Sales & Marketing Training Track
Keynote Conversation with Tim Basa: Recharge Channel Sales in 2024
Channel sales luminary and acclaimed sales trainer, Tim Basa, VP of sales and marketing for Telarus, brings his dynamic and entertaining speaking style to the CVx main stage for a fast-paced, tactic-laden Keynote Conversation that is sure to be a can’t miss for anyone who sells or manages a sales team. This high-energy session will be jampacked with modern, time-tested, practical strategies proven to help attract prospects rather than chase them down and persuasion techniques to advance confidently, master time management and improve your marketing message for maximum results. Get ready to buckle in and discover specific actions you can take to immediately advance record-setting sales results.
Keynote Day 2: All-Star Channel Panel
Co-Moderators: Peter Radizeski, president of RAD-INFO, and Martin Vilaboy, editor-in-chief of ChannelVision Magazine
Still Money to Be Made in UCaaS
The rush to go remote accelerated the adoption of UCaaS at speeds rarely if ever seen in the history of business communications and network services. And with it went much of the addressable market. But while the hype and hope around UCaaS may have diminished since pre-lockdown days, there is still plenty of money to be made selling UCaaS. This session will uncover and breakdown where and how to find it and tips for closing the deal.
Moderator: Peter Radizeski, president of RAD-INFO, Inc.
Panelist: Eric Hammare, Vice President of Sales, NHC
Nasser Jabakhanji, Managing Director, Experteers
Selling Security for Dummies
Partners don’t have to become security experts to make money in security
There’s no denying that selling cybersecurity can be complicated, only compounded by the need to build confidence within a prospect. The good news is that partners can still make money in security without becoming a certified expert. Identifying opportunities, knowing what to ask and look for – those are the real meat and potatoes for a partner looking to help their customers with their security needs. Our panel will provide color and examples into how partners uncover opportunity and deliver value to their customers without a certification.
Moderator: Peter Radizeski; president of RAD-INFO, Inc.
Panelists: Adam Burke, Vice President Sales & Partnerships, Quest Technology Management
Hilary Gadda, Head of National Partner Management, Coro
Chris Burney, Southwest Channel Director, Sandler Partners
Jennifer Bleam, Cybersecurity Sherpa, MSP Sales Revolution
Crushin’ It with … Wireless Business Internet
Business internet is taking over corporate WANs, and the current and increasing speeds and reliability of LTE have made fixed wireless access a compelling solution for more secondary and primary line scenarios. The relative ease and quickness of deployment make LTE business internet particularly interesting for home-based and remote workers on the edge. Our panel of partner sales organizations that are “Crushin’ it with business LTE” will share their first-hand insights into creating and developing a lucrative LTE internet customer base.
Moderator: Martin Vilaboy, editor-in-chief, ChannelVision Magazine
Panelists: Glen Nelson, Partner, Vice President – Marketing & Business Development, NHC
Toby Forman, CEO, SmartCIC
Don Douglas, President & CEO, Liquid Networx
Neil Farquharson, Sales Engineering and Marketing Director, ConectUS Wireless
Crushin’ It with … SASE
The increasing complexity, diversity and dispersion of corporate network endpoints precipitate a clear need for SASE networking, and the vast amount of sales opportunity surrounding SASE is still be realized. By 2025, Gartner expects at least 60 percent of enterprises will have explicit strategies and timelines for SASE adoption encompassing users, branches and edge access, up from the 10 percent that had it in the works in 2020. Dell’OroGroup, for its part, estimates the SASE market will grow at a compound annual rate of 116 percent. This panel of veteran channel partners who are successfully selling SASE will get into the details of how, where and why they are Crushin’ It with SASE.
Moderator: Dan Maier, Chief Marketing Officer, Versa Networks
Panelists: Matt Hiles, Chief Operating Officer, Mosaic NetworX, LLC
Mason Miles, Executive Vice President of Sales, CommandLink
Kelly Rein, Senior Director of Product Management, Claro Enterprise Solutions
SD-WAN on the Street
Well past both its ‘inflated peak of expectations’ and the ‘trough of disillusionment,” SD-WAN is ascending into Gartner’s ‘plateau of productivity.’ Of course, along the way, not all the hype came true, but the opportunities and customer outcomes are becoming clearer and still growing. Our panel of SD-WAN experts will relate the sales stories of selling SD-WAN for customer success.
Moderator: Peter Radizeski; president of RAD-INFO, Inc.
Panelists: Jason Swann, Channel Director, NHC
Real-World Cloud Repatriation
After years of rapidly shifting resources to the cloud, organizations are realizing that they may have made some mistakes. Big cloud, it turns out, is not the best fit for every use case and application and often comes with downsides in terms of cost, performance, security and availability. The upshot has been an accelerating trend toward workloads being repatriated from the cloud back to on-premises systems or other alternative deployments such as colocation, bare metal and private/hybrid cloud. Through actual use cases and partner experiences with cloud repatriation deals, the session will offer insight into the growing opportunities, help partners identify markets and prospects and understand the sales process of cloud and data repatriation.
Presenter: Dany Bouchedid, Founder & CEO, COLOTRAQ
Earning Your Unfair Share: MSP Revenue Tactics
Whether you’re an established MSP seeking to boost revenue or an aspiring entrepreneur looking to enter the market, this live training session will offer invaluable insights, expert guidance and a chance to learn from real-world, success stories. For those looking to unlock the secrets of success in the Managed Service Provider (MSP) industry, this session promises to unveil cutting-edge strategies and tactics that go beyond the ordinary, providing attendees with a competitive edge in a rapidly evolving field. Join us for an immersive experience that will empower you to seize your share of the MSP market in extraordinary ways.
Presenter: Ira Feuerstein, Manager, Channel Strategy, Telesystem