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Key Sessions

Rudy Rodriguez

Peer Partnering Without Fear

IAMCP

Barbary Brunner

Lightning Talk: Gender Diversity and It's Critical Role in Engineering High Customer Satisfaction Outcomes

Austin Technology Council

Christian Renaud

Selling IoT? Follow the Verticals

451 Research

Rupesh Chokshi

The Evolving Network and How It’s Propelling Innovation

AT&T Business Solutions and International

Larry Walsh

Stacking up in the Cloud Market

The 2112 Group

John DeLozier

Be a Rock Star in the Global Transformation to Digital

CenturyLink

TC Doyle

Big Challenges, Bigger Ideas

Penton Technology

7:30am - 6:30pm 660 mins
Registration
Registration Open
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Open to all attendees and exhibitors.

Location: Level 1, Exhibit Hall 4

7:30am - 6:00pm 630 mins
VIP Lounge sponsored by ScanSource and Intelisys
VIP Lounge sponsored by ScanSource and Intelisys
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Located right outside the expo hall, the VIP lounge, sponsored by ScanSource and Intelisys, is the place where All Access and Conference & Expo passholders can go to sit down, catch up on email, or have a meeting. With computer and printer access, Wi-Fi, refreshments and charging stations, it's a great spot for a quick respite from the hustle and bustle!

Open to All Access and Conference & Expo passholders only. To upgrade your pass, visit registration.

8:00am - 8:25am 25 mins
Keynote Programming
Breakfast & Networking sponsored by AT&T
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Open to all attendees and exhibitors.

Location: Level 4, Ballroom D

8:25am - 8:45am 20 mins
Keynote Programming
Peer Partnering Without Fear
  • Rudy Rodriguez - President, U.S. Chapter, IAMCP
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You can’t go it alone – alliances are critical to win in today’s competitive market. Research confirms the benefits of partnering: increased sales and marketing coverage in new geographies and access to solution- and customer-specific knowledge and specialized expertise. Why then do some partners choose to go it alone? Because it takes time and money to build relationships and develop trust.

In this keynote, we’ll discuss the P2P maturity model and reveal the 10 business functions that prepare you to partner effectively and profitably.

Open to all attendees and exhibitors.

Location: Level 4, Ballroom D

8:45am - 8:52am 7 mins
Keynote Programming
Lightning Talk: Gender Diversity and It's Critical Role in Engineering High Customer Satisfaction Outcomes
  • Speaker Barbary Brunner - CEO, Austin Technology Council
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Open to all attendees and exhibitors.

Location: Level 4, Ballroom D

8:52am - 9:12am 20 mins
Keynote Programming
Selling IoT? Follow the Verticals
  • Speaker Christian Renaud - Research Director, Internet of Things, 451 Research
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Not all customers are on the IoT fast track. In this keynote, Christian Renaud, research director of 451 Research's Internet of Things practice, will provide an in-depth look at which industries are actively deploying IoT projects — and, most importantly, why. We’ll discuss leading IoT use cases and applications as well as key purchasing factors, and we’ll spotlight the new decision-makers. Finally, we’ll explain how IoT sales traction is fundamentally different from the traditional IT buying process and reveal what you can do to expedite the sale.

Open to all attendees and exhibitors.

Location: Level 4, Ballroom D

9:12am - 9:20am 8 mins
Fastball
Grow Your Business Revenue With AT&T Solutions presented by AT&T
  • Host Michael Schmidtmann - Owner, Trans4mers
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You told us you want to hear about hot new products and services. Fastball delivers. Exhibitors get six minutes to pitch offerings launched within the past 90 days — and yes, we're timing them. At the end of each presentation, you can decide for yourself: home run or strike-out?

PRESENTATION

Grow Your Business Revenue With AT&T Solutions

We know reliable, highly secure connectivity is at the heart of every successful business. To help you deliver solutions that matter to your customers, AT&T offers choice and flexibility for the channel. This lets you choose how you can build, grow and profit with the strength of the AT&T network.

Speaker: Chris Nations, Director of Strategic Reach, AT&T Partner Solutions

Presented by AT&T

Open to all attendees and exhibitors.

