH - APRIL 2023
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