Channel Partners Conference & Expo 2020 Resources

We’ve collected resources from the thought-leaders who were set to speak at #CPExpo, which was officially postponed on March 6.

Here’s an inclusive selection of resources to help you gain insight on pivotal topics, issues and opportunities. These downloadable materials consist of research reports, infographics, e-books, tip sheets, worksheets and more.

>> Agents Can Sell Managed Services. Here’s How

Telco agents and MSPs seem, on the surface, to operate in completely separate worlds. They’ve got different financial models, sales compensation strategies and client conversations, not to mention different approaches to IT. But many agents are looking toward managed services to up their recurring revenue and create ongoing stickiness with their customers. This pivot sounds great in theory, but in practice, it can be almost impossible to figure out on your own. It can be done, however, and we’ve arranged a panel of agents who have “been there, done that” to tell you how.

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>> Business Valuation

For partners on both the telco and IT sides of the channel, just knowing tech isn’t going to cut it anymore. In today’s channel landscape, you need to be as knowledgeable about business as you are about speeds, feeds and software. That doesn’t just go for your customers’ business — it starts with your own organization.

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>> CX: The New Hot Channel Acronym

Customer experience (CX) became one of the hottest buzzwords of 2019. Like most trendy concepts, it was difficult to get a concrete definition of exactly what CX means, what metrics partners should use to measure it and the steps they could take to improve it. Now, in 2020, it isn’t something that partners should just be thinking about. It’s a strategic imperative. Still not sure exactly what your CX path forward should be?

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>> Expanding Offerings to Sell & Scale Quickly & Easily

When it comes to selling tech, partners often excel with their current offerings. But when your pitch is centered around one or two elements, there’s only so much revenue you can bring in and only so much you can pay your sales reps in commissions. What if you could sell more services as easily as you do for your core business?

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>> Experiential Selling: The Newest Ways Partners Upsell and Outsell

People love to buy, but they hate to be sold. Customers everywhere seek to buy an experience in everything. Learn how to match your service to the ideal customer experience. Turn deal-loyal strangers into brand-loyal customers. Discover the power of selling with a purpose to upsell existing customers and outsell the newest collaborators.

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>> Financial Shakeups – M&A

Learn when to sell, how to identify an acquisition target, the structure of the deal, integration dos and don’ts, and having your “ship clean” re: bookkeeping standards.

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>> From a Business to a Company – Growing & Scaling

Learn to build a management team you can delegate to, build a clear and concise organization, define processes and procedures and take your time in growth mode.

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>> How Security and Compliance Could Save Your Client – and You

HIPAA. PCI. ISO 27001. Ransomware. These days, the cost of noncompliance with governmental and industry regulations surrounding data privacy is more than just a blow to the pocketbook. It can lead to security breaches that devastate businesses, forcing your clients to shutter their doors. What’s more, the consequences for such breaches can severely impact service providers, too. Compliance is a skill set that every technology provider must have in today’s security and regulatory landscape, but it doesn’t have to be intimidating.

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>> How to Get in Early on the CPaaS Opportunity

It’s the hottest new trend in the channel, and we’re sure to hear more of it in 2020. But what exactly is it, who is it right for and how do partners get on the leading edge of this tech?

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>> How Women in the Channel Can Rise to the Top

We all know the tech and telco industries need to make a better effort to bring women into the industry and create an environment that makes them want to stay. But for women of all generations looking to rise in the ranks to become powerhouses, advice is sometimes difficult to find. We’ve put together a panel of some of the strongest and most successful women in the channel to talk about how they got where they are and what tools women — and men — can use to climb the lattice of success.

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>> IoT The Promise the Pitfalls and How Partners Can Help

With technologies such as 5G connectivity and edge computing on the rise, public sector organizations and private enterprises alike can now lay the foundation for the massive amounts of data that IoT devices will generate in future. With high-speed connectivity and connected devices, myriad new capabilities are possible, such as self-driving cars and drones, immersive experiences at a concert or sports stadium, and smart building technology.

