Programme List - European Channel Leadership Forum


Drinks reception
Sara Yirrell, Consulting Editor, CRN & Channel Partner Insight


  • Starter served at 19:15
  • Main served at 20:05
  • Dessert served at 20:50


Dinner Keynote


  • 30 minute keynote speech followed by a post-dinner Q&A at 21:05 for 15 minutes


Sir Clive Woodward OBE, Former England Rugby Head Coach, Rugby Football Union
Drinks and networking
8.30 - 9.00

9.00 - 9.10

Welcome and opening remarks
Sara Yirrell, Consulting Editor, CRN & Channel Partner Insight

9.10 - 9.35

CRN Research: How IT teams lie about their behaviour in buying research, and how that can cost you money and lose you opportunity
  • How IT DMs from the CIO down present themselves in research how they would like to be seen, not how they actually are
  • They accentuate process - and conceal more powerful emotional drivers
  • How real motivations driving buying decisions are often ignored
  • Marketers that treat survey data as fact open themselves up to waste of money and mistakes
  • Shadow channel: if IT DMs are exaggerating their importance, is obsessive sales focus on the CIO right?
Tom Wright, Content Director, Incisive Media

9.35 - 10.00

Opening keynote: Playing the infinite game

While most CEOs have a 3-5-year exit strategy in mind - Computacenter bucks the trend as it intends to continue in its growth, growing year on year. So, while most companies have an ‘end game' in mind, this is all about the infinite game.

Mike Norris, Chief Executive Officer, Computacenter

10.00 - 10.20

Vendor keynote

The importance of the IT channel to vendors has never been more apparent. With more and more customers turning to partners for their IT solutions, vendors are, largely, devoting a lot more time and effort towards their channel partners. Considering this, a leading exec from Dell will consider what their five-year outlook is, what is the role of the channel in their plans and where do they see the most market opportunity?

Anwar Dahab, Senior Vice President, Channel, EMEA, Dell

10.20- 10.30

Vendor Showcase
Shaun Lynn, Chief Executive Officer, Agilitas
Glen Williams, Chief Executive Officer, Allvotec

10.30- 11.00

Morning break: Coffee and networking

11.00- 11.20

Distributor keynote: The Digital Evolution

Change is the only constant in the IT channel. Hear how Tech Data are responding to the changing landscape from a distribution perspective and investing to enhance their value proposition to resellers and vendor partners.

Andy Gass, Senior Vice President UK&I and Digital Europe, Tech Data

11.20- 11.45

Reseller keynote: EU or bust?

The European channel market is an expansive and all-encompassing beast that spans a large proportion of the channel market worldwide. Whilst it's market-reach is undeniable, the difference between the UK and some mainland channel firms is still up for dispute. In this session, a leading European VAR will consider what trends they deem most important, how to achieve marked growth in mainland Europe, where are the opportunities for success, and is the UK still an important player?

Rune Syversen, Chief Executive Officer, Crayon

11.45 - 12.30

Panel discussion: Your most valuable asset - people

An indisputable fact of the channel is that it has some of the best talent the tech industry has to offer. From the commercial teams, to senior management all the way through to the back office, it is a commonly held view that those in the channel love what they do and the people they work with. However, the lack of diversity in the wider technology sector has turned many a head in the last few years so naturally there has been a big drive in recruitment. But with this comes heavy competition, how do you retain your talent and persuade those that do work for you that you're leagues above the rest. This panel will consider this and attempt to answer the following:

  • Where are the best hires made and how do you prospect for new talent?
  • What can you do to retain good people?
  • How can we encourage more diversity in the industry?
Annabel Berry, Chief Executive Officer, Sapphire
Angela Hughes, EMEA Talent Acquisition and Development Director, Insight
James Napp, Managing Director, Bechtle
Richard Wyn Griffith, Solution Sales Director, Softcat
Chair: Nima Green, Multimedia Editor, Channel Partner Insight & CRN

12.30- 12.40

Vendor showcase
William Fletcher, EMEA Sales Manager, Webroot
Adam Salley, Sales Manager, Datto

12.40- 13.40

Lunch and networking

13.40- 14.05

Reseller keynote: Is the US ahead of Europe when it comes to digital transformation?

It is often said that the US is 6-18 months ahead of the UK and Europe when it comes to technology trends. But in this era of digital transformation are the different regions changing at a similar pace? Or is the US still slightly ahead of the curve? What are the key technologies that customers both sides of the pond are investing in? Hear from leading international VAR WWT about what digital transformation trends they are seeing in the market.

Dave Locke, EMEA Chief Technology Advisor, WWT

14.05 - 14.15

Vendor showcase

14.15- 14.55

Panel discussion: End-user

Truly understanding the needs of your customer makes the difference between success and failure in the channel. Tech leaders in the end-user space have differing and specific needs, from the types of technologies to the quality of service, when looking for a provider - standing out from the crowd has never been more important. Our leading panel of IT leaders will discuss this and consider the following questions:

  • How are you using technology to advance/grow your business?
  • What role does the channel play in your IT strategy?
  • What tech are you looking at for the future?
Jonathan Freedman, Head of Technology & Security, Howard Kennedy
Nick Ioannou, Head of IT, Ratcliffe Groves Partnership
George Tunnicliffe, Head of IT Operations, National Theatre
Chair: Stuart Sumner, Editorial Director, Computing & The Inquirer

14.55- 15.25

Closing keynote
Christian Majgaard, Former Head of Global Brand & Business Development and Top Exec, LEGO

15.25- 15.30

Closing remarks
Sara Yirrell, Consulting Editor, CRN & Channel Partner Insight

15.30- 16.30

Drinks and networking

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