August 17-20, 2009
XCHANGE '09
Previous Show:
Agenda
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| Monday, August 17 | |||||
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8:00 am - 12:00 pm |
Pre-event Workshops-sponsored by: IBM, Redhat, Samsung Printers & Xerox  |
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(Select Attendees Only)
Location: See Individual Appointment Schedule
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11:30 am - 7:30 pm |
Registration Open |
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Location: Potomac Ballroom Foyer
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12:00 pm - 2:00 pm |
Demo Rooms Open & One-on-One Meetings |
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Location: 2nd Floor - Across Cherry Blossom Foyer
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2:00 pm - 2:45 pm |
Solution Provider Orientation sponsored by Websense |
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2:30 pm - 6:30 pm |
Exhibitor Set-up |
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Location: Exhibit Hall C
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3:00 pm - 3:15 pm |
Everything Channel Opening Remarks |
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3:15 pm - 4:00 pm |
General Session: RE-BOOT / RENEW: Building a Solution Provider Business That Can Thrive in the New IT Channel |
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It’s August 2009. And things have changed. In the aftermath of a seismic shift in customer demand, spiraling competition, and an unprecedented global recession, the IT channel stands at the precipice of a brand new market opportunity. And while there’s plenty of uncertainty and debate about how to proceed, this much is perfectly clear: the old rules no longer apply.
On the one hand, this change is exciting and full of possibilities for growth and profit. On the other hand, it’s incredibly challenging for solution providers who have spent a career building a business according to an outdated set of conditions. And the stakes simply couldn’t be higher. Decisions you make today about how you’ll approach this new set of opportunities and challenges will determine your results for years to come. So what will you do next? By definition, solution providers will need new skills and new ways of doing business. But you can’t afford to guess … you need to build a business that’s designed to thrive on purpose. In this session, the Institute for Partner Education and Development (IPED) will share specific tactics for adapting your solution provider business to the new market realities and position your business for success. Location: Potomac Ballroom A
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4:15 pm - 5:00 pm |
IBM World Premiere: Partnering to build a smarter planet |
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Through pervasive instrumentation and interconnection, almost anything can become digitally aware, networked and intelligent. These new capabilities could not be more timely. Even in today's environment, businesses are willing to invest in IT solutions – if they cut costs, drive efficiency and productivity, preserve capital, and create competitive advantage. And that's exactly what "smarter" solutions do.
Learn how we can work together to provide immediate answers to businesses' most urgent questions – and then open up a profoundly different long-term conversation with them. Speaker: Robert W. Moffat, Jr. Senior Vice President and Group Executive, Systems and Technology Group, IBM Location: Potomac Ballroom A
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5:15 pm - 6:30 pm |
Boardroom Appointments |
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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 Integrators and help you structure your channel programs.
Location: See Individual Appointment Schedule
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6:45 pm - 7:45 pm |
Tech Symposium sponsored by Panasonic Toughbook & Symantec |
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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 this interactive session with Q&A time to follow each demonstration.
Location: Potomac Ballroom A
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7:45 pm - 9:30 pm |
Solutions Pavilion Open & One-on-One Meeting/ Reception |
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Location: Exhibit Hall C
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9:30 pm - 11:30 pm |
D&H Midnight Munchies |
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Location: National Harbor 10
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| Tuesday, August 18 | |||||
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7:00 am - 5:30 pm |
Registration / Assistance Desk Open |
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Location: Potomac Ballroom Foyer
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7:45 am - 8:30 am |
Solution Provider Breakfast sponsored by SonicWALL |
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(Solution Providers Only)
Location: Potomac Ballroom C
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8:40 am - 11:25 am |
Boardroom Appointments |
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Location: See Individual Appointment Schedule
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9:00 am - 9:45 am |
Vendor Content Session: Maximizing Service Revenues |
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Learn how to generate new, recurring revenues by developing 100% of your installed base opportunity.
