Webinar:

Play " Who Wants to be a MillionAIRE and Win!"

Presenters:

Joe Brondon, VP Channel Sales, AireSpring; Mike Sullivan, VP Channel Sales, AireSpring & Mark Geiselmayr, VP Channel Sales, AireSpring

When: Thursday, Dec 19, 2024

Time: 2:00 PM to 3:00 PM (ET)

Please complete the survey after the webinar for a chance to win a

$100 Amazon gift card.

ITW Asia

December 4-5, 2024

Shangri-La Singapore, Singapore

REGISTER HERE

AireSpring Partner Webinar:

Who Wants to be a MillionAIRE?

Thursday, December 19, 2024

2:00 PM - 3:00 PM (ET)

REGISTER HERE

AireSpring SD-X Primer Bootcamp

Thursday, January 16, 2025

2:00 PM - 3:30 PM (ET)

REGISTER HERE

Pacific Telecommunications Council

January 19-22, 2025

Honolulu, HI

REGISTER HERE

Capacity Middle East

February 4-6, 2025

Dubai, UAE

REGISTER HERE

Webinar: AireSpring SD-X Primer Boot Camp

Who Should Attend: Technology Advisors & Their Customers

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

Date: Thursday, January 16, 2025

Time: 2:00 PM to 3:30 PM Eastern Time (ET)

Join us for an in-depth overview of SD-WAN and SASE technologies, led by AireSpring’s SVP of Solutions Engineering, Mike Chase. Whether you’re an end-user customer looking to strengthen your network infrastructure or a technology adviser guiding clients on connectivity solutions, this session is designed to give you a comprehensive understanding of these technologies.

To begin, please tell us a little about yourself, your career in

telecom/technology, and your agency.

My career started in the early 90s. I was hired in my junior year of college by Motorola Cellular, which was incredible. In all, I spent 10 years in mobility. At some point, a co-worker recommended me to a telecom company and my career shifted to telecom.

Along the way, I worked for several very inspiring leaders. Each one taught me something that I would need later in my career. Ultimately, they prepared me for the climb up the corporate ladder. In my career, I’ve worked in direct sales, channel sales, owned an agency, had multiple leadership roles, and now run Technology Source as Chief Revenue Officer, so I’ve seen all facets of the industry—which I think gives me a unique perspective.

When I joined Technology Source, I saw the need to differentiate who we are and what we do. While Technology Source is technically a master agent, we prefer to take an advisory role with our partners. We like to work with them to add value via our support, understand and align with their business goals, help them drive new business with our prospecting program and even provide sales and technical support as needed.

In our efforts to differentiate from our competitors, we looked for unique services as part of our Blue Ocean Go-To-Market Strategy. As the door opener for our partner community, it was critical that our Blue Ocean services were low-risk, offered a high-value, were unique, and offered an outstanding implementation experience.

"AireSpring’s implementation is amongst the very best in the industry, while its differentiators help us add value."

AireSpring’s implementation is amongst the very best in the industry, while its differentiators help us add value. For us, AireSpring’s key differentiators include a global footprint, and its AIreCONTROL IT Service Management platform. AireSpring allows our partners to sell value instead of just price. As a result, it’s very rare for our partners to have to discount the service cost to win the business.

What would you say is the secret to being a successful technology advisor in today’s marketplace?

You see a lot of the same old solutions out there. Without differentiation, you have to sell on price. With our go-to-market strategy being centered around highly differentiated services, our partners are viewed as a valuable resource by their prospects and clients.

"Demonstrating to prospects that our partners can add significant value, with creative solutions, is the first step to positioning our partners as the client’s trusted advisor."

Demonstrating to prospects that our partners can add significant value, with creative solutions, is the first step to positioning our partners as the client’s trusted advisor—critical to the growth of their business. For us, AireSpring is key to the execution of our strategy.

What do you foresee happening in the channel in 2025 (or what is the “next big thing” or “things” you think people should be aware of or get involved in, etc.)?

