Podcasts about channel partners conference

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

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/

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/

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 “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/

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/

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 “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/

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

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

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/

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 “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.

Live from MSP Summit at Channel Partners Conference & Expo 2025 – Las Vegas In a podcast recorded live at the MSP Summit, part of the Channel Partners 2025 event in Las Vegas, Doug Green of Technology Reseller News sat down with Charlene Ignacio, founder of Fornix Marketing, to unpack a bold message: “Stop doing events.” But Ignacio isn't anti-events — she's calling out the three costly mistakes vendors make when they show up at trade shows unprepared and hope for leads without a plan. “You're spending $20K, $40K, sometimes more for a booth, travel, and team… and you haven't even gotten a single lead yet,” said Ignacio. Here are the three areas where vendors go wrong — and how to fix them: Unclear Lead Strategy Not everyone walking by your booth is a lead. Ignacio urges vendors to define what qualifies as a lead before the show and to research whether the event's audience actually matches your ICP (Ideal Customer Profile). Untrained Sales Teams “Events are a different kind of sales,” said Ignacio. Booth staff need event-specific training — knowing how to engage quickly, qualify fast, and handle the booth with energy and clarity. No Follow-Up Plan Too often, leads collected on badge scanners or apps go nowhere. “You're back at work the next day, and you forget all the names you collected,” said Ignacio. Build your post-event follow-up strategy before the show begins. For MSPs, she also recommends starting small — hyper-targeted events like lunch-and-learns or local chambers of commerce may outperform big expos if the audience is right. Want to level up your events? Connect with Charlene at fornixmarketing.com or find her on LinkedIn. Listen to the full podcast at telecomreseller.com or on your favorite podcast platform.

“We're bringing a powerful new revenue stream to MSPs—combining device sales with recurring 5G data services,” says Adam Crockett, Senior Director at D&H Distributing. Speaking with Technology Reseller News at the 2025 Channel Partners Conference, Crockett unveiled D&H's new 5G initiative, powered by Cellhub, marking a major expansion in the distributor's service capabilities and a significant opportunity for managed service providers. D&H, the third-largest broadline IT distributor in the U.S., has long been known for its dependable hardware fulfillment. But as Crockett explains, the company has steadily evolved to support its partners in new ways—offering pre- and post-deployment services, ongoing support, and now 5G connectivity. In a bold move, D&H has entered the mobile data space through a strategic partnership with Cellhub, T-Mobile's premier primary agent. This collaboration allows D&H to offer activated 5G devices bundled with data plans—an area previously off-limits to the distributor. Crockett emphasizes that this expansion is more than just another offering: it's a key to long-term, recurring revenue. “MSPs can now earn both upfront commissions and ongoing residuals through 5G service activations,” he explains. The program covers a range of connected hardware—from Dell and HP laptops with built-in 5G to enterprise routers and wireless networking gear—positioning partners to deliver secure, always-connected solutions in today's hybrid work environment. A timely PC refresh cycle and growing demand for mobile-first operations make 2025 the ideal launch window. The program also includes subsidy options through T-Mobile, potentially offsetting hardware costs and making premium devices accessible even for budget-conscious clients. “This lets our partners sell a complete solution—hardware, connectivity, and services—at a compelling price point,” says Crockett. MSPs interested in tapping into this opportunity can contact the team directly at tmo5g@dandh.com. No prior D&H relationship is required to get started. For more on the program and partnership, visit www.dandh.com and www.cellhub.com.

