UCC Summit 2020

Unified Communications & Collaboration Summit

BARCELONA

February, 3-5

DALLAS, TX

February, 2-5

Sponsored by Wildix
#uccsummit

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The place where UC&C specialists go to increase sales and profits
in the ever-changing UC&C market

No One Wants a PBX Anymore

By 2022, 50% of premise-based telephony users will leverage subscription pricing models and 62% of IT leaders making a decision for voice/telephony will acquire pure cloud services. (Gartner Inc.)

That’s why System Integrators and Managed Service Providers need to evolve from resellers into business consultants to keep surviving and thriving in the market.

At the UCC Summit 2020, you’ll meet the industry’s leading experts, discover the latest trends and learn the best sales and workflow management methods to stand out and re-establish your authority as a leader in the market. 

The UCC Summit is a unique opportunity for your company to access the Kanban world. Here, you’ll have the chance to meet one of the greatest thinkers in communications and founder of Kanban University, David J Anderson, who also revolutionized industrial workflow management by creating the Lean Kanban. Additionally, management consultant Alexei Zheglov will introduce you to the “fit-for-purpose” way of working.

David J Anderson is an innovator in management strategy for 21st century businesses. He currently serves as chairman of Lean Kanban Inc., a training, consulting, events and publishing business that makes new ideas accessible to managers across the globe.

By now, David J Anderson has more than 30 years’ experience in the high-technology industry, starting with computer games in the early 1980s. His accomplished career has included positions at IBM, Sprint, Motorola and Microsoft, as well as a number of startup businesses. He has also pioneered both the Kanban Method and Enterprise Services Planning training curriculum.

Alexei Zheglov is a management consultant based in Waterloo, Canada. First educated as a mathematician and software engineer, he moved into digital consultancy after seeing firsthand how modern companies often run into problems when trying to deliver complex intellectual products or professional services to customers.

Currently, Zheglov brings pragmatic, actionable guidance to companies in order to improve their operations. His independently run consulting and training business serves a variety of clients, helping each to live up to their own meaning of “fit-for-purpose.”

Fit for Purpose - book cover

Anderson and Zheglov are the authors of the bestseller “Fit for Purpose: How Modern Businesses Find, Satisfy, and Keep Customers,” a pragmatic, actionable guide for business owners and creators of products and services. The F4P Framework combines both narrative- and data-based approaches to assessing customer groups, as well as discerning fitness. Your company can use these methodologies to serve customers better and find the right customers to partner with.

Defining market segments by purpose and understanding customers’ fitness criteria should be among your business’ core strategic capabilities to ensure organizational alignment and long-term survivability.

The UCC Summit presents a unique opportunity to meet the revolutionary thinkers behind this methodology.

Products are dead and we’re living in the age of service. If your company wants to survive, you’ll have to become a business consultant MSP, and fast. This evolution will keep your company from dissolving into the background with the vast number of other direct offers on the market. — Steve Osler

The UCC Summit is the place where System Integrators and Managed Service Providers gather to discover secret weapons that turn resellers into business consultants.

What Your Customers Want

Today, customers are seeking new opportunities and ways to increase their business. Times and strategies have changed; now, nobody comes to you asking for a new PBX. What clients need is a modern solution to help them address business challenges and achieve their goals.

MSPs are the experts who are able to address clients’ business problems by providing them with new technological tools that can guarantee improved outcomes.

And customers can’t get enough of them.

You too can transform yourself for success when you become a Managed Service Provider and turn your resellers into professional business consultants.

Discover the latest technology and the best new strategies in marketing and sales!

In today’s market, simply being skilled is not enough. You need an up-to-date business model and sales approach to stand out and surpass your competitors.

The subscription consumption model is the future of customers’ buying habits, just as the OPEX-based business model is the future of the SI’s and MSP’s sales categories.

The Three Reasons Why The UCC Summit Is Truly Different From Any Industry Trade Show.

