Vendor Presentation Data & Security - Solving New Challenges with PAETEC As
data and security services gain in complexity, they will continue to
create greater challenges for you and your customers. With this in
mind, it will become imperative for you to carry a complete suite of
data and security solutions that offer the flexibility to meet these
new challenges. Please join PAETEC's John Chapman, vice president of
product marketing and development, and T.J. Kulpa, senior manager of
data and security services, as they provide an overview of PAETEC's
suite of data and security products including MPLS, network-based
firewall, network performance reporting, and data backup and recovery.
Chapman and Kulpa, industry recognized award winners for product
innovation, each bring over 20 years of experience in
telecommunications and product management and development, with a
focus on integration solutions. Please join them for this free
interactive session on Wednesday, Sept. 26 from 9 a.m. to 11 p.m. to
learn about key product features and functionality, how to position
the products, review sample case studies and discuss various return on
investment models.
Sponsored by:
12:30-1:15pm
Keynote Presentation Merril Hoge played fullback for the NFL’s Pittsburgh Steelers
from 1987 to 1993, where he led the team in rushing and receiving in
four of his seven years. He was voted Steelers’ Iron Man of the Year
for two consecutive seasons and was named to the All-Madden team in
1989. He then signed with the Chicago Bears where he played for two
years, until he was forced to retire early due to post-concussion
syndrome. Hoge has been a highly sought-after speaker to discuss such
topics as life in the NFL, health and fitness, and setting and
attaining personal goals. Since being diagnosed with non-Hodgkins
lymphoma and beating it, he delivers an awe-inspiring presentation
about overcoming obstacles, the power of the mind and the body, and
how to use adversity to become a better person. Hoge has been a
long-time co-captain of the very successful Caring Team for Children.
Co-sponsored by
1:15-2:15pm
Industry Address
Kevin O’Hara is president and COO of
Level 3 Communications Inc., and is responsible for the
day-to-day operation of the communications business. Prior to
joining Level 3, O'Hara was president and CEO of MFS Global
Network Services. Previously, O'Hara was president of MFS
Development, and vice president of network services for MFS
Telecom. Prior to MFS, O'Hara held
management positions with Peter Kiewit Sons' Inc. for nine years
where he served as area manager for Kiewit Network Technologies
Inc.
2:15-3:15pm
Roundtable: What is a Partner Worth? Carriers and their indirect sales reps don’t always see eye to eye on the value of the channel. Hear executives from both camps discuss the evolving challenges and benefits of supporting an indirect channel in this point-counterpoint discussion. What criteria should be used to measure what a partner is worth? And, how should that inform the carrier-agent relationship?
MODERATOR: Michael Fair adds to MarketRace an extensive background of executive
relationship management and strategic sales experience. Prior to founding
MarketRace, Fair was regional vice president of strategic partners for Qwest
Communications International Inc.’s Business Partner Program. There, he
managed a team responsible for deal-structuring and executive relationships with
Qwest’s strategic partners including Cisco, IBM, Perot Systems, Sun
Microsystems and EMC. Fair joined newly public Qwest in 1997, as director of
marketing and started the Qwest Business Partner Program later that same year.
Prior to his work with Qwest, Fair was director of pricing and promotions for
Sprint Business where he oversaw the worldwide pricing strategy for all of
Sprint’s voice and data products across all sales channels.
PANELIST: Chris Bantoft serves PAETEC Communications as executive vice president
for alternate channels. In this role, Bantoft oversees agent channel sales and
the wholesale markets group, including reseller distribution. Bantoft holds a
Bachelor of Science degree in economics from London University. Bantoft’s
career spans more than 30 years of international business management. Prior to
joining PAETEC, Bantoft served as CEO for ACC Telecom Europe, where, in a span
of four years, he developed an entrepreneurial start up business into a $140
million enterprise with 350 employees. Bantoft also orchestrated the
international expansion of ACC Telecom into Germany and brokered the successful
sale of the business. Prior to his tenure at ACC Telecom, Bantoft’s career
encompassed industries from consumer goods to office systems. His first role
in the telecommunications industry was as managing director of Alcatel Business
Systems in the United Kingdom.
PANELIST: Dan Bommer first started in the investment banking industry working for
ROI, located in Parsippany, N.J. He was responsible for client negotiations,
structuring terms of purchase, sources of financing and all aspects of ongoing
friendly acquisitions representing the buyer. ROI worked independently and also
jointly with other firms, including Drexel Burnham Lambert. Bommer founded
Telesis Management Corp., a full-service outsourced telecom management company,
serving the needs of midsized companies. Telesis merged with partnerTEL in 2006,
and Bommer is currently serving as its president.
PANELIST: After six years as a pharmaceutical chemist and three years in Novell LAN
support, Peter Radizeski moved into telecommunications. For four years
(2000-2004), Radizeski was half of the team at IEI that posted millions in sales
for BellSouth as a top 5 Gold Partner. Concentrating on data, not voice,
Radizeski sold wholesale DSL, IP, bandwidth, private lines, frame relay and ATM
circuits to more than 65 ISPs in the Southeast. Over the years, more carriers
were added to balance the portfolio and to service the needs of the existing
client base. Today, RAD-INFO can quote from more than 20 traditional
telecommunications companies, as well as locate fixed wireless providers, VoIP
providers, ASPs and data centers throughout the United States. Radizeski still
prefers data over voice. Radizeski writes for PHONE+’s Peer-to-Peer blog as
well as a telecom-centric blog for RAD-INFO and a marketing-based blog at
marketingideaguy.com. Radizeski also consults for providers on sales, marketing
and strategy.
