Next Level BizTech

Don't miss 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!

Jump in today as we go deeper down the military intelligence rabbit hole! Today we are joined by Chris Rose of Ariento. Ariento is a key security and compliance company within the Telarus Supplier Portfolio that focuses at a very deep level around government entities, CMMC, and besides just doing security and consulting, they also can attest for companies trying to get their CMMC Certification. Chris comes from a military background, and we unearth some of that on today's episode titled: The Art of Discovery Calls Stories from Military Negotiation. Chris gives us plenty of examples where he's seen customers struggle, but also turns those into examples and great probing questions to help keep the conversation moving along. Don't miss it as you'll hear some very unique experiences only Chris has with his very differentiated background!

Get ready for a different episode as we feature Telarus Solution Engineer and prior Military Trevor Burnside. Today, we dive into the episode titled The Art of Discovery Calls, Stories from Military Negotiation. Listen as Trevor unpacks lesson after lesson from his military training on rapport building and human intelligence and shares how it all translates to what we do in our daily work. We talk about Inception, techniques like fear up, fear down, and more. I think you'll find you may already do some of these, but listen as Trevor shines a unique light on how important getting the process just right really is.

Hang with us today as we wrap up our track titled Tech Stack Mastery Secrets to sell across Cloud, Connectivity, and Security. Today, 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!

Join today as we go further into mastering the tech stack and cross-selling into accounts with Umesh Lakshman, National VP of Technology Solutions at Lumen. If you know Umesh, you'll learn some things you might not know...You might know him as the head of Technology solutions at Lumen, but little did you know, you'll hear the story of how he was one of the top 3 dancers in the world. Umesh and I dive in where he unpacks the plethora of products under the Lumen umbrella in Advanced Networking, Cloud, and Security. From connectivity and DDoS to cloud and hyperscaler migrations, we unpack everything in between, including tons of OEMs you may not know were available to you via Lumen.

Don't miss this long-requested episode with Tim Basa, Telarus SVP of Sales, as we dive into Sales Mastery! Today's episode is titled Tech Stack Mastery: Secrets to Sell across Cloud, Connectivity, and Security. Tim has a storied past of door-to-door sales, cold calling, and building enterprise sales teams. He leverages so many anecdotes, stories, and lessons learned to help discuss some great strategies that have been helping advisors cross-sell into their accounts. He drops so many lessons you can apply; you're going to need to listen to this one a second time and take notes!

Join us today as we continue our Business Blueprints: Lessons from Channel Leaders. As we sit in the studio this week and have part 2/3 in Women's History Month, we have Maren Wanggaard, our National Partner Manager of Rapidscale. Maren breaks down her story, where she started, her mentors, the winding path, and lessons learned throughout the years, from mistakes and learning how to surround yourself with the right people. Don't miss this fantastic session; if you stay till the end, she might even turn the questions on me!

Join us today as we come back to Business Blueprints, Lessons from Leaders, as we do a special three-part series for Women's History Month and feature a few great leaders of the channel. As we chat with Jen, you'll hear about her winding path, her start in AppDev, and then a jump into marketing, and you may also be surprised to learn about her focus on martial arts. Jen shares tons of great stories and examples of mentors, lessons learned, and how she thinks about strategy and critical decisions. You won't want to miss this one, and you'll be sure to walk away with a few great ideas you can apply yourself!

Join us today as we have a long-time friend of the channel Ron Ireland, President of the Channel for Epic iO. Today's track is titled The Next Big Thing in Tech 5G, PCN, and Starlink Explained. Ron talks not only about how Epic has navigated the evolution of connectivity but also how they have had such key differentiators in their history in wireless. As you'll see, they've got some tried and true expertise when it comes to designing wireless and multi-location networks. Having the history they do, they've learned a thing or two about the pitfalls and, most importantly, how to avoid them. Listen as Ron talks about their specific key products and how each can be a wedge into a customer on its own!

Jump in today as we wrap up our track with Troy Phelps, CISO Advisor of TA Phelps. Today's track is Beyond IT: The Secret Sauce in managed Services for Cloud and Security. Troy has an exceptionally unique history and career path. We start out and learn that not only was Troy in the military, but he was actually a SPY early on! After that, Troy transitioned into the world of security and it's always been a passion of his. After the clandestine work, Troy shares some experiences being the CISO at Home Depot and more. Not only will you learn about his storied past, but he gives you so many pro tips with regard to how you approach a CISO and what they're going through. Don't miss a minute of it!