Education
Experience Counts! (Advanced)
This track will include more technical information for the seasoned or tech-savvy professional solution provider on 4G mobility, mobile device and expense management, unified communications and video conferencing. Sessions will focus on ways to maximize opportunities, evaluate complex solutions, identify target markets, suggest suppliers and partners, and review solutions selling techniques. Real-world partner experiences with each opportunity will be shared.
Monday, September 20
2:30 – 3:45 p.m.
Mastering 4G Mobility
You know there has to be a way to make money in wireless. But becoming a business-to-business wireless dealer has its challenges. Whether you’ve taken it on successfully or sidestepped it, you’ll want to revisit wireless with a look at the opportunities coming with 4G technologies like WiMAX and LTE. This session will discuss the new technologies and ways to finally master the wireless beast.Opportunity: This session begins with an overview of the 4G technologies, suppliers and availability.
Application: Next, experts discuss how to make money with 4G and best practices for success.
Case Study: Hear from one telecom agent who has been successful in adding 4G to its telecom portfolio.
Moderator: Natasha Royer Coons, Managing Director, TeraNova Consulting Group Inc.
Speakers: Jonathan Bergman, President, Wireless Expert Group
Mark Giannini, CEO, Accel Networks
Brian Wesolowski, National Manager, Wireline Indirect Sales, Sprint
Tem Wu, Wireless Manager, World Telecom Group (WTG)
4 – 5:15 p.m.
Moving Up to Mobile Device & Expense Management
Telecom expense management has been a successful professional services addition, but a potentially bigger opportunity across a broader cross-section of your base and prospect list is mobility management. This practice covers plan optimization, device procurement and management, over-the-air security and expense management. Learning these competencies can be a door-opener and a new revenue stream.Overview: The session kicks off with a discussion of the consulting services that make up wireless device and expense management.
Application: Next, a panel of experts discusses the pros and cons of DIY and OTS solutions for developing a wireless device and expense management program.
Case Study: Hear about how one partner helped a customer with its mobility management challenges.
Moderator: Joe Basili, Managing Director, TEMIA, and President, Network Trends
Speakers: Rudain Arafeh, Founder, President & CEO, Configure Inc.
Troy McCracken, CEO, Spectrum Inc.
Moe Arnaiz, Co-Founder, eMobus
Michael Gang, Principal, The Hastings Group LLC.
Tuesday, September 21
8:30 – 9:45 a.m.
Hosted vs. Premises UC
The debate about hosted vs. premises-based unified communications is a religious one, with passionate supporters on both sides. This session invites proponents (and opponents) to hash it out over key issues that impact a channel partner’s decision to deliver one or the other. What side will you be on? And, will your position be swayed by these arguments.Overview: The session begins by defining UC, its value proposition, market forecast and drivers.
Application: Next, experts will argue the case for the hosted and premises-based delivery models – from technology to customer ROI. They also will compare the business opportunity and partner requirements for each option.
Case Studies: Contrast the experiences of partners that chose each path.
Moderator: Irwin Lazar, Vice President, Communications, Nemertes Research
Speakers: William Bumbernick, CEO, Alteva
Todd W. Brinegar, CMO, Presidio, Inc.
Jim Ortbals, Manager, Channel Operations Service Provider Channels, Cisco Systems Inc.
James Whitemore, CMO, Smoothstone IP Communications
Jeff Wissing, Senior Product Manager, UC, ADTRAN
Clem Wyman, CEO, ValuLink Technology Solutions
10 – 11:15 a.m.
Video: The Next Step in Conferencing
You’ve been selling audio conferencing for years, but now customers are starting to ask questions about video conferencing and telepresence. With some training, you can avoid handing these potentially lucrative sales off to an A/V specialist. This session will take a look at the continuum of possible video services and how to add them to your portfolio.Overview: The session begins with a closer look at the technological options available to clients from free desktop solutions to room-based systems.
Application: Next, experts discuss the pros and cons of each technology option and what sales and technical skills partners require for success.
Case Study: Hear about a customer implementation from the partner who sold the deal.
Moderator: Frank Ohlhorst, Chief Analyst, www.ohlhorst.net CNE, MCP, L+, N+, A+
Speakers:Clinton Gatewood, Vice President, Corporate Development, VuTelepresence
Michael Helmbrecht, Vice President, Product Marketing, LifeSize
Barry Morris, Vice President, Federal Operations, Polycom
Walter Somsel, Conferencing Advisors Inc.
Paul Vick, Director, Channel & Strategic Sales, Americas & EMEA, ACT Conferencing
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