Seminar Programme

Big Names, Big Ideas

Channel Live is committed to bringing you the latest Channel knowledge from speakers at the forefront of innovation to ensure you stay up-to-date with emerging industry trends and topics.

Technology specialists and industry experts will deliver keynote conference sessions and panel debates on both days within a conference theatre on the show floor.

Sessions are free to attend to all visitors, click here to register your attendance.
Proud sponsor of our seminar theatres



Time Information
10:30:00 AM - 11:00:00 AM

Seminar Theatre 1

IDC - The partner of the future
Stuart Wilson, Research Director, Channels & Alliances, European Research, IDC UK Ltd.

Channel evolution is accelerating, creating new opportunities for partners that are ready and willing to embrace this change. This presentation will explore the skills, attributes and business transformations that characterise high growth channel partners. Find out what differentiates the ‘thrivers’ from the ‘survivors’ and how fast-growth channel partners are making the necessary business transformations to future success for them and their customers.

During the session delegates will learn:

1. How the evolution of customer needs will impact channel partner development
2. Why 360-degree partnering and alliance strategies are now vital for channel partners
3. The growing importance of specialisation and the development of intellectual property (IP)
4. How cloud is driving change in go-to-market models and the emergence of channel ecosystems

Seminar Theatre 2

Adopting Multi-Cloud: Strategic Choice, Pragmatic Reality or False Hope?
Jez Back, Founder & Principal, Erebus Technology Consulting

Multi-cloud is a trend on everyone’s lips, yet it remains broadly misunderstood.  This session will share an existential crisis of identity for multi-cloud but with a view on how to manage it.

During this session delegates will learn:

1. The challenges for business that force a multi-cloud scenario

2. Why a strategy is important to managing multi-cloud

3. Why Multi-cloud is simultaneously a lie and a reality

11:15:00 AM - 11:45:00 AM

Seminar Theatre 1

A sustainable way to transform your company into a recurring revenue business and to turn yourself into a MSP
Steve Olser, CEO and Co-founder, Wildix

In the “Amazon Era”, any intermediation is no longer required between supply and demand. Goods go directly to the customers, also in the ICT field. Nowadays this is the main turning point for UC&C specialists. Moreover, selling products as a dealer forces the specialist to fight the war on prices, whose outcome is just to make the entire field weaker. Big vendors and carriers are smashing the industry, not providing any new strategy for system integrators. To not just survive but thrive, specialists need to adopt a new business model, a recurring revenue one given by a strong partnership.

During this session delegates will learn:

1. UC&C State of the art in an ever-changing market

2. Risks if the profession doesn’t change

3. The advantages of an evolution in the category

4. A new business model to win the challenge

5. A vision for a great future in UC&C

Seminar Theatre 2

Panel debate - Addressing the skills shortage in telecoms
Crissi Williams, CEO, ITP (The Institute of Telecommunications Professionals)

Details coming soon

Panellists:
Nigel Linge, Professor of telecommunications, University of Salford
Dave Davis, Technical Director, VT iDirect

12:00:00 PM - 12:30:00 PM

Seminar Theatre 1

The collision of UC and CC
Natalie Keightley, Solutions Marketing Director , Avaya

The market is seeing two major markets starting to infringe on one another as non-customer facing staff look to get an edge by using Contact Centre tools. People are communicating in the way which suits them, moving between different communications channels at will. In this session Natalie Keightley will discuss the impact of these two markets coming together and why the Channel must be mindful of how this trend will affect their customers.

Seminar Theatre 2

What Happens When You Let Your Partners Define Success?
Marcus Cauchi, Managing Director, Making Channel Sales Work, Sandler Training

Your partners don’t lie awake at night obsessing about your products. They’re in business for their reasons not your reasons. They don’t care that you have a quota to fill. So, what happens when you put your partners in charge of defining success in your partnership? Where would you have to focus your effort and attention? What would change if you put your partners at the heart of everything you do? What if you were genuinely partner-centric? How would this change your behaviour? When and how would you invest your time, money & resources? How much time would you spend coaching? Consulting? Advising?

