Podcasts about channelcon

The episode's primary focus centers on the introduction of China-based Alibaba's new artificial intelligence (AI) model, which is positioned to rival existing US-developed models. This development has triggered concerns within the US federal government regarding the potential superiority of these foreign AI models and resulting security and data governance risks. The discussion further noted that recent import bans in the US have included consumer and business products containing AI elements, such as robotic vacuum cleaners, reflecting heightened regulatory scrutiny and caution toward foreign AI integration in both enterprise and consumer environments. Supporting details outlined that Chinese technology companies have released an increasing number of AI models, including both large-scale and smaller, task-specific models. According to the discussion, the trend toward “distilled” or smaller models, which are trained based on larger systems, introduces efficiency benefits but also creates concern about loss of fidelity or intelligence in iterative retraining. Reference was made to a lengthy public statement by Meta's CEO on the risks and advantages of model distillation and to US regulatory actions responding to these broad technology shifts. A key secondary topic was the launch of the Managed Intelligence Alliance (MIA), formed at ChannelCon 2026 to address AI standards, accreditation, and governance for MSPs. However, analysis pointed out that the Alliance's executive leadership is comprised primarily of large aggregators and vendors, with a notable absence of direct representation from operational MSPs. The structure involves engagement with Texas A&M University for association-building, but concerns were raised regarding industry self-regulation, stakeholder representation, and the practical function of such alliances for the broader MSP segment.TITLE: Probing Client AI Opportunities and Managing Leadership Meetings for MSPsQuestion of the Week: What are some good pre-sales probing questions to get the conversation going with a prospect around AI opportunities? AI: Chinese AI models, smaller/distilled models, and AI trainingMeetings: How to run better weekly leadership meetingsChannelCon: Managed Intelligence Alliance and MSP industry standardsTales from the Field: The value of a small MSP business The discussion concluded with practical implications for MSPs and IT service providers, emphasizing risk management, the importance of understanding both external technological developments and internal AI adoption, and the need for clear standards and governance amid evolving vendor and regulatory landscapes. The conversation highlighted the necessity for MSPs to critically assess tool adoption, process discipline in meetings, and asset valuation, while maintaining vigilance over the security, accountability, and ownership structures within emerging technology initiatives and industry alliances. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Today’s headline news for Canadian IT solution providers: [Blumira]: The company on Tuesday launched Hearth, a vendor-agnostic AI command center that Blumira says can intelligently reason across security tools and services an organization already uses. The platform is available in the Pax8 Marketplace, giving MSPs a unified interface to monitor and respond across multi-vendor environments. Read the announcement on Business Wire [Vistera]: The Vancouver-based company on Tuesday unveiled a professional services platform powered by Vero, a multi-agent orchestration layer that Vistera says brings legal, HR, and finance expertise to Canadian SMBs in British Columbia, Alberta, and Ontario. Every output is reviewed by a senior Canadian-qualified professional before delivery, with outcomes priced at $700 each or through monthly plans. Learn more on Vistera [CrowdStrike]: Justin Bradley, senior alliances manager for MSSP aggregators at CrowdStrike, warned attendees at XChange August this week that the group behind Akira ransomware — referred to as Punk Spider — has increased attacks by 134 percent over the past year, specifically targeting SMBs through MSPs. The group buys VPN credentials on the dark web, uses MFA fatigue to gain access, and dumps Entra IDs before deploying ransomware. Read more on CRN [ConnectSecure]: The company on Tuesday added M365 Auto Remediation, AI-powered training assessments, and Patch 360 to its MSP platform, allowing providers to automatically remediate supported Microsoft 365 security findings across multiple tenants. Read more on Channel Dive [GTIA]: The Global Technology Industry Association warned at ChannelCon last week that customers are deploying AI faster than MSPs can deliver security and governance, and announced a new Managed Intelligence Alliance to develop standards and accreditations for AI services. Read more on Channel Dive [NetRise]: The company on August 3 launched its Discovery Partner Program to expand software supply chain security through MSSPs, VARs, and distributors. Read the announcement on PR Newswire [Verizon]: Channel chief and vice president of indirect partner sales Mark Tina is leaving the telecommunications company after 23 years to become vice president of national partner sales and distribution at health insurer Humana. Read more on Channel Dive Read Full Transcript Welcome to The Buzz from ChannelBuzz.ca, I’m Robert Dutt, today is Thursday, August 13, and here’s what’s happening in the channel today. Blumira on Tuesday launched Hearth, a vendor-agnostic AI command center that the company says can intelligently reason across security tools and services an organization already uses. According to Blumira, the platform is designed to unify visibility and response across the workspace without requiring a rip-and-replace approach, giving lean IT teams a single interface to monitor disparate tools. Hearth is available in the Pax8 Marketplace, positioning it for MSPs that provision through that platform. Blumira is pitching the offering as a way to reduce tool sprawl and alert fatigue for teams that lack enterprise-scale resources. A unified reasoning layer across multi-vendor stacks could cut down on the context-switching that slows incident response for Canadian MSPs, though the value will depend on integration depth and the accuracy of the AI-driven reasoning. Vistera on Tuesday unveiled a Canadian-built professional services platform powered by Vero, a multi-agent orchestration layer that the company says brings legal, HR, and finance expertise to small and medium-sized businesses at a predictable cost. The Vancouver-based company is targeting Canadian SMBs in British Columbia, Alberta, and Ontario with outcomes priced at $700 each or through monthly plans, a fraction of the typical hourly rates at large firms. According to Vistera, every output is reviewed and signed off by a senior Canadian-qualified professional before it reaches the client, with credential verification and regulatory standing checks built into the workflow. The platform handles intake, research, and preparation through AI agents while preserving human oversight for final judgment. Canadian MSPs should watch how this model lands, as it could create new partnership opportunities around SMB advisory services or introduce competitive pressure in the professional services space. CrowdStrike this week warned attendees at XChange August that prolific ransomware groups are specifically targeting MSPs and their SMB customers. According to Justin Bradley, senior alliances manager for MSSP aggregators at CrowdStrike, the group behind Akira ransomware — referred to as Punk Spider — has increased its attacks by 134 percent over the past year with an emphasis on SMBs. Bradley said the group’s typical strategy involves buying VPN credentials on the dark web, then using MFA fatigue to gain initial access, escalating privileges, and dumping Entra IDs before deploying ransomware. He also noted that CrowdStrike is tracking two break-off groups from Scattered Spider, dubbed Cordial Spider and Snarky Spider, which have been known to impersonate MSPs to trick customers into launching remote access tools. The intelligence underscores the urgency for Canadian MSPs to harden identity controls and monitor for MFA abuse, particularly as credential theft continues to fetch thousands of dollars on dark web markets. In Brief – ConnectSecure says its new M365 Auto Remediation tool lets MSPs approve and automatically apply fixes across multiple customers for supported Microsoft 365 security findings. The Global Technology Industry Association warns at ChannelCon that customers are deploying AI faster than MSPs can secure it, and says it is launching a Managed Intelligence Alliance to set standards for AI services. NetRise says its new Discovery Partner Program will expand software supply chain security through MSSPs, VARs, and distributors. Verizon confirms channel chief Mark Tina is leaving after 23 years to become vice president of national partner sales and distribution at Humana. Full details and links in the show notes or the blog post. That’s how we’re seeing the headlines today. I’m Robert Dutt for ChannelBuzz.ca, thanks for listening. Have a great day.

By Doug Green “It's a community that helps support the growth of your business.” In this Technology Reseller News podcast recorded at ChannelCon 2026, Amy Slater of the Managed Service Providers Association of America discusses how MSPAA helps managed service providers increase visibility, find trusted resources and connect with businesses looking for technology support. MSPAA is a membership organization that gives MSPs a profile on its public platform, where small and midsized businesses can search for providers that match their needs. Slater says visibility is only one part of the value. Members can also contribute articles, share social media content, participate in podcasts and gain access to event opportunities, including discounted tickets and speaking engagements. The association also helps MSPs find trusted vendors and service providers in areas such as marketing, HR and technology. “There's usually no shortage of companies that can solve a problem,” Slater says. “The challenge is finding the right one.” MSPAA works to vet both its MSP members and the vendors it recommends, giving providers another layer of confidence when looking for help. The organization also offers vendor focus groups where participating MSPs can be compensated for their time. Slater says participation in two focus groups can effectively offset the annual membership cost. For smaller MSPs with limited internal resources, the association is designed to extend the team by providing marketing exposure, business resources, industry connections and opportunities to share success stories with a wider audience. Visit MSPAA.net to learn more.  

By Doug Green Recognized as GTIA Member of the Year at ChannelCon 2026, Lee discusses Rev.io's AI-native PSA and billing platform, along with the importance of giving back to the channel community. Rev.io is working to give managed service providers a more complete platform for operating their businesses, combining professional services automation, billing and payments on a native AI foundation. “This is what a PSA should have been when they first came out,” said Brook Lee of Rev.io, speaking with Technology Reseller News at GTIA ChannelCon 2026. “This is truly a solution that you can use to run your entire MSP business from quote all the way to payments and cash.” Lee said the platform is intended for everyone working inside an MSP, rather than being limited to technicians and engineers. Rev.io began as a telecommunications billing company and expanded its platform to support ticketing, service delivery, billing and other operational requirements. During ChannelCon, Lee was also recognized as GTIA Member of the Year. She has helped develop a guide for finding, hiring and retaining women in technology, created a case study aimed at increasing company-wide participation in GTIA and served in several association leadership roles. “I am extremely passionate about this community,” Lee said. “I hope that why I was voted in was because of the work that I do to give back to the community.” Lee said the channel's real value comes from the connections members build and their willingness to help one another solve problems. “If it's not me, I know a guy,” Lee said. “Maybe I can't solve your problem, but you tell me what you've got going on, and I can go find somebody to try to help you solve it.” Watch the podcast to learn more about Rev.io's platform, Lee's work with GTIA and why community remains central to the technology channel.

By Doug Green “Join GTIA, but that's not enough. You really need to get involved.” At ChannelCon 2026, Raffi Jamgotchian of Triada Networks offered a member's perspective on how active participation in GTIA can strengthen individual businesses while helping the technology channel address larger industry challenges. Triada Networks is a managed service provider based in northern New Jersey that serves financial services companies across the United States. Jamgotchian joined CompTIA through his membership in the ASCII Group, but for several years remained largely inactive. That changed when an industry colleague encouraged him to contribute his experience and help shape the issues affecting MSPs. Jamgotchian became involved in the security community, eventually serving as vice chair and chair. His work included initiatives related to business certifications, the Security Trustmark and broader efforts to raise the cybersecurity bar for managed service providers. Following the transition to GTIA, he joined the Member Champions group, which helps recruit new members and guides them toward the communities, research and resources available through the organization. One of GTIA's greatest strengths, he said, is its ability to bring MSPs and vendors together without the usual sales dynamic. “You're no longer from Triada or Choice Security or Sophos,” Jamgotchian said. “You're a person who has some knowledge and some experience that, together, we can use to solve industry issues and move forward.” For MSP owners and channel partners considering membership, Jamgotchian's message is direct: participation determines the value. ChannelCon provides relationships, meaningful conversations and a strong sense of community, but members should also find an area that interests them and contribute at their own pace. “You get what you put into it,” he said. “There's always something to do, and there are a lot of initiatives that we need to move our industry ahead.” The conversation also turned to artificial intelligence, which Jamgotchian described as the channel's latest major inflection point—an opportunity, threat and change agent arriving all at once. His advice is to learn from people who are further ahead, help those who are behind and avoid leaving the future of the business to someone else. “If you're not thinking about it, somebody is going to think about it for you,” he said. Learn more about GTIA at gtia.org and Triada Networks at triadonet.com.

