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Conference Agenda

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 - All times Pacific

8:45-9:45am

Conference Introduction & New Initiatives & 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

Karl Soderlund - SVP WW Channel Sales - Palo Alto Networks

Joe Sykora - SVP WW Channels & Partner Sales - Proofpoint

Nick Tidd - VP Global Partner Organization - Poly

Moderator:

Rod Baptie - CEO & President - Baptie & Company

TRACK 1 - Managing Channels in a Time of Change

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

10:00-10:45am

Session 1: 3 Channel Partners discuss how their business is changing and how this changes what they need from their vendors.

Panel:

Joanna Mirov - Founder & CEO - MXOtech, Inc.

Kayvan Yazdi - Principal - TruAdvantage

Wade Yeaman - CEO - Fluid IT Services

Moderator:

Christian Alvarez - SVP WW Channels - Nutanix

Session 2: What does it take to build a state-of-the-art incentive program?

Panel:

Claudio Ayub - SVP TMT Lead - 360insights

Sergio Bea - VP Global Channels - Accedian

Richard Flynn - Co-Founder & CMO - The Spur Group

Ken Fox - CEO - Channel Mechanics

Moderator:

Joe Sykora - SVP WW Channels & Partner Sales - Proofpoint                                                              

10.45-11:15am Break and networking
11:15-11:55am

Session 3: Building and measuring an effective partner success program.

Panel:

Keri Bolding - VP of Channel Sales -

Sierra Wireless

Crystal Ferreira - Head of B2B Channels - Logitech

Sara Seegers - RVP Indirect Channel Sales & Opportunity Management - Lumen

Karen Strub - VP Client Services - Vistex

Moderator:

Corey Pratte - VP of Global Partner Sales - Cadence                        

Session 4: Developing a state-of-the-art collaborative marketing program with your channel partners.

Panel:

Courtney Acuff - SVP of Marketing – Ansira

Tricia Atchison - VP WW Partner Engagement & Experience - Citrix

Cheryl Cook - SVP Global Partner Marketing - Dell Technologies

Harbinder Khera - CEO & Founder - Mindmatrix

Moderator:

Heather Margolis - SVP of Marketing - 360insights

 

11:55-1:00pm

Lunchtime – (In Zoom) – DEI “Tell Us Your Story”: Are things changing? Two generations share their DEI experiences

Donna Grothjan - VP WW Channels - HPE/Aruba
Katie Grothjan - Digital Marketing Manager - Ingram Micro
Frank Rauch - Head of WW Channel Sales - Check Point

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

Session 5: Changing compensation models to better reward your team’s and your partners’ needs in today’s rapidly evolving market.

Panel:

Dave Allen - VP Americas Channels - Akamai Technologies

Michelle Hodges - VP WW Channels - Gitlab

Chris Jones - AVP Sales Channel - AT&T Integrated & Partner Solutions / Alliance Channel / ACC Business

Kevin Rooney - VP Americas Channel Sales - Veeam Software

Moderator:

Frank Rauch - Head of WW Channel Sales - Check Point

Session 6: The partner portal evolution – how do you create a meaningful experience for your partners?


Panel:

Gary Sabin - VP Product Management - Impartner

Claudia Lee - VP Partner Marketing - Nutanix

Derek Smith - VP, Global Sales & Partnerships - ChannelAssist

Moderator:

Tim Acker - VP Global Channels & Alliances - Ninjio

                                                                              

3:00–3:45pm

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 - Check Point

2: To more effectively on-board and activate new partners Marc Monday - Global VP of Strategic Partnerships - Sage

3: To gain mindshare with your partner’s ‘C’ suite Rob Rae - SVP of Business Development – Datto, Inc

3:45-3:50pm Closing remarks

Day 2: Thursday April 7th, 2022 - All times Pacific

8:45-9:45am

Day’s introduction and Women’s Leadership Council and DEI Council updates - Rod Baptie - CEO & President - Baptie & Company

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

Panel:

Cheryl Cook - SVP Global Partner Marketing - Dell Technologies

Matt Cook - VP Global Partner Organization - Ciena

Taylor Macdonald - Founder - RDBDG

Mary Beth Walker - Head of Global Channel Strategy - HP

Moderator:

Rod Baptie - CEO & President - Baptie & Company

TRACK 1 - Managing Channels in a Time of Change

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

10:00-10:45am

Session 7: Marketplaces – 3 vendors using them in very different ways discuss their marketplace strategies.

Panel:

Crystal Ferreira - Head of B2B Channels - Logitech

Jeff McCullough - Global VP for Partner Sales - SolarWinds

Chris Westfall - VP & Head of Channels & Alliances - Paylocity

Moderator:

Dan Overgaag - Managing Director - The Spur Group

Session 8: Building an XaaS go to market strategy.

Panel:

Lisa Citron - VP Global Channel Sales - F5

Rob Rae - SVP of Business Development – Datto, Inc

Carmen Sorice - SVP Strategic Partnerships - Tangoe

Moderator:  

Theresa Caragol - CEO & Founder - AchieveUnite                                      

10:45-11:15am Break and networking
11:15-11:55am

Session 9: Recruiting and working with ISVs – what do they really want?

Panel:

Christian Alvarez - SVP WW Channels - Nutanix

Alyssa Fitzpatrick - VP & General Manager SMG Global Partner Sales – Intel

Marc Monday - Global VP of Strategic Partnerships - Sage

Moderator:

Rod Baptie – CEO & Founder – Baptie & Co.

Session 10: Partner performance metrics – identifying, gathering, and presenting data.

Panel:

Tim Acker - VP Global Channels & Alliances - Ninjio

Meg Brennan - VP Global Channels - Riverbed Technology

Nick Tidd - VP Global Partner Organization - Poly

Mary Beth Walker - Head of Global Channel Strategy - HP

Moderator:

Laura Cooling-Braasch - AVP, Client Partnership – Ansira

11:55-1:00pm Lunchtime (In Zoom): How the Ukraine War is Reshaping Everything
Larry Walsh - CEO & Chief Analyst - Channelnomics
1:00-2:00pm Choice of 8 Workshops (In Zoom)
2:30-3:15pm

Session 11: 3 Channel leaders discuss the critical things that helped elevate their careers.

Panel:

Tricia Atchison - VP WW Partner Engagement & Experience - Citrix

Sergio Bea - VP Global Channels -Accedian

Lori Cornmesser - VP Global Channel Sales - CyCognito

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:

Keri Bolding - VP Channel Sales - Sierra Wireless

Chris Jones - AVP Sales Channels - AT&T Integrated & Partner Solutions / Alliance Channel / ACC Business

Taylor Macdonald - Founder - RDBDG

Karl Soderlund - SVP WW Channel Sales - Palo Alto Networks

Moderator:

Frank Rauch- Head of WW Channel Sales - Check Point

3:15–3:20pm Closing remarks

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