Event Program

Capitalizing on growing demand for cloud services

9.00 - 9.30am Registration

9.30 - 9.40am Welcome and opening remarks

Jessica Meek, U.S. Editor, Channelnomics

9.40 - 10.10am The 2112 Group research: Cloud as a Channel Evolutionary Catalyst

  • Cloud computing was once thought of as the death kneel of the channel, as it had the potential of eliminating vendors' need for resellers in reaching the market
  • However the role of channel partners may not be the resale of cloud services, but rather the conduit of superior customer experience
  • In this presentation, 2112 chief analyst and founder of Channelnomics Larry Walsh will explain how cloud computing is creating the conditions for vendors and partners to have equal footing the customer cloud experience

Larry Walsh, CEO and Chief Analyst, The 2112 Group

10.10 - 10.50am Panel discussion: Growing your cloud practice

  • Pros and cons of being in the cloud business today
  • Have IT end users' buying habits changed? How is this affecting cloud partners?
  • What are the main attributes of a modern partner? What are your customers expecting of you?
  • Is there still scope for growth in the saturated cloud market? What strategies can you implement to grow revenues?

Grigoriy Milis, CTO, Richard Fleischman & Associates

Ajay Khanna, President, Corporate Power

Amy Rutt, Chief Cloud Fanatic, Ciracom

Moderator: Jessica Meek, U.S. Editor, Channelnomics

10.50 - 11.20am Morning break and visit to the exhibition area

11.20 - 11.50am Leveraging cloud innovations

  • Finding your way among multiple cloud solutions. What will work for the customers?
  • Which cloud solutions sell?
  • What sales strategy will maximize your profits?

Amy Rutt, Chief Cloud Fanatic, Ciracom

11.50 -12.20pm Vulnerabilities of cloud platforms

  • Hear the results of research and investigation conducted by LIFARS into a vulnerability that arises from multiple cloud file sharing providers interacting with other cloud services - in this case: user behavior, Dropbox, and Google AdWords combined
  • See how the team was able to confirm the vulnerability, reproduce it, and demonstrate the mechanics of the vulnerability's interactions and the resulting unintended data leak
  • This session highlights an issue arising with the major shift towards cloud platforms - individually secure systems create new vulnerabilities when interacting with each other

Ondrej Krehel, CEO and Founder, LIFARS

12.20 - 12.40 Lessons learned - hints and tips for mitigating cloud transition challenges

  • How to assess your cloud readiness and build an action plan
  • Will you need to change your business model to accommodate cloud services? What does a cloud business model framework look like?
  • How to manage both legacy and cloud needs
  • Should you invest in your own infrastructure or team up with a vendor?

Scott Mohr, Director Data Center/Cloud, Global Partner Organization, Solutions Architecture Engineering, Cisco

12.40 - 12.50 Vendor showcase

  • Kerio

12.50 - 1.50pm Lunch break and visit to the exhibition area

1.50 - 2.10pm Hybrid cloud is the new normal

  • Moving from traditional IT to modern IT
  • How to successfully integrate and manage hybrid IT
  • Monetization strategies for hybrid IT

Kent Erickson, CEO and President, ChannelCloud

2:10 - 2.40pm Pitch perfect: building a winning sales team

  • How is selling cloud services different from a traditional sales process? How to build a cloud sales culture
  • Customer relationships are becoming increasingly important. Does your sales team have the skills to become trusted advisors?
  • Essential steps for building a successful sales team

Eric Ludwig, Cloud Team Leader, CDW Aggregation Services

2.40 - 3.10pm Developing the most profitable cloud pricing model

  • Per-device versus per-user pricing models - advantages and disadvantages
  • Should you choose one model or embrace both?
  • Challenges when shifting from one model to another

Varghese Samuel, Chairman and CEO, Fingent Corp

3.10 - 3.30pm Afternoon break and visit to the exhibition area

3.30 - 4.10pm Panel discussion: The future of cloud

  • Is there potential for further revenue growth in cloud? Where is the money?
  • How to keep growing the business when the skills pool is so limited - is it a good idea to partner up with other providers to combine skill sets?
  • What will your customers want tomorrow? How to be ahead of the cloud game

Ondrej Krehel, CEO and Founder, LIFARS

George Bardissi, President, Bardissi Enterprises

Chris Böttger, CTO, IVCI

Varghese Samuel, Chairman and CEO, Fingent Corp

Moderator: Scharon Harding, Assistant Editor, Channelnomics

4.10 - 4.15pm Closing remarks

Jessica Meek, U.S. Editor, Channelnomics

4.15 - 5.00pm Drinks reception and networking



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