TouchPoint helps MSPs identify businesses with email authentication problems, begin conversations with a documented risk and open the door to broader managed services. By Doug Green “You are definitely missing the boat” if you are not pursuing this opportunity, says Alan Richards of EasyDMARC. Recorded live at GTIA ChannelCon 2026 in San Diego, this Technology Reseller News podcast explores how MSPs can use email authentication problems as a practical entry point to new customers and recurring revenue. Alan Richards of EasyDMARC explains that the company has spent years simplifying DMARC management for MSPs. Its platform brings DMARC, SPF and DKIM oversight into a single environment, helping partners keep customer email authenticated, aligned and deliverable. EasyDMARC is now extending that value beyond management and compliance. Through its TouchPoint lead-generation platform, MSPs can identify businesses in their local markets whose DMARC configurations are out of alignment or not properly authenticated. Instead of approaching a prospect with a generic pitch about IT services, the MSP can begin with a specific, documented problem. An exposed domain may be vulnerable to spoofing, malware and impersonation, while legitimate messages may also be rejected or routed to spam. “Now you're going to them and you actually have an issue,” Richards says. “You actually have a problem and you have a solution.” That targeted approach can raise the prospect's level of trust and create an opening for a wider managed-services conversation. Once an MSP helps correct the email authentication problem, it can introduce additional security, infrastructure and support services. TouchPoint supports both outbound and inbound lead generation. MSPs can search geographically for organizations with DMARC issues, while an embeddable domain scanner can capture interest from visitors to the MSP's own website. EasyDMARC can return information about the company, the domains scanned and relevant contacts, with CRM integration enabling rapid follow-up. Richards says EasyDMARC also provides hands-on partner support, including growth managers and a 128-page MSP marketing playbook. The company helps partners install the domain scanner, understand the opportunity and guide customers through ongoing DMARC management. The opportunity is not limited to one vertical. Legal, healthcare and financial organizations are especially sensitive to fraud and impersonation, but Richards notes that any business sending invoices, marketing messages or CRM-generated email needs properly aligned authentication. For MSPs at ChannelCon, the message is straightforward: email authentication is more than a technical requirement. It can be a measurable security problem, a reason to contact a prospect and the beginning of a longer customer relationship. Learn more: EasyDMARC MSP Reseller Program Previous EasyDMARC podcast: EasyDMARC Turns Email Security Gaps into MSP Sales Opportunities

By Doug Green “The tools now can make anyone look like a pretty attractive candidate for a job.” Recorded at ChannelCon 2026, Paul Flaharty of Robert Half joins Technology Reseller News to discuss how artificial intelligence is changing hiring for MSPs and technology providers. AI can improve efficiency, but it is also making it easier to customize resumes, exaggerate technical abilities and even create uncertainty about whether an applicant is who they claim to be. Flaharty says experienced recruiters and comprehensive screening processes are becoming increasingly important. Rather than replacing the human element in recruiting, AI has reinforced its value. Skilled recruiters can validate a candidate's identity, evaluate whether the person can perform the work and look beyond an impressive AI-generated resume. The conversation also examines how AI is affecting existing technology jobs. Flaharty says the greater risk may not be that AI eliminates a position, but that an employee is replaced by someone who knows how to use AI more effectively. Organizations are consequently moving forward with previously delayed technology projects and looking for professionals who can help develop and execute practical AI roadmaps. For MSPs, hiring is only one part of the challenge. Retaining strong technical employees requires a proactive talent strategy that includes competitive compensation, flexibility, development opportunities and a visible career path. Flaharty says an effective upskilling program can sometimes be as powerful a retention tool as compensation. Listen to the podcast to learn how MSPs can identify genuine candidates, streamline their hiring processes, develop existing employees and build teams prepared for an increasingly AI-enabled technology market. Learn more at roberthalf.com.

“The perimeter no longer exists.” In this Technology Reseller News podcast recorded at ChannelCon 2026, Peter Lekas and Lauren Hextall of SpecterX discuss how organizations can maintain control of sensitive information after it leaves their managed environment. SpecterX is a zero-trust data access platform designed to protect information shared with customers, vendors, partners and other third parties. The platform allows businesses to apply controls that travel with the data, including restrictions on forwarding, copying, pasting and taking screenshots. Traditional security tools protect networks, endpoints and applications that an organization can directly manage. However, businesses increasingly rely on cloud services, SaaS applications and external collaboration, creating multiple locations where sensitive data may reside. “Once that data is shared outside of your organization, you don't know what that person is going to do with it,” the SpecterX team says. Data loss prevention tools may block sensitive information from leaving an organization, but many business processes require that information to be shared. SpecterX is designed to provide continued governance after the transfer takes place. This can be particularly important for organizations sharing regulated information, including healthcare data, intellectual property and documents governed by compliance requirements. For MSPs, SpecterX creates an opportunity to expand beyond endpoint and network protection into data governance, risk and compliance services. Rather than adding another security layer around the environment, the platform protects the data itself. Hextall says MSPs are well positioned to deliver these services because they understand their customers' industries, workflows and business requirements. “This isn't something that can simply be mandated from above,” she says. “You need to understand the workflows of your customers.” Visit SpecterX.com to learn more  

“Let your engineers get back to doing what makes you money.” In this Technology Reseller News podcast recorded at ChannelCon 2026, Heather Harlos, Demetrios “Deme” Georgiou and Benjamin Morrell, of Coro Cybersecurity discuss how consolidating security tools can help MSPs reduce complexity, improve margins and serve more customers. Coro brings email security, endpoint protection, EDR, data loss prevention, VPN, secure web gateway, security awareness training, cloud protection and backup into a single platform. It is designed primarily for SMBs and midsized organizations with limited internal IT and security resources. Many MSPs recognize that they have a tool-sprawl problem but hesitate to replace products and vendor relationships they have relied on for years. “Consolidation is a very big objective for channel partners,” the Coro team says. “The challenge is making that change their new normal.” For MSPs, the value extends beyond lowering software costs. A unified platform reduces the time engineers spend moving between consoles, investigating alerts and managing separate systems. That additional capacity can be used to onboard customers, develop new services and increase revenue. Coro uses AI to filter security noise and surface the information that requires attention. The platform is also designed to scale easily across customers of different sizes. The team says smaller businesses are increasingly being targeted by phishing, ransomware and automated attacks. Although these organizations may lack enterprise security budgets, they still expect their MSPs to deliver effective protection. At the same time, MSPs must differentiate themselves through service rather than simply reselling a collection of tools. “Customers should buy from the channel partner because of the partner—not just because of the software being sold,” the team says. By simplifying security operations, Coro aims to help MSPs support more customers without continually adding personnel. Time and resources can then be redirected toward higher-value services, including new AI projects and business growth. Visit Coro.net to learn more.  

“We're giving MSPs a single pane of glass to protect email, file sharing and collaboration.” In this Technology Reseller News podcast recorded at ChannelCon 2026, Zach Schwartz of Trustifi discusses the company's new collaboration security platform for Microsoft 365 environments. Trustifi traditionally provides email threat protection, encryption, data loss prevention, compliance management and security awareness training. Its latest platform extends that protection into Microsoft Teams, OneDrive and SharePoint. Schwartz says the new offering addresses a growing blind spot for MSPs and their customers. Although many attacks begin with email, compromised accounts and malicious content can quickly spread through collaboration and file-sharing tools. “Once an attack surfaces, it can spread rapidly through Teams, SharePoint and OneDrive,” Schwartz says. The platform gives MSPs centralized visibility across email, collaboration and file sharing. It can identify potential threats, account takeovers and DLP events while providing actionable alerts that help partners respond quickly. For MSPs, collaboration security also creates an opportunity to expand Microsoft 365 services and offer customers a higher level of protection without adding more disconnected tools. Trustifi offers free trials that allow partners to assess customer environments, uncover threats or compliance issues and produce reports outlining recommended remediation. The company uses AI to analyze large volumes of security data and identify activity that requires immediate attention. Schwartz says MSPs are also increasingly concerned about criminals using AI to improve phishing and other attacks. Trustifi is a 100 percent channel-focused company. Its platform includes multitenant management, MSP billing capabilities and policy templates for industries such as legal, financial services and healthcare. New partners face no minimums or long-term commitments, and Schwartz says the platform can be deployed in approximately five minutes without coding or specialized training. Visit Trustifi.com to learn more.  

“Mergers and acquisitions usually fail because of people.” In this Technology Reseller News podcast recorded at ChannelCon 2026, Craig Fulton of Evergreen discusses what buyers are looking for in an MSP and how providers can build a more valuable, transferable business. Evergreen is a decentralized holding company that acquires IT services businesses while allowing them to retain their brands, employees, customers and operating systems. Fulton compares the model to Berkshire Hathaway for IT services. Although AI is helping MSPs improve service delivery and efficiency, Fulton says it does not yet command a valuation premium on its own. “We're not paying for AI in a business,” Fulton says. “We're impressed with the impact it has had on the business.” AI can increase value when it improves recurring revenue, scalability, customer retention and EBITDA. The outcome matters more than simply claiming to use the technology. Evergreen also evaluates revenue, profitability, customer concentration, retention and management structure. An MSP may be harder to sell when one customer represents more than 20 percent of revenue or when the owner remains responsible for sales and several other essential functions. Fulton recommends that owners planning to sell within the next three to five years begin building a management team and hiring a dedicated salesperson well before the transaction. He also warns buyers and sellers not to overlook employees during an acquisition. “You can have tools and processes all day long, but people want to work with people,” Fulton says. “People are what make a company.” MSP owners should begin considering their exit strategy early and learn about potential acquirers before deciding to sell. Different buyers may be focused on financial performance, geography, talent, vertical expertise or customer relationships. “You're only going to sell a business once,” Fulton says. “Get to know who is out there so you don't have regrets.” Visit EvergreenSG.com to learn more.  

“You are not selling technology anymore. You are selling an outcome.” In this Technology Reseller News podcast recorded at ChannelCon 2026, Joe Rojas of Start Grow Manage explains why MSPs must evolve beyond technology management and become Business Solutions Partners. Start Grow Manage provides an executive MBA-style program for MSPs focused on revenue growth, operational improvement and long-term business value. Rojas says participating providers commonly add recurring revenue in the near term while building a more scalable and valuable company. The MSP industry has already moved through two major stages: from break-fix services to managed IT, and then from managed IT to cybersecurity. Rojas argues that AI represents more than another version of the traditional MSP model. Customers are already adopting AI and looking for ways to use it. The opportunity for providers is not simply to sell another platform, but to solve clearly defined business problems. “The customer does not care about the underlying technology,” Rojas says. “They care about the outcome.” An MSP serving medical practices, for example, might focus on helping customers see more patients, reduce insurance-coding errors or improve billing. Security, cloud services and infrastructure remain essential, but they increasingly function as table stakes beneath the larger business result. Rojas says smaller MSPs cannot become experts across dozens of industries. Instead, they should select a specific market, understand its most important problems and repeatedly deliver measurable outcomes. “The narrower you get and the clearer the solution is, the faster you are going to acquire clients—and the more you can charge,” he says. The shift also changes how MSPs sell. Rather than promising to fix technology problems, providers must demonstrate how they can increase revenue, reduce costs, improve productivity or accelerate a critical business process. Visit StartGrowManage.com to learn more.  

“It's not about your products or services. It's about what you can do for your customers.” In this Technology Reseller News podcast recorded at ChannelCon 2026, technology journalist Todd R. Weiss discusses why MSPs must remain focused on customer needs as AI, automation and new services reshape the channel. Weiss has covered technology for more than 25 years and says the strongest technology stories are not centered on product announcements. They explain how a new service helps customers operate more efficiently, reduce risk or solve a business problem. “MSPs have to focus on what their customers need,” Weiss says. “The smart MSPs are already doing that.” He encourages providers to act as trusted advisers and explainers. Customers may approach an MSP with a new challenge or emerging technology and ask whether it is worth pursuing. The provider does not need to know every answer immediately, but it should be willing to research the issue and return with useful guidance. AI can support automation, management and other operational tasks, but Weiss warns against using it as a substitute for relationships and communication. “AI is not a human being, and customers often want a human being,” he says. “The human connection is always going to be critical to an MSP's success.” Providers that use technology to avoid conversations risk creating distance between themselves and their customers. Those customers may eventually move to an MSP that remains accessible, responsive and willing to listen. At ChannelCon, Weiss is focused on learning what customers are asking MSPs to solve and how providers are using the event to find ideas, partners and services they can bring back to those customers. Connect with Todd R. Weiss on LinkedIn to learn more about his work.  

