Delegates to Pack Channel Partners Convention

THE VOTES ARE IN! The expo hall is sold out and the number of registered attendees is up 55 percent* as of July 11 for the Fall Channel Partners Conference & Expo, Aug. 23-25, at the Omni Shoreham Hotel in Washington, D.C. The event the communications industrys only national convention exclusively for agents, VARs, systems integrators, interconnects, wireless dealers and consultants is shaping up to be a great show.

The Campaign for Convergence agenda is proving to have wide appeal crossing the voice and data party lines with a wide range of exhibiting companies and conference sessions.

The education program, sponsored by leading satellite service provider SES AMERICOM, will focus on how indirect sales organizations can source and promote convergence technologies and solutions to better serve their residential and commercial customers.

Dont take it from us; hear it first-hand in the Telecom Town Hall, an hour-long general session where buyers air their views about critical communications management issues, the performance of their vendors and how channel partners can better serve their communications needs.

In addition, join carrier and partner executives as they discuss the changing competitive landscape, evolving attitudes about the value of the channel and ways the channel can remain a vital partner for both carriers and customers over the long term at the Executive Roundtable: Surviving Consolidation.

You also wont want to miss the State of the Channel address, which will unveil the results of a market study endorsed by PHONE+ and conducted by the Houston Technology Center and Texas Southern Universitys School of Business (click here to read The State of the Channel).

Stick with the education program to learn more about opportunities in VoIP, satellite, wireless and TEM. Or, improve your operations with CSP Certification training, marketing and back-office tutorials. Finally, Channel Partners is hosting a twohour workshop on securing government contracts, held at 10 a.m. on Friday, Aug. 25. Federal, state and city governments spend billions of dollars on technology every year. But, tapping this lucrative market requires inside knowledge of government procurement processes. This session will guide channel partners on where to look for RFPs, how to competitively bid on contracts, what solutions are in demand and more.

For the full conference agenda and expo hall hours, please visit us online at

Stay tuned to the regularly updated Channel Partners Conference & Expo blog on for session previews, panel updates and social calendar must-attends as we profile select exhibitors, attendees and trade show after-parties and special events.

* 55 percent increase is based on paid registrations compared to Chicago 2005 Channel Partners Conference & Expo.

Who Has the Winning Ballot?

In addition to networking and educational opportunities, the Channel Partners Conference & Expo hosts are giving away great prizes for qualified channel partners. A $1,500 GolfSmith Gift Card will be awarded on the show floor on Wednesday, Aug. 23, at 7 p.m. On Thursday, Aug. 24, at 4 p.m., a $1,000 Sharper Image Gift Card will be awarded on the show floor. The prize drawings will be open to paid qualified registrants only and the winner must be on the show floor to win.

Be sure not to miss out on the drawing for the Grand Prize, a $2,500 Visa Gift Card, which will be held on the show floor at 10 a.m. on Friday, Aug. 25, 2006. This drawing will be open to paid registrants who complete the official Show Ballot, which will be distributed on site. All selected registrants must be present to win, and will be notified via the intercom system on the show floor, so make sure youre there to stand up and be accounted for. Visit the Web site for complete details:

Channel Partners Conference & Expo

CSP Certification Graduates Lauded, Class Added to Prime-Time Agenda

The latest graduates of PHONE+ CSP Certification program will be recognized during the opening remarks at this months Channel Partners Conference & Expo. PHONE+ is the administrator of the program, which is delivered by training companies IPx Connect and Telecom Solutions Center.

To date, four students have achieve their CSP Professional designation. A new class will graduate in time for the August trade show. All graduates are acknowledged in PHONE+ (see Page 2).

Channel partners that want to find out more about the program can attend an unabridged module from the CSP Certification Program, which is being presented as a featured seminar during the Fall 2006 Channel Partners Conference & Expo, 3:30 – 5:20 p.m.,Wednesday, Aug. 23. Thats a $149 value free, explains PHONE+ Group Editor Khali Henderson. This no-risk offer is made as proof positive of our confidence in the value of this program to provide baseline skills for channel partners in sales, telemanagement and technology. We are convinced that you will want to complete the testing and remaining five modules to earn your CSP Certification.

