Creating Business Models for Recurring Revenue

  • July 16, 201411:00 A.M.-1:00 P.M. EDT/8:00 A.M.-10:00 A.M. PDT

What Is This?

This digital summit will show VARs success strategies for building a recurring revenue business. Recurring revenue is the mantra for today's VARs. Sell managed services. Sell cloud. Sell telecom. That's easier said than done. To make this transition, VARs need a solid plan. This on-demand event outlines best practices, introduces VARs to a supplier that can ease the transition and offers advice from VARs who have been there, done that.

Agenda

  • On Demand

    Adding Valuation to Your Business: The Five Building Blocks of Recurring Revenue T.C. Doyle

    Every business owner wants to build a more stable and profitable business. And most agree that shifting to a model that leverages recurring revenue is an ideal way to go. But getting there can be a challenge, especially when the bulk of your business is tied to one-time transactions. In this video, we present the seven basics of building a business around recurring revenue. With emphasis on go-to-market strategies, sales forecasting, employee training and more, this presentation will help you understand the advantages and pratfalls of recurring revenue that you can count on again and again.

    • T.C. Doyle Executive Editor (IT & Cloud), Channel Partners
  • On Demand

    Building a Non-Stop Revenue Machine with Comcast T.C. Doyle and Craig Schlagbaum

    Imagine starting the beginning of every quarter with more than half of your company's expected revenue already booked. If that sounds appealing to you, then ask yourself what you would need to make this happen? Technology partners and telecom agents who have made built a success business around recurring revenue say this requires three things: a compelling value-proposition for customers, superior process excellence and a proven technology ally. In this video, Comcast Vice President Craig Schlagbaum showcases why Comcast can help business partners with all three. With its proven programs, award-winning technology platforms and market-leading go-to-market strategies.

    • T.C. Doyle Executive Editor (IT & Cloud), Channel Partners
    • Craig Schlagbaum Vice President of Indirect Channels, Comcast Business
  • On Demand

    Showing the Way: Straight Scoop from Partners Making Recurring Revenue a Cornerstone of their Business Trey Anderson, Fermin Perez and Pete Hendrix

    Building a business around recurring revenue makes sense on every financial level. But don't just take our word for it. Instead, listen to what real solution providers say about the benefits they enjoy from building annuity streams into their business. In this video, partners describe how they leveraged carrier and cloud services to make their businesses more profitable and more predictable. With tips on everything from financial planning to employee compensation to customers sales, these partners show others how recurring revenue can transform a solution provider organization.

Speakers

  • Trey Anderson Managing Partner, Rescue Communications

    Trey Anderson is a Managing Partner at Rescue Communications which he co-founded in 2004. Assisting in setting the overall direction for Rescue, Trey is also responsible for increasing revenue, developing strategic relationships, and CloseMoreTelco.com (Revolutionary sales strategy created for Telco Agents to increase revenue and close more business within their base). Trey holds a Bachelor of Science in Zoology (Pre-Med) from The University of Oklahoma.

  • T.C. Doyle Executive Editor (IT & Cloud), Channel Partners

    T.C. Doyle joined Channel Partners in February 2014 and is a writer, editor and video storyteller who has covered the IT industry and its channel for more than two decades. He previously spent seven years as the Editor@Large with Cisco, for which he ghostwrote "Doing Both," a best-selling thought leadership book. He traveled the world for Cisco in search of stories that captured the social and technological transformations occurring in the economies of Africa, Latin America, the Middle East and Eastern Europe. He also is a former analyst with Amazon Consulting and an executive editor of VARBusiness Magazine.

  • Pete Hendrix Chief Client Advocate, Integritec

    Pete is a serial entrepreneur. His focus is gaining clients by having business discussions to understand needs and pain, then working collaboratively to develop a solution with a positive return on investment.

    He is very active in the entrepreneurial community, hosting and developing content for a television show for start-ups. Content focuses on successful entrepreneurs sharing lessons learned and advice for success as well as others that have expertise needed by early stage companies.

    Pete would love to hear from you at peteh@integritec-tn.com.

  • Fermin Perez Carrier Sales Manager, Copper State Communications

    Fermin Perez is a telecommunications professional with more than 25 years of sales experience. Today, he works as the carrier sales manager for Copper State Communications. Fermin has a robust carrier practice for his company, billing $1.6 million per month. In 2000, he was the No. 1 Sales Manager in the U.S. for GST/now TWTC. He was also the No. 1-ranked Sales Manager in Arizona for sales for Frontier Communications (1996), and the No. 1-ranked sales representative nationwide for Qwest Communications (1993). Before that, he was the 7th-highest ranking rep out of 22,000 professionals with Prudential Insurance Company (1998).

  • Craig Schlagbaum Vice President of Indirect Channels, Comcast Business

    Craig Schlagbaum manages the indirect channel partner team and the overall indirect channel program, the Comcast Solutions Provider Program. The Comcast Solutions Provider Program was named as a top indirect channel program for the industry in both Channel Partners magazine and Computer Reseller News (CRN) and in 2013, Schlagbaum was named one of the top 10 channel executives by CRN and a top 10 channel chief by Channel Partners. He has spent more than 24 years in various indirect channel roles in sales, marketing and business development.