Welcome to the XChange Vendor Orientation · Welcome to the XChange Vendor Orientation Bill Jones...
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Welcome to the XChange Vendor Orientation Bill Jones VP, Managing Director, Events, The Channel Company
Transcript of Welcome to the XChange Vendor Orientation · Welcome to the XChange Vendor Orientation Bill Jones...
#XCH17#XSP17
Welcome to the
XChange Vendor OrientationBill JonesVP, Managing Di rector, Events , The Channel Company
#XCH17
THANK YOU TO OUR PREMIER SPONSORS
Platinum
Gold
Silver
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THANK YOU TO OUR XCHANGE EVENT SPONSORS
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Thank You To Our XChange Advisory Board!
David DeCamillis
Platte River
Networks
Michael Knight
Encore
Technology Group
Michael
Lomonaco
OST
Jeremy MacBean
IT Weapons, Inc.
George Pashardis
ePlus Technology
Inc.
Ken Patterson
Techevolution
Jason Rook
10th Magnitude
Stel Valavanis
onshore
Security
Lawrence
Van Deusen
Dimension Data
Scott Ward
CompuCom
Systems
Jason Wright
All Covered
Luis Alvarez
Alvarez Technology
Group, Inc.
John Head
PSC Group, LLC
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The Audience
Solution Providers at a Glance
• 250+ Attendees• Over $11 Billion Revenue Represented• Over $6 Billion in Dedicated IT Buying Power• 30% represent companies featured on at least one of the CRN Editorial Lists• 45% have an annual revenue over $5 Million • 96% expect revenue to increase by more than 5% in the next year
Boardroom Groups
• Small Market• Mid Market• Upper Mid Market• Enterprise Market• Managed & Cloud Services• Security / Risk Management
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Vendor Education Session:
Partner Engagement 3.0: Why It's Time To Ditch Your Partner Portal
Monday, August 14th9:45 am – 10:15 am
Join Webinfinity's James Hodgkinson to explore how the age of subscription business models, SaaS
and personalized, one-on-one web experiences is dramatically raising the bar on what it takes to attract
and engage your partners and keep their loyalty.
James will explore what the latest channel research tells us about how to:
• Fully Enable each stage of the partner journey
• Reduce churn – of both partners and their end customers
• Maximize ROI on your channel system investments
• Get your internal team off of administrative tasks and onto higher value, more strategic efforts
• Provide a partner experience that is rewarding, simple, and contagious
James HodgkinsonLeader, Chief Evangelist
Webinfinity
THE CHANNEL IS
TRANSFORMING
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A personalized partner
experience dramatically
increases partner deal
flow and drives revenue
through the channel
∙ Ease of doing business is one of the key reasons partners
add or drop a supplier offering.
∙ B2B leaders who employ a multichannel model often list
improving partner experience (PX) as a top priority, but
don't always know how best to deliver it.
∙ Personalized experiences are no longer a “nice to have”.
∙ Channel partners say “ease of doing business” through a
vendor’s business technology (its PRM) is the single
greatest factor in determining vendor loyalty”.
∙ To maximize revenue – technology vendors rely on
Channel Partners to fuel significant growth.
∙ Adoption of Cloud / SaaS Apps
∙ Lack of Integration / Standards
∙ Inconsistency and Friction Across
Vendors
∙ Investment community driving
partner leverage
∙ Huge opportunity to scale
through partners
WHY?MAJOR INVESTMENT / FOCUS
BIG CHANGES IN THE MARKET
RAPID CONSOLIDATION
May
Salesforce
Introduces
Sales Cloud PRM
July
Impartner Raises $15
Million in Funding
July
Zift and Relayware
Agree to Merge
Aug
Zyme Acquires CCI
TWO DIFFERENT “BELIEF” SYSTEMS
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INCENTIVES BUS PLANSMARKETING
PORTAL MDFLMS
PRM ‘MODULES’
CONNECTED APPS“EXPERIENCE AS A SERVICE”
ALL IN ONE“EXPERIENCE AS AN INTERFACE”
TWO DIFFERENT “BELIEF” SYSTEMS
CONNECTED APPS“EXPERIENCE AS A SERVICE”
ALL IN ONE“EXPERIENCE AS AN INTERFACE”
INCENTIVES BUS PLANSMARKETING
DEAL REG MDFLMS
PRM ‘MODULES’
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∙ Automatically delivers curated
content by person, group and/or task
∙ Infinitely scalable
∙ Connects and intelligently draws
content and data from other systems
∙ Dynamic and highly configurable
∙ Always changes driven by task or
user preference
∙ Rule-driven
∙ Manually placed content, manually
curated by manual preference
∙ Coded to specific use cases
∙ Isolated system
∙ Static content experiences
∙ Changes mainly through custom
development
∙ Web pages / one-size fits all
MOMENTUM –BELIEVERS AND SUPPORTERS!