“It's not easy, but it is absolutely worth it.” In this Technology Reseller News podcast recorded at ChannelCon 2026, Danielle Carpenter of Xceptional discusses how the San Diego-based MSP is helping small and midsized businesses strengthen security and navigate Cybersecurity Maturity Model Certification requirements. Xceptional supports a diverse SMB customer base, including organizations within the defense industrial base that handle sensitive government information. The company previously self-attested at CMMC Level 1 and is now preparing for a formal Level 2 assessment. “We've walked alongside our clients and partners on that journey and learned a tremendous amount,” Carpenter says. Xceptional has developed secure environments, reviewed licensing requirements and helped customers build security and compliance into their daily operations. The company is also working with a consultant, completing a mock audit and preparing for an assessment by a certified third-party organization. Carpenter says the process examines every part of the business that may interact with controlled unclassified information. Once certified, organizations must maintain compliance, retain supporting evidence and undergo reassessment every three years. The experience also allows Xceptional to provide practical, real-time guidance to customers undertaking the same journey. For defense contractors, selecting the right technology provider is especially important because compliance responsibilities may be shared between the customer and its MSP. “An MSP that is not following the proper security measures presents a very real threat to its clients,” Carpenter says. Although some MSPs may hesitate to enter the defense market because of its complexity, she says the opportunity is significant—and the security mission is critical as threats increasingly target the government supply chain. Visit Xceptional.com to learn more.  

“It really is about what the customer wants us to do. We're there to help them in any way they need.” In this Technology Reseller News podcast recorded at ChannelCon 2026, Jae Han and Chris Young of OmniNet Plus discuss how the company helps small and midsized businesses identify cybersecurity risks, strengthen internal IT teams and meet growing compliance requirements. OmniNet Plus is a security-focused MSP serving organizations across the Washington, D.C., metropolitan area. Its customers typically range from 20 to 250 users and often have internal IT staff but lack dedicated cybersecurity expertise. “The IT staff aren't always cybersecurity experts,” Han says. “They may have certain protections in place, but not others.” OmniNet Plus begins with an assessment and gap analysis to identify vulnerabilities, unsupported systems and weaknesses tied to security frameworks or cyber-liability insurance requirements. Young says the team then helps customers close or mitigate those risks. “If something can't be fully resolved, we look at how to reduce the severity of the risk,” Young says. The company also provides co-managed services, giving internal IT teams access to security tools, alerts and guidance while allowing the customer to decide how responsibilities are divided. OmniNet Plus works with associations, construction companies, homebuilders and other organizations with regulatory and security requirements. The company also partners with MSPs that need additional cybersecurity expertise without replacing the customer's existing provider. “We'll come in and work alongside that MSP,” Han says. “It's a partnership.” Visit OmniNetPlus.com to learn more.  

“We take away the people bottlenecks that prevent companies from scaling.” In this Technology Reseller News podcast recorded at ChannelCon 2026, Julie Thiel and Grace Duwenhoegger of TTS Company discuss how growing MSPs can strengthen leadership, improve employee development and manage increasingly complex HR needs. TTS Company provides fractional HR and leadership development services for businesses that may not need a full internal HR department. Its services include employee handbooks, compensation reviews, performance management and ongoing executive-level HR guidance. Thiel says people management often becomes more difficult as a company grows beyond 30 or 40 employees. “As you grow, you are going to have to add more people,” Thiel says. “There is a need for a minimum level of structure and different types of HR support.” Leadership development in smaller doses TTS Company is also launching The Vault, an app-based leadership development community designed to replace traditional, one-time training sessions with continuous learning. The Vault provides weekly challenges, leadership training, practical resources and a question-and-answer feature that connects users with TTS Company. “A lot of HR training is intimidating, expensive and can take an entire day,” Duwenhoegger says. “The Vault makes ongoing development more accessible.” Rather than attending a seminar, receiving a binder and returning to old habits, users can access short lessons and practical guidance from a phone or computer when a specific workplace issue arises. The resource library includes guidance for interviewing potential leaders, preparing for performance conversations and managing other common employee challenges. “It is not a single event,” Thiel says. “Every week, you are getting new challenges and continuing to develop yourself.” The Vault is available on Google Play and desktop, with an iOS version planned. TTS Company is offering ChannelCon attendees 60 days of complimentary access. For smaller and family-owned MSPs, Thiel says formal HR practices may initially appear unnecessary. However, processes such as goal setting, coaching and performance reviews become increasingly important as the business expands. “Your team needs you to be a better leader,” she says. “It is best done in bite-sized experiences.” TTS Company is exhibiting at ChannelCon Booth 809. Visit TTSCompany.com to learn more.  

“I don't think you can find a better distributor relationship than the one you can build with our team.” In this Technology Reseller News podcast recorded at ChannelCon 2026, Nick Watson of SoftwareOne discusses the company's expanding channel strategy following its acquisition of Crayon. SoftwareOne combines software distribution, managed services and licensing advisory capabilities. Historically known for working directly with customers, the company is now applying Crayon's channel-focused experience to build stronger partnerships with MSPs in the United States. Watson manages MSP relationships, helping partners secure the right licenses, pricing and support. SoftwareOne can also provide licensing advisory, optimization expertise and support services that MSPs can co-sell or deliver under their own brands. “We can give enterprise resources that SoftwareOne has to a traditionally much smaller MSP,” Watson says. “We can help them grow, become more efficient and make connections with referral partners.” SoftwareOne made its first appearance at ChannelCon with a clear goal: change how MSPs view the company—from a direct competitor to a channel growth partner. Watson says many MSPs approach SoftwareOne after experiencing poor service, limited licensing guidance or minimal support from traditional distributors. “Through better experiences, partners are making more revenue, building happier customer relationships, retaining customers and ultimately growing,” he says. MSPs can meet SoftwareOne at ChannelCon Booth 820 or visit SoftwareOne.com to learn more.

“An MSP doesn't need another tool. They need tools that generate opportunities, revenue and profitability.” In this Technology Reseller News podcast, Mike Anderson, Channel Director at EasyDMARC, explains how MSPs can turn email authentication, deliverability and DNS problems into qualified sales opportunities and recurring revenue. EasyDMARC began as a DMARC compliance platform but has expanded into a broader email visibility and trust platform covering DMARC, SPF, DKIM, deliverability and DNS management. “We enable the MSP to use our platform as a methodology to grow the business, not just do compliance,” Anderson says. At the center of that strategy is EasyDMARC TouchPoint, a lead-generation platform built for MSPs. Service providers can embed a domain scanner on their website, identify email-security gaps, enrich prospect information and send qualified leads directly into their CRM. MSPs can also create customized reports in seconds and deliver them to prospects while interest is still high. “We've taken what used to take hours, collapsed it into about five minutes and made it an automated process,” Anderson says. TouchPoint also supports proactive prospecting by allowing MSPs to search geographically, scan domains and identify organizations with visible DMARC, SPF, DKIM or deliverability weaknesses. EasyDMARC is also expanding its platform with DNS Manager, which gives MSPs a centralized way to manage multiple DNS providers, identify configuration problems, find outdated records and assign DNS work across their teams. The company is also introducing Sender Insights as email deliverability becomes a growing issue for businesses of every size. “These requirements used to be mostly for the super senders,” Anderson says. “Now we're seeing them come all the way down to the mom-and-pop businesses and everybody in between.” For MSPs, these problems create an opportunity to offer ongoing email authentication, DNS management, deliverability monitoring and threat intelligence services. EasyDMARC is exhibiting at ChannelCon 2026 at Booth 605. Visit EasyDMARC.com to learn more.  

“There is enough business in America for every MSP. Let's give some of the smaller providers a chance.” In this Technology Reseller News podcast recorded at ChannelCon 2026, Dave Jooste of the Managed Service Providers Association of America discusses how MSPAA helps managed service providers increase visibility, distribute content and connect with businesses looking for technology partners. MSPAA operates a public directory where businesses can search for providers by location, specialty and service area. The association currently lists approximately 1,900 MSPs and limits membership to 2,500 providers. Jooste says the website attracts between 80,000 and 100,000 visitors per month, including businesses actively searching for an MSP. Many smaller providers struggle with marketing because owners are also handling sales, support, onboarding and daily operations. MSPAA helps members publish articles, social posts, videos and podcasts across multiple channels. “One of the hardest things for MSPs is getting content out and creating awareness for their brand,” Jooste says. He describes the platform as an “Amazon for MSPs,” offering businesses a more focused alternative to sorting through paid search results and unverified providers. Jooste stresses that members receive the most value when they complete their profiles and participate in promotional opportunities. “You are going to get out of this what you put into it,” he says. Visit MSPAA.net to learn more.

Fornix: Are Vendors Getting What They Should from Marketing Development Funds?, Podcast “We are too close to the problem. Help us audit what we're doing because we probably aren't getting what we think we're supposed to be getting.” That is how Fornix CEO Charlene Ignacio describes the question many vendors are asking as they move into Q3 and Q4 planning. Marketing Development Funds are supposed to help vendors and partners drive growth, build market awareness and reach the right channel audience. But Ignacio says many companies may not have a clear enough view of how those dollars are actually being used, measured or translated into partner impact. In this podcast, Doug Green, publisher of Technology Reseller News, speaks with Ignacio about Marketing Development Funds, channel execution and the need for a more disciplined look at what is working and what is not. As Channel Partners recedes into the rearview mirror and ChannelCon and other MSP events approach, the conversation focuses on how vendors can use this midyear moment to reassess their MDF strategy before the second half of 2026 gets away from them. Ignacio says Fornix is helping vendors step back, audit their channel activity and better understand whether their programs are delivering the results they expect. That includes looking beyond activity alone and asking whether campaigns, partner outreach and MSP engagement are actually moving the needle. The discussion also looks at the MSP audience Fornix serves: business owners who are trying to get out of the day-to-day seat of handling sales, marketing, PR and business development on their own, so they can focus more directly on partners, technology and preparing their businesses for AI. Learn more at Fornix: https://fornixmarketing.com/

