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EVENTS
Telarus Partner Summit 2019
TELARUS PARTNER SUMMIT 2019
August 07-08, 2019
Telarus Partner Summit is the premier event for Telarus Partners. This event has one ultimate goal in mind: train and empower our partners to be the go-to technology expert their clients want them to be and grow their wallet share. Just minutes from the Denver International airport is a brand new Ga...

THOUGHT LEADERS

Q&A With Amy Bailey, VP Marketing, Telarus Inc.

May 07, 2019 / MEDIA 7
Amy Bailey, VP Marketing of Telarus Inc., leads communications strategy and manages events, creative and recruiting. Having worked in many aspects of the business, she is able to bring a comprehensive knowledge of the industry landscape to communications outreach in order to provide targeted and effective results. In this interesting Q&A, Amy throws more light into her role and the wonders communication and collaboration can do for teams and partnerships.

MEDIA 7: Where does your inspiration for trying out new things and teaching the same to others come from?
AMY BAILEY:
I think it comes from when I was a child and always appreciated learning new things. Ever since I was a kid, I enjoyed exploring how things worked and as a parent I love to teach my son how things work, he’s very mechanically inclined. I think I’ve just always had that inside of me, I was an education major in school because I liked the idea of teaching people new things and being part of new discovery.

MEDIA 7: Could you tell us about your experience with working for a master agent and what that entails?
AB:
Well as the VP of marketing my responsibility is the brand image that we put out there about Telarus. Being in a master agency is a unique position because we’re kind of a bridge between the suppliers and the partners and so we help to make sure that the partners are protected and given what they need. We make sure that the suppliers are getting the information after the partners and so we are in a unique position, to be able to compliment both sides of that very well. Working for a master agent is fun because there are a lot more people that I get to work with, than if I just worked for a supplier and was a little bit more siloed.

"Telarus Partner Summit is a 3-day event where we do large keynote speeches, individual one-on-one meeting with suppliers with about 25 different sessions."



MEDIA 7: Could you tell us a bit more about the tagline ‘Built for You’?
AB: 
Our tagline we came up with because we wanted people to really realize that we’ve put a lot of thought into the products and services that we offer. We did a lot of research with our partners and our suppliers to see what it is that they’re looking for from us. We did that same survey with our employees saying “what are you looking for from an employer?” and so ‘Built for You’ is really the ways that we have incorporated those suggestions into the different contingency groups.

MEDIA 7: You were talking about the upcoming Telarus Partner Summit. What are the approaches you have in place for training these partners? Do you have training modules set up for them?
AB:
 See we use lots of training, our events all have many components to them. So today we have a boot hit camp going on in a couple of different cities where we’ll bring in free different suppliers and one of our engineers. The engineer will give an overview of the technology that they’re discussing and then the suppliers will talk about where they fit, where their differentiators are, what niche they play in and so it’s a really great way for us to be able to educate the partners on contact centre or security or mobility things like that.

Telarus Partner Summit is a three-day long event where we’re doing large keynote speeches, we’re doing individual one-on-one meeting with suppliers, we’re doing about 25 different sessions that we’re offering, that people can choose to attend. So lots of different ways to get education at that event. We also have our Telarus innovation conferences which we have about thirty or so around the country. There’s one of those happening today in Denver and Friday in San Diego where we bring in the numbers of different suppliers we talk about emerging technologies, contact centre, security and IoT mobility.

We’re making sure that we’re educating our partners and making sure that they are introduced to the right suppliers to know.. who to go and talk about when they’re looking at those products in the marketplace.

MEDIA 7: You’ve spoken about contest for the employees to come up with the name Tradewinds Brokerage. Do you have more of these kinds of activities which involve creativity and innovation?
AB:
We did one just last month. We actually had a new product we just came out with called ‘AnticiPAY’ and we put it out to our staff and said, “Hey, we’re looking to name this product – it’s a commissions platform that we offer where we can do commissions advance for our partners”.

So now on their website when they log in to their back offices, they can actually click and see how much they would be eligible in terms of taking a loan out against their commission. So we did the same thing, we went to our employees and said, “Hey, we need a new name for this commissions program, what do you think?” and one of the employees came up with the name ‘AnticiPAY’, so just love to be able to bring that out to the employees and ask them what they’re thinking, they’re the ones that are many times on the frontlines with the partners and know what will resonate with them.

