Saturday, November 11th

12:00 PM – 4:30 PM Varnex Gives Back Feeding San Diego 9455 Waples St, Ste 135 San Diego, CA 92121 www.feedingsandiego.org

6:30 PM – 8:00 PM Varnex Gives Back – Volunteer Appreciation

Reception Fox Sports Grill, Level

1

Sunday, November 12th

12:00 PM – 8:30 PM Event Registration Indigo Foyer, Level 2

12:00 PM – 4:00 PM Varnex Early Bird Hospitality Lounge

Presented by your Gold Varnex Sponsors

Fox Sports Grill, Level

1

2:00 PM – 5:00 PM Canadian General Session 301, Level 3

Kickoff and Agenda Review Adam Proulx, Varnex Canada Program Manager, SYNNEX Corporation

Welcome to Day 1 Keith Jalbert, Vice President, Commercial Sales, SYNNEX Corporation

SYNNEX Executive Welcome Bob Stegner, Senior Vice President, Marketing, SYNNEX Corporation

Canadian Business Overview Mitchell Martin, President, SYNNEX Canada

Varnex Canada: Reseller Panel Hosted by: Mark Hardy, VP Product Management SYNNEX Canada

Lenovo Keynote Greg Meyers, Canadian Channel Chief, Lenovo Canada

Break

HP Air Promotion - Winners Shawn Ardiel, Senior Director, Prod. Management & Bus. Dev. SYNNEX Canada

HP Inc. Keynote Mary Ann Yule President & CEO, HP Canada Co.

Hewlett Packard Enterprise Keynote Corey Copping, National Business Manager – Distribution, Hewlett Packard Enterprise

Day 1 Closing Remarks

4:00 PM – 6:00 PM Microsoft Surface Training & Photo Shoot!

By Invitation

202A & 202B, Level 2

4:00 PM – 5:00 PM Varnex Ambassador Meeting

204A, Level 2

5:00 PM – 6:30 PM Varnex University Leadership Roundtable

Bruce Enright & Craig Sehi

204B, Level 2

6:30 PM – 8:30 PM Varnex Opening Reception

Sponsored by Intel

Varnex welcomes you on Sunday evening with an indoor-

outdoor reception at Vela on the first level of the Hilton

Bayfront Hotel. Take in the pristine views and enjoy the

San Diego fall weather while reuniting with your Varnex

friends. Fresh California cuisine and your favorite cocktails

will be waiting for you!

Vela Restaurant and

Patio, Level 1

Monday, November 13th

7:00 AM – 7:45 AM Breakfast with the Vendors

Enjoy breakfast with our vendors, feel free to sit at any vendor table.

Sapphire West Foyer, Level 4

8:00 AM – 10:10 AM General Session Indigo Ballroom, Level 2

Varnex Opening

The Varnex Journey Steve Jow, Senior Vice President, Sales, SYNNEX Corporation Join Steve to discover how Varnex has grown over the past 10 years and our plans to evolve along with the channel.

HP: Keep Reinventing Ron Coughlin, President, Personal Systems Business, HP Inc. HP is inventing and reinventing our industry leading technology solutions to engineer experiences that amaze. We are delivering sophisticated and durable PCs with cutting-edge design, innovative engineering, and high-quality materials. We are helping you secure your customers devices, data, and identity with the world’s most secure and manageable PCs. And HP can help you offer them everything they need, and nothing they don’t, from hardware and accessories to lifecycle services and support, with one contract and a fixed price per device through HP Device as a Service. Join Ron Coughlin, President, Personal Systems Business at HP Inc to learn how HP is Reinventing Personal Systems to deliver what our customers need – today and in the future.”

Varnex Advisory Council Presentation

Cisco Systems - Strengthening Business from the Inside Out Nirav Sheth, Vice President, Global Partner Organization, Solutions, Architectures, & Engineering, Cisco Systems, Inc. Successful businesses are constantly in the process of transformation. At the heart of this continuous transformation is the network, and Cisco is rebuilding the network from the ground up. Recently, we launched “The Network. Intuitive.” Our innovations help you make decisions faster, mitigate security threats, and manage connected devices and services end to end. Nirav Sheth will outline the robust commitment and infrastructure Cisco has built to help partners transform their businesses and their customers’ businesses. He will share a strategy for expanding growth, secrets of the most profitable partners, and a simple recipe called “The Fast Five”.

