fair

 

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 […]

Live From Kenya

By Michael Fair, MarketRace  Jambo!, or Hello!, from Nairobi, Kenya. Wow, this has been quite the experience both personally and from a business perspective. Nairobi is a vibrant, multicultural city and my business trip (which did include a weekend safari) to visit KenCall, the largest call center in eastern Africa, has been very eye opening […]

Becoming More Than Hype?

By Michael Fair, MarketRace Managed Services. I think that until recently these services were more hype than reality. I am really starting to see an interesting trend that is really starting to take off. There is a blending of hardware providers and service providers emerging around managed services. Customers want one-stop shopping and hardware providers […]

Safety Not Always in Numbers

By Michael Fair, MarketRace Part 3 of my continuing series on the top 10 mistakes that channel programs make: Never evaluate a programs success based on how many channel partners you have signed up into the program. This is a very common mistake. I constantly see new programs emerge and the measure of success, and […]

Dont Limit Yourself, Partner

By Michael Fair, MarketRace Continuing down my list of the top 10 mistakes that service providers (and master agents for that matter) make with their channel programs: Limiting Partner Recruitment. Successful programs must continually evaluate not just who their partners are but what types of partners they have in their programs. New partners must be […]

Growing A Channel Program

By Michael Fair, MarketRace I have been getting much feedback from service providers lately regarding my recent article in PHONE+ magazine (“Are You Your Worst Enemy? 10 Common Mistakes to Avoid“). The feedback was especially focused at the first item Setting Unrealistic Time-To-Success Expectations. I was approached several times by channel executives from various carriers […]

More Than Just Acronyms

By Michael Fair, MarketRace TEM and VoIP what do they have in common? On the surface, other than being telecom acronyms, not much. From a current market perspective, however, I see very similar situations. Both telecom expense management (TEM) and voice over IP (VoIP) show tremendous potential for telecom agents and are regularly used buzzwords […]

Addressing the Channels Hot Issues

By Michael Fair, MarketRace Hello, my name is Michael Fair and I am a founding partner of MarketRace, a channel consulting company based in Denver. I will be a regular participant going forward on the Peer to Peer blog and will be writing about the many things I see in the channel space with regard […]

Expert Shows Agents How to Turn Free Advice into Consulting Cash

Many partner sales organizations spin their wheels providing free consulting services to prospective customers that might never spend a dime. Find out how to avoid this trap and get paid for your advice and win the business, too, during todays concurrent session, How to Charge for Consulting and Professional Services. Channel strategist Michael Fair will […]

Coalition: Americans Opposed to USF Changes

The nonprofit Keep USF Fair Coalition said today Americans have sent more than half a million e-mails and letters to Washington officials, expressing opposition to proposed Universal Service Fund (USF) changes that would impose $1-$2 more per month on consumers, regardless of how much they use their landlines. Radical changes in the telecom world, brought […]

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