Programme List - CRN Channel Conference, MSP
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Programme

08.30 – 09.00

Registration and breakfast

09.00 – 09.15

Welcome and opening remarks
Tom Wright, Managing Editor, CRN

09.15 – 10.00

Morning keynote: How to make a billion dollars through cybercrime
Graham Cluley, Independent Computer Security Expert

Every day we read headlines of data breaches, hacks, and malware attacks. Often they're identikit newspaper stories where you could easily just change the names of the companies involved and the number of customer records they have had stolen from them.

But often lost is the truth of what *really* happened, and how a hack was pulled off, or how companies misled the public about a huge hack.

In his keynote, computer security veteran Graham Cluley will arm MSPs with a fresh perspective on how to position cybersecurity in the new era of mega-fines, detailing some of the strangest and most devastating attacks that have occurred along the way.

10.00 – 10.30

Industry Keynote: Burning the boats...
Andy Barrow, CTO, ANS Group Ltd.
Paul Shannon, CEO, ANS Group Ltd.

Over the last 2 years, ANS has transitioned to help support their enterprise customers that are looking for strategic ways of addressing new world business challenges. Recognising that the future lay in public cloud and disruptive trends, such as artificial intelligence, IoT and machine learning, ANS made a bold decision to move away from selling hardware in order to focus their expertise in helping commercial and public sector organisations looking to transform their services with transformative digital technology.

10.30 – 10.50

Increasing MSP Shareholder Value
Greg Gyves, Regional Sales Manager, MSSP, UKI, Fortinet

In this session Fortinet will share their vision and methodology for a new type of vendor engagement, turning the traditional product focus on its head in favour of a service-centric approach to accelerate your ability to build operationally efficient and profitable managed security services.

Learn how:

  • Increasing your security services capability can have a greater impact on the enterprise value of your MSP business
  • Fortinet can help you focus on defeating operational ‘enemies' and chasing your managed service ‘promised land'.
  • Fortinet's ‘Security Service Factory' can accelerate managed security services enablement.

10.50 – 11.05

Vendor Showcase:
Cyren: Matthew Williams, Senior Sales Director
Webroot: Liam Corrigan, Channel Acount Manager
IT Glue: Wilson Sanders, Account Director

11.05 – 11.35

Morning break, networking and visit to exhibition area

11.35 – 11.55

Datto: Throwing a lifeline to ransomware victims
Chris Tate, Business Development Director, Datto
  • With ransomware making a resurgence in 2019, what threat does it pose to the customers of MSPs?
  • How business continuity can be a get-out-of-jail free card for MSPs with ransomware-hit clients.
  • Everything MSPs need to know as ransomware continues to evolve.

11.55 – 12.20

Standing out on G-Cloud
Chris Farthing, Chief Executive Officer, Advice Cloud

G-Cloud, and other government frameworks, has revolutionised the way suppliers interact with public sector buyers. While getting onto the framework is a step in the right direction, many firms fail to make themselves stand out from the crowd, with the larger IT giants often sweeping up a huge proportion of the business. In this session, delegates will be given invaluable tips on how MSPs can boost their presence on G-Cloud and other public sector frameworks.

12.20 – 12.40

Sophos: Lightening the load with next-gen tech and EDR 
Kyle Torres, MSP Channel Account Executive - UKI & WER, Sophos
  • How automation and end-point detection and response can carry some of the weight for MSPs.
  • Why deep-learning could become the next-generation firewall.
  • Simplifying cloud compliance, governance and security monitoring through artificial intelligence.

12.40 – 13.20

Panel Discussion: Making your business a great place to work
Mike Danson, Chief Executive Officer, Natilik
Lillie Davies, HR Business Partner, Softcat Plc
Paul Shannon, CEO, ANS Group Ltd 
Kate Wood, Culture Director, Chess ICT
Moderator: Marian McHugh, Reporter, CRN

The skills shortage has made it harder than ever for MSPs to attract and retain talented staff. In an era when online reputation is crucial, those who fail to demonstrate they are a great place to work put themselves at an even greater disadvantage. This panel discussion will explore how to create, maintain, and retain a culture that will make your MSP the number one choice for employees.

  • How to drive positive work culture throughout your organisation.
  • How to make your MSP stand-out to current and future employees.
  • How can you retain your top talent?

13.20 – 13.35

Vendor Showcase:
Ubiqube: Krista Jones, Sales Director
Thales: Ari Hakala, Senior Director of Business Development 
Volta Data Centres: Kirsten Davie, Business Development Manager

13.35 – 14.30

Lunch break, networking and visit to exhibition area

14.30 – 15.00

Afternoon keynote
Andy Gomarsall MBE

In an informal Q&A, the former England scrum half will be reflecting on his playing days and second career in the channel.

Currently a director at IT asset disposal firm N2S, Gomarsall will be addressing how MSPs can maximise the opportunity around sustainable IT, as well as the parallels between sport and business.

15.00 – 15.25

What Winning Next Gen MSP Sales Teams Do Differently – Are Your Salespeople Ready?
Fiona Challis, Founder, Next Gen Sales Academy
  • Why B2B customers have become increasingly uncertain about how to navigate purchasing decisions.
  • What B2B decision makers are seeking out in MSP sales teams today.
  • Why traditional solution, consultative & relationship selling are no longer enough for your sales team to win & win consistently.
  • How to articulate the value in your MSP offerings into an outcome-based value proposition that meets your customers business requirements.
  • How selling change, not products or time will ensure you differentiate in an increasingly crowded market, are truly trusted and have a higher customer lifetime value.

15.25 – 16.10

Panel discussion: Maximising the value of your MSP/MSSP
Mo Aneese, Investor, Livingbridge
Nicki Boyd, Partner, Apiary Capital 
Greg Gyves, Regional Sales Manager, MSSP, UKI, Fortinet
Mehul Patel, August Equity LLP, Partner
Moderator: Marian McHugh, Reporter, CRN
  • How can MSP owners build value in their organisation for a potential exit?
  • What are the specific attributes that private equity houses are looking for?
  • What actions should you be taking, and avoiding, to enhance your chances of investment?

16.10 – 16.15

Closing remarks
Tom Wright, Managing Editor, CRN

16.15 – 17.15

Drinks and networking