Channel Focus 2024
Agenda
Tuesday, November 12th
Keynote Panel
How to become a trailblazer – Channel Partner trends and how you take advantage of them
Nina Harding – Corporate Vice President, Global Partner Solutions Americas – Microsoft
Craig Weinstein – VP of Americas Partner Organization – NVIDIA
Gretchen O’Hara – Channel Chief – Splunk, a Cisco Company
Joe Sykora – SVP, Worldwide Channels and Partner Sales – Proofpoint
Track 01
The Channel Executive Council Track
Sessions chosen and managed by the CEC – the Industry’s most powerful Group of Channel leaders
Track 02
Improving Channel Performance
Programs that Make a Difference
Track 03
Channel Strategy and Tactics
Session 1: Communicating Channel value in a way that is meaningful to the ‘C’ suite
Panel: Kim King – SVP Strategic Partners and Alliances Hitachi Vantara
Timm Hoyt – SVP Global Partners and Alliances – Sumo Logic
Steve Stewart – VP Global Partners – Smartsheet
Moderator: Bronwyn Hastings SVP Partners and ecosystems – UiPath
Session 2: Best practice in choosing and implementing a new partner program technology.
Panel: Darren Bibby –Head of Partner Experience – Shopify Raegan Wilson – VP of Ecosystem- Spur Reply
Josh Medeiros – Director of Sales Engineering – Unifyr
James Hodgkinson – SVP ecosystems – 360Insights
Moderator: Meg Brennan – Global Partner Strategy and Amplify Commercial Lead – HP
Session 3: Changing your Partner comp plan to make it relevant for today's eco-systems
Presentation:
Scott Van Valkenburgh – SVP Global Alliances and Channel – Alteryx
Chair: Heather Margolis – CEO – Channel Maven
Session 4: Panel: The skills audit – 3 CEC members share the skills that are required to become a VP Global Channels eco-systems.
Panel: Craig Weinstein – VP of Americas Partner Organization – Nvidia,
Stefanie Chiras – SVP Partner ecosystem success – Red Hat
Frank Rauch – Channel Chief – Cato Networks
Moderator: Larissa Crandall – VP of Global Channel and Alliances – New Relic
Session 5: Partner engagement – what do they want from your portal?
Panel: Denise Zmuda – Global VP Partner Programs and Enablement- Entrust
Matt Pijut – SVP Client Partnership – Ansira
Ken Fox – CEO – Channel Mechanics
Donald Barlow – Senior Solutions Consultant – Model N
Moderator: Bronwyn Hastings – SVP Partners and ecosystems – UiPath
Session 6: Beyond AWS – how do you build a multi-platform Cloud strategy?
Panel: Chris Millerick – VP WW Partner Sales- Infoblox
Jeff McCullough – VP NA Sales – NetAlly
Ethan Fitzsimons – VP Global Channels – Cloud Software Group
Moderator: Maureen Perrelli – CRO
Special Lunch Session
The future partner – what will tomorrow’s partner look like, what will they provide for our customers and what skills will our partners need?
Rachel Skaff – Managing Director – Americas Channel and Partner Sales – AWS
The Quickfire Sessions: Beyond the Hype how are we using AI
4 experts take 15 minutes each to share how they are integrating AI into their Channel Strategy
Chris Millerick – VP WW Partner Sales- Infoblox
Raegan Wilson – VP of Ecosystem – Spur Reply
Craig Weinstein – VP of Americas Partner Organization – Nvidia
Tony Surma – CTO Americas – Microsoft
Chair: Rod Baptie – CEO – Baptie & Co
Session 7: Adopting a business development mindset – developing a different type of relationship with your partners
Presentation:
Louise McEvoy – VP of US Channel Sales – Trend Micro
Chair: Theresa Caragol – CEO & Founder – AchieveUnite
Session 8: Marketing with partners – Understanding what they really want.
Panel: Rachel Tuller – VP Global Channels – Autodesk
Vaugh Mordecai – CRO – Mindmatrix
Margaret Adam – Director of Product Marketing –Channel Mechanics
Moderator: Larissa Crandall – VP of Global Channel and Alliances – New Relic
Session 9: Building the Business case for an indirect model.
