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Key Sessions

Sara Straley

3 Technology Trends Shaping the Channel

AT&T Partner Exchange®

Andi Mann

Inside the Mind of a Transformational CIO

Splunk

Jay McBain

70 Percent of Your Peers Want Out. Why?

Forrester

8:00am - 7:00pm 660 mins
Info
Registration
Registration
8:30am - 8:55am 25 mins
Info
Networking
Breakfast & Networking sponsored by AT&T

Open to all attendees.

8:50am - 8:55am 5 mins
Info
Keynote Programming
Welcome Remarks
  • Host Thomas Baker - Senior Account Executive, Channel Partners
  • Host Kelly Danziger - Market Leader Channel, Knect365: TMT an Informa Company

Open to all attendees.

8:55am - 9:10am 15 mins
Info
Keynote Programming
Channel Update
  • Host T.C. Doyle - Senior Content Director, Channel, Channel Futures
  • Host Lorna Garey - Editor in Chief, Channel Partners Online and Channel Futures

Location: Level 5, The Palazzo Ballroom L

Open to all attendees.

9:10am - 9:17am 7 mins
Info
Fastball
Fastball presented by AVANT

Open to all attendees.

9:17am - 9:42am 25 mins
Info
Keynote Programming
2019 Influencer of the Year

Open to all attendees.

9:42am - 9:50am 8 mins
Info
Fastball
Fastball presented by Viasat


Open to all attendees.

10:25am - 11:10am 45 mins
Info
Business Strategy Conference Track sponsored by Nextiva
Timing the Market: How All Companies Can Prepare for M&A Success
  • Speaker Seth Collins - Managing Director, MartinWolf

M&A was on the rise in 2018, with each quarter matching or exceeding records, depending on which organization did the counting. But with increased global economic uncertainty and the market mimicking a roller-coaster ride, do acquisitions still offer the same path to value creation?

The answer is yes— but success requires a deeper understanding and a more deft touch. martinwolf Managing Director and former owner-operator Seth Collins will host an interactive conversation designed for first-time owner-operators and practiced M&A architects alike. Using proprietary market data and drawing from his firm’s 22-year history of midmarket IT M&A, this talk will cover how today’s economic conditions affect valuations, buyer and seller availability, outreach strategies and process management. Whether you are in the middle of a process or you have never considered inorganic growth, we’ll review key value drivers and help you prepare.

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

10:25am - 11:10am 45 mins
Info
Revenue & Supplier Portfolio Conference Track sponsored by Nextiva
Strategies for Success in Contact Center as a Service

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

10:25am - 11:10am 45 mins
Info
Marketing & Technology Conference Track sponsored by Nextiva
Channel Chief Roundtable
  • Moderator Jennifer Bodell - VP of Channel, Pax8

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

10:30am - 11:30am 60 mins
Info
VIP Events
VIP Session

Separate registration required.


10:30am - 11:30am 60 mins
Info
VIP Events
VIP Session

 Separate registration required.

10:30am - 11:30am 60 mins
Info
VIP Events
VIP Session

Separate registration required.


11:20am - 12:05pm 45 mins
Info
Business Strategy Conference Track sponsored by Nextiva
Catching & Keeping Rising Stars
  • Speaker John Davenjay - CEO, Bowman Williams

The channel is notorious for fighting to grab top talent from competitors. Service providers are constantly jockeying over top-producing channel sales reps, confidence-inspiring vCIOs, revenue-generating solutions engineers and visionary partner managers. Without the proper game plan to source, hire and retain, that ongoing battle can become a bottleneck to scaling business. How do you spot rising stars, lasso top players and retain that talent? We’ll help you develop a strategy.

