Directions 2011 Executive Track

ES100 The Customer View of Your World
8:00 a.m. - 9:00 a.m., Thursday, October 13
Speaker: George Brown
Are you selling what the customer is buying? Our team of experts drills into perceptions of prospects and customers about Microsoft, NAV, Partners, ISVs and Consultants.

ES101 Part 1 Customer Panel — the Buying and Use Experience
10:30 a.m. - 11:30 a.m., Thursday, October 13
Speaker: George Brown
Panel Discussion

ES102 Part 2 Customer Panel – Upgrades, the Cloud and the Future
1:00 p.m. - 2:00 p.m., Thursday, October 13
Speaker: George Brown
Panel Discussion

ES103 Lessons Learned - Buyer Realities & Summary of trends spotted during survey
3:30 p.m. - 4:30 p.m., Thursday, October 13
Speaker: George Brown
Win by bringing it all together. George Brown explores buyer realities in a linked-in world and the imperative for Partners to become agile and deeply engaged with their markets. This session will provide a summary of what we learned during this investigative process.

ES104 What will the Future Channel Partner look like
4:45 p.m. - 5:45 p.m., Thursday, October 13
Speaker: George Brown
In the self-serve world of IT commoditization where does the partner we know of today fit in? This question is on the minds of many partners today as they form strategies to take their business to the new reality. The rate of change on the business over the next 5 years will be the most extensive many of us have ever experienced.

E105 How MPN Affects Your Business
8:00 a.m. - 9:00 a.m., Friday, October 14
Speakers: Tera Long and Terrence Abrahams
MPN represents a major change to the way ERP is sold driven by fundamental social, technical and buying trends. Explore strategic implications of these changes to plan your own response.

E106 The High Velocity Organization
10:30 a.m. - 11:30 a.m., Friday, October 14
Speaker: Tom Falteich
Goals for sales and sales growth require us to re-evaluate our own organization and management techniques. Learn how the concept of the High Velocity Organization may apply to you.

E107 CfMD in the Cloud: The Future of Certified for Microsoft Dynamics NAV Solutions
2:15 p.m. - 3:15 p.m., Friday, October 14
Speakers: Brett Johnson and Christian Lindberg
Microsoft Dynamics NAV partners have always been the backbone of the Certified for Microsoft Dynamics (CfMD) program by combining the power of Microsoft Dynamics NAV with their tightly-integrated vertical solutions. As Microsoft Dynamics NAV is moving more toward the cloud, we invite you to help us define the future of CfMD. Please join Christian Lindberg and Brett Johnson in an interactive discussion on how things will change (and improve) with the release of Microsoft Dynamics NAV 2012 by giving you the ability to offer hosted solutions.

E108 Directions - Where Do We Go from Here?
3:30 p.m. - 4:30 p.m., Friday, October 14
Speakers: Harvey Grant and John Kleb
One of the most powerful results of Directions each year is our ability to speak to Microsoft directly. This session will be an opportunity to suggest, discuss, and weigh in on the issues that face the channel today. The information collected and delivered at this session will help direct the conversations with Microsoft for the months to come.

E109 How the Cloud will Affect the Dynamics Model
8:30 a.m. - 9:30 a.m., Saturday, October 15
Speaker: SalesWorks
Our product and services model will change as cloud technology continues to find customer acceptance. Learn how various cloud initiatives are changing the Dynamics Model.

E110 How to Transition Your Organization to the Cloud
9:45 a.m. - 10:45 a.m., Saturday, October 15
Speaker: Kati Hvidtfeldt
Partners will be driven to modify their business models as more of the Dynamics business moves from premise to cloud. Are you prepared to take the necessary steps?

E111 Sales Strategy for the Cloud
11:00 a.m. - 12:00 p.m., Saturday, October 15
Speaker: Michael Anderson
Partner revenue streams will change as customers adopt cloud services. Position your strategy to respond as license sales shift from purchase to subscription.

E112 Moving to Cloud-based Technology
1:15 p.m. - 2:15 p.m., Saturday, October 15
Speaker: Geoff Ashley
Your team needs to develop new skills and procedures around cloud technology. Manage this process effectively to ensure success.

E113 Cloud - People, Processes and Metrics
2:30 p.m. - 3:30 p.m., Saturday, October 15
Speaker: SalesWorks
Success of your cloud strategy will be enhanced by developing appropriate ways to measure performance of people and processes.

E114 Cloud - Staffing, Training and Organization
3:45 p.m. - 4:45 p.m., Saturday, October 15
Speaker: Geoff Ashley
Tie it all together: What are the core elements your organization needs to develop to be successful as cloud technology penetrates our markets?