partnering conf presentations
DESCRIPTION
2012 Partnering ConferenceTRANSCRIPT
WELCOME
SPONSORS
Upcoming Events
• 8.13.12 – 5th Annual CEO Retreat • 8.30.12 – 4th Annual Marketing Technology Summit • 10.4.12 – Growing Technology in Arizona • 11.8.12 – Governor’s Celebration of Innovation Awards
Monthly Events
• After5 Networking Events • Lunch and Learn Events • Council Connect Events
For more information visit aztechcouncil.org
Event Agenda
1:00pm - 1:30pm | Registration and Networking 1:30pm - 3:00pm | Partnering Presentations 3:00pm - 3:15pm | Break 3:15pm - 4:00pm | Executive Partnering Panel 4:00pm - 6:00pm | Reception and Expo
Partnering Presentations
• OneNeck IT Services with partner Solution Interface • Loop Demand Gen with partner Canyon Communications • Telesphere with partner Broadsoft • DIRTT with partner VermiSoks • Prime Solutions Group, Inc. with partner Aviture, Inc. • TelEvolve with partner Western WiMAX • Cybertrails with partner Solutions 8
OneNeck IT Services and
Solution Interface
Introducing OneNeck.
We provide a
comprehensive, flexible suite of hosting and managed services
designed specifically to help mid-market
companies improve system performance.
Founded in 1997
Supporting over 150+ customers and 66,000 users in 45 countries on six continents
Focused: 90% of revenue from outsourcing and managed services
Over 250 full time employees
98% Contract Renewal Rate over thirteen years
24/7 North America based support center handling over 85,000 incidents annually
Microsoft certified hosting partner.
Ranked #1 ERP Outsourcing Vendor by the Black Book of Outsourcing survey three years in a row
Introducing Solution Interface.
Headquartered in Scottsdale, Arizona, Solution Interface is a full service telecommunications company providing a
comprehensive suite of telecom management products and services for small to medium enterprises, communication
service providers and non-profit organizations.
Quote requests
Market Analysis of Carrier Positioning
Voice and Data Audits
RFP Design & Implementation
Network Design & Implementation
End to end project management
Integration Services & Vendor Mgmt.
Moves, Adds, Changes & Disconnects (MACD)
Facility Relocation Management
Telecom Inventory Management
Contract negotiations & Management
Recovery Services
Customer Portal
OneNeck WAN Design and Management Carrier Neutrality
Telco Assessments
Contracts Review
WAN Design/Architecture Review
Performance Analysis
Bandwidth Profiling
WAN Best Practices Analysis
Implementation/Provisioning Services
Typically save money on your contracts by leveraging our expertise and buying power
Century Link, TW Telecom and COX partner thru SI – leverage our SPPs
20%-30% less costs than traditional service providers
Solution Interface and OneNeck Success Story Prospect had $20k/mo. spend on TDM circuits
6 physical locations
Low speed connections
Prospect required managed hosting (VPS, hosting)
New Solution with SI/ON CL MOE’s at high speeds for all locations
Reduced telecom spend 40%
Uplifted to fiber delivery (highly reliable)
Still had enough in their budget to meet other hosting needs
Questions?
Loop Demand Gen and Canyon Communications
July 26, 2012
Partnering for Marketing and Sales Alignment
• Full-service, integrated B2B marketing
• Disciplined approach to understand market dynamics
• Candidness that enables effective collaboration
• Architects marketing strategies that achieve expected ROI
• Rigorous client service
• End-to-End Demand Generation
• Helps B2B companies generate more leads and pipeline
• Provides outbound calling and inside sales support
• Offers performance-based appointment setting
• Guaranteed results
Marketing Support Sales Support
Technology
Supplier
Value-Added
Distributor
Value-Added
Reseller
End-User
Channel S
ale
s M
odel
What is the business problem IT professionals (end-users) face?
Data volumes increasing at an exponential rate
Decreasing budget dollars to buy more storage servers
Solution: “Stop Buying Storage”
Key Message:
Don’t buy more.
Optimize what you have.
E-mail marketing
campaign with
White Paper
download
Step 1 Step 2 Step 3 Step 4
Database
cleansing and
opt-in e-mail
address gathering
Executive Door
Opener (EDO)
dimensional
mailer
Follow-up
appointment setting activities
Goal: 250 verified e-mail addresses
Goal: 30 white paper
downloads for EDO distribution
Goal: 30 EDO mailers delivered
Goal: 10 face-to-face appointments
Canyon and Loop partnered to develop campaign strategy
Step 1: Database cleansing and appending
Step 2: E-mail marketing campaign
Step 2: E-mail marketing campaign
Step 3: Executive Door Opener (EDO)
Step 4: Follow-up and appointment setting
Campaign Results
• 397 contact records cleansed • 1,110 unique touches (2.77 touches/contact) • 242 opt-in e-mail addresses verified • 4 e-mail distributions over a 6-week period • 36 white paper downloads • 30 EDOs delivered (7.5% of contact list) • 11 face-to-face appointments scheduled (36% of
EDO recipients)
Questions?
