* 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.
What a huge couple of weeks! This Intelisys Weekly Roundup covers two weeks of comings and goings. Read on to find out what’s been keeping Intelisys busy …
Hale Comes to HQ
Sales Partner Christopher Hall, president and founder of Hale Communications, traveled from St. Loius, MO, to Intelisys headquarters in Petaluma, CA, for a week of strategizing and socializing. He was joined by our South Central Region Senior Manager, Strategic Partner Development, Eddie Acosta. Great to see them both!
Putting Our Money Where Our Mouth Is
We’ve created a brand new, strategic role: VP, Supplier Sales. And Intelisys’ own Mike McKenney has been hand picked to take on the new role and the exciting challenge of creating and driving new revenue programs for our Supplier Partners.
Watch Mike McKenney talk about his new role and its expected impact on the Intelisys Partner community HERE.
Read what Evolve IP’s CTO Scott Kinka had to say to CRN about Mike’s new role HERE.
See coverage of Mike’s new role as VP, Supplier Sales, on Channel Partners Online HERE.
Here Comes Platinum
August 24th was a BIG day for us at Intelisys. Why? Because it marked the first annual RDS Solutions Day! That’s right, RDS Solutions, a 10-year Sales Partner out of Clinton, N.J., has reached the incredible milestone of $1M in monthly recurring revenue to become our eighth Platinum Partner. Intelisys company President Jay Bradley joined Rick Ribas, VP, Partner Sales & Business Development, and Justin Marano, Director, Parter Sales – Northeast Region, to award RDS Solutions co-founders J.R. Vernick and Darren Jones with their Platinum trophy and a Trip for Two to Anywhere in the World. Darren and J.R. dedicated their award to their incredible team. Congratulations, RDS, from all of us at Intelisys!!
An article about RDS Solutions Day on CRN.com states, “Since its inception, RDS Solutions has been an Intelisys partner. Through this partnership, the company works with all the major telecommunications carriers that Intelisys has a relationship with, including AT&T, Verizon and CenturyLink. RDS also has direct ties with the carriers they do the most business with, but prefers to work through Intelisys to avoid quotas that carriers often impose on partners, Vernick said.”
J.R. is further quoted as saying, “We don’t want to have to meet a number with a carrier because that changes your position of being unbiased and agnostic.”
Read the full article on CRN about how J.R. Vernick and Darren Jones achieved such a phenomenal feat, and what they have planned going forward, HERE.
Read more about the story from Channel Partners Online HERE.
Intelisys hosted a Sales Partner event in beautiful Bend, OR, this week. We join Chad Arnold, Director, Partner Sales – Northwest/Mountain Region in saying thanks to the generous sponsorship of Time Warner Cable Business Class and Navisite for making the event possible.
Partners & Ponies Returns to Saratoga
One of our hit annual events is Partners & Ponies out at the Saratoga Race Course in New York. This year’s event started with golf, carried over to a full round of education and training from key Supplier Sponsors BCN Telecom, Broadview Networks, CoreSite, Masergy, Matrix, NetWolves, Time Warner Cable Business Class, Navisite, and Windstream, and culminated at the horse races. Donna Cravotta, founder and CEO of Social Sage PR, presented the keynote on social media strategy for business.
Check out the full album of Partners & Ponies 2015 photos HERE.
Cloud Partners is Coming to Boston Soon!
We’ll be in Boston September 16-18th for Cloud Partners, and we can’t wait! Once again, Intelisys will be hosting Cloud Summit Training – the industry’s most highly attended live cloud training. Last year’s session was standing room only! The 2015 Cloud Summit Training is filling fast. Be sure to register ahead of time to secure your spot. Training this year includes entirely new content, and we’ll be giving away $1000 cash!
Register for Intelisys Cloud Summit Training at Cloud Partners HERE.
Register for Cloud Partners Conference & Expo HERE. Use the code CLD15 to get a free expo hall pass or $50 off a full conference pass.
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.
Did you know that 76% of Intelisys’ cloud wins over the last two years have come from Cloud Services University (CSU) attendees? They’ve learned how to stand out from the sea of sameness. If you want to rise above the masses like they did, CLOUD LIVE! is for you.
Join us on November 20, from 8 a.m. to 3 p.m. PST, to find out how you can get into the recurring revenue game and become a top performer. Sign up and secure your spot here.
Panel 1 – The Cloud Thinktank
Join the conversation with four of the Smartest Guys in the Cloud as they discuss game-changing insights that will help you win more deals. In a rapidly evolving landscape, what are the latest developments and trends that your customers are keyed in on? What is moving Cloud off the back-burner and onto the list of strategic urgencies? Be prepared to walk away with a few pearls that will take your customer conversations to a whole new level, from polite niceties to impactful, revenue-generating engagements.
