What's Inside

  1. Company News: Airespring Adds 8x8 XCaaS Cloud Communications and Contact Center Platform; AireSpring Wins Remote Work Award
  2. AireSpring Virtual SD-WAN Boot Camp
  3. Q4 2022 Incentive: Isn’t It Time for a Roman Holiday? Win a Fabulous Vacation in Rome!
  4. Coming Events for 2022
  5. Partner Profile: Michele Freeman, Vice President of Sales and Operations, Walnut Technology Group, Denver, CO
  6. Meet the AireSpring Team: Jeff Armstrong, Regional Channel Manager

AireSpring Announces Distribution Partnership with 8x8

AireSpring is excited to announce a distribution partnership to resell 8x8 XCaaS™ (eXperience Communications as a Service™), a single vendor cloud communications and contact center solution. The partnership provides customers a single point of contact for both 8x8’s unified cloud contact center, voice, team chat, and video meeting solution, and the connectivity they will need along with AireSpring’s Managed SD-WAN and Managed Security solutions.

8X8 XCaaS offers:

  • Scalable communications with one administrative interface
  • 8x8 Work, bringing together voice communications, video meetings, and team messaging via all-in-one desktop, mobile, and web apps
  • Telephony and contact center capabilities for Microsoft Teams with 8x8 Voice for Microsoft Teams Direct Routing as a Service solution and the Microsoft certified 8x8 Contact Center for Microsoft Teams
  • Organization-wide insights and deep analytics
  • Integration of business and CRM apps, such as Salesforce
  • Full compliance with HIPAA, PCI DSS, FISMA and NIST

“AireSpring is proud to partner with 8x8, a leader in both unified communications and contact center,” stated AireSpring CEO Avi Lonstein. “AireSpring is at the forefront of the Channel when it comes to offering superior connectivity and cloud communications solutions to our partners and their clients, and our partnership with 8x8 exemplifies this commitment to providing best-of-breed solutions with a single point of contact for all their needs.”

“We value the contributions of our partners, and recognize that the success of our channel strategy is centered around continually building and growing those relationships,” said Lisa Del Real, Global Channel Chief at 8x8, Inc. “Our ongoing 8x8 XCaaS innovation and market-leading solutions for enterprises adopting Teams provides channel partners with ever-growing business opportunities to create and drive exceptional employee and customer experiences to meet every work requirement.”

AireSpring Wins 2022 TMC Remote Work Pioneer Award

AireSpring is pleased to announce that it is the recipient of a 2022 TMC Remote Work Pioneer Award, presented by TMCnet. The award honors companies whose software and other solutions support the massive increase in Remote Working brought on by the COVID-19 pandemic. This is the second consecutive year that AireSpring has won the award.

AireSpring offers a suite of leading-edge tools which, when used in conjunction or independently, can bolster remote worker security, voice communications and data transmission challenges, addressing issues such as jitter and latency which cause poor voice and video quality, and slow SaaS application performance which can also affect worker productivity. In 2020, AireSpring was one of the first suppliers to offer a convenient bundle at a reduced monthly charge. The popular package includes these top AireSpring solutions:

  • VMware SD-WAN Edge 510 appliance with a 10Mbps tunnel license
  • AirePBX UCaaS Enterprise Seat, including unlimited outbound & 500 toll-free minutes
  • AireFAX Internet, including 500 pages.
  • MaX UC Desktop Softphone for Mac or PC, which supports presence, video calls, voicemail and more.
  • Max UC Mobile App for iOS and Android
  • MaX Meeting with a 10-participant license

“AireSpring is thrilled to be recognized as a pioneer in creating and adapting new services to support the complex needs of companies and workers in the evolving remote work environment,” stated AireSpring President & CRO Daniel Lonstein. “While many companies are now “work from anywhere” (WFA), some have staff on-site part of the time or full time, requiring hybrid solutions. We are proud to support our customers and partners as they continue to adapt to these new environments.”

Earn Certification in AireSpring's SD-WAN Solutions and a

$50.00 Amazon gift card for completing the Boot Camp!

