About

For 25 years, Channel Focus has been the leading community for Channel professionals.

What makes us number 1?

• There are no other Channel Sales and Marketing conferences in the world quite like Baptie & Company’s Channel Focus series:
  • Channel Focus is a content driven event where past attendees and experts have generously contributed their time to help us develop the agenda and topics. This always ensures content is right on point for what’s happening now and will be happening in the next years.
  • Channel Focus is amazingly real world with a significant amount of sharing of honest and practical ideas.
  • It is a closed forum: there is no press in attendance. This allows industry Channel sales and marketing executives getting together to learn and help each other.
  • When you attend Channel Focus, you start becoming part of a real community – establishing contacts and resources that will help you in years to come. It’s another big reason we have such high repeat attendance.
  • The conference features an unparalleled combination of informative presentations and interactive workshops that will enable you to come back and start making meaningful enhancements in your own strategies and programs. Don’t miss it!

Who usually attends these events?

Value of the Channel Focus

• By attending the conference, you will receive unprecedented value, knowledge, and actionable strategy applicable to your own organization such as:
  • The latest information on buyer behaviors, channel product flow, emerging and declining channels, predictions for where the future, and what that means to you
  • How to perform and improve on fundamental sales, marketing, and operational activities like MDF and co-op, partner training, lead handling, and more.
  • Experts in the channels will present their insights on current channel trends and best practice strategies such as routes to market, multi-channel strategy, and how to adjust your organization’s activities to capitalize on these opportunities
  • Dozens of take-away ideas that can be immediately applied to your organization, channel programs, and team
  • A unique environment of trust and learning about the channels
  • Networking opportunities with fellow channel members to make contacts and establish valuable relationships

Agenda

PDF Version

Speakers

Workshops

The Five Golden Rules Workshops – The 5 Things That Will Make You More Effective at:

1. Building an engagement with today’s MSPs – what do they really want from the vendor?
2. Building a marketplace strategy.
3. Building an influencer program.
4. Moving from a traditional to an XaaS model.
5. Enabling our partners to optimize their use of social and digital channels.
6. Building an eco-system

The Discussion Workshops – A Real Opportunity to Debate These Issues

1. Best Practices in Building and Managing a Partner Advisory Council
2. What are the Skillsets Today’s Channel Account Managers Will Need?
3. Channel Spending – Workshop Participants Discuss their Most Successful Programs
4. The Latest Thinking on TCMA (Through-Channel Marketing Automation): What is Really Working?
5. How Do You Build Metrics to Help You Understand Which Partners You Need to Recruit, Retain, or Retire?
6. The Latest Thinking on Partner Incentives.

10 Point Promise

1. To create an environment which helps solve and generate strategies to tackle the most important Channel issues.
2. To work with the industries’ Channel leaders to develop an agenda to include the pertinent Channel issues.
3. To recruit speakers and panelists who are experts on the Channel and to work with those speakers to develop informative and actionable presentations.
4. To provide interactive workshop environments, led by industry leaders, where delegates can find answers to their questions.
5. To look after and treat every event attendee as though they were guests in our own homes
6. To create an event that is exceptionally well run and managed.
7. To create a trusted environment under Chatham House Rules where both speakers and delegates can freely share their knowledge and opinions.
8. To create an ambience that encourages and enables our guests to meet and network with one another
9. To create a forum where groups like the Women’s Leadership Council can discuss key issues affecting the industry.
10. To constantly listen to our guests so we can continually strive to improve Channel Focus.

