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  • Saturday, August 17th
  • 12:00 PM - 8:00 PM

    SATURDAY, AUGUST 17TH - PRE-EVENT ACTIVITY ONLY

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    Location:
  • 12:30 PM - 5:00 PM

    Channel@Work

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    Channel@Work is the charitable component of the event.

    We will be doing a hands-on project with a children’s charity, and there are opportunities to both donate and volunteer.  To learn more, please visit the Giving Back page for XChange 2013.

    Location: Leave Woodrow Wilson Foyer
  • 5:30 PM - 8:30 PM

    Communications Integrators Forum - Mastering Data, Voice, Cloud: Day 1

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    Growing Business with Network Connectivity Services

    This forum is designed for 50+ VARs, IT solution providers and voice-oriented integrators looking to leverage the services of cable and carriers for cloud, data center and converged infrastructure solutions.

    Topics to be covered include:
    • Market trends & opportunities in business connectivity
    • Cloud’s impact on business class connectivity
    • IP telephony, unified communications, wireless & converged infrastructure
    • Software-defined networking
    • Managing mobility & BYOD
    • LTE (long-term evolution) infrastructure
    • Mobile broadband as a key source of revenue
    • Understanding the programs of suppliers—cable companies, tier-one telcos and regionals
    • Understanding the role of master agents, disty, cloud services broker
    • The future of hosted VoiP
    • The role of MPLS and ethernet in the cloud
    • Understanding the Agent model

    5:30pm    Forum Registration Location:
    TBD
    6:00-6:10pm   Opening Remarks Location:
    TBD
    6:10-6:40pm   

    Industry Research

    Location: TBD
    6:40-7:10pm   Keynote Location: TBD
    7:10-7:30pm   Quick Fire - Level 3 Communications, WTG
    Location:
    TBD
    7:30-8:30pm   Welcome Reception / Tabletops
    Location: Orlando M

     

    See the Communications Integrators Forum page for details and session descriptions.

    Location: National Harbor 3 / National Harbor 5
  • 5:30 PM - 8:30 PM

    Cloud Integrators Forum Day 1

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    5:30pm    Forum Registration Location:
    TBD
    6:00-6:10pm   Opening Remarks Location:
    TBD
    6:10-6:40pm   

    Cloud Integrators Forum Panel:
    The Integrators Perspective

    Location:
    TBD
    6:40-7:10pm   Microsoft Keynote Location:
    TBD
    7:10-7:30pm   Quick Fire - EVault, HP Cloud Services Group,
    NetSuite, Pax8
    Location:
    TBD
    7:30-8:30pm   Welcome Reception & Tabletops
    Location:
    TBD

     

    See the Cloud Integrators Forum page for details and session descriptions.

    Location: National Harbor 2 / National Harbor 4
  • Sunday, August 18th
  • 8:00 AM - 1:00 PM

    Cloud Integrators Forum Day 2

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    8:00-8:45am    Networking Breakfast & Late Registration
      Location: TBD
    8:45-9:15am Industry Cloud Research Location: TBD
    9:15-9:45am   Tech Briefings
    HP Cloud Services Group & NetSuite

    Location: TBD
    9:45-10:15am   Enterprise Cloud Adoption Trends & Implications for Integrators - Scott Bils, Everest Group

    Location: TBD
    10:15-11:00am   Networking Break / Tabletops

    Location: TBD
    11:00-11:30am   Trend Micro Keynote
    Location: TBD
    11:30am-12:00pm   Tech Briefings
    Soonr & TBD

    Location: TBD
    12:00-1:00pm   Networking Lunch / Table Tent Cards
      Location: TBD

    Location: National Harbor 2 / National Harbor 4 Scott Bils Partner Everest Group See Details Keith Lubner Founder C3 See Details Ken Thoreson President Acumen Management Group LTD See Details
  • 8:00 AM - 1:00 PM

    Communications Integrators Forum - Mastering Data, Voice, Cloud: Day 2

    Download to your calendar

    Growing Business with Network Connectivity Services

    This forum is designed for 50+ VARs, IT solution providers and voice-oriented integrators looking to leverage the services of cable and carriers for cloud, data center and converged infrastructure solutions.

