XChange 2017


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XChange 2017

XChange 2017 is a wrap. Check out all of CRN's coverage of the IT channel's premier event.

30 Hot Products To Check Out Right Now
XChange 2017 featured dozens of vendors – including Extreme, Ingram Micro, Ruckus Wireless and many others – promoting their automation platforms, data backups, cybersecurity solutions and other offerings. Here are 30 products that stood out from the pack.

 

Rising To The Top: CRN's 2017 Annual Report Card Awards
Dell EMC, Cisco and IBM took top honors at XChange 2017 in the 32nd consecutive Annual Report Card awards, while channel legend Frank Vitagliano earned a coveted spot in the IT Hall of Fame.

 

How Solution Providers Can Transform Their Customers' Businesses With AI
Solution providers that can inject artificial intelligence solutions into a customer's business processes can help companies run more smoothly, according to John Shaw, CEO of AI professional services firm Digital Nebula at Xchange 2017.

 

Emerging Technologies Present Massive Opportunity For Partners
A panel of top solution providers said they see an incredible opportunity for partners to become experts at understanding and helping customers embrace IoT, artificial intelligence, data analytics and the cloud.

 

Channel Chief Rauch Credits Channel Partners For Spurring VMware's Q2 Growth
'We could not do it without you,' Frank Rauch says of partners during a session at XChange 2017 Tuesday morning, citing strong preliminary results for the company's second quarter.

 

ConnectWise Sales Director: Look For Salespeople With Technical Expertise, Creativity And A Strong Work Ethic
Solution providers also should find a way to assess whether the individuals are solutions salespeople or if they're just selling point products, says Kyle Jackson, ConnectWise's major account sales director, in a session at XChange 2017.

 

XChange 2017

HPE's Richardson Underlines Commitment To Partners With Pledge To Drive SimpliVity, Nimble Entirely Through The Channel
"One thing that hasn't changed is our commitment to the channel," Richardson said at the Channel Company's XChange 2017 conference in Orlando, Fla. on Monday.

 

XChange 2017: Four Crucial Team-Building Lessons For Channel Leaders
Best-selling sports author and motivational speaker Don Yaeger told attendees at XChange 2017 how team members that improve those around them can be among a company's most valuable assets.

 

Solution Providers Can Offer Important Business Insights As Customers Change How They Use Technology
As businesses change the way they buy and use technology, partners can stay relevant by helping them solve business problems with innovative solutions, said Bobby Cameron of Forrester Research, during a keynote at XChange 2017.

 

Intermedia: Giving Away Phones And Exploding UCaaS Myths
Intermedia Chief Revenue Officer Eric Martorano and Vice President of Cloud Solutions Mark Sher made the case at XChange 2017 that selling VoIP can be simple and profitable for the channel.

 

     

    SD-WAN Primed For Solution Providers Who Can Talk Business Outcomes, Not Technology
    Those companies that can position SD-WAN as a tool to help customers better achieve their business goals will land more sales in a market ripe for disruption, say solution providers CRN spoke with at XChange 2017.

     

    Channel Legend Vitagliano Thanks Mentors, Family In Heartfelt IT Hall Of Fame Induction Speech
    With his peers and family in attendance for the ceremony at The Channel Company's XChange 2017 conference in Orlando, Fla., Vitagliano recounted a prosperous career in the IT channel.

     

    Extreme Networks: 'The Time Is Now' To Partner And Take On Cisco, HPE
    "We aren't Cisco or HPE, nor do we want to be. We want to move with a lot of speed for our partners," said Extreme's channel leader Gordon Mackintosh at XChange 2017.

     

    MSPs Need To Become A True Virtual CIO For Customers, Not A Virtual 'Captain Obvious'
    Too many MSPs fail to be truly proactive in their relationships with customers, leaving them to make the same recommendations that everybody else would make, says TruMethods' Gary Pica at XChange 2017.

     

    IT Hall Of Famer Vitagliano's Success Is A Testament To Lessons Learned From His Parents
    Channel icon Frank Vitagliano, set to become the newest member of the IT Hall of Fame, points to lessons learned in his childhood as the building blocks for his success.

