Intelisys Weekly Round Up 7/24/15

It’s Friday again! Welcome back to the Intelisys Weekly Roundup, our (mostly) weekly look at the week behind us. What did we get up to?

ViaWest’s Home Run

Supplier Partner ViaWest introduced their newest Regional Channel Manager, Cory Ruetzel, to the Houston community, by hosting a suite at Minute Maid Park to watch the Astros take on the Red Sox. Intelisys’ Senior Manager, Strategic Partner Development, Eddie Acosta was there, along with many Sales Partners, including Liquid Networx, Cumulus Telecom, Total Carrier Solutions, consultIP, MAS Telecom, BlueSky IT Partners, Simplified Communications Group, The Telephone Lady, and TeleSource Communications, Inc.

Verizon Creates Dramatic New Revenue Streams for Sales Partners

Verizon has opened thousands of previously restricted Medium and Enterprise accounts, meaning Intelisys Sales Partners can now contact existing Verizon customers to renew and upsell. This program is available through Verizon Platinum Partner Kingcom, which has named Intelisys as its Preferred Master Agent for this game changing compensation program.

Find out more about the program and read a case study on Richardson Communications, who are already pulling in revenue thanks to this program, here.

Read what CRN had to say about the program and its impact on the channel here.

LanYap Networks Visits Petaluma

Angie Tocco and Laura Dashney, co-founders of LanYap Networks, and Intelisys Platinum Partner, made the trip from their HQ in Arizona to ours in Petaluma, CA, this week. We’re always thrilled to see them!

Rick Dellar on Camera

We spent some time this week in the Intelisys video studio with co-founder Rick Dellar, discussing everything from his start at Cable & Wireless to exit strategies to how much money he and co-founder Rick Sheldon put into the very first Intelisys bank account. We’re hard at work editing this footage, and can’t wait to share insights, thoughts and musings from one of our founding owners. Stay tuned!

We’ll see you again next week!

In the meantime, be sure to keep up with us on TwitterFacebookYouTube & LinkedIn!

Weekly Round Up 7/17/15

Happy Friday, and welcome back to the Intelisys Weekly Roundup! We’ve had a busy couple of weeks. Let’s catch up …


Comcast Business in the House

We were visited at Petaluma HQ this week in Petaluma by some of the Comcast Business team. Lots of great strategy meetings, and some killer social media and content training and brainstorming with Kathy Hickey, Comcast Business’s Executive Director of Content Marketing. Kathy shared with us some of the strategies she employs when developing and sharing content with the Comcast Business Community. It sparked some great ideas for us, and ways we can help our Sales Partners to generate content, too. Stay tuned for a video we shot of Kathy and Andrew Pryfogle. We’ll be sure to let you know when that’s available!

#1 Tip for Keeping Sales from Stalling Before You Can Close Them …

…That was the topic of a LinkedIn article our SVP of Cloud Transformation Andrew Pryfogle wrote this week. It’s quick, smart and actionable.

Read Andrew’s top sales tip here.

CLOUD-LIVE! Episode 4 (2015) is Coming Soon

Our video team is hard at work on the next episode of CLOUD LIVE! More real life case studies, a Platinum Partner profile, Ray’s Revelations, Bob’s Beat and more is being filmed and edited as we speak. If you’ve got any Cloud questions, we’d love to hear them! Cloud sales, technical, how to handle objections, where to find opportunities … you name it, we want to answer it in the Mail Bag segment. Email your question to and you might just find it answered in the next episode of CLOUD LIVE!

iCSU is Helping Channel Pros Sell Cloud-Based UC Services

CRN spoke to a few Sales Partners about the UCaaS certification recently released through Intelisys Cloud Services University, and discovered that the certifications are "already helping solution providers sell—and better understand—cloud-based UC services".

Read the entire article here.

Club TPC Says Aloha

The annual Club TPC Trip will land in Puerto Vallarta next January, but that hasn’t stopped us from looking ahead to the January after that. Carol and Christina put in the hard yards this week on a site scout for the 2016 Club TPC Trip. Lucky ladies!

An Investigation into Physical Security – Is it a Carrier Differentiator?

Underground fiber-optic cables were cut (again) most recently in Northern California, bringing physical threats to the forefront. Let’s face it, it’s usually virtual attacks that get the most coverage and take the most attention, but when a business loses its Internet connection, it doesn’t care whether the resulting revenue loss stems from a physical or virtual attack.

There have been 11 recent carrier network outages as a result of these physical attacks along the West Coast, calling into question the attention given by carriers to this area of security within their networks.

