These are Suppliers who Intelisys has not done a full launch with. There are three primary reasons that a supplier would be in this group.
Assigned Contract: In the circumstance where the relationship with that supplier was initially forged with another agent and Intelisys subsequently purchased their contracts, thereby giving us access to the portfolio. If we did not negotiate the agreement, we will not do a full launch without ensuring that the agreement meets our contractual requirements. Given proven performance and Sales Partner interest, we will ensure that the contract meets our standards and move these suppliers to a full launch.
Specific Opportunity: We brought the supplier into the portfolio for a specific opportunity, we generally feel that the partnership has potential, but wish to see the supplier prove their ability to perform and generate a ground-swell of Sales Partner interest prior to doing a full launch.
Intelisys Business Decision
For these suppliers, we do have an existing contractual relationship with them and processes are in place for commissions to be paid. These Suppliers will work diligently to earn your business and provide a good partner and customer experience.
LanYap Networks announced yesterday that Intelisys has donated one of their Club TPC trips to their Masks and Martinis charity auction event being held at this year’s Cloud Partners in New Orleans. All proceeds from the auction go to Raintree House.
This will be the first time the Intelisys Club TPC trip will be available to a Supplier Partner. The winning bidder will be joining the Sales Partner attendees for a three-day trip to Costa Rica from January 17 to 20, 2015.
For more on the auction, charity, and Intelisys’ participation, click here.
The "unofficial" official agenda for CLOUD LIVE! has been released. We’ve got a really great set of speakers and participants joining us on Thursday, August 14, so if you haven’t signed up already, you can do so right here.
8:30 – 9 a.m.: Keynote
9:30 – 10:30 a.m.: Panel 1: The Cloud Eco-System
More and more cloud solutions require multiple parties. Platform vendors, software vendors, hardware vendors, integration partners…all needing to come together to deliver a complete and seamless solution to the customer. What role does the sales partner play in this? Is there a need for a Cloud GC (general contractor) that quarterbacks the deal, that marshals all the necessary parties? What are the dangers/pitfalls of that approach and how do you avoid them? Is this danger or differentiator?
11:00 – 12:00 p.m.: Panel 2: Having the Cloud Business Conversation
Cloud can be a very technical sale and having the technical prowess is key. However, too often we overlook the critical business drivers that are behind the Cloud decision. Being able to position the right business outcomes with C-level executives can separate you from other technical sales people who are pigeon-holed in the world of bits and bytes. You can lead a horse to water AND you can make him drink…if you know the right levers to pull. In this panel, we’ll discuss the hidden conversations that must be had with senior executives in order for any Cloud transition to get traction.
12:30 – 1:30 p.m.: Panel 3: Voice to Compute
Many sales partners are very comfortable with the voice conversation, whether it be legacy telco or next gen SIP or Hosted IP. We know the decision makers involved and the issues driving deals forward. We’re comfortable with the TCO arguments and the overall financial model. However, moving from this conversation to compute can be dicey. The vocabulary is different. The decision makers/influencers may change. The selling process changes as I may need to engage supplier resources earlier and rely on them more heavily. Does the pivot require a different skill set? Do I learn it, or partner for it? Moving from voice to compute can blow open opportunities, but can also blow up deals. How do you do the former without the latter?
The better you can speak someone’s language, the more likely they’ll assume you know how to solve their problems. Vertical selling is all about knowing the common issues, priorities, and drivers behind technology decisions. Whether it be knowing how to speak to senior level executives in regulation-rich verticals like healthcare and finance, or understanding what is driving hyper growth companies and the unique challenges they face, there are common and predictable patterns you can leverage. In this session, we’ll discuss exactly the terminology, technology, objections and drivers that will help you win time and time again.
We’re kicking off another set of Mindshares this summer with our first stop in Seattle on Wednesday, July 30. If you’re in the area, please join us at the Alexis Hotel and for a dinner cruise along the beautiful Seattle waterfront!
Who’s ready for another session of the Intelisys Cloud Services University? Join us on Wednesday, July 30, to learn more about cloud adoption and what we’ve learned about making this shift and how to do it successfully.
“For more than a decade, I’ve admired the almost fanatical devotion that Subsidium Technologies places on helping, assisting and supporting their loyal clients,” said Intelisys Co-founder Rick Dellar. “Today we couldn’t be more excited for the Subsidium team. This achievement demonstrates that they truly are the absolute best of the best in this industry, and I look forward to helping them reach even loftier goals in the future.”
Subsidium Technologies has become Intelisys’ fourth partner to achieve Platinum Status, with the achievement attaining $1 million in recurring monthly billings. Congrats go out to the entire Subsidium Technologies team for hitting this milestone!
J.R. Cook, the former Channel Chief for EarthLink Business and New Edge Networks and Vice President for TelePacific Communications, has joined Intelisys as the new Senior Vice President, Business Development.
“This is a critical role at a critical time for Intelisys, and J.R. is absolutely the right person for the assignment,” said Jay Bradley, Intelisys President. “J.R. brings the knowledge and experience to really understand the strategic challenges of growth and transformation in the indirect channel, and he will inspire new ideas to help our partners grow,” Bradley added. “We are thrilled to have him.”
In an industry rife with consolidation, we were very excited to see news of this one come out.
Andrew Pryfogle, Senior Vice President of Cloud Transformation at Intelisys, commented on this merger for CRN this week:
"TW Telecom has made a big investment in the intelligence of their network to do bandwidth on-demand and to ratchet up bandwidth very, very quickly in order to meet the demand of cloud applications. They have really taken a significant position in being a cloud enabler," Pryfogle said."If you combine that with what Level 3 is doing around their interconnections with Amazon Web Services and others, I think it’s a really good complement."
We’re pleased to announce that another one of our Sales Partners, LanYap Networks, has achieved Platinum Status by reaching the $1 million milestone in monthly billings.
“We are thrilled to welcome LanYap Networks to Platinum Status,” said Intelisys Co-founder Rick Dellar. “The dedication of their team to achieving this milestone is admirable, and it proves that the relationship between a Master Agency and its partners truly does benefit everyone.”
To read find out more about LanYap Networks and this great achievement, click here.