08:45 – 09:00: Conference Introduction and New Initiatives
09:00 – 09:45: Opening Conference Panel: What has changed?
5 Channel Leaders Discuss Their Key Channel Initiatives for 2021
Panel:
- Balaji Subramanian – SVP Global Channel Chief – Igel
- Christian Alvarez – SVP WW Channels – Nutanix
- Donna Grothjan – VP WW Channels – HPE/Aruba
- Rob Rae – SVP Business Development – Datto Inc.
- Cheryl Cook – Senior VP Global Partner Marketing – Dell Technologies
Moderator:
- Rod Baptie CEO Baptie & Co
10:00 – 10:45: Sessions 1 & 2
| TRACK 1 – Managing Channels in a Time of Change |
TRACK 2 – Improving Channel Performance
Programs that Make a Difference |
| Session 1: 4 Channel Leaders Discuss the Skill-sets They are Looking for in Their Future Team Leaders.
Panel:
- Todd Palmer – Head of Global Partner Sales – Tanium
- Frank Rauch – Head of WW Channel Sales – Checkpoint
- Louise McEvoy – VP of US Channels -Trend Micro
- Alyssa Fitzpatrick – GM WW Partner Sales – Microsoft
Moderator:
- Corey Pratte – VP Channel Sales – PTC
|
Session 2: What Does it Take to Build a State-of-the-Art Eco-System?
Panel:
- Rob Spee – Regional VP Channel Sales Americas – Outsystems
- Ken Marks – VP WW Channels – SentinelOne
- Lori Cornmesser – VP WW Partner Sales – CyCognito
- Chris Westfall – VP Head of Channels & Alliances – Paylocity
- Sal Patalano – CRO – Mindmatrix
Moderator:
- Dan Overgaag – Managing Partner – The Spur Group
|
10:45 – 11:15: Break and Networking
11:15 – 11:55: Sessions 3 & 4
| Session 3: Building a Carefully Targeted Partner Recruitment Strategy
Presentation:
- Joe Sykora – SVP Worldwide Channels and Partner Sales – Proofpoint
|
Session 4: Panelist Share How They are Using Collaborative Tools and Processes to Enhance the Partner Experience.
Panel:
- Pablo Gargiulo – VP Sales – LogMeIn
- Kerry Desberg – CMO – Impartner
- Michelle Hodges – VP WW Channels – GitLab
- Chanan Greenberg – SVP & General Manager Tech – Model N
Moderator:
- Scott Musson – VP Global Strategic Partners and Channel – Cloudera
|
11:55 – 13:00: Lunchtime Fun Activities (In Zoom)
13:00 – 13:45: Choice of 12 Workshops (In Zoom)
14:00 – 14:45: Sessions 5 & 6
| Session 5: A Deep Dive Into the Agent Model – Could it be Right for Your Business?
Panel:
- Chris Jones – AVP Channel Sales – AT&T
- Craig Schlagbaum – SVP Indirect Channels – Comcast Business
- Heather Tenuto – CRO – Zift Solutions
Moderator:
- Pablo Gargiulo – VP Sales – LogMeIn
|
Session 6: The DocuSign Partner Program – The 5 Things That Made the Difference
Presentation:
- Darren Bibby – VP Partner Strategy & Programs – DocuSign
|
15:00 – 15:45: 3 x 10-Minute Quick Tips Sessions
5 Things You Can Do
1: To Deliver Increased Partner Sales Remotely –
- Michelle Hodges – VP WW Channels – GitLab
2: To Increase Your Partner Share Wallet
- Susan Vincent – VP Partner Enablement – Sage Intacct
3: To Ensure Your CAMs Provide Value to a Partner CEO To Ensure Your CAMs Provide Value to a Partner CEO
- Alyssa Fitzpatrick – General Manager WW Partner Sales – Microsoft
15:45 – 15:50: Closing remarks
08:45 – 09:00: Day’s Introduction and Women’s Leadership Council Update
- Theresa Caragol – CEO & Founder – Achieve Unite
09:00 – 09:45: Keynote Day 2
Can You Administer CPR (Channel Partner re-invention)?
Presentation and Panel:
- Meaghan Sullivan – Head of Global Partner Marketing & General Business – SAP
- Taylor Macdonald – SVP – Global Channels – Sage Intacct
- Craig Schlagbaum – SVP Indirect Channels – Comcast Business
- Larry Walsh – CEO & Channel Chief Analyst – Channelnomics
10:00 – 10:45: Sessions 7 & 8
| TRACK 1 – Managing Channels in a Time of Change |
TRACK 2 – Improving Channel Performance
Programs that Make a Difference |
| Session 7: Marketplaces – 4 Vendors Discuss How They are Using Them and How They Will Impact Their Channel Strategy
Panel:
- Christian Alvarez – SVP WW Channels – Nutanix
- Louise McEvoy -VP US Channels TrendMicro
- Steve Mungall – VP Global Partners & Alliances – Red Hat
- John Muscarella – Channel Chief – Cox Business
Moderator:
- Joe Sykora – SVP WW Channels and Partner Sales – Proofpoint
|
Session 8: Building a Program that Delivers Actionable Partner and Customer Satisfaction Ratings
Presentation:
- Taylor Macdonald – SVP Global Channels – Sage Intacct
Chair:
- Karlyn Bentley – VP – Ansira
|
10:45 – 11:15: Break and Networking
10:45 – 11:15: Sessions 9 & 10
| Session 9: Recruiting and Working with MSPs – What Do They Really Want?
