An SI's Guide to Channel Partners Evolution

An SI’s Guide to Channel Partners Evolution

Written by Channel
July 14, 2016

There's so much to take in at Channel Partners Evolution. Want to spend your time wisely? We've tailored this agenda for systems integrators.

An SI’s Guide to Channel Partners Evolution

There’s so much to take in at Channel Partners Evolution. How do you get the most out of your time?

Our event, Aug. 14-17, in Washington, D.C., will feature a jam-packed expo hall, concurrent education sessions, keynotes, networking opportunities and much more.

There will be a number of firsts, including Google Fiber’s debut at Channel Partners; keynotes connected by a common theme of helping a startup set up a digital business; and “experience areas” such as Mobility City (sponsored by AT&T), our expanding Cloud Computing Lab, the Evolution Theater (sponsored by Rackspace) and the IoT Experience Zone (sponsored by KORE).

Over the next couple of weeks, we’re offering you one-stop galleries customized by partner type. We’ve tailored this Channel Partners Evolution agenda for systems integrators.

Follow senior online managing editor Craig Galbraith on Twitter.
An SI’s Guide to Channel Partners Evolution: Women In the Channel

Sun., Aug. 14, 5-8 p.m.
Separate registration required

The Women in the Channel Networking Mixer is the perfect way to kick off Channel Partners Evolution! Join other successful women in the channel to discuss key business topics that impact professional women today. Network with old friends and discover new relationships that will help your business grow, your skills improve and your career soar! This comfortable, open forum fosters collaboration, support and inspiration. Come early, bring a friend and be a part of this special event.
An SI’s Guide to Channel Partners Evolution: First-Time Attendee Reception

Sun., Aug. 14, 7-9 p.m.
Separate registration required. Open only to first-time attendees of our fall show.

Now a staple at our events, Channel Partners Evolution welcomes attendees visiting the show for the first time! This reception, sponsored by AT&T (also the CP Evolution title sponsor), offers a fun and intimate setting for new participants to meet with various members of the Channel Partners team, industry rock stars and show supporters, as well as other first-time attendees. Prepare for the upcoming expo days while grabbing a drink and a bite to eat at this unique event!
An SI’s Guide to Channel Partners Evolution: Welcome Remarks/The Digital Business Evolution

Mon., Aug. 15, 9-9:25 a.m.
Open to all attendees and exhibitors

Don’t wander in late to the Welcome Remarks and opening keynote, “The Digital Business Evolution.” Why? Because we’ll explain the common thread that holds together all of our keynotes this year. A brief synopsis is below.

Customers big and small recognize that a digital business transformation is at hand. But what does that mean? Some VoIP lines, a website, a couple of SaaS apps and smartphones? Then what? Building a cohesive digital business isn’t difficult — unless you haven’t done it before. Then it seems like an endless sea of options, dueling definitions and scant few best practices. Acme Connected Apparel is at just that tipping point. We’ll introduce you to ACA and in the process demonstrate just how big the digital business opportunity is for agents, MSPs, VARs, integrators and consultants.
An SI’s Guide to Channel Partners Evolution: Fastball

Mon., Aug. 15, 9:25 a.m., 1:10 p.m.
Tues., Aug. 16, 9:30 a.m., 12:55 p.m.
Open to all attendees and exhibitors.

You told us you want to hear about hot new products and services. Fastball delivers. Exhibitors get six minutes to pitch offerings launched within the past 90 days — and yes, we’re timing them. At the end of each presentation, you can decide for yourself: home run or strikeout?

Presenters include AT&T, Verizon, Broadview Networks, Accel Networks, Datto, Net2Phone and Google Fiber, which is participating in a Channel Partners event for the first time.
An SI’s Guide to Channel Partners Evolution: Keynotes

Open to all attendees and exhibitors.
Mon., Aug. 15
9:40-10:10 a.m.

Robert Boyanovsky, executive director, Mobility Product Management, AT&T Mobility

12:15-12:55 p.m. — Gearing Up for Success

For this year’s keynotes, Channel Partners Evolution is working with a startup company called Acme Connected Apparel that is shifting its business into high gear, and many of the services it currently relies on just can’t keep pace. In this keynote, five top suppliers – and one demanding partner – will debate: What’s the best way to position ACA for digital-powered growth? Is it all cloud, all the time, or should Amy Acme, the company’s CEO, invest in some physical infrastructure? What about equipping employees for productivity? How about disaster recovery, just in case?

