The TSB Dilemma
With $650M in private equity money pouring into TSBs and “Super-Agencies”, the question every partner needs to ask: Where is the ROI for the investor coming from? Most partners won’t […]
As the Channel Turns part 293
In some ways, the major vendors – Lumen, Comcast, AT&T and Spectrum – created the current TSB problem. The TSBs are now too big. They cost millions in MDF. But
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Broker Value: What is it?
On the TSB State of the Channel webinar yesterday hosted by AireSpring and moderated by Josh Anderson of Acuity, the panel of brokers must have said Value a hundred times.
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More Master Merger Mania
Avant bought PlanetOne today. I didn’t see this coming, but from a culture it fits: Beer Pong meets Jaeger machine. The march to Bigness continues. It leaves just three major
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Sales Math
Well there is math in sales. Ratios, KPIs. They say sales is a numbers game. That may be true, but it is really a daily habit game. If you do
Don’t Sell, Tell: a book review
I posted a book list a few weeks ago HERE. I have had this one on my kindle for a while: Don’t Sell Me, Tell Me by Greg Koorhan. Basically,
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