Location: Level 4, Ballroom D

9:20am - 9:45am 25 mins
Keynote Programming
The Evolving Network and How It’s Propelling Innovation
  • Speaker Rupesh Chokshi - Associate Vice President (AVP), AT&T Business Solutions and International
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The traditional networking model of scaling the infrastructure and capacity is complex, time-consuming and costly. In today’s fast-paced business environment, companies need solutions that are dynamic, on demand and easily managed. Rupesh Chokshi’s keynote will discuss the industry’s evolution to software-centric networking and how network virtualization can make IT more flexible and businesses more agile.

Open to all attendees and exhibitors.

Location: Level 4, Ballroom D

10:25am - 11:10am 45 mins
Business Education Track
What Makes a Good Agent Great
  • Track Chair Buffy Naylor - Managing Editor, Channel Partners
  • Moderator Patrick Oborn - Co-Founder & Thought Leader, Telarus
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When agents are great at what they do, it benefits everyone — masters, suppliers, clients and themselves. But what does it take to achieve greatness? In a nutshell, understanding that you’re not selling technology or services anymore. You’re selling an experience. Customers want personalization, high touch and one point of contact. In this session, join Telarus co-founder Patrick Oborn, an agent who made that leap and an end customer who benefitted to discover how to take your business from good to great.

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

Location: Level 4, Meeting Room 16A

10:25am - 11:10am 45 mins
SDN Education Track sponsored by Verizon
Real-Deal SD-WANs: Chaotic, Complex
  • Track Chair James Anderson - Associate Editor, Channel Partners
  • Panelists Mike Sapien - Enterprise Analyst - Global, Ovum
  • Matthew Toth - President, C3
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Let’s face it, customers don’t hire you to set up tex-book, greenfield WANs. They hire you to knit of a mix of MPLS, internet, 3/4G and maybe even satellite connections into a manageable, secure and scalable network that supports digital business. In this session, Matthew Toth, founder and lead consultant at Collaborative Communications Consulting, will help you develop a plan.

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

Location: Level 4, Meeting Room 16B

10:30am - 11:30am 60 mins
VIP Events
VIP Session: Be Your Own Brand; Let Us Incubate Your Business
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As revenue gets squeezed on resold services, many partners are looking to develop their own services to keep revenue in-house. If that sounds like you, then come hear how Global Strategic Accountants LLC (GSA) can provide you with the most cost-effective and timely path to market. Join GSA’s Matt LaHood, Altaworx’s Bob Nicols and AT&T’s Meredith Caram for three different avenues to launch your own brand with the greatest amount of success.

Separate registration required.

Of those who attend, one lucky channel partner will win a $250 AMEX gift card. Must be present to win.

Location: Level 4, Meeting Room 12B

10:30am - 11:30am 60 mins
VIP Events
VIP Session: Cybersecurity is Key to Growing Customer Relationships
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Are your customers prepared for a security breach? If not, it’s time to provide them with some actionable intelligence so they know how to respond quickly. This session will share insights from some of Verizon’s most intriguing cybercrime investigations. Real-life case studies will also be shared to illustrate the power of security solutions in leading to stronger customer relationships and additional sales opportunities.

Separate registration required.

Of those who attend, one lucky channel partner will win a $250 AMEX gift card. Must be present to win.

Location: Level 4, Meeting Room 19A

11:20am - 12:05pm 45 mins
Business Education Track
3 Ways to Multiply Your Company’s Worth by 8x
  • Track Chair Buffy Naylor - Managing Editor, Channel Partners
  • Speaker Ryan Walsh - Senior Vice President of Partner Solutions, Pax8
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For many MSPs, their perceived business value doesn’t match up to the actual value. In this session, Pax8 will help you understand your company's valuation, explain your customer acquisition cost (CAC) and how it can directly affect your performance in business and discuss ways to increase your overall business value. Plus, learn how top performing MSPs are reducing the cost of customer acquisition by adding cloud recurring revenue streams.