PANELIST:
Ted Schuman is founder and CEO of Scottsdale-based PlanetOne
Communications (est. 1992). PlanetOne is widely recognized as one of the
largest, most respected master agents in the industry. PlanetOne currently
represents more than 20 providers and supports more than 1,000 agents with three
offices around the nation. Schuman has more than 20 years’ sales and
marketing experience in the telecom industry and more than 15 years’
experience in indirect channel management. He is also one of the founding
members of the Agent Alliance.
PANELIST:
Sandy Spencer is regional vice president – sales for Qwest Communications Inc. Business Partner Program, an indirect sales channel managing as many as 5,000 business partners and subagents across the country who offer Qwest products and services to a wide range of end users Spencer has focused his professional career on telecommunications – first at Sprint, where he worked in both major account sales and corporate training; then at Frontier Telecommunications, where he served as director of agent programs and franchise programs. He joined Qwest in January 1999.Spencer earned a B.S. from the University of Colorado. He served on the board of the Foundation for Boulder Valley Schools and as a committee member of a community-based philanthropic organization.
3:30-4:20pm
Concurrent Seminars
Track One: Business Development
Marketing for Maximum Profit
Want to sell more in less time with less effort, less resistance,
less stress and less frustration? This session will show you how. Don’t
miss these tips:
How to attract qualified visitors to your Web site and convert
them to profitable customers.
How to boost sales with low-cost marketing techniques.
Two words to use when you want your messages to be returned.
The No. 1 marketing mistake business owners make.
Where to find hidden sales assets in your business.
SPEAKER: Tim Basa is vice president of sales at BullsEye Telecom Inc. BullsEye,
which is certified and interconnected to provide voice and data service
anywhere in the continental United States, eliminates the confusion and hassle
traditionally associated with managing telecommunications services for
multilocation business clients nationwide by providing local, long-distance,
PRI, data, VoIP, cellular and other unique services, all billed on a single
consolidated invoice. Basa is an award-winning sales representative and manager
with more than 15 years of hands-on, realworld direct sales and marketing
experience. His successes are a direct result of his unique combination of
street smarts, innovative problem solving, motivating teams, budgeting on a
shoestring, and hard work. Basa was named a Telecom Master Mind by PHONE+
magazine in 2004. He has conducted professional sales and marketing clinics for
sales professionals throughout the United States; and his articles appear
regularly on the Web, in newsletters and in magazines.
Track Two: Fast Track
Free Conferencing Meltdown
Legal challenges to free conferencing services could present a new
opportunity for agents to sell paid conferencing services into small
businesses and nonprofits. Find out about the pending lawsuits and how
to position your company to provide low-cost, high-quality audio
conferencing services to customers concerned about the viability of
their free services.
PANELIST: As the founder of Copper Conferencing, Brad Dupee is responsible for
guiding the company’s strategic direction. Dupee brings more than 15 years of experience in telecommunications and
Internet services to Copper. Most recently, he served as vice president of
business development and channel sales at Raindance Communications, now a part
of InterCall, where he developed the company’s highest-performing sales
division. Prior to Raindance, Dupee held managerial roles at Hill/Holliday
Interactive, General Interactive Inc. and Network Plus Inc., each providing
communications services for the small and medium business markets. Dupee holds a
Bachelor of Science degree in finance from Bentley College.
PANELIST: John
Heitmann is a partner and a founding member of Kelley Drye's
Telecommunications Practice Group. Heitmann's practice focuses
on representing service providers and users in regulatory,
appellate, litigation and transactional matters involving a
broad range of communications law issues, which includes
representing companies in proceedings before the FCC and state
public utility commissions. Heitmann has extensive experience in
and regularly advises and represents clients on regulatory
policy, interconnection, compliance and enforcement matters. He
also represents carriers in state, federal and appellate
litigation involving telecommunications-related issues. He
advises companies in transactional matters involving the
procurement of telecommunications, telecommunications capacity
and facilities. He also handles contractual and compliance
matters associated with telecommunications, information and
technology service contracts.
PANELIST:
Greg Plum is the channel manager for the Conference Group,
located in Newark, Del. Since joining the company in 2000, his
primary responsibility has been to establish and develop the
company’s wholesale program, which includes an agent channel
as well as private label reseller programs. Prior to joining the
Conference Group, Plum’s career took him from the former MBNA
America Bank (now Bank of America), where he served as a vice
president, to Crusader Mortgage, where he developed their
wholesale channel, offering a full range of mortgage products to
mortgage brokers in the mid-Atlantic states. In 2007, under Plum’s
guidance and support, the Conference Group has been entrusted by
hundreds of sales partners in the United States, Canada and the
United Kingdom to satisfy their clients’ conferencing needs.
Track Three: Growth Track
Converged Communications Meets Software as a Service
The simultaneous trends of converged communications and software
as a service (SaaS) are coming together to create a new opportunity
for channel partners to deliver a completely managed and comprehensive
LAN/WAN voice/data/video solution to their customers.
PANELIST: Russ Maney has been vice president of marketing for Smoothstone IP
Communications since April 2005. Maney’s 18 years of technology marketing
experience includes three years researching technology at Forrester Research, five years as a senior consultant for McKinsey and Co., and five years as a
technical brand manager for Procter & Gamble. Previously, Maney played
senior marketing roles for four technology-based start-up companies. Maney has
spoken to audiences around the world on marketing and business strategies. He
has been quoted in The Wall Street Journal, Business Week and Information Week,
among other publications. Maney has an M.B.A. from Dartmouth College and
Bachelor of Science in Chemical Engineering from the University of Kentucky.
