Channel Marketplace - Engage 2020
12/09/2020 - 12/10/2020
Why Attend Engage 2020

Engage 2020 is a 2-day LIVE virtual event organized by The Channel Marketplace, the One Stop Shop for channel management and automation solutions.

Co-hosted by member organizations and their clients, the event will feature a range of specialist working sessions based on real world success stories. Attendees will discover and share best practices, learning winning strategies that can be directly applied to their own channel ecosystems. There will also be great opportunities to network with industry peers.

Engage 2020 is a completely FREE event. Registration provides entry to all live sessions and on-demand access to rewatch or catch up on anything you might miss.

Agenda (EST)
09
Engage 2020 Kickoff
Engage 2020 Kickoff

Full Agenda Details Coming Soon

Start
10:30 AM
End
11:00 AM
Speakers
Chris Lamborn
Larry Walsh
James Hodgkinson
2020: The Year Zoom Became a Verb
2020: The Year Zoom Became a Verb

Mike Reilly, CEO of Vartopia will be hosting a conversation with one of Zoom's key Channel Executives, Gilbert Vendryes, on how the company handled the rapid scaling necessary to support its growth, while maintaining a channel first approach in 2020. 

Start
11:00 AM
End
12:00 PM
Speakers
Gilbert Vendryes
Greg Reffner
Michael Reilly
The 4 “T’s” to Maximizing Your Ecosystem
The 4 “T’s” to Maximizing Your Ecosystem

The 4 “T’s” to maximizing your ecosystem: An MDF success story

As in most channels, there are several different parts and players that often coexist in a partner program - but they don’t always fit together to create an optimal ecosystem. Join us as we talk to Josh Downing, NA Channel Marketing Manager at Lenovo about the unique (and at times painful) path to a successful MDF program. We will discuss:

 How do you establish trust, especially when things aren’t working?

What methods/tools do you use to create transparency throughout the program?

How can small changes to your existing programs yield a big impact.

The importance of teamwork when the going gets tough

Where do we go from here

Start
12:00 PM
End
1:00 PM
Speakers
Josh Downing
Nancy Piepho
Breakout Rooms
Breakout Rooms

Full Agenda Details Coming Soon

Start
1:00 PM
End
2:00 PM
Assessing and Enabling Partners with Marketing Best Practices
Assessing and Enabling Partners with Marketing Best Practices

Atlassian has defined the practices of their highest performing partnerships and build this into a partner scorecarding and action planning system.  Learn about how Atlassian has mapped out higher performing marketing practices, assessed partners and created custom improvement roadmaps for each individual partnership

Start
2:00 PM
End
3:00 PM
Speakers
Gary Morris
Paul Blackwell
End-to-End Partner Demand Gen: Sales, Marketing, and Enablement - Oh My!!
End-to-End Partner Demand Gen: Sales, Marketing, and Enablement - Oh My!!

While many channel partners don't have dedicated marketing staff, they almost always have sales support. Encouraging and enabling partner sales reps to leverage your content in the conversations they’re having with prospects and current customers is a highly effective way to amplify your marketing messages and drive demand.

During this session, Heather K. Margolis, CEO and Founder of Spark Your Channel and Channel Maven, will help attendees explore efficient and effective practices for:

Creating messaging and content in B2B buyer-preferred formatsEncouraging partner rep participation in content sharing programsMotivating ongoing sales rep activityMonitoring and reporting results

Start
3:00 PM
End
4:00 PM
Speakers
Heather K. Margolis
10
Uncovering Channel Partners' Digital Marketing Capabilities
Uncovering Channel Partners' Digital Marketing Capabilities

IT vendors are heavily reliant on their channel partners' marketing capabilities to drive sales and maximize growth. This is why there is huge vendor investment in content creation and marketing development funds (MDF). However, there is often a lack of detailed knowledge about partners' level of strategic fit, marketing skills and digital expertise to make the most of these resources.

Start
9:00 AM
End
10:00 AM
Speakers
Jessica Blackall
Susanne Schuetz
Phil Gowing
Mathieu Lecoeuche
"Ask the Experts" Channel Marketplace Roundtable
"Ask the Experts" Channel Marketplace Roundtable

Full Agenda Details Coming Soon

Start
10:00 AM
End
11:30 AM
Speakers
Gary Morris
Gina Batali-Brooks
Heather K. Margolis
Keith Collins
Larry Walsh
Michael Reilly
Nancy Piepho
Rod Baptie
James Hodgkinson
Phil Gowing
Breakout Rooms
Breakout Rooms

Full Agenda Details Coming Soon

Start
11:00 AM
End
12:00 PM
The 5 P's of Personalization Success
The 5 P's of Personalization Success

Learn how Tanium is putting partners first with a personalized approach to Partner Experience. This interactive discussion will give you key takeaways on how to make sure you put personal partner needs at the centre of all your channel strategy investments, with practical tips on how to get started on your own journey to personalization!

