Programme List - CRN Conference MSP North


08.30 – 09.00

Registration and Breakfast

09.05 – 09.10

Opening Remarks

Doug Woodburn, Editor, CRN

09.10 – 09.25

CRN Research

Doug Woodburn, Editor, CRN

09.25 – 09.55

Motivational Keynote: How to build a successful tech business

Lawrence Jones MBE, CEO, UKFast

Starting from the ground-up Lawrence Jones has successfully built a near £500m business portfolio based out of Manchester. In this session, one of the UK’s most successful tech entrepreneurs will be sharing his personal journey including his business philosophy, the key lessons he’s learned, some of the biggest mistakes he’s made along the way, and his top-tips for MSPs and MSSPs looking to scale their businesses and increase the success of their companies.

09.55 – 10.15

WatchGuard Technologies: The cybersecurity landscape and the opportunity for Managed Security Service Providers

Jonathan Whitley, Area Sales Director, WatchGuard Technologies
  • Increasing your offering through cyber-security.
  • Should MSPs adding a cybersecurity offering launch a new MSSP unit or incorporate cybersecurity into their existing portfolio?
  • Potential growth opportunities with cybersecurity.

10.15 – 10.55

Panel Discussion: Adding value to your marketing strategy

Robert Gibbons, Head of Managed Services, Evaris Ltd
Paul Green, Owner, MSP Marketing Edge
Clare Jenks, Graphic Designer, Clare Jenks Graphic Design
Glenn Robertson, Managing Director, PureChannels
Moderator: Paul Stringfellow, Technical Director, Gardner Systems Plc
  • New tech, old tactics? Old and new marketing strategies to drive success.
  • How can you ensure intrinsic value in the marketing your organisation is adopting?
  • How can GDPR encourage you to remain innovative in a saturated market?

10.55 – 11.05

IT Glue Showcase
Unitrends Showcase

11.05 – 11.35

Morning break, networking and visit to exhibition area

11.35 – 12.00

How to evolve from transactional to transformational selling

Fiona Challis, Founder, Next Gen Sales Academy
  • Why customers have become increasingly uncertain about how to navigate purchasing decisions.
  • Why traditional consultative and relationship selling are no longer enough for your sales team to win and win consistently. 
  • How to articulate your offerings into an outcome-based value proposition that meets your customers business requirements. 
  • How selling change, not products will ensure you differentiate in an increasingly crowded market, are truly trusted and have a higher customer life-time value. 

12.00 – 12.20

Sophos: Add expertise, not headcount

Kyle Torres, Channel Account Executive MSP UKI/WER, Sophos
  • Leveraging channel resources.
  • Benefits of a consolidated security approach.
  • Selling on value: maximizing what you already have.

12.20 – 12.40

Datto: Recovering from Ransomware

Humza Ahmad, Sales Engineer, Datto 

Why the ransomware threat makes Business Continuity essential for Managed Service Providers.

12.40 – 13.10

Head-to-Head: To offshore or to outsource? That is the question.

Todd McQuilkin, CEO, Air-IT
JP Norman, Director of Technology, Security and Governance, Amicus ITS

Should MSPs be outsourcing core components of their service to a ‘master MSP’, or even performing such functions themselves but from lower-cost countries such as India or eastern Europe? Debating this hotly contested and sometimes emotive topic will be the bosses of two MSPs with contrasting approaches to service delivery. Alongside questions from our moderator, the audience will have a chance to ask their own questions regarding one of the biggest controversies for the MSP and MSSP space at the moment.

13.10 – 13.20

Cyren: Evasive Phishing

13.20 – 14.10

Lunch break, networking and visit to exhibition area

14.15 – 14.45

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.

14.45 – 15.25

Panel Discussion: Maximising the value of your MSP/MSSP

Mo Aneese, Investor, Livingbridge
Nicki Boyd, Partner, Apiary Capital
James Morris, Investment Director, LDC
Mehul Patel, Non-Executive Director, Charterhouse
Moderator: Doug Woodburn, Editor, CRN
  • How MSP owners can build value in their organisation for a potential exit.
  • What are the specific attributes that private equity houses are looking for?
  • What actions you should be taking and avoiding to enhance your chances of investment.

15.25 – 15.30

Closing remarks

Doug Woodburn, Editor, CRN

15.30 – 16.30

Drinks and networking