March 8-11, 2009

XCHANGE SOLUTION PROVIDER '09

Agenda

Last edited on: 2009-03-19 12:31:54 CDT
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Sunday, March 08
11:30 am - 7:30 pm
Registration Open
Location: Grand Ballroom Foyer
12:30 pm - 2:00 pm
Demo Rooms Open
Location: 9th Floor of Hotel
2:15 pm - 2:45 pm
Solution Provider Orientation sponsored by Digium
(Solution Providers Only)

Location: Grand Ballroom A-B

   

3:00 pm - 3:45 pm
Opening General Session
Growth?!? Real Answers for Solution Providers in 2009

The housing market is floundering. The stock market is a roller coaster. And the economy at large is in shambles. Not a pretty picture. And yet, one thing is completely beyond debate: while some solution providers will struggle, others will grow in spite of the market conditions. In fact, a surprising number of solution providers expect to grow their businesses by more than 15% this year! Why are some solution providers seeing such different results?

In this session, IPED will provide a detailed analysis of the 2009 Solution Provider Growth Study - plus practical advice for improving your performance in a challenging economy. Specific topics to be covered include:

* Details on how the economy is affecting IT sales and solution provider profits
* Analysis of the specific behaviors that separate solution providers who grow from the rest
* 5 proven tactics for driving measurable growth in a down economy


Location: Grand Ballroom C


Ryan Morris
Practice Director, WW Channel Development & Education, IPED
Everything Channel 		   

4:00 pm - 5:45 pm
XChange Boardroom Appointments
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 to their core competencies and business models. This is an opportunity to interact with active, high-quality Solution Providers and help you structure your channel programs.


Location: See individual appointment schedule

   

6:00 pm - 6:30 pm
Vendor Keynote sponsored by Microsoft
Cloud Computing from Microsoft – What does Software plus Services mean for Business?
Microsoft’s Software plus Services (S+S) solutions provide the best choice for customers and partners to drive their business online and offline by enabling a seamless experience across the PC, Web, mobile phone and other devices.

In this keynote Microsoft will provide details of our Software plus Services vision, how partners can take advantage of new revenue streams through this technology delivery platform, and why Microsoft is best positioned to take advantage of this new business model.

  • Business value:
    Software + Services gives companies flexibility through choice. It puts control in the hands of customers and partners, building on IT investments in software and skills, and making technology accessible and affordable across the organization. This in turn creates incredible opportunities for Microsoft and its partners.
  • Enterprise credibility & services experience:
    Microsoft offers the unique blend of both credibility in the enterprise and a strong track record of delivering services to businesses and consumers, positioning the company to lead in the Software plus Services era.
  • Innovation:
    Microsoft continues to invest in R&D and deliver innovative solutions in both software and services, helping businesses do more with their IT resources. Businesses are benefiting from Microsoft’s ongoing investments in R&D. Microsoft is delivering innovative solutions which are intuitive, flexible, and empower people to excel.
  • Breadth of vision & ability:
    Microsoft’s S+S strategy is comprehensive, reaching businesses, consumers and developers by bringing together online and offline experiences, connecting people, data and devices, and bringing together the digital workstyle and lifestyle.


    • Location: Grand Ballroom C


    Shannon Day
    Director-Software plus Services
    Microsoft     		   

    6:45 pm - 7:30 pm
    2 Concurrent Sessions
    (1) Virtualization
    Presented by Samara Lynn, Technical Editor, Everything Channel

    The channel is only at the tip of the iceberg in delivering virtualization solutions for servers, appliances and desktops - - a market that allows VARs to increase their sales of hardware, software and solutions while providing added value in IT like never before. Technical Editor Samara Lynn hosts this session that dives into specific areas of opportunity using both new and mature virtualization solutions.



    (2) Finding and Keeping the Best Talent
    Moderated by Steve Burke, Editor/News, Everything Channel and Jennifer Follett, Managing Editor, Technology, Everything Channel

    A company is only as good as its employees, and, for many solution providers, finding and retaining IT sales and technical talent is an ongoing battle. Come to this workshop session to brainstorm the best ideas for hiring, compensating and keeping your staff of sales and technical experts to help ensure the success of your solution provider business.

