CLOUD LIVE! Happenings

The "unofficial" official agenda for CLOUD LIVE!  has been released.  We’ve got a really great set of speakers and participants joining us on Thursday, August 14, so if you haven’t signed up already, you can do so right here.

8:30 – 9 a.m.: Keynote


9:30 – 10:30 a.m.: Panel 1: The Cloud Eco-System

MegaPath  RapidScale  simplesignal  windstream

  More and more cloud solutions require multiple parties.  Platform vendors, software vendors, hardware vendors, integration partners…all needing to come together to deliver a complete and seamless solution to the customer.  What role does the sales partner play in this?  Is there a need for a Cloud GC (general contractor) that quarterbacks the deal, that marshals all the necessary parties?  What are the dangers/pitfalls of that approach and how do you avoid them?  Is this danger or differentiator?


11:00 – 12:00 p.m.: Panel 2: Having the Cloud Business Conversation  

ShoreTel  Star2Star  tw telecom  XO

  Cloud can be a very technical sale and having the technical prowess is key.  However, too often we overlook the critical business drivers that are behind the Cloud decision.  Being able to position the right business outcomes with C-level executives can separate you from other technical sales people who are pigeon-holed in the world of bits and bytes.  You can lead a horse to water AND you can make him drink…if you know the right levers to pull.  In this panel, we’ll discuss the hidden conversations that must be had with senior executives in order for any Cloud transition to get traction.


12:30 – 1:30 p.m.: Panel 3: Voice to Compute

CallTower  EVOLVE IP  Matrix  simplesignal

  Many sales partners are very comfortable with the voice conversation, whether it be legacy telco or next gen SIP or Hosted IP.  We know the decision makers involved and the issues driving deals forward.  We’re comfortable with the TCO arguments and the overall financial model.  However, moving from this conversation to compute can be dicey.  The vocabulary is different.  The decision makers/influencers may change.  The selling process changes as I may need to engage supplier resources earlier and rely on them more heavily.  Does the pivot require a different skill set?  Do I learn it, or partner for it?  Moving from voice to compute can blow open opportunities, but can also blow up deals.  How do you do the former without the latter?


2:00 – 3:00 p.m.: Panel 4: Vertical Selling: Healthcare, Finance, and Hyper Growth Companies

inContact  IntelePeer  Jive  Level 3  Masergy

  The better you can speak someone’s language, the more likely they’ll assume you know how to solve their problems.  Vertical selling is all about knowing the common issues, priorities, and drivers behind technology decisions.  Whether it be knowing how to speak to senior level executives in regulation-rich verticals like healthcare and finance, or understanding what is driving hyper growth companies and the unique challenges they face, there are common and predictable patterns you can leverage.  In this session, we’ll discuss exactly the terminology, technology, objections and drivers that will help you win time and time again.

Subsidium Technologies & the $1M Milestone

“For more than a decade, I’ve admired the almost fanatical devotion that Subsidium Technologies places on helping, assisting and supporting their loyal clients,” said Intelisys Co-founder Rick Dellar. “Today we couldn’t be more excited for the Subsidium team. This achievement demonstrates that they truly are the absolute best of [...] Continue Reading…

The Name of the Game? Consolidation

           
In an industry rife with consolidation, we were very excited to see news of this one come out.
Andrew Pryfogle, Senior Vice President of Cloud Transformation at Intelisys, commented on this merger for CRN this week:
"TW Telecom has made a big investment in the intelligence of their network to [...] Continue Reading…

Excruciating Pain & Extraordinary People

2:15 a.m. PDT, Wednesday morning, it started.  Sharp, searing pain on the lower right side of my abdomen…flipped on like a switch.  This was not a foreign pain to me.  I had been dragged through this field of broken glass twice before over the past 5 years.  I knew [...] Continue Reading…

LanYap Networks Goes Platinum

We’re pleased to announce that another one of our Sales Partners, LanYap Networks, has achieved Platinum Status by reaching the $1 million milestone in monthly billings.
“We are thrilled to welcome LanYap Networks to Platinum Status,” said Intelisys Co-founder Rick Dellar. “The dedication of their team to achieving [...] Continue Reading…