August 17-20, 2008
XCHANGE'08
Previous Show:
Agenda
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| Sunday, August 17 | |||||
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12:00 pm - 8:00 pm |
Registration  | ||||
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12:00 pm - 2:00 pm |
Demo Rooms Open | ||||
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2:15 pm - 3:00 pm |
Solution Provider Orientation Sponsored by ADTRAN |
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3:15 pm - 4:00 pm |
Vendor World Premiere Sponsored by VMware |
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Speaker: John Schwan, Director of Global Partner Resource Center
VMware: “Working Together to Accelerate Value” Virtualization adoption continues to grow rapidly and is a huge initiative for your customers in 2008. Learn why VMware is the proven choice for a virtualization partnership with its commitment to the channel, strong field engagement principles and enhanced VMware VIP Partner Program benefits. Plus, learn how the new Alliance Affiliate Initiative rewards solution providers who joint sell with VMware Technology Alliance Partners.
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4:15 pm - 5:00 pm |
General Session |
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Own Your Opportunity Now Hands-On Tactics for Increasing Profits and Accelerating Growth Speaker: Ryan Morris, Practice Director, WW Channel Development & Consulting, IPED, Everything Channel It’s one thing to own a business … but entirely another to own the opportunity that business exists to serve. Too many companies mistakenly believe that opportunities exist simply because they offer a product or service – and therefore they generate inconsistent results and random growth. But successful companies recognize the need to carve out a space in a market in which they can operate profitably, and then protect that space from competitors. As a result, their performance and profits are not left to chance. In this session, the Institute for Partner Education and Development (IPED) will share its latest research on market dynamics that drive the technology industry – and how those forces will affect solution providers today and tomorrow. Participants will learn: - What are the general and specific market conditions that affect the business opportunity for solution providers – and how should solution providers respond? - What is the highest level of gross margin and net income a solution provider can realistically achieve in today’s market conditions? - What specific strategies and tactics are proven to cause “best in class” growth and profit for solution providers who sell hardware, software, and services to business customers? |
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5:15 pm - 6:15 pm |
Tech Symposium Sponsored by Intel |
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The Tech Symposium is an hour session where one vendor is allocated 45 minutes to demo product, address and educate attendees on their channel programs and/or products. Join in on this interactive session with Q&A time to follow demonstration.
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6:30 pm - 7:15 pm |
Microsoft Keynote |
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Microsoft Virtualization: The Demand, The Opportunity
Virtualization is one of the hottest industry trends and one of the fastest growing and exciting technologies in the market. It is changing the way companies fundamentally deploy and manage their IT infrastructure. Microsoft is delivering exciting new server, desktop and management offerings, creating tremendous opportunities for our partners. Learn what you and your customers can expect, and how to realize new solutions and services opportunities.
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7:15 pm - 8:30 pm |
Vendor Reception Sponsored by Accenture |
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7:15 pm - 8:30 pm |
Solution Provider Reception Sponsored by AMD |
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10:00 pm - 12:00 pm |
D&H Midnight Munchies |
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D&H participating vendors and solution providers only
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| Monday, August 18 | |||||
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7:00 am - 6:00 pm |
Registration | ||||
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7:30 am - 8:15 am |
Solution Provider Breakfast Sponsored by Cymphonix |
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8:00 am - 4:00 pm |
Vendor Lounge Sponsored by MarketStar |
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Take a break, 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 |
Vendor Content Session Sponsored by IPED |
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Speaker: Toni Clayton-Hine, Vice President/Managing Director, IPED, Everything Channel
As vendors devote more time to partner enablement in an effort to increase share of wallet from high potential partners, channel sales and marketing managers will need to customize their approach by partner business model and competency. IPED research has indentified five specific actions that can be taken to improve partner engagement and evaluate partner capacity. This interactive discussion will share the key findings of this research and set a platform to share best practices from the vendor community.
