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12/22/2009
The Never-Ending Story
When people ask me what I do for a living, they often glaze over when I mention I write about telecommunications and technology. But for me, every day of the past 20+ years has been different. There is always something new and interesting to write about. The only constant, as they say, is change.While ...
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12/08/2009
Channel Ethics Enforcement
Today, the Technology Channel Association (TCA) announced it has begun work on its promised Certified Agent Program. The project will start with developing a code of ethics.This is an interesting foundation for a certification program, which normally tests for competency in knowledge or skills. I’m ...
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11/23/2009
PHONE+ YOU Edition 2009: It Takes a Community
They say it takes a village to raise a child. It takes a community to create a magazine. This has always been true of trade publishing, which relies on an ecosystem of stakeholders. But it’s especially true for the December 2009 issue of PHONE+.PHONE+ readers generated all the content for this ...
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11/17/2009
Contributing to the Delinquency of the Channel
Have you ever accused your local TV news station of focusing solely on the “bad stuff” that happens in your city? It seems to be all about murder-accidents-scandal-conflict seven days a week at 6 and again at 10 p.m. I call it “going Hard Copy” – after the ‘80s tabloid ...
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10/19/2009
Account Control Freaks
I’m learning that the degree of control a supplier exercises over accounts sold by their indirect sales teams varies drastically. The dichotomy was pointed out in a discussion between press/analysts and Avaya dealers attending the Avaya 2010 Conference & Expo last week. One of the companies ...
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10/12/2009
Mercenary Mindset
A few weeks ago an agent sent me a link to an article with the request that I get it out to the provider community in hopes of improving channel relations. The article, “Creating a Loyal Relationship with Your Channel,” which ran in the September issue of Loyalty Management magazine, asserts ...
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09/25/2009
Agents Go Shopping in Miami
I am sure there is some great shopping in South Beach, but communications agents were doing their shopping at the Channel Partners Conference & Expo, which wraps up Friday.Several agents – on their own accord – told me they came to Miami expressly to find new vendors for the first time ...
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