The class, Seven Attributes of Successful People, identifies critical qualities for success, and how to incorporate them to increase sales performance. Among the topics covered are how to:

  • Understand the you side of a transaction.
  • Learn the value of education.
  • Use the power of visualization.
  • Learn to give more than you take in a transaction.
  • Learn how and why to set proper goals.
  • Understand why change is an opportunity.
  • Use the 80/20 rule to reach your potential.

The session will be open to all full-package attendees at no additional fee. Preregistration is requested. For more information on the program, visit

Cutting Through Carrier Red Tape

Find out how to ensure your customer orders and trouble tickets are processed accurately and timely at the session, Cutting Through Carrier Red Tape, 9-9:50 a.m., Thursday, Aug. 24, at the Fall 2006 Channel Partners Conference & Expo.

Never take the first no that you get, says workshop leader Ken Mercer, senior vice president of Telecom Brokerage Inc. Todays market of consolidation, high turnover and downsizing has made wrangling through the carrier bureaucracy ever more difficult. But dont give up hope! There are definitely some helpful practices that you can implement in your business to keep your customers happy and offer a seamless operation.

  • Some of the practices Mercer will touch on during the session are:
  • Know who is responsible for each process of an order implementation.
  • Know the deliverables and the time frames before the order goes in.
  • Know who the manager is of each contact person.
  • Know the products and offerings of your carriers.

Wireless: The Missing Plank in Your Platform

There is no way around it you have to have a mobility play to serve todays business customers. Its more than voice dialing; its a lifeline to e-mail and other critical business and productivity applications. Find out about the profits and pitfalls of positioning wireless services fixed and mobile as complements to your existing wireline portfolio in the session, Wireless: The Missing Plank in Your Platform, 3:30- 4:15 p.m., Wednesday, Aug. 23, at the Fall 2006 Channel Partners Conference & Expo.

We are now living in a time of GPS, the Dick Tracy movie video watch and true high-speed Internet on your laptop, says presenter Vince Bradley, president and CEO of master agency World Telecom Group, which has been successfully selling both mobile and fixed wireless services for a number of years. Wireless technology is a quantum shift from life before the Internet. It has taken the functionality of the Internet to a whole new level.

Bradley will discuss why you should jump into the wireless business now. Some of the topics he will touch on include:


:Where we have come from and where we are going in wireless technology and what that means to wireless dealers.


: How high-speed cards offer your customers the ultimate in mobility and easy add-on commissions.


: Why leading-edge video apps as well as other highbandwidth needs are going to move to mobile devices increasing your opportunities for profits.

Get Organized! Run a Winning Back Office

Running an agency involves more than just closing sales; it requires organized back-office systems to manage providers, pricing, promotions, prospecting, proposals, projects, orders, commissions and more. Discover homegrown methods and off-the-shelf solutions as well as operational best practices from practitioners in the field at the Channel Partners Conference & Expo.

As part of the shows Campaign for Convergence, the Agent Alliance will present a seminar, Get Organized! Run a Winning Back Office, 10-10:50 a.m., Thursday, Aug. 24, at the Fall 2006 Channel Partners Conference & Expo, to help solutions providers understand what to look for in a back-office system and what to expect in return.

A good integrated back-office management system will quickly become the lifeblood of your business, says presenter Brad Miehl, president and CEO of MicroCorp Inc., a member of the Agent Alliance, a consortium of partner sales organizations focused on value-creation for their suppliers and subagents.

Miehl will be joined by Agent Alliance President Bill Power, president for ARG, who will draw from the Alliances collective experiences to discuss:

  • The importance of an effective back-office system.
  • Critical elements of a back-office system.
  • Expected value of having such a system (both internal value and value to carriers).
  • Suggested checklist to use when examining various options.

The discussion will include pre- and post-sale functionality as well as financial considerations. Dont miss this session on shaping up your back office!

Channel Partners Conference & Expo

Leave a comment

Your email address will not be published. Required fields are marked *

The ID is: 70878