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Conference Agenda

Channel Focus North America 2016
Loews Hotel Hollywood - April 19, 20 & 21

April 19, 2016
The Channel Fundamentals Training Sessions

1:00 – 2:30pm – choose any of the following:

  1. Through the eyes of a partner - What do they want from a Channel Account Manager? Carlos Blanco - CEO - Pigs on the Roof
  2. Best practices in marketing to partners - Mark Schlief - VP of Customer Success - Zift Solutions
  3. What makes a Channel Account Manager successful? Dan Shapero - CompTIA
  4. Understanding how a partner makes money - Luke Gordon - Senior Manager -The Spur Group

2:45 – 4:15pm – choose any of the following:

  1. Understanding the impact of the Cloud on your SMB partners - Dan Shapero - CompTIA
  2. Best practice in enabling a partner sales team - Charles Purvis - Director Sales Effectiveness Solutions - Maritz
  3. Partner on-boarding - the fundamental principles - Erich Flynn - Chief Revenue Officer - Impartner
  4. Building and incentivising an effective partner sales training program - Claudio Ayub - VP Chief Channel Strategist - Perks Channel and Rich Blakeman - Managing Director - MHI Global

4:30 – 6:30pm Women’s Group Meeting

7:30pm – The Conference Welcome Event

 

Conference Agenda April 20 and 21, 2016

Day 1: Wednesday, April 20, 2016
7:30-8:15
BREAKFAST
8:15-9:15
KEYNOTE: The Internet of Things – the Latest Buzzword, or Something That Will Seriously Affect You and Your Channel?
 
Robert Soderbery - Senior Vice President, Enterprise Segment - Cisco
 
TRACK 1 - North America
Managing Channels in a Time of Change
TRACK 2 - North America
Improving Channel Performance.
Programs that Make a Difference
Track 3 – New Channel
Thinking and Topics
Beyond the USA
9:30-10:15

Session 1: The vast majority of partners in North America have less than $5million in revenue – how can a vendor help them move to the Cloud

Darrin Swan - Chief Executive Officer - CloudRunner, Inc.

Session 2: Through partner marketing - the latest thinking

Jenn Reed - VP Channel Marketing  - Channel Maven Consulting

Session 3: The Telcos –Potential Partner, irrelevant or major competitor? 

Craig Schlagbaum - VP Indirect Channels - Comcast Business

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

Session 4: Making sure your partner network can meet the demands of both traditional and born in the Cloud partners

Erich Flynn - Chief Revenue Officer - Impartner

Session 5: The 5 things every vendor should do to build  stronger partner relationships

Jeremy Butt - EVP Westcon-Comstor EMEA

Session 6: An IoT partner discusses what they are doing and what they need from their vendors

Kenzi Connor - President & Founder - Cloud City Development

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

SPECIAL LUNCH SESSION:  The channel of the future, what will it look like and what will they want from their vendors?

Nimesh Dave - Executive, VP Global Cloud Computing - Ingram Micro

 

1:45-2:30
Session 7: New Sales skills required!! How do you identify the partners who can sell to the business owner?
 
Charles Purvis - Director Sales Effectivness Solutions - Maritz
 

Session 8: Time to revenue - what are best practices in on-boarding a new partner?

Jon Whitlock - Senior VP Marketing, North America  - Kaspersky Lab

 

Session 9: Lessons from the Rest of the World -5 key things you need to do to really impact your Global Channel program?

Dale Taormino -VP, Client Services - Vistex

2:35-3:20

Session 10: Re-defining partner value add - what do you really need from your partners?

Nick Tidd - VP Global Partner Organization - Polycom

Session 11: Five key ways partner data drives better decisions

Ken Romley -CEO -Zift Solutions

 

Session 12: The hybrid cloud - how should vendors respond to the varied needs of partners selling both traditional and cloud offerings?  

Chris Rimer - Vice President,Cloud Sales, North America Business Partners & Channels - IBM Cloud

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

Session 13: Born in the Cloud partners - who are they and how do you recruit and engage with them?

Carmen Sorice III – SVP Global Channel Sales and Programs - Sungard Availability Services

Session 14: 10 Actions you can take that will minimize partner and through partner churn

Chris Becwar - Director of Product Management, Channel Solutions - Revitas, Inc

Session 15: The Rise and Rise of the Cloud broker - who are they and what do they need from their vendors?

Sam Sansome - Co-Founder - USA Voice & Data 

5:40-6:40

SPECIAL EVENING PANEL: The Role of Distribution – Three Distributors Discuss their Approach to the Cloud!

Jeff Lampe - Senior Director Marketing - Arrow Electronics, Sean Oberholtzer - Director  Cloud Business Development, Director Global Cloud Marketing - Ingram Micro, Dan Connolly – SVP & General Manager - Cloud Practice - Westcon-Comstor

7:30-Onwards

Evening Gala Event

A fabulous and fun event at Madame Tussauds
Eat, drink and be merry with some A-listers and other famous people
Or at least their wax effigies!!

Day 2: Thursday, April 21, 2016
7:30-8:15
BREAKFAST
8:15-9:15
KEYNOTE: The revolution in partner compensation - how much, what for, and when should you reward your partners? Rod Baptie - President - Baptie & Co
 
TRACK 1 - North America
TRACK 2 - North America
TRACK 3 – New Channel Thinking and Topics Beyond the USA
9:25-10:10
Session 16: The rise and rise of the specialist partner - how do you recruit them and what do they want?
 
Steve Hale – VP Worldwide Channel Sales – Zilliant

Session 17: Channel ROI - How do you measure and benchmark your partner’s performance? 

Chris Doggett – SVP Global Sales - Carbonite

Session 18: Change or perish. An incentive framework aligned to today's Buyers and Parnter's Journey

Claudio Ayub – VP Chief Channel Strategist – Perks/Channel

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

Session 19: The Referral model - what is it? And does it make sense for your business?

Taylor Macdonald – VP Channels – Intacct

Session 20: How do you make business planning valuable for both you and your partner?

Richard Flynn – Senior Principal – The Spur Group

Session 21: With the rise of AWS, Rackspace etc. - Who is your customer in a MSP World?
 
Matt Wilson – VP Channels - Cologix
12:20-12:50
Meet the sponsors – your chance to meet our sponsors
12:50-2:00
LUNCH - Women's Leadership Council Report - The Science and Statistics of Diversity and why organizations are more succesful and profitable with a diversified workforce

Theresa Caragol - Principal - TCC Company and Sheila O'Neil - VP of Channel Strategy - Channel Maven Consulting

2:00-2:45

Session 22: MSP’s and larger partners - How do you effectively enable them? 

Tom Flink – SVP, Global Sales & Services for RES Software

Session 23: Turning Channel conflict into channel cohesion – is it really achievable? 

Alyssa Fitzpatrick – Former SVP Global Partner Organization -

Session 24: What will be the impact of recurring revenues on the vendor partner relationship?

Ray Savona – VP Americas Sales - Autodesk 

2:45-3:45
FOURTH WORKSHOP SERIES – CHOICE OF 12 WORKSHOPS
3:45- 4:00
NETWORKING BREAK
4:00 -4:45

Session 25: Making the shift to partner driven demand creation - 7 tips that will drive success

Maurizio Capuzzo – VP America's Marketing– Polycom

 

Session 26: Is it time for hardware vendors to move to pay per use?

Larry Walsh - CEO - The 2112 Group

4:45 -5:00

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

Rod Baptie – President – Baptie & Company