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Enterprise Communications Association, TMC to Train Resellers to Profit in IP Communications
[April 07, 2004]

Enterprise Communications Association, TMC to Train Resellers to Profit in IP Communications

Moving to address the critical shortage of convergence-capable resellers, the Enterprise Communications Association (ECA) is joining with Technology Marketing Corporation (TMC) to present “Reseller Strategies for Convergence Channel Success”, a one-day seminar on May 5th at the Westin Hotel in downtown St. Louis.

“We are hosting this session to give resellers access to leading management and marketing consultants for developing models for transforming their businesses profitably, “ said ECA Education Committee Chair Stephanie Sissler, Siemens Director of Channel Development and Sales. “In addition to this access to expertise they may otherwise lack resources to tap, our attendees will also gain a self audit tool worth thousands of dollars.”

Reseller Strategies activities include four sessions:

The Convergence Imperative and Opportunity
For VARs, presented by Sally Stanton, Ingram Micro VP Category Management

An overview of opportunities in the convergence solutions market, projections for the magnitude of the opportunity and its impact on your traditional business, this session defines the components, portrays the drivers for user adoption—and names the challenges channel companies face. This presentation will examine reseller requirements, profile a successful reseller’s skills and competencies and describe the competitive environment that’s emerging. The presenter will focus on the new sales dynamic dictated by the larger role of business units in procurements previously made by technologists.

Why Businesses Buy: A Survey of Various Vertical Markets, Their Business Processes, Their Measures of ROI, presented by Ronn Wiehler, Monrovia Group Founder

A survey of which industries can most readily benefit from the integration of new applications into their particular business processes, this session examines the new sales dynamic. Focus will be on how to turn a seemingly burdensome trend toward procurements by committee to the reseller’s advantage.

Assessing Your Readiness for the Convergence Business, Presented by Sue Heintz, President of Channel Management Partners

Providing participants with concrete criteria for transforming into a convergence capable business, this session addresses the best-of-breed models for companies seeking to blend the voice and data reseller models. Participants will gain access to the ECA-developed Convergence Readiness Assessment, by which they can determine areas needing development and areas to focus on.

Reseller Choices for Transforming to Convergence, Co-presented by Sue Heintz (Channel Management Partners) and Ronn Wiehler (Monrovia Group)

Outlining several options that reseller executives can employ to “close the gap” between their current state of convergence business readiness and their ultimate success in convergence.

Mary Bradshaw, ECA Executive Director, said, “The mission of ECA is to ensure the success of IP communications suppliers and resellers. Most resellers have built their companies around voice or data products. But VoIP and other advances are driving the demand for companies that deliver solutions based on integrated voice, video and data. ECA’s management training will help resellers transform their voice or data business into a profitable convergence business.”

Individuals wishing to register for the Reseller Strategies seminar on May 5, should contact Mary Bradshaw, ECA, 202/467-4868, The $35 registration fee includes lunch. Inquiries for hotel reservations, are directed to the Westin Hotel St. Louis, 1-800-WESTIN-1.

The Enterprise Communications Association (ECA) promotes the growth of markets and effective sales channels for converged voice, video and data communications solutions deployed in the enterprise. ECA programs for executives and technical personnel map out how to profitably transform a voice or data distribution business to pursue convergence markets. For more information on ECA member services, visit the ECA web site at

Through a strategic partnership with TMC, ECA co-locates educational programs, as well as membership and/or leadership meetings, at TMC's INTERNET TELEPHONY Conference & EXPO shows and other industry events. ECA and TMC will also collaborate on development of webinars, newsletters, and other vehicles for market education.

About TMC
Celebrating more than 30 years as a leading technology publisher, Technology Marketing Corporation (TMC) produces industry-leading trade magazines and events focused on technology and communications. TMC publishes two magazines: Customer Inter@ction Solutions, and Internet Telephony, and the online publications,, Planet PDA Magazine, WiFi Revolution, Alternative Power and BiometriTechTM. TMC is also the first publisher to test new products in its own on-site laboratories, TMC Labs, and provide factual and unbiased product reviews. TMC produces INTERNET TELEPHONY Conference & EXPO, VoIP Developer Conference and The Global Call Center Outsourcing Summit. publishes more than 25 topical online newsletters. For more information about TMC, visit its Web site at

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