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

Location: Level 4, Meeting Room 16A

11:20am - 12:05pm 45 mins
SDN Education Track sponsored by Verizon
SDN & NFV: Make the Services Sale
  • Track Chair James Anderson - Associate Editor, Channel Partners
  • Moderator Bill Prange - Global Alliances and Partnerships, Verizon Enterprise Solutions
  • Panelists Paul Cronin - Facilitator of Excellence, Cronin Corp.
  • Andrew Lydecker - President, AVANT Communications
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Delivering functions from load balancers to firewalls to WAN optimizers as software services rather than in appliance form demands a new sales strategy. Join us to learn how SDN and NFV improve uptime and partner profitability -- and how security is a prime selling point.

We’ll cover:

  • How to help customers avoid being locked in with hardware investments and switch spend to deliver MRR
  • Why virtualized network services are much easier to update with patches and new features
  • When to offer higher-end services to small companies and help customers better support remote and branch offices

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

Location: Level 4, Meeting Room 16B

12:50pm - 1:12pm 22 mins
Keynote Programming
Stacking up in the Cloud Market
  • Speaker Larry Walsh - CEO and Chief Analyst, The 2112 Group
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Cloud computing is commonplace in the channel, but not every solution provider and agent is equal. As the world digitalizes, you need to know how your capabilities rate against competitors or risk devaluation and irrelevancy. In this keynote, The 2112 Group’s Larry Walsh will reveal trends around cloud capabilities in the channel and how partners can assess their standing. The goal: build and sustain a competitive edge now and into the future.

Open to all attendees and exhibitors.

Location: Level 4, Ballroom D

1:12pm - 1:37pm 25 mins
Keynote Programming
Be a Rock Star in the Global Transformation to Digital
  • Speaker John DeLozier - Vice President Channel Alliance, CenturyLink
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The global transformation to digital is bringing unprecedented opportunity to the indirect channel. In addition, rapid growth in indirect sales is changing how the marketplace does business. John DeLozier will discuss how digital transformation and the latest trends in indirect channel sales can help your business become a “rock star” in the industry.

Open to all attendees and exhibitors.

Location: Level 4, Ballroom D

1:45pm - 2:10pm 25 mins
Keynote Programming
Big Challenges, Bigger Ideas
  • Moderator TC Doyle - Senior Content Director, Channel, Penton Technology
  • Panelist Theresa Caragol - Founder & CEO, TCC (Theresa Caragol Consulting) Company
  • Panelist Sandra Cheek - VP, Global Partners and Alliances, Ciena
  • Panelist Jim Chow - Enterprise Cloud Solution Evangelist and Strategic Partnerships/Channels Executive, Google
  • Panelist Dawn Lindsey - Head of Partner Marketing and Programs, Bigcommerce
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The rise of new channel ecosystems. Roadblocks to attracting young talent. A mandate to build recurring and sustaining revenue models. An “Evolutionary” keynote lineup finishes big, with the Penton Technology Channels Think Tank taking on topics such as these. Participants — including some of the leading channel chiefs in our industry — have been hard at work trying to solve tough questions that loom large over the community. Led by content director T.C. Doyle, this all-star panel is one you won’t want to miss.

Open to all attendees and exhibitors.

Location: Level 4, Ballroom D

2:30pm - 6:30pm 240 mins
Expo Hall
Expo Hall Open
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Open to all attendees and exhibitors.

Location: Level 1, Exhibit Hall 4

2:30pm - 6:30pm 240 mins
Expo Hall
Pub Crawl
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Discussing business over drinks is a tried-and-true way to make new connections — we’re just making it more convenient! Visit participating exhibitors’ booths during expo hall hours for a complimentary beverage.Open to all attendees.

Open to all attendees.

Location: Level 1, Exhibit Hall 4

2:30pm - 6:30pm 240 mins
Expo Hall
Cloud Computing Lab sponsored by Pax8
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Introduced last year, the Cloud Computing Lab proved to be an instant hit with partners. Excitement will only increase this year as partners continue to broaden their cloud offerings. Come see great new ways you can cash in on cloud services.

Open to all attendees and exhibitors.

