welcome to spc international’s i.t. solutions and managed...

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Welcome to SPC International’s I.T. Solutions and Managed Services Sales & Marketing and Service Delivery Boot Camp!

Thank you for investing the next 2 days with our team of experts in I.T. Solutions and Managed Services sales and marketing and service delivery process improvement. Our goal is to provide you actionable strategies that will reduce your operational costs, improve your service delivery efficiencies, shorten your sales cycles and increase your revenues and profitability.

We have structured the next 2 days into the following tracks:

• MSPFoundationsSeries • CEO • Sales • ServiceDelivery • Cloud Track

During registration, you selected the most appropriate track for you to participate in. This will be the track that you will remain in for the duration of the Boot Camp – each track is designed for each session to build upon concepts delivered in prior sessions. It is for this reason we do not allow attendees to move from track to track during our Boot Camps- as this would adversely impact your training experience.

Our Boot Camp begins promptly at 7:00am each morning, with Continental Breakfast served at 6:30am in our Sponsor area. We strongly encourage you to engage with our Sponsors during breaks, lunches and evening events, as their products and services help our SPC International Members reduce costs, improve efficiencies and generate new revenue streams. We appreciate their support in helping us deliver our Boot Camps to you.

Please review your Boot Camp Program for all of the information you will need in order to receive maximum value from your attendance.

Should you require any assistance during the Boot Camp, SPC International’s staff will be managing our registration and help desk throughout the Boot Camp’s operational hours. You can also request assistance by sending email to [email protected] or contacting Keyonna Beechum at (888) 423-3157.

Your level of participation and interaction is directly relative to the benefit you will receive during the Boot Camp, so be prepared to engage with our staff and presenters as completely as possible – you will get out of it what you put into it!

P.S. - We are streaming our Boot Camp Live - If you would like others in your organization to participate remotely, have them visit www.spc-intl.com/livebootcamp

Sincerely,Gary Beechum

President and CEOSPC International

Educate, Train, Certify and Lead

SPC International14111 Freeway DriveSanta Fe Springs, CA 90670(855) 772-6778 • www.spc-intl.com

STA

FFInstructors:

Gary Beechum, President and CEOErick Simpson, Vice President and CIOBob Breitman, Cloud InstructorKendra Lee, Sales Instructor

Staff:

Mark Sanders, Director of Online TechnologiesKeyonna Beechum, Community Support ManagerSamantha Jones, HR ManagerIsaac Torres, Community Sales ManagerTanisha Jefferson, Community Sales ManagerAngie Ellis, PSA and RMM SpecialistJef Anderson, Graphics and Multimedia Engineer

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Table Of Contents

Venue InformationSheraton Dallas Forth WorthAirport Hotel4440W.JohnCarpenterFwyIrving, Texas 75063(972) 929-8400

Attendee RequirementsAll attendees: � Be on time for each session� Send questions to [email protected]� Participate in role-play sessions

Quick Schedule CEO OperationsGeneral SessionPresenters

Sales Service Delivery Cloud

For more information regarding these dates and how to register please visit www.spc-intl.com/bootcamps

Copyright © 2013 SPC International, Inc.

2013 Boot Camp Schedule

O c t o b e r 3 r d - 4 t h D a l l a s

D e c e m b e r 5 t h - 6 t h B a l t i m o r e

Expert Panels


http://www.spc-intl.com/mall

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Time Day 26:30 - 6:55a Continental Break fast

7:00 - 7:30aTrain Your Sales Professionals and Sales

Engineers To Close More Sales Faster as a Team-Erick Simpson

7:30 - 8:00aHow To Conduc t An Internal SWOT Analysis And

Develop Your Strategic Business Improvement Plan-Erick Simpson

8:00 - 8:30aConfigure Your PSA Solution for Maximum Ef ficienc y

and Profitability-Erick Simpson

8:30 - 8:40a Break

8:40 - 9:10a The Essence of Ef fec tive CEO Leadership-Gary Beechum

9:10 - 9:40aDeveloping and Implementing an Ef fec tive Solution

Provider Organization Char t with DISC for Proper Placement--Gary Beechum

9:40 - 10:10aCreating Win-Win Sales Compensation Plans and

Hiring Sales Staf f-Gary Beechum

10:10 - 10:20a Break

10:20 - 10:50a Leveraging Social Media for Lead Generation Success-Gary Beechum

10:50 - 11:20a The Basic s of Search Engine Optimization-Gary Beechum

11:20 - 12:00pBuilding a Consistent, Ef fec tive Marketing Strategy on a

Budget to Improve Lead Generation Outcomes-Gary Beechum

12:00 - 1:00p Sponsor Lunch

1:00 - 1:30p Determining Your True Cost of Ser vice Deliver y and Margins--Gary Beechum

1:30 - 2:00p How to Forecast Realistic Annual Gross Sales-Gary Beechum

2:00 - 2:30pUsing Operations, Marketing, Sales and Ser vice Deliver y KPIs

to Manage and Grow Your Business-Gary Beechum

2:30 - 3:00pHow to Use Sur veys Ef fec tively to Increase Client

Satisfac tion and Grow Revenue-Gary Beechum

3:00 - 3:30p Wrap-Up and Q& A

Time Day 16:30 -6:55a Continental Break fast

7:00 - 7:30a SPC International Boot Camp Introduc tion-Erick Simpson

7:30 - 8:00a Kaseya Presentation

8:00 - 8:30a“Using DISC,PTSI, and SSI Prof iles for Hiring

Right and Team Building”-Erick Simpson

8:30 - 8:40a Break

8:40 - 9:10a “How to Make Money in the Cloud ”-Bob Breitman (CloudAny)

9:10 - 9:40a “Partnering With and Managing Vendors and Fulfillment Partners” -Erick Simpson

9:40 - 10:10a“Building Block s to Managed Success is Remote

Management Really Hard?”-ToddHaugland(GFIMax)

10:10 - 10:40a“How to Transition Technology Dependent Customers to

Technology Strategic Clients with Quar terly Business Reviews”-Erick Simpson

10:40 - 10:50a Break

10:50 - 11:20a ThinkGrid Presentation

11:20 - 11:50a“From Beginning to Managed Service Agreement - The 51 Step Mar-

keting and Sales Process”-Erick Simpson

11:50 - 12:20p LeadMagz Presentation

12:20 - 1:20p Sponsor Lunch

1:20 - 2:00p Reseller Panel

2:00 - 2:30p “ The 3 Strategies to Get More Customers”-Kendra Lee (KLA)