CRN’s Senior Associate Editor – Telecom, Gina Narcisi, looked into the attacks from the point of view of the telco agent or VAR, concluding that the attacks are "opening the door for providers to review their own physical security measures to avoid learning the hard way, and even tout it as a differentiator for customers".

Read the original CRN article here.

Read CRN’s follow-up article here.

See you next week!

P.S. Be sure to keep up with us on TwitterFacebook and LinkedIn!

P.P.S. Happy Birthday to our wonderful Director of Partner Support Services, Samantha Zuniga-Juarez!!! 

Weekly Roundup 7/2/15

Welcome back! This week is a double recap, as we didn’t post last Friday. Why? We were too busy having a blast, planning, strategizing and enjoying each other’s company at Intelipalooza X. Read on … 

Intelipalooza X

Twice a year, the Intelisys owners, executive team, sales teams and key support staff (including operations and marketing) head to the Wine Country of California for a few days of intensive planning, measuring and collaborating. It’s said after every Intelipalooza, but this time it’s really true: Intelipalooza X was the best one yet! We were invigorated, motivated and inspired. And we left with a solidified, common purpose: supporting our Sales Partners and helping them achieve HUGE goals. Everything we do is in support of our Partner Community, and 2015 is shaping up to be a year full of tremendous milestones.

To see all the photos from Intelipalooza X, click here.

Intelisys Cloud Services University Registers 1,000th Channel Sales Professional

You’ll remember in the last blog that we announced the launch of the UCaaS Solutions Professional certification track through Intelisys Cloud Services University (iCSU). Not long after, iCSU hit a major milestone – our 1,000 student registered for a certification course. Telco agents, VARs, MSPs, IT Service Providers – they’re telling us the same thing: iCSU is helping them in conversations with their clients; it’s helping them train staff and build stronger sales teams; it’s helping land deals; helping build confidence; and the platform and delivery are effective and easy to follow. We’re getting the feedback, and we’re seeing the evidence as registrations continue to accelerate. We couldn’t be more excited to be part of this groundswell of upskilling in the Channel, and we are really looking forward to launching three more certification tracks before the end of the year. All certification tracks are self-paced and complimentary at this time.

Register for iCSU and get started on your Telecom, Cloud or UCaaS certification here.

Read what Channel Partners Online had to say about it here.

Celebrating 5 Years


On Monday, we celebrated 5-year anniversaries for three Intelisys employees: Rick Ribas, Rowena Galisano and Meghan Magnasco. Rowena was able to get her congrats (and hugs) straight from Jay Bradley and Michael Ketchum at HQ in Petaluma. Meghan, who is currently on maternity leave, popped in later in the week for a high five on her accomplishment from Carol Beering. Well wishes and thank yous were sent to Rick Ribas on the east coast!

LAM visits Petaluma

This week were delighted to welcome Link Moore and Jim Suss, our valued Sales Partners from LAM Technology, out of Forth Worth, Texas. They spent time with every department here at our Petaluma headquarters, opened up about their business, shared great stories, and got to see first-hand how we really operate at Intelisys. Here they are getting a tour of our video production studio by co-founder Rick Dellar and our video whiz Andrew Shaw.

Channel Connect 2015 is coming!

This week marked the official launch of Channel Connect 2015, when registration opened to Sales Partners and Club TPC members. Channel Connect will return to Napa, California, in October, for an amazing lineup of events, including our Partner Awards Dinner, with a special keynote address from football legend and Hall of Fame quarterback Joe Montana.

Find out more about Channel Connect here.

See you next week!

P.S. Be sure to keep up with us on TwitterFacebook and LinkedIn!

Intelisys Weekly Roundup 6/19/15

Intelisys Weekly Roundup

Welcome back to our (mostly) weekly blog article dedicated to the current happenings in and around Intelisys!

UCaaS Certification Comes to Intelisys Cloud Services University

The 3rd certification track from Intelisys Cloud Services University is now live! UCaaS Solutions Professional certification is available via the iCSU self-paced, online classroom. This education track deep dives into Cloud, exposing hidden opportunities for UCaaS experts, such as Contact Centers. Unified Communications is where the next gen phone system is headed, and the as-a-Service model is where big wins are being made. Why get UCaaS Solutions Professional certified through iCSU? Because you’ll gain the knowledge you need to break into the lucrative Contact Center space and see how big data and multi-channel is changing the way Contact Centers are being built. Capture this valuable knowledge and start closing monster UCaaS deals in the cloud.

Find out more about iCSU UCaaS certification here.

