Education
Fresh Ideas! (Novice)
This track will include sessions on emerging opportunities, including SaaS, cloud computing, electricity and managed services. Sessions will focus on defining opportunities, explaining technologies, identifying target markets, suggesting suppliers and sales tips. Real-world partner experiences with each opportunity will be shared.
Monday, September 20
2:30 – 3:45 p.m.
SaaS Sales 101
Adding hosted applications to a bandwidth sale seems synergistic, but early entrants have found it to be a completely different decision. Find out more about how to go into this opportunity armed with best practices for success.Opportunity: The session begins by defining SaaS, available applications, market drivers and suppliers.
Application: Next, experts discuss how to make money with SaaS and best practices for success.
Case Study: Hear from one telecom agent who has been successful in adding SaaS to its telecom portfolio.
Moderator: Steve Hilton, Head of Enterprise and SMB Research, Analysys Mason
Speakers: Curt Allen, President, X4 Solutions
Robert Bye, Executive Vice President, nGenX
Jim Safran, President, GreenAppX
4 – 5:15 p.m.
Cloud Computing Crash Course
If the cloud computing opportunity just doesn’t compute, then this session is for you. It will cover the basics of what cloud computing is, who the vendors are and how you make money. And if you need more proof, a peer partner will share its experience selling cloud computing.Opportunity: The session begins by defining cloud computing, its drivers and suppliers.
Application: Next, experts discuss how to make money with cloud computing and best practices for success.
Case Study: Hear from one telecom agent who has been successful in adding cloud computing to its telecom portfolio.
Moderator: Clark Atwood, Vice President, Concierge Communications
Speakers:William Hiatt, CTO, RapidScale
Jason Baker, CTO, ReliaCloud
Brandon Peccoralo, Sourcing Consulting, COLOTRAQ
Andrew Pryfogle, President & CEO, Terrapin Solutions LLC
Hannah Smitterberg, CEO, Cost Effective Technologies
Tuesday, September 21
8:30 – 9:45 a.m.
Plugging Into the Electricity Sales Opportunity
Electricity and telecom sales can be synergistic. Clients that count on you to provide cost-effective communications services will appreciate the same counsel on their power supply. This session will explore the opportunity, how to make money and one agent’s experiences plugging into power sales.
Opportunity: The session begins with a look at the deregulated energy market and the opportunity for indirect sales channels.
Application: Next, experts discuss how electricity is sold, how agents make money and best practices for success.
Case Study: Hear from one telecom agent who has been successful in adding electricity sales to its telecom portfolio.
Moderator: Vince Bradley, CEO, WTG/Energent
Speakers:
Pete Keane, President, Outreach Telecom & Energy
Kevin Quay, Director of Market Development, BlueStar Energy
Louis A. Frate, Principal and Founder, Mint Energy
Greg Howard, CEO, US Telecom Group
Randy Jeter, Partner, Premiere Worldwide
Ken Rowen, Vice President, PAETEC Energy
10 – 11:15 a.m.
Making the Move to Managed Services
The question for many traditional resellers is no longer whether to get into the managed services business, but how. This session will offer some guidance by looking at the opportunity, best practices for success and the experiences of one reseller turned MSP.Opportunity: The session begins with a look at the market drivers for managed services based on demand-side research.
Application: Next, experts discuss best practices for success in offering managed services.
Case Study: Hear from one reseller that has successfully transitioned to an MSP.
Moderator: Irwin Lazar, VP of Communications, Nemertes Research
Speakers:Jason Ellis, Vice President - General Manager, Tele-Plus Corporation
Dan Hoban, Director of Business Development, Nuspire
Lane Smith, CEO and President, Do IT Smarter
Charles Weaver, Co-Founder and President, MSP Alliance
Mark Worster, Owner, Unitel
Cast your Vote!
