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Monday, April 7
 

5:45am

Golf Tournament Shuttles

For pre-registered golfers only. Shuttles for the six minute drive leave from the hotel's Convention Center Lower Lobby beginning at 5:45 a.m. Please arrive to the course in time for provided breakfast and to warm up. Carts out at 6:50am for a 7:00am shotgun start.


Monday April 7, 2014 5:45am - 6:45am
Golf Pickup: Convention Center, Lower Lobby

7:00am

Golf Tournament
Shuttle starts at 5:45am

Monday April 7, 2014 7:00am - 11:00am
Golf Pickup: Convention Center, Lower Lobby

10:00am

1:00pm

How to Transition Your Break-fix Business to the Cloud
This session focuses on the decisions, steps and processes you will need to consider and implement in order to transition your business model from a reactive break-fix practice to an effective cloud services practice.

Attendees of this session will receive the following tools: Cloud Computing Primer Best Practices Guide

Download my deck and handouts and get a free 30 Day subscription to our IT Business Builder Training and Resource Center courtesy of Ingram Micro here: www.spc-intl.com/ingrammicrocloud2014.

Speakers
avatar for Gary Beechum

Gary Beechum

CEO, SPC International
President and CEO of SPC International, Inc., Gary is a recognized IT, Managed Services and Cloud Operations and Sales expert, with a career spanning over 20 years developing successful strategies to grow top and bottom line business revenue and applying this experience to co-found one of the first “pure-play” MSP practices in the SMB space in 2005. Developing a value priced sales methodology for an “all you can eat&rdquo... Read More →


Monday April 7, 2014 1:00pm - 1:50pm
Diplomat 2

1:00pm

Leveraging Ingram Micro Cloud Resources for Solution Selection, Sales, Marketing, Operations and Technical Support
Attend this session for a thorough review of the Ingram line card of cloud solutions, and learn about free and low-cost resources you can leverage in your cloud sales, marketing, operations and technical support efforts.

Speakers
avatar for Eric Walker

Eric Walker

Senior Manager, Field Sales, Cloud Services, Ingram Micro
As Sr. Manager of Field Sales is currently responsible for leading, developing and coaching a team of 11 North American field based Channel Account Executives who are exclusively focused on executing Ingram Micro's Cloud Computing and Managed Services strategy.  Eric joined Ingram Micro in January of 2000, and prior to leading the cloud field team, he was an Sales Executive responsible for managing the upper midwest region, which produced in... Read More →


Monday April 7, 2014 1:00pm - 1:50pm
Diplomat 4

1:00pm

Perfecting the Sales Professional's and Sales Engineer's Synergies and Using QBRs to Close Opportunities Faster
This session focuses on understanding an IT solution, cloud or managed services provider's sales engineering role during the sales and quarterly business review process. Too often sales professionals and sales engineers actually impede the sales process and slow sales velocity due to a lack of understanding of the role each must play properly during the sales process. Topics include ownership of the sales process and sales meetings, preparation, who should say what when, what to say, what not to say and how not to say it, when to take a sales engineer to a sales meeting and when to leave them behind, and more. Also covered are conducting effective quarterly business reviews to reinforce the value of the services you provide your clients and help transform them into technology strategic business owners with IT budgets and technology roadmaps.

Attendees of this session will receive the following tools: The Sales Engineering Process Best Practice Guide, Client Needs Analysis Template, QBR Meeting Agenda

Download my deck and handouts and get a free 30 Day subscription to our IT Business Builder Training and Resource Center courtesy of Ingram Micro here: www.spc-intl.com/ingrammicrocloud2014.

Speakers
avatar for Erick Simpson

Erick Simpson

Vice President and CIO of SPC International, Inc., SPC International, Inc.
Vice President and CIO of SPC International, Inc., Erick is one of the most prolific, recognized and sought-after IT, Cloud and Managed Services business improvement and transformation experts, authors and speakers in the industry. He has contributed to numerous industry publications and events and has authored "The Guide to a Successful Managed Services Practice"; the definitive book on Managed Services, “The Best I.T. Sales & Marketing BOOK... Read More →


Monday April 7, 2014 1:00pm - 1:50pm
Atlantic 1

1:00pm

Simplifying Success in the Cloud: How to Create Your Winning Cloud Go-to-Market Plan
Success comes easier when you have a playbook to follow. Join this session, and you'll learn how to create a simple yet comprehensive plan that addresses all the essential go-to-market elements -- including finance, sales, marketing, operations, and solutions offering -- to help you simplify and maximize success in the cloud.

Speakers
avatar for Jason Bystrak

Jason Bystrak

Executive Director - The Americas, Ingram Micro Cloud
I am the Executive Director for Ingram Micro Cloud in The Americas, responsible for the company’s cloud and managed services portfolio.


Monday April 7, 2014 1:00pm - 1:50pm
Atlantic 2

2:00pm

European Attendee Welcome Session
Ingram Micro Europe is, for the first time, bringing reseller partners to Cloud Summit in North America. We have a range of partners attending, with varying levels of strength in the cloud within their localities. Their main motivation for being at CS14 is to better understand how they can accelerate their business. Considering the transformation that partners are undergoing within the European market, there’s a lot of knowledge and opportunities from North American partners that this group would like to leverage.

This session is an informal meet-and-greet, giving other-geo partners the opportunity to engage with the European team. This is an ideal opportunity for partners looking to enter the European arena, or to accelerate their European business, to meet some key business decision makers from the European market. Countries represented include UK, France, Netherlands, Belgium, Germany and Spain.

Speakers
avatar for Apay Obang

Apay Obang

Apay Obang-Oyway has, for over 10 years worked in the IT industry, within both the channel and large corporate enterprise resellers.  Today, Apay is the General Manager for Enterprise Software, Cloud & Services Group within Ingram Micro UK. Over the past two years Apay, has been instrumental in developing the UK Cloud strategy for Ingram Micro and building the value business strategy across software, telecommunications and Cloud. The... Read More →


Monday April 7, 2014 2:00pm - 2:50pm
Diplomat 5

2:00pm

Business Case for the Cloud ─ Models, Architectures and Categories
This session focuses on the business case for adopting cloud computing services into a solution provider's deliverables.

The business case for cloud computing services include their positioning and relatively short timeline to mainstream adoption (according to Gartner's Hype Cycle), the value these services provide to customers, and the extreme satisfaction rating for cloud services among them, along with their forecasted growth in the market.

Additional benefits to providers include the ease of sale, implementation and ongoing maintenance for these services, as well as their subscription pricing model that allows exponentially growing annuities to be realized over time as more and more customers are engaged for them.

Attendees of this session will receive the following tools: The Business Case for Cloud Computing Services Best Practice Guide

Download my deck and handouts and get a free 30 Day subscription to our IT Business Builder Training and Resource Center courtesy of Ingram Micro here: www.spc-intl.com/ingrammicrocloud2014.

Speakers
avatar for Erick Simpson

Erick Simpson

Vice President and CIO of SPC International, Inc., SPC International, Inc.
Vice President and CIO of SPC International, Inc., Erick is one of the most prolific, recognized and sought-after IT, Cloud and Managed Services business improvement and transformation experts, authors and speakers in the industry. He has contributed to numerous industry publications and events and has authored "The Guide to a Successful Managed Services Practice"; the definitive book on Managed Services, “The Best I.T. Sales & Marketing BOOK... Read More →


Monday April 7, 2014 2:00pm - 2:50pm
Atlantic 2

2:00pm

Effective Executive Leadership Skills
How do you determine what traits define an effective leader? This session provides insights into the traits required for effective leadership of your IT practice. Topics include what traits to look for and develop in yourself and others on your team to help you achieve your business goals.

Attendees of this session will receive the following tools: Leadership Character Self-Assessment Tool

Download my deck and handouts and get a free 30 Day subscription to our IT Business Builder Training and Resource Center courtesy of Ingram Micro here: www.spc-intl.com/ingrammicrocloud2014.

Speakers
avatar for Gary Beechum

Gary Beechum

CEO, SPC International
President and CEO of SPC International, Inc., Gary is a recognized IT, Managed Services and Cloud Operations and Sales expert, with a career spanning over 20 years developing successful strategies to grow top and bottom line business revenue and applying this experience to co-found one of the first “pure-play” MSP practices in the SMB space in 2005. Developing a value priced sales methodology for an “all you can eat&rdquo... Read More →


Monday April 7, 2014 2:00pm - 2:50pm
Diplomat 1

2:00pm

Marketing Techniques & Tactics to Sell Cloud Solutions
Learn how to create effective marketing campaigns to raise awareness and generate leads for their cloud services and solutions. Questions to be answered include:

-How do you build a prospecting database?
-What is a messaging platform and how is it used to ensure your marketing messages are communicated with conciseness and consistency?
-How do you create effective marketing content or use the content of others?
-How do you design and implement effective websites, email campaigns, search engine optimization and social media, all optimized for mobile devices?
-How do you execute integrated campaigns and generate leads?

Speakers
avatar for Scott Howell

Scott Howell

Senior Group Marketing Manager, Cloud, Ingram Micro
Scott Howell manages global cloud marketing at Ingram Micro, responsible for enabling global vendors with marketing reach into Ingram's worldwide cloud markets. Scott has 20+ years' experience driving revenue and profits for high-tech companies. Previous to Ingram Micro, he held leadership roles in global marketing, product management, as well as sales and sales management with high tech companies such as HID Global, Hirsch Identive Group and... Read More →
avatar for Giovanni Sanguily

Giovanni Sanguily

Chief Executive Officer, TriDigital
Giovanni Sanguily is the CEO of "TriDigital" a marketing firm that specializes in services for MSP's and Cloud Service Providers. Giovanni is a Marketing & Sales Strategist with an MSP background. He has helped IT Service Providers worldwide close over 50 million dollars in MSP and cloud contracts. Giovanni is an expert in developing Go To Marketing Strategies and Lead Generation campaigns for the IT Industry.


Monday April 7, 2014 2:00pm - 2:50pm
Regency 1

2:00pm

New Ingram Micro Cloud Solutions: Hosted Exchange, Virtual Private Servers and Web Hosting
Join us at this session where you'll learn about new Ingram-hosted cloud solutions which will soon be available for Ingram Micro solution providers to offer to their end-customers. Ingram Micro Hosted Exchange provides access to email, calendars, contacts, and tasks from desktop computers, web browsers or mobile phones. This solution enables you to sell the benefits of business-class email in a pay-as-you-go model, allowing your customers to scale up or down as needed, minimizing their financial risk. With Ingram Micro's Virtual Private Servers (VPS), solution providers can spin-up, configure and deliver an end-customer’s server environment as if they had their own dedicated server on-site. Ingram Micro Web Hosting provides everything you need to get your customer’s website online and managed with ease. Attend this session to learn more about Ingram Micro's unique suite of Ingram-hosted cloud solutions, all powered by the next-gen Ingram Micro Cloud Marketplace platform.

Speakers
avatar for Tim Attwood

Tim Attwood

Product Manager, SoftCom, an Ingram Micro Company
avatar for Jason Bystrak

Jason Bystrak

Executive Director - The Americas, Ingram Micro Cloud
I am the Executive Director for Ingram Micro Cloud in The Americas, responsible for the company’s cloud and managed services portfolio.


Monday April 7, 2014 2:00pm - 2:50pm
Diplomat 2

2:00pm

Sales Success, Part 1 ─ How to Do Sales Call Prep and Needs Analysis That Sets You Up for a Sale
This session focuses on how to properly prospect for and prepare for your sales engagements and warm up and qualify your prospects through the delivery of an effective needs analysis. You will learn why these steps, when executed effectively, are so important in making the sale. Gain the knowledge to uncover pain and need through this session.

Speakers
RS

Rafael Sanguily

Chief Executive Officer, Tensai Consulting
Rafael is a Business Development & Sales Strategist with an MSP and Cloud background. Rafael has built and managed sales teams in excess of 20 million dollars and helped IT Service Providers worldwide close over 30 million dollars in MSP and cloud contracts. Over the years he has been widely recognized as "The Sales Trainer" for the IT Industry with his entertaining presentation style and innovative role playing training methods.


Monday April 7, 2014 2:00pm - 2:50pm
Atlantic 1

3:00pm

Building the Right Organizational Chart and Hiring for Success in the Cloud
Should you set up a separate business unit to pursue cloud? Can existing employees sell and support cloud? What talent do you need to bring into the organization to be successful long term and where can you find it? What are the steps for an effective transition?

Download my deck and handouts and get a free 30 Day subscription to our IT Business Builder Training and Resource Center courtesy of Ingram Micro here: www.spc-intl.com/ingrammicrocloud2014.

Speakers
avatar for Gary Beechum

Gary Beechum

CEO, SPC International
President and CEO of SPC International, Inc., Gary is a recognized IT, Managed Services and Cloud Operations and Sales expert, with a career spanning over 20 years developing successful strategies to grow top and bottom line business revenue and applying this experience to co-found one of the first “pure-play” MSP practices in the SMB space in 2005. Developing a value priced sales methodology for an “all you can eat&rdquo... Read More →


Monday April 7, 2014 3:00pm - 3:50pm
Diplomat 1

3:00pm

Building Your Cloud Solutions Offering, Packaging & Pricing
What cloud solutions should you offer? What services and solutions should be packaged together? How should you approach pricing (value-based versus cost-plus, etc.)? Should you lead with the vendor's brand or white-label/brand as your own? This session focuses on determining your true cost of delivering cloud computing services in order to properly position and price these services to meet your desired profit margins.

