A new tool developed by Simwood aims to overcome objections from internal approvers such as CFOs who are not familiar with the company's multifaceted and granular charging structure.
Approvers may unwittingly base their buying decisions on straight price comparisons, missing a trick in the process.
"Simwood has never competed on price," stated MD Simon Woodhead. "We offer a choice of rate decks that suit all customers and set the rates within them using a consistent model. This is fair, transparent, and the model reflects what we need to operate at each level."
Woodhead noted that decision makers who are familiar with Simwood understand its model, along with the variables and upsides including intangible value adds, but recommendations to use Simwood often fall foul of the CFO's lack of knowledge and insight into the company's more structured proposition.
"We're often compared on straight price, usually per minute for the top few destinations, with our own values ignored and the absence of stealth charges lost in the detail along with the granularity of our breakouts," added Woodhead.
"Many of these instances are resolved by educating the CFO on what they're missing, but we don't always get the opportunity."
A tool created by Simwood that rates CDRs from other carriers exposes the advantages of its thought out method, returning a spreadsheet that shows breakout by breakout what Simwood would have charged for calls across its rate decks, explained Woodhead.
"This can give objective data to support any case to move to Simwood, or upgrade service level, so we can all be dealing with facts," he added.