https://www.channelfutures.com/wp-content/themes/channelfutures_child/assets/images/logo/footer-new-logo.png
  • Home
  • Technologies
    • Back
    • SDN/SD-WAN
    • Cloud
    • RMM/PSA
    • Security
    • Telephony/UC/Collaboration
    • Cable
    • Mobility & Wireless
    • Fiber/Ethernet
    • Data Centers
    • Backup & Disaster Recovery
    • IoT
    • Desktop
    • Artificial Intelligence
    • Analytics
  • Strategy
    • Back
    • Mergers and Acquisitions
    • Channel Research
    • Business Models
    • Distribution
    • Technology Solutions Brokerages
    • Sales & Marketing
    • Best Practices
    • Vertical Markets
    • Regulation & Compliance
  • MSP 501
    • Back
    • 2022 MSP 501 Rankings
    • 2022 NextGen 101 Rankings
  • Intelligence
    • Back
    • Galleries
    • Podcasts
    • From the Industry
    • Reports/Digital Issues
    • Webinars
    • White Papers
  • Channel Futures TV
  • EMEA
  • Channel Chatter
    • Back
    • People on the Move
    • New/Changing Channel Programs
    • New Products & Services
    • Industry Honors
  • Resources
    • Back
    • Advisory Boards
    • Industry Organizations
    • Our Sponsors
    • Advertise
    • 2022 Editorial Calendar
  • Awards
    • Back
    • 2022 MSP 501
    • Channel Influencers
    • Circle of Excellence
    • DE&I 101
    • Channel Partners 101 (CP 101)
  • Events
    • Back
    • CP Conference & Expo
    • MSP Summit
    • Channel Partners Europe
    • Channel Partners Event Coverage
    • Webinars
    • Industry Events
  • About Us
  • DE&I
Channel Futures
  • NEWSLETTER
  • Home
  • Technologies
    • Back
    • SDN/SD-WAN
    • Cloud
    • RMM/PSA
    • Security
    • Telephony/UC/Collaboration
    • Cable
    • Mobility & Wireless
    • Fiber/Ethernet
    • Data Centers
    • Backup & Disaster Recovery
    • IoT
    • Desktop
    • Artificial Intelligence
    • Analytics
  • Strategy
    • Back
    • Mergers and Acquisitions
    • Channel Research
    • Business Models
    • Distribution
    • Technology Solutions Brokerages
    • Sales & Marketing
    • Best Practices
    • Vertical Markets
    • Regulation & Compliance
  • MSP 501
    • Back
    • 2022 MSP 501 Rankings
    • 2022 NextGen 101 Rankings
  • Intelligence
    • Back
    • Galleries
    • Podcasts
    • From the Industry
    • Reports/Digital Issues
    • Webinars
    • White Papers
  • Channel Futures TV
  • EMEA
  • Channel Chatter
    • Back
    • People on the Move
    • New/Changing Channel Programs
    • New Products & Services
    • Industry Honors
  • Resources
    • Back
    • Advisory Boards
    • Industry Organizations
    • Our Sponsors
    • Advertise
    • 2022 Editorial Calendar
  • Awards
    • Back
    • 2022 MSP 501
    • Channel Influencers
    • Circle of Excellence
    • DE&I 101
    • Channel Partners 101 (CP 101)
  • Events
    • Back
    • CP Conference & Expo
    • MSP Summit
    • Channel Partners Europe
    • Channel Partners Event Coverage
    • Webinars
    • Industry Events
  • About Us
  • DE&I
    • Newsletter
  • REGISTER
  • MSPs
  • VARs / SIs
  • Agents
  • Cloud Service Providers
  • Channel Partners Events
 Channel Futures

Technology Solutions Brokerages


Telarus Partner Summit: TSB, Partners Declare War on Global SIs

  • Written by James Anderson
  • August 3, 2022
"We intend to kick some butt in 2022 and beyond," Telarus chief revenue officer Dan Foster said.

TELARUS PARTNER SUMMIT — Telarus executives are proclaiming the supremacy of the technology adviser model at the company’s annual partner summit.

Chief revenue officer Dan Foster said Telarus agents won customers deals over global systems integrators on multiple occasions in 2021.

Telarus' Dan Foster

Telarus’ Dan Foster

“We together beat out Accenture, Deloitte and KPMG in 2021, and we intend to kick some butt in 2022 and beyond with this technology stack that we’re chasing,” Foster said to the partner audience Wednesday in Salt Lake City.

Telarus CEO Adam Edwards likened the agent model to preventive health care. Compensating medical professionals for the overall health of their patients would lead to better outcomes than compensating them to fix something, Edwards said.

The agent model, which Telarus supports, compensates partners with monthly commissions on deals they sell through a massive portfolio of suppliers. Edwards said this recurring model incentivizes partners to pair their customers with vendors that will support them well in the long-term.

