WISPAMERICA Proved Why the Future of Broadband Belongs to the Bold

I’m Steph, Sonar Software’s new VP of Sales and Partnerships. Just weeks into the role, I had the incredible opportunity to represent Sonar at WISPAMERICA 2025 in Oklahoma City last week. What better way to start than by being surrounded by over 1,500 WISP operators, engineers, vendors, and visionaries all committed to shaping the future of broadband?

From panel stages to coffee lines, the energy was clear: the broadband industry is evolving fast—and the smartest ISPs are shifting from reactive operations to data-driven, growth-focused models. As someone who’s spent two decades driving high-performing sales and partnership engines, I can tell you: this evolution is long overdue—and Sonar is leading the charge.

The power of Being Together - and the Value of Real Conversations

WISPAMERICA isn’t just a trade show—it’s a living pulse check on what matters to ISPs right now. This year’s themes made that crystal clear:

• Scalable systems
  
  
• Cross-functional team alignment
  
  
• Automated growth enablement
  
  
• Customer experience as the core differentiator
  
  

I had the pleasure of participating on a panel titled “Sales-Driven Success: Building a Culture of Growth and Alignment.” The session was packed—and it wasn’t because of flashy slides. It was the shared need for real strategies that work.

We dug deep into what it takes to build a sustainable, cross-functional sales culture. Not just closing deals—but setting up success that extends through onboarding, support, and retention. Sales isn’t just a department—it’s an ecosystem.

From Sales Culture to Company Culture

One of the most resonant points we explored was this: everyone is in sales, whether they hold the title or not.

At Sonar, we don’t silo success. We create shared toolkits—what I like to call a sales toolbox—so every team member has the resources to represent our brand with clarity and confidence​. Whether you’re a CSR answering a support ticket or a technician in the field, your touchpoint is part of the customer’s journey.

If those expectations are set clearly from day one, customers become not just satisfied—but empowered. They become brand advocates. And that’s when scalable growth gets real.

Technology That Enables People, Not Replaces Them

One of the biggest friction points we heard during the panel (and in conversations across the expo floor) was around tools: Why do so many organizations roll out new software that nobody uses?

The answer is simple: they don’t explain the why.

At Sonar, tool adoption is rooted in value clarity. If a new integration or dashboard doesn’t save someone time or make their job easier, it’s just noise. That’s why we involve cross-functional reps in the tech selection and implementation process. Adoption skyrockets when people are part of the decision and understand the payoff​. And let's be honest - scaling doesn't always mean hiring more. Sometimes it's about working smarter, not harder. We're building durable systems that don't buckle as we grow - and investing in ongoing training that turns team numbers into subject matter experts, not just task completers.

Sales Strategy Without Alignment is Just Guesswork

One thing that resonated with both ISPs and vendors in the room was the emphasis on cross-functional alignment. Sales doesn’t operate in a vacuum. Marketing generates demand. Sales converts. Customer success retains. If any link in that chain breaks, the customer feels it—and so does your bottom line.

At Sonar, we align every stage of the customer lifecycle with full visibility. We use shared dashboards, integrated communications, and feedback loops between teams. Our sales reps sit in on support calls. Our CS team reviews pipeline data. Everyone understands what's at stake, and that shared accountability drives results, not just activity.

Creating a Culture Where Growth is the Byproduct of Trust

Building sustainable sales isn’t about pushing harder—it’s about fostering trust at every level. During our panel, I shared how we’re creating guardrails that support reps, not restrict them. We allow room for smart negotiation, but we also put gates in place so reps don’t go rogue. Why? Because we want every customer to experience consistency and transparency​.

We also reward behavior that reinforces that culture. A rep that documents thoroughly, collaborates with CS, and ensures smooth handoffs doesn't just "follow process"- they enable repeatable success. And we celebrate that. Because culture isn't built by rules. It's built by recognition and reinforcement. 

My Key Takeaways from WISPAMERICA

1. ISPs are ready to scale—but they need better systems

Operators are beyond the DIY patchwork phase. They’re craving integrated, intelligent platforms that reduce friction and unlock new revenue channels. Sonar was built for this exact need​.

2. Everyone plays a role in growth

From support to marketing to field techs, when every function is aligned around clear goals and empowered with shared tools, magic happens. Sales becomes a company-wide mindset—not a siloed task.

3. Data is the bridge between insight and action

From dashboards to real-time alerts, Sonar gives ISPs the ability to make confident, fast decisions. And that’s the difference between reacting to problems—and preventing them altogether​.

Why Sonar? Because We Know What ISPs Are Really Up Against

We’re not here to throw jargon around. We’re here to make the complicated simple, the disconnected integrated, and the unscalable repeatable. That’s why we build solutions that:

• Automate workflows and unify teams​
  
  
• Turn onboarding into a retention strategy​
  
  
• Give every department the visibility they need to succeed​
  
  

WISPAMERICA was a reminder of the incredible momentum—and challenges—facing today’s ISPs. And it confirmed what I already believed: Sonar isn’t just part of the future of broadband. We’re shaping it.

Let's Talk

If you didn’t get a chance to connect with us in Oklahoma City, I’d love to hear from you. Whether you’re navigating a messy tech stack, exploring billing automation, or rethinking your customer experience strategy—we’re ready to help.

Let’s build the broadband future together.

—Steph

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