PANELIST: Steve Crawford is responsible for marketing and business development at Jamcracker. Jamcracker's mission is to enable Communications Service Providers and On-Demand Solutions Vendors to deliver value-added services to market – quickly, easily, and cost-effectively. Prior to joining Jamcracker, Steve was founder and principal at Stratecus Group, a strategic marketing consultancy. Previously he was VP of Marketing and Strategy for PKWARE, where he led its repositioning as a security software company. He also held marketing, product management and business development leadership roles within VeriSign, Octel Communications and Lockheed Martin.
PANELIST: Charles
Cary is a seasoned executive with expertise in telecom, IT,
enterprise software, and internet industries, both domestic and
international. Currently, he is vice president of small business
services at XO Communications. In addition to running marketing
organizations, Cary has significant finance, sales, and general
management experience. Other companies where Cary has worked
include Nortel Networks, AT&T Inc., PSINet, and CGI AMS.
Cary has an M.B.A. from the University of Michigan.
Track Four: Vendor Presentation Innovative Data and Voice Solutions: Metro
Ethernet and Beyond Cablevision’s Optimum Lightpath and Optimum for Business deliver over their
fiber optic network extraordinary broadband capabilities to customers in the
New York tristate area. In the first half of the presentation, Optimum
Lightpath will introduce its metro Ethernet services, which bring integrated
voice, data and Internet solutions to thousands of enterprises. In the second
half of the presentation, Optimum for Business will present its voice and data
solutions designed for the small office, home office and medium business
markets. They also will introduce a next-generation IP-PBX service that will
offer big business calling features at a small business price. Sponsored by:
4:30-5:20pm
Concurrent Seminars
Track One: Business Development
The Art (and Warfare) of Conflict Resolution
Moore’s is not the only law at work in telecom, Murphy’s also
rears its ugly head from time to time. Try as we might, things can go
wrong – leading partners to disputes with suppliers. Understanding
the world of litigation can help you to avoid the courtroom and
improve your chances of winning if you can’t.
SPEAKERS: Neil S. Ende has extensive background in strategic telecommunications
regulatory and technology issues and transactional matters. Ende, an AV-rated
attorney, currently represents major telecommunications carriers, resellers,
agents, payphone service providers and associations, debit card providers,
enhanced and VoIP services providers, third-party verification service
providers, and other technology companies in a wide range of regulatory,
transactional and litigation matters. Prior to founding, Technology Law Group
and Technology Venture Consulting in 1995, Ende served as an attorney with the
Federal Energy Regulatory Commission from 1980 to 1982.
Greg L. Taylor is an expert in transactional, litigation and regulatory issues associated with the sale and resale by interexchange carriers (IXCs) of interstate and international long distance services and the sale and resale of local services by competitive local exchange carriers (CLECs). Prior to joining Technology Law Group, Taylor was vice president and general counsel of Matrix Telecom. He provided counsel on acquisitions, managed litigations and arbitration cases, negotiated service agreements, and managed the preparation and filing of applications. Taylor appeared in proceedings before the FCC and state public service commissions. Previously, Taylor was vice president and general counsel to DCA Services where he managed legal issues ranging from intellectual property rights to business development matters. Taylor has a B.S. from Southern Nazarene University, an M.A. from Regent University, and a J.D. from Oklahoma City University. He is a member of the Oklahoma Bar Association and the Federal Communications Bar Association.
Track Two: Fast Track
Making Money in Wireless
You can profit from the wireless explosion, but it helps to know
where to focus your efforts so you don’t get burned. Our expert
speaker will identify mobility’s top 10 key technologies and trends,
explain the new wireless sales process and reveal sales accelerators
sure to set your pipeline afire.
SPEAKER: Mark Landiak is president of Corporate Dynamics Incorporated (CDI), a
leading, Chicago-based training and consulting firm. For the past 17 years, CDI
has specialized in successfully helping wireless carriers, manufacturers, master
agents and dealers increase sales, retain customers and profitably grow their
businesses. Landiak personally delivers more than 100 keynote presentations and
training sessions per year. He is the author of “Beat Your Best — A Manager’s
Guide to Coaching Performance,” and “Customer Service Isn’t A Department
... It’s YOU!” He has been featured in INC. Magazine, Personal Selling
Power, HR News, Selling Magazine, and on ABC and CNN as a subject matter expert
on sales and service issues.
Track Three: Growth Track
Making Contact with Hosted Call Center Opportunities
Enterprises of all sizes can leverage the benefits of contact
center technology without large upfront capital costs using hosted
call center applications. Greenfield and legacy integrations are
possible. Find out more about this sticky service and how it can help
you move your portfolio up the value chain.
PANELIST:
Kevin L. Childs, executive vice president and president of sales,
marketing and support, joined UCN in 2002 at the inception of the company’s
on-demand, contact center application initiative to create a complete contact
routing and agent management solution. He played a key role in the acquisition
of MyACD, the technology at the core of UCN’s flagship product, inContact.
Prior to UCN, Childs held a number of senior leadership positions over a
four-year period with Adecco, a Swiss-based, human capital company. While at
Adecco, he led a $100 million operation, a staff of 120 and 4,500 associates,
supporting human capital initiatives for Florida-based employers and many
contact centers for leading United States-based financial institutions and
Fortune 1000 companies. He also spent eight years at the Salt Lake City-based
operation of SOS Services, where he was involved in contact center projects.
