Catch up on key moments from the National Summit with session recaps and videos on demand. Whether you’re looking to revisit insightful discussions or explore topics you missed, you’ll find summaries and links to full session videos below.
MAINSTAGE SESSIONS
2024 Summit Opening Remarks | Alan Sandler kicks off the 2024 Sandler Partners National Summit with his opening remarks. As the last independent TSD (Technology Solutions Distributor), Partners belong to a community that prioritizes their needs, emphasizing growth as a progressive path while steering clear of unfocused profit-driven agendas. Alan reaffirms the commitment to this family community, outlining the shared journey that Partners are on, and how Sandler Partners is here to support them.
AI’s Inward and Outward Impact on Technology Business | Dive into how industry leaders perceive AI, how its advancing their organizations, and how it plays into their strategy for the future. Top industry executives João Camarate, Broadvoice CTO; Craig Walker, Dialpad CEO; Brett Gilsinger, GigTel President and Chief Technology Officer; and Kristy Thomas, Vonage SVP Global Channel & Alliances shared their perspectives with moderators Linzie Janis, and Nicole Folino, RVP at Sandler Partners.
The View from the Top: How Leading Tech Sales Experts Found Success | Admit it; you’re curious about how your fellow top-performing technology experts achieve their success. Give in to this curiosity and learn from their experiences. During this interview-style presentation, we’ll discuss highlights of their journey – from how they got into the business, choices they’ve made, and ultimately the factors they see as the reasons they’ve been successful in this industry as technology sales experts. his 2024 National Summit session features panelists from Eclipse Telecom, John Alexander Consulting, and Procure IT
Keynote with Rob Hale | This year’s Keynote was delivered by Rob Hale, President and co-founder of Granite Telecommunications, noted philanthropist, and tech billionaire. He shared lessons gained along his journey from bankruptcy to $2B per year with Granite, and gave key insights on how remaining customer-first, always has led to the success that he sees today.
SALES TRACK SESSIONS
Sales Track: Learn How CX Will Revolutionize Your Clients’ Businesses | Help your clients enhance Customer Service and Customer Experience (CX) across all touchpoints, from initial contact to ongoing support – like automating appointment setting/reminders, tracking preferences, and meeting them in their preferred channels. Streamline communications with seamless, personalized experiences through AI-driven insights. Empower their employees with real-time data, improving decision-making and efficiency. Organizations can utilize these findings to better understand customer behavior/motivation, driving innovative product development, marketing, and service delivery. This is the technology many organizations are competing and thriving on, and Partners are actively using to create revenue. This 2024 National Summit session features panelists from Infobip, NICE, Sinch, and Vonage.
Sales Track: How and Why Managed Services and Consultancy Have Become Hot Ticket Solutions | Organizations are empowered by an abundance of systems, data, and diverse applications that often put a strain on internal teams. Managed Services and consultant activations can shore up their IT workforce, attain objectives, achieve budgetary stability, and realize services/expertise that otherwise wouldn’t be possible. This frees your client to concentrate on their core activities while gaining peace of mind knowing they’ll always possess up-to-date technology while maintaining a solid Cybersecurity posture. The nature of these engagements means you can potentially gain immediate lucrative recurring commissions. This 2024 National Summit session features panelists from Crown Castle, DYOPATH, Granite, Ntirety.
Sales Track: The Non-Expert Guide to Being Your Customer’s Cybersecurity Expert | Cybercriminals are constantly innovating to find new ways to access organizational assets – which means protective measures need to be expansive to anticipate and respond accordingly. You don’t need to know every Cybersecurity feature, approach, and step required; you can follow a simple playbook to deliver the exact solutions they need. Introducing technologies that beef up customer security, eliminate vulnerabilities, and change mindsets also helps you develop an immediate and potential ongoing source of revenue with promising growth into the future! This 2024 National Summit session features panelists from CBTS, Crown Castle, CORO, and SilverSky.
Sales Track: Key Technology You Should Sell to Every Organization | In today’s digital landscape, businesses are built on key technological foundations that enable stable, continuous growth. By focusing on these essential technologies, partners can initiate meaningful conversations and drive sales by addressing pressing needs. Understanding these requirements positions you to achieve quick wins while also scaling opportunities across areas like connectivity, POTS replacement, and network security, alongside crucial solutions such as cloud services and unified communications. This session will guide you in unlocking your full business potential, equipping you to expand your service offerings and meet evolving client demands. This 2024 National Summit session features panelists from AireSpring, AT&T, CallTower, and eGain.
TECH TRACK SESSIONS
Tech Track: Harness the Power of Cloud to Transform Your Customer’s Infrastructure | Scalability, cost-efficiency, predictability, enhanced security, and improved capabilities are what you can bring to your customers with today’s Cloud solutions and modern Datacenters. See real-world case studies and best practices for leading successful conversations about how these technologies can benefit your customers. You’ll also gain valuable insights and practical strategies to help direct their decisions to the best result for their organizations. This 2024 National Summit session features panelists from Deft, Evolve IP, Megaport, and RapidScale.
Tech Track: The New Minimum, What Technologies Every Organization Needs | Ten years ago, a connection to the internet and a workstation were the definition of IT. Today’s technology requirements are a great deal more expansive. Connectivity is now a strategy, workstations are remote access points that connect with applications in the Cloud with an emphasis on UC/CX, and Datacenters are the home for information that can be leveraged to make better business decisions. AI and automation have grown in importance, increasingly being embraced to meet widening expectations set by channels like social media. In this session, we’ll reveal how you can target specific solutions to jump start sales, gaining traction to expand each engagement. Doing so can help you expand to meet all your customer’s needs across the stack, invigorating how their operations work, decisions are made, budgets are set, and customer relationships encouraged. This 2024 National Summit session features panelists from Broadvoice, Fusion Connect, and Hyperion Partners.
