Best Practices:

Channel Symposium

Vincent Brissot, HP
  • Reinventing The Future Together

    Vincent Brissot, HP


    Are Partners Ready for the World in 2030?

    The world we live in is bound to disappear. We will see more changes in the next 15 yearsthan in all of human history. New technologies are driving business innovation and therise of a new category of commerce.I.T. is now the driving force of tomorrow’s economy,the way Personal Computers and the Web transformed business a generation ago. Together,we will explore the megatrends reshaping the world around us and look toward the year2030. We will decipher how to win business in the new Experience Economy.


    About The Presenter

    As Head of Channel Marketing, Demand Generation and Content Services, Vincent drives theplanning, development and execution of HP’s worldwide marketing initiatives with, to andthrough HP’s channel partner community. This includes managing global channel marketingprograms, driving Market Development Funds as a business accelerator, and increasing theuse of digital capabilities as a competitive advantage.

    With more than 15 years of experience in the technology sector, Vincent has acomprehensive understanding of the IT industry and how to enable partners to buildsolutions in the new digital, experiential economy – encompassing hardware, software andservices – to solve customers’ toughest IT challenges.

    Since joining HP in 1999, Vincent has served in multiple channel-related roles, includingchannel marketing, business development, business strategy and planning, andgo-to-market activation, at global, regional and country levels.

    Vincent holds a Master’s degree in Innovation, Technology and Management from theEngineering University Centrale Paris, as well as a Master’s degree in Management fromthe Business School ESSCA.

    Vincent lives in California with his wife and two daughters.

    LinkedIn

Fred Garnier, HP
  • Seamless Sales Channel Enablement in the Digital World

    Fred Garnier, HP


    Seamless Sales and Channel Enablement in the Digital World

    We are now entering into the experience economy and HP is enabling its partners withdigital sales and marketing tools to make the sales journey seamless.

    Together we will explore some of the necessary changes to tools, process, workflow andprogram development to enhance and update the partner user experience.


    About The Presenter

    WW Channel Marketing Operation Manager for Hewlett Packard in the Demand Content andPromotion Services team. In this role, Frederic Garnier is managing the 1:1 digitalmarketing that encompasses Channel Marketing Campaign Automation, QR Codes, Gamificationand proximity Marketing.

    During his 20+ years in the high-tech industry, Fred has been instrumental in buildingprofitable distribution channel by enabling Partners with the right marketing tools andprocesses to help brands to sell to and through Channel Partners.

    Fred holds a Bachelor degree in Computer science from ISTI in France.

    LinkedIn

Maurizio Capuzzo, Polycom
  • Best Practices Partner Marketing Enablement

    Maurizio Capuzzo, Polycom


    Best Practices for Partner and Marketing Enablement

    Creating a high performing channel will require a deep strategy and alignment betweenboth your channel vision and landscape and your technical channel tools.

    As we venture into the next-generation of channel management, the alignment of sales,marketing, programs and training with the right process and tool set will be mandatoryfor a channel to survive and thrive.


    About The Presenter

    Maurizio is an innovative and energetic sales and marketing leader, skilled communicator/ team builder, and adept negotiator with broad strengths in B2B. Proven ability toanalyze products, services, markets, and growth opportunities, then introduce strategicand tactical solutions that improve competitive performance while increasing revenues,market share, and profits. Accomplished at driving growth through multi-channels andintegrated marketing. Languages include fluent English, Italian, and French andconversational German and Spanish. US Permanent Resident.

    Key Speaker at Marketing Focus North America, Channel Focus North America, Channel FocusLatin America, Channel Focus Europe.

    Specialties: 20+ progressive technology marketing and sales experience with leadingcompanies: Polycom, Motorola/Symbol Technologies, Lucent Technologies/Avaya, IngramMicro, Hewlett-Packard and Novell.

    LinkedIn

Tim Harmon, Nuvello
  • Bringing Order from Incentivization Chaos

    Tim Harmon, Nuvello


    Bringing Order from Incentivization Chaos

    There’s certainly no shortage of channel incentive programs! But in their currentcollective state, how effective are these programs? Incentive programs (pick yourmetaphor) can be all over the map, can have no rhyme or reason, have purpose for whichyour guess is as good as mine. Indeed, to many, “incentivization strategy” is anoxymoron. But this doesn’t have to be the case.

    This session will address how channel practitioners can apply goal-driven portfoliomanagement principles to incentivization strategy and incentive programs, to spurrevenue and engender partner loyalty.


    About The Presenter

    Tim is a renowned tech industry analyst having helped more than a thousand channel andmarketing professionals develop and manage their go-to-market via the application ofdigital technology, economic models, best practices, metrics, and competitiveintelligence. Tim’s domain knowledge spans channel management, “outside the four walls”marketing (channel marketing, social marketing, advocate marketing), database,integration, and business intelligence technologies. Tim is a noted speaker at industryconferences involving partner networks, cloud computing, business intelligence, andperformance management.

    Prior to Nuvello, Tim was the principal analyst on the B2B Marketing team at ForresterResearch for nine years on channel strategies and technologies. All told, Tim has over25 years of experience in executive management and mentoring roles in the vendor, user,industry analyst, and venture capital aspects of the tech industry. Tim attended IowaState University where he majored in computer science, business administration, andmath.