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The Community for the IT Channel

All the latest, exclusive Channel Partners Conference & Expo updates and resources.

Brought to you by Channel Futures and Channel Partners Online.

Latest News

Take a look at all the latest updates, breaking news and channel trends, brought to you by Channel Partners Online and Channel Futures.

Channel Partners Conference & Evolution: Here’s What You Can Expect

April 6, 2020

After lots of research and discussion, we came up with a plan that would be the most widely beneficial. The best course of action, we decided, would be to combine the spring event with our fall show, Channel Partners Evolution.

What can you expect from this new, combined show? It’s the biggest channel show of the year, which we have fondly nicknamed “Expolution.” Almost all of the content we had programmed for Expo will be included. You’ll see more IT folks on our keynote stages, and we’ve added new sessions that focus on additional technologies.


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List of Rescheduled, Virtual Telecom-IT Events

March 31, 2020

Here’s a rundown of what’s virtual and what’s rescheduled as live later in the year.

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Channel Partners Announces Dates for Rescheduled CP Expo Channel Event

March 25, 2020

Historically, spring is a busy time for the channel, where partners, consultants and suppliers gather at many industry events to learn, network and form valuable relationships that help us all drive toward success. 

In terms of industry events for 2020, however, we are all facing unprecedented and uncertain circumstances due to the global coronavirus pandemic. Due to concern about the health of our community, Informa Tech made the difficult decision to postpone one of our most successful spring events, Channel Partners Conference & Expo.

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Channel Education Series & Sponsored Webinars

This deep-dive series provides partners educational webinars and supplementary content to provide guidance on specific, narrow topics channel professionals need to understand to improve business best practices.

Oracle SD-WAN and Microsoft: Delivering on New Worker Paradigms

How can you help your customers optimize their success in a rapidly changing work environment? 

In this sponsored webinar on April 23, learn how the Oracle and Microsoft customer-focused, cloud-first partner strategy is designed to enable your success and maximize your revenue growth.

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Your Cloud Vision — Is It 2020?

Would a hybrid cloud be the best solution for your customer’s needs? This webinar, sponsored by Flexential, will provide valuable insights for channels looking to capitalize on the cloud opportunity and bring 2020 vision to your customers.

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Everyone Is Angry at Tech!

What the new reality of the market means for providers — and how to find opportunity in it.

In this webinar, Dave Sobel will share guidance for the new reality of customer perception by showcasing:

  • How the market has changed
  • What the pitfalls are
  • How to create new service opportunities to stand apart from the crowd
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Lights, Camera, Action: The 5-Second Outcome-Based Sales Pitch

In this webinar, Juan Fernandez of ImageNet Consulting walks session attendees step-by-step through how to position a sales pitch to focus on what the customer wants through outcome delivery using familiar features and benefits to support the selling motion.

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Agents Can Sell Managed Services. Here’s How.

Telco agents and MSPs seem, on the surface, to operate in completely separated worlds. They’ve got different financial models, sales compensation strategies, and client conversations, not to mention different approaches to IT. 

Join Jared Martin, Vice President, MSx Managed Services at TPx Communications as he lays out how you can integrate managed services into your existing agent business model.

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How to Maximize Synergies During M&A

Half of all M&As fail to create shareholder value. 

In this sponsored webinar, Pax8’s chief channel officer Ryan Walsh discusses how to set your company up to find the right business acquirer, successfully build a strategy around post-merger integration, create a process to harmoniously bring two companies together, and the pitfalls to avoid throughout the process.

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2020 Channel Influencer Awards

NEW REPORT PUBLISHED

Once again, the editors at Channel Partners and Channel Futures have come together to identify the people, the organizations, techs and trends they expect to have a major impact on the channel in the year ahead.

Coffee with Craig & Kevin

Coffee with Craig & Kevin, the channel partners podcast, welcomes industry experts to discuss the hottest topics in the channel, including the latest in technology and how you can improve your business.

Hear what’s on the minds of top vendors, sponsors, and speakers before Channel Partners Conference & Expo — with a unique brand of humor built in!

Q&A's with #CPExpo Speakers

Why Partners Must Grasp Verticals to Successfully Sell IoT

Channel Partners sat down with Ruyle and Peterson in advance of their panel session, “IoT: The Promise, the Pitfalls and How Partners Can Help,” March 10, at the Channel Partners Conference & Expo in Las Vegas, to learn how channel partners can successfully sell IoT technology and take advantage of this next technology wave.

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Overcome ‘Human Nature’ to Effectively Sell Cloud

Paul Croteau, channel CTO at Rackspace, will address that burning issue on Tuesday, March 10, during the Channel Partners Conference & Expo in Las Vegas. In this edited Q&A, Croteau shares some insights ahead of his session, “You’re Leaving Lots of Money on the Table: Uncovering Cloud Revenue from the C-Suite, part of the sales and marketing conference track.

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How to Solve More Problems for Your Clients with Upselling and Cross-Selling

During his presentation, titled “The Upsell/Cross-Sell Playbook,” part of the sales and marketing conference track at the Channel Partners Conference & Expo, March 9-12, in Las Vegas, Dave Dyson, CEO at Eclipse Telecom, is going to tell you how to solve more problems for your customers and create more opportunities for them by being a better technology adviser. Channel Partners got to talk to Dyson about his upcoming presentation to provide some insight on what attendees can expect to learn.

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Don’t Fear Selling Cybersecurity — Here’s Why

During her presentation, “Selling Security Doesn’t Have to be Scary,” March 10, part of the security conference track at the Channel Partners Conference & Expo, Jennifer Bleam, owner and founder of MSP Sales Revolution, will teach three simple steps for entering the market several unique approaches to providing necessary – and highly profitable – managed security without getting stuck with management and support. 