Contact:
Matt Hensler VP, Strategic Services
Canyon Communications
480-775-8880
Contact:
Jared Bodnar President
Loop Demand Gen
480-545-1015
• Founded in 2000
• Providing voice and data services over a private IP network
• Nationwide Privately hosted Cloud Communications Company
• Integrating the office phone, computer and mobile for complete convergence and providing advanced cloud voice and data communications features
• Have a redundant network with over 13 points of presences located geographically providing customers with maximum uptime and disaster recovery options
• Annualized revenues over $30 million
• Over 30,000 end users, providing service to the entire US including Canada
• Currently Cash Flow Positive before Customer Acquisition costs
• Raised over $50 Million over past 5 years.
• Zero debt
Telesphere Financial Overview Who is Telesphere?
Let Telesphere be your Hosted Option
• Hosted and managed voice and data network
• National carrier-grade fully meshed MPLS IP network
• Last mile - dynamically allocated symmetrical connectivity
• Total solution provider responsible for end to end performance
• 24 X 7 Live support, goal of first-call resolution
• Maintenance, updates, and MACD’s included at no additional cost
• No capital investment required
• Latest technology standards such as SIP and wideband audio (HD)
• Carrier grade Session Border Controllers and Firewalls for maximum network security
• Fully featured Product Portfolio to accommodate the many requirements customers face
The Telesphere Difference
Broadsoft • Leading global provider of IP communications services
– #1 VoIP app market share – Infonetics Research
– 18 of the top 25 carriers, based on revenue
– 450+ Customers in 65 countries
– Public, Profitable and Investing in Innovation
• Ecosystem Innovation
– 500+ partners
– 5,000 Xtended developer members
• Global Scale
– 4 TACs provide follow the sun 24/7 support
– 500+ people in 21 countries
– 250+ people in R&D working on VoIP apps
Industry Trends
• Broadsoft closely monitors industry trends to help assist our partners (such as Telesphere) satisfy end-user demand
Trend #1: Broadband Proliferation • Shift from scarce broadband to
abundant broadband
• Fiber and LTE provide anytime and everywhere broadband
• Enabling new ways of communicating
– Visual Communications
– Collaboration
• Service providers can leverage quality of service and charging as ways to compete and differentiate Mobile Broadband Fixed Broadband
In 2010 mobile broadband subscribers hit 700M, passing the 500M of fixed broadband
Trend #2: Cloud Services • Unstoppable movement to cloud
services
• Concerns about security, performance and control have been overcome
• Even mission critical enterprise applications (e.g. Salesforce) moving into the cloud
• Ability to integrate cloud services together, providing true unified communications
• Opportunity for service providers to quickly bring to market innovative services
Enterprise Cloud Services Adoption
Trend #3: Explosion of smart devices • Some estimates say that there will be
50B connected devices by 2020
• Wide variety of devices leveraging open application development environments like iOS or Android
• More and more important to match the user experience with the service (Blackberry email, Apple iTunes)
• Bring the power of the cloud onto these devices, making the experience personal
Trend #4: Unified Communications • Users expect a rich set of
communications services
• Need a range of real-time communications services that integrate with social networking services (LinkedIn, Facebook, Twitter)
• Focus on usability, increasing the efficiency and reachability of the end user
• Service providers can bring together a set of real-time communications services along with the power of social networking
Voice Services
Video Calling HD Voice
Messaging Chat
Conferencing Collaboration
Trend #5: Seamlessness
• Seamlessness is a user experience that works across all of our devices, and integrates all of our communications services
• Separation of the service from the device
• Use the service from multiple device with same experience
• Service providers can provide the right experience on the right device seamlessly
Broadsoft and Telesphere
• Working together to provide companies with an affordable, state of the art, world-class communications solution
DIRTT & VermiSoks
• Turning food waste into a vertical garden
DIRTT Environmental Solutions
• DIRTT – Doing It Right This Time
• Design, manufacture, install modular interior construction
• Calgary-based company opened Phoenix factory in July of 2011
DIRTT Factory – Greenest of its kind
• 96% recycle rate
• Solar arrays provide 10% of electrical
• Recycled denim insulation
• 65 employees fed onsite every day
– Full kitchen, two chefs
DIRTT Factory Food Waste
• Food production means food waste
• Counterproductive to DIRTT’s mission
• Solution - VermiSoks
VermiSoks
• President/CEO – Miguel Jardine
• Manufacture “worm wine” out of food waste
• “Sok” filled with mulched up coconut & worms grows organic vegetables, herbs
• Nurtured by worm wine – don’t add water…
DIRTT & VermiSoks
• VermiSoks takes 100% of our food waste
• Manufacture worm wine
• Worm wine nurtures our vertical garden made from DIRTT
• Grows an estimated 10-15% of food
We’re growing herbs, vegetables and flowers
In the parking lot!
DIRTTbags planting garden
A team effort!