Telarus' Adam Edwards

Telarus’ Adam Edwards

“If you’re a reseller, you can only resell a couple of manufacturers to your customer. A consultant bills for a few hours and issues a report,” he said during his Wednesday morning keynote. “But this channel has a fundamental difference. We depend on a great outcome for that customer. And if that customer has not received a great outcome, we need to do something about it. That will continue to propel this channel into the future, to dominate the delivery of technology and expertise through this channel.”

Telarus’ total new bookings grew 34% in 2021. Compare that to 28% in 2020 and 27% in 2019.

“You sold more technology over the last year than ever before,” Foster said.

TCG Acquisition

Telarus in June announced its acquisition of Florida-based TCG. The deal expanded Utah-based Telarus’ regional footprint. Moreover, Edwards said TCG brought a unique base of sales partners.

“They were actually bringing more new entrants into the channel than we’ve seen anybody else do. And that matters to all of us,” he said. “Whatever your position in the channel is, whether you are selling partner, a supplier or a TSB, more entrants into this way of selling this community is good for all of us.”

Although the channel has faced a great deal of M&A over the years, the consolidation historically occurred on the vendor side. However, private equity firms now are pouring money into a variety of TSBs and customer-facing agencies. For example, Bridgepointe Technologies, Avant, Upstack and Bluewave have taken investments and vowed to scale.

“Some people look at the consolidation among partners among TSBs as the end game. I would submit to you this is anything but the end game,” Edwards said. “We’re simply setting the pieces on the board for what’s truly going to happen in this channel. What Telarus has been building is scale, so that we can give you more resources — access to better technology, information, data that you need – and ultimately – what your customers need.”

Next-Gen Technology

Foster said partners are cross-selling and upselling more and more. As a result, deal size increased almost 25% in 2021.

“The diversity of deals that you’ve sold has never been greater. You sold customer experience projects. You sold cloud global optimization projects and networking throughout the world. You sold ERP. You sold marketing stacks,” Foster said.

Foster said that five years ago, network accounted for 90% of partner sales. However, advanced solutions now comprise 60%. That includes triple-digit cybersecurity growth.

But the technology stack will evolve further, Foster said. For example, extended reality, which will soon enable virtual changing rooms for retailers. He also noted robotic process automation, which is allowing businesses to automate data organization.

“Where there’s complexity, there’s margin. And we’re all about preserving your margin and driving the opportunity for you to sell more,” he said.

New Hall of Famers

Telarus added more partners to its Hall of Fame, which honors partners for long-term achievements with the TSB.

Elite Telecom Solutions was a top partner of both Telarus and CarrierSales before Telarus bought CarrierSales in 2017. The company has evolved beyond network over the years to excel in contact center sales.

Gorringe, Todd_Elite

Elite Telecom Solutions’ Todd Gorringe

“Early on, our more significant deals were SIP, and we partnered with different phone system VARs. So it was a natural progression for us to shift our focus over time to [customer experience],” Elite co-founder Todd Gorringe told Channel Futures. “Today almost every project we work on is CX, from the most basic to large global projects, bringing together multiple solutions together for our customers from voice/Omni/AI to outsourcing.”

Gorringe and co-founder Darlene Stephens accepted the recognition.

In addition, Eric Ryan Corp. (ERC) joined the Telarus Hall of Fame. Chief operating officer Rebecca Hink accepted the award on behalf of ERC.

Want to contact the author directly about this story? Have ideas for a follow-up article? Email James Anderson or connect with him on LinkedIn.
Tags: Agents VARs/SIs Analytics Artificial Intelligence Channel Chatter Industry Honors Sales & Marketing Security Strategy Technology Solutions Brokerages Telephony/UC/Collaboration

Most Recent


  • cybersecurity digital transformation
    Is It Twilight or a New Day for the Technology Advisory Channel?
    "We get to a certain point where we're like, 'How do we get bigger?'" Bret Hickenlooper said.
  • Phishing
    Twilio Customers' Data Stolen in Phishing Attacks that Trick Employees
    The hackers impersonated Twilio's IT department.
  • Beyond Pride
    'Beyond Pride,' a Free DE&I Webinar on Workplace Culture for LGBTQ+
    Allies and awareness are key to helping LGBTQ+ employees feel safe.
  • Navigate business
    How Partners Can Navigate Economic Uncertainty, Possible Recession Ahead
    The biggest mistake is companies waiting too long to reduce costs.