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

11:20am - 12:05pm 45 mins
Info
Revenue & Supplier Portfolio Conference Track sponsored by Nextiva
Founders' Forum
  • Panelist Vince Bradley - CEO , WTG
  • Panelist Karin Fields - CEO/COO, Microcorp
  • Panelist Ted Schuman - Founder & CEO, PlanetOne
  • Panelist Geoffrey Shepstone - President, TBI

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

11:20am - 12:05pm 45 mins
Info
Marketing & Technology Conference Track sponsored by Nextiva
Reaching the Hidden IT Buyer
  • Speaker Hartland Ross - Founder & President, eBridge Marketing Solutions
  • Speaker Lisa Masiello - Chief Digital Strategist, eBridge Marketing Solutions

While business technology spending will rise by 9 percent in 2019, according to Forrester, the IT managers and CIOs many partners are accustomed to working with control only a portion of that spend, often for "keep the lights on" line items. Today, line of business influencers are the new technology power brokers, researching, purchasing, deploying and managing IT services. Yet they are frequently overlooked or ignored by vendors and channel partners. And, even when partners understand this new dynamic, they often don't know how to get in front of LOB leaders. In this session, we'll talk about who these buyers are, why and how they buy, their relationship with their IT departments and how non-technical buyers can become a significant growth factor.

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

11:55am - 12:25pm 30 mins
Info
Networking
Lunch & Networking

Open to all attendees.

12:00pm - 4:00pm 240 mins
Info
Networking
BCM One Technology Lounge - Jasmine E

Come for a Drink, Stay for the Partnership

Stop by the BCM One Technology Lounge – Room: Jasmine E and enjoy a drink and light appetizers.  Discover why agents and VARS are loyal partners with BCM One.

We’d love to meet with you to discuss about our enhanced channel partner program and overall solutions and support you’ll receive from BCM One.  We can update you about our recent big announcement as we embark on our next level of growth and what that means to you as a BCM One channel partner.   Schedule a meeting at marketing@bcmone.com.

Open to all attendees.

12:15pm - 12:35pm 20 mins
Info
Keynote Programming
Inside the Mind of a Transformational CIO
  • Speaker Andi Mann - Chief Technology Advocate, Splunk

As an intense future of innovation and disruption unfolds, the CIO and other IT leaders are becoming more and more critical to business success. Indeed, as business leaders see opportunities in digital transformation, internet of things, blockchain, mobile, multicloud, analytics, AI and more, they expect CIOs to not just support these transformative initiatives, but to own and drive them.

This session will give you insight into the mindset of this new “transformational CIO,” including:

  • The key technologies, approaches and roles they are adopting to deliver ‘New IT’
  • Their changing attitudes regarding technology, business and innovation
  • How to help them drive digital innovation and meet business goals

With many real-world examples, you will learn about new opportunities to become an indispensable partner for the transformational CIO as they fuel disruption, innovation and business success.

Open to all attendees.

12:35pm - 12:42pm 7 mins
Info
Fastball
Fastball

Open to all attendees.

12:42pm - 1:02pm 20 mins
Info
Keynote Programming
70 Percent of Your Peers Want Out. Why?
  • Speaker Jay McBain - Principal Analyst, Global Channels, Forrester

You’ve heard of business transformation and digital transformation — heck, you may even be delivering it for your customers. Have you heard of channel transformation? What are you doing to disrupt your own business, given the intensity of new buyers, buying journeys, competitors and a rapidly shifting channel landscape? Learn why 96 percent of channel partners don’t expand beyond 10 people and jump on a market where 70 percent of your peers are looking to exit in the next few years. This is the future. This is future intense.

Open to all attendees.

1:02pm - 1:10pm 8 mins
Info
Fastball
Fastball: Get the network you need and the control you want with SD-WAN presented by MetTel

More and more enterprises are facing the need for an improved and reliable network, increased bandwidth and a centralized way to manage it all. Join Zac Grant, vice president of enterprise solutions at MetTel, to hear more about SD-WAN and its many benefits, including quick and cost-effective deployment of new branches and increased network resiliency.

Speaker: Zac Grant, Vice President, Enterprise Solutions, MetTel

Open to all attendees.

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

Open to all attendees and exhibitors.

