What's Inside

  1. Company News: AireSpring Holds Industry Roundtable
  2. Product News: International Connectivity
  3. June Partner Training: International Connectivity
  4. AireSpring Virtual Security Boot Camp
  5. June Promo: Q2 Promo Win a Trip to Paradise
  6. Coming Events 2022
  7. Partner Profile: Paul Miller, Founder & Managing Partner, Integritas Group
  8. Meet the AireSpring Team: Khabir El-Shaied, Tier 1 Technical/Software Support

On May 17, 2022, AireSpring held an industry roundtable discussion on the “state of the channel” with executives from some of the industry’s leading Technology Solutions Brokers (TSBs). They discussed changes that have occurred in the last two years within their organizations and the channel, and the effect they will have on the indirect business model.

The panel, moderated by Josh Anderson, CEO, Acuity Technologies, included: Renee Bergeron, Senior VP and General Manager, AppSmart, Drew Lydecker, President & Co-Founder, AVANT, Justin Marano, Chief Revenue Officer, Sandler Partners and Adam Edwards, CEO, Telarus, who took an in-depth look at the future of the technology solutions brokerage space and the growth of the channel as well as the positive effects that private equity has had on the industry. They also discussed in-demand technologies, growing complexities in the marketplace, and changing relationships with customers

“Private equity investors are professionals at aligning with the business and their goals and helping lift it up, and we’ve found it to be a great experience. These are really qualified investors and to have them as a partner has been a big boost to us and what we’ve been able to offer. At the end of the day, we’re trying to enable partners and build their businesses. When you have scale, which private equity has been good at creating, you can provide value,” stated

Adam Edwards, CEO, Telarus.

“The trusted advisor is getting a bigger seat at the table than they’ve ever had in history, because they’re the only ones who can navigate this incredibly explosive market of change and choice. ‘As a service’ is now the number one priority for every IT staff, and only the trusted advisor has the capabilities to sort through the confusion and disruption for every company on the planet,” stated Drew Lydecker, President & Co-Founder, Avant.

“The advisors we see growing tremendously are the ones who are spending time understanding their customer’s goals and understanding their business problems through their technology. It is possible even if you’re a small advisor to help companies work across multiple technologies because you’re working with partners like Avant, Telarus, Sandler, and AppSmart who can bring those capabilities,” stated Renee Bergeron, Senior VP and General Manager, AppSmart.

“We’ve all invested in technology to empower our partners to be as independent and self-sufficient as they can be, but at its core this is a relationship business, and there will always be resources in place to help partners who need a little extra handholding. So many newer partners entering our ecosystems means we need to help them with a transition from where they are to where they could be,” stated Justin Marano, Chief Revenue Officer,

Sandler Partners.

If you missed this webinar, the replay link is available on AireSpring’s YouTube Channel: https://youtu.be/D9wCybaTouc

AireSpring is happy to announce that it has invested in its international presence by expanding its global internet offering and creating new direct partnerships with local and regional international access providers. AireSpring now has the ability to service over 190 countries around the globe with direct carrier relationships.

As a result of this expansion, AireSpring now offers:

  • Last Mile Internet Connectivity
  • International Circuit Procurement, Provisioning, and Monitoring
  • Premium Internet Access In/Out of China (PIAC)

As this is a fully managed service, you and your clients will be able to experience the same AireSpring Advantage that we are renowned for in the US:

  • Same Competitive Pricing
  • Same White glove Service and Support
  • 24/7 Global NOC Support
  • Evergreen commissions and Spiffs on Renewals
  • One Bill. One Point of Contact.

The Channel has partnered with AireSpring for over 21 years for domestic connectivity, UCaaS, and now Managed Global SD-WAN and Security. With the growing number of US based companies adding global supply chain partners, trusted advisors now have the opportunity to help their clients’ cut costs, improve network agility and application performance, and cloud connectivity in every branch office.

