Master Agent Telarus, a U.S.-based Trusted Technology Solutions Brokerage and sales agency that holds contracts with commercial network, cloud, and cybersecurity providers, has been busy integrating the TCG acquisition, announced at the ITEXPO #TECHSUPERSHOW in June 2022. At the time, Dan Foster, CRO of Telarus, said, “With our combined back-office staff of industry veterans, patented software tools, and sales engineers, we will continue to raise the bar of delivering white glove, personalized service that advisors have come to expect.”
We recently sat down with Richard Murray, CCO of Telarus and he shared that the integration process offered valuable lessons, and they felt it went nearly flawlessly. Although some partners experienced disruptions in relationships, Murray said they nailed commissions, with only two mistakes made and fixed in a day.
According to Murray, Telarus provides partners with resources that are incomparable in the field. He mentioned, “Even TCG relationships are saying this.” Telarus offers Customer Success teams, Product Management, Engineering, and Solutions Architects to support their partners.
Murray expressed confidence in Telarus’ future, saying, “We will continue to be a leader in what’s next” and “We have not lost a step through the integration.” He acknowledged that there were concerns when relationships changed, but the overall response has been positive, with partners believing that Telarus would help them grow their businesses.
The numbers don’t tell the whole story, but they do indicate momentum and direction and Telarus has experienced great growth in this regard. Murray said, “We take seriously the pockets of people that are not happy,” and emphasized that Telarus continues to grow.
Partners who came from an acquisition may feel a sense of loss, but Murray reassures them that there is still a sense of family. He exclaimed, “Your family just got bigger!” He believes that once people see the company’s care and commitment, any concerns will be alleviated.
Murray also acknowledged the challenges faced by top producers who may now find themselves at mid-level, but he emphasized the resources Telarus offers to help them grow their businesses further. He stated, “Bigger in and of itself is not better – we offer services and products due to scale. Bigger with care is better. Our culture is still about doing everything we can to enable partners.”
Telarus remains highly involved in the business and cares deeply for their partners. They also place great importance on face-to-face interactions and have hired educators and trainers to design programs that help partners learn and grow, regardless of their location.
Murray shared a recent experience with a partner who had been with Telarus for 15 years during a regional seminar. The partner said, “I am awake. You guys have helped me realize all the things that made me successful that stopped because I became complacent. This is the best day and a half I could have spent on my business.”
Telarus continues to view itself as an advanced solutions company, not just a network. Murray added, “We sell more cloud contact center and security than anybody. We are also #1 with Comcast, Spectrum, AT&T, and Cox.” Additional services like contact center and security are beneficial because they typically grow with hiring, and are more difficult to replace than UC solutions. This makes them “sticky” and valuable for both Telarus and its partners.
With this new integration, we just can’t wait to see the activity at the Telarus booth next year at the ITEXPO #TECHSUPERSHOW Feb 13-15, 2024, Fort Lauderdale, FL. Here is a look at their booth from this past February’s ITEXPO.
Aside from his role as CEO of TMC and chairman of ITEXPO, Rich Tehrani is CEO of RT Advisors and a Registered Representative with and offering securities through Four Points Capital Partners LLC (Four Points) (Member FINRA/SIPC). RT Advisors is not owned by Four Points.
RT-Advisors continues its mission of assisting tech companies in M&A and capital/debt raising, using our unique tech media background and relationships to aid companies to optimally position themselves. The above is not an endorsement or recommendation to buy/sell any security or sector mentioned. No companies mentioned above are current or past clients of RT Advisors.
