I first met Adam Edwards, co-founder of Telarus, when we shared the same hallways in the Centennial Plaza. Our VXSuite offices were located on the same floor as Telarus and he always gave a smile and friendly greeting when we passed.
Since we were all in the same building it was easy to mention, in passing, our VXMadness event and introduce him to the idea of attending and sponsoring. We would update him on new registrations and other sponsors. He loved the idea and has attended VXMadness both years.
He is such a fan, in fact, that he and co-founder Patrick Oborn acquired VXSuite last month. So now Adam is not just a colleague, but also my boss in my new role as vice president of marketing at Telarus. While at VXMadness last March we had the opportunity to ask Adam a few questions—which you can watch below—and followed-up for some greater insight on him.
Without Further Ado…Adam Edwards
Where Do You See the Unified Ccommunications Space in the Next Five Years?
The unified communications space will mature significantly during the next five years. This means wider adoption by users and consolidation of providers. Broadsoft-based providers will continue to consolidate and achieve scale and to integrate and compete with Skype for Business, which will be a significant force in the UC world.
What is the Most Common Question Customers Ask You?
Our customers are our sales partners. The most common question I’m asked by them is, “What should I be doing?” My answer to them is to do what they do best and partner with someone to do the rest.
Let’s Talk Career. What’s a Big Mistake You’ve Made?
My biggest mistake has been not asking for help. With so many people willing to lend a hand, it was foolish not to ask for guidance. Early in my career I wanted to appear as though I knew more than I did soI missed the shortcuts I could have taken by asking someone with more experience.
What is the most common question you are asked from customers?
Our customers are our sales partners. The most common question I’m asked by them is, “What should I be doing to grow my business?” My answer to them is to do what they do best and partner with someone to do the rest. Successful partners are such because they are great salespeople. I encourage these partners to sign up for Telarus base management. This is the proactive approach to retaining and growing your accounts. Telarus offers skilled professionals who have expertise in relationship development, retention, and growth. They act as employees of the agent’s business and call for renewals and upsells. This lets the partners focus on closing new business.
What Industry Practice Do You Think is Wrong?
The idea of a first mover advantage is a fallacy. Google beat Yahoo, Walmart beat Kmart, and Apple is beating Microsoft. Being the first mover does not give the insurmountable advantage many people think. Being the “best mover” rather than the first mover is what wins in the end, especially as switching costs are lowered and customers become more fluid in their adoption of services.
What is One Thing People Don’t Know About You?
I’m an introvert. My natural state of being is in an office working on a spreadsheet. I’m a situational extrovert because my role requires it. I’m somehow comfortable in front of large audiences and in one-on-one conversations, but initiating those conversations is out of my comfort zone.
Where Can People Find You?