OpenText Cybersecurity Stronger Together: How Partnerships Power MSP Growth

OpenText Cybersecurity used its “Stronger Together: How Partnerships Power MSP Growth” keynote conversation at XChange to reinforce a central message for today’s managed service providers. Strong relationships with vendors, peers and customers remain essential for winning business, scaling efficiently and standing out in a competitive market.

The session, led by Michael DePalma, vice president of business development, opened with a discussion of predictions that marketplaces will dominate future IT buying. While marketplaces have a clear place in the ecosystem, DePalma said they will not replace the fundamental role of human connection. “There is a reason why this room has been full the last 25 times I have been here. Because at the end of the day, that is how the channel grew. It is through these relationships,” he said.

Fusion Tech CEO Brian Miller told attendees that community support played a major role in helping his MSP grow from a single-person operation to more than 80 employees. “Once we understand what is going on with their business, then we can figure out how we add value and how we earn the right to work with them,” Miller said said.

For Seisay IT Solutions founder and CEO Amie Seisay, peer relationships created significant revenue opportunities. “You never know what you are going to learn and who you are going to meet,” she said. Seisay added that OpenText has provided strong support for partners, including guidance on Microsoft programs. “OpenText has been amazing with the type of support that has been provided to partners,” she said.

OpenText emphasized continued investment in tools, programs and a seamless partner experience designed to help MSPs strengthen relationships and gain long-term stability.

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