Attendees of this session will receive the following tools: Pricing and Positioning Cloud Computing Services Best Practices Guide

Download my deck and handouts and get a free 30 Day subscription to our IT Business Builder Training and Resource Center courtesy of Ingram Micro here: www.spc-intl.com/ingrammicrocloud2014.

Speakers
avatar for Erick Simpson

Erick Simpson

Vice President and CIO of SPC International, Inc., SPC International, Inc.
Vice President and CIO of SPC International, Inc., Erick is one of the most prolific, recognized and sought-after IT, Cloud and Managed Services business improvement and transformation experts, authors and speakers in the industry. He has contributed to numerous industry publications and events and has authored "The Guide to a Successful Managed Services Practice"; the definitive book on Managed Services, “The Best I.T. Sales & Marketing BOOK... Read More →


Monday April 7, 2014 3:00pm - 3:50pm
Regency 1

3:00pm

Generate Leads and Drive Sales with Ingram Cloud Marketing
Learn how Ingram Micro will invest to help your business generate leads and drive sales with online and offline digital marketing assets like digital playbooks, mini-websites and tmail templates with content. Plus, Q&A with the dedicated field marketing manager that will help build and execute a go-to-market plan designed for your organization.

Speakers
avatar for Johnny Costigan

Johnny Costigan

Group Marketing Manager, Cloud, Ingram Micro
avatar for Giovanni Sanguily

Giovanni Sanguily

Chief Executive Officer, TriDigital
Giovanni Sanguily is the CEO of "TriDigital" a marketing firm that specializes in services for MSP's and Cloud Service Providers. Giovanni is a Marketing & Sales Strategist with an MSP background. He has helped IT Service Providers worldwide close over 50 million dollars in MSP and cloud contracts. Giovanni is an expert in developing Go To Marketing Strategies and Lead Generation campaigns for the IT Industry.


Monday April 7, 2014 3:00pm - 3:50pm
Diplomat 2

3:00pm

Sales Success, Part 2 ─ Handling the Most Common Sales Objections; Proposing and Closing Cloud Solutions
This session focuses on overcoming objections for cloud solutions using an effective process to build credibility and identify the opportunity. Topics include effective techniques to identify objections in order to qualify them and answer or clarify misunderstandings and powerful closing techniques to accelerate sales velocity.

Speakers
RS

Rafael Sanguily

Chief Executive Officer, Tensai Consulting
Rafael is a Business Development & Sales Strategist with an MSP and Cloud background. Rafael has built and managed sales teams in excess of 20 million dollars and helped IT Service Providers worldwide close over 30 million dollars in MSP and cloud contracts. Over the years he has been widely recognized as "The Sales Trainer" for the IT Industry with his entertaining presentation style and innovative role playing training methods.


Monday April 7, 2014 3:00pm - 3:50pm
Atlantic 1

3:00pm

Telecom Solutions – Why You Should Partner with Ingram Micro and Invest in Telecom Services
Join us at this session where you’ll learn more about the telecom space and what opportunities Ingram Micro partners should be investing in. Attendees of this break out session will be updated on what solutions Ingram Micro provides, why partners should invest in telecom solutions and why partners should align with Ingram Micro Cloud Services. Attendees of this session will learn answers to positioning these solutions into their current cloud services practices as well as what other Ingram Micro services can be added into an existing telecom solution.

Speakers
avatar for Steven DeMarzio

Steven DeMarzio

Sales Director; Microsoft BU, Ingram Micro
Steven DeMarzio is a Senior Sales Manager, Cloud Services Sales Business Unit for Ingram Micro.  In this role, Steve sets the strategy, goals and aligns resources to execute and deliver results. Previously, Steve held various sales management positions within Ingram Micro was a Senior Operational Account Manager with Microsoft.  Steve’s role was to facilitate monthly reviews with each managed partner specific to their business... Read More →
avatar for Perry King

Perry King

Vendor Business Manager, Ingram Micro
Perry King is a Vendor Business Manager, Cloud Services Sales Business Unit for Ingram Micro.  Perry is responsible for building the cloud services communications roadmap and strategic relationships, such as Ingram Micro’s Telco channel and distribution strategy.  Perry brings over 25 years of experience in the telecom industry encompassing field implementation, operations, support, marketing and channel... Read More →


Monday April 7, 2014 3:00pm - 3:50pm
Diplomat 4

3:00pm

Invitation-only Citrix Training Session
Speakers
avatar for Hamish McNee

Hamish McNee

Channel Manager Citrix Service Providers-Americas, Citrix Systems
Mr McNee is an experienced Sales and Strategic Partner / Channel Marketing executive responsible for Citrix Service Provider Partners within the Americas.   In this role he works with a wide range of Citrix Service Providers from those hosting Desktops-as-a-Service to those specializing in Hosted Apps, providing key insights into successful Go–to-market approaches of CSP’s He has more than 17 years’ experience in... Read More →
avatar for Dan Sparks

Dan Sparks

Senior Manager, WW Citrix Service Providers, Citrix Systems
Mr Sparks is responsible for development and management the Citrix Service Provider Program worldwide.  Enabling Partners to deliver desktops, applications and data from the cloud.  His extensive experience working with partners, alliances and organizations across the globe provides him with an acute understanding of what it takes to be a successful Cloud Service provider offering Hosted Desktops and Applications.  With more... Read More →


Monday April 7, 2014 3:00pm - 4:50pm
Diplomat 5

3:00pm

Invitation-only VMware Training Session
Attend the VSP-Hybrid Bootcamp and learn the tools you need to help your customers in the cloud era.

VMware vCloud Hybrid Service gives you, our partner, the opportunity to participate and gain influence in the cloud discussion with your customers & prospects. With this in mind, the VSP-Hybrid accreditation focuses on the vCloud Hybrid Service sales opportunity and is ideal for partners interested in learning how to capitalize on a recurring revenue model in what is anticipated to be a multi-billion dollar cloud infrastructure market over the next few years. Partners who want to expand their reach by offering managed services while maintaining the customer relationship and profiting from the entire user consumption life cycle will benefit most from the vCloud Hybrid Service Sales Training, which covers: Market Opportunity, Best Use-cases for the Service, Competitive Landscape, Objection Handling, and Basics of Pricing, Packaging and Licensing.

Speakers
avatar for Angelos Kottas

Angelos Kottas

Director of Product Marketing, Hybrid Cloud, VMware
Angelos Kottas is the Director of Product Marketing focused on hybrid cloud services at VMware. Angelos helped define the core cloud strategy, positioning ,and route to market for vCloud Hybrid Service through beta and launch over the last two years. Angelos joined VMware from Symantec, where he led product management and product marketing teams for email security software and virtual appliances, including the integration of SaaS and... Read More →


Monday April 7, 2014 3:00pm - 4:50pm
Atlantic 2

3:30pm

Women of the Cloud
Join us for an open discussion about the role of women in technology and the cloud industry.

During this exclusive forum, we’ll talk about:
• Our experiences as women in the cloud industry
• How cloud can provide new opportunities for women
• What resources are available to connect women in our industry
• How we can encourage more women to enjoy careers in our lucrative and exciting industry

The session will provide an occasion for the exchange of ideas, resources and networking, with all encouraged to share their thoughts on how to position more women for success in the burgeoning technology industry.

Speakers
avatar for Renée Bergeron

Renée Bergeron

Vice President, WW Cloud, Ingram Micro
Renée Bergeron serves as Vice President, Managed Services and Cloud Computing, Ingram Micro, North America. She leads the Ingram Micro Services Division and has responsibility for the division’s organizational management as well as its strategic direction, sales growth and business development activities. With more than 25 years of business-unit leadership experience, Bergeron is a driving force behind identifying and cultivating new... Read More →
avatar for Margaret Dawson

Margaret Dawson

Vice President of Product Marketing & Cloud Evangelist, HP Cloud, HP
For more than 20 years, Margaret has held global leadership roles with startups and Fortune 500 technology companies, including Microsoft and Amazon.com. As Vice President of Product Marketing and Cloud Evangelist for HP Cloud, she is part of the executive team driving HP’s cloud strategy.  Margaret is a frequent author and sought-after speaker on subjects such as cloud computing, big data, network security, and the convergence of... Read More →


Monday April 7, 2014 3:30pm - 4:50pm
Regency 2

4:00pm

CompTIA: Trends and Anti-Trends in Channel Business Adaptations for the Cloud
Why are 70% of channel businesses planning to transform themselves in 2014? What business challenges does the channel face, even beyond the new technologies themselves? For every trend, there is a (roughly) equal and opposite anti-trend. Join CompTIA’s Cloud Community for this insightful session, which will leverage key findings from CompTIA’s 2014 IT Industry Outlook study, to discover how trends in channel alignment, business development, transformation, and technology are – and how some are NOT – affecting your partners, your clients, your competitors, and you.

Speakers
avatar for Jason Bystrak

Jason Bystrak

Executive Director - The Americas, Ingram Micro Cloud
I am the Executive Director for Ingram Micro Cloud in The Americas, responsible for the company’s cloud and managed services portfolio.
avatar for Katherine Hunt

Katherine Hunt

Director of Member Communities, CompTIA
Katherine Hunt is Director of Member Communities at CompTIA.  She manages the association’s Cloud Community, Mobility Community, and Technology Convergence Community and helps each to identify and act on initiatives that will positively impact the entire IT channel.   Before joining CompTIA, she served as VP of Community Development for ExchangeDefender, a leading provider of hosted and cloud-based business productivity... Read More →


Monday April 7, 2014 4:00pm - 4:50pm
Diplomat 2

4:00pm

Intermedia: Sell It Like You Own It – Intermedia’s Office in the Cloud
You own the customer billing and the overall customer relationship. We deliver the enterprise-grade cloud services including Hosted Exchange, Hosted PBX, Email Archiving, SecuriSync file sync and share and more. Resell our services at a price point that you determine—and seamlessly bundle in your high-margin professional services.

During this presentation we’ll share strategies on how you can immediately start building your cloud-based recurring revenue. You’ll learn about:
• Expanding your existing portfolio with our suite of tightly-integrated cloud services
• Leveraging our industry-leading private label partner program
• Crafting a cloud services solution bundled with high-margin professional services

Speakers
avatar for Curt Mark

Curt Mark

Director of Partner Development & Sales, Intermedia
Curt Mark has successfully created and expanded the company’s channel network to over 13,000 private label partners.  He has led Intermedia’s sales growth to become the industry leader in the business communication space by formulating and implementing innovative strategies as well as tactical sales and business development plans.


Monday April 7, 2014 4:00pm - 4:50pm
Diplomat 1

5:00pm

Canada Welcome Reception
Monday April 7, 2014 5:00pm - 6:00pm
Diplomat 3

5:00pm

6:00pm

 
Tuesday, April 8
 

6:30am

Morning Run
Tuesday April 8, 2014 6:30am - 7:00am
Lobby

6:30am

7:00am

Breakfast
Tuesday April 8, 2014 7:00am - 7:50am
Great Hall 1 & 2

8:00am

Welcome to Cloud Summit 2014
Speakers
avatar for Greg Schwem

Greg Schwem

Master of Ceremonies
The Chicago Tribune calls Greg Schwem “king of the hill” in the world of corporate comedy. His comical views on business and technology have made him a favorite at corporate events throughout North America—for companies including Microsoft, Cisco, IBM, McDonald’s and United Airlines. He has appeared in concert alongside such stars as Celine Dion and Jay Leno. He writes a weekly nationally syndicated humor column for the... Read More →


Tuesday April 8, 2014 8:00am - 8:10am
Great Hall 3 & 4

8:10am

Rise Above - Ingram Micro Keynote
Speakers
avatar for Renée Bergeron

Renée Bergeron

Vice President, WW Cloud, Ingram Micro
Renée Bergeron serves as Vice President, Managed Services and Cloud Computing, Ingram Micro, North America. She leads the Ingram Micro Services Division and has responsibility for the division’s organizational management as well as its strategic direction, sales growth and business development activities. With more than 25 years of business-unit leadership experience, Bergeron is a driving force behind identifying and cultivating new... Read More →


Tuesday April 8, 2014 8:10am - 9:25am
Great Hall 3 & 4

9:25am

Cloud Leadership Panel
Moderators
avatar for Tiffani Bova

Tiffani Bova

Vice President, Research, Gartner
Tiffani Bova is a VP and Distinguished Analyst with Gartner Research, where she covers IT sales strategies and channel innovation. Ms. Bova's area of specialization includes the development of comprehensive sales strategies such as channel program development and optimization, go-to-market models, and the impact cloud will have on traditional sales initiatives. In 2013, she led a special report titled "The Future of IT Sales... Read More →

Speakers
avatar for David Berman

David Berman

President, RingCentral
avatar for Aaron Levie

Aaron Levie

Chief Executive Officer, Box
avatar for Alain Monié

Alain Monié

Chief Executive Officer, Ingram Micro
avatar for Justin Moore

Justin Moore

Chief Executive Officer, Axcient
avatar for Birger Steen

Birger Steen

Chief Executive Officer, Parallels


Tuesday April 8, 2014 9:25am - 10:05am
Great Hall 3 & 4

10:05am

Break
Tuesday April 8, 2014 10:05am - 10:25am
Great Hall 3 & 4

10:25am

Welcome Back
Speakers
avatar for Greg Schwem

Greg Schwem

Master of Ceremonies
The Chicago Tribune calls Greg Schwem “king of the hill” in the world of corporate comedy. His comical views on business and technology have made him a favorite at corporate events throughout North America—for companies including Microsoft, Cisco, IBM, McDonald’s and United Airlines. He has appeared in concert alongside such stars as Celine Dion and Jay Leno. He writes a weekly nationally syndicated humor column for the... Read More →


Tuesday April 8, 2014 10:25am - 10:30am
Great Hall 3 & 4

10:30am

Partner Success Story - ProTech Systems Group, Inc.
Speakers
CB

Chris Bradley

Vice President, Managed and Cloud Solutions, ProTech Systems Group
With over 20 years experience in the information technology industry ranging from software architecture and design to business planning and development, Chris now runs the Managed and Cloud Services division of ProTech.  Chris also sits on the Ingram Services Advisory Council.