What: AireSpring's Virtual SD-WAN Boot Camp

Presenter: Mike Chase, J.D. CCIE, SVP Solutions Engineering

Date: Thursday October 13, 2022

Time: 10:00 am to 2:00 pm (CT)

  • Attend a webinar training session on SD-WAN, the go-to technology for improving control, management, business agility, up time, security, and data encryption of Wide Area Networks.
  • Learn from SVP Solutions Engineering and SD-WAN guru, Mike Chase, J.D., CCIE #7226, aka "Dr. Cloud."
  • Leave with a better understanding of how AireSpring's Managed SD-WAN solutions utilizing VMware® SD-WAN , Fortinet® and Cisco®-Meraki serve your customers' changing business needs.
  • Learn about AireSpring’s Global Managed SD-WAN solution and our Global Private Network (GPN) with PoPs distributed worldwide.
  • Get an update on our international expansion and internet circuit procurement.

Reviews From Our Recent Boot Camps:

"Mike was a great presenter. Very informative and the course just seemed to flow.'"

- Cole Scherer, Forerunner Technologies

"This is the second one I have completed, and they have both been exceptional!"

- David Williams, Cactus Technology Solutions

"Very informative course, great take-aways to help explain SD-WAN to non-technical clients."

- Ernie Braun, PCM Networking

"One of the best boot camps I have attended. I had no idea everything AireSpring could do."

- Randy Nelson, Cloud1 Communications

Space is limited!

Deadline to Register varies by date of Boot Camp.

Reserve your spot and your Amazon gift card now!

Only one gift card per person per boot camp per year.

All attendees must register in advance!

Q4 2022 Incentive: Isn’t It Time for a Roman Holiday? Win a Fabulous Vacation in Rome!

Every $1,000 in MRC revenue you bring to AireSpring in Q4

qualifies you for an entry into the drawing to win a fantastic trip to the Eternal City of Rome!

Dreaming of a once-in-a-lifetime European vacation? Let AireSpring fly you to the Eternal City of Rome! In addition to our usual Q4 2022 spiffs and commissions, AireSpring will be offering one lucky partner a dream vacation in Rome, Italy. Every $1,000 of MRC revenue you bring to AireSpring in Q4 2022, qualifies you for one entry into the drawing to win.

Our channel partners benefit from some of the highest evergreen commissions and bonuses in the industry. In fact, AireSpring is one of the only suppliers to offer SPIFFs on Renewals along with other rewards, including:

  • Up to 6X MRC on Voice/Cloud Services
  • 1x MRC on SD-WAN and Global SD-WAN Services
  • 1.5x MRC on Connectivity Services & MPLS
  • $1,600 Cash Bonus on Toll-Free Services
  • $800 Cash Bonus on Long-Distance Services
  • Earn even more with ongoing extra bonuses on other deals: like 5% EXTRA Bonus Residual Commission on AireSpring Network & SIP LD (wholesale accounts do not qualify).

As always, AireSpring’s Channel Managers are committed to providing you with concierge service so you can easily deliver the best products to your customers and gain a competitive edge. AireSpring has always been 100% channel-focused and has everything you need to provide the best customer service to your clients:

  • Dedicated project coordinators & managed services engineers assigned to each order
  • Free consultation with solutions engineering team
  • 24/7/365 NOC Network Monitoring
  • 20-second response time on support calls
  • Escalation list up to our CEO

Make all your vacation dreams come true with a chance to win a luxury adventure in Rome, Italy! Contact your AireSpring Channel Manager for details.

Intelisys Channel Connect

Nashville, TN

October 2-5, 2022


AireSpring SD-WAN Boot Camp

October 13, 2022


AireSpring Partner Training

October 19, 2022


CVx Expo 2022

Scottdale, AZ

November 2-4, 2022


AVANT Boot Camp

Newport Beach, CA

November 3, 2022


Telarus Channel Source

Hollywood, FL

November 8-9, 2022


AVANT Boot Camp

Ft. Lauderdale, FL

December 1, 2022


To begin, please tell us a little about yourself, your agency, and your professional background in telecom.

I started my career in telecom at MCI and have over 12 years of experience working with channel partners, 11 years in sales and marketing of conferencing solutions, and almost 27 years in the telecom industry overall. As the telecom industry started to expand and transition to internet services and other technologies, I was able to grow with it, successfully managing both mid-size and global accounts at companies such as CenturyLink (now Lumen) and InterCall (now West Unified Communications). In 2014, I joined Walnut Technology Group, a global technology consulting firm with more than 600 clients in over 48 states, where I work directly with the end-user to introduce new products and services to generate revenue, and also manage operations.

