How ITG works — the sales motion, how we quote and order through our TSDs and direct partners, how we escalate per provider, and how we hand a won deal off to the client. A living playbook; refine the steps as the team confirms them.
The ITG motion — educate first
ITG is a carrier-neutral broker: "we become your team." We don't lead with a product — we get in the room, educate the whole decision-making group together, and let the client's own people own the win upward. Tailor the process to the client's mindset: relationship-first for established buyers, fast and direct for younger operators. Proof beats pitch — bring upper management from multiple parties into one room (the Stephen Beagley → Victor motion).
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How we quote
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How we order & install
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Escalation paths by provider
Where to go when an order or ticket stalls
Provider
Reached via
Escalation path
Portal / contact
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Client handoff checklist
Won deal → live service
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New-hire onboarding
First-week access & training
Accounts & access
Learn the business
Draft playbook: these SOPs are assembled from ITG's tools, TSD relationships, and the strategy dashboard. Steps marked with the exact portals/contacts are confirmed; the sequence itself is a sensible default — walk through it with John & Sam and adjust. The Partner/Agreement Register is the source of truth for which provider is reached directly vs via a TSD.