Leave a comment Cancel reply

-or-

Log in with your Channel Futures account

Alternatively, post a comment by completing the form below:

Your email address will not be published. Required fields are marked *

Related Content

  • Telarus leadership team
    Images: Telarus Hosts Partner Summit, Gives Partner, Supplier Awards
  • SMB marketing
    Intelisys Taps AppSmart, Telesystem Alum for Key Marketing Role
  • AvePoint - Heather Murray feature
    Channel People on the Move: Five9, Microsoft, Zoom, Lumen, AWS, Comcast, More
  • hire
    AppSmart, Cisco Alums Join Opex Technologies Leadership Team

Upcoming Events

View all

MSP Summit

September 13, 2022 - September 16, 2022

Channel Partners Conference & Expo

May 1, 2023 - May 4, 2023

Galleries

View all

Images: Telarus Hosts Partner Summit, Gives Partner, Supplier Awards

August 5, 2022

7 Channel People Making Waves This Week at Kaseya, AT&T, Cohesity, More

August 5, 2022

The Gately Report: Zscaler Tracks New, Increasingly Dangerous Ransomware Group, Most Targeted Types of People

August 5, 2022

Industry Perspectives

View all

Seize the Application Modernization Opportunity

August 2, 2022

A Growth Mindset: Your Organization’s Strategic Differentiator

August 1, 2022

Timely Tips for Non-Negotiable Patch Updates

July 29, 2022

Webinars

View all

Outsmarting RaaS: Implementation Strategies To Help Your Clients Before, During, and After a Ransomware Attack

August 23, 2022

Why it is Important to Upgrade Aging Servers and How to use Live Optics to Upgrade Efficiently

August 25, 2022

Executives at Home are Not Alright: An Intro to Digital Executive Protection

September 8, 2022

White Papers

View all

Work Goes Remote – (and Other Top ITOps Trends)

May 25, 2022

The New Bottom Line: How MSPs Can Meet the Healthcare Crisis While Evolving Their Businesses

April 19, 2022

How to build a Security Operations Center (on a budget)

April 4, 2022

Channel Futures TV

View all

Vonage a ‘Single Communications Stack Provider’ for Partners, Customers

IBM, Partners and the $1 Trillion Hybrid Cloud Opportunity

June 26, 2022

Agents Share ‘Secrets,’ Industry Opportunity

May 11, 2022

AT&T, Microsoft, Cisco, ThreatLocker on Unlocking Partner Potential

May 6, 2022

Twitter

ChannelFutures

Bret Hickenlooper of @sumocom is more excited than ever to be in the channel. dlvr.it/SWHhP1 https://t.co/S0YfM2Vpiw

August 8, 2022
ChannelFutures

.@Vista_Equity acquiring @avalara in $8.4 billion deal. #automation dlvr.it/SWHd98 https://t.co/klle3bZMMp

August 8, 2022
ChannelFutures

Hackers access @twilio customer data via #phishing attacks. dlvr.it/SWHWXn https://t.co/dV9bal0vGS

August 8, 2022
ChannelFutures

[email protected] produced a 50-minute webinar on creating a work culture in which LGBTQ+ employees feel safe. You can… twitter.com/i/web/status/1…

August 8, 2022
ChannelFutures

#MSPSummit preview: Surviving, thriving during economic rough seas with @SL-Index's Peter Kujawa.… twitter.com/i/web/status/1…

August 8, 2022
ChannelFutures

.@ConnectWise says use #cyberinsurance policies to protect from worst of cyberattack repercussions, but first beef… twitter.com/i/web/status/1…

August 8, 2022
ChannelFutures

Check out our pictures from the #TelarusPartnerSummit that @telarus hosted in Salt Lake City.… twitter.com/i/web/status/1…

August 5, 2022
ChannelFutures

Channel People Making Waves This Week Include: @spoonen, @RoyArsan, @TheAnneChow, @AnuragTechaisle… twitter.com/i/web/status/1…

August 5, 2022

MSP 501

The industry's largest and most comprehensive partner awards program.

Newsletters and Updates

Sign up for The Channel Report, Channel Futures Update, MSP 501 Newsletter and more.

Live Channel Events

Get the latest information on the next industry-leading Channel Partners event.

Galleries

Educational slide shows and images from live events.

Media Kit And Advertising

Want to reach our audience? Access our media kit.

DISCOVER MORE FROM INFORMA TECH

  • Channel Partners Events
  • Telecoms.com
  • MSP 501
  • Black Hat
  • IoT World Today
  • Omdia

WORKING WITH US

  • Contact
  • About Us
  • Advertise
  • Newsletter

FOLLOW Channel Futures ON SOCIAL

  • Privacy
  • CCPA: “Do Not Sell My Data”
  • Cookie Policy
  • Terms
Copyright © 2022 Informa PLC. Informa PLC is registered in England and Wales with company number 8860726 whose registered and Head office is 5 Howick Place, London, SW1P 1WG.
This website uses cookies, including third party ones, to allow for analysis of how people use our website in order to improve your experience and our services. By continuing to use our website, you agree to the use of such cookies. Click here for more information on our Cookie Policy and Privacy Policy.
X