    Topics to be covered include:
    • Market trends & opportunities in business connectivity
    • Cloud’s impact on business class connectivity
    • IP telephony, unified communications, wireless & converged infrastructure
    • Software-defined networking
    • Managing mobility & BYOD
    • LTE (long-term evolution) infrastructure
    • Mobile broadband as a key source of revenue
    • Understanding the programs of suppliers—cable companies, tier-one telcos and regionals
    • Understanding the role of master agents, disty, cloud services broker
    • The future of hosted VoiP
    • The role of MPLS and ethernet in the cloud
    • Understanding the Agent model

     

    8:00-8:45am   Networking Breakfast & Late Registration

    Location: TBD
    8:45-9:30am   Industry Research - Ray Mota, ACG Research

    Location:
    TBD
    9:30-10:00am   Tech Briefings
    Level 3 Communications & WTG

    Location:
    TBD
    10:00-10:45am   Networking Break / Tabletops

    Location: TBD
    10:45-11:15am   Vendor Panel

    Location: TBD
    11:15am-12:00pm   Case Study - Dimension Data

    Location: TBD
    12:00-1:00pm   Networking Lunch / Table Tent Cards
      Location:
    TBD

    Location: National Harbor 3 / National Harbor 5 Ray Mota Managing Partner ACG Research See Details
  • 8:30 AM - 12:00 PM

    Pre-event Workshops

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    Location: Eaton - Chesapeake 5-6 / ModernOffice Suite - Chesapeake 8-9
  • 1:00 PM - 7:00 PM

    Registration

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    Location: Potomac Ballroom Foyer
  • 1:00 PM - 9:30 PM

    Networking Lounge Open

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    Location: Potomac Ballroom Foyer
  • 2:00 PM - 2:45 PM

    Solution Provider Orientation

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    Meet your fellow attendees, set your goals for the event and learn how to ask the best questions of your fellow attendees, sponsors and hosts to achieve the goals to take your business to the next level.

    Location: Potomac Ballroom C Laura Atchison CEO Wisdom Learned LLC See Details
  • 2:00 PM - 2:45 PM

    Vendor Orientation

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    Location: National Harbor 8 Lisa MacKenzie Senior Vice President of Events The Channel Company See Details
  • 3:00 PM - 3:45 PM

    Opening General Session: Best-in-Class Performance - Paul Dippell, Service Leadership

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    Best-in-Class Performance

    By specific business model, what is top quartile EBITDA % and what are the underlying stats that enable the Best-in-Class to attain that? How do they structure their operations, their compensation and their go-to-market to make it happens? What are their operational maturity traits that enable them to do so consistently, while their Median and bottom quartile peers struggle a fair bit and lot, respectively?

    Location: Potomac Ballroom A-B Paul Dippell CEO Service Leadership, Inc. See Details
  • 3:45 PM - 4:15 PM

    Microsoft Keynote: Breaking Through with your Microsoft Partnership - Eric Martorano, Sr. Director, US SMB Channel Group Microsoft

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    Breaking Through with your Microsoft Partnership

    As our industry transforms through the advancement of technology innovation, our Channel community is poised for significant  opportunities in the area of Devices and Services. Join Eric Martorano, Sr. Director U.S. SMB Channel Group, and Team as they discuss how a partnership with Microsoft will enable the Channel community to break through in the year ahead. During this Keynote session you will hear details on recent changes to Microsoft’s Cloud offerings for the Channel, as well as opportunities around Modernizing the Desktop.

