channelpartnersconference.com 1

March 9-12, 2020 The Venetian & Sands Expo

Las Vegas

#CPEXPO CHANNELPARTNERSCONFERENCE.COM

CHAMPIONS MADE HERE

The world’s largest independent event for agents, MSPs, VARs, integrators, consultants and service providers

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TABLE OF CONTENTS

The problem is, we’ve heard that so many times, on so many subjects, we’ve become deaf to the warnings. And most of what we hear is at such a high level that it becomes irrelevant to most channel partners’ businesses. Do these sound familiar?

• Resale is dead, and if you haven’t made the switch to an MRR model, you’re doomed.

• Cybersecurity is the next hot thing. If you haven’t begun to incorporate advanced security into your offerings, you’re doomed.

• In days of yore, referrals and networking were enough to gain new clients. But the buyer’s journey is different now. If you’re not social selling, you’re doomed.

• You can’t just talk to the IT guy anymore. You have to learn how to talk to the C-suite, or you’re doomed.

Congratulations, partners. There’s an awful lot of doom in store for the channel. Best of luck to you on executing these pivots. You’ve heard the warnings. Go forth and conquer.

You hear this message at every conference, in every story from the media, from every corner of the analyst and consultant space. Usually, these messages are chock full of meaningless buzzwords like leading provider; change agent; future-proof; IoT and cloud and AI (all without specific definitions); business outcomes; trusted adviser.

Throughout the course of 2019, Channel Partners has made it a strategic imperative to move away from vague warnings and focus on partner education that actually means something. We feature regular case studies on successful partners, deep dive into vendor partner programs and provide structured education with downloadable resources. And at our 2020 events, we’ve issued a challenge to every speaker: Include a specific action plan with your talk, or you’re doomed. (With us, anyway.)

In 2020, we’re placing a bigger emphasis on education than ever before. You won’t hear a Digital Transformation and You-type talk. We’ll drill down into what these 30,000-foot view topics really mean in practice and provide you with specific action plans you can go home and implement immediately. We’ve got tracks on marketing, business best practices, technology and — for the first time — a dedicated security track.

In addition, for this year’s pre-con Business Success Workshop: Planning for the Future, we have a slew of experts who will walk attendees through business planning concepts such as how to calculate your valuation, what investors are looking for on your balance sheets and how to scale in order to outpace your competition. Don’t expect all buzzwords and trend talks. We’ll be

providing a detailed workbook to walk you through each concept and give you specific, step-by-step action items.

We’ve also created high-energy sessions that break from your typical educational breakouts to get attendees laughing, hollering and engaging. We’ve got old-fashioned debates, improv sessions and a keynote that will blow your socks off. We love it when partners get a little rowdy and excited, so bring your candor and energy to Vegas in March.

You want sales advice? We’ve got plenty of it, from how to sell security to how to prospect to how to compensate your reps during a business pivot. It’s no surprise that partners — operations in just about every vertical, really — want to learn how to upsell their existing client base and gain net new customers. We’ve got you covered.

Held in the gorgeous Venetian, #CPExpo is part conference and part seminar that will engage partners of every flavor: telco agents, MSPs, VARs, system integrators and consultants. No attendee will leave without a tangible takeaway they can begin to implement immediately. If networking is more your thing, we’ve got plenty of opportunities. Our annual First-Timers Reception gives you a chance to hobnob with other newbie attendees and sponsors; the 501er Community meetup will provide peer dialogue and opportunities for intimate vendor conversations; and the Alliance of Channel Women event gives men and women alike a chance to engage with an under-represented, yet fast-growing, segment of the channel.

We’re extremely excited about this event, as well as meeting and truly educating all the partners we can. Join us March 9-12 in Vegas for a rockin’ good time and the chance to learn how to become business and sales savvy from some of the brightest minds in the tech channel. In short, dive into this year’s theme: Champions Made Here.

CHAMPIONS DON’T JUST HAPPEN. THEY’RE MADE — ONE STRATEGIC STEP AT A TIMEWe’ve been saying it for years: The pace of change in the technology channel is increasing every day, and those who don’t stay ahead of the curve are destined for obsolescence.

KRIS BLACKMONSenior Content Director

4. WHO ATTENDS Is #CPExpo right for you? See who attends the largest channel event in the world.

5. PASS OPTIONS & PRICING Find out which pass meets your needs. We’ve got a handy chart to break down each pass and the cost.