1:15-1:50 p.m. — Customer Support in a Connected World

Acme Connected Apparel’s growth has raised customer-support questions. For retailers, ACA wants to offer direct phone support; should the same team monitor its e-commerce site and social-media presence? Can Amy Acme find a single platform that can provision on-site and remote customer support staff and provide meaningful call-type, resolution time and satisfaction statistics? In this keynote, top specialists will make their pitches for ACA’s business.

Tues., Aug. 16
9-9:30 a.m. — Working With Startups for Long-Term Profit

Richardson Communications and Consulting (RCC) has actually been working with a real-life startup that’s very much like ACA. RCC has learned that rather than the traditional “network up” approach, startups need a consultative approach that starts with the business plan, then aligns technology and application introductions with the company’s needs over time.

In this session, RCC presents its approach to serving the needs of its client Enflux as it enters the market with a line of connected clothing. RCC’s Rachel McNeese and Jaime Zarate will be on hand with Enflux founder Mickey Ferri to talk through the exciting prospect of working with early-stage companies as they gear up for success.

9:45-10:15 a.m. — So You Think You Have Time? Your 18-Month Business Plan for Success

The countdown to the Millennial revolution in the channel has begun. The clock is ticking and you have 18 months to innovate and compete in our fast-changing technology world. In this keynote, Verizon’s Janet Schijns will discuss how to better understand your customer and anticipate market evolutions, attract and retain innovative people, and stay ahead of the technology curve.

12:25-12:55 p.m. — SMB Security In a Globalized World

Small companies like Acme face world-class threats — in fact, studies show that high-powered attackers are setting their sights in on your SMB customers. In this keynote, Leo Taddeo, former special agent in charge of the FBI’s Special Operations/Cyber Division, steps in as ACA’s CISO. What demands will he place on partners to keep ACA’s data safe?

1:10-1:50 p.m. — The Evolving Services Distributor Role

Digital businesses have complex needs that can challenge the capabilities of almost any solutions provider. Master agents and distributors know this and are working hard to help partners win the most complex sales. In this keynote panel, leading distributors and masters will talk through new ways that partners can leverage their resources to deliver big for customers.
An SI’s Guide to Channel Partners Evolution: VIP Sessions

Separate registration(s) required.
Mon., Aug. 15
10:20 a.m.-noon — Don’t Let Regulatory Noncompliance Scuttle Valuation and Growth
*Sponsored by GSA*

Few things can destroy business value and disrupt an otherwise successful strategy like non-compliance. Yet increasingly, successful agents are becoming resellers and resellers are expanding into service providers. These moves can deliver new clients and expanded revenue streams. They also mandate that you collect and pay fees associated with all the services you render. How will you ensure compliance as you grow your business?

In this session, you’ll learn how to increase the value of your company through better business practices. Our panel of experts will include an M&A adviser who’s seen too many deals go bad because of compliance issues. You’ll also hear from consultants, software providers and peers from businesses like yours. All are seasoned compliance experts ready to help you stay right with regulators.

10:20 a.m.-noon — Verizon Partner Program – Sign Up to Stand Out
*Sponsored by Verizon*

Do more for your customers — and your business. Leverage Verizon’s innovative technologies, world-class solutions and unparalleled expertise. In this session you’ll hear how teaming with Verizon will propel your business.

2-3:45 p.m. — Reselling Communications? What You Don’t Know Could Kill Your Business
*Sponsored by CCH SureTax Communications*

Avoid the pitfalls and mistakes most companies make when reselling communications services. In this session, we will discuss billing as well as tax and regulatory compliance responsibilities and touch on the Top 10 mistakes we see that could have a dramatic impact on profits and the valuation of your company.

Tues., Aug. 16
10:25 a.m.-12:15 p.m. — AT&T Is Committed to the Channel
*Sponsored by AT&T*

Offering wireline, wireless, hosting and security services that integrate with your business solutions, AT&T helps you better serve your business customers. As a premier integrated communications company, we offer you choice and flexibility to work with a channel program that best suits your needs. There has never been a more exciting time in our industry than now. Join our VIP session to learn how you can build, grow and profit with the strength of AT&T.

3-4:30 p.m. — Beer, Dogs and How to Sell SDN
*Sponsored by Verizon*

You’ve heard of software-defined networking (SDN). In this session learn how SDN systems improve operational efficiencies and speed deployment of services and applications. With SDN, you’ll realize more sophistication in the network without adding complexity. SDN-enabled design automation lets you offer innovative networking features to clients without ever leaving your desk.
An SI’s Guide to Channel Partners Evolution: Lessons From the Feds’ Cloud-First Journey

Full conference & expo pass required to attend this session
Mon., Aug. 15 — Concurrent Education Session
10:20-11:05 a.m.

