Tag Archives: WAYNE SCHULZ

Sage Summit 2013 – Are You In Or Are You Out?

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Gaylord National Harbor Resort

Gaylord National Harbor Resort

There has been much discussion about the value of attending Sage Summit 2013 Partner & Customer Conference, which is being held in Washington D.C. July 21 – 26 at the Gaylord National Harbor Resort.

This is my favorite Gaylord because it’s easy to navigate (Not like the Opryland Human Maze), it’s close to some outside restaurants and clubs, (Again not like Opryland which is a $25 Cab ride downtown Nashville)

But I won’t miss it and neither should you!  I’ve have found that Summit provides me with great value and relevant information. Our industry changes daily and there’s no way to stay on top of these changes if we don’t talk to the source(s). You can find the source(s) and other partners who have utilized those changes successfully by attending Sage Summit 2013. 

Most of the real interesting conversations are those that you find in the hallways between sessions and keynotes. If you want to watch a partner who is adept at deciphering what is said and more importantly what’s not said, find Wayne Schulz and ask him if it’s okay to tag along, he’ll probably say “no” but go anyway. It’s how he and I became friends.

Its eye opening, informational and very rarely is his take on things wrong. I talk to Wayne 3-5 times a week and the conversation is always lively. You can catch Wayne on his daily morning walks at 6:00 a.m. along with other partners like Robert Wood, Peter Wolf & I swear I’m going to get up at Zero Dark 30 to walk with them.

If sessions are your thing then go park yourself in every Ed Kless session that has an open seat. You won’t leave disappointed. I have sat in many of his sessions, taken the week long Consulting Academy, gone to conferences just to hear him speak and rate Ed as one of the top speakers in our industry.

Look at the business partners and vendors who consistently attend Summit.  If you want the keys to success they’re the people to see. Go to their booths and see what they’re doing that you’re not. It’s probably a safe wager that they’ve been involved in Summit for many years.

“It has always been MY rule that if I am serious about selling Sage products I need to attend Summit. I need to “breathe” the air, sense the mood of the Sage community, and get enough inspiration to see me through another year.” Arlie Skory; Managing Partner at Skory Employer Solutions LLC 

There is a long term value of creating lasting relationships with other colleagues who will share their knowledge with you. I’ve spent many hours talking with them about the direction that our industry is headed.

What price tag do you put on the information you receive at Summit? How about face time with Sage executives, visiting with 3rd party providers? I don’t think you can put a tag on these. The sessions alone that Sage offers are topic rich.

We get caught up on doing work as we’ve always have not aware there are better ways to streamline our businesses & become more cost effective. If we don’t go to Summit & feed off the synergy then we’re going to stay in that same rut getting the same results.

There are BP’s who have concerns that they don’t write any new business at Summit. They’ve bought booth space, & brought a large group. Is it worth the expenditure? Can I justify the costs? How much business will I miss out on while I’m at Summit? These are valid questions. The answer is simple….How much effort are you willing to exert while you’re there.

If you’re going to Summit with the sole intent of closing deals you will be disappointed. It’s like going to the circus expecting Shakespeare; this is an unrealistic expectation. A lot of companies look at expenditures that don’t provide immediate return as worthless. I think of attending conferences the same as Spring Training, The chances of a productive year increase exponentially with a successful Spring Training.

If you’re still not sold, here are 3 questions to ask yourself.

►By not going am I adding or taking away value from the success of my business?

► What new technology can I find at Summit that I can add to my product portfolio?

►Am I the problem or am I the solution?

Come to D.C. & see what’s going on at Sage. You will go back to your business with new tools, ideas & a new attitude.

See you in Washington D.C.
Bill Kizer
http://na.sage.com/sage-summit/
http://billkizer.com

What To Wear, What To Wear @ Sage Summit 2012

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I get teased a lot because I don’t know how to pack lightly. I operate under the “You Just Never Know” Theory when it comes to travelling.

A man writing a blog about what to wear to a conference? If you are Wayne Schulz or Robert Wood you pack 2 pair of socks, 1 pair of tennis shoes, 1 semi dress pair, 2 pair of Dockers, 2 Polo Short Sleeved Shirts, & assorted accessories. Nothing has to match, just has to be comfortable and ready.

Sometimes I wish it were that easy for me. It just isn’t. I like wearing suits, sport coats & wool gabardine slacks with matching shirts & shoes. I probably spend more making sure everything is dry cleaned and laundered PRIOR to a trip that some people spend at the dry cleaners in an entire year. I’m not bragging, it is an affliction to which there is no cure.