6-7. AGENDA-AT-A-GLANCE It’s a jam-packed agenda, but take a look at the high-level overview of what you can expect across all four days.

8. BUSINESS SUCCESS WORKSHOP #CPExpo’s 2020 pre-con workshop is centered solely around the business that matters to you most – your own! It’s designed to help partners – on both the telco and IT sides of the channel – take their business to the next level.

9. NETWORKING It’s our claim to fame and the #1 reason channel pros far and wide come to #CPExpo. Check out the networking opportunities you can expect.

10-13. KEYNOTES & CONFERENCE Industry-leading speakers addressing the hottest trends and issues in the channel can be found on the keynote stage and in the conference program.

14-15. SPONSORS & EXHIBITORS More than 300 sponsors and exhibitors with state-of-the-art partner programs, all in one place. Take a look at the lineup (so far).

16-17. BREADTH OF THE CHANNEL Channel Partners Conference & Expo is part of a broad channel portfolio that includes sister events, corresponding media websites and awards programs.

18. HOTEL & TRAVEL Attendees love the Venetian & Sands Expo, so we’re back! Take a look at hotel and travel information to plan your stay.

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ALL ACCESS CONFERENCE EXPO

300+ Sponsors and Exhibitors • • •Networking Events: Welcome Reception, Pub Crawl & More • • •Keynote Breakfasts + Luncheons • • •Channel Partners Theater Sessions • • •Thunderdome, VIP & Provider Breakout Sessions • • •MSP Pavilion • • •Continental Breakfast on March 12 • • •All concurrent conference sessions (March 10 & 11) exploring the hottest topics & issues in the channel • •Access to VIP Lounge with Wi-Fi, refreshments + charging stations • •Business Success Workshop: Planning for the Future Pre-con on March 9. This includes: • Luncheon Keynote • Breakout Sessions • Town Hall Takeaways and Next Steps

•

$799* $529* $279*

WHO ATTENDS PASS OPTIONS & PRICING

*Price valid through March 6 for qualified channel partners only** An Industry Supplier Expo-Only Pass is $779, an Industry Supplier Conference & Expo Pass is $849, and an Industry Supplier

All-Access Pass is $949 through March 6

>> LOWER RATES END MARCH 6REGISTER NOW TO SAVE AT CHANNELPARTNERSCONFERENCE.COM

Channel Partners Conference & Expo is the world’s largest event for agents, VARs, MSPs, consultants, integrators and suppliers.

6,400+TOTAL ATTENDEES

300+SPONSORS & EXHIBITORS

100+INDUSTRY-LEADING SPEAKERS

PARTNER JOB TITLES25% C-Level

14% Principal/Owner/Partner

13% President

11% VP/Executive VP

9% Channel & Sales Management

8% Account Executive/Manager

7% General Manager/Director

6% Business Development

5% Technical Management

2% Manager

1% Marketing Management

PRIMARY PARTNER BUSINESS TYPES49% Agent

20% MSP

16% Consultant/Integrator

11% VAR

3% Cloud Broker/Reseller/Aggregator

2% Other

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AGENDA-AT-A-GLANCETUESDAY, MARCH 108:00 A.M.- 7:00 P.M.

RegistrationSponsored by Fuze

8:OO - 8:25 A.M.

Breakfast & NetworkingSponsored by AT&T

8:25 - 10:15 A.M. Keynote & Fastball Programming

10:25 A.M.-12:05 P.M.

Conference Sessions VIP Sessions

11:40 A.M.-NOON Lunch & Networking

NOON- 2:00 P.M. Keynote & Fastball Programming

2:10 - 3:45 P.M.

Conference Sessions VIP Sessions

3:00 - 7:00 P.M. Expo Hall Open & Welcome Reception

3:00 - 7:00 P.M. Channel Partners Theater Programming

6:00 - 7:30 P.M. Awards Ceremony & Networking Event

MONDAY, MARCH 910:00 A.M.- 5:00 P.M.

RegistrationSponsored by Fuze

1:00 - 5:00 P.M.

Business Success Workshop: Planning for the Future

4:30 - 7:30 P.M.

ACWConnectLive!Brought to you by Alliance of Channel Women

7:00 - 9:00 P.M.

