The Power of Granite

Granite has been a secret weapon of advisers for over twenty years, offering simple and complex technology solutions, and dramatically growing business in managed field services and wireless data solutions. The introduction of Charlie as the leader of granite channels leads to a discussion about Granite’s superpowers and strengths, including significant growth in managed field services and wireless data solutions. The text also describes the benefits of managed field services for partners, the commissionable revenue they provide, and the opportunities for MRR through day two support. Additionally, it highlights the success of Granite in retailing and the medical industry due to the specific needs of multilocation clients, and its ability to support several hundred thousand locations as an MSP.

Introduction to Granite’s Offerings

Alright, Telarus agents. I have a special surprise for you. Whether you’re selling to mid market or the Fortune ten, Granite has been a secret weapon of advisers just like you for over twenty years. They’ve created some of the most outstanding results and the most outstanding outcomes for your clients, for our adviser clients, deals that are mid market and enterprise that are very simple solutions that involve just consolidating and optimizing technology solutions, but also in the most complex environment you could ever imagine.

Here to talk a little bit about the granite superpowers is a good friend, Charlie, who leads, granite channels over at granite. Hey, Charlie. Welcome to the big show here. Happy to have you on.

Expanding Portfolio of Solutions

It’s good to see you, my friend.

Thanks, Tim. Always great to see you as well. Appreciate the chance to to chat a bit.

Yeah. Look. We are we’re off to another great start this year together, Telarus and Granite. But you’re creating outcomes that have just never been seen before. I think with some of the products and services that you have on your line card or in your marketplace that many of our advisers just don’t know about. Maybe walk us through some of your superpowers, your strengths, and action.

Sure. Happy to. Thanks. You know, it’s funny. We we have dramatically expanded our portfolio of solutions. It’s it’s a big part of of of decision we made a while back, back in the day when you and I were doing a pretty good job of, selling POTS line aggregation together.

Hey, Charlie. Don’t date us. I know I don’t have hair.

That’s the the oh, that’s okay. You’re still yeah. You’re you’re you’re still you’re still a driving force out there too, so don’t worry about it. But, you know, we knew eventually technology was going to make changes, and and and that TDM business, although there’s still there’s still activity going on there Yeah.

It’s not the future. Technology is the future. And we made a commitment, both both a financial commitment as as as well as a a commitment, on a philosophy to ensure that we were bringing the solutions that our prospects, our clients, and and our partners were saying were needed out there. So two of the things that we’ve grown dramatically from a business standpoint, that I think are very impactful for partners, and I I’d love the chance to get the message out to to to them through this through this vehicle.

Managed Field Services and Wireless Data Solutions

Our managed field services and our wireless data solutions are are candidly exploding.

Managed field services, for those who may not be familiar, that’s the physical installation arm of Granite, providing full scope design, coordination, configuration, procurement, installation of of anything on-site, including the finish work. So think about whether it’s simple cabling to full stack installation, Wi Fi, MIPI, and then all with professional project management through fully, including utilizing fully vetted technicians. The solution for end users is a fully commissionable solution for our partners.

So anything in the in the demarker, in the in the phone closet. Right? The wiring, the gear, the the, point of sale installation if needed. Like, you’re deploying certified technicians to untangle the mess that could be there or in new location openings, which is also a a time bound thing. You’ll employ experts that are committed to delivering on time every time so they hit the big opening date.

Exactly. And it’s, you know, it’s not just for existing locations, it’s not just that phone closet. It’s it’s really anything that’s in in the facility. You know? You you look at how, you know, they wanna provide they wanna have separate customer Wi Fi. That’s a totally new installation.

Mobility, you know, MiFi where you you’re you’re extending, mobile signal capabilities inside a building or a warehouse or whatever. These these are all things that that that end users need in order for them to leverage all the new technologies that are out there. Yeah. For them to to be more efficient, drive not just revenue, but profitability by by having more efficient setup.

Commissionable Revenue and Day Two Support

So that is a huge piece. And like I said, that is all commissionable revenue for our partners. So and a nice piece too is oftentimes, that’s gonna be that’s going to be an NRC solution on the on the project Yep. To install.

