Master Agent: A Closer Look at Level 3's Solution Provider Partner Program
February 04, 2013
Last week, TMCnet revealed Level 3 Communication’s entry into the VAR space with the launch of its Solution Provider Partner Program. As a carrier for master agent Telarus (News - Alert), Level 3’s new program helps to open the door for greater accessibility and communication between the carrier and its channel partners. To explore the concept further, Michael Jerich, Level 3 Channel Chief, recently answered questions about the new program and how it will benefit everyone involved.
Here is a synopsis:
For the VAR interested in exploring this opportunity with Level 3, an agreement is signed between the two companies. An addendum is attached to the agreement that reflects the appropriate compensation method. Sales and revenue commitments are clearly defined and performance reviews are completed to ensure VARs are meeting their obligations.
Sales and Compensation
The Solution Provider Partner Program is a deviation from the standard referral process as there are no tiers in this option or Level 3’s Referral program. Compensation is provided, however, through a residual or one-time payment option, depending upon the aforementioned agreement. Payment is always residual-based if the VAR registers through the Channel Partner (News - Alert) Program.
Sales completed through this new program are considered channel integrated. The VARs participating in the new Level 3 program are managed by an indirect team. If appropriate, they will also engage the indirect sales channels. Deal registration is not required as the account is considered co-owned by way of channel integration.
Master Agent Integration
For the master agent like Telarus, this new opportunity means it can bring VARs into their programs, treating them as subagents. The difference here is the VARs will be managed by the regional channel managers in their area. Sales opportunities that arise where direct lines are available fall under Level 3’s teaming policy.
The master agent is not able to use the local team for onboarding or VAR training, however. The VAR team is considered dedicated to those partners in the program, according to Jerich. Fortunately, Level 3 will share information that the master agent can use to train VARs, streamlining the process.
Level 3’s Value Proposition
Level 3’s new program is designed to address the differences in partners, identifying where programs need to be specific in order for that partner to be successful. To that end, the company will evaluate each new partner individually to ensure the right team is built around them for mutual success. With the company’s upfront process in place, VARs can easily move into the right program to quickly experience success.
Level 3 continues to experience success due in part to its master agent Telarus. The company easily quotes Level 3 products in real-time with its GeoQuote solution. Both Level 3 and Telarus work together to power a robust and highly reliable Internet backbone to meet the dynamic communications needs of an evolving marketplace.
Edited by Jamie Epstein