CRN 2018 Women of the Channel Details

Angie Reif Tocco

Co-Founder, LanYap Networks

Location: Phoenix, AZ


Number of years in current position: 7

Number of years involved with indirect sales: 37

Twitter Handle: @LanYapNetworks

Fun Facts:

Has a female boss (or is top executive at company)
Sits on a company board
Has worked for a solution provider organization
Has a mentor
Is a mentor
Can ride a horse
Likes playing video games

Biography and Background:
Angie's depth of industry knowledge, coupled with technical expertise, provides customers with a trusted source when seeking telecom services. A 37-year veteran of telecom, she's been donning LanYap's iconic purple fleur-de-lis since 2011. However, her life before LanYap helped lay the foundation of success for her career. Angie is the matriarch of a family full of strong-willed, irreverent ladies and she prefers it that way. Her dedication to ensuring the future of female leadership motivates her to mentor women in the industry and champion charities that benefit women and children. She founded Telecom for Change as a way to incorporate this philanthropic passion into work life. An avid dog lover, Angie also volunteers for several dog rescues and works with Gabriel's Angels, an organization that provides therapy dogs to at-risk children.

How have you personally helped advance your company's channel business over the past year?
My focus over the past year has been on continuing education. Technology evolves so quickly that training is imperative to remain competitive. I have secured Cloud Services University Certifications on seven topics, as well as multiple Super 9 certifications. In addition, we recently rolled out a VAR training initiative which is beginning to show returns. As a result of this success, we are expanding the initiative. We have just announced a C-Level executive summit to be held exclusively for customers of one of our newest producing VARs, with a half day of training and offsite entertainment. We have carefully selected the five carriers that will be presenting to the customers to in order to guarantee quality content with no overlap of business. I also work closely with our marketing team, overseeing our company's blog and newsletter to share our knowledge with peers and customers alike. We have positioned ourselves as thought leaders and a valued resource by providing information to current and prospective customers, as well as highlighting suppliers with whom we have good working relationships.

What are your goals for your company's channel business over the next year?
Our goals are to continue to expand our cloud offerings and increase our MRC by at least 25%. Selling basic infrastructure has historically been very profitable for us, but the future of our business is in services such as CCaaS, UCaaS, DaaS, along with IoT. As we further explore the cloud space we are finding more sales opportunities for new customers, as well as uncovering new methods to strengthen our relationships with existing customers by having the ability to offer additional solutions.

What honors, awards, or commendations have you won over the past year?
WIC (Women in the Channel) Lead Award Winner 2017 Channel Partners 360 Award Club TPC Platinum Award (Intelisys) Telecom Association Recommended Partner 2017 Featured guest on Intelisys's "Channel Outlaws" podcast

Outside of your family, please name a woman you admire and why:
LaShawna Schofield, Executive Director of Raintree Children & Family Services in New Orleans. I first met LaShawna in 2014, when Telecom for Change was proposing a fundraiser for the Raintree House, a group home for young girls. I was immediately impressed by her dedication to building a future for vulnerable kids who have fallen through the cracks of the foster system. I am fortunate to have developed a friendship with LaShawna over the years and continue to be impressed by her brilliance, her humor, and her endless generosity.

What advice would you give your 16-year-old self?
Trust your instincts. Keep a laser focus and don't let anyone discourage you from your dreams. While you may not have the support of a family now, you will create your own community and be stronger for it. Never stop fighting to better your life and the lives of those around you.

If you could master any new job-related skill, what would it be and why?
Does it have to be realistic? I would love to master time travel. As one of the principals of my company and one of only two sales people, it seems there are never enough hours in a day. I would love the option to rewind and accomplish everything I want and still have several hours left to play with my dog. It would also aid in that conversation with my 16 year old self.

What's the best book you read this past year and why did you like it?
The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson. I enjoyed the book because it expanded on the practices I already engage in with my customers. The book encourages readers to move beyond the "comfort zone" of selling on price, which I find ineffective anyway. By taking a more holistic approach and deep diving into a customer's business before the initial conversation begins, you can walk in with a better understanding of needs they may not even know they have. I found the methods thought provoking and was surprised at the ease of implementation.

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