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Agenda: XChange'08
| Sunday, August 17 | ||||
| 12:00 pm - 8:00 pm |
Registration
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| 12:00 pm - 2:00 pm |
Demo Rooms Open
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| 2:15 pm - 3:00 pm |
Solution Provider Orientation Sponsored by ADTRAN
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| 3:15 pm - 4:00 pm |
Vendor World Premiere Sponsored by VMware
Speaker: John Schwan, Global Director of Partner Channel Sales
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| 4:15 pm - 5:00 pm |
General Session
Own Your Opportunity Now Hands-On Tactics for Increasing Profits and Accelerating Growth Speaker: Ryan Morris, Practice Director, WW Channel Development & Consulting, IPED, Everything Channel It’s one thing to own a business … but entirely another to own the opportunity that business exists to serve. Too many companies mistakenly believe that opportunities exist simply because they offer a product or service – and therefore they generate inconsistent results and random growth. But successful companies recognize the need to carve out a space in a market in which they can operate profitably, and then protect that space from competitors. As a result, their performance and profits are not left to chance. In this session, the Institute for Partner Education and Development (IPED) will share its latest research on market dynamics that drive the technology industry – and how those forces will affect solution providers today and tomorrow. Participants will learn: - What are the general and specific market conditions that affect the business opportunity for solution providers – and how should solution providers respond? - What is the highest level of gross margin and net income a solution provider can realistically achieve in today’s market conditions? - What specific strategies and tactics are proven to cause “best in class” growth and profit for solution providers who sell hardware, software, and services to business customers? |
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| 5:15 pm - 6:15 pm |
Tech Symposium Sponsored by Intel
The Tech Symposium is an hour session where one vendor is allocated 45 minutes 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 demonstration.
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| 6:30 pm - 7:15 pm |
Keynote Speaker
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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 |
Solution Provider Reception Sponsored by AMD
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| 10:00 pm - 12:00 pm |
D&H Midnight Munchies
D&H participating vendors and solution providers only
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| Monday, August 18 | ||||
| 7:00 am - 6:00 pm |
Registration
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| 7:30 am - 8:15 am |
Solution Provider Breakfast Sponsored by Cymphonix
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| 8:30 am - 9:15 am |
Vendor Content Session
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| 8:30 am - 11:15 am |
XChange Boardroom Appointments
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| 9:30 am - 10:15 am |
Vendor Content Session Sponsored by Next Level
Using Data Analysis to Optimize Your Marketing and Sales Strategy To increase your company’s growth in the quickest, most cost-effective manner, you need to integrate advanced data analytics into your sales and marketing strategy. Next Level invites you to a 45-minute session about Channelytics®, the Information Technology’s most comprehensive analytics solution. Used by some of the leading companies in the industry, Channelytics® is a unique solution that makes it simple to quickly and affordably consolidate, analyze and interpret data in order to uncover meaningful and clever action recommendations. Come join us to show you how Channelytics® can help you meet your organization’s sales and marketing objectives by gaining consistent control over the decisions you make every day. For more information about Channelytics® and Next Level, please visit http://www.nextlvl.com/channelytics.asp
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| 10:00 am - 3:00 pm |
Exhibitor Set-up
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| 10:30 am - 11:15 am |
Vendor Content Session Sponsored by Accenture
Exploding Channel ROI: The Need for Collaboration in High Tech Selling Market trends are driving fundamental change in how vendors and channel partners need to engage. It is becoming increasingly important to understand how to maximize channel partner ROI. The ability to execute will determine who survives and thrives and who does not. To be successful in this new world, companies must learn to enable collaborative environments where the right resources can be brought together to use information and drive productive outcomes. The “Collaborative Business Model of the 21st Century” is upon us. Collaboration can be a strategic differentiator. High performance execution will be driven by harnessing this learning to implement collaborative business models, processes and technology
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| 11:30 am - 12:15 pm |
Vendor World Premiere Sponsored by IBM
Targeting growth with IBM Speaker: Rich Hume, General Manager, Global Business Partners There are unique shifts and changes taking place in the IT market, with significant opportunities for IBM Business Partners to achieve growth and deliver client value. IBM is deeply committed to its Business Partners' success. Learn how we can jointly target increased differentiation, business value and profitable growth.
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| 12:15 pm - 1:00 pm |
Solution Provider Luncheon Sponsored by McAfee
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| 1:15 pm - 2:00 pm |
General Session - CIO Panel
Moderator: Robert DeMarzo, Editorial Director & Senior Vice President, Everything Channel
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| 2:15 pm - 3:00 pm |
Vendor World Premiere Sponsored by EMC/RSA Security
Speaker: Pete Koliopoulos, Vice President, Global Channel Marketing, EMC Corporation Accelerating Your Customers' Business: Harnessing the Power and Protection of Information Information has the power to change your customers' world when it is intelligently and efficiently stored, protected and managed. EMC's partners are key to making customers' information fit and ready for use. Through EMC’s partner programs such as the Velocity² Partner Program and the RSA SecurWorld™ Partner Program, EMC develops mutually rewarding partnerships through opportunity development and incentives, ease of doing business and access to industry-leading solutions that address a broad range of end users from large enterprises down to the home user. This session provides an overview of this opportunity for channel partners and highlights the EMC and RSA partner profitability models.
