Welcome to theXChange VendorOrientationBill JonesV P, M a n a g i n g D i r e c t o r, E v e n t s ,The Channel Company#XCH17#XSP17



Thank You To Our XChange Advisory Board!Luis AlvarezDavid DeCamillisAlvarez TechnologyPlatte RiverGroup, Inc.NetworksKen PattersonTechevolution#XCH17Michael KnightEncoreTechnology GroupJason Rook10th MagnitudeMichaelLomonacoOSTStel ValavanisonshoreSecurityJeremy MacBeanIT Weapons, Inc.LawrenceVan DeusenDimension DataGeorge PashardisePlus TechnologyInc.Scott WardCompuComSystemsJohn HeadPSC Group, LLCJason WrightAll Covered

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The AudienceClick to Solutionedit ProvidersMastertitlestyleat a Glance 250 AttendeesOver 11 Billion Revenue RepresentedOver 6 Billion in Dedicated IT Buying Power30% represent companies featured on at least one of the CRN Editorial Lists45% have an annual revenue over 5 Million96% expect revenue to increase by more than 5% in the next yearBoardroom Groups Small Market Mid Market Upper Mid Market Enterprise Market Managed & Cloud Services Security / Risk Management#XCH17

Monday, August 14th9:45 am – 10:15 amVendor Education Session:Partner Engagement 3.0: Why It's Time To Ditch Your Partner PortalJoin Webinfinity's James Hodgkinson to explore how the age of subscription business models, SaaSand personalized, one-on-one web experiences is dramatically raising the bar on what it takes to attractand engage your partners and keep their loyalty.James will explore what the latest channel research tells us about how to:James HodgkinsonLeader, Chief EvangelistWebinfinity#XCH17 Fully Enable each stage of the partner journey Reduce churn – of both partners and their end customers Maximize ROI on your channel system investments Get your internal team off of administrative tasks and onto higher value, more strategic efforts Provide a partner experience that is rewarding, simple, and contagious

THE CHANNEL ISTRANSFORMINGA personalized partnerexperience dramaticallyincreases partner dealflow and drives revenuethrough the channel Ease of doing business is one of the key reasons partnersadd or drop a supplier offering. B2B leaders who employ a multichannel model often listimproving partner experience (PX) as a top priority, butdon't always know how best to deliver it. Personalized experiences are no longer a “nice to have”. Channel partners say “ease of doing business” through avendor’s business technology (its PRM) is the singlegreatest factor in determining vendor loyalty”. To maximize revenue – technology vendors rely onChannel Partners to fuel significant growth.8

BIG CHANGES IN THE MARKETMAJOR INVESTMENT / FOCUSRAPID CONSOLIDATIONWHY? Adoption of Cloud / SaaS AppsMaySalesforceIntroducesSales Cloud PRMJulyImpartner Raises 15Million in FundingJulyZift and RelaywareAgree to MergeAugZyme Acquires CCI Lack of Integration / Standards Inconsistency and Friction AcrossVendors Investment community drivingpartner leverage Huge opportunity to scalethrough partners


TWO DIFFERENT “BELIEF” SYSTEMSCONNECTED APPSALL IN ONE“EXPERIENCE AS A SERVICE”“EXPERIENCE AS AN INTERFACE” Automatically delivers curatedcontent by person, group and/or task Manually placed content, manuallycurated by manual preference Infinitely scalable Coded to specific use cases Connects and intelligently drawscontent and data from other systems Isolated system Dynamic and highly configurable Always changes driven by task oruser preference Rule-driven Static content experiences Changes mainly through customPRM ‘MODULES’developmentDEAL REGMDF Web LMSpages / one-sizefits allMARKETINGINCENTIVESBUS PLANS11


