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

 

Dallas


Tom Bronson

Tom Bronson
CEO | Granbury Solutions

  • Recurring revenue expert who grew Granbury from 5% to 75% recurring revenue business in five years
  • ISV consistently growing 20+% annually
  • Grew from 20 employees in 2010 to over 200 employees today with 10,000+ worldwide customers
  • Finalist for the 2015 EY Entrepreneur Of The Year award for the Southwest Region
Dan Edwards

Dan Edwards
CEO | PACT-ONE Solutions

Josh Byers

Josh Byers
CEO | Lonestar POS

  • 50% revenue growth in 2015, 100% revenue growth in 2014
  • 60%+ of customers on a managed services plan
  • Featured on the cover of the March 2015 issue of BSM, “A Marriage Of POS & Managed Services
Todd Nielsen

Todd Nielsen
Chief Strategy Officer | JMARK Business Solutions

  • Over 20 years in channel as CEO, COOx2, VP, CSO and consultant to MSPs
  • $680,000 in Monthly Recurring Revenues, MRR represents 65% of Monthly Revenue
  • At JMARK responsible for Strategy, Marketing, Partner Relations, Productization, internal consultant to service, sales, and account management.
Mike Monocello The Chief Editor Of Business Solutions magazine

Mike Monocello
Editor In Chief | Business Solutions

Jay McCall Associate Editor | Business Solutions Magazine

Jay McCall
Associate Editor | Business Solutions Magazine

  • Award-winning journalist, editor, blogger, and digital content specialist who’s been covering the IT industry for 14 years
  • Expertise includes cloud and managed services, data backup and recovery, virtualization, wireless and mobility, distribution, networking, security, VoIP/unified communications, and IP video surveillance
Rohan Mani Director, Reseller Channel | Harbortouch

Rohan Mani
Director, Reseller Channel | Harbortouch

  • 15+ years of experience in the payments and POS industries
  • Early proponent of the as-a-service business model through Harbortouch’s “free POS program"
Dennis O'Connell Business Development Manager | HTG Peer Groups

Dennis O'Connell
Business Development Manager | HTG Peer Groups

  • 20 year sales career with Hewlett Packard
  • 3 year sales career with a VAR/MSP
  • Presenting breakout session, “What Good Looks Like...And How The Best MSPs Get There”
Paul Normand

Paul Normand
CEO | Best Networking Services

Austin Justice
Vice President | Justice IT Consulting

  • 50% growth to date in annual revenue since 2015
  • 10 of IT experience, including 5 as an MSP
  • 50% of revenue is from managed services
  • ASCII member
  • Author of “6 Ways To Improve The Security In Your Offering” guest column on BSMinfo.com

Gary Hayes
Founder | G-Tec LLC

  • 5+ years of experience in the technology industry.
  • Specializes in technology services for restaurants, bars and retail establishments throughout the U.S.
  • Expert in POS computer system installations, on-site technical support, credit card processing, e-mail marketing, digital signage, and mobile apps.
  • Harbortouch partner who will speak during the POS-as-a-Service Q&A

Tom Reichart
VP of Business Development | Vantiv Integrated Payments

  • Chairman of the board for Retail Solutions Providers Association (RSPA)
  • 40+ years of experience as a sales and marketing executive in the technology industry
  • Assists Vantiv’s channel and reseller sales teams with strategic opportunities to increase partnerships

Jeff Wood
Founder | Wood Networks

  • Grew company from a single person, break-fix business to a 2 location, 32 employee MSP whose revenues and profitability center largely around recurring revenue
  • Now serves as a board member after taking on a private equity firm in 2011
  • HTG Peer Groups member

Rudy Rodriguez
Director of Sales | Onsupport

  • Former worldwide president and current treasurer for the International Association of Microsoft Channel Partners
  • 20+ years of technology experience, currently tasked with revamping sales, marketing, and operations strategies for Onsupport
  • Founded a strategy marketing company specializing in demand generation, go to market strategy, and personalized sales solutions

Jeff Howard
Founder | Networking Results

  • $2.5 million in annual managed services revenue
  • Successfully completed 2 acquisitions in 2015
  • 2016 Tiny Pulse Happiest Company Award recipient
  • HTG Peer Groups member

Sunny Lowe
CEO | Blue Jean Networks

  • One of the first to adopt the managed services business model in the Dallas-Forth Worth area
  • Grew revenue to $2 million + since founding Blue Jean Networks in 2008
  • HTG Peer Groups member

 

