| 8:00-9:00 a.m. Registration & Continental Breakfast Sponsored by TCS |
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9:00-10:00 a.m.State of the TEIM Market 2008: The Forrester Report
Lisa Pierce, Vice President, Principal Analyst – Forrester Research
A senior-level analyst for more than nine years, Lisa Pierce is a recognized authority who specializes in enterprise-class telecommunications services. She covers US voice and data, landline and mobile, local and long-distance technologies, services, prices, regulations, and providers, including AT&T and AT&T Mobility, Sprint Nextel, Verizon, and Qwest, and smaller facilities-based providers that typically specialize in offering select enterprise-class telecommunications services. She is an expert on a number of emerging network services, including landline and wireless broadband access, VoIP, MPLS, Ethernet services, and 2.5/3G services. In September 2007 Forrester published Lisa’s 21-page study of the TEIM industry, entitled “Selecting A Telecom Expense And Inventory Management Supplier.” 
There are literally hundreds of companies that claim to be telecom expense and inventory management (TEIM) suppliers, offering products and services designed to save money and improve ongoing operational efficiencies. Many are attempting to gain better market share by refining their portfolios and expanding their offerings. But beware. The TEIM industry looks to be highly volatile for the next three to five years. It’s essential your enterprise perform proper due diligence before agreeing to any extensive relationships. Benefit from the evaluation criteria developed and used by telecom research giant. And discover what our highly respected analyst, with 20 years of experience in leading-edge, enterprise-class telecom services, learned when she talked with 17 of TEIM’s most prominent providers. | 10:00-11:00 a.m. Making the Case for TEM Before & After Implementation: 8 Challenges Overcome Arthur V. Graham III, Telecom Manager – Bloomberg |
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As the telecom manager at New York City-based Bloomberg, Arthur Graham presides over a global network that spans more than 25,000 data circuits, 15,000 endpoints, and 5,000 wireless devices with more than 180 carriers in 70 countries and 50 languages.
Welcome to Artie Graham’s world. Working with a TEM vendor and a team of 30 communications technology veterans deployed globally, this 23-year telecom professional has led efforts to reduce Bloomberg’s nine-figure annual telecom spend by more than 10% even while its network bandwidth was expanding by 100%. But such TEM-related success doesn’t come without its challenges. To get management buy in you need a thorough ROI analysis, SMART goals and a plan delivered in the language your CEO, CFO and/or CIO speak. You need buy in from support groups. You’ve got to figure out your accounting structure and how to tie it together with your TEM-related charges/payments. How is Graham’s team tackling these and other challenges? Find out by attending this can’t-miss presentation.
| 11:00-11:30 a.m. Refreshment Break & TEM EXPO Sponsored by PAETEC |
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11:30 a.m.-12:30 p.m.
TEM RFPs, SLAs, Ts & Cs
Justin Castillo, Partner – Levine, Blaszak, Block and Boothby
As a partner at Levine, Blaszak, Block and Boothby, in Washington, D.C., Justin Castillo has negotiated agreements on behalf of enterprise customers (including clients in the financial services, health care and energy industries) for a variety of voice and data services, including TEM, wireless, interexchange, and local exchange services. In addition, he has represented both large and small telecommunications customers in disputes with carriers before the Federal Communications Commission, in federal court and in arbitration proceedings. Prior to joining LB3 in 1997, Mr. Castillo served as a Trial Attorney in the Commercial Litigation Branch of the Department of Justice, where he worked in the Civil Fraud Section for three years representing the government in cases involving the False Claims Act. He is a member of the DC, California and Colorado bars.
Would you give your TEM vendor the power to raise its prices in the middle of a contract if your demand set increased? Are you prepared to have already overworked employees spend several weeks working on a TEM transition that you thought the vendor was supposed to handle? These are just a few of the ways your enterprise could get burned by a weak agreement with a TEM firm, and there are dozens more. Just as you wouldn’t enter a big-dollar relationship with a carrier for mission-critical services without first going through an extensive RFP process or a rock-solid contract, neither should you with a TEM vendor. Benefit from the extensive experience gained by telecom’s leading law firm. Our presenter will share the 3 SLAs he requires in practically every TEM deal and 5 vendor clauses he routinely advises his clients to reject.
| 12:30-2:00 p.m. Networking Lunch Sponsored by Brightroam by Roadpost |
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2:00-3:10 p.m.
All Aboard the TEM Express:
6 Practices to Stay on Track, Save Money
Rocky Perkins, Senior Manager of Communications Engineering – Norfolk Southern Railroad
A 28-year communications technology pro, Rocky Perkins possesses the highly critical task of managing communication lines for more than 1,950 trains running on 21,000 route miles in 22 eastern states, the District of Columbia and Ontario, Canada. His annual telecom budget of $26 million supports some 30,000 employees in 16,000 locations.
