Charlie Lomond Honored with Telarus Partners' Choice Award

AireSpring is thrilled to congratulate Charles Lomond, AireSpring National Channel Director, for winning the Telarus Best National Channel Manager Award for the 6th year in a row! We are beyond proud to have one of the top Channel Managers in the industry on the AireSpring Team! Charles has been a member of our team for 17 years, and represents the kind of dedication and channel commitment that defines AireSpring's White Glove Service. 

Telarus Coin of Excellence Awarded to Tommy Rancel, Regional Channel Manager - Northeast

AireSpring's Accession suite of communications products and services has been renamed MaX UC. The solution's new name reflects the strength of its complete, dynamic Unified Communications features, including:

• MaX UC Mobile Client in AirePBX Enterprise, with the same dynamic features, allowing complete integration of your mobile device with your desk phone
• MaX UC Desktop with local call recording option
• MaX Meeting and Webinar, a complete, cloud-based conferencing and collaboration application, available as an add-on option with AirePBX Enterprise.    

Customers already using AireSpring's Accession communications solutions will be automatically updated to the new look and name, keeping the same familiar solution.

Equip Remote Employees for Long-Term Success with AireSpring's SD-WAN Work from Home Package

AireSpring's Work from Home Package Provides the Missing Link that Others Don't - SD-WAN!

AireSpring goes the extra mile with our Work from Home solution by bundling our AirePBX UCaaS cloud communications solution with our VMware SD-WAN by VeloCloud™  510 edge device to ensure remote employees connect, collaborate, and communicate successfully.

SD-WAN can optimize connectivity over residential broadband mitigating voice and video quality issues and slow application performance. Equip remote employees with the essential tools they need to better connect, collaborate, and communicate effectively and securely over residential broadband! Give them more control over the unpredictable Internet and keep your remote employees functioning at optimal levels.

Here's what's included: 

• VMware SD-WAN by VeloCloud Model 510 Edge Device

10Mbps Tunnel License included

• AirePBX UCaaS Enterprise Seat

Includes unlimited outbound calling & 500 Toll Free minutes

• AireFAX Internet Fax

Includes 500 pages

• MaX UC Desktop

Softphone for Mac or PC, supports presence, video calls, voicemail and more

• MaX UC Mobile

App for iOS and Android

• MaX Meeting Video Conferencing (based on Industry leading ZOOM platform)

With a 10-participant license 

All for only $90.00 per month on a 3-Year contract.

Find out more and take advantage of this special offer. Contact your AireSpring Channel Manager today.

In this training we'll cover the historical landscape of firewall security and how it has evolved to today's offering which blends advanced chipsets, cloud, network-based and on-premise systems to deliver end-to-end security which is critical to normal business operations. We'll also talk about best practice integrations with SD-WAN and how both can complement an enterprise's overall security goals.

Learn:

• Why Fortinet? Why Airespring? Differentiators that matter.
• AireSpring's Fortinet roadmap for 2020/2021
• What is SD-Branch & Universal CPE (uCPE)?
• Why 90% of firewalls cannot see 90% of the traffic passing through them leaving most customers vulnerable to today's threats.
• What is DPI-SSL/TLS and why is it missing from legacy firewalls?
• What is Fortinet's SOC4 chip & why it is revolutionary to SASE offerings now and in the future.
• Firewall Evasion Methods -why some firewalls fail when it comes to blocking malware.
• Paring Firewalls and SD-WAN.
• How to sell NGFWs into the existing digital security landscape.

Mike will provide the data that you need to make informed recommendations to your clients. 

What: What You Need to Know about Firewalls, SD-WAN, and Security 

Presenter: Mike Chase, AireSpring SVP Solutions Engineering

When: Thursday, September 24, 2020 | 1:00 - 2:00 PM PT

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

September Promotion

Work With an All Star Team That Will Go to Bat for You

The "AireSpring All Stars" are a Winning Team! Our hard-working lineup goes to bat for you, with Concierge Support that helps you win new clients and close more business ahead of the competition! Our expert Channel Managers specialize in AireSpring's brand of knowledgeable, dedicated White Glove Service. As we continue to grow the team, you and your customers benefit from their deep experience to craft some of the best deals with the fastest quotes in the industry. Bring home the channel's best SPIFFS on renewals, amazing commissions and more with AireSpring's managed services and award-winning products. Score big-now and in the future-with a grand slam of rewards, including: 

• 1X MRC on SD-WAN
• 1X MRC on Global SD-WAN
• 6X MRC on Voice/Cloud Services
• 1.5X MRC on Connectivity Services & MPLS
• $1600 Cash Bonus on Toll-Free Services
• $800 Cash Bonus on LD Services

Earn even more with ongoing extra bonuses on these deals: 

• 5% EXTRA Bonus Residual Commission on AireSpring Network & SIP LD underlying it all.

