Vendor Presentations

Sponsored by: TelePacific Communications

This presentation focuses on next-gen data center colocation services and the value they provide agents. Critical demand drivers, such as disaster recovery, WAN applications and cloud requirements, plus sales methods proven to grow colocation revenue will be discussed.

Key Topics

• Why SMBs are moving to data center solutions and why you should care
• Cutting edge business applications that leverage colocation
• Driving network sales with data center services
• How to prospect for colocation opportunities
• Selling the cloud to generate colocation deals
• Maximizing revenue from existing colocation customers
• How to partner with OEM’s to drive sales

Speaker:

Michael Webb, Senior Product Manager, Data Center Services, TelePacific Communications

Sponsored by: Intronis

Sponsored by: CRA inc.

Imagine if you could streamline your business so that revenue was generated not only from new carrier or cloud sales, but from supporting those sales and their entire WAN environment. The help desk is the differentiator you have been searching for.

Learn how to:

• Cut your attrition rate in half.
• Integrate telecom help desk services into your sales process.
• Utilize our transparent support to instantly provide the depth you need.

Whether you are an agent with an established back office or a sub with one admin, there is an easier, more cost effective way to do business.

Speaker:

Laura Bernstein, President CRA Inc.

Sponsored by: MegaPath

At some point, every business needs to decide the best approach to managing its network. For SMB businesses, they must decide whether to manage their own networks or outsource the process. Larger businesses must decide which aspects of the network management they should outsource. After determining business needs, businesses — regardless of size — need to investigate service providers and gain a firm understanding of their MPLS installation processes and timelines, pre- and post-sales processes, and what kind of customer support they can expect from an MPLS service provider. During this session, we will address all of these topics to help you sell a solid solution to your customers — leading to a lasting business relationship.

Speaker:

Bernie McGroder, Vice President, Sales Engineering, MegaPath

For more information and to reserve your seat, visit www.megapath.com/channelpartners.

Sponsored by: MegaPath

After developing a stronger understanding of the MPLS timeline during the "MPLS Timeline: Understanding the Project Scope-to-Order-to-Install Process" session, you can further develop your lasting customer relationships by learning how you can better serve your customers as they determine the format that is best for their needs: public vs. private networks, value-added services, accessing their private networks and using their customer portal will all be addressed.

Speaker:

Bernie McGroder, Vice President, Sales Engineering, MegaPath

For more information and to reserve your seat, visit www.megapath.com/channelpartners.

VTech Answers the Call of the SMB Market, Offering a New Telephony Solution

Sponsored by: VTech

VTech will be demonstrating the next generation of communications for the SMB market with its new Synapse telephony solution from AT&T. Backed by VTech’s new partner program that provides all the tools for channel partners to succeed, Synapse helps fill the gap in the SMB market with a trusted brand that’s a cost-effective solution. The new Synapse phone system provides simple installation and key technology platforms to support a full-feature system. This session will cover the latest innovations from VTech and the resources that are available, such as training, technical support and partner incentives.

Time Warner Cable Vendor Presentation

Sponsored by: Time Warner Cable Business Class

The AboveNet Agent Program

Sponsored by: AboveNet Communications, Inc.

AboveNet is a tier one data communications network that delivers customized private networks to those customers who require high bandwidth connectivity. It does so through its owned and operated fiber optic networks in 20 markets throughout the U.S. and Europe. Its 2.3 million fiber mile network connects to more than 2,800 buildings and more than 480 data centers. Utilizing Ethernet as its prime transmission technology, AboveNet provides both metropolitan and wide area network services through wave division multiplexing and point-to-point Metropolitan Ethernet as well as Internet access and long haul services.

Speaker:

Bill LaPerch, CEO, AboveNet Communications

How to Carve Out a Bigger Slice of the Solutions Revenue Pie: Become a Cisco Cloud Services Reseller

Sponsored by: Cisco Communications, Inc.

Join Cisco for lunch (and pie) to learn about how to work with one of our Cisco Certified Cloud Providers to carve out a bigger slice of the solutions revenue pie with no capital investment.

In addition to detailing the market opportunity and program requirements, Cisco will cover the many benefits of becoming a Cisco Cloud Services Reseller, including:

• Developing sales, technical and service capabilities by offering IaaS (infrastructure-as-a-service) or HCS (hosted collaboration solutions)
• Access to marketing tools such as the "cloud catcher"
• Achieving recognition as a Cloud Services Reseller in the Cisco partner locator

Speaker:

Mohammad Abdel-Khaliqm Business Development Manager - Cloud Go to Market; Cisco Systems

ACC Business Presents: The Science of Selling

Sponsored by: ACC Business

Tired of the “latest sales technique buzzwords and trial efforts?” We’ve all experienced the Art of Selling, Relationship Selling and Consultative Selling, with some degree of success. AXIOM, a 20-year veteran company committed to coaching and developing professional sales forces at Disney, ESPN, AT&T, ACC Business and hundreds of other companies, will present the TRUTH of Sales Transformation…the SCIENCE of selling.

Speaker:

Ray Bonis, Director, Sales, AXIOM Sales Force Development, on behalf of ACC Business

How to Write an Effective RFP that Bridges the Divide Between Premises-based and Hosted Solutions

Sponsored by: Alteva

Consultants working with premises-based equipment know how to write a premises RFP, but with the rise of cloud/hosted technologies, it’s important that the RFP encompasses both technologies. There IS a difference between these solutions and it’s not as simple as comparing apples to oranges; they have different associated costs, benefits and are delivered in different ways. Attendees will learn how to evaluate hosted solutions, which will enable them to provide their customer with all available options in order to help them make an informed decision about which solution best fits their organization.

Speakers:

Louis Hayner, Executive Vice President and Chief Sales Officer, WVT Communications Group
Guy Yasika, Regional Sales Manager, WVT Communications Group

Sponsored by: AT&T

Address your customers’ pain points and redefine how work is performed by tapping into AT&T’s mobile and cloud assets. Deliver secure, integrated (device, network and application) solutions. Transform computing, storage and software distribution into network functions changing the experience from labor- and time-based to on-demand. Raise productivity and speed with easy-to-use, web-enabled services that drive greater value from their investments. Guide your customers safely into the cloud and help them deliver content and application access, anytime, anywhere and to any device.

Speaker:

Melanie Murphy, Executive Director, AT&T Product Marketing

Your Customers Have a Smart Phone In Their Pocket. Why Do They Have A Dumb Phone On Their Desk?

Sponsored by: M5 Networks

A new smart phone comes out almost every week, but many companies are still using old technology for their corporate communications lifeline, the office telephone system. This presentation will provide valuable information about how you can offer your clients a smarter solution for their business phone system. We’ll cover advances that enable mobility, actionable business intelligence, application integration, contact center bundling and more. Even if you aren’t looking for a phone system partner today, please join us to get a new perspective on what’s possible and what’s coming next.

Speaker:

Jeff Valentine, Senior Vice President, Product Marketing, M5 Networks