Tuesday April 8, 2014 10:30am - 10:45am
Great Hall 3 & 4

10:45am

Cisco Keynote - Rising to the Cloud & Accelerating Collaboration
Cisco Cloud is changing the way partners and end-users do business. The importance of being Flexible, Efficient, Agile, Secure and Reliable in today's marketplace is more important than ever before. Hear how choosing the right partner can drive your business and allow you to Rise Above the status quo.

Speakers
avatar for Ellen Berlan

Ellen Berlan

Cloud Director, Americas, Cisco
Ellen Berlan leads the Cloud Operation for the Americas where she focuses on driving demand for existing Public Cloud offerings, Collaboration and XaaS; building a Cloud Go to Market strategy; and leading market intelligence, enablement and sales for existing and potential Cloud Providers. She is responsible for developing the internal and external strategy for positioning Cloud with partners and owns the driving-the-sales strategy for all... Read More →


Tuesday April 8, 2014 10:45am - 11:05am
Great Hall 3 & 4

11:05am

The Business of Innovation
Speakers
avatar for Terry Jones

Terry Jones

Founder, Chairman of Kayak.com; Founder of Travelocity.com
Terry Jones is the founder and former CEO of Travelocity, chairman of Kayak.com, CIO of Sabre Inc., and motivational speaker. Jones has served on boards for Earthlink, Overture Services Corp (until sold to Yahoo!), Entrust, Inc, La Quinta Corporation (until sold to Blackstone), Vendare Media, Luxury Link, Rearden Commerce and Smart Destinations.


Tuesday April 8, 2014 11:05am - 12:00pm
Great Hall 3 & 4

12:00pm

Lunch
Tuesday April 8, 2014 12:00pm - 12:50pm
Great Hall 1 & 2

1:00pm

Strategies and Tools to Accurately Forecast New Cloud Revenue
This session explores how to forecast a realistic annual revenue number for your cloud practice. Topics include how revenue is affected by factors such as horizontal or vertical market focus, the effect of your marketing campaigns and budget, the services you deliver and pricing model, the available market opportunity in your area, and how well you execute sales operations.

Attendees of this session will receive the following tools: Gross Sales Projection Calculator

Download my deck and handouts and get a free 30 Day subscription to our IT Business Builder Training and Resource Center courtesy of Ingram Micro here: www.spc-intl.com/ingrammicrocloud2014.

Speakers
avatar for Gary Beechum

Gary Beechum

CEO, SPC International
President and CEO of SPC International, Inc., Gary is a recognized IT, Managed Services and Cloud Operations and Sales expert, with a career spanning over 20 years developing successful strategies to grow top and bottom line business revenue and applying this experience to co-found one of the first “pure-play” MSP practices in the SMB space in 2005. Developing a value priced sales methodology for an “all you can eat&rdquo... Read More →


Tuesday April 8, 2014 1:00pm - 1:50pm
Regency 1

1:00pm

The Next-Generation Ingram Micro Cloud Marketplace - New Portal for Automated Procurement, Provisioning and Management of Your Customers' Cloud Solutions
Ingram Micro is introducing the next-generation cloud marketplace, a complete ecosystem for buyers, sellers and solutions that enable rapid and simple cloud adoption. The Ingram Micro Cloud Marketplace enables you to manage the complete end-customer subscription lifecycle in one portal, and sell additional cloud solutions while reducing ongoing maintenance costs. Join us for a demonstration of how you can use the marketplace to perform the following:
1) research and identify best-fit cloud solutions from a broad portfolio of proven cloud solutions;
2) purchase and activate cloud solutions on behalf of end users;
3) configure and manage solutions from multiple end-users from a common reseller control panel;
4) download billing data to bring into your PSA-tool of choice to perform end-user billing.

Speakers
avatar for Gabriel Balo

Gabriel Balo

Services Sales Manager, Market Development, Ingram Micro
Gabriel Balo, Sales Manager Market Development, for the Ingram Micro Services Division, leads a team of inside and field sales professionals responsible for business development, customer acquisition, management, training and education for Ingram Micro’s Cloud and Managed Services solutions.  Gabriel has over a decade of experience in the IT industry and the IT distribution channel.  Prior to his role as a sales manager... Read More →
MN

Manoj Nair

Senior Manager, Global Cloud Program, Ingram Micro


Tuesday April 8, 2014 1:00pm - 1:50pm
Diplomat 2

1:00pm

Which Cloud Business Model Is Right for Your Company? Part 1 of 2: Your Value Creation Choices in the Cloud
In this exclusive two-part workshop, industry expert Paul Dippell will show how to design a cloud business strategy to minimize risk and maximize return the way the top performers do it.

In Part 1, Paul will show you how to determine your value creation goals (that is, how much cash flow and stock value do you want to produce?) and how to determine your current Operational Maturity Level© (OML), Service Leadership’s groundbreaking method of planning for successful growth and business model transition.

Speakers
avatar for Paul Dippell

Paul Dippell

Chief Executive Officer, Service Leadership, Inc.
Paul Dippell is CEO of Service Leadership, Inc. a leading global consultancy to Solution Providers and IT vendors, and publisher of the Service Leadership Index®, the foremost industry benchmark. Prior, at USBX Advisory Services, Paul established its IT M&A practice. At All Covered, Inc., a large SMB IT Managed Services Provider, he led M&A and Integration. He then founded a mid-market IT services firm with two private equity... Read More →


Tuesday April 8, 2014 1:00pm - 1:50pm
Atlantic 1

1:00pm

AVG: AVG’s RMM Solutions are a Game Changer
Come and see why having everything RMM-related is forcing MSPs to rethink their MSP strategy.

Speakers

Tuesday April 8, 2014 1:00pm - 1:50pm
Diplomat 4

1:00pm

Citrix: Building a Successful Desktops-as-a-Service Cloud Business With Citrix
Keep up with the changing hosted services market – and end-user demands for anytime, anywhere access to business information. Go beyond DaaS and deliver the hosted services buyers want today.

Citrix provides the most in-demand technologies service providers need to build and deliver hosted services, from hosted apps and desktops-as-a-service to mobile-device management and secure file sync and share.

Citrix Service Provider Program partners build, market, sell and deliver a high-value hosted desktop approach –delivering the end user the security, access and mobile workstyle that they need for their specialized business. Working closely with Microsoft, Citrix gives service providers the tools and guidance for building Microsoft SPLA -compliant, multi-tenant services.

This session will deep dive into:

• The changing DaaS market and key trends in Hosted Desktops and Apps
• More than DaaS: How to offer a full range of in-demand hosted services
• Technical tools for designing and implementing in a variety of cloud scenarios
• Maximizing no-charge business planning, sales enablement and marketing resources
• Guidelines for joining the Citrix Service Provider Program and growing your business

Speakers
avatar for Hamish McNee

Hamish McNee

Channel Manager Citrix Service Providers-Americas, Citrix Systems
Mr McNee is an experienced Sales and Strategic Partner / Channel Marketing executive responsible for Citrix Service Provider Partners within the Americas.   In this role he works with a wide range of Citrix Service Providers from those hosting Desktops-as-a-Service to those specializing in Hosted Apps, providing key insights into successful Go–to-market approaches of CSP’s He has more than 17 years’ experience in... Read More →
avatar for Dan Sparks

Dan Sparks

Senior Manager, WW Citrix Service Providers, Citrix Systems
Mr Sparks is responsible for development and management the Citrix Service Provider Program worldwide.  Enabling Partners to deliver desktops, applications and data from the cloud.  His extensive experience working with partners, alliances and organizations across the globe provides him with an acute understanding of what it takes to be a successful Cloud Service provider offering Hosted Desktops and Applications.  With more... Read More →


Tuesday April 8, 2014 1:00pm - 1:50pm
Diplomat 1

1:00pm

CyrusOne: Grow Your Business by Partnering with CyrusOne Data Centers
CyrusOne owns and operates large enterprise-class colocation data centers around the world. With a laser focus on providing only power, space, cooling and security, Ingram Micro partners are able to leverage this robust state-of-the-art interconnected platform and 100% uptime power service level agreement as a selling tool and operating environment to exponentially grow and enable their business. Come learn how to enable your business with us in our breakout session.

Speakers
avatar for Fred Holloway

Fred Holloway

Vice President, Channel Sales, CyrusOne


Tuesday April 8, 2014 1:00pm - 1:50pm
Diplomat 5

1:00pm

IBM: Dynamic Hybrid Clouds With IBM
According to Garter, by 2017, 50% of enterprises will have hybrid clouds. There are different ways to look at and define hybrid clouds, and one of the ways that all kinds of business partners can benefit their clients is to help them match the right workloads to the best fit infrastructure. Whether running in a public cloud or on-premise, some workloads benefit from specialized optimization. This session will show how you can help your customer benefit from a hybrid cloud strategy with IBM solutions.

Speakers
avatar for Jeff Boleman

Jeff Boleman

IBM Systems Cloud Lead - North America, IBM
Jeff Boleman is the IBM Systems Cloud Lead for North America and leverages over 20 years of IT industry experience serving multiple industries including pre-sales, consulting, software development, and manufacturing. He spent 5 years as an adjunct Computer Science instructor teaching classes in Operating Systems, Linux, Networking and Virtualization. He holds BS and MS degrees in Computer Science from Metropolitan State University. Jeff’s areas... Read More →


Tuesday April 8, 2014 1:00pm - 1:50pm
Atlantic 2

2:00pm

Building Your Cloud Sales Culture and Compensation Plan
This session explores developing detailed sales compensation plans that motivate sales professionals to get in front of more prospects and close business through a compensation strategy that influences performance and rewards success.

Attendees of this session will receive the following tools: Example Sales Compensation Plan Template, Sales Compensation Calculator

Download my deck and handouts and get a free 30 Day subscription to our IT Business Builder Training and Resource Center courtesy of Ingram Micro here: www.spc-intl.com/ingrammicrocloud2014.

Speakers
avatar for Gary Beechum

Gary Beechum

CEO, SPC International
President and CEO of SPC International, Inc., Gary is a recognized IT, Managed Services and Cloud Operations and Sales expert, with a career spanning over 20 years developing successful strategies to grow top and bottom line business revenue and applying this experience to co-found one of the first “pure-play” MSP practices in the SMB space in 2005. Developing a value priced sales methodology for an “all you can eat&rdquo... Read More →


Tuesday April 8, 2014 2:00pm - 2:50pm
Regency 1

2:00pm

Which Cloud Business Model Is Right for Your Company? Part 2 of 2: Executing Your Chosen Cloud Value Creation Strategy
In this exclusive two-part workshop, industry expert Paul Dippell will show how to design a cloud business strategy to minimize risk and maximize return the way the top performers do it.

In Part 2, Paul will show you how to start at your current OML (whatever it is today) and accelerate to a higher OML by picking the cloud strategy that’s right for your business model, customer set and goals. In both sessions, he’ll use exclusive research from the Service Leadership Index® and examples from his extensive hands-on operational experience to illustrate the key decisions you’ll need to make.

Speakers
avatar for Paul Dippell

Paul Dippell

Chief Executive Officer, Service Leadership, Inc.
Paul Dippell is CEO of Service Leadership, Inc. a leading global consultancy to Solution Providers and IT vendors, and publisher of the Service Leadership Index®, the foremost industry benchmark. Prior, at USBX Advisory Services, Paul established its IT M&A practice. At All Covered, Inc., a large SMB IT Managed Services Provider, he led M&A and Integration. He then founded a mid-market IT services firm with two private equity... Read More →


Tuesday April 8, 2014 2:00pm - 2:50pm
Atlantic 1

2:00pm

Box: Making Partnering Ridiculously Easy and Profitable
Box...Making Partnering Ridiculously Easy and Profitable - Reinventing how the world uses business content - Box was founded on a simple, powerful idea: people should be able to access and share their content from anywhere. Since 2005, Box has helped more than 20 million individuals, small businesses and Fortune 500 companies do just that. We want to reinvent what businesses can do with their content through Box's content sharing platform, made for a new kind of worker, a new kind of workplace and a new kind of IT. This do-not-miss executive briefing will provide you detail on how companies use Box, how partners are making lots of money with Box, and will also provide in-depth detail on how to become a partner. Or, if you are a partner, how to jump-start your Box sales.

Speakers
avatar for Michael McCabe

Michael McCabe

Director, National Partner Accounts, Box
Michael believes that the most fulfilling "wins" in business and in life occur as a team. Michael helps to build teams that drive toward exceptional results for his company, his partners, and his customers. Accomplished professional with over eighteen years of success and increased responsibility for exceptionally high growth, very large, and start-up software organizations. Specialties: Channel creation, sales and management; Enterprise Software... Read More →


Tuesday April 8, 2014 2:00pm - 2:50pm
Diplomat 1

2:00pm

CA Technologies: Get Unified Coverage of IT Systems and Cloud Services That Matter to Your Business!
From SMB to the Enterprise, organizations leverage CA Technologies software and SaaS solutions to accelerate innovation, transform infrastructure and secure data and identities, from the data center to the cloud.

