What's Inside

1. AireSpring Wins 2019 Visionary Spotlight Award
2. AireSpring's Channel Team at HQ for "enairegize!" Sales Meeting
3. July Promo - Our Compass is Pointed in the Right Direction
4. Partner Training - AireSpring's Global SD-WAN & the Global Private Network
5. Visit AireSpring at These Events
6. Partner Spotlight - Joseph J. Galluzzi, Sr. Partner Development Manager, Telarus
7. Meet the AireSpring Team - Barry Friedman, Director of Product Management

Our Compass is Pointed in the Right Direction

Reach out to your AireSpring Channel Manager today or call us at 888.389.2899.

Due to the growing worldwide market for SD-WAN, AireSpring has launched a Global SD-WAN offering that allows clients to customize a solution based on their individual use case. Built on both over-the-top (OTT) and Global Private Network Solutions, AireSpring is changing the game when it comes to how global SD-WAN is delivered.

In this webinar you will:

• Learn the key factors and the importance of a Global Private Network, the challenges of global application delivery, the complexities involved and the advantages of AireSpring's flexible solutions.
• Determine the necessary components and pricing elements that make up a Global SD-WAN solution.
• Review deployment examples to learn how Global SD-WAN can improve application performance across the globe.
• Understand what to look for and what discovery questions will help you identify an opportunity.
• Discover the key differentiators and advantages of AireSpring's Global SD-WAN service, such as 15 global gateway locations connected by a fully managed and meshed Global Private Network (GPN).
• Learn how your customers can deliver encrypted traffic into China without being blocked by the Golden Shield Project.
• Hear how AireSpring's Global SD-WAN team can support and jointly engage with you to close deals with certainty.

AireSpring is a recognized leader in the SD-WAN space, and we can help you open up new sources of revenue. Learn how we are changing the game and delivering cloud hosted applications on a global scale!

Complete our brief survey at the end for a chance to win a $100 Amazon gift card!

Visit AireSpring at these Coming Events:

TCG LUNCH & LEARN
Marriott FTL
Ft. Lauderdale, FL 33309
July 18, 2019

COMPTIA CHANNELCON
Bellagio Hotel
Las Vegas, NV
August 5-7, 2019
REGISTER HERE

TELARUS PARTNER SUMMIT
Gaylord Rockies
Aurora, CO
August 7-10, 2019
REGISTER HERE

TELARUS TECHNICAL INNOVATION CONFERENCE
Boston/Newport, Rhode Island
August 29, 2019

MICROCORP ULTIMATE PARTNER TRAINING
Dallas, TX
August 20-23, 2019

FIVE STAR TELECOM
AGENT SUMMIT
Target Field
Minneapolis, TX
August 28, 2019

CHANNEL PARTNERS EVOLUTION
Walter E. Washington Convention Center
Washington, D.C.
September 9-12, 2019
REGISTER HERE for FREE PASS
Visit AireSpring Booth #534

Welcome to the latest edition in our series of profiles, shining the spotlight on AireSpring’s amazing partners. This month, we’re speaking with Joseph J. Galluzzi, Senior Partner Development Manager, Telarus.

Hello Joe, thank you for agreeing to speak with us. To begin, please tell us a little about yourself, your agency and your professional background.

I started working in telecom in 1993. At the time, the local phone company was  Southern New England Telephone out of New Haven, CT. They were one of the first phone companies to start an agency program from ground zero, contracting with six different agencies in Connecticut to start their program. And that's where I got my start. I was working for a small reseller called CTC Communications which was based in Waltham, MA. At that time, CTC was a reseller of Southern New England Telephone in Connecticut, New York Telephone and New England Telephone covering from Maine to New York City. I spent about 10 years there and I worked my way up from an account executive to branch manager, then regional manager, always managing sales teams on the direct side of the house for CTC. As time went by, CTC decided to break away from the agency model that the phone company had developed, to build their own fiber network from Maine to Virginia. I was fortunate to be a part of that growth spurt with CTC, building four offices in Connecticut. Then 9/11 happened in New York and soon after the telecom bubble burst, and CTC ended up filing for bankruptcy.

I moved on quickly and joined a small company called Partner Communications where I successfully built their channel program from the ground up. Three years went by and CTC emerged from bankruptcy and purchased Partner Communications, renaming the merged company One Communications. One Communications was, in turn, later sold to EarthLink. Looking back through all the mergers and acquisitions, I’ve actually spent almost 15 years with one company. When EarthLink decided to sell One Communications, I chose to throw my hat into the cable arena, joining Time Warner Cable where I spent five years. While at Time Warner I supported the Telarus account as a channel manager and got to know Adam [Adam Edwards, CEO] and Patrick [Patrick Oborn, VP of Partner Experience, co-founder]. Just last year in 2018, I had the opportunity to come on board with Telarus and build up the Northeast.

In transitioning to Telarus, I went from the single supplier side of telecom to a master agency carrying almost 200 suppliers. The biggest challenge in that transition has been the learning curve involved in getting to know all 200 suppliers and how they are differentiated, as well as getting to know our channel managers and all the important contacts around the Northeast.

