March 8-11, 2010
XCHANGE SOLUTION PROVIDER
Previous Show:
Agenda
Last edited on: 2011-01-10 11:13:05 CDT
|
|
| Monday, March 08 | |||||
|
8:00 am - 2:00 pm |
Cloud Computing Bootcamp: Cloudy with a Chance of Margins  |
|
|||
(Sponsoring Vendors Only)View the full Cloud Computing Bootcamp agenda. Get Your Organization Cloud Ready A ½ daylong comprehensive Cloud Computing Bootcamp on the hottest and most pressing issues facing IT integrators and their vendor partners. This workshop is designed to help partners identify the opportunities for selling cloud computing solutions while allowing them to design successful business and technology strategies. Cloud computing is becoming an integral part of any IT offering today so this workshop is designed to serve the urgent needs of IT professionals who are preparing cloud solutions for their customers. This groundbreaking bootcamp will help partners develop strategies and tactics to determine: Sponsored by: 
Featured Speakers are: IT Channel Programs & Sales Strategies WW Location: Constellation 2 Room (Plaza Level) |
|||||
|
11:30 am - 7:00 pm |
Registration |
|
|||
|
Location: California Foyer (Ballroom Level)
|
|||||
|
12:00 pm - 1:30 pm |
Welcome Lunch |
|
|||
|
(Solution Providers Only)
Location: Plaza Pavilion (Plaza Level)
|
|||||
|
2:00 pm - 2:45 pm |
Solution Provider Orientation sponsored by EMC |
|
|||
|
Location: Beverly Hills Room (Ballroom Level)
|
|||||
|
2:45 pm - 3:45 pm |
Speed Networking (Solution Providers Only) |
|
|||
|
How fast can you meet future Solution Provider and Vendor partners? Tell them your priorities and they’ll tell you theirs. Match or not…keep moving throughout the session.
Location: Santa Monica Room (Ballroom Level)
|
|||||
|
4:00 pm - 5:15 pm |
Private Boardroom Appointments |
|
|||
|
Private 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 |
|||||
|
4:00 pm - 4:45 pm |
Vendor Content Session |
|
|||
|
Demand Generation in the Channel: The solution provider’s perspective
Speaker: Alex Nordlinger, VP, Channel Strategy, Everything Channel Location: Olympic 2 Room (Plaza Level) |
|||||
|
5:30 pm - 6:00 pm |
Microsoft Keynote: Don't Accept Technology Ultimatums! Drive Growth with Microsoft's New Productivity Wave and Revolutionary Cloud Offerings |
|
|||
|
This keynote will focus on developing the following topics:
Location: Los Angeles Room (Ballroom Level)
|
|||||
|
6:15 pm - 7:00 pm |
General Session: Reboot Your Business - Control Your Destiny |
|
|||
|
As the IT market moves into 2010 on somewhat better footing than last year, one critical question remains to be answered: Is your business prepared to thrive in the new dynamics of the IT channel?
This session will explain the dangers of getting stuck in the past hoping for a “return to normal". Solution providers need to understand why their old strategies are no longer relevant. Simple wisdom says that what got you here won’t get you where you’re going and this XChange Solution Provider Keynote is a perfect chance to take a step back from the frantic pace of surviving last year to make sure you’re prepared to succeed in the coming years. Join IPED for a detailed analysis of the latest trends and research into what you’ll need to do to thrive. Key topics to be addressed include: Location: Los Angeles Room (Ballroom Level)
|
|||||
|
7:00 pm - 9:00 pm |
Demo Rooms |
|
|||
|
(Open to ALL Attendees)
Location: 5th Floor - South Tower |
|||||
| Tuesday, March 09 | |||||
|
7:00 am - 5:00 pm |
Registration Open / Information Desk |
|
|||
|
Location: California Foyer (Ballroom Level)
|
|||||
|
7:30 am - 8:15 am |
Solution Provider Breakfast sponsored by SonicWall |
|
|||
|
(Solution Providers Only)
Location: Beverly Hills Room (Ballroom Level)
|
|||||
|
8:30 am - 9:15 am |
General Session: Alternative Models & Thinking |
|
|||
|
Cloud computing is changing the conversation between you, your customers and partners.
