Digital is not in the future, it is already present in our lives and it is not different when the topic is sell telecom equipment. According to McKinsey “More than three quarters of buyers and sellers say they now prefer digital self-serve and remote human engagement over face-to-face interactions—a sentiment that has steadily intensified even after lockdowns have ended”.
If an online sales channel is not yet an option for you, today Rui Barbosa Guedes, Managing Director of Twoosk OS Business, shares his vision on why to sell telecom equipment in a telco specialised marketplace and how you can benefit from it.
Our society is moving to Digital, but we still do business very traditional with trade fair and commercial teams. B2B Online sales still are small but the Pandemic accelerate the urgency of consider these new channels as something to take in consideration when defining a sales strategy. The advantages of online is to reach clients in new markets at a fraction of the costs need to implement local sales teams.
Selling online in a vertical industry marketplace that address the assortment needed for an outcome (enabling one-stop-shopping) as well as processes that are tuned for the industry of telecommunications simply makes sense. Worldwide B2B marketplace sales could reach an estimated $3.6 trillion by 2024, up from an estimated $680 billion in 2018.
Main benefits of selling telecom equipment in the telco marketplace
The fact of being in a marketplace, besides your own distribution branch online shop, permits you to access a new complementary sales channel online free of risk. Twoosk is the one investing in the e-commerce platform, in bring in the clients as the seller is only going to be charged a success fee when there is a sale. So in the end is like having your products selling in Amazon, but a specialized one in Telecom Networks, where you can access to a community of professionals that progressively start considering it as the place to go to source telecom network materials. Besides the potential of sales, you will also access to marketing information about the acceptance of your products within the marketplace, what is a valuable insight also at no cost.
The service provided is a mix of transactional confirmed sales with lead generation that might result in online/offline sales to your company, but in the end is always to attract new buyers to your products. The main buyer personas currently in the marketplace are Business Contractors, that are building industrial plots, renovating university campus or office parks and SMB Operators, that do not have a structured purchasing team and see the advantages of getting the products they need fast with no complications.
The categories with more sales in value during 2020 where active equipment’s, namely ONTs, Fiber Optics with emphasis in FOC and Structure Cabling. Coaxial and RF categories are yet not well served in the marketplace and Twoosk sees it as good opportunity to populate earlier your products range.
Twoosk comments that the current momentum really accelerated the path to digitalization of the B2B world and they have seen in that in their pipeline of Partnerships, growing from 25 partners in December till 55 over the next months, with New Partners like CommScope, OFS, Canovate, DKT between several others. With the acceleration of the digital that the world had in 2020, makes this the right moment to start selling products online.
About Twoosk OS Business
Twoosk OS Business is a solution that connects in a smart and efficient way manufacturers’ products with the companies that need them fast.
It is also providing the best tools to match Partners needs prospering business in a sustainable and transparent way, by bringing a circular economy to the telecom and utilities sectors.