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Meet Campaign for Convergence Staffer Khali Henderson

Many of you know me as Editor in Chief of PHONE+ magazine. Thats just one of my roles. I also am part of the team that produces the Channel Partners Conference & Expo. I recommend topics for the educational conference, moderate panels and support our marketing campaign. I have been working on the show for eight years. […]

FDN Beefs Up Agent Channel

FDN Communications (Booth 900) has ramped up its agent program with more support, training and market communications, and a new program name. The Select Partner program, as it was renamed as of March 1, has extended its focus to include larger regional partners that may have business that extends beyond the Florida and Georgia area […]

Wireless Wins in Vegas

I spent the afternoon moderating the new Wireless Dealer track. What an education that was. Partners who attended this track really hit the jackpot with tips for how to get in on this $175 BILLION industry. At a minimum, they developed a laundry list of the things they didn’t know they didn’t know.

ROUND TABLE

After the 96 Act was passed, the general position of the competitive community was very favorable toward the Act and thought that it was a great effort by Congress to balance the competing interests and needs and really create a level playing field. Unfortunately, the FCC, while they did a good job in some areas, […]

Communications Act of 2006?

WHILE THERE IS CONSIDERABLE momentum behind a telecom policy rewrite, it is debatable whether it will be decided this year. 2006, say doubters, will find elections on the tops of politicians priority lists. Others remain optimistic elections will pose no deterrent to new legislation. Executives for USTelecom and the Telecommunications Industry Association (TIA) predict a […]

Build Your Brand, Build Your Business: Use Your Companys Image to Catapult Profits

Entrepreneurs and business executives always strive to gain a competitive advantage in the marketplace. They want to outsell the competition, be known as a solutions provider to customers, and have those in their field perceive them as the market leader. Those are certainly lofty and admirable goals, but are they achievable? Yes! The secret is […]

Security is the IT Thing

Research firms across the country are releasing study results that show solutions providers are solidly positioned to profit from selling IT security and integration to end users such as retailers, health care companies, government departments, financial institutions and more. The key is that such demand requires traditional partners to work with others who specialize in […]

Consumers Want Deals, not Just Bundles, says CSG Survey

A survey of consumer interest in downloading content from broadband services has revealed that consumers will buy bundles of services only when those bundles offer them a discount on individual services and give them an opportunity to personalize their purchases. CSG Systems Inc., a provider of billing and management system software for broadband services, including […]

Comdial Speaks the Language of Convergence

Manufacturer Comdial is seeking to broaden the pool of distributors for its IP-based equipment, and is looking beyond the traditional interconnect to convergent solutions providers. Comdials Mark Lindsay, vice president of sales, talked with [email protected] in April. [email protected]: What is Comdials distribution strategy? Mark Lindsay : We really have a three-prong distribution strategy. The one […]

How to Prepare for Any Negotiation Session

If you think successful salespeople “wing it” when it comes to negotiation, think again. In truth, they prepare for every negotiation with the same rigor as a student preparing for an upcoming exam. Smart salespeople realize effective negotiation depends on preparation. They take time to think through their own positions and that of their counterparts […]

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