Agenda

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• Saturday, March 9th
• 6:00 AM - 6:00 PM

  SATURDAY, MARCH 9TH - PRE-EVENT ACTIVITY ONLY

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  Location:
• 12:30 PM - 5:00 PM

  Channel@Work

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  The Channel@Work program is the charitable component of our XChange events.  We bring the channel community together to connect and give back to the local host community.

  Check back for our XChange 2013 project.

  Location: TBD
• 5:30 PM - 8:30 PM

  Cloud Integrators Forum Day 1

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  5:30pm		Cloud Integrators Forum Registration	Location: Orlando N Foyer
  6:00-6:10pm		Opening Remarks	Location: Orlando N
  6:10-6:40pm		Best of Breed Perspectives: How Green is My Cloud? - Ron Dupler, CEO, GreenPages	Location: Orlando N
  6:40-7:05pm		Microsoft Keynote	Location: Orlando N
  7:10-7:30pm		Quick Fire - AVG, Axcient, NetSuite, IAreaNet, RightScale, Roambi, Seagate, Tech Data	Location: Orlando N
  7:30-8:30pm		Cloud Welcome Reception	Location: Orlando M

   

  See the Cloud Integrator Forum tab to the left for details and session descriptions.

  Location: Orlando N / Orlando M Ron Dupler CEO GreenPages See Details

• Sunday, March 10th
• 7:30 AM - 1:10 PM

  Cloud Integrators Forum Day 2

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  7:30-8:15am		Late Registration		Location: Orlando N Foyer
  7:30-8:00am		Networking Breakfast		Location: Orlando M
  8:10-8:40am		Cloud Integrators Best Practices - Don Ryan, Vice President, Fuld & Company		Location: Orlando N
  8:40-9:10am		NetSuite & IAreaNet Tech Briefing		Location: Orlando N
  9:20-9:50am		Industry Cloud Research - Joe Pucciarelli, Lead Analyst, IDC		Location: Orlando N
  9:50-10:15am		Vendor Keynote		Location: Orlando N
  10:15-10:45am		Addicted to Data: The Increasing Concern Over Performance in the Cloud - Kenny Li, Cloud Spectator		Location: Orlando N
  11:00-11:30am		SP Perspective - Joe Pucciarelli, Lead Analyst, IDC; Ron Dupler, CEO, GreenPages; Ira Bell, COO, Nimbo; Dave Rice, CEO, TrueCloud		Location: Orlando N
  11:40-12:10pm		Vendor Panel - AVG & RIGHTSCALE		Location: Orlando N
  12:10-1:10pm		Networking Lunch/Tabletops		Location: Orlando M

   

  See the Cloud Integrator Forum tab to the left for details and session descriptions.

  Location: Orlando N / Orlando M Ira Bell COO Nimbo See Details Ron Dupler CEO GreenPages See Details Kenny Li Co-founder & VP Cloud Spectator See Details Joe Pucciarelli Lead Analyst IDC See Details Dave Rice CEO TrueCloud See Details Don Ryan Vice President Fuld & Company See Details
• 8:00 AM - 12:00 PM

  Marketing Boot Camp

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  8:00 am - 8:45 am	Networking Breakfast
  9:00 am - 10:00 am	Opening Session	Luanne Tierney, Juniper Networks
  10:00 am - 10:30 am	Partner Best Practices	Jane Cage, Heartland Technologies
  10:30 am - 10:45 am	Break
  10:45 am - 11:30 am	Inbound Marketing	Jen Anaya, Ingram Micro
  11:30 am - 12:00 pm	Q&A/Closing Remarks

  Location: Rainbow Spring 1
• 8:00 AM - 12:00 PM

  Intelisys Cloud & Carrier Workshop

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  What  trends do industry analysts foresee as the Cloud continues it’s epic shift in our marketplace? How is ubiquitous, high-speed broadband driving cloud adoption? Where is bandwidth going and how do you garner your unfair share of that revenue opportunity?  Join us for lively and interactive discussion’s between our panel experts and attendee’s.  

