Sponsored by November 12-14, 2024 SCOTTSDALE, AZ WWW.CVxEXPO.COM Recharge Channel Sales for 2024 RECHARGE CHANNEL SALES for 2025 24
Connectivity, security and cloud — all from one trusted partner. No two business clients have the same goals or challenges. As a Cox Business Partner, you’ll add value with a powerful portfolio of proven solutions to simplify and satisfy every need — wherever your clients are in their IT journey. You’ll also have a dedicated team of experts to help you close more deals and capture more revenue. Offer your clients the full Cox Business portfolio for connectivity, cybersecurity and cloud. Explore our full portfolio of powerful solutions at www.cox.com/coxchannelprogram. PROVEN PORTFOLIO. Unleash the power of our Channel Program Simplify, protect and enhance your clients’ network with scalable, secure, high-performing connectivity solutions backed by an industry-leading installation success rate. Offer your clients private wireless network solutions designed for greater network reliability, mobility and coverage: Neutral Host Public Cellular, Private Cellular and Network Extension. RapidScale empowers your clients with a complete set of private and public cloud solutions to simplify IT and unleash innovation. Scan the QR code to SCHEDULE A FREE STRATEGY SESSION on meeting your clients’ needs.
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4 THE CVxEXPO I NOVEMBER 12 – 14, 2024 24 Agenda at a Glance TUESDAY, NOVEMBER 12 7:00 am to 7:00 pm Registration Open 8:00 am to 11:00 am CVxEXPO Golf Tournament (Talking Stick Golf Club, Sponsored by Telesystem) Noon Complimentary Lunch Buffet (Meeting Rooms Foyer) 12:30 pm to 3:00 pm Concurrent Educational Breakout Sessions (Red Bird & Dove Meeting Rooms) 3:00 pm to 3:45 pm Day 1 Keynote Convo with Cable Channel Chiefs (Red Bird Meeting Rooms K&L) 4:00 pm to 7:00 pm Expo Hall Open 5:00 pm to 7:00 pm Opening Night Reception in Expo Hall 7:30 pm to 9:00 pm MSP Appetizer Social @Top Golf Hosted by MSPAA, Sponsored by AT&T 8:00 pm to 10 pm Texas Hold’em Poker Tournament Sponsored by Telesystem WEDNESDAY, NOVEMBER 13 7:00 am to 5:00 pm Registration Open 8:00 am to 9:00 am Yoga Meet Up In the Sky Hosted by Alliance of Channel Women (Degree 270 Room, 14th Floor of Talking Stick Resort) 8:45 am Complimentary Breakfast Buffet (Meeting Rooms Foyer) 9:00 am to 11:20 am Concurrent Educational Breakout Sessions (Red Bird & Dove Meeting Rooms) 11:30 to 12:15pm Day 2 Keynote MSP All-Star Panel (Red Bird Meeting Rooms K&L) 12:30 pm Complimentary Lunch Buffet (Expo Hall Foyer) 1:00 pm to 5:00 pm Expo Hall Open 4:00 to 5:00 pm Complimentary Happy Hour on Expo Floor 7:00 pm to 9:00 pm Off-site Partner Meetups THURSDAY, NOVEMBER 14 7:00 am to 10:00 am Registration Open 10:00 am to Noon Expo Hall Open 10:00 am to 11:00 am Complimentary Brunch on Expo Floor
6 THE CVxEXPO I NOVEMBER 12 – 14, 2024
WWW.CVxEXPO.COM 7
8 THE CVxEXPO I NOVEMBER 12 – 14, 2024 24 TUESDAY, NOVEMBER 12 7:00 am to 7:00 pm Registration Open Noon Complimentary Lunch Buffet (Meeting Rooms Foyer) 4:00 pm to 7:00 pm Expo Hall Open 5:00 pm to 7:00 pm Opening Night Reception in Expo Hall WEDNESDAY, NOVEMBER 13 7:00 am to 5:00 pm Registration Open 8:45 am Complimentary Breakfast Buffet (Meeting Rooms Foyer) 12:30 pm Complimentary Lunch Buffet (Expo Hall Foyer) 1:00 pm to 5:00 pm Expo Hall Open 4:00 pm to 5:00 pm Complimentary Happy Hour on Expo Floor THURSDAY, NOVEMBER 14 7:00 am to 10:00 am Registration Open 10:00 am to Noon Expo Hall Open 10:00 am to 11:00 am Complimentary Brunch on Expo Floor Registration and Expo Hall Hours For more information, email Nicholas.Gibbs@uscellular.com. By partnering with UScellular, you can offer your clients our nationwide low-data pooled plans, ideal for: Why UScellular? Lifetime Residual Payments: Get paid monthly on sell-alone activations. ConnectHQ Platform: Empower your customers with our IoT management portal for intuitive device control and monitoring.
L A K E M I C H I G A N INDIANA ILLINOIS ELGIN ARLINGTON HEIGHTS EVANSTON CHICAGO NAPERVILLE HAMMOND CHICAGO 0 5 10 miles Fiber L E G E N D EVANSVILLE SEATTLE SAN FRANCISCO BAY AREA SAN LUIS OBISPO/ SANTA MARIA LOS ANGELES SAN ANTONIO VANCOUVER, B.C. ODESSA/ MIDLAND PORTLAND DALLAS SAN MARCOS HOUSTON CORPUS CHRISTI BOSTON WASHINGTON, D.C. SACRAMENTO ASHBURN ALLENTOWN NEW YORK PHILADELPHIA WACO AUSTIN EVANSVILLE CENTRAL VALLEY LEGEND Robust metro fiber footprint and/or data center presence High Capacity Backbone Links Coastal submarine cable access Transpacific and Transatlantic routes Here is an example of how dense our fiber is in Chicago, one of our 20+ metro markets. CHIGACO Contact us for a free consultation astoundpartners.com Connectivity Ethernet, Wavelength & Dark Fiber Internet DIA, Business Class Internet & High Speed Internet Voice Solutions UCaaS, PRI/SIP & Business Lines Managed Solutions SD-WAN, Video (IPTV) & Wi-Fi National WAN Access Partner with Astound Business We are a Top-Tier, National Network Solutions Provider with a Local Approach.
