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The Agenda
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AI, Ecosystems and The Rise and Rise of The Hyperscalers – Our Panel Addresses The Key Challenges and Opportunities Channel Leaders Will Face in 2024
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| TRACK 1 – Managing Complex Channels in a Time of Change | TRACK 2 – Improving Channel Performance. Programs that Make a Difference |
TRACK 3 – Channel Strategy |
| Session 1: AWS and Azure – how do you really leverage their capabilities?
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Session 2: Panel: The Social media (r)evolution – Panellists share their successes and failures when leveraging the latest Social platforms
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Session 3: Panel: Doing More With Less! Our Panelists Discuss the Steps They are Taking to Enable Them to do More With Less!
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| Session 4: Panel: What Does it Take to Build an Effective Co-sell Program?
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Session 5: Presentation: Tools and Technology… We Buy It, We Implement It! But How Can We Get the Channel to Better Use It?
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Session 6: Panel: It’s so Much More Than Top-Line – How Do You Measure and Communicate to the ‘C’ Suite the Channel’s Role in Driving Incremental Growth and Profitability?
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AI – What are the Channel Challenges and Opportunities?
| Session 7: Panel: Building a Business Portfolio and Practice to Leverage the MSP Market
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Session 8: Partner Panel: Partner Enablement – 3 Partners With Very Different Business Models Discuss What They Really Need to Be Successful?
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Session 9: ClubNext Panel: The Next Generation of Channel Leaders, What Skillsets Will They Need?
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Session 10: Presentation: No two partners are the same – Building and leveraging a deep understanding of your partner community
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Session 11: Panel: Our Panelists Share the Things They Have Done to Make Them Easier for Partners to do Business With.
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Session 12: Are Traditional Tiers and Deal Registration Still Relevant and if Not What Will Replace Them?
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The Future of Distribution – A Panel of Distributors Discuss the Best Practice in Leveraging Their Business Models.
A Fabulous and Fun Event
Eat, Drink, and Be Merry with a Fabulous Band, Wonderful Food, and Great Colleagues.
The Shift from Channel to Ecosystem – What is Required to Make the Change?
| TRACK 1 – Managing Channels in a Time of Change | TRACK 2 – Improving Channel Performance. Programs that Make a Difference |
TRACK 3 – The Agent Model |
| Session 13: Its Much More Than SaaS – As a Service Models – How Do You Effectively Drive Those Through the Channel?
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Session 14: Presentation: Keeping Score on CAM and Partner Productivity.
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Session 15: Panel: The Agent Model: What Is It? How Does it Work? And Could It Be Right for You?
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| Session 16: Panel: Everybody Wants the Order and the Credit – the Latest Thinking On Fostering True Direct/Indirect Collaboration?
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Session 17: Panel: How Do You Balance and Reward the Importance of Sourced Opportunities Brought By Partners and Influenced Opportunities You Bring Partners Into?
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Session 18: Presentation: The Secrets Revealed – How Do You Maximize Returns From a TSD (Master Agent) Relationship
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Session 19: Presentation: Vendor M & A – Beyond the Deal – How Do you Bring Both Companies Teams, Partners, and Customers Together.
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Session 20: Panel: MDF ROI – Our Panelists Discuss, How They are Tying $ Invested to Actual Results.
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Session 21: Panel: Recruiting and Enabling Agents – What Do They Want?
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| Session 22: Panel: Panellists share the key steps they have taken to build a program to effectively work with and Reward the many direct groups and influencers involved in today’s complex deals.
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Session 23: Panel: How Do You Create Meaningful Automation Whilst Still Giving the Partners the Personal Attention They Need?
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Session 24: Panel: The Future of the Agent Model
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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 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 (in Pacific time zome):
Wednesday, April 6: 1:00-1:45 PM
Thursday, April 7: 1:00-2:00 PM
Your choice of 8 workshops:
The Discussion Workshops – A Real Opportunity to Debate These Issues
1. How do you build an effective MSP strategy?
2. How do you enable your partners to be better marketers?
3. The Channel chief of the future, which new skill-sets will be required?
4. Could you, should you and if so how, do you embed your partners, into your marketplace strategy?
The Five Golden Rules Workshops – The 5 Things That Will Make You More Effective at
5. Increasing engagement with your partner portal
6. Understanding who are your influencers and how you influence them
7. Developing an effective engagement strategy for your SaaS products
8. Building an effective GSI strategy?
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.
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