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Conference Agenda

22nd Annual
Channel Focus North America 2019
Westin Carlsbad Resort & Spa, Carlsbad CA
May 14, 15 & 16



May 14th, 2019

Channel Focus Women's Leadership Council

Day 1: Tuesday, May 14, 2019
10:00-11:00
Registration and Networking
11:00-11:10

Introduction to the WLC - Opening Remarks

Theresa Caragol - Founder & CEO - Achieve Unite

11:10-11:50

Session 1: Presentation - 
Creating a personal brand how do you build a more effective Presentation/Communication Style?

Kimberley DeLeon – VP of Global Channel Programs - Dell EMC

Tamara Prazak – Director Channel Strategy & Marketing – Cyxtera Technologies

Moderator: Heather Margolis – CEO – Channel Maven Consulting

11:50-12:35

Session 2: Panel -
Gaining a seat at the top table how women can ensure they have a role.

Sandra Glaser Cheek - VP Global Channel Sales & Alliances – Ciena

Mary Davis - Sr. Director, North America Go-to-Market Sales Strategy & Planning HPE

Cindy Herndon - VP Global Channel Strategies, Programs and Operations – Riverbed

Moderator: Theresa Caragol – CEO & Founder -Achieve Unite

12:35-1:50 POWER NETWORKING LUNCH
1:50-2:35

Roundtables - Choice of 4 Roundtables

1. Bridging the confidence gap – how do you Handle conflict? /Honk your own horn effectively? /Handle negative feedback? - Sandra Glasser-Cheek
2. How do you position yourself to stand out in key internal meetings, maintaining your expertise? - Kimberley DeLeon
3. How do you network for career opportunities - Kerry Desberg & Tamara Prazak
4. Which Tools/Apps/resources are available to assist with time management and work-life balance? - Heather Margolis

2:35-3:20 Session 3: Speed Mentoring –
Building relations, finding executive sponsors and mentors and making key connections.
3:20-3:40 NETWORKING COFFEE BREAK
3:40-4:20

Roundtables – Choice of 4 Roundtables

1. Bridging the confidence gap – how do you Handle conflict? /Honk your own horn effectively? /Handle negative feedback? - Sandra Glasser-Cheek
2. How do you position yourself to stand out in key internal meetings, maintaining your expertise? - Kimberley DeLeon
3. How do you network for career opportunities? - Kerry Desberg & Tamara Prazal
4. Which Tools/Apps/resources are available to assist with time management and work-life balance? - Heather Margolis

4:20-4:40 Report back from Roundtables - 5 minutes each
4:40-5:00 Closing Remarks - Launching the WLC Community

6:00 - 9:00 PM - Registration

6:30 - 10:00 PM - Conference Welcome Event 

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Conference Agenda May 15 & 16 2019

Day 2: Wednesday, May 15, 2019
7:30-8:15
BREAKFAST/ONGOING REGISTRATION
8:15-9:15
KEYNOTE: New Channels New Challenges - How should a smart vendor respond?
Gavriella Schuster - Corporate VP, One Commercial Partner - Microsoft
TRACK 1 - Managing Channels in a Time of Change
TRACK 2 - Improving Channel Performance.
Programs that Make a Difference
Track 3 – New Channel
Thinking
9:30-10:10

Session 1: Are partner tiers, deal reg. and other standard incentives losing relevance? And if so what will replace them?
Sandra Cheek -

VP Global Channel Sales & Alliances - Ciena

Session 2: How do you define and build an ecosystem for today’s channel world (partners, vendors, alliances)?
Kim King -
Vice President Global Partner Strategy & Programs - Hitachi Vantara

Session 3:  AWS - friend, foe or frenemy? How do you build the appropriate relationship with them?
Jeff McCullough -
VP Americas Partner Sales -NetApp

10:10-10:30

NETWORKING BREAK

10:35-11:15

Session 4:  Building a long-term MSP engagement strategy - what will they really want from the vendor?
Rob Rae -

VP of Business Development - Datto

Session 5: P2P (Partner to Partner) collaboration, why is it happening and what the role of the vendor in facilitating these partnerships?
John Moses -

VP Sales US Partner Oragnization - Cisco

Session 6: M & A - how do you create a cohesive go to market strategy across both sets of channel partners?
Cheryl Cook -
VP Global Partner Marketing - Dell

11:20-12:20

FIRST WORKSHOP SERIES – CHOICE OF 12 WORKSHOPS

12:20-1:50

SPECIAL LUNCH SESSION: The latest thinking 5 ways you need to challenge your existing channel perceptions.
Sal Patalano CRO - Lenovo Software

1:50-2:30

Session 7: Transitioning from perpetual to subscription- how do you effectively incentivize the channel while maintaining corporate profits? 
Balaji Subramanian -
VP Global Channel Sales & Alliances - Informatica

Session 8: Enabling your CAMs – how can you use the latest technologies to provide them with the information they really need? 
Laz Gonzalez - Chief Strategy Officer - Zift Solutions

 

Session 9: The rise and rise of the Influencer Channels - who are they and how do you build a meaningful relationship with them?
Marc Monday -

RVP of North America Ecosystem - SAP

2:35-3:15

Session 10: Land and Expand – leveraging engagement with today’s business buyer?
D. Martin -

VP, NA Partners, Alliances and Commercial Sales - RedHat

Session 11: How do you align your through channel marketing strategy to today’s digital buyers journey?