Do you have? Please join us to learn how Everything Channel can help you market and sell service contracts and subscription agreements. Location: Chesapeake 5
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10:00 am - 10:45 am |
Vendor Content Session: Managing, Measuring, And Optimizing Sales And Marketing Performance |
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Looking for cost effective, web-based applications and services to assist you in managing sales and marketing?
Do you need? Sales: Marketing: If you answered “yes” to any of these, please join us to learn how Everything Channel’s web-based solutions can accelerate and automate your sales and marketing to deliver accountability and increase ROI. Location: Chesapeake 5
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11:30 am - 12:15 pm |
EMC/RSA World Premiere: Building for the Future: Efficiently Maximizing the Power and Protection of Information |
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With the Digital Universe growing faster than originally estimated, your customers' data centers increasingly need to have efficient storage and security solutions in place. However, in the current economic climate, these same customers are expected to achieve more with less. Organizations can address these IT challenges by leveraging virtualization, deduplication, cloud computing, security and many other game-changing solutions.
EMC along with their partners are uniquely qualified to help their customers assess, implement, and optimize any one of these new IT solutions with unmatched expertise and experience, combined with the broadest range of industry-leading solutions. Through EMC's partner programs such as the Velocity² Partner Program and the RSA SecurWorld (tm) 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. Speaker: Pete Koliopoulos VP Global Channel Communication and Alliances, EMC Location: Potomac Ballroom A
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12:00 pm - 1:00 pm |
Vendor Luncheon sponsored by MarketStar |
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Location: Chesapeake 10-12
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12:15 pm - 1:00 pm |
Solution Provider Luncheon sponsored by ConnectWise |
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(Solution Providers Only)
Location: Potomac Ballroom C
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1:15 pm - 2:00 pm |
General Session: Sprout, Recognition of Innovative Technology Startups sponsored by Cisco |
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The next wave of innovation and technology revolution is building, right now, in rented office space, in garages - - even tables at coffee shops. Today’s startups are hard at work developing tomorrow’s cutting edge products. Because of the importance of this work, Everything Channel will recognize technology’s top startups in the August issue of CRN magazine, as well as at XChange ’09.
We are now calling for startups to apply for recognition in several categories in our first annual Sprout Awards. Companies must have launched no earlier than 2006, and have products on the market for no longer than a year. To make a submission today click here or visit: http://www.sproutstartup.com/events/washington2009.asp Location: Potomac Ballroom A
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2:00 pm - 4:00 pm |
Solutions Pavilion Open & One-on-One Meetings |
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Location: Exhibit Hall C
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4:15 pm - 5:15 pm |
Tech Symposium sponsored by Xerox and Oracle |
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Location: Potomac Ballroom A
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5:30 pm - 6:15 pm |
Microsoft Keynote: Harness the Power |
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Microsoft has always been a channel focused company recognizing our partner ecosystem as one of our most important assets. Highly valued as a critical component to growth we continue to significantly invest in our partner channel, understanding the importance and value of these relationships – the relationship between partners, between partners and customers, and with us. The ability to make meaningful connections is what delivers real business value to customers, and increases the opportunity and profitability for our partners.
Join Eric Martorano, Director of Partner Strategy & Satisfaction, and the Microsoft team to learn more about the new waves of innovation coming from Microsoft, such as Windows 7. During this special Keynote session, Eric will discuss the continued investment that Microsoft is making in the channel through the launch of the Microsoft Partner Network, as well as the numerous channel incentives currently available to partners, increasing partner profitability and delivering a roadmap to success. Location: Potomac Ballroom A
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6:15 pm - 7:30 pm |
Demo Rooms Open & One-on-One Meetings |
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Location: 2nd Floor - Across Cherry Blossom Foyer
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6:30 pm - 8:00 pm |
Channel Chiefs Executive Briefing |
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A Channel Chief is an IT Executive who presents the channel’s value to all their company's business units. Channel Chiefs help promote and execute effective channel partner programs and strategies by working with solution providers, thereby building long-term relationships and developing trust with the solution provider community.
This powerful networking session is open to a select group of channel chiefs and solution providers.
