As we enter into 2010, the cap on the first decade of the millennium, I can’t help but wonder how far the agent channel has come since Y2K. As PHONE+ associate editor, I immediately look to measure the evolution by looking back at some of our cover stories from the last few years. Are these still the hot topics? Let’s take a look at some of the headlines from this decade.
In 2000 ...
Supplier Support: Deal Maker or Breaker
In the past 10 years – and since the beginning of the indirect channel – agents have been fighting for better support from their vendors. In the classic, “help me help you” scenario, agents continue to ask for hands-on management, provisioning support, and timely information and follow-up. One question remains, however. Is it the responsibility of the agent to seek out and demand all of the support and information it needs? Or does the onus of providing the right support lie with the carrier? I guess it depends on whom you ask.
In 2001 ...
Sunshine Amid the Clouds: Agents Flourish in Economic Downturn
I wonder if we were jinxing ourselves by calling 2001 an economic downturn. Little did we know the “joy” 2008 and 2009 would bring. However, as author Tara Seals wrote in this story, “Customers may not have the budgets they once did for telecommunications, thanks to the nationwide economic slowdown, but businesses always will need phone lines.” And this sentiment is a very popular one even still today as agents discuss the effects of a gloomy economy on the telecom channel.
In 2002 ...
Reshaping Your Business for Survival
This cover story is definitely a tale for the ages. PHONE+ has always been reporting on ways for channel partners to transform their businesses, and it will continue to do so as long as it is in existence. After all, if you don’t constantly re-evaluate and reshape your business model and goals, then you are definitely not – for lack of a better phrase – keeping up with the Joneses. And I assure you that if you’re not paying attention to the ever-changing environment of telecom, the Joneses will win. If your company is one of the more mature telecom businesses out there, you’ve no doubt held the need to constantly transform in high regard – at PHONE+, we’re pretty sure it’s why we’re still around as well.
In 2003 ...
Part Agent, Part Consultant: Professional Services Agents Cast Channel Partners in a New Light
Here, we see the hubbub about the consultative sale beginning to grow and grow and grow. Is the idea that telecom agencies can not only supply services, but also serve as a business’ outsourced IT department, still a newfangled idea? And, as this story predicted, have agents used the consultative sale to move up-market, taking a stab at larger businesses?
In 2004 ...
Enterprise Wi-Fi Moves Into the Spotlight
When it comes to wireless, there’s no question that we are seeing acceptance and adoption grow more and more each day in the enterprise. While we still discuss some of the same concerns with wireless as we did in 2004 – i.e., security – progressive businesses today are done sampling Wi-Fi and are contemplating going 100 percent virtual.
