CompTIA ChannelCon 2016

August 1-3, 2016 - The Diplomat Resort & Spa

The Leading Event for Channel Vendors

The CompTIA Vendor Summit provides an exclusive selection of education and collaborative sessions tailored specifically for C-level, EVP and SVP vendor and distributor executives. Connecting builders, influencers and decision makers from across the vendor community, the summit brings together top minds to discuss surviving and thriving in today’s changing, challenging channel ecosystem. It’s a truly collaborative environment, where the connections you make will be just as important as the lessons you take home.

Hosted by a combination of CompTIA leadership and industry experts, the summit offers insight into key trends, relevant business challenges and the most notable opportunities in today’s market. This two-day event is open to all IT vendors and distributors registered to attend ChannelCon, and will run parallel to the main conference. Integrated with the full event schedule, you can be sure you won’t miss any of the other great ChannelCon offerings when you attend the summit.

This year’s agenda dives into the research and discussions making headlines in today’s technology market.

Monday, August 1
4:00 – 5:00 pm
Opening Keynote: Transforming in the New Era
Presented by Tim Curran, CEO Global Technology Distribution Council

There’s no question the Channel is transforming, but how is it changing, and what’s the impact for vendors over the next five years? Based on various research sponsored by GTDC and not available anywhere else, hear Tim Curran share insights into the evolving channel ecosystem. He will share sales data on the tech industry – what products are the most popular, what are the fastest growing product categories, what types of partners are doing the most purchasing, and more. Also, learn about partner attitudes on cloud, new distribution models, and the cost of various routes to market.

5:00 – 6:00 pm
Changing Landscape of Distribution

IT distribution has long been shifting from the pick, pack and ship model that so well served a hardware-centric channel to one that offers a far broader range services to the vendor and channel communities. Today, however, the pace of change is even more disruptive. Cloud and other market innovations are dramatically rearranging the ways in which vendors and the channel operate, make money and go to market. Distributors, who touch both groups, must also adjust. But how? Join us to hear from an expert panel of distributors who’ll shed light on the ways they are meeting today’s challenges.


  • Jason Bystrak, Executive Director Cloud, North America, Ingram Micro, Inc.

  • Crash Lowe, Alpha Dog, Waterdog Technologies

  • Steve Robinson, Vice President, Global Cloud Solutions, Arrow Electronics, Inc.

  • Ryan Walsh, Senior Vice President, Partner Solutions, Pax8

Moderator: Annette Taber, Vice President Industry Strategies, CompTIA

6:00 – 7:30 pm
ChannelCon Welcome Reception in the Technology Vendor Fair

Tuesday, August 2
9:00 – 10:30 am
State of the Industry with CompTIA President & CEO Todd Thibodeaux
ChannelCon Keynote: Leadership in a Changing World with Peyton Manning

11:15 – 12:15 pm
What’s Keeping Vendors Up at Night?

Join us for an interactive session with a panel of leading vendors as they share insights on various trends impacting the channel ecosystem. From revamping your partner programs to focus on customer outcomes to verticalization to the business relevance of IT, this is your opportunity to discuss topics keeping you up at night.

Moderator: Carolyn April, Senior Director, Industry Analysis, CompTIA

12:30 – 1:30 pm
Vendor Summit Lunch: Magic Words for Executives - Influential Communication Strategies

Say this, not that. That’s the idea behind this entertaining and informative presentation, learn the secrets behind magic words and phrases that every executive and leader should know and use – and which ones must be avoided like the plague. After participating in this keynote, you’ll walk away with the skills and motivation to almost magically:

  • Effectively deal with the 3 most difficult people they’ll find in the workplace

  • Tap into each partner’s motivation

  • Earn the trust and respect of business partners, peers, and employees

  • Persuade partners to make changes without them feeling as if they’re being taken advantage of

  • Deliver negative feedback in a constructive, helpful manner

  • Understand the secrets behind building efficient, cohesive teams

  • Avoid the dangerous phrases that creep into everyday conversations, destroying your ability to motivate, engage, and influence

1:45 – 2:45 pm
Closing Keynote: Being a High Performing Sales Organization Requires a Hard Reset on Conventional Thinking
Presented by Tiffani Bova, Customer Growth & Innovation Evangelist, Salesforce

Regardless of what has worked in the past, the unintended consequences of both technology advancement and buyer behavior is wreaking havoc on channel sales organizations. Whether you have a small sales force or a highly complex go-to-market strategy, there is no avoiding the reality that how we sell has forever changed. Tiffani will challenge conventional thinking, pushing sales to a more customer-driven mindset and away from an internal productivity and performance-based management style. She’ll outline what she thinks the modern channel sales force will look like in the future.