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CLIENTS PARTNERS / INDUSTRY ANALYSTS
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Additional Vendor Sessions
The IoT Partner Profile…Which Partners are Selling IoT Today?Rauline Ochs, IPED Consultant, The Channel CompanyWhile nearly half of the solution providers in our ecosystem identify IoT as a “meaningful” or “huge” opportunity in the next 18 to 24 months, 70% indicate they do not yet see high customer demand for IoT solutions today. We will look at the profile of solution provider characteristics of partners who are able to sell IoT today! What separates those who are able to gain access to decision makers, support a proof of concept and ultimately rollout and support an IoTbased solution. What additional characteristics are required when the IoT solution is Industrial in nature? This session will share the findings of The Channel Company’s IoT Advisory Board 2017 research study to answer these questions.
CompTIA Channel Account Manager TrainingTom Zimnoski, Vice President, Member Relations , CompTIACompTIA’s Executive Certificates in CAM 101 and 201 offer those in channel management roles the opportunity to further develop the skills and knowledge needed to lead initiatives and investments that drive indirect sales revenue. Learn more about CompTIA’s latest and most popular channel education designed to give participants the mindset, concepts, knowledge and skills to grow into an evolved channel manager.
Channel Technology Integration: The Winning Formula for Channel Program ProductivityLaz Gonzalez, Chief Strategy Officer, Zift SolutionsChannel programs depend on multiple point solutions to manage everyday functions, such as partner relationships, channel marketing, or even lead distribution. However, the lack of integration between these applications impedes partner adoption and program progress. Discover why and what types of integrations matter most not just between applications but across organizations and the processes they depend on to recruit, enable and generate demand with partners.
Vendors are welcome to attend everything at XChange except the solution provider breakfast, lunch, and other vendor board rooms
Monday, August 14th4:15 pm - 5:00 pm
Tuesday, August 15th2:30 pm - 3:15 pm
Tuesday, August 15th10 am - 11 am
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Access right to your phone or tablet:
• Agenda
• Speaker Info
• Sponsor & Attendee Profiles
• Messaging Capabilities
• Booth numbers and floor plan
• Social Media Info
Search to download to device: The Channel Company Events
Event App goes live
on August 8th
Get Recognized!Upload your photo
to your profile.
TIP
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• Business Attire is recommended for the event.
• Tuesday Evening CRN ARC Awards Dinner is Cocktail Attire
REMEMBER TO BRING PLENTY OF BUSINESS CARDS
BADGES must be worn at all times for access.
What the colors represent:
BLUE
XChange Staff
BLACK
Sponsoring Vendors & Speakers
RED
Hosted Solution Providers
GREEN
General & Local Area Solution
Providers
YELLOW
Solution Provider Advisory Board
Member
What the ribbons on badges represent:
▪ CRN List Recognition – represent Fast Growth 150, Next-Gen 250, MSP500, SP500, Tech Elite
▪ Premier Sponsors – Platinum, Gold, Silver
▪ Channel Masters – vendors who have completed the yearlong education program
▪ Channel ARC Award Winners
S O L U T I O N P R O V I D E R S
C H A N N E L V E N D O R S
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Solutions Pavilion
Note: Prize drawing winners will be announced at the front of the hall 15
minutes prior to the close of the Pavilion on Tuesday
Best Practices• Draw people in from the aisle• Make it interactive• Have your experts available• Close with a follow-up action• Walk the floor
Setup Exhibit Hours Teardown
Monday, August 1412:00 pm – 4:30 pm
Monday, August 145:15 pm – 7:15 pm
Tuesday, August 154:00 pm – 6:00 pm
Tuesday, August 156:00 pm – 8:00 pm
Location: Florida Exhibit Hall F
Booth Includes:• 6’ skirted table• Two chairs• Wastebasket
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Demo Rooms
Best Practices
• Play up on your theme• Make it interactive• Have your experts available• Keep up the energy on Monday• Have fun!
