New to the Channel? Start Here.
Everything you need to understand the telecom channel — from the basics to the business model. Whether you're an MSP exploring indirect sales, a new agent, or just curious how this industry works, this is your starting point.
Eight guides. Read them in order or jump to what you need. Each one stands alone, but together they give you the full picture of how a $100B+ industry actually works.
What Is the Telecom Channel? A Plain-English Guide
What the channel is, who the players are, how money flows from carrier to agent — and why this $100B+ ecosystem exists in the first place.
How Channel Partners Make Money
Residuals, upfronts, SPIFs, MDF — the complete breakdown of how agents, MSPs, and VARs actually get paid. With real math.
What Is a TSD in Telecom?
TSDs are the backbone of indirect telecom sales. What they do, why they exist, and how to pick the right one for your business.
Master Agent vs TSD vs Distributor
The channel uses four terms for the same thing. Here's what each means, how the terminology evolved, and why it matters when you're choosing a partner.
How Residual Commissions Work
The math behind residual commissions — how they compound, what happens when customers churn, and how partners build long-term wealth.
Best TSDs for MSPs in 2026
Choosing a TSD as an MSP is different from choosing one as an agent. Here are the top TSDs and what each does best.
Telecom Channel Glossary: 75+ Terms
ARR, CLEC, MDF, NNI, SPIF, TSD — the channel has its own language. Every term you need, defined in plain English.
Carrier Partner Programs Explained
How carrier programs work, what tiers mean, and what to look for when evaluating AT&T, Lumen, Comcast, and T-Mobile channel programs.
Stay ahead of the channel.
One letter a week. Sharp takes on the stories that matter. That's it.