General Session Wrap-Up

10:25 AM – 10:30 AM Varnex Canada: Welcome to Day 2 Adam Proulx, Varnex Canada Program Manager, SYNNEX Corporation

310, Level 3

10:30 AM – 12:40 PM Varnex Canada: Platinum, Gold and Silver Vendor 1:1 Meetings Free Time for Bronze Vendors

310, Level 3

10:25 AM – 11:10 AM Manufacturer Trainings Level 2

Hewlett Packard Enterprise – The Possibilities of Partnership in a Digital World HPE is making the radical changes in the marketplace today to help you grow like never before! Come hear how you can drive profitable growth for your company by selling the entire HPE portfolio. You’ll hear about how SPE is making Hybrid IT simple and powering the Intelligent Edge, with the expertise to make it all happen.

202A

HP Print Security & MPS: How it Affects Your Business A discussion on how to make your printing environment secure and an understanding of where the business is going contractually for both print hardware and supplies.

202B

Laser-Focused Lenovo Programs The Lenovo team at SYNNEX is laser focused on the products and programs that will earn you more money. The Lenovo enhancers: Workstation, Premium, Services, and TopSeller are the products that will grow your business and help your customers succeed. Partner with the best. Partner with Lenovo and SYNNEX.

206

Microsoft Surface and Windows 10 – Transforming How Business is Done The Surface team never stops growing and learning. We listen to our customers, asking them what will help them better create and be more productive. Their input guides us to discover and build new ways to streamline and enhance creative processes. Learn about new partner profitability programs and the entire Surface Portfolio, including LTE. Microsoft Surface continues to improve and better deliver on our promise of performance, mobility, and versatility. Don’t miss your opportunity!

204A

Cisco - What does Cisco Digitization Look Like for Your Business? Digitization compels a fresh approach to how “Work” is done and solutions that integrate holistic security. Come learn how “work” is changing with Cisco Collaboration Solutions and how to address security throughout the environment. We will provide strategies for you to grow your business with Cisco, Comstor, and SYNNEX.

204B

11:25 AM – 12:40 PM Varnex Member Speed Networking It’s speed dating for the channel! Take this opportunity to hear from each Silver Varnex Sponsor in this group-based model of speed networking.

Sapphire A, Level 4

12:40 PM – 1:40 PM Lunch Sapphire Foyer and Terrace, Level 4

12:40 PM – 1:40 PM F2F Lunch Elevation, 30th Floor

1:40 PM – 2:25 PM Member Sessions Level 2 & 3

Connect with SYNNEX CLOUDSolv to Create more Cloud Opportunities for Your Company! Ashley Smith, CLOUDSolv Business Development, SYNNEX Corporation SYNNEX CLOUDSolv provides end to end solutions that resellers need. Solve problems and foster collaboration between vendors and resellers to help you grow and gain traction within the cloud solutions market. Build your cloud roadmap by starting where you are today.

202A, Level 2

Everything as a Subscription Mike Fleetwood, Senior Business Development and Services Manager, SYNNEX Corporation Join the SERVICESolv Team to learn about offerings that are designed to provide you with creative new ways of doing business. As customers move to a IT Consumption-Based buying model, resellers must respond with “as a Service” offerings. SYNNEX SERVICESolv, combined SYNNEX Financial Services, shares their offers around wireless, security, client devices, and infrastructure that help resellers retire goals with the manufactures. Meanwhile the addition of services to the product offering enhances reseller margins and provides a complete solution that meets the customers business objectives and budget requirements!

202B, Level 2

Tools in Education to Prepare Students for Jobs of the Future Brent Odom, Government Business Development Representative, SYNNEX Corporation -Overall view of Educational Vertical -Why SYNNEX = Value-adds in education sales -Current Trends in Education - Funding, focuses, updated standards, etc. -Channel Updates - Intel, Google, Microsoft, Promethean, Bretford, STEM/STEAM products

