Channel experts share their MSP success strategies, including insights on achieving and maintaining excellence.
Steve Kazan
Changing the Game
“An MSP can be a game changer by finding disruptive technology, investing in training, and bringing that technology to your clients. AI has several applications that fit this bill.”
—Steve Kazan, founder/CEO, Inner Onion
Tony Haller
The Transformative Power of AI
“It addresses some of the challenges specific to MSP and the fact that there’s a huge shortage of labor. There’s also a huge skill gap. So, if you can leverage AI, it’s going to really help our MSP partners grow their businesses, which ultimately will help them be more profitable. And that, to me, is the end goal.”
— Tony Haller, director of IT partner sales and strategy, GoTo
Dee Dee Acquista
Critical Cloud Competence
“[MSPs must] become cloud-first and emphasize their hybrid cloud security competency. Only then will end users trust MSPs’ ability to help them navigate their cloud journeys and avoid falling victim to the next cyberattack.”
— Dee Dee Acquista, VP of Worldwide Channel and Alliances, Gigamon
Larry Walsh
Focus on Outcomes, Not Technology
“Understand the totality of the customer’s end-to-end needs and expectations. They’ll geek out on the tech, but they’re really interested in the results. MSPs must partner with vendors that can contribute the technology, guidance, and support that contribute to the digital transformation objectives.“
— Larry Walsh, CEO/chief analyst, Channelnomics
Cal Jeffrey
Build a True Partnership
“As vendors, we have sort of made it challenging for partners to partner with us. True partnering is a long-term relationship. I want to give them a product that’s very low cost to them that they can pack with margin and make a lot of profit because it accelerates their business.“
— Cal Jeffrey, director of strategic partnerships, Insight Cyber
Bradley Feldman
Driving the Best Customer Experiences
“[SMB customers are] no longer just coming to the office, they’re working from home and in the office, they’re using cloud apps; it’s a much broader set. How do you pull all these things together? SMBs have the same problems as enterprises from the top level. It’s how you then deliver [services] for an SMB that looks different. That’s really where we see these MSPs and technology advisors coming in.”
— Bradley Feldman, director global partner route to market sales, partner managed and as a service provider, Cisco
