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The Agenda
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Rod Baptie – CEO – Baptie & Co
Our panelists share actual examples of how they are leveraging AI in their channel eco-system programs.
Moderator: Rod Baptie – CEO – Baptie & Company
| TRACK 1 – Managing Channels in a Time of Change | TRACK 2 – Improving Channel Performance Programs that Make a Difference |
Session 1: The future of distribution – should it still have a role in your channel strategy?
Moderator: Joe Sykora – SVP Global Channels and Alliances – Proofpoint |
Session 2: The latest thinking on partner marketing and how to enable your partners to be more effective marketers
Moderator: Meaghan Moore – VP Global Partner Marketing – ServiceNow |
| TRACK 1 – Managing Channels in a Time of Change | TRACK 2 – Improving Channel Performance Programs that Make a Difference |
Session 3: The role of a Channel Account Manager is changing rapidly – what are the key skills needed to thrive in a fast changing environment?
Moderator: Tim Acker – Former CRO |
Session 4: Deal registration – our panel discusses whether it still has a place in today’s partner eco-system!
Moderator: Dave Allen – VP NA Partner Sales and Services – Akamai |
| TRACK 1 – Managing Channels in a Time of Change | TRACK 2 – Improving Channel Performance Programs that Make a Difference |
Session 5: Building a strategy to leverage GSIs
Moderator: Larry Walsh – CEO & Chief Analyst – Channelnomics |
Session 6: Let’s get practical – each panelist shares the steps they are taking to make them easier for their partners to do business with.
Moderator: Michael DePalma – VP Business Development -Kaseya |
5 Things You Can Do…
1: To More Effectively engage with the Hyperscalers
2: To get the work done whilst maintaining a proper work/life balance
3: To more effectively make the case for the Channel with your ‘C’ suite
Rod Baptie – CEO – Baptie & Co
| TRACK 1 – Managing Channels in a Time of Change | TRACK 2 – Improving Channel Performance Programs that Make a Difference |
Session 7: Changing routes to market how could you, should you leverage MSPs, the agent model, ISVs the Hyperscalers and more?
Moderator: Leslie Maher – VP Global Channels and Alliances – Virtana |
Session 8: Developing a next gen partner portal – what do partners really want?
Moderator: Nick Tidd – VP Global Partner Organization – HP |
| TRACK 1 – Managing Channels in a Time of Change | TRACK 2 – Improving Channel Performance Programs that Make a Difference |
Session 9: How do you motivate partners if you are NOT one of their top 3 vendors?
Moderator: Rachel Tuller – Head of Global Channels and Alliances |
Session 10: The latest thinking on partner benefits and incentives: What is Really Working?
Moderator: Brenda Nobleza – RVP Americas Channel – Epicor |
| TRACK 1 – Managing Channels in a Time of Change | TRACK 2 – Improving Channel Performance Programs that Make a Difference |
Session 11: Who are the influencers, what role do they have and how do you work with them?
Moderator: Larry Walsh – CEO & Chief Analyst – Channelnomics |
Session 12: Sustainability – the next big challenge for the industry and the channel
Moderator: Mary Beth Walker – VP Channel Strategy and Enablement – HP |
Rod Baptie – CEO – Baptie & Co
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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