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Executive Seminar

"Survival Strategies: Converging Resources
To Create & Retain Customer Value


By Mr. Niles Morton, Vice President of Indirect Channels, Cable & Wireless
By Mr. Rick Ellinger, Venture Partner, Osprey Ventures, LP

Click here to view a Niles Morton's presentation in PDF format.
Click here to view Rick Ellinger's presentation in PDF format.
(Adobe Acrobat Reader is needed to view the documents above).

Click here to view a press release regarding Frost & Sullivan's Market Engineering Leadership award to Cable & Wireless.

Click here to view VARBusiness Magazine's press release about Cable & Wireless rankings.

Invitation-only. 4:00 - 6:00 p.m. Limit: 40 participants.
Reception follows.

This Seminar 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 and wine.

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.

Cable and Wireless Solution Partner Program offers:
A lucrative compensation plan.
Assistance with business planning and management.
An extensive product portfolio.
Provisioning, billing, and customer support services.
Marketing toolkits with easy-to-access on-line resources.
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:

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.

Support: Dedicated partner channel resources and tools.

Commitment: 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 below):

Convergent VAR
System/Network Integrators
Network Solution Provider/Networking Technologies Solution Providers
VOIP Integrators
IP Telephony (AVVID)
Web Integrators
IT Consultancies
VAR 500
Vertical Market VARs

Fulfill the following requirements:
Cisco Certified (including AVVID Certification)
Older than 2 years (not in start-up phase).
Focused on selling LAN/WAN solutions with minimum 25% WAN
60% or more revenue comes from 500+ employees.
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: $5-30 million.
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.

Convergent VARs: 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 support.
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.

Please note that the following types of organizations do not qualify for partnerships with Cable & Wireless at this time:
Sell mainly to the state or federal government.
Sell mainly hardware.
Are in the start up phase.
Focus only on the small- to medium-sized business market sector.
Voice agents.

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 alliance.

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
T: 650.462.9800