Channel Partners Online

Channel Conflict

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
Agent 'Shopping': Too Much Talking, Not Enough Listening

It's hard to dig deep with an agent and invest in the relationship if the agent's attention is spread across four master agencies and a smattering of direct contracts. This is a valid reason for master agents to ask for volume commitments or exclusivity, and it's rational. ...More
May 17, 2012
Posted in Blog
Masters Gripe About Their Agents

Being an agent is not the easiest thing in the world. We work for ourselves, pay ourselves, pay our own insurance, rent/mortgage, benefits, etc. The last thing we want to hear from people who work at a master agency is how to run our business. ...More
May 10, 2012
Posted in Blog
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
Transactional 'Prostitute' Agents Won't Make It

The transactional, just-in-it-for-money agents are simply not going to make it. The drive to zero in costs and commoditization will squeeze them out. In many cases, it already has. ...More
April 19, 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
CTTA State of the Cloud Channel Report

Clouds are everywhere. Over the past several years, the cloud has evolved from a simple way of describing virtualized and service-based delivery of technology and communications solutions to a cultural and economic phenomenon. ...More
April 18, 2012
Posted in Reports, Voice over IP (VoIP)/IP Telephony
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
MegaPath: Channel Integration Strategy Is Working

The company's uptick in enterprise sales is due in large part to teaming between indirect and direct sales. ...More
April 5, 2012 By Khali Henderson
Posted in News