August 13-16, 2006
XCHANGE '06
Agenda
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| Sunday, August 13 | ||
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12:00 pm - 8:00 pm |
Registration  | |
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12:00 pm - 2:30 pm |
Demo Rooms Open | |
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2:45 pm - 3:30 pm |
Delegate Orientation Sponsored by Ingram Micro & Websense | |
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3:45 pm - 4:30 pm |
Vendor World Premiere - Intel |
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Speaker: Shirley Turner
Innovation and Partnership - a winning combination. Intel is meeting the challenges of the marketplace head on, with new platforms and continued commitment to the channel. Intel's breakthrough enterprise solutions will help global businesses, large and small, become more secure, manageable and productive - built on an open architecture that increases flexibility and reduces costs. And with the Intel(r) Core(tm) 2 Duo processors, we've broken new ground. Our new dual-core technology rewrites the rules of computing, delivering breakthrough performance with amazingly low power consumption. In the end, its not just about making technology faster, smarter and cheaper - it's about using that technology to make life better, richer and more convenient for everyone it touches. Come and learn how Intel has transformed in 2006, what this means for the channel, and how this all adds up to success for you and your customers. |
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4:45 pm - 5:45 pm |
Opening Session: Motivational Speaker - Giovanni Livera |
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sponsored by Ingram Micro & Nortel
Giovanni Livera, Corporate Magician and Motivational Keynote Speaker will kick off the event with the Opening Session. Giovanni teaches people that Anything Is Possible through comedy, motivation, sleight of hand, and audience participation, motivating people with select team building routines. |
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6:00 pm - 6:45 pm |
Vendor World Premiere - Microsoft |
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Robert Deshaies, Vice President, US Partner Group, Microsoft, will be discussing the value of the Microsoft Partner Program and uncover the wealth of benefits and opportunities available to its partners. Microsoft recognize that all our partners are critical to helping us realize our vision. 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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6:45 pm - 8:00 pm |
Delegate Reception Sponsored by SonicWall | |
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6:45 pm - 8:00 pm |
Vendor Reception Sponsored by Advanced Alchemy | |
| Monday, August 14 | ||
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7:00 am - 6:00 pm |
Registration | |
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7:30 am - 8:15 am |
Delegate Breakfast Sponsored by SAP | |
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8:30 am - 11:30 am |
XChange Appointments | |
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9:00 am - 3:00 pm |
Exhibitor Set-up | |
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9:00 am - 9:45 am |
Vendor Content Session - IPED |
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Moderator: Ryan Morris, Director of Channel Intelligence, IPED
Join's the elite members of IPED's Channel Masters program to hear how the most successful vendors are tackling the issues facing channel development and execution. Backed by the ongoing market research conducted by IPED, this interactive discussion will focus on important topics such as: partner enablement, program segmentation and effective incentives the drive behavior. |
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10:00 am - 10:45 am |
Vendor Content Session - VARBusiness |
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State of Technology Innovation: Hardware, Software & Networking Review
Speaker: Susan Pienkos, Associate Publisher, VARBusiness Technology is the lifeline of Solution Providers and Technology Integrators. The VARBusiness State of Innovation research study is part of its award-winning Intelligence Series issue is dedicated to finding the most innovative technologies Solution Providers are deploying in a wide range of categories such as printers, displays, systems, software and networking. Its goal is to keep readers and vendors abreast of the most innovative products and technologies in the market so they can help their partners and customers operate more efficiently with leading-edge IT. To provide this information on a more timely and segmented basis, VARBusiness presented the State of Technology on a quarterly basis, with a bonus Annual State of Technology study. In this session, we will review the results for peripherals, business software, networking, security, servers and storage. |
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11:00 am - 11:45 am |
Vendor Content Session - Advanced Alchemy |
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Building & Managing Partner Ecosystems
Speaker: David Locker, VP Sales North America Channel sales is changing from a linear process to an interconnected web of events and protagonists in a process that can often be difficult to perceive, monitor and control. Advanced Alchemy is pleased to present a successful tried and tested concept and methodology that is both systematic and trackable, across borders and languages. Through this session you will develop the following insights: * How to run a successful partner ecosystem program * How to match co-selling partners * How to form a team ecosystem * Engaging with an ecosystem and sell through assistance * Multi-Geo Partner coordination * Tracking program ROI |
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11:45 am - 12:30 pm |
Vendor World Premiere - EMC |
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Speakers: John Koury, V.P. Global Channels Marketing
Gregg Ambulos, V.P. EMC Americas Channels Steven Houck, V.P. Worldwide Sales EMC Insignia The EMC Velocity˛ Partner Program is designed to accelerate partner profitability by providing partners access to EMC’s broad portfolio of products, solutions and services, and a robust set of Velocity˛ Program features. EMC has tailored Velocity˛ to meet the specific business models of our partners, providing building blocks for continuous advancement and growth. John Koury, Gregg Ambulos, and Steven Houck will provide a brief overview of EMC’s channel strategy, focusing on the profitability model of EMC’s Velocity˛ Partner and Velocity˛ SMB Programs. Two of EMC’s Partners, representing different business models, will share their experience in leveraging EMC’s program and solutions to accelerate their profitability. |
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12:30 pm - 1:15 pm |
Delegate Lunch Sponsored by McAfee | |
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1:30 pm - 2:15 pm |
Vendor World Premiere - HP |
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Partnering for Growth – Attaching for Profit
HP has set out an aggressive agenda for growth leveraging specific market opportunities. Its channel partners are poised to play an important role in the execution of the plan and benefit from the rewards. Key growth markets include notebook PCs, thin clients and PC blades that offer increased attach opportunities for even greater profits. Join us as John Thompson, President and General Manager of the HP Americas Solution Partners Organization, and John Snaider, VP PSG Americas , Business PCs, outline HP’s growth initiatives for the second half of 2006. |
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2:45 pm - 3:30 pm |
Faletra LIVE: On The Record (Held at CC Theater) |
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Robert Faletra, President CMP Channel Group, has been a keen observer of the channel for over 17 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. The channel and solution providers are evolving as the service model, emerging technologies and increased IT spending come to the forefront. Join this interactive panel discussion where ‘Faletra’ answers YOUR questions and offers his insight, perspective and opinion - on the record. With each participant in the audience weighing in on issues via electronic polling devices, you'll have opportunity to let your voice be heard. This promises to be a lively, open and engaging discussion on the current state of — and the future of the channel.
