Palo Alto 2024 Event | Channel Meet Up

All of our events have their own unique atmosphere and feel; the California event is vibrant and interactive, with Global leaders coming together to understand and discuss Partner strategy.

The analyst keynote reveals future trends and kicks off the discussions. The roundtable discussions dig deeper into key challenges and the vendor presentations share their own best practices and common pitfalls.

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.

The 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 Driving Partner Sourced Demand.

This is a tricky challenge that was highlighted by our delegates as an area where they need help.

Delegates in 2024 will also receive a private invitation to join The Channel Meet Up Online, an interactive forum, where further discussions can develop, resources and content can be accessed, and advice can be sought. This is so much more than a Slack Channel.

Pay one delegate fee to join the in-person event, plus access all the content from the day and receive your complimentary invitation to Channel Meet Up Online.

08:30

Coffee and Pastries

09:30

Welcome and introduction to the Sponsors

09:50

The State of B2B Partner Ecosystems

Analyst Keynote with Kathy Contreras, VP and Principal Analyst, Forrester

10:30

Roundtable discussions

11:10

Coffee

11:30

Pivoting Brand Approach to enable Partners to Customise Content With Ease

Keynote with Nisha Menezes, Principal Global Channel Marketing - Campaigns and Programs, Atlassian

12.10

Panel Debate with Q&A

Top challenges facing partner-sourced demand and how to overcome them.

12:50

Lunch & Networking

14:00

Partner Sourced Demand – Overcoming Blockers To Enable Partner Profitability

Fireside chat with Jennifer Judy, Senior Director, Global Channel Sales Enablement for HP inc & Sophy Gray, Managing Director, 7Demand

14:30

Roundtable discussions

15:10

Presentation of Key CMU Research Findings

15:30

Table Discussion Key Findings

16:00

Networking & Close

AJ Tedesco - Securly at CMU

AJ Tedesco

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 at CMU

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.

Don Lopes - Juniper Networks at CMU

Don Lopes

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.

Research

The Channel Meet Up (CMU) 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 personalized report. Our research captures state of the channel 2024 and provides valuable insight on priorities.

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.

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?

1-May-09-2024-04-15-42-5190-PM

2-May-09-2024-04-15-41-6951-PM