CVx for Sales Empowerment
Digital transformation plans have accelerated, representing shifts in spending and priorities, which in turn represent new and exploding opportunities for providers and their channel partners. The educational content at CVx is centered on seizing the opportunities being created by businesses thirst for transformations and adapting to the new ways business is being done. Attendees will take home multiple sales tools and techniques that can be applied immediately to their go-to-market efforts.
We understand this requires editing down the product pitches, repeated “differentiators” and unidirectional speeches typical of trade show content. Rather, our moderators are charged with facilitating genuine discussions about the real-world challenges, wins, whale hunts and war stories of selling emerging communications tech in a new reality.
CVx sessions are broken into two concurrent tracks.: The ChannelVision track; covering trends and technologies most important to channel partners, while Remote Work Solutions magazine will present a track covering partner opportunities within the red hot remote and hybrid workspace.
Circle back for updates and additions to panelists and times.
Thursday, November 3, 2022
Complimentary breakfast and coffee served in foyer outside of Meeting Rooms
Venue: Meeting Room Dove I
Cybersecurity is big and complex. This session will get to the base of some key questions for sales partners: What exactly do buyers mean by cybersec? And what identifies an opportunity? How does a partner start the convo with a client? The panel also will provide examples of the hot buttons that are discussed in a cybersecurity sale.
Moderator: Peter Radizeski, President of telecom strategy and marketing consulting agency RAD-INFO Inc.
Panelists:
Adam Burke, Vice President of Sales & Partnerships, Quest Technology Management
Mike Chase, Senior Vice President of Solutions Engineering, AireSpring
Rachel Turkus, Senior Vice President of Marketing & Channel Sales, CyberReef
Venue: Meeting Room Dove H
SD-WAN is safely past its “peak of overinflated expectations,” and still the overwhelming majority of dollars to be spent on the transition to software-defined networking has yet to come. But SD-WAN has become a bit of a bucket term, entailing more than one option for the customer. This session will identify and distinguish three types of SD-WAN architectures and match each type to successful sales and customer outcomes.
Moderator: Martin Vilaboy, editor in chief of ChannelVision and Remote Work Solutions magazines
Panelists:
Jeremy Smith, Sales Engineer, Peerless Network
Glen Nelson, Partner, Vice President – Marketing & Business Development, NHC
Chris Alberding, Senior Director, SD-WAN & Security, Windstream Enterprise
Ryan Livesay, SVP Global Solutions Engineering, Aryaka Networks
Venue : Meeting Room Dove I
A panel of sales pros will provide breakdowns of SASE and cybersec sales, including identifying the opportunity, questions to ask prospects, who the buyer is, and the business outcomes connected to the solutions.
Moderator: Peter Radizeski, President of telecom strategy and marketing consulting agency RAD-INFO Inc.
Panelists
Mike Chase, Senior Vice President of Solutions Engineering, AireSpring
Adam Burke, Vice President of Sales and Partner Program, Quest Technology Management
Mason Miles, Executive Vice President of Sales, CommandLink
Venue : Meeting Room Dove H
This RWS-sponsored panel will examine the pain points enterprises are experiencing with the shift to supporting remote and hybrid workforces and the solutions that are coming to the rescue. Panelists will discuss the “nice-to-haves” that switched to “must haves” when workers went remote, where the emerging opportunities lie for partners, and the nuances to delivering solutions to organizations supporting hybrid work environments.
Moderator: Martin Vilaboy, editor in chief of ChannelVision and Remote Work Solutions magazines
Panelists
Katherine Caporiccio, Partner Solutions Consultant, GoTo
Scott Barlow, Vice President Global MSP & Cloud Alliances, Channel Sales Leader, Sophos
Vince Bradley, CEO Abundant IoT
Hilton Nicholson, CEO, CyberReef
Venue : Meeting Room Dove I
Partners don’t need to be call center experts to sell CCaaS. This panel of sales experts will break down a CCaaS deal, providing real-world examples of wins among non-call center SMBs. The discussion will dive into theCCaaS functionalities that help businesses reach their intended outcomes and help partners be heroes. Attendees will learn to map CCaaS functionality with customers’ future business goals and how CCaaS can help organizations better manage remote, hybrid and work-from-anywhere environments.
Moderator: Peter Radizeski, President of telecom strategy and marketing consulting agency RAD-INFO Inc.
Panelists
Allister Quinteros, Sr Director, Sales Solutions, CCaaS, Intermedia
Ryan Tims, Sales Engineer, Telesystem
Brian Baumgart, Distinguished Consulting Engineer, Avaya Partner Experience Engineering
Michelle Hermann, Sr. Channel Account Manager, Aircall
Venue : Meeting Room Dove H
As the procurement of managed services increasingly moves toward cloud-delivered and SaaS channels, selling managed services becomes less about the technical proficiency and packaged solutions offered by a traditional “MSP” and more about the quality of customer experience and support provided by a traditional sales agency. Come see our panel discuss the partner attributes necessary to selling cloud-based managed services and where the opportunities are waiting.
