Total Members: 12594
Conference Agenda
20th Anniversary
Channel Focus North America 2017
Hotel del Coronado, San Diego CA - May 2, 3 & 4
May 2nd 2017
Women's Leadership Council
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11:00-11:10
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Opening remarks:
Heather Margolis – CEO Channel Maven Consulting
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| 11:10-11:30 |
Session 1: 5 people you need on your personal board of Directors! |
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| 11:30-11:55 |
Session 2: To VP or not to VP? 3 Channel Chiefs describe their personal journey. |
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Light Lunch
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| 12:30-1:10 | Roundtables – Choice of 6 Roundtables | ||
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1:10-1:40
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Report back from roundtables – 5 minutes each
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| 1:40-1:55 |
Coffee break – Open to all attendees |
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| 2:00-2:20 |
Session 3: How can executives help empower/elevate women? |
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| 2:20-2:40 |
The Womens’ leadership council charter – what can major organizations do to enable more women to reach the most senior channel roles?Heather Margolis - CEO -Channel maven Consulting & Cristina Greysman - VP Partner Recruitment - SAP |
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| 2:40-3:10 | Open discussion about the Charter and next steps | ||
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3:10
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Closing remarks: Theresa Caragol – Theresa Caragol - Founder & CEO - TCC - Achieve Unit
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The Channel Fundamentals Training Sessions
3:15 – 4:45pm – choose any of the following:
1. Best practice in enabling a partner sales team
2. Best practices in Marketing to partners
3. Building and incentivising an effective partner sales training program.
4. Partner on-boarding the fundamental principles
5:00 – 6:30pm – choose any of the following:
5. Through the eyes of a partner – What do they want from a Channel Account manager?
6. Understanding how a partner makes money.
7. Understanding the impact of the Cloud on your SMB partners
8. What makes a channel manager successful?
7:00pm – The Conference Welcome Event
20th Anniversary
Conference Agenda May 3rd and 4th 2017
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7:30-8:15
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BREAKFAST
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KEYNOTE: Cloud 2.0: Changing the Channel Landscape – how should a smart vendor respond?
Ross Brown - Senior VP WW Partners & Alliances - VMWare |
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TRACK 1 - Managing Channels in a Time of Change
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TRACK 2 - Improving Channel Performance.
Programs that Make a Difference |
Track 3 – New Channel
Thinking
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Session 1: What is the vendors' role in helping partners transition to the new model? Bill Lipsin - VP of Global Channels - NetApp |
Session 2: Build a program to respond to the needs of partners selling both on premise and Cloud offerings? Richard Flynn - Founder & Senior Principal - The Spur Group
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Session 3: What will an IoT channel look like and who will the key players be? Stephen DiFranco - Principal - IOT Advisory Group |
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10:15-10:35
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NETWORKING BREAK
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Session 4: How do you transition your internal Sales team so they understand and leverage true partner value? Colleen Kapase – VP Partner GTM – VMWare |
Session 5: Content is King but only if it aligns with your customers journey! Mark Schlief - Customer Success Director - Aprimo |
Session 6: The Amazon effect - what will it mean for the channel? Larry Walsh – CEO – The 2112 Group |
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FIRST WORKSHOP SERIES – CHOICE OF 12 WORKSHOPS
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12:30-1:45
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SPECIAL LUNCH SESSION: An analysis of the future role of Distribution? Tarkan Maner – CEO - Nexenta |
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Session 7: Land and expand - how do you help your partners understand the new sales paradigm?
Carmen Sorice III– Senior VP Global channel Sales & Programs - Sungard Availability Services
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Session 8: The latest thinking on Partner marketing enablement. Laz Gonzalez – Chief Strategy officer- Zift Solutions |
Session 9: The Cloud ISV as a channel - what do these partners want from the vendor? D. Martin -VP of North American Partners & Alliances - Red Hat
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Session 10: What are the skillsets your Channel Account Managers’ need to effectively manage today’s changing channel? Heather Margolis – CEO – Channel Maven Consulting |
Session 11: Beyond the transaction - Using incentives to accelerate the right partner behaviors. Claudio Ayub – VP Chief Strategy Officer - Perks Channel |
Session 12: Sales and Marketing enablement for Specialized partners - what do they really need? Sherrick Murdoff – VP Partner Investments – Salesforce.com |
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3:20-3:40
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NETWORKING BREAK
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SECOND WORKSHOP SERIES – CHOICE OF 12 WORKSHOPS
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Session 13: The Referral model – an essential tool for your business? Rob McCarthy – VP Channels – Megapath |
Session 14: Moving from 'one to many' to 'one to one' - how do you personalize your Channel Partners Experience. Bill Hennessy – Business Technology Solutions Director – Maritz |
Session 15: The emergence of the Cloud Marketplace: Distribution goes Digital Chris Rimer – VP, NA Business Partner Ecosystem - IBM Cloud |
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SPECIAL EVENING PANEL: Partner 2.0– 3 new model partners discuss what they need from their vendors. |
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Evening Gala Event A fabulous and fun event at the Windsor Lawn! |
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7:30-8:15
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BREAKFAST
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KEYNOTE:The rise and rise of the specialist business partner – who are they, how do you recruit them and what do they want?
Rod Baptie – CEO – Baptie & Co |
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TRACK 1 - Managing Channels in a Time of Change
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TRACK 2 - Improving Channel Performance.
Programs that Make a Difference |
TRACK 3 – New Channel Thinking
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Session 16: Best practices in Channel Marketing.
Steve Greene – VP Global Channel Marketing – Wacom
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Session 17: Justifying the channel - a deep dive into channel metrics and ROI Dave R Taylor – Chief Marketing Officer – Impartner |
Session 18: The Telcos - your partner, your competitor, or your channel? Dean Douglas - President Enterprise Segment - CenturyLink
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10:15-10:30
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NETWORKING BREAK
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THIRD WORKSHOP SERIES – CHOICE OF 12 WORKSHOPS
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Session 19: The training revolution - what do today's partners really need? Pete Koliopoulos - Principal Consultant - Channel Direction |
Session 20: Partner on-boarding – taking partners through those important first 2 deals. Taylor Macdonald - SVP Global Channels - Intacct |
Session 21: New product introductions - best practice in integrating your channel into a new product launch?
Sandra Glaser Cheek – VP Global Channels – Brocade/Ruckus |
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12:20-12:50
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Meet the sponsors – your chance to meet our sponsors
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12:50-1:50
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LUNCH - Women's Group Report
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Session 22: Best practice in recruiting and engaging with Born in the Cloud partners Tom Flink – Senior VP, Global Sales & Services - RES |
Session 23: Beyond one size fits all - Using data and analytics to develop programs that drive individual partner engagement. Daniel Nissan – Founder & President – StructuredWeb |
Session 24: Beyond verticals - Micro verticals what are they and how do you find the partners who can exploit them? Steve Hale - VP WorldWide Partners and Alliances - Zilliant |
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FOURTH WORKSHOP SERIES – CHOICE OF 12 WORKSHOPS
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3:35- 3:50
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NETWORKING BREAK
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Session 25: The big debate what is the future role of Distribution? Jamie Mendez Director, PartnerWorld – IBM, and Taylor Macdonald, SVP Global Channels – Intacct - Larry Walsh - CEO - The 2112 Group |
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Benchmark Survey & Concluding Remarks: The Channel Focus Benchmark Survey - The Results - What Really Matters to Vendors and Partners? Rod Baptie – CEO – Baptie & Co |
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