Presentation:
Dave Taylor – CMO – Impartner
Chair: Heather Margolis – CEO – Channel Maven
Evening panel: Working together
A panel of partners and vendors discuss how they can build a more effective partnership.
Panel: Marc Monday – VP Global Partnerships and Alliances – Deltek
Kim King – SVP Strategic Partners and Alliances Hitachi Vantara
Scott Goree – SVP Partners Alliances and Ecosystems – Optiv
Frank Rauch – Global Channel Chief – Cato Networks
Moderator: Larry Walsh – CEO – Channelnomics
Wednesday, November 13th
Keynote Panel
An Economic Update: where are we and what does it mean for our industry?
Rod Baptie – CEO – Baptie & Co
Track 01
The Channel Executive Council Track
Sessions chosen and managed by the CEC – the Industry’s most powerful Group of Channel leaders
Track 02
Improving Channel Performance
Programs that Make a Difference
Track 03
Channel Strategy and Tactics
Session 10: How do we get partner sales teams armed and able to sell AI?
Panel: Harbinder Khera – CEO – Mindmatrix
Meg Brennan – Global Partner Strategy and Amplify Commercial Lead – HP
Jules Johnston – SVP of Global Channels – Digital Realty
Tony Surma – CTO Americas – Microsoft
Moderator: Jamie Mendez – VP Partner Strategy and Programs – Pegasystems
Session 11: Targeted partner communication - getting the right message to right people at right time!
Panel: Cosmo Mariano – Chief Customer Officer – Unifyr
Karlyn Bentley – SVP Client Partnership – Ansira
Brenda Nobleza – VP Americas Channels – Epicor
Moderator: Akilah Murrell – Senior Manager Channel Marketing – 360insights
Session 12: Channel profitability - beyond extra discounts how can a vendor positively impact a partner’s profitability?
Presentation:
Jason Beal – VP WW Partner eco-systems – Barracuda
Chair: Heather Margolis – CEO – Channel Maven
Session 13: Growing partner sourced revenue
Panel: Brenda Nobleza – VP Americas Channel – Epicor
Tricia Atchison – VP Global Partner Marketing – Equinix
Michael DePalma – VP Business development – Kaseya
Moderator: Jay Snyder – SVP Partners and Alliances – Dynatrace
Session 14: Moving from buy/sell to the Digital ecosystem
Presentation: Carl White – VP Global Revenue Operations & Rachel Tuller – VP Global Channels – Autodesk
Chair: Theresa Caragol – CEO & Founder – AchieveUnite
Session 15: Thoughtful enablement - what do partners want?
Panel: Ravi Kumar – Ansys
Suzanne Swanson – VP Global Partners – Secureworks
Gloria Kee – Vice President, Product Management – Model N
Moderator: Balaji Subramanian
Session 16: Motivating and engaging with partners if you are not one of their biggest vendors
Panel: Scott Goree – VP Global Partners and Alliances – Optiv
Micheal McCollough – VP Global Channels and Alliances – Anomali
Raegan Wilson – VP Ecosystems – Spur Reply
Moderator: Kim King – SVP Strategic Partners and Alliances Hitachi Vantara
Session 17: Smarter Incentives through Data, Science, & Design
Presentation:
Casey Epley – Director Product Marketing & Strategy &
Carrie Hanichak – Vice President, Strategy & Incentives – Maritz
Chair: Theresa Caragol – CEO & Founder – AchieveUnite
Session 18: Developing a Co-sell program strategy
Presentation:
Jules Johnston – SVP of Global Channels – Digital Realty
Chair: Heather Margolis – CEO – Channel Maven
The Quickfire sessions: The key to success – Reducing complexity, how do we become easier to do business with?
4 experts take 15 minutes each to share the key things they have done to become easier for their partners to do business with.
Scott Goree – SVP Partners Alliances and ecosystems – Optiv
Harbinder Khera – CEO – Mindmatrix
Stefanie Chiras – SVP Partner ecosystem success – Red Hat
Tricia Atchison – VP, Global Partner & Americas Marketing – Equinix
Chair: Rod Baptie – CEO –Baptie & Co
