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Agents, Wireless Is Not Optional

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Edward O'ConnorBy  Edward O'Connor, Vice President of Network Technology and Sales, Total Communications Inc.

The growth of the wireless industry is without precedence. Every business customer needs to have a wireless/mobility strategy for their company. It’s not an option; it is a requirement.

For a telecom agency to remain vibrant and continue to be financially stable (I won’t go so far as to say growing), it either has to embrace wireless or closely align itself to a business partner that can address this growing service and it’s very sophisticated apps/product growth.

We made this move nearly three years ago. New products, special pricing plans, ordering intricacies and the backroom, day-to-day work for upgrades, plan shifts and a typically very demanding user base are quite challenging.

Agents in today’s marketplace will not survive for the long term without a clear plan for penetrating the wireless market and becoming very proficient in the products, apps and customer-specific utilization of wireless technology.

What is the investment required by agents to play in this space and can that investment be supported by the sales and churn in the industry?

That’s the $64,000 question.

Edward O’Connor is the vice president of network services and sales at Total Communications Inc. , which has more than 30 years operating experience in the voice, data, network management, and structured cabling arenas as a large interconnect solution provider, representing the Cisco and Mitel/Inter-Tel product lines. Total Communications Inc. also is a master agency representing multiple carriers. O’Connor has more than 25 years experience as a leader in telecommunications firms, with expertise in PBX and network sales, marketing, engineering and operations. Over the past 15 years of his career he has held senior sales management positions with SBC, MFS, Brooks Fiber Communications, and MCI, with responsibilities during those assignments handling SMB, wholesale, enterprise and global markets. He also is a member of the 2010-11 Channel Partners Conference & Expo Advisory Board .

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