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Date
August 13, 2017 to August 15, 2017
Location
Kissimmee, FL
Sat, Aug 12, 2017 - 10:00 am to 4:30 pm Channel@Work


Co-Underwriters:

Participating Sponsors:

     Intronis Cloud Backup + Recovery     Juniper Networks          Pax8     Samsung         Zift Solutions

 Download to your calendar 
Sat, Aug 12, 2017 - 5:00 pm to 8:45 pm

Osceola Ballroom A

XChange University: IT Security

Click HERE to access the XChange University: IT Security workshop overview, agenda and speakers

 

Sponsored by:

    InsightJuniper Networks             Tech Data

 Download to your calendar 
Sun, Aug 13, 2017 - 7:45 am to 12:15 pm

Osceola Ballroom A

XChange University: IT Security

 

Click HERE to access the XChange University: IT Security workshop overview, agenda and speakers

 

Sponsored by:

   InsightJuniper Networks        Tech Data

 Download to your calendar 
Sun, Aug 13, 2017 - 11:30 am to 7:30 pm

Osceola Ballroom Lobby

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 13, 2017 - 12:45 pm to 1:00 pm

Osceola Ballroom CD

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.

 Download to your calendar 
Sun, Aug 13, 2017 - 12:45 pm to 1:00 pm

Osceola 1-2

Vendor Orientation: XChange Best Practices For Success

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

 Download to your calendar 
Sun, Aug 13, 2017 - 1:15 pm to 1:45 pm

Osceola Ballroom CD

Opening Remarks: Reflections On The Channel's Past & Its Future

As a charter member of the channel, Chris Pyle has seen it all. As the CEO of Champion Solutions Group, Pyle oversees a solution provider that has its roots in the channel's very early days and has navigated wave after wave of industry change. Champion and Pyle have come out on top as a result of an evolution in business models and thought leadership. Along the way, Champion has cemented its role as a valued partner to its customers representing some of today's most influential tech suppliers and services. Pyle will share his thoughts on how he has survived and thrived during some of the most turbulent times and his thoughts for what lies ahead for solution providers, vendors and everyone who calls the channel home.


 

 Download to your calendar 
Sun, Aug 13, 2017 - 1:45 pm to 2:30 pm

Osceola Ballroom CD

Keynote: Become The Ultimate Team Player

Every winning team has an MVP and every MVP has teammates. The great teammates become the pulse of high-performing organizations, accepting and committing to whatever role is needed to spark winning results.  Through remarkable insight from the greatest teammates of our time, author and motivational speaker Don Yaeger will share how individuals who are not the most valuable members on the team can still be invaluable. Yaeger will share insight and stories from his latest book on the discipline and humility it takes to become the ultimate team player. He will examine how an MLB catcher went from a perennial back up to the ultimate team player eventually playing in the World Series for two separate teams. Yaeger will examine the traits of great team players, how to become one and how to manage team players to benefit the entire organization.

 

 Download to your calendar 
Sun, Aug 13, 2017 - 2:30 pm to 2:45 pm

Osceola Ballroom CD

Executive Keynote: The Changing Landscape Of IT And Rise Of The Data Platform

This presentation will illuminate the emerging IoT ecosystem of compute between devices, the edge, and the regional hyperscale data centers.  It will provide a vision for solution providers on how to leverage customers' massive amounts of data and transform that data into actionable intelligence.  This intelligence will let customers solve their business challenges.  APC by Schneider Electric will explain how the company's solutions will enable the IT partner community to become more relevant to their client base through specific capabilities and tools. These solutions will help solution providers take full advantage of this ongoing industry transformation.

APC by Schneider Electric

 Download to your calendar 
Sun, Aug 13, 2017 - 2:45 pm to 3:15 pm Networking Break & Don Yaeger Book Signing


Books Sponsored By:

 Download to your calendar 
Sun, Aug 13, 2017 - 3:00 pm to 3:45 pm

Daytona

Peer-To-Peer MSP Executive Meetup

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 is a peer-to-peer session where sharing ideas around best practices, go-to-market strategies, issues and opportunities will be discussed. Designed by two veteran MSPs, this peer exchange has focused on the big issues facing MSPs such as business model evolution, strategic partnerships, marketing and sales compensation. The moderators will divide the room into work groups to discuss several topics in detail. 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. The goal is to create an atmosphere where sharing of ideas is welcome and no idea or question is seen as unwelcome. Space is limited.

 Download to your calendar 
Sun, Aug 13, 2017 - 3:15 pm to 3:45 pm

Osceola 1-2

Executive Session: Risk Of The Internet Of Things

Internet of things or what has become known as IoT is the latest buzz in the IT industry. It is being viewed as the next big thing. But is it? For years, solution providers have heard that this trend or that trend will completely change the landscape so they have become a jaded bunch when it comes to investing precious time and resources without a thorough understanding of the value proposition. So it is with IoT. This solution provider panel, featuring executives who are building practices around IoT, will discuss the risks and rewards. Peers will present their views on the challenges and opportunities in such markets as public sector including the military, SMB and manufacturing where demand and interest in IoT is strong. Of course, the big issue that will be addressed is security because every customer needs to know the risk of IoT deployments that could make their network and business vulnerable to attacks. But wait, this group is not assembling to just discuss IoT solutions and products but what customers need to know about process change and how partners must embrace a process-focused sales engagement to succeed.

 Download to your calendar 
Sun, Aug 13, 2017 - 3:15 pm to 3:45 pm

Osceola 3-4

Executive Session: Leadership: Building Great Teams

Don Yaeger will share insight and stories from his latest book on the discipline and humility it takes to become the ultimate team player. Yaeger will examine the traits of great team players, how to become one and how to inspire team players to benefit the entire organization. He will take a deeper dive into how leaders can help build a culture that recognizes and acknowledges those whose work as a great teammate make championships possible.

 Download to your calendar 
Sun, Aug 13, 2017 - 3:15 pm to 3:45 pm

Osceola 5-6

Executive Session: Fanatical Prospecting For The Channel

The number one reason for failure in sales is an empty pipeline. And, the number one reason for an empty pipeline is a failure to consistently prospect. However, prospecting is uncomfortable and people just don’t like doing it. But, prospecting is essential if you want to succeed. We teach professionals to differentiate through adaptation, to stand out through better relationships, and to accelerate with Fanatical Prospecting. In this session, we will explore the mindset of the Fanatical prospector, the use of the golden hours, prospecting pyramid, and handling Re-Flex Responses, Brushoffs, and Objections. Attendees will walk away with tangible and actionable techniques to immediately become better at prospecting and building more robust pipelines. Our sessions are designed to inspire and motivate, spurring attendees to action that produces significant change.

 Download to your calendar 
Sun, Aug 13, 2017 - 4:00 pm to 6:00 pm

See Personalized Agenda

Interactive Boardroom Appointments
 Download to your calendar 
Sun, Aug 13, 2017 - 6:15 pm to 6:30 pm

Osceola Ballroom CD

Executive Keynote: Transform With Dell EMC: Magic Cannot Make Digital Transformation Happen But Dell EMC Can

In the digital era, technology is advancing at an exponential rate and changing how people work and live. Dell EMC embodies this vision in its technology solutions and relies on real-world experiences that have helped thousands of businesses redefine themselves for the digital era, accelerate and deliver best-in-class customer experiences. Dell EMC possesses the industry’s  broadest product portfolio of innovative solutions and the industry’s most desirable partner program. That combination enables Dell EMC to deliver a simple, predictable and profitable experience for its partners.  Dell EMC enables extraordinary opportunities for growth and profitability.


 Download to your calendar 
Sun, Aug 13, 2017 - 6:30 pm to 6:45 pm

Osceola Ballroom CD

Executive Keynote: Different Innovates Better

Market researcher IDC recently reported a slight increase in the PC market for the first time in five years. The gains could be partly attributed to newly introduced form factors and pressure from customers to update aging systems. To continually meet the needs of IT customers, Lenovo offers unique form factors that address the changing dynamics of the technology market. Join Lenovo's keynote to find out more about the company's latest product portfolio including its latest Tiny Workstation. Solution providers will also hear more about Lenovo’s latest tiering and incentive programs. Find out how Lenovo’s product portfolio and channel programs can help partners break the status quo, sell differently and win with their customers.

Lenovo

 Download to your calendar 
Sun, Aug 13, 2017 - 6:45 pm to 7:45 pm

Emerald Bay Plaza

Welcome Reception

Join us for hosted cocktails and reception food stations as we kick off this successfull event!

 

Sponsored By:

HP Inc.

 Download to your calendar 
Sun, Aug 13, 2017 - 7:30 pm to 9:00 pm Private Dinners

(By Invitation Only)

      Lenovo    Veracode

 Download to your calendar 
Sun, Aug 13, 2017 - 7:45 pm to 9:15 pm 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.

APC by Schneider Electric   Carbonite         Fortinet     Jenne          Samsung                      ZyXEL

 Download to your calendar 
Mon, Aug 14, 2017 - 7:00 am to 5:30 pm

Osceola Ballroom Lobby

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 14, 2017 - 7:15 am to 8:00 am

Daytona

MSP Breakfast Meetup: Executive Coaching

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 is a peer-to-peer session where sharing ideas around best practices, go-to-market strategies, issues and opportunities will be discussed. Moderated by veteran MSP builder and strategic adviser Gary Pica of  this peer exchange will focus on the big issues facing MSPs: hiring and retaining top talent; drivers of profitability; packaging and pricing; building a more valuable offering ; dealing with commoditization and measuring and reducing reactive service noise. The moderator will divide the room into work groups to discuss these topics in detail. 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. The goal is to create an atmosphere where sharing of ideas is welcome and no idea or question is seen as unwelcome. Space is limited. 

