There's never been a better time to be an independent technology adviser. There are more services (telecom, IT, security, etc.) in the market than ever before, and they're all in high-demand by businesses large and small. You can help your customers own tomorrow by understanding the latest technology solutions, how they work together and how they drive business outcomes. Tech sales pros will show you how in this full day of exclusive networking, training and business coaching from America’s Fastest Growing Distributor of Connectivity & Cloud Services.
DON'T MISS ...
THE MOST VALUABLE EVENTS IN THE INDUSTRY FOR THE BEST PARTNERS IN THE BUSINESS...
Sandler Partners Summits are already known as the most valuable events in the industry. This year, we're doubling down on our efforts, delivering a day full of unprecedented content by the best business managers and power closers in the business – all focused on one thing: Helping you build your business. Check out our preliminary agenda*.
1:1 MEETINGS ALL DAY
BREAKFAST IN SOLUTIONS SHOWCASE
Pilot: • Alan Sandler, Managing Partner, Sandler Partners
Flight Crew: • Lani Kessler, Board Member, Freedom Service Dogs
TRAINING: INFLUENCE 101 Social Psychology of Sales In order for a customer or prospect to ever move forward with your recommendation and sign on the dotted Docusign, they need to be “influenced” toward trusting that they are working with the right person and doing what’s right for their business. Our own Alan Sandler has built multiple successful businesses implementing psychological methods of persuasion to win relationships and grow business. Join this learning session and view the sales process through a different lens.
Pilot: • Alan Sandler, Managing Partner, Sandler Partners
BREAK IN SOLUTIONS SHOWCASE (registration and breakfast continued)
SALES IN ACTION
Part 1: Getting Past Gatekeepers In sales, getting to the decision maker is half the battle. The best salespeople are not just experts in sales, solutions and persuasion—they’re wizards when it comes to getting past gatekeepers. We’ve brought in the best of the best to show you how to get to the decision-maker, so you can turn more prospects into customers.
Part 2: Moving the Sales Process Forward Today’s decision makers are busier than they’ve ever been. Once you're past the gatekeeper, you need to know how to move the process forward. Don’t confuse sales motion with progress. It’s all about moving the prospect to the next stage toward a decision. Learn how mesh tried-and-true sale techniques with solutions selling so you can take your client relationships ahead full-throttle.
Pilot: • Nicole Folino, Regional Vice President, Sandler Partners
TRAINING: GETTING THE MOST FROM THE SANDLER PORTAL
Portal Power Training SPIFs, Promos, Provider News, Provider Library, Commissions Rates, Commissions Reports, Evergreen Status -- it's all at your fingertips in the Sandler Portal. Knowledge Creator and Chief Portal Pilot Denise Navarro will show you how to get what you need fast!
Pilot: Denise Navarro, Knowledge Kurator, Sandler Partners
PANEL: HOW TO WORK WITH SUPPLIERS TO BOOST YOUR MARKETING PROGRAMS
Everyone Can Use an Experienced Co-Pilot Some of the best salespeople in the industry have learned how to bring supplier marketing resources on their journeys to open doors, lend credibility and close business. Learn how to leverage the brand power – and marketing budgets – of suppliers to make your sales soar.
Pilot: • Ryan Yakos, Director of Channel, Midwest Region, Sandler Partners
Flight Crew: • Kevin Barry, Regional Channel Manager, RingCentral • Tiffany Dunn, Senior Director, Strategic Partners, Jive • Marisa Freeden, Director, Brand & Channel Marketing, Broadvoice • Steven Gangaram, Senior manager, Field Engagement, Comcast • Daryl Reva, Vice President, Cloud, Mitel
NETWORKING LUNCH IN SOLUTIONS SHOWCASE
PANEL: SELLING SOLUTIONS TO MIDMARKET & ENTERPRISE CUSTOMERS
Journey Up Market Every sales partner wants to land large enterprise customers. It’s not just wishful thinking. Many Sandler Partners agent partners have sold accounts that bill $100K+ EVERY MONTH! We’ll show you how it’s done. Our panel of sales pros will share insights on midmarket and enterprise organizations – what they buy, how they buy and who makes the decisions. With this instruction manual and some practice, you’ll be off the runway in no time.
Pilot: • Tim Hammer, Senior Channel Manager, Sandler Partners
Flight Crew: • Dennis Calderwood, Channel Director, Telstra • Bob Crissman, Senior Vice President, Channel Chief, Vonage • Anthony Hansen, Manager, Sales Engineering, CenturyLink • Chris LeGuluche, Channel Director, Masergy • Mark Palmer, Director, Relationship Development, Granite
PROTECTING YOUR REVENUE
At Sandler Partners, Protecting Your revenue is Our Job No. 1 We do this in many ways – negotiating strong contracts, fighting for evergreen clauses and auditing commissions proactively to make sure that your work today continues to pay off tomorrow. We also offer lucrative referral and commission buyout program. Find out more about how working with our team can help you plan for a strong and prosperous future.
Pilots: • Alan Sandler, Managing Partner, Sandler Partners • Drew Kenworthy, Director of Financial Operations, Sandler Partners
BREAK IN SOLUTIONS SHOWCASE
OPTIONAL MARKETING WORKSHOP IN FOYER
Presentations from Top Guns At our afternoon break, you can continue on your destination and catch our ongoing presentations on delivering tomorrow's services today, or you can take an alternative path to attend our marketing workshop, where you'll learn the basics of email marketing, advertising, lead-gen and customer communications. Don't worry - we serve refreshments and snacks, and you'll rejoin your fellow travelers in time for the closing keynote and after party!