206, Level 2

Win More Deals by Aligning with the New Buyer’s Journey Ryan Morris, Morris Management Partners Selling technology is more complex than ever – new solutions, new delivery models, and increased competition make it harder to win deals even though the technology is better than ever. But the most challenging aspect of sales is that new decision makers are involved in the buying process – and they have drastically different priorities than the traditional IT buyer. In this fast-paced interactive workshop, Ryan Morris of Morris Management Partners will share the latest research on the role of different decision makers in the IT buying process and provide a detailed formula for translating the benefits of technology products into measurable business outcomes. Key topics to be covered include: - Identifying the players in the IT buying process and their specific triggers for making investments in IT solutions - Building a business case to justify the customers investment on a basis that does not rely on discounts or inexpensive solutions - Enabling your sales team to connect with decision makers with real business credibility

310, Level 3

Business Plans That Break Through Barriers David Russell, CEO & Senior Consultant, MANAGEtoWIN, Inc. Business plans are a burden for most leaders to write, and worse, to implement. It's time for a change. Join Dave to learn a step-by-step process that will help your business plan succeed.

204B, Level 2

Marketing Member Roundtable 204A

1:40 PM – 2:25 PM Vendors Only: Maximizing Your Varnex Sponsorship Indigo Ballroom, Level 2

1:40 PM – 3:40 PM Canadian Bronze Vendor Speed Networking Sapphire A, Level 4

2:30 PM – 2:55 PM Manufacturer Boardrooms Level 2

Exploring the Power of the Cloud with Google Solutions - Enhance Your Sales Opportunity and Enable Your Customers for Success Chrome Enterprise and Chrome HW solutions add to the speed, simplicity, and security of Chrome OS – unlocking the functionality and controls that enterprises need. Learn from Google how to take advantage of these features to secure new lines of business and expand your profitability potential with an end-to-end solution powered by Google.

202A

Learn More About C2G/Legrand Data Center Infrastructure Solutions C2G simplifies connectivity from desktop to data center. Learn about our racks and cabinet offering for your data center, server room, or telecommunication closet. With ease of deployment, product innovation, and service excellence, C2G makes installing your data center simple.

202B

PC Matic Pro: Defeating Ransomware In today's threat landscape, new forms of malware are taking their toll on business and government agencies, crippling those organizations by victimizing users in a number of ways. In this session, PC Pitstop's CEO, Rob Cheng, discusses the growing ransomware epidemic, the endpoint security solutions for these threats and the best practices to utilize in defense.

206

Game Changing Solutions from Xerox The world of the future will be simultaneously connected, virtual, mobile and digital. Join a select group of thought leaders to gain insight to the future of digital work, see how solutions can help your business drive more profits and learn to drive change by transforming the way you do business. • Learn about the 29 new product offering this year • Mobile phone ‘like’ experience with our new user interface • Learn how Apps are changing how customer look at MFP and Printers • Easy translation and other services to drive incremental profit streams

204A

Cloud Wi-Fi – Increase Your Recurring Revenue While Simplifying Operations with Aerohive There is a dramatic shift taking place in the enterprise Wi-Fi industry that leaves channel partners with both opportunities and challenges. As more organizations become wireless-first, they look to the channel for design, deployment, and support services. But in a growing and highly competitive market, more channel partners are finding their margins squeezed, operational overhead increasing, and vendor support decreasing. Join this session with leading cloud networking vendor Aerohive Networks, who have worked 100% through the channel for the last decade, and will share how channel partners can take advantage of the latest trends in the enterprise Wi-Fi space to: • Increase service and recurring revenue with cloud networking • Easily deliver wireless as a service for your customers • Simplify operational costs and complexity • Differentiate in the marketplace with the next-generation of Wi-Fi architecture • Explore untapped markets delivering 17% quarterly growth

204B

3:00 PM – 3:45 PM Member Sessions Level 2 & 3

SYNNEX IoT: Creating Solutions Together Fran Mauney, IoT Solutions Manager, SYNNEX Corporation Join us as we share our SYNNEX IoT solutions and strategize about growing our IoT business. Partner with the IoT, mobility, and cloud team and to meet your customers' needs.

