Business Strategy

Insight from suppliers and partner businesses on best practices for making your business successful now and into the future during this time of channel transition.

Mining LIDBs

A shift from traditional wireline services to mobility and VoIP has lessened the volume for line information database (LIDB) storage for carriers. But this old standby’s unparalleled ability to provide accurate customer information may give rise to new usage models far beyond telecom. Conceived as a way to validate collect calls, calling card calls and […]

Integrated Circuit

Posted: 03/2005 Integrated Circuit Agents, Systems Integrators Collaborate By Kelly M. Teal The era of long-distance-only sales has become a distant memory, with the trend toward convergence mandating that telecom agents redefine the term channel partners to include systems integrators. You know, those guys with all the technical expertise agents generally dont want to take […]

Oh, Margin, Where Art Thou?

Faced with pressure to boost margins and generate profits, Global Crossing Ltd. and Qwest Communications International Inc. have begun raising the rates they charge long-distance phone companies to ride their networks. The actions reverse a trend of spiraling price declines in the wholesale voice market, which had allowed big carriers like Global Crossing and Qwest […]

Internet Phone Companies Ripe for Sale?

Posted: 03/2005 Internet Phone Companies Ripe for Sale? By Josh Long As more phone and cable giants sweep into the Internet phone market, Vonage Holdings Corp. and other VoIP startups like 8×8 Inc. could face escalating pressure to sustain growth and differentiate themselves from their larger rivals. Will the Internet phone startups be a target […]

Wholesalers Lure Level 3 Hosted PBX Resellers

New Global Telecom Inc. is among the wholesale carriers seeking to pick up resale agreements with about 100 phone companies, long-distance resellers and other customers of Level 3 Communications Inc., which announced it is phasing out (3)Tone, its wholesale hosted PBX service. Resellers, including traditional phone companies like SBC Communications Inc. and others, have until […]

MCI Revamps Channel Program, Targets Solutions Providers asPartners

Posted: 03/2005 MCI Revamps Channel Program, Targets Solutions Providers as Partners By Tara Seals MCI Inc. has unveiled a retooled channel partner program, featuring a regionalized structure, deeper, more granular support for agents and valueadded resellers, and a focus on selling strategic services. The program, renamed The MCI Solution Provider Channel, now has three participation […]

They Say That Merging Up Is Hard To Do

“I think there is a lot of buzz in the industry right now about further consolidation.”- XO CEO Carl Grivner Driven by a frenzy of activity in the wireless industry, the megamergers reminiscent of the dotcom era have resurfaced - but the same cannot be said for competitive wireline providers. Competitors like McLeodUSA Inc. are still grappling […]

Sprint Nextel Backs MVNOs

AT&T Corp. and sports media icon ESPN Inc. are gearing up to offer mobile phone service over the network of Sprint Corp., the carrier that is betting its future on a planned merger with Nextel Communications Inc. And Time Warner Cable may be Sprint’s next partner. Other companies, including Qwest Communications International Inc. and Virgin […]

WestCon TSG Pairs Partners, Solutions

Industry experts and professionals have been stressing the value of partnerships with other specialists to bring total solutions to end users. Westcon Group Inc. and its subsidiaries - Comstor or Voda One - performs such matchmaking for VARs behind the scenes. Westcon Group runs a new, invisibleto- the-reseller division called the Technology Solutions Group, or TSG. “What […]

Ding, Dong … BellSouth Calling

BellSouth is taking a tried-and-true approach to reach residential customers - door-to-door sales. Cydcor Ltd., which provides outsourced sales operations, is outfitting BellSouth with authorized agents for the effort. These representatives promote BellSouth services, such as BellSouth FastAccess DSL service, BellSouth long-distance and DIRECTV service. “This new consumer sales channel has everything to do with competition […]

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