Channel Focus 2021

Join us: November 2 – 4, 2021

The Agenda

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


A photo of Larissa Crandall
Larissa Crandall

VP Worldwide Channel and Alliances

A photo of Alyssa Fitzpatrick
Alyssa Fitzpatrick

General Manager WW Partner Sales

A photo of Pablo Gargiulo
Pablo Gargiulo

VP of Sales

A photo of Taylor Macdonald
Taylor Macdonald

Sage Intacct

A photo of Micheal McCollough
Micheal McCollough

Global VP Strategic Growth

A photo of Jeff McCullough
Jeff McCullough

Global VP Channel Sales
Park Place Technologies

A photo of Louise McEvoy
Louise McEvoy

VP US Channel
Trend Micro

A photo of Steve Mungall
Steve Mungall

VP Global Partners & Alliances
Red Hat

A photo of Balaji Subramanian
Balaji Subramanian

SVP Global Channel Chief

A photo of Joe Sykora
Joe Sykora

SVP WW Channels and Partner Sales

A photo of Nick Tidd
Nick Tidd

VP Global Partner Organization

A photo of Courtney Acuff
Courtney Acuff

Channel Solution Lead

A photo of Dave Allen
Dave Allen

VP Americas Channels
Akamai Technologies

A photo of Christian Alvarez
Christian Alvarez

SVP WW Channels

A photo of Claudio Ayub
Claudio Ayub


A photo of Sergio Bea
Sergio Bea

VP Globals Channels

A photo of Karlyn Bently
Karlyn Bently


A photo of Meg Brennan
Meg Brennan

VP, Global Channels
Riverbed Technologies

A photo of Leslie Maher
Leslie Maher

Vice President North America Channels and Ecosystem
Hewlett Packard Enterprise

A photo of TC Doyle
TC Doyle

Channel Growth Evangelist

A photo of Michael Fleck
Michael Fleck

VP, Global Influence Partners

A photo of Richard Flynn
Richard Flynn

Co-Founder & CMO
The Spur Group

A photo of Pablo Gargiulo
Pablo Gargiulo

VP of Sales

A photo of Sandra Glaser Cheek
Sandra Glaser Cheek

VP Global Partner Strategy & Programs

A photo of Laz Gonzalez
Laz Gonzalez

Chief Strategy Officer
Zift Solutions

A photo of Chanan Greenberg
Chanan Greenberg

SVP, Corporate Strategy
Model N

A photo of Bernard Gutierrez
Bernard Gutierrez

VP Solutions
Model N

A photo of Timm Hoyt
Timm Hoyt

VP WW Partners & Alliances

A photo of Sal Patalano
Sal Patalano


A photo of Ajay Rao
Ajay Rao

AVP Professional Services

A photo of Dan Overgaag
Dan Overgaag

Managing Director
The Spur Group

A photo of Rob Rae
Rob Rae

SVP Business Development

A photo of Frank Rauch
Frank Rauch

Head of Worldwide Channel Sales
Check Point

A photo of Karen Strub
Karen Strub

VP Program Management

A photo of Mary Beth Walker
Mary Beth Walker

Head of Global Channel GTM Strategy
HP Inc

A photo of Marc Monday
Marc Monday

VP Strategic Partnerships

A photo of Donna Grothjan
Donna Grothjan

VP WW Channels

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.


Wednesday, November 3, 2021:

11:20 – 12:20
3:45 – 4:45
Thursday, November 4, 2021:

10:30 – 11:30
2:30 – 3:30

The Five Golden Rules Workshops – The 5 Things That Will help you
1. Recruit and on-board “future-ready” partners
2. Effectively measure Channel revenue attribution.
3. Build a Channel marketing maturity assessment program
4. Build an effective marketplace strategy
5. Build a state-of-the-art deal registration program

The Discussion Workshops – A Real Opportunity to Debate These Issues
6. Building a partner business planning process that is meaningful for you and your partners
7. Beyond technology accreditation, which Partner skills training should you be investing in?
8. The evolving role of today’s Channel leader – what new skill sets will be required?
9. Are partner tiers, deal reg, and other standard incentives losing relevance? And if so, what will replace them?
10. How do you build a program to increase product consumption and utilization?

Why should I attend?

Our 10 Point Promise

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

10 Reasons you need to attend Channel Focus

1. It is the World’s number 1 Channel conference – Delivering a combination of the latest channel thinking and practical sessions where you can take away actual programs that are driving channel success today.

2. The event will save you money – Learn from others how they have done it, the mistakes they have made and what really works – these answers are invaluable and will save you many times the amount you will spend on attending the event.

3. Learn from the experts – The quality of speakers and workshop leaders at Channel Focus is recognized as being the best of any Channel Sales and marketing conference. The conference features over 20 of the leading Channel figures from within our industry, sharing the very latest strategic thinking on the channel, best practices and practical advice and actual programs you can take back and start using tomorrow. And, unlike many other conferences, most of the speakers stay to actively participate in all the conference activities – including workshops.

4. Customizable Agenda – A learning experience tailored to your needs. At channel focus we have 2 keynotes, 2 tracks, 10 workshops, 16 sessions, and unlimited opportunities to meet others channel executives. You choose what you attend, so your experience and learning is unique to your own needs.

5. Practical how-to presentations – These real-world presentations focus on how to do and how to improve fundamental channel sales, marketing and operational activities. At the conference speakers will share actual programs they are using to increase channel revenue and profitability. You will come away with checklists of do’s and don’ts you can use to build or enhance your own programs.

6. Get answers to your questions in our workshops – Our 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 unrivalled opportunity to share practical ideas and suggestions with 15-20 of your peers and take away answers to your specific questions.

7. Great contacts and key sources of help – During the workshops, at breakfasts, lunches, and cocktail parties you’ll have unrivalled opportunity to meet with our speakers and over 180 other attendees. You’ll make great contacts, meet key sources of help, and establish relationships that will help you do your job long after this year’s conference is over. You’ll meet and mingle with other delegates, outside experts and the leaders in the field – most of our speakers will stay for the 2 days of the forum and take part in the debate, discussion and the networking events.

8. Channel Focus is amazingly real world – With a tremendous amount of peer sharing of honest and practical ideas. In part, that’s because it is a closed forum: there are no press in attendance. It is fundamentally a group of highly seasoned industry Channel sales and marketing executives getting together to learn and help each other. That’s why attendees take away real solutions that they can apply immediately.

9. Access the world’s leading channel solution providers – Providers will be on hand to address your mission critical priorities. You’ll receive exclusive access to some of the world’s leading solution providers in a variety of settings.

10. Above all Channel Focus is a content driven event – Our Advisory board of 20 Senior channel experts have generously contributed their time to help us develop the agenda and topics that cover the most important Channel issues affecting the channel today. This means the content is right on point for what’s happening now and what will be happening in the next years.

Register today for Channel Focus 2021

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