The Telecom Consultant
Insights, Viewpoints & Facts
from Telecom's Influencer Community
A Growing Services
consulting is projected to grow a healthy 8 - 9% in 2011
(based on Brookside's 2010 telecom consulting market
study). Identifying and achieving cost savings has
and continues to be a key benefit clients look for from
consultants. Telecom Expense Management (TEM) is one
component of cost savings that represents a growth
opportunity for consultants.
12 - 14% of all industry consultants provide some type
of TEM service, up from 8 percent just a few years ago.
Both client interest/demand for TEM services and the
range of TEM services provided by consultants are
increasing, i.e. audits, asset management, bill payment,
month's bulletin provides some market insight on TEM as
a growth opportunity for consultants, and how
consultants and TEM solution providers can work together
to effectively improve and expand the TEM services they
provide their mutual enterprise and SMB clients.
to these TEM insights are:
- A TEM
market perspective from Valicom, a leading
provider of web-based TEM software;
findings from Brookside's 1Q2011 Consultant Market
Insights survey on consultants' TEM interests,
perceptions and consulting activity.
always, we hope this bulletin provides actionable
food-for-thought to help you improve or grow your
Vendor Insights on Building TEM Services
TEM Software Benefits Consultants' TEM
By Nancy Peckham,
CEO, Valicom - Provider of TEM solutions
a telecom consultant, we don't have to tell you that
telecom complexity is exploding. We've gone from pagers
and landlines to smartphones and tablets in a few short
years, making managing, tracking and policing costs
harder than ever. Add to that the fact that up to 35% of
all telecom invoices have some kind of error on them
and, in twenty years of doing telecom auditing, we've
found that firms are wasting 15 to 40 percent of their
annual telecom budget. What that means is that your
clients are losing money and need help!
the need in the marketplace grows for telecom cost
reduction, operational efficiencies, expense visibility
and reduced business risk, there is significant
opportunity for telecom and IT consultants to improve
and expand their offerings by providing telecom expense
management (TEM) services.
now, you've heard of "The Cloud" and
software-as-a-service (SaaS) tools. Well, SaaS has come
to Telecom Expense Management in the form of web-based
TEM software tools. TEM
software enables consultants to provide many benefits
for their clients. First of all, through ongoing,
comprehensive auditing and optimization processes,
consultants can maximize their client's cost reduction
opportunities and minimize billing overcharges and
discrepancies. It is not enough just to audit bills on a
one-time basis. With project-based audits,
consultants work hard to clean up all the billing
problems and then find it necessary to begin the process
all over again within a short period of time. With
ongoing audits and optimization, the client's telecom
house gets cleaned and remains clean throughout the
can also assist their clients in creating greater
operational efficiencies by taking over the complexities
of the telecom expense management process so businesses
can focus on their core competencies.
but not least, consultants can help their clients make
more informed business and financial decisions as better
decision making data is made available to them and their
clients through the TEM platform.
the transition to TEM software is getting easier, as the
rise in cloud computing and software-as-a-service tools
have led some TEM software providers to license their
software and share their intellectual capital with
telecom and IT consultants. Although it is
cliché, utilizing TEM software is truly a win-win
situation for consultants and their clients. With the
many benefits a TEM platform can provide, you can hand
your customers a fistful of cash year over year and keep
one for yourself as you continue to grow your
contact me at firstname.lastname@example.org with any
questions, comments or to learn about Valicom's TEM
software solutions for consultants.
Consultant TEM Insights
TEM Services and Support
Needs (based on Brookside's 1Q11 TEM
Services survey responses from 57 North American
active TEM consultants, i.e., whose TEM services account
for at least 40% of their client
majority of consultants' TEM engagements are one-time
audits vs. ongoing engagements (e.g., audit, asset
management, bill payment, reporting).
interest/need for TEM support is high, with more than
1/3 of clients expressing interest.
than 80% of TEM consultants are looking to expand
their portfolio of TEM services.
need for more effective TEM support tools is high.
than 50% of TEM consultants who track voice, data
and wireless information rely on simple spreadsheet
top benefits of a consultant-specific TEM support tool
and Customizable Reports - reporting on inventory,
accounts payable, contract and invoice information;
Management - repository for complete inventory of
your client's lines, trunks and devices;
and Charts - customizable ways to show data for
client deliverables and reports;
access - managing both wireless & wireline;
Hosted - no need to install or support locally,
email@example.com with any
questions/feedback or to request a copy of the Summary
of Key Findings from this TEM study.
Consulting Market Fact: Did You Know . .
SMB Need for Telecom
Consulting Continues to GrowDemand
for telecom consultants in the U.S. continues to grow
within the SMB market (mid-market and small business),
which now represents nearly 60% of U.S. consultants'
average client mix. This trend is less so in Canada
where enterprise continue to represent more than 50% of
consultants' average client mix .
Brookside Group's 2010 Telecom Consulting Market
Market News, Resources &
Consulting Market Study: Brookside's
2010 State of the North American Telecom
Consulting Market (and Effectiveness of
Vendor Consultant Liaison Programs) Study
is now available. Click HERE to request a summary of this
Program Membership Links -
a member of the following telecom vendor consultant
programs? Click on the links of interest below to
register for these informative and helpful
Program Directory -
Vendor Consultant Program contact information?
Click HERE to access Brookside's Directory
of Telecom Vendor Consultant Programs.
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