"Telarus innovation conferences are held around the US where suppliers gather and talk about emerging technologies, contact centre, security and IoT mobility."



MEDIA 7: What is your favorite part of working at Telarus?
AB:
 My favorite part is the people! I love the relationships I have built in the channel. This includes the Telarus employees, employees of suppliers, and partners. Working for a master agent gives me opportunities to socialize with a broader group of people than I would get working for a supplier.

MEDIA 7: What are the measures that you’ve put in place for people to connect with each other at Telarus?
AB:
 We use a lot of unified communications, we use the ring central platform for our phone systems and messaging platform so it’s really easy to rather than just pick up and call somebody. We do a lot of video calls so every morning my team gets on the phone, all of us together and there’s a video call. We use a methodology called Scrum for our daily action to do list and so we run two weeks sprint cycles.

The Scrum methodology came from the software world but we’ve incorporated that into our marketing world so that we’re constantly delivering on projects for our internal customers and we’re able to work together a lot more just because we’re all able to see each other face to face. My teams are all in the same location and cubicle where they’re able to collaborate really well together. Telarus provides us with a really fun, neat lunch room that has a stock of all kinds of snack so people are able to go in there and grab a coffee or hangout and just be able to collaborate in different meeting rooms and things like that.

MEDIA 7: Amy, what's your superpower?
AB:
 Wow that’s a good question. I would say that my superpower is managing lots of different projects and creating unique events so we’re not just doing cookie-cutter things, where we’re really trying to think outside the box every time and make each event special. My team will put around 120 events this year, so we definitely have to be able to replicate that, but still try to keep them special.

MEDIA 7: If I were to say to a bunch of people who know you, give me three adjectives that best describe you. What would I hear?
AB: 
Outgoing, loyal and fun, probably.

MEDIA 7: Telarus has been named the top master agent by members of the Telecom Association in each of the past three years, the first and only company in the carrier channel to accomplish this. What aspects of Telarus do you believe has helped to achieve this feat?
AB:
 I think this comes from the relationships we have formed. We are genuine people who want our partners to succeed. But we know this takes work and we have invested in the tools and services partners need to achieve success. If a partner is a hunter and doesn’t want to manage their base, we have an account management team who can do it for them. If a partner is looking for automation tools, the Telarus mobile app, allowing you instant access to fibre-lit buildings from all of the major cable companies, GeoQuote, Data Center locater, and quote generation help them be more efficient. Again, our tagline really represents what we are trying to achieve – a company 'Built for You'.

MEDIA 7: What marketing channels do you use and which ones do you see as the most promising given your target customers?
AB: 
Most of our marketing happens on LinkedIn. We find that partners and suppliers are already there and love getting news there. We post thought leadership, event invitations, and supplier announcements there. We use Facebook to show the more personal side of Telarus and Twitter for more news features. We also send partner newsletters and emails directly to partners. We have relationships with Telecom Association, iAgent, Channel Partners Online (Informa) and CRN. We send press releases and other announcements to these publications. We see LinkedIn as the most promising.

"We work closely with our suppliers to help them understand our message so they can evangelize it in the marketplace."



MEDIA 7: How does your role of crafting Telarus’s message to partners and suppliers help Telarus widen its reach globally to become a value-added distributor?
AB:
 At Telarus, we are here to support the lifestyle our partners are working toward. Our tagline is Built for You. To us, this means the tools, support, and services we offer are tailored for each partner to allow them to reach their full potential. We work closely with our suppliers to help them understand our message so they can evangelize it in the marketplace. Our company is also 'Built for You', our suppliers. We customize sponsorship opportunities with each supplier so they get the maximum benefit for their efforts. Finally, we are 'Built for You', our employees. Our goal is to help our employees to reach their maximum potential. We offer training and career advancement.