Today’s headline news for Canadian IT solution providers, aside from HPE Discover: OpenAI launches official partner program and investment fund: OpenAI has officially introduced its new partner program alongside a $150 million investment fund aimed at expanding its enterprise ecosystem. The partner program is designed to help service providers, system integrators, and consultancies build, deploy, and manage custom AI solutions leveraging OpenAI’s models. According to the company, the initiative will provide partners with dedicated technical support, go-to-market resources, and early access to new product features. The accompanying $150 million fund will focus on investing in early-stage startups that are developing applications on top of the platform. GTIA names two Canadian Innovate Awards finalists: GTIA announced the six finalists for its inaugural Innovate Awards today, with two Canadian companies among them: GoWest.ai (Toronto, customer-facing AI category, for its CFP Service Desk and Field Technician Assistant) and Nucleus Networks (Vancouver, internal AI category). Winners receive a $20,000 USD cash prize, announced at ChannelCon 2026 on August 5 in San Diego. For more on the awards and what GTIA is looking for, check out our In The Channel conversation with Carolyn April from April 27. And to hear Jennifer Roy of Nucleus on how they’re thinking about AI, that episode is here. Cisco research highlights Canadian AI network risks: A new study from Cisco underscores an infrastructure cliff for Canadian organizations. The research found that 71 percent of Canadian respondents expect their current network capacity to hit its limits within 36 months due to AI workloads, while 91 percent cited budget constraints as the primary barrier to the required modernization. The data provides a critical conversation point for MSPs: any serious AI strategy must now be preceded by a serious network upgrade strategy. Okta integrates with Google Cloud AI: Okta has announced it is adding a dedicated identity security layer to Google Cloud AI, while its Auth0 platform is now directly integrating with Gemini for AI agent deployment. According to the company, these integrations are designed to bring enterprise-grade identity governance into the fast-moving AI ecosystem. For Canadian solution providers helping customers experiment with AI tools, this integration provides a mechanism to secure these environments and non-human identities without slowing down developer velocity. CrowdStrike open AI gateway: CrowdStrike has announced an open gateway ecosystem making Falcon AI’s control plane available across AI infrastructure, with native integrations spanning Databricks, Google Cloud, Azure API Management, and others. Simultaneously, Grant Thornton Advisors announced it is standardizing its managed security service operations on Falcon Complete, replacing legacy MDR with what CrowdStrike is positioning as agentic MDR. Acumatica channel appointment: Acumatica has appointed Roman Bukary as senior vice president of partner strategy and programs, effective immediately. Bukary brings prior experience in SaaS channel leadership and will be responsible for the strategy and ongoing evolution of Acumatica’s partner ecosystem. Coro Global Lean IT Day: Coro has launched Global Lean IT Day as an annual observance on June 16, recognizing IT professionals who manage enterprise-level cybersecurity complexity with limited team size and resources. The announcement is tied to ISC2 data showing 59 percent of organizations report critical or significant cybersecurity skills shortages, and Coro says it will release full survey findings ahead of Black Hat USA 2026. Leaseweb Canada leadership: Leaseweb Canada has named Estelle Azemard as its new chief executive officer. Azemard, who will be based in Montreal, brings more than 16 years of cloud industry experience and will lead the company’s continued growth and strategic expansion in Canada, where data sovereignty and hybrid cloud demand are both rising. Read Full Transcript Welcome to The Buzz from ChannelBuzz.ca, I’m Robert Dutt, today is Wednesday, June 17th, and here’s what’s happening in the channel today. We’ll have a full roundup of everything going down at HPE Discover this week in your feed in about an hour from now, but in the meantime, there’s plenty going on aside from all the news at Discover. Here’s what we think is worth keeping an eye on. OpenAI has officially introduced its new partner program alongside a $150 million investment fund aimed at expanding its enterprise ecosystem. The partner program is designed to help service providers, system integrators, and consultancies build, deploy, and manage custom AI solutions leveraging OpenAI’s models. According to the company, the initiative will provide partners with dedicated technical support, go-to-market resources, and early access to new product features. The accompanying $150 million fund will focus on investing in early-stage startups that are developing applications on top of the platform. As enterprise demand for generative AI moves from the proof-of-concept phase to production deployment, solution providers are increasingly being asked to navigate the integration complexities of building AI agents and customized models. The launch represents a significant maturation of OpenAI’s channel strategy, moving beyond direct enterprise sales to embrace the third-party ecosystem. Formalizing a channel structure gives Canadian IT providers a clearer framework to monetize AI advisory and implementation services, allowing them to capture more margin as customer demand scales up. The Global Technology Industry Association – GTIA – has announced the six finalists for its inaugural Innovate Awards, and Canadians have a strong showing. Two of the six companies are Canadian: GoWest.ai, the Toronto-based AI consultancy founded by West McDonald, is a finalist for its CFP Service Desk and Field Technician Assistant in the customer-facing category, while Nucleus Networks, the Vancouver-based MSP that now operates across five Canadian cities, is a finalist in the internal AI solutions category. The remaining four finalists – J&M Solutions, Sentry Technology Solutions, Framework IT, and Thrive – are all US-based. Winners in each category receive a twenty-thousand-dollar cash prize, announced live at the ChannelCon 2026 final keynote on August 5th in San Diego. One-third of the inaugural finalist class being Canadian is significant for a channel community that too often looks south of the border for proof points on what real AI deployment looks like. If you want more context on what GTIA was building toward with these awards, and what “deployed and in production” actually means in practice, we covered exactly that earlier this year on In The Channel with Carolyn April, GTIA’s vice president of research and market intelligence. And to hear how Nucleus thinks about AI inside their own MSP operations, Jennifer Roy joined us on the show in late April. Links to both episodes are in the show notes. A new study from Cisco underscores a looming infrastructure cliff for Canadian organizations chasing AI ambitions. The research found that 71 percent of Canadian respondents expect their current network capacity to hit its limits within 36 months due to the demands of AI workloads. Even more pressing, 91 percent cited budget constraints as the primary barrier to the required modernization. This data suggests an impending reckoning where artificial intelligence software aspirations simply outpace the physical network capabilities required to move massive data sets. The strain on existing infrastructure will likely manifest in latency issues and stalled proof-of-concept projects. This presents a critical conversation point for Canadian MSPs and infrastructure partners to bring to their customers: any serious AI strategy must now be preceded by a serious network upgrade strategy. It creates a massive opportunity for the channel to re-engage clients on foundational infrastructure, turning a software conversation into a broader hardware and services engagement. In Brief:  Okta announces dedicated identity secrity layer for Google Cloud CrowdStrike announced open AI gateway ecosystem. Acumatica appoints Roman Bukary as its new senior vice president of partner strategy and programs.  Coro launches the first-ever Global Lean IT Day to recognize IT professionals managing enterprise-level cybersecurity with limited resources.   Leaseweb Canada names Estelle Azemard as its new chief executive officer.  Full details and links in the show notes or the blog post. Remember that we’ll have all The Buzz from HPE Discover in your inbox in about an hour, and shortly after that, be sure to check out today’s In The Channel, where we’ll talk to HPE’s Ben Fallon about the company’s self-driving networks strategy.  And if you haven’t heard it yet, yesterday on The Buzz we took you through all the news from HPE Partner Growth Summit at Discover 2026, and then we followed that up Tuesday with HPE North American channel chief Jeremiah Jenson, going deep on The Power of One, the announcements from the show, and his big reqquest for solution providers. Be sure you check it out if you’re working with Hewlett-Packard Enterprise. That’s how we’re seeing the headlines today. I’m Robert Dutt for ChannelBuzz.ca, thanks for listening. Have a great day.

