marketrace

 

One Communications Adds Michael Fair as Channel Head

As part of a larger channel operations expansion and reorganization, Michael Fair has joined One Communications as vice president, general manager of alternate channels. Fair will be replacing Gabe Sette at the helm of One’s channel operations; Sette will stay with One and manage the indirect channel for the Mid-Atlantic region. The partner program, which […]

Mass-Tel Announces Business Partner Program

TEM consultancy Mass-Tel Communications has launched its Business Partner program, looking for master agents, IT integrators, phone interconnects, VARs and others to sell its telecom audit and expense management products. Mass-Tel said its program offers “rich” commission structures, as well as support services for partners around the globe. “Mass-Tel has enabled a world-class program and both […]

Channel Partners: Roundtable Session Addresses Master Agent’s Changing Role

As a cornerstone of telecommunications sales, master agents play an integral role as intermediaries between carriers and subagents. However, many in the telecom arena might have noticed the role of master agents evolving beyond their traditional business models. Michael Fair, founder of consultant MarketRace, will lead todays session titled The Evolving Role of Master Agents […]

Ch-Ch-Changes: Agents Face the Strain of Business Transformation

Even if you cant be all things to all people, you still might need to be a little more than the next guy if you want to win business. Telecom agencies are feeling pressure to provide more value-adds for their clients even if for no other reason than to keep up with the Joneses. This […]

What to Look for in a Master Agent

With low barriers to entry, anyone who signs a contract directly with a service provider can call themselves a master agent. While this is technically true, from my experience, it is much better for most agents to align with one master agent compared with trying to be successful at both selling services directly to end […]

What to Look for in a Channel Program

Indirect sales partners must evaluate many criteria before entering into a distribution agreement with a supplier. These include the viability of the vendors product in the market, the companys financial stability and how easy it is to do business with the company. This last point brings up a host of considerations that partners should look […]

Carrier and Channel Executives Debate Partners Value

While each partner and each vendor follows a different course, they are all trying to arrive at a similar destination profitability. How to get there is a matter for debate. The community at channel partners is in agreement on at least one thing the indirect model presents a promising path. What that path should look […]

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 […]

The Unbearable Absence of Rules

By Michael Fair, MarketRace In my continuing review of my Top 10 Mistakes that Service Providers make with their channel programs: No. 4 Channel Conflict. Wow, this is a particular pet peeve of mine and one that really demonstrates that a carrier simply does not get it if a program does not have rules to […]

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 […]

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