TA blasted out the survey the week after the show at the Rio
March 1st - 3rd, 2009. 50 members and vendors responded. The
highlighted text below in the responses is from TA. We highlighted
something if we thought it was significant.
3. Have you attended a Channel Partners tradeshowin
Yes 81% No
4. Other than theChannel
Magazine, what other tradeshow(s)
do you attend, or magazine(s) do you read, to generate business contacts
and/or get information to help your business?
numerous IT magazines including
topics like VoIP, Wi Max, Forbes
InterOp, VON, CES IP Telephony Show,
WTG Events (i.e., Tee & Sea), Channel
Magazine Telephony Magazine, CFO Summits, CIO
Summits, CCMI, Gartner, TEMIA conferences
ATSI, NAEO, GLTSA Internet Telephony Magazine Master Agent Shows Comptel local table top and IT shows only
IETEXPO show, Primarily Phone Plus & Internet
Many for lead gen purposes - all in other industries Comptel, Comptel
Supercomm, Comptel, TEM, Mobile (CCMI)
Telephony, Various internet sites and blogs
local business reports Comptel, Gartner Group events
CompTIA Breadaway, mfr and carrier specific shows (Toshiba, Adtran, Sonicwall,
TPAC, etc). Magazines - many, many.
BusinessWeek, The Prepaid Press, LA Times, Wall Street Journal Prepaid Expo,
Channel Vision Magazine.
Solution Provider Exchange Comptel, both shows were at the same time.
Haven't attended any, but I am interested
VoiceCon, IT Expo
5. When attending industry trade shows, please rate the following in order of
importance to you (1st most important & 4th least important):
Meet new vendors1st 2nd 3rd 4th
Schedule meetings with existing vendors1st 2nd 3rd 4th
Attend seminars 1st 2nd 3rd 4th
See friends and associates 1st 2nd 3rd 4th
6. How many days of a typical tradeshowdo
you normally attend?
One 8% Two 38% Three54%
7. If you attended the Vegasshow,
which seminar did you like best & why?
SIP by David Byrd of Broadvox. Informative
Taking Your Pitch to the C Level. The
content was valuable and the speaker was excellent.
Channel Ethics 101 as it spoke to Channel
Conflicts that seem to be present in the industry.
Too busy with meetings to attend seminars.
Peer to Peer Networking. No Bias No Bull.
Access Sales Add-Ons. Challenged me to reexamine what else I could be doing
with my existing base.
Selling on price. I though Bill Leutzinger was open and honest.
Ethics: very informative
Did not attend any, did not have time
Actually the private training with the master agency I am working with.
C Level Conversations
Tiffani Bova, Gartner.
8. If you attended the Vegasshow,
which vendor booth did you like best & why?
Verizon - tacky, rude personnel,
WCS. Excellent Staff, Great
Story, Best Presentations
n/a. Would just like to have as
many vendors in our market niche participate as possible.
TMC, because they rock!
The one with the Tequila!
Anyone that didn't have a hired
they were all pretty much the
it’s a blur
They were all small this year,
not really any
Telarus because what they have to
offer is unique.
AT&T - most creative.
I don't pay that much attention
to the booths… that's more of the flash to attract. It's about the meetings
and getting business done
9. If you attended the Vegasshow,
what BIG IDEA did you learn?
Vendor offerings - new pricing
There was no one big idea,
however, we made progress on our TEM initiative, our SIP learning curve, and
on additional exposure to learning more about our existing vendors' plans and
Masters Club 2009 - Kenya
AFRICA!!!!!!!!! One Communications
collaboration with VAR partners
Be a Reseller, Not an agent
Many good ideas to implement in
100% of nothing is nothing.
Read the contract …. It can be
top secret, but it can really
help my business.
for telecom management; we've been giving it away
nothing this show
I should be
charging up front for consulting and reviews
not just depending on vendor residuals
C Level Conversations
Tiffani Bova's insight is making
me look differently at my base and the direction I want to move.
Many of our competitors are
launching conferencing applications.
10. If you attended the Vegasshow,
what did you like best & why?
The show schedule has improved over the years. Our favorite aspect of the show
is spending time with existing vendors.
exhibit hall showing
Most vendors had their private meeting rooms in one area adjacent to the trade
show rather than in miscellaneous suites throughout the hotel. Allowed for
much more efficient use of time.
Well attended, good fun venue
Peer-to-Peer Networking Mixer. Great way to meet
other agents and exchange ideas. Would like to see this included in
Phantom of the Opera
Meeting with the different vendors.
Show hours, just the right amount and good starting times.
Seminars. Great Info.
the opening reception. Everyone is happy and having fun. A great opportunity
to mingle and meet friends, new and old.
Show floor seemed better arranged with ample space without over crowding.
