The potential cons of aligning with a master agent
 
There are risks involved in working with a master agent if a solution provider isn't careful – or just doesn't read the small print, Schuman said.

In many cases, solution providers don't know what kind of contact the master agent has with a supplier. For example, if the master agent loses its relationship with the supplier, the partner most likely won't get paid because it doesn't have a direct relationship with that supplier, he warned. Solution providers should always ask master agents what acquisitions, bankruptcy and changes in leadership would mean for the solution providers, he said.