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The Agenda
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Opening remarks
Presentation – Build your personal online brand
Presentation and Panel – Transition in the Channel – Transition in Life
women at different stages in their careers discuss their career opportunities/challenges
Choice of 4 Roundtables
1. Negotiating your next role – 5 things every woman needs to know
2. Working remotely while maintaining a seat at the top table
3. How do you maintain a work-life balance and which tools are available to help you achieve it?
4. How do you develop the right skills for Channel for future
New business models, new technologies – tomorrow’s Channel, what will it look like and what will they want from their vendors?
| TRACK 1 – Managing Channels in a Time of Change | TRACK 2 – Improving Channel Performance. Programs that Make a Difference |
Track 3 – New Channel Thinking |
Session 1: Building a Channel program to answer the needs of partners with both Cloud and on-premise offerings.
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Session 2: Dealing with Amazon and Azure, are your partner, your competitor, or both?
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Session 3: Understanding and embracing the power of the ‘shadow channel’. Who are they and what do they want from a vendor?
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Session 4: Building an “as a Service” compensation structure that is right for your business.
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Session 5: 5 Steps that will improve the ROI of your MDF and rebate programs.
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Session 6: The rise and rise of the micro-vertical as apps become more and more specialized how do you, identify and work with today’s specialist App developers?
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M & A – Lessons learned in bringing 2 or more Channel teams together
Session 7: Helping your partners achieve success with renewals – Building the systems to sell year 2 and beyond!
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Session 8: The state of Channel incentives – the latest thinking on channel incentives.
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Session 9: Understanding Land and expand – does it mean the end of one partner in each customer!
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Session 10: Partner time to revenue – how do you, onboard new partners, quickly and cost-effectively?
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Session 11: How do you help your partners embrace digital marketing?
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Session 12: Thinking outside the box – what are the new systems, tools, and techniques vendors are building to generate partner success?
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Session 13: What is the future of the MSP model?
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Session 14: Why Gold, Silver and Platinum are devaluing your Channel: How to build a Channel that truly responds to each partner’s needs.
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Session 15: Understanding and building a channel to service the IoT marketplace.
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A panel of vendors and distributors debate the future of distribution
A fabulous and fun event
Eat, drink and be merry with a fabulous band, wonderful food, and great colleagues
The Channel is dead – long live the channel! The rise and rise of new business partner models – who are they, how do you recruit them and what do they want?
| TRACK 1 – Managing Channels in a Time of Change | TRACK 2 – Improving Channel Performance. Programs that Make a Difference |
TRACK 3 – New Channel Thinking |
Session 16: Moving the needle – How do you become truly partner friendly?
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Session 17: The B-to-B Buyer has changed, have you?
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Session 18: Re-defining your CAM team – what are the new skills and capabilities that will be required to answer the needs of today’s partners?
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Session 19: How do you, or should you address SI/VAR partners unwilling to embrace the Cloud?
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Session 20: Best practice in building a more meaningful engagement with your partners.
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Session 21: How will Marketplaces and the continuing rise of e-commerce affect the Channel?
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Women’s Leadership Council Report
Sessions 22: The voice of the partner – 2 partners with very different business models share what they need from the vendors
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Session 24: Carve with a Scalpel: Building an account based marketing strategy with your channel.
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The final debate: the Channel is changing – are you?
The Channel Focus Benchmark Survey – The Results – What Really Matters to Vendors and Partners?
Speakers
Refer to conference agenda for details of when each workshop is scheduled to take place.
During the course of the conference, there are four workshop sessions, 2 each day.
The workshops, which are small roundtable discussions, are designed to enable you to bring your questions and get real answers to the issues that matter to you. The workshops at Channel Focus provide an unrivaled opportunity to share practical ideas and suggestions with 15-20 of your peers and take away answers to your specific questions.
Please select 4 different workshops. We will provide your workshop schedule at registration based on your selections.
