1. Why Telegration
“It’s Better Here.” From the beginning,
that’s what our customers and agents alike
say about Telegration. We’re different –
and better – as a telecom value added solu-
tion provider because we take an unbiased
and objective approach to building the best
business communications services for our
customers. Our support team members are
trained to solve your problems and help
you make the right decisions. We do every-
thing better because we have the best:
• Providers – Telegration works with a wide
range of premier providers of voice, Inter-
net, data, mobility, cable, and cloud ser-
vices to meet all local and national telecom-
munications needs, no matter how diverse
or complex
• Process – Unrivaled back office support
and proven processes eliminate the typical
inefficiencies and hassles associated with
placing orders, tracking, provisioning, and
billing
• People – One-of-a-kind service and sup-
port for customers and agents built on
close, personal relationships by people who
take pride in their work and really care
IN THIS
“What’s the NEXT action?”
Denis Raue President
Making the best action choic-
es is key to success in busi-
ness. Telegration continues to
make improvements in our
processes and increasing our
responsibilities of our em-
ployees every day. The key to
getting things done is to make
sure all things are defined and written down
and then making the best choices and defin-
ing the next action necessary to complete
our tasks. Our current tasks list we review
monthly in our department review sessions
currently include:
Executive Mgt -11
Customer Service -17
Channel Support Team – 12
Commissions -10
Programming -13
Sales Engineering Team -13
Mobility -7
Enterprise Deals – 6
Finance -12
Technology – 9
Retention – 18
Marketing -22
These action items continue to evolve and
get replaced with new ones of course. High-
lights of our current action items include
hiring an intern in the fall as part of the Chal-
lenge Detroit Program Telegration is spon-
soring in 2014, create a commissions touch
point in our agent onboarding program,
certify our CSM’s and Service personnel in
CTP, and developing a referral partner pro-
gram for VAR’s. Our team of employees of
course have monthly reports to deliver, cus-
tomer and agent calls to return, orders and
quotes to process, emails to act on, agendas
for
meetings to complete and training to par-
take in. In order for our employees to get
things done and stay stress free, they have
to stay on top of their game.
Our challenge as a company is to make sure
all employees organize all of their tasks and
complete their action items on a daily basis.
It takes commitment to act quickly and make
the correct decisions to each item that
makes their inbox, knock out their daily lists
of actions to do including commitments to
agents and other members of the team. It is
possible to get things done by reviewing
everything weekly including project folders,
lists of action items, lists of calls, list of
waiting for others, reviewing projects to
determine the “next action item” and mak-
ing the best “next action” decisions to be
completed. Projects take even more im-
portance when they make our executive
review lists in every department where our
leaders must continually review the status of
projects and push the next actions to move
the project forward until completion. Our
leaders and employees must review their
action items weekly and incorporate daily
actions and lists to get them done and con-
tinue an upward career path and fulfillment
at work.
Getting stuff done is what challenges us all,
not only in the business world, but at home
and in our personal life as too. We develop
our goals for our company through the pow-
er of positive outcome focus to improve our
company with action items. All action ideas
and tasks that need to be done must be
recorded and added to our “personal inbox-
es” to get done. It takes the power of collec-
tive habit to follow our processes to get
things done. The Power of the next action
keeps us moving forward -without procrasti-
nation- but with personal accountability to
completing our individual action items
makes for a great culture to achieve a great
volume of work. It is built on habit. It is built
upon getting things done. It becomes stress
free and rewarding to get it all done when
following the process.
It begins with continuing to ask the same
question everyday-
“What’s the next action?”
GM Brief
Update p.
CSM p.
SE p.
Service p.
p. 12
Upcoming Events p. 14

2. By David Sebestyen
As a pure-play IT cloud partner, I often am
asked about the best cloud solutions tele-
com agents should sell to get their cloud
compute practice off the ground. Hosted
PBX and the like have been easy entry points
into selling cloud for some telecom agents,
but many are finding these "telecom exten-
sions" provide neither a platform nor a path
that leads to building a cloud computing
practice. Closing this gap to the compute
side is very high on most agents' priority
lists.
So, how do you jump-start your cloud com-
puting practice? First, you need to first de-
fine what "the best" cloud product or solu-
tion means to you. For my company, it has
always been about delivering those products
and services that provide the highest value
to the client while nurturing and protecting
the long-term relationship by staying ahead
of the rapidly changing technology curve and
thus remaining in the forefront of the cli-
ent's mind as the "go-to person" for technol-
ogy. In other words, it means being a strate-
gic business adviser who consults with exec-
utive management on business transfor-
mation via technology as opposed to a per-
son who peddles technology products or
services — either as a middleman or as a
service provider.
GENERAL
MANAGER
BRIEF
DAN WILLIAMSON, GM AND VP OF
SALES
Dear Valued Partners,
After a brutal winter here in Michigan the
first quarter has come to a close and we
welcome the spring selling season. The
cold weather didn’t slow our production
down as we posted a 20% increase in
NMR over the same period in Q1-2013.
Our cable plays are staying consistent and
we showed a nice uptick in MPLS and
Hosted PBX sales. Our main focus in 2014
is to show the agent community our value
in the Mobility, Hosted PBX and Cloud
application markets. We are investing
time and resources to better support your
opportunities in these areas, take ad-
vantage of it!
That being said, Telegration is on track to
eclipse all benchmarks set in 2013. This
would include, Company Revenues, NMR
Sold and Wireless Revenue Sold. The
Management Team at Telegration again
would like to thank all our agents for their
contributions to our success throughout
2013.
We appreciate all the great work and
efforts to date put forth by our partners.
We are starting off 2014 in the right direc-
tion.
