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Telecom Legend Richard Jalkut On How TPx Benefits From Big Telco Strategy And How Partners Can Stop Being 'Quoting Engines'

Telecom industry veteran and current CEO of TPx Communications Richard Jalkut discusses the confusion around incumbent carriers' growth strategies, the need for partners to move to managed services, and getting more VARs into the telecom services business.

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TelePacific Communications recently was rebranded to TPx Communications. Tell us about TPx's Channel strategy.

Fifty-five percent of our contracted revenue from the street comes from the direct channel, 45 [percent] comes from agent channel, but we don't call it the indirect channel -- there's nothing indirect about what we do with our agents. In California, Nevada, and Texas, we have 15 channel managers and then seven to eight channel managers on the East Coast. The channel is a huge part of our business. We also have a very large inside sales force of about 100, and about 45 to 50 of them are dedicated to the channel and exclusively work with their channel partners. We upsell and renew and service all those channel accounts for our partners, so they don't have to do it; we grow the base, and they get the credit for it.

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