Sales Reps Take Sprint to Court

Alleged computer problems shorted thousands of Sprint Nextel (S) retail sales reps out of an estimated $5 million in commissions, according to a suit filed by the affected employees. The impact is so wide-reaching that the case has been certified as a class-action lawsuit. Attorneys for the plaintiffs also claim the mobile operator routinely has withheld […]

SkyPort to Update SkyPartner Program

SkyPort Global Communications Inc., which is making a big push to bring simple-to-sell satellite broadband to agents, said Wednesday that it plans to detail a revamped, three-tier version of the company’s SkyPartner program on Aug. 18 at the Channel Partners Conference & Expo in Boston. “We have made significant changes to our program to provide […]

Mobile Satellite Ventures Focuses on Public Safety

Mobile Satellite Ventures (MSV) Wednesday announced that it has partnered with the Indiana Department of Homeland Security to enable satellite voice communications for public safety operations and emergency responders in 14 Midwestern states. MSV will manage and monitor what’s known as the Mid-West Satellite Mutual Aid Radio Talkgroup (MWSMART), operating on the MSV satellite communications […]

Soap Box: Dont Create Your Own Recession in a Recession-Proof Business

Larry Fishelson, COO, Dynalink Communications Welcome to telecommunications, the second largest industry in the world behind defense. Even the richest man in the world is in the industry; Carlos Slim of Telmex surpassed Bill Gates for the honors in 2007. Why would you say telecom is so high up? I say telecom is like death […]

Getting SaaS-y

From CRM to e-mail, SMBs need the same kinds of software the big guys do only they may not have the time, money or human resources to implement a premises-based solution. The answer to this dilemma, for them and their channel partner consultants, is a simple one: software as a service. The SaaS model lets […]

Column: Channel Coach – Building Partnerships

Got Questions?Ask the Channel Coach. Send your questions to Please include your name, city, state and phone number. First names and locations only will be published. Editors Note: This is the first of a bi-monthly series of articles designed to build successful businesses through the effective use of channel partnerships. Starting off this month, […]

What to Look for in a Master Agent

With low barriers to entry, anyone who signs a contract directly with a service provider can call themselves a master agent. While this is technically true, from my experience, it is much better for most agents to align with one master agent compared with trying to be successful at both selling services directly to end […]

What to Look for in a Channel Program

Indirect sales partners must evaluate many criteria before entering into a distribution agreement with a supplier. These include the viability of the vendors product in the market, the companys financial stability and how easy it is to do business with the company. This last point brings up a host of considerations that partners should look […]

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