10 THE CVxEXPO I NOVEMBER 12 – 14, 2024 24 EXHIBITORS AT-A-GLANCE 1st Point ............................................................4012 ACS Cloud Partners...........................................7000 Adaptiv Networks...............................................1004 AireSpring..........................................................3005 Alternative Payments.........................................2009 Astound Business Solutions/ Astound Wholesale............................................7005 AXUR.................................................................2014 Azuga.................................................................3006 BeachHead Solutions.........................................1001 Bill360................................................................1006 Boost AI..............................................................5009 Buzz Theory.......................................................4013 C3 Complete......................................................4001 ChannelVision....................................................7012 CheckRed...........................................................6013 Claro Enterprise Solutions.................................3004 Cloud Concepts..................................................1005 Colocation America............................................4014 Comcast Business..............................................6003 Compliance Solutions........................................5005 ConectUS Wireless............................................T1 Corero Network Security....................................1007 Cox Business.....................................................6006 ........................................................................Roadrunner C CVTV. ................................................................7011 CVxEXPO...........................................................T6 DIRECTV for Business.......................................4008 EGS....................................................................7006 Enghouse...........................................................6004 Entelegent Solutions..........................................3013 Fiberlight............................................................3003 Firstcomm. .........................................................4003 Five9. .................................................................6002 Fogo De Chao....................................................7009 Fornix Martketing...............................................1014 Front...................................................................5010 GetWireless........................................................4004 GigTel.................................................................3012 Granite Telecommunications..............................3002 ........................................................................Dove G Greenstar Marketing...........................................5006 InHand Networks................................................6001 Intermedia..........................................................2001 INTUIT - Quickbooks..........................................6012 Kings III..............................................................5007 KORE/T-Mobile for Business.............................3009 Lenovo................................................................1002 Liquid Web.........................................................2007 Lumen. ...............................................................6008 Moruga...............................................................7004 Motus. ................................................................T4 MSPAA...............................................................2013 MSP Trusted Advisor Group...............................2011 Multilink Solutions Inc.........................................2008 National Retail Solutions....................................2005 Nextcel...............................................................5014 Nextiva...............................................................5012 NHC. ..................................................................3000 ........................................................................Dove H NUSO.................................................................3008 Ocean Breeze ...................................................3010 PanTerra Networks.............................................4002 QuestBlue. .........................................................5001 Ramson Shield ..................................................2010 Red Jacket Solutions..........................................4009 Reel Axis............................................................6011 Rev.io.................................................................5004 RingOver............................................................2003 Ritalia Funding...................................................4005 RYTHYMz. .........................................................2002 Sandy Beaches Software...................................4007 Sangoma............................................................5008 Smart Choice Warranty......................................7002 Smart CIC Global Services................................5000 Snom, a Vtech Company....................................1001 ........................................................................Roadrunner B Software Sales Group........................................3011 Spectrum Partner Program................................6009 Starken Technologies.........................................3007 Start Grow Manage............................................1008 Tech 4 Change...................................................7008 Telesystem.........................................................6000 ........................................................................Roadrunner A Telispire..............................................................1009 Thryv..................................................................5003 Timely Bill...........................................................3011 Timus Networks..................................................2012 TMCnet/ITEXPO................................................6014 TNS....................................................................Quail E Touchstone Technologies...................................1003 TransNexus........................................................T3 TSX – Technology Solutions Xchange..................Quail D Unified Office. ....................................................6005 USCellular..........................................................Quail F VoIP Supply........................................................6007 Vola Networks....................................................7003 WISPA................................................................6010 Young Channel Leaders (YCL) ..........................7010 COMPANY Booth Number COMPANY Booth Number
