This year, the 2024 Sandler Partners National Summit had a focus on shining a spotlight on top-producing members of our Partner community. Sessions like “Blueprints for Success with Leading Experts from Your Community” welcomed a panel of successful Partners to share their thoughts, wins, strategic insights, and repeatable approaches that help them advance and land deals. They have a knack for recreating “lightning in a bottle”, making deals happen again and again, with engagements across a variety of solution categories.

This session was led by Gerry Davis, SVP Sales Engineering; and Vincent Helfrich, Director, Channel – NY Metro; who welcomed Kennard Poulin, President at Total Network Audits; Cary Parris, Owner-CEO of iTransit Solutions; Edward Tybursky, Managing Partner at Remend; and Gina Solomon, Founder ofTGS Partners, Telecom Global Support to the breakout stage.

Here are a few key takeaways from the session:

  • Listen to what the customer needs – IT managers don’t want to spend hours and hours finding the right vendor, so give them several options that will help them grow and meet future goals
  • No organizations out there have enough funding or people; offer pricing options and follow through quarterbacking/project managing the initiative, making you their superhero
  • Never be afraid to ask for a commitment, get the LOA, and sit down with the high-level folks who actually own the budgets
  • Problems come with opportunities, stay involved and offer your wisdom throughout the implementation and make problems go away

All these successful Partners have one thing common: they sell more than one solution and actively look to have business conversations that explore the client’s technology roadmap. Persistence, relationships, learning, and leveraging their resources and position as Sandler Partners helps them achieve so much more. For additional insights that will benefit Partners new to the Channel or industry veterans alike, watch this session recording and follow up with your Channel Manager with any questions!

WATCH REPLAY

The Sandler Partners National Summit

The annual Sandler Partners National Summit is the largest independent technology community channel event held each year. It brings together Partners from across the US and Canada – influential leaders, and Providers  – sharing information on solutions, selling approaches, and personal development. The atmosphere is always energetic, reinforcing the family “safe home” reputation Sandler Partners has developed over two decades. While other TSDs may focus on private equity plays, Sandler Partners continues to help solve problems that encourage trust, deeper long-term customer relationships, and ultimately success.