AireSpring provides international internet connectivity and a Global Private Network on 6 Continents. Find out how AireSpring simplifies global connectivity with our single source solution services:

  • Last Mile Internet Connectivity
  • International Circuit Procurement, Provisioning, and Monitoring
  • Global Private Network (GPN)
  • Global Managed SD-WAN
  • 23 Global SD-WAN Gateways
  • Servicing over 190 Countries around the globe with direct relationships
  • Premium Internet Access In/Out of China (PIAC)

You’ll experience the same Airespring Advantage that we are renowned for in the USA:

Join AireSpring’s SVP Global Connectivity, Joseph Goodyer, and Director of Global SD-WAN, Dave Pierce to learn more about our International Connectivity and Global SD-WAN services and how you can reduce costs for your customers.

  • Same Competitive Pricing
  • Same White glove Service and Support
  • 24/7 Global NOC Support
  • Evergreen commissions and Spiffs on Renewals
  • One Bill. One Point of Contact.

What: Reduce Costs with AireSpring’s International Connectivity and Global Private Network

When: Thursday, June 16, 2022 11:00 AM – 12:00 PM Pacific Time (PT)

Presenters: Joseph Goodyer, SVP Global Connectivity, AireSpring

Dave Pierce, Director of Global SD-WAN
Register Here

Join AireSpring for an overview of IT Security. Get AireSpring Security Certified and earn a $50 Amazon Gift Card* in the process.

  • Hear about the $1 trillion threat landscape.
  • Understand legacy security terms and functionalities, cybersecurity history, and the origin of firewalls.
  • Delve into SIP and wireless security.
  • Illustrate how to develop a security mindset and adapt that to new technologies.
  • Learn about Secure Access Service Edge or SASE -- the convergence of the WAN edge and network security.

Most importantly, we will show you how to put a secure infrastructure into action by leveraging AireSpring's managed security solutions that give you visibility, encryption, cloud scale and private transport to deal with a borderless, ever-changing network environment where secure, affordable communication is king!

Anything that is not secure, is not truly usable.

What: Virtual Cybersecurity Boot Camp

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

Date: June 23, 2022

Time: 10:00 am to 2:30 pm (CT)

Please note that this boot camp is only open to channel partners.

Suppliers are not eligible to attend.

(Channel Partners who attend boot camps in 2022 are eligible for 1 gift card per boot camp per year only).

Q2 Incentive Promo: Win a Trip to Paradise

Our Q2 promo will end on June 30th, so bring your business to AireSpring for more chances to win a trip to paradise. Let AireSpring send you to Cancun! In addition to our usual spiffs and commissions, AireSpring will be awarding a trip to the luxurious, all-inclusive Atelier Resort in Playa Mujeres in Cancun, Mexico (or the cash equivalent) to one lucky partner. Every $100 of MRC revenue you bring in equals one entry into the drawing to win. Let AireSpring pamper you, and a guest, in style as you enjoy Cancun’s natural beauty and Atielier Resort’s one-of-a-kind amenities. This is the last month that AireSpring will be offering the promotion, so hurry and get your entries in!

As always, AireSpring’s Channel Managers are committed to providing you with Concierge services so you can easily deliver the best products to your customers and gain a competitive edge. AireSpring has always been 100% channel-focused and has everything you need to provide the best customer service to your clients.

Our channel partners benefit from some of the best evergreen commissions and bonuses in the industry. In fact, AireSpring is the only supplier to offer SPIFFs on Renewals along with other rewards, including:

  • 1x MRC on SD-WAN and Global SD-WAN Services
  • 1.5x MRC on Connectivity Services & MPLS
  • 6X MRC on Voice/Cloud Services
  • $1,600 Cash Bonus on Toll-Free Services
  • $800 Cash Bonus on Long-Distance Services
  • Earn even more with ongoing extra bonuses on other deals: like 5% EXTRA Bonus Residual Commission on AireSpring Network & SIP LD (wholesale accounts do not qualify).

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

  • Dedicated 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

Make all your vacation dreams comes true this quarter with new business and a chance to win a trip! Contact your AireSpring Channel Manager for details.

