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The Agenda
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5 Channel Leaders Discuss Their Key Channel Initiatives for 2021
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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: 4 Channel Leaders Discuss the Skill-sets They are Looking for in Their Future Team Leaders.
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Session 2: What Does it Take to Build a State-of-the-Art Eco-System?
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| Session 3: Building a Carefully Targeted Partner Recruitment Strategy
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Session 4: Panelist Share How They are Using Collaborative Tools and Processes to Enhance the Partner Experience.
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| Session 5: A Deep Dive Into the Agent Model – Could it be Right for Your Business?
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Session 6: The DocuSign Partner Program – The 5 Things That Made the Difference
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5 Things You Can Do
1: To Deliver Increased Partner Sales Remotely –
2: To Increase Your Partner Share Wallet
3: To Ensure Your CAMs Provide Value to a Partner CEO To Ensure Your CAMs Provide Value to a Partner CEO
Can You Administer CPR (Channel Partner re-invention)?
Presentation and Panel:
| TRACK 1 – Managing Channels in a Time of Change | TRACK 2 – Improving Channel Performance Programs that Make a Difference |
| Session 7: Marketplaces – 4 Vendors Discuss How They are Using Them and How They Will Impact Their Channel Strategy
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Session 8: Building a Program that Delivers Actionable Partner and Customer Satisfaction Ratings
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| Session 9: Recruiting and Working with MSPs – What Do They Really Want?
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Session 10: Discounting and Incentives – How Does that Change in a Recurring Revenue Model?
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| Session 11: Beyond Conflict – Building a Partnership with Your Professional Services Team
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Session 12: Ease of Doing Business – Practical Things You Can Do to Make Your Company Easier to Do Business With
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The Channel is Sideways
| TRACK 1 – Managing Channels in a Time of Change | TRACK 2 – Improving Channel Performance Programs that Make a Difference |
| Session 13: Why a Referral Program Could be the Key to New Customer Acquisition
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Session 14: Best Practice in Building a Concierge Marketing Program
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| Session 15: Influencers – Who are They and How Do You Work with Them?
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Session 16: Sustainability – 4 Vendors Discuss Why Sustainability is Important to Their Overall Partner Strategy.
Moderator: Tim Acker Panel:
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Presentation of the Conference Research
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.
The Five Golden Rules Workshops – The 5 Things That Will Make You More Effective
1. When building an engagement with today’s MSPs – what do they really want from the vendor?
2. When delivering a measurable return on your co-op and MDF programs.
3. When building a pricing and commission model for Monthly Recurring Revenue (MRR)
4. When building a Deal Registration Program.
5. In enabling our partners to optimize their use of social and digital channels.
6. In building an effective sales and marketing enablement program.
The Discussion Workshops – A Real Opportunity to Debate These Issues
7. How do you align your through Channel marketing strategy to today’s digital buyers journey?
8. What are the skill sets today’s Channel Account Managers will need?
9. Channel conflict-how do you reconcile the needs of the direct team and the channel partners?
10. How do you define the role of distribution in your channel eco-system?
11. How do you engage, enable and gain real commitment from new partners?
12. The latest thinking on partner incentives.
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
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