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      REGISTRATION       FAQs    Past Events    Hotel         April 29-30, 2008
 
Speakers
April 29-30, 2008
 

Le Big Bang 2008 explores different "Routes to Market", which will lead you to your growth targets.

Tuesday, April 29th
Time Activity
6:00 p.m.

La voie directe : Comment la gérer efficacement
  Michel Lacasse
General Manager, Business Development, Bell Canada
  Pourquoi une équipe de ventes / un vendeur
Recruter un vendeur :     
Profil Rémunération

Vente interne vs Ventes externe
Plan de compensation

Fixe vs variable Compte de dépenses Comment définir les objectifs
Valoriser les bons éléments  

Gestion des ventes

C’est quoi ?? Qui fait cela Pourquoi
Comment on fait Modèle de suivi du funnel (méthode simple) Les ventes c’est mathématique
Les pièges à éviter    
 
  About the Speaker
Michel Lacasse cumule les expériences de développement d'affaires. Parmi les faits saillants de sa carrière :
6 années de consultation avec les Big 5
Gestion du bureau de Québec d'une firme de logiciel québécoise. Par suite gestion de l'équipe de développement et après 2 ans gestion de l'équipe des ventes(Total 7 ans)
Représentant pour un manufacturier pendant 6 ans
Direction de l'équipe Services professionnel et Infratrsuture de Bell Solution d'affaires pendant 2 ans
Direction générale - Développement des affaires pour Bell Canada depuis janvier 2007

 

Wednesday, April 30th
Time

Activity
8:30 a.m.

"Routes to Market"
 

Kenneth G. Beam
Founder, The VAR-City (Dallax, TX)
  In this eye-opening and fast paced morning session we will kick-off the day with a comprehensive look at the classic IT reseller ecosystem and how your products may or may not fit; and, how you can quickly evaluate that for yourself. We'll explore the various partner types to better understand their motivations and goals, their revenue generators, their likes and dislikes. Common VAR myths and misconceptions will be examined and dispelled.
You will learn how to identify your product's ideal partner criteria and profile, how to create your own unique Business Value Proposition (BVP) and the all important golden value of 'relevant differentiators' that add power to your BVP pitch and improve results during your new partner prospecting process.
We'll wrap this session up with a lively Q&A opportunity to clarify and reinforce each of these key points and address your most burning issues.
 
  About the Speaker
Ken Beam, Founder and President of The VAR-City, an IT Strategic Alliances Consultancy located in Dallas, Texas.
Ken’s experience in the industry began as the first reseller programs started to take form in the early 1980s and he participated at virtually every level of Channel sales leadership and program management before starting his own consultancy in the late 1990s. Ken has held Channel Management positions with the GE Access, Sun Microsystems and Oracle business units along with BaaN ERP and Intergraph Corporation.
Ken has also held ad-hoc project based positions as Vice President of Sales and Director of Channels for numerous IT organizations worldwide.
As the President of The VAR-City, he has worked on numerous research projects for Gartner, the VisionEvents Group, and CMP Media, publishers of Computer Reseller News (CRN) and VARBusiness.
Ken is also an inaugural member of the SoftwareCEO.com, a division of CompTIA, Executive Advisory Council, a webinar and seminar speaker, and a senior contributor and moderator of the Software CEO Forums – serving over 35,000 registered senior level executives worldwide.
His 25 years of IT industry service have been dedicated to making the vendor-reseller community a better place to live and work.
9:45 a.m.

"How to grow your revenues by working with your competitors"
    John Herlihy
Director, Business Development, IBM Global Computer Services Industry
   
  About the Speaker
Currently, John is responsible for the global deployment of the Computer Services Industry(CSI) channel sales and business development programs. The CSI channel is comprised of major global consulting and systems integration firms, including companies such as BearingPoint, Capgemini, Deloitte, TCS, NTT Data, TietoEnator and others. Specifically, his team engages with the IBM industry sales teams to determine how to maximize IBM revenue by teaming with our CSI channel partners in “win-win” business development programs and ultimately tactical sales engagements.
Prior to this assignment, he was responsible for IBM's Global Small & Medium Business ERP business; managed IBM's global business for small and medium business in the industrial sector marketplace; and also held a variety of positions in development and manufacturing. He is a founding member of the Association of Strategic Alliance Professionals (“ASAP”) Tri-state Chapter.
John has a Bachelor of Science degree in industrial administration from the New Jersey Institute of Technology, a Master of Business Administration degree in marketing from Fordham University’s Graduate School of Business Administration, has completed the Wharton Graduate School of Business Executive Marketing Program, and has completed IBM's Global Executive Program.
 
10:30 a.m.

Presentations of Canadian American VARs, Integrators and Partners
Richard Bevis
Vice President Marketing, Wayside Technology Group, Inc.

