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Session 503
Marketplaces: The New Buying Centers in the Age of Consumption and as-a-service

Buying centers are changing and marketplaces are rapidly displacing traditional models as customers seek new ways to buy services including consumption-based services. In this panel and Q&A session, speakers will share insights and answer questions on the trends driving marketplaces, various marketplace models, internal readiness requirements, common pitfalls, and the implications for traditional sales and alliance partnerships.

Attendees takeaways and activities include:

Speakers:

Glen Kuhne
Director Major Accounts
Ingram Cloud Blue

Glen is currently serving in an account management/business development role for the cloud platform division of IM. Serving as a trusted advisor to providers of cloud/digital services who are seeking to automate and scale their XaaS businesses, Glen brings together the proper blend of supply chain and commerce automation platforms, internal/external marketplaces and GTM support in the form of strategic advisory services, operations resourcing, managed services and partner ecosystem engagement.

Glen's experiences in delivering cloud/digital services automation and marketplaces started to 2003. Several of the companies he has worked with in include CenturyLink, Bell Canada, Telus, Mediacom, DEX, CDW, Siemens, Staples, ViON, Velosio, Hostopia/Deluxe and others.

Jim Luna, CA-AM
Group Managing Director, Business Development & Alliances
Citrix

Jim currently leads the Market Ecosystem Alliances team spanning computer, networking and ISV partnerships at Citrix. He is responsible for defining, incubating and accelerating partner strategies and initiatives leading to incremental revenue growth through complementary hardware, software and services to scale and drive market adoption. His partner portfolio includes some bellweather accounts such as Cisco, HPE, Intel, Nvidia, RedHat, AWS, Samsung and several others.

Prior to Citrix, Jim led business development at Joyent, a cloud infrastructure-as-a-service provider, where he established key partnerships including the development of Dell's Web Applications Cloud based on Joyent. He also led mid-market channel sales at Ariba leading their partner engagement model during a transition to a SaaS company. He also spent over 12 years at Intel in various business development roles including Intel Solutions Services where he led the Microsoft relationship and Intel Media Services.

Roger Williams
Senior Director, Alliances
Citrix

Roger is the senior director of alliances at Citrix where he is responsible for strategic alliances and service provider relationships including those with Samsung, Apple, VMWare, Palo Alto Networks among others. Prior to Citrix, Roger was a senior executive responsible for business development and alliances at Wind River, an Intel subsidiary. Rogers holds a BS from Arizona State University and an MBA from University of Chicago. For more information or to connect with Roger visit https://www.linkedin.com/in/rogerbizdev/.