Theismann: Face Change Head On

NFL MVP and Super Bowl champ Joe Theismann kicked off the Channel Partners Conference & Expo on Sunday with a challenge for partners to embrace change as an opportunity. “Some of us sit here and wish for the old days … but I say embrace the change,” he said during his keynote address, which was […]

Ernie Kelly

THEN: In 1987, Ernie Kelly was working for the Communications Satellite Corp. (COMSAT) as director of government relations. AT&T was the big boy on the telecom block, doing everything it could to bully and intimidate competitors, he recalls of that year. NOW: Today, he is a self-employed consultant in the telecom industry, a role that […]

Conference Sessions Highlight Convergence

Convergence has gone from whats next to whats now, as reflected by todays education sessions at TELECOM 05. A particular focus will be the coming impact of broadband television, but industry dynamics from taxes to revenue shares also will be considered. We want to offer attendees a little taste of whats next, says John Abel, […]

Size Isn’t Everything

The latest edition of ATLANTIC-ACM’s U.S. Wholesale Long Distance Carrier Report Card reveals megamergers are set to drive shrinkage in the segment. Assuming the SBC Communications Inc./AT&T Corp. and Verizon Communications Inc./MCI Inc. combinations are completed, total wholesale long-distance voice and data revenue will decline from 2004 revenue of $24.5 billion at a compound annual […]

Network Security Issues Present Opportunity for Channel

Small and medium businesses want solution providers to help them secure their networks and sensitive business information. Solutions and partnerships can lock up your position in this market. Everything Ive seen, security is the No. 1 issue that customers are struggling with in the SMB space, says Russell Morgan, president and founder of the Information […]

Brand Building

Posted: 2/2003 Brand Building Marketing Tips for Small Partner Sales Organizations By Tara Seals FOR AGENTS AND VARs, company reputation can be everything. Who wants to win business by selling the same T1 line offered by a competitor down the street, but for just a shave less? What about competing on a whole different level, […]

Partner Channel – Sunlight Communications

Posted: 06/2001 Partner Channel Sunlight Communications: Consulting and Partnering for Success By Tara Seals San Ramon, Calif.-based Sunlight Communications Inc. (www.sunlightinc.com) has succeeded with a slightly different business model than that of a typical agent, positioning itself as a problem-solver and a single point of contact for all communications needs.Sunlight enhances its blend of service […]

Agency Channel: FerrisCom Capitalizes in Wireless Opportunity, Recognized by Sprint PCS

Posted: 02/2001 FerrisCom Capitalizes in Wireless Opportunity, Recognized by Sprint PCS By Tara Seals Salisbury, Mass.-based master agency Ferris Communications (FerrisCom, www.ferriscom.com) has been recognized by Sprint PCS (www.sprintpcs.com) as the largest dealer in the Northeast, and it was awarded "Diamond Dealers" status last fall. According to president and CEO Keith Ferris, the accolades are […]

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