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Conference Agenda

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24th Edition
(Second Virtual but Very Live Edition!)
Channel Focus Virtual 2021

April 20th, 21st, and 22nd, 2021
(Pacific Time)

Day 1: Tuesday, April 20, 2021

8:45-9:00 PT

Conference Introduction and New Initiatives

9:00-9:45 PT

Opening Conference Panel: What has changed? – 5 Channel Leaders Discuss Their Key Channel Initiatives for 2021

Panel:
Balaji Subramanian – SVP Global Channel Chief  – Igel
Christian Alvarez – SVP WW Channels – Nutanix
Donna Grothjan - VP WW Channels - HPE/Aruba
Rob Rae - SVP Business Development - Datto Inc.
Cheryl Cook - Senior VP 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 PT

Session 1: 4 Channel Leaders Discuss the Skill-sets They are Looking for in Their Future Team Leaders.

Panel:
Todd Palmer – Head of Global Partner Sales – Tanium
Frank Rauch – Head of WW Channel Sales - Checkpoint
Louise McEvoy - VP of US Channels -Trend Micro
Alyssa Fitzpatrick  - GM WW Partner Sales  - Microsoft

Moderator: Corey Pratte – VP Channel Sales  - PTC

Session 2: What Does it Take to Build a State-of-the-Art Eco-System?

Panel:

Rob Spee – Regional VP Channel Sales Americas – Outsystems
Ken Marks – VP WW Channels – SentinelOne
Lori Cornmesser – VP WW Partner  Sales - CyCognito
Chris Westfall - VP Head of Channels & Alliances -  Paylocity
Sal Patalano - CRO - Mindmatrix

Moderator: Dan Overgaag - Managing Partner - The Spur Group

 10:45 - 11:15 PT Break and Networking
11:15-11:55 PT

Session 3: Building a Carefully Targeted Partner Recruitment Strategy

Presentation:
Joe Sykora - SVP Worldwide Channels and Partner Sales - Proofpoint

Session 4: Panelist Share How They are Using Collaborative Tools and Processes to Enhance the Partner Experience.

Panel:
Pablo Gargiulo - VP Sales - LogMeIn
Kerry Desberg - CMO - Impartner
Michelle Hodges - VP WW Channels - GitLab
Chanan Greenberg - SVP & General Manager Tech - Model N

Moderator: Scott Musson - VP Global Strategic Partners and Channel - Cloudera

11:55-1:00 PT Lunchtime Fun Activities (In Zoom)
1:00-1:45 PT Choice of 12 Workshops (In Zoom)
2:00-2:45 PT

Session 5: A Deep Dive Into the Agent Model – Could it be Right for Your Business?

Panel:
Chris Jones - AVP Channel Sales - AT&T
Craig Schlagbaum - SVP Indirect Channels - Comcast Business
Heather Tenuto - CRO - Zift Solutions

Moderator: Pablo Gargiulo - VP Sales - LogMeIn

Session 6: The DocuSign Partner Program – The 5 Things That Made the Difference

Presentation: 
Darren Bibby – VP Partner Strategy & Programs - DocuSign

3:00-3:45 PT

3 x 10-Minute Quick Tips Sessions – 5 Things You Can Do

1: To Deliver Increased Partner Sales Remotely -
Michelle Hodges - VP WW Channels - GitLab
2: To Increase Your Partner Share Wallet
Susan Vincent - VP Partner Enablement  - Sage Intacct
3: To Ensure Your CAMs Provide Value to a Partner CEO To Ensure Your CAMs Provide Value to a Partner CEO 
Alyssa Fitzpatrick - General Manager WW Partner Sales - Microsoft

3:45-3:50 PT Closing remarks
Day 2: Wednesday, April 21, 2021
8:45-9:00 PT

Day’s Introduction and Women's Leadership Council Update

Theresa Caragol - CEO & Founder - Achieve Unite

9:00-9:45 PT

Keynote Day 2: Can You Administer CPR (Channel Partner re-invention)?

Presentation and Panel
Meaghan Sullivan - Head of Global Partner Marketing & General Business - SAP
Taylor Macdonald - SVP - Global Channels - Sage Intacct
Craig Schlagbaum - SVP Indirect Channels - Comcast Business
Larry Walsh - CEO & Channel Chief Analyst - Channelnomics

TRACK 1 - Managing Channels in a Time of Change

TRACK 2 - Improving Channel Performance
Programs that Make a Difference

10:00-10:45 PT

Session 7: Marketplaces – 4 Vendors Discuss How They are Using Them and How They Will Impact Their Channel Strategy

Panel:
Christian Alvarez – SVP WW Channels – Nutanix Louise McEvoy -VP US Channels TrendMicro
Steve Mungall - VP Global Partners & Alliances - Red Hat 
John Muscarella - Channel Chief - Cox Business 

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

Session 8: Building a Program that Delivers Actionable Partner and Customer Satisfaction Ratings

Presentation:
Taylor Macdonald – SVP Global Channels – Sage Intacct

Chair: Karlyn Bentley – VP - Ansira

 

10:45-11:15 PT Break and Networking
11:15-11:55 PT

Session 9: Recruiting and Working with MSPs – What Do They Really Want?

