August 22-25, 2010
XCHANGE AMERICAS
Previous Show:
Agenda
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| Sunday, August 22 | ||||||||
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7:30 am - 2:00 pm |
Cloud Computing Bootcamp  |
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8:00 am - 12:00 pm |
Private Vendor Pre-event Workshops |
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12:00 pm - 8:00 pm |
Registration | |||||||
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2:00 pm - 6:00 pm |
Exhibitor Set up | |||||||
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2:30 pm - 3:00 pm |
Solution Provider Orientation |
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3:00 pm - 3:45 pm |
General Session - Reading the Tea Leaves: Gaining Competitive Advantage |
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What CIOs are focused on in 2010 will provide insights into what you should focus on over the next 12-24 months to match your customers' business needs with technology. The introduction of alternative delivery and acquisition models is changing the IT landscape which has implications on the indirect sales channel. What do these trends mean to your organization and how do you continue to remain relevant and competitive? How is the channel business model evolving? What should you do today to be ready for tomorrow? In this presentation, you'll hear first hand from Gartner on trends impacting your business over the next five years and what opportunities this change offers you for future success.
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4:00 pm - 4:45 pm |
Premium Executive Content Track |
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Paid Admission Only
Topic: Keys to Effective Sales Recruiting Why are there so few truly excellent salespeople? This session reviews the common hiring mistakes made by Solution Providers, and how to correct them. This workshop teaches a structured five step recruiting process that shows you how to: * Get great candidates excited about joining your company * Use scenarios and assignments to screen out underachievers * Identify results-oriented sales traits
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4:00 pm - 4:45 pm |
2 Concurrent Sessions |
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Topic:
Midmarket - CIO Perspectives Gain an in-depth understanding of how today's midsize enterprises are selecting technologies and partners to drive their business forward. A panel of CIOs will provide insight into the top technologies they are evaluating, their reliance on partners, their top business priorities and how partners can add value. This session will help today's solution provider understand the CIO’s mind-set, enabling them to service their customers better and identify new opportunities for their business technology services. Topic: Managed Services - The Future of the Recurring Revenue Model Managed services has transformed the channel over the past several years, but what will the future hold for MSPs? Hear tips, techniques and insights from a leader in the managed services industry to bolster your managed services offerings and prepare you for the next wave of change driven by the cloud. |
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5:00 pm - 5:30 pm |
Vendor Keynote |
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5:45 pm - 6:55 pm |
Boardroom Appointments |
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Private Boardroom Appointments are a staple of Everything Channel 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 structure your channel programs.
Location: See Individual Appointment Schedule |
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7:00 pm - 9:00 pm |
Solutions Pavilion Reception | |||||||
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9:00 pm - 10:00 pm |
Demo Rooms | |||||||
| Monday, August 23 | |||||||||||
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7:00 am - 5:00 pm |
Registration / Attendee Assistance | ||||||||||
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7:15 am - 8:00 am |
Solution Provider Breakfast |
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8:15 am - 9:00 am |
General Session - Channel Transformations: Prepare Your Business for the Future |
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Solution provider businesses worldwide are being transformed at a break-neck pace because of a major inflection point among customers. Customers are changing their buying behavior like never before forcing new solution provider business models to emerge and existing ones to be radically changed. IPED's General Manager Rauline Ochs will help you understand the drivers behind this transformation including cloud computing, infrastructure as service, Saas and many other dynamics reshaping the channel landscape.
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9:15 am - 10:15 am |
Speed Networking |
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10:30 am - 11:00 am |
Vendor Keynote - Journey to The Private Cloud |
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We are at the beginning of what will be the largest and most significant wave of beneficial change the IT industry has ever seen, centered on the evolution to private cloud computing. The private cloud holds the promise of delivering unprecedented levels of efficiency, control, and choice in IT infrastructure. This shift will enable IT to focus more of their time on activities that will truly differentiate and benefit the business.
What is your role in the journey to the private cloud?
Explore what your role is and how it is likely to evolve and how you can increase your value to your customers.
