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The Channel Focus Club 50 Retreat Autumn 2019
September 9th, 10th and 11th 2019
Hotel Granduca Austin Texas

The invitation only forum for Channel VPs that tackles the most important issues facing Channel Executives today

The Roundtables
The goals of the Roundtables are to build an industry consensus on how best to tackle these issues. Led by seasoned moderators, we will be looking to deliver concrete answers to each of the questions in each Roundtable. The goal is to enable participants to work together to build an actual roadmap they can use to help them effectively tackle these issues.

September 9th 2019
6:00 pm - The Retreat Welcome Reception
Food drink and conviviality! Meet your fellow Club members

 

Day 1:  Tuesday September 10th 2019

7:30 – 8:30 BREAKFAST
8:30 – 8:45 Introduction to Club 50 – Sal Patalano, Craig Schlagbaum, and Taylor Macdonald
8:45 – 9:45

Presentation: Best Practice in Building and Running an Agent Model

Craig Schlagbaum – VP Indirect Channels – Comcast and Chris Jones – AVP Sales Channel National Business - AT&T

9:50 – 10:50

Presentation: How Digital is Transforming the Way B2B Marketers Go to Market: The Stats, Trends and Best Practices You Need to Know

Geoff Ramsey Chief Content Officer, Co-founder eMarketer Inc.

10:50 – 11:10 COFFEE BREAK

Roundtable Option A

Roundtable Option B

Roundtable Option C

11:15 – 12:30

Roundtable 1:  How will the MSP model evolve - which new models are emerging?

Rod Baptie - Baptie & Co

Roundtable 2: The evolving role of the VP Channels - what new skill-sets will we need?

Theresa Caragol - AchieveUnite

Roundtable 3: How do you build a model to effectively measure both the partner and customer experience?

Larry Walsh - 2112 Group

12:30 –1:45 LUNCH and Roundtable feedback
1:45 – 2:30 Where are we? The group uses polling technology to answer key questions
2:35-3:40

Roundtable 4:  Is there a role for a referral program and how do you manage it?

Larry Walsh - 2112 Group

Roundtable 5: Building a program to help your partners understand and leverage the Digital Buyers journey

Rod Baptie - Baptie & Co

Roundtable 6: Are partner tiers, deal reg, and other standard incentives losing relevance? And if so, what will the programs of the future look like?

Theresa Caragol - AchieveUnite

3:40 – 4:10 COFFEE and Roundtable feedback
5:00 Onwards Group departs for Evening Gala Event and Dinner

Day 2:  Wednesday September 11th 2019

7:30 – 9:15 RELAXED NETWORKING BREAKFAST
9:15 – 10:15

Presentation: How to Create a Real 2-way Partnership – Lessons from Harley Davidson

John Crowell

Roundtable Option A

Roundtable Option B

Roundtable Option C

10:20 – 11:35

Roundtable 7:  What are best practices in supporting and upskilling your top partners?

Rod Baptie - Baptie & Co

Roundtable 8: Marketplaces - how do you incorporate them into your channel strategy?

Larry Walsh - 2112 Group

Roundtable 9:Thinking outside the box - are there new sales and partner models we should be considering?

Theresa Caragol - AchieveUnite

11:40 – 12:00 COFFEE and Roundtable feedback
12:00 – 12:30 Group Debate:  The group will break into those in favour and against to debate 3 key Channel statements
12:30 – 2:00 NETWORKING LUNCH
2:00 – 2:30 Club 50 Future Directions and Initiatives
2:30 – 2:45 FINAL REMARKS