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XChange+ March 2022

XChange 2022

The XChange+ March 2022 conference is the largest, independent gathering of the IT channel’s premier solution providers and technology suppliers

Get all of CRN's coverage of the event here and follow along on Twitter at #XCH22.

Pax8’s Walsh: ‘Let’s Educate And Keep Going’
‘This is not about your ability to understand and take on new learning and knowledge. We feel very confident about teaching around the cloud in general. This is if you don’t have the bandwidth and you want somebody else to take it on, that’s what [our] Pro Services is for,’ says Pax8 COO Ryan Walsh.

ConnectMeVoice Takes Telecom Billing Out Of The Cloud VoIP Selling Equation
The cloud VoIP provider that works exclusively through the channel can handle billing and taxation on behalf of MSPs, one of the biggest barriers to entry in selling voice, according to ConnectMeVoice’s Channel Chief Frank Seltzer.

10 Big Cybersecurity Bets Solution Providers Are Making In 2022
From multifactor authentication and least privileged access to unified dashboards and employee training, here’s where 10 solution providers attending this week’s XChange 2022 conference plan to place their biggest cybersecurity bets.

MSPs Speak Out: How Changing Market Dynamics Are Influencing IT Investment
With cybersecurity, hybrid work, and supply chain challenges top of mind, CRN reporters ask MSPs from all over the country: changing market dynamics influenced the technology areas your business is investing in today?

15 Hot Technology Products For SMBs
Vendors showed off their latest and greatest products at CRN parent The Channel Company’s XChange 2022 event in Dallas this week.

Wasabi Executive: We Beat AWS On Price
‘A lot of folks don’t like the biggest service providers – AWS, Google, Azure,’ Drew Schlussel says. ‘They have great systems. They do a fantastic job … But the fact of the matter is, they really are catering to the biggest, heaviest and most expensive workloads.’

Cisco Channel Leader Michelle Ragusa-McBain: 5 Marketing Tips For SMB-Focused MSPs
Cisco’s Michelle Ragusa-McBain at XChange 2022 shares five tips for SMB-focused MSPs as they craft marketing strategies, build their company culture and implement sales outreach efforts amid the hybrid work demands of employees and brand-new buying behaviors from customers.

MSPs: How To Use QBRs As A Path To Customer Success
‘If you’re in the mode of being reactive, you’re definitely walking into “no’s” because you didn’t see it coming. If you’re not able to be proactive, it’s very easy to walk in unprepared for the situation. So, enter the QBR,’ Marnie Stockman, CEO of Lifecycle Insights tells an audience of MSPs at Xchange 2022.

OpenText: ‘We Want To Help You Plan Out Your Transition To Microsoft’s New Commerce’
‘With New Commerce Experience, we’ve been helping our partners not just navigate some of the murky waters of that but actually come out better than they were before. Microsoft is just our entry. It’s what we start talking to partners about. We’re here to help you grow your business,’ OpenText’s Justin Gilbert tells an audience at XChange 2022.

‘Backups Are Dead,’ CEO Of Backup Vendor Axcient Says
‘As a backup vendor, I’ll tell you, backups are dead. If you only do backups, you will be out of business,’ says Axcient CEO David Bennett.

Check Point: We Offer Much Better Margins Than Competitors
‘Compared to some of our competitors, we can do things financially for you that we don‘t believe the competition can do,’ says Check Point global channel chief Frank Rauch at XChange 2022.

Microsoft Channel Chief Rodney Clark: ‘Unintended Business Models’ Led To NCE
‘The 20 percent is not meant to penalize anyone or to shift and change business models,’ Microsoft Channel Chief Rodney Clark says at CRN parent The Channel Company’s XChange 2022 event. ‘The reality is that we had a program in CSP that actually created some unintended business models for us – and one of which was this notion of monthly.’

Microsoft Channel Chief Rodney Clark’s Boldest Statements From XChange 2022
“The whole thought premise, then and now, is to simplify and make it easier for our customers to engage, to simplify and make it easier for our partners to bring value to customers,” Channel Chief Rodney Clark says.