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11:15 am - 12:15 pm |
Boardroom Appointments |
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Location: See Individual Appointment Schedule
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11:15 am - 11:45 am |
Meet the Editors |
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Here is your opportunity to meet and interact with CRN Editors face-to-face to discuss your beat, your company’s technology, channel programs, and market trends.
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12:15 pm - 1:00 pm |
Solution Provider Luncheon |
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1:15 pm - 2:15 pm |
Boardroom Appointments | ||||||||||
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1:30 pm - 2:15 pm |
Comdex Virtual: Launch of the Industry’s Largest Virtual Event. |
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New Business Solutions: Embracing Disruptive Technologies & Changing Delivery Models
Everything Channel is bringing back Comdex as the brand for the channel’s largest online event. Comdex Virtual will feature an exposition and conference/learning center for solution providers along with numerous destinations for VARs to learn about new technology and channel programs. This is an event for the Global Solution Provider market—the first such event of its kind. During this session, Everything Channel will discuss the latest news regarding Comdex Virtual along with the online platform, speakers, keynotes, conference tracks and participating vendors.
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2:30 pm - 3:15 pm |
Tech Symposium |
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3:15 pm - 4:30 pm |
Solutions Pavilion | ||||||||||
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4:45 pm - 5:30 pm |
Premium Executive Content Track |
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Paid Admission Only
Topic: The 5-Point Strategic Plan to Make Any Employee a Superstar Would you like to achieve top profitability with employee accountability? Retain top performers longer because they are fully engaged? Grow more rapidly because your employees behave more like owners? In this interactive session you will learn how to engage your people to achieve their best through Success With People Team Member Strategic Plans. This replaces static ("dead") job descriptions with active, living strategic plans based on each employee’s strengths. Attend to gain a clear understanding of how this high impact tool works and be prepared to implement it upon your return to the office.
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4:45 pm - 5:30 pm |
2 Concurrent Sessions |
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Topic:
IT Security: The Next Big Thing! Where will the growth come from in the IT security market? This session will explore the hottest growth markets within the security segment with advice on how to align your VAR organization with the right vendors and partnerships to leverage those opportunities. Hear from leading experts on how to build the right skill set and services offering to supercharge your security business for the next three to five years. Topic: Networking - Voice, Video & Data Trends & Transitions Experts from both sides of the networking spectrum will come together to explain the future of the converged network and what VARs need to understand to meet the networking needs of their customers in the coming years. Prepare for a robust discussion of SAN, switching, routing, telecommunications and Web conferencing along with how to adjust your business model for the next big transition in networking. |
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5:45 pm - 6:30 pm |
Tech Symposium |
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6:30 pm - 7:45 pm |
Demo Rooms | ||||||||||
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7:30 pm - 8:30 pm |
Latin America Private Reception |
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9:30 pm - 11:30 pm |
D&H Midnight Munchies |
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| Tuesday, August 24 | ||||||||
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7:00 am - 5:00 pm |
Registration / Attendee Assistance | |||||||
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7:15 am - 8:00 am |
Solution Provider Breakfast |
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8:15 am - 9:00 am |
General Session- Mark Cuban: Insights from an American Entrepreneur |
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He is best known as the owner of the Dallas Mavericks basketball team and as a high-tech innovator. But did you know that Mark Cuban got his start as a VAR which, in typical Cuban style, was focused on innovative technologies and services. After founding one of Dallas’ first PC software retailers, he created MicroSolutions, a national systems integrator and consulting firm that was a proponent of early ’80s cutting-edge technologies such as Lotus Notes. Cuban differentiated his organization by focusing on innovation and by building a brand and industry name for himself. One of his platforms was a column for CRN, where for many years he encouraged his fellow VARs to embrace new technologies while pushing services. In this XChange Americas General Session, find out the secrets to Cuban’s success and how to apply his innovative style to help transform your business.
