las vegas - download.101com.comdownload.101com.com/techlibrary/tm/2007_techpartner_las_vegas.pdf ·...

Las Vegas

Rio All-Suite Hotel & Casino

Presented by:

Register by September 12 and

Save $200!TechPartnerEvents.com

Take your business to the next level. Pair up with TechPartner in Vegas!

Increase Your Odds at Outselling the Competition2 days of presentations and workshops aimed at helping solution providers take their business to the next level.

Conference Highlights• Sales and marketing tips• New business strategies• Objective perspective on Microsoft products and partner program

October 16–17, 2007

http://www.TechPartnerEvents.com

Rio All-Suite Hotel and CasinoOctober 16-17, 2007Las Vegas

Call 800-280-6218 or Visit www.TechPartnerEvents.com � Register by September 12, 2007 • Save $200�

Rio All-Suite Hotel and Casino


Taking Your Business to the Next Level As most executives and entrepreneurs know all too well, starting a company is one thing. Building it steadily and successfully is something quite different. Especially in the current competitive marketplace.

TechPartner’s second conference will take a comprehensive look at ways that Microsoft partner companies—at every stage—can move their businesses to the next level. Drawing on the resources of Redmond Channel Partner magazine, our curriculum is tailored specifically to channel executives’ needs and interests:

Expert speakers will provide up-to-the-minute advice on critical topics ranging from managing overall growth and ramping up sales efforts to developing strong vendor relationships. They’ll also look at opportunities related to managed services and Microsoft’s fast-growing Dynamics solutions.

Successful partners will talk about strategies for competitiveness, profitability and related issues of importance to every channel business.

Knowledgeable insiders will offer insights into navigating Microsoft, coming changes in the Microsoft Partner Program and preparing for the transition to Software as a Service.

Attendees will also have the chance to meet and mingle with RCP’s editors and columnists—and, of course, they’ll have plenty of opportunity to network with each other as well.

•

•

•

•

Who Should Attend CEOs/Presidents/Owners

Vice Presidents

Principals/Partners

Sales Directors

Marketing Directors

Anyone responsible for driving revenue!

•

•

•

•

•

•

Conference Day 1 - Tuesday, October 16

8:30am - 12:00pm Courses

11:45am - 2:30pm Lunch and Exhibit Hall

2:30 - 3:30pm Keynote

3:45 - 6:00pm Courses

5:45 - 7:30pm Reception and Exhibit Hall

Conference Day � - Wednesday, October 17

8:30am - 12:00pm Courses

11:45am - 2:30pm Lunch and Exhibit Hall

2:30 - 6:00pm Courses

Program-at-a-Glance

Hear strategies for competitiveness

and profitability.







P1 The Competitive Landscape: A Current Snapshot 8:30 - 9:30am Scott Bekker and Anne StuartThis wide-ranging session will take a look at the partner com-munity’s current business environment. We’ll also talk about strategies for addressing some of the toughest competitive questions that come up in customer conversations—and an-swers for turning those inquiries to the partner’s advantage. We’ll leave plenty of time for group discussion as well.

P2 Build or Buy? Building Your IT Services Through Growth, Part 1 9:45 - 10:45am Mike Harvath This session, the first of two on growing your business, will focus on building your business organically. We’ll look at some key trends emerging in the marketplace and then iden-tify the top strategies for executives looking to build their companies from within.

Specifically, the session will cover how, when and where you should:

• Consider opening new offices.• Commit to dedicated sales and marketing functions.• Migrate from project-based revenue to managed-services revenue.• Extend your service line or go deeper vertically in your existing space.• Open new channels.

… and more.

P3 Build or Buy? Buying Growth for Your IT Services Business, Part � 11:00am - 12:00pm Mike Harvath This second of two sessions on growing your business will focus on the art and science of effective mergers and acquisi-tions. Rocket Revenue’s most successful revenue-driven clients understand that without an ongoing M&A initiative, they’re forfeiting more than 50 percent of their growth potential.This session will answer questions such as: • When do you know you’re ready for an acquisition? • What is the current market’s valuation trend? • How do you structure deals that work? • How much can—or should—you spend on a deal?

… and more.

Tuesday, October 16

P4 Making the Perfect Match: Successful Partner-Vendor Relationships 3:45 - 4:45pm Keith LubnerEstablishing vendor relationships is a common growth strat-egy for partners. But many such relationships fail because the parties rushed into the match. Among other things, participants in this session will learn to:

• Evaluate the economic aspects and mutual revenue objectives of potential relationships.• Analyze their core technologies to ensure that they’re picking the right vendor-partners.• Determine what to seek in vendor programs.• Set appropriate marketing expectations internally and externally.• Partners will come away from this session with solid foundations for establishing effective vendor relationships.