Channel Partners Conference & Expo 2025 | Las Vegas "Be the trusted business advisor." That's the message from Ryan Henley, Chief Revenue Officer at NUSO, who joined Technology Reseller News publisher Doug Green live on the opening day of the Channel Partners 2025 expo. For years, Henley noted, MSPs have been encouraged to be “trusted technology advisors.” But at this year's show, NUSO is pushing for a shift—one that positions channel partners not just as tech experts, but as core strategic partners who help customers grow and protect their businesses. “It's not about selling software—it's about elevating the business,” said Henley. “Whether it's customer experience or compliance, we can help our partners deliver real business outcomes.” Helping MSPs Go Beyond the Stack NUSO offers a fully integrated service platform that includes: Omnichannel contact center solutions for both enterprise and informal CX environments Compliance tools to support HIPAA, PCI, and GDPR requirements A UCaaS foundation powered by NUSO's own telephony network What sets NUSO apart is ownership. All platform elements are built and operated in-house, offering MSPs a single partner with end-to-end accountability. “You've got one throat to choke, or one back to pat,” Henley quipped. “It simplifies support and strengthens the value MSPs can offer.” A Channel-Only Strategy As a 100% channel-focused company, NUSO is using its presence at Channel Partners to reinforce its commitment to resellers and service providers across North America and beyond. “We're here to help partners break out of the technology-only mindset,” said Henley. “By enabling them to deliver customer experience, compliance, and communications—under one roof—we're helping them transform into true business advisors.” Henley sees this evolution as essential in a changing market. “When you focus on the success of others, everyone wins,” he said. To learn more, visit nuso.cloud or stop by their booth if you're attending Channel Partners this week. Listen to the full podcast at TelecomReseller.com or on your favorite platform.

As the sun shines over the Las Vegas Strip, the future of POTS replacement is being redefined from a panoramic suite high above the city. In a special Technology Reseller News podcast recorded live at Channel Partners Conference and Expo 2025, Jonathan Alarcon, Senior Director of Technology at TELCLOUD, sat down with publisher Doug Green to discuss the company's innovative, carrier-grade approach to POTS replacement—and the growing opportunity for channel partners and resellers. “POTS lines are going away. Regulations are changing. Prices are going up. And legacy systems in buildings—many hidden or forgotten, still depend on them,” said Alarcon. “We're solving that challenge with a fully modular and white-label-ready solution.” Alarcon emphasized the scale and complexity of the issue: from elevators to fire panels, healthcare fax lines to security systems, legacy analog infrastructure remains pervasive across commercial real estate. TELCLOUD's platform has been engineered to support those use cases with true analog line reproduction, including appropriate voltage support and compliance for life safety systems. What sets TELCLOUD apart is its modular hardware approach. Unlike single-box LTE solutions, which are often limited by installation constraints, TELCLOUD allows partners to separate the router from the endpoint by up to 250 feet using a simple Cat6 connection. This flexibility ensures better signal strength and deployment across diverse environments, especially in telco rooms located deep within buildings. The company also offers a comprehensive remote management platform, delivering one pane of glass for full visibility and control—integrated with leading router management systems. Resellers and channel partners can handle firmware updates, monitoring, and diagnostics anywhere. “Coming from the alarm and life safety industry, I knew we needed something better,” said Alarcon. “Our platform is tailored to the realities of fire code compliance and the needs of mission-critical legacy devices.” TELCLOUD's channel-first, white-label strategy is designed to accommodate partners at every stage—from MSPs just entering the space to seasoned telco veterans. The company offers full deployment support, installation services, and turnkey go-to-market options. “Whether you need us to handle everything, or just provide the platform, we're here to help,” said Alarcon. “We tailor our engagement to your needs.” As copper networks continue their sunset and regulatory deadlines loom, TELCLOUD invites channel partners to explore the business opportunity now—before demand exceeds deployment capacity. Learn more at TELCLOUD.com or contact sales@TELCLOUD.com. #POTSReplacement #TELCLOUD #ChannelPartners2025 #LifeSafetyTech #WhiteLabelSolution #MSP #TelecomInnovation #UCaaS #AnalogToDigital #TechnologyResellerNews

