Channel Partners

SPR 2015

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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channelpartnersconference.com 9 #cpexpo monday, March 16 10:45 – 11:30 a.m. MOVING CLIENTS' APPS TO THE CLOUD: EVALUATING COST VS. VALUE There are a lot of reasons to talk with clients about putting their business apps in the cloud. For starters, the capital investment is lower and a smaller staff is required. But customers' resistance remains. One reason: Customers don't see the value in making a switch. In this session, learn how to spot which apps are prime for a transition to cloud and discover how to perform a cost analysis that will turn cloud skeptics into buyers. MODERATOR: Tina Gravel, Vice President and General Manager, Cloud Services, Dimension Data PANELISTS: David Hoff, Co-founder and CTO, Cloud Sherpas; Sheng Yeo, Co-founder and CEO, OrionVM 11:45 a.m. – 12:30 p.m. SHADOW IT: CAPITALIZING ON TECH SPENDING BY LINE-OF-BUSINESS BUYERS These days, more IT spending is initiated by non-IT professionals. That's because the cloud has enabled department heads — from marketing and f nance to HR and engineering — to buy without IT departmental oversight. Hear from fellow channel partners who have prof ted from selling systems and services to professionals outside of IT. Get tips and tricks for speaking in your customers' language, so you can translate your peers' success into your own. MODERATOR: Michael Bremmer, CEO, TelecomQuotes 2 – 2:45 p.m. 'CLOUD COMPUTING IS NOT SECURE': DESTROYING THE MYTH Everyone knows that on-premises computing is inherently more secure than cloud computing. Or do they? There's a growing school of thought in data center management that says cloud computing may actually be more secure. There are fewer points of failure and reduced instances of human error. Plus, major cloud providers typically have more up-to-date security protections than your typical on-site data center. In this session, hear f rsthand from experts who have demonstrated to clients why the idea that "cloud computing is not secure" is a myth. SPEAKER: Don Douglas, President and CEO, Liquid Networx 3 – 3:45 p.m. LOOK UNDER THE HOOD: VETTING CLOUD SERVICES There's so much buzz surrounding cloud services that it's easy to get distracted by all the clamor. But it takes a long look under the hood to determine if a service and its features will work well not just for you, but for your customers. With so many factors to consider — from vendor stability and revenue stream to service viability and ease of integration — it can be easy to let some important considerations slide. That can lead to disastrous results. Find out how to thoroughly vet a cloud service before putting it in front of clients. MODERATOR: Jo Peterson, Vice President, Converged Cloud and Data, Clarify360 PANELISTS: Michael Goodenough, Vice President, Cloud Solutions, BCM; Ryan Will, Managing Partner and President, Cloud/Data Center Services, Converged Network Services Group education THE MOVERS AND SHAKERS of the channel have come together to share their experiences, strategies and tips. CLOUD

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