Agenda

Date and TimeTitle
Jun 1, 2020 (Eastern)
5:30am - 6:30am
Dynamics 365 Demo "Tips"

Join our Stratos Cloud Alliance Solution Architects as they discuss best practices for demoing Dynamics 365.

Jun 1, 2020 (Eastern)
6:00am - 7:00am
Creating your own IP? Have clients who require customizations? Learn how we can help!

Listen in with our Statos Cloud Alliance development team for a discussion on how we are assisting partners accelerate their own IP development or providing services when you have a client that requires customizations. 

Jun 1, 2020 (Eastern)
11:00am - 12:01pm
BBC20 Opening Keynote

Join Jim Bowman, Velosio Chairman and Chief Revenue Officer and David Smith, Microsoft Vice President US Partner Development for a discussion on how to stay relevant to your customers, partners, and employees in these challenging times. They’ll discuss steps and learnings on how to modernize your business and leverage the Microsoft platform and partner resources to build upon it.

Jun 1, 2020 (Eastern)
11:00am - 12:00pm
Why Stratos Cloud Alliance as your Indirect CSP Partner
Jun 1, 2020 (Eastern)
12:00pm - 12:35pm
Planning with Confidence - hosted by ITR Economics

The last two years have provided for many headlines, but did those headlines help or hinder your business?

 

Our job will be to determine the best course of action for the most important part of the economy – you and your business. We will:

  1. Look at a system of leading indicators proven to signal cyclical turns in the economy
  2. Discuss our outlook for the overall U.S. economy
  3. Assess interest rate and other financial market trends
  4. Consider your 3, 5, and 7-year planning needs to talk about the 2020s and how you should prepare for  challenges and opportunities
Jun 1, 2020 (Eastern)
12:30pm - 1:00pm
How to Market Your Services in the New Economy

One thing is for sure, Covid-19 has changed everything and nobody knows when things will go back to “normal”. IT service providers need to adapt their approach to ensure they continue generating leads and closing new clients to replace those they lose. This session will provide insight into creating a marketing program that works and a framework you can implement today!

Jun 1, 2020 (Eastern)
1:00pm - 2:00pm
Accelerate your Dynamics 365 Journey

Ramp up your Dynamics 365 capabilities! The Stratos Cloud Alliance is leading the charge to enable partners to build their Dynamics 365 Cloud Business. Discover opportunities to flatten your learning curve with a 30-60-90-Day Action Plan.

During this session, Scott and Jeff will guide you on how SCA enablement programs will help accelerate your journey to Dynamics 365 with considerations for:

  • Business Management
  • Cloud Solution Development
  • Marketing
  • Optimized Sales
  • Service Delivery
Jun 1, 2020 (Eastern)
1:00pm - 2:01pm
Service Catalog Part 1: Grow your MRR Muscle with a Hybrid Service Catalog

Are you an MSP thinking of adding Dynamics or other solutions into your mix of product offerings? Or an ERP focused consulting firm looking to take your managed services to the next level?

 

If you’re nodding yes, it’s time to take a look at the products, services and solutions you deliver now – and want to deliver tomorrow – and organize them into a Hybrid IT Services Catalog.

 

During this session, Len will share insights, including:

  • Best practices and standards you can use to build and manage your Catalog
  • Why solution sales and building out core competencies help accelerate MRR around cloud and managed services
  • How to create inclusive bundles of managed and cloud services

If you want to learn how to profitably price the service offerings in your hybdrid catalog, sit in on Len's pricing session tomorrow!

Jun 1, 2020 (Eastern)
2:00pm - 2:30pm
Manage Subscriptions Effortlessly in Dynamics 365 Business Central with Gold Sponsor - Binary Stream

Subscription Billing Suite is a comprehensive solution to complex pricing, billing, and revenue recognition scenarios.

 

As a direct extension, Subscription Billing Suite gives organizations control of their processes and schedules at the line item level within Microsoft Dynamics 365 Business Central. This session will help you discover how to:

  • Streamline your quote-to-cash processes and resolve complex billing and deferral challenges
  • Leverage PowerBI for improved forecasting across all of your revenue streams
  • Facilitate your organization's compliance with ASC 606 and IFRS 15
Jun 1, 2020 (Eastern)
3:00pm - 4:00pm
Managing Your Customer Lifetime Value Opportunity

The Customers for Life program will help drive increased profitability with a renewed focus on your customers and attract long-term recurring revenue business by generating engagement and loyalty within your customer base.