Upcoming Events-2014
 2014 Traverse City Cloud Council
Event – Dates: July 9th -10th
 2014 Telegration Golf Annual Invita-
tional – Date: August 18th
 2014 Channel Partners New Orleans
– Dates: September 8th- 10th
 2014 Telegration Agent Holiday
Awards Reception – Date: December
5th
 2014 WWJ News Radio Campaign –
Telegration and Sponsor Business
Travelers Forecast
Top Projects/Areas of Concentration-Q2
 Headcount by Department- Client
Retention/Engineering/Finance/
Marketing
• New Hosted PBX Design and Implemen-
tation – (TGN HQ)
• Employee Certification Requirements –
Comcast
• WWJ Radio Campaigns (Cloud Services
Message)
• Cloud Evaluation Assessment and Selling
Strategies (Creation)
• Agent “Touch Point” Process – (Improved
Onboarding-New Partners)
WELCOME NEW AGENTS TO THE
TELEGRATION FAMILY:
BEZALU COMPUTER
CCI SOUTH
CONVERGENT SOLUTIONS
CULINETWORK
DIRECT TEXAS TV
GALAXY COMMUNICATIONS
INTEGRA SYSTEMS
KINETIX
MICRO INFINITY SERVICES
PENN TELECOM
QUBIT NETWORKS
TECHNOLOGY CONVERGENCE GROUP
TELVERSITY
THE AVANT SOLUTION
WORKSIGHTED INC.
TOP NEW MONTHLY REVENUE
PRODUCERS IN 2014:
We appreciate the outstanding sales
efforts by your organizations to date!
S24 #1
BREAKTHROUGH #2
CHOICETEL #3
TELECOMM PROFESSIONALS #4
MAKANNAH GROUP #5
US NETWORK #6
SUNTEL SERVICES #7
C3 #8
ALIGNED #9
KANDU COMMUNICATIONS #10
Better People! Better Processes! Better
Providers!

3. A Decision Framework
You may have identified hosted email as a
foot in the cloud computing door. While
hosted email has its advantages, what you
really need is a solid framework through
which to evaluate any solution that you may
wish to represent. Any new solution set will
require a significant investment of time,
money and effort in order for you to develop
a differentiating level of expertise in the
space. So, you must avoid knee-jerk entries
and initiatives that amount to nothing more
than following the crowd. Instead, consider
solutions that fulfill as many of the following
four core criteria as
possible:
Reaches across all industries. A horizontal
solution helps you avoid having to develop a
vertical specialty or expertise, which, while
absolutely necessary, takes much longer,
requires more resources and is, therefore,
not part of a realistic "phase one" plan.
Is easily understood and needed by most
businesses. This criterion is essential for
scaling. It also is helpful for the solution to
present a potential crossover sale with your
core network services offer.
Causes little or no business disruption. Busi-
ness disruption is possible with any IT ser-
vice, but ideally you want the first cloud sale
to your client to have very low probability of
disrupting its employees. This criterion sin-
gle-handedly makes hosted email a less de-
sirable entry point.
Solves a core business problem that keeps
decision makers up at night while aligning
you with the client's internal or external IT
people. This is all-important because it posi-
tions you correctly and achieves significant
customer mindshare with the first cloud
sale, which is a prerequisite for a successful
long-term cloud practice.
In summary, you want a cloud service that:
1. gets clients’ critical business assets/
data in the cloud in some fashion — all
with little effect on the client’s day-to-
day business
2. places you into the valued position of
“trusted technology adviser"
3. offers your client a solution they did not
quite know existed — at least with the
feature set, capabilities and business
benefits you provide
4. has the potential to organically grow in
both scale and monthly recurring reve-
nue (MRR) without additional sales
Marketing
Update
Jeremi Hunter VP of Sales & Marketing
“Telegration
What is marketing to an organization?
What is the purpose or goal?
Marketing performs an experience en-
hancement role as well as providing oppor-
tunities for customers to co-create personal
value, through participation in the brand. It
makes more profit for the organization as
well as creating a customer relationship as
well as with our agents.
2014 Events:
 2014 North American Auto Show
– Date: January 15th 1-4pm
 2014 Channel Partners Vegas
– Dates: February 26th-28th
 2014 Traverse City Cloud Council Event
– Dates: July 9th -10th
 2014 Telegration Golf Annual Invita-
tional – Dates: August 18th
 2014 Channel Partners New Orleans
– Dates: September 8th- 10th
 2014 Telegration Agent Holiday
Awards Reception – Dates: December
5th
Sporting Events:
 Tigers – Time Frame March-
September 2014
 Redwings – Time Frame January-April
2014
 Lions Tickets – Time Frame September
– December 2014
Content Syndication:
 2014 I-Agent and TA Blasts – Promote
and send monthly and quarterly
 2014 Unique Agent Training with Dine
& Dash
 2014 Non-Producers Program
 2014 Appointment Setting and Lead
Lists
As I read a lot of articles about Marketing
and how it has evolved and changed it is
important to stay with the times and the
current trends of the market. One article in
particular that I thinks is of great value is:
Five Core Marketing Functions –
A Business Organization Blueprint
BY ANDREW STEIN
Like trying to understand an electrical cir-
cuit board without the schematic, it’s hard
to keep up with the complexity and im-
portance of the five core marketing func-
tions without a reminder from time to
time.
And, with the daily hype around the tacti-
cal effort, tools, and constantly changing
environment of social media, it’s easy to
lose sight of the five core marketing func-
tions.
As a corporate advisor and successful turn-
around CMO, I regularly discuss the big
picture as I guide CEOs and executives in
building sustainable organizations for the
long-term.
If you are a marketing leader, CMO, VP of
Marketing, or Director of marketing, and
you haven’t read at least a dozen articles in
the past 3 months about how “Social Me-
dia has changed or replaced marketing,”
then you might either be incredibly busy or
already understand the foundational five
core marketing functions.