 Download to your calendar 
Mon, Aug 14, 2017 - 7:15 am to 8:00 am

Emerald Bay Plaza

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 14, 2017 - 8:15 am to 9:00 am

Osceola Ballroom CD

Keynote: Develop An Innovation Culture That Embraces Creativity

Forrester's Bobby Cameron is the undisputed market leader when it comes to analyzing the  buying behavior and purchasing patterns of  IT customers. His insight helps solution providers and IT services organizations understand  how to better serve their customers and help them innovate. The secret is not responding to the needs of customer but knowing what can advance their business before they even think of it.  Cameron will share some of his latest research findings including his thoughts on how to customers are developing an innovation culture and what solution provides must to do  provide unparalleled value.

 Download to your calendar 
Mon, Aug 14, 2017 - 9:00 am to 9:30 am

Osceola Ballroom CD

Executive Keynote: Intermedia: Your Path To Profitability

Intermedia's comprehensive 360-degree approach to success is enabling partners to drive greater profitability in a market where margin pressure is everywhere. In this keynote session, Intermedia’s Chief Revenue Officer, Eric Martorano, and VP of Cloud Voice Solutions, Mark Sher, will share how partners can identify new market opportunities and drive greater customer value by leveraging Intermedia’s voice solutions. These solutions can all be sold under the solution provider's brand and backed by Intermedia.

 Download to your calendar 
Mon, Aug 14, 2017 - 9:45 am to 11:30 am

See Personalized Agenda

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 14, 2017 - 9:45 am to 10:15 am

Osceola 1-2

Special Vendor Education Session: Partner Engagement 3.0: Why It's Time To Ditch Your Partner Portal

Increasingly, how your program leverages partner engagement best practices with technology is the difference between thru partner revenue decline and growth. Join Webinfinity's James Hodgkinson to explore how the age of subscription business models, SaaS and personalized, one-on-one web experiences is dramatically raising the bar on what it takes to attract and engage your partners and keep their loyalty.

James will explore what the latest channel research tells us about how to:

  • Fully Enable each stage of the partner journey
  • Reduce churn – of both partners and their end customers
  • Maximize ROI on your channel system investments
  • Get your internal team off of administrative tasks and onto higher value, more strategic efforts
  • Provide a partner experience that is rewarding, simple, and contagious

 

 Download to your calendar 
Mon, Aug 14, 2017 - 11:45 am to 12:15 pm

Osceola 1-2

Solutions Track Session: Size Matters: Get Confident In Your CAC

For many MSPs, it’s something we don’t like to talk about. It’s been clinically proven that the size of your CAC can directly affect your performance in business. Join Pax8 to understand your Customer Acquisition Cost, and how it can impact your company’s valuation. Plus learn how top performing MSPs are reducing the cost of customer acquisition for cloud service recurring revenue.

Pax8

 Download to your calendar 
Mon, Aug 14, 2017 - 11:45 am to 12:15 pm

Osceola 3-4

Solutions Track Session: Destination: You

You deserve the best.

Your phones, your tablets, your laptops, your lights and even your cameras deserve the best connectivity.  Today’s connectivity is, in fact, all about you.  We’ve been developing our solution portfolio with you in mind, to help you keep up with the tidal wave of devices joining your network every year.  Ruckus is coming to share our vision for connecting everywhere we live, work and play. 

Your satisfaction is the foundation of our success.  After all, it’s all about you!

Ruckus Wireless

 Download to your calendar 
Mon, Aug 14, 2017 - 11:45 am to 12:15 pm

Miami Room

Solutions Track Session: Talari SD-WAN Technology: Seamless Migration Of Enterprise Apps From WAN-Edge To Cloud

Solution Providers that incorporate Talari’s SD-WAN technology into their edge network portfolios can gain the control and oversight enterprise customers demand to trust running business-critical applications in the hybrid-cloud. With Talari SD-WAN technology, organizations with distributed data centers and networks can treat the cloud like any other WAN link, which means seamless access to SaaS apps and cloud apps running in AWS and Azure via Talari’s secure and reliable connection.

 Download to your calendar 
Mon, Aug 14, 2017 - 11:45 am to 12:15 pm

Osceola 5-6

Solutions Track Session: Confessions Of A Tonerhead, Or: How I Learned To Love PageWide

Midrange multifunction printers have traditionally been the domain of toner-based systems. For the first time, MFP products are now launching with HP PageWide ink-based technology. On one level, the development is mundane as users just want speed, performance and uptime. But on another level, the HP PageWide development is the most significant breakthrough in this space in a generation. Technology drives performance, and technology drives costs. Learn how solution providers who are MFP focused can benefit and profit from HP’s PageWide technology.

HP Inc.

 Download to your calendar 
Mon, Aug 14, 2017 - 12:00 pm to 4:30 pm

Florida Exhibit Hall F

Exhibitor Booth Setup
 Download to your calendar 
Mon, Aug 14, 2017 - 12:15 pm to 1:15 pm

Emerald Bay Plaza

Solution Provider Lunch

(Solution Provider Red Badges Only)

Sponsored By:

Pax8

 Download to your calendar 
Mon, Aug 14, 2017 - 1:30 pm to 2:00 pm

Osceola 1-2

Executive Session: Managing The Costs Of Managed Services

Solution providers today offer a wide range of managed services but often cannot determine which services in the mix are profitable or loss leaders. Yet one of the biggest challenges facing leaders of solution provider organizations is whether they can even measure the true profitability of their managed services—the core of many business models. Selling more of the wrong services is a recipe for disaster especially as managed services evolve.  To understand the profitability of the managed services offered, solution providers need to know the costs of those services offered and ensure that  financial statements accurately reflect those costs. The problem is that many business leaders face challenges in obtaining accurate data in a timely fashion when it comes to engineer time entry to third-party cost details. So what to do? In this session, solution provider leaders will learn how to structure their financials and build efficient process flows to successfully manage their managed service agreements.

 Download to your calendar 
Mon, Aug 14, 2017 - 1:30 pm to 2:00 pm

Osceola 3-4

Executive Session: Creating A Winning Culture In A Small IT Firm

At fast-growing, small IT firms, the hours are long and tensions often run high. That's life inside today's services—based consulting firms. Leaders of these organizations must understand that their business’ most valuable asset can feel happy, sad, cheerful, grumpy, appreciated, unwelcome, loyal and fickle all before lunch time. In this session, leaders of solution providers and managed services firms will learn how to use a mix of company values, employee appreciation events, and good old-fashioned relationship 101 to retain and attract talent or an immediate and positive impact on the customer and bottom line. Join Chad Adams as he discusses how his company has thought outside the norms of every-day corporate structure and used a mix of open book accounting through the "Great Game of Business" method and alternative management styles known as Holacracy to keep employee’s engaged in the business. He will discuss some of the challenges learned, victories gained and current struggles that a business of any size can take away.

 Download to your calendar 
Mon, Aug 14, 2017 - 1:30 pm to 2:00 pm

Osceola 5-6

Executive Session: XChange C-Suite Symposium--The Leadership Challenges: Expose The Actors

Pre-registration Required

For leaders of solution providers organizations looking to attract and add talent they must decide when to start interviewing candidates and when to stop. The answers to these questions could be worth at least $1 million over the next 10 years to their organizations. Interviewing and identifying the right candidate for an opening in sales, marketing, support or management is not about gut feel.  Solution provider leaders need a system to expose the posers--those people acting out their "hire-me script" to convince a prospective employer to give them a job.  No solution provider would ever configure a server based on gut feel nor would they implement a network haphazardly. So, they need to approach hiring and recruiting with the same exactitude and process.  Attend this session to learn new ways to systematically interview job candidates so future hires turn into true superstars not mistakes.

 Download to your calendar 
Mon, Aug 14, 2017 - 2:15 pm to 2:45 pm

Osceola 3-4

Solutions Track Session - How State-of-the-Art SEO 2.0 Can Get Your Phones Ringing Off The Hook

IT solution providers typically grow their businesses slowly with referrals, but as they get bigger and have more money for marketing they start searching for marketing that can augment referrals. Often MSPs strike out as they try one direct marketing service after another unsuccessfully.  While the factors that cause these failures are many, our focus will be on explaining how implementing a state-of-the-art SEO campaign will cause MSPs’ phones to ring off the hook with easy to close sales lead. This session will outline state-of-the-art marketing strategies including the benefits of thought-leadership content, aggressive on-page SEO optimization, Google reviews and guest blogging. 

MSP SEO Factory

 Download to your calendar 
Mon, Aug 14, 2017 - 2:15 pm to 2:45 pm

Osceola 5-6

Solutions Track Session: Aruba Wireless For SMB: Partnering For Greater Networking Sales

Advances in Wi-Fi technologies are opening doors to networking sales in the lucrative SMB segment.  Opportunities abound as business owners continue to shift the way they conduct business and interact with their customers, suppliers and their entire ecosystem. Solution providers can grow their client base and revenue by focusing on customers who are using smart phones and tablets for business purposes and embracing technologies like mobile, cloud and collaboration applications. In this session, solution providers will hear how partnering with Aruba Networks, an HPE company, can help them ride this trend to greater networking sales.