Panel:
- Sergio Bea – VP Global Channels – Accedian
- Rob Rae – SVP Business Development – Datto, Inc.
- Richard Flynn – Co-Founder & CMO – The Spur Group
- Laz Gonzalez – Chief Strategy Officer – Zift Solutions
Moderator:
- Larry Walsh – CEO & Channel Chief Analyst – Channelnomics
|
Session 10: Discounting and Incentives – How Does that Change in a Recurring Revenue Model?
Panel:
- Corey Pratte – VP Channel Sales – PTC
- Mike Moore – VP Channel Strategy – E2open
- Claudio Ayub – SVP TMT Lead- 360insights
- Ken Fox – CEO – Channel Mechanics
- Chanan Greenberg – SVP & General Manager Tech – Model N
Moderator:
- Rod Baptie – CEO – Baptie & CO
|
11:55 – 13:00: Lunchtime Fun Activities (In Zoom)
13:00 – 14:00: Choice of 12 Workshops (In Zoom)
14:30 – 15:15: Sessions 11 & 12
| Session 11: Beyond Conflict – Building a Partnership with Your Professional Services Team
Panel:
- Todd Palmer – Head of Global Channel Sales – Tanium
- Rob Spee – Regional VP Channel Sales Americas – Outsystems
- Micheal McCollough – Global VP Strategic Growth – Imperva
- Jeff McCullough – Global VP Channel Sales – Park Place Technologies
Moderator:
- Balaji Subramanian – SVP Global Channel Chief – Igel
|
Session 12: Ease of Doing Business – Practical Things You Can Do to Make Your Company Easier to Do Business With
Panel:
- Courtney Acuff – VP Solutions Lead – Channel Partner Program Design & Data Management – Ansira
- Kerry Desberg – CMO – Impartner
- Lori Cornmesser – VP WW Partner & Sales – CyCognito
- Steven Kellam – SVP Marketing & Alliances – 360insights
Moderator:
- Sergio Bea – VP Global Channels – Accedian
|
15:15 – 15:20: Closing Remarks
08:45 – 09:00: Day’s Introduction
09:00 – 09:45: Keynote Day 3
The Channel is Sideways
- Ross Brown – VP of Product Marketing, Oracle Cloud Infrastructure
10:00 – 10:45: Sessions 13 & 14
| TRACK 1 – Managing Channels in a Time of Change |
TRACK 2 – Improving Channel Performance
Programs that Make a Difference |
| Session 13: Why a Referral Program Could be the Key to New Customer Acquisition
Panel:
- Chris Jones – AVP Channel Sales – AT&T
- John Muscarella – Channel Chief – Cox Business
- Harbinder Khera – CEO – Mindmatrix
- Sandra Glaser Cheek – VP Global Partner Organization – Ceridian
Moderator:
- Taylor Macdonald – SVP Global Channels – Sage Intacct
|
Session 14: Best Practice in Building a Concierge Marketing Program
- Claudia Lee – VP WW Partner Marketing – Nutanix
- Jeff McCullough – Global VP Channel Sales – Park Place Technologies
- Sarah Woods – VP EMEA Marketing – F5 Networks
Moderator:
- Mike Moore – VP Channel – E2open
|
10:45 – 11:15: Break and Networking
11:15 – 11:55: Sessions 15 & 16
| Session 15: Influencers – Who are They and How Do You Work with Them?
Panel:
- Scott Musson –VP Global Strategic Partners and Channel – Cloudera
- Timm Hoyt – VP WW Partners & Alliances – PagerDuty
- Lisa Citron – VP of Global Channel Sales – F5 Networks
- Michael Fleck – VP, Global Influence Strategies – Ceridian
Moderator:
- Rod Baptie – CEO – Baptie & CO
|
Session 16: Sustainability – 4 Vendors Discuss Why Sustainability is Important to Their Overall Partner Strategy.
Moderator: Tim Acker
Panel:
- Mary Beth Walker – Head of Global Channel Strategy – HP
- Isabella Pheonix – Global Head of Channel Enablement and Sustainability – HP
- Karen Fassio – Director, One Commercial Partner Group – Microsoft
Moderator:
|
11:55 – 13:00: Lunchtime Networking (In Zoom)
13:00 – 14:00: Choice of 12 Workshops (In Zoom)
14:10 – 14:40: Channel Trends in a Time of Change
Presentation of the Conference Research
14:40 – 14:50: Closing Remarks
