Telecom Reseller

By Doug Green “If someone can do it 70% as well as you—you need to let go.” At the close of the Channel Partners Conference & Expo and MSP Summit, I spoke with Julie Thiel of TTS Company about a theme that stood out amid a week dominated by AI and technology: the human side of growth. Thiel shared that many of the leaders she spoke with during the event are energized by opportunity—new customers, new services, and new technologies—but also feeling the weight that comes with scaling a business. Growth brings complexity, and ultimately, it brings more people. For many leaders, that translates into longer hours and a deep sense of responsibility for their teams. Against that backdrop, Thiel outlined three practical leadership principles that she sees as essential for companies looking to scale successfully. First, leaders must hand off results—not just tasks. Delegation is not about assigning activity; it's about transferring ownership and accountability for outcomes. Without that shift, leaders remain bottlenecks in their own organizations. Second, she emphasized the importance of “tell, show, do” as a framework for developing people. It's not enough to explain what needs to be done—leaders must demonstrate it and then create space for employees to execute. This structured approach to training builds confidence and capability across the team. Third, and perhaps most challenging, is the idea that if someone can do a task 70% as well as the leader, it is time to let go. For many executives and founders, this represents a significant mindset shift. However, without it, organizations struggle to scale because too much remains dependent on a small number of individuals. In a week filled with discussions about automation and artificial intelligence, Thiel's perspective underscored a critical point: technology may enable growth, but people determine whether that growth is sustainable. For MSPs, channel partners, and service providers, the takeaway is clear. Scaling a business requires not only the right tools, but also the willingness to invest in people, develop leadership capabilities, and step back to allow teams to take ownership. Learn more at: https://thieltalentstrategy.com/

By Doug Green “Last year, AI was being talked about like candy. This year, it's under the hood—and that's where it belongs.” At the close of the Channel Partners Conference & Expo 2026, I spoke with Dean Manzuri of UniVoIP about what changed from last year to this year—and what that means for partners navigating the evolution of AI and voice. Manzuri's perspective reflects a broader industry shift. A year ago, AI dominated the conversation as a headline feature. Today, it's becoming embedded—less visible, but far more impactful. Instead of being marketed as a standalone capability, AI is increasingly integrated into platforms and workflows, quietly improving performance, automation, and user experience. That shift aligns closely with UniVoIP's core mission: to be the best voice provider for Microsoft Teams. The company's value proposition is straightforward—help organizations migrate their phone systems into Teams seamlessly, while ensuring reliability and a strong user experience. From a channel perspective, the event delivered what many providers were looking for: new partner engagement and clearer signals on where the market is heading. Manzuri noted that UniVoIP connected with a range of new partners and used the event to validate its direction, particularly around Teams voice and integrated communications. The AI conversation reinforced that direction. As AI becomes embedded within platforms like Teams, the opportunity shifts from selling “AI features” to delivering better outcomes—smarter routing, improved call handling, automation, and enhanced customer interactions, all happening behind the scenes. For partners, this changes the sales motion. Instead of leading with AI as a buzzword, the focus moves to business results: smoother migrations, better call quality, more efficient operations, and tighter integration with the tools customers already use. In that sense, AI isn't replacing the core value of voice—it's strengthening it. And as the show wrapped up, that may have been the most important takeaway: the future isn't about adding more technology on top. It's about making the technology already in place work better, more intelligently, and more seamlessly than before. Learn more at: https://www.univoip.com/

By Doug Green “The challenge for partners today isn't just technology—it's choosing the right model in a market full of options.” At the Channel Partners Conference & Expo 2026 in Las Vegas, I spoke with Kevin Huang, North America Sales Director at Yeastar, about how the company is helping partners navigate an increasingly complex UCaaS landscape. Yeastar, founded in 2006, has built its business around delivering unified communications solutions that span PBX, contact center, and now AI-driven capabilities. With nearly two decades of experience, the company is positioning itself as a flexible, partner-focused alternative in a market that has become crowded—and, in many ways, confusing. According to Huang, one of the biggest challenges facing partners today is the sheer number of choices. Over the past five years, the UCaaS market has seen rapid expansion, consolidation, and constant innovation. While that growth has created opportunity, it has also made it harder for partners to determine which platforms and business models best fit their customers—and their own long-term strategies. Many partners, he noted, have become dependent on specific vendors or ecosystems, limiting their flexibility. At the same time, evolving technologies and shifting pricing models are forcing partners to rethink how they go to market. Yeastar's approach is to simplify that decision-making process. The company has developed its own business model designed to give partners more control, flexibility, and margin opportunity, while still providing a full stack of communications capabilities—from traditional UC to contact center and AI-enhanced services. A key part of that strategy is unification. Rather than requiring partners to piece together multiple solutions, Yeastar aims to deliver an integrated platform that reduces complexity for both the partner and the end customer. This becomes especially important as AI enters the mix, adding both new capabilities and new layers of decision-making. Huang emphasized that AI is not just an add-on, but a natural extension of unified communications. By embedding AI into the platform, Yeastar is working to help partners deliver more value without dramatically increasing operational complexity. For channel partners, the takeaway is clear: success in today's UCaaS market depends less on chasing the latest feature set and more on aligning with a platform and model that can adapt as the market continues to evolve. Learn more at: https://www.yeastar.com/

By Doug Green “We're answering your problem in three to five hours with one of our techs.” At the Channel Partners Conference and MSP Summit, I spoke with Amit Wissotzky of Xorcom about the company's positioning in an increasingly crowded VoIP and communications market. Xorcom, an Israel-based company, delivers a broad range of telephony solutions including VoIP systems, PBXs, and gateways. The company focuses on providing the core infrastructure businesses need to keep communications running reliably, whether for internal collaboration or customer engagement. What stands out in this conversation is Xorcom's commitment to flexibility. Wissotzky emphasized that while the market has largely shifted toward cloud, there remains real demand for hybrid environments. Xorcom supports both cloud and on-premises deployments, giving partners and customers the ability to tailor solutions based on operational needs, regulatory requirements, or legacy infrastructure. That hybrid approach reflects a practical reality in the channel: not every customer is ready—or able—to move entirely to the cloud. By supporting multiple deployment models, Xorcom positions itself as a solution provider that meets customers where they are. But the more distinctive differentiator may be service. In a market dominated by large vendors and ticket-based support systems, Wissotzky pointed to responsiveness as a key advantage. Rather than long wait times and impersonal escalation processes, Xorcom offers direct access to technical support, with response times measured in hours, not days. For partners, that level of engagement can translate into faster issue resolution, improved customer satisfaction, and ultimately stronger long-term relationships. It also aligns with a broader trend in the channel, where service quality is increasingly becoming as important as product capability. As the VoIP market continues to mature, the combination of hybrid flexibility and high-touch support gives Xorcom a clear story to tell: not just technology, but a service model designed to keep business communications working when it matters most. Learn more at: https://www.xorcom.com/

Jason Byrne, SVP of Marketing at Crexendo, spoke with Doug Green, Publisher of Technology Reseller News, during the Channel Partners Conference & Expo about the company's growth strategy, brand evolution, and continued momentum in the channel. Byrne highlighted Crexendo's strong positioning in the cloud communications space, driven by its NetSapiens platform and a partner-centric model that empowers service providers to build and scale their own offerings. He emphasized that marketing plays a critical role in supporting partner success, helping them differentiate in a crowded market and effectively communicate value to end customers. “Our focus is on enabling partners to grow—both through technology and through strong, consistent messaging,” Byrne said. The conversation explored how Crexendo is investing in brand awareness and partner enablement, providing tools and resources that help partners accelerate sales and expand their reach. By aligning marketing initiatives with partner needs, the company is creating a more cohesive go-to-market strategy. Byrne also noted the importance of community within the Crexendo ecosystem, where partners collaborate, share best practices, and contribute to ongoing innovation. This collaborative approach strengthens the overall value of the platform and helps drive sustained growth. As discussions at Channel Partners continue to focus on differentiation and partner-led growth, Crexendo is positioning its marketing and platform strategy as a foundation for long-term success in the evolving cloud communications landscape. Learn more about Crexendo: https://www.crexendo.com/

Mark Lindsey, Analyst and Engineer at ECG, spoke with Doug Green, Publisher of Technology Reseller News, during the Channel Partners Conference & Expo about how AI is transforming call intelligence and post-call workflows for businesses and MSPs. Lindsey described ECG's approach to capturing and analyzing conversations, turning voice interactions into structured data that can be immediately acted upon. By leveraging AI, ECG enables automatic transcription, summarization, and extraction of key action items from calls, helping organizations streamline follow-up and improve accountability. “We're turning conversations into actionable intelligence that can be shared and used instantly,” Lindsey said. The platform goes beyond simple transcription by organizing insights into clear outputs such as summaries, tasks, and next steps. This allows teams to quickly understand what happened during a call and what needs to happen next, reducing manual effort and improving operational efficiency. The discussion also highlighted how these capabilities benefit MSPs and channel partners by enhancing customer engagement and internal workflows. By automating routine tasks and providing clearer visibility into communications, organizations can improve productivity while delivering a better customer experience. As conversations at Channel Partners continue to focus on AI and automation, ECG is positioning its solution as a practical way to bring intelligence and structure to everyday business communications. Learn more about ECG: https://www.ecg.co/

Bob Knauf, Senior Product Marketing Manager at HP | Poly, spoke with Doug Green, Publisher of Technology Reseller News, during the Channel Partners Conference & Expo in a conversation that combined a look back at a distinguished career with a forward-looking view of workplace communications. As Knauf prepares for retirement after decades in the industry—dating back to the original Polycom SoundStation—he reflected on the evolution of communication technologies and the enduring importance of voice. Despite the rise of mobile and digital collaboration tools, he emphasized that desk phones remain critical in many environments, particularly for frontline workers, healthcare, retail, and regulated industries. “HP is committed to creating products that help people communicate and collaborate better,” Knauf said. The discussion highlighted HP | Poly's new Edge V series of open SIP phones, designed to modernize workplace communications with improved usability, HP branding, and the high-quality audio experience that Poly is known for. The devices incorporate advanced technologies such as NoiseBlock and Acoustic Fence, along with new capabilities to reduce reverberation, ensuring clear, full-duplex conversations even in noisy or open environments. Knauf also pointed to strong channel opportunities tied to the broader HP | Poly ecosystem. MSPs and partners can pair the Edge V phones with a full portfolio of headsets and services, enabling them to deliver complete communication solutions across industries. This integrated approach allows partners to expand revenue streams while improving customer experience. As the industry continues to evolve, Knauf's perspective underscores a key takeaway: innovation in communications is not about replacing voice, but enhancing it. His career—and HP | Poly's continued investment—reflect a long-standing commitment to making human communication clearer, more reliable, and more effective. Learn more about HP | Poly: https://www.hp.com/us-en/poly.html

