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Make More Bucks Through Vertical and Affinity Marketing

Given that four vertical industries were estimated to account for more than 50 percent of all corporate spending on telecommunications services in 2003, agents should be all ears for the session, Marketing Tips: On Target: Vertical and Affinity Marketing. Last year, Insight Research predicted that the financial, insurance, wholesale trade and real estate industries in […]

Mpower Unveils Managed Firewall/VPN

Mpower Communications Corp. (Booth 503) has added two new services to its integrated voice and data product portfolio for agents to sell. Through an agreement with CSCI, a provider of managed security services, Mpower is offering OfficeScreen managed firewall and VPN services to business customers. The company also plans to introduce its VoIP-hosted PBX offering […]

Globalcom Plans to Introduce VoIP Services in Chicago, Milwaukee

Globalcom Inc. (Booth 322) is planning to introduce hosted VoIP services this fall in Chicago and Milwaukee targeting businesses with five to 100 employees. Jeff Fink, senior vice president of sales, Globalcom, says the product line will be available to two classes of sales agents: traditional telecom agents and companies selling data hardware and services. […]

ITC^DeltaCom Adds Colo, Managed IT

ITC^DeltaCom Inc. (Booths 116-118) has announced it is expanding its dealer services program to include colocation and managed IT services from e^deltacom. All of ITC^DeltaComs existing agents are part of the dealer services program. ITC^DeltaCom dealers can offer customers a range of data services, including colocation and hosting, hosted exchange, managed storage, streaming media and […]

Lightyear Launches VoIP and Broadband Services

Lightyear Network Solutions (Booths 220-222) is launching a new suite of voice over IP and broadband products called XSTREAM designed for residential and business customers. The product line supports VoIP, DSL, local PRI, dynamic T1, IP Centrex and hosted PBX, the company says. Lightyears authorized agent channel will sell the XSTREAM business products, while the […]

From Agent to Advocate: Redefine the Sales Role in a Changing Industry

The role of the telecom agent is evolving from a purely sales-driven position to that of a consultant. This is especially true as reps break away from companies offering UNE-P and all eyes turn to VoIP, which faces regulatory hurdles of its own. It also is the case now that consumers have easy access to […]

Covad Acquires GoBeam

Covad (Booth 110) recently completed its acquisition of GoBeam Inc., a privately owned provider of VoIP solutions to small and medium businesses. Covad has an aggressive expansion plan for VoIP service availability to more than 100 of the top Metropolitan Statistical Areas in 35 states, which will allow resellers and agents the opportunity to sell […]

CPE-Service Partnerships Key to Channel Success, Bono Says

In this mornings special address, Brad Bono plans to discuss the evolution of partnerships between network services and CPE providers in an effort to create an end-to-end solution for end users. Bono has spearheaded the creation of such partnerships for PAETEC Communications, where he serves as co-COO. Bono also has served the CLEC, which he […]

CLEC Struggles Mean New Opportunities for Agents

With AT&T and Sprint essentially exiting traditional residential voice, channel partners have a new opportunity to work with new VoIP competitors, as well as RBOCs looking to win back customers lost to the CLECs, says Rob Wunder, vice president of marketing at VoIP service provider Sipmedia. People are literally just exiting the [residential voice] business […]

Comtel Communications Chooses RPM Back Office

RPM Software (Booth 512), a provider of back-office solutions for the telecom agent channel, announces it has entered into an agreement to support Comtel Communications. RPM marks the third generation of software deployed at Comtel. Previously, they had used Goldmine and SalesLogix. Even with dramatic modifications, the fundamental limitations of generic CRM platforms showed in […]

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