  • It is the only place where you can sign a deal and find your way to success by becoming a business consultant MSP. The Wildix planned agreement is a commitment to stake your claim and re-establish your authority in the market.
  • You will be trained by the best global experts and analysts. Discover the most up-to-date innovations in marketing, technology and sales, as well as how to use them to grow your business. The UCC Summit also includes workshops to learn tips, tricks and ideas tailored for your field.
  • It is a unique opportunity to become part of a global network of SIs and MSPs. The UCC Summit is the one and only gathering dedicated to System Integrators and Managed Service Providers eager to improve their business and market authority.

Join the UCC Summit or you’ll be cut off from the market!

SPEAKERS

  • David Anderson
    David Anderson

David J Anderson

David J Anderson School of Management. Leader of the Kanban movement.

Dallas

David is an innovator in management thinking for 21st Century businesses. He has more than 30 years’ experience in the high-technology industry and has previously worked at IBM, Sprint, Motorola, and Microsoft. Originator of the Kanban Method, and co-creator of the Kanban Maturity Model, the Fit-for-Purpose Framework and Enterprise Services Planning.

He is the founder of the Kanban University with over 400 accredited trainers and consultants, multiple global conferences, and is Chairman of the David J. Anderson School of Management providing training in 21st century business practices for enterprise agility.

Fit for Purpose - book cover
  • Alexei Zheglov
    Alexei Zheglov

Alexei Zheglov

Founder and Principal Consultant
at Lean A-to-Z, Inc.

Barcelona

Alexei Zheglov is a management consultant based in Toronto, Canada. He was first educated as a mathematician and a software engineer. Then, for many long years, he experienced how modern companies run into all kinds of problems when they try to produce and deliver complex intellectual products or professional services to customers.

Nowadays, Alexei Zheglov brings pragmatic, actionable guidance to such companies so that they can do better. He does it by running his own consulting and training business, serving a variety of clients, each with their own meaning of “fit-for-purpose.”

Excellence from Touchdown to Takeoff
Treating all your customers the same way is a fragile strategy. Fit for Purpose framework will help you to design Fitter Services to your Customer Segments!

Jay McBain – Principal Analyst @ Forrester Dallas

Jay McBain is one of the most visible thought leaders in the global technology channel. Named to the Top 40 Under Forty by the Business Review as well as numerous channel magazines top influencer lists, he is often sought out for industry guidance and future trends. He has spent his 25-year career in various executive channel sales, marketing, and strategy roles within IBM, Lenovo, and ChannelEyes. Jay is the principal analyst for global channels, partnerships & alliances at Forrester – one of the most influential global research and advisory firms in the world.

Digital Disruption and the Changing Channel Landscape
As Steve Osler said, “In order to compete and win in today’s digital, fast paced, highly collaborative business community, companies require new experiential, omnichannel communications capabilities without the technology getting in the way.” Join Jay McBain from Forrester in this thought-provoking session as he unpacks changes in the market and offers ways to disrupt your own business in order to not only stay afloat, but thrive. He will explore the quickly growing UC and UCaaS market, including the changing nature of the buyer, the never-ending customer journey, ecosystems, and new ways to influence prospects at scale.

Frank Merenda – N°1 Marketing Expert in Europe presso Metodo Merenda Barcelona

Frank Merenda, a successful sales and marketing promoter, started his career by gaining practical experience in the field as an entrepreneur in different sectors, and become known to the general public for introducing the concept of “professional sales” in Italy through a series of publications and regularly held courses.

Jim Roche – Managing Partner @ ValueSelling Associates Inc Barcelona

Jim Roche is a coach, consultant and trainer specializing in aligning sales, marketing and product for improved productivity and decreased costs. Emphasis is placed on rapidly changing behavior; quickly driving more revenue at higher margins through the sales and marketing channel(s) by creating a need for what his client companies do better than anyone.

