From Drab to Glam, Agents Get a Makeover

By Khali Henderson

Though some agents could use a consultation with a style guru, today’s makeover session is all business.

Inspired by the then-new cable TV show, "Queer Eye for the Straight Guy," PAETEC CEO Arunas Chesonis proposed last September a panel that would train the scrutiny of channel experts on channel sales organizations in need of a strategic overhaul. Organizers of the Channel Partners Conference & Expo agreed to the plot and put Chesonis in charge as the facilitator.

As a next step, PHONE+ editors recruited impartial experts in both business strategy and channels to serve as the review board. These include consultants Hedley Lawson Jr., managing partner, Aligned Growth Partners; Gary Lawrence, managing partner, Peregrine Consulting Inc.; Michael Fair, founder, Market Race LLC; and Elizabeth Faber, senior manager, Deloitte Consulting LLC .

Volunteers from among the agent community were recommended by members of the Channel Partners Advisory Board to have their agencies evaluated on condition of anonymity.

Today’s presentation will include the profiles for these companies and the recommendations for their strategic growth from the expert panel based on a review of their financial statements, product portfolio, marketing plan, carrier contracts, compensation plans and more.

An update on the results of implementing these recommendations is planned for the Channel Partners Conference & Expo in Las Vegas in Spring 2005.