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26th Annual

Channel Focus 2023

Sheraton Hotel, Universal City, CA  

November 7th, 8th, and 9th, 2023

Register Now

November 7th, 2023 Channel Focus Women’s Leadership Council Meeting


Registration and Networking


Channel Focus Women’s Leadership Council

Sessions and Workshops

Details to be announced. 

6:30-Onward                                                    The Conference Welcome Event

Day 1:  Wednesday, November 8, 2023 




Keynote Panel: AI, Ecosystems and The Rise and Rise of The Hyperscalers – Our Panel Addresses The  Key Challenges and Opportunities Channel Leaders Will Face in 2024

Panel: Nick Tidd – VP Global Channel Sales – HP

Micheal McCollough - VP Strategic Growth - Imperva

Erica Volini - SVP Global Partnerships - ServiceNow

Gretchen O'Hara - VP WW Channels & Alliances - Splunk

Moderator: Rod Baptie - CEO - Baptie & Co. 



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: Presentation: AWS and Azure – How Do You Really Leverage Their Capabilities?

Panel: Louise McEvoy - VP US Channels - Trend Micro



Session 2: Panel: The Social media (r)evolution – Panellists share their successes and failures when leveraging the latest Social platforms 

Panel: Heather K. Margolis - SVP Marketing - 360insights

Meaghan Moore - Head of Global Partner Marketing & General Business - ServiceNow

Michelle Hodges – VP – Ivanti

Tricia Atchison – VP of Global Partner and Americas Marketing – Equinix

Moderator: Karen Newnam – Global Partner  Shopify


Session 3: Panel: Doing More With Less! Our Panelists Discuss the Steps They are Taking to Enable Them to do More With Less!

Panel: Harbinder Khera - CEO - Mindmatrix

Meg Brennan - Former VP Global Channels 

Scott Goree - VP Global Partners & Alliances - Skyhigh Security

Chris Shrope - Lead High Tech Product Marketing - Model N

Moderator: Gary Levy - SVP Global Channels & Alliances - Alvaria


                                                   NETWORKING BREAK


Session 4: Panel: What Does it Take to Build an Effective Co-sell Program?

Panel: Chris Clinton - VP Global Strategic Partner & Alliances - Appian

Rachel Tuller - Head of Global Ecosystem Strategy & Programs - Cloudera

Tricia Atchison - VP Global Partner & Americas Marketing - Equinix

Moderator: Keri Bolding - Global VP Channels - Sierra Wireless


Session 5: Presentation: Tools and Technology... We Buy It, We Implement It! But How Can We Get the Channel to Better Use It?

Raegan Wilson - VP Go-to-Market & Partner Ecosystems - Spur Reply



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?

Panel: Tim Acker - Chief Partner Office - Ninjio

Ricardo Moreno - SVP WW Partnerships - Diligent

Kris Blackmon - Head of Channel Communities - Zift Solutions

Frank Rauch - Global Channel Chief - Cato Networks

Moderator: Lori Cornmesser - SVP Global Channel & Alliance - Deepwatch 




                                  FIRST WORKSHOP SERIES – CHOICE OF 12 WORKSHOPS 


SPECIAL LUNCH SESSION: AI - What are the Channel Challenges and Opportunities?

Heather Deggans - COO & VP Go-To-Market Strategy, Global Partner Solutions - Microsoft

Tony Surma - CTO, Microsoft Americas Global Partner Solutions - Microsoft

Chair: Rod Baptie - CEO - Baptie & Co.


Session 7Panel: Building a Business Portfolio and Practice to Leverage the MSP Market

Panel: Guy Cunningham - VP Channel Sales - ClearDATA

Kim King - SVP Strategic Partners & Alliances - Hitachi Vantara

Lisa Citron - VP, Global Partner Ecosystem - F5

Moderator: Carlos Blanco - VP Channel Sales - Jamf


Session 8: Partner Panel: Partner Enablement – 3 Partners With Very Different Business Models Discuss What They Really Need to Be Successful?

Panel: Ali Karimi - CEO - GTI

Oli Thordarson - CEO -Alvaka Networks

Joe Markert – CEO – TransformITive

Kevin Damghani - CEO - ITPartners+

Moderator: Larissa Crandall – VP WW Channels – Veeam 

Session 9: ClubNext Panel: The Next Generation of Channel Leaders, What Skillsets Will They Need?

Panel: Sergio Bea – VP Global Enterprise and Channel – Accedian

Moderator: Frank Rauch - Global Channel Chief - Cato Networks



Session 10: Presentation: No two partners are the same - Building and leveraging a deep understanding of your partner community

Dave Taylor - CMO - Impartner


Session 11: Panel: Our Panelists Share the Things They Have Done to Make Them Easier for Partners to do Business With.

