ChannelPro SMB Forum 2015: New York/New Jersey Metro

Nov 2nd, 2015 to Nov 3rd, 2015

Renaissance Woodbridge Hotel

515 US Highway 1 South

Iselin, NJ 08830

Phone:

(732) 634-3600

Fax:

(732) 634-0258

The New York/New Jersey Metro ChannelPro SMB Forum will be a full-day live event and feature presentations from some of the top SMB resellers and managed service providers in the country, sharing their insights on the hottest tech solutions in the SMB marketplace today. You MUST attend!

Check out our sponsors for this event.

Main Group

Event Details

Sessions & Networking

Any times shown are subject to change; please check back frequently for updates or changes.
Times below are shown in time.

November 2nd

MAXfocus Pre-Day Session

MAXfocus PreDay Technical Training Event: MAXfocus RemoteManagment Academy Classroom. This is a certification workshop for MAXfocus RM partners to get more and the most out of their RMM platform.

November 3rd

Cocktail Reception sponsored by MAXfocus

Join us for the ChannelPro SMB Forum welcome reception featuring snacks, cocktails, and time to connect with your peers.

Breakfast, Registration, and Networking Time

Wednesday morning, start your day off right with a hot coffee, breakfast, and a side of relationship building.

Session 1: Managed and Cloud Services Checkup

Find out which services successful MSPs and cloud solution providers offer, as well as the techniques they use to price, bundle, and “verticalize” those offerings for peak profitability.

Presenters:

Ronnie Parisella, Peter Busam, Terry Hedden, Michael Klein, Karl Palachuk

Session 2: Managed and Cloud Services Operations Lab

The most profitable MSPs base everything they do on proven, repeatable processes. In this highly interactive session, we’ll share best practices for handling ticketing, support calls, and service delivery with the kind of efficiency that minimizes overhead and maximizes customer satisfaction.

Presenters:

Karl Palachuk

Teaser: Watch Teaser Video

Video: ChannelPro Channel Therapy Tour 2015 NJ - Managed and Cloud Services Operations Lab

Session 3: Value Pricing Techniques to Maximize Margins for Cloud and Managed Services

This profit improvement session covers the most popular pricing strategies used by CSPs and MSPs for their cloud and managed services deliverables, and the pros and cons of each. The discussion will highlight the differences between per device, per user, per service, and value pricing, and how each affects profitability, client perception, and commoditization. Special focus will be paid to the benefits value pricing has in promoting the consultative role critical to maximizing client relationships as well as your margins.

Presenters:

Erick Simpson

Teaser: Watch Teaser Video

Video: ChannelPro Channel Therapy Tour 2015 NJ - Value Pricing Techniques to Maximize Margins

Sponsor Showcase & Lunch, sponsored by Data Deposit Box

Explore the Sponsor Showcase floor with a wide variety of solutions and services to offer your customers and to grow your business.

Session 4: Managed and Cloud Services Sales Lab

MSPs and cloud service providers who know how to sell close more deals and bigger ones than their peers. In this informative, fast-paced session we’ll give you the expert guidance you need to strengthen key skills like cross-selling, delivering effective sales pitches, and more.

Presenters:

Keith Lubner

Teaser: Watch Teaser Video

Video: ChannelPro Channel Therapy Tour 2015 NJ - Managed and Cloud Services Sales Lab

Session 5: Managed and Cloud Services Marketing Lab

Having trouble finding fresh leads, or converting the ones you do find into paying customers? Learn the keys to constructing and running a managed and cloud services marketing engine that consistently churns out revenue-generating clients.

Presenters:

Peter Busam

Teaser: Watch Teaser Video

Video: ChannelPro Channel Therapy Tour 2015 NJ - Managed and Cloud Services Marketing Lab

Session 6: Tech Trends--Hardware Lab

Get a hands-on look at the hottest new form factors and coolest new devices from leading manufacturers.

Presenters:

Matt Whitlock

Platinum

Gold

Silver

Pre-Day

Tech Trends: Gear Guide

Product

Media Partner

Location Info

515 US Highway 1 South Iselin, New Jersey

If you're visiting the Edison, NJ area on business, you'll find our hotel ideally suited to your needs, with 25,000 square feet of meeting space and a range of helpful business facilities to keep you as productive as possible. The beautiful Diamond Ballroom is the most prestigeous location in central New Jersey and can host up to 500 of your guests. If you're in town on vacation, you'll enjoy our location near popular attractions like PNC Art Center, the Jersey Shore and a short train ride to NYC!

