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Why Can’t We Be Friends? Healing the Rift Between Sales and Operations in Systems Integration Organizations

  • Room: GS 12
Monday,May 16, 2022:1:00 PM -3:15 PM

Speaker(s)

Panelist
Bill Hickox
Chief Operating Officer
Advantech
Panelist
Gannon Switzer
VP of Sales Management Consulting
Vector Firm
Panelist
Louis Boulgarides
President & CEO
Ollivier Corporation
Moderator
Rebecca Bayne
President & Consultant, Security Integration
BCSI - Bayne Consulting & Search, Inc.

Description

One of the longest ongoing conflicts within security integration companies revolves around the discord between sales and operations. These two key factions must work together every day and neither can bring solutions effectively to the end users without the other, yet the struggles to develop harmonious communication and teamwork seem not to have continued over time. We have better technology and improved methods as integrators – but the rift continues! In this two-part session, we bring together key influencers who work inside a few leading security integration companies, who will discuss, debate and question the reasons for this unfortunate disharmony. In PART 1/Panel Presentation: With the balanced panel representing the concerns and suggestions on both sides of the business model, we can openly present the issues and seek input from the audience. In PART 2/Roundtable Workshop: We will form roundtable/breakouts with each of the panel members where the audience can engage more directly with each panelist and each other. Exercises will be led at each table and the audience will rotate throughout the room to address the key areas of “the rift” and gain proven tools and methods for solid success in this critical relationship.


Track(s)


Super Track(s)


Methodology

PART 1/Panel Presentation: With the balanced panel representing the concerns and suggestions on both sides of the business model, we can openly present the issues and seek input from the audience.

PART 2/Roundtable Workshop: We will form roundtable/breakouts with each of the panel members where the audience can engage more directly with each panelist and each other. Exercises will be led at each table and the audience will rotate throughout the room to address the key areas of “The Rift” and gain proven tools and methods for solid success in this critical relationship.

Learning Objectives

1. Build strategies for interdepartmental collaboration and improved harmony between Sales and Operations for systems integrators
2. Develop strategies for streamlining processes and procedures for organizational efficiency in systems integration
3. Create a vision for the path to build a cohesive leadership team and solid organizational health in systems integration organizational health in systems integration