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Conference Agenda

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23rd Edition
(First Virtual but Very Live Edition!)
Channel Focus Virtual 2020

November 18th, 19th, and 20th 2020

 

Day 1:  Wednesday, November 18, 2020
8:45 am PT – 3:50 pm PT

8:45-9:00 Conference Introduction
9:00- 9:45

Opening Conference Keynote: Building an Effective Channel Strategy for Today’s very Different Market - What needs to change and why?
Gretchen O’Hara - VP US AI & Sustainability Strategy - Microsoft

Chair: Rod Baptie - CEO - Baptie & Co

TRACK 1 - Managing Channels in a Time of Change

TRACK 2 - Improving Channel Performance.
Programs that Make a Difference

10:00-10:45

Session 1: Marketplaces – How do you build them into your channel strategy?
Panel:
Darren Bibby - VP Partner Strategy – DocuSign 
Kathlen Curry - SVP Global Enterprise Channels - McAfee
Joe Sykora - CEO - Stealth 

Moderator: Richard Flynn – Co-Founder & Principal – The Spur Group

Session 2: Best practice use of Automation to Better Serve your Partners
Panel:
Kerry Desberg - CMO - Impartner
Kenneth Fox – CEO – Channel Mechanics
James Hodgkinson– Co-Founder – Channel Marketplace

 Moderator: Rod Baptie - CEO - Baptie & Co

10:45-11:15 Break and Networking
11:15-11:55

Session 3: Professional Services – Best practice in reconciling the needs of the direct team and your channel partners
Presentation: Taylor Macdonald – SVP Channel Sales - Sage/Intacct

Chair: Heather Margolis - Spark Your Channel

Session 4: How can you Change the Channel from the Afterthought to a Key Pillar of your Company's Strategy?
Presentation: Frank Rauch – Head of Worldwide Channel Sales - Check Point

Chris Scanlan - President Americas - Check Point

Peter Alexander - CMO - Check Point

Chair: Claudio Ayub - SVP TMT Lead - 360insights

11:55-1:00 Lunchtime Networking
1:00-1:45 Choice of 12 Workshops
2:00-2:45

Session 5:  How do you build a model to effectively measure both the partner and customer experience?
Presentation:
Jeff McCullough - Global Vice President of Channel Sales - Park Place Technologies

Chair: Theresa Caragol - CEO - Achieve Unite

Session 6:  How do you Advocate Inclusion and Enable the Building of a Diverse Channel Team?

Panel:
Karl Soderlund - SVP, WW Channel Sales - Palo Alto Networks
Larissa Crandall - VP of Worldwide Channel and Alliances - Gigamon

Jay Jadeja - Global Partner Network Leader - Ciena

Sergio Bea -VP Global Enterprise & Channels - Accedian

Moderator: Lori Cornmesser - Worldwide Channel Sales & Alliances – Infoblox

3:00 – 3:45

3 x 10-minute Quick Tips Sessions – 5 Things You Can Do

Quick tips 1: To Gain Partner Mindshare 
Marc Monday - Managing Director - Citrix

Quick tips 2: To Make your Program Easier for your Partners to Use
Larry Walsh - CEO & Chief Analyst - The 2112 Group

Quick tips 3: To Help Partners Free Up those Major Projects 
Scott Musson - VP Global Strategic Partners and Channel - Cloudera  

Moderator: Rod Baptie - CEO - Baptie & Co

3:45-3:50 Closing Remarks

Day 2:  Thursday, November 19, 2020
8:45 am PT – 3:20 pm PT

8:45-9:00 Day’s Introduction
9:00- 9:45

Keynote day 2: Are Partner Tiers, Deal Reg, and other Standard Incentives Losing Relevance? And if so, what will replace them? 

