EarthLink is buying two divisions from Synergy Global Solutions: its IT Solution Center, a 24-7 help desk and network operations center, and its cloud-hosted application business, according to Buffalo News.

EarthLink gets relationships with about 120 VAR's that laready sell the Solution Center and hosted application services. That's probably as valuable as the NOC itself.

"In addition to the Solution Center, EarthLink is acquiring Synergy's cloud-based application service which provides end-to-end hosted IT capabilities for the environmental services vertical market. This service already utilizes the EarthLink Cloud framework for hosting its cloud-based application service and features SuccessWare21® software." [marketwatch]

The fastest path to Cloud and Managed Services is via acquisitions, so expect more of them. If the company has a NOC or data center, contracted customers, and a channel (VARs or Agents selling services), it means gold.

CLEC, ILEC and some cable companies are realizing that just selling pipe isn't going to be enough. Managed services and Applications - OSI Layer 7 - si where the money will be in the future.

As an Agent, I'd start brushing up on how to sell managed services.

Recently, I learned that a Channel Manager is also an Agent. I asked him about it and his reply: Who better to manage agents than an agent. It makes sense on the surface (like partison). And it is not uncommon. I was surprised how many Channel Managers have agent deals on the side or have a deal with an Agent.

When I asked this on LinkedIn today, "Is it wrong of me to frown on people who hold channel manager positions and are agents too?" Most agreed that it is unethical. One person noted, "Most telecom sales guys at one point or another have been in between jobs and have signed an agent agreement with company Y to take care of a friend or an old customer, so when they get a job with company X you think they should call up company Y and cancel the agreement?"

No, but that agent agreement should be dormant - and he shouldn't be double dipping.

I think as quotas increase and master agencies are under pressure to hit the ever rising quotas (or be unable to pay sub-agents), this practice of double-dipping will increase. Why? Masters will have to do whatever they can to bring in sales. Both the Direct sales guys (who also do this) and the CM's with Agent deals will dictate terms. It's going to get ugly.

According to David Byrd of Broadvox, agents and VAR's need more training when it comes to SIP. As he wrote in his Wild Mushroom post, "Too often we encounter a situation where an agent sells a SIP Trunk with no understanding of the difference between it and a PRI. This can lead to a disastrous situation. First, an agent needs to understand that the bandwidth require per phone call is more with G.711 not less than a PRI. Second, IP enabled equipment is required. This can be an IAD, IP PBX or, in the best case, the addition of an IP board or card. It is also very important to check the carrier’s interoperability IAD and IP PBX list."

Inter-Op and codecs are just a couple of things that Agents and VAR's need to learn. The world of TDM is defined by standards and pre-set configurations. The world of IP is wide open - no standards, just a bunch of specs that engineers and geeks tweek to get things to work. Being a Net-Head means a world of possibility, but it also means that pre-sales checking becomes paramount.

There are lots of places to get training. Alteva has a cert program that costs about $350, which includes sales and product training. As Byrd mentions, SIP School is around. MegaPath offers MPLS University. Avaya has a SIP for Dummies book. Almost every carrier has training on their product. I know that you get inundated with training webinars, but services today are not what you were selling five years ago. Take the time to take a few. Or lose out to other Agents who DO take the training - and become the Preferred Partners for the carriers.

Agents and VAR's can also test their knowledge with the TCA's Certified Telecom Professional certification program. The program includes subject material that can be reviewed before or after taking the exam. (Testers get 2 shots at getting a passing grade of 70.))