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Location: Meeting Room Red Bird K&L

Build IT & They Will Come: A Sales Process for MSPs

Forced to be experts on a myriad of solutions and technologies, MSPs and tech advisors can sometimes underemphasize key elements of sales and marketing. Led by technology marketing expert and serial entrepreneur Charlene Ignacio, this panel will lead partners through the process of building a complete sale process, from filling the funnel to healthy post-meeting relationships. Our experts will cover everything from the proper steps to building effective MQL and SQL strategies to cleaning lists and creating ideal customer profiles to ensuring successful and productive appointments, plus more.

Moderator:

Charlene Ignacio, CEO, Fornix Marketing

Panelist: 

Randy Deetz, CEO, My Ransom Shield

Robert Choynowski, President and Managing Partner, SeaGlass Technology

Raymond Tijerina, Partner Sales Specialist, Axur

Tanner Cookson, Vice President of Sales, Alternative Payments

Location: Meeting Room Dove I

Sitting on the Classification Fence: Is it SaaS, Information Service or Telecom?

The first of a three-part training track on “Regulatory, Tax & Billing Compliance,” this session will explain how classification of services impacts your operations and the keys to treating each component based on classification. Our regulatory and legal experts will break down the subtleties of service classifications; define SaaS, information and telecom services; and explain the evolving landscape of software solutions in communications. Attendees will learn how to navigate tax load through strategic planning and master regulatory and tax challenges.

Moderator:

Tom Forte, President, Red Jacket Solutions, LLC

Presenters: 

Jonathan Marashlian, Managing Partner, Marashlian & Donahue

Robert Dumas, Owner & CEO, TaxConnex

Location: Meeting Room Redbird J

Details of the Deal – Selling Private Wireless Networks

Private wireless networks are expected to be an integral part of future connectivity solutions. These networks promise to bring enhanced capabilities including security, reliability, coverage, latency, network configurability and accelerated deployment speed over their existing solutions. Our panel of experts representing each piece of the value chain – supplier, partner and end user – will discuss the details of a private network deal, from identifying to opportunity to delivering the intended outcomes.

Moderator:

Martin Vilaboy, Editorial Director, Beka Business Media

Panelists:

William Richmond, General Manager, Cox Private Networks

John Muscarella, Vice President, Channel Sales, Cox Business

Location: Meeting Room Red Bird K&L

Maximizing Efficiency: Scaling MSP Services with Automation and Customer-Focused Network Solutions

In a rapidly evolving digital landscape, MSPs must continuously find ways to deliver superior service to more clients without increasing their staffing burden. This session dives into how leading MSPs are leveraging automation and customer-centric managed network solutions to streamline operations, enhance connectivity and scale their offerings. Discover how automating routine tasks and optimizing network management empowers your team to focus on high-value initiatives while providing top-tier service, drive operational efficiencies, expand your reach, and deliver more value to customers with the same staff.  

Presenter:

Mark Palmer, Vice President, Managed Services, Granite

Location: Meeting Room Dove I

Reseller Requirements MSPs Need to Know

The benefits of “owning the customer” are clear vs. partnering with a provider that ultimately “owns the customer.” But the steps and required changes to becoming a reseller of business communications and data services can be intimidating for most MSPs. This panel will detail and explain the differences when moving from “agent” to “owner” by breaking down the federal requirements (FCC, USAC, USF reforms), state PUC requirements, corporate compliance and the many tax considerations. MSPs and agents will learn about managing supplier relationships to avoid double taxation and hear cautionary tales straight from the trenches.

Moderator:

Tom Forte, President, Red Jacket Solutions, LLC

Panelists:

Jonathan Marashlian, Managing Partner, Marashlian & Donahue

Robert Dumas, Owner & CEO, TaxConnex

Jeff Lytle, Founder & President, Sandy Beaches Software

Michael Yokay , Director of Business Development, CereTax

Location: Meeting Room Redbird J

The New Last Mile: Increase ARPU by Cross Selling Wireless

It is no longer necessary to string cables along the street or wait for trenches to be dug in order to deliver high-bandwidth, last mile connections. Everything that your customers get with wireline connectivity can now be delivered by CTT (cell tower technology) and a wireless router. And that router still supports Wi-Fi, Ethernet, VoIP, private networks and the public internet – all with low latency. Connections often can occur within 48 hours of an order being placed, and with speeds of up to 400Mbps. In this session, partners will learn how to increase revenue by selling the ‘new last mile’ into their existing and new business clients and get to revenue faster through CTT.