2:30- 3:00p“Using the Client Solution Roadmap to Capture

More Revenue from Fewer Clients”-Erick Simpson

3:00 - 3:30p “ The Secrets to Successfully Adding Telecom to Your Por t folio”-Kevin Goodman (Broadview)

3:30 - 3:40p Break

3:40 - 4:10p“ Value Pricing Your Ser vices to Maximize

Recurring Revenues and Margins”-Erick Simpson

4:10 - 4:40p“Modif ying Your Char t of Accounts to Maximize

Financial Per formance Visibilit y ”-Erick Simpson

4:40 - 5:00p Homework, Wrap-Up and Q& A -Erick Simpson

5:00p - 6:00p Sponsor Fair


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Day 1 - Schedule Day 1 - ScheduleTime General Session General Session Time6:30 -6:55a Continental Break fast Continental Break fast 6:30 -6:55a


SPC International Boot Camp Introduc tion-Erick Simpson 7:00 - 7:30a

7:30 - 8:00a Kaseya Presentation Kaseya Presentation 7:30 - 8:00a



“Using DISC,PTSI, and SSI Prof iles for Hiring Right and Team Building”

-Erick Simpson8:00 - 8:30a

8:30 - 8:40a Break Break 8:30 - 8:40a


“How to Make Money in the Cloud ”-Bob Breitman (CloudAny) 8:40 - 9:10a


“Partnering With and Managing Vendors and Fulfillment Partners” -Erick Simpson 9:10 - 9:40a



“Building Block s to Managed Success is RemoteManagement Really Hard?”

-ToddHaugland(GFIMax)9:40 - 10:10a



“How to Transition Technology Dependent Customers to Technology Strategic Clients with Quar terly Business Reviews”


10:40 - 10:50a Break Break 10:40 - 10:50a

10:50 - 11:20a ThinkGrid Presentation ThinkGrid Presentation 10:50 - 11:20a

11:20 - 11:50a “From Beginning to Managed Service Agreement - The 51 Step Marketing and Sales Process”-Erick Simpson

“From Beginning to Managed Service Agreement - The 51 Step Marketing and Sales Process”-Erick Simpson 11:20 - 11:50a

11:50 - 12:20p LeadMagz Presentation LeadMagz Presentation 11:50 - 12:20p

12:20 - 1:20p Sponsor Lunch Sponsor Lunch 12:20 - 1:20p

1:20 - 2:00p Reseller Panel Reseller Panel 1:20 - 2:00p


“ The 3 Strategies to Get More Customers”-Kendra Lee (KLA) 2:00 - 2:30p



“Using the Client Solution Roadmap to Capture More Revenue from Fewer Clients”

-Erick Simpson2:30- 3:00p


“ The Secrets to Successfully Adding Telecom to Your Por t folio”-Kevin Goodman (Broadview) 3:00 - 3:30p

3:30 - 3:40p Break Break 3:30 - 3:40p



“ Value Pricing Your Ser vices to Maximize Recurring Revenues and Margins”

-Erick Simpson3:40 - 4:10p



“Modif ying Your Char t of Accounts to Maximize Financial Per formance Visibilit y ”



Homework, Wrap-Up and Q& A -Erick Simpson 4:40 - 5:00p

5:00p - 6:00p Sponsor Fair Sponsor Fair 5:00p - 6:00p


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Time General Session General Session Time6:30 -6:55a Continental Break fast Continental Break fast 6:30 -6:55a


SPC International Boot Camp Introduc tion-Erick Simpson 7:00 - 7:30a

7:30 - 8:00a Kaseya Presentation Kaseya Presentation 7:30 - 8:00a



“Using DISC,PTSI, and SSI Prof iles for Hiring Right and Team Building”


8:30 - 8:40a Break Break 8:30 - 8:40a


“How to Make Money in the Cloud ”-Bob Breitman (CloudAny) 8:40 - 9:10a


“Partnering With and Managing Vendors and Fulfillment Partners” -Erick Simpson 9:10 - 9:40a



“Building Block s to Managed Success is RemoteManagement Really Hard?”

-ToddHaugland(GFIMax)9:40 - 10:10a



“How to Transition Technology Dependent Customers to Technology Strategic Clients with Quar terly Business Reviews”


10:40 - 10:50a Break Break 10:40 - 10:50a

10:50 - 11:20a ThinkGrid Presentation ThinkGrid Presentation 10:50 - 11:20a

11:20 - 11:50a “From Beginning to Managed Service Agreement - The 51 Step Marketing and Sales Process”-Erick Simpson

“From Beginning to Managed Service Agreement - The 51 Step Marketing and Sales Process”-Erick Simpson 11:20 - 11:50a

11:50 - 12:20p LeadMagz Presentation LeadMagz Presentation 11:50 - 12:20p

12:20 - 1:20p Sponsor Lunch Sponsor Lunch 12:20 - 1:20p

1:20 - 2:00p Reseller Panel Reseller Panel 1:20 - 2:00p


“ The 3 Strategies to Get More Customers”-Kendra Lee (KLA) 2:00 - 2:30p



“Using the Client Solution Roadmap to Capture More Revenue from Fewer Clients”

-Erick Simpson2:30- 3:00p


“ The Secrets to Successfully Adding Telecom to Your Por t folio”-Kevin Goodman (Broadview) 3:00 - 3:30p

3:30 - 3:40p Break Break 3:30 - 3:40p



“ Value Pricing Your Ser vices to Maximize Recurring Revenues and Margins”




“Modif ying Your Char t of Accounts to Maximize Financial Per formance Visibilit y ”



Homework, Wrap-Up and Q& A -Erick Simpson 4:40 - 5:00p

5:00p - 6:00p Sponsor Fair Sponsor Fair 5:00p - 6:00p


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Day 2 - Schedule Day 2 - ScheduleTime CEO Sales 101 Track Service Delivery Track Cloud Track Time

6:30 - 6:55a Continental Break fast 6:30 - 6:55a

7:00 - 7:30a“Train Your Sales Professionals and Sales Engineers To Close More Sales Faster as a Team”

-Erick Simpson

“Train Your Sales Professionals and Sales Engineers To Close More Sales Faster as a Team” -Erick Simpson

7:00 - 7:30a

7:30 - 8:00a “How To Conduc t An Internal SWOT Analysis And Develop Your Strategic Business Improvement Plan”-Erick Simpson

“How To Conduc t An Internal SWOT Analysis And Develop Your Strategic Business Improvement Plan”-Erick Simpson

7:30 - 8:00a

8:00 - 8:30a “Configure Your PSA Solution for Maximum Ef ficienc y and Profitability ”-Erick Simpson

“Configure Your PSA Solution for Maximum Ef ficienc y and Profitability ”-Erick Simpson

8:00 - 8:30a

8:30 - 8:40a Break Break 8:30 - 8:40a


Introducing the NEW Sales Professional SWOT-Kendra Lee

Ser vice Desk and NOC Operations Best Prac tices

-Erick SimpsonWhat Is Cloud and Why Is It So Hot?

