TBI recently held its quarterly all company meeting where executives and other department heads recapped our successes from last year and plans for 2018. It’s remarkable how far our organization has come in the last 12 months.
HR reports that we had 67 new hires, we’re over 190 employees with plans to expand our location and headcount in the first half of this year. We continue impressive YoY growth despite being in a hiring and reinvestment period. Already in 2018, we’ve hired 13 new people, with 3 new impressive industry veterans added to our executive team. We’re seeing lots of qualified and technical candidates come through our doors, which continues to be a testament to what we’ve collectively built with our people and culture.
The BI we track is staggering. Aside from our sheer size, the production level is far above our competition. And we launched our custom-built project management system to further improve post-sales and decrease installation timeframes by 30%. The usage and integration of our CRM and ERP system with NetSuite was captured in a blog and case study by Oracle. Our back-office works with vendors to obtain turnaround timeframes and establish mutually agreed upon SLAs that we proactively work to hold them and ourselves accountable.
We’ve leveraged our impressive back-office and Omni Center success to launch the partner referral program. One of the most successful new program deployments in recent history, the referral program allows traditional agents to still make commissions by sending over more transactional opportunities for us to handle, from start to finish, while they focus on larger-scale opportunities. The program also allows for a crawl, walk, run approach to telecom and cloud sales with “new” channel agents seeking a variety of things from portfolio expansion, end-to-end selling strategy and execution to re-up customer engagement, technical resources and training.
At the All Company meeting, our President, Geoff Shepstone reiterated the enormous opportunity in front of us. The indirect channel makes up only around 14% market share and the makeup of agents right now will look vastly different in 5 years. How are we adapting? TBI has been working with executive teams across the board, at telcos, cable cos, software and hardware companies to improve the channel for all. We were selected to rollout the AT&T Pilot which provides partners the opportunity for residual commission, simplified deal registration, dedicated project managers and more in-market technical resources. Not to mention the program allows partners to sell new AT&T services into mid-market customers and better opportunities for teaming. We continue to hold similar conversations and program building with CenturyLink and Verizon. Stay tuned for some exciting announcements in 2018! Additionally, we're working with providers like Navisite, Rackspace, Evolve IP and UCaaS folks like 8x8 to uncover and deliver more tactical sales enablement tools around their customers’ digital transformations.
As if all that weren’t enough, we launched TBI On Demand. A TBI app to streamline, quoting and deal registration, serviceability, commissions tracking and disputes plus marketing resources, access to the events calendar, training and a news feed of our latest activity. And to top it all off, the cherry on the top was being recognized by the Chicago Tribune as one of the top workplaces in Chicago and by Glassdoor, twice.
Our success hinges entirely upon our partners success. Our partner community is amazing. Their continued investment into their companies and education inspires us to do the same. Geoff Shepstone continues to make commitments to improve our operations, service level and ease of commerce through innovation. We’ve switched to a regional model for more in-market support. We’ve added to our technical sales and engineering team. Our partners aren’t slowing down which means we have to work twice as fast. We’re always up for the challenge and want to remain the safest place to send your business. Our promise is that you are never treated as just a number, you will receive timely, responsive and proactive communications, you will have transparency and access to all your orders and commissions, you will be given new educational materials, training and marketing tools to further prospect, outreach and enable sales. You have access to sales engineers, always. You have access to the executives and our management team, always. You have our support, always.
Continue to let us know what you need and we will continue to provide it. Thank you for a great 2017. Here’s to another year of success and partnership.
About the Author
As Director of Marketing at TBI, Cohen is responsible for managing TBI’s marketing communications and implementing multi-channel branding and press strategies. In addition to driving TBI’s overall marketing strategy, Cohen directs both internal and external communications to ensure the delivery of valued products and programs to providers and partners alike. You can contact Corey at firstname.lastname@example.org or connect with her on LinkedIn.