SESSIONS

Times and sessions are subject to adjustment.

Monday, May 4 - Pre-Conference

1:00 - 5:00 pm | Registration | Promenade


Settle in to the hotel, pick up your conference materials, download the mobile app and get any questions out of the way before the crowds arrive. Official check in time for your rooms is 4:00 pm.




5:00 - 6:00 pm | Speed Networking (optional)


We get it, forced networking isn't for everyone. But for those who are interested, grab a drink and get to know your peers in multiple, quick, structured conversations.




6:00 - 9:00 pm | Welcome Reception | Apollo Pool


Join us for at party at the beautiful Apollo pool. Meet your peers and mingle with the ClearEdge team while enjoying dinner, drinks, and live entertainment under the Vegas skyline.





Tuesday, May 5- Morning Sessions

1:30 - 2:30 pm | Top Gotchas in an IT Contract


As speed becomes more important than cost, pressure to move quickly can undermine any strategic initiatives due to overlooked contractual language in our IT deals. This session will provide a framework for reviewing contracts including real life examples of hidden "gotchas!"




2:40 - 3:40 pm | SaaS Buying Trends: The Evolving Model


As more vendors join the growing list of subscription-based solutions, accurate demand forecasts and favorable contract terms go hand-in-hand in determining value in SaaS deals. Because these enterprise solutions are so difficult to move away from, it’s essential to get the forecast and agreement language right at the outset of the engagement. We’ll discuss the elements that go into a creating a conservative demand model, and terms and conditions that guard against long term financial risk.




3:50 - 4:50 pm | Optimizing Spend in the Public Cloud


Most of our client calls about AWS and Azure start the same way: a discussion on enterprise discounts for commit levels and how to maximize credits. While these are important discussions, the real value on cloud infrastructure deals comes from careful consideration of demand requirements and governance.




1:30 - 2:30 pm | Building Growth into a Subscription Model


Our clients continue to execute more and more multi-year agreements with their most strategic suppliers and with the sharp move to term-based and subscription licensing, we're observing several common pitfalls affecting enterprise buyers. This session will review common deal structures and financial models such as Unlimited License Agreements (ULAs), fixed-quantity capped agreements, tiered pricing and ramp models to highlight pitfalls and misconceptions which can cost buyers millions.




1:30 - 2:30 pm | Best Practices for Channel/VAR Success


With more vendors pushing sales through the Channel, it is important for buyers to understand the dynamics of margin, compensation, and deal registration from their Value Added Resellers.




1:30 - 2:30 pm | StartUps & Niche Vendors: Maximizing Value


Last year, ClearEdge clients submitted deals from over 1,600 unique vendors – half from suppliers we had never dealt with before. With “techceleration” now in high gear, enterprise IT organizations are increasingly turning to new, unproven startups to fill specific needs quickly, agilely, and nimbly. How do we evaluate suppliers with no pricing or performance history? This session will discuss ways to peel back the onion layers and determine value on some of these unique, new solutions, and how using startups can build leverage over some of the biggest vendors in your portfolio.




1:30 - 2:30 pm | Leverage Management 101


A must-attend for anyone new to the Summit, this interactive session will cover the nine capabilities of executing best-in-class deals and provide a framework for assessing your organization's execution against this model.




2:40 - 3:40 pm | Optimizing Spend in the Public Cloud


Most of our client calls about AWS and Azure start the same way: a discussion on enterprise discounts for commit levels and how to maximize credits. While these are important discussions, the real value on cloud infrastructure deals comes from careful consideration of demand requirements and governance.




2:40 - 3:40 pm | StartUps & Niche Vendors: Maximizing Value


Last year, ClearEdge clients submitted deals from over 1,600 unique vendors – half from suppliers we had never dealt with before. With “techceleration” now in high gear, enterprise IT organizations are increasingly turning to new, unproven startups to fill specific needs quickly, agilely, and nimbly. How do we evaluate suppliers with no pricing or performance history? This session will discuss ways to peel back the onion layers and determine value on some of these unique, new solutions, and how using startups can build leverage over some of the biggest vendors in your portfolio.




2:40 - 3:40 pm | Building Growth into a Subscription Model


Our clients continue to execute more and more multi-year agreements with their most strategic suppliers and with the sharp move to term-based and subscription licensing, we're observing several common pitfalls affecting enterprise buyers. This session will review common deal structures and financial models such as Unlimited License Agreements (ULAs), fixed-quantity capped agreements, tiered pricing and ramp models to highlight pitfalls and misconceptions which can cost buyers millions




2:40 - 3:40 pm | Top Gotchas in an IT Contract


As speed becomes more important than cost, pressure to move quickly can undermine any strategic initiatives due to overlooked contractual language in our IT deals. This session will provide a framework for reviewing contracts including real life examples of hidden "gotchas!"