    Location: Potomac Ballroom A-B Eric Martorano General Manager, US Partner Sales Microsoft See Details
  • 4:30 PM - 6:50 PM

    Interactive Boardroom Appointments

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    Location: See Personalized Schedule for Location
  • 7:00 PM - 8:00 PM

    Welcome Reception

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    Location: Cherry Blossom Ballroom
  • 7:45 PM - 9:30 PM

    Private Dinners

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    By Invitation Only

    Location: Old Hickory Steakhouse
  • 8:00 PM - 9:30 PM

    Demo Rooms

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    Location: Conference Level / Hotel Tower
  • Monday, August 19th
  • 7:00 AM - 9:30 PM

    Networking Lounge Open

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    Location: Potomac Ballroom Foyer
  • 7:00 AM - 5:30 PM

    Registration

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    Location: Potomac Ballroom Foyer
  • 7:00 AM - 7:45 AM

    Solution Provider Breakfast

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    Location: Potomac Ballroom C
  • 8:00 AM - 8:30 AM

    General Session: Myth Busting: Embrace The New Era of Partner Marketing - Robert Faletra, UBM Tech Channel

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    Myth Busting: Embrace The New Era of Partner Marketing

    Today’s integrators are putting to rest the myth that solution providers are poor marketers. Years ago there were VARs who couldn’t pass a Marketing 101 course but today’s leading edge integrators understand the value of marketing and the investment it requires. It’s your marketing strategy, not technology solutions offered, that differentiates your organization today in the eyes of customers and vendor partners. In this general session, UBM Channel’s CEO and leadership team will help you understand the key trends when it comes to partner marketing and social media in the channel today. Hear the views of channel veteran Robert Faletra on how the channel todays excelling at partner marketing and the formulas for success.

    Location: Potomac Ballroom A-B Robert Faletra CEO The Channel Company See Details
  • 8:30 AM - 9:00 AM

    IBM Keynote: Leading with Higher Value Solutions to Drive Growth - Neal G. Callahan, Vice President, Global Business Partners, West Region, IBM

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    Leading with Higher Value Solutions to Drive Growth

    Neal G. Callahan, Vice President, Global Business Partners, West Region, IBM, will highlight recent IBM Business Partner milestones achieved, explore market place dynamics, and feature new innovation and capabilities driving growth and higher value solutions.  Joining Neal is IBM Business Partner, Jim Torney, President of Essextec who will share his perspectives of new growth opportunities. Together, IBM and our Business Partners create long-term value and growth that drives new innovation, enhances the overall client experience and increases profit potential.

    Location: Potomac Ballroom A-B Neal Callahan Vice President, Global Business Partners Sales IBM See Details
  • 9:15 AM - 9:45 AM

    Sponsor Education Track: Marketing 101: If you’re not Marketing Led, You’re Dead - John Convery, John Convery Consulting

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    Marketing 101: If you’re not Marketing Led, You’re Dead

    Never before has the success of your marketing campaign been more critical. And never before has the task been more daunting. John will discuss the important topic of integrated marketing and how to succeed with make-or-break, results-driven programs. Join John Convery to hear how he drove business growth on all fronts with such programs as: The Power of Local Marketing, PR Techniques and Making the Connections, The Big Impact of Video,  Microsites for Partnership Marketing and Pulling It All Together Online.

    Location: National Harbor 8 John Convery President & CEO John Convery Consulting See Details
  • 9:15 AM - 11:25 AM

    Interactive Boardroom Appointments

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    Location: See Personalized Schedule for Location
  • 10:00 AM - 10:30 AM

    Sponsor Education Track: Channel Checkup…is your channel ready for growth? - Kristin Rogers, KMR@work

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    Channel Checkup…is your channel ready for growth?

    During this session, vendors will participate in an interactive discussion of how to insure that their channels are ready to grow. The session will start with a baseline of the challenges facing both vendors and solution providers  and then transition to a discussion of how vendors can do a “check  up” on their channel partners and help their channels build capability, and execute for growth.

    Takeaway –participants will leave with a checkup list to evaluate if their programs and tools will drive growth for their channel, as well as a checklist for their channel partners to evaluate if their channels have the right infrastructure, plans and capabilities in place to grow.