Overview of the ValueSelling Framework®
Get out of the price conversation: differentiate yourself with the ValueSelling Framework™. A preview to ValueSelling training for you and your team.

Dominic Black – Head Of Research @ Cavell Group Barcelona

Dominic is Head of Research at Cavell Group and is responsible for Cavell’s research output which is focused on the cloud communications market, both from an enterprise, provider and vendor perspective. Dominic works across EMEA and North America delivering bespoke research and consulting projects for telecoms companies on their M&A strategy, international expansion, vendor selection and go to market strategy as well as speaking at many industry events.

The changing UC landscape
Dominic will be looking at the changing UC landscape, highlighting how customer demands and the way that enterprises communicate is evolving and how the telecoms industry is addressing this change. Dominic is Head of Research at Cavell and will be using data from both their Enterprise and Service Provider Insights research to help providers understand how they can drive continued success in the future.

Mitch Friedman – Managing Partner @ ValueSelling Associates Inc Dallas

Mr. Friedman has worked in Information Technology sales and sales leadership for over 30 years as a Strategic Account Salesperson and as a Sales Leader. He has worked at firms such as IDC, Meta Group (acq. by Gartner in 2002) and most recently Microsoft. After leaving Microsoft he joined the ValueSelling team to help teach techniques he leveraged while in Sales and Sales Leadership. He is the recipient of numerous President’s Club, Gold Club and other awards for beating quota attainment goals.

Overview of the ValueSelling Framework®
Get out of the price conversation: differentiate yourself with the ValueSelling Framework™. A preview to ValueSelling training for you and your team.

Alberto Benigno – Account Executive – High Technology Enterprises @ Gartner Barcelona

Alberto works in sales at Gartner and he is passionate about sales, digital selling and changing the status quo in his prospects and clients. He has spent the majority of his career in the tech industry, gaining experiences in areas such as Strategy, Account Management, Business Development and Project Management. Ambitious, curious and hard-working professional from Italy, he strives to deliver exceptional value for his network as well as the companies he works with at Gartner. Gartner is the world’s leading business and IT research and advisory company and Alberto helps small and mid-sized enterprises address the challenges they face regarding their most critical business objectives.

The State of Sales:
Alberto will be looking at how the role of the sales rep is changing and how this role should adapt to a faster and busier world.

Wildix Speakers

Steve Osler

CEO

Barcelona

Dimitri Osler

CTO

Dallas

Emiliano Tomasoni

CMO

Dallas

Alla Daleko

Marketing Manager for UK

Barcelona

Robert Cooper

Managing Director for US

Dallas

Gilles Guiral

Country manager for France

Barcelona

Katie Trombetti

Marketing Manager for US

Dallas

Jerry Browne

Support & Technical Assistance Manager

Dallas

Alex Aston

Sales Assistant Team Director

Barcelona

Giulia Perotta

Marketing Manager for Italy & Spain

Barcelona

Graham Dixon

UK Support Manager 

Barcelona

EDUCATIONAL PARTNERS

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Sophia Sfioui

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AGENDA

DAY 1
February 3, 2020

Time Session
9:00 AM Registration
10:00 AM Vision and market analysis
Steve Osler, Dimitri Osler
11:00 AM Break
11:30 AM New Producs and Marketing
Emiliano Tomasoni, Alla Daleko
1:00 AM Lunch
2:30 PM Sales and Integration
Robert Cooper, Gilles Guiral
3:30 PM Break
4:00 PM Sales program – Robert Cooper, Gilles Guiral
5:00 PM Signature
5:30 PM Aperitif

DAY 2
February 4, 2020

Time Session
9:30 AM Positioning and marketing – CompTia, Frank Merenda
11:00 AM Break
11:30 AM Market Analysis – Dom Black (Cavell Group), Jay McBain (Forrester)
12:30 AM Lunch
2:00 PM Design a plan for customer satisfaction and upsell – CompTia, Alberto Benigno
3:00 PM Break
3:30 PM The ValueSelling Framework® – Jim Roche,
Mitch Friedman
4:30 PM Break
5:00 PM Fit for purpose – David Anderson, Alexei Zheglov