Moderator: Martin Vilaboy, editor in chief of ChannelVision and Remote Work Solutionsmagazines
Panelists
Rick Mancinelli, Founder and CEO, C3 Complete
John J. Muscarella, Vice President, Channel Sales, Cox Business
Mark Palmer, Vice President of Managed Services, Granite Telecommunications
Tim Basa, Senior Vice President of Sales, Telarus
Venue : Meeting Room Dove I
And, even more importantly, what can be done to fix the mistakes? UCaaS, in and of itself, isn’t the preferred product and never has been. Buyers are looking for certain combinations of specific functionalities, so sales teams need to understand the products, packaging and features better in order to offer the right service offering that will appeal to the prospect in front of them.
Moderator: Peter Radizeski, President of telecom strategy and marketing consulting agency RAD-INFO Inc.
Panelists
Jeremy Dunegan, Senior Manager Strategic Partnerships, NEC
Hilary Gadda, Head of Partner Development, Nextiva
Zachary King, Channel Manager Southwest, Dialpad
Jeff Martis, Director of Product Management – UCaaS, Sangoma
Joshua Haselhorst, Sales Engineer, Telarus
Venue: Meeting Room Dove H
In 15 years of executive leadership, Bruce Wirt has built two nationwide brands, led organization growth in the tens of millions of dollars and amassed a coaching tree of technology industry superstars. Currently CRO at Telesytem, he has successfully developed leadership during those years by focusing on motivations that are in direct control of the individual. For this special keynote session, Bruce will discuss the value he’s seen in coaching leaders to first know their Purpose, apply fuel to their Passion, and then operate with Perseverance and Positivity as foundational skills to building long and successful careers.
Bruce has been a champion for a diverse workforce and has worked hard in front and behind the scenes for compensation equality.
“Culture is key,” said Bruce, “Team members need to be inspired to reach goals; companies don’t grow and thrive with brute force.”
Venue: Meeting Room Dove H
This panel discussion hosted by NACSMA and Newbridge Business Solutions will highlight Leadership, Workforce Development and Technology as it relates to current and future industry challenges, concerns and successes so that as a community we can learn, engage and grow.
Moderator: Steven Cramer, Senior Vice President of Operations, Newbridge Business Solutions
Panelists
Stephen Paskel – Leadership and Technology – Senior Manager, Allstate Insurance
Rob Stenson – Workforce Development – Director of Business and Governmental Relations, University of Jamestown
Cathy French – DE&I (Diversity, Equity, and Inclusion) – Diversity and Inclusion Lead, Discount Tires
Nick Bielinski – Leadership and Technology – Senior Technical Sourcing Recruiter, Amazon
Friday, November 4, 2022
Complimentary breakfast and coffee served in foyer outside of meeting rooms
Venue: Meeting Room Dove I
Our select panel of veteran CMs will share their best advice for channel managers looking to help their partner sales forces do better business.
Moderator: Peter Radizeski, President of telecom strategy and marketing consulting agency RAD-INFO Inc.
Venue: Meeting Room Dove I
With the shift to remote and hybrid working comes new and exciting opportunities in hardware and premises gear. Our panelists will present some of the hottest devices and opportunities for the channel beyond “phones,” the unique needs of hybrid-work environments, and why there may never have been a better time for channel partners to sell boxes.
Moderator: Martin Vilaboy, editor in chief of ChannelVision and Remote Work Solutions magazines
Panelists:
Mike Harvey, Director of Sales, Service Providers, SNOM/VTech
Brian Hyrek, Account Development Managers, VoIP Supply
Chris Turcotte, Vice President, NTS Direct
Graham Williams, Strategic Alliance Director – UCaaS, CCaaS, Jabra
Venue: Meeting Room Dove H
Presented by Jonathan
(JC) Cox, COO & Managing Partner, GoldSky Security, LLC
Part 1:8:00-8:45 a.m. – Meeting Room Redbird J
Intermission: 8:45 to 9:00 a.m.
Part 2: 9:00-9:45 a.m. – Meeting Room Redbird J
As the world moves further into the Digital Age, SMBs are being pressured to invest in building formal cybersecurity programs to assure their clients they are taking the proper steps to protect sensitive data. The question is knowing what types of services to provide and how to avoid potential conflicts of interest. This session will educate IT MSPs and partners on the importance of understanding today’s cybersecurity ecosystem and how they can provide maximum value to their clients. It will offer specific details about how partners can offer additional IT security, privacy and compliance readiness solutions to assist SMBs in minimizing the risks of malware attacks and data theft. The two-part session will include case studies along with a thorough Q&A session.
Jonathan’s security and compliance expertise spans more than 15 years and focuses on infrastructure design, risk assessments and leading complex security and compliance management projects. He brings a deep understanding of information security controls and compliance framework mandates to his clients and currently serves as a fractional CSO for MSPs. Jonathan led the company’s efforts to achieve SSAE 18 SOC 2 Type II and +HITRUST CSF 8.1 certification. He also led the compliance support efforts for several clients and their audits based on the NIST 800-53 rev. 4, FedRAMP, FISMA, PCI, ISO 27001, NIST 800-30, and HIPAA/HITECH audits. LinkedIn
Vendor fast tracks
Of course, finding solutions for customers is an important part of any B2B event. In addition to the 25,000 square feet of exhibiting solution providers, CVx attendees also can do their due diligence and get key questions answered at our Vendor Fast Track Presentations, featuring quick and to-the-point technology conversations and Q&A sessions.
CV TV Onsite
CVTV also will be live in the halls and at the CVx Studio presenting insights and perspectives from senior channel executives and industry thought leaders.
Have an insight to share or idea for a session? Let us know.