Stand Out from the Sea of Sameness

Did you know that 76% of Intelisys’ cloud wins over the last two years have come from Cloud Services University (CSU) attendees?  They’ve learned how to stand out from the sea of sameness.  If you want to rise above the masses like they did, CLOUD LIVE! is for you. 

Join us on November 20, from 8 a.m. to 3 p.m. PST, to find out how you can get into the recurring revenue game and become a top performer.  Sign up and secure your spot here.

 

 

Panel 1 – The Cloud Thinktank

Join the conversation with four of the Smartest Guys in the Cloud as they discuss game-changing insights that will help you win more deals.  In a rapidly evolving landscape, what are the latest developments and trends that your customers are keyed in on?  What is moving Cloud off the back-burner and onto the list of strategic urgencies?  Be prepared to walk away with a few pearls that will take your customer conversations to a whole new level, from polite niceties to impactful, revenue-generating engagements.

Panel 2 –  Winning by Solving Problems

Sales Partners who are consistently winning in the cloud are realizing their strength is in solving problems.  Being able to unearth the problem and then effectively quantifying the impact on the business if the problem is solved is key.  In this panel we will be presenting several real-life business problems to our expert panelists who will then speak to solutions on the fly that can helps us solve these problems and win deals. (note to suppliers:  final problems will be tailored to the strengths of the panelists.  Feedback welcome.)

Panel 3 – Cloud, Shock & Awe

The book “The Challenger Sale” suggests giving customers what they ask for is a mistake.  Simply providing services they feel they need is short-sighted and doesn’t separate sales people from the masses.  The theory is that top performers actually challenge the thinking of customers.  They bring compelling thinking and innovation that forces decision makers to look at problems and opportunities differently.  In disrupting their thinking, top performers become the go-to experts and separate themselves from the sea of sameness.  Hear how you can leverage Cloud to disrupt current thinking and challenge your decision makers to move in new directions.  Find out how to present new perspectives that can shock & awe customers into action.

Panel 4 – Real Cloud Wins

Moving beyond theory and into practice, we will be hearing detailed case studies of real cloud wins.  Each win will feature the supplier as well as the participating sales partner telling the real life story.  The case study will be pre-recorded and produced at the Intelisys studio in Petaluma and will require participants to travel to Petaluma for studio work.  The final case study will be aired live during CLOUD LIVE! and will be followed up by several minutes of live recap by Andrew Pryfogle.  Suppliers & sales partners participating in this segment will not be required to be in Petaluma on 11/20.

Subsidium Technologies Earns 2nd Prestigious Award with Intelisys

Subsidium TechnologiesWe recently announced that Intelisys Sales Partner Subsidium Technologies received the Platinum Award for achieving $1 million in recurring monthly billings.  They’ve now beat out some extremely fierce competition to take home another top Intelisys honor this year.  This time, it’s for Overall Top Growth in 2014.

“This accomplishment is about much more than Subsidium’s unprecedented growth,” said Rick Ribas, VP of Partner Sales & Development for Intelisys. “It proves that when a company is dedicated to customer service, quality of solutions, and long-term relationships, the sky becomes the limit. We’re thrilled for the Subsidium Technologies team.”

To learn more about Subsidium Technologies and their awards streak, click here.

5th Sales Partner Surpasses $1M in Monthly Billings

D&M Enterprise Group can now be added to the elite ranks of Intelisys Sales Partners who have achieved the milestone of $1,000,000 in recurring monthly billings.

D&M Enterprise Group has a long-standing history with Intelisys.  They joined Intelisys as a Sales Partner the same year that they opened for business (2001), they have been a Club TPC winner for six years in a row, and the president, Steven Gerhardt, is an Intelisys Advisory Board member.

“D&M’s success is built entirely upon one thing—providing our customers with unrivaled customer service,” said Gerhardt.  “We simply could not provide them this level of service without the Intelisys team fighting for us every day."

To find out more about D&M Enterprise Group’s achievement, click here.

Steven Gerhardt - D&M Enterprise Group

 

Andrew Pryfogle Interviews ServerCentral’s SVP Sales & Marketing

Say hello to a cutting-edge, new addition to the Intelisys Supplier Partner portfolio. Watch here as ServerCentral’s Senior Vice President Sales & Marketing, Peter Berg, speaks with Andrew Pryfogle about Channel and direct sales, datacenter, storage and DDoS attack and security.

A Lesson in Leadership from Channel Connect

Chuck MacheThings are finally wrapped up from Channel Connect and so now we’re taking the time to sit down and catch up on all the action from last week’s event.

Channel Partners reported on some great advice Chuck Mache shared with attendees of the event.

“When I speak with principals and every word is ‘I, I, I’ I know that’s a company headed in the wrong direction."

Mache stressed the importance of building a strong, reliable team.  He also advised managers to take the emotion out of the equation.  The focus needs to be in building the best team possible, keeping that team running at optimal level, and making sure they know you appreciate what they’re doing.

There’s a lot more to this story–including anecdotes and advice from SOLUS Network Solutions, LanYap Networks, among others–so click here to read more on Chuck Mache’s lesson in leadership.

Don’t miss the industry’s premier networking event: Channel Connect 2014

Join Intelisys’ top-producing partner community as they converge for three jam-packed days at an exclusive location in Northern California.  You’ll be surrounded by the top minds in the Cloud and telecommunications industry as we converge to mastermind business best practices and to celebrate the success of the industry’s top performers. Learn More Here.

Evolve IP’s Scott Kinka Responds to the Latest USA Today Article

USA Today recently published research showing that 43% of companies have had a data breach.  

Scott KinkaMy response?

