The IP revolution means voice is not just voice, it’s data, too. Understanding data, then, becomes critical to selling convergence services. Learn more about bridging the gap at:

The Spring 2007 Channel Partners Conference & Expo
March 4-6
The Venetian Resort Hotel Casino
Las Vegas

When it comes to the data part of the voice/data combo, dealers who traditionally have focused on voice could use a little help understanding the data network and how to leverage data and convergence trends to increase sales with small and midsize companies.

That's the aim of the panel "Beyond Voice: The Impact of Data in a Convergence Sale," Monday, March 5, 10-10:50 a.m. This seminar features Deb Goswami, who's in charge of marketing research and competitive intelligence for Samsung Business Communications Systems; Jon Nelson, product marketing manager for the Telecommunication Systems Division at Toshiba America Information Systems; and Chris Vuillaume, vice president of business development and channel at Fonality.

"As the channel migrates from selling phone systems to comprehensive communications solutions using VoIP technology, dealers must gain an understanding of data networks, quality of service, and implementing and managing a converged network that combines voice and data," says Toshiba’s Nelson. "In our session, we will discuss how dealers can become the type of solution provider needed by today's customer, including how to utilize tools such as network assessments, IP training and certifications, and more."

Goswami adds the main reasons convergence platforms are taking off are that IT technicians are now the key business decision makers and that familiarity with the data side of convergence is becoming more important to the SMB. "However, there is a knowledge gap at both the dealer and end-user levels, in the SMB market, when it comes to this particular side of convergence since the focus historically has been on voice," Goswami says.

Understanding the necessary components of a data network as part of a convergence platform as well as how a converged network can benefit SMBs is key to understanding how to increase sales of these new platforms targeted at smaller companies, Goswami adds.

"IP telephony offers immense promise for reducing communications costs and driving competitive advantage," says Vuillaume. "This session offers a realistic overview of IP telephony for SMBs as it stands right now, along with addressing key issues SMB customers are facing when deploying IP telephony within their LAN and WAN."

During the session, Vuillaume plans to share best practices and lessons learned based upon the Fonality 2000 SMB IP telephony systems deployed so far in the United States.

Learn about this and other hot topics at the Channel Partners Conference & Expo, the communications industry’s only event devoted exclusively to solutions providers – agents, VARs, systems integrators, interconnects, wireless dealers and consultants. The spring event is expected to draw more than 3,000 participants and more than 140 exhibitors.

For up-to-date information on the show, visit www.channelpartnersconference.com.

Covad is a leading nationwide provider of integrated voice and data communications. The company offers DSL, VoIP, T1, Web hosting, managed security, IP and dialup, wireless broadband, and bundled voice and data services to SMBs and home users. Covad broadband services are currently available across the nation in 44 states and 235 MSAs. Visit us at Booths 321-323.