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Date
August 21, 2016 to August 23, 2016
Location
San Antonio, TX
Sat, Aug 20, 2016 - 10:30 am to 4:00 pm

Nelson Wolff Level Lobby

Channel@Work

Channel@Work XChange 2016 - Giving Back To Our Heroes Through Patriotism
At each XChange Conference we work to include a charitable component called Channel@Work.  For the eighth year Microsoft has generously signed on once again to underwrite this year’s project.  We invite you to participate in this very rewarding community initiative in conjunction with Soldier’s Angels.

About Soldiers' Angels
Soldiers’ Angels provides aid and comfort to the men and women of the United States Army, Marines, Navy, Air Force, Coast Guard and their families and a growing veteran population.  Thousands of Soldiers' Angels "Angel" volunteers assist veterans, wounded, deployed personnel, and their families in a variety of unique and effective ways. "May No Soldier Go Unloved" encapsulates the motivation behind Soldiers' Angels.

The Project
The Channel Company is proud to partner with Soldiers’ Angels for a day of patriotism and giving back to the brave men and women who have fought so gallantly for our freedom.  August 20th will be a day to provide hunger relief to 200 low-income and at-risk veterans through a Mobile Food Pantry; to help train veterans on computer skills; and to make no-sew blankets to provide a little comfort to hospitalized veterans.  Volunteers are needed to assist with unloading and packing food items to give to veterans who have registered for the Mobile Food Pantry - this is a great opportunity to meet and talk with veterans who are struggling financially to feed their families.   Volunteers are also needed to help veterans with some basic computer skills so that they can communicate with their loved ones, schedule their appointments, and develop resumes to help them with employment opportunities.  Volunteers are needed to make 40 to 50 no-sew blankets for veterans who need a little extra tender loving care while they are hospitalized.  Help us at Soldiers’ Angels be a hero to our heroes! Sign up today to volunteer your time and show your support for our veterans.  This is an experience that will be extremely rewarding and one you won’t soon forget!

How can you help and participate?
To particpate, please email dawn@tesevents.com.  Spots are limited so make sure to RSVP today!
To all vendors and partners who want to donate, we ask you to provide product/technology and/or a $500 gift card donation in order to participate.  Donating companies will receive branding exposure associated with that donation. 

 Download to your calendar 
Sat, Aug 20, 2016 - 5:00 pm to 9:00 pm

Cibilo 1-4

XChange University: IT Security - Day 1

 

CLICK HERE for full details on XChange University: IT Security

 Download to your calendar 
Sun, Aug 21, 2016 - 7:30 am to 12:15 pm

Cibilo 1-4

XChange University: IT Security - Day 2

 

CLICK HERE for full details on XChange University: IT Security

 Download to your calendar 
Sun, Aug 21, 2016 - 8:00 am to 12:00 pm

Grand Oaks A-B

Pre-event Workshop

 Download to your calendar 
Sun, Aug 21, 2016 - 8:00 am to 12:00 pm

Grand Oaks C-D

Pre-event Workshop

 Download to your calendar 
Sun, Aug 21, 2016 - 12:00 pm to 7:30 pm

Grand Oaks Ballroom Foyer

Registration & Attendee Welcome Desk

Pick up your conference badge and personalized schedule at registration, then stop back any time you have questions that you need answered or feedback that you would like to share. The XChange Events staff is there to help you!

 Download to your calendar 
Sun, Aug 21, 2016 - 12:45 pm to 1:15 pm

Grand Oaks E-F

Sponsor Orientation: XChange Best Practices for Vendor Success

Learn the tips and tricks of making the most of your time at XChange with information from staff and advice from previous attendees.

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Sun, Aug 21, 2016 - 12:45 pm to 1:15 pm

Grand Oaks Ballroom J-S

Solution Provider Orientation

Learn the tips and tricks of making the most of your time at XChange with information from staff and advice from previous attendees.

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Sun, Aug 21, 2016 - 1:30 pm to 2:30 pm

Grand Oaks Ballroom J-S

Opening Remarks & Keynote: The Loyalty Switch

In this fascinating and highly entertaining presentation, James Kane takes his audiences on a journey into the human brain, explaining the science behind true loyalty and human relationships. Building on more than 40 years of research, Kane makes the case that human beings have a fundamental need to be loyal and actively seek out specific clues from others that tell them when they can and should be. When solution provider organizations and IT professionals are able to understand and demonstrate those loyalty-building behaviors, they can develop relationships that will last a lifetime and result in unwavering and unlimited support.

