April 25-27, 2007
GOVERNMENT INTEGRATOR 07
Previous Show:
Agenda
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| Wednesday, April 25 | ||
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12:00 pm - 7:00 pm |
Registration  | |
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12:30 pm - 2:00 pm |
GovernmentVAR 100 Power Lunch |
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Celebrating the GovernmentVAR 100 The GovernmentVAR 100 is the exclusive clubhouse of the biggest and best solution providers and integrators in the public sector IT channel. They represent true success in generating technical innovation, business opportunity and revenue in federal, state, local and education channels. GovernmentVAR salutes these leaders of the public sector channel at this luncheon that will highlight their successes. |
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2:00 pm - 4:00 pm |
Networking Suites Open | |
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3:00 pm - 5:30 pm |
Exhibitor Set-up | |
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4:00 pm - 4:45 pm |
General Session - Keynote Speaker |
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Presented by: Teri M. Takai, State of Michigan CIO and Director, Michigan Department of Information Technology
Recently elected president of NASCIO, Teri M. Takai will provide insight and advice to the contracting community about best practices when selling to state government, the technologies that are expected to be top priority in the upcoming year, and the latest challenges facing state government; both in terms of IT capabilities as well as the processes of procurement. Takai will highlight the biggest mistakes made by contractors approaching state government and how small businesses can get in on the large state contracts. This session promises to be a lively and interactive discussion. |
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5:00 pm - 5:45 pm |
2 Concurrent Sessions |
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(1) Concurrent Session: Government Satisfaction Town Hall Moderator: Lawrence Walsh, Editor, GovernmentVAR What is the state of the public sector channel? How satisfied are solution providers with their vendor partners. GovernmentVAR editor Lawrence M. Walsh moderates this town hall of XChange attendees on how they perceive the health of the public sector channel, what they need from vendors and distributors, and the challenges they face in attaining success. (2) Concurrent Session: Small Disadvantaged VARs Moderator: Jill Aitoro, Senior Editor, GovernmentVAR The government provides incentives for disadvantaged solution providers (small, minority-owned, women-owned, HUD-zoned, and disabled veteran owned businesses), but that doesn’t guarantee success. GovernmentVAR senior editor Jill Aitoro leads a discussion of leading disadvantaged solution providers on the best practices for success and how they plan to graduate from their protected status. |
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6:00 pm - 6:45 pm |
Vendor World Premiere - HP |
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Maximizing IT Investments in the Public Sector
Speaker: Mike Humke, Director of Public Sector Sales, Solution Partners Organization, Americas – HP Selling into the Public Sector – whether federal, state or local – presents unique challenges in timing, regulatory compliance and contract management. Please join Mike Humke, Director of Public Sector Sales, Solution Partners Organization, Americas - HP to learn more about how HP is working with its partner resellers to increase success in the multi-billion Government and educational markets by helping customers maximize their IT investments, address budget constraints, and support new learning / teaching solutions. |
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7:00 pm - 9:00 pm |
Solutions Pavilion Reception | |
| Thursday, April 26 | ||
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7:00 am - 5:00 pm |
Registration Open | |
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7:15 am - 8:00 am |
Delegate Breakfast | |
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8:00 am - 4:00 pm |
Vendor Lounge - Sponsored by Marketstar |
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Come enjoy a complimentary chair massage, check your email or relax and refresh yourself with a snack at MarketStar’s Vendor Lounge. The lounge is open to vendors only throughout XChange Government Integrator. Don’t hesitate to stop by any time – between XChange appointments, Content Sessions or during a break on the exhibitor floor. |
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8:15 am - 10:15 am |
XChange Appointments | |
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8:30 am - 9:15 am |
Vendor Content Session - Sponsored by INPUT |
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Techniques for Finding and Qualifying Teaming Partners Speaker: Brian Haney, Vice President, Member Services INPUT, the authority on government business, will present a session on establishing winning teaming relationships. Teaming is a critical part of doing business with the government allowing vendors to deliver an integrated solution and meet small business requirements. We will address the importance of teaming and the critical success factors for both prime and subcontractors. |
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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 Public Sector Channel Don't let sales data be the only tool you use to assess the overall health of your public sector channel programs. Due to seasonal sales cycles, stringent authorization requirements, and unbalanced revenue streams, merely analyzing sales-out data to determine who your most important government reseller partners are is not sufficient. In this one-of-a-kind 45-minute vendor content session, MarketStar will reveal six secrets to ensuring a healthy government channel. For two decades MarketStar has helped hundreds of manufacturers develop and maintain healthy, balanced programs using proven go-to-market systems and intelligence. Our panel of experts will be on hand to share a plethora of real-world examples to illustrate how to put these intelligence systems to work for you. Also, two people in attendance will receive POLAR heart rate monitor watches. |
