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Intelisys Goes International With Launch of European Office

Global Business

Edward Gately**Editor’s Note: Click here to see which channel people were on the move in February.**

Intelisys has solidified its entry into the international market with plans to launch a European office to support sales partners globally.

Intelisys' J.R. CookThe master agent has brought on European telecom channel veteran Stephen Hackett to help guide the expansion. It will enable sales partners to sell telecom, connectivity and cloud services to business customers around the world, with dedicated international support in the United Kingdom.

International markets increasingly are gaining traction with traditional telecom master agents. WTG, for another, is making a big international push by launching relationships with many new international providers and adding global Microsoft products and services to its portfolio.

J.R. Cook, Intelisys’ senior vice president of business development, tells Channel Partners his company’s U.S. sales partners are experiencing increased demand from their customers for assistance in navigating the international landscape.

“That is why we continue to expand our portfolio with relevant international supplier partners,” he said. “Our expansion into the United Kingdom stems from our experience that there is a pent-up demand of international customers looking to procure services through the two-tier distribution model we are familiar with in the United States, but that does not exist today in Europe. We plan on being that bridge to assist future U.K.-based sales partners to access a portfolio of suppliers to meet their customers’ needs.”{ad}

Intelisys' Stephen HackettHackett most recently served as channel sales manager for NFON, a European provider of cloud telecom services. Additionally, he has held senior roles with Gamma Business Communications, Orange Business Services, Level 3 Communications and Telstra Europe.

The current wholesale/resale model across Europe leaves independent sales agents in the position of having to research, approach and request commissions from individual carriers on a case-by-case basis, meaning most are able to partner with and sell “only a very small number of carriers,” Hackett said. Those carriers have to “turn rocks” to identify viable sales partners, he added.

“Intelisys has become the bridge that will make this alternate distribution model a reality outside of the United States,” he said. “The immediate challenge is also our greatest initial opportunity – gaining access to the bevy of talented independent telecom and cloud sales agents dispersed throughout Europe.”

International expansion will provide new opportunities for …

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… Intelisys partners, Cook said.

“Imagine a new community of U.K.-based sales partners who can now sell U.S.-based supplier services to their U.K.-headquartered customers,” he said. “In addition, imagine those U.K.-based sales partners who need support for business opportunities in the United States. There is an opportunity for teaming opportunities. Lastly, U.S.-based sales partners might explore expanding their services into the United Kingdom to support what is today non-existent channel.”

“I have witnessed many carriers attempt to mirror the U.S. two-tier distribution channel model internationally, which is increasingly important due to the growth of cloud technology,” said Craig Schlagbaum, vice president of indirect channels for Comcast Business, an Intelisys supplier partner. “Intelisys can answer the increased demand and facilitate with suppliers and customers to procure services to support this important distribution channel. The hiring of a U.K.-based, seasoned professional like Stephen Hackett to expand the Intelisys community into Europe and beyond is an important step in growing this type of international program.”


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