WWW.CVxEXPO.COM 11 THE CVxEXPO EXHIBITORS AT-A-GLANCE MSP Village Powered by MSPAA Sales and Marketing Village CX VILLAGE 1 0 0 0 2 0 0 0 4 0 0 0 3 0 0 0 5 0 0 0 6 0 0 0 7 0 0 0 Moruga EGS 6000 6001 6002 7002 7000 ACS Main Entrance 2007 4013 6012 6014 REGISTRATION T3 T4 T1 T6 T7 LOUNGE 1 TRANSNEXUS MOTUS ConectUS CVx Office 7003 5001 Quest Blue SMART CIC 5004 REV.IO Greenstar SANGOMA FRONT NEXTIVA NextCel Boost AI Sandy Beaches NUSO Buzz Theory REDJACKET 5003 Thryv kings III RingOver Adaptiv Networks LIQUID WEB, LLC Ritalia CLARO First Comm STARKEN Get Wireless Directv 1st Point Comm TNS Compliance Solutions GRANITE AZUGA Vola Networks Five 9 Inhand Networks ASTOUND Fogo De CHAO Fiberlight Airespring KORE/ TMobile Entelegent Solutions ENGHOUSE COX BUSINESS LUMEN WISPA CHANNEL VISION NRS Multilink Solutions Inc Smart Choice Warranty 2001 Intermedia RYTHMz NHC 1001 1002 VTEC/SNOM 3000 C3 Complete Pantera Networks Timely Bill 1003 Touchstone Cloud Concepts Beach Head LENOVO CORERO Fornix Bar Ramson Shield TIMUS AXUR MSPAA MSP Trusted Advisors Alternative payments Start Grow Manage Bill 360 Telispire 7009 2005 1009 1000 2002 3001 4001 4002 5000 5006 6003 6005 6004 6006 7005 3003 2004 3005 4003 3002 4004 2006 4005 3004 5005 2003 1004 1006 5008 1005 5007 3006 5014 5012 5010 COMCAST UNIFIED OFFICE Voip Supply 4010 4012 4008 5009 5011 5013 1007 7011 CV TV 4007 4009 3007 2008 SALES & MARKETING VILLAGE CX VILLAGE TMC 2011 2010 2012 2014 2013 2009 1008 1010 1014 MSP VILLAGE TECHNOLOGIES Telesystem 7012 7008 7010 7004 7006 3008 3010 3012 6007 6009 6013 6008 6010 6011 4014 3009 3011 3013 Spectrum Charter Tech4 Young Channel Leaders INTUIT Software Sales Group Reelaxis GIGTEL Check Red Colocation America Ocean Breeze Meeting Rooms Conference Center Rooms for Dove H Dove G Quail E Quail F Roadrunner A Dove I Red Bird J Red Bird K Red Bird L Roadrunner B Roadrunner C Channel Program Quail D CVxEXPO FLOOR MAP
12 THE CVxEXPO I NOVEMBER 12 – 14, 2024 24 TUESDAY, NOVEMBER 12, 2024 Noon – Complimentary lunch served in foyer outside of Red Bird Meeting Rooms 12:30 to 1:10 p.m. – Meeting Room Red Bird K&L Build IT & They Will Come: A Sales Process for MSPs Forced to be experts on a myriad of solutions and technologies, MSPs and tech advisors can sometimes underemphasize key elements of sales and marketing. Led by technology marketing expert and serial entrepreneur Charlene Ignacio, this panel will lead partners through the process of building a complete sale process, from filling the funnel to healthy post-meeting relationships. Our experts will cover everything from the proper steps to building effective MQL and SQL strategies to cleaning lists and creating ideal customer profiles to ensuring successful and productive appointments, plus more. Moderator: Charlene Ignacio, CEO, Fornix Marketing Panelists: Randy Deetz, CEO, Ransom Shield Robert Choynowski, President and Managing Partner, SeaGlass Technology Raymond Tijerina, Partner Sales Specialist, Axur Tanner Cookson, Vice President of Sales, Alternative Payments 12:30 to 1:10 p.m. – Meeting Room Dove I Regulatory, Compliance & Billing Track, Session #1 Sitting on the Classification Fence: Is it SaaS, Information Service or Telecom? The first of a three-part training track on “Regulatory, Tax & Billing Compliance,” this session will explain how classification of services impacts your operations and the keys to treating each component based on classification. Our regulatory and legal experts will break down the subtleties of service classifications; define SaaS, information and telecom services; and explain the evolving landscape of software solutions in communications. Attendees will learn how to navigate tax load through strategic planning and master regulatory and tax challenges. Moderator: Tom Forte, President, Red Jacket Solutions, LLC Panelists: Jonathan Marashlian, Managing Partner, Marashlian & Donahue Robert Dumas, Owner & CEO, TaxConnex 12:30 to 1:10 p.m.– Meeting Room Red Bird J Details of the Deal - Selling Private Wireless Networks Private wireless networks are expected to be an integral part of future connectivity solutions. These networks promise to bring enhanced capabilities including security, reliability, coverage, latency, network configurability and accelerated deployment speed over existing solutions. Our panel of experts will discuss the details of a private network deal, from identifying the opportunity to delivering the intended outcomes. Moderator: Martin Vilaboy, Editorial Director, Beka Business Media Panelists: John Muscarella, Vice President, Channel Sales, Cox Business William Richmond, General Manager, Cox Private Networks CVxEXPO24 Breakout Sessions and Panels
14 THE CVxEXPO I NOVEMBER 12 – 14, 2024 24 1:20 – 2:00 p.m. – Meeting Room Red Bird K&L Maximizing Efficiency: Scaling MSP Services with Automation and Customer-Focused Network Solutions In a rapidly evolving digital landscape, MSPs must continuously find ways to deliver superior service to more clients without increasing their staffing burden. This session dives into how leading MSPs are leveraging automation and customer-centric managed network solutions to streamline operations, enhance connectivity and scale their offerings. Discover how automating routine tasks and optimizing network management empowers your team to focus on highvalue initiatives while providing top-tier service, drive operational efficiencies, expand your reach, and deliver more value to customers with the same staff. Presenter: Mark Palmer, Vice President, Managed Services, Granite 1:20 – 2:00 p.m. – Meeting Room Dove I Regulatory, Compliance & Billing Track, Session #2 Reseller Requirements MSPs Need to Know The benefits of “owning the customer” are clear vs. partnering with a provider that ultimately “owns the customer.” But the steps and required changes to becoming a reseller of business communications and data services can be intimidating for most MSPs. This panel will detail and explain the differences when moving from “agent” to “owner” by breaking down the federal requirements (FCC, USAC, USF reforms), state PUC requirements, corporate compliance and the many tax considerations. MSPs and agents will learn about managing supplier relationships to avoid double taxation and hear cautionary tales straight from the trenches. Moderator: Tom Forte, President, Red Jacket Solutions, LLC Panelists: Jonathan Marashlian, Managing Partner, Marashlian & Donahue Robert Dumas, Owner & CEO, TaxConnex Jeff Lytle, Founder & President, Sandy Beaches Software Michael Yokay, Director of Business Development, CereTax 1:20 – 2:00 p.m. – Meeting Room Red Bird J The New Last Mile: Increase ARPU by Cross Selling Wireless It is no longer necessary to string cables along the street or wait for trenches to be dug in order to deliver highbandwidth, last mile connections. Everything your customers get with wireline connectivity can now be delivered by CTT (cell tower technology) and a wireless router. And that router still supports Wi-Fi, Ethernet, VoIP, private networks and the public internet – all with low latency. Connections often can occur within 48 hours of an order being placed, and with speeds of up to 400Mbps. In this session, partners will learn how to increase revenue by selling the “new last mile” into their existing and new business clients and get to revenue faster through CTT. Presenter: Neil Farquharson, Sales Engineering and Marketing Director. ConectUS Wireless 2:10 - 2:50 p.m. – Meeting Room Red Bird K&L The Bottom-Line Effect: How Every Decision Impacts Profitability Discover how seemingly small choices ripple through your organization, shaping financial outcomes and driving your business forward. This session focuses on the critical link between decision-making and profitability, revealing practical strategies to enhance financial performance at every level. Learn how to identify high-impact decisions, optimize resource allocation and implement best practices that ensure each choice contributes positively to your bottom line. Whether you’re an executive, manager or entrepreneur, this session will equip you with the insights needed to turn strategic decisions into tangible financial success. Presenter: David Jooste, President, MSPAA
MAKE INTELLIGENCE YOUR ADVANTAGE JOIN THE REVOLUTION INTELLIGENT CELLULAR www.cellsmart.io INTELLIGENCE Leverage 15 million RF data point and bespoke testing carried out for your customers. SIMPLICITY Gain a dedicated team that are experts in monetising FWA. AGILITY Deploy FWA in 5 working days or less across the continental US. We’re ready to help you win high-margin contracts, and rapidly grow profitability with FWA. Contact our partner TMR on: cellsmart@ask4tmr.com. Call the team on: (248) 419-7120.
