Specialist Telstra distributor TBS Distribution has developed an offering that connects the telco’s partners so they can collaborate on deals.
The "P2P Program" sees TBS link partners so they can tap into each other's skills.
For example, a Sydney-based partner that wins a deal that requires feet on the ground in Perth could uses P2P to find local help. The Sydney partner therefore avoids travel expenses but can still credibly bid for such gigs.
For smaller partners, it means gaining further capabilities. Larger operators gain access to smaller partners with specialist capabilities, or with presences in out-of-the-way locations.
P2P will also give Telstra's partners an avenue to engage with Telstra Purple, the telco's newly-established managed and professional services business.
The program lays out the rules of engagement between partners and the commission structure for partners, which will be assessed by TBS’ industry experts. These can be accessed through a purpose-built portal personally developed by TBS managing director Jim Bradley.
“One thing that has always stood out to me is how little businesses collaborate on projects in our industry. And I see time and time again smaller operators walking away from a deal because they don’t feel they have the skill or backing to be able to execute it to the clients specifications,” said Bradley.
“The beauty of what P2P offers is that our system will match you with the most suitable partners, that possess the correct skills and within the desired location. P2P will use industry trained experts to make the final decisions on partner allocation as this requires specialised skills - the type of skills people have trusted TBS with for over 10 years.”
The program went live at the beginning of October 2019. To date around 140 TBS partners have signed up, the majority of which are mid-sized partners.
The distie also hired a dedicated program manager, Darryl Posgate, responsible for recruiting new partners into the program. A team is also in place to manage the onboarding process.