PANELIST: Kelly
Moravek leads National Technical Services (NTS) for Qwest, supporting
all complex managed and professional services for the Qwest Business
Markets Group. She came to Qwest through the acquisition of Icon CMT, an
ISP and managed hosting provider, where she managed operations and
professional services groups. Kelly then lead operations and sales
resources for the Qwest’s Contact Center Solutions after Qwest acquired
Telera in 2002. Prior to joining Qwest, Moravek worked in the financial
markets for twelve years between Chicago and New York with Bloomberg LP,
Telekurs N.A., and Swiss Bank Corp., where she developed and honed her
technical, financial and leadership skills.
Track Four: Vendor Presentation
Provide Managed Services Quickly, Easily and Profitably with Iomega® OfficeScreen®
IT departments are shrinking while security exploits grow in sophistication and intensity. It's no mystery that the managed security services market is booming as your customers seek to counter changing threats while focusing on their core competencies. Find out how you can enjoy rich margins and leverage the competitive benefits of managed services quickly and easily, without doing so in house.
Sponsored by:
5:30-8pm
Expo Hall Opening Reception
Co Sponsored by:
9-11pm
Let Loose at Lotus
Celebrate the first night of the Channel Partners Conference & Expo with a party at Lotus in New York City. Mix and mingle, dine and dance with industry colleagues at this Top Five New York City Hot Spot, according to the 2006 Zagat Survey. Lotus is the place to see and be seen. Indulge, unwind and be ready for a night that you won’t soon forget!
Sponsored by:
Co-sponsored by:
Thursday, Sept. 27
8-9am
Continental Breakfast
Sponsored by:
9-9:50am
Concurrent Seminars
Track One: Business Development
Moving Up-Market With Managed Services
The move to a managed services model is on everyone’s to-do
list. But they are a lot easier to market than to execute,
particularly as a customer base grows. Find out about the potential
and the pitfalls of providing managed wireless, wireline and network
services in this from-the-trenches presentation.
SPEAKER:
Ben Henkels (CSP, CWNP) is an entrepreneur with more than 10 years’
experience in the telecommunication and IT industry. He founded Communication
Management Partners (aka “Zyzox”), a communication brokerage and consulting
firm, in 2001 to provide customer-driven solutions. Most recently, he founded
Henkels Holdings Ltd., an outsourced managed IT solutions provider, in late
2005. Prior to his current role, he served as a vice president of sales and
marketing for a regional ISP and CLEC in the late ‘90s, and was a President’s
Club member of a national sales team for McLeodUSA in 2000-2001. Other past
ventures include international import/export, Web development and marketing.
Track Two: Fast Track
It’s a Small Business World, Afterall
Small businesses are experiencing a sudden attention from vendors
that have not only right-sized their products but created multiservice
appliances that combine IADs, firewalls, routers, wireless and PBX
functionality in a simple appliance. Find out more about these
Multiservice Business Gateways and how they can help you
cost-effectively serve the low-end customers.
MODERATOR: Leslie
Rosenberg is a research manager for IDC’s Network and Alliances.
Her research focuses on business models and technology trends that impact
both direct and indirect sales channels in the networking market. In
addition, Rosenberg covers tangential and complimentary technologies that
are impacting the network markets such as voice and security from a
channels perspective. She views this market from a go-to-market lens,
studying the various channel and partner communities, including but not
limited to, VARs, integrators, agents, and distributors, service providers
direct online sales as well as traditional sales models.
PANELIST:
Walter Kenrich is vice president of product management responsible for
the product development and marketing of Vertical’s SMB product lines. In
addition, Kenrich drives the strategic direction for Vertical’s advanced
business communication applications. Prior to working at Vertical, Kenrich held
senior product management roles at Cisco Systems Inc., focusing on IP-based
contact centers, network-level call routing and multimedia applications. Kenrich also has held senior level positions in product management and
application consulting at Webline, GTE Internetworking and EDS. Kenrich earned a
bachelor’s degree from Tulane University and a master’s degree from George
Mason University.
PANELIST: Jim
Ortbals is in channel development for Linksys, a division of Cisco
Systems Inc. He is responsible for the development and execution of
Linksys service provider channel strategies and execution. Ortbals has
extensive experience in sales and VoIP. He previously served as the
director of global service provider channels at Sylantro Systems, a VoIP
application provider, bringing to market the first generation of hosted
VoIP service providers. Additionally, Ortbals has served in product
management with Sprint, and sales at Nortel Networks.
PANELIST: Chris
Thompson is the product manager for ADTRAN Inc.’s Total Access
Multiservice Access Gateways and Integrated Access Devices (IADs). In this
role, he provides oversight and direction for business development, sales
support, and engineering design efforts, and directs future development of
these product lines and other carrier-class CPE. Some of his achievements
as product manager include the concept, development, and launch of the
Total Access 900 and 900e Series Multiservice Access Gateways and the
Total Access 600 Series of IADs, ADTRAN’s first fixed-port,
carrier-class IADs. Thompson has a B.S. in electrical engineering from
Mississippi State University and an M.B.A. from The University of Alabama.
Track Three: Growth Track
Setting Mobile Enterprise Policy
Mobile management is a huge pain point for businesses. Matching
devices, applications, calling plans and users is just the beginning.
Tracking usage, devices and protecting sensitive company data are
added burdens. In this seminar, our expert discusses best practices in
mobile usage and security policymaking.
MODERATOR:
Natasha
Royer Coons is the founder of TeraNova Consulting Group, the single
source for the adoption, deployment, and on-going management of network
convergence across the global enterprise. TeraNova consults with channel
partners nationwide on delivering mobility solutions. Before starting
TeraNova, Coons had a distinguished 10-year career at Sprint, where she
was instrumental in the building and managing of a high-powered, national
data support organization in the indirect channel. She has an MBA in
international business and speaks Mandarin and Cantonese fluently. She is
based in San Diego, Calif.
