Total Members: 12594
Agenda
Channel Focus 2022: 25th Anniversary
Day 0: Tuesday, September 13, 2022: Channel Focus Women's Leadership Council
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7:30 |
Introduction to Channel Focus Women’s Leadership Council |
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7:30–5:00 |
Channel Focus Women’s Leadership Council
Click Here To See The Complete Agenda
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| 6:00-Onwards |
Registration |
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6:30-10:00 |
The Conference Welcome Event
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Day 1: Wednesday, September 14, 2022
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7:30-8:15 |
BREAKFAST |
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8:15-9:15 |
Keynote: Panel: Tackling the Elephant in the Room - How Do We Prepare for Uncertain Economic Times?
Panel: Tricia Atchison - VP WW Partner Engagement & Experience - Citrix Cheryl Cook - SVP Global Partner Marketing - Dell Alyssa Fitzpatrick - VP & GM, SMG, Global Partner Sales - Intel Donna Grothjan – Head of WW Partners – Aruba Moderator: Rod Baptie - President & 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
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TRACK 3 – New Channel Thinking
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9:30-10:10 |
Session 1: How Do You Integrate and Measure Your Partner's Role in Your Customer Success Strategy?
Presenter: Christian Alvarez - SVP WW Channels - Nutanix Chair: Heather Margolis - SVP Marketing - 360insights |
Session 2: Panel: The Latest Thinking on Partner Portals – What are Partners Really Looking For?
Panel: Jeff McCullough – VP WW Partner Sales – SolarWinds Brenna Thornley - Sr. Director of Customer Success - Impartner Raegan Wilson - Managing Director - Spur Reply Moderator: Jamie Mendez - VP Ecosystem Transformation & Programs - Pegasystems |
Session 3: Panel: If MDF is Dead – What Will Replace It?
Panel: Claudio Ayub - SVP TMT Practice - 360insights Nancy Teixeira - SVP Partner Strategy & Sales - Sage Rachel Tuller - Head of Global Channels & Alliances - Cloudera Moderator: Keri Bolding - VP Channel Sales - Sierra Wireless |
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10:10-10:30 |
NETWORKING BREAK |
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10:35-11:15 |
Session 4: The Journey From a Channel Fulfilment to a Channel First Strategy.
Presenter: Micheal McCollough - Global VP Of Strategic Growth - Imperva Chair: Heather Margolis - SVP of Marketing - 360insights |
Session 5: Building a Marketing Strategy that is Flexible Enough to Meet the Needs of Partners with Widely Differing Marketing Capabilities.
Presenter: Kevin Dean - Chief Strategy Officer - Mindmatrix Chair: Guy Cunningham - VP Channel Sales & Alliances - ClearDATA |
Session 6: Panel: The CAM of the Future: What are the Key Skill Sets They Will Need?
Panel: Lisa Citron - VP Global Channel Sales - F5 Larissa Crandall - VP WW Channels & Alliances - Gigamon John Muscarella - VP Channel Sales - Cox Business Moderator: Kimberly King - SVP Strategic Partners & Alliances - Hitachi Vantara |
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11:20-12:20 |
FIRST WORKSHOP SERIES – CHOICE OF 12 WORKSHOPS |
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12:20-1:50 |
SPECIAL LUNCH SESSION: Challenging Traditional Thinking – The Steps You Need to Take to Leverage New Channel Opportunities? Presenter: John Moses – VP Americas Partner Organization - Cisco Chair: Rod Baptie – President & CEO - Baptie & Co. |
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1:50-2:30 |
Session 7: How Has the GSI Model Evolved and How Should a Smart vendor Respond?
Presenter: Frank Rauch - Head of WW Channel Sales - Check Point Chair: Guy Cunningham - VP Channel Sales & Alliances - ClearDATA |
Session 8: Partner Performance Metrics – Building a Model to Measure Success.
Presenter: Richard Flynn - Partner - Spur Reply Chair: Tim Acker - VP Global Channels & Alliances - Ninjio |
Session 9: Panel: The Latest Thinking on Partner Compensation – What Should You Be Paying For?
Panel: Tiffany Dunn - VP Channel Sales NA - Aircall Nina Harding - Chief of Global Partner Strategy & Programs - Google Cloud Karyn MacKie - Head of WW Partner Programs - Cohesity Roland Zelles - SVP WW Sales & CRO - Autodesk Moderator: Joe Sykora - SVP WW Channels & Partner Sales - Proofpoint |
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2:35-3:15 |
Session 10: Panel: Best Practices in Leveraging Marketplace Private Offers
Panel: Carlos Blanco - VP Channels & Alliances - Jamf Marc Monday - VP Global Strategic Partnerships - Sage Joe Sykora - SVP WW Channels & Partner Sales - Proofpoint Moderator: Lori Cornmesser - SVP Global Channels & Alliances - Deepwatch |
Session 11: Panel: Cutting Through the Noise: How Do You More Effectively Communicate with Your Partners?
