Working with a master agent: the pros
 
Solution providers are exposed to a huge portfolio of suppliers and global partners -- arguably more than the provider would have access to if it had decided to go it alone – even just through one master agent relationship, Schuman said. Depending on the master agent, this partnership can come with or without revenue requirements.
 
Solution providers also can scale quickly and go to market with their solutions more quickly with the help of a master agent. Managing a chain of suppliers isn't a core business for most solution providers, he said, adding that master agents vet these vendors and service providers, and they have a good understanding of the contracts that these suppliers – especially telecommunications providers – offer.

"[Solution providers] don’t want to manage a relationship with AT&T or Verizon [for example]. That's what master agents are bringing to the table," he said.