 Download to your calendar 
Sun, Aug 21, 2016 - 2:45 pm to 5:00 pm

See Personalized Schedules

Interactive Boardroom Appointments

Solution providers are assigned into peer groups of 12-15 based on business focus and technology interests.  Vendors select and meet with the boardrooms for 25 minutes, presenting new products, programs, and opportunities – in an environment conducive to spirited conversation and constructive feedback.

 Download to your calendar 
Sun, Aug 21, 2016 - 5:15 pm to 5:45 pm

Grand Oaks A-B

Operations Track Session: Understanding DevOps—Assess Your Readiness: Perspectives For Solution Provider Leaders

Many experts consider DevOps the next big thing but what does that mean for the channel. DevOps is the single most important process and technology set that you can bring to your organization.  However, it does require systemic change to both humans and processes, and a wide array of supporting technology that ties everything together. This session is designed for executives of strategic service and solution providers who want to understand DevOps from a business perspective and how to acquire the talent and meet customer demand for agile software development. The key to understanding DevOps is how to bring developers into day-to-day contact with the customer and speed software development for business units. This session will help you understand how to monetize this trend and whether your organization is ready to capitalize on DevOps or not.

 

 Download to your calendar 
Sun, Aug 21, 2016 - 5:15 pm to 5:45 pm

Grand Oaks C-D

Sales Track Session: Selling Strategies: The Challenges & Opportunities Facing Today’s Midmarket CIO

The senior IT leaders of today’s midmarket companies face a litany of challenges. They have limited resources to address all of the technology opportunities available while at the same time must respond to the demands of business managers. Midmarket companies make up the biggest growth opportunity for today’s solution providers so understanding the challenges facing the IT leaders is critical to success. Hear from one of the leading speakers from the Midsize Enterprise Summit, an author, CTO and veteran CIO who helps his peers transform their roles and organizations. Solution providers attending this interactive, fun session will walk away with the following:

  • An understanding of the drivers of IT leader decision-making
  • How to make their message relevant
  • What approaches might not work
  • How to become a valued, trusted advisor to IT leaders as they navigate the digital transformation
 Download to your calendar 
Sun, Aug 21, 2016 - 5:15 pm to 5:45 pm

Grand Oaks E-F

Security Track Session: Understanding Today’s Cybersecurity

Cybercriminals exploit the Deep and Dark Web to coordinate malicious activities, exchanging ideas and expertise for illicit purposes such as procuring and selling stolen credit card data or personally identifiable information. Organizations are increasingly finding themselves the targets of these adversaries without any prior warning or insight into their origins. Security expert Lance James will help solution providers understand how leading security companies are filling this intelligence gap and pioneering critical data collection and analysis throughout the Deep and Dark Web. James will help you develop tools and strategies to help your clients take appropriate proactive measures to protect their physical and cyber security. During this session, James will call upon his 15  years of experience in network security, digital forensics, malware research, cryptography design, cryptanalysis, and counterintelligence.

 

 Download to your calendar 
Sun, Aug 21, 2016 - 5:15 pm to 5:45 pm

Cibilo 4

Addressing The C-Suite Challenges: CEO-to-CEO XChange: Hire The Best: How To Find Top Talent With Better Preparation

This session is designed for those in the solution provider C-suite who are looking to grow their organizations by adding top talent. Gain an understanding of why your company has lost great candidates because they accepted a position with another company. Also discover ways to identify why top talent may never even consider joining your team in the first place.  The tipping point to attracting and convincing great people to join your organization is how well you prepare to pursue the top performers.  Too many companies race to fire, aim and (not) ready.  As President Abraham Lincoln advised, “Give me six hours to chop down a tree and I will spend the first four sharpening the axe.”  Solution providers need a “Talent Acquisition Plan,” and not just any plan, a great one.  Hiring is warfare and to succeed executives need a clear battle plan, superior weapons, and a solid supply line. Don't miss this session where executives will learn new ideas to attract the game-changing talent to fuel 2016 growth and beyond.

 Download to your calendar 
Sun, Aug 21, 2016 - 6:00 pm to 6:15 pm

Grand Oaks Ballroom J-S

Tech Directions: The Services Opportunity in a Software Defined Security World

Join this session to understand the product, solution and IT roadmap of today’s leading vendors. Solution providers need to understand a vendor’s channel strategy and its technology direction to fully maximize the opportunity with the customers—existing and prospects. During this session, vendor executives will share their insight into how their solution set is evolving; where company resources are focusing and where innovation is meeting revenue opportunities. This is not geek speak but content designed for business executives who are looking to apply technology to solve business problems.