202A, Level 2

Selecting the Right Channel Vendor Member Roundtable

202B, Level 2

Pursuing Opportunities for Business Expansion Mike Gambrell, Public Safety Program Manager, SYNNEX Corporation A Natural Connection: The Role of Public Safety in Community Development

206, Level 2

Increase Sales Productivity with a Measurable, Manageable Sales Process Ryan Morris, Morris Management Partners How much revenue and margin should every one of your sales reps deliver? While many managers base their calculations on guesses or gut feelings, the hard truth is that most sales reps in the IT channel simply do not generate enough margin to pay for their own costs … much less create actual profit for the business. The sales engine is more critical for a solution provider’s success than ever before, and if your team can’t generate sustainable results it simply won’t matter how good you are at delivering solutions. In this in-depth session, Ryan Morris of Morris Management Partners will provide a detailed analysis of the financial scorecard for channel sales reps, and share specific tactics leaders can take to crank up their reps’ productivity. Key topics to covered include: - Setting realistic sales goals your reps can actually hit based on the details of your sales model and solution deliverables - Defining the steps and structure of a repeatable sales process that will drive reps to deliver more activity and better results - Creating a simple sales measurement system that improves the accuracy and reliability of your sales forecast and eliminates the revenue guessing game

310, Level 3

Tax Breaks for Varnex Resellers Greg Knarr, Director, alliantgroup Back by popular demand! Join alliantgroup for an informative session on the latest updates to powerful tax credits, incentives, and deductions for IT system integrators, resellers, and solution providers serving the public and/or private sectors. Hear from alliantgroup's director as he walks you through the Research and Development (R&D) Tax Credit and why it applies to you, the latest changes to the tax code from the IRS, and how you can qualify for these exciting credits and incentives.

204B, Level 2

Tracking Billable Hours Membership Roundtable

204A, Level 2

3:45 PM – 6:00 PM Solutions Pavilion Sapphire Ballroom, Level 4

7:00 PM – 9:00 PM Eat. Drink. Network with Strategic Procurement Invite Only Please RSVP at the registration desk.

Stone Brewing Taproom

7:00 PM – 10:00 PM Varnex Canada Night Donovan’s Steak & Chop House Meet in lobby to walk to dinner at 6:30

570 K St., San Diego

Tuesday, November 14th

7:30 AM – 8:15 AM Breakfast Enjoy breakfast with our vendors, feel free to sit at any vendor table.

Sapphire West Foyer, Level 4

8:30 AM – 12:00 PM General Session Indigo Ballroom, Level 2

Varnex Tuesday Opening

Strategic Partnerships Matter Peter Larocque, President, North American Technology Solutions, SYNNEX Corporation Join Peter as he shares combined wins for SYNNEX, vendors, and customers in 2017 and understand how Varnex members in 2018 can ride the SYNNEX sails to new growth opportunities for growing markets and vendors.

SYNNEX and Westcon-Comstor Panel Moderated by Peter Larocque, President, North American Technology Solutions, SYNNEX Corporation Eddie Franklin VP, Sales, Public Sector and Verticals, SYNNEX Corporation Kirk Nesbit, VP Design & Support Services, SYNNEX Corporation Andrew Warren, Executive President, Westcon-Comstor Tim Acker, VP, Mobility & Connected Solutions, SYNNEX Corporation Mitchell Martin, President, SYNNEX Canada Ltd

Lenovo Wants to Tell You Why They Think Different is Better Sammy Kinlaw, VP, US SMB & NA Channel Sales, Lenovo Lenovo’s Channel Chief will update you on Lenovo’s channel priorities & overall strategy for continued growth in a very competitive market space.

Profitably Pivoting with Changing Business Models Mark Smith, Principle, BijaCo The world changes faster than you can imagine, it’s not business as usual. Changing business models disrupt how we do business. Mark Hurd predicts that 80% of data centers won’t exist by 2025. Information Age predicts 40% of the Fortune 500 won’t make it through the digital transformation. How can you manage the chaos? In this engaging, entertaining, and enlightening 30-minute conversation about radically changing business models of technology vendors, distribution, business partners, and customers, you’ll see the data and understand what’s going on. You’ll know what’s driving these changes, how to pivot your business to take advantage of them, and how Varnex will help you stay relevant and profitable.

Break Sponsored by Intel

SYNNEX and Westcon-Comstor Executive Panel Moderated by Bob Stegner, Senior Vice President, Marketing, North America, SYNNEX Corporation Sandi Stambaugh, VP, Product Management, SYNNEX Corporation April Petty, VP Sales, SYNNEX Corporation Jeff Kastroll, Director, Services, Weston-Comstor Jay Denton, VP/GM North America, Weston-Comstor

Device-Led Digital Transformation - Surface Opportunity Ryan Gavin, General Manager, Microsoft Corporation Join Microsoft Surface to gain insights into how Surface helps you innovate and transform your business. With Surface and Windows 10, you'll modernize your business, empower your employees, and attract and retain talent. Microsoft offers a whole portfolio of devices that will digitally transform the business world. Don’t miss out!

