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Key Sessions

Adam Hartung

Opening Keynote & Lunch: Today’s Winners Create Marketplace Disruption

Spark Partners

10:00am - 5:00pm 420 mins
Info
Registration
Registration sponsored by Fuze

Location: South Convention Center, Level 1, Bayside AB

12:00pm - 5:30pm 330 mins
Info
Co-Located Events
AVANT Special Forces Training

Location: South Convention Center, Level 3, South Seas F

Join AVANT to help train and enable the channel to sell today’s hottest IT solutions, including SD-WAN, UCaaS, IaaS and colo.

AVANT is well known for its Special Forces Training, with participants in the last five training events earning an average NPS score of 87. Special Forces is an intense sales training — like nothing you have ever seen before! AVANT is bringing the partner community together with thought leaders and key vendors of next-generation IT solutions for a training event dedicated to sales strategies, tactics and tools that will enable partners to transform their business to that of a true trusted adviser.

The event will start with a welcome lunch at noon and continue through 6 p.m., when we kick off a cocktail and networking reception.

Watch AVANT's video to learn more >>

Noon – Lunch

1:00 – Special Forces Kickoff- mega trends driving today’s IT sales opportunities

1:45 – Today’s cloud opportunities

2:35 – Engaging and winning today’s security opportunities

3:15 – Break

3:30 – AVANT BattleApp – your weapon to win the war in it sales: http://bit.ly/2R8afC7

4:10 – Winning UCaaS/CCaaS opportunities

4:50 – Dominating with Today’s WAN

5:30 – End

For all other AVANT activities, including out legendary party: www.GoAVANT.net/Golden


Separate registration required. 

12:30pm - 12:40pm 10 mins
Info
Networking
Business Success Symposium Preconference Lunch Begins

Location:  South Convention Center, Level 3, South Seas B

All Access pass required to attend this session. 

12:40pm - 1:20pm 40 mins
Info
Keynote Programming
Opening Keynote & Lunch: Today’s Winners Create Marketplace Disruption
  • Speaker Adam Hartung - Managing Partner, Spark Partners

Location:  South Convention Center, Level 3, South Seas B

Looking ahead? Good, because change is coming, and it’s going to be a hell of a ride. Transformative disruption is your friend. It’s also the theme of the biggest and best Business Success Symposium ever. Our message as we close out this no-name decade: embrace intensity. Yesterday is gone, the future is here and the only way to grow is to embrace what’s next. And don’t wait for change to come to you; winners create their own marketplace disruptions. In this keynote, growth strategist Adam Hartung, author of the newly released business classic “Create Marketplace Disruption: How to Stay Ahead of the Competition,” will explain how to grow your business by abandoning fear, embracing trends and becoming an agent of change.

Open to All Access pass holders only.

1:20pm - 1:30pm 10 mins
Info
Keynote Programming
Keynote
  • Speaker Lisa McLin - VP of North American Channel Sales, Rackspace

Location:  South Convention Center, Level 3, South Seas B

Open to All Access pass holders only.

1:40pm - 2:40pm 60 mins
Info
Executive Track
Preparing for 2020: How to Recession-Proof Your Company by Future-Proofing Customers
  • Speaker Denise Sangster - President & CEO, Global Touch

Location: South Convention Center, Level 3, South Seas C

Steering your business through the economic storms likely over the next two years — while remaining profitable — is critical. Yet, the IT industry’s embrace of digital transformation may be challenging the way you’ve done business and changing the products you sell. We’ll discuss how your growth and profitability are intertwined with your customers’ life cycle success — well beyond the “land” model. Are you ready for a new wave of solutions, services, business models, M&A activity, markets and value propositions? Preparedness is the ticket to future success. This session will cover what you need to do now to be ready for 2020.

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

Location: South Convention Center, Level 3, South Seas I

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 attractive 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: South Convention Center, Level 3, South Seas D

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
Size Doesn’t Matter: What You Need to Know About SMB Businesses’ Tech Habits
  • Speaker Carolyn April - Senior Director, Industry Analysis , CompTIA

Location: South Convention Center, Level 3, South Seas C

Small businesses are commonly described as the lifeblood of the U.S. economy. Numbers-wise, they account for the vast majority of the nation’s business entities, while serving as a key driver of job growth and innovation. Success as a small business owner means overcoming challenges on many fronts, but also embracing new opportunities in technology and business. CompTIA’s latest research, “Tech Trends Among SMB Businesses,” explores the business relevance of technology to SMBs and the factors affecting their perceptions, decisions, and investments in established and emerging technologies. Don’t miss this session if selling into the SMB segment is key to your business.

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 Heather K. Margolis - Founder and CEO, Channel Maven
  • Panelist Kayla Kirkeby - VP of Marketing, Dizzion
  • Panelist Lisa McLin - VP of North American Channel Sales, Rackspace
  • Panelist Carrie Simpson - CEO and Founder, Managed Sales Pros

Location: South Convention Center, Level 3, South Seas D

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
Up Your Managed Security Game Tomorrow: Tips & Tricks From Top MSSPs
  • Moderator Kris Blackmon - Content Director, Channel Trends, Channel Futures
  • Panelist Jason Ingalls - CEO, Ingalls Information Security
  • Panelist Ian Richardson - Founder & CEO, Doberman Technologies
  • Panelist Jason Steiner - Manager, Risk Advisory Services, RSM US LLP

Location: South Convention Center, Level 3, South Seas I

Everyone knows that managed security is where MSPs’ future fortunes lie. But integrating advanced security offerings into existing portfolios carries significant challenges that require rethinking current business models. An expanded managed security practice involves additional — and often prohibitively expensive — subject matter experts, retraining of sales teams and account management practices, expansion of help desk capabilities and even changes to how contracts are drafted. It isn’t a quick pivot to make. In this session, three successful MSSPs will share ways in which MSPs can start adding managed security capabilities — and reaping their benefits — fast.

All Access pass required to attend this session.

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

Location: South Convention Center, Level 3, South Seas Foyer

All Access pass required to attend this session.

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

Location: North Convention Center, South Pacific B&C

ACWConnectLive! is the perfect way to kick off the Channel Partners Conference & Expo!

SHIFT | DISRUPT | IMPACT

As women, we've experienced the power being part of a collective, of driving change on a national and global level. ACW now invites you to focus your attention on driving change on a personal and professional level. Shift your thinking about what's possible for your life and career. Disrupt the routines that are holding you back and keeping you from moving forward. Impact your career path in positive ways. Join the interactive panel discussion at ACWConnect Live! and learn key steps to individual empowerment.

Moderator: Maggie Miller, Content Marketing Director, Informa-Channel Futures

Panelists:

Holly Hartman Niedzielski, Director, Event Marketing & Partner Communities, Ingram Micro

Lisa Miller, President, Wholesale, Indirect & Alliances, CenturyLink

Janet Schijns, CEO, JS Group

To become an Alliance of Channel Women member and to attend for FREE, visit www.allianceofchannelwomen.org.

To become a Sponsor, click here 

This event is free to paid members in good standing.

Pre-registration closes on Friday, April 5 at 12:00 pm ET. Tickets are limited. Additional tickets may be available at the door on a "first come, first served" basis.

Separate registration required. To register, click here

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

Location: Mandalay Bay, Red Square

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