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M&A, Security, And Cloud: 2022 Market Strategies For Solution Providers

C.J. Fairfield

‘From a partner perspective, what we’re seeing is just the ability to really consult with the customers and truly provide that overall solution for the end users that can really address the overall digital IT transformation,’ Melissa McCoy, vice president of channel sales at Flexential.

With a huge focus on security and the move to cloud in remote and hybrid work environments, there‘s myriad opportunities for solution providers.

“Marketplaces are really emerging,” said Jared Pangretic, senior vice president of sales for Denver, Colorado-based distributor Pax8, last week at Best of Breed (BoB) Conference in Atlanta, hosted by CRN parent The Channel Company. “It‘s because of these shifts in buyer behavior. The consumerism is bleeding into how we operate.”

Pangretic was a part of a channel outlook panel along with Subo Guha, head of product management for Ontario, Canada-based vendor N-able, and Melissa McCoy, vice president of channel sales at Flexential, a Charlotte, North Carolina-based solution provider. The panel was moderated by Manak Ahluwalia, president and CEO of Aqueduct, a Waltham, Mass.-based solution provider.

This is both a challenging and exciting time for solution providers, Pangretic said, as it‘s the first time in recent history companies are working among team members across four generations, from baby boomers to Gen Z.

The mix of generations set the stage for new ideas from how to do business to capturing new customers to offering new services.

Here are five ways solution providers can grow their company and win big in 2022.

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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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