DURING THIS SESSION DELEGATES WILL LEARN:

1. How does a partner-centric channel manager think and behave differently?
2. How does the experience differ for both sides?
3. What’s required for true, mutual accountability?
4. How can you build a culture of constructive conflict and telling the kind truth?
5. What needs to change in vendor’s attitudes and management thinking for this to work?
12:45:00 PM - 1:15:00 PM

Seminar Theatre 1

Panel debate: Customers vs Employees, building your digital trust profile
Adam Simon, Global Managing Director, CONTEXTworld

Google reviews, Trustpilot, Glassdoor… if you aren’t familiar with how these platforms, along with many others, are impacting your business then you really need to sit up and pay attention. A negative review doesn’t reflect failure, customers are now more worried about how you deal with a complaint rather than the complaint itself. Customers also want to know, as do prospective employees, how you treat your staff. Are you running a sweatshop? Do you ignore your customers online complaints? You could be doing more damage to your business than you think.

Seminar Theatre 2

Panel debate - Keeping up with Customer Experience in the contact centre
Ian Hunter, Contributing Editor, Comms Business

Customer Experiences are becoming the focal point of the Contact Centre as companies look to differentiate their offerings. For the Channel it is essential they are aligned with the right technology provider to allow them to service their customer’s needs. That might mean utilizing AI to free up agents for higher value interactions or it may mean ensuring you have a fully integrated omni-channel offering to cover all potential customer touch points. If you are looking to add value with your Contact Centre offering this is the session for you.

Panellists:
Stuart Dorman, CIO, Sabio
Sam Hodgetts, Director, FCP
Martin Taylor, CEO, Content Guru

1:30:00 PM - 2:00:00 PM

Seminar Theatre 1

Winning in Cloud Security and AI
Holly Steele, Security Sales Leader, IBM

The security landscape has evolved, no longer is security just a box ticking exercise by the Head of IT but rather something that needs continual attention. Some of the breaches reported have cost businesses well over £1m in ransomware payments, reputational damage and losses due to downtime. In this keynote, leaders from IBM’s security team will discuss how the Channel can really position themselves with the right technology in order to protect their customer base and open new streams of revenue.

Seminar Theatre 2

Building value with AI in the channel
David Fearne, Global Director for AI and Data Intelligence, Arrow Electronics

What actually is enterprise machine learning and AI? And what are the opportunities for the channel? This talk is designed to help the audience understand the end to end opportunity that AI presents outside of pure data science.

During this session delegates will learn:

1. How to articulate end to end machine learning to a customer  


2. The importance of the machine learning lifecycle

3. Where to start within their industry vertical

4. The opportunities for the channel to provide service and products

5. Different options to achieve AI and machine learning

2:15:00 PM - 2:45:00 PM

Seminar Theatre 1

Panel debate: SD-WAN - the next big opportunity in connectivity?
Ian Hunter, Contributing Editor, Comms Business

SD-WAN
Software-Defined Wide Area Networking (SD-WAN) has a lot to offer, with analysts citing it as a crucial technology as part of the digital transformation process. It is essential that the channel works to provide the technology that will allow them to keep pace with larger competitors, this panel will reveal the true opportunity of SD-WAN and how the Channel can leverage the technology to put them ahead of the pack.

Panellists:
Anthony Senter, MD of SDWANsolutions,
Simon Leather, Head of New Product Development - TalkTalk Business,
Wayne Mason, Sales Director - Advanced Networking EMEA - Nuvias,
Steve Harrington, MD of EMEA - Masergy

Seminar Theatre 2

Panel debate: Teams - building value around Microsoft
Lucy Green, MD, Larato

Teams is the fastest selling product Microsoft has ever released. In July, Teams overtook Google’s Slack with 13 million daily users. In August, Microsoft announced the retirement of Skype for Business. This perfect storm is rich with opportunity for the channel. In this seminar, we look at the practical opportunity that Teams offers resellers. Our panellists all have hands-on experience of working with Teams. They understand how to sell it, design deployments, implement them and support them. They understand what customers are interested in buying and why. Mark Ashford, MD of IT reseller Macom has experience of large deployments and real-world experience of selling, delivering and supporting Teams. Charles Rickett, MD of telecom reseller V12, works with Mark and other partners to deploy the Direct Routing element of Teams, providing PSTN functionality. Conor McCann is General Manager of Electronic Frontier who are the UK’s largest distributor for Yealink, the only handset/ headset currently accredited for use with Teams. And we have Adrian Sunderland, who has developed Jola’s Microsoft-compliant Direct Routing platform. This seminar gives you the unique opportunity to really understand what Teams could do for your business because we have perspectives from all sides.