This Keynote General Session will provide insight into how the forces driving the cloud are providing new and alternative ways of solving customers’ business and technology problems. This session will examine how the cloud movement had been shaped by dramatic changes in the economy, technology, ecology and workplace. There is no doubt that managed services and SaaS started this movement and drove changes in how technology was sold, supported and serviced by solution providers. Some solution providers embraced those alternatives early and profited handsomely while others sat on the sidelines clinging to traditional models. For those who are engaged, the cloud represents the next leap in this evolution. Gain an understanding of how to embrace today’s alternative and profit from it as adoption patterns rapidly shift. Don’t get left behind. Get out in front. Speaker: Jeff Kaplan, Managing Director, THINKStrategies Location: Los Angeles Room (Ballroom Level)
|
|||||
|
9:30 am - 11:05 am |
Private Boardroom Appointments |
|
|||
|
Location: See individual appointment schedule
|
|||||
|
9:30 am - 10:15 am |
Meet the Editors Vendor Content Session |
|
|||
|
The editors of CRN and ChannelWeb will talk about the trends they are seeing in the market for 2010 and how they will be covering them in the pages of CRN and ChannelWeb.com. What's more they'll explain the editorial point of contacts for all of the beats and how vendors can effectively work with editors on stories and trends. They will also talk about some new editorial initiatives planned for 2010.
Moderator: Kelley Damore, VP, Editorial Director, Everything Channel Everything Channel Editorial Staff: Stefanie Hoffman, Andrew Hickey, Brian Kraemer, Rob Wright, Steve Burke and Joe Kovar Location: Olympic 2 Room (Plaza Level)
|
|||||
|
11:00 am - 3:00 pm |
Exhibitor Set-up |
|
|||
|
Location: California Showroom (Ballroom Level)
|
|||||
|
11:15 am - 11:45 am |
IBM Keynote: Driving Value and Delivering Growth in the New Decade |
|
|||
|
As the new decade begins, team with IBM to build your momentum in the marketplace. IBM has recently made several exciting announcements through the Software Value Plus initiative to help you develop skills, expand your solutions and grow opportunities in 2010 and beyond. In this session you will hear about the programs, education and sales opportunities available for you to leverage for optimal success this year. You'll also discover how to compete and win with Cloud Computing, IBM Software running on POWER7 and Services you can sell to become more profitable and deliver more value to your clients. Your success is our success!
Location: Los Angeles Room (Ballroom Level)
|
|||||
|
11:45 am - 12:45 pm |
Solution Provider Luncheon sponsored by Belkin |
|
|||
|
(Solution Providers Only)
Location: Beverly Hills Room (Ballroom Level)
|
|||||
|
11:45 am - 12:45 pm |
Vendor Luncheon sponsored by Marketstar |
|
|||
|
Location: Constellation 2 (Plaza Level)
|
|||||
|
1:00 pm - 1:30 pm |
Xerox Keynote: Pages to Profit - Build recurring revenue through Xerox Managed Print |
|
|||
|
Right now, as you read this, your customers are spending a lot of money on devices, on networks that you manage - and they are not spending it with you. Learn how Xerox provides industry-leading tools, infrastructure, support and service to hundreds of channel partners enabling them to offer print management outsourcing. Turn your pages into profit. Extend your reach beyond the desktop.
Location: Los Angeles Room (Ballroom Level)
|
|||||
|
1:45 pm - 2:45 pm |
Vendor Boardroom Appointments |
|
|||
|
A one hour session allotted on the agenda, where Solution Providers are given the option to sign up for two out of thirteen vendor boardroom appointments according to their vendor preferences. This allows attendees to dive a little deeper into the products and programs being offered by their vendor of choice.
Location: See individual appointment schedule |
|||||
|
3:00 pm - 3:45 pm |
Tech Symposium sponsored by Symantec & Redhat |
|
|||
|
Location: Los Angeles Room (Ballroom Level)
|
|||||
|
3:55 pm - 4:40 pm |
2 Concurrent Sessions |
|
|||
|
(1) Attention Tweeters, Bloggers and Members of LinkedIn: How to Leverage Social Networking In The Channel Ecosystem
R U Ready? Social media, social marketing, inbound marketing—no matter what you call it—is playing a critical role in connecting partners, customers, employees and suppliers.
