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Agenda: Government Integrator '08
| Wednesday, May 07 | ||||
| 12:30 pm - 7:00 pm |
Registration
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| 1:30 pm - 3:00 pm |
Demo Suites Open
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| 2:30 pm - 5:30 pm |
Exhibitor Set-up
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| 3:00 pm - 3:45 pm |
Integrator Orientation Sponsored by EATON
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| 4:00 pm - 4:45 pm |
HP World Premiere
Stepping up to the Market Shift in the Public Sector In a lagging economy, IT spending will be challenged, but not ignored. There will be a major shift toward consolidation, virtualization and increased opportunities for services from civilian agencies to the classroom. Join Michael Humke, vice president, Public Sector Sales, Solution Partners Organization – Americas, HP, to learn more about how you can leverage this opportunity and lead the shift in services and virtualization/consolidation solutions that help public sector customers meet their business demands.
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| 5:00 pm - 6:00 pm |
Keynote Speaker
Commander Kirk Lippold, USN (Ret.) was the Commanding Officer of the USS Cole when it came under a suicide terrorist attack by al Qaeda in the port of Aden, Yemen. During his command, he and his crew distinguished themselves by saving the American war ship from sinking. This event is widely recognized as one of the most brazen acts of terrorism by al Qaeda prior to September 11, 2001. With this unique and invaluable experience, Commander Lippold has briefed over 2,500 military officers and given over 125 presentations on this seminal event in the war on terrorism. Commander Kirk Lippold's assignments prior to the USS Cole included Executive Officer of USS SHILOH, an Aegis-class guided missile cruiser. He served as the Operations Officer responsible for the training and operation of a next generation $1 billion warship with a crew of over 300 Sailors. He had two division officer assignments, which included a tour on USS Yorktown, an Aegis class guided missile cruiser. Commander Kirk Lippold's personal awards include the Defense Superior Service Medal, Legion of Merit (two awards), Meritorious Service Medal (three awards), Combat Action Ribbon, Navy Commendation Medal (two awards), Joint Service Achievement Medal, Navy Achievement Medal (two awards), in addition to various campaign and service ribbons. Currently, Commander Lippold is the president of Base to Peak, LLC, a consulting firm specializing in training programs, crisis management, and long-range strategic planning.
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| 6:15 pm - 7:15 pm |
Tech Symposium Sponsored by Oracle & Panasonic
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 this interactive session with Q&A time to follow each demonstration.
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| 7:15 pm - 9:00 pm |
Solutions Pavilion Reception
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| Thursday, May 08 | ||||
| 7:00 am - 5:00 pm |
Registration Open
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| 7:30 am - 8:15 am |
Integrator Breakfast
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| 8:30 am - 11:00 am |
XChange Boardroom Appointments
XChange Boardroom Appointments are a staple in XChange events. We provide an opportunity for vendors to present new products and programs to intimate focused and qualified groups. Attendees are categorized by their core competencies and business models. This is an opportunity to interact with active, high-quality Integrators and help you structure your channel programs. |
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| 9:00 am - 9:45 am |
Vendor Content Session Presented by IPED
IPED Launches Channel Affinity Index: The Leading Indicator of Sales and Partner Engagement Everything Channel’s Institute for Partner Education & Development (IPED) has launched 2008 Channel Affinity Index to help vendors improve their alignment of their engagement activities and accelerate their revenue velocity through the channel. What is it worth to have a view of the future performance of your solution providers and customers and make decisions today that will impact those future results? The Channel Affinity Index provides you with leading indicators that evaluate your position in the channel; track channel performance, partner engagements and relationships between partners, end-users and the vendor; and trend technology and brand adoption in both SMB and Enterprise. You will learn how this analytical report can enable you to make sales/marketing/product decisions today with a view into tomorrow’s trends. Come to this hour-long presentation and learn what the Channel Infinity Index can reveal, how you can use it to accelerate your sales and fine tune your partner engagements.
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| 10:00 am - 10:45 am |
Vendor Content Session Sponsored by MarketStar
Six Secrets to Diagnosing the Health of Your Public Sector Channel Don't let sales data be the only tool you use to assess the overall health of your public sector 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 government 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 government channel. For two decades MarketStar has helped hundreds of manufacturers develop and maintain healthy, balanced programs using proven go-to-market systems and intelligence. After the presentation a drawing will be held for an Apple iPod. See you there!
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| 11:15 am - 12:00 pm |
IBM World Premiere
WW Public Sector Channel is growing. The Public Sector represents more than a $1.5 trillion market opportunity in the next five years, making this the largest strategic market opportunity segment for IBM and Business Partners. We are committed to be the #1 provider of innovation to public sector clients in emerging solution areas and markets around the world. Innovation is IBM’s legacy. IBM and Business Partners are jointly pursuing this market with innovative solutions in government, education, healthcare and life sciences. And we are investing heavily to expand our market presence with Business Partners. Learn how you can leverage IBM’s commitment and investments, build on our great momentum, use the resources available to you to “Get the IBM Public Sector Edge” and demonstrate your capabilities to expand into new areas and profitably capture the huge opportunity!
