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© Telarus - Josh Lupresto
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This podcast is designed to provide that next level of education for today's Technology Advisors, telecom agents, VARS, and MSPs. Learn how to swing outside of your weight class and grow your wallet share with today's business technology solutions.
258 Episodes
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This episode of Inside the Win showcases how a technology advisor transformed a small initial opportunity with a large legal firm into a major ongoing partnership. Starting with nine months of relationship building and educational conversations about the value of indirect channels versus direct purchasing, the team finally received their first opportunity - a modest $140 monthly cable circuit. After executing this flawlessly, they identified the client's broader challenges around shadow IT, contract management, and technology spend visibility across 100+ locations. By introducing solutions like technology expense management platforms and network aggregation services, they helped the client gain control over their chaotic IT environment, discovering over 3,000 unauthorized applications. The relationship has now grown to over $200,000 in monthly recurring revenue, with the client directing all IT purchases through the advisor. The key lesson emphasizes the difference between persistence and pestering, showing how patient relationship building and focus on business outcomes rather than just selling products can lead to transformational partnerships.
Kevin Sheehan discusses the evolution of immersive technologies like VR and AI, their impact on customer experience, and how channel partners can leverage these innovations to stay ahead in the tech landscape.
This Inside the Win episode features Mac from 11:11 discussing a successful VMware cloud migration deal that highlights the opportunities available due to Broadcom's VMware changes. A traditional connectivity-focused technology advisor attended a webinar and simply asked his CIO peer group about VMware renewal challenges. One CIO facing a 400% price increase had never heard of VMware-based infrastructure as a service. The deal closed in just 45 days across two phone calls, resulting in $54,000 monthly revenue - $35k for infrastructure as a service and $20k for additional managed services including firewall, patch management, and data protection. The customer saved approximately $500,000 over three years compared to a DIY approach. The episode emphasizes how traditional TAs can successfully engage cloud opportunities by asking simple questions and leveraging expert partners, and concludes with Mac sharing a tool to help assess VMware environments for potential migrations.
Explore the evolving landscape of customer experience (CX) with AI automation, featuring insights from Telarus solution architect Brent Wilford. Learn how technology, curiosity, and strategic thinking can transform contact center success.
In this episode, Hugo Almeida, founder of Abitronix, shares his entrepreneurial journey, discussing the evolution of his business over 24 years, the impact of COVID-19, and the importance of adaptability in changing markets. He emphasizes the significance of listening, patience, and surrounding oneself with positive influences as key components of success. Hugo also highlights the importance of understanding technology trends and differentiators in the industry, and offers valuable advice for aspiring entrepreneurs.
In the latest edition of 'Inside the Win,' Sam Nelson and Meagan Thai discuss a lengthy and complex victory involving a regional bank in the Pacific Northwest. The case took nearly two years from initial contact to closure, with significant pivots along the way. The bank, which employs around 600 people, faced major challenges with its legacy PBX system, particularly in customer hold times and reporting visibility. Initially seeking a single vendor capable of everything, the bank shifted to a two-vendor strategy after a year. This change led Meagan and her team to carefully select specialized vendors, ultimately securing a solution that effectively met the bank's needs. They emphasized the importance of persistence, clear communication, and tailored integrations, resulting in a successful deployment and enhanced customer satisfaction. Meagan also differentiated between banks and credit unions, highlighting the complexities involved in bank environments. This episode reinforces the importance of engaging expert advice early in the client relationship for optimal outcomes.
Josh Lupresto of Telarus was a guest on Tech Sales Advice - the LinkedIn Live programs for technical sales professionals and leaders that is - BY DESIGN - UNscripted, UNrehearsed, and UNpredictable. Josh shares his story of how his journey defies the traditional playbook, from working as an auto mechanic, to becoming a sales engineer, to leading high-impact technical sales teams. You can see Services offered by CHris White here: https://www.linkedin.com/services/page/14059b3369b5282a72/
This episode of Inside the Win features solutions architect Trevor Burnside discussing a successful security partnership with a selective client planning aggressive growth. The client needed to more than double in size within a year but lacked the internal resources to scale their security operations. Rather than simply shopping for tools, they sought a strategic partner who could act as an extension of their team without creating vendor lock-in or loss of control. The winning approach focused on building trust and confidence through listening, validating their chosen toolsets, and demonstrating operational capabilities rather than just technical specifications. Dataprise ultimately provided a hybrid solution combining managed services and managed security services, including 24/7 help desk, network monitoring, endpoint detection, and full SOC capabilities. The key takeaway emphasizes that successful advisors sell solutions and outcomes rather than just security tools, helping clients protect the business they're building for the future.
Do NOT miss this special episode diving into Google Cloud. Today, we're joined by Michael Williams, Cloud Solutions Consultant 3 - Google, from Rapidscale. As Rapidscale unveils its partnership with Google, this is now a deep conversation you can have with your customers. Michael has extensive Google experience from his roles at PayPal & Uber, in addition to having worked at Google himself. He has many tips and tricks to share on how to dive into these Google Cloud conversations. Today, we cover migrations and professional services for Google products such as Google Cloud, BigQuery (Data Warehouse), Data Catalog (Data Classification), Gemini (AI), and more. Listen in today as we unearth all the possibilities for your customers with Google Cloud.
Chad Muckenfuss and Jason Kaufman from Telarus discuss a successful cloud partnership case study featuring Ancero. The opportunity began with a mid-sized company (50 desktops, 89 Microsoft 365 users across multiple locations) frustrated with multiple MSPs and seeking consolidation. Through an agnostic assessment, they identified the client's need for simplified management, Microsoft 365 expansion, Azure data center migration, and cybersecurity improvements aligned with CIS framework requirements. The solution involved partnering with Ancero as both an MSP and MSSP to address regulatory compliance needs in the finance sector, including PCI and other frameworks. The engagement started at $6,600 MRR and grew 50% to $9,500 MRR within a couple of months, demonstrating successful land-and-expand methodology. The client achieved comprehensive cybersecurity and MSP services for less than the cost of one or two employees, while eliminating vendor management headaches.
