As the world of technology changes, partners and customers must have supplier partners that they can trust. Every day, IT leaders put their reputations and jobs on the line by selecting a supplier for their most critical technology needs, and trust should be at the core of that decision. Telesystem, a cybersecurity, networking and communications provider, embraces this with the mantra “IT’s About Trust.” “One bad experience can undo everything you’ve built with your customers and partners,” said the company’s director of marketing and customer success, Robert Martin. “At the end of the day, the customer selects the partner because they trust them. That partner, in turn, needs to find a supplier that they can also trust. Trust needs to transcend the full scope of the relationships that are in play with partners, customers, and suppliers.” Despite having its earliest roots building fiber to customers in northwest Ohio, Telesystem has evolved, continually expanding its portfolio to add solutions such as UCaaS, Wi-Fi with engagement and analytics, advanced SD-WAN and market-leading cybersecurity services to meet the changing needs of today’s businesses. Additionally, the company’s approach to the market has changed from direct sales to working through the channel. The Telesystem partner program boasts over 700 active partners in it’s short seven-year history. “The acquisition of Line Systems, Inc. (LSI) out of Philadelphia, in 2014 was the catalyst for our transition into our reliance on the agent channel,” said Martin. “Until that point, Telesystem relied mostly on direct sales as its primary strategy, while LSI operated through the channel and used partners as its primary selling source. Soon after the acquisition, we adapted that focus on the channel community.” Today, Telesystem offers customized solutions and an overall managed experience that goes beyond the “one size fits all” approach. “We know not every business’s technology needs are the same, so our partners have access to the full Telesystem solution deck, including cybersecurity, SD-WAN, access, UCaaS and other in-demand technology, to better position their customers,” said Martin. One major focus has been cybersecurity, since the 2022 purchase of Threat Protector. “Cybersecurity is such a hot topic,” said Martin. “There are so many people working from home with their own internet access but still accessing the corporate side of their business. Without the right tools and training in place, this puts businesses in a very vulnerable position. We’re about building awareness from these vulnerabilities and helping businesses protect their assets, starting at the employee level.” Telesystem seeks to accomplish this in two ways. First, it promotes awareness by extending solutions to cover critical areas such as employee security awareness training, endpoint protection, email monitoring and cybersecurity consulting. Secondly, it seeks to educate users how to plan for, prevent, manage and recover from cyberattacks through its #HackersSuck thought leadership summits. “We’re very proud of #HackersSuck,” said Martin. “Our focus is all about prevention. We want to protect you and your business before something bad happens. That’s why we organize Cybersecurity Summits – to educate users and empower them with information they can use to educate their own businesses, employees and even families. Cybersecurity is not a luxury, it’s a necessity. That’s why our #HackersSuck campaign is so important – cybersecurity should be a top concern for everyone.” With 2023 stops in Phoenix, Philadelphia and Dallas, Telesystem’s Cybersecurity Summit series has provided resources to increase knowledge and help combat malicious bad actors. Attendees have heard former hackers, agents and other experts speak from their own personal experiences, providing unique perspectives on things like security awareness training, endpoint security, managed SOC and email protection. In 2024, those Summit panels will continue, rolling into Philadelphia, Pa. (May 15); Frisco, Texas (July 16); and Cincinnati (September 11). “Of all the things, cybersecurity is our most prominent service right now, but it’s just one piece of the puzzle,” said Martin. “I see it more like a building block; it serves as a strong foundation that helps us build and offer other tailored solutions to meet our customers’ specific needs.” For Telesystem, it’s about supporting the customer experience, not just buying access to a service at a wholesale rate. “We’re not reinventing the wheel,” said Martin. “We’re taking customer needs to heart, focusing on solutions that can fit their business, then supporting all of that with the managed experience we offer on the back end. Our goal is to provide the right tools and resources and help them to navigate their full technology stack.” o For more on Telesystem, visit www. trusttelesystem.com or call (888) 808-6111. By Brady Hicks CYBER PATROL Telesystem Aims to De-Commoditize Technology by Focusing on Trust and Experience Robert Martin, Telesystem director of marketing and customer success 40 CHANNELVISION | MARCH - APRIL 2024
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