TBI says it continues to bolster nontraditional partners’ portfolios and ability to sell network connectivity and managed services.

September 26, 2017

4 Min Read

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PRESS RELEASE — CHANNEL PARTNERS EVOLUTION — TBI (a Meeting Room Sponsor), the leading network and cloud connectivity third-party distributor, announces today their beefed up strategic selling program. Having recently brought on two new industry veterans to lead the program, TBI continues to bolster non-traditional partners’ portfolios and ability to sell network connectivity and managed services without needing to staff up with sales and technical resources.

Carrier consolidation, technology convergence and the proliferation of cloud solutions have hardware manufacturers shifting to a software model and their channel partners rethinking their business models as margins shrink. Additionally, TBI has been called upon to support and help new indirect channel agents get up and running as some recently left former carrier jobs and other telecom adjacent businesses look to expand their offerings.

In previous years, TBI has worked with VARs, software companies, SIs and other agents in various degrees of assistance, opening up new revenue streams. These companies have found success when utilizing TBI for an end-to-end selling strategy and execution plan, where they have established mindshare with customers but not the knowledge of how to sell telecom. They work out a lead generation agreement where they bring end-users to TBI or utilize TBI solution engineer resources to assess voice, data, internet and cloud solutions that could work with existing infrastructure. The referral program has allowed for these telecom adjacent businesses to add incremental revenue, expand portfolios and strengthen relationships with their customers.

TBI’s new service delivery model helps agent companies of all sizes to do the following: re-up customer engagement with discovery and handling of the sales journey with technical resources and share of revenue, add-ons or up-market sales identification and follow through along with staff training, transactional sales that take up time and resources that can be outsourced to a dedicated sales team. Two new employees have been hired to lead the program efforts:

Rob Valadez served as OEM Business Development Manager at Insight for VEEAM software and Aruba/HPE and also spent time at CDW supporting top manufacturers with program development for channel datacenter, server, storage, network and security solutions. A former Professor of Engineering, Rob holds technical certifications that include Veeam Technical Sales Professional (VMTSP), Veeam VMSP, F5 Security Accreditation, IronKey Sales Expert and Tripp Lite Sales Expert.

Rodney Sizemore cofounded the first and largest commercial Internet Service Provider (ISP) in the Ohio valley region as well as three cloud communications companies and one telecom VAR. Rodney holds many certifications including: ITIL v3, Cisco Certified Collaboration Specialist, Cisco Certified Business Value Analyst, VMWare Certified Associate and Veeam VMTSP.

Together the program managers have …

… almost 50-years’ experience in telecommunications, manufacturer, data center and the VAR space. They will work with the various companies across the country to develop a process for recurring revenue in a hardware heavy sales environment, recapture lost revenue with customers already sold to and enhance core offerings with easy sell-with technologies. Additionally, strategic resources work with the team to monetize existing partners’ online and lead traffic with business connectivity, voice and cloud solutions. They will expand the current program and continue to build the consultancy practice that helps extend partner offerings without agent investment or in-house technical experts and further positions against competition and brings in incremental revenue.

For more information, visit www.tbicom.com or contact Mike Onystok, Vice President of Omni Center Sales [email protected].

About TBI
TBI is the nation’s leading third-party technology distributor. Since 1991, it has assisted Systems Integrators, VARs, MSPs, IT consultants, developers, software distributors and more in advising and sourcing the right technology solutions. TBI serves as a partner’s advocate, ensuring the proper provisioning of cloud, Internet, data, mobility, voice, and managed services from best-in-class service providers to achieve clients’ desired business outcomes. Through training and marketing programs focused on the benefits of technology to the business, TBI empowers its partners to be the foremost authority to advise and source all their clients’ technology needs. With the largest back-office in the industry, TBI partners are fully supported by pre- and post-sales operations, project managers, and solutions engineers certified in the latest industry-leading technologies. For more information visit www.tbicom.com.

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