Speed. Agility. Endurance. These are not only attributes of great athletes but of competitive businesses. You can help your customers become faster, nimbler and stronger 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 upping our own game, too, 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*.
PRE-GAME WARM-UP Breakfast in Solutions Showcase
PRE-GAME MEETINGS 1:1 Meetings for Platinum/Gold Sponsors
Our Tech Sales Training Camp strengthens your game with three 30-minute drills on sales fundamentals aimed squarely on improve your performance and growing your revenues. Start your day off right with these core training sessions.
(Breakfast and coffee served.)
Not just for beginners! Many top-selling partners attend our morning Tech Sales Training Camps to stay fresh and learn what's new!
BONUS! Get Your Tech Sales Training Playbook on Today’s Top Tech!
TRAINING 1 Protecting Your Revenue Working with Sandler Partners is like having your own offensive line – protecting your revenue is our job No. 1. We do this in many ways – negotiating strong contracts, insisting on evergreen clauses and auditing commissions proactively. We also offer lucrative referral and commission buyout programs. Find out more about how working with our team impacts your revenues.
Trainer: Alan Sandler, Managing Partner, Sandler Partners
TRAINING 2 Sales 101: Sales and Marketing Tips to Help You Grow Your Business The tech buying process has changed (see our main agenda!), but one truth remains constant -- the right kinds of sales and marketing tactics can open doors, build your credibility and close deals. Our own Alan Sandler has built multiple successful businesses using sales and marketing tactics that you can use now to jumpstart your sales and marketing efforts. Join this training to learn how.
Trainer: Alan Sandler, Managing Partner, Sandler Partners
TRAINING 3 Sales 201: Overcoming Objections Our channel managers say the top request from our sales partners is for ways to overcome customer objections when they're selling newer solutions like cloud, UC, security and SD-WAN. We’ll arm you with answers you can use to alleviate client concerns and close the sale.
Coach: Ryan Yakos, Director, Channel – Midwest, Sandler Partners Players: • Matt Briggs, Vice President, Sales, SinglePath • Brian Perrott, Founder & Director, QOS Networks
BREAK in Solutions Showcase (registration and breakfast continued)
Welcome & Today’s Goals Speaker: DJ Fioretti, Executive Vice President, Sandler Partners
Freedom Service Dogs Speakers: • Lani Kessler, Board Member, Freedom Service Dogs • Nadine Pace, Events & Community Partnerships Manager, Freedom Service Dogs – with Cargo • Angela Walker, Veteran Client – with Brave
State of Sandler Partners Midwest Speaker: Ryan Yakos, Director, Channel Midwest, Sandler Partners
State of Sandler Partners Speaker: Alan Sandler, Managing Partner, Sandler Partners
Going Long: Selling Business Outcomes As partners strive to win new logos, increase margins and sell more services, they’re encountering an increasingly competitive market. Selling on price is a non-starter. Savvy customers negotiate increasingly better deals. Retaining customers is harder. Writing down business is not an effective defense against attrition. In other words, partners need a new offensive strategy to deliver more value. Learn how to have more relevant conversations with higher-level executives by understanding the vital components of selling business outcomes: • Important business drivers for each organization • Decision-making and buying influences • Critical key performance indicators • 5 questions you need to ask in every strategic conversation • Monetizing the problem, solution, and outcome to create urgency
Speaker: Mike Schmidtmann, Sales Coach, Trans4mers
Big Plays: Selling Solutions To Midmarket & Enterprise Customers Every sales partner wants to make the big score – winning a large enterprise customer. It’s not just wishful thinking. Many Sandler Partners agents 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 playbook and some practice, you’ll be ready for the big leagues.
Coach: Eric Beller, Senior Vice President, Sales, Sandler Partners Players: • Sharon Andrus, Channel Manager, Telstra • David Friend, Sales Director – Alliance Channel, AT&T • Tom Moran, Solution Architect Practice Leader, CenturyLink • Mark Palmer, Director, Relationship Development, Granite
Becoming Your Clients’ MVP! Wouldn’t it be great if you could step onto the field and outperform all of your competitors in selling complex solutions -- cloud computing, security, UC, SD-WAN, etc.? We’ve got your trainers right here! Get real-world advice from Sandler Partners sales agents who’ve made the transformation from ordinary to extraordinary. Don’t miss this session to learn how these partners have broadened their solution sets, gained the trust of bigger accounts and grown their businesses.
Coach: Ryan Yakos, Director, Channel Midwest, Sandler Partners Players: • Eric Beller, Senior Vice President, Sales, Sandler Partners • Nathan Brebner, Regional Vice President, Sandler Partners • Paul Seely, Regional Vice President, Sandler Partners
NETWORKING LUNCH in Solutions Showcase
Game Plan: Complex Sales In Action It’s the ultimate matchup – Solutions Sellers vs. the RFP from Hell. Watch as sales pros from leading service providers assess and recommend technology solutions to meet the business demands of our fictitious enterprise, AthleTech. Plus, hear Sandler’s sales Superstars discuss how they would bring together a multivendor solution to meet this customer’s needs.
