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Key Sessions

Tony Safoian

Opening Keynote & Lunch: Investing Ahead of Technology Demand: Seeing the Future and Making Bold Decisions

SADA Systems

10:00am - 5:00pm 420 mins
Info
Registration
Registration

Location: Level 2, Hall A

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: Investing Ahead of Technology Demand: Seeing the Future and Making Bold Decisions
  • Speaker Tony Safoian - President & CEO, SADA Systems

Location: Level 5, The Palazzo Ballroom L

Channel companies have limited resources. Are we best served investing in cloud technologies that customers are using today, or what they're likely to use three to five years from now? The answer is both, of course, but tomorrow's successful channel leaders will focus more on the future than the present. That can be a scary proposition, but it’s less so if you're closely monitoring macro business and technology trends. In this keynote, Tony Safoian, CEO and president of technology consultancy firm SADA Systems, will share his strategy for making strategic investments in cloud infrastructure, AI and IoT — people, tools and services. In a nutshell, winning the long game is about caring about customer success today and beyond, and that means having the courage to direct scarce resources to business opportunities that have not yet fully developed.

Open to All Access pass holders only.

1:20pm - 1:30pm 10 mins
Info
Keynote Programming
Keynote
  • Speaker Bob Crissman - Senior Vice President/ Chief Channel Officer, Vonage

Location: Level 5, The Palazzo Ballroom L

Open to All Access pass holders only.

1:40pm - 2:40pm 60 mins
Info
Executive Track
Profitably Pivoting To Embrace New Business Models
  • Speaker Mark S. A. Smith - Principle, The Bija Company LLC

Location: Level 4, Lando 4301A

Changing business models are getting more deeply disruptive: Oracle CEO Mark Hurd predicts that 80 percent of data centers won’t exist by 2025. Information Age says 40 percent of the Fortune 500 won’t survive digital transformation. Some doomsday analysts predict that 70 percent of MSPs won't be around in three years. How can you manage the chaos? In this engaging, entertaining and enlightening conversation we’ll discuss the radically changing business models of technology vendors, distribution, business partners, and customers. We’ll present data so you understand what’s driving these changes, how to pivot your business to take advantage of them, and how to stay relevant and profitable.

All Access pass required to attend this session.

1:40pm - 2:40pm 60 mins
Info
Technology Leader Track
IoT Update: Platforms, Partners & Profit
  • Speaker Terra Bastolich - Vice President of Marketing, GetWireless
  • Speaker Steve Brumer - Partner, 151 Advisors

Location: Level 4, Lando 4305

IoT is about to become a trillion-dollar industry. Two foundational elements: systems integration and IoT platforms to manage the connection of billions of endpoints to millions of edge servers. Channel partners need to understand how to determine multiple elements of the IoT solutions that will meet a customer’s requirements, how to manage the projects and solutions, and which IoT connectivity to adopt. In this session, we’ll also discuss how channel partners can make money in the exploding IoT world.

All Access pass required to attend this session.

1:40pm - 2:40pm 60 mins
Info
Sales & Marketing Track
5 Secrets for Selling Big MRR Opportunities
  • Speaker Michael Schmidtmann - Peer Group Facilitator and Business Coach, Trans4mers

Location: Level 4, Lando 4303

There has never been a better time to win new logos and sell massive MRR contracts. With the advent of new, disruptive technologies and applications sold as services, large enterprises are actively pursuing innovative ways to gain competitive advantages and cut capital costs.

This presents a great business opportunity for channel partners looking to increase recurring revenue and break into the enterprise market — but only if you can pivot your selling approach and add new skills. It certainly demands a new mindset.

This session shows five practical ways you can compete for, and more importantly win, big, margin-rich, sustainable sales. Attendees will learn:

  • How to incentivize and equip your salespeople to sell large MRR contracts
  • Keys to forging strategic customer relationships versus making quick tactical sales
  • Tricks to strike up conversations and then convert connections to appointments with high-level executives

All Access pass required to attend this session.

2:50pm - 3:50pm 60 mins
Info
Executive Track
The Transformational Power of a Compelling Brand
  • Speaker Shawn Cordner - CEO & Founder, In2itive

Location: Level 4, Lando 4301A

If seismic shifts in technology and the market have driven you to reassess your business identity, this workshop is for you. A strong brand can create the conditions for success: credibility, a competitive edge and customer loyalty. We'll define exactly what comprises your brand — it's more than just a logo — and show how building a compelling identity can ease the transition to new lines of business. You'll leave with a better understanding of key brand elements, including visual identity, messaging and positioning. Come learn how and why to invest in building your brand!

All Access pass required to attend this session.

2:50pm - 3:50pm 60 mins
Info
Sales & Marketing Track
Channel Marketing Now: A 360 View
  • Moderator Tasha Klares - Director of Marketing, Force 3
  • Panelist Gina Kennedy-Toney - Vice President-Marketing, Fusion
  • Panelist Kathryn Rose - Senior Advisor, Achieve Unite
  • Panelist Irfan Fazlulla - Director of Marketing Partnerships & Strategy, Vonage

Location: Level 4, Lando 4303

A shrinking marketing budget, MDF allocations lessening, ROI demands and resource constraint — sound like your team? Many of us understand this struggle all too well. In this session we’ll discuss how to prioritize marketing time and dollars, share examples of programs that have worked for peers and update you on new technologies for marketing pros.

All Access pass required to attend this session.

2:50pm - 3:50pm 60 mins
Info
Technology Leader Track
Massive Data Breaches: A Love Story?
  • Speaker Kevin Lancaster - CEO & Co-Founder, ID Agent

MSSP sales teams tend to view mega-breaches, like the Equifax PII theft or the ransom attack that just took down Atlanta, as gifts from the marketing gods. However, the technical staffers who need to protect small and midsize customers from those same attack methods know better: The malware used in major attacks is often freely available on the dark web, so no customer is safe. In this Business Success Symposium session, we’ll trace trends in big data breaches, discuss what to expect for the rest of 2018 and suggest ways partners can deliver comprehensive security in the face of escalating attacks.

Location: Level 4, Lando 4305

All Access pass required to attend this session.

4:00pm - 6:00pm 120 mins
Info
Keynote Programming
Closing Keynote and Reception
  • Speaker Alan Masarek - CEO, Vonage

Location: Level 4, Lando 4201A

All Access pass required to attend this session.

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

Location: Level 5, The Palazzo Ballroom L

The Alliance of Channel Women Networking Mixer is the perfect way to kick off the Channel Partners event! Join other successful women in the channel to discuss key business topics that impact professional women today. Network with old friends and discover new relationships that will help your business grow, your skills improve and your career soar! This comfortable, open forum fosters collaboration, support and inspiration. Come early, bring a friend and be a part of this special event.

Separate registration required. Register here.

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

Location: Public House

First time at Channel Partners? Welcome! CP Expo show is turning 21 this year and setting new records for number of participants, at 6,000 strong. The scale can be daunting, but don’t worry, we have you covered. Stop by our reception at Public House and network with other first-timers, members of the Channel Partners team, industry rock stars and veteran show supporters. You’ll pick up tips on how to get the most out of the upcoming expo days while grabbing a custom cocktail and a bite to eat at this unique event!

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