| 8:00-9:00 a.m. Registration & Continental Breakfast Sponsored by TCS |
State of the TEIM Market 2008: The Forrester Report
Lisa Pierce, Vice President, Principal Analyst – Forrester Research
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 |
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
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
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
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.
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.
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.
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 |
| 7:30-9:00 a.m. Registration & Continental Breakfast Sponsored by TCS |
What To Do About TEM As the Wireless World Turns Upside Down
Michael Voellinger, VP of Enterprise Mobility – Telwares
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 |
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 |
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.
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 |
1:40 - 2:40 p.m.
Reign in Wireless TEM’s Nasty 9
Ed Fagan, Financial Controller for Information Services – United Parcel Service
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
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
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









