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Channel Disruptions in February 2014

February 27, 2014

So as I understand it (I will confirm with Telx next week), Telx has revised its channel program. So Telx has over 300 agents of which maybe 100-120 have sold a deal. Those other approximately 200 are being given their walking papers. The top 25 partners will be business as usual.

Posted in agents, channel, colocation, commissions

If I Was Starting as an Agent Today

February 14, 2014

Yesterday the TCA launched "The Voice of the Agent" Webinar Series to provide advice for channel partners by agents. It was good content from the panelists - Michael Bremmer of TelecomQuotes.com; Evan Gillman of TransitBroker.com in NYC; and Jeff Sumner of Corporate Technologies Group. TCA board member, Nick Enger of ATC moderated the panel. [BTW, these are free to members and are archived on the TCA website.

Posted in TCA, agents, bellsouth agent, channel, commissions

What to Do After Getting Shafted on Commissions

December 17, 2013

As many of you know, being a telecom agent means that at some point in your business, a carrier will stop the commission check. It could be the carrier files bankruptcy or gets acquired or just changes the plan on you. What do you do next?

The normal response is to yell at the carrier; vent at friends; talk to lawyers.

Posted in agents, commissions

No More TDM

October 2, 2013

In an effort to speed up the adoption of IP-based voice services (like SIP trunks and VoIP), AT&T has stopped compensating Agents for TDM. No more POTS lines or PRI's, folks.

It's funny that this happens now because I have been trying to get an order in for 3 weeks for a PRI in rural Texas. It only took 3 weeks for SBC's division of AT&T to say, "We can't port those numbers.

Posted in agents, bellsouth agent, commissions, wireline

The Power of Cable

August 29, 2013

Agents and VARs want to sell cable - mainly due to demand from small business. The price points and the advertised speeds make cable attractive.

However, the cable guys really only want to sell direct. Period.

Posted in VAR, agents, cableco, channel, commissions

Monday Morning Quarterback

February 4, 2013

The 49ers got robbed by the refs twice in the last 3 minutes of the game. And the viewers got robbed because most of those commercials sucked. Just my opinion of course.

But we start Monday with Oracle buying Acme Packet for $2B!

Posted in agents, channel, commissions, mergers

Everything is Changing, No One is Happy

January 25, 2013

Belkin is buying Linksys from Cisco, who is exiting the consumer business. What are they doing with the Scientific Atlantic set-top boxes?

Logitech is dumping some of its product lines as it re-vamps.

Andy says that Yahoo! Voice is shutting down.

Posted in VAR, agents, channel, cloud computing, commissions, master agency, sales and selling, telco

Things VAR's Will Love About Selling Telecom

September 28, 2012

As the carriers look to the VAR space as the new sales channel, I would like to tell the VAR community a few things that they will love about selling telecom.

1) Install dates that are fluid. Porting numbers happen at the whim of the carriers you are porting from. The FOC date (when carriers install circuits) will move without notice or at the most a day's notice.

2) Your current partners - HP, IBM, Microsoft or Cisco - have never snaked a deal from you, but in telecom it will happen often.

Posted in VAR, agents, commissions, telco

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