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Conference Agenda

22nd Annual
Channel Focus North America 2019
Westin Carlsbad Resort & Spa
Carlsbad, CA

May 14th, 2019

Channel Focus Women's Leadership Council

Day 1: Tuesday, May 14, 2019
10:00-11:00 Registration and Networking
11:00-11:10

Welcome to the WLC Meeting – Rod Baptie - CEO – Baptie & Co

Introduction to the WLC - Opening Remarks

Theresa Caragol – Founder & CEO – AchieveUnite

11:10-11:50

Session 1: Panel - 
Being Human in a Silicon Valley

Kimberley DeLeon – VP of North America Alliances - Lenovo Software

Tamara Prazak – Director Channel Strategy & Marketing – Cyxtera Technologies

Michelle Hodges – VP WW Partner & Alliances – Gigamon

Colleen Kapase – VP Partner GTM, Incentives and Programs - VMware

Moderator: Sandra Glaser Cheek - VP Global Partners & Alliances – Ciena

11:50-12:35

Session 2: Panel -
Gaining a Seat at the Top, How Women Can Ensure They Have a Role

Sandra Glaser Cheek - VP Global Partners & Alliances – Ciena

Mary Davis - Sr. Director, North America Go-to-Market Sales Strategy & Planning - HPE

Cindy Herndon - VP Global Channel Strategies, Programs and Operations – Riverbed

Tina Gravel - SVP Global Channels and Alliances - Cyxtera Technologies

Gretchen O’Hara – VP Go To Market Strategy One Commercial Partner - Microsoft

Amy Mahoney - Executive VP, Channel Sales - Salesforce

Moderator: Theresa Caragol – CEO & Founder -Achieve Unite

12:35-1:50 Power Networking Lunch
1:50-2:35

Roundtables - Choice of 4 Roundtables
1. Bridging the confidence gap – how do you Handle conflict? /Honk your own horn effectively? /Handle negative feedback?
Sandra Glaser Cheek, Amy Mahoney
2. How do you position yourself to stand out in key internal meetings, maintaining your expertise?
Kimberley DeLeon
3. How do you network for career opportunities?
Kerry Desberg & Tamara Prazak
4. Which Tools/Apps/resources are available to assist with time management and work-life balance?Heather Margolis

2:35-3:20 Session 3: Speed Mentoring –
Building relations, finding executive sponsors and mentors and making key connections
3:20-3:40 Networking Coffee Break
3:40-4:20 Roundtables – Choice of 4 Roundtables
1. Bridging the confidence gap – how do you Handle conflict? /Honk your own horn effectively? /Handle negative feedback?
Sandra Glaser Cheek, Amy Mahoney
2. How do you position yourself to stand out in key internal meetings, maintaining your expertise?
Kimberley DeLeon
3. How do you network for career opportunities?
Kerry Desberg & Tamara Prazak
4. Which Tools/Apps/resources are available to assist with time management and work-life balance?
Heather Margolis
4:20-4:40 Report back from Roundtables - 5 minutes each
4:40-5:00 Closing Remarks - Launching the WLC Community

 

6:00 - 9:00 PM - Registration

6:30 - 10:00 PM - Conference Welcome Event 

Conference Agenda May 15 & 16 2019

Day 2: Wednesday, May 15, 2019
7:30-8:15
BREAKFAST/ONGOING REGISTRATION
8:15-9:15
KEYNOTE: New Channels New Challenges - How should a smart vendor respond?
Gavriella Schuster - Corporate VP, One Commercial Partner - Microsoft
TRACK 1 - Managing Channels in a Time of Change
TRACK 2 - Improving Channel Performance.
Programs that Make a Difference
Track 3 – New Channel
Thinking
9:30-10:10

Session 1: Are partner tiers, deal reg. and other standard incentives losing relevance? And if so what will replace them?
Sandra Glaser Cheek -

VP, Global Partners & Alliances  - Ciena

Session 2: How do you define and build an ecosystem for today’s channel world (partners, vendors, alliances)?
Kim King -
Vice President Global Partner Strategy & Programs - Hitachi Vantara

Session 3:  AWS - friend, foe or frenemy? How do you build the appropriate relationship with them?
Jeff McCullough -
VP Americas Partner Sales -NetApp

10:10-10:30

NETWORKING BREAK

10:35-11:15

Session 4:  Building a long-term MSP engagement strategy - what will they really want from the vendor?
Rob Rae -

VP of Business Development - Datto

Session 5: P2P (Partner to Partner) collaboration, why is it happening and what the role of the vendor in facilitating these partnerships?
John Moses -

VP Sales US Partner Oragnization - Cisco

Session 6: M & A - how do you create a cohesive go to market strategy across both sets of channel partners?
Cheryl Cook -
VP Global Partner Marketing - Dell