  Intelisys Cloud & Carrier Services Workshop Agenda

  8:30 am - 9:00 am	Registration / Continental Breakfast
  9:00 am - 9:10 am	Welcome & Introductions
  9:10 am - 9:40 am	Analyst View - Rauline Ochs
  9:40 am - 10:00 am	Recurring Revenue - The Opportunity
  10:00 am - 10:10 am	Break
  10:10 am - 10:30 am	The Obstacles - Round Table Discussion
  10:30 am - 11:00 am	Broadband - Onramp to the Cloud - Panel Discussion
  11:00 am - 11:30 am	Embracing Cloud Services - Panel Discussion
  11:30 am - 12:00 pm	Practical Ideas to Speed You to Market

  
  

  Location: Rainbow Spring 2
• 9:00 AM - 11:30 AM

  Xerox Pre-event Workshop

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  Location: Blue Springs
• 1:00 PM - 8:00 PM

  Registration

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  Pick up your conference badge and personalized schedule at registration, then stop back any time you have questions that you need answered or feedback that you would like to share. The XChange Events staff is there to help you!

  Location: Peabody Ballroom Foyer
• 2:00 PM - 2:25 PM

  Vendor Orientation

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  Learn the tips and tricks of making the most of your time at XChange with information from staff and advice from previous attendees.

  Location: Florida A
• 2:00 PM - 2:25 PM

  Solution Provider Orientation

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  Learn the tips and tricks of making the most of your time at XChange with information from staff and advice from previous attendees.

  Location: Plaza Ballroom G
• 2:35 PM - 3:20 PM

  Opening General Session: Connecting The Dots - Tiffani Bova, Gartner

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  Connecting The Dots

  The IT ecosystem is changing in profound and powerful ways requiring a new approach to designing and delivering solutions in an increasingly user-centric IT world. IT integrators must understand how to connect today’s social, mobile, cloud and information solutions to new buying centers. This session will explore the nexus of those unstoppable forces and how solution providers must focus on delivering IT value and positive business outcomes to survive and thrive. Not only is a new go-to-market strategy needed but new skills the market requires. So connect the dot , get out of your comfort zone and succeed.

  Location: Peabody Ballroom OPQ Tiffani Bova VP & Distinguished Analyst Gartner See Details
• 3:20 PM - 4:00 PM

  Vendor Keynote: Microsoft: Why Microsoft + Distribution = Success for Partners in the Cloud - Eric Martorano, Microsoft

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  Why Microsoft + Distribution = Success for Partners in the Cloud

  Microsoft is in the biggest launch year in its history, and recently announced exciting updates to its flagship Office 365 cloud offering creating significant business opportunities for Channel. Learn why partnering with Microsoft should be included in every partner’s Cloud business strategy from Eric Martorano, Sr. Director of the U.S. SMB Channel Group. Robert DeMarzo, Sr. Vice President of UBM Technologies, will join Eric on stage to co-moderate an exclusive session with Cloud executives from four leading Distributors with a focus on Distribution’s value in a Cloud world.

  Location: Peabody Ballroom OPQ Eric Martorano Sr. Director, US SMB Channel Group Microsoft See Details Renée Bergeron VP, Managed Services & Cloud Computing Ingram Micro See Details Jeff Davis Senior Vice President of Sales D&H Distributing See Details Robert DeMarzo SVP, Strategic Content UBM Tech Channel See Details Donald Lopes Director, Cloud Services SYNNEX Corporation See Details Stacy Nethercoat Vice President, Software Product Marketing Tech Data See Details
• 4:15 PM - 6:35 PM

  Interactive Boardroom Appointments

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  Location: See Personal Schedule
• 4:45 PM - 5:15 PM

  Sponsor Education Track: Get Your Channel Strategy on Track - Tiffani Bova, Gartner (Open to: Sponsors)

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  Get Your Channel Strategy on Track

  Join Tiffani Bova, Gartner’s leading channel analyst, in a frank discussion of how today’s biggest trends are impacting vendors’ indirect sales strategies. In this interactive session, Bova will discuss her views on Gartner’s research around the “Nexus of Forces” such as social, mobile, cloud and information along with how the New Buyers of IT are impacting go-to-sales strategies. Bova will also discuss how vendors can and should enable partners with a new set of skills required in a user-centric IT world. Come prepared with questions and issues.

