Channel programs News

CRN 40th Anniversary Panel: 5 Key Ways The Channel Has Evolved

C.J. Fairfield

CRN has been a ‘catalyst’ in bringing alignment to the channel and bridging the gap between the vendor and the solution provider, says Jason Wright, CEO of MSP Avatar Computer Solutions, in a panel discussion with other executives at XChange 2022.

How Business Models Must Change To Grow In The Future

For Wright, it’s continued progression toward “the ascension to that summit.”

“When you look at the cybersecurity landscape, if you look at the evolving threat vectors … and now cyber insurance is coming into them … [customers] don’t realize the exposure they open themselves up to,” he said. “They don’t know this and it’s our job to educate and inform them.”

It’s also about working with customers through every aspect of their business such as employee engagement and talent retention.

Grothjan said the business model is driven by data.

“It’s one thing to create data and store it, but now it’s all about analyzing data and leveraging it and driving business outcomes based on it,” she said. “And then to sell services based on the ability to drive those business outcomes.”

Raddon said it’s not about speeds and feeds. It’s a partnership, he said, and the customer has to be an extension of an MSP’s organization.

Goldstein is focusing on the customer experience.

“Service delivery is everything,” he said. “We want to be that trusted source. It’s really just analyzing a little deeper … and making sure their experience is the best experience.”




CJ Fairfield

CJ Fairfield is an associate editor at CRN covering solution providers, MSPs and distributors. Prior to joining CRN, she worked at daily newspapers, including The Press of Atlantic City in New Jersey and The Frederick News-Post in Maryland. She can be reached at

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