Tom Sullivan: Channel Exec of the Year Finalist

Tom Sullivan, InterCall

Title: Vice President, Wholesale Services

Years in current position: 6

Years with current company: 6.5

Years in the indirect channel: 12

Past jobs in the indirect channel: Genesys Conferencing, Verizon

Main channel goal: “My main channel goal is to consistently be the market leader in providing the tools and knowledge that enables our partners to achieve set goals and objectives. InterCall’s goal is to help our channel partners create stronger connections to achieve greater end-user success through more solutions, more personal attention, more support, more innovation, more reliability and more experience.”

Biggest challenge: “Our biggest challenge is to stay the market leader, to continue the positive growth curve over the past six years in tough economic times. Even under the best of circumstances, customers face a complex set of challenges mainly associated with cost savings. There are few challenges in the industry now, but I would say our biggest challenge is price erosion. A lot of our competitors are trying to gain market share against InterCall and there is a target on our back. We still, after 17 years as the leader in conferencing, sell on value and great customer service. Even if we lose a deal to a competitor, we are very confident that we will have a win-back within 12 months.”

Why do you consider yourself to be innovative in bringing new ideas to the channel? “I have grown a $4 million dollar business from six years ago into a $120 million dollar entity covering the globe with sales in all regions. That doesn’t happen by luck. I have also closed InterCall’s largest billing customer through the channel which means that the trust and reliability of the channel is solid. I also bring an old school, blue collar style of selling to the channel. Some of the things I pride myself and my team on are work ethic, relationship development and sales acumen.”

Favorite TV show: “24”

What others are saying about Tom:

“In the telecommunications agent channel, it is rare to find an individual who is equally dedicated to supporting the partner and client. I have had the privilege of working with Tom Sullivan for many years and he is one of those rare individuals that is dedicated to the success of our company as well as the success of our clients. Tom’s work ethic, integrity and responsiveness are unmatched.”

— Shaun Chambers, CEO, CRG, Master Agent