DAY 3
February 5, 2020

Time Session
9:30 AM Integrations with Platinum sponsors
11:00 AM Break
11:30 AM Sales – Tech – Marketing session – Terry Bloom, Katie Trombetti, Jerry Brown, Alex Aston, Giulia Perotta, Graham Dixon
Time Breakout 1 Breakout 2 Breakout 3
9:30 AM Choose your session!
10:00 AM BRAXTEL: Business Transformation. All from concept to reality Samsung – Valore BF: Why you should have a professional display, not just a TV The Art of ValueSelling – Jim Roche
10:45 AM Break and choose your session!
11:00 AM Legrand: Infrastructure for IT and AV application ZOHO: Recipe for MSP Success in 2019 : CRM + HelpDesk + UCC How to deliver value to your customers  –Vasya Ganchev, Graham Dixon
11:45 AM Coffee Break
12:15 PM Referral Campaign to win the customer – Emiliano Tomasoni,  Kirsten Mesch New Products Insight – Vasya Ganchev Focus: the most profitable strategy for a successful transition to MSP business model in 2019 – Cristiano Bellumat
1:00 PM Lunch
2:30 PM Samsung – Valore BF: Samsung Flip, the “wow effect” Braxtel: Contact Center. Selling Return On Investment How to deliver value to your customers -Vasya Ganchev, Graham Dixon
3:15 PM Break and choose your session
3:30 PM ZOHO: Effective Selling with Telephony Systems Integration Legrand: Infrastructure for IT and AV application (R) The art of ValueSelling – Jim Roche
4:15 PM Coffee Break
4:45 PM Final Good Bye!

AGENDA

DAY 1
February 3, 2020

Time Session
9:00 AM Registration
10:00 AM Vision and market analysis
Dallas: Dimitri Osler
Barcelona: Steve Osler
11:00 AM Break
11:30 AM New Products and Marketing
Dallas: Dimitri Osler, Emiliano Tomasoni
Barcelona: Steve Osler, Alla Daleko
1:00 PM Lunch
2:30 PM Sales and Integration
Dallas: Robert Cooper
Barcelona: Gilles Guiral
3:30 PM Break
4:00 PM Sales program
Dallas: Robert Cooper
Barcelona: Gilles Guiral
5:00 PM Signature
5:30 PM Aperitif

DAY 2
February 4, 2020

Time Session
9:30 AM Positioning and marketing
Dallas: CompTia
Barcelona: Frank Merenda
11:00 AM Break
11:30 AM Market Analysis
Dallas: Jay McBain (Forrester): Digital Disruption and the Changing Channel Landscape
Barcelona: Dom Black (Cavell Group): The changing UC landscape
12:30 AM Lunch
2:00 PM Design a plan for customer satisfaction and upsell
Dallas: CompTia
Barcelona:Alberto Benigno
3:00 PM Break
3:30 PM Overview of the ValueSelling Framework®
Dallas: Mitch Friedman
Barcelona: Jim Roche
4:30 PM Break
5:00 PM Fit for purpose: Excellence from Touchdown to Takeoff
Dallas: David J Anderson
Barcelona: Alexei Zheglov

DAY 3
February 5, 2020

Time Session
9:30 AM Integrations with Platinum sponsors
11:00 AM Break
11:30 AM Sales – Tech – Marketing session
Dallas: Katie Trombetti, Jerry Brown
Barcelona: Alex Aston, Giulia Perotta, Graham Dixon

TESTIMONIALS

LOCATION

BARCELONA, Spain

World Trade Center

DALLAS, Texas

Glass Cactus at Gaylord Texan Resort

Hotels

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