Coach: Paul Seeley, Regional Vice President, Sandler Partners Players: • Michael Brennan, Vice President, Strategic Partners – Channel, Windstream • Don Coufal, Director, Channel Sales, Spectrum • Steve Hasselbach, Solutions Architect, Flexential • Pat Marsala, Senior Sales Engineer, Masergy • Aurora Stanton, Territory Account Manager, Mitel
Meet the New IT Decision-Making Team – CIO, CMO, CFO The days of the IT director as the sole tech buyer are gone. More line-of-business (LOB) managers are initiating IT purchases and more buying decisions are being made by internal teams from across the organization. Purchases today are as likely to be decided by the CMO or CFO as they are the CIO. The CIO’s role is still critical, but it’s evolving to be more focused on driving business outcomes. Meet the new IT buyers in this frank conversation about what they need from technology providers.
Moderator: Jess Bryar, Global Account Manager, Masergy Experts: • Joseph Martin, CEO, Pikaia Digital • Ray Padilla, Vice President, Head of Enterprise PMO, Winturst Financial Corp. • Justin Venhousen, Chief of Staff, Compass Mortgage
SNACK BREAK in Solutions Showcase (open all afternoon)
Special Teams: Developing Industry Specialization Technology is not only growing more complex, it’s also becoming more specialized for specific use cases and vertical markets. The objectives, requirements and applications can vary widely among similarly-sized businesses simply based on their industry. Earn the trust – and the business – of companies in health care, finance, education, etc., by becoming a subject matter expert. Our panel will tell you how (hint: you may already have a foundation in your current base), which markets are hot, what solutions they’re buying and why it pays to be a Master of One.
Coach: Eric Beller, Senior Vice President, Sales, Sandler Partners Players: • Justin Bush, Vice President, Sales, Zultys • Mike Chase, Senior Vice President, Solutions Engineering, AireSpring • Bill Gaggioli, Strategic Account Manager, Jive • Brian Gilman, Vice President, Product Marketing, Vonage • Albert Krivopisk, Director, National Partner Programs, Comcast
Dream Team: Tap The Sandler Pros & Portfolio Meeting the tech needs of today’s businesses – large and small – is challenging. Yes, you need to be conversant in an increasingly longer list of solutions. But it’s not possible to be an expert on every technology, let alone every provider. You’ve got to have a team around you that has your back. In this session, you’ll learn what you need to know to identify opportunities and when to leverage Sandler’s Superstars, providers, and even some of your fellow partners, to create a technology dream team for your clients.
Coach: Ryan Yakos, Director, Channel Midwest, Sandler Partners Players: • Ken Bisnoff, Senior Vice President, Channel Sales, TPx • Eric Brooker, Director, Channel, Broadvoice • Ryan O’Holloran, Vice President, Managed Services, Access One • Brian Perrott, Founder & Director, QOS Networks • Steve Sigmon, Director, Sales Engineering, Birch
Up Your Game with Mike Ditka! What separates MVPs from other players on the field? For fans, it’s playmakers and big scores. But the measures that matter are more cumulative – tackles, sacks, completions, interceptions, yards per carry and so many more. All are gained by a commitment to fundamentals, teamwork, and lots of practice. But it’s also about an intangible drive to be better, to push yourself to the next level, to reach new heights.
Speaker: Legendary Chicago Bears Football Coach Mike Ditka
HIGHLIGHT REEL & 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.
Hosts: • Alan Sandler, Managing Partner, Sandler Partners • DJ Fioretti, Executive Vice President, Sandler Partners • Ryan Yakos, Director, Channel Midwest, Sandler Partners
NETWORKING RECEPTION Mingle with peers and providers while enjoying cocktails and light appetizers in the Solutions Showcase.
INVITATION-ONLY MVP DINNERS (with Platinum Sponsors)
HILTON CHICAGO/OAK BROOK HILLS RESORT & CONFERENCE CENTER
3500 MIDWEST ROAD OAK BROOK, ILLINOIS, 60523
Nestled in a serene, 150-acre estate, the Hilton Chicago/Oak Brook Hills Resort & Conference Center is perfect for business and leisure. This hotel boasts the Audubon-certified 18-hole Willow Crest Golf Club and over 42,000 sq. ft. of IACC-certified event space. Located just west of downtown Chicago in the upscale area of Oak Brook, IL, this pet-friendly resort is ideal for getaways, golf trips, family vacations, celebrations or business events. The hotel has offered our Summit attendees a discounted rate of $139 per night if you register before April 14th.
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 have been filling up very fast.
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 email@example.com 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 firstname.lastname@example.org.
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 email@example.com.
What are 1:1 Provider Meetings? 1:1 provider meetings give you an opportunity to meet directly with the channel teams of some of our most important providers. Our top-selling partners tell us they’re vital to their success and we strongly recommend that you take advantage of the opportunity. If you marked "yes" you'd like to to receive an invitation to schedule 1:1 provider meetings at the Summit, you'll receive an invitation to schedule the meetings several weeks before the Summit.
How Can I Attend a MVP Dinner? MVP dinners are lots of fun and a great networking opportunity, and will take place right after the cocktail party, which ends at 7pm. If you marked "yes" you would like to be invited to a MVP dinner when you registered, you'll receive an invitation several weeks before the Summit.
Can I update my registration information? Yes, you may update your information until May 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 Hilton Chicago/Oak Brook Hills Resort & Conference Center on May 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 firstname.lastname@example.org.
Sandler Partners is America’s Fastest Growing Distributor of Connectivity & Cloud Services. In 2017, Sandler Partners was named to the Inc. 5000 list of America’s Fastest Growing Private Companies for the eighth 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.
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