HPE - Aruba

 Download to your calendar 
Mon, Aug 14, 2017 - 2:15 pm to 2:45 pm

Osceola 1-2

Solutions Track Session: The Ultimate Guide To Building A Tech Sales Team: Sales Transformation

To succeed in today's IT market, solution providers must build an effective sales organization that understands how to maintain customer satisfaction, drive recurring revenue and increase leads. The new sales process of today must adapt to this period of rapid change and transformation. The challenges facing senior leaders and their sales teams are difficult but tackling them is necessary for success. Starting with identifying an objective, solution providers can create a successful sales organization that will help their business grow.  Key topics covered in this session will include:  developing a good marketing plan, retaining good sales talent, firing, putting the right systems in place and developing effective commission plans.

 Download to your calendar 
Mon, Aug 14, 2017 - 2:45 pm to 3:15 pm

Osceola Ballroom Lobby

Networking Break
 Download to your calendar 
Mon, Aug 14, 2017 - 3:15 pm to 3:45 pm

Osceola 1-2

Executive Session: The Secrets To Becoming A Value-Based MSP

No one can deny that the  MSP market is maturing. Now that IT solution and service providers have access to the same tools and technology the challenge for managed service providers is to differentiate themselves and continue to provide a compelling value proposition. When prospects have trouble seeing a difference between providers, price becomes a deciding factor which pressures profits and sales growth. What if an MSP could command higher prices and eliminate price as an objection? Doing so could place an organization among the top MSPs who are commanding monthly fees that are 20 to 40 percent higher than the average solution provider. During this session, MSP industry veteran Gary Pica will show solution providers focused on managed services how to create a true competitive advantage.  Attendees will learn the following to dramatically increase sales and profitability: 

  •  The concept of creating a value-based MSP 
  • How to command higher monthly fees 
  • How to implement a value-based selling approach 
  • How to start moving up the MSP value stack!
 Download to your calendar 
Mon, Aug 14, 2017 - 3:15 pm to 3:45 pm

Osceola 3-4

Executive Session: What The Tech Titans Don't Teach You

Working with the industry’s largest vendors and tech suppliers can often be a complex and head-scratching experience. But if solution providers are able to master relationships with giants like Microsoft, they could see big gains to their business and customer base. What they need to do is to develop a formula for success. So, leaders of solution providers must ask themselves what they need to do differently in partnering with tech giants in today's age of digital transformation. After all, given the rapid pace of M&A in the IT industry, working efficiently with the big vendors is a necessity.  In this session Vince Menzione, longtime channel and industry sales leader, will deconstruct the success strategies of partnering with today’s big players to uncover partners that got it right, what pitfalls to avoid and what led to the best partnerships. Key takeaways include:

  • Transformation is happening fast - advanced partners have found new models and are evolving quickly
  • Partner often struggle and fight the change from traditional models like - gross margin on transactions.
  • Commitment and changing the business model is hard.
 Download to your calendar 
Mon, Aug 14, 2017 - 3:15 pm to 3:45 pm

Osceola 5-6

Executive Session: XChange C-Suite Symposium--The 30-Minute Good Cop, Bad Cop Leadership Challenge

Pre-registration Required

Old school leaders believe their employees and team members are lucky to have a job with their company. These individuals also have trouble sincerely complimenting people and have the gift of correction. Such leaders are striking out when it comes to motivating workers and are missing out on base hits or even hitting home runs with their employees.  However, becoming a better leader is a choice that has to be taken seriously.  Rather than play whack-a-mole leadership, similar to the arcade game, IT pros must learn a discipline developed by David Russell called, "Good Cop, Bad Cop Leadership." It is simple, systematic, and easy to test.  Save time and eliminate drama.  Attend this session to learn how to be a better leader in just 30 minutes.

 Download to your calendar 
Mon, Aug 14, 2017 - 4:00 pm to 4:15 pm

Osceola Ballroom CD

Executive Keynote: The Fortinet Security Fabric--An Intelligent, Collaborative Approach To Solving Today’s Security Challenges

Having the right security woven throughout your customer’s network can make the difference between running a smooth, safe network or a security breach that makes national news. The Fortinet Security Fabric solution gives partners that ability to provide control, integration and easy management of security across their customer’s entire organization, all through a single pane of glass. Attendees will learn why a fabric approach is superior to platforms, allowing an organization to maximize current investments while creating a security network that dynamically expands and adapts as more workloads and data are added. At the same time, the Fabric protects data, users, and applications as they move back and forth between the IoT, endpoints, and cloud environments so your customers can focus on growth, not risk.

Fortinet

 Download to your calendar 
Mon, Aug 14, 2017 - 4:15 pm to 5:00 pm

Osceola 1-2

Sponsor Education Session: The IoT Partner Profile--Which Partners Are Selling IoT Today?

Nearly half of the solution providers in the channel ecosystem identify IoT as a meaningful or huge opportunity for the coming 18 to 24 months. However, 70 percent indicate they do not yet see high customer demand for IoT solutions today.  In this session, IPED will explore the characteristics of partners who are able to sell IoT solutions today. The IoT research study will help attendees understand the partners who are able to gain access to decision makers and those who can support a proof of concept and ultimately rollout and support IoT-based solutions.  The research also identifies the additional characteristics needed by IoT partners who are industry-focused or what to sell into a specific vertical market. This session will share the findings of The Channel Company’s IoT Advisory Board 2017 research study to answer these questions.

 Download to your calendar 
Mon, Aug 14, 2017 - 4:15 pm to 4:30 pm

Osceola Ballroom CD

Executive Keynote: HPE: The Evolution Revolution

Customers are evolving their business models and IT environments rapidly to respond to new challenges and opportunities. Are solution providers evolving at a pace that will help them respond to customer needs, sharpen their competitive edge and allow them to thrive in today’s marketplace? In this session, attendees will learn how partnering with HPE will drive solution provider evolution and strengthen their organization's leadership position. HPE’s Terry Richardson will discuss how leadership is easier for IT integrators when selling market-leading solutions from HPE in hyperconvergence, IT security and hybrid cloud among others. HPE understands the goals and challenges facing today's solution providers and offers a roadmap for success that delivers revolutionary results and rewards. 

 

 Download to your calendar 
Mon, Aug 14, 2017 - 4:30 pm to 5:15 pm

Osceola Ballroom CD

Keynote: What Great Sales People Do

If you’re worried about how the role of sales and selling is changing, you need to know what the best salespeople do to succeed in this new business environment.  Denise Lee Yohn shows you that great salespeople do what great brands do.  She explains how to innovate—not imitate, how to create extraordinary experiences that embody your brand, and how to cultivate strong, emotional connections with customers.   You’ll be inspired to engage with clients in new ways that cut out competitors and create long-term business success. Learn why and how the most effective salespeople operate as brand evangelists — and how you can too to win the new sales game.

 

 Download to your calendar 
Mon, Aug 14, 2017 - 5:15 pm to 7:15 pm

Florida Exhibit Hall F

Solutions Pavilion/Reception

 Download to your calendar 
Mon, Aug 14, 2017 - 7:15 pm to 9:00 pm Private Dinners

(By Invitation Only)

Samsung   

 Download to your calendar 
Mon, Aug 14, 2017 - 7:30 pm to 9:00 pm Private Dinners

(By Invitation Only)

APC by Schneider Electric     Brasil IT         

 Download to your calendar 
Mon, Aug 14, 2017 - 7:30 pm to 9:00 pm 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.

APC by Schneider Electric     Carbonite               Fortinet     Jenne          Samsung               ZyXEL

 Download to your calendar 
Tue, Aug 15, 2017 - 7:00 am to 5:30 pm

Osceola Ballroom Lobby

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 15, 2017 - 7:15 am to 8:00 am

Daytona

MSP Breakfast Meetup: Executive Coaching

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 is a peer-to-peer session where sharing ideas around best practices, go-to-market strategies, issues and opportunities will be discussed. Moderated by veteran MSP builder and strategic adviser Gary Pica of  this peer exchange will focus on the big issues facing MSPs: hiring and retaining top talent; drivers of profitability; packaging and pricing; building a more valuable offering ; dealing with commoditization and measuring and reducing reactive service noise. The moderator will divide the room into work groups to discuss these topics in detail. 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. The goal is to create an atmosphere where sharing of ideas is welcome and no idea or question is seen as unwelcome. Space is limited.

 Download to your calendar 
Tue, Aug 15, 2017 - 7:15 am to 8:00 am

Emerald Bay Plaza

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 
Tue, Aug 15, 2017 - 8:15 am to 9:00 am

Osceola Ballroom CD

Keynote: Livin’ On The Edge: The Tech Solutions That Will Drive Tomorrow’s Revenue

Solution providers are always looking for the next big thing when it comes to tech solutions they can offer their customers. But placing bets isn’t so easy especially when it comes to the risk-reward ratio. Being too far out in front of a trend could spell disaster but missing out on one could result in a lost opportunity and boost to margins. Any new tech solution requires an investment in skills, sales, marketing, customer support and vendor acquisition. This panel discussion will feature partners who are the first movers adopting technologies ahead of the mainstream market and had positive results or learned valuable lessons. This panel will discuss the benefits of adopting such tech solutions as IoT; DevOps; containers; hyperconvergence; public cloud; next-gen security and mobile. Today’s reality is that solution providers must adapt or they could be swept away.


