Geoffrey Moore Consulting
Geoffrey Moore is an author, speaker, and advisor who splits his consulting time between start-up companies in the Mohr Davidow portfolio and established high-tech enterprises, most recently including Salesforce, Microsoft, Intel, Box, Aruba, Cognizant, and Rackspace.
Moore’s life’s work has focused on the market dynamics surrounding disruptive innovations. His first book, Crossing the Chasm, focuses on the challenges start-up companies face transitioning from early adopting to mainstream customers. It has sold more than a million copies, and its third edition has been revised such that the majority of its examples and case studies reference companies come to prominence from the past decade. Moore’s most recent work, Escape Velocity, addresses the challenge large enterprises face when they seek to add a new line of business to their established portfolio. It has been the basis of much of his recent consulting.
Irish by heritage, Moore has yet to meet a microphone he didn’t like and gives between 50 and 80 speeches a year. One theme that has received a lot of attention recently is the transition in enterprise IT investment focus from Systems of Record to Systems of Engagement. This is driving the deployment of a new cloud infrastructure to complement the legacy client-server stack, creating massive markets for a next generation of tech industry leaders.
Moore has a bachelors in American literature from Stanford University and a PhD in English literature from the University of Washington. After teaching English for four years at Olivet College, he came back to the Bay Area with his wife and family and began a career in high tech as a training specialist. Over time he transitioned first into sales and then into marketing, finally finding his niche in marketing consulting, working first at Regis McKenna Inc., then with the three firms he helped found: The Chasm Group, Chasm Institute, and TCG Advisors. Today he is chairman emeritus of all three.
In this age of relentless, disruptive change, how do channel businesses adapt, organize and thrive? World-renowned management consultant and author, Geoffrey Moore, will share his thoughts and lead a discussion focused on competing in the age of digital disruption. Mr. Moore is a recognized expert on the topic of digital transformation. He will provide insights on disruptive and sustaining innovation, as well as revenue performance and enabling investments, for providing solutions and sharpening your competitive edge. Hot topic. Hot session. Compelling speaker. Don’t miss it.
McKinsey & Company
Jonathan Shulman is a partner at McKinsey & Co. where he leads the firm’s global technology channel sales practice, advising technology and telecommunications companies on revenue acceleration and commercial excellence. He has deep experience in business-to-business, go-to-market across direct and indirect channels for the hardware, software and IT services sectors.
Fluent in English, Spanish, French and Hebrew, Jonathan has served companies in North and South America, Asia, the Middle East and Europe. Before joining McKinsey in 2005, Jonathan served as an editor at Galey Zahal, Israel’s leading radio news department and earned an MBA from Columbia Business School. McKinsey & Company is a global management consulting firm that serves leading businesses, governments, non-governmental organizations, and not-for-profits. Jonathan is based in McKinsey’s San Francisco office.
The IT channel is evolving on three fronts, with the rise of cloud, digital and solution selling. This session will detail McKinsey research on the nature of these changes and highlight the significant opportunities that exist for channel partners who can transform their business to meet changing customer needs and behaviors. Such a transformation will be a journey and will require building strong advisory, consulting and services capabilities. A clear plan to capture opportunities can be a competitive advantage and source for strong growth in a changing environment.
SVP of Digital Infrastructure and Data Strategy
Michelle Bailey is SVP of Digital Infrastructure and Data Strategy at 451 Research. Ms. Bailey has led the industry in quantifying the impact of emerging and disruptive technologies for datacenter and IT professionals. She was ahead of the market in articulating the short-and long-term impacts of server virtualization, cloud computing and service-provider infrastructure while recommending credible strategies to IT organizations on future-proofing the datacenter.
Prior to joining 451 Research, Ms. Bailey was a data scientist at a big-data startup specializing in social-media analytics and community building. She also spent more than 10 years at IDC, where she conceptualized and led its Datacenter Trends program, producing research that spanned multiple disciplines in IT and datacenter infrastructure to provide a holistic view of the evolving datacenter. Much of this research focused on datacenter transformation, with specialties in datacenter consolidation, energy efficiency, datacenter modularity, taxonomies and market sizing. In addition to being named Analyst of the Year at IDC, Ms. Bailey was the 2010 recipient of the prestigious Peacock Award for excellence in market research.
With over 20 years' experience in the fields of market research, data analytics and IT consulting, Ms. Bailey is frequently quoted in the business press and technology magazines and is a highly sought-after speaker at leading industry events. Ms. Bailey holds an Honors Degree in Mathematical Statistics from Monash University, Australia.
As a traditional solution provider, it’s hard to keep up with the rapid pace of change and figure out what markets to pursue to future-proof your business. This session, led by 451 Research, provides a playbook for profitably growing your business by transitioning to an outcome-focused hybrid IT solution provider with full lifecycle services, from advising and transforming to managing and supporting. Hear tips from cloud partners that have successfully shifted to a multi-cloud model to enable value-driven outcomes using hybrid IT solutions from Hewlett Packard Enterprise.
Paul Dippell is CEO of Service Leadership, Inc. a leading global consultancy to IT solutions/services partners and technology OEMs. He is publisher of the Service Leadership Index®, the foremost benchmark of financial and operational performance for partners worldwide. The company also publishes SLIQ©, the groundbreaking Operational Maturity Level© progression web application for partner executives seeking to transform their business, improve their performance and maximize their stock value.
Prior to founding Service Leadership, Paul founded the technology M&A practice of USBX Advisory Services. At All Covered, Inc., a large SMB Managed IT Services Provider, he led M&A and Acquisition Integration. He then founded a mid-market IT services firm with two private equity raises. Prior, at Xerox, Paul was V.P. of Managed IT Services, serving F500 customers worldwide. Before that, at CompuCom, he was V.P. of Enterprise IT Operations Consulting for this $2BB IT Solution Provider.
Paul is a highly rated speaker at IT channel partner and channel management events worldwide. He and his team support more than 50 C-Level peer groups of solutions/ services partner executives worldwide, making it the largest provider of channel partner executive peer group services globally. For more information, please go to www.service-leadership.com.
Trends point to business transformation, but how do you safely build a business transformation practice? Partners in the top quartile of profitability in the services-led model have triple the profit percentage, and similarly higher stock value, of median partners seeking to become services-led. What practical steps did these top partners use to safely evolve a leading business transformation practice and elevate their client relationships? Practical steps are provided in this growth session led by Paul Dippell, CEO of Service Leadership, Inc.