TD Synnex

Jessica McDowell

VP, Security, Networking

Retaining stickiness with an existing customer base will continue to challenge our partners. While expansion into new customers is always important, partners should take a measured approach to securing and increasing their footprint with their loyal customer base.

WatchGuard

Michelle Welch

Chief Marketing Officer

Stack selection and cutting through the noise. Major technology transformations in historically mature segments (networking, identity, and device protection) have led to very creative marketing. It is more important than ever that partners validate product capabilities and roadmap features. The same goes for the rise in MSP popularity. Many companies, hungry for a piece of the channel action, are claiming to be channel-focused and MSP-friendly, making it more critical for partners to validate what that means. Wrong vendor or technology selection can be very costly and, unfortunately, there is more noise out there than ever.