A year ago, we were introduced to the “Rainmakers” who shared with us their secrets for sales success in the channel. A year later, and now everything about how we engage with our marketplace has changed. See how this change impacts the way we find customers, form relationships, and interact with those we do business with. What do the Rainmakers think a year later? Mike Schmidtmann, CEO of Trans4Mers, leads an interesting panel discussion designed to help us “make rain” in the next normal as we navigate our new work environments, customer experiences and changing buying journeys.
Interested in learning more about Cloud Conventions Virtual Events?Visit Cloud Conventions »Want to learn about Convey Services Partner Portals?Visit Convey Services »
Dave Dyson, CEO & Chief Strategist, Eclipse Telecom (speaker profile)
Dave Dyson is the founder and CEO of Eclipse Telecom providing network strategy, vendor selection, contract negotiation, implementation and ongoing management (MACD, Help Desk) for voice, data and mobile networks. Eclipse maintains 75+ carrier partnerships across the globe, to architect and execute customized strategies for clients in 13 different countries. We make the complexity of telecom simple by playing the role of expert, educator, and teammate. The result is an unrivaled relationship with our clients where telecommunications transforms from just a necessity to a strategic asset that drives business growth.
Mike Schmidtmann, CEO, Trans4Mers
Mike Schmidtmann has led Information Technology Sales Teams for more than 20 years. He works with organizations throughout the United States to improve their sales recruiting, new business development, and profit growth. For the past six years, he has led the Trans4mers Peer Groups for Sales Leaders in the IT industry. Members of these groups consistently out-perform the industry in sales growth, profitability, and innovation. Mike produces the award-winning Trans4mers webinar series, and frequently writes for IT Publications on sales and automation topics.
Michelle Hyde, president and founder of Hyde Group, has been serving Pacific Northwest enterprises with excellence for more than 20 years as a trusted advisor to implement the right technologies to overcome critical business challenges. Hyde Group has a passion for finding solutions to client challenges during their digital transformation through teamwork and enablement of scalable solutions in cloud, SaaS and emerging technologies.
Frank is an experienced sales and marketing leader for CWPS, Inc./Red River a leading IT managed services provider out of Chantilly, VA. Over the past decade, he has led the sales organization of CWPS through a number of market transitions to include executing on their cloud and managed services strategy. Through this period, the company experienced exponential growth in these practices, successfully transitioning from a project-based business model to a predominantly recurring revenue-based model.
The last year injected a high level of unpredictability into our business world as we’ve had to navigate lock downs, the pivot to digital, and uncertainty about the health of our customer base. But what if we could bring predictability back into your business to create a growing revenue stream that you could count on? Join Angela Leavitt from Mojo Marketing as she unlocks the secrets to using measurable benchmarks to create a growing revenue stream you can count on. As an added bonus, Mojo Marketing is offering attendees at Cloud Conventions 2021 a free assessment of their digital presence on the internet.Interested in learning more about Cloud Conventions Virtual Events?Visit Cloud Conventions »Want to learn about Convey Services Partner Portals?Visit Convey Services »
An accomplished entrepreneur and speaker, Angela founded Mojo Marketing in 2010 and has been a regular presenter at ITExpo, COMPTEL, Channel Partners, and Cloud Partners conferences. Mojo Marketing has helped more than 200 telecom, IT and cloud companies create and execute effective marketing strategies.
A year ago businesses went into crisis mode as we locked down and quarantined with what nobody could have predicted as a long-term business shift to a mostly virtual environment. The managed services provider needed to implement new sales and marketing strategies to keep business on track during 2020, but what lessons did we learn that worked well for the MSP to keep their business not only on track, but growing and thriving in the “next business normal".Interested in learning more about Cloud Conventions Virtual Events?Visit Cloud Conventions »Want to learn about Convey Services Partner Portals?Visit Convey Services »
Terry Hedden is the founder and CEO of Marketopia, a world-class marketing, lead generation and sales enablement solutions to help companies in the IT channel find success. Marketopia has grown from 0 to 130 professionals in 6.5 years and has been ranked as one of the fastest-growing privately held firms in the USA three times according to Inc. Magazine ranking #232 at 2,040% 3-year growth rate. Prior to Marketopia, Terry founded Infinity Technology Solutions, a leading IT service provider with operations throughout Florida and Georgia selling the company in 2012 to Zeno Office Solutions.
