Phoenix-based Telesphere, a nationwide hosted PBX business phone and Internet services provider, has hired Greg Rosengarten, a former regional sales director for Qwest Business Partner Program (QBPP), as its director of indirect channels, taking the reins of the two-year-old program. He is filling a post previously held by Dean Jordan, who left the company earlier this year. However, this is the first time that Telesphere will have someone 100 percent dedicated to driving the channel. PHONE+ interviewed Rosengarten about his new role and his plans for the program.
PHONE+: What about your experience at QBPP will inform the way you run the channel at Telesphere?
Greg Rosengarten: QBPP was my first experience in the channel. I really felt like I found my calling with indirect sales. I loved developing relationships, earning channel partners’ trust and helping them provide a solution for their customers. From that perspective, nothing has changed other than I am more passionate about the channel today. I feel that my sense of doing business the right way enabled me to be selected to advisory committees that helped shape Qwest’s Channel Integration model, as well as revised QBPP’s internal support structure. I plan to utilize that experience as we continue to grow Telesphere’s indirect channel.
P+: Your new home is a smaller, entrepreneurial entity. How will you run things differently than would a larger company like Qwest by choice or necessity?
GR: Being part of a smaller, more entrepreneurial company is exciting. There is less red tape and fewer decisions being handed down from the top. I am part of a channel team that is enabled to help shape strategy, structure and policy for our program. If someone has a good idea on how we can improve our channel and make it easier to do business with us, they are encouraged to share the idea and be involved in creating a solution. At the same time, we all wear many hats. We all participate in creating marketing campaigns, promotions and programs. Everyone feels they are invested in the success of the indirect channel here at Telesphere.
P+: Has the program been changed in any way since you took over?
GR: We have launched some new and improved tools to make it easier for channel partners to do business with Telesphere, such as our agent portal, which allows channel partners to access pricing and marketing materials, create proposals, track orders and submit and track trouble tickets for their customers. We have also added two new channel managers, and we’re adding additional channel managers and support headcount to continue to provide partners with quality service and outstanding support. Lastly, we revised our Master Representative Agreement to allow partners a ramp period to get to our highest commission levels in order to be more competitive with our compensation program.