P5 Navigating Microsoft: Getting Results Without Getting Lost 5:00 - 6:00pm Keith LubnerThis session isn’t intended to provide partners with a map of Microsoft’s corporate campus in Redmond. Instead, drawing on the expertise of inside and outside experts, it will provide partners with solid advice on how to make their way through the company’s often-bewildering maze of divisions and per-sonnel so that they can quickly get the help and support that they need. We’ll invite audience members to contribute their own tips to what we anticipate will be an especially lively and valuable discussion.

Session Descriptions

Learn from experts like Keith Lubner,

Geoff Owen and Ken Thoreson.

Agenda is subject to change. In the event of a cancellation, all efforts will be made to replace the session or speaker with one of comparable value.






Session DescriptionsWednesday, October 17

P6 Everyone Sells: Creating a Sales-Driven Environment 8:30 - 9:30am Geoff OwenThe first of two jam-packed sessions on sales will show partners how to create and communicate clear business vi-sions and expectations. Participants will learn what’s needed to develop successful environments focused on building relationships, selling what the company has to offer, secur-ing new business and promoting the concept that individual futures are tied to profitability.

Topics to be covered include:

• Communicating a clear vision.• Evolving the buying/selling process.• Targeting or exiting specific vertical markets.• Knowing the traits of top performers.• Creating profitable products and services.• Keeping your staff informed and motivated.• Establishing goals, metrics and rewards.

P7 Building a High-Performance, Self-Managed Sales Team 9:45 - 10:45am Ken ThoresonIf you’re looking to increase your sales team’s effectiveness and profitability (and who isn’t?), you won’t want to miss our second sales-oriented session. It’s designed to prepare executives and sales leaders with the knowledge and tools needed to build high-performance sales organizations.

Specific topics to be covered include:

• Recognizing the role, strategy and tactics of successful sales leaders.• Hiring, training and retaining high-performance sales teams.• Using sales management forecasting tools and metrics for coaching.• Understanding the measurements of sales, marketing and management effectiveness.• Creating sales compensation programs that work. Together, our sales sessions offer participants valuable lessons based on field-proven sales-management concepts, strategies and tools in use at companies throughout North America.

P8 Maximizing Opportunity in a Difficult Market 11:00am - 12:00pm Howard DiamondThis high-powered session will offer “been-there” advice and insights on how partners can find and profit from opportunities even in the most challenging markets. Participants will learn specific tactics for transforming legacy-focused companies.

Our speaker, an executive who now heads a well-known Mi-crosoft Gold Certified Partner company, previously led other companies to stellar financial success as well. He’s promised to leave plenty of time for answering audience questions.

P9 Moving into Managed Services: 1� Best Practices You Won’t Find Anywhere Else 2:30 - 3:30pm Charles WeaverAs detailed in a recent Redmond Channel Partner cover story, managed services is fast becoming one of the best places for partners to stake their claims.

This session, led by the head of an international association of managed services providers, will look at some key issues to consider before becoming a managed services provider. It will also explore both the opportunities and potential pitfalls involved in going the MSP route. Finally, partners will take away insights about the best practices that any MSP should employ, regardless of the technologies being used.

P10 Microsoft Financing: The Real Deal 3:45 - 4:45pm Speaker: To Be AnnouncedIn its first four years of operation, Microsoft Financing originat-ed $1 billion in new business. The program’s goals for the com-ing year: To do its second $1 billion in fiscal year 2008 alone.

In this session, a Microsoft Financing representative will describe the options that the lending program offers to cus-tomers of all sizes. Partners will learn how Microsoft Financ-ing, which the Microsoft Partner Program recently identified as one of its most important partner benefits, can help their sales teams better serve customers—and, ultimately, close more deals.

P11 The Changing World of Software Delivery 5:00 - 6:00pm Treb RyanJust a few years ago, software companies released their wares by creating “gold disks” that were delivered to their customers, who were then primarily responsible for installing and maintaining it themselves.

Today, with the advent of Software as a Service (SaaS), that scenario is changing dramatically. Increasingly, software companies not only have to create exciting products, they have to take an “always-on” approach to delivering them—and to dealing with hardware, networking, application management and 24 x 7 end-user support as well. Of course, that means that SaaS requires entirely new approaches to development, marketing and sales.

This session will cover those topics and more, offering par-ticipants an engaging glimpse of their own or other software companies when viewed through the services lens.

Agenda is subject to change. In the event of a cancellation, all efforts will be made to replace the session or speaker with one of comparable value.







