channel

Why Buy From an Agent?

April 7, 2010

As I start preparing for the TCA Channel Chief Summit next week, I have been reviewing the topics for discussion. One that pops in my head is Why Buy From an Agent instead of a Direct Rep?

In review of my client roster, many came to me because I had a deeper understanding of the products I was selling than most AE's. In fact, early in my career, I was brought in to a number of deals because of my knowledge of not just the product offering but also all the pieces that were required by the client to make that work.

Lately, it's a price game. VoIP Origination and Termination, Internet Bandwidth and transport (private line, MPLS, waves) - it comes down to availability and price.

Posted in agents, bandwidth, channel, sales and selling

An Interview with MegaPath

April 2, 2010

This is the raw footage of an interview with Dan Foster, Chief Sales and Marketing Officer at MegaPath Inc., that we did yesterday.

The first question is about the bundling of the SUTUS Business Central 200 for the Channel. MegaPath's priority is Inter-operability with IP-PBX vendors like SUTUS. MegaPath is the SIP Trunking Partner, pushing leads back to the VAR/Integrator/dealer network, including a rebate off the hardware (if available).

Posted in CLEC, PBX, agents, bandwidth, broadband, broadsoft, channel

ATC Assists TCA With Code of Ethics

March 30, 2010

ATC Instrumental in Collaborative Effort to Formalize Technology Channel Association's Code of Ethics

Association's Agent Committee Finalizes Professional Guidelines for Telecom Agents

Advanced Technology Consulting, Inc. today announced its critical involvement in a national, collaborative effort to formalize the Technology Channel Association's (TCA) Code of Ethics.

Posted in TCA, agents, channel

Changing the Name May Not Work

March 22, 2010

Posted in channel, technology

Channel Chief Summit

March 11, 2010

Posted in TCA, agents, channel

TCA Agents Ratify Code of Ethics

March 5, 2010

Posted in TCA, agents, channel

Channel Partners Need a Net-Head

March 1, 2010

Arrived in Vegas for the Channel Partners Expo (in conjunction with VoIP Nation). Seems everyone I speak with is looking for sales. We have at least as many channel agents as we have always had, so why the growing need for sales?

I think one reason is that most of the channel partners are TDM. Plug and play.

Posted in Internet, PBX, VAR, agents, bandwidth, cellular, channel, conferencing, fiber, saas, telecommunications, wi-fi, wireless

Changing the Cable Channels

February 23, 2010

As we head into the Channel Partners Expo in Vegas, we get the story of an agent being played by a carrier. Now it's not that unusual for agents to have carrier commission collection issues. There have been many stories about it in the last 18 months. What makes this unusual is that the carrier is a cable company.

Posted in agents, cableco, channel, commissions

What Do You Need to Know?

February 16, 2010

On a discussion today about certification training for agents under the TCA umbrella, we talked about what kind of training will it be.

Years ago, there was a CSP certification for agents that was created by Virgo (Phone+), Dale Stein of TAG, and Scott Levy. It didn't get much traction. Some think because of the money, but I think it's because agents don't want training.

How many agents think about the Industry, the Indirect Channel?

Posted in Internet, TCA, agents, channel, fiber, sales and selling, unified communications

Endstream Plans

February 8, 2010

At ITEXPO East 2010, I sat down with Erik B. Levitt of Endstream Communications to find out what this wholesale VoIP Provider had plans for in 2010. Endstream is a domestic inter-connection carrier wholesaling VoIP minutes. It acquired a small residential VoIP player. It is in-process for CLEC status in five states.

Posted in channel, voip

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