In one of my popular posts in 2017, I wrote that one thing rippling through the channel is that The Channel is Aging.
The Channel is getting Old. Not near enough new blood in coming into the Channel. There are at least 3 reasons why.
1) Back in the late 90s carriers recruited on college campuses. This at least people know that telecom was an option. That rarely happens today.
One exception is Level3, which has a Sales Training Program called College Connect that recruits on campuses.
2) Carrier employees jumped into the Channel in the past. Many Master Agencies were spawned by ex-BellSouth (and other telco) execs, who used their connections to build a book of business. The last carrier to birth agencies was probably Cbeyond.
3) It was easier when there was good money to be made. It is slightly more challenging to leave a salary and benefits to sell UCaaS for $400 per month commission.
3.5) It isn’t very exciting to be taking orders for SIP trunks, 10MB pipes, broadband and 4G. It makes a cube at a carrier with benefits look almost enticing.