No More ‘Pass-Through Entities’

Edwards said the partners who are moving into  advanced deals have changed their expectations for TSBs.

“It’s table stakes to just get commissions on time and accurately, to get great support and high responsiveness to get escalations with these providers,” Edwards said.

“The real question partners are asking is, ‘How can you help me be more successful? If not, then you’re just a pass-through entity me, and I don’t really need you. You’re no different than anybody else. How can you help me be more successful?'”