Head straight to big telecom savings with no stops along the way. Get the results of TEM firm MBG’s 400-enterprise study, which identifies the six most important elements of a successful TEM deployment and the percentage of your peers taking the right steps. Then hear how Rocky Perkins, a 28-year telecom pro at one of the nation’s largest transportation companies, accomplished each of these tasks over a three-year period to find $1 million in one-time telecom savings and another $700,000 annually.
| 3:10-3:30 p.m. Refreshment Break & TEM EXPO Sponsored by PAETEC |
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3:30-5:00 p.m. A National Summit on TEM Exclusive!
TEM Power Panel
Moderator: Robert Lee Harris, President – Communcations Advantage Inc.
Panelists: Asentinel CEO David Perdue; Control Point Solutions CEO Bob McMullan; Invoice Insight CEO Dave Spofford; Rivermine CEO & President Mark Logan; Symphony SMS Vice President Kevin Ziesig
Robert Lee Harris is president of Communications Advantage Inc., a consulting firm specializing in strategic technology acquisition, implementation and cost management. His firm’s TEM strategies are credited with saving enterprises more than $5 million. He’s been involved in the research and implementation of TEM software solutions since 2003. Robert also serves on the board of directors of the Society of Telecommunications Consultants and was a frequent contributor to the magazine Business Communications Review.David Perdue, the CEO of Asentinel, began his pioneering career in the competitive telecommunications industry as vice president sales of Teleci, Inc., one of the nation's first interconnect companies. In March of 1972 he founded Telecommunication Systems of America, Inc. (TSA), a major regional interconnect company.
Nortel purchased TSA in 1976, and Perdue served as President of their Systems Division, establishing a nationwide sales and service operation that grew to $100 million in revenue in three years. As Vice President of Advanced Planning at Nortel's Business Communications Group, he developed the plans to take the Group to $500 million in revenue. In 1979, Perdue founded ATS Telephone & Data Systems, Inc., which grew to be the largest privately held interconnect company in the United States, prior to being acquired by Expanets (now Avaya) in 1998. ATS was selected by Telephony Magazine as one of the 10 best managed telephone companies.
Perdue was the founder in 1982 of ATS Long Distance Network, which was acquired by what is now MCI, and ATS Network in 1991, which was acquired by a forerunner of Qwest. Perdue also was the founder of one of the earliest cellular companies, which was acquired by Bellsouth in 1988.
CEO Bob McMullan brings more than 20 years of executive leadership, strategic vision, operational management and merger and acquisition experience to Control Point Solutions. His previous achievements include the transformation of small private companies owned by top ten private equity firms into international, $500 million revenue and billion dollar publicly traded companies that delivered exceptional cash and investment returns to the investors. He was Chief Financial Officer for the fourth ranked company on the 2000 Bloomberg Tech 100 list of fastest growing companies.
Throughout his career, Bob exceeded all operating performance, capital raising and growth objectives for each company. Bob’s recent experience includes Senior Vice President and Chief Financial Officer of Conexant Systems, Inc. (following the merger with GlobespanVirata, Inc.), Senior Vice President and Chief Financial Officer of GlobespanVirata Inc. (following the merger of GlobeSpan, Inc. and Virata Corporation), each leading communications semiconductor companies.
Prior to Conexant, Bob was Executive Vice President and Chief Financial Officer of The BISYS Group, Inc., a BPO solutions provider to the financial services industry, where he also shared divisional general manager responsibilities and Vice President of Montchanin Management Corporation, an investment banking firm specializing in middle market merger and acquisition and corporate finance advisory services.
C. David Spofford is the CEO of Invoice Insight, in Manassas, Va. He has 15 years of telecom, management consulting, and business ownership experience. As a co-founder of Morgan Tariff Management, a telecom tariff and contract consulting firm, Spofford successfully developed its consulting practice and was responsible for sales, solution development, and services delivery. During his career, he has delivered valuable services to such clients as GE, Alcan, 3M, Westinghouse, and other large public and private enterprises. An entrepreneur his entire professional life, Spofford was a founder or co-founder of three other businesses, including Island Style Adventures (Oahu, HI action tour company) and ProWeek (leveraging his professional soccer background with a unique soccer training business). Mr. Spofford lives in Broad Run, VA, with his wife and four children. He has a B.A. from Yale University.The president and CEO of Rivermine, Mark Logan has more than 20 years of extensive sales and management experience and a proven track record of building successful companies in the enterprise software industry. Prior to joining Rivermine, he served as the Vice-President and General Manager for PeopleSoft's CRM Business Unit, helping to establish PeopleSoft as a leading CRM software provider.
