By Dave Raffo | December 16, 2024
Channel Partners Conference & Expo next March in Las Vegas will have a rich set of speakers and will thoroughly cover artificial intelligence and other hot tech topics. But no matter how up-to-speed channel partners are on the latest technologies, it matters little unless they can close deals.
Fear not. Whether you’re a leading managed service provider or trusted advisor or want to be, 2025 Channel Partners Conference & Expo also has a bunch of sessions to improve your sales prowess.
Make sure to register now for the conference if you haven’t already.
Here are 10 sales sessions you don't want to miss.
The Business-First MSP: Align Your Tech to Accelerate Business
Don’t be “just the IT guy.” Learn to be a trusted advisor. In this no-BS talk, LastTech CEO Brad Lassiter shows it takes more than superior technology to achieve better business outcomes. The truth is, too many MSPs are obsessed with pushing the latest platforms and tools, while business owners are drowning in jargon they don't understand or care about. This talk is about business technology alignment. It cuts through the noise and focuses on what really counts: using technology to drive business results. Partners will learn how to stop overwhelming clients with tech talk they don't need and start speaking their language to drive business growth, productivity, and outcomes.
Become a Seven-Figure Income Salesperson
The title of this session says it all. Today’s cloud-dominated IT world enablesmore salespeople than everbefore to achieve life-changing success. There is virtually no inventory, supply chain or shipping issues when it comes to selling cloud solutions and residual income keeps growing. So, it is a mystery as to why only 42% of salespeople are meeting their quota in 2024, according to the most recent Salesforce Report on the State of Sales.
Trans4mers owner Mike Schmidtmann wants to help all sales professionals achieve that "One Percent” status by adding a comma rather than a zero to your sales. He pledges to lift the curtain on successful practices of million-dollar income salespeople in the channel by disclosing what they do and how they act.
Understanding the Lifecycle of a Lead: From First Contact to Conversion
David DeCamillis will guide attendees through that journey from initial contact to conversion while highlighting critical stages and touch points. This process begins with defining your ideal customer profile (ICP) and targeting key decision-makers. Hear strategies for each stage along the way from awareness to decision. You’ll learn to use content marketing, search engine optimization (SEO), search engine marketing (SEM), social media engagement and other tools. This session will help channel leaders discover ways for marketing and sales teams to work better together to maintain engagement with leads by continuously providing value and building trust.
Hire Salespeople Like a Pro Sports Team
Are you an armchair sports general manager stuck in a salesperson’s body. Well, this session is for you. Manage 2 Win’s David Russell will show you how to build your sales team like the sports pros do it. Rusell’s advice is to approach building a sales staff as if you were building a professional sports club. The best pro teams attract, assess, and add superstars plus complementary role players to form a cohesive championship team. Russell will show channel partners how to attract the best players to their hiring tryout, assess how well players match their company’s culture and requirements, and how to successfully bring new players into the squad. Most of all, he’ll get you to hire systematically rather than emotionally.
Scale Your TA Business Through Tech and Skill
Want to scale your small technology advisory firm into an impactful sales organization within year or two? Endpnt.io Managing Partner Steve Ancheta knows how. He helped bring Endpnt.io’s from three employees to a team of 39 professionals in only 18 months. Along the way, the company went from billing a few thousand dollars in MRR per month to well into six figures by selling solutions ranging from telco and connectivity to SaaS and energy. Ancheta will show how to use tech stack and sales enablement tools to grow to a level where TA leaders can hire their first sales and support reps with lessons on how to find talent. Attendees will also learn how to assemble a team of in-house specialists who can focus on technologies customers find valuable.
Wednesday’s Wild Welcome: The Five Best Sales Tips You’ll Ever Hear
Well, it is early Wednesday morning, you’re in Las Vegas for the final day of a long event. That means anyone assembled in the keynote room is serious not only about their business and the channel but about selling -- especially if you call yourself an agent or technology advisor. For the early birds out to catch the worm, guess what, you came to the right place because in just five short minutes you are going to hear advice about selling that will change your life. C3 Technology Advisors’ Matthew Toth -- one of the quintessential salespeople in the channel -- walk through the five best pieces of sales advice you will hear at the Channel Partners Conference & Expo. And he won’t waste any of your time, this is a five-minute session.
Deep Dive: Unlocking the Secrets to Growing Your Cybersecurity Sales
Analysts estimate cybersecurity sales could drive a quarter trillion dollars in sales with more than 90% driven through the channel. If technical advisors who want your share of that security pie need a sound plan in a hyper-competitive areas. , Numbers like that sound promising but technology advisors need a plan to capture their fair share of the security pie. Mark Venuto of US Networks will host a few leading and emerging suppliers from the security sector to try and help partners refresh their prospecting and targeting practices for the coming year. Vendors in this panel will make partners aware of various cybersecurity tools and programs to ensure their customers choose the appropriate security solutions based on their needs and budgets.
Tech Advisor Deep Dive: Pick Strategic AI Partners to Supercharge Your Future
With experts predicting a $4T opportunity for AI, partners must transform their businesses into true trusted technology advisors. TAs must prepare for intense sales training so they can emerge as thought leaders in the burgeoning AI market. They must learn to use AI to advance security, cloud, CX and contact center practices. In this session, attendees will hear from leading suppliers who have true AI-powered solutions that can change the course of customer conversations. Attendees will hear from strategic vendors who are pure play AI providers and others integrating AI into their platforms. Vendors will present their product roadmaps and show specific examples of how trusted advisors can use AI to improve sales, marketing, customer service, and operations within the channel.
Leadership Secrets of the MSP 501
Channel partners on the MSP 501 operate at the highest levels when it comes to sales growth and recurring revenue. In this session, hear from members of the MSP 501 who will share best practices for success. Panel members will represent partners of different sizes and geographic regions so there will be clear takeaways for all audience members.
TA 101 session: In Advisors We Trust
Leading trusted advisors will share best practices and discuss how their market has changed and how they have become essential strategic partners in the channel. The Channel Futures TA 101 honors the industry’s leaders who focus their efforts selling a wide range of communications and collaboration services from top telco providers and other technology suppliers. In this session they will provide insights about how they continue to thrive as the IT landscape and their role in it continue to evolve.