Importance of Core Marketing Functions
The five core marketing functions are every
bit as important as R&D, operations, and
finance – and by many accounts, even
more critical to the business. Think back to
business school and recall what you
learned. Or, review your most recent busi-
ness failure. Was there enough horsepow-
er behind marketing? Were the marketing
basics of creating value, capturing value
and building programs and plans for sus-
taining value put in place before the social
media trigger was pulled?
To understand these core marketing func-
tions, one has to relax and clear their mind
of the day to day frenzy of delivering on
tactical activities and all the pressures of
every other executive’s demands on the
marketing function in your organization. To
do so, will allow this blog post to give you
insight as to how you might need to organ-
ize for success.

4. 5. So what are the best cloud services to
get your cloud computing practice off
the ground — or boost an existing prac-
tice? My one-size-fits-most answer is
data protection.
Data Protection Defined
Data protection goes far beyond data back-
up to include five components:
1. Online Backup. Raw data is backed up
offsite (with or without an optional
onsite component). Multiple versions
and retention periods exist. Data is
restorable from the cloud in the event
of partial or local loss, or full-scale dis-
aster. A wide spectrum of solutions
exist with varying viability.
2. Disaster Recovery-as-a-Service (DRaaS).
Data is replicated to the cloud as entire
servers/virtual machines — with or
without retention — and can be
brought online in the cloud with varying
recovery time objectives (RTOs) and
recovery point objectives (RPOs) or
shipped back wholesale for on-premises
recovery.
3. Continuity of Operations (COOP). Data
is synced and runs on live servers that
function as “warm spares," with varying
RTOs and RPOs. Ease of accessibility to
work off remote location varies. COOP
is extended with the integration of ad-
ditional technologies to reduce risk
against any single point of failure in an
infrastructure-as-a-service (IaaS) cloud
solution. This hedges against all forms
of cloud provider failure and is part of
the emerging cloud assurance space.
4. File Virtualization. With advanced fea-
ture sets designed for business and
enterprise, files are synced and shared
between locations, on and off private
and public clouds, and securely made
available to and from any device, any-
where. Primary stores can be on-
premises or in the cloud.
5. Email Protection. Mail relay, disaster
recovery and continuity for email, email
filtering and security, compliance ar-
chiving and related services.
Data Protection Benefits
As you can see, the data protection space is
both wide and deep, fits all four core criteria
of our evaluation framework and includes
solutions that can be designed and integrat-
ed to address a vast array of real challenges
that your clients face today. Even more im-
portantly, this solution category constitutes
Do it now – relax and breathe deep before
you proceed to read.
Oh, yes – you will find social media’s perva-
sive role described in context of the Five
Core Marketing Functions at the very end.
That way its tactical potential can be inte-
grated into the structure of these functions
more effectively.
Recognizing this fact helps to understand
the value of organizational roles differenti-
ated from specific tactical activities. A mod-
el I created many years ago and have suc-
cessfully used in technology companies
looks like this:
The Five Core Marketing Functions:
Corporate Marketing
This function has global marketing domain
to set and enforce brand standards, define
global infrastructure for public relations
(PR), investor relations, advertising, corpo-
rate communications, event strategies, user
group community programs and production
synergies across all marketing. Operates on
an annual corporate marketing plan calen-
dar assembled from editorial, PR, product
roadmap, and other coordinated calendars
to deliver on milestones and objectives.
Strategic Marketing
This function sets strategies for growth,
assesses competitive landscape, works with
engineering and product management to
perform gap analysis, performs make vs.
buy analysis, proposes and performs due
diligence for merger and acquisition (M&A)
targets, creates, develops and manages
partner programs, manages key relation-
ships to support technical, business, and
other strategic needs. Strategic marketing
operates on an opportunity-based calendar.
Product Management
This function is the owner of the product
and its long-term strategy (multi-release
through end-of-life) and current direction
(next release), articulates innovation such
that it can be built and marketed. Defines
and communicates initial positioning and
messaging, pricing strategies, commerciali-
zation strategies, go-to-market strategies
and competitive positioning. This function
works in a cross-functional team with sales,
marketing, product development, R&D,
engineering and operations functions to
achieve pre- and post-launch results. Prod-
uct management operates on a product-
lifecycle calendar.
Product Marketing
This function builds and drives launch plans
for products and service offerings, refines
raw positioning and messaging (received
from Product Managers in MRDs) into crisp
value propositions, drives tactics for prod-
uct and services sales training programs.
Product marketing operates on a product-
lifecycle calendar.
Field Marketing
This function’s modus operandi is to exe-
cute, execute, execute… marketing pro-
grams and campaigns that have a singular
focus of lead generation and driving oppor-
tunities through the pipeline. Operates
under a quarterly calendar. This function
has dotted-line or direct matrix reporting to
the divisional or geographically distributed
organizations.
Channel Update
Heather Conaway, Manager of Channel Support
As Telegration’s partner sales increase, the
Channel Support Team continues to adapt
and learn new carriers to meet the chal-
lenge. In 2014, the Channel Support team
will have considerable amount of training
that will be needed to learn all the carrier’s
products and processes. Some of these
carriers are:
 AT&T Fiber Broadband Process
 AT&T Mobility
 Hosted PBX Carriers and their process-
es with assessments for the partner
opportunity.
Here are a few of our 2014 Initiatives to
improve our level of support for you!
Certified Telecommunications Professional
Program
Certified Cable Professional Program
More on site visits with our partners with carrier
specific trainings.

5. a highly strategic sale that can jump-start or
grow your cloud computing business, offer-
ing many benefits beyond solving your cli-
ents' essential needs. These include:
1. An easy cloud compute conversa-
tion. Data protection can be plugged
easily into any network services inquiry.
In contrast, it would not be a natural
extension of the ongoing conversation
about an MPLS network to bring up
virtual desktops.
