2012 SUCCESS SUMMIT - BOSTON PRINTABLE AGENDA

 BOSTON SUCCESS SUMMIT - HYATT HARBORSIDE FLOOR PLAN

WEDNESDAY, APRIL 4, 2012, 7:00 PM TO 9:00 PM

PRE-DAY NETWORKING RECEPTION - SECOND FLOOR - OLYMPIA BALLROOM

Welcome Reception Sponsored by Axcient & Quest Software/PacketTrap

Join us for drinks and food as we start networking Wednesday evening before the day of the event. Our welcome reception is a great way to network with peers in a relaxed atmosphere. The Welcome Reception is located in the Atrium. Register today. 

THURSDAY, APRIL 5, 2012, 7:00 AM to 7:45 AM

NETWORKING BREAKFAST & BADGE PICK UP -  SECOND FLOOR - THE SKYLINE BALLROOM

Breakfast Sponsored by HP

Pick up your badge and join your peers for networking over our hot breakfast buffet. Our events are all about getting things done, so as you arrive a professional headshot will be taken that you can use for your business and marketing efforts. Register today.

SUCCESS SUMMIT KICK OFF AND PEER CARD EXCHANGE

We make sure business happens. Our peer to peer kick off activities help you expand your network instantly while ASCII shares key data points from its community on opportunities we see as important as the industry evolves. Register today.

MAKING SURE YOUR BUSINESS IS RUNNING AND NOT KNEE DEEP IN I.T.

Understand how to overcome the operational hurdles that limit your ability to operate efficiently. ASCII Group Community President, Jerry Koutavas will discuss what successful solution providers are doing to accelerate their business by adding headcount without the overhead cost. Register today.

TURNING A TIRED AND TECHNICAL "ELEVATOR PITCH" INTO AN ENGAGING "PROFIT PITCH"

You're in an elevator. The CEO of your hottest prospect is also in the elevator and realizes that he recognizes you. He says, "I was curious, tell me what you do again. I can't remember." What do you say?
We all know that an elevator pitch should be a concise and well-practiced description about your company that your mother should be able to understand in the time it would take to ride up an elevator. So, why do most Solution Providers feel like they are reciting a hurried presentation of their product offering or saying the same thing as their competition down the street?  
Using your own one-of-a-kind approach to your clients problems, we will teach you how to develop a value driven profit pitch in 20 words or less that entices the listener to ask for more. You will discover how to describe the experience this future client will talk about by using your product and services and why they should care in the amount of time it takes to ride the elevator.  Register today.

 GROWTH PLANS FOR 2012? HOW TO OPEN THE DOOR TO MORE RECURRING REVENUE

With the multiple award-winning Managed Workplace®, Level Platforms provides IT solution providers with the industry’s most comprehensive monitoring, management and automation capabilities – manage your customer’s entire IT environment, generate new recurring revenues, increase product and services sales, while significantly lowering operating costs. Register today.

PEER PROFIT PITCH COMPETITION - PART I

This rapid fire activity will pit Peer vs. Peer on who how has the best strategy on selling particular products in the market. Hear how your peers are presenting products today. This group activity will help everyone understand how to best position technology to the end user. With Axcient, Dell, McAfee, Quest Software & Xerox. Register today.

BEST PRACTICES OF SUCCESSFUL MICROSOFT PARTNERS

Partners are absolutely critical for successful implementation of solutions based on Microsoft technology. But how does Microsoft invest in partner success? Join us as we highlight partner success leveraging the top 10 Microsoft resources. We will discuss resources that support all phases of your business cycle including expanding your skills, increasing your opportunities, closing sales, and supporting customers.  Register today.

BREAK

Don’t wait for business make it happen! The Summit continues to provide an efficient way for you to generate dozens of partnerships in just a single day. Fortify your business by creating partnerships with your peers while establishing firsthand contacts with over forty SMB vendors. Register today.

SEEKING SUCCESS? START WITH A SOLID BACKUP STRATEGY

MSPs need to provide three things exceedingly well in order to grow their business: data protection, network availability and consultative business value. Together, they are the pillars of a successful managed services practice. Intronis was designed and implemented with one goal in mind – to allow channel partners to confidently and profitably deliver data protection to their customers, in as little time and with as little effort as possible.
Please join Ted Roller and Melissa Abreu from Intronis to learn more about how Intronis partners:
•deliver Intronis Cloud BDR to offer worry-free data protection quickly and effectively,
•generate higher profits from their backup and recovery business in the process, and
•provide greater consultative business value – particularly when clients need to recover lost data – with the support of the Intronis tech support team.  Register today.

11:40 AM to 12:00 PM

FINDING AND FIXING HIDDEN SALES PRODUCTIVITY OBSTACLES

This dynamic presentation is the result of over thirty five years of work with over 5,000 business to business sales forces.  During the course of this presentation the participants will learn how to identify sales productivity obstacles that are part of the processes utilized by today’s business to business sales force.  Each participant will come to understand that the traditional selling processes are clearly outdated.  
As a matter of fact our research shows that the process used by most business to business sales forces was first documented in 1873!  And worse, it hasn’t been updated significantly since then.  Your presenter, Gil Cargill, has thirty five years of experience with thousands of sales forces under his belt.  You’ll learn how to quantify the impact of these hidden sales productivity obstacles.  You’ll learn how to remove them once identified.  You’ll learn how Gil’s satisfaction guaranteed sales improvement method works. . Register today.