 

 Download to your calendar 
Tue, Aug 15, 2017 - 9:00 am to 9:30 am

Osceola Ballroom CD

Executive Keynote: Unlocking The Power Of Partnerships

Join Frank Rauch, VMWare's VP Americas Partner Organization, and special guests for a keynote presentation focused on solution provider opportunities within modernizing data centers, empowering the digital workspace, transforming security and integrating public clouds.  During his keynote, Rauch will highlight the power of partnerships by inviting special guests from Dell EMC, Palo Alto Networks and Samsung to discuss how they are working to together with VMware to amplify channel opportunities.

 Download to your calendar 
Tue, Aug 15, 2017 - 9:45 am to 11:30 am

See Personalized Agenda

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 15, 2017 - 10:00 am to 11:00 am

Osceola 1-2

Special Vendor Education Session: CompTIA Channel Account Manager Training

CompTIA’s Executive Certificates in CAM 101 and 201 offer those in channel management roles the opportunity to further develop the skills and knowledge needed to lead initiatives and investments that drive  indirect  sales  revenue.  Learn more about CompTIA’s latest and most popular channel education designed to give  participants  the  mindset,  concepts,  knowledge and skills to grow into an evolved channel manager.

 

Brought to you by:

 Download to your calendar 
Tue, Aug 15, 2017 - 11:45 am to 12:15 pm

Osceola 1-2

Solutions Track Session: The Time Is Now: Driving Growth And Making Money With The New Extreme

Find out why now is a very exciting time to be a partner of Extreme Networks. Over the past year, Extreme Networks has been a disruptive force, shaking up the networking landscape of the industry with its intentions to acquire the Avaya networking business and the Brocade data center networking business. In March, Extreme Networks won a bid to acquire the Avaya networking business. This fall it will close on its bid for Brocade's switching, routing and analytics assets.  Extreme continues to offer an industry leading, profitable and now expanded global portfolio program that will continue to enhance the focus it has on simplifying the way it does business with partners.  The new program will include a focus on driving growth with partners, more visibility and automation along with numerous incentives to support net new customer acquisition.  Join this session to learn more about the channel opportunities with Extreme.

 Download to your calendar 
Tue, Aug 15, 2017 - 11:45 am to 12:15 pm

Osceola 3-4

Solutions Track Session: Cloud Wi-Fi: Increase Your Recurring Revenue While Simplifying Operations

There is a dramatic shift taking place in the enterprise Wi-Fi industry that leaves channel partners with challenges and opportunities. As more organizations become wireless-first, they look to trusted channel partners for design, deployment and support services. But in a growing and highly competitive market, more channel partners are finding their margins squeezed, operational overhead increasing and vendor support decreasing. Join this session with leading cloud networking vendor Aerohive Networks, which works 100 percent through the channel, and learn how to take advantage of the latest trends in the enterprise Wi-Fi sector. Key takeaways include: 

  

  • How to increase service and recurring revenue with cloud networking  
  • Easily deliver wireless as a service  
  • Simplify operational costs and complexity 
  • Differentiate in the market place with the next-generation of Wi-Fi architecture  
  • Explore untapped markets delivering 17 percent quarterly growth

 Download to your calendar 
Tue, Aug 15, 2017 - 11:45 am to 12:15 pm

Osceola 5-6

Solutions Track Session: Join The Revolution: HPE Storage With Nimble Drives Revenue

 

HPE Storage continues to help eliminate storage boundaries for customers with fast and reliable access to data, both on premise and off premise in the cloud, as well as ease of implementation.  Learn how the all-flash conversation has evolved to include federated data mobility, flash-integrated protection, and fully automated SAN provisioning.  Also see how our recent acquisition of Nimble storage and their fit into HPE storage flash portfolio now makes the business impact of Infosight Predictive Analytics part of the strategy.

 

 Download to your calendar 
Tue, Aug 15, 2017 - 12:15 pm to 1:15 pm

Emerald Bay Plaza

Solution Provider Lunch

(Solution Provider Red Badges Only)

 Download to your calendar 
Tue, Aug 15, 2017 - 1:30 pm to 2:00 pm

Osceola 1-2

Executive Session: Get Ready To Initiate Your AI Strategy: Join The Cognitive Revolution With Enterprise Services

The term AI has been thrown about for the last few years.  The shift has gone from mobile-first to AI-first.  This session is geared toward solution providers who want to learn where to start when planning their adoption of artificial intelligence services. Hear from a solution provider veteran who made the early transition to cloud services and is now embracing AI as the core of his business model. This session is designed to take the audience through real-world use cases and discuss strategies to identify business processes that could benefit from the implementation of AI. A key takeaway is how to support AI processes without having to hire and pay a team of expensive data scientists. 

 Download to your calendar 
Tue, Aug 15, 2017 - 1:30 pm to 2:00 pm

Osceola 3-4

Executive Session: The Art Of Social Selling: To Sell Is Still Human

To improve the sales process, solution providers must understand what it is like being on the other side of the table. After years on the sales side, Amy Slater made the change to the customer side and what she experienced is enlightening to everyone in the channel. Slater will share her experience of being sold to and provide insight on the lessons learned. An important factor to understand is how the initial sales engagement impacts the customer experience. This session will feature tips for salespeople to leverage social selling to better engage with customers rather than alienate them. Ultimately, richer engagement will lead to higher sales rep productivity and sustainable customer loyalty.   

Key takeaways include: 

  • Effective ways to use social selling tools to engage with C-level buyers. 
  • The good, bad, and ugly ways sellers interact with buyers and what sellers can do to bridge the human divide that often ensues.
  • Steps you can take to improve the buyer-seller relationship and create long-lasting, loyal customers.
 Download to your calendar 
Tue, Aug 15, 2017 - 1:30 pm to 2:00 pm

Osceola 5-6

Executive Session: Who Cares About Your Marketing? Your Customers Do

Yesterday’s marketing and sales tactics are dead.  Solution providers need to understand today's  new realities such as the average B2B buying decision being influenced by more than 5 people.  The links  at a customer's IT department and lines of business are evolving and, as a result, so are the purchasing decisions. Solution provider leaders have a business to run and don’t have time to learn the ins and outs of today’s digital marketing tools and tactics. So, how do today's channel leaders ensure their marketing strategy can adapt to these new realities?  Join an award-winning, marketing-savvy solution provider for a candid session on how to rethink an approach to marketing and client engagement.  In this interactive session, attendees will hear practical advice to help them build tomorrow’s marketing practice today.


 

 Download to your calendar 
Tue, Aug 15, 2017 - 2:15 pm to 4:00 pm

See Personalized Agenda

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 15, 2017 - 2:30 pm to 3:15 pm

Osceola 1-2

Special Vendor Education Session: Channel Technology Integration: The Winning Formula For Channel Program Productivity

Channel programs depend on multiple point solutions to manage everyday functions, such as partner relationships, channel marketing, or even lead distribution. However, the lack of integration between these applications impedes partner adoption and program progress. Discover why and what types of integrations matter most not just between applications but across organizations and the processes they depend on to recruit, enable and generate demand with partners.

Zift Solutions

 Download to your calendar 
Tue, Aug 15, 2017 - 4:00 pm to 6:00 pm

Florida Exhibit Hall F

Solutions Pavilion/Reception

 Download to your calendar 
Tue, Aug 15, 2017 - 6:00 pm to 8:00 pm

Florida Exhibit Hall F

Exhibitor Booth Teardown
 Download to your calendar 
Tue, Aug 15, 2017 - 6:45 pm to 7:30 pm

Osceola 1-3

CRN ARC Winner Reception & Photo Lounge

Hosted By:

 Download to your calendar 
Tue, Aug 15, 2017 - 6:45 pm to 7:30 pm

City Hall Lobby & Osceola Ballroom Lobby

Pre CRN ARC Awards Reception

Hosted By:

 Download to your calendar 
Tue, Aug 15, 2017 - 7:30 pm to 9:30 pm

Osceola Ballroom CD

CRN ARC Gala Dinner Featuring IT Hall Of Fame & XChange XCellence Awards

Join us for a very special evening of awards celebrating today’s top-performing vendors, channel leaders and the 2017 IT Hall of Fame inductee. The evening kicks off with the XChange 2017 XCellence awards, honoring the event’s top-performers and continues with CRN’s Annual Report Card awards, recognizing the year’s best-performing vendors in innovation, partnership and support. The awards ceremony ends with a special tribute to this year’s IT Hall of Fame honoree Frank Vitagliano. Founded in 1997 by CRN and administered by CompTIA since 2010, the IT Hall of Fame honors individuals who have made outstanding contributions or provided exceptional service to the IT channel, as well as those responsible for outstanding technology innovations or business transformations.


 

Hosted By:

 Download to your calendar 
Tue, Aug 15, 2017 - 9:30 pm to 11:00 pm

Osceola Ballroom A-B

CRN ARC After Party

Hosted By:

 Download to your calendar 
Wed, Aug 16, 2017 - 8:15 am to 9:00 am

Naples

Peer-To-Peer MSP Executive Meetup

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 is a peer-to-peer session where sharing ideas around best practices, go-to-market strategies, issues and opportunities will be discussed. Designed by two veteran MSPs, this peer exchange has focused on the big issues facing MSPs such as business model evolution, strategic partnerships, marketing and sales compensation. The moderators will divide the room into work groups to discuss several topics in detail. 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. The goal is to create an atmosphere where sharing of ideas is welcome and no idea or question is seen as unwelcome. Space is limited.

