Newsletter | Q2 2018

Ted Schuman
Founder/CEO, PlanetOne

From the CEO’s Desk

It’s a simple and true statement: Strategy without execution is useless. And execution without strategy is risky business for everyone involved.

In today’s business environment, we must look beyond the obvious to ensure we’re planning ahead and doing business with the right partners and for the right reasons. The little things matter and big misses and botched game plans can’t be ignored. Watching CEOs and decision makers of companies much larger than ours roll the dice and leave success to chance makes me cringe, and at the same time creates a clear call to action for us to seize the opportunity and show them how it’s done.

We’ve all seen the headlines – there’s never been a better time to be a channel partner – and for many of us, the record success we are experiencing is repeatable and exceeding our expectations, and those of the customers you serve. Cloud is going mainstream and creating complexities behind the scenes and opportunity for channel partners all around.

In today’s competitive landscape, you can’t wait for customers and prospects to decide who and what are best for their business – you have to embrace your role as a trusted advisor and influence the decision-making process. How? By getting involved in the discussions early and staying involved over time. Some sales cycles will be short and others, like we saw with TECVINE recently, could take years to close. Persistence pays off and the right partners make all the difference.

To that end, another key factor to keep in mind is selecting the right providers. This is another area where PlanetOne can help you choose wisely and build out your offering. As a master agent, it’s our job to know the ins and outs of the providers we have within our portfolio. If you’re not sure who to team with or want to learn more about a particular provider – just ask us. Also, if there’s a solution set – security or cloud services for example – that you’re not up to speed on, we can help there too.

The bottom line is this – to win and continue to grow profitably in today’s marketplace, we have to plan for greater successes, stay current on the landscape and not only listen, but take action when it comes to the business needs of our customers and prospects. There’s no room, and really no excuse, for taking a “wait and see” approach to the market.

Registration is open for all events: https://www.planetone.net/2018-tech-tour/

Thank you as always for your friendship and your business.

Cheers,

Ted Schuman, Founder/CEO
PlanetOne Communications

Company Name: TECVINE
Headquarters: Scottsdale, Ariz.
Website: tecvine.com
Year Founded: 2013
Key Markets/Verticals Served: Mid-market and enterprise organizations
Specializations: Network, Cloud and Mobility

Teamwork Results in a Big Win for TECVINE, PlanetOne and Aryaka

Here’s a familiar challenge: A global software company experiencing application performance issues. Why? Primary and secondary MPLS networks were still in play to connect the company’s headquarters, branch locations and field offices throughout 20+ countries worldwide.

“The customer was not happy with the performance of its legacy network and they wanted more flexibility and scale,” said Adam Wills, Co-Founder, TECVINE, a solution provider dedicated to helping mid-market and enterprise organizations navigate the complexities associated with selecting and managing networking, cloud and mobility solutions.

After an initial meeting with the software company’s IT Director, TECVINE walked away with a clear understanding of the firm’s goals and objectives. “We knew an SD-WAN solution was the answer, and now it was just a matter of determining which one,” said Wills. “And that’s when we called on our business partner PlanetOne.”

For years now, TECVINE has relied on PlanetOne to help the solution providers establish and build solid relationships with the IT and telecom industry’s leading providers. “PlanetOne is our ‘go-to’ master agent and their team plays a significant role in our success. From their outstanding back-office support, to their technical know-how and sales acumen, PlanetOne is always there to ensure we win more business and deliver an exceptional customer experience.”

Together, TECVINE and PlanetOne assessed the options and decided Aryaka’s global SD-WAN solution was best suited for the global software company. “We brought in the Aryaka team and met with key decision-makers,” said Wills. “It was a lengthy sales cycle, but our team persevered and it is gratifying to now be able to deliver the right solution for the customer.”

What ultimately won the business for TECVINE was Arayaka’s managed services capabilities and robust global network. “The customer didn’t have the internal staff required to deploy SD-WAN on its own so managed services were critical to their success,” said Wills. “Further, they wanted a global private network that included Points of Presence on six continents – something Aryaka is able to deliver with flying colors.”