Carolyn April, GTIA’s vice president of research and market intelligence When GTIA launched its inaugural Innovate Awards program earlier this year, it made a deliberate point of specifying what it was looking for: AI solutions “deployed and in production.” Not a pitch. Not a pilot. Not a Copilot rollout. That qualifier says a lot about where the IT channel actually stands with AI right now. GTIA’s own 2026 State of the Channel research finds that 98% of IT service providers say they’re using AI in some form. But when you look at how, you find a channel that’s mostly tinkering – individual employees experimenting with ChatGPT, engineers using Copilot for coding, no governance, nobody formally in charge. “We need to move from experimentation and informal usage to strategic usage, and then to revenue-generating usage,” said Carolyn April, GTIA’s vice president of research and market intelligence. “The folks we’ll showcase through the Innovate Awards are those that have already made those steps.” The awards span two categories: Best Internal AI Solution and Best Customer-Facing AI Solution. The internal category, April noted, is where the more mature work is happening right now – and for good reason. MSPs who haven’t yet made AI work inside their own operations have no business selling it to customers. That’s not a philosophy, it’s just basic risk management. Applications have now closed, and finalists will present their results – and defend them in front of expert judges and peers – at ChannelCon 2026 in San Diego this August. Watch for those finalists. In a channel still searching for its real AI proof points, they’ll be worth studying. Read Full Transcript Robert Dutt: Hello and welcome to In The Channel from ChannelBuzz.ca, bringing news and information to the Canadian IT channel community for the last 16 years. I’m Robert Dutt, editor of ChannelBuzz.ca, and your host for the show. The IT channel has spent a couple of years now convincing itself it’s an AI industry. The data from GTIA’s own research tells a more complicated story. 98% of IT service providers say they’re using AI in some form, but when you drill down on that, you find a channel that’s mostly tinkering. Individual employees experimenting with ChatGPT, engineers using Copilot for coding. No formal strategy, no governance, nobody in charge. Real AI maturity is still the exception, not the rule. The Global Technology Industry Association is responding to that gap with a new program, the Innovate Awards – and the framing is deliberate: deployed, in production, with measurable results. Not a concept, not a pilot, not a Copilot rollout. A real AI solution that’s generating real revenue or saving real money today. Applications for these awards are now closed, and the finalists are heading to ChannelCon in San Diego in August, where they’ll have to stand in front of expert judges and defend their results. As my guest put it: it’s a shark tank, except you’re pitching the end result, not the idea. My guest today is Carolyn April, vice president of research and market intelligence at GTIA, and the person behind the State of the Channel research – with the best view in the industry of where the channel’s AI maturity actually stands. Let’s get right into it, my chat with Carolyn April. Carolyn, thanks for taking the time, I appreciate it. Carolyn April: Happy to be here. Robert Dutt: Before we get into the program details of the Innovate Awards, I want to understand what you’re actually responding to here. When you look at where IT solution providers are with AI right now, what’s the problem or the gap that the Innovate Awards are designed to address? Carolyn April: I think what we’re trying to do with the Innovate Awards is to show the average ITSP out there – the general population – what is currently happening on the cutting edge with AI. Right now, I think I can safely say that AI is still in its infancy in terms of real, monetized, revenue-generating solutions for the average ITSP. But there are those on the leading edge who are doing innovative things that are generating revenue for their companies. So it’s a way to sort of dangle in front of them – see that you can get there. This is happening. We like to showcase the folks who have gotten ahead of the game with AI, which is where the channel needs to go. It’s not a negotiable direction for many in the channel today. They need to be taking this seriously. It is a thing, and it’s not going away. So let’s showcase the folks who have gotten ahead of it and be a window into what is possible. Robert Dutt: And I think it’s meaningful that the focus is on – and I think the language used is “deployed and in production” as opposed to “conceptual” or “experimental.” It feels like a pointed statement that the goal is to find what’s actually making or saving money today. Carolyn April: Yes, that’s absolutely true. And we can look at our data here. When you ask ITSPs “Are you using AI?” – 98%, so pretty much universal, say yes. When you drill down a little more and ask how they’re using it, you can clearly see it isn’t in any strategic way. They’re using it internally, but most of the use is among individual users. People are experimenting with ChatGPT, experimenting with Copilot. Some engineers are coding with it. But there’s no formalization around that AI. There’s nobody in charge of AI within their organizations. They don’t have process, policy, or any of the governance things that really need to be in place for you to take something you’re doing internally and externalize it – start to sell it as a product or a service. So we’re really in that phase right now where we need to move from experimentation and informal usage to strategic usage, and then to revenue-generating usage. The folks we’ll showcase through the Innovate Awards are those that have already made those steps. Robert Dutt: You’ve got two categories – an internal AI solution and a customer-facing AI solution. As you’ve been talking to people and deploying this program, where are you seeing more genuine, production-grade work happening right now? Are MSPs building this internally in their own operations, or delivering it to customers first? Carolyn April: MSPs are definitely going the route of internal first. And they should be. It’s not a wise idea – and this is true of cybersecurity as well – to go to market as the expert in either of those disciplines without having your own house in order. You need to have deployed AI internally to do automation and create cost and process efficiencies within your own business. You don’t want to get in a situation where you’ve overpromised, or worse, delivered poorly, and lost the customer. So most of the work today among MSPs is internal. In moving to external manifestations of that, it would be taking some of those lessons learned from internal automation and applying them to how customers can also automate services and processes. There’s a lot of work being done around the stack. If you’ve got customers on Office 365, you’re talking Copilot rollouts – that’s one of the very low-hanging-fruit beginning stages. And then there’s vendors infusing AI into existing products, so MSPs are continuing to work with the same products they already sold, only now they have an AI component. A lot of this can all be wrapped around consulting. Customers today are saying: “I’ve heard about AI, I can’t avoid hearing about AI, but do I need it in my company? How do I use it? Please help.” They’re throwing up their hands. It’s a huge opportunity for smart MSPs to go in, be that expert, and hold their hand through it. The old saying about the channel – “where there’s mystery, there’s margin” – and there certainly is a great deal of mystery around AI, and there will continue to be for some time. Robert Dutt: Can you give me a sense of what kinds of use cases you’re hoping to see come through with the awards? Not to telegraph the judging, but just to help MSPs understand what award-worthy looks like in practice today. Carolyn April: There’s a lot of interpretation there, obviously, because we’re dealing with a new technology. Something that may not seem completely off the charts in terms of innovation might actually be very innovative and generate a lot of revenue and profit. In terms of solutions – anything that elevates AI to a specific use case of the customer would be something I’d deem award-worthy. We talk a lot about vertical industries and vertical focus. An MSP or ITSP that can apply an AI technology solution specifically to the vertical their customer lives in – whether that’s healthcare, retail, or manufacturing, customizing that – there’s a unique aspect there that our judges would be very interested in. Anything to do with cybersecurity is going to be a giant area. AI is both friend and foe when it comes to cyber – it’s a great new defensive tool, but the bad guys have those same tools at their disposal. Anyone who has figured out a good way to use AI within the cybersecurity defenses they’re setting up for customers would be a strong use case example. And then there’s application development. AppDev has never been a big area for a lot of channel companies – they don’t typically have software engineers on staff. But with AI, it’s made it a lot easier for them to do coding themselves, so they can create their own intellectual property, their own applications. Customers can say: “We need something very specific to our company and the way we do things – how can we spin up an application quickly without a six-month software project?” ITSPs that have started to use AI in a coding context might be another standout. Those are just three examples – there are probably a lot more. Robert Dutt: The flip side of that – what do you see as not qualifying? What’s the line between genuine innovation that’s meeting the mark for customers and something that’s still in the proof-of-concept, dipping-your-toe-in-the-water kind of phase? Carolyn April: We’re really looking for solutions that have been deployed and are earning – generating revenue right now – and where you can measure the results. The big measuring stick is that this solution needs to be truly operational. That’s the important thing. Proof-of-concept, pilot projects – all important, because operational solutions all started there. But those are going to be less interesting to the judges who are really looking for things that are in the field right now. And there are solutions being adopted more widely already – like helping customers AI-ify their productivity tools – that are going to be probably less exciting to the judges because they’re being done more universally. Now, if they’re customizing that in some way to create a vertical solution or an integration on top of Copilot – now that could get the interest of the judges. That’s taking it to the next level we’re talking about. Robert Dutt: So rolling out Copilot – not so much. Doing something new, innovative, business-changing on top of it – yes. Carolyn April: Absolutely. Robert Dutt: A lot of MSPs and ITSPs are smaller shops. Is there a scale dimension to this? Or are we still early enough in the game that a genuinely impactful deployment from a 10-person MSP can compete on the same footing as something from a much larger player? Carolyn April: They can compete, but right now we are seeing a gap. And it’s not necessarily because of the size of that ITSP. Just because you’re a small company doesn’t mean you can’t blow it out of the water with AI. But one of the things that’s a hindrance to companies of that size right now is not having the resources and capacity to look at AI in a strategic way. It’s a side project for a lot of these small companies. What larger companies that are doing this well are able to do is devote the resources to formalization – assigning somebody internally, whether full-time or part-time, to be the AI maven of their organization. The one that’s really in charge of creating the AI structure, determining what the process and policies are going to be, and building governance. Until you can create governance within your company, AI will remain a side project. And as long as it remains a side project, you’ll see that gap between larger and smaller companies. When smaller companies are able to make that strategic shift, the sky’s the limit in terms of margin and revenue. But it’s really about having the resources to get there right now. One example: pricing models. AI is going to upend current pricing models – especially for MSPs, it’s going to change the way everybody figures out how to price things. And delivery models too. Until those things are figured out, AI will remain a side project for a lot of smaller companies, because they’re not going to be able to go to market until they’ve sorted out those bigger-picture questions. And you don’t sort those out until you have a process, a policy, and governance – and somebody strategic inside the company who’s driving that. Robert Dutt: And there’s a real challenge too for the folks deploying – whether it’s a pure-play AI tool or baking AI into what they’re already doing – around what their economics look like. So the partner economics model kind of has to wait and react to how that shapes out. Carolyn April: Always. That’s 100% true. And I’ll speak a little on that, because we are actually seeing in our State of the Channel research this year a decline in vendor satisfaction. It’s been very steady and very high for years – it’s still high, in the 70% range overall. But the percentage of partners who are “very satisfied” – that most superlative category – went down significantly this year. A big, double-digit decline. And the reason really has to do with some of these AI questions. As vendors are trying to figure out their own partner programs and pricing models, and until that alignment takes place between what vendors have figured out and how partners are going to react to and consume it – a lot of the partner community right now is a little bit on the fence. They’re looking around, trying to see who’s doing it best, who’s figured it out first, or whether they should move from their tried-and-true vendors and start looking at some of the newer AI vendors. There’s a huge amount of uncertainty in the vendor-to-partner relationship right now. Robert Dutt: Can you walk me through how the judging process actually works? You’ve got both the expert evaluation and then peer voting at ChannelCon. Why that combination, and what does it do for the credibility of the outcome? Carolyn April: I’m not in charge of the Innovate Awards itself, but I’ve sat in on meetings with the people who are, and they’re selecting very good experts from across the channel – a range from vendors to distributors, different representation – to make sure that this is a serious program that we’d like to gain traction with and do annually. These experts have a lot of experience with AI. Their companies are doing a lot with it. They’re going to be looking critically at what these ITSPs put in front of them and making sure that it’s measurable. It’s not just about a good idea – it’s about whether your good idea translated into something we can actually look at from a revenue and profitability standpoint. That’s what’s going to give it credibility. In this first year of the awards, the goal is to have a serious critique of what’s happening among some of the more cutting-edge ITSPs doing AI, and to make sure we’re awarding those awards to those who are creating measurable solutions. The experts are going to be taking a really sharp look at what’s put in front of them. And the good thing is they get to showcase those solutions at ChannelCon – a good forum for anyone who wants to throw their hat in the ring. Robert Dutt: It’s an interesting measuring stick, isn’t it? I think there’s a way to use the application criteria as a practical tool for MSPs who aren’t necessarily going to apply themselves – to look at those questions, look at the winners, and see what they themselves couldn’t answer confidently. If you can’t point to measurable outcomes, if you can’t describe the business impact, what does that tell you about where you actually are on your AI journey? Carolyn April: Yes – those applying are going to have to validate and defend their solutions. They’re going to have to shark tank it as best they can. But they’re not pitching a new idea – they’re actually pitching an end result. So I’m eager to see the types of solutions that get put in front of these judges, because we are so early on right now, and I haven’t come across a huge wealth of demonstrable business cases from the channel community that are generating a lot of revenue and profit. So I’m very eager to see what these folks show up with. Robert Dutt: For an ITSP who’s sitting on something genuinely strong – with real deployments and real results – what’s the case and the benefit for going through the effort of the application beyond the chance to hold up their hands in victory at the end? Carolyn April: You get the victory lap, obviously, but it’s really about exposure and validation. One of the biggest knocks on channel companies since I’ve been in this business is poor marketing. They’re often not great at it. They don’t typically have a full-time, devoted marketing person on staff. Great at technical stuff, learned sales on the go – but marketing can be a weak spot. So winning an award is a key opportunity to gain exposure and promotion for your company. It’s also an opportunity to become part of GTIA – a way for channel firms who haven’t worked within the association before to become part of a community that’s valuable in so many ways. Not just as an award giver, but as a way to meet your peers, exchange ideas, meet vendors and other members who can help elevate your business, and get access to research. You come to ChannelCon and showcase your innovation in front of companies and people you may not have known before. It’s a win-win, especially for smaller companies that don’t often get an opportunity to be in that kind of forum. Robert Dutt: With GTIA’s global footprint – it’s right there in the name – and especially with your lens on research, what are you seeing in the North American MSP and ITSP community when it comes to AI adoption that shapes what you’re expecting to see in the submissions? Carolyn April: I don’t think North America is really any different from some of the other things going on globally. We just had our big communities and councils forum – our event that brings together our most engaged members under the umbrella of their various global, regional, and discipline communities. And all the talk at that event really centered around AI. These are very focused, engaged companies, and they know this is an area they cannot ignore. A lot of these companies have dug in. They are the leaders in their space. If you’re not yet involved at that level, the North American community is a great place to start, because these firms are very much pushing the envelope when it comes to AI – getting involved in understanding how cybersecurity and AI are going to relate to one another, and the consulting part of AI. That to me is really the initial big opportunity for many in the channel: to become that expert for customers who are a little at sea right now figuring out what AI means and how to apply it to their company. Robert Dutt: My last question – as you’re thinking about the evolution of these awards over time, what does success look like for the inaugural year? What would tell you the Innovate Awards did what you hoped? Carolyn April: Getting a good number of submissions would be number one – since it’s a new program, getting awareness out there and attracting submissions that make this a valid assessment of what’s going on. That’s always the first hurdle. And then the quality of the solutions, the quality of the companies presenting them, and the quality of the judges we can attract to sit there and determine whether a solution is truly innovative. And then how much buzz we receive after the fact. If the people who win these awards go on to gain some cachet – that should promote it again next year. “I want to submit our solution because look what happened to Company X last year – they took off.” If it ends up being a springboard for some of these companies, that’s great for everybody involved. Those are kind of the markers of success. Robert Dutt: It’s certainly an interesting concept for an awards program – and one that’s well-timed. As you say, it’s still nascent, but we are at the point where there are starting to be those real wins, those real material stories that can be told. I’m looking forward to seeing what stories emerge when the awards are announced at ChannelCon. Carolyn, thanks for taking the time. Carolyn April: I had a great time. Thank you so much. Robert Dutt: There you have it – Carolyn April from GTIA. I’d like to thank Carolyn for her time. Links to the Innovate Awards program and the State of the Channel 2026 research are in the show notes. A few things stayed with me from this conversation. The “deployed and in production” standard sounds obvious – but Carolyn was candid that we’re early enough in this that there isn’t yet a wealth of demonstrable business cases from the channel actually generating revenue from AI. These awards exist partly because GTIA needs to find those stories – not just to hand out trophies, but to hold them up to the rest of the industry to show what’s actually possible. The internal-first point also landed hard. The same discipline that good cybersecurity practice demands – don’t go sell something if your own house isn’t in order – applies directly to AI. Overpromise, underdeliver, you lose the customer. Get your own operations working with AI first, then take it to market. That’s the sequence. And as I said during the conversation: where there’s mystery, there’s margin. There’s a lot of mystery around AI right now. The question is who’s building something real with it. Watch for the finalists when they’re announced – those case studies are worth your attention. If you’re enjoying the ChannelBuzz.ca podcast, please follow or subscribe. You can find us on Apple Podcasts, Spotify, YouTube, and most of the directories. And if you feel like it, ratings and reviews are greatly appreciated. Until next time, I’m Robert Dutt for ChannelBuzz.ca, and I’ll see you in the channel.

