Title: President
Years in current position: 8
Years with current company: 10
Years in the indirect channel: 10
Past jobs in the indirect channel: None
Annual revenue responsibility: $100+ million
Main channel goal:
“TNCI’s primary objective within the channel is to be an outstanding partner. That includes a product portfolio aligned with the needs of the business community nationwide. TNCI strives to be open, honest, fair in all manners of consideration and easy to do business with. We need to be able to be a price leader in commodity products, yet have the ability to provide seamless solutions integrating multiple carriers into customized solutions for more complex opportunities where engineering and support are more important than price. At TNCI, we are focused on delivering high-quality back-office support. As network carriers have become increasingly deficient in providing provisioning and service support, our focus has increased in these areas enabling our agent partners to assure their customers of the best possible service experience.
As business customers become increasingly aware of the value of hosted IP PBX services and ready to make this transition, TNCI will be prepared to provide the tools to make what can be a complex, consultative sales process as simple as possible. From quoting and proposal-generating system tools to sales engineering support and simple provisioning onto a high-quality private MPLS network, TNCI will work diligently to provide our agent partners and their customers with the best possible support and only the highest-quality network solution.”
Biggest challenge:
“It’s all about the balance of good all-around back-office support. As rates have continued to decline while services have become more involved and increasingly complex, the network carriers continue to cut back on support and strive to reduce costs by ultimately reducing support to their wholesale customers. TNCI remains committed to providing the highest-quality support and the sales tools, training and knowledgeable personnel necessary to eliminate the chaos.
We are fully prepared to provide our agent partners with a full compliment of services to address customer needs at all levels. We will provide the sales engineering support necessary to provide a solution for customers’ multiple location integrated voice and data needs, and the provisioning support necessary to walk customers through a best-in-class process that all but eliminates the risk of provisioning errors.
We also have the systems and the trained support staff necessary to handle individual local line orders; whether it’s 10 lines in one location or hundreds across a sprawling retail enterprise.
TNCI has been in this business for more than 15 years; working exclusively within the channel and we understand what’s important to agents – we need to continue to deliver consistency and stability in an industry increasingly challenged by change and confusion.”
Please comment on the importance of the indirect channel to your organization and tell me what you see as the future for your channel operations.
“The indirect channel has always been and will remain extremely important to TNCI. We have been focused exclusively within the channel since 1991 and expect our commitment to our agents to continue to grow as evidenced by our position as The Preferred Reseller of the Agent Alliance.”
To what extent do you, personally, show leadership within the companies you have worked for, the business community at large, the communications industry and the channel?
“I believe in leadership by example and therefore diligently pursue openness and honesty in each interaction with my TNCI team, our agent partners, our carriers and my industry colleagues.”
Why do you consider yourself to be innovative in bringing new ideas to the channel?
“I am keenly aware of the importance of being nimble and focusing on changing customer needs and market opportunity. During my career, I’ve been able to successfully combine solid strategic and organizational management experience gained at the large national carriers with experience gained from the nimble, customer-focused mentality of a telecom startup. As an example, I am leading TNCI to the deployment of TNCInet, its VoIP Network Service utilizing a private MPLS backbone and Class 5 switching facilities.”
To what extent do you engage in activities to promote or advance the channel?
“In addition to being a member of the Channel Partners Advisory Board, my advocacy for the channel is most obvious in my ongoing commitment to deliver agent partners the best opportunities for success.”
Hobbies: Boating, golfing, and working
Words to live by: Never up, never in.
Favorite song: “I Don’t Want to Miss a Thing,” by Aerosmith
Childhood aspiration: To become a telecom CEO
Least favorite vegetable: Onion
“Brian has single-handedly created and executed a carrier-master agency relationship to capitalized on efficiencies. By putting together a tiered agency program he has put his faith in just a couple master agents. He has concentrated sales, operations and commission support to these master agents. It is the service I receive from TNCI as a company that causes me to put business with them. The fact that TNCI pays us the highest commissions in the industry fuels a never-ending cyclical process that puts Twomey and TNCI clearly on top.”
-- Dan Bommer, President, partnerTEL, Master Agent
“I have worked with most of the executives in the telecom/datacom industry in the last 17 years and Brian is one of the few that ‘get it’ and is truly committed to a partnership model whereas we collaborate together to achieve common goals that are mutually beneficial. He is bright, creative, innovative and simply an outstanding executive who drive success in everything that he does.”
-- Daryl Heller, CEO/President, Premier Companies LLC, VAR and Master Agent
“We have never before had the experience of working with the top leader of a carrier in a true partnership relationship. Yes, every carrier wants to position their agent relationships as partnerships, and some even use the moniker of ‘partner.’ For the first time ever, we have, with Brian, experienced a true partnership. Together, the Alliance and TNCI are pulling together toward the exact same goals. Our alignment is total, and Brian deserves the all the credit. I can’t tell you how unique it is to work with a carrier executive in such a win/win relationship.”
-- Bill Power, CEO, Agent Alliance
“Brian Twomey embraces the Channel like no other executive in our industry. His commitment and integrity are second to none. There are a lot of ‘C’ level officers for carriers that talk a good game but only a few that deliver and Brian is one of those rare individuals.”
-- Ted Schuman, CEO, PlanetOne Communications, Master Agent |
