Best Practices in Selling Telecom

10:45 AM–11:45 AM on Tuesday, Jul 30, 2013

  • Location Peabody Grand U
  • Tags None Identified


Powered by ChannelPartners and the CompTIA Telecom Advisory Council

Presentation Materials

The ongoing convergence of IT and telecom technologies (and, more importantly, the decision-making preferences of the customer) continue to drive more partnerships between traditional IT channel firms and the telecom agent channel. On the flip side, more solution providers are adding telecom to their solution stack and selling it, themselves. How do you know if you should go it alone or partner with a telecom agent?
Hear the unique perspectives of a telecom master agent, a solution provider offering telecom directly to customers, and a solution provider having success partnering with a telecom agent. This panel of experts outlines the differences between the telecom  and IT channels and shares the ins-and-outs you need to understand to make the right decision for your business.

Moderator: Khali Henderson, Editor in Chief, Channel Partners, Communications Network at Virgo Publishing


  • Ken Bisnoff, Senior Vice President, Strategic Opportunities, TelePacific Communications
  • Paul Cronin, Senior Vice President, Atrion Networking
  • Jeffrey Ponts, Executive Vice President and Chief Operating Officer, DataTel Solutions Inc.
  • Dwayne Sloan, Partner, PCM Networking


Speakers (5)

Ken Bisnoff Ken Bisnoff SVP, Strategic Opportunities TelePacific Communications
Paul Cronin Paul Cronin SVP Atrion Networking
Khali Henderson Khali Henderson Editor-in-Chief Channel Partners
Jeff Ponts Jeffery Ponts Executive Vice President in2itive marketing
Icon Dwayne Sloan Partner PCM Networking