Panel 2 – Winning by Solving Problems
Sales Partners who are consistently winning in the cloud are realizing their strength is in solving problems. Being able to unearth the problem and then effectively quantifying the impact on the business if the problem is solved is key. In this panel we will be presenting several real-life business problems to our expert panelists who will then speak to solutions on the fly that can helps us solve these problems and win deals. (note to suppliers: final problems will be tailored to the strengths of the panelists. Feedback welcome.)
Panel 3 – Cloud, Shock & Awe
The book “The Challenger Sale” suggests giving customers what they ask for is a mistake. Simply providing services they feel they need is short-sighted and doesn’t separate sales people from the masses. The theory is that top performers actually challenge the thinking of customers. They bring compelling thinking and innovation that forces decision makers to look at problems and opportunities differently. In disrupting their thinking, top performers become the go-to experts and separate themselves from the sea of sameness. Hear how you can leverage Cloud to disrupt current thinking and challenge your decision makers to move in new directions. Find out how to present new perspectives that can shock & awe customers into action.
Panel 4 – Real Cloud Wins
Moving beyond theory and into practice, we will be hearing detailed case studies of real cloud wins. Each win will feature the supplier as well as the participating sales partner telling the real life story. The case study will be pre-recorded and produced at the Intelisys studio in Petaluma and will require participants to travel to Petaluma for studio work. The final case study will be aired live during CLOUD LIVE! and will be followed up by several minutes of live recap by Andrew Pryfogle. Suppliers & sales partners participating in this segment will not be required to be in Petaluma on 11/20.
USA Today recently published research showing that 43% of companies have had a data breach.
It’s an interesting article. Unfortunately, the only actual "reason" mentioned in here is human capital. Front door attacks are designed to fool end users into giving away the keys to the kingdom. And even more unfortunate, is that there is little that we can do on the network security side to ensure that people aren’t fooled.
Many people try to migrate to the cloud rather than start fresh there, which perpetuates many of the hidden dangers of their previous architecture. That’s certainly one thing to leverage. But if you look at this article, it accounts for at most 20% of the breaches. The remainder are employee negligence… Could they have put IT department negligence in here? Possibly, but it doesn’t gel with the point of the rest of the article.
I think the second thing to think about is that resources used in the cloud are easily provisioned, easily torn down and don’t reside on local equipment, so, at the very least, it eliminates or reduces the human element of leaving a laptop behind, physical security of a data center, not locking a local desktop, etc. This is all also happening in an era where BYOD is becoming the norm. If someone doesn’t have a password on their iPad, they receive an email with customer information, and someone picks it up at Starbucks, is the company to blame? Or the employee? Or both? Which leads to Mobile Device Management…
MDM is going to start to drive the discussion in the next few years. Again, you can’t stop people from being purposefully negligent, but you can prevent them from being careless. No password on your iPad, no access to corporate data. Remove your password, wipe all corporate content or the whole device. You also have to consider what applications the business allows for use on these devices for IM, social media, etc., which are now increasingly becoming targets for phishing attacks.
Another topic that has been around forever is DLP (Data Leak Protection). People really haven’t understood what it is and how to use it, but with these numbers swinging so dramatically towards people as the cause of breaches, companies with compliance concerns will be forced to consider a stance on DLP. There are simple solutions that can be added to email servers and other data "exit" points that are not difficult, and can live in the cloud.
Most importantly, it’s education. Companies are just not taking the people element seriously enough. Companies with compliance risk will need to have cyber education programs for employees to identify and understand how hackers are trying to leverage them as a security breach. I fully expect that governance around corporate education may find its way into HIPAA and PCI regulations in the next few years.
How can we leverage all of this? We have to deal with these kinds of issues every day. And while we all may not have easy to buy services yet for all of these items (although several will be released this quarter), we’re watching and are ahead of where our customers can be. That makes Evolve IP, and our partners, the kind of trusted advisor that customers should lean on for advice in navigating their security concerns.
Guest blog contributor Scott Kinka is the Chief Technology Office of Evolve IP.
USA Today recently published research showing that 43% of companies have had a data breach.
My first response is really the question "Why"? We have two converging realities that help create a monster number like that. We are in an era of corporate rebuilding. Companies reduced IT staff over the last five years significantly, equipment was not replaced or not maintained (in part because the smartest people weren’t there to do it) and best practices have changed/shifted and companies have not kept up. It’s the "don’t fix something that’s not broken" mentality.
This is dumb when it comes to IT because best practices change more rapidly than the technology itself. The thought here is that there is exposure from simply the lack of attention to one’s own infrastructure and the methods and processes that are in place.Additionally, hackers worldwide have gotten more organized, smarter, and have built toolsets that now have a high level of maturity to help find breach points and specific targets.