  Location: Florida A Tiffani Bova VP & Distinguished Analyst Gartner See Details
• 6:45 PM - 7:30 PM

  Tech Symposium: AT&T & Lenovo

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  Location: Peabody Ballroom OPQ
• 7:30 PM - 9:00 PM

  Demo Rooms

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  You’ve never seen a hotel room like this before! Vendors create their own fully customized display and demonstrate their newest solutions and products more personally.

  Location: Mallard Tower - 5th Floor
• 9:00 PM - 11:00 PM

  MyOfficeBundle Private Party

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  (Invitation Only)

  Location: Orchid

• Monday, March 11th
• 7:00 AM - 5:00 PM

  Registration

  Download to your calendar

  Pick up your conference badge and personalized schedule at registration, then stop back any time you have questions that you need answered or feedback that you would like to share. The XChange Events staff is there to help you!

  Location: Peabody Ballroom Foyer
• 7:30 AM - 8:15 AM

  Solution Provider Breakfast

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  It’s a full agenda!  Solution providers start the day off with breakfast and coffee to get energized and take advantage of peer networking time.

  Location: Orlando MN
• 8:30 AM - 9:00 AM

  UBM Tech Channel: State of the Market - Robert Faletra, UBM Tech Channel

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  UBM Tech Channel: State of the Market

  UBM Tech Channel CEO Robert Faletra will disclose the results of our annual State of the Market survey.  The results will elevate your thinking about how to build the best solution provider business model or channel strategy. Faletra will discuss the results of the market’s most definitive and thorough analysis of the IT integrator market including cloud trends, the future of managed services, technologies and vendors on the rise and how partners are adding value with the new buyers of IT. 

  Location: Peabody Ballroom OPQ Robert Faletra CEO UBM Tech Channel See Details
• 9:00 AM - 9:30 AM

  Vendor Keynote: IBM: Transforming for Growth - Bill Donohue, IBM

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  Transforming for Growth

  Clients are turning to technology to transform and innovate their businesses. This represents new opportunities for Business Partners to drive new growth, reach new markets, and expand their business capabilities.  Bill Donohue, Vice President, IBM's North America Business Partner Sales, will share his perspective of what's driving new growth in the market place and how IBM is supporting Business Partners with new solutions.  Joining Bill is Chris Pyle, CEO of Champion Computer, who will share how Champion has transformed their business to sense and respond to client opportunities and drive new growth and capabilities through Cloud computing.  Join Bill and Chris as they share how this business transformation is shaping the channel industry and driving new market opportunities for you.
  
  

  Location: Peabody Ballroom OPQ Bill Donohue Vice President, Business Partner Sales, NA IBM See Details
• 9:30 AM - 11:30 AM

  CRN Channel Chief Roundtable

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  (Invite Only)

  This private, invitation-only roundtable discussion hosted  by the editors of CRN  brings together today’s most influential vendor executives responsible for indirect sales at today’s leading vendors. This is a closed-door session.

  Location: Rainbow Spring
• 9:45 AM - 11:20 AM

  Interactive Boardroom Appointments

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  Solution providers are assigned into peer groups of 15-18 based on business focus and technology interests.  Vendors select and meet with the boardrooms for 25 minutes, presenting new products, programs, and opportunities – in an environment conducive to spirited conversation and constructive feedback.

