2026 Event Agenda
Rewriting the Rules of Partnership in a World of AI
Agenda Is In Pacific Time
Tuesday, October 20th
Times TBD
Women’s Leadership Council In-Person Meeting
Meeting details coming soon…
Time TBD
Channel Focus Welcome Reception
More details coming soon…
Wednesday, October 21st
7:30-8:15 AM
Breakfast
8:15-9:15 AM
Keynote Panel
AI is Rewriting the Rules of Partnership – Are most programs already outdated?
9:20-10:20 AM
It’s Not Just the Big Guns – Four mid-sized companies show jaw dropping AI use cases you have to see
10:20-10:40 AM
Networking Break
Track 1
The Channel Executive Council Track
Sessions chosen and managed by the CEC– The Industry’s most powerful Group of Channel leaders
Track 2
Program Design Track
Track 3
Channel Strategy and Tactics
10:40-11:20 AM
Session 01
AI: Redefining Your Partner Roles, Coverage Models and Partner Economics
Coming soon…
Session 02
The Keys to Success: Moving From Transaction to Outcome-based Incentives
Coming soon…
Session 03
Hyperscaler Dominance and ‘Private offers’: How to win inside the AWS/Azure/GCP ecosystems
Coming soon…
11:25 – 12:25 PM
Breakout Sessions – Series 01
Ask the experts: In these small group sessions a panel of 3 expert practitioners answer your questions and share their expertise to help you build industry leading programs
1.What does it take to embed AI across your partner program (not just pilot it)?
2.What does it take to build a co-sell engine that consistently produces pipeline?
3.What does it take to move from partner engagement to partner-driven revenue?
4.What does it take to design incentives that actually change partner behaviour?
5.What does it take to build a high-performing ecosystem (not just a partner program)?
The Discussion Workshops: A Real Opportunity to Debate These Issues How do you selectively recruit partners to tackle specific markets?
6.How do you prioritise which partners to invest in (and which to deprioritise)?
7.How do you use AI to fundamentally change partner engagement at scale?
8.How do you win in a hyperscaler-first world (AWS, Azure, GCP)?
9.How do you prove the ROI of your channel to the CFO?
10.How do you become the “easiest vendor to do business with”?
12:25-2:00 PM
Special Lunch Session
From AI Macroeconomics to Channel Reality: The New Rules of Partner Leadership
2:05-2:45 PM
Session 04
Defining, Measuring and Increasing Partner Sourced Revenue
Coming soon…
Session 05
Stop Automating, Start Orchestrating: How AI is Revolutionizing Channel Marketing
Coming soon…
Session 06
The Changing Role of Distribution: New Roles, New Margins, New Models
Coming soon…
2:45-3:05 PM
Networking Break
3:05-4:05 PM
Breakout Sessions – Series 02
Ask the experts: In these small group sessions a panel of 3 expert practitioners answer your questions and share their expertise to help you build industry leading programs
1.What does it take to embed AI across your partner program (not just pilot it)?
2.What does it take to build a co-sell engine that consistently produces pipeline?
3.What does it take to move from partner engagement to partner-driven revenue?
4.What does it take to design incentives that actually change partner behaviour?
5.What does it take to build a high-performing ecosystem (not just a partner program)?
The Discussion Workshops: A Real Opportunity to Debate These Issues How do you selectively recruit partners to tackle specific markets?
6.How do you prioritise which partners to invest in (and which to deprioritise)?
7.How do you use AI to fundamentally change partner engagement at scale?
8.How do you win in a hyperscaler-first world (AWS, Azure, GCP)?
9.How do you prove the ROI of your channel to the CFO?
10.How do you become the “easiest vendor to do business with”?
4:10-4:50 PM
Session 07
Building a CFO-Level Channel Narrative: What really matters to them?
Coming soon…
Session 08
How Do You Build a Co-sell Engine That Really Works?