In the spirit of the best offense is a great defense: A move to cloud-based services enables customers to get a "redo". The entire environment is greenfield, no more patching or updating configurations that go back ten years, and the people that build the system are so long gone that the "rigs" that were put in place to make it work years ago just sit there. Companies don’t overhaul their existing network and IT infrastructure because they really can’t; time, money, downtime, expertise. It’s just won’t get done.
The way we leverage this data to our partners is to make it clear that a complete rebuild of the entire IT infrastructure can only be done in parallel. And a complete rebuild is the only way to be sure that you have best practices. Cloud based technology eliminates many of the above barriers. Arguably, it is possible to rebuild in-house but is cost prohibitive and just won’t be a priority with an in-house IT staff that is most interested in protecting their seat at the grown up table.
Guest blog contributor Neely Loring is President and COO of Matrix-IBS.
There’s plenty to look forward to this year at the 2014 Channel Connect event! We’ll be at the luxurious Meritage Resort and Spa in Napa, California from Wednesday, October 8 to Friday, October 10. Come join us for networking, learning and fun!
There is still time to register, so sign up today and come be with the best of the best in the industry!
Join us for the first day of our Education Tracks. You will hear from Technology Leaders, Sales Partners, and Supplier Partners. Learn how the Cloud is changing everything, and so much more.
You don’t want to miss out on our new feature this year; the “Solution Design Throwdown”. Come see us put our suppliers through their paces in this live application of solution design on the fly. And don’t forget to vote for your favorite supplier Quickfire. Who will take home the Sparky Award for Channel Connect 2014?
The second day of our Education Tracks includes two more Solution Design Throwdowns, more Quickfires, a Keynote presentation from Chuck Mache, more Supplier Panels, a Channel Manager panel and our ever popular Channel Chief Panel.
Following the Education Tracks, join us for the Supplier Dash. You may pre-schedule 10-minute meetings with our Diamond, Platinum, and Gold Suppliers of your choosing. The end of the day will bring you the anxiously anticipated Awards Dinner, recognizing Intelisys Top Producers. Wrap the night up with our late night party with the band Tainted Love.
Choose from spa services, winery excursions, Napa Valley bike tour, the golf tournament at Eagle Vine golf course, and more. After your fun day concludes, relax and enjoy a casual dining experience, featuring Andrew Pryfogle’s Tri-Tip Trolley! Rock out to the tunes of Michael Toast!
There’s so much to look forward in just a couple weeks and we can’t wait to see you all very soon! Register today!
This is a great event for anyone looking to get involved in the discussion around cloud and telecom, to make and nurture relationships, and take some time to enjoy a little of what Northern California has to offer!
Agenda Wednesday Oct 8th
8:00 am – 7:00 pm Event Check In
8:00 am – 9:30 am Continental Breakfast
9:00 am – 3:30 pm General Session
9:00 am – 3:30 pm Diamond Supplier Meeting Rooms Open
11:30 am – 1:00 pm Grab n Go Lunch
4:00 pm – 7:00 pm Supplier Fair
Thursday Oct 9th
7:00 am -8:15 am Supplier Briefing – Suppliers only
7:00 am – 9:00 am Continental Breakfast
7:30 am – 5:30 pm Event Check In
8:30 am – 3:30 pm General Session
8:30 am – 3:30 pm Diamond Supplier Meeting Rooms Open
10:00 am – 3:30 pm Spouse Tour
11:30 am – 1:00 pm Grab n Go Lunch
3:45 pm- 5:30 pm Supplier Dash
6:30 pm – 7:30 pm Cocktail Reception
7:30 pm – 10:00 pm Dinner and Awards
Friday Oct 10th
8:00 am – 10:00 am Breakfast
All Day Excursions- includes lunch
Napa Bike Tour
3 Winery Tour
2 Winery Tour
Farm to Table Tour
Culinary Institute of America Tour
Eagle Vines Golf
Spa Treatments- for Sales Partner and their guest only
We’d like to invite you to join us for our Intelisys Cloud Sales Workshop, along with a gathering of All-Star Cloud Experts to discuss what’s working (and what’s NOT) in the ever-changing world of Cloud Solutions. We’ll convene on Monday, September 8th, 2014 from 9:00 AM – 3:00 PM CDT, Level 3, Room #346 at Morial Convention Center.
We are very excited about this year’s new addition to the Cloud Partners training agenda: the Cloud Solution Design “Throwdown.” We expect this will be very effective in engaging our partners and educating them about the different steps in complex bid and cloud deals. The goal is for them to see in action the value that Intelisys’ pre-sales engineering resources can bring along with how our suppliers perform discovery and design solutions.
Our Channel Partners cloud training fills up EVERY YEAR. You must register in order to hold a spot to receive this cutting-edge information and these useful tools. We encourage you to register right now to ensure you have a spot at Intelisys Cloud Training 2014.
Continental breakfast and lunch are included (plus a chance to win $1000 in cash)! The topics we’ll be covering are listed below and there is also a link to more details and registration.