Jump to: Gallery | Agenda | Speakers | Workshops | Why attend?
Photo gallery
The Agenda
Click a tab below to view the agenda for that day:
Opening remarks
Presentation – Build your personal online brand
Presentation and Panel – Transition in the Channel – Transition in Life
women at different stages in their careers discuss their career opportunities/challenges
Choice of 4 Roundtables
1. Negotiating your next role – 5 things every woman needs to know
2. Working remotely while maintaining a seat at the top table
3. How do you maintain a work-life balance and which tools are available to help you achieve it?
4. How do you develop the right skills for Channel for future
New business models, new technologies – tomorrow’s Channel, what will it look like and what will they want from their vendors?
| 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: Building a Channel program to answer the needs of partners with both Cloud and on-premise offerings.
|
Session 2: Dealing with Amazon and Azure, are your partner, your competitor, or both?
|
Session 3: Understanding and embracing the power of the ‘shadow channel’. Who are they and what do they want from a vendor?
|
Session 4: Building an “as a Service” compensation structure that is right for your business.
|
Session 5: 5 Steps that will improve the ROI of your MDF and rebate programs.
|
Session 6: The rise and rise of the micro-vertical as apps become more and more specialized how do you, identify and work with today’s specialist App developers?
|
M & A – Lessons learned in bringing 2 or more Channel teams together
Session 7: Helping your partners achieve success with renewals – Building the systems to sell year 2 and beyond!
|
Session 8: The state of Channel incentives – the latest thinking on channel incentives.
|
Session 9: Understanding Land and expand – does it mean the end of one partner in each customer!
|
Session 10: Partner time to revenue – how do you, onboard new partners, quickly and cost-effectively?
|
Session 11: How do you help your partners embrace digital marketing?
|
Session 12: Thinking outside the box – what are the new systems, tools, and techniques vendors are building to generate partner success?
|
Session 13: What is the future of the MSP model?
|
Session 14: Why Gold, Silver and Platinum are devaluing your Channel: How to build a Channel that truly responds to each partner’s needs.
|
Session 15: Understanding and building a channel to service the IoT marketplace.
|
A panel of vendors and distributors debate the future of distribution
A fabulous and fun event
Eat, drink and be merry with a fabulous band, wonderful food, and great colleagues
The Channel is dead – long live the channel! The rise and rise of new business partner models – who are they, how do you recruit them and what do they want?
| 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 16: Moving the needle – How do you become truly partner friendly?
|
Session 17: The B-to-B Buyer has changed, have you?
|
Session 18: Re-defining your CAM team – what are the new skills and capabilities that will be required to answer the needs of today’s partners?
|
Session 19: How do you, or should you address SI/VAR partners unwilling to embrace the Cloud?
|
Session 20: Best practice in building a more meaningful engagement with your partners.
|
Session 21: How will Marketplaces and the continuing rise of e-commerce affect the Channel?
|
Women’s Leadership Council Report
Sessions 22: The voice of the partner – 2 partners with very different business models share what they need from the vendors
|
Session 24: Carve with a Scalpel: Building an account based marketing strategy with your channel.
|
The final debate: the Channel is changing – are you?
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.
The Channel Focus Workshops are held twice per day, each day of the conference.
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.
Workshop Times:
Wednesday, September 14th, 2022: 11:20 – 12:20 and 3:45 – 4:45
Thursday, September 15th, 2022: 10:30 – 11:30 and 2:30 – 3:30
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 at:
1. Building an engagement with today’s MSPs – what do they really want from the vendor?
2. When building a marketplace strategy.
3. In building an influencer program.
4. In moving from a traditional to an XaaS model.
5. In enabling our partners to optimize their use of social and digital channels.
6. When building an Eco-System.
The Discussion Workshops: A Real Opportunity to Debate These Issues:
7. Best practice in building and managing a Partner Advisory Council
8. What are the skillsets today’s Channel Account Managers will need?
9. Channel spending–workshop participants discuss their most successful programs
10. The latest thinking on TCMA (Through Channel Marketing Automation), what is really working?
11. How do you build metrics to help you understand which partners you need to recruit, retain, or retire.
12. The latest thinking on partner incentives.
Moderators:
Tim Acker, Courtney Acuff, Christian Alvarez, Tricia Atchison, Claudio Ayub, Sergio Bea, Karlyn Bentley, Carlos Blanco, Meg Brennan, Theresa Caragol, Kristen Cole, Laura Cooling-Braasch, Lori Cornmesser, Kevin Dean, Tiffany Dunn, Cassie Fhur, Alyssa Fitzpatrick, Richard Flynn, Kenneth Fox, Tina Gravel, Lori Harner, Amy Henderson, Vedonia Ingram, Steven Kellam, Kimberly King, Maria Macaluso, Karyn MacKie, Heather Margolis, Micheal McCollough, Jeff McCullough, Jamie Mendez, Marc Monday, John Muscarella, Rahul Roddam, Kevin Rooney, Rafael Sanguily, Carmen Sorice III, Karen Strub, Rachel Tuller, Larry Walsh, Roland Zelles
At each and every Channel Focus Event, we promise:
10 Reasons You Need to Attend Channel Focus
Sign Up To Receive Updates About PartnerTechX
