AgendaEducation and Schedule

Make The Transition Today

Channel Transitions is a one-of-a-kind education and networking conference designed to help VAR/MSP executives learn best practices of how to implement and manage the as-a-Service model.

Channel Transitions features real-world, nuts-and-bolts, headaches-and-heartaches discussions and success stories on the transition.

VAR Speaking At Retail Conference

For exclusive articles, videos, and highlights from recent Channel Transitions Conferences, visit the Inside Channel Transitions web page.

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Speakers & Panelists

All Conferences

Mike Monocello The Chief Editor Of Business Solutions magazine Mike Monocello
Editor In Chief | Business Solutions magazine
  • 14 years in the channel, including 5 as a VAR
  • Interacts with hundreds of VARs, MSPs, ISVs
  • Regular contributor to RSPA publications
Jim Roddy President Of Business Solutions Magazine Jim Roddy
President | Business Solutions magazine
  • 16 years experience educating channel executives
  • Education presenter at key channel events including RSPA RetailNOW, Blue Star’s VARTECH, ScanSource conferences, and Ingram Micro conferences.
  • Author of business book “Hire Like You Just Beat Cancer”


Orlando

Greg Zolkos
CEO | Atlas Professional Services
  • 40% revenue growth for the past two years in a row
  • Named to Tampa Fast 50, Florida Fast 100, and the Inc. 5000 list of fastest growing companies in America
  • Atlas was voted one of the Best Places To Work by the Tampa Business Journal, and was awarded the Small Business Of The Year by the Brandon Chamber of Commerce
  • Featured in July 2015 issue of Business Solutions magazine for managed services expertise
Jason Etheridge Jason Etheridge
President & CEO | Logic Speak
David Wilkeson
Owner | Tech Advisor
Thomas Clancy JR Thomas Clancy Jr.
Co-Founder | Valiant Technology
Jessica Schroder
Community Manager | MAXfocus
  • Leads all vendor alliances within the MAXfocus community
  • Former marketing director for The ASCII Group
  • Member of CompTIA’s IT Security executive committee
Chester Ritchie
Senior VP Strategic Partnerships | Worldpay
Rohan Mani
Director, Reseller Channel | Harbortouch
  • 14+ years of experience helping resellers adapt the as-a-Service model
Kevin B. Brown
Manager of VAR Business Development | Mercury, a Vantiv Company
  • 10  years focused on channel and developer sales in the integrated payments industry.
  • Former VP of Sales while building a Go To Market Strategy with payment integration for the 2nd largest restaurant point of sale developer
  • Regional, Mid-Market, and National Sales experience within the payments industy

 

Chicago

Karl Palchuk Karl Palachuk
Owner | Small Biz Thoughts
President | Great Little Book Publishing Co.
  • Author of 15 books, including "Managed Services In A Month" and the 4-volume "Managed Services Operations Manual" (see more on Karl’s Wikipedia page)
  • Former executive at a POS and inventory management company
  • Global experience as a writer, blogger, speaker, and IT business consultant
  • Click here to subscribe to Karl’s weekly SMB email
David DeCamillies David DeCamillis
VP Of Sales & Marketing | Platte River Networks
  • Grew revenue from $2 million to $6 million since joining Platte River in 2008
  • Honored as one of the 10 Most Powerful Salespeople in Colorado
  • President and founder of the annual Denver Biz Tech Expo
  • Featured on cover of March 2013 issue of Business Solutions Magazine
Chris Rumpf Chris Rumpf
Owner | Rumpf Computer Solutions
Bruce Nelson, Break/Fix VAR-turned-MSP Bruce Nelson
President | Vertical Solutions
Jessica Schroder
Community Manager | MAXfocus
  • Leads all vendor alliances within the MAXfocus community
  • Former marketing director for The ASCII Group
  • Member of CompTIA’s IT Security executive committee
Chester Ritchie
Senior VP Strategic Partnerships | Worldpay
Ernest Byrd
Sales Engineer | MAXfocus
  • 9+ years of experience in the IT field, including managed services consulting and technical support
  • Responsible for helping MSPs leverage MAX RemoteManagement platform
Bob Rowell
Sr. Sales Engineer | Webroot
  • 18 years of experience specializing in security and desktop management
  • Works with thousands of IT executives to understand security solutions
Chris Soutar
Director Of Managed Services |  Entre Computer Solutions
  • Currently oversees all managed services sales and implementations at Entre
  • 8+ years of experience as a VAR, including inside and outside sales and marketing roles
Rohan Mani
Harbortouch | Director, Reseller Channel
  • 14+ years of experience helping resellers adapt the as-a-Service model