2:40 - 3:40 pm | Case Study: Competing with Microsoft


An in-depth look at Microsoft's famed T-36 Playbook with a focus on how sales teams drive consumption, push net-new spending, and eliminate uncertainty in your renewal. Once we understand Microsoft's approach, we will discuss best practices for countering it including a a real client case study.




3:50 - 4:50 pm | SaaS Buying Trends: The Evolving Model


As more vendors join the growing list of subscription-based solutions, accurate demand forecasts and favorable contract terms go hand-in-hand in determining value in SaaS deals. Because these enterprise solutions are so difficult to move away from, it’s essential to get the forecast and agreement language right at the outset of the engagement. We’ll discuss the elements that go into a creating a conservative demand model, and terms and conditions that guard against long term financial risk.




3:50 - 4:50 pm | Case Study: Competing with Microsoft


An in-depth look at Microsoft's famed T-36 Playbook with a focus on how sales teams drive consumption, push net-new spending, and eliminate uncertainty in your renewal. Once we understand Microsoft's approach, we will discuss best practices for countering it including a a real client case study.




3:50 - 4:50 pm | Leverage Management 101


A must-attend for anyone new to the Summit, this interactive session will cover the nine capabilities of executing best-in-class deals and provide a framework for assessing your organization's execution against this model.




3:50 - 4:50 pm | Vendor Insights: Comp & RevRec


A look behind the scenes at the sales systems and motivations across the vendor's sales team from management down to individual sales reps, including compensation models and revenue recognition rules.




3:50 - 4:50 pm | Best Practices for Channel/VAR Success





1:30 - 2:30 pm | Vendor Insights: Comp & RevRec


A look behind the scenes at the sales systems and motivations across the vendor's sales team from management down to individual sales reps, including compensation models and revenue recognition rules.





Tuesday, May 5 - Afternoon Breakouts

1:30 - 2:30 pm | Top Gotchas in an IT Contract


As speed becomes more important than cost, pressure to move quickly can undermine any strategic initiatives due to overlooked contractual language in our IT deals. This session will provide a framework for reviewing contracts including real life examples of hidden "gotchas!"




2:40 - 3:40 pm | SaaS Buying Trends: The Evolving Model


As more vendors join the growing list of subscription-based solutions, accurate demand forecasts and favorable contract terms go hand-in-hand in determining value in SaaS deals. Because these enterprise solutions are so difficult to move away from, it’s essential to get the forecast and agreement language right at the outset of the engagement. We’ll discuss the elements that go into a creating a conservative demand model, and terms and conditions that guard against long term financial risk.




3:50 - 4:50 pm | Optimizing Spend in the Public Cloud


Most of our client calls about AWS and Azure start the same way: a discussion on enterprise discounts for commit levels and how to maximize credits. While these are important discussions, the real value on cloud infrastructure deals comes from careful consideration of demand requirements and governance.




1:30 - 2:30 pm | Building Growth into a Subscription Model


Our clients continue to execute more and more multi-year agreements with their most strategic suppliers and with the sharp move to term-based and subscription licensing, we're observing several common pitfalls affecting enterprise buyers. This session will review common deal structures and financial models such as Unlimited License Agreements (ULAs), fixed-quantity capped agreements, tiered pricing and ramp models to highlight pitfalls and misconceptions which can cost buyers millions.




1:30 - 2:30 pm | Best Practices for Channel/VAR Success


With more vendors pushing sales through the Channel, it is important for buyers to understand the dynamics of margin, compensation, and deal registration from their Value Added Resellers.




1:30 - 2:30 pm | StartUps & Niche Vendors: Maximizing Value


Last year, ClearEdge clients submitted deals from over 1,600 unique vendors – half from suppliers we had never dealt with before. With “techceleration” now in high gear, enterprise IT organizations are increasingly turning to new, unproven startups to fill specific needs quickly, agilely, and nimbly. How do we evaluate suppliers with no pricing or performance history? This session will discuss ways to peel back the onion layers and determine value on some of these unique, new solutions, and how using startups can build leverage over some of the biggest vendors in your portfolio.




1:30 - 2:30 pm | Leverage Management 101


A must-attend for anyone new to the Summit, this interactive session will cover the nine capabilities of executing best-in-class deals and provide a framework for assessing your organization's execution against this model.




2:40 - 3:40 pm | Optimizing Spend in the Public Cloud


Most of our client calls about AWS and Azure start the same way: a discussion on enterprise discounts for commit levels and how to maximize credits. While these are important discussions, the real value on cloud infrastructure deals comes from careful consideration of demand requirements and governance.




