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Conference Agenda

20th Anniversary
Channel Focus North America 2017
Hotel del Coronado, San Diego CA - May 2, 3 & 4

May 2nd 2017

Women's Leadership Council

Tuesday, May 2, 2017
11:00-11:10
Opening remarks:  
Heather Margolis – CEO Channel Maven Consulting
11:10-11:30

Session 1: 5 people you need on your personal board of Directors!
Cristina Greysman - VP Partner Recruitment- SAP

11:30-11:55

Session 2: To VP or not to VP? 3 Channel Chiefs describe their personal journey.
3 VP’s summarise their key issues
Michelle Hodges – VP Global Strategy & Programs - Riverbed, Colleen Kapase – VP Partner GTM- VMware, Sandra Glaser Cheek – VP Global Channels - Brocade

11:55-12:30
Light Lunch
12:30-1:10 Roundtables – Choice of 6 Roundtables
1:10-1:40
Report back from roundtables – 5 minutes each
1:40-1:55

Coffee break – Open to all attendees

2:00-2:20

Session 3: How can executives help empower/elevate women?
Theresa Caragol - Founder & CEO - TCC - Achieve Unit

2:20-2:40

The Womens’ leadership council charter – what can major organizations do to enable more women to reach the most senior channel roles?Heather Margolis - CEO -Channel maven Consulting & Cristina Greysman - VP Partner Recruitment - SAP

2:40-3:10 Open discussion about the Charter and next steps
3:10
Closing remarks:  Theresa Caragol – Theresa Caragol - Founder & CEO - TCC - Achieve Unit

The Channel Fundamentals Training Sessions

3:15 – 4:45pm – choose any of the following:
1. Best practice in enabling a partner sales team
2. Best practices in Marketing to partners
3. Building and incentivising an effective partner sales training program.
4. Partner on-boarding the fundamental principles
5:00 – 6:30pm – choose any of the following:
5. Through the eyes of a partner – What do they want from a Channel Account manager?
6. Understanding how a partner makes money.
7. Understanding the impact of the Cloud on your SMB partners
8. What makes a channel manager successful?

7:00pm – The Conference Welcome Event

20th Anniversary
Conference Agenda May 3rd and 4th 2017

Day 1: Wednesday, May 3, 2017
7:30-8:15
BREAKFAST
8:15-9:15
KEYNOTE: Cloud 2.0: Changing the Channel Landscape – how should a smart vendor respond?
Ross Brown - Senior VP WW Partners & Alliances - VMWare
 
TRACK 1 - Managing Channels in a Time of Change
TRACK 2 - Improving Channel Performance.
Programs that Make a Difference
Track 3 – New Channel
Thinking
9:30-10:15

Session 1: What is the vendors' role in helping partners transition to the new model?

Bill Lipsin - VP of Global Channels - NetApp

Session 2: Build a program to respond to the needs of partners selling both on premise and Cloud offerings?
 

Richard Flynn - Founder & Senior Principal - The Spur Group

 

Session 3: What will an IoT channel look like and who will the key players be?

Stephen DiFranco - Principal - IOT Advisory Group 

10:15-10:35
NETWORKING BREAK
10:40-11:25

Session 4:  How do you transition your internal Sales team so they understand and leverage true partner value?

Colleen Kapase – VP Partner GTM – VMWare

Session 5: Content is King but only if it aligns with your customers journey!

Mark Schlief - Customer Success Director - Aprimo

Session 6: The Amazon effect - what will it mean for the channel?

Larry Walsh – CEO – The 2112 Group

11:30-12:30
FIRST WORKSHOP SERIES – CHOICE OF 12 WORKSHOPS
12:30-1:45

SPECIAL LUNCH SESSION:  An analysis of the future role of Distribution?

Tarkan Maner – CEO - Nexenta
1:45-2:30
Session 7: Land and expand - how do you help your partners understand the new sales paradigm?
 
Carmen Sorice III– Senior VP Global channel Sales & Programs  - Sungard Availability Services

Session 8: The latest thinking on Partner marketing enablement.

Laz Gonzalez – Chief Strategy officer- Zift Solutions

Session 9: The Cloud ISV as a channel - what do these partners want from the vendor?

D. Martin -VP of North American Partners & Alliances - Red Hat

 

2:35-3:20

Session 10: What are the skillsets your Channel Account Managers’ need to effectively manage today’s changing channel?

