Khali Henderson Blog

Account Control Freaks

Mon, 19 Oct 2009 21:18:08 PDT

I’m learning that the degree of control a supplier exercises over accounts sold by their indirect sales teams varies drastically. The dichotomy was pointed out in a discussion between press/analysts and Avaya dealers attending the Avaya 2010 Conference & Expo last week. One of the companies in attendance, Shared Technologies, is a very large Nortel dealer. But seeing the writing ...

Mercenary Mindset

Mon, 12 Oct 2009 07:50:19 PDT

A few weeks ago an agent sent me a link to an article with the request that I get it out to the provider community in hopes of improving channel relations. The article, “Creating a Loyal Relationship with Your Channel,” which ran in the September issue of Loyalty Management magazine, asserts that looking at partners value from purely financial metrics ...

Agents Go Shopping in Miami

Fri, 25 Sep 2009 08:19:43 PDT

I am sure there is some great shopping in South Beach, but communications agents were doing their shopping at the Channel Partners Conference & Expo, which wraps up Friday.Several agents – on their own accord – told me they came to Miami expressly to find new vendors for the first time or for the first time in years. Some were ...