Low to no impact on user population. Data
protection, in most cases, constitutes a solu-
tion set that has almost no end-user impact,
but it is critical to decision makers. There is
less opportunity to disrupt day-to-day busi-
ness and create client perception issues. The
solutions are non-invasive, but establish the
client in the cloud, providing a strong beach-
head. Compare this to hosted email, which is
very likely to have end-user and decision-
maker pain for little return. Plus, hosted
email is not even a gateway into the rest of
the cloud computing world; strictly speaking,
hosted email is a free-standing SaaS app.
Clients routinely adopt one SaaS app and do
not do anything else in the cloud for years.
In contrast, field experience proves that data
protection easily leads to other cloud sales.
Varied entry points. Each of the five legs of
the data protection space is appropriate for
any client with little dependence on the
client's size or point in the cloud adoption
process. Data protection can be up-sold and
cross-sold to any client regardless of where
the client has its IT infrastructure — onsite,
in a colocation facility, or partially or fully in
the cloud.
Built-in multiplier. Data protection is one of
very few solution categories that features an
aggressive built-in multiplier. Commissions
always go up rather than down because data
always grows; both the solution and the
resulting MRR grow organically without hav-
ing to reengage the client.
Aligns with IT resources. Most people re-
sponsible for IT put data protection high on
their priority list. Traditional legacy data
protection methods rely on human interven-
tion and on software prone to known issues
that can corrupt or lose data. Often times,
malfunctions cannot even be discovered
until your client has a disaster and the data
cannot be restored. Technologists as well as
financial and executive decision makers rec-
ognize data protection as critical. Decision
makers tend to be highly interested in new
ways to solve this core business problem
and to remove themselves from the respon-
Improve our Response Time and Communi-
cations with our partners.
As always we welcome feedback! If you
have any comments/suggestions please
email alliancesupport@telegration.net
Promotion Announcement of :
Marjorie DeBenedetti as Channel Support
Manager Team Leader.
I am very pleased to announce the promo-
tion of Marjorie DeBenedetti to Channel
Support Manager Team Leader for Telegra-
tion. Marjorie has been with our company
since 2005 as an Administrative Assistant.
During her time with Telegration, Marjorie
has also held the position of Channel Sup-
port Manager and Executive Assistant to
the President.
Her performance in sales has shown consid-
erable growth over the last few years and
she continues to increase sales results.
Marjorie is known for her ability to be a
team player and overcomes problems dur-
ing challenging times. In her new position,
Marjorie will be responsible for developing
training schedules with various carriers,
track partner sales and report CSM sales
results, identify areas for training/
improvement as well as be a day to day
resource for the CSM team.
Please join us in congratulating Marjorie on
her promotion and wish her continued suc-
cess in our company.
Provider Spotlight
Q2 Spiffs
Provider Spotlight
Q2 Spiffs

6. sibility.
If you have not yet considered data protec-
tion, now is the time to align yourself with
cloud service providers that specialize in this
space. Look past one-trick providers to those
that carry a suite of services that work to-
gether. And, be sure to consider factors such
as pedigree and longevity and technology
edge; there is a wide variance in solution
viability, installed base, financial stability
and support infrastructure. In addition, team
with select IT partners or an industry group
that can help provide the expert analysis,
assessment and solution design skills re-
quired to architect a complete data protec-
tion solution for your clients. A data protec-
tion sale is the best foundation for a thriving
cloud computing practice.
David Sebestyen is a founder of Skyrope, a
managed IT services provider, and a manag-
ing director of Cloud Taskforce, a consortium
of services providers including Skyrope that
have joined forces to acts as clients' advo-
cates in the cloud. Cloud Taskforce also is a
member of the Agent Alliance. Sebeystyen
has nearly 20 years of experience in technol-
ogy services with a focus on business devel-
opment, design, implementation manage-
ment and account management.
Twitter: @cloudtaskforce
LinkedIn: linkedin.com/in/davesebestyen
Everything you need from one provider:
Telegration
Today’s telecom environment is complex.
The good news is Telegration makes it easy
with integrated business communication
solutions that can combine the telecom
technologies and services you need – from
long distance and local voice service, Inter-
net, VoIP, mobility, to data, cable, and the
cloud.
No matter how large or complex your busi-
ness communications needs may be,
Telegration’s experienced support team can
analyze your situation and create a solution
with the best technologies and the best
rates.
The real challenge for all of us will be the
next era change in our industry for Telegra-
tion to make the changes needed to become
a “Technology Solution Provider” and transi-
tioning to selling “Cloud Services”. We’ve
identified our better providers to prepare for
2014 and trained internally and prepared for
the challenge. I am confident that we will
make it happen again to meet the next era
of telecommunications change in our indus-
try.
Channel Update
Marjorie DeBenedetti, Channel Support Manag-
er Team Leader
First Communications was founded in 1998
and has expanded its network and solution
offerings over the last five years as a result
of strong growth and acquisitions. Their
network is focused on the Midwest Lata’s
of Akron, OH., Chicago, IL., Cleveland, OH.,
Dayton, OH., Grand Rapids, MI., Lansing,
MI., and Youngstown, OH.
Telegration, Inc. works closely with our First
Communications Channel Manager Bob
Adams. We have a long standing profes-
sional relationship with Bob. Bob Adams is
always available to get on a call, come to
our HQ in Clawson or assist our agents and
keeps his arms around our team here.
First Communications has advanced tech-
nology solutions that are reliable and se-
cure. They offer a wide range of products
and services to meet the demand of their
business customers. Their product portfolio
includes: Ethernet, MPLS, SIP Trunking,
Voice, Internet, Data Center, Managed Ser-
vices, and Cloud Services.
With so many providers out there, what
makes First Communications stand out
from the rest?
Over 40% of their organization is dedicated
to Network Customer Engineering, manag-
ing and monitoring their proprietary net-
work.
