August 19, 2009
Master Agent TBI to Exhibit at ITEXPO West 2009
By Jessica Kostek, TMCnet Channel Editor
Chicago-based Telecom Brokerage Incorporated, or TBI, has been a premier Master Agent for telecom services such as Internet, data, local, long distance and managed services. TBI simplifies the telecom purchasing experience for its customers and empowers them with a truly un-bias consultative sales approach as well as award winning pre-sales and post-sales support.
The company recently announced that it has partnered with a Cincinnati-based national telecommunications management company offering the company’s full-featured TEM solution – “TrueVue.”
TBI’s President Geoffrey Shepstone (News - Alert) said that the company devoted a lot of time to finding the right company.
“After evaluating over a dozen companies, we decided to partner with Spectrum because of the advanced technologies and agent-friendly architecture of their TrueVue application,” Shepstone said.
This partnership allows TBI to offer advanced TEM solutions to master agents improving information access, enhancing operational workflows and providing tools and customized reports to manage telecom assets and all related expenses.
Troy McCracken (News - Alert), CEO of Spectrum, said he believes that companies like TBI are starting to field additional requests from customers.
Next month, TBI will be exhibiting at TMC’s ITEXPO West, September 1 to 3 at the Los Angeles Convention Center in Los Angeles. I had the opportunity to talk to Senior Vice President Ken Mercer about the event. Our exchange is as follows:
You will be exhibiting Sept. 1 to 3 at ITEXPO (News - Alert) West in Los Angeles. What will you show there? Describe the companies or people who should come to your exhibit.
We will be showing the ability to add Network Services to a VAR's order. This offers a complete solution for a VAR, and a way to create a new residual revenue stream. We would like to meet anyone wishing to offer carrier network services, and get paid commission for them.
Why should customers choose your company’s solutions? How do they justify the expense to management?
We are one of the nation's largest master agents. We have a proven track record quoting, contract and paying for services installed with carriers such as Qwest (News - Alert), Level 3, Paetec, and many others. There is no expense, only commissions. If a VAR's customer can save money on network services, often it can justify the purchase of Hardware.
What has the economic crisis taught you, and how has it changed your customers?
The economic crisis has created a lot more activity for quoting. I think a lot of companies are looking to save money any where they can. On the other side of it, sales cycles seem longer. I think customers are slower to decide on business decisions. For TBI, we are fortunate enough to have experienced record growth quarter over quarter.
How is this down economy affecting your decisions to reinvest in your company or market, if at all? Where will you invest?
TBI has been a debt free company for 18 years. We are constantly re-investing - hiring sales professionals, support positions, even HR and IT recently.
Which nation or region of the world will present the largest opportunity for your company in 2009/10?
TBI only sells to businesses in the US. We often provide network services internationally, but the HQ sites of the end user must be located in the US.
Is this your first time exhibiting at ITEXPO? If you’re a veteran of the show, tell us about your experiences.
This is TBI's second show. We had an excellent first show in Miami earlier this year. Meeting professionals that provide consulting and hardware expertise to their customers make for perfect partners for us. Everyone we met at the first show had the will and knowledge to use our services and get paid commissions for their leads.
What are your plans after ITEXPO West? Will you be attending ITEXPO East 2010 at the Miami Beach Convention Center, January 20-22, 2010?
TBI will be exhibiting at all of the ITEXPO shows for the foreseeable future. It is an excellent avenue for us to market in. We are thrilled to be working with TMC (News - Alert).
Follow ITEXPO on Twitter: twitter.com/itexpo
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