* Spectrum Business formerly Charter** Birch formerly Cbeyond
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.
Welcome back to the Intelisys Weekly Roundup, our (mostly) weekly look at what has taken place in & around Intelisys over the past week.
We got off to a celebratory start, with the 3rd annual Global Communications Group Day occurring on August 9th. GCG was our second Platinum Partner, achieving the status in 2012. Congratulations, again, on the phenomenal accomplishment!
It’s a New Dawn; It’s a New Day …
This week Mike McKenney took on an exciting new role here at Intelisys: VP, Supplier Sales. Formerly VP, Partner Sales & Business Development for the West Region, Mike is now focusing on creating and implementing new and exciting programs that will drive revenue for Supplier Partners and Sales Partners in the Intelisys community. Mike has already started collaborating with our Supplier Partners on sales strategy in a wholly comprehensive way, committing serious sales acumen and resource to develop custom programs to drive mindshare, activity and accelerated results.
This week we were privileged to welcome Rachel McNeese, Founder & President of Richardson Communications, to our Petaluma HQ for three days. Rachel traveled from Texas, along with our Central Region VP, Partner Sales & Business Development, Brandon Smith, for meetings with every department at Intelisys and some fantastic idea sharing. We always love welcoming our Sales Partners to Petaluma. Thanks for being here, Rachel!
P.S. Happy Birthday to Courtney Morrow, East Sales Team Admin Coordinator Extraordinaire!
And, just like that, it’s August! We got off to a huge start, and had some really great interactions around the country with many Sales Partners, Supplier Partners and colleagues. Here’s what happened at Intelisys over the past week …
The Team that Plays Together Stays Together
We spent last Friday afternoon and evening taking a little time away from our desks and our phones, instead focusing on socializing and having fun. We work hard, and we love it; but everybody benefits from taking a step back every once in awhile. HQ got quiet when a large group of Intelisys colleagues headed north up the 101 to Francis Ford Coppola Winery for some fabulous wine tasting, snacks and friendly competition on the bocce ball courts. Meanwhile, our Connecticut team spent the afternoon at Hopkins Vineyard in the scenic hills of Litchfield County overlooking Lake Waramaug, sampling wine and playing croquet.
Check out all the photos from these team events here.
Northern California Mindshare #MindshareSF
The 2015 Mindshare season has now come to a close. We wrapped up an incredible 11 Mindshares at Levi’s Stadium in Santa Clara, home of the San Francisco 49ers. Our Sales Partner guests and Supplier Partner sponsors got comfortable in the 501 Club Room for a fantastic line up of training and interactive case studies. When the educational portion of the event came to a close, we were taken through the year-old stadium on guided technology tours, getting to see up-close and personal how this multi-award winning stadium has broken records and wowed fans the world over. The day ended with a Supplier Fair, prizes, a 49er scrimmage and fire works over the field. Thanks to all our Supplier Partner sponsors who made the event possible: 8×8, ANPI, Aryaka, AT&T, BCN Telecom, Comcast Business, Corvisa, EarthLink, Evolve IP, Granite, Level 3, Masergy, Matrix-IBS, PGi, QTS, Star2Star, Time Warner Cable Business Class, Navisite, UnitedLayer, Verizon, ViaWest and Vonage Business.
Every quarter, the Intelisys team gathers to celebrate the accomplishments of our team members. We can nominate one another for cash awards as an official way to say thanks for job well done. Congratulations and much appreciation to Cable Team Supervisor Laurisa Landman and East Region Cloud Integration Specialist Ray Nelson on your Q2 awards!
We joined Supplier Partners Aryaka Networks and Nitel this week in Dallas for an awesome Partner event on the Buzz Bike, a 16-passenger, pedal powered, BYOB, mobile pub! Sales Partners in attendance included National Telesystems, CloudPoint, Technology Resource Center of America, FCS Communications and ABS Telecom.
July is coming to a close, and it’s been a huge week! We celebrated the penultimate Mindshare of the 2015 season, and will be heading off this afternoon for some bi-coastal wine tasting and team building (more on that next week!). So, welcome back to the Weekly Roundup. Here’s what happened this week …
#MindsharePNW took Seattle by Storm
The Pacific Northwest Mindshare was a huge success in Seattle at SafeCo Field this week! Dozens of Sales Partners joined us and our Supplier Partner sponsors (8×8, BCN Telecom, Broadview Networks, CenturyLink, Comcast Business, CoreSite, Corvisa, Equinix, Fusion, Granite, Integra, Level 3, Matrix, PGi, ShoreTelSky, UnitedLayer, Verizon, ViaWest, Windstream and XO Communications) for some fabulous cloud and connectivity training, case studies, and networking. Afterward, we filled four suites to watch the Seattle Mariners take on the Arizona Diamondbacks.
