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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 […]

Are You Your Own Worst Enemy?

RELYING ON THE INDIRECT channel is an appropriate strategy for enhancing sales. However, many service providers unknowingly poison their own efforts by making decisions that are detrimental to sustainable programs. Here are 10 common mistakes to avoid. Setting Unrealistic Time-to-Success Expectations. Executives who are next to channel management often are frustrated by a lack of […]

Ask The Expert

Dear Sir, In your experience, what are the most reliable and trusted Internet marketing methods which would best serve to bring in qualified business leads to our independent communications consultancy? We have direct and reseller contracts with many major vendors, but great services and rates mean little if you can’t get the word out. Like many […]

Channel Partners Expo Lights Up South Beach

Posted: 11/2003 Channel Partners Expo Lights Up South Beach Photos MarketRace LLC’s Nik Nesbitt American Telesis Inc.’s booth Attendees for T@G Certification A hopping expo hall BTI’s hub of activity Previous Page | Next page

TAG: Into the Breach: PRM Systems for Master Agents

Posted: 6/2003 Into the Breach: PRM Systems for Master Agents By Tara Seals Partner-vendor relationship portals and extranets have become as common as watermelon at summer picnics, but until recently master agents could only look on longingly as partner relationship management (PRM) vendors tailored their tools to the carrier or service provider. Now, with the […]

PARTNER CHANNEL: Ex-Carrier Sales Reps Dock at Agency Port

Posted: 10/2002 Ex-Carrier Sales Reps Dock at Agency Port By Tara Seals Nik Nesbitt WHILE THE TELECOM MARKET WEATHERS the storm of the century, disenfranchised carrier executives and direct salespeople seeking refuge from the deluge of layoffs may find channel marketing a friendly port. These professionals, often with years of experience under their belts, are […]

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