TCA

The Channel and IP Comm

September 29, 2010

I presented on a webinar for the Technology Channel Association today titled How to SELLECOM Hosted PBX. We had a good turn out and many questions (which I appreciate).

One question was why I would suggest that the agent NOT ask for the bill. When selling IP Communications, it isn't about cost savings.

Posted in PBX, TCA, VAR, agents, broadsoft, channel, sales and selling, telecommunications, unified communications, voip

TCA Announces Certification at Channel Chief Summit

September 20, 2010

At the Channel Partners Expo in DC this week, the Technology Channel Association (TCA), a nonprofit trade group for the indirect sales channel, held its second Channel Chief Summit. This member only event is a chance for the channel executives to mingle and discuss best practices and ways to grow the ocean that is The Channel. Topics discussed included the membership recruitment drive underway at the TCA; industry visibility opportunities for members; what role the Channel will have in cloud computing; and TCA's huge educational push.

Besides monthly peer led webinars, TCA will be launching a Certified Telecommunications Professional (CTP) program designed for telecom agents.

Posted in TCA, agents, channel

The Channel Loses a Champion

September 9, 2010

Just learned that Craig Schlagbaum is leaving Level3. Craig has been a champion of the Indirect Channel since he arrived at Level3 in 2004. As a Vendor member of the Technology Channel Association, Craig has been a thought leader helping us to shape our initiatives at the TCA.

Craig helped steer partners from Progress Telecom, Looking Glass Networks, WilTel, Broadwing, Telcove and ICG through the Level3 acquisition nightmare. For that, I will always have a high respect for him. I wish him luck in his next adventure.

Posted in TCA, channel

TCA Adds MegaPath and Star2Star

August 2, 2010

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 is open to both agents and vendors.

As vendor members, MegaPath and Star2Star will collaborate with TCA on the development of industrywide standards and best practices.

Posted in TCA, agents, channel, technology

What Makes a Good Master Agent?

June 29, 2010

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.

Posted in TCA, agents, channel, commissions

TCA Looking for a Few Good Agents

April 21, 2010

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 to improve your industry - and thus your livelihood.

Like any non-profit, we need a few active volunteers to get projects done. That's where you come in. On May 5th at 1 PM Eastern time, we will be having an open agent call to get volunteers to help with membership and other activities. If you are interested, please join TCA or ping me. Thanks.

Posted in TCA, VAR, agents, channel

How Do You Raise An Ocean?

April 13, 2010

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 do agents sell more and sell upstream (in other words, migrate from TDM to the IP Communications world)?

How do we implement a Certification Program for telecom agents?

What are the Best Practices in the Indirect Channel inside the Carriers?

Motorola, Qwest, Level3, XO, Global Crossing, InterCall, NetWolves, US Signal, and SalesStream will all be represented, as well as the following agent companies: COLOTraq, Microcorp, TBI, WTG, AB&T Telecom, Avant Communications, Communications Management Partners and RAD-INFO, Inc.

Posted in TCA, agents, channel

TCA Channel Chief Summit

April 7, 2010

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 the Indirect Channel and Taking the Channel to a new level of performance and results. That's the marketing answer.

How to increase value in the ChannelHow to increase effectiveness of Channel PartnersSales ResearchCode of Ethics and the Certified Agent ProgramIt's going to be a full day and a half. You should have joined so that you could be there. Maybe next time.

Posted in TCA, agents, channel

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