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3:30 pm - 6:00 pm |
Solutions Pavilion Open Sponsored by Synnex | |
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5:30 pm - 6:30 pm |
Women in Technology Reception Sponsored by IBM | |
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5:30 pm - 7:00 pm |
Demo Rooms Open | |
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7:00 pm - 9:00 pm |
Networking Reception Sponsored by OnForce & Ricoh | |
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9:30 pm - 11:30 pm |
D&H Midnight Munchies | |
| Tuesday, August 15 | ||
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7:00 am - 6:00 pm |
Registration Open | |
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7:00 am - 7:45 am |
Delegate Breakfast Sponsored by Ingram Micro & Nortel | |
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8:00 am - 8:45 am |
General Session - Secrets of The Fast Growth 100 |
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Moderator: Heather Clancy, VP/Editor, CRN
Hoping to shift your sales acceleration into overdrive? This panel of solution providers ranked on the latest CRN Fast Growth 100 list, published in late July, will share the technology and business strategies that helped propel them onto this year's ranking -- or that kept them there. Among topics to be explored and debated: Emerging technology practices, the role of managed services in revenue growth, staff hiring and retention practices, successful marketing and how to invest in sales without sacrificing profits. |
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9:00 am - 11:15 am |
XChange Appointments | |
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9:00 am - 9:45 am |
Vendor Content Session - CRN |
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Driving Channel Profitability and Igniting Fast Growth
Presenter: Kathleen Connolly, Associate Publisher, CRN How do technology vendors identify the most effective solution providers to partner with? And what factors of business operations have the most significant impact on channel profitability? CRN will discuss the latest research into Fast Growth SP models and share important findings that will help vendors measure and improve partner performance. Learn more about CRN’s exclusive Profitability research study and how the fastest growing SPs prove that there is plenty of opportunity to expand their business. |
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10:00 am - 10:45 am |
Vendor Content Session - MarketStar |
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Still Haven't Found the VARs You're Looking For?
Presenter: Ryan Brock, Vice President, Strategic Services Group, MarketStar Corporation With nearly 20 years of experience, MarketStar provides the strategies and tools necessary to help identify, tier and target IT channel resellers. In this session, MarketStar will discuss how using data and a disciplined go-to-market strategy can lead you to the VARs you may be missing. This fresh approach will change the way you think about channel partners in today's rapidly evolving marketplace. |
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11:30 am - 12:15 pm |
Vendor World Premiere - CA |
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Please join Gary Quinn, CA's executive vice president for indirect business operations, which includes the company’s channel and OEM partnership organizations. Mr. Quinn also leads CA's worldwide expansion into the small and medium business and consumer markets.