General Session Wrap-Up

12:15 PM – 12:40 PM Manufacturer Boardrooms Level 2

StarTech.com: What’s Next for Office Connectivity? The advent of USB-C and Thunderbolt 3 technology opens up new opportunities to enable and enhance office productivity, by leaps and bounds. Let’s talk about how together we can help IT professionals build an office that does significantly more, stretch budgets further, and increase the bottom line for solutions providers. Attendees of the StarTech.com breakout session will receive a VARNEX exclusive gift, and qualify for a unique prize.

202A

Carbonite: Going To Market With Ransomware Prevention During this boardroom you will learn about The Ransomware Go-to-Market Guide for partners, prepared by The 2112 Group, and how Carbonite’s broad backup and disaster recovery product portfolio can play a role in protecting your customers’ data. This guide provides: • An overview of the current state of the security market as it relates to ransomware • Strategies for preventing and recovering from ransomware attacks • Guidance on selling ransomware prevention to customers • Strategies for maximizing revenue/profit in addressing ransomware prevention Attendees will receive a complimentary copy of the guide and will also hear about Carbonite’s award-winning partner program that provides the products and profitability to our partners for a successful partnership in the backup and disaster recovery market. Attendees will receive a complimentary copy of the guide and will also hear about Carbonite’s award-winning partner program that provides the products and profitability to our partners for a successful partnership in the backup and disaster recovery market.

202B

Small and Medium Enterprise Sales with Aruba, New for 2018 SMB is a key growth initiative for Aruba in FY17, and Fred Anderson was recently promoted from Director of Channels for Central US to Director of NA SMB sales for Aruba, a Hewlett Packard Enterprise company. Fred is accountable to driving the SMB number through the Partner Ready for Networking program and all related efforts to ensure a dedicated focus and expand Aruba's footprint in the SMB market. Prior to his nine years at Aruba, Fred worked in technology for over a decade including eight years in internet security sales and eight years with the US Army.

206

The Power of the New Intel® Xeon® Scalable Platform 2017 is the year the Intel® Xeon® Processor family will be undergoing the most significant upgrade in this decade. This breakout session will get you ready to help your customers reap the benefits of this revolutionary platform and make money in the process. Many extended ingredients are included in this broad and complex platform transition to drive sales in every segment for virtually every workload. You’ll also learn about Intel server building blocks which deliver world-class Intel® Server Products (including server boards, systems, chassis, RAID and more) that are built on a foundation of industry-leading technology that can solve your customers’ problems and help you win new opportunities.

204A

Logitech: A Vision of the Future of Video Conferencing Video conferencing for every space. Logitech is transforming video conferencing by offering an easy and affordable way to collaborate, with crystal-clear audio and razor-sharp video.

204B

12:15 PM – 1:10 PM Varnex Canada: Council Panel Hosted by: Mark Hardy, Vice President, Product Management, SYNNEX Canada

310, Level 3

12:40 PM – 3:00 PM Lunch & Solutions Pavilion Sapphire Ballroom, Level 4

3:00 PM – 3:40 PM Varnex Canada: Platinum, Gold and Silver Vendor 1:1 Meetings Free Time for Bronze Vendors

310, Level 3

3:00 PM – 3:45 PM Manufacturer Trainings

Level 2

Hewlett Packard Enterprise and ClearOS: Reinventing On-Premise IT for SMB HPE ProLiant Gen10 servers with ClearOS™ can help you keep one foot on the ground by giving you the simplicity and cost savings you’re looking for in the cloud—with the security and availability only on-premises solutions can provide.

202A

HP Inc.: Who’s afraid of the Big Bad WOLF? Learn how to that take the fear out of PC Security with HPI PC features such as HP Sure Start, HP Multi-Factor Authentication, HP Manageability Integration, HP Sure View, HP Workwise and much more. These tools protect below the OS, above the OS, and within the OS and make HP PCs the World’s Most Secure and Manageable PCs.