Start
12:00 PM
End
1:00 PM
Speakers
Cindi Johnson
James Hodgkinson
Customization and Development When Off-The-Shelf SaaS Solutions Fall Short
Customization and Development When Off-The-Shelf SaaS Solutions Fall Short

During this open discussion we will adress these questions that come while evaluating SaaS solutions

What is the value in getting your solution customized?

What do you really need and why - How do you determine and prioritize your requirements?

It’s how much - How can you justify the additional cost?  

Keeping it low risk - How do you ensure the development meets your needs?

Who is going to block your project - collaboration, who else needs to be involved?

Will it last - Is it possible to maintain even enhance the solution over time?

Start
1:00 PM
End
2:00 PM
Speakers
Keith Collins
Nazir Esmail
Ralph Nissler
James Hodgkinson
Journey to a Partner Portal: Achievement through Adventure
Journey to a Partner Portal: Achievement through Adventure

Have you ever heard the the old saying its easier to steer a moving ship than one sitting on the docks? Far too often when it comes to complex projects like partner portal implementations we either start moving before we know where we are going or try to make sure we have everything figured out before we start. Join Gina and Kelly in this session to learn how with the right crew, a compass to guide you and some other key elements, navigating the obstacles to a successful partner portal implementation can become less of a ovewhelming feat and more like a challenging but fun adventure.

Start
2:00 PM
End
3:00 PM
Speakers
Gina Batali-Brooks
Kelly Curnow
Optimizing Partner Engagement - It Is More Critical Than Ever
Optimizing Partner Engagement - It Is More Critical Than Ever

The market disruption that impacted nearly every aspect of the global economy in 2020 prompted channel-reliant technology brands to re-assess their partner engagement strategy and therefore accelerate digital transformation.  2021 will be the year that every company, not just the 15% of firms that were already digitally savvy, doubles down on technology-fueled experiences, operations, products and ecosystems, according to Forrester.

 

Improving the partner experience is key. Channel partners often cite user experience as one of the most critical aspects of their relationships with brands and vendors. So much so, that brands and channel organizations are now including a new role within their own channel marketing team, that directly addresses the partner experience.

 

The lack of engagement between brands and their partner ecosystems is creating competitive opportunities for disruptive brands with solid digital engagement strategies that deliver value for partners. Think Zoom. Vendors that invest the time and resources needed to facilitate the partner experience will gain a crucial advantage over competitors.

 

Not only is this critical to supporting channel partners who are experiencing economic disruption in diverse ways. Brands that succeed at engaging their partners more effectively through digital strategies – and enable their partners to use the same tactics to win business – will boost long-lasting levels of partner loyalty.

 

During this track, attendees will discover how to adjust their engagement and loyalty strategy to help get partners through the current crisis, taking away:

 

·      A solid digital engagement strategy built around partner engagement and loyalty

·      Digital partner engagement models and options for new and existing partners

·      Best practice recommendations for digital partner engagement

Start
3:00 PM
End
4:00 PM
Speakers
Claudio Ayub
Lisa Stifelman-Perry
Speakers
Featured Speakers

Chris Lamborn

Head of WW Partner GTM and Programs @ NetApp

As the Head of Global Partner GTM & Programs, I am responsible for the development and implementation of the company's Global Partner go-to-market strategy and the supporting ecosystem programs and investments. You can’t build a sturdy house without a solid foundation, nor can you build a successful business without one. NetApp’s Channel Partners are the foundation of our business, supporting and contributing over 80% of the company's revenue, reinforced by leading technology alliances and OEM partnerships to deliver an industry-leading ecosystem.

Cindi Johnson

Global Director of Partner Programs @ Tanium

Partners can help meet sales goals, but when served well, they become loyal evangelists, helping sell more, deeper and longer, pushing all business forward. In helping our partners win, we win too. I have a number of wins under my belt, developing and implementing partner-driven strategies, programs and initiatives of the highest value.

I focus on the intersection of program strategy and partner experience for partners of one of the largest software companies in the world, on our way to achieving $10B in annual revenue.

Every day, I lead an international, diverse team that problem solves. We analyze, plan, build, execute, measure, evolve and scale – at a global level - across technologies, partner types, geographies, and internal organizations.