 

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Sun, Aug 21, 2016 - 6:15 pm to 6:30 pm

Grand Oaks Ballroom J-S

Tech Directions: One Lenovo: Customer-Focused Innovation That Makes A Difference

Some companies change for the sake of change. Lenovo changes for the sake of being better. Come find out why Lenovo focuses on customers as we continue to drive the lead in computer innovation.

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Sun, Aug 21, 2016 - 6:30 pm to 8:00 pm

Cibilo 6

Welcome Reception: Bourbon & Bluegrass

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Sun, Aug 21, 2016 - 7:45 pm to 9:15 pm

Cibilo Moon Restaurant

Private Dinners

(By Invitation Only)

 Download to your calendar 
Sun, Aug 21, 2016 - 8:00 pm to 9:30 pm

3rd Floor Hotel

Demo Rooms

You’ve never seen a hotel room like this before! Vendors create their own fully customized display and demonstrate their newest solutions and products more personally.

 

 Download to your calendar 
Mon, Aug 22, 2016 - 7:00 am to 5:30 pm

Grand Oaks Ballroom Foyer

Registration

Pick up your conference badge and personalized schedule at registration, then stop back any time you have questions that you need answered or feedback that you would like to share. The XChange Events staff is there to help you!

 Download to your calendar 
Mon, Aug 22, 2016 - 7:15 am to 8:00 am

Grand Oaks Ballroom G-I

Solution Provider Breakfast

It’s a full agenda!  Solution providers start the day off with breakfast and coffee to get energized and take advantage of peer networking time.
(Solution Provider Red Badges Only)

 Download to your calendar 
Mon, Aug 22, 2016 - 8:15 am to 9:00 am

Grand Oaks Ballroom J-S

Keynote: The Big Trends & Their Impact On The Channel: Perspectives On Mobile, Software Development And Next-Gen Software Architectures

Today’s partners need to pivot to where the value is and key growth markets. This transition is not going to be easy and requires a mastery over the big trends sweeping through the industry. This means strategic service and solution providers must help their clients develop and deliver cutting-edge mobile solutions that are engaging and help build stickiness with customers. This requires a shift in investment, talent and how solution provider teams are deployed and focused. Software development must become a more critical part of the business model along with an understanding of the processes to deliver IT solutions that are software centric. Attendees will also gain a deeper understanding of which next-generation software architectures will have short and long-term impacts on their business. This is not a pie-in-the-sky session about key trends but how mobile and software will  impact the solution provider business model going forward.

 Download to your calendar 
Mon, Aug 22, 2016 - 9:00 am to 9:25 am

Grand Oaks Ballroom J-S

Channel Chief Address: The Cloud Transformation: Capability Is The New Economy: How U.S. Partner Enablement Is Evolving

The success of your Microsoft practice, and your status as a trusted advisor to your customers, is dependent on Microsoft providing training, resources, and programs that enable and prepare you to address customer needs. Learn how the US Partner Team is evolving its approach to delivering an experience around enablement that equips partners for new technologies, workloads, and opportunities.

 Download to your calendar 
Mon, Aug 22, 2016 - 9:25 am to 9:45 am

Grand Oaks Ballroom Foyer

Coffee Break

 

 

 Download to your calendar 
Mon, Aug 22, 2016 - 9:45 am to 11:30 am

See Personalized Schedule

Interactive Boardroom Appointments

Solution providers are assigned into peer groups of 12-15 based on business focus and technology interests.  Vendors select and meet with the boardrooms for 25 minutes, presenting new products, programs, and opportunities – in an environment conducive to spirited conversation and constructive feedback.

 Download to your calendar 
Mon, Aug 22, 2016 - 11:45 am to 12:15 pm

Grand Oaks C-D

Solutions Track: The Future Ready Enterprise – Dell Point Of View

We will review the continually evolving IT– discuss disruptive forces from the data center to the end user and cover strategies to stay on top of it all!

 Download to your calendar 
Mon, Aug 22, 2016 - 11:45 am to 12:15 pm

Grand Oaks A-B

Solutions Track: Building A New Practice Area In Your Business

First came localized break/fix jobs that kept your serviceable area to as far as you could drive. Then the circumference grew a little larger with managed services, thanks to remote monitoring and automation tools, allowing you to work remotely reaching a broader audience. Now with the advent of cloud services, you have the ability to take over the world!

