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XO Convenes Subagent Advisory Council

XO Communications Inc. held its first-ever Subagent Advisory Council meeting at the Channel Partners Conference & Expo last week in Las Vegas.

The newly formed council is separate from the XO Partner Advisory Council and includes more than 20 subagents, such as Mike Sickle, president of Dynamic Network Advisors, and Jim McNeese, CFO/CSO of Richardson Communications

“Most of the carriers have advisory councils that consist of master agents that are not in touch with the day-to-day sales and implementations of the end-user,” said McNeese. “So, for XO to realize this and put together the subagent council really showed the channel-partner community that they are serious about listening to how to make the channel program better and make the partners more successful.”

At the inaugural meeting, the subagent council discussed improvements in XO’s service delivery and customer experience as well as its current services and future road map.

The subagent advisory session was of great value to further help us understand the needs from our subagents and how we can provide value as we continue to drive service excellence through 2013,” explained Shane McNamara, XO’s vice president  Partner Channel.

The council meeting also gave XO an opportunity to review the changes in its program with subagents that haven’t sold XO services in recent months.

XO revamped its channel program last summer, introducing new tiers as well as a pay-for-performance model.

According to the carrier, subagents expressed positive feedback over improvements, such as dedicated local resources, pricing and customer experience.

Subagent Mike Sickle said he is excited about XO’s new path.

“It seems that the new management team is listening to the partners needs and implementing some great ideas,” Sickle said in a press statement. “I have noticed in the past several months that pricing is getting very aggressive, turn-ups are going smoother and the overall customer experience has been improved. Our team will lead more with XO than we ever had before due to these changes.”

An XO spokesperson said that the carrier also came away from the meeting with a list of action items to follow up on for 2013. And it plans to hold additional Subagent Advisory Council meetings through the year.


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