Bandwidth: The New Frontier of Cloud Computing

Intelisys made the news again this week when SVP Cloud Transformation Andrew Pryfogle was quoted by ZDNet journalist Drew Turney in an article on NaaS that explores how software, platforms, infrastructure, and storage are all being relegated to cloud services as hybrid takes over; and how networking is becoming a service commodity along with them.

Read Andrew’s comments, and the full article, here.

Sales Partners Come out in Force at Foxwoods


More than 70 Sales Partners joined Intelisys and event sponsors Broadview Networks, Comcast Business, CoreSite, Frontier Networks, Masergy, Matrix and Windstream at Lake of Isles golf course and the famous Foxwoods Resort this week for a perfect Cloud training, golf and networking event. Big thanks to everyone who made it out on the day!

View pictures of the New England Partner Exchange at Lake of Isles at Foxwoods here.

Topgolf Alexandria Partner Exchange

Another Partner Exchange event hit Virginia this week, when Sales Partners joined Intelisys and event sponsors Aryaka Networks, Broadview Networks, Comcast Business, inContact, RapidScale, Verizon and Kingcom at Topgolf Alexandria. Cloud and Connectivity panels provided the educational backdrop to a fantastic social event.

You can view pictures of the Mid-Atlantic Partner Exchange here.

CLOUD LIVE! is Back with a New Episode

CLOUD LIVE! returns to iCSU with a new episode (Episode 3). Once again, CLOUD LIVE! gives you access to creative and helpful Cloud-related video content in 9 mix-n-match Segments. in Episode 3, you’ll find out how LanYap Networks achieved Platinum status in under three years, how Vonage’s acquisition of SimpleSignal is affecting the channel, easy wins in Help Desk, how to tackle awesome opportunities in Contact Centers, and much more.

Don’t miss CLOUD LIVE! Episode 3. You can watch it here.

To learn more, contact your Channel Manager.

See you next week!

P.S. Be sure to keep up with us on Twitter, Facebook and LinkedIn! 

Intelisys Weekly Roundup 6/12/15

 Intelisys Weekly Roundup

This week marks the beginning of a new tradition – a (mostly) weekly blog article dedicated to the current happenings in and around Intelisys.

Celebrating Carol Beering

We’re going to stretch the rules and first look back to last week, when Carol Beering, Intelisys’ incomparable Senior VP, Sales Operations, was named to the CRN Women of the Channel 2015 list. We spoke to Jenny Izzo, Director, Executive Operations, for Platinum Partner Subsidium Technologies, who Carol has been mentoring this year, for a little insight into what sets Carol apart.

"Carol has really pushed me to get out of my comfort zone and face things from a new and different perspective – as a supervisor with a stake in the business, instead of an employee focused on the day-to-day," Izzo told us.

Read the rest of what Jenny had to say here.


5 Ways to Stand Out in the B2B Sales Industry

Intelisys made the news this week when South Central Region Channel Manager Eddie Acosta was quoted by as an expert source on B2B Sales. In the article, "Attracting Your Tribe: 5 Ways to Stand Out in the B2B Sales Industry", Eddie weighed in on what it takes to keep customers coming back. Read Eddie’s advice, and the full article, here.

The Mindshares Hit SoCal!

This week the Intelisys Mindshares landed in San Diego and Marina del Rey (L.A.). Fun, sun, Cloud, connectivity, UCaaS, Networking & Infrastructure … and harbor cruises. Thanks to our wonderful Supplier Partners for making these events possible!

In San Diego we were joined by Supplier Partners 8×8, Jive, NaviSite, Corvisa, ANPI, Rapid Scale and Aryaka Networks.

In Marina del Rey (L.A.) were joined by Supplier Partners Broadview Networks, Coresite, Masergy, Matrix, ShoreTelSky, SimpleSignal, United Layer, ViaWest and Verizon.

View pictures of both Mindshare events here.



Partner Exchange Events Have Begun!

This week also marked the start of Partner Exchange season – a lineup of fantastic, smaller events that connect Sales Partners with information, training and networking at various locations around the county.

First, Channel Manager Karla Roarty and VP Partner Sales & Business Development Rick Ribas led the Southeast Partner Exchange at Old Car Heaven in Birmingham, AL. Classic cars, cocktails and Cloud. What could be better? Much appreciation goes to ACC Business, Bright House Networks, BullsEye Telecom, Earthlink, Windstream and WOW! Business for sponsoring the Partner Exchange!

You can view pictures of the event here.

Then, the Northeast Partner Exchange kicked off in New York at the Woodcliff Hotel & Spa, followed by a wine tasting tour at Seneca Lake. Thanks to IntelePeer, Time Warner Cable / NaviSite, Frontier, Lightower and Vonage Business for sponsoring this awesome event!

