Education Series - Uncover Secrets to Successful UC Sales

Businesses are finally beginning to understand the value of Unified Communications. Huge productivity gains and cost reductions are possible by combining telephony, messaging and collaboration -- especially in support of distributed and mobile workforces.

This is great news for channel partners. Not only are we beyond the early adopter phase, demand is rising. According to November 2010 report from Infonetics Research, 96 percent of companies using multimodal communications plan to integrate them into a single unified user experience.

Agents and VARs can capitalize on this increasing awareness by honing their UC sales skills. What are the questions to ask to uncover opportunities? How do you turn interest and intent to deal and deployment? How can you speed time to ROI? These are just a few questions channel partners should be prepared to answer.

Find out the secrets to successful UC sales in this Webinar sponsored by Channel Partners, PAETEC and ADTRAN.

In this Webinar, channel partners will:
•Assess the market demand for UC
•Identify hot target markets for UC services
•Profile characteristics of best UC prospects
•Hear sample sales pitches for UC solutions
•Discover the advantage of bundling UC with network services
•Understand how to calculate ROI from UC
•Review a case study on a successful UC deployment
•Meet one channel partner who has had success selling UC.

SPEAKERS
Jeff Cohen, Founder, Cynergy Telecom
Having more than 20 years of industry perspective and experience with the proper management of next generation telephony systems and technologies and a dedicated focus on decreasing costs and improving network performance, Mr. Cohen is a recognized expert in the design, implementation and ongoing monitoring of complex communications systems. His many successes include the development, launch and management of a highly successful lead generation call center which serviced Fortune 500 brokerage houses and leading a record breaking national sales organization as Director of Corporate Sales for one of the country's largest long distance resellers.

Michael J. Coldrey, Business Development Manager, ADTRAN
As business development manager for ADTRAN, Coldrey is responsible for the growth and development of the company’s IP Telephony and Unified Communications product lines. With more than a decade in the telecommunications industry, Coldrey has held a number of leadership and senior sales/marketing positions with both well-established companies and start-up organizations. A recognized thought leader in Unified Communications, Coldrey is a sought-after speaker and presenter at industry events and conferences.

Mike Emanuelo, Founder, Cynergy Telecom
As an industry sales veteran, Mike Emanuelo has more than 20 years of front-line experience in executive and senior sales positions with Intermedia Communications, Sprint, Worldcom, Cbeyond Communications. Mr. Emanuelo has been recognized as a visionary leader known for his ability to develop highly successful start-up operations, build/motivate high-performing sales teams, generate incremental sales growth, and expand market share. He has an exceptional history of managing all the facets of client communications including LAN/WAN networking, data/voice connectivity, VoIP, telecommunication system design and installation and wireless communication applications.

Jeremiah Needham, Alliance Program Manager, PAETEC
Jeremiah Needham has been active within the telecom industry for more than 17 years. Originally with AT&T, he was an early CLEC adopter with operating titles within the sector as a Regulatory Manager, Channel Development and Marketing-Product Development. It was his early participation within Data Center application and product development that he began focusing his attention to Managed Solutions and remote product development, creating and supporting platforms which are the foundation of today’s Cloud Services offering.

SPONSORS