Panel: Pablo Gargiulo - CRO - Alludo

Brenda Nobleza - Regional VP Americas Channel - Epicor

Karlyn Bentley - Senior VP Client Partnership - Ansira

Moderator: Mary Beth Walker - Head of Global Channel Strategy - HP Inc.



Session 12: Are Traditional Tiers and Deal Registration Still Relevant and if Not What Will Replace Them?

Francisco Criado - VP Global Partner Ecosystems, Global Commercial Organization - Check Point

Chair: Sergio Bea – VP Global Enterprise and Channel – Accedian







Evening Panel: The Future of Distribution – A Panel of Distributors Discuss the Best Practice in Leveraging Their Business Models. 

 Aaron Garza  - SVP Strategy & Operations  - Pax8

Ed Morales - Global VP, Security & High - Growth Technologies Business Development - TD SYNNEX

Adam Edwards – CEO – Telarus 


The Channel Focus Gala Evening Event 

A Fabulous and Fun Event  

Eat, Drink, and Be Merry with a Fabulous Band, Wonderful Food, and Great Colleagues. 


Day 2:  Thursday, November 9th, 2023




Keynote: The Shift from Channel to Ecosystem - What is Required to Make the Change?

Joe Sykora – SVP WW Channels & Partner Sales – Proofpoint

Larissa Crandall – VP of Global Channels & Alliances - Veeam Software


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?

Chair: Gwenn Lazar - VP Partner Ecosystem & Alliances - Skillsoft



Session 14: Presentation: Keeping Score on CAM and Partner Productivity.

Micheal McCollough - VP Strategic Growth - Imperva



Session 15: Panel: The Agent Model: What Is It? How Does it Work? And Could It Be Right for You? 

Panel: Dave Allen - VP NA Partner Channel Sales - Akamai Technologies

Carl White - VP Global Revenue Operation - Autodesk






Session 16: Panel: Everybody Wants the Order and the Credit - the Latest Thinking On Fostering True Direct/Indirect Collaboration?

Panel: Taylor Macdonald - Founder - RDBDG

Steve Stewart - VP Global Channels - Smartsheet

Gary Levy - SVP Global Channels & Alliances - Alvaria

Session 17: Panel:  How Do You Balance and Reward the Importance of Sourced Opportunities Brought By Partners and Influenced Opportunities You Bring Partners Into?

Panel: Aslam Jamal - VP WW Channels - Informatica

Jeff McCullough - Global VP Partnerships

Balaji Subramanian - VP Global Partner Ecosystems - Zuota

Moderator: Richard Flynn - Partner & CMO - Spur Reply

Session 18: Presentation: The Secrets Revealed - How Do You Maximize Returns From a TSD (Master Agent) Relationship

Panel: Craig Schlagbaum - SVP, Indirect Channels - Comcast Business


Meet the Sponsors – Your Chance to Meet our Sponsors


LUNCH – Women’s Leadership Council Report


Session 19: Presentation: Vendor M & A - Beyond the Deal - How Do you Bring Both Companies Teams, Partners, and Customers Together.

Michael DePalma - VP Business Development - Datto


Session 20: Panel: MDF ROI – Our Panelists Discuss, How They are Tying $ Invested to Actual Results.

Panel: Mary Beth Walker - Head of Global Channel Strategy - HP Inc.

Claudio Ayub - SVP TMT Lead - 360insights

Keri Bolding - Global VP Channels - Sierra Wireless


Session 21: Panel: Recruiting and Enabling Agents - What Do They Want?

Panel: Chris Jones - AVP Channel Sales - AT&T







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.

Panel: Carlos Blanco - VP Channel Sales - Jamf

Alex Thurber -SVP Global Partners & Alliances – Riverbed Technology

Moderator: Gwenn Lazar - VP Partner Ecosystem & Alliances - Skillsoft

Session 23: Panel: How Do You Create Meaningful Automation Whilst Still Giving the Partners the Personal Attention They Need?

Panel: Laura Cooling-Braasch - Sr. Director, Client Partnership - Ansira

Harbinder Khera - CEO - Mindmatrix

Anthony D'Angelo - VP Sales - Zift Solutions

Donal Ryan - Product Line Manager - Model N

Moderator: Jeff McCullough - Global VP Partnerships

Session 24: Panel: The Future of the Agent Model


Panel: John Muscarella - Channel Chief - Cox Business



Benchmark Survey & Concluding Remarks: The Channel Focus Benchmark Survey - The Results - What Really Matters to Vendors and Partners?