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10:30 am - 11:15 am |
Vendor World Premiere - IBM |
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Ignite New Growth and "Get the Public Sector Edge"
Expand Your Business Opportunities with IBM Public Sector Speaker: Pam Kaplan, Vice President of Marketing, IBM Public Sector More than $238 billion will be spent in 2007 in the Public Sector according to IBM market research, making Public Sector the world's largest market opportunity. IBM and IBM Business Partners are jointly pursuing this market with innovative solutions in government, education, healthcare and life sciences. Through investments in research, market intelligence, solution sales plans and Business Partner ecosystems, IBM is helping Business Partners "get the edge" in this complex environment. At this session, Pam Kaplan, vice president, IBM Global Public Sector Marketing will explore how IBM is sharpening Public Sector Edge for Business Partner success. |
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11:30 am - 12:30 pm |
General Session - Keynote Speaker |
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Presented by: Jovita Carranza, Deputy Administrator, SBA
Jovita Carranza, the recently appointed Deputy Administrator of the Small Business Administration (SBA), will offer valuable best practices for small businesses trying to win federal opportunities and large integrators seeking qualified small businesses as partners. Carranza will highlight key contracts set aside for the small disadvantaged business community in the coming year, reviewing the specific IT skill sets required and how solution providers can best position themselves to win awards. She will also update attendees on the latest enhancements to the federal small business program that promise to benefit qualified solution providers with increased access to contracting dollars. |
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12:30 pm - 1:30 pm |
Delegate Luncheon | |
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1:45 pm - 3:15 pm |
XChange Appointments | |
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3:30 pm - 4:15 pm |
2 Concurrent Sessions |
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(1) Concurrent Session: Secure College Campuses Moderator: Krizi Trivisani, Chief Information Security Officer at George Washington University Colleges and universities are among the most innovative IT environments. They are often the first to implement bleeding-edge technologies. And the are among the most open systems, making them prime targets for security breaches. Krizi Trivisani, Chief Information Security Officer at George Washington University, will detail the IT security needs of today’s college campuses and explore how solution providers can help schools protect their students, administrations and academic systems from attack. (2) Concurrent Session: Distribution Enablement Moderator: Alan Bechara, President of PC Mall Gov Solution providers often say that distribution is the necessary evil in the public sector channel. Others, however, say distribution can be the best route to market, if you take advantage of their enablement programs. In this panel discussion we will explore the programs offered by distributors that give solution providers a leg up in the government market. |
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4:15 pm - 5:45 pm |
Solutions Pavilion Open | |
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5:45 pm - 7:15 pm |
Exhibitor Teardown | |
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5:45 pm - 7:15 pm |
Networking Suites Open | |
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7:30 pm - 9:30 pm |
Government VAR Awards Reception |
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On Thursday, April 26th, GovernmentVAR will recognize channel companies at the GovernmentVAR awards during XChange Government Integrator. These awards are presented to solution providers that have overcome market challenges to succeed in the various segments of the public sector, as well as vendors that demonstrate true loyalty to the channel through dedicated support and resources. GovernmentVAR Awards sponsors include: Cisco, Oki Data, Oracle and Symantec. |
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9:30 pm - 10:30 pm |
"A DC Nightcap" - Cocktail Reception | |
| Friday, April 27 | ||
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7:00 am - 1:00 pm |
Registration Open | |
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8:00 am - 11:30 am |
Vendor Lounge - Sponsored by Marketstar |
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Come enjoy a complimentary chair massage, check your email or relax and refresh yourself with a snack at MarketStar’s Vendor Lounge. The lounge is open to vendors only throughout XChange Government Integrator. Don’t hesitate to stop by any time – between XChange appointments, Content Sessions or during a break on the exhibitor floor. |
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8:00 am - 8:45 am |
Delegate Breakfast | |
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9:00 am - 10:45 am |
XChange Appointments | |
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10:45 am - 11:15 am |
Check Out Time | |
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11:45 am - 12:45 pm |
General Session - Keynote Speaker |
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Presented by: Lurita Alexis Doan, GSA Administrator
The General Services Administration is supposed to be the government body that centralizes and standardizes government purchasing and contracting. It is, however, often criticized for inefficiencies. Even as GSA undergoes a massive reorganization, other federal agencies are pushing their own contracting vehicles to market. GSA Administrator Lurita Alexis Doan discusses the state of the agency, the changes being made to improve its service and support and how solution providers can better navigate the government bureaucracy. |
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12:45 pm - 2:00 pm |
XChange XCellence Awards Luncheon | |