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Join ChannelCon’s Vendor Summit

In today’s channel partner ecosystem, you’re challenged with meeting the needs of a broad set of partners, from VARs and MSPs to hybrid solution providers and born-in-the cloud partners. And with more manufacturers and developers adopting the channel
as a sales strategy, and the growth of SaaS products, your partners have more options to choose from than ever before.

How can you support this diverse ecosystem and keep your company competitive in these times of change? What will partner programs look like over the next five years?

Join C-level, EVP and SVP vendor and distributor executives for the first-ever Vendor Summit featuring exclusive keynote speakers and high-level sessions designed to keep you in step with today’s evolving channel. The Summit will run parallel to the main conference. All main stage keynotes, networking and social activities will be in combination with the full solution provider attendee base and sessions will not interfere with the Technology Vendor Fair, so you won’t miss a thing. All vendors, distributors and consultants are invited to join. CAMs, be sure to tell your Execs this is the event they can’t afford to miss!

Agenda:

Monday, August 3

7:45 a.m. — 10 p.m.

6—7:30 p.m.

Community Meetings & Activities

Technology Vendor Fair

Tuesday, August 4

9 — 10:30 a.m.

State of the Industry with Todd Thibodeaux, President & CEO

Morning Keynote with Adam Alter: Three Paths to Understanding Your Customers

Adam Alter explores how businesses can better understand and predict the behavior of their customers. He begins by explaining why we often misunderstand how customers think, and then goes on to describe how they actually make purchasing decisions. How do they decide whether a new product will be valuable? How do they choose among a set of brands? How can companies present choices and options to maximize the appeal of their products? Having explained the features of consumer psychology, Alter presents a series of interventions that enable companies to communicate with customers more effectively and compellingly.

10:45 — 11:45 a.m.

Vendor Summit Opening Keynote with Tiffani Bova

Gain insights on macro trends in technology, and how they’re being consumed. We’ll discuss their impact to the channel, and how the partner base has evolved based on today’s technology trends. We’ll dive into an overview on the three types of partners - traditional reseller, hybrid, and born-in-the-cloud.

11:45 a.m. — 1:15 p.m.

Lunch with ChannelCon Dragons Den

1:30 — 2:30 p.m.

Vendor Summit Session: Does Your Partner Program Meet the Needs of Your Channel?

How do you evaluate your partner program to see if it meets the needs of today’s partners? Do you need to consider different programs for different types of partners? Should every vendor cater to every type of partner, or can you find a niche with a specific partner community?

Moderator: Larry Walsh, CEO & Chief Analyst, The 2112 Group Panel

Panelists:

  • Jennifer Anaya, Vice President of Marketing, Ingram Micro
  • Joe Chuisano, Vice President, Channel Strategy and Programs, Verizon Enterprise Solutions
  • Todd Garrigues, Director, North America Reseller Channel Programs, Intel
  • Doug Erickson, Vice President of WW Partner Sales, Pulse Secure
  • Aaron Garza, Vice President of Sales, ProfitBricks

2:45 — 3:45 p.m.

Vendor Summit Session: Born-in-the-Cloud Partners: What’s the difference?

Gain insights into the newest type of partner. What is their business model? What types of vendors do they typically prefer to do business with? How do you recruit and engage these partners? What do these partners need from vendors? What do you need to consider when developing a program specifically for Born-in-the-Cloud partners? Industry experts say forget about "coop" dollars, MDF, lead distribution, deal registrations, partner account managers, channel account managers, etc. -- all of the traditional ways we think about channel partner programs -- and begin to think differently about programs for born-in-the-cloud partners.

Moderator: Ryan Morris, Principal Consultant, Morris Management Partners, Inc.

Panelists:

  • Jim Ciampaglio, Vice President of Channel Partners, Hostway
  • Brent Combest, Director, Partner Profitability & Compete, Worldwide Partner Group, Microsoft
  • Diane Krakora, CEO, PartnerPath
  • Matt Scherocman, President, Interlink Cloud Advisors

4 — 5:30 p.m.

Technology Vendor Fair

6 — 9 p.m.

Wrigley Field Backstage Pass(ChannelCon party for all attendees)

Up your game at this once-in-a-lifetime evening at the iconic Wrigley Field! Join us for an exclusive behind the scenes experience — take to the field and walk the same grass as legends like Babe Ruth, Jackie Robinson, and Erine Banks. You’ll have access to the Cubs dugout, receive hitting instruction in the batting cages, participate in the homerun derby, visit the Press Box and more! Prepare for an unforgettable night of networking, entertainment, and great food and drink.

Shuttle bus service will depart from the Hilton Chicago between 5:45 and 6:30 p.m. Return service will be provided throughout the evening. There is no additional fee for this special event. All ChannelCon attendees are welcome to participate!

Wednesday, August 5

9 — 9:30 a.m.

Thought Leaders Keynote: Kevin Murai, Synnex

Connecting the Strategic Process to IT

Join us for a unique opportunity to hear insights from an industry thought leader on thestrategic process and its relationship to IT. Kevin Murai, Synnex’s president and CEO, has held executive roles in the IT channel for nearly 30 years. He’ll share his valuable perspective on the state of the IT market, key technology trends and their implications on the channel ecosystem, and where are the risks and opportunities in our industry.

9:45 — 10:45 a.m.

Vendor Summit Session: Delivering World-Class Partner Experiences via Digital Platforms

With the evolving partner ecosystem, is your partner portal delivering the best user experience to ALL your partners? Do born-in-the cloud partners have different needs with portals than traditional partners? Are you taking advantage of mobile platforms to reach and engage your partners?

Legacy technology systems, often built at great expense and before mobile was everyone’s first screen, may not manage key business functions in the most effective way any longer. If you know this, but have settled for something less than what you need, we’ll discuss how you can update your legacy system without breaking the bank. Spoiler Alert: Going mobile doesn’t mean starting over.

What if there was a better way?

Learn about a design-led approach to creating a portal for today’s partners that offers the best user experience possible. Hear how this design-led approach starts with great user research that identifies what matters most to your partners without regard to existing legacy systems. Find out how this approach can save time and money in updating your partner portal. Hear specific suggestions on questions you may consider to improve your partner portal to meet the needs of today’s partners.

Presenters:

  • Drew Davidson, VP of Design, ÄKTA
  • Matt Tesch, VP of Engineering, ÄKTA

11 a.m. — 12 p.m.

Vendor Summit Session: Looking into the Crystal Ball

Where is the channel headed, and how will you capitalize on It? We’ll discuss a wide range of topics on the future of the industry, and hear about what’s keeping vendors up at night. Topics may include how do we see the allocation of your IT budget among hardware and next gen software, who’s getting venture capital funding and will they disrupt the market, and who are your new competitors.

Moderator: Patricia Rush, Rush to Channel

Panelists:

  • Toni Clayton-Hine, Vice President, Global Marketing & Value Proposition, Channel Partner Operations, Xerox
  • Stacy Nethercoat, Vice President of Product Marketing, TDCloud, Tech Data
  • Bruce Stuart, Co-Founder, Channelcorp

12 — 2 p.m.

Technology Vendor Fair Lunch and Exhibitor Raffle