By Doug Green “We organize the chaos of invoices and inventory so businesses can focus on strategy instead of spreadsheets.” At the Channel Partners Conference and MSP Summit, I spoke with Tommi Ellis of IntraTEM about the company's move into the channel and how Telecom Expense Management (TEM) is becoming increasingly important for MSPs and their customers. IntraTEM has built its business over the past two decades serving clients directly, focusing on managing expenses across mobility, wireline, cloud, and SaaS environments. The company's approach goes beyond simple cost reduction. While identifying savings is part of the value, Ellis emphasized that the bigger opportunity lies in organizing invoices, managing inventory, and bringing clarity to complex telecom and IT environments. At its core, IntraTEM combines a robust portal with a strong human element. Ellis made it clear that while automation and platforms are essential, the company believes hands-on support is still critical. Customers are often dealing with multiple providers, fragmented billing systems, and limited visibility into what they actually have deployed. IntraTEM steps in to normalize that data and provide a clear operational picture. For enterprises, this means less time spent reconciling invoices and more time focused on strategic initiatives. For MSPs and channel partners, it opens up a new layer of value-added services that can deepen customer relationships and create recurring revenue opportunities. The timing of IntraTEM's move into the channel is deliberate. Ellis was brought on to build out the partner program, bringing nearly a decade of channel experience to the role. After years of direct sales, the company now sees the channel as the most effective way to scale its offering and reach a broader market. The message to MSPs and partners is straightforward: TEM is not just about cost savings—it's about control, visibility, and operational efficiency. As customer environments continue to expand across mobility, cloud, and SaaS, the complexity only increases. Partners who can help clients manage that complexity will be in a strong position to differentiate themselves. IntraTEM is positioning itself as that behind-the-scenes engine, helping partners deliver clarity in an increasingly fragmented communications and IT landscape. Learn more at: https://www.intratem.com

“It's as easy as asking the question—do you still have copper lines? If you don't ask, someone else will,” says Jake Jacoby, CEO of TELCLOUD. In the latest episode of the TELCLOUD POTS and Shots Podcast Series, Doug Green, Publisher of Technology Reseller News, speaks with Jacoby about how channel partners can move quickly from awareness to execution in the fast-growing POTS replacement market. As legacy copper lines continue to be phased out by carriers, millions of remaining POTS lines still support life-safety and mission-critical systems such as fire alarms, elevators, security panels, and other legacy devices. While the need for replacement is urgent, many MSPs and trusted advisors hesitate, concerned about the time and complexity required to get started. Jacoby addresses these concerns directly, emphasizing that TELCLOUD's channel-first model is designed to remove barriers to entry. While POTS replacement involves multiple operational components—including logistics, installation, compliance, project management, and ongoing support—TELCLOUD offers a flexible approach that allows partners to engage at any level. For partners looking to move quickly, TELCLOUD's full-service, white-label model enables immediate entry into the market. In this scenario, TELCLOUD handles the heavy lifting behind the scenes—from deployment to support—while the partner maintains the customer relationship and brand presence. For more experienced telecom providers, TELCLOUD also supports a more hands-on, wholesale approach. Jacoby notes that one of the biggest reasons partners hesitate is simply lack of awareness. Many providers are not proactively asking customers about their remaining copper lines, despite the growing urgency. “This is happening to every business customer that still has copper,” he explains. “If you're not having that conversation, someone else will.” The timing is critical. As shutdowns accelerate, entire regions may face sudden demand for replacements, creating bottlenecks in labor and deployment capacity. TELCLOUD encourages partners to act early, helping customers avoid delays that could impact building operations and compliance. Ultimately, Jacoby frames POTS replacement as both an immediate opportunity and a long-term strategy. With relatively little upfront investment, partners can generate recurring revenue streams lasting 15 to 20 years, while strengthening their role as trusted advisors. The episode concludes with the Shots segment, where Jacoby highlights a special Cazcanes Reposado tequila, uniquely aged in Jack Daniel's barrels and available exclusively through select distribution—continuing the series' blend of telecom insight and tequila craftsmanship. For more information, visit telcloud.com or call 844-900-2270.

By Doug Green “We find good people for good people.” At the Channel Partners Conference & MSP Summit, I spoke with Keeley Davis, VP of Global Strategy & Growth at Solvo Global, about a growing challenge for MSPs and channel partners: how to find and scale talent in an increasingly competitive and global market. Solvo Global operates across 33 countries, giving it a broad footprint to help companies access talent both domestically and internationally. While many MSPs still rely on local hiring or informal networks to fill roles, Davis pointed out that the market is shifting. Companies are now more open to nearshore and offshore talent models as they look to control costs, improve scalability, and keep up with demand. For many smaller, family-run MSPs and channel businesses, hiring often begins informally—through referrals, personal networks, or word-of-mouth. While that approach can work in the early stages, it becomes a limitation as companies try to grow. Solvo Global positions itself as a more structured and scalable alternative, helping organizations move from ad hoc hiring to a more strategic talent acquisition model. The company supports both U.S.-based recruiting and global staffing, meeting organizations wherever they are in their growth journey. For companies not yet ready to fully embrace global talent, Solvo can start with domestic placements. For those ready to expand, the firm provides access to international talent pools that can augment teams across functions. A key driver behind this shift is the broader conversation around AI and automation. As businesses invest in new technologies, they also need the right people to implement, manage, and support those systems. In many cases, global talent becomes a practical way to bridge that gap quickly and efficiently. For MSPs and channel partners, the takeaway is clear: talent strategy is becoming a competitive differentiator. Companies that can access and manage global talent effectively will be better positioned to scale, serve customers, and compete in a rapidly evolving market. Learn more at: https://solvoglobal.com

By Doug Green “It's not just about connectivity anymore—it's about delivering the entire outcome around how IT deployments succeed.” At the Channel Partners Conference & Expo, I spoke with Marek Wasilewski of Expereo about how the company is redefining what it means to deliver connectivity in a Network-as-a-Service (NaaS) world. Expereo positions itself as more than a traditional connectivity provider. As Wasilewski explained, the company delivers a comprehensive, service-led model that wraps connectivity with the operational, logistical, and deployment support enterprises actually need. That includes everything from sourcing diverse access types—such as direct internet access and LEO satellite—to full lifecycle services like project management and installation. The conversation reflects a broader shift in the market. Connectivity is no longer viewed as “plumbing,” but as a strategic layer that underpins cloud, AI, and distributed enterprise operations. For global organizations, especially those operating across multiple regions and infrastructure environments, the challenge is not just access—it's consistency, performance, and execution. Expereo's approach addresses that by aggregating multiple connectivity options into a unified service model. This includes terrestrial networks alongside emerging technologies like low-earth orbit (LEO) satellite, enabling enterprises to design resilient, flexible architectures that can adapt to location, performance requirements, and business continuity needs. From a channel perspective, this creates a significant opportunity. Partners are increasingly being asked to deliver outcomes—not just circuits. By leveraging a NaaS provider that integrates connectivity with deployment and support services, partners can expand their role into more strategic engagements, helping customers solve complex, multi-site networking challenges without taking on the operational burden themselves. The timing is important. As enterprises accelerate cloud adoption and AI-driven workloads, network performance and reliability are becoming mission-critical. At the same time, global supply chains, remote work, and edge deployments are introducing new layers of complexity. Providers like Expereo are stepping in to simplify that landscape. What stood out in this discussion is the emphasis on execution. It's one thing to design a global network; it's another to deploy and manage it across diverse geographies, providers, and regulatory environments. Expereo's value proposition is built around closing that gap—delivering not just connectivity, but a fully managed, outcome-driven service. For partners and enterprises alike, the message is clear: the future of connectivity is service-centric, globally integrated, and increasingly tied to business outcomes rather than infrastructure alone. Learn more: https://www.expereo.com/

By Doug Green “We're like the operating system within their cloud communications platform.” At the Channel Partners Conference & Expo 2026, I spoke with Jon Brinton of Crexendo about the company's growing role in the UCaaS ecosystem and its momentum behind the NetSapiens platform. Crexendo continues to position itself as a foundational layer for service providers, delivering unified communications and cloud communications solutions through a broad global partner base. With approximately 250 service providers licensing its platform, the company has effectively become an embedded engine powering a wide range of white-labeled UCaaS offerings. Brinton framed the business in simple terms: Crexendo operates behind the scenes, enabling providers to deliver communications services to both business and residential customers. That “operating system” approach has scaled to more than 7 million users on the platform, with growth reportedly outpacing the broader market. At Channel Partners, that ecosystem effect was on full display. Crexendo's presence extended beyond its own booth, with multiple exhibiting partners also relying on NetSapiens to power their offerings. The result is a network effect where innovation and value are layered on top of the core platform by an expanding community of providers and technology partners. The conversations at the event reflected that momentum. Rather than simply pitching features, Crexendo and its partners are increasingly focused on how to differentiate services, integrate complementary solutions, and drive revenue growth through the platform. This aligns with a broader shift in the channel, where success depends less on basic UCaaS delivery and more on building complete, value-added solutions. For Crexendo, the strategy is clear: continue expanding the ecosystem while maintaining a strong, scalable core platform that allows partners to innovate on top. As the UCaaS market matures, that combination of stability and flexibility is becoming a key competitive advantage. Learn more at: https://www.crexendo.com/