AireSpring provides everything you need to fulfill your service and support requirements, including:

• Project coordinators & managed services engineers assigned to each order
• Free consultation with solutions engineering team
• 24/7/365 NOC Network Monitoring
• 20-second response time to support calls
• Escalation list up to our CEO

Contact your Channel Manager for details.

Earn Certification in AireSpring's SD-WAN Solutions and

a $150.00 Amazon gift card for completing the Boot Camp!

• Attend a full day's training session via MaX UC Webinar on SD-WAN, the go-to technology for improving control, management, business agility, uptime, security and data encryption of Wide Area Networks. 
• Learn from our SVP Solutions Engineering and SD-WAN guru, Mike Chase, J.D., CCIE #7226, aka "Dr. Cloud."
• Leave with a better understanding of how AireSpring's solutions, like Platinum SD-WAN by VeloCloud™ now part of VMware, serve your customers' changing business needs.

Reviews from our recent Boot Camp:

"Mike Chase did an exceptional job presenting! Best training I've attended, by far, in my 12 years in this industry."

- Justin Duffy, SKS Communications

"Mike's insight and industry knowledge helped me to gain a different perspective on future opportunities for SD-WAN. Thank you!"

- Lori Norton, Telstrong

"Probably the best training webinar I've attended in my 25 years of telecom."

- Julie Gilbert, Digital Management Solutions

"Great training event with SD-WAN guru, Mike Chase. Mike is amazing and has so much knowledge."

- Paul Feather, Founder, IT Compliance Services by Compu-Netics, LLC

What: AireSpring Western Region Virtual SD-WAN Boot Camp

Presenter: Mike Chase, J.D. CCIE, SVP Solutions Engineering

When: Thursday, September 17, 2020

Boot Camp: 10:00 am to 2:30 pm (PT) 

Break: 12:30 pm to 1:00 pm (PT)

Space is limited! Deadline to Register varies by date of Boot Camp.

Reserve your spot and your Amazon gift card now!

Previous 2020 Boot Camp attendees not eligible.

All attendees must register in advance!

AireSpring's Western Region

Virtual SD-WAN Boot Camp

Sept. 17, 2020 | 10:00 am - 2:30 pm (PT)

REGISTER HERE

AireSpring Regional Events

Space is extremely limited!

Contact your Channel Manager for details and Registration:

Tom Lowe Shooting Center

Atlanta, GA

September 17, 2020

Jesse Michaels,

Regional Channel Manager

Wild Cat Golf Club

Houston, TX

October 7, 2020

Rod Nichols,

Regional Channel Manager

Family Shooting Center

Denver, CO

October 1, 2020

Justin Walsh,

Regional Channel Manager

Telarus Golf Tournament

Salt Lake City, UT

September 17, 2020

Telarus Golf Tournament

Foxwoods Casino

Foxwoods, CT

September 22, 2020

Telarus Golf Tournament

Arrowhead

Denver, CO

September 30, 2020

Telarus Golf Tournament

Echelon

Atlanta, GA

October 02, 2020

Telarus Golf Tournament

TPC Four Seasons

Dallas, TX

October 5, 2020

Telarus Golf Tournament

The Woodlands

Houston, TX

October 8, 2020

Telarus Golf Tournament

Monarch Beach

Orange County, CA

October 22, 2020

To begin, please tell us a little about yourself, your agency, and your professional background in Telecom.

I've been working at Armstrong Communication Systems (ACS), an MSP and Telecommunications company based in NYC, for over 15 years. I transitioned from a career  in the recording industry into telecom when I started at Armstrong. In my first years with ACS I was a technician, working mostly with on-premise Nortel and Avaya phone systems, and I enjoyed great opportunities to access training and certifications in Avaya networking and unified communications systems. I've since expanded my responsibilities dramatically as I moved through positions in project management and technical sales to my current role as COO.

