TBI Redefines Staff Roles for Partner Support

CHANNEL PARTNERS Master agent Telecom Brokerage Inc. (TBI) (Booth #410 at the Channel Partners Conference & Expo) has made changes to its staff’s roles in an effort to provide highly targeted partner support and aid further company development.

TBI has seen significant growth in midmarket to enterprise opportunities from the channel. With the addition of PartneriQ, cloud services, wireless and mobile device management, TBI had to enhance its support infrastructure. These internal changes will allow greater focus within every department of TBI and will allocate the resources and knowledge in a more effective way for TBI partners. 

Ken Mercer will continue as TBIs senior vice president, but his focus will be on strategic sales and partners of a larger and more technological nature.

Ken has been a key asset assisting our partners with closing enterprise opportunities, while vendors provide sales engineering support. Having an independent third-party expert that can meet face-to-face with a CTO is a resource every master agent should provide,” said Mike Saxby, chief strategy officer. "Mercers 20+ years of experience will increase the close ratio of our partners strategic relationships in the enterprise arena.  Mercer has been providing this role in the past, but with more resource, focus, and a best practice process, TBI is excited to see how many more partners will benefit from his new role.

Geoff Yearack, formerly the director of TBIs wireless division, will still head that department, but has been named VP of operations.  In this new role, Yearack will oversee TBIs vendor specialist group, the wireless department, PartneriQ, human resources, and eventually the commissions department. In addition, Yearack will use his past experience managing hundreds of people to implement targeted leadership training for TBI staff.  Of his new responsibilities, Yearack said, My most important role is to add value for our partners, to close more business and grow their business. We are more focused than ever on developing tools and systems to support the changing industry and our partners needs.”

Mike Saxby remains as chief strategy officer, and in addition to his roles in strategic development, will now be responsible for TBIs Channel Sales Management group, which consists of four national channel managers and four inside channel managers.

In addition to changes within the executive ranks, TBI has also promoted from within, naming former vendor specialist Natalia Botti-Rahal, as the partner experience manager.  This is a new position for TBI and Botti-Rahal will be handling all new partner contracts as well as developing relationships and setting expectations for new partners.

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