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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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What i s your message to the channel? What can partners expect from TPx the rest of this year?

Our biggest focus is the rebrand, and we've gotten a lot of positive feedback on how well that went, so moving forward, our next focus is going national through the agent channel. That's why we just hired Jim Delis who ran the Time Warner Cable channel program on a national basis. He is going to be responsible for the national master agent relationships so that we can take our brand and product line national. And with SD-WAN technology, we don’t have to have anchored networks sitting underneath our feet anymore. We can use SD-WAN and use anyone's access to help sell the full service that the customer wants, like network and UC, or if the customer just wants one service, we can do that on a standalone basis.

The channel piece will grow faster than the direct channel because I'm not going to invest in direct sales teams in any of the new markets we opened. We just opened New York, Philadelphia, and Washington D.C. with no direct sales teams, and we are going to go to Chicago next. As that volume increase, that 45 percent is going to shift in favor of the agent side.

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