 Download to your calendar 
Sat, Aug 12, 2017 - 10:00 am to 4:30 pm Channel@Work


Co-Underwriters:

Participating Sponsors:

     Intronis Cloud Backup + Recovery     Juniper Networks          Pax8     Samsung         Zift Solutions

 Download to your calendar 
Sat, Aug 12, 2017 - 5:00 pm to 8:45 pm

Osceola Ballroom A

XChange University: IT Security

Click HERE to access the XChange University: IT Security workshop overview, agenda and speakers

 

Sponsored by:

    InsightJuniper Networks             Tech Data

 Download to your calendar 
Sun, Aug 13, 2017 - 7:45 am to 12:15 pm

Osceola Ballroom A

XChange University: IT Security

 

Click HERE to access the XChange University: IT Security workshop overview, agenda and speakers

 

Sponsored by:

   InsightJuniper Networks        Tech Data

 Download to your calendar 
Sun, Aug 13, 2017 - 11:30 am to 7:30 pm

Osceola Ballroom Lobby

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 13, 2017 - 12:45 pm to 1:00 pm

Osceola Ballroom CD

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.

 Download to your calendar 
Sun, Aug 13, 2017 - 12:45 pm to 1:00 pm

Osceola 1-2

Vendor Orientation: XChange Best Practices For Success

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

 Download to your calendar 
Sun, Aug 13, 2017 - 1:15 pm to 1:45 pm

Osceola Ballroom CD

Opening Remarks: Reflections On The Channel's Past & Its Future

As a charter member of the channel, Chris Pyle has seen it all. As the CEO of Champion Solutions Group, Pyle oversees a solution provider that has its roots in the channel's very early days and has navigated wave after wave of industry change. Champion and Pyle have come out on top as a result of an evolution in business models and thought leadership. Along the way, Champion has cemented its role as a valued partner to its customers representing some of today's most influential tech suppliers and services. Pyle will share his thoughts on how he has survived and thrived during some of the most turbulent times and his thoughts for what lies ahead for solution providers, vendors and everyone who calls the channel home.


 

 Download to your calendar 
Sun, Aug 13, 2017 - 1:45 pm to 2:30 pm

Osceola Ballroom CD

Keynote: Become The Ultimate Team Player

Every winning team has an MVP and every MVP has teammates. The great teammates become the pulse of high-performing organizations, accepting and committing to whatever role is needed to spark winning results.  Through remarkable insight from the greatest teammates of our time, author and motivational speaker Don Yaeger will share how individuals who are not the most valuable members on the team can still be invaluable. Yaeger will share insight and stories from his latest book on the discipline and humility it takes to become the ultimate team player. He will examine how an MLB catcher went from a perennial back up to the ultimate team player eventually playing in the World Series for two separate teams. Yaeger will examine the traits of great team players, how to become one and how to manage team players to benefit the entire organization.

 

 Download to your calendar 
Sun, Aug 13, 2017 - 2:30 pm to 2:45 pm

Osceola Ballroom CD

Executive Keynote: The Changing Landscape Of IT And Rise Of The Data Platform

This presentation will illuminate the emerging IoT ecosystem of compute between devices, the edge, and the regional hyperscale data centers.  It will provide a vision for solution providers on how to leverage customers' massive amounts of data and transform that data into actionable intelligence.  This intelligence will let customers solve their business challenges.  APC by Schneider Electric will explain how the company's solutions will enable the IT partner community to become more relevant to their client base through specific capabilities and tools. These solutions will help solution providers take full advantage of this ongoing industry transformation.

APC by Schneider Electric

 Download to your calendar 
Sun, Aug 13, 2017 - 2:45 pm to 3:15 pm Networking Break & Don Yaeger Book Signing


Books Sponsored By:

 Download to your calendar 
Sun, Aug 13, 2017 - 3:00 pm to 3:45 pm

Daytona

Peer-To-Peer MSP Executive Meetup

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 is a peer-to-peer session where sharing ideas around best practices, go-to-market strategies, issues and opportunities will be discussed. Designed by two veteran MSPs, this peer exchange has focused on the big issues facing MSPs such as business model evolution, strategic partnerships, marketing and sales compensation. The moderators will divide the room into work groups to discuss several topics in detail. 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. The goal is to create an atmosphere where sharing of ideas is welcome and no idea or question is seen as unwelcome. Space is limited.

 Download to your calendar 
Sun, Aug 13, 2017 - 3:15 pm to 3:45 pm

Osceola 1-2

Executive Session: Risk Of The Internet Of Things

Internet of things or what has become known as IoT is the latest buzz in the IT industry. It is being viewed as the next big thing. But is it? For years, solution providers have heard that this trend or that trend will completely change the landscape so they have become a jaded bunch when it comes to investing precious time and resources without a thorough understanding of the value proposition. So it is with IoT. This solution provider panel, featuring executives who are building practices around IoT, will discuss the risks and rewards. Peers will present their views on the challenges and opportunities in such markets as public sector including the military, SMB and manufacturing where demand and interest in IoT is strong. Of course, the big issue that will be addressed is security because every customer needs to know the risk of IoT deployments that could make their network and business vulnerable to attacks. But wait, this group is not assembling to just discuss IoT solutions and products but what customers need to know about process change and how partners must embrace a process-focused sales engagement to succeed.

 Download to your calendar 
Sun, Aug 13, 2017 - 3:15 pm to 3:45 pm

Osceola 3-4

Executive Session: Leadership: Building Great Teams

Don Yaeger will share insight and stories from his latest book on the discipline and humility it takes to become the ultimate team player. Yaeger will examine the traits of great team players, how to become one and how to inspire team players to benefit the entire organization. He will take a deeper dive into how leaders can help build a culture that recognizes and acknowledges those whose work as a great teammate make championships possible.

 Download to your calendar 
Sun, Aug 13, 2017 - 3:15 pm to 3:45 pm

Osceola 5-6

Executive Session: Fanatical Prospecting For The Channel

The number one reason for failure in sales is an empty pipeline. And, the number one reason for an empty pipeline is a failure to consistently prospect. However, prospecting is uncomfortable and people just don’t like doing it. But, prospecting is essential if you want to succeed. We teach professionals to differentiate through adaptation, to stand out through better relationships, and to accelerate with Fanatical Prospecting. In this session, we will explore the mindset of the Fanatical prospector, the use of the golden hours, prospecting pyramid, and handling Re-Flex Responses, Brushoffs, and Objections. Attendees will walk away with tangible and actionable techniques to immediately become better at prospecting and building more robust pipelines. Our sessions are designed to inspire and motivate, spurring attendees to action that produces significant change.

 Download to your calendar 
Sun, Aug 13, 2017 - 4:00 pm to 6:00 pm

See Personalized Agenda

Interactive Boardroom Appointments
 Download to your calendar 
Sun, Aug 13, 2017 - 6:15 pm to 6:30 pm

Osceola Ballroom CD

Executive Keynote: Transform With Dell EMC: Magic Cannot Make Digital Transformation Happen But Dell EMC Can

In the digital era, technology is advancing at an exponential rate and changing how people work and live. Dell EMC embodies this vision in its technology solutions and relies on real-world experiences that have helped thousands of businesses redefine themselves for the digital era, accelerate and deliver best-in-class customer experiences. Dell EMC possesses the industry’s  broadest product portfolio of innovative solutions and the industry’s most desirable partner program. That combination enables Dell EMC to deliver a simple, predictable and profitable experience for its partners.  Dell EMC enables extraordinary opportunities for growth and profitability.


 Download to your calendar 
Sun, Aug 13, 2017 - 6:30 pm to 6:45 pm

Osceola Ballroom CD

Executive Keynote: Different Innovates Better

Market researcher IDC recently reported a slight increase in the PC market for the first time in five years. The gains could be partly attributed to newly introduced form factors and pressure from customers to update aging systems. To continually meet the needs of IT customers, Lenovo offers unique form factors that address the changing dynamics of the technology market. Join Lenovo's keynote to find out more about the company's latest product portfolio including its latest Tiny Workstation. Solution providers will also hear more about Lenovo’s latest tiering and incentive programs. Find out how Lenovo’s product portfolio and channel programs can help partners break the status quo, sell differently and win with their customers.

Lenovo

 Download to your calendar 
Sun, Aug 13, 2017 - 6:45 pm to 7:45 pm

Emerald Bay Plaza

Welcome Reception

Join us for hosted cocktails and reception food stations as we kick off this successfull event!

 

Sponsored By:

HP Inc.

 Download to your calendar 
Sun, Aug 13, 2017 - 7:30 pm to 9:00 pm Private Dinners

(By Invitation Only)

      Lenovo    Veracode

 Download to your calendar 
Sun, Aug 13, 2017 - 7:45 pm to 9:15 pm 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.

APC by Schneider Electric   Carbonite         Fortinet     Jenne          Samsung                      ZyXEL

 Download to your calendar 
Mon, Aug 14, 2017 - 7:00 am to 5:30 pm

Osceola Ballroom Lobby

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 14, 2017 - 7:15 am to 8:00 am

Daytona

MSP Breakfast Meetup: Executive Coaching

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 is a peer-to-peer session where sharing ideas around best practices, go-to-market strategies, issues and opportunities will be discussed. Moderated by veteran MSP builder and strategic adviser Gary Pica of  this peer exchange will focus on the big issues facing MSPs: hiring and retaining top talent; drivers of profitability; packaging and pricing; building a more valuable offering ; dealing with commoditization and measuring and reducing reactive service noise. The moderator will divide the room into work groups to discuss these topics in detail. 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. The goal is to create an atmosphere where sharing of ideas is welcome and no idea or question is seen as unwelcome. Space is limited. 

