Programme List - CRN Channel Conference, MSP 2017


2017 Programme




Welcome and opening remarks


CRN Research: What do customers want from their suppliers?




Panel Discussion: The evolution of MSPs

Sonny Sehgal, Director & Co-Founder, Transputec
Craig Aston, Commerical Director, Celerity
Rufus Grig, Managing Director, Maintel
Lorrin White, Managing Director, Bamboo Technology Group

  • Examining today's market and where we see change
  • What business model changes are necessary to thrive in the new environment
  • How to deal with constant margin and pricing pressure.
  • The MSP market is becoming saturated. How can you compete without compromising your profitability?



Case study: Assisting clients with cloud migration

  • Examining today's market and where we see change
  • Tips for maximising your profits when selling cloud storage solutions
  • What business model changes are necessary to thrive in the new cloud environment?


Exploiting new opportunities to boost your profits

  • How to get attention of customers that have been spoilt by choice?
  • Matching the right customer with the right products
  • Tips in building long term relationships with your clients


Morning break, networking and visit to the exhibition area


Vendor showcase


Beyond Infrastructure: Architecting your customer's modern software factory - the next big service provider opportunity

Charlie Wells, Global Partner Advisor, Agile Operations, CA Technologies

This session will reveal how the competitive value of the modern software factory has become very real, and why service providers that help customers succeed in their transformation will be well positioned for long-term success.

  • Why the modern software factory has become such an urgent requirement for any business looking to compete in the application economy.
  • The most common challenges enterprise IT teams are confronting as they look to establish a modern software factory.
  • The specific service offerings that service providers can deliver in order to help customers successfully transition to the modern software factory paradigm.
  • How by partnering with CA, you can deliver the services that help your customers master the four key principles of the modern software factory: enhancing agility, maximising automation, harnessing insights and establishing security.


Enhancing the customer experience

  • How to measure customer satisfaction?
  • What factors influence customer satisfaction
  • Improving customer experience and ensuring your financial success


How can service providers and partners work together to deliver solutions?

  • What role do vendors have in helping partners profit from managed services?
  • Is your current partner keeping you up to speed with emerging trends and are they able to provide sufficient training and support?
  • How to select the right partner - reviewing the options


Lunch break, networking and visit to the exhibition area


Case study: Managed services portfolio management and pricing strategies- guides and tips

  • How to figure out which products and services to offer and who to target to differentiate yourselves from competition? What happens to the revenue mix?
  • What are the advantages and disadvantages of the popular managed services pricing models?
  • What challenges can you expect when moving from one pricing model to the other?


Case study: Achieving operational efficiency 

  • How can you develop a delivery model that results in high client satisfaction and low turnover rates for clients?
  • What should the client experience be?
  • How do you develop the MSP culture to maintain the excellent service delivery performance without employee turnover?



Case study: GDPR - have you thought of everything?

Robert Bond, Partner, Bristows LLP

  • Key aspects of GDPR
  • Issues for controllers and processors
  • DPO or not DPO?


Panel Discussion: Taking sales and marketing excellence to the next level

Carl Henriksen, Founder & CEO, OryxAlign
Chris Dunning, Founder, TechQuarters & the 365 Cloud Academy
Roger Harry, CEO, Circle IT
Rafi Razzak, Founder and Chairman, Centerprise
  • Who should you target with your managed services?
  • Communicating the benefits to your customers: Do they really understand you?
  • How to differentiate your proposition from competitors? Learn what boxes you will need to tick to close the deal
  • What channels should you use to market managed services?
  • What services are most commonly adopted by first time buyers and how can they help you get your foot in the door with business owners


Closing remarks


Drinks reception



Conference ends

Please note this agenda is subject to change