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Informa
Key Sessions

Daniel Saks

The Channel as Digital Transformation Change Agent

AppDirect

Lynn Haber

Masters & Distributors Panel: Cracks in the Cloud

Channel Partners

Gavriella Schuster

Being Bold: The Next Big Thing

Microsoft

Carolyn April

Who Are We Kidding: There’s an Elephant in the Room Called Diversity

CompTIA

7:30am - 6:00pm 630 mins
Registration
Registration
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8:30am - 9:00am 30 mins
Networking
Breakfast & Networking sponsored by 8x8 Inc.
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Open to all attendees.

8:50am - 9:10am 20 mins
Keynote Programming
The Channel as Digital Transformation Change Agent
  • Speaker Daniel Saks - President & Co-CEO, AppDirect
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Over the past decade, we've seen massive disruption of the channel. New technologies including cloud, IoT and big data have transformed the IT landscape, yet partners have largely taken a back seat to technology providers, many of which have embraced direct-to-market strategies. However, in the next three to five years, that tide will turn. We will see businesses look to advisers to help them drive broad digital transformation. Will you be ready at that turning point where the channel moves into the driver’s seat and pushes forward unique solutions? In this keynote, Dan Saks, President and Co-CEO with AppDirect will discuss how partners can become agile technology advisers and adapt to the wider business need for solution providers vs. product sellers.

Open to all attendees.

9:10am - 9:17am 7 mins
Keynote Programming
Fastball presented by MetTel
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Open to all attendees.

9:17am - 9:42am 25 mins
Keynote Programming
Masters & Distributors Panel: Cracks in the Cloud
  • Moderator Lynn Haber - Senior Editor, Channel Partners
  • Panelists Jay Bradley - President, Intelisys
  • Adam Edwards - Co-Founder & Chief Executive Officer, Telarus Inc
  • Ian Kieninger - CEO, AVANT
  • Ryan Walsh - Chief Channel Officer, Pax8
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Cloud services sales are strong: $160 billion in 2018 rising to $277 billion by 2021, says IDC, with two-thirds of 2018 cloud budgets going to SaaS. Overall cloud spending is projected to grow at more than six times the rate of IT outlays through 2020. However, in the latest PartnerPath 2018 State of Partnering Study, many vendors said that just half of their cloud revenue is driven by the channel.

Masters and distributors are looking to equip partners with a solid cloud business strategy. The time for building these relationships is now. Join our panel of experts to learn:

  • Steps successful cloud partners are taking today
  • What a road map for a successful cloud practice looks like
  • Common pitfalls to avoid in your march to cloud services domination

Open to all attendees.

9:42am - 9:50am 8 mins
Keynote Programming
Fastball
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Open to all attendees.

9:50am - 10:15am 25 mins
Keynote Programming
Keynote
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Open to all attendees.

10:25am - 11:10am 45 mins
Business of the Channel Conference Track
CP360 Winners Spotlight
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Join three Channel Partners 360° award winners for an inside look at the projects that earned them that designation, loyal customers and recurring revenue.

All Access pass or Conference & Expo pass required to attend this session.

10:25am - 11:10am 45 mins
Cloud Conference Track sponsored by 8x8 Inc.
Cloud Track Peer Education Session
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All Access pass or Conference & Expo pass required to attend this session.

10:25am - 11:10am 45 mins
The MSP/CSP Opportunity Conference Track presented by Channel Futures sponsored by Datto
The MSP’s Guide To a Multicloud World
  • Moderator Carmen Sorice III - Founder & CEO, Qlarity llc
  • Panelists Paul Rix - CEO, Zanaris
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Managed and cloud service providers see customers struggle to decide which workloads to move to the cloud, which cloud to choose, how to migrate in a way that allows for an exit strategy and how to manage and automate those new multicloud environments. To maintain your position as a trusted adviser, you need ready answers.

This session will focus on selling motions and partnering strategies that are critical for MSPs/CSPs in this new IT landscape. We’ll discuss how to work with a range of platforms, tools and apps to drive value to customers without being tied down to specific environments, cloud providers or solution sets, and touch on what to look for in suppliers.

All Access pass or Conference & Expo pass required to attend this session.

10:30am - 11:30am 60 mins
VIP Events
VIP Session sponsored by Comcast Business and Spectrum
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Separate registration required.

Of those who attend, one lucky channel partner will win a $500 AMEX gift card. Must be present to win.

Location: Level 4, Room 4205

11:20am - 12:05pm 45 mins
Business of the Channel Conference Track
How the Two-Tier Model Must Evolve for the New Digital Economy
  • Speaker Sergio Farache - Senior Vice President, Global Cloud Solutions, Tech Data
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IT distributors are beginning to tweak the two-tier model — supplier to distributor to partner to end user — to add more value throughout the ecosystem. The result: new opportunities for partners via innovative business models and services. In this conference session, Sergio Farache, senior vice president, strategy and solutions at Tech Data, will share insights on the future of two-tier selling and ways to optimize end-to-end digital connections between all members of the IT ecosystem.

All Access pass or Conference & Expo pass required to attend this session.

11:20am - 12:05pm 45 mins
Cloud Conference Track sponsored by 8x8 Inc.
CEO Fireside Chat
  • Art Wittmann - Senior Vice President, Content for K&N Tech Group, USA, Informa, Knowledge & Networking USA
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As we lead into our closing keynote block, join top channel CEOs and our own senior vice president of content Art Wittmann for an intimate discussion of the future of cloud.