By Doug Green “You have to think about your business as a business—not just a technology stack—and intentionally build the value you want long before you plan to exit.” At the Channel Partners Conference in Las Vegas, I caught up with Mahen Gundecha of MSP Exit Planning to discuss a topic that continues to gain urgency across the MSP community: exit planning. Gundecha makes a clear distinction between traditional M&A preparation and what he calls true exit planning. While many MSP owners focus on preparing for a transaction late in their careers, often in their late fifties or sixties, his approach emphasizes building enterprise value well in advance. The issue, as he explains, is that many MSP founders come from technical backgrounds. They build strong operational businesses, but often remain focused on service delivery, tools, and day-to-day metrics. What can get overlooked is the broader perspective—how the business is structured, how transferable it is, and ultimately, how valuable it appears to a potential buyer. Exit planning, in this context, is not about timing the market. It is about designing the business with the end in mind. A key challenge many MSP owners face is uncertainty around succession. In many cases, there is no clear internal successor, and family members are not interested in taking over the business. That reality makes it even more important to ensure the company is structured in a way that is attractive and viable for an external buyer. Gundecha emphasizes taking a holistic view—stepping back from the technical foundation of the business and evaluating it as an asset. That includes assessing scalability, recurring revenue quality, operational independence, and leadership depth. These are the factors that ultimately determine valuation and deal success. The takeaway for MSPs is straightforward: waiting until you are ready to sell is often too late. Building value is a multi-year process, and the earlier it begins, the more options an owner will have when it is time to exit. For MSP owners navigating growth, consolidation, and increasing competition, exit planning is no longer a distant consideration—it is a strategic discipline that should be integrated into the business from the start. Learn more at: https://mspexitplanning.com/

By Doug Green “Businesses are experiencing a form of identity theft in voice—and they're paying the price for fraud they didn't create.” At the Channel Partners Conference & Expo 2026, I spoke with Maurie Munro, Vice President of Enterprise Sales at Transaction Network Services (TNS), about one of the most urgent challenges facing the telecom ecosystem: the collapse of trust in voice. TNS operates at the intersection of enterprises, carriers, and consumers, with a communications division focused on ensuring that legitimate calls are delivered, recognized, and trusted. But as Munro explained, the reality is far more complex. Today's voice environment is shaped by widespread spoofing and fraud, where bad actors impersonate legitimate businesses by using real phone numbers without authorization. The result is what Munro describes as “identity theft in voice,” where enterprises suffer reputational and operational damage from activity they didn't initiate. Consumers, in turn, have adapted. Caller ID is no longer trusted. Calls are ignored, labeled as “Spam Likely,” or blocked altogether—often impacting legitimate outreach. For enterprises, that translates into declining answer rates, reduced campaign performance, and strained customer relationships. TNS brings a data-driven approach to solving this problem, processing more than 1.5 billion call events daily. This scale gives the company deep visibility into how calls are treated across networks and where breakdowns in trust occur. The company's TNS-COM business focuses on three critical areas: Spoof protection, which helps enterprises identify when and how their numbers are being misused without their knowledge Enterprise branded calling, which displays a verified business name and logo on the consumer's device Telephone number reputation monitoring, providing visibility into how calls are labeled, scored, and treated across the ecosystem Together, these capabilities help enterprises protect their brand identity in voice—much like consumers monitor and protect their personal identity in financial systems. The impact is particularly acute in high-touch industries such as banking, healthcare, retail, and contact centers, where voice remains essential for critical communications like fraud alerts, appointment reminders, and service notifications. When those calls fail to connect—or worse, are mistrusted—the consequences ripple across operations, increasing costs and reducing effectiveness. Looking ahead, Munro sees branded calling evolving beyond simple identification. While displaying a business name is important, the future lies in richer context—logo, intent, and verified identity working together to rebuild trust at scale. “The goal isn't just to get the call through,” Munro emphasized. “It's to ensure the person receiving it knows who it's from—and can trust it.” As the industry continues to combat fraud and improve call authentication frameworks, the next phase is clear: restoring confidence in voice as a trusted channel for both businesses and consumers. Learn more: https://tnsi.com/

Shiraz Hasan, Vice President of Channel and Distribution at AT&T Business, spoke with Doug Green, Publisher of Technology Reseller News, during the Channel Partners Conference & Expo about the company's evolving partner-first strategy and its commitment to driving growth through the channel. Hasan emphasized that AT&T Business is focused on simplifying engagement for partners while expanding the range of solutions they can bring to market. By aligning internal resources, streamlining processes, and enhancing partner support, the company aims to make it easier for MSPs and channel partners to sell and deliver AT&T services. “We are building a partner-first model that makes it easier to do business with us and grow together,” Hasan said. The discussion highlighted the breadth of AT&T Business offerings, including connectivity, mobility, and advanced networking solutions, and how these can be combined to address complex customer needs. Partners are increasingly looking for integrated solutions that deliver both performance and flexibility, particularly as enterprises continue their digital transformation journeys. Hasan also noted that the channel is a critical growth engine for AT&T Business, with ongoing investments in tools, training, and enablement programs designed to help partners succeed. By fostering closer collaboration and providing greater visibility into opportunities, AT&T is strengthening its relationships across the partner ecosystem. As conversations at Channel Partners continue to focus on partner enablement and new revenue opportunities, AT&T Business is positioning its channel strategy as a foundation for long-term growth and innovation. Learn more about AT&T Business: https://www.business.att.com/

Tony Puopolo, GM of Digi Managed Solutions at Digi International, spoke with Doug Green, Publisher of Technology Reseller News, during the Channel Partners Conference & Expo about how IoT, 5G, and managed services are creating new growth opportunities for channel partners. Puopolo explained that Digi International is focused on delivering end-to-end connectivity solutions that combine hardware, software, and managed services. These integrated offerings simplify deployment and management for customers operating in distributed and mission-critical environments such as utilities, transportation, and industrial applications. “Our goal is to make connectivity simple, secure, and scalable for partners and their customers,” Puopolo said. The discussion highlighted Digi's latest innovations, including advanced 5G-enabled platforms designed to support edge computing and real-time data processing. By combining networking, compute, and security capabilities into a single solution, Digi enables organizations to reduce complexity and improve operational efficiency. Puopolo also emphasized Digi's channel-first approach, noting that partners play a critical role in delivering these solutions to the market. By offering managed services alongside technology platforms, partners can create recurring revenue streams while addressing customer needs for reliable, always-on connectivity. As conversations at Channel Partners continue to focus on IoT, 5G, and edge innovation, Digi International is positioning itself as a key enabler for partners looking to expand into high-growth connectivity and managed services opportunities. Learn more about Digi International: https://www.digi.com/

Peter Galanis, Founder and CEO of Fortavera, spoke with Doug Green, Publisher of Technology Reseller News, during the Channel Partners Conference & Expo about how MSPs can scale more effectively through structured strategy, operational discipline, and execution. Galanis explained that many MSPs struggle to move beyond incremental growth because they lack a clear framework for scaling their business. Fortavera works with service providers to align leadership, operations, and go-to-market strategy, helping them transition from day-to-day firefighting to long-term, sustainable growth. “Growth doesn't happen by accident—it requires a disciplined approach to strategy and execution,” Galanis said. The conversation highlighted how MSPs can improve performance by focusing on key areas such as sales processes, operational efficiency, and leadership alignment. By building repeatable systems and focusing on accountability, organizations can scale without losing control of their business. Galanis also emphasized the importance of shifting mindset from working “in the business” to working “on the business.” This transition allows MSP leaders to focus on strategic initiatives rather than being consumed by daily operations. As discussions at Channel Partners continue to center on growth and differentiation, Fortavera is positioning itself as a strategic partner for MSPs looking to accelerate their development and build more scalable, resilient businesses. Learn more about Fortavera: https://fortavera.com/

Jason Beal, President, Americas at Exclusive Networks, spoke with Doug Green, Publisher of Technology Reseller News, during the Channel Partners Conference & Expo about the company's channel-first approach to cybersecurity and how partners can capitalize on growing demand for advanced security solutions. Beal explained that as cyber threats continue to evolve, organizations are looking for specialized security solutions that go beyond traditional offerings. Exclusive Networks focuses on delivering a curated portfolio of best-of-breed cybersecurity technologies through a partner-led model. “Our entire business is built around enabling partners to bring world-class security solutions to their customers,” Beal said. The discussion highlighted how Exclusive Networks supports partners with not only technology but also services, training, and go-to-market resources. This enables MSPs, VARs, and service providers to expand their cybersecurity capabilities without needing to build deep expertise in-house. Beal also emphasized the importance of specialization in today's market. As cybersecurity becomes more complex, partners who can differentiate themselves with advanced solutions and expertise are better positioned to win and retain customers. As conversations at Channel Partners continue to focus on security, AI, and partner growth, Exclusive Networks is positioning itself as a key enabler for partners looking to build scalable, high-value cybersecurity practices. Learn more about Exclusive Networks: https://www.exclusive-networks.com/usa

Grant Kirkwood, CEO of Contrivian, spoke with Doug Green, Publisher of Technology Reseller News, during the Channel Partners Conference & Expo about the company's vision for resilient connectivity through multi-constellation satellite and hybrid network architectures. Kirkwood explained that Contrivian is addressing a growing need for reliable, always-on connectivity by combining Low Earth Orbit (LEO) satellite networks with terrestrial infrastructure into a unified, software-defined platform. This approach allows enterprises and service providers to deliver connectivity that mirrors the resilience traditionally associated with fiber networks. “We're bringing terrestrial-grade resilience to LEO by unifying multiple networks into a single, intelligent platform,” Kirkwood said. The company's platform integrates multiple connectivity options—including satellite, fiber, LTE/5G, and broadband—into a cohesive ecosystem that can dynamically route traffic based on availability and performance. This architecture is particularly valuable for mission-critical environments where downtime is not an option. The discussion also highlighted how Contrivian enables partners to shift from selling connectivity components to delivering outcomes. By abstracting the complexity of multi-network environments, partners can offer reliable, high-performance connectivity solutions without managing multiple vendors and contracts. As conversations at Channel Partners continue to focus on next-generation connectivity and network resilience, Contrivian is positioning its platform as a key enabler of seamless, intelligent infrastructure for enterprises and service providers. Learn more about Contrivian: https://contrivian.com/

Zack Schwartz, Chief Sales Officer at Trustifi, spoke with Doug Green, Publisher of Technology Reseller News, during the Channel Partners Conference & Expo about the rising threat landscape in email security and the opportunity it creates for MSPs. Schwartz explained that email remains the primary attack vector for cyber threats, with increasingly sophisticated phishing campaigns now powered by artificial intelligence. These attacks are harder to detect and more convincing than ever, creating significant risk for businesses of all sizes. “Over 90% of cyberattacks still start with email, and AI is making those attacks more effective,” Schwartz said. Trustifi provides an email security platform designed specifically for MSPs, offering tools that are easy to deploy, manage, and scale across multiple customer environments. The platform includes advanced phishing detection, encryption, and data loss prevention capabilities, enabling partners to protect both inbound and outbound communications. The discussion also highlighted how MSPs can leverage email security as a core service offering. By deploying solutions like Trustifi internally and then extending them to customers, partners can both strengthen their own security posture and create new recurring revenue streams. As cybersecurity continues to be a top priority at Channel Partners, Trustifi is positioning its platform as a critical solution for MSPs looking to address modern email threats while expanding their service portfolios. Learn more about Trustifi: https://trustifi.com/

