A VAR’s Guide to Channel Partners 2016

The Channel Partners Conference & Expo, at the Venetian & Sands Expo in Las Vegas, March 16-18, has an increasing number of programs specifically aimed at VARs.

Consider, for instance, our education sessions on the changing face of colocation; how to dodge MRR downsides; and selling security as a business enabler.

We’re expecting a record 5,000+ attendees at next month’s show. We’ll have first-time appearances from vendors such as Microsoft; a Cloud Migration Lab to show solution providers a real-world example of moving applications to the cloud; plus, all of the traditional networking opportunities, education, expo hall and cutting-edge technology discussions you’ve come to expect.

Each year thousands of agents, VARs, MSPs, integrators and service providers converge to share ideas and drive discussion on the topics shaping our industry. Equal parts networking, exploring and learning, #CPExpo equips you to better serve your clients, conquer new markets and drive your business to new heights.

It’s not too late to sign up for the Channel Partners Conference & Expo. Register here.

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This ScanSource pre-show event offers up industry insights from more than 30 of the company’s top manufacturing partners. Includes lunch, vendor presentations, keynote message, breakout sessions and more. Separate registration required.

Tues., March 15

5-8 p.m.

The Women in the Channel Networking Mixer is the perfect way to kick off another exciting Channel Partners event! Following an hour of networking, a keynote panel featuring male and female executives from AT&T, Level 3, TelePacific and Telarus tackles “The Gender Diversity Payoff.” Admission is free to all WiC members and $20 for non-members. Men admitted by invitation only.

Tues., March 15

6-8 p.m.

Channel Partners welcomes attendees visiting the show for the first time! Sponsored by AT&T, this reception offers a fun and intimate setting for new participants to meet with various members of the Channel Partners team, industry rock stars and show supporters, as well as other first-timers.

Wed., March 16

9:40-10:15 a.m.

12:15-12:55 p.m.

1:15-1:45 p.m.

Thurs., March 17

9-9:30 a.m.

9:55-10:25 a.m.

12:25-12:55 p.m.

1:10-1:45 p.m.

March 16-17

Wednesday

I: 9:20 – 9:40 a.m.

II:12:55-1:15 p.m.

Thursday

III: 9:45-9:55 a.m.

IV:12:55-1:10 p.m.

You told us you want to hear about hot new products and services. Fastball delivers. Exhibitors get six minutes to pitch offerings launched within the past 90 days — and yes, we’re timing them. At the end of each presentation, you can decide for yourself: home run or strikeout?

Wed., March 16

11:20 a.m.-12:05 p.m.

Colo Now: This Ain’t Your Father’s Hosting Deal – We will quiz top colos on advances in facilities; dollars and cents of hosting in an owned data center vs. colo; choosing the best provider and more.

11:20 a.m.-12:05 p.m.

Dodging MRR Downsides: How to get a plan ready to tackle new challenges, including margin pressure, rising costs for payment processing, and other issues.

Wed. March 16

2-2:45 p.m.

Selling Security as a Business Enabler: Your CISOs have their hands full. In this session, we provide tips to translate security technology to the language of business enablement.

3-3:45 p.m.

What’s Next for Cloud?: 5 Future Views – We asked five expert “cloud whisperers” what the future holds for this maturing market — and how channel partners can capitalize.

Thursday, March 17

11:30 a.m.-12:15 p.m.

6 IoT Applications You Can Sell Now: Real-world examples of technically complex IoT offerings packaged up in slick new ways.

Wed., March 16

10:25 a.m.-12:05 p.m.

AT&T Is Committed to the Channel: Sign up to learn how you can build, grow and profit with the strength of the AT&T network.

10:25 a.m.-12:05 p.m.

Cloud Recovery Sales Techniques: Sungard AS will explain successful points of entry in selling Cloud Recovery solutions, the value of a cloud-based approach, strategies on approaching vertical markets, and more.

2-3:45 p.m.

Cloud Contact Center – Diversify Your Cloud Strategy: This panel will discuss the money you are leaving on the table and how CarrierSales makes these complex solutions easy to sell.

Thurs., March 17

10:35 a.m.-12:15 p.m.

Conquering Tax and Regulatory Challenges: We’ll explain the fundamentals of tax obligations when reselling communications services. We will discuss the common missteps and misconceptions that can lead to ugly encounters with taxing authorities. Wolters Kluwer/CCH underwrites.

Verizon Partner Program – Sign Up to Stand Out: You’ll hear how teaming with Verizon will propel your business.

2-3:30 p.m.

Realizing New Revenue With Cloud Communications: You’ll hear from your peers about how they’ve made the transition to selling cloud. Learn key best practices, how to handle objections, and pitfalls to avoid. Underwritten by Star2Star.

Thurs., March 17

4-5:30 p.m.

Beer, Wings and How to Sell Fixed Cellular Broadband Solutions: You’ll learn when fixed wireless is a great solution, and how it compares to offerings from wired service providers. Accel Networks will review how the cloud system works, giving you a basic understanding of the technology and its superior characteristics.

Beer, Wings and 10 Global Trends That Will Impact Any Organization Selling Hosting: Liam Eagle, senior analyst for the 451 Group, will highlight the future trends that are coming to the fast-changing world of cloud and hosting, and the impact it will have on its diverse partners.

Wed., March 16

2:30-3:45 p.m.

If your goal at this show is to meet as many new suppliers as possible, consider our partner/supplier meetup. You’ll meet as many as 10 potential new partners in an hour. That’s plenty of time to exchange business cards and get a quick elevator pitch — in other words, just long enough to know whether you want to find out more.

Wed., March 16

4-7 p.m.

Thurs., March 17

2-6 p.m.

One of the first questions customers ask about transitioning to cloud resources is, “How do I get there?” Unless you’ve actually seen a migration, it’s a tough question to answer. That’s why we’ve created a Cloud Migration Lab and stage on our show floor. You’ll not only see how it’s done, you’ll get tips from peers on building a business practice that includes cloud adoption and be able to compare multiple offerings in one central spot.

Expo Hall Hours:

Wed., March 16

4-7 p.m.

Thurs., March 17

2-6 p.m.

Fri., March 18

10 a.m.-noon

Opening Reception:

Wed., March 16

4 p.m.

Pub Crawl:

Thurs., March 17

2-6 p.m.

Fri., March 18

10 a.m.-noon

Wrap up the conference with a light breakfast and some networking before heading out.

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It’s not too late to sign up for the Channel Partners Conference & Expo. Register here.