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The Agenda
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AI, Ecosystems and The Rise and Rise of The Hyperscalers – Our Panel Addresses The Key Challenges and Opportunities Channel Leaders Will Face in 2024
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| TRACK 1 – Managing Complex Channels in a Time of Change | TRACK 2 – Improving Channel Performance. Programs that Make a Difference |
TRACK 3 – Channel Strategy |
| Session 1: AWS and Azure – how do you really leverage their capabilities?
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Session 2: Panel: The Social media (r)evolution – Panellists share their successes and failures when leveraging the latest Social platforms
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Session 3: Panel: Doing More With Less! Our Panelists Discuss the Steps They are Taking to Enable Them to do More With Less!
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| Session 4: Panel: What Does it Take to Build an Effective Co-sell Program?
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Session 5: Presentation: Tools and Technology… We Buy It, We Implement It! But How Can We Get the Channel to Better Use It?
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Session 6: Panel: It’s so Much More Than Top-Line – How Do You Measure and Communicate to the ‘C’ Suite the Channel’s Role in Driving Incremental Growth and Profitability?
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AI – What are the Channel Challenges and Opportunities?
| Session 7: Panel: Building a Business Portfolio and Practice to Leverage the MSP Market
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Session 8: Partner Panel: Partner Enablement – 3 Partners With Very Different Business Models Discuss What They Really Need to Be Successful?
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Session 9: ClubNext Panel: The Next Generation of Channel Leaders, What Skillsets Will They Need?
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Session 10: Presentation: No two partners are the same – Building and leveraging a deep understanding of your partner community
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Session 11: Panel: Our Panelists Share the Things They Have Done to Make Them Easier for Partners to do Business With.
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Session 12: Are Traditional Tiers and Deal Registration Still Relevant and if Not What Will Replace Them?
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The Future of Distribution – A Panel of Distributors Discuss the Best Practice in Leveraging Their Business Models.
A Fabulous and Fun Event
Eat, Drink, and Be Merry with a Fabulous Band, Wonderful Food, and Great Colleagues.
The Shift from Channel to Ecosystem – What is Required to Make the Change?
| TRACK 1 – Managing Channels in a Time of Change | TRACK 2 – Improving Channel Performance. Programs that Make a Difference |
TRACK 3 – The Agent Model |
| Session 13: Its Much More Than SaaS – As a Service Models – How Do You Effectively Drive Those Through the Channel?
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Session 14: Presentation: Keeping Score on CAM and Partner Productivity.
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Session 15: Panel: The Agent Model: What Is It? How Does it Work? And Could It Be Right for You?
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| Session 16: Panel: Everybody Wants the Order and the Credit – the Latest Thinking On Fostering True Direct/Indirect Collaboration?
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Session 17: Panel: How Do You Balance and Reward the Importance of Sourced Opportunities Brought By Partners and Influenced Opportunities You Bring Partners Into?
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Session 18: Presentation: The Secrets Revealed – How Do You Maximize Returns From a TSD (Master Agent) Relationship
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Session 19: Presentation: Vendor M & A – Beyond the Deal – How Do you Bring Both Companies Teams, Partners, and Customers Together.
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Session 20: Panel: MDF ROI – Our Panelists Discuss, How They are Tying $ Invested to Actual Results.
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Session 21: Panel: Recruiting and Enabling Agents – What Do They Want?
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| Session 22: Panel: Panellists share the key steps they have taken to build a program to effectively work with and Reward the many direct groups and influencers involved in today’s complex deals.
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Session 23: Panel: How Do You Create Meaningful Automation Whilst Still Giving the Partners the Personal Attention They Need?
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Session 24: Panel: The Future of the Agent Model
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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.
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
In building a compensation structure that is right for your business?
In understanding with Amazon and Azure are they your partner, your competitor or both?
In on-boarding new partners quickly and cost-effectively?
When developing a Co-op and MDF strategy to drive a measurable ROI?
When developing a Channel incentive strategy.
In understanding the specialist business partner – who are they, how do you recruit them and what do they want?
The Discussion Workshops – A Real Opportunity to Debate These Issues
How do you build a program to answer the needs of partners with both Cloud and on-premise offerings.
Beyond technical competence – how do you build a certification model that recognizes the skills your partners really need?
How do you help partners sell to today’s buyer! The demise of CTO and the rise of “C” Suite decisions makers!
How do you help your partners achieve success with renewals – building the systems to sell year 2 and beyond!
How do you help your partners embrace digital marketing?
If specialization is the key to partner success – how do you build programs to help your partners specialize?
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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