RCN & Intelisys Get Cozy

Supplier Partner RCN launched a Channel Program earlier this year, and this week officially announced that Intelisys is part of its agent program, which is designed to provide select national and regional telecom agents and systems integrators with the resources and support to sell RCN’s portfolio of IP-based data and voice communications services to enterprise and small- and medium-sized businesses (SMBs). Read more about the announcement here.

To learn more, contact your Channel Manager.

See you next week!

P.S. Be sure to keep up with us on TwitterFacebook and LinkedIn!

Intelisys Launches $1 Million Prize: Drive for 5!

Promises $1M to first Sales Partner who achieves $5M in net monthly billings

Petaluma, CA (April 2, 2015) – Intelisys Communications, Inc., the nation’s leading Technology Services Distributor and the only one focused exclusively on supporting the Channel’s top producing partners, has officially launched Drive for 5!, an incentive competition designed to award one Intelisys Sales Partner $1 million for being the first to achieve $5 million in monthly net customer billings.

"This program will be transformative," said Intelisys President Jay Bradley. "Drive for 5! is all about a shift in perception. It will be representative of what this industry can accomplish. The growth opportunity is enormous. Dozens, perhaps hundreds, of Sales Partners will go after it, and all will have dramatically stronger businesses as a result of their participation in this contest."

More than a spiff or a prize grab, Drive for 5! speaks to the stratospheric growth within the Channel, and the immeasurable opportunities that growth provides. More powerful, however, is the value of the recurring revenue (MRR) model. In achieving $5 million in MRR, an Intelisys Sales Partner is looking at bringing in approximately $700,000 per month, or $8.4 million per year, in commission income. What’s more, thanks to the MRR model and contracts, that $8.4 million will typically repeat for three to six years, with no extra sales effort on behalf of the Sales Partner. How much in hardware sales would a VAR need to achieve to lock in $25.2 million income over three years? Roughly $279.9 million ($93.3 million each year for three years) in sales, calculated on an average pure hardware margin of nine percent.

"Traditional hardware manufacturers are trying to control margins more than ever before," stated Jason Kraft, Director of Sales at FusionStorm. "Eroding margins make looking at Cloud, and other industries that offer recurring revenue, very enticing. This is an incentive that everyone should take a hard look at, to figure out what pivots they need to make in their business to embrace not only the $5 million challenge, but Cloud opportunities as a whole. With all the Cloud options Intelisys now offers, the race to $5 million is wide open."

"Drive for Five! has the potential to make a huge impact on any VAR looking to transition from top line transactional sales to a recurring revenue model," said Timothy Kennedy, VP Carrier Services at Carousel Industries. "The numbers are powerful, there is no question. This rich payment is a testament to the way Intelisys supports its Partners."

Disbelief was voiced in 2008 when Intelisys challenged its Sales Partners to reach $1 million in monthly net billings for a Trip for Two to Anywhere in the World. Financial models conducted by Intelisys predicted it could happen in four to five years. Incredibly, it took less than three. In March 2011, NetSource Group became Intelisys’ first Platinum Partner, with monthly net billings of $1 million. Global Communications Group joined them in August 2012, followed by LanYap Networks (April 2014), Subsidium Technologies (June 2014), D&M Enterprise Group (December 2014), and LinkSource Technologies (March 2015).

"Intelisys believes in the incredible capacity, drive and determination of its Top Producing Sales Partners," said company President Jay Bradley. "The opportunity in the marketplace for top Channel Sales Partners is astounding. Reaching new heights and achieving unprecedented results requires a new way of thinking big. Drive for 5! embodies the spirit of Intelisys and its Sales Partners, who together believe anything is possible."

The bar has been raised. The new challenge is $5 million in monthly net billings, and the $1 million prize is up for grabs. Drive for 5! officially launched April 1, 2015, and will run until the first Intelisys Sales Partner achieves the record-breaking feat of $5 million in monthly recurring revenue.


LinkSource Technologies Sets Record with Fastest Climb to Platinum Status


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.”

Intelisys Announces $1 Million Prize: Drive for 5!

Intelisys Finds Channel Growth Inspiring, Issues New Challenge to Sales Partners 

Intelisys, the nation’s leading Technology Services Distributor and the only one focused exclusively on supporting the Channel’s top producing Partners, has today announced an ambitious new promotion for its Sales Partner Community: Drive for 5!

Drive for 5!, which will officially launch April 1, 2015, has been designed to award one Intelisys Sales Partner $1 million for being the first to achieve $5 million in monthly net customer billings. 