 

Newark

Jason Brunt Jason Brunt
CEO | e3 Technical Solutions
  • MSP with expertise in the SMB, real estate, financial, legal, and manufacturing verticals
  • 100% growth rate in 2014, projected 100% growth rate in 2015
  • 70%+ of current customers are on a managed services contract
  • Featured in December 2014 issue of Business Solutions for success in making the as-a-Service transition
Marshall Wright
CEO | DeckerWright
  • Expecting to grow managed services offering from 33% to 50% in 2015
  • Adjunct information systems professor at Rutgers Graduate School of Business
  • Featured in June 2014 issue of Business Solutions magazine for managed services sales model expertise
Steve Rutkovitz
CEO | Choice Technologies
Dale Walls Dale Walls
President | Corsica Technologies
Thomas Clancy JR Thomas Clancy Jr.
Co-Founder | Valiant Technology
Hunter Allen Hunter Allen
CEO | Cervion Systems
  • Recognized as the pre-eminent RaaS (Retail as a Service) VAR in the U.S.
  • 20+ years as CEO of Cervion Systems, which is a recognized Inc. 500 company
  • RSPA reseller board member
Jessica Schroder
Community Manager | MAXfocus
  • Leads all vendor alliances within the MAXfocus community
  • Former marketing director for The ASCII Group
  • Member of CompTIA’s IT Security executive committee
Ernest Byrd
Sales Engineer | MAXfocus
  • 9+ years of experience in the IT field, including managed services consulting and technical support
  • Responsible for helping MSPs leverage MAX RemoteManagement platform
Walker Thompson
Director of Alliance Management | Mercury
  • 10 years in the channel positioning a variety of offerings including Software-as-a-Service, Payment-as-a-Service, and payment solutions.
  • Former VP of Sales & Marketing at a restaurant software development company.
Stanley Louissaint
President | Fluid Designs
Andrew Harrover
CEO | Matrix Computer Consulting
Mel Montalvo
VP Operations | My IT Provider
  • Company offers two tiers of managed services pricing
  • ASCII Member

 

Agenda

*Subject to change

8:00AM Registration, Early-Bird Networking, and Continental Breakfast
9:30AM Welcome Message
9:40AM BSM Trends Overview
10:00AM Platinum Sponsor Q&A #1
10:20AM Platinum Sponsor Q&A #2
10:40AM Stretch & Laugh
10:50AM Keynote Address
12:00PM Networking Lunch/Product Exhibit
1:15PM Vendor Product Breakout
Session #1
1:45PM Vendor Product Breakout
Session #2
2:15PM Afternoon VAR/MSP Panel
3:15PM Networking Reception
4:15PM Close

 

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EDUCATION TOPICS

  • How to fund the shift to as-a-Service
  • Proven pricing and bundling strategies
  • Marketing strategies and tactics
  • How to pay employees – reps and techs
  • Training reps to sell as-a-Service
  • Keeping reps focused on selling services
  • Hiring the right people
  • Overcoming customer objections to as-a-Service vs. traditional break/fix
  • Choosing partners – both MSPs and vendors

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ATTENDEE TESTIMONIALS

“The Channel Transitions event could not have come at a better time for us. As-a-Service offerings are just now making headway in our vertical spaces, and this conference has given voice to that movement. Hearing from those who have been successful in this transition really encourages those who are ready themselves. ScanSource had three key people attend the Channel Transitions event. Each of us came away with different agendas and ideas as to our plans for growing channel services."

- Greg Dixon, Chief Technology Officer, ScanSource

“The Channel Transitions Conference was a necessary first in our industry. VARs have been looking to understand the objectives, methods, and financials behind the transition to an as-a-Service model. Channel Transitions was a huge step in educating VARs and encouraging the first steps into a better, more sustainable business model.”

- David Gosman, CEO, PC America

“Many of the presenters were VARs who have already put in place the services that are necessary to sustain their businesses. My company is in the mobile computing space, and our industry is just starting to understand that the hardware sale/give away services model is not going to work in the long run.”

- VAR/MSP Executive

“Now I will develop a strategic plan around managed solutions and identify a software/cloud platform to manage the growth of my business.”

- VAR Executive

“The value of the conference was absolutely phenomenal. I got to see various people speak about their real-life experiences and how they handle Software-as-a-Service.”

- ISV Executive

“Very well assembled conference. Everything stayed on time and on message. There was solid content and expectations were met. No false promises. I would come again and recommend it to our channel partners.”

- Vendor Executive

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