To achieve recurring revenue it is important to develop a differentiated value proposition, identify and target high propensity customers, develop recurring revenue based solutions, and improve operational excellence. And finally, increase profitability by driving relevant cross-sell and upsell opportunities.

We will support you in this initiative, with:

  • A suite of Go-to-Market (GTM) services, including on-demand, digital marketing content, the Qorus content hub, and a Geo-expansion assessment, among many other services included in your competency.
  • Online training and technical enablement designed to ensure a higher standard of technical expertise while enhancing your relevance to customers.
  • A host of products and tools like Cloud Ascent, Azure workloads, Microsoft 365, and Dynamics 365,which can be packaged into solutions that deliver recurring revenue.

Come with us on this webinar journey to fully embrace customer lifetime value, profitability, and taking advantage of the recurring revenue based business model.

Jun 1, 2020 (Eastern)
3:00pm - 4:00pm
How to Leverage Cloud Ascent to Identify and Drive Your Best Customer Cross-sell/Upsell Opportunities

Identify relevant cross-sell and upsell opportunities!

Utilize CloudAscent, in the Microsoft Partner Network, to aggregate hundreds of data sources and determine purchase intent (propensity)

CloudAscent can help you:

  1. Drive up-sell and cross-sell opportunities
  2. View intent to purchase through browsing patterns and downloads (such as trials of competitor solutions)
  3. Gain a single view of a prioritized list of customers who show propensity to purchase a specific product
  4. Determine recommended actions based on a customer rating of high, medium, and low
  5. Create a downloadable spreadsheet with your customer lists & recommendations

This session will help you keep your customers for life!

Jun 2, 2020 (Eastern)
11:00am - 12:00pm
Keynote: Channel Trends: How The Next 18 Months Play Out

The managed services industry has matured over the past 20 years and MSPs are facing a turning point. With an ongoing pandemic crisis, pending demographic shift, new technology buyers, broadening ecosystems, decreased margins, increased M&A activity, challenges in scaling businesses, and an onslaught of emerging technologies to manage, the next few years will determine winners and losers in the market. In order to overcome these challenges, MSPs must transform into cloud-driven organizations, analyze their capabilities, capacity, and will, focus sales and marketing on the new buyer, become more hyper-specialized, amplify their brands, and at the same time, sunset some of the hardware and break-fix legacy services that are no longer profitable. Join Jay McBain in this engaging session as he reviews key findings and recommendations from Forrester research.

Jun 2, 2020 (Eastern)
12:00pm - 12:30pm
Protect Your Dynamics OnPrem Base and Attack the Competition
Jun 2, 2020 (Eastern)
12:00pm - 12:32pm
Negotiating: Maintaining Margins in a Competitive Industry

 

Your buyers have more information than ever to negotiate your services. Who has the leverage?

 

During this session, we’ll discuss how to:

      • Your mindset about negotiations
      • Identify the top buyer “Gambits”
      • Understanding how to create leverage vs. liabilities
      • The top 7 mistakes sellers make when negotiating
      • The 3 step playbook to negotiate like a black belt
Jun 2, 2020 (Eastern)
12:30pm - 1:06pm
Join IAMCP and SCA - Better Together for YOU

Join this session to understand the "partner" value you receive joining IAMCP and SCA!

 

The International Association of Microsoft Channel Partners (IAMCP) represents Microsoft´s best of breed partners from around the globe. We are dedicated to Microsoft Partners founded to facilitate mutual growth and business development of Microsoft partner companies.

 

Formed in 1994, our group provides Microsoft Partners a voice into Microsoft programs, to the IT community at large, as well as a vehicle to facilitate mutual growth and business development among partners.

 

Our mission is to maximize business opportunities for our members through networking and relationship building. It is a great way to join with other professionals to impact the future of our industry. Membership fosters personal relationships that lead to mutual business opportunities. Whether you are a Gold, Silver or Registered partner, the large number of member companies provides a rich array of non-competing services.

Jun 2, 2020 (Eastern)
12:30pm - 1:04pm
The POWER of Microsoft Office - Monetize Beyond the License!
Jun 2, 2020 (Eastern)
1:00pm - 2:10pm
Services Catalog Part 2: How to Bundle and Price Profitable Cloud and Managed Services

Pricing and bundling profitable professional, cloud and managed services is at the core of increasing business profitability and valuation.