“We take great pride in supporting the most accomplished Sales Partner community ever assembled in the Channel,” said Intelisys co-founder Rick Dellar. “Intelisys is the home where top performers come to excel. It’s the place where we know, without question, that $5 million in monthly recurring revenue is an achievable goal. Drive for 5! is one more example of our continued commitment to investing back into our Sales Partners to help them grow their businesses and achieve their goals.”

In 2008 Intelisys issued a challenge to its Partner Community to be the first to achieve $1 million in monthly net billings. In 2011 NetSource Group was the first Intelisys Sales Partner to hit the target, and was awarded a trip for two anywhere in the world. Since that time, five more Intelisys Sales Partners have hit $1 million mark, proving to Intelisys and its Partners that the opportunity for growth in the Channel is much bigger than anyone believed.

“Our mission has always been to provide unrivaled support to the industry’s top producers, said Jay Bradley, President of Intelisys. “And from day one, it has been core to our DNA to take notice and celebrate the successes of those top producing Sales Partners who manage to stand out from the others, break through barriers, and achieve what others say cannot be done. Today we put forth this challenge, pledging our allegiance to back every Sales Partner ready to strive for this goal; and we look forward to celebrating with them when one takes home $1 million."

As with any new Intelisys initiative, Drive for 5! was inspired by the tenacity and drive of the Sales Partner community that aligns with Intelisys to succeed and meet exceedingly audacious goals. The challenge has been issued, and the entire Intelisys team looks forward to celebrating, with our Sales Partners, the reaching of this new historic milestone that will redefine what’s possible in this quickly converging Channel. 

Full details on the program will be released on the official Drive for 5! launch date of April 1, 2015. 

To read Jay Bradley’s blog on Drive for 5!, click here

More Awe Inspiring Opportunities (…and a Challenge to Win $1,000,000!)

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: or 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 University where 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!

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:

 Drive for 5! with Jay Bradley

Intelisys Hires Chad Arnold to Meet the Growing Demand of the Channel’s Top Sales Partners

Arnold Becomes the New Director of Partner Sales for the Northwest/Mountain Regions

chad arnold

Intelisys today announced it hired Chad Arnold as Director of Partner Sales Northwest/Mountain Regions. Arnold, previously the National Channel Sales Manager at Level 3 Communications, will report directly to Mike McKenney, VP Partner Sales & Business Development.

In his new role, Arnold will manage Sales Partners in Washington, Oregon, and Northern California, and will indirectly manage Sales Partners in the Mountain region including Idaho, Montana, Wyoming, Utah, Colorado and New Mexico. He will spend his time building relationships with and recruiting new telecom agents, VARs, MSPs and IT Solution Providers. Arnold will also support existing Sales Partners in the region to help them grow their businesses and achieve their goals.

“Intelisys Sales Partners are the highest performing, most demanding in the industry, so we take the hiring of our Channel Leaders very seriously,” said McKenney. “I’ve admired Chad’s work ethic, integrity, and his relentless pursuit of excellence for many years. He’s built from the same DNA as Intelisys, so he was a natural fit for this position. This is a huge win for our Sales Partners and I’m thrilled to welcome Chad to the Intelisys family.”

Based in Seattle, Arnold draws on more than 10 years of telecommunications and Channel sales experience. He’s held sales and leadership positions at Eschelon Telecom, tw telecom, and more recently, Level 3 Communications. Shortly after taking on his role at tw telecom (now Level 3 Communications), Arnold developed Intelisys into the #1 sales producing partner for the company.

“I have experienced first hand what sets Intelisys apart from the others,” said Arnold. “One clear differentiator is the unrivaled investment Intelisys makes in its Supplier Partner relationships. Their Supplier Partners then reciprocate this investment ten-fold to the Intelisys Sales Partners with their best support, training and marketing resources… resources that others partners don’t have access to. When you combine Intelisys’ Supplier Relationships with their thought-leadership, experience and history of unrivaled Sales Partner support, I’ve learned there is no better place for top performers to quickly and safely grow their businesses. That’s why I can’t wait to contribute to this community and help the industry’s top producers reach their goals."

Arnold’s hiring is another example of the rapid convergence transforming the telecom and IT channels. As Cloud services continue to disrupt the landscape, the technology services distribution model continues to grow and become more critical for solution providers looking to scale and thrive during the shift. 

“Chad has excelled as a problem solver, a business partner, and an invaluable extension of my team for many years,” said Tricia Ward, President of NetSource Group. “He is, hands down, one of the most dependable channel managers in the industry and I can’t wait to work with him in an even larger capacity now that he’s with Intelisys.”