 Download to your calendar 
Mon, Aug 14, 2017 - 7:15 am to 8:00 am

Emerald Bay Plaza

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 14, 2017 - 8:15 am to 9:00 am

Osceola Ballroom CD

Keynote: Develop An Innovation Culture That Embraces Creativity

Forrester's Bobby Cameron is the undisputed market leader when it comes to analyzing the  buying behavior and purchasing patterns of  IT customers. His insight helps solution providers and IT services organizations understand  how to better serve their customers and help them innovate. The secret is not responding to the needs of customer but knowing what can advance their business before they even think of it.  Cameron will share some of his latest research findings including his thoughts on how to customers are developing an innovation culture and what solution provides must to do  provide unparalleled value.

 Download to your calendar 
Mon, Aug 14, 2017 - 9:00 am to 9:30 am

Osceola Ballroom CD

Executive Keynote: Intermedia: Your Path To Profitability

Intermedia's comprehensive 360-degree approach to success is enabling partners to drive greater profitability in a market where margin pressure is everywhere. In this keynote session, Intermedia’s Chief Revenue Officer, Eric Martorano, and VP of Cloud Voice Solutions, Mark Sher, will share how partners can identify new market opportunities and drive greater customer value by leveraging Intermedia’s voice solutions. These solutions can all be sold under the solution provider's brand and backed by Intermedia.

 Download to your calendar 
Mon, Aug 14, 2017 - 9:45 am to 10:15 am

Osceola 1-2

Special Vendor Education Session: Partner Engagement 3.0: Why It's Time To Ditch Your Partner Portal

Increasingly, how your program leverages partner engagement best practices with technology is the difference between thru partner revenue decline and growth. Join Webinfinity's James Hodgkinson to explore how the age of subscription business models, SaaS and personalized, one-on-one web experiences is dramatically raising the bar on what it takes to attract and engage your partners and keep their loyalty.

James will explore what the latest channel research tells us about how to:

  • Fully Enable each stage of the partner journey
  • Reduce churn – of both partners and their end customers
  • Maximize ROI on your channel system investments
  • Get your internal team off of administrative tasks and onto higher value, more strategic efforts
  • Provide a partner experience that is rewarding, simple, and contagious

 

 Download to your calendar 
Mon, Aug 14, 2017 - 9:45 am to 11:30 am

See Personalized Agenda

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 14, 2017 - 11:45 am to 12:15 pm

Osceola 1-2

Solutions Track Session: Size Matters: Get Confident In Your CAC

For many MSPs, it’s something we don’t like to talk about. It’s been clinically proven that the size of your CAC can directly affect your performance in business. Join Pax8 to understand your Customer Acquisition Cost, and how it can impact your company’s valuation. Plus learn how top performing MSPs are reducing the cost of customer acquisition for cloud service recurring revenue.

Pax8

 Download to your calendar 
Mon, Aug 14, 2017 - 11:45 am to 12:15 pm

Osceola 3-4

Solutions Track Session: Destination: You

You deserve the best.

Your phones, your tablets, your laptops, your lights and even your cameras deserve the best connectivity.  Today’s connectivity is, in fact, all about you.  We’ve been developing our solution portfolio with you in mind, to help you keep up with the tidal wave of devices joining your network every year.  Ruckus is coming to share our vision for connecting everywhere we live, work and play. 

Your satisfaction is the foundation of our success.  After all, it’s all about you!

Ruckus Wireless

 Download to your calendar 
Mon, Aug 14, 2017 - 11:45 am to 12:15 pm

Miami Room

Solutions Track Session: Talari SD-WAN Technology: Seamless Migration Of Enterprise Apps From WAN-Edge To Cloud

Solution Providers that incorporate Talari’s SD-WAN technology into their edge network portfolios can gain the control and oversight enterprise customers demand to trust running business-critical applications in the hybrid-cloud. With Talari SD-WAN technology, organizations with distributed data centers and networks can treat the cloud like any other WAN link, which means seamless access to SaaS apps and cloud apps running in AWS and Azure via Talari’s secure and reliable connection.

 Download to your calendar 
Mon, Aug 14, 2017 - 11:45 am to 12:15 pm

Osceola 5-6

Solutions Track Session: Confessions Of A Tonerhead, Or: How I Learned To Love PageWide

Midrange multifunction printers have traditionally been the domain of toner-based systems. For the first time, MFP products are now launching with HP PageWide ink-based technology. On one level, the development is mundane as users just want speed, performance and uptime. But on another level, the HP PageWide development is the most significant breakthrough in this space in a generation. Technology drives performance, and technology drives costs. Learn how solution providers who are MFP focused can benefit and profit from HP’s PageWide technology.

HP Inc.

 Download to your calendar 
Mon, Aug 14, 2017 - 12:00 pm to 4:30 pm

Florida Exhibit Hall F

Exhibitor Booth Setup
 Download to your calendar 
Mon, Aug 14, 2017 - 12:15 pm to 1:15 pm

Emerald Bay Plaza

Solution Provider Lunch

(Solution Provider Red Badges Only)

Sponsored By:

Pax8

 Download to your calendar 
Mon, Aug 14, 2017 - 1:30 pm to 2:00 pm

Osceola 1-2

Executive Session: Managing The Costs Of Managed Services

Solution providers today offer a wide range of managed services but often cannot determine which services in the mix are profitable or loss leaders. Yet one of the biggest challenges facing leaders of solution provider organizations is whether they can even measure the true profitability of their managed services—the core of many business models. Selling more of the wrong services is a recipe for disaster especially as managed services evolve.  To understand the profitability of the managed services offered, solution providers need to know the costs of those services offered and ensure that  financial statements accurately reflect those costs. The problem is that many business leaders face challenges in obtaining accurate data in a timely fashion when it comes to engineer time entry to third-party cost details. So what to do? In this session, solution provider leaders will learn how to structure their financials and build efficient process flows to successfully manage their managed service agreements.

 Download to your calendar 
Mon, Aug 14, 2017 - 1:30 pm to 2:00 pm

Osceola 3-4

Executive Session: Creating A Winning Culture In A Small IT Firm

At fast-growing, small IT firms, the hours are long and tensions often run high. That's life inside today's services—based consulting firms. Leaders of these organizations must understand that their business’ most valuable asset can feel happy, sad, cheerful, grumpy, appreciated, unwelcome, loyal and fickle all before lunch time. In this session, leaders of solution providers and managed services firms will learn how to use a mix of company values, employee appreciation events, and good old-fashioned relationship 101 to retain and attract talent or an immediate and positive impact on the customer and bottom line. Join Chad Adams as he discusses how his company has thought outside the norms of every-day corporate structure and used a mix of open book accounting through the "Great Game of Business" method and alternative management styles known as Holacracy to keep employee’s engaged in the business. He will discuss some of the challenges learned, victories gained and current struggles that a business of any size can take away.

 Download to your calendar 
Mon, Aug 14, 2017 - 1:30 pm to 2:00 pm

Osceola 5-6

Executive Session: XChange C-Suite Symposium--The Leadership Challenges: Expose The Actors

Pre-registration Required

For leaders of solution providers organizations looking to attract and add talent they must decide when to start interviewing candidates and when to stop. The answers to these questions could be worth at least $1 million over the next 10 years to their organizations. Interviewing and identifying the right candidate for an opening in sales, marketing, support or management is not about gut feel.  Solution provider leaders need a system to expose the posers--those people acting out their "hire-me script" to convince a prospective employer to give them a job.  No solution provider would ever configure a server based on gut feel nor would they implement a network haphazardly. So, they need to approach hiring and recruiting with the same exactitude and process.  Attend this session to learn new ways to systematically interview job candidates so future hires turn into true superstars not mistakes.

 Download to your calendar 
Mon, Aug 14, 2017 - 2:15 pm to 2:45 pm

Osceola 1-2

Solutions Track Session: The Ultimate Guide To Building A Tech Sales Team: Sales Transformation

To succeed in today's IT market, solution providers must build an effective sales organization that understands how to maintain customer satisfaction, drive recurring revenue and increase leads. The new sales process of today must adapt to this period of rapid change and transformation. The challenges facing senior leaders and their sales teams are difficult but tackling them is necessary for success. Starting with identifying an objective, solution providers can create a successful sales organization that will help their business grow.  Key topics covered in this session will include:  developing a good marketing plan, retaining good sales talent, firing, putting the right systems in place and developing effective commission plans.

 Download to your calendar 
Mon, Aug 14, 2017 - 2:15 pm to 2:45 pm

Osceola 3-4

Solutions Track Session - How State-of-the-Art SEO 2.0 Can Get Your Phones Ringing Off The Hook

IT solution providers typically grow their businesses slowly with referrals, but as they get bigger and have more money for marketing they start searching for marketing that can augment referrals. Often MSPs strike out as they try one direct marketing service after another unsuccessfully.  While the factors that cause these failures are many, our focus will be on explaining how implementing a state-of-the-art SEO campaign will cause MSPs’ phones to ring off the hook with easy to close sales lead. This session will outline state-of-the-art marketing strategies including the benefits of thought-leadership content, aggressive on-page SEO optimization, Google reviews and guest blogging. 

