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Channel Focus North America with Channel Focus Latin America 2013

Tuesday, April 16, 2013 - Wednesday, April 17, 2013


Event Agenda

Tuesday, April 16, 2013

Track 1Track 2Track 3
7:30 AM to 8:15 AMBREAKFAST
8:15 AM to 9:15 AMKEYNOTE: Today’s Channel, A Reality Check – What’s Really Happening in the Channel and How are Partners Responding? Details > >

Bill Griffin - Vice President Worldwide Channel Sales, Autodesk
9:30 AM to 10:15 AMSession 1: Partner Enablement – How Do You Increase the Effectiveness of Your Channel in a way that’s Cost-Effective for Both You and Your Partners? Details > >

Ron Myers - Senior Vice President, Worldwide Channels, Polycom
Session 2: Focusing on the Right Partners – How do You Understand the Partners that will help You Drive Future Growth? Details > >

Robert Saxe - Practice Director, Cascade Business Group
Session 3: Gaining a Latin American Voice in HQ! How Do You Sell the Value of Latin America to the Powers that be? Details > >

Wilson Grava - Vice-President & General Manager, Latin America & the Caribbean, NetApp Corporation
10:15 AM to 10:35 AMNETWORKING BREAK
10:40 AM to 11:25 AMSession 4: Bringing a Brand New Cloud Based Offer to Market – The Lessons Learned Details > >

Jason Oliver - Vice President of Strategic Business Deployment, Xerox
Session 5: Where is the Cloud Channel? Details > >

Ross Brown - Senior Principal, The Spur Group
Session 6: Building a Channel to Focus on the Emerging SMB Market in Latin America Details > >

Gary Smith - , Channel Executive
11:25 AM to 12:25 PMFIRST WORKSHOP SERIES – CHOICE OF 15 WORKSHOPS Details > >
12:25 PM to 1:45 PMSPECIAL LUNCH SESSION: New Routes to Market – the Telcos are Coming! Or are They? Details > >

Rod Baptie - Managing Director, Baptie & Co.
1:45 PM to 2:30 PMSession 7: How should Resellers and Vendors change Their Sales Compensation Models to allow for ‘Cloud’ Business? Details > >

Craig Schlagbaum - VP Indirect Channels, Comcast Business Services
Session 8: How Do We Help Our Partners Move from Selling Commodities to Selling Genuine Business Outcomes? Details > >

Kimberly King - Vice President Worldwide Partners & Channels, Progress Software
Session 9: An Analysis of How the ‘Cloud’ is Affecting the Partner Landscape in Latin America Details > >

Mark Emanuelson - Director, Atlantic Technologies
2:35 PM to 3:20 PMSession 10: How do You Effectively Incentivize Partners in both the ‘Traditional’ and ‘Cloud’ Models? Details > >

Claudio Ayub - VP, Chief Channel Strategist, hawkeye Channel
Session 11: A Case Study: Best Practices Using Data to Drive Channel Sales Growth Details > >

Daniel Hawtof - VP of Business Solutions - Global Channel and Employee Practice, Parago, Inc.
Seann Hartnett - Global Systems Manager, Honeywell Scanning & Mobility
Session 12: How do You Cost Effectively Target, Train and On-Board Partners in a Region as Diverse as Latin America? Details > >

Arnie Perez - Founder and CEO, BLITZ
3:20 PM to 3:40 PMNETWORKING BREAK
3:45 PM to 4:45 PMSECOND WORKSHOP SERIES – CHOICE OF 15 WORKSHOPS Details > >
4:45 PM to 5:30 PMSession 13: The New Cloud Economics of Channel Marketing: Driving revenue for Tier 1, Tier 2 & Tier 3 Partners Details > >

Gary Morris - CEO & Founder , Marketing Advocate Incorporated
Session 14: In Today’s World how do You Build a Channel to Effectively Tackle the SMB Market? Details > >

Patrick Kehoe - VP Global Channels, Siemens
Session 15: How to Build an Effective through Partner Marketing Strategy in Latin America Details > >

Roberto Ricossa - Vice President Marketing - Americas, Avaya
5:30 PM to 6:30 PMSPECIAL EVENING SESSION: The Channel Panel – Experts from Different Areas of the Industry Discuss the Changing Shape and Role of the Channel and How It Will Affect Your Business Details > >

Bill Griffin - Vice President Worldwide Channel Sales, Autodesk
Craig Schlagbaum - VP Indirect Channels, Comcast Business Services
Ken Romley - CEO, Zift Solutions
John Siefert - CEO , Channel Partners
Mark Emanuelson - Director, Atlantic Technologies
Rory Sanchez - CEO & President, SLPowers
7:00 PM to 11:00 PMDINNER & EVENING EVENT Details > >

Wednesday, April 17, 2013

Track 1Track 2Track 3
7:30 AM to 8:15 AMBREAKFAST Details > >
8:15 AM to 9:15 AMKEYNOTE: What's the Role of the Vendor in Enabling more Effective Partner Marketing? Details > >

Shaun Jones - Vice President, WW Business Partner & Mid market Marketing, IBM
9:30 AM to 10:15 AMSession 16: A Deep Dive into the Evolving Partner Business Models in the ‘Cloud’ and how They Affect the Support these Partners need? Details > >

Maurizio Capuzzo - VP , Polycom
Session 17: A Comparison of Vendor and Partner Attitudes Towards Incentive Programs – Do we Really Understand what Partners want? Details > >

Steven Kellam - Sr. Vice President, Sales and Marketing, CCI
Session 18: 5 Key Things You need to Do to Build a More Effective Business in Brazil Details > >

Augusto Aragone - VP & Associate General Counsel, Ingram Micro
10:15 AM to 10:35 AMNETWORKING BREAK
10:40 AM to 11:40 AMTHIRD WORKSHOP SERIES – CHOICE OF 15 WORKSHOPS
11:45 AM to 12:45 PMSession 19: Smarter Channel Management Improves ROI Details > >

Theresa Caragol - VP of Global Channel , Extreme Networks
Mukund Ramaratnam - VP & GM, Zyme Applications, Zyme
Session 20: How do You Build more Effective Partner Sales Training Programs? Details > >

Anthony Daley - VP Channels , Acme Packet
Session 21:Cloud Computing in Latin America and the New Channel Engagement Model Details > >

Claudio Ayub - VP, Chief Channel Strategist, hawkeye Channel
William Gilsing - VP of Channel Strategy, hawkeye Channel
12:45 PM to 2:00 PMLUNCH - Working Group Report
1:30 PM to 2:00 PMChannel Focus Women Leadership Council Inaugural Meeting Details > >
2:00 PM to 3:00 PMFOURTH WORKSHOP SERIES – CHOICE OF 15 WORKSHOPS
3:00 PM to 3:20 PMNETWORKING BREAK
3:25 PM to 4:10 PMSession 22: Best Practice in Building and Deploying a cost-Effective Training and Accreditation Program Details > >

Colleen Kapase - Senior Director, Partner Readiness, VMware Global
Session 23: Partner Marketing - What is Best Practice in Delivering Effective Through Partner Marketing? Details > >

Ken Romley - CEO, Zift Solutions

4:15 PM to 5:00 PMThe CHANNEL FOCUS BENCHMARK SURVEY - The RESULTS: What Really Matters to Vendors and Partners? & CONCLUDING REMARKS Details > >

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