Boston


Thomas Clancy Jr. Co-Founder | Valiant Technology Thomas Clancy Jr.
Co-Founder | Valiant Technology
Dave DelVecchio President | Innovative Business Systems Dave DelVecchio
President | Innovative Business Systems
  • 22+ years of IT experience
  • Transitioned business from 0% to 50% of managed services revenue in 5 years
  • Active HTG Peer Groups member
Scott Haselkorn President | Haselkorn, Inc. Scott Haselkorn
President | Haselkorn, Inc.
  • Successfully transitioned his business from break/fix to MSP 10+ years ago
  • 90%+ of customers on a managed services contract
  • Specializes in the dental and medical verticals
Neil Holme Owner | Impact Business Technology Neil Holme
Owner | Impact Business Technology
  • 100+ active customers in the law, finance, manufacturing and construction verticals
  • Specializes in help desk, data backup and disaster recovery, cloud computing, and networking
  • Active ASCII member
Tim Lasonde President | NSK Inc. Tim Lasonde
President | NSK Inc.
  • 15+ years of IT experience, with expertise in SMB solutions, data storage, virtualization, backup and disaster recovery solutions, communication systems, and videoconferencing
  • Past President of the North Shore Technology Council
Rohan Mani Director, Reseller Channel | Harbortouch Rohan Mani
Director, Reseller Channel | Harbortouch
  • 15+ years of experience in the payments and POS industries
  • Early proponent of the as-a-service business model through Harbortouch’s “free POS program"
Steve Martocchio Vice President, Operations | Cooperative Systems Steve Martocchio
Vice President, Operations | Cooperative Systems
  • 20+ years of experience in the IT industry
  • Financial vertical expert with 10+ years of banking experience throughout the northeast
  • Active ASCII member
Jay McCall Associate Editor | Business Solutions Magazine Jay McCall
Associate Editor | Business Solutions Magazine
  • Award-winning journalist, editor, blogger, and digital content specialist who’s been covering the IT industry for 14 years
  • Expertise includes cloud and managed services, data backup and recovery, virtualization, wireless and mobility, distribution, networking, security, VoIP/unified communications, and IP video surveillance
Roger Michelson VP, COO, & Co-Owner | BNMC Roger Michelson
VP, COO, & Co-Owner | BNMC
  • Helped build a small, entrepreneurial technology company into a multi-million dollar provider application services and business processing outsourcing for the mutual fund industry
  • Holds degrees from Northeastern University, Harvard University, and Boston University
  • Active ASCII member
Todd Molloy Director of Sales & Marketing | Systems Engineering Todd Molloy
Director of Sales & Marketing | Systems Engineering
  • Company serves 600+ clients in the legal, healthcare, financial services, and government verticals
  • Experienced double-digit sales growth
  • Featured in the January 2016 issue of Business Solutions
Mike Monocello The Chief Editor Of Business Solutions magazine Mike Monocello
Editor In Chief | Business Solutions
Dennis O'Connell Business Development Manager | HTG Peer Groups Dennis O'Connell
Business Development Manager | HTG Peer Groups
  • 20 year sales career with Hewlett Packard
  • 3 year sales career with a VAR/MSP
  • Presenting breakout session, “What Good Looks Like...And How The Best MSPs Get There”
Craig Raubenheimer CEO | Roan Solutions Craig Raubenheimer
CEO | Roan Solutions
  • 19+ years of managed services experience, including network, server, and desktop management, data backup and disaster recovery, and Apple systems integration• ....
  • Active HTG Peer Groups member
MJ Shoer CTO | Internet & Telephone, LLC MJ Shoer
CTO | Internet & Telephone, LLC
  • 20+ years of experience in the IT industry
  • Chairman of the CompTIA Board of Directors
  • Author of Hassle-Free Computer Support, and The Tech Multiplier, which reached Best Seller status in the Amazon.com technology category
PJ Tierney Director of Channel Sales | Cayan PJ Tierney
Director of Channel Sales | Cayan
  • Develops and manages Cayan’s VAR channel strategy.  PJ's strength in facilitating and driving sales through independent POS software developers and their value-added reseller (VAR) partner networks, has resulted in the cultivation of over 2,000 payment partners nationwide.
  • Certified Payments Professional with over a 15 years of experience and an impeccable track record in the payments industry.
  • Knowledge in partner marketing has bolstered his proven ability to generate substantial revenue growth year after year.

Channel Transitions Agenda

Agenda

AGENDA

8:00 AM - Registration, Early-Bird Networking, & Hot Breakfast
9:30 AM - Welcome — Mike Monocello, Editor In Chief, Business Solutions
9:40 AM - The Latest as-a-Service Trends
9:55 AM - Surefire MSP Strategies For Pricing, Bundling, & More (VAR/MSP Panel)
10:45 AM - Stretch  & Laugh
11:05 AM - Why Every MSP Needs To Understand Payment Processing (Vantiv Q&A)
11:30 AM - POS-as-a-Service (Harbortouch Q&A)
11:50 PM - Grab Lunch
12:05 PM - Hiring, Training, & Comp Models: Expert MSPs Tell All
12:45 PM - Networking/Product Exhibit
1:45 PM - The 25-Minute Guide To POS-as-a-Service (Harbortouch Breakout Session)
1:45 PM - Why You Can’t Be An MSP Without Automation Tools (Breakout Session)
2:15 PM  - Payment Processing 101 (Vantiv Breakout Session)
2:15 PM - What Good Looks Like...And How The Best MSPs Get There (Breakout Session)
2:45 PM - You’re A Recurring Revenue Believer...Now What? (VAR/MSP Panel)
3:45 PM - Prize Giveaways & Closing Remarks
4:00 PM - 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.

- ISV Executive


“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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