Hackett Drives Intelisys International Expansion

Intelisys Communications has secured the services of European telecom channel veteran Stephen Hackett in a move that solidifies its entry into the international market. The announcement opens the doors for Intelisys to expand outside of the United States to support a new community of Sales Partners as they sell telecom, connectivity and cloud services to business customers around the globe, with dedicated international support in the UK.

Stephen Hackett is a 15-year telecom industry veteran based in the UK, with extensive experience crafting and implementing compelling partner-facing strategies for development of industry programs via indirect sales channels. He has most recently served as Channel Sales Manager for NFON. Additionally, he has held senior roles with Gamma Business Communications, Orange Business Services, Level 3 Communications and Telstra Europe.

“I have witnessed many carriers attempt to mirror the US two-tier distribution channel model internationally, which is increasingly important due to the growth of cloud technology,” said Craig Schlagbaum, Vice President, Indirect Channels for Comcast Business, an Intelisys Supplier Partner. “Intelisys can answer the increased demand and facilitate with suppliers and customers to procure services to support this important distribution channel. The hiring of a UK-based, seasoned professional like Stephen Hackett to expand the Intelisys community into Europe and beyond is an important step in growing this type of international program.”

The current wholesale/resale model across Europe leaves independent sales agents in the position of having to research, approach and request commissions from individual carriers on a case-by-case basis, meaning the majority are able to partner with and sell only a very small number of carriers. Meanwhile, says Hackett, those carriers have to “turn rocks” to identify viable Sales Partners.

“Intelisys has become the bridge that will make this alternate distribution model a reality outside of the United States,” said Hackett. “The immediate challenge is also our greatest initial opportunity – gaining access to the many talented independent telecom and cloud sales agents dispersed throughout Europe. I am delighted to be supporting Intelisys in the expansion of its model into the UK and Europe.”

“Cloud has made the world flat again,” said Ernie Ortega, Chief Revenue Officer for Colt, an international Intelisys Supplier Partner that provides world-class network and communications services to businesses across Europe, Asia and North America. “We feel very positive about Intelisys expanding its successful Sales Partner model internationally, and we recognise twofold opportunities: firstly, to continue to enable the US Enterprises to expand their reach outside the borders of the United States, and secondly to gain access to a brand new European Sales Partner community who can help their customers wanting to procure both local services and International services, including back in the United States.”

“We at Intelisys pride ourselves on supporting the Top Producers in the industry,” said Dana Topping, Intelisys Co-Owner. “We owe it to those future Sales Partners in the UK to have a local presence that embodies the Intelisys DNA and commitment to the channel, but also clearly understands the uniqueness of that market. Identifying Stephen as the right person to undertake this exciting challenge was the most important first step.”

“This move not only represents a substantial opportunity for our International Supplier and Sales Partners that will be supported out of the UK, but also opportunities for our existing Suppliers and Sales Partners in the US,” said SVP of Business Development for Intelisys, JR Cook, who has been leading the international expansion drive for the technology services distributor. “Imagine a community of Sales Partners in the UK supporting customers who have communications needs in the US, who now have an avenue to work with our Domestic Suppliers to both secure those services and be compensated. I imagine we will see many of our existing Sales Partners also expand their presence internationally to grow their businesses. Together with Stephen’s direction, we are going to do what Intelisys does best – open the doors of opportunity for the Top Sales Partners, not just in the US, but the world!”

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David Dungay

Editor - Comms Business Magazine