WorldCom Plans To Cut Back On Agent Partner Program Initiatives

On a conference call last week with press and analysts, WorldCom COO Ronald Beaumont said the carrier has not had "great success" with its agent program and likely will decrease its efforts with agents, particularly in the wireless space.

John Sidgmore, CEO of WorldCom, backed Beaumont's statement, but he stressed that solution providers, particularly large ones, continue to be critical to WorldCom.

Its agent partners are not surprised by the move.

One current agent partner said WorldCom has tried to make its agent program work, but there was a lot of disconnect between the carrier and agents.

"We brought them a lot of customers, but the level of support [from WorldCom for our customers wasn't the same as for direct customers of WorldCom, and we had a lot of trouble getting the right information from them such as quotes," said the executive, who requested anonymity. "Right now, they're not supporting us, and all they want us to do is sell low-end switches and voice [solutions," he said.

"From what I've seen, WorldCom has never liked agents," said Kyle Pentecost, president of Platinum Network Systems, Houston, which no longer works with WorldCom but was an agent partner for MCI when it was acquired by WorldCom in 1997. "They yanked all the support. My support team just disappeared [over time."

The company's solution provider partner program, which differs from its agent program, is going strong, said Brad Wise, vice president of channel sales at WorldCom.

While the agent program consists mainly of telecom agents that sell connectivity and some data services, solution providers are able to offer a full palette of products and services, he said.

Wise added that WorldCom's data and IP solutions were too complex for traditional telecom agents.

"The reason we started the solution provider program is because they understand complex data and IP solutions," Wise said. "Solution sales are where the market is going, so we will continue to invest resources in this program in the form of people and dollars and will continue to improve communications between us and these partners."

Mark Spilman, president of Vantanet, a Monsey, N.Y.-based VAR and network services consulting firm that has been a WorldCom solution provider partner since 1999, said support has never been an issue.

"The reason we've stayed with [WorldCom is because they support us even if the issue isn't in their area [of expertise," Spilman said. "We used to work with AT&T, but we couldn't get a [support person live. Someone is always available to us at WorldCom."

The carrier last week held a separate conference call with partners to discuss its financial position and address partners' concerns, Wise said.