Hot Topic Workshop

Carrier Ethernet Basics 3 -3:45 p.m.
U.S. enterprises are expected to spend more than $27 billion over the next five years on carrier Ethernet services provided, according to Insight Research.  If you aren’t selling it, you are missing out. This workshop will offer you tools you need to take advantage of this opportunity, starting with the basics: market demand, technology, availability, providers and applications.
Speaker: Ted Wagner, Director, Product Management, Data Services, Level 3

Making the Business Case for Carrier Ethernet 3 -3:45 p.m.
The buzz about Carrier Ethernet is no surprise. It’s a highly scalable and cheaper alternative to other WAN options. But once you are in front of a customer, you need to get down to brass tacks. Our expert will show you how to recognize an opportunity and how to make the business case.
Speaker: Daniel Olrich, Executive Vice President of Operations, US Signal

Advanced Selling I – Technical Terminology 4 -4:45 p.m.
The second part of the Carrier Ethernet Workshop will focus on advanced selling skills. In the first half, you’ll learn how to speak the technical language of Metro Ethernet from a carrier engineer.
Speaker: Rajiv Datta, CTO & SVP, Engineering, AboveNet

Advanced Selling II -- Complex Solutions 4 -4:45 p.m.
Now that you understand the basics, the business case, and technical terms, it’s time to take on a complex sale. This session will walk through the process of selling Layer 2 solutions along with multilocation colocation facilities. The information will assist partners in better understanding the complexities of higher speed bandwidth applications as well as compliance sensitive enterprise clients.
Speaker: Lenny Chesal  VP, Strategic Sales and CMO, Host.net