Case Studies from the Cloud – Independent distributors and vendors will discuss successful sales processes for selling cloud services.
Moving Up-Market with Telecom Expense Management – Experience a role play of a TEM sale and see how TEM provides sales reps with information on what a customer needs and when to sell it.
The Five Personalities of a Top Selling Telecom Agent – Marketing master Tim Basa shares his exclusive sale training session.
Using Open Source Tools to Create and Sell Small Business Products and Services -- A step-by-step approach to developing, implementing and selling open source-based products and services, including hosting, training and client support services.
Crossing the Channel Chasm – Channel consultant Pete Radizeski continues his discussion on the migration from “Bell Head to Net Head,” a move that must take place within the agent community
Partnering with Hardware Sales Organizations to Maximize Exposure and Growth – Gain advice and insight on distributor value propositions, how to select a hardware vendor partner, the type of compensation to expect, who to schedule sales appointments with and more.
Open Forum on Vendor/Distributor Contracts – Telecom lawyer Ben Bronston will lead a diverse panel and interactive discussion on this complicated and sometimes controversial topic.
Get Your Piece of the Cloud – An overview of the cloud computing market, why you should care and the products businesses are in need of now.
Plus several vendor training break out sessions
Thursday, February 03, 2011
11:15-12:00pm
Thursday - 02/03/11
Accelerating Revenues
Skip Lane (Moderator)
Managing Partner
-Revenue Velocity
Jeff Uphues
VP Sales & Marketing
-Cbeyond Cloud Cloud Services
Wain Kellum
CEO
-Vocalocity
Brian Skidmore
VP, Sales and Marketing
-OneStream Networks
One of biggest challenges facing providers and distributors is the consistent ability to meet sales quotas in an economically strained and highly competitive market. This session will focus on the allimportant first step to accelerating revenues: choosing the right type of channel partners for your particular product suite.
12:15-1:00pm
Thursday - 02/03/11
The Five Personalities of a Top Selling Telecom Agent
Tim Basa
President
-Telegration
A session packed with marketing and sales best practices designed to help agents and master agents maximize their efforts out on the streets.
1:15-2:00pm
Thursday - 02/03/11
Moving Up-Market with Telecom Expense Management & Wireless Expense Management
Gregg Smith
Founder and CEO
-MessagePro
Christopher Thierry
President
-ETeleSolv.com Inc.
Rob Westervelt
Vice President and General Manager of Indirect Global Solutions
-NTT America
Mark Sondergaard
Director of Sales
-World Telecom Group
Kevin Goodman
Direct of Channel Marketing & Strategic Development
-Broadview Networks
Perry Chrisler
President
-Concierge Communications
Chris Barton
President & CEO
-WCS (Wholesale Carrier Services)
Experience a role play of a TEM sale and see how a TEM product suite can provide sales reps with information on what a customer needs and when to sell it.
2:15-3:00pm
Thursday - 02/03/11
Using Open Source Tools to Create and Sell Small Business Products and Services
Gary Pudles
President and CEO
-AnswerNet
A stepbystep approach to developing, implementing and selling open sourcebased products and services, including hosting, training and client support services.
3:15-4:00pm
Thursday - 02/03/11
Crossing the Channel Chasm
Peter Radizeski
President
-RAD-INFO, Inc.
Channel consultant Pete Radizeski continues his discussion on the migration from a TDM, “BellHead” plugnplay approach to a “NetHead,” IP communications mentality. This session will touch on the vast differences between the current TDM sale and the migration that has to happen in the agent community.
Friday, February 04, 2011
11:15-12:00pm
Friday - 02/04/11
Open Forum on Vendor/Distributor Contracts
Ben Bronston (Moderator)
Managing Partner
-TelecomLawyer.Net
Emmet Tyding
President
-AB&T Telecom
Dan Vidal
Owner & CEO
-Telecom Advisors
Attendees are encouraged to take part is this interactive session discussing the ins and outs of agent agreements. Our panel of experts will explore this important topic from the perspective of a direct agent, a master agent and a service provider, with a particular emphasis on best practices, commonly made mistakes and how changes in technology and the business climate have altered the traditional relationships between suppliers and distributors.
1:15-2:00pm
Friday - 02/04/11
Get Your Piece of the Cloud
Farzin Arsanjani
President
-HyperOffice
An overview and breakdown of the cloud computing market, why independent distributors should care and the cloudbased products businesses are in need of right now.
2:15-3:00pm
Friday - 02/04/11
Partnering with Hardware Sales Organizations to Maximize Exposure and Growth
Brian Miller
President
-MACH 4 Inc.
Gain advice and insight on distributor value propositions, how to select a hardware vendor partner, the type of compensation to expect, who to schedule sales appointments with and more
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