HP 2012: MOVING OUR PARTNERS FORWARD

Join Rich Papaioannou from HP’s Partner Marketing Team for an informative and engaging session focused on current money-making programs available to you, and an early look at HP's 2012 Channel Business Strategy relative to the SMB customer segment. Learn how you can partner with HP to grow a scalable and profitable business built on HP technology. Register today.

SOLUTION PAVILION & NETWORKING LUNCH - SECOND FLOOR - GRAND BALLROOM

Lunch Sponsored by The ASCII Group

Our Solutions Pavilion is a great place to network and learn about multiple solutions as our industry sponsors showcase their latest technologies. Solutions are on display in the convenience of a single room in a relaxed and interactive environment. Register today.

MICROSOFT, GOOGLE, AMAZON - FRIEND OR FOE?

To one extent or another, we are all buyers and beneficiaries of the vast array of products and services sold by today's industry giants. But in a rapidly changing environment driven by the cloud revolution and hybrid computing needs, today's friends may very well become tomorrow's foes as these large firms look to broaden their direct sales footprint in the SMB market. Threat or opportunity for MSPs? Join Michael George as he presents a case for the sea change of opportunities the cloud revolution brings and how successful MSPs can capitalize and prosper by sustaining their role as trusted advisor to SMB owners in delivering the right solutions at the right time.  Register today.

FOCUS ON THE BUSINESS FIRST AND TECHNOLOGY SECOND FOR A SUCCESSFUL BUSINESS TRANSFORMATION

In today's ever changing and converging technology marketplace many solution providers are looking to add technology to their own business to manage and streamline processes and people.
Whether your goal is to work smarter and more efficiently or you want to add new products and services to your business, implementing a successful business model is a key factor for positioning your business for growth.  Learn how to easily analyze roles and responsibilities with proven business models- making it easier for you and your staff to adjust to the next level of success.  Register today.

DIFFERENTIATING YOUR IT SERVICE OFFERING

HaaS is not just for “The Big Guys” anymore.  Alex Rogers will show you how to Crack the Code of HaaS and create your own unique HaaS offering with a guaranteed 3-6 month ROI!  Learn how easy it is to let your managed service agreement make your hardware payment.  Plus, get a sneak peek at the CharTec Configurator - voted a 2011 Best Channel Product by Business Solutions Magazine. Register today.

MOBILE COMPUTING TRENDS AND DIRECTIONS

Lenovo will discuss the evolution of mobile computing with the advent of tablets and explore their effect on technology use in our daily lives. We'll discuss the new "ultrabooks" category, and how Lenovo is helping partners sell products profitably to grow their businesses. Register today.

PEER PROFIT PITCH COMPETITION - PART II

This rapid fire activity will pit Peer vs. Peer on who how has the best strategy on selling particular products in the market. Hear how your peers are presenting products today. This group activity will help everyone understand how to best position technology to the end user. With ChannelEyes, Intronis, JoomConnect, Level Platforms,Microsoft & Wasp Barcode Technologies Register today.

RIGHT-SIZED MATTERS

Today, small businesses are equally as demanding and challenging as Enterprises for VARs to serve—high touch and proximity, service SLAs and proactiveness, flexibility and OPEX vs CAPEX.
You can no longer afford the high cost of operation for oversized solutions to run and grow a profitable business in this segment.  Some of you might have already invested in a few MSP tools. They can help you raise your game in your top 20% of accounts where you hope to get a return on investment. Will it scale to serve the remaining 80% of your business clients?
AVG CloudCareTM is your solution. It’s the first right-sized cloud platform for small businesses. Register today.

BECOMING A RECURRING REVENUE ROCK STAR

Just like becoming a real rock star, generating recurring revenue is deceptively easy. In this keynote Datto CEO, Austin McChord, will show you how successful MSPs are using backup as the foundation of their recurring revenue stream. You’ll learn how the market is changing with the huge push towards cloud services, what it means for MSPs and how to correctly position and protect your clients. Austin will also uncover tips, tricks and secrets that are successfully being used by MSPs who can rightfully deem themselves “recurring revenue rock stars”. Register today.

6:15 PM to 6:20 PM

YOUR VOTE COUNTS

Vote for the best. ASCII IT SMB Success Summit Awards are voted on by you in honoring our industry sponsors in multiple Best of Show categories. All votes are tallied for the ultimate award winner – The ASCII Cup. Register today.

SELLING YOUR I.T. VALUE TODAY

Too many  MSP's and VARS spend too much time selling technology.  In this rapid-fire presentation you'll learn how to sell the value of your products and services.  The key word is to understand the results that a relationship with you, your team your products and services will produce for your clients.  Customers today don't want technology.  This especially true in the rapidly emerging SMB market space.  These prospects want one word and one word only… Results!.
You'll learn how to quantify and projected value of the results that will be produced when a customer makes a decision to become your client.  You'll understand how to communicate the cost (from the prospects point of view) of rejecting an offer to work with you and your team.  Most importantly, you'll learn how to differentiate your company's offerings from those of your direct competitors.  While your competitors are selling technology, you'll sell that a combination of your people, your technology, and your processes produce. Register today.

AWARDS CEREMONY AND GIVEAWAYS

We value your time and we want to make sure you have some fun along the way. ASCII and our industry sponsors have a host of giveaways and cash prizes as we end the event with a bang! Register today.