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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.
Timing:
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?
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.
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