First-Time Attendee ReceptionSponsored by Verizon

WEDNESDAY, MARCH 118:30 A.M.- 6:00 P.M.

RegistrationSponsored by Fuze

8:30 - 8:50 A.M. Breakfast & Networking

8:50 - 10:20 A.M. Keynote & Fastball Programming

10:25 A.M.-12:05 P.M.

Conference Sessions VIP Sessions

11:40 A.M.-NOON Lunch & Networking

NOON - 1:50 P.M. Keynote & Fastball Programming

2:00 - 4:50 P.M.

Thunderdome Sessions

Partner Breakout Sessions

2:00 - 6:00 P.M. Expo Hall Open & Welcome Reception

2:00 - 6:00 P.M. Channel Partners Theater Programming

2:00 - 6:00 P.M. Millennial Meetup: No Mo’ FOMO

THURSDAY, MARCH 1210:00 A.M. - NOON

RegistrationSponsored by Fuze

10:00 A.M. - NOON Expo Hall Open

10:00 A.M. - NOON Continental Breakfast

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BUSINESS SUCCESS WORKSHOP: PLANNING FOR THE FUTURE

NETWORKING

For partners on both the telco and IT sides of the channel, just knowing tech isn’t going to cut it anymore. In today’s channel landscape, you need to be as knowledgeable about business as you are about speeds, feeds and software. That doesn’t just go for your customers’ business — it starts with your own organization.

In this year’s Business Success Workshop, we’re bringing in a slew of experts to teach you critical skills such as how to:

• Correctly calculate your valuation • Perform a gap analysis • Successfully negotiate an M&A deal

Join us for an in-depth workshop where you won’t just hear people giving you advice. You’ll work through an action plan with people who have walked this walk, and you’ll go home knowing exactly what your next steps are.

SPEAKERS INCLUDE:

KRIS BLACKMONSenior Content DirectorChannel Futures

DAVE DYSONCommunications Visionary & Thought LeaderEclipse Telecom

JOHN K. MURPHY PresidentJK Murphy Advisors

ARLIN SORENSENVP Peer GroupsConnectWise

RYAN WALSHChief Channel OfficerPax8

*All-Access pass required to attend this session

82% of 2019 attendees said the main reason they attend #CPExpo is to network

Every moment of the four days is an opportunity to network, but a few of the top networking events at the show include:

Business Success Workshop

First-Time Attendee Reception

Welcome Reception in the Expo Hall

ACWConnect Live!, Hosted by Alliance of Channel Women

Millennial Meetup

Pub Crawl & More

The opportunities to shake hands and meet fellow channel pros over a drink doesn’t stop once the show hours end! Our sponsors and exhibitors host after-hours parties that keep the networking opportunities (and fun!) going well into the evening. Cheers to that!

THE #1 PLACE TO NETWORK

WITH CHANNEL

PROFESSIONALS

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KEYNOTES

TEAM YES:JARED MARTINVice President, ITx Managed ServicesTPx Communications

TEAM YES:ANDREW PRYFOGLEChief Market Development Officer, Pax8

TEAM NO:BILL POWERCEO, Agent Alliance

TEAM N0:ROB RAEVice President of Business Development, Datto

RAJ SAMANIChief Scientist and McAfee Fellow, McAfee

WILL HARRISSales Consultant, Motivation Teacher & HumanitarianWillpower Consultation

Taking place on the big stage is our keynote programming. We’ll serve you breakfast and lunch on March 10 and 11 while you hear from the most highly-sought speakers as they address the top trends and issues the channel is facing today. Open to everyone, the keynotes are sure to be one of the most talked about features of the #CPExpo.

VIEW ALL KEYNOTES AT channelpartnersconference.com

MODERATOR:JANET SCHIJNSCEO, JS Group

FUTURE OF RANSOMWARE, EXPLAINED

Over the last couple of years, headlines screamed the consequences of a ransomware hit from bad actors, and smart service providers know to approach cybersecurity with a “when, not if” mentality. In this keynote, Raj Samani, chief scientist at McAfee, lays out what the channel can expect to see from cybercriminals in 2020 and beyond and gives the audience tips for how to prepare for the future of ransomware.

