Programme List - CRN Conference MSP North


2018 Programme

08.30 - 09.00


09.00 - 09.10

Welcome and opening remarks

Doug Woodburn, Editor, CRN & Channelnomics
09.10 - 09.40

Keynote: SoftwareONE - The changing Microsoft model and new revenue streams for partners

Andy Sullivan, Partner Business Manager, SoftwareONE
  • How the Microsoft model has changed over the last 24 months. A plotted history and why. 
  • Introducing Microsoft Indirect CSP: What is it and how do all parties benefit? 
  • How to start selling 365 and Azure without needing in-house certifications, skills, and capabilities. 
  • Increase the scope of your offerings with GTM-ready packages. 
  • How to fast track / transition and start selling indirect CSP services. 
09.40 - 10.05

The evolution of MSPs

Todd McQuilkin, CEO, Air-IT
  • Examining today's market and where we see change
  • How to deal with constant margin and pricing pressure
  • The MSP market is becoming saturated. How can you compete without compromising your profitability?
10.05 - 10.25

Commvault: "From data centre to data centric" - Why CVLT for MSPs? 

Osgar de Laat, Area VP Service Providers EMEA, Commvault
  • Learn how new cloud technologies can help you diversify your portfolio. 
  • Understand how you can grow your business by helping your customers transform their business. 
  • What you need to know to suceed in the fast-changing marketplace. 
10.25 - 10.55

Morning break, networking and visit to the exhibition area

10.55 - 11.10

Vendor showcase: Datto, Comms-care, Webroot

Chris Tate, SVP, Datto International
Mark Forster, Managing Director, Comms-care
Sham Miah, Channel Account Manager, Webroot
11.10 - 11.55

Panel discussion: Achieving sales excellence

Craig Aston, COO, Celerity UK
Andrea Babbs, Channel Manager, FuseMail UK
James Cox, Channel Manager, TechQuarters
Kevin Timms, CEO, EACS
Moderator: Tom Wright, Senior Reporter, CRN
  • Tips on recruiting talent and building a successful sales team. 
  • Working out the right commission structure that will enable growth. 
  • Building relationships and becoming a trusted advisor to your customers. 
11.55 - 12.15

ConnectWise: Creating a resilient business

Gregg Lalle, VP International Sales and Strategy, ConnectWise
  • Developing a resilient business in a technology driven world. 
  • Tailoring your solutions to each of your clients. 
  • Recruiting and maintaing loyal customers. 
12.15 - 12.40

Sell more to the same customers - hardware sales, made easy 

Derek Jones, Managing Director, Synaxon UK
  • The technology revolution is continuing to accelerate, and VARs the length and breadth of the UK are transforming their businesses. Selling services that generate monthly recurring revenue has become the norm. 
  • Does this mean you can't sell hardware anymore? Absolutely not. Managed Service Providers simply need to find an easier way to sell more and reduce cost, while increasing their margin on hardware sales. Discover the tools to make it possible. 
 12.40 - 13.40

Lunch break, networking and visit to the exhibition area 

13.40 - 14.05

Case study: smart property analysis for social housing

Alasdair Rettie, Technical Director, Pinacl Solutions UK Ltd
  • Tailoring your business model to the ever changing market. 
  • What business model changes are necessary to thrive in the new environment?
  • Is innovation a key to success? 
14.05 - 14.25

CloudHealth Technologies: Giving your customers the confidence they need in the public cloud

Richard Brown, Director EMEA Channels and Alliances, CloudHealth Technologies 
  • More than 3000 organisations globally rely on CloudHealth to manage over $5bn in combined cloud spend. 
  • How automating cloud operations will increase significant value to your customers in addition to offering an extended service portfolio, boosting profitability and increasing efficiency. 
14.25 - 14.45 

Rackspace: Cloud Evolution - The new reality facing managed service providers 

John Coulston, Director of Partnerships and Alliances, Rackspace
  • Thinking ahead. Where are the opportunities to thrive in a new era of cloud-first technology? 
  • Cooperation. Implementing an evolved partner ecosystem to enhance the chance of your success. 
  • Managing the skills gap. How to find and retain the talent your business really needs (and your customers really value). 
14.45 - 15.05

Afternoon break, networking, visit to exhibition area

15.05 - 15.30

The importance of vendor management for growing MSPs

Julian Bannister, Senior Sales Manager, Procurri
Patrick Boydell, Sales Director, Procurri 
  • What role do vendors have in helping MSPs profit from the expansion of their services portfolio?
  • As you acquire more and more vendor products, managing them can become a huge under-taking. What is the best strategy for tackling this challenge? 
15.30 - 16.15

Panel discussion: Marketing for Managed Services - what should your marketing plan look like? 

Erica Jones, Marketing Manager, Bamboo Technology Group
David McLeman, CEO, Ancoris
Paul Stringfellow, Technical Director, Gardner Systems Plc. 
Kate Wallyn, Marketing Manager, Oryx Align
Moderator: Tom Wright, Senior Reporter, CRN
  • What channels should you use to market managed services? 
  • Communicating the benefits to your customers: do they really understand you? 
  • How to differentiate your proposition from competitors? 
16.15 - 16.20


Closing Remarks

Doug Woodburn, Editor, CRN & Channelnomics
16.20 - 17.15

Drinks Reception 

Please note this agenda is subject to change