Location: Level 1, Exhibit Hall 4, Booth 1431

2:30pm - 6:30pm 240 mins
Expo Hall
Cloud Service Provider Pavilion sponsored by Veeam Software
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Reselling cloud services is part of every agent’s portfolio. Now, forward-looking partners are pulling together cloud services stacks to empower customers and make themselves indispensable. Our new CSP pavilion is the place to learn about the tools you need to grow your own cloud services bundles.

Open to all attendees and exhibitors.

Location: Level 1, Exhibit Hall 4, Booth 831

2:30pm - 4:00pm 90 mins
VIP Events
VIP Session: Partner With Jenne Inc. – Where Digital Business Equipment and Services Come Together
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As your value-added distributor for voice, video, data networking and the cloud, Jenne, Inc. can help you gain an edge on your solutions portfolio and achieve your sales goals.

Discover the ways that Jenne can build your business with vendors such as Panasonic, Lifesize, and Plantronics.

Separate registration required.

Of those who attend, one lucky channel partner will win a $250 AMEX gift card. Must be present to win.

Location: Level 4, Meeting Room 12B

2:30pm - 3:20pm 50 mins
Provider Presentations
Solving the Cloud Mystery to Triple Commissions
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Are you confused by the cloud and how to sell it? Don’t let that prevent you from making money! No matter what level of comfort you have with the technical pieces of the cloud, there is an opportunity just waiting for you to triple your commissions. We are here to explain how bringing partners to the table with you will help you win more, larger deals! 

At the basic level, there are three core pieces to all cloud opportunities:

  • Connectivity (managed network solutions, VoIP)
  • Infrastructure (compute, dedicated servers, virtual environments, O365, BC/DR, security)
  • Services/Management (support, migrations, monitoring)

We’ve brought together three great partners to support you in winning those cloud deals!

  • Ntegrated: Provides hosted VoIP and data network options
  • Steadfast: Provides infrastructure-as-a-service (Iaas) — private, public and hybrid cloud solutions
  • ImagIT: Provides on-site support and management of systems and solutions

With a detailed focus on working with the channel, Steadfast, Ntegrated and ImagIT bring to the table free, consultative engineering resources. We make sure we are addressing the needs of your customers and building a solution suited to these specific needs from start to finish.

Together, we will deliver customers enterprise-level cloud solutions, customized to their individual needs — while you amplify your commission opportunities.

Open to all attendees.

Location: Level 4, Meeting Room 16A

2:30pm - 6:30pm 240 mins
Evolution Hub sponsored by Star2Star Communications
Evolution Hub Spotlight
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Our video wall is your spot to share experiences: Give a testimonial to your favorite supplier. Reveal your top tip for getting the most out of a Channel Partners event, or just say thanks to colleagues for another great year. We’ll capture it all.

Open to all attendees and exhibitors.

Location: Level 1, Exhibit Hall 4, Booth 1031

2:30pm - 6:30pm 240 mins
Evolution Hub sponsored by Star2Star Communications
Evolution Hub LinkedIn Headshots
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Did you know LinkedIn members with a professional photo get up to 21 times more profile views and up to 36 times more messages? Increase your personal brand profile with help from Mojo Marketing. Stop by the Evolution Hub to receive a professional headshot.

Open to all attendees and exhibitors.

Location: Level 1, Exhibit Hall 4, Booth 1031

2:30pm - 3:30pm 60 mins
VIP Events
VIP Session: Customers Held Down By One Wireless Option? Break Them Free
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Dive into the evolution of mobile wireless with uCloudLink. For the last few years, customers have seen business growth held back by data services that are best expensive and sometimes, depending on location, painfully slow or altogether unavailable. What if you could help them break free and work with the best providers in their areas — at a fraction of the cost? Partners, it’s time to save on data and operational costs and at the same time MAKE MORE MONEY! This is a session that should not be missed.

Separate registration required.

Of those who attend, one lucky channel partner will win a $250 AMEX gift card. Must be present to win.

Location: Level 4, Meeting Room 19A

2:30pm - 6:30pm 240 mins
BCM One Technology Lounge
BCM One Technology Lounge
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The BCM One Technology Lounge is moving to the show floor for Austin!  Experience the technologies that will empower your customer deals with collaborative modern solutions.  Talk to BCM One about key solutions including cloud optimization, technology expense optimization, SD-WAN, Microsoft Office 365 and unified cloud communications. 

