Internet Telephony Conference & Expo San Diego California, USA October 10 – 13 The Leading IP...
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Transcript of Internet Telephony Conference & Expo San Diego California, USA October 10 – 13 The Leading IP...
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Internet Telephony Conference & Expo
San Diego California, USAOctober 10 – 13
The Leading IP Communications Event Since 1999
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Internet Telephony Conference & Expo
San Diego California, USAOctober 10 – 13
Reseller Solutions Day
Reseller Live
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Enterprise Communicatioins Association(ECA) Mandate
Developing the Market for Convergence Solutions
The ECA promotes the growth of healthy markets and effective sales channels for IP telephony and other converged voice, data, fax and video communications products and applications deployed in the enterprise.
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ECA Mandate
ECA programs help channel executives profitably transform a voice or data distribution business to pursue convergence markets. ECA’s sales and technical training helps employers retool the workforce to sell and support convergence solutions..
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ECA Information
Richard Zimmermann, Chairman, Director, Network Solutions Forsythe
Technology, Inc. Mary Bradshaw, Executive Director Max Schroeder, Media Communications
Committee Chair, liaison with TMC
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ECA Information
Enterprise Communications Association1901 Pennsylvania Avenue, NW, 5th Floor
Washington, DC 20006
Attention: Mary BradshawPhone: 202.467.4868Fax: 202-872-1331
www.encomm.org
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ECA and TMC Form Partnership to Promote Convergence Market
Growth January 7, 2005
Trade events –2004 & 2005 & continuing in 2006Trade events –2004 & 2005 & continuing in 2006 Internet Telephony -- Miami 2005Internet Telephony -- Miami 2005 Internet Telephony -- Los Angeles 2005Internet Telephony -- Los Angeles 2005 Internet Telephony – Ft.Lauderdale 2006Internet Telephony – Ft.Lauderdale 2006 Internet Telephony – San Diego 2006Internet Telephony – San Diego 2006 Monthly Column – The Enterprise ViewMonthly Column – The Enterprise View Web Site LinksWeb Site Links Special Projects – Disaster Planning Communications Special Projects – Disaster Planning Communications
ForumForum
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Iternet Telephony Miami 2006
The ECA is bringing back it’s very successful Los Angeles & Miami panel format
Reseller Live is structured to maximize reseller participation
E911, VoIP security, FoIP, & top 5 Reasons to implement VoIP convergence
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ECA Sessions and Meetings
ECA is exhibiting at Booth 339
Board and member meeting Tuesday, October 10
“Disaster Preparedness Discussion” Thursday, Oct 12, 1:00 – 4:00 Pavilion Theater
Host Speakers: Max Schroeder and Zippy Grigonis
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Today’s PanelistsModerator Max SchroederMax Schroeder, Senior VP - FaxCore, Inc.
Panelists C. Don Gant, C. Don Gant, VP Channel Marketing and
Business Development, Iwatsu Voice Networks
Peter Vescuso, VP Marketing, Cantata Scott Riley, Scott Riley, President, One Touch Global President, One Touch Global
TechnologiesTechnologies
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Today’s PanelistsPanelists
Andy MerkerAndy Merker, VP, Sphere Communications
Wendell Black, VP Sales, Oracle Steven J. Johnson, President, Ingate
Systems, Inc. Mary Bradshaw, Executive Director,
ECA
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Submit Questions to TMC
The #1 challenge resellers must overcome to win customer acceptance of VoIP
The #1 closer (feature, price, etc.) to cinch the sale
The most important resource a vendor can provide to help you increase VoIP sales.
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First Panelist
Questions will be addressed when all panelists have completed their sessions
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Questions
Hosted – Managed Services NetCentrex Cost & Reliability A No is as good as a YES
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The #1 Challenge Resellers Must Overcome to win Customere Acceptance of VoIP
The fear of not understanding - voice packs, QoS and bandwidth requirements on the netwok.
