The indirect channel for communications network services has evolved somewhat differently than those for voice and data telephony gear. Those channels have a relatively straightforward structure with the vendor working directly with a dealer/reseller or using a distributor to supply product to its indirect sales partners. In the carrier world, there is a more complex structure (see graphic, Communications Services Supply Chain). Understanding the different players will help an agent understand his role in the supply chain.
Carriers
Carriers, also called network service providers, are regulated companies that provide wide area network (WAN) communications services. WAN services are those beyond the customer LAN. (Think telephone and Internet services.) These companies are facilities-based, i.e., they own fiber/copper infrastructure and/or switching equipment. (Think telephone company.) Carriers fall into a few primary categories:
Local Exchange Carriers (LECs) provide local telephone service. The largest of these are the former regional Bell operating companies (or RBOCs), which include Verizon Communications Inc., Qwest Communications International and AT&T Inc. There are other independent operating companies, such as CenturyTel and a number of rural telephone companies.
