profile

 

Personality+: Steve Kaplan

En guard! When Steve Kaplan, now an agent sales executive with TouchTone Communications Inc., missed the last cut for his high school baseball team, he was devastated; but little did he know that it would open the door to a world of sword fighting that would eventually have him representing his country in the Olympics. […]

The Softer Side of Sales: Gary Eisenberger

Project Cuddle national spokesperson and actor John Stamos presents Gary with the Board Member of the Year Award on the set of ER on a Warner Brothers lot in Burbank, Calif., in March Being PAETECs vice president of channel sales for the west region doesnt leave Gary Eisenberger with much time on his hands, but […]

On the Level

Kevin O’HaraPhoto by Susan Goddard Level 3 Communications Inc. has been in the spotlight lately because of its two-year acquisition spree a roll-up strategy that is an integration challenge that can confound the best of operations. On top of that, the company has acquired its way into the enterprise business, making its wholesale-only approach a […]

Wailin on the Mississippi Saxophone: Michael J. Howard

Some people call it a blues harp. Some people call it a mouth organ. Some people call it a tin sandwich. Michael J. Howard, president of agency Advanced Business Communications Inc., calls it his passion. Michael J. Howard This self-taught harmonica player remembers the exact day he picked up the instrument July 4, 1980. At […]

Get With the Program

If youve been selling in the channel for five or more years, you are likely to be an indirect sales partner who has focused historically on selling landline networks. You might have a few of your own direct carrier contracts and a few through a master agent or two. Most likely, you rely on the […]

Livin Off the Edge: Mike Mudd

Mike Mudd, president and founder of satellite reseller Broad Sky Networks, has proved that the heavens are a great host not only to telecommunications equipment, but to telecommunications executives as well. When PHONE+ asked Mike about any special talents he possessed, he answered simply, Im dumb enough to run off of a mountain attached to […]

EMBARQing on the Channel

Theres always something new on the horizon, and for EMBARQ Corp., that thing is its channel program. Its channel strategy is a work in progress, launched when EMBARQ was spun off a year ago this June from Sprint Nextel. And rather than take a template from competitors, the company is taking its cues from an […]

Secret Agent Man

CDWs Ian Kieninger THERE ARE VARS and there are VARs. CDW is one of the countrys largest. And with 2006 revenue of $6.8 billion, it is one of the countrys largest companies No. 343 on the Fortune 500 list. If you are in business, youve no doubt heard of it and you might even be […]

Table of Contents

  Vol 21, No. 6 June 2007 SHOP TALK SPRINT CUTBACKS REACH CHANNEL MITEL/INTER-TEL JOIN TO TACKLE SMB MARKET TELEPACIFIC HONORS TOP AGENTS WHITACRE HANDS OVER AT&T REINS PLATINUM UPROOTS TRINSIC OPS AGENT ALLIANCE ELECTS NEW BOARD NEWS BRIEFS PORTFOLIO FOR THE RECORD Call centers and virtually any other business can get rid of manual […]

Divine Intervention: Jim Butler

Like most telecom agents, Jim Butler has decades of industry experience and sales success, including nine years as a top salesman with a regional long-distance company in Southern California along with serving as a founding member of the Agent Alliance. And like most entrepreneurs, he works long hours as founder and president of agency TeleCHOICE […]

The ID is: 71450