Channel Live 2019 EVENTS
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DAY 1 - STEVE OSLER, CEO OF
WILDIX
CBM: Why do partners need to think about MSP
models?
SO: Systems integrators are endangered
species today. The war on prices is still on,
and the competition is tough, new enemies
are coming as the carriers’ category. The main
turning point is the disintermediation of business.
From products to services. This is the Amazon effect.
Resellers are becoming more and more useless. Systems integrators,
as we know, have no chance to win. The ever-changing market is quickly
turning into a new model of consumption, based on the subscription and
more and more tailored-made to satisfy the latest needs.
According to Gartner, in 2022 62 per cent of IT leaders making a
decision for voice/telephony will acquire pure cloud services, up from
39 per cent in 2018. In 2022, 50 per cent of premises-based telephony
users will leverage subscription pricing models (as opposed to capex
pricing) compared with 15 per cent in 2018.
This new model is the only strategy System Integrators can adopt
to survive and thrive. How? They need to evolve into Managed Service
Providers, start selling based on the value they provide and not on the
price they discount.
Why? Because the truth is, nobody wants a new pbx. What they want
is the business outcome a new PBX can give them because they aim at
improving their business performance. They always have a business
issue to face. Customers need to have the best solutions to cope with
their business issues.
CBM: What are the big challenges to making this transition?
SO: Becoming a Managed Service Provider is the key to get recurring
revenues from happy customers. There are still many fears bonded into
this change, because Vendors are not able to offer a safe path to the
change.
There are a few things Systems Integrators should seek in a Vendor
to sign a deal for a strong, reliable and winning partnership as Managed
Service Providers. MSPs need assistance in technical fi eld and in the
commercial one. They need a strong support to evolve into a successful,
market-proof company.
DAY 2 - HOW TO MAKE ZERO OBJECTION, NO PRESSURE
PROSPECTING CALLS
You don’t have to like making cold calls, you just have to make them, at least
until you build your referral or inbound pipeline so it feeds you systematically.
Your sales pipeline is the lifeblood of your business. Even if your company
provides you with leads, you are responsible for fi lling your own funnel. But,
isn’t it painful?
I don’t promise you will ever love cold calling, nor that it will ever be easy,
but I do promise to take much of the pain out of it, teach you how to be more
effective at it and stop you from wasting your time battling with gatekeepers,
being cut off by decision makers, stop sending out information and chasing
people who were never going to buy
Email Nicki.Jackson@markallengroup.com for more details
DAY1
TEAMS, BUILDING VALUE AROUND MICROSOFT
Teams is the fastest selling product Microsoft has ever released. In July,
Teams overtook Google’s Slack with 13 million daily users. In August, Microsoft
announced the retirement of Skype for Business. This perfect storm is rich with
opportunity for the channel.
Host Lucy Green says, “In this seminar, we look at the practical opportunity
that Teams offers resellers. Our panellists all have hands-on experience of
working with Teams. They understand how to sell it, design deployments,
implement them and support them. They understand what customers are
interested in buying and why. Mark Ashford, MD of IT reseller Macom has
experience of large deployments and real-world experience of selling, delivering
and supporting Teams. Charles Rickett, MD of telecom reseller V12, works with
Mark and other partners to deploy the Direct Routing element of Teams, providing
PSTN functionality. Conor McCann is General Manager of Electronic Frontier who
are the UK’s largest distributor for Yealink, the only handset/ headset currently
accredited for use with Teams. And we have Adrian Sunderland, who has
developed Jola’s Microsoft-compliant Direct Routing platform. This seminar gives
you the unique opportunity to really understand what Teams could do for your
business because we have perspectives from all sides.”
TRAINING WORKSHOPS - MARCUS CAUCHI, SALES TRAINER AT
SANDLER
DAY 1 - NEVER CLOSE & NEVER HANDLE OBJECTIONS TO CLOSE
MORE SALES
“A man convinced against his will is of the same opinion still”. Alec Baldwin
was dead wrong in Glengarry Glenross when he said “ABC: Always Be Closing”.
Dead wrong!
Closing and handling objections are among the most important skills
salespeople have to master but they are often done so badly you actually scare
off buyers from buying from you. Marcus explains why you’re making it harder
on yourself than you need to because closing and dealing with objections are
some of the simplest skills to master if you don’t overcomplicate them. He
explains how to close sales without resistance, by having your prospects close
themselves and handle their own objections.
www.commsbusiness.co.uk September 2019 | Comms Business Magazine | 17
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