Solution Sessions

The Great O/S Migration: Android and the Windows Mobile Sunset  

The battle of the operating systems has been waging for quite some time now, and it doesn’t show signs of stopping. With millions of Windows Mobile 6.5 based devices in the field currently, there is a significant opportunity for solution providers to advise customers about migrating their software to Android and make a hardware selection capable of supporting today’s needs as well as be reliable for the next 5 years. Attendees of this session will learn: 

  • Best practices for transitioning current hardware to newer technology
  • The security benefits of  Android vs. Windows
  • Obstacles faced when selling Android into Windows penetrated businesses and verticals?

IoT: What’s Next? AI, Blockchain, CPU at the Edge…

The Internet of Things has exploded into a conversation topic in workplaces around the world. IoT provides a wealth of opportunities for many businesses, whether they specialize in cloud storage, automation software, mobility products, Omni-channel solutions, M2M installations, or security. 

Artificial Inteligence is the buzzword of the moment. Early on, IoT might have been connecting things with with wires and loading apps. But today, companies like hotels are using AI to bridge gaps and create integrated experiences. Not to mention the seemingly perfect marragie between IoT and Blockchain. While more and mre solutions are pushing CPU power to edge devices. How can the reseller take advantage of trends in this space? Attendees will experience:

  • How can you leverage opportunities in IoT for your company?
  • What are the ramifications of an ever connected and globalized world with more CPU on the edge.
  • A discussion on AI and it’s role in IoT.
  • What kinds of role does security play in IoT?

Competitive Selling Advantage: Multiple Sales Models to Compete Successfully in Today’s Fragmented Market

Today’s market is flooded with many new variations of the CAPEX and OPEX business models, including a few which promote “FREE” components of the solution.  There are more ways to finance a new IT solution from traditional sale, to lease, to SaaS (Solution as a Service), to hybrid SaaS, and in some cases, the software is free, while other solutions offer free hardware or services.  

More and more resellers are offering multiple finance programs to their customers.  In this workshop, our panelist will discuss and explore:

  • Best practices for offering multiple finance models including CAPEX and OPEX. 
  • How to effectively complete against “FREE” sales models.
  • Best practices for selling value against “Free”
  • How to build a Hybrid SaaS Model for your customers, while continuing to pay your sales team like a traditional sales model
  • Customizing your sales model on a customer to customer basis
  • Effective bundling to upsell and make your solution “Sticky”

Emerging Networking Technologies; How it is Impacting Enterprise Infrastructure & Operations

Legacy infrastructure and operations practices struggle to meet the demands of today’s digital business. Digital transformation will require IT agility and velocity that outstrips classical architectures and practices. IT will be increasingly tasked with supporting complex, distributed applications using new technologies that are spread across systems in multiple locations, including on-premises, the public cloud and hosting providers. Session attendees will learn: 

  • How important is scalability in designing a network infrastructure?
  • Should you approach infrastructure development from the bottom-up or top-down?
  • About different cloud technologies and how it can pertain to business growth.
  • How can bring-your-own-device (BYOD) technology and Wi-Fi in the cloud affect the enterprise?

The World of Auto ID : What is Next?

AIM, the industry association for automatic identification technologies; has brought together a panel of industry experts to discuss the current state of automatic ID  and where these technologies are headed in the future. Take part in this session to get an insider’s perspective on the standards, trends and future opportunities with technologies like RFID, barcoding, blockchain, RTLS, IoT and more! Session attendees will learnabout:

  • BlockChain and what it means for the Future of Auto ID
  • Traceability; getting at the forefront of regulations
  • Want’s next in IoT

Payment Processing Security: How to Protect Yourself and Your Customers

This panel will discuss the evolving need for payment processing security, so end-users can protect themselves and their customers from potential breaches. We will explore how a VAR should approach a merchant with a limited budget about improving security. Dive into how software plays a part in protection against information breaches, in addition to hardware. And finally, EMV may be an old topic, but there are still holdouts to adoption. We will explore how VARs can convince these merchants that EMV is crucial to protecting their business? 

Additional information will be provided on BlueSar Payment Processing initiative with a discussion on prartners and solutions. 

Digital Signage: Smart, Responsive and Physical. Are you in?

Digital signage has come of age finding strong footholds in not only hospitality and retail, but warehouses and public environmens as well. Talk about Smart? Smart programs and AI are entering the field, allowing an unprecedented scaling of data analysis and integration. This will allow better integrated and linked promotions. All of which might be responsive connecting to sensors and data feeds. 