-Bob Breitman

8:40 - 9:10a

9:10 - 9:40aDeveloping and Implementing an Ef fec tive Solution Pro-vider Organization Char t with DISC for Proper Placement-

-Gary Beechum

Sales Professional Needs Analysis and Warm-Up Role Play-Kendra Lee

Incident Management Best Prac tices-Erick Simpson

9:10 - 9:40a

9:40 - 10:10aCreating Win-Win Sales Compensation Plans and Hiring

Sales Staf f-Gary Beechum

Using Ver tical Line of Business Applications to Find Business Pain and Resolutions

-Kendra Lee

People Skill Secrets of Best In Class Service Desks-Erick Simpson

Are Your Customers Ready for Cloud?-Bob Breitman

9:40 - 10:10a

10:10 - 10:20a Break Break 10:10 - 10:20a


Sales Professional Needs Analysis, Consultative Role Play-Kendra Lee

Onsite Ser vice Deliver y Best Prac tices-Erick Simpson

Are You Ready for Cloud?-Drew Sanford

10:20 - 10:50a

10:50 - 11:20a The Basics of Search Engine Optimization-Gary Beechum

Ser vice Dispatch Best Prac tices-Erick Simpson

Getting Star ted with Cloud-Drew Sanford

10:50 - 11:20a



Building Cloud and Hybrid CloudVendor Par tner Relationships

-Kendra Lee

Sales Engineering Best Prac tices-Erick Simpson

Making Money with Cloud-Bob Breitman 11:20 - 12:00p

12:00 - 1:00p Lunch Lunch 12:00 - 1:00p


Creating and Presenting a Value-Based Proprosal-Kendra Lee

Projec t Management Best Prac tices-Erick Simpson

Marketing and Selling Cloud withCloud Sales Role Play

-Bob Breitman

1:00 - 1:30p


Sales Professional Proposal Presentation Role Play-Kendra Lee

Integrating and Managing a 3rd Party Service Desk-Erick Simpson

1:30 - 2:00p

2:00 - 2:30pUsing Operations, Marketing, Sales and Ser vice Deliver y

KPIs to Manage and Grow Your Business-Gary Beechum

Sales Professional Consultative Closing Techniques-Kendra Lee

Running Your IT Ser vice Deliver y Business by the Numbers-Erick Simpson

Mobile Device Management (MDM) and BringYour Own Device (BYOD)

-Drew Sanford2:00 - 2:30p



Sales Professional Prospec ting Strategies-Kendra Lee

On-Boarding New Managed Ser vices Clients-Erick Simpson

General Q&A and CloudAny Demo-Drew Sanford 2:30 - 3:00p

3:00 - 3:30p Wrap-Up and Q&A Wrap-Up and Q&A 3:00 - 3:30p


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LEDay 2 - Schedule Day 2 - Schedule

Time CEO Sales 101 Track Service Delivery Track Cloud Track Time6:30 - 6:55a Continental Break fast 6:30 - 6:55a

7:00 - 7:30a“Train Your Sales Professionals and Sales Engineers To Close More Sales Faster as a Team”

-Erick Simpson

“Train Your Sales Professionals and Sales Engineers To Close More Sales Faster as a Team” -Erick Simpson

7:00 - 7:30a

7:30 - 8:00a “How To Conduc t An Internal SWOT Analysis And Develop Your Strategic Business Improvement Plan”-Erick Simpson

“How To Conduc t An Internal SWOT Analysis And Develop Your Strategic Business Improvement Plan”-Erick Simpson

7:30 - 8:00a

8:00 - 8:30a “Configure Your PSA Solution for Maximum Ef ficienc y and Profitability ”-Erick Simpson

“Configure Your PSA Solution for Maximum Ef ficienc y and Profitability ”-Erick Simpson

8:00 - 8:30a

8:30 - 8:40a Break Break 8:30 - 8:40a


Introducing the NEW Sales Professional SWOT-Kendra Lee

Ser vice Desk and NOC Operations Best Prac tices

-Erick SimpsonWhat Is Cloud and Why Is It So Hot?

-Bob Breitman

8:40 - 9:10a

9:10 - 9:40aDeveloping and Implementing an Ef fec tive Solution Pro-vider Organization Char t with DISC for Proper Placement-

-Gary Beechum

Sales Professional Needs Analysis and Warm-Up Role Play-Kendra Lee

Incident Management Best Prac tices-Erick Simpson

9:10 - 9:40a

9:40 - 10:10aCreating Win-Win Sales Compensation Plans and Hiring

Sales Staf f-Gary Beechum

Using Ver tical Line of Business Applications to Find Business Pain and Resolutions

-Kendra Lee

People Skill Secrets of Best In Class Service Desks-Erick Simpson

Are Your Customers Ready for Cloud?-Bob Breitman

9:40 - 10:10a

10:10 - 10:20a Break Break 10:10 - 10:20a


Sales Professional Needs Analysis, Consultative Role Play-Kendra Lee

Onsite Ser vice Deliver y Best Prac tices-Erick Simpson

Are You Ready for Cloud?-Drew Sanford

10:20 - 10:50a

10:50 - 11:20a The Basics of Search Engine Optimization-Gary Beechum

Ser vice Dispatch Best Prac tices-Erick Simpson

Getting Star ted with Cloud-Drew Sanford

10:50 - 11:20a



Building Cloud and Hybrid CloudVendor Par tner Relationships

-Kendra Lee

Sales Engineering Best Prac tices-Erick Simpson

Making Money with Cloud-Bob Breitman 11:20 - 12:00p

12:00 - 1:00p Lunch Lunch 12:00 - 1:00p


Creating and Presenting a Value-Based Proprosal-Kendra Lee

Projec t Management Best Prac tices-Erick Simpson

Marketing and Selling Cloud withCloud Sales Role Play

-Bob Breitman

1:00 - 1:30p


Sales Professional Proposal Presentation Role Play-Kendra Lee

Integrating and Managing a 3rd Party Service Desk-Erick Simpson

1:30 - 2:00p

2:00 - 2:30pUsing Operations, Marketing, Sales and Ser vice Deliver y

KPIs to Manage and Grow Your Business-Gary Beechum

Sales Professional Consultative Closing Techniques-Kendra Lee

Running Your IT Ser vice Deliver y Business by the Numbers-Erick Simpson

Mobile Device Management (MDM) and BringYour Own Device (BYOD)

