Steve Farmiloe

Granite Telecommunications

I work with existing and new sales advisors, MSPs, VARs, Resellers, and TSDs to help them identify opportunities to bring the Granite Telecommunications talented presales team into their top customers early and often to help them achieve their desired business outcomes.   Granite has proprietary products and services that are not available anywhere else in the industry.  I also align my efforts with the Granite Regional Sales Directors and Channel Managers to get the word out.  In my humble but accurate opinion, Granite is the premier technology / telecommunications provider in the entire industry.  Debt free, privately owned, and incredibly tenured employees, means that the customer satisfaction rating is unequaled.  This offers long-term stability which means that we can make decisions in the best interest of each and every customer.

Director of Channel Development

AppDirect

As a Sr. Channel Sales Manager I help train Sales Partners (Advisors, VARs, MSPs) to sell the complete stack of technologies to their clients.  I have tools, systems, and templates to help sales partners achieve a higher level of success and revenue growth.  I have led and grown sales teams my entire career.  My professional brand, the Top Gun Show, and national exposure is unlike anyone else.  I have achieved President's Club level in all 3 of my years at AppDirect.  I get to know each sales partner and help them develop a business development strategy unique to their business.

Born in the cloud in 2009, AppDirect is the #1 digital marketplace to find, buy and manage all business technology services including connectivity, wireless/mobility, software, infrastructure, energy, managed services, and devices.

I direct and oversee the execution of Sales Partner recruitment in CA, OR, WA, NV TX, and AZ for AppDirect.  Also responsible for identifying potential acquisition candidates in various forms of perpetuation.  

Accomplishments: 

•	Named Rookie of the year for 2021 – based upon highest revenue generated
•	Starting with no partners in January 2020, I built the territory to the #2 highest new business Channel Manager in the entire company of 15 Channel Managers.
•	Exceeded quota 173% in the first year.
*   Exceeded President's Club levels in each of the 3 years at AppDirect.
•	December 2022 was 338% over quota (which at the time was $100,000 in new business booked)

Sr. Channel Sales Manager

TPx Communications

Directs and oversees execution of channel sales revenue driven through TPx's Channel Program. Sets short- and long-term growth strategies and evaluates effectiveness of current programs across my Channel Manager team. Helping our valued partners and customers unleash enterprise productivity by delivering complete managed communications and IT services.  Responsible for helping the channel management team deepen existing relationships, and train and equip sales partners and sub-agents to position TPX services to their clients.  Managed 6 Channel Managers in the west.

Director of Channel Sales

I work with progressive and innovative telecom and cloud services sales agents, VARs, MSPs to deliver the best services to their customers.  TPx Communications is the premier managed services provider, redefining the way enterprises grow, compete and communicate.  TPx’s unified communications, managed IT services, continuity and connectivity solutions all work together to “reach a higher state of connectedness” – with customers, employees, clients, suppliers, locations, applications and more. TPx can provide guaranteed performance wherever there’s a broadband connection, erasing the limitations of geography, incumbent providers and capital expenditure. Headquartered in Los Angeles, with major locations across the country, TPx is driven by a DNA of obsessive customer service and being a trusted advisor to its customers.

Channel Manager II

ATaaS Group

The ATaaS Group (Agency Transformation as a Service) provides two services:

1)	We build agency value for independently owned telecom sales brokers, VARs, and MSPs.
2)	We help carriers and cloud service providers achieve optimal indirect channel results.

AGENCY DEVELOPMENT PROGRAMS:

We have a proprietary 65-point agency assessment in 7 unique categories that identifies the exact components for growth and building agency value.  Other consultants teach you to adopt their plan. We create a custom plan specific for your agency.

The categories of agency analysis consist of:

•	Leadership / Vision / Management
•	Financial Statistics / Benchmarking
•	Agency Perpetuation Planning
•	Operations / Systems / Scalability
•	Sales Growth / Hiring / Fast Tracking
•	Marketing / Branding / Social Media
•	Executive Health / Lifestyle Balance
 
Simply stated - we not only explain where you have room to get better, but we take you by the hand and guide you every step of the way!

CHANNEL DEVELOPMENT PROGRAMS

•	Comprehensive Indirect Channel Assessment Analysis
•	One on one coaching for your indirect channel leaders
•	Channel Development strategies – short and long term
•	Tactical analysis
•	ROI financial analysis
•	Indirect channel best practices
•	ATaaS intellectual property and proven tools 
•	Company culture
•	Scalability
•	Process and procedures
•	Easy to do business with analysis
•	Personnel assessment
•	Hiring assistance
•	Finding the right indirect channel partners
•	Getting the most from your sales and marketing budget

Find out more at www.ATaaSGroup.com

ATaaS Group - CEO - Founder

Top Speed Data Communications

Top Speed Data has helped Businesses Define Cloud Migration Strategies While Lowering Telecom Spend.

Under my leadership, Top Speed Data grew from 8 to 35 independent sales agents.  Additionally, we successfully pivoted from 100% circuit sales, to a managed cloud services focus.  Upon my departure, we had 64% YTD new business installations of managed cloud services.   Those managed cloud services consisted of hosted phone systems, contact center, cloud compute (DaaS, DRaaS, ITaaS, DBaaS,) and cybersecurity services.