In a special Technology Reseller News podcast recorded at Channel Partners Conference & Expo 2025, Crexendo executives Jon Brinton, Chief Operating Officer, and Doug Gaylor, President and Chief Operating Officer, announced that the company has surpassed six million users on its NetSapiens® platform—a milestone achieved primarily through its rapidly growing base of channel partners and licensees. “This is a significant accomplishment for us,” said Gaylor. “We've tripled the number of users in just three and a half years. That growth is organic, partner-led, and backed by a solid financial foundation.” Crexendo, a NASDAQ-listed company, also recently announced record annual revenue and net income, reporting 14% year-over-year organic growth and six consecutive quarters of GAAP profitability. “No one else in the space can match those metrics,” Gaylor added. Brinton highlighted that more than 235 licensees now power their UCaaS and CCaaS offerings using the NetSapiens platform, with 17 new licensees added in the past year—10 of which migrated from major competitors including Cisco and Microsoft. The NetSapiens model, known for its “Seconds, Not Seats” concurrent usage pricing, is credited with helping partners maintain industry-leading margins and deploy with unmatched flexibility—either on-premise or hosted in the cloud via Crexendo's OCI infrastructure. Brinton emphasized the ecosystem around the platform. “We now have over 100 developers actively building solutions for our marketplace. Many of those are AI-driven—already available today, not years away,” he said. Crexendo partners are leveraging real-time AI features like voice studio tools, sentiment analysis, call transcription and summarization, and AI-enhanced video and contact center applications. Gaylor and Brinton also pointed to the strength of the Crexendo community as a key growth driver. “Our partners grow at twice the market rate,” said Brinton. “They share best practices, support each other, and many are on this show floor offering competitive solutions powered by NetSapiens—under their own brand.” As the company celebrates six million users, Gaylor noted that Crexendo is on pace to reach seven million before year-end. Read the Press Release. To learn more, visit www.crexendo.com or follow the company on LinkedIn, Instagram, and Facebook. #Crexendo #NetSapiens #UCaaS #CCaaS #ChannelPartners2025 #AIinUC #UnifiedCommunications #PartnerFirst #TechnologyResellerNews  

SkySwitch, the leading next-generation white-label UCaaS provider, announced today that it has launched a new option within their existing partner program, the Foundations program. The Foundations program offers all the benefits of its Wholesale program—a rock-solid UCaaS platform and technology with a wide range of features, backed by a team of experts, all delivered under the partners' brand—and additionally provides back-office support. See the podcast below. With the Foundations program, SkySwitch handles all the billing, taxation, and regulatory work while keeping the partner's brand front and center. By taking on the back-office tasks, it allows partners to focus on growing their brand and delivering communication solutions to their customers. The existing Wholesale program is still available for partners who have the resources and processes in place to manage the back-office billing, taxation, and regulatory tasks. Now partners have the option to choose the program that best suits their needs. “As a white-label provider, SkySwitch invests heavily in our partners' success. This goes beyond the product itself, and that's what the Foundations program is all about,” said David Hardy, General Manager of SkySwitch. “Not every partner has the desire, or bandwidth to manage these critical back-office and go-to-market functions. Having the option to outsource all that to the same partner that provides the underlying UCaaS technology can be a game-changer.” For more information about our new SkySwitch Foundations Partner Program, visit us at the Channel Partners Conference this week March 25-26 in Meeting Room 18 outside of the Expo Hall floor. ABOUT SKYSWITCH SkySwitch is the leading US-based white-label Unified Communications-as-a-Service (UCaaS) provider offering MSPs, VARs, telecom agents, interconnect ISPs, and WISPs, a cloud-based voice platform to brand as their own. With a thorough on-boarding process, we educate you on everything you need to know to start selling the most in-demand solution for a hybrid workforce. SkySwitch is a BCM One company.

