M&A, Changing Contracts, ‘The Cloud’: What It All Means for Agents’ Pocketbooks

So much is happening in communications to impact partners’ pocketbooks. There’s carrier M&A (Windstream-PAETEC; EarthLink-Deltacom; TelePacific-Tel West Network Services; Level 3-Global Crossing; Time Warner Cable-Insight; AT&T-T-Mobile). At the same time, some service providers have made sudden changes to their contracts with agents (I am thinking of Internap as the most recent example). And then, of course, there is “The Cloud." For partners, the critical aspect is to learn how to navigate these big changes successfully so they can keep increasing their own revenue.

That’s why I’m looking forward to Wednesday afternoon’s panel, “Benchmarking and Maximizing Agent Compensation."

The session is based on the 2011 Channel Partners Compensation Survey, which contained new questions whose answers revealed some important trends for partners – think renewal commissions, cloud services commissions, carriers’ expectations and more – that our expert panelists will discuss.

“Benchmarking Comp," as I’ve come to refer to the session over the past few months, also features our brand-new interactive component, Create Your Own Experience (we call it “CYOE"). Near the end of the presentation/discussion, I’ll poll the audience for topics they want panel members to talk about more in-depth. This is the chance for you to really get what you need out of the 75 minutes; we’ll dive into the issues affecting your compensation.

And that takes me to my final point. “Benchmarking Comp" features three panelists with three different perspectives, to help you sort your way through issues. We have the legal view, thanks to Telecom Lawyer’s Ben Bronston; there’s the carrier angle, thanks to EarthLink Business’ J.R. Cook; and the agent standpoint, courtesy of MACH4’s Brian Miller.    

So join us, from 4:15-5:30 p.m. We’ll be in room W471A-MC.