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An Open Letter to the Master Agents Feigning Concern for My “Uncertain Future” as an Intelisys Sub Agent

Posted by on September 19th, 2016 in Blog Posts

While the words that follow are my personal opinion, I have no doubt that many of my peers share similar thoughts. I have been disheartened in the past few weeks by several of you. I realize that we work in a fiercely competitive environment, but unnecessary disrespect always catches me off guard.

In our dealings with customers, suppliers, and master agents, our success has been based entirely on the relationships we’ve built. If your concern for our wellbeing were genuine, you might lead with offering solutions rather than fearmongering.  We simply are not willing to risk the relationships we’ve fostered and their proven track records to jump ship for little more than hollow sentiments such as “we’re still here.”

There are many master agents doing great work and supporting their agents in substantive ways.  This is how you should seek out new agents – earn them. Prove that you are the better alternative. You insult the intelligence of every agent by assuming that we’ll believe the sky is falling just because you say so. You lose any semblance of integrity when blatant opportunism is your defining characteristic.

Every master agency has tried in one way or another to pursue the larger VARs and MSPs with varying degrees of success. The fact that this goal seems almost universal yet simultaneously elusive, this merger serves to legitimize the concept.  Isn’t it possible these two companies coming together represent a success where others have fallen short?

This is clearly uncharted territory and growing pains are to be expected, however, I see potential where you see only peril. None of us can predict with absolute certainty what the future holds, and change of any kind can be daunting, but it comes nonetheless. Embrace it or be left behind.

Angie Tocco


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