Panel:

 Larissa Crandall - VP of Worldwide Channel and Alliances - Gigamon

Taylor Macdonald -  SVP - Sage Intacct

Joe Sykora - CEO - Stealth

Moderator: Rod Baptie – CEO – Baptie & Company

TRACK 1 - Managing Channels in a Time of Change

TRACK 2 - Improving Channel Performance.
Programs that Make a Difference

10:00-10:45

Session 7: One Size Does Not Fit All! Building a Flexible but Simple Program to Meet Widely Differing Partner Needs
Panel:
Sandra Glaser Cheek - VP -Nagios
Mary-Beth Walker – Head of Global Channel Strategy – HP
Rob Spee - VP Channel Sales - OutSystems

Donna Grothjan - VP WW Channels -Aruba/HPE

Moderator: Mike Moore - VP of Channel Strategy - E2open

Session 8: Applying Account-Based Marketing to Your Channel Partners

Presentation: John Muscarella – Channel Chief - Cox Business

Chair: Steven Kellam - SVP Marketing & Alliances

10:45-11:15 Break and Networking
11:15-11:55

Session 9: Creating a Program to Target the Influencer Channel.
Presentation:
Richard Flynn - Co-Founder & Principal

&
Dan Overgaag – Managing Director - The Spur Group

Chair: Heather Margolis - CEO - Spark Your Channel 

 

Session 10: What is Best Practice in the Use of AI and other New Technologies in Building a Better Understanding of your Partner Community?

Presentation: 
Harbinder Khera - CEO - Mindmatrix

Chair: Rod Baptie - CEO - Baptie & Co

11:55-1:00

Lunchtime and Mystery Networking (Meet 5 Colleagues Chosen at Random)

1:00-2:00 Choice of 12 Workshops
2:30-3:15

Session 11:  Are "Partners" Now Becoming More "Trusted Advisors"? what is the impact of a non-rebilling/reselling channel vs one that sells or influences sales for you?
Panel:
Craig Schlagbaum - SVP Indirect Channels - Comcast Business
Scott Musson - VP Global Strategic Partners and Channel - Cloudera
Marc Monday - Managing Director - Citrix
Cheryl Cook -Senior VP Global Partner Marketing - Dell Technologies 

Moderator: Sal Patalano - CRO - Mindmatrix

                                                 

Session 12: Rethinking how you Measure  Return on your Co-Op and MDF programs.

Panel:
Larissa Crandall – VP of Worldwide Channel and Alliances - Gigamon 
Sergio Bea - VP Global Enterprise & Channels - Accedian
Mike Moore - VP Of Channel Strategy - E2open
Kristen Cole - Senior Global Client Director - Vistex 

Moderator: Balaji Subramanian - Global Channel Chief – Igel

3:15 – 3:20 Closing Remarks

Day 3:  Friday, November 20, 2020
8:45 am PT – 2:40 pm PT

8:45-9:00 Day’s Introduction
9:00- 9:45

Keynote Day 3: How will the MSP Model Evolve – which new models are being adopted and how should a smart vendor respond?

Panel: 

Mark Emanuelson - VP Solution Sales - RelationEdge

Usama Houlila - Founder & Principal -CrossRealms Inc.

Daniel Ghazi - CEO - DAG Tech

Michael Nowak - SVP of Sales - BCM One Holdings

Moderator: Rod Baptie – CEO – Baptie & Company

TRACK 1 - Managing Channels in a Time of Change

TRACK 2 - Improving Channel Performance.
Programs that Make a Difference

10:00-10:45

Session 13: How Should your Program Adapt to the Continuing Move to OPEX Based Models?
Panel: 
Guy Cunningham - SVP Channel Sales and Alliances - Netsurion
Heather Tenuto - CRO - Zift Solutions
Donna Grothjan - VP WW Channels - Aruba/HPE

Moderator: Larry Walsh - CEO & Chief Analyst - The 2112 Group

Session 14: The Latest Thinking on Partner Incentives
Panel:
Courtney Acuff -
VP Solutions Lead - Ansira 
Claudio Ayub - SVP TMT Lead - 360insights
Mike Moore - VP Of Channel Strategy - E2open

Moderator: Joe Sykora - COO - Stealth 

 

10:45-11:15 Break and Networking
11:15-11:55

Session 15:  How do you Effectively Measure the ROI of your Channel Partner program?
Presentation: Balaji Subramanian Global Channel Chief - Igel

Chair: Heather Margolis - CEO - Spark Your Channel

Session 16: How do we Enable our Partners to Move to a Digital Marketing Strategy?

Presentation: Meaghan Sullivan - Head of Global Partner Marketing & SME - SAP

Chair: Theresa Caragol - CEO - Achieve Unite

11:55-1:00 Lunchtime Networking
1:00-2:00 Choice of 12 Workshops
2:10-2:40

Channel Trends in a Time of Change – presentation of the conference research

2:40 – 2:50 Closing Remarks - Rod Baptie – CEO – Baptie & Company