Meeting with current and potential partners
Keynote by Bova, learned a lot. Had a bunch of great meetings and built some
I really enjoy the Channel Partner Expo because it puts me
face to face with partners I rarely see
and it gives me the opportunity to recruit new partners, especially Master
11. If you attended the Vegasshow,
what could be improved & why?
Floor opening night should be extended 1 hour
- it was too short. Food on floor was good - don't drop that feature.
Technology specific training - SIP, MPLS, Ethernet, etc. More vendor specific
seminars (not offered on the floor) to discuss THEIR offerings and THEIR
pricing and what makes THEM worthwhile to do business with. Ethernet, SIP,
Wireless Broadband, MPLS
I think TA should try to keep obvious direct competitors away from each other
on the show floor, as putting a TNCI right next to a TMC, for instance, can
create some problems for both vendor and agent. I also find that it is
difficult to attend all of the seminars I would like to attend basoned upon
vendor luncheons, etc. Perhaps the more popular could be held twice? MPLS, SIP
Bandwidth for less!
Having the show start on a Sunday was a dumb move and I hope they never try
that again. It made it difficult for those of us who ran the show. SIP
Trunking & MPLS
Why open on the last day - waste of time? SIP
more time allocated to exhibit hall hours ethernet
t1, mobile broadband
Didn't really attend the show, just took advantage of everyone being in one
location to knock out a bunch of meetings in a short period of time. MPLS,
Dedicated internet, Local voice, Conferencing
Carrier Termination and VoIP
Open mike for vendors.
Start the show earlier on the first day so as to be able to get in a few extra
Hotel on the strip
It was pretty good, but vendors closing early cost them some of my business.
Location. The Rio is a dump.
no last day floor booths, no value conference calling / web conference
the Tuesday trade show expo session. It was a waste of time. HATED start. Hate
starting on Sunday; that took an entire day away from my time with my family.
the tawdry atmosphere of LV is getting old, and being around all that smoke
for 3 days is very hard on my body. Would love to see the show in another West
Coast city or venue.
Better room for meeting on the show floor VoIP services and IP services
The agent roundtable peer to peer format to be a little less formal allowing
us to break up into groups to actually speak to one another. integrated T1
with hosted PBX
the presentation off the side of the expo floor was good, but hard to hear.
MPLS & VOIP
More networking opportunities TEM
Service is so poor in telecom… we need to build a culture within the agent
channel that we are the ones who will bring service back. VoIP and if it will
work as well as the PSTN. I'm still not convinced.
The last day to exhibit is only 2 hours long. This feels like a wasted day
unless it is extended to at least 4 hours long. Or, remove that last day
altogether. Hosted VoIP and SIP Trunking
Make it later in March
12. Which telecom product(s) are your customers asking about most?
VoIP, Internet, SaaS
MPLS, Wireless & International Toll & Roaming for Wireless
VoIP, Asterix based PBX, SMS systems
Ethernet, SIP, Wireless Broadband, MPLS
Bandwidth for less!
SIP Trunking & MPLS
VoIP, SIP, ethernet
t1, mobile broadband
MPLS, Dedicated internet, Local voice, Conferencing
Carrier Termination and VoIP
conference calling / web conference
VoIP services and IP services
integrated T1 with hosted PBX, VoIP
MPLS & VOIP
VoIP and if it will work as well as the PSTN. I'm still not convinced.
Hosted VoIP and SIP Trunking
13. Did you attend this tradeshowwith
a real purpose? What was your purpose? Did you attain your purpose?
Meet vendors and agents. Yes,
We made good progress on our
purposes. 1) TEM initiative, 2) Wireless Initiative, 3) Hosted PBX options, 4)
We had 2 meeting rooms and had
16+ meetings with new and current business partners.
networking - yes goal attained
Meet with vendors - attained.
Primary purpose(s) are to learn
and stay abreast of what is happening in the industry.
Propose to see if we were heading
in the right direction. Yes.
Ethernet Long haul
industry updates and meetings.
Many - see priority lists above.
Had good meetings with about 15 vendors and carriers.
Find a channel manager and find
Yes. To strengthen relationships
and develop new relations. Yes.
Meet new executives at AT&T. Yes.
Yes, to meet with new and
existing partners, strengthen relationships and spread our new branding and
Yes I did… I had several key
appointments that turned into closes. I renegotiated my buy rates with one
Purpose was to recruit new
partners and this was achieved.
14. Based on eblasts and/or other pre-showexposure,
which vender were you most eager to see? Why?
none come to mind.
ZeroOutages had the greatest pre show exposure.
You and you were not there as a
I blocked them… too many.
Any and all Master Agents. This
is the model for our channel. We find it most effective to sign up a Master
Agent and put the smaller partners under them to manage. This is more cost
effective for us and enables us to better manage those few Master Agent
accounts versus hundreds of smaller affiliates.