Session 12: New partners, new challenges, new skills, new structures - Re-building your channel account management team.
Dan Overgaag -

Principal - The Spur Group, Richard Flynn -
Founder & Senior Partner - The Spur Group
3:20-3:35

NETWORKING BREAK

3:40–4:40

SECOND WORKSHOP SERIES – CHOICE OF 12 WORKSHOPS

  The Transition Sessions
4:45-5:25 Transitioning your partner sales organization
Alyssa Fitzpatrick - General Manager, WW Channel Sales - Microsoft
5:25-6:20
SPECIAL EVENING PANEL: Transitioning your Channel – 3 vendors discuss the key steps they have taken to transition their channel.
Nick Tidd - VP Global partner Organization WW Channels– Polycom
Joe Sykora - VP Worldwide Channel Development – Bitdefender
Darren Bibby - VP Partner Strategy and Programs – DocuSign
Chris Jones - AVP Sales Channel, National Business – AT&T
7:00-Onwards

 The Channel Focus Gala Evening Event

A fabulous and fun event
Eat, drink and be merry with a fabulous band, wonderful food, and great colleagues 

Day 3: Thursday, May 16, 2019
7:30-8:15
BREAKFAST
8:15-9:15
KEYNOTE: Specialization - the new phenomena driving channel change and profitability
Rod Baptie – CEO – Baptie & Co
TRACK 1 - Managing Channels in a Time of Change
TRACK 2 - Improving Channel Performance. 
Programs that Make a Difference
TRACK 3 – New Channel Thinking
9:25-10:10
Session 13: Channel conflict in an ‘as a Service’ world: Best practice in reconciling the needs of the direct team and the channel partners?
Taylor Macdonald -
SVP, Global Channels - Sage/Intacct

Session 14: Outside the box - The latest thinking on partner incentives.
Claudio Ayub -
Chief Strategy Officer –
Perks WW Channel

Session 15: Building a Global Partner Program - which decision should be made centrally and how do you allow flexibility for local decisions?
Carmen Sorice -
VP, WW Route Services - Commvault

10:15-10:30
NETWORKING BREAK
10:30-11:30
THIRD WORKSHOP SERIES – CHOICE OF 12 WORKSHOPS
11:35-12:20

Session 16: Making the most of the honeymoon period –Engaging, enabling and committing new partners – what do today’s partners really want?
Micheal McCollough -
VP Global Channels - Akamai

Session 17: Innovations in Maximizing the ROI on your Channel Investments
Tony White – VP Channel Incentives – E2Open

Session 18: Marketplaces - what are they and how do you leverage them within your overall Channel Strategy?
Mark Register -
SVP Business Development Channels - DocuSign

12:20-12:50
Meet the sponsors – Your chance to meet our sponsors
12:50-1:50
LUNCH - Women's Leadership Council Report

1:50-2:35

Sessions 19: The demise of technical certification and the rise and rise of sales and marketing enablement – how do you re-define what is important in your channel program?
Charlie Tomeo - WW VP Business Sales - Webroot

Sessions 20: Delivering a measurable return on your co-op and MDF programs.
Karen Strub -
VP Program Management - Vistex

Session 21: Breakthrough technology – how will IoT, Machine Learning, Blockchain etc affect the channel and change the Channel partners we work with?
Corey Pratte- VP of Americas Channel Sales - PTC
2:35-3:35
FOURTH WORKSHOP SERIES – CHOICE OF 12 WORKSHOPS
3:35- 3:50
NETWORKING BREAK
3:50-4:35

Sessions 22: Thinking outside the box - building a program for tomorrow's channel one company's journey?
Cindy Herndon - VP Global Channel Strategies, Programs & Operations - Riverbed

Sessions 23: Channel Data: Overcoming the Achilles Heel of the channel with the predictive and perspective insights that truly matter.
Dave Taylor - CMO - Impartner

Session 24: Beyond specialization - the rise and rise of the micro-vertical – What is a micro-vertical, why is this market growing and how do you work with these partners?

4:35 -5:00

Benchmark Survey & Concluding Remarks: The Channel Focus Benchmark Survey - The Results - What Really Matters to Vendors and Partners? 


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