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8:30 am - 11:15 am |
XChange Boardroom Appointments | ||||
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9:30 am - 10:15 am |
Vendor Content Session Sponsored by Next Level |
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Increase Sales – Improve Partner Loyalty – Optimize New Partner Leads Get the most from your partner base and optimize your leads with Next Level Sales Engagement Services from Everything Channel. This 45-minute session will explain how Channelytics®, the industry’s most comprehensive sales and marketing analytics solution, can quickly and affordably consolidate, analyze and interpret your sales and marketing data to increase your profits. Don’t miss this opportunity to learn everything about Next Level, Everything Channel’s newest service which can help you quickly seize opportunities and grow your sales. As you focus your sales and marketing expertise on proven, productive Channel partners, Next Level’s Sales Engagement Services can locate and qualify new partners, and help develop them into tomorrow’s top sellers.
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10:00 am - 3:00 pm |
Exhibitor Set-up | ||||
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10:30 am - 11:15 am |
Vendor Content Session Sponsored by Accenture |
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Exploding Channel ROI: The Need for Collaboration in High Tech Selling Market trends are driving fundamental change in how vendors and channel partners need to engage. It is becoming increasingly important to understand how to maximize channel partner ROI. The ability to execute will determine who survives and thrives and who does not. To be successful in this new world, companies must learn to enable collaborative environments where the right resources can be brought together to use information and drive productive outcomes. The “Collaborative Business Model of the 21st Century” is upon us. Collaboration can be a strategic differentiator. High performance execution will be driven by harnessing this learning to implement collaborative business models, processes and technology
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11:30 am - 12:15 pm |
Vendor World Premiere Sponsored by IBM |
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Targeting growth with IBM Speaker: Rich Hume, General Manager, Global Business Partners There are unique shifts and changes taking place in the IT market, with significant opportunities for IBM Business Partners to achieve growth and deliver client value. IBM is deeply committed to its Business Partners' success. Learn how we can jointly target increased differentiation, business value and profitable growth.
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12:15 pm - 1:00 pm |
Solution Provider Luncheon Sponsored by McAfee |
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1:15 pm - 2:00 pm |
General Session - CIO Panel |
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Moderator: Robert DeMarzo, Editorial Director & Senior Vice President, Everything Channel
In this interactive session, solution providers will have the opportunity to learn from a panel of CIOs about the needs of today’s customers. Discover how to enhance your customer relationships and provide lasting value to end users through income-generating products and services.
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2:15 pm - 3:00 pm |
Vendor World Premiere Sponsored by EMC/RSA Security |
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Speaker: Pete Koliopoulos, Vice President, Global Channel Marketing, EMC Corporation
Accelerating Your Customers' Business: Harnessing the Power and Protection of Information Information has the power to change your customers' world when it is intelligently and efficiently stored, protected and managed. EMC's partners are key to making customers' information fit and ready for use. Through EMC’s partner programs such as the Velocity² Partner Program and the RSA SecurWorld™ Partner Program, EMC develops mutually rewarding partnerships through opportunity development and incentives, ease of doing business and access to industry-leading solutions that address a broad range of end users from large enterprises down to the home user. This session provides an overview of this opportunity for channel partners and highlights the EMC and RSA partner profitability models.
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3:00 pm - 5:30 pm |
Solutions Pavilion Open | ||||
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5:30 pm - 7:00 pm |
Demo Rooms Open | ||||
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5:30 pm - 7:00 pm |
Women in Technology Reception |
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By Invitation Only
The reception is in honor of all women of the channel for their hard work, dedication, and accomplishments. Everything Channel has partnered with Dress For Success, 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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7:00 pm - 8:00 pm |
Solution Provider Reception |
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Solution Providers and ARC Sponsoring Vendors Only
Sponsored by:
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7:00 pm - 8:00 pm |
Vendor Reception Sponsored by IPED |
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Vendors Only
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8:00 pm - 10:00 pm |
Annual Report Card Awards Gala |
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Open to all attendees of XChange '08
Who will be named a 2008 VARBusiness ARC Company of the Year? The VARBusiness Annual Report Card (ARC) Awards Event is one of the most eagerly awaited Channel events of the year. Taking place at XChange '08 in Dallas, Texas, this is the night the top channel executives and leading Solution Providers gather together to learn which technology vendors will be named a VARBusiness ARC Company 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 a VARBusiness ARC Company 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 Everything Channel’s Executive of the Year. The ARC Awards event features a formal cocktail reception, elegant sit-down dinner, exciting awards presentation and special guest President George Bush via the humor of comedian Steve Bridges. Sponsored by:
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10:00 pm - 12:00 pm |
After Dinner Reception |
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Sponsored by:
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| Tuesday, August 19 | |||||
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7:00 am - 6:00 pm |
Registration Open | ||||
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7:30 am - 8:15 am |
Solution Provider Breakfast Sponsored by QlikView |
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8:00 am - 4:00 pm |
Vendor Lounge Sponsored by MarketStar |
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Take a break, 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 |
General Session - "Faletra On The Record" |
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Speaker: Robert Faletra, CEO, Everything Channel
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 UBM in 1989, and was named president in January 2001. After growing Everything Channel by 50 percent, Faletra took on the role as CEO of the newly created Everything Channel in February 2008. Faletra's On The Record keynotes at XChange have become wildly popular over the years, and they are always lively, open and engaging. In the latest installment of On The Record, Faletra will examine the current trends impacting the IT channel, explore how different types of Solution Providers are conducting business and consider 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.