15. Which vendor made the most impact? Why?
New Edge - MPLS over multiple access methods, allows us to extend MPLS to
small offices and remote workers.
AireSpring. The training they provided.
Telepacific… I met a couple of their key personnel and was impressed. Both had
been with the company for quite a while and both were committed, enthusiastic
about the company. You don't find that much in companies.
AireSpring. We heard their name quite a bit and they created some noise around
their booth with some type of contest. In addition, I believe they were giving
away beer and/or popcorn? It was a great way to market.
16. Which vendor were you happiest to discover and intrigued you the most?
No new ones.
One Communications seemed to make
a big impressions
AireSpring… for the same reason
as listed in question 15. In addition, their name tells us nothing about what
they do, but we realized they are a competitor and will be keeping an eye on
what they do.
Video conference solution.
17. Which vendor seemed the most committed to the Channel? Why?
PAETEC Zero Outages
ACC Business, TNCI, TMC, and Airespring to me seem to be the most committed to
One Communications is growing their Channel where others are downsizing or
eliminating their programs.
except for verizon, all seemed committed to the channel
No perspective. All meetings were about existing relationships. ACC indicating
they are going to access AT&T's international network. Allows us to bring
another major player to solutions involving international locations.
Most vendors are committed to the channel or they would not be participating
in this show.
Good question and I don't have an answer. I will tell you, XO is not the one.
NuVox. They are super. Nuvox. Google Apps
Telepacific, Access Point
WTG and Telarus. Both are Master Agents and both are very appreciative of
their sub agents and partners. They held events throughout the weekend to
thank their top agents and this goes a long way with the subs.
18. Which carrier's product announcement made the largest impact on you as an
ACC indicating they are going to
access AT&T's international network. Allows us to bring another major player
to solutions involving international locations.
Nuvox. Google Apps
19. Are there any seminars that you would like to see added to the next TradeShowin
Any timely information based on products,
services and the what's working at that time.
The following are important and need to be kept in the mix. SIP, backoffice
tips/tricks, C-level sales exposure.
will not be attending.
Anything vendor neutral
Service is a perception,,, how do you improve it with clients
Seminars re: Unified Communications such as conferencing/collaborative
20. Was theshowsuccessful
for you? Why?
Very - compare to last years show we doubled our attendance at our partner
Yes - efficient meetings.
Yes. Seminars and Peer-to-Peer.
Yes. Because I got to see them main vendors all in one place.
Yes, great traffic the opening reception was elbow to elbow.
Yes. Relationship building that was done and new contacts.
Yes, I accomplished what I wanted to as described in the above question.
Yes, we made contact with existing partners and found quite a few leads.
21. Will you generate new business from theshow?
Why do you think that?
Hmmm… Don't know.
Yes. Expanding contacts and general industry knowledge allows more
opportunities to be seized when prospecting.
Always generate new business.
yes - networking opportunities
Yes. Vendors are encouraging other agents to roll under us.
Yes. I plan on giving more thought to what products I can sell to my existing
Absolutely, met too many potential partners not to.
no directly, but it catalyzes things
I believe so. New partner relationships and actual lead generated by being in
the right place at the right time.
applying some principles learned will help.
Yes… because I'm the best salesman on the planet
Yes, we already have some opportunities we are quoting that came from signing
up new sub agents at the show.
22. If you attended or exhibited at the Vegasshow,
did you get your money's worth?
The full price was a little steep this year
in my opinion. I also think a discount should be provided for package upgrades
even when it happens at the show. One other general comment... does TA or
Phone Plus have a database of sorts that hooks vendors up with agents that
have opportunities? For instance, I had a customer ask about a unique telecom
product that he needed help with in the Philippines. I would have loved to
have "posted" the opportunity on a TA or Phone Plus opportunities board, and
then had vendor that thought they could have met that need offer to discuss
further. Kind of an eBay type concept for hooking up vendors and agents.
Would prefer not to have a man a booth on the last day - did not have one
agent come by on that day.
networking, contacts, showing attendees what we as an agency can offer
Efficient meetings. Although, would rather see one of the shows each year not
involve a trade show so that vendors will be more focused on their key
so the Rio is a crap hotel plus charging $200 plus a night so channel partners
does not have to pay for floor costs is crap as well. At least be upfront
about it in my opinion. I stayed at the Palms for twice the room at half the
price and will continue to stay at neighboring hotels as long as you and the
hotel work together to artificially jack up the rates for the show.
This show provides me with an opportunity to step away from the day-to-day
administration of my business and obtain an overview of where our industry is
heading. I can then drill down with the various vendors that are appropriate
to my particular business.
I don't travel.
Contacts and face time and on top of that my wife won the $2500 Phone+
Like a typical trade show, the services are expensive (i.e., internet, table
skirts, etc.) but for the price we pay and the partner leads we receive, it is