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The Crucial Question that Leads to Successful Upselling

Will Harris, founder of Willpower Consultation, knows a thing or two about sales. He’ll lead a keynote session at the upcoming Channel Partners Conference & Expo on March 11. His talk, titled “Experiential Selling: The Newest Ways Partners Upsell and Outsell,” focuses on how businesses can turn their customers into “brand-loyal” clients.

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Prepare for Significant Channel Program Changes in 2020

In her March 10 presentation titled “Partnering to Win: Developments in Channel Programs,” part of the keynote programming at the Channel Partners Conference & Expo in Las Vegas, Cindy Whelan, principal analyst at Ovum, will discuss what communication service providers are doing to work more closely with partners to meet their customers’ needs.

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Don’t Be A Statistic: Protect Your Business with Solid Contracts

Get insight and advice from some of the best in the business: Ben Bronston, principal at Ben Bronston & Associates; Greg Praske, co-founder and CEO of master agency ARG; Ted Schuman, CEO of master agency PlanetOne; and Chris Surdenik, CEO of Chicago-based services reseller Call One. And be sure to attend their session, “The Fine Print Matters: Why Partners Need to Craft Their Contracts to Avoid Being Burned,” part of the businesses best practices track, March 11, at the Channel Partners Conference & Expo. 

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Discover the Ins and Outs of 2020’s Threat Landscape

Janet Lawless, CEO and Founder of the Center for Threat Intelligence gives a sneak peek of the information she plans to share with attendees during her presentation, "What the Heck is a Threat Landscape?". Lawless will speak on March 11 as part of the security conference track at the Channel Partners Conference & Expo.

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SD-WAN Is Only the Beginning — Upsell the Customer

On March 10 at Channel Partners Conference & Expo, the "Using SD-WAN to Upsell" panel will feature Julie Dzubay, AppSmart’s director of sales operations; Blake Wetzel, TeraGo Networks’ chief revenue officer; Michael Brennan, QOS Networks’ vice president of channel sales; and Anish Patel, TBI’s vice president of emerging technologies. Blake Wetzel answers a few questions about SD-WAN and its role in the sales process. 

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How to Capitalize on Future of UC

During this presentation, “The Future of UC,” March 10, part of the technology conference track at the Channel Partners Conference & Expo, Raymond Nelson, Intelisys’ vice president of solution sales, will lead a panel discussion on how to do unified communications best. In this Q&A with Channel Partners, Savwoir and Kinka provide a sneak peek of the information they plan to share with attendees.

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Social Selling Isn't What You Think It Is

We're not talking about social media marketing or social media advertising. “Social selling” is in a category of its own, according to JS Group‘s Ashlyn Szilva and Vladimir Krause. The two social media experts will be on the Channel Partners Theater stage March 10 for a presentation titled, “Millennial Chat – Social Selling Gets Real,” at the upcoming Channel Partners Conference & Expo. Read this Q&A for highlights on their upcoming session. 

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Help Coming to Partners Struggling with Implementing CX Strategies

Carolyn April, CompTIA’s senior director for industry analysis, will moderate a panel at next month’s Channel Partners Conference & Expo to discuss why customer experience (CX) will become a high priority for channel firms to invest in. Joining April on the panel will be RingCentral marketing AVP John Finch; Amber Redmann, CEO of Parasol Alliance; and Tiffani Bova, global customer growth and innovation evangelist at Salesforce. Channel Partners sat down with the panelists for a preview of their session. 

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How to Get In on the Coming CPaaS Revolution

During a presentation, “How to Get In Early on the CPaaS Opportunity,” on March 11, Jon Arnold of J Arnold & Associates will lead a panel of partners who will share how they’ve used CPaaS to increase customer stickiness, and help attendees lay out a plan of action for jumping on the trend. In a Q&A, Ari Rabban, CEO and co-founder of Phone.com and Steve Smith, CEO of Fonative give a sneak peek of their discussion


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Women Channel Leaders Talk Challenges, Successes

We caught up with several of the panelists from the How Women in the Channel Can Rise to the Top panel on March 10 on the Channel Partners Theater stage in the expo hall at Channel Partners Conference & Expo. In this Q&A they provide a preview of their must-see session.

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2019's Top Digital Stories

NEW REPORT PUBLISHED

The editors at Channel Partners and Channel Futures have put together a compilation of the stories they covered in their respective beats last year that they think were the most impactful, for a look at what happened then and how it might affect the year ahead.

MSPmentor Education Webinars

The MSPmentor Education webinars feature content dedicated to sales & marketing and other education for the MSP 501 community.

Agents Can Sell Managed Services. Here's How

Telco agents and MSPs seem, on the surface, to operate in completely separate worlds. But many agents are looking toward managed services to up their recurring revenue and create ongoing stickiness with their customers. Join Jared Martin, Vice President, MSx Manages Services at TPx Communications as he lays out how to integrate managed services into your existing business model. 

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Why Business Value Should Be Your First Concern

Every company transitions and the outcome of that action is completely dependent upon business value. In this session, Arlin Sorensen, VP of brand and ecosystem evangelism at ConnectWise, addresses why it matters, and more importantly, explores the levers available in your company to create more business value as well as the detractors that can deflate it.

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How to Maximize Synergies During M&A

Half of all M&As fail to create shareholder value. In this webinar, Pax8’s chief channel officer Ryan Walsh discusses how to set your company up to find the right business acquirer, successfully build a strategy around post-merger integration, create a process to harmoniously bring two companies together, and the pitfalls to avoid throughout the process.

REGISTER NOW

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