Additional Vendor SessionsThe IoT Partner Profile Which Partners are Selling IoT Today?Rauline Ochs, IPED Consultant, The Channel CompanyWhile nearly half of the solution providers in our ecosystem identify IoT as a “meaningful” or “huge” opportunity in the next 18 to 24 months, 70% indicatethey do not yet see high customer demand for IoT solutions today. We will look at the profile of solution provider characteristics of partners who are able tosell IoT today! What separates those who are able to gain access to decision makers, support a proof of concept and ultimately rollout and support an IoTbased solution. What additional characteristics are required when the IoT solution is Industrial in nature? This session will share the findings of The ChannelCompany’s IoT Advisory Board 2017 research study to answer these questions.CompTIA Channel Account Manager TrainingTom Zimnoski, Vice President, Member Relations , CompTIACompTIA’s Executive Certificates in CAM 101 and 201 offer those in channel management roles the opportunity to further develop the skills and knowledgeneeded to lead initiatives and investments that drive indirect sales revenue. Learn more about CompTIA’s latest and most popular channel educationdesigned to give participants the mindset, concepts, knowledge and skills to grow into an evolved channel manager.Monday, August 14th4:15 pm - 5:00 pmTuesday, August 15th10 am - 11 amChannel Technology Integration: The Winning Formula for Channel Program ProductivityLaz Gonzalez, Chief Strategy Officer, Zift SolutionsChannel programs depend on multiple point solutions to manage everyday functions, such as partner relationships, channel marketing, or even leaddistribution. However, the lack of integration between these applications impedes partner adoption and program progress. Discover why and what types ofintegrations matter most not just between applications but across organizations and the processes they depend on to recruit, enable and generate demandwith partners.#XCH17Tuesday, August 15th2:30 pm - 3:15 pmVendors are welcome to attend everything at XChange except thesolution provider breakfast, lunch, and other vendor board rooms

ClicktoeditMastertitlestyleAccess right to your phone or tablet: AgendaSpeaker InfoSponsor & Attendee ProfilesMessaging CapabilitiesBooth numbers and floor planSocial Media InfoTIPGet Recognized!Upload your phototo your profile.Search to download to device: The Channel Company EventsEvent App goes liveon August 8th#XCH17

Business Attire is recommended for the event. Tuesday Evening CRN ARC Awards Dinner is Cocktail AttireREMEMBER TO BRING PLENTY OF BUSINESS CARDSBADGES must be worn at all times for access.What the colors represent:BLUEBLACKXChange StaffSponsoring Vendors& SpeakersREDHosted SolutionProvidersGREENGeneral & LocalArea SolutionProvidersYELLOWSolution ProviderAdvisory BoardMemberWhat the ribbons on badges represent:SOLUTION PROVIDERS CRN List Recognition – represent Fast Growth 150, Next-Gen 250, MSP500, SP500, Tech EliteCHANNEL VENDORS Premier Sponsors – Platinum, Gold, SilverChannel Masters – vendors who have completed the yearlong education programChannel ARC Award Winners#XCH17

Solutions PavilionClick to edit Master title styleBest Practices Booth Includes: 6’ skirted table Two chairs WastebasketDraw people in from the aisleMake it interactiveHave your experts availableClose with a follow-up actionWalk the floorNote: Prize drawing winners will be announced at the front of the hall 15minutes prior to the close of the Pavilion on TuesdaySetupExhibit HoursTeardownMonday, August 1412:00 pm – 4:30 pmMonday, August 145:15 pm – 7:15 pmTuesday, August 156:00 pm – 8:00 pmTuesday, August 154:00 pm – 6:00 pm#XCH17Location:Florida Exhibit Hall F

DemoRoomsClick to edit Master title styleBest PracticesRoom Includes: Play up on your themeMake it interactiveHave your experts availableKeep up the energy on MondayHave fun!Location: Emerald Bay Tower - Elevator BMove-inOpen HoursTeardownSunday, August 13Sunday, August 137:45– 9:15 pmMust be out of Demo Room by10 am Tuesday, August 15Pick up Demo Room keys at thehotel front desk after 9am onSundayMonday, August 147:30 – 9:00 pm#XCH1717Internet accessTwo 6’ tablesCocktail roundFour chairsLogo sign at door