Are you on the outside looking in or have you mastered social networking? Either way, this session is for you. There has been a ton of attention paid to alternative methods of marketing and demand generation, but what does it all mean to solution provider executives or to decision-makers who manage partners? Hear how you can leverage social networking in a B2B setting and exponentially expand your reach. Get step-by-step tips on how to use tools like Twitter, LinkedIn and blogs to improve your contact with customers and find new business opportunities. Learn from case studies of social networking at work in the channel today. After all, a major research survey found that 63 percent of today’s “best-in-class” companies plan to increase their social media budgets—don’t you want to understand why they are making such investments? Speaker: Heather K. Margolis, Consultant Location: Olympic 1 (Plaza Level) (2) Hot Vendors To Watch In 2010 What is the next big channel game changer? This session will look at the vendors that are in the right place at the right time with innovative breakthrough products backed up by margin rich channel programs. Solution providers that get there first with these vendors will see big sales gains. Don't miss your chance to find out who are the vendors to bet big on in 2010! Moderator: Steve Burke, Editor/News, Everything Channel Location: Olympic 2 (Plaza Level)
|
|||||
|
4:50 pm - 5:15 pm |
Tech Symposium sponsored by Panasonic |
|
|||
|
Location: Los Angeles Room (Ballroom Level)
|
|||||
|
5:15 pm - 7:15 pm |
Solutions Pavilion |
|
|||
|
Location: California Showroom (Ballroom Level)
|
|||||
|
7:15 pm - 8:30 pm |
Demo Rooms |
|
|||
|
Location: 5th Floor - South Tower
|
|||||
|
9:30 pm - 11:30 pm |
Midnight Munchies sponsored by D&H |
|
|||
|
Location: Constellation Room (Plaza Level)
|
|||||
| Wednesday, March 10 | |||||
|
7:00 am - 5:00 am |
Registration/Information Desk |
|
|||
|
Location: California Foyer (Ballroom Level)
|
|||||
|
7:30 am - 8:15 am |
Solution Provider Breakfast sponsored by Oracle |
|
|||
|
(Solution Providers Only)
Location: Beverly Hills Room (Ballroom Level)
|
|||||
|
8:30 am - 9:15 am |
General Session: Building A Brand: How To Leave A Mark On Everything You Do |
|
|||
|
The Achilles’ heel of many solution provider organizations is the impact their brand has on existing and future customers, partners, employees and investors. But do VARs really take their brand seriously enough? Research shows that VARs believe their greatest differentiator is the customer experience they offer to clients—not their brand.
But today a brand is everything. It is what separates one solution provider from another and enables you to build loyalty and brand ambassadors. Today, effective branding goes beyond the corporate brand into every aspect of your business, including the investment you make in branding your top talent, your senior management and you! Hear from our General Session Keynote Speaker William Arruda on the 1-2-3’s of success when it comes to branding: Extract, Express and Exude. In addition, learn about how to build your personal media plan in the real world and on the World Wide Web. Competition in the solution provider community is getting tougher every day; learn how branding can give you a competitive advantage. Location: Los Angeles Room (Ballroom Level)
|
|||||
|
9:30 am - 11:05 am |
Private Boardroom Appointments |
|
|||
|
Location: See individual appointment schedule
|
|||||
|
9:30 am - 3:30 pm |
IPED- Channel Leadership Forum |
|
|||
|
Location: Constellation 1 Room (Plaza Level)
|
|||||
|
10:00 am - 10:45 am |
Vendor Content Session: Using Social Media in the Channel |
|
|||
|
Social media, social marketing, inbound marketing – no matter what you call it, there has been a ton of attention paid to alternative methods of marketing and demand generation. Hear how you can help channel partners use social media in a B2B setting and exponentially expand their reach. Get step-by-step tips on how to help them get started with tools like Twitter, LinkedIn and blogs, and learn from actual examples of social media used in the channel.
Location: Olympic 2 Room (Plaza Level)
|
|||||
|
11:20 am - 11:50 am |
HP Keynote: Power up with HP Partnership in 2010 |
|
|||
|
HP recognizes that 2009 was a tough year for many as a result of the troubled economy, but as we enter a new year and new decade, 2010 brings a renewed sense of partnership, collaboration and opportunity. While we understand that partners still have many questions about the future success and growth of their businesses, HP has the strength, leadership, technology and vision to help partners take advantage of the opportunities that exist. There’s great power in our partnership, and it's more important than ever for partners to plug into all that HP has to offer to go out and win business!
