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23rd Annual
Channel Focus North America 2020
Newport Beach Marriott Hotel & Spa - Newport Beach, CA


Channel Focus Women’s Leadership Council Meeting
May 12th 2020

8:30 - 4:00pm

Channel Focus Women’s Leadership Council

CLICK HERE TO VIEW THE FULL AGENDA

 

Main Channel Focus Event

Day 0: Tuesday, May 12, 2020

6:30pm CONFERENCE WELCOME EVENT

Day 1: Wednesday, May 13, 2020

7:30-8:15 BREAKFAST
8:15-9:15

KEYNOTE: Building the New Channel in a Cloud Centric World
Gretchen O’Hara - VP of US 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: One size does not fit all! Building a flexible but simple program to meet widely differing partner needs.

Cheryl Cook – SVP Global Partner Marketing – Dell Technologies

Session 2:  What is the Role Of The Vendor and the Channel in Marketing to Today’s Technology Buyer?

Peter Thomas – VP Channel Strategy – E2open

Session 3: How Do You Build A Model to Effectively Measure Both the Partner and Customer Experience?

Balaji Subramanian – VP Global Alliances & Channel Sales – Servicemax

10:10-10:30 NETWORKING BREAK
10:35-11:15

Session 4: Best Practice in Building A Recruitment and Enablement Strategy for Today’s MSPs.

Joe Sykora – VP Global Channel Development – Bitdefender

Session 5: Focus on What Really Matters – How Do You Drive Meaningful Partner Engagement?

Vedonia Ingram – VP Client Services - Mindmatrix  

Session 6: Using the Latest Technology to Create A More Meaningful Partner Experience.

Lisa Mclin - VP of Alliances and Channel Chief - Rackspace 

11:20-12:20 FIRST WORKSHOP SERIES – CHOICE OF 12 WORKSHOPS
12:20-1:50

SPECIAL LUNCH SESSION:  Channel Strategy - the very latest thinking.
Micheal McCollough – VP Channels - Akamai

1:50-2:30

Session 7: Professional Services – Best Practice in Reconciling the Needs of The Direct Team and Your Channel Partners?

Karl Meulema – VP Global Partner Strategy - Tata Communications

Session 8: How do you build a Channel program to answer the needs of an MRR (monthly recurring revenue) model?

Darren Bibby – VP, Partner Strategy and Programs - DocuSign

Session 9: Becoming tomorrow’s Channel leader – what new skill-sets will be required?

Richard Flynn – Senior Partner and Dan Overgaag – Principal - The Spur Group

2:35-3:15

Session 10: With the move to the Cloud will there be a role for traditional on-premise partners?

Mike Conlon – VP National Partners

Session 11:  Building an effective Sales and Marketing enablement program.

Aimie Vargas – VP Sales – Zift Solutions

Session 12: Are partner tiers, deal reg and other standard incentives losing relevance? And if so what will replace them?

Sal Patalano – Recent CRO - Lenovo software   

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

Session 13: The 800lb Gorillas, AWS and Azure! How do you build a partnership with them?

Brad Tompkins - CSO - Igel

Session 14: Creating a Program to Target the Influencer Channel.

D Martin – VP NA Mid-Market Partners Alliances – Red Hat

Session 15: The voice of the MSP - 3 MSPs share how they have moved up-market to target the mid-sized and ERob nterprise Customer.

Moderator: Rob Rae - SVP - Datto   

5:20-6:00

Evening panel plus beer and wine and nibbles: The big debate ‘To Channel or not to Channel..’ – Sales leaders debate the relevance of the Channel in today’s changing marketplace.

Panelists: Rodney Foreman – CRO – Cobalt Iron, Darren Bibby – VP, Partner Strategy and Programs – DocuSign, Tony Puopolo - VP of Sales - Service Providers and Integrators – Cradlepoint, Michelle Hodges - VP WW Channels & Alliances - Gigamon

Moderator: Larry Walsh - CEO - 2112 Group

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 2: Thursday, May 14, 2020

7:30-8:15 BREAKFAST
8:15-9:15

KEYNOTE: How will the MSP model evolve – which new models are being adopted and how should a smart vendor respond?
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

9:25-10:05

Session 16:  Lessons from the trenches building and implementing a concierge Marketing model.

Amy Belcher – VP Channels - Xerox

Session 17:  How do you effectively Measure the ROI of your Channel Partner program?

Cesar Castro – Senior Director – Salesforce Community Cloud

Session 18:   Best practice in effectively leveraging the power of today’s marketplaces.

Colleen Kapase – VP – Snowflake computing

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

Session 19: What are best practices in supporting and upskilling your top partners?

Sandra Cheek – VP Global Partners - Ciena

Session 20:  How do you use rebates to drive the Channel Behaviours you need?

Steven Kellam – SVP Marketing and Alliances – 360Insights

Session 21: Trends in International Distribution – who is going to win and where are the opportunities?

Craig Patterson – VP Channels - Centurylink

12:15-12:45 Meet the sponsors – your chance to meet our sponsors
12:50-1:50 LUNCH – Women’s Leadership Council Report
1:50 - 2:30

Session 22: 5 key steps that you need to take to gain partner mindshare.

Kim King – VP Global Partner Strategy and Programs – Hitachi Vantara

Session 23: If Ease of Doing Business is the key – how do you simplify and automate your Channel incentives program?

Claudio Ayub – VP - Perks

Session 24: Referral programs - you need one - how do you manage it?

Dave Taylor – CMO - Impartner

2:30-3:30 FOURTH WORKSHOP SERIES – CHOICE OF 12 WORKSHOPS
3:30-3:50 NETWORKING BREAK
3:55-4:35

Session 25: Using predictive analytics to drive a program that meets the needs of tomorrow’s Channel.

Karen Strub - VP Program Management - Vistex

Session 26: Master Agents – Ignore them at your peril.

Session 27: Bringing partners back from the brink – They signed but did nothing - how do we make them productive?

Taylor Macdonald – SVP – Sage/Intacct

4:35-5:00 Benchmark Survey & Concluding Remarks: The Channel Focus Benchmark Survey - The Results - What Really Matters to Vendors and Partners?