10 Reasons to Attend

1. It is the world’s number 1 Channel conference and delivers unprecedented value, knowledge, and actionable strategy applicable to your own organization.
2. Money savings by learning key strategy from experts who have determined the best practices- these answers are invaluable and will save you many times the amount you will spend on attending the event.
3. Learn from the experts: Channel Focus Conference has a reputation of having the best speakers and workshop moderators of any channel conference. Also, unlike many other conferences, most of the speakers stay to actively participate in all the conference activities.
4. Customizable Agenda that can be tailored to you. You choose what you attend, so your experience and learning are unique to your own needs.
5. Practical how-to presentations that focus on how to optimize fundamental channel sales, marketing, and operational activities.
6. Get answers to your questions in our workshops. These small group discussions are designed to enable you to ask questions and get answers to the issues that matter to you.
7. Networking opportunities during the conference. You’ll make great contacts, meet key sources of help, and establish valuable relationships.
8. Channel Focus is amazingly real world with a significant amount of sharing of honest and practical ideas. It is a closed forum: there is no press in attendance. This allows industry Channel sales and marketing executives getting together to learn and help each other.
9. Access to the world’s leading channel solution providers. These providers will be present to address your mission-critical priorities.
10. Above all Channel Focus is a content-driven event. Our advisory board of over 30 senior channel experts have generously contributed their time to help us develop the agenda that covers the most important and current Channel issues.