TBI East Event - NY Yankees Game

Bronx, NY

June 2, 2022

Telarus Cloud Academy

Sacramento, CA

June 13, 2022


AireSpring Partner Training Webinar on International Connectivity

June 16, 2022

REGISTER HERE

Avant Power Up Florida

Pompano Beach, FL

June 21, 2022

IT Expo: Ft Lauderdale

Fort Lauderdale, FL

June 21 - June 24, 2022

REGISTER HERE

AireSpring Virtual Cybersecurity Boot Camp

June 23, 2022

REGISTER HERE

Telarus Partner Summit

Salt Lake City, UT

August 2-5, 2022

Avant Power Up MN

Wayzata, MN

August 17, 2022

Telarus Golf

Salt Lake City, UT

August 30, 2022

Sandler National Summit

San Diego, CA

September 15, 2022

REGISTER HERE

Avant Special Forces

Sept. 19 - Sept. 21, 2022

REGISTER HERE

To begin, please tell us a little about your company and your professional background in the industry.

Integritas was co-founded in 2015 with my business partner Eric Johnson. Before starting Integritas, I began my career in telecom as an Account Executive at One Communications which was later acquired by Earthlink. I transferred within Earthlink over to the indirect sales side, first as a Channel Account Manager, then Business Development Manager—Partner Channel, and finally as a Regional Channel Manager. Working as a Regional Chanel Manager allowed me to spend a lot of time with partners in the field. I got to know them personally and I enjoyed working with them, so I knew at that point that this is what I wanted to do. I started Integritas because I wanted to be able to deliver the best solution to my clients.


When I first started out, I was exposed to some of the telecom agents that were able to deliver a customized solution for their clients based on their needs and what would work best for them, and not based on whatever logo or brand they represented. I quickly realized that trying to fit the customer to the solution you had rather than fitting the solution to the customer wasn’t solution selling --it was a way to create sales revenue for the one brand you represented. Because it’s not a one-size fits all market, the ability to create a customized solution using multiple providers instead of one provider was very intriguing to me.

When we started Integritas we initially had 90 to 100 different suppliers to work with through our partnerships with a few of the top Technology Solutions Brokers (TSBs). We started building up our client list one by one and got introduced to AireSpring through one of our TSB partners. We had a great customer fit for AireSpring and we gave it to Kerry Homes, (Regional Channel Manager Northeast, AireSpring) to quote and create a proposal. We were really impressed with the speed at which she turned that quote around as well as our first fiber circuit through AireSpring and have since then kept adding sites to the project. Our business with AireSpring has continued to grow from this first sales experience.

What do you like about working with AireSpring?

I’m impressed with the level of detail that AireSpring provides as well as the responsiveness of the team we work with. The price point is outstanding, as is the ability to work with different carriers, specifically AT&T.

"The price point is outstanding, as is the ability to work with different carriers, specifically AT&T,”

"It’s becoming less and less of an option for companies to provide personalized service, but AireSpring delivers every time."

AireSpring helps us navigate that large service provider and helps us deliver for the customer. A lot of suppliers take customer service for granted and AireSpring has unbeatable customer service. It’s becoming less and less of an option for companies to provide personalized service, but AireSpring delivers every time. Also, a lot of the technology is similar nowadays, so how clients are treated before, during, and after the sale is really important. Installation time is also fast and there’s a lot of great communication between us and the AireSpring team.

What would you say is the secret to being a successful trusted advisor/sales agent in today’s marketplace?

My partner Eric and I have a mantra: “one day at a time.” It’s important to put in an honest day’s work one day at a time and the results will come from that, especially when you are just starting out and building your book of business when it’s so much work to get your first customer. It might take you 3 or 6 months to get your first commission check after your first sale. I think we didn’t make our first dollar until 6 months after we opened the doors. Patience and persistence are important, and when the revenue comes, the willingness to take risks and be creative is key.


It’s crucial to get outside of your comfort zone and learn new technologies so you can support your customers in making the right choices and be able to answer their questions. If you’re not staying up to speed with what’s going on with new technologies, which are increasing at rapid rates and always changing, you’re going to be behind when you have to give an answer to your customers who are coming to you with new questions, and it’s imperative that you provide guidance.


