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, Channels & Alliances, IDC

Details coming soon

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
Gregg Widdowson, Customer Experience Solution Sales Leader UK&I, Avaya

Details coming soon

Seminar Theatre 2

Building Channel sales - who is eating you lunch?
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

Details coming soon

Seminar Theatre 2

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

Details to follow

Panellists:
Stuart Dorman, CIO, Sabio

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

Seminar Theatre 1

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

Details coming soon

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

Details coming soon

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

Details coming soon

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

Details coming soon

Panellists:
Catherine Colloms, Director for Corporate Affairs & Brand, Openreach
Mark Weller, MD, Nextgenaccess
Guy Miller, Fibre for Everyone, TalkTalk Business

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

Details coming soon
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

Details coming soon

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, MD, Pangea
Anton le Saux, Head of IoT, Zest4

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

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
Richard Thompson, Director of Partners, Talk Talk Business
Neil Wilson, Head of Products and Marketing, Virtual1

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

Seminar Theatre 2

Unified Communications: growth opportunities for the channel
Steve Harris, CEO, 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

TBC

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:
Cisco, VanillaIP, Gamma
Dave Dadds, MD of VanillaIP

Seminar Theatre 2

Details coming soon

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, FCP

Seminar Theatre 2

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

Details coming soon

Panellists:
Richard Whybra, Technical Director, Taurus Clearer Communication