Mark joined PeopleSoft from its acquisition of JD Edwards where, as a Vice-President and General Manager, he led the company's aggressive entry into the CRM market. As a senior executive of YOUcentric Inc., a start-up software application firm, he successfully grew the company's CRM sales operations, ultimately resulting in a favorable acquisition by JD Edwards in 2001.
The vice president of Symphony SMS, Kevin Ziesig brings more than 25 years of senior management sales leadership to Symphony SMS. Kevin’s long history of hands-on experience gives him a deep understanding of implementing and managing Telecom Expense Management solutions for our large Fortune 100 customers. Kevin lends his significant knowledge and resources to Symphony SMS’ industry-leading TEM and Audit offerings. Kevin has developed and is responsible for Symphony SMS’ channel relationships. Prior to joining Symphony, he held Executive Sales positions at Peregrine Systems, a multi-million dollar IT services firm; and Telco Research Corporation, a telemanagement services firm. Don’t miss your chance to hear some of the TEM industry’s top leaders answer your toughest questions and sound off on the hottest issues in the market. How do the largest TEM companies differ in the services they offer? Are vendors really providing globalized wireline and wireless TEM services? What is the significance of numerous, recent mergers? Are TEM companies under pressure by their VC backers to grow and generate better margins? What, if any, impact is caused by VC backers applying pressure to generate better margins?
| 5:00-7:00 p.m. Networking Reception & TEM EXPO Sponsored by Quickcomm |
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| 7:30-9:00 a.m. Registration & Continental Breakfast Sponsored by TCS |
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8:00 - 8:45 a.m.What To Do About TEM As the Wireless World Turns Upside Down
Michael Voellinger, VP of Enterprise Mobility – Telwares
As vice president and practice leader for Enterprise Mobility within Telwares’ broader consulting practice, Michael Voellinger is one of the nation’s most sought after wireless strategists. A 14-year communications technology pro with management experience at both enterprises and carriers, he maintains a deep understanding of key supplier business models. He has been featured in publications such as The Wall Street Journal, New York Times, Investors Business Daily, CNN Money, CIO Magazine and Voice Report.
The 700-MHz auction, Google’s plan to generate revenue from mobile advertising, the opening of Verizon Wireless’ network, the explosion of e-mail-equipped smart devices, the movement toward one worldwide wireless standard… What’s the wireless TEM world going to look like after all of these changes, and what strategic steps should your enterprise be taking right now? Listen to what highly regarded, 14-year wireless industry expert Michael Voellinger has to say. His firm has managed telecom spend for 35% of the world’s Fortune 500 companies, and nobody is following the evolution of the wireless market more closely.BONUS: Get Voellinger’s 6 criteria for judging every wireless carrier, regardless of the coming changes.
| 8:45 - 9:00 a.m. Refreshment Break and TEM Expo Sponsored by PAETEC |
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| 9:00 - 10:00 a.m. How EDS Solves the International TEM Conundrum David Cordeiro, Portfolio Executive – EDS |
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David Cordeiro has been the Portfolio Executive for the EDS Global Network Service Line for the last five years where he has had responsibility for development and lifecycle management of network management services, network application delivery services and carrier management services. Within carrier management, Cordeiro was responsible for developing the EDS Global Telecom Expense Management strategy and selecting the software partner to enable TEM services for the EDS global client base. Prior to joining EDS, Cordeiro spent 12 years working for various carriers with responsibility for strategy, product marketing and network planning. In 1999 Cordeiro led investor relations for the successful $3.5 Billion IPO of Williams Communications Group.
You told us at the last TEM Summit that you needed help managing international telecom expenses. As one of the world’s largest technology outsourcing vendors, EDS promises its global enterprise clients material yearly savings — a task that’s nearly impossible without containing international communication costs. Additionally, the $22 billion, Plano, Texas-based company employs its own workforce of 130,000 employees living and communicating internationally. That’s why EDS took nearly all of 2007 to identify international telecom expense-reducing strategies and submitted RFIs to 17 TEM companies, sending comprehensive RFPs to six finalists.
| 10:00 - 11:00 a.m. Creating a TEM Center Brenda Adkisson, President – TEM Solutions |
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As the president of TEM Solutions, in Nashville, Tenn., Brenda Adkisson specializes in telecommunications expense management, asset management, and contract structuring and compliance. Prior to becoming an independent consultant, Adkisson managed a fortune 100 company’s voice and data telecommunication expenses for more than seven years, implementing the enterprise’s first world-class TEM solution. She served as lead negotiator and routinely managed telecom contracts that exceeded $60 million in annual spend.
