Channel Best Practices

The Theory of Evolution for Channel Partners — Part 1

This four-part series examines steps facilitating the evolution of the traditional business model — whether a telecom dealer, agent, IT VAR or integrator. This article looks at the overall business (strategy, tactics, etc.). ...More
January 3, 2013
Posted in Articles, Software as a Service/ Cloud Services (SaaS)
What's Missing From the Cloud Conversation

I wanted to talk with a channel partner who would understand my business, my business goals and how I made money. ...More
January 2, 2013
Posted in Articles, Software as a Service/ Cloud Services (SaaS)
Outlook 2013: IP Communications

UC, video collaboration and cloud will drive businesses to invest in end-to-end IP networks. ...More
December 27, 2012 By Khali Henderson and Kelly Teal
Posted in Articles, Ethernet/ MPLS, Voice over IP (VoIP)/IP Telephony
Channel Manager: The Tip of the Spear

The primary reason carrier partnerships succeed or fail is because of the sharpness of the tip of the spear, the point of the partnership where the real work gets done — at the point of sale, where the agent is joined with and supported by the channel manager. ...More
December 19, 2012
Posted in Blog
Outlook 2013: Cautious Optimism

Industry views are both optimistic about the incredible opportunities for partners to outfit customers with these enabling technologies and cautious about the retooling required for partners to realize this potential quickly and profitably. ...More
November 29, 2012 By Khali Henderson and Kelly Teal
Posted in Articles, Ethernet/ MPLS, Software as a Service/ Cloud Services (SaaS), Voice over IP (VoIP)/IP Telephony
Creating a Converged Data Center Practice

Transitioning to a converged data center practice can be accomplished through a series of role changes, training investments and compensation adjustments. ...More
September 18, 2012
Posted in Articles
Technology Law Group Creates LinkedIn Group for Channel Partners

The firm even is offering a complimentary review of one telecom agreement. ...More
August 15, 2012
Posted in News
New Agents On the Block

What's it like to be a startup telecom agency in today's converged technology world? ...More
July 18, 2012 By Kelly Teal
Posted in Articles
Partners: Mobility Means Opportunity

New data from Canalys underscore that mobile devices in the enterprise are expanding agents' and VARs' sales possibilities. ...More
July 5, 2012
Posted in News
Fees vs. Commissions: The Double-Dipping Debate

Some say lower commissions and more complex customer environments mean agents should charge their customers in addition to receiving commissions. Others say it's double-dipping. ...More
June 19, 2012 By Kelly Teal
Posted in Articles