In this last episode of our ChannelCon series, I have the opportunity to wrap up with MJ Shoer, the Chief Community Officer at GTIA. MJ’s role is pivotal as GTIA executes on it’s mission around community and innovation in technology. As someone deeply embedded in the fabric of GTIA, MJ provides unique insights into the organization’s current strides and future directions. Our conversation spans a wide array of topics, from the vibrancy of recent GTIA events to strategic preparations for the next generation of industry leaders. MJ’s reflections highlight a community-driven approach that integrates philanthropic efforts and engages both seasoned and upcoming professionals in the technology sector. The interview offers valuable insights for business executives and partnership leaders aiming to harness community engagement as a means to drive organizational growth and foster sustainable innovation. This conversation is also a testament to GTIA’s commitment to evolving and adapting in a rapidly changing technology landscape. KEY TAKEAWAYS Here are the top 5 lessons I learned from MJ Shoer about fostering an engaged community at GTIA: Revitalizing the Channel through Strategic Events: MJ underscores the success of ChannelCon, and the enthusiastic participation of GTIA members. After 201 days of hard work, the show not only met but exceeded expectations, symbolizing the return of a vibrant community atmosphere that extends beyond mere business networking. Acknowledging the Power of Leadership and Vision: With the strategic vision and leadership of Dan Wensley, GTIA has welcomed a new wave of energy and alignment. MJ highlights the importance of having a leadership team that complements and challenges each other. This combination has resulted in an environment where teams are empowered to exceed their capabilities, crossing boundaries and reaching unprecedented goals together. Building for the Next Generation: In recognizing the need to engage younger members of the industry, GTIA is actively planning initiatives to attract and nurture the next generation. By fostering mentorship programs and leadership opportunities, GTIA is laying down pathways for these individuals to aspire towards meaningful roles in the community, ensuring the organization's longevity and relevance for years to come. Harnessing Philanthropy as a Community Binding Element: The integration of philanthropic efforts across GTIA's activities has redefined the scope of member engagement. The organization's commitment to impactful giving, driven by member recommendations and participatory decision-making, highlights a unique blend of community involvement that extends beyond business interests to making a real-world difference. Strategic Planning for Long-Term Success: As GTIA looks forward, there’s a strong emphasis on strategic planning and execution. With the successful conclusion of ChannelCon, the focus now shifts towards leveraging the momentum gained to take initiatives to new heights. LINKS & RESOURCES Connect with MJ on LinkedIn Listen to Charting GTIA's Future with CEO Dan Wensley Hear about Unlocking the Benefits of GTIA with MJ Shoer & Carolyn April The post 5 Leadership Steps to Reinvigorate Your Channel first appeared on Channel Journeys.

How do great companies thrive in the midst of massive industry and technology changes? What sort of leadership is required to energize employees and your customers? In this episode with Jennifer Roy, CEO of Nucleus Networks, we dive into the secrets of leadership in the rapidly evolving tech industry. Jennifer, who took over as CEO in January 2024, reflects on her leadership journey from her earlier role as COO starting in 2021. Based in Vancouver, Nucleus Networks strategically serves medium-sized businesses across various verticals including non-profit, architecture, engineering, and mining. Recorded live at ChannelCon, Jennifer shares her experiences and perspectives on effective leadership, operational efficiencies, and the transformative power of technology like AI. Her insights, particularly on fostering a people-first approach and her involvement in mentorship programs, provide valuable guidance for business executives and partnership leaders looking to thrive amidst industry changes. KEY TAKEAWAYS Here are the top 5 lessons learned from my discussion with Jennifer: The Significance of ‘People-First’ Leadership:  Jennifer emphasizes the importance of leading with kindness and putting people first in her leadership role. She believes that focusing on the well-being and development of her team members plays a crucial role in business success. This philosophy involves giving opportunities, providing coaching, and ensuring that employees feel valued and supported in their roles. Strategic Hiring for Operational Efficiency: One of the key operational highlights discussed is the timing of investment hires. Jennifer talks about the importance of discerning when to expand the team by identifying strategic points for hiring to enable leaders to shift their focus from working “in” the business to working “on” the business. This transition facilitates growth and allows companies to efficiently utilize their workforce. Leadership Through Mentorship: Jennifer shares her rewarding experience as a mentor within the GTIA mentorship program. She describes how mentorship is not just about giving, but also receiving invaluable insights and growth opportunities from mentees. This reciprocal learning experience highlights the importance of mentorship in professional development and its potential to provide mutual benefits. Embracing AI Responsibly: As the tech industry rapidly evolves, Jennifer discusses the growing role of AI and its responsible implementation. She talks about how her company integrates AI into their operations to enhance efficiency and creativity, underscoring the importance of developing a thoughtful strategy for AI deployment to benefit clients and the business alike. Adaptability and Continuous Evolution: Jennifer notes that 2025 is branded as the year to “evolve or die” at Nucleus Networks, indicating the significance of continual adaptation in the tech industry. She stresses the need for businesses to evolve and adapt to remain relevant and competitive, capturing how embracing change and growth strategies can prevent stagnation and promote long-term success. LINKS & RESOURCES Connect with Jennifer on LinkedIn Listen to Charting GTIA's Future with CEO Dan Wensley Learn How to Achieve Customer-Centric Success with Brian Glahn The post Leadership Secrets: CEO Jennifer Roy on Team Building and Innovation first appeared on Channel Journeys.

The GTIA (Global Technology Industry Association) ChannelCon EMEA 2025 is taking place at the moment in London, and to find out more about it and some of the keynote speakers I spoke to Dan Wensley the CEO of GTIA.Dan talks about his background, GTIA ChannelCon EMEA 2025, Sir Stephen Fry one of the keynote speakers, Sir Bob Geldof another of the keynote speakers, AI, cybersecurity and more.More about GTIA:The Global Technology Industry Association (GTIA) is the only vendor-neutral, non-profit membership association for solution providers/MSPs, vendors, distributors and companies working within the IT channel ecosystem. Membership offers networking, exclusive tools and resources to grow your business and strengthen the industry, and more. Formerly known as the CompTIA Community (the membership arm of CompTIA).  The association was renamed as GTIA in 2025, but that's not where our story begins. Our association has a long history of serving businesses in the IT channel and technology professionals.   

In one of my many conversations at ChannelCon, I had the opportunity to interview Chris Day, the co-founder and CEO of ScalePad. Chris offered a unique perspective into the evolving Managed Service Provider (MSP) landscape and shared his journey from the inception of his business to spearheading massive growth through strategic integration and technological advancements. With a history of scaling businesses and making strategic acquisitions, Chris provides invaluable insights into the challenges and triumphs of navigating the rapidly-changing technology landscape. As Chris re-emerged as CEO, he emphasized the importance of collaboration, innovation, and leveraging technology—especially artificial intelligence (AI)—in crafting seamless business processes and enhancing customer relationships. Chris’ insights offer a comprehensive guide for MSP business executives seeking to navigate growth, integration, and technological advancement with confidence. Listen in and hear the intricacies and potential of the MSP space, offering guidance and inspiration to business executives and partnership leaders aiming to thrive in this dynamic industry. KEY TAKEAWAYS Embrace a Unified Vision for Growth and Integration: Chris underscores the significance of streamlining processes and integrating acquisitions into a cohesive business model. In his journey with ScalePad, he transformed fragmented services into a multi-product platform, ensuring operational harmony and strategic growth. This approach not only streamlined business operations but also enhanced product offerings, ultimately providing a unified and efficient service experience for clients. Prioritize Customer Success Post-Sale: A crucial insight from Chris centers on the importance of focusing on customer success beyond the initial sale. It’s not just about acquiring customers; the emphasis should be on retaining and growing these relationships. Chris advocates for a paradigm shift where MSPs excel in customer success by running effective Quarterly Business Reviews (QBRs) and engaging in meaningful boardroom discussions to drive ongoing value for clients. This approach ensures long-term customer retention and nurtures trust. Leverage AI for Enhanced Customer Interaction: Chris highlights the role of AI in revolutionizing customer interaction within the MSP space. By employing AI, businesses can gain a deeper understanding of their clients and tailor their offerings to meet specific needs. AI-driven insights can assist MSPs in framing discussions that resonate with clients, thereby fostering stronger relationships and delivering solutions that align with industry-specific challenges. The Power of Strategic Partnerships: One of the cornerstones of Chris’s success is the ability to foster robust partnerships. He emphasizes collaborating with strategic partners and leveraging shared resources to bolster service offerings. Through partnerships, businesses can extend their capabilities, reach new customer segments, and drive mutual growth. These collaborations create a more competitive ecosystem, benefiting all parties involved. Future-Ready Mindset: Chris encourages a proactive approach to future industry trends. By anticipating technological shifts and market changes, organizations can navigate potential challenges and seize emerging opportunities. This forward-thinking mindset is crucial for ensuring long-term success and sustainability amid the evolving landscape of the MSP industry. LINKS & RESOURCES Connect with Chris on LinkedIn Listen to Charting GTIA's Future with CEO Dan Wensley Learn about The AI Evolution from MSP to MIP with Pax8's Ryan Walsh The post The Secrets to ScalePad's MSP Success with CEO Chris Day first appeared on Channel Journeys.

If you've been listening to the series of Channel Journeys podcasts recorded at ChannelCon, you'll know that there was a lot of conversation around AI.  One of the most important and valuable discussions for partners and partner managers was around leveraging AI for partner success. At the forefront of innovation around this topic stands Jessica Baker, the Chief Innovation Officer at AchieveUnite. I had the great pleasure of sitting down with Jessica and learning all about the work she is doing to learn as much as she can about AI and it's ability to increase productivity and profitability in the partnering world. This episode explores her unique perspective on leveraging AI to drive partner success and business innovation. Jessica’s role as an innovator involves applying existing technologies in novel ways to enhance business processes. Highlighting her participation at Channel Con, Jessica shares how AI is reshaping how businesses operate, interact, and innovate. You're going to hear about the transformative potential of generative AI, its integration into workflows, and the crucial role of prompt engineering. Jessica’s perspective offers invaluable insights for business executives and partnership leaders eager to harness AI’s potential to enhance operational efficiency and strengthen partnerships. KEY TAKEAWAYS Here are 5 lessons learned from Jessica Baker on enhancing partner success through AI: Understanding the Role of an Innovator: Jessica describes her role as Chief Innovation Officer as one that intertwines with the art of innovation rather than invention. She emphasizes taking existing technologies, like generative AI, and finding new applications that enhance business value. This involves seeing beyond the current capabilities of AI and envisioning transformative business processes. Importance of Prompt Engineering: A key skill highlighted by Jessica is prompt engineering, which is essential for extracting meaningful, context-driven responses from AI systems. She has designed a certification program that trains individuals to effectively utilize AI in business contexts, underscoring the importance of teaching this skill to empower partners and facilitate AI adoption. Integrating AI into Workflows: Jessica points out that the real advantage of AI comes when it is embedded into existing workflows, turning repetitive tasks into automated processes. By doing so, organizations can achieve higher efficiency and intelligence in their operations, from training to marketing, thereby freeing up time and resources for more strategic activities. Trust and Human Element in AI Deployment: Trust is fundamental when integrating AI into business processes. Jessica highlights the necessity of building trust among internal teams and partners to ease transitions and offset apprehensions about AI replacing human roles. This approach ensures a smoother adoption process and maximizes the technology’s benefits. Strategic Partner Empowerment: By focusing on empowering partners rather than just enabling them, Jessica advocates for providing partners with tools and skills to transform their business practices. This empowerment goes beyond transactional relationships, fostering deeper trust and collaboration, ultimately leading to more resilient and innovative partnerships. LINKS & RESOURCES Connect with Jessica on LinkedIn Listen to the Secrets to Scaling AI Responsibly & Profitably with Noelle Russell Learn How to Build the Ultimate Partner Success Program with Jason Beal The post Unlock the Power of AI for Partner Success with Jessica Baker first appeared on Channel Journeys.

