In the 2011 hit movie, Moneyball, the general manager of the Oakland A’s decides he needs to take a different approach to building a competitive major league baseball team.
Unlike many of their peers, the Oakland A’s were not able to offer massive salaries to attract and retain top talent.
Of course the owners—and the team’s—fans, still wanted a winning product on the field. Without totally spoiling the movie, Billy Bean (yes ladies, played by Brad Pitt) feels the pressure to find a way to put Wins on their scorecard.
When the A’s lost their best player, Jason Giambi, to the New York Yankees, a huge hole formed in the middle of their lineup. With the help of a genius mathematician, played by Jonah Hill, Billy finds he just needs to produce ‘total bases’ and look for production in areas that had never even been considered.
By signing three lesser players whose ‘on base percentage’ (not batting average) was 0.364 (36.4 percent), they could effectively replace Giambi’s net effect to the team’s run production, and hence, increase their chance of making the play-offs. David Justice (aka “Old Man Justice”) was one of the players the A’s signed to fill the hole created by Giambi’s departure.
If you’ve been to a session of the Technology Innovation Conference, you have heard Doug Tolley, VP of Sales for VXSuite, tell this same story to his audience. If you haven’t been able to attend, you’ll be privileged to hear this same session at VXMadness 2.0, the VXSuite Partner Conference in Lake Las Vegas. You’ll learn we all have a Jason Giambi problem—but instead of batting averages and high salaries, the meat and potatoes of our margins have been eaten away by our suppliers and our competitors. We have to find different ways to matter to our customers, and ultimately make money.
Telecom Rounds the Bases
When David Justice came to the Oakland A’s in 2002, he was 36 years old. He had played for three teams over the past 12 months due to a persistent groin injury. Many outside of the A’s organization, and even inside, scoffed at the decision to sign a player as “un-sexy” as David Justice. Sure, he had been a super-star a decade earlier, but most saw him as a waste of roster space.
As solution providers begin to looks for new ways to make thick margins, they’ll have to look to new (and sometimes old) ways to create revenue streams. Telecom, one area largely ignored by VARs and MSPs for a variety of good reasons, is—like David Justice in 2002—not very sexy. Yet, telecom was all the rage just a short decade or so ago. By picking up telecom commissions from carriers, VARs will open themselves up to issues that didn’t exist prior to bringing it in-house. They’ll feel pain that, in the past, wasn’t worth the hassle. But, today certainly isn’t ten years ago. Could it be worth it now? And is the pain still as great as they remember?
VXMadness will Help Solution Providers Make the Playoffs
The A’s added David Justice to their roster, as old as he was, solely for his ability to get on base. Yes, he was a defensive liability. Yes, he had a hard time relating to the younger players in the clubhouse. But, he had incredible vision and he could hit (and walk), like an all-star.
That season Justice reached base 37.6 percent of the time, earned more walks than strikeouts, and was named the American League Player of the Week in April. That season the A’s also broke the record for most consecutive wins (20 games in a row) and made the playoffs, with a payroll that was significantly less than the other teams making the post-season (Yankees, Angels, and Twins).
Should you consider adding a telecom practice to your business in the same way that the A’s signed David Justice? Baseball and business have an awful lot in common. Both require you to win while keeping your costs to a minimum. They both evolve and change; what works today may not work tomorrow. Sometimes a new approach, and a new way of thinking, is required to get back to the top of the leader board.
The good news is, Old Man Justice (aka, Telecom), isn’t the same old, tired player who existed a decade ago. There have been many advancements in technology, in processes, and in personnel that have reinvigorated telecom. Telarus, founded by two non-telecom veterans, has created a master agency that shields solution providers from many of the errors telecom companies have been prone to make on defense. By minimizing the scabs of telecom, Telarus has made it possible for hundreds of solution providers to capitalize on the benefits of residual commissions that can be earned by sourcing the network, PRIs, SIP trunks, and data center infrastructure.
What You Will Learn
At VXMadness, the president of Telarus, David Bashford, the CEO of Telarus, Adam Edwards, and I will be sharing our secrets. We’ll tell you how to unlock this hyper-important revenue stream while minimizing your risk so that your customers get a seamless experience that doesn’t tax your existing resources. We’ll teach you
- When to duck when the pitcher wants to throw high and tight.
- When to shift towards the right field line when a hitter who has a tendency to pull the ball is at bat.
- How to read the pitcher’s feet so you can get a jump start when stealing a base.
Telecom is full of nuance and we’ve got the systems, the software, and the professionals to make a real difference in each selling opportunity. We’re positive we can increase your chances of winning the business by a significant margin, while keeping you healthy and able to play the entire season without injury.
Now that the secret is out, the land-grab for both the network and equipment is on. The best thing you can do to improve your company’s chances to make the playoffs in this brave, new world is to get yourself to VXMadness, and talk to me and the other members of the Telarus and Comcast Business team.
And bring your batter’s gloves.