Not really. But you do have the ability to extend your services to anyone, regardless of their location. It’s not necessary to reinvent your managed services practice in order to become an exclusive cloud service provider. All you have to do is create a practice area for cloud services. Sounds like a huge undertaking, but we’ll break it down to five fundamental steps in this session. Leave with the tools you need to get you on your way to taking advantage of this million dollar opportunity…and ultimate world domination.

 Download to your calendar 
Mon, Aug 22, 2016 - 11:45 am to 12:15 pm

Cibilo 4

Solutions Track: Delivering Solutions In Education: Striking A Balance Between On Premise And Cloud In Education

HPE is investing in a solution for education that addresses the need educators have for providing solutions locally and through cloud-based offerings.  In the education market, the expectations of students and administrators has ramped up dramatically.  Educators must deal with student outcomes, administrative requirements and student access to IT resources.  Unfortunately, budgets have not kept pace, IT resources remain limited and educators want to focus on education not IT. In this session, HPE will share the investments it has made to help MSPs and other partners deliver solutions to K-12.  HPE will discuss a hybrid solution  (network, on-prem and cloud) that helps lower the cost of service and expand the solution provider’s role with education customers.

 Download to your calendar 
Mon, Aug 22, 2016 - 11:45 am to 12:15 pm

Grand Oaks E-F

Solutions Track: The Lies Of Wi-Fi

Wireless access seems like an easy problem for solution providers to solve. In reality, though, the answer seldom comes cheaply, easily, or from a single source. Join us while we explore some of the lies of Wi-Fi we hear in the field while providing solutions and some of the paths to success. 

 Download to your calendar 
Mon, Aug 22, 2016 - 12:00 pm to 4:30 pm

Nelson Wolff Exhibit Hall

Exhibitor Set-up
 Download to your calendar 
Mon, Aug 22, 2016 - 12:15 pm to 1:15 pm

Grand Oaks Ballroom G-I

Solution Provider Lunch

(Solution Provider Red Badges Only)

 Download to your calendar 
Mon, Aug 22, 2016 - 1:30 pm to 2:00 pm

Grand Oaks E-F

Security Track Session: Security Channel Trends & Enterprise Security Adoption

This session will feature groundbreaking research on the IT security channel from a joint study conducted by The Channel Co. and IDC.  The results of the Channel Enterprise Security Adoption Trends 2016 research will be revealed at this session to help attendees understand the industry landscape and market opportunities. IDC’s Rob Westervelt and Rob Ayoub will discuss the survey findings which identify enterprise security adoption and security channel trends across the following areas:

  • Specialized Threat Analysis and Protection (Next Generation Endpoint and Advanced Threat Defense products)
  • Mobile/Cloud Security
  • IoT
  • Security Services

Solution provider attendees will have an opportunity to discuss the key findings during an interview Q&A with Westervelt and engage in peer-to-peer discussions. For security-focused solution providers this is a must-attend session.

 Download to your calendar 
Mon, Aug 22, 2016 - 1:30 pm to 2:00 pm

Cibilo 2

MSP Peer Pressure: Executive Leadership Meet Up—Part 1

This session is designed to bring together executives from leading managed service providers who want to connect with peers to gain a better understanding of today’s challenges and opportunities. This session will provide “peer pressure” for attendees to do the right thing when it comes to their MSP business. Designed by two leading MSPs, this session will bring leaders together to discuss a wide range of issues from business model evolution to strategic partnerships, marketing and sales compensation and much more. The 30-minute session will be divided into three major topics each discussed for 10 minutes. Peer perspectives have emerged as one of the most important sources of information today for solution providers and customers. This session will allow attendees to compare notes in an open, friendly environment. Executives will share their thoughts and gain the perspectives and feedback from knowledgeable leaders. Stelios Valavanis, President of onShore Security, and Sean Ferrel, CEO of Managed Solution, will kick off the session then open it up to a wider dialogue. Space will be limited to the first 20 executives who register.

 Download to your calendar 
Mon, Aug 22, 2016 - 1:30 pm to 2:00 pm

Grand Oaks C-D

SLED Track Session: Let’s Get Schooled: The State Of The Education Market & How Any Solution Provider Can Grow Their Education Business

The education market is experiencing rapid changes such as school closures, computer-based standards testing, the adoption of STEM programs and more. Any solution provider—whether commercial or public sector focused can reap easy gains by focusing on the IT needs of school districts, K-12 and higher education. Don’t be scared off by the complexities of this market, the bidding system or contract processes.  In this session, Diamond will discuss the state of the education market and key solutions that are experiencing growth from the classroom to the administration office. In addition, Diamond will touch on how IT tech suppliers, vendors and solution providers can understand the key pain points and position the best solutions for future growth. With a little work, the education market can help you reap an A+ in growth.