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| 3:00 pm - 5:30 pm |
Solutions Pavilion Open
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| 5:30 pm - 7:00 pm |
Demo Rooms Open
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| 5:30 pm - 7:00 pm |
Women in Technology Reception
By Invitation Only
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| 7:00 pm - 8:00 pm |
Pre ARC Awards Reception
Sponsored by:
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| 8:00 pm - 10:00 pm |
Annual Report Card Awards Gala
Open to all attendees of XChange '08 Who will be named a 2008 VARBusiness ARC Company of the Year? The VARBusiness Annual Report Card (ARC) Awards Event is one of the most eagerly awaited Channel events of the year. Taking place at XChange '08 in Dallas, Texas, 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 Everything Channel’s Executive of the Year. The ARC Awards event features a formal cocktail reception, elegant sit-down dinner, exciting awards presentation and special guest President George Bush via the humor of comedian Steve Bridges. Sponsored by:
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| 10:00 pm - 12:00 pm |
After ARC Reception
Sponsored by:
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| Tuesday, August 19 | ||||
| 7:00 am - 6:00 pm |
Registration Open
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| 7:30 am - 8:15 am |
Solution Provider Breakfast
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| 8:30 am - 9:15 am |
General Session - "Faletra On The Record"
Speaker: Robert Faletra, CEO, Everything Channel Robert Faletra is a recognized authority on business technology trends and the IT reseller channel. A professional journalist for more than 20 years, he joined CMP Channel in 1989, and was named president in January 2001. After growing CMP Channel by 50 percent, Faletra took on the role as CEO of the newly created Everything Channel in February 2008. Faletra's On The Record keynotes at XChange have become wildly popular over the years, and they are always lively, open and engaging. In the latest installment of On The Record, Faletra will examine the current trends impacting the IT channel, explore how different types of Solution Providers are conducting business and consider what it all means to the channel ecosystem of vendors, distributors and suppliers. Join this interactive session where Faletra answers your questions and offers his unique insight, perspective and opinion – On The Record.
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| 9:00 am - 3:30 pm |
Channel Leadership Forum
IPED hosts the Channel Leadership Forum where executives gather to discuss the changing dynamics of the channel. This invitation-only forum provides access to exclusive proprietary research, market intelligence and interactive peer group discussions with the leading channel minds in the industry. The research presented for the second Channel Leadership Forum session of 2008 will cover topics surrounding growth expectations of solution providers in the next 12-18 months. The research zeroes in on new target markets for partners to sell existing solutions to net-new customers or by developing fresh competencies that will appeal to their current customer base. |
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| 9:30 am - 10:15 am |
Vendor Content Session Sponsored by MarketStar
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| 9:30 am - 10:30 am |
XChange Boardroom Appointments
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| 10:30 am - 12:30 pm |
Solutions Pavilion Open
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| 12:30 pm - 2:30 pm |
Exhibitor Breakdown
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| 12:45 pm - 1:30 pm |
Solution Provider Luncheon Sponsored by Tech Data
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| 1:45 pm - 2:30 pm |
Vendor World Premiere Sponsored by HP
Speaker: Adrain Jones, VP and General Manager, Americas Solution Partners Organization
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| 2:45 pm - 4:20 pm |
XChange Boardroom Appointments
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| 3:00 pm - 3:45 pm |
Vendor Content Session
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| 4:30 pm - 5:30 pm |
Tech Symposium Sponsored by Ricoh & Oracle
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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| 5:45 pm - 6:30 pm |
2 Concurrent Sessions
Women In Technology Panel Moderated by Toni Clayton Hine, Vice President and Managing Director, IPED, Everything Channel 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. Successful Lead Generation Moderated by Steve Burke, Editor/News, Everything Channel & Craig Zarley, Industry Editor, Everything Channel Getting good qualified leads is one of the most difficult, but important aspects of growing your business. This workshop session will feature brainstorming focused on practical lead generation techniques that solution providers can implement mmediately in their day to day business. |
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| 6:30 pm - 8:00 pm |
Demo Rooms Open
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| Wednesday, August 20 | ||||
| 7:30 am - 12:00 pm |
Registration Open
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| 7:45 am - 8:30 am |
Solution Provider Breakfast in XChange Appointment Rooms
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| 8:30 am - 10:00 am |
XChange Boardroom Appointments
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| 10:15 am - 11:00 am |
Vendor World Premiere Sponsored by Dell
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| 11:15 am - 12:00 pm |
3 Concurrent Sessions
Leading Edge, Bleeding Edge or Over the Edge? New Tech Examined by the Everything Channel Test Center Moderated by Ed Moltzen, Managing Editor, CRN Test Center, Everything Channel From Microsoft Exchange running on Server 2008, to iPhone integration on the network, to newer, energy-efficient PCs and components, the Test Center has been examining some of the industry's newest technologies and products. During this session, technical editors will provide an overview of the best and the worst they've seen this year and offer live demonstrations of some of them. M&A Panel Moderated by Larry Hooper, Vice President/Editor, ChannelWeb MASH UP – Gathering of like - minded professionals who meet to discuss and debate what matters most in their world. Moderated by Lisa Mackenzie, VP, National Associate Publisher, Everything Channel Welcome to XChange ‘08 Un-conference MASH UP Session where all attendees are invited to share channel knowledge and experiences in an open , collaborative environment! Led by Lisa Mackenzie, VP, National Associate Publisher, Everything Channel this discussion is designed to have content driven by the audience – get your questions answered, offer insight, hear different perspectives and opinions. This session promises to be lively, open and engaging on current channel trends. |
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| 12:00 pm - 1:15 pm |
One-on-One's/Lunch Served
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| 1:15 pm - 2:00 pm |
XChange XCellence Awards Presentation
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