16 THE CVxEXPO I NOVEMBER 12 – 14, 2024 24 2:10 - 2:50 p.m. – Meeting Room Red Bird J How To Market for The Win Marketing is a must for all companies, even though many MSPs and partner agencies don’t like to admit it. Join Donna Renee from GreenStar Marketing for an informative session on the importance of digital marketing in today’s marketplace. The first half of the session will focus on the value of effective marketing and the importance of strengthening your brand to create top of mind awareness that will create new funnel opportunities. During the second half, you will receive real time DIY marketing tips, hints and tricks that you can implement and use right away. Presenter: Donna Renee, Solutions Consultant, GreenStar Marketing 2:10 - 2:50 p.m. – Meeting Room Dove I Enhance Your Customers Outbound CX with Spoof Protection and Branded Calling TNS survey data shows that 68% of U.S. adults never answer a phone call from an unknown number, and 76% have missed calls from unknown numbers that they would have answered had they known who was calling them. Efforts to increase outbound consumer engagement are coalescing in two core areas of opportunity for channel partners – spoof protection and branded calling – both designed to help enterprises address customer engagement rate challenges, provide customer-facing transparency, and drive gains in customer conversion rates. This session will analyze market factors challenging outbound CX, share real-world branded calling use cases and outline how channel partners can integrate these solutions and boost their portfolios with this high-demand CX offering. Attendees also will learn why call authentication and spoof protection is integral to branded calling, how different commercial proposals can provide channel partners with a menu of products to sell and how a modernized voice channel can improve enterprises’ CX offerings. Presenter: Jim Tyrrell, VP Global Product Strategy, Communications Market, Transaction Network Services 3:00 - 3:45 p.m. – Meeting Room Red Bird K&L Day One Keynote Well Beyond Coax: A Conversation with Cable Channel Chiefs Few channel partner providers have been more active during the past several years in building comprehensive portfolios of both legacy and cutting-edge solutions – from connectivity and cloud to wireless networks and softwaredefined networking. Join us as we sit down with John Muscarella, Michelle Kadlacek and Matthew Fassnacht, respective channel chiefs of Cox Business, Spectrum Enterprise and Comcast Business, to hear their unique perspectives on the opportunities, challenges and changes facing communications and IT channels. Moderator: Peter Radizeski; President of RAD-INFO, Inc. Keynote Panel: John Muscarella, Vice President of Channel Sales, Cox Business Michelle Kadlacek, Vice President, Enterprise Partner Program, Spectrum Enterprise Matthew Fassnacht, Vice President & Channel Chief, Comcast Business
18 THE CVxEXPO I NOVEMBER 12 – 14, 2024 24 WEDNESDAY, NOVEMBER 13, 2024 8:30 a.m. – Complimentary breakfast & coffee served in foyer outside of Red Bird Meeting Rooms 9:00 – 9:40 a.m. – Meeting Room Red Bird K&L Add ARPU by Accessorizing Your Access Sales Internet access remains the principal service in dollar volume sold in the channel today. The insatiable demand for increased bandwidth and mission-critical reliability means that’s unlikely to change anytime soon. On the other hand, competition is driving rates down and increasing the customers’ number of choices. In this session, tech advisors will learn how to add both ARPU and stickiness to accounts by “accessorizing” their core access sales. Learn how crossselling solutions such as wireless backup, monitoring, circuit protection and facilities management can boost your bottom line instead of working twice as hard for the same returns. Moderator: Martin Vilaboy, Editorial Director, Beka Business Meda Panelists: Glen Nelson, Partner & Vice President, Marketing & Business Development, NHC Steve Copeland, CEO & Founder, RYTHMZ Drew Allgeier, Vice President of Business Development, Starken Technologies 9:00 – 9:40 a.m. – Meeting Room Dove I Going Beyond the Sale: MSP and IT Sales Training Workshop Faced with a rapidly evolving networking landscape, sprawling solutions sets and an accelerated rate of technological innovation, technology buyers don’t need to be “sold.” They need partners and providers that can advise, add value and direct them toward intended outcomes. For this sales training workshop, attendees walk away with strategies to “challenge the future,” be the value and overcome the “truths” of IT. Sam Mena, Sr. Channel Manager at Windstream Enterprise, will deliver proven advice on how to go beyond the current needs of clients to envision where technology is heading, ask probing questions to uncover future challenges and opportunities and tailor solutions to address specific pain points and deliver measurable outcomes. Discover how to address common objections and misconceptions about IT products and services and build trust and credibility through transparent communication and expert knowledge. Sam is host of the Partner