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Key Sessions

Opening Keynote & Lunch

10:00am - 5:00pm 420 mins
Registration
Registration
12:30pm - 12:40pm 10 mins
Info
Networking
Business Success Symposium Preconference Lunch Begins

All Access pass required to attend this session. 

12:40pm - 1:20pm 40 mins
Info
Keynote Programming
Opening Keynote & Lunch

Open to All Access pass holders only.

1:20pm - 1:30pm 10 mins
Info
Keynote Programming
Keynote

Open to All Access pass holders only.

1:40pm - 2:40pm 60 mins
Info
Executive Track
Pricing Services for Maximum Profit

All Access pass required to attend this session.

1:40pm - 2:40pm 60 mins
Info
Technology Leader Track
Training Dragons: Why You Need Continuous IT Staff Development
  • Speaker Edward Tuorinsky - Managing Principal, DTS

Training is important for every profession, but it’s essential for the IT professionals who serve your customers. Yet many partner firms assume -- incorrectly -- that their technical staffers will seek out training on their own and worry that encouraging ongoing education and certifications will make key employees more targets for poaching. That attitude is taking a big chance with a valuable resource.
This session will give insight into how to establish, and prioritize, IT training for your staff. We will outline a program that addresses organizational culture, management objectives and the needs of individuals within your technology team. Training IT dragons is about winning battles in a constantly changing environment.

All Access pass required to attend this session.

1:40pm - 2:40pm 60 mins
Info
Sales & Marketing Track
How Hardware Bulks Up Total Solution Profit
  • Speaker Dr. Richard L. Chambers - President, America's Return Inc.

Location: Level 4, Lando 4303

Thought hardware sales were dead? Nope. In fact, the future looks bright for partners who can spin the right mix of gear, software and services into total solutions for customers. Given that since 2016, MSP profit margins have eroded 30 percent, according to AppDirect, consider responding by creating more net profit in three ways:
•Having more revenue flow to the bottom line via hardware sales plus accompanying billable deployment services;
•Committing to higher hardware volumes, which brings down unit costs, creating more gross margin; and
•Reducing operating expenses by adopting hardware standards, thus allowing greater efficiencies in configuration and maintenance.    
In this workshop, Dr. Richard L. Chambers, president of sales consulting and training firm America’s Return Inc., will share strategies for how to sell total solutions with higher profit in less time.

All Access pass required to attend this session.

2:50pm - 3:50pm 60 mins
Info
Executive Track
Executive Track Session

All Access pass required to attend this session.

2:50pm - 3:50pm 60 mins
Info
Sales & Marketing Track
Align or Die: Why Sales & Marketing Must Pull Together — or Perish Apart
  • Moderator Michael Schmidtmann - Peer Group Facilitator and Business Coach, Trans4mers
  • Panelist Kayla Kirkeby - VP of Marketing, Dizzion
  • Panelist Heather K. Margolis - Founder and CEO, Channel Maven Consulting
  • Panelist Carrie Simpson - CEO and Founder, Managed Sales Pros

In this all-star panel, we’ll discuss the havoc that comes from a lack of communication between the people framing your company’s value prop and those charged with selling it to customers. Misaligned incentives, lack of insight into pricing strategies and disparate goals are just some of the problems we’ll highlight.

All Access pass required to attend this session.

2:50pm - 3:50pm 60 mins
Info
Technology Leader Track
Panel: The SaaS Opportunity

All Access pass required to attend this session.

4:00pm - 6:00pm 120 mins
Info
Keynote Programming
Closing Keynote and Reception

All Access pass required to attend this session.

5:00pm - 8:00pm 180 mins
Info
Networking
Alliance of Channel Women Networking Event

Separate registration required. 

7:00pm - 9:00pm 120 mins
Info
Networking
First-Time Attendee Reception

Separate registration required. Open to first-time Channel Partners attendees only.