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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.

Champions Don’t Just Happen. They’re Made — One Strategic Step at a Time

We’ve been saying it for years: The pace of change in the technology channel is increasing every day, and those who don’t stay ahead of the curve are destined for obsolescence. 

The problem is, we’ve heard that so many times, on so many subjects, we’ve become deaf to the warnings. And most of what we hear is at such a high level that it becomes irrelevant to most channel partners’ businesses. Do these sound familiar?

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Managed Services: The Gateway to Public Cloud Riches

Since the big public cloud providers don’t pay commissions directly to indirect sellers, managed services are the way to reel in the big bucks from the likes of AWS, Google Cloud and Microsoft Azure.

We gathered some experts at the recent Channel Partners Conference & Expo for a panel aptly dubbed, “Where’s the Money in Hyperscale Public Clouds?” to learn how professional service fees and recurring commissions on management applications can answer that question.

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Cloud Girls, Alliance of Channel Women Seek Nominations for 5th Annual ‘Women to Watch’ Awards

“The Cloud Girls Rising award was created to inspire more thought leadership and forward movement by women involved in the cloud technology space,” said Jo Peterson, founder of Cloud Girls and vice president of cloud services at Clarify360. “We’re recognizing female cloud leaders who make an impact in the emerging technology industry while encouraging more women to rise to the occasion and make a difference.”

The awards program is open to women working across the spectrum of products, tools and technologies that make up the cloud ecosystem.

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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.

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!

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.

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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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