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The Agenda
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Conference introduction
Building an effective Channel strategy for today’s very different market-what needs to change and why?
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Track 1 – Managing Channels in a Time of Change | Track 2 – Improving Channel Performance. Programs that Make a Difference |
Session 1: Marketplaces–how do you build them into your Channel strategy?
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Session 2: Best practice use of Automationto better serve your partners
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Session 3: Professional Services – Best practice in reconciling the needs of the direct team and your channel partners
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Session 4: How can you Change the Channel from the Afterthought to a Key Pillar of your Company’s Strategy?
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Session 5: How do you build a model to effectively measure both the partner and customer experience?
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Session 6: How do you Advocate Inclusion and Enable the Building of a Diverse Channel Team?
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Quick tips 1: To Gain Partner Mindshare
Quick tips 2: To Make your Program Easier for your Partners to Use
Quick tips 3: To Help Partners Free Up those Major Projects
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Are Partner Tiers, Deal Reg, and other Standard Incentives Losing Relevance? And if so, what will replace them?
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TRACK 1 – Managing Channels in a Time of Change | TRACK 2 – Improving Channel Performance. Programs that Make a Difference |
Session 7: One Size Does Not Fit All! Building a Flexible but Simple Program to Meet Widely Differing Partner Needs
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Session 8: Applying Account-Based Marketing to Your Channel Partners
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Session 9: Creating a Program to Target the Influencer Channel.
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Session 10: What is Best Practice in the Use of AI and other New Technologies in Building a Better Understanding of your Partner Community?
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Session 11: Are “Partners” Now Becoming More “Trusted Advisors”? what is the impact of a non-rebilling/reselling channel vs one that sells or influences sales for you?
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Session 12: Rethinking how you Measure Return on your Co-Op and MDF programs.
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How will the MSP Model Evolve – which new models are being adopted and how should a smart vendor respond?
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TRACK 1 – Managing Channels in a Time of Change | TRACK 2 – Improving Channel Performance. Programs that Make a Difference |
Session 13: How Should your Program Adapt to the Continuing Move to OPEX Based Models?
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Session 14: The Latest Thinking on Partner Incentives
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Session 15: How do you Effectively Measure the ROI of your Channel Partner program?
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Session 16: How do we Enable our Partners to Move to a Digital Marketing Strategy?
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Speakers
Refer to conference agenda for details of when each workshop is scheduled to take place.
The Discussion Workshops – A Real Opportunity to Debate These Issues
The Five Golden Rules Workshops – The 5 Things That Will Make You More Effective at
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