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"Probably the best opportunity to meet new vendors and understand new lines of services."
Agenda: XChange'07
| Sunday, August 19 | ||||
| 12:00 pm - 8:00 pm |
Registration
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| 12:00 pm - 2:00 pm |
Demo Rooms Open
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| 2:00 pm - 2:45 pm |
Delegate Orientation Sponsored by Arrow
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| 3:00 pm - 3:45 pm |
Intel World Premiere
Speaker: Shirley Turner, Director, North American Marketing, Intel The market is changing. Your business models are evolving. And Intel wants to help you understand these changes and be a part of the solution you can offer for your customers. Come and hear how Intel technologies can help you Optimize, Expand and/or Diversify your business – and have a little fun along the way. |
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| 4:00 pm - 4:45 pm |
3 Concurrent Sessions
Customer Satisfaction = Profitability Session Moderated by Vince Lamb, VP, Managed Services, Technology Integration Group Customer Satisfaction is one of the key ingredients when establishing and building business relationships. Based on a new study, an extremely high customer service rating can result in a 300 percent increase in customer loyalty and a 2.5 times higher repurchase rate! In order to obtain Profitable Growth you can no longer in the future just sell technology, you have to be in the consulting business. Systems vendors will need to continue to get deeper into consulting services in order to influence more sales of their specific products. Attend this content rich session and learn more on how to better serve your customers. Managing Vendor Relations Session Sponsored by Toshiba Moderated by Ryan Morris, Director, Channel Intelligence, IPED Technology solution providers have two vital sets of customers: first, the end users who buy technology products and services; and second, the vendors who provide valuable resources to enable the solution provider to succeed. Naturally the majority of the "customer" focus is placed on end users, but research and interviews conducted by IPED show clearly that the most successful solution providers are those who actively manage their vendor relationships and achieve a position of "preferred status" and better access to limited resources. In this interactive session, IPED will share the latest research on dynamics of managing vendor relationships, as well as specific tactics that solution providers can use to gain an advantage over their competitors. Key topics to be covered include: - Understanding the characteristics of solution providers that matter most in the eyes of technology vendors - Determining the most valuable and effective resources vendors can provide to solution providers … and how those resources contribute to profitability - Developing a repeatable formula for requesting resources from vendor partners and demonstrating a legitimate business case Hiring and Retaining Workshop Moderated by Carolyn April, Principal Analyst, IPED Best Practices is Recruiting and Hiring Effective People According to Competency and Profitability Benchmark study conducted by the Institute for Partner Education and Development, the most common and difficult obstacle to growth for solution providers is the ability to find and hire qualified technicians and sales reps. In fact, more than two-thirds of solution provider executives believe they are leaving money on the table with opportunities that already exist in the market but they aren't able to take advantage of because they can't grow their human resources fast enough. In this interactive session, IPED will share the results of its research into the recruiting process, as well as best practices learned from interviews and consulting with solution providers throughout the industry. Key topics to be covered include: - Building a pipeline of qualified candidates to shorten the recruiting cycle and improve the quality of every hire - Identifying the characteristics of a solution provider business that make it most attractive to new hire candidates - Proven best practices for hiring and empowering new employees to accelerate the time to full productivity |
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| 5:00 pm - 6:00 pm |
Tech Symposium Sponsored by Siemens UGS - PLM Software & VMware
Speaker: Kerry K. Grimes, Vice President, Mid Market and Global Channel Sales, Siemens UGS PLM Software Speaker: Carl Eschenbach, Executive Vice President, World Wide Field Operations, VMware The Tech Symposium is an hour session where two vendors are allocated 20 minutes each to demo product, address and educate attendees on their channel programs and/or products. Join in on this interactive session with Q&A time to follow each demonstration. |
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| 6:15 pm - 7:15 pm |
Ingram Partnering Smart to Accelerate Growth Session Sponsored by Juniper & Motorola
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| 7:15 pm - 8:30 pm |
Vendor Reception Sponsored by Accenture
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| 7:15 pm - 8:30 pm |
Delegate Reception Sponsored by Tech Data
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| 8:30 pm - 10:00 pm |
Private Suites Open
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| Monday, August 20 | ||||
| 7:00 am - 6:00 pm |
Registration
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| 7:30 am - 8:15 am |
Delegate Breakfast Sponsored by Ingram Micro SMB Alliance
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| 8:00 am - 4:00 pm |
Vendor 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 is open to vendors only throughout XChange 2007. 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 - 9:00 am |
Keynote by AMD