Timing:
Wednesday, November 3, 2021:
11:20 – 12:20
3:45 – 4:45
Thursday, November 4, 2021:
10:30 – 11:30
2:30 – 3:30
The Five Golden Rules Workshops – The 5 Things That Will help you
1. Recruit and on-board “future-ready” partners
2. Effectively measure Channel revenue attribution.
3. Build a Channel marketing maturity assessment program
4. Build an effective marketplace strategy
5. Build a state-of-the-art deal registration program
The Discussion Workshops – A Real Opportunity to Debate These Issues
6. Building a partner business planning process that is meaningful for you and your partners
7. Beyond technology accreditation, which Partner skills training should you be investing in?
8. The evolving role of today’s Channel leader – what new skill sets will be required?
9. Are partner tiers, deal reg, and other standard incentives losing relevance? And if so, what will replace them?
10. How do you build a program to increase product consumption and utilization?
Our 10 Point Promise
1. To create an environment which both tackles and provides answers to, the most important Channel issues of the day
2. To work with over 20 of the industries Channel leaders, to develop an agenda, that covers the most important issues that affect Channel professionals today
3. To recruit speakers, who are experts on these issues 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 real answers to the issues that matter the most to them
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 social events which combine a very fun environment with 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 the Channel Focus event
10 Reasons you need to attend Channel Focus
1. It is the World’s number 1 Channel conference – Delivering a combination of the latest channel thinking and practical sessions where you can take away actual programs that are driving channel success today.
2. The event will save you money – Learn from others how they have done it, the mistakes they have made and what really works – these answers are invaluable and will save you many times the amount you will spend on attending the event.
3. Learn from the experts – The quality of speakers and workshop leaders at Channel Focus is recognized as being the best of any Channel Sales and marketing conference. The conference features over 20 of the leading Channel figures from within our industry, sharing the very latest strategic thinking on the channel, best practices and practical advice and actual programs you can take back and start using tomorrow. And, unlike many other conferences, most of the speakers stay to actively participate in all the conference activities – including workshops.
4. Customizable Agenda – A learning experience tailored to your needs. At channel focus we have 2 keynotes, 2 tracks, 10 workshops, 16 sessions, and unlimited opportunities to meet others channel executives. You choose what you attend, so your experience and learning is unique to your own needs.
5. Practical how-to presentations – These real-world presentations focus on how to do and how to improve fundamental channel sales, marketing and operational activities. At the conference speakers will share actual programs they are using to increase channel revenue and profitability. You will come away with checklists of do’s and don’ts you can use to build or enhance your own programs.
6. Get answers to your questions in our workshops – Our workshops, which are small roundtable discussions, are designed to enable you to bring your questions and get real answers to the issues that matter to you. The workshops at Channel Focus provide an unrivalled opportunity to share practical ideas and suggestions with 15-20 of your peers and take away answers to your specific questions.
7. Great contacts and key sources of help – During the workshops, at breakfasts, lunches, and cocktail parties you’ll have unrivalled opportunity to meet with our speakers and over 180 other attendees. You’ll make great contacts, meet key sources of help, and establish relationships that will help you do your job long after this year’s conference is over. You’ll meet and mingle with other delegates, outside experts and the leaders in the field – most of our speakers will stay for the 2 days of the forum and take part in the debate, discussion and the networking events.
8. Channel Focus is amazingly real world – With a tremendous amount of peer sharing of honest and practical ideas. In part, that’s because it is a closed forum: there are no press in attendance. It is fundamentally a group of highly seasoned industry Channel sales and marketing executives getting together to learn and help each other. That’s why attendees take away real solutions that they can apply immediately.
9. Access the world’s leading channel solution providers – Providers will be on hand to address your mission critical priorities. You’ll receive exclusive access to some of the world’s leading solution providers in a variety of settings.
10. Above all Channel Focus is a content driven event – Our Advisory board of 20 Senior channel experts have generously contributed their time to help us develop the agenda and topics that cover the most important Channel issues affecting the channel today. This means the content is right on point for what’s happening now and what will be happening in the next years.
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