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XChange 2019

XChange 2019

CRN is live in Las Vegas for XChange 2019.

Get all of CRN's coverage of the event here and follow along on Twitter at #XCH19.

March 5th

WatchGuard’s Five-Step Plan To Turn MSPs Into Profitable Security Powerhouses
Himanshu Verma, WatchGuard’s director of business development, says pricing, automation, threat correlation, PSA/RMM integrations, and choosing a security platform that scales as the MSP grows are the ingredients to success.

Scott Vogel: HPE Partners Can Make More Money Selling GreenLake Than Traditional Capex Infrastructure Deals
"You are going to make a lot more money [with GreenLake Flex Capacity] than you would on a conventional [IT] purchase," said Vogel. "With the 17 percent rebate, you are going to realize most, if not all of it, in the first year.

MSP Touts IoT Opportunities To MSPs
MSP Urban Digital Solutions' Anthony Pisano said that MSPs, who already own their customers' networks, should quickly embrace IoT, especially the "low-hanging fruit" such as IP-connected video, audio, and security devices.

AT&T: IoT, Mobility Presents A Tactical Way For Partners To Grow Their Business
‘With mobility and IoT, there's a huge correlation with things you’re already doing today, like SD-WAN and failover’ says AT&T's Rob Ayres.

5G Evolution Will Change Channel Business, Says Solution Provider
‘5G will be the fabric for connectivity around the world,’ says Phillip Walker, customer advocate leader for Network Solutions Provider, during his session at Xchange 2019.

XCH19

The Channel Company CEO Bob Skelley: Microsoft, AWS, Google Are Having 'Positive Impact' On Partners
“We've got huge public cloud institutions, billions and billions of dollars in revenue, we've got solution providers seeing increased demand from customers, we see a big opportunity here for solution providers,” said Skelley.

ADT Cybersecurity Looks To Expand Its Channel Push Around Managed Detection And Response
The company is seeking to add new solution providers to its roster as part of its push to bring MDR to smaller customers.

The Channel Company CEO Bob Skelley: Microsoft, AWS, Google Are Having 'Positive Impact' On Partners
“We've got huge public cloud institutions, billions and billions of dollars in revenue, we've got solution providers seeing increased demand from customers, we see a big opportunity here for solution providers,” said Skelley.

The MSP Business Is Evolving, And That Means Nothing But Opportunities
Datto's Michael DePalma took the XChange 2019 stage not to talk about Datto, but about the key trends that will impact how managed service providers will do business in the future.

The Channel Company CEO Bob Skelley: Public Cloud Is Having A Big Impact On Channel Landscape
The Channel Company CEO Bob Skelley says public cloud providers Microsoft, Amazon Web Services and Google are seeing a dramatic increase in the number of partners that view them as strategic suppliers.

Webroot: MSPs Need To Take Layered Security Approach
“There’s no silver bullet. If any vendor stands up here and tells you, ‘Hey, we’ve got the perfect solution, we’ll protect you from everything—run as fast as you can in the other direction,’” Sarah Morgan, MSP channel account manager at Webroot, told MSPs at XChange 2019.

How Channel Leaders Can Avoid The Worst Sales Mistakes And Win Every Time
‘Salespeople talk too much, they sell too soon, and they don’t take enough time to understand their customers,’ sales training coach Chris Bennett tells channel partners at The Channel Company’s XChange 2019 in Las Vegas.

Not Just Firewalls And Anti-Virus: Data Security Requires Multi-Pronged Approach
Implementing a data security solution is best done by considering all the angles from the pre-attack phase through the actual attack to the post-attack phase, says Axcient’s Joshua Foltz.

Comcast SDN Platform Will Help Partners Move Into A 'New Frontier' With The Cable Giant
‘We'll sell the network and the platform, but the power of this tool lies in what you can do to manage that network of behalf of the client and charge for your own services. That's where the channel can make money,’ says Comcast channel chief Craig Schlagbaum.

MSPs Must Elevate Customer Conversations In An As-A-Service World
“If you’re able to educate your clients on things in their industry, you’re in,” said ConnectWise Product Marketing Director Brian Troy. “They’re going to look at you as a real partner.”

Silver Peak Channel Chief: Now Is The 'Perfect Time' To Introduce SD-WAN To Cloud-Focused Businesses
‘Enterprises are making the decision now, and opportunities like this don't come around that often,’ says Michael O'Brien, vice president of global channel sales for Silver Peak said of the blossoming SD-WAN market.

Building A Culture Of Trust Is Critical In A Fast-Changing World
Three fundamental elements of trust—competence, authenticity and empathy—are key to leaders looking to do well in a world where technology changes are happening at ever-increasing speeds, according to Joe Bassani, a leadership coach at UTC Partners.

