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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 […]

What Users Want

A FEW YEARS AGO, Mel Gibson did a movie called What Women Want, where through one of those accidents that only happens in the movies, his chronic womanizing character suddenly was able to read the minds of every woman he encountered. While at first he saw it as a bonanza in continuing his philandering ways, […]

Rockin the Channel:

The band plays Drais at the Barbary Coast Casino at the Channel Partners Expo in Las Vegas earlier this year. The OC-192 Band members dont want to work they just want to bang on their drums all day! If youve been to a telecom event in past decade, chances are youve seen Bruce Barnes, Greg […]

Divide & Conquer

Photographed by Alex Koloskov Steve Gareleck at PartnerTEL headquarters in Atlanta Photographed by Sean Egan Dan Bommer at the Venetian Hotel during the Spring 2007 Channel Partners Conference & Expo ITS BEEN A LITTLE MORE THAN a year since PartnerTEL Inc. and Telesis Management Corp. merged Jan. 16, 2006, to form one of the countrys […]

Table of Contents

  Vol 21, No. 4 April 2007   SHOP TALK TRINSIC BK: AN END TO AN ERA? BROADVIEW BUYS INTO BIG LEAGUES BELAIR AIDS VAR ENTRY INTO MUNI WIRELESS MARKET TBI SIGNS WITH COVAD, LEVEL 3 AGENT ALLIANCE TEAMS WITH TNCI NEWS BRIEFS PORTFOLIO HOSTED PBX: NOT JUST FOR CARRIERS Lower-cost hosted IP PBX solutions […]

John J. Namovic

When Deloitte Consulting LLPs John J. Namovic has a moment to spare, he heads for open water. John has been sailing for seven years, has attained multiple certifications, and takes his boat, Knot-a-Clew, out whenever he gets the chance. John describes this pastime as a multisensory experience. It requires the sight of whats happening, the […]

PERSONALITY+

Cody R. Calhoun, account director for Level 3 Communications LLC, manages some of Level 3s wholesale markets group customers in the eastern United States, and thats no bull but he also has spent some good times as a bull rider in the rodeo circuit. Cody started riding calves every spring at his family ranch in […]

The Agency That Customer Confusion Built

Photos by David Butler II LAURA BERNSTEIN AND BOB Varady were unlikely business partners. She was just beginning her career; he had launched and sold companies. She had always been an employee; he had been his own boss. She was 34; he was 62. She worked to pay the bills; he worked to learn new […]

Table of Contents

  Vol 21, No. 2 February 2007   SHOP TALK CISCO ADDS MASTER SPECIALIZATION SIEMENS UNVEILS WLAN PARTNER PROGRAM AUTHENTIUM EASES SECURITY SUBSCRIPTION SALES AIRESPRING EXPANDS NATIONAL LOCAL FOOTPRINT TELCOMBROKERS BEGINS BUYING SPREE NEWS BRIEFS PORTFOLIO KEEPING TABS ON WIRELESS SPEND Businesses are eager to control wireless spend, creating an opportunity for channel partners to […]

Desktop to Dial Tone

IT MIGHT SEEM INCONGRUOUS that a 37-year-old company might have a compelling VoIP story. Heck, the granddaddies of the industry like Cisco Systems Inc. are barely 20. But, DecisionOne Corp. executives are working on an autobiography that places the IT field services firm at the center of this nascent industry. CEO Neal Bibeau and Vice […]

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