  Location: See Personal Schedule
• 10:00 AM - 10:30 AM

  Sponsor Education Track: Understanding Your Partners Business - Larry Kesslin, 4-Profit

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  Understanding Your Partners Business

  Do you know what makes your partners tick? How they make money or what drives their decision making process? Do you know why a few of them are great at demand creation but the rest are not? Are you trying to increase your mindshare and wallet share with your partners and not making any progress? Maybe it's because you don't understand what it is like to be in their shoes.

  After 25 years of working with solution providers, Larry Kesslin of 4-Profit speaks directly on how channel leaders can become better at Understanding Your Partner’s Business™. He will share with you the struggles, issues and Break Points in your partners business that keep them from growth. By demonstrating your understanding of the obstacles and helping partners overcome them, you are making an investment that results in increased trust. Increased trust translates to increased mind-share and ultimately increased wallet-share for everyone.

  Location: Florida A Larry Kesslin Partner 4-Profit, LLC See Details
• 10:45 AM - 11:15 AM

  Sponsor Education Track: The Secret to Supercharging Applications in the Cloud: Predictive Cloud Behavior - Kenny Li, Cloud Spectator

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  The Secret to Supercharging Applications in the Cloud: Predictive Cloud Behavior

  While the IaaS industry is quickly unraveling with competitors, users have little to go on for selecting a cloud provider other than pricing. Unfortunately, that buying strategy may end up losing users more money than they expect to save. Using a simulated MySQL database as a case study along with the data collected, Kenny Li will highlight the importance of predicting a cloud’s behavior and performance before committing to a cloud provider.

  Location: Florida A Kenny Li Co-founder & VP Cloud Spectator See Details
• 11:30 AM - 12:15 PM

  Tech Symposium: Symantec & Oracle

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  Vendors take the main stage to discuss specific product introductions or case studies relating to the IT industry.

  Location: Peabody Ballroom OPQ
• 12:15 PM - 1:00 PM

  Solution Provider Lunch

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  Enjoy lunch while networking and connecting with attendees and vendors about the days content, partner programs, and more.

  Location: Orlando MN
• 12:30 PM - 5:00 PM

  Exhibitor Set-up (Open to: Sponsors)

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  Location: Plaza Ballroom
• 1:15 PM - 1:45 PM

  Vendor Keynote: Samsung - Samsung Talks Setting the Stage for Success - Richard Hutton, Samsung

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  Samsung Talks Setting the Stage for Success
  
  Delivering innovative, quality, and relevant B2B IT devices and solutions that change the way business is conducted is what Samsung’s Enterprise Business Division is all about.  Join Linda Hofflander, Director of Vertical Marketing, as she shares an overview of the products, solutions, verticals and channel support available to increase your productivity, address your pain points, and expose you to the technology trends and innovations that will keep your customers coming back time and again

  Location: Peabody Ballroom OPQ Richard Hutton Director Channel Marketing, Business Division, Samsung Electronics America, Inc. See Details
• 2:00 PM - 2:55 PM

  Power Talks

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  This open roundtable forum allows you to hear from the sponsors on their latest solutions while providing feedback on their technologies, strategies, and programs.

  Location: See Personal Schedule
• 3:15 PM - 3:45 PM

  Executive Workshop: Result Indicators to Help You Measure Your Marketing Spend - Ginger Clay, 4-Profit

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  Result Indicators to Help You Measure Your Marketing Spend

  Description: As an owner you know you should invest in your business to grow and be profitable, but the return on investment is always evasive and difficult to measure. How do you measure and reward the right marketing activities? How do you know your gaining traction? Most importantly, are you tracking the results that are most critical to your company's profitability? This session highlights the activities that really count and the ones that don’t.

