Many partners came out of MCI and C&W. The largest CLECs would recruit on college campuses. College students could be exposed to telecom.
Today, no CLECs. No college recruiting. Most students have never interfaced with a telco. How would they even consider telecom or the Channel?
Heck, most finance people don’t understand the channel. How would a college student or a recent grad know that they could start their own business in the Channel?
At CVX Expo, people were telling me that Enterprise sales reps at the carriers have entered the channel. And that might be the last people in.
When many partners started in the Channel, the pay was all upfront. Easy to start when you can sell something in the first month, get it installed in a month and get paid within 90 days. Today, a UCaaS deal averages 12 seats at $15 is $180. 5X SPIFF is $900 but it could take a while to get that. And that $36 commission is going to come monthly after billing.
Bridgepointe told me that they have a program to help eager potential partners start off.
As many partners age out/retire or take advantage of the M&A taking place in both Agency and MSPs, there is a need to replenish the IT/Telecom Channel with fresh blood.