Previous Attendees

3Com, 360insights, 3M Optical Systems Division, 4-Profit, 8×8 Inc., Abila, Absolute Software, Access Graphics, AccountMate Software Corp, ACD Systems, ACE*COM, AchieveUnite, Acresso Software, Acterna Corporation, Actiontec, Active Voice, Actuate, Acxiom Corporation, Adaptec, ADAPTIVE PLANNING, ADC, ADIC, Adobe, ADP, Inc, Adtran, Advanced Call Center Technologies, Advanced Micro Devices (AMD), Aegis Innovators, Aerohive Networks, Affiniti, Inc., Agilent, Agilysys, Akamai Technologies, Akonix, Aladdin Knowledge Systems, Alcatel, Alcatel-Lucent, ALLDATA, Allegis, Allen Communication, Allen Systems Group, Alliance Management, Alliancesphere, Alteryx, Altiris, Inc., Amazon Consulting, Amdahl, American Power Conversion (APC), Anritsu, Ansira, Anue Systems, Apple Computer, Applora, Aqueduct, Inc., Ardence, Arrow/Wyle Computer Products, Artimar Ltda, Aruba Networks, Ascend Communications, Aspect Software, Aspen Technology, Aspera, Asymetrix Learning Systems, Inc., AT&T, Aten International, ATL Products, Atlantic Technologies, Atlassian, Attachmate Corporation, Autodesk, Avaya, Averetek, Avnet, Avocent, Axent Technology, Axios Systems, Baan Company, BakBone Software, Barracuda Networks, Bay Networks, Bay Networks Systems, BCN Telecom, BEA Systems, Bentley Systems, BES, Best Software, Bio-Rad Laboratories, Birch Worldwide, Bitdefender, BlackBaud, Blackhawk Engagement Solutions, BlitzMasters, Blue Coat Systems, Blue Sky Software Corporation, Bluestone Software, BMC, Borland Software, Bowne Global Solutions, Bozell Worldwide, BrandMuscle, Brio Technology, Inc., British Telecom Infonet Services Corporation (BT Infonet), Brocade, Brother, BSA International, BT, Business Objects, CA Technologies, Cables To Go, Cadpo, Caere Corporation, Cambium Networks, Canon Software Publishing, Captaris, Cardiff Software, Cascade Business Group, CBS Interactive, Inc., CCI, Centennial Software, CenturyLink, Certefi, Champion Solutions Group, Changepoint, Channel 2GO, Channel Enablers, Channel Impact, Channel Maven Consulting, Channel Mechanics, Channel Navigator, Channel Pricing, Channel Services Group, Channel Strategies, Inc., Channelinsight , ChannelWave, Charter Business, Charter Communications, Check Point Software, Checkpoint, CHI Software, Ciena, Cincom Systems, Cisco Systems, Citrix, Claris Corporation, cleverbridge, CloudRunner, Inc, CMP Media, CMR, Cognos, Cohesion, Inc., Cohesity, Cologix, Comcast, Comcast Business, CommScope, Commvault, Comodo Cybersecurity, Compaq, CompTIA, compuBase Europe, Computer Associates, Computer Market Research, Ltd, Compuware, Concord Communications, ContentMX, Context World, Converge, Inc., Copelco Capital, Corel, Couchbase, Cox Business, Coyote Point Systems, CR Worldwide, Cradlepoint, Crucial Technology, CSG Openline, Cubic Videocomm, Cyber Power Systems (USA), Inc, Cyberguard, Cygnion Corporation, Cylance, Cyrix Corporation, Cyxtera Technologies, D&H Distributing, D. P. Technology Corp, DAC Group, Dahlin Smith & White, Damgaard, Inc., Data Kinetics Ltd, Datacard Corp, Datamax Corporation, Datto Inc, DDN, Dell, Dell EMC, DELMIA, Deloitte & Touche, Delta Products Corp, Deltek, Dialogic Corporation, Dickens Data Systems, Diebold Inc., Digi International, Digital Impact, Digital Shadows, Digium, DocuSign, DS SolidWorks, E2open, Earthlink, Eastman Kodak, Eaton, ECadvantage, Echarge, eCoast Sales Solutions, ECompany Inc., Edgewalk Business Experience, Edgewater Networks, EDS, Eicon, EIS Computers, Elateral Limited, Elpin Systems, EMC, Emerson, Emerson Network Power, Engelhardt Consultancy, Engineering Animation, Inc., Enhanced Technologies Group, Inc. , Enterasys, Entomo, Entrust, Entysis360, Environmental Systems Research Institute, EOS, Inc., Epicor, EPI-USE Labs, Epson America, Inc., EqualLogic, Ericsson Inc., eshare communications, Esker, ESRI, Eurologic Systems, Inc., Evault, EVault Carbonite, Exabyte Corporation, Exact Macola, ExcelleNet, Inc., Executive Software International, Inc., Exodus A Cable & Wireless Service, Exodus Communications, Extended Systems, Inc., Extensis, Extreme Networks, F5 Networks, FEA, FFWD, FileMaker, FileNet Ccorporation, Flexential, Fluke Networks, Focus Consulting, Fore