Channel Outlaws

We’re kicking off Season 2 of the podcast with Charlie Bogart of RealCom Solutions. Charlie recently boldly went where few traditional telecom agents have gone before: He acquired a VAR. So we talk about what went into his decision … AND the pains and pleasures of such a momentous undertaking, including what it’s like to quintuple your client base overnight. We talk about how Charlie focuses almost entirely on enterprise clients, and how that’s paid off for him big time ... but the reason he does it that way is about way more than the payoff. We also discuss Charlie’s unique selling strategies, his office space strategy, how he handles failure, and his ongoing efforts to add Magic Johnson to his client list. Topic timestamps: 2:06 - About RealCom Solutions 4:30 - Acquiring Enterprise Clients 9:16 - Pitching to Magic Johnson 14:50 - Selling Strategies 20:00 - Office Space Philosophy 24:45 - Purchasing a VAR 36:50 - Lessons learned from VAR acquisition 40:55 - How ScanSource and Intelisys Affected RealCom 43:40