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12 pm 1 pm (60 mins)

Keynote Programming

Opening Keynote & Lunch

All Access pass required to attend this session.

1:10 pm 4 pm (170 mins)

Digital Business Workshop

Digital Business Workshop

This afternoon of guided networking is all about interactive learning from peers in a series of facilitated discussions. Move with your group across four topical areas, guided by experts. Open to partners only and limited to 40 participants.

Table 1: Bigger Customers, Bigger Profits: Capturing Large-Enterprise Business

Suppliers want partners with the skill and experience to land huge deals. After all, it takes a lot of five-figure SMB engagements to move the quota needle. Focus only down-market, and the channel will always play second fiddle to direct sales teams and big systems integrators. We’ll discuss ways to move up-market over time, including reaching out to line-of-business decision-makers.

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Table 2: Marketing Now: Omnichannel, Digital & Data-Driven 

If your idea of omnichannel marketing is an email followed by a phone call, welcome to 1997. The science of selling has come a long way. Today you need video, social, data analysis, sales alignment, events — all in pursuit of a consistently excellent customer experience. We’ll review marketing tools and techniques that deliver high impact, with tools for every budget.

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Table 3: TBD 

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Table 4: TBD 

Facilitator:

All Access pass required to attend this session.

1:10 pm 4 pm (170 mins)

IoT Bootcamp: Exercise Your Right to Profit

IoT Bootcamp: Exercise Your Right to Profit

Your carrier and technology partners have Internet of Things platforms, hardware and connectivity options set to go. Masters and distributors stand ready with integration help. Customers are reading about smart vehicles, cities and devices. So where are you? If the answer isn’t “Building an IoT practice,” you need this boot camp.

1:10 - 2 p.m.

Platform, Hardware & Software

In this session, we’ll explore various IoT platforms — the glue connecting edge hardware, access points, data networks and end-user apps — and survey the current sensor landscape. We’ll also discuss software, particularly APIs that link everything to the cloud.

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2:10 - 3 p.m.

Connectivity, Security & Regulation

Carriers including AT&T and Verizon as well as cable companies are looking to connect sensors to edge and core networks. After all, if you can’t get customer data to an analytics engine, why bother collecting it? We’ll also discuss applicable standards and regulations and have the all-important security discussion.

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3:10 - 4 p.m.

Services & The Sales Cycle

Now you have an IoT practice and some value-added services, like HVAC control or fleet monitoring. Who do you call on within the prospect organization? How do you market your expertise to the community? Should you consider partnering to offer a more turnkey solution? We will discuss marketing, supporting and succeeding with an IoT solution using an MSP model.

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All Access pass required to attend this session.

1:10 pm 4 pm (170 mins)

Ransomware: Prevent, Recover, Understand

Ransomware: Prevent, Recover, Understand

The number of ransomware incidents increased to 228 in the 2017 Verizon Data Breach Investigation Report, up from 159 in the 2016 DBIR. Attackers are getting more sophisticated, and they’re spreading the malice around: The majority — 61 percent — of confirmed victims had fewer than 1,000 employees. No matter what your channel business, you need to help customers protect their data.

1:10 - 2 p.m.

An Ounce Of Prevention …

Ransomware has been a scourge for years. Customers must be aware of the problem and have prevention plans in place, right? Wrong. These attacks are getting easier to launch and harder to recover from.

This track will cover prevention techniques:

  • How ransomware gets in
  • How to provide end user education as a service
  • Technologies to help block ransom malware, such as advanced AV and web and email filtering
  • Advanced phishing techniques to watch for, including “whaling”

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2:10 - 3 p.m.

Pay Up or Push Back?

Experts differ on whether a customer should pay ransom. In some cases, attackers don’t provide the encryption keys even after they collect their bitcoins. They may even come back for another bite.

This track will cover recovery techniques:

  • Disaster recovery considerations, including the criticality of having isolated backups
  • Preparation in case a customer decides to pay, from how to set up a bitcoin wallet to why timing is critical
  • Steps to figure out how the attack was pulled off and quickly close that window
  • The latest in decryption options from industry efforts such as #NoMoreRansom, which now hosts 27 free decryption tools and calculates that it has successfully diverted more than $3 million from criminals.

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3:10 - 4 p.m.

Knowledge Is Power

Attackers are wily. They frequently change up techniques and malware types to attempt to defeat prevention and recovery measures. Understanding the mindset of malicious hackers can help you stay a step ahead.

This track will cover topics including:

  • From Russia with malice: The business model behind ransomware.
  • Recommendations from the FBI on paying, or not, and how to work with law enforcement
  • Proactive ways to protect your customer’s brand
  • Data integrity: What if they messed with our records?

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All Access pass required to attend this session.

4:10 pm 6 pm (110 mins)

Keynote Programming

Closing Keynote & Networking Reception

All Access pass required to attend this session.

5 pm 8 pm (180 mins)

Networking

Women in the Channel Networking Event

Separate registration required.

7 pm 9 pm (120 mins)

Networking

First-Time Attendee Reception

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