Sessions At-a-Glance

Sessions - At a Glance

Tracks

Whether you are a business owner, focus on business development or customer relationships or are brand new to the channel, we have designed an educational pathway that meets you where you are.  The Channel Fusion tracks are carefully designed to meet your needs and give you the content you need to manage and grow your business, excel as a producer or customer experience manager, or accelerate your understanding of what it takes to be successful in the channel.

Follow one track for an in-depth learning experience designed for your business role,  or choose sessions from a variety of tracks. Use the descriptions below to guide you through your path.

Enter this track as a business owner to refine how you approach leadership, develop your rising stars, and monetize your investment in your business.

Collaborate with your peers and channel leaders to create strategies to grow the business through new and existing customer relationships and explore profitable exit strategies.
If you work for a channel organization in business development, customer management or operations, the rising stars track is the perfect opportunity to grow and develop your skill set. This track features trends, technologies and practices that will help take your skills to the next level.

Sessions offer peer-lead content to develop strategies to land larger accounts, increase revenue from existing customers, break into new industry verticals, and generate incremental revenue from existing customer relationships.
If you have just entered the channel as a new agency, MSP, or provider, the (Star)ters track gives you an accelerated pathway to success as you learn from experienced channel leaders. Sessions help you understand the channel industry and the lessons learned from those that came before you that help you avoid mistakes or gain traction.

Sessions in this track are great for those new to the channel industry or want a refresh.
Discover new and innovative technologies that companies are investing in, why these technologies are game changers in the channel, and how they can revolutionize your revenue stream.
Leading your team or personally coping with a rapidly changing marketplace can be a very stressful exercise. Collaborate with nationally recognized wellness specialists who will give you strategies to re-energize, find better balance, and take care of yourself and your employees.

Session Previews

Channel Fusion will deliver a full suite of educational and inspiring sessions designed for every level of channel professional. View the previews for a sample and summary of the sessions that will be available during the event and check back frequently for updates.

Your customers are adopting digital transformation strategies quickly, but is their focus on cybersecurity lagging? Learn how to start the conversation about the importance of cybersecurity with your customers - so they don't fall victim to cyber-attacks with the technologies they are implementing.

2023-06-07 Sessions

You've sold the customer that core technology service. Bundling other technologies together allows you to secure incremental revenue and create a robust client offering. Learn how to create a technology bundle to upsell the customer you have already won.

2023-06-07 Sessions

The centralized technology buyer has been your key focus, but are you missing opportunities with other key buying influences? Learn how to go beyond the technology buyer to maximize your opportunity to penetrate an account, surface additional opportunities, and secure the business.

2023-06-07 Sessions

Did you know the probability of selling to an existing customer is 60-70% compared to a 5-20% chance of selling to a new prospect? And the more services a customer buys from you, the ‘stickier’ they become, increasing the lifetime value to you. Understanding the next set of services an existing customer is likely to buy increases revenue, retains customers, and maximizes your revenue acquisition efficiency. Learn how to find the hidden gems to sell to customers you've already won.

2023-06-07 Sessions

Deciding to accept the help of a channel mentor can save you thousands of hours by learning the ropes, avoiding mistakes, and translating action into success. Learn how to find the right mentor, the best way to work with them, and how they can guide you to a successful channel practice.

2023-06-07 Sessions

Your customers have invested heavily in their networks deploying SD WAN, 5G connections, and higher bandwidth. Now that the network is ready for traffic, what applications should you be offering to help them take advantage of their network investment?

2023-06-07 Sessions

It has been said, "We cannot direct the wind, but we can adjust the sails." When business leaders hit a ‘squall’, how do you choose to either wait out the storm, or to meet it headlong and fight it? Learn the five key principles to prepare for whatever unknowns come your way as you steer the business through the turbulent waters of the technology channel.

2023-06-07 Sessions

Sellers have more choices than ever in what services that they can sell. Providers that offer those services, and Tech Solution Brokers (TSB) and Tech Solution Providers (TSP) that manage those provider relationships, will learn how to cut through the noise, deliver your value proposition and attract sellers in a crowded channel marketplace.

2023-06-07 Sessions

Money continues to pour into the channel as private equity firms and acquisition partners are hungry to gobble up high performing MSPs, Agencies and TSDs. With opportunities flooding in, learn the ways to help you decide what is the right financial, cultural, and strategic fit to sell or merge your business.

2023-06-07 Sessions

There is no lack of new technology trends in the marketplace - everything from augmented reality to artificial intelligence. But what are the digital transformation technologies that your customers are most likely to implement this year? This discussion focuses on the leading technologies that customers are ready to buy today.

2023-06-07 Sessions

You've run a superstar business in the channel, but everyone tells you it's time to move on and get out of the game. How do you decide if you should keep playing the game, retire, or make a partner change? Explore the secrets to making the right business decision for you and your business.

2023-06-07 Sessions

For years, many channel organizations built their entire financial model around receiving a steady flow of commissions and sending those commissions downstream to their sales partners. However, as technology has evolved and more SaaS solutions with simple monthly invoicing have entered the market, is it time to look at creating in-house billing solutions to improve margins and increase the value in your business?

2023-06-07 Sessions

Every business needs a strong group of individuals that are being developed to play key roles in growing and evolving the business. However, most business owners are too busy executing their day-to-day business to devote the time to create a succession plan. Learn the 3-phases of creating an action plan that will strengthen your business today and ensure it thrives in the future.

