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PHONE+
December 22, 2009 |
How Will the Communications Industry's Indirect Channel Be Transformed in the Next 10 Years? Telecom executives weigh in on what the future holds for the telecom industry.   |
| PHONE+ |
PHONE+ Asks: How Will Carrier Consolidation Impact the Agent Channel? Several agents weigh in on this question. |
PHONE+
December 22, 2009 |
What Was the Most Significant Development in the Indirect Channel in the Last Decade? Telecom executives weigh in on the most significant development in the indirect channel industry. |
| PHONE+ |
Back to Basics: Channel Partners Fact Book 2011 An editorial regarding the inspiration and intention of the Channel Partners Fact Book guide for telephony agents. |
PHONE+
September 16, 2009
Lynn McCullough |
Agents Identify 7 Best Practices for Channel Managers Agents share their points of view on what can be done on a daily basis to ensure the best possible customer experience. |
| PHONE+ |
tw telecom Relaunches Partner Program Four years after acquiring its first agent program with the purchase of Xspedius in 2006, tw telecom in 2010 it relaunched its program, changed some of the rules of engagement and is investing in more support for agents. |
PHONE+
May 19, 2009 |
Thinking Out of the Telecom Box To survive the recession, telecom agents need to take a long, hard look at their businesses. |
PHONE+
March 23, 2010 |
Do Agents Have a Chance Fighting Mass Terminations from Carriers? Telecom experts off their opinions on how agents might be able to deal with carrier downsizing. |
PHONE+
December 30, 2009
Khali Henderson |
What Are the Primary Agent Business Models? Descriptions of the several types of agents in the telecom industry. |
PHONE+
February 2, 2010
Greg L. Taylor |
Tired of Being Bullied? More and more agents are feeling taken advantage of by carriers. This article discusses some options to solve the problem. |
PHONE+
December 30, 2009
Khali Henderson |
What Should an Agent Look for in a Partner Program? As an agent, you must evaluate many criteria before entering into a distribution agreement with carrier or master agency -- both about the supplier and its partner program. Here are some tips to get you started. |
PHONE+
December 30, 2009 |
Channel 101 -- PHONE+ Fact Book 2010 An updated primer of telecom industry basics. |
PHONE+
February 17, 2010
Khali Henderson |
Q&A With TelePacific Channel Chief Ken Bisnoff TelePacific Communications announced in early January that Ken Bisnoff has retaken the reins of the CLEC's TelePartner program, following the resignation of Justin Chris-Tensen |
PHONE+
May 22, 2009
Cara Sievers |
Q&A With One Communications' Channel Chief Michael Fair In order to facilitate more closely focused and more localized channel management, Massachusetts-based One Communications, announced plans to grow its channel management team by 50 percent this year. |
PHONE+
May 18, 2010 |
Is Energy the Next Big Thing for the Telecom Channel? Agents weigh in on the utility market in telecom. |
PHONE+
May 1, 2009 |
Agent Roundtable 2009 Six agency owners to discuss the challenges and opportunities they are experiencing in selling carrier services and diversifying their offers. |
PHONE+
September 14, 2009
Cara Sievers |
The Softer Side of PRM Telecom's indirect channel, vendors and their partners continue to see value in building and nurturing their relationships outside of mass e-mails, order submission platforms and partner portals. |
PHONE+
November 24, 2009 |
Ethical Dilemmas in the Channel Josh Anderson, CEO of Telephony Partners presents ethical dilemmas that have happened in the indirect sales channel. Suppliers and partners provide their input on how to handle the dilemmas. |
PHONE+
January 26, 2010 |
Ethical Dilemmas in the Channel, Part 2 Should agents share commissions with customers? |
PHONE+
Michael Murphy |
Surviving Carrier Consolidation Consolidation definitely has its pros and cons. Your willingness to prepare yourself, diversify within the industry and maintain strong client and vendor relationships will help you succeed no matter how the landscape changes. |
PHONE+
January 29, 2010
Khali Henderson |
On-Demand CRM for Telecom Agents Debuts After a year in beta testing, Qudex announced in fall 2009 a new on-demand CRM package just for telecom. The software as a service application was designed for customers, carriers and agents to manage telecom assets. |
PHONE+
September 18, 2009
Khali Henderson |
Q&A With New Edge Network's Channel Chief JR Cook New Edge Networks, a business communications unit of EarthLink Inc., (ELNK), announced in August that channel veteran J.R. Cook has joined the company as managing director. |
PHONE+
May 25, 2010 |
Ethical Dilemma No. 4: First Quote or Ink Wins? Policies for preventing quoting conflicts between competing agents working with the same master agent. |
PHONE+
January 25, 2010
Cara Sievers |
Survey Sheds Light on Indirect Channel Compensation As the country awaits an economic rebound, channel partners in the communications industry reported fairly steady revenue streams and a positive outlook on growth. |
PHONE+
August 28, 2009 |
PHONE+ Asks ... Does Exclusivity Pay? Telecom industry consultants weigh in on whether exclusive vendor contracts makes good business sense. |
PHONE+
December 22, 2009 |
