In case you missed it, industry-expert and Telarus technology advisor JP Panzica of Accelerate Partners join us as we wrap up this top track on negotiation and discovery calls! JP brings many years of experience to the discussion as we talk about Discovery calls from old to now and all the things that have changed. JP shares a ton of lessons, some seemingly basic, but frequently forgotten. We discuss the importance of things such as patience and empathy, and how you incorporate those into your customer engagements, but do it in a very meaningful way!

In this episode of Inside the Win, Graeme Scott from Telarus interviews Eric Solomon from Comcast about a successful teaming strategy that transformed competition into collaboration. The story follows a tech adviser who had been working with an airline carrier for eight years, building a $60,000 revenue base with Comcast services. When Comcast's direct team identified the same account as strategic, instead of competing, they chose to team up with the Telarus partner. Despite initial friction and trust issues, the collaboration proved highly successful, more than doubling the account size to $120,000-$130,000 within a year. The success was facilitated by the existing MSA (Master Service Agreement) that the tech adviser had already established, which streamlined the sales process. Eric emphasizes how Comcast has evolved from a competitive approach to embracing partnership, with dedicated partner sales managers overseeing these relationships. The discussion highlights the power of combining the tech adviser's customer relationships and industry expertise with Comcast's product knowledge and solution capabilities.

Is compliance a cost center, or a growth strategy? In this episode of Next Level BizTech, Josh Lupresto sits down with Telarus Security Solution Architect Trevor Burnside to explore why compliance should be viewed as a revenue driver, not just a regulatory burden. They break down how frameworks like SOC 2, HIPAA, PCI, ISO 27001, and CMMC can help businesses win opportunities, build trust, and reduce third-party risk. The conversation also covers GRC, audit readiness, AI risk, and how advisors can position cybersecurity as a true business enabler.

Brett Smith of Intellus shares his journey, insights on relentless execution, building trust, relationship selling, and long-term success in the tech sales industry.

Key topics

• Relentless execution habits
• Building trust quickly with clients
• Storytelling in sales to build rapport
• Leveraging resources and partnerships
• Long-term relationship mindset in sales

In this episode of 'Inside the Win,' Telarus solution architects Trevor Burnside and Jason Kaufman discuss a recent client engagement that demonstrates the power of strategic questioning and comprehensive solutions. The case study involves a manufacturing company with 50 employees who initially requested FedRAMP-compliant VDI infrastructure in Azure GovCloud but actually needed CMMC level 2 certification to retain a $23 million government contract renewal. Through strategic questioning, the team discovered that only 10 employees actually needed access to sensitive government data, allowing them to recommend a more targeted enclave solution rather than enterprise-wide compliance. The discussion highlights how asking 'why' can uncover broader business objectives and lead to better outcomes, transforming a point solution request into a comprehensive service that provides a faster path to certification within 90 days instead of the typical 12-18 month timeline.

Kevin Sheehan discusses the evolution of immersive technologies like VR and AI, their impact on customer experience, and how channel partners can leverage these innovations to stay ahead in the tech landscape.

This Inside the Win episode features Mac from 11:11 discussing a successful VMware cloud migration deal that highlights the opportunities available due to Broadcom's VMware changes. A traditional connectivity-focused technology advisor attended a webinar and simply asked his CIO peer group about VMware renewal challenges. One CIO facing a 400% price increase had never heard of VMware-based infrastructure as a service. The deal closed in just 45 days across two phone calls, resulting in $54,000 monthly revenue - $35k for infrastructure as a service and $20k for additional managed services including firewall, patch management, and data protection. The customer saved approximately $500,000 over three years compared to a DIY approach. The episode emphasizes how traditional TAs can successfully engage cloud opportunities by asking simple questions and leveraging expert partners, and concludes with Mac sharing a tool to help assess VMware environments for potential migrations.

Explore the evolving landscape of customer experience (CX) with AI automation, featuring insights from Telarus solution architect Brent Wilford. Learn how technology, curiosity, and strategic thinking can transform contact center success.

In this episode, Hugo Almeida, founder of Abitronix, shares his entrepreneurial journey, discussing the evolution of his business over 24 years, the impact of COVID-19, and the importance of adaptability in changing markets. He emphasizes the significance of listening, patience, and surrounding oneself with positive influences as key components of success. Hugo also highlights the importance of understanding technology trends and differentiators in the industry, and offers valuable advice for aspiring entrepreneurs.

In the latest edition of 'Inside the Win,' Sam Nelson and Meagan Thai discuss a lengthy and complex victory involving a regional bank in the Pacific Northwest. The case took nearly two years from initial contact to closure, with significant pivots along the way. The bank, which employs around 600 people, faced major challenges with its legacy PBX system, particularly in customer hold times and reporting visibility. Initially seeking a single vendor capable of everything, the bank shifted to a two-vendor strategy after a year. This change led Meagan and her team to carefully select specialized vendors, ultimately securing a solution that effectively met the bank's needs. They emphasized the importance of persistence, clear communication, and tailored integrations, resulting in a successful deployment and enhanced customer satisfaction. Meagan also differentiated between banks and credit unions, highlighting the complexities involved in bank environments. This episode reinforces the importance of engaging expert advice early in the client relationship for optimal outcomes.