Master Agents' Views on VARs as Indirect Sales Partners

The importance of VARs in the telecom industry is becoming ever more apparent, and perhaps nowhere more so than among master agents. For example, MicroCorp last year bought VAR-focused Five Star Communications and a branch of Premier Management Group to strengthen its expertise in the IT world. Others, such as World Telecom Group, added VAR-specific personnel and resources to their business models to attract more of those partners. And other masters are pairing their agents with VARs (Telarus comes to mind), while others simply are bringing VARs into the fold.

Channel Partners spoke with six master agents actively pursuing VARs, for more about their thoughts on what VARs bring to the traditional telecom channel. Click through this slide show to get more from CNSG, Intelisys, MicroCorp, TBI, Telarus and World Telecom Group.

Looking for more? Click here for service providers' take on VARs in the channel. Or click here for the February digital edition of Channel Partners magazine.

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