pursuing

 

Compensating for Change

Compensating for Change With increasing portfolio complexity and a wide range of customer targets, resellers, master agents and service providers are wrestling with how to realign their indirect and direct sales channels to overcome a stagnate reality: Too many salespeople are unfocused, chasing the opportune sales instead of pursuing more difficult, highmargin prospects.

Competitors Still Pursuing Consolidation

Competitive telecommunications providers still are aiming to improve the bottom line through mergers and acquisitions. With plenty of assets on the market, dealmakers once saddled by huge debt obligations have conceded the necessity of getting bigger, some executives say. Many private companies backed by venture capitalists do not have an exit strategy to go public […]

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