Programme List - Channelnomics Conference MSP, New York


The 2018 Program

9.00 -9.30am

Registration and breakfast


9.30 – 9.40am

Opening remarks
Jessica Meek, U.S. Editor, Channelnomics

9.40 -  10.10am

Research: The market is turning to services, and so is the channel... sort of
Larry Walsh, CEO, The 2112 Group
  • Managed, cloud and protracted professional services are already bedrock revenue sources for solution providers. Vendors are quickly shifting their primary profit models from transactional product sales to persistent services engagements and recurring payment models.
  • However, vendors aren't necessarily happy with the way partners are adopting or implementing services. There's a huge disconnect between the way vendors and partners think of services, and that will cause problems for both sides of the value chain.
  • The 2112 Group's Larry Walsh will provide an overview of how vendors and solution providers are increasingly turning to services as a profit model, the source of the misalignment in how both view services, and what they need to do to find success in the near and long term.

10.10 – 10.50am

Panel Discussion: Achieving sales excellence
Charles Henson, Managing Partner, Nashville Computer, Inc.
Mike Hurd, Director of Technology Services, Wachter
James Kudla, President, Tarrytech Computer Consultants
Nancy Pautsch, President, Envision IT

Moderator: Jessica Meek, U.S. Editor, Channelnomics
  • Tips on recruiting talent and building a successful sales team
  • Working out the right commission structure that will enable growth
  • Building relationships and becoming a trusted advisor to your customers

10.50 – 11.20pm

Morning break

11.20 – 11.50pm

Offering security solutions to your clients - dos and don'ts
Jason LaPorte, Chief Technology & Information Security Officer, Power Consulting Group, Inc.
  • What is the latest thinking and solutions channel players can deploy to deal with security threats?
  • What are the biggest challenges when deploying security solutions for your clients and how to tackle them?

11.50 – 12.10pm

Cloud communications opportunities for MSPs
Jim DeBald, VP of Channel Sales, CoreDial
  • What is cloud communications
  • Why MSPs are adding cloud communications to their service offering
  • 3 ways to offer cloud communications
  • Success stories from businesses like yours


12.10 – 12.40pm

Tailoring your business model to the ever changing market
Charles Henson, Managing Partner, Nashville Computer, Inc.
  • What business model changes are necessary to thrive in the new environment
  • How to deal with constant margin and pricing pressure
  • The MSP market is becoming saturated. How can you compete without compromising your profitability?


12.40 – 12.50pm

Vendor Showcase
  • Sophos
  • Quest


12.50– 1.50pm

Lunch break and networking

1.50 – 2.20pm

Delivering customer experience with profitability in a cloud first service environment
Ismail Nalwala, Co-CEO & Partner, IOTAP
  • Digital transformation is underway and customer experience is top of mind for C-level executives
  • In today's cloud first service economy margins are shrinking and service providers have to enable the transformation for their customers
  • This session will discuss strategies and best practices that MSPs should be considering today to deliver these customer experiences while keeping profitability in mind


2.20 – 3.00pm

Panel discussion: Marketing for Managed Services - what should your marketing plan look like
Steve Rutkovitz, Founder & CEO, Choice Cybersecurity
Larry Walsh, CEO, The 2112 Group
Ismail Nalwala, Co-CEO & Partner, IOTAP

Moderator: Scharon Harding, Assistant Editor, Channelnomics
  • What channels should you use to market managed services?
  • Communicating the benefits to your customers: Do they really understand you?
  • How to differentiate your proposition from competitors? 


3.00  - 4.00pm 

Closing remarks and networking drinks
Jessica Meek, U.S. Editor, Channelnomics