I developed a comprehensive targeted marketing strategy utilizing Discoverorg and Tellwise for our suppliers.  After learning the supplier's value proposition, I built a call cadence to identify, contact, and create new business relationships for our top tier suppliers.

I organized the Supplier of the Month program where I focused on one supplier each month.  I conducted weekly targeted email blasts to their ideal client profile, followed up on each opened email, assigned the leads to our sales agents, led a lunch and learn for our local Nor Cal sales agents, conducted targeted surveys to find new business opportunities, and featured the Channel Manager on the Top Gun Show.   The program was sold out 10 months in advance.

I built and led the Fantastic 4 supplier program for over 3 years.   It consisted of two and half days  twice per year of in depth training immersion with our top 4 supplier participants.  The event culminated with appointment setting calls that included cash per appointment made.

I created a branding program centered on LinkedIN for daily posts, sales lead creation, and I am the Creator of the Top Gun Show - features short interviews of the Top Guns in the telecommunication and cloud services suppliers.   https://topspeeddata.com/march-2019-top-gun-video-interviews

General Manager

StorySellers, Inc.

StorySellers works with businesses as their marketing and advertising company. The goal is to help them attract more customers by offering cinematic quality videos and marketing strategies.  Every business feels as if they are the “best kept secret.” What is THE Story that a business REALLY wants to tell to prospective customers?  

StorySellers offers Hollywood quality video production for any business that has a story to tell.  StorySellers provides website commercials, explainer videos, documentaries, animation, and testimonial videos in all price ranges.

President

InCite Performance Group

InCite Performance Group (formerly known as Sitkins International) is a membership organization comprised of over 100 independent insurance agencies and brokerages in the United States, Canada, and Latin America.  Members range from $50 million to $1.1 billion in annual premiums. Members sell both commercial insurance and health insurance. As an Advisor, I analyzed current business practices (sales, marketing, operations, branding, social media, and human resources) to develop and implement a strategic plan to increase profitable market share as well as increase overall agency value.

In addition to general consultation and coaching of the membership, I drove new member development.  I identified and filled open markets with suitable new agencies.  Being a former member myself, adding new members was exciting because the results prove that InCite Performance Group brings measurable results.

Advisor / Business Development

United Way

I worked with the Executive Committee and Board of Directors to establish new branding, increase relevancy, and establish new Board Governance practices.

Board Chair / Board Member

Klemmer & Associates

Reversed 3 years of unprofitability by creating operational structure, budgets, cash flow forecasts, policy and procedure manual, employee handbook, job descriptions, website redesign, SEO/SEM focus, and reshaping corporate culture. K&A is about supporting individuals and corporations to dramatically increase results. K&A has held workshops around the world in Japan, the Philippines, Europe, Malaysia, Canada, and the United States for tens of thousands of people.

o	Reversed company losses of approximately $1.5 million in prior 2 years and 3 months.
o	Reduced recurring annual operational expenses by 8%
o	Increased gross margin by 12%
o	Built budgets, cash flow forecasts, policy/procedures, and job descriptions

Director of Operations

Video Symphony

Worked as a consulting General Manager of Video Symphony, a career college in Burbank, CA.   We train students in post production editing in the areas of TV and Film, Video Content, Audio, and Motion Graphics/3D.  We then assist in placing our students into jobs in the local entertainment industry with such employers as Disney, Warner Brothers, NBC, Paramount, Nickelodeon, Hasbro, MTV Networks, E-Entertainment, and many more.  We train our students in Avid, Final Cut Pro, Maya, Adobe, Cinema 4D, and Pro Tools, then we actually help them connect for a career.  We also stay in contact with our graduates for their entire careers by offering event notification, industry updates, networking opportunities, continued training, and job placement assistance.

Methods used:

•	Business Development 
•	Sales Coaching 
•	Sales Management 
•	Sales Leadership 
•	Strategic Marketing 
•	Budgeting 
•	Cash Flow Forecasting
•	Web design
•	Search Engine Optimization SEO
•	Search Engine Marketing SEM
•	Social Media Marketing SMM
•	Visual Value Proposition

•	Set new sales record which exceeded the 18 year high by 50%
•	Created budgets, cash flow forecasts, policy/procedures, and job descriptions

I help Sales Partners / Advisors / VARs take better care of their customers by assisting/training them on selling the complete stack of telecom services - Connectivity, Security, SaaS, Energy, IoT, Mobility, and more.

Throughout my career, I have dramatically increased sales team performance.  I have an established career in multiple industries that center around increasing sales team and individual performance for independent sales brokers.   Most recently focused on increasing performance for indirect sales channels in telecommunications, managed cloud services, and SaaS applications.

Experienced leader in the areas of:

•	Branding, Social Media
•	Training
•	Sales Coaching
•	Sharing Top Performers Best Practices
•	Tools and Resources
•	Agency Assessment and Benchmarking
•	Increasing Sales Agency Value
•	Marketing and Branding to Influencers and Decision Makers
•	Social Media Strategies
•	Business Development Strategies

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