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23rd Annual
Channel Focus North America 2020
Newport Beach Marriott Hotel & Spa - Newport Beach, CA


Channel Focus Women’s Leadership Council Meeting
May 12th 2020

Day 1: Tuesday, May 12, 2020

8:30 - 4:00

Channel Focus Women’s Leadership Council
(Women ONLY)
CLICK HERE TO VIEW THE FULL AGENDA

 

Main Channel Focus Event

Day 1: Tuesday, May 12, 2020

6:00-9:00 REGISTRATION
6:30-10:00 CONFERENCE WELCOME EVENT

Day 2: Wednesday, May 13, 2020

7:30-8:15 BREAKFAST
8:15-9:15

KEYNOTE: Building the New Channel in a Cloud Centric World
Gretchen O’Hara - VP of US One Commercial Partner - Microsoft

TRACK 1 - Managing Channels in a Time of Change

TRACK 2 - Improving Channel Performance.
Programs that Make a Difference

Track 3 – New Channel Thinking

9:30-10:10

Session 1: One Size Does Not Fit All! Building a Flexible but Simple Program to Meet Widely Differing Partner Needs.

Cheryl Cook – SVP Global Partner Marketing – Dell Technologies

Session 2:What is the Role of The Vendor and the Channel in Marketing to Today’s Technology Buyer?

Peter Thomas – VP Channel Strategy – E2open

Session 3: How Do You Build A Model to Effectively Measure Both the Partner and Customer Experience?

Balaji Subramanian – VP Global Alliances & Channel Sales – ServiceMax

10:10-10:30 NETWORKING BREAK
10:35-11:15

Session 4: Best Practice in Building A Recruitment and Enablement Strategy for Today’s MSPs.

Joe Sykora – VP Global Channel Development – Bitdefender

Session 5: Focus on What Really Matters – How Do You Drive Meaningful Partner Engagement?

Vedonia Ingram – VP Client Services - Mindmatrix  

Session 6: Using the Latest Technology to Create A More Meaningful Partner Experience.

Lisa McLin - VP of Alliances and Channel Chief - Rackspace 

11:20-12:20 FIRST WORKSHOP SERIES – CHOICE OF 12 WORKSHOPS
12:20-1:50

SPECIAL LUNCH SESSION: How Do You Ensure the Channel Is A Key Component of Your Company’s Corporate Strategy?
Micheal McCollough – VP of Global Channels & Alliances  - Akamai

1:50-2:30

Session 7: Professional Services – Best Practice in Reconciling the Needs of The Direct Team and Your Channel Partners?

Karl Meulema – VP Global Partner Strategy - Tata Communications

Session 8: How Do You Build A Channel Program to Answer the Needs of An MRR (Monthly Recurring Revenue) Model?

Darren Bibby – VP, Partner Strategy and Programs - DocuSign

Session 9: Becoming Tomorrow’s Channel Leader – What New Skill-Sets Will Be Required?

Richard Flynn – Founder & Senior Principal and Dan Overgaag – Principal - The Spur Group

2:35-3:15

Session 10: With the Move to the Cloud Will There Be A Role for Traditional On-Premise Partners?

Mike Conlon – VP National Partners - RingCentral

Session 11: Building an Effective Sales and Marketing Enablement Program.

Aimie Vargas – VP Sales – Zift Solutions

Session 12: Are Partner Tiers, Deal Reg and Other Standard Incentives Losing Relevance? and If So, What Will Replace Them?

Sal Patalano – EVP & CRO - SilverSky a division of BAE Systems

3:20-3:35 NETWORKING BREAK
3:35–4:35 SECOND WORKSHOP SERIES – CHOICE OF 12 WORKSHOPS
4:40-5:20

Session 13: The 800lb Gorillas, AWS and Azure! How do You Build a Partnership with Them?

Brad Tompkins - CSO - Igel

Session 14: Creating A Program to Target the Influencer Channel.

D Martin – VP NA Sales Organization  – Red Hat

Session 15: Panel: The Voice of the MSP – 3 MSPs Share How They Have Moved Up-Market to Target the Mid-Sized and Enterprise Customer.