The average industry tenure of First Com-
munication is over 15 years of telecom and
technology experience.
First Communications has customized tech-
nology solutions based on all customers
current and future IT needs.
First Communications provides its’ custom-
ers with a team of dedicated, highly trained
and empowered specialists to ensure a Five
– Star service delivery experience.
First Communications is committed to
providing their valued clients with the best
customer service in the industry, because
they will not be successful if customers are
not satisfied with their services and sup-
port.
Here is what to expect from First Communi-
cations.
24/7/365 Support Team Network Manage-
ment Center
Available by phone or ticket at all times
Take responsibility for the services we pro-
vide function as intended
Empower their employees to make deci-
sions on the customer’s behalf and to make
good on their commitments
First Communication support staff is locally
based and in close proximity to upper man-
agement, and their team will strive to be
accessible if needed.
For more information on garnering the ad-
vantages of a provider with a competitive
portfolio, contact your Telegration team at
800-TEL-GRTN
Channel Update
Noelle Lia. Channel Support Manager
Time Warner Cable Business Class is pleased
to announce the availability of Session Initi-
ation Protocol (SIP) trunks to the Partner
Channel in all TWC markets (excluding the
legacy New Wave and Insight areas of the
Midwest and Hawaii). SIP trunks offer cus-
tomers an economical trunk interface for
their IP PBX equipment with scalable capaci-
ty from 6 to 60 call paths, (a.k.a. concurrent
call sessions) and up to 200 call paths in the
near future. With SIP trunks, TWCBC great-
ly enhances its voice trunk portfolio and
furthers its ability to offer customers scala-
ble, flexible, and cost-effective, voice ser-
vices. A full list of included features is be-
low.
Provisioned over their extensive fiber-rich
IP network, TWCBC SIP trunks include dedi-
cated bandwidth for the voice calls, so a
customer’s voice traffic no longer competes
for bandwidth with the data service.
The target market for this offering includes
NEW TWCBC voice prospects that have
approximately 25 to 250 employees, have a
qualifying IP PBX, require a scalable voice
trunk solution and need from 6 to 60 call
paths. Existing TWCBC voice customers
(BCP or PRI) desiring migration to a SIP
trunk solution will be evaluated on an ICB
basis.
Several makes and models of IP-PBXs have

7. The key to our cloud success will be in teach-
ing folks how to sell the cloud and develop-
ing our People, Processes and relationships
with our Cloud Providers. I encourage all of
us to master our sales pitches as the era we
are entering is one about getting in the door
as customers start to make long term deci-
sions on making selections of their
“Technology Solution Providers”. I am confi-
dent that the Telegration Sales Support
teams will master this and assist our agents
to the cloud.
2014 State Of the Union
Company Awards Event
been pre-approved for operability with
TWCBC SIP Trunk service. Manufacturers of
preapproved IP-PBXs include: 3CX, Aastra,
Allworx, Asterisk, Avaya, Cisco, Cisco/
Linksys, Digium, Fonality, InnoMedia,
IPTel.org, Microsoft, Nortel/Avaya, Pingtel,
ShoreTel and SIPfoundry. For a full listing of
pre-approved IP-PBX’s contact your Telegra-
tion Team.
SIP Trunks are priced per concurrent call
session at competitive rates. Customers are
offered monthly recurring rates based on a
contract term.
For more information reach out to your
Telegration team for a quote!
SIP Trunk features
 Concurrent Call Sessions (CCS): Choose
from 6-60 (6-23 for DOCSIS) concur-
rent call paths with additions available
in single call path increments.
 Trunk Overflow: Enables re-routing of
inbound calls when the primary trunk
is busy.
 Alternate Routing: Allows you to re-
route calls to a new destination when
a location becomes inaccessible.
 Unlimited Calling Plan Pricing: Pro-
vides unlimited local calling with bun-
dle and term discounts.
 On-Demand Capacity: Purchase capaci-
ty based on the number of concurrent
calls that you make.
 Caller ID: Displays the name and num-
ber of the calling party for inbound
calls.
 On-Demand Analysis Reports: Tracks
day-of-week and time-of-day usage, as
well as top ten highest calls.
 Outbound Long Distance Packages:
Choose from plans with up to 10,000
MOU per month.
 Inbound/Outbound Call Blocking:
Blocks various call types that generate
additional charges (e.g., collect calls,
900 numbers and international calls).
 Calling Name and Number Delivery:
Displays the name and number of your
business to recipients of outbound
calls placed by your business.
Channel Update
Maria Perisi, Channel Support Manager
SIP Trunking Solution Sales
Telegration and nexVortex have teamed up
to make SIP Trunking easy. Learn about the
value proposition of bring your own broad-
band SIP Trunking, popular SIP Trunking
applications, and SIP Trunking solution
sales. Join us on Thursday, April 24h at 2pm
EST to learn more.
Learn More
Do you know that according to the latest
market research, by 2015, SIP trunking will
overtake T1s as the preferred connection
type among North American Enterprises?
Learn more about creating value with SIP
Trunking solutions in our next webinar.
This 20 minute webinar session includes:
 SIP Trunking Value Proposition
 Business cases for TDM migration
 SIP Trunking value for multi-site appli-
cations
 Moving the PBX into the data center
 Popular SIP Trunking Applications
Thursday, April 24th at 2pm EST
About nexVortex, Inc.
nexVortex is an IP Communications Service
Provider specializing in SIP Trunking ser-
vices, conferencing, and other VoIP solu-
tions for business. nexVortex is an UNCOM-
MON company delivering Uncommon Ser-
vice while excelling through technical Know-
How and an unbending Commitment to our
customers. Our mission is to provide our
customers with the IP knowledge, services,
and capabilities they need to improve their
business communications easily and afford-

8. ably. For more information, visit nexvor-
tex.com and connect with us on Facebook,
Twitter, and LinkedIn.
