Total Members: 6869

Agenda

 

Channel Focus North America with Channel Focus Latin America 2014 - Agenda

Day 1: Wednesday, April 23, 2014
7:30-8:15
BREAKFAST
8:15-9:15
 
TRACK 1 - North America
TRACK 2 - North America
TRACK 3 - Latin America
9:30-10:15

Session 1 : Building a System to Really Understand Your Relationship and Importance to Your Key Partners
Ross Brown - Senior Principal, The Spur Group

Session 2 : Time to Revenue - How Do You Bring New Partners Up to Speed Quickly and Cost-Effectively?
Adam Famularo - SVP Partner Sales, CA Technologies

Session 3 : How To Build a More Targeted Latin America Channel
Carlos Blanco - CEO, Pigs On The Roof

10:15-10:35
NETWORKING BREAK
9:30-10:15

Session 4 : How Do You Minimize the Conflict Between Your Professional Services Group and Your Channel?
Christopher Doggett - Senior Vice President, Corporate Sales, North America, Kaspersky Lab

Session 5 : Overcoming Visibility and Analytic Challenges in Order to Drive ROI from Channel Investments
Mukund Ramaratnam - VP & GM, Zyme Applications, Zyme
Karl Martin - Senior Director - Global Operations, Analytics & Business Intelligence, Dell

Session 6 : How Do You Build and Enable an Effective Cloud Channel for the Latin American
Alejandro Musgrove - Managing Director of Cloud Solutions Division , Adistec

11:25-12:25
11:40-1:10
1:45-2:30

Session 8 : The State of the Channel – an Analysis of the Key Changes in the Channel and How Partners are Responding
Rod Baptie – CEO Baptie & Co

Session 9 : Key Steps You Need to Take to Maximise Channel Sales in Brazil and Mexico
Sandro De Camargo - VP, Partner Sales, Distribution and Solution Providers, CA

2:35-3:20

Session 10 : Understanding the Investments Your Partners Need to Make to Build a Cloud Practice
Jason Porter - Vice President of Systems Development and Business Operations, AT&T

Session 11 : Focusing on the Right Partners, Beyond the Transaction - What Do They Bring to the Table?
Tom Flink - VP Channels , Citrix

Session 12 : Building an Efficient and Effective Distribution Structure for Latin America
Javier Cuellar - Channel & Sales Director for Latin America and the Caribbean, Citrix

3:20-3:40
NETWORKING BREAK
3:45–4:45
SECOND WORKSHOP SERIES – CHOICE OF 15 WORKSHOPS
4:45-5:30

Session 13 : Best Practice in Building an Effective Saas Partner Model
Taylor Macdonald - VP WW Channels, Intacct

Session 14 : Building a Go-to-Market Strategy to Enable Both Your Cloud and traditional Partners
William Gilsing - VP of Channel Strategy, hawkeye Channel
Dale Taormino - VP, Client Services, hawkeye Channel

Session 15 : How Do You Build the Case for Channel Investment in Latin America?
Mark Emanuelson - Director, Atlantic Technologies

5:30-6:30

SPECIAL EVENING SESSION : The Big Debate: Is Recurring Revenue the Way Forward and if so, What Will It Mean for the Channel?
Jason Porter - VP of Systems Development and Business Operations , AT&T, Maurizio Capuzzo – VP Americas Marketing, Polycom, John Siefert – CEO, Channel Partners, Bill Griffin - VP Worldwide Channel Sales, Autodesk, Alejandro Musgrove - Managing Director of Cloud Solutions Division, Adistec

7:00-11:00pm
DINNER & EVENING EVENT
Day 2: Thursday, April 24, 2014
7:30-8:15
BREAKFAST
8:15-9:15
 
TRACK 1 - North America
TRACK 2 - North America
TRACK 3 - Latin America
9:30-10:15

Session 17 : How Do You Build a Set of Metrics to Monitor the Return on Your Channel Investments?
Steven Kellam - Sr. Vice President, Sales and Marketing, CCI

Session 18 : How Do You Build a Program to Target Partners Focused on SMB Business in the Latin American Region?
Jose Luis Sanchez - VP Channels, Barracuda

10:15-10:35
NETWORKING BREAK
10:40-11:40
THIRD WORKSHOP SERIES – CHOICE OF 15 WORKSHOPS
11:45-12:30

Session 20 : A Deep Dive into the Evolving Business Models in the 'Cloud'
Matt Wilson - Sr. Director Channel Management, Comcast Business

12:30-1:30
LUNCH - Working Group Report
1:30-2:15

Session 22 : In the new model is specialization the key? And if so how do you enable partners to specialize? 
Todd Palmer - Vice President World Wide Sales, Endace

 

Session 23 : Best Practice in Building and Managing a Global Partner Incentive Program – The Americas Perspective
Claudio Ayub - VP, Chief Channel Strategist, hawkeye Channel

2:20 to 3:20
FOURTH WORKSHOP SERIES – CHOICE OF 15 WORKSHOPS
3:20 to 3:40
NETWORKING BREAK
3:45 to 4:30

Session 24 : How Do You Work with Your Partners to Develop a Social Media Campaign?
Maurizio Capuzzo - VP , Polycom

 

Session 25 :  Building Partner Marketing Campaigns with the 90% of Your Partners Who Don't Have Effective Marketing Resources?
Bob Lamkin - Senior Vice President of Corporate Development, Marketing Advocate Incorporated

 
4:30 to 5:15

Session 27: The Future of Distribution - Three North American and One Latin American Distributor Showcase Their Business Models

5:15 to 5:30

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