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Agenda: Solution Provider '08
| Wednesday, March 05 | ||||
| 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 |
Solution Provider Orientation Sponsored by Juniper Networks *Solution Providers Only
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| 3:45 pm - 4:30 pm |
VMware World Premiere
Accelerating Your Virtualization Business It’s not too late to join the Virtualization Revolution! Virtualization adoption continues to grow rapidly and is a huge initiative for your customers in 2008. Join this session to learn how you can build a successful virtualization business with VMware solutions. Plus, learn how new strategic enhancements to the 2008 VMware VIP Partner Program can help you accelerate your profitability, virtualization expertise and make doing business with VMware even easier.
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| 4:30 pm - 5:00 pm |
Networking Break
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| 5:00 pm - 6:00 pm |
Guest Speaker - Larry Winget
Caustic. Irreverent. Edgy. Controversial. Sarcastic. Refreshing. Hilarious. All words used to describe best-selling author and television host Larry Winget. Winget is a philosopher of success who is unique in every way. From his style to his delivery there is simply not another speaker like him. He teaches universal principles that work for everyone from the janitor to the CEO. Blue collar, white collar and no collar audiences enjoy his straight-forward approach to life and business. He pulls no punches about what it takes to be successful yet entertains and makes you laugh while stepping on your toes. He is the author of It’s Called Work For A Reason: Your Success Is Your Own Damn Fault, a business book that cuts through the business clichés and attacks all the typical business wisdom we hold sacred. His previous book, Shut Up Stop Whining & Get A Life: A Kick-Butt Approach To a Better Life became a #1 National best-seller. He is also the host of the A&E reality series Big Spender where he confronts people with their outrageous lifestyle and puts them through a financial boot camp and back on the track to success. His newest book, You’re Broke Because You Want to Be, will be released in January 2008, and provides a boot-camp regiment to help those in financial distress learn personal accountability and take the steps necessary to turn their lives around. It is an inspiring account of how to achieve fiscal and financial security. A member of the International Speaker Hall of Fame, Winget delivers fast-paced, high-energy keynotes that are both educational and funny!
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| 6:15 pm - 7:15 pm |
Tech Symposium Sponsored by CA & Ricoh
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 - 9:30 pm |
Network. Unwind. This is your time!
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| 9:30 pm - 11:30 pm |
Midnight Munchies Sponsored by D&H
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| Thursday, March 06 | ||||
| 7:00 am - 5:00 pm |
Registration Open / Assistance Desk
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| 7:30 am - 8:15 am |
Solution Provider Breakfast Sponsored by Intel *Solution Providers Only
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| 8:00 am - 4:00 pm |
Vendor Networking Lounge Sponsored by MarketStar
Come enjoy a complimentary chair massage, check your email or relax yourself with a snack at MarketStar's Vendor Lounge. The lounge is open to vendors only throughout the event. Don't hesitate to stop by any time - between XChange appointments, content sessions or during a break on exhibitor floor.
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| 8:30 am - 9:15 am |
On The Record with Robert Faletra
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. Since that time, CMP Channel has grown by 50 percent, launched several new businesses now evolving into Eveything Channel. Faletra taking on role as CEO, Everything Channel, Februay 2008. During this installment of his "On The Record" keynote address series, Faletra will examine the current major trends impacting the IT channel, and explore how different types of Solution Providers are conducting business and 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. Faletra's On The Record keynotes have become wildly popular over the years, and they are always lively, open and engaging.
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| 9:30 am - 11:45 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 Solution Providers and help you structure your channel programs. |
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| 9:30 am - 3:30 pm |
IPED Channel Leadership Forum
The Institute for Partner Education & Development (IPED) is the professional services division of CMP Channel. Through access to exclusive data and expert analysis, IPED applies proven best practices to deliver customized recommendations that accelerate channel revenue. IPED hosts the Channel Leadership forums 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.
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| 9:30 am - 10:15 am |
Vendor Content Session Presented by eXalt
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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| 10:00 am - 2:00 pm |
Exhibitor Set-up
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| 10:30 am - 11:15 am |
Vendor Content Session Sponsored by Marketstar
Adopting the SMB Purchase Mentality Actionable business intelligence can be the difference between dominating the marketplace and becoming an also-ran. In this insightful 45-minute vendor content session MarketStar will disseminate key findings from their recent SMB purchase behavior research study. MarketStar’s Vice President of Business Intelligence will also demonstrate how you can harness this information to target secondary and tertiary solution providers. With two decades of experience providing ROI-driven sales execution and go-to-market systems and intelligence for the world’s most admired brands within the IT industry, MarketStar will make sure you walk away with new insights on how to engage this very important market segment. So take a break from your XChange appointments and enjoy 45-minutes on MarketStar. Following the presentation, MarketStar representatives will also be available to answer question at the MarketStar Vendor Networking Lounge. See you there!