Recently, Telarus has reorganized its field sales effort to be closer to partners on a day-to-day basis as we continue to build our team. The team structure is now consolidated into three regions, namely East, Central and West. My responsibilities are developing the mid-Atlantic states and building our partner base from southern New Jersey down to Washington, DC. I have spent the last year developing New England and the Northeast, so those channel managers are well on their way. It’s a great market with so much opportunity and I am finding multiple partners that are excited about joining Telarus.

What makes Telarus such a great master agency are the tools we provide to our agents, and the deep subject matter experts (SMEs) in each field where we have products to sell. We’ve hired specialists in areas like security, UCaaS and contact center (CCaaS), to serve as SMEs to help partners grow that business. We’ve also started an advanced services practice to encourage and train our partners in making the pivot from just selling circuits to selling technology solutions, thereby expanding their business and becoming more well-rounded. A large part of what we do is education and that’s a big component in all our events. We feature educational sessions as the main focus, followed by a fun event afterwards. 

What do you like about working with AireSpring?

I’ve been working with AireSpring for about a year. I really like the ease of doing business with the company, especially working with Tommy Rancel [Regional Channel Manager, Northeast]. Tommy is very responsive and accommodating when it comes to getting on calls with partners and helping to recruit and drive attendance for events. It’s the same with everyone in your organization, for example Ron McNab [SVP Channel Sales], who is very likeable and approachable, and Shane Speakman [VP Channel Strategy]. At every event Shane attends he comes over to shake my hand and ask how I’m doing.

AireSpring is truly like the “Amazon of telecom,” a one-stop-shop for all our partners and customers’ needs. A partner can come to AireSpring and actually get everything in one place, going to AireSpring for solutions in everything from UCaaS to SD-WAN and more. They can find solutions that will be customized to their clients' needs and rely on support from an extensive back-office team that is responsive and well-informed. Partners can tap into an advanced, integrated IP network and quote pricing in minutes online, with multiple carrier access. People also buy from Amazon because of their customer service and that's why partners recommend AireSpring. In the event of an issue, I can turn to the AireSpring Escalation List with contact information all the way up to the CEO.

What would you say is the secret to being a successful agent?

Successful agents are those who have been able to make the pivot into solution selling and learn about the newer technologies. They need to have a good understanding of their customers' businesses. Those who are still stuck in the 90s slinging circuits don't bring much value to customers, whereas those who have educated themselves and are now up to speed on tech can offer true value to customers, going in as consultants and helping to design solutions with multiple options. It's imperative that they do make that pivot. Otherwise, they are putting their business at risk. Successful agents get very involved, to the point where they know what the customer needs before even the customer knows. They see the trends coming and know how to position the customer for the future, laying the groundwork for them in the early stages.in the early stages.

IT VARs are continuing to enter the telecom space, and our channel partners have to compete with them. An IT VAR may not always be familiar with the recurring revenue model. They may be leaving money on the table without knowing it because they are unable to walk their customers through solutions. The educational resources that Telarus can provide its partners are very critical to their success. The competition for good agents is heating up and getting more competitive. The marketplace is ripe for those masters that can help customers navigate all the tech changes taking place, especially when it comes to cloud and security services. It's essential to be able to have conversations with your customers on those topics.

Agents also need to know how to scale their businesses from a human resources standpoint, how to grow through their employees, whether from a back office or sales standpoint. It's important to know where your business is going to help customers with theirs. They should be taking full advantage of the resources available to them through a master agent such as Telarus. No one can do it alone.

What is the "next big thing" you think agents should be aware of in 2019?

Cybersecurity is top of mind for everyone now, and it will affect the industry as a whole. Partners should be encouraging their customers to get a security assessment and partners should understand a customer’s security posture so they know if they have a good plan for their own business environment from a security standpoint. If your customer experiences a breach or ransomware attack and you never tried to advise them in this area, you could lose them as a customer to another consultant.

We have added an entire security section at Telarus so that we can help people get educated as quickly as possible. Customers need to engage suppliers for help and Telarus is positioned to have those conversations. We provide security solutions for sub-agents on a case-by-case basis. Our deep bench of security and engineering experts can help customers develop plans in conjunction with the suppliers in our portfolio. 

What are some of your hobbies and interests outside of telecom?

I love to exercise and work out, and to train other people. I teach a spin class at a local gym. One of my fellow instructors was diagnosed with breast cancer, and we organized a fundraiser for her. I get very involved with fundraising for different charities. I’ve also coached soccer and lacrosse my whole life, and I love working with kids.

I have three wonderful daughters. One just graduated from University of Connecticut last year, and two are in Boston attending Massachusetts School of Art & Design. I coached all of three of them in sports up until high school. Last year I remarried and am about to celebrate a one-year anniversary with my beautiful wife, Carolee.

Joe, thank you for taking time to talk with us today.

At AireSpring, we know that it is our dedication to customer service that sets us apart, and customer service begins with great employees. Here is your chance to get to know another key member of the AireSpring team. This month we are talking with Barry Friedman, Director of Product Management.