But then day two support, that can be an MRR opportunity as well because we’re literally creating an ongoing partnership for site readiness and stability that includes almost an insurance plan for them. And that’s, again, commissionable commissionable revenue, things like storing and kitting and shipping from our warehouses.

Tech Express and Enhanced Software Platform

And I mentioned our investment software earlier. One huge piece of what we’re calling Granite three sixty, one component is called Tech Express, and that is utilizing our enhanced software, platform so that partners and clients can literally go online, put into our system for their existing sites what they need done from a dispatch standpoint Yes. And what services they want. We can immediately give that breakdown who are the qualified technicians on our staff in in in the in in, in the area.

You need certain tools. Okay. Those fifty qualified ones are now down to twenty five qualified ones. You need someone who can be there tomorrow?

Okay. Now we have five of them. Or guess what? You have a budget. We can be out we’ll do it.

We’ll we’ll dispatch in three days. So instead of paying next day dispatch, you can get a bet you can get a more economical price. All of those things built in utilizing AI and some of the unbelievable things that we’ve built in. We don’t have time to go into some of our our products like Greenex, etcetera.

But these things are making a huge difference. And, again, compensation eligible and, typically, expedited, commission compensation because oftentimes, we’ll have that done. We’ll we’ll do that deal in thirty days.

Impact on Advisers and Clients

Right. And cash in hand, so commissions quick. What’s interesting is I have a pretty unique lens like you do that we get to interact with lots of partners all over the country, in many cases, all over the world, and we’re part of these conversations.

What I’m always amazed at is that our advisers, many of them don’t know you have these capabilities.

And we walk when we walk them through and, again, we don’t have time to get into all the nits and that’s of the line card, Charlie, but you’ve seen the expressions on advisers’ faces when your team is going through the line card of what you offer and how the advisers client can benefit from it. Their mind’s blown. They can’t believe that they never heard about this before. They can’t believe that it’s commissionable.

And the other thing is that as you do these services, the Granite services, the other solutions that you offer that are MRC based are super sticky because they’re all together. The client views Granite as just the go to for three sixty for all of the services in the technology wheel, and that’s really special. And I think once an adviser sells it and they see the results that you create, now they get it and you get repeat sellers, but also their customers become repeat buyers.

And when their customers leave one company, and sometimes they do, it’s hard to believe, when they leave one company, guess who they take with them?

Repeat Sellers and Buyers, Easy Button for Clients

They take the adviser with them and Granite with them because Granite becomes the easy button for sourcing, managing, installing, all these things that, you know, frankly, customers are just limited. They don’t have enough time. They don’t have enough money. They don’t have enough people. You guys become a quick extension of their staff, a professional extension of their staff, and you help them hit deadlines and goals that they just thought were impossible without Granite. It’s pretty special.

There’s no doubt about it. It it we I’d love to say it’s the easy button, but when someone changes from one organization to another, they’re taking a job where they’re expected to make an impact. The solutions that we’re bringing to the table today make significant and rapid impact on organizations. So if our advisers can embrace the fact that people need help And, candidly, granted, it’s very good at both bringing on and keeping customers, multilocation customers. This is what we do. So if they can embrace that and look to us, I think we’re gonna have a win win scenario.

Ideal Granite Client and Multilocation Focus

Look. We said multilocation a couple times, but I know in your mind’s eye, you probably you’ve you’ve seen a lot at Granite. You’ve seen a lot of customers come and be successful. Is there a segment or a vertical that you just think that’s the perfect Granite client? The they’re the ones. Or is it a couple of segments? I think it’s important just to point everybody in the right direction.

Yeah. And and I don’t mean to make this too simple when I say it really is all about multilocation as opposed to worrying about, the the industry or the vertical. I can tell you that areas that we’re having incredible success with tend to be areas where where the our clients, our mutual clients, customers have specific needs. So you look at, you know, retailing will continue to be big because, like we mentioned, Wi Fi enabling Wi Fi for your customers in the store so that you can feed them, hey.

Success in Specific Industries

How I saw you looking at that sweater. It just pops up on your phone. Right? Things like that.