Pulse podcast, which focuses on empowering growth, innovation and collaboration within the channel. Presenter: Sam Mena, Sr. Channel Manager, Windstream Enterprise 9:00 – 9:40 a.m. – Meeting Room Red Bird J Forensics of a Cybersecurity Sale Build confidence in having that cybersecurity conversation with your customers and prospects. This panel of cybersecurity sales pros will offer up real-world evidence from successful wins to remove the mysteries of the cybersecurity sales process. Attendees will leave with the knowledge of what they need to know, the questions and objections buying circles will propose, strategies for scaling barriers, how to identify opportunities, the outcomes prospect care about, plus more. Moderator: Peter Radizeski; President, RAD-INFO, Inc. Panelists: Hilary Gada, Head of National Partner Management, Coro Shawn Nace, Manager of Sales Engineering, Telesystem Shane Gledhill, Sr. Channel Technology Evangelist - Security/Cloud/Edge, Lumen Chad Bohannan, Sr. Solutions Engineer, Corero Network Security
WE ARE YOUR ONE PROVIDER FOR ALL YOUR GLOBAL SECURE NETWORKING NEEDS. SD-WAN SECURITY CONNECTIVITY UNIFIED COMMUNICATIONS © 2023 Comcast. All rights reserved.
20 THE CVxEXPO I NOVEMBER 12 – 14, 2024 24 9:50 – 10:30 a.m. – Meeting Room Red Bird K&L How the Hell Can Channel Partners Monetize AI AI and AI-enabled solutions arguably represent the largest opportunity the channel has seen in a long time. At the same time, it’s also one of the most complex and pervasive technologies to ever come to market. And customers need to be fully confident that advisors can help them on their AI journeys. In this session attendees will gain an understanding of where AI customer conversations are going, where the real use cases are now and in the near future, and how AI can lead advisors deeper into customer relationships across multiple departments and functions. Moderator: Dany Bouchedid, Founder & CEO, COLOTRAQ Panelists: Nick Unger, Managing Partner, AlterityAI Jeff Rogers, Partner & Data Lead, Compoze Labs Matt Bange, Manager, Solutions Consulting – AI & Automation, Five9 9:50 – 10:30 a.m. – Meeting Room Dove I Regulatory, Compliance & Billing Track Session #3 SALT, Regulatory Fees and Billing Integrations Done Right to Protect Your Company’s Value State and local tax (SALT) obligations, and regulatory and billing requirements often require a disproportionate amount of time and resources. Not giving them the proper respect and attention, on the other hand, can have detrimental impacts on a business. This third session in our Regulatory, Compliance and Billing track will show attendees how to stay current by always looking over the horizon and make sure you your accounting, billing, sales, and finance departments align. Subject experts will define the most pressing issue surrounding SALT, explain Tax Mapping and what it entails and how Safe Harbor may not be your friend. Moderator: Jonathan Marashlian, Managing Partner, Marashlian & Donahue Panelists: Jeff Lytle, Founder & President, Sandy Beaches Software Michael Yokay, Director of Business Development, Ceretax Tom Forte, President, Red Jacket Solutions, LLC 9:50 – 10:30 a.m. – Meeting Room Red Bird J Cybersecurity Workshop: Developing an FTC-Compliant Program Accomplished security training expert Jonathon Cox leads a hands-on workshop in which attendees work through the steps of developing a cybersecurity program that meets the 2024 FTC mandates. This session will include the steps to creating templates for policies, procedures and controls that align with both FTC requirements and NIST CSF. Attendees will leave with a draft of a compliant cybersecurity program tailored to their organization’s needs. Presenter: Jonathan Cox, Vice President of Information Security, C3 Complete 10:40 – 11:20 a.m. – Meeting Room Red Bird K&L Multiply Your SD-WAN Sales While some consider SD-WAN as simply an MPLS killer, SD-WAN is in demand largely due to business needs for security, QoS and network management. Getting the most out of SD-WAN – for both provider and customer – requires a consultative sales approach that includes a firm understanding of intended outcomes and how they can be delivered. To help partners close more SD-WAN business, our experts will break down real-world sales scenarios and highlight the key questions and conversations surrounding the who, what, where and why of actual SD-WAN sales cycles. Moderator: Peter Radizeski; President, RAD-INFO, Inc. Panelists: Bernard Breton, CEO, Adaptiv Chris Soucie, Director Brand Strategy and Partner Engagement, NHC Ryan Yakos, Senior Vice President, Central Region, Sandler Partners
It’s Here: 2024-25 Telarus Tech Trends Report Executive IT buyers are leaning harder on outside advisory for help throughout the discovery and purchase process. The 2024-25 Telarus Tech Trends Report was curated specifically for the channel community and is a must-read for technology advisors looking to take advantage of new growth opportunities ahead. Uncover the Latest IT Buying Trends and Help Your Customers Thrive in the New AI Era telarus.com/techtrends Scan here to view the report today!