AudioCodes at Channel Partners: From Voice Infrastructure to Cloud Integration Platform, Podcast By Doug Green “We're not focused on one platform—we're focused on integration and flexibility across all of them.” At the Channel Partners Conference in Las Vegas, I caught up with Paul Hunsucker and Mitch Hirschkowitz of AudioCodes to talk about how the company has evolved—and where the opportunity lies for channel partners today. AudioCodes is one of those companies that nearly everyone in telecom recognizes, but its identity has shifted significantly over time. What began more than 30 years ago in the early days of VoIP—building media gateways, session border controllers (SBCs), and voice infrastructure—has now evolved into something much broader. Today, AudioCodes positions itself as a SaaS platform company focused on managing and integrating UCaaS and CCaaS environments. Rather than competing as a single-platform provider, the company is leaning into a multi-platform strategy—certified across ecosystems like Microsoft, Cisco, and Zoom—giving customers and partners flexibility in how they build and manage communications environments. That shift reflects a larger industry trend. Enterprises are no longer standardizing on a single vendor. Instead, they are assembling communications stacks that span multiple platforms, carriers, and applications. The challenge—and opportunity—for partners is making those environments work seamlessly. AudioCodes is targeting that exact problem. The company's platform approach allows partners to deliver integrated solutions while still giving customers the freedom to choose their preferred UCaaS or CCaaS provider. It also enables enterprises to retain elements of control they previously had in on-prem environments—such as managing SBCs or bringing their own carrier—while benefiting from the scalability of the cloud. For MSPs and channel partners, this creates a clear path forward. Rather than selling a single solution, the opportunity is to become the integrator—the trusted advisor who can stitch together platforms, ensure interoperability, and deliver a consistent user experience. Visit www.audiocodes.com

By Doug Green “We saw where the market was going—and we made a deliberate decision to align with Microsoft Teams and deliver voice and contact center as a seamless outcome.” In this Cloud Communications Alliance podcast, I spoke with Dean Manzoori, CEO of UniVoIP, about the company's focused strategy around Microsoft Teams and a pair of announcements timed with the Channel Partners Conference & Expo. UniVoIP has positioned itself as a cloud communications provider built specifically for Microsoft Teams, with a voice-optimized platform designed to deliver Teams Phone System to enterprises without friction. That focus, Manzoori explained, was a strategic pivot made several years ago when it became clear that Microsoft would emerge as a dominant force in UCaaS. Rather than competing with Teams, UniVoIP chose to build around it. The result is a tightly integrated approach where voice is delivered as a native extension of Microsoft Teams, supported by the expertise and infrastructure needed to ensure performance, reliability, and enterprise-grade outcomes. At Channel Partners, UniVoIP is expanding that vision with two key developments. First, the company is advancing its contact center capabilities for Teams through a solution built on the Microsoft Unify framework, incorporating Heedify technology. This enables organizations to extend Teams into a more robust customer engagement platform, aligning UCaaS and CCaaS within a single user experience. Second, UniVoIP has announced a strategic partnership with Bridgepointe Technologies, creating new channel opportunities to bring this integrated Teams-based communications and contact center solution to a broader market. For partners, the opportunity is clear: enterprises standardizing on Microsoft Teams are looking for solutions that go beyond basic calling. They need integrated voice, contact center, and managed services that work seamlessly within the Teams environment. UniVoIP is aiming to meet that demand with a purpose-built platform and a channel-first go-to-market strategy. As Manzoori emphasized, success in this space is not just about technology—it's about delivering outcomes. By focusing exclusively on Teams and building a comprehensive ecosystem around it, UniVoIP is positioning partners to capture more value from the growing base of Teams-centric customers. Learn more at: https://www.univoip.com/

Jordy Cohen, Senior Director of Partnerships at Chrono Innovation, spoke with Doug Green, Publisher of Technology Reseller News, during the Channel Partners Conference & Expo about how custom software development is enabling MSPs and channel partners to deliver more differentiated solutions. Cohen explained that many organizations are constrained by off-the-shelf software that doesn't fully align with their operational needs. Chrono Innovation works with partners to design and build custom applications that integrate with existing systems while addressing specific business challenges. “Every business has unique requirements, and custom development allows partners to deliver solutions that truly fit their customers' needs,” Cohen said. The conversation highlighted how MSPs can leverage custom development as a strategic differentiator, moving beyond standard service offerings to deliver tailored solutions that drive higher value and deeper customer relationships. By working with development partners like Chrono Innovation, MSPs can expand their capabilities without needing to build in-house engineering teams. Cohen also emphasized the importance of collaboration between technical teams and business stakeholders to ensure that custom solutions align with both operational goals and user expectations. As discussions at Channel Partners continue to focus on innovation and differentiation, Chrono Innovation is helping partners unlock new opportunities by delivering customized, integrated software solutions that address real-world business challenges. Learn more about Chrono Innovation: https://www.chronoinnovation.com/

Simon Davis, VP of Marketing at RoboForm, spoke with Doug Green, Publisher of Technology Reseller News, during the Channel Partners Conference & Expo about the growing importance of password management and identity security for MSPs and their customers. Davis emphasized that weak and reused passwords remain one of the most common vulnerabilities in enterprise environments, making password management solutions a critical component of modern cybersecurity strategies. RoboForm provides tools that help organizations securely store, generate, and manage credentials across users and devices. “Password security is still one of the easiest ways for attackers to gain access, and it's one of the easiest problems to fix with the right tools,” Davis said. The conversation highlighted how MSPs can incorporate password management into their service offerings, both to improve their own internal security posture and to deliver added value to customers. By deploying centralized credential management and enforcing best practices, MSPs can reduce risk while creating new recurring revenue opportunities. Davis also noted that as organizations adopt more cloud applications and remote work models, the need for secure identity management continues to grow. Password management solutions serve as a foundational layer in broader security strategies that include multi-factor authentication and access control. As discussions at Channel Partners continue to focus on cybersecurity and risk mitigation, RoboForm is positioning its platform as an accessible and effective way for MSPs to strengthen security and expand their service portfolios. Learn more about RoboForm: https://www.roboform.com/

Carrie Richardson of Fox & Crow Group spoke with Doug Green, Publisher of Technology Reseller News, during the Channel Partners Conference & Expo about how MSPs and channel partners can build more effective demand generation strategies and accelerate growth. Richardson emphasized that many MSPs struggle with consistent lead generation and often rely too heavily on referrals or ad hoc marketing efforts. Fox & Crow Group focuses on helping partners build structured, repeatable marketing programs that generate qualified opportunities and support long-term business growth. “MSPs need a predictable way to generate demand, not just occasional wins from referrals or one-off campaigns,” Richardson said. The conversation explored how successful marketing strategies for MSPs combine clear messaging, targeted outreach, and consistent execution. By aligning marketing efforts with business goals and customer needs, partners can create a more sustainable pipeline of opportunities. Richardson also highlighted the importance of understanding the customer journey and tailoring messaging to different stages of the buying process. This approach helps MSPs engage prospects more effectively and convert interest into revenue. As discussions at Channel Partners continue to focus on growth and differentiation in a competitive market, Fox & Crow Group is helping MSPs develop the marketing discipline needed to scale their businesses and build stronger customer relationships. Learn more about Fox & Crow Group: https://www.foxcrowgroup.com/

By Doug Green “The indirect channel is still the fastest way to scale—but only if you know how to build it right.” At the Channel Partners Conference & Expo MSP Summit in Las Vegas, I caught up with Rick Beckers of Channel Sales Pro to talk about a topic that continues to define growth strategies across the telecom and MSP ecosystem: how to effectively build and scale through the indirect channel. Channel Sales Pro focuses on helping technology vendors enter and expand within the channel—specifically by building partner ecosystems that drive revenue. As Beckers explained, many vendors recognize that the indirect model is the fastest path to scale, but they often underestimate the complexity involved in doing it successfully. That's where experience matters. Beckers brings a unique perspective, having operated across multiple roles in the ecosystem—including MSP ownership, TSD leadership, and consulting. This breadth gives him insight into the motivations and challenges of every stakeholder in the channel. One of the key realities he highlighted is that most vendors entering the channel have aggressive growth targets—often aiming for a $100 million exit. Achieving that kind of scale requires more than just signing partners; it requires building a repeatable, well-supported channel strategy that aligns incentives, enables partners, and accelerates deal flow. For MSPs and channel partners, this creates opportunity—but also complexity. Vendors that invest in structured channel programs, partner enablement, and go-to-market alignment are far more likely to succeed, while those that treat the channel as an afterthought struggle to gain traction. The conversation underscores a broader trend across the industry: the channel is not just a distribution model—it's a growth engine. But like any engine, it needs to be designed, tuned, and managed correctly. For vendors looking to scale, and for partners evaluating who to align with, the message is clear: success in the channel doesn't happen by accident—it's built.

By Doug Green “We provide a real alternative to the hyperscalers—with more personality and a true partnership approach to the channel.” At the Channel Partners Conference MSP Summit, I caught up with Tim Mandell of Leaseweb to discuss how the company is positioning itself for MSPs and channel partners looking for more control, flexibility, and partnership in their infrastructure strategy. Leaseweb, now a 28-year-old company, operates as a private, sovereign-by-design infrastructure provider. That distinction—private and sovereign—was central to our conversation and reflects a broader shift in how enterprises and partners are thinking about cloud and infrastructure. Unlike publicly traded hyperscalers, Leaseweb emphasizes independence. “We don't report to the street,” Mandell explained, highlighting the company's ability to focus on long-term customer outcomes rather than quarterly earnings pressure. That independence translates into more flexibility for partners and a willingness to engage in tailored, relationship-driven solutions. From a services standpoint, Leaseweb offers a full stack of infrastructure options, including colocation, private cloud, public cloud, bare metal servers, storage, and content delivery. The goal is not to compete head-on with hyperscalers on scale, but to provide an alternative that prioritizes customization, transparency, and partner alignment. For MSPs and channel partners, that positioning creates opportunity. As Mandell noted, Leaseweb is actively investing in the channel, attending events like Channel Partners to better understand partner needs and refine its go-to-market approach. The company is focused on being vendor-agnostic and enabling partners to build solutions that fit their customers—rather than forcing them into rigid architectures. The concept of “sovereign infrastructure” also resonates in today's environment, where data control, compliance, and jurisdictional concerns are becoming more important. Enterprises are increasingly asking where their data resides, who has access to it, and how it is governed. Leaseweb's model allows partners to address those concerns with greater precision. At the same time, the conversation reflects a broader industry trend: the growing demand for alternatives to hyperscaler dominance. While public cloud remains critical, many organizations are rethinking a one-size-fits-all approach and looking for hybrid or specialized solutions that better align with performance, cost, and compliance requirements. For the channel, this creates a clear path forward. Providers that can offer flexible infrastructure options—combined with strong vendor relationships—are well positioned to differentiate in a crowded market. Leaseweb's message is straightforward: be a partner, not just a platform. And in a market where MSPs are looking for both technical capability and business alignment, that approach may resonate more than ever.