Charles WeaverCharles Weaver is the co-founder and president of the MSP Alliance, (the International Association of Managed Service

Providers), with over 1,600 members worldwide. In addition to running the daily operational activities of the MSP Alliance, Mr. Weaver writes and speaks extensively around the world on the managed services industry. His latest book, The Art of Managed Services, is already receiving rave reviews from all over the world.

Ken ThoresonKen Thoreson brings more than 25 years of experience in sales leadership and management to clients. The sales management thought

leader shares his proven abilities in developing and implementing creative sales management strategies through frequent editorial contributions and speaking engagements about effective sales leadership and sales management. Prior to Ken’s founding the Acumen Management Group, Ltd., he led development stage, entrepreneurial and national vertical software sales organizations as the Vice President of Sales.

Treb RyanTreb Ryan has been instrumental in defining and creating service organizations that improve the quality

and reliability of the technology infrastructures businesses depend on for communications and commerce. Prior to co-founding OpSource in 2002, Treb was President of the Americas for Metromedia Fiber Network (MFN). Mr. Ryan credits his success in creating IT services that meet customers’ ever-changing business challenges to his background in operations. Mr. Ryan has been a guest speaker at numerous industry events, including CIO, venture capital, Internet, hosting and software conferences.

Mike HarvathMike is an accomplished entrepreneur and executive business leader with a proven track record of performance, leadership and profitability

in competitive and rapidly changing environments. A focused, decisive and motivational leader with over nineteen years of experience at multinational firms and successful entrepreneurial endeavors in diverse areas including: Professional Services, Channel Development, Hardware and Software, development and marketing. As an industry leader, Mike has worked to move the companies he has worked for and the information technology market forward.

Geoff OwenGeoff Owen, Acumen Associate Managing Partner, has 25+ years of international general and sales management and

marketing experience gained as VP Sales, General Manager, President and CEO in large, small, early stage, established, high growth and turnaround companies. Geoff works as an interim leader, mentor, advisor or consultant in diverse organizations, providing knowledge and experience in managing, planning, recruiting, sales management, pipeline development and negotiation. He speaks at company, investor and industry events on investment, management, sales, revenue predictability and building business value.

Howard DiamondMost recently Mr. Diamond added CEO to his previous responsibilities as Chairman of ePartners Board of Directors. Prior to

ePartners, Mr. Diamond was CEO of EYT, a leading MBS partner that merged with ePartners. Prior to this post, Mr. Diamond served as Chairman of Level 3 Communications, Inc.s Information Services subsidiary, formed when Level 3 acquired Corporate Software (CorpSoft, Inc.) and Software Spectrum, Inc. in the first half of 2002. He had line responsibility for all groups within the Subsidiary, which contributed over $2.5 billion in revenue to Level 3 Communications in 2003.

Scott Bekker As editor in chief of RCP, Scott Bekker is responsible for the magazine’s overall editorial direction and coverage. He began covering

the Microsoft enterprise environment for a sister publication, ENT magazine, in 1998, later becoming editor in chief of ENT and its Web site, ENTmag.com. Previously, he spent several years as an editor and reporter with The Associated Press in Kansas and Philadelphia.

Anne StuartAs executive editor of RCP, Anne Stuart is responsible for assigning and editing the magazine’s content. She has covered business and

IT for nearly 15 years as a senior editor and writer at CIO and Inc. magazines and later at Momentum, a Microsoft-sponsored magazine and e-newsletter for midsize businesses. Previously, she was an editor and reporter with the Associated Press in Boston and with several daily newspapers in Massachusetts and upstate New York.

TechPartner Speakers


http://www.ENTmag.com


Call 800-280-6218 or Visit www.TechPartnerEvents.com 7 Register by September 12, 2007 • Save $2006



Travel /Exhibit Hall

Rio All-Suite Hotel & Casino3700 W. Flamingo Las Vegas, NV 89103Phone: 1-888-746-6955

3 Co-Located Events • One Combined Exhibit Hall • Endless Possibilities

TechMentor, TechPartner and VSLive! conferences will be co-located in Las Vegas, bringing IT managers, system administrators, developers and solution providers under the same roof. Leading vendors will be on-hand to demonstrate their tools and technologies.

Tuesday, October 1611:45am - 2:30pm Exhibit Hall Open and Lunch5:45 - 7:30pm Exhibit Hall Open and Reception6:30 - 7:30pm Meet the Editors of Redmond Media Group

Wednesday, October 1711:45am - 2:15pm Exhibit Hall Open and Lunch2:00pm Exhibit Hall Raffle

Avis Rent-a-Car is offering TechPartner attendees a discount on car rental while visiting Las Vegas. To receive the discounted daily and weekly rates, call Avis at 1-800-331-1600 or go to http://tinyurl.com/2y5x4w and use Avis Worldwide Discount number D005872.

