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The Agenda
Click a tab below to view the agenda for that day:
Introduction to the Women’s Leadership Council – Opening Remarks
Being Human in a Silicon Industry
Gaining a Seat at the Top Table, How Women Can Ensure They Have a Role
Choice of 4 Roundtables
1. Bridging the Confidence Gap – How do you handle conflict? /Honk your own horn effectively? /Handle negative feedback?
2. How do you position yourself to stand out in key internal meetings, maintaining your expertise?
3. How do you network for career opportunities?
4. Which tools/apps/resources are available to assist with time management and work-life balance?
Creating a Personal Brand – How do you build a more effective presentation/communication style?
Building relations, finding executive sponsors and mentors and making key connections
Choice of 4 Roundtables
1. Bridging the Confidence Gap – How do you handle conflict? /Honk your own horn effectively? /Handle negative feedback?
2. How do you position yourself to stand out in key internal meetings, maintaining your expertise?
3. How do you network for career opportunities?
4. Which tools/apps/resources are available to assist with time management and work-life balance?
New Channels New Challenges – 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 |
Track 3 – New Channel Thinking |
Session 1: Are partner tiers, deal reg. and other standard incentives losing relevance? Your partners are not the same – Shouldn’t your program reflect this?
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Session 2: Making Ease of Doing Business a Priority in Your Channel Program Strategy.
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Session 3: AWS – Friend, foe or frenemy? How do you build the appropriate relationship with them?
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Session 4: High-Performance Channel Marketing: What Winners Do Differently.
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Session 5: P2P (Partner to Partner) collaboration, why is it happening and what the role of the vendor in facilitating these partnerships?
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Session 6: Following M & A – The key steps in creating one cohesive go-to-market strategy.
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The Latest Thinking – 5 ways you need to challenge your existing channel perceptions.
Session 7: Transitioning From Perpetual to Subscription- How do you effectively incentivize the channel while maintaining corporate profits?
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Session 8: Enabling Your CAMs – How can you use the latest technologies to provide them with the information they really need?
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Session 9: The Rise and Rise of the Influencer Channels – Who are they and how do you build a meaningful relationship with them?
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Session 10: Land and Expand – Leveraging engagement with today’s business buyer?
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Session 11: The New Reality of the Channel: Why channel partners must LOVE you.
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Session 12: New Partners, New Challenges, New Skills, New Structures – Re-building your channel account management team.
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Transitioning Your Partner Sales Organization.
Transitioning Your Channel – 4 vendors discuss the key steps they have taken to transition their channel.
A fabulous and fun event
Eat, drink and be merry with a fabulous band, wonderful food, and great colleagues
Specialization – The new phenomena driving channel change and profitability
| TRACK 1 – Managing Channels in a Time of Change | TRACK 2 – Improving Channel Performance. Programs that Make a Difference |
TRACK 3 – New Channel Thinking |
Session 13: Hybrid channels in a Cloud World: Reality of building a direct and channel strategy and making it work.
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Session 14: Outside the Box – The latest thinking on channel incentives to accelerate your partner’s time to revenue.
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Session 15: Building a Long-Term MSP Engagement Strategy – What will they really want from the vendor?
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Session 16: Making the Most of the Honeymoon Period –Engaging, enabling and committing new partners – What do today’s partners really want?
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Session 17: Innovations in Maximizing the ROI on Your Channel Investments.
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Session 18: How do you align your through channel marketing strategy to today’s digital buyers journey?
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Women’s Leadership Council Report
Session 19: 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?
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Session 20: Delivering a Measurable Return on Your Co-op and MDF Programs.
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Session 21: Breakthrough Technology – How will IoT, machine Learning, blockchain, etc. affect the channel and change the channel partners we work with?
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Session 22: Virtual P&L – Changing the Channel narrative at the C-Suite.
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Session 23: Channel Data: Overcoming the Achilles Heel of the channel with the predictive and perspective insights that truly matter.
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The Channel Focus Benchmark Survey – The Results – What really matters to vendors and partners?
Speakers
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
1. When building an engagement with today’s MSPs – what do they really want from the vendor?
2. When delivering a measurable return on your co-op and MDF programs.
3. When building a pricing and commission model for Monthly Recurring Revenue (MRR)
4. When building a Deal Registration Program.
5. In enabling our partners to optimize their use of social and digital channels.
6. In building an effective sales and marketing enablement program.
The Discussion Workshops – A Real Opportunity to Debate These Issues
7. How do you align your through Channel marketing strategy to today’s digital buyers journey?
8. What are the skill sets today’s Channel Account Managers will need?
9. Channel conflict-how do you reconcile the needs of the direct team and the channel partners?
10. How do you define the role of distribution in your channel eco-system?
11. How do you engage, enable and gain real commitment from new partners?
12. The latest thinking on partner incentives.
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
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