TA Introduces New Vendor Member - Intelisys, February 2008
Interview with Mike McKenney, Partner Sales Vice-President
We look to our Partners to deliver and support end-user customers with the leading telecom solutions leveraging the latest technologies and best of breed carriers. MPLS and other IP based services such as broadband and DIA lead the data realm, while demand for TDM based services remains robust.
Our Sales Partners target businesses whose business models rely heavily on connectivity solutions. Multi-site businesses from within the Manufacturing and Financial Services, Retail, Engineering, High Tech, Medical, and Construction sectors are our most common clients.
Our most successful Sales Partners are those Top Producers who value Intelisys for what we free them up to focus their resources on. Top Producers understand that Intelisys provides them with unmatched sales support and stability, allowing them to focus on Prospecting and Presenting, the two highest impact activities relative to their earnings power. They don’t want to duplicate what Intelisys has already built, they want to plug into it.
Our primary competitors for end-users are any other sales representatives of telecom services. They usually wind up being the Direct Sales Reps, followed by other Agents. Our competition for Channel Sales Partners are few. They would include any other Master Agency as highly rated with so many carriers, but what makes us unique is our exclusive focus on the needs of the Industry’s Top Producers, who gravitate to quality, safety, the broadest selection of brand name carriers, and breadth and depth of Sales Support Resources you just can’t find anywhere else.
While the under-lying services sold to end-users may be from the same carriers, that’s where the similarities between Intelisys and its competition ends. The support Intelisys provides to its Sales Partners and their end-users is superior. The highest support staff to Partner ratio in the industry. Exclusive SWAT Program to assist our Sales Partners in closing their large and complex sales. The most Agent-protective agreements in the channel, Real-time access to meaningful information to help build a thriving business. The strongest and most diverse Supplier Portfolio available, and Direct deposit of monthly commissions – on time, every time. And because Intelisys performs so well for its carriers, we enjoy the best channel support resources the carriers have to offer. All this results in a superior experience for both our Sales Partners and their end-users.
Intelisys supports Sales Partners selling telecom solutions to end-users from all over the United States and Canada. The services sold are Globally available, but must be billed to a U.S. end-user address.
The Sales Partners Intelisys targets have:
· A track record of selling > $5k /month in new carrier sales (addressable to Intelisys)
· They have back-office resources
· They do not want all their own contracts with suppliers
· They understand the Intelisys value proposition
· They are responsive and are receptive to negotiating a deal with Intelisys
· They are acknowledged by their peers as being leaders in their markets
· They operate an honest, ethical business and well respected
Our program requires that the Sales Partner grows their net monthly revenue base to $25k by the end of the first year and keep it there. Once there, they are deemed to be in compliance. So no monthly or annual commits. Our Sales Partners want their independence and no limits.
No, that’s a big reason why Top Producers gravitate to Intelisys. We are 100% Sales Support for their opportunities and we do not have a direct sales force in competition for their end-user opportunities.
Yes, we offer our Sales Partners Carrier sponsored product promotions, as well as both Carrier and Intelisys sponsored commission SPIFs.
Intelisys is continually investing in the Channel’s Leading Partner Program. We’ve just launched Club TPC at Inteligolf 2008 to attract, incent, recognize, and reward the industry’s Best of the Best. We’re also adding additional Sales and Sales Support Resources to include a National Channel Manager based in the East Coast, and a Retention/Escalation Manager to deliver the very best to the best.
Company bio’s can be viewed at http://www.intelisyscorp.com/public/team.php
We are pleased to announce Intelisys’ new incentive program, Top Performers Champions Club (Club TPC). Club TPC is a 100% Intelisys sponsored program and has been specifically designed to award our existing elite sales partners and to encourage our rising stars to become Club TPC members. And Membership has its privileges. Club TPC members not only have the opportunity to win extraordinary trips, but will also enjoy prestigious affiliations and exclusive advantages such as access privileges to our powerful sales tools and programs such as our proprietary, “Best Practices and Mentoring Program” , and other dynamic programs that can be leveraged to grow a thriving agency business!