TELECOM AGENCY 101: BEST PRACTICES FOR NEW TELECOM AGENTS

First things first, telecom agents need a good handle on the telecommunications marketplace in terms of size...

First things first, telecom agents need a good handle on the telecommunications marketplace in terms of size, product set and particularly the players in the supply chain – from provider to agent. This session will offer a quick overview to set the foundation for the workshop.

Speaker:

Khali Henderson, Editor-in-Chief, Channel Partners

When it comes to choosing suppliers, the catalog of vendors can be quite overwhelming. An agent must choose...

When it comes to choosing suppliers, the catalog of vendors can be quite overwhelming. An agent must choose his or her channel partners with care in order to ensure success down the road. This session will help you uncover ways to size up the various market players and decide whether to work with a carrier, a reseller or a master agent, and the pros and cons of each type of relationship.

Speaker:

Dan Vidal, Managing Director, Telecom Advisors

After carefully selecting the providers you will represent comes the tedious, yet singularly important, task...

After carefully selecting the providers you will represent comes the tedious, yet singularly important, task of negotiating contracts. It is imperative that an agent have a firm grasp on the fine print. Are there evergreen clauses? How are renewals handled? What happens to commissions in the event of contract termination? This session will cover the finer points of negotiating agent agreements.

Speaker:

Neil Ende, Managing Partner, Technology Law Group

One of the gating factors to scale (and more sales) is efficient management of both customer accounts...

One of the gating factors to scale (and more sales) is efficient management of both customer accounts and the carriers that serve them. Figuring out how to handle this early on is key to continued growth. Process is critical and can be aided by software tools or outsourced providers.

Speaker:

Laura Bernstein, President, CRA Inc.

Ultimately, agents are in the business for "pay day," but there are many possible compensation models...

Ultimately, agents are in the business for "pay day," but there are many possible compensation models in the marketplace that can impact your cash flow, especially when starting out. In addition, managing the money that comes in can be a time-consuming task. Typically, there are multiple revenue streams coming from multiple sources that all need to be reconciled into one auditable system. This session will help you better understand how to get paid and how to track commissions.

Speaker:

Bill Power, CEO, Agent Alliance

After a morning of tutorial sessions, please join us for a Q&A where you can ask fellow agents about...

After a morning of tutorial sessions, please join us for a Q&A where you can ask fellow agents about their humble beginnings and best practices of today. Whether you seek clarification from one of the tutorials or are interested in another aspect of the business, bring your questions and issues to this panel of experts for some advice.

Session Leader:

Khali Henderson, Editor-in-Chief, Channel Partners