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 […]

Competitors Wake Up to Worst Nightmare

Posted: 04/2000 Competitors Wake Up to Worst Nightmare Feared Problems Manifest After Bell In-region Long Distance OK’d By Kim Sunderland hen the BOCs were vying for approval to provide in-region interLATA services, competitors were extremely leery. They feared that their orders would be dropped; that customer switchovers from the incumbent would get lost; and that […]

Realizing Their Own Worst Nightmare

Posted: 05/1999 Realizing Their Own Worst Nightmare By Ernest B. Kelly III Anyone who knows regional Bell operating company (RBOC) mentality knows that one thing they greatly fear in local service competition is the unbundled network element (UNE) approach and, in particular, the UNE platform, also known as the UNE-P. Next to losing customers outright […]

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