22 THE CVxEXPO I NOVEMBER 12 – 14, 2024 24 10:40 – 11:20 a.m. – Meeting Room Dove I Unlock New MSP Business Opportunities: CMMC 2.0 Compliance-aaS All cybersecurity compliance is getting more strict and more enforceable, but CMMC 2.0 is one that demands outsized attention of MSPs and their clients. With the right formula of complementary and comprehensive services, MSPs that aren’t even CMMC-compliant today can quickly acquire the technology strategy and expertise to capture and retain CMMC 2.0-mandated clients. Presenters will cover how we got to CMMC 2.0, the most critical compliance requirements, and upcoming dates of enforcement. Attendees will learn how CMMC 2.0’s arrival impacts MSPs, vendors and audience members specifically; definitive answers regarding CMMC-compliance requirements, paths forward, and opportunities that organizations should act on; the specific details of the resources (time, costs, employee-hours) required for MSP clients to become certified as CMMC compliant, as well as how to build a detailed program to achieve this objective, and where MSPs fall short today. Moderator: Cameron Roberson, Vice President of Sales & Channel Development, Beachhead Solutions Panelists: Aaron Wyant, CEO, Dispatch Tech, Inc. Raven Antiquiera; Chief Information Security Officer, Dispatch Tech, Inc. 10:40 – 11:20 a.m. – Meeting Room Red Bird J Empowering Tech Advisors: Recognize Your Rut and Rise Above It Shawn Jones, founder & CEO of Cloud Concepts, leads an inspiring and information-packed breakout session designed to equip technology advisors with the tools and motivation needed to thrive in today’s fast-paced industry. Attendees will learn to recognize the signs of stagnation in their professional journey, understand the underlying causes and then discover practical steps to setting clear, achievable goals that will help you break free from your rut with renewed energy and success. Learn to uncover the unique qualities and strengths that set you apart from the competition and how to leverage these differentiators to break free from your rut and achieve success. Explore unique products or services that can serve as effective conversation starters with potential clients, helping you build stronger relationships and create new opportunities. Don’t miss this opportunity to reignite your passion, boost your productivity, and transform your approach to achieve lasting success. Presenter: Shawn Jones, Founder & CEO of Cloud Concepts 11:30 a.m. – 12:15 p.m. Meeting Room Red Bird K&L Day 2 Keynote – Staying Ahead of the Curve: MSP All-Star Panel (Challenges and Opportunities for MSPs & Vendors) David Jooste, President of the Managed Service Provider Association of America (MSPAA), will challenge a power panel of executives from leading MSPs to discuss the tactics and strategies, issues and opportunities that both MSPs and channel vendors need to consider to not only survive today’s challenging environment but to stay ahead and thrive in our ever-evolving marketplace. Moderator: David Jooste, President, MSPAA Panelists: Rick Mancinelli, Founder & CEO, C3 Complete Robert Choynowski, President & Managing Partner, SeaGlass Technology Joshua Liberman, President, Net Sciences, Inc. Joe Rojas, Founder, Start Grow Manage THURSDAY, NOVEMBER 14, 2024 9:00 am– 10:00 am, Meeting Room Dove I Winning Channel Management with Alignment and Attention Channel Managers are struggling to find partners to sell their stuff. How do you navigate the massive TSBs to get the Attention of Partners? What 3 things can Channel Managers do to win more business? Learn this in our 45-minute interactive CM training by RAD-INFO, INC, which has trained hundreds of channel managers in the last 10 years. Instructor: Peter Radizeski, President of RAD-INFO, Inc.
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24 THE CVxEXPO I NOVEMBER 12 – 14, 2024 24 EXHIBITORS & SPONSORS 1stPoint Communications Booth #4012 www.1pcom.net kvasicek@1pcom.com (212) 884-4400 1st Point is a next generation mobile operator. We do things differently, to help our clients find “A New Way to Work.” Our “everything wireless” strategy is a mobile-first, video-first, contact-centric set of applications designed to allow you communicate the way you want to. ACS Cloud Partners Booth #7000 www.acscp.com agentsupport@acscp.com ACS Cloud Partners is a global business technology cistributor with more than 20 Years of successful partnerships, unbeatable partner support, industry expert channel managers and customized business solutions from every top-tier provider with a channel program .Our mission is to remain one of the last truly independent technology services distributors, building ongoing stability, trust and opportunity for partners through expert teams, proprietary tools, simplified processes and an expansive portfolio. Adaptiv Networks Booth #1004 www.adaptiv-networks.com sales@adaptiv-networks.com (416) 203-7838 Founded in 2002, Adaptiv Networks is a leader in the software-defined WAN industry specializing in cloudmanaged business connectivity solutions. Our acquisition of LiveQoS in 2019 strengthened our R&D team and increased our technological leadership in internet acceleration and application delivery. In 2020, our acquisition of ELFIQ Networks brought us additional talent and strengthened our product portfolio while expanding our partner ecosystem. During the past 10 years we have built the largest patent portfolio in the SD-WAN industry. AireSpring Booth #3005 airespring.com scott.hailey@airespring.com (888) 389.2899 Founded in 2001, family owned and operated AireSpring is an awardwinning global managed services provider that designs and deploys customized managed IT, connectivity, networking, security, mobility, and unified communications solutions for thousands of enterprises worldwide. AireSpring provides global multilocation enterprise customers with fully managed and connected end-to-end, next-generation solutions. It delivers a superior customer experience by combining AIreCONTROL, its proprietary AI-powered IT Service Management (ITSM) automation platform with world-class personalized support. Services include managed connectivity, managed SD-WAN, SD-branch and SASE, cloud and voice communications, global connectivity, and mobility solutions. AireSpring offers its solutions through a diversified network of channel partners that include TSDs, MSPs and VARs. Alternative Payments Booth #2009 www.alternativepayments.io customersuccess@ alternativepayments.io At Alternative Payments, our mission is to lower the barrier and make smarter payments accessible to one and all. Astound Business Solutions/ Astound Wholesale Booth #7005 www.astound.com william.wright@astound.com (805) 551-8000 Astound Business Solutions provides IT leaders with high-capacity, secure connectivity to their missioncritical applications while increasing overall agility and responsiveness to customer needs. As a national telecommunications provider, we offer advanced solutions that are delivered over a diverse, carrier-grade network that we own and maintain, providing the speed, bandwidth and reliability businesses need to support their growing data demands. Axur Booth 2014 www.axur.com/en-us Axur is the most cost-effective external cybersecurity solution to empower security teams to handle threats beyond the perimeter .Start now with a custom demo of our platform and discover how Axur’s external cybersecurity solutions can safeguard your organization effectively. Azuga Booth #3006 www.azuga.com tracya@azuga.com (408) 794-4992 Channel Partner Program