Panel: Richard Flynn - Partner - Spur Reply Tina Gravel - CEO - PineCone Hill Nina Harding - Chief of Global Partner Strategy & Programs – Google Cloud Heather Margolis - SVP of Marketing - 360insights Moderator: Frank Rauch - Head of WW Channel Sales - Check Point |
Session 12: Joint Business Planning - How Do You Make It Valuable For You and Your Partners?
Presenter: Rahul Roddam - VP Product Management - e2open Chair: Tim Acker - VP Global Channels & Alliances - Ninjio
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3:20-3:40 |
NETWORKING BREAK |
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3:45–4:45 |
SECOND WORKSHOP SERIES – CHOICE OF 12 WORKSHOPS |
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4:50-5:50 |
Evening Panel: The Partner Panel – 4 Partners Discuss the Key Steps They Have Taken to Transition Their Business and How This Changes What They Want From Their Vendors.
Panel: Leslie Chiorazzi - Managing Partner - CMIT Solutions of Manhattan Bob Coppedge - Owner/CEO - SimplexIT Georg Dauterman - President - Valiant Technology Rich Rivara - CEO - Wave6 Moderator: Larissa Crandall - VP WW Channels & Alliances - Gigamon
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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. |
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Day 2: Thursdsay, September 15, 2022 |
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7:30-8:15 |
BREAKFAST |
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8:15-9:15 |
Keynote: Co-Presentation: So I'm a Channel Chief - Now What? Co-Presentation: Ross Brown - SVP NA Cloud Ecosystem Partners - Oracle Colleen Kapase - SVP WW Partners & Alliances - Snowflake Chair: Rod Baptie - President & CEO - Baptie & Co. |
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TRACK 1 - Managing Channels in a Time of Change
|
TRACK 2 - Improving Channel Performance.
Programs that Make a Difference
|
TRACK 3 – New Channel Thinking
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9:25-10:05 |
Session 13: Partner Retention – The Key to a Successful Partner Program.
Presenter: Larissa Crandall - VP WW Channels & Alliances - Gigamon Chair: Larry Walsh - CEO & Chief Analyst - Channelnomics |
Session 14: Panel: The Demise of Technical Certification and the Rise of Sales and Marketing Enablement – How Do You Re-Define What is Important in Your Channel Program?
Panel: Theresa Caragol - CEO - AchieveUnite Alyssa Fitzpatrick - VP & GM, SMG, Global Partner Sales - Intel Heather Margolis - SVP of Marketing - 360insights Moderator: Tony Puopolo - VP Sales, Service Providers & Integrators - Cradlepoint
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Session 15: Panel: Does Distribution Have a Role in Your Channel Eco-System?
Panel: Keri Bolding - VP Channel Sales - Sierra Wireless Meg Brennan - VP Global Channels - Riverbed Technology Kimberly King - SVP Strategic Partners & Alliances - Hitachi Vantara Moderator: Lisa Citron - VP Global Channel Sales - F5 |
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10:10-10:30 |
NETWORKING BREAK |
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10:30-11:30 |
THIRD WORKSHOP SERIES – CHOICE OF 12 WORKSHOPS |
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11:35-12:15 |
Session 16: Panel: Building an MSP Program: What Do They Really Want?
Panel: Guy Cunningham - VP Channel Sales & Alliances - ClearDATA Marc Monday - VP Global Strategic Partnerships - Sage Scott Musson - VP Global Strategic Partnerships - Elastic Moderator: Sergio Bea - VP Global Enterprise & Channels - Accedian |
Session 17: How Do You Integrate Partners Into Your Overall Marketplace Strategy? Presenter: Joe Sykora - SVP WW Channels & Partner Sales - Proofpoint Chair: Larry Walsh - CEO & Chief Analyst - Channelnomics
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Session 18: Making the aaS Transformation.
Presenter: Donna Grothjan - Head of WW Partners - Aruba |
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12:15-12:45 |
Meet the Sponsors – Your Chance to Meet our Sponsors |
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12:50-1:50 |
LUNCH – Women’s Leadership Council Report |
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1:50-2:30 |
Session 19: Panel: Internal Conflict - How Do You Bring Direct and The Channel Team Closer Together?
Panel: Dave Allen - VP Americas Channels - Akamai Sergio Bea - VP Global Enterprise & Channels - Accedian Karlyn Bentley - SVP Client Partnerships - Ansira Carlos Blanco - VP Channels & Alliances - Jamf Moderator: Larry Walsh - CEO & Chief Analyst - Channelnomics |
Session 20: How Do You Develop A Strategy to More Effectively Enable Your Partners' Sales Teams?