Visit the BCM One Technology Lounge to enjoy a drink at our bar and speak with subject matter experts. 

Technology Lounge Location: Level 1, Exhibit Hall 4, Booth# 1307

3:05pm - 4:05pm 60 mins
Evolution Hub sponsored by Star2Star Communications
New Exhibitor News Desk
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Want a cheat sheet on hot first-time exhibitors? Stop by the Evolution Studio for our New Exhibitor News Desk. Hear from select first-time exhibitors in this SNL-esque newsroom. The jokes and jabs will keep you entertained and leave you eager to learn more.

Open to all attendees and exhibitors.

Location: Level 1, Exhibit Hall 4, Booth 1031

3:30pm - 4:20pm 50 mins
Provider Presentations
Learn How to Use IT Infrastructure Modernization to Open New Doors With Your customers
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The IT infrastructure investments of yesteryear were fairly static rack and row compute, storage and networking. You invest and refresh every three to five years. Nothing ever changed.

The passage of time and the explosion in technology have brought a commensurate need to modernize the IT Infrastructure through software-defined infrastructure and hyperconverged appliances.

Strategically, today’s IT infrastructure must offer greater access to more information. Indeed, IT infrastructure modernization is driven by faster computing speeds, greater scalability and more secure accessibility.

Did you know that upgrading Intel Xeon processors allowed one retail partner to decrease response time by 51 percent and process up to 30x as many orders per minute? It shouldn’t be a surprise to hear that Intel delivers better performance, improved security, enhanced orchestration and utilization, and optimal power efficiency.

Partner with Intel for IT infrastructure modernization and you’ll find that a traditional IT infrastructure + compute virtualization + automated orchestration/SDI + analytics and insights = higher margins via improved performance, value, scale and management for your customers.

During this presentation, solution providers and prospective Intel partners will learn:

  • How service offers improve as customers move up the value chain
  • How to build services around Intel solutions
  • How Intel Technology Provider can lead to double digit growth

Bring your customers’ IT infrastructure into the 21st century! Join Intel and learn how to modernize your customers’ IT infrastructure.

Speaker: Lauren Robinette, Dir. Partner Enablement, Intel

Location: Level 4, Meeting Room 16A

4:00pm - 5:00pm 60 mins
Networking
Power Hour
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Take a break, catch your breath, and enjoy free-flowing networking experience over a drink (or two!) and hors d'oeuvres. Exclusivity breeds excitement and these networking events are no different. Located in the VIP lounge, POWER HOUR is reserved for VIPs and Speakers only for an hour of power networking.

By invitation only.

Location: Level 1, Exhibit Hall 4

6:05pm - 6:25pm 20 mins
Evolution Hub sponsored by Star2Star Communications
Channel Partners Evolution Awards Show
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Be part of the hubbub at the Evolution Hub when we announce the winners of the Channel Partners Evolution awards.

To start with, there's the Best in Show: Best New Exhibitor, Best Booth Design, Best Giveaway/Promotion and Best New Product. The Channel Partners Evolution audience votes for these awards, so be sure to cast your ballot on the mobile app, by stopping by the Channel Partners Booth 1445 or by clicking here.

Next up is Channel Influencer, presented to exhibitors in three categories — carriers & cablecos, masters & distributors and next-gen solution providers — who went above and beyond in bringing their partners to the conference. Winners will be determined by who has the most expo passes booked using their dedicated code.

Finally, the Channel Partners Choice Awards will recognize vendors for innovations in their channel programs. Winners have been selected on the basis of nominations submitted by partners.

Open to all attendees and exhibitors.

Location: Level 1, Exhibit Hall 4, Booth 1031

6:25pm - 6:28pm 3 mins
Evolution Hub sponsored by Star2Star Communications
Passport Drawing Announcement
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Open to all attendees.

6:28pm - 6:30pm 2 mins
Evolution Hub sponsored by Star2Star Communications
Education Survey Drawing Thank You
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Open to all attendees and exhibitors.

Location: Level 1, Exhibit Hall 4, Booth 1031