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"XChange is an event I would not want to miss as a business executive. Not only was I able to meet with vendors and peers face to face, but also it set the stage for me to share and learn from all the networking and educational sessions. "
Agenda: Solution Provider '07
| Wednesday, March 07 | ||||
| 12:00 pm - 8:00 pm |
Registration Open
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| 12:30 pm - 2:30 pm |
Demo Rooms Open
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| 2:45 pm - 3:30 pm |
Delegate Orientation - Sponsored by Level Platforms
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| 3:45 pm - 4:30 pm |
Vendor World Premiere - Microsoft
Speaker: Robert Deshaies, Vice President, US Partner Group, Microsoft Robert Deshaies will be discussing the value of the Microsoft Partner Program and will help uncover the wealth of benefits and opportunities available to its partners. Microsoft recognizes that all our partners are critical to helping us realize our vision and we are committed to your success. From business planning to customer retention, the Microsoft Partner Program offers a single, integrated partnering framework that recognizes your expertise, rewards you for the total impact that you have in the technology marketplace, and delivers value to help your business succeed, regardless of your business size or focus. By partnering with Microsoft, you can extend your market reach, reduce your costs, increase your profitability, and help your customers achieve their full business potential. |
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| 4:45 pm - 5:30 pm |
General Session
Channel 2.0: Initial Report Speaker: Larry Walsh, Editor, VARBusiness The channel is rapidly evolving. New technologies are coming to market. Vendors are developing new channel strategies. Solution providers are adding more services, partnering with peers and consolidating to meet market demands and challenges. And this is just the short term. VARBusiness Channel 2.0 project is studying the evolution of the channel and mapping a course for success through 2013 and beyond. VARBusiness editor Larry Walsh and members of the Channel 2.0 advisory board will discuss some of the projects initial findings: including the impact of consolidation, solution provider cooptation, globalization, emerging technologies and the new meaning of value. |
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| 5:45 pm - 6:30 pm |
Vendor Demo Session - Co-sponsored by Lexmark and AdTran
Join us for this exclusive Vendor demo session. We will feature Lexmark and AdTran discussing their channel programs and cutting-edge technology for the channel. Each vendor will have 20 minutes to display and explain their offerings followed by a lively question and answer portion where you can directly ask questions to the manufacturer. This promises to be a fantastic opportunity to see first hand, the technologies that will shape your business portfolio in 2007. |
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| 6:45 pm - 7:30 pm |
Ingram Micro Speed Partnering - Solution Providers Only
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| 7:30 pm - 9:30 pm |
Welcome Networking Reception
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| 9:30 pm - 11:30 pm |
D&H Midnight Munchies
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| Thursday, March 08 | ||||
| 7:00 am - 6:00 pm |
Registration Open / Assistance Desk
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| 7:30 am - 8:15 am |
Delegate Breakfast - Sponsored by Ingram Micro
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| 8:30 am - 9:15 am |
General Session
Fast Growth 100 Experts Speak Moderator: Heather Clancy, VP/Editor, CRN In this focused session, executives representing Fast Growth 100 companies will share specific best practices tips in the following areas: investing in demand generation activities that produce meaningful results; getting the most of vendor MDF/rebate/incentive programs; setting evaluation criteria new vendors and new technologies; and adoping compensation strategies that keep your sales and technical teams motivated. This session will set the stage for the first-ever Fast Growth workshop on Saturday, where solution providers will have a chance to converse one-on-one with their peers about these topics. |
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| 9:00 am - 5:00 pm |
Vendor Networking Lounge - Sponsored by Marketstar
Come enjoy a complimentary chair massage, check your email or relax and refresh yourself with a snack at MarketStar’s Vendor Lounge. The lounge will be open to vendors only throughout XChange Solution Provider. Don’t hesitate to stop by any time – between XChange appointments, Content Sessions or during a break on the exhibitor floor. |
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| 9:30 am - 11:15 am |
XChange Appointments
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| 9:30 am - 10:15 am |
Vendor Content Session - CRN
"Exclusive Microsoft Vista Adoption Research from CRN" Moderator: Dan Neel, Senior Editor, CRN CRN presents exclusive end-user and SP research on the launch of Microsoft Vista. Co-sponsored by D&H, this research explores Vista adoption expectations in the SMB, enterprise and home markets; predicts PC/notebook and peripheral refresh cycles surrounding the new operating system and indentifies market forces either driving or hindering customer conversion to Vista. |
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| 10:30 am - 11:15 am |
Vendor Content Session - MarketStar
Navigating the Sea of VARs Using Geographic Information Systems to uncover your best geographies Who are your ideal customers and where do they live? How can you identify geographic clusters with the right channel partners who support your business model? Into what regions should you expand your sales force? In this 45-minute session, MarketStar’s GIS expert will present an innovative approach to visually defining the demographic and spatial regions of your next sale. This intelligent approach to analysis has enabled dozens of companies to navigate the sea of VARs and create a winning go-to-market strategy. One person in attendance will win a GPS Device. Our GIS expert will also be available in MarketStar’s Vendor Lounge, which is open for vendors to come and relax throughout the event. |