DIRTT & VermiSoks
• Sok becomes rich fertile soil
• Sell soil to offset the expense for new Soks
• So now we are manufacturing… (wait for it)
DIRT at DIRTT
Questions?
• Mary Wolf-Francis
• Miguel Jardine
Prime Solutions Group, Inc Aviture Inc
• Joe Marvin, Prime Solutions Group, Inc
• Sam Snyder, Aviture Inc.
Partner Profiles • PSG
– Systems Engineering – Product Lifecycle Management (PLM) tools – Independent Research
• Aviture – Enterprise Software Development Solutions – Emerging and Agile Development – Next Gen Service Based Applications
Perfect Storm
Accelerated
$$s
Software
Aviture
Systems
PSG 1 + 1 = 3!
Why does the Partnership Work?
• Shared interests and focus
• Complementary skill sets
• Understand value of partnerships
• We want it to work!
Value Creation
• Partnership proposed on SBIR – Continued independent research collaboration – Autonomous Intelligent Control Concept
• Introduced partner to LM Defense Systems – Aviture opportunity to add SW developers
• Future program proposal opportunities – Expand the pie by bringing combined expertise
Future Partnerships
– Complex developments across multiple domains
– Apply Systems Engineering and Systems Thinking
– Enterprise Architecture Transformations
– Opportunity to apply process, methods and tools
– Accelerated Business Value and Success
– Technology Innovation in Global Marketplace
Challenges To Deploying Advanced Internet-Based Services
• Existing copper infrastructure is unreliable
• Lack of carrier support for quality assurance
• Carrier competition against us
Unreliable Internet Service
• Traditional service providers don’t proactively monitor for problems
• Unwilling to provide visibility into their networks and status of connections
• Are focused on a “best effort” service with no guarantees
Speed Versus Quality
Voice, video, and other real-time services demand instantaneous and reliable delivery of data.
Western WiMAX Difference
• 100% visibility into network performance
• Alarms for even minor errors
• Call quality testing at 15 second intervals
• Uptime & quality guarantee with a monetary penalty if they fail
Challenges For Internet Service Providers Working With VoIP & Video Services
• Many voice and video conferencing companies rent their services and equipment
• Lack of provider knowledge of good networking fundamentals
• Poor customer interaction and ownership
• Single point of failure
Re-Marketed Services
• Ambiguous responsibility for problems
• “Blame the ISP” mentality
• Unable to provide the ISP visibility into their network and services
• Slow response for repairs and customer service makes both companies look bad
TelEvolve Difference
• 100% own equipment and network
• 24/7 monitoring for failures
• Staffed by experienced network engineers
• No call center or low-level support
• Three locations with redundant equipment
Partnership Value Proposition
• Customers have a single point of contact
• Call quality and service level guarantees
• Never have to explain their needs to inexperience tier 1 support call center
• Both companies have reduced support costs and incidents
Ideal Partners
• IT service & consulting companies
• Telecom brokers & consultants
• Disaster recovery companies
• Cloud services companies
www.westernwimax.net www.televolve.com
602-889-3000 480-575-7550
The CyberTrails and Solutions 8 Partnership
Partnership Background
CyberTrails
Since 1995
Backed by Republic Financial Corporation
Solutions 8
Formed from the merger of KPO Global and Snapdragon Solutions
CyberTrails and Solutions 8 have been strategic partners for nearly two years
The CyberTrails and Solutions 8 Partnership
CyberTrails
Professional and Managed Services, Help Desk Services, Cloud Computing, Virtualization, Application Management & Data Center
CyberTrails and Solutions 8 Partnership
Solutions 8
Web development, SEO, Social Media Management, Email Marketing, Content Creation and Video Production
CyberTrails and Solutions 8 Partnership
Partnership Details
CyberTrails and Solutions 8 do joint promotions
Professional Headshot offer
Integrated product offerings (like hosting)
Referral sources
Solutions 8 is CyberTrails’ marketing department providing: content, Web Development, Email, SEO, video, Social Media and Graphic Design
CyberTrails and Solutions 8 Partnership
Email Marketing
Content creation
Video Production
CyberTrails and Solutions 8 Partnership
Search Engine Optimization
CyberTrails and Solutions 8 Partnership
New Website Coming Soon!
CyberTrails and Solutions 8 Partnership
Partnership Benefits
Outsourced marketing is the most cost effective method to get experienced professionals to help brand/market a business, while driving an ROI
Solutions 8 keeps CyberTrails in front of their clients and prospects on regular basis; providing networking opportunities and lead generation while they do what they do best – focus on their clients/projects
CyberTrails → increased visibility and success
Both Solutions 8 and CyberTrails → new opportunities
Partnerships and clients are the best referral source
15 Minute Break
Executive Partnering Panel
• Moderator: Aly Saxe, Founder and Managing Partner, Ubiquity Public Relations • Adam Ross, Cofounder and VP Marketing & Sales, Contatta • Justin Gray, CEO & Chief Marketing Evangelist, LeadMD
THANK YOU FOR ATTENDING
HAPPY HOUR/EXHIBITORS