-Drew Sanford2:00 - 2:30p



Sales Professional Prospec ting Strategies-Kendra Lee

On-Boarding New Managed Ser vices Clients-Erick Simpson

General Q&A and CloudAny Demo-Drew Sanford 2:30 - 3:00p

3:00 - 3:30p Wrap-Up and Q&A Wrap-Up and Q&A 3:00 - 3:30p


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S Gary BeechumPresident & CEOSPC International

A recognized IT and Managed Services CEO and Operations and Sales expert, Gary began his career of over 20 years in the sales and marketing industry, and applied this experience to help transform a professional IT services organization into one of the first “pure-play” MSPs in the SMB space in 2005. Developing a value priced sales methodology for an “all you can eat” Managed Services approach focused on 3 core deliverables – remote help desk, proactive network monitoring, and pioneering a vendor management deliverable, the MSP practice was acquired in 2007, creating the opportunity for Gary and his team to launch SPC International. SPC International is the largest online business improvement and transformation resource for IT solution providers that wish to increase their efficiencies, effectiveness and net profits.

Erick Simpson Vice President & CIO SPC InternationalMCP, SBSC

A recognized IT and Managed Services author, speaker, trainer and DISC certified behavioral specialist, Erick has over 20 years in Enterprise, Mid and SMB IT experience and is a frequent contributor to numerous industry publications and events. Erick has authored “The Guide to a Successful Managed Services Practice”, the definitive book on Managed Services, and the follow-ups in SPC International’s IT Business Improvement Series “The Best I.T. Sales & Marketing BOOK EVER!”, “The Best I.T. Service Delivery BOOK EVER!” and “The Best NOC and Service Desk Operations BOOK EVER!”. Erick’s prior experience includes overseeing the design, development and implementation of Enterprise-level HelpDesksandCallCentersforFortune1000organizations.SPCInternationalisthelargestonlinebusinessimprovementandtransformationresource for IT solution providers that wish to increase their efficiencies, effectiveness and net profits.

Kendra LeePresidentKLA Group, www.klagroup.com

Kendra Lee is a prospecting prodigy and virtual sales magnet who helps mid-market companies break through tough sales and prospecting barriers. Named one of the Top 50 Sales & Marketing Influencers by Top Sales World, Top 25 Influential Leaders in Sales by OpenView Lab, and FacultyChairinProspectingandLeadGenerationforthehighlyrespectedSalesTrainingInstitute,sheisauthorofthenewlyreleasedbook,The Sales Magnet and the award-winning book, Selling Against the Goal. Ms. Lee is a popular speaker on selling into mid-market companies, with special expertise in the IT industry. She speaks at international sales, and learning and development events, such as Sales Association, Social Media Today, Sales & Marketing Management, Training, ISPI, ASTD, and numerous channel events, including the Microsoft Worldwide Partner Conference, ConnectWise Partner Summit, CompTIA Breakaway, HTG Summit, and many more.

Todd HauglandSales EngineerGFIMax,www.gfimax.com

A 20 year industry veteran, Todd Haugland has served as a consultant, client, administrator and now vendor for IT in the SMB market space.ToddcurrentlyservesasSalesEngineerandTechnicalTrainingConsultforGFIMAXSoftware.ImmediatelypriortocomingtoGFIMAXfouryearsago,heworkedwithalocalGoldPartnerprovidingITsolutionstosmallbusinesses.Thisuniqueperspectivehasallowedhim to be an effective trainer, communicator, and advocate for anyone trying to make the most of their IT budget.

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SKevin GoodmanDirector of Channel Marketing and Strategic Development Broadview Network, www.broadviewnet.com

Kevin is responsible for all aspects of Broadview’s channel strategy, including marketing, product roll out, contracts, sales support, training, partner portal, partner management and development. He is also part of the Broadview Partner Advisory Board, which seeks inputs and advice from top channel partners on all aspects of Broadvi ew’s channel business. Mr. Goodman formerly served in management positions overseeing product, and online marketing at InfoHighway Communications, a predecessor company to Broadview.

Bob BreitmanPresident/CEOCloudAny, www.CloudAny.com

Bob has over 30 years’ experience in the IT industry and previously served as CIO of a $3.5 billion company where he was “paid to be paranoid.” In 2006 Bob created A Better Outlook, the largest Microsoft Exchange and SharePoint hosting provider based in the US Midwest. Bob has appeared several times on MSPtv as a Cloud Expert, on a podcast with Karl Palachuk, and was featured in the January 2012 issue of ChannelPro magazine.

Gio SanguillyPresidentLeadMagz, www.leadmagz.com

MyexperienceismainlyintheI.T.Channel.ForthepastdecadeIhavebeenservicingthechannelgloballybyprovidingbusinessconsultingandtraining. I have also had the opportunity to hold leadership positions in Marketing, Sales, and Strategic Alliances. Some of my responsibilities include: Building call centers and managing large nation wide sales teams. Writing I.T. marketing and sales best practice guides. Executing international business development and consultation. Developing go-to marketing strategies with fortune 500 organizations, International Public speaking, creating video advertisements and developing and distributing digital magazines and publications.

Aside from all that I enjoy working with dogs, boxing, and exercising. I feel lucky to have developed such great relationships with thousands of business professionals that have such a positive effect in the channel and the SMB community. Thanks goes out to all of you that help make a difference.

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Gary BeechumPresident & CeOsPC internatiOnal

erick SimpSonViCe President & CiOsPC internatiOnal

mark SanderSdireCtOr Of Online teChnOlOgies

sPC internatiOnal

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BoB BreitmanPresident/CeOClOudany

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N Boot Camp Introductions

CEO Gary Beechum kicks off this intense 2-day event with introductions of key staff, business partners supporting the event, and a breakdown of what will be covered over the next 2 days including nightly attendee homework and expectations.

