T‑Mobile for Business
IoT connectivity at scale for government and enterprise.
Drones, connected vehicles, fleet trackers and fixed sensors, managed across NB‑IoT, LTE‑M, LTE and 5G. Every enterprise deal reaches that fleet through one pipeline: lead conversion, a nine-section technical intake, quote, custom pricing, contracting.
- Engagement
- 18 months, design lead
- Pipeline
- Lead → contract, 8 stages
- Intake
- Nine dependency-ordered sections
- Networks
- NB‑IoT · LTE‑M · LTE · 5G
It ran on disconnected internal tooling and manual intervention. This is the end-to-end redesign onto a single architecture.
- Installed base
- —
- Record at stage
- —
- Exceptions typed
- —
- Contracts signed
- —
Senior / Lead Product Designer
Lead designer for the migration program designing end-to-end CPQ and Quote-to-Order workflows. I trained six senior designers with the current TFB ways of working, team norms / cadence, as well as project expectations. I also designed the E2E IoT Connectivity quote-to-order flow for enterprise and government.- Owned
- Pre-sales → sales → pricing → contracting → implementation
- Decided
- Intake dependency order, exception taxonomy, approval routing
The end-to-end IoT Connectivity flow. Q2C: pre-sales, CPQ, and contracting.
Shown as mockup representations — the shipped production screens are under NDA.
*yes, i meant to put the em dash above
Top 5 routed to sellers
The queue does the triage. Pardot behavioral grade and Einstein propensity score are pre-computed; the seller inherits a ranked list, not a cold pile.
Marcus Okafor · VP Fleet Ops
- Lead source
- Inbound
- Lead status
- Working
- Lead owner
- Raf Laus
- Lead age
- 132 days
- Account segment
- Enterprise
- Est. lines / qty
- 38,500
- Last touch campaign
- Campaign · Q3 Fleet
- Last activity
- Oct 09, 2024
Connected-vehicle fleet — embedded eSIM, EU + US roaming. Flagged by the “connected vehicles?” gate for the IoT Connectivity framework.
Landing-page views in the top 5% of all prospects this quarter.
No form-tracker click-through in the last quarter.
Book solution-architect intro — fleet size clears the framework threshold.
The record answers “why this one, why now.” Consent status, Einstein score, and a single recommended action sit beside the facts so the AE opens with context, not discovery.
Atlas Logistics — IoT Connectivity
- IoT Specialist
- Lead
- Industry Segment Advisor
- ISA
- Security Specialist
- Sec
- SE Specialist · 5G ANS
- SE
- Account Executive
- Boris Lynch
- Solution Architect
- SA
- Solution intakes
- 3
- Quotes
- 1
- IBC intake
- 0
- Orders
- 1
Book technical discovery with the ISA before the intake.
The opportunity is the hub. It names every owner and holds the related quotes, orders and intakes; sellers launch the nine-section IoT intake directly from here, and drive the deal toward quote-to-contract.
Network & APN
One answer sets the technology tier; the rest is derived from it.
- APN type
- Private · static
- eSIM profile
- Local · roaming
- Peak throughput
- 1 Mbps
- Dormancy timer
- Enabled
- IoT AER
- Sol. ArchitectA
- Connectivity SIC
A near-hour form became a guided path. One technology choice derives APN, eSIM, throughput and dormancy — the AE confirms rather than re-enters, and downstream pricing reads the same fields.
IoT Connectivity — custom pricing
- Plan name
- BMI25GBT · LTE
- Contract
- #4482301
- Plan type
- LTE · tiered
- Submitted
- Sep 12, 2024
- Assigned to
- Sales leadership
- eSIM local profile
- Included
| Tier | SIM range | On-net data | Overage | MRC |
|---|---|---|---|---|
| Tier 1 | 1 – 5,000 | 8 GB | $0.011/MB | $4.60 |
| Tier 2 | 5,001 – 15,000 | 8 GB | $0.009/MB | $4.10 |
| Tier 3 | 15,001 – 30,000 | 12 GB | $0.007/MB | $3.80 |
| Tier 4 | 30,001 – 38,500 | 12 GB | $0.006/MB | $3.55 |
Custom and special pricing, sized once. The tier table is computed from the fleet size captured at intake; the approval routes to sales leadership with the delta from rack rate already shown.