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9:15 am - 11:25 am |
Boardroom Appointments |
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Location: See Individual Appointment Schedule
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9:30 am - 4:00 pm |
IPED Channel Leadership Forum (Invitation Only) | |||||||
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9:30 am - 10:15 am |
SharedVue Cloud Marketing Vendor Content Session- Vendors Only |
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This session is all about Cloud Marketing, where marketing meets Software as a Service. It consists of migrating all marketing assets to exist online in customized consoles. Placing these assets online makes them easy for all parties involved to create, modify, use, and share. No one has to have experience or training with the technology that supports them. For channel vendors, this means completely automating the process of lead and demand generation through the entire channel.
Using Cloud Marketing tools like content syndication and marketing automation, vendors can control and track exactly what marketing activities go through their partners on a day-to-day level. Channel Partners and resellers benefit because they get instant, customized help and expertise from the vendor that is based on market research and brand quality. Vendors, manufacturers, and marketers benefit because partners are communicating a succinct, cohesive, and consistent message at all customer touch points.
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11:40 am - 12:10 pm |
Vendor Keynote - Opportunity For Growth in The New Decade |
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For the first time in history, the world is connected economically, socially and technologically like never before. This brings us a vast amount of opportunity - opportunities to work together to try and make the world “smarter” and operate more efficiently and effectively. As we look for ways to infuse intelligence into our systems and ways of working, IBM remains focused on delivering client value and growth. From our Smarter Planet initiative based on dynamic infrastructures to Business Analytics and Cloud computing, you will hear Business Partner success stories as well as key actions you can take to grow your business and increase your profits in the new decade.
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12:15 pm - 1:00 pm |
Solution Provider Luncheon |
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1:15 pm - 1:45 pm |
Vendor Keynote - Simple Solutions… Simply HP |
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During the past several months, HP has stepped up its efforts to streamline operations and make partner programs simpler and easier to navigate. HP is committed to the Channel and to making these improvements in order to drive greater efficiency for partners. While there’s still much work to be done, HP is focused on providing simple solutions for partners – large and small – to make working with HP a profitable experience. Join Stephen DiFranco, vice president and general manager, Americas Solution Partners Organization – HP, to find out more about HP’s plans to further simplify and streamline its partner programs to help partners of all sizes succeed in 2010 and beyond
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2:00 pm - 3:00 pm |
Vendor Appointment Rooms |
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3:00 pm - 4:30 pm |
Solutions Pavilion | |||||||
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4:30 pm - 6:30 pm |
Exhibitor Tear down | |||||||
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4:45 pm - 5:30 pm |
Premium Executive Content Track |
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Paid Admission Only
Topic: Effective Marketing: Getting your money's worth from your marketing investment. This session is designed for resellers that recognize that they must invest in marketing to grow their business, but need guidance on what they should expect from marketing and how should they invest smartly. The instructor will share his broad, real-world experience to help resellers define realistic goals, articulate compelling and consistent messages, target key decision-makers, and pursue cost-effective marketing programs. The session will include a discussion of the particular challenges of marketing software-as-a-service (SaaS) solutions. Both new and experienced marketers will come away with practical advice to help their companies build visibility, generate and cultivate opportunities, and accelerate sales. The session is led by Peter Cohen, the founder and managing partner of SaaS Marketing Strategy Advisors. His firm provides expert guidance to help companies effectively market and sell software-as-a-service (SaaS) solutions to enterprises. Peter has more than 25 years' experience developing and implementing successful marketing strategies for technology companies, including Computervision, Lotus Development, IBM, Authoria, Xactly and ATG. He writes and speaks frequently about marketing technology and publishes a blog and newsletter entitled "Practical Advice on SaaS Marketing."