Q1 Trends and
Overview
Brandon Burchard. VP of Business Development
So spring is in the air or at least the calen-
dar shows its spring, but the snow is still
falling and there is still ice on the lake if you
take a short drive north…so how could it be
spring?!? I am not sure what to believe
some days about the seasons we are expe-
riencing or the direction of the industry we
all find ourselves in. I find that many part-
ners and reps in our industry are feeling the
same way when we talk about emerging
technologies like cloud services, SIP trunk-
ing, and Hosted PBX. There are still many
nay-sayers that do not want embrace
change, or just have a hard time believing
that these new technologies are going to
replace the way we have done things for a
hundred years.
My point is regardless of what the calendar
tells you or the latest market research is
predicting; the old saying “the proof is in
the pudding” still holds true at this time in
our industry. As we continue to educate
and market the emerging technologies I
find it interesting when I take a look back at
Q1 and see what our customers are actually
buying and how the providers are doing
with their new services.
The first three months have shown a few
trends that began last year and are continu-
ing into 2014. The first trend and a large
majority of our Q1 sales are BIG bandwidth
and redundant Internet pipes. Businesses
are buying more bandwidth that ever be-
fore. T1’s are finally dead and a majority of
businesses are moving to Ethernet technol-
ogy as soon as it become available to them.
This transition is happening as fast as DSL
replaced dial up and I am sure the Cloud
has something to do with it.
The next trend that is finally becoming
mainstream is SIP services that are replac-
ing TDM POTS. The FCC, AT&T, and Verizon
helped motivate many business to finally
consider making the transition with their
announcement of the TDM network getting
shut down by 2020. These type of events
always seem to help our business drive new
technology the same way hurricanes help
businesses consider disaster recovery plans.
The last trend I want to highlight would be
around managed or Hosted PBX that is
starting to become mainstream, however
there has been no earth shattering event
that is forcing businesses to make the tran-
sition. There are plenty of options from
premises based vendors like Avaya,
Shoretel, and Cisco and many businesses
still use the phone the same way they did
20 years ago. As we start to measure the
benefits of hosted providers we are learning
what types of businesses will make the
switch and also learning that some will ride
out there existing systems until the lights go
out.
The trends we see at Telegration here in
Michigan can be much different than the
trends we see with our partners in LA just
like the weather…so regardless of the latest
Gartner report or provider presentation
that tells you about the billions of dollars
you are missing out on; we need to ask our
customers where the next trend will be and
listen to their pain points and business
needs to find the right solution. Bandwidth
was king in Q1 here at Telegration and I am
excited to see what the next several months
will produce. Is it time for the Cloud and
summer weather? Only time will tell so stay
tuned…
New Provider
Spotlight
Craig Goins. Sales Engineering Team Leader
Telegration is pleased to announce that
Comlink has been added to our portfolio of
providers, below is an overview of their
products and services and network map.
With DATACENTERS that host clients resid-
ing in over 100 countries, COMLINK is a
leading provider of CLOUD SERVICES, dedi-
cated and virtual private servers, storage,
and colocation all CONNECTED over a pri-
vate, protected Ethernet backbone with
bandwidths up to 100Gb. Using our private
fiber network and multiple certified data-
centers (HIPAA, SSAE 16, PCI) strategically
located, COMLINK can provide your busi-
ness with redundant (Hot) servers, granular
backup and restore capabilities, and a true dis-
aster recovery and business continuity plan.
COMLINK also provides leading edge ser-
vices such as MPLS, Optical Wave, Ethernet,
DS1, DS3, OCx, and DSL. COMLINK offers the

9. premier neutral Access and Local Tandem in
Michigan. In addition COMLINK offers an
array of Voice services; PRI, SIP, Long Dis-
tance, Conferencing and Hosted VoIP.
Products and Services
Cloud Services
Comlink has taken a redundant approach
enabling our customers to protect all appli-
cations running in our cloud with cost effec-
tive replicated infrastructure. As you’re on
premise servers age, migrate them seam-
lessly to the cloud using state of the art
migration tools from Veeam. Accelerate
time to deployment by instantly provision-
ing new replicated servers and storage to-
gether. From Assessment to implementa-
tion to management, our certified profes-
sionals will get you where you want to be.
 Cloud Servers - Managed private and
hybrid cloud servers with an audited
environment, service level agreements
and cost effective replacements, to on
premise servers.
 Dedicated Servers - Managed or un-
managed with high availability, proac-
tive support and redundant infrastruc-
ture to eliminate server downtime.
 DataCenter – Customize a secure and
cost effective solution to fit your
needs; from just needing a cabinet,
uninterruptable power and internet, to
completely managed with unlimited
24/7/365 support.
Network Services
 MPLS
 Virtual Ethernet (VES/VPLS)
 Internet Access
 Ethernet over Copper – Up to 15Mbps
 Private Line – T1 to 100 Gbps fiber
 Optical Wave
 Private Fiber Builds
 24/7/365 NMC Support
Voice Services
 Hosted PBX/Phones
 Authorized Polycom Provider
 SIP Trunks
 PRI
 Integrated Voice & Data (PRI/SIP/
Analog)
 Voice Conferencing
Network Map
COMLINK’s rapidly expanding fiber optic
network is headquartered in Michigan and
extends throughout the Midwest; with over
5,500 miles of fiber and metro rings extend-
ing throughout the areas major markets.
COMLINK’s Network Management Center is
manned 24X7x365 to ensure the security of
our network, the reliability of our services,
and satisfaction for our clients.
Contact your Telegration Sales Engineer for
more information on Comlink or to set up a
training with your Comlink team.
Fisher
Thoughts
Andrew Fisher, Senior Sales Engineer
Everyone knows that Cloud Storage is the
future!
