www.comms-dealer.com
COMMENT
Legal Matters
Within the telecoms reseller market, the ability to transfer customer contract revenues is an important avenue for realising value, writes Martine Nathan Partner at Teacher Stern Solicitors.
Martine Nathan
I
n order to facilitate revenue transfers it is essential that, from the outset, certain
processes are put in place, otherwise the consent of each customer will be required for the transfer. This would be cumbersome at best, and most likely unworkable in practice.
In the first place the customer contracts must enable the reseller to transfer the contract without having to obtain the consent of the customer. This right is usually contained in an ‘assignment clause’. In
order for the customer contracts to be properly managed a certain amount of personal data will be captured by the reseller. For example, names and addresses for billing purposes. To transfer this data to the purchaser of the customer contracts, care must be taken to comply with the Data Protection Act.
Suitable consents need to be obtained from the customer upon capture of the personal information. This can easily be accommodated in the customer contract and also
INTERNAL SALES COME INTO THEIR OWN
By Chris Burney, Head of Retail Sales
at Daisy: Managing accounts was very much an on-the-road role, but we are now finding that internal account management is just as vital. While the external account manager is still an essential and valuable asset, internal account management is coming into its own. Having someone available to answer queries and provide information at the end of the phone is an attractive proposition to partners. Internal account managers have access to the internal CRM systems, so within seconds are able to bring up that person’s account and look at any previous dealing with them.
This saves the partner from having to talk through issues with various departments, as the internal account manager will do it on their
by having Privacy Policies on the reseller’s website.
By taking care to put in place the right process from the outset, resellers will be able to realise the value of its customer contacts when the opportunity arises.
• Teacher Stern Solicitors is contributing a column in each edition of Comms Dealer magazine during 2010. For suggestions as to topics of interest, or to register for legal updates and forthcoming seminars, contact Simon Longhurst at simon.
longhurst@teacherstern.com.
Chris Burney
behalf – and while they are on hold if necessary. While the external sales force carry out four, maybe five appointments a day, the internal account manager can easily speak to up to 100 people while not having to take a step out of the office. Daisy has grown its own internal sales force over the past two years and it is paying dividends now.
To advertise in
contact The Sales Team on 01895 454425
www.comms-dealer.com
COMMS DEALER APRIL 2010 19
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