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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.
It’s Mindshare season at Intelisys, which means months of amazing events around the country that are loaded with great content and superb networking opportunities … They can also be entirely overwhelming. With that in mind, we’ve put together a few helpful tips to make your Mindshare experience an impactful one:
1. Seek out other top performing peers and pick their brains. One of the most valuable aspects of these Mindshare events is the chance to network with your peers and communicate with your competitors. You’ll typically find other top performers in this community are more than willing to share best practices, where they’re getting traction, what Suppliers are performing really well, and which ones to be cautious about – invaluable information that can help accelerate your business.
2. Do some homework on the participating Suppliers and prioritize the ones you want to go deeper with. There may be anywhere from 15 to 35 Suppliers in attendance, and not all of them will be a perfect fit for you. But some could be complete game-changers for your business. Study up and budget your time carefully to make sure you’ve allowed enough time for the most important conversations.
3. Set some goals for the day. Here are some examples:
I want to walk away with one new Supplier relationship that can accelerate my growth.
I want to connect with at least three other Sales Partners that will engage with me after the show to share best practices.
I want to pick up at least three new talking points or sales strategies that I can start using with my customers immediately.
4. Take notes. Unless you have a photographic memory, be prepared to take notes. There will be a ton of information coming at you at breakneck speed. I type faster than I write. Evernote is my preferred tool for note taking, as it’s a great app on the iPad or iPhone and is cloud-based and can sync to anything.
5. Don’t be afraid to ask questions. The more you engage, the more you’ll get out of these events.
Time and time again we’ve seen these Mindshares turn into pivotal events for our Sales Partners – that moment in time when they break through to the next level. That’s my hope for you, that you’ll achieve the next level in the growth of your business.
My next stops are Boston and New York. Looking forward to seeing a few hundred of my closest friends.
New App Provides Fast Access to Business-Building Tools from any Mobile-Enabled Device
Petaluma, CA (April 23, 2015) – Intelisys Communications, Inc., the nation’s leading Technology Services Distributor today announced the launch of the Intelisys App – a mobile app designed specifically for Channel Sales Partners and Supplier Partners, giving users faster access to their MyIntelisys dashboard, as well as quick access to their supplier information, commission data, key contacts, resources, tools, news, updates and more.“MyIntelisys is now faster and more functional than ever before when used from a mobile device or tablet,” said Intelisys co-owner Dana Topping. “Enabling our Sales Partners to grow their businesses is always at the forefront of our minds. The faster they can access the resources, information and people they need while on the go, the faster they can make key business decisions that affect their bottom line. Putting the functionality of MyIntelisys into their hands via a mobile app is one more way we can help them reach and exceed their goals.
The Intelisys App brings MyIntelisys.com dashboard functionality to mobile devices and tablets in a faster, simple-to-navigate format, making sure that quick and easy access to all key information, metrics, supplier information, contacts, and business-building tools is available any time and from any device.
“Our Sales Partners demand expediency, and their customers expect the same,” said Mike McKenney. “The Intelisys App is a great example of our commitment to the ongoing development of new programs, systems and technologies to support our Sales Partners’ businesses.
The Intelisys App is free through the Apple Store and Google Play.
Intelisys App at a Glance:
MyIntelisys.com Mobile Access: Faster and easier to navigate than the website version, the Intelisys App brings the complete functionality of MyIntelisys.com to Sales Partners and Supplier Partners, no matter where they are.
News Wall: Scrolling visual database of the recent announcements, news, programs and information from Intelisys.
Supplier Database: Critical information about all of Intelisys’ Supplier Partners, including key contact information, how to get a quote, how to submit orders, relevant SPIFFs, available products, and more.
Intelisys Contacts: Phone and email contact info for senior leadership team, channel managers, partner support reps, sales operations contacts, Cloud support specialists, and more.
Asset List: Access to some of Intelisys’ most important resources, including marketing tools, Sales Partner program details, video trainings and more.
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 today announed the hiring of Mark Phaneuf as Senior Manager, Strategic Partner Development, for the New England Region.Phaneuf will report to Justin Marano, Director of Partner Sales in the Northeastern Region.
Phaneuf will serve Intelisys Sales Partners in Massachusetts, Connecticut, Rhode Island, Vermont, New Hampshire, and Maine by providing them with comprehensive business support. In addition, Phaneuf will develop and execute recruitment initiatives to help grow Intelisys’ community of top producing Sales Partners.
“Our Sales Partners are a high-achieving community composed of passionate, committed professionals that thrive when supported with white-glove service,” said Rick Ribas, VP of Partner Sales & Development for Intelisys.
“Mark’s leadership, track record of success, and his depth and breadth of industry experience are unparalleled. He’s an energizing veteran in the industry that will truly help our New England Sales Partners stand out in the ‘Sea of Sameness’,” Ribas continued.
Phaneuf comes to Intelisys from XO Communications, where he quickly progressed from Channel Manager to Partner Sales Manager.
“I am so humbled to join this accomplished Intelisys team and support this region of Sales Partners that are trailblazing the quickly converging Channels,” Phaneuf said.
“Supporting such a talented group of Sales Partners is an honor and a privilege and I’m extremely excited to support them in breaking through to new levels of success,” Phaneuf added.
Because the need for innovative telecom and IT solutions in the New England region is exploding, Intelisys is experiencing a surge of interest from telecom agents and VARs in the area.This growth has prompted the demand for a talented new senior manager like Phaneuf.
“The New England Region is growing at an unprecedented rate,” Marano said. “I have admired Mark for years and couldn’t be more thrilled to work with him as he inspires our Sales Partner community to continue exceeding their most aggressive goals”.
Intelisys Communications, Inc., the nation’s leading Technology Services Distributor, today announced the hiring of Eddie Acosta as Senior Manager, Strategic Partner Development for the South Central Region.Acosta will serve Intelisys’ Sales Partners in Texas, Oklahoma, Mississippi, Louisiana, Kansas and Arkansas.
In his new role Acosta will recruit new Sales Partners, supporting all facets of their businesses including business development, strategic planning, and best-practices education. In doing so, Acosta will draw from his nearly 15 years of experience in telecom and IT Channel sales, business development, and sales management.
Acosta will be based in Texas and will report to Brandon Smith, Director of Partner Sales for the Central Region.
“Eddie’s reputation as a top-producer in this community is truly remarkable,” Smith said. “He has the depth of knowledge and experience to assist our Sales Partners in growing their businesses to unprecedented heights.Words can’t describe my excitement in inviting Eddie to the Intelisys team.”
As more telecom agents and IT Solution Providers leverage Intelisys’ financial programs, training resources, and support systems, their Sales Partner community continues to grow at unprecedented rates, especially in the South Central Region.Acosta’s new role was created to serve this expanding Sales Partner community.
“I am thrilled to join the Intelisys team and am passionate about supporting our Sales Partners in all aspects of their business growth,” Acosta said. “Intelisys Sales Partners are renowned for being the highest-achieving in the industry, and I’m humbled and grateful to support them in helping them achieve their goals.”
Acosta most recently was a National Account Director with Windstream Communications. His rich industry experience includes sales and management positions at XO Communications and Zayo Group, among others. In 2012 Channel Partners named Acosta one of the Top 15 Channel Managers of the Year.
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.
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.
Say hello to a cutting-edge, new addition to the Intelisys Supplier Partner portfolio. Watch here as ServerCentral’s Senior Vice President Sales & Marketing, Peter Berg, speaks with Andrew Pryfogle about Channel and direct sales, datacenter, storage and DDoS attack and security.