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
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