Leading a successful TEM effort is a big enough task for any communication technology manager without the added challenge of doing it for an enterprise with a decentralized budget. But that’s just what Brenda Adkisson recently did for a Fortune-100 health care company, slashing her enterprise’s annual telecom spend by more than $22 million – a 34% reduction! Discover how our 20-year telecom and finance pro collected telecom inventory from all of her enterprises’ 300+ locations and transformed her enterprise’s multitude of carrier invoices into one standard platform.
| 11:00 - 11:20 a.m. Refreshment Break & TEM EXPO Sponsored by PAETEC |
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11:20 a.m. - 12:20 p.m.
Another Look Inside the Carrier’s Billing Playbook
Steve Arocho, President & CEO – EBSTel Corp.
Steve Arocho is President and Chief Executive Officer of Enterprise Billing Solutions – Telecom, a company he founded in January 2007. Previously he served more than two decades in various senior management roles at Verizon and its predecessor companies, including Bell Atlantic and NYNEX. At Verizon he is credited with ushering in the era of electronic billing, having architected the first standard format for electronic transmission of billing data and enhancing the billing portal used today by enterprise customers and TEM providers, as well as establishing the first Verizon Billing User Group and various regional Verizon Billing Symposiums for enterprise and federal customers. 
Don’t be fooled by carriers telling you that Sarbanes Oxley is an excuse for further delaying your reimbursement of incorrect charges. Discover channels to receiving compensation while you wait. Verizon’s former Executive Director of Enterprise Billing returns this year to deliver additional strategies for obtaining better service. Arocho, a former 20-year telecom billing veteran who turned independent consultant just a year ago, knows the carrier culture and where the likelihood of mistakes exist on your bills. You’ll leave this session with the ability to eliminate unnecessary charges, resolve invoice disputes more quickly and make the changes necessary at your enterprise to reduce telecom billing-related hassles as well as costs.
| 12:20 - 1:40 p.m. Networking Lunch Sponsored by Tangoe |
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1:40 - 2:40 p.m.
Reign in Wireless TEM’s Nasty 9
Ed Fagan, Financial Controller for Information Services – United Parcel Service
Need Bio
And you think taming your enterprise’s cellular budget is a big job... Imagine the job that goes with managing more than 40,000 combined cell phones, BlackBerries, air cards and other wireless devices. That’s the challenge that confronts 34-year financial management veteran Fagan as he tightens the belt on UPS’ exploding wireless budget. In our exclusive 60-minute session, Fagan will share his strategies for tackling cellular optimization, mastering user behavior, taking control of inventory, reducing international expenses and five other big challenges.
| 2:40 - 3:00 p.m. Refreshment Break & TEM EXPO Sponsored by PAETEC |
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3:00 - 4:00 p.m.
The Power of E-Bonding
Mike Tusa, Group Manager – Verizon Business
Michael Tusa is a Group Manager in Customer Enablement Services at Verizon Business. He has more than 25 years with Verizon Business and MCI, including positions in sales, marketing and engineering supporting messaging products, customer portal services, network management solutions, and system integration applications (B2B electronic bonding and EDI). He holds a BSEE degree from Columbia University.
TEM providers continue to line up at Verizon Business since the carrier opened its TEM partnership program in late 2006. The big attraction: e-Bonding. It gives enterprises the ability to automate order management, get current (rather than 40-day-old) pictures of their inventory and more quickly identify bad provisioning. There are also “access configuration reports,” which give enterprises the ability to better identify excess capacity in existing lines before purchasing more inventory. Attend this session to see what’s involved in signing up for Verizon Business’s e-Bonding service, the pitfalls to avoid, and take home the questions you should be asking your TEM vendor.
4:00 - 4:45 p.m.
e-TEM Examined:
Reverse Auctions, Electronic RFPs and Other e-Sourcing Strategies
Christopher C. Lee, Managing Director – Source Loop
Christopher C. Lee is the founder and managing director of Reston, Va.-based Source Loop, a leading provider of telecom expense management (TEM) services. He has more than 20 years experience in various segments of the telecom industry, concentrated in the areas of sourcing, network optimization, cost management and corporate finance.
Lee has been associated with numerous successful providers of telecom-related services throughout his career. He was a founding member of Broadmargin, a TEM firm with more than $8 billion annually under management before its sale and a merger created the entity now known as Control Point Solutions. He also was a principal in The Waldron Group, a telecom consulting firm, and has maintained important positions with Teleglobe Communications Corp., Pocket Communications, MCI and CBS News.
e-Bonding is just one way that enterprises are leveraging state-of-the-art technology to drive exceptional telecom deals and improve their TEM approach. Attend this session to learn how our presenter’s firm has involved reverse auctions and other e-sourcing platforms in more than 20 deals over the past two years to cut time off of the procurement process while creating a more competitive vendor environment. He’ll share the pitfalls and lessons learned, such as carriers not making realistic bids and when a reverse auction isn’t your best approach.
4:45 p.m.
Summit Adjourns
