VENDOR

ORIENTATION

#MES17

Audience Snapshot

100% are engaged in the decision

making process

Number of Seats Supported

UPPER MIDMARKET

(1000+ seats)

MIDMARKET(100 – 1000 seats)

LOWER MIDMARKET(Less than 100 seats)

29% 67% 4%

▪ 200 attendees

▪ 60% New to MES or haven’t attended in 2 years

▪ More than $115 Billion in revenue

▪ More than $2 Billion in dedicated IT Buying Power

▪ More than 20 industries

#MES17

Fast Facts

BADGES must be worn at all times for access.

What the ribbons on badges represent:

▪ Newcomer

C I O s / S E N I O R I T L E A D E R S V E N D O R S

BLUEStaff/Analysts/Speakers

REDCIOs/Senior IT

Leaders

BLACKSponsoring Vendors

▪ MES Loyalist

▪ Premier Sponsors

▪ Top Midmarket Vendor Executive

Badges

MES Advisory Board Members Wear Yellow Badges

#MES17#MES17

Application

Access right to your phone or tablet. Includes:

• Agenda

• Solution Pavilion booth list

• Interactive Maps

• Sponsor descriptions

• Sponsor collateral (white papers, brochures)

• Speaker Presentations

• Access to all social media information

• One-on-one scheduling tool

http://mesfall2017.zerista.com

#MES17

Networking OpportunitiesREMEMBER: YOU HAVE MULTIPLE OPPORTUNITIES TO MEET

ATTENDEES BEYOND JUST BOOTH HOURS

Sunday

• Welcome Reception - 7:30pm – 8:30pm

Monday

• Networking Breakfast - 7:00am – 7:45am

• Networking Lunch - 12:15pm – 1:15pm

Tuesday

• Networking Breakfast - 7:00am – 7:45am

• Networking Lunch -12:00pm – 1:00pm

• MES XCellence Awards & Reception - 8:00pm – 9:30pm

• MES After Party - 9:30pm – 12:00am (JW Marriott Pavilion)

*Please Note: Tuesday Evening Awards Reception & After Party is Casual Dress!

#MES17

XCellence AwardsThe Midsize Enterprise Summit XCellence Awards measure overall IT decision

makers' perceptions of sponsor products/services, presentations, and presence

during MES.

XCellence Awards Categories:

• Best Midmarket Solution: Hardware

• Best Midmarket Solution: Software

• Best Midmarket Solution: Services

• Best Midsize Enterprise Summit Newcomer

• Best Executive Presentation

• Best Boardroom - Premier

• Best Boardroom - Event

• Best Vendor Spotlight

• Best International Vendor

• Best Solutions Pavilion Booth Strategy - Premier

• Best Solutions Pavilion Booth Strategy – Event

• Best Solution Provider

• Best of Show - Premier

• Best of Show - Event

Tuesday, September 19th

8:00pm – 9:30pm

MES XCellence Awards & Reception(Dress is casual)

Stay for the MES After Party

immediately following!

#MES17

Top 10 Things Every Vendor Needs to Know About Midmarket CIOs

1. Midmarket CIOs struggle with finding enough IT

resources & skills to accomplish their goals

2. They are often first movers. Midmarket adopted

virtualization faster than many predicted

3. Their roles as IT leaders are transforming. Those

not changing will get left behind

4. Budget and sales cycles do not always align with

vendors

5. This is a relationship-driven community not a

transaction oriented market

6. Many have limited windows and time to get out in

the market, meet vendors and make decisions

7. Very strong peer-to-peer reliance for solution and

project validation

8. CIOs have distinct ideas on vendors who “get” the

midmarket, those who do not and many who need to

prove their value

9. CIOs want to deal with partners and suppliers who

know their company and business

10. Solutions and technologies must be priced for this

market and cannot be complex

#MES17

Solutions Pavilion Best Practices

• Draw people in from the aisle

• Make it interactive

• Have your experts available

• Close with a follow-up action

• Walk the floor

PRIZE DRAWINGS

Winners will be announced at the front

of the hall 15 minutes prior to the

close of the Pavilion on Tuesday

Boardroom Best Practices • Make it interactive

• What problems do you solve and how? Pricing? Case Studies

• Review the attendee list – know who you are talking to

• Let people know where to find you again

• Ask for feedback (take advantage of opportunity to ask questions)

• Bring surveys

Best Practices Onsite

#MES17

Post-event Follow-up

• Respect the executive’s wishes on the feedback form

• Follow-up in a timely manner

• Use pre/show intelligence to determine your post-show

follow-up (qualify your leads)!

• Personalize your follow-up - NO MASS EMAILS

• Make sure your follow up provides value

• Promote a special offer

• GET ON THE CALENDAR

#MES17

Congratulations!

2017 Top Midmarket

Vendor Executives

Honoring Executives who are midmarket

advocates and who understand the unique needs of midmarket customers.

#MES17

Midsize Enterprise Strategies Newsletter

Extend Your Reach Beyond the Event!Distribution 20,000 midmarket IT executives

Newsletter

Sponsorship

Opportunities Available

@TheChannelCo @TheMidmarketCIO

Bi-weekly newsletters for midmarket IT community

• News articles

• CIO Interviews

• Event coverage

Ed Hannan

Content Manager

MES Newsletter Editor

The Channel Company

#MES17#MES17

Upcoming MES Events

April 29 – May 1, 2018

Walt Disney World Swan & Dolphin Hotel

Orlando, FL

www.thechannelco.com/events

September 16 – 18, 2018

San Diego Marriott Marquis

San Diego, CA

#MES17

Upcoming Events

CRN® Best of Breed ConferenceOct. 9 – 10 | Atlanta, GA

Women of the Channel EuropeNov. 15 | London, United Kingdom (UK)

Women of the Channel

Leadership Summit: EastDec. 4 – 5 | New York, NY

NexGen Conference & ExpoDec. 11 – 13 | Los Angeles, CA

2017 Events

XChange Solution ProviderMarch 4 – 6 | Orlando, FL

Midsize Enterprise Summit: SpringApril 29 – May 1 | Orlando, FL

Women of the Channel Leadership Summit: WestMay 15 – 16 | Palm Springs, CA

XChange 2018August 19 – 21 | San Antonio, TX

Midsize Enterprise Summit: FallSept. 16 - 18 | San Diego, CA

2018 Events

#XSP17

Customize Your Channel Event

LET US MANAGE YOUR NEXT CUSTOM EVENT 70%

say in-person events are

extremely/very significant in

accelerating the sales cycle1

of CMOs

• Partner Conferences

• Workshops/Roadshows

• Advisory Council Meetings

• Focus Groups

• Networking Receptions and more!

✓ Audience Recruitment

✓ Logistics

✓ Timelines

✓ Contracts & Invoicing

✓ Data Collection

✓ Post-event surveys and more!

Accelerate Your

Sales Cycle

1THE CMO SOLUTION GUIDE: MODERN EVENT MARKETING. (n.d.). Retrieved February 23, 2017, from http://www.cvent.com/en/enterprise-solutions/cmo-club-study-infographic.shtml?cid=701o0000000jAsfAAE