PARTNER CHANNEL: News Briefs June 2002

Posted: 06/2002

News Briefs

* Two-year-old facilities-based reseller
Telegenius, a wholly owned subsidiary of GPA, is adding an agent program to its indirect channel sales initiative for its nationwide 1+ long-distance services and local services in 12 states. Based on the prepaidonline.com program GPA launched last year, Telegenius offers complete online automation of sales and service for postpaid telecom services. Agents can replicate the website used by Telegenius to offer the service. Two tiers of affiliation are available. The first is free and includes the customized website and selling tools. The premium tier, which costs $995, offers higher commission rates, more site templates and greater administrative access.

* Broadband service provider
New Edge Networks Inc. is negotiating agreements with local area computer network integrators and VARs to serve as agents and referral partners in the 28 cities where it has introduced high-speed dedicated Internet using network it acquired from AtHome Corp. to provide businesses T1 access and other high-speed capacity in cities such as Atlanta, Baltimore, Boston and Chicago. The various forms of dedicated access include T1s, DS3 circuits through OC12s, Ethernet, fast Ethernet and Gigabit Ethernet.

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ABCS-Hosting.com Inc. an online resource center devoted to web development and hosting, has initiated an affiliate and agent online referral sales program. A five-tier multilevel commission structure offers 30 percent on first-level referrals (direct from the partner’s site), 5 percent on second level (from a subagent site), 4 percent on third level (from the site of a sub of a sub) and 1 percent on the fourth and fifth levels. The only program requirement is that the agent or the affiliate must have one site hosted with ABCS-Hosting.com at full price.

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Raindance Communications Inc. will acquire the assets of InterAct Conferencing LLC, the largest reseller of Raindance’s audio and web conferencing services, in a stock and cash deal valued at $10 million.

The impact on InterAct’s agent and reseller channels is expected to be minimal since Raindance was InterAct’s exclusive service provider. Raindance plans to accommodate all current agent agreements, but will integrate the two companies’ programs, says a Raindance spokesperson.

* Traditional service providers are widening their small and medium business (SMB) distribution strategies for broadband by recruiting VARs and consultants, reports
The Yankee Group

“In an environment of modest SMB IT spending growth, a solutions-based service sold through a hands-on channel partner gives service providers an additional source of lead generation,” says The Yankee Group analyst J. P. Gownder.

AT&T Corp. is getting on the bandwagon, The Yankee Group reports. The carrier recently expanded its broadband access program to include Cisco Systems Inc., VARs, and Tech Data Corp., Hewlett-Packard Co. and IBM Corp. channel partners.
Qwest Communications International Inc. also is reported to be in talks to create SMB-oriented bundles around Qwest’s broadband offerings and Cisco hardware.