In the medical industry, in in the care industry, whether it’s hospital or or senior communities, they they have end users that need to leverage these these new solutions that technologies are making are are are are making available to them. So we wanna make sure that we continue to get that message out. But the the simple fact is if it has if there’s multiple locations involved, we have the ability to bring continuity, consistency Yeah. To that to to that industry because to to that organization, rather. Because regardless of industry, the decision maker or makers is, as we know, almost every technology decision now has multiple end you end user decision makers in the world.

That’s right.

The day you walk in it you and I walk in and sliding a pen and a piece of paper over to one guy on those one call closes that we both excelled in, those just don’t seem to happen as much.

Multiple people want to be part of that, of of that decision, but you can show them all the different things that they can take take advantage of of. So multilocation, aggregating solutions versus aggregating hotline invoices. Right? Across multilocation continues to be it.

We mentioned field services, and I and I did touch on that we make you know, we’re exploding, exploding wireless data as well. But, also, connectivity with over a hundred and sixty providers in our portfolio that are that are that are, that our advisors can take advantage of. Pots replacements, wireless pots with our EPIC Pots solution, and a nationwide MSP. Like, to your point before, people don’t think about Granite.

Scale and Differentiated Solutions

We support several hundred thousand locations as an MSP. Yes.

So they’re all driven by our investment in our internal and client client and partner facing platforms.

There’s reality of the scale that we bring to the table, Tim. Let’s just do some things that perhaps others can’t do. And I always respect our competition, but I think a differentiated that we’re really excelling on is is leveraging our scale. The amount that we buy from underlying providers, the financial stability we have that allowed us to invest into our own solutions now that that are patented granite, designed, and patented solutions. Like, people are familiar with with the fact that we EPIC is our patent.

Edgeboot Edgeboot, which is our our out of out of band wireless PDU that that now also carries all of our all of our our monitoring capabilities in that box. These are solutions that that we own. So we’re leveraging our scale. We’re leveraging our financial standpoint. And and and a great story, if if it could take thirty seconds about how a partner was really able to make a huge impact, we’ve got a well over a thousand location retailer that made the decision they were gonna leverage Granite’s full stack capabilities, everything from connectivity to their network deployment, network security, all the things that go into a site because they wanted to standardize. They wanted to they wanted a customized solution standardized.

Leveraging Financial Stability for Client Solutions

But there was a CapEx issue that they had. Yeah.

Our our the fact that we’ve been in business for for over twenty years, profitable, debt free, and privately held, allowing us to make the decisions that are best for us and our customers, we were able to take a a very challenging CapEx issue for this client, turn it into amortize the spend on both equipment and installation, allowed them to move forward immediately. So instead of a three year rollout, our ability to scale and and put put things into place quickly, our partner was delivered in less than nine months, a thousand locations of full stack connectivity and managed services. They’re getting paid too.

No. Look. When I think about Granite, I think that’s a great place to end this video. When I think about Granite, I think about complex, multilocation, full stack solutions knowing and I’ve seen advisors go in and win the whole enchilada, meaning rip and replace the whole thing.

Complex Multilocation Solutions and Long-Term Partnerships

But I’ve seen them start with some of your differentiated products in over twelve, twenty four, thirty six, forty eight months. Like you said, customers are sticky. They’ve slowly built their services expansion with Granite inside a customer where whether it’s two hundred and fifty, a thousand, two thousand locations, these very complex solutions become simplified. They become streamlined.

Costs are contained. They have an accountable partner on the other end of a very complex solution that becomes the extension of their customer’s team. And together, you manage this account for many, many years. I’ve seen it over and over. You’ve seen it way more than me. So, again, I think think you guys all gotta think about Granite complex, multilocation solutions where full stack is the goal, maybe the requirement of the client, they wish they could wave a magic wand and get everything consolidated to a single invoice with one accountable partner. I think Granite has to be at the top of the list.

Charlie, thanks for being on the big show today. Thanks for taking the time. Thanks for the partnership. We appreciate you and your team who’s out there in the field with our team and our advisors selling shoulder to shoulder, helping them conquer their biggest challenges and achieve really big goals. Thanks so much for all you do. We appreciate you.