Telarus, TBI, Intelisys, Avant Dominate Q2 Master Agent Headlines

Excited Businessperson

TBI, Intelisys, Avant and MicroCorp hosted large partner gatherings last quarter.

We noted a few trends in our latest master agent update. The first is events, which seemingly every master agent seemed conducted in May or June (and the Telarus Partner Summit is only a few weeks away). We also saw expansion, as TBI and Intelisys opened new offices. Although Telarus didn’t get a new office, it was announcing new employees left and right.

Which master agent is leading the pack? It’s hard to say, but we stumbled across some clues. Vendors like NICE inContact and Flexential revealed their top revenue-earners, giving us an opportunity to see which masters are raking in the cash.

Scroll through 13 highlights from April, May and June in the world of master agents. Take a look at our first-quarter recap if you’d like to expand your knowledge even further.


Telarus consolidated its sales regions from six down to three. 

The company had previously operated through official regions in California, Mountain West, Southwest, Midwest, Southeast and Northeast. But it halved that number by creating West, Central and East regions. One executive said the new regional strategy allows Telarus to reach "more people in less time."

Telarus promoted three accomplished employees to serve as the respective area vice presidents.

Learn more about the new regional strategy.
Telarus, Cont'd

The Utah-based company announced hiring at almost a twice-monthly clip last quarter. Among the new personnel are Kirk Avaiusini and Dominique Singer.

Telarus hired Avaiusini, who's a former Windstream man, to recruit and assist partners in the Pacific Northwest. While Avaiusini has experience in UCaaS and SD-WAN, Singer brings a depth of cybsersecurity expertise to the master agent. He'll head up the company's security specialty practice, utilizing the years he spent helping partners deliver security solutions.

Read more about Kirk Avaiusini and Dominique Singer.

In May, TBI promoted Corey Cohen in recognition of her marketing leadership.

Cohen moved from director of marketing to vice president of marketing and joined the company's previously all-male executive team. She leads marketing, public relations, advertising and brand strategy.

“Corey and her team have the most productive marketing department [among] our national master agent community," said Geoffrey Shepstone, TBI's president.  

Learn more about Cohen.

TBI, Cont'd 

Also in May, a large segment of the agent channel converged at the "The Big Event" at Soldier Field in Chicago, where TBI is headquartered, 

The master agent brought partners, vendors and employees together for its annual conference. Our industry's biggest suppliers, including AT&T, Verizon and Comcast, attended the event, and their channel chiefs spoke on the main stage. The speakers homed in on two major themes: 5G and customer experience.

Take a look at photos TBI provided from the event.
TBI, Cont'd

The master capped off the first half of 2019 by completing a move into new headquarters to support a larger staff.

The company already employs at least 230 people and plans to hire dozens more. TBI employees can access a video studio and a proof-of-concept testing center.

"TBI has experienced incredible success over the last few years, and we need more space to accommodate our growing workforce," TBI President Geoffrey Shepstone said.

An interesting component of this news is that TBI announced which UCaaS system it is using in the new office. That's a major validation for for the vendor that won the bid.

We compiled a gallery of the new digs.

The IT infrastructure provider named Avant Communications its "MVP."

Intelisys and MicroCorp both won awards with Flexential, but Avant produced more revenue with the vendor than any other partner. It's the second consecutive honor for Avant.

Flexential is the combination of Peak 10 and ViaWest.

See all of Flexential's partner award winners.

Another sports-themed conference took place in the early summer.

MicroCorp hosted its One on One event in at the College Football Hall of Fame in Atlanta, and more than than 270 channel folk attended. CEO Karin Fields said her company is seeing a "surge of new relationships and sales" in its 16th year hosting the conference. MicroCorp is more than 30 years old.

Attendees took advantage of keynotes, training sessions and an expo hall. The list of title sponsors included 8×8, AT&T and CenturyLink.

Check out the gallery we assembled from the event.

While we're still talking about events, here's another one!

Avant hosted its Special Forces Summit, June 10-12, in Chicago. The company took the opportunity to rename and expand its popular BattleApp. The BattleApp helps partners pick out solutions for their customers.

The company also unveiled an analytics initiative and handed out partner and supplier awards.

View our gallery and T.C. Doyle's recap.

The distributor introduced new recurring revenue opportunities at its 2019 Partner Summit.

About 300 partners and vendors attended the event in Indianapolis two months ago. ScanSource elaborated on how its FastLane program can help its partners collaborate with Intelisys partners for solution selling.

“Recurring revenue is the secret to success for the channel,” said ScanSource's CEO said.

Our own Lorna Garey visited the conference.

Intelisys recognized its 18th and 19th platinum partners last quarter.

One winner is a California-based IT provider and integrator named Sidepath, and the other is a Massachusetts-based MSP called Blue Front. Platinum Sales Partner Club members earn $1 million in monthly recurring revenue associated with Intelisys.

Read about Blue Front and Sidepath.
Intelisys, Cont'd

Intelisys expanded in central U.S. region with a new office.

The Addison, Texas, location is the company's third. Partner sales, development and solutions engineering teams will reside in the office, which opened April 17.

“Our partners expect and deserve top-level support both when and where they need it, and we are excited to launch the new Intelisys office to serve those needs,” president Jay Bradley said.

The master agent has its headquarters in Petaluma, California, and another office in Southbury, Connecticut.

Read about the expansion.
NICE inContact

The contact center provider hailed four master agents as annual award winners, but only one company took the top spot.

That honor belongs to Telarus, which the vendor named top master agent of 2018. Avant, TBI and Intelisys all finished as "diamond partners."

One Telarus executive credited the victory to "our continued commitment to contact center and our desire to help our partners achieve success in this market."

Check out the full list of winners.

Jenne, the cloud master agent, will distribute Lifesize's video collaboration and meeting productivity solutions.

Jenne announced in May that it had joined the Lifesize Agency Program. The companies had previously been working as "strategic partners," but a Jenne executive said his company's VARs and MSPs will benefit from the new agreement.

“Lifesize’s agent program provides a new opportunity for our partners to accelerate incremental video conferencing revenue with a streamlined and simple program,” the senior director of communication solutions and field sales said.

Buffy Naylor penned a story about the partnership.

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