Come and hear an update on the "New AMD" and how new solutions that combine AMD CPU, Graphics and Platforms will create new opportunities for your business. Also be the first to hear about an exciting new enhancements to the AMD Validated Solutions program - where we will be introducing even more benefits, including additional platforms and enhanced service and support, enabling you to provide outstanding service and support to your end customers. And of course, it's the talk of the industry and it's going to change the way businesses do business. It's the upcoming AMD true Quad-Core processors - including the "Barcelona" AMD Opteron processors for Servers and the exciting new AMD Phenom(tm) processors for Client PCs. AMD's native quad-core design greatly increases processing efficiency by placing 4 high performance AMD64 cores on one die to allow all cores to efficiently communicate and perform work without having to leave the processor package thus delivering industry leading performance and enhanced performance-per-watt. |
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| 9:00 am - 3:00 pm |
Exhibitor Set-up
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| 9:15 am - 11:30 am |
XChange Appointments
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| 9:30 am - 10:15 am |
Vendor Content Session Sponsored by MarketStar
Six Secrets to Diagnosing the Health of Your Channel Don't let sales data be the only tool you use to assess the overall health of your channel programs. Due to seasonal sales cycles, stringent authorization requirements, and unbalanced revenue streams, merely analyzing sales-out data to determine who your most important reseller partners are is not sufficient. In this one-of-a-kind 45-minute vendor content session, MarketStar will reveal six secrets to ensuring a healthy channel. For two decades MarketStar has helped hundreds of manufacturers develop and maintain healthy, balanced programs using proven go-to-market systems and intelligence. Our experts will be on hand to share a plethora of real-world examples to illustrate how to put these intelligence systems to work for you. Also, one person in attendance will receive a POLAR heart rate monitor watch. |
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| 10:30 am - 11:15 am |
Vendor Content Session Sponsored by Accenture
Maximizing Channel ROI: The Importance of Value-Based Relationships and Optimizing Fiscal Performance Speaker: Kevin Bandy, Global Lead for Sales & Marketing Transformation, Accenture Communications & High Tech Industry Group Given current market trends and the evolution of the indirect channel it is becoming increasingly difficult for vendors to meet growing revenue and efficiency objectives. To be successful in this new world requires a better understanding of the key value levers that drive the performance of the channel. Accenture has identified five such value levers and will focus this session on two of them. The first addresses the development of symbiotic value based relationships between vendors and their partners to deliver increased value to the end customer and ultimately the bottom line. The second examines the opportunities companies have as partner programs evolve to use pricing and incentive compensation management to increase partner performance and maximize vendor return. |
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| 11:45 am - 12:30 pm |
HP World Premiere
Speaker: Adrian Jones, Vice President and General Manager, Solution Partners Organization – Americas, HP Simplicity. Predictability. Consistency. These are the watchwords of HP’s new Channel Chief, Adrian Jones. Find out how he is putting action behind these words and how it will affect HP partners in his first major keynote to the IT channel. Jones’ will also outline HP’s key strategies for partner growth and profitability around SMB and the pubic sector – two high growth segments for the channel. |
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| 12:30 pm - 1:30 pm |
Delegate Luncheon Sponsored by McAfee
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| 1:45 pm - 2:45 pm |
XChange Appointments
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| 2:00 pm - 2:45 pm |
Vendor Content Session Presented by IPED
Emerging Trends in Channel Program Best Practices Moderated by Ryan Morris, Director, Channel Intelligence, IPED As the technology industry moves into the next phase of sales and competition, the role of vendor channel programs takes on added urgency. But which program elements drive the best results in revenue and margin? And which elements matter most to solution providers? The obvious answer is that the most valuable elements of channel programs are changing significantly – while the factors that created competitive advantage yesterday are merely "table stakes" today. In this interactive session, the Institute for Partner Education and Development will share the most current research on vendor channel program best practices, and provide participants with a focused assessment tool to determine the current "health" of their channel programs. Key topics to be covered include: - Building an adaptable channel program that can be applied to the unique requirements of different types of channel partners without creating redundancy or inefficiency - Developing a repeatable formula for justifying the financial investments required to improve channel program resources - Creating a systematic program to more effectively engage current channel partners as well as recruit the right profile of new channel partners |
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| 3:00 pm - 3:45 pm |
IBM World Premiere