The price of internet connections continues
to decrease. 3% of businesses are using
complete cloud storage, today. Only 8% of
businesses have plans to implant cloud
solutions. This leaves us 89% of the busi-
ness that need our help! How do we posi-
tion ourselves to be a true of value to your
customers?
First providing our clients, a vision of how
they can move to a cloud solution. Most
customers are going to want to take baby
steps. Starting clients with a solution of
how can back up there servers to a Cloud
solution. This is a great baby step. This
Baby Step will be a giant step in your true
value to your client. When your client be-
comes a cloud client, they will be a cloud
client for life. Clients believe that it is very
difficult to move to from one cloud environ-
ment to another cloud in environment. Your
client will become locked into your solution.
Telegration and The Cloud Task Force has
solutions that will allow your customer to
back up their data to the cloud and not
impact their day to day operation!
Let Telegration show you some of these
solutions!
Increasing
Revenue the
Traditional Way
George Aldea, Senior Sales Engineer
Fiber sales are booming at Telegration.
During recent sales calls clients are asking
for more…”More Internet bandwidth, More
bandwidth connecting additional sites to
their wan, and More employees! Business-
es seem to be hiring more people, finally!
The theme here is a very positive one for
our industry. I know we are looking to sell
more cloud services (and we are) but we
are also seeing a big uptick in our IP net-
working sales results/ funnel.
I find it interesting that we rarely quote a
simple T1 for a site on a MPLS network or
to the Internet. After sitting in recent
meetings with clients we are seeing the
change in market direction? Bandwidth is
now being driven by applications in the
cloud! It is apparent that clients are
adopting cloud based services in rapid man-
ner instead of rushing out to build new
servers on their sites. For example, car
dealerships are now adopting their CRM
companies cloud based services instead of
having to maintain servers in house. These
CRM companies like ADP are working with
us and clients to set up the best networking
topography possible. Also, instead of sim-
ple point to point networks connecting back
to a host site on the dealerships network,
we are seeing large fiber based Internet
services being deployed at all the dealer-
ships locations. ADP is providing a secure
firewall in their service offering. For those
who still want to maintain IRON on site
(cool speak for servers), we have deployed
large fiber Metro E networks connecting
their locations.
Another great vertical is medical care and
especially nursing home/rehab centers.
These businesses have some aging infra-
structure but with ERM (Electronic Medical
Records) being deployed both on premise
and cloud solutions, we are seeing large
data networks being deployed with redun-
dancy included. Yes redundancy… this all
means more revenue in our pockets.

10. As Telegration continues to increase sales,
Customer Service continues to add new
people to the Service Department to meet
the demand. Our most recent additions are
Joel Eifert and Margaret Shephard. Both
people have a very strong background in
AT&T service experience and we are de-
lighted to have them on our team. It has
been an eye opener for them to work with
other providers and to see our Telegration
attitude in action that works on behalf of
you and your customers no matter what!
Justin Jones has progressed to a full time
Order Fulfillment role but is a little more
diversified. He also assists with some Chan-
nel Sales Managers and Marketing tasks.
The ramp-up process at Telegration is truly
a challenge for new people as there is a
tremendous amount of training needed to
learn all the carrier’s products and process-
es.
Our 2014 Initiatives to Improve our Service
to You!
 Add more Customer Service Reps to
the Department. We will be hiring
another Rep soon.
 Improve our Response Time and Com-
munications with our agents and cus-
tomers.
 Improve Project Management to pro-
vide the smoothest installations possi-
ble and assist with Repair requests
with the best diagnostic skills possible.
 Become fully certified on all providers
and trained for the move to Hosted
Cloud technologies.
Develop more professional documentation
and systems to deliver the information
My advice is try and be inclusive during the
sales process with your client’s VARS, CRM
and EMR providers. We have found having
them at the table with us to be very benefi-
cial in closing the large network deals.
Good Selling!
Acquiring New
Customers
Dan Fell, Corporate Account Manager
Acquiring new customers is costly, so it’s
often more cost-effective to sell additional
products and services to an existing cus-
tomer than chase after new prospects. In
field service organizations, getting existing
customers to renew their service contracts
is vital to a healthy business. A high renewal
rate requires both excellent customer ser-
vice and the technology to manage contract
renewals and ensure customer satisfaction.
There are several strategies a field service
organization can use to bolster its renewal
rates and customer service levels, but coor-
dinating these methods requires a sophisti-
cated system with alerts and activity sched-
uling. At the basic level, a service provider
should combine its service system and a
customer relationship management (CRM)
solution together in order to leverage time-
ly renewal communications and improve
contract management.
A lot of companies have a contract manage-
ment tool within the organization, which
helps with evaluating which renewals are
coming up, understanding their net profita-
bility and making sure the retention rate of
their contract renewals is high. Here are a
few ways that contract management soft-
ware can enhance your service.
Improving customer service communica-
tions: A software system makes it possible
to use automation to improve workflow,
such as scheduling a sequence of renewal
activities for the customer service or con-
tract management team. This makes sure
that sales representatives follow up in a
timely fashion with customer requests and
key contacts. Contacting customers at ap-
propriate intervals provides time to answer
any questions they have about their con-
tract renewal and helps them understand
their service options.
Analyzing contract profitability:
While it may be preferable to sell a renewal
instead of a new service, some contracts
may prove unprofitable. Key to effective
contract management is having visibility
into contract profitability analysis. It’s im-
portant that when looking at the upcoming
renewals you can understand which con-
tracts are profitable and which will need to
be adjusted prior to renewing the service
agreement.
Providing additional sales opportunities:
Once a good contract management system
is in place, a field service organization can
train its renewal or sales staff to upsell re-
newals with optional add-ons. This allows
the company to get more value out of the
contract by charging for extra tweaks or add
-ons, and to provide enhanced, tailored
customer service.
More Reps for
More Agent
Support
Lynette Jones, Director of Customer Service
Announcing More Reps for More Agent
Support!