During this session, the required reading for “The Guide to a Successful Managed Services Practice,” “The Best I.T. Sales and Marketing BOOK EVER!,” “The Best I.T. Service Delivery BOOK EVER!,” and “The Best NOC and Service Desk Operations BOOK EVER!” will be discussed, and average test scores will be shared. Also discussed are The Sales Strategy Index and the average profile scores of the attendees as a group.

Connecting the Dots: Solutions, Vendors, Activities and Metrics to Maximize Marketing Results

This session focuses on teaching attendees how to identify and forecast the amount of revenue that can be gained from their existing clients through a systematic process of marketing existing and new solutions to them and through transitioning them to a Managed Services delivery model. In addition, selling integrated T1’s by illustrating cost savings resulting from an ROI analysis of a prospect’s existing phone and broadband bills will be covered, providing an example of partnering with an external resource to deliver additional annuity-based solutions to clients as a Trusted Advisor.

Using DISC, PTSI, and SSI Profiles for Hiring Right and Team Building

This session focuses on using DISC, PTSI and SSI profiles to successfully hire I.T. and Managed Services administrative, technical and sales staff. Team-building as an organization will also be covered, as well as how to offer DISC solutions to your clients as their Trusted Advisor and earn additional annuity-based revenue.

Tools used during this session: � DISC Behavioral Profile

Using Pay-per-click, SEO and Blogs to Accelerate Lead Generation Outcomes

This session focuses on designing and implementing a branded corporate website. One of the most important and effective tools used in creating a solid corporate image is a branded corporate website. In this session, attendees will view samples of successful corporate websites, SEO tricks and techniques, and best practices for website management. This Session also focuses on the basics of SEO (Search Engine Optimization). A corporate website’s ranking significantly enhances daily website traffic. In fact, SEO can make the content of your web pages more relevant, more attractive, and more easily read by search engines. In this session, attendees will learn the foundations of SEO and how to implement it to increase website visibility, including keyword discovery. Also, Establishing a fresh and updated online marketing presence aids in producing a solid brand image perception. Attendees will experience a step-by-step walk through of setting up and using social media vehiclessuchasFacebook,Twitter,LinkedIn,andYouTube.

From Beginning to Managed Service Agreement - The 51 Step Marketing and Sales Process

This session focuses on an in-depth 51-step marketing, sales, and closing process from initial outbound direct mail and telemarketing effort to appointment-setting, networkanalysis,proposalcreation,3-appointmentpresentation,close,follow-up,on-boarding,andclientappreciation.Followingthisstep-by-stepprocess,youwillclose more business and shorten your sales cycles by communicating as a true sales professional and Trusted Advisor.

Traits of Effective Leaders and Self-Assessment and Improvement Techniques

This session focuses on your organization’s culture and its people. Since your greatest asset is your people, in order to achieve your business goals, you must create a culture where your employees can grow and thrive. Concepts include key employee traits to look for during the hiring and ongoing management process, training, rewards, execution, accountability and discipline where warranted. Attendees to this session will take away an accurate perspective of what it takes to create a win-win relationship with your people that drives the organization forward in a positive way.


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Value Pricing Managed Services to Maximize Recurring Revenues and Margins

This session focuses on the most popular Managed Services Pricing strategies used by MSPs for their Managed Services deliverables, and the pros and cons of each. The discussion highlights the differences between Per Device, Per User, Per Service and Value Pricing, and how each affects profitability, client perception and commoditization. Also covered are the benefits that Value Pricing has in promoting the consultative, Trusted Advisor role critical to maximizing client relationships and delivering solutions deep into client environments.

How to Transition Your Break-Fix Business to Managed Services and the Cloud

This session reveals how to use Profitability Matrix to forecast potential revenue when transitioning clients to the Managed Services delivery model, allowing you to predict growth and an ever-increasing annuity revenue stream.

Sales Person and Technician vs. Sales Professional and Sales Engineer

This session focuses on understanding an IT Solution or Managed Services Provider’s sales engineering role during the sales process. Too often Sales Professionals and Sales Engineers actually impede the sales process and slow sales velocity due to a lack of understanding of the role each must play properly during the sales process. Topics include ownership of the sales process and sales meetings, preparation, who should say what when, what to say, what not to say and how not to say it, when to take a sales engineer to a sales meeting and when to leave them behind, and more.

Traits of Effective Leaders and Self-Assessment and Improvement Techniques

This session focuses on your organization’s culture and its people. Since your greatest asset is your people, in order to achieve your business goals, you must create a culture where your employees can grow and thrive. Concepts include key employee traits to look for during the hiring and ongoing management process, training, rewards, execution, accountability and discipline where warranted. Attendees to this session will take away an accurate perspective of what it takes to create a win-win relationship with your people that drives the organization forward in a positive way.

Sales Person and Technician vs. Sales Professional and Sales Engineer


Effectively On-Board New Clients Through Process and Checklists to Increase Efficiencies and Client Satisfaction

This session focuses on developing and implementing an effective, efficient on-boarding process for new managed services clients. Once the decision has been made to begin service delivery for a new client, the service provider must execute an effective, efficient on-boarding process in order to meet client and end user expectations and facilitate future service. A poorly designed and executed on-boarding process will quickly erode client and end user confidence and satisfaction and increase service delivery difficulty and cost for the service provider. No matter how you slice it, this is not the way to begin a new client relationship. A successful on-boarding process begins before the decision is made to deliver services to the client.

Using SPC International’s Business Training Platform to Train and Monitor Your Entire Organization

This session focuses on the importance of developing and implementing Key Performance Indicators and a simple dashboard to provide visibility of the performance of each and every key business unit in your organization – operations, marketing, sales and service delivery. Topics include what to measure and how to maintain accountability of your teams in executing the tactical activities necessary to meet their KPIs. SCPC International’s KPI Dashboards are utilized in example scenarios to illustrate key concepts during this session.


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How to Forecast Realistic Annual Gross SalesThis session focuses on identifying the untapped potential of sales opportunities that are contained within your existing client base through the creation of a Client Solution Roadmap, and how to partner with other fulfillment partners to realize these additional opportunities to grow your Managed Services and IT Solutions revenues.

Creating Win-Win Sales Compensation Plans and Hiring Sales Staff

This session focuses on a detailed sales compensation plan that motivates Sales Professionals to get in front of more prospects and close business through an incentive strategy that rewards success. Also revealed are the fundamentals for creating a hiring and training strategy to ensure consistent performance.