By Doug Green “Tax compliance isn't just a regulatory issue—it's becoming a critical part of how service providers scale globally.” On the opening day of Channel Partners Conference & Expo in Las Vegas, I caught up with Spencer Lee of Telin to discuss an often-overlooked issue in unified communications: tax compliance. Lee, my first guest of the show, framed the conversation around a growing challenge for service providers and channel partners operating across borders. As UCaaS, CCaaS, and CPaaS offerings expand globally, tax exposure—particularly indirect taxes tied to communications services—is becoming more complex and harder to ignore. Telin positions itself as a channel-first provider, delivering the underlying infrastructure partners need to go to market. That includes SIP trunking, hosting, hardware, and integration support—essentially a bundled backend designed to simplify deployment for partners in the unified communications space. But increasingly, that backend must also account for compliance. As Lee explained, providers entering new markets often underestimate the tax implications tied to telecom services. These aren't traditional corporate taxes—they're jurisdiction-specific telecom taxes, regulatory fees, and compliance requirements that vary widely by country and even region. For channel partners, this creates both risk and opportunity. On one hand, failure to properly account for telecom taxes can lead to penalties, billing complications, and margin erosion. On the other, partners who align with infrastructure providers that manage these complexities can accelerate global expansion without taking on that burden directly. Telin's approach is to abstract much of that complexity away from the partner. By handling infrastructure, interconnection, and compliance considerations within its platform, the company enables partners to focus on customer relationships and service delivery. The conversation highlights a broader trend emerging across the channel: as communications becomes more global and software-driven, operational details like tax compliance are moving from back-office concerns to strategic differentiators. For partners attending Channel Partners this week, it's a reminder that winning in UCaaS isn't just about features—it's about everything behind the scenes that makes those services viable at scale.

By Doug Green “SMS is no longer just a one-way notification channel—it's becoming a real-time conversational platform powered by AI.” In a recent Technology Reseller News podcast, I spoke with Ritwek Swetank about a shift that many in the communications industry may be underestimating: the transformation of SMS from simple messaging into an intelligent, interactive engagement layer. For years, SMS has been viewed as a utility—used for alerts, reminders, and basic notifications. As I framed it in the conversation, most people still think of texting as coordinating plans or sending quick updates. But that perception is rapidly becoming outdated. Swetank argues that AI is fundamentally redefining what SMS can do. Instead of one-way communication, messaging is evolving into a dynamic, two-way conversational experience. This shift is being driven by advances in AI models that can interpret intent, respond contextually, and manage interactions in real time. The implication is significant: SMS is moving closer to the role traditionally held by voice or live chat, but with far greater scalability and immediacy. From a business perspective, this creates new opportunities. Enterprises can engage customers in real-time conversations—handling support inquiries, driving transactions, and delivering personalized experiences—all within a channel that already has near-universal reach and high engagement rates. At the same time, this evolution introduces new challenges. As messaging becomes more conversational and AI-driven, expectations around responsiveness, accuracy, and trust increase. Poorly implemented AI can quickly degrade the customer experience, while well-executed solutions can create a competitive advantage. For the channel, this is another example of how AI is reshaping traditional communications infrastructure. What was once a basic transport layer is now becoming an application platform—one where intelligence, automation, and data integration define value. The takeaway is clear: SMS is no longer just messaging. It is emerging as a core component of the conversational AI stack, and those who recognize this shift early will be best positioned to capitalize on it.

By Doug Green “The missing layer in stopping scam calls is verified identity—knowing with certainty who is behind the call.” In a recent Telecom Reseller podcast, I spoke with Keith Buell, General Counsel and Head of Global Public Policy at Numeracle, about the Federal Communications Commission's latest Notice of Proposed Rulemaking (NPRM) on caller ID and what it means for service providers. At the center of the discussion is a growing consensus in Washington: authentication alone is not enough. While frameworks like STIR/SHAKEN have improved call authentication, they do not fully address the problem of identity—specifically, verifying the entity originating the call. Numeracle has been focused on this issue since 2018, working at both the regulatory and industry levels to address the gap between authentication and identity. As Buell explained, the company's mission is to ensure that legitimate calls reach consumers while protecting enterprises and service providers from reputational and regulatory risk associated with misidentified or spam-labeled calls. The FCC's NPRM reflects this shift in thinking. The proposal emphasizes stronger caller authentication, greater transparency, and more robust Know Your Customer (KYC) processes. The goal is to reduce illegal robocalls while preserving the ability for legitimate businesses to communicate effectively with customers. Central to this effort is the concept of traceable, verifiable caller identity. Numeracle has been actively engaged in shaping this conversation. The company submitted formal comments supporting the FCC's objectives, while advocating for end-to-end identity verification that can scale across the ecosystem. In addition, Numeracle has met with FCC leadership, including Chairman Carr, Commissioner Gomez, and staff from key bureaus such as the Wireline Competition Bureau and the Consumer & Governmental Affairs Bureau. A key theme in those discussions is the need for practical, standards-based solutions that do not disrupt legitimate communications. As Buell noted, the challenge is to balance enforcement with enablement—ensuring bad actors are stopped without inadvertently blocking trusted enterprise traffic. To address this, Numeracle recently introduced KYC as a Service (KYCaaS), a fully managed solution designed to help service providers implement standardized identity verification processes. The offering enables carriers to collect, validate, and maintain customer identity data in alignment with evolving FCC requirements, while also creating an auditable trail that supports compliance. More importantly, KYCaaS is positioned as a proactive approach. Rather than reacting to regulatory enforcement after the fact, service providers can establish a framework for verified identity that reduces risk and improves call deliverability. For service providers, the message is clear: the regulatory environment is shifting toward verified identity as a foundational requirement. Those who move early to implement scalable KYC processes will be better positioned to maintain compliance, protect their brands, and ensure their communications reach customers. Learn more at: https://www.numeracle.com/kycaas

“The AI era has changed the speed and complexity of cyber risk,” says Andrew Gilman, Chief Marketing Officer and Head of Strategic Partnerships at NWN. “Organizations don't just need more tools—they need outcomes.” @Doug Green In this Technology Reseller News podcast, I spoke with Andrew Gilman of NWN.ai about the company's newly announced cybersecurity offering—an AI-enabled managed security operations suite designed to simplify and operationalize modern security environments. The launch reflects a growing gap in the market. As Gilman explains, security platforms have advanced rapidly, but operations have not kept pace. Organizations are now overwhelmed by alerts, dashboards, and fragmented tools—especially across hybrid environments and distributed workforces. The result is a disconnect between visibility and action. NWN's answer is a fully managed, AI-enabled cybersecurity model built on its Experience Management Platform (EMP). The goal is to unify security operations into a single control plane, combining automation, observability, and human expertise to deliver measurable outcomes. The offering includes a comprehensive set of services: Managed Detection and Response (MDR) for 24×7 threat protection Offensive security, including continuous penetration testing Ransomware protection services designed for hybrid environments Strategic consulting, including vCISO capabilities A key differentiator is how NWN integrates leading security platforms into a managed service model. Expanded partnerships with Cisco, Palo Alto Networks, and Arctic Wolf bring best-of-breed technologies into a unified operational framework—reducing tool sprawl while improving response times. Gilman emphasized that AI is not just increasing threats—it's also changing expectations. Security teams must now move faster, operate more efficiently, and deliver clearer outcomes to the business. That requires a shift from managing tools to managing results. The EMP platform plays a central role here, acting as the operational backbone. It aggregates telemetry, automates workflows, and provides a standardized view of security operations—helping organizations move from reactive monitoring to proactive defense. For IT leaders feeling overwhelmed, Gilman's advice is clear: focus on simplification, integration, and accountability. The future of cybersecurity isn't about adding more layers—it's about making the entire system work together. This launch positions NWN to help organizations modernize security operations at a time when both risk and complexity are accelerating. Learn more at www.nwn.ai  

Kaela Kucera, Director of Outbound Sales at Dynamic Lifecycle Innovations, joined Technology Reseller News Publisher Doug Green for an ITAD-focused discussion on sustainability, data security, and the growing importance of full lifecycle IT management. Dynamic Lifecycle Innovations provides both IT asset disposition (ITAD) and electronics recycling services for B2B organizations, with facilities in Wisconsin, Virginia, and Tennessee. The company manages the complete lifecycle of retired IT assets—from intake and asset tracking to data wiping, testing, refurbishment, resale, or responsible recycling. A key focus is ensuring that electronics are kept out of landfills whenever possible while maintaining strict data security standards. Kucera emphasized that extending the life of IT equipment is central to both sustainability and value creation. “Our number one focus is really buying refurbished instead of new—finding ways to put equipment back into the market wherever possible,” she explained. Through global downstream channels, Dynamic identifies secondary markets where older equipment still holds value, including international buyers and educational use cases. Devices that can be refurbished are repaired and resold, while non-resalable equipment is processed through an advanced in-house shredding and material recovery system that separates components for reuse in raw material supply chains. Data security is tightly integrated into every step of the process. All devices are either fully sanitized using automated software or physically destroyed if wiping is not possible. With all services handled in-house, Dynamic ensures a secure chain of custody from receipt to final disposition, reducing risk and eliminating gaps that can occur with third-party handoffs. Kucera also highlighted the company's culture and mission-driven approach, noting that sustainability, customer trust, and internal values are closely connected. By combining ITAD, resale, and recycling under one umbrella, Dynamic enables organizations to responsibly manage retired IT assets while unlocking additional value and minimizing environmental impact. Their ultimate goal is giving electronics their next best life. Learn more: https://thinkdynamic.com/