Panel:
Sergio Bea – VP Global Channels - Accedian
Rob Rae - SVP Business Development - Datto, Inc.
Richard Flynn - Co-Founder & CMO - The Spur Group
Laz Gonzalez - Chief Strategy Officer - Zift Solutions

Moderator:Larry Walsh - CEO & Channel Chief Analyst - Channelnomics

Session 10: Discounting and Incentives – How Does that Change in a Recurring Revenue Model?

Panel:
Corey Pratte – VP Channel Sales – PTC
Mike Moore – VP Channel Strategy - E2open
Claudio Ayub - SVP  TMT Lead- 360insights
Ken Fox - CEO - Channel Mechanics
Chanan Greenberg - SVP & General Manager Tech - Model N

Moderator: Rod Baptie - CEO - Baptie &  CO

 

11:55-1:00 PT Lunchtime Fun Activities (In Zoom)
1:00-2:00 PT Choice of 12 Workshops (In Zoom)
2:30-3:15 PT

Session 11: Beyond Conflict - Building a Partnership with Your Professional Services Team

Panel:
Todd Palmer – Head of Global Channel Sales – Tanium
Rob Spee – Regional VP Channel Sales Americas  - Outsystems
Micheal McCollough - Global VP Strategic Growth - Imperva
Jeff McCullough - Global VP Channel Sales - Park  Place Technologies

Moderator: Balaji Subramanian – SVP Global Channel Chief - Igel

Session 12: Ease of Doing Business – Practical Things You Can Do to Make Your Company Easier to Do Business With

Panel:
Courtney Acuff – VP Solutions Lead - Channel Partner Program Design & Data Management – Ansira
Kerry Desberg – CMO – Impartner
Lori Cornmesser – VP WW Partner &  Sales   - CyCognito
Steven Kellam - SVP Marketing & Alliances  - 360insights

Moderator: Sergio Bea - VP Global Channels  - Accedian

3:15-3:20 PT Closing Remarks

Day 3: Thursday, April 22, 2021

8:45-9:00 PT Day’s Introduction
9:00-9:45 PT

Keynote Day 3: The Channel is Sideways
Ross Brown – VP of Product Marketing, Oracle Cloud Infrastructure

TRACK 1 - Managing Channels in a Time of Change

TRACK 2 - Improving Channel Performance
Programs that Make a Difference

10:00-10:45 PT

Session 13: Why a Referral Program Could be the Key to New Customer Acquisition

Panel:
Chris Jones – AVP Channel Sales  – AT&T
John Muscarella - Channel Chief - Cox Business Harbinder Khera - CEO - Mindmatrix
Sandra Glaser Cheek - VP Global Partner Organization - Ceridian 

Moderator: Taylor Macdonald – SVP Global Channels – Sage Intacct

Session 14: Best Practice in Building a Concierge Marketing Program

Claudia Lee - VP WW Partner Marketing - Nutanix
Jeff McCullough - Global VP Channel Sales -  Park Place Technologies Sarah Woods - VP EMEA Marketing - F5 Networks 

Moderator: Mike Moore – VP Channel - E2open

10:45-11:15 PT Break and Networking
11:15-11:55 PT

Session 15: Influencers – Who are They and How Do You Work with Them?

Panel:
Scott Musson –VP Global Strategic Partners and Channel - Cloudera
Timm Hoyt - VP WW Partners & Alliances  - PagerDuty
Lisa Citron - VP of Global Channel Sales - F5 Networks
Michael Fleck - VP, Global Influence Strategies - Ceridian

 Moderator: Rod Baptie - CEO - Baptie & CO

Session 16: Sustainability – 4 Vendors Discuss Why Sustainability is Important to Their Overall Partner Strategy.

Moderator: Tim Acker

Panel: 
Mary Beth Walker - Head of Global Channel Strategy - HP
Isabella Pheonix - Global Head of Channel Enablement and Sustainability - HP
Karen Fassio - Director, One Commercial Partner Group - Microsoft

Moderator: Tim Acker 

11:55-1:00 PT Lunchtime Networking (In Zoom)
1:00-2:00 PT Choice of 12 Workshops (In Zoom)
2:10-2:40 PT

Channel Trends in a Time of Change – Presentation of the Conference Research

2:40-2:50 PT Closing Remarks