Session Preview

Business Growth

Mike Schmidtmann
Trans4mers

Selling More with Less: Is it time to Makeover Your Sales Organization?

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.

Mike Schmidtmann, Dave Dyson, Michelle Hyde, Frank Lusko

Making 'Rain' in the "Next Normal"

A year ago, we meet the "Rainmakers" who shared with us their secrets for sales success in the channel. Now It's a year later and everything about how we engage with our marketplace has changed from the way we find customers to the way we form relationships to the changing buying journeys of those we work with. What do the Rainmakers think a year later? Mike Schmidtmann 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.

Terry Hedden
Marketopia

Going beyond the "time of crisis". How to keep your business growing in 2021 and beyond

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".

Cardi Prinzi
EagleTEQ Advisors

Is anyone out there? The secrets of getting on your selling partner's radar

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.

Angela Leavitt
Mojo Marketing

Building a Predictable Revenue Growth Engine

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.

Curt Allen
EagleTEQ Advisors

Direct your intuition from what you think you should sell into what your customers are actually ready to purchase next

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 Cloud Optik 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.

Sherman Crancer
The Crancer Group

How to Build a Million Dollar Microsoft Business in 12 Months

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. 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 year.

Max Silber
MetTel

It's time to "rip off the Band-Aid" and transform your selling process

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.

Corporate Wellness

Sandra Newes PhD
Psychologist

Do you have the resilience to navigate the long term?

In 2020, we were in crisis and explored strategies to "Weather the Crisis" by developing greater resilience. But we never expected the pandemic to still be going on a year later and people still stuck at home or being afraid of being the one that gets really sick. If your resilience is fading and you've struggled to maintain your composure and balance for the long-haul, this is a must-attend session for you. We are moving into the "Next Normal", so what does that mean for you and your business and how do you maintain the resilience needed for the long-haul?

Carolyn Bradfield
Convey Services

The Psychology Behind Selling Your Business - Are You Really Ready?

You've worked hard, built a strong customer base, and think you may be ready to exit to explore other opportunities. Selling a business is not just about how much money you might make, but it's also about whether you are emotionally ready to let go and move on. Join Carolyn Bradfield, CEO of Convey Services as she leads a panel of individuals who have sold their business and give you the inside secrets of the personal ups and downs of selling a business.

Expert Panel

How to Bring the Balance Back

You've had to work from home, become the virtual elementary school teacher, try and maintain customer connections, and find a quite space in a crowded home environment. Knowing that 50% of the workforce will continue to remain virtual even when we are fully vaccinated and safe, how do we bring the balance back to our new work/life environment? Join the conversation as we explore strategies that worked in 2020 that we want to adopt in 2021 and beyond.

Inspiring Your Virtual Workforce

Most of the workforce stayed home last year and many office workers will now be given the choice to work virtually long-term. Without the day-to-day connections that come from casual conversations in the office, going to lunch with coworkers, or just having that personal touch, a virtual worker can feel isolated and uninspired. Join us as we give you a case study from one company that went above and beyond with creative ways to keep their virtual workers connected, engaged and having fun.

Creating Deeper Connections with Your Team

We've been on hundreds of Zoom®, MS Teams® or BlueJeans® meetings by now, so we know how to "connect", but do we really know how to stay "connected". Making connections in the channel has always been about seeing people face to face, going to partner events or connecting in Vegas, so how do we maintain those connections virtually to keep our relationships with customers and peers active and close even if it's only through a video connection?

Digital Transformation

Mike Cromwell
EagleTEQ Advisors

From Old School to New School

Today's buyers start their journey online, are presented with an increasingly complex array of technology services and need thought leadership more than ever to guide them through their journey. How you present yourself to the marketplace and the way you engage with your customers and marketplace can no longer be "old school" if you want to stay relevant and competitive. Join Mike Cromwell as he leads a discussion on how to transform yourself from the channel seller of the past to the one that is primed and ready for the "Next Normal" to represent themselves and their services providers in the marketplace.

Darlene Geller-Stoff
Compliance Point

Navigating the "Next Normal" for the Contact Center

A year ago an expert panel in the contact center industry discussed how contact centers were forced to almost instantly deploy all teams and agents to a completely virtual model. A year later, organizations are planning how to adjust their call center strategy as organizations either return their workers to the office, create a hybrid model, or decide to stay totally virtual. Join Darlene Geller-Stoff as she leads a panel of contact center industry professionals to update you on the changes in the industry and what to expect in 2021 and beyond.

