Tuesday, October 25, 2016

7:30am Registration Opens
9:00am Opening General Session: Are You Ready? Impacts of Disruptive Technology and Innovation

 
The Internet of Things (IoT) is permeating every corner of every business – but this session will focus on the “things” in our industry that play into IoT. Innovation experts from Intel and Cisco share predictions for the future, and examine how the IoT will impact integrators and what you do.

SESSION 1 SESSION 2
10:20am Behind the Firewall: Risks Associated with Managed Systems at the Enterprise Level
Learn more about the expertise required of an enterprise-level integrator. We’ll cover ways to maintain clients’ network integrity and end-to-end configuration.
Next-Generation RMR Models
This session takes a close look at return-on-asset models, and which technologies and customer types can provide integrators with solid, reliable business growth. Using signage, scents, music, visuals, interactive displays, and much more, learn how to turn ordinary technology systems into full end-user experiences.
11:40am Lunch/Partner Programs/Toolkit Talks
2:20pm Aligning Finances with the Services Model
We’ll analyze the cash flow and back-office financial considerations of moving to a services-based model.
Doing Business in the Cloud
This session helps you determine how prepared you are for a move to the cloud – a key component of recurring monthly revenue. Learn what the best cloud-enabled services providers are doing today, and what their future plans are.
3:40pm How Much Risk Is Involved – Really?
When you implement a services-based model, cybersecurity becomes crucial to what you offer to clients. What credentials should you have to prove that your solutions are secure? How much risk are you taking – and how liable are you – when you remotely access a client’s network?
Network Architecture of Today and the Future: Roadmaps to Success
Talking about a services-based model is one thing – but making sure that you and your clients are set up for it is another. Learn about the network architecture that will be required to take advantage of everything a service solution offers. You’ll also learn about the talent requirements that will be needed in the next three to five years.
5:00pm Reception

Wednesday, October 25, 2016

7:30am Breakfast Networking Session
8:30am Opening General Session: Pivot to Profit Leadership Essentials

When you shift from completing projects to delivering experiences, there are certain services you should plan to offer customers. We’ll cover the five leading services that should be added to your integration business, and help you identify the right person within your organization to lead this effort.
SESSION 1 SESSION 2
10:10am Cyber Threats: How Secure Are We?
The hacker’s workshop: Learn how to avoid information security disasters by taking on the perspective of a hacker.
Compensation Plans for RMR Sales Professionals
Paying a salesperson who sells a service contract or a service involving recurring revenue isn’t the same as paying someone who sells a one-time project.  When project-based salespeople begin to sell RMR, they often fail. When – and how much – do you pay an RMR salesperson? What if it’s a multi-year deal? Should you pay based on profitability of the contracts? We’ll walk you through the possibilities.
11:30am Lunch/Partner Programs/Toolkit Talks
2:10pm Best Practices in Contracts and Agreements
An in-depth look at proper contracting methods and management styles, from service-level agreements to software contracts, you’ll learn when to propose and close service contracts, as well as the basics of evergreen contracts. Is it legal to place a customer on auto-renewal? We’ll cover that frequently asked question in this session.
Scaling Up without Lowering Profits
Find incremental growth opportunities for your services business by developing, selling and managing your onsite service teams, as well as managing a remote services business.
3:30pm How Much Risk Is Involved – Really?
When you implement a services-based model, cybersecurity becomes crucial to what you offer to clients. What credentials should you have to prove that your solutions are secure? How much risk are you taking – and how liable are you – when you remotely access a client’s network?
Network Architecture of Today and the Future: Roadmaps to Success
Talking about a services-based model is one thing – but making sure that you and your clients are set up for it is another. Learn about the network architecture that will be required to take advantage of everything a service solution offers. You’ll also learn about the talent requirements that will be needed in the next three to five years.
5:00pm Closing General Session:Next Steps for Traditional Integrators


Where do you go from here? We’ll make sure you know how to apply the key sessions and topics covered to your business. Get tips on developing a culture of “process” that will help you success in managed services

 

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