Jonathan Hartman, PlanetOne added, “We are incredibly proud to work with TECVINE and Aryaka. It was a long-haul for everyone involved and we congratulate TECVINE on their perseverance throughout the entire process. This serves as a shining example of playing to win and never giving up on a good customer.”

Since winning the business, TECVINE has found other opportunities to expand its relationship with the customer and will be hard at work in the coming months architecting and provisioning the Aryaka SD-WAN solution.

Channel Harmony^TM: 100% Commissions from One to Infinity

What makes RingCentral’s Partner Program different—better—than the rest? Both parties are paid in full for the life of the customer: let’s start with that winning statement. Our unique Channel Harmony^TM structure offers partners full compensation and specialized, subject-matter experts (SMEs) to help close deals.

RingCentral’s Channel Harmony^TM applies to deals from one to infinity.* Did your jaw drop yet? I’ll spell it out: partners get 100% commissions and (free!) specialized RingCentral resources to help close deals of any size.

Pursuing an opportunity with 17 users? Cool. One user? Still cool. 1B users? Even cooler. Partners are connected with a vertical- and segment-specialized RingCentral subject-matter expert, the deal is closed, and the partner still gets 100% commissions. What’s better yet? The partner determines how they want to work with their dedicated RingCentral SME (working together, by themselves, or heck—we’ll do the work for the partner).

Channel Harmony^TM: One to Infinity—It’s a win for everyone*

• Partner receives 100% compensation for the life of the contract.
• RingCentral provides subject-matter experts and additional resources.
• The customer receives customized information on RingCentral products and services.

RingCentral first launched its Channel Harmony^TM program in early 2016, and to say it’s been a success is an understatement. With more than 4,000 active channel partners, RingCentral is continuing to grow its partner ecosystem. In a recent survey of our partner base, ninety-eight percent of partners ranked RingCentral Partner Support as “exceeds expectations” when compared to competitor programs.

But we’re not stopping here. Oh, no way! The work is just beginning. The opportunities are boundless. And so is our energy. And the One to Infinity program is just part of it—the icing on the cake, if you will. As we continue to invest in our award-winning Partner Program, we remain laser focused on three key initiatives: recruiting, training, and enabling. Everything RingCentral does is designed to help partners grow their business and increase their bottom line. We strive to bethe enterprise cloud communications solution of choice among channel partners worldwide, and we’re seeing enormous traction within the mid- to large- enterprise community.

This is a game changer, folks. Selling an industry leader’s innovative cloud communications solution has never been easier. Think about it this way: Our SMEs help you close deals. You still get all the cash. And it applies to deal sizes from one to infinity.

It’s pure, it’s brilliant, and it’s one of a kind.

Zane Long
SVP, Global Channel Sales

Author Bio:

Zane Long is the Vice President of Channel Sales at RingCentral. Zane brings more than 20 years of leadership and management experience in the telecommunications industry, with 12 of those years spent creating and leading successful national and international indirect sales programs. He has held several leadership roles, including VP Global Strategic Partner Group at Vonage; National Vice President Indirect Cloud Channel Sales at Cbeyond, where he was instrumental in transitioning the company and partners to cloud services (UCaaS and IaaS); Senior Vice President of Global Partner Sales for Genband, where he led and managed Tier 1 partners around the world; and National Vice President of Channel Sales at Level 3 Communications. Zane also held senior management positions and led national indirect and direct sales teams at Focal Communications, Broadwing, and GTE.

Robin Eiler
Partner Services Manager

At PlanetOne, we place tremendous value the contributions our employees make each and every day to ensuring both our success and that of our provider and channel partners. This quarter, we are shining the light on Robin Eiler, Partner Services Manager.

Recently, we sat down with Robin to learn more about her role here at PlanetOne, what she likes most about her job, and how she spends her time away from the office. 

Q: How long have you been with PlanetOne? What did you do prior to coming to PlanetOne?
A: I’ve been in the telecom industry for many years and spent the majority of my career – nearly 30 years – at AT&T. After leaving AT&T, I worked for another master agent before joining PlanetOne four years ago.  