The day after the Pacific Northwest Mindshare in Seattle, several Intelisys Partners ventured out into the Puget Sound to fish for wild Coho and pink salmon. Boat #1, sponsored by Matrix, brought in seven fish, while Boat #2, sponsored by Comcast Business, hauled in 11. Seattle’s All Star Fishing kept Scott Lee, Jay Bradley, Aaron Loehr, Riley Rettenmier, Ted Foster, Mark Prudell, Mike Tighe and Chad Arnold out of the water. Cody Calhoun, you were missed!
2015 CRN Network Connectivity Services Partner Program Guide
We’re honored to be part of CRN’s 2015 Network Connectivity Services Partner Program Guide this year! The annual PPG recognizes “service providers and technology vendors whose proven offerings provide the secure network connectivity solutions required by today’s digital marketplace.”
Carol Beering, SVP of Sales Operations at Intelisys, was asked to comment on a CRN article this week that discusses changes being brought about by the convergence of the IT and telecom channels.
“Telcos haven’t historically been the easiest companies to team up with for solution providers. Until recently, carriers were used to having all the control, but they’re coming around. That’s because channel partners, including VARs, systems integrators and solution providers, often have lower customer attrition rates than many carriers and vendors because end customers like working with a trusted partner.”
Read the rest of the article, and what Carol had to say, here.
P.S. Happy Birthday to the ever-fabulous Israel Chavez, our West & Central Sales Team Admin Coordinator!
Intelisys gratefully accepts top honors on behalf of its Sales Partners, among MegaPath’s Sixth Annual Channel Partner Awards Winners
Petaluma, CA (March 27, 2015) – Intelisys Communications Inc., the nation’s leading Technology Services Distributor, was honored to receive the Pinnacle Award for Top Channel Partner from MegaPath for its success in selling MegaPath’s voice, data, security and hosted IT services in 2014.
“This award belongs to our Sales Partners,” said Mike McKenney, VP, Partner Sales & Business Development, for Intelisys. “We share this honor with them, and thank them for their incredible drive, hard work and commitment – to Intelisys, to MegaPath, and to finding the best solutions for their customers’ needs.”
MegaPath’s annual awards highlight the growth and success of its channel partners in selling the company’s services to businesses of all sizes across the United States. Intelisys makes no direct sales, instead selling through its 1700 Sales Partners, exclusively.
“MegaPath’s partners are critical to our success and we are proud to acknowledge our top performers for their outstanding achievements,” said Kurt Hoffman, President and Chief Executive, Cloud Services, MegaPath. “The 2014 winners represent the best in the industry, and we are honored that they entrust MegaPath to serve the business needs of their clientele. We look forward to further strengthening our relationship with Intelisys this year.”
Surpasses $1M in monthly recurring revenue through Intelisys inside two years
Intelisys, the nation’s leading Technology Services Distributor, announced LinkSource Technologies as its sixth Sales Partner to surpass the milestone of achieving $1,000,000 in recurring monthly billings. LinkSource has the added distinction of reaching this remarkable achievement in under two years – faster than any other Sales Partner yet. To commemorate the accomplishment, Intelisys President Jay Bradley presented LinkSource Technologies with a “Trip for Two to Anywhere in the World”, all expenses paid.
On March 3, 2015, which will forever be known to Intelisys as “LinkSource Day”, LinkSource Technologies President and CEO Curt Lewis accepted the award on behalf of co-owner and Chief Sales Officer Jason Newbold and the rest of the LinkSource senior leadership team, in front of more than 50 Intelisys team colleagues.
“It is both an honor and a privilege to be here today,” said Mike McKenney, Vice President, Partner Sales & Business Development, for Intelisys. “Many of us here at Intelisys have known Curt for more than 20 years. To forge this relationship and to bring LinkSource Technologies on as a Partner was a significant milestone; and to witness this success feels like we have come full circle. LinkSource has a unique and powerful approach to business and service that is impressive to witness. We are thrilled to invite them to the Intelisys Platinum family.”
An Intelisys partner since 2013, LinkSource Technologies was founded by Curt Lewis in 1998. LinkSource provides lifecycle management and strategy development of policies and procedures for telecom and cloud environments. “We recognize that the ability to be agile to our customer’s needs is the key to delivering success,” said Curt Lewis. “We’re in the business of saving companies time and money. After hundreds of engagements, execution is our differentiator. We do what we say we will do.”
LinkSource is dedicated to embracing and delivering superior service solutions for its customers to provide unparalleled support and ROI, which has been integral to its stratospheric growth as an Intelisys Partner.
“The culture of Intelisys is perfectly in sync with the culture of LinkSource,” commented Jason Newbold. “We see so many important similarities. The level of commitment we show our customers cannot be stressed enough, and that is the level of commitment we’ve been shown by Intelisys. That level of service is unparalleled, and it allows us to be the best of the best for our own customers. We know there is much more to come.”
Jay Bradley has served as the President of Technology Services Distributor Intelisys Communications since January 2007, and has been with Intelisys since October of 2002. Jay has been in the telecommunications and related industries since joining MCI in June of 1985. You can reach him at: email@example.com at 707-238-8107.
What Just Happened?
The Channel is rockin’ this industry … that’s what just happened and it’s happening right now, today! Three and a half short years ago in August 2011, I had the privilege of posting the inaugural blog to this site as Intelisys launched a new website, and began in earnest to tell our story and the stories of our Sales Partners through social media. We took a risk and disclosed for the first time our gross commissions of $36 million in 2011, setting forth a goal to become the first $100 million distributor in the Channel. We took the risk because we wanted to open a conversation around the possibilities and challenge everyone in our community to think big; and we’re glad we did.
Through the strength of the most accomplished Partner community ever assembled, 2015 Intelisys gross commissions will be $110 million on total net billed customer revenue of almost $600 million annually – and we still believe we have only scratched the surface of the enormous opportunity before us!
Back in 2011 we estimated the addressable market opportunity at $100 billion, putting Intelisys’ market share at around .2%. Stated in those terms we would now be at .6% market share, but we believe the addressable market share for Channel partners has grown even bigger. Our acquisition of the Cloud Services Coalition in May 2012 and the growth of Cloud offerings have ignited great new opportunities for our Sales Partners to look beyond traditional telecom services.
Where Do We Go From Here?
Well for starters, we say thank you and continue to celebrate our Partners’ successes every chance we get! Just as Intelisys celebrated its 20th anniversary last December, many of our Sales Partners are hitting growth milestones that several years ago they really didn’t know if they could achieve. Well they did, and they are; and it is very rewarding for us to be a part of.
And while Intelisys will certainly set new revenue growth targets for future years of $200 million and beyond, we tend these days to think of our most important goals being tied to the Sales Partner experience and our role in helping them achieve their goals. As our company grows, we have not lost sight that this is a relationship business – in fact, we’ve never been more committed to helping our Sales Partners build great businesses.
Coming into 2015, we now have three distinct operating regions where our Intelisys Colleagues and the Sales Partners they support share common values and experiences. We recognize deeply the importance of maintaining the intimacy we enjoy with all of our Sales and Supplier Partners, and we will never stray from that.
What we have learned so clearly over our 20 years in business is that we exist to support our Sales Partners, period. Every new Colleague, every new program and initiative goes to support that mission. Through our Partner Investment and Advanced Commissions Programs, Intelisys has provided almost $4 million in loans and working capital to support our Partners’ growth. Our regional Mindshare events and local Intelisys Colleagues are also critical parts of that strategy. The executive mentoring and coaching programs available to our Club TPC Members have grown dramatically in recent years, and are driving exceptional performance improvements for those who participate.
The Intelisys Club TPC Incentive Program and trip awards will continue to be the gathering place for the best of the best, where we can take a breath, have some fun and spend quality time together on a far away beach. And of course our October Channel Connect event in Napa, CA, where Sales and Supplier Partners from across the nation gather to celebrate the year’s successes, and develop new strategies and relationships for the future.
Cloud, VAR, Cable
Intelisys Sales Partners today deliver well over $1 million per month in new sales of traditional telecom services, and the business is solid and growing. In terms of growth opportunities, our operating mantra for the last couple of years has been “Cloud, VAR, Cable”. Three years ago our Cloud sales were under $25k per month. Today we are well over $100k per month, and fast approaching $200k per month. This is happening, folks! I’m not sure if we are even close to the tipping point yet, but this epic shift is real, and we encourage all of our Sales Partners to jump directly into the deep end and learn how to play in this exploding market.
Just last month Intelisys launched a new online Cloud Services Universitywhere Channel sales professionals can learn about all the new Cloud services offerings and earn certifications that will enhance their ability to market these services to their customers. Intelisys Cloud Services University is a game changer for our Partner community and we encourage everyone to be a part of it!
Another strong growth opportunity in recent years has been the shift for traditional IT Solutions Providers to recurring revenue models. We have positioned Intelisys in this community as an enabler, with all the knowledge, tools and resources to help them make this transition as they build new telecom and Cloud services practices. And make no mistake here, this convergence of the traditional agent and solutions provider/VAR Channels is a step-by-step, inch-by-inch process, but the rewards for those with the fortitude to stick it out can be great.
Finally, on the strategic growth front, is the truly awe inspiring cable opportunity that has changed our business forever at Intelisys. In August of 2011 our total net monthly billings in cable were under $200k; today they are over $5.5 million monthly and growing! The whole crazy concept of delivering billion dollar brands through the Channel for the first time appeared to us, early on, to be a once in a lifetime opportunity, and we embraced it. Probably no other growth engine has been shouted from the rooftops more by Intelisys Colleagues in recent years than the opportunity in cable, and we believe this will continue for many years to come.
To Our Supplier Partners
Thank you for everything you do, and for making our business possible! Like most of us in the services delivery business, you tend to hear the negative way more than you hear the positive – kinda goes with the territory, I guess. But on this post, on this day, we say thank you on behalf of our entire Sales Partner community for all of the opportunities you afford us. It’s really a pretty cool business, and the friendships we share with many of you make the hard work fun.
A very smart consultant friend of ours once described a true partnership as one where the partners share the risk – otherwise it’s just a vendor/customer relationship. That hit home with us and reinforced a long standing philosophy at Intelisys that the most productive partnerships are those that eliminate adversarial posturing and communications. We believe in the spirit of true partnership, and that we are all in this together to deliver the best product to our Sales Partners and their customers. This is one of the things that Intelisys is most proud of.
We also understand that many of you were not happy with the FCC’s recent decision on Net Neutrality, and we get it. None of us knows how this will play out in the coming years; and Intelisys has learned how to adapt to changing industry circumstances many times before, and we will here again. What we can commit to is continued top performance as you deal with the large political challenges of the day.
Community, Culture and Genuine Humility
I was playing a round of golf recently with one of our Sales Partners and he asked me in a very serious way, “What is the secret to Intelisys’ success?” I immediately thought of the quality of our Partner community, our very talented Colleagues, a clear mission that folks believe in – but I could tell he wanted more. So I noodled on it for a couple more holes and arrived at a one-word answer: culture!
Culture, not just in the sense of what Intelisys Colleagues stand for, but culture in the sense of what our entire Partner community stands for. What are we all doing here, and why is it important? Are we bringing professionalism and integrity to everything we do? Are we always doing the right thing for our customers? If you have honorable answers to these questions each and every day, then success will find you wherever you are.
Finally, and on behalf of all Intelisys Colleagues, I want to express our deepest gratitude and humbleness to everyone who has been a part of this incredible 20-year journey. We, along with so many of our Sales Partners and competitors, have experienced some of our greatest successes in recent years, and we all have much to be thankful for! I have been playfully accused by some over the years of over playing the gratitude and humility cards, but I respectfully beg to differ.
A couple of years ago I read a great article in the Harvard Business Review that defined the two most critical traits of effective leadership in today’s world – humility and determination. I couldn’t agree more, especially in an environment of growth and success, where we are adjusting to what we call the new normal with each new year. So with that, I am proud to announce a brand new incentive for the Intelisys Sales Partner Community …
Announcing Intelisys Drive for 5! The Million Dollar Prize!!
If there is a single common thread that all of our top Sales Partners share, it is competitiveness! Top Performers love to win, and they really love to win big. As our community has grown over the last several years, and as Intelisys has announced many new Platinum Sales Partners (those billing in excess of $1 million monthly) I am often asked what the next big target is. Today I am completely energized to report that Intelisys is announcing a brand new promotion called Drive for 5!
This promotion will award One Million Dollars to the first Intelisys Sales Partner to reach $5 million in monthly net customer billings. Intelisys will be launching the promotion on April 1, 2015, and it will run until one of our Sales Partners reaches that goal.