    Location: National Harbor 8 Kristin Rogers Principal KMR@work See Details
  • 11:45 AM - 12:30 PM

    Tech Symposium: Lenovo & Ruckus

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    Ruckus
    Why Commercial Voyeurism is the Next Big Thing

    Location: Potomac Ballroom A-B Steven Glapa Senior Director, Marketing Ruckus See Details
  • 12:30 PM - 1:30 PM

    Solution Provider Lunch

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    Location: Potomac Ballroom C
  • 12:30 PM - 5:30 PM

    Exhibitor Set-up

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    Location: Prince George Exhibit Hall D
  • 1:45 PM - 2:15 PM

    General Session: Critical Conversations w/ Peter High on World Class IT

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    Critical Conversations w/ Peter High on World Class IT

    Peter High, the President of Metis Strategy and author of World Class IT has led a series of critical conversations at multiple UBM events in 2012 and 2013. Continuing the series, Peter will interview Alliant Techsystems (ATK) Global CIO, Jeff Kubacki.  Jeff leads a IT for a $4 billion+ revenue aerospace and defense company that also has a significant presence in the commercial firearms sector. Therefore, the company is a B2G as well as B2C. Jeff has developed a number of common processes and practices in order to reduce the costs of IT across the company and to render the organization more efficient.  He has also engaged a number of key external partners in some innovative ways.  Peter and Jeff will talk about Jeff’s path to World Class IT performance in this critical conversation at XChange. 

    Location: Potomac Ballroom A-B Peter High President Metis Strategy See Details Jeff Kubacki SVP/CIO ATK See Details
  • 2:15 PM - 2:45 PM

    Intel Keynote: Driving Compute Leadership Through Innovation

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    Intel®: Driving Compute Leadership Through Innovation

    Innovation in the computer industry is occurring at an unprecedented pace. The choice in compute devices with Intel® inside now spans across Tablets, Ultrabooks , 2-in-1 Convertible Ultrabooks, All-in-Ones and small form factor PCs. Join Intel® and partners for a lively conversation about the outlook for compute, storage and retail segments and how you can participate in the 1.5B compute unit opportunity this year.

    Location: Potomac Ballroom A-B Todd Garrigues Dir, Partner & Solutions Marketing NA Chanels Intel See Details
  • 2:45 PM - 3:15 PM

    Coffee & Conversation

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    Location:
  • 3:15 PM - 4:00 PM

    Tech Symposium: Oracle & VMware

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    Location: Potomac Ballroom A-B
  • 4:10 PM - 4:50 PM

    Women of the Channel Workshop - Moderator: Laura Atchison, Wisdom Learned LLC

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    Today’s most powerful female executives are helping to shape a new IT channel that is embracing new management styles and a next-generation of business-technology solution. Navigating this next era in IT won’t be easy and these powerful women face a unique set of challenges. So come join this interactive workshop to share stories, experiences and the issues faced today, describing their path to success and discussing the joys and challenges of balancing their career with family. This session creates an environment where women in business can share insight, find mentors and connect with their peers. This workshop creates camaraderie among female executives and allows women to better understand both each other and themselves.

    Location: National Harbor 5 Jennifer Anaya Vice President of Marketing, North America Ingram Micro See Details Laura Atchison CEO Wisdom Learned LLC See Details Tricia Atchison Senior Director, RTM & Channel Marketing, NA Symantec See Details Carol Beering SVP, Sales Operations Intelisys See Details Heidi Dethloff VP, North America Business Partner Marketing IBM See Details Kate Taylor Partner Manager Dropbox See Details Luanne Tierney Vice President, Worldwide Partner Marketing Juniper Networks See Details
  • 4:15 PM - 4:45 PM

    Executive Workshop: The 2013 Bartenders Guide to Cloud Profitability - Ken Thoreson, Acumen Management Group, LTD; Keith Lubner, C3

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    The 2013 Bartenders Guide to Cloud Profitability
    Determining the Right Cloud Ingredients for your Particular Market

    In learning to tend bar the challenge is remembering the various components that make up any variety of cocktails; from a simple martini, gin & tonic, a Rob Roy, to a margarita-if you mess up the combinations the result is not what is desired.  When building a profitable cloud practice the same concept must be followed.  If you simply pick out various cloud offerings without a strategy in place your success will be limited.