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26 THE CVxEXPO I NOVEMBER 12 – 14, 2024 24 Azuga, a Bridgestone company, was founded with the vision to continuously improve safety and productivity within the fleet ecosystem. Azuga is a leading global connected vehicle platform, helping customers turn data from vehicles and drivers into intelligence that improves operations and safety while reducing cost and risk. Azuga provides innovative end-to-end solutions for commercial fleets and insurance companies through an integrated approach of hardware technology, fleet management applications, vehicle maintenance, driver gamification, video telematics, and data analytics. Beachhead Solutions Booth #1001 ww.beachheadsolutions.com channelteam@beachheadsolutions.com (408) 496-6936 BeachheadSecure is a premier, built-for-MSPs platform providing your practice with complete PC & device security and the access controls necessary to comply with CMMC 1 & 2, FTC Safeguards, HIPAA, ISO 27001, NIST guidance publications and many more. In fact, BeachheadSecure satisfies more than 75 of the controls documented across these mandates. Achieving ongoing compliance with relevant cybersecurity frameworks and confidently touting that compliance with clients is a strong—and differentiating—advantage for your practice. Demonstrating your own compliancy and providing the peace of mind that data security is in good hands puts you in position to benefit from more trusting and longer-lasting client relationships, higher MRR, and better margins. Beka Sales Office Tabletop 6 www.cvxexpo.com berge@bekabusinessmedia.com (480) 503-0770 Beka Business Media Inc. is a fullservice publishing company that produces trade magazines, provides web and email services to its clients and produces CVxEXPO. Beka Business Media also provides a daily direct e-blast service to its advertisers. The HTML-formatted releases are distributed to up to 100,000 qualified addresses. Bill360 Booth #1006 www.bill360.com 888) 959-9891 Bill360 is the first AR automation platform purpose-built for MSPs and small to medium-sized B2B companies, enabling them to save time, reduce costs and increase cash flow. Boost AI Booth #5009 boost.ai Boost.ai is a global leader in conversational AI optimized for scale. Leveraging the best of generative AI and traditional CAI, boost.ai is pioneering an era of broad-scope hybrid virtual agents to responsibly deliver the most advanced voice and chat solutions on the market. Platform architecture, and other guardrails, ensure customers across regulated industries, banks, credit unions and insurance firms onboard market-leading virtual agents without increasing risk. Key customers include Santander Bank, MSU Federal Credit Union, Aspire General Services, and more. BuzzTheory Booth #4013 www.buzztheory.com khenderson@buzztheory.com (480) 939-3166 BuzzTheory is a strategic marketing consultancy and full-service agency with a niche focus on the technology industry, and its direct and indirect sales channels within. This targeted offering is backed by a staff of tech industry veterans, with more than 100 years of indirect channel experience on the team. C3 Complete Booth #4001 c3-complete.com dmorra@c3-complete.com (561) 939-4000 C3 is an award-winning technology consultancy headquartered in Delray Beach, Fla. Since 2009, we’ve delivered in-house, relationshipfocused, outcome-driven solutions to hundreds of happy clients nationwide. C3 currently owns and operates a geo-diverse VMware Cloud Verified infrastructure that provides high performance, secure and compliant Infrastructure, virtual desktops, backup and disaster recovery solutions. C3 also operates a stateof-the-art Cisco BroadWorks powered Hosted PBX, UCaaS and CCaaS platform as well as a nationwide SD-WAN network based on VMware’s industry leading technologies. C3 maintains an extensive list of wholesale carrier relationships for connectivity and has a broad portfolio of technology related authorizations and certifications. C3’s expert team of certified network engineers design and implement complex solutions, and its bilingual service center is available for support 24×7. ChannelVision Booth #7012 channelvisionmag.com channelvision@bekapublishing.com (480) 503-0770 ChannelVision is a bi-monthly magazine and website read by channel partners selling all manner of voice, data, access, managed and business services — both on premise and “in the cloud” — as well
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28 THE CVxEXPO I NOVEMBER 12 – 14, 2024 24 as technology gear and equipment primarily in the small/medium business space. ChannelVision is a highly focused and efficient way for service providers and hardware and software companies to reach experienced channel partners targeting the small/ medium business space. CheckRed Booth #6013 checkred.com sales@checkred.com Secure your entire cloud ecosystem with CheckRed – the all-in-one SaaS and cloud security platform for SaaS, IaaS and PaaS environments. We provide comprehensive security posture management to protect your SaaS and cloud environments to prevent misconfigurations, safeguard identities (human and non-human), manage workload vulnerabilities and ensure continuous compliance. Claro Enterprise Solutions Booth #3004 www.usclaro.com info@usclaro.com (833) 992-5276 Claro Enterprise Solutions (CES) is a managed IT services provider delivering scalable solutions with layers of security and global expertise. By empowering a people-first culture, our diverse teams closely collaborate with clients, enabling businesses to thrive with our integrated secure-bydesign and expertly curated portfolio of technology solutions customized and designed to help optimize business operations with more than 20 years of expertise in cybersecurity, IoT, managed services, cloud, managed network and communication services. Cloud Concepts Booth #1005 cloud-concepts.com sales@cloud-concepts.com (833) 256-8399 The Cloud Concept Corp. is a full service, boutique TSD, dedicated to the customer experience. We become your advocate and