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9:30 am - 10:15 am |
Vendor Content Session Sponsored by MarketStar |
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Six Secrets to Diagnosing the Health of Your Channel Program During an economic downturn, protecting your channel health has never been more important. In this one-of-a-kind 45-minute vendor content session, MarketStar will reveal six secrets to ensuring a healthy 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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9:30 am - 10:30 am |
XChange Boardroom Appointments | ||||
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9:30 am - 3:30 pm |
Channel Leadership Forum |
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By Invitation Only
IPED hosts the Channel Leadership Forum 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. The research presented for the second Channel Leadership Forum session of 2008 will cover topics surrounding growth expectations of solution providers in the next 12-18 months. The research zeroes in on new target markets for partners to sell existing solutions to net-new customers or by developing fresh competencies that will appeal to their current customer base.
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10:30 am - 12:30 pm |
Solutions Pavilion Open | ||||
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12:30 pm - 2:30 pm |
Exhibitor Breakdown | ||||
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12:45 pm - 1:30 pm |
Solution Provider Luncheon Sponsored by Tech Data |
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1:45 pm - 2:30 pm |
Vendor World Premiere Sponsored by HP |
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Speaker: Adrian Jones, VP and General Manager, Americas Solution Partners Organization
It’s Time: HP ignites partner growth for a new era of success The time has come! HP’s industry-leading PartnerONE program is set to deliver even more partner opportunity, offering new enhancements that will better prepare, equip and reward channel partners for growth. Join Adrian Jones, vice president and general manager, Solution Partners Organization – Americas, HP, to learn about how HP can help you move up to become a more valued advisor to your customers. Now is the time. The clock is ticking!
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2:45 pm - 4:20 pm |
XChange Boardroom Appointments | ||||
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3:00 pm - 3:45 pm |
Vendor Content Session |
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Helping VARs Increase Capacity via Productivity Tools Everything Channel invites you to a 45-minute panel discussion with Everything Channel’s key strategic partners to discuss how, through new productivity tools and services, technology vendors can help their channel partners work at a higher capacity and sell more product through the channel. Topics include: • Reducing the time and errors in complex technology bids. • On demand product pricing and availability • Automating the management of your partner incentive programs
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4:30 pm - 5:30 pm |
Tech Symposium Sponsored by Ricoh & Oracle |
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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 in on this interactive session with Q&A time to follow each demonstration.
