CTI Solutions is a telecom sales agency based in Palm Desert, California, and one of the longest-standing agencies in North America, operating since the mid-1990s. It was started by Vince Cordero, a self-described "career telecom guy." From the outset CTI differentiated itself by selling hardware alongside telecom services and by providing back-office services to support its customers' purchasing efforts. Its clients include a dental service organization that supports 185 dental practices in eight, mostly western, states.

CTI Solutions' client is a dental service organization (DSO) that provides administrative and business support to 185 dental practices in eight, mostly western, states. The client wanted to modernize the legacy MPLS network connecting all of its dental offices to its data center and to the internet. CTI saw the project as an opportunity to bring in Mosaic NetworX, a provider it had met at a holiday partner event a few years earlier and whose technical acumen had impressed Vince Cordero.

The opportunity carried two distinct challenges. First, the client had few firm technical requirements beyond a request to "upgrade the existing services." That meant the provider would have to determine the client's technical needs, then design and recommend a solution that best suited them: a consultative sale rather than a simple quote. Second, the deployment would have to take place during a pandemic.

The client was also time-strapped and did not want to manage multiple contracts from multiple service providers. CTI preferred an aggregator that could solve those back-office problems and present a single agreement. The business was not guaranteed to CTI; without the right provider, the contract could easily have gone elsewhere.

Mosaic NetworX, founded in 2007, is an IT infrastructure provider specializing in network aggregation and managed services. Its team of network engineers and telecom veterans places special emphasis on customer experience and project management, and its engineering depth allowed it to take on the consultative work of defining the DSO's requirements.

Mosaic recommended a solution built on dual SD-WAN circuits with LTE failover. Rather than architecting the circuits as primary and secondary, Mosaic used a parallel, load-sharing design so that both circuits carry traffic, giving the client the greatest possible business continuity and uptime. The proposal also included cloud-based security, and because Mosaic acts as an aggregator, the client received a single solution instead of contracts from multiple service providers.

The contract was signed in mid-January 2020 to provide internet connectivity to all 185 offices, with estimated annual revenue of $1.5 million to $1.7 million for CTI and Mosaic. Mosaic then managed the deployment itself, which took place during the pandemic. CTI's team was not needed at any step, allowing Vince Cordero to take a back seat on what he describes as a very complicated rollout.

Mosaic positions itself as a highly orchestrated, single-vendor solution with hundreds of carriers worldwide: one quote, one bill, one currency, one language, one project manager and one customer service contact. Its stated goals for sales partners are bigger sales and fewer headaches.

• Signed contract in mid-January 2020 to connect 185 dental offices, worth an estimated $1.5–1.7 million a year
• Business CTI was not guaranteed to win; without Mosaic it would most likely have gone to Verizon, per Vince Cordero
• Vince Cordero now spends one or two hours a week, versus the two 60-hour weeks a project like this would normally demand
• Parallel, load-sharing dual SD-WAN circuits with LTE failover maximize uptime and business continuity across all sites
• Single aggregator contract spared the time-strapped client from managing agreements with multiple service providers
• CTI's staff were not needed at any step of a complex deployment carried out during the pandemic