Presenter: Neil Farquharson, Sales Engineering and Marketing Director. ConectUS Wireless

Location: Meeting Room Red Bird K&L

The Bottom-Line Effect: How Every Decision Impacts Profitability

Discover how seemingly small choices ripple through your organization, shaping financial outcomes and driving your business forward. This session focuses on the critical link between decision-making and profitability, revealing practical strategies to enhance financial performance at every level. Learn how to identify high-impact decisions, optimize resource allocation and implement best practices that ensure each choice contributes positively to your bottom line. Whether you’re an executive, manager or entrepreneur, this session will equip you with the insights needed to turn strategic decisions into tangible financial success.

Moderator: David Jooste

Location: Meeting Room Red Bird J

How To Market for The Win

Marketing is a must for all companies, even though many MSPs and partner agencies don’t like to admit it. Join Donna Renee from GreenStar Marketing for an informative session on the importance of digital marketing in today’s marketplace. The first half of the session will focus on the value of effective marketing and the importance of strengthening your brand to create top of mind awareness that will create new funnel opportunities. During the second half, you will receive real time DIY marketing tips, hints and tricks that you can implement and use right away. 

Presenter: Donna Renee, Solutions Consultant, GreenStar Marketing

Location: Meeting Room Dove I

Enhance Your Customers Outbound CX with Spoof Protection and Branded Calling

Declining call answer rates and customer engagement metrics pose challenges to channel partners and their enterprise clients – particularly those in ‘high-touch’ industries such as finance, healthcare, insurance, retail and hospitality. TNS survey data shows that 68% of U.S. adults never answer a phone call from an unknown number, and 76% have missed calls from unknown numbers that they would have answered had they known who was calling them. Efforts to increase outbound consumer engagement are coalescing in two core areas of opportunity for channel partners – spoof protection and branded calling – both designed to help enterprises address customer engagement rate challenges, provide customer-facing transparency, and drive gains in customer conversion rates. And it’s not only enterprises that want this technology; 80% of customers prefer enterprises that use branded calling solutions to protect their customers, as verified calls help eliminate the fear of whether bad actors might be on the other end of the call.

Jim Tyrrell, Vice President of Global Product Strategy, Communications Market at Transaction Network Services (TNS), is uniquely positioned in the day-to-day deployment of branded calling and call authentication for enterprises of all sizes. During this session Jim will analyze market factors challenging outbound CX, share real-world branded calling use cases, and outline how channel partners can effectively integrate these solutions and boost their portfolios with this high-demand CX offering. Attendees also will learn why call authentication and spoof protection is integral to branded calling, how different commercial proposals can provide channel partners with a menu of products to sell, and how a modernized voice channel can improve enterprises’ customer experience offerings.

Speaker: Jim Tyrrell, Vice President of Global Product Strategy, Communications Market at Transaction Network Services (TNS)

Location: Meeting Room Red Bird K&L

Well Beyond Coax: A Conversation with Cable Channel Chiefs

Few channel partner providers have been more active during the past several years in building comprehensive portfolios of both legacy and cutting-edge solutions – from connectivity and cloud to wireless networks and software-defined networking. Join us as we sit down with John Muscarella, Michelle Kadlacek and Matthew Fassnacht, respective channel chiefs of Cox Business, Spectrum Enterprise and Comcast Business, to hear their unique perspectives on the opportunities, challenges and changes facing communications and IT channels.

Moderator:

Peter Radizeski; President of RAD-INFO, Inc.

Panelists:

John Muscarella, Vice President of Channel Sales, Cox Business 

Michelle Kadlacek, Vice President, Enterprise Partner Program, Spectrum Enterprise

Matthew Fassnacht, Vice President & Channel Chief, Comcast Business