Ken Mercer

Vice President,

Ken Mercer is vice president at communications master agency TBI Inc. He oversees all sales and operations for the company as well as works with agent-partners on large enterprise opportunities. Mercer also serves on the advisory boards for many of TBI’s solution providers. He joined TBI in 2003. Previously, Mercer held senior sales executive positions with LCI/Qwest Communications International Inc., Fujitsu Networks, Sprint and McLeodUSA Inc. He began his career with V-Tech Industries where he was a VAR/VAD manager providing private-branded personal computers by Leading Edge, Leading Technology and Laser.

Competing Against Direct Sales Teams: Ways to Win 

How can agents and resellers compete against the direct sales team of their vendor partners?

Telecom's Changing: Seize the Opportunity 

Think you know telecom? Think again. The telecom landscape is evolving, with new, more efficient technologies introduced seemingly every day. The scalable access to cloud-based offerings, fast-expanding use of video beyond conferencing and machine-to-machine communication (M2M) are just a few of the technologies impacting telecom today. These offerings are redefining the essence of how businesses communicate both internally and externally.

Cloud Computing: Know Your Opportunities 

With cloud computing catching the attention of CFOs, COOs, and CMOs across the country, VARs need to ask the right questions to determine what companies are best served by a public, private or hybrid cloud architecture as the network foundation for their business applications.

Cashing in on Convergence: A Survival Guide for VARs

VARs that fail to sell a converged set of technology functions, accompanied by an optimal ongoing customer experience, will face diminished revenue streams and difficulty landing new accounts—a stark reality that can be avoided by forward-thinking channel companies.

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