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Informa
7:30am - 7:30pm 720 mins
Registration
Registration
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8:00am - 4:00pm 480 mins
Co-Located Events
Cyber Security Summit brought to you by Datto
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Location: Philadelphia Marriott Downtown • 1201 Market St, Philadelphia, PA 19107, USA 

The dynamics of digital security are constantly shifting - and customers are exposed to more threats, from more sources than ever. The problem is not just that cyber threats are more advanced and frequent than before, but the constant drumbeat of news about security breaches has created a fog of fear and uncertainty that is paralyzing the progress for building digital businesses. 

Separate Registration Required.

8:30am - 8:55am 25 mins
Keynote Programming
Breakfast & Networking
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Open to all attendees and exhibitors.

8:50am - 8:55am 5 mins
Keynote Programming
Welcome Remarks
  • Hosts Kelly Danziger - Market Leader Channel, Knect365: TMT an Informa Company
  • Brian Snortheim - VP of Sales, Channel Partners
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Open to all attendees and exhibitors.

8:55am - 9:10am 15 mins
Keynote Programming
The World as We See It
  • Hosts T.C. Doyle - Senior Director of Content, Channel Futures & Channel Partners
  • Lorna Garey - Editor in Chief, Channel Futures & Channel Partners
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This year, T.C. Doyle and Lorna Garey will put a stake in the ground with an overview of the world as Informa’s channel brands see it, complete with highlights of what to expect from the brands, ways we see the world differently than others and insights available from no one else.

Open to all attendees and exhibitors.

9:10am - 9:17am 7 mins
Fastball
Fastball presented by Avant
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Open to all attendees and exhibitors.

9:17am - 9:37am 20 mins
Keynote Programming
Voice of the Customer Panel
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Open to all attendees and exhibitors.

9:37am - 9:45am 8 mins
Fastball
Fastball
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Open to all attendees and exhibitors.

9:45am - 10:10am 25 mins
Keynote Programming
Keynote
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Open to all attendees and exhibitors.

10:25am - 11:10am 45 mins
Business Strategy Track sponsored by Cyxtera
Negotiating Agency Contracts: 3 Ways to Ensure Today’s Deal Won’t Be Tomorrow’s Problem
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Partners depending on MRR to pay the bills can't afford to miss provisions buried in the fine print that could cost them big bucks. In this session we'll discuss how to avoid a lot of pain by taking a few disciplined steps when negotiating provider agreements.

Conference & Expo pass required to attend this session.

10:25am - 11:10am 45 mins
Revenue & Supplier Portfolio Track sponsored by Cyxtera
Pricing and Packaging Strategies to Dramatically Increase Recurring Revenue
  • Speaker Gary Pica - Owner, TruMethods, LLC
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Our industry is changing rapidly, so don’t miss this session that offers proven methods for pricing and packaging IT service offerings — the center of every MSP’s success. In this session, Gary Pica of TruMethods will discuss his most popular topic — how many MSPs are negatively impacting sales and profitability and don’t even know it! If your recurring revenue is not increasing each and every month, you need to hear what Gary has to say.

During this session you will learn:

  • About pricing managed services, security, and cloud, and obtain guidelines that will take the mystery out of pricing your support offering
  • How your support offering impacts sales, service delivery and profit margins
  • The 3 most common mistakes IT providers make
  • The answers to your burning questions: What should I include? How many offerings should I have? How should I present the offering?

Conference & Expo pass required to attend this session.

10:25am - 11:10am 45 mins
Marketing & Technology Track sponsored by Cyxtera
5 Steps to Cash in on IoT
  • Moderator Natasha Royer Coons - Managing Director, TeraNova Consulting Group
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Conference & Expo pass required to attend this session.

10:30am - 11:30am 60 mins
VIP Events
VIP Session with Verizon
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11:20am - 12:05pm 45 mins
Business Strategy Track sponsored by Cyxtera
How to Compensate Your Sales Team for Cloud
  • Speaker Nick Heddy - SVP of Sales & Marketing, Pax8
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Even experienced MSPs run into sales-compensation hiccups that can hamstring their cloud practices. Whether you have 500 sales pros or five, we'll share tips for incentivizing them to sell cloud services.

Conference & Expo pass required to attend this session.


11:20am - 12:05pm 45 mins
Revenue & Supplier Portfolio Track sponsored by Cyxtera
2019 Security Preview & Your Portfolio
  • Panelist Sam McLane - Chief Technology Services Officer, Arctic Wolf Networks
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A panel of security experts will offer predictions on the threats that will keep customer IT teams awake at night in 2019, so that you can add the right security products and services to cash in on the headlines.

