VAR Opportunities in Telecom Sales: Best Practices for Success

Available: On Demand

VARs selling IT and voice gear to businesses have been combating the effects of margin erosion for years. One of the recommended strategies it 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 voice and VoIP services to Internet and data networks to cloud computing and connections.

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 three-part Webinar series produced by Channel Partners and sponsored by WTG.

In part one of this Webinar series, WTG’s CEO and two of its VARs discuss how telecom services can benefit VARs as they move to a more services-focused business model. Part two addresses supplier selection and part three looks at best practices for success.

What you will learn in part three:

  • What are the biggest challenges for VARs in selling telecom services?
  • What does it take for VARs to be successful selling telecom services?

Moderated by:


Khali Henderson
Editor in Chief, Channel Partners

Khali Henderson is editor-in-chief of Channel Partners, a leading media brand in VIRGO Publishing's Cloud & Communications Network. For more than 25 years, Channel Partners has been a source of industry information and analysis for agents, dealers, interconnects, VARs, systems integrators and aggregators of network-based communications and computing services. Henderson has more than 25 years of experience in journalism, covering the communications and IT sectors, including its technology and channels. She has been contributing to Channel Partners as a reporter, editor and freelance writer since 1988 and has been its editor-in-chief since 1998. Henderson's career also includes seven years in public relations during which time her client list included the Telecommunications Resellers Association (now COMPTEL). She has a bachelor's degree from Arizona State University's Walter Cronkite School of Journalism.


Panelists:


Vince Bradley
CEO, WTG

Vince Bradley is CEO and founder of WTG, is one of the country's leading master agencies. WTG distributes telecom and cloud services exclusively through agent partners. Before founding WTG in 1996, Bradley was a sales leader for Addtel Communications (later part of MCI). Bradley has been voted a top 100 IT Executive by CRN for the past two years in a row. He has served on advisory boards for the Channel Partners Conference & Expo, CRN's Xchange Conference and more than 20 telecom providers.

Aaron Tuomala
President, Method Technologies Inc.

Aaron Tuomala is founder and president of Method Technologies Inc., which offers full-service technology solutions, including IT services, telecom, Web development and hosting, to businesses. Tuomala began his career in technology in 1999 working as a consultant for local businesses. In 2001, he worked for a large insurance brokerage in California as their in-house IT manager where he honed his skills on managing small to medium business networks. In 2004, Tuomala co-founded his first company, TroubleTech Solutions. The success of this venture allowed him to branch off separately and incorporate Method Technologies in 2007.

John Pitts
President, Tekcetera Inc.

John Pitts is the founder and president of Tekcetera Inc., a well-rounded technology solutions company that provides comprehensive and cost-effective hardware, software and support services. Pitts brings a wealth of IT experience to the company. Along with his tremendous passion for technology, he has an uncanny insight into how technology can benefit each unique business. Pitts was recently named OC Executive of the Month and was nominated for the Orange County Business Journal's Excellence in Entrepreneurship Award.