Growing Your Brand and Business Through Online Marketing

This session reveals the secrets to a successful online social media effort. Establishing a fresh and updated online marketing presence aids in producing a solid brand imageperception.Attendeeswillexperienceastep-by-stepwalkthroughofsettingupandusingsocialmediavehiclessuchasFacebook,Twitter,LinkedIn,andYouTube.

Determining the True Cost of Service Delivery and Margins

This session reveals how a best-in-class MSP Practice determines their total cost of service delivery, establishes and maintains their desired gross margin for services across any combination of service delivery activities and labor rates.

Using Operations, Marketing, Sales and Service Delivery KPI’s to Manage and Grow Your Business

This session focuses on the importance of developing and implementing Key Performance Indicators and a simple dashboard to provide visibility of the performance of each and every key business unit in your organization – operations, marketing, sales and service delivery. Topics include what to measure and how to maintain accountability of your teams in executing the tactical activities necessary to meet their KPIs. SPC International’s KPI Dashboards are utilized in example scenarios to illustrate key concepts during this session.

What CEO’s need to know and do when transitioning from MSP to CSP ModelConvertingfromBreak-FixtoMSPmodelitselfwasabigtransitionformostMSP’s.GoingfromMSPtoapurecloudmodelcreatesuniquechallengesfortheCEO.Youwill learn how and why an MSP choose strategically to become a cloud service provider and his experiences in the process.

Sales Professional vs Sales Person


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SThis session focuses on the mindset, activities, execution and accountability that distinguish a Sales Professional from a Sales Person. Concepts include preparation, training, organization, process, follow-up, cost, profitability and expectations. Attendees to this session will take away a new perspective on their sales teams’ efforts and understand why their outcomes are what they are.

Choosing and Partnering with the Right PSA Solution

There is simply no way for a service organization to directly deliver and manage all of the IT solutions, products and services that their clients need. This session focuses on identifying the most highly-requested solutions and services that prospects and clients are asking for, and selecting vendors and fulfillment partners to help sell, implement and manage these solutions. Included are tips on managing the entire process from start to finish. Topics include vendor agreements, NDAs and non-competes, maintaining the primary position with the client and the vendor/fulfillment partner, and how to replace a vendor/fulfillment partner mid-stream without negatively affecting your client relationships.


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NS Boot Camp CEO Track

Attendees to our Boot Camp CEO track receive prescriptive, actionable instruction covering the most important areas in successfully managing and growing their IT and Managed Services practice. Participants discover the best techniques and tools to use during the hiring process to hire the right staff for the right positions the first time, and implement an effective incentive and compensation plan to motivate teams to increase performance and reduce staff attrition. Attendees learn to implement our exclusive 51 step process to manage the marketing, sales and on-boarding processes to increase sales velocity and shorten sales cycles for higher-value opportunities. Participants experience valuable instruction focused on growing their IT practices through prescriptive guidance on leadership, financial acumen, talent management, organizational structure, marketing, sales, service delivery and vendor relationship building.

• Find out how to structure your organization for successful growth and efficient operations

• Identify Key Performance Indicators and work with your company’s P&L to measure and improve your performance and profitability

• Discover how to use DISC, PIAV and SSI Behavioral profiles for hiring right the first time and team-building

• Review effective hiring processes for sales and technical staff for IT solutions and Managed Services sales and delivery success

• Learn a 51 step marketing, sales and on-boarding process to supercharge sales success

• Receive sales engineering and project management best practices instruction to reduce losses due to poor discovery and scoping and eliminate scope creep to increase project profitability

• Discover our proprietary 3-appointment sales closing methodology to sell on value and compel your prospects to do business with you

This Track is recommended for: CEOs and Business Owners


http://www.spc-intl.com/rmmpsaservice

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S Introducing NEW Sales Professional SWOT

This session focuses on identifying the proper mindset and key considerations required for sales professionals when engaging new prospects as well as existing clients. The proper sales attitude will help maintain your sales professionals’ focus and effectiveness during every phase of the sales process, whereas the wrong attitude will negatively impact sales.

Sales Professional Needs Analysis and Warm-Up Role Play

This session focuses on one of the most important steps in any sales process - warming up the prospect. If your prospect is not warmed up properly, you will fail to make an important connection with them, without which you will have difficulty closing. Attendees will learn how to accomplish this critical process successfully during this session through instructor-led training and facilitated role-playing, helping to shorten sales cycles through proper warm-up techniques.

Using Verticals Line of Business Applications to Find Business Pain and Resolutions Why is it important to know your target market? Research has shown that managed service providers who focus on specific industries and service offerings have higher revenues, shorter sales cycles and win more business. What vertical markets or offerings does your MSP work in? This session helps you understand effective strategies to identify and work in specific industries and markets, allowing your MSP to become the top IT firm in your chosen niches.

Sales Professional Value Pricing Solutions PresentationThis session builds upon the concepts reviewed by attendees during the previous night’s homework assignments. It covers the most popular pricing strategies used by MSPs for their Managed Services deliverables, and the pros and cons of each pricing model. This discussion highlights the differences between Per Device, Per User, Per Service and Value Pricing, and how each affects profitability, client perception and commoditization. Also covered is the benefit of Value Pricing in maximizing service profits and promoting the consultative, Trusted Advisor role critical to developing deep client relationships, and a demonstration of the proper utilization of the MSP University Managed Services Pricing/ROI calculator.

Sales Professional Proposal Presentation Role Play

This session focuses on effective prospecting and preparation techniques used prior to qualifying your prospects. Concepts coveredinclude identifying your target prospect, the lead filtering process and effective techniques to gather important information aboutyourprospectspriortomeetingwiththem.Failuretoproperlyprospectandprepareforyoursalesengagementswillseverelyhamper the sales process.

Building Cloud and Hybrid Cloud Vendor Partner Relationships

There is simply no way for a service organization to directly deliver and manage all of the IT solutions, products and services that their clients need. This session focuses on identifying the most highly-requested solutions and services that prospects and clients are asking for, and selecting vendors and fulfillment partners to help sell, implement and manage these solutions. Included are tips on managing the entire process from start to finish. Topics include vendor agreements, NDAs and non-competes, maintaining the primary position with the client and the vendor/fulfillment partner, and how to replace a vendor/fulfillment partner mid-stream without negatively affecting your client relationships.


