“It’s all about recognizing and incentivizing,” says Michelle Tamras, Director of Partner Experience at TBI. For many years, life as a partner in the telecom’s world was all about commissions and other similar incentives to perform. At TBI’s The Big Event, this week, a new program called PGA (Partners Gem Award) was showcased. The first ever Partners Gem Award winners were announced at the show, celebrating a program put in place by Tamras that rewards sales success, but also aims to improve overall partner experiences. The program aims to step up the process of on boarding new partners and to go beyond that to proactively helping partners learn how to close their first sales, and to bring into play the many resources TBI has assembled to improve partner success. In this podcast we learn that Tamras and her team take a highly personalized approach to making sure partners feel supported. The program reflects a broader trend at TBI and the industry, to move away from selling services almost in a commoditized posture, to a more differentiated approach which includes creating customized solutions at the customer level and deeper teamwork at the partner level. Tamras explains that TBI is taking a longer-term strategy with their partners, that still includes focus on achieving sales goals, but also includes a deeper approach to making sure partners are matched up with the right resources and backing so that they in turn offer creative solutions.

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