The channel has had a comfortable sales process that has served the industry well over the years by assessing the services companies use, striving to reduce cost and increase efficiency. However, as companies need to come up with a strategy to blend a remote and office-based workforce, channel sellers must be able to pivot to a more consultative sales process to help companies develop the right technology strategy for this next normal. Join MetTel and a panel of sales partners that have unlocked the secret to “ripping off the band aid” by transforming how they engage with prospects and customers in our next normal business environment.Interested in learning more about Cloud Conventions Virtual Events?Visit Cloud Conventions »Want to learn about Convey Services Partner...
Max Silber, Vice President of Mobility & IoT at MetTel
Max Silber is an international sales and business development executive with more than 18 years of experience in the telecommunications, mobility and IT industries. Currently, Max runs the mobility and IoT division at MetTel, a leading global provider of integrated digital communications solutions for enterprise customers.
You’ve made the decision to launch into the channel, have competitive technology and an awesome commission structure. You’ve even managed to get on the provider list of a few master agents. But despite your best efforts to get sellers to notice you, it’s like crickets....nobody is paying attention. Providers that are just entering the channel, are smaller, or not as well-known struggle with how to get on the radar of the selling partner. Join a discussion lead by Cardi Prinzi, partner in EagleTEQ Advisors as he uncovers strategies to capture the attention of those agents who can and should be selling your services.Interested in learning more about Cloud Conventions Virtual Events?Visit Cloud Conventions »Want to learn about Convey Services Partner Portals?Visit Convey Services...
Ken has over 30 years of experience leading high-performing organizations through periods of rapid organizational growth, industry change and sales-driven expansion. Ken was a Founding Member of the TPx Communications (formerly TelePacific) executive team and played an integral part in that company’s explosive growth and evolution from small startup regional CLEC to billion-dollar national managed services powerhouse. Repeatedly honored and recognized for his accomplishments and expertise in B2B sales, channel partner & marketing leadership, his ability to drive strong growth, profitability and process improvement was a key element in the growth and profitability of an industry-leader in the managed services and telecommunications arenas.
In a career spanning four decades, Cardi has gained a wealth of experience as a sales and marketing leader for telecommunications and technology companies focused on the B2B market from SMB to Enterprise. He has had success throughout the US and Internationally in large corporations through early-stage start-ups - both public & private, and has been involved in multiple mergers, acquisitions, and integrations. Recognized as a thought leader, he excels in “connecting-the-dots” between product, marketing, and sales. His opinions on sales and marketing strategies are sought out by large service providers and technology distributors. His areas of focus at EagleTEQ are Go-to-Market strategies and tactics, international sales and marketing, accentuating unique value propositions, and organizational structure.
Over the past year, we’ve seen the need to redefine our selling processes to compensate for our inability to meet face to face with high-value prospects. Sales organizations had to do a hard pivot to adjust to this all-digital selling environment, but now that we’ve had a year to see how it worked, it’s time to take the lessons we have learned and apply them to a “makeover” of how our sales organizations function. Join the conversation to learn how sales organizations and implementing lower cost sales roles that help drive market awareness, generate and manage leads, or handle sales operations tasks to empower their high performers to accelerate revenue.Interested in learning more about Cloud Conventions Virtual Events?Visit Cloud Conventions »Want to learn about Convey...
Mike Schmidtmann, CEO, Trans4Mers
Mike Schmidtmann has led Information Technology Sales Teams for more than 20 years. He works with organizations throughout the United States to improve their sales recruiting, new business development, and profit growth. For the past six years, he has led the Trans4mers Peer Groups for Sales Leaders in the IT industry. Members of these groups consistently out-perform the industry in sales growth, profitability, and innovation. Mike produces the award-winning Trans4mers webinar series, and frequently writes for IT Publications on sales and automation topics.
