2016_MasterAgentDirectory

3 / 34

38 ChannelVision | May - June 2016
2016 Master Agent Directory
A
AB&T Telecom
9841 Broken Land Pkwy
Suite 2118
301.948.8161 (toll)
301.948.3641 (fax)
Primary Underlying Providers:
AB&T Backup Pro
AB&T Conferencing
ACC Business
Access One
Access Point
Allied Telecom
Alpheus Communications
American Telesis
AT&T Wireless
BCE Nexxia (Bell Canada)
Birch Communications
Blue Diamond Solutions
BullsEye Telecom
Cbeyond
Charter Business
China Telecom
China Unicom
CoreSite
Cradlepoint IP Fail Safe Solutions
DataPoint
Equinix
FiberLight
Communications
Galileo Cloud
Galileo UC
Global Capacity
GTT
IntelePeer
Latisys
Lightower Fiber Network
LightPath Technologies
MaaS360 by Fiberlink
MelTel
Optimum Business
PacNet
PGi
PowerNet Global
QTS
RagingWire
RapidScale
Reliance Globalcom
SingleHop
SingTel
Sprint
Star2Star
SunGard
TATA Communications
TelePacific Communications
Telx
Time Warner Cable
T-Mobile
TW Telecom
USNi
Verizon Wireless
Vonage Business Solutions
Windstream
XO Communications
Zayo Networks
Voice Services:
Conferencing
Dedicated local/LD
Mobile services
Prepaid voice/data services
SIP Trunking
VoIP
Unified communications
Data/Network Services:
Access (dial-up, DSL, cable, T1)
Access (DS0-OCn)
BC/DR
Content delivery network
Dark fiber
Email
Ethernet services
Hosted infrastructure/platforms
Hosted Office IT services
Integrated access
Managed network services
MPLS VPN
Private line, Point to point
Security/Firewall
Storage
WAN optimization
Web hosting
Wireless data access
Support/Other Services:
Billing/OSS
Business services
Consulting
Expense/Mobile management
Premises systems/gear
Testing/Installation/Certification
ABS Telecom
2607 S Decker Lake Blvd
Suite 102
Salt Lake City, UT 84119
801.327.9400 (voice)
801.327.9390 (fax)
Contact: Mark Koon
Primary Underlying Providers:
ACC Business
AireSpring
AT&T
Broadcore
CenturyLink
Cogent
Comcast
Cox
EarthLink
Ernest
EvolveIP
Granite
inContact
Integra
IPitimi
Jive
Level 3
Masergy
MegaPath
MetTel
Nitel
PGi
Speakeasy
Sprint
TelePacific
Telesphere
Time Warner Cable
TNCI (Impact Telecom)
tw telecom
Utah Broadband
Veracity
Verizon Wireless
WindStream
XO Communications
Yiptel
Voice Services:
Conferencing
Dedicated local/LD
Mobile
SIP trunking
Toll free
VoIP
Data/Network Services:
Access (dial-up, DSL, cable, T1)
Access (DS0-OCn)
BC/DR
Ethernet services
Integrated access
Managed network services
MPLS VPN
Private line, Point to point
Wireless data access
Support/Other Services:
Consulting
ACI Telecom
728 N. Pleasantburg Dr.
Greenville SC 29607
864.233.0549 (voice)
Contact: Cam Walters
Primary Underlying Providers:
Access Point
BCN Telecom
Granite
Green Cloud
Level 3
Spectrum Business
Spirit Communications
Time Warner Cable
Windstream
Voice Services:
Conferencing
Dedicated local/LD
Hosted PBX
SIP trunking
Toll free
Unified communications
VoIP
Data/Network Services:
Access (dial-up, DSL, cable, T1)
Colocation/data center
Ethernet services
Hosted email
Hosted IT services
IaaS/PaaS
Integrated access
International access
MPLS VPN
Private line
Point to point
Security/Firewall
Storage
Virtual servers
WAN optimization
Wireless data access
Support/Other Services:
Consulting
Acuity Technologies
442 W. Kennedy Blvd.
Suite 200
Tampa, FL 33606
813.769.4690 (voice)
813.769.4691 (fax)
Contact: Josh Anderson
Primary Underlying Providers:
ACC
AccessPoint
AireSpring
ANPI
AT&T
Bright House
BroadSmart
BroadView
CenturyLink
Colo5
Comcast
Copper Services
DataSite
Digium
Earthlink
Entelegent
FPL Fibernet
Granite
GreenCloud
Intercall
Level3
LightPath
Masergy
NBS
NetWolves
Nitel
Peak10
Powernet
Stratus Networks
Telx
Time Warner Cable Business
Class
tw telecom
WestIP
Windstream
WOW
XO
Zayo
Voice Services:
Conferencing
Dedicated local/LD
Hosted PBX
Mobile services
SIP trunking
VoIP
Unified communications
Data/Network Services:
Access (dial-up, DSL, cable, T1)
Access (DS0-OCn)
BC/DR
Colocation/Data Center services
Dark Fiber
Desktop virtualization
Hosted email
Hosted infrastructure/platforms
Hosted Office IT services
Integrated access
International access
Managed network services
MPLS VPN
Private line, Point to point
Security/Firewall
Storage
Virtual servers
WAN optimization
Wireless data access
On the other hand, as the communications services
landscape grows increasingly complex and wide-ranging,
the part master agents play within the channel only grows
in terms of influence and importance. In other words, it’s
hard to imagine that a single sales rep or agent will be able
to keep up with the breadth of services that go into today’s
communications solutions and all the conversations that go
into packaging and selling them.
“Cloud services have made our role as a strategic advisor
– or coach – all the more important,” said Ted Schuman, Plan-
etOne Communications CEO. “In many cases, we’re the glue
that brings the deal together and positions the partner as the
cloud services expert and trusted advisor.
“What’s great about cloud is the detail behind the deal
and the teamwork needed to execute – that’s where we excel
and where our partners rely on us most to add value and pro-
tect their profits,” continued Schuman. “Similar to managed
services, process is paramount when it comes to cloud ser-
vices. Without it, success isn’t repeatable or sustainable.”
It’s certainly been a winning formula for PlanetOne,
which has seen its cloud business grow from 5 percent of
revenues to 35 percent during the past year.
And PlanetOne certainly isn’t alone. As can be seen in the
following Master Agent Directory, masters are partnering with
the full spectrum of cloud services and platform providers,
from Amazon to Zayo.
That’s not to say agents and sub-agents shouldn’t be
leery of agencies that “scramble to sign agreements with as
many cloud providers as they can identify.” Despite any gold
rush of opportunity that comes with major transitions, the val-
ue proposition of the master agent largely remains the same.
“Our perspective is that the master agent’s role in the
ecosystem has not changed much, but rather the focus of
the channel in general has re-aimed its sights upward to the
‘cloud,’” said Bradley.
At the end of the day, master agents, said Bradley, still are
looked upon to provide education, support and a safe working
environment for their agent partners. Regardless of the widgets,
the model remains based on adding value to service portfolios,
navigating and managing vendors and ecosystems in the best
interest of sub-agents and their end users, and putting agents in
position to make consultative sales built upon appropriate busi-
ness solutions – ultimately providing a “consistent ease of doing
business in the ever-fluctuating landscape,” said Bradley
As Schuman summed up matters: “A good master agent is
relentless about service levels and will have your back, always.”
It’s just that, nowadays, there are a lot more pieces for
them to masters.