Want to acquire new customers and open new markets in 2014? With CA ARCserve and CA Nimsoft, it’s easy!

Ideal for SMBs, CA ARCserve Family is a whole new class of hybrid cloud-enabled data protection solutions that provides a full range of capabilities to meet both on and off premise data protection requirements. Take control of all system and data protection needs with a single solution while helping your customers meet their recovery time and point SLAs.

For mid to enterprise, Nimsoft Monitor is a network monitoring solution that enables you to control your entire IT environment – all with a single code base. This unified architecture allows for extremely efficient monitoring capabilities and may be deployed on-premise or via a SaaS offering. Download and install a FREE version of Nimsoft Monitor called Nimsoft Snap today

Join us for prize raffles and to learn how CA Technologies breadth of solutions will help you increase revenue by giving you a value added, service to resell.

Speakers
avatar for Philip Bracchi

Philip Bracchi

Ingram Micro Solution Center Technical Engineer, CA Technologies
Phil Bracchi has served as Ingram Micro’s dedicated engineer for CA Technologies since 2012 supporting their Datacenter, Infrastructure and Cloud products. He has been working in the IT field for over 15 years.  During this time, he has held a number of positions including user support, network administration, and IT department leadership roles.  Phil’s skill set includes networking, servers, storage and virtualization.
avatar for Rob Hill

Rob Hill

Partner Account Manager, CA Technologies
Rob provide training and enablement for existing partners as well as being responsible for recruit of new partners and MSP’s. He has been with CA Technologies for 9 years focused exclusively on ARCserve. He has a vast knowledge of our ARCserve solution and can help partners with sales opportunities, licensing, and developing a joint business plan for success.


Tuesday April 8, 2014 2:00pm - 2:50pm
Diplomat 5

2:00pm

McAfee: Rise Up - Securing Your Spot in the Cloud
Each type of cloud forms in a different way, and with it, brings its own kind of weather. As an MSP, how will you form YOUR cloud? And more important, who will you trust to secure your cloud? Join McAfee to discover how to tap into the largest and broadest cloud portfolio. We ensure that – come rain or shine – you’ll stay safe and secure in your cloud.

Speakers
MB

Michael Baker

Vice President, North American Sales, McAfee
Michael I. Baker brings over 20 years of Executive sales and channel experience in the security industry to his current role at McAfee.  Prior to Joining McAfee, Michael spent 8 years in multiple sales and sales management capacities with Sybase, Enteryses, NFR Software and Entercept Security.  Michael is actively engaged in the channel and MSP communities with a focus on building successful partnerships to address the SMB market. ... Read More →
AD

Allen Daniel

Business Development Manager, McAfee
Allen Daniel has been with the company since 2007 – acting as an advocate for the channel every step of the way.  In each consecutive role he’s held, Allen’s top priority has been to ensure that our partners have the knowledge, support and resources they need to be successful.  After his initial role as Channel Account Manager, he moved into leadership where he was responsible for guiding the Eastern Region Channel... Read More →


Tuesday April 8, 2014 2:00pm - 2:50pm
Diplomat 4

2:00pm

RingCentral: Learn How Ingram Micro Cloud VARs Transform Their Business by Partnering with RingCentral
Every day, more than 300,000 businesses rely on the RingCentral cloud business phone system to power their business communications. RingCentral is proven at cutting costs while better connecting mobile and distributed workforces with the highest quality of service. In this session, learn from Ryan about the monthly recurring revenue opportunity with the RingCentral Partner Program and listen to a live testimonial from Chris Andreozzi, Managing Director, All Covered, about how they monetized the partnership and why their customers selected RingCentral as their business phone and HD video meeting solution.

Speakers
avatar for Ryan Azus

Ryan Azus

Senior Vice President of Worldwide Sales, RingCentral
RingCentral's senior vice president of worldwide sales, Ryan Azus is responsible for growing the company’s sales channels and developing new markets. He has 12 years of executive-level experience in the Internet and software-as-a-service industries. Prior to joining RingCentral, Azus worked at both Cisco and WebEx. As WebEx's vice president of online sales, he successfully drove sales to help the company grow from an early-stage startup to a... Read More →


Tuesday April 8, 2014 2:00pm - 2:50pm
Atlantic 2

2:00pm

VMware: Accelerating Your Cloud Sales With vCloud Hybrid Service
As your customers are looking at evolving their business and gaining agility with cloud solutions, be sure to take that journey with them with vCloud Hybrid Service. This session will help you determine the revenue potential of becoming a VMware vCloud Hybrid Service partner and capitalize on this rapidly growing market opportunity. You'll find out about the main customer use cases, discovery questions, and other action-oriented ways to help you uncover and solve your customers' hybrid cloud computing business needs while leveraging a partner-driven services model unique in the industry.

Speakers
avatar for Angelos Kottas

Angelos Kottas

Director of Product Marketing, Hybrid Cloud, VMware
Angelos Kottas is the Director of Product Marketing focused on hybrid cloud services at VMware. Angelos helped define the core cloud strategy, positioning ,and route to market for vCloud Hybrid Service through beta and launch over the last two years. Angelos joined VMware from Symantec, where he led product management and product marketing teams for email security software and virtual appliances, including the integration of SaaS and... Read More →
avatar for Kevin Rooney

Kevin Rooney

Senior Director of Partner Sales, vCloud Hybrid Service, VMware
Kevin Rooney is the Sr. Director for the vCloud Hybrid Services Americas partner sales organization at VMware. Kevin’s team is chartered with driving sales of vCHS through VMware’s partner and alliances ecosystem. Prior to joining VMware, Kevin was with Hewlett-Packard where he was managing the National Partner Organization and Central Region partner teams in HP's Enterprise Group (Servers, Storage, Software, Networking... Read More →


Tuesday April 8, 2014 2:00pm - 2:50pm
Diplomat 2

3:00pm

Best Practices for Operations: On-boarding New Customers and Using Key Performance Indicators (KPI) to Run the Business By the Numbers
This session focuses on developing and implementing an effective, efficient on-boarding process for new Cloud customers and critical KPIs to measure after implementation to ensure customer satisfaction. Once the decision has been made to begin service delivery for a new customer, you must execute an effective, efficient on-boarding process in order to meet customer and end-user expectations and facilitate future service. A poorly designed and executed on-boarding and ongoing maintenance process will quickly erode customer and end-user confidence and satisfaction and increase service-delivery difficulty and cost. This session will also cover effective SLA design and incident management process overview.

Attendees to this session will receive the following tools: New Client On-boarding Checklist, Operations KPI Dashboard

Download my deck and handouts and get a free 30 Day subscription to our IT Business Builder Training and Resource Center courtesy of Ingram Micro here: www.spc-intl.com/ingrammicrocloud2014.

Speakers
avatar for Erick Simpson

Erick Simpson

Vice President and CIO of SPC International, Inc., SPC International, Inc.
Vice President and CIO of SPC International, Inc., Erick is one of the most prolific, recognized and sought-after IT, Cloud and Managed Services business improvement and transformation experts, authors and speakers in the industry. He has contributed to numerous industry publications and events and has authored "The Guide to a Successful Managed Services Practice"; the definitive book on Managed Services, “The Best I.T. Sales & Marketing BOOK... Read More →


Tuesday April 8, 2014 3:00pm - 3:50pm
Atlantic 1

3:00pm

New Ingram Micro Cloud Channel Programs
Ingram Micro Cloud is announcing new channel programs that simplify success in the cloud. The key word is choice. The new Ingram Micro Cloud channel programs enable each Ingram partner to choose their desired level of services, responsibility and resulting margin. Ingram solution providers can choose from a variety of channel programs and associated operating models to implement the program that fits best with their capabilities, desires and business objectives.

Speakers
avatar for Jason Bystrak

Jason Bystrak

Executive Director - The Americas, Ingram Micro Cloud
I am the Executive Director for Ingram Micro Cloud in The Americas, responsible for the company’s cloud and managed services portfolio.
avatar for Ryan Morris

Ryan Morris

Principal Consultant, Morris Management Partners
Ryan Morris has more than 17 years experience in marketing, sales, and management in the technology industry – focused on building multi-tier channel programs and solutions. Most recently, through the research capabilities and industry access of Everything Channel, Ryan has identified and implemented best practices for business development, marketing, and sales for vendors, distributors, and solution providers.


Tuesday April 8, 2014 3:00pm - 3:50pm
Regency 1

3:00pm

Axcient: How leading MSPs and VARs are growing their SaaS and Cloud Practice with Axcient
Axcient, the fastest growing company in Silicon Valley, replaces legacy backup, disaster recovery, and business continuity products with a single cloud-based solution that reduces data loss, keeps applications up and running, and makes sure IT infrastructures never go down. Leading independent research organizations such as Forrester and Gartner have already recognized Axcient as leader in the Recovery-as-a-Service industry and leading Channel Partners choose Axcient to grow their business faster with the lowest TCO and highest possible margins. Join Axcient in this breakout session and see how you can also disrupt the market and make more money.

Speakers
avatar for Justin Moore

Justin Moore

Chief Executive Officer, Axcient


Tuesday April 8, 2014 3:00pm - 3:50pm
Diplomat 5

3:00pm

Cisco: Accelerating Your HCS Practice - A Prescriptive Roadmap to Success
Cisco HCS is leading the charge in hosted collaboration. It’s time you align your business and start accelerating toward greater profits with HCS and building a cloud practice. Join us for a thought-provoking breakout session that will show you how to quickly assess your strengths and weaknesses when it comes to marketing and selling cloud offerings. You will then be able to immediately understand what “prescriptive pathways” you need to take with sales, marketing and operations in order to set your organization on the correct trajectory for long-term profitability. In addition, attendees will learn how to assess and build the correct marketing models, learn how to construct the correct cross-sell account plans for their own unique portfolios, plus learn the techniques that will help all their sales people absorb the philosophies of how to sell in the cloud with business guidance selling.

The entire Cisco/Ingram HCS Partner Acceleration Program will be unveiled and you will learn how your organization can participate and how to gain access to personalized consulting services as well as 28 prescriptive tools to assist your business acceleration. All tested, all proven and all designed for partner execution.

As a bonus, the presenters will be available after the workshop session and on Wednesday for free 15-minute personalized consultation discussions.

Brought to you by Channel Consulting Corp. and Acumen Management Group.

Speakers
KL

Keith Lubner

Managing Partner and President, C3
Keith Lubner, founder of C3, has over 24 years of experience in working solely with companies that are channel focused.  He has worked with today’s leading companies in developing successful channel programs and channel strategies, and has quickly emerged as a leading channel authority – especially in the areas of channel acceleration and productivity.  Mr. Lubner has published several channel related articles in... Read More →
KT

Ken Thoreson

President, Acumen Management Group, LTD
As a speaker, Ken energizes audiences and recharges their personal commitment to professional excellence to help drive personal and organizational change and growth. In addition to the 3  books based on his Sales Management Guru series, and Success Simplified, co-authored with Stephen Covey, He is currently a columnist for Redmond Channel Partner Magazine, a publication for Microsoft channel partners. Ken’s blog has been rated in the... Read More →


Tuesday April 8, 2014 3:00pm - 3:50pm
Diplomat 1

3:00pm

Intermedia: Cash In on the Cloud Voice Opportunity - Without Being an Expert!
In today’s business world it’s imperative that your customers have enterprise grade phone-systems, but it’s even more important that these phone systems can integrate with all of their other office communication applications to enhance overall productivity.

Intermedia’s Hosted PBX does just that - it’s a cloud-based enterprise-grade phone system with Fortune 500-style calling features that is integrated with many other essential business communication services. And it presents you with a great opportunity to build your high-margin recurring revenue – even if you’re not an expert on voice.

Learn how you can:
• Easily sell an enterprise-grade phone system without being an expert
• Pitch the value of integrated business communication
• Administer all Intermedia services from one single web-based management console
• Start building your pipeline

Speakers
avatar for Mark Sher

Mark Sher

Director of Product Marketing for Cloud Voice, Intermedia
Mark Sher, Intermedia’s Director of Product Marketing for Cloud Voice, is a 20 year telecom veteran. Mark leads Intermedia’s marketing for all voice services for both indirect and direct channels.  Prior to joining Intermedia, Mark held the position of  Vice President of Marketing and Product Management for AccessLine Communications, a leader and innovator in the Hosted PBX and SIP Trunking space. With AccessLine, Mark... Read More →


Tuesday April 8, 2014 3:00pm - 3:50pm
Diplomat 2

3:00pm

Microsoft: The Growing Office 365 Partner Sales Opportunity
Office 365 is growing by over 100% year over year:

• As a platform standard with an ever expanding menu of services.
• As a partner opportunity to sell and configure this platform in ways that uniquely addresses each individual customer.
• And as a recurring revenue model that strengthens your advisor relationship with each customer?

Come see what is new, what has changed and which resources we have recently put into play for your success. SkyKick will be presenting and showcasing their incredible new migrations solution and partner incentive to accelerate your cloud practice.

