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Conference Agenda

21st Anniversary
Channel Focus North America 2018
Westin Kierland Resort & Spa, Scottsdale AZ
May 14, 15 & 16

Note: Monday, May 14, (arrive in the afternoon) Tuesday, May 15, & Wednesday, May 16, 2018 (leaving at 5:00 pm)

May 14th, 2018

Women's Leadership Council

Day 1: Monday, May 14, 2018
2:00 - 2:15
Introduction to the WLC - Opening remarks
Theresa Caragol - Founder & CEO - ACHIEVE UNITE
2:15 - 2:55

Session 1: Presentation - Build your personal online brand
Luanne Tierney - CEO - LT & Associates

2:55 - 3:40

Session 2: Presentation and Panel - Transition in the Channel - Transition in Life 
Cristina Greysman - VP Ecosystem Expansion - SAP North America, Kimberley DeLeon - VP, Global Channel Programs - Dell EMC, Kim King - VP, Global Partner Strategy & Programs - Hitachi Vantara, and Moderator - Theresa Caragol - Founder & CEO - Achieve

3:40 - 4:20
Panel - Are we making progress - women at different stages in their careers discuss their career opportunities/challenges
Sandra Glaser Cheek - VP Global Partner Alliances - Ciena, Kerry Desberg - Marketing Director - Impartner, Tamara Prazak - Director, Channel Strategy - Flexential, Moderator: Colleen Kapase - VP Partner GTM - VMware
4:20 - 4:40 Networking Coffee Break
4:40 - 5:30
Roundtables - Choice of 4 Roundtables
1. Negotiating your next role - 5 things every woman needs to know
2. Working remotely while maintaining a seat at the top table
3. How do you maintain a work-life balance and which tools are available to help you achieve it?
4. How do you develop the right skills for Channel for future
5:30 - 5:50

Report back from roundtables - 5 minutes each

5:50 - 6:00 Closing Remark

7:00 pm - The Conference Welcome Event 

Conference Agenda May 15 & 16 2018

Day 2: Tuesday, May 15, 2018
7:30-8:15
BREAKFAST/ONGOING REGISTRATION
8:15-9:15
KEYNOTE: New business models, new technologies - tomorrow's Channel, what will it look like and what will they want from their vendors?
Alyssa Fitzpatrick - General Manager, Worldwide Partner Sales - Microsoft Corporation
 
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: Building a Channel program to answer the needs of partners with both Cloud and on-premise offerings.
Chris Rimer - VP, NA Business Partner Ecosystem - IBM Cloud

Session 2: Dealing with Amazon and Azure, are your partner, your competitor, or both?

Colleen Kapase - VP Partner GTM - VMWare, Inc.

Session 3: Understanding and embracing the power of the 'shadow channel'. Who are they and what do they want from a vendor?
Jay McBain - Principal Analyst -Forrester

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

Session 4: Building an "as a Service" compensation structure that is right for your business.
Craig Schlagbaum - VP Indirect Channels - Comcast Business

Session 5: 5 Steps that will improve the ROI of your MDF and rebate programs.
Tony White - VP, Incentives SME, Corporate Administration - E2open

Session 6: The rise and rise of the micro-vertical as apps become more and more specialized how do you, identify and work with today's specialist App developers? 
D. Martin - VP, NA Partner Sales - Red Hat

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

SPECIAL LUNCH SESSION:  M & A - Lessons learned in bringing 2 or more Channel teams together
Sandra Cheek - VP WW Partners & Alliances - Ciena

1:45-2:30
Session 7: Helping your partners achieve success with renewals - Building the systems to sell year 2 and beyond!
Balaji Subramanian - VP, Global Channel Sales & Alliances - Informatica

Session 8: The state of Channel incentives - the latest thinking on channel incentives.
Craig DeWolf - VP of Marketing Enablement - Perks WW Channel

Session 9: Understanding Land and expand - does it mean the end of one partner in each customer! 
John Moses - US VP Sales Partner organization - Cisco Systems, Inc.
2:35-3:20

Session 10: Partner time to revenue - how do you, onboard new partners, quickly and cost-effectively? 
Natasha Loeffer-Little - Head of North America Channels Ariba - SAP Ariba

Session 11: How do you help your partners embrace digital marketing?
Cameron Avery - Senior Vice President - Zift Solutions 

Session 12: Thinking outside the box - what are the new systems, tools, and techniques vendors are building to generate partner success? 
Christina Zurek - Insights & Strategy Leader - ITA Group

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

Session 13: What is the future of the MSP model?
Rob Rae -VP of Business Development - Datto

Session 14: Why Gold, Silver and Platinum are devaluing your Channel: How to build a Channel that truly responds to each partner's needs.
Dave Taylor - CMO - Impartner

Session 15: Understanding and building a channel to service the IoT marketplace.
Richard Flynn - Founder & Senior Principal - The Spur Group

5:40-6:40

SPECIAL EVENING PANEL: A panel of vendors and distributors debate the future of distribution
Sal Patalano - Chief Revenue Officer - Lenovo Software, Craig Schlagbaum, VP, Indirect Channels, Comcast Business, Rob Rae - VP of Business Development - Datto, Tim FitzGerald - VP North America Cloud, Ingram Micro Inc., Ryan Walsh - Chief Channel Officer - PAX8. Stacy Nethercoat - VP Cloud Solutions Americas, Tech Data
Moderator: Larry Walsh - CEO - The 2112 Group

7:00-Onwards

The Channel Focus Evening Event

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

Day 3: Wednesday, May 16, 2018
7:30-8:15
BREAKFAST
8:15-9:15
KEYNOTE: The Channel is dead - long live the channel! The rise and rise of new business partner models - 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: Moving the needle - How do you become truly partner friendly?
Chris Jones - AVP - Sales Channel, National Business - AT&T Business Solutions

Session 17: The B-to-B Buyer has changed, have you? 
Maria Chien - Service Director Channel Marketing Strategies - Sirius Decisions

Session 18: Re-defining your CAM team - what are the new skills and capabilities that will be required to answer the needs of today's partners? 
Sal Patalano - Chief Revenue Officer - Lenovo Software

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

Session 19: How do you, or should you address SI/VAR partners unwilling to embrace the Cloud?
Mike Spacone - VP of Partner Strategy - Changepoint

Session 20: Best practice in building a more meaningful engagement with your partners. 
Harbinder Khera - CEO & Founder - Mindmatrix

Session 21: How will Marketplaces and the continuing rise of e-commerce affect the Channel?
Larry Walsh - CEO & Chief Anaylst - The 2112 Group
12:20-12:50
Meet the sponsors – your chance to meet our sponsors
12:50-1:50
LUNCH - Women's Leadership Council Report
Theresa Caragol - Founder & CEO - ACHIEVE UNITE
1:50-2:35

Sessions 22: The voice of the partner - 2 partners with very different business models share what they need from the vendors
Joe Riccie - CPA Partner, Market Leader - Withum, Smith & Brown, Mark Emanuelson - VP Solution Sales - RelationEdge

Session 24: Carve with a Scalpel: Building an account based marketing strategy with your channel.
Steve Stewart - Head of Global Partner Marketing - BMC Software

2:35-3:35
FOURTH WORKSHOP SERIES – CHOICE OF 12 WORKSHOPS
3:35- 3:50
NETWORKING BREAK
3:50-4:35 Session 25: The final debate: the Channel is changing - are you?
Larry Walsh - CEO - The 2112 Group, Sandra Glaser -Cheek - VP WW Partners & Alliances - Ciena, Craig Schlagbaum - VP Indirect Channels - Comcast Business
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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