 Download to your calendar 
Mon, Aug 22, 2016 - 1:30 pm to 2:00 pm

Cibilo 4

Addressing The C-Suite Challenges: CEO-to-CEO XChange: Hire The Best: How To Find Top Talent With Better Preparation

This session is designed for those in the solution provider C-suite who are looking to grow their organizations by adding top talent. Gain an understanding of why your company has lost great candidates because they accepted a position with another company. Also discover ways to identify why top talent may never even consider joining your team in the first place.  The tipping point to attracting and convincing great people to join your organization is how well you prepare to pursue the top performers.  Too many companies race to fire, aim and (not) ready.  As President Abraham Lincoln advised, “Give me six hours to chop down a tree and I will spend the first four sharpening the axe.”  Solution providers need a “Talent Acquisition Plan,” and not just any plan, a great one.  Hiring is warfare and to succeed executives need a clear battle plan, superior weapons, and a solid supply line. Don't miss this session where executives will learn new ideas to attract the game-changing talent to fuel 2016 growth and beyond.

 Download to your calendar 
Mon, Aug 22, 2016 - 2:15 pm to 2:30 pm

Grand Oaks Ballroom J-S

Tech Directions: Disruption: A VMware Channel Story

Join Frank Rauch, VP, VMware America's Partner Organization, as he discusses the growing opportunity with VMware as we evolve to “Expansive IT for a multi-cloud world”.  Frank will talk about explosive top line and bottom line growth opportunities for the channel as VMware helps partners create profitable new markets.  Some highlights will include Hyper-Converged Software, Network Virtualization, Cloud Management and End User Computing. The keynote will also include game changing program announcements and advice on leveraging VMware partnerships.

 Download to your calendar 
Mon, Aug 22, 2016 - 2:30 pm to 2:45 pm

Grand Oaks Ballroom J-S

Tech Directions: Selling To Vertical Markets In 2016

Learn from Star2Star's President, Gary Testa, about differentiating your product and how to sell into vertical markets. 

 Download to your calendar 
Mon, Aug 22, 2016 - 3:00 pm to 3:30 pm

Grand Oaks E-F

Solutions Track: Reimagining Employee Productivity In The Mobile Age

For many employees, the definition of workplace has changed. It is no longer an office where workers commute to but a place they happen to be. Whether large or small, companies eager to improve employee productivity are investing in mobility best practices to attract and retain the brightest and create a competitive advantage. Solution providers attending this session will learn about organizations that are successfully enabling mobile employees and field work. Attendees will also gain insight into the underlying technologies--existing and upcoming--that will enable them to build solutions to support this mobile evolution.

 Download to your calendar 
Mon, Aug 22, 2016 - 3:00 pm to 3:30 pm

Cibilo 4

Solutions Track: Driving Growth And Making Money Together With Extreme EPN

Please join Gordon Mackintosh as he answers the question “Why Extreme Partner Network”? Learn how the EPN supports and rewards partners investments in expanding their Extreme business, how Extreme is focused on driving revenue and growth together, increasing partner profitability through selling solutions and the incentives that support net new customer acquisition.

 Download to your calendar 
Mon, Aug 22, 2016 - 3:00 pm to 3:30 pm

Grand Oaks A-B

Solutions Track: The Three Pitfalls Of Partnering With The Wrong VoIP Provider

This session is designed for solution and service providers who are  holding off on offering VoIP to their clients? Tim Conkle’s session will shed light for those who have either lived through the difficulty or heard about the challenges of deploying and supporting VoIP. Come to this session to learn more about strategies to partner with the right VoIP provider so your organization and teams can easily sell business voice services to existing and new customers. The competition is selling VoIP – so get into the game and see how you can too!

 Download to your calendar 
Mon, Aug 22, 2016 - 3:00 pm to 3:30 pm

Grand Oaks C-D

Solutions Track: Platform CenturyLink: Why It Matters To You And Your Customers

Engage with CenturyLink as the global leader in cloud infrastructure and hosted IT solutions discusses why the “Platform” is at the core of solution providers’ ability to deliver an enhanced value-proposition. Solution providers will under how to deliver accelerated ROI and increased agility for their customers while allowing them to proactively manage and minimize risk.