Walnut Technology Group was founded on the belief that focusing on providing a superior experience will create a long-lasting customer relationship. Many technology companies are extremely focused on sales and marketing but lack the necessary back office and support resources. Because of this, we have seen some of our client companies have an unfavorable experience with outages, downtime, and billing as well as unsatisfactory support issues. Our goal is to become an extension of a company’s IT and telecom departments to help eliminate these issues.

"AireSpring has outstanding customer service and provides dedicated resources to our team."

What do you like about working with AireSpring?

AireSpring has outstanding customer service and provides dedicated resources to our team as well as our clients to ensure that when issues occur, we have a quick path to resolution.

I had gotten to know AireSpring’s Regional Channel Manager Kent Krebs over the years before he started working at AireSpring and we were eager to work with him again once the opportunity presented itself. He makes it easy for us to do business with AireSpring and helps us provide an exceptional experience for our clients.

AireSpring also has one of the best project managers I’ve worked with over the last 15 years, Platinum Project Coordinator Supervisor Sandi Hightower. Installations are flawless with AireSpring, and that’s especially important for us because we have a number of clients in the hospitality industry, and the installation process is much more complicated. But Sandi pulls everything together and helps us navigate that coordination process, so we don’t have any issues. That speaks volumes.

What would you say is the secret to being a successful trusted advisor/sales agent in today’s marketplace?

The most important objective for a successful trusted advisor is to help your clients by understanding their business, resolving issues, and becoming a resource for them as an extension of their IT and telecom teams. Our company does not have fancy SEO marketing campaigns or email blast tools to acquire clients, so many of our larger enterprise clients choose Walnut Technology Group solely on our reputation of expertise and follow-through. We earn the trust of our clients by taking care of their issues, which allows us to continue to add more business through our existing client base. Many of our clients have worked with Walnut Technology Group for over 10 years. If they move on to another job at another company, they take us with them.

Listening to your client and understanding their needs is crucial, so don’t ever be afraid to ask questions and educate yourself. Get to know your client’s business and talk to them about their roadmap so you can ask the right questions and make better recommendations.

"Get to know your client’s business and talk to them about their roadmap so you can ask the right questions."

Keeping up with changing and new technologies is also imperative. Take advantage of every training session you can get access to because so much is evolving. It’s not just internet and voice anymore, or DDoS mitigation and security; there are so many innovative solutions out there right now that are important for your clients to consider and also revenue-generating for sales agents.

"When working with the healthcare industry, it's important talk to clients about HIPAA-compliant solutions as well as standard services."

When working with the healthcare industry, for example, it’s important to talk to clients about off-site cloud-based services, increased security, and HIPAA-compliant solutions as well as standard services.

What do you foresee happening in the industry in 2023? What is the “next big thing” you think trusted advisors/agents should be aware of or get involved in?

The industry is changing faster now than it ever has in the past. Internet of Things (IoT) is growing exponentially and only going to expand. DDoS mitigation is likely going to be a standard service rather than an add-on service. Customers are more reactive than proactive when it comes to security, and it can be financially devastating, so we recommend security assessments to make sure the client truly has solutions in place. We want to make sure our clients are investing in more than just the bare minimum when it comes to security, especially since breaches are getting more and more sophisticated.

POTS replacement is also a topic at the forefront of discussion for many of our clients because the deregulation of legacy copper-based services has forced many of them to evaluate other options. SD-WAN also keeps gaining traction, especially because many clients are returning to the office from remote work environments.

What are some of your hobbies and interests outside of telecom?

I’m really big on giving back to my community. I’ve done a lot throughout the years, including raising funds for families battling cancer, organizing benefits, and giving back to those who really need help. The charity benefits I organize go beyond setting up a GoFundMe page or social network fundraising campaigns —they’re face-to-face and include a lot of personal outreach and door-knocking. It’s a lot of work but very rewarding to be able to do something for someone who really needs it and make those connections. Currently, I am working on a sponsorship to my local Rotary Club to get even more involved in my community. If I won the lottery, I’d spend my time volunteering and helping those who are financially stuck in the middle—people who don’t qualify for assistance but still aren’t making enough money to get by.