What types of technology are you looking for?
Software solutions that fit into our application lifecycle management and infrastructure world views: technologies for virtualization, security, application and network infrastructure, business continuity/disaster recovery, database infrastructure and management, application lifecycle management, and other technically sophisticated products. More info
Denis Garon
sous-ministre associé auprès de la dirigeante principale de l'information, ministère des Services gouvernementaux, Gouvernement du Québec
 

What types of technology are you looking for?
Solutions visant les différents ministères, santé, services sociaux... Plus d'information
Craig Harvey
CIO, Executive VP, NVision Solutions, Inc

What types of technology are you looking for?
Vehicle Tracking; Real-time data sources for imagery; Solutions for rapid damage assessment; Hand held mobile computing with GPS and communications options; Sensor arrays for monitoring environmental situations for security, or environmental impacts; Innovative software solutions for Sciences.
We are looking for partners that can leverage us and whom we can leverage for mutual growth. More info
Michel Lacasse
General Manager, Business Development, Bell Canada

What types of technology are you looking for?
Expertise dans nos créneaux d'affaires : Applications d'affaires, solutions d'infrastructure, services professionnels, solutions gérées, sécurité information, centres de contact, sans fil, solutions web et réseautique. Plus d'information
   
2:30 p.m.

Gérer son réseau multi-voies. Testimony

Richard Maltais, Vice President of Sales and Marketing, Averna
Roger T. Duguay, Vice President of Business Development,, ProligentMC

Averna, une société québécoise spécialisée en systèmes de test est reconnue comme un des leaders du secteur en Amérique du Nord. Leur approche commerciale est diversifiée et adaptée selon les marchés et clientèles visés : La voie directe avec des bureaux au Canada, États-Unis, via des intégrateurs de systèmes et revendeurs selon les créneaux, de plus, Averna agit à titre de VAR en bonifiant leur offre de solutions spécialisées répondant aux critères de clients précis.
Richard Maltais, co-fondateur et Vice président Ventes & Marketing, témoignera de son expérience et des critères qui motivent leurs choix de canaux de distribution en fonction des objectifs recherchés.
 

About the Speakers
Mr. Maltais has been one of Averna’s directors since it was founded in 1999. He is a seasoned expert in test engineering, and has nurtured longstanding relationships with leading instrument vendors. He co-founded Averna after serving as the Business Unit Manager of test and measurement solutions for the Informission Group. Prior to that, Mr. Maltais worked for Paramax, where he was involved in the development of military technology. Mr. Maltais holds a bachelor’s degree in computer engineering from the Université du Québec à Chicoutimi.

Mr. Duguay has garnered more than fifteen years of management and sales experience. Before joining Averna, he worked for ten years in a large U.S.-based management consulting firm where he headed business development for their Canadian Outsourcing division. Mr. Duguay holds a bachelor’s degree in actuarial sciences, a minor in financial economics, and an MBA from HEC Montreal, where he is currently completing his Ph.D. and is a senior lecturer. Mr. Duguay is an active director of 4Dart, and a mentor for HEC Montreal MBA students and undergraduates.
 
3:15 p.m.

Growing Your Top Line

  Kenneth B. Wong
Professor of Marketing at Queen’s School of Business
  In a world where industry boundaries are blurring and new forms of competition are emerging, every Executive is in a constant search for business development opportunities. The hardest part of that search is distinguishing what we "could" do from what we "should" do - moving away from finding sectors where we can "play" to sectors where we should "win". In this talk, Ken reviews the necessity of finding new revenue streams and discusses the keys to finding the right opportunities. A great session for companies that want business development to be part of everyone's job and not just the CEO’s.
 
  About the Speaker
Ken Wong is an award-winning professor and frequently cited marketing authority. He is a Professor of Business, expert in marketing and business strategy, and co-author of Canada’s largest-selling introductory marketing text, Basic Marketing.
Beyond teaching at Queen's School of Business and being one of the schools’ principal architects, he has also taught in degree programs at Cornell, Carleton University, Radcliffe College and Harvard’s Continuing Education Program and various executive programs. As a teacher, Ken has received numerous awards for his courses in strategic planning, marketing and business strategy including the coveted “Leaders In Management Education” by the Financial Post. Most recently, he was named a 2006 Inductee into Canadian Marketing Hall of Legends for his career efforts at “providing others with the opportunity, inspiration or ability to pursue excellence in the Canadian Marketing environment.”
 
Le Big Bang is an Inter loqiQ Network's initiative. Inter logiQ is Quebec's largest Information Technology (IT)
association, its mission is to support IT companies into their growth and commercial development.
Contact us: info@lebigbang.net  / 514-874-2667