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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
9:00-10:30 Registration and Networking
10:30-10:40

Welcome to the Women's Leadership Council Meeting – Rod Baptie - CEO – Baptie & Co

Introduction to the Women's Leadership Council - Opening Remarks

Theresa Caragol – Founder & CEO – AchieveUnite

10:40-11:20

Panel 1 - 
Being Human in a Silicon Industry

Amy Belcher - Global Channel Marketing & Enablement - Xerox

Cassie Fuhr - Director of Customer Success - 360insights

Heather Margolis - Founder & CEO - Channel Maven Cosulting

Tamara Prazak – Director Channel Strategy & Marketing – Cyxtera Technologies

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

11:20-12:00

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

Sandra Glaser Cheek - VP Global Partners & Alliances - Ciena

Tina Gravel - SVP Global Channels and Alliances - Cyxtera Technologies

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

Amy Mahoney - VP of Partner Business Development & Scale Team - Salesforce

Moderator: Theresa Caragol – Founder & CEO - AchieveUnite

12:00-1:10 Power Networking Lunch
1:10-1:50

Roundtables - Choice of 4 Roundtables
1. Bridging the Confidence Gap – How do you handle conflict? /Honk your own horn effectively? /Handle negative feedback?

2. How do you position yourself to stand out in key internal meetings, maintaining your expertise?

3. How do you network for career opportunities?

4. Which tools/apps/resources are available to assist with time management and work-life balance?
1:50-2:20

Panel 3 - Creating a Personal Brand - How do you build a more effective presentation/communication style?

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

Kerry Desberg - Marketing Director - Impartner

Vedonia Ingram - Director Client Solutions - Mindmatrix

Maureen Perrelli - VP Global Channel Sales - NCR Corporation

Moderator: Heather Margolis - Founder & CEO - Channel Maven Consulting

2:20- 3:35

Session: Speed Mentoring –
Building relations, finding executive sponsors and mentors and making key connections

Heather Margolis - Founder & CEO - Channel Maven Consulting

3:35-3:50 Networking Coffee Break
3:50-4:30

Roundtables – Choice of 4 Roundtables
1. Bridging the Confidence Gap – How do you handle conflict? /Honk your own horn effectively? /Handle negative feedback?

2. How do you position yourself to stand out in key internal meetings, maintaining your expertise?

3. How do you network for career opportunities?

4. Which tools/apps/resources are available to assist with time management and work-life balance?
4:30-4:50 Report Back From Roundtables - 5 minutes each
4:50-5:00 Closing Remarks - Launching the Women's Leadership Council 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? Your partners are not the same - Shouldn't your program reflect this?
Sandra Glaser Cheek -

VP, Global Partners & Alliances  - Ciena

Session 2: Making Ease of Doing Business a Priority in Your Channel Program Strategy.
Larry Walsh - CEO & Chief Analyst- The 2112 Group 

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: High-Performance Channel Marketing: What Winners Do Differently.
Maria Chien - Service Director Channel Marketing Strategies - Sirius Decisions

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 Organization - Cisco
Andrew Cadwell - CEO - IGNW
Mike Strohl - CEO - Entisys360

Session 6: Following M & A - The key steps in creating one cohesive go-to-market strategy.
Cheryl Cook -
Senior VP Global Partner Marketing - Dell Technologies

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 Alliances & Channel Sales - ServiceMax

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?
Scott Musson -
VP Global Strategic Alliances - Red Hat

Session 11: The New Reality of the Channel: Why channel partners must LOVE you.
Cesar Castro - Senior Director, Adoption and Engagement - Salesforce 

 

Session 12: New Partners, New Challenges, New Skills, New Structures - Re-building your channel account management team.
Richard Flynn -
Founder & Senior Principal - The Spur Group
Dan Overgaag - Principal - 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 – 4 vendors discuss the key steps they have taken to transition their channel.
Darren Bibby - VP Partner Strategy and Programs – DocuSign
Alyssa Fitzpatrick - GM Worldwide Channel Sales - Microsoft
Chris Jones - AVP Sales Channel, National Business – AT&T
Nick Tidd - VP Global Partner Organization WW Channels – Poly
Moderator: Larry Walsh - CEO & Chief Analyst - The 2112 Group

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: Hybrid channels in a Cloud World: Reality of building a direct and channel strategy and making it work.
Taylor Macdonald -
SVP, Global Channels - Sage Intacct

Session 14: Outside the Box - The latest thinking on channel incentives to accelerate your partner's time to revenue.
Claudio Ayub -
Chief Strategy Officer –
Perks WW Channel

Session 15: Building a Long-Term MSP Engagement Strategy – What will they really want from the vendor?
Rob Rae - VP of Business Development - Datto, Inc. Brian Weiss - CEO - ITECH Solutions
Paul Wartenberg - VP, Enhanced Tech - Enhanced Technologies Group, Inc.
Reza Palizban - VP of Business Development - Aegis Innovators

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.
Shawn Lane – Sr. VP & General Manager – E2open

Session 18: How do you align your through channel marketing strategy to today’s digital buyers journey?
Harbinder Khera - CEO - Mindmatrix

12:15-12:45
Meet the Sponsors – Your chance to meet our sponsors
12:50-1:50
LUNCH - Women's Leadership Council Report
Heather Margolis - Founder & CEO - Channel Maven Consulting
1:50-2:30

Session 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

Session 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

Session 22: Virtual P&L – Changing the Channel narrative at the C-Suite.
Cindy Herndon - VP Global Channel Strategies, Programs & Operations - Riverbed Technology 

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

 

4:35 -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 


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