My other big interest is photography. It is one of my favorite activities. It is my father’s hobby that he passed down to me. I love being able to capture that moment in time because you can’t get it back. Learning how to look through a lens and reveal the subject as you see it is not as easy as it sounds. It’s fun and something I find very relaxing. I enjoy taking photos of landscapes and nature, especially flowers. I have both my father’s pictures and mine hanging throughout my home.

Please tell us a little about your professional background and how long you’ve been in the industry.

I have been in Telecom since 1999 and have worked in sales support, operations and sales management for Competitive Local Exchange Carriers (CLECs) and Managed Services Providers (MSPs). I started my career in a sales support role at TNCI, a long-distance reseller, before joining Granite Telecommunications. While at Granite, I served as Director of Sales and Operations and developed the company’s structured cabling systems division. After six years at Granite, I joined BullsEye Telecom as Strategic Partner Manager. There, I led sales to multilocation businesses, specializing in a range of products including SD-WAN, internet connectivity, and POTS lines. Before joining AireSpring, I served as Director-Partner Sales at Moruga, Inc., a technology solutions broker and full-service MSP, and as CEO of Army Telecom LLC, a vendor agnostic independent field services company focused on carrier services, managed IT, and energy.

Tell us about your role at AireSpring.

My role as a Regional Channel Manager is to develop, maintain and expand the relationships with sales agents throughout the New England region. I work with our channel partners to bring them top-notch service to ensure we offer the best solutions to our customers. My goal is to connect with every master agent and technology service broker (TSB) that we do business with so that we understand their expectations and create a defined critical roadmap from a pre-sales perspective so we can all hold each other accountable throughout the sales process.

Another important part of my role is talking to solutions engineers. When I ran my agency, 90 percent of the time on a first discovery call with a potential customer, I always had the solutions engineer (SE) on the call with me. At the end of every discovery call, if we established next steps, the SE would immediately know which carrier that they were going to engage with. My strategy now at AireSpring is to establish relationships with SEs on the master agent side so when they have that first discovery call, they will remember my name and turn to AireSpring for solutions.

Connecting with agents that I used to support at BullsEye, talking to people within the industry that I know to meet new agents, and meeting face-to-face are all major parts of my role as well. Getting to break bread over lunch, have coffee, and shake hands is crucial, and I look forward to continuing to expand those relationships to drive revenue and help the New England region grow.

What do you enjoy most about working at AireSpring?

I really enjoy working with a team of industry experienced professionals here at AireSpring. My colleagues have the most experience out of any organization I have been a part of in my career, and it has been refreshing. The greatest risk for an agent these days is to go to a carrier that has a polished sales team but an inexperienced operational support system. I saw that happen under my watch at other carriers and have heard the same from others I’ve worked with. It was important for me to join an organization that had experience in these areas.

The awards AireSpring has won recently, including the 2022 Stevie Award for Sales and Customer Service- Back-Office Customer Service Team of the Year and 2022 INTERNET TELEPHONY SD-WAN Product of the Year Award, also make AireSpring a massive differentiator in the industry. The team I work with are experts in both operations and sales and these awards acknowledge that. The AireSpring team’s depth of experience allows us to be taken very seriously. Recently, Telarus partners voted AireSpring as best carrier to work with. Winning the Telarus Partners' Choice Award for the Best Overall Supplier speaks for itself—agents love working with AireSpring.

What are some of your hobbies or interests outside of the office?

I enjoy taking trips to my family home on Martha’s Vineyard and spending weekends on the beach. I coach my son’s flag football team, which is as much fun for me as it is for him. There are probably about 130 kids who play flag football at his school, and all the families come out on the weekend and enjoy it.

I also love to golf. I live in a town south of Boston called Duxbury, known as “Cape Cod without the foot traffic.” It’s very beautiful and there are golf courses along the water, so it’s great to get out there and get your mind off things. I often bring partners out to the golf courses here. I have an office in Plymouth which overlooks Plymouth Harbor and agents love coming down to work for the day and spend time exploring the shops and restaurants in downtown Plymouth.

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AireSpring is an award-winning provider of Managed Connectivity and Cloud Communications solutions providing fully managed and connected end-to-end, next-generation solutions for multi-location enterprise customers, including:

AireSpring's services are delivered over its revolutionary nationwide MPLS Mesh Network, providing customers a fully integrated, end-to-end solution from a single vendor.