Are MSPs at a major inflection point of opportunity? According to a new report by Pax8, that's exactly where they are at and it's driven by AI. In this latest episode of our ChannelCon series, I have the pleasure of chatting with Ryan Walsh, a previous Channel Journeys guest and distinguished leader in the IT sector as the Channel Chief and Chief Strategy Officer at Pax8. Ryan brings a wealth of experience and insights into the transformative journey from being a Managed Service Provider (MSP) to evolving into a Managed Infrastructure Provider (MIP). Our discussion navigates Ryan's strategic expertise and some of the key findings of the Pax8 Agentic Inflection Point research paper. Throughout our conversation, Ryan emphasizes the importance of adaptability and innovation as essential traits for any business looking to thrive in the rapidly-changing technology landscape driven by agentic AI.  This episode offers invaluable insights for MSP business executives and partnership leaders aiming to stay ahead of the curve and significantly reshape their strategic plan for growth. KEY TAKEAWAYS Here are 5 things I learned from Ryan about the MSP to MIP transition: Comprehensive Understanding Required for MIP to MSP Transition: The move from Managed Infrastructure Provider (MIP) to Managed Service Provider (MSP) isn’t just about changing service labels; it’s about broadening the operational scope and re-defining service delivery. Ryan says this transition demands a deep understanding of client-centric service models, emphasizing the need to expand technical offerings and integrate a wider array of services to meet evolving client needs. Leadership’s Role in Facilitating the Transition: A successful transition hinges significantly on leadership. Ryan shared insightful strategies on how leaders can guide their teams through this shift, focusing on fostering a culture that embraces change and encourages innovative thinking to align with new market realities. Enhancing Partner Ecosystems for Growth: One vital lesson is the importance of developing robust partnerships during the MIP to MSP transition. Ryan illustrated how strategic collaborations enable businesses to extend their capabilities, reach new customer segments, and enhance service offerings, ultimately fostering mutual growth and competitive advantage. Embracing a Customer-First Mindset: Ryan stressed that this transition requires a steadfast commitment to customer-centric innovation. By prioritizing client needs and feedback, businesses can tailor their service offerings to ensure they are not only meeting but exceeding customer expectations. Proactively Anticipating Future Industry Trends: Finally, Ryan discussed the necessity of being proactive in anticipating future changes within the industry. This forward-thinking approach helps organizations not only mitigate challenges early but also seize opportunities that can arise during such transitions, securing long-term success and sustainability. LINKS & RESOURCES Connect with Ryan on LinkedIn Download a copy of Pax8’s report “The Agentic Inflection Point” Learn how to Unlock the Benefits of GTIA with MJ Shoer & Carolyn April The post The AI Evolution from MSP to MIP with Pax8's Ryan Walsh first appeared on Channel Journeys.

Back in April, on episode 162, I spoke with MJ Shoer, the Chief Community Officer, about the new Global Technology Industry Association (GTIA) and how it was formed by the spin-off of CompTIA. At the time, they were searching for a CEO. In today’s episode, you are going to hear all about the future direction of GTIA, the Global Technology Industry Association, directly from their newly appointed CEO, Dan Wensley.  I had the pleasure of meeting and speaking with Dan at GTIA's annual ChannelCon event where we recorded this interview. I learned that Dan is well known in the MSP world and appears to be a great choice as GTIA's new leader. There was certainly a very positive vibe of new beginnings at the show.  Dan shares insights from his first 101 days in the role, his plans for GTIA moving forward and how can all of us benefit from this global organization.  He passionately discusses his vision, the rebranding of GTIA, and the initial goals he set for the organization.  KEY TAKEAWAYS Here are 5 things I learned about Dan and his plans for GTIA: Community and Engagement: Dan emphasizes the importance of community engagement as the cornerstone of GTIA's mission. He highlights the recent rebranding at the Premier Global event, ChannelCon, as pivotal for setting the tone for future initiatives. Ensuring that members are involved and aware of new directions and resources underscores the value GTIA places on its community’s input and active participation. Adapting to Change: Transitioning from traditional roles in high-growth companies to a nonprofit association, Dan illustrates the significance of adaptability. He reminds us that it's crucial to build strong, educational communities regardless of the business model. His approach to engaging with the industry—across for-profit and nonprofit sectors—demonstrates the agility required to successfully lead in different organizational contexts. Resource Utilization:  A major focus for Dan is ensuring that the valuable resources GTIA develops are effectively marketed and utilized by its members. Bringing greater visibility to these resources involves improving awareness among members about the tools and insights available to them, ensuring that every interaction leads to tangible benefits for their businesses. Expanding Membership: By broadening the scope to include IT Service Providers rather than just MSPs, Dan aims to expand GTIA's membership reach. Recognizing the evolving nature of industry roles, this shift highlights the importance of addressing the needs of more types of partners and enhancing networking opportunities within the trade association. Trends and Future Outlook: Dan identifies key industry trends such as AI and consolidation in the MSP community. He emphasizes the need for GTIA to stay informed about such trends to support members effectively. By fostering conversations around these developments, GTIA positions itself as a leader in industry evolution, providing strategic insights for its members to navigate upcoming challenges and opportunities. LINKS & RESOURCES Connect with Dan on LinkedIn Learn how to Unlock the Benefits of GTIA with MJ Shoer & Carolyn April Listen to Transforming Channel Strategy for AI at Barracuda with Michelle Hodges The post Charting GTIA's Future with CEO Dan Wensley first appeared on Channel Journeys.

Send us a textIn this action-packed episode of the Joey Pinz Discipline Conversations podcast, Joey dives deep with Mike Psenka, CEO of Moovila, as they explore how discipline, probability, and automation intersect to revolutionize project management for MSPs.

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Send us a textIn this thoughtful episode of the Joey Pinz Conversations podcast, Joey sits down with Stan Ivanov, founder and  CTO of ThreatMate, to explore a decades-long journey through software development, entrepreneurship, and personal evolution.

Send us a textIn this episode of the Joey Pinz Conversations podcast, Joey sits down with Andreas Ambuehl, co-founder and CEO of Privatam, to unpack how technology—and transparency—are transforming the future of private capital markets and global investing.

Send us a textIn this thoughtful episode of the Joey Pinz Conversations podcast, Joey is joined by Victoria Bruns, a former educator, lifelong horsewoman, and now a rising voice in human-centered cybersecurity.

Send us a textIn this energizing episode of the Joey Pinz Discipline Conversations podcast, Joey talks with Scott Barlow, Global VP of MSP and Cloud at Sophos, about how MSPs are becoming the true frontline of cybersecurity—and what vendors must do to support them.

Send us a textIn this refreshingly candid episode of the Joey Pinz Discipline Conversations podcast, Joey dives deep with Nadav Shenker, CEO of Vircom, a leading provider of email security solutions.

Send us a textIn this high-energy episode of the Joey Pinz Discipline Conversations podcast, Joey sits down with Ryan Walsh, founding executive of Pax8 and chair of the GTIA Member Champions, to talk teamwork, technology, and transformation.

Send us a textIn this powerful episode of the Joey Pinz Discipline Conversations podcast, host Joey Pinz sits down with Pete Busam, Navy veteran, marketing strategist, and founder of Equilibrium Consulting. Pete shares his inspiring journey from launching vertical missile systems aboard warships to scaling multimillion-dollar MSPs and coaching tech leaders through strategic marketing and operational maturity.Learn how Pete's nonprofit, the USS Bunker Hill Association, supports over 21,000 veterans, and why he believes discipline, process, and health are essential to success—in business and in life.They explore:

Send us a textIn this powerhouse episode, Joey Pinz welcomes Robin Robins—industry icon, entrepreneur, and founder of Technology Marketing Toolkit—for an unfiltered, deeply personal conversation on what it really takes to succeed in the MSP world and beyond.Robin shares how she went from being homeless at 14 to building a multimillion-dollar marketing empire. She breaks down the truth behind sales vs. marketing, why most MSPs fail to scale, and what separates leaders from managers. Along the way, Robin opens up about her exit, post-sale emotions, imposter syndrome, grief, and why happiness is not the goal—impact is.This episode is raw, real, and packed with wisdom for MSPs, entrepreneurs, and anyone chasing success with purpose.

Send us a textIn this action-packed episode, Joey Pinz sits down with cybersecurity veteran and ex-MSP operator Chris Loehr. From his early days as a two-footed soccer midfielder to leading Solis Security through complex ransomware response cases, Chris shares insights forged in both cleats and crisis. ⚽

Send us a textWhat do cooking steaks, German football, and MSP automation have in common? In this enriching episode, Joey Pinz chats with Mathias Zeumer about how life in the kitchen, yoga, and cybersecurity intersect in surprising ways. From 10 summers in a private club to managing human risk in the digital world, Mathias brings a grounded, practical philosophy to everything he does.

Send us a textWhat do street food in Vietnam, varsity football, and DMARC email authentication have in common? In this immersive episode, Joey Pinz sits down with Michael Chester for a lively conversation that connects personal transformation with global impact.

This episode is a must-listen for anyone who’s job or business will be impacted by AI. In other words, this is for just about everyone. My conversation is with Noelle Russell, a trailblazer in artificial intelligence (AI) and founder of the AI Leadership Institute. I met Noelle at ChannelCon where she gave a keynote presentation on Scaling AI Responsibly based on her new book. Noelle shares her journey through the early days of AI during her career at big name companies and how these experiences shaped her insights into responsible AI application. Most importantly, you’re going to hear practical strategies for leveraging AI in business, highlighting the immense potential and challenges of integrating AI into your business management and strategy. Get ready for a very fun and insightful conversation! KEY TAKEAWAYS Here are 5 things I learned from Nicolle on scaling AI responsibly for business growth: Embrace a Leadership Mindset with AI: Noelle underscores the critical shift from managing people to managing AI systems and agents. Executives must cultivate skills in clarity of thought and strategic questioning, fostering environments where AI can thrive without deviating from intended outcomes. This transition necessitates that all roles within an organization adopt leadership qualities tailored to interfacing with AI systems. Establish an Explicit AI Strategy: Russell emphasizes that without a designated AI strategy, companies risk falling behind. She draws parallels to previous technological shifts, such as the internet’s rise, urging businesses to formulate clear AI strategies to remain competitive. Embracing AI can innovate operational efficiencies and open new revenue streams, ensuring organizations remain adaptive in changing technological landscapes. Harness AI to Enhance Organizational Processes: AI isn't solely about external products and services; it's a catalyst for internal improvements. Noelle suggests leveraging AI to streamline internal processes, reducing friction and enhancing productivity. This dual approach not only opens new market opportunities but also refines internal operations, elevating overall company efficiency. Prepare for the Next Workforce Evolution: With the workplace evolution towards AI management, Noelle advises businesses to prepare for significant changes in job dynamics. Entry-level positions are transforming, and future employees will require skills in both domain expertise and AI interaction. Directors need to learn how to manage AI, not just people. Companies should invest in training that bridges technical proficiencies with strategic problem-solving abilities. Build Resilient and Responsible AI Models: A strong proponent of responsible AI, Noelle advocates for building AI models that uphold ethical standards and robust security measures. As AI systems become increasingly integral, their management must reflect the same compliance and security considerations as any other critical business infrastructure, safeguarding data and advancing responsible innovation. LINKS & RESOURCES Connect with Noelle on LinkedIn Learn how to Harness the Power of AI for Channel Marketing with Heather Margolis Listen to Transforming Channel Strategy for AI at Barracuda with Michelle Hodges The post Secrets to Scaling AI Responsibly & Profitably with Noelle Russell first appeared on Channel Journeys.