Frank is an experienced sales and marketing leader for CWPS, Inc./Red River a leading IT managed services provider out of Chantilly, VA. Over the past decade, he has led the sales organization of CWPS through a number of market transitions to include executing on their cloud and managed services strategy. Through this period, the company experienced exponential growth in these practices, successfully transitioning from a project-based business model to a predominantly recurring revenue-based model.
Melissa Daly is Career Development Manager at Katalyst Network Group, a boutique IT engineering and professional services organization based in the Carolinas. Melissa focuses on hiring, developing, and retaining great sales and technical talent. She targets game-changing talent in other industries, then puts them on a success track for top achievement in the technology sales world. Prior to Katalyst, Melissa spent four years working in Internal Talent Acquisition for Randstadt, the World’s largest HR Services Provider. In her free time, Melissa enjoys getting outdoors, reading, and traveling.
Microsoft brings great products, support and marketing development funds to the table, but it's up to the MSP to create a strategy to capitalize on those resources to build their business. Join Sherman Crancer from the Crancer Group and Helane Cohen from Microsoft to learn the secrets of how to leverage the Microsoft relationship, bring focus to the MSP practice and get on a path to build a million dollar business in only a yearInterested in learning more about Cloud Conventions Virtual Events?Visit Cloud Conventions »Want to learn about Convey Services Partner Portals?Visit Convey Services »
Sherman Crancer is the President of the Crancer Group. As a high energy, fiscally conscious, and goal-driven technology executive, Sherman Crancer approaches each new business challenge with his intrinsic flair for innovation, creative problem-solving, and measured risk-taking to drive consistent bottom-line improvement. The selective set of partners Sherman Crancer works with grow on average 40% year over year. Focusing on business risk, profitability, differentiation and creative marketing techniques as the pillars of his business practice.
US OCP Partner to Partner (P2P) Program & Strategy Lead
Speaker Bio
Helane Cohen enables partners to build and expand their businesses by utilizing modern marketing techniques and joining forces with Microsoft and other partners. She manages a program to help partners understand and build out a P2P strategy to increase visibility for their solutions, drive revenue and solve customer business needs.
You’ve built a base of customers that you’ve sold services to and now it’s time to grow revenue by going back to the base and selling more. You think you know what they’ll be interested in, but how valuable would it be to accurately predict their next purchases will be? Join Curt Allen from EagleTEQ Advisors and Michael Sterl from Periscope Equity to learn how any agent, MSP, VAR or IT Services provider can create a data-driven view over their customer base to identify the best new sales opportunities that are most likely to close.Interested in learning more about Cloud Conventions Virtual Events?Visit Cloud Conventions »Want to learn about Convey Services Partner Portals?Visit Convey Services »
Curt has deep experience on both the provider and partner side of the technology space with roles as global channel leader for multi billion dollar public companies as well as leading one of the premier master agencies for 12 years. Curt also has a background in resale, wholesale, and whitelabel business in network, collaboration, UCaaS and CCaaS. Known as a dynamic channel leader and talented speaker, Allen excels at delivering data driven GTM strategies with specific and actionable tactics to execute that are supported and understood from the boardroom to the street. Allen’s areas of specialization at EagleTEQ are GTM, sales process, partner compensation, partner programs, routes to market, revenue and profitability growth, and team building/ development.
Michael Sterl is the co-founder of Cloud Optik, a platform provider focused on helping service providers and indirect partners grow revenue and reduce churn using data analytics. In addition, he is also an operating partner of Periscope Equity, a Chicago-based private equity firm focused on investments in technology-enabled service and software companies. Prior to Cloud Optik, Michael was the Executive Vice President and Cofounder of Simple Signal, acquired by Vonage in 2015.