Training never stops. Talking to the TSBs, talking to the different suppliers, and being willing to learn and grow so you don’t get pigeonholed is important. I worked with a lot of partners back in the old days who didn’t want to go through the training so they could sell Hosted Voice or UCaaS. They wanted to stay in their comfort zone and keep selling on premise solutions. They lost out on selling Hosted/UCaaS solutions to their customers. You have to continuously get training and have those conversations with your clients because if you aren’t, chances are someone else is. You want to stay abreast of the latest technologies and advise your customers on when is the right time to make a migration. We don’t ever want our customers to be first-in to new technologies that have not yet proven themselves; we want these technologies to be vetted and tested to help clients decide when it is advantageous to adopt these changes for their business.

"I really think having a security game plan is one of the most important things...We must, as trusted advisors to our clients, know how to have those conversations."

What is the “next big thing” you think trusted advisors/agents should be aware of or get involved in for the near future?

I really think having a security game plan is one of the most important things right now and will be for some time to come. Work from anywhere (WFA) environments have made a huge impact on the channel recently, which is a big part of this discussion too. For example, a business with 250 employees with 4 or 5 offices that went remote now essentially has 250 remote offices that have specific security needs. Your vulnerability points and attack vectors have just increased dramatically.

The war in Ukraine and an increase in cybersecurity threats means the network discussion comes first. In the old days, we addressed circuits, fiber optics, coax, and phone lines, and those are still necessary conversations, but the conversation now really starts with security--how we secure the network and ensure these businesses are as protected as possible. Starting from that point and building a foundation from there is a big shift for some people. It emphasizes the importance of engaging in ongoing learning and education. We must, as trusted advisors to our clients, know how to have those conversations. Ensuring our customer’s business is secure is the best value we can provide.

Cybersecurity is a necessity at this point, and it’s not separate from the network. Telecom and cybersecurity have merged, and Technology Solutions Brokers are bringing in a lot of great cybersecurity providers into the portfolio so we can provide a blended, holistic multi-service provider approach. That’s huge because cybersecurity providers don’t always have the same depth of knowledge as multiservice providers like AireSpring do. Above all, it’s important to have a conversation with your clients and know which companies can meet their cybersecurity needs in a cost-effective way.

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

When I’m not busy running a business, I enjoy spending time with my family. I have a wife, Jen, and two kids: Colton, 10, and Allison, 8. Both of my kids are really into youth sports, so we’re a basketball family. My son does a lot of year-round travel for basketball with tournaments, and my daughter just got into that as well. I’ll be coaching my daughter’s youth basketball team next fall. Weekends consist of a lot of tournaments, traveling here and there to the games. It’s nonstop. Our family is also involved with a local church in the community here—our faith is important to us.

At AireSpring, we know that it is our commitment to customer service that sets us apart, and customer service begins with great employees. Here is your chance to get to know our team members who are the AireSpring Advantage. This month, we are talking with Khabir El-Shaied, Tier 1 Technical/Software Support.


Please tell us a little about your professional background and how long you’ve been in the telecom industry.

I’ve been in the telecom industry for over 20 years. I began my career at GTT as a customer service/soft sales professional and then went to AT&T, where I worked for two years. After that, I joined the AireSpring family and have been here for the last 19 years.


Tell us about your role at AireSpring

I started out at AireSpring on the Customer Service team, spending 11 years there. In October 2016, I transferred to the Service Assurance team, where I’ve been for the last 6 years.

I work in the repair group call center, responding to technical support calls, assisting customers with their equipment and network monitoring needs, as well as making proactive calls to customers and opening trouble tickets on their behalf. I also liaise with our carrier partners on behalf of our customers to resolve any issues that come up.


What do you enjoy most about working at AireSpring?

I enjoy the fast pace of AireSpring. There is never a dull moment. Telecom is ever-changing, and although some aspects remain the same, it’s almost impossible to get bored. I also like the camaraderie and the true meaning of family here at Airespring. It’s not just a job to me, but a family business I am very proud to share in and be a part of.


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

For fun, I enjoy going to the beach, visiting museums, going jet-skiing, taking walks in the park, going to the movies, going to new restaurants, going roller skating, and doing karaoke. I find singing is very cathartic, and a great stress reliever. I wasn’t always interested in singing—it happened by accident. My sister just randomly asked me, “Hey Khabir, can you sing? I want you to sing me a song.” She loved it when I sang to her, and it took off from there.

Not a Partner? Join our Program!

Become a Partner

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:

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.