Intelisys
| Company type | Private |
|---|---|
| Industry | Technology services, Telecommunications, Cloud solutions |
| Founded | December 1994 |
| Founder | Rick Dellar, Rick Sheldon, Rick Balzer |
| Headquarters | United States |
Area served | Nationwide (United States), Europe (through Intelisys Global) |
Key people | Rick Dellar, Rick Sheldon, Dana Topping, Jay Bradley, Andrew Pryfogle, Stephen Hackett |
| Products | Commercial voice, data, cloud solutions; Cloud Services University; Advanced Commissions Program; Audex software; MyIntelisys platform |
| Parent | ScanSource (since August 2016) |
| Website | www |
Intelisys is a U.S.-based distributor specializing in technology services, offering commercial voice, data, and cloud solutions through a network of more than 1,700 independent sales agents. Established in December 1994 by Rick Dellar, Rick Sheldon, and Rick Balzer, the company was a trailblazer in 2012 with the launch of Cloud Services University, the first educational platform tailored specifically for channel sales professionals focused on cloud technologies. Intelisys provides vendor-neutral solutions to customers nationwide via a two-tier distribution system commonly utilized in telecommunications and cloud service sales, leveraging a broad network of telecom, data, and cloud sales and consulting experts.
History
The company was founded to empower independent telecom channel sales agents across the United States in expanding their businesses. Following Rick Balzer’s departure in 1995, ownership was maintained solely by Dellar and Sheldon. In January 2006, Intelisys merged with Resource Communications under the leadership of Dana Topping, who introduced several enduring platforms and initiatives. These innovations include MyIntelisys, a tool for partner asset management; the Advanced Commissions Program, which accelerates partner payment processing; Cloud Services University for ongoing telecom and cloud education; and Audex, a hosted software solution designed to optimize business workflows for independent telecom agencies. Topping also spearheaded Intelisys Global to extend partner programs internationally across Europe. The strategic direction of the company continues to be shaped by majority owners Dellar, Sheldon, and Topping.
Jay Bradley joined Intelisys in 2002 as Vice President of Marketing and Business Development and was elevated to President in 2007, overseeing daily operations alongside an experienced executive team. Bradley brought with him 20 years of expertise in telecom sales and management, including a decade at MCI Communications.
In September 2010, Intelisys unveiled its Partner Investment Program, which provides financial capital to sales partners secured against commissions, featuring flexible repayment terms linked to growth objectives.
To strengthen its emphasis on cloud services, Intelisys acquired Cloud Services Coalition from Terrapin Solutions in May 2012. This acquisition led to the creation of the Intelisys Cloud Services and Complex Bids division, offering channel partners support across technical consulting, business assessment, solution architecture, project management, deployment, and training. Andrew Pryfogle was appointed Senior Vice President of Cloud Transformation to lead this division.
Shortly after the acquisition, Intelisys launched Intelisys Cloud Services University (iCSU) in June 2012—an educational platform delivering hands-on training for channel sales professionals focused on cloud offerings.
In June 2013, Intelisys formed a partnership with ScanSource that allowed ScanSource’s channel partners to tap into Intelisys’ supplier network and resources to build service-centric business models within IT and telecommunications markets.
Marking its 20th anniversary in December 2014, Intelisys released a mobile application in April 2015 designed to improve partner access to its platform via mobile devices.
International expansion continued in March 2016 with the establishment of Intelisys Global in the United Kingdom to support European partners. By July of that year, Equinix became the first Supplier Partner for this new subsidiary.
In August 2016, ScanSource announced plans to acquire Intelisys Communications for roughly $83.6 million plus additional earn-out payments based on EBITDA performance over four years. This acquisition enhanced ScanSource’s portfolio by integrating telecom and cloud service capabilities while accelerating the adoption of Intelisys’ two-tier distribution approach within ScanSource’s VAR community. The transaction was finalized on August 25, 2016. Post-acquisition, Intelisys’ leadership team—including co-founders Dellar, Sheldon, Topping—and President Jay Bradley remained actively involved.