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| Wednesday, August 19 | ||||||||
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7:00 am - 5:30 pm |
Registration / Assistance Desk Open |
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Location: Potomac Ballroom Foyer
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7:30 am - 8:15 am |
Solution Provider Breakfast sponsored by Juniper |
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8:30 am - 9:30 am |
General Session: Social Networking: How to Make the Business Connection |
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Whether you spend time blogging, tweeting or updating Facebook social networking is serious business with ramifications for your company’s brand, image, product development or customer support activities. What started as a consumer fad—with roots dating back to BBS for those with long memories—is now an attraction for millions of users who have integrated social networking sites into their daily lives.
These sites allow total strangers to connect and share ideas or make important business connections or better yet help to solve pressing business and technological problems. There is no stopping this trend, this evolution so you better understand it and master it before you miss the opportunity. At its core, social networking is just another way IT is changing and impacting the way businesses and executives behave and interact with customers and partners. This general session featuring acclaimed social networking expert Andrew McAfee will answer two questions: What do you need to know and what action do you need to take today? McAfee coined the phrase Enterprise 2.0 and is currently a principal research scientist at the Center for Digital Business in the MIT Sloan School of Management and a fellow at the Harvard’s Berkman Center for Internet and Society. McAfee will present his views on how social networking is reshaping the business landscape. He will then be joined by Robert Faletra, Everything Channel CEO, for conversation on how those trends are impacting the IT industry and specifically the channel today. Location: Potomac Ballroom A
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9:30 am - 3:30 pm |
IPED 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 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. Location: Potomac Ballroom D
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9:45 am - 11:20 am |
Boardroom Appointments |
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Location: See Individual Appointment Schedule
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9:45 am - 10:30 am |
Vendor Content Session: Demand Generation: Building Your Partner Pipeline And Increasing Sales |
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Find, qualify and nurture customer business opportunities with Everything Channels’ comprehensive suite of Demand Generation Services.
Right now is the best time to accelerate the marketing of your business. Learn how Everything Channel can help you to successfully promote your business and build your pipeline of new customer opportunities. Location: National Harbor 15
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10:45 am - 11:30 am |
Vendor Content Session: Meet The Editors |
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Location: National Harbor 15
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11:30 am - 12:15 pm |
HP World Premiere: Make it Count with HP: Leveraging the power of partnership for success |
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Over the course of this year, HP has committed to digging deeper with partners to find opportunities for success, and when HP talks about its commitment to the Channel and its investment in partners, it’s not just lip service – the results speak for themselves. HP is serious about partnership, and that means providing real support and real opportunities for partners to go out and win in the market. As we’ve said, it’s what’s inside HP that counts from the company’s personal commitment to partners and real access to executives to solid business opportunities and HP’s industry-leading PartnerONE program. Join Adrian Jones, vice president and general manager, Americas Solution Partners Organization – HP, to find out how to leverage what’s inside partnership with HP and how to make it count!
Speaker: Adrian Jones, VP & General Manager, HP Location: Potomac Ballroom A
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12:15 pm - 1:15 pm |
Solution Provider Luncheon sponsored by McAfee |
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(Solution Providers Only)
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1:30 pm - 3:05 pm |
Boardroom Appointments |
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3:05 pm - 4:30 pm |
Solutions Pavilion Open & One-on-One Meetings |
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Location: Exhibit Hall C
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4:45 pm - 5:30 pm |
Concurrent Session #1: Women in Technology sponsored by Cisco, IBM, Epson Image Way & NetApp |
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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. Moderated by Rauline Ochs, Senior Vice President/Managing Director, IPED, Everything Channel Panelists include: Location: Potomac 1
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4:45 pm - 5:30 pm |
Concurrent Session #2: Telecommunications |
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Boosting Sales with Telecom Services: If you’re not working with service providers to sell telecommunications offerings such as Ethernet services and hosted VoIP services, you might be leaving money on the table.
