Channel Focus 2019

Join us: May 14, 15 & 16, 2019

The Agenda

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


A photo of Gavriella Schuster
Gavriella Schuster

CVP One Commercial Partner

A photo of Sal Patalano
Sal Patalano

Chief Revenue Officer
Lenovo Software

A photo of Rod Baptie
Rod Baptie

Baptie & Company

A photo of Alyssa Fitzpatrick
Alyssa Fitzpatrick

GM, Worldwide Channel Sales

A photo of Darren Bibby
Darren Bibby

VP Partner Strategy and Programs

A photo of Chris Jones
Chris Jones

AVP Sales Channel, National Business

A photo of Nick Tidd
Nick Tidd

VP, Global Partner Organization, WW Channels

A photo of Larry Walsh
Larry Walsh

CEO & Chief Anaylst
The 2112 Group

A photo of Claudio Ayub
Claudio Ayub

Chief Strategy Officer
Perks WW Channel

A photo of Cesar Castro
Cesar Castro

Sr. Director of Adoption and Engagement

A photo of Sandra Glaser Cheek
Sandra Glaser Cheek

VP Global Partners & Alliances

A photo of Maria Chien
Maria Chien

Service Director Channel Marketing Strategies

A photo of Cheryl Cook
Cheryl Cook

Sr VP Global Partner Marketing
Dell Technologies

A photo of Richard Flynn
Richard Flynn

Founder & Senior Principal
The Spur Group

A photo of Laz Gonzalez
Laz Gonzalez

Chief Strategy Officer
Zift Solutions

A photo of Cindy Herndon
Cindy Herndon

VP, Global Channel Programs and Operations
Riverbed Technology

A photo of Harbinder Khera
Harbinder Khera


A photo of Shawn Lane
Shawn Lane

Sr. VP & General Manager

A photo of Taylor Macdonald
Taylor Macdonald

SVP, Global Channels
Sage Intacct

A photo of Heather K. Margolis
Heather K. Margolis

Founder & CEO
Channel Maven Consulting

A photo of Micheal McCollough
Micheal McCollough

VP Global Channels

A photo of Jeff McCullough
Jeff McCullough

VP, America's Partner Sales

A photo of Marc Monday
Marc Monday

RVP of North America Ecosystem

A photo of John Moses
John Moses

VP Sales US Partner Organization
Cisco Systems

A photo of Scott Musson
Scott Musson

VP Global Strategic Alliances
Red Hat

A photo of Corey Pratte
Corey Pratte

VP of Americas Channel Sales

A photo of Rob Rae
Rob Rae

VP of Business Development
Datto, Inc

A photo of Karen Strub
Karen Strub

VP Program Management

A photo of Balaji Subramanian
Balaji Subramanian

VP Global Alliances & Channel Sales

A photo of Dave R. Taylor
Dave R. Taylor


A photo of Charlie Tomeo
Charlie Tomeo

VP WW Business Sales

A photo of Larry Walsh
Larry Walsh

CEO & Chief Analyst
The 2112 Group

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

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.

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 2019

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