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
2025 Summit Opening Remarks | Alan Sandler kicks off the 2025 Sandler Partners National Summit with his opening remarks. What makes someone truly influential in the channel – a constantly evolving industry? It’s more than just knowledge and access – it’s the ability to earn trust and build connections. In a time when AI is transforming how we work; most of us still crave genuine connections. Alan Sandler has built lasting success through the principles of likeability, reciprocity, social proof, expertise, and consistency. His approach has shaped one of the strongest communities in the channel. Join this session as he outlines how you can leverage these principles to strengthen your business.
Keynote with Sam Richter | Mindset Shift™ – Generative AI and Your Future | Generative AI is transforming how we work, compete, and connect. In this engaging keynote, Hall of Fame Speaker, Best-Selling Author, and Technology Strategist Sam Richter will share how to harness AI tools like ChatGPT, CoPilot, and Gemini to boost productivity, streamline workflows, and improve customer engagement—elevating your strategic value. You’ll gain a clearer understanding of how Generative AI differs from traditional AI, along with real-world examples you can apply immediately. Sam will also explore the leadership and ethical considerations behind AI adoption, helping you think critically about where the opportunities (and risks) lie, leaving you with specific, actionable takeaways and a sharper mindset for navigating the future with confidence.
Discover How Strategic Acquisitions Impact the Channel | Behind every acquisition or merger is a strategic decision that reflects broader shifts in the channel. Hear directly from senior executives at leading Providers as they break down what drives these decisions—whether it’s expanding capabilities, entering new markets, or strengthening competitive position—and what those shifts signal for the future of the industry. This 2025 National Summit session features panelists from Comcast Business, Dialpad, and GTT.
How High-Performing Partners Are Succeeding in Today’s Industry | See what it really takes to close a deal—from first conversation to signed contract. In this spotlight-style session, Partners and their Channel Directors will walk through real deals they’ve taken from discovery to implementation. Each 10-minute segment focuses on a specific deal, unpacking how it started, the challenges faced, and what moved it forward. Expect practical, real-world examples across a range of deal sizes and industries—offering insights you can apply to your own sales process, no matter the opportunity.
SALES TRACK SESSIONS
Sales Track: Why Connectivity and Managed Network Services Remain Core to Every Business | Reliable connectivity is the backbone of digital transformation—but many customers are still struggling with bandwidth, uptime, and network complexity. Managed network services can improve performance, security, and scalability while reducing operational headaches. It starts with understanding where the real pain points are and knowing how to guide the conversation. Position yourself as a strategic partner by helping customers make confident decisions backed by supplier insights into where the biggest market opportunities are unfolding right now. This 2025 National Summit session features panelists from Airespring, GTT, Lumen, and NHC.
Sales Track: Help Customers Navigate Cloud Complexity with Clarity | Today’s landscape offers more approaches to Cloud than ever. Public, private, hybrid, multi-Cloud – no wonder customers feel overwhelmed. Fortunately, customers can get great decision making support from you and suppliers who know what drives success in the field. In this session, key suppliers and SE experts will equip you with the tools needed to guide your clients confidently through their Cloud journeys, showing you how to use the right strategy by assessing workloads and aligning business goals to technical ones. This 2025 National Summit session features panelists from Centersquare, Rapidscale, Summit.
Sales Track: Strengthen Customer Relationships Through Strategic Cross-Selling | Your next opportunity may already be in your customer base. Existing relationships in voice, Cloud, or connectivity can open the door to new conversations around security, CX, and infrastructure. Bundling services creates greater impact, especially when paired with the right cross-sell triggers—like office moves, cloud migrations, or upcoming renewals. Staying engaged after the sale, positioning full-stack value, and leaning on Provider experts all contribute to deeper relationships and long-term growth. Walk away feeling confident that you can tie tech solutions to key outcomes such as cost control, resilience, better performance, and customer experience. This 2025 National Summit session features panelists from AT&T, Sinch, S-NET, and Ultatel.
Sales Track: Driving Business Value Through Customer-Centered Solutioning | The Sandler Partners sales team has helped the most successful Partners shift from selling products to delivering complete, solution-centric results. With decades of combined experience, they have keen eye for observing industry trends and defining patters that lead to long term revenue. Throughout the session, they will discuss some of the ways Partners are winning business in the Channel and how to continue growing your business by positioning yourself as the trusted technology expert your customers need.
TECH TRACK SESSIONS
Tech Track: Guiding Customers Through Their AI Journey with Confidence | Before diving into AI, assessing readiness and leading with a strategy rooted in business outcomes is essential. When approaching customers, it’s important to focus the conversation on practical challenges—like call routing (CCaaS), forecasting, or ticket deflection so you can match your approach to a client’s AI readiness. Attend this session to see how some of the key providers in this space can help you uncover quick wins and help you ensure you’re driving impactful results for your customers. This 2025 National Summit session features panelists from GoTo, Five9, XTIUM, and Yellow.ai.
Tech Track: Drive Value, Not Just Price, in Managed IT Sales | Managed IT Services are more relevant than ever—but standing out means going beyond price. Understanding why businesses are investing in MSPs and identifying the pain points that matter most is key to staying competitive. In order to find success, your customers have to be presented with strategies that align solutions with measurable business outcomes. Learning how, paired with supplier insights into what’s driving success, reveal what it takes to thrive in today’s evolving industry. This 2025 National Summit session features panelists from Access One, DYOPATH, Granite, and TechMD.