    In this prescriptive breakout session learn how to determine what cloud focused products follow a pathway to increased customer penetration, how these products fit your current (and future) portfolio, and how you can maximize your entire suite of offerings.   Additionally, learn what offerings make sense for your market and what products offer natural cross-sell/up-sell pathways.  Are you in the SMB market? Do you focus on a certain vertical?  Is your target market SMB, Enterprise, or Small Business?  Do you have a strong affinity within Managed Services or not? All of these variables must be understood and taken into consideration with creating a cloud strategy. Lubner and Thoreson will share with you various scenarios and plans to drive an increase in your “wallet share” of your client’s IT budget.

    You will see a hands on demonstration on how to select and offer logical cloud solutions that will propel your business development. Each attendee will receive a free subscription to the software tool that will help “Solutionize” your approach to building a cloud practice

    Takeaways:

    • How to increase your wallet share of your clients business-the average cloud partner will have 6-8 new offerings
    • Marketing your cloud practice using social media and email
    • Creating “gravity” where clients and prospect will want to buy from you
    • Learning how to easily cross sell/ up sell your cloud practice with Account Planning

    Location: National Harbor 4 Keith Lubner Founder C3 See Details Ken Thoreson President Acumen Management Group LTD See Details
  • 4:15 PM - 4:45 PM

    Executive Workshop: The Sales Playbook: Strategies for Using Compensation to Drive Behavior - Kris Rogers, KMR@work

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    The Sales Playbook: Strategies for Using Compensation to Drive Behavior

    One of the most challenging tasks for any solution provider executive is developing an effective sales strategy. It’s part science, part art. But why do some plans work while others fail. This workshop, led by a proven sales leader who built successful plans for solution provider and distributors for more than two decades, will help you achieve your corporate goals.

    Hear Rogers’ 3 Rules For Sales Comp Success:

    1: Rules of the road–things you must never forget when putting together your compensation strategy

    2: How to address vendor spiffs and their role in you commission strategy

    3: Tying your compensation plan to your growth strategy

    Location: National Harbor 2 Kristin Rogers Principal KMR@work See Details
  • 4:15 PM - 4:45 PM

    Executive Workshop: Incentive Compensation for Management - Paul Dippell, Service Leadership

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    Incentive Compensation for Management

    How do the top performing Solution Providers (across all business models) structure incentive pay for their line managers and senior execs, and why? What is needed to motivate managers/execs to drive towards shareholder goals while managing risk and return appropriately? Applies to small firms as well as large. Includes visibility into results of our latest Annual Solution Provider Compensation Survey (not sure if CRN still does one, if so you may want me to underplay this).

    Location: National Harbor 3 Paul Dippell CEO Service Leadership, Inc. See Details
  • 5:00 PM - 5:30 PM

    Quick Fire Session #1

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    Location: Potomac Ballroom A-B
  • 5:30 PM - 7:30 PM

    Solutions Pavilion Reception

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    Location: Prince George Exhibit Hall D
  • 7:30 PM - 9:30 PM

    Demo Rooms

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    Location: Conference Level / Hotel Tower
  • 7:30 PM - 9:30 PM

    Private Dinners

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    Location: Old Hickory Steakhouse
  • 9:30 PM - 11:30 PM

    D&H Reception

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    Location: Chesapeake 4-6
  • 9:30 PM - 11:30 PM

    ModernOffice Suite Private Reception

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    By Invitation Only

    Location: Chesapeake D-E
  • Tuesday, August 20th
  • 7:00 AM - 7:00 PM

    Registration

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    Location: Potomac Ballroom Foyer
  • 7:00 AM - 7:00 PM

    Networking Lounge Open

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    Location: Potomac Ballroom Foyer
  • 7:00 AM - 7:45 AM

    Solution Provider Breakfast

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    Location: Potomac Ballroom C
  • 8:00 AM - 8:30 AM

    General Session: Vendor Power Panel: Views from the Top

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    Vendor Power Panel: Views from the Top
    Moderator: Robert C. DeMarzo, SVP, Strategic Content, UBM Tech Channel

    Hear from today’s leading and most influential channel chiefs in a “No-Spin Zone.” These top executives who are driving their organization’s indirect sales strategy will tackle the big issues such as growth markets, skills investment, the new IT buyers and how to reach them, their top priorities and challenges. This interactive forum will allow you to ask these executives for their insight into how to best partner with them and their take on today’s most pressing issues from cloud, mobility, social and how their organizations view the strategic value of partners. Panelists include today’s leading channel executives from top vendor organizations.

