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Conference Agenda

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25th Anniversary Year

(The third virtual but very live edition!)

Channel Focus Virtual Spring 2022

April 6-7, 2022

 

Day 1: Wednesday, April 6th, 2022

8:45-9:00 PT

Conference Introduction & New Initiatives

9:00-9:45

Opening Conference Panel:

Let’s get practical – how do you evolve your programs to meet the needs of differing partner types?

Panel:
Jeff McCullough – Global VP for Partner Sales – SolarWinds

Joe Sykora – SVP WW Channels and Partner Sales – Proofpoint
Karl Soderlund – SVP WW Channel Sales – Palo Alto Networks
Jeremy Butt – RingCentral

Nick Tidd – VP Global Partner Organization - Poly

Moderator:
Rod Baptie – CEO – Baptie & Co.

TRACK 1 - Managing Channels in a Time of Change

TRACK 2 - Improving Channel Performance. Programs that Make a Difference

10:00-10:45

Session 1:

4 Channel Partners discuss how their business is changing and how this changes what they need from their vendors?

 

Moderator:
Christian Alvarez – SVP WW Channels – Nutanix

Session 2:

What does it take to build a state-of-the-art incentive program?

Panel:
Sergio Bea - VP Global Channels - Accedian
Richard Flynn - CMO & Co-Founder – The Spur Group
Claudio Ayub – SVP TMT Lead – 360insights
Ken Fox - CEO - Channel Mechanics

Moderator:
Joe Sykora – SVP WW Channels and Partner Sales – Proofpoint

10:45-11:15

Break and Networking

11:15-11:55

Session 3:

How do you build and measure an effective partner success program? 

Panel:
Keri Bolding - VP of Channel Sales - Sierra Wireless
Crystal Ferriera - Head of B2B Channels - Logitech
Karen Strub - VP Client Services - Vistex

Moderator:
Corey Pratte - VP Global Partner Sales - Cadence

 

Session 4:

Developing a state-of-the-art collaborative marketing program with your channel partners.

Panel:
Tricia Atchison - VP WW Partner Engagement & Experience - Citrix
Courtney Acuff - SVP, Marketing - Ansira
Cheryl Cook - SVP Global Partner Marketing - Dell
Harbinder Khera - CEO & Founder - Mindmatrix

Moderator:
Heather K. Margolis – SVP of Marketing – 360insights

 

11:55-1:00

Lunchtime – Meet the Attendees (In Zoom)

 

1:00-1:45 Choice of 8 Workshops (In Zoom)
2:00-2:45

Session 5: 

Changing your partner and your own teams’ compensation models to better reward their and your needs in today’s rapidly evolving market.

Panel:
Michelle Hodges - VP WW Channels - Gitlab
Dave Allen - VP Americas Channels - Akamai
Kevin Rooney - VP Americas Channel Sales - Veeam

Moderator:
Frank Rauch - Head of WW Channel Sales - Checkpoint

Session 6: 

The partner portal evolution – how do you create a meaningful experience for your partners?

Panel:
Kerry Desberg - CMO - Impartner

 

Moderator:
Tim Acker - VP Global Channels and Alliances - Ninjio                                                                      

3:00–3:45

3 x 10 minute quick tips sessions – 5 things you can do:

1: To further your career prospects: Frank Rauch - Head of WW Channel Sales - Checkpoint

2: To more effectively on-board and activate new partners

3: To gain mindshare with your partner’s ‘C’ suite

3:45-3:50 Closing Remarks

Day 2: Thursday, April 7th, 2022

8:45-9:00

Day’s introduction and Women’s Leadership Council and DEI Council updates

9:00-9:45

Keynote Panel Day 2: Stop, start, continue – the panel debates the elements of their programs that fit into each of these categories.

Panel:
Taylor Macdonald - SVP Global Channels - Sage Intaact Inc. 
Mary Beth Walker - Head of Global Channel GTM Strategy - HP Inc.
Cheryl Cook - SVP Global Partner Marketing - Dell Technologies

Moderator:
Rod Baptie – CEO – Baptie & Co

TRACK 1 - Managing Channels in a Time of Change

TRACK 2 - Improving Channel Performance. Programs that Make a Difference

10:00-10:45

Session 7:

Marketplaces – 4 vendors using them in very different ways discuss their marketplace strategies.

Panel:
Jeff McCollough - Global VP Partner Sales - SolarWinds
Crystal Ferriera - Head of B2B Channels - Logitech
Chris Westfall - Paylocity


Moderator:
Dan Overgaag - Managing Director - The Spur Group

 

 Session 8: 

Building an XaaS go to market strategy.

Panel: 
Corey Pratte - VP Global Partner Sales - Cadence
10:45-11:15

Break and Networking

11:15-11:55

Session 9:

Recruiting and working with ISVs – what do they really want?


Panel:
Christian Alvarez – SVP WW Channels – Nutanix


Session 10:

Partner performance metrics – what data do you need and how do you gather  and present it?


Panel:
Mary Beth Walker - Head of Global Channel GTM Strategy - HP Inc.
Jeremy Butt - RingCentral
Nick Tidd - VP Global Partner Organization - Poly

Moderator: 
Karlyn Bentley - VP - Ansira
11:55-1:00

Lunchtime Meet the Attendees (In Zoom)

1:00-2:00 Choice of 8 Workshops (In Zoom)
2:30-3:15

Session 11:

4 Channel leaders discuss the critical things that helped elevate their careers

Panel: 
Lori Cornmesser - VP, WW Partner Sales - CyCognito
Tricia Atchison - VP WW Partner Engagement & Experience - Citrix
Sergio Bea - VP Global Channels - Accedian
Kevin Rooney - VP Americas Channel Sales - Veeam

Moderator:
Michelle Hodges - VP WW Channels - GitLab

 

Session 12:

Partner churn – retaining those you want, retiring those you don’t and recruiting those you need.

 

Panel:
Taylor Macdonald - SVP Global Channels - Sage Intaact Inc.
Keri Bolding - VP Channel Sales - Sierra Wireless
Karl Soderlund – SVP WW Channel Sales – Palo Alto Networks

Moderator:
Frank Rauch - Head of WW Channel Sales - Checkpoint

3:15–3:20

Closing remarks