Jon Arnold
Jon Arnold & Associates

The Evolution of Technology that will Transform the Channel

This last year has fundamentally changed who we are, how we work, and our viewpoint of technology. A year ago, communications industry researcher and strategist Jon Arnold helped the Cloud Conventions 2020 audience understand how workplace strategies changed as we locked down for what we thought was only a few months. A year later, our viewpoint of our work environment and the technology that powers it have become more foundational, widespread and sustaining as we engaged digitally. Join Jon as he walks you though those changes, how they impact channel strategy and what to now expect in the "Next Normal."

Mike Cromwell
EagleTEQ Advisors

The Digital Transformation of the Buyer's Journey

Industry Insights

Rick Beckers
XaaS1

TaaS Mania! The evolution of the channel via a Digital Supply Chain

The channel is rapidly evolving by leveraging the Technology-as-a-Service(TaaS). The ultimate success for all stakeholders lies in the ability to wring out the highest levels of efficiency in the supply chain. Vendors, Masters, Distributors, Agents, and Corporate Buyers are aligning in a synergistic way that will have a huge impact on how business is done. Rick Beckers, a long time channel advocate, consultant, MSP owner, and advisory board member, will moderate a discussion with panelists at all levels of the supply chain to help you understand, prepare for, and capitalize on the hottest annuity business model in existence...Technology-as-a-Service!

Tim Mueller
ITExchangeNet

Sold! Breaking Down the Decision to Sell

The mergers and acquisitions market has never been hotter for the managed services provider, but many organizations think they are too small to attract interest. Join Tim Mueller from ITExchangeNet in a conversation with companies he took through the sales process. Learn what motivated the sale, the biggest misconception about the sales process and now that the sale is behind them, what might they have done differently.

Matt LaHood
CliftonLarsonAllen

The Secrets to Improving the Value of Your Company

Look around the industry and you'll find that more and more agencies, VARs and MSPs are now part of the mergers and acquisitions movement in the channel. If you have thought about selling your business, there are steps you can take now to improve the price you receive when it's time to sell. Join Curt Allen as he moderates a discussion with Matt LaHood and [insert name] from CliftonLarsonAllen, the 8th largest accounting firm in the country with a specialized focus in the telecommunications and cloud industry. You'll learn how to improve the quality of your earnings and raise the value of your business.

Scott Kinka
Evolve IP

2021 Industry Trends - Moving from 2020's Temporary "fix" to a Permanent Remote Workforce solution

The past year, our customers had to pivot quickly just to keep their teams connected during the pandemic. As such, they did whatever they had to do just to keep their business's going. At the same time, they were consumed with messages about technologies that enable people to work from home. But what happens now? Well, we've proven two things: the first is that we were all pretty effective working remotely and two, it's not likely we'll ever go 100% back to the way it was. So, what are the strategic decisions that business leaders need to make now to ensure that they're connecting employees and customers alike in an effective and sustainable way? Companies are now making decisions on their eventual return to the office and they're evaluating their long-term strategies around communications, collaboration, and IT support. With that, they're determining which technologies require investment and which ones require consolidation. Evolve IP is enabling employees to Work Anywhere with enterprise solutions that integrate Microsoft Teams, Digital Workspaces, and Contact Center. Please join Scott Kinka, Evolve IP's Chief Strategy Officer, as he walks you through the 2021 industry trends your business needs to consider to prepare your the "Next Normal."

Darlene Geller-Stoff
Compliance Point

The Changing Landscape of Compliance - Navigating the Maze of New Regulations

If your customers maintain a call center, have a sales organization or outreach to the marketplace, they may be in danger of getting on the radar screen of a law firm dedicated to finding companies that are not in compliance with current regulations. If you and your customers are not keeping track of this changing regulatory landscape, are not implementing best practices or are not helping your employees stay in compliance, you may find yourself mired in lengthy and inexpensive litigation. Join Darlene Geller-Stoff of Compliance Point as she leads a discussion on what regulations to pay attention to and how to make sure you are compliant and protected.

