Selling Telecom Blog

Hiring B2B "Pay for Performance" Inside Sales Associates

How Agents & Partners Help Customers Without Switching Carriers: Meet TeleSource

The Telecom Contract Lawyer You Need at a Price You Can Afford

The "Ritz-Carlton" of Master Agency Customer Service? Meet MicroCorp

PowerNet Global is Hiring - Agent Development Manager

How Should TA Sub-Divide the "Hosted VoIP" Vendor Category?

Should BullsEye Telecom Receive TA's "Accredited Vendor" Status?

Meet CPI Communications: The Best Master Agency for Equipment Vendors?

Posted 8/17/10 By Dan Baldwin, TA Executive Director, 951-251-5155 email

Telecom master agencies generally fall into one of two basic categories. The first category is the "100% channel" master agents. These types of master agents do not really have their own "retail face" in that all their orders come through their sub-agents. The second category is "retail first, channel second". These types of master agents have a big retail face in that they are very successful in competitive telecom street fights as "independent agents" against other telecom carriers retail reps. This second type of of master agent brings in orders through their own W-2 direct salespersons.

CPI Communications out of Des Moines Iowa is the second type of master agency. CPI is currently very successful competing against any competitor using their own CPI in-house sales people. For several years CPI has been crafting itself into an agency that can directly compete for and win any size voice or data network deal anywhere in the country.  During this time, CPI has been collecting the in-house talent needed to integrate almost any equipment package into any network service configuration. Because of this "anywhere, any network, any equipment" focus, CPI believes they are the best voice/Internet/data master agency for equipment VARs and integrators looking to add network service to their equipment-based solutions.

Does this make sense? Is CPI really the "Best Master Agency for Equipment Vendors"? Let's look at it from an equipment VAR or integrator's point of view. What questions do VARs have?

Copy TA's Marketing Content for Your End-User Blogs & Newsletters at www.BuyingTelecom.com

Posted 8/11/10 By Dan Baldwin, TA Executive Director, 951-251-5155 email

Content is a terrible thing to waste. And all the content TA shares with telecom agents and channel sales partners is really supposed to be shared with business end-users anyway. That's why TA's created a blog for business end-users at www.BuyingTelecom.com.

Telarus, Telnes, CPI & Conference Group Lead Awards Voting After Week 1

Posted 8/11/10 By Dan Baldwin, TA Executive Director, 951-251-5155 email

Master agencies Telarus and CPI Communications, data/Internet provider Telnes and conference provider Conference Group have all done well in collecting votes in their respective categories after the first week of voting in TA's 5th Annual "Members Choice" Awards.