Boardroom AppointmentsClick toAppointmentsedit Master title style 12-15 qualified attendees 25 minutes Room Liaison (room monitor) 10 minute breaks between sessionsRoom Inclusions Projector & Screen Power for Laptops Wireless Internet U-Shape Set UpBOARDROOM SURVEYThe boardroom survey form is available in the VendorSystem to download and print#XCH17

CRN Editors Attending EventJennifer Follett, Executive [email protected] Burke, Executive Editor/[email protected]hechannelcompany.comMatt Brown, Senior [email protected] KurandaSenior Editor – [email protected] NarcisiSr. Associate Editor – [email protected]#XCH17Mark HaranasAssociate Editor – Networking & [email protected] NovinsonAssociate Editor - Solution [email protected] ShirkeyAssociate Editor - Partner [email protected] HealeyVideo [email protected]

XChange XCellence AwardsThe XChange XCellence Awards showcase business and technology solution provider views of vendor products, services, and programs duringthe XChange event. Attendees’ votes are counted, and results are announced live at the ARC awards reception on Tuesday evening.Categories include: XCellence in XChange University: IT Security XCellence in Solutions Pavilion Strategy - Premier XCellence in Executive Presentation XCellence in Solutions Pavilion Strategy - Event XCellence in Solutions Track Presentation XCellence in Demo Room Execution XCellence in Boardroom Execution - Premier XCellence in Channel Program XCellence in Boardroom Execution - Event Best XChange Newcomer XCellence in Best of ShowElectronic Balloting will open to attendees on Tuesdayafter the last set of boardrooms.#XCH17Don’t be shy about letting attendees know whatcategories you are eligible to win!

Upcoming Events2017 EventsMidsize Enterprise Summit: Fall2018 EventsXChange Solution ProviderSept. 17 – 19 San Antonio, TXMarch 4 – 6 Orlando, FLBest of Breed ConferenceMidsize Enterprise Summit: SpringOct. 9 – 10 Atlanta, GAApril 29 – May 1 Orlando, FLWomen of the Channel EuropeWomen of the ChannelLeadership Summit: WestNov. 15 London, United Kingdom (UK)May 15 – 16 Palm Springs, CAWomen of the ChannelLeadership Summit: EastDec. 4 – 5 New York, NYNexGen Conference & Expo#XCH17Dec. 11 – 13 Los Angeles, CAXChange SLEDMay 22 – 23 Jacksonville, FLXChange 2018August 19 – 21 San Antonio, TX

Customize Your Channel Event Accelerate YourSales Cycle70%of CMOssay in-person events areextremely/very significant inaccelerating the sales cycle11THE#XCH17Partner ConferencesWorkshops/RoadshowsAdvisory Council MeetingsFocus GroupsNetworking Receptions and more!LET US MANAGE YOUR NEXT CUSTOM EVENT Audience RecruitmentLogisticsTimelinesContent & Speakers Contracts & Invoicing Data Collection Post-event surveys and more!CMO SOLUTION GUIDE: MODERN EVENT MARKETING. (n.d.). Retrieved February 23, 2017, from lub-study-infographic.shtml?cid 701o0000000jAsfAAE

October 18, 2017Explore the massive wave of opportunity IoT is bringing to the marketand tackle its challenges head-on:Connect with IT solution providers, systems integrators and IoT thought leadersBuild strategic partnershipsDiscover new IoT technologies and how to package them#XCH17 Learn how to monetize IoT

Connect on SocialFollow us:@TheChannelCoShare & like pictures:The Channel Company EventsStay connected:The Channel Company#XCH17#XCH17

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Demo Rooms Best Practices Play up on your theme Make it interactive Have your experts available Keep up the energy on Monday Have fun! Move-in Open Hours Teardown Sunday, August 13 Pick up Demo Room keys at the hotel front desk after 9am on Sunday Sunday, August 13 7:4