Steve Braverman
EagleTEQ Advisors

Rolling up of the Channel - A Unique Perspective of the M&A Environment for Agencies

Steve Braverman, principal in EagleTEQ Advisors is no stranger to the sell side of a channel business after selling his agency, master agency and achieving a profitable exit as a partner in a technology provider. Steve leads a panel of familiar faces in the channel who have also made the decision to sell their business, become part of larger organizations and become part of new channel business models. Steve moderates what will be a unique look behind the scenes as these long-time channel business owners reveal their thoughts on the current M&A environment and insights into how and when to make the decision to sell your business.

Matt LaHood
CliftonLarsonAllen

Moving Beyond Owning the Relationship to Owning the Customer

You've been getting commission checks for years and focusing your time on creating and building relationships with your customers. However, although you own the relationship, the provider that delivers their service owns the customer. If you've been considering the move from receiving a commission check to being paid directly by the customer this session will help you sort through what it takes to truly own the customer. Join Matt LaHood, Managing Principal of the Telecommunications Industry at CliftonLarsonAllen, Rickie Richie of Altaworx and {TBD) as they walk through what it takes to truly own the customer not just the relationship.

The Marketplace

Rick Strobridge
Rx.Health

Using Cloud Services to Support Digital Health Transformation

The Pandemic forced most of us to seek medical care from the comfort of our home vs. attempting to go to the doctor's office or hospital. Now a new revolutionary model for delivering hospital-level, patient-centric, individualized care for patients at home has emerged. Today we are delivering hospital-level, patient-centric, individualized care for patients at home via remote patient monitoring. Explore how this new medical model takes advantage of technology to offer virtual check-ins, remote monitoring of vital signs, and video interactions to deliver high-quality patient care.

Ronnie Cannon
The William Leonard Co.

Trends in the Commercial Real Estate Marketplace for 2021 and Beyond

Most businesses had to make the hard pivot to a virtual work environment as states imposed regulations and lockdowns during the Pandemic of 2020. Now that the workforce is getting vaccinated, companies are thinking about how to manage their workforce and office strategies. Ronnie Cannon, Managing Director of the William Leonard Company, leads a commercial real estate team focused on high technology clients. Join Ronnie and his panel for a discussion on what companies are likely to do as they return to the office. Ronnie explores the migration plans of companies to regional offices, what industry segments are likely to come back to the office or stay virtual, and what you should know about the return to the office.

Max Silber
MetTel

Technology that Drives Efficiency in Transportation and Logistics

The growth in the transportation and logistics industry has never been stronger as in the past year. As we stayed home and locked down, businesses and consumers moved to an online economy ordering everything from groceries to building supplies that needed to be shipped and delivered. With the explosion in demand, technology became the driver to increase efficiency and enable the industry to keep goods moving and deliveries on target. Join our panel to discover the technology strategies that evolved and accelerated during the pandemic that have now become the "Next Normal" in the transportation and logistics industry.

Expert Panel

The Recovery of the Restaurant Industry

After what is undeniably the most challenging year the restaurant industry faced in 2020 there is quite a bit to keep your eye on in 2021 as the industry recovers. Our panel of industry experts bring an interesting perspective on the trends to keep in mind as you work with your restaurant customers. Join panelists Robb McKerrow, CEO of r*development, a restaurant brand strategist, Efrem Cutler, the VP of R&D, Corporate Executive Chef for Bloomin' Brands, Michael Cala Head of Procurement and Category Management, for Cheetah Foodservice and Karen Bremer, CEO of the Georgia Restaurant Association as they give you their insights on the restaurant industry in 2021 and beyond.

Expert Panel

The New Workplace Strategies for Professional Services Organizations

Professional services organizations are traditionally an office-bound workforce, but in 2020 they had to go against tradition and field a virtual workforce. Lockdowns restricted staff to their homes, slowed down client projects and impacted billable work. Economic uncertainty impacted client budgets leading to the need for cost and operational efficiencies. Join our expert panel from the accounting, legal and insurance industries to navigate how changes they were forced to make in 2020 are impacting their workforce strategy for 2021.

Expert Panel

The Digital Transformation of America's Local County Organizations

America's local counties represent 40,000 elected officials and 3.6 million employees nationwide. It's been just over a year since the start of the COVID-19 pandemic where counties had to come up with solutions to transition this vast workforce and services to a digital environment. This transformation included everything from telemedicine, a work from home environment and virtual learning program highlighting the need for more efficiency and automation along with better and more reliable connections to the internet. Join our panelists from the National Association of County Organizations (NACo) to understand the profound changes made in local government and the future of technology as they transition to a post-pandemic environment.