Since 1991, Telecom Brokerage (TBI) has been the premier Master Agent for telecom services such as Internet, data, local, long distance and managed services. With the goal of simplifying the telecom purchasing experience for its customers, TBI provides them with an un-bias consultative sales approach as well as pre-sales and post-sales support.
Geoffrey Shepstone, president of Telecom Brokerage, recently spent some time with Rich Tehrani (News - Alert), president of Technology Marketing Corporation (TMC), and shared his predictions for the telecom industry in 2009.
Rich Tehrani: Are you generally optimistic, Pessimistic or realistic?
Geoffrey Shepstone: Realistic.
RT: How many frequent flyer miles have you amassed?
GS: MANY.
RT: How surprised are you at the global financial situation?
GS: Not very.
RT: How is your company changing the way it does business as a result?
GS: We are trying to be more efficient, strategic, and aggressive.
RT: How have customers reacted to the slowing global markets?
GS: Some are trying to save money which increases our business; some are trying to lessen headcount which increases our business.
RT: Do you see this time as an opportunity or a rough spot to get through quickly?
GS: An opportunity.
RT: What will companies need to do to survive this downturn?
GS: Be open to new and better technologies. Have alliances with partners that are set up to make it though this economic storm. Work smarter, harder, and better.
RT: How do your company’s products help customers in a slow market?
GS: Switching carriers, products, and technologies can build efficiencies, lessen cost, and overhead.
RT: What do you feel is the strongest segment of the communications space?
GS: Technology. Converging voice and data networks can build a much more efficient network. Getting off of a carrier contract at a high rate can save a ton of money.
RT: Which would you rather be president of and why? Google, Yahoo, Microsoft (News - Alert), Cisco, the United States.
GS: Cisco (News - Alert) would be my first pick. They will need to be at every aspect of the network, core to edge.
RT: Will this slowdown present an opportunity to reinvest in your company/market? If so, where will you invest?
GS: TBI has always re-invested. We are a debt free company. We always look at adding good people. I think there is a window to get really high talent at this point in the economy. TBI is always working towards building better process and practice as well.
RT: Which country will present the largest opportunity for your company in 2009/10?
GS: Most Business we do is domestic. We do see uptick to Europe as a whole, and more Central America.
RT: What device(s) do you use and wish you used?
GS: Anything WiFi makes me happy.
RT: If Nokia, RIM, Google (News - Alert) and Apple devices are stranded together on an island, who survives and why?
GS: I would say it depends more on the network than the device. If they can’t get signal they are all useless. I guess apple. If I was stranded on an island, I could eat the apple!
RT: I understand you exhibited at last year’s ITEXPO in Miami. What did you show there?
GS: How important knowledge of Network services are to the integration of devices. TBI provides most Carrier services. Data and Voice, old and new, Data and TDM. The best integration device in the world is useless with out a good network behind it. There is no one good network provider. It always depends on where, what product, and what expectations are required for the device. We help figure that out.
RT: What sorts of companies/people should come to your exhibit?
GS: Anyone providing solutions to customers that involve devices or services that hook up to a LAN/WAN or voice network. We can offer so many carrier solutions; your customer will have a complete offering.
RT: Why should customers choose your company’s solutions – and how do they justify the expense to management?
GS: ROI is always important. Choose TBI for the experience, knowledge, and ability to execute a solution. If we quote 5 carriers, and can show savings on one, and make the transition smooth for the customer, everyone wins.
RT: I am a purchasing decision-maker, why do I need to speak with you before I buy?
GS: TBI provides multiple solutions, with many years of experience. Before you buy, you deserve the due diligence and information we can give you before you possibly have a negative experience implementing a solution.
RT: What is your favorite part of your job?
GS: Solving problems and saving the day.
RT: What do you look forward to in the future and why?
GS: Technology. It changes so fast, and always grows so much better. I am thrilled to see what happens next.
Learn more about TBI by visiting their Website or check out their Master Agent channel here on TMCnet.
Jessica Kostek is a channel editor for TMCnet, covering VoIP, CRM, call center and wireless technologies. To read more of Jessica’s articles, please visit her columnist page.
Edited by Jessica Kostek
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