Do Buyers Want a Telecom Marketplace?
There are a few companies throwing out the idea of a telecom marketplace. They want to sell buyers on UCaaS, Internet, SD-WAN, colocation and more. They got this idea from …
Telecom
EXaaS FTW
Employee Experience as a Service for the Win! According to 8×8 and a few cloud contact center vendors, the next phase for organizations to manage will be CX or Customer …
Routing to Microsoft
It seems every provider in the game has announced some version of Microsoft Teams Routing (or dial-tone for Teams). Currently, that is pricing at about $7 per user. The providers …
The Channel Will Look Different
In just a couple of years the channel will look very different. This week the partner M&A activity ramped up with 2 agencies cashing out. NXTSYS and M2 did deals …
A View of ScanSource
ScanSource acquired the largest master agency at the time, Intelysis, in 2016 for $84M plus earn out. (Revenue then was $120M.) All the principals are now gone. Many of the …
Are SPIFFs Necessary?
In the indirect channel, there is a frequent debate about MDF and SPIFF. MDF is the marketing funds that vendors give partners for events, advertising, lead gen, collateral printing or …