commissions tag
24 result(s) displayed for commissions (26 - 49 of 49):
3 Weatherman and an Agent
At the CPExpo last night I was a panelist for the CPZ, an experiment in doing a talk show at the expo. It was 100 invitees, an open bar and 5 panelists in front of the camera - Khali Henderson,...
Channel versus Direct
When I speak to carriers about the Channel, it's usually through gritted teeth. Most carriers have a love-hate relationship with the Channel. Carriers: Agents aren't exclusive. They aren't pitching us first and foremost.Me: DUH! They aren't employees. They are brokers working...
InterNAP Sweeps the Legs of Agents
In March, InterNAP notified agents that it would be making changes to the Agent program. It was going Master-centric. According to the phone call I just received, 400+ agents that have agreements with InterNAP were given the boot. With 30...
Why Accurate Paperwork is Necessary
I have hired salespeople that just don’t want to do paperwork. Someone else should handle that why they do the “important work” of sales. I would buy into that if that superstar was closing a lot of deals or had...
VZ One Year
In an ironic move, VZ ends one year contracts at the same time it tells its Channel that it will only be paid commissions on year 1, even when they sell multi-year contracts. So VZ CEO Ivan says, "HA! Take...
What is a Master Agent?
A buddy of mine and I have been having a conversation for about a month about Master Agencies. We are trying to decide if there is a standard definition for the term. Generally, a master agent has direct contracts with...
How Important is Retention?
For service providers who understand the cost of customer acquisition, retention is an important metric. In fact, Wall Street calls it churn. It has to remain under 2% to be considered under control. For agents, retention is just as important. While...
2011 Will Be Tough
Several Carriers have notified agents that in 2011, they will be "managing to their contracts". "Some Carriers are having monthly reviews with their Contract Divisions to see which Agents are not meeting their obligations. While most Carriers were open to...
Verizon Changes Commissions
Shockingly, Verizon has dramatically changed their commission structure for 2011. The changes are effective for all orders issued into Verizon's legacy system after 1/1/2011. Commissions have moved from a Residual and Acquisition structure, to an all Acquisition (up-front) structure. Commissions...
Changes in Customers, Changes in Attitude
In an article by Gary Kim, Matt Bramson, Inphonex chief marketing officer, sais some interesting things about telecom sales to SMB.Bramson suggests that “People also increasingly are comfortable configuring their own solutions and are used to getting support from user...
Sub-Agent Basics
I received an early morning call from the West Coast today from a woman who is a sub-agent selling Sprint mobile services. She’s not having a good day. Here’s a few reasons why: She isn’t getting paid from her master...
A New Case of Huh?
So back in July, a client asked me to migrate 14 POTS lines from one location to a new office as well as take them back from a CLEC. The CLEC was a rebiller (non-facilities based) and kind of messed...
Renewals and Retention
As an Agent are you actively working to retain your customers? Are you working on renewals for contracts ending? If not, commissions will end and the account will be taken over by a corporate salesperson.“When a MetTel account falls into...
Indirect versus Direct: the Financials
At Microcorp agent show today, one regional GM was explaining that the corporate mentality is that it is more expensive to sell via indirect than direct. I was flabbergasted.The reasoning is that on year 2 and 3, when the carrier...
VZ Bumps Commissions Again
Verizon is no longer paying commissions on new or renewal POTS as of 9/1/10. This includes Mass-Market and Mid-Tier Customers. Other changes include: discontinuing commissions for Renewals for any Mass-Market customers (20 employees or less) and a decrease in commissions...
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...
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...
Microcorp Announces Commission Insurance
Atlanta based Telecom Master Agency announced at their Annual One-on-One event that they would be providing Commission Insurance. The details are coming (Brad Miehl said in November), but it looks like Evergreen may get a new look. Is this more...
Contract Law and Bad Advertising
Being a telecom agent usually means that you will have commission challenges with your vendors (the carriers). I have been on the receiving end of a big dent in my pay a couple of times. (Netting sucks). But it is the...
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...
Global Capacity Maxes Out Capital
As per the press release, you would think that the last bunch of transactions had just crippled the accounting firm.As previously announced in its Form 8-K filings with the SEC, the Company has been delayed in filing financial reports pending...
When the Agent Contract is Broken
At the Channel Partners Expo in Vegas last week, I helped man the booth for the newly formed Technology Channel Association, a non-profit agent association that was formed to create a community for best practices, a code of ethics, and...
Embarq Changes Recurring Conditions
Starting in April, any accounts that fall out of contract will no longer receive a commission from Embarq. So you will need to stay on top of your contract re-casting. It's a PITA because not every carrier pays for...
Commission Dinging
Should an agent's commission get dinged when the carrier issues a credit over an outage or SLA issue? I have two cases of this happening right now. In good faith, I sold a circuit that the carrier gave me permission...
