channel partners tag
25 result(s) displayed for channel partners (176 - 200 of 222):
Changing the Cable Channels
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...
Chasing the Points
Sometimes being an agent is embarrassing. There's the whole discussion on Phone+ about Ethics in the Channel. When I first got in the channel in 1999, I wouldn't do business in Miami, because you had to buy the business. Agents...
XO Channel Exec Changes
Jim Delis is leaving XO as Channel President. Rumor has it that he is heading to TW Cable. Tom Gorey returns to the Channel Chief position, reporting to Mike Toplisek, VP of Marketing.In other XO news, "XO also is expanding its...
Making Money in IP Communications
In a room filled with VAR's, inter-connects and VoIP resellers (and one investor), our ITEXPO panel this morning discussed making money from IP communications.How does the indirect channel make money from IP? It is SO different from TDM. This isn't...
Deltacom Terminates Referral Program
Deltacom has elected to discontinue the Referral Partner Program in its current structure.This letter serves as formal Notice of Termination of the Referral Partner Agreement for Recurring Commission, as amended, between Deltacom and your company. Per the terms in Section...
Why You Are Going to Need The Channel
Hello, VoIP Providers. How are the sales going on your Hosted PBX? I'll bet you are selling SIP Trunking -- at a savings on regular PRI pricing, right? Nice. Lower the revenue while fixed costs increase.That SIP Trunk could be...
Why Should an Agent Rep Your Stuff?
Many telecom execs think that agents are a free sales staff. I get calls all the time from people that want me to rep their services. I'm certain other agents do as well -- and master agents more than anyone.Here...
Will You Be Extinct?
Yesterday I had lunch with XO's Tom Gorey and Peter Davis. We spoke about the fast changes taking place in the channel space. Tom used to work for Ingram Micro, so he understands the VAR space as well. The big issue...
A Few Words with ACC
While at the Microcorp One-on-One event I had a chance to sit down with the president of ACC Business, JD Baker. We talked about the changes in the portfolio in 2009 (now that all the Baby Bells have transformed back...
A Few Words with COLOTRAQ
Dany Bouchedid is not only the President of the Technology Channel Association, the only not-for-profit association for channel partners, but he is the CEO of COLOTRAQ. Colotraq is a sort of master agency for collocation worldwide, that has direct agreements...
Best Practices for the Channel
Currently on the LinkedIN Group for Technology Channel Association members, we are having a dialogue about two important topics: a Code of Ethics for Agents and Best Practices.The Technology Channel Association (TCA) wants to examine the best ways to elevate...
A Very Specific Target
Listened to XO to introduce Enterprise SIP (ESIP) to the Channel today. This offering is very targeted. Enterprise SIP is designed for multi-location customers such as Retail and Restaurant chains that are looking to get rid of PRI's. ESIP will be for high...
IS MPLS HIPAA Compliant?
Speaking with Peter Davis, Partner Channel Manager in the Southeast for XO, about MPLS and HIPAA. XO recently held a webinar describing how their MPLS Solution can enable healthcare organizations to be HIPAA compliant. The wording here is important. Transport...
Where Has the Integrity Gone?
I received an email yesterday through my website contact form. From Dennis asking me if I was a direct agent for Paetec. (I'm not; I sub through Microcorp). I reply that I am a sub-agent and ask why. His reply:...
Telecom Takeover Tuesday
Yesterday was a big day for The Channel. Two separate acquisitions occurred with both takeover companies expressing interest in the Channel of the company being bought.First, we have GTT buying WBS Connect. WBSC is just a reseller of Transit and...
VoIP Providers in the Channel
Bandwidth.com just disbanded their agent channel. Other VoIP providers have done that as well. And I hear some complaints about the cable company indirect channel programs.The problem isn't the Agent Channel. The problem is the Channel Program design. You have to...
Personal Branding for Agents
I'm in Atlanta at the Microcorp event to moderate a round table for agents centered around sales and marketing. The title is Personal Branding. How do you promote your personal brand? When selling replacement commodity items, your brand may not be...
Channel Shift
The Channel is Shifting - and by that I do not mean a paradigm shift. I mean, that some telecom company channel programs are shifting away from a typical Agent focus and aiming squarely at the VAR Channel.XO has a...
Trends for 2010
In speaking with Microcorp today about their agent event in October in Atlanta, we were discussing a panel on Trends for 2010. It's not so much about the vendors, it's about the services that the vendors are offering that will...
Could They Make It Any More Difficult
A client who ordered a 2xT1 MIS in March wants a stand alone Internet T1 at the same location to segment some traffic. Trying to pull a simple contract for this customer is a bear. Why?DUNS number given to me...
Interview with Level3's Schlagbaum
This Q & A with Craig Schlagbaum, Vice President, Indirect Channels, Level3 comes from their monthly newsletter and is printed with Craig's permission.Q: What is the top reason that partners should sell Level 3 today? A:It's been about two and...
What Does Partner Mean?
I'm attending a two day meeting next week that is basically a client event for me. I was foolish enough to tell a couple vendors about it. Now they are sending two people to go sell direct. Isn't that great? ...
VoIP in the Channel: You Need a Complete System
Over the years I have worked with many VoIP Providers. A good chunk of my consulting is on The Channel, Referral Systems, and Sales Compensation.There are a number of landmines that can destroy a relationship with an independent sales agent....
Are You Still an ILEC Agent?
This from Telephony online and the Convergence Consulting Group: The latest in an annual study of the bundled services market shows US telecom service providers are losing wireline voice customers at a faster pace and being transformed in the process...
Telecom is Broken Part II
Amid phone calls with agents who are in a struggle over commission payments with carriers, I have been speaking with finance companies about telecom stocks. Lots of debt out there. Not really enough revenue to cover most debt. The other...