    Location: Potomac Ballroom A-B Neal Callahan Vice President, Global Business Partners Sales IBM See Details Robert DeMarzo SVP, Strategic Content The Channel Company See Details Edison Peres Senior Vice President, Worldwide Channels Cisco See Details Frank Rauch Vice President, Americas Partner Organization VMware See Details Matt Smitt Director, Americas Partner Marketing HP See Details
  • 8:30 AM - 9:00 AM

    Vendor Keynote: Samsung - Greg Taylor, VP, Sales-Enterprise Business Division, Samsung Electronics America, Inc. Greg

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    Location: Potomac Ballroom A-B Greg Taylor VP, Sales-Enterprise, Business Division Samsung Electronics America, Inc. See Details
  • 9:15 AM - 9:45 AM

    Concurrent Vendor Briefings: 8x8, Fiberlink & Xerox

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    8x8

    This session presents 8x8’s mid-market partner programs and reviews how cloud-based IP communications offer untapped revenue streams for evolving IT reseller business models. Session attendees get an overview of 8x8’s suite of unified communication solutions, profitability analyses including MRR (monthly-recurring-revenue) projections and partner support tools.  Post-session discussion includes insights regarding 8x8 service eligibility for eRate funding and 8x8 deployments within education, municipal, government and other enterprises.

     

    Fiberlink - How the Channel Can Monetize BYOD with MaaS360

    MaaS360 by Fiberlink is the trusted enterprise mobility management solution to more than 5,000 customers worldwide -- from Fortune 500 companies to small businesses. Attend this session to hear all about our company vision and plans to become the MDM vendor of choice for the channel. For those who want to learn how to finally build a successful mobility practice, or enhance your current offering: this session is for you.

     

    Xerox - MPS: The fuel for your growth

    Every market has its tipping point. A short window when the ranks of early adopters swell to create a new majority. For managed print, it’s begun. Join Xerox Director of MPS, Chris Iburg, for a timely report on the state of the market and everything you need to weigh the return-on-effort and ROI of the MPS promise. Door prizes and drawings aside, this could be the most valuable thirty minutes you attend this year.  

    Location: 8x8 - National Harbor 2 / Xerox - National Harbor 3 / Fiberlink - National Harbor 4
  • 10:00 AM - 10:15 AM

    Quick Fire Session #2

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    Location: Potomac Ballroom A-B
  • 10:15 AM - 10:30 AM

    Break

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    Location:
  • 10:30 AM - 12:30 PM

    Solutions Pavilion

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    Location: Prince George Exhibit Hall D
  • 12:30 PM - 2:30 PM

    Exibitor Breakdown

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    Location: Prince George Exhibit Hall D
  • 12:30 PM - 1:15 PM

    Solution Provider Lunch

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    Location: Potomac Ballroom C
  • 1:30 PM - 1:50 PM

    Tech Symposium: HP

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    Location: Potomac Ballroom A-B
  • 2:00 PM - 2:30 PM

    Executive Workshop: Standardizing Performance in the Public Cloud Arena - Kenny Li, Cloud Spectator

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    Standardizing Performance in the Public Cloud Arena

    The availability of public clouds have opened the arena for powerful, scalable applications to enter the market at an unprecedented pace. The demand that these applications place on infrastructure, though, requires the development of a predictable cloud environment. Kenny Li of Cloud Spectator, an analyst firm focused on benchmarking and standardizing performance in the virtualized infrastructure environment, will talk about the problems in cloud performance today, and the solutions being implemented to minimize those problems and maximize profitability. 