We're a small organization, so everyone here gets very involved in the total operation at all levels. I still have the delight of troubleshooting technical issues on a regular basis. It allows me to keep all my skills fresh as an upper level technician, technical sales and project coordinator. We provide services to  SMBs and work with enterprise business telephone systems, such as Avaya, Nortel, and Cisco, as well as computer networks, selling fiber optic and fixed wireless DIA (internet), business telephone service and hosted VoIP phone services. Our business model is built around ensuring hands-on service for each customer, from install through servicing and maintaining phone systems, as well as network environments, servers and desktop PCs. All infrastructure cabling, including Cat 5/6 and Fiber Optics, is done in-house. We also sell and install high-end cell signal boosters.

What do you like about working with AireSpring?

Working with a large Managed Services Provider and CLEC like AireSpring has many advantages, including having a one-stop shop to go to for connectivity, SD-WAN, UCaaS and more. We've been extremely busy since the beginning of the COVID-19 pandemic, and having a partner who will open tickets with providers when circuits go down takes another task off my team's plate. Our Channel Manager, Tommy Rancel [Regional Channel Manager, Northeast] is a delight to work with, and comes back very quickly with the quotes we request. My main focus when selecting carrier services for a customer is always what's best for the customer, but it's great when that dovetails with a nice SPIFF, of course.

"Working with a large Managed Services Provider and CLEC like AireSpring has many advantages, including having a one-stop shop to go to for connectivity, SD-WAN, UCaaS and more...having a partner who will open tickets with providers when circuits go down takes another task off my team's plate."

"Our Channel Manager, Tommy Rancel [Regional Channel Manager, Northeast] is a delight to work with, and comes back very quickly with the quotes we request. My main focus when selecting carrier services for a customer is always what's best for the customer, but it's great when that dovetails with a nice SPIFF, of course."

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

Identifying customer needs, and understanding the solutions you offer at a deep level is really essential. That means keeping up with all the constant technology changes and innovations, taking advantage of the trainings offered by providers like AireSpring and others. Often, businesses without (and sometimes with) dedicated IT departments are unaware of infrastructure improvements that can increase productivity, save money, shore up security or all of the above, and it's our job to have that knowledge at our fingertips. The ability to identify weaknesses for a business and present clear solutions to a problem are key to convincing decision-makers to make a move and help you close a sale. All of this requires investing the time to build the kind of relationship that allows you to become a trusted advisor.

What is the "next big thing" you think agents should be aware of or get involved in for 2020 -2021?

It's been the "next big thing" for some years now, but at the risk of sounding repetitive, I would say SD-WAN. As more and more technologies and applications are being offered as a service or "aaS," redundant, resilient, and quality internet connections become essential. I'd assume anyone reading this knows the value of SD-WAN, and the ways it can improve the reliability of access to the essential cloud services. In the midst of a global pandemic with more and more employees working remotely, any business with on-premise infrastructure will also need their offices' connectivity to be as bullet-proof as a data center, and essential employees' home internet to be more resilient as well. I wouldn't be surprised to see work from home (WFH) users begin to add smaller SD-WAN appliances with 4G or other low MRC backups to their existing broadband internet. Affordable SD-WAN solutions, like those from AireSpring, can augment these setups as well. I like that AireSpring offers excellent pricing on the VMware SD-WAN by VeloCloud platform.

"I wouldn't be surprised to see work from home (WFH) users begin to add smaller SD-WAN appliances with 4G or other low MRC backups to their existing broadband internet...I like that AireSpring offers excellent pricing on the VMware SD-WAN by VeloCloud platform."

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

Mostly, I'm interested in woodworking and furniture-building. I custom-built most of the cabinetry, tables and even a large light fixture at my apartment in Brooklyn. I worked for a few summers in college for a master cabinet maker where I picked up a few things to augment my high school shop class knowledge. My wife is excellent at coming up with projects for me to complete. For example, with space being at a premium in the city, built-in bench seating in our dining nook with flip-top storage underneath was her idea. Despite all my sweating and grumbling while completing the task, I have to admit I enjoyed myself. Another hobby is video editing.

