3. Darcee Nelan, IQ-Wired

The technology adviser partner, more traditionally known as the telecom agent, is going through an evolution of its model.

Agents have quietly been picking up momentum in the world of business technology procurement over the last decade. These firms historically built loyal client relationships by serving as their carrier-neutral intermediary to a variety of network and voice providers free of charge. Those efforts have helped them amass a wealth of residual commissions from vendors that continue to this day.

But now a succession crisis is occurring, as many agent owners launched their firms more than 20 years ago and now are looking for a way to retire.

Darcee Nelan is CEO of IQ Wired. Nelan made waves for addressing the problem head on.

“The agent model has been changing for years. As the convergence of telecommunications and IT services has progressed in recent years, we no longer have clear swim lanes that guide our positions in the marketplace,” she said. “Customers, now more than ever, are overwhelmed with the amount of choices they have available to them when considering technology changes. This situates us as agents in an enviable position to leverage our roles as trusted advisers in helping customers vet their service options.”

Go here to read more from James Anderson’s interview with Nelan.