1:20pm - 1:27pm 7 mins
Info
Fastball
Fastball presented by 128 Technology

Speaker: Andy Ory, CEO, 128 Technology

Open to all attendees.

1:27pm - 1:52pm 25 mins
Info
Keynote Programming
Keynote

Open to all attendees.

2:00pm - 2:45pm 45 mins
Info
Business Strategy Conference Track sponsored by Nextiva
4 Steps to Oust a Competitor
  • Speaker Brad Stoller - National Director of Business Development, The PT Services Group

Your sales team has uncovered a great prospect. You’re ready to work with that customer to seize the digital future. There’s just one problem: The incumbent provider isn’t setting any transformation speed records, but it’s got allies in the IT department. In this session, Brad Stoller, business development manager for prospecting firm PT Services Group, will lay out a plan to win that business without going negative.

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

2:00pm - 2:45pm 45 mins
Info
Revenue & Supplier Portfolio Conference Track sponsored by Nextiva
Where’s the Money in Hyperscale Public Clouds? presented with Cloud Girls
  • Moderator Khali Henderson - Senior Partner, BuzzTheory Strategies
  • Panelist Manon Buettner - CEO, Nuvalo
  • Panelist Michelle Ruyle - CEO, Optimized Channel

Google Cloud. Amazon Web Service. Microsoft Azure. These hyperscale public cloud platforms don’t pay direct commissions to indirect sellers. So, how can channel partners capitalize on the growing demand for these services? In a word: management. In this session, produced in partnership with Cloud Girls, we’ll discuss how to make money on hyperscale public cloud platforms with managed services — both professional services fees and recurring commissions on management applications.

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

2:00pm - 2:45pm 45 mins
Info
Marketing & Technology Conference Track sponsored by Nextiva
Channel Marketing & Sales Track Session

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

2:00pm - 3:00pm 60 mins
Info
VIP Events
VIP Session by Sprint

Separate registration required.


2:00pm - 3:00pm 60 mins
Info
VIP Events
VIP Session by Jive Communications

Separate registration required.


2:30pm - 3:45pm 75 mins
Info
VIP Events
VIP Session by AVANT: Welcome to the Golden Age of the Trusted Adviser

Compute power is exploding, the cost of capacity is getting cheaper and new technologies are disrupting the status quo. Today there are market-leading companies delivering best-of-breed solutions that many decision-makers have never heard of. Customers large and small have a growing shortage of IT talent and are struggling to keep up while the rate of change is only increasing. They need a lifeline. They need a guide to help them navigate the fast-changing IT landscape. They need a trusted adviser. They need you.

Never before has the opportunity been greater for the channel and The Trusted Adviser! Join Drew Lydecker, Avant president and co-founder, to hear what makes a top trusted adviser so successful. Learn what the hottest selling solutions are in the market today, and gain insight on how you can capitalize on this Golden Age of the Trusted Adviser.

Separate registration required.


3:00pm - 3:45pm 45 mins
Info
Revenue & Supplier Portfolio Conference Track sponsored by Nextiva
Founders' Forum


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

3:00pm - 3:45pm 45 mins
Info
Business Strategy Conference Track sponsored by Nextiva
Cybersecurity and Data Breaches From a Business Lawyer's Perspective
  • Speaker Kathy Winger - Attorney at Law, Law Offices of Kathy Delaney Winger

Significant changes in the cybersecurity and data breach legal landscapes mean you need to reassess your exposure, as well as that of customers. The fact is, no company is immune from liability. In this session, we’ll discuss current and future cybersecurity/data breach legislation and the FTC’s role in regulatory and enforcement actions related to cybersecurity and data breaches. We’ll cover steps to take to protect customers before, during and after a data breach, reveal liability for third-party providers (read: you) and touch on the ins and outs of cyber insurance.