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>> Market Value Drivers Pre-Con

For partners on both the telco and IT sides of the channel, just knowing tech isn’t going to cut it anymore. In today’s channel landscape, you need to be as knowledgeable about business as you are about speeds, feeds and software. That doesn’t just go for your customers’ business — it starts with your own organization.

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>> MDR Security Services

Year after year, cybersecurity is at the at the top of CEO concerns and is among the top CIO purchasing priorities. Many are working to solve this by moving to a more modern infrastructure — think UcaaS, SD-WAN and 5G. But while adopting these technologies likely leads to a better user experience, the move also brings greater complexity behind the scenes, especially around security.

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>> Millennial Chat: Social Selling Gets Real

Social selling. You’ve certainly heard of it – but are you entirely sure what it means? Is it the same thing as social media marketing? Nope. Is it social media advertising? No, that’s entirely different.

Social selling enables salespeople to target prospects, establish rapport and, in most instances, even allows them to ditch the completely dreaded practice of cold calling. If you haven’t incorporated social selling into your funnel, you’re likely losing business to more social-savvy sellers. But that’s going to change.

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>> Remaking the Channel: 6 Buyer Trends Changing How We Partner

In 2020 and beyond, demonstrating the value of the channel will require the embrace of new partner types, unique engagement models and evolving metrics of what it means to be successful in partnerships. Who buys, how they decide and where they transact are all vital forces impacting the evolution of the partner channel. Backed by data from 100+ top vendors, 240+ solution providers and a new State of Partnering study, PartnerPath CEO Diane Krakora will break down some of the most interesting and critical data points demonstrating changes in how we partner. Understand the implications for channel partners and actions for technology vendors in order to remake your channel partnerships and not be left behind.

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>> The Accidental Entrepreneur: Creating a Business Plan

Learn to define the company you want to be, define wealth & size targets and define desired outcomes and timelines.

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>> Recruiting the Right Talent

Learn the value of identifying and proactively recruiting the specific talent that allows you to separate your organization from your competition. Many organizations struggle with growing pains, especially with unemployment rates at today’s historic lows.

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>> RMM Vulnerabilities

If you’ve read the headlines lately, you’ll know that hackers have a new target: channel partners. Why? Because once they gain access to a service provider’s systems, they’ve hit the mother lode because they’ve also gained access to all of the partner’s customers. The repercussions of this can cripple an MSP’s business—or even shut it down entirely. The most frustrating part is that with some simple extra security steps from both partners and vendors, these situations can be completely avoided.

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>> Selling Security Doesn’t Have to Be Scary

With all the frightening headlines you see every day, cybersecurity is no longer an option. The number of security vendors, unanswered questions and lack of clarity on how to offer this valuable service can feel scary! But it doesn’t have to be. Discover three simple steps for entering this market and learn several unique approaches to providing necessary (and highly profitable) managed security — without getting stuck with management and support.

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>> Stairway to Security Revenue – A Step-by-Step Guide to Building a Security Practice

Security is a looming threat for most customers today, but is the channel prepared to help them? Get a vendor-neutral step-by-step program to build a security practice including selecting the right areas of security to focus, picking the right providers to partner with and building a strategy around professional and managed security services. The opportunity is tremendous for partners who take thoughtful and intentional action to build a plan.

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>> The Fine Print Matters: Why Partners Need to Craft Their Contracts to Avoid Being Burned

At one time or another, most partners learn the hard way about ignoring the importance of contracts. Do you have precautions in place to avoid being circumvented by a competitor? How about true evergreen protection? And don’t forget about your customers — do their provider contracts adequately protect them? When you aren’t clear on the fine print, you risk running into situations that can severely impact your business.

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>> The Hard Truth: Validation

Discover valuation metrics & how they vary from company to company, plus, what the market really thinks you’re worth.

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>> What the Heck is a Threat Landscape

It’s clear that cybersecurity has become an imperative for channel partners’ offerings, but it’s evolving so quickly that it can be difficult for technology service providers’ knowledge base to keep up. Sometimes we need to go back to basics, especially in a sector that’s constantly changing. Get a primer on what “threat landscape” means in a 2020 context.

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