Many VARs do not realize the potential in capturing additional revenue through software licenses and reselling content services. Furthermore, by expanding into digital signage, VARs are even better positioned to aid in WLAN and networking services. Generating additional recurring revenue situations. 

  • Tips on integrating digital signage solutions to their current offering.
  • Developments in retail, hospitality and manufacturing.
  • The latest in interactive, multi-touch technologies and use cases to grow your business.
  • Where the opportunities in recurring revenue lie. 

Smart Cities; Navigating Opportunities, Understanding Blind Spots

One of the largest challenges in creating a Smart City is the convergence of new technologies with old technologies, and even older infrastructure.  There is the desire to interconnect systems that serve totally different purposes (ex. Traffic control, energy management, or crowd control).  This creates a sort of “system of systems”. 

An uneven transition to these technologies raises issues about security vulnerabilities like “blind spots” where old and new technologies haven’t fully merged, and are not able to report problems which have occurred. So, where are the opportunities and how does a VAR navigate issues surrounding an interconnected web of systems? Session attendees will learn about:

  • What “blind spots” arise when old and new systems are joined to create solutions and where the opportunities are for resellers to address these so called Smart City “Blind Spots”?
  • How standards are being developed in Smart City Solutions to ensure the citizens have a similar experience level traveling from city to city or campus to city
  • How Smart City technology expedite and streamline government markets while guaranteeing ROI.

Group #2

Future Trends of POS / mPOS

The consequences of technological innovation and a move to mobility have the potential to disrupt many different industries in the coming future. The Point-of-Sale ecosphere is not immune to such oncoming changes; the Channel will need to explore real-world challenges as implementation continues to progress. Long thought of as a solution best implemented for small businesses, mPOS continues to influence traditional POS lanes, making it critical to understand the key elements driving merchants towards mPOS solutions.

  • How are omni-channel experiences, both physical and virtual, changing the shopping experience?
  • What is the current state of the mPOS ecosphere, and what are the newest innovations and trends?
  • How will changes in PCI compliance affect mobile solutions?
  • The advancement of EMV installations throughout the U.S. is driving a refresh of legacy POS solutions. How does this movement drive new mPOS installations?
  • What criteria are merchants using in their purchasing process?
  • How are advancements in operating systems having an affect on ISV development and hardware sales?

The Modern Warehouse

A topic which continues to be top-of-mind for ADC resellers, the modern warehouse and what is next. Last year, we discussed the fourth Industrial Revolution gearing up and expediting changes thanks to artificial intelligence, increased M2M communication, and M2P (Machine to People) data exchange. Robotics, vision systems, augmented reality, voice technology and wearable computing continue to transform warehouse automation across the spectrum. With such drastic changes in automation services available, companies will have to navigate a complex landscape to determine what is viable for their particular business. 

  • How will the changing future of warehouse automation affect and change other aspects, such as delivery, inventory and product tracking?
  • How will voice and wearable technologies, RFID and other tracking devices factor in to the overall efficiency and efficacy of warehouse production?
  • What opportunities for ROI exist in working to upgrade warehouses and storage options within different industries?

Data Security; a VARs “How To” Guide and Opportunities 

Data security, it affects the channel every minute of every day. Security failures pepper the news regularly, and it’s clear that hackers are adapting as quickly as security measures. As such, resellers are becoming entangled in the security realm more and more. The smart move is to develop a strategy and starting does not have to be a huge commitment. According to Nathan Sweaney from Secure Ideas, there are three opportunities resellers can make money on today and get involved in secury solutions at the same time, namely; Security configuration reviews, log management/security information and event management and finally Firewall management. 

So how does a VAR get into the space? We will discuss strategies for vetting security products and services so resellers can more easily navigate adding these services to their linecard. Attendees will learn: 

  • An understanding of the evolving security threats in our channel
  • How to vet security related products
  • A snapshot of the people, processes and systems needed to add security solutions.

Increase Profits TODAY! Media, the Unsung Bottom Line Hero

Did you know that every $1 spent on hardware will generate $3 in media revenue over the life of that printer? If you aren’t quoting media with every new opportunity you encounter, you’re turning away recurring revenue. Learn how working the correct media into your solution can maximize profitability and the overall customer experience. Gain a better understanding of how to approach the media topic with your customers and ask why certain questions are key to finding the perfect fit for them. Join us for an enlightening conversation as we demystify media and discuss how it can enhance your bottom line.

