Planning for Growth – What’s Next for the Trillion-Dollar High-Tech Industry?

At the International CES event last month in Las Vegas, CEA announced that worldwide sales of high-tech & consumer electronics products were projected to be within shouting distance of $1 trillion in 2011. Technology companies are thinking hard about how to manage this growth efficiently and invest in appropriate operational excellence initiatives. Based on a survey of COOs, an Accenture report on the Future of High-Tech and Electronics indicates three strategic imperatives to help achieve effective operations in this upcoming growth phase:

• Charting new growth trajectories
• Organizing for worldwide innovation
• Leveraging the broader ecosystem

While innovation and growth have always been at the top for CXOs, it is interesting to see that the importance of alliances, channel partners and suppliers is seen as an area of investment. For example, best-in-class technology companies leverage their channel partner networks to differentiate themselves, improve speed-to-market, identify new opportunities that they may not have uncovered on their own, and improve visibility to end customers. It’s no surprise that at a recent quarterly business review, a Zyme customer remarked how a granular view of channel activity worldwide has given them an important market advantage.

Planning for Growth – What’s Next for the Trillion-Dollar High-Tech Industry?

At the International CES event last month in Las Vegas, CEA announced that worldwide sales of high-tech & consumer electronics products were projected to be within shouting distance of $1 trillion in 2011. Technology companies are thinking hard about how to manage this growth efficiently and invest in appropriate operational excellence initiatives. Based on a survey of COOs, an Accenture report on the Future of High-Tech and Electronics indicates three strategic imperatives to help achieve effective operations in this upcoming growth phase:

• Charting new growth trajectories
• Organizing for worldwide innovation
• Leveraging the broader ecosystem

While innovation and growth have always been at the top for CXOs, it is interesting to see that the importance of alliances, channel partners and suppliers is seen as an area of investment. For example, best-in-class technology companies leverage their channel partner networks to differentiate themselves, improve speed-to-market, identify new opportunities that they may not have uncovered on their own, and improve visibility to end customers. It’s no surprise that at a recent quarterly business review, a Zyme customer remarked how a granular view of channel activity worldwide has given them an important market advantage.

Channel Focus North America with Latin America 2014

Event Agenda

Wednesday, April 23, 2014

	Track 1- North America	Track 2- North America	Track 3 - Latin America
7:30 AM to 8:15 AM	BREAKFAST
8:15 AM to 9:15 AM	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
9:30 AM to 10:15 AM	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 > >
10:15 AM to 10:35 AM	NETWORKING BREAK
10:40 AM to 11:25 AM	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
11:30 AM to 12:30 PM	FIRST WORKSHOP SERIES – CHOICE OF 15 WORKSHOPS
12:30 PM to 1:45 PM	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
1:45 PM to 2:30 PM	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
2:35 PM to 3:20 PM	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
3:20 PM to 3:40 PM	NETWORKING BREAK
3:45 PM to 4:45 PM	SECOND WORKSHOP SERIES – CHOICE OF 15 WORKSHOPS
4:50 PM to 5:35 PM	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 > >
5:40 PM to 6:40 PM	SPECIAL EVENING SESSION: The Big Debate: Is Recurring Revenue the Way Forward and if so, What Will It Mean for the Channel? Details > >
7:00 PM to 11:00 PM	DINNER & EVENING EVENT Details > >

Thursday, April 24, 2014

	TRACK 1 - North America	TRACK 2 - North America	TRACK 3 - Latin America
7:30 AM to 8:15 AM	BREAKFAST
8:15 AM to 9:15 AM	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 > >
9:30 AM to 10:15 AM	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
10:15 AM to 10:35 AM	NETWORKING BREAK
10:40 AM to 11:40 AM	THIRD WORKSHOP SERIES – CHOICE OF 15 WORKSHOPS
11:45 AM to 12:30 PM	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
12:30 PM to 1:30 PM	LUNCH - Working Group Report Details > >
1:30 PM to 2:15 PM	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 > >
2:20 PM to 3:20 PM	FOURTH WORKSHOP SERIES – CHOICE OF 15 WORKSHOPS
3:20 PM to 3:40 PM	NETWORKING BREAK
3:45 PM to 4:30 PM	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
4:30 PM to 5:15 PM	Session 27: The Future of Distribution - Three North American and One Latin American Distributor Showcase Their Business Models Details > >
5:15 PM to 5:30 PM	Closing Session & Concluding Remarks: The Channel Focus Benchmark Survey - The Results - What Really Matters to Vendors and Partners? Details > >