11. to you and your customers.
 Develop our After Hours Service Deliv-
ery utilizing new equipment and re-
mote Staff.
There is no question that the vast majority
of our orders now require more advanced
complex technologies. We continue to add
more Enterprise Customers which demands
more expertise than ever before. We feel
confident that if we keep our nose to the
grindstone and work hard on these initia-
tives, the Service Department will meet
these challenges.
Carrier News You Should Know………..
AT&T Flex/FBB
The AT&T BVOIP product line continues to
change and their marketing team continues
to add more options, promos and features.
Advanced Features allows you to call for-
ward in an emergency and provides many
other features through their online tool,
Business Direct. There are small fees for
these Advanced Features but are well
worth it. Lead Times:
 IP Flex – Installation timeframes (if
facilities are available) – 45-60 days.
 FBB – Fiber orders still average 6 – 9
months. We had many delays this
quarter with fiber but part of the prob-
lem was the weather playing havoc
with construction teams trying to bore
through ice and snow!
We look forward to assisting you and your
customers even better this year !
Provider Spotlight
Q2 Spiffs

12. Mobility Update
Ian Branam, Mobility Manager
Mobility is driving the way global enterpris-
es and their customers communicate and
collaborate. Employees and customers alike
take their Smartphones, tablets, and other
mobile devices everywhere they go. In this
age of shared data plans and 24/7 connec-
tivity, your mobility strategy must be not
only extensive and reliable, but also cost
effective. While most business need to em-
brace mobility, getting your arms around all
the options is not easy. Plus it’s always a
challenge to keep up with rapid changes in
mobility technology – will your apps run on
next generation devices? And which devices
are the best fit with your workforce in
terms of features and capabilities to help
them do their jobs smarter?
Managing mobile devices is better with GOOD.
Good for Enterprise
from AT&T is a mobile device management
solution that provides customers with wire-
less productivity.
Good for Enterprise™ provides enterprise-
grade wireless
email, Personal Information Management
(PIM), and IT security and management
tools for complete visibility and control of
your diverse smartphone deployment.
Product Suite Includes:
Good Mobile Messaging
• Email and PIM with exceptional user expe-
rience.
• FIPS-certified TA and on-device data en-
cryption.
• Calendar and contacts that work across
most platforms
Good Mobile Control™
• Control, provisioning and management
from a Web-based portal.
• Software distribution with version man-
agement.
Good Mobile Access
• Access to company information/
applications.
• No extra VPN hardware/software or pro-
prietary SDK require
Business Benefits:
Compatibility
 Compatible with a variety of operating
systems your employees are already
using and are comfortable with includ-
ing iOS®, Android™, Palm OS™, Symbi-
an and Windows® Phone OS.

13. Device Management
• Security and management policies can be
restricted to selected applications or ap-
plied to the functionality
of the entire device.
• Enterprise control is “contained” and
does not impact personal experience, apps
or data.
Security
• Helps ensure security at each level of data
delivery—internal, perimeter, transport and
at the handheld device.
Telegration knows mobility. Let’s talk !
Cincinnati Bell, the nation's ninth-largest wireless carrier, announced that it will shut
down its wireless network and sell its spectrum--essentially an acknowledgement that it
cannot compete in today's wireless industry
Verizon Wireless said customers who are on month-to-month contracts or who bring
their own phones can now get discounts on their service pricing by moving to the carri-
er's "More Everything" shared data plans
According to a new, detailed analysis from New Street Research, Sprint and T-Mobile US
need to merge to effectively compete against AT&T Mobility and Verizon Wireless be-
cause one of the companies will ultimately fail if they are not able to merge.
T-Mobile US will drop its overage fees for all of its domestic plans and is
launching a petition to get Verizon Wireless , AT&T Mobility and Sprint to do the
same thing.
AT&T launched on April 9, 2014 a new branding campaign that appears
aimed at bringing together its many products under one message, with an em-
phasis on mobility. Under the tagline “Mobilizing Your World”, AT&T is launching
a series of four new television spots that will kick off during coverage of the 2014
Masters Tournament on ESPN and CBS.
MAKING WIRELESS NEWS IN THE PAST WEEKS

16. Telegration Presence at the 2014
Channel Partners Expo in Vegas
On Feb. 26-28, 2014, Michigan-based
AT&T Master Agent Telegration, Inc., a
master sales agency and leading provid-
er of business telecommunication ser-
vices, was in attendance at the 2014
Channel Partners Expo in Vegas. Telegra-
tion theme for the Expo was Recharge
and Revitalize. Telegration had a booth
set up outside the Expo hall that includ-
ed an Oxygen Bar, Charging Station for
multiple devices, and a Masseuse. The
Telegration booth was a huge success.
Many attendees revitalized at Telegra-
tion’s Oxygen Bar while recharging their
mobile devices at the Charging Station.
The Telegration team was on site to
meet with potential partners and service
providers to develop partnerships and
expand their service portfolio. Telegra-
tion met with some of the leading solu-
tion providers in the Telecom industry
such as, Comcast, Charter, and Time
Warner Cable over dinner discussing
strategy and marketing ideas to increase
revenue on both sides.
“The BEST networking event I have been
to thus far.”
-Rayon Treadwell
Marketing Administrator & Agent Recruiter,
Telegration
Upcoming Events
2014 Traverse City Cloud Council
Dates: July 9th-10th
Invites will be sent out via email. Spaces are limited so please respond as soon as you get an
invite.
2014 Telegration Golf Annual Invitational
Date: August 18th
Invites will be sent out via email. Spaces are limited so please respond as soon as you get an
invite.
2014 Channel Partners New Orleans
Dates: September 8th-10th
2014 Telegration Partner Holiday Awards Reception
Date: December 5th
More information will be sent out via email as the event gets closer