Total Members: 12594
Conference Agenda
Channel Focus North America 2021
November 2/3/4, 2021
LOCATION:
Laguna Cliffs Marriott Resort & Spa
Dana Point, CA
All times are Pacific Time
Day 0: Tuesday - November 2, 2021
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7:30 - 4:00 |
The Channel Focus Women's Leadership Council Full-Day Event |
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6:00 pm - Registration
6:30 to 10:00 pm - Welcome Event
Day 1: Wednesday - November 3, 2021
| 7:30-8:15 | BREAKFAST | |
| 8:15-9:15 |
KEYNOTE PANEL: Things have changed – 4 Channel leaders discuss the key changes they are making as we head into 2022 Panel: Moderator: Rod Baptie - CEO - Baptie & Company |
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TRACK 1 - Managing Channels in a Time of Change |
TRACK 2 - Improving Channel Performance. |
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| 9:30-10:10 |
Session 1: Case study - building a world-class MSP program Sergio Bea – VP Global Channels - Accedian |
Session 2: New compensation models- moving from rewarding the transaction to rewarding competency and behaviors Ajay Rao– AVP Professional Services – E2open |
| 10:10-10:30 | NETWORKING BREAK | |
| 10:35-11:15 |
Session 3: Progressing your career! A panel of Channel leaders discuss the skills they are looking for in their future team leaders Panel: |
Session 4: What is the role of the vendor and the Channel in marketing to today’s technology buyer? Sal Patalano - CRO - Mindmatrix |
| 11:20-12:20 | FIRST WORKSHOP SERIES – CHOICE OF 10 WORKSHOPS | |
| 12:20-1:50 |
SPECIAL LUNCH SESSION: Channel Heresy – Should you be considering taking more sales direct? Joe Sykora – SVP WW Channels and Partner Sales - Proofpoint |
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| 1:50-2:30 |
Session 5: Building, Enabling, and Measuring the Impact of an Influencer Channel Sandra Glaser Cheek – VP Global Partner Strategy and Programs - Ceridian |
Session 6: Beyond what we do today - what is the future role of an MDF program? Laz Gonzalez – Chief Strategy Officer – Zift Solutions |
| 2:35-3:15 |
Session 7: Building a model to effectively measure both the partner and customer experience |
Session 8: Financial acumen the essential skill - Understanding partner economics Dan Overgaag – Managing Director – The Spur Group |
| 3:20-3:40 | NETWORKING BREAK | |
| 3:45–4:45 | SECOND WORKSHOP SERIES – CHOICE OF 10 WORKSHOPS | |
| 4:50-5:50 |
Evening Panel: Distribution: What is the role of distribution when we don’t need pick, pack, and ship Moderator: Larissa Crandall - VP WW Channel and Alliances - Gigamon Panel: |
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| 7:00-Onwards |
Channel Focus Gala Evening Event A fabulous and fun event |
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Day 2: Thursday - November 4, 2021
| 7:30-8:15 | BREAKFAST | |
| 8:15-9:15 |
KEYNOTE PANEL: Marketplaces explained - It's so much more than AWS and Azure! Nick Tidd - VP Global Partner Organization – Poly |
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| TRACK 1 - Managing Channels in a Time of Change | TRACK 2 - Improving Channel Performance. Programs that Make a Difference |
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| 9:25-10:05 |
Session 9: Re-engineering your Channel programs – Creating a Channel transformation roadmap? Mary Beth Walker – Head of Global Channel GTM Strategy – HP Inc |
Session 10: How do you create meaningful engagement with all the parties involved in your transactions? Claudio Ayub – SVP – 360insights |
| 10:10-10:30 | NETWORKING BREAK | |
| 10:30-11:30 | THIRD WORKSHOP SERIES – CHOICE OF 10 WORKSHOPS | |
| 11:35-12:15 |
Session 11: Understanding the partners you need and building a carefully targeted recruitment campaign to attract them Frank Rauch - Head of WW Channel Sales - Check Point |
Session 12: A panel of partners discuss their business models, their clients, and what they need from vendors
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| 12:15-12:45 | Meet the sponsors – your chance to meet our sponsors | |
| 12:50-1:50 | LUNCH – Women’s Leadership and DEI Council Reports | |
| 1:50-2:30 |
Session 13: How do you create a partner-obsessed culture? Timm Hoyt - VP WW Partner & Alliances – PagerDuty |
Session 14: Implementing Lifecycle Reward Programs to Support Recurring Revenue and Emerging Channel Roles Chanan Greenberg - SVP, Corporate Strategy - Model N |
| 2:30-3:30 | FOURTH WORKSHOP SERIES – CHOICE OF 10 WORKSHOPS | |
| 3:30-3:50 | NETWORKING BREAK | |
| 3:55-4:35 |
Session 15: Recalibrating Channel lift – The latest thinking on how you quantify what partners bring to the table? Courtney Acuff – Channel Solution Lead – Ansira |
Session 16: It’s all about the data! Understanding and using Channel analytics Karen Strub – VP Client Services - Vistex |
| 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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