help you navigate through the ever-changing world of cloud services. With access to all the major providers, we do the shopping for you. This allows you to concentrate on your core business and not have to repeat yourself to multiple sales representatives. Based on your buying criteria, we will shop the major brands finding you the best deals possible. You then contract directly with the carrier of your choice; knowing you have the best price possible without a markup or extra commissions added. The Cloud Concept, Corp. provides these services and project management to you at no cost. We receive a commission from the provider(s) for assisting you through the buying process. Colocation America Booth #4014 ww.colocationamerica.com sales@colocationamerica.com (888) 505-COLO Colocation America provides colocation, dedicated servers, managed services and IP services nationwide. Comcast Business Booth #6003 business.comcast.com/partner/ solutions-advisor-program comcast_SAP@comcast.com Comcast Business offers leading global businesses the technology solutions and forward-thinking partnership they need. With a full suite of solutions including fast, reliable connectivity, secure networking solutions and advanced cybersecurity and a range of managed service options, Comcast Business is ready to meet the needs of businesses of all sizes. Comcast Business has been recognized by leading analyst firms for its continued growth, innovation and leadership and is committed to partnering with customers to help them drive their businesses forward. Compliance Solutions Booth #5005 csilongwood.com rodney@csilongwood.com (407) 260-1011 For more than 20 years, Compliance Solutions, Inc. has been the leader in tax and regulatory compliance by providing turnkey solutions that include tax calculations, tax mapping and tax preparation, filing and remittance to businesses of all sizes. Compliance Solutions’ client portfolio ranges from entrepreneurial startups to complex, international enterprises. Compliance Solutions seeks to exceed client expectations through extraordinary, personalized service and customized, end-to-end solutions. Utilizing the vast knowledge and experience of our industry experts, Compliance Solutions provides each client with assurance that their compliance requirements are met. Employing automated solutions that take advantage of Compliance Solutions’ data centers, network management, custom software and human resources, we efficiently comply with all the transaction tax reporting and remittance requirements federal, state, local governments and quasi-governments impose.
30 THE CVxEXPO I NOVEMBER 12 – 14, 2024 24 ConectUS Wireless Tabletop 1 www.conectus.com info@conectus.com (805) 480-4888 ConectUS is a Platinum member of the Verizon Partner Network offering all of Verizon’s Mobility products and services including smartphones, tablets, 4G/5G business internet, failover routers, jetpacks and more. Our unique relationship with Verizon Wireless allows us to drop ship equipment directly to your customer’s place of business. ConectUS has created a true Verizon Wireless direct fulfillment program for our extensive dealer and sales agent base that covers the major markets in the United States. Corero Network Security Booth #1007 www.corero.com ino@corero.com (978) 212-1500 Corero Network Security is a leading provider of DDoS protection solutions, specializing in automatic detection and protection solutions with network visibility, analytics, and reporting tools. Corero’s technology protects against external and internal DDoS threats in complex edge and subscriber environments, ensuring internet service availability. Cox Business Booth #6006, MR Roadrunner C www.cox.com coxbusinesschannelprogram@cox.com (404) 269-4545 Cox Business, a division of Cox Communications, provides highly scalable, customized solutions to clients that include Internet, phone and cable service, networking and security solutions. Cox operates in 17 states, and serves the communications needs of more than 355,000 businesses in a range of sizes and verticals, from retailers, professional services and startup companies to large healthcare providers, K–12 and higher education, Fortune 500 companies and government organizations. CV TV Booth #7011 channelvisionmag.com/services berge@bekabusinessmedia.com (480) 503-0770 Take advantage of the power and popularity of video marketing. Sit down for a one-on-one interview with a ChannelVision editor to discuss topics of your choice. We handle all the logistics, including video production and editing, post-interview distribution to our audience and hosting of the video interview on the CV TV web page. CV TV videos also are housed on our CV TV YouTube Channel for easy integration into your sales and marketing campaigns. Interviews can be performed virtually or on-site at industry trade shows. CVxEXPO Booth #7012 cvxexpo.com berge@bekabusinessmedia.com (480) 503-0770 Come eat and drink on us, and SELLebrate the channel while you recharge for the coming year. Qualified partner organizations are eligible for free qualified partner registration granting all-inclusive access to all expo hours, educational content, meals, receptions and CVx social events. All within a few miles of world-class dining and entertainment and the best Scottsdale has to offer. DIRECTV for Business Booth #4008 www.directv.com/forbusiness (888) 616-1337 America’s commercial video industry leader, DIRECTV for BUSINESS is the ultimate entertainment provider for businesses nationwide including sports bars, restaurants, private offices, salons, airlines, hotels, senior living communities and more. DIRECTV offers best-in-class content, service with scalable entertainment solutions for any size business. DIRECTV is an undisputed sports leader as the only one-stop-shopping experience for sports fans thanks to our combination of local, regional and national sports. EGS Booth #7006 www.emergingglobal.com info@emergingglobal.com (877) 407-3992 EGS is a people-centric, entrepreneurial outsourcing provider in the healthcare, sales, customer service and technical support industries. Our centers are unique because we are located in new and emerging nearshore labor markets, where highly educated labor is abundant, yet competition for that labor is low. This results in low employee turnover (attrition under 23% a year), resulting in higher customer satisfaction for our clients. Enghouse Booth #6004 www.enghouse.com info@enghouse.com (905) 946-3200 Enghouse is a Canadian, publicly traded company that provides enterprise software solutions focusing on remote work, visual computing and communications for next generation software defined networks. Customer relationships are anchored around two fundamental principles: Choice
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