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

3:00pm - 3:45pm 45 mins
Info
Marketing & Technology Conference Track sponsored by Nextiva
Cracking the Customer Loyalty Code
  • Speaker Michael Schmidtmann - Owner, Trans4mers

How can you grow your business faster? The answers may be hiding in plain view.  You’ve worked hard to build a loyal customer base, but you are probably leaving easy money on the table. What if you could:

  • Get more and better referrals from your customers?
  • Win a larger “share of customer” by cross-selling and upselling?
  • Turn the occasional unhappy user into a raging fan?

Every partner knows that increasing spend from existing customers is the lowest-cost way to boost revenue. However, winning at word of mouth and growing your ARPU demands that customers be committed to your services. In this session, we’ll discuss ways to cross-sell and upsell your customer base, find hidden treasure in customer accounts, maximize annual revenue per user and gain more referrals.

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

4:00pm - 4:50pm 50 mins
Info
Thunderdome
Thunderdome: UCaaS
  • Ringmaster Bryan Reynolds - Director, Sales Operations, TBI
  • Inquisitor Shaquille Fontenot - Director of Marketing, CNSG

No steel cages here, just a forum where attendees can face a panel of top UCaaS suppliers in a head-to-head matchup. We'll have timer in hand to make sure the action keeps moving.

You will hear from the following suppliers during this session:

Jamaal Savwoir, Channel Sales Engineering Director, 8x8, Inc.

Stephen Yochum, Director and GM UCC, Ingram Micro

Open to all attendees and exhibitors. 

4:00pm - 7:00pm 180 mins
Info
Expo Hall
Expo Hall Open

Location: Bayside AB

Open to all attendees and exhibitors.

4:00pm - 7:00pm 180 mins
Info
Expo Hall
Opening Reception in the Expo Hall sponsored by AT&T

Location: Bayside AB

After a full day of education sessions and workshops, the channel is ready to unwind! The opening night reception is your opportunity to grab a drink and a plate of tasty food and get down to the business of networking.

Open to all attendees and exhibitors.

4:00pm - 7:00pm 180 mins
Info
Expo Hall
MSP Pavilion

Location: Bayside AB

The MSP Pavilion is a designated area on the show floor where MSPs can find the solutions and services they are looking for, all in one location. View our floor plan to learn more >>

Open to all attendees and exhibitors.

4:00pm - 7:00pm 180 mins
Info
Expo Hall
Cloud Pavilion

Location: Bayside AB

The Cloud Pavilion is a designated area on the show floor where partners can find cloud-related solutions and services. View our floor plan to learn more >>

Open to all attendees and exhibitors.

4:00pm - 4:15pm 15 mins
Info
Channel Partners Studio sponsored by Jive Communications
Coffee with Craig & Kevin

Location: Channel Partners Studio (Booth 1053)

Open to all attendees and exhibitors.

4:00pm - 7:00pm 180 mins
Networking
VIP Lounge
4:15pm - 7:00pm 165 mins
Info
Channel Partners Studio sponsored by Jive Communications
Channel Partners Studio Interviews

Schedule

4:15 - 4:30 p.m. 

4:30 - 4:45 p.m. 

4:45 - 5:00 p.m. 

5:00 - 5:15 p.m. 

5:15 - 5:30 p.m. 

5:30 - 5:45 p.m. 

5:45 - 6:00 p.m. 

6:00 - 6:15 p.m. 

6:15 - 6:30 p.m. 

6:30 - 6:45 p.m. 

6:45 - 7:00 p.m. 

Open to all attendees and exhibitors.

5:00pm - 6:00pm 60 mins
Info
Networking
Power Hour

Separate registration required.

6:30pm - 8:00pm 90 mins
Info
Networking
Influencers & Innovators Digi Awards Networking Reception

Cap off your first day at Channel Partners with a reception honoring our Digi Award recipients and our 2019 Channel Influencers. We’ll gather to honor our class of 2019 channel movers and shakers and hear about some of the great services your peers have provided to their clients. The rest of the time is yours to network, have some drinks and food, and enjoy the upbeat atmosphere.

The Digi Awards is now accepting applications. Submit your entry by Feb. 15 >>

Separate registration required.