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The Agenda
Click a tab below to view the agenda for that day:
Let’s get practical – how do you evolve your programs to meet the needs of differing partner types?
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| TRACK 1 – Managing Channels in a Time of Change | TRACK 2 – Improving Channel Performance. Programs that Make a Difference |
| Session 1: 3 Channel Partners discuss how their business is changing and how this changes what they need from their vendors.
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Session 2: What does it take to build a state-of-the-art incentive program?
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| Session 3: Building and measuring an effective partner success program.
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Session 4: Developing a state-of-the-art collaborative marketing program with your channel partners.
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DEI “Tell Us Your Story”: Are things changing? Two generations share their DEI experiences
| Session 5: Changing compensation models to better reward your team’s and your partners’ needs in today’s rapidly evolving market.
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Session 6: The partner portal evolution – how do you create a meaningful experience for your partners?
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5 things you can do
1: To further your career prospects Frank Rauch – Head of WW Channel Sales – Check Point
2: To more effectively on-board and activate new partners Marc Monday – Global VP of Strategic Partnerships – Sage
3: To gain mindshare with your partner’s ‘C’ suite Rob Rae – SVP of Business Development – Datto, Inc
Keynote day 2: Stop, start, continue – the panel debates the elements of their programs that fit into each of these categories.
Panel:
| TRACK 1 – Managing Channels in a Time of Change | TRACK 2 – Improving Channel Performance. Programs that Make a Difference |
| Session 7: Marketplaces – 3 vendors using them in very different ways discuss their marketplace strategies.
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Session 8: Building an XaaS go to market strategy.
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| Session 9: Recruiting and working with ISVs – what do they really want?
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Session 10: Partner performance metrics – identifying, gathering, and presenting data.
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How the Ukraine War is Reshaping Everything
| Session 11: 3 Channel leaders discuss the critical things that helped elevate their careers.
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Session 12: Partner churn – retaining those you want, retiring those you don’t and recruiting those you need.
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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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