TBI continued to maintain over 25% CAGR for the last five years.

April 9, 2019

5 Min Read
Sales Growth Chart

PRESS RELEASE — CHANNEL PARTNERS CONFERENCE & EXPO — April 9, 2019 — The largest, privately-owned technology solutions provider, TBI (formerly Telecom Brokerage Inc.) (Booth 956) is pleased to proclaim 2018 a year of exceptional growth, accolades and ground-breaking firsts, both for the company as well as in the channel.

TBI continued to maintain over 25% CAGR for the last 5 years and is consistently awarded highest customer retention awards from the channel’s largest providers, such as Spectrum and CenturyLink. On average, a TBI partner’s customer stays with TBI for 9.4 years. TBI continues to work hard to maintain more years of residual income for their partners through a better customer experience.

In 2018, TBI was proud to be one of only three providers recognized at the platinum level of AT&T’s 2019 Alliance Channel Solution Provider Champions. Having increased partners that are selling AT&T by over 200% as a result of shared investments and focus, they are the only Master Agent to achieve this partnership level. TBI is also pleased to be named the only master agent now authorized to sell ALL Verizon product lines—including Verizon Wireless and One Talk.

Unified Communications as a Service (UCaaS) was a major contributor in TBI’s growth, with the number of UCaaS sales increasing more than 100% over 2017. TBI also announced nearly twenty partnerships with new providers in 2018 – from transpacific enterprise connectivity vendors to colocation and enterprise cloud solutions, enhancing their portfolio to further support partners’ growth initiatives.

TBI’s Senior Vice President of Operations, Mike Onystok remarked, “The movement our partners have been making upmarket has afforded us the opportunity to grow with them through additional investments in sales assets, marketing and partnerships. We are grateful for our strong community of partners whose high expectations we strive to exceed, every day,” says Onystok. “We are continually adding more resources and tools—marketing and sales enablement— that add value to our partners and closes deals.”

New Programs

TBI established their Channel Sales Enablement (CSE) program and Inbound team in which partners can take advantage of an inside sales team or complex solution sellers to grow their business without increasing overhead.

In October, TBI launched their Partner Marketing Center (PMC), a through channel marketing automation tool with pre-loaded content. The tool, available exclusively to TBI partners, hosts both sponsored and agnostic campaigns, including drip emails, landing pages, social media posts, white-labeled collateral and the ability for partners to edit, brand and send content directly through the system.

Work and Culture

Last year, TBI was the keynote speaker at Oracle NetSuite’s SuiteWorld conference where we discussed our customization and integration of NetSuite as our CRM and ERP. Read more about our custom integrations and enhancements with NetSuite here.

TBI is extraordinarily proud of their employees and their personal achievements in both the local and channel communities. Bryan Reynolds, Director, Sales Operations, was named one of Chicago’s Notable LGBTQ Executives by Crain’s Chicago Business. And, Director of Marketing, Corey Cohen, was named one of CRN’s 2018 Women of the Channel.

TBI achieved the designation as one of the 2018 Best Places to Work in Chicago by Crain’s Chicago Business. This survey and awards program are designed to identify, recognize and honor the 100 best companies to work for in Chicago, and TBI is thrilled to be amongst such prestigious organizations.

Former Vice President, Mike Onystok oversaw Sales, Marketing and Training was promoted to Senior Vice President of Operations. He oversees TBI’s strategy and continues to develop both partner and vendor programs. Vice president of Finance Pete Shah has earned the role of Senior Vice President of Finance. He joins Onystok working just one level below TBI President, Geoffrey Shepstone. Additionally, Adam Knudsen was promoted and joins the executive team as Vice President of Sales Operations.

Looking Ahead

TBI hired nearly 50 new employees in 2018 and has exciting plans to move into a larger office space in the summer of 2019. Although the first quarter is just coming to a close, the momentum of success in 2019 is building. TBI has sold into 43 countries with 34 vendors and is planning to increase that number as new international vendors get added to their portfolio and new products are developed, making speeds and transport easier from the US to overseas.

2019 growth plans include increased education and sales activities around cloud, IoT/mobility and security solutions. TBI continues developing new programs to help selling partners sell back into their base of customers and prospect new ones. The company is on the leading edge of technology themselves, enriching data and investing in analytics, purchasing both new martech and financial software to continuously improve customizations with NetSuite and provide greater value to the selling partner community.

About TBI
TBI is the nation’s leading third-party technology distributor. Since 1991, it has assisted Systems Integrators, VARs, MSPs, IT consultants 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 of their clients’ technology needs. With the largest back-office in the industry, TBI partners are fully supported by certified solutions engineers, pre- and post-sales operations, and project managers. For more information visit www.tbicom.com.

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