Location
The Doubletree Hotel
1707 Fourth St.
Santa Monica


Agenda
6:00-7:00 PM Networking
7:00-9:00 PM Dinner & Presentation

Cost
Members $35
Non-members $60

Parking
$6 Self-Parking
$9 Valet

Or Call (310) 325-4000

Presenting Sponsors

IBM

Joint Event with WITI - Women in Technology International

One of your best sources for revenue is the proper utilization of your external sales channels. IMPACT will help you tap into the value of leveraging partners. We'll cover acquiring, retaining and managing partners to help drive your revenue. It will also address how to avoid channel conflicts without giving up a lucrative sales channel.

Topics you will hear:

1. Why does channel marketing matter?
2. Who should you partner with?
3. How to develop the right program to keep partners engaged.
4. How to best market and pursue sales together.
5. How to develop and implement an effective co-marketing plan to generate leads.
6. How to open up new channels and avoid conflicts.
   

PANELIST:

• Leslie Givens, Program Director for ISV & Developer Relations, IBM
• Paul Hafen, Executive Director of Channel Sales, 8e6 Technologies
• Paula Milano, Co-Founder & CEO, Axion Solutions & Ki Solutions

MODERATOR:

• Kathleen Connolly, Associate Publisher, West of CRN

Leslie Givens, Program Director for ISV & Developer Relations, IBM
Leslie is responsible for developing IBM's ISV marketing and recruitment strategy and driving its successful worldwide execution.

Previously Leslie managed marketing and product management for IBM WebSphere Commerce, where she was responsible for marketing and managing IBM's portfolio of commerce technologies and products. Prior to this, Leslie held a number of positions in technology, marketing, recruitment and evangelism. Leslie joined IBM in 1997.

Paul Hafen, Executive Director of Channel Sales, 8e6 Technologies.
8e6 is a privately held network security company and is the pioneer and leading provider of appliance-based Internet filtering and reporting solutions for business, education, government and ISPs worldwide. Paul has recruited and sold through channel partners at 8e6 for the last 6 years, increasing revenues year after year. He directs reseller business for North America. Prior to joining 8e6, Paul sold technology in both direct and reseller channels and has trained teams in selling methodologies. Paul holds an MBA from the University of California, Irvine

Kathleen Connolly is the Associate Publisher, West of CRN.
West of CRN is the #1 publication in the Channel and a must-read not only for solution providers, its core audience, but for those who need to understand the solution provider market.

Kathleen is responsible for driving sales on CRN and its brand extensions; CRN.com and CRN events, as well as Digital Connect-a publication focused on the convergence of the IT and Home networking market and the channel making that convergence happen. She brings 15 years of sales and management experience beginning in 1989 on a small publication, Communications News, in the telecommunications market. She came to CMP in 1994 to drive sales on Communications Week and followed with sales and management roles on InformationWeek, Network Computing, InternetWeek, DataCommunications, LAN Times and tele.com.

After 11 years working in the "end-user" publication market, she moved over to the Channel in 2000 into her current position with CRN. A high-tech media veteran, Kathleen has spoken at many industry events and worked with a number of companies developing their channel strategies.

Paula Milano, Co-Founder & CEO, Axion Solutions & Ki Solutions
Paula Milano is the co-founder and President of Axion Solutions and its division, Ki Solutions.

Prior to founding Axion Solutions, Milano held management and sales positions with Hughes Data Systems, Sybase, Data Equipment Corporation, and Hewlett-Packard. She was named Western region Territory Manager of the year for Oracle Corporation.

Paula Milano is well known for giving back to the community. She is on the Board of Directors for Working Wardrobes, and a founding member of Orange County United Way’s Women in Philanthropy, and on the Board of Directors for the Women’s Advancement Network.

Milano and her business partner Karen Mills were named Entrepreneurs of the Year by Women In Technology International (WITI) Orange County Chapter in 2002. Milano was also nominated for the 2004 Orange County Business Journal Women in Business Awards.

Holding a Bachelor of Science in Economics and a Master’s in Business Administrations from the University of California at Irvine, Milano graduated Phi Beta Kappa and Summa cum Laude.