Although I graduated from the Newhouse School of Communications at Syracuse University, it wasn't for the "communications" field in which I am currently employed. My degree is in "Television, Radio and Film." These days, the videos I'm editing are of my children, although the way that technology has evolved, I think my 11 year-old's video editing skillset is already at the same level as mine!

Please tell us about your professional background and how long you've been in the Telecom industry.

I joined AireSpring after serving as a Channel Manager for Masergy. Masergy has a similar product portfolio, although at AireSpring we offer services to a broader subset of customers. I started in the Telecom industry in 1997 at Sprint, selling switched long distance to small businesses at 14 cents per minute. Terracom Network Services (TNS) was a customer and partner, and we were doing exciting things together, so I finally accepted a position there. When TNS was sold to a spinoff of Qualcomm, I went to work for our largest vendor, WorldCom, where I sold wholesale services on their emerging markets team. I learned numerous sales lessons during one of my first engagements. A prospect asked for a quote for a 1 Gbps Internet circuit. I assumed it was a pricing exercise, and special pricing came back at $250k MRR, which seemed way too expensive. I sent the pricing to the prospect and didn't follow up. He reached out to me a few days later and sold me on the value of our UUNET network over our competitors' networks. After some negotiating, he ordered three. The lesson was that you have to focus on the customer's point of view, never make assumptions, and always sell on value.

After the WorldCom debacle I went to work for a customer, AuBeta Networks, initially in San Diego, but I had built up so much business in Texas that I moved to Houston. A few years later I joined XO Communications as a hybrid channel manager/direct sales rep, where I enjoyed success and a great team for seven years. I was finally wooed away by Comcast Business. Comcast takes great care of their employees, but when it came to customer issues, I felt helpless. A long-time friend was building a channel program at Alpheus Communications and asked me to assist. He and I both became their top producers across all sales channels, contributing to the company's tremendous growth. As a result of that growth, they were bought by a private equity firm. Masergy was aware of the acquisition and recruited me at that time.  

Tell us about your role at AireSpring.

As the Regional Channel Manager for Houston, South Texas and Louisiana, I am working to further introduce channel partners to AireSpring, letting them know about our vast capabilities and our stellar reputation. In the past, I have felt limited to certain niche products and customer segments, so I am excited about the breadth and depth of AireSpring's solutions. They allow me to engage with more partners on a wider set of opportunities. I believe that if we take care of our partners and customers and do what is in their best interest, they will in turn take care of us. It's not just about selling, it's about valuable conversations, making recommendations when we are not a good fit, and working enthusiastically when we are.

What do you enjoy most about working at AireSpring? 

Channel partners speak highly of AireSpring, and the solid reputation of integrity, reliability and dependability. I find AireSpring's stability very attractive, especially in an industry like ours that is subject to frequent mergers, acquisitions and other shocks to the market. I enjoy using my experience to help partners solve customer problems. We have the right solutions combined with the right team that is willing to provide a high touch, premier customer experience. Our AireSpring team does an excellent job of exceeding customer and partner expectations.

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

I started sailing before I could ride a bike and I am passionate about racing sailboats. Sailing is full of great lessons that apply in competing for sales. You win a regatta not just by winning each of the individual races, but by being consistent, strategic, and accruing points. I race on various boats with a group of friends here locally as well as on the East and West coasts. The races include beer can races, weekend regattas, overnight coastal races and occasionally longer offshore races. Among the more memorable races have been the Bermuda Race (Newport, RI to Bermuda) and the Transpacific Yacht Race (Long Beach to Hawaii). A lot of boats fly a battle flag that might feature the name of their boat or another symbol. Our battle flag is an obnoxiously oversized Texas flag that we fly sailing to and from the racecourse (not during the race, as it would slow us down). When we keep it flying while at the dock, it attracts a lot of visitors who can see it far and wide. They come by our boat to express their support and say hi, especially when we're in a distant location, like Bermuda or Hawaii. 

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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:

• AirePBX UCaaS
• MPLS Mesh
• SD-WAN
• Global Managed SD-WAN
• SIP Trunking
• Managed Firewall
• Dedicated Internet Access
• Analog/PRI/POTS
• 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