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Geoff Shepstone



THEN
: In 1987, Geoff Shepstone was an account executive for Harris Lanier and sold key systems as well as  the Harris 20/20 PBX. Back then, he says some businesses were still renting the Bell 1A2 phones you know, the ones with the five light-up push buttons on the front and the one-inch diameter cords. When I found someone still using a 1A2  phone, I usually sold them as I could get them a new system for far less than the cost of renting, he recalls.

NOW:
Today, Shepstone is president and owner of Telecom Brokerage Inc., a national master agency founded in 1991. Shepstone came to the business in 1999 after having worked for MCI, Concord Network Services, LCI and Qwest. TBI now has 32 employees and contracts with more than 50 suppliers. He predicts the indirect sales channel with continue to grow and will become the dominant sales strategy for network services. Today’s tier two and three venders will continue to combine creating viable tier one offerings, he adds, predicting one of these CLECs may buy a Bell company.


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