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Mergers May Leave Agents Spinning Wheels

Giant telecom mergers threaten to radically narrow the field of national phone companies that outside sales agencies could represent at a time of heightened disparity between strong and weak carriers. Some sales reps say the megamergers would result in fewer independent representatives supporting the biggest phone companies, limiting agents’ options. “I figure a lot of […]

Big Wheels Keep on Turning

Posted: 05/2005 Big Wheels Keep on Turning My brother-in-law asked me if there was anything new going on in the telecom market these days. I was attending his son’s third birthday party, so I realized he was just making conversation, but I couldn’t resist the retort: “Nothing unless you count the fact that SBC is […]

Look Before You VoIP

For a battered telecom industry, VoIP appears as an oasis in a desert, but practitioners caution that it’s a destination providers should not journey toward without a worn roadmap. “On the surface, it appears to be easy and plug-and-play; and it is not. A lot of people underestimate what it takes to deliver this service […]

Farewell to Frisby

CompTel/ASCENT CEO H. Russell Frisby Jr. announced in late November he will step down from the post he has held with the group for nearly seven years. “It’s time to look in new directions,” he says. “I am interested in getting back to the law, which is my initial background.” Frisby’s resume includes private practice […]

Chief Executives Say Consolidation is Necessary

Chief executives of three telecommunications companies on Monday said industry consolidation is vital to support the health of the sector and compete more effectively with such titans as national cable operators, wireless carriers and the four regional phone companies. Theres got to be a lot of consolidation going forward, WilTel Communications President and CEO Jeff […]

Master Agent and Reseller: Negotiating Both Sides of the Fence

Master Agent and Reseller: Negotiating Both Sides of the Fence In a preview to an article in the December issue of PHONE+, T@G spoke with John Cunningham, who know what its like to be a master agent and a reseller/CLEC. Cunningham helped found Business Communications Management (BCM) in 1992, starting the master agency as an […]

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 […]

Tell ’em What They’ve Won, Bob

Renowned television personality and emcee Bob Eubanks will deliver the Channel Partners Conference & Expo keynote presentation today in Islander Room H. For four decades, Eubanks reigned supreme as the dynamic host of "The Newlywed Game," in addition to hosting or producing several other shows on all three networks. Eubanks began his broadcasting career as […]

Sales Seminars – Approaching the VoIP Target

Approaching the VoIP Target Part I of 2 By Greg Praske Voice over IP is continuing to gain recognition, acceptance and customers. As a channel partner, the VoIP sale is becoming more and more a part of life. Successful partners know selling VoIP is distinctively different from traditional long distance, local or even Internet sales. […]

Get Plugged In: Wholesale Forum to Stir Debate

Topics at todays General Session Wholesale Executive Forum are likely to run the gamut from discussions of VoIP to carrier issues to the regulatory climate to CLEC consolidation. To echo moderator Judy Reed Smith, CEO of Atlantic-ACM, the debates promise to be interesting and maybe "we can get some good controversy going." Reed Smith says […]

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