Agency agreements in the technology industry focus on expanding sales by empowering independent contractors to promote the technology product to target customers. Typically, agents are authorized representatives of the vendor and are empowered to advertise and promote the technology - including demonstrations of the technology and authoring proposals. This level of participation in the marketing process raises some key issues in the relationship. The scope of the agency granted should be broad enough to allow for some measure of agent control in closing the sale, as well as protection from other agents once a customer dialogue begins. Access to the technology product also raises the question of technology training. Use of the appropriate trademarks, more complex agent fee schemes and customer support obligations are all issues which must be addressed in structuring a framework responsive to the needs of agent and vendor.
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