Channel Outlaws

We’re concluding Channel Outlaws’ first season with a two-part interview starring our own Rick Dellar, who co-founded Intelisys in 1994 with his longtime friend Rick Sheldon. In Part One, Rick takes us through the evolution of Intelisys as he sees it - how it went from a fairly standard telecom agency run by three guys named Rick, to the most successful business of its kind in the world in just over 20 years. And yes, I did say “three” guys named Rick, because originally there was a third founder of Intelisys ... and that third founder was also named Rick.  Dellar tells us the story of this third Rick - why they partnered originally, why Dellar and Sheldon eventually decided it was necessary to part ways with the third Rick, what it’s like when you absolutely have to have those tough business conversations, and why you really should never put them off. We also talk about the evolution of the trusted advisor model, the ONE question to ask when hiring sales reps, and what it was like for Rick and Rick when they