ChannelVision Playbook Volume 8

Advertiser Index CONTENTS 6 Stacking Your Channel Three questions to qualify partners By Wayne Monk 10 Empathy and an Ear The key advantages to earning partnerships By Bruce Wirt 14 Adding Power to the Channel Penny Thurnau discusses updates to Powernet’s channel program 16 Getting Aligned How channel managers can help partners in transition By Peter Radizeski 18 Master Plan The case for master, supplier partnerships By Bruce Wirt 22 The Indirect Approach Michael Gough shares what makes GTT’s channel program different AireSpring (www.airespring.com) 17 BullsEye Telecom (www.bullseyetelecom.com) 2 Fusion (www.fusionconnect.com) 3 Granite Telecommunications (www.granitenet.com) 15 IPFone (www.ipfone.com) 21 NetCarrier (www.netcarrier.com) 8 Nexogy (www.nexogy.com) 20 nexVortex (www.nexvortex.com) 11 One Stream Networks (www.onestreamnetworks.com) 12 Pioneer Telephone (www.pioneertelephone.com) 13 Powernet (www.powernetco.com) Back cover Spectrum (partners.spectrum.com) 7 Star2Star (www.star2star.com) 23 Telesystem (www.teleystem.us) 5 Vivial (www.vivial.net/partners) 19 vMOX (vmox.com/partners) 9 Disclaimer: This index is provided as a free service to our advertisers. Every effort is made for accuracy, but we cannot be held liable for any errors or omissions. Volume 8: Building Better Partnerships Martin Vilaboy Editor-in-Chief martin@bekabusinessmedia.com Gerald Baldino Contributing Editor gerald@bekabusinessmedia.com Percy Zamora Art Director percy@bekabusinessmedia.com Berge Kaprelian Group Publisher berge@bekabusinessmedia.com (480) 503-0770 Rene Galan Associate Publisher rene@bekabusinessmedia.com (786) 953-7297 Anthony Graffeo Associate Publisher anthony@bekabusinessmedia.com (203) 304-8547 Matt O’Brien Multimedia Specialist matt@bekabusinessmedia.com Beka Business Media Berge Kaprelian President and CEO Neil Ende General Counsel Corporate Headquarters 15560 N Frank Lloyd Wright Blvd Suite B4 – 5433 Scottsdale, AZ 85260 Voice: 480.503.0770 Fax: 480.503.0990 Email: berge@bekabusinessmedia.com © 2018 Beka Business Media, All rights reserved. Re- production in whole or in any form or medium without express written permission of Beka Business Media is prohibited. ChannelVision and the ChannelVision logo are trademarks of Beka Business Media 4 THE CHANNEL MANAGER’S PLAYBOOK