"Packed with useful information that will empower me in negotiating future deals"
– Kevin Moore, Facility Engineering Manager – Verisign
"Can’t wait to get back to work and begin implementing some changes and writing my own RFP!"
– Nicole Cimino, Director Business Operations – Direct TV
"Topics are right on the money concerning 'real' issues. Fantastic information and useful too!"
– Shannon Sauro, Director of Telecom & Business Processes – SUNY-Brockport
"Great job! The subjects were right on target. I really liked getting insight into the tactics used by vendors and how to negate them, as well as learning the contract language that avoids gotchas."
– Jim Geoulos, Sr. Analyst-Procurement – American Airlines
Everywhere you look, the lineup of telecom suppliers is shrinking. Even in enterprise equipment, Cisco and Avaya are now the new “Big 2.” So how do you sell a world-beating offer from a smaller player in these markets to your management? What about strident end-user preferences for alternatives? Suppose your intriguing alternative supplier has a share price that’s been flat-lining for years – or just sold out to someone you never heard of? TC2 Senior Consultant David Rohde explores the state of the telecom industry and tells you where the next telecom mergers are likely, how to assess carriers’ financial capacity in world of booming bandwidth demand, and how to tie contract commitments to your vendor’s financial prospects.
MPLS emerged in 2003-05 as the standard enterprise data transport technology. Early challenges - complex pricing models, hard to compare MPLS solutions, new service level approaches and technical complexity – are now manageable. But now, as vendors add SIP Trunking to their MPLS portfolios, you face a new set of complexities, commercial pitfalls and contractual issues. This session details SIP services, and the different approaches companies take to implement SIP (and how that impacts wider VoIP and IPT implementations). We explain MPLS/SIP product structure and pricing models, and the key contractual considerations. You’ll leave with the background, tips and tactics you must have for your next MPLS negotiation.
Wireless spend is virtually out of control at many companies, and it is growing faster than anyone thought possible. That means wireless deals – long an afterthought – are now top-ofmind in savvy enterprises. Get a concise primer on wireless deal essentials, and understand why they are so different from wireline voice and data deals. Kevin and Ben provide strategies and tactics that put you back in control of your wireless spend.
Ben Fox & Theresa Knutson – TechCaliber Consulting LLC
New economic realities mean fewer resources and less time – and more demanding CFOs. Discover how to procure network services even when you don’t have the time and money to issue and negotiate a formal RFP. Learn how to decide when mid-term rate reviews and contract extensions make sense for your enterprise – and how to get the most out of them! In this session, Hank and Larry share ways to get a lot when you only have a little.
| Track A | Track B | |
| 1:15 – 2:15 p.m. | Wireless Deals 201 | Data Security, Privacy & Confidentiality: What You Need to Know for Your Deal |
| 2:30 – 3:30 p.m. | All About Cloud Computing | Global Telecom Procurements |
| 3:30 – 3:45 p.m. | Refreshment Break | |
| 3:45 – 4:45 p.m. | Managed Services for Data & Voice Equipment |
The Future of Local Wireline Service |
Build on the morning wireless session with a detailed examination of the challenges posed by mobility – now 30% your total telecom spend. And given last year’s estimated 160% growth in wireless data traffic, this is an area where costs and usage are guaranteed to grow. From commitments and early termination fees (a contentious but solvable problem) to coverage and devices – including a must-have checklist of the 7 most important contract considerations – this is a can’t-miss session for wireless-heavy enterprises.
What You Need to Know for Your Deal
Enterprise networks carry highly sensitive information – and that information is often hosted (or the networks are managed) by carriers or other third parties. Meanwhile, regulations that govern information security and privacy expand. HIPAA, GLB, FISMA, FCRA, to name a few, plus state regulations, industry requirements like PCI and EU directives impose stringent requirements. To make sure enterprises take steps to protect themselves, operations, procurement and legal teams must understand information security laws. Attend this session for an essential overview of key regulatory and industry requirements that let you understand and minimize your risks.
Marc Lindsey – Levine, Blaszak, Block & Boothby LLP
Cloud computing – today’s hottest platform concept – comes in many flavors (SaaS, CaaS, PaaS, IaaS, public and private clouds). It also represents an important new way for enterprises to source and use IT resources to improve their ability to respond quickly to business demands. In this session, Joaquin and Marc will describe the enterprise-ready cloud computing models and discuss key issues that set cloud computing deals apart from telecom and traditional IT transactions. You’ll discover how to anticipate hidden traps (often overlooked by even the most sophisticated enterprises) and how to negotiate terms that ensure that all of those planned savings are realized ... giving you a clear understanding of the benefits and risks presented by cloud computing right now.
Global telecom deals are cousins of their U.S. counterparts, but they demand a different set of strategies, tactics – and expectations. Attend this session and leave with a realistic view of what you can and can’t do when you apply your negotiation skills to wireline and wireless services that extend overseas.
Before you jump on (or off) the managed service bandwagon, make sure you have a crystal-clear understanding of the entire range of managed service options and, just as important, how they are priced and delivered. Become fully versed on the ins and outs of managed services so that you can make the right decision for your company.
Jack Deal & David Rohde – TechCaliber Consulting LLC
Alternatives to legacy voice services are now mainstream, and because they promise both cost savings and tight integration with the latest data technologies they will dominate enterprise procurement of local services in the next five years. UC/wireless convergence and SIP Trunking both fall into this category. Even the traditional local providers – the true Bell heads – now look at local services differently. Join Ellen, Jack and David to explore the opportunities and risks of these technologies and give you the tactics you need to maximize the opportunities and avoid the worst risks.
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