Panellists:
Conor McCann, General Manager of Electronic Frontier
Charles Rickett MD of V12
Mark Ashford, MD of Macom Consulting
Adrian Sunderland, CTO, Jola
3:00:00 PM - 3:30:00 PM

Seminar Theatre 1

Panel debate: Digital Britain - Addressing the fibre build out
Itret Latif, CEO, FCS

The fibre roll-out is top of the agenda for the government and infrastructure providers alike. We have seen several new entrants to the fibre market in the last 12 months fueled by government backed funding and private investment. Boris Johnson has stated he wants to fast forward the route to full-fibre but is it possible? Come and hear from the major industry stakeholders in this session led by CEO of the FCS Itret Latif.

Panellists:
Richard Allwood, Chief strategy Officer, Openreach
Mark Weller, MD, Nextgenaccess
Guy Miller, Fibre for Everyone, TalkTalk Business
Nick Powell, Sales Director, Sky Business Comms

Seminar Theatre 2

Delivering quality of experience with SD-WAN as applications move to the Cloud
George Just, Vice President Global Sales SD-WAN, Oracle

Business applications such as MSFT Teams, ERP, and CX rely on fast, real-time connections for communicating, making decisions, engaging, attracting, and managing customers. In a large percentage of interactions, it is not the application itself but rather the network response time that breaks down. Either queries across network databases take longer to fulfill or backing up data consumes much needed bandwidth. This often causes poor Quality of Experience (QoE) for both internal and external customers. Learn how Oracle's Failsafe SD-WAN provides the optimal experience by creating application-aware connectivity to provide speed, assured packet delivery, and high QoE required for today’s cloud and hybrid cloud environments.
3:45:00 PM - 4:15:00 PM

Seminar Theatre 1

Establishing your value in a changing Channel
Alan Mackie, Chief Marketing and Product Officer, Gamma

With new entrants to the market and customers increasing demands for a joined up ICT environment, many channel partners are looking to differentiate themselves and establish their value. In a world where customers can buy almost anything online, long-term success in the channel will depend on more than product alone and with so many vendors available to partner with, old and new, choosing the right one can be a daunting task. Alan Mackie will be sharing how resellers can successfully navigate their business and thrive in an ever-changing market.

During this session delegates will learn:

1.       How the channel market has changed and the impact this has had on resellers

2.       How resellers can establish their value and bring this to their customers

3.       Adopting a true UC approach to cater to customer demands

4.       Why flexibility is key to long term success

5.       What resellers should be looking for in their partnerships for a successful channel business

Seminar Theatre 2

Panel debate: The importance of devloping IP – the journey to DX
Adam Simon, Global Managing Director, CONTEXTworld

Details coming soon

Panellists:
Stuart Dorman, CIO, Sabia
Time Information
10:30:00 AM - 11:00:00 AM

Seminar Theatre 1

Panel debate: The future of IP voice
Ian Hunter, Contributing Editor, Comms Business

Details coming soon

Panellists:
Justin Hamilton-Smith, Director, UK, Centile,
Ian Rowan, Channel Manager, Wildix UK
Dave Reynolds, UK MD of Xelion
Paul White, MD of NTA
Rob Keenan, Business Development Manager, Atos (Unify)

Seminar Theatre 2

Panel debate: Building a £100m reseller business
Lucy Green, MD, Larato

In this seminar, we speak to channel leaders who have grown their businesses beyond the £100m level and those who are on their way. We’ll be asking them the secrets of their success, what they’ve learned along the way and what advice they have for resellers with big ambitions. We’ll also be asking Adam from Knight Corporate Finance what he thinks the best way of scaling your business is.  At a time when investment levels are high and the market is buoyant, this is a must-see session.