Systems, ForeScout, Forrester, Fortinet, Frank Lynn & Associates, Frontline Solutions, FrontRange Solutions Inc., FRX Software, F-Secure, Fujitsu, Furukawa.com, Gage, Gartner, Gateway, Gemalto, Genesys Lab, Genesys Telecommunications, Genicom, Gigamon, Global Technology Finance, Google, Grass Roots America, Great Plains Software, Group One Software, Group Systems, Guardicore, Guidance Software, Guidewire Software, Gupta Technologies, Haht Commerce, Inc., Hallmark, Hall-Mark Global Solutions, Handspring, Hard Dollar, Harris Automation, Harte-Hanks, Hewlett-Packard, Hi Tech and Media Industries, HID Global, Hitachi America, Ltd., Hitachi Data Systems, Hitachi Vantara, Hostway, HP Inc., HPE, Hughes Network Systems, Hummingbird Communications, Hyland, Hypersoft, IBM, IBM Cloud, ICE, ICLP, IDC, IDG, IFS, Igel, IGNW, Imation, Imation Canada, Impartner, Imperva, InComm, Indus International, Inc., INETU, InfoAccess, InFocus, InfoMentis, INFONET SERVICES CORP., InfoNow Corporation, Infor, Informatica, Information Builders, Information Resource Group, Informix, InfoVista Corporation, Infowave Software, Ingram Micro, Innovacion en Servicios Tecnologicos, Insider Marketing, Integra Telecom, Integrated Research Inc., Integrated Strategic Information Service, Intel, Intel Security, Intelepeer, Intelsat, Interact Commerce Corporation, Intergraph, Intergraph Mapping and Geospatial Solutions, Intermec, Internet Security Systems, Interphase Corporation, Inter-Tel, Inc., Interwork – Canada, Intrusion.com, Intuit, Intuitive Group, Invensys Wonderware, Iomega, Ipswitch, Iron Mountain, Isis Global, ITA Group, Inc., ITECH Solutions, ITM Channel Marketing, Itron Inc., J. Brown / LMC Group, J. D. Edwards, Jabra, JAMF Software, JDA Software, JDSU, Jostens Home Learning, Jostens Learning Company, Kaspersky Lab, kCura, Kentrox, Keylink Systems, Keysight Technologies, Kingston Technology, Kofax, Konica Minolta Printing Solutions, KPG, Kronos, Inc, Kutenda, Kyocera Wireless, L-3 Network Security, LABTEC, Inc., Landesk, Lantronix, Laplink.com, Inc., Larscom, Laserfiche, Latin America, Lawson Software, LBM Enterprises, Legato Systems, Lenovo Software, Let’s Talk Business, Level 3 Communications, Lexmark, LG Electronics, Liebert Canada, Liebert Corp, Liebert Services, LogMeIn, LSI Logic, LT & Associates, Lucent Technologies, Lumension, MacNeal-Schwendler Corporation, Macromedia, Macrovision Corp, Made2Manage Systems, Madge Networks, Manugistics Inc., MapInfo, Marconi, Maritz, Market One, MarketBridge , Marketing Advocate, MarketSource, Marketstar, Matrix, Maxell Corporation of America, Maxtor Corporation, McAfee, McCann Erickson, McDATA Corp., Media Cybernetics, Mentergy, Meraki, Merant, Mercury Interactive, Meridian Data, Inc, Meridian Systems, Merrell Remington, MHI Global, Michael Durr & Associates, Michael Grant Associates, Microchip, Microfocus, Microlog, MicroLogSoftware, Microsoft, Microtest, MicroTouch Systems, Inc., Milan Technologies, Mindmatrix, MindShare Association, Minolta, Mircosoft / Visio Division, Mitel Networks, Model N, Morgan Stanley Dean Witter, Motivaction, Motorola, Motorola Solutions, MRM Worldwide, MRV Communications, MSC Software Corporation, MSI Consulting Group, MStar Technology Group, MTC Performance, MTS-Integratrak, MX Logic, N-Able, Natural MicroSystems Corporation, NComputing, NCR, NCR de México, S. de R.L. de C.V., NEC, NetApp, NetExam, NetIQ, Netmanage, Inc., NetMotion Software, Netop, NetPro, Netscape, NetSpeak Corporation, NetSuite, Network Appliance, Network Associates, Network Computing Devices (NCD), Network-1 Security Solutions, Inc., Netwrix Corporation, Newbridge Networks Inc., Next Gen Marketing, Nextiva, NextLevel, NICE Systems Inc, Nickelsen Communications, Nimble Storage, Nokia, Nortel, Novell, NPD, Nuance, Oce-USA, Inc., Odetics, Inc., Okidata, Omtool Ltd, Onsale, Onset Computer Corporation, OnSet Computer Corpration, Open Channel Solutions, OpenERP, Opengear, OpenText, Openwave Systems, Optio Software, Oracle, Orb Intelligence, Inc., ORBCOMM, Origo Marketing Group, Overland Data, Overland Storage, Palm, Palm One, Palo Alto Networks, Panasonic, Panduit, Panorama Corporation, Panorama Software, Parago, Parametric Technology, ParaTechnology, Inc., Partner