• Khali Henderson Blog: Terminated Without Cause?
    Some 30 Equinix agents were cut without cause. The action has reignited the debate about “termination for convenience" clauses in partner contracts. ...More
    June 29, 2010 By Khali Henderson Posted in Blog
  • COLOTRAQ Launches Colo Master Agency
    Data servers
    COLOTRAQ, a global sourcing advisory firm for data center services, has launched a full-service master agency for colocation, managed hosting and cloud computing services. ...More
    June 28, 2010 By Khali Henderson Posted in News
  • Cavalier Revamps Agent Contract, Beefs Up Support
    Cavalier has made changes to its channel program, including a new partner contract and enhancements to its Agent Resource Center, emphasizing the "human element." ...More
    June 22, 2010 By Khali Henderson Posted in News
  • TNCI Rolls Out MPLS Incentives
    TNCI is offering its indirect sales agents special bonuses and sales promotions on MPLS loops and ports on the Sprint Nextel Corp. network.Through June 30, 2010, TNCI will offer customers a 20 percent discount on monthly recurring charges over a two-year term on all Sprint ...More
    April 22, 2010 Posted in News
  • The Problem With Web Site References in Contracts
    The terms and conditions of the contract are supplemented by and/or subject to the terms of the “service guide,” along with a URL reference to the carrier’s Web site. This language seems innocuous and the explanation sounds logical. Do not believe it, not even for a second. ...More
    March 30, 2010 By Neil Ende Posted in Articles
  • The Danger of Termination Clauses in Agent Agreements
    With the deteriorating economy, some carriers have made a business decision to reduce their losses – or widen their margins – by refusing to pay commissions to their agents. ...More
    February 17, 2010 By Neil Ende Posted in Articles
  • Evergreen Clauses: Are They Enforceable?
    From an agent’s perspective, including evergreen clauses, which ensure continuing commission payments for the life of the customer, in its agreements with carriers and master agents seems like a good idea. But are they enforceable? As with most legal issues, that ...More
    January 19, 2010 Posted in Articles
  • TNCI Equity Program Attracts 1,000+ Agents
    TNCI and the Agent Alliance, sponsors of the Agent Equity Plan, said the program has more than 1,000 participants – direct agents and subagents -- and added $2.5 million a month to TNCI’s revenue since rolling out in summer 2008.The status report comes after a ...More
    November 6, 2009 By Khali Henderson Posted in News
  • Avaya Lures Nortel Partners with Fast-Track Support, Bonuses
    Avaya Inc. announced this week a new program to attract resellers from embattled Nortel Networks Corp. to the Avaya Business Partner program. The Competitive Recruitment Program provides financial incentives, marketing assistance and design support to accelerate Avaya ...More
    May 28, 2009 By Khali Henderson Posted in News
  • How Is an Agent Paid?
    As an agent, the traditional boss/employee relationship and the traditional paycheck fall by the wayside to make room for more sophisticated, and sometimes complicated, monetary arrangements. So, just how many ways does cash flow within an agent’s relationships? ...More
    March 10, 2009 By Cara Sievers and Khali Henderson Posted in Articles