Channel Transitions – The VAR and MSP Executive Conference

Meet Your Future Partners2015 VAR/MSP Executive Conferences

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June 4 | Newark, NJ
September | Chicago, IL

November 5 | Orlando, FL


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. In just one day you will:

  • Meet Your Future PartnersLearn how to fund your shift to as-a-Service without wrecking cash flow
  • Understand effective pricing and bundling strategies
  • Discover how leading MSPs market their business and overcome customer objections
  • Learn secrets of hiring, training, and keeping your reps focused on selling services
  • Be exposed to new compensation models for reps and techs
  • Demo new products, learn about new channel services, and get quality face time with leading vendors
  • Meet new colleagues and connect with channel leaders
  • Network with growth-oriented VARs and MSPs
  • Walk away with a plan to increase the equity value of your business

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

Gain ideas and insights from leading VARs-turned-MSPs who led their companies to greater profits and more predictable revenue.

(Subject to change)

AGENDA (subject to change)


8:00 Registration And Early-Bird Networking
9:00 Welcome
Jim Roddy, President, Business Solutions
9:10 “The Latest as-a-Service Trends”
Mike Monocello, Editor In Chief, Business Solutions
9:30 Keynote #1 Sponsored By Worldpay
Chester Ritchie, SVP Strategic Partnerships, Worldpay
9:50 Keynote #2 Sponsored By MAXfocus
Nadia Karatsoreos, Commnuity Manager, MAXfocus
10:10 Keynote #3 Sponsored By Mercury
Randy Clark, Senior Vice President, Marketing, Mercury
10:30 Break
10:45 Brian Sherman, CompTIA Faculty, Tech Success Communications
“Quick Start Session To Managed IT Services”
11:45 5-Minute Transition
11:50 Educational Breakout #1 Sponsored by F-Secure and RapidFire Tools
12:15 Networking Lunch & Product Exhibit
1:30 Educational Breakout #2 Sponsored by MAXfocus and Worldpay
1:55 10-Minute Transition
2:05 Educational Breakout #3 Sponsored by Mercury and CloudFounders
2:30 VAR/MSP Panel
3:50 Prize Giveaway
Closing Remarks
Closing reception


  • 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


All Conferences
Mike MonocelloMike Monocello
Editor In Chief, Business Solutions Magazine

13 years in the channel, including 5 as a VAR
Interacts with hundreds of VARs, MSPs, ISVs
Midwest Presenters
Brian ShermanBrian Sherman
CompTIA Faculty, Tech Success Communications

Channel consultant with more than 12 years of experience as a business development professional, editor, and researcher. Has a deep understanding of the challenges and needs of solutions providers, manufacturers, and technology distributors.
Dale WallsDale Walls
President, Corsica Technologies

VAR providing managed services
+38% revenue growth
Chris RumpfChris Rumpf
Owner, Rumpf Computer Solutions

POS VAR-turned-MSP
Focus is selling HaaS (Hardware as a Service)
Triple-digit revenue growth in 2013
David WikesonDavid Wilkeson
Owner, Tech Advisor

Respected MSP consultant
Former MSP owner
Technology entrepreneur for 25 years
Nadia GFINadia Karatsoreos
Community Manager, MAXfocus

Years of experience promoting collaboration, education, and innovation in the channel
Chester RitchieChester Ritchie
Senior VP Strategic Partnerships, WorldPay

25+ years of experience in the IT channel Former solutions provider CEO/president
Randy Clark MercuryRandy Clark
Senior Vice President, Marketing, Mercury

20 years of marketing leadership experience
Focuses on Mercury’s network of over 3,000 VAR/ISV partners
BA University of Pennsylvania, MBA Harvard Business School
East Presenters
Lawrence M. WalshLawrence M. Walsh
CEO and Chief Analyst, The 2112 Group

Expert in IT reseller channels and Managed Services
Leads a respected channel research and strategy firm
Brian DoyleBrian Doyle
VP of IT and Data Center Services, PCNet

Managed Services experience since 2001
Has converted two VARs to MSP model
On track for 50% revenue from managed services
Thomas Clancy Jr.Thomas Clancy Jr.
Co-Founder, Valiant Technology

Managed Services Provider since 2007
Experienced 30% sales growth
Hunter AllenHunter Allen
CEO and President, Cervion Systems

Recognized as the pre-eminent RaaS
(Retail as a Service) VAR in the U.S.
Kelly O'BrayKelly O’Bray
Community Manager, MAXfocus

IT channel professional with 20 years experience
Has insight on the pitfalls of business transformation strategies
Chris AllenChris Allen
Director of Demand Generation, Mercury

IT channel executive and entrepreneur
Former CEO of international software developer
Former COO at national solutions provider
West Presenters
Bruce NelsonBruce Nelson
President, Vertical Solutions

Break/fix VAR-turned-MSP
+25% annual increase in profits
Alex RogersAlex Rogers
CEO, ARRC Technology

MSP executive since 1992
Listed 6X on INC 500/5000 fastest growth companies
Named MSP Mentor Top 250 Entrepreneur
David DeCamillisDavid DeCamillis
VP Sales/Marketing, Platte River Networks

Transitioned VAR business to as-a-Service and
sparked double-digit annual sales growth
Todd HauglandTodd Haugland
Lead Sales Engineer, MAXfocus

20-year SMB IT veteran
Former MSP and administrator
Now a vendor, trainer, and managed services advocate
Gary PicaGary Pica
President & Founder, TruMethods

Managed services pioneer
IT service provider for 20+ years
Grew his MSP into multi-million dollar winner
Now advisor to successful MSPs and managed services vendors

Pay only $199 for world-class VAR/MSP education and networking.


Need Assistance?
Contact Abby Sorensen
(814) 897-9000, ext. 243

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