It’s an interesting article.   Unfortunately, the only actual "reason" mentioned in here is human capital.  Front door attacks are designed to fool end users into giving away the keys to the kingdom.  And even more unfortunate, is that there is little that we can do on the network security side to ensure that people aren’t fooled.

Many people try to migrate to the cloud rather than start fresh there, which perpetuates many of the hidden dangers of their previous architecture.  That’s certainly one thing to leverage.  But if you look at this article, it accounts for at most 20% of the breaches.  The remainder are employee negligence… Could they have put IT department negligence in here?   Possibly, but it doesn’t gel with the point of the rest of the article.

I think the second thing to think about is that resources used in the cloud are easily provisioned, easily torn down and don’t reside on local equipment, so, at the very least, it eliminates or reduces the human element of leaving a laptop behind, physical security of a data center, not locking a local desktop, etc. This is all also happening in an era where BYOD is becoming the norm. If someone doesn’t have a password on their iPad, they receive an email with customer information, and someone picks it up at Starbucks, is the company to blame?  Or the employee? Or both?  Which leads to Mobile Device Management…

MDM is going to start to drive the discussion in the next few years.  Again, you can’t stop people from being purposefully negligent, but you can prevent them from being careless.   No password on your iPad, no access to corporate data.   Remove your password, wipe all corporate content or the whole device.   You also have to consider what applications the business allows for use on these devices for IM, social media, etc., which are now increasingly becoming targets for phishing attacks.

Another topic that has been around forever is DLP (Data Leak Protection).  People really haven’t understood what it is and how to use it, but with these numbers swinging so dramatically towards people as the cause of breaches, companies with compliance concerns will be forced to consider a stance on DLP.  There are simple solutions that can be added to email servers and other data "exit" points that are not difficult, and can live in the cloud.

Most importantly, it’s education. Companies are just not taking the people element seriously enough. Companies with compliance risk will need to have cyber education programs for employees to identify and understand how hackers are trying to leverage them as a security breach.  I fully expect that governance around corporate education may find its way into HIPAA and PCI regulations in the next few years.

How can we leverage all of this?  We have to deal with these kinds of issues every day. And while we all may not have easy to buy services yet for all of these items (although several will be released this quarter), we’re watching and are ahead of where our customers can be. That makes Evolve IP, and our partners, the kind of trusted advisor that customers should lean on for advice in navigating their security concerns.

Guest blog contributor Scott Kinka is the Chief Technology Office of Evolve IP.

A 16-Year Cloud Expert’s Response to USA Today on Cloud Security Breaches

USA Today recently published research showing that 43% of companies have had a data breach. 

Neely LoringMy first response is really the question "Why"?  We have two converging realities that help create a monster number like that.  We are in an era of corporate rebuilding. Companies reduced IT staff over the last five years significantly, equipment was not replaced or not maintained (in part because the smartest people weren’t there to do it) and best practices have changed/shifted and companies have not kept up.  It’s the "don’t fix something that’s not broken" mentality.  

This is dumb when it comes to IT because best practices change more rapidly than the technology itself.  The thought here is that there is exposure from simply the lack of attention to one’s own infrastructure and the methods and processes that are in place. Additionally, hackers worldwide have gotten more organized, smarter, and have built toolsets that now have a high level of maturity to help find breach points and specific targets.

In the spirit of the best offense is a great defense:  A move to cloud-based services enables customers to get a "redo".  The entire environment is greenfield, no more patching or updating configurations that go back ten years, and the people that build the system are so long gone that the "rigs" that were put in place to make it work years ago just sit there.  Companies don’t overhaul their existing network and IT infrastructure because they really can’t; time, money, downtime, expertise. It’s just won’t get done.

The way we leverage this data to our partners is to make it clear that a complete rebuild of the entire IT infrastructure can only be done in parallel.  And a complete rebuild is the only way to be sure that you have best practices.  Cloud based technology eliminates many of the above barriers.  Arguably, it is possible to rebuild in-house but is cost prohibitive and just won’t be a priority with an in-house IT staff that is most interested in protecting their seat at the grown up table.  

Guest blog contributor Neely Loring is President and COO of Matrix-IBS.

 

There’s Still Time

Meritage Resort and SpaThere’s plenty to look forward to this year at the 2014 Channel Connect event!  We’ll be at the luxurious Meritage Resort and Spa in Napa, California from Wednesday, October 8 to Friday, October 10.  Come join us for networking, learning and fun!

There is still time to register, so sign up today and come be with the best of the best in the industry!

Wednesday
Join us for the first day of our Education Tracks. You will hear from Technology Leaders, Sales Partners, and Supplier Partners. Learn how the Cloud is changing everything, and so much more.

You don’t want to miss out on our new feature this year; the “Solution Design Throwdown”. Come see us put our suppliers through their paces in this live application of solution design on the fly. And don’t forget to vote for your favorite supplier Quickfire.  Who will take home the Sparky Award for Channel Connect 2014?

Thursday
The second day of our Education Tracks includes two more Solution Design Throwdowns, more Quickfires, a Keynote presentation from Chuck Mache, more Supplier Panels, a Channel Manager panel and our ever popular Channel Chief Panel.

Following the Education Tracks, join us for the Supplier Dash. You may pre-schedule 10-minute meetings with our Diamond, Platinum, and Gold Suppliers of your choosing. The end of the day will bring you the anxiously anticipated Awards Dinner, recognizing Intelisys Top Producers. Wrap the night up with our late night party with the band Tainted Love.

Friday
Choose from spa services, winery excursions, Napa Valley bike tour, the golf tournament at Eagle Vine golf course, and more. After your fun day concludes, relax and enjoy a casual dining experience, featuring Andrew Pryfogle’s Tri-Tip Trolley! Rock out to the tunes of Michael Toast!

There’s so much to look forward in just a couple weeks and we can’t wait to see you all very soon! Register today!