Welcome to Washington, D.C. In this session, we’ll take full advantage of our location by inviting in some partners familiar with the Federal cloud landscape. They’ll discuss the successes, and failures, of the Obama administration’s now five-year-old Cloud First mandate and relate these lessons to ways partners work with customers in other verticals, from health care to local government.

Speakers include Richardson Communications’ Rachel McNeese and Fusion PPT’s Michael Biddick.
An Agent’s Guide to Channel Partners Evolution: 6 Ways to Level Up Your Digital Marketing

Full conference & expo pass required to attend this session
Mon., Aug. 15 — Concurrent Education Session
2-2:45 p.m.

Channel marketers are evolving to become digital marketers, but the discipline is vast and has a daunting learning curve. In this session, we take aim at the six most common mistakes channel marketers are making today and provide actionable, easy-to-follow advice on best practices to make your efforts pay off.

Speakers include in2itive Marketing’s Shawn Cordner and Carve Digital’s Michael Sterl.
An SI’s Guide to Channel Partners Evolution: Security Is Always Part of the Sell

Full conference & expo pass required to attend this session
Mon., Aug. 15 — Concurrent Education Session
3-3:45 p.m.

Whether it’s a phone system, WAN services or a new SaaS application, every sale needs to include “… and here’s how we’ll help you keep it secure.” It’s good for customers, and it’s great for your business. In this session, we’ll explain how to bake security into every standard offering, and then make the sale.

Intelisys’ Andrew Pryfogle leads this session.
An SI’s Guide to Channel Partners Evolution: Expo Hall

Open to all attendees and exhibitors
Mon., Aug. 15, 4-7 p.m.
Tues., Aug. 16, 2-6 p.m.
Wed., Aug. 17, 10 a.m.-noon

Channel partners of all types – agents, VARs, integrators and MSPs – will find a range of revenue-generating products and services on the show floor. Join us for networking over complimentary cocktails and appetizers during the opening reception on Monday, sponsored by Rackspace. Tuesday features our traditional Pub Crawl. Wednesday includes a continental breakfast sponsored by AT&T.
An SI’s Guide to Channel Partners Evolution: Apps Are IoT’s Glue. Time to Get Sticky

Full conference & expo pass required to attend this session
Tues., Aug. 16 — Concurrent Education Session
11:20 a.m.-12:15 p.m.

You’ve got a brilliant IoT solution idea. You’ve got eager customers. You’ve got sensors. Cellular connectivity is easy. Now, how do you tie it all together?

The answer is an app. However, few partners have the needed expertise on staff. In this session, we’ll discuss when it makes sense to hire a developer, what skills to look for and how to get the most from an app investment. We’ll also discuss alternatives to staffing up, such as contract coders and IoT marketplaces.

MicroCorp’s Karin Fields moderates. Panelists include Inex Advisers’ Chris Rezendes and Altaworx’s Rickie Richey.
An SI’s Guide to Channel Partners Evolution: What Do AWS, Google & Microsoft Have in Common? WebRTC

Full conference & expo pass required to attend this session
Tues., Aug. 16 — Concurrent Education Session
11:20 a.m.-12:15 p.m.

WebRTC is a framework for embedding communications capabilities – including voice calls, video conferences, instant messaging, file sharing and business application integration – in desktop and mobile browsers using a simple API. We’re already seeing WebRTC open new possibilities in content streaming, retail remote health care and more; the possibilities are limited only by your imagination. Think Amazon Mayday. If you haven’t dug in yet, get going. We’ll help.

Speakers include Framework Communications’ John Fakhoury, Masergy’s Dean Manzoori, CoreDial’s Alan Rihm and Vonage’s Sanjay Srinivasan.
An SI’s Guide to Channel Partners Evolution: Best In Show/Passport Drawing

Open to all attendees
Tues., Aug. 16
4:45-5:30 p.m.

Competition will be fierce for Channel Partners Evolution’s five Best in Show awards — Best New Exhibitor, Best Booth Design, Best Giveaway/Promotion, Best New Product and the Amy Acme Evolution Award, to honor an exhibitor that helps its partners enter new digital business areas.

Then, we’ll draw for a winner of a $2,500 AMEX gift card! Must be present to win. To qualify, get your passport stamped by participating sponsors by the deadline.
An SI’s Guide to Channel Partners Evolution

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