2018 Negotiating Network & Infrastructure Deals Summit

Program & Sessions

November 10, 2017

We’re in the process of finalizing the 2018 Schedule. If you’d  like to get a better sense of the program and sessions offered at the Negotiating Network & Infrastructure Deals Summit, take a look at the 2017 conference agenda below and check back again soon for the 2018 agenda.


2017 Agenda

Pre-Conference Sessions


This introductory session took place in a relaxed environment where attendees could freely ask questions and build their knowledge base before diving into the two day, faster paced parts of the conference.

6:00 PM – 6:45 PM | The Fundamentals of Telecom Deals: Essential Background & History

  • Why are Telecom deals different?
  • What are the key services and what do those acronyms all mean?
  • Who are the important players?

7:00 PM – 7:45 PM | Introduction to the Regulatory Environment and Contract Structure 

  • Who regulates, what is regulated… and why should you care?
  • Introduction to tariffs and services guides
  • Introduction to contract structure

7:45 PM – 8:15 PM | Negotiations and Dodging Vendor Myths

  • Negotiation best practices
  • Common vendor myths…and how to bust them.

8:15 PM – 8: 30 PM | How to Maximize Your CCMI Conference Experience and Q&A


9:00 AM – 10:00 AM | Changing Landscape

Which services and vendors are on the rise…or on the way out?   As the mix of players and services changes, merge and mutate – now and over the next three years – your plans and procurement process must adapt as well.  Before you can adapt, you must understand.   Once you understand, you can plan. This session set the stage for your next procurement, decodes the buzzwords, and allows you to focus on what is real and important.

10:00 AM  – 11:15 AM | New Technology, Old Demands:  Laying the Groundwork

Every enterprise faces the same challenges, do more with less – how do you do that when the ground is moving under you?  We detail steps to plan, execute and manage your procurement process while you transition your network, whether it is to new technology, new providers, or a combination of both.  Attendees heard what services and terms they need to add (or delete) from their contracts, either by choice or by vendor requirement.

11:30 AM– 12:30 PM | Breakout Sessions

Wireless Master Class

Wireless technology and business models are more complex and dynamic than ever, and enterprise customers stand to reap big benefits in terms of savings and efficiency – if they know what to look for.  This session reviewed the little-known opportunities available in the current and future wireless market, such as how to say goodbye to overage charges.

Procuring Ethernet

Ethernet is today’s access method of choice, but it comes with multiple challenges: getting competitive rates,  keeping rates in market, special construction, redundancy, and the re-emergence of overly aggressive circuit terms and termination liability.  Attendees learned how to address these in order to save costs.

12:30 PM – 1:45 PM  | NETWORKING LUNCH

1:45 PM – 2:45 PM | How to Structure a Contract for Best in Class Commercial Terms

Learn the tricks and tips you need to craft a solid telecom and IT contract – how contract structure is critical for these deals (and how to effectively neuter those on-line terms), how to draft and avoid problems in pricing and payment terms, how to set and manage commitments, and the best way to juggle tricky multi-vendor environments.


Decoding the Vendor’s Invoices and Support Maelstroms

The vendors are changing their processes to order, report and bill and that pushes more and more responsibility on customers.  We explain what these changes mean to your day-to-day operations and how to structure your contracts to cover these changes.  Learn to better understand complex invoices, how vendor billing processes work and how to unearth hidden (and not so hidden) fees and surcharges.

RFP and RFI Strategies and Tactics

Successful RFPs and RFIs are more important and more difficult the midst of technology transition.  We show you how to run an RFP process that works within a reasonable time frame and delivers meaningful responses from all of the vendors on your short list. BONUS: Don’t have time for an RFP?  Discover other tactics that help you lower costs and improve r terms without sacrificing your leverage.

The Keys to Balancing Risk and Flexibility in Your Deal

Find out how to pinpoint critical contract  provisions  vendors exclude from their  standard boilerplate forms, where your current contract  needs a tune-up, and see through vendor negotiation strategies.  You’ll see real life example of “red flag” provisions on everything from limitation of liability and confidentiality provisions to tactics that address the vendor’s push to “solutions” that can change the terms of your deal.

Enterprise Dinner

Enterprise attendees can share stories and relax at a dinner hosted by your speakers from LB3 and TC2



9:15 – 10:15 AM| SDN and SD-WANS

SDNs/SD-WANs are changing how Enterprise customers manage and procure their networks and enterprise customers need to be prepared for the change.  Learn more about these cutting edge technologies and what it means for your infrastructure, costs, vendor contracts and operations.

10:30 – 11:25 AM | BREAKOUT SESSIONS 

Managing Your TEM Provider

Get a trouble free blueprint of what you must include in your contracts (TEM and vendor) to ensure your TEM providers can effectively deliver results and discover what TEMs often miss – as well as what they find.  BONUS: Finding a billing error is just step one…we tell you how to fix it, and what to do if your vendor balks, including how and when to litigate.

Service Level Agreements

No smoke, no fire, just real standards with real remedies.  Learn what the vendors offer and how to get around SLAs that offer much but deliver little.  Garner tips on how to develop meaningful remedies and methods to improve SLAs over time.


Network Security and Security Services

Find out what  to  include in your Master Agreement versus what must be in attachments for DDOS and Managed Security Services when you procure and contract for network security management.  You’ll get targeted advice on mobile and cloud security, HIPAA, and other regulatory regimes and the obligations you have to protect your network and how vendors rely on disclaimers of liability to upend the risk analysis.

SIP Trunking

SIP is now a bedrock Enterprise technology…but that does not mean you can push SIP to the back burner.  In fact, opportunities abound to improve your SIP contracts, migrate your SIP service to another vendor (and improve your prices) and better manage “forced” migrations from TDM to SIP.  We show you how.

Topic Table Networking Lunch | 12:30 – 2:00 PM 

Enjoy  lunch with your presenters and probe  key areas like global deals, addressing VRD’s successor, legacy service migration, regulatory developments, E 911 risks,  mergers and  acquisitions, mid-contract corrections and vendor management strategies.  Or just join your peers to share war stories and best practices.


Cloud Services: Next Steps

The cloud is no longer the” next big thing” and is now an enterprise staple in one form or another. But, questions of how best to integrate cloud services with the full range of enterprise network and IT technologies – like UC and outsourcing -persist.  This breakout looks at the latest cloud best practices…and the implications for you procurement and contracting strategies.

Lessons Learned

Every procurement or negotiation has its share of winning moves and wrong turns.  Our team of experienced speakers takes you through several real world procurements to reveal the good, the bad and the ugly in each…it’s a gold mine of tips on what to do – and not do – to land a top notch deal.

3:15 – 4:15 PM |Dollars and Sense

Arcane, complex and long running FCC proceedings may be hard to follow, but you ignore them at your risk.  Truth is, just about every major FCC action works its way into your network costs and your service and vendor options.  We give you an up-to-the minute rundown on the key FCC moves you must follow…plus an analysis of the impact of a new administration.

4:15 – 5:00 PM |Lightning Round

Your speakers return for a rapid fire Q&A session on any and all topics…it’s a great way to wrap up your Conference experience.