JSU / Playbooks / Telecom & Connectivity
How to price your Telecom sales bottleneck
Run the same math as the JSU Bottleneck Index on your own Telecom numbers in three steps.
The Telecom & Connectivity bottleneck prices a single question: what does it cost you per year to be slow and unfocused at first contact? For a typical firm it is around $576,000.
The formula
Annual bottleneck = average deal value × winnable deals lost per quarter × 4. For Telecom & Connectivity, that is $72,000 × 2 × 4 = $576,000.
Run it on your real numbers
The published figure is representative. Take your own average deal and your honest quarterly loss to slow and generic follow-up. Multi-year contracts, renew by default.
- A business signs a lease on a new site or HQ
- A competitor's outage makes the news in your footprint
- A multi-year contract nears expiry
- An acquisition forces network consolidation
Then decide if it's worth closing
Once you have your number, compare it to the cost of fixing speed and aim at first contact. In telecom & connectivity, the leak is almost always the larger figure.
Remember what each variable really represents. The $72,000 is one telecom relationship walking out the door. The 2 losses a quarter are not no-fits; they are deals you could have won had you reached the buyer inside the 1 business day window. Multiply by four and you have a full year of revenue that went to whoever simply answered first. That is the figure to price your fix against.
The bottleneck is rarely effort. It is speed and aim at the first touch.
Why do telecom deals renew by default?
Because nobody reaches the buyer before the auto-renewal date. The engine times your proposal to the expiry window so the incumbent isn't the only option.
Which signals predict a connectivity rebid?
New site leases, contract expirations, outage news in your footprint, and acquisitions forcing consolidation.