Video | August 25, 2014

BSMtv: Channel Transitions Speakers Provide Advice For New And Growing MSPs

Bernadette Wilson

By Bernadette Wilson

In this edition of BSMtv, Business Solutions and Jameson Publishing president Jim Roddy and Business Solutions editor in chief Mike Monocello welcome you from Channel Transitions East powered by Business Solutions magazine, held on July 22, 2014 at the Hilton Boston Logan Airport.

Channel Transitions is a one-of-a-kind education and networking conference designed to help VAR/MSP executives learn how to best implement and manage the as-a-Service model. Speakers and panelists from the event discuss various aspects of making the transition from the break-fix to the as-a-Service business model and also provide advice for managed services providers (MSPs) that have made the transitions, but are struggling to find success.

The event keynote speaker Larry Walsh, CEO and chief analyst of The 2112 Group, tells BSMtv how low risk tolerance — or no risk tolerance — can cripple a managed services provider.

Monocello also interviews event panelists Hunter Allen, CEO and president of MSP Cervion Systems, Thomas Clancy Jr. co-founder of Valiant Technology, and Brian Doyle, VP of cloud services for Corserva, a division of PCNet. Allen provides information on how his company handles compensating sales people, Clancy shares how his company managed changes in cash flow during the transition to the as-a-Service model, and Doyle discusses transitioning employees from the break-fix to managed services business model, as well as what to look for in a new employee. 

Event sponsors also share advice with MSPs. Chris Allen, director of demand generation for Mercury Payment Systems, discusses the importance of crafting the right marketing content — as well as making sure your message gets to the right people, and Kelly O’Bray, community manager with GFI MAX, discusses the challenges managing mobile devices can present to managed services providers — as well as some considerations for pricing mobile device management. 

During his BSMtv segment, Clancy summarizes why approaching the transition and your new way of doing business requires thought and strategy to result in success: “It’s more than adopting a new billing model. It’s embracing the MSP philosophy.”

For more information on upcoming Channel Transitions VAR/MSP Executive Conferences that focus on helping VARs transitioning from break/fix to the as-a-Service business model, visit

Channel Transitions is sponsored by: Platinum Sponsors GFI MAX and Mercury, Gold Sponsors F-Secure, RapidFire Tools, and Webroot, along with industry association partners CompTIA, The ASCII Group, and the Retail Solutions Providers Association (RSPA).