In this episode, Josh Lupresto and Chris White discuss the concept of 'Other Centered Selling,' a transformative approach to sales that prioritizes the needs and interests of the customer over traditional self-centered sales tactics. Chris shares his journey from IT professional to sales engineer and author, emphasizing the importance of serving others in the sales process. The conversation explores practical applications of this mindset, the significance of resetting priorities before meetings, and the value of focusing on fundamentals in sales.

Inside the Win takes you behind the scenes as Telarus experts break down real customer challenges and reveal how strategic partnerships turn ambitious ideas into real-world success. In this episode, VP of Networking & Mobility Graeme Scott and Senior Engineer Brinton “Gundy” Gunderson explore a seemingly simple request for a massive 10-gig circuit that led to uncovering a rapidly growing startup with a thin DevOps-led IT team. What began as a bandwidth question evolved into a full architectural deep dive, connecting gaps between construction managers, IT stakeholders, and operational teams. The Telarus team uncovered critical needs around resiliency, network design, security, access control, and site-deployment timelines that fiber alone couldn’t support. By listening closely and educating the client through each phase, the team transformed a single-circuit inquiry into a million-dollar infrastructure opportunity with ongoing recurring revenue. This episode highlights how curiosity, collaboration, and solution mapping can unlock long-term strategic wins for partners and customers alike.

In this episode, Josh Lupresto and Billy Houghton discuss the evolving landscape of customer experience (CX) through the lens of artificial intelligence (AI). They explore the importance of continuous education, the journey of CX transformations, and the need for organizations to adapt to technological advancements. The conversation emphasizes the significance of understanding business processes, optimizing them for efficiency, and the role of advisors in guiding organizations through these changes. They also touch on the future of AI in enhancing customer experiences and the importance of building confidence in technology solutions.

This episode of Inside the Win features VP of Cybersecurity Sumara Riaz and Solutions Architect Trevor Burnside discussing a successful cybersecurity partnership with a life science company. The client, with fewer than 200 employees and a lean IT team, was seeking cybersecurity solutions as they prepared to go public after receiving funding. The tech adviser managed the relationship by focusing on business outcomes rather than technology details, positioning cybersecurity as a business enabler rather than just a cost center. The client ultimately selected their recommended vendor after establishing trust and confidence through technical expertise that matched the decision maker's background in managed services. The discussion highlights the importance of collaboration, bringing in specialized expertise when needed, and building trust in cybersecurity partnerships.

In this conversation, Hardy Myers discusses the evolution of AI agents, emphasizing their ability to interact in a human-like manner. He highlights the importance of empathy in these interactions and how it enhances the customer experience.

Key Takeaways:

• The difference between a bot and an AI agent is empathy.
• AI agents can understand human emotions and respond accordingly.
• Creating a relationship between AI and humans is crucial.
• The 'magic moment' is key in AI interactions.
• AI agents can reason like humans, enhancing communication.
• Empathy in AI leads to better customer service.
• Human-like interactions improve user experience.
• AI technology is evolving to be more relatable.
• Understanding context is vital for AI agents.
• The future of AI involves deeper emotional connections

In the video, Chad Muckenfuss and Mike Kowalski discuss a recent success in AI within the healthcare sector, emphasizing the need for businesses to strategize their AI approaches. They highlight the importance of building a solid data foundation, particularly in a field with strict compliance requirements. The project, which spans nine weeks and involves multiple phases, focuses on predictive analysis and data management, with significant financial backing from Azure. As the project begins, the team plans to track its progress and engage in follow-up discussions to ensure success.

We're revisiting a popular episode: Tech Stack Mastery Secrets to sell across Cloud, Connectivity, and Security. Our guest is long-time partner Steve Davis from NDS. Steve has an amazingly winding backstory as to how he got started in this space, and the theme is that he didn't take no for an answer! Steve, a prior Marine, leveraged what he learned there to start developing his passion for fitness into technology and ultimately found himself face-to-face with enterprise decision-makers. Not only has he done an incredible job crossing over the tech stack, but he's also a newly minted CISSP, so he shares with us that journey and how it's changed his conversations on security and technology more broadly. Don't miss this one!

In this episode of Inside the Win, Sam Nelson, the VP of CX, and Meagan Thai discuss the financial insights from a recent project with a dental equipment manufacturer. They highlight the company's challenges, particularly their need for a unified communication solution that includes video capabilities. The timeline from discovery to execution was notably swift, emphasizing the importance of establishing clear communication and understanding customer requirements. The conversation also touches on the use of AI tools to assist teams in gathering requirements effectively. The episode concludes with a promise for more insights in future episodes.

In this episode, Josh Lupresto speaks with Tony Lauro, Senior Director of Security Technology and Strategy at Akamai, about the critical issues surrounding cybersecurity, particularly focusing on shadow IT and complacency. They discuss Tony's journey into cybersecurity, the importance of understanding the basics, and the role of micro-segmentation in enhancing security. The conversation also covers Akamai's cloud solutions, the emerging field of AI security, and the need for organizations to remain vigilant against next-gen threats. The episode concludes with insights into Akamai's roadmap and future directions in cybersecurity.

In the video, Graeme Scott and Josh Haselhorst delve into a real-world case involving a global resort management company that needed to replace its firewalls. They discuss the importance of asking the right questions to uncover deeper issues, such as logistics and operations challenges, rather than just focusing on the immediate need for new firewalls. The conversation reveals that understanding the customer's true pain points can lead to unexpected sales opportunities and a more streamlined process. They emphasize the significance of flexibility in sales discussions and the necessity of collaboration with engineers for success. The session wraps up with a commitment to future discussions and continued learning.