Speakers
avatar for Josh Condie

Josh Condie

Microsoft Partner Technology Strategist, Small and Midsize Business and Distribution, Microsoft
Josh Condie is a Microsoft Partner Technology Strategist (TS2 team) as part of Microsoft’s Small and Midsize Business and Distribution (SMB&D) organization.   His focus is on product/solution evangelism and the technical enablement of the SMB partner and distribution channel.  His areas of interest and expertise lie with Microsoft Online Services (Cloud offerings: Office365 and Azure), as well as having a deep... Read More →
ER

Evan Richman

Evan Richman is the Co-Founder and Co-CEO of SkyKick- a new kind of migration application that is the easiest way for IT partners to move their customers to Office 365.   Prior to SkyKick, Evan was at Microsoft for seven years where he held a number of product management leadership roles on the SharePoint and Office 365 businesses.  Prior to Microsoft, Evan was the VP of Business Development for Digital Pipe, a Silicon Valley based... Read More →
TS

Todd Schwartz

Todd Schwartz is the Co-Founder and Co-CEO of SkyKick - a new kind of migration application that is the easiest way for IT partners to move their customers to Office 365.  Prior to SkyKick, Todd was Director of Product Management at Microsoft, where he held a number of leadership roles, including the launch and double-digit growth of Bing, AdCenter, and Windows Live businesses.  Prior to Microsoft, Todd worked as a consultant with... Read More →


Tuesday April 8, 2014 3:00pm - 3:50pm
Atlantic 2

3:00pm

N-able: Keys to a Successful MSP
Commoditization Busters: Future-Proof Your Profits in the Post-PC Era

Mobility, cloud computing, service commoditization, and new types of competitors entering the managed services space are changing the dynamics of the market. But smart managed service providers are looking beyond today’s cloud trend to stay ahead of the cure. Join us as we identify the key factors that will keep MSPs’ profits strong in the years ahead. We’ll discuss:

• Selling user experience, not technology
• Developing cloud and mobility practices
• Implementing automation to scale business operations to beat commoditization
• Leveraging efficiencies to win against new competitors

New Owner, Same Deep MSP Expertise: Hear from N-able, now owned by SolarWinds

Speakers
avatar for Sam El-Sayed

Sam El-Sayed

Sales Manager, N-able by SolarWinds
As the Sales Manager for N-able by SolarWinds, Sam El-Sayed educates channel partners on how to develop successful managed services practices and effectively execute against their business goals. He’s been part of N-able’s award-winning sales and management team since 2008, and earned his MBA from Emporia State University in 2001. Prior to joining N-able, Sam was a recognized leader in the public and private finance sectors.


Tuesday April 8, 2014 3:00pm - 3:50pm
Diplomat 4

4:00pm

Making Money and Finding Success with System Integration and Application Development
Join us at this session where you will hear your fellow System Integrators and Application Development peers talk about how they have developed offerings and strategies to help customers migrate to the Cloud and use it more effectively. We invite you to get new ideas and ask questions of the speakers during the panel session.

Speakers
avatar for Ravi Achanta

Ravi Achanta

Executive Vice President, Veritra
Ravi serves as Executive Vice President for Veritra where he is responsible for determining overall strategy and direction for the company. Ravi has a successful history of owning and operating business ventures in the IT, educational, real estate, and manufacturing industries in the US and India. Prior to joining Veritra, Ravi served as Director of Infrastructure for Insight where he was responsible for IT Infrastructure and Operations for... Read More →
avatar for Aaron Franko

Aaron Franko

Manager, Solution Development, Ingram Micro
Aaron serves as Ingram Micro’s Manager of Professional Services Solution Development. Aaron’s responsibilities include all aspects of services development including market research, technical validation and service design along with vendor, sales and partner relations.
PP

Prakash Parikh

Chief Operating Officer, SNP Technologies, Inc.
Prakash Parikh, Ph.D., is the Chief Operating Officer of SNP Technologies, a Cloud Integration Services and Software Development company. Prakash has guided SNP through the last 25 years as it adapts to new technologies and newer demands of the market place. Prakash applies his knowledge and experience in steering SNP’s internal and external processes; in guiding his team to develop sound cloud based solutions, for transition planning... Read More →
avatar for Greg Richey

Greg Richey

Director, Professional Services, Ingram Micro
Greg Richey, Director of Professional & Training Services, leads the Ingram Micro Professional Services and Ingram Micro Training Academy Business Units reporting to Scott Zahl, Vice President and General Manager for Ingram Micro’s Advanced Computing Division.  Richey’s career spans 30 years in the IT Industry, during which time, he has developed and managed several national sales and professional services organizations with... Read More →


Tuesday April 8, 2014 4:00pm - 4:50pm
Atlantic 1

4:00pm

Managed Service Provider Programs & Best Practices
This session explores the "Nice to Have" and "The Need to Have" skills and qualities needed to become a best-in-class managed services provider. Topics include your business and marketing plan, deliverables, pricing model, tools and technologies, service delivery strategy, vendor relationships and evaluating outsourcing opportunities.

Attendees of this session will receive the following tools: Creating a Successful Managed Services Business Plan, Creating an Effective Managed Services Agreement, Processes and Procedures Necessary for Managed Services Delivery Best Practice Guide

Download my deck and handouts and get a free 30 Day subscription to our IT Business Builder Training and Resource Center courtesy of Ingram Micro here: www.spc-intl.com/ingrammicrocloud2014.

Speakers
avatar for Erick Simpson

Erick Simpson

Vice President and CIO of SPC International, Inc., SPC International, Inc.
Vice President and CIO of SPC International, Inc., Erick is one of the most prolific, recognized and sought-after IT, Cloud and Managed Services business improvement and transformation experts, authors and speakers in the industry. He has contributed to numerous industry publications and events and has authored "The Guide to a Successful Managed Services Practice"; the definitive book on Managed Services, “The Best I.T. Sales & Marketing BOOK... Read More →


Tuesday April 8, 2014 4:00pm - 4:50pm
Atlantic 2

4:00pm

Marketing Your Cloud Services – Change the Dialogue
Learn how to better position your cloud services to shorten sales cycles, improve lead quality and maximize your marketing ROI. This workshop, led by Agency Ingram Micro, will explore winning marketing techniques and strategies used by partners to win more business. During the session, we will discuss best practices around inbound marketing, social and content marketing, as well as the importance of branding to differentiate yourself.

Speakers
avatar for Jennifer Anaya

Jennifer Anaya

Vice President, Marketing, North America, Ingram Micro
Jennifer is responsible for the leadership and direction of all Agency Ingram Micro (AIM) activities across the United States and Canada. With nearly two decades of marketing experience, 12 of which have been spent working with, and for, Ingram Micro, Jennifer is regarded as one of the "Most Powerful Women in the IT Channel" by CRN Magazine. Her career accomplishments include leading the development of Ingram Micro’s Partner Smart... Read More →
avatar for Dennis Crupi

Dennis Crupi

Director, Creative Services, Ingram Micro
Since joining Ingram Micro in 1997, Dennis has worked his way through virtually every area of Creative Services. A natural-born story teller, Dennis is your connection to effective communication strategy and stellar brand design. His team has helped countless IT companies transform their brand identities and tell stories that stick.


Tuesday April 8, 2014 4:00pm - 4:50pm
Regency 1

4:00pm

Autotask: Pricing for Profits
Nothing’s trickier than coming up with the right pricing for IT services. Price yourself too high, and your prospects and customers will balk…price your services too low, and you’ll leave money on the table-or worse, lose money.

If you’re looking for actionable advice to increase profits on the services you already sell, then don’t miss your chance to attend this session. During this information-packed session, Autotask SVP Community & Business Development, Len DiCostanzo will share his best tips based on his own success as a profitable MSP, and his work with hundreds of service providers around the world.

Boost your confidence in crafting, selling and delivering profitable services. Walk away from this session knowing how to determine costs and profits for:
• Managed services
• Cloud services
• Break/Fix services
• Time and material services
• Five key factors to consider when pricing your services
• How to build inclusive Service Level Agreements (SLAs) for profit
• How to use automation to scale service delivery and profitability

Speakers
avatar for Leonard DiCostanzo

Leonard DiCostanzo

Senior Vice President of Community and Business Development, Autotask
As Senior Vice President of Community and Business Development for Autotask, Len is responsible for ensuring the continued success of Autotask’s global client base and identifying, building and nurturing our strategic industry alliances around the world. Client success programs include developing and delivering business building and product education content through Autotask Academy, facilitating peer partnerships and collaboration, and... Read More →


Tuesday April 8, 2014 4:00pm - 4:50pm
Diplomat 1

4:00pm

CenturyLink: What’s Your Pitch? Cloud Hosting Migration Workshop - Build a Compelling Message Together
While a cloud and hosting migration can present numerous challenges and raise security concerns, cloud computing can also enable a company to potentially reduce capital expenditures and operating costs while also benefiting from the dynamic scaling, high availability, multi-tenancy and effective resource allocation advantages cloud-based computing offers. From cost savings to business continuity and increased flexibility, cloud computing can help you respond effectively to changes in business plans and demand. But there is no one-size-fits-all solution when it comes to the cloud. Learn how you can partner with CenturyLink to deliver a tailored solution – enabling your customers to quickly react to change, while also delivering a secure, scalable IT infrastructure to efficiently manage costs and support business evolution. Join us in this unique breakout where you will have a chance to develop your own point of view pitch on how to deliver hosting in a compelling manner to your customers.

Speakers
KC

Ken Cavallon

Vice President of Strategic Business Development, CenturyLink
avatar for Jim Gallina

Jim Gallina

Sr. Director, Cloud Channel Enablement, CenturyLink
Jim Gallina leads a Cloud strategy team dedicated to enabling CenturyLink Channel Alliance Partners and developing channel market strategies to support Cloud revenue growth through their end-clients.  Prior to his current role, Jim has held positions at Savvis including Strategic Alliances Director and Central Region Sales Director. Before joining Savvis, Jim was Director of Alliance Sales at Microsoft Corporation for Microsoft’s... Read More →


Tuesday April 8, 2014 4:00pm - 4:50pm
Diplomat 4

4:00pm

Fortinet: The Threat Landscape, the MSSP Market Demand and Why Fortinet
This presentation will discuss the security threat landscape, market trends, recent exploits and how an MSSP can leverage Fortinet to help their customers with these problems.

Speakers
avatar for Geoff Kreiling

Geoff Kreiling

Manager, MSSPs – Americas, Fortinet
With 17 years of experience working in partner and service provider environments, Geoff possesses deep experience supporting sales and building successful MSS practices at carriers and systems integrators. Geoff’s background includes work at Masergy Communications and Verizon in sales, sales engineering, product development and life cycle management most recently in Cloud and CPE-based managed security services.


Tuesday April 8, 2014 4:00pm - 4:50pm
Diplomat 5

4:00pm

Parallels: Putting the Cloud to Work for Businesses: Proven Models for Success in a True Multi-Service World
John Zanni will show how the adoption of multiple cloud services has created new value, but also new complexity for businesses and the resulting opportunity unique to service providers. Learn about the solution Ingram Micro, with Parallels Automation, will provide for you to satisfy customers and expand your base. John will discuss his perspective on market trends supported by our latest research and highlight the innovations we are delivering to make it easy for you to sell cloud services. Todd Carter, Sr. Director Sales Engineering, will show you in real time how it is done.

Speakers
TC

Todd Carter

Senior Director Sales Engineering, Parallels
Todd joined Parallels in October 2010 and leads the sales engineering team at Parallels providing solutions to the Hosting and Service Provider community.  He has over 25+ years’ experience in Client/Server Computing, Security, Communications, Virtualization and Cloud Computing.
avatar for John Zanni

John Zanni

Chief Marketing Officer, Parallels
John oversees the company's global service provider marketing function, spanning the full service provider channel. He leads integrated marketing communications through product marketing, partner marketing, advertising, public and analysts relations, digital marketing, events, and relationship marketing. This includes developing partnerships with Parallels' most strategic technology companies to enable hosting service providers using Parallels... Read More →


Tuesday April 8, 2014 4:00pm - 4:50pm
Diplomat 2

5:30pm

Tech Fair
Tuesday April 8, 2014 5:30pm - 9:00pm
Grand Ballroom
 
Wednesday, April 9
 

6:30am

Morning Run
Wednesday April 9, 2014 6:30am - 7:00am
Lobby

6:30am

7:00am

Breakfast
Wednesday April 9, 2014 7:00am - 7:50am
Great Hall 1 & 2

8:00am

Welcome to Cloud Summit 2014, Day 3
Speakers
avatar for Greg Schwem

Greg Schwem

Master of Ceremonies
The Chicago Tribune calls Greg Schwem “king of the hill” in the world of corporate comedy. His comical views on business and technology have made him a favorite at corporate events throughout North America—for companies including Microsoft, Cisco, IBM, McDonald’s and United Airlines. He has appeared in concert alongside such stars as Celine Dion and Jay Leno. He writes a weekly nationally syndicated humor column for the... Read More →


Wednesday April 9, 2014 8:00am - 8:10am
Great Hall 3 & 4

8:10am

Gartner Keynote - Creating Business Moments: Business Models of the Future
Speakers
avatar for Tiffani Bova

Tiffani Bova

Vice President, Research, Gartner
Tiffani Bova is a VP and Distinguished Analyst with Gartner Research, where she covers IT sales strategies and channel innovation. Ms. Bova's area of specialization includes the development of comprehensive sales strategies such as channel program development and optimization, go-to-market models, and the impact cloud will have on traditional sales initiatives. In 2013, she led a special report titled "The Future of IT Sales... Read More →


Wednesday April 9, 2014 8:10am - 9:10am
Great Hall 3 & 4

9:10am

VMware Keynote - Accelerating the Journey to Hybrid Cloud
Server virtualization was just the beginning of the journey to IT-as-a-Service. Today's enterprises are looking for on-demand access to cloud resources by extending beyond their data centers without sacrificing performance, agility and security. They want to maximize their existing investments in technology, people and processes, while still providing their users with access to applications they demand. The solution? The hybrid cloud.

