Channel Focus Virtual 2021

Join us: April 20, 21 & 22 2021

The Agenda

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


A photo of Tim Acker
Tim Acker

Channel Chief

A photo of Courtney Acuff
Courtney Acuff

Channel Solution Lead - Channel Partner Program Design & Data Management

A photo of Christian Alvarez
Christian Alvarez

SVP WW Channels

A photo of Claudio Ayub
Claudio Ayub

SVP, Technology. Media, Telecom (TMT) Practice

A photo of Rod Baptie
Rod Baptie

Baptie & Company

A photo of Sergio Bea
Sergio Bea

VP Global Channels

A photo of Karlyn Bently
Karlyn Bently


A photo of Ross Brown
Ross Brown

VP, Cloud GTM

A photo of Darren Bibby
Darren Bibby

VP Partner Strategy & Programs

A photo of Sandra Glaser Cheek
Sandra Glaser Cheek

VP Global Partners & Alliances

A photo of Lisa Citron
Lisa Citron

VP of Global Channel Sales
F5 Networks

A photo of Cheryl Cook
Cheryl Cook

Senior VP Global Partner Marketing
Dell Technologies

A photo of Lori Cornmesser
Lori Cornmesser

VP, Worldwide Channel Sales

A photo of Kerry Desberg
Kerry Desberg

Chief Marketing Manager

A photo of Alyssa Fitzpatrick
Alyssa Fitzpatrick

General Manager, WW Partner Sales

A photo of Mike Fleck
Mike Fleck

VP, Global Influence Strategies

A photo of Richard Flynn
Richard Flynn

Co-Founder and CMO
The Spur Group

A photo of Ken Fox
Ken Fox

Channel Mechanics

A photo of Pablo Gargiulo
Pablo Gargiulo

VP Sales

A photo of Laz Gonzalez
Laz Gonzalez

Zift Solutions

A photo of Chanan Greenberg
Chanan Greenberg

SVP & General Manager Tech
Model N

A photo of Donna Grothjan
Donna Grothjan

VP, WW Channels

A photo of Michelle Hodges
Michelle Hodges

VP WW Channels
GitLab, Inc.

A photo of Timm Hoyt
Timm Hoyt

VP, WW Partners & Alliances

A photo of Chris Jones
Chris Jones

AVP Channel Sales

A photo of Steven Kellam
Steven Kellam

SVP Marketing & Alliances

A photo of Harbinder Khera
Harbinder Khera


A photo of Claudia Lee
Claudia Lee

VP WW Partner Marketing

A photo of Taylor Macdonald
Taylor Macdonald

SVP, Global Channels

A photo of Ken Marks
Ken Marks

VP, Worldwide Channels

A photo of Jeff McCullough
Jeff McCullough

Global VP Channel Sales
Park Place Technologies

A photo of Michael McCollough
Michael McCollough

Global VP, Strategic Growth

A photo of Louise McEvoy
Louise McEvoy

VP, US Channel
Trend Micro

A photo of Steven Mungall
Steven Mungall

VP, Global Partners & Alliances
Red Hat

A photo of John Muscarella
John Muscarella

Channel Chief
Cox Business

A photo of Scott Musson
Scott Musson

n VP Global Strategic Partners and Channel

A photo of Dan Overgaag
Dan Overgaag

Managing Partner
The Spur Group

A photo of Todd Palmer
Todd Palmer

Head of Global Partner Sales

A photo of Sal Patalano
Sal Patalano


A photo of Corey Pratte
Corey Pratte

VP of Channel Sales

A photo of Craig Schlagbaum
Craig Schlagbaum

SVP, Indirect Channels
Comcast Business

A photo of Rob Spee
Rob Spee

VP Channels

A photo of Balaji Subramanian
Balaji Subramanian

SVP Global Channel Chief

A photo of Meaghan Sullivan
Meaghan Sullivan

Head of General Business and Global Channels

A photo of Joe Sykora
Joe Sykora

SVP WW Channels & Partner Sales

A photo of Heather Tenuto
Heather Tenuto

Zift Solutions

A photo of Mary Beth Walker
Mary Beth Walker

Head of Global Channel Strategy

A photo of Larry Walsh
Larry Walsh

CEO & Channel Chief

A photo of Chris Westfall
Chris Westfall

VP Head of Channels & Alliances

A photo of Sarah Woods
Sarah Woods

VP EMEA Marketing
F5 Networks

A photo of Susan Vincent VP
Susan Vincent VP

Partner Enablement
Sage Intacct

A photo of Karen Fassio
Karen Fassio

Director, One Commercial Partner group

A photo of Isabella Pheonix
Isabella Pheonix

Global Head of Channel Enablement and Sustainability

A photo of Theresa Caragol
Theresa Caragol

Founder & CEO
Achieve Unite

The workshops

Refer to conference agenda for details of when each workshop is scheduled to take place.

Channel Focus workshops – Virtual but very very live!

I’m sure like us, you are fed up with virtual events that promise to be live but are actually recorded and the lack of interaction they allow. Led by subject matter experts these workshops will be live, we will replicate the in-person workshop format with participants able to see each other, and discuss these key issues in small groups of 15-20 people live and with the cameras on!


The Discussion Workshops – A Real Opportunity to Debate These Issues

1. What are the key elements in building an MSP strategy?
2. How do you recruit a carefully targeted group of new partners?
3. The Channel chief of the future which new skill-sets will be required?
4. Best practice in introducing new technologies to your channel.
5. Best practice in maintaining partner mindshare in a remote environment.
6. How do you develop and manage an influencer program


The Five Golden Rules Workshops – The 5 Things That Will Make You More Effective

7. When building a referral program
8. In developing an incentive program for the MRR (monthly recurring revenue) market
9. In working with Marketplaces
10. To build a state-of-the-art eco-system
11. In measuring partner ROI
12. In helping partners build a more effective digital/social marketing strategy

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 30 of the industries Channel leaders, to develop an agenda, that covers the most important issues that affect Channel professionals today

3. To recruit speakers and panelists 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 a virtual 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

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 40 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, 12 workshops, 20 sessions, and unlimited opportunities to virtually meet other channel executives. You choose what you attend, so your experience and learning are 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 group 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 10-15 of your peers and take away answers to your specific questions. All this in a group format where you can interact live and on-camera with your fellow attendees and Group leaders.

7. Great contacts and key sources of help

During the workshops, at lunches and network breaks you’ll have an unrivaled opportunity to meet with the other attendees on camera and one-on-one!

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.

8. Channel Focus is an 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 is 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 over 30 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 Virtual 2021

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