Presenter: Rafael Sanguily - VP of Strategic Alliances - GlassHive Chair: Heather Margolis - SVP of Marketing - 360insights
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Session 21: Panel: How Will the Agent Model Evolve, and Will It Become More Prevalent in the Cloud and IT World?
Panel: Tiffany Dunn - VP Channel Sales NA - Aircall Chris Jones - AVP Sales Channel - AT&T Integrated & Partner Solutions/Alliance Channel/ACC Business - AT&T Roland Zelles - SVP WW Sales & CRO - Autodesk Moderator: Craig Schlagbaum - SVP Indirect Channels - Comcast Business |
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2:30-3:30 |
FOURTH WORKSHOP SERIES – CHOICE OF 12 WORKSHOPS |
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3:30-3:50 |
NETWORKING BREAK |
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3:55-4:35 |
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Session 23: Panel: How Do You Build a Program to Attract More Specialized, Vertically Focused Partners?
Panel: Lori Cornmesser - SVP Global Channels & Alliances - Deepwatch Jamie Mendez - VP Ecosystem Transformation & Programs - Pegasystems Brenna Thornley - Sr. Director of Customer Success - Impartner Moderator: Larry Walsh - CEO & Chief Analyst - Channelnomics |
Session 24: First Steps – Creating a Partner Program in a Green Field Environment!
Presenter: Nancy Sperry - VP of Strategic Partnerships & Business Development - Allego Chair: Heather Margolis - SVP of Marketing - 360insights |
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4:35-5:00 |
Benchmark Survey & Concluding Remarks: The Channel Focus Benchmark Survey - The Results - What Really Matters to Vendors and Partners? |
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25th Anniversary
Channel Focus 2022
Westin Carlsbad Resort and Spa, Carlsbad, CA
September 13th, 14th, and 15th 2022
September 13th, 2022
Channel Focus Women’s Leadership Group Meeting
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10:30–5:00 |
Introduction to Channel Focus Women’s Leadership Council |
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10:30–5:00 |
Channel Focus Women’s Leadership Council
Sessions and Workshops
Details to be announced. |
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6:30-Onwards |
The Conference Welcome Event
|
Day 1: Wednesday, September 14, 2022
|
7:30-8:15 |
BREAKFAST |
|||
|
8:15-9:15 |
Keynote: Panel: We’re all talking about the Channel eco-system but what does it mean and how do you build one? Panel: Tricia Atchison - VP WW Partner Engagement & Experience - Citrix Cheryl Cook - SVP Global Partner Marketing - Dell Kathleen Curry - Head of WW Strategic Alliances - AWS Alyssa Fitzpatrick - VP & GM, SMG, Global Partner Sales - Intel Donna Grothjan – Head of WW Partners – Aruba |
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|
|
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: How do you integrate and measure your partners role in your customer success strategy? Presenter: Christian Alvarez - SVP WW Channels - Nutanix |
Session 2: Panel: The latest thinking on partner portals – what are partners really looking for? Panel: Jeff McCullough – VP Global Partnerships – SolarWinds |
Session 3: Panel: If MDF is dead – what will replace it? Panel: Claudio Ayub - SVP TMT Practice - 360insights Rachel Tuller - Head of Global Channels & Alliances - Cloudera Keri Bolding - VP Channel Sales -Sierra Wireless Nick Tidd - VP Global Partner Organization - Poly |
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10:10-10:30 |
NETWORKING BREAK |
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10:35-11:15 |
Session 4: Leveraging your partners to sell services in an XaaS model. Presenter: Rob Rae - SVP Business Development – Datto, Inc |
Session 5: Building a marketing strategy that is flexible enough to meet the needs of partners with widely differing marketing capabilities. Presenter: Kevin Dean - Chief Strategy Officer - Mindmatrix |
Session 6: Panel: The CAM of the future: what are the key skill sets they will need? Panel: Lisa Citron - VP Global Channel Sales - F5 Larissa Crandall - VP WW Channels & Alliances - Gigamon John Muscarella - Executive Director National Indirect Sales Channels - Cox Business |
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11:20-12:20 |
FIRST WORKSHOP SERIES – CHOICE OF 12 WORKSHOPS |
|||
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12:20-1:50 |
SPECIAL LUNCH SESSION: Challenging traditional thinking – the steps you need to take to leverage new Channel opportunities? Presenter: John Moses – VP Americas Partner Sales - Cisco |
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1:50-2:30 |
Session 7: Panel: Best practice in leveraging Marketplace private offers. Panel: Marc Monday - VP Global Strategic Partnerships - Sage Carlos Blanco - VP Channels - Jamf |
Session 8: Partner performance metrics – building a model to measure success. Presenter: Charlie Tomeo - CRO - Axcient |
