ConnectWise IT Nation: 30 Managed Services Meeting Recaps for MSPs

Welcome to page two for meeting recaps 11 through 20

CRO Adam Slutskin

Matt Nachtrab

11. eFolder: CEO Matt Nachtrab & Chief Revenue Officer Andrew Slutskin
Chatter: The Axcient-eFolder Merger

Nachtrab and Slutkin, two ConnectWise veterans, are busy managing the recent M&A deal between Axcient and eFolder. The duo feels very good about its product lineup vs. the overall business continuity market. But the story doesn’t end there. We’ll share more thoughts from the meeting when the time is right…

Ken Shaw

12. Infrascale: CEO Ken Shaw
Chatter: Disaster Recovery as a Service, ConnectWise Integration, Arnie’s Endorsement

 ConnectWise integrates with roughly seven business continuity services, and the company resells six of them. But during ConnectWise CEO Arnie Bellini’s keynote, he put the biggest spotlight on Infrascale – essentially positioning the DRaaS provider as a key alternative to Datto – without mentioning Datto by name. Shaw, meanwhile, educated MSPs during a Managed Security Services panel – connecting the dots between managed security and business continuity. He claims it takes 15 minutes or so to activate virtualized customer services in the Infrascale cloud if/when on-premises systems fail.

Amy Luby

Justin Kallhoff

13. Infogressive: CEO Justin Kallhoff & VP of Channel Sales Amy Luby
Chatter: Managed security services

During another both drive by, we ran into Kallhoff and Luby. Infogressive has been building out a Master MSSP strategy – essentially overseeing cybersecurity services for smaller MSPs. It sounds like Luby is piecing together a more formalized partner strategy…

Ingram Micro’s Tim FitzGerald

14. Ingram Micro: Tim FitzGerald, VP Cloud Channel Sales, North America
Chatter: Ingram cloud momentum

FitzGerald joined Ingram Micro earlier this year after a lengthy, successful journey at Avnet Technology Solutions. (Tech Data acquired ATS earlier this year.) On the cloud front, the Ingram partner conversation has extended beyond landing Office 365 seats. Next up, the big partner opportunity involves IaaS workloads on Amazon Web Services and Microsoft Azure. At the same time, Ingram controls its cloud fate because the company owns underlying software — upon which the distributor and third-party service providers deploy various cloud services. Ingram employs more cloud-focused developers than the rest of the channel, he estimates, and that means meaningful solutions for partners and ISVs will continue to roll out at a healthy pace.

IT Glue CEO Chris Day

15. IT Glue: CEO Chris Day
Chatter: MSP Runbooks

IT Glue had a big presence on the show floor, but our conversation with Day occurred over email. Among the major moves to track: New Runbooks that allow MSPs to export IT Glue Data into a PDF. MSPs can use Runbooks to create asset documentation for disaster recovery, compliance, reporting, and project/offboarding purposes, among other use cases.

Karl Bickmore

Eric Rockwell

Ken Shaw

Lynn Souza

16. Managed Security Services Panel
Chatter: Build and/or partner your way to success

Centrex IT CEO Eric Rockwell explained his pure-play MSSP strategy. SnapTechIT CEO Karl Bickmore explained the balance between traditional and managed security services. Connect Computer CEO Lynn Souza described her journey with sister company Kyber Security – a pure-play MSSP – and what it means for the traditional Connect Computer business. And Infrascale CEO Ken Shaw connected the dots between security, ransomware mitigation and disaster recovery as a service. Watch for some additional coverage about this panel on both MSSP Alert and ChannelE2E in the days ahead.

Ryan Walsh

John Street

17. Pax8: CEO John Street & Chief Channel Officer Ryan Walsh
Chatter: Cloud-centric value-added distribution, ConnectWise integration

In some ways, Pax8 looks like an overnight sensation. But in reality, it was more than five years in the making. The company build a cloud-centric distribution platform before most investors and customers were ready for such a concept. Once the cloud market reached its tipping point in the channel, Pax8 was waiting with open arms. The company has grown to about 120 employees – up from about 30 a year ago. The big push now involves hiring on the sales front. By about 2019 or so, the company should have roughly 400 employees. And for 2018, partners should expect a so-called Stax push. With Stax, partners can leverage the Pax8 marketplace to piece together technology suites from multiple categories – including security, productivity, continuity and infrastructure services…


18: Storage Guardian: President Omry Farajun
Chatter: Fast Failover

Storage Guardian‘s new Fast Failover service enables companies of all sizes to replicate their applications and data to a secure data center on an ongoing basis, and then quickly “fail over” their entire network to the data center if disaster strikes. Fast Failover is also accessible by phone. Businesses can call a special hotline to initiate a recovery, using text or voice commands and a secret PIN. The platform supports Veeam, StorageCraft and Asigra installs, among others.

Usman Choudhary

19. VIPRE Security: Chief Product Officer Usman Choudhary
Chatter: A Conversation Your Kids Need to Hear

We were supposed to discuss VIPRE’s new cloud-centric security platform. And we did (I’ll share more details soon). But most of this conversation focused on Choudhary’ rather incredible family journey from Pakistan to the United States, and his personal focus on charity and non-profit work. How did the conversation jump from tech to personal talk? I’ll share the details sometime later this month…

20. Warranty Master: Details from IT Glue CEO Chris Day
Chatter: The company’s software performs continuous warranty lookups (and updates) of your ConnectWise or Autotask device assets.

Warranty Master‘s investors include IT Glue CEO Chris Day. Warranty Master now has over 4,000 MSP partners. Keep an eye on Instant Renewals, which allows partners to automatically purchase/apply extended warranties on all supported server hardware including Dell, HP, IBM, Lenovo & Oracle (Sun). MSPs make 50 percent+ margin on these renewals, Day asserts.

Continue to page three for meeting recaps 21 through 30

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