SPEAKER:
Scott Allen is manager of enterprise wireless mobility at Bell
Industries Inc.Having managed multiple enterprise-wide, wireless
deployments and currently responsible for wireless device lifecycle
management programs for two Fortune 100 companies, Allen is firmly
entrenched in the evolving wireless landscape. Allen has developed
wireless support and fulfillment programs, and consulted on behalf of
customers structuring carrier agreements and business partner development
programs. Prior to working in the wireless support vertical, Allen managed
help desk operations for Bell’s largest customer. Allen holds an
undergraduate degree in business and finance.
SPEAKER:
Pankaj Gupta (PJ) is founder and president of AMTEL. He has
assisted numerous businesses in strategic network planning focusing on
telecommunications billing management, OSS, network security and voice-data
convergence. Previously, he held various management roles at Nortel Networks. AMTEL
manages wireless contracts and mobile devices for medium and large enterprises
representing tens of thousands of mobile device users.
9-11am
Track Four: Vendor Presentation IP Convergence Ahead Convergence is here! While you’re at the Channel Partners Conference & Expo, spend a couple of hours learning about how Channel Partners can benefit by offering converged, scalable, cost-saving IP-networking solutions that fit any customer’s unique business needs.
In this FREE seminar, you will learn the following from industry experts:
- The target markets for converged IP solutions.
- The Total Costs of Ownership (TCO) and benefits of evolving to Voice over IP (VoIP).
- The 10 steps to successful VoIP implementation.
- How XO’s IP portfolio, including our newest SIP product, SIP trunks, will help you grow your IP sales.
Presented by:
John Macario
Savatar president
Tom Cross
TECHtionary CEO and founder
Steve Carter
XO SIP senior product manager
Sponsored by:
10-10:50am
Concurrent Seminars
Track One: Business Development
What’s Your Endgame?
Growth and exit strategies are top of mind for most agencies that
have been pounding the pavement for the last decade. Our expert will
help you identify your next play including tips to improve carrier
agreements to wring the most value out of your company.
SPEAKER:
Philip Josephson is the founder of the Law Office of Philip Josephson.
Josephson and the firm deliver corporate legal and business advisory services
to clients across the United States. Josephson holds a J.D. from the University
of Miami and an M.B.A. from Columbia University. He is a member of the Florida
Bar, the Arizona Bar and the Federal Communications Bar.
Track Two: Fast Track
ABCs of SIP Trunking
The rumors about SIP trunking are mostly true. It allows
businesses to eliminate PRIs, T1s and local charges, replacing them
with a single pipe to the Internet, which terminates directly to the
IP PBX on the customer premise. Find out more about this technology,
how to sell it and how to make it work to your advantage in
higher-value VoIP sales.
PANELIST: Bradford
M. Bono is the founder and CEO of Magellan Hill
Technologies, which offers a wide range of communications and
technology solutions for SMBs. Previously, Bono was with PAETEC
Communications, which he co-founded, where he held the positions
of COO and president of the Eastern region, and served on the
board of directors. Prior to joining
PAETEC, Bono served as vice president of the Midatlantic region
and vice president of alternate channel sales for ACC TeleCom.
Bono also co-founded Vista International Communications Inc.
where he acted as executive vice president and served on the
board of directors. Bono has served on the
local boards of several charitable organizations including
Ronald McDonald House, United Way and the American Red Cross.
Bono was recognized as the Nat West Bank/Morris County Chamber
of CommerceYoung Entrepreneur of the Year and received the New
Jersey Business Journal's “40 under 40” award. Bono holds a
Bachelor of Arts degree in political science from the University
of Delaware.
PANELIST: Currently COO of AireSpring Inc.,
Daniel Lonstein previously was the
co-founder and COO of AddTel Communications Inc., and has extensive experience
in sales and marketing functions both inside and outside of the
telecommunications industry. Lonstein has held positions at On Target Market
Research and Tel-Aviv-based USTM Partners, and has consulted for various
international telecommunications conglomerates.
PANELIST:
Chris MacFarland joined McLeodUSA Inc. in March of 2006 as
group vice president and CTO. With more than 16 years’
experience in the telecommunications service provider software
and computer hardware industries, MacFarland is responsible for
leading the network architecture, technical product development,
network engineering and network planning functions at the
company. Most recently, MacFarland was global vice president of
operations for BroadSoft Inc. Prior to BroadSoft, he served as
senior vice president and CTO at Allegiance Telecom Inc. until
its acquisition by XO Communications. Prior to Allegiance, he
held various management roles with Verio and its subsidiaries.
MacFarland also co-founded and was president of CompuNet Inc., a
regional Internet service provider. He currently serves on the
board of directors of MobilePro Corp. as the lead independent
director. He attended the University of Texas at Arlington.
Track Three: Growth Track
Ethernet Everywhere
Few network services have the potential to transform business
networking like Ethernet. According to analysts at In-Stat, Ethernet
services provide unmatched scalability, high reliability and
exceptional economics, all while utilizing a protocol that is simple,
well-understood and widely accepted by the user community. Find out
more about this technology and how you can tap into this
multibillion-dollar opportunity.
SPEAKER:
Scott
Graham is the director of product management for Ethernet
private line services at Level 3 Communications. Graham has been
in the telecommunications industry since 1994 with experience
spanning product and engineering functions, including roles as a
product manager for Internet services and as a regional director
of sales engineering. Graham holds a bachelor's degree from Duke
University and an MBA from Carnegie Mellon University.
