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The Agenda
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Things have changed – 4 Channel leaders discuss the key changes they are making as we head into 2022
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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: Case study – building a world-class MSP program
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Session 2: New compensation models– moving from rewarding the transaction to rewarding competency and behaviors
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| Session 3: Progressing your career! A panel of Channel leaders discuss the skills they are looking for in their future team leaders
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Session 4: What is the role of the vendor and the Channel in marketing to today’s technology buyer?
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Channel Heresy – Should you be considering taking more sales direct?
Session 5: Building, Enabling, and Measuring the Impact of an Influencer Channel
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Session 6: Beyond what we do today – what is the future role of an MDF program?
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Building a model to effectively measure both the partner and customer experience
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Session 8: Financial acumen the essential skill – Understanding partner economics
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Distribution: What is the role of distribution when we don’t need pick, pack, and ship
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A fabulous and fun event
Eat, drink and be merry with awesome entertainment, wonderful food, and great colleagues
Marketplaces explained – It’s so much more than AWS and Azure!
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| TRACK 1 – Managing Channels in a Time of Change | TRACK 2 – Improving Channel Performance. Programs that Make a Difference |
Session 9: Re-engineering your Channel programs – Creating a Channel transformation roadmap?
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Session 10: How do you create meaningful engagement with all the parties involved in your transactions?
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| Session 11: Understanding the partners you need and building a carefully targeted recruitment campaign to attract them
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Session 12: A panel of partners discuss their business models, their clients, and what they need from vendors
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Session 13: How do you create a partner-obsessed culture?
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Session 14: Implementing Lifecycle Reward Programs to Support Recurring Revenue and Emerging Channel Roles
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Session 15: Recalibrating Channel lift – The latest thinking on how you quantify what partners bring to the table?
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Session 16: It’s all about the data! Understanding and using Channel analytics
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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.
Channel Focus workshops – Virtual but very very live!
I’m sure like us, you are fed up with virtual events that promise to be live but are actually recorded and the lack of interaction they allow. Led by subject matter experts these workshops will be live, we will replicate the in-person workshop format with participants able to see each other, and discuss these key issues in small groups of 15-20 people live and with the cameras on!
The Discussion Workshops – A Real Opportunity to Debate These Issues
1. What are the key elements in building an MSP strategy?
2. How do you recruit a carefully targeted group of new partners?
3. The Channel chief of the future which new skill-sets will be required?
4. Best practice in introducing new technologies to your channel.
5. Best practice in maintaining partner mindshare in a remote environment.
6. How do you develop and manage an influencer program
The Five Golden Rules Workshops – The 5 Things That Will Make You More Effective
7. When building a referral program
8. In developing an incentive program for the MRR (monthly recurring revenue) market
9. In working with Marketplaces
10. To build a state-of-the-art eco-system
11. In measuring partner ROI
12. In helping partners build a more effective digital/social marketing strategy
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 30 of the industries Channel leaders, to develop an agenda, that covers the most important issues that affect Channel professionals today
3. To recruit speakers and panelists 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 a virtual 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
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 40 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, 12 workshops, 20 sessions, and unlimited opportunities to virtually meet other channel executives. You choose what you attend, so your experience and learning are 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 group 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 10-15 of your peers and take away answers to your specific questions. All this in a group format where you can interact live and on-camera with your fellow attendees and Group leaders.
7. Great contacts and key sources of help
During the workshops, at lunches and network breaks you’ll have an unrivaled opportunity to meet with the other attendees on camera and one-on-one!
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.
8. Channel Focus is an 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 is 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 over 30 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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