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| 12:00 pm - 1:00 pm |
Integrator Luncheon Sponsored by Synnex
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| 12:00 pm - 1:00 pm |
Vendor Luncheon Sponsored by MarketStar
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| 1:15 pm - 2:00 pm |
General Session
New Trends & Tactics to Winning Government Contracts While the federal acquisition regulations (FAR) have remained fairly static, the practical federal government acquisition process has changed dramatically over the past five years. But most integrators, even experienced ones, are still operating under out-dated assumptions with ineffective strategies and tactics. Because of the threatening economy, new businesses are entering the federal market in record numbers in the belief that they can make their business recession-proof by selling to the government. These vendors are experiencing new hurdles in market entry, hurdles that are unique to the federal sector. They are in great need to understand how the federal government differs from private sector sales and what they need to do to short-cut their learning curve. I will illustrate the new trends that have developed in government contracting and the updated strategies and tactics to open the doors, identify the actual decision-makers, uncover current and upcoming opportunities, create effective teams and win more contracts. I will discuss approaches that are practical, bottom-line oriented and effective.
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| 2:15 pm - 3:00 pm |
General Session
Business Development & Good Works Through Government Affairs So you think government affairs are boring, complicated and should be left to the “professionals.” The truth is that you have a great deal to gain in the area of business development by being involved and understanding the real workings of what goes on behind the scenes. In this session, I will show you some invaluable secrets, techniques and measurable benefits to playing a role in the world of politics and public policy. As a discernible benefit from playing in the political arena, you can see the immediate results in increased press exposure, immeasurable credibility with current and potential clients and all for no cash investment. I will help you to discover real strategies and techniques to gaining unprecedented access to the Who’s Who in the public sector including civil servants and elected officials and executives in any vertical! I will call you out on being the stewards of your industry’s -- and your own destiny. Did you know that many states are passing services taxes, chemical bans, wage per hour laws, limitations on technology like RFID and generally interfering with your ability to make a living? If you don’t know, you should and I will help you understand how to find out and get involved before the bad things happen. And finally, how and why you should be doing good works with your new found power and influence.
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| 3:15 pm - 4:15 pm |
XChange Boardroom Appointments
XChange Boardroom Appointments are a staple in XChange events. We provide an opportunity for vendors to present new products and programs to intimate focused and qualified groups. Attendees are categorized by their core competencies and business models. This is an opportunity to interact with active, high-quality Integrators and help you structure your channel programs. |
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| 4:30 pm - 6:00 pm |
Solutions Pavilion Open
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| 6:00 pm - 7:00 pm |
Exhibitor Teardown
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| 6:00 pm - 7:00 pm |
Demo Suites Open
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| 7:30 pm - 9:30 pm |
2008 GovernmentVAR Awards Cocktail Reception
The editors of GovernmentVAR magazine will recognize leading vendors, solution providers and systems integrators who demonstrate excellence in meeting the needs of today’s public sector customers spanning the federal market, state, local and education. Organizations and individuals will be honored for their innovative partner programs or those that achieve outstanding customer satisfaction or record exceptional financial performance. Winners are SPs that possess a clear understanding of the IT requirements of government and education customers, or are vendors that support partners with resources and benefits that drive success in this challenging market. Sponsored by Oracle and Symantec
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| Friday, May 09 | ||||
| 7:00 am - 1:00 pm |
Registration Open
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| 8:00 am - 8:45 am |
Integrator Breakfast
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| 9:00 am - 9:45 am |
Panel Discussion
Our leading vendor panelists talk about what’s new in the public sector, how to find the right partnerships and the right product mix, and strategies to maximize the public sector opportunity. Learn innovative ideas, marketing tips, technology insight and ways to spark new revenue streams to drive integrator businesses forward.
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| 10:00 am - 11:00 am |
One-on-One Networking Time
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| 11:00 am - 11:30 am |
Check Out Time
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| 11:30 am - 12:15 pm |
General Session
War, Recession, Politics: What does it mean for the public sector? 2008 seems to be a perfect storm for uncertainty in the public sector market. The country remains at war, the subprime mortgage debacle is creating havoc with state budgets, and a new administration will take over in Washington. Our panel of solution providers will discuss what this all means for IT spending and help public sector VARs discover how and where to profit in 2009.
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| 12:15 pm - 1:30 pm |
Closing XChange XCellence Awards Luncheon Sponsored by SYNNEX
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