11-11:50am
General Session: Succeed, Don't Just Survive. Playing To Win in VoIP The success of the channel is dependent on efforts of both the
supplier and the partner. It’s a give-and-take relationship. Find
out how to improve the odds of success in this presentation that
discusses each party’s role and responsibilities, the common
mistakes each makes and best practices for creating a symbiotic and
profitable partnership.
SPEAKER:
Bill Taylor, president of Corporate Ladders, is a pioneering technology
executive, industry consultant and advisor to CEOs. His experience as director
of national accounts for AT&T Wireless as well as high-level executive
positions with IBM, Prodigy Internet and Election Inc., has provided him with a
broad, knowledge-based approach to the technology and telecommunications
industries. His success as an IT marketing and channel development strategist
has enabled him to develop an extensive client list that includes BroadSoft,
InfoHighway, Eureka Networks and Mellon Bank.
This week’s Channel Partners Conference & Expo in Las Vegas flew ...
Channel PartnersTV
Channel Partners and PHONE+ are pleased to bring you video programming from the recent Channel Partners Conference & Expo in Secaucus, N.J., Sept. 26-28.
As
data and security services gain in complexity, they will continue to
create greater challenges for you and your customers. With this in
mind, it will become imperative for you to carry a complete suite of
data and security solutions that offer the flexibility to meet these
new challenges. Please join PAETEC's John Chapman, vice president of
product marketing and development, and T.J. Kulpa, senior manager of
data and security services, as they provide an overview of PAETEC's
suite of data and security products including MPLS, network-based
firewall, network performance reporting, and data backup and recovery.
Chapman and Kulpa, industry recognized award winners for product
innovation, each bring over 20 years of experience in
telecommunications and product management and development, with a
focus on integration solutions. Please join them for this free
interactive session on Wednesday, Sept. 26 from 9 a.m. to 11 p.m. to
learn about key product features and functionality, how to position
the products, review sample case studies and discuss various return on
investment models.
Merril Hoge played fullback for the NFL’s Pittsburgh Steelers
from 1987 to 1993, where he led the team in rushing and receiving in
four of his seven years. He was voted Steelers’ Iron Man of the Year
for two consecutive seasons and was named to the All-Madden team in
1989. He then signed with the Chicago Bears where he played for two
years, until he was forced to retire early due to post-concussion
syndrome. Hoge has been a highly sought-after speaker to discuss such
topics as life in the NFL, health and fitness, and setting and
attaining personal goals. Since being diagnosed with non-Hodgkins
lymphoma and beating it, he delivers an awe-inspiring presentation
about overcoming obstacles, the power of the mind and the body, and
how to use adversity to become a better person. Hoge has been a
long-time co-captain of the very successful Caring Team for Children.
Kevin O’Hara is president and COO of
Level 3 Communications Inc., and is responsible for the
day-to-day operation of the communications business. Prior to
joining Level 3, O'Hara was president and CEO of MFS Global
Network Services. Previously, O'Hara was president of MFS
Development, and vice president of network services for MFS
Telecom. Prior to MFS, O'Hara held
management positions with Peter Kiewit Sons' Inc. for nine years
where he served as area manager for Kiewit Network Technologies
Inc.
Michael Fair adds to MarketRace an extensive background of executive
relationship management and strategic sales experience. Prior to founding
MarketRace, Fair was regional vice president of strategic partners for Qwest
Communications International Inc.’s Business Partner Program. There, he
managed a team responsible for deal-structuring and executive relationships with
Qwest’s strategic partners including Cisco, IBM, Perot Systems, Sun
Microsystems and EMC. Fair joined newly public Qwest in 1997, as director of
marketing and started the Qwest Business Partner Program later that same year.
Prior to his work with Qwest, Fair was director of pricing and promotions for
Sprint Business where he oversaw the worldwide pricing strategy for all of
Sprint’s voice and data products across all sales channels.
Dan Bommer first started in the investment banking industry working for
ROI, located in Parsippany, N.J. He was responsible for client negotiations,
structuring terms of purchase, sources of financing and all aspects of ongoing
friendly acquisitions representing the buyer. ROI worked independently and also
jointly with other firms, including Drexel Burnham Lambert. Bommer founded
Telesis Management Corp., a full-service outsourced telecom management company,
serving the needs of midsized companies. Telesis merged with partnerTEL in 2006,
and Bommer is currently serving as its president.
After six years as a pharmaceutical chemist and three years in Novell LAN
support, Peter Radizeski moved into telecommunications. For four years
(2000-2004), Radizeski was half of the team at IEI that posted millions in sales
for BellSouth as a top 5 Gold Partner. Concentrating on data, not voice,
Radizeski sold wholesale DSL, IP, bandwidth, private lines, frame relay and ATM
circuits to more than 65 ISPs in the Southeast. Over the years, more carriers
were added to balance the portfolio and to service the needs of the existing
client base. Today, RAD-INFO can quote from more than 20 traditional
telecommunications companies, as well as locate fixed wireless providers, VoIP
providers, ASPs and data centers throughout the United States. Radizeski still
prefers data over voice. Radizeski writes for PHONE+’s Peer-to-Peer blog as
well as a telecom-centric blog for RAD-INFO and a marketing-based blog at
marketingideaguy.com. Radizeski also consults for providers on sales, marketing
and strategy.
Ted Schuman is founder and CEO of Scottsdale-based PlanetOne
Communications (est. 1992). PlanetOne is widely recognized as one of the
largest, most respected master agents in the industry. PlanetOne currently
represents more than 20 providers and supports more than 1,000 agents with three
offices around the nation. Schuman has more than 20 years’ sales and
marketing experience in the telecom industry and more than 15 years’
experience in indirect channel management. He is also one of the founding
members of the Agent Alliance.