Atlas Logistics — Master Corporate Service Agreement
Rev. 2 · 09/03/24
Master Corporate Service Agreement
12920 SE 38th St
Bellevue, WA 98006
4400 Harbor Ave SW
Seattle, WA 98116
This Master Corporate Service Agreement (the “Agreement”) governs the provision of connected-device wireless services set out in Schedule A — IoT Connectivity, incorporating the approved rate framework and the terms below. Capitalized terms have the meanings given in Section 1.
- Term & renewal. Effective on the last-signature date; auto-renews in 12-month terms absent 60-day notice.
- Pricing. Tiered per Schedule A; negotiated rates below rack require the approvals recorded in the linked pricing request.
- Governing law. State of Washington, without regard to conflict-of-law rules.
Hi Marcus,
Your IoT Connectivity agreement is ready. It reflects the approved tiered pricing and the 38,500-line commitment from quote QtO-20241015. Please review and apply your signature — the Provider has already counter-signed.
The contract is a quote that signs. Schedule A generates straight from the quote — same lines, same approved tiers — then routes for e-signature; the Provider counter-signs first, and the audit trail travels with the record.
Atlas Logistics — IoT Connectivity
- Opportunity owner
- Boris Lynch
- Customer RFQ
- RFQ-0004821
- Parent contract
- MasterContract · Level 1
- Line credit limit
- $900
- Max credit limit
- $180,000
- Bill-to-BAN eligible
- Yes
Downstream: the generated quote. Derived configuration flows into CPQ pricing without re-keying; credit ceilings and line availability sit beside the totals so checkout isn’t blocked by a surprise.
First, the product: IoT connectivity.
IoT connectivity is the cellular service that links a fleet of devices back to the business running them.
- What is connected. Sensors, asset trackers, vehicle fleets, payment terminals, POTS-line replacements.
- Scale. A consumer plan connects one person to one phone. An enterprise deal connects thousands of SIMs and eSIMs.
- Network choice. NB-IoT and LTE-M for large low-power fleets. LTE and 5G for bandwidth-heavy, mission-critical ones.
- What is sold. Rate plans, certified devices, APN / VPN security, international roaming, and a management layer to run it.
- Consequence. A deal cannot be quoted from a price list.
Fig 1 · The connectivity spectrum the intake configures against. Four network technologies, from large low-power fleets to mission-critical workloads. The intake's network section maps each deal onto this curve.
The backend transformation.
T‑Mobile for Business was moving prospecting and QTC / CPQ onto a new version of Salesforce on a new backend.
- It replaced pricing spreadsheets and a standalone APN / VPN configurator.
- It replaced email approval chains, SharePoint spec docs, and manual GuideCX hand-offs.
- Once that work lived in one place, an intake could derive, route and audit instead of only collect.
The first product without a catalog line.
Everything else on the platform sold from a catalog line. IoT connectivity has none.
- A deal is a configuration of network technology, certified hardware, APN / VPN security, roaming and management layer.
- So it has to be derived, priced and approved rather than picked.
- Being first meant the framework had to hold for what came next. 5G Advanced Network Solutions and the other LTE offerings now run on the same intake, exception and approval pattern.
The intake was the symptom. The flow was the problem.
The nine-section intake was the visible pain.
- Dual list pickers, multi-selects nested inside dropdowns, dependency links that opened other Salesforce records.
- A 47-minute average completion time for trained IoT AEs.
- The form was only where the damage showed. The deal it fed crossed disconnected systems from pre-sales to contracting.
- Every handoff was re-keyed by hand.
So the scope was the whole flow: an Einstein-ranked lead through opportunity, intake, quote, pricing and contracting. What follows is what shipped inside the real constraints of two PM organizations, an enablement team and a CRM-generic design system. Where it matters, I show the version I would ship without them.
Entry and end-points
Fig 1 — The deal-flow the framework now lives inside, on the consolidated platform. Intake feeds quote logic and custom pricing directly, not just the next step. The dashed edge is the reopen path: renegotiation at contracting edits pricing state, not documents.
