VENUE

The Hospital Club, 
24 Endell St
London, WC2H 9HQ

HOSPITAL CLUB

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CHANNEL TRANSFORMATION

EVENT OVERVIEW

INTRODUCTION

9.00-9.30 AM

9.30-9.40 AM

THE AGENDA FOR THE MORNING

Sherpa

BREAKFAST & REGISTRATION

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HOW IS THE B2B BUYER EVOLVING?

9.40-10.00 AM

David Patrick, Fujitsu

As the B2B buying journey continuously evolves, it has now become more complex and difficult to navigate. David will be sharing insights on how B2B brands can better understand buyers and create the personalised, relevant experiences they want.

10.00-10.20 AM

DELIVERING WORLD-CLASS CHANNEL ABM

Tom Perry, Sherpa

ABM keeps gaining momentum and continues to deliver results, with 77% of businesses achieving at least 10% greater ROI when applying ABM than when using traditional marketing methods. Hear from Tom as he shares insights on how to deliver world-class channel ABM.

11.00 AM

CLOSE

PANEL DISCUSSION

10.20-11.00 AM

Moderator: Shane Redding, IDM

Panellists: 
Tony Crowhurst, Oracle
Tom Perry, Sherpa
Marcus Leathwood, Acuity

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Marketing and tech are constantly evolving but the channel and the processes within the channel have not evolved over the past 20 years. However, this dichotomous situation brings with it new opportunities and challenges for vendors, partners and distributors. There is an opportunity to make the change and introduce new practices to a tired system. This is specifically applicable when it comes to ABM which is a complex practice and relatively unpractised through channel partners.  

In our forthcoming event, we’ll be hearing from industry experts from leading brands including Oracle, IDM and HP. These industry insiders will explore the latest trends creeping in to channel marketing, what these mean for brands and provide some practical guidance on how to develop industry-leading channel programs. 


This session has been specifically designed for Channel, Sales and Marketing professionals, and it will feature a combination of informative presentations and interactive Q&A's that will enable you to go back to the office and start making meaningful enhancements in your own strategies and programs. Don't miss it, save your place below!

MEET THE SPEAKERS

DAVID PATRICK | HEAD OF ENTERPRISE MARKETING

FUJITSU

Joining Fujitsu in 2014, David was initially responsible for the planning and execution of their Enterprise hardware and Enterprise Cyber Security marketing plans for the UK&I. Since 2018, he has led the international marketing team for Fujitsu's Enterprise and CyberSecurity portfolio, creating marketing plans and activities, and developing end-user campaigns, events and sales enablement material. David will explore how the B2B buyer has evolved and how marketing and sales teams need to adapt in line with this.

SHANE REDDING | CONSULTANT

IDM

Shane is an independent consultant with over 25 years international business to business direct marketing experience. Shane provides strategic direct and digital marketing advice and practical training to both end users and DM suppliers; clients include ITV plc, Telefonica, the Institute of Directors and Royal Mail. Specialising in data, databases and analysis, Shane enjoys helping large and small businesses use integrated marketing to significantly improve the bottom line.

Developing industry-leading channel marketing programmes.

WITH SPEAKERS FROM:

Optimising demand generation in channel

Alignment across the whole channel ecosystem 

Building ABM into your channel marketing strategy

Increasing transparency and visibility in channel

New partner operating models

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The importance of data and insights

Educating the channel - providing latest marketing thinking to partners

 What does a channel tech stack need to look like

TOM PERRY | CEO

SHERPA

Founder of Sherpa Marketing, Tom is a B2B marketing professional, specialising in channel marketing, who has spent the past 20 years working with some of the world’s largest and fastest growing technology companies.

He is a pioneer of Channel ABM, bringing together Marketing Strategy, Demand Generation, Content, Paid Traffic, PPC & SEO, Social and Programmatic marketing. Tom is an expert at driving demand for technology and scaling businesses.

TONY CROWHURST | EMEA CHANNEL DIRECTOR

ORACLE

Tony is a Channel Sales Professional with extensive EMEA wide expertise building and growing successful revenue-generating partnerships with organisations such as Oracle, Microsoft, SAP and Salesforce.

Now EMEA Channel Director at Oracle, he is responsible for managing key strategic SaaS partners in the UKIE and EMEA.

MARCUS LEATHWOOD | CHIEF MARKETING OFFICER

ACUITY

Marcus is the Chief Marketing Officer at Acuity. He has over twenty years experience in the Technology and Software Industry with experience across vendor and channel, with the past 15 years focused on ERP, Finance Solutions and Professionals Services sector.