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Cloud is Transforming the Channel: Are Partners Ready to Get SaaSy?

Wednesday, July 29th, 8:30am - 10am PT (4:30pm - 6pm BST), On Zoom

SaaS companies are often lumped together by definition, when in reality GTM strategies vary widely. But one thing is for sure—subscription models make it easier for customers to purchase, install, and easily change technology solutions.  While this could be seen to threaten the need for channel partners, it’s quite the opposite.  Renewals require product loyalty and happy customers which channel partners are best placed to deliver.  Customer retention becomes as critical as customer acquisition and “churn” becomes a dirty word.

So, what is the criteria for finding partners who are willing to transition from traditional reseller models, to the opportunity of long-term annuity streams and added services? Have “VARs” (value-added resellers) gone out of style in exchange for labels that better define what a partner can offer, such as an “SSI” (security system integrator) or a master agent?

We will explore these themes with our panel of experts including:

  • Ravi Patel – Leader, EMEA Channels, Zoom
  • Zac Kilpatrick – VP Regional Alliances, Okta
  • Keith Joseph, VP Americas Channel Sales, Proofpoint
  • Chris Stolley, Senior VP Partner Alliances, Optiv

45-minute panel discussion + 30-minute breakout room

 

Free Registration

Agenda

8:30am - 8:40am PT

Welcome and Introductions

8:40am - 9:25am PT

Panel Discussion (hosted by Peter Thomas, VP Channel Strategy, E2Open)

  • Ravi Patel – Leader, EMEA Channels, Zoom
  • Zac Kilpatrick – VP Regional Alliances, Okta
  • Keith Joseph, VP Americas Channel Sales, Proofpoint
  • Chris Stolley, Senior VP Partner Alliances, Optiv

9:25am - 9:55am PT

Breakout Rooms

  • Ready, Steady, SaaS: Secrets to Energising and Enabling your Partner Sales Teams
  • MDF Services and Incentives that Motivate SaaS Partners
  • Is It Advisable to Attempt a Digital Transformation in This Economy?
  • Digital Marketing Activities to Build a Great SaaS Partner
  • How to Adapt Partner Programs to Support SaaS Offers & an MRR Model

10:00am PT

Conclusion

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