2:40 - 3:40 pm | StartUps & Niche Vendors: Maximizing Value


Last year, ClearEdge clients submitted deals from over 1,600 unique vendors – half from suppliers we had never dealt with before. With “techceleration” now in high gear, enterprise IT organizations are increasingly turning to new, unproven startups to fill specific needs quickly, agilely, and nimbly. How do we evaluate suppliers with no pricing or performance history? This session will discuss ways to peel back the onion layers and determine value on some of these unique, new solutions, and how using startups can build leverage over some of the biggest vendors in your portfolio.




2:40 - 3:40 pm | Building Growth into a Subscription Model


Our clients continue to execute more and more multi-year agreements with their most strategic suppliers and with the sharp move to term-based and subscription licensing, we're observing several common pitfalls affecting enterprise buyers. This session will review common deal structures and financial models such as Unlimited License Agreements (ULAs), fixed-quantity capped agreements, tiered pricing and ramp models to highlight pitfalls and misconceptions which can cost buyers millions




2:40 - 3:40 pm | Top Gotchas in an IT Contract


As speed becomes more important than cost, pressure to move quickly can undermine any strategic initiatives due to overlooked contractual language in our IT deals. This session will provide a framework for reviewing contracts including real life examples of hidden "gotchas!"




2:40 - 3:40 pm | Case Study: Competing with Microsoft


An in-depth look at Microsoft's famed T-36 Playbook with a focus on how sales teams drive consumption, push net-new spending, and eliminate uncertainty in your renewal. Once we understand Microsoft's approach, we will discuss best practices for countering it including a a real client case study.




3:50 - 4:50 pm | SaaS Buying Trends: The Evolving Model


As more vendors join the growing list of subscription-based solutions, accurate demand forecasts and favorable contract terms go hand-in-hand in determining value in SaaS deals. Because these enterprise solutions are so difficult to move away from, it’s essential to get the forecast and agreement language right at the outset of the engagement. We’ll discuss the elements that go into a creating a conservative demand model, and terms and conditions that guard against long term financial risk.




3:50 - 4:50 pm | Case Study: Competing with Microsoft


An in-depth look at Microsoft's famed T-36 Playbook with a focus on how sales teams drive consumption, push net-new spending, and eliminate uncertainty in your renewal. Once we understand Microsoft's approach, we will discuss best practices for countering it including a a real client case study.




3:50 - 4:50 pm | Leverage Management 101


A must-attend for anyone new to the Summit, this interactive session will cover the nine capabilities of executing best-in-class deals and provide a framework for assessing your organization's execution against this model.




3:50 - 4:50 pm | Vendor Insights: Comp & RevRec


A look behind the scenes at the sales systems and motivations across the vendor's sales team from management down to individual sales reps, including compensation models and revenue recognition rules.




3:50 - 4:50 pm | Best Practices for Channel/VAR Success





1:30 - 2:30 pm | Vendor Insights: Comp & RevRec


A look behind the scenes at the sales systems and motivations across the vendor's sales team from management down to individual sales reps, including compensation models and revenue recognition rules.





Tuesday, May 5 - Evening Events

6:00 - 9:00 pm | Evening at TopGolf | Topgolf, Las Vegas


Join us for an evening at Topgolf, the premier entertainment destination in Las Vegas. There's no pressure to have a good golf swing or score a lot of points, this night will be all about having fun. Fueled by food, drink, and live music, we will be taking over Topgolf's famed Birdie Bar and more than 16 private bays.





Wednesday, May 6

1:30 - 2:30 pm | Top Gotchas in an IT Contract


As speed becomes more important than cost, pressure to move quickly can undermine any strategic initiatives due to overlooked contractual language in our IT deals. This session will provide a framework for reviewing contracts including real life examples of hidden "gotchas!"




2:40 - 3:40 pm | SaaS Buying Trends: The Evolving Model


As more vendors join the growing list of subscription-based solutions, accurate demand forecasts and favorable contract terms go hand-in-hand in determining value in SaaS deals. Because these enterprise solutions are so difficult to move away from, it’s essential to get the forecast and agreement language right at the outset of the engagement. We’ll discuss the elements that go into a creating a conservative demand model, and terms and conditions that guard against long term financial risk.




3:50 - 4:50 pm | Optimizing Spend in the Public Cloud


Most of our client calls about AWS and Azure start the same way: a discussion on enterprise discounts for commit levels and how to maximize credits. While these are important discussions, the real value on cloud infrastructure deals comes from careful consideration of demand requirements and governance.




