Agents, Trusted Advisors and TSDs

Telecom and IT agents and trusted advisors (TAs) are independent sales representatives who do the critical work of connecting customers with the services they are seeking. Agents may deal directly with a service provider or serve as a sub-agent of a technology services distributor (TSD). In any transaction involving agents, TAs or TSDs, it is critically important to have qualified legal representation on your side.

Whether it’s a relationship between an agent and a service provider, a TA and a customer or an agent and a TSD, you want a solid agreement with your best interests represented. An attorney who understands these contracts and all the details involved is best able to deliver that for you, as well as advise you on any other legal issues that might arise.

Lawyer for Trusted Advisors and TSDs

As your telecommunications and IT lawyer, Ben Bronston will advise you and negotiate on your behalf to achieve the best possible deal. He has represented the full spectrum of channel partners – from large national TSDs to independent agents and TAs, as well as service providers and enterprise customers – in transactions, negotiations, disputes and many other issues. He will apply his expertise in the channel to your legal issue, all while looking out for your best interests. Call Ben Bronston today at 888.469.0579 to set up a consultation.

Ben Bronston – Telecom/IT Lawyer proudly serves telecom and IT clients worldwide.

Telecommunications Agents Info

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Having a Strong Agent-Provider Agreement

If you are an independent agent, having an agreement between you and the service provider in which your interests are protected is essential to your success. You must be the point person between the provider and your customers — you cannot let the provider interfere with the relationship between you and your customers. An agent-provider agreement that is too favorable to the provider could severely inhibit your ability to do business or, even worse, jeopardize your commissions.

As your attorney, Ben Bronston will carefully review the contract for loopholes that service providers can use to escape their obligations, leaving you hanging and severely impacting your business and potentially your livelihood. He will negotiate on your behalf for a contract that represents your best interests and will permit you to thrive.

A few critical clauses Ben will fight to obtain on your behalf include:

  • Evergreen commission payments
  • Termination for Cause, with ample opportunity to cure
  • Non-solicitation clause retaining to the right to continue working with your customers
  • A non-retroactivity clause that does not allow commission reductions
  • Non-circumvention to prevent the provider from going to customers directly
  • Mutuality/Reciprocity
  • Assignment
  • Sole Discretion in marketing or selling services
  • Exclusivity

Agent-provider agreements are not the only legal matters faced by agents, TAs and TSDs, but they are almost always the most important. Without a properly negotiated agent-provider agreement, you may lose your commissions.

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Representing Technology Services Distributors (TSDs)

Some service providers prefer to work through TSDs which can sometimes offer a greater level of sales enablement, project management and other resources, making them more attractive. Agents may also prefer to work under a TSD due to increased benefits and protections.

If you are a TSD, you face many of the same issues as an independent agent or TA in negotiating agreements with service providers. However, the stakes may be even higher because of the high volume you may be dealing with. This is why it’s important to have an airtight agreement that reflects your best interests.

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Attorney for Service Providers

If you are a service provider, you may have agreements with agents, TAs, TSDs, VARs, etc. to sell your services. The way those contracts are written could deeply impact the profits you make.

You should have an attorney on your side who has worked extensively in the channel and has a vast understanding of agent-provider relationships. Ben Bronston will look out for your best interests and help you negotiate a contract that puts your company in the best possible position to succeed.

A Skilled Negotiator for Agents, TAs and TSDs

Agents play a critical role in the telecommunications and IT industry, so it’s very important that they are able to negotiate contracts that enable them to work with customers and sell the products and services of various providers. Ben Bronston is an experienced telecom and IT lawyer with extensive knowledge of the channel. Ben regularly represents agents, TAs, TSDs and service providers throughout the country. Call 888.469.0579 to set up a consultation and review your options today.