    Location: National Harbor 3 Kenny Li Co-founder & VP Cloud Spectator See Details
  • 2:00 PM - 2:30 PM

    Executive Workshop: Sharks, Killers & Rock Stars: Why the Cloud is Changing How You Recruit and Retain Championship Talent - Michael Schmidtmann, 4-Profit

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    Sharks, Killers & Rock Stars: Why the Cloud is Changing How You Recruit and Retain Championship Talent

    Hiring great salespeople and engineers has always been a challenge.  As you migrate to new business models for cloud and services sales, it might be even harder to find employees with the needed skills.  

    This session will show you how to hire and retain game-changing talent.

    • Attract quality candidates
    • Screen for skills and attitudes
    • Compensate without breaking the bank


    Hiring multi-million dollar salespeople and great engineers is simple but not easy.   Learn the winning formula in this fast-paced, entertaining session.

    Location: National Harbor 4 Michael Schmidtmann Team Member 4-Profit, LLC See Details
  • 2:00 PM - 2:30 PM

    Executive Workshop - The Big Trends Driving the VAR Channel in 2013 & Beyond - Stephen Baker, NPD

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    The Big Trends Driving the VAR Channel in 2013 & Beyond

    The challenge of 2013 and beyond is getting the right products to the right customers through the right channels. In this session, NPD’s Stephen Baker, one of the industry’s top analysts, will identify and dissect the biggest trends of the day. He will also uncover some trends that might not be so obvious--yet hold enormous promise. Baker will use NPD’s point-of-sale, SMB Monitor and new VAR Tracking information sources to enable IT integrators to make strategic decisions when it comes to product and tech investments. Baker will look at historical trends and provide an outlook for 2013.

    Location: National Harbor 2 Stephen Baker Vice President of Industry Analysis NPD See Details
  • 2:45 PM - 3:15 PM

    RSA Keynote: Intelligence Driven Security - Amit Yoran, Senior Vice President, RSA

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    Intelligence Driven Security

    Location: Potomac Ballroom A-B Amit Yoran Senior Vice President RSA See Details
  • 3:30 PM - 5:45 PM

    Interactive Boardroom Appointments

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    Location: See Personalized Schedule for Location
  • 4:45 PM - 5:30 PM

    Sponsor Education Track: Social Media and the IT Channel - Kathryn Rose, UBM Tech Channel

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    Social Media and the IT Channel

    As customers’ buying patterns change and new IT purchasing decision makers emerge, solution providers are beginning to embrace cutting-edge marketing technologies and best practices at an accelerated rate. In this session, UBM Tech Channel will present its recently completed survey on Social Media in the IT Channel, and will provide insight into how solution providers are driving new business through social media and other highly accessible marketing platforms.

    Location: National Harbor 8 Kathryn Rose Sales Director, Partner Marketing The Channel Company See Details
  • 6:00 PM - 6:30 PM

    Executive Workshop: Ready Player One: Winning the Managed Services Game - David Powell, TekLinks

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    Ready Player One:  Winning the Managed Services Game

    Many of us grew up playing the classic video games, Pac-Man, Galaga and Asteroids.  In these games, you’d clear a level, take a deep breath and then get ready to complete the next challenging level.  As a service provider, we want to stop the game between levels and take a longer breather, but the pace of the market will not allow it.  The market has moved quickly from a VAR model to a managed services model to a cloud model.  Hear David Powell, VP of Managed and Cloud Services at TekLinks talk about how to successfully “level up” and position your company for success in all three markets.

    Location: National Harbor 4 David Powell Vice President of Managed and Cloud Services TekLinks See Details
  • 6:00 PM - 6:30 PM

    Executive Workshop: Solution Provider Survival 101: If You're Not Marketing Lead, You're Dead - John Convery, John Convery Consulting

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    Solution Provider Survival 101: If You're Not Marketing Lead, You're Dead

    To address the growing prominence of marketing officers, leading growth efforts with a marketing strategy has become the top priority for solution providers to successfully compete. But how do you do just that? Leveraging strategic relationships is a central pillar to achieving it. Developing strategies with these partners and executing with a cost-effective team is another. This session runs through the techniques that, when combined, give you a powerful advantage over the competition.

