Have you ever wondered what Ultimate Partner Training is really like? Two MicroCorp Strategic Partner Managers — David Burgeson and Monica Lester — journaled their experiences during UPT last year to give you a taste. Read their real-time, day-by-day accounts to get a feel for what’s in store this year for partners!
We kicked off Ultimate Partner Training today, and the classroom is full of attendees from all over the country. The excitement and desire learn about the data center, colocation and security businesses is off the charts! The talent among this group is clearly evident for best practices, and new ideas are being shared as partners are forging new relationships. Looking forward to a great Day 2.
As a trusted advisor to many MicroCorp partners, I made the commitment to invest in my own data center and cloud computing education by spending a week engaged at Ultimate Partner Training. It’s day 1, and already I can feel the energy and enthusiasm to learn and succeed in this space of technology from everyone. Looking forward to diving in to the history and evolution of technology, and learning how to assist my partners even better in this space. We will all be chanting, “I love data center” once we see the ROI from our training investment.
Day 2 started with Todd Smith presenting on the various business and pricing models within data center providers. Whether the business model is wholesale, retail or both, Todd Smith emphasized that properly negotiating power, space and cooling costs is a must between the customer and provider.
Paul Carrico continued the training to cloud where everything is “as a Service”: Hosting-aaS, Infrastructure-aaS, Software-aaS, Platform-aaS, and Infrastructure-aaS. When architecting a solution for a public, private, hybrid or hyper-converged solutions, scoping the right requirements is a must. Client engagements begin with what applications are they using and why.
Cyrus One, VxChnge, Cologix, Telstra, Level 3 and Greenhouse Data are sitting on the Hot Seat Panel. Tough questions from the audience! Usually providers talk about their strengths, but a question was asked what their weaknesses are. I can’t go into detail here but it was rather interesting.
Scott Kelly with Windstream is now talking about SD-WAN, and he says “All roads lead to the cloud: Rapid growth in data, apps and connected ‘things’.”
Some great things about SD-WAN:
- Money to be made with SD-WAN: $6B by 2020 per IDC.
- Gives complete visibility
- Real-time control
- Plug and Play ability
- Active/active connectivities
- Any type of access
- Goal of 100%
But the realities are that SD-WAN:
- Will not replace MPLS
- Cannot guarantee QoS
- Is not WAN optimization
Not all data centers are created equally. Today I gained a better understanding of the differentiators amongst our data center providers. Telstra, Cologix, Xchange, Greenhouse Data, Level 3, CyrusOne….just to name a few from our line card. Now I am empowered to help my partners better in matching the right provider for their clients. A fun fact I learned was the least expensive data center space can be found in Quincy, Washington. Why? Lowest cost for power at 3.5 cents!!!
A contest for How to Frame Questions and Team 5 is in the lead. This is proving to be harder than it appears….Teams 3 and 4 are catching up.
Jeff, founder of Bigleaf now talking about SDWAN. The SDWAN market is getting crowded with providers trying to position themselves uniquely. Jeff says get out of speed and feeds discussion, but what are the applications?
He says — though SDWAN is causing different conversations about MPLS, MPLS was disrupted by the data center and cloud. SD-WAN and network security are inter-related. To stay relevant, SD-WAN and security must be part of any technology conversations.
The agent channel has a great opportunity to be the trusted advisor for their clients with SD-WAN and to make money on it.
Windstream is doing a live demo of their SD-WAN service. The management portal is collecting data on everything and touching their network. 11+ Android devices are hitting a non-productive website. He just disconnected a circuit while on a live VoIP call, and the failover was seamless. This is a must-have for customers who run a lot of apps on the cloud.
We have reached the topic of SD-WAN, presented by Bigleaf! This segment is most important to maintain my relevance in the marketplace. With the movement to the cloud, an alternative for MPLS was desired, and SD-WAN allows us to build a solid network to many locations, hosting vital applications and enhancing effectiveness. I endorse Bigleaf as a solid provider — they go the extra mile for my partners to help them gain comfort with this new technology and will do the heavy lifting to provide the solutions to the end-users.
Just completed our team role-playing competition based on actual customer situations. Each team consisted of 3 attendees and there are 6 teams. The objective was to dig for information from the judges and apply what we learned to identify SDWAN, data center, colo, security, hosting, and cloud applications. We are awaiting to see which team won.
This was the most interactive training ever. Thoroughly enjoyed the people here. As we conclude UPT, the spirit of partnership is alive and well. Relationships matter!
It’s the last day of UPT, and it’s the first training of my career where I can walk away feeling as though I have the knowledge, resources, excitement, and hunger to aggressively help my partners tackle this segment of the market and succeed in new revenue in the DC space.
Today was a competitive day where we displayed selling skills coupled with knowledge gained on solutions in a real-world customer scenario. As part of Team 5, we came in 2nd place. Practice and experience leads to success in all aspects of life. The practice I’ve learned from UPT is priceless, and — not to mention — what a great group of folks to spend my week with!
Contact MicroCorp today to learn more about Ultimate Partner Training.