Total Members: 6754

Agenda 2015

Channel Focus North America with Channel Focus Latin America 2015 - April 20th, 21st & 22nd 

20th April 2015

The Channel Fundamentals Training Sessions 

**See pricing for additional cost details.**

1.00 pm – 2.30 pm – choose any of the following

  1. Building and incentivising an effective partner training program 
  2. Developing an effective certification program
  3. What is the role of channel manager?
  4. Measuring channel ROI

2.45 pm – 4.15 pm – choose any of the following

  1. Through the eyes of a partner – What do they want from a Channel Account Manager?
  2. Understanding how a partner makes money
  3. Working with a partner sales team
  4. Enabling effective through-partner marketing

4.30 pm – 6.00 pm  Women’s Leadership Council

7.00 pm – The Conference Welcome Event

April 21st & 22nd

Day 1: Tuesday, April 21, 2015
7:30-8:15
BREAKFAST
8:15-9:15
KEYNOTE: As partners move to On premise plus cloud – How does a vendor service a mixed model channel landscape?
 
TRACK 1 - North America
Managing Channels in a time of change
TRACK 2 - North America
Improving Channel Performance
Programs that make a difference
TRACK 3 - Latin America
9:30-10:15

Session 1: The Service provider as a channel – what does this emerging channel want from the vendors?

 

Session 2: Leveraging gamification to change partner behaviour – a case study.

Colleen Kapase – VP Partner Go To Market Strategy - VMware 

Session 3: Recruiting, enabling and managing the right numbers and types of partners to grow your channel revenues. 

Carlos Blanco - Managing Director & US Pracitce Lead - Pigs on the Roof

Using Channel analytics to make data driven channel management decisions. 

William Gilsing - VP Strategic Services - Vistex

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

Session 4: Business outcomes – who are your partners selling to? The demise of CTO and the rise of the 'C' Suite decision makers! 

Richard Flynn – Snr Principal – The Spur Group

Session 5: Stratify your partner program: Best practices for managing all partners - from tier 1 through tier 4.

Erich Flynn - CRO - TreeHouse Interactive 

Session 6: Beyond Gartner and IDC, How do you get the data to really understand what is going on in Latin America?

John Price - Managing Director - Americas Market Intelligence

11:30-12:30
12:30-1:45
SPECIAL LUNCH SESSION: How are partners evolving and how should a smart vendor respond?  
Joe Quaglia - President, the Americas - Tech Data Corporation
1:45-2:30
Session 7: The winners and losers – how do you pick and enable the partners who can help you sell your cloud offerings? 

Session 8: Best practice in building an effective engagement with enterprise partners.

Ken Romley – CEO – Zift Solutions 

Session 9: How can vendors help clear the path to market for partners moving toward the “pay as you drink” model? 

Fernando Garcia - CEO - Ingenium

2:35-3:20

Session 10: What’s the role of the vendor in enabling their partners to move to a recurring revenue model? 

William Gilsing – VP Strategic Services – Vistex 

Session 11: On-Boarding how do you reduce a new partner's time to market?

Carmen Sorice III - Senior Vice President, Channels - Sungard Availability Services

Session 12: How do you build a channel to tackle the SMB market in LAR?

Arnie Perez - Managing Director - Blitz

 

3:20-3:40
NETWORKING BREAK
3:45–4:45
SECOND WORKSHOP SERIES – CHOICE OF 15 WORKSHOPS
4:50-5:35

Session 13: How do you use incentives to encourage and enable partners to move to retention and renewal marketing? 

Ian Hutchienson – Global Director, Channel Strategy - ICLP

Session 14: Social media – how do you enable your partners to use it effectively?

Heather K. Margolis – CEO – Channel Maven Consulting

Session 15: How do you build a cost effective channel model that allows you to adopt a country specific approach?

Ray Jimenez - VP, Sales and Field Operations Latin America and Caribbean - Bluecoat Systems

5:40-6:40

SPECIAL EVENING SESSION : What is future role of distribution – Three North American and One Latin American distributors discuss their approach to a changing partner landscape!

Joe Quaglia - President, the Americas - Tech Data Corporation

Michael Zilis President Latin America - Ingram Micro

Peter Koliopolous - VP NA Marketing - Arrow Electronics

Gavin R. Miller - VP Sales and Marketing - Avnet

7:00-Onwards
DINNER & EVENING EVENT
Day 2: Wednesday, April 22, 2015
7:30-8:15
BREAKFAST
8:15-9:15
KEYNOTE: An Analysis of their Challenges and Opportunities - What are Your Partners Really Saying? 
 
TRACK 1 - North America
TRACK 2 - North America
TRACK 3 - Latin America
9:25-10:10
Session 16: Two partners who have built a Cloud business discuss what they did and what they wanted from their vendors.

Scott Fluegge - President and General Manager - JDL Technologies, Inc

Mark Emanuelson - Managing Director UK– Kerensen Consulting

Session 17: Best practice for creating sales-driving incentive programs

Dan Hawtof – VP - Business Solutions, Global Channel – Blackhawk Engagement Solutions 

Session 18: Foreign exchange - how can a vendor help partners overcome FX issues in LAR?

 Fernando Tizon - FX Spot & Derivatives Desk

BullTick Capital Markets

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

Session 19: The vast majority of partners in North America have less than $5million in revenue – is the agent model the role of the smaller partner?  

Taylor Macdonald – VP Channels – Intacct

Session 20: Managing channel conflict - how do you balance the needs of your channel partners, direct sales and your on-line presence?

Alyssa Fitzpatrick - SVP Global Partners and Alliances - CA 

 

Session 21: How do you build a distribution strategy to leverage the independent distributors in the region?
 
12:20-12:50
Meet the sponsors – your chance to meet our sponsors
12:50-1:50
LUNCH - Working Group Report
1:50-2:35

Session 22: In the new model is specialization key? And if so how do you enable partners to specialize?

Matt Wilson – Vice President of Channels - Cologix 

Session 23: How do you define and Measure the Partner Experience?

Cole Sandau – Managing Director – Optera Group 

Session 24: Incenting Partners in Traditional and Cloud Models. 

Claudio Ayub – VP Channel Strategist - Perks Channel 


2:35-3:35
FOURTH WORKSHOP SERIES – CHOICE OF 15 WORKSHOPS
3:35-3:50
NETWORKING BREAK
3:50-4:35

Session 25: Are the telcos the 800lb IT Gorilla? An analysis of their potential and future role in the IT market  

Tom Gorey – Vice President Indirect– Integra

Session 26:  Building a Channel strategy for the mid-market.

John Murdock – Vice President of Channel Sales – Kaspersky Lab

Session 27:  How do you build a channel to address the public sector in LAR?

Guillermo Almada – Public Sector Director, Latin America - Microsoft

4:35-5:00

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