Scott Collison will highlight the explosive growth in this space and the immediate opportunity to support enterprises in making the transition to a hybrid cloud environment. Scott will outline what a secure hybrid cloud can do for today's enterprises and the five starting points to get there from development and testing to delivering next-generation applications.

Speakers
avatar for Scott Collison

Scott Collison

Vice President of Hybrid Platform, VMware
Scott Collison is the Vice President of Hybrid Platform at VMware and has general management responsibilities for the company’s cloud platform. Previously, Scott was Vice President of Platform Go to Market at Salesforce.com leading alliances and marketing for the company’s platform product, force.com. Scott has held a variety of positions at both large software companies and startups such as SourceForge, Microsoft and Signio, which... Read More →


Wednesday April 9, 2014 9:10am - 9:30am
Great Hall 3 & 4

9:30am

Partner Success Story - All Covered
Speakers
CT

Craig Teahen

Vice President for Information Technology, All Covered
Craig Teahen is All Covered's CIO and Vice President for Information Technology, with responsibility for systems, data centers, cloud computing offerings and key technologies. Mr. Teahen joined All Covered in 2008 and was previously Vice President for the East region. | | Mr. Teahen has over twenty years of experience in multiple IT disciplines spanning global networks, data centers, web applications, enterprise software and end-user... Read More →


Wednesday April 9, 2014 9:30am - 9:45am
Great Hall 3 & 4

9:45am

Break
Wednesday April 9, 2014 9:45am - 10:05am
Great Hall 3 & 4

10:05am

Welcome Back
Speakers
avatar for Greg Schwem

Greg Schwem

Master of Ceremonies
The Chicago Tribune calls Greg Schwem “king of the hill” in the world of corporate comedy. His comical views on business and technology have made him a favorite at corporate events throughout North America—for companies including Microsoft, Cisco, IBM, McDonald’s and United Airlines. He has appeared in concert alongside such stars as Celine Dion and Jay Leno. He writes a weekly nationally syndicated humor column for the... Read More →


Wednesday April 9, 2014 10:05am - 10:10am
Great Hall 3 & 4

10:10am

IBM Keynote - Cloud as a Growth Engine for Business
It may not surprise you that 24 out of the top 25 companies in the Fortune 500 use IBM SaaS, but did you know that IBM provides the infrastructure for Fitbit to track your steps and sleep habits? Our partners are helping clients build private clouds, MSPs and CSPs are delivering cloud services with SoftLayer and developers are using Blue Mix to build mobile applications to win new clients and businesses. Hear how the IBM cloud can open up new possibilities for you.

Speakers
JS

Judy Smolski

Judy Smolski, Vice President, Midmarket, IBM
Judy joined IBM in 1974 as a new account sales representative in Denver, Colorado focused on the SMB marketplace.   She followed a traditional sales management career path before joining the PC business unit in 1984, where she spent the next 15 years in a variety of sales and marketing roles.  She was then named to lead marketing for the new Global Small Business division in 1999.  When this was merged with SMB in the first quarter... Read More →


Wednesday April 9, 2014 10:10am - 10:30am
Great Hall 3 & 4

10:30am

Citrix Keynote - Hosted Desktops Differentiate Your Cloud Business for Rapid Growth
Capturing new revenue from existing contacts, adding a hosted desktop business helps users access information anytime, anywhere and brings your business into a hot growth market. Providing Desktop-as-a-Service (DaaS) is about more than just using RDS, hosting VDI, or providing an empty desktop in the cloud. A truly compelling and comprehensive solution must be able to deliver desktops and/or applications, follow-me storage, device management and even entire hosted workspaces – to any device, from any type of cloud. The leading service providers in the world are winning because they delivering a differentiated apps and desktops solution while maximizing the full potential of technologies and partner tools at their disposal.

Citrix provides a comprehensive set of DaaS and hosted application solutions, backed by a mature and proven hosting partners program. Join Citrix to:
• See the difference between simple vs. comprehensive DaaS solutions.
• Learn about creating a differentiated solution that encompasses a bundle of apps, data and mobility services to drive ARPU.
• Discover how Citrix accelerates DaaS go-to-market with proven best practices, turn-key programs and trusted business partners.
• Understand how to deploy your DaaS solution in any environment – your datacenter or cloud, AWS or Azure, or through a white-label partner.

Speakers
avatar for Mike Fouts

Mike Fouts

Vice President, Americas Channel, Citrix
As Vice President of Americas Channels and Field Operations for Citrix, Mike Fouts is the Americas Channel Chief and is also responsible for driving the successful go to market strategy and execution for the Americas region. Fouts also leads the Marketing and Renewal Sales teams for the Americas. Fouts is a frequent industry speaker, and works closely with the Citrix channel to enable virtualization and cloud computing.  Fouts’ 17... Read More →


Wednesday April 9, 2014 10:30am - 10:50am
Great Hall 3 & 4

10:50am

Taking Your Business Beyond the Clouds to Blue Sky
Driving a company’s valuation in this new age requires a clear understanding of what matters to investors, bankers and stakeholders, and it is important to understand how they evaluate various revenue streams, gross margin profiles and underlying profitability. Join Ingram Micro’s EVP of Global Cloud Computing, Nimesh Davé, Raymond James & Associates equity analyst Brian Alexander and investment banker Joe Estes for an interactive discussion on public and private company valuations and insights into what drives higher valuation multiples.

Speakers
avatar for Brian G. Alexander

Brian G. Alexander

Managing Director, Director of Technology Research, Raymond James & Associates
Brian Alexander joined the Raymond James technology research team in 2000 after earning his MBA from the University of Chicago, and was named Director of Technology Research in January 2011.  His coverage focuses on the IT hardware & distribution sector and the electronic manufacturing services sector, and he has twice been recognized in The Wall Street Journal Best on the Street survey for his work.  He has also been recognized... Read More →
avatar for Nimesh Davé

Nimesh Davé

Executive Vice President, Global Business Process and Cloud Computing, Ingram Micro
Nimesh Davé serves as executive vice president, global business process and cloud computing of Ingram Micro Inc., the world’s largest technology distributor and supply-chain services provider based in Santa Ana, Calif. | As a member of the Ingram Micro worldwide executive team, Davé is responsible for designing and implementing harmonized global business practices throughout the organization and architecting world class... Read More →
avatar for Joe Estes

Joe Estes

Managing Director, Co-Head Technology Services Investment Banking, Raymond James & Associates
Joe Estes is a Managing Director in the Investment Banking department of Raymond James Financial, and serves as Co-Head of the Firm’s Technology Services investment banking practice, focused on companies which provide technology-enabled financial, human capital, information, outsourcing, supply chain and transaction services.  Joe has over 25 years of investment banking experience, managing a broad variety of public offerings, private... Read More →


Wednesday April 9, 2014 10:50am - 11:30am
Great Hall 3 & 4

11:30am

General Session Wrap Up
Speakers
avatar for Renée Bergeron

Renée Bergeron

Vice President, WW Cloud, Ingram Micro
Renée Bergeron serves as Vice President, Managed Services and Cloud Computing, Ingram Micro, North America. She leads the Ingram Micro Services Division and has responsibility for the division’s organizational management as well as its strategic direction, sales growth and business development activities. With more than 25 years of business-unit leadership experience, Bergeron is a driving force behind identifying and cultivating new... Read More →


Wednesday April 9, 2014 11:30am - 11:35am
Great Hall 3 & 4

11:45am

Lunch & Tech Fair
Wednesday April 9, 2014 11:45am - 1:15pm
Grand Ballroom

1:30pm

Marketing & Selling Cloud Into Healthcare, Gov't and Education
This session explores three key vertical markets well suited for cloud service and solution sales opportunities and how to leverage advanced direct and indirect sales and marketing strategies to properly position your organization as an industry leader with the expertise to meet your target market's cloud needs.

Speakers
avatar for Renée Bradford

Renée Bradford

Public Sector Cloud Services Development Manager, Ingram Micro
Currently, Renée is the Public Sector and Healthcare focused Cloud Services Development Manager for Ingram Micro Corporation.  Her primary focus is to drive cloud services solutions and sales in the federal, state and local governments, education, and healthcare markets. Previously, she worked at HP as the Public Sector Channel Sales Manager for HP Technology Services. Renée has an extensive 20+ year background working with... Read More →
avatar for Michael Humke

Michael Humke

Vice President, Public Sector/Healthcare & Vertical Markets, Ingram Micro
Mike Humke is responsible for the Healthcare / PublicSector markets at Ingram Micro and will work across theorganization to drive solutions and services for the partnercommunity to leverage in the market. | | Mike recently joined Ingram in November 2010 and hasmore than 28 years of sales and marketing experience,having held executive positions HP, Apple Computer and IBM. | Mike places a major emphasis working with the partnercommunity to deliver... Read More →


Wednesday April 9, 2014 1:30pm - 2:20pm
Atlantic 1

1:30pm

Repeat: New Ingram Micro Cloud Channel Programs
Ingram Micro Cloud is announcing new channel programs that simplify success in the cloud. The key word is choice. The new Ingram Micro Cloud channel programs enable each Ingram partner to choose their desired level of services, responsibility and resulting margin. Ingram solution providers can choose from a variety of channel programs and associated operating models to implement the program that fits best with their capabilities, desires and business objectives.

Speakers
avatar for Jason Bystrak

Jason Bystrak

Executive Director - The Americas, Ingram Micro Cloud
I am the Executive Director for Ingram Micro Cloud in The Americas, responsible for the company’s cloud and managed services portfolio.
avatar for Ryan Morris

Ryan Morris

Principal Consultant, Morris Management Partners
Ryan Morris has more than 17 years experience in marketing, sales, and management in the technology industry – focused on building multi-tier channel programs and solutions. Most recently, through the research capabilities and industry access of Everything Channel, Ryan has identified and implemented best practices for business development, marketing, and sales for vendors, distributors, and solution providers.


Wednesday April 9, 2014 1:30pm - 2:20pm
Diplomat 5

1:30pm

Repeat: Which Cloud Business Model Is Right for Your Company? Part 1 of 2: Your Value Creation Choices in the Cloud
In this exclusive two-part workshop, industry expert Paul Dippell will show how to design a cloud business strategy to minimize risk and maximize return the way the top performers do it.

In Part 1, Paul will show you how to determine your value creation goals (that is, how much cash flow and stock value do you want to produce?) and how to determine your current Operational Maturity Level© (OML), Service Leadership’s groundbreaking method of planning for successful growth and business model transition.

Speakers
avatar for Paul Dippell

Paul Dippell

Chief Executive Officer, Service Leadership, Inc.
Paul Dippell is CEO of Service Leadership, Inc. a leading global consultancy to Solution Providers and IT vendors, and publisher of the Service Leadership Index®, the foremost industry benchmark. Prior, at USBX Advisory Services, Paul established its IT M&A practice. At All Covered, Inc., a large SMB IT Managed Services Provider, he led M&A and Integration. He then founded a mid-market IT services firm with two private equity... Read More →


Wednesday April 9, 2014 1:30pm - 2:20pm
Regency 1

1:30pm

Box: Making Partnering Ridiculously Easy and Profitable
Box...Making Partnering Ridiculously Easy and Profitable - Reinventing how the world uses business content - Box was founded on a simple, powerful idea: people should be able to access and share their content from anywhere. Since 2005, Box has helped more than 20 million individuals, small businesses and Fortune 500 companies do just that. We want to reinvent what businesses can do with their content through Box's content sharing platform, made for a new kind of worker, a new kind of workplace and a new kind of IT. This do not miss executive briefing will provide you detail on how company's use Box, how partners are making lots of money with Box and will provide you in-depth detail on how to become a partner or if you are a partner how to jump-start your Box sales

Speakers
avatar for Nelson Wang

Nelson Wang

National Corporate Sales Manager & Head of Mid-Market Channels, Box
Nelson is a seasoned Channel leader with an unrelenting passion to better the world through technology by inspiring customers, partners and peers. Nothing excites him more than helping to build sales and channels organizations from scratch. In FY14, he traveled to 36 cities in the US and Canada to build the Channel at Box. He currently leads Mid-Market Channels at Box (Worldwide excluding Europe) and manages the Channels Development Team. He... Read More →


Wednesday April 9, 2014 1:30pm - 2:20pm
Diplomat 2

1:30pm

IBM: Get SMAC’d by IBM
The industry is at a tipping point – whether you call it a confluence of technologies, a nexus of forces, or the third platform – social, mobile, analytics and cloud are coming together at this tipping point. IBM has leading-edge solutions for your customers. It may be providing mobile device management from the cloud, using analytics or business intelligence to provide cloud security, or provide a mobile development platform. This session will show you how you can leverage IBM solutions in these practice areas in your firm.

Speakers

Wednesday April 9, 2014 1:30pm - 2:20pm
Diplomat 4

1:30pm

Microsoft: Maximize Revenue Potential in the Microsoft SMB Cloud
SMBs are embracing the Microsoft Cloud at a rapid pace. Productivity applications, hosted desktop, disaster recovery/business continuity and database hosting are among the leading scenarios providing high margin opportunities for managed service providers, VARs and ISVs. Attend this session to learn how you can earn recurring revenue by delivering Microsoft services running in your datacenter, our public cloud or in a hybrid environment. We will discuss opportunities with Office 365 as well as how to get more out of your Service Provider License Agreement (SPLA).