1:30 - 2:30 pm | Building Growth into a Subscription Model


Our clients continue to execute more and more multi-year agreements with their most strategic suppliers and with the sharp move to term-based and subscription licensing, we're observing several common pitfalls affecting enterprise buyers. This session will review common deal structures and financial models such as Unlimited License Agreements (ULAs), fixed-quantity capped agreements, tiered pricing and ramp models to highlight pitfalls and misconceptions which can cost buyers millions.




1:30 - 2:30 pm | Best Practices for Channel/VAR Success


With more vendors pushing sales through the Channel, it is important for buyers to understand the dynamics of margin, compensation, and deal registration from their Value Added Resellers.




1:30 - 2:30 pm | StartUps & Niche Vendors: Maximizing Value


Last year, ClearEdge clients submitted deals from over 1,600 unique vendors – half from suppliers we had never dealt with before. With “techceleration” now in high gear, enterprise IT organizations are increasingly turning to new, unproven startups to fill specific needs quickly, agilely, and nimbly. How do we evaluate suppliers with no pricing or performance history? This session will discuss ways to peel back the onion layers and determine value on some of these unique, new solutions, and how using startups can build leverage over some of the biggest vendors in your portfolio.




1:30 - 2:30 pm | Leverage Management 101


A must-attend for anyone new to the Summit, this interactive session will cover the nine capabilities of executing best-in-class deals and provide a framework for assessing your organization's execution against this model.




2:40 - 3:40 pm | Optimizing Spend in the Public Cloud


Most of our client calls about AWS and Azure start the same way: a discussion on enterprise discounts for commit levels and how to maximize credits. While these are important discussions, the real value on cloud infrastructure deals comes from careful consideration of demand requirements and governance.




2:40 - 3:40 pm | StartUps & Niche Vendors: Maximizing Value


Last year, ClearEdge clients submitted deals from over 1,600 unique vendors – half from suppliers we had never dealt with before. With “techceleration” now in high gear, enterprise IT organizations are increasingly turning to new, unproven startups to fill specific needs quickly, agilely, and nimbly. How do we evaluate suppliers with no pricing or performance history? This session will discuss ways to peel back the onion layers and determine value on some of these unique, new solutions, and how using startups can build leverage over some of the biggest vendors in your portfolio.




2:40 - 3:40 pm | Building Growth into a Subscription Model


Our clients continue to execute more and more multi-year agreements with their most strategic suppliers and with the sharp move to term-based and subscription licensing, we're observing several common pitfalls affecting enterprise buyers. This session will review common deal structures and financial models such as Unlimited License Agreements (ULAs), fixed-quantity capped agreements, tiered pricing and ramp models to highlight pitfalls and misconceptions which can cost buyers millions




2:40 - 3:40 pm | Top Gotchas in an IT Contract


As speed becomes more important than cost, pressure to move quickly can undermine any strategic initiatives due to overlooked contractual language in our IT deals. This session will provide a framework for reviewing contracts including real life examples of hidden "gotchas!"




2:40 - 3:40 pm | Case Study: Competing with Microsoft


An in-depth look at Microsoft's famed T-36 Playbook with a focus on how sales teams drive consumption, push net-new spending, and eliminate uncertainty in your renewal. Once we understand Microsoft's approach, we will discuss best practices for countering it including a a real client case study.




3:50 - 4:50 pm | SaaS Buying Trends: The Evolving Model


As more vendors join the growing list of subscription-based solutions, accurate demand forecasts and favorable contract terms go hand-in-hand in determining value in SaaS deals. Because these enterprise solutions are so difficult to move away from, it’s essential to get the forecast and agreement language right at the outset of the engagement. We’ll discuss the elements that go into a creating a conservative demand model, and terms and conditions that guard against long term financial risk.




3:50 - 4:50 pm | Case Study: Competing with Microsoft


An in-depth look at Microsoft's famed T-36 Playbook with a focus on how sales teams drive consumption, push net-new spending, and eliminate uncertainty in your renewal. Once we understand Microsoft's approach, we will discuss best practices for countering it including a a real client case study.




3:50 - 4:50 pm | Leverage Management 101


A must-attend for anyone new to the Summit, this interactive session will cover the nine capabilities of executing best-in-class deals and provide a framework for assessing your organization's execution against this model.




3:50 - 4:50 pm | Vendor Insights: Comp & RevRec


A look behind the scenes at the sales systems and motivations across the vendor's sales team from management down to individual sales reps, including compensation models and revenue recognition rules.




3:50 - 4:50 pm | Best Practices for Channel/VAR Success





1:30 - 2:30 pm | Vendor Insights: Comp & RevRec


A look behind the scenes at the sales systems and motivations across the vendor's sales team from management down to individual sales reps, including compensation models and revenue recognition rules.