Speakers: Debra Thompson, Vice President, Channels & Solutions Marketing; Alex Gogh, Vice President, Channels Marketing, Systems & Technology Group; Craig Jett, Director, Channels Marketing, Global Technology Services; Mike Gerentine, Vice President, SMB and Channels Marketing, IBM Software Group As business leaders today share a common concern -- how to drive growth and cut costs at the same time -- innovation emerges as the key competitive factor in every industry and for companies of all sizes. At IBM we are committed to working with Business Partners to deliver innovative solutions and to identify new opportunities. Learn about our recent announcements across our portfolio of hardware, software and services and how together we can capitalize on the vast opportunity offered in the market today, particularly in the SMB market, to drive mutual growth and profitability. |
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| 3:45 pm - 6:15 pm |
Solutions Pavilion Open
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| 6:00 pm - 7:30 pm |
Women Of The Channel Reception Sponsored by BMC Software, IBM, Intel & Ricoh
By invitation only |
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| 6:15 pm - 7:30 pm |
Demo Rooms Open
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| 7:30 pm - 8:00 pm |
Microsoft's Toast to the Channel
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| 8:00 pm - 10:00 pm |
Networking Reception Sponsored by Dell, Oracle, Siemens UGS - PLM Software & VMware
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| 10:00 pm - 12:00 pm |
D&H Midnight Munchies
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| Tuesday, August 21 | ||||
| 7:00 am - 6:00 pm |
Registration Open
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| 7:30 am - 8:15 am |
Delegate Breakfast Sponsored by Autotask
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| 8:30 am - 9:15 am |
General Session - Faletra LIVE: On The Record
Speaker: Robert Faletra, President, CMP Channel 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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| 9:15 am - 4:00 pm |
Vendor Lounge - Sponsored by MarketStar
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| 9:15 am - 9:45 am |
Coffee & Conversation Break Sponsored by Ricoh
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| 9:45 am - 10:30 am |
CA World Premiere
Speaker: Bill Lipsin, SVP, CA's Worldwide Channels Please join Bill Lipsin, SVP of CA’s Worldwide Channels, as he provides insight into CA's strategy and his vision for the Channel. Topics to be covered include: (1) CA’s corporate goals and upcoming initiatives for this year and beyond (2) CA's plan for building a profitable business for our partners (3) The evolution of the CA Partner Program and a sneak peak of what’s coming CA’s commitment to the channel is unwavering – join us to learn more. |
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| 10:30 am - 12:30 pm |
Solutions Pavilion Open
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| 12:30 pm - 2:30 pm |
Exhibitor Dismantle
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| 12:45 pm - 1:30 pm |
Delegate Luncheon Sponsored by AT&T
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| 1:45 pm - 2:30 pm |
Tech Symposium Sponsored by Dell & Oracle
The Tech Symposium is a 45 minute session where two vendors are allocated 20 minutes each to demo product, address and educate attendees on their channel programs and/or products. Join in on this interactive session with Q&A time to follow each demonstration. |
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| 2:45 pm - 5:00 pm |
XChange Appointments
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| 3:00 pm - 3:45 pm |
Vendor Content Session presented by eXalt
Speaker: Leslie Swanson, CEO, eXalt Solutions Inc. Increase Channel Sales with Web Based Services Learn how your company can significantly increase channel sales with “next generation” web based solutions configuration/quote services. CMP Channel Sales Accelerator powered by eXalt Solutions, a multi vendor solutions configuration portal is a "next generation" web based service that enables sales people and channel partners to develop quotes in a fraction of the time, cut down the error rate inherent in a manual process, and provide rich output material to the customer that "home grown" systems just cannot deliver. Come see how companies in your industry, like CDW, Westcon, Trend Micro, Extreme Networks etc. are increasing channel sales and productivity by offering their channel partners easy to use web based tools. |
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| 4:00 pm - 4:45 pm |
Vendor Content Session presented by MTC Performance
Speaker: George Kriza, President and CEO of MTC Performance Maximize Spiff Performance and Own Channel Sales Force Loyalty If you are interested in motivating, recognizing and rewarding exceptional performance then you'll want to hear about MTC Performance quality incentive and reward programs. MTC Performance goes beyond point bank management and reward fulfillment to provide automated solutions that deliver sales results. From branded prepaid cards, to group and individual travel, to custom awards, MTC brings you the most innovative and compelling rewards. Our range of options and delivery vehicles ensures that we have a solution for audiences of all sizes, shapes and forms. From program design, to delivery, and support, we do the heavy lifting so you don't have to. If you're looking for an incentive program that delivers results please meet George Kriza President and CEO of MTC Performance. |
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| 5:15 pm - 6:00 pm |
3 Concurrent Sessions
