Channel Focus 2018

Join us: May 14, 15 & 16, 2018

The Agenda

Click a tab below to view the agenda for that day:


A photo of Sandra Glaser - Cheek
Sandra Glaser - Cheek

VP Global Partner & Alliances

A photo of Alyssa Fitzpatrick
Alyssa Fitzpatrick

GM, Worldwide Partner Sales
Microsoft Corporation

A photo of Rod Baptie
Rod Baptie

Baptie & Company

A photo of Craig Schlagbaum
Craig Schlagbaum

VP Indirect Channels
Comcast Business

A photo of Rob Rae
Rob Rae

VP of Business Development
Datto, Inc.

A photo of Sal Patalano
Sal Patalano

Chief Revenue Officer
Lenovo Software

A photo of Tim FitzGerald
Tim FitzGerald

VP, Cloud Channel Sales, North America
Ingram Micro

A photo of Ryan Walsh
Ryan Walsh

Chief Channel Officer

A photo of Larry Walsh
Larry Walsh

The 2112 Group

A photo of Christopher Jones
Christopher Jones

AVP Channel Sales, National Business
AT&T Business Solutions

A photo of Steve Stewart
Steve Stewart

Head of Global Partner Marketing
BMC Software

A photo of Mike Spacone
Mike Spacone

VP of Partner Strategy

A photo of John Moses
John Moses

VP, US Partner Organization

A photo of Tony White
Tony White

VP, Incentives SME, Corporate Administration

A photo of Jay McBain
Jay McBain

Principal Analyst - Global Channels

A photo of Chris Rimer
Chris Rimer

VP, NA Business Partner Ecosystem
IBM Cloud

A photo of Dave R. Taylor
Dave R. Taylor


A photo of Balaji Subramanian
Balaji Subramanian

VP, Global Channel Sales & Alliances

A photo of Christina Zurek
Christina Zurek

Insights & Strategy Leader
ITA Group, Inc.

A photo of Harbinder Khera
Harbinder Khera


A photo of Craig DeWolf
Craig DeWolf

VP Marketing Enablement

A photo of D. Martin
D. Martin

VP, NA Partners & Alliances
Red Hat

A photo of Mark Emanuelson
Mark Emanuelson

VP Solution Sales

A photo of Sherrick Murdoff
Sherrick Murdoff

VP- Partner Investments

A photo of Natasha Loffer-Little
Natasha Loffer-Little

Head of North America Channels, Ariba
SAP Ariba

A photo of Maria Chien
Maria Chien

Service Director, Channel Marketing Strategies

A photo of Stacy Nethercoat
Stacy Nethercoat

Tech Data Cloud, Americas

A photo of Richard Flynn
Richard Flynn

Founder & Senior Principal
The Spur Group

A photo of Colleen Kapase
Colleen Kapase

VP Partner GTM

A photo of Joe Riccie
Joe Riccie

Market Leader - Cloud Software and Management Consulting Services
WithumSmith + Brown

A photo of Cameron Avery
Cameron Avery

Senior Vice President
Zift Solutions

The workshops

Refer to conference agenda for details of when each workshop is scheduled to take place.

During the course of the conference, there are four workshop sessions, 2 each day.

The workshops, which are small roundtable discussions, are designed to enable you to bring your questions and get real answers to the issues that matter to you. The workshops at Channel Focus provide an unrivaled opportunity to share practical ideas and suggestions with 15-20 of your peers and take away answers to your specific questions.

Please select 4 different workshops. We will provide your workshop schedule at registration based on your selections.

The Five Golden Rules Workshops – The 5 Things That Will Make You More Effective

In building a compensation structure that is right for your business?
In understanding with Amazon and Azure are they your partner, your competitor or both?
In on-boarding new partners quickly and cost-effectively?
When developing a Co-op and MDF strategy to drive a measurable ROI?
When developing a Channel incentive strategy.
In understanding the specialist business partner – who are they, how do you recruit them and what do they want?

The Discussion Workshops – A Real Opportunity to Debate These Issues

How do you build a program to answer the needs of partners with both Cloud and on-premise offerings.
Beyond technical competence – how do you build a certification model that recognizes the skills your partners really need?
How do you help partners sell to today’s buyer! The demise of CTO and the rise of “C” Suite decisions makers!
How do you help your partners achieve success with renewals – building the systems to sell year 2 and beyond!
How do you help your partners embrace digital marketing?
If specialization is the key to partner success – how do you build programs to help your partners specialize?

Why should I attend?

1. To create an environment which both tackles and provides answers to, the most important Channel issues of the day

2. To work with over 20 of the industries Channel leaders, to develop an agenda, that covers the most important issues that affect Channel professionals today

3. To recruit speakers, who are experts on these issues and to work with those speakers to develop informative and actionable presentations

4. To provide interactive workshop environments, led by industry leaders, where delegates can find real answers to the issues that matter the most to them

5. To look after and treat every event attendee as though they were guests in our own homes

6. To create an event that is exceptionally well run and managed

7. To create a trusted environment under Chatham House Rules where both speakers and delegates can freely share their knowledge and opinions

8. To create social events which combine a very fun environment with an ambience that encourages and enables our guests to meet and network with one another

9. To create a forum where groups like the women’s leadership council can discuss key issues affecting the industry

10. To constantly listen to our guests so we can continually strive to improve the Channel Focus event

Register today for Channel Focus 2018

Sign Up To Receive Updates About PartnerTechX

Don't Miss Out!

Check out the agenda for this year’s Channel Focus Conference in Dana Point
Book before August 2nd to save $500-  NO CODE REQUIRED! 

Sign Up