2010: Where We've Been ... Where We're Headed A snapshot of the past decade and predictions about the next for the telecom industry. |
| PHONE+ |
Q&A With Deltacom Channel Chief Ken Royer An interview with Ken Royer, vice president of alternate channels for Deltacom, about his plans for the company's indirect sales channel. |
PHONE+
October 23, 2009
Khali Henderson |
Q&A With Broadview Channel Chief Chris Eldredge Broadview Networks' new executive vice president of alternate channels and carrier sales discusses his plans for their indirect sales channel program. |
| PHONE+ |
Channel Partners Asks: What Is Your Business Goal for 2011? A focus on business growth for 2011 is the major theme. |
PHONE+
August 13, 2009
Khali Henderson |
Going Global: Agents Find New Revenue Selling International Services to MNCs For telecom agents feeling the squeeze on domestic business, helping U.S. companies' develop their telecommunications systems for going global can not be ignored. |
PHONE+
February 23, 2010
Khali Henderson |
Level 3 Channel Steps Up Its Game Executives at Level 3 Communications Inc. say 2009 was a turning point for the company's channel strategy. |
PHONE+
April 29, 2010
Khali Henderson |
Q&A With Cavalier Channel Chief Michael Gough Cavalier Telephone, a full-service telecom company announced the addition of Michael Gough as its new channel chief. He shares his plans for his new position. |
PHONE+
June 12, 2009
Cara Sievers |
Frontier to Follow FairPoint's Footsteps? Since FairPoint Communications Inc. acquired the Verizon landline business in Maine, New Hampshire and Vermont in March 2008, a few channel partners have expressed disappointment. |
PHONE+
May 19, 2009
Cara Sievers |
Trading Gigabits for Kilowatt Hours What better time for agents to contemplate playing in the energy field as current and prospective customers reevaluate their utilities spend? |
PHONE+
May 11, 2010
Khali Henderson |
Agents Reinvent TEM Keeping telecom environments and expenses under control for customers requires regular monitoring and management. |
PHONE+
January 19, 2010
Khali Henderson |
Q&A With PAETEC Channel Chief Donna Wenk Donna Wenk, senior vice president of sales operations and customer care at PAETEC shares her plans for the company's indirect sales program. |
PHONE+
April 27, 2010
O'Hanlon & Henderson |
Making Agent-VAR Partnerships Work Five companies share their successes. |
PHONE+
April 6, 2010
Natasha Royer Coons |
Giving Wireless a Second Chance Despite the continued evolution of the cellular networks and technologies, increasing bandwidth, and the almost ubiquitous usage of smart devices in the business world, telecom agents have not been compelled to embrace the wireless sale. |
PHONE+
December 30, 2009
Khali Henderson |
How Is the Agent Channel Organized? The indirect channel for communications network services has evolved somewhat differently than those for voice and data telephony gear. |
PHONE+
September 17, 2009
Khali Henderson |
Business Cable TV Now Available to TWC Agents Now, agents in the Time Warner Cable Business Class Partner Program can offer small and medium businesses Internet, phone and TV on a single bill. |
PHONE+
November 23, 2009
Joslyn Faust |
Downturn Prompts Diversification of Agent Business A large number of telephony agents are taking action to represent other carriers, carry different products and services, or sell to different types of customers. |
PHONE+
October 28, 2009
Trent & Troy McCracken |
How to Sell a TEM Solution Selling a TEM/TLM requires an agent to understand more than just the advantages of a new telecom service. |
| PHONE+ |
M&A Impact on Agent Contracts Attorney Ben Bronston describes how carrier consolidation impacts agents' revenue streams. The best way to protect yourself is to negotiate your key agreements with the help of an experienced telecom lawyer on the front end. |
PHONE+
December 30, 2009
Cara Sievers |
Back Office: What Do You Need to Run an Agency? To be able to concentrate on selling to current customers and generating relationships that will hopefully create new customers, agents must be cognizant of everything that needs to happen smoothly behind the scenes. |
| PHONE+ |
Ethical Dilemma No. 5: Referral Quid Pro Quo Indirect sales agents and their carrier suppliers are featured discussing an ethical dilemma in the communications industry channel. |
PHONE+
August 27, 2009
Cara Sievers |
Telarus Discusses Implications of GeoQuote Patent The patent covers technology that powers Telarus' public-facing lead-generation sites as well as its password-protected agent back-office sites. |
PHONE+
June 22, 2009
Khali Henderson |
Global Crossing's Double Team In the first half of 2009 Global Crossing Ltd. (GLBC) recruited not one but two executives to lead its indirect sales team and revamped its partner playbook. |
PHONE+
December 22, 2009 |
What Was the Most Significant Development -- Positive or Negative -- in the Competitive Landscape in the Last Decade? Telecom executives weigh in on good and bad developments among telecom providers. |
PHONE+
June 30, 2009 |
PHONE+ Asks If Residuals Still Rule Agents provide their own answers. |
| PHONE+ |
Q&A With Lightyear Channel Chief Kevin Parker A PHONE+ interview with Kevin Parker, vice president of sales for Lightyear Network Solutions, about his plans for the company's indirect sales channel. |