Heather Margolis – CEO – Channel Maven Consulting

Session 11: Beyond the transaction - Using incentives to accelerate the right partner behaviors.

Claudio Ayub – VP Chief Strategy Officer - Perks Channel

Session 12: Sales and Marketing enablement for Specialized partners - what do they really need?

Sherrick Murdoff – VP Partner Investments – Salesforce.com

3:20-3:40
NETWORKING BREAK
3:45–4:45
SECOND WORKSHOP SERIES – CHOICE OF 12 WORKSHOPS
4:50-5:35

Session 13: The Referral model – an essential tool for your business?

Rob McCarthy – VP Channels – Megapath

Session 14: Moving from 'one to many' to 'one to one' - how do you personalize your Channel Partners Experience.

Bill Hennessy –  Business Technology Solutions Director – Maritz

Session 15: The emergence of the Cloud Marketplace: Distribution goes Digital

Chris Rimer – VP, NA Business Partner Ecosystem - IBM Cloud
5:40-6:40

SPECIAL EVENING PANEL: Partner 2.0– 3 new model partners discuss what they need from their vendors.
Oli Thordarson – CEO – Alvaka, Mark Emanuelson - Head of Client Engagement - Vertiba, an active element of Publicis.Sapient - Seth Pomeroy - Partner in charge of CFO and Accounting Technology - NDH Group -MODERATOR: Tiffani Bova - Global Customer Growth and Innovation Evangelist - Salesforce

7:00-Onwards

Evening Gala Event

A fabulous and fun event at the Windsor Lawn!
Eat, drink and be merry with a fabulous band, wonderful food, fantastic beach view and great colleagues

Day 2: Thursday, May 4, 2017
7:30-8:15
BREAKFAST
8:15-9:15
KEYNOTE:The rise and rise of the specialist business partner – who are they, how do you recruit them and what do they want?
Rod Baptie – CEO – Baptie & Co
 
TRACK 1 - Managing Channels in a Time of Change
TRACK 2 - Improving Channel Performance. 
Programs that Make a Difference
TRACK 3 – New Channel Thinking
9:25-10:10
Session 16: Best practices in Channel Marketing.
 
Steve Greene – VP Global Channel Marketing – Wacom

Session 17: Justifying the channel - a deep dive into channel metrics and ROI

Dave R Taylor – Chief Marketing Officer – Impartner

Session 18: The Telcos - your partner, your competitor, or your channel?

Dean Douglas - President Enterprise Segment - CenturyLink

 

 

10:15-10:30
NETWORKING BREAK
10:30-11:30
THIRD WORKSHOP SERIES – CHOICE OF 12 WORKSHOPS
11:35-12:20

Session 19: The training revolution - what do today's partners really need?

Pete Koliopoulos - Principal Consultant - Channel Direction 

Session 20: Partner on-boarding – taking partners through those important first 2 deals.

Taylor Macdonald - SVP Global Channels - Intacct

Session 21: New product introductions - best practice in integrating your channel into a new product launch?
Sandra Glaser Cheek – VP Global Channels – Brocade/Ruckus
12:20-12:50
Meet the sponsors – your chance to meet our sponsors
12:50-1:50
LUNCH - Women's Group Report
1:50-2:35

Session 22: Best practice in recruiting and engaging with Born in the Cloud partners

Tom Flink – Senior VP, Global Sales & Services - RES

Session 23: Beyond one size fits all - Using data and analytics to develop programs that drive individual partner engagement.

Daniel Nissan – Founder & President – StructuredWeb

Session 24: Beyond verticals - Micro verticals what are they and how do you find the partners who can exploit them?

Steve Hale -  VP WorldWide Partners and Alliances - Zilliant
2:35-3:35
FOURTH WORKSHOP SERIES – CHOICE OF 12 WORKSHOPS
3:35- 3:50
NETWORKING BREAK
3:55-4:40

Session 25: The big debate what is the future role of Distribution?

Jamie Mendez Director, PartnerWorld – IBM, and Taylor Macdonald, SVP Global Channels – Intacct - Larry Walsh - CEO - The 2112 Group

4:40 -5:00

Benchmark Survey & Concluding Remarks: The Channel Focus Benchmark Survey - The Results - What Really Matters to Vendors and Partners? Rod Baptie – CEO – Baptie & Co