  In this presentation you will learn:

  • Marketing Result Indicators (MRI) and what they tell you

  • Leading and lagging Indicators

  • The real value of your Marketing Return On Investment (MROI)

  Location: Florida A Ginger Clay Team Member 4-Profit, LLC See Details
• 3:15 PM - 3:45 PM

  Executive Workshop: Applying Cloud Computing - Joe Pucciarelli, Lead Analyst, IDC

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  Applying Cloud Computing

  Cloud computing has been hailed for its ability to shift expense from capital to operational budgets -- yet operational decisions can be complex. IT organizations are confronting a complex mixture of infrastructure, application and organizational challenges. Using IDC's online Cloud Decision Framework, participants will learn to evaluate the operational, organizational and financial considerations of their hosting decisions by helping them quantify the opportunities and costs of their cloud initiatives.

  Location: Florida B Joe Pucciarelli Lead Analyst IDC See Details
• 3:15 PM - 3:45 PM

  Executive Workshop: What does the convergence of IT and Voice & Data Mean to You? - Rauline Ochs, IPED

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  What does the convergence of IT and Voice & Data Mean to You? 

  IT & PBX VARs: your world is changing!  Telephony Agents, who for years, have sold voice and data recurring revenue contracts to support your IT networking infrastructure projects are moving into public cloud services resale.  Are they friend or foe?  The unified communication mobile solutions now require voice, data and IT knowledge to make them complete and to cost justify to the customer.  What are your choices as you add the next capability to your line card?  From whom will you learn the business, a Master Agent or IT Distributor?  Join me in the session as we lay out the landscape, your decisions and the impact to you.

  Location: Florida C Rauline Ochs Consultant IPED See Details
• 4:00 PM - 4:30 PM

  Technology Vision: Enchanted Objects: The Next Wave of the Web - David Rose, MIT Media Lab Researcher

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  Enchanted Objects: The Next Wave of the Web

  What next? How will we interact with technology in the near future? Will we bond with social robots, wear digital prosthetics like Google glasses, or paint-on pixels so every surface is a screen? Will everyday objects gain extraordinary capabilities through a connection to the cloud? MIT Media Lab researcher David Rose has a uniquely humanistic perspective on these potential futures. His talk connects fantastical objects from myth, James Bond, and Harry Potter to dozens of recent inventions. Rose unveils the potential that now exists to imbue products with enchanted capabilities, and discusses the disruptive ramifications for companies.

  Location: Peabody Ballroom OPQ David Rose Product Designer, Serial Entrepreneur MIT Media Lab Researcher See Details
• 4:45 PM - 5:15 PM

  Concurrent Vendor Briefings

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  Ruckus Wireless
  Passionately explore current and future Wi-Fi technologies, design techniques, and software features that will provide consistent, steadfast wireless access for your enterprise. A look into tomorrow's Wi-Fi, available today. Get insight into what has changed, what will change, and what change you can believe in.

  
  VMware
  Join Frank Rauch, VP Partner Sales, as he discusses how rapidly shifting IT trends are transforming the channel and creating even more opportunities for partners to expand their value and increase their margins. Learn about VMware’s industry-leading virtualization platform - the architecture for a unique software-defined data center – and how new products - vSphere with Operations Management (vSOM) and Horizon Suite - support this approach for selling to new and existing customers.

  Location: See Personal Schedule
• 5:30 PM - 6:00 PM

  Quick Fire Session 1

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  Moderated by Robert DeMarzo, Quick Fire puts the vendors in a line-up to present their 3 minute pitchs. They have to beat the clock, or go up in flames!

  Location: Peabody Ballroom OPQ
• 6:00 PM - 8:00 PM

  Solutions Pavilion

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  Vendors showcase their products, solutions and programs in booths on the show floor.  It is an exciting, interactive setting for your live product demonstrations, face-to-face meetings, and networking.

  Location: Plaza Ballroom
• 8:00 PM - 10:00 PM

  Private Dinners

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  By Invitation Only

  Location: See Personal Schedule
• 8:00 PM - 9:30 PM

  Demo Rooms

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  You’ve never seen a hotel room like this before! Vendors create their own fully customized display and demonstrate their newest solutions and products more personally.

