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2012/02/29

Is Master Agent Subagent Shopping Fading Away? - TMCnet's Agent eNews

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February 27, 2012

Is Master Agent Subagent Shopping Fading Away?



Telecom Brokerage (News - Alert) Inc., or more commonly known as TBI, is a well-known master agent of telecommunications that sells services on behalf of big name providers including CenturyLink Channel Alliance, Comcast Business Class, EarthLink Business, Level 3, MegaPath, Netwolves, tw telecom (News - Alert) and Windstream.


Recently, the company’s chief strategy officer, Mike Saxby, forecasted that subagents "shopping" masters for the best commissions could be a thing of the past.


According to a Channel Partners Online piece, master agencies are continuously going after the same subagents by offering them larger commissions than their competitor but then quickly losing them when a better offer is made. However, Saxby thinks that sometime soon masters will be focusing on more important things including the support they are offered and the amount of expertise or product specialization.


In fact, it is pretty common that nowadays master agents are chosen for the back-office support they offer as well as next-generation capabilities such as mobility. This trend will become increasing popular as the cloud becomes more widely implemented, Saxby added... Read More



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