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Telarus Shakes Up Commissions Structure, Hires Comcast Alumnae

Telarus expects partners will feel the impact of the new hires immediately.

James Anderson

August 22, 2019

3 Min Read

Telarus is restructuring its commissions department to decrease the time partners spend auditing.

The master agent divided the commissions unit into three teams: commission processing, revenue assurance, and inquiries and escalations.

The restructuring marks the official integration of Telarus’ and CarrierSales’ commission platforms, according to chief financial officer Zane Christensen. Telarus purchased CarrierSales in 2017.


Telarus’ Michelle Delacasas

“Ensuring our partners are paid correctly and quickly is our primary function as a distributor of business cloud infrastructure services,” Telarus CEO Adam Edwards said. “Our partners shouldn’t need to hire internal resources to ensure they’re being paid correctly by their master agent — that’s our job.”

The company has “repurposed” personnel into the three teams to ensure that partners promptly and accurately receive their commissions. The company also hired Michelle Delacasas as director of inquiries and escalations, Tracy Savage as commissions analyst for inquiries and escalations, and Todd Bryant as a commissions analyst for revenue assurance.


Telarus’ Tracy Savage

“Each of them is accomplished, experienced and highly trained professionals who are going to provide an instant uplift to our new teams, and we believe our partners will be able to feel their impact immediately,” Christensen said. “Eliminating the ‘hassle factor’ in getting paid is our sole focus, and one that we’ll continue to invest in into the foreseeable future.”

Delacasas and Savage bring more than 25 combined years working at Comcast. Delacasas most recently supervised business project coordination for the cable company, and Savage worked as a business project coordinator. Bryant analyzed commissions while working for Spring Mobile and most recently managed Prime Communications’ financial operations.

Telarus earlier this year launched AnticiPAY, an application that analyzes and determines commission amounts for subagents.


Telarus’ Zane Christensen

“For years we’ve been investing in both software and staff to ensure that this function is performed at a very high level, and now, with Michelle, Tracy and Todd’s help, we are going to up our commissions game even further. Over their careers at Comcast and Spring Mobile, they have established track records of creating processes, with a fanatical attention to detail, that will suit them perfectly in their respective roles on our new teams,” Edwards said.

The company recently launched a partner loyalty program that distributes “Telarus Points” for every new deal. The program will commence in 2020. Telarus subagents have already begun collecting points.

Here’s our list of channel people on the move in July.

“Throughout our history, we’ve invested heavily in technology and in subject matter experts that allow our partners to set themselves apart from their competitors. But as they grow, we’ve found that each of them has different needs when it comes to business expansion,” Telarus chief operating officer Richard Murray said. “It’s a privilege and a great honor to be able to step in and help them fill those voids, whether it be funding for an event for their customers, or helping them find new opportunities to sell, they all get to decide themselves how to best spend their rewards money.” 

Telarus recently celebrated another inclusion in the Inc. 5000. The Utah-based master agent boasts more than 4,000 sales partners and 200 suppliers.

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About the Author(s)

James Anderson

Senior News Editor, Channel Futures

James Anderson is a news editor for Channel Futures. He interned with Informa while working toward his degree in journalism from Arizona State University, then joined the company after graduating. He writes about SD-WAN, telecom and cablecos, technology services distributors and carriers. He has served as a moderator for multiple panels at Channel Partners events.

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