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Telecom Expense Management
Our unique approach to TEM leverages our deep knowledge of providers, their channels, and best-of-breed TEM management platforms.
Recent Success Stories – Use Cases
Sourcing Advisory for Telecommunications and Network Services
Sourcing advisory for telecommunications involves a multi-faceted approach to achieve the best pricing, contract terms, and service levels for network and telecom (“network services”) contracts.
Unlike other suppliers of IT infrastructure, network services suppliers maintain very complex sales and channel organizations and offer highly diverse routes for contracting, billing, and support.
This diversity creates inefficiency in terms of pricing and contract quality.
RampRate’s goal is to remove pricing inefficiency and increase contract quality, and in order to navigate these complex sales and service channels, RampRate’s Network Services Group (“RNS”) employs the following methods: billing audits, supplier channel integration, and direct supplier negotiations.
These techniques operate as follows:
Telecommunication Services Master Contractor
The diverse needs within the telecommunication practice have become highly specialized. While many providers offer a full range of services, RampRate has found that most providers excel in a particular key area, and different providers can be better suited depending on the particular engagement. Moreover, there can be inherent conflict of interest in these different roles that is best addressed by engaging multiple independent suppliers.
RampRate’s practice is modelled as a Telecommuncation Services Master Contractor. Ramprate has no qualm with augmenting its own sourcing experise with that of specialized telecommuncation providers. This approach ensures our clients have best-of-breed solution for each part of the telecommunication services puzzle, and avoid potential issues with a single source provider. The result gives our clients the best possible outcome in an accelerated timeline, while avoiding a length review process for multiple suppliers in multiple different areas of specialization.
Ramprate Network Services and Partners
Channel Integration is the addition of sales, support, and service capability above and beyond the resources of a supplier’s direct solo sales representative.
RNS channel partners are volume channels of the telecoms and have faster and deeper access to pricing options, support, and services within a telecom provider due to their size and long history as key channel status at the supplier.
RNS has a goal to determine if there is a business case to improve the relationship between the supplier and client.RNS utilizes various partners, and will inform the client of which partner is involved before they are utilized on a client’s behalf.
In all cases, RNS and its partners will have a Letter of Agency, signed by the client, authorizing RNS and its partners to request bills, contracts, service records, and negotiate on behalf of the client.
Since a RNS and its partners are third parties working directly with a client’s suppliers, strict rules of engagement are followed.
These rules are enumerated for the client to prepare the client to deal with the fallout of channel conflict that arises from inefficiency and organizational structure problems within the suppliers.
Channel conflict occurs when a client has the option to use a channel partner as well as direct sales representatives for ordering and support. When a direct sales representative learns learn that their client has employed a professional sourcing organization and channel partner to optimize the contract, they may attempt to prevent optimization
This attempt often manifests in confused communication to the client. Any reports from direct sales representatives communicating anything outside of what is described in our rules of engagement should be viewed as inaccurate. Attempts by any party within a supplier to derail optimization is proof that optimization will yield a better contract.
Clients can always continue to place orders with their direct representations. The addition of a channel partner simply provides more options for the client to attain a better quality contract.
“RampRate has been my most reliable global resource and is ready to perform for us at a moment’s notice. Their inside knowledge and ability to handle high-level complex negotiations helped us move fast! They made scaling easier.”
Paul Sams, COO, Blizzard Entertainment
“For over a dozen years, RampRate helped my companies understand the differences between suppliers and worked with us to create the methodology, define the metrics and utilize the proper QoS tools needed to choose the supplier best suited to our needs or restructuring through tailoring solutions. RampRate knows this business better than anyone. We literally saved months of time and optimized our infrastructure spend time and time again. They saved us millions, created agility and new budget out of thin air.”
Phil Wiser, CTO Hearst, formerly of Sony and Liquid Audio
“I knew I was leaving a bit on the table in our outsourced contracts. But the corporate mandate is growth and innovation, and when further contract improvement seemed to be marginal, my team’s first priorities had to move elsewhere. We can count on RampRate to be precise, timely and create millions in value.”
Dean Nelson, Vice President of Global Foundation Services, eBay
“I have had the pleasure of working with the crew at RampRate several times. Each time they have saved significant time in negotiating and closing contracts for data center space, telecom and managed services, which provided at least 20% savings over what we could have done alone and certainly cut processes in half. Tony and team are extremely knowledgeable in this space and always bring innovation and out-of-the-box thinking to the table.”
Michael Montalto, Accenture
With RampRate behind the scenes, the client’s negotiating team was prepped and armed with market knowledge, ways to grow the pie, and tactics to get through the gamesmanship of a negotiation without blinking.
RampRate knows this business better than anyone. We saved months of time and optimized our infrastructure spend time and time again. They saved us millions, created agility and new budget out of thin air.
We would be happy to share with you our experiences and help you understand
the potential opportunities involved in achieving your goals.