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| 11:30 am - 12:15 pm |
IBM World Premiere
Expand Your Business Opportunities with IBM, Igniting New Growth Together with our Business Partners, IBM delivers proven and innovative products, technologies and services to our clients. During this session, IBM executives from IBM Software Group and Systems & Technology Group will review the latest programs and offerings available to our Business Partners to exploit new markets, acquire new customers and increase presence in existing customers. Learn how you can grow your business with IBM Express Advantage offerings and build your ecosystem with PartnerWorld Industry Networks in addition to the vast array of marketing and technical resources, incentives and initiatives available through IBM PartnerWorld. |
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| 12:00 pm - 4:30 pm |
Exhibitor Set-up
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| 12:30 pm - 1:15 pm |
Delegate Luncheon - Sponsored by Qlogic
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| 1:30 pm - 3:05 pm |
XChange Appointments
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| 3:15 pm - 4:00 pm |
HP World Premiere
Speaker: Chuck Smith, Vice President, Enterprise Storage and Servers, TSG – Americas, HP Helping customers better manage the complexities of their IT infrastructures so they can focus on business problems, has been a key driver for HP’s success in the SMB and Enterprise markets. Join Chuck Smith, Vice President, Enterprise Storage and Servers, TSG – Americas, HP, as he explores the issues that customers are struggling with most, and how HP partners can best position themselves to respond to these needs; particularly in the area of virtualization, consolidation/automation, and security. |
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| 4:00 pm - 5:00 pm |
Demo Rooms Open
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| 5:00 pm - 7:30 pm |
Solutions Pavilion / Reception
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| Friday, March 09 | ||||
| 7:00 am - 6:00 pm |
Registration Open / Assistance Desk
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| 7:30 am - 8:15 am |
Delegate Breakfast
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| 8:30 am - 9:30 am |
General Session
Faletra on the Record Speaker: Robert Faletra, President CMP Channel Group Robert Faletra has been a keen observer of the channel for over 18 years. As one of the most influential technology journalists in the market today, he has reported and commented on the constant change and growth in the channel on a weekly basis in CRN. Once again, the channel and solution providers are evolving as the service model, emerging technologies and increased IT spending come to the forefront. Join this interactive session where ‘Faletra’ answers YOUR questions and offers his insight, perspective and opinion - on the record. This session promises to be a lively, open and engaging discussion on the current state of — and the future of the channel. |
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| 9:00 am - 5:00 pm |
Vendor Networking Lounge - Sponsored by Marketstar
Come enjoy a complimentary chair massage, check your email or relax and refresh yourself with a snack at MarketStar’s Vendor Lounge. The lounge will be open to vendors only throughout XChange Solution Provider. Don’t hesitate to stop by any time – between XChange appointments, Content Sessions or during a break on the exhibitor floor. |
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| 9:30 am - 3:30 pm |
IPED Channel Leadership Forum
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| 9:45 am - 12:35 pm |
XChange Appointments
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| 9:45 am - 10:30 am |
Vendor Content Session - Next Level
Using Data Analysis to Optimize Your Marketing and Sales Identifying, prioritizing, targeting, and investing in the right customers and partners is a “must” in today’s technology channel environment. Doing it right comes down to effectively using data you already have in the most efficient and targeted manner. This informative session is about “better than best” practices in advanced data analytics made possible by Next Level’s Channelytics® solution -- the IT industry’s most comprehensive service – and how the solution has been applied for companies as diverse as Avaya, 3Com, CA, Symbol, Seagate, Logitech and Wyse. You’ll hear about key metrics and measures that: • You should be using right now and what they mean • Can help you understand the future potential of customers and partners • Provide insights on where to spend marketing dollars for the greatest return • Support the proper deployment of your precious inside and field sales resources • Allow you to gain incremental revenue from smaller or influencer partners • And much more… Above all, you’ll come away with usable knowledge about applying sales out and attribute data for “actionable insights” into your marketing and sales actions. |
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| 10:45 am - 11:30 am |
Vendor Content Session - VARBusiness
Strategic Vendor Research: The State of the Market & Opportunities for Alternative Vendors VARBusiness will present it hallmark research study—The State of the Market—which provides a comprehensive examination of the modern solution provider business model. This is the most comprehensive study of its kind and calls upon more than 20 years of research data. VARBusiness will present research on the solution provider business model that includes key findings on customer segments addressed, technology concentrations, revenue and profit models, growth opportunities and work force deployment. Following an overview of the VARBusiness State of the Market, we will present key findings from this year's breakthrough research on Alternative Vendors. VARBusiness surveyed solution providers to find out what brands they support and which ones they view as emerging vendors. Many of these brands are not household names yet but growing in importance to solution providers. Find out which ones made the cut and how solution providers select and bring in alternative brands to their businesses. |