Rebuilding Trust in Phone Numbers: Phound Business Launches at Channel Partners, a new platform aimed at restoring trust, privacy, and control in the phone system—this time, with enterprise-grade capabilities In a special Technology Reseller News podcast, Dave Erickson, co-founder of Phound and long-time telecom innovator behind CarrierX and Free Conference Call, sat down with publisher Doug Green to discuss the launch of Phound Business, a new platform aimed at restoring trust, privacy, and control in the phone system—this time, with enterprise-grade capabilities. “We're reinventing the telephone numbering system,” said Erickson. “Over the years, trust in the phone network has eroded. Phound Business is our answer to robocalls, spoofing, and lack of identity control—bringing modern privacy-first functionality to business communication.” Built on the foundation of the original Phound.app—a secure, self-managed caller ID and contact card system—Phound Business allows organizations to distribute virtual phone numbers to team members across devices, while maintaining full control over billing, access, and security. A Business-Ready Phone Identity Platform The platform gives users the ability to switch between personal and business personas, assign multiple ringtones, control availability hours, and enable detailed access settings that define who can call or message—and when. “Think of it as a virtual closed calling network,” Erickson explained. “You can limit communications to internal departments, vendors, or even specific individuals. And when someone outside the network tries to call, they're asked to authenticate themselves before getting through.” Key features of Phound Business include: Unified Billing: One admin portal for managing hundreds or thousands of phones, all billed centrally. Comprehensive Access Controls: Permissions based on trust level, with granular control for each contact. Privacy-First Security: All numbers are authenticated, and user data remains protected through customizable visibility settings. Persona Switching: Seamlessly manage personal and business identities from one device. Spam-Free Calling: Closed network architecture drastically reduces robocalls and scams. Erickson emphasized the growing importance of trusted communication in an era of deepfakes and AI-driven scams. “We're heading into a future where verifying who's calling—and protecting your contact network—is more critical than ever,” he said. Looking Ahead at Channel Partners Phound is showcasing this new platform at the Channel Partners Conference & Expo this week in Las Vegas, where the company is meeting with resellers and MSPs interested in monetizing privacy-first telecom. “There's real buzz around the show this year,” said Erickson. “We're looking to partner with people who see the opportunity to clean up the phone call ecosystem—and make money doing it.” To learn more about Phound Business or to schedule a meeting with Dave and his team, visit phound.app.

In this episode of the Channel Futures podcast, Craig and James sit down with Fred Voccola, the outspoken CEO of Kaseya, the IT management software giant. The guys learn all about the success of the recently launched Kaseya 365 subscription service for MSPs and get some advice for managed service providers ahead of Voccola's appearance at the MSP Summit, brought to you by the Channel Partners Conference & Expo, Sept. 16-19, in Atlanta. You can register for that event here: https://themspsummit.com. We'll also recognize the top company in this year's MSP 501, and in a turnabout-is-fair-play moment, James challenges Craig to a history lesson vis-à-vis "This Is Your Life."

The guys welcome esteemed channel analyst, Jay McBain of Canalys, now a colleague of Craig and James, to the podcast. He offers a great take on artificial intelligence in the channel, Broadcom's acquisition of VMware, and previews some of his many sessions at the upcoming Channel Partners Conference & Expo.

The Channel Futures podcast welcomes Amy Bailey and Kathryn Rose of the Channel Marketing Association. Plus, the latest editions to the Channel Partners Conference & Expo agenda. And the guys play a game of Family Feud. There's actually a tie-in! Go here to take the Channel Marketing Association's salary survey before it closes!: https://form.jotform.com/233326429723154

Craig and James sit down with Opkalla's Keith Hawley to learn more about the channel partner's business model, how to talk with customers about artificial intelligence, and much more. Plus, we preview some big changes to the upcoming Channel Partners Conference & Expo, March 11-14, in Las Vegas.