Virtualization Session Sponsored by VMware Moderated by Joe Kovar, CMP Channel Virtualization is in the forefront - helping businesses with scalability, security and management of their global IT infrastructure. This session highlights how virtualization allows multiple virtual machines, with heterogeneous operating systems to run in isolation, side-by-side on the same physical machine. Each virtual machine has its own set of virtual hardware (e.g., RAM, CPU, NIC, etc.) upon which an operating system and applications are loaded. The operating system sees a consistent, normalized set of hardware regardless of the actual physical hardware components. Women In Technology Session Sponsored by BMC Software, IBM, Intel & Ricoh Moderated by Toni Clayton Hine, VP, Managing Director, IPED More women than ever before are climbing the executive ranks of the technology channel, both on the vendor side and at solution provider companies. Want to learn from their experiences? Don't miss this interactive session with a panel of women channel executives who will share their success stories and provide insight and real-world advice on growing your visibility and clout in the market today. Evaluating Technology Workshop Sponsored by Arrow Moderated by Frank J. Ohlhorst, CMP Channel |
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| 6:00 pm - 7:00 pm |
Demo Rooms Open
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| 7:30 pm - 10:00 pm |
Annual Report Card Awards Gala
The VARBusiness Annual Report Card (ARC) Awards Event is one of the most eagerly awaited Channel events of the year. Taking place at XChange 07 in Orlando Florida, 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 15 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 Executive of the Year. The ARC Awards event features an elegant sit-down dinner, dynamic awards presentation and entertainment by Joey Kola that will leave you laughing. This year’s event is sponsored by Arrow, Lenovo, Samsung, Symantec, Toshiba, and Websense. |
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| 10:00 pm - 11:30 pm |
After ARC Reception Sponsored by Lexmark
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| Wednesday, August 22 | ||||
| 7:30 am - 12:00 pm |
Registration Open
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| 8:00 am - 8:45 am |
Delegate Breakfast sponsored by Sony
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| 9:00 am - 12:00 pm |
Vendor Lounge - Sponsored by MarketStar
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| 9:00 am - 9:45 am |
EMC & RSA Security World Premiere
Speakers: Pete Koliopoulos, V.P. Global Channels Marketing, EMC & Michael Ross, AVP RSA Americas Channels The Information-centric Security Opportunity: What Are You Waiting For? Enterprises are now global, virtual and dependent on dynamic information access. By nature, digital information is in constant motion throughout its lifecycle, often leaving the secured network perimeter via laptops, PDAs, email and backup tapes. In this shifting landscape, the battlefront in security is rapidly changing from securing the perimeter to protecting the information itself. EMC and RSA are responding to this need with an information-centric approach to security that guards the integrity and confidentiality of information throughout its lifecycle—no matter where it moves, who accesses it or how it is used. With information-centric security, your customers can be confident their information assets are protected, freeing them to explore new models, markets, partnerships and innovations. The EMC Velocity² 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 Velocity² Program features. EMC has tailored Velocity² to meet the specific business models of our partners, providing building blocks for continuous advancement and growth. The RSA SecurWorld™ Partner Program is designed to foster stronger, more dynamic and mutually-beneficial relationships between RSA and its channel partners. It offers greater rewards for partners who are most committed to RSA’s solutions and who are willing to invest in winning new business. Pete Koliopoulos and Michael Ross will provide a brief overview of the data security opportunity for channel partners and provide highlights of the EMC and RSA partner profitability models. |
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| 10:00 am - 12:00 pm |
XChange Appointments
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| 12:15 pm - 1:00 pm |
3 Concurrent Sessions
Unified Communications Session Sponsored by Nortel/SYNNEX Speaker: Tom Moore, Director of Technology Solutions Group, CXtec Unified Communications are unrivalled in their development, strength and ability to integrate into standard and custom business applications and processes. This session will prove that combining your different methods of communication can have even more benefits. By radically improving the ways that individuals and/or companies interact, you can also make significant improvements in efficiencies and thereby improve performance. Financing Growth Session Moderated by John Marks, President, JDM Infrastructure Times are changing rapidly, and the challenges to continued success are mounting--labor, interest rates, globalization and consolidation. Companies are being faced with rising labor costs and limited capital; Globalization is impacting every facet of the economy – Solution Providers--big and small--are no longer competing on a local, regional or even a national scale; they must compete globally; and Consolidation in the channel is happening! Attend this interactive session and learn from the experts where the Channel is headed in the next couple of years! Marketing/Branding Your Company Workshop Speakers: Craig Zarley & Steve Burke, CMP Channel If you're not aggressively and effectively marketing and branding your company then you are putting your business at risk. This hands on workshop will focus on proven marketing/branding techniques that have been used by some of the top solution providers in the country to win new business. The session will include first hand winning strategies from your peers and a brainstorming session with participants broken up into groups to see which team can deliver the most innovative and imaginative marketing/branding strategy. |
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| 1:00 pm - 2:30 pm |
XChange XCellence Awards Luncheon Sponsored by SYNNEX
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