Introduction

The telecom distribution channel is thriving and evolving. Over time, a unique player has emerged in the master agent. Its definition, however, has been a moving target. Everyone has opinions but few can agree on what characteristics are common to the modern master agent.

Given this, CSP Network, the PHONE+ Partner Portal, has sought to formalize this dealer category and to recognize those who meet its specifications for the benefit of subagents and suppliers. The criteria for the certification and its accompanying metrics are the result of consultation with industry participants. Those companies that qualify for the CSP Network Certified Master Agency or Premier Master Agency designations will be regarded as the industry’s leading master agencies.

Certification

Master agencies seeking CSP Network Certified Master Agency or Premier Master Agency status must submit documentation as delineated for each and each criterion in order to receive certification. Once documentation is verified, applicants will receive a certificate, supporting certification information as well as camera-ready logos for use in their marketing materials.

Criteria

• A Certified Master Agency must:
• Exhibit Experience and Stability
• Operate a Multitier Organizational Structure
• Maintain Direct Contracts with Multiple Suppliers
• Maintain Back-Office Technology in Support of Agents and Carriers
• Maintain Back-Office Non-Sales Staff in Support of Agents and Carriers
• Provide Training Support to Agents
• Provide Marketing Support to Agents

A Premier Master Agency must meet all of the above criteria plus

• Bill More Than $1 Million per Month

Proof Points

1. Experience and Stability
To meet this criterion, applicants must submit proof of operation and/or incorporation dating back a minimum of three years.

2. Multitier Organization
To meet this criterion, applicants must submit one of the following:

• letters on letterhead from a minimum of 10 subagents verifying participation your program.
• commission report verifying a subagent base (dollar figures can be deleted) of at least 10 subagents as well as contact information for verification.

3. Direct Contracts with Multiple Suppliers
To meet this criterion, applicants must submit letters letterhead or via email from a minimum of three supplier channel managers indicating such and the duration of the agreement.

4. Back-Office Technology -- including both electronic interfaces to carriers (where possible) and subagents. Functionality should include pricing and quoting, ordering, status reporting and trouble ticketing as well as automated commissions tracking and payment.
To meet this criterion, applicants must submit one of the following:

• copy of paid invoice from software vendor for back-office system
• letter on letterhead or via email from vendor or independent systems integrator that built or installed back-office system.
• a guided online tour of the system with a CSP Network representative by appointment.

PLUS

• Letters on letterhead or via e-mail from a minimum of three subagents and three suppliers confirming functionality is in place.

5. Back-Office Staff -- Employs at least five staff in nonsales operational support roles.
To meet this criterion, applicants must submit the following:

• copy of most recent month’s payroll statement (dollar figures can be deleted) listing employees
• list of dedicated back-office employees, titles and contact phone numbers

6. Training Support Provided to Agents
To meet this criterion, applicants must submit one of the following:

• Web site addresses for online training
• Copies of curriculum and current training schedule for on-site training.
• Proof of collaborative arrangement to provide vendor-sponsored training.

7. Marketing Support Provided to Agents
To meet this criterion, applicants must submit a Web site address or copies of written materials about the marketing support program.

Proof Points (For Premier Master Agency Applicants)
Bill More Than $1 Million per Month
To meet this criterion, applicants must submit one of the following:

• Letters on letterhead or via email from supplier channel manager confirming aggregate monthly end-user billables (base) in excess of this amount.
• Copies of commission check statement (s) for the most recent month end reporting an aggregate base in excess of this amount.
• Notorized affidavit from a third-party accountant testifying that the base exceed $1 million per month.

NOTE: CSP Network reserves the right to request or seek out additional information or accept alternative information to confirm that proof points have been met.

How to Apply

Applications are available here or by contacting:
Kelly Teal, CSP Network Editor
Virgo Publishing
3300 N. Central #300
Phoenix, AZ 85012
480 990 1101, ext. 1020
kteal@vpico.com
Attn: CSP Network Master Agency Certification Program