 

During this session, Len will share the following insights:

  1. The benefits of a solid pricing strategy.
  2. An approach to calculating hourly rates for B/F, T&M and professional services.
  3. How to determine costs & profits for managed services.
  4. Key considerations when developing managed services bundles.
Jun 2, 2020 (Eastern)
1:00pm - 2:00pm
Meet your Client Requirements with D365 ISV Add-on Solutions

Join us as a panel of 3 industry veterans explore the role of ISV solutions in improving your close rate, increasing customer satisfaction and growing your cloud practice.

Jun 2, 2020 (Eastern)
2:00pm - 2:34pm
How Microsoft's New Insights Apps can Accelerate Your MRR and Help Clients make more Informed Decisions
Jun 3, 2020 (Eastern)
11:00am - 12:00pm
Keynote: Building a Culture of True Customer Obsession

In today’s competitive business climate, it is no longer good enough to only have great products and services to take to market. High growth companies understand how to truly put the customer at the center of everything they do, creating a culture of true customer obsession that permeates every function within the organization.

 

Most organizations say they are focused on delivering excellent customer experiences, but few rise to the level of true customer obsession.

 

In this session, we will define true customer obsession and explore how you and your teams can build a culture that will differentiate you from your competition and deliver high growth results.

 

Who should attend this session?

Cross-function Leadership (including Sales, Marketing, Operations, Consulting, Product)

Jun 3, 2020 (Eastern)
12:00pm - 12:35pm
How Stratos Premium Hub Simplifies Microsoft Cloud Provisioning, License Management and Billing
Jun 3, 2020 (Eastern)
12:00pm - 12:35pm
How to Embrace the New Modern Selling Norm - Turn Relationships into Revenue

 

The days of traditional selling has changed with social, and particularly in a world of a pandemic when you can’t meet customers face to face. This new norm has triggered substantial changes in the buying behavior which has impacted the traditional selling process.

 

In this session, we will explore these changes and identify how you and your selling teams can adapt to this change and succeed in incorporating “social” to turn relationships into revenue.

Jun 3, 2020 (Eastern)
12:30pm - 1:05pm
The COVID-19 Impact on Interactive Marketing

A look at the changing digital marketing landscape and the impact of COVID-19 on consumer behavior and engagement strategies.

Hear stories from the front lines in consumer entertainment industries to hear the best strategies for evolving your marketing plans through digital no matter your industry.

Jun 3, 2020 (Eastern)
12:30pm - 1:00pm
Business Applications in ACTION: D365 Business Central & Sales Connector
Jun 3, 2020 (Eastern)
12:30pm - 1:05pm
Business Applications in ACTION: D365 Finance
Jun 3, 2020 (Eastern)
12:30pm - 1:00pm
Business Applications in ACTION: D365 Sales
Jun 3, 2020 (Eastern)
12:30pm - 1:00pm
Business Applications in ACTION: D365 Business Central
Jun 3, 2020 (Eastern)
12:30pm - 1:05pm
Microsoft 365 (formerly Office 365) in ACTION
Jun 3, 2020 (Eastern)
1:00pm - 2:00pm
$ Sell Now $, Build Later with Stratos Cloud Alliance Partner Services

Expand your ability to say YES! The Stratos Cloud Alliance brings new depth to your customer relationships by helping you deliver the Dynamics 365 Business Application Stack. Grow your Dynamics 365 recurring revenue and cash in on services NOW.

 

During this session, Jeff will guide you on how SCA services enable you to capture the Dynamics 365 Opportunity.

  • Resources to help you sell
  • Services to help you deliver
Jun 3, 2020 (Eastern)
1:00pm - 2:00pm
Leveraging Marketing Resources from Microsoft - First Step - How to find them!

 

Join this informative marketing session to better understand:

  • What resources - both marketing content and training - are available for partners
  • Where to find them
  • How to use them

Sometimes the best place to "start", is not at ground zero!  Let's discuss how to best leverage Microsoft marketing resources!  

Jun 3, 2020 (Eastern)
2:00pm - 2:30pm
To Integrate or Not To Integrate D365 Business Central by Gold Sponsor - eOne

To Integrate your systems or not? That shouldn’t be a question! Integration can be complex and doesn’t always mean moving data.

 

In this session we’ll see how eOne’s tools SmartConnect and Popdock fit into your Dynamics 365 Business Integration strategy. We’ll discuss when it makes sense to actually generate data (handle full integration) vs. when and how you can display data to provide visibility without moving any data…such an important requirement when we pay dearly for our cloud space, eh?

 

Join us to see how you can seamlessly integrate your cloud applications with Dynamics 365 Business Central without code for your unique requirements.

