evergreen

 

Contracts: What Are the Basic Components of an Agent Agreement?

Carefully negotiated agreements are key to minimizing risk and uncertainty in any business venture, and especially in agent-service provider relationships. Agents often are all too eager to hastily enter into a contract without carefully considering the potential pitfalls that may lie ahead. Executing an agent agreement and “closing the deal” may seem like an exciting […]

Growth: How Can Agents Tap Into Customer Value?

Unlike most business relationships, where the party with the direct relationship controls the customer, telecom agents do not have this luxury. To the contrary, because the role of a telecom agent typically is limited to acquiring customers for the carrier, an agent generally does not have any proprietary interest in the customer or control over […]

Silence Broken: AT&T’s Bob Sloan

They came. They merged. They became Americas largest phone company (again). And then the new AT&T Inc., the amalgamation of SBC, BellSouth and a number of smaller transactions, fell silent on its channel strategy for two years. AT&T’s Bob Sloan After months of promises, dealing with apologetic PR people and a half-serious threat to put […]

Why Agents Should Insist on Evergreen Clauses

EVERGREEN? WHILE I UNDERSTAND this classification to be for plants and shrubs that bear foliage throughout the year, I had no idea what evergreen meant in the context of telecom when I entered the industry four years ago. I soon learned that in business circles, evergreen typically means a contract that renews from year to […]

Verizon Sends Invites to 2007 Solutions Partners

Agents were expected to begin receiving invitations to participate in the 2007 Verizon Solutions Partner Program as early as today. The offers, however, do not contain terms and conditions for representing Verizon Business accounts. Jim Smith, a spokesperson for Verizon Communications Inc., said invitations were sent by mail this morning at 1 a.m., so agents […]

Ask The Expert

What tips can you offer as I review my agent contract? Is it important to go over it at a certain time every year? Is there any way I can negotiate for more money or perks? –Anonymous Dear Anonymous, Let me state the obvious the most important thing you can do when you review your […]

Show Them the Money

Stacey Pompei, Esq., will address agents as she leads today’s Industry Update workshop on contracts. The lone panelist, she emphatically states that she will talk to channel partners about money, and what to expect, demand and avoid, because income is of top concern to most people, and to channel partners in particular. "I am going […]

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