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Stories You Missed: Carrier Indirect Strategies Revamped, UCaaS Market Predictions

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Strategy

Two big carrier companies recently shifted their indirect sales strategies.

Our latest week of news covered a wide variety of topics. In addition to T-Mobile and AT&T channel program announcements, our editors covered a new contact center study. And a master agency hosted an action-packed virtual event.

We share a recap of our most popular stories each Friday. Take a look through these six stories to catch up on all things channel.

6. Avant Special Forces Summit: UCaaS Vendors Court Agent Channel, Zoom Founder Blasts Cisco

Avant Communications hosted its virtual event this week.

The Chicago-based company pulled out all the stops in terms of providing education, entertainment and networking to partner attendees. For example, celebrity chef Bobby Flay led partners through a cooking experience, while UCaaS executives gave market prognostications for life after COVID-19.

See our event recap.

5. 8×8, Cisco, Five9, Mitel ID’d as Tops in Contact Center Analytics

Grand View Research valued the 2019 contact center analytics market at $930 million. And that number should quadruple by 2026.

The research firm also explored how automation and social media are driving demand.

Edward Gately has the scoop.

4. Asavie: Organizations Accelerate Digital Transformation Journey During Pandemic

An Asavie/Ecosystm study shows an increasing concern for endpoint security.

For instance, 53% of large enterprises called endpoint security their top pain point. The same demographic called vulnerability protection and remote worker provisioning the other top problems.

Learn more about Asavie’s study.

3. Top Gun 51 Profile: Chris Jones on the AT&T Agent Channel Approach ‘Changing Rapidly’

AT&T‘s assistant vice president of channel sales for National Business and Channels shared updates about the carrier’s indirect strategy.

AT&T significantly revamped its partner programs last year, rearranging channel management to tailor support for master agents and subagents. Jones argued that modern channel leaders “must listen to masters and subs” if they want to succeed.

Check out the Q&A Jones did with us.

2. Intelisys Earns Platinum Master Agent Status with 8×8

Chalk up a third master agent partner for 8×8.

Intelisys is on something of a roll, having also recently earned recognition from Masergy and several cable vendors.

Avant and TBI also boast platinum status in the 8×8 Open Channel program.

Read about their relationship.

1. T-Mobile Shakes Up Partner Compensation, Changes Leadership

T-Mobile is getting its direct sales team on the same page with partners.

The carrier drastically altered its compensation plan to incentivize indirect and direct to work with each other. In addition to being able to pick their compensation model, partners will work with a quota that allows them to bring in direct reps without harming their earnings.

“Before this change in compensation, our indirect team and direct team competed against each other,” said Peter Kirby, senior vice president of T-Mobile for Business.

Kirby, who will oversee both direct and indirect sales, spoke to Channel Partners about the changes.


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