People only buy when they're ready to buy. Yet the MSP sales cycle is so long... how do you know when that is? Join MSP marketing expert Paul Green for this brand new content, created exclusively for Cloud Conventions 2021. And you'll discover clever marketing that allows you to put the right message in front of the right person, at exactly the right time.Interested in learning more about Cloud Conventions Virtual Events?Visit Cloud Conventions »Want to learn about Convey Services Partner Portals?Visit Convey Services »
Marketing expert Paul Green is the founder of MSP a UK organization that exists to help the owners of MSPs grow their businesses and fall in love with them again. He’s the author of Updating Servers Doesn’t Grow Your Business, a paperback book now owned by more than 1,000 MSPs in the UK. Paul was a newspaper journalist and radio presenter for 13 years, before starting his first business, a PR agency, in 2005
For years, organizations have wanted to accelerate their route to the marketplace through both a direct and channel sales effort. But inevitably that route has been paved with potholes when competing interests, channel conflict and confusion makes it difficult to get the result needed from both sales organizations. Cardi Prinzihas helped organizations navigate through the obstacles in the way of achieving channel harmony as a sales leader for large organizations like Telstra, Pacnet and Earthlink Business. Join Cardi and his panel of experts as they deep dive into how to achieve “channel harmony” with a direct and channel sales team.Interested in learning more about Cloud Conventions Virtual Events?Visit Cloud Conventions »Want to learn about Convey Services Partner Portals?Visit...
Ken has over 30 years of experience leading high-performing organizations through periods of rapid organizational growth, industry change and sales-driven expansion. Ken was a Founding Member of the TPx Communications (formerly TelePacific) executive team and played an integral part in that company’s explosive growth and evolution from small startup regional CLEC to billion-dollar national managed services powerhouse. Repeatedly honored and recognized for his accomplishments and expertise in B2B sales, channel partner & marketing leadership, his ability to drive strong growth, profitability and process improvement was a key element in the growth and profitability of an industry-leader in the managed services and telecommunications arenas.
In a career spanning four decades, Cardi has gained a wealth of experience as a sales and marketing leader for telecommunications and technology companies focused on the B2B market from SMB to Enterprise. He has had success throughout the US and Internationally in large corporations through early-stage start-ups - both public & private, and has been involved in multiple mergers, acquisitions, and integrations. Recognized as a thought leader, he excels in “connecting-the-dots” between product, marketing, and sales. His opinions on sales and marketing strategies are sought out by large service providers and technology distributors. His areas of focus at EagleTEQ are Go-to-Market strategies and tactics, international sales and marketing, accentuating unique value propositions, and organizational structure.
Allan Jaffe has charted an 18-year career with Top Speed Data Communications, one of the leading and most respected cloud brokerage and telecommunications services sales agency in the United States. In his role, Allan establishes the technical vision & direction, creates current & long-range objectives, plans & policies and ensures that Top Speed Data achieves its revenue & expense targets. Allan also analyzes and approves technologies providers, oversees provider sales & technical training and provides technical sales & implementation support to agents and clients.
Matt serves as Chief Revenue Officer for Dobson Fiber. He is responsible for the overall leadership of the sales organization including direct sales, indirect sales and wholesale. Matt has extensive executive sales management experience within the telecommunications industry developing high-impact sales distribution models. In his most recent position before joining Dobson, he was responsible for strategic channels nationally for Windstream. Before Windstream, he served as Chief Revenue Officer at Ntegrated Communications, and prior to that, he was Executive Vice President of Sales at Alpheus Communications.
Keith Hatley co-founded Cloud Communications Group in 2009 and recently rejoined the company to lead the company’s sales and marketing organization. He leads the company’s vision and strategy execution and has a track record of building high-performing teams that have successfully delivered profitable growth to public and private equity shareholders.Prior to Cloud Communications Group, Keith served as Senior Vice President of North American Sales at Masergy. Before Masergy, he served in several senior sales leadership roles at McLeodUSA, PAETEC, airBand, as well as Senior Vice President of Sales at Allegiance Telecom.
It’s likely time to do a “makeover” in how you attract customers, sell more to the ones you have, and position yourself as the thought leader you need to be in the channel. Explore new ways to take advantage of new ways to navigate through the next normal in channel sales and marketing.
Register Today!
View On Demand Content from Cloud Conventions 2021
The event helped thousands of channel professionals get business back on track with an engaging series of short sessions ranging from business growth and financial strategies, how to pivot customers to remote working, and leading a team through crisis.
Your account is protected with two-factor authentication. We've sent you an email with a code to enter below. Be sure to check spam filters if you have not received the email.
For your security, this session will expire in due to inactivity. If you want to extend your session, please select the 'Continue' button. If you select the 'Log Out' button or do not respond, your session will automatically close.