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4:45 pm - 5:30 pm |
2 Concurrent Sessions |
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Topic:
Women of the Channel Join moderator Shirley Turner, a former Intel executive turned channel consultant, for a spirited discussion of the main challenges, obstacles and opportunities facing today’s women executives. Hear from today’s leaders how they have overcome diversity and their advice for climbing the corporate ladder. Panelists will deal with such issues as managerial style, whether there is compensation equity in the workplace today, and how to improve your leadership skills and managerial style to achieve excellent results. Topic: Virtualization - A Storage Perspective Virtualization remains a hot technology because of its ability to deliver real savings to customers. This breakout session will cover not only the basics of storage virtualization but best practices, an examination of the opportunities around disaster recovery, reliability and increased capacity utilization. |
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5:30 pm - 6:30 pm |
Demo Rooms | |||||||
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6:30 pm - 7:30 pm |
Women of the Channel Reception |
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(By Invitation Only)
The reception is in honor of all women in Technology for their hard work, dedication, and accomplishments. Everything Channel is proud to partner with Dress For Success for the reception, an organization promoting the economic independence of disadvantaged women by providing professional attire, a network of support and the career development tools to help women thrive in work and in life.
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7:30 pm - 8:00 pm |
Pre ARC Cocktail Reception | |||||||
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8:00 pm - 10:00 pm |
ARC Awards |
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CRN’s Annual Report Card (ARC) Awards Event is one of the most eagerly awaited Channel events of the year. Taking place at XChange Americas in Dallas, TX, this is the night the top channel executives and leading Solution Providers gather together to learn which technology vendors will be named one of CRN’s ARC Companies 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 one of CRN’s ARC Companies 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 CRN’s Executive of the Year. Featuring: Don Yaeger: The Characteristics of Greatness Don Yaeger will share "The 16 Characteristics of Greatness." Yaeger has compiled those characteristics after carefully studying exceptional individuals as a byproduct of his extensive interview and work with leading figures in the sports, entertainment and business worlds. If you want to understand how to achieve greatness and overcome adversity then listen to Yaeger share his personal insight from his work with such individuals as legendary coach John Wooden, Magive Johnson, Dick Hoyt, Walter Payton, and XChange Americas speaker Mark Cuban.
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10:00 pm - 11:30 pm |
After Dinner Party | |||||||
| Wednesday, August 25 | |||||
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7:00 am - 12:00 pm |
Registration/Attendee Assistance | ||||
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8:30 am - 9:30 am |
Solution Provider Breakfast |
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9:45 am - 10:30 am |
Tech Symposium |
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10:45 am - 11:30 am |
Premium Executive Content Track |
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Paid Admission Only
Topic: How to Build a $100 Million VAR Organization: Balancing Organic Growth & Aggressive M&A: Hear directly from a solution provider that has built a successful VAR organization by focusing on a combination of organic growth and savvy M&A. Many solution providers believe they have what it takes to grow but make fundamental mistakes along the way especially in trying to place a value on their business or a fair price for an acquisition target. Hear from an M&A master whose goal is not only smooth integration of acquired companies but a fierce drive for organic growth from his existing businesses. This session will help you understand the risks associated with growth and how to think strategically. "Growth is not our primary goal but the byproduct of being great," says one fast-growing VAR. This session will be led by Mont Phelps, CEO of NWN, a VAR500 Executive and CRN Fast Growth company.
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10:45 am - 11:30 am |
2 Concurrent Sessions |
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Topic:
Cloud Marketing 101 Most vendors have mobilized their product and channel teams to leverage their cloud offerings, but has the average VAR positioned his or her organization properly to profit from the market’s appetite for cloud solutions? This panel of VARs, moderated by SaaS marketing expert Peter Cohen, will share their experiences marketing and selling cloud solutions. Learn what works and what doesn’t and get a head-start on building a bulletproof cloud marketing plan that will make your rivals quake in their boots. Topic: Growth Verticals—Public Sector & Healthcare Big verticals, big opportunities … but beware before you leap. Many VARs salivate when they see the huge budgets associated with federal, state, local and education departments not to mention the opportunity driven by health-care reform. Our speakers will help you secure those dollars, avoid the minefields and gain a deeper foothold in these two growing vertical markets. Help shape your business strategy, identify technology partners and build the services you need to thrive in public sector and health care. Hear from experts who have built successful vertically focused businesses. |
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11:30 am - 12:00 pm |
Hotel Check Out | ||||
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12:00 pm - 1:30 pm |
XChange XCellence Awards Luncheon | ||||