Mr. Quinn will address CA's plans for building consistent revenue growth through partners. Topics to be covered include: |
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12:15 pm - 2:30 pm |
Solutions Pavilion Open / Lunch Sponsored by Synnex | |
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2:30 pm - 5:00 pm |
Exhibitor Dismantle | |
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3:00 pm - 3:45 pm |
Vendor World Premiere - IBM |
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IBM and You: Leading with Innovation in the Mid-market
Speakers: Stephanie Carmel, Vice President, Worldwide Strategic Initiative Sales, IBM Systems & Technology Group Mike Gerentine, Vice President, Global Channel and SMB Marketing, IBM Software Group Today, more than ever, it’s innovation that drives success in the small and medium business market. IBM’s focus is on creating innovative products, services, and solutions that address the unique needs of SMB clients while offering Business Partners the tools, support resources, and incentives to help them gain a competitive edge in the marketplace. Join us to learn how we are simplifying sales in SMB with our IBM Express Advantage Offerings, service-oriented architecture (SOA), and Express Seller channel program – giving you and your clients innovative technology that matters. |
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4:00 pm - 4:45 pm |
Concurrent Sessions (2) |
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1: These Women Mean Business
Moderator: Cristina McEachern, Associate Managing Editor VARBusiness Equal rights? Not for the top women in the channel. They work extremely hard to excel in today's male-dominated tech industry. Many women are the key drivers of business growth for their vendors and partners, and they're doing it in innovative, distinctive ways. Communications, mentoring, bold decision-making and calculated risk taking are among the success building blocks for these women. In this panel, five of The Power 50 Women of the Channel reveal their secrets for succeeding in the channel and overseeing the next generation of female leaders. Panelists: Laurie Benson, CEO, Inacom Information Systems Michelle Clery, president, Prosys Information Systems Debra Thompson, VP of Channel Management and Marketing, IBM Sharon Brindley, VP of U.S. Channels, Lexmark Nancy Hedrick, president and CEO, Computer Software Innovations (CSI) 2: Emerging Vendors: Unlocking Greater Profits with New Partners Moderator: Craig Zarley, Editor, CRN With hardware margins mired in single digits, solution providers are looking beyond their traditional hardware vendor partners to a new breed of emerging software and tool vendors to help bolster profits. As solution providers design storage, security and wireless solutions, products from emerging vendors provide strategic and profitable building blocks, yielding product margins often in excess of 20 points. These smaller emerging vendors are often willing to forgo the traditional distribution route to market and are seeking out on their own direct relationships with individual solution providers. CRN Industry Editor Craig Zarley will moderate a panel of solution providers to see how they identify these emerging vendors, what they looking for in a new vendor partners, and how they are integrating them into their solution practices. |
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5:00 pm - 6:00 pm |
Demo Rooms Open | |
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6:30 pm - 7:30 pm |
Pre-Awards Reception Sponsored by IBM | |
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7:30 pm - 10:30 pm |
VARBusiness ARC Awards Dinner |
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The VARBusiness Annual Report Card (ARC) Awards Event is one of the most eagerly awaited Channel events of the year. This is the night the top channel executives and leading Solution Providers gather together to learn which technology vendors will be named a VARBusiness ARC Company of the Year. The awards are given out in 18 major product technology categories and are based on vendor's ratings of satisfaction with their own partners. Being named a VARBusiness ARC Company of the Year is one of the most prestigious honors in the IT industry. In addition, you will learn which technology executive will be named CMP Channel Group Channel Executive of the Year.
Sponsored by Cisco, Lexmark, Lenovo, Oracle, Samsung, Symantec, Synnex, Toshiba, and Websense |
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10:30 pm - 12:30 pm |
After Dinner Reception Sponsored by Lexmark | |
| Wednesday, August 16 | ||
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7:00 am - 1:00 pm |
Registration Open | |
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7:00 am - 7:45 am |
Delegate Breakfast Sponsored by Adtran | |
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8:00 am - 9:00 am |
XChange Appointments | |
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9:15 am - 10:00 am |
General Session - Are You Really Satisfied? Strategies for Improving Partner and Customer Satisfaction |
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Moderator: Robert DeMarzo, VP and Publisher, VARBusiness
Hear today’s IT market leaders discuss their company’s strategies for improving partner satisfaction and how higher satisfaction scores are leading to stronger sales and customer relationships. These dynamics are explored in the VARBusiness 2006 Annual Report Card research which examines satisfaction trends between solution providers and vendors. This panel will explore how vendors are driving loyalty with partners and how partner satisfaction varies depending on product attributes; program elements and support quality. This panel of leading channel executives will discuss their vision and strategy for the coming year and ways in which they are working with partners. |
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10:15 am - 12:00 pm |
XChange Appointments | |
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12:00 pm - 12:30 pm |
Delegate Checkout Time | |
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12:30 pm - 1:15 pm |
Concurrent Sessions (2) |
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1: Capturing the Opportunity of Managed Services
Moderator: Ryan Morris, Director, Channel Intelligence, CMP IPED Despite all the chatter about managed services in the technology industry, two questions still remain unanswered: What is managed services? And how will that movement affect the business of Solution Providers? Join the CMP Channel Group to learn the answers to both questions once and for all - based on the real-world experience of managed services experts and our team of business analysts. This interactive presentation will examine the dynamics of the managed services opportunity and how it will dramatically alter the business strategies and competitive landscape for Solution Providers. In this general session you'll learn the results of proprietary CMP research on managed services, as well as proven best practices from real Solution Providers who are implementing the model in real customer situations. 2: Software Going to Market Moderator: Larry Walsh, VARBusiness Editor Software is no longer a matter of shrink wrapping CDs and shipping to a customer for installation. Vendors and solution providers are rolling out simplified versions of enterprise-class applications for different market segments. Software as a service is rapidly growing as an alternative to the hosted solutions. And integrated software suites are gaining a greater footprint in the data center and desktop environments. Solution providers have many options for delivering software solutions and business models for selling software. In the panel discuss, solution providers and VARs will explore the different avenues of bringing software to market and how each options benefits partners. |
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1:15 pm - 2:15 pm |
XChange XCellence Awards Luncheon | |