Conference & Expo pass required to attend this session.

11:20am - 12:05pm 45 mins
Marketing & Technology Track sponsored by Cyxtera
Channel Marketing Success Factors
  • Moderator Marie Rourke - Founder and Chief Channel Strategist, WhiteFox Marketing Inc.
  • Panelist Jennifer Anaya - Vice President, Marketing, North America, Ingram Micro
  • Panelist Angela Leavitt - Founder, Chief Mojo-Making Officer, Mojo Marketing
  • Panelist Carrie Simpson - CEO and Founder, Managed Sales Pros
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Master agents and distributors have front-row seats into what works for partners. In this session, we'll share insights on new strategies.

Conference & Expo pass required to attend this session.

11:55am - 12:25pm 30 mins
Keynote Programming
Lunch & Networking
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Open to all attendees and exhibitors.

12:25pm - 12:45pm 20 mins
Keynote Programming
Keynote
  • Speaker Tiffani Bova - Global Customer Growth and Innovation Evangelist, Salesforce
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Open to all attendees and exhibitors.

12:45pm - 12:55pm 10 mins
Keynote Programming
Lighting Talk: Reality Check: Blockchain & The Channel
  • Speaker Neeraj Satija - CEO/CTO, Concordus Applications, Inc.
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Open to all attendees and exhibitors.

12:55pm - 1:02pm 7 mins
Fastball
Fastball presented by Mitel
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Open to all attendees and exhibitors.

1:02pm - 1:22pm 20 mins
Keynote Programming
Keynote
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Open to all attendees and exhibitors.

1:22pm - 1:30pm 8 mins
Fastball
Fastball
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Open to all attendees and exhibitors.

1:30pm - 1:55pm 25 mins
Keynote Programming
Keynote
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Open to all attendees and exhibitors.

2:00pm - 2:45pm 45 mins
Business Strategy Track sponsored by Cyxtera
Running a Tight Ship: The Impact of Operational Efficiency on Profits
  • Speaker Carolyn April - Senior Director, Industry Analysis , CompTIA
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Your sales reps are killing it and revenue is rolling in. So why are your profit margins not where you expect them to be? Disappointing results often stem from inefficient processes that can drag down an entire organization. The impact of these inefficiencies grows only more pronounced as channel firms seek to move into new business models. Bottom line? It is critical to streamline operations and embrace best practices.

Conference & Expo pass required to attend this session.

2:00pm - 2:45pm 45 mins
Revenue & Supplier Portfolio Track sponsored by Cyxtera
Want to Maximize Your Prospecting? Build a Better Pipeline
  • Speaker William Ominsky - Managing Director, Clarity Channel Advisory Group (CCAG)
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Let’s face it, most of us don’t like prospecting. This is especially true for MSPs because the day-to-day focus on service/delivery required to maintain satisfied customers doesn’t leave much time to beat the bushes for new accounts. In this session, we will empower you with processes that are quick and easy to implement — prospecting becomes a lot more fun when it results in a big pipeline.

Conference & Expo pass required to attend this session.

2:00pm - 2:45pm 45 mins
Marketing & Technology Track sponsored by Cyxtera
Stacking Managed Services on SD-WAN
  • Speaker Brian Perrott - Founder, QOS Networks
  • Speaker Devin Williams - Vice President Strategy, Converged Network Services Group (CNSG)
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For all their benefits, SD-WANs aren’t set it and forget it. Care and feeding must be ongoing, whether by the enterprise IT team, vendor or managed service provider. For the channel, the latter option is by far the most lucrative over the long haul, especially for firms serving small and midsize enterprises that have multiple locations, a fair amount of SaaS use and little in-house WAN expertise.

In this session, you’ll learn how to:

  • Assemble a full-featured SD-WAN-as-a-service bundle while navigating a vibrant — even somewhat chaotic — SD-WAN market.
  • Make the case for SD-WAN to forward-looking customers using, for example, optimized apps and cloud connections.
  • Articulate the value of adding network, security, monitoring and operational services on top of an SD-WAN network
  • Stand out in this crowded space, from the founder of a successful provider of managed SD-WAN services

Conference & Expo pass required to attend this session.

2:30pm - 3:45pm 75 mins
VIP Events
VIP Session with AVANT
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2:30pm - 3:30pm 60 mins
VIP Events
VIP Session with Synnex
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3:00pm - 3:50pm 50 mins
Business Strategy Track sponsored by Cyxtera
6 Ways to Build Your 2020 Talent Pipeline
  • Moderator Lynn Haber - Senior Editor, Channel Partners
  • Panelist Yvette Steele - Senior Manager, Member Communities, CompTIA
  • Panelist Franklin Reed - Director of Inclusion and Diversity, TEKsystems
  • Panelist Patrice Jimerson - Global Diversity & Inclusion Director, Appirio
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Conference & Expo pass required to attend this session.