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| 12:00 pm - 12:45 pm |
HP World Premiere
Winning with HP: How HP goes ‘All-In’ for its partners HP is going ‘all-in’ with its solution partners with programs and products that are driving more new opportunities for profitable growth. Join Adrian Jones, vice president and general manager, Solution Partners Organization – Americas, HP, to learn more about HP’s 2008 channel strategy and how the company is continuing its commitment to channel growth. You’ll find out how HP is making easier than ever to win and succeed with new programs and support.
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| 12:45 pm - 1:30 pm |
Solution Provider Luncheon Sponsored by EATON *Solution Providers Only
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| 1:45 pm - 2:30 pm |
IBM World Premiere
Gaining a competitive advantage by teaming with IBM. 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, identify new opportunities, and increase their profit potential. Learn about our portfolio of hardware, software and services; our broad spectrum of sales, marketing and technical support; and how together we can capitalize on the vast opportunities offered, particularly in the SMB market, to drive mutual growth and profitability.
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| 2:30 pm - 4:30 pm |
Solutions Pavilion Open
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| 4:30 pm - 6:00 pm |
Demo Rooms Open
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| 7:00 pm - 8:00 pm |
Pre-Channel Champions Reception (Solution Provider Delegates & Channel Champions Sponsors Only)
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| 7:00 pm - 8:00 pm |
Vendor Cocktail Reception Sponsored by IPED (Open to ALL Vendor Attendees)
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| 8:00 pm - 10:00 pm |
2008 CRN Channel Champions Awards Event
Celebrating its 18th year, CRN’s Channel Champions is one of the largest and broadest-based solution provider market studies in the industry. Each year CRN recognizes these top vendors in print and at a formal awards event. On March 6th, “CRN goes to Hollywood” to honor these leading vendors - the 2008 CRN Channel Champions. This year’s Hollywood-style event will feature a formal sit-down dinner, dynamic multimedia presentation and entertainment that will leave you laughing. Don’t miss your chance to walk down the red carpet! Sponsored by: Samsung, ADTRAN, Microsoft, Symantec and Toshiba
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| Friday, March 07 | ||||
| 7:00 am - 5:00 pm |
Registration Open / Assistance Desk
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| 7:30 am - 8:15 am |
Solution Provider Breakfast Sponsored by Brother *Solution Providers Only
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| 7:45 am - 8:30 am |
Vendor Content Session by IPED
Measuring Partner Affinity Wouldn’t it be great to know what your partners and their customers are thinking about you and your products? Now you can with Channel Affinity Index Reports from the Institute for Partner Education and Development (IPED). Join us for coffee and croissants and discover how Channel Affinity Index Reports can increase your profits through better visibility into the Channel.
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| 8:30 am - 9:15 am |
Dell World Premiere
Dell is proud to be a Platinum sponsor of XChange Solution Provider ’08. Join Greg Davis, Vice President, Americas Channel Group, to hear about Dell’s commitment to the channel, our new partner program, and partner relationships. Do other vendors treat you as an extension of their sales force? We don’t see it that way. Our goal is to bring the best of the Dell business model to you just as we would any CIO or CTO – helping to make you more efficient, flexible and profitable. Learn more about this philosophy, Dell’s new products, partner benefits and more.
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| 9:00 am - 4:00 pm |
Vendor Networking Lounge Sponsored by MarketStar
Come enjoy a complimentary chair massage, check your email or relax yourself with a snack at MarketStar's Vendor Lounge. The lounge is open to vendors only throughout the event. Don't hesitate to stop by any time - between XChange appointments, content sessions or during a break on exhibitor floor.
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| 9:30 am - 10:30 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 to their core competencies and business models. This is an opportunity to interact with active, high-quality Solution Providers and help you structure your channel programs. |
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| 9:45 am - 10:30 am |
Vendor Content Session Sponsored by NextLevel
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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| 10:45 am - 11:45 am |
Tech Symposium Sponsored by Panasonic & 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 this interactive session with Q&A time to follow each demonstration.