    Location: Virtualization - Maurepas Room (3rd Floor) Finding and Keeping the Best Talent - Nottaway Room (4th Floor)
    7:30 pm - 8:30 pm
    Welcome Reception
    (Open to ALL Attendees)

    Location: Armstrong Ballroom (8th Floor)
    9:30 pm - 11:30 pm
    D&H Midnight Munchies
    (D&H Participating Vendors & Solution Providers only)

    Location: Waterbury Ballroom

       

    Monday, March 09
    7:00 am - 5:00 pm
    Registration Open / Information Desk
    Location: Grand Ballroom Foyer
    7:30 am - 8:15 am
    Solution Provider Breakfast sponsored by Juniper
    (Solution Providers Only)


    Location: Grand Ballroom A-B

       

    8:30 am - 9:15 am
    General Session: CIO Panel
    Moderator: Robert DeMarzo, Senior Vice President/Editorial Director, 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.

    CIO Panelists include:
    Ross Bagley, Consolidated Systems, Inc.
    Ronald L. Caruana, Hillsborough Community College
    Tom Dunnigan, South Carolina Student Loan
    Steve Kraus, Olan Mills

    Location: Grand Ballroom C


    Robert DeMarzo
    Senior Vice President/Editorial Director
    Everything Channel     		   

    9:30 am - 12:15 pm
    XChange Boardroom Appointments
    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 Solution Providers and help you structure your channel programs.


    Location: See individual appointment schedule

       

    10:00 am - 10:45 am
    Vendor Content Session presented by IPED

    Enablement and Execution Efforts that Accelerate the Sales Cycle
    No matter how much effort, money, or best practice you invest in developing your channel program, one critical factor will determine your level of success: the ability of your field reps to execute the program effectively.

    In this session, IPED will share a framework for building the most effective channel field organization through training and enablement programs.

    Key Topics covered include:
  • What is the role of a channel account manager in the eyes of a solution provider?
  • What specific skills does a channel account manager need to have in order to succeed in today's competitive marketplace?
  • How can you balance the investment required for training with the demands of managing a territory and meeting sales objectives?


    • Location: Maurepas Room (3rd Floor)


    Ryan Morris
    Practice Director, WW Channel Development & Education, IPED
    Everything Channel     		   

    11:30 am - 3:30 pm
    Exhibitor Set-up
    Location: Napoleon Ballroom (3rd Floor)
    12:15 pm - 1:15 pm
    Solution Provider Luncheon sponsored by EATON
    (Solution Providers Only)


    Location: Grand Ballroom A-B

       

    12:15 pm - 1:15 pm
    Vendor Luncheon sponsored by MarketStar
    (By Invitation Only)

    Location: Nottaway Room (4th Floor)

       

    1:30 pm - 2:30 pm
    Tech Symposium sponsored by CA
    This Tech Symposium will allot time for two divisions of CA to address and present solutions to attendees and also allow for Q&A.

    The two divisions presenting are:
  • Recover Management & Data Modeling Business Unit
  • Internet Security Business Unit
    •
    Join this interactive session with Q&A time to follow each demonstration.

    Location: Grand Ballroom C

       

    2:45 pm - 3:45 pm
    Tech Symposium sponsored by Oracle & Symantec
    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: Grand Ballroom C


    Sponsored by



     

    3:45 pm - 4:15 pm
    Coffee & Conversation
    Location: Grand Ballroom Foyer
    4:15 pm - 5:00 pm
    IBM World Premiere
    Simplicity. Growth. Profitability.
    Speaker: Adalio Sanchez, General Manager, System x, IBM Systems & Technology Group


    As business leaders today share a common concern -- how to drive growth and cut costs at the same time -- making our smart systems smarter emerges as the key competitive factor in every industry and for companies of all sizes.
    At IBM we are committed to working with our Business Partners to bring a new level of smart to how the world works and how together, we can do something better, more efficiently, more productively for our clients. We will share our new announcements across our portfolio of hardware, software and services, our newly simplified incentives and how together we can capitalize on the vast opportunity offered in the market today to drive mutual growth and profitability.