We’re only 3 weeks away from attending Sage Summit 2012. Prior to leaving San Diego I think that it’s time to get out the checklist. If you’re like me, you’ll discover that if I don’t prepare a checklist I’ll always end up 1 pair of socks short, too few business cards, forgot toothpaste, brought 2 bottles of shampoo, no conditioner. You name it, I’ve forgot it on one trip or another. That’s why I pack like I’m leaving for a year around the world.

Belove I’ve included the average temperature & humidity for Nashville just in case you’re wondering about what to wear.

Nashville Average Humidity August

Airline Ticket √
Sage Summit Registration √
Room Reservation √
Luggage √
4 Suits √
2 Pair Slacks √
1 Pair Jeans √
8 Shirts, Dress
2 Casual √
3-4 Pair of Shoes,
Including Flip Flops√

Average August Temperature Nashville

6-8 Pair of Socks √
6-8 Pair of Underwear √
3 Belts √
4 Tee Shirts √
Assorted Toiletries √
Laptop √
iPad √
Camera √
Cell Phone √
Chargers For Laptop, iPad, Camera, Cell Phone √
Extra “AA & “AAA “Batteries for Any Emergency √
Necessary Travel Documents √I enjoy wearing suits at conferences so I need those. I have to wear different shirts to match the suits, sports coats, etc.  Of course extra socks & underwear are a must & different shoes for each suit are very important. There’s nothing worse than wearing a black suit & the wrong shoes or socks.

Should be all set, right? Wrong. Don’t forget your wallet! I’ve done that before also. If it can be forgotten I’ve forgotten it on some trip to somewhere.

This list looks like a list for a man, but it can be used just as easy for women.

I think that someone could make a decent living as professional packers. Hand them your list, they go through it with you, and voila your only job is to get to the airport in time. She’s already packed your luggage in your car and included your entire itinerary and any other necessary documentation.

I recently purchased a new large piece of London Fog luggage and I feel very compelled to fill it. One of the local luggage stores was having a killer sale on London Fog luggage. Had to have it! Retail Therapy is so rewarding & satisfying (until you get the credit card bill)

One item that is HIGHLY recommend  is a light coat. Longer Flights  tend to get chilly and so do the Session Rooms. This reminder comes from #SageSummit so I would pay extra attention to it.

Above all, get there safe and on time, dress accordingly and if the airline loses your luggage you can participate in one of my other favorite hobbies and that’s shopping. Gaylord Opryland has a couple of shops to purchase something new.

Yeah, I know I’m a guy & I should honor the Man Code & not admit to enjoy shopping so much.

HAVE FUN!!

Another (2) Reason(s) To Attend Sage Summit 2012

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One of my goals at my early Insights was to meet these two guys listed below. The first was Ed Kless and I would attend every one of Ed’s Sessions, sit in the front row where I made sure Ed could see me and then I’d spend the entire hour thinking of questions to ask. (Some were good, some weren’t) I went to Sage Consulting Academy in Dallas and I still think it’s one of the best investments that any VAR can make and it doesn’t have to be just for your consulting staff. I’m Sales oriented and found it to be invaluable. Since those early days Ed has had a positive influence on me and when I really have an issue I know I can call him and get the feedback that I need. With his travel schedule it makes it a little tough, but I know he’s just a phone call away.

When I first started working at Blytheco somehow a newsletter came through my e-mail from some guy named Wayne Schulz and after a few weeks of deleting them I started to read them. I was surprised that this VAR from small town Glastonbury, CT. had his pulse on the Sage environment and that so many people knew him. As with Ed I met Wayne at an Insights meeting because I wanted to get to know him better and find out more about him, how he got his information (He still won’t tell me) and only using information that he could confirm.

What I found from both Ed & Wayne was that you can succeed and still hold on to your core values.

I asked Wayne and Ed to be Managers on the Sage LinkedIn group because I trust their judgement and know that they have solid reputations in the Sage Software World. There’s been times when I would see a post that would send me flying through the roof and I would run it by them only to hear that I needed to come in off the ledge. Neither of them are “Yes” Men. If they disagree they’ll let you know.

Wayne and I talk 2-5 times weekly with most calls running 30 minutes or so and the topics are of a wide variety but mostly center around what’s going on at Sage, who he just saw at the Indian Casino and his family.

I sometimes think about what would have happened if I hadn’t trusted my gut instincts and taken the chance to meet this guys.

So if you’re going to Summit for the 1st time and are looking to maintain new relationships, work the floor and don’t stop working it until you can’t walk anymore. Wayne is always surprised at how many people I know at Summit. I’ve just made it a goal and if I can help someone feel a little bit more comfortable in a sea of nameless faces then I’ve accomplished what I’ve watched people like Ed & Wayne do for years.

Have fun and I’m looking forward to another Sage Summit and I’m anxious to see what Danielle and her team have up their sleeve.

BTW: Tomorrow 7/10 is Wayne’s birthday. Drop him a Happy Birthday wish and if he wants to share his advanced age with you that’s his business.

Are You In Or Out? ~ Sage Summit 2012

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Robert Schayes, Himanshu Palsule, Bill Kizer, Pascal Houllion Sage Summit 2011

“I go to Summit annually to see old friends and create new relationships, but more importantly I go because I know my competition is going to be there.” Brandt Morrell, President and COO of Altec 

There has been much discussion about the value of attending Sage Summit 2012 Conference, which is being held in Nashville in August at the Gaylord Opryland.

Add to the mix that there have been many changes recently starting with CEO Pascal Houllion’s Opening Keynote last year about the new re-branding strategy to the recent “Journey of Transformation” announcements and one could come to the conclusion that attendance may be a bit light. But I won’t miss it and neither should you!  I’ve have found that Summit provides me with great value and relevant information. Our industry changes daily and there’s no way to stay on top of these changes if we don’t talk to the source(s). You can find the source(s) and other partners who have utilized those changes successfully by attending Sage Summit 2012.

 In a following blog will be my Annual Top 10 Vendors/Booths  to see. Don’t miss them!

Most of the real interesting conversations are those that you find in the hallways between sessions and keynotes. If you want to watch a partner who is adept at decipher what is said and more importantly what’s not said, find Wayne Schulz and tag along. Its eye opening, informational and very rarely is his take on things wrong. I talk to Wayne 3-5 times a week and the conversation is always lively. You can catch Wayne on his daily morning walks at 6:00 a.m. along with other partners like Robert Wood .

If sessions are your thing then go park yourself in every Ed Kless session that has an open seat. You won’t leave disappointed. I have sat in many of his sessions, taken the week long Consulting Academy, gone to conferences just to hear him speak and rate Ed as one of the top speakers in our industry.

Look at the business partners and vendors who consistently attend Summit.  If you want the keys to success they’re the people to see. Go to their booths and see what they’re doing that you’re not. It’s probably a safe wager that they’ve been involved in Summit for many years.

“It has always been MY rule that if I am serious about selling Sage products I need to attend Summit. I need to “breathe” the air, sense the mood of the Sage community, and get enough inspiration to see me through another year.” ~ Arlie Skory; Managing Partner at Skory Employer Solutions LLC ~

There is a long term value of creating lasting relationships with other BP’s or third party solution providers who will gladly share their knowledge with you. I have spent many hours talking with other partners, providers and executives about the direction that our industry is headed.

How do you put a price tag on industry information you receive at Summit? What about face time with Sage executives?  Where else can you visit directly with 3rd party representatives all in one room? Truth be told, you can’t put a price tag on these items. The sessions alone that Sage is offering this year are numerous in count, covering Sage products, upgrades, changes, new products etc.

Too often we get caught up on doing business as we’ve always done it, not knowing that there are better ways of streamlining and making our individual businesses more cost effective. But if we don’t go to Summit and attend sessions, talk to other BP’s, then we’re going to stay in that same spiraling vortex & will get the same results. One of my favorite quotes is: “If you keep doing what you’re doing;  you’ll keep getting what you get. If you want something new you’re going to have to try something new.”  ~ Author Unknown ~

I have spoken to BP’s who have concerns that they have never written any new business while attending Summit. Then there’s that have bought booth space, brought a large contingency from their office, who collect business cards & found that most of those cards belonged to other Business Partners and not potential new opportunities. Is it worth the expenditure? How do I justify the costs? I can’t build an acceptable ROI from attending. How much business will I miss out on while I’m at Summit? These are all valid questions and concerns. Brandt Morrell, President and COO of Altec which provides productivity enhancing technologies for Sage partners  and is a long time Summit supporter wrapped it up very neatly in a recent one on one conversation. “I go to Summit annually to see old friends and create new relationships, but more importantly I go because I know my competition is going to be there.”

First, if you’re heading off to Summit with the sole intent of closing deals then you’re going to be disappointed. It’s kind of like going to a Barnum & Bailey Circus expecting Shakespeare and the best you get is the infamous Clown Car; or going on vacation to the North Pole in January wearing shorts, flip flops & sun tan lotion, with your surfboard and golf clubs; you’re going to be disappointed by setting up unrealistic expectations. A lot of companies look at expenditures that don’t provide immediate revenue as having no value. Unless there’s a dollar amount involved most Partners don’t get it. I think of activities like conferences the same as I do Spring Training, (that’s baseball for the uninformed.) The chances of having a productive year without Spring Training are very small, even for perennial powerhouses like the Yankees or the Boston Red Sox.

To the partners who don’t get it, there are three questions you need to ask yourself.

By not going am I adding or taking away value from the success of my business?
What new technology can I find at Summit and add to my offerings to my customers and prospects?
Am I part of the problem or am I part of the solution?

Come to Nashville & see the changes that are happening at Sage and in our industry. You’re going to be surprised and more importantly you’re going to go back to your business with new tools, ideas and a new attitude and isn’t life itself about how you approach it?

I think so and I hope to see each of you in Tennessee.

Who Should Attend Sage Summit 2012 & Why

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Bill ~ Trent ~ Trevor Kizer

Gary ~ Connie ~ Jennifer ~ Erick @ Sage Summit 2011

Robert Schayes, Himanshu Palsule, Bill Kizer, Pascal Houllion Sage Summit 2011

Mark Kauffmann & Her Girls

Sean Leanne Tuohy Wayne Schulz Bill Kizer

Summit 2011 Twitter Meetup

There has been much discussion about the value of attending the Sage Summit 2012 Conference. I am one of those who have found Conferences to provide me with great value and I’ve learned a great amount of useable information. The technology industry changes daily and there’s no way to know about those changes if we don’t talk to the source. You can find the source(s) and other partners who have utilized those changes very successfully by attending events such as the new and improved Sage Summit.

Look at the business partners who consistently make the Top 10 list. Go to their website and see what they’re doing that you’re not. It’s probably a safe wager that they’ve been involved in Summit, BPAC membership, etc. It’s time to be accountable to ourselves for our failures or successes. It’s time to stop blaming others when we fail.

First, there is the long term value of creating lasting relationships with other BP’s or third party solutions and there are many knowledgeable partners and company representative who will gladly share that knowledge with you.

There has been a shift at Sage to offer more transparency and seeing the Management attend different social events & the Trade Show is a testament to this new shift. Don’t be surprised to find yourself engaged in open and honest dialogues with top management.

How do you put a price tag on product information you receive at Summit? What about face time with Sage executives? Truth be told, you can’t put a price tag on these items. The sessions alone that Sage is offering this year are numerous in count, while covering all Sage products, upgrades, changes and of course Social Media.

Too often we get caught up on doing business as we’ve always done it, not knowing that there are better ways of streamlining and making our individual businesses more cost effective. But if we don’t go to Summit and attend sessions, talk to other BP’s, then we’re going to stay in that same spiraling vortex & will get the same results. One of my favorite quotes is:

“If you keep doing what you’re doing you’re going to keep getting what you get. If you want something new you’re going to have to try something new.”

~ Author Unknown

I have spoke to BP’s who have concerns that they have never “pulled” any new business from attending Summit and other conferences occasionally or even those who go each year. Then there’s the camp that has bought booth space, collected business cards & found that most of those cards belonged to other BP’s & not potential new deal opportunities. Where’s the ROI they ask?

First, if you’re heading off to Summit with the sole intent of closing deals then you’re going to be disappointed. It’s kind of like going to a Barnum & Bailey Circus expecting Shakespeare; or going on vacation to Northern Minnesota in January wearing shorts, flip flops & sun tan lotion looking for a sun tan. You’re going to be disappointed by unrealistic expectations.

Unfortunately most companies don’t look at non revenue generating items as having any value. Unless there’s a dollar amount involved most BP’s don’t “get it.” To the partners who don’t get it, there are three questions you need to ask yourself.

What value am I adding to the equation?
What Solution can I provide?
What am I adding to the success of my business?

Come to Nashville & see the changes that are happening at Sage. You’re going to be surprised & more importantly you’re going to go back to your business with a new attitude & isn’t life itself about how you approach it? I think so & I hope to see each of you in Nashville

Final Sage Summit Wrap Up

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I woke up in my own bed in San Diego and that’s always a great feeling; not that waking up at the Gaylord National Harbor is a bad thing, but there is nowhere like home. I get to spend the day with my sons and that always makes for a special day.

Sage Summit 2011 is now a memory but what sweet memories. This conference was by far the best Sage Event that I’ve attended for many reasons.

The highlights for me were being asked to be an endorsed Sage Summit blogger. I had a front seat to the growth and acceptance of  social media and how far it has come in the past 3 years since I first started the Sage Partners, Employees & Alumni LinkedIn Group. I got the opportunity to talk to alot of partners about their social media strategy and how it important it has come within their respective businesses in terms of marketing.

My other highlight was being invited to a Meet & Greet with Sean & Leanne Tuohy. What marvelous people they are. Their story is inspiring & I especially loved their message of how just One Person Can Make A Difference. Their journey that was the genesis for the blockbuster movie “The Blindside” is a testament to a core belief of giving rather than receiving. 

There are so many highlights from this event but what really stuck out for me was the accessibility & transparency of the executives. Our new CEO Pascal Houllion is dynamic, friendly and I think our Road Map under his leadership is going to take us places we’ve never been.

Himanshu Palsule, Laurie Schulz, Tom Miller, Dennis Frahmann, Pascal Van Dooren, Connie Certusi, Dominique Bopp, Alok Tyagi,  & many others make Sage what it is today and what it will become. Hold on tight for the ride of your life.

For those that don’t know & asked me for directions & a whole host of other Sage related questions,  I am not an employee of Sage however I am as strong a Sage supporter as you will find. I don’t walk around with blinders on, but if I have questions I will ask and I normally get a response the is satisfactory to me. Just so that we’re clear nothing would give me greater pleasure than to work for any of the people above that I’ve mentioned.

There I go again on a different tangent but to get back to Sage Summit; there are a group of people that are largely responsible for the success of this past event and that the Entire Events team. I hope that each of you get a chance to thank them for the long hours, creative ideas and attention to the smallest detail to make Sage Summit the success it was.

I hope that each of you who attended enjoyed yourself and that you will be in Nashville at the Gaylord Opryland for version 2.0 of Sage Summit. I know that barring any unforseen bumps in the road I’ll be there if for no other reason than to see what the Events Team has in store for us.

Have a prosperous year and I wish each of you the very best as we move forward under the direction of our new CEO, Pascal Houllion.

Relaxing @ The Gaylord National During Sage Summit 2011

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Gaylord National

I’ve found that after just a couple of days at past Insight & Summit events that I need a break. Whether it’s a long overdue nap, taking a walk, it’s important to give yourself some “Me” time. Here’s some great amenities that are available at the Gaylord without leaving the grounds.

Relâche Spa & Salon, a 20,000-square-foot facility that includes including saunas, steam rooms, co-ed tea/relaxation lounge, and a state-of-the-art fitness center

Unique indoor/outdoor pool located at Relâche Spa

Seven distinctive restaurants and eateries, including Gaylord Hotels’ signature restaurant, Old Hickory Steakhouse

Sunday Brunch at Pienza Italian Market

Fine seafood offerings at Moon Bay Coastal Cuisine.

Pose Ultra Lounge, our high-energy rooftop nightclub

National Pastime Sports Bar and Grill  (This is also known as the place that all Arizona Diamondback fans are banned from. It’s just on principle :)

Belvedere Lobby Bar fosters a relaxing atmosphere to unwind or socialize.

if you’re spending the day lounging in the sun, the poolside bar offers cool, colorful drinks, as well as fresh bites to eat.

Potomac Playzone family arcade

On-site shopping, from travel necessities to luxurious indulgences

Or……If you want to go downtown D.C. there is a shuttle every 90 minutes from the Gaylord Entrance

Sightseeing Tours and Roundabout Services

Water Taxis to Old Town, Georgetown and Mount Vernon

Wayne Schulz has a great LinkedIn post detailing how to get around D.C. Check it out for directions.

There’s alot to do while you’re in D.C. but my overall message is to make sure you carve out some time for mental relaxation.

Most of all, ENJOY YOURSELF!!!

Sage Summit 2011; It’s All About Location

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Location, Location, Location. It’s the most important axiom in real estate. An axiom is a universally accepted principle or rule that requires no proof.  Thus the setting for this year’s Inaugural Sage Summit 2011 where you will get to experience many firsts for Sage’s Premiere Conference.

Despite it teeming population of politicians Washington D.C. remains a can’t miss city. The history of the country is incomparable & it certainly has lots to offer in the way of museums, opera, major theatres all abound in great numbers offering the best in entertainment value as most if not all the museums don’t charge an admission fee.

One can literally walk through American history by visiting The Lincoln & Washington monuments, 1600 Pennsylvania Ave. (The White House) The Mall, site of Martin Luther Kings’s “I have A Dream” speech, an event that attracted 250,000 people without the help of the Internet, Facebook, LinkedIn or Twitter & of course the black granite Vietnam Veterans Memorial Wall where the names of 58,267 service men and women who died or remain missing are listed in chronological order. It is a powerful monument that is both reflective and contemplative in character. It doesn’t make any political statement about the war. You could spend several days visting all the quality sights that D.C. has to offer but please  take at least one day to visit them while you’re here. http://bit.ly/ansqvQ

The Gaylord National Hotel & Conference Center is actually located on the Potomac River in National Harbor in Maryland which is only a short ride from Reagan Airport making it very accessible to Washington D.C. I’ve included a link to a site that details getting around the D.C. area. http://bit.ly/l6Npzm

The Gaylord hotels are known for their splendor, size & overall attention to small and large conferences. There is plenty to do while staying at a Gaylord property from great accommodations, fine restaurants to fantastic shopping available without ever stepping outside the Resort. http://bit.ly/d19JJd

This year’s National Conference has changed its format to include both Sage Partners, Vendors and now Sage customers. This should prove to be a winning combination. I’ve had the privilege to interact via e-mail with Suzanne Spear who is Sage’s Director of Events and members of her team that include Danielle Cote, VP, Event Marketing @ Sage. They have been working on this year’s conference for at least the past year to make sure that we all walk away better educated by a plethora of breakout sessions, including many interactive ones. 

Please make sure that if you see them or any member of their team at the Conference to thank them for all of their hard work that they’ve put into Sage Summit 2011.

In addition to the breakout sessions the Keynote Speakers should be a big hit. I’m looking forward to Wednesday afternoon’s Keynote Speakers Sean and Leigh Anne Tuohy. They are the Memphis couple who took a homeless teenager into their home and treated him like their own. That youngster is Michael Oher who went from living on the streets, to living with the entire Tuohy family,  to being picked in the 1st round of the 2009 NFL Draft by the Baltimore Ravens. If you haven’t a clue of what I speak watch the movie “Blindside.” It chronicles Michael’s story in a very compassionate way and reminds me that no matter what obstacles may be put in front of me I can always succeed if I want something bad enough even though the deck is stacked high against me.

On Wednesday evening the site for a Dinner Reception will be at the Smithsonian National Air & Space Museum. It promises for great evening in a relaxed environment and fun.

You have to show up for the Fire and Ice Partner Party on Monday from 7:30 to 11:00 This year partner appreciation party will offer live music, games, great food and drink, plus other surprises. You won’t want to miss one-of-a-kind performances by talented musicians from all across the Sage partner community, who are going to rock out together at the party!

I could go on about what is shaping up for an incredible event, but simply put don’t miss out on attending.

On a personal note I love going to the National Conference and making new friends and catching up with old ones. I get to spend time with some of my favorite Sage people. One of my goals early on was to meet this partner who is highly visible with his online presence, Wayne Schulz. He and I now talk each week about all things Sage and I consider Wayne a good friend. If it weren’t for Insights I would have never had the opportunity to meet him. I also try my best to get to each of Ed Kless’s sessions as they’re always jam packed with great information. 

This is shaping up to be a benchmark conference, one that will stand out as a template for future conferences. Don’t miss out on this annual event. It’s far too important to not attend. For more nformation go to:  http://sagesummit.com

I hope to see each of you there.

 

Is There Any Power in PowerPoint?

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Have you   ever noticed that effective speakers rarely use PowerPoints? Speakers know that they’re the reason that there’s people in the seats, and that they’re the star, not a PowerPoint presentation, no matter how well it’s done. 

For years we’ve communicated successfully by using our verbal skills. the “Experts” (whoever they are) say the best method is story telling and the best stories are those that aren’t memorized, practiced or rehearsed. If your topic is something that you have a passion for notes and PowerPoint slides aren’t necessary and will actually detract from what you have to say.

How many times have you sat in on a keynote and because you were so busy writing down what was on the PowerPoint that you missed out on what was being said? It’s also been said that PowerPoints are not only a distraction, but too often they’re used as a crutch for those who aren’t confident in their speaking abilities.

Don’t get me wrong, I enjoy putting a PowerPoint together, I just don’t like nor endorse using them because I’ve found myself leaning on them when giving a talk or presentation. I find the same for using notes. I almost feel mechanical and lose the passion and the ability to stay loose which I think are important ingredients for an effective speaker.

Making eye contact with your audience is necessary. How else can you gauge whether your audience is listening to you or not? If your head and eyes are focused on notes or your carefully crafted PowerPoint you will miss reaction or non reaction by your audience.

Here’s some clues that your audience isn’t listening:

Yawning
Sleeping
Fidgeting
Texting on the BlackBerry, iPhone, Android, etc.
Playing Hang Man, Solitaire, etc. on the iPad
Flirting with the girl/guy next to you
Many trips to the restroom
Many trips to the restroom and not returning
Many trips to the restroom, not returning with the girl/guy you were flirting with earlier
Frequent glances at wrist watch

I hope you’re getting the message I’m attempting to convey. If you haven’t here it is. If you can’t do without a PowerPoint, keep it brief.

Wayne Schulz sent me the following link to an article that he had just read.

It was written by Socialcast founder Tim Young detailing how he raised $10 million Venture Capital money using just a 5 slide deck. It was originally published at Knowledge is Social.

http://techcrunch.com/2010/11/02/365-days-10-million-3-rounds-2-companies-all-with-5-magic-slides/

Enjoy.

 

 

 

Insights 2010

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Tammy Mathews, Bill Kizer & some short guy at Sage Insights 2010 ~ Denver, Colorado

Photograph Taken By Wayne Schulz

Like a lot of other Sage Partners, Employees & Exhibitors I just returned home from Sage’s Annual Partner Conference. It was held at the Colorado Convention Center in Denver and I’m happy to report that I think this was the best Insights that I’ve attended.  It was refreshing, positive and had the feel of a large family reunion without the drunk uncle.

My only negative was the size of that damned convention center. I made the mistake of wearing new shoes to walk endlessly throughout the monolithic Center. It seemed to me that the halls were about 6 miles long and of course sessions covered every square foot available. At the end of the first day my feet were killing me, I developed blisters and I promise that I will never scoff at another woman when they complain about walking in heels. I think that I was the only person there who actually missed the Gaylord hotels, especially the Nashville property where everyone gets lost at least once and when you get lost in the Orlando Gaylord at least you had the alligators to keep you distracted while you wandered aimlessly. If my calculations are correct I walked a total of 493 miles in 4 days! Not really but it seemed that way.

Now that I’ve whined about the walking, let’s get to the good stuff. The keynotes were succinct. As usual Himanshu was dynamite. Tom Miller held his own even though he had to follow Himanshu. I always enjoy listening to Laurie Schultz. I especially enjoyed Sue Swenson’s opening day keynote.

The sessions that I attended seemed to be more relevant and timely. Ed Kless had a 3 part (that’s 3 straight hours) session titled “Firm Of The Future” and I don’t think that anyone left. There were more sessions on Social Media which seemed to be well attended. The Social Media Session that was moderated by Dennis Frahmann was phenomenal and I could have sat through another 2-3 hours. The panel was well picked and there were a lot of good questions. There were several hands on sessions that also looked packed.

Rob Johnson was giving out signed copies of his new book Kick Your Own Ass. I wrote about my misadventures with the book on the group website http://www.sage-li-group.com.

The difference in 2009 versus 2010 was papable, the chatter I heard was how far we’ve come as a company & how the future is looking brighter than ever. We’ve got a long ways to go, but it looks like we’re headed in the right direction.

I’ve included some of the comments that were posted in the Discussions area of Sage LinkedIn Partners, Employees & Alumni Community: :

Peter Wolf

    Peter Wolf, President at Azamba Consulting Group

    1. Content / conference itself: I’m finding that overall the mood is upbeat and positive. A lot of folks are seeing an uptick in prospect and client interest again – in some cases this is early stage proposals and in others this is signed orders.

    I feel that the Sage executives are an open, forthright group and they are keeping their committments to their three (?? is it more ??) key initiatives. Kudos to them all and to all the other Sage people that help make that possible.As anyone who has watched Seinfeld knows… anybody can MAKE committments – it’s keeping them… that’s the hard part. They seem to be doing a great job from what I can see. As always, it’s great to re-connect with people that we haven’t seen for a year and to put in some face time to all the new friends made via Social networking over the last 12 months. I tip my hat to Bill Kizer and crew for establishing this group – it really helps keep the conversations going (good and bad) throughout the year. 2. Venue / food / layout. These things never seem to bother me although I have found that they are typically a “common enemy” for a lot of people. ;)

    I have a booth (#520 – shameless plug) and appreciate that the booths are placed closer together than last year (where there was a football field separating one side from the other in any given row). It makes the flow seem more energetic which is great.

    John Hoyt

    John Hoyt, Partner, Hutchinson and Bloodgood LLP – Consulting Group Enterprise Solutions

    The Conference:
    Overall rating – Excellent.
    There was no special motivational speaker, which is great. They always have the same message, and the fact that we are at Insights means we are already motivated. Sage management motivating us is sufficient.The keynotes at all levels were concise and to the point, and I hope everyone else got the message as I did. The management team, at last, has a focus and are all on the same page. I support their efforts wholeheartedly!     I took advantage of most of the sessions by Ed Kless, and these were invaluable to me. We cannot get too much of this information, but the interaction of the other people in these was key. I’m not convinced that updates on product roadmaps add much beyond the quarterly update presentations we get. I would like to see drilldown deeper into details that we cannot cover during those. I know there were sessions on BI and SQL, so these may be what I am looking for. The trade show was comprehensive, but I had a difficult time getting to everything. To exhibitors – I really don’t need gimmicks. Just present your product, so I can quickly understand what you have, and move on.The Venue:
    This layout and the logistics for me were far superior to the Gaylords. I want to escape to a separate hotel, where the facilities, food and drink are different, and probably better.

    I did not mind the food – it had more flavor and spice than in previous years. It’s never going to be haute cuisine, but that’s not why we’re here, and it is adequate. I would have liked champagne during the cocktail hours, but that’s just me!

    Wayne Schulz

    Wayne Schulz, Schulz Consulting http://www.s-consult.com

    I thought the numbers of people were down but those who attended were much more experienced and open about sharing.

    I’ve never been to a competitor’s conference but I’m pretty sure at those events that the regular folk like us don’t have a chance to talk to the top VP’s and President…… of course I couldn’t think of anything to actually talk to Jodi about other than how glad I was that we weren’t at the Gaylord Opryland this year (which was flooded in about 8 feet of water ) but I guess you have to start somewhere ;-)

    Here’s what I’d like to see in future conferences:

    1. I guess we still need road map sessions – but it seems that new streets and highways get built faster than the maps can be updated …

    What I’d like to see is a session on “why we did this” where Sage product folks could explain the real rationale behind some of the product feature decisions.

    I saw a glimpse of this in the hands-on training classes and it was very helpful to understand the reason behind why a particular feature may or may not have been added.

    2. One Powerpoint Keynote/Session Rule…

    Sage Executives are best when they’re not on script. Skip the bulk of those Powerpoints — or mail them out after the conference.

    I realize you have to create some standard message type content for a keynote but I find myself listening most closely to the speaker when they’re not on a script.

    I think both Ed and Rob do this for their “classes” — which are really more like learning events….. the last time I went to Ed’s session he announced that he had 30 minutes of presentation (thankfully usually only one PPT) and then the class could vote on what they’d like to talk about (it’s always related to the overall theme of the session).

    I think it works — at the Firm of the Future there had to be 60 people who sat through 3 concurrent sessions without leaving. As best I could tell just about every single person in the room participated….

    Oh and for some reason these sessions also product almost zero rants about policy and/or Sage — nearly all the discussion is about how to improve…. there’s a big lesson in these session formats imho.

    3. Let the product people get more involved in keynotes. Scott Zandenberg (sp) was great (loved his opening cartoon about change in the install base). The hands-on classroom was excellent when they went off-script and talked about why a change was or wasn’t made to the product.

    My feedback to everyone at Sage was that I think most people realize that product and technology related issues are tough to change. The one thing I am looking for Sage to work hard to improve is communication — providing us with the type of product and Sage communications that increase our enthusiasm and confidence for the products.

    Hugh Johnson

    Hugh Johnson, VP Sales & Marketing at Suntico

    As a first-timer I was delighted to meet so many great people from Sage and the Sage partner community in North America. There seems to be a strong cooperative spirit among many of the partners which is impressive. Almost everyone I spoke to commented about a pick-up in business or at least in sales enquiries in 2010 which is very encouraging.

    As an exhibitor I did not get to go to many of the sessions but that is OK. I thought the exhibitors were well looked after, and there was plenty of productive trade-show time.

    I learned an awfull lot, made some excellent contacts, received some very generous offers of assisitance and as a result I am refining my market entry strategy for the US.

    I loved Denver.

    Gary Feldman

    Gary Feldman, President at I-Business Network, LLC and Owner, I-Business Network, LLC
    Insights was and remains one of the best events of its kind, especially for a software company in the market Sage serves.     1. The content was as informative and substantive as ever. I really appreciated the number and quality of the external experts (the CRM road ahead was especially good). The keynotes and other presenters are packing a lot of content (even Himansu) into a small amount of time. Tom Miller was a perfect example of too much information in too little time. The one area for improvement is the motivational aspect of the conference as a sales event. Sage could punch up the energy level with a master of ceremony that can ignite the energy at the begining of the conference. The painters and singers was an attempt at this. A truly dynamic presence could invigorate during the show and beyond.2. The Denver convention center is a fabulous facility. The Wells Fargo auditorium is really nice (although the seats are a little cramped). The tradeshow layout was good although I beleive the Sage booth should be in front of the door as the main attraction. I think half way between the narrow isles and football field seperation would allow for more traffic and better visibility.

    I do like the Gaylord combined facility and hotel as it allows you to go back to the room during short breaks. Not all Gaylords were equal and the DC facility was beautiful, but more cramped than the others. I hope we have the problem of too many people for the small hallways!

    Although the number of people was down, the quality of the conversations was up this year. Well worth the time to increase our knowledge and social capital. Continue reading →