VARs selling IT and voice gear to businesses have been combating the effects of margin erosion for years. One of the recommended strategies is to develop a recurring revenue stream. And, one of the quickest ways to do that is to sell telecommunications services.
Telecommunications carriers support a thriving business-to-business sales channel. Their indirect sales channel partners, a.k.a. agents, earn recurring commissions on services, ranging from long-distance and local telephone service to VoIP and hosted IP PBX to Internet and data networks.
Many VARs have found synergies in being able to offer the connections as well as the on-premises hardware/software to their customers. And, in some cases, the savings on the service has helped to drive the premises upgrades.
As customers’ workforces become more distributed and alternative delivery modes – managed and cloud services – for IT and communications solutions become more prevalent, the need for telecommunications connections as part of a total package can only grow.
Find out more about how your VAR business can add and profit from selling telecommunications services in this two-part Webinar series produced by Channel Partners and sponsored by the Qwest Business Partner Program.
In part one of this Webinar series, channel partners will:
*Learn why VARs should consider selling carrier services
*Review the telecom services supply chain and how it differs from hardware/software distribution
*Discover how carrier services complement core VAR business offerings/ Identify telecom services agents can sell.
*Learn how telecom agents are paid
*Compare the compensation/cash flow models of a telecom agent and a VAR
In part two of this Webinar series, channel partners will:
*Understand the costs of entry in terms of training and skills required
*Discover what to look for in a supplier
*Understand reasons to work with a master agent or directly with a service provider
*Meet a VAR that have been successful adding telecommunications services to its portfolio
*Hear the agents’ perspective on how VARs can be successful working with agents
Sign Up today!
Speakers
Clark Atwood, Principal and Vice President, Concierge Communications
Clark Atwood is a principal and Vice President for Tempe, AZ-based Concierge Communications, a master agent for more than 40 communications and technology providers. As a 20-year veteran of the computer and communication industries, Atwood is an active industry speaker and member of the Cloud Conference Council and has established Concierge as one of the founding members of the Cloud Services Coalition. He has previously served on technology councils, successfully completed several technical sales certifications and held sales and management positions in the telecom and computer industries.
Kyle Miley, President /CEO, Sonoran Integrations
Kyle Miley is the President /CEO of Sonoran Integrations which is based in Phoenix Arizona. Sonoran Integrations is a Certified Gold ShoreTel Partner with offices in Arizona, Colorado, California and Costa Rica. With over 20 years in the industry Kyle has grown multiple communications companies from startup to in excess of 40 employees. Currently Sonoran Integrations is actively engaging Channel Partners to build a national footprint for VoIP communications. We do this by allowing Channel Partners to participate in the Sales Program of selling ShoreTel to their customers. Sonoran Integrations then provides the backend support and installation expertise. Kyle is active on a Partnership Level with the Scottsdale Chamber of Commerce, Scottsdale Executive Leadership Group and involved with many community charitable organizations.
Marko Spremo, Vice President of Sales and Co-founder, Telapprise, LLC
Marko Spremo is Vice President of Sales and a co-founder of Telapprise, LLC. Since the company’s founding in 2002 as a telecom audit firm, Marko has helped Telapprise grow its services to include Telecom Expense Management, Consulting, and Carrier Services. Prior to Telapprise, Marko worked as a Regional Sales Manager for a VAR specializing in Cisco. He brings more than 15 years of experience in the telecom industry, designing and implementing successful Telecom Expense Management solutions. Marko has negotiated hundreds of telecom contracts for organizations of all sizes, for all services including local, long distance, audio/web conferencing, data services, and mobility.
Dan Vidal, Co-founder and Managing Director, Telecom Advisors Inc.
Dan Vidal is a co-founder and the managing director of Telecom Advisors Inc., an independent agency that specializes in advising companies on the procurement of voice and data telecom services. With more than 10 years in telecom experience, eight of those years at Telecom Advisors, Vidal brings a wealth of knowledge to the table from both a telecom perspective as well as a business executive management role including all aspects of running a successful telecom agent business. Telecom Advisors continues to enjoy double digit growth year over year and currently serves customers with an average annual telecom spend between $500,000 and $1 million. Vidal serves in a variety of leadership roles, both professionally and in the South Florida community where he lives.
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