There it is Top Performers, a new target to hit along with one million reasons to be the first to get there! Keep an eye out for details on how to participate in this exciting promotion.
What to Remember, What to Do?
One of my favorite Mark Twain quotes is, “The two most important days in your life are the day you are born and the day you find out why.” At the risk of being overly dramatic, I believe one of the reasons I am spinning around the universe on this pale blue dot is to be right here, right now, with all of you. We continue to have an awe inspiring opportunity to shape an entire industry, and we want all of you to be a part of it!
As I said in 2011, our mission is nothing short of a crusade – to enable Top Performing Partners to grow faster, to live better, and to change the landscape of our industry. Right in front of us is an amazing opportunity to grow this Channel by multiples that may seem a little crazy, but it is well within our grasp if we all work together to make it happen.
Thank you again for taking the time to read my post. As I approach my 30th year in this industry, I feel like a kid all over again. How lucky we all are to be able to build great companies and do good work. Helping to build a great future for our Partners, our Colleagues, and our families is what Intelisys is all about. We welcome you to join us!
To read Jay’s 2011 blog, Awe Inspiring Opportunities, click here.
To watch Jay talk more about the new Drive for Five!, click on the video below:
Intelisys is Recognized as a 2014 Top Performer by CenturyLink Channel Alliance, CenturyLink’s Indirect Sales Channel Program
Technology Services Distributor Wins 4 Awards at AllianceEXPO
Petaluma, CA (February 10, 2015) – Intelisys Communications Inc.was honored by CenturyLink Channel Alliance as a 2014 top performing indirect sales channel member at AllianceEXPO, CenturyLink’s annual channel ecosystem summit, held Jan. 13-15 in Denver.
Intelisys won 4 awards, including Top Large Deal Partner, Highest Sales Attainment, Highest Revenue Growth Partner and Top Non-Channel Integrated (NCI) Seller among members of the Alliance’s Premier Elite tier, which is the program’s highest membership level for companies that generate $2.5 million or more in monthly billed revenue from CenturyLink’s services. Non-Channel Integrated sales are deals the member closed independently without working with a CenturyLink sales professional.
“We are humbled and grateful to win these four prestigious CenturyLink awards,” said Carol Beering, Senior Vice President, Sales Operations at Intelisys. “The real credit goes to our Sales Partners who are growing at unbelievable rates and consistently raising the bar for everyone in the Channel. Our Sales Partners continue to confidently sell CenturyLink solutions because of the integrity of the organization and the high quality of their products and services.”
The annual CenturyLink Channel Alliance member awards recognize excellence in sales, customer service and technology expertise demonstrated by integrating and selling communications and IT services including voice, data networking, hosting, cloud services and managed services.
“We congratulate and thank Intelisys for its outstanding sales performance and customer dedication in 2014,” said Blake Wetzel, vice president of CenturyLink Channel Alliance. “With CenturyLink’s solutions portfolio, the Channel Alliance members winning our 2014 performance awards are exceeding our expectations and evolving their capabilities to fit how enterprises purchase and consume IT services today.”
We recently announced that Intelisys Sales Partner Subsidium Technologies received the Platinum Award for achieving $1 million in recurring monthly billings. They’ve now beat out some extremely fierce competition to take home another top Intelisys honor this year. This time, it’s for Overall Top Growth in 2014.
“This accomplishment is about much more than Subsidium’s unprecedented growth,” said Rick Ribas, VP of Partner Sales & Development for Intelisys. “It proves that when a company is dedicated to customer service, quality of solutions, and long-term relationships, the sky becomes the limit. We’re thrilled for the Subsidium Technologies team.”
To learn more about Subsidium Technologies and their awards streak, click here.
D&M Enterprise Group can now be added to the elite ranks of Intelisys Sales Partners who have achieved the milestone of $1,000,000 in recurring monthly billings.
D&M Enterprise Group has a long-standing history with Intelisys. They joined Intelisys as a Sales Partner the same year that they opened for business (2001), they have been a Club TPC winner for six years in a row, and the president, Steven Gerhardt, is an Intelisys Advisory Board member.
“D&M’s success is built entirely upon one thing—providing our customers with unrivaled customer service,” said Gerhardt. “We simply could not provide them this level of service without the Intelisys team fighting for us every day."
To find out more about D&M Enterprise Group’s achievement, click here.
“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!