    In this presentation you will learn:

    •Ways to forge third party alliances to leverage marketing expertise & funding

    •How to develop a strategy that fits your strengths and competitive advantages

    •To create an outsourced team to reduce costs on executing tactics

    Location: National Harbor 3 John Convery President & CEO John Convery Consulting See Details
  • 6:00 PM - 6:30 PM

    Executive Workshop: BreakPoints: Where Businesses Get Stuck ... And How They Get Unstuck! - Larry Kesslin, 4-Profit

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    BreakPoints: Where Businesses Get Stuck ... And How They Get Unstuck!

    Over the past 20 years Larry Kesslin and the 4-Profit team have been working with growing companies in the IT industry. We have worked with over 1,000 companies and we have seen a tremendous amount of entrepreneurial scar tissue. BreakPoints is a business fable designed to outline where this scar tissue comes from on the journey of growing a business. From understanding the importance of planning to hiring great people, the importance of communication and building a sales engine that produces predictable revenue, this talk will provide you insight into the places where 4-Profit sees our clients getting stuck every day. We look to help you avoid many of the scars that our clients have gotten along the way.

    Location: National Harbor 5 Larry Kesslin Partner 4-Profit, LLC See Details
  • 6:00 PM - 6:45 PM

    Executive Workshop: Cloud Computing Business Model Disruption Workshop - Don Ryan, Fuld & Company

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    Cloud Computing Business Model Disruption Workshop

    Cloud Computing is fundamentally changing the financial and operating business models of integrators and service providers. In this session, we will explore the key financial and business model metrics for 3 different types of solution providers.

    1. Amazon Web Services (AWS)

    2. Representative SaaS focused integrator/ISV

    3. Hybrid delivery integrator (private cloud, converged infrastructure, public cloud and management services)

    As part of the session we will break into teams to do a mini Porter Four Corners Analysis (predictive tool that helps in determining a competitor’s course of action) for each of these provider types focusing on market drivers and the future strengths and weaknesses of each model. The results of the session will be published in a white paper and with the detailed findings made available to the participants of the session.

    Location: National Harbor 2 Don Ryan Vice President Fuld & Company See Details
  • 6:30 PM - 7:30 PM

    Break

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    Location:
  • 6:45 PM - 7:30 PM

    Women of the Channel Reception

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    Location: Potomac 1 Foyer
  • 7:30 PM - 10:00 PM

    CRN Annual Report Card & XChange XCellence Awards Reception

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    Location: Potomac Ballroom A-B
  • Wednesday, August 21st
  • 8:30 AM - 12:00 PM

    Marketing Boot Camp

    Download to your calendar

    If marketing and branding your solution provider business is an ongoing struggle, take a break at XChange to share your story and hear advice from two industry leading marketing experts, a fellow solution provider and a few other special guest speakers. The team will address everything from social media to local branding efforts, video to websites. Plus, you’ll gain access to PR templates, work through an elevator pitch, and take home a list of top tips for improving your business and personal brand.

    Your speakers/instructors:
    Luanne Tierney, VP, Global Partner Marketing, Juniper
    Jennifer Anaya, VP, Marketing, Ingram Micro
    David DeCamillis, Director, Business Development, Platte River Networks
    Siobhan Walsh, Social Media Director, Core Ideas Communication

    8:30am    Welcome
    Jennifer Anaya, Luanne Tierney
    Location:
    TBD
    8:35-9:00am   Real-Life Look At Marketing
    David DeCamillis
    Location:
    TBD
    9:00-10:00am    Why Are Marketing &  Branding Important?
    Jennifer Anaya
    Location:
    TBD
    10:00-10:15am   Break
    Location:
    TBD
    10:15-11:45am   Social Media Toolkit for Partners
    Luanne Tierney, Siobhan Walsh
    Location:
    TBD
    11:45-11:55am   Q&A
    Location:
    TBD
    11:55am   Workshop Materials
    Location:
    TBD

     

    See the Marketing Boot Camp page for details and session descriptions.

    Location: National Harbor 5