Channel Partners Online

Subagent

Slide Show: Point-Counterpoint — Agents, Masters Square Off on Exclusivity Clauses

People on both sides of the issue make some compelling arguments. Maybe the biggest issue here shouldn’t be (and maybe it’s not) how much money you stand to make from one sale, but how to position your business for long-term success. ...More
May 24, 2012
Posted in Galleries
Driving Sales on a Budget – Part 4

You don’t have to have a big budget to implement the CAR marketing method: Continuous contact, Alignment with sales and a Results focus. ...More
May 22, 2012
Posted in Articles
MPLS: The Go-To Cloud Connection

Cloud security and quality-of-service challenges may be best met by virtual private networks based on MPLS. ...More
May 21, 2012
Posted in Articles, Ethernet/ MPLS, Software as a Service/ Cloud Services (SaaS)
Master Agents & Subagents: The Exclusivity Debate Rages On

Agents, shop for value and support, not just points. Ask for transparency and put in writing your concerns up front. Otherwise, there are a lot of master agents you can bounce to and from. ...More
May 18, 2012
Posted in Blog
Channel Conflict Study: Deal Registration Is Just 'Good Enough' Protection

Deal registration was rated more than double the next highest conflict management methodologies, co-selling and co-account management. ...More
May 18, 2012
Posted in Articles
What Customers Don't Want From Agents

Knowing what customers want starts with knowing what they don't want. ...More
May 17, 2012
Posted in Articles
TBI Signs Strategic Deal with National Avaya VAR

The partnership is expected to unfold in phases, with phase one focusing on Altura selling voice, data and hosted communications services into its base of more than 6,000 customers. ...More
May 7, 2012 By Khali Henderson
Posted in News
Transactional Agents Are 'Zombies': Why Are We Still Talking About Them?

If a vendor can't justify their value to the point where I think my customer is just as well off with another provider with a lower price – and that makes me a prostitute because I'm sharing the savings to cover my monthly management fee – then I guess I'm a prostitute. ...More
April 23, 2012
Posted in Blog
Masters Consider Subagents Merely 'Coin-Operated Machines'

Do all master agents look at subs as "something they just have to deal with"? ...More
April 18, 2012
Posted in Blog
Offended Agent Sounds Off: Non-Agents Need to Zip It

At least one agent takes offense to a bunch of folks who are not agents talking about the mindset of agents. Generalizing that agents shop orders is wrong. ...More
April 16, 2012
Posted in Blog, Ethernet/ MPLS