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| 11:45 am - 12:30 pm |
Vendor Content Session - eXalt
Increase Channel Sales with Web Based Solutions INCREASING CHANNEL SALES WITH "NEXT GENERATION" WEB BASED SOLUTIONS CONFIGURATION/QUOTE SERVICES. eXalt offers a set of "next generation" web based services that enables your sales people and channel partners to more effectively price, quote, propose, configure and sell your products/solutions. Come see how companies in your industry are significantly increasing channels sales and productivity by offering their channel partners easy to use web based tools. |
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| 12:45 pm - 3:00 pm |
Solutions Pavilion / Luncheon Served
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| 3:00 pm - 5:30 pm |
Exhibitor Teardown
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| 3:15 pm - 4:00 pm |
2 Concurrent Sessions
(1) Concurrent Session: The Next Big Technologies to Watch Moderator: Larry Hooper, ChannelWeb Keeping on top of the next big technologies is key to growth and profits in today's IT business climate. In this session, Larry Hooper and a panel of tech-savvy solution providers outline which technologies VARs should be focusing on now, and which they should have in their pipelines for future growth. (2) Concurrent Session: The Path From VAR to Vendor Moderator: Monty Cornell, SRM Group Research Director, CMP Channel Group In this interactive panel discussion, Monty Cornell, SR Group Research Director, CMP Channel Group will discuss the path and the pitfalls of the transition from VAR to vendor and an exploration of the hybrid model that exists in between. |
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| 4:00 pm - 6:00 pm |
Demo Rooms Open
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| 6:30 pm - 7:30 pm |
Pre-Channel Champions Reception - Sponsored by Intel
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| 7:30 pm - 10:00 pm |
Channel Champions Awards Dinner
Find out which vendors are considered the best of the best at this year’s CRN Channel Champions Awards event. Celebrating its 17th year, CRN’s Channel Champions is one of the largest and broadest-based solution provider market studies in the industry. CRN is extending its congratulations beyond editorial coverage by honoring its Channel Champions at this formal awards event featuring an elegant sit-down dinner, exciting awards presentation and entertainment by comedian Greg Berhendt. The event is sponsored by AdTran, Oracle, Samsung, Symantec, Toshiba and Websense. |
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| Saturday, March 10 | ||||
| 7:00 am - 12:00 pm |
Registration Open / Assistance Desk
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| 7:30 am - 8:15 am |
Delegate Breakfast
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| 8:00 am - 12:00 pm |
Vendor Networking Lounge - Sponsored by Marketstar
Come enjoy a complimentary chair massage, check your email or relax and refresh yourself with a snack at MarketStar’s Vendor Lounge. The lounge will be open to vendors only throughout XChange Solution Provider. Don’t hesitate to stop by any time – between XChange appointments, Content Sessions or during a break on the exhibitor floor. |
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| 8:30 am - 9:15 am |
General Session
Becoming Best in Class Moderator: Ryan Morris, Director of Channel Intelligence, IPED There's a lot of talk about "increasing profits" and "running a better business" in the solution provider industry, but the real question is this: just how high can the bar be set … and what exactly does a solution provider need to do to get there? In this session, IPED will share the very latest findings from the Competency and Profitability Benchmark regarding best-in-class performance and profitability for solution providers. In addition, we'll explain the most critical "Key Performance Indicators" that cause the best results, and the detailed steps a solution provider can take to proactively increase profits. |
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| 9:30 am - 11:45 am |
XChange Appointments
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| 11:45 am - 12:15 pm |
Hotel Check Out Time
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| 12:15 pm - 1:00 pm |
2 Concurrent Sessions
(1) Concurrent Session: Fast Growth 100: Keeping It Real. Facilitator: Heather Clancy, VP/Editor, CRN plus executives from 2006 Fast Growth 100 companies. This workshop-style session will pick up on discussion topics introduced in the Fast Growth 100 Experts Speak general session earlier in the week. Participants will have the opportunity to network with peers and Fast Growth 100 executives to discuss the following topics: Demand Generation, Vendor Evaluation, Compensation and Making MDF/Rebate/Incentive programs work. Attendees are invited to join the table discussion of their choice to share tips, ask questions or just plain network with other solution providers. (2) Concurrent Session: The Services Transformation Moderators: Rick Whiting & Shelley Solheim, Senior editors, VARBusiness Services are a top priority for IT spending among midmarket and enterprise end users, according to the VARBusiness Market Insight Report. Join a panel, led by VARBusiness senior editors Rick Whiting and Shelley Solheim, to explore the growing opportunities solution providers have in providing managed services, consulting and professional services, and services built around vertical-market expertise. The panel will include solution providers who have successfully transformed their businesses to deliver services. The panel also will look at how solution providers can use services to build a business around on-demand software that vendors sell directly to customers. |
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| 1:00 pm - 2:15 pm |
XChange XCellence Awards Luncheon
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