Channel Focus 2025
Agenda
Tuesday, October 7th
Time TBD
Welcome Event
Wednesday, October 8th
7:30-8:15 AM
Breakfast
8:15-9:15 AM
Opening Keynote
The Revolution Begins
AI is set to transform partner engagement across the industry.
Join four of the leading voices in the channel as they discuss the profound impact AI will have on the future of partner relationships and business strategies.
Track 1
The Channel Executive Council Track
Sessions chosen and managed by the CEC – the Industry’s most powerful Group of Channel leaders
Track 2
Improving Channel Performance
Programs that make a difference
Track 3
Channel Strategy and Tactics
9:30-10:10 AM
Session 01
AI Enablement
Ensuring your team and your partners are AI ready!
Session 02
How do you build an effective Through Partner Marketing Program that recognizes that partners have widely differing capabilities?
Session 03
Building a Program to Increase Partner Sourced Revenue
10:10-10:30 AM
Networking Break
10:35-11:15 AM
Session 04
The Future Team
AI will radically alter the skills you need. What are the new skills that will turbo charge your career? 3 CEC members share what they will require from their team members.
Session 05
Back to Basics
Building a deal registration system that works for you and your partners.
Session 06
Radical New Ways to Address The Long-tail
11:20-12:20 PM
Breakouts 01
Your choice of 12 different sessions
Ask the experts – In these small group sessions a panel of 3 expert practitioners answer your questions and share their expertise to help you build industry leading programs
The Ask the expert Breakouts – What does it take to –
1.Implement AI into your partner program
2. Increase partner sourced revenue
3. Build the next step – Moving from partners signed to partners bringing in deals
4. Build an effective incentive program
5. Build an MSP program
6. Build a program when you are not one of your partners biggest vendors
The Discussion Workshops – A Real Opportunity to Debate These Issues
7. How do you selectively recruit partners to tackle specific markets?
8. How do you leverage AI to change your partner engagement?
9. How do you build an effective co-sell program?
10. How do you Leveraging Social to promote partner strategy?
11. How do you develop metrics that satisfy all your key stakeholders?
12. How do you build a relationship with major partners like CDW and Insight?
12:20-1:50 PM
Special Lunch Session
The Inside Scoop
How do you effectively work with Hyperscalers?
1:50-2:50 PM
The Quickfire Sessions
4 Jaw Dropping AI Use Cases You Have to See
4 experts take 15 minutes each to share how they are integrating the very latest AI into their Channel Strategy
2:55-3:35 PM
Session 07
Securing The Budget
What does it take to make the case for a new investment?
Session 08
Using the Latest Measurement Techniques to Measure the True ROI of your Partners and Your Partner’s Team
Session 09
Building a Global GSI Program
3:35-3:55 PM
Networking Break
3:55-4:55 PM
Breakouts 02
Your choice of 12 different sessions
Ask the experts – In these small group sessions a panel of 3 expert practitioners answer your questions and share their expertise to help you build industry leading programs
The Ask the expert Breakouts – What does it take to –
1.Implement AI into your partner program
2. Increase partner sourced revenue
3. Build the next step – Moving from partners signed to partners bringing in deals
4. Build an effective incentive program
5. Build an MSP program
6. Build a program when you are not one of your partners biggest vendors
The Discussion Workshops – A Real Opportunity to Debate These Issues
7. How do you selectively recruit partners to tackle specific markets?
8. How do you leverage AI to change your partner engagement?
9. How do you build an effective co-sell program?
10. How do you Leveraging Social to promote partner strategy?
11. How do you develop metrics that satisfy all your key stakeholders?
12. How do you build a relationship with major partners like CDW and Insight?
5:00-5:55 PM
Evening Panel
The Latest Thinking on Distribution
A panel of very different distributors debate where and how to best use distribution.
6:00-7:00 PM
Club Next Meeting – Invitation Only
7:00 PM
Women’s Leadership Council Awards Gala Dinner and Channel Leadership Awards
Cocktail attire – Everyone welcome
Thursday, October 9th
7:30-8:15 AM
Breakfast
8:15-9:15 AM
Keynote
The Economy Matters
What’s really happening and how will it affect your company, your budgets and the way your CFO views the Channel
Track 1
The Channel Executive Council Track
Sessions chosen and managed by the CEC – the Industry’s most powerful Group of Channel leaders
Track 2
Improving Channel Performance
Programs that make a difference
Track 3
Channel Strategy and Tactics
9:25-10:05 AM
Session 10
The ‘C’ suite winning hearts and minds for the channel!
Session 11
The Very Latest Thinking On Partner Incentives
Our panel shares what is really working today
Session 12
The Ecosystem
We all talk about it but what does it mean and how do we implement an ecosystem strategy?
10:10-10:30 AM
Networking Break
10:35-11:15 AM
Session 13
Professional Services vs Partner Services
Creating a structure where the two can work together
Session 14
How Do You Build Effective Partner Engagement When You Are Not One of Their Primary Vendors
Session 15
Co-selling: What does it mean and how do you implement it?
11:20-12:20 PM
Breakouts 03
Your choice of 12 different sessions
Ask the experts – In these small group sessions a panel of 3 expert practitioners answer your questions and share their expertise to help you build industry leading programs
The Ask the expert Breakouts – What does it take to –
1.Implement AI into your partner program
2. Increase partner sourced revenue
3. Build the next step – Moving from partners signed to partners bringing in deals
4. Build an effective incentive program
5. Build an MSP program
6. Build a program when you are not one of your partners biggest vendors
The Discussion Workshops – A Real Opportunity to Debate These Issues
7. How do you selectively recruit partners to tackle specific markets?
8. How do you leverage AI to change your partner engagement?
9. How do you build an effective co-sell program?
10. How do you Leveraging Social to promote partner strategy?
11. How do you develop metrics that satisfy all your key stakeholders?
12. How do you build a relationship with major partners like CDW and Insight?
12:20-12:50 PM
Meet The Sponsors
Your chance to connect with our amazing sponsors
12:50-1:50 PM
Lunch Session
The CEC and Club Next Reports
1:50-2:30 PM
Session 16
Born in AI
There’s a new breed of partners – what will they want from their vendors?
Session 17
Tomorrow’s Portal
A panel discusses what will be required.
Session 18
MSPs: What Matters to Them?
2:35-3:35 PM
Breakouts 04
Your choice of 12 different sessions
Ask the experts – In these small group sessions a panel of 3 expert practitioners answer your questions and share their expertise to help you build industry leading programs
The Ask the expert Breakouts – What does it take to –
1.Implement AI into your partner program
2. Increase partner sourced revenue
3. Build the next step – Moving from partners signed to partners bringing in deals
4. Build an effective incentive program
5. Build an MSP program
6. Build a program when you are not one of your partners biggest vendors
The Discussion Workshops – A Real Opportunity to Debate These Issues
7. How do you selectively recruit partners to tackle specific markets?
8. How do you leverage AI to change your partner engagement?
9. How do you build an effective co-sell program?
10. How do you Leveraging Social to promote partner strategy?
11. How do you develop metrics that satisfy all your key stakeholders?
12. How do you build a relationship with major partners like CDW and Insight?
3:35-3:50 PM
Networking Break
3:55-4:55 PM
The Quickfire Sessions
Thinking Outside The Box
4 experts take 15 minutes each to share the radical new strategies they have implemented in their channel program
4:55-5:15 PM
Concluding Remarks
The Channel Focus Benchmark Survey Results
What Really Matters to Vendors and Partners