Greg LaBrie, Vice President of Technology Solutions at Worldcom Exchange Inc. (WEI), joined Technology Reseller News Publisher Doug Green to discuss how AI and next-generation connectivity—anchored by WEI Connect and Starlink—are reshaping enterprise networking. WEI, a long-standing value-added reseller founded in 1989, has evolved into a provider of integrated IT and connectivity solutions. With WEI Connect, the company is bringing enterprise-grade structure, visibility, and support to emerging technologies like Starlink, transforming them into fully managed, business-ready services. LaBrie described AI in telecom as the foundation for self-healing, autonomous networks driven by telemetry and real-time decision-making. “For us, AI means having networks that are self-healing and autonomous—collecting data, making decisions, and keeping users connected without them even knowing it's happening,” he said. Starlink plays a central role in this vision, using AI to dynamically select satellites and ground connections to maintain performance. WEI enhances this capability by aggregating data through APIs, applying predictive analytics, and integrating SD-WAN intelligence to determine the best available connection—whether satellite, fiber, or 5G—on a per-application basis. The result is an outcome-based network where connectivity is seamless and resilient. Users experience uninterrupted service—even during live sessions—as traffic is automatically routed across the optimal path. This approach not only improves uptime but also enables new use cases, including real-time telemetry collection in remote or hard-to-reach environments. Looking ahead, WEI sees continued advances in AI-driven automation, with increasing amounts of data enabling more predictive and autonomous network management. As enterprise reliance on connectivity grows, LaBrie emphasized that organizations will benefit from fewer outages, improved performance, and simplified support through partners that unify multiple technologies into a single, managed experience. Learn more: https://www.wei.com/

Steven Hess, Co-Founder of Deep Fathom, joined Technology Reseller News Publisher Doug Green to discuss the launch of Deep Fathom's CMMC Compliance Readiness Suite, an AI-driven platform designed to simplify cybersecurity compliance for defense contractors and their service providers. Deep Fathom's mission is to make complex compliance frameworks accessible through automation and AI. The new platform guides organizations through the entire CMMC journey—from initial assessment to audit readiness and ongoing compliance—while embedding the required expertise directly into the system. “If you can provide good quality service, that's what our platform is designed to do—we've encoded that expertise into our AI stack,” Hess said. The opportunity for MSPs and channel partners is substantial. CMMC impacts more than 250,000 defense suppliers and represents a multi-billion-dollar annual market. While the mandate originates with the U.S. Department of Defense, it is enforced across private-sector businesses—meaning many MSPs already serve affected customers without realizing it. Deep Fathom's partner-first approach allows service providers to deliver compliance services without building in-house expertise. The platform combines a SaaS-based compliance engine with a secure data integration component, enabling partners to quickly onboard customers, manage documentation, and maintain certification over time. Looking ahead, Hess emphasized that CMMC is just the beginning. The framework is rapidly becoming a model for broader federal, state, and industry compliance initiatives, positioning early adopters to expand into additional regulated markets. Learn more: https://www.deepfathom.ai/

“Now it's much more about accountability. We need to see metrics moving.” — Jean-Philippe Avelange, Chief Information Officer, Expereo In this Technology Reseller News podcast, Doug Green speaks with Jean-Philippe Avelange, CIO of Expereo, about a major shift now underway in enterprise AI strategy: the move from experimentation to measurable return on investment. Avelange explains that 2024 was largely a period of AI discovery, while 2025 brought broader rollouts and aggressive investment. In 2026, however, the tone has changed. Boards and executive teams are no longer satisfied with AI pilots and proofs of concept alone. They want evidence that AI is improving cycle times, raising service quality, and producing tangible business results. Expereo, a global connectivity provider helping multinational enterprises source and manage internet-centric connectivity worldwide, has a front-row view of this shift. The company works closely with enterprises facing both the opportunity and the infrastructure demands created by AI-driven transformation. According to Avelange, many organizations are learning that AI success depends less on adding tools for employees and more on rethinking business processes, governance, and data structures so AI can be embedded directly into how work gets done. That distinction is central to Expereo's view of embedded AI. Rather than simply providing copilots or chat interfaces to employees, embedded AI places intelligence inside the process itself, allowing agents, skills, and automation flows to perform work in a more autonomous but still controlled way. This requires much more than model access. It demands clear process design, reliable data ownership, and a disciplined understanding of what good outcomes look like. Avelange notes that this is one reason many AI pilots fail to reach production. Companies often move too quickly, expecting AI to replace effort without first resolving issues around fragmented data, unclear workflows, and inconsistent governance. In contrast, the AI initiatives that now survive budget scrutiny are those tied to specific use cases with clear, near-term business impact. Inside Expereo, that means focusing on practical gains in areas such as service assurance, multilingual ticket handling, supplier coordination, and customer response quality. The company began with straightforward generative AI use cases, but is now moving toward more structured, embedded intelligence that helps teams make better decisions faster and more consistently. Avelange's advice to enterprises entering this new phase of AI spending is to start with the “boring” processes first: the repetitive, manual, and measurable workflows where governance can be built, data can be normalized, and success can be clearly demonstrated. From there, organizations can expand AI more confidently into broader and more transformative parts of the business. To learn more about Expereo, visit https://www.expereo.com/.

Elie Y. Katz, President and CEO of National Retail Solutions, joined Doug Green, Publisher of Technology Reseller News, to discuss how NRS is transforming independent retail with enterprise-grade technology, integrated services, and new approaches to security and growth. Katz described NRS as the leading point-of-sale (POS) platform for independent retailers—including convenience stores, liquor stores, and bodegas—while also delivering a broader suite of services such as payments, cash advances, and payroll. The company's mission is to bring big retail capabilities to small businesses that lack the time and resources to source and integrate these tools on their own. “We look at it as if we're the back office for these small businesses… we bring them the best tools so they can focus on running their business,” Katz said. A major focus of the discussion was store security, a growing concern as theft and shrinkage increasingly impact small retailers. NRS has embedded multiple security features directly into its POS platform, including panic alarms, real-time alerts for suspicious activity, and integrated camera systems that align transactions with video footage. These tools help merchants detect both internal and external risks while maintaining operational efficiency. Importantly, Katz emphasized that these solutions are designed with affordability in mind, ensuring that even the smallest retailers can access advanced protection without compromising margins. Beyond security, NRS is enabling independent retailers to compete more effectively through digital transformation. With tools like e-commerce integration, delivery platform connectivity, loyalty programs, and rewards systems, small stores can expand beyond their immediate neighborhood and reach a broader customer base. Katz also shared current retail trends, noting softness in certain sectors like liquor sales, while convenience stores remain relatively stable. In this environment, technology becomes a key differentiator—helping merchants maintain revenue and improve customer engagement. With a network of over 35,000 locations, NRS is effectively creating a collective ecosystem of independent retailers, giving them scale, tools, and services typically reserved for large chains. For channel partners, MSPs, and service providers, Katz highlighted a significant opportunity: leveraging existing customer relationships to introduce additional services and generate new revenue streams. Learn more: https://nrsplus.com/

Mahen Gundecha of SkyCrest Advisors joined Doug Green, Publisher of Technology Reseller News, for a short but impactful podcast reel highlighting a critical issue in MSP exit planning: how quickly business value can erode if key relationships are not secure. Using a real-world scenario, Gundecha explained that service businesses—particularly MSPs—carry inherent risk due to their dependence on customer concentration and key employees. Even with contracts in place, clients can exit, creating immediate financial impact. He illustrated this with a simple example: if a single customer represents 20% of revenue, losing that client can significantly reduce profitability—and when valuation multiples are applied, that loss can translate into millions of dollars in reduced company value. “When you're selling a service company, you're buying people, capabilities, and customers,” Gundecha said. “If key customers or employees leave, the value of your business drops—sometimes dramatically.” The risks extend beyond customers. Gundecha shared cases where key employees departed during the sale process, sometimes triggered by the announcement of a pending acquisition. Since buyers are ultimately acquiring the team and its capabilities, the loss of critical personnel can jeopardize or even derail a deal. He also noted that undisclosed risks—such as clients planning to leave—can surface late in due diligence, forcing difficult conversations with buyers. In some cases, deals can be restructured or salvaged, but in others, buyers may walk away entirely due to heightened risk. The key takeaway: MSP owners preparing for an exit must proactively strengthen and validate relationships with both customers and employees well before entering the sale process. Regular engagement, transparency, and retention strategies are essential to preserving value. Gundecha emphasized that valuation is not just about revenue multiples, but about the stability and durability of the business—factors that directly influence buyer confidence and final deal outcomes. Learn more: https://www.skycrestadvisors.com/

The growing complexity of messaging compliance and the operational risks facing enterprises, Approved Contact Podcast, This is where structured conversation data becomes critical “Pay attention to why you’re sending the text—operational versus marketing.” In this Technology Reseller News podcast, Doug Green speaks with Tony Nuzzo of Approved Contact about the growing complexity of messaging compliance and the operational risks facing enterprises. A key theme emerging from the discussion is that as customer communications scale—especially across SMS and voice—organizations must move beyond fragmented systems and develop a unified, auditable view of customer interactions. Nuzzo highlights how regulations like the “ten-day revocation rule” are raising the stakes. Once a customer opts out, companies have a limited window to stop all communications—or risk fines and legal exposure. The challenge is not just compliance, but execution: ensuring that opt-outs are captured, understood, and acted upon across all systems in near real time. This is where structured conversation data becomes critical. By centralizing communication records and applying frameworks like vCon, businesses can better understand customer intent, track consent, and reduce ambiguity. The distinction between operational messages (e.g., fraud alerts or payment reminders) and marketing outreach becomes especially important, as each carries different compliance obligations. For enterprises, financial institutions, and service providers, the takeaway is clear: compliance is no longer a back-office function—it is a core operational capability. Those who can manage consent, context, and communication history effectively will reduce risk while improving customer trust. The bottom line: in a world of tightening regulations and rising customer expectations, managing conversations intelligently isn't optional—it's foundational.

