By Peter Radizeski, President of RAD-INFO

I think that some companies just don't get the channel value. And they never will. (You all know who I am talking about). There have been some changes lately in a few channel programs that have not been to the benefit of agents. (Shocked, right?) But as I am reading PAETEC's 10-K, I see that some companies DO understand the importance of a body of independent business people who market and sell their services.

If PAETEC does not retain its senior management and continue to attract and retain qualified personnel and independent sales agents, PAETEC might not be able to execute its business plan.

As we head into the "recession", it will be agents who experience the most scrutiny in credit apps. (Personally, I have seen how AE's have much more leeway in getting past credit checks.)

As companies cut staff, the channel will be the hunters. Most account teams are in place to nurture the big relationships. Everyone fights for Fortune 500, multilocation enterprise, and government accounts. Medium (100 to 250 employees) and small business (under 100) are the bread and butter of channel agents. (Not just for telecom either; VAR's sell IT into this space as well.)

With the Co-Lo Agent Consortium announcement, it might be the right time to form an agent association. Who promotes agents? Who advocates for agents? Where do we get research that agents bring in X per cent of the business or that we reduce churn? What do you think?

BTW, Microsoft and Cisco have a huge channel. All those certified folks pushing product for the two big boys, who will now be pushing services against our channel. (But that's a session for Boston.)