Channel Meet Up London

3rd April 2025, London, UK

Event Details

When

Date: Thursday April 3rd 2025

Where

Location: Twickenham Stadium

On the Day

Time: 8:30 for coffee, 9.30 start

On The Day

Channel Meet Up is an exclusive one day event for professionals working in technology channels that have one common challenge: Keeping pace with an ever-changing channel.

We explore how trends are impacting channel sales and marketing teams, and what you need to do to evolve.

We share analyst insight on the trends, hear real-life vendor best practice sessions, give plenty of opportunity for QA & and delve into detail through focused roundtables that are facilitated by experts.

We also share our own CMU research that pulls from a global CMU audience of vendor delegates, giving you an insight into how you compare across key channel activities. 

It is a place to connect, learn and collaborate.

Tickets are Free - Apply to Attend
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Agenda

Our live events follow a proven agenda which gives everyone the opportunity to hear keynote presentations, learn from analysts, as well as contribute and take part in debates and discussions.

The theme for the day is: Keeping pace with an ever-changing channel.

Join us for

  • Analyst Keynotes:  Top and tailing the day will be an analyst keynote.  The morning session will set the stage with the latest data and trends in channel.  The closing keynote will set out how to supercharge your career and be important to your organisation.
  • Expert Keynotes:  Hear from renowned speakers who will share the latest data, insights, and trends in the channel.
  • In-Depth Discussions: Participate in focussed group roundtables and engage with your peers in meaningful conversations about the future of channel strategy.
  • Networking Opportunities: Connect with industry experts and peers to expand your professional network.
  • Actionable Insights: Walk away with practical strategies and knowledge to drive more partner-sourced demand.

Please be aware:  Tickets are strictly reserved for professionals working in vendor or channel partner organisations.  Registrations from any other profile may be rejected.

Morning Sessions

08:30 am
Coffee and Pastries
09:30 am
Welcome and introduction
09:50 am
Analyst Keynote - Josh BUdd, EMEA Partner Ecosystems Analyst
The State of B2B Channels - an in-depth analysis of channel trends and the growth of channel ecosystems, and how these, and other channel trends, are affecting and impacting channel sales and marketing teams.
10:30 am
First roundtable discussion
11:10 am
Coffee
11:30 am
Vendor Keynote - Dean Wootton, Director of Integrated Marketing, Pure Storage.

From Brand to Demand: Winning in a Longer, More Complex Sales Cycle. 

With deal cycles lengthening and buying groups expanding, the traditional marketing playbook is evolving. The personas you’ve successfully converted in the past may no longer be the key decision-makers of the future. In this session, we’ll explore how to align brand marketing with demand generation strategies to engage the right stakeholders, shorten sales cycles, and drive revenue growth in an increasingly complex B2B landscape. 

12:10 pm
Vendor Panel Debate with Q&A 

An illustrious panel who will answer your questions and ours, consisting of Sara Verri, Global Head of Field and Partner Marketing, Nozomi Networks;  Claire Green, Senior Marketing Manager, Absolute Software and Anthony Nonnis, Global Head of Partnerships, Mambu.  

Each will explain how these trends are changing the way they build programs and campaigns.  

  1. Lifecycle marketing and the elongated buyer group and buying cycle. 
  2. Using data to analyse partners and segment and take actions. 
  3. How are they accommodating an ecosystem of non-transacting partners and rewarding them?  
  4. How is AI affecting your own role or activities, and are you making plans to build any AI assistance, BOTS, tools into the way you work with partners? 
  5. Over to the audience… 
12:50 pm
Lunch & Networking
With a moment to take in the glory of Twickenham Stadium

Afternoon Sessions

14:00 pm
Fireside chat
Sophy Gray, CEO of 7Demand & CMU sits down with Charlotte Hone, Head of B2B Channel Marketing, Logitech to tackle the mega trends and how they are impacting the day to day life of a channel marketer.  
14:30 pm
Second roundtable discussion
15:10 pm
Coffee and Cookies
15:30 pm
Analyst Keynote - Jay McBain, Chief Analyst, Canalys. 
Ensuring partner leaders have a seat at table.  How to be important to your organisation and double your worth. 
16:00 pm
Insights Session
Jacqui Rand, Director, 7Demand shares key CMU research findings and our roundtable facilitators share a summary of roundtable discussions
16:45 pm
Networking Drinks and Nibbles
Tickets are Free - Apply to Attend

Vendor Keynote. HIDE SECTION

We are excited to announce that Jennifer Judy, Senior Director, Global Channel Sales Enablement, for HP will be joining us to share her experience, ideas and insights. Listen and learn from the best in the industry and don't forget to bring your questions as you will have the opportunity to question Jennifer. 