Today, we see a lot of hype around AI, but cybersecurity is where the sales revenue is right now. When it comes to finding cybersecurity solutions, we found that AireSpring’s “Expert” level partnership status with Fortinet was key. With cybersecurity, finding the right solution is critical in such a high-risk environment. Two in three small to mid-sized organizations will go out of business following a cyberattack. With that level of risk, our partner’s clients are buying brand names. Fortinet has the high-profile brand our partners need and AireSpring makes it possible for an experienced partner to sell cybersecurity due to its outstanding technical support.

As far as AI is concerned, we all have to remember that applications and solutions are what clients buy. Educating yourself today on tomorrow’s technology is critical to staying relevant to prospects and clients. We are at the forefront of selling AI services now as they represent the high differentiation we are looking for.

"Cybersecurity is where the sales revenue is right now. When it comes to finding cybersecurity solutions, we found that AireSpring’s “Expert” level partnership status with Fortinet was key."

What are some of your interests outside of telecom?

In the early 2000s, I raced mountain bikes. These days, I continue to bike and work out so I can continue to fit into my clothes. It’s not easy to pack everything into a single day, but AireSpring is a key component in working smart versus working hard and helps me make the time to stay fit.

Tell us briefly about your professional background and your career prior to joining AireSpring.

I have over 20 years of experience in telecom/IT with a background in technology sales and the channel. I got my start in the industry specializing in sales at Network Telephone Services. Prior to that, I developed my experience in the channel as Senior Channel Manager at Windstream. I’ve also worked at organizations other than large telecom agencies—I founded and led EtherTel Networks, which was acquired by Technology Source in 2015. After it was sold, I served as VP of Sales for five years. Before coming to AireSpring, I developed sales strategies as Indirect Channel Manager at GTT in Nashville.

Tell us a bit about your role at AireSpring and how you support our partners.

As Regional Channel Manager for Tennessee and Arkansas, I focus my efforts on creating and maintaining sales relationships with technology advisors throughout the region who can bring AireSpring's solution stack to their customers. Many of these partners sell anything from bandwidth to full SASE solutions, and it is my job to educate partners on where AireSpring can provide the most value. Our product line is frequently expanding, so there’s always something new to discuss with them. Staying in contact with partners and their customers and ensuring that the entire process goes smoothly, including engagements with solutions engineering, is an important part of what I do. I also work with our teams within AireSpring to help develop the right solution for partners and their customers, and that includes full support.

What do you like about working at AireSpring?

The fact that AireSpring is family owned is important to me. The company is stable, and the leadership team is involved in the daily decision-making. We also treat each other like family here at AireSpring, and I really appreciate that. AireSpring’s reputation as a solid implementation and support resource is a big reason why I wanted to join the company. AireSpring competes well on everything from aggregation to complete network management. We have a real commitment to innovation, competitive solutions, and unparalleled customer support here, and I am eager to maximize these assets to help our partners and their customers get the solutions they need.

Tell us about your hobbies/activities outside of work.

I'm a huge sports fan, and I love the outdoors. I like to golf, go fishing, watch Braves baseball or Tennessee Volunteers football games, or just hang with my family. I love to mentor and coach and volunteer through our church as well. I'm also a cat guy.

• Access the Escalation List up to our CEO.
• See our Channel Manager Territory map to view all channel team information.
• View our Solutions Engineer Team map to set up meeting with our solutions engineers.
• AireSpring Advantage Support Guide
• AgentSTAR.net, our 24/7/365 partner portal, has great automation tools and a wealth of information.

• Get access to QuoteSpring, our 24/7 real-time quoting app. Get data on virtually every available option, at every available speed, at every address in the USA. Fiber, Broadband, Ethernet, Satellite, Wireless 4G/5G and even Fixed Wireless.
• With DAX, our sophisticated, 24x7, real-time order tracking and status program, you don’t have to wade through your inbox looking for important emails, as that information is all tracked in DAX along with FOC dates, circuit info, order status, emails, and contact information for managed services engineers and project coordinators.

  Additionally, AgentSTAR also has:

• Educational videos on products and services
• Recorded Webinar Trainings
• Proposals, Battle Cards, Datasheets, Brochures, Service Installation & User Guides

888.389.2899 | www.airespring.com