Courting The Channel
More and more telecom carriers - -seeing the massive opportunity VARs present -- are abandoning their competitive posture and launching programs to tap the power of indirect sales and welcoming VARs with open arms. Many telecom service providers and cable companies have programs that cater to VARs as they are getting acquainted with the carrier space. VARs can start selling carrier services in a variety of ways -- they can simply earn a fee by referring a client, work side by side with an agent or carrier while they're learning the ropes, or take full control of the sale from the initial consultation to install. There are also options to partner either directly with the service provider or through a master agent. Many programs offer presales consultation and support, product training and education. Here's how to connect with some of the partner programs out there.