This article was originally published on Channel Partners Online.
PRESS RELEASE — CHANNEL PARTNERS EVOLUTION — Leading Master Agent, TBI Inc. (Booth E73) has announced that national expansion, automation tools and investments in training and partner development have contributed to doubled revenues within the first half of the year. Continued reinvestment into the company will increase TBI’s market share and further position the distributor as the strongest in the country.
“During times of rapid growth, as we’re seeing in the channel, TBI renews its focus and improves on what we’re known for—pre and post sales management, expert consulting and operational support,” said Geoffrey Shepstone, TBI President. “Our mission is simple: enable our partners to sell more of the right products to their customers. Fundamentally, you have to add value or you become obsolete. We spent the last year deploying a foundation for success within sales, marketing and operations. We’re growing nationally, with intent, so our partners can continue with what they do best, selling, leaving back-office to us.”
TBI has seen a saturation of partners in key markets, nationwide looking for dedicated Master Agency support. TBI is answering the call by adding industry veterans within key cities coast-to-coast, having already hired 7 new channel managers this year and another 4 by year’s end. Furthermore, TBI is expanding their Sales Engineering team, providing vendor-agnostic resources to position the best solutions given the unique requirements of the partners’ customers.
In 2015, TBI launched a vendor-agnostic University and certification program and, in 2016, is significantly increasing its commitment to training. New programs added to the Training department and expansion of the University platform will better position partners to offer up solutions that solve their customers’ challenges. The company is focused on helping partners’ businesses evolve through in-person sales force training, solution-specific training and revamped go-to-market tools and marketing that speak directly to their customers.
In addition to national sales, engineering and training expansion, TBI has made several investments in automation and systems optimization. Recently, a 10-year agreement with MasterStream allows for faster quoting and tools to better manage orders, renewals and access location maps. Internally, TBI is building out key performance indicators to improve its 80-person operations and support team and better deliver on internal SLAs to its partners. Utilizing an enterprise-grade ERP and CRM allows the company to collect and employ business intelligence to enhance project management and customized reporting.
In tandem, TBI expanded vendor programs and furthered relationships reaching platinum or elite status with many best of breed vendors. Working at the executive level, vendors and TBI have built various go-to-market strategies, obtained a larger stable of resources to support selling partners and have created tools, systems and processes to capitalize and replicate historic successes.
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TBI is one of the nation’s leading third-party technology distributors. For more than 25 years TBI has been assisting IT consultants, VARs, MSPs, and more than 2,500 other industry professionals to source, advise and quote the right customer solutions.
TBI serves as our partners' advocate, ensuring the most competitive prices and trouble-free provisioning of cloud, internet, data, mobility, voice, and managed services from over 70 service providers. Through a variety of training programs, marketing support, and back-office tools, TBI empowers our partners to be the foremost authority and single source provider for all of their customers' technology needs. For more information visit www.tbicom.com.