  • Could the wrong media have a negative impact on customer satisfaction with the overall solution
  • How to begin the media conversation with your customer
  • What you need to know to find the right media for your solution and why
  • The importance of ribbons and how to select the right one
  • How to build a single sale into a recurring revenue stream

Marketing – A VARs Guide to Best Practices

Most VAR executives wear many different business hats thought out the day, let alone a week. Marketing budgets are either nonexistent or exist but with few resources to execute ideas. This year’s marketing session will explore free (and affordable) digital marketing tools, straightforward advice on building subscriber lists and executing email marketing, proven targeting techniques for paid digital advertising, an explanation of how blogging can improve your search engine presence, and online resources for marketing training and certifications. Attendees will leave this session with actionable recommendations on how to level-up your digital marketing efforts. Attendees will not get generalizations, silver bullets, or gibberish. Each session will be closed with a deep-dive Q&A so bring your note pad, laptop or tablet to capture all the info you need.

Networking: How to Control the Network Solution, Cellular Failover to Security

It been stated that over 72% of all small to medium business around the world have outdated WLAN installed, which causes a decrease in customer experience, as well as your daily operations. Consumers expect WLAN service when shopping, eating, or visiting a new business, and they will alter their habits based on the level of connectivity they can attain for free. What’s more, most businesses have no plan for keeping their network or business operating without and internet connection, leaving opportunities for Cellular Failover ripe for those with a solution.  

If you allow your SMB customer to go to a big box store to purchase networking appliances, then you are leaving money on the table and opening the door for network security issues for which you could be blamed. In this session, you will learn why you need to control the network design and integrate networking into every one of your solutions. Find out about cellular failover opportunities with solutions and go-to-market strategies. Panelists will discuss how you can increase your margin stack on the total solution, while creating a better customer experience for your customer’s partners and patrons.

  • What are the selling strategies you should use to upsell your customers to better and more secure network? And implement cellular failover?
  • What recurring service revenues can be achieved by controlling the networking portion of the install?
  • What recurring revenue can be achieved by becoming an MSP of a cloud-based solution?
  • Are there In-a-Box WLAN packages that my sales team can use to open the door and start discussions on networking?
  • With so much outdated WLAN in the market, what is the best way to market WLAN to my current customers as well as for new prospects?

Telemedicine and IoT, Transforming Healthcare; Advantage VARs

Telemedicine (also called telehealth) is transforming healthcare. Originally envisioned as a way to remotely diagnose and treat rural populations that lack specialized medical professionals, telemedicine is connecting patients everywhere with providers and caregivers. What’s changed? The Internet of Things (IoT) has become a reality. IoT is connecting patients, smart medical devices, laptops, tablets, phones and wireless sensors with medical professionals.

IoT represents a new model for healthcare, involving tablet-based gateways that can access apps to transmit patient data securely to a provider doing remote diagnosis as well as to the medical device manufacturer or other entity supporting the patient’s treatment. IoT promises to facilitate medical device interoperability, better treatment decision making via analytics, and faster scalability. Medical devices that have Internet addresses and can generate data for tracking, analysis, and action promise a future of better care at lower cost. Attendees to this session will learn about the opportunities to be had in healthcare with revolutions in technology. 

  • With devices, apps and computing forging a mesh of technologies, how will the daily work of a healthcare professional change in the near future?
  • What types of unified communications best suit the healthcare industry, particularly in the scope of patient care and relations?
  • The lines between physical and digital will continue to blur, creating new opportunities. How can VARs position themselves to take advantage of these opportunities?

RFID, Cold Chain, Beacons and RAIN: A Look into What is to Come

A recent Juniper Research study forecasts a 350% rise in IoT spending for retail by 2021, fueled by RFID and Bluetooth low-energy beacons. This growth is being fueled by technology that is becoming lower in cost and more prevalent in stores. These technologies can now be leveraged for better analytics, customer experience and supply chain improvements.

But that’s not as RAIN RFID enables a wide variety of use-cases proven to drive sales and engage customers in retail and beyond. P&S Market Research reports the global cold chain RFID market is expected to grow at a CAGR of 29.1% forecast to 2022. The growing demand for real time temperature monitoring in cold chain logistic is expected to boost the growth of the global cold chain RFID market. So how can resleers prosper? Attendees wil learn: 

  • An explanation of the latest uses of RFID in retail, manufacturing, healthcare and logistics.
  • RFID tagging, as well as sensor technology, is creating a new method of tracking by collecting data points across the entire supply chain. Who is creating these solutions, and how can my company engage in this new revenue stream?
  • How should VARs work to include RFID, beacons or sensors into their service mix? Is there a low cost/entry level solution to help?
  • Has the cost structure gotten to a point where ROI makes investment easier to stomach?