Las Vegas is one of the most exciting cities in America. It offers entertainment, gambling, golf, shows and all sorts of attractions. Visit the Las Vegas Convention and Visitor’s Authority at http://www.visitlasvegas.com/vegas/index.jsp for a detailed list of places to visit and things to do while in Las Vegas.

As a TechPartner attendee, you are eligible for special room rates at the Rio All-Suite Hotel & Casino. Lock in our discounted rate of $169 per night when you reserve your room before September 19. To reserve your room, please call 888-746-6955 and mention the group code SRTMC7 and TechMentor. Rooms are subject to availability.

American Airlines is offering those attending TechPartner discounts from any published domestic fare for travel to Las Vegas between October 12 and October 22. Mileage members can receive full credit for all American miles flown to attend this conference. For discounts please call American Airlines at 1-800-433-1790, reference number #A55H7AA. To book your discounted ticket online go to http://www.aa.com and use the discount reference number above as the aa.com discount code.



http://tinyurl.com/2y5x4w

http://www.visitlasvegas.com/vegas/index.jsp

http://www.visitlasvegas.com/vegas/index.jsp

http://www.aa.com

http://www.aa.com





Registration Form

First Name ______________________________________Last Name ______________________________________Title ____________________________________________Company _______________________________________Address ________________________________________City State/Province_______________________________Zip/Postal _______________________________________Code Country ___________________________________Phone __________________________________________Fax _____________________________________________Email ___________________________________________*Your email address is used to communicate with you about conference registration.

Vendor Marketing Code __________________________Priority Code ____________________________________

❑ Attendee Networking Forum – Yes, I want to participate in pre-conference networking via email.

Registration Package includes:Access to all TechPartner sessions Keynotes Exhibit Hall Reception Lunches (Tuesday & Wednesday) Networking events Conference bag

On or before Sept. 12 $299After Sept. 12 $499

Alumni Discount❑ I have been to a previous TechPartner conference and qualify for an additional $100 discount. PAYMENTTotal Fee _______________________________________❑ Check enclosed (payable to 1105 Media, in U.S. dollars drawn on a U.S. bank)❑ Visa ❑ MasterCard ❑ American Express ❑ Discover

Card Number ___________________________________Expiration Date __________________________________Cardholder Name _______________________________Signature _______________________________________

Cardholder Address (if different than above) ________________________________________________________________________________________________

•••••••

To confirm your registration, a guarantee of payment is required. Remit check or credit card. If you need an invoice please call 800-280-6218 or email [email protected]. To pay by purchase order, please include a copy of your P.O. with your faxed or mailed registration. Registration fees must be paid in full before the start of the event. TechPartner’s Federal Tax ID Number is 95-4758348.

How To RegisterOnline: TechPartnerEvents.comPhone: 1-800-280-6218 (8:00am - 5:00pm PT)Fax: 1-541-346-3545Mail: TechPartner Registration 1277 University of Oregon Eugene, OR 97403-1277Onsite: You may register for the conference onsite. However space is limited and admission can not be guaranteed.

Course SelectionsAfter receiving your email confirmation code, you may go online and select the breakout courses you are interested in attending. You may attend ANY course in any track offered at TechPartner as long as space permits. Many courses sell out. Please register and select your courses early.

Refund and Cancellation Policy Registration is transferable with written authorization. Cancellations must be in writing and postmarked before the cancellation deadline. Cancellations must be made by September 12, 2007 and will be subject to a $50 cancellation fee. Cancellations made after September 12, 2007 as well as “no shows” are liable for the full registration fee. In the event that the conference is cancelled by Redmond Media Group, registration fees only will be refunded. Cancellations of travel reservations and hotel reservations made directly with the hotel are the responsibility of the attendee.



Rio All-Suite Hotel and CasinoOctober 16-17, 2007

Call 800-280-6218 or Visit www.TechPartnerEvents.com

Register by September 12, 2007 • Save $200

Las Vegas

Who Should Attend

CEOs/Presidents/Owners • Vice Presidents • Principals/Partners • Sales Directors • Marketing Directors • Anyone responsible for driving revenue!

Make sure you mention this brochure and enter the

priority code PRT807

Exhibitors


http://techpartnerevents.com/sponsors.aspx



















las vegas - download.101com.comdownload.101com.com/techlibrary/tm/2007_techpartner_las_vegas.pdf ·...

Documents