Earthlink Customer Experience Room
1170 Peachtree St NE,
Atlanta, GA 30309
Earthlink Conference Center
Instructor
Todd Smith
Data Centers
You will learn who the different types of providers are in the industry, provider motivations, the myriad of solutions being sold, pricing models offered and what drives a client to select any one provider or solution over another
7:30 | Breakfast & Kickoff
Led by:
Chris O’Brien
8:00 | Owner Types
8:30 | Service Types
9:00 | Power Fundamentals
9:30 | Pricing Schemes
10:00 | Break
Instructor
Paul Carrico
Hosting & Cloud
You will learn how the hosting and “cloud” industry has evolved over the past 20+ years, who the different types of providers are in the industry, provider motivations, the myriad of solutions being sold, pricing models offered and what drives a client to select any one provider or solution over another.
10:30 | History of Hosting
12:00 | Use Cases
11:30 | Service Types
11:00 | Provider Types
12:30 | Lunch
1:00 | Data Center Hot Seat*
Led By:
Todd Smith & Service Providers
This is NOT a traditional service provider sales pitch session but a targeted Q&A session with technical representatives from a variety of providers in the Data Center industry. This session will be moderated by seasoned professionals who have been involved with interviewing and negotiating contracts with hundreds of providers in the data center marketplace. You will begin to understand what specific clients are relevant for specific data center service providers based on actual client needs and provider capabilities.
Instructor
Sean Weisenburger
SDWAN
You will learn how the SD WAN solution has evolved over the past few years, who the different types of providers are in the industry, provider capabilities and what drives a client to select any one provider or solution over another.
1:30 | Industry Overview
2:00 | SDN Foundation & History
2:30 | Provider Types & Capabilities
3:00 | Client Motivations & Case Studies
3:20 | Q&A
3:30 | Break
Instructor
M Todd Partain
Framing the Conversation
This lesson focuses on how you can begin to distinguish yourself in a market that has fundamentally changed the way clients buy and sell. This lesson focuses on the specific skills needed by a sales professional to manage the sales process and keep a customer’s focus while understanding the comprehensive needs to a customer’s strategic challenges.
4:00 | The Skill of Open Ended Questions
Description:
The Art and Skill of the Open Ended Question
4:30 | Work Shop
Description:
Open Ended Questioning Work Shop
5:00 | Hosting Hot Seat*
This block will function the same as the Data Center Service Provider Hot Seat. You will begin to understand what specific clients are relevant for specific hosting, IaaS and Cloud solutions and service providers based on actual client needs and provider capabilities.
5:45 | Cover Evening Agenda
6:00 | Personal Time
Location:
Hotel
7:00 | Dinner
Location:
TBD