Programme

12th October 2010

8.30 Registration and coffee

9.25 Welcome from CRN

Sara Yirrell, editor, CRN

9.30 Chairman’s opening remarks

John Chapman, IT Reality

9.40 Opening keynote address: An audience with Joe Hemani, chief executive, Westcoast

Delegates at the CRN Channel Conference will have the opportunity to hear from Joe Hemani, chief executive of Westcoast, about his journey to where he is today - from a pirate radio DJ to the owner of one of the largest, privately-held distributors in the UK.

Sara Yirrell, editor of CRN, will chat with Joe about how he started Westcoast more than 25 years ago, trials and tribulations along the way and where he sees Westcoast and the industry as a whole, going. What are the challenges facing the industry in his opinion? What is the most important advice he can give the audience about running a successful business? Plus much more. Delegates will also have the opportunity to put their questions to Joe in the Q&A session after the interview.

10.20 Assessing the impact of changes in the economic and political landscape on channel businesses

The changing economic landscape and likely developments in the UK market
The medium and long term impact of the coalition government: what type of change can UK companies expect?
How have customer attitudes changed since the recession?
Future trends

Professor Douglas McWilliams, chief executive, CEBR

11.00 Coffee and networking

11.30 Facilitating growth through effective business strategies

Trends in the channel: where is growth likely to come from?
How can resellers ensure they have enough capital to fund growth and cope with increased levels of business?
Where are credit lines going and what other options are available to safeguard cash flow and expand business?
Creating cost efficiencies across the business as well as maximising revenue

12.10 Adapting your business model to keep ahead of your competitors and add value to your customers

Assessing your existing business model: does it really meet your customers' needs?
Business model innovation: what are the pitfalls and why should you do it anyway?
Developing a service-led proposition and instilling a “services” mindset in your sales force
How can resellers minimise risk to their businesses when instigating change programmes?

Tiffani Bova, Vice President – Research, Indirect Channel Programs & Sales Strategies, Gartner

13.10 Lunch and networking

14.00 Interactive focus sessions

15.00 Coffee and networking

15.30 How can resellers create profitable business opportunities around the cloud?

This session will examine the measures resellers can take to ensure that the cloud presents an opportunity for your business, not a threat. What are the implications of these technologies and how can you adapt your business model to generate revenue from cloud computing?

Andy Burton, chairman, Cloud Industry Forum

16.00 The future of vendor/reseller relationships

How should relationships be constructed to maximise effectiveness for both parties?
Moving from “partner” models to true alliances: benefits for resellers, vendors and customers
Who owns the customer?

Tim Barnsley, founding member, Association of Strategic Alliance Professionals UK

16.40 Chairman’s summary and closing comments

Programme is subject to change