Q: As Partner Services Manager, what are your day-to-day responsibilities at PlanetOne?
A: My role as a Partner Services Manager is really a ‘Jack of All’ trades. Primarily, I assist with the commissions side of the business – auditing accounts, billings, updating orders in our database, and correcting issues where applicable. Additionally, I’m also a back-up for PlanetOne’s Controller, and assist in paying our agents and MSP partners, when needed. I’m also responsible for generating sales reports for our management team. Lastly, I’m well-versed in our current commissions database (RPM) and have created reports, processes to help streamline tracking orders to completion and billings/commissions.

Q: What do you like most about your job? Working with PlanetOne?
A: I love what I do! For me, finding the missing pieces of the puzzle (or monies) when auditing, and the ‘clean-up’ that comes with that to ensure accuracy, with the end result being paying our agents correctly, is one of the most gratifying parts of the job. Aside from that, what’s not to love about working for PlanetOne? It is my home away from home! I’ve built some great friendships with the people I work with, and which now extend outside of the normal work day – including the drive to and from work. Many of us carpool which helps make the long drive all that much shorter! Having worked in the BIG corporate world for many years, I have to say working for PlanetOne is hands down one of the best jobs I’ve had in my telecom career.

Q: What is your favorite thing to do when you aren’t working?
A: Spending time with my two-year-old Grandson. As my only grandchild, he’s Grandma’s pride and joy and there is nothing better than seeing life through the eyes of a child again.

Q: Do you have a ‘bucket list’? What are some of the things you would want to do if time or money were no object?
A: I definitely have a ‘bucket list’ and have already checked off a few items on the list, but still have many to complete. Next on my list is something that is totally out of comfort zone – I want to travel to Australia and snorkel on the Great Barrier Reef.

Q: Do you have a favorite saying, mantra or quote?
A: People will forget what you said, people will forget what you did, but people will never forget how you made them feel. ~ Maya Angelou

On a freezing and snowy Friday afternoon in Boulder, Colorado last month, PlanetOne’s VP of marketing, Bern Richardson and daughter Isabel devoted the evening to help feed the homeless at Bridge House. The opportunity to serve came through the mother-daughter philanthropic organization they belong to called National Charity League.

Working on the line, plates of chicken, potatoes, beans, corn and pasta salad, were piled high and served to the men and women who came out of the bitterly cold night for some respite and a warm meal. Veterans, mentally ill and drug addicted individuals received the more than 120 meals served to the homeless that evening. The experience was extremely moving and humbling knowing that as soon as the meal period was over these folks would be returning outside and into the single digit temperatures.

The number of people Bridge House services continues to grow every year, despite the wealth in the local community. Bridge House is seeing a significant number of newly homeless that have lost businesses, homes, and families in the economic chaos and, has more families coming to evening dinners than ever before; at least one family with children per week…Bridge House served over 100,000 meals in 2017. Through their case management services and amazing Ready to Work program Bridge House provides opportunities for each person to find his or her path to self-sufficiency. But no path is the same and they see a wide variety of people, from all walks of life. Their goal is to connect every person with the services they need.

As a volunteer organization serving Bridge House and other local charitable entities, National Charity League fosters mother-daughter relationships in a philanthropic organization committed to community service, leadership development and cultural experiences. Through this bond, National Charity League develops strong women leaders serving and impacting communities today and for generations to come.

Special thanks to Bern and Issy for bringing it From the Heart and serving their local Boulder community.

For more information on the successes Bridge House has accomplished please visit: https://boulderbridgehouse.org/what-we-do/results/

For more information on National Charity League please visit: https://www.nationalcharityleague.org/

Click here to read more about Team PlanetOne’s “From the Heart” project with Save Our Beach.

Please consider joining us for the PlanetOne 2018 Tech Tour, a series of educational and networking events where you can learn about emerging technologies and industry trends, and gain valuable product information.

Each Tech Tour stop features speakers from PlanetOne’s 2018 Preferred Provider portfolio, creating opportunities for valuable engagement with some of highest regarded executives in the industry, along with the chance to win prizes and receive gift packages. Exclusive to PlanetOne agents, prospective channel partners and our Preferred Providers, there is no cost to attend and meals are complimentary.

The following is the schedule of PlanetOne Tech Tour event currently planned for 2018: