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Building My Business Webinar Series
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BTA's 'Building My Business' Webinar Series

Designed to help dealers improve the management of their companies,
take full advantage of market opportunities and, ultimately, improve the bottom line.


Length: One hour
Cost: Free to BTA members

Click here to view past webinar PowerPoint presentations.

The following webinars have been scheduled:

February 2017
Cloud Communications as an Adjacent Revenue Opportunity
4 p.m. Eastern, Wednesday, February 22

Presented by Jim DeBald, vice president of sales, CoreDial, and Mitch Morgan, CEO, Growth Achievement Partners (GAP)

During this webinar, DeBald and Morgan will discuss the cloud communications business model and how it stacks up against other adjacent revenue streams. Topics to be covered include: The paradigm shift and move to a subscription-based economy; the top adjacent revenue opportunities and how they compare; why office technology dealers and managed service providers have made the transition sooner rather than later; and success stories of businesses like yours.

DeBald, who has more than 25 years of experience in the telecommunications industry, is responsible for managing CoreDial's channel sales organization. He honed his technology skills early in his career, working for industry stalwarts NCR and British Telecom, before moving to a series of early-stage tech innovators. During his eight years with CoreDial, DeBald has worked with hundreds of businesses to help them successfully implement a white-label cloud communications business model to reap benefits such as predictable recurring revenue streams, increased ARPU and improved customer stickiness. He holds bachelor's degrees in management information science and economics from the University of Pittsburgh, and received his MBA from LaSalle University in Philadelphia, Pennsylvania.

Morgan is a partner at GAP. He founded the Connectivity Dealer Program at NIA in 1991. After his business was acquired by IKON Office Solutions in 1996, he led its Technology Services division. In 2001, he formed the Professional Services division for IKON. Morgan has been consulting with CEOs on strategy, operations, organizational development and sales since 2005.

Click here to register for the February webinar.

March 2017
Is Your Sales Rulebook Broken?
4 p.m. Eastern, Tuesday, March 14

Presented by Lindsay Kelley, president & co-founder, and John Pulley, vice president of business development, Prospect Builder

In this webinar, Kelley and Pulley will discuss the new sales playbook for reaching today's buyers and why many of your reps are failing in their attempts to make a connection. The first step in getting to know someone is by being where they are. You need to understand where your prospects are today and how to reach them there. This webinar will allow you to discover how buyers are searching for answers, what questions they are asking that you do not know about and how you become their answer.

Kelley, president and co-founder of Prospect Builder, is a HubSpot-certified inbound marketer focused on improving office technology companies' marketing execution. She brings together old and new marketing techniques to create inbound marketing strategies that work. Kelley made a career in marketing for more than 18 years, including serving as the marketing director for a large dealership. She holds a master's degree in marketing from Johns Hopkins, a bachelor's degree in communication from Towson University, and four inbound marketing certifications from HubSpot.

Pulley is a trusted advisor to many in the dealer community. He has worked with dealers in BTA, CDA, BPCA and SDG. With experience as a major account representative, Pulley understands what it takes to be successful in the field. As a speaker and trainer, he has delivered his insights on HubSpot, inbound lead generation, SEO, web design, social media and, of course, sales at industry events — national, local and one-on-one.

Click here to register for the March webinar.

April 2017
Lease Accounting Update: FASB Accounting Changes
4 p.m. Eastern, Thursday, April 6

Presented by Brett Steffen, controller, and Joe Terfler, executive vice president & CFO, GreatAmerica Financial Services

There has been a buzz in the industry around Financial Accounting Standards Board (FASB) lease accounting changes, but what do they mean for office technology providers and their customers? In February 2016, the FASB issued a new lease accounting standard (Topic 842). The main difference between the current guidance and Topic 842 is that operating leases will be recorded on-balance sheet for financial reporting purposes. During this webinar, Steffen and Terfler will provide a brief background of the lease accounting rules and discuss some of the reasons leading to the changes in the new standard. They will review the changes in the new standard and discuss the potential business impacts of the changes, with a specific focus on issues that may impact BTA dealers.

Steffen, controller, is responsible for the overall financial reporting of GreatAmerica, including implementing and monitoring the company's internal financial controls, financial budgeting, payroll and financial statement preparation. Prior to joining GreatAmerica in 1996, he was a certified public accountant working in the audit practice for Deloitte & Touche LLP and Ernst & Young LLP, where he primarily focused on audit clients within the manufacturing and services industries. Steffen earned his bachelor's degree in accounting from the University of Northern Iowa.

Terfler is executive vice president and CFO at GreatAmerica Financial Services. He, along with Stan Herkelman and David Pohlman, is a member of the GreatAmerica Office of the President. The Office of the President makes strategic, financial and operational decisions that set the direction of the company. In his role as CFO, Terfler is responsible for the GreatAmerica Finance Organization, which includes accounting and financial reporting, treasury, tax, financial analysis and the finance operations teams. Prior to joining GreatAmerica in 2002, he served in various finance and accounting leadership roles for two publicly traded companies in the telecommunications and automated information/mobile computing systems markets. Terfler began his professional career with PricewaterhouseCoopers, serving clients in a variety of industries with primary emphasis in the railroad, software and leasing industries. He earned his bachelor's degree in business administration in accounting from the University of Iowa. Terfler was a certified public accountant (earning the gold medal in the State of Missouri on the November 1991 exam), and remains a member of the American Institute of Certified Public Accountants and the Iowa Society of Certified Public Accountants.

Click here to register for the April webinar.

Approximately one week prior to the webinar, pre-registrants will receive an email providing them with the steps to complete their registration with BTA's webinar service provider, GoToWebinar. This will provide an Internet link for the webinar and the appropriate phone number to call. The only expense to the BTA member participant will be telephone charges based on the participant's long distance plan. If you use VoIP, there is no charge.

Watch this page for additional "Building My Business" webinars, to be announced as they are scheduled.
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