Quality/Reliability of Calls – Real or imagined? Perspective -- Vendors getting dealers to push
VoIP. Many resellers are still in the TDM world which is a big hindrance
Concerns about the network going down and losing phone service is by far number one.
Resellers first need to understand and embrace VoIP themselves
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The #1 Closer to Cinch The Sale Overall value offered to the customer & their
business – selling a full buy in of a converged system.
SIP -- The ability to use SIP clients and future technology with UM, FoIP and other applications. SIP trunk capability is a huge advantage with some clients.
Campus Solution -- (Single Network w/transparency between nodes).
Are you providing real solutions that improve the business process of the end-user?
Customer control of add moves and changes The customers are looking for applications that can
reduce costs and improve productivity.
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The Most Important Resource a Vendor Can Provide to Help Increase Sales Training -- Certified Technical Course,Web Base
Technical Course, Distributor Website, Regional Managers and Inside Sales Support Team.
A complete working knowledge of VoIP implementation equipment, bandwidth requirements and application.
Configuration Assistance / Product and Application Training / Contact Strategy / offering the IPS services (Iwatsu).
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The Most Important Resource a Vendor Can Provide to Help Increase Sales
Vendors need to be training resellers on IP, not just their own products.
A knowledgeable sales staff that can make the IT person feel comfortable with their solution.
Ability to promote applications to solve business problems is the primary tool.
The use of network assessment should be a strong tool in helping drive the final vendor selection.
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The top 5 reasons an end-user should implement VoIP
Shared networking -- data, fax and voice can share the same route/path throughout the network.
Single network in a multi-node environment. Transparency between nodes. Tele-workers. SIP clients and applications. SIP trunks. Remote phones.
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The top 5 reasons an end-user should implement VoIP
ROI IT personnel belileve this will make their position
more powerful – I.e. Job Security. Solutions to business problems by use of
applications and integrated in the solution Improving corporate communications by improved
networking Better utilization of company's resources by sharing
network connections for voice, fax and data uses Improved control on telecommunications expenses Direct ability to implement moves and changes
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Top 5 Reasons For Customers To Migrate To IPC
Technology obsolescence – the time is right
Redundancy & business resilience Reduced expenses & total cost of
ownership Virtual networking of business locations
(including partners & even customers) Enhanced employee productivity &
customer satisfaction from applications integration
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Top 5 Reasons For VARs To Build An IPC Practice Today’s Buying Criteria Requires It
Blended end-to-end technology requirements
Converging CIO/TCM Depts./Decision Making
Successful Service Practice Requires It
2-3X Revenue Growth Opportunity
Increased Prof/Margins Services Opportunity
Increased Customer Value Add / Retention
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Top 5 Secrets To VAR Success Building An IP Communications Practice
1. A Strong Foundation In Convergence Networking (LAN, WAN, Security, QoS, Wireless, etc.)
2. Applications & Software Skills – Beyond Voice Apps (Directory Services, MS Exchange, Lotus Notes, CRM, XML, etc.)
3. A business process improvement, consultative and financial sales methodology - not technology selling. Likely requires significant sales team changes.
4. Solid integration, professional services, managed services competencies and offerings. Managed as a Professional Services P&L.
5. A vertical emphasis with a “unique” offer to the market which includes a uniquely packaged group of IPC enabled business applications & surround services.
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ECA Sessions and Meetings
ECA is exhibiting at Booth # 339
Board and member meeting Tuesday, October 10
“Disaster Preparedness Discussion” Thursday, Oct 12, 1:00 – 4:00 Pavilion Theater
Host Speakers: Max Schroeder and Zippy Grigonis
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ECA Information
Enterprise Communications Association1901 Pennsylvania Avenue, NW, 5th FloorWashington, DC 20006
Attention: Mary BradshawPhone: 202.467.4868Fax: 202-872-1331
www.encomm.org