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Conference Agenda

Channel Focus North America 2021

November 2/3/4, 2021

LOCATION: 
Laguna Cliffs Marriott Resort & Spa
Dana Point, CA

All times are Pacific Time

Day 0: Tuesday - November 2, 2021

7:30 - 4:00

The Channel Focus Women's Leadership Council Full-Day Event
CLICK HERE TO SEE THE COMPLETE AGENDA

6:00 pm - Registration 

6:30 to 10:00 pm  - Welcome Event

 

Day 1: Wednesday - November 3, 2021

7:30-8:15 BREAKFAST
8:15-9:15

KEYNOTE PANEL: Things have changed – 4 Channel leaders discuss the key changes they are making as we head into 2022

Panel:
Taylor Macdonald – SVP Global Channels – Sage/Intacct
Pablo Gargiulo – VP Partner sales – LogMeIn
Louise McEvoy – VP US Channels – Trend Micro
Micheal McCollough – Global VP Strategic Growth - Imperva

 

TRACK 1 - Managing Channels in a Time of Change

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

9:30-10:10

Session 1: Case study - building a world-class MSP program

Sergio Bea – VP Global Channels - Accedian

Session 2: New compensation models- moving from rewarding the transaction to rewarding competency and behaviors

Mike Moore – VP Channel Strategy – E2open

10:10-10:30 NETWORKING BREAK
10:35-11:15

Session 3: Progressing your career! A panel of Channel leaders discuss the skills they are looking for in their future team leaders

Panel:
Nick Tidd - VP Global Partner Organization – Poly
Tim Acker
Kathleen Curry - SVP Global Enterprise Channels - McAfee

Session 4: What is the role of the vendor and the Channel in marketing to today’s technology buyer?

Harbinder Khera – CEO & President- Mindmatrix

11:20-12:20 FIRST WORKSHOP SERIES – CHOICE OF 10 WORKSHOPS
12:20-1:50

SPECIAL LUNCH SESSION: Channel Heresy – Should you be considering taking more sales direct?

Joe Sykora – SVP WW Channels and Partner Sales - Proofpoint

1:50-2:30

Session 5: Understanding the partners you need and building a carefully targeted recruitment campaign to attract them

Frank Rauch – Head of WW Channel Sales - Check Point

Session 6: Beyond what we do today - what is the future role of an MDF program?

Laz Gonzalez – Chief Strategy officer – Zift Solutions

2:35-3:15

Session 7: A panel of partners discuss their business models, their clients, and what they need from vendors

Moderator: Rob Rae – SVP Business Development - Datto

Panel:

Session 8: Financial acumen the essential skill - Understanding partner economics

Dan Overgaag – Managing Director – The Spur Group
Richard Flynn – Co-Founder & CMO – The Spur Group

3:20-3:40 NETWORKING BREAK
3:45–4:45 SECOND WORKSHOP SERIES – CHOICE OF 10 WORKSHOPS
4:50-5:50

Evening Panel: Distribution: What is the role of distribution when we don’t need pick, pack, and ship

Moderator: Larissa Crandall - VP WW Channel and Alliances - Gigamon

Panel:
Jeff McCullough – Global VP Channel Sales - Park Place Technologies
Balaji Subramanian – SVP Global Channel – Chief – Igel
Marc Monday - VP of Strategic Partnerships - Sage
Christian Alvarez - SVP Channel - Nutanix

7:00-Onwards

Channel Focus Gala Evening Event

A fabulous and fun event
Eat, drink and be merry with awesome entertainment, wonderful food, and great colleagues

 

Day 2: Thursday - November 4, 2021

7:30-8:15 BREAKFAST
8:15-9:15

KEYNOTE PANEL: Marketplaces explained - It's so much more than AWS and Azure!

Nick Tidd - VP Global Partner Organization – Poly
Steve Mungall – VP Global Partner & Alliances – Red Hat
Alyssa Fitzpatrick - General Manager WW Partner Sales - Microsoft
Cheryl Cook - SVP Global Partner Marketing - Dell Technologies

  TRACK 1 - Managing Channels in a Time of Change TRACK 2 - Improving Channel Performance.
Programs that Make a Difference
9:25-10:05

Session 9: Re-engineering your Channel programs – Creating a Channel transformation roadmap?

Mary Beth Walker – Head of Global Channel GTM Strategy – HP Inc
Dave Allen – VP Channel Sales and Marketing Americas – Akamai Technologies
Meg Brennan - VP, Global Channels - Riverbed Technologies
Moderator: Donna Grothajn - VP WW Channel Sales - Aruba/HPE 

Session 10: How do you create meaningful engagement with all the parties involved in your transactions?

Claudio Ayub – SVP – 360insights

10:10-10:30 NETWORKING BREAK
10:30-11:30 THIRD WORKSHOP SERIES – CHOICE OF 10 WORKSHOPS
11:35-12:15

Session 11: Building, Enabling, and Measuring the Impact of an Influencer Channel

Sandra Glaser Cheek – VP Global Partner Strategy and Programs - Ceridian
Michael Fleck - VP, Global Influence Partners - Ceridian

Session 12: Building a model to effectively measure both the partner and customer experience

TC Doyle – Channel Evangelist - Impartner

12:15-12:45 Meet the sponsors – your chance to meet our sponsors
12:50-1:50 LUNCH – Women’s Leadership and DEI Council Reports
1:50-2:30

Session 13: How do you create a partner-obsessed culture?

Timm Hoyt - VP WW Partner & Alliances – PagerDuty

Session 14: Implementing Lifecycle Reward Programs to Support Recurring Revenue and Emerging Channel Roles

Chanan Greenberg - SVP & GM, High Tech - Model N
Bernard Gutierrez - VP, Solutions - Model N

2:30-3:30 FOURTH WORKSHOP SERIES – CHOICE OF 10 WORKSHOPS
3:30-3:50 NETWORKING BREAK
3:55-4:35

Session 15: Recalibrating Channel lift – The latest thinking on how you quantify what partners bring to the table?

Courtney Acuff – Channel Solution Lead – Ansira
Karlyn Bently – VP – Ansira

Session 16: It’s all about the data! Understanding and using Channel analytics

Karen Strub – VP Client Services - Vistex

4:35-5:00 Benchmark Survey & Concluding Remarks:
The Channel Focus Benchmark Survey - The Results - What Really Matters to Vendors and Partners?