Path, Partnerware, Patchlink, Pax8, PENTAX Imaging Company, Pentax Technologies Corporation, PeopleSoft, Peoplesoft Mexico, Peregrine Systems, Performance Technologies, Perks WW Channel, Perle Systems, Pervasive Software, Inc., Phoenix Technologies, Pick Systems, Pigs on the Roof, Pinnacle Marketing, Pinnacle Systems, Plantronics, Platinum Software Corporation, Plextor, PM Consulting Group, Pointbase, Poly, Inc., Polycom, Power on Software, Inc., PowerQuest, Preview Systems, Primavera Systems USA, ProClarity, ProCurve Networking by HP, Progress, Promethean, Proofpoint, Protocol Communications, Proxima Corporation, PRTM, PTC, Publicis Technology, purechannelapps, QAD Inc., Qlik, Qualcomm Inc., Quantum, Quantum/ATL Products, Quest Software, Qwest Communication, Rackspace Hosting, Rapid7, Raritan, ReadyRouter, Red Hat, Reed, RelationEdge, Relativity, Remedy Corporation, Renesas (NEC America), Research In Motion, Resilience Corporation, Revenew, Inc, Rewardstream, RHV Consultoria, RightNow Technologies, RingCentral, Inc, Riverbed, Rockwell Automation, RSA Security, S 3 Incorporated, S1 Corporation, Safe Software Inc., SafeNet, Sage Intacct, Sage Software, SAIC, Sales Impact!, Sales Logix Corp., Salesforce.com, Samsung SDS, Samsung, Wireless Terminals, Sandlot/Extensis, Santa Cruz Operation (SCO), SAP, SAP Ariba, SAS Institute, Saudi Telecom, SAVO, Schneider Electric, Scribe Software, Seagate, Secure Computing, SecureWorks, Inc., Segue Software, Sensable Technologies, Sensormatic Electronics, Sequent Computer, Serena Software, Serino & Associates, Server Technology, Inc., ServiceMax, Services for Reseller Growth, Setka Solutions, SGI, Shalvoy Channel Services, Sharp Electronics, Shawn Yeager & Company, Shiva Corporation, ShoreTel, Shout! Communication, Siebel Systems,  Siemens, SignalSoft Corporation, Silicon Graphics, SiriusDecisions, Sitel, Skillsoft, Skystream Networks, SM O’Neil Consulting/Lexmark, Smart Channel Strategies, Smart Tech, SMART Technologies, Solera Networks, SolidWorks Corporation, Solutions Integrator, SonicWALL, Inc., Sony Electronics, Inc., SPA, Spacetec IMC Corp., SparkCognition, Spectra Logic, Spectrum Business, Spectrum Enterprise, SPI – Sales Performance International, SpikeSource, Spire Associates, Spirent, Splunk, St. Bernard Software, Starbase Corporation, Storage Technology Corp., StorageTek, Stratus, Strix Systems, SuccessFactors, an SAP Company, Successful Channels, Sun Microsystems, Sungard, SUSE, Sybase, Sygate Technologies, Symantec, Symbol Technologies, Synnex, Systems Union Inc., Tarantella, Targus, Teamline, Tech Data, Techmar, TechSmith Corp, Tekelec, Telarus, Telect Inc., Tellabs, Texas Instruments, Education Technology Group, The 2112 Group, The Channel Company, The Channel Group, The Channel Services Group, The NPD Group, Inc., The Planet Group, The Sales Alliance, The Spur Group, ThingWorx (PTC), Tibco Software, Tie Kinetix, Time Warner Cable, Tivoli Systems, TML Trade Publishing, T-Mobile, TOSHIBA  , TRADOS Corporation, Transamerica, Traveling Software, Trend Micro, TriGeo Network Security, Trillium Software, Tripwire, Tudla, Tumbleweed, TURBOLINUX, Twilio, Tyco Connectivity, Tyco Electronics, Ubizen, Inc., UGS, Unify, Unisys, US Commercial Service, UUNet Technologies, UUNET/WorldCom, Vanguard Networks, Varolii Corporation, Varonis, VARstreet.com, Vault Technology, Veeco Instruments Inc., Verilink Corporation, Verint Systems Inc, Verisign, Veritas, Verity, Verizon, Vernier Networks, Versata, Inc., Vertiv, Viasoft, Viavi Solutions, Vicinity Corporation, ViewSonic, VIGILANTe, Vignette, Virtual Instruments, Visio Division of Microsoft, Vision Solutions, Visionary Design Systems, Vistex, Visual Networks, Visual Numerica, VMware, Vocera Communications, Vocollect, Voyant, Wacom, Walker Richer Quinn, Watchfire, WatchGuard Technologies, Inc., WD, Webex Communications Inc., Webinfinity, Webroot, Websense, Westcon Group Inc, Western Digital, Winshuttle, Withum, Smith & Brown, Witness Systems, Wonderware, Workplace Systems, WRQ, WTG, Wyle, Wyse Technology, Xerox, XIOtech Corporation, Xircom, XMedius Solutions, Inc, XO Communications, Zaxus, Inc., Zebra, Zeus Communications, Zift Solutions, ZS Associates, and Zyme Solutions

Sponsors