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| PHONE+ |
The Cost of Termination for Convenience Clauses The pitfalls of non-disclosure agreements and how to avoid them.   |
PHONE+
February 17, 2010
Neil S. Ende |
The Danger of Termination Clauses in Agent Agreements Most carrier agency agreements have been unclear at best and one-sided and oppressive at worst. |
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+
January 19, 2010
Craig Dingwall |
Evergreen Clauses: Are They Enforceable? Evergreen clauses ensure agents a continuing commission payment for the life of the customer. It seems like a good idea, but are they enforceable? That depends on the contract. |
| PHONE+ |
PHONE+ Asks: How Will Carrier Consolidation Impact the Agent Channel? Several agents weigh in on this question. |
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+
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+
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+
December 30, 2009
Khali Henderson |
What Are the Primary Agent Business Models? Descriptions of the several types of agents in the telecom industry. |
PHONE+
December 30, 2009
Liu & Crowe |
Contracts: What Are the Basic Components of an Agent Agreement? A well-drafted agreement will define the rights and responsibilities of the parties involved, so as to minimize the risks that come from uncertainty and misunderstandings. |
PHONE+
April 9, 2010 |
Ethical Dilemma No. 3: Subagent End Run Should subagents (or carriers) bypass the master agent? Master agent Josh Anderson and independent agent Laura Bernstein weigh in on the matter. |
PHONE+
December 30, 2009
Sievers & Henderson |
Compensation: How Is an Agent Paid? For an agent, the conventional boss/employee relationship and the regular paycheck fall by the wayside to make room for more sophisticated, and sometimes complicated, monetary arrangements. |
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+
January 26, 2010 |
Ethical Dilemmas in the Channel, Part 2 Should agents share commissions with customers? |
| 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+
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+
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+
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+
December 30, 2009 |
Channel 101 -- PHONE+ Fact Book 2010 An updated primer of telecom industry basics. |
PHONE+
April 9, 2009
Al Subbloie |
TEM Tips for Agents Companies are being challenged to adjust their communications costs. This is an opportunity for agents and channel partners to come to their customers' rescue. |
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+ |
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+
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+
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+
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+ |
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+
Rebecca Rosen |
Asset Management: Maximizing Your Provider Partnerships Leveraging your carriers' resources to ease or accelerate success as an indirect sales agent. |
The Motley Fool
January 31, 2005 |
Working With Real Estate Agents Approach the relationship sensibly, and you'll both be happier. |
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 28, 2009
Cara Sievers |
The Channel: A Look Back Agent news highlights from the last ten years in the telecom industry. |
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+ |
Ethical Dilemma No. 6: Subagent Circumvented This article features indirect sales agents and their carrier suppliers discussing an ethical dilemma in the communications industry channel. |
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+
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+ |
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 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+
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+
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+
April 23, 2010 |
What Makes a Service Provider Easy to Do Business With? Telecom agents offer their opinions. |
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+
April 27, 2010
O'Hanlon & Henderson |
Making Agent-VAR Partnerships Work Five companies share their successes. |
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+
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+
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. |
The Motley Fool
February 16, 2007
Dan Caplinger |
Have an Agent in Your Corner Buying a house is stressful enough without having to worry about whether you can trust the real estate agent you're working with. By using a dedicated buyers' agent, you can make sure your agent is working for you. |
CRM
September 2007
Ian Jacobs |
Across the Universe Contact center managers have begun to examine this idea of the universal agent, agents theoretically capable of handling any contact, via any channel. |
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 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+
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. |