Join us at our cocktail reception on November 2nd and stay the night! ChannelPro SMB Forum attendees that reserve a room by October 12th, 2015 can enjoy a discounted overnight rate of $169 per night. We suggest booking early, as discounted rooms are limited. Call (732) 634-3600 to book your room.

Car Rental Offer

If renting a car, Advantage Rental is offering attendees an additional 10% off their internet rates. Please use this link – or call 800-777-5500 and mention discount code CD02C826E8.

Agenda

Any times shown are subject to change; please check back frequently for updates or changes.
Times below are shown in time.

Monday, November 2nd
Time	Activity
6:00pm to 12:00am	MAXfocus Pre-Day Session

Tuesday, November 3rd
Time	Activity
12:00am to 2:00am	Cocktail Reception sponsored by MAXfocus
12:30pm to 1:15pm	Breakfast, Registration, and Networking Time
1:15pm to 1:30pm	Opening Remarks & Peer Introductions
1:30pm to 1:40pm	Ingram Micro, Inc: Gold Sponsorship Speaker
1:40pm to 1:50pm	Eaton: Gold Sponsorship Speaker
1:50pm to 2:55pm	Session 1: Managed and Cloud Services Checkup
2:55pm to 3:20pm	HP: Platinum Sponsor Keynote
3:20pm to 3:30pm	Morning Break
3:30pm to 3:40pm	Datto: Gold Sponsorship Speaker
3:40pm to 3:50pm	Silver Selfie Shoutout
3:50pm to 4:35pm	Session 2: Managed and Cloud Services Operations Lab
4:35pm to 4:45pm	MAXfocus: Gold Sponsorship Speaker
4:45pm to 4:55pm	Samsung: Gold Sponsorship Speaker
4:55pm to 5:35pm	Session 3: Value Pricing Techniques to Maximize Margins for Cloud and Managed Services
5:35pm to 7:35pm	Sponsor Showcase & Lunch, sponsored by Data Deposit Box
7:35pm to 7:45pm	ViewSonic: Gold Sponsorship Speaker
7:45pm to 8:30pm	Session 4: Managed and Cloud Services Sales Lab
8:30pm to 8:40pm	StorageCraft: Gold Sponsorship Speaker
8:40pm to 8:50pm	F-Secure: Gold Sponsorship Speaker
8:50pm to 9:35pm	Session 5: Managed and Cloud Services Marketing Lab
9:35pm to 10:10pm	Session 6: Tech Trends--Hardware Lab
10:10pm to 10:30pm	Closing: Awards and Giveaways

Presenters

Session Speakers

Terry Hedden

In 2003, Terry left a successful career in management consulting to found Infinity Business Systems, later renamed Infinity Technology Solutions, a leading IT service provider with operations throughout Florida and Georgia. Infinity provided a complete technology offering for hundreds of businesses, including hardware and software solutions,... more

Ronnie Parisella

Ronnie Parisella is a senior IT professional with 20-plus years of high-level experience. He has been working in the fixed-fee/managed services space since 2004 when he first deployed ConnectWise and Level Platforms. In his non-entrepreneurial working career, Ronnie was an engineer and project manager for Charles Schwab & Co., the McGraw-Hill... more

Peter Busam

Pete Busam is founder and owner of Equilibrium Consulting LLC. Equilibrium serves a broad range of commercial, institutional, and government clients throughout the United States and Canada. Under his leadership, Equilibrium has been repeatedly recognized for quality and performance by clients and major industry partners.From creating a $6 million... more

Michael Klein

Michael Klein is president of Computer Directions Inc., a full-service computer and management consulting firm founded in 1987. Michael is also a founding member and serves on the executive board of the New York Small Business Server Group. A frequent lecturer whose monthly talks for IT business owners have run at Microsoft’s New York offices for... more

Keith Lubner

Keith Lubner acts as an advisor, mentor, and executive coach to several of today’s leading sales and channel focused organizations on strategies, tactics, and programs to accelerate growth. He is a world-wide recognized expert on sales, sales enablement, channels, marketing, and leadership. His training programs and workshops have been delivered... more

