Strategies: Converging Resources
To Create & Retain Customer Value"
WEDNESDAY, JULY 17, 2002
Niles Morton, Vice President of Indirect Channels, Cable & Wireless
By Mr. Rick Ellinger, Venture Partner, Osprey Ventures, LP
here to view a Niles Morton's presentation in PDF format.
Click here to view Rick
Ellinger's presentation in PDF format.
Acrobat Reader is needed to view the documents above).
here to view a press release regarding Frost & Sullivan's Market
Engineering Leadership award to Cable & Wireless.
here to view VARBusiness Magazine's press release about Cable &
Invitation-only. 4:00 - 6:00 p.m. Limit: 40 participants.
is tailored to value added resellers (VAR), systems or network integrators,
solutions providers, and other selected participants (see below)
who are interested in partnering with Cable & Wireless in the
areas of IP networking, Web Services, and convergent technologies.
The first part
of the Executive Seminar provides participants with an overview
on how enterprise networks are evolving towards the widespread deployment
of IP, how solutions from Cable & Wireless are specifically
designed to simplify and facilitate the IP networking migration,
and an introduction into C&W's Solutions Provider Program. During
the second half, participants engage in an interactive discussion
with Niles Morton and Rick Ellinger.
Learn about C&W's
Solutions Provider Program directly from Cable & Wireless.
Interact directly with C&W
to discuss a possible partnership.
Increase knowledge on the widespread
deployment of IP, the factors driving convergence, and resulting
benefits of convergence from industry experts.
Participants will network with
one another at the post-Seminar reception over light hors d'oeuvres
CABLE & WIRELESS' SOLUTIONS PROVIDER PROGRAM
Cable & Wireless is leading the evolution of business
communications. As Internet technology advances and incorporates
innovations like Web Services and MPLS based networking, systems
integrators and network consultants must help their clients decipher
which new services will provide the return on investment they desire.
Cable & Wireless is expanding its focus both domestically and
internationally through its propositions in IP networking, hosting,
and managed data services.
and Wireless Solution Partner Program offers:
A lucrative compensation
Assistance with business planning
An extensive product portfolio.
Provisioning, billing, and customer
Marketing toolkits with easy-to-access
If you are a value added reseller (VAR), systems or network integrator,
or solutions provider and would like to learn more about how Cable
& Wireless intends to drive growth through partners, visit:
OF PARTNERING WITH CABLE & WIRELESS
Strength: Cable & Wireless
draws on its 130-year history and financial strength to bring new
propositions to the business market. With a renewed focus on IP
networking solutions, Cable & Wireless provides its partners
with an opportunity to help clients migrate communications to the
latest IP innovations like VOIP over its new MPLS backbone.
Dedicated partner channel resources and tools.
Additional revenue opportunities with products and services that
complement your core services.
Those who may be considered for participation include
representatives from the following types of companies (definitions
Network Solution Provider/Networking
Technologies Solution Providers
IP Telephony (AVVID)
Vertical Market VARs
the following requirements:
(including AVVID Certification)
Older than 2 years (not in start-up
Focused on selling LAN/WAN solutions
with minimum 25% WAN
60% or more revenue comes from
A national or regional solution
provider organization. (Ideally, match or complement C&W's network.)
Strong technical sales support
and marketing support to sales staff.
50+ employees total.
VAR's minimum annual revenue:
Customers are medium-large companies
with 250+seats minimum.
IP/Hosting primary focus.
Back office capabilities to
take on billing and first-line customer support.
OF PARTNER PROFILES
Organizations that provide services around information technology
including convergence solutions. Rather than specializing in hardware
or software sales, these companies derive the majority of their
revenues from services billed on a recurring basis.
System / Network Integrators:
Combination of professional services and expertise in hardware,
software, and communications technologies. Maintains full financial
and performance responsibilities for the entire project from design
to post-implementation stages.
Network Solution Provider /
Networking Technologies Solution Providers: Organizations that specializes
in network and system design installation, but do not have strong
focus on software customization, application software, or software
Web Integrators and IT Consultancies:
Those that focus on multiple IP solutions sales.
Vertical market VARs: Such as
those focusing on financial services customers.
VAR 500: Organizations listed
by VAR Business magazine that sell to Fortune 500 clients and offer
full integration capabilities.
that the following types of organizations do not qualify for partnerships
with Cable & Wireless at this time:
Sell mainly to the state or
Sell mainly hardware.
Are in the start up phase.
Focus only on the small- to
medium-sized business market sector.
THE SEMINAR PRESENTERS
Niles Morton is Vice President of Indirect Channels
at Cable & Wireless, the global telecommunications company and
the world's largest Web hosting company. Mr. Morton has nearly 16
years of experience in marketing and sales in the telecommunications
industry. During the past two years, he has been behind the company's
marketing and sales programs aimed at increasing its indirect sales
channel in the United States. Through Mr. Morton's efforts, Cable
& Wireless has created one of the industry's highest rated indirect
channel programs in terms of solution provider satisfaction.
Rick Ellinger is a Venture Partner at Osprey Ventures,
a $92 million fund which invests primarily in early- and expansion-stage
companies in the business and consumer technology marketplace. In
this capacity, Mr. Ellinger serves as interim Chief Executive Officer
and board member for venture-funded companies, among other roles.
He also provides expertise on strategic business and corporate development
for firms in the following areas: optical communications and components;
wireless devices and networks; networking equipment and security;
business process automation software and network implementations;
embedded client-end and realtime software for Internet use; and
PDAs, cell phones, and integrated solution electronic products.
Mr. Ellinger's past experience includes General Manager, Agilent
Metro Networks Business Unit; President, Madge Networks; Director,
Worldwide Communications, Hewlett-Packard Labs; Vice President Engineering
& Manufacturing, ASKnet; and a member of the MFS Datanet (MCI
WorldCom) Special Programs. Mr. Ellinger is an advisor to the Office
of Technology Assessment for the U.S. Congress, Pacific Bell, Cellular
One, Levi-Strauss, and the state of California's Office of Emergency
Services. He is the founder and board member of the Wireless communications
FURTHER INFORMATION & POSSIBLE PARTICIPATION:
This is an invitation-only program. Those interested
in possible participation and meet the requirements listed, please
send your name, title, company, company Web site, email address,
and telephone number to:
Ms. Claire Kahrobaie
Manager, Client Services
Silicon Valley World Internet Center