THE CHALLENGE
AT&T is the combination with three large Baby Bells to create the largest telecommunication company in the United States. The Baby Bells each had traditional sales agents in every city, but these traditional sales agents could not expand to grow across regions. AT&T needed a national sales presence to help keep current local customers and effectively acquire new ones in their small business segment. In addition, AT&T was granted relief to offer long distance services in the Ameritech, Pacific Bell and Southwestern Bell regions and needed to secure these customers quickly.

THE CYDCOR SOLUTION
Cydcor worked with AT&T to help build their first National Sales Agent Program. Relying on Cydcor’s extensive Telecom experience, they crafted a presales life line for sales reps to call into and get up to date information on the customer and their services, promotions and billing. This enables the sales agent to personally assist the customer and place an order at point of sale with a talk and type scenario.

Cydcor started a pilot program in February 2003 in Chicago and Los Angeles with 4 reps in each market to determine the best approach, product mix and customer size. Cydcor expanded to 8 markets within 90 days to coincide with the launch of long distance services in the Ameritech and Pac Bell territories.

CYDCOR RESULTS
Cydcor has played a significant role in the success of both the long distance launch and in signing current customers to long term contracts to help keep competitors from taking customers away from AT&T. This past April, Cydcor was recognized as the top performer in the Southwest region. Cydcor currently has over 130 sales representatives in 8 markets.