Event
Agenda
Wednesday,
April 23, 2014
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Track
1- North America
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Track
2- North America
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Track
3 - Latin America
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7:30 AM to 8:15 AM
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BREAKFAST
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8:15 AM to 9:15 AM
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KEYNOTE: In a Changing Channel
Model, What Will Be the Role of Distribution? Details > >
Dean Douglas - President and CEO, Unify Andrew Sage - Vice President, Americas Distribution , Cisco |
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9:30 AM to 10:15 AM
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Session 1: Building a System to
Really Understand Your Relationship and Importance to Your Key Partners Details > >
Ross Brown - Senior Principal, The Spur Group |
Session 2: Time to Revenue - How
Do You Bring New Partners Up to Speed Quickly and Cost-Effectively? Details > >
Adam Famularo - SVP Partner Sales, CA Technologies |
Session 3: The Latest Statistics –
What’s Really Happening in the Channel in Latin America? Details > >
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10:15 AM to 10:35 AM
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NETWORKING BREAK
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10:40 AM to 11:25 AM
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Session 4: A Deep Dive into the
Evolving Business Models in the 'Cloud' Details > >
Craig Schlagbaum - VP Indirect Channels, Comcast Business Services |
Session 5: How Do You Identify the
Partners Capable of Selling Real Solutions? Details > >
Mukund Ramaratnam - VP & GM, Zyme Applications, Zyme |
Session 6: How Do You Build and
Enable an Effective Cloud Channel for the Latin American Region? Details > >
Alejandro Musgrove - Managing Director of Cloud Solutions Division , Adistec |
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11:30 AM to 12:30 PM
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FIRST WORKSHOP SERIES – CHOICE OF
15 WORKSHOPS
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12:30 PM to 1:45 PM
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SPECIAL LUNCH SESSION: How Do You
Develop a Channel to Move from a Perpetual to a Recurring Revenue Model? Details > >
Bill Griffin - Vice President Worldwide Channel Sales, Autodesk |
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1:45 PM to 2:30 PM
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Session 7: How Do You Effectively
Incentivize Partners in Both the 'Traditional' and 'Cloud' Models? Details > >
Ian Hutchieson - Global Director, Channel Strategy, ICLP |
Session 8: Understanding and
Building Traction with the MSP Channel Details > >
Theresa Caragol - VP of Global Channel , Extreme Networks |
Session 9: Key Steps You Need to
Take to Maximise Channel Sales in Brazil and Mexico Details > >
Sandro De Camargo - VP, Partner Sales, Distribution and Solution Providers, CA |
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2:35 PM to 3:20 PM
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Session 10: Understanding the
Investments Your Partners Need to Make to Build a Cloud Practice Details > >
Jason Porter - VP Product Marketing, AT&T |
Session 11: Focusing on the Right
Partners, Beyond the Transaction - What Do They Bring to the Table? Details > >
Tom Flink - VP Channels , Citrix |
Session 12: Building an Efficient
and Effective Distribution Structure for Latin America Details > >
Javier Cuellar - Partner and Field Sales Director for Latin America and the Caribbean, Citrix |
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3:20 PM to 3:40 PM
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NETWORKING BREAK
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3:45 PM to 4:45 PM
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SECOND WORKSHOP SERIES – CHOICE OF
15 WORKSHOPS
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4:50 PM to 5:35 PM
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Session 13: Best Practice in
Building an Effective Saas Partner Model Details > >
Taylor Macdonald - VP WW Channels, Intacct |
Session 14: Building a
Go-to-Market Strategy to Enable Both Your Cloud and traditional Partners Details > >
Craig DeWolf - Vice President, Sales & Marketing, hawkeye Channel |
Session 15: Building a Program to
Work with Latin Americas Pan-Regional Partners? Details > >
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5:40 PM to 6:40 PM
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SPECIAL EVENING SESSION: The Big
Debate: Is Recurring Revenue the Way Forward and if so, What Will It Mean for
the Channel? Details > >
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7:00 PM to 11:00 PM
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DINNER & EVENING EVENT Details > >
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Thursday,
April 24, 2014
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TRACK
1 - North America
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TRACK
2 - North America
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TRACK
3 - Latin America
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7:30 AM to 8:15 AM
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BREAKFAST
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8:15 AM to 9:15 AM
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KEYNOTE: A View From Outside the
Industry – A Key Company Outside the Industry Shares the Key Elements That
Have Made a Real Difference To Their Partner Strategy? Details > >
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9:30 AM to 10:15 AM
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Session 16: Beyond Leads; Enable
Your Partners to Turn Opportunities into Real Revenue Details > >
Ken Romley - CEO, Zift Solutions |
Session 17: How Do You Build a Set
of Metrics to Monitor the Return on Your Channel Investments? Details > >
Steven Kellam - Sr. Vice President, Sales and Marketing, CCI |
Session 18: How Do You Build a
Program to Target Partners Focused on SMB Business in the Latin American
Region? Details > >
Jose Luiz Sanchez - VP Channels, Barracuda |
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10:15 AM to 10:35 AM
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NETWORKING BREAK
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10:40 AM to 11:40 AM
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THIRD WORKSHOP SERIES – CHOICE OF
15 WORKSHOPS
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11:45 AM to 12:30 PM
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Session 19: Cloud Sales - Are
Standard Remuneration Models Emerging and if so, Should Vendors Change Their
Sales Compensation Models to Allow for 'Cloud' Business? Details > >
Kevin Gilroy - SVP Global Channels, SAP |
Session 20: How Do You Minimize
the Conflict Between Your Professional Services Group and Your Channel? Details > >
Christopher Doggett - Senior Vice President, Corporate Sales, North America, Kaspersky Lab |
Session 21: Managing and Incentivising
a CAM Team in the Latin American Region Details > >
Alex Castaneda - Vice President Latin America Channels and Carriers, Motorola |
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12:30 PM to 1:30 PM
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LUNCH - Working Group Report Details > >
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1:30 PM to 2:15 PM
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Session 22: Breaking Through the
Clutter - How Do You Really Get the Attention From Your Partners? Details > >
Daniel Hawtof - VP of Business Solutions - Global Channel and Employee Practice, Parago, Inc. |
Session 23: How Can You Build a
Channel Strategy to Take an Emerging Technology to Market? Details > >
Todd Palmer - Vice President World Wide Sales, Endace |
Session 24: Best Practice in
Building an Effective Partner Lead Generation Program Details > >
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2:20 PM to 3:20 PM
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FOURTH WORKSHOP SERIES – CHOICE OF
15 WORKSHOPS
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3:20 PM to 3:40 PM
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NETWORKING BREAK
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3:45 PM to 4:30 PM
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Session 25: How Do You Work with
Your Partners to Develop a Social Media Campaign? Details > >
Maurizio Capuzzo - VP , Polycom |
Session 26: Best Practice in
Building Qualified Leads for Tier 1, Tier 2 and Tier 3 Partners Details > >
Robert Lamkin - Senior Vice President of Corporate Development, Marketing Advocate Incorporated |
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4:30 PM to 5:15 PM
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Session 27: The Future of
Distribution - Three North American and One Latin American Distributor
Showcase Their Business Models Details > >
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5:15 PM to 5:30 PM
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Closing Session & Concluding
Remarks: The Channel Focus Benchmark Survey - The Results - What Really
Matters to Vendors and Partners? Details > >
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