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Agenda

Channel Focus 2022: 25th Anniversary

Day 0: Tuesday, September 13, 2022: Channel Focus Women's Leadership Council

10:30

Introduction to Channel Focus Women’s Leadership Council

10:30–5:00

Channel Focus Women’s Leadership Council

Sessions and Workshops

Details to be Announced.

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

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

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

Rachel Tuller - Head of Global Channels & Alliances - Cloudera

Keri Bolding - VP Channel Sales -Sierra Wireless

Nick Tidd - VP Global Partner Organization - Poly

10:10-10:30

                                                   NETWORKING BREAK

10:35-11:15

Session 4:  Leveraging Your Partners to Sell Services in an XaaS Model.

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

Kimberly King - SVP Strategic Partners & Alliances - Hitachi Vantara

John Muscarella - Executive Director National Indirect Sales Channels - Cox Business

11:20-12:20

                                  FIRST WORKSHOP SERIES – CHOICE OF 12 WORKSHOPS

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

1:50-2:30

Session 7: Panel: Best Practices in Leveraging Marketplace Private Offers.

Panel:

Marc Monday - VP Global Strategic Partnerships - Sage

Carlos Blanco - VP Global Channels & Alliances - Jamf

Moderator:

Lori Cornmesser - VP WW Channel Sales - Cycognito

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

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:

Richard Flynn - Partner - Spur Reply

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

3:20-3:40

NETWORKING BREAK

3:45–4:45

                        SECOND WORKSHOP SERIES – CHOICE OF 12 WORKSHOPS

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

Moderator:

Larissa Crandall - VP WW Channels & Alliances - Gigamon

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 2: Thursdsay, September 15, 2022

7:30-8:15

BREAKFAST

8:15-9:15

KEYNOTE: What are the Biggest Partner Challenges We Face Today and How Do We Overcome Them?

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 13: Partner Retention – The Key to a Successful Partner Program.

Presenter:

Larissa Crandall - VP WW Channels & Alliances - Gigamon

Session 14: 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

Balaji Subramanian - SVP Global Channel Chief - Igel

Renee Taylor - VP Global Alliances & Channels - Rackspace Technologies

Session 15: 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

Kimberly King - SVP Strategic Partners & Alliances - Hitachi Vantara

Nick Tidd - VP Global Partner Organization - Poly

10:10-10:30

NETWORKING BREAK

10:30-11:30

THIRD WORKSHOP SERIES – CHOICE OF 12 WORKSHOPS

11:35-12:15

Session 16: Panel: Building an MSP Program: What Do They Really Want?

Panel:

Scott Musson - VP Global Strategic Partnerships - Elastic

Balaji Subramanian - SVP Global Channel Chief - Igel

Moderator:

Sergio Bea - VP Global Enterprise & Channels - Accedian

Session 17: The Latest Thinking on Influencer Programs.

Session 18: The Latest Thinking on Hardware Sales Models in an ‘As a Service’ World.

Presenter:

Donna Grothjan - Head of WW Partners - Aruba

12:15-12:45

Meet the Sponsors – Your Chance to Meet our Sponsors

12:50-1:50

LUNCH – Women’s Leadership Council Report

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

Carlos Blanco - VP Global Channels & Alliances - Jamf

Session 20: The Journey from a Channel Fulfilment to a Channel First Strategy.

Presenter:

Micheal McCollough - Global VP of Strategic Growth - Imperva

Session 21: 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

 

2:30-3:30

FOURTH WORKSHOP SERIES – CHOICE OF 12 WORKSHOPS

3:30-3:50

NETWORKING BREAK

3:55-4:35

Session 22: How Has The GSI Model Evolved, and How Should a Smart Vendor Respond?

Presenter:

Frank Rauch - Head of WW Channel Sales - Checkpoint

Session 23: Panel: How Do You Build a Program to Attract More Specialized, Vertically Focused Partners?

Panel:

Brenna Thornley - Sr. Director of Customer Success - Impartner

Lori Cornmesser - VP WW Channel Sales - Cycognito

Jamie Mendez - VP Ecosystem Transformation & Programs - Pegasystems

Session 24: First Steps – Creating a Partner Program in a Green Field Environment!

Presenter:

Nancy Sperry - VP of Strategic Partnerships & Business Development - Allego

4:35-5:00

Benchmark Survey & Concluding Remarks: The Channel Focus Benchmark Survey - The Results - What Really Matters to Vendors and Partners?

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

 

 

10:30–5:00

Introduction to Channel Focus Women’s Leadership Council

10:30–5:00

Channel Focus Women’s Leadership Council

Sessions and Workshops

Details to be announced.

 

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

 

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

10:10-10:30

NETWORKING BREAK

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

11:20-12:20

                                  FIRST WORKSHOP SERIES – CHOICE OF 12 WORKSHOPS

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

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

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

 

 

3:20-3:40

NETWORKING BREAK

3:45–4:45

                        SECOND WORKSHOP SERIES – CHOICE OF 12 WORKSHOPS

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

 

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 2:  Thursday, September 15, 2022

7:30-8:15

BREAKFAST

8:15-9:15

KEYNOTE: What are the biggest partner challenges we face today and how do we overcome them?

 

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

 

10:10-10:30

NETWORKING BREAK

10:30-11:30

THIRD WORKSHOP SERIES – CHOICE OF 12 WORKSHOPS

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

12:15-12:45

Meet the Sponsors – Your Chance to Meet our Sponsors

12:50-1:50

LUNCH – Women’s Leadership Council Report

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

 

2:30-3:30

FOURTH WORKSHOP SERIES – CHOICE OF 12 WORKSHOPS

3:30-3:50

NETWORKING BREAK

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

4:35-5:00

Benchmark Survey & Concluding Remarks: The Channel Focus Benchmark Survey - The Results - What Really Matters to Vendors and Partners?