“Call transcription is dead. The conversation is the product.” For MSPs and channel partners, Abramson sees a meaningful opportunity—but not in simply reselling AI features. Instead, the role is becoming more strategic. Partners can help customers integrate conversational data across systems, implement governance frameworks, and ensure compliance in an increasingly complex regulatory environment @Doug Green The voice AI and transcription market is undergoing a fundamental shift—one that goes far beyond improving accuracy or lowering costs. In a recent Technology Reseller News podcast, I spoke with Andy Abramson about how platforms like Zoom and Slack are redefining the role of conversational data in the enterprise. At the center of this shift is a simple but powerful idea: transcription is no longer the end goal. It is becoming an embedded, expected feature—automated, commoditized, and increasingly invisible. The real value is moving upstream, toward what organizations can actually do with the data generated from conversations. “We've gone from ‘can we transcribe?' to ‘what can we do with it?'” That evolution signals the emergence of a new platform layer built around conversational intelligence. Rather than treating calls and meetings as ephemeral events, enterprises are beginning to view them as structured, persistent data assets—fuel for analytics, automation, compliance, and AI-driven decision-making. This has significant implications for the competitive landscape. Standalone transcription vendors, once differentiated by accuracy and pricing, now face pressure as transcription becomes native to broader platforms. At the same time, elements of the UCaaS and CCaaS stack may also be impacted, as value shifts away from transport and toward intelligence. A critical question emerging from this transition is ownership. As platforms embed AI more deeply, enterprises must consider who controls their conversational data—and how it can be accessed, governed, and leveraged. While some organizations may gain efficiency and insight, others risk becoming dependent on platform-defined workflows and data models. For MSPs and channel partners, Abramson sees a meaningful opportunity—but not in simply reselling AI features. Instead, the role is becoming more strategic. Partners can help customers integrate conversational data across systems, implement governance frameworks, and ensure compliance in an increasingly complex regulatory environment. In that sense, conversational data is becoming a new category of enterprise asset—one that requires oversight, architecture, and policy. The shift aligns closely with broader industry conversations around AI governance, auditability, and trust. Looking ahead, the next 12 to 24 months will be critical. The market could consolidate around a handful of dominant platforms, or it could evolve into a broader ecosystem where conversational intelligence is exposed through APIs and integrated across multiple environments. What is clear, however, is that the conversation itself is no longer just a byproduct of communication. It is the product. #VoiceAI #Transcription #ConversationalAI #UCaaS #CCaaS #ChannelPartners #MSP #AI #TechnologyResellerNews

“Is your business still exciting—or just exhausting?” SkyCrest highlights a powerful concept for MSPs and service providers: small increases in profitability can translate into significant gains in exit valuation, Podcast “Is your business still giving you that same excitement—or has it become something you have to manage rather than something you want to build?” In this Technology Reseller News podcast, Doug Green speaks with leaders from SkyCrest Advisors, https://mspexitplan.com/ about a reality many MSP owners eventually face: the shift from entrepreneurial energy to operational fatigue—and the strategic decisions that follow. The conversation centers on a critical inflection point. For many business owners in their 50s and 60s, the business that once fueled ambition can become all-consuming. Long hours, cybersecurity pressures, and the weight of responsibility often replace the early excitement of landing clients and hitting revenue milestones. That's where the conversation turns from growth to transition. A key takeaway is the importance of asking hard questions early: Is the business still aligned with your personal goals? Is it a lifestyle, an income engine, or an asset preparing for exit? And most importantly—are you financially ready for what comes next? SkyCrest highlights a powerful concept for MSPs and service providers: small increases in profitability can translate into significant gains in exit valuation. Improving profit by $100K could add $500K or more in business value, reframing how owners should think about the final years before a sale. The discussion also underscores a common reality—most owners have the majority of their wealth tied up in their business. That makes planning not just important, but urgent. Risks like health issues, owner dependency, and lack of succession planning can directly impact valuation if not addressed in advance. The bottom line: exit planning isn't a last-minute decision—it's a multi-year strategy. For MSPs looking ahead three to five years, the focus should shift to building value, reducing risk, and ensuring the business can operate without them. Learn more at SkyCrest Advisors. https://mspexitplan.com/

Redefining Unified Communications for AI Voice: Jon Arnold on the Five Threads Shaping the Future, Podcast, AI voice is not just another feature layered onto existing platforms—it represents a fundamental shift @Doug Green “We're moving from tactical improvements to a more strategic, holistic view of AI voice—and that changes everything about how businesses think about communications,” says Jon Arnold. In this Technology Reseller News podcast, I spoke with Jon Arnold about his presentation at the vCon Spring Conference 2026, where he outlined a framework for understanding how AI voice is reshaping unified communications. Arnold's central point is that AI voice is not just another feature layered onto existing platforms—it represents a fundamental shift. The industry is moving beyond tools like transcription and call recording toward treating conversations themselves as structured, valuable data that can drive business outcomes. A key part of this transformation is the emergence of standards such as vCon Foundation. By enabling conversations to be captured with context, metadata, and governance, vCon provides a foundation for portability, compliance, and interoperability across platforms. This is becoming increasingly important as enterprises seek to maintain control over their conversational data while deploying AI at scale. For MSPs, service providers, and channel partners, this shift creates a new opportunity. Rather than focusing primarily on seats and connectivity, partners can help customers unlock value from conversations—through analytics, automation, and AI-driven workflows. This opens the door to new revenue models tied to outcomes and intelligence rather than usage alone. The broader implication is that unified communications itself is being redefined. As AI voice becomes central to the experience, communications platforms are evolving into intelligence platforms—where every interaction can be captured, understood, and acted on.

“Ultimately, the customer wants one thing: they want the service, they want it to work, and it has to be 100 percent reliable,” says Jake Jacoby, CEO of TELCLOUD. In the latest episode of the TELCLOUD POTS and Shots Podcast Series, Doug Green, Publisher of Technology Reseller News, sits down with Jacoby to explore a critical dimension of copper migration that goes beyond hardware: why the service model matters almost as much as the technology itself. Jacoby begins by framing TELCLOUD's role in the market. As a backend service provider focused entirely on the channel, TELCLOUD does not sell direct. Instead, the company works through trusted advisors—MSPs, telecom agents, IT service firms, and carriers—helping them deliver reliable replacement for legacy copper lines used by alarm panels, security systems, elevators, and other life-safety applications that do not work well over conventional VoIP. While TELCLOUD initially focused on solving the technical side of POTS replacement, Jacoby explains that the company quickly realized that technology alone was not enough. Resellers also needed support with the operational realities of delivering these services at scale: project management, kitting, logistics, field services, financing, monitoring, and ongoing support. That led TELCLOUD to build a flexible model that ranges from wholesale enablement to fully managed white-label service. Some partners handle much of the deployment themselves, while others rely on TELCLOUD to manage the process end to end under the partner's own brand. The goal, Jacoby says, is to meet the reseller where they are—whether they are a telecom expert or an MSP with strong customer trust but little telecom experience. For MSPs in particular, Jacoby makes the case that POTS replacement can still be a fit even if telecom is not their core business. “If you are that trusted advisor and your customer looks to you for guidance, then maybe it's a good fit,” he says. “We can do the rest.” TELCLOUD's white-label approach ensures that the partner retains the customer relationship while TELCLOUD delivers the backend infrastructure and support. The urgency behind this model is growing. As Jacoby notes, carriers are accelerating shutdowns, and in many areas there is simply not enough time or labor capacity to convert all remaining lines once outages begin to hit at scale. That makes proactive planning essential—not only to avoid cost spikes, but to prevent situations where buildings cannot open, elevators cannot operate, or life-safety systems are left waiting in line for replacement service. The episode closes with the Shots segment, where Jacoby introduces Gran Mayan Silver, a triple-distilled blanco tequila presented in a distinctive ceramic bottle. Smooth, clear, and designed for sipping, it continues the series' tradition of pairing serious infrastructure conversations with a lighter finish. For more information, visit https://www.telcloud.com/ or call 844-900-2270.

Doug Green, Publisher of Technology Reseller News, interviewed Paul Tuttle, Interop Field Applications Engineer, and Dan Marchetto, Vice President of Sales and Marketing at CyberData, to discuss the continued evolution of IP-based endpoints, paging systems, and facility communications in enterprise environments. CyberData has long focused on enabling critical communications through IP-connected devices, including paging systems, intercoms, and notification endpoints. Tuttle explained that many organizations are transitioning from legacy analog infrastructure to IP-based solutions that integrate directly with modern VoIP and unified communications platforms. “We're helping customers move from analog to IP without losing the reliability they depend on,” he said. Marchetto emphasized that paging and facility communications remain essential across industries such as healthcare, education, manufacturing, and public safety. While often overlooked, these systems play a critical role in day-to-day operations and emergency response. As organizations modernize their communications environments, integrating these endpoints into IP networks allows for greater flexibility, scalability, and centralized management. The discussion also highlighted interoperability as a key requirement. CyberData works across a wide range of platforms to ensure its devices function seamlessly within diverse customer environments. This flexibility is especially important for partners and integrators who must deploy solutions that align with existing infrastructure while supporting future growth. Ultimately, Tuttle and Marchetto positioned IP endpoint modernization as both a necessity and an opportunity. As legacy systems are phased out, organizations can enhance reliability, improve safety communications, and enable new capabilities through network-connected devices. For channel partners, this represents a continued area of demand tied to broader digital transformation initiatives. More information about CyberData and its IP endpoint solutions is available at https://www.cyberdata.net/.

Vaishnavi Bichu, a telecommunications engineering leader specializing in Radio Access Network (RAN) deployment, spoke with Doug Green, Publisher of Technology Reseller News, on addressing network deployment challenges using digital twins. As 5G deployments continue to scale and the industry begins laying the foundation for 6G, mobile network operators are facing increasing challenges related to site complexity, infrastructure accuracy, and coordination across deployment teams. Traditional planning methods, often dependent on manual site visits and fragmented data sources, are struggling to keep pace with the precision and speed required for modern and future network rollouts. Vaishnavi Bichu In a recent Telecom Reseller podcast, Vaishnavi Bichu, a leading expert in Radio Access Network (RAN) deployment and optimization, shares insights into these evolving challenges and the growing role of digital twins in addressing them. A key issue highlighted during the discussion is the lack of reliable and up to date infrastructure data during the planning phase. In many deployment scenarios, engineering teams must rely on outdated site documentation, repeated field visits, and manual validation processes, factors that contribute to delays, inefficiencies, and increased deployment costs. Vaishnavi notes that digital twins are helping shift this paradigm by enabling a more accurate and data driven approach to network planning. By leveraging technologies such as drone-based imaging, photogrammetry, and LiDAR, operators can create high fidelity 3D models of physical sites. These models allow teams to validate designs, simulate deployment scenarios, and identify potential issues before on-site execution. The conversation also underscores the role of digital twins in improving cross functional collaboration. With a shared and continuously updated representation of site conditions, stakeholders across design, construction, and operations can align more effectively, reducing errors and accelerating deployment timelines. Beyond immediate deployment benefits, digital twins are increasingly seen as foundational to the industry's transition toward AI driven network operations. As networks evolve to become more software defined and adaptive, and as the industry progresses toward 6G, accurate digital representations of infrastructure will play a critical role in enabling automation, predictive optimization, and closed loop network management. As operators continue to invest in 5G and prepare for 6G evolution, digital twins are expected to become an integral component of more efficient, scalable, and intelligent network deployment strategies. Listen to the full podcast to hear more insights on how digital twins are reshaping modern network deployments at scale.

