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: email@example.com 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 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