Channel 101 – PHONE+ Fact Book 2010

When you are part of an industry or community, it’s easy to forget when you were the “newbie.” Even the industry’s trade editors can become assumptive. How often have I said, “Everyone knows that already. What’s new?” Too many times to count, I’m afraid.

But with the continuing stream of reader queries on industry basics, we decided to publish a collection of articles that would answer most of the questions someone new to the telecom agency business might have. We thought it might be useful to some the many entrepreneurs, VARs, PBX dealers and downsized carrier sales reps that have been coming into the business most recently.

We were surprised and gratified with the overwhelmingly positive feedback we received from PHONE+ readers. It turns out that longtime service providers and agents also have found this to be a useful guide for indoctrinating new employees. We should have guessed. Every time a new editor or salesperson comes to our company, we have to have the “Channel 101” talk.

The 2010 edition has been updated with the help of the PHONE+ Advisory Board. And, we’ve added an article about what it takes to get started. Click on the links below to access individual articles. Full copies of the PHONE+ Fact Book 2010 can be downloaded at www.phoneplusmag.com/ebooks.

We hope you find it useful, but please let us know if there is anything you think we should add to the next edition. E-mail me at khenderson@vpico.com.

Khali Henderson
Editor in Chief

P.S. A special thanks to all the agents, consultants and advisers who were instrumental in compiling this compendium. We have acknowledged many of them individually for their contributions to these pages, but there are many more who have provided insight and support to PHONE+ and the agent community over the years, and we have listed them in the Resources section.

PHONE+ Fact Book 2010 – Contents

Overview: How Is the Agent Channel Organized?

What Are the Primary Agent Business Models?

What Products Can Agents Sell?

Compensation: How Is an Agent Paid?

Back Office: What Do You Need to Run an Agency?

What Staff Does an Agent Need?

What Should an Agent Look for in a Partner Program?

Contracts: What Are the Basic Components of an Agent Agreement?

Growth: How Can Agents Tap Into Customer Value?

How Can Startup Agents Ensure Success?

Resources: Where Do Agents Get Help?