 Download to your calendar 
Mon, Aug 22, 2016 - 3:30 pm to 4:00 pm Networking Break
 Download to your calendar 
Mon, Aug 22, 2016 - 4:00 pm to 4:30 pm

Grand Oaks C-D

Security Track Session: Information Management Trends

With advent of big data and internal and external Cybersecurity threats, organizations are feverishly implementing information management strategies to protect and operationalize their data.  Michael will discuss how firms are implementing these strategies and which solutions are resonating with firms.  In addition, Michael will touch on how the various departments and verticals are implementing big data strategies and how resellers can win in the market.

 Download to your calendar 
Mon, Aug 22, 2016 - 4:00 pm to 4:30 pm

Cibilo 4

Addressing The C-Suite Challenges: CEO-to-CEO XChange: Hire The Best: Interview Tips To Expose The Actors And Confirm The Superstars

This session is designed for those in the C-suite who are looking to identify and expose great actors and misfits during their interview process.  Experts and peers will share valuable insights into the Dr. Jekyll and Mr. Hyde theory of interviewing and how to match candidates to specific roles.  Solution providers will learn how to uncover the three key flaws of a weak hiring system.  Attendees will also gain insight into strengthening the decision-making process that currently relies too much on emotion and a desire to fill a seat.  A key takeaway will be tools for giving hiring managers a wake-up call that certain candidates are just not good enough.  Join our experts who have “been there, done that,” and are never going back to making blatant hiring mistakes.  Learn some of their best techniques to expose the actors and hire truly great people to your team.

 Download to your calendar 
Mon, Aug 22, 2016 - 4:00 pm to 4:30 pm

Grand Oaks E-F

Marketing Track Session: Top Performing Sales And Account-Based Marketing Strategies

Most solution providers struggle with finding and attracting more customers to grow their business. In this session, attendees will learn from veteran sales expert, Jason Wright, and brand strategist, Jonathan Fisher on how they turned around a struggling tech provider using proven account-based marketing strategies. According to a recent study by Alterra Group, 97 percent of B2B companies using account-based marketing achieved somewhat higher or much higher ROI than compared with other marketing initiatives. These sales frameworks helped Wright’s organization increase sales margins by more than 50 percent. Attendees will take away specific models and top tips for focusing sales efforts from this winning team. 

 Download to your calendar 
Mon, Aug 22, 2016 - 4:00 pm to 4:30 pm

Cibilo 2

MSP Peer Pressure: Executive Leadership Meet Up—Part 2

This session is designed to bring together executives from leading managed service providers who want to connect with peers to gain a better understanding of today’s challenges and opportunities. This session will provide “peer pressure” for attendees to do the right thing when it comes to their MSP business. Designed by two leading MSPs, this session will bring leaders together to discuss a wide range of issues from business model evolution to strategic partnerships, marketing and sales compensation and much more. The 30-minute session will be divided into three major topics each discussed for 10 minutes. Peer perspectives have emerged as one of the most important sources of information today for solution providers and customers. This session will allow attendees to compare notes in an open, friendly environment. Executives will share their thoughts and gain the perspectives and feedback from knowledgeable leaders. Stelios Valavanis, President of onShore Security, and Sean Ferrel, CEO of Managed Solution, will kick off the session then open it up to a wider dialogue. Space will be limited to the first 20 executives who register.

 Download to your calendar 
Mon, Aug 22, 2016 - 4:45 pm to 5:00 pm

Grand Oaks Ballroom J-S

Tech Directions: Get Your Head In The Cloud- Partnering For Success With Symantec

As your customers, their infrastructure and applications move to the cloud at a record breaking pace, the cloud has become a paradox: both a dream and a major headache. Accessibility, scale, price and elasticity drive high adoption while security is a source of constant concern. Learn how Symantec will leverage the acquisition of Blue Coat to become the global leader in Cyber Security, which in turn can help you more simply manage your customers’ security risk while also helping to increase your bottom line.

 Download to your calendar 
Mon, Aug 22, 2016 - 5:00 pm to 5:45 pm

Grand Oaks Ballroom J-S

Keynote: Rock Your Business On Every Day That Ends In Day

Get ready to get inspired this afternoon. Branding expert Melanie Spring wants you to remember why you love your business. You started your business because you know it's what you're meant to do. You wanted to help people through using your awesome skills and knowledge. You have a certain style and love working with a particular type of client. Those ideal clients should be knocking down your door to work with you. The more people you help, the more you fulfill your purpose. This talk will get you thinking about how to turn your sales upside down and create a business brand strategy that fits your style and your schedule while also pushing you out of your comfort zone a little.