2023-06-07 Sessions

Your TSDs and TSBs want you to invest in spiffs and promotions, partner events, or co-marketing exercises. However, your budget is limited, and you must think strategically about which investments will bring you the best ROI. Learn how to leverage the top 5 strategies in channel investments that deliver the best partners, the best clients, and the most revenue.

2023-06-07 Sessions

It’s not unusual for business owners to feel stuck between floors. Sales are leveling off, it's gotten harder to find good employees, or you just feel like you're in a rut. When this happens, you may need a new set of eyes to help you find ways to re-energize and grow your business. Take a lesson from business owners who powered their way through the challenges to move to the next level in their business.

2023-06-07 Sessions

There are tens of thousands of sales agents, IT services providers and MSPs in the channel, but only a fraction of those sellers are likely to find a connection to your business or the services you offer. Learn how to identify the ideal partner profile that is most likely to produce revenue for you and the right ways to attract them to your program.

2023-06-07 Sessions

They never told you they were unhappy, but you woke up and all of a sudden your customer is buying services from another. Sometimes the warning signs are there, but they may not be as obvious as you might think. Learn how to spot when your account is in jeopardy and the right strategies to keep revenue and commission flowing.

2023-06-07 Sessions

Data plays a crucial role in customer success - allowing you to analyze and draw insights to keep customers happy, help upsell products and reduce the risk of churn.

2023-06-07 Sessions

Why do some channel businesses thrive and others struggle? If you are building a business in the channel, hear from those who have successfully built a business and learn from their playbook for success.

2023-06-07 Sessions

Because technology has evolved so rapidly, we often forget that a large percentage of customers are using older services to power their network, connect to the internet, or manage their infrastructure. This session explores the basics of technology that every channel professional should know to best advise their customers.

2023-06-07 Sessions

Is most of your team still working remotely? Learn about the technologies you need customers to consider that will keep their remote workforce secure, connected, and productive.

2023-06-07 Sessions

DEI Session

2023-06-07 Sessions

A large number of customers have already made the leap- to SD WAN which has dramatically decreased the prospect pool. Learn the next, best revenue opportunity you have for customers who already have SD WAN in place.

2023-06-07 Sessions

We all have that customer who thinks "the Cloud" will never beat their server room, who is clinging onto their outdated phone system, or who relies on their MPLS network. How do you help them enter the digital transformation pool and start to make the necessary changes to stay updated with current technology?

2023-06-07 Sessions

What is a TSD? MRC? Channel Manager? If you are just entering the channel, it's important to understand the vocabulary and standard practices that your new peers use in their everyday business.

2023-06-07 Sessions

Learn the Top 10 mistakes people make as they enter the channel and how to avoid them.

2023-06-07 Sessions

How-To Run a Channel Business

2023-06-07 Sessions

The marketplace for SD WAN customers is starting to shrink as more and more customers have already made that decision. What are the next best network opportunities you should be positioning to your customer as the "2nd act" after SD WAN?

2023-06-07 Sessions

You've been running your business for years, but if you want to sell, the buyer will want to look under the hood and review records, contracts, expenses and a host of other items in their evaluation process. The time to prepare to sell your business is not when you've attracted a buyer, but before then. Learn how to get your business prepped and ready to move through the due diligence process efficiently, attract a higher purchase price, and draw more potential buyers.

2023-06-07 Sessions

You've formed relationships with providers that offer key services for your clients. You think the partnership is going just fine. But what does your provider think? Are you doing all you can to solidify the relationship, utilize the right resources, and deliver the results? Get a Provider's POV on what characteristics they look for in a partner.

2023-06-07 Sessions

The secret to success in the managed services market is developing a strategic approach to adding offerings that increase recurring revenue and enhance the bottom line. Explore the right blend of SaaS offerings, cloud, and network solutions with existing professional and managed services to create a well-rounded service stack.

2023-06-07 Sessions

Mike Schmidtmann and Invited Guests!

2023-06-07 Sessions

MSPs and Agents are not the only advisors in a business account. There are others offering commercial insurance, financial services, or commercial real estate that may be talking to the customer you want to land. Learn who these high-value referral source targets are, their role in working with business customers, and how to develop a referral relationship that benefits both parties.

2023-06-07 Sessions

The rise of the remote workforce has blurred the lines between work hours and family or leisure time. How do we bring balance back into our work/life environment to make sure we’re present. Join the conversation as we explore strategies to help keep you sane and productive in all aspects of your life.

2023-06-07 Sessions

How to Automate Your Sales Funnel

2023-06-07 Sessions

In this session we will teach you the secrets of cloud migration including how to save 80% off list price, how to package and sell cloud storage, and how to easily provision and manage cloud storage with your existing team. This is one of the largest growth areas in the industry, don’t be left behind.

2023-06-07 Sessions

The Art of Marketing Your Business

2023-06-07 Sessions

About

Channel Fusion is designed to offer meaningful content, purposeful connections, generate ideas, and explore real world strategies in an interactive learning environment. The event features interactive experiences designed to generate networking, learning and business. The business floor will feature Knowledge Bars for intimate group discussions, Learning Labs for real-life case studies, workshops, and solutions, and an AI driven Smart Meetings Matchmaking program - matching attendees and exhibitors while advancing business opportunities. The Channel Accelerator will connect attendees to unique providers with new solutions that are available in the channel.