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A perspective on the slow adoption of VARs to join the ranks of Telecom Agents

One of the more popular goals of channel partner recruitment for traditional telecom company agent programs is the lure of adding large numbers of the estimated 150,000 VARs to the ranks of an industry dominated by somewhere between 5,000 to 10,000 telecom broker agents. With the potential enlargement of the recruitment pool by that large…

Five critical questions every channel chief should ask him/herself

Managing global channels for a technology business is a tough challenge. Your CEO may be questioning the value of indirect sales channels. Your CFO wants to know why nobody can provide accurate Analytics related to channel spend ROI. The product teams want to know what you have done for them lately. The Regions want more…

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