Tech Track: Master the Key Drivers of Successful Cybersecurity Sales | Cybersecurity is often an abstract and complex topic, resulting in your customers shying away from the conversation. It’s vital, then, that you approach the conversation strategically. When discussing Cybersecurity with your customers, you should center the conversation not on tools but on risk and business impact. You should present solutions not as a menu but as a roadmap to minimizing threats and anticipating common pitfalls and objections. Additionally, you should be ready to recognize when your customers are ready – or need to – invest in Cybersecurity solutions. All these topics and more will lie at the core of this cybercentric conversation amongst key providers and your SE expert. This 2025 National Summit session features panelists from Comcast, Telesystem, and Verizon.
Tech Track: Selling AI and CX Solutions That Deliver Measurable Impact | Helping clients improve Customer Experience with AI takes more than just tech talk—it requires strategy, clarity, and a focus on measurable outcomes. When working with an organization on their AI strategy, it’s important to focus on the goals of boosting loyalty, reducing churn, and bringing more value to clients. Join this session for a deep dive on how AI can personalize CX for any customer depending on their needs – from basic automation to enterprise level solutions. Walk away with clarity on how to avoid sales traps and cut through the doubt but simplifying the message. This 2025 National Summit session features panelists from Dialpad, Infobip, NICE, and Vonage.
GROWTH TRACK SESSIONS
Growth Track: Own the Room – Pitch with Purpose: Laying the Foundation for Long-Term Wins | If you want to earn your customer’s trust, you better make a good first impression. This workshop delivers a proven framework to open confidently, anticipate and neutralize objections before they’re raised, and position yourself as a strategic solutions partner to create momentum that keeps the conversation going well beyond the first meeting. This 2025 National Summit session features panelists from OTR.
Growth Track: Partner Closing Tactics That Get Results | If you want to close great deals and close them consistently, you can’t rely solely on relationships or your ever-expanding subject matter expertise – you also need technique. Hear from top-performing Partners as they share the closing tactics that consistently deliver results—from building urgency and addressing objections to aligning decision-makers and highlighting business value. Whether it’s your first deal or your fiftieth, the right techniques make all the difference. Pick up practical, proven sales skills that can help you navigate complex sales cycles, overcome hesitation, and turn stalled conversations into closed business. This 2025 National Summit session features panelists from John Alexander Consulting, LCI Networking, ltd, and First Class Connection.
Growth Track: What’s Stopping You from Rapid Business Growth? | You get sales and product training, heck, you’ve been selling for years. You’ve built a pipeline and a reputation. So, what’s stopping you from rapid business growth? It’s everything else—managing people, working through partnerships, focusing on the right tasks, managing conflict, and more. From rock and roll’s biggest stages to business owner to one of the most trusted coaches in the channel, Tony Palmucci (Coach T) shares what’s been keeping Partners from reaching their full potential and introduces his Thinking Without Restrictions (TWR) program, designed to accelerate growth and create lasting results.
Growth Track: Turning Your Portal Sales Tools into Revenue-Generating Results | Quoting, sourcing, and finding the right-fit solution has historically been a challenging, manual process. Your Sandler Portal tools are consistently being developed in-house based on your feedback on how this process can be made easier. Sales tools like SCOUT, Solutions Finder, and SCOUT for Solutions will help you move more quickly, respond with confidence, and connect customers with the right solutions. Get a firsthand look at how to leverage these tools to sell more effectively, from first inquiry to closed deal.
PROVIDER BONUS SESSIONS
BONUS SESSION with Sandler Partners: Managing Your Business with Confidence—From Your Portal to Partner Support | Learn how to work more efficiently by maximizing the tools available through your Sandler Portal. From tracking commissions and residuals to navigating the My Commissions page, the Portal helps you stay on top of your performance with less guesswork. You’ll also explore how the Marketing Center supports your outreach with customizable, ready-to-use campaigns-in-a-box. Plus, discover how your Sales Engineering team can provide technical, strategic, and opportunity-specific support—helping you gain the clarity and confidence to manage your business and grow smarter.
BONUS SESSION with Own the Room | Pitch Lab With Own the Room | Practice makes permanent. Transform your pitch from good to great. Deliver your product or service pitch to a peer and coach for actionable feedback you can implement in your daily conversations. Walk away with a refined pitch that converts conversations into opportunities.
BONUS SESSION with DYOPATH | Beyond the Breach: Real-World Risk Management & Fraud Prevention | Cyber threats are getting smarter—and more personal. Real-world cases of financial fraud, business email compromise, and insider threats reveal just how critical a proactive security posture has become. If you want to build cyber resilience, first need to understand the threat landscape and recognize how attacks show up. From behavioral analytics to email security and identity assurance, layered strategies not only reduce risk—they make day-to-day operations more secure, more efficient, and easier to manage. This session will help you become an expert in this space so you can not only keep your own business safe, but also help your customers stay ahead of any unwanted cyber-attacks.
More to come soon – keep an eye on this page! All 2025 Sandler Partners National Summit session recaps will be added here as they become available.