Hello Barry. To begin, please tell us about your professional background.

I first started working in the telecom industry for Satellite Business Systems (SBS), a subsidiary of IBM. As a national account manager, I was selling to other telecoms from Pennsylvania to Maine. After we were acquired by MCI, I became a communications systems analyst for national accounts, eventually moving into a role as product manager for high-speed digital data service. When some of my former colleagues from SBS started a company called TMC Communications, I joined them as a product manager and soon moved up to Director of Product Management with responsibility for the agent program.

Later, as the mergers and acquisitions pace heated up in the industry, I took the opportunity to join several small startups, until EarthLink recruited me to develop a business product line. I became their Director of Strategic Planning, which led to my starting up their product management team for both consumer and business lines. I soon focused solely on the business side and became the go-to guy for launching new products, as the Director of Emerging Technology and Value Added Services. We took over Sprint’s internet business, and became their Director of Voice Services until EarthLink shut down their Pasadena location after 18 months. My next move was to join Citrix as principal product manager for GotoMeeting, overseeing five product managers. I moved on from there to become Director of Product Management for ADP for their Innovation Lab. When AireSpring reached out to me about coming on board as Director of Product Management, I was excited to have an opportunity to work in cloud communications for such a forward-thinking company.

Tell us about your role at AireSpring.

My charge in joining AireSpring was to lead the product development team and accelerate the development process, while ensuring the highest quality product outcomes. In the past year I have implemented a core team approach, pulling in key members of every department for added feedback and broader perspective. When a new product is developed and launched, the core team establishes a set of goals and target dates, keeping Product Management informed all along the way. Product Management oversees the product development and together with the core team, gives the approval to launch. This method ensures that our partners and master agents are positioned to effectively sell, and we are ready to provision and support every new product.

I'm also charged with creating and overseeing the product roadmap for AireSpring. The Product Road Map I presented at the start of 2019 is still unfolding, with periodic adjustments and some exciting new products in the pipeline yet to be introduced in the remainder of the year. I’m further developing our process for surveys to keep refining our approach. It’s very helpful to get feedback from partners and gain a better understanding of their views. Products have to be easy to sell and support, and we continuously look for ways to improve. Modifying products and making changes is something we do on a regular basis. When I worked at Citrix, they sent me to Stanford to attend a Design Thinking class, where I got valuable insights into the need to understand the customer’s pain points and to empathize with them. I am applying the skills I developed in that class to my work with our channel partners here at AireSpring. My product testing philosophy is to try and ensure that products are as simple as possible to implement and use, even for those who are not technically adept.

What do you enjoy most about working with AireSpring?

I like the fact that my opinion is heard and I have access all the way up to the CEO, Avi Lonstein. It’s great to be in an environment where people listen. I’m not looking to always be right, but I’ve had good success in getting my ideas accepted. I also like the honest, direct feedback. It’s not personal, it just allows you to understand where you might have dropped the ball. There is a lot of open communication and access to the top decision-makers. It really is a kind of family environment, reinforced by things like a weekly internal newsletter from our CEO with news about company activities and staff team members. I especially like the willingness to add new products and stay up on new technologies.

What are some of your hobbies or interests outside of the office?

I have been involved as a soccer referee for 27 years and currently serve as a director of referee instruction for the American Youth Soccer Organization (AYSO) here in the San Fernando Valley. As a national referee I can serve at any AYSO nationwide. I’m also an advanced referee assessor, meaning I evaluate those trying to move up in their referee certifications. I’ve had a chance to referee at four college games and I’m also a high school referee for City of Los Angeles schools. Surprisingly, I never played soccer, but years ago when I was traveling extensively for business, my wife signed up our six-year-old son for soccer, and as team Mom, she signed me up to be a referee. It stuck and I have never stopped.

My other passion is riding my dirt bikes, ATVs and side-by-sides (top photo) out in the southwestern desert areas. Side-by-sides look much like a golf cart, but are faster  four-wheeled vehicles seating up to four people. I spend a lot of long weekends exploring, taking my 40-foot RV-aka Toy Hauler-out there along with the off-road vehicles.  My wife hates the desert, so I go with groups of fellow explorers who bring their dogs along for the adventure, while my wife goes to the beach with her sister. It works for us, as we’re celebrating 44 years of marriage in October! The images above were taken in the El Paso Mountains Wilderness area in the Mojave Desert of southern California, showing a bit of the amazing landscapes.

Barry, thank you for sharing your story with us!

AireSpring is an award-winning provider of Managed Connectivity and Cloud Communications solutions providing fully managed and connected end-to-end, next-generation solutions for multi-location enterprise customers, including:

• AireContact Cloud Contact Center
• AirePBX Cloud Phone System
• MPLS Mesh
• SD-WAN
• SIP Trunking
• Managed Connectivity
• Managed Failover
• Dedicated Internet Access
• Wholesale Long Distance

AireSpring's services are delivered over its revolutionary nationwide MPLS Mesh Network, providing customers a fully integrated, end-to-end solution from a single vendor.

sales@airespring.com | 888.389.2899 | www.airespring.com