Best Practices in Channel Management
Sponsored by:

The indirect sales channel for telecom services is transitioning from building to optimizing, according to the results of new channel-management research from PHONE+ and sponsored by BLUEROADS. Conducted in winter 2008, the survey polled more than 100 suppliers about their channel-management practices. The results paint a picture of a growing and evolving indirect sales channel, but point to some significant areas for improvement in channel management compared to other channel-friendly industries.

Click here to download

Capitalizing on the Broadband Wireless Opportunity: A Primer for Channel Partners
Sponsored by:

The broadband wireless revolution is in full swing as enterprises, manufacturers, retailers, universities, governments and other organizations realize the benefits of anywhere connectivity. Channel partners -- VARs, systems integrators, agents and dealers – can tap into this lucrative transformation by learning how to sell, design, install and maintain broadband wireless solutions. The eBook, sponsored by Motorola, show channel partners how to make the business case for broadband wireless and how to increase its effectiveness by deploying broadband wireless in-building and outdoors for customers by using WLAN, near-indoor and citywide technologies from vendors like Motorola.

Click here to download

PHONE+ 2008 Channel Executive of the Year Awards
The votes are in. Channel partners have selected the first ever winners of the PHONE+ Channel Executive of the Year Awards from among the top channel executives at communications industry service providers or manufacturers. The winner, TNCI’s Brian Twomey, and nine finalists for the 2008 PHONE+ Channel Executive of the Year Awards were selected by a vote of indirect channel partners based on criteria, including demonstrating leadership within the companies he/she has worked for, the business community at large, the communications industry and the channel; how long the channel executive has been involved in developing the channel; the extent to which the channel executive brings new ideas to the channel; and the extent to which the channel executive engages in activities to promote or advance the channel.

Click here to download

December - Wireless+
The communications needs of globetrotting business travelers is the focus of this month’s Wireless+. Global services provide new opportunities for wireless dealers to better meet the demands of busy clients. New devices and services give the world traveler more options for staying connected. In addition, read about the hot topics discussed at this year’s CTIA conference. Mobile devices and new business models are poised to change the wireless world.

Click here to download

PHONE+ Channel Program Guide
This first-ever PHONE+ Channel Program Guide recognizes the Top Channel Managers and the Top Channel Programs. In this eBook version of the print issue, you’ll find profiles of the Top 15 Channel Managers, as selected by PHONE+ readers, and a list of the Top 50 Channel Programs, as voted on by channel partners. The issue also contains articles by industry experts on the traits of a successful channel program, the characteristics of a strong master agent, the anatomy of an agent agreement and advice on how to be a good partner.

Click here to download

November - Wireless+
This issue of Wireless+ focuses on the next generation of wireless offerings -- ultramobile devices. These small but powerful handhelds are poised to shake up the portable PC market. Find out why Palm put the breaks on its Foleo ultramobile computing companion. Get a glimpse at the first wave of integrated WiMAX 4G devices. In addition, learn how channel partners increasingly turn to master agents and VADs for wireless accessory inventories. See the shape of things to come and get a look at the newest wireless products on the market in this eBook.

Click here to download

October - Wireless+
This latest issue of Wireless + has an eye toward to future with a look at machine-to-machine applications, the benefits of increased enterprise mobility, the growing market for wireless accessories and the newest mobile products. Explore the next frontier of wireless communications with an overview of M2M applications and products. This growing trend toward more M2M uses – from tracking and alerts to diagnostics and data exchange – will provide even more opportunities for dealers. By helping customers develop the right mobility strategy, dealers can seal the deal for the long term. Wireless accessories will continue to be critical for stickiness, particularly as fixed mobile convergence takes off. Read all of this and see the latest products to help you “make it mobile” in this eBook.

Click here to download

Constructing A TEM Practice
Are you confused about Telecom Expense Management? You aren’t the only one. In truth, there are many building blocks that make up a successful TEM practice. Find out about the various components – from software to professional services – that you need to deliver complete managed service to your customers.

Click here to download

September - Wireless+
Learn how being an expert on wireless options can improve sales across the board. Make helping customers establish and manage policy part of your sales repertoire. Get a first look at two new applications that help dealers and their customers provide top-notch customer service. All this and several exciting wireless applications can be found in this eBook.

Click here to download

August Wireless+
Get With the Program – Compare the top three wireless channels in a side-by-side guide. Also, are you making the most of your technology investments? Six key factors will guide you in making valuable decisions by considering the human factor. Do out-of-date, dusty manuals take up space in your office? Read how one company marries crisis management with wireless technology to put up-to-date policies and procedures in employees’ hands. This eBook covers all of these valuable topics plus debuts iPhone accessories.

