Telecom Brokerage Morphs From Master Agent To Distributor, Looks To Partner With VARs

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VARs also don't want to get blamed for telecom service failures, and as a network service provider, VARs can direct the problems to TBI, said Mercer.

"There is one true constant that there will always be problems [where] phone services or Internet [services] go down, and if somebody is selling a million-dollar piece of hardware or software and we're offering to give them a $2,000-per-month circuit to connect, they don’t want their reputation tarnished by service outages," said Mercer.

TBI's current roadmap for 2014 includes focusing on marketing to recruit VARs and educating them, said Mercer. in February, the distributor hired David Powers as it's new vice president of marketing. Powers previously launched the marketing effort at enterprise cloud communications service provider Thinking Phone Networks. Prior to that was the vice president of communications for virtual PBX provider Grasshopper.

"We are trying to show that [selling telecom services is] not that hard. We're trying to explain the products they are selling, how to add more value, and to build more competencies to their businesses," said Mercer. "Marketing is a huge piece of that. We never had [a VP of marketing] before, or a marketing strategy and we're looking for David's guidance."

For the future, TBI will continue to focus on bringing new technology partners on board, said Mercer.

"We are looking to add more vendors; there are a lot of new hosted phone providers, virtual servers providers, and single-site data locations to bring on board," said Mercer. "We want to get more options for our VARs."


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