MSP SEO Factory

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Mon, Aug 14, 2017 - 2:15 pm to 2:45 pm

Osceola 5-6

Solutions Track Session: Aruba Wireless For SMB: Partnering For Greater Networking Sales

Advances in Wi-Fi technologies are opening doors to networking sales in the lucrative SMB segment.  Opportunities abound as business owners continue to shift the way they conduct business and interact with their customers, suppliers and their entire ecosystem. Solution providers can grow their client base and revenue by focusing on customers who are using smart phones and tablets for business purposes and embracing technologies like mobile, cloud and collaboration applications. In this session, solution providers will hear how partnering with Aruba Networks, an HPE company, can help them ride this trend to greater networking sales.

HPE - Aruba

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Mon, Aug 14, 2017 - 2:45 pm to 3:15 pm

Osceola Ballroom Lobby

Networking Break
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Mon, Aug 14, 2017 - 3:15 pm to 3:45 pm

Osceola 1-2

Executive Session: The Secrets To Becoming A Value-Based MSP

No one can deny that the  MSP market is maturing. Now that IT solution and service providers have access to the same tools and technology the challenge for managed service providers is to differentiate themselves and continue to provide a compelling value proposition. When prospects have trouble seeing a difference between providers, price becomes a deciding factor which pressures profits and sales growth. What if an MSP could command higher prices and eliminate price as an objection? Doing so could place an organization among the top MSPs who are commanding monthly fees that are 20 to 40 percent higher than the average solution provider. During this session, MSP industry veteran Gary Pica will show solution providers focused on managed services how to create a true competitive advantage.  Attendees will learn the following to dramatically increase sales and profitability: 

  •  The concept of creating a value-based MSP 
  • How to command higher monthly fees 
  • How to implement a value-based selling approach 
  • How to start moving up the MSP value stack!
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Mon, Aug 14, 2017 - 3:15 pm to 3:45 pm

Osceola 3-4

Executive Session: What The Tech Titans Don't Teach You

Working with the industry’s largest vendors and tech suppliers can often be a complex and head-scratching experience. But if solution providers are able to master relationships with giants like Microsoft, they could see big gains to their business and customer base. What they need to do is to develop a formula for success. So, leaders of solution providers must ask themselves what they need to do differently in partnering with tech giants in today's age of digital transformation. After all, given the rapid pace of M&A in the IT industry, working efficiently with the big vendors is a necessity.  In this session Vince Menzione, longtime channel and industry sales leader, will deconstruct the success strategies of partnering with today’s big players to uncover partners that got it right, what pitfalls to avoid and what led to the best partnerships. Key takeaways include:

  • Transformation is happening fast - advanced partners have found new models and are evolving quickly
  • Partner often struggle and fight the change from traditional models like - gross margin on transactions.
  • Commitment and changing the business model is hard.
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Mon, Aug 14, 2017 - 3:15 pm to 3:45 pm

Osceola 5-6

Executive Session: XChange C-Suite Symposium--The 30-Minute Good Cop, Bad Cop Leadership Challenge

Pre-registration Required

Old school leaders believe their employees and team members are lucky to have a job with their company. These individuals also have trouble sincerely complimenting people and have the gift of correction. Such leaders are striking out when it comes to motivating workers and are missing out on base hits or even hitting home runs with their employees.  However, becoming a better leader is a choice that has to be taken seriously.  Rather than play whack-a-mole leadership, similar to the arcade game, IT pros must learn a discipline developed by David Russell called, "Good Cop, Bad Cop Leadership." It is simple, systematic, and easy to test.  Save time and eliminate drama.  Attend this session to learn how to be a better leader in just 30 minutes.

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Mon, Aug 14, 2017 - 4:00 pm to 4:15 pm

Osceola Ballroom CD

Executive Keynote: The Fortinet Security Fabric--An Intelligent, Collaborative Approach To Solving Today’s Security Challenges

Having the right security woven throughout your customer’s network can make the difference between running a smooth, safe network or a security breach that makes national news. The Fortinet Security Fabric solution gives partners that ability to provide control, integration and easy management of security across their customer’s entire organization, all through a single pane of glass. Attendees will learn why a fabric approach is superior to platforms, allowing an organization to maximize current investments while creating a security network that dynamically expands and adapts as more workloads and data are added. At the same time, the Fabric protects data, users, and applications as they move back and forth between the IoT, endpoints, and cloud environments so your customers can focus on growth, not risk.

Fortinet

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Mon, Aug 14, 2017 - 4:15 pm to 5:00 pm

Osceola 1-2

Sponsor Education Session: The IoT Partner Profile--Which Partners Are Selling IoT Today?

Nearly half of the solution providers in the channel ecosystem identify IoT as a meaningful or huge opportunity for the coming 18 to 24 months. However, 70 percent indicate they do not yet see high customer demand for IoT solutions today.  In this session, IPED will explore the characteristics of partners who are able to sell IoT solutions today. The IoT research study will help attendees understand the partners who are able to gain access to decision makers and those who can support a proof of concept and ultimately rollout and support IoT-based solutions.  The research also identifies the additional characteristics needed by IoT partners who are industry-focused or what to sell into a specific vertical market. This session will share the findings of The Channel Company’s IoT Advisory Board 2017 research study to answer these questions.

 Download to your calendar 
Mon, Aug 14, 2017 - 4:15 pm to 4:30 pm

Osceola Ballroom CD

Executive Keynote: HPE: The Evolution Revolution

Customers are evolving their business models and IT environments rapidly to respond to new challenges and opportunities. Are solution providers evolving at a pace that will help them respond to customer needs, sharpen their competitive edge and allow them to thrive in today’s marketplace? In this session, attendees will learn how partnering with HPE will drive solution provider evolution and strengthen their organization's leadership position. HPE’s Terry Richardson will discuss how leadership is easier for IT integrators when selling market-leading solutions from HPE in hyperconvergence, IT security and hybrid cloud among others. HPE understands the goals and challenges facing today's solution providers and offers a roadmap for success that delivers revolutionary results and rewards. 

 

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Mon, Aug 14, 2017 - 4:30 pm to 5:15 pm

Osceola Ballroom CD

Keynote: What Great Sales People Do

If you’re worried about how the role of sales and selling is changing, you need to know what the best salespeople do to succeed in this new business environment.  Denise Lee Yohn shows you that great salespeople do what great brands do.  She explains how to innovate—not imitate, how to create extraordinary experiences that embody your brand, and how to cultivate strong, emotional connections with customers.   You’ll be inspired to engage with clients in new ways that cut out competitors and create long-term business success. Learn why and how the most effective salespeople operate as brand evangelists — and how you can too to win the new sales game.

 

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Mon, Aug 14, 2017 - 5:15 pm to 7:15 pm

Florida Exhibit Hall F

Solutions Pavilion/Reception

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Mon, Aug 14, 2017 - 7:15 pm to 9:00 pm Private Dinners

(By Invitation Only)

Samsung   

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Mon, Aug 14, 2017 - 7:30 pm to 9:00 pm 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.

APC by Schneider Electric     Carbonite               Fortinet     Jenne          Samsung               ZyXEL

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Mon, Aug 14, 2017 - 7:30 pm to 9:00 pm Private Dinners

(By Invitation Only)

APC by Schneider Electric     Brasil IT         

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Tue, Aug 15, 2017 - 7:00 am to 5:30 pm

Osceola Ballroom Lobby

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!

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Tue, Aug 15, 2017 - 7:15 am to 8:00 am

Daytona

MSP Breakfast Meetup: Executive Coaching

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 is a peer-to-peer session where sharing ideas around best practices, go-to-market strategies, issues and opportunities will be discussed. Moderated by veteran MSP builder and strategic adviser Gary Pica of  this peer exchange will focus on the big issues facing MSPs: hiring and retaining top talent; drivers of profitability; packaging and pricing; building a more valuable offering ; dealing with commoditization and measuring and reducing reactive service noise. The moderator will divide the room into work groups to discuss these topics in detail. 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. The goal is to create an atmosphere where sharing of ideas is welcome and no idea or question is seen as unwelcome. Space is limited.

 Download to your calendar 
Tue, Aug 15, 2017 - 7:15 am to 8:00 am

Emerald Bay Plaza

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)

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Tue, Aug 15, 2017 - 8:15 am to 9:00 am

Osceola Ballroom CD

Keynote: Livin’ On The Edge: The Tech Solutions That Will Drive Tomorrow’s Revenue

Solution providers are always looking for the next big thing when it comes to tech solutions they can offer their customers. But placing bets isn’t so easy especially when it comes to the risk-reward ratio. Being too far out in front of a trend could spell disaster but missing out on one could result in a lost opportunity and boost to margins. Any new tech solution requires an investment in skills, sales, marketing, customer support and vendor acquisition. This panel discussion will feature partners who are the first movers adopting technologies ahead of the mainstream market and had positive results or learned valuable lessons. This panel will discuss the benefits of adopting such tech solutions as IoT; DevOps; containers; hyperconvergence; public cloud; next-gen security and mobile. Today’s reality is that solution providers must adapt or they could be swept away.