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| 12:00 pm - 12:45 pm |
3 Concurrent Sessions
Managed Services 2.0: From Hype to Execution Speaker: Ryan Morris, Director, Channel Intelligence, IPED Nearly 80 percent of solution providers deliver some form of managed services. End-user adoption is accelerating at double-digit rates. And managed services software tools are more functional and capable than ever. This much is clear: the managed services model is here, it’s real, and it’s staying. But now what? With increasing competition and customer expectations, it’s not nearly enough to simply “offer” a managed service. So what are the keys to sales, growth, and profit in the next phase of the managed services marketplace? Join the Institute for Partner Education and Development (IPED) for this interactive session to learn the latest trends in the managed services market, as well as the core capabilities for building a successful managed services practice. Virtualization Panel Moderated by Joe Kovar, Editor, Everything Channel Virtualization is in the forefront - helping businesses with scalability, security and management of their global IT infrastructure. The panel discussion 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. Growth & Exit Strategies: M&A for IT Channel Companies Presenter: Patricia Wegner, President and COO, M&A Forum The M&A Forum will provide a session on Growth & Exit Strategies: M&A for IT Channel Companies. This presentation will cover recent trends in merger and acquisition activity for the IT Channel, the overall M&A process, and how companies are valued. In addition, we will review step-by-step what happens in a transaction and how to get started if you are ready to find a growth partner or exit your business via M&A. |
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| 1:00 pm - 1:45 pm |
Solution Provider Luncheon *Solution Providers Only
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| 2:00 pm - 3:00 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 to their core competencies and business models. This is an opportunity to interact with active, high-quality Solution Providers and help you structure your channel programs. |
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| 2:15 pm - 3:00 pm |
Vendor Content Session Presented by 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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| 3:15 pm - 3:45 pm |
Keynote Sponsored by Juniper Networks
The Switch is On at Juniper Networks Join Frank Vitagliano, Senior Vice President, Worldwide Channels - Juniper Networks and learn why there is no better time to be partnered with Juniper. The award winning J-Partner program offers the highest possible return on investment by supporting a channel environment that delivers healthy margins and by providing a full line of high performance networking solutions. The recent launch of EX-series Ethernet Switching also represents a tremendous opportunity for you to help your customers advance the economics of networking.
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| 4:00 pm - 6:30 pm |
Solutions Pavilion Open
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| 6:30 pm - 7:30 pm |
Demo Rooms Open
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| 6:30 pm - 8:00 pm |
Exhibitor Teardown
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| 8:30 pm - 10:30 pm |
Everything Channel Bar Sponsored by Platinum Sponsors
Join us at this networking event, Everything Channel Bar, where you can network and mingle over some sliders and beers while listening (and joining in on all the fun) to a Dueling Piano Show! All are welcome.
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| Saturday, March 08 | ||||
| 7:00 am - 12:00 pm |
Registration Open / Assistance Desk
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| 8:00 am - 8:45 am |
Solution Provider Breakfast *Solution Providers Only
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| 9:00 am - 11:15 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 to their core competencies and business models. This is an opportunity to interact with active, high-quality Solution Providers and help you structure your channel programs. |
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| 9:00 am - 11:00 am |
Vendor Networking Lounge Sponsored by MarketStar
Come enjoy a complimentary chair massage, check your email or relax yourself with a snack at MarketStar's Vendor Lounge. The lounge is open to vendors only throughout the event. Don't hesitate to stop by any time - between XChange appointments, content sessions or during a break on exhibitor floor.
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| 11:15 am - 11:45 am |
Check-out Time
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| 11:45 am - 12:30 pm |
3 Concurrent Sessions
Unified Communications Panel Moderated by Jennifer Follet, Editor, Everything Channel 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. Marketing & Branding Your Company Workshop Moderated by Steve Burke, Editor, Everything 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. Hiring & Retaining Session Speaker: Jeannine Edwards, IPED Engagement Manager, Everything Channel Finding, Recruiting, and Retaining the Most Effective Human Resources No matter what type of business model you run, the most critical resource for achieving your profit and growth objectives is your people. In fact, IPED research indicates that the single most challenging obstacle to growth for solution providers is the inability find, hire and retain qualified sales and technical people who can thrive in a solution provider business environment. But where do those people come from and what can you do to make your business a more attractive environment for the highest performers in your industry? How do you ensure that your best employees choose to stay with you? Join the Institute for Partner Education and Development (IPED) for this interactive session focused on: ·The latest trends in finding, hiring effective employees, and introduce a systematic process for making your business the best place for the best people ·How to engage your people, invest in career development, and manage a positive culture that is attractive to professionals on both the technical and sales sides of the house |
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| 12:30 pm - 1:30 pm |
XChange XCellence Awards Luncheon
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