Karl Palachuk

Karl W. Palachuk has built and sold two successful managed service business in Sacramento, Calif. He is a business coach, and the author of seventeen books. His books include "Managed Services in a Month," "The Network Documentation Workbook," and the 4-volume set, "The Managed Services Operations Manual." In fact, Karl has written and... more

Erick Simpson

Erick Simpson built and sold one of the very first MSPs in the industry and co-founded MSP University, where he grew and coached a channel of 30,000 IT solution providers through their MSP transformation. He is the creator of the MSP Mastered® Methodology for business performance improvement that has been licensed by numerous IT channel... more

Michael Siggins

Michael Siggins is the founder and president of The ChannelPro Network. Since March 2007 the network has been providing targeted business and technology information for the IT channel. Via its print and online properties, the network delivers expert opinion, analysis, news, product reviews, and advice vital to business success. Michael is also... more

Matt Whitlock

Matt Whitlock is responsible for the strategic direction and technical content of ChannelProNetwork.com. He brings more than 20 years’ experience working in the technology industry to his reviews, analysis, and general musings about all things gadget and gear. Matt’s decade of experience in online media, community management, and web development... more

Sponsor Speakers

Robert Josefs

As the North America channel marketing manager for F-Secure, Robert Josefs works closely with channel partners to ensure they have the training, tools, and marketing to be wildly successful with F-Secure cybersecurity solutions and services. Robert is instrumental in developing and implementing added-value programs and guiding partners with a... more

Nadia Karatsoreos

Nadia is the Channel Development Manager, focused on Datto Networking. Over the years she has assisted channel partners in building their businesses by adopting best practices and resources proven to accelerate success and deliver an exceptional experience to the businesses they serve. A results-oriented professional who puts partners first, Nadia... more

Marie Cheung-Ong

Marie Cheung-Ong is the Americas Partner Sales Development Manager for HP Inc. In this role she is responsible for driving key channel sales initiatives to spur profitable growth with partners and drive partner pipeline generation in SMB, public sector, and mobility. During her 29-year tenure at HP, Marie has held a variety of management positions... more

Marc Malafronte

Marc Malafronte, StorageCraft’s channel account manager, has more than 15 years of sales and marketing experience in the channel with a strong focus on the midmarket. He is a sales leader with a history of translating his visions into multimillion-dollar businesses. Marc is passionate about building customer and partner relationships and has... more

David Sung

David Sung leads the end-to-end, go-to-market strategy and marketing for Hewlett Packard Enterprise’s multibillion-dollar SMB server business. David has a unique combination of business/technology strategy and operations experience with an investment background. For more than 20 years his roles have included product dev/ops and product... more

Darren Gottesman

Darren M. Gottesmann serves as director of sales for Ingram Micro’s U.S. SMB business unit. As that team’s leader, he oversees the vision and strategy for the SMB group, which serves 20,000-plus Ingram Micro channel partners, with a focus on better aligning them with the right Ingram Micro resources and business units to fuel steady, profitable... more

Darci Evanish

As senior manager, channel marketing for Samsung Business, Darci Evanish is responsible for the development and execution of strategic marketing programs across direct and indirect channels. She supports a comprehensive IT portfolio, including desktop monitor, virtualized desktop, smart signage, printer, mobile PC, memory, and tablet, with a focus... more

Christine Gassman

Christine Gassman has successfully revamped, implemented, and manages a new and comprehensive Datto Partner Plus program, a resource that focuses on business development and support for more than 8,000 Datto partners worldwide.Christine represents Datto at numerous industry trade shows and other events throughout the year, connecting with partners... more

Chris Gowin

Chris Gowin has more than 10 years of experience in the electrical/power quality industry and currently holds the position of channel sales manager for the New York/New Jersey region. In this role at Eaton, Chris works with channel partners to help drive sales and grow their businesses in the power category. He holds a master’s of... more

Caleb McDermott

As a territory manager for ViewSonic, Caleb McDermott is responsible for building VAR partner sales in the Central U.S. Region.Since joining ViewSonic in 2014, Caleb has continued to expand the company’s offerings with VARs of all sizes in the nine central states. Focusing on both the VAR and end user, he has been able to identify key... more

Blaine Raddon

Blaine Raddon is the director, worldwide partner development for HP Servers, at Hewlett Packard Enterprise. He is part of the HP server worldwide channel organization and is responsible for driving the design, development, and deployment of HP Server’s global partner sales enablement efforts. Blaine’s emphasis is partner enablement, with a focus... more

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