202B

Let’s THINK Lenovo Data Center Group: ThinkSystem and ThinkAgile Join Jeff “The Server Dude” Thorburn, Lenovo DCG Account Executive, as he leads our discussion on the new product line. Come learn about the new rack and tower ThinkSystem products along with the ThinkAgile offerings.

206

Microsoft: Increase Productivity, Safeguard Your Business, and Reduce Costs with New Devices and Productivity Tools Transform your business by leveraging the intelligent edge and the intelligent cloud. Learn how selling devices and productivity will increase margins, customer satisfaction, and your business valuation

204A

From the Pants Pocket to the Data Center, Take a Deeper Dive Into Lenovo’s Profitable Portfolio. Partner with Lenovo for innovative and solution-oriented thinking. Join Lenovo for an interactive discussion on how to capture more of your customers' server, storage, networking and PC business. Partner with the best. Partner with Lenovo and SYNNEX.

204B

3:55 PM – 4:40 PM Member Sessions Level 2

SYNNEX MOBILITYSolv: Adding Margin to Your Cloud Business Ashley Smith, CLOUDSolv Business Development, SYNNEX Corporation Learn how you can earn additional monthly revenue and generate new leads for your company by partnering with our mobility team. You'll also learn why you want to partner with SYNNEX for connectivity when moving your clients to the cloud.

202A

Make the Transition from MSP to Business Service Provider Mark Smith, Principle, BijaCo As the world moves to the cloud, your traditional business becomes less relevant and less profitable. How can you be a managed service provider if there’s nothing to manage? In this pragmatic discussion about the changing role of technology business partners, you’ll explore how to make the transition to a Business Service Provider, where you work with executives to deliver the tech that runs their company. This will be a conglomeration of devices, on site, and cloud all designed, architected, plumbed, protected, and managed by you. You’ll leave the session with a new road map on how to direct your team to evolve with this unstoppable trend. You’ll discover: -How to move from tech acumen to business acumen -How to have business roadmap discussions that map to tech deployment -Changes in your business model to be agile and flexible -What needs to change with compensation and sales strategies -How Synnex and Varnex helps you with this transition

202B

Data Center Transformation 2018 Mike Fleetwood, Senior Business Development and Services Manager, SYNNEX Corporation Join your SYNNEX SERVICESolv team and hear what's planned for 2018 around data center transformation. The IDC states that transformative datacenter technologies such as cloud, hyper-convergence, and IT security will almost certainly be a services-led engagement. Your customers need help designing such solutions. We're committed to enabling reseller sales and technical teams meet the demand for such opportunities. Take advantage of this opportunity to plug into the excitement surrounding this objective and learn what we have planned for 2018 and how you can be accredited as one of our specialists in data center transformation!

206

Tax Breaks for Varnex Resellers Greg Knarr, Director, alliantgroup Back by popular demand! Join alliantgroup for an informative session on the latest updates to powerful tax credits, incentives, and deductions for IT system integrators, resellers, and solution providers serving the public and/or private sectors. Hear from alliantgroup’s director as he walks you through the Research and Development (R&D) Tax Credit and why it applies to you, the latest changes to the tax code from the IRS, and how you can qualify for these exciting credits and incentives.

204A

Public Sector Contracting: Developing a Strategy for Engagement Ed Somers, Director, Public Sector, SYNNEX Corporation We will discuss the basics of government procurement as it relates to contracting; identify key metrics in the development of your strategy and learn how to leverage SYNNEX’ Public Sector contracts.

204B

4:45 PM – 5:15 PM Varnex Prospective Member Meeting 206, Level 2

4:45 PM – 5:30 PM Varnex Canada Unplugged 310, Level 3

6:30 PM – 9:30 PM Varnex Signature Awards and Dinner Ten years is something to celebrate! Join us as we close out the conference with our 8th annual awards dinner and celebration of Varnex’s ten year anniversary. Following dinner and awards, the Violin Femmes will take the stage and entertain with all-new arrangements, including a live rock band and high-energy show.

Indigo Ballroom, Level 2

Wednesday, November 15th

8:30 AM – 10:30 AM Members-Only Breakfast: Varnex Unplugged Indigo 202, Level 2

10:30 AM – 12:00 PM Private Varnex Advisory Council Meeting Indigo 204A, Level 2