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Boot Camp Sales Track Attendees to SPC International’s Boot Camp Sales track receive prescriptive, actionable instruction covering the most important areas for successfully closing IT solutions and Managed Services sales opportunities. Participants learn key sales and closing concepts through direct instruction, multimedia training and heavy role-play and employ our specialized forms, tools and PowerPoint presentations to learn and practice SPC International’s proprietary 3-appointment sales closing methodology. Our effective sales processes train attendees to sell on value; resulting in higher profits, and integrate the fundamental 7 step sales process with Question Based Selling™ techniques to properly identify pain, alternatives and solutions in the correct order to compel their prospects to do business with them.

• Learn each step of the 7 step process for closing sales and how to execute each step successfully during each of 3 key appointments with prospects

• Discover the proper way to conduct a client needs analysis that reveals you as the expert

• Find out the key talking points and strategic answers to every possible objection to keep the sales process progressing forward towards the inevitable close

• Uncover strategic details of developing and delivering the Proposal, ROI Analysis, and Service Agreement - including utilizing our business-winning PowerPoint presentation

• Perfect client presentations during role playing sessions with our experts and your peers • Empower yourself to accelerate sales cycles and close higher-value opportunities

This Track is recommended for: Sales Managers, Sales Professionals and Account Managers


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ERY Service Desk and NOC Operations Best Practices

This session focuses on the function of the NOC and Service Desk and its role in the service delivery process. Topics include effective design, tools and technology requirements, roles and responsibilities of staff, staff day-to-day procedures, telephone and email communication standards, SLA guidelines, and client on-boarding best practices.

Incident Management Best Practices

This session focuses on successful incident and problem management, escalation, and remediation best practices. It discusses a step-by-step problem identification, documentation, assignment, escalation, communication, and remediation process for effective, efficient service delivery.

Service Dispatch Best Practices

This session focuses on one of the most critical activities for service delivery profitability - the dispatch function. Proper management and scheduling of billable resources will increase utilization, profitability, and client satisfaction. Attendees will learn best practices for proactive remote maintenance support, reactive and scheduled onsite services, dispatch management of technical resources, and effective communication techniques between all affected parties to maintain SLAs and client satisfaction.

Running Your IT Service Delivery Business by the NumbersThis session will reveal how to determine your total cost of service delivery and desired gross margin for services. The first step is identifying your total cost of service delivery. The next step is determining your desired gross margin. These are the keys to pricing profitability. Real-world best-in-class performance data will also be shared during this important session.

Sales Engineering Best Practices

This session focuses on revealing the importance of the Sales Engineer in the pre and post-sales process. Discussion topics will include best practices for sales engineering to minimize costly mistakes and improve overall profitability and effective I.T. solution and infrastructure upgrade proposal creation.

� Role during pre and post-sales � Value to the organization � Sales engineering process � Understanding needs

Project Management Best Practices

This session focuses on revealing the importance of the Project Manager in the pre and post-sales process. Discussion topics will include best practices for project management to minimize costly mistakes and improve overall profitability.

Project Manager: � Role during pre and post-sales � Value to the organization � Project management process � Understanding requirements � Evaluating timelines and schedules � Developing project plans � Managing project implementation


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YPeople Skills Secrets of Best in Class Service Desks

Effective Communication Management is critical in maintaining internal efficiencies and evaluating and improving client satisfaction – especially for the Service Desk. Learn how to increase customer satisfaction through verbal, nonverbal and written communications, and what to say, what not to say and how not to say it during service delivery to reduce risk and avoid misunderstandings with your clients.

Integrating and Managing a 3rd Party Service Desk

This session focuses on how to identify, partner with, manage and integrate a 3rd-party provider’s Service Desk into your deliverables. Topics covered include integration with your processes, alerting, escalating, and managing incidents, as well as on-boarding your clients and managing all relationships successfully to improve profitability and client satisfaction.

Using Service Delivery KPI Dashboard App to Managed Marketing Goals

This session focuses on the importance of developing and implementing Key Performance Indicators and a simple dashboard to provide visibility of the performance of each and every key business unit in your organization – service delivery. Topics include what to measure and how to maintain accountability of your teams in executing the tactical activities necessary to meet their KPIs. SPC International’s KPI Dashboards are utilized in example scenarios to illustrate key concepts during this session.


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ERY Boot Camp Service Delivery Track

Attendees to SPC International’s Boot Camp Service Delivery track learn to apply standardized, best practices-based sales engineering, project and incident management processes and procedures to immediately increase their efficiencies and client satisfaction – improving net profitability and increasing sales opportunities. Professional Services Automation, Remote Monitoring and Management and Remote Control tool requirements, functionality and integration are covered in detail, as well as best practices for SLA management and service request prioritization, escalation and management. Participants also discover how to evaluate and partner with outsourced NOC and Service Desk providers successfully to scale their services cost-effectively and how to properly on-board new clients for effective Managed Services delivery.

• Learn standardized, best practices-based sale engineering, project and incident management processes and procedures to immediately increase your efficiencies along and client satisfaction

• Discover a step-by-step ITIL-based incident and problem management process to standardize on and ensure your staff delivers services efficiently and effectively

• Participate in an overview of Professional Services Automation, Remote Monitoring and Management and Remote Control tool requirements, functionality and interaction to maximize your resources and scale your services profitably • Dive deep into best practices for SLA management and service request prioritization, escalation and management to increase your effectiveness and client satisfaction • Discover the pros and cons of utilizing 3rd-party service desks and how to manage and integrate them successfully into your service delivery offering

• Identify the service delivery business unit’s key performance indicators and how to report on and improve them

This Track is recommended for:

Technical Managers, Project Managers, Sales Engineers, Professional Services, NOC and Service Desk Personnel

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http://www.kaseya.com/demo

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“Cloud computing signals an evolution of business that is no less influential than e-business”, according to Gartner Research, who also asserts that “the very confusion and contradiction that surrounds the term “Cloud computing” signifies its very real potential to change the status quo in the IT market”.

DoyouunderstandthedefinitionofCloudcomputing?Formany,theanswerscanbemind-bogglingandtosome,evenoverwhelming.Thissessionexploresseveraldefinitions as well as various components of Cloud computing. You will learn a common language and framework from which to work while exploring Cloud solutions with your customers. As well, we will create a working definition of the Cloud from the perspective of Channel Providers as your role will be to most effectively match customer needs for specific business outcomes by recommending appropriate Cloud solution technology components.