I help teams execute better, faster, and more successfully, collaborating to optimize the partner experience by shaping, building and driving programs and initiatives that knock down silos, maximize investment and create future-proofing for our organization and the partners we serve.

Starting my career in sales informs how I think, plan, and work. Channel strategy that's out of sync with sales needs is beyond ineffective, it's actually prohibitive.

I'm driven to go beyond “just get it done” to do it better than expected. Always. 

Claudio Ayub

SVP - Technology, Media, Telecom (TMT) Practice @ 360 Insights

Claudio leads the 360Insights Technology, Media, and Telecom (TMT) Practice - a dedicated business unit to further strengthen 360’s channel offerings, through an expanded team of channel strategists, subject matter experts, and data scientists to fully realize the company’s vision of leadership in the space.

The 360 TMT Practice is sought for advice, counsel, insights, and consultation on channel strategies, engagement, loyalty and incentive automation trends. 

Gary Morris

CEO @ Successful Channels

Gary Morris is a 25+ year marketing and channel veteran.   He is a veteran corporate VP and entrepreneur who founded 3 software companies.  Gary has deep partner planning, scorecarding, and QBR expertise and most recently founded Successful Channels which is the leading provider of Channel Manager / partner performance management tools that integrate with PRM and CRM systems.

Gilbert Vendryes

Global Strategy & Operations @ Zoom

Gina Batali-Brooks

President and Founder @ Is Inspired

For the last 22 years, Gina has been combining experience with curiosity and measured experimentation to help companies improve their channels and achieve their revenue goals. She founded Is Inspired in 2008 to enable her to combine her passions for the channel and technology to inspire companies to greater channel success. She loves to build and work with teams who share a passion for success, laughter, problem solving, learning and serving others.

Greg Reffner

VP Sales & Marketing @ Vartopia

Greg is an entrepreneur at heart and building sales organizations that put customers first is his passion. Having spent 4 years working with companies going to market through channel, he has seen it all! 

Heather K. Margolis

Founder & CEO @ Spark Your Channel and Founder & Chairperson @ Channel Maven

Heather K. Margolis is Founder and CEO of Spark Your Channel, creators of the Spark Your Channel through-channel marketing automation platform, and Founder and Chairperson of Channel Maven Consulting, a strategic channel marketing agency. Margolis is a recognized channel marketing expert and a sought-after keynote speaker to a variety of audiences about entrepreneurship, building a service-based business and B2B strategy, B2B marketing and channel marketing. A self-proclaimed "recovering channel professional," Margolis is passionate about enabling vendors to drive sales through their channel partners. She spent several years in channel programs and marketing for big-brand tech companies like EMC, EqualLogic and Dell before forming Channel Maven Consulting in March of 2009 to provide strategic channel marketing “to” and demand generation “with” IT and telecom channel organizations of all sizes. After a decade spent growing Channel Maven’s team, client base and reputation, Heather turned her attention to solving one of the vexing problems of channel marketing: ineffective through-channel demand generation. Simply put, she found that vendors are spending a lot of money on marketing content and tools for their partners that either don’t work or go unused. That experience inspired her to launch Spark Your Channel in 2019 to create a through-channel marketing automation platform that partners would actually use and get results. The platform has spent a year in development and testing and is launching in February 2020. Margolis has a master’s degree in business administration from Babson College. She grew up in Massachusetts and now lives in Boulder, Colo., with her husband and fellow entrepreneur Simeon, their two daughters and dog Zoe.

Jessica Blackall

Senior Advisor Channel Marketing Enablement @ Dell

Jessica Blackall is the Channel Marketing Enablement Lead for EMEA at Dell Technologies. In this role she drives marketing enablement and engagement internally with the Dell Technologies channel partner marketing managers, and externally with all EMEA channel solution provider partners and distributors. With more than 12 years of experience in channel and field marketing and sales roles in key blue chip technology companies - Jessica understands the need to be innovative when supporting partners marketing with a play to win attitude to mutually support growth with the Dell Technologies Partner Program. She does this by providing education and insight around the use of digital marketing tools and programs and drives collaboration with third party channel marketing concierge agencies to define, implement and support execution of global programs, marketing campaigns, packages and activities that support and increase the partners marketing pipeline through effective awareness and demand generation to maximize the return on marketing investment.

Josh Downing

NA Channel Marketing @ Lenovo

Keith Collins

CEO @ Signals

Keith is CEO and joint owner of Signals. Together with Gary Owen, CTO, they successfully bought out the 20+ year old business from its founders at the beginning of 2018. Keith is an experienced business leader and entrepreneur who likes to solve sales and marketing challenges using innovation and technology.

