Channel Partners

SEP-OCT 2013

For 25 years, Channel Partners has been a resource for indirect sales channels, such as agents, VARs and dealers, that provide network-based communications and computing services, associated CPE and applications, and managed and professional services

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FEATURE CHANNEL PARTNERS TM ™ Business Value of the Cloud a channel partners event doN't • Expect to hand over a prospect to a carrier or cloud service provider and allow them to play this role. they are not set up to do so. furthermore, they present an obvious conflict of interest and are not a trusted third party. • Set it and forget it. You must stay involved in the account during and after the implementation to understand what is going well and what needs to be improved. Consider getting copied on every correspondence with service providers, including help desk tickets, in order to have a finger on the pulse. SELLING TECHNIQUES LUNCHEON This unique networking event gives channel partners an opportunity to talk with peers and subject experts about successful sales strategies through round-table discussions. September 11 11:30 a.m. – 1:00 p.m. • Only sell products. Under any name (broker, reseller, VAR, etc.), selling or acting as middleman for products is a surefire way to have your margins squeezed and to potentially be made irrelevant as the cloud industry matures and commoditization and consolidation start. instead, develop a practice that is capable of delivering real solutions and go up the value chain. there is much more that can be said about this subject — especially when it comes to the "how to" of this expert positioning. in summary, expertly conducted assessments that become part of your core business process will: • Dramatically increase your closing ratios in the cloud • Shorten sales cycles • Prevent wheel spinning and waste of valuable time • increase non-recurring and monthly recurring commissions in the first sale to each client • Present unforeseen cross- and up-sell opportunities • increase the lifetime value of the client • Establish a strong beach head toward evergreen revenue Private Cloud – Bring the Cloud to Your Customers Sponsored by: Private, Managed, Public: How to Help Customers Pick the Proper Cloud Sponsored by: These sessions have limited seating, so reserve your place at the table today!* You will set yourself apart from a dizzying number of salespeople, brokers and others who are focused on products and not on what keeps the client up at night — let alone where the client's business is going in a few years. An expertly conducted cloud assessment may become the strategic weapon that may deliver the most mutually profitable and longest-term client relationships you will ever have. DISCUSS ON TWITTER: #applications #cloud #IT #security #software #telecom daVId sEBEstyEN is managing partner of Skyrope, a managed it and cloud services provider, and a founding member and managing partner of Cloud taskforce, a consortium of services providers such as Skyrope that have joined forces to acts as clients' advocates in the cloud. Sebestyen has nearly 20 years of experience in technology services with a focus on business development, design, implementation management and account management. @cloudtaskforce *Separate registration required. Open to qualified channel partners only. Learn more about this at:

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