Panellists: Terry O’Brien, DWS, Justin Harling CAE Technologies. (I have asked Roger Paul from Cisilion – waiting response). I haven’t asked Adam yet – wanted to check with you. I think he would give it a great extra dimension

Panellists
Terry O'Brien, CEO - Digital Wholesale Solutions
Justin Harling, Managing Director - CAE
11:15:00 AM - 11:45:00 AM

Seminar Theatre 1

Panel Debate: Building Channel Sales - who is eating your lunch?
Marcus Cauchi, Managing Director, Making Channel Sales Work, Sandler Training

Details coming soon

Panellists:
Jonathan Farrington, Director of Research, Sandler Research Centre
Richard Foster-Fletcher, Enterprise Sales Director, Oracle 

Seminar Theatre 2

Panel debate: Smart business - finding lucrative opportunities in IoT
Elliot Mulley-Goodbarne, Assistant Editor, TBT

Details coming soon

Panellists:
Dan Cuncliffe, Managaing Director, Pangea
Anton le Saux, Head of IoT, Zest4
Robert Ferriday, BDM, Alliot

12:00:00 PM - 12:30:00 PM

Seminar Theatre 1

Panel debate: Riding the huddle room wave
Elliot Mulley-Goodbarne, Assistant Editor, TBT

Details coming soon

Panellists:
Jeff May, Channel Manager, Konftel
Paul Dunne, Head of Channel and Alliances, EMEA-Poly

Seminar Theatre 2

Panel debate: Connectivity as a commodity - dealing with price pressures
Ian Hunter, Contributing Editor, Comms Business

Details to follow

Panellists:
Mark Curtis-Wood, Group Sales & Marketing Director, Vaioni
Mike Greening, Strategy Director, Sky Business Comms
Paul Smith, Head of Resellers and MSP, Talk Talk Business
Mike Hallam, Director of Indirect Sales, Virgin Media Business
Paul Beecham,  Senior Manager, Data Networking Portfolios, BT Wholesale

12:45:00 PM - 1:15:00 PM

Seminar Theatre 1

Panel debate: 5G and the future of fixed-line
Elliot Mulley-Goodbarne, Assistant Editor, TBT

Details coming soon

Panellists:
Ros Singleton, Managing Director, UK Broadband
Andrew Dickenson, Managing Director, Jola
Arslan Usman, Systems Architect, Pangea
Darren Seward, Head of Mobile, Westcoast
 

Seminar Theatre 2

Unified Communications: growth opportunities for the channel
Rob Smith, COO, Nuvias Unified Communications

With the fast pace of innovation and proliferation of new collaboration technologies, combined with added competitive pressures for businesses to perform and become more efficient, US has become an aread of unprecedented growth opportunities. The channel stands a chance to benefit and to share in this growth. Steve will highlight examples of UC areas and ways in which the channel can add value.
1:30:00 PM - 2:00:00 PM

Seminar Theatre 1

The future of the network
Gavin Jones, Managing Director of Mobile Operator, Media & Broadcast, BT Wholesale

Details coming soon

Seminar Theatre 2

Getting the foundations of your SaaS proposition right
Tim Britt, Head of Channels UK&I, Dropbox

Details coming soon
2:15:00 PM - 2:45:00 PM

Seminar Theatre 1

Panel debate: Battle of the Broadsofts
Ian Hunter, Contributing Editor, Comms Business

Details coming soon

Panellists:
Dave Dadds, MD of VanillaIP
James Bushell, Head of Voice application services, Gamma
Dom Martini, Senior Manager, Hosted IP Voice & Unified Comms, BT

Seminar Theatre 2

Details coming soon
Huw Jones, ,

Details coming soon
3:00:00 PM - 3:30:00 PM

Seminar Theatre 1

Panel debate: SIP-as-a-Service: augmenting your SIP proposition
Ian Hunter, Contributing Editor, Comms Business

Details coming soon

Panellists:
Nathan Ronchetti, Head of Operations Voiceflex
Paul Wakefield, Product Manager, Sip Trunks
Sam Hodgetts, Director, FCP
Ben Merrills, Managing Director, Zapappi

Seminar Theatre 2

The MSP face-off
Elliot Mulley-Goodbarne, Assistant Editor, TBT

Details coming soon

Panellists:
Richard Whybra, Technical Director, Taurus Clearer Communication