Kelly Curnow

Director, Partner Development & Experience @ F5

Kelly is responsible for driving self-sufficiency with partners, increasing productivity, and improving the partner experience. She has worked in Channel for over 15 years and is passionate about bringing the voice of the partner into all aspects of an organization. She is a results driven channel leader who loves collaborating & engaging sales and partner teams. In her free time, Kelly enjoys playing tennis and hanging out in the dog park.

Larry Walsh

CEO @The 2112 Group

Larry Walsh is the leading go-to-market advisor to technology executives, channel leaders, and solution providers around the world. Widely known for his ability to cut through problems and challenges facing vendors, distributors, and solution providers, Walsh is sought for his advice, counsel, insights, and consultation on channel strategies and technology market trends. Walsh personally oversees 2112’s consulting and strategy services, which provide channel and go-to-market assessments, channel program development and operations, executive coaching, and communications support. He’s deeply involved in 2112’s research, intelligence, and tools programs, which provide the market with data-driven insights for better go-to-market decision-making.Technology vendors, solution providers, and associations seek Walsh’s guidance on channel and technology issues, including cloud computing, security, managed services, marketplaces, automated digital sales, and the Internet of Things. Channel professionals praise Walsh for his ability to marry technology and channels to create holistic strategies and communications streams.

Lisa Stifelman-Perry

Sr. Manager, Global Partner Experience Operations @ Splunk

Michael Reilly

CEO @ Vartopia

Mike is passionate about the channel, and focused on building solutions to reduce the inherent friction in the indirect sales model. He has more than two decades of experience working for both resellers and manufacturers.

Nancy Piepho

Director, Strategic Alliances & Accounts @ OneAffiniti

Nazir Esmail

Regional CIO, International @Polaris

Polaris is the global leader in powersports with more than 30 brands such as Polaris RZR, Polaris Ranger, Indian Motorcycle and Polaris Snowmobiles to name a few. As the CIO for the International region at Polaris, Nazir is accountable for all digital and information services platforms and technologies in the geography.

Paul Blackwell

Head of Global Channel Marketing @ Atlassian

Ralph Nissler

Global Partner Experience @Xerox

Expert for channel partner portals - partner relationship management (PRM) and operations systems - channel automation and communication - partner self-enablement tool design and management based on various platforms such as Salesforce, Impartner, Oracle and more.

Rod Baptie

Owner @ Baptie & Co

Rod Baptie has been involved with hi-tech since 1984. Rod was responsible for the successful launch of over 20 major technology companies into the European market.In 1993 Rod launched Baptie & Co, which grew rapidly to become the largest company in the world owning and organizing conferences addressing key channel sales and marketing issues for senior executives in the technology and telecom industries. In a radical departure in 2005 Baptie & Co launched their first B2B community. Since this time the community business has grown rapidly. A popular speaker at conferences and seminars worldwide, Rod is recognized as one of the leading thinkers on the channels in the IT and Telecom industries.A proud Scot, Rod is an avid history buff. Prior to becoming a thought leader in the industry, Rod began his career as a chef in Surrey England. When he’s not enjoying the beauty of Colorado, Rod can be found in Scotland walking his 3 Springer spaniels or cheering on Glasgow warriors his favorite rugby team. 

Susanne Schuetz

Director Channel and Distribution Marketing EMEA @ Dell

Susanne Schuetz is the Director for EMEA Channel Marketing at Dell Technologies. In this role she drives the marketing engagement with thousands of partners and distributors in this key region through cutting-edge marketing tools, events, enablement as well as demand generation programs.

She works hand-in-hand with the Dell Technologies EMEA channel sales leadership team to increase demand and accelerate revenue pipeline. Susanne manages with her team the Dell Technologies MDF program for EMEA and strategic marketing programs that engage and enable partners across all Dell Technologies Partner Program tiers.

With more than 25 years of IT and Channel experience - in marketing and sales, in channel and with end customers, in central and local assignments, in server and storage infrastructure - Susanne understands how to empower partners to thrive and win with the breadth of the Dell Technologies portfolio while fostering a simplified and compelling partner marketing experience with Dell Technologies.

James Hodgkinson

Founder & CEO @ Webinfinity

As CEO of Webinfinity, I have led the development and launch of a game-changing SaaS UX platform, also known as Webinfinity!

Phil Gowing

CEO @ bChannels

Mathieu Lecoeuche

Head of Channel Marketing @ bChannels

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