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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

 

TRACK 1
Managing Channels in a Time of Change

 

TRACK 2
Improving Channel Performance
Programs that Make a Difference

Day 0: Tuesday - November 2, 2021

9:30 - 5:00

Women's Leadership Council
Sessions and Workshops

Details Coming Soon...

 

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
 

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 Session 2: What is the role of the vendor and the Channel in marketing to today’s technology buyer?
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 Session 4: New compensation models- moving from rewarding the transaction to rewarding competency and behaviors
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?
1:50-2:30 Session 5: Master Agents – Ignore them at your peril! Session 6: Beyond what we do today - What is the future role of an MDF program?
2:35-3:15 Session 7: A panel of partners discuss their business models, their clients, and what they need from vendors Session 8: Re-engineering your Channel programs – creating a Channel transformation roadmap?
3:20-3:40 NETWORKING BREAK
3:45–4:45 SECOND WORKSHOP SERIES – CHOICE OF 10 WORKSHOPS
4:50-5:50 Evening Panel: Customer panel - A panel of customers discuss their changing buying strategies and what they want from their partners
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!
  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: Distribution: What is the role of distribution when we don’t need to pick, pack, and ship Session 10: Understanding the partners you need and building a carefully targeted recruitment campaign to attract them
10:10-10:30 NETWORKING BREAK
10:30-11:30 THIRD WORKSHOP SERIES – CHOICE OF 10 WORKSHOPS
11:35-12:15 Session 11: Recalibrating Channel lift – The latest thinking on how you quantify, what partners bring to the table? Session 12: Renewals the key to success – Creating partner renewal competency and rewarding partners for renewals?
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? Session 14: Financial acumen the essential skill - understanding partner economics
2:30-3:30 FOURTH WORKSHOP SERIES – CHOICE OF 10 WORKSHOPS
3:30-3:50 NETWORKING BREAK
3:55-4:35 Session 15: Creating a program to target the influencer channel Session 16: Building a model to effectively measure both the partner and customer experience
4:35-5:00 Benchmark Survey & Concluding Remarks:
The Channel Focus Benchmark Survey - The Results - What Really Matters to Vendors and Partners?