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T-Mobile Signs Master Agents: 'We Can Make Real Money On This Like We Do in Wireline'

By Khali Henderson
June 23, 2014 - News

T-Mobile confirmed that it has signed agency agreements with several master agencies, signaling the official launch of its first-ever business-to-business Channel Partner Program, announced at the Channel Partners Conference & Expo in Las Vegas. Significantly, the program is the first offered by a major mobile operator that includes residual commissions.

Cellular Optimization and PlanetOne are among the first master agents to join the program. As Channel Partners reported in March, T-Mobile has been in talks with nine master agents. Damian McCabe, vice president of partner, indirect and M2M for T-Mobile, told Channel Partners that more than half of the nine have signed agreements, with the others expected to sign shortly.

McCabe said the new T-Mobile program offers these master agents and their subs an unprecedented experience.

“What T-Mobile has done for the channel partner community is we’ve delivered the ‘Holy Grail,’" said McCabe, pointing to the residual compensation structure, which offers recurring commissions as a double-digit percentage of the customer’s monthly recurring charges, plus upfront bonuses.

Based on feedback from the channel going back to September, T-Mobile has built a program that meets the channel’s needs.

“Common feedback was the other wireless carriers kept the wireless sales, customers [and] revenue to themselves," McCabe said. “The wireless carriers did nothing to enable nor compensate (only offering a one-time bonus) the channel community to sell wireless products and solutions."

McCabe also points to a partner portal, which T-Mobile launched in May to provide tools, such as a coverage checker, a data calculator, a total cost of ownership tool, information on T-Mobile, training, promotional materials and more. McCabe also is promising a quote-to-order tool in the next four to six weeks through an integration with Salestream Software’s MasterStream, a widely used wireline quoting platform. The quote and ordering tool will not only handle rate plans but also device ordering and drop shipping to the client.

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