March 4th

US Channel Sales VP Rob Schaeffer: HPE's Super 6 Is Accelerating Opportunities For Partners
"We believe that we are on the precipice of making the autonomous data center a reality- self managing, self-healing, self-optimizing," said Rob Schaeffer.

Ingram Micro Exec On Public Cloud Repatriation: 'Expect This Trend To Grow'
The distributor is promoting a CenturyLink hosted private cloud alternative to the public cloud, which leverages HPE hardware and VMware software.

How 'Moneyball For Business' Can Solve Your Employee Engagement Woes
Brandon Kinsey, president of Kinsey Management LLC, says that analyzing data on what drives your employees is the key to engaging and retaining your employees.

XCH19

Vegas Golden Knights CMO Brian Killingsworth: 5 Successful Marketing Tips
Brian Killingsworth, senior vice president and chief marketing officer of the NHL’s Vegas Golden Knights, explains the successful marketing tactics that he says built ‘the most successful expansion franchise in the history of professional sports.’

Intermedia Launches UCaaS Analytics Platform Envision At Xchange 2019
Cloud communications specialist Intermedia is making UCaaS selling more appealing for MSPs via its new analytics platform, Intermedia Unite Envision.

Emotet Giving Ransomeware A Run For Its Money As Biggest Security Threat
Emotet is used to gain access to a machine, allowing the adversary to do anything from inserting ransomware to stealing intellectual property, Sophos leaders said at XChange University: IT Security.

WATCH: Solution Providers Talk Cyber Security, 5G At XChange 2019
The Channel Company is hosting its annual XChange conference in Las Vegas. Here’s a look at the top headlines.

HPE's Scott Ramsay On The Secret To GreenLake's 300 Percent Channel Sales Growth Rate
Scott Ramsay, global vice president of HPE GreenLake, says the 300 percent growth in HPE GreenLake channel sales in the most recent quarter is being driven by HPE's unmatched investment in the channel pay-per-use model.

Qnext Provides ‘Unheard Of’ Cloud Storage Edge Service For Partners
Qnext’s FileFlex is an on-premises edge service that provides cloud storage functionality to the entire company-owned infrastructure and puts it under a solution provider’s control.

XCH19

March 3rd

The Service Desk: Standard Processes, Metrics Improve Client Satisfaction And Retention
A well-designed, well-implemented service desk based on ITIL helps MSPs provide better service and support to clients while improving cost control and opening the door to future business opportunities.

Sprint IoT Will Be Set On Fire By 5G, Execs Say
Sprint, one of the largest wireless providers in the U.S., is getting real about 5G and IoT opportunities and why it is placing its bets on the channel to help make these sales.

Solution Providers Urged To Show Their Caring Sides To Win Word-Of-Mouth Referrals
“I think caring got lost along the way in sales,” Breakthrough Champion CEO Matt Ward said. “What does work is showing up in the conversation with people. It matters.”

Pax8 MSP Super Session: Solution Stack Is Key To Stopping Security Attacks
"I think in general the industry needs to embrace the suite or the bundle mentality because security is a broad conversation," said Dan Johnson, president of machineLOGIC, an MSP based in Denver, Colo.

Next-Gen MSPs Must Master Problem-Solving
"I really like to solve problems that customers didn't even know they had," Jeanette Lee, senior director of product solutions architecture for Ruckus Networks, told partners at The Channel Company's XChange 2019 in Las Vegas.

APC Launching New Partner Certification To Drive Software Services
APC by Schneider Electric unveiled a new Software Digital Services certification around its EcoStruxure IT SaaS platform at XChange 2019.

Author Kevin Brown: Be A Hero By Helping Others ‘With No Strings Attached’
The author of “The Hero Effect” said during his XChange 2019 keynote that it’s not enough just to satisfy customer needs--businesses should be striving to create an “exceptional experience” that goes beyond expectations

Solution Provider CISO: Security Dialogue With C-Suite Must Focus On Risk, Loss
If you want to have strategic conversations with customers about security, you need to speak the same language as chief risk officers, said Atrion CISO Richard Moore.

View From A Mid-Market Customer: Help Us Save Money, Gain Expertise
The average salary for a cybersecurity expert today is $137,000, which presents the channel with an opportunity to save businesses money.

Emotet Giving Ransomeware A Run For Its Money As Biggest Security Threat
Emotet is used to gain access to a machine, allowing the adversary to do anything from inserting ransomware to stealing intellectual property, Sophos leaders said at XChange University: IT Security.

MSSP Expert: Visibility Is The Key To Security Success
Customers should know who's connecting to their network, what applications those people are using, and what types of information is flowing out to the internet, said MSSP guru Michael Knight at XChange University: IT Security