Channel Expo is less than a month away by the time you read this, and there is a cornucopia of speakers, exhibitors and hot-topic themes from which to pick to ensure attendees maximise their time away from the office. Registration is free for the event, which happens 12 and 13 May at the Olympia exhibition halls in Kensington, London.
This year’s speaker programme has been organised in conjunction with the Vistage Speaker Bureau, which focuses on educating business leaders around the world and has contributed some very experienced speakers to Channel Expo.
Tools and strategies that work
Steve Gilroy, chief executive officer at Vistage, says the organisation works with managers and business owners to show them how to be more successful. “It is a very challenging time to be in business, but we have some clear examples of methods, tools and strategies that are achieving great success within the current economy,” he says.
“We hope to show organisations within the IT channel that there are ways to succeed in the new economy. Our speakers have a world-class reputation for giving very practical insights, advice and tools that can be used quickly.”
Gilroy says anyone involved in sales or sales management will get immediate benefits from Malcolm Smith’s CRN Theatre session on the power of negotiation on Wednesday afternoon. Also, Jo Haigh’s Thursday talk on finance and credit management will include top takeaway tips that can be employed straight away.
Chrissie Tarbitt, channel development manager at sponsor Compellent, says the show has become the UK’s leading channel event.
“As sole sponsors of the Technology Theatre, we will have the opportunity to showcase a unique value proposition to solution providers looking for an opportunity to differentiate themselves,” Tarbitt says.
Compellent has a 100 per cent-channel model and plans to add new partners at Expo.
Pointers for 2010 and beyond
Another highlight will be GfK retail and technology director Carl West’s exposition of some insights from the analyst’s Channel Survey 2009 on Thursday morning. This presentation is sure to provide some hard facts and strong pointers for resellers targeting a profitable 2010 and beyond.
How to best add value to SMB services sales is a question on many channel partners’ lips, and Paul Hunter, channel sales director at HP, will shed light on the issue in the Technology Theatre on Wednesday afternoon.
Andrew Dickinson, sales and marketing director at Griffin Internet, says the show is the largest of its kind, giving UK resellers the opportunity to meet with distributors and vendors in one place, learn about what's new, what's coming and negotiate some good deals.
“A day at Channel Expo can save weeks of supplier meetings and phone calls,” he says.
Dickinson says Griffin will demonstrate how VARs can increase average revenue per user, decrease churn and increase high-margin recurring revenues while protecting their brand and future revenues.
“Demand for Multi-Protocol Label Switching (MPLS) data networks is high. Griffin is the UK’s oldest channel-only ISP and following success in the voice channel with box is now looking to recruit ambitious VARs and solution providers at the show,” he says.
Hot topics scoped out
Hot topics such as cloud computing, virtualisation, and Software as a Service will also be under the microscope, with new opportunities and markets scrutinised by experts in the field as well as major vendors.
Sean O’Connell, EMEA marketing director at Kaseya, says Expo gives it the chance to provide partners with what they need to succeed. “We can work more closely with the channel to share best practice and better understand their key challenges.”
Channel Expo promises at least 94 exhibitors this year, and to grow to 3,400 visitors. Participants and their guests can enjoy unparalleled networking opportunities with qualified buyers hungry for new opportunities. Re-energise existing relationships, or use the appointment booking system to pre-arrange meetings, generate leads and develop new partnerships.
Channel expo is the only event that brings the whole channel under one roof,
with most visitors from resellers, integrators, system builders, retailers or IT
consultancies. Half of last year’s visitors represented firms turning over more
than £1m a year, and 78 per cent are expected to be company decision-makers.
Attendance is free if you register in advance online.
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