Agenda

Wednesday, October 03, 2012
5:00-5:45pm
Wednesday - 10/03/12
Is Traditional Selling Dead? How the Sales Conversation is Changing, and What You Need to Know About it
Tim Basa Vice President of Sales -BullsEye Telecom
The B2B sales process has been turned inside out. Buyers say they no longer need salespeople to gain answers to initial product and service questions. The information they need for the most part is now in plentiful supply all over the Internet.oday, buyers are pushing sales conversations to the end of their purchasing process. This can be downright frustrating for salespeople who are used to establishing a relationship early, then framing the prospect’s purchase decision during the entire process. It’s a gamechanger that creates new selling circumstances and requires new skills to get you to the front of the conversation. If you want to make sure you’re invited, positioned and prepared in the buying process this session is for you.
6:00-6:45pm
Wednesday - 10/03/12
3 Ways to Survive the IT Telecom Convergence
Mark Neider National Director Indirect Sales -Cbeyond
Justin Chugg Director of Marketing -Telarus, Inc.
The convergence of IT and telecom has given birth to the next generation of technology solution providers. Understanding how to adapt and capitalize on this evolution is essential to the success and survival of your business. The training will focus on financial, product and marketing best practices for the IT/Telecom solution providers of today. Avoid the learning curve and get a head start on your competition before your business becomes obsolete.
Thursday, October 04, 2012
11:30-12:15pm
Thursday - 10/04/12
Enterprise Mobility Management
Joshua Lipton CTO -Advantix Solutions Group
Bo Wheeler President -Entelegent
Patrick McGugan Director, Business Management Services -ARG
Robert Butler Vice President of Sales -Telarus
Agents and distributors need mobile plays to remain relevant. Enterprise IT departments need help managing the massive influx of mobile technologies into the corporate environment. Right there in the middle sits enterprise mobility management solutions. Our panel of experts will cover the market demands and dynamics of enterprise lifecycle and device management solutions and the significant opportunities in reselling and distributing these managed services.
12:30-1:15pm
Thursday - 10/04/12
Public Clouds vs. Virtual Private Clouds
Joe Corvaia Vice President, Cloud Computing -Evolve IP
James deCrescenzo President -iAreaNet
Kristine Barton Director, Solutions Engineering -ARG
Don Douglas President & CEO -Liquid Networx
Companies of all shapes and sizes are evaluating how to best leverage the cloud to increase productivity, profitability, scale and continuity. As the technology footprint expands, most businesses are confused about the different definitions and asking themselves: Have all clouds been created equal? Companies need to carefully weigh and understand the differences between available offerings so they can fully realize the total cost of ownership TCO benefits of cloudsourcing their infrastructure.
1:30-2:15pm
Thursday - 10/04/12
Bridging the Video Conferencing Chasm
Charles Studt Vice President of Product Management -IntelePeer
Scott Wharton CEO -Vidtel
Companies looking to deploy and use videoconferencing services often are forced to muddle their way through noncollaborative platforms, disparate standards and an assortment of devices and room systems. In order for video conferencing to achieve its full penetration and potential as a business tool, business users must be protected from these underlying complexities. This session will cover the progress being made by standards bodies and vendors to provide multiparty, multivendor video conferencing across various platforms, standards, systems and devices.
2:30-3:15pm
Thursday - 10/04/12
Getting More from Your Current Client Base
Tom Cates President -Brookeside Group
Telecommunications companies are under intense pressure, faced with increased competition and challenged to sell a complex product. Going after market share from competitors is expensive, but most telecommunications companies already have a source of untapped revenue – their existing client base. Tom Cates specializes in consulting for B2B companies, specifically channel partners in the telecommunications industry. Cates will discuss how to identify opportunities for upselling and crossselling current clients to increase your service portfolio, as well as identifying clients that are at risk of defecting.

 

 



October 3-5, 2012
Austin Convention Center 
Austin, Texas USA

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