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Wednesday, April 23, 2014

KEYNOTE: In a Changing Channel Model, What Will Be the Role of Distribution?

Distribution models are changing rapidly. The old model of pick, pack and ship is being replaced by new value added models that include aggregating cloud services in distribution. Leading global distributors have all launched cloud services, but what does it mean for the traditional vendor and distributor relationship? Come to this session to find out what distributors need and how to partner with them for new opportunities.

SESSION 1: Building a System to Really Understand Your Relationship and Importance to Your Key Partners


SESSION 2: Time to Revenue - How Do You Bring New Partners Up to Speed Quickly and Cost-Effectively?


SESSION 3: How To Build a More Targeted Latin America Channel


SESSION 4: How Do You Minimize the Conflict Between Your Professional Services Group and Your Channel?

As more vendors transition their business models to professional services and the cloud, it can create a conflict as traditional business revenues for the partners become replaced. Yet with hardware margins shrinking and customers expecting more from solutions, the opportunity to delivery higher margin services is very attractive for vendors. Find out how to take your partners with you so conflict is minimized and growth is maximized.

SESSION 5: Overcoming Visibility and Analytic Challenges in Order to Drive ROI from Channel Investments

Most channel sales and marketing leaders are faced with the herculean task of justifying funding for their channel programs. Lack of visibility into past performance and real-time feedback from the field further compound the problem, putting channel marketers in the position of constantly defending program spend with the ‘trust us’ refrain. Channel chiefs are faced with complex program design questions such as:

  • When is the right time to introduce a new program or a special price? Will the program create unnecessary price erosion in other areas?
  • Do we understand the demand patterns well enough to predict when and where programs are needed?

So, how do you overcome these issues to provide the insights and metrics you need, not just to justify programs but to drive meaningful change based on real analytics. If you’re a company trying to better understand your channel this session will provide real practical answers.


SESSION 6: How Do You Build and Enable an Effective Cloud Channel for the Latin American Region?

The market for IT services is changing everywhere, especially in Latin America. The analyst firm IDC indicates that we are in the midst of a major shift in buying behaviors in Latin America. The new opportunities in the areas of mobile, apps, cloud services, wireless broadband, big data and social technologies will drive at least 80% of the industry’s growth over this decade. Find out how smart vendors build this channel.

SPECIAL LUNCH SESSION: How Do You Develop a Channel to Move from a Perpetual to a Recurring Revenue Model?


SESSION 7: How Do You Effectively Incentivize Partners in Both the 'Traditional' and 'Cloud' Models?

The old incentive models of MDF, Coop, deal registration discounts and the like may or may not be suited to the new cloud models of business. Sometimes existing incentive programs may be hurting business growth in new and exciting areas. Finding the right balance in your programs, how they are managed, and the support vendors need to provide is challenging in today’s environment.

SESSION 8: The State of the Channel – an Analysis of the Key Changes in the Channel and How Partners are Responding


SESSION 9: Key Steps You Need to Take to Maximise Channel Sales in Brazil and Mexico

Brazil and Mexico represent the two largest markets in Latin America with 60% of the regional GDP yet only 50% of the population. Brazil offers many opportunities, high profile events like World Cup and Olympics, but many challenges with government bureaucracy to labor regulations. Mexico benefits from it’s proximity to the US supply chains and free trade agreements, yet has high costs, complex taxes, and rising levels of insecurity. Understanding these markets will help you maximize regional channel sales.

SESSION 10: Understanding the Investments Your Partners Need to Make to Build a Cloud Practice

It’s clear that end users are demanding more from cloud computing yet some partners are afraid to move into new business models that may cannibalize traditional license revenues and change resale margins. The new market demands for the cloud offer a great opportunity for vendors to move to new services and markets, but how do you take your existing channel with you? Come and learn the best practices.

SESSION 11: Focusing on the Right Partners, Beyond the Transaction - What Do They Bring to the Table?

Channel partners are diversifying their businesses away from transactional product resale and offering services to build end user loyalty. Many leading vendors are assessing their channel programs to ensure that they are focused on the right partners and that their program features are aligned to encourage a loyal channel. Working with partners who want to build this long-term view on the market can be very rewarding over time.

SESSION 12: Building an Efficient and Effective Distribution Structure for Latin America

With a diverse market of over 20 countries, some very large and many very small, having the right distribution structure in Latin American is key to success in the region. Including key considerations like choosing large regional distributors versus small country partners, standard incentives across the region versus market specific ones, and where to find the best talent that understands the region are all very important.

SESSION 13: Best Practice in Building an Effective Saas Partner Model

The Software-as-a-Service market continues to grow at a staggering rate. Gartner has reported that 70% of companies plan to invest in SaaS this year or next, showing a very strong market demand for these services. Yet the channel partner program required to build an effective partner model in this segment is completely different that traditional models including recruitment, incentives, support, and many other factors to learn about.

SESSION 14: Building a Go-to-Market Strategy to Enable Both Your Cloud and traditional Partners


SESSION 15: How Do You Build the Case for Channel Investment in Latin America?


SPECIAL EVENING SESSION: The Big Debate: Is Recurring Revenue the Way Forward and if so, What Will It Mean for the Channel?

It’s clear that end users are asking for more cloud based services as they offer many advantages including lower upfront integration costs and improved cash flow by spreading subscription payments out over monthly or quarterly terms. But what implications does this have on the revenue to the partners, incentive and support from the vendors, and viability to grow this business model? This session will encourage delegates to share ideas and continue right through to the gala evening event afterwards.