    Location: Grand Ballroom C


    Adalio Sanchez
    General Manager, System x, IBM Systems & Technology Group
    IBM     		   

    5:00 pm - 7:15 pm
    Solutions Pavilion Open
    Location: Napoleon Ballroom (3rd Floor)
    7:15 pm - 8:45 pm
    Demo Rooms Open
    Location: 9th Floor of Hotel
    Tuesday, March 10
    7:00 am - 5:00 pm
    Registration Open / Information Desk
    Location: Grand Ballroom Foyer
    7:15 am - 8:00 am
    Solution Provider Breakfast: sponsored by CA
    (Solution Providers Only)

    Location: Grand Ballroom A-B

       

    8:15 am - 9:15 am
    Keynote Address
    Channelnomics: Understanding Macro Economic Trends and their Impact on the IT Channel

    Noted economist Douglas Holtz-Eakin and Everything Channel CEO Robert Faletra will discuss and debate how today�s economic trends are impacting the business landscape and the IT industry and ultimately the channel.

    Both executives will take questions from the audience and also address the five major trends impacting the economy and industry today. Those trends include the recession, supply and demand, the question of when the economy will rebound, industry growth and the impact on buying customer trends.

    Economist Douglas Holtz-Eakin has served high-level positions in the government and public sector. He has advised presidents as well as top level executives.

    Robert Faletra is CEO of Everything Channel and has been an expert speaker on channel trends and overall trends impacting the overall IT industry.

    Join this dynamic duo for an insightful session on the economy and its impact on your business.

    Location: Grand Ballroom C


    Douglas Holtz Eakin
    Economist
    Robert Faletra
    CEO
    Everything Channel     		 

    9:15 am - 3:00 pm
    IPED Leadership Forum
    (By Invitation Only)

    Location: Nottaway Room (4th Floor)

       

    9:30 am - 11:40 am
    XChange Boardroom Appointments
    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 Solution Providers and help you structure your channel programs.


    Location: See individual appointment schedule

       

    10:00 am - 10:45 am
    Vendor Content Session presented by IPED
    Program Differentiators that have an Immediate Impact on Sales
    Every channel executive is facing the same concern in 2009:
  • How can I align my channel program to bolster partner sales efforts over the next 12-18 months?
  • Knowing what levers to pull can make the difference between growing your share and being left behind.
  • Should you beef up your demand generation efforts?
  • Are competitive displacement discounts the right way to go?
  • Where does enablement fit in?


    • Please join IPED’s Kevin Rhone, Director of Consulting, as he discusses the latest channel intelligence on program elements that deliver short terms results and how to implement these programs without negative long term effect.


    Location: Maurepas Room (3rd Floor)


    Kevin Rhone
    Consulting Practice Director
    IPED     		   

    12:00 pm - 12:45 pm
    HP World Premiere

    HP Commits to Digging Deeper with Partners to Find New Opportunities for Growth

    In today’s fiercely competitive marketplace, HP partners need real opportunities with real support to generate real profitability. HP is serious about partnership. When partners go with HP, they really get HP, and all that the company has to offer. Now is the time to drive growth with HP and find success through the company’s personal commitment to partners, real access to executives, solid business opportunities, and HP’s industry-leading PartnerONE program. Find out from Adrian Jones, vice president and general manager, Solution Partners Organization – Americas, HP, what HP is doing to help partners succeed in 2009!

    Location: Grand Ballroom C


    Adrian Jones
    VP & General Manager of the Americas SPO
    HP     		 

    1:00 pm - 1:45 pm
    Solution Provider Luncheon
    (Solution Providers Only)

    Location: Grand Ballroom A-B
    2:00 pm - 2:45 pm
    Dell World Premiere
    In a market climate when many are reducing investments, Dell’s investment in and commitment to the channel is only increasing. Our goal: to work with partners to become the vendor of choice in the channel. In pursuit of that goal, Dell continues to increase partner support based on feedback and evolve our organization. Hear from Bob Skelley, Director, Enterprise Architecture Channel (and former EqualLogic executive) about succeeding in today’s market, current Dell channel initiatives, and how partners can effectively leverage their relationship with Dell in 2009.