Session 9: Panel: The latest thinking on partner compensation – what should you be paying for? Panel: Karyn Mackie - Head of WW Partner Programs - Cohesity Tiffany Dunn - VP Channel Sales NA - Aircall Nina Harding - Global Chief of Partner Advantage & Strategy & Programs - Google Roland Zelles - SVP WW Sales & CRO - Autodesk |
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2:35-3:15 |
Session 10: Beyond partner recruitment – how do you effectively activate and engage with a new partner? Presenter: Taylor Macdonald - Founder - RDBDG |
Session 11: Panel: Cutting through the noise how do you more effectively communicate with your partners? Panel: Nina Harding - Global Chief of Partner Advantage & Strategy & Programs – Google Moderator: Frank Rauch - Head of WW Channel Sales - Checkpoint |
Session 12: How do you integrate partners into your overall marketplace strategy? Presenter: Lynn Holmgren - EVP-CAO - E2Open |
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3:20-3:40 |
NETWORKING BREAK |
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3:45–4:45 |
SECOND WORKSHOP SERIES – CHOICE OF 12 WORKSHOPS |
|||
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4:50-5:50 |
Evening panel: The partner panel – 4 partners discuss the key steps they have taken to transition their business and how this changes what they want from their vendors. Panel: Bob Coppedge - Owner/CEO - SimplexIT |
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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 |
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Day 2: Thursday, September 15, 2022 |
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7:30-8:15 |
BREAKFAST |
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8:15-9:15 |
KEYNOTE: What are the biggest partner challenges we face today and how do we overcome them? |
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|
|
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: Partner retention – the key to a successful partner program. Presenter: Larissa Crandall - VP WW Channels & Alliances - Gigamon |
Session 17: Panel: The demise of technical certification and the rise and rise of sales and marketing enablement – how do you re-define what is important in your channel program? Panel: Heather Margolis - SVP of Marketing - 360Insights |
Session 18: Panel: Does distribution have a role in your channel eco-system? Panel: Meg Brennan - VP Global Channels - Riverbed Technology Keri Bolding - VP Channel Sales- Sierra Wireless Nick Tidd - VP Global Partner Organization - Poly |
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10:10-10:30 |
NETWORKING BREAK |
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10:30-11:30 |
THIRD WORKSHOP SERIES – CHOICE OF 12 WORKSHOPS |
|||
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11:35-12:15 |
Session 19: Panel: Building an MSP program what do they really want? Panel: Scott Musson - VP Global Strategic Partnerships - Elastic Rob Rae - SVP Business Development – Datto, Inc |
Session 20: The latest thinking on influencer programs. |
Session 21: The latest thinking on hardware sales models in an ‘as a Service’ world. Presenter: Donna Grothjan - Head of WW Partners - Aruba |
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12:15-12:45 |
Meet the Sponsors – Your Chance to Meet our Sponsors |
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12:50-1:50 |
LUNCH – Women’s Leadership Council Report |
|||
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1:50-2:30 |
Session 22: Panel: Internal conflict - how do you bring Direct and the Channel team closer together? Panel: Dave Allen - VP Americas Channels - Akamai Carlos Blanco - VP Channels - Jamf |
Session 23: The journey from a Channel Fulfilment to a Channel First Strategy. Presenter: Micheal McCollough - Global VP of Strategic Growth- Imperva |
Session 24: Panel: How will the agent model evolve, and will it become more prevalent in the Cloud and IT world? Panel: Chris Jones - AVP Sales Channel - AT&T Integrated & Partner Solutions/Alliance Channel/ACC Business - AT&T Tiffany Dunn - VP Channel Sales NA - Aircall Roland Zelles - SVP WW Sales & CRO - Autodesk |
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2:30-3:30 |
FOURTH WORKSHOP SERIES – CHOICE OF 12 WORKSHOPS |
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3:30-3:50 |
NETWORKING BREAK |
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3:55-4:35 |
Session 25: How has the GSI model evolved and how should a smart vendor respond? Presenter: Frank Rauch - Head of WW Channel Sales - Checkpoint |
Session 26: Panel: How do you build a program to attract more specialized, vertically focused partners? |
Session 27: First steps – creating a partner program in a green field environment! Presenter: Nancy Sperry - VP of Strategic Partnerships & Business Development - Allego |
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4:35-5:00 |
Benchmark Survey & Concluding Remarks: The Channel Focus Benchmark Survey - The Results - What Really Matters to Vendors and Partners? |
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