 

Analyst Keynote

We are privileged to welcome back Kathy Contreras, VP and Principal Analyst at Forrester, who will be sharing some of the key trends revealed by their annual survey. The theme of the day is "Driving Partner Sourced Demand" and so Kathy will be looking at trends to provide insights and to interpret how you can leverage their data to drive partner sourced demand. 

Panel Discussion - HIDE SECTION

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Kilynn Sommer Headshot
Radhika Dattani

Don Lopes

Securly
VP Channel


AJ began his career working in the channel and has spent the last 16 years on the vendor side building channels. Most recently, he spent seven years with Securly as VP of Channel, where he was responsible for creating their channel program, recruiting and training a team of CAMs, rolling out a PRM, and creating and executing GTM channel strategies for new product releases and solutions brought to the company via acquisition. He has also developed and managed incentive programs, which helped to drive explosive growth.

April Cohen

Illumio
Global Partner Programs
Operations Lead

April is an experienced professional in Partner Programs and currently serves as the Lead of Global Partner Programs and Operations at Illumio. She is responsible for designing, implementing, and managing the Illumio Partner Program and has over 18 years of experience in partner program strategies for technology and security companies. Her skills include building partner programs from scratch,  partner engagement, incentives, marketing, and program operations. She is passionate about creating value for partners and supporting Illumio's vision of empowering partners for success.

AJ Tedesco

Juniper Networks
Senior Director Programs


Don is a key Global Partner Programs team member, spearheading the Juniper Partner Advantage Program. He and his team are dedicated to crafting and managing strategies that empower the partner ecosystem to expand their Juniper practices profitably.

Don is a seasoned partner executive with over 25 years of experience in networking, cloud, and software-defined data center sales, management, marketing, and business development.

 

Roundtables and More

Roundtables

Facilitated by industry experts, the roundtable discussions are a key feature of the day as they give everyone the opportunity to ask questions and learn from each other. Invariably you will learn that you are not alone, and others have similar challenges, and some of your peers may have solved that challenge and share advice. 

Chose one in table in the morning, and then switch seats after lunch to join another session.

Choose from:

7Demand:  Personalised partner led marketing programs built for scale:  We will discuss the challenges that impact partner led marketing programs and what it takes to grow the number of marketing active partners in your channel without needing an army.

AGD:   Creative collaboration with partners:  Discover creative ways to collaborate with partners to develop unique, customizable campaigns that stand out and resonate with diverse audiences.

Channel Mechanics: - Partner journey automation: driving growth, engagement, and long-term partner success.

Impartner: Leveraging predictive AI analytics to maximise partner program ROI: Using predictive AI analytics, businesses can optimise partnerships, personalise incentives, and maximise ROI with data-driven decisions.

Mindmatrix:  - The AI revolution in partner ecosystems: Transforming channel & partner marketing strategies

Research

The Channel Meet Up conduct detailed research, involving, amongst others, our own CMU delegates.  This provides us with some interesting and insightful analysis of how channel leaders are driving their channel strategies and executing on partner marketing programs. We share this research so you can see how you compare to your peers and when you participate you receive a personalised report. Our research captures state of the channel 2025 and provides valuable insight on priorities. 

Tickets are Free - Apply to Attend

Themes and Topics

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HIDE THIS SECTION Theme for the day: Driving Partner Sourced Demand

The Channel Meet Up agenda provides a mix of learning experiences for delegates all based on a relevant theme, which for 2024 is "Driving Partner Sourced Demand."

This is a tricky challenge that was highlighted by our delegates as an area where they need help. So we are tackling this with an in depth look at how to drive, track and report on demand, including sharing some of the innovations in customer marketing and discussing how we can enable our partners better, and bring demand best practice into partner marketing.

Partner marketing needs to drive revenue, and with an increased emphasis placed on attribution, we need to build programs that deliver results. 

CMU 2024 intends to unpick these challenges head on. 

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Table Topics - HIDE THIS SECTION

Table discussions are facilitated by Industry Experts and everyone has the opportunity to join two tables during the day.  Topics and challenges under the microscope include:

Content, Personalization, Concierge, Marketing Automation, Incentives and Ecosystems - all with the lens of how to Drive Partner-Sourced demand.

  • Partner Marketing Enablement: How to scale partner demand marketing.
  • Marketing Automation: How to use marketing automation to drive and track demand?
  • Content: Which new buyer behaviors are driving content strategies?
  • Incentives: How to manage, measure, and incentivize partners?
  • Ecosystems: Attribution, what is essential to track?
  • Personalization: Can personalization make a difference in partner marketing?
Tickets are Free - Apply to Attend
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