2112 CEO to Lead Distribution Panel, Deliver Marketplace Analysis at 21st Annual Channel Focus Conference

Channel strategist Lawrence M. Walsh will moderate a panel on the future of distribution in the technology market and discuss the increasing popularity of automated digital sales (ADS) and online marketplaces as a go-to-market strategy


PORT WASHINGTON, NY, May 10, 2018 – For the third consecutive year, The 2112 Group CEO and Chief Analyst Lawrence M. Walsh will provide thought leadership and share technology channel insights with executive attendees of Channel Focus North America. The three-day event will be held May 14-16 in Scottsdale, Ariz., at the Westin Kierland Resort & Spa.

On May 15, Walsh will moderate a keynote panel on the shifting role and value of distribution. In an increasingly services- and software-based world, where business, delivery, and go-to-market models continue to evolve, will distributors remain relevant or be rendered obsolete? Six panelists will join Walsh for the discussion: Sal Patalano, chief revenue officer at Lenovo Software; Craig Schlagbaum, vice president of indirect channels at Comcast Business; Rob Rae, vice president of business development at Datto; Tim FitzGerald, vice president of North America Cloud at Ingram Micro; Ryan Walsh, chief channel officer at PAX8; and Stacy Nethercoat, vice president of Cloud Solutions Americas at Tech Data.

“The future of distribution in the IT channel is a frequent topic of conversation,” Walsh said. “Technology executives everywhere are wondering what role distribution will play in a services-based world – what the value proposition is. This expert-level panel will delve into these sometimes contentious issues.”

In addition, Walsh will deliver a presentation on the rise of e-commerce and marketplaces, which some describe as “the Amazon Effect in the channel.” Walsh will share research from 2112’s latest report, “Strategies for Engaging Automated Digital Sales Channels.” According to the findings, ADS will become a primary source of vendors’ indirect revenue, disrupting the existing channel while presenting new opportunities to services-centric partners.

“Automated digital sales – through marketplaces like Amazon and Alibaba, for example – are a certainty in the channel. It’s already happening,” said Walsh. “This presentation will provide Channel Focus attendees with the information and decision-making processes they need to plan for the automated sales future.”

2018 marks a major milestone for Channel Focus – the 21st year that the Baptie & Co. event has been bringing together senior channel executives across the IT and telecom industries. In customary fashion, the conference will feature an array of panels, workshops, discussion sessions, and networking opportunities.

2112 is a longtime Baptie & Co. partner and regularly participates in the company’s Channel Focus event and executive retreats.

About Channel Focus

Channel Focus, a Baptie & Co. community, is 6,000 members strong and offers thought leadership from channel professionals at major IT and telecom vendors. The community also offers a renowned Webinar program, unique research, hundreds of best-practice documents, and the industry’s No. 1 event, the Channel Focus conference. For more than 20 years, Channel Focus has led the way in helping attendees understand new channel trends, create state-of-the-art channel programs, and develop industry-leading channel sales and marketing strategies.