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Conference Agenda

21st Anniversary
Channel Focus North America 2018
Westin Kierland Resort & Spa, Scottsdale AZ
May 14, 15 & 16

Note: Monday, May 14, (arrive in the afternoon) Tuesday, May 15, & Wednesday, May 16, 2018 (leaving at 5:00 pm)

May 14th, 2018

Women's Leadership Council

Monday, May 14, 2018
2:00 pm - 6:00 pm
Introduction to Channel Focus Women's Leadership Council  
Channel Focus Women's Leadership Council
Sessions and Workshops
Details to be announced
6:00 pm -onwards
Channel Focus - Conference Registration
7:00 pm - 10:00 pm

The Channel Focus Welcome Event
A fabulous and fun event
Eat, drink, mingle with great colleagues 

Conference Agenda May 15 & 16 2018

Day 2: Tuesday, May 15, 2018
7:30-8:15
BREAKFAST/ONGOING REGISTRATION
8:15-9:15
KEYNOTE: New business models, new technologies - tomorrow's Channel, what will it look like and what will they want from their vendors?
Alyssa Fitzpatrick - General Manager, Worldwide Channel Sales - Microsoft Corporation
 
TRACK 1 - Managing Channels in a Time of Change
TRACK 2 - Improving Channel Performance.
Programs that Make a Difference
Track 3 – New Channel
Thinking
9:30-10:15

Session 1: Referrals, monthly recurring revenue, traditional buy/ sell, hybrids and a host of other options - how do you build a compensation structure that is right for your business?
Craig Schlagbaum - VP Indirect Channels - Comcast Business

Session 2: Content Marketing - How do you help your partners leverage your content? 
Jenn Reed - VP Channel Consulting & Operations - Channel Maven Consulting

Session 3: Understanding and embracing the power of the 'shadow channel'. Who are they and what do they want from a vendor?
Jay McBain - Principal Analyst -Forrester

10:15-10:35
NETWORKING BREAK
10:40-11:25

Session 4: Building a Channel program to answer the needs of partners with both Cloud and on-premise offerings.
Chris Rimer - VP, NA Business Partner Ecosystem - IBM Cloud

Session 5: 5 Steps that will improve the ROI of your MDF and rebate programs.
Tony White - Leader of Channel Incentives Business Unit - E2open

Session 6: The rise and rise of the micro-vertical as apps become more and more specialized how do you, identify and work with today's specialist App developers? 
D. Martin - VP, NA Partner Sales - Red Hat

11:30-12:30
FIRST WORKSHOP SERIES – CHOICE OF 12 WORKSHOPS
12:30-1:45

SPECIAL LUNCH SESSION:  M & A - Lessons learned in bringing 2 or more Channel teams together
Sandra Cheek - VP WW Partners & Alliances - Ciena

1:45-2:30
Session 7: Helping your partners achieve success with renewals - Building the systems to sell year 2 and beyond!
Balaji Subramanian - Global Head of Channel Strategy & Programs - Informatica

Session 8: The state of Channel incentives - the latest thinking on channel incentives.
Claudio Ayub - Cheif Strategy Officer - Perks WW Channel

Session 9: If Specialization is the key to partner success - how do you build programs to help your partners specialize?  
Sherrick Murdoff - VP Partner Investments - Salesforce.com

2:35-3:20

Session 10: Partner time to revenue - how do you, onboard new partners, quickly and cost-effectively? 
Cristina Greysman - VP Ecosystem Expansion - SAP NA

Session 11: How do you help your partners embrace digital marketing?
Laz Gonzales - Chief Strategy Officer - Zift Solutions 

Session 12: Thinking outside the box - what are the new systems, tools, and techniques vendors are building to generate partner success? 
Cristina Zurek - Solution Manager - ITA Group

3:20-3:40
NETWORKING BREAK
3:45–4:45
SECOND WORKSHOP SERIES – CHOICE OF 12 WORKSHOPS
4:50-5:35

Session 13: What is the future of the MSP model?
Rob Rae -VP of Business Development - Datto

Session 14: Why Gold, Silver and Platinum are devaluing your Channel: How to build a Channel that truly responds to each partner's needs.
Dave Taylor - CMO - Impartner

Session 15: Understanding and building a channel to service the IoT marketplace.
Richard Flynn - Founder & Senior Principal - The Spur Group

5:40-6:40

SPECIAL EVENING PANEL: A panel of vendors and distributors debate the future of distribution
Sal Patalano - Chief Revenue Officer - Lenovo Software, Craig Schlagbaum, VP, Indirect Channels, Comcast Business, Rob Rae - VP of Business Development - Datto, Tim FitzGerald - VP North America Cloud, Ingram Micro Inc., Ryan Walsh - Chief Channel Officer - PAX8. Stacy Nethercoat - VP Cloud Solutions Americas
Moderator: Larry Walsh - CEO - The 2112 Group

7:00-Onwards

The Channel Focus Evening Event

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

Day 3: Wednesday, May 16, 2018
7:30-8:15
BREAKFAST
8:15-9:15
KEYNOTE: The Channel is dead - long live the channel! The rise and rise of new business partner models - who are they, how do you recruit them and what do they want? 
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 16: The voice of the partner - 3 partners with very different business models share what they need from the vendors. 
Joe Riccie - Market Leader - Withum, Mark Emanuelson - VP Solutions Sales - RelationEdge

Session 17: Beyond technical competence - how do you build a certification model that recognizes the skills your partners really need?
Nick Tidd - VP, Global Partner Organization, WW Channels - Polycom

Session 18: Re-defining your CAM team - what are the new skills and capabilities that will be required to answer the needs of today's partners? 
Sal Patalano - Chief Revenue Officer - Lenovo Software

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

Session 19: How do you, or should you address SI/VAR partners unwilling to embrace the Cloud?
Mike Spacone - VP of Partner Strategy - Changepoint

Session 20: Best practice in building a more meaningful engagement with your partners. 
Harbinder Khera - CEO & Founder - Mindmatrix

Session 21: Dealing with Amazon and Azure are they your partner, your competitor, or both?
Mike McClurg - VP of Partner & Cloud Sales - Actifio
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

Session 22: Selling to today's buyer! The demise of CTO and the rise of the 'C' Suite decision makers!

Session 23: Moving the needle! - How do you become truly partner friendly?  
Chris Jones - AVP - Channel Sales - AT&T

Session 24: How will Marketplaces and the continuing rise of e-commerce affect the Channel?

2:35-3:35
FOURTH WORKSHOP SERIES – CHOICE OF 12 WORKSHOPS
3:35- 3:50
NETWORKING BREAK
3:50-4:35

Session 25: Understanding Land and expand - does it mean the end of one partner in each customer! 

Session 26: Big data, big insights - leveraging data to better enable your partners and your CAMs

Session 27: The hardware challenge - responding to the needs of the new hardware customer.  

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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