MEDIA 7: You have chosen to expand the brand Telarus with an entirely new brand name Tradewinds Brokerage in Australia and New Zealand (ANZ) region. What was the idea behind this? And how far do you think launching a new brand name helps a company to create awareness and builds its presence within a stipulated time?
AB:
 Honestly, the name Telarus was already taken in Australia – go figure! This sent us to the drawing board to come up with a new name. We opened the contest up to employees to submit a name. Brad Kunze, Telarus engineer, came up with the name and won a trip to Australia for the launch. The Tradewinds Brokerage name is perfect because it represents the prevailing pattern of surface winds. The ANZ market is totally untapped. We are charting a new course Down Under teaching them about the agent model.

MEDIA 7: How does Telarus’s ‘to-channel & through-channel’ marketing automation help its clients in marketing content to their customers?
AB:
 The to-channel marketing we send is to educate our partners about industry trends, events, and sales opportunities. The through-channel platform we use is Aprimo. We have created a series of emails and flyers they can brand to use, to promote their business. Many partners don’t have a professional marketing department, so offering this service is a huge help to them if it gives them professional collateral with just a few mouse clicks.

MEDIA 7: Prior to Telarus, you’ve worked in various aspects of businesses. How does your comprehensive industry knowledge help you in achieving effective and targeted results for Telarus?
AB: 
My various experience has helped broaden my perspective on what it’s like to be an agent. My first industry job was working for my father selling call accounting. While it’s not network services, we functioned like an agency – mom, dad, and I all working toward a desired lifestyle. My parents always talked about working on the business and in the business. There are times to sell, and times to work on marketing, billing, etc. to keep the business going. This allows me to put myself in the shoes of a partner to help design new programs and offerings. Providing partners the tools they need to be successful cultivates loyalty.

MEDIA 7: What is call accounting? Could you tell us more about that?
AB:
 Call accounting hooks up to a company’s phone system and reports on their calls, so the date, time, duration, the dialled digits or the incoming caller id and gives them an idea of who they’ve called, how long they’ve talked. In the past when long distance was very expensive people used it as a cost-cutting measure. Today a lot of people use it for compliance with regulations like a healthcare organization needs to have a recording of all the calls, the records of what they made and received.

MEDIA 7: As you know Amy GDPR will complete a year on May 25th, how are the GDPR laws being implemented at Telarus and what changes have you seen so far?
AB:
 Well we were using applications that handled our compliance for us like calls and contacts in Aprimo where we’re not keeping partners’ information or have their email address. We send them an email and if they ask us to stop, we stop, we’re able to purge the records because we’re using those platforms.

MEDIA 7: Do you see any negative impact of GDPR on social media marketing?
AB:
 No, we always want to be compliant and unintrusive. If regulations are being put into place so that people don’t feel like they’re being unfairly or unwanted solicitations.. we don’t want to be doing that.

MEDIA 7: What is your favourite marketing word?
AB: 
My favourite marketing word is 'Innovation’, I think.


About Telarus Inc.


'Built for You', Telarus is the largest privately-held technology services distributor (master agent) in the United States. Our dynamic agent-partner community sources data, voice, cloud, and managed services through our robust portfolio of 185 leading service providers. We are best known for our home-grown software pricing tools and mobile apps that are unique in the industry. To help our partners grow their businesses, we’ve assembled the best support organization in the industry, which includes cybersecurity, SD-WAN, Cloud, mobility, contact center, and ILEC specialty practices whose primary goal is to help our partners identify and design the right technology solutions for their customers. To learn more about the Telarus opportunity, please visit www.telarus.com, or follow us on Twitter @Telarus.

SPOTLIGHT

'Built for You', Telarus is the largest privately-held technology services distributor (master agent) in the United States. Our dynamic agent-partner community sources data, voice, cloud, and managed services through our robust portfolio of 185 leading service providers. We are best known for our ho...

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SPOTLIGHT

'Built for You', Telarus is the largest privately-held technology services distributor (master agent) in the United States. Our dynamic agent-partner community sources data, voice, cloud, and managed services through our robust portfolio of 185 leading service providers. We are best known for our ho...

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EVENTS

Telarus Partner Summit 2019
TELARUS PARTNER SUMMIT 2019
August 07-08, 2019
Telarus Partner Summit is the premier event for Telarus Partners. This event has one ultimate goal in mind: train and empower our partners to be the go-to technology expert their clients want them to be and grow their wallet share. Just minutes from the Denver International airport is a brand new Ga...