Jun 4, 2020 (Eastern)
11:00am - 1:00pm
Keynote: Prepping for an M&A Event

In this session you'll hear from an Investment Banker, Private Equity Manager, Transaction Attorney, CPA, and Wealth Manager what you need to consider when prepping for an M&A event. From offering to due diligence to closing, the panel will discuss key aspects you need to consider when thinking about monetizing the value of your business.

Jun 4, 2020 (Eastern)
12:00pm - 12:30pm
Going Deeper and Elevating within Your Existing Clients

Often the easiest and most profitable revenue to gain comes from your existing clients.

 

This session will outline strategies to cross-sell and up-sell your current services while elevating your level of value through mission critical systems like Dynamics and Teams or for those that currently offer those, offering other complimentary services like Managed IT Services.

 

This session will provide strategies that you can implement today to generate leads from existing customers, elevate the value you bring your clients, improve their loyalty to you and improving your revenue and profit by doing so!

Jun 4, 2020 (Eastern)
12:00pm - 12:30pm
Delivering D365 via Remote Implementation and Adoption Strategies in the New Economy
Jun 4, 2020 (Eastern)
12:30pm - 1:15pm
Government Relief Opportunities for Businesses

Lawmakers have offered unprecedented stimulus and relief for businesses facing the economic fallout of the COVID-19 crisis. In this session, we'll cover the potential opportunities offered by the recent tax law changes and the Main Street Lending program.

Jun 4, 2020 (Eastern)
12:30pm - 1:00pm
Remote Recruiting: Best Practices

In today’s social-distanced world, recruiting new hires without meeting candidates in person has become the norm.  

 

Join us for a discussion with Trent Gardner, an experienced technology recruiter who has been sourcing, attracting and interviewing candidates remotely for several years. 

 

Trent will share what he’s learned about:

  • Finding and connecting to candidates (even if they’re not looking for a new job)
  • Making a good first (online) impression for your organization
  • Conducting effective remote interviews
  • Building a relationship with candidates even when you can’t meet in person
  • Keeping them “with you” from their verbal acceptance to their start date.

The session will be moderated by Vicki Myoda, a management consultant who works with clients in utilizing the Predictive Index® personality assessment (another way to gain insights about candidates during the recruitment process).

Jun 4, 2020 (Eastern)
12:30pm - 1:13pm
Building your Dynamics OnPrem to D365 Migration Strategy - Readiness Insights
Jun 4, 2020 (Eastern)
1:00pm - 2:00pm
Connecting with Microsoft & SCA: Defining Your "Superpower"

Defining your value proposition is Act ONE in a go-to-market strategy.  How does that translate to indentifying your strengthen to Microsoft so that they understand how and when to work with you?

 

Join this session to learn how to develop your "superpower" overview to better communicate with Microsoft's inside sales and field sellers.  

Jun 4, 2020 (Eastern)
1:00pm - 2:00pm
How to Monetize Microsoft Power Platform & Meet your Clients' Needs
Jun 4, 2020 (Eastern)
2:30pm - 3:00pm
Introduction to the ClickLearn Partner Program

Are you a Microsoft Partner and want to know about the benefits of becoming a ClickLearn Partner and reselling ClickLearn - this webinar is for you! Do you want to increase your customer success rates significantly and improve your overall customer satisfaction and retention? 


You will get an overview to the many benefits and how we work with Microsoft Partners to co-sell user adoption on their projects. We also go through our license model and how it can strengthen your existing sales and marketing processes. 

 

Key takeaways: 

  

  • Learn why user adoption is good business and how it drives growth 
  • Get a complete overview of the roadmap to become a ClickLearn Partner 
  • See how you generate new revenue streams with ClickLearn 
Jun 5, 2020 (Eastern)
11:00am - 12:00pm
Keynote: Redefining the Future of Work: Preparing Now for a Post Pandemic World

The way organizations work has changed. While some trends were emerging, like remote work and digital transformation of HR technology, all eyes are now on the workforce and how to safely and effectively return to work.

 

Topics in this session include business continuity, evolving legislation, navigating compliance and activating a workforce in flux. Join us to help learn how to assist your clients with their back to business plan to drive economic productivity and ensuring the well-being of employees and customers.

 

Jun 5, 2020 (Eastern)
12:00pm - 1:00pm
Peer Panel #1 : Journey to Success with CRM
Jun 5, 2020 (Eastern)
1:00pm - 2:00pm
Peer Panel #2: Journey to Success with D365 Business Central
Jun 5, 2020 (Eastern)
2:00pm - 4:00pm
Open Q&A
Oct 19, 2021 (Eastern)
10:30pm - 11:30pm
Test