In this episode, host Josh Lupresto reflects on the significant milestones and achievements of the Next Level BizTech podcast throughout 2025. He discusses the evolution of the podcast format, highlights key technology trends, and explores the impact of AI on the industry. The conversation also looks ahead to 2026, emphasizing the importance of staying informed and prepared for future developments in technology solutions.
This episode of Inside the Win features Sam Nelson and Michael Baillargeon discussing a major customer success story that began with a casual conversation at a barbecue. They detail how a transportation company with 12-13 New England locations was struggling with fragmented UCaaS contracts - each site had different pricing and end dates on the same platform. Through strategic consultation, they identified key pain points including dispatchers being tied to physical phones, multiple disconnected applications, and inability to work remotely between locations. The solution involved consolidating contracts under a unified platform with advanced features like call recording, sentiment analysis, and multi-channel communication (SMS, email, voice). What started as a $2,500 MRC opportunity created a domino effect, expanding from New England to Texas, the Midwest, and Southeast. The company has 150-175 total locations with 30-40 already converted, turning this into a six-figure contract within 18 months. The episode emphasizes the importance of early engagement and understanding customer workflows to identify transformation opportunities.
In this episode, Josh Lupresto and Chris White discuss the concept of 'Other Centered Selling,' a transformative approach to sales that prioritizes the needs and interests of the customer over traditional self-centered sales tactics. Chris shares his journey from IT professional to sales engineer and author, emphasizing the importance of serving others in the sales process. The conversation explores practical applications of this mindset, the significance of resetting priorities before meetings, and the value of focusing on fundamentals in sales.
In this episode, Josh Lupresto and Billy Houghton discuss the evolving landscape of customer experience (CX) through the lens of artificial intelligence (AI). They explore the importance of continuous education, the journey of CX transformations, and the need for organizations to adapt to technological advancements. The conversation emphasizes the significance of understanding business processes, optimizing them for efficiency, and the role of advisors in guiding organizations through these changes. They also touch on the future of AI in enhancing customer experiences and the importance of building confidence in technology solutions.
This episode of Inside the Win features VP of Cybersecurity Sumara Riaz and Solutions Architect Trevor Burnside discussing a successful cybersecurity partnership with a life science company. The client, with fewer than 200 employees and a lean IT team, was seeking cybersecurity solutions as they prepared to go public after receiving funding. The tech adviser managed the relationship by focusing on business outcomes rather than technology details, positioning cybersecurity as a business enabler rather than just a cost center. The client ultimately selected their recommended vendor after establishing trust and confidence through technical expertise that matched the decision maker's background in managed services. The discussion highlights the importance of collaboration, bringing in specialized expertise when needed, and building trust in cybersecurity partnerships.
In this conversation, Hardy Myers discusses the evolution of AI agents, emphasizing their ability to interact in a human-like manner. He highlights the importance of empathy in these interactions and how it enhances the customer experience.Key Takeaways:The difference between a bot and an AI agent is empathy.AI agents can understand human emotions and respond accordingly.Creating a relationship between AI and humans is crucial.The 'magic moment' is key in AI interactions.AI agents can reason like humans, enhancing communication.Empathy in AI leads to better customer service.Human-like interactions improve user experience.AI technology is evolving to be more relatable.Understanding context is vital for AI agents.The future of AI involves deeper emotional connections
In the video, Chad Muckenfuss and Mike Kowalski discuss a recent success in AI within the healthcare sector, emphasizing the need for businesses to strategize their AI approaches. They highlight the importance of building a solid data foundation, particularly in a field with strict compliance requirements. The project, which spans nine weeks and involves multiple phases, focuses on predictive analysis and data management, with significant financial backing from Azure. As the project begins, the team plans to track its progress and engage in follow-up discussions to ensure success.
We're revisiting a popular episode: Tech Stack Mastery Secrets to sell across Cloud, Connectivity, and Security. Our guest is long-time partner Steve Davis from NDS. Steve has an amazingly winding backstory as to how he got started in this space, and the theme is that he didn't take no for an answer! Steve, a prior Marine, leveraged what he learned there to start developing his passion for fitness into technology and ultimately found himself face-to-face with enterprise decision-makers. Not only has he done an incredible job crossing over the tech stack, but he's also a newly minted CISSP, so he shares with us that journey and how it's changed his conversations on security and technology more broadly. Don't miss this one!
In this episode of Inside the Win, Sam Nelson, the VP of CX, and Meagan Thai discuss the financial insights from a recent project with a dental equipment manufacturer. They highlight the company's challenges, particularly their need for a unified communication solution that includes video capabilities. The timeline from discovery to execution was notably swift, emphasizing the importance of establishing clear communication and understanding customer requirements. The conversation also touches on the use of AI tools to assist teams in gathering requirements effectively. The episode concludes with a promise for more insights in future episodes.
In this episode, Josh Lupresto speaks with Tony Lauro, Senior Director of Security Technology and Strategy at Akamai, about the critical issues surrounding cybersecurity, particularly focusing on shadow IT and complacency. They discuss Tony's journey into cybersecurity, the importance of understanding the basics, and the role of micro-segmentation in enhancing security. The conversation also covers Akamai's cloud solutions, the emerging field of AI security, and the need for organizations to remain vigilant against next-gen threats. The episode concludes with insights into Akamai's roadmap and future directions in cybersecurity.
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