 

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Tue, Aug 15, 2017 - 9:00 am to 9:30 am

Osceola Ballroom CD

Executive Keynote: Unlocking The Power Of Partnerships

Join Frank Rauch, VMWare's VP Americas Partner Organization, and special guests for a keynote presentation focused on solution provider opportunities within modernizing data centers, empowering the digital workspace, transforming security and integrating public clouds.  During his keynote, Rauch will highlight the power of partnerships by inviting special guests from Dell EMC, Palo Alto Networks and Samsung to discuss how they are working to together with VMware to amplify channel opportunities.

 Download to your calendar 
Tue, Aug 15, 2017 - 9:45 am to 11:30 am

See Personalized Agenda

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 15, 2017 - 10:00 am to 11:00 am

Osceola 1-2

Special Vendor Education Session: CompTIA Channel Account Manager Training

CompTIA’s Executive Certificates in CAM 101 and 201 offer those in channel management roles the opportunity to further develop the skills and knowledge needed to lead initiatives and investments that drive  indirect  sales  revenue.  Learn more about CompTIA’s latest and most popular channel education designed to give  participants  the  mindset,  concepts,  knowledge and skills to grow into an evolved channel manager.

 

Brought to you by:

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Tue, Aug 15, 2017 - 11:45 am to 12:15 pm

Osceola 3-4

Solutions Track Session: Cloud Wi-Fi: Increase Your Recurring Revenue While Simplifying Operations

There is a dramatic shift taking place in the enterprise Wi-Fi industry that leaves channel partners with challenges and opportunities. As more organizations become wireless-first, they look to trusted channel partners for design, deployment and support services. But in a growing and highly competitive market, more channel partners are finding their margins squeezed, operational overhead increasing and vendor support decreasing. Join this session with leading cloud networking vendor Aerohive Networks, which works 100 percent through the channel, and learn how to take advantage of the latest trends in the enterprise Wi-Fi sector. Key takeaways include: 

  

  • How to increase service and recurring revenue with cloud networking  
  • Easily deliver wireless as a service  
  • Simplify operational costs and complexity 
  • Differentiate in the market place with the next-generation of Wi-Fi architecture  
  • Explore untapped markets delivering 17 percent quarterly growth

 Download to your calendar 
Tue, Aug 15, 2017 - 11:45 am to 12:15 pm

Osceola 5-6

Solutions Track Session: Join The Revolution: HPE Storage With Nimble Drives Revenue

 

HPE Storage continues to help eliminate storage boundaries for customers with fast and reliable access to data, both on premise and off premise in the cloud, as well as ease of implementation.  Learn how the all-flash conversation has evolved to include federated data mobility, flash-integrated protection, and fully automated SAN provisioning.  Also see how our recent acquisition of Nimble storage and their fit into HPE storage flash portfolio now makes the business impact of Infosight Predictive Analytics part of the strategy.

 

 Download to your calendar 
Tue, Aug 15, 2017 - 11:45 am to 12:15 pm

Osceola 1-2

Solutions Track Session: The Time Is Now: Driving Growth And Making Money With The New Extreme

Find out why now is a very exciting time to be a partner of Extreme Networks. Over the past year, Extreme Networks has been a disruptive force, shaking up the networking landscape of the industry with its intentions to acquire the Avaya networking business and the Brocade data center networking business. In March, Extreme Networks won a bid to acquire the Avaya networking business. This fall it will close on its bid for Brocade's switching, routing and analytics assets.  Extreme continues to offer an industry leading, profitable and now expanded global portfolio program that will continue to enhance the focus it has on simplifying the way it does business with partners.  The new program will include a focus on driving growth with partners, more visibility and automation along with numerous incentives to support net new customer acquisition.  Join this session to learn more about the channel opportunities with Extreme.

 Download to your calendar 
Tue, Aug 15, 2017 - 12:15 pm to 1:15 pm

Emerald Bay Plaza

Solution Provider Lunch

(Solution Provider Red Badges Only)

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Tue, Aug 15, 2017 - 1:30 pm to 2:00 pm

Osceola 1-2

Executive Session: Get Ready To Initiate Your AI Strategy: Join The Cognitive Revolution With Enterprise Services

The term AI has been thrown about for the last few years.  The shift has gone from mobile-first to AI-first.  This session is geared toward solution providers who want to learn where to start when planning their adoption of artificial intelligence services. Hear from a solution provider veteran who made the early transition to cloud services and is now embracing AI as the core of his business model. This session is designed to take the audience through real-world use cases and discuss strategies to identify business processes that could benefit from the implementation of AI. A key takeaway is how to support AI processes without having to hire and pay a team of expensive data scientists. 

 Download to your calendar 
Tue, Aug 15, 2017 - 1:30 pm to 2:00 pm

Osceola 3-4

Executive Session: The Art Of Social Selling: To Sell Is Still Human

To improve the sales process, solution providers must understand what it is like being on the other side of the table. After years on the sales side, Amy Slater made the change to the customer side and what she experienced is enlightening to everyone in the channel. Slater will share her experience of being sold to and provide insight on the lessons learned. An important factor to understand is how the initial sales engagement impacts the customer experience. This session will feature tips for salespeople to leverage social selling to better engage with customers rather than alienate them. Ultimately, richer engagement will lead to higher sales rep productivity and sustainable customer loyalty.   

Key takeaways include: 

  • Effective ways to use social selling tools to engage with C-level buyers. 
  • The good, bad, and ugly ways sellers interact with buyers and what sellers can do to bridge the human divide that often ensues.
  • Steps you can take to improve the buyer-seller relationship and create long-lasting, loyal customers.
 Download to your calendar 
Tue, Aug 15, 2017 - 1:30 pm to 2:00 pm

Osceola 5-6

Executive Session: Who Cares About Your Marketing? Your Customers Do

Yesterday’s marketing and sales tactics are dead.  Solution providers need to understand today's  new realities such as the average B2B buying decision being influenced by more than 5 people.  The links  at a customer's IT department and lines of business are evolving and, as a result, so are the purchasing decisions. Solution provider leaders have a business to run and don’t have time to learn the ins and outs of today’s digital marketing tools and tactics. So, how do today's channel leaders ensure their marketing strategy can adapt to these new realities?  Join an award-winning, marketing-savvy solution provider for a candid session on how to rethink an approach to marketing and client engagement.  In this interactive session, attendees will hear practical advice to help them build tomorrow’s marketing practice today.


 

 Download to your calendar 
Tue, Aug 15, 2017 - 2:15 pm to 4:00 pm

See Personalized Agenda

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 15, 2017 - 2:30 pm to 3:15 pm

Osceola 1-2

Special Vendor Education Session: Channel Technology Integration: The Winning Formula For Channel Program Productivity

Channel programs depend on multiple point solutions to manage everyday functions, such as partner relationships, channel marketing, or even lead distribution. However, the lack of integration between these applications impedes partner adoption and program progress. Discover why and what types of integrations matter most not just between applications but across organizations and the processes they depend on to recruit, enable and generate demand with partners.

Zift Solutions

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Tue, Aug 15, 2017 - 4:00 pm to 6:00 pm

Florida Exhibit Hall F

Solutions Pavilion/Reception

 Download to your calendar 
Tue, Aug 15, 2017 - 6:00 pm to 8:00 pm

Florida Exhibit Hall F

Exhibitor Booth Teardown
 Download to your calendar 
Tue, Aug 15, 2017 - 6:45 pm to 7:30 pm

Osceola 1-3

CRN ARC Winner Reception & Photo Lounge

Hosted By:

 Download to your calendar 
Tue, Aug 15, 2017 - 6:45 pm to 7:30 pm

City Hall Lobby & Osceola Ballroom Lobby

Pre CRN ARC Awards Reception

Hosted By:

 Download to your calendar 
Tue, Aug 15, 2017 - 7:30 pm to 9:30 pm

Osceola Ballroom CD

CRN ARC Gala Dinner Featuring IT Hall Of Fame & XChange XCellence Awards

Join us for a very special evening of awards celebrating today’s top-performing vendors, channel leaders and the 2017 IT Hall of Fame inductee. The evening kicks off with the XChange 2017 XCellence awards, honoring the event’s top-performers and continues with CRN’s Annual Report Card awards, recognizing the year’s best-performing vendors in innovation, partnership and support. The awards ceremony ends with a special tribute to this year’s IT Hall of Fame honoree Frank Vitagliano. Founded in 1997 by CRN and administered by CompTIA since 2010, the IT Hall of Fame honors individuals who have made outstanding contributions or provided exceptional service to the IT channel, as well as those responsible for outstanding technology innovations or business transformations.


 

Hosted By:

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Tue, Aug 15, 2017 - 9:30 pm to 11:00 pm

Osceola Ballroom A-B

CRN ARC After Party

Hosted By:

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Wed, Aug 16, 2017 - 8:15 am to 9:00 am

Naples

Peer-To-Peer MSP Executive Meetup

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 is a peer-to-peer session where sharing ideas around best practices, go-to-market strategies, issues and opportunities will be discussed. Designed by two veteran MSPs, this peer exchange has focused on the big issues facing MSPs such as business model evolution, strategic partnerships, marketing and sales compensation. The moderators will divide the room into work groups to discuss several topics in detail. 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. The goal is to create an atmosphere where sharing of ideas is welcome and no idea or question is seen as unwelcome. Space is limited.

 Download to your calendar 

Call for Speakers

At XChange Events, we strive to deliver rich content to our audiences. We see industry experts, inspirational leaders and individuals with unique perspectives. We are always interested in learning about prospective speakers for our events. If you would like to be considered, please complete and submit a form to tell us a little about yourself and what you would like to present