Telco Broker Sees Sales Productivity Soar 133 Percent with NetSuite

Over 26 years, TBI (Telecom Brokerage Inc.) has grown into a leading master agent that helps systems integrators and other service providers select and implement communications technology from more than 85 carriers, including Verizon, Comcast and AT&T. With rapid growth, TBI needed to streamline operational processes across a complex multi-party value chain.

Company

Telecom Brokerage Inc.

Location

Chicago, Ill.

Industry

IT Services

EMPLOYEES

180

NUMBER OF USERS

180 at TBI; 2,000+ partner users

NETSUITE PRODUCTS IMPLEMENTED

NetSuite
NetSuite Project Management
Advanced Partner Center

SYSTEMS REPLACED

QuickBooks, RPM Telco

IMPLEMENTATION PARTNER

Gurus Solutions Inc.

Location

Canada

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“NetSuite has given us a level of visibility we never envisioned. We can better manage our customers’ experience based on how efficiently orders move through our system.” Jeff Newton, VP of Enterprise Sales and Engineering, Telecom Brokerage Inc.

Amid Rapid Growth, TBI Streamlines Operational Processes

Breakthrough efficiency across the business: TBI initially looked at NetSuite to replace QuickBooks and provide CRM, but it later customized NetSuite to handle complex and mission-critical commissioning functions, moving off the industry-specific RPM Telco solution. Today, NetSuite efficiently handles end-to-end processes, from quoting, orders, billing and implementations to the commissions TBI receives from carriers and shares with selling partners.

Productivity and revenue soar on NetSuite: In its two and a half years on NetSuite, TBI has seen sales productivity soar 133 percent. Commissionable revenue has doubled and the workforce has grown 80 percent, to 180. And TBI has strengthened relationships with integration, VAR and other selling partners, provisioning more than 2,000 partner agents through the NetSuite Advanced Partner Center.

Analytics and insights for continued growth: NetSuite’s analytics and business intelligence has helped TBI transform the business with real-time insights into performance. TBI’s operations department tracks provider performance in every aspect from quoting to project management all the way through commissioning. Because NetSuite is integral in TBI’s service delivery, they are able to analyze every milestone throughout the operations lifecycle. This breakthrough visibility is vital as TBI pursues continued growth, including partnerships with NetSuite Solution Providers to complement NetSuite solutions within our telco infrastructure. As TBI’s business grows, NetSuite scales with it.