Tim Basa is vice president of sales at BullsEye Telecom Inc. BullsEye,
which is certified and interconnected to provide voice and data service
anywhere in the continental United States, eliminates the confusion and hassle
traditionally associated with managing telecommunications services for
multilocation business clients nationwide by providing local, long-distance,
PRI, data, VoIP, cellular and other unique services, all billed on a single
consolidated invoice. Basa is an award-winning sales representative and manager
with more than 15 years of hands-on, realworld direct sales and marketing
experience. His successes are a direct result of his unique combination of
street smarts, innovative problem solving, motivating teams, budgeting on a
shoestring, and hard work. Basa was named a Telecom Master Mind by PHONE+
magazine in 2004. He has conducted professional sales and marketing clinics for
sales professionals throughout the United States; and his articles appear
regularly on the Web, in newsletters and in magazines.
As the founder of Copper Conferencing, Brad Dupee is responsible for
guiding the company’s strategic direction. Dupee brings more than 15 years of experience in telecommunications and
Internet services to Copper. Most recently, he served as vice president of
business development and channel sales at Raindance Communications, now a part
of InterCall, where he developed the company’s highest-performing sales
division. Prior to Raindance, Dupee held managerial roles at Hill/Holliday
Interactive, General Interactive Inc. and Network Plus Inc., each providing
communications services for the small and medium business markets. Dupee holds a
Bachelor of Science degree in finance from Bentley College. 
John
Heitmann is a partner and a founding member of Kelley Drye's
Telecommunications Practice Group. Heitmann's practice focuses
on representing service providers and users in regulatory,
appellate, litigation and transactional matters involving a
broad range of communications law issues, which includes
representing companies in proceedings before the FCC and state
public utility commissions. Heitmann has extensive experience in
and regularly advises and represents clients on regulatory
policy, interconnection, compliance and enforcement matters. He
also represents carriers in state, federal and appellate
litigation involving telecommunications-related issues. He
advises companies in transactional matters involving the
procurement of telecommunications, telecommunications capacity
and facilities. He also handles contractual and compliance
matters associated with telecommunications, information and
technology service contracts. 
Greg Plum is the channel manager for the Conference Group,
located in Newark, Del. Since joining the company in 2000, his
primary responsibility has been to establish and develop the
company’s wholesale program, which includes an agent channel
as well as private label reseller programs. Prior to joining the
Conference Group, Plum’s career took him from the former MBNA
America Bank (now Bank of America), where he served as a vice
president, to Crusader Mortgage, where he developed their
wholesale channel, offering a full range of mortgage products to
mortgage brokers in the mid-Atlantic states. In 2007, under Plum’s
guidance and support, the Conference Group has been entrusted by
hundreds of sales partners in the United States, Canada and the
United Kingdom to satisfy their clients’ conferencing needs. 
Russ Maney has been vice president of marketing for Smoothstone IP
Communications since April 2005. Maney’s 18 years of technology marketing
experience includes three years researching technology at Forrester Research, five years as a senior consultant for McKinsey and Co., and five years as a
technical brand manager for Procter & Gamble. Previously, Maney played
senior marketing roles for four technology-based start-up companies. Maney has
spoken to audiences around the world on marketing and business strategies. He
has been quoted in The Wall Street Journal, Business Week and Information Week,
among other publications. Maney has an M.B.A. from Dartmouth College and
Bachelor of Science in Chemical Engineering from the University of Kentucky. 
Steve Crawford is responsible for marketing and business development at Jamcracker. Jamcracker's mission is to enable Communications Service Providers and On-Demand Solutions Vendors to deliver value-added services to market – quickly, easily, and cost-effectively. Prior to joining Jamcracker, Steve was founder and principal at Stratecus Group, a strategic marketing consultancy. Previously he was VP of Marketing and Strategy for PKWARE, where he led its repositioning as a security software company. He also held marketing, product management and business development leadership roles within VeriSign, Octel Communications and Lockheed Martin. 
Charles
Cary is a seasoned executive with expertise in telecom, IT,
enterprise software, and internet industries, both domestic and
international. Currently, he is vice president of small business
services at XO Communications. In addition to running marketing
organizations, Cary has significant finance, sales, and general
management experience. Other companies where Cary has worked
include Nortel Networks, AT&T Inc., PSINet, and CGI AMS.
Cary has an M.B.A. from the University of Michigan. 
Neil S. Ende has extensive background in strategic telecommunications
regulatory and technology issues and transactional matters. Ende, an AV-rated
attorney, currently represents major telecommunications carriers, resellers,
agents, payphone service providers and associations, debit card providers,
enhanced and VoIP services providers, third-party verification service
providers, and other technology companies in a wide range of regulatory,
transactional and litigation matters. Prior to founding, Technology Law Group
and Technology Venture Consulting in 1995, Ende served as an attorney with the
Federal Energy Regulatory Commission from 1980 to 1982.
Mark Landiak is president of Corporate Dynamics Incorporated (CDI), a
leading, Chicago-based training and consulting firm. For the past 17 years, CDI
has specialized in successfully helping wireless carriers, manufacturers, master
agents and dealers increase sales, retain customers and profitably grow their
businesses. Landiak personally delivers more than 100 keynote presentations and
training sessions per year. He is the author of “Beat Your Best — A Manager’s
Guide to Coaching Performance,” and “Customer Service Isn’t A Department
... It’s YOU!” He has been featured in INC. Magazine, Personal Selling
Power, HR News, Selling Magazine, and on ABC and CNN as a subject matter expert
on sales and service issues.
