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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

6:00 - 6:45

Guided Harbor Stroll

7:30 - 8:30

REGISTRATION AND NETWORKING

8:30 - 8:45

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

Introduction to the Women’s Leadership Council - Opening Remarks
‘We’re all in’

Theresa Caragol – Founder & CEO – AchieveUnite

8:45 - 9:05

Presentation – It’s not about the setback it’s about the comeback
Louise McEvoy – VP – Trend Micro

9:05 - 9:45

Panel 1: Resilience – What’s your summit?
Panelists:
Louise McEvoy – VP – Trend Micro
Mary Beth Walker – VP Global Channel Strategy - HP
Tina Gravel – SVP Channels and Alliances - Appgate
Moderator: Maria Chien - Forrester

9:45 - 10:25

Roundtables - Choice of 4 Roundtables
1. Preparing for and navigating personal change: reentry to the workforce, children, divorce, and maternity leave
2. Recognizing then Breaking the glass ceiling
3. Covering and managing fear
4. How to influence the influencers (without authority)
5. Where’s your grit?

10:25 - 10:45

Roundtable reports – report back 5 minutes each

10:45 - 11:05

Break

11:05 - 11:45

Panel 2: Letting go – Understanding what and when to let go to reach your summit?
Panelists:
Heather Margolis – CEO – Spark your Channel
Sandra Glaser Cheek - VP Global Partner Strategy & Programs - Ceridian
Moderator: Cindy Herndon – SVP Strategy & Operations - Channelnomics

11:50 - 12:15

Ted Talks – Life’s lessons
Embracing the bad boss
EQ - Why EQ Matters in the Workplace

12:15 - 1:15

POWER NETWORKING LUNCH

1:15 - 2:30

Session: Speed Mentoring - Building relations, finding executive sponsors, networking, and making key connections
Heather Margolis – CEO – Spark your Channel

2:30 - 2:40

DEI report on what they are doing

2:40 - 3:00

NETWORKING COFFEE BREAK

3:00 - 3:40

Panel 3: Changing Your Mindset – The summit reached one step at a time

3:40 - 4:10

Roundtables – Choice of 4 Roundtables
1. Managing a hybrid lifestyle
2. Harnessing the power of emotion in the workplace
3. Self–development – What really works?
4. Achieving your next promotion

4:10 - 4:30

Report back from Roundtables - 5-minutes each

4:30 - 4:40

Closing Remarks – Personal Declarations
Theresa Caragol – Founder & CEO – AchieveUnite

4:40 - 6:00

WLC Power Group Reception – An invitation-only thank you reception for the advisory board and the WLC mentors

 

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:
Taylor Macdonald – SVP Global Channels – Sage/Intacct
Pablo Gargiulo – VP Partner sales – LogMeIn
Louise McEvoy – VP US Channels – Trend Micro
Micheal McCollough – Global VP Strategic Growth - Imperva

 

TRACK 1 - Managing Channels in a Time of Change

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

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

Mike Moore – VP Channel Strategy – 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:
Nick Tidd - VP Global Partner Organization – Poly
Tim Acker
Kathleen Curry - SVP Global Enterprise Channels - McAfee

Session 4: What is the role of the vendor and the Channel in marketing to today’s technology buyer?

Harbinder Khera – CEO & President- 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

1:50-2:30

Session 5: Understanding the partners you need and building a carefully targeted recruitment campaign to attract them

Frank Rauch – VP - Checkpoint

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: A panel of partners discuss their business models, their clients, and what they need from vendors

Moderator: Rob Rae – SVP Business Development - Datto

Panel:

Session 8: Financial acumen the essential skill - Understanding partner economics

Dan Overgaag – Managing Director – The Spur Group
Richard Flynn – Co-Founder & CMO – 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:
Jeff McCullough – Global VP Channel Sales - Park Place Technologies
Balaji Subramanian – SVP Global Channel – Chief – Igel
Marc Monday - Managing Director Global GTM - Citrix

 

7:00-Onwards

Channel Focus Gala Evening Event

A fabulous and fun event
Eat, drink and be merry with awesome entertainment, wonderful food, and great colleagues

 

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
Steve Mungall – VP Global Partner & Alliances – Red Hat
Alyssa Fitzpatrick - General Manager WW Partner Sales - Microsoft

  TRACK 1 - Managing Channels in a Time of Change TRACK 2 - Improving Channel Performance.
Programs that Make a Difference
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
Dave Allen – VP Channel Sales and Marketing Americas – Akamai Technologies

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: Building, Enabling, and Measuring the Impact of an Influencer Channel

Sandra Glaser Cheek – VP Global Partner Strategy and Programs - Ceridian
Michael Fleck - VP, Global Influence Partners - Ceridian

Session 12: Building a model to effectively measure both the partner and customer experience

TC Doyle – Channel Evangelist - Impartner

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 & GM, High Tech - Model N
Bernard Gutierrez - VP, Solutions - 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
Karlyn Bently – VP – 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?