Click here to download

July Wireless+
Corridor Warriors – Move over road warriors, there’s a new worker class that’s clamoring for voice over WLAN. Find out more about how channel partners can benefit from tapping the VoWLAN opportunities in the SMB space. Also, take a look at how adding hosted e-mail and CRM applications to wireless services can equal bigger margins for dealers. These hot topics and additional looks at new products in the wireless space are included in this eBook.

Click here to download

June – Wireless+
Are You Sitting on a Gold Mine? – Could there be untapped wireless revenue in your current customer base? If your customers treat you as their trusted adviser, they would probably like nothing better than to consolidate more services with you to simplify their own telecommunications management. This eBook can show you how to dig up wireless revenue in your base. Also inside is a close look at emerging high-bandwidth short-range options, along with advice on using on-device portals to reel in sticky mobile data sales.

Click here to download

May - COMPTEL VELOCITY
This year's second installment of COMPTEL VELOCITY, sponsored by Iomega Corp. and Juniper Networks, examines how the FCC's deregulation of the Bells could quash wireless broadband opportunities. Also find out how employing managed services is an effective way to drive carrier margins and customer stickiness.

Click here to download

May – Wireless+
Mission Possible – There’s a big buzz about wireless security and the inherent risks of deploying mobility initiatives across both the enterprise and SMBs. Wireless dealers can find out how to profit from helping SMBs implement a solid wireless security strategy for their networks in this eBook. Furthermore, mobility-focused VARs can learn about the opportunities that lie in the world of ubiquitously connected SMBs. This eBook also takes a look at product news from CTIA and TeleBright’s exclusive rights to a minute-monitoring technology.

Click here to download

April - Wireless+
‘Where You At?’ Within five years, 335 million people will be using GPS. Isn’t it about time you started selling it? Learn more about mapping the GPS sale in this eBook. Also inside are several peeks at new products in the wireless space, including a look at the smartphone segment, fed by the frenzy of devices that were unveiled at 3GSM World Congress.

Click here to download

March - Wireless+
Who’s Afraid of the Wireless WAN? If you are a telecom consultant and your bread and butter has been wireline data such as IP VPN, MPLS or VoIP, you probably are asking yourself what the world of wireless means for your company’s future. For traditional wireline dealers, the wireless WAN can bring mobility solutions into your comfort zone. Also in this eBook is the latest scoop on Apple’s new iPhone, a look into some back-office help from B2B Soft, and more. 

Click here to download

March – Rain or Shine: Ensuring Business Continuity
This eBook is coming to your rescue! Find out what business resumption planning is, what your plan should include, how to sell disaster recovery, and what profits can be made in this arena. Portions of the articles were adapted with permission from Wrobel’s new book, coming in summer 2007, titled, “Business Resumption Planning – Second Edition,” 2007, Auerbach Publishing, New York. This eBook also offers a first aid kit of building blocks, compiled by PHONE+ editors, that can be included in a business resumption plan.

Click here to download

February - Wireless+
Gray Matters – In-Stat reports smartphone unit sales almost tripled from 2004 to 2005, and increased by 50 percent in the first half of 2006 over 2005. This eBook presents a detailed look into the growing smartphone market and what opportunities it holds for wireless dealers. And as cellular providers continue to tout their network quality, Wireless+ digs deeper into differentiating the Gs of cellular networks. Also, check out the Wireless Ware Watch for new products making their debuts in the wireless market.

Click here to download

January
Convergence Rx: This eBook, sponsored by Intelliverse, gives channel partners – agents, VARs, systems integrators and interconnects -- insight into treating SMBs’ pain points with converged solutions. Through interviews with a variety of experts and real-world case studies, readers can learn how to diagnose a customer’s needs and treat them with convergence technology remedies. 

Click here to download

January - Wireless+
BlackBerry Jungle – As wireless takes education to the next level, learning to navigate the education vertical can pay off for wireless dealers, not only in device sales but also application development and professional services. In this eBook, you’ll also get a look at the CN3 convergence device from Intermec and hear from Kneko Burney of Compass Intelligence about how partners might benefit from managed mobility services. Finally, see how wireless dealers can help businesses take control of wireless devices and spend with software and services from the mobility management showcase.

Click here to download

December - Wireless+
Wrap It Up! I’ll Take It! Dealers can help fulfill corporate wish lists, which include wireless gear and apps, with the help of new enterprise mobility partner programs. In this eBook, you also get the scoop on how laptops now are coming preconfigured for mobile cellular connectivity, making for a lucrative device sale for B2B wireless dealers and integrators. And don’t miss the Wireless Wish List, chock full of mobile add-on sales.

Click here to download

November - Wireless+
Taking VoIP for a Walk – Operators and startups alike are unleashing mobile VoIP services. Also, see how the wireless device market is being affected by 1xEV-DO Rev. A devices. In this eBook, dealers also can find CTIA news about mobile e-mail and M2M services.