Moderator: Rob Rae - SVP - Datto, Inc. 

5:20-6:00

Evening Panel Plus Beer, Wine and Nibbles: The Big Debate ‘To Channel or Not to Channel...’ – Sales Leaders Debate the Relevance of the Channel in Today’s Changing Marketplace.

Panelists: Rodney Foreman – CRO – Cobalt Iron, Darren Bibby – VP, Partner Strategy and Programs – DocuSign, Tony Puopolo - VP of Sales - Service Providers and Integrators – Cradlepoint, Michelle Hodges - VP WW Channels - GitLab Inc.

Moderator: Larry Walsh - CEO -  The 2112 Group

7:00-Onwards

The Channel Focus Gala Evening Event

A fabulous and fun event
Eat, drink and be merry with a fabulous band, wonderful food and great colleagues

 

Day 3: Thursday, May 14, 2020

7:30-8:15 BREAKFAST
8:15-9:15

KEYNOTE: How Will the MSP Model Evolve – Which New Models Are Being Adopted and How Should A Smart Vendor Respond?
Rod Baptie – CEO – Baptie & Co

TRACK 1 - Managing Channels in a Time of Change

TRACK 2 - Improving Channel Performance.
Programs that Make a Difference

TRACK 3 – New Channel Thinking

9:25-10:05

Session 16: Lessons from the Trenches Building and Implementing A Concierge Marketing Model.

Amy Belcher – VP Global Channel Enablement - Xerox

Session 17: How Do You Effectively Measure the ROI of Your Channel Partner Program?

Cesar Castro – Senior Director – Salesforce Community Cloud

Session 18: Best Practice in Effectively Leveraging the Power of Today’s Marketplaces.

Colleen Kapase – VP WW Partner & Alliances  – Snowflake 

10:10-10:30 NETWORKING BREAK
10:30-11:30 THIRD WORKSHOP SERIES – CHOICE OF 12 WORKSHOPS
11:35-12:15

Session 19: What Are Best Practices in Supporting and Upskilling Your Top Partners?

Sandra Glaser Cheek – VP Global Partners - Ciena

Session 20: How Do You Use Rebates to Drive the Channel Behaviours You Need?

Steven Kellam – SVP Marketing and Alliances – 360Insights

Session 21: Trends in International Distribution – Who Is Going to Win and Where Are the Opportunities?

Craig Patterson – VP of Sales Indirect Channel, West Division - CenturyLink

12:15-12:45 Meet the Sponsors – Your Chance to Meet Our Sponsors
12:50-1:50 LUNCH – Women’s Leadership Council Report - Theresa Caragol - CEO & Founder - AchieveUnite
1:50 - 2:30

Session 22: 5 Key Steps That You Need to Take to Gain Partner Mindshare.

Kim King – VP Global Partner Strategy and Programs – Hitachi Vantara

Session 23: If Ease of Doing Business Is the Key – How Do You Simplify and Automate Your Channel Incentives Program?

Claudio Ayub – Chief Strategy Officer - Perks

Session 24: Untapped Revenue: Why Referral Partners Are A Critical and Fast-Growing Partner Segment - And How to Harness Their Power.

Dave Taylor – CMO - Impartner

2:30-3:30 FOURTH WORKSHOP SERIES – CHOICE OF 12 WORKSHOPS
3:30-3:50 NETWORKING BREAK
3:55-4:35

Session 25: Using predictive analytics to drive a program that meets the needs of tomorrow’s Channel.

Karen Strub - VP Program Management - Vistex

Session 26: Master Agents – Ignore Them at Your Peril.

Session 27: Bringing Partners Back from the Brink – They Signed but Did Nothing - How Do We Make Them Productive?

Taylor Macdonald – SVP Global Channels – Sage Intacct

4:35-5:00 Benchmark Survey & Concluding Remarks: The Channel Focus Benchmark Survey - The Results - What Really Matters to Vendors and Partners? Rod Baptie - CEO - Baptie & Company