All Access pass or Conference & Expo pass required to attend this session.

11:20am - 12:05pm 45 mins
The MSP/CSP Opportunity Conference Track presented by Channel Futures sponsored by Datto
The Ultimate Service Provider: How to Become a Better Virtual CIO
  • Moderator Tom Kaneshige - Writer, Channel Futures
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Your customers count on you for a lot. But what about everything? What if, instead of merely managing customers’ systems, data and applications, you actually took responsibility for them. This, of course, is what virtual CIOs do for dentists, lawyers, accountants, realtors and more.

While there are few services more valued or lucrative, working as a virtual CIO brings far more responsibilities than most ICT consultants understand. In this session, three of the nation’s best share their insights.

All Access pass or Conference & Expo pass required to attend this session.

11:55am - 12:25pm 30 mins
Networking
Lunch & Networking
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Open to all attendees.

12:25pm - 12:50pm 25 mins
Keynote Programming
Being Bold: The Next Big Thing
  • Speaker Gavriella Schuster - Corporate Vice President, One Commercial Partner, Microsoft
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Digital transformation investment is projected at $6.3 billion for 2018 through 2020, according to IDC. Opportunity for the partner ecosystem? Well, the sky’s the limit — for those firms willing to make bold moves. Yet, many partners are struggling to turn new, innovative technologies into profitable business models while maintaining traditional ones. The pace of technological change isn’t going to slow down. And, the time for partners who do nothing has come and gone.

Join us to hear Microsoft’s Gavriella Schuster, corporate vice president of Microsoft’s One Commercial Partner, and our 2018 Channel Influencer of the Year award winner, provide insight into how to adapt and change, and execute on your vision. She’ll discuss how partners can build on their core business strengths, define their value propositions and connect with the larger partner ecosystem to succeed, and thrive, long term.

Open to all attendees.

12:50pm - 12:57pm 7 mins
Keynote Programming
Fastball presented by Viasat
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Open to all attendees.

12:57pm - 1:17pm 20 mins
Keynote Programming
Who Are We Kidding: There’s an Elephant in the Room Called Diversity
  • Moderator Carolyn April - Senior Director, Industry Analysis , CompTIA
  • Panelists Nick Black - Founder & CEO, Americas It Doctors
  • Rokeya Jones - Director, US DX Technical Evangelism, Microsoft
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Despite honest efforts to address the lack of diversity in the tech sector, the industry is behind other fields when it comes to diversifying its workforce. This begs a legitimate question: Can technology remain the change agent that it has been for the last 25 years if it isn’t attracting talent from the widest pool possible? The answer, many experts agree, is a resounding, “no.”

In this session, CompTIA Senior Director Carolyn April will walk attendees through her new, landmark study on diversity and share insights and observations along with members of the Channel Futures Think Tank, including:

  • Jim Chow, Channel Thought Leader, Google
  • Sandra Cheek, Channel Chief, Ciena
  • Theresa Caragol, Founder and Principal Analyst, Achieve Unite

Open to all attendees.

1:22pm - 1:30pm 8 mins
Keynote Programming
Fastball
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Open to all attendees.

1:30pm - 1:55pm 25 mins
Keynote Programming
Keynote
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Open to all attendees.

2:00pm - 6:00pm 240 mins
Expo Hall
Expo Hall Open
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Open to all attendees and exhibitors.

2:00pm - 6:00pm 240 mins
Expo Hall
Pub Crawl
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Open to all attendees and exhibitors.

2:00pm - 6:00pm 240 mins
Expo Hall
MSP Pavillion
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Open to all attendees and exhibitors.

2:00pm - 6:00pm 240 mins
Expo Hall
Game Zone
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Open to all attendees and exhibitors.

2:00pm - 2:10pm 10 mins
Channel Partners Studios sponsored by Jive Communications
Coffee with Craig & Kevin
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Open to all attendees and exhibitors.

2:00pm - 2:50pm 50 mins
Provider Presentation
Provider Presentation
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Open to all attendees.

2:00pm - 2:50pm 50 mins
Provider Presentation
Provider Presentation
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Open to all attendees.

2:00pm - 6:00pm 240 mins
Networking
VIP Lounge sponsored by ScanSource
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2:00pm - 2:50pm 50 mins
Networking
Go Inside The Channel Partners Thunderdome
  • Panelist Rick Beckers - President, CloudTech1
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No steel cages here, just a forum where attendees can grab a drink and a bite and face a panel of top UCaaS suppliers in a head-to-head matchup. Channel Partners will provide a moderator panel and some questions to get the action started, then we’ll turn it over to attendees. Partners get to drill down into product and channel program details from a variety of providers, head to head, in a lively and interactive session.

All Access pass or Conference & Expo pass required to attend this session.

3:05pm - 4:05pm 60 mins
Channel Partners Studios sponsored by Jive Communications
New Exhibitors News Desk
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Open to all attendees and exhibitors.

5:55pm - 5:58pm 3 mins
Channel Partners Studios sponsored by Jive Communications
Passport Drawing Announcement
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Open to all attendees and exhibitors.

7:00pm - 8:30pm 90 mins
Networking
Circle of Excellence Awards Dinner
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Introduced in 2013, the Channel Partners Circle of Excellence program recognizes IT and telecom channel leaders who are helping their partners create business value for customers. The Circle of Excellence honors executives for their vision, innovation and advocacy of the indirect channel during a time of transition and convergence.

Location: CarneVino

By invitation only.