channel partners tag
25 result(s) displayed for channel partners (176 - 200 of 244):
Do You Compete With Your Channel Manager?
Lately, I have been seeing some crazy things out of Channel Managers. Do they not understand that everything comes out since we operate in a small world?I have seen this twice this month, where someone is a channel manager for...
TCA Adds MegaPath and Star2Star
The Technology Channel Association (TCA) announced the addition of two new carrier members in July: MegaPath Inc. and Star2Star Communications LLC. TCA was launched in August 2008 as a non-profit trade association for channel organizations selling any technology solutions.TCA membership...
Ethics of the Rolodex
What happens when a channel manager leaves a Master Agent or a Carrier? Who's Rolodex is it? That database of contact info is a valuable asset.What happens if the channel manager takes that database and all that information with them? Is that...
So You Want Agents to Sell Your Stuff
Many companies come to me for Channel Consulting. Either they have an Indirect sales channel that isn't working or they want to start using that free sales team called the indirect agent.The Indirect Sales Channel has appeal because they don't...
Is 4G a Game Changer?
Lots of buzz around 4G - and Sprint and Clearwire certainly need that buzz to reach tweet level. But is it a game changer Just my opinion but 3G is ho-hum. I haven't noticed that much speed off by EVDO...
What Makes a Good Master Agent?
The Technology Channel Association (TCA) hosted a conference call today about What Makes a Good Master Agent.The main factor is of course money. Commissions. Collecting them. Mediating commission disputes. Evergreen contracts. Paying them in a timely manner.What about the financial...
7.5 Things to Consider about VoIP Providers
It's seems every day another provider of VoIP services pops up. There's at least 1100 of them. How does a small business decide what VoIP Provider to use? My guess is that it's the first one to knock on his...
The SMART System
SPOT, SMART, GCSM are all the names of the systems that AT&T Solutions Providers must learn to navigate to put a sales lead into the system in order to get pricing and contracts.Have they not seen SIMPL? That's the system...
As Switch & Data Becomes Equinix
Equinix announced on May 4 that it completed its $683.4 Million acquisition of Switch and Data.What it didn't announce (yet) is that the channel program for Switch and Data has been shuttered. The employees were let go yesterday. Dany Bouchedid, CEO...
The Big Push to the Cloud
The news is awash with stuff being pushed into the Cloud. Everything is going hosted. Reading press releases, it seems that conferencing is changing and everyone is rolling out a hosted PBX solution. It's a frenzy of zombies following the...
Rules of Engagement
It's a sometimes funny CBS sitcom, but to Agents in the Telecom Indirect Channel, Rules of Engagement are the sometimes written policy from carriers about Channel Conflict.What is Channel Conflict?Channel Conflict is when an agent and a direct account exec...
Lit Building Strategy
Rob Powell at Telecom Ramblings has his lit building chart updated. Top 5 most lit buildings is TWT, L3, Optimum Lightpath, FiberTech and XO at 3000.So L3 tried to sell mainly on-net via the channel. They would light any building...
I Want To Work With You
I hear that a lot: "I want to work with you." What they really mean is: "Please sell for us." or "Please bring us deals."It's actually getting funny. I had a VoIP provider call me recently. I tried explaining that...
TCA Looking for a Few Good Agents
The Technology Channel Association is looking for a few good Agents. Are you a VAR, Inter-Connect, Systems Integrator, MSP, MCP, or traditional telecom agent? Join TCA!No. Really. Take 5 minutes to join the only non-profit trade association that is actively working...
Big Changes at the Big Bell
The agent that dragged me into Telecom back in 1999 sold his telecom agency on New Year's Eve. He was a Gold Partner for many years but met with me in November because he saw the writing on the wall....
How Do You Raise An Ocean?
So this morning is the TCA Channel Chief Summmit where we will discuss some of the following:How do you raise the ocean? Not only grow the Indirect Channel but make the pie whole?How do you improve the indirect channel? How...
TCA Channel Chief Summit
On Tuesday, the TCA Board gets together with the executives in charge of the channel of the TCA Vendor companies - Level3, XO, Motorola, Qwest, US Signal, SalesStream, NetWolves, Intercall and Global Crossing.What's up for discussion? Raising the Bar for...
Why Buy From an Agent?
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...
An Interview with MegaPath
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...
ATC Assists TCA With Code of Ethics
ATC Instrumental in Collaborative Effort to Formalize Technology Channel Association's Code of EthicsAssociation's Agent Committee Finalizes Professional Guidelines for Telecom AgentsAdvanced Technology Consulting, Inc. today announced its critical involvement in a national, collaborative effort to formalize the Technology Channel Association's...
Channel Chief Summit
The Technology Channel Association, the only not-for-profit agent trade association, is holding the first ever Channel Chief Summit on April 13th. This is an exclusive event for the TCA vendor members to some together to discuss best practices in the...
Channel Partners Need a Net-Head
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...
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...
