Channel Partners

SPR 2016

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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COLUMN they're interested in doing so, one of the biggest issues is simply understanding what's involved in getting their customers from their current configurations to using cloud-based solutions. The Migration Lab is a great place to find out how it all works, ask questions of experts and get a feel for the options available. You'll also find a stage in the Migration Lab where vendors will talk through selling processes and the core value propositions of their approache s to the cloud. The theme for this year's show is "Let's Go Big." It's a riff on the theme that's guided our spring show for a few years now, but there's an important distinction: In the past, "going big" was something that we encouraged partners to do, the thinking being that telecom reselling just isn't enough, so we're going to get a bunch of experts up on stage to tell you how to jump on the next big gravy train. There's nothing wrong with that — it's great to hear from luminaries of all stripes — but we think we can refine our approach to make the messages more accessible and actionable. I remember back when the Spiderman movies were a big deal. An interviewer asked Toby McGuire which stunts he did himself. McGuire responded that if the stunt looked like something a typical person could do, he did it himself. If it looked like something a gymnast could do, then the stunt team did it. If it looked like something no human could do, then the computer did it. That answer stuck with me because of its simplicity, honesty and common sense, rare in a Hollywood star interview. When I apply that thinking to our show, here's the clarity I find: If we want to reveal how great partners build their businesses, then we need to have highly DATABASE: 50K+ Agents, VARS, Solution Providers, Consultants, Distributors, Resellers, Carriers, CLECs, Prepaid Distributors, International Agents-PTT's-Telcoms Targeted Telecom M Done Right. DESIGN: HTML-Print-Web-PR iAgentNetwork offers the best graphic designers, art directors, coders, writers and editors - all specializing in telecom. DELIVERY: UP TO 30% Since 2001, iAgentNetwork e-blasts consistently garner open rates as high as 30%. PROVEN RESULTS Whether your company is big or small, iAgentNetwork has a marketing package to fit your budget. + + = (877) 867-2553 | NEW! The Channel's only aggregated website delivering the latest news, promos, press releases, webinars, shows, job If we want to reveal how great partners build their businesses, then we need to have highly successful partners do the talking. successful partners do the talking. To that end, we've created many more sessions — on the keynote stage, our show stage and in our education tracks — where you will either hear primarily from partners, or where partners will lead the sessions. When we want to talk about best practices, it makes sense to bring master agents and distributors front and center. They work with hundreds of partners, and they've got great insight into what successful channel businesses do that others might not. They can also identify exactly how effective partners take advantage of new opportunities, and where others get hung up. Finally, when it's time to talk about the future of the channel and the services you'll be selling a few years down the road, it's time to hear from vendors. They CHANNELPARTNERSONLINE.COM 29

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