Kevin L. Childs, executive vice president and president of sales,
marketing and support, joined UCN in 2002 at the inception of the company’s
on-demand, contact center application initiative to create a complete contact
routing and agent management solution. He played a key role in the acquisition
of MyACD, the technology at the core of UCN’s flagship product, inContact.
Prior to UCN, Childs held a number of senior leadership positions over a
four-year period with Adecco, a Swiss-based, human capital company. While at
Adecco, he led a $100 million operation, a staff of 120 and 4,500 associates,
supporting human capital initiatives for Florida-based employers and many
contact centers for leading United States-based financial institutions and
Fortune 1000 companies. He also spent eight years at the Salt Lake City-based
operation of SOS Services, where he was involved in contact center projects.
Ben Henkels (CSP, CWNP) is an entrepreneur with more than 10 years’
experience in the telecommunication and IT industry. He founded Communication
Management Partners (aka “Zyzox”), a communication brokerage and consulting
firm, in 2001 to provide customer-driven solutions. Most recently, he founded
Henkels Holdings Ltd., an outsourced managed IT solutions provider, in late
2005. Prior to his current role, he served as a vice president of sales and
marketing for a regional ISP and CLEC in the late ‘90s, and was a President’s
Club member of a national sales team for McLeodUSA in 2000-2001. Other past
ventures include international import/export, Web development and marketing.
Leslie
Rosenberg is a research manager for IDC’s Network and Alliances.
Her research focuses on business models and technology trends that impact
both direct and indirect sales channels in the networking market. In
addition, Rosenberg covers tangential and complimentary technologies that
are impacting the network markets such as voice and security from a
channels perspective. She views this market from a go-to-market lens,
studying the various channel and partner communities, including but not
limited to, VARs, integrators, agents, and distributors, service providers
direct online sales as well as traditional sales models.
Walter Kenrich is vice president of product management responsible for
the product development and marketing of Vertical’s SMB product lines. In
addition, Kenrich drives the strategic direction for Vertical’s advanced
business communication applications. Prior to working at Vertical, Kenrich held
senior product management roles at Cisco Systems Inc., focusing on IP-based
contact centers, network-level call routing and multimedia applications. Kenrich also has held senior level positions in product management and
application consulting at Webline, GTE Internetworking and EDS. Kenrich earned a
bachelor’s degree from Tulane University and a master’s degree from George
Mason University.
Jim
Ortbals is in channel development for Linksys, a division of Cisco
Systems Inc. He is responsible for the development and execution of
Linksys service provider channel strategies and execution. Ortbals has
extensive experience in sales and VoIP. He previously served as the
director of global service provider channels at Sylantro Systems, a VoIP
application provider, bringing to market the first generation of hosted
VoIP service providers. Additionally, Ortbals has served in product
management with Sprint, and sales at Nortel Networks.
Chris
Thompson is the product manager for ADTRAN Inc.’s Total Access
Multiservice Access Gateways and Integrated Access Devices (IADs). In this
role, he provides oversight and direction for business development, sales
support, and engineering design efforts, and directs future development of
these product lines and other carrier-class CPE. Some of his achievements
as product manager include the concept, development, and launch of the
Total Access 900 and 900e Series Multiservice Access Gateways and the
Total Access 600 Series of IADs, ADTRAN’s first fixed-port,
carrier-class IADs. Thompson has a B.S. in electrical engineering from
Mississippi State University and an M.B.A. from The University of Alabama.
Natasha
Royer Coons is the founder of TeraNova Consulting Group, the single
source for the adoption, deployment, and on-going management of network
convergence across the global enterprise. TeraNova consults with channel
partners nationwide on delivering mobility solutions. Before starting
TeraNova, Coons had a distinguished 10-year career at Sprint, where she
was instrumental in the building and managing of a high-powered, national
data support organization in the indirect channel. She has an MBA in
international business and speaks Mandarin and Cantonese fluently. She is
based in San Diego, Calif.
Scott Allen is manager of enterprise wireless mobility at Bell
Industries Inc. Having managed multiple enterprise-wide, wireless
deployments and currently responsible for wireless device lifecycle
management programs for two Fortune 100 companies, Allen is firmly
entrenched in the evolving wireless landscape. Allen has developed
wireless support and fulfillment programs, and consulted on behalf of
customers structuring carrier agreements and business partner development
programs. Prior to working in the wireless support vertical, Allen managed
help desk operations for Bell’s largest customer. Allen holds an
undergraduate degree in business and finance.
Pankaj Gupta (PJ) is founder and president of AMTEL. He has
assisted numerous businesses in strategic network planning focusing on
telecommunications billing management, OSS, network security and voice-data
convergence. Previously, he held various management roles at Nortel Networks. AMTEL
manages wireless contracts and mobile devices for medium and large enterprises
representing tens of thousands of mobile device users.
Philip Josephson is the founder of the Law Office of Philip Josephson.
Josephson and the firm deliver corporate legal and business advisory services
to clients across the United States. Josephson holds a J.D. from the University
of Miami and an M.B.A. from Columbia University. He is a member of the Florida
Bar, the Arizona Bar and the Federal Communications Bar.
Bill Taylor, president of Corporate Ladders, is a pioneering technology
executive, industry consultant and advisor to CEOs. His experience as director
of national accounts for AT&T Wireless as well as high-level executive
positions with IBM, Prodigy Internet and Election Inc., has provided him with a
broad, knowledge-based approach to the technology and telecommunications
industries. His success as an IT marketing and channel development strategist
has enabled him to develop an extensive client list that includes BroadSoft,
InfoHighway, Eureka Networks and Mellon Bank.