EXPERIENTIAL SELLING: THE NEWEST WAYS PARTNERS UPSELL AND OUTSELL

People love to buy, but they hate to be sold. Customers everywhere seek to buy an experience in everything. Learn how to match your service to the ideal customer experience. Turn deal-loyal strangers into brand-loyal customers. Discover the power of selling with a purpose to upsell existing customers and outsell the newest collaborators.

DEBATE 2020: IS CONVERGENCE JUST HYPE OR THE FUTURE OF CHANNEL?

We've been hearing it for years: IT/telco convergence is coming. But is it? Has it already? Will it ever? And if it does, who will win out? Join channel expert Janet Schijns, CEO of consulting firm JS Group, as she moderates an old-fashioned debate between Team Yes and Team No on the question "Is IT/Telco Convergence Happening?” Which side will win out? Only the audience can decide.

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CONFERENCE TRACKS

BUSINESS BEST PRACTICES TRACKSessions include:The Fine Print Matters: Why Partners Need to Craft Their Contracts to Avoid Being BurnedFilling Your Talent Gaps: Strategies for Getting the Best People at the Best Price

SALES & MARKETING TRACKSessions include:CX: The New Hot Channel AcronymYou Are Leaving Lots of Money on the Table: Uncovering Cloud Revenue from the C-Suite - The Upsell/Cross-Sell Playbook

SECURITY TRACKSessions include:Stairway to Security Revenue - A Step-by-Step Guide to Building a Security Practice How Security and Compliance Could Save Your Client — and You Selling Security Doesn’t Have to Be Scary

Regardless of how successful you are, there’s always something more to learn. With a conference or all-access pass, you can choose between dozens of conference sessions centered around bettering your and your clients’ business, all of which fall under one of four tracks:

Every champion knows the way to stay on top is continuous training.

TECHNOLOGY TRACKSessions include:Using SD-WAN to Upsell IoT: The Promise, the Pitfalls and How Partners Can Help Agents Sell Managed ServicesHow to Get in Early on the CPaaS Opportunity

CHECK OUT

CHANNELPARTNERSCONFERENCE.COM

FOR THE FULL AGENDA

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ABOUT THE EXPO 128 Technology

4Voice

Accedian

Adaptiv Networks

Aircall

AireSpring

Algo Communication Products

Alliance Business Services

Alliance of Channel Women

Altice USA (Altice Business)

AppSmart

Aryaka Networks

AT&T

Avaya

AZPIRED

Barracuda

BEC Technologies

Bigleaf Networks

Binary Defense

Broad Sky Networks

Broadvoice

BullsEye Telecom

C3 - Cloud Computing Concepts

CallTower

CenturyLink

ChannelAssist

ChannelVision

China Mobile International (USA)

Comcast

CompTIA

CoreDial

Cox Business

CrowdStorage

CyberData Corp.

Datagate Innovation America

Digi International

EarthLink

Ecessa Corp.

Endeavor Communications

Epik

Fanvil Technology Co.

FaxBack

FaxSIPit Services

Frontier Communications Corp.

Frontier Computer Corp.

Fusion

Fuze

GetWireless

Global Mentoring Solutions (GMS Live Expert)

Global Strategic Accountants

Globalgig

GPS Insight

Grandstream Networks

Granite Telecommunications

GTT

iconectiv

Inseego

IntelePeer Cloud Communications

Inteliquent

Inteserra Consulting Group

Intrado

IPtelX

J2 Cloud Services

Jabra

Jenne

Kerauno

Konftel

LogMeIn USA

MACH Networks

Mango Voice

Martello Technologies

MasterStream ERP

Megaport (USA)

MessagePro

MetTel

MHO Networks

Mindmatrix

Momentum Telecom

Monnit

Moxtra

net2phone

netsapiens

Netsurion

Nextiva

NextLevel Internet

NUSO

Observables

Ocean Breeze Communications

Onepath

Ooma

PCCW Global

PCLiquidations

PGI

PhoenixNAP

Poly

Powernet

Purple Stone Telecom Co.

Rackspace US

RCN/Grande/Wave

Redstone Systems

Rev.io

RingCentral

RPM Telco

RTech Solutions

SaaSMAX

Sandy Beaches Software

Sangoma Technologies

Scalefusion

Serenova

ShareTracker

SingleComm

SipIQ

SkySwitch

Sonic

SoTel Systems

Sprint

Star2Star Communications

Synnex

Talkdesk

SPONSORS & EXHIBITORSTBI

Telarus

Telecom Consulting Group

Telecom Reseller

TeleDynamics

Telesystem

Telispire

TELUS

TetraVX

The ChannelPro Network

TimelyBill

TNI Telecom

TouchTone Communications

TPx Communications

TrainOurTroops

UniVoIP

Veeam Software Corporation

VeloCloud, now part of Vmware

Ventus

Verizon Wireless

Versa Networks

Viasat

Viking Electronics

Vistex Inc.

