The Alliance Partners, the channel partner industry organization that brings together agents, VARs, managed service providers, IT consultants and cloud specialists, has announced a unique series of high-energy sessions for its inaugural Tech+Connect event, taking place on Nov. 6-8 at La Cantera Resort in San Antonio.
Tech+Connect is a channel sales empowerment event designed around emerging technologies. It is uniquely devoted to bringing together experienced channel sales professionals with providers of advanced technology solutions, for sales training around four developing areas: SD-WAN, cloud computing, cybersecurity and unified communications as-a-service (UCaaS).
In addition to a series of keynotes from top-tier speakers, agenda highlights include:
SD-WAN: What’s Your Pitch? In this engaging session, presenters will take turns discussing the anatomy of a successful real-life sale for one of the buzziest technologies out there. Speakers will detail how he or she used battle cards, field guides, case studies, opening questions and answers to basic objections to pique a prospect’s interest and get in the door; and how they moved the sale along, through consultation to ongoing customer contact and signing the contract.
Mastering the Security Sale: In the wake of a deluge of data breaches and ransomware attacks, cybersecurity is top-of mind for every sized business. Using the same unique format as the SD-WAN showcase, these presentations will offer attendees invaluable real-world blueprints for how to engage a customer on information security, including exact methods, processes, words, tools and actions that top sellers are already utilizing to advance sales, with actionable next steps. This includes proven sales techniques for knowledgably discussing customers’ unique data protection requirements, compliance concerns, risk aversion levels and more.
Selling Cloud Compute…Even if It’s Not Your Core Focus: While cloud-delivered, as-a-service applications and managed/hosted offerings are a familiar piece of most channel portfolios, selling underlying cloud-compute resources might not fit squarely into partner wheelhouses. This interactive session will use a role-playing format to spotlight proven sales scenarios that demonstrate how agents can effectively sell this emerging technology, to diversify their portfolios and gain brand-new share-of-wallet opportunities.
UCaaS: Differentiate and Dominate: UCaaS offerings are proliferating in the market, but which ones deserve channel partners’ attention the most? Taking a cue from “Shark Tank,” providers will pitch a panel of five “channel sharks” on why they should invest their time and energy to learn how to sell their wares. The sharks will then provide honest feedback and live evaluations of the competing UCaaS offers, to determine which are the most differentiated and worthy of their sales efforts.
Based on attendees’ feedback provided through a state-of-the-art event app, “Best in Class” trophies will be awarded to the provider who presents the highest-ranked sales presentation in each category. In addition, a “Best in Show” trophy will be awarded to the overall highest-rated provider.
“Tech+Connect has been designed from the ground up to be unique, high-energy and fun—while also offering real benefits to our delegates that they can’t get anywhere else,” said Bill Power, CEO of the Alliance. “Our objective is for each seller in attendance to take away multiple sales tools and techniques that they can apply immediately to their go-to-market efforts—an unprecedented opportunity to acquire these skills for SD-WAN, cloud computing, cybersecurity and UCaaS, all in one place. In turn, our invited providers have an opportunity for meaningful, intimate engagement with some of the top channel sales professionals in the field. We could not be more excited for our conference agenda, which is leading the way on how channel partners can make the most out of these lucrative and emerging technology trends.”
ChannelVision Magazine and iAgentNetwork are official media sponsors of Tech+Connect.