CTI Launches SmartPartner Agent Program

Posted: 1/2004

CTI Launches SmartPartner Agent Program






By Cara Polinski

Customer Transaction Intelligence Group (CTI) is finalizing
the details of the SmartPartner agent program for its billing management tool
SmartBill. In early 2004, agents will be able to provide their small and
medium-sized business (SMB) customers having telecom bills of atleast $1,000,
with a telecom expense analysis and management tool comparable to those targeted
toward larger enterprises, says the company.

SmartBill is a Web-based service that uses TransACT, CTIs
transaction analysis technology, to process billions of electronic billing data
feeds from multiple service providers into one database. CTI says 70 percent of
Tier 1 and Tier 2 service providers use the TransACT process, and SmartBill
supports the billing analysis needs of about 10,000 enterprises.

SmartBill users can create summary or detail reports,
investigate fraud, track inbound toll-free calling, allocate charges across
accounts and rerate allocations CTI provides the billing information to the
customer via CD-ROM or an ASP, browser-based SmartBill application, thus
eliminating the need for a hefty investment in operational infrastructure.

CTI will continue to sell SmartBill through its direct sales
force, even as its focus shifts to the agent channel. We recognize that
agents and their existing relationships with SMBs and service providers can
provide significant growth for CTI, and that SmartBill can provide a new and
consistent revenue stream for agents, says Chris Burns, director of new
business development for CTI. We anticipate 75 percent of our revenue to be
generated indirectly by agents and 25 percent by our direct sales team.

CTI is looking to enroll a handful of highly qualified agents
in the SmartPartner program. Potential agents will have existing relationships with SMBs
generating annual telecommunications expenditures of $1 million to $10 million. SmartPartner supplies the agent with a dedicated account
manager and in-depth product and sales training, in addition to product
collateral and pricing guidelines. CTI also will provide complete presales and
post-sales support.

The company anticipates SmartPartner commission rates will be
higher than the industry average for software service sales, but did not
disclose those percentages. CTI will base rates on its monthly revenue and/or
the number of monthly enterprise transactions it processes. The agent can
receive monthly recurring commissions provided the agent, the customer and CTI
maintain an ongoing relationship.

CTI says SmartBill enhances agents portfolios by allowing
them to reduce operational costs for service providers and then create new
revenue streams.

SmartBill will enable customers to recognize direct savings
of 10 percent to 20 percent by identifying overcharges from their service
providers plus indirect savings of 25 percent to 60 percent from improved
efficiencies, Burns explains. Customers perception of their agents is
enhanced when providing a tool that can help them analyze their charges and
services, and determine the value they are receiving from their service
providers.