  Location: Mallard Tower - 5th Floor
• 9:30 PM - 11:30 PM

  D&H Midnight Munchies

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  Location: Orlando N

• Tuesday, March 12th
• 7:00 AM - 7:00 PM

  Registration

  Download to your calendar

  Pick up your conference badge and personalized schedule at registration, then stop back any time you have questions that you need answered or feedback that you would like to share. The XChange Events staff is there to help you!

  Location: Peabody Ballroom Foyer
• 7:30 AM - 8:15 AM

  Solution Provider Breakfast

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  It’s a full agenda!  Solution providers start the day off with breakfast and coffee to get energized and take advantage of peer networking time.

  Location: Orlando MN
• 8:30 AM - 9:00 AM

  Executive Insight: Vendor Power Panel: Views from the Top - Robert DeMarzo, UBM Tech Channel

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  Vendor Power Panel: Views from the Top
  Moderator: Robert C. DeMarzo, SVP, Strategic Content, UBM Technology
  Panelists: Wendy Bahr, SVP, Partner Organization, Americas, Cisco; Frank Rouch, Vice President, Americas Partner Organization, VMware; Rob McKernan, President, Americas Region, APC by Schneider Electric
  

  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: Peabody Ballroom OPQ Wendy Bahr SVP, Global and Strategic Partners Cisco See Details Robert DeMarzo SVP, Strategic Content UBM Tech Channel See Details Rob McKernan President, Americas Region APC by Schneider Electric See Details Frank Rouch Vice President, Americas Partner Organization VMware See Details
• 9:15 AM - 11:25 AM

  Interactive Boardroom Appointments

  Download to your calendar

  Solution providers are assigned into peer groups of 15-18 based on business focus and technology interests.  Vendors select and meet with the boardrooms for 25 minutes, presenting new products, programs, and opportunities – in an environment conducive to spirited conversation and constructive feedback.

  Location: See Personal Schedule
• 9:15 AM - 3:45 PM

  Channel Leadership Forum

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  Location: Orlando L
• 9:30 AM - 10:00 AM

  Sponsor Education Track: Channel Checkup…is your channel ready for 2013? - Kristin Rogers, KMR@work (Open to: Sponsors)

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  Channel Checkup…is your channel ready for 2013?

  • Start with a quick overview of biggest challenges facing solution providers in this changing market
  • Present checklist of where vendors/ISVs can and should plug in to help channel transform, and accelerate
  • Recommendations on how to evaluate current programs , ideas for innovating programs and tools
  • Wrap up with best practice on measuring channel efficiency an program effectiveness

  Participants will leave with a self-checkup list to evaluate if their programs, tools and coverage models are aligned to fit the needs of today’s solution providers.

  Location: Florida A Kristin Rogers Principal KMR@work See Details
• 10:15 AM - 10:45 AM

  Sponsor Education Track: Partner Demand Gen “Marketing Thru” Your Partners, Industry Best Practices - Linc Havens, UBM Tech Channel (Open to: Sponsors)

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  Partner Demand Gen “Marketing Thru” Your Partners, Industry Best Practices
  
  Navigate the waters of “Partner-Through marketing” with (two) industry veterans. As partner led marketing has evolved over the years from co-branded direct mailers to ongoing lead nurturing programs like content syndication we will dive into the common pitfalls and best practices of utilizing MDF to generate revenue and offer a path to start turning your MDF in to real revenue.

  Location: Florida A Lincoln Havens Vice President , Partner Marketing Services UBM Tech Channel See Details
• 11:45 AM - 12:15 PM

  Executive Workshop: The Sales Playbook: Strategies for Using Compensation to Drive Behavior - Kristin 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: Florida C Kristin Rogers Principal KMR@work See Details
• 11:45 AM - 12:15 PM

  Executive Workshop: Virtual CIO – A Key to Client Loyalty - Scott Goemmel, 4-Profit

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  Virtual CIO – A Key to Client Loyalty

   The role of the Virtual CIO represents the most strategic approach to client relationship management. Your goal is to ensure clients value the business insights provided by your company – strengthening their long-term trust and loyalty in a commoditized world. In this session, we will address critical success factors that will differentiate your firm through the VCIO function. In addition, we will provide an overview of the key characteristics of people successful in the role – based on our proprietary VCIO position benchmark. You will leave the session with specific actions that will improve your client relationship management and bottom line immediately.

