Channel Partner Expo 2018
 

TRACKS AND SESSIONS

OWNERS/LEADERSHIP TRACK

Audience: Owners, General Managers, and Company Presidents

Join this session to learn about opportunities for growth in 2018! We are hosting a session focused on the specific interests of Owners. Growth topics include; Spillman Ally, services and how to grow your business with inside sales.

SALES MANAGEMENT TRACK
Building and Running a Successful Sales Team

Audience: Sales Management
Cultivating an environment that really let’s your sales team shine is all about how you manage people, not projects. In this session, we’ll provide guidance and tools that help you assess, motivate, coach and reward your sales people. You’ll come away with strategies on how to forecast, run a sales meeting, set quotas, determine compensation and incentives, conduct performance evaluations, recruit top talent and more.

SOLUTION SESSIONS

This year's solution sessions include the latest information on MOTOTRBO, Applications, WAVE, Private Security, IIoT, Accessories, Services and ASTRO/APX.

Team Communications Customer Case Study (Hospitality)
Audience: Sales and Marketing staff with Hospitality customers, or anyone curious about real-world examples of Team Comms
Our 2018 CPE hotel, the Rosen Shingle Creek, also happens to be a Team Communications customer. Join this session to learn what challenges they faced, which areas of the facility are leveraging Team Comms, and other ideas to encourage your own customers to adopt a Team Communications solution.

MOTOTRBO Systems
Audience: Sales and Marketing staff focused on commercial and professional systems
Explore the latest additions to the MOTOTRBO systems ecosystem, including Capacity Max, Connect Plus and Capacity Plus, along with customer migration strategies. We will also review our Next Generation Motorola Console and other recent or soon-to-launch repeater solutions.

New MOTOTRBO Service Packages
Audience: Sales and Services staff focused on commercial and professional systems

We'll introduce you to the new service packages for infrastructure and devices designed specifically for the channel. Learn about how these services packages will help you grow your services business and improve customer stickiness.

MOTOTRBO Applications
Audience: Sales and Marketing staff focused on commercial and professional systems

Demand for tighter integration between the MOTOTRBO portfolio and applications is stronger than ever. In this session, you’ll review trends in applications and our response to those trends. You’ll also get a preview of application evaluation guidelines and pre-qualification tools that will help streamline the integration process, and learn about the latest additions to the MOTOTRBO Application Developer Program.

APX Subscriber Solutions
Audience: Sales MRs
Join us for the latest updates on subscriber offerings including the APX product updates, APX mid-tier, APX entry-tier, Si500 body-worn camera, the APX 8500 and other exciting solutions. We will also share some ways you can beat the competition in public safety and commercial markets.

WAVE
Audience: Sales and Marketing staff focused on commercial and professional systems
WAVE is fast becoming an integral part of an end customer's communications solution. In this session, you will learn the ways we have improved the solution, and new capabilities that have been added to the portfolio including WAVE OnCloud™ 2.0.

DEMS
Audience: MR Sales Reps
Join us to hear about Si500 body-worn camera and CommandCentral Vault successes from the perspective of a fellow Motorola Solutions Manufacturer’s Representative, and learn the details on recent new product releases and updates to the Digital Evidence Management Solution portfolio.

ASTRO® 25 Solutions - Infrastructure
Audience: MR Sales Reps

Grow your revenue with ASTRO 25 solutions. Learn about all the ways to sell P25 mission-critical solutions, discover the new MCC 7500E Dispatch Console, get tips on positioning the ASTRO portfolio and more.

NG9-1-1
Audience: MR Sales Reps
Craig Dollar, Director NG9-1-1 Strategy for Motorola Solutions, will provide an overview of the 2018 plan for NG9-1-1 products and services including the CallWorks and VESTA platform objectives, priorities, and areas of opportunity.

FirstNet
Audience: MR Sales Reps

FirstNet Go To Market readiness updates on: the 4 steps to sell FirstNet, compensation, forecasting, proposal generation, placing orders, marketing collateral available, who to call for questions and help. Question and answer session for all things FirstNet.

Spillman - Ally: Cloud-based, SaaS Dispatch, Records and Incident Management Platform
Audience: Sales and Marketing
Learn how this easy-to-use, cloud-based software pairs with MOTOTRBO and WAVE to streamline incident management workflows for enterprise security operations. This SaaS subscription model creates an easy up-sell opportunity without the need for a large upfront capital outlay.

Spillman - Flex: CAD/Mobile/RMS/JMS for Public Safety Agencies
Audience: Sales and Marketing that work with Public Safety Agencies
Become more familiar with Spillman's flagship product and how it has benefited public safety agencies for more than 35 years. Understand the Flex target market and focus agency types. Gain insights into the sales process that has served the Spillman team well and learn how you fit into this proven process for selling enterprise public safety software.

IIoT - MOTOTRBO Data: How to Support your Customer beyond PTT Voice
Audience: Sales
Learn the basics of data communications and how land mobile radio systems can be leveraged to support various data transmissions. Starting with bits and bytes, we will explore more complex concepts such as data latency and data throughput. By attending the session, DSRs will be able to have more productive data-centric conversations with customers and prospects, and gain insights from practical use cases in the utility sector.