Are your customers ready for Cloud?The Cloud is not right or appropriate for every situation or customer. How can you recognize Cloud opportunities so that you spend your time pursuing opportunities that are likely to close? How will you know if your customers are ready for the cloud?

Are you ready for Cloud?Even if you find customers that are ready for the Cloud, are you and your company ready to service them? What technical and organizational changes must you consider in order to profitably sell and support Cloud solutions?

Getting Started with CloudWhere can you turn to learn about effectively building your cloud business? There are many Cloud Service Providers in the market. How will you select the right one with which to partner? Or should you pursue the Cloud on your own?

Making money with CloudYou have decided that you want to pursue the Cloud as part of your business model. So how are you going to actually make money? There will definitely be a shift in whereyoumakemoneyashardwareandsoftwarewillshiftfromCAPEXtoOPEX.Thereisanansweranditmayrequireachangeinthewayyouinteractwithyourcustomers.

Marketing and Selling Cloud with Cloud Sales Role PlayMarketing and selling Cloud is being more consultative and educational than most IT service providers have ever been before. Because of the uncertainty and confusion over Cloud you will have to deal with more questions and objections. We will role play several sales opportunities.

Mobile Device Management (MDM) and Bring Your Own Device (BYOD)What are MDM, BYOD, and COPE? Why has this become such a hot topic and why now? There are many complex issues around these topics and we will highlight these issues along with some recommendations in this unsettled area.


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General Q&A and CloudAny® Demo This is your opportunity to ask questions and to get a demo of the CloudAny® solution. CloudAny offers Business Computing as a ServiceSM (BCaaS) – a complete business environment including desktops, servers, applications, eMail, collaboration, communication, and security as an integrated service. This white-label solution is sold only through the reseller channel and our resellers are making 30+ percent margins.


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K Boot Camp Cloud TrackAttendees to SPC International’s Boot Camp Cloud IT track experienced never-before delivered Cloud IT education and training to help them understand everything they need to know to determine if it makes sense for them to enter the Cloud IT vertical, evaluate their current Cloud IT Practice’s readiness to be successful in this market and access follow-on resources and education to keep them apprised of changes in this fast-moving opportunity.

Participants to build an effective Cloud IT Practice by leveraging the information necessary to succeed as a Cloud Integrator and Hybrid Cloud Specialist experienced in Cloud technologies and solutions for qualified prospects and clients. Experience a structured Cloud IT training track covering business, technical and go to market sessions including:

• Cloud Computing - The Macro View

• Creating a Competitive Advantage as a Cloud Integrator

• Cloud Deployment Models

• Choosing a Cloud Platform

• Delivering Virtual Desktops from the Cloud

• Cloud Technical How To - The Secret Sauce

• Hybrid Cloud and Onsite Considerations

• Pricing & Profits from your Cloud Integration Practice

• Sales & Marketing for the Cloud Integrator

• Transitioning your MSP Services and Clients to the Cloud

• Creating your Cloud Integrator Business Plan

This Track is recommended for: CEOs, Business Owners and Cloud I.T. Practice Managers

Learn about CloudAny® and how to deploy effective (and profitable) cloud solutions for your clients.

Schedule a 1-on-1 call with our President and Thought Leader, a nationally recognized Cloud Expert, Bob Breitman. (use the URL below or call 855.59.CLOUD)

Lead your clients to the cloud with Business Computing as a ServiceSM

With CloudAny® as Your Partner... Deploy Your Own Brand, NOW Offer an Integrated, Robust Cloud Solution Leverage our Sales, Marketing, and

Technology Expertise Onboard Clients Rapidly with

Self-provisioning Technology Generate 30+ Percent Margins

http://www.CloudAny.com/SPC-1on1

“ It is not the strongest of the species that survives, nor the most intelligent that survives. It is the one that is the most adaptable to change.

— Charles Darwin

YOUR CLIENTS ARE BEING TARGETED FOR CLOUD SOLUTIONS BY YOUR COMPETITION


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Learn from our panel of distinguishedcloud experts!

Thinking about the Cloud, but worried that it will destroy your current revenue?

Concerned your customers are going to buy direct and you’ll be cut out?

Having trouble developing a value proposition when you don’t “install” anything?

Then this panel session is for you…SPC International has assembled a panel of Cloud Experts to share their experience and knowledge with you in an open, engaging panel covering:

�Why is Cloud Computing so hot? � What is Cloud Computing?

� Why are Customers moving to the Cloud? � What Cloud Solutions are in demand?

� How are Cloud Solutions deployed? � How are Cloud Solutions maintained?

� How to get started with the Cloud � and more!

SPC International Cloud Expert Panel

Learn about CloudAny® and how to deploy effective (and profitable) cloud solutions for your clients.

Schedule a 1-on-1 call with our President and Thought Leader, a nationally recognized Cloud Expert, Bob Breitman. (use the URL below or call 855.59.CLOUD)

Lead your clients to the cloud with Business Computing as a ServiceSM

With CloudAny® as Your Partner... Deploy Your Own Brand, NOW Offer an Integrated, Robust Cloud Solution Leverage our Sales, Marketing, and

Technology Expertise Onboard Clients Rapidly with

Self-provisioning Technology Generate 30+ Percent Margins

http://www.CloudAny.com/SPC-1on1

“ It is not the strongest of the species that survives, nor the most intelligent that survives. It is the one that is the most adaptable to change.

— Charles Darwin

YOUR CLIENTS ARE BEING TARGETED FOR CLOUD SOLUTIONS BY YOUR COMPETITION

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http://www.cloudany.com/spc-1on1

http://www.spc-intl.com/rmmpsaservice

Run full IT assessments with no agents and no installs. Then use our tools toproduce comprehensive, customized branded reports.

Win new clients. Create new offerings. Deliver better service. Order at the Bootcamp and save a bundle. For more info, visit our web site or call 678-323-1300 ext. 2.

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• Versatile licensing: The program offers exclusive service provider SKUs that include both perpetual and rental licenses to accommodate capex or opex constraints, technical support, and a service provider license agreement.

• No hassles: You can join through an online application. There are no fees or qualification costs.

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Award-winning virtualization management and data protectionOver the last 4 years, Veeam has won more than 40 major industry awards, including:

• InfoWorld 2013 Technology of the Year awards: Veeam Backup & Replication is the only backup solution honored by InfoWorld

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• Best of VMworld awards: Veeam has won more VMworld awards than any other vendor (8) and is the only 2-time winner of the award for New Technology

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