An Interview with CEO CFO Magazine

CEO-CFO Logo

Interview conducted by:
Lynn Fosse,
Senior Editor, CEOCFO Magazine, Published – November 23, 2015


CEOCFO:

Mr. McIntyre, would you tell us about Tellennium?


Mr. McIntyre:

Tellennium is an objective telecom consulting and lifecycle management firm.
We help medium to large, or otherwise complex, organizations better manage
their telecom expenses and related processes. We also help develop Request
of Proposals (RFPs) for enterprise systems and services. Tellennium began in
1999 and has experienced organic double-digit growth every year since
inception.

 



CEOCFO: Are most companies aware that telecom expenses and associated
services need to be managed?


Mr. McIntyre:

Most are aware with the best of intentions but for it to be done internally
takes significant resources, expense, and with everything else going on in
an organization, it just doesn’t get done. It really requires a committed
focus of highly experienced personnel, a unique proven process, and a
specialized system to maximize the return. And it’s a substantial return,
often guaranteed to do so.

 



CEOCFO: How do you reach out to companies to present your service?


Mr. McIntyre:

Typically through channel partners as they may already have a relationship
with the CIO or CFO. Also when a CIO or CFO departs from one customer, we’re
one of the very first things they do at their new company.

 



CEOCFO: Would a company be looking specifically for your services or
might one of your channel partners present your service?


Mr. McIntyre:

Sometimes companies look to do this, most often they don’t. It’s typically
our channel partners to present the idea or as mentioned, an executive
leaves one of our customers for another company and they get us involved in
their first week.

 



CEOCFO: When you are assessing a company, what do you look at that
perhaps other companies in your space do not take into account?


Mr. McIntyre:

We have very few competitors that actually do what we do and we were one the
pioneers with much greater end to end expertise. However, the terms Telecom
Expense Management, Telecom Lifecycle Management, and even objective telecom
consulting have become quite diluted over the years. There are thousands
trying to run off the coat tails of those terms but are often far from being
able to deliver on what they’re supposed to represent.

 



CEOCFO: Are you doing this globally?


Mr. McIntyre:

We do it globally although our preference is domestic. Global is quite
challenging. We are focused domestically but in today’s time there are a lot
of corporations that have a global presence so you have to work with it.
There are significantly different laws, cultures, languages, and currencies
that make it more challenging outside the US.

 



CEOCFO: Is it difficult to keep up with the regulatory issues and
industry changes?


Mr. McIntyre:

They are changing every week domestically and globally. In addition,
technology is always changing and so are the organizations themselves. They
are doing acquisitions and dispositions. Even within the telecom space there
is always some company buying another company. Everything in that
environment is forever changing. It’s our job to keep up with the changes,
lesson any impact on our clients, help them take advantage of the
opportunities, and have a continually smooth efficient process for them.

 



CEOCFO: Once you have done your evaluation is it typical for a company to
continue using your service to stay on top of the situation or do some
choose a one-shot engagement?


Mr. McIntyre:

With small organizations, it does not warrant the continual process. They
are often just not complex enough. Our services have to be of value, pay for
itself and put money back into the organization. However, for small
companies, a one-time audit and optimization is still a very worthy exercise
to put them on the right track for the next few years and then do it again.
In larger organizations, so much has changed for them over the years, are in
continual change, and there is so much to do and keep track of that it just
simply makes sense to clean up the past, have a centralized view and
process, as well as proactively resolve issues from occurring in the future
on a continual basis.

 



CEOCFO: When you are working with a company, do you talk about where they
think they will be in the future?


Mr. McIntyre:

Yes, of course, it’s very valuable for us to know their vision, goals,
challenges and any future changes they envision. We are consultants and can
offer better recommendations when we are aware of a company’s direction. We
are always looking out for their best interest.

 



CEOCFO: When you are working with a company ongoing, are you sending them
monthly reports?


Mr. McIntyre:

We have a multi-million dollar cloud based system (TIMS) that we built which
provides them any type of report they could possibly imagine. They can also
setup reports that are important in their role and have them automatically
and periodically sent to them. Insight and visibility are key aspects of our
services.

 



CEOCFO: Does quality of service or ease-of-use come into play when you
are doing your assessment?


Mr. McIntyre:

As far as our telecom expense management and telecom lifecycle management
services, it’s quality and ease of use of our TIMS platform and in simply
working with us. We have to be of high quality and easy to work with to
improve their efficiency and productivity. As telecom consultants, the
quality, reliability and ease of use in selecting an enterprise
communication’s system is of utmost importance for our clients whether it’s
their contact center operations or administration and management of the
system itself. Organizations are also often unique in those desires and
expectations, every system is different and most companies have some of
their own unique aspects as well. We’re there to help align those to the
right solution for what’s important to them.

 



CEOCFO: Are there any problems that are common in this industry?


Mr. McIntyre:

As far as telecom problems found and resolved, absolutely. All organizations
are paying for services they don’t use, being overcharged for some they do,
and there are several inefficiencies that exist without our type of
services. It pays for itself, creates efficiency, and puts money back into
the organization.

 



CEOCFO: Tellennium was recognized on the Inc. 5000 list for the ninth
consecutive year, so clearly you know what you are doing and business is
going well. What might be different a year from now?


Mr. McIntyre:

We are going to continue to grow for the foreseeable future at a double
digit pace every year. When you continually bring value to your existing
customers, keep them, and add more, it’s quite easy to grow. We’re in the
technology space and we’re a software company in a specific regard so things
are ever changing and we have to continually change as well; carving out
those specific niches that are tangible to our expertise and valuable to our
customers and future customers.

 



CEOCFO: Would you give us an example of something that might change in
your software?


Mr. McIntyre:

We never run out of ideas and neither do our customers. We have to evaluate
each. Sometimes certain ideas could have an adverse reaction on other things
as TIMS is a huge matrix where everything is tied together there has to be a
thorough evaluation. However, we subscribe to agile software development and
actually have a new release every four to six weeks. Some of that helps make
us more efficient and some makes our clients more efficient and productive
in their duties. The more value we can bring them, the better it is for all
of us.

 



CEOCFO: Why choose Tellennium?


Mr. McIntyre:

We are a pioneer in the industry of telecom expense management, telecom
lifecycle management, wireless mobile management, and are objective
consultants for services and systems with a continual track record of proven
success and organic growth. It would be quite difficult to find all of those
qualities elsewhere. We’re guaranteed to do things right and deliver
tremendous value.