When we're done, you'll have:

  • A plan for creating your brand's foundational elements
  • Steps to create your branded voice for marketing
  • A way to attract only those ideal clients you love working with
  • Inspiration to get out there and rock your business
 Download to your calendar 
Mon, Aug 22, 2016 - 5:45 pm to 7:45 pm

Nelson Wolff Exhibit Hall

Solutions Pavilion

Vendors showcase their products, solutions and programs in booths on the show floor.  It is an exciting, interactive setting for your live product demonstrations, face-to-face meetings, and networking.

 Download to your calendar 
Mon, Aug 22, 2016 - 7:45 pm to 9:15 pm

3rd Floor Hotel

Demo Rooms

You’ve never seen a hotel room like this before! Vendors create their own fully customized display and demonstrate their newest solutions and products more personally.

 Download to your calendar 
Mon, Aug 22, 2016 - 7:45 pm to 9:15 pm

Cibilo Moon Restaurant

Private Dinners

(By Invitation Only)

 Download to your calendar 
Tue, Aug 23, 2016 - 7:00 am to 5:30 pm

Grand Oaks Ballroom Foyer

Registration

Pick up your conference badge and personalized schedule at registration, then stop back any time you have questions that you need answered or feedback that you would like to share. The XChange Events staff is there to help you!

 Download to your calendar 
Tue, Aug 23, 2016 - 7:15 am to 8:00 am

Grand Oaks Ballroom G-I

Solution Provider Breakfast

It’s a full agenda!  Solution providers start the day off with breakfast and coffee to get energized and take advantage of peer networking time.
(Soultion Provider Red Badges Only)

 Download to your calendar 
Tue, Aug 23, 2016 - 8:15 am to 9:00 am

Grand Oaks Ballroom J-S

The Channel Company Keynote: Why The Internet Of Things Is The Ultimate Disrupter

For strategic service providers, the Internet of Things represents a massive opportunity but one that is fraught with challenges, confusion and complexity. The biggest issue facing IT solution providers is how to monetize the IoT phenomenon, which means choosing the right partners and investments in order to piece together solutions for customers. Customers sense the opportunity, but IT leaders will need to figure out how to bolt IoT applications on top of legacy systems. Sounds like the perfect storm for those who believe in the adage, “Where there is mystery, there is margin.” Solution and service providers must understand the key role cloud-based applications play in using leveraged data and then hire the necessary technical talent to build IoT solutions. IT integrators understand IoT doesn’t function without cloud-based applications to interpret and transmit all that data coming to the sensors. This session will provide peer insight from solution providers who are getting ahead of the IoT wave and building strategies and practices to capture this cloud-based opportunity.

 Download to your calendar 
Tue, Aug 23, 2016 - 9:00 am to 9:25 am

Grand Oaks Ballroom J-S

Channel Chief Address: Empowering The Channel

Discover how Samsung is changing the conversation with IT influencers and decision makers. As mobility, security and process transformation dominate the business landscape this session will highlight how Samsung is empowering the channel by delivering state-of-the-art tools and expanding solution provider relevancy. These efforts are driving profitable revenue growth and new opportunities for Samsung partners.

 Download to your calendar 
Tue, Aug 23, 2016 - 9:45 am to 11:30 am

See Personalized Schedule

Interactive Boardroom Appointments

Solution providers are assigned into peer groups of 12-15 based on business focus and technology interests.  Vendors select and meet with the boardrooms for 25 minutes, presenting new products, programs, and opportunities – in an environment conducive to spirited conversation and constructive feedback.

 Download to your calendar 
Tue, Aug 23, 2016 - 10:00 am to 11:00 am

Grand Oaks E-F

Special Vendor Education Session: How Is This Still A Thing? Getting Serious About Business Transformation

Have IT channel operations and business models evolved at the same pace as technological innovation? Most channel pundits would answer with a resounding no. This may be changing though. Intensifying competitive pressures from within and outside of the channel may drive more vendors and solution providers to strive to reach escape velocity – that is, breaking free from legacy practices. In some ways, the channel seems increasingly vulnerable as customers are better equipped to procure and manage their own technology. On the other hand, customers’ technology needs now go well beyond basic uses, requiring greater levels of expertise, specialization, and alignment to business objectives. Customer demand for forward-thinking technology partners has never been greater. Can your partners keep pace?