Thursday, April 24, 2014

KEYNOTE: : What Does It Take to Really Deliver a Channel Friendly Organisation?


SESSION 16: Beyond Leads; Enable Your Partners to Turn Opportunities into Real Revenue

Passing leads to channel partners without the proper infrastructure diminishes the value of the leads and undermines success. Join Zift Solutions CEO Ken Romley to discover how you can enable partners to turn opportunities into real revenue. You’ll learn best practices for automating lead delivery, improving the type and quality of lead data, automating reporting and tracking of ROI, and establishing a more collaborative and successful sales process.

SESSION 17: How Do You Build a Set of Metrics to Monitor the Return on Your Channel Investments?

With budgets under threat, knowing which partners to prioritize and how to measure effectiveness are keys to doing more with less. But how do you choose which metrics to measure? How do you balance qualitative and quantitative factors in a way that makes sense of all your channel data? Come to this session and learn about best practices in the types of measures, trending, forecasting, and how to report results.

SESSION 18: How Do You Build a Program to Target Partners Focused on SMB Business in the Latin American Region?

Throughout Latin American there are estimated to be over 22 million SMBs, or 99 out of every 100 businesses in the region, offering a very attractive market for vendors building the channel. Developing the SMB market is a question of scale and scope, but where is it best to invest and what are the most effective strategies? Come and find out from a market expert how to develop the SMB channel in Latin America.

SESSION 19: Cut Through the Complexity: How to Really Get the Attention of Your Partners


SESSION 20: A Deep Dive into the Evolving Business Models in the 'Cloud'

Channel partners are diversifying their businesses away from product resale and offering services to take advantage of the rapid growth in cloud computing. The resellers’ bread-and-butter business model of system design and implementation is waning. More channel partners are launching managed services, hosting applications and providing maintenance contracts. And strategic vendors are helping partners to success in this.

SESSION 21:Beyond Brazil and Mexico – How Do You Build a Successful Business in Latin America’s Emerging Markets?


LUNCH - Working Group Report


SESSION 22: Cut Through the Complexity: How to Really Get the Attention of Your Partners

Learn how channel programs are being managed today and what can be done to simplify them in the future. These insights from a new research study are particularly relevant because vendors need to incent sales-driving behaviors — such as lead generation, deal registration, MDF, training, business planning and more — when they result in sales.

SESSION 23: How Can You Build a Channel Strategy to Take an Emerging Technology to Market?

Offering a new and promising emerging technology to the channel has unique challenges. Getting partners to invest in skill development or marketing can be more challenging with unknown new technologies. And getting distributors to promote small emerging technology is hard unless it can be combined with solutions they already offer. By overcoming these challenges vendors will have market scale that the channel offers.

SESSION 24: Best Practice in Building and Managing a Global Partner Incentive Program – The Americas Perspective

Join this session to learn best practices and new trends in channel incentives, from pre-sales enablement incentives, to post-sales rewards and rebates. Today’s incentive programs recognize that a successful sale is the result of a string of productive activities, that when combined, lead to the sale. This is especially true for products and services with long sales cycles, where many different sales and marketing processes work in harmony to generate leads, nurture opportunities and maintain engagement through an increasingly complex buying process. As a result, contemporary incentive programs are rewarding for pre-sales activities to assure every crucial step in the sales process works harmoniously together to assure overall sales and marketing effectiveness. In this session, Claudio will explore all the various incentives strategies behind the sales and marketing behaviors you are trying to encourage to attain sales goals, as well as specific behaviors individuals must engage in to close opportunities. You will learn how to apply Rewards, MDF, Co-Op, Rebates, SPIFs and others to drive NBO programs, and how to use analytics to model and measure the incremental effect of incentives. Learn how these programs provide incentives for partners who contribute to higher levels of customer satisfaction, increase mind share and sales share with the Vendor, and build higher, deeper relationships within targeted accounts (a requirement for successful complex services and solution selling). Claudio will also discuss how these incentives align with new partner business models, segmenting for the Cloud as well as the traditional model. All in all this will be an important session to better understand how these very expensive parts of your channel spend can, and should work on a global, and Latin American basis, as the LATAM market has its own unique and diverse set of business practices and government regulation of these programs.

SESSION 25: How Do You Work with Your Partners to Develop a Social Media Campaign?


SESSION 26: Building Partner Marketing Campaigns with the 90% of Your Partners Who Don't Have Effective Marketing Resources?

In this fascinating session Bob will address the key issue we all face. How do you build an effective through partner marketing campaign when most of your partners lack effective marketing resources. During the session he’ll answer key questions like; how do you work with your partners to build an effective contact database? How do you ensure they have and are able to use compelling content? How do build a really effective marketing department in a box? And how do you measure and track the success of your efforts? If you’re facing the perennial partner marketing problems this session should provide some really practical answers.

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

Distributors are a very important component in a successful channel strategy. And, there are many changes going in the channel from the emergence of value added distributors to both consolidation and specialization in the channel. This panel session is guaranteed to be one of the most interesting and thought provoking sessions in the event. Come and hear from a panel of experts on how vendors need to evolve their distribution strategy.

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

During the conference, attendees will be asked to rate various industry features and best practices in a survey. At the culmination of the two-day event, these results will be presented in an insightful read-out on what your industry peers think about channel programs, techniques, and strategies. Be sure to stay to the end of the conference to hear these insights. This session will provide you with important takeaway strategies and key messages from the conference that helps you summarize the event and begin to enable new channel management strategies when you return to the office.