Tech Track: AI’s Impact on Organizations Across Verticals and Industries | Artificial Intelligence (AI) is revolutionizing how organizations operate and innovate – helping with customer interactions and business oversight, planning, and management. The excitement and headline-grabbing nature of AI makes it a natural lead-in when talking to prospects and existing customers. We’ll discuss integrations/implementations specific to certain industries, as well as use-cases that are universally adoptable like CX, compliance, and Cybersecurity. AI is the conversation starter and accelerator you need in your toolset that resonates with organizational decision-makers. This 2024 National Summit session features panelists from Dialpad, Nextiva, Observe.AI, and Yellow.ai.
Tech Track: Cybersecurity Is a Touchpoint for Every Service, Every Engagement | Every point across an organization’s technology/IT stack is a potential entry point for cybercriminal activity. This is true for existing tech and the solutions you introduce. Learn the latest threats, strategies, tools, and best practices to ensure comprehensive protection for your clients and their systems/data. Their organization is at risk, you can help secure their interests while becoming even more important to their ongoing activities and success. This 2024 National Summit session features panelists from Cipher, Cybersafe Solutions, Lumen, and Verizon.
GROWTH TRACK SESSIONS
Growth Track: Blueprints for Success with Leading Experts from Your Community | Replicable success is something everyone wants to attain. Our community’s top-producing Partners have a knack for recreating lightning in a bottle, or even small sparks, making deals happen again and again thanks to their detail-oriented approaches. Spend some time with a panel of accomplished, award-winning Partners for a closer look at the steps they use to create opportunities, foster lasting relationships, and broaden engagements to sell across a variety of solution categories, including CX, AI, Cybersecurity, and Cloud. Be prepared to walk through a deal with each, revealing how these top-producing seasoned technology sales experts work, and pinpointing what you can replicate for success and to drive revenue. This 2024 National Summit session features panelists from Total Network Audits, LLC, iTransit Solutions, Remend, and TGS Partners
Growth Track: Pitching Businesses and Starting Conversations – Getting a Foot in the Door for New Business | There are hundreds of unique stories about how Partners have gained business. Rather than waiting for serendipity to land your next or biggest deal, you can take an active strategic approach by targeting the customers you want and following a repeatable process to creating new opportunities. During this session we will look at examples of past sales, how the client was identified/pitched, and ways the Sandler Partners team contributed to the Partner’s success! This 2024 National Summit session features panelists from CrossRoads Technology Consulting Group, Defensive Networks, Sybran Communications, and Trace3.
PROVIDER BONUS SESSIONS
BONUS SESSION with CBTS | CX, EX, & AI: Building Responsive, Resilient, and Repeatable Experiences | The channel’s technology toolkit is vast. How can we assist modern, multi-location customers assemble the best components to enrich customer and employee experience while effectively leveraging AI and automation? CBTS hosts an insightful session with real-world use cases from complex Retail, Healthcare, and Manufacturing/Distribution solutions, as well as:
- Strategic security integration: How to embed AI-driven cybersecurity in the heart of your client’s digital transformation efforts.
- Voice is not dead: Natural Language Processing and CPaaS automation are essential to a holistic omni-channel strategy.
- Patching & vulnerability scanning: The critical importance of this often-overlooked aspect of cybersecurity.
- Maximizing big OEMs: CBTS utilizes the latest technologies from Cisco and Palo Alto Networks, alongside their account teams, to your advantage.
BONUS SESSION with Vonage | Transforming Customer Experiences | Inzed customer experiences have never been higher. As busi today’s hyper-connected world, the expectations for seamless and personalinesses strive to meet these demands, the need for innovative communication solutions becomes crucial. Discover how Vonage’s next-generation Communications Platform transforms customer experiences. This session explores how omni-channel engagements and data intelligence can be integrated to create seamless, personalized interactions. Learn about AI-driven analytics, intelligent routing, and real-world success stories that showcase how businesses can enhance customer engagement, drive efficiency, and stay ahead in today’s competitive landscape.
BONUS SESSION with Hyperion Partners | Boost Sales by Promoting Wireless Internet: A Key Growth Opportunity | Fixed Wireless Access (FWA) is set to revolutionize the broadband market, with Wells Fargo predicting it will capture 80-90% of net subscriber additions through 2024 and achieve a 12-13% market share by 2025. This surge presents a prime opportunity for telecommunications sellers to promote FWA/Failover as both a primary internet service in urban and suburban areas and a reliable failover solution for continuous connectivity. By highlighting FWA’s benefits, sellers can attract more customers, drive sales, and enhance customer satisfaction. Join Hyperion’s Jonathan Smith as he capitalizes on this momentum to secure leadership in the market and help you offer these 5G/4G wireless solutions.
BONUS SESSION with Hyperion Partners | Unlocking Wireless Solutions: Essential Discovery Questions | Join Jonathan Smith from Hyperion Partners in a transformative session on how to identify and seize new Mobility/Wireless sales opportunities within your existing or prospective wireline customer base. By leveraging these targeted discovery questions, you can uncover key insights and customize your offerings to ensure success and exceptional customer satisfaction.
More to come soon – keep an eye on this page! All 2024 Sandler Partners National Summit session recaps will be added here as they become available.