Building a High Performance Culture
In challenging times, the difference between high performing organizations and average organizations dramatically widens. After the past 25 months, many teams and leaders are now both mentally fatigued and have lost confidence –this session is critical in positioning your firm for the future. It’s time to Move up and Move Ahead!
We will cover:
The Time Is Now to Collaborate, Innovate and Lead
The 2012 IBM Global CEO Study explores the challenges and opportunities faced by senior management in today’s complex business environment. In this session, Heidi will share key study findings, challenges CEO's are facing today and the opportunity this creates for you to deliver industry leading innovative solutions to your clients. In addition, Heidi will highlight expert integrated systems featuring IBM's PureSystems announcement -- creating an exciting opportunity for Business Partners to deliver a new category of computing.Location: Grand Ballroom D Heidi Dethloff Vice President, Business Partner & Mid-Market IBM
Recurring Revenue and the Path to the Cloud
Solutions Providers are being pulled into complex buying decisions regarding connectivity to the cloud and the various services that make up the cloud. As this landscape changes and as business solutions blur between hardware, software, and network connectivity it is key for Solutions Providers to understand who to work with to deliver best in class solutions. Come join the discussion and begin to understand how recurring revenue can transform your business.Location: Trade
Visibility and the Role of Trusted AdvisorLocation: Sharon Jim Berkman Director Worldwide Channel Marketing Gigamon Doug Lockhart Director National Channels and Distribution Gigamon Joe Serra President and COO Interlink Communications
CIO Insight: Business Priorities & Strategies
This panel needs to communicate to an audience of top IT integrators what is top of mind for today’s midmarket CIO. Today’s SP 500 executive wants to understand how to service his CIO and line of business managers better so hearing firsthand from today’s most influential IT executives is critical to moving their businesses forward. They need insight into your organization’s top technology priorities and how you plan to implement them. So a discussion around cloud computing, virtualization, mobility and networking is important. Also, how you plan to implement those technology solutions should be discussed. Will you be using internal resources, outsourcing or a combination. A discussion of your organization’s top business priorities is also relevant because that will allow IT integrators connect the technology solution to the business goals be that overall growth, new customer acquisition, improving business processes, etc. The discussion should be rounded out with a sampling of the top CIO Strategies. In summary: A discussion of business, technology and CIO strategies and how those various factors impact your solution and service provider partners. This panel should help those types of partners deliver better value to you with an understanding of your resources, budget and sales cycles.Location: Grand Ballroom D Henry Chace Chief Information Officer Burns & Levinson LLP James Fielder Vice President Info Systems Farm Credit Services of Illinois Jim Murphy Director of Information Technology/Security City of Quincy, IL Niel Nickolaisen CIO, Author & Founder Western Governors University & Accelinnova Moderator: Robert DeMarzo Senior Vice President Strategic Content UBM Channel
From my recent book, From Vendor to Adviser. In the book I cover at least 12 key skills sales must embrace to compete in the coming years; in the talk I will focus on 5:
1. Becoming the Trusted Adviser - there are only 4 things buyers buy.
2. Effective Demand Generation - The secret to education based prospecting
3. Big Six discovery secrets - access to power.
4. Setting value-based fees with big margin
5. Proposals that win.
Topic: Solution Providers need vendor partners who will help them evolve their business to capitalize on the IT consumption trends which are moving more towards services and cloud based models.
Discussion/Question: What are the key attributes that SPs are looking for from their vendor partners to address this?
Selling to CIOsLocation: Niel Nickolaisen CIO, Author & Founder Western Governors University & Accelinnova