Join this interactive session featuring a panel of your peers to learn about the opportunities you might be missing. Moderated by Jenn Follett, Managing Editor, Everything Channel Location: Potomac 3
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4:45 pm - 5:30 pm |
Concurrent Session #3: Channel Challenge: Selling into the New SMB Market |
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The global economic downturn has fundamentally changed the way that SMBs make technology purchase decisions. The challenging environment has forced businesses to reevaluate all investments, IT included, to ensure alignment with overall business and financial goals. In this session, IPED will provide insight into the “who” and “how” of SMB IT purchase decisions, and provide specific recommendations on changes that vendors and partners can make to stay in tune with this evolving market.
Speaker: Ryan Brock, Director of Consulting, IPED Location: Potomac 5
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5:30 pm - 7:30 pm |
Exhibitor Breakdown | |||||||
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5:30 pm - 6:30 pm |
Demo Rooms Open & One-on-One Meetings | |||||||
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6:00 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. Location: Potomac 1 Foyer
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7:00 pm - 7:30 pm |
Pre-ARC Cocktail Reception |
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Location: Potomac Ballroom Foyer
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7:30 pm - 10:00 pm |
Annual Report Card Awards Gala sponsored by Cisco, IBM, Lenovo, Samsung & Toshiba |
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Everything Channel’s Annual Report Card (ARC) Awards Event is one of the most eagerly awaited Channel events of the year. Taking place at XChange '09 in Washington, DC, this is the night the top channel executives and leading Solution Providers gather together to learn which technology vendors will be named one of Everything Channel’s 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 one of Everything Channel’s 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. Location: Potomac Ballroom A
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10:00 pm - 11:30 pm |
Cisco Lounge sponsored by Cisco |
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After the ARC Gala, head over to the Cisco Lounge for networking and fun.
Location: Potomac Ballroom C
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| Thursday, August 20 | ||||||||
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7:30 am - 12:00 pm |
Registration / Assistance Desk Open |
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Location: Potomac Ballroom Foyer
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8:00 am - 8:45 am |
Solution Provider Breakfast sponsored by Fujitsu |
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9:00 am - 9:45 am |
Dell World Premiere |
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At Dell, our goal is to be the vendor of choice for the channel. We are continuing to make investments to enhance the partner experience, including improvements to the PartnerDirect portal and our channel services offerings, and the debut of Dell’s new Find-a-Partner capability. Greg Davis, Vice President and General Manager of Dell’s Global Commercial Channels, will share his vision for how Dell is working with the channel to better enable partners and help them succeed.
Location: Potomac Ballroom A
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10:00 am - 10:45 am |
Concurrent Session #1: Windows 7 |
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Microsoft is launching its first, new desktop OS in almost five years with Windows 7. For solution providers, there will be significant opportunity but also potentially serious pitfalls to avoid.
This session will separate the gold mines from the land mines as Windows 7 gets ever closer to its launch date. Location: Potomac 1
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10:00 am - 10:45 am |
Concurrent Session #2: Next Generation Services: A Path to Profitability |
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We all know that services continue to be an increasingly critical component of a partner's business portfolio. As the industry shifts towards hosted and "as a service" solutions, one key question that remains is how to make this new model sustainable and profitable for vendors and partners alike. In this session, IPED will profile vendors and partners that have successfully made this transition, and will offer specific guidance on best practices towards building next generation services business models based on its latest research.
Location: Potomac 3
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10:00 am - 10:45 am |
Concurrent Session #3: Reinventing Yourself During Tough Times |
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A roundtable workshop session led by Steve Burke and Jen Follett where VARs can brainstorm and share creative strategies for surviving and thriving in a tight economy.
Location: Potomac 5
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11:00 am - 11:45 am |
General Session: CIO Panel |
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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. Moderated by Robert C. DeMarzo, Senior VP, Editorial Directo, Everything Channel Panelists include: Location: Potomac Ballroom A
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11:45 am - 12:15 pm |
Hotel Check-Out | |||||||
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12:15 pm - 1:30 pm |
XCellence Awards Networking Luncheon / One-on-One Meetings |
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Location: Potomac Ballroom C
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