Vivial/mGage

Vodia Networks

VoiceComm

VoIP Supply

VTech/Snom Americas

Wildix

Windstream Enterprise

Wolters Kluwer

WTIwireless

Xiamen Yeastar Information Technology Co.

Zayo Group

ZeroOutages

Zonar Systems

As of December 20, 2019. More sponsors & exhibitors are added weekly.

Our Expo Hall is one the top reasons attendees come to our event. There you’ll find 300+ key suppliers, master agents and distributors who are showcasing the hottest solutions and digital services in the market including:

• Security services providers

• Carriers and digital service providers

• Cloud services providers

• Technology distributors and master agents

• Software services and cloud application providers

• IoT-focused companies

• SaaS and PaaS providers

•Unifiedcommunicationsproviders

• Mobility services providers

• Backup and disaster recovery

• Remote monitoring and management (RMM)

• Professional services automation (PSA)

• Managed network services

• Data platform providers

• Storage solutions

While you are roaming the show floor, make sure to stop by the Channel Partners Theater, MSP Pavilion and Meeting Zone.

300+ EXPECTED IN LONDON

6,400+ EXPECTED IN VEGAS

March 9-12, 2020The Venetian Sands & Expo,

Las Vegas

3,200+ EXPECTED IN ORLANDO

September 29-October 2, 2020Gaylord Palms Resort &

Convention Center, Orlando

December 1-2, 2020Park Plaza Victoria London

The leader in providing news andanalysis to indirect sales channels

serving the digital services industry.

channelpartnersonline.com

The only media brand devoted to the diverse spectrum of channel

companies focused on the digital services revolution.

channelfutures.com

Our brand-new MSSP Insider section on the Channel Futures website features

in-depth content to help managed security service providers run their businesses.

channelfutures.com/mssp-insider

The MSP 501 is the IT channel’s largest and most comprehensive ranking of lead-

ing managed service providers.

channelfutures.com/msp-501

2020 AWARDS

The Excellence in Digital Services Awards is our newest awards program where we

recognize partners who deliver stellar business outcomes for their clients.

bit.ly/CPDigitalServicesAwards

Top Gun 51 recognizes a new generation of channel executives, those who build and

execute programs in a way that drives partner, customer and supplier success.

channelpartnersonline.com/top-gun-51

The Circle of Excellence is Channel Partners’ program that recognizes IT and telecom channel leaders who are helping

their partners create business value for their customers.

bit.ly/CPCoEAwards

The European Partners 51 Awards are a new awards program committed to honoring the best in ICT excellence. This program is open

to European partners of any stripe — any company that sells, manages and integrates digital solutions on behalf of end customers.

channelfutures.com/ep-51-awards

MEDIAEVENTS AWARDS

1716

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BREADTH OF THE CHANNEL

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HOTEL & TRAVELChannel Partners Conference & Expo’s host hotel is discounted for the benefit of all attendees and exhibitors. The Venetian is connected to the convention center and is a great place to network with fellow attendees and exhibitors. Book your hotel room early to guarantee the best rate as rooms typically sell out.

THE VENETIAN RESORT LAS VEGAS3355 Las Vegas Blvd. SouthLas Vegas, NV 89109

For group bookings, please contact ellen.kurtz@informa.com. Groups with 8 or more rooms per night will be required to sign a sub block agreement.

20% OFF AIRPORT PARKINGSave 20% on airport parking reservations with CheapAirportParking.org at over 30 major airports across

the U.S. To book, enter promo code CPLV20 and select your dates and home airport. Complimentary shuttle to and from your selected airport is included with all reservations.

Rooms start at

$319*Book your stay

at book.passkey.com /go/RKNCT

Image source: IHG.com

March 9-12, 2020The Venetian & Sands Expo Las Vegas

LOWEST RATER END MARCH 6

Don’t miss the largest channel event in the world!

Register today at channelpartnersconference.com to save on your pass

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