CompTIA ChannelCon 2016

August 1-3, 2016 - The Diplomat Resort & Spa

Break Boundaries Creating Your Agenda

Three days packed full of informative and insightful education, training, events and activities, specifically tailored for leading solution providers, vendors and distributors. With so much to do, you’ll want to start planning your schedule now to make the most of your time in Florida.

5:00 PM-7:00 PM

Exhibitor Event: Artisan Infrastructure Open to all attendees

Building Your Cloud Sales Machine

Artisan MSP Channel Chief, Chris Wiser, will describe the different types of cloud services in today’s MSP marketplace. He will also discuss how he built his MSP on cloud services and generated millions of dollars of annual revenue.

7:30 AM-9:30 AM

Exhibitor Event: Intronis– Open to all attendees

This is your opportunity to learn about the New Intronis! Neal Bradbury, senior director of business development, will be walking you through all the new and exciting things going on with Intronis now that we are part of the Barracuda family. Intronis MSP Solutions by Barracuda has so much more to offer you today besides our well-known backup and recovery solution. You will learn not only about our enhanced backup offering, but our exciting new offerings, such as Office 365 backup and security, and our NextGen Firewall. 

Make sure not to miss the one-of-a-kind breakout session, and you’ll get to enjoy some great breakfast with the Intronis team as well!

7:30 AM-9:30 AM

Exhibitor Event: StorageCraft - Open to Solution Providers

Partners (and future Partners) are invited to come hear about what is new and exciting at StorageCraft this year.  Grab some breakfast and coffee and join us in room 201 for some exciting news about our:  

  • New Partner Program Update
  • StorageCraft Roadmap Review
  • Building Your Own BDR
  • How to price and sell DR As a Service

When you join us you will receive a free, fully functional desktop license of our award winning backup and recovery software.

7:30 AM-9:30 AM

Exhibitor Event: Telarus - Open to Solution Providers

Differentiate Yourself in a Competitive Situation!

Telarus is the only master agent to add tools and services to help you win business. The acquisition of VXSuite brought free circuit monitoring to all Telarus-sourced circuits as well as network monitoring and network assessments. The services offered by Telarus include account management, project management, solution sales, marketing and a dedicated support team.

7