Thoughts From the Field: TBI is the Master Agent for Emerging Tech Sales

By now, you’ve no doubt read a dozen or more “predictions” pieces and have heard all the buzzwords from the industry about 5G, AI, edge compute, and more, but so what? As a business owner, new tech and buzzwords do little to help your bottom line. Understanding how these things are directly impacting your customers so you can continue to meet their needs while also growing your business is the type of information you’re probably after.

Knowing that you are equipped to manage your customers’ pain points with emerging tech solutions is what it takes to step into the next decade and succeed, and TBI continues to grow and push the envelope on what it means to be a value-added master agent, so we can help you achieve your goals.

As you know, buying decisions aren’t simply happening at the CIO/CTO-level anymore. Complex solutions require in-depth analysis from various levels and departments within a customer’s organization, and as a trusted technology advisor, you should be able to have these types of conversations with them. Knowing this, TBI has made a significant investment in creating an expanded technical resource team to provide our partners with this type of in-depth, specialized technical support.

Tech Gurus team

The Tech Guru team will help partners have strategic IT discussions centered around business outcomes with the C-suite while simultaneously being able to do a deep dive from a technical standpoint with the teams that are deploying the solutions. I’ve seen first-hand how this team can take a customer meeting to the next level with their experience and expertise. Their goal is simple: to provide the necessary resources to help partners create more demand and win more business effectively.

As the channel continues to grow and technology continues to evolve, having the best support to ensure implementation, migration and installation go smoothly is paramount for success and the bottom-line. TBI’s back-office support not only has the people (more than 70!) but our team of pre and post-sales specialists and project managers are thoroughly and continuously educated, and our processes have been fine-tuned to ensure that we’re providing the best experience possible to our partners.

After years in the field, I’m a firm believer in the value and importance of staying on top of marketplace trends and having a sound marketing strategy for your business that clearly outlines your core message and value proposition. TBI continues to invest significantly in a variety of tools, processes and resources to help our partners stay at the forefront of the industry—from tech resources and back-office support to training and marketing resources.


We believe so strongly in continuing education that we’ve created our own training portal, TBI University. This portal, which can be accessed 24/7/365 by anyone in our partners’ organizations, offers agnostic viewpoints, PDF documents, videos and glossaries that provide simplified messages that are focused on the business outcomes they create, pain points they help fix, and why one solution may be a better fit over another. TBI employees also go through TBI University trainings, so you can rest assure the content is both relevant and well-made.


My channel managers rely heavily on TBI’s marketing team for a variety of support for their partners—from branded presentations and sales slicks to marketing and social media strategy sessions. Our award-winning team is constantly identifying new and innovative ways to help our partners succeed. Our Partner Marketing Center (PMC), for example, is a tool that allows you to create customizable content and drip email campaigns that are technology and/or vendor specific; PMC also offers analytic reporting on how well a campaign did. And, since our tool is GDPR-compliant, no one but you can access your contacts, content or analytics—not even our marketing team.

TBI is not a master agency that is simply a clearinghouse for commissions and order processing—that’s just not who we are. We want to roll up our sleeves with you, figure out what your goals/objectives are, and implement strategies that enhance your strengths and shore up areas that need improvement.

I’m a strong believer that TBI has the best team of employees in the industry; each person that is part of the TBI family is entirely focused on helping our partners create more demand, increase margin, and generate more business, whether through technical resources, training, sales support or marketing. TBI has the people, processes and tools to help you grow your business.

We are not done yet, and frankly, never will be. More news will be coming out in the next few months on further investments and innovations we are making to enhance your experience as our partners.

If you haven’t used TBI, I challenge you to give me a call to further discuss how we can support you and take advantage of some of the resources mentioned.


As Senior Director of Sales for the Midwest, Marco leads a channel sales team in the central region to initiate and develop successful partnerships.  He assists in relationship building with strategic business development and alignment of TBI resources to expand partners' technology portfolios with a goal of increasing value to the end-user. Marco is also committed to keeping abreast of what's going on in the marketplace and ensuring it is always top-of-mind within his network. You can reach Marco at or connect with him on LinkedIn.