Click here to download

October - COMPTEL VELOCITY
What is the VoIP ecosystem? In this second installment of COMPTEL VELOCITY, sponsored by Fibertech Networks, next-generation VoIP service providers discuss the emergence of a VoIP ecosystem and how best to survive and grow one's business in this new environment. This eBook also focuses on how today's competitors are embracing network, service and applications convergence to remain a viable force. COMPTEL also highlights its recent advocacy efforts before Congress, the FCC and the Courts.

Click here to download

October - Wireless+
Charting Profits With GPS Services -- See how global positioning technology puts wireless dealers on track for upsells. Speaking of traveling around ... find out how SMBs embrace wireless for extended, multilocation offices. Also in this issue -- the battery charger product showcase.

Click here to download

September - The State of the Channel
Discover the state of the channel in this exclusive report, assessing the power of the industry's indirect sales force.

Click here to download

September - Wireless+
Our Town: Wireless Dealers Find a Home With Local Governments -- As mobility continues to prove itself useful in bolstering productivity and efficiency, it has begun to find a footing in the municipal arena. This supplement takes a look at how wireless dealers are turning their attention to mobility in municipalities. Also inside are close looks at the smartphone and malware markets.

Click here to download

August - Wireless+
It's in the Bag -- This supplement explores in-depth possibilities for wireless dealers, focusing on how dealers can help merchandisers ring up more sales through mobile applications. Also in this supplement is more information on how wireless dealers can profit from pocket-sized print-on-demand technology. Finally, learn how CommerceTel is enabling payment processing from any mobile phone. 

Click here to download

July – COMPTEL VELOCITY
What's the new look of competition? Find out in the premiere issue of COMPTEL VELOCITY, an xchange supplement sponsored by COMPTEL and DCI Voice Solutions. Competitive carriers are reinventing their businesses in anticipation of technological and regulatory changes as well as market demand. Read how five COMPTEL member companies have faced this challenge. Plus read about the move to broadband wireless networks and updates on current legislative and regulatory hot buttons like net neutrality.

Click here to download

July - Wireless+
The Wireless Remedy -- While wireless technology can cure a range of efficiency ills in an enterprise, untethering health care businesses has benefits far beyond the bottom line. See how this vertical market is benefiting from advances in wireless technology. This supplement also showcases the newest Bluetooth headset introductions. Spurred by hands-free driving legislation and stylish designs, these headsets are gaining mass-market popularity and presenting a big opportunity for dealers.

Click here to download

June
Working Without Wires – This reference tool offers prospective wireless dealers and others new to the wireless industry an at-a-glance overview of commonly used network and business terminology as well as device and application descriptions, market forecasts and industry resources.

Click here to download

June– Wireless+
Profit from the Power of Influence. This supplement offers wireless dealers ideas on peddling influence to sway wireless purchasing decisions. Also inside are profiles of companies such as Avaya and Cisco, which are among those redefining enterprise mobility to include remote connectivity to enterprise PBXs as well as LANs. With more on mobility, one article details how to turn handsets into desksets. Finally, don't miss out on advice on how to support your customers' business continuity plans with cellular data connectivity failover when landlines go down.

Click here to download

May - VoIP+
This supplement focuses on opportunities and tools in the VoIP arena, including a report on how SMBs are the sweet spot for hosted PBX services and a side-by-side comparison of hosted PBX suppliers and their partner programs. In this supplement, you'll also find an introduction to new appliance-like IP PBXs you can offer to your small business clientele; VoIP System Anatomy 101 for partners new to next-gen solutions; and new VoIP products from Cistera Networks, Signate, BroadTalX, Vertical and more.

Click here to download

May - Wireless+
This supplement features a profile of mobile middleman Tim Koxlien of Koxlien Communications, and focuses on how the company meshes wireless and wireline services for consumers and enterprises. This supplement also takes a look at the growing demand for mobile e-mail and looks at a new content transfer device from Cellebrite.

Click here to download

April – Wireless+
Wireless American Style. This Wireless+ supplement features a profile on master agent American Wireless Inc. and its president, Mike Misuraca. With 20-plus years in the business, it is likely one of the first master agencies in the wireless market.
This supplement also provides a deeper look into the increasing market of dual-mode devices, and schools wireless dealers on how to raise ARPU by selling signal boosters.

Click here to download

March– Wireless+
It Pays To Always Be There. This Wireless+ supplement features a profile on alwaysBEthere, a next-generation B2B wireless dealer, including interviews with CEO Doug Carey and President Sara Christensen. Discover how these pioneers of mobile enterprise engineering utilize various vendors' wares to create the ultimate wireless solution.
Also included in the supplement are discussions on mobile governance, TEM, device management, B2B wireless dealer compensation plans and the growing demand for business-related wireless data services. And, don't miss tips from Tim Koxlien, president and founder of Koxlien Communications, on how to shop for a wireless supplier.

Click here to download