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Conference Agenda

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23rd Edition
(First Virtual but Very Live Edition!)
Channel Focus Virtual 2020

November 18th, 19th, and 20th 2020

 

Day 1:  Wednesday, November 18, 2020
8:45 am PT – 3:50 pm PT

8:45-9:00 Conference Introduction
9:00- 9:45

Opening Conference Keynote: Building an Effective Channel Strategy for Today’s very Different Market - What needs to change and why?

TRACK 1 - Managing Channels in a Time of Change

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

10:00-10:45

Session 1: Marketplaces – How do you build them into your channel strategy?

Panel

Session 2: Best practice use of Automation to Better Serve your Partners

Panel

10:45-11:15 Break and Networking
11:15-11:55

Session 3: Creating a Program to Target the Influencer Channel.

Presentation

Session 4: Building a State of the Art Renewals Program.

Presentation

11:55-1:00 Lunchtime Networking
1:00-1:45 Choice of 12 Workshops
2:00-2:40

Session 5:  Professional Services – Best practice in reconciling the needs of the direct team and your channel partners

Presentation

Session 6:  How do you Advocate Inclusion and Enable the Building of a Diverse Channel Team?

Presentation

3:00 – 3:45

3 x 10-minute Quick Tips Sessions – 5 Things you can Do To

Quick tips 1: To Gain Partner Mindshare

Quick tips 2: To Make your Program Easier for your Partners to Use

Quick tips 3: To Help Partners Free Up those Major Projects

3:45-3:50 Closing Remarks

Day 2:  Thursday, November 19, 2020
8:45 am PT – 3:20 pm PT

8:45-9:00 Day’s Introduction
9:00- 9:45

Keynote day 2: Are Partner Tiers, Deal Reg, and other Standard Incentives Losing Relevance? And if so, what will replace them?

TRACK 1 - Managing Channels in a Time of Change

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

10:00-10:45 Session 7: One Size Does Not Fit All! Building a Flexible but Simple Program to Meet Widely Differing Partner NeedsPanel

Session 8:  What is the Role of the Vendor and the Channel in Marketing to Today’s Technology Buyer?

Panel

10:45-11:15 Break and Networking
11:15-11:55

Session 9: How Do you Build a Model to Effectively Measure Both the Partner and Customer Experience?

Presentation

Session 10: What is Best Practice in the Use of AI and other New Technologies in Building a Better Understanding of your Partner Community?

Presentation

11:55-1:00

Lunchtime and Mystery Networking (Meet 5 Colleagues Chosen at Random)

1:00-2:00 Choice of 12 Workshops
2:30-3:15

Session 11:  Are "Partners" Now Becoming More "Trusted Advisors"? what is the impact of a non-rebilling/reselling channel vs one that sells or influences sales for you?

Panel

Session 12: Delivering a Measurable Return on your Co-Op and MDF programs.

Panel

3:15 – 3:20 Closing Remarks

Day 3:  Friday, November 20, 2020
8:45 am PT – 2:40 pm PT

8:45-9:00 Day’s Introduction
9:00- 9:45

Keynote Day 3: How will the MSP Model Evolve – which new models are being adopted and how should a smart vendor respond?

TRACK 1 - Managing Channels in a Time of Change

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

10:00-10:45 Session 13: How Should your Program Adapt to the Continuing Move to OPEX Based Models? Panel

Session 14: The Latest Thinking on Partner Incentives

Panel

10:45-11:15 Break and Networking
11:15-11:55

Session 15:  How do you Effectively Measure the ROI of your Channel Partner program?

presentation

Session 16: How do we Enable our Partners to Move to a Digital Marketing Strategy?

presentation

11:55-1:00 Lunchtime Networking
1:00-2:00 Choice of 12 Workshops
2:10-2:40

Channel Trends in a Time of Change – presentation of the conference research

2:40 – 2:50 Closing Remarks