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TBI Expands to UK, Names Fuze Alumnus Director of Sales

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TBI is the latest U.S. master agent to take its technology distribution effort to the United Kingdom.

TBI represents 35 suppliers across 40 countries. It offers cloud, SD-WAN, colocation, cybersecurity and more through its community of subagents. The company says its expertise will help companies in the U.K. spend less money procuring IT equipment and on maintenance costs. TBI also touts how its cloud know-how will give customers across the pond options to help grow their businesses.

And there’s plenty of room for that growth. TBI cites a Global Market Insights study that predicts the European cloud computing market to reach $75 billion by 2026. Partners have a great opportunity to help businesses increase their security and help with SaaS integrations, TBI said. They also can help reconfigure networks to account for cloud technology and replace aging infrastructure.

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TBI president Geoff Shepstone says more businesses abroad are turning to technology consultants as trusted advisers.

Shepstone, Geoffrey_TBI

TBI’s Geoffrey Shepstone

“Our European partners are increasingly key components in the technology supply chain,” said Shepstone. “These consultants are also recognizing the value of what master agents offer as far as access to key vendors, along with the resources and support needed to provide clients best-in-class advice, solutions, cost and implementation.”

TBI rival Telarus announced its expansion into the U.K. last fall. Fellow master agent Avant claimed to the lead the technology distribution pack when it opened a sales office in London in 2015. But TBI points to a handful of “value-adds” that separate it from its competitors. Theu include free email automation software and prebuilt technology campaigns, plus access to subject matter experts, solution engineers and architects to go on appointments. Onsite employee training and customized educational curricula are also differentiators, the company said.

Key Hire

TBI needed someone to run the operation, so it hired Toni Leopoldo as vice president of sales to head the U.K/European business. Leopoldo has almost 20 years of IT and SaaS sales experience. He will build partnerships and manage additional in-market support in his new job.

Leopoldo’s former employers include Fuze, Aryaka Networks and Sophos.

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“I look forward to introducing TBI to the U.K. and European markets,” Leopoldo said.. “While the value proposition of a master agent is just starting to take hold in the U.K. market, I’m confident TBI’s differentiators of technical expertise, operational excellence, training programs and marketing support will truly enable European-based resellers opportunity to grow their respective businesses.”


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