11:20-12:20

FIRST WORKSHOP SERIES – CHOICE OF 12 WORKSHOPS

12:20-1:50

SPECIAL LUNCH SESSION: The latest thinking 5 ways you need to challenge your existing channel perceptions.
Sal Patalano CRO - Lenovo Software

1:50-2:30

Session 7: Transitioning from perpetual to subscription- how do you effectively incentivize the channel while maintaining corporate profits? 
Balaji Subramanian -
VP Global Channel Sales & Alliances - Informatica

Session 8: Enabling your CAMs – how can you use the latest technologies to provide them with the information they really need? 
Laz Gonzalez - Chief Strategy Officer - Zift Solutions

 

Session 9: The rise and rise of the Influencer Channels - who are they and how do you build a meaningful relationship with them?
Marc Monday -

RVP of North America Ecosystem - SAP

2:35-3:15

Session 10: Land and Expand – leveraging engagement with today’s business buyer?
D. Martin -

VP, NA Partners, Alliances and Commercial Sales - RedHat

Session 11: How do you align your through channel marketing strategy to today’s digital buyers journey?

Session 12: New partners, new challenges, new skills, new structures - Re-building your channel account management team.
Dan Overgaag -

Principal - The Spur Group, Richard Flynn -
Founder & Senior Partner - The Spur Group
3:20-3:35

NETWORKING BREAK

3:40–4:40

SECOND WORKSHOP SERIES – CHOICE OF 12 WORKSHOPS

  The Transition Sessions
4:45-5:25 Transitioning your partner sales organization
Alyssa Fitzpatrick - General Manager, WW Channel Sales - Microsoft
5:25-6:20
SPECIAL EVENING PANEL: Transitioning your Channel – 3 vendors discuss the key steps they have taken to transition their channel.
Nick Tidd - VP Global partner Organization WW Channels– Polycom
Joe Sykora - VP Global Channel Development – Bitdefender
Darren Bibby - VP Partner Strategy and Programs – DocuSign
Chris Jones - AVP Sales Channel, National Business – AT&T
7:00-Onwards

 The Channel Focus Gala Evening Event

A fabulous and fun event
Eat, drink and be merry with a fabulous band, wonderful food, and great colleagues 

Day 3: Thursday, May 16, 2019
7:30-8:15
BREAKFAST
8:15-9:15
KEYNOTE: Specialization - the new phenomena driving channel change and profitability
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
9:25-10:05
Session 13: Channel conflict in an ‘as a Service’ world: Best practice in reconciling the needs of the direct team and the channel partners?
Taylor Macdonald -
SVP, Global Channels - Sage/Intacct

Session 14: Outside the box - The latest thinking on partner incentives.
Claudio Ayub -
Chief Strategy Officer –
Perks WW Channel

Session 15: Building a Global Partner Program - which decision should be made centrally and how do you allow flexibility for local decisions?
Carmen Sorice -
VP, WW Route Services - Commvault

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

Session 16: Making the most of the honeymoon period –Engaging, enabling and committing new partners – what do today’s partners really want?
Micheal McCollough -
VP Global Channels - Akamai

Session 17: Innovations in Maximizing the ROI on your Channel Investments
Tony White – VP Channel Incentives – E2Open

Session 18: Marketplaces - what are they and how do you leverage them within your overall Channel Strategy?
Mark Register -
SVP Business Development Channels - DocuSign

12:15-12:45
Meet the sponsors – Your chance to meet our sponsors
12:50-1:50
LUNCH - Women's Leadership Council Report

1:50-2:30

Sessions 19: The demise of technical certification and the rise and rise of sales and marketing enablement – how do you re-define what is important in your channel program?
Charlie Tomeo - WW VP Business Sales - Webroot

Sessions 20: Delivering a measurable return on your co-op and MDF programs.
Karen Strub -
VP Program Management - Vistex

Session 21: Breakthrough technology – how will IoT, Machine Learning, Blockchain etc affect the channel and change the Channel partners we work with?
Corey Pratte- VP of Americas Channel Sales - PTC
2:35-3:35
FOURTH WORKSHOP SERIES – CHOICE OF 12 WORKSHOPS
3:35- 3:50
NETWORKING BREAK
3:55-4:35

Sessions 22: Thinking outside the box - building a program for tomorrow's channel one company's journey?
Cindy Herndon - VP Global Channel Strategies, Programs & Operations - Riverbed

Sessions 23: Channel Data: Overcoming the Achilles Heel of the channel with the predictive and perspective insights that truly matter.
Dave Taylor - CMO - Impartner

Session 24: Beyond specialization - the rise and rise of the micro-vertical – What is a micro-vertical, why is this market growing and how do you work with these partners?
Tina Gravel - SVP Global Channels - Cyxtera Technologies

4:35 -5:00

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


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