Intelisys Cloud Services University
Following the acquisition of Cloud Services Coalition in June 2012, Intelisys introduced its educational initiative, Intelisys Cloud Services University (iCSU), developed by Dana Topping and elaborated upon by Andrew Pryfogle. This pioneering platform was designed to equip channel sales professionals with hands-on training to effectively identify, architect, and market cloud-based solutions. The initial sessions were delivered bimonthly at Polycom Learning Centers located in key U.S. cities such as Atlanta, Austin, Boston, Chicago, Dallas, Denver, New York City, Orange County, Santa Clara, Seattle, and Washington, D.C., utilizing Polycom’s telepresence technology.
In February 2015, iCSU broadened its offerings by launching the first certification program tailored for cloud professionals within the channel sales domain. This self-directed curriculum aims to enhance the expertise and credibility of telecom agents, consultants, VARs, MSPs, integrators, and IT solution providers transitioning into cloud services.
Advanced Commissions Program
In 2013, Intelisys partnered with Dana Topping to unveil the Advanced Commissions Program targeting Value-Added Resellers (VARs). This initiative introduced a recurring revenue commission model for channel partners engaged in cloud and carrier services. Backed by a $2 million investment from Intelisys, the program provides partners with the option to receive commissions as upfront lump-sum payments, ongoing monthly annuities, or a combination thereof. This approach offers VARs, Managed Service Providers (MSPs), and IT solution providers the flexibility to secure immediate cash flow while evolving towards recurring income streams.
Drive for 5!
On April 1, 2015, Intelisys launched Drive for 5!, an incentive campaign awarding $1 million to the first Sales Partner achieving $5 million in monthly recurring revenue through the technology services distributor. Additionally, Intelisys honors several Platinum Partners who have surpassed $1 million in monthly recurring revenue by providing them with fully funded international travel experiences. Distinguished Platinum Partners include NetSource Group, Global Communications Group, LanYap Networks, Subsidium Technologies, D&M Enterprise Group, and LinkSource Technologies.
Intelisys Global
March 2016 marked the establishment of Intelisys Global, Intelisys’s European branch created to serve the "European Partner community" in marketing telecom, connectivity, and cloud services worldwide. Headquartered in London and managed by Stephen Hackett—a telecom industry professional with 15 years of experience—this expansion signifies Intelisys’s strategic move beyond its U.S. operations.
Telecom / cloud partners
Intelisys maintains agreements with a wide array of prominent business telecom, data, cable, and cloud providers including: 8x8, ACC Business, ANPI, Arkadin, AT&T, BCN, Brighthouse networks, CoreSite, Corvisa, EarthLink, Equinix, Evolve IP, Fusion, Globalinx, Green Cloud Technologies, ICore Networks, NICE (formerly inContact), Integra Telecom, IntelePeer, InterCall, Internap, Jive, Level 3, LiveOps, Masergy, Matrix-IBS, MegaPath, NetWolves, Pacnet, PGi, RapidScale, ServerCentral, SimpleSignal, Spectrum Business, Sprint, Star2Star, TelePacific, Telnes Broadband, Telx Technologies, Thinking Phone Networks, Time Warner Cable, TNCI, TW Telecom, UnitedLayer, Verizon, ViaWest, Windstream, WOW!, XO Communications, Zayo, Advantix, Aryaka, OpenText/EasyLink, Phoenix Managed Networks, and TeraNova.
Through these collaborations, Intelisys delivers an extensive selection of telecom and cloud service solutions to business clients via its broad network of channel partners.
Media and awards
Intelisys has received significant accolades within the industry, such as:
- Masergy Platinum Partner for Fiscal Year 2014
- MegaPath Pinnacle Award recognizing the Leading Channel Partner in 2014
- ACC Platinum Cup Award for surpassing $100,000 in 2007 Club Unlimited
- CenturyLink Premier Elite Alliance Member honored for Highest Revenue Growth in 2014
- Comcast Top Master Agent designation