SALES SKILLS SESSIONS

Sales Skills sessions help you develop or refresh key aspects that can help you generate more sales.

Speaking IT: A Glossary for Sales Professionals
Audience: Sales and Marketing

Gain a reference point for conducting meaningful dialogues with IT professionals. This session will focus on the terms and concepts commonly referenced by IT professionals to help increase your familiarity with the language of networks and how it is used in telecommunications conversations.

Sales Skills: Moving from Thought to Action
Audience: Sales and Marketing

This session offers a brief introduction to the art of asking questions that lead to customer commitment.

Inside Sales for Reseller Organizations
Audience: Owners, General Managers, Company Presidents, Sales Managers, and Marketing

Are you looking to help drive revenue with your inside sales team? Join this session to better understand inside sales best practices. We'll cover everything from prospecting to lead management to pipeline growth.

MARKETING AND SUPPORT PROGRAM SESSIONS

Marketing and Program sessions provide key insights to maximize demand generation as well as programs to help your organization grow and be more profitable.

Effective Sales Tools: Focusing on Growth & Efficiency
Audience: Sales and Marketing

Effective, easy-to-use sales tools maximize your productivity and create more operational efficiencies. In this session, you’ll learn about new tools for 2018 and enhancements to existing tools. We will share updates to partner-facing tools such as quoting tools, the Partner Central portal, SalesView point-of-sale tool, new Above Price Book registration process, and Opportunity Management tool. We will also discuss new customer-facing tools: Solution Finder and Partner Finder.

Thinking Outside the Box: Unconventional Marketing Strategies to Drive Demand
Audience: Sales and Marketing

Attend this session to learn how sales and marketing has evolved and how the two disciplines can become better aligned. We'll share tips and tricks for improving your marketing strategies—from planning through campaign development and consistent execution. We’ll identify the unconventional tactics that will help you drive demand and support organic growth in your business.

Marketing Infrastructure for Growth
Audience: Owners, Sales and Marketing

This session will cover the basics of setting up a marketing infrastructure to support growth. We'll cover key elements and tips including CRM and marketing automation tools, a lead-generating website and how to find and select marketing resources, personnel and support.

2018 Digital Marketing Trends: What's In, What's Out
Audience: Owners, Sales and Marketing

Today, the pace of technological change is faster than ever. The world of digital marketing is not exempt, with new trends on the rise in 2018 to help companies target and acquire new customers and retain existing customers. Learn from our panel of digital and marketing experts about what's changing in SEO/SEM, social media, public relations and demand generation, and how to capitalize on these trends to help your business grow.

Marketing & Practice Development 1:1s with Subject Matter Experts
Audience: All

Interested in meeting 1:1 with a subject matter expert to help with your marketing or practice development? We've reserved a limited number of times for you to meet directly with experts to ask questions, get answers and bring actionable insight back to your company. Indicate your interest and we'll reach out to schedule a meeting.

A Sales-Driven Marketing Plan for Filling the Pipeline
Audience: Owners, Sales and Marketing

Growing your business through new customer acquisitions and by offering upgrades and cross-selling to existing customers isn't easy, but with a sales-driven marketing plan your odds of success expands exponentially. In this session, we'll offer a framework for developing a sales-aligned marketing plan to keep your pipeline filled that includes a marketing plan template and tools and resources for your sales team to build and nurture relationships, become trusted advisors and accelerate sales.

FEDERAL TRACK

Created specifically for our Federal Government partners, these sessions will give you key insights to grow your business.

U.S. Federal Government General Session
Audience: Federal Manufacturer Representatives and Resellers

Mark McNulty Vice President and General Manager of Motorola Solutions' U.S. Federal Government Markets Sales Division will review 2017 achievements, Mark will also discuss 2018 objectives, priorities, and areas of opportunity.

Force Protect
Audience: Federal Manufacturer Representatives and Resellers

FORCE PROTECT is Motorola's Converged Security Information Management (CSIM) architecture tailored to Federal customers. This course will present the architecture, use cases, and discussion points to bring FORCE PROTECT to our customers' attention.

Competitive Overview
Audience: Federal Manufacturer Representatives and Resellers

Competitive Update on product, services, messaging and positioning also including incentive programs and sale tactics.

Best Practices: Federal Year-End Readiness
Audience: Federal Manufacturer Representatives and Resellers
Covering partner best practices for proactively preparing for and closing business at Federal Year End through Sept 30th.

Federal Guest Speaker
Audience: Federal Manufacturer Representatives and Resellers
Jason “Jay” Redman retired after twenty one years serving with the Navy SEAL Teams. His message of leadership, teamwork and most importantly, the Overcome mindset inspires and resonates with companies and individuals alike.

Additional Topics
Audience: Federal Manufacturer Representatives & Resellers

In addition, we'll cover a range of topics related to the specific needs, unique challenges and resources available to Motorola Solutions Federal Channel Partners.