DENVER, January 22, 2004 - Qwest Communications Inc. and the Qwest Business Partner Program (QBPP) today announced the results of the program?s first leading practices study. Conducted by Deloitte Consulting LLP and commissioned by Qwest, the study is an in-depth, fact-based analysis of leading sales practices that drive top performance among QBPP participants and ultimately contribute profitable revenue of business customer sales to the company and to its partners.
The study provides a composite model of leading practices and suggests easy-to-adopt training plans as offered by the Qwest sales team. In the first quarter of 2004, the QBPP will offer to all Qwest business partners a leading practices template so that business partners can develop and implement their own roadmap based on their current performance, external benchmarks, leading practices, and future goals.
?The information compiled in the leading practices study will be useful in plotting my direction in sales, marketing and operations,? said Ron Dunworth, owner of ADVODA, a Qwest Business Partner. ?I feel that by implementing some of the process and methods developed as ?best practices,? I will be able to grow my business at a faster rate than I originally planned.?
According to the study, Qwest?s more profitable business partners:
- Serve a more mature customer base (customers served for greater than three to five years)
- Have been in business longer than other partners (47 percent of profitable partner companies have been in business greater than 10 years)
- Have a longer business planning horizon than other partners (41 percent forecast at least 13 to 18 months)
- Represent fewer number of carriers than other partners
- Are deploying a blended business model comprised of direct and indirect sales channels
- Provide a consultative approach or "total solution" for the customer's communications needs.
?The leading practices study is a valuable exercise in identifying the collective strengths of our business partners and our partner program,? said Patrick B. Lewis, senior vice president of the Qwest Business Partner Program. ?With this analysis, our program and its participating business partners have the information and guidance to achieve top sales performance in 2004.?
?This study is unique in the telecommunications industry and underscores Qwest?s commitment to the long-term success of its business partners,? said Elizabeth Faber, Deloitte Consulting LLP Senior Manager.
Study results are based on the responses of 51 Qwest Business Partners, or 23 percent of the QBPP?s base of active business partners. Participating business partners represent diverse business models, from master agents and solutions integrators to value-added resellers.
The QBPP released the leading practices study as part of the program?s fourth annual partner event, called Q.Marketplace 2004. Held January 21-22 in Broomfield, Colo., more than 200 business partners are attending this year?s event. The event?s presentations, breakout sessions and Q&A offer attendees the opportunity to receive latest information and news in the areas of Qwest?s sales, network and operations, and product and pricing. Also included is information on Qwest?s strategy, emerging products and operations for 2004.
Richard C. Notebaert, Qwest chairman and CEO, provided the event?s keynote address, followed by Clifford Holtz, executive vice president of Qwest Business Markets Group; Patrick B. Lewis, senior vice president of the Qwest Business Partner Program; Robert D. Tregemba, senior vice president of Qwest Network Services, and Patricia Engels, executive vice president of Qwest Product Management.
Qwest Communications International Inc. (NYSE: Q) is a leading provider of voice, video and data services to more than 25 million customers. The company?s 47,000 employees are committed to the ?Spirit of Service? and providing world-class services that exceed customers? expectations for quality, value and reliability. For more information, please visit the Qwest Web site at www.qwest.com.
Forward Looking Statement Note
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