Flight Crew: • TBD
PANEL: ONE-STOP VS. SPECIALTY PROVIDERS
All For One, Or One For All? Tomorrow promises more big opportunities for complex deals with multiple locations and multiple services. But does that necessarily mean multiple vendors? Sandler Partners has 200+ suppliers to choose from. Many specialize in certain services like UCaaS, IaaS or SD-WAN. But many others offer a full-service solution. Which is best for your customers? This panel discussion will cover the whys and whens of working with one-stop shops and specialty service providers.
Pilot: • Dustin Riedel, Channel Manager, Sandler Partners
One-Stop Flight Crew: • Nick Amelang, Director, Sales - South, Hypercore Networks • Michel Fair, Senior Vice President, Channel & Alliances, Fusion • Tom McCrosson, President & CEO, SolEx
Specialty Flight Crew: • Justin Bush, Vice President, Sales, Zultys • Phillip Deneef, CSO, GeoLinks • Bill Sokoowski, Director, Channel Sales, Spectrum
PANEL: HIT CRUISING ALTITUDE WITH MANAGED IT SERVICES
With yesterday’s IT innovations becoming tomorrow’s IT basics, demand for Managed IT services is booming as companies look to outsource day-to-day IT needs while they dedicate their in-house IT talent on proprietary and value-added projects. Partners who can guide their customers through the overwhelming IT services choices in the market stand to earn more revenue and customers for life. Learn how you can capitalize on these trends from experts who close – or help partners close – managed IT business every day.
Pilot: • Eric Beller, Senior Vice President of Sales, Sandler Partners
Flight Crew: • David Friend, Sales Director – Alliance Channel, AT&T • Erik Nordquist, Senior Product Manager, MSx, TPx • Jason Proctor, Solution Specialist, IBM • Gabe Rosalis, Director, Channel Sales, Call One • Bhu Vifdi, Director, technical Solutions Engineering, Flexential
KEYNOTE: DESTINATION: TOMORROW
Pilot: • Bryce Austin, Cybersecurity Expert
CLOSING REMARKS AND PHILANTHROPY RAFFLE After an action-packed day, you won’t want to miss this post-show recap of the day’s best strategies, tips and takeaways. Stick around -- you could win one of the amazing prizes in our raffle to benefit Freedom Service Dogs.
Pilot: • Alan Sandler, Managing Partner, Sandler Partners Flight Crew: • Lani Kessler, Board Member, Freedom Service Dogs
NETWORKING RECEPTION Mingle with peers and providers while enjoying cocktails and light appetizers in the Solutions Showcase.
INVITATION-ONLY FIRST-CLASS DINNERS (with Platinum Sponsors)
HYATT REGENCY LOS ANGELES INTERNATIONAL AIRPORT
6225 W. CENTURY BLVD. LOS ANGELES, CALIFORNIA, 90045
Stay steps from LAX and 19 miles from the heart of Los Angeles. Stake your claim for the day along the three-mile stretch of sand at Dockweiler State Beach, or venture to the Griffith Observatory to get a glimpse of that coveted Hollywood Sign — all within easy reach of the hotel. The hotel has offered our Summit attendees a discounted rate of $179 per night if you register before September 17th, based on availability.
Freedom Service Dogs transforms shelter dogs into custom-trained, life-changing assistance animals for children and adults, including veterans and active duty military, and who suffer from autism, traumatic brain injury, cerebral palsy, spinal cord injuries, muscular dystrophy, multiple sclerosis and post-traumatic stress disorder. Support our mission to turn ordinary shelter dogs into life-changing superheroes! Join the Kibbles Club today and get an adorable, stuffed Freedom Service Dog as both a “thank you” and reminder of how your donation is saving dogs' lives and helping people in need lead more productive lives.
Seating is limited. Our Partner Summits often fill up, so register now!
Reserve your spot today!
Is my registration/ticket transferrable to another person in my office? If you’d like to send someone else in your place, please contact Shannon Doherty at 480.900.6919 or by email at firstname.lastname@example.org to make arrangements.
Can I bring colleagues or employees? Yes, you can bring your coworkers and employees provided we have the space for them, but they must register. Seating is limited, and our Summits fill up fast, so please get your request in right away to Shannon Doherty at 480.900.6919 or at email@example.com.
I didn't receive an invitation, but would like to attend, how do I register? Invitation requests will be handled on a space-available basis. To get on the wait list, please contact Shannon Doherty at 480.900.6919 or at firstname.lastname@example.org.
Can I update my registration information? Yes, you may update your information until October 12, 2018.
Do I have to bring my printed ticket to the event? No, your name badge will be waiting for you at registration.
What are my parking options at the event? Parking at The Hyatt Regency Los Angeles International Airport on October 16 will be paid by Sandler Partners. Be sure to pick up your parking voucher at registration.
How can I contact the organizer with any questions? Please contact Shannon Doherty, our events coordinator, at 480.900.6919 email@example.com.
Sandler Partners is America’s Fastest Growing Distributor of Connectivity & Cloud Services. In 2018, Sandler Partners was named to the Inc. 5000 list of America’s Fastest Growing Private Companies for the ninth year. The company delivers best-in-class connectivity, security, cloud, colo, mobility and continuity solutions from 200+ suppliers through a network of more than 6,000 expert technology sales partners — agents, VARs and MSPs — to thousands of small, medium and enterprise organizations nationwide. For more information, visit www.sandlerpartners.com.
© 2018 Sandler Partners. All rights reserved.