Join Tom LaRocca, Acting Vice President and General Manager, Americas Solution Partners Organization –HP, to find out how to tap into the power of HP partnership in 2010 and the decade ahead. It begins now! Location: Los Angeles Room (Ballroom Level)
|
|||||
|
11:45 am - 12:45 pm |
IPED: Channel Leadership Forum Luncheon |
|
|||
|
(by invite only)
Location: Constellation 2 Room (Plaza Level)
|
|||||
|
12:00 pm - 12:45 pm |
Solution Provider Luncheon sponsored by Dell |
|
|||
|
(Solution Providers Only)
Location: Beverly Hills Room (Ballroom Level)
|
|||||
|
1:00 pm - 1:45 pm |
Tech Symposium sponsored by Oracle & Juniper |
|
|||
|
Location: Los Angeles Room (Ballroom Level)
|
|||||
|
2:00 pm - 3:00 pm |
Private Boardroom Appointments | ||||
|
3:00 pm - 5:30 pm |
Solutions Pavilion Open |
|
|||
|
Location: California Showroom (Ballroom Level)
|
|||||
|
5:30 pm - 6:30 pm |
Demo Rooms Open |
|
|||
|
Location: 5th Floor - South Tower |
|||||
|
5:30 pm - 6:30 pm |
Exhibitor Teardown |
|
|||
|
Location: California Showroom (Ballroom Level)
|
|||||
|
6:45 pm - 7:15 pm |
Pre Channel Champs Cocktail Reception |
|
|||
|
Location: California Foyer
|
|||||
|
7:15 pm - 10:00 pm |
2010 CRN Channel Champions and XChange XCellence Awards Event |
|
|||
|
Celebrating its 20th 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. Location: Los Angeles Room (Ballroom Level)
|
|||||
|
10:00 pm - 11:30 pm |
After Dinner Reception - Cisco Lounge sponsored by Cisco |
|
|||
|
Location: Santa Monica Room (Ballroom Level)
|
|||||
| Thursday, March 11 | ||||||||
|
8:00 am - 8:30 am |
Continental Breakfast for Premium Content Attendees |
|
||||||
|
Location: Constellation Room (Plaza Level)
|
||||||||
|
8:30 am - 1:00 pm |
General Session: Business Transformation |
|
||||||
**Premium Executive Content Track**View the agenda.These sessions will feature exclusive research, expert instructors and peer interaction in a workshop setting designed to enhance your business practices and bolster your management skills. These courses offer compelling executive content designed exclusively for individuals who are managing solution provider organizations and developing strategies based on proven techniques. Each session will include workbooks, white papers and survival guides on each topic. Fiscal Fitness: Master the financial aspects of managing the next-generation channel model—cloud computing and managed services. The session will teach you how to migrate all or a portion of your current business to these new models by indentifying best practices, vendor platforms and choices, pricing, compensation and profitability models around new technologies and services. You also will gain insight into how today’s leading customer segments are embracing cloud Computing and managed services. This session will be led by James Kernan, Senior Consultant, 4Profit, and author of the 36 Month Millionaire Coaching Program Leadership: Here you will learn the lessons to bolster your leadership skills. Look at some of the most pressing issues facing today’s managers from a different perspective and one tailored to your needs. According to a recent survey, 87 percent of employees intend to leave their firms in 2010, are networking or have updating their resumes.Can you afford to do nothing about how this might affect your firm?Attend this event for a step-by-step system you can follow to better hire, manage, develop and retain top performers. This session will be led by David Russell, CEO of ManagetoWin Inc. and author of the book “Success With People.” Marketing Mavens: This is a session dedicated to building your brand through effective marketing techniques. Solution providers have traditionally not been masters of marketing, and it has impacted their ability to grow and thrive. What has come to light recently is the role marketing has played in building the industry’s fastest-growing VARs. These organizations value marketing and use it as a differentiator when it comes to generating demand and building a brand. But what can you do to improve your marketing efforts? Marketing-savvy VARs leverage a wide range of marketing platforms and functions to promote their services, skills and brand to customers, partners and vendors. This session will offer insight into how to improve your marketing strategy whether you are a novice or expert. It will be led by Stewart Krentzman, an industry veteran who has served in executive capacities at major consumer product companies and high-tech manufacturers. He is also an MBA marketing instructor at New York University. How to Build a $100 Million VAR Organization—Grow, Merge or Find your Niche: Hear directly from a solution provider that has built a successful VAR organization by focusing on the customer. Many solution providers believe they have what it takes to grow but make fundamental mistakes along the way. Alice from Alice” In Wonderland” ponders which road to choose and asks the Mad Hatter for advice. The Mad Hatter’s response: “If you don’t know where you are going, any road will get you there.” The same is true for solution providers, who must decide where they are going and why before charting a growth plan. 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 John Varel, CEO, FusionStorm.
|
||||||||
| Sunday, March 06 | |||||
|
4:30 pm - 5:15 pm |
Vendor Content Session: Understanding Your Partners' Business |
|
|||
|
Do you know what it takes to grow a solution provider business? Do you know how many small business owners have a personal guarantee on their credit lines? Do you know how your partners make money? Do you know what the bottom line profits are of most of your partners? Do you know how to effectively communicate to your partners?
If you answered no to any of the above questions you need to attend this session. Seasoned solution provider coach and author of the recently released book called “Break Points – Where Small Businesses Get Stuck Between 0-100 Employees,” Larry Kesslin will review the things you need to know about your partners to avoid channel conflict and improve relationships with your best partners. In addition, we will discuss what actions you can take that will enhance all of your partner relationships.
|
|||||