Speakers
avatar for Josh Condie

Josh Condie

Microsoft Partner Technology Strategist, Small and Midsize Business and Distribution, Microsoft
Josh Condie is a Microsoft Partner Technology Strategist (TS2 team) as part of Microsoft’s Small and Midsize Business and Distribution (SMB&D) organization.   His focus is on product/solution evangelism and the technical enablement of the SMB partner and distribution channel.  His areas of interest and expertise lie with Microsoft Online Services (Cloud offerings: Office365 and Azure), as well as having a deep... Read More →
avatar for Paul Schenkel

Paul Schenkel

Senior Channel Executive, Microsoft Partner Hosting and Cloud Services, Microsoft
Paul has held positions in product management, channel operations, and channel sales during his 14 year tenure with Microsoft.  During the past six years he’s been responsible for building a telesales organization and marketing engine that supports over 5,000 service providers across the United States. |


Wednesday April 9, 2014 1:30pm - 2:20pm
Atlantic 2

1:30pm

VMware: Capitalizing on VMware's Hybrid Cloud Strategy Leveraging the VMware Service Provider Program (VSPP)
Come and learn about VMware's Hybrid Cloud strategy and the compelling business and value proposition for our mutual customers and the service provider community.

Gain a better understanding on the opportunity to align, position and capitalize on VMware's Hybrid Cloud strategy leveraging the entitlements and benefits of the VMware Service Provider Program (VSPP).

With VMware's enabling vCloud technology and solutions and the most broad and diverse vCloud Service Provider community, we're building out the largest Hybrid Cloud network in the world, addressing the needs of the largest virtualized install base, 550,000+ VMware Enterprise customers. Come, learn, align and capitalize.

Speakers
avatar for Michael Carman

Michael Carman

Business Development Manager, Cloud Provider Segment, VMware
In his current role, Mr. Carman is responsible for promoting VMware’s vCloud initiative for service providers and hosting companies across the Eastern US. VMware’s Cloud Provider program has grown to more than 9000 companies globally in in little more than 4 years and represents one of the fastest growth segments in VMware’s portfolio. Mr. Carman provides assistance to VMware’s growing ecosystem of Cloud Providers... Read More →


Wednesday April 9, 2014 1:30pm - 2:20pm
Diplomat 1

2:30pm

Project Planning for Successful Cloud Implementations
This session focuses on developing and implementing an effective, efficient project planning and management process for cloud implementations. Poor project management is one of the three areas where you can incur the fastest losses in profitability. Communication, change and risk management examples are covered, as well as scheduling and managing phase and final project acceptance.

Attendees of this session will receive the following tools: The Project Management Process for Cloud Solutions Best Practice Guide, Project Plan Acceptance Agreement Template, Project Change Order Template, Project Phase/Overall Project Completion Agreement

Download my deck and handouts and get a free 30 Day subscription to our IT Business Builder Training and Resource Center courtesy of Ingram Micro here: www.spc-intl.com/ingrammicrocloud2014.

Speakers
avatar for Erick Simpson

Erick Simpson

Vice President and CIO of SPC International, Inc., SPC International, Inc.
Vice President and CIO of SPC International, Inc., Erick is one of the most prolific, recognized and sought-after IT, Cloud and Managed Services business improvement and transformation experts, authors and speakers in the industry. He has contributed to numerous industry publications and events and has authored "The Guide to a Successful Managed Services Practice"; the definitive book on Managed Services, “The Best I.T. Sales & Marketing BOOK... Read More →


Wednesday April 9, 2014 2:30pm - 3:20pm
Atlantic 1

2:30pm

Repeat: Which Cloud Business Model Is Right for Your Company? Part 2 of 2: Executing Your Chosen Cloud Value Creation Strategy
In this exclusive two-part workshop, industry expert Paul Dippell will show how to design a cloud business strategy to minimize risk and maximize return the way the top performers do it.

In Part 2, Paul will show you how to start at your current OML (whatever it is today) and accelerate to a higher OML by picking the cloud strategy that’s right for your business model, customer set and goals. In both sessions, he’ll use exclusive research from the Service Leadership Index® and examples from his extensive hands-on operational experience to illustrate the key decisions you’ll need to make.

Speakers
avatar for Paul Dippell

Paul Dippell

Chief Executive Officer, Service Leadership, Inc.
Paul Dippell is CEO of Service Leadership, Inc. a leading global consultancy to Solution Providers and IT vendors, and publisher of the Service Leadership Index®, the foremost industry benchmark. Prior, at USBX Advisory Services, Paul established its IT M&A practice. At All Covered, Inc., a large SMB IT Managed Services Provider, he led M&A and Integration. He then founded a mid-market IT services firm with two private equity... Read More →


Wednesday April 9, 2014 2:30pm - 3:20pm
Regency 1

2:30pm

Success Stories - How Companies Just Like Yours Transformed Their Businesses to Win in the Cloud
Hear from resellers, VARs, SIs and MSPs, in their own words, how they transformed their business to take advantage of the opportunity presented by cloud.

Moderators
avatar for Ryan Morris

Ryan Morris

Principal Consultant, Morris Management Partners
Ryan Morris has more than 17 years experience in marketing, sales, and management in the technology industry – focused on building multi-tier channel programs and solutions. Most recently, through the research capabilities and industry access of Everything Channel, Ryan has identified and implemented best practices for business development, marketing, and sales for vendors, distributors, and solution providers.

Speakers
avatar for David DeCamillis

David DeCamillis

Vice President of Sales and Marketing, Platte River Networks
DeCamillis, has worked in events and consulting in a wide range of industries. Starting in the late 1980s, he worked as a consultant in private equity funding.  After 12 years, DeCamillis transitioned into event promotion, working as an overseas promoter and producer in the entertainment industry with MTV Asia. In 2008, DeCamillis started his tenure as Head of Business Development with Platte River Networks (PRN), an award-winning... Read More →
avatar for Josef Hans Lara

Josef Hans Lara

Director, SAM & Cloud, AMTRA Solutions
Josef depth of experience started in Europe leading the marketing and sales efforts on hardware and software licensing channel and solution sales. Continued building his career in North America becoming a builder of award winning Licensing & SAM consulting services, Josef has been in the vanguard of SaaS and MSPs new services, well known as an evangelist for Cloud Computing. Josef vision on SAM & Cloud goes beyond the standards and... Read More →
PP

Prakash Parikh

Chief Operating Officer, SNP Technologies, Inc.
Prakash Parikh, Ph.D., is the Chief Operating Officer of SNP Technologies, a Cloud Integration Services and Software Development company. Prakash has guided SNP through the last 25 years as it adapts to new technologies and newer demands of the market place. Prakash applies his knowledge and experience in steering SNP’s internal and external processes; in guiding his team to develop sound cloud based solutions, for transition planning... Read More →


Wednesday April 9, 2014 2:30pm - 3:20pm
Atlantic 2

2:30pm

AVG: Why AVG’s NOC and Help Desk Offering is Right for Your Business
Come and learn about AVG’s NOC and HD offering and why it’s right for your business.

Speakers

Wednesday April 9, 2014 2:30pm - 3:20pm
Diplomat 1

2:30pm

Axcient: How leading MSPs and VARs are growing their SaaS and Cloud Practice with Axcient
Axcient, the fastest growing company in Silicon Valley, replaces legacy backup, disaster recovery, and business continuity products with a single cloud-based solution that reduces data loss, keeps applications up and running, and makes sure IT infrastructures never go down. Leading independent research organizations such as Forrester and Gartner have already recognized Axcient as leader in the Recovery-as-a-Service industry and leading Channel Partners choose Axcient to grow their business faster with the lowest TCO and highest possible margins. Join Axcient in this breakout session and see how you can also disrupt the market and make more money.

Speakers
avatar for Ken Sims

Ken Sims

Vice President of Business Development, Axcient
Ken Sims is the Vice President of Business Development at Axcient, where he is responsible for establishing and growing the company’s strategic relationships. Ken has over 25 years of experience in a variety of business development and sales roles, with a strong track record of developing innovative go-to-market strategies and building strategic relationships to accelerate business growth. Prior to joining Axcient, Ken was VP of Sales for... Read More →


Wednesday April 9, 2014 2:30pm - 3:20pm
Diplomat 5

2:30pm

Citrix: Building a Successful Desktops-as-a-Service Cloud Business With Citrix
Keep up with the changing hosted services market – and end-user demands for anytime, anywhere access to business information. Go beyond DaaS and deliver the hosted services buyers want today.

Citrix provides the most in-demand technologies service providers need to build and deliver hosted services, from hosted apps and desktops-as-a-service to mobile-device management and secure file sync and share.

Citrix Service Provider Program partners build, market, sell and deliver a high-value hosted desktop approach –delivering the end user the security, access and mobile workstyle that they need for their specialized business. Working closely with Microsoft, Citrix gives service providers the tools and guidance for building Microsoft SPLA -compliant, multi-tenant services.

This session will deep dive into:

• The changing DaaS market and key trends in Hosted Desktops and Apps
• More than DaaS: How to offer a full range of in-demand hosted services
• Technical tools for designing and implementing in a variety of cloud scenarios
• Maximizing no-charge business planning, sales enablement and marketing resources
• Guidelines for joining the Citrix Service Provider Program and growing your business

Speakers
avatar for Hamish McNee

Hamish McNee

Channel Manager Citrix Service Providers-Americas, Citrix Systems
Mr McNee is an experienced Sales and Strategic Partner / Channel Marketing executive responsible for Citrix Service Provider Partners within the Americas.   In this role he works with a wide range of Citrix Service Providers from those hosting Desktops-as-a-Service to those specializing in Hosted Apps, providing key insights into successful Go–to-market approaches of CSP’s He has more than 17 years’ experience in... Read More →
avatar for Dan Sparks

Dan Sparks

Senior Manager, WW Citrix Service Providers, Citrix Systems
Mr Sparks is responsible for development and management the Citrix Service Provider Program worldwide.  Enabling Partners to deliver desktops, applications and data from the cloud.  His extensive experience working with partners, alliances and organizations across the globe provides him with an acute understanding of what it takes to be a successful Cloud Service provider offering Hosted Desktops and Applications.  With more... Read More →


Wednesday April 9, 2014 2:30pm - 3:20pm
Diplomat 4

2:30pm

RingCentral: Learn How Ingram Micro Cloud VARs Transform Their Business by Partnering with RingCentral
Every day, more than 300,000 businesses rely on the RingCentral cloud business phone system to power their business communications. RingCentral is proven at cutting costs while better connecting mobile and distributed workforces with the highest quality of service. In this session, learn from Ryan about the monthly recurring revenue opportunity with the RingCentral Partner Program and listen to a live testimonial from Chris Andreozzi, Managing Director, All Covered, about how they monetized the partnership and why their customers selected RingCentral as their business phone and HD video meeting solution.

Speakers
avatar for Ryan Azus

Ryan Azus

Senior Vice President of Worldwide Sales, RingCentral
RingCentral's senior vice president of worldwide sales, Ryan Azus is responsible for growing the company’s sales channels and developing new markets. He has 12 years of executive-level experience in the Internet and software-as-a-service industries. Prior to joining RingCentral, Azus worked at both Cisco and WebEx. As WebEx's vice president of online sales, he successfully drove sales to help the company grow from an early-stage startup to a... Read More →


Wednesday April 9, 2014 2:30pm - 3:20pm
Diplomat 2

3:30pm

Q&A with Gartner's Tiffani Bova
Attend this session for a lively Q&A with one of the world's leading cloud and channel experts.

Speakers
avatar for Tiffani Bova

Tiffani Bova

Vice President, Research, Gartner
Tiffani Bova is a VP and Distinguished Analyst with Gartner Research, where she covers IT sales strategies and channel innovation. Ms. Bova's area of specialization includes the development of comprehensive sales strategies such as channel program development and optimization, go-to-market models, and the impact cloud will have on traditional sales initiatives. In 2013, she led a special report titled "The Future of IT Sales... Read More →


Wednesday April 9, 2014 3:30pm - 4:00pm
Regency 1

3:30pm

Repeat: Building Your Cloud Solutions Offering, Packaging & Pricing
What cloud solutions should you offer? What services and solutions should be packaged together? How should you approach pricing (value-based versus cost-plus, etc.)? Should you lead with the vendor's brand or white-label/brand as your own? This session focuses on determining your true cost of delivering cloud computing services in order to properly position and price these services to meet your desired profit margins.

Attendees of this session will receive the following tools: Pricing and Positioning Cloud Computing Services Best Practices Guide

Download my deck and handouts and get a free 30 Day subscription to our IT Business Builder Training and Resource Center courtesy of Ingram Micro here: www.spc-intl.com/ingrammicrocloud2014.

Speakers
avatar for Erick Simpson

Erick Simpson

Vice President and CIO of SPC International, Inc., SPC International, Inc.
Vice President and CIO of SPC International, Inc., Erick is one of the most prolific, recognized and sought-after IT, Cloud and Managed Services business improvement and transformation experts, authors and speakers in the industry. He has contributed to numerous industry publications and events and has authored "The Guide to a Successful Managed Services Practice"; the definitive book on Managed Services, “The Best I.T. Sales & Marketing BOOK... Read More →


Wednesday April 9, 2014 3:30pm - 4:20pm
Atlantic 1

3:30pm

Repeat: Leveraging Ingram Micro Cloud Resources for Solution Selection, Sales, Marketing, Operations and Technical Support
Attend this session for a thorough review of the Ingram line card of cloud solutions, and learn about free and low-cost resources you can leverage in your cloud sales, marketing, operations and technical support efforts.