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5:45 pm - 6:30 pm |
3 Concurrent Sessions |
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Women In Technology Panel Moderated by Toni Clayton Hine, Vice President and Managing Director, IPED, Everything Channel More women than ever before are climbing the executive ranks of the technology channel, both on the vendor side and at solution provider companies. Want to learn from their experiences? Don't miss this interactive session with a panel of women channel executives who will share their success stories and provide insight and real-world advice on growing your visibility and clout in the market today. Successful Lead Generation Moderated by Steve Burke, Editor/News, Everything Channel & Craig Zarley, Industry Editor, Everything Channel Getting good qualified leads is one of the most difficult, but important aspects of growing your business. This workshop session will feature brainstorming focused on practical lead generation techniques that solution providers can implement mmediately in their day to day business. After The Servers Are Virtualized? Desktop Virtualization, The Next Big Thing Speaker: Joe Kovar, Senior Editor, CRN/ChannelWeb, Everything Channel Server virtualization has become one of the fastest-growing parts of the IT business, with IDC estimating that the number of virtual servers deployed will rise 41 percent annually through 2010, resulting in 7.9 million virtual servers implemented on 1.7 million new physical servers. But that’s nothing compared to the potential for the next part of the virtual data center: desktop PC virtualization. Thanks such companies as VMware and Citrix, who along with up-and-coming vendor Microsoft are building a virtual server infrastructure, those vendors plus a host of smaller established and startup companies are developing technology that could see desktop PCs replaced by tiny, energy-saving devices that allow full PC functionality. And the potential is huge, with up to 30 million virtual desktop PCs going in place over the next three years, according to IDC. The biggest benefactor of the move to virtualize desktop PCs will be solution providers who, with their insight into their customers’ businesses, can help clients decide if and when desktop virtualization is right, and the best way to implement it. Join CRN and ChannelWeb senior editor Joseph F. Kovar for an in-depth look at different desktop virtualization technologies and how this fast-growing new technology could provide incredible opportunities to solution providers looking for the Next Big Thing. |
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6:30 pm - 8:00 pm |
Demo Rooms Open | ||||
| Wednesday, August 20 | |||||
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7:30 am - 12:00 pm |
Registration Open | ||||
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7:45 am - 8:30 am |
Solution Provider Breakfast in XChange Appointment Rooms | ||||
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8:30 am - 10:00 am |
XChange Boardroom Appointments | ||||
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9:00 am - 11:00 am |
Vendor Lounge Sponsored by MarketStar |
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Take a break, 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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10:15 am - 11:00 am |
Vendor World Premiere Sponsored by Dell |
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Speakers: Greg Davis, VP / GM, Americas Channel Group; Donna Troy, VP / GM, Corporate Accounts; Erik Dithmer, VP, Small & Medium Business Sales
It’s been one year since Dell announced its intention to launch a partner program, and the goal remains to reduce cost, complexity, and conflict for partners. In a joint presentation and panel discussion, hear from three Dell executives – across Dell’s channel and direct businesses – about Dell’s commitment to the channel in every area of the organization, the evolution of PartnerDirect over the last year based on partner feedback, and a view to the future for Dell partners.
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11:15 am - 12:00 pm |
3 Concurrent Sessions |
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Leading Edge, Bleeding Edge or Over the Edge? New Tech Examined by the Everything Channel Test Center Moderated by Ed Moltzen, Managing Editor, CRN Test Center, Everything Channel From Microsoft Exchange running on Server 2008, to iPhone integration on the network, to newer, energy-efficient PCs and components, the Test Center has been examining some of the industry's newest technologies and products. During this session, technical editors will provide an overview of the best and the worst they've seen this year and offer live demonstrations of some of them. M&A Panel - When It’s Time To Sell Moderated by Larry Hooper, Vice President/Editor, ChannelWeb Despite the economic turmoil, solution providers looking to sell their businesses will find a ready market. If you are considering a sale, don’t miss this in-depth panel on what you need to know. Everything Channel Vice President and ChannelWeb Editor Larry Hooper hosts a panel of experts to walk you through what you need to know, and what you can expect. MASH UP – Gathering of like - minded professionals who meet to discuss and debate what matters most in their world. Moderated by Lisa Mackenzie, VP, National Associate Publisher, Everything Channel Welcome to XChange ‘08 Un-conference MASH UP Session where all attendees are invited to share channel knowledge and experiences in an open , collaborative environment! Led by Lisa Mackenzie, VP, National Associate Publisher, Everything Channel this discussion is designed to have content driven by the audience – get your questions answered, offer insight, hear different perspectives and opinions. This session promises to be lively, open and engaging on current channel trends. |
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12:00 pm - 1:15 pm |
One-on-One's/Lunch Served | ||||
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1:15 pm - 2:00 pm |
XChange XCellence Awards Presentation |
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