Channel & dealer management for an operator

What we know about channels

Channels are the most politically complex part of telecom operations. The dealer network is consolidated power, contracts have not been revised for years, fraud patterns are integrated into commission economics.

We know how to do reform without channel collapse.

Our expertise:

Channel mix strategy. Brand store vs dealer vs digital — economics per segment, where to invest.

Composite quality scoring. Fraud rate, survival rate, ARPU, customer satisfaction — single score per dealer.

Deferred commission engine. 30% upfront, 70% over 30/60/90 days of survival. Aligns dealer incentive with retention.

Tiered access. Top-quality dealers get exclusive products, not only top-volume.

Contract renegotiation. Pragmatic approach to bringing legacy contracts into modern terms without mass disengagement.

Recruitment pipeline. Quality-first acquisition of new dealers, especially in underrepresented regions.

Where we help

Channel Diagnostic — current channel mix, dealer distribution analysis. 3-4 weeks.

Dealer Reform Engagement — 12-15 months. Composite scoring + deferred commission + contract renegotiation.

Brand Store Strategy — where to open, what format, which services to differentiate.

Channel Discipline Routine — embed into monthly dealer review, quarterly channel strategic.

What we bring

Experience of real dealer reforms with pragmatic political management.

Independence from sales executives and dealers — we are not sales, we are adviser.

Knowledge of local landscape — which dealers are good, which are red flags.

Related

• /en/solutions/telecom-dealer-management-platform/ — dealer platform
• /en/cases/telecom-dealer-quality-reform/ — dealer reform case
• /en/decisions/telecom-brand-store-vs-dealer-expansion/ — channel decision
• /en/insights/telecom-channel-economics/ — channel economics