Dave Sobel interviews John Harden, the director of strategy and technology evangelism at Auvik, discussing the evolution of SaaS management and its growing adoption in the industry. Since Auvik's acquisition of SaaSlio in 2022, the company has invested significantly in engineering efforts to enhance its SaaS management capabilities. Harden highlights the increasing need for visibility into SaaS applications due to rising cybersecurity threats and the growing importance of AI in business environments. He emphasizes that many organizations are now recognizing the necessity of understanding their SaaS assets, particularly in light of the proliferation of AI tools.The conversation delves into the different ways organizations are consuming AI, with smaller companies typically using AI through SaaS applications, while larger organizations may develop their own models via APIs. Harden explains how Auvik's SaaS management platform provides visibility into both categories, allowing businesses to monitor AI usage and manage potential risks associated with shadow IT. He also discusses the recent release of SaaSOps, which enhances visibility and integrates with popular tools to provide deeper insights into API usage and license management.As organizations begin to shift back to on-premises servers due to the high costs associated with AI workloads, Auvik has responded by introducing server management capabilities. Harden notes that this new feature allows for comprehensive monitoring of on-premises infrastructure, ensuring that businesses can effectively manage their IT assets regardless of where they are hosted. This adaptability is crucial as companies navigate the complexities of their IT environments, whether they are utilizing cloud services or traditional on-premises solutions.Looking ahead, Harden expresses optimism about the growth of compliance and governance, risk, and compliance (GRC) solutions, which he believes will foster stronger relationships between managed service providers (MSPs) and their clients. He emphasizes the importance of asset visibility in achieving compliance and cybersecurity goals, as well as in developing AI strategies. By continuing to expand its asset visibility portfolio, Auvik aims to support MSPs in meeting the evolving needs of their customers in a rapidly changing technological landscape. All our Sponsors: https://businessof.tech/sponsors/ Do you want the show on your podcast app or the written versions of the stories? Subscribe to the Business of Tech: https://www.businessof.tech/subscribe/Looking for a link from the stories? The entire script of the show, with links to articles, are posted in each story on https://www.businessof.tech/ Support the show on Patreon: https://patreon.com/mspradio/ Want to be a guest on Business of Tech: Daily 10-Minute IT Services Insights? Send Dave Sobel a message on PodMatch, here: https://www.podmatch.com/hostdetailpreview/businessoftech Want our stuff? Cool Merch? Wear “Why Do We Care?” - Visit https://mspradio.myspreadshop.com Follow us on:LinkedIn: https://www.linkedin.com/company/28908079/YouTube: https://youtube.com/mspradio/Facebook: https://www.facebook.com/mspradionews/Instagram: https://www.instagram.com/mspradio/TikTok: https://www.tiktok.com/@businessoftechBluesky: https://bsky.app/profile/businessof.tech

Jennifer Roy, CEO of Nucleus Networks, discusses her transition from COO to CEO and the broader responsibilities that come with the role. She emphasizes the shift from a narrow focus on operations to a more comprehensive involvement in various business areas, including sales, marketing, finance, and HR. Despite the turbulent market conditions, particularly in the Canadian landscape, Nucleus Networks continues to thrive, with a full sales funnel and ongoing projects. Clients are increasingly inquiring about AI and cybersecurity, reflecting a cautious yet proactive approach to technology adoption.Roy highlights the importance of understanding clients' businesses to effectively implement AI solutions tailored to their specific needs. Her team, particularly the business transformation office, plays a crucial role in assessing readiness and executing projects. On the cybersecurity front, clients are primarily concerned about preventing breaches and ensuring they meet industry standards, such as SOC 2 Type 2 compliance. This process has revealed the significance of robust internal policies beyond just security measures, including HR practices and employee development.The conversation also touches on the state of women in leadership within the tech industry. Despite stagnant statistics over the past five years, Roy believes that cultural shifts are paving the way for more women to assume leadership roles. She actively participates in initiatives aimed at promoting diversity and inclusion, such as mentoring young professionals and advocating for inclusive hiring practices. Her own organization reflects this commitment, with a significant representation of women in the C-suite.As the discussion wraps up, Roy shares her key takeaways from the ChannelCon event, emphasizing the value of networking and personal interactions outside formal sessions. Looking ahead, she expresses a keen focus on employee and client retention, recognizing the competitive nature of the market. By enhancing the employee experience, she believes that client loyalty will naturally follow, ensuring the continued success of Nucleus Networks. All our Sponsors: https://businessof.tech/sponsors/ Do you want the show on your podcast app or the written versions of the stories? Subscribe to the Business of Tech: https://www.businessof.tech/subscribe/Looking for a link from the stories? The entire script of the show, with links to articles, are posted in each story on https://www.businessof.tech/ Support the show on Patreon: https://patreon.com/mspradio/ Want to be a guest on Business of Tech: Daily 10-Minute IT Services Insights? Send Dave Sobel a message on PodMatch, here: https://www.podmatch.com/hostdetailpreview/businessoftech Want our stuff? Cool Merch? Wear “Why Do We Care?” - Visit https://mspradio.myspreadshop.com Follow us on:LinkedIn: https://www.linkedin.com/company/28908079/YouTube: https://youtube.com/mspradio/Facebook: https://www.facebook.com/mspradionews/Instagram: https://www.instagram.com/mspradio/TikTok: https://www.tiktok.com/@businessoftechBluesky: https://bsky.app/profile/businessof.tech

The episode delves into the evolving landscape of artificial intelligence (AI) and its implications for businesses, particularly in the IT sector. The hosts discuss the current state of AI, emphasizing the need for IT professionals to understand and implement AI solutions effectively. They highlight the importance of training staff on AI technologies and suggest that businesses should focus on automation rather than merely labeling their services as AI-driven. The conversation underscores the necessity of engaging with clients to identify their specific needs and how AI can be leveraged to address those challenges.The hosts also touch on the recent developments in the Global Technology Industry Association (GTIA) and its efforts to redefine its mission and community engagement. They reflect on their experiences at the GTIA's ChannelCon event, noting a positive atmosphere and a renewed focus on connecting IT professionals across various sectors. Despite the enthusiasm, they express concerns about the relatively low membership numbers and the need for the organization to demonstrate its value to attract a broader audience.A significant portion of the discussion revolves around the geopolitical implications of AI technology, particularly regarding the sale of AI chips by companies like Nvidia and AMD to China. The hosts explore the complexities of international trade and security, questioning the motivations behind China's demand for assurances against backdoors in these chips. They highlight the irony of China, a country with its own history of security breaches, insisting on such guarantees, and discuss the broader implications for global technology collaboration.Finally, the episode emphasizes the critical need for security to be integrated into technology from the ground up. The hosts argue that manufacturers should not be allowed to sell products that lack inherent security features. They advocate for a shift in the industry mindset, where security is a fundamental aspect of product design rather than an afterthought. This conversation leads to a broader reflection on the responsibility of IT professionals to educate clients about security and the importance of proactive measures in an increasingly interconnected world.

Degly Mendez shares a human-centered MSP philosophy built on trust, patience, and long-term partnerships at GTIA ChannelCon “No small business left behind.” — Degly Mendez, CEO, Avanzar IT Systems At GTIA ChannelCon 2025, Degly Mendez, CEO of Avanzar IT Systems, joined Doug Green of Technology Reseller News for a powerful and personal conversation about empathy, leadership, and how MSPs can meaningfully support small businesses. Avanzar IT Systems—Avanzar meaning “to move forward” in Spanish—specializes in serving small to medium-sized businesses across industries, including law firms, manufacturing, CPA offices, and real estate. But Mendez made clear that the company's mission is about more than just technology. “If we can help our clients move forward, we do it—whether they can afford it today or not.” Rather than focus on quick wins or transactional revenue, Mendez advocates for building relationships rooted in empathy, trust, and a long-term vision. “These aren't transactions,” he said. “These are partnerships that we hope will last years.” As a proud member and leader within GTIA—serving on the Cybersecurity Executive Council, ISAO Advisory Group, and as a frequent speaker—Mendez echoed the inclusive spirit of ChannelCon, where companies big and small share the same 10x10 space and voice. “Everyone needs help. And everyone can provide it.” With a guiding philosophy of “no small business left behind,” Mendez and Avanzar IT Systems are building a future where technology empowers—not excludes—businesses of all sizes. To learn more, visit avanzaritsystems.com

Matt Horning shares the frontline MSP perspective from GTIA ChannelCon “AI is the new shiny object—but if you're not doing the basics, it becomes a threat vector, not a solution.” — Matt Horning, CEO, Blue Tree Technology At GTIA ChannelCon 2025, Doug Green, Publisher of Technology Reseller News, sat down with Matt Horning, CEO of Kansas City-based MSP Blue Tree Technology, to capture the real-world experience of a managed service provider navigating AI hype, cybersecurity challenges, and industry fundamentals. Horning, whose firm serves clients across six states, shared that while Blue Tree is actively exploring AI for clients, the technology still feels like a beta product. “We're being pulled into AI,” Horning said. “Clients are asking for it, and we want to provide value—but it has to be aligned with our standards of excellence. No vaporware.” While AI dominated many sessions at ChannelCon, Horning pointed to the renewed emphasis on foundational practices—like patching, firewalling, and compliance—as the most valuable insight. “If you don't have the basics right, AI just adds risk.” Blue Tree Technology is known for its high standards and measured approach to emerging tech. At events like ChannelCon, Horning finds value not just in the content, but in the community of like-minded MSPs who are solving real-world problems—not just chasing the latest trend. To learn more, visit BlueTreeTechnology.com.

Executive council member shares how GTIA empowers managed services professionals at ChannelCon 2025 “It's not a good day unless you learn something new.” — Christopher Infante, Chair, Managed Services Community, GTIA Podcasting from GTIA's ChannelCon 2025, Doug Green of Technology Reseller News sat down with Christopher Infante, Executive Council Member of GTIA and Chair of its Managed Services Community, to explore how the association is reshaping opportunity and education for MSPs around the world. Infante, who manages Forward Edge, an education-focused MSP with over 130 employees, emphasized the importance of GTIA as a “channel connector”—bringing together MSPs, vendors, and IT professionals to elevate the entire industry through collaboration, community, and shared learning. This year's ChannelCon marked the first official event under the GTIA brand, and according to Infante, the energy was unlike anything he's seen at other conferences. “There's more excitement here… people are chomping at the bit to see what's coming next.” One of those “nexts,” Infante revealed, is a forthcoming educational program tailored to newcomers and veterans alike—designed to demystify the channel and onboard professionals from any starting point. GTIA also supports MSP growth with ongoing meetups and certifications like the Cybersecurity Trustmark, helping members elevate their practices and demonstrate trust to clients. For Infante personally, the conference delivered insight on trending topics such as AI implementation, governance, and ethical usage—as well as practical takeaways from keynote speaker Kim Scott, author of Radical Candor. When asked why MSPs should get involved, Infante didn't hesitate: “You'll surround yourself with people who want to grow—not just in their business, but in their community. And that's transformational.” To learn more or get involved, visit gtia.org.

Dan Wensley outlines GTIA's bold vision for a member-driven, globally connected IT channel “We're here to support and help the IT channel grow... and provide a level playing field community.” — Dan Wensley, GTIA In a milestone interview recorded live at the inaugural GTIA ChannelCon 2025, Dan Wensley, CEO of the Global Technology Industry Association (GTIA), joined Doug Green, Publisher of Technology Reseller News, to discuss the organization's renewed mission, global scope, and member-first model. Wensley shared that GTIA emerged from the historic CompTIA organization after the divestiture of its training and certification business. What remains is a sharpened focus on the channel—vendors, distributors, ITSPs, MSPs, and professionals—built around community, education, advocacy, and advancement. “This is a new brand, a new image, and a new vision,” said Wensley. “We're not here to sell certifications—we're here to serve the channel.” GTIA's newly structured events, like ChannelCon, offer equal opportunity to all participants regardless of company size. “This is not pay to play,” Wensley emphasized. “Every exhibitor gets the same booth, and every member pays virtually the same amount to participate.” The 2025 conference featured AI and cybersecurity content, but Wensley was deliberate in ensuring AI wasn't allowed to dominate every conversation. “Our members told us they still have businesses to run, so our programming reflects that.” GTIA's global ambition is more than just a name. With members in over 150 countries and expanding regional communities, GTIA is becoming a global hub for thought leadership, networking, and shared best practices. With events already planned for Indonesia, Australia, and a return to the UK, the association is scaling its reach alongside its renewed mission. Wensley closed with a call to action: “If you're in the IT services industry, join us. Let's grow this channel together.” To learn more or become a member, visit gtia.org.