State Of Partner Profitability Study: Services-Led Business Driving The Most Growth
The Channel Company CEO Blaine Raddon reveals the results of the State of Partner Profitability study and leads a discussion with a panel of solution provider executives around how they’ve changed their business models and where they see the most growth ahead.

ThreatLocker CEO: ‘Zero Trust Doesn’t Have To Be A Heavy Lift’
‘The people trying to exploit these vulnerabilities aren’t schoolyard bullies anymore. They are big, organized organizations, and they don’t care if you’ve only got 10 employees,’ says CEO Danny Jenkins at XChange 2022.

MSPs Are Bracing For Increase In Cyberattacks In Wake Of Russia Invasion of Ukraine
‘Everybody needs to be aware of the potential for increased attacks,’ says Michael Goldstein, CEO of LAN Infotech, a Fort Lauderdale, Fla. ‘Everyone is fair game. We have tightened up all our policies and rolled out a cloud based SSL VPN.’

A ‘Gold Rush’ For MSPs: Government And Higher Education
‘We can get our infrastructure built to where it needs to be, but at the same time, you’re going to make some money,’ Holly Davis, founder of business consultancy Komplement, tells MSPs interested in starting a SLED practice.

DataStream: Having A Cyber Insurance Partner Can Change The Conversation
“We get to come in and be your partner and we get to come in there and say, ‘Guess what, Mr. Customer, without those things, you’re virtually uninsurable.’ And when the CFO, CIO hears those words, they open the checkbook,” Larry Meador, DataStream’s channel partnerships and alliances director, tells an audience at XChange 2020.

How To Harness Compliance To Boost And Differentiate Security Solutions
Solution providers should be highlighting compliance as a way to elevate their security offerings in an increasingly crowded market, Compliancy Group’s Paul Redding tells an audience of solution providers at XChange 2022.

Russia Invasion of Ukraine Poses Grave Threat To MSPs: Lt. General Russel Honore’
Retired Lieutenant General Russel Honore, a decorated 37 year U.S. Army veteran, says he expects the Russia invasion of Ukraine to lead to increased ransomware attacks here at home.

Area 1 Security: ‘We Believe It’s Possible To Have A Clean Inbox’
‘Email is the single biggest attack surface out there, and it will remain so. Email is the most mission-critical application. The threat actors know it and they will take full advantage of it,’ says Area 1 CRO Steve Pataky at XChange 2022.

Cynet’s Royi Barnea: Our XDR Platform ‘Connects All The Dots’
‘We’re focused on XDR to provide a much more simple solution for your clients, a much easier way to approach them. We reduce your buying costs and your investment costs and enable you to get a much higher win ratio,’ says Cynet’s Royi Barnea at XChange 2022.

Sherweb Aims To Help Partners Scale, Tackle Cloud Challenges
‘You need to be able to work with the clients you have today and be able to never say no to an opportunity in the future,’ said Michael Slater, head of sales and marketplace at cloud distributor Sherweb. ‘Scale should never be a problem for you if you pick the right vendors to work with.’

Security Assessments Can Shift Clients From ‘Basic’ To ‘Advanced’ Security Stack
Security-focused MSPs need to be able to illustrate the need for an advanced security stack, which can be done through security assessments, Galactic Advisors’ CSO told solution providers at XChange March 2022.

MSPs: Microsoft Is Fastest Growing Partner In Managed Services ‘Golden Era’
‘COVID and the pandemic changed everything,’ said David Stinner, president of USitek, a Buffalo, N.Y., MSP. ‘Our Microsoft business is up 400 percent since the pandemic. Microsoft is on top of the world again.’

The Channel Company Expands Its Global Footprint With bChannels Acquisition
“With The Channel Company’s U.S. best-in-class channel database and bChannels’ unmatched global channel database, we are now the undisputed global channel leader for to and through partner marketing services,” said The Channel Company CEO Blaine Raddon.



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