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Roundtable Asks What a Partner is Worth

Wednesdays roundtable definitely got partners talking. What is a Partner Worth? a point/counterpoint discussion between carriers and their indirect sales reps was led by MarketRace founder Michael Fair, who facilitated an interesting discussion between these two camps. The packed house found Chris Bantoft, executive vice president for alternate channels at PAETEC, and Sandy Spencer, vice […]

What is a Partner Worth?

Hopefully, yesterdays panel got down to the heart of the matter on this question: What is a partner worth? Unfortunately, this letter goes to press before the roundtable, so I cant comment on the discussion. But I didnt want the opportunity to slip by altogether. My personal feeling is that the worth of a partner […]

Attract Big Spenders Without Breaking the Bank

Drawing on experience from insurance, real estate and manufacturing industries to supplement his work in telecom, Tim Basa, vice president of sales at BullsEye Telecom, plans to shoehorn a three-day clinic of dos and donts into todays session, Marketing for Maximum Profit, for agents targeting large, multisite businesses. Companies are wasting a lot of time […]

Dont Walk Away From This Question

By Dan Baldwin, director of sales ATEL Communications Inc. Having a great prospect list and the lowest prices don’t help much if all your best prospects are in the middle of a long-term contract for their voice and data services. So what do you do to get your foot in the door and stay visible […]

Fishing for Finance

Fishing for Finance After some slow years, private money again is fueling the communications sector. Its a breeze for the big-name companies to score funding, yet not so simple for lesser-known providers or resellers. Plus, if you dont want more than $10 million, major investment banks and venture capitalists wont even look at you. So […]

Pump the Up Value

Technology has dramatically changed the way we do business today. Our ability to work virtually, communicate effortlessly, research and analyze information faster and store vast amounts of data means that each worker has the ability to be infinitely more productive. But I have yet to see the BlackBerry that answered itself or CRM software that […]

Compensating for Change

With increasing portfolio complexity and a wide range of customer targets, resellers, master agents and service providers are wrestling with how to realign their indirect and direct sales channels to overcome a stagnate reality: Too many salespeople are unfocused, chasing the opportune sales instead of pursuing more difficult, highmargin prospects. Fortunately, theres hope. Companies can […]

Fishing for Finance

After some slow years, private money again is fueling the communications sector. Its a breeze for the big-name companies to score funding, yet not so simple for lesser-known providers or resellers. Plus, if you dont want more than $10 million, major investment banks and venture capitalists wont even look at you. So what do you […]

An Empty Seat at the Table

By Peter Radizeski, RAD-INFO Marketing guru and author Seth Godin wrote a blog post in January 2005 about “The myth of the CMO. “I feel sorry for Judy Verses. She’s the Chief Marketing Officer of Verizon, a brand that is justifiably reviled by millions of people. “Is Verizon disdained, mistrusted and avoided because Judy’s not […]

Glitches Don’t Slow iPhone Much

To hear some tell it, the history of man goes something like this: There was fire. Then the wheel. Then metal tools, democracy and penicillin. And now, the next great evolution: the iPhone. iCrazy or iTrue? Well, it finally came and went, the magic moment when Apple stores and AT&T retailers opened their doors Friday […]

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