  Location: Florida B Scott Goemmel Team Member 4-Profit, LLC See Details
• 11:45 AM - 12:15 PM

  Executive Workshop: Increase the Profitability of Your Cloud/Mobility Practice - Ken Thoreson, Acumen Management Group, LTD

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  Increase the Profitability of Your Cloud/Mobility Practice

  Rather than attempting to re-invent the wheel, attend this prescriptive workshop to walk through the steps necessary to accelerate the growth of your Cloud/Mobility practice. Based upon market research, a national roll out, and actual partner implementation,  attendees will utilize actual tools and guides  and learn the secrets of what others have used to increase revenues and profits with a better approach to building a Cloud/Mobility practice.   Attendees will be able to pinpoint specific areas of need within their businesses via a Practice Assessment and then rapidly apply prescriptive tools that will immediately create movement forward within the partner’s Marketing, Operations, and Sales areas. 

  We will cover the following topics:

  • The Power of a Practice Statement
  • Why Thought Leadership Creates Gravity Towards Your Solution & 3 Key Steps to Immediately Put Thought Leadership into ACTION
  • Building a Velocity and a Volume Sales Process
  • 3 Considerations on Sales Compensation Planning           
  Location: Florida A Ken Thoreson President Acumen Management Group LTD See Details
• 12:15 PM - 1:00 PM

  Solution Provider Lunch

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  Enjoy lunch while networking and connecting with attendees and vendors about the days content, partner programs, and more.

  Location: Orlando MN
• 1:15 PM - 1:30 PM

  Tech Briefing: HP

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  Channel partners are the lifeblood of HP's Channel business and a critical component of HP's go-to-market strategy. Today, as our mutual customers continue to face increasingly complex IT challenges, HP partners are more vital than ever to solving our customers’ needs and delivering the technology, solutions and value-added services that matter. To that end, it’s imperative that we continue to equip partners with innovative solutions and the right programs that will help ensure their success. Join us to learn about some of the latest HP products and solutions, and how HP is driving greater simplicity, profitability and engagement throughout the Channel organization, in an effort to build a better partnership and better enable partners as an extension of HP.

  Location: Peabody Ballroom OPQ
• 1:30 PM - 2:15 PM

  The Economic Outlook: A New Year, a New Dawn? - Scott Brown, Raymond James

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  The Economic Outlook: A New Year, a New Dawn?

  Dr. Brown will discuss where we are in the post-election economic recovery and the main uncertainties and risks we face moving forward. While the budget deal removed a major uncertainty for business leaders, economic data reports still remain mixed but generally indicate the recovery is in reasonable shape. This general session will help you put into perspective the debt ceiling, fiscal cliff showdown, monetary policy and how the European crisis is impacting today’s business climate. This award-winning economist, whose company has one of the industry’s largest technology practices, will cut through the complexity of today’s issues and explain what it all means for capital spending.

  Location: Peabody Ballroom OPQ Scott Brown SVP, Chief Economist Raymond James & Associates See Details
• 2:30 PM - 3:00 PM

  Women of the Channel Panel

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  Women of the Channel Power Panel
  
  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 and listen to their stories, experiences and the issues they have faced, 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.
  
  The discussion will be moderated by Kelley Damore, VP, Editorial Director, UBM Tech Channel. This panel creates camaraderie among female executives and allows women to better understand both each other and themselves.

