Programme List - European Channel Leadership Forum
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Programme

18:30
Drinks reception
19:00
Introduction
Sara Yirrell, Consulting Editor, CRN & Channelnomics
19:15
Dinner
  • Sponsored by Malwarebytes
20:45
After Dinner Keynote
Will Carling, Former England Rugby Captain, England National Rugby Union
  • Exclusive sports personality talking about teamwork, pulling together and overcoming challenges from personal experience.
21:15
Drinks and networking
8.30 - 9.00
Registration

9.00 - 9.10

Welcome and opening remarks
Sara Yirrell, Consulting Editor, CRN & Channelnomics

9.10 - 9.35

CRN Research: The changing face of IT decision making
Tom Wright, Content Director, Incisive Media
  • The role and limits of LoB management (Line of Business) in IT decision makers and what this means for Sales practise
  • What enterprises buy: solution vs. product and the rise of the MSP

9.35 - 10.00

Insight Keynote
Emma de Sousa, Senior Vice President UK & Marketing EMEA, Insight
  • An EMEA perspective: challenges facing a global solutions provider
  • Brexit considerations
  • Market trends: how IT investments are fuelling growth for clients

10.00 - 10.25

Tech Data Keynote: "Transforming the role of distribution"
Andy Gass, Senior Vice President UK and Ireland & Digital Europe, Tech Data
  • How do you provide the right impact, at the right cost?
  • The importance of aligning activities through the entire channel matrix
  • Creating growth opportunities through an "industrialised intimacy"

10.25 - 10.35

Vendor Showcase

Richard Eglon, Marketing Director, Agilitas

Mairead Malone, Director Channel Sales Europe, Sungard Availability Services

10.35 - 11.05

Morning break: Coffee and networking
  • Sponsored by RingCentral

11.05 - 11.30

Atea Keynote: Finding your Role in the new Ecosystem
Steinar Sønsteby, CEO, Atea
  • The channel market is changing at a higher speed than ever
  • Customers are not only seeking typical technology solutions but also integrated business solutions such as digitalisation
  • How do you successfully build skills in an environment where high employee turnover makes this difficult and expensive?
  • So, as the discussion between a CFO and a CEO went...
    • CFO: What if we put all our money into training our emplyees and 50% left in a year or two?
    • CEO: What if we don't and 100% stay?

11.30 - 11.55

Econocom Keynote
Chris Labrey, Managing Director UK & Ireland, Econocom
  • What is happening in the European channel and where are the opportunites?
  • How to deliver more innovative and agile digital solutions tailored to customer needs
  • Strategising your partnerships and fostering a culture of collaboration

11.55 - 12.20

Softcat Keynote: Channel Moves
Graeme Watt, CEO, Softcat
  • The transition from Distribution to Reseller
  • Market colour
  • Softcat near term direction
  • The importance of corporate social responsbility

12.20 - 12.30

Vendor Showcase

Adam Nash, EMEA Sales Manager, Webroot

Chris Tate, Business Development Director, Datto

12.30 - 13.30

Lunch and networking
  • Sponsored by Rackspace

13.30 - 14.10

Panel Discussion: Back to the Future
Scott Haddow, CEO, MTI
James Hardy, Deputy Managing Director, CCS Media
Martin Hellawell, Chairman, Softcat
Helen Slinger, Director, BT Product Supply Business
Moderator: Nima Sherpa Green, Reporter, CRN & Channelnomics

Despite naysayers predicting the end of the channel for the past 20+ years, it is still going strong. In fact, some would argue it is getting stronger, as increasingly complex technology, coupled with stringent compliance requirements, means end user customers need more guidance from experts to find the right combination of solutions for their businesses.

  • How does the panel think the channel will evolve in the years to come - i.e. what role will distribution play and will vendors take more business direct?
  • Will the services model continue to be the Holy Grail and is hardware still a dirty word?
  • How will customer demands evolve in the coming years? How have they changed in the past five years?
  • How will Brexit affect the channel, particularly those that are part of international businesses? What should channel firms be doing to prepare themselves?

14.10 - 14.35

PCM Keynote
Donavan Hutchinson, Managing Director, UK & International, PCM
  • Why is Europe still such an attractive proposition for a growing US channel company?
  • Does Brexit affect opportunity for growth in Europe?
  • On the surface, the US always seems to be one step ahead. Is this the case and what can the European channel do to catch up?

14.35 - 15.00

Crayon Keynote: Channel Business from European Perspective
Rune Syversen, CEO, Crayon
  • What are the greatest challenges facing European channel organisations at the moment?
  • Leading the pack by distinguishing your company from your competitors
  • Addressing the skills gap: streamlining your hiring processes and spotting talent

15.00 - 15.10

Vendor Showcase

Tara Newman, Director International Sales and Marketing, RapidFireTools

Alistair Bremner, Sales Director, Oracle NetSuite

15.10 - 15.30

Afternoon break: Coffee and networking
  • Sponsored by RingCentral

15.30 - 16.10

Out of Industry Keynote
Justin King, Former CEO, Sainsburys
  • Leading Sainsburys into the digital age
  • Can we justify things getting worse before they get better in a client-facing company?
  • Streamlining your business processes to ensure profitability in a time of transformation

16.10- 16.55

Panel Debate: CIOs/End-Users
Ian Golding, Interim Chief Information Officer, The National History Museum
Finbarr Joy, Group CTO, Superbet
Joey Koonsombat, Head of IT, Thames & Hudson

Moderator: Stuart Sumner, Editorial Director, Computing, V3 & The Inquirer
  • How are you using technology to advance/grow your business?
  • What role does the channel play?
  • What tech are you looking at for the future?

16.55- 17.00

Closing remarks
Sara Yirrell, Consulting Editor, CRN & Channelnomics

17.00- 17.30

Drinks and networking

*Please note this programme is subject to change as the speaker line-up is finalised.