Mitch Lieberman, VP of Product (Fuel CX) at Fuel iX, a TELUS Digital company, spoke with Doug Green, Publisher of Technology Reseller News, during the Spring '25 vCon event about how AI orchestration is transforming customer experience strategies. Lieberman explained that enterprises are moving beyond isolated AI tools toward orchestrated systems that coordinate multiple AI models, data sources, and workflows. Fuel iX is designed to help organizations manage this complexity, enabling them to deploy AI across customer engagement channels while maintaining control, governance, and consistency. “The challenge is no longer just deploying AI—it's orchestrating it across the entire customer journey,” Lieberman said. The platform allows enterprises to integrate AI into customer interactions in a structured and scalable way, supporting use cases such as automation, agent assistance, and personalized engagement. By orchestrating AI workflows, organizations can improve efficiency while delivering more seamless and context-aware customer experiences. The conversation also highlighted the importance of governance and trust as AI adoption accelerates. Enterprises must ensure that AI systems operate within defined guardrails, particularly when handling sensitive customer data and communications. As discussions at the Spring '25 vCon event continue to focus on the future of AI-driven communications, Fuel iX and TELUS Digital are positioning themselves at the forefront of helping organizations operationalize AI at scale while maintaining visibility, control, and trust. Learn more about Fuel iX: https://fuelix.ai/ Learn more about TELUS Digital: https://telusdigital.com/

Doug Green, Publisher of Technology Reseller News, interviewed Gerry Christensen, Associate Founder of ICA AI, to discuss a new approach to securing communications in an era increasingly shaped by AI-driven threats. The conversation centered on how traditional defenses are falling short and why a relationship-based model of AI may be critical to restoring trust in digital interactions. Christensen explained that as AI-generated content becomes more sophisticated, the ability to impersonate individuals, organizations, and trusted entities is rapidly increasing. This creates a growing risk of fraud, misinformation, and communication breakdown across voice, messaging, and digital channels. “The problem isn't just bad actors—it's that we can no longer trust what we're hearing or seeing,” Christensen noted. ICA AI's approach focuses on establishing trusted relationships as the foundation for communication validation. Rather than relying solely on content analysis or reactive filtering, the platform leverages identity, context, and prior interactions to determine whether a communication should be trusted. This model aims to proactively prevent malicious or unauthorized interactions before they reach the user. The discussion also explored how this approach could be applied across industries, including telecom, enterprise communications, and customer engagement platforms. By embedding relationship intelligence into communication systems, organizations can better protect customers, reduce fraud, and maintain confidence in their digital channels—an increasingly critical requirement as AI adoption accelerates. Ultimately, Christensen positioned ICA AI as part of a broader shift toward AI-driven trust infrastructure, where securing communications is not just about blocking threats, but about ensuring that every interaction is verified and meaningful. As AI continues to reshape the communications landscape, solutions that can preserve trust at scale will play a central role in the future of digital interaction. More information about ICA AI and its approach to relationship-based AI is available at https://icaai.ai.

Doug Green, Publisher of Technology Reseller News, interviewed Fern Halper, Founder of AI Foundations Group and VP of Research at TDWI, to discuss what separates successful AI initiatives from those that stall—and why data strategy remains the critical foundation for AI success. Halper emphasized that while excitement around AI—particularly generative AI—continues to grow, many organizations are still struggling to move from experimentation to measurable business value. The primary reason, she explained, is not the models themselves, but the underlying data environment. “If your data isn't ready, your AI isn't going to succeed,” Halper said, highlighting the importance of data quality, governance, and accessibility. A key theme of the conversation was the need for organizations to align AI initiatives with real business objectives. Rather than pursuing AI for its own sake, companies should focus on specific use cases where data can drive outcomes such as improved customer experience, operational efficiency, or revenue growth. Halper noted that organizations that succeed tend to start with well-defined problems and build from there, rather than attempting large-scale transformations without a clear roadmap. The discussion also explored the evolving role of data management in the AI era. As organizations adopt more advanced analytics and machine learning capabilities, they must modernize their data infrastructure—often leveraging cloud platforms—to support scalability and real-time insights. This includes integrating disparate data sources, ensuring proper governance, and enabling collaboration between technical and business teams. Ultimately, Halper positioned AI success as a journey grounded in fundamentals. While new tools and technologies continue to emerge, the organizations that will benefit most are those that invest in strong data foundations, clear strategy, and disciplined execution. Learn more at https://datamakesworld.com/.

Jon Arnold, Principal at J Arnold & Associates, spoke with Moshe Beauford of Technology Reseller News during the Enterprise Connect conference about the evolving enterprise communications landscape, with a focus on AI adoption, security challenges, and shifting market dynamics. Arnold emphasized that while artificial intelligence continues to dominate industry conversations, it is also accelerating new risks—particularly in areas such as fraud and identity spoofing. As AI tools become more sophisticated, bad actors are gaining new capabilities that outpace traditional defenses. “AI is not just enabling innovation—it's also making fraud more scalable and more difficult to detect,” Arnold said. The discussion explored how service providers, enterprises, and regulators are struggling to keep pace with these changes. While new technologies and frameworks are emerging to address issues like authentication and trusted communications, the ecosystem remains fragmented, making it difficult to implement consistent protections across networks. Arnold also highlighted the importance of industry collaboration and education. Enterprises must better understand both the opportunities and risks associated with AI, while vendors and carriers need to work together to develop more cohesive solutions. As Enterprise Connect continues to showcase rapid innovation in communications technology, Arnold's insights underscore a critical reality: alongside the promise of AI comes an urgent need to address the growing complexity of security, trust, and fraud prevention in the digital communications ecosystem. Learn more about J Arnold & Associates: https://www.jarnoldassociates.com/

Jon Arnold, Principal at J Arnold & Associates, spoke with Doug Green, Publisher of Technology Reseller News, during the Enterprise Connect conference about the key trends shaping the enterprise communications market and the growing influence of artificial intelligence. Arnold highlighted that AI continues to dominate industry conversations, with vendors rapidly embedding AI capabilities across unified communications, contact center platforms, and customer engagement tools. However, he noted that while innovation is accelerating, enterprises must carefully evaluate how these technologies deliver real business value. “There's a lot of AI noise in the market right now, but the real question is how organizations turn that into meaningful outcomes,” Arnold said. The discussion also explored how the communications landscape is evolving, with shifts in vendor positioning, increased focus on cybersecurity, and changing dynamics across the channel. Arnold observed that industry events like Enterprise Connect reflect both continuity and change, with familiar players alongside new entrants bringing fresh approaches to the market. Arnold emphasized that organizations need to take a strategic approach when adopting new technologies, particularly as AI, security, and customer experience continue to converge. Understanding where to invest—and how to integrate these capabilities into existing environments—will be critical for long-term success. As Enterprise Connect continues to highlight the rapid pace of innovation in enterprise communications, Arnold's insights underscore the importance of balancing emerging technologies with practical business outcomes. Learn more about J Arnold & Associates: https://www.jarnoldassociates.com/

Steve Leaden, Founder and President of Leaden Associates, spoke with Doug Green, Publisher of Technology Reseller News, during the Enterprise Connect conference about the evolving role of telecom expense management (TEM) and how AI is transforming cost control for enterprises. Leaden explained that as enterprise communications environments become more complex—spanning mobile, cloud, and legacy systems—organizations are struggling to maintain visibility into their telecom spending. TEM solutions are becoming essential tools for identifying inefficiencies, eliminating billing errors, and optimizing overall communications costs. “Most enterprises don't realize how much they're overspending until they take a close look at their telecom environment,” Leaden said. Leaden Associates focuses on helping organizations gain control over telecom expenses through auditing, optimization, and ongoing management services. By leveraging data analytics and AI-driven tools, companies can uncover hidden costs, streamline vendor relationships, and make more informed decisions about their communications infrastructure. The discussion also highlighted how the shift to cloud communications and mobility has increased the need for continuous monitoring and management. As organizations adopt more services and providers, maintaining cost discipline requires a more strategic and data-driven approach. As conversations at Enterprise Connect continue to emphasize efficiency and digital transformation, Leaden Associates demonstrates how telecom expense management remains a critical component of enterprise communications strategy. Learn more about Leaden Associates: https://www.leaden.com/

Kassaundra McKnight-Young, Chief Nursing Informatics Officer at Zebra Technologies, spoke with Doug Green, Publisher of Technology Reseller News, during the HIMSS conference about how technology is transforming clinical workflows and improving patient care through real-time data access. McKnight-Young emphasized the critical role of nursing informatics in bridging the gap between clinical practice and technology. By equipping frontline caregivers with mobile devices and real-time data, healthcare organizations can improve decision-making, reduce administrative burden, and enhance patient outcomes. “When clinicians have access to the right information at the right time, it directly impacts the quality of care they can deliver,” she said. Zebra Technologies focuses on enabling real-time visibility across healthcare environments, providing tools that support communication, data capture, and workflow optimization at the point of care. These solutions help ensure that clinicians can access accurate patient information quickly, reducing delays and minimizing the risk of errors. The discussion also highlighted the growing importance of integrating technology seamlessly into clinical workflows. Solutions must be intuitive and reliable so that healthcare professionals can focus on patient care rather than navigating complex systems. As healthcare organizations continue their digital transformation journeys, conversations at HIMSS underscored the need for technologies that empower clinicians, improve operational efficiency, and support better patient outcomes through timely, actionable data. Learn more about Zebra Technologies: https://www.zebra.com/us/en