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Tue, Aug 23, 2016 - 11:45 am to 12:15 pm

Cibilo 4

Addressing The C-Suite Challenges: CEO-to-CEO XChange: Hire The Best: Interview Tips To Expose The Actors And Confirm The Superstars

This session is designed for those in the C-suite who are looking to identify and expose great actors and misfits during their interview process.  Experts and peers will share valuable insights into the Dr. Jekyll and Mr. Hyde theory of interviewing and how to match candidates to specific roles.  Solution providers will learn how to uncover the three key flaws of a weak hiring system.  Attendees will also gain insight into strengthening the decision-making process that currently relies too much on emotion and a desire to fill a seat.  A key takeaway will be tools for giving hiring managers a wake-up call that certain candidates are just not good enough.  Join our experts who have “been there, done that,” and are never going back to making blatant hiring mistakes.  Learn some of their best techniques to expose the actors and hire truly great people to your team.

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Tue, Aug 23, 2016 - 11:45 am to 12:15 pm

Grand Oaks A-B

Operations Track Session: The Solution Provider’s IoT Playbook: An Executive POV

An early wave of solution providers have invested in and are already generating revenue from IoT services. Other strategic service and solution providers are looking at this trend and trying to figure out their game plan and next move. While there is still some mystery surrounding IoT, the opportunity seems vast based on recent research that projects nearly half of IT budgets will be dedicated to IoT development and implementation by 2020. That means the time is now to engage with customers to assess the IoT opportunity and understand how to integrate new IoT solutions with legacy systems. The majority of early adopter customers are already engaged with solution and service providers as they discover the business benefits of IoT. Customers are looking at IoT as a driver of cost savings along with business expansion or the ability to compete with rivals better. So, solutions providers need a playbook to position themselves as a trusted advisor to their customers for IoT implementations or to vet specialized providers and applications that can be used as part of the solution. In this session, you will hear from leading edge solution providers who are already reaping the benefits of IoT. Gain an understanding of the market opportunity, how to deploy teams and resources, the investment required, partner landscape along with the revenue and profit potential.
 

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Tue, Aug 23, 2016 - 11:45 am to 12:15 pm

Grand Oaks C-D

Sales Track Session: How MSPs Can Sell More Recurring Revenue

Solution providers looking to add new recurring revenue will not want to miss this session. The key to MSP success is the ability to add new managed services agreements each and every month. Unfortunately, many MSP’s struggle when it comes to sales. Kevin Studley owns and operates one of the fastest growing MSP’s in Southern California and is regarded as an expert in the managed services sales process.  Studley will share the key ingredients that helped him build one of the top MSP’s in the country. During this event attendees will learn:

  • Why managed services sales people fail
  • How to generate more qualified leads
  • How to eliminate price as an objection
  • How to sell more recurring revenue agreements every month

Studley’s presentation will go right to the core of what separates the haves’ from the have not’s in the IT support industry.

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Tue, Aug 23, 2016 - 11:45 am to 12:15 pm

Grand Oaks E-F

Marketing Track Session: Developing Sales Playbooks And Productization To Win More Business At Higher Margins

The IT solutions provider market is highly competitive and can be price sensitive. Veteran brand consultant, Jonathan Fisher, chairman of BrandExtract, will share best practices and practical applications to help solution providers differentiate their businesses, products and services. Learn the fundamentals of creating powerful sales playbooks to drive up win ratios by more than 40 percent. Capitalize on everyday processes to productize brands and build rapid trust with prospects, while shortening sales cycles by 33 percent. These techniques are easy to implement and immediately applicable to any solution provider  business.

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Tue, Aug 23, 2016 - 12:15 pm to 1:15 pm

Grand Oaks Ballroom G-I

Solution Provider Lunch

(Solution Provider Red Badges Only)

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Tue, Aug 23, 2016 - 1:30 pm to 3:30 pm

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Interactive Boardroom Appointments

Solution providers are assigned into peer groups of 12-15 based on business focus and technology interests.  Vendors select and meet with the boardrooms for 25 minutes, presenting new products, programs, and opportunities – in an environment conducive to spirited conversation and constructive feedback.

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Tue, Aug 23, 2016 - 2:00 pm to 2:45 pm

Grand Oaks E-F

Special Vendor Education Session: Partner Recruitment and Engagement: 5 Essential Ingredients to Drive Success

Improving the partner experience is a top priority for most B2B leaders selling through indirect channels; however, few organizations are actually realizing their goals. In this educational session from Zift Solutions, you’ll learn how to overcome critical partner recruitment and engagement challenges and the importance of using technology to support the partner experience. Attendees will gain expert insight into the five essential ingredients of a winning Channel Marketing and Management platform.

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Tue, Aug 23, 2016 - 3:30 pm to 5:30 pm

Nelson Wolff Exhibit Hall

Solutions Pavillion
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