     

    XChange 2017: 10 Ways One Security VAR Found Success Doing Things Differently 
    Here are 10 lessons learned Peter Streips shared at XChange 2017 Security University on how he grew Boston-based Network Security Group from the ground up into a multimillion-dollar business.

    XChange 2017

    2017 Annual Report Card Winners: Solution Providers Give Top Marks To Key Vendors
    For the 32nd year, solution providers scored vendors in 22 product categories based on their performance in product innovation, support and partnership.

     

    Fortinet Channel Chief: A New Wave Of Security Technology Is Needed For Today's Threats
    Fortinet Channel Chief Joe Sykora said partners need to push the next wave of security technologies if they want to help their customers combat ransomware and fend off threats to mobile and IoT products and networks.

    XChange 2017

    Fortinet's Joe Sykora
     

    Former Microsoft Channel Veteran Menzione: Great Partnerships Built On Commitment, Shared Vision And Adaptability
    Vince Menzione, who has since founded Cloud Wave Partners, highlights for an audience at XChange 2017 the characteristics of partnerships that have thrived, as well as the factors behind ones that have failed.

     

    XChange 2017: Ruckus Launches New Program That Gives Partners A Free Wireless Controller
    "If you buy a Ruckus access point, we'll give you cloud for free," said Ruckus leader Shawn Lucas at XChange 2017.

     

    Pax8 Execs: Solution Providers That Reduce Customer Acquisition Cost Will Boost Valuation, Be More Efficient
    Solution providers should look to spend less than $24 for every $1 of new recurring revenue, say executives from the cloud distributor during a session at XChange 2017.

     

    XChange Security University: 5 Ways Partners Can Talk To Customers About Ransomware 
    With ransomware attacks front and center, Sophos North American Enterprise Region Sales Engineering Director Matthew Hickey said there are many opportunities for partners to help customers step up their security game.

     

    APC Living On The 'Local Edge' With New Power Deployment Configuration Tool, Cloud Management
    APC by Schneider Electric's new Local Edge Configurator tool automates the configuration of multi-product edge computing power requirements, and aims to make it easier for partners to increase their stackable discounts.

     

    XChange 2017: 5 Tips For Driving Sales Through Social Media
    Sales guru Amy Slater dishes out tips for solution providers on how to leverage social media to build better relationships and win more deals.

     

    Champion Solutions CEO Chris Pyle: The Channel Must Be 'The Tip Of The Spear' In Cloud Markets
    "Don't let anybody [make you think], 'I'm a little VAR and this is my little patch and I can't go anywhere else,'" Pyle told solution providers at The Channel Company's XChange 2017 conference in Orlando, Fla., Sunday.

     

    Talari President: SD-WAN Should Be A 'Small Part' Of Overall Solution Provider Offering
    Talari Networks isn't very prescriptive in how partners should build networking solutions for their customers. Instead, the SD-WAN provider wants to become part of the overall solution, according to John Dickey, co-founder of Talari.

     

    XChange 2017: Here's A Sure-fire Way To Improve Your Sales Team's Prospecting
    Talking with prospects over the phone will enable solution providers to overcome common brush-offs and stand apart from their email-dependent peers, said Keith Lubner of Channel Consulting Corp.

     

    Solution Providers: Make IoT Less About 'Things,' More About Data Interpretation
    Solution providers building an IoT practice should focus on data management and interpretation, according to solution providers at The Channel Company's XChange 2017 conference.

     

    XChange 2017: Traditional Sales Strategies Are 'Under Siege,' But Brand Evangelism Can Help The Channel
    Author and speaker Denise Lee Yohn said businesses can better adapt to modern marketing by approaching prospective customers with brand evangelism in mind.

    XChange 2017

    Denise Lee Yohn
     

    XChange 2017: APC Bridging The Worlds Of IT And OT
    "We can provide the data platform, it's going to be up to [partners] and others to drive the applications and analytics on top of it," said APC's strategic leader Russell Senesac at XChange 2017.

     

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