The Channel Futures podcast duo is back after a brief hiatus due to travel, and they're welcoming Palo Alto Networks into the coffee house. Channel leader Tom Evans joins the conversation to discuss the latest cybersecurity threats, updates for Palo Alto partners and predictions for the future. Craig and James also get you caught up on final numbers from the Channel Partners Conference & Expo, as well as their trip to London representing Channel Futures at the annual Informa Awards. Don't forget that you can watch this podcast. The video is here: https://www.channelfutures.com/podcasts/coffee-with-craig-and-james-episode-124-palo-alto-networks

Welcome to The Incident Report. Adam and Paul discuss the Channel Partners Conference and the Importance of reputational analysis for organizations. If you have questions or suggestions for the podcast, you can always email Paul and Adam at theincidentreport@questsys.com. Articles Cited: Most Memorable Quotes from CP Expo 2023 https://www.channelfutures.com/channel-partners-event-coverage/most-memorable-quotes-cp-expo-2023   Cybersecurity Insurance https://fortune.com/2023/02/15/cost-cybersecurity-insurance-soaring-state-backed-attacks-cover-shmulik-yehezkel/   Quest Monitoring and Alerting https://questsys.com/services/cybersecurity/monitoring-and-alerting-services/   The Incident Report is created by Quest Technology Management. With over 40 years of experience, Quest is a leading Technology Integrator, working seamlessly with your staff, and systems to achieve your IT goals. Learn more about everything they do at https://www.questsys.com.

MartinWolf M&A Advisors founder Marty Wolf joins Craig and James this week on the popular Channel Futures podcast. Wolf offers an overview of the M&A landscape and delivers practical advice for any partner business considering selling or taking private investment. It also serves as a preview for some keynote and conference sessions that focus on mergers and acquisitions at the Channel Partners Conference & Expo in Las Vegas, May 1-4. Speaking of CP Expo, Craig and James will do a final breakdown to get you ready. It's not too late to register!: https://channel.informatech.com/lv/2023/registrations/Attendee

It's MSP 501 season. The final day to apply for the biggest and best awards program in the channel is April 30. With that rapidly approaching deadline in mind, we decided to dedicate this podcast to the Channel Futures MSP 501. First, we welcome in Ginette Andre, senior marketing associate for Channel Futures and VIP liaison for the MSP 501. Ginette offers up some frequently asked questions for candidates who are applying for the list. Then comes the team from Ingram Micro, sponsor and longtime supporter of the 501. The distributor's execs discuss the value of landing on the list. They also cover some important managed service provider trends for 2023. Also, it wouldn't be an episode of the podcast without talk of the Channel Partners Conference & Expo. James tells us about two of the sessions he'll be hosting and why you should be there. Finally, what's in a name? A common email mistake that flusters some of our colleagues. Apply for the 2023 Channel Futures MSP 501 here: https://channelfutures.tradepub.com/free/w_chag101/prgm.cgi?a=1

The Channel Futures podcast this week welcomes in Phil Soper, North America head of channel sales at Hewlett Packard Enterprise. He gets us caught up on the HPE Partner Ready Vantage program and the company's as-a-service efforts. Craig and James also cover the networking opportunities not to miss at the upcoming Channel Partners Conference & Expo. The big show is less than six weeks away — here's where you can register: https://channel.informatech.com/lv/2023/registrations/Attendee

The Channel Partners Conference & Expo is less than two months away and Craig and James are all over it. In this episode of the podcast, you'll learn about more incredible keynotes slated for the event. CP Expo is May 1-4, at the Venetian in Las Vegas. And for a guest, we have a special treat. Ronnell Richards, sales consultant extraordinaire to the channel, joins the guys for a conversation. They touch on sales tips, relationships between partners and TSDs/vendors, and much more. The news discussion of the day will center around a couple of things. First, James talks about an acquisition by HPE that could have significant channel implications. 5G, once overhyped, might be making another run at celebrity status. Also, our Channel Futures' Channel Influencers for 2023. The list is out, and features a lot of names in the channel who are having a big impact. The guys will explain how the team came up with this year's honorees.

A best-kept secret no more, the Alliance of Channel Women (ACW) plays a huge role in our industry. The organization promotes both established and up-and-coming channel sales professionals, including the camaraderie and mentorship to elevate their careers in what's traditionally been a male-dominated field. ACW is kicking off a spring membership drive, so it's a great time for Craig and James to learn more about the group. The guys welcome ACW board member Kelly Danziger to the show. (Her day job is Craig and James' boss as general manager of Informa Tech Channels, Channel Futures' parent organization.) The guys also discuss some of the big keynotes at the upcoming Channel Partners Conference & Expo. Furthermore, we've got fun with technology trivia and a test of ChatGPT technology.