Speakers
avatar for Eric Walker

Eric Walker

Senior Manager, Field Sales, Cloud Services, Ingram Micro
As Sr. Manager of Field Sales is currently responsible for leading, developing and coaching a team of 11 North American field based Channel Account Executives who are exclusively focused on executing Ingram Micro's Cloud Computing and Managed Services strategy.  Eric joined Ingram Micro in January of 2000, and prior to leading the cloud field team, he was an Sales Executive responsible for managing the upper midwest region, which produced in... Read More →


Wednesday April 9, 2014 3:30pm - 4:20pm
Diplomat 4

3:30pm

Repeat: Marketing Your Cloud Services – Change the Dialogue
Learn how to better position your cloud services to shorten sales cycles, improve lead quality and maximize your marketing ROI. This workshop, led by Agency Ingram Micro, will explore winning marketing techniques and strategies used by partners to win more business. During the session, we will discuss best practices around inbound marketing, social and content marketing, as well as the importance of branding to differentiate yourself.

Speakers
avatar for Dennis Crupi

Dennis Crupi

Director, Creative Services, Ingram Micro
Since joining Ingram Micro in 1997, Dennis has worked his way through virtually every area of Creative Services. A natural-born story teller, Dennis is your connection to effective communication strategy and stellar brand design. His team has helped countless IT companies transform their brand identities and tell stories that stick.


Wednesday April 9, 2014 3:30pm - 4:20pm
Diplomat 5

3:30pm

Repeat: Sales Success, Part 1 ─ How to Do Sales Call Prep and Needs Analysis That Sets You Up for a Sale
This session focuses on how to properly prospect for and prepare for your sales engagements and warm up and qualify your prospects through the delivery of an effective needs analysis. You will learn why these steps, when executed effectively, are so important in making the sale. Gain the knowledge to uncover pain and need through this session.

Speakers
RS

Rafael Sanguily

Chief Executive Officer, Tensai Consulting
Rafael is a Business Development & Sales Strategist with an MSP and Cloud background. Rafael has built and managed sales teams in excess of 20 million dollars and helped IT Service Providers worldwide close over 30 million dollars in MSP and cloud contracts. Over the years he has been widely recognized as "The Sales Trainer" for the IT Industry with his entertaining presentation style and innovative role playing training methods.


Wednesday April 9, 2014 3:30pm - 4:20pm
Atlantic 2

3:30pm

Repeat: The Next-Generation Ingram Micro Cloud Marketplace - New Portal for Automated Procurement, Provisioning and Management of Your Customers' Cloud Solutions
Ingram Micro is introducing the next-generation cloud marketplace, a complete ecosystem for buyers, sellers and solutions that enable rapid and simple cloud adoption. The Ingram Micro Cloud Marketplace enables you to manage the complete end-customer subscription lifecycle in one portal, and sell additional cloud solutions while reducing ongoing maintenance costs. Join us for a demonstration of how you can use the marketplace to perform the following:
1) research and identify best-fit cloud solutions from a broad portfolio of proven cloud solutions;
2) purchase and activate cloud solutions on behalf of end users;
3) configure and manage solutions from multiple end-users from a common reseller control panel;
4) download billing data to bring into your PSA-tool of choice to perform end-user billing.

Speakers
avatar for Gabriel Balo

Gabriel Balo

Services Sales Manager, Market Development, Ingram Micro
Gabriel Balo, Sales Manager Market Development, for the Ingram Micro Services Division, leads a team of inside and field sales professionals responsible for business development, customer acquisition, management, training and education for Ingram Micro’s Cloud and Managed Services solutions.  Gabriel has over a decade of experience in the IT industry and the IT distribution channel.  Prior to his role as a sales manager... Read More →
MN

Manoj Nair

Senior Manager, Global Cloud Program, Ingram Micro


Wednesday April 9, 2014 3:30pm - 4:20pm
Diplomat 2

3:30pm

Parallels: Putting the Cloud to Work for Businesses: Proven Models for Success in a True Multi-Service World
John Zanni will show how the adoption of multiple cloud services has created new value, but also new complexity for businesses and the resulting opportunity unique to service providers. Learn about the solution Ingram Micro, with Parallels Automation, will provide for you to satisfy customers and expand your base. John will discuss his perspective on market trends supported by our latest research and highlight the innovations we are delivering to make it easy for you to sell cloud services. Todd Carter, Sr. Director Sales Engineering, will show you in real time how it is done.

Speakers
TC

Todd Carter

Senior Director Sales Engineering, Parallels
Todd joined Parallels in October 2010 and leads the sales engineering team at Parallels providing solutions to the Hosting and Service Provider community.  He has over 25+ years’ experience in Client/Server Computing, Security, Communications, Virtualization and Cloud Computing.
avatar for John Zanni

John Zanni

Chief Marketing Officer, Parallels
John oversees the company's global service provider marketing function, spanning the full service provider channel. He leads integrated marketing communications through product marketing, partner marketing, advertising, public and analysts relations, digital marketing, events, and relationship marketing. This includes developing partnerships with Parallels' most strategic technology companies to enable hosting service providers using Parallels... Read More →


Wednesday April 9, 2014 3:30pm - 4:20pm
Diplomat 1

4:30pm

European Attendee Session
Ingram Micro Europe is, for the first time, bringing reseller partners to Cloud Summit in North America. We have a range of partners attending, with varying levels of strength in the cloud within their localities. Their main motivation for being at CS14 is to better understand how they can accelerate their business. Considering the transformation that partners are undergoing within the European market, there’s a lot of knowledge and opportunities from North American partners that this group would like to leverage.

Objectives:
This session is aimed at European partners as well as those interested in entering business in Europe. Our key partners will meet peer-to-peer with European business owners and executives, for the purpose of participating in shaping their Cloud Channel Strategy for IM Europe.

We’re focused on sharing and discussing market/business challenges and opportunities with Ingram Micro Europe to update our partners on the changes to our business, our successes and on the shared objectives we have for IMC Europe in FY14.

Speakers
avatar for Apay Obang

Apay Obang

Apay Obang-Oyway has, for over 10 years worked in the IT industry, within both the channel and large corporate enterprise resellers.  Today, Apay is the General Manager for Enterprise Software, Cloud & Services Group within Ingram Micro UK. Over the past two years Apay, has been instrumental in developing the UK Cloud strategy for Ingram Micro and building the value business strategy across software, telecommunications and Cloud. The... Read More →


Wednesday April 9, 2014 4:30pm - 5:20pm
Regency 1

4:30pm

Do it Right! Tips on How to Take Your Clients to the Cloud
Learn how to ensure a great experience for your clients once they decide to move to the cloud. During this session we will show you how to evaluate and secure your client’s environment to ensure that their cloud migration is a success. We will highlight key considerations, tools and services to help you deliver an excellent experience and effectively manage the new influx of cloud enabled mobile users while maintaining security.

Speakers
avatar for Aaron Franko

Aaron Franko

Manager, Solution Development, Ingram Micro
Aaron serves as Ingram Micro’s Manager of Professional Services Solution Development. Aaron’s responsibilities include all aspects of services development including market research, technical validation and service design along with vendor, sales and partner relations.
avatar for Greg Richey

Greg Richey

Director, Professional Services, Ingram Micro
Greg Richey, Director of Professional & Training Services, leads the Ingram Micro Professional Services and Ingram Micro Training Academy Business Units reporting to Scott Zahl, Vice President and General Manager for Ingram Micro’s Advanced Computing Division.  Richey’s career spans 30 years in the IT Industry, during which time, he has developed and managed several national sales and professional services organizations with... Read More →


Wednesday April 9, 2014 4:30pm - 5:20pm
Diplomat 5

4:30pm

Repeat: Building Your Cloud Sales Culture and Compensation Plan
This session explores developing detailed sales compensation plans that motivate Sales Professionals to get in front of more prospects and close business through a compensation strategy that influences performance and rewards success.

Attendees to this session will receive the following tools: Gross Sales Projection Calculator

Download my deck and handouts and get a free 30 Day subscription to our IT Business Builder Training and Resource Center courtesy of Ingram Micro here: www.spc-intl.com/ingrammicrocloud2014.

Speakers
avatar for Gary Beechum

Gary Beechum

CEO, SPC International
President and CEO of SPC International, Inc., Gary is a recognized IT, Managed Services and Cloud Operations and Sales expert, with a career spanning over 20 years developing successful strategies to grow top and bottom line business revenue and applying this experience to co-found one of the first “pure-play” MSP practices in the SMB space in 2005. Developing a value priced sales methodology for an “all you can eat&rdquo... Read More →


Wednesday April 9, 2014 4:30pm - 5:20pm
Diplomat 1

4:30pm

Repeat: Generate Leads and Drive Sales with Ingram Cloud Marketing
Learn how Ingram Micro will invest to help your business generate leads and drive sales with online and offline digital marketing assets like digital playbooks, mini-websites and tmail templates with content. Plus, Q&A with the dedicated field marketing manager that will help build and execute a go-to-market plan designed for your organization.

Speakers
avatar for Johnny Costigan

Johnny Costigan

Group Marketing Manager, Cloud, Ingram Micro
avatar for Giovanni Sanguily

Giovanni Sanguily

Chief Executive Officer, TriDigital
Giovanni Sanguily is the CEO of "TriDigital" a marketing firm that specializes in services for MSP's and Cloud Service Providers. Giovanni is a Marketing & Sales Strategist with an MSP background. He has helped IT Service Providers worldwide close over 50 million dollars in MSP and cloud contracts. Giovanni is an expert in developing Go To Marketing Strategies and Lead Generation campaigns for the IT Industry.


Wednesday April 9, 2014 4:30pm - 5:20pm
Diplomat 4

4:30pm

Repeat: New Ingram Micro Cloud Solutions: Hosted Exchange, Virtual Private Servers and Web Hosting
Join us at this session where you'll learn about new Ingram-hosted cloud solutions which will soon be available for Ingram Micro solution providers to offer to their end-customers. Ingram Micro Hosted Exchange provides access to email, calendars, contacts, and tasks from desktop computers, web browsers or mobile phones. This solution enables you to sell the benefits of business-class email in a pay-as-you-go model, allowing your customers to scale up or down as needed, minimizing their financial risk. With Ingram Micro's Virtual Private Servers (VPS), solution providers can spin-up, configure and deliver an end-customer’s server environment as if they had their own dedicated server on-site. Ingram Micro Web Hosting provides everything you need to get your customer’s website online and managed with ease. Attend this session to learn more about Ingram Micro's unique suite of Ingram-hosted cloud solutions, all powered by the next-gen Ingram Micro Cloud Marketplace platform.

Speakers
avatar for Tim Attwood

Tim Attwood

Product Manager, SoftCom, an Ingram Micro Company
avatar for Jason Bystrak

Jason Bystrak

Executive Director - The Americas, Ingram Micro Cloud
I am the Executive Director for Ingram Micro Cloud in The Americas, responsible for the company’s cloud and managed services portfolio.


Wednesday April 9, 2014 4:30pm - 5:20pm
Diplomat 2

4:30pm

Repeat: Sales Success, Part 2 ─ Handling the Most Common Sales Objections; Proposing and Closing Cloud Solutions
This session focuses on overcoming objections for cloud solutions using an effective process to build credibility and identify the opportunity. Topics include effective techniques to identify objections in order to qualify them and answer or clarify misunderstandings and powerful closing techniques to accelerate sales velocity.

Speakers
RS

Rafael Sanguily

Chief Executive Officer, Tensai Consulting
Rafael is a Business Development & Sales Strategist with an MSP and Cloud background. Rafael has built and managed sales teams in excess of 20 million dollars and helped IT Service Providers worldwide close over 30 million dollars in MSP and cloud contracts. Over the years he has been widely recognized as "The Sales Trainer" for the IT Industry with his entertaining presentation style and innovative role playing training methods.


Wednesday April 9, 2014 4:30pm - 5:20pm
Atlantic 2

4:30pm

Repeat: The Business Case for the Cloud ─ Models, Architectures, Categories
This session focuses on the business case for adopting cloud computing services into a solution provider's deliverables.

The business case for cloud computing services include their positioning and relatively short timeline to mainstream adoption (according to Gartner's Hype Cycle), the value these services provide to customers, and the extreme satisfaction rating for cloud services among them, along with their forecasted growth in the market.

Additional benefits to providers include the ease of sale, implementation and ongoing maintenance for these services, as well as their subscription pricing model that allows exponentially growing annuities to be realized over time as more and more customers are engaged for them.

Attendees of this session will receive the following tools: The Business Case for Cloud Computing Services Best Practice Guide

Download my deck and handouts and get a free 30 Day subscription to our IT Business Builder Training and Resource Center courtesy of Ingram Micro here: www.spc-intl.com/ingrammicrocloud2014.

Speakers
avatar for Erick Simpson

Erick Simpson

Vice President and CIO of SPC International, Inc., SPC International, Inc.
Vice President and CIO of SPC International, Inc., Erick is one of the most prolific, recognized and sought-after IT, Cloud and Managed Services business improvement and transformation experts, authors and speakers in the industry. He has contributed to numerous industry publications and events and has authored "The Guide to a Successful Managed Services Practice"; the definitive book on Managed Services, “The Best I.T. Sales & Marketing BOOK... Read More →


Wednesday April 9, 2014 4:30pm - 5:20pm
Atlantic 1

6:00pm

Reception
Wednesday April 9, 2014 6:00pm - 6:30pm
Grand Ballroom Foyer

6:30pm

Partner Awards Dinner
Wednesday April 9, 2014 6:30pm - 8:30pm
Grand Ballroom East

8:30pm

Live Entertainment
Aizia (located at the Diplomat Landing)


Wednesday April 9, 2014 8:30pm - 10:30pm
West of Diplomat Landing