Move-in Open Hours Teardown
Sunday, August 13
Pick up Demo Room keys at the hotel front desk after 9am on Sunday
Sunday, August 137:45– 9:15 pm
Monday, August 147:30 – 9:00 pm
Must be out of Demo Room by 10 am Tuesday, August 15
Location: Emerald Bay Tower - Elevator B
Room Includes:
• Internet access• Two 6’ tables• Cocktail round• Four chairs• Logo sign at door
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Boardroom Appointments
Appointments• 12-15 qualified attendees• 25 minutes• Room Liaison (room monitor)• 10 minute breaks between sessions
Room Inclusions• Projector & Screen• Power for Laptops• Wireless Internet• U-Shape Set Up
BOARDROOM SURVEYThe boardroom survey form is available in the Vendor System to download and print
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CRN Editors Attending Event
Sarah KurandaSenior Editor – [email protected]
Jennifer Follett, Executive [email protected]
Editorial Coverage:
www.CRN.com/XChange2017
Steve Burke, Executive Editor/[email protected]
Gina NarcisiSr. Associate Editor – [email protected]
Mark HaranasAssociate Editor – Networking & [email protected]
Morgan HealeyVideo [email protected]
Michael NovinsonAssociate Editor - Solution [email protected]
Alec Shirkey Associate Editor - Partner [email protected]
Matt Brown, Senior Editor [email protected]
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XChange XCellence AwardsThe XChange XCellence Awards showcase business and technology solution provider views of vendor products, services, and programs during the XChange event. Attendees’ votes are counted, and results are announced live at the ARC awards reception on Tuesday evening.
Categories include:
▪ XCellence in XChange University: IT Security
▪ XCellence in Executive Presentation
▪ XCellence in Solutions Track Presentation
▪ XCellence in Boardroom Execution - Premier
▪ XCellence in Boardroom Execution - Event
▪ XCellence in Solutions Pavilion Strategy - Premier
▪ XCellence in Solutions Pavilion Strategy - Event
▪ XCellence in Demo Room Execution
▪ XCellence in Channel Program
▪ Best XChange Newcomer
▪ XCellence in Best of Show
Electronic Balloting will open to attendees on Tuesday after the last set of boardrooms.
Don’t be shy about letting attendees know what categories you are eligible to win!
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Upcoming Events
Midsize Enterprise Summit: FallSept. 17 – 19 | San Antonio, TX
Best of Breed ConferenceOct. 9 – 10 | Atlanta, GA
Women of the Channel EuropeNov. 15 | London, United Kingdom (UK)
Women of the Channel
Leadership Summit: EastDec. 4 – 5 | New York, NY
NexGen Conference & ExpoDec. 11 – 13 | Los Angeles, CA
2017 Events
XChange Solution ProviderMarch 4 – 6 | Orlando, FL
Midsize Enterprise Summit: SpringApril 29 – May 1 | Orlando, FL
Women of the Channel
Leadership Summit: WestMay 15 – 16 | Palm Springs, CA
XChange SLEDMay 22 – 23 | Jacksonville, FL
XChange 2018August 19 – 21 | San Antonio, TX
2018 Events
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Customize Your Channel Event
LET US MANAGE YOUR NEXT CUSTOM EVENT 70%
say in-person events are
extremely/very significant in
accelerating the sales cycle1
of CMOs
• Partner Conferences
• Workshops/Roadshows
• Advisory Council Meetings
• Focus Groups
• Networking Receptions and more!
✓ Audience Recruitment
✓ Logistics
✓ Timelines
✓ Content & Speakers
✓ Contracts & Invoicing
✓ Data Collection
✓ Post-event surveys and more!
Accelerate Your
Sales Cycle
1THE CMO SOLUTION GUIDE: MODERN EVENT MARKETING. (n.d.). Retrieved February 23, 2017, from http://www.cvent.com/en/enterprise-solutions/cmo-club-study-infographic.shtml?cid=701o0000000jAsfAAE
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October 18, 2017
Connect with IT solution providers, systems integrators and IoT thought leaders
Build strategic partnerships
Discover new IoT technologies and how to package them
Learn how to monetize IoT solutions
Explore the massive wave of opportunity IoT is bringing to the market
and tackle its challenges head-on:
www.IoTConnex.com
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Connect on Social
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Follow us:
@TheChannelCo
Share & like pictures:
The Channel Company Events
Stay connected:
The Channel Company
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Thank You
Remember to share this info with
your team members!
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