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Midwest Chapter - How Alliances Can Help Drive Channel Success
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Many challenges are facing vendors and channel providers in the effective and efficient distribution and support of cloud offerings. “Pure play” companies are still learning, developing or modifying their models: legacy companies are struggling to develop and deliver hybrid offerings. The purpose of this panel is to take a realistic look at the status of channels and the Cloud, and review lessons learned and new strategies being developed.

9/18/2014
When: Thursday, September 18th
5:30 PM to 7:30PM CDT
Where: Parthenon Restaurant & Banquets
314 S Halsted St.
Chicago, Illinois  60661
United States
Presenter: Jennifer Vessels, CEO, Next Step
Contact: Diana Favia McDevitt


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The ASAP Chicago/Midwest Chapter presents:

“Silver Linings in the Cloud – How Alliances can help Drive Channel Success”


Jennifer Vessels, CEO, Next Step, will lead this panel discussion - taking a realistic look at where we are in developing channels in the Cloud and review lessons learned and new strategies being developed. (Vessels’ expertise includes working within the channel and helping make the transitions to “servitization.”)

Many challenges are facing vendors and channel providers in the effective and efficient distribution and support of cloud offerings. “Pure play” companies are still learning, developing or modifying their models: legacy companies are struggling to develop and deliver hybrid offerings. The purpose of this panel is to take a realistic look at the status of channels and the Cloud, and review lessons learned and new strategies being developed.

The transition to a cloud model is not easy. The operating model and economics of a Cloud-based offering are fundamentally different from those of a traditional, on-premise product with services included through the channel. For example, data shows that operating margins for SaaS companies are on average 10-15 points lower than those of traditional software companies. This gap can be attributed to additional costs for customer acquisition, sustaining renewal rates, changing sales and channel behaviors, and upfront investments. This program promises a lively discussion with ideas, answers and best practices used by companies during their transition to a recurring revenue business model.

Panelists representing vendors and channel partners will discuss the many challenges faced today in effective and efficient distribution and support of Cloud offerings. Panelists include:
  • Mark Hupe - Group Director, Sales, Vibes
  • Paul Winiecki - Partner Sales Executive, Microsoft Corp.
  • Elaine Besh - Education Channel Sales Manager, Adobe Systems Inc.
  • Bob Buchanan - VP Channel Sales & Account Management, Windstream Hosted Solutions
Some of the questions the program will address include:
  • How can a company successfully adapt its business model to participate in this shift from one-time product focus to recurring service focus?
  • What implications will the transition have for channel partners or others in the value chain, such as distributors or system integrators?
  • What are the best practices for transitioning a sales team (process, skills, compensation and resources) to successfully sell a recurring revenue service?
  • How much time and what resources are required for successful transformation?

Location Info

Parthenon Restaurant & Banquets
314 S Halsted St.
Chicago, IL 60661

Hors d’oeuvres beginning at 5:30 and throughout event; cocktails available via cash bar.

The Parthenon is in Chicago’s Greektown neighborhood and accessible via the Blue Line (UIC Halsted) and Union and Ogilvy transit stations. By car, easily accessible via 90/94 Dan Ryan, Eisenhower, Kennedy and Lake Shore Dr. Pay lot available on Halsted north of restaurant. The Parthenon offers complimentary valet parking.

For more information email us at info@strategic-alliances.org or call +1-781-562-1630