3:00pm - 3:50pm 50 mins
Revenue & Supplier Portfolio Track sponsored by Cyxtera
Analyst Panel
  • Panelist Larry Walsh - CEO and Chief Analyst, The 2112 Group
  • Panelist Luanne Tierney - CEO, LT & Associates
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Conference & Expo pass required to attend this session.

3:00pm - 3:50pm 50 mins
Marketing & Technology Track sponsored by Cyxtera
5 Lessons MSP Sales Teams Can Learn From Agents – and Vice Versa
  • Speaker Michael Schmidtmann - Peer Group Facilitator and Business Coach, Trans4mers
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Top-producing agents are sales machines, generating six- and even seven-figure MRR incomes with just a smartphone and a few spreadsheets. But it’s within MSPs that we see technical innovation: Sales automation, specialization and sophisticated marketing campaigns are driving new logos and revenue streams.
What can these groups learn from each other? How can agents embrace tools and automation to expand their customer bases? How can MSPs acquire the sales flair and relationship trust enjoyed by successful agents?
This session will explain the quiet revolution going on in the sales world today and how everyone can profit from it. Attendees will learn:
• The success habits of highly effective agents
• How automation and specialization are revolutionizing MSP sales teams
• Actionable ideas for both agents and MSPs to grow sales, add recurring revenue and increase customer loyalty

Conference & Expo pass required to attend this session.

4:00pm - 7:00pm 180 mins
Expo Hall
Expo Hall Open
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Open to all attendees and exhibitors.

4:00pm - 7:00pm 180 mins
Expo Hall
Opening Reception in the Expo Hall
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Open to all attendees and exhibitors.

4:00pm - 4:15pm 15 mins
Channel Partners Evolution Studio
Coffee with Craig & Kevin
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Open to all attendees and exhibitors.

4:15pm - 7:00pm 165 mins
Channel Partners Evolution Studio
Channel Partners Evolution Studio Interviews
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Schedule

4:15 - 4:30 p.m. Open

4:30 - 4:45 p.m. Open

4:45 - 5:00 p.m. CenturyLink

5:00 - 5:15 p.m. AT&T

5:15 - 5:30 p.m. Verizon

5:30 - 5:45 p.m. Open

5:45 - 6:00 p.m. Open

6:00 - 6:15 p.m. Open

6:15 - 6:30 p.m. Open

6:30 - 6:45 p.m. Open

6:45 - 7:00 p.m. Open

Open to all attendees and exhibitors.

4:20pm - 5:20pm 60 mins
Channel Futures Theater
Thunderdome: UCaaS
  • Ringmaster Bryan Reynolds - Senior Manager of Post Sales, TBI
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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.

6:00pm - 7:00pm 60 mins
Channel Futures Theater
Thunderdome: DRaaS
  • Ringmaster Bryan Reynolds - Senior Manager of Post Sales, TBI
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No steel cages here, just a forum where attendees can face a panel of top DRaaS suppliers in a head-to-head matchup. We'll have timer in hand to make sure the action keeps moving.

6:30pm - 10:00pm 210 mins
Networking
MSP 501 Awards Dinner presented by Channel Futures
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Join us at the inaugural MSP 501 Awards Dinner where we will host and honor the top 501 managed service providers from around the world.

Agenda

  • 6:30 - 7:30 p.m. Cocktail Reception
  • 7:30 - 9:00 p.m. Dinner & Awards
  • 9:00 - 10:00 p.m. After Party

Separate registration required.

6:30pm - 8:00pm 90 mins
Networking
Channel NX2Z Workforce of the Future Symposium
  • Moderator James Anderson - News Editor, Channel Partners
  • Moderator Aaron Leveston - National Account Manager, RingCentral
  • Panelist Tiffani Bova - Global Customer Growth and Innovation Evangelist, Salesforce
  • Panelist Jason Bystrak - Vice President Worldwide Channels & Distribution, eFolder/Axcient
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Boomers want to understand how to attract, retain and motivate recent grads, while younger channel pros value career advice from established execs. In this symposium, led by Channel NX2Z founders James Anderson and Aaron Leveston, a panel of channel leaders representing several generations will mix it up, offering insights and lessons learned; we’ll then open the floor to discussion and networking.

Open to partners and members of NX2Z, registration required.