    Location: Grand Ballroom C


    Bob Skelley
    Director
    Dell Enterprise Architecture Channel     		   

    3:00 pm - 5:30 pm
    Solutions Pavilion Open
    Location: Napoleon Ballroom (3rd Floor)
    5:30 pm - 6:30 pm
    Demo Rooms Open


    Location: 9th Floor of Hotel
    5:30 pm - 7:00 pm
    Exhibitor Teardown
    Location: Napoleon Ballroom
    7:00 pm - 7:30 pm
    Pre-Channel Champs Cocktail Reception sponsored by CRN Channel Champions Sponsors
    (Open to ALL Attendees)


    Location: Grand Ballroom Foyer

       

    7:30 pm - 10:00 pm
    2009 CRN Channel Champions Awards Event sponsored by Cisco , Samsung & Toshiba

    Celebrating its 19th year, CRN’s Channel Champions is one of the largest and broadest-based solution provider market studies in the industry. Each year CRN recognizes these top vendors in print and at a formal awards event. On March 10th, CRN will honor the leading vendors - the 2009 CRN Channel Champions. This year’s event will feature a formal sit-down dinner, dynamic multimedia presentation and entertainment that will leave you laughing. Don’t miss this exciting event!


    Location: Grand Ballroom C

       

    10:00 pm - 11:30 pm
    After Dinner Reception - The Cisco Lounge sponsored by Cisco
    Location: Grand Ballroom A-B

       

    Wednesday, March 11
    7:00 am - 12:00 pm
    Registration Open / Information Desk
    Location: Grand Ballroom Foyer
    8:00 am - 8:45 am
    Solution Provider Breakfast
    (Solution Providers Only)

    Location: Grand Ballroom A-B
    9:00 am - 9:45 am
    General Session: Accelerating the Sales Cycle and Driving Revenue in Today's Market

    In today’s environment, customers are more demanding that ever when it comes to pricing discounts, free services and shopping the competition. This means your ability to position the value you provide beyond the technology you sell is more critical than ever. How can you protect, and grow, your business opportunity as your customers’ budgets change?

    A look back at past economic cycles shows that recessionary times actually favor the channel because of their ability to take advantage of temporary projects and outsourced budgets.

    Please join, IPED’s Vice President/Managing Director, Toni Clayton Hine as she shares the most recent data on the best way to capitalize on these opportunities and accelerate your businesses during the downturn.

    Location: Grand Ballroom C


    Toni Clayton Hine
    Vice President/Managing Director, IPED
    Everything Channel     		   

    10:00 am - 11:00 am
    Tech Symposium sponsored by Panasonic & Stratus Technologies
    Location: Grand Ballroom C

     

    11:15 am - 12:00 pm
    2 Concurrent Sessions

    (1) Ten Cost Cutting Technologies VARs Should Know
    Moderated by Ed Moltzen, Managing Editor, CRN Test Center, Everything Channel

    From server virtualization to video conferencing, paperless office technology to thin clients, the market is looking for technology that can help them cut costs but maintain or increase performance. The CRN Test Center has examined scores of products and come up with a list, including some that they'll demonstrate, of the best that VARs may want to consider.

    (2) M&A for the IT Channel
    Moderated by William Keiper, CEO, M&A Forum LLC

    Should you wait to sell your IT business? Can you sell your business for fair value…in the current economic climate? Will “next year’s value” be higher or lower? This session will cover current M&A trends, key business valuation metrics, and how the deal process should work if you must sell your business this year. Learn how to think strategically about your exit plan in tougher economic times.


    12:00 pm - 12:15 pm
    Hotel Check-Out Time



    12:15 pm - 1:30 pm
    XChange XCellence Awards Luncheon / One-On-One Networking Time
    Location: Grand Ballroom A-B

       

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