Coffee with Craig and James, the Channel Futures podcast, welcomes Scott Kinka, chief strategy officer with Bridgepointe Technologies. Bridgepointe is truly one of the hottest companies in the channel, growing both organically and inorganically, via acquisition. The guys also give you your first taste of the keynotes and conference sessions at the upcoming Channel Partners Conference & Expo, May 1-4. We told you last time about keynote speaker Capt. Scott Kelly, but that's far from all. From a guy who lived in a van to a NASCAR driver, there's some really cool content on tap. We talk about it in this podcast. And that's just scratching the surface. Craig and James also will discuss the news of the week, including the staggering number of layoffs impacting the channel. Communications platform as a service (CPaaS) is also a topic, as Channel Futures introduces a new video segment. If you want to see us on video, head over to Channel Futures: https://www.channelfutures.com/podcasts/coffee-with-craig-james-episode-118-bridgepointe-technologies

It only took 117 episodes of the Channel Futures podcast for Craig and James to make their video debut together. In this premiere Channel Futures TV episode of Coffee with Craig and James, we welcome Cato Networks leader Frank Rauch. He was one of the biggest newsmakers of the past week, just joining the SASE provider on Jan. 10. The guys also give you a sneak preview of the keynote retired astronaut Capt. Scott Kelly will deliver at the Channel Partners Conference & Expo, May 1-4, at the Venetian in Las Vegas. All that, plus a recap of some of the biggest news so far this month.

Craig and James are back to celebrate the holiday season with you, Nitel and Opex Technologies. First up is Jim Glackin, channel leader with Nitel, the next-gen technology services provider. It's been a big year for the company. The guys dig into the state of aggregation in the channel and have a conversation with Glackin about cost center vs. profit center. Later in the show, we get to know more about Opex Technologies. It's a well-known firm in the agent channel, but there's a whole lot you don't know. For instance, some think of Opex as a research firm of sorts? We'll dig into all of that and get some market insight straight from a partner's mouth. Of course, we would be remiss if we didn't look back on the year that was at Channel Futures. Craig and James will discuss some of the biggest stories of the year. They'll also recap the successful Channel Partners Conference & Expo and this past fall's Leadership Summit. And if you haven't heard the dates for our 2023 shows, we've got 'em.

We reflect on the world's largest channel event, Channel Partners Conference and Expo, with Brent Earlewine, Senior VP of Indirect Channels. Earlewine's vast experience includes building, recruiting, and cultivating an ecosystem of business partners to support omnichannel CPaaS. Learn more about our partner program – IntelePeer's Apex Partner Program, shifts in partners' focus, and partner challenges.

Janitza's Andrew Ruef makes his first appearance on JSA TV from the Channel Partners Conference & Expo showroom floor! Andrew discusses the key components of a sustainable energy management system. To learn more about Janitza, visit www.janitza.com/us.SUBSCRIBE to JaymieScottoTV for the latest Telecom News: https://www.youtube.com/JaymieScottoTVHOMEPAGE: http://www.jsa.netLIKE JaymieScottoTV on FACEBOOK: https://www.facebook.com/JaymieScotto...FOLLOW JaymieScottoTV on TWITTER: https://twitter.com/jsatv

The guys are back with their second pre-show edition of the podcast in the past five months. That's because the Channel Partners Conference & Expo is just a week away! Craig and James will break down some of the biggest can't-miss events of the show; plus, speaking of CP Expo, James will present an entertaining review of some beloved channel event stereotypes. The "attender vendor"? The "social butterfly?" The "sponge"? Then, the lineup of great guests continues. Craig and James talk to Ashley Rowland, founder of partner firm Adaptiv Advisors. She shares some tricks of the trade and explains why she started a second business -- one that trains fellow agents on, well, the tricks of the trade.