  Location: Orlando M Kelley Damore VP, Editorial Director CRN See Details Wendy Bahr SVP, Global and Strategic Partners Cisco See Details Michele Hayes Sr. Director Global Partner Program Riverbed See Details Meredith Scheraldi Senior Manager, Channel Marketing Symantec See Details Lydia Smyers VP WW Alliances & Channels Programs Oracle See Details Luanne Tierney Vice President, Worldwide Partner Marketing Juniper Networks See Details
• 2:30 PM - 3:00 PM

  Executive Workshop: Thinking Beyond Device Management: Workshifting, Security and Accessibility in the BYO Era - Jeremy MacBean, IT Weapons Inc.

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  Thinking Beyond Device Management: Workshifting, Security and Accessibility in the BYO Era

  Join us for a candid Solution Provider discussion on how to cope with tomorrow’s work-anywhere workforce.  We’ll touch on the security, accessibility, and system management challenges presented by the next generation models for app and data access.  We’ll explore real stories about connecting tomorrow’s workers to the data centre or to the cloud, from the office or the coffee shop.

  Location: Florida C Jeremy MacBean, Ph.D. Director, Business Development IT Weapons See Details Rick Jordan Director, Sales & Strategic Alliances (North America) Tenet Computer Group Inc. See Details Phil Mogavero VP & Regional Chief Technology Officer PCM See Details Dave Uhler National Solutions Director of Research & Development, Slalom Consulting See Details
• 2:30 PM - 3:00 PM

  Executive Workshop: Accelerate Profits with a Cross Selling and Up Selling Strategy - Keith Lubner, C3

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  Accelerate Profits  with a  Cross Selling and Up Selling Strategy

  85% of Fast Growth VARS are relying on driving their business via better cross selling and up selling to current and prospective customers.  Are you planning on being one of these VARs ?  If so, attend this prescriptive and tactical workshop  to learn tips and tricks on driving faster sales, creating higher customer penetration rates, increasing related sell through to your customers, and implementing processes to not miss sales opportunities.  Your salespeople will thank you for making them more efficient and your company will thank you for increasing sales and  solidifying customer relationships.  This workshop is for executives and vendors.

  We will cover  the following topics:

  • Why Cross Selling/Up selling is even more important when it comes to cloud/mobility offerings
  • Case study of an organization (like yours) that are firing on all cylinders
  • Quarterly Account Planning to sell proactively
  • How to easily integrate (and sell !) new offerings into your customer base.  A hands-on exercise that will allow you to lay the framework for effective cross selling/up selling
  Location: Florida A Keith Lubner Founder C3 See Details
• 2:30 PM - 3:00 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: Flordia B Stephen Baker Vice President of Industry Analysis NPD See Details
• 3:15 PM - 3:45 PM

  Quick Fire Session 2

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  Moderated by Robert DeMarzo, Quick Fire puts the vendors in a line-up to present their 3 minute pitchs. They have to beat the clock, or go up in flames!

  Location: Peabody Ballroom OPQ
• 3:45 PM - 5:45 PM

  Solutions Pavilion

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  Vendors showcase their products, solutions and programs in booths on the show floor.  It is an exciting, interactive setting for your live product demonstrations, face-to-face meetings, and networking.

  Location: Plaza Ballroom
• 5:45 PM - 7:45 PM

  Exhibitor Breakdown (Open to: Sponsors)

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  Location: Plaza Ballroom
• 5:45 PM - 7:00 PM

  Demo Rooms

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  You’ve never seen a hotel room like this before! Vendors create their own fully customized display and demonstrate their newest solutions and products more personally.

  Location: Mallard Tower - 5th Floor
• 6:45 PM - 7:30 PM

  Women of the Channel Reception

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  Location: Orlando N
• 7:30 PM - 10:00 PM

  XChange XCellence & CRN Channel Champions Awards Reception

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  The XChange XCellence Awards measure solution provider attendee perceptions of vendor products, services, and programs during the event. The awards program will kick-off by announcing who earned the most votes for XChange 2013.
  
  The CRN Channel Champion Awards evaluates channel vendors for product innovation, support and partnerships. The hotly anticipated results will be revealed this evening.

  Location: Peabody Ballroom OPQ