Coming soon…
Session 09
Are ‘Tiers’ Dead? Moving to a partner ecosystem strategy
Coming soon…
5:00-5:55 PM
Evening Panel
Stop, Start, Continue: How to build effective engagement with an MSP
6:00-7:00 PM
Club Next Meeting – For Club Next Members Only
7:00-Onwards
Channel Focus Awards
A combination of The Channel Leadership Awards and The Women’s Leadership Council awards, this event honors the outstanding individuals driving innovation, leadership, and success in the channel partner ecosystem.
Open to all Channel Focus Attendees- cocktail attire preferred
Thursday, October 22nd
7:30-8:15 AM
Breakfast
8:15-9:15 AM
Keynote Presentation
Advanced Agents: The Next Frontier in Partner Engagement
Track 1
The Channel Executive Council Track
Sessions chosen and managed by the CEC– The Industry’s most powerful Group of Channel leaders
Track 2
Program Design Track
Track 3
Channel Strategy and Tactics
9:25-10:05 AM
Session 10
Picking The Winners: Understanding and enabling the partners who can compete in an AI driven world
Coming soon…
Session 11
Partner Enablement at Scale: How do you effectively enable the long-tail?
Coming soon…
Session 12
Understanding and Communicating the True ROI of Channel Investments
Coming soon…
10:10-10:30 AM
Networking Break
10:35-11:15 AM
Session 13
Proving The Case For The Channel: A deep dive into direct vs Indirect sales economics
Coming soon…
Session 14
How do you build a partner segmentation strategy that will drive the outcomes you need?
Coming soon…
Session 15
Building a Channel to Effectively Compete in the Enterprise Market
Coming soon…
11:20-12:20 PM
Breakout Sessions – Series 03
Ask the experts: In these small group sessions a panel of 3 expert practitioners answer your questions and share their expertise to help you build industry leading programs
1.What does it take to embed AI across your partner program (not just pilot it)?
2.What does it take to build a co-sell engine that consistently produces pipeline?
3.What does it take to move from partner engagement to partner-driven revenue?
4.What does it take to design incentives that actually change partner behaviour?
5.What does it take to build a high-performing ecosystem (not just a partner program)?
The Discussion Workshops: A Real Opportunity to Debate These Issues How do you selectively recruit partners to tackle specific markets?
6.How do you prioritise which partners to invest in (and which to deprioritise)?
7.How do you use AI to fundamentally change partner engagement at scale?
8.How do you win in a hyperscaler-first world (AWS, Azure, GCP)?
9.How do you prove the ROI of your channel to the CFO?
10.How do you become the “easiest vendor to do business with”?
12:20-12:50 PM
Meet The Sponsors
12:50-1:50 PM
Lunch
CEC Report and Club Next Report
1:50-2:30 PM
Session 16
New Skills, New Roles, New Goals: Designing a Channel team for the AI era
Coming soon…
Session 17
Quick, Fast and Effective: Building tomorrow’s deal registration system
Coming soon…
Session 18
Data Insights and Partner Intelligence: Giving your teams a single view of their partners
Coming soon…
2:30-3:35 PM
Breakout Sessions – Series 04
Ask the experts: In these small group sessions a panel of 3 expert practitioners answer your questions and share their expertise to help you build industry leading programs
1.What does it take to embed AI across your partner program (not just pilot it)?
2.What does it take to build a co-sell engine that consistently produces pipeline?
3.What does it take to move from partner engagement to partner-driven revenue?
4.What does it take to design incentives that actually change partner behaviour?
5.What does it take to build a high-performing ecosystem (not just a partner program)?
The Discussion Workshops: A Real Opportunity to Debate These Issues How do you selectively recruit partners to tackle specific markets?
6.How do you prioritise which partners to invest in (and which to deprioritise)?
7.How do you use AI to fundamentally change partner engagement at scale?
8.How do you win in a hyperscaler-first world (AWS, Azure, GCP)?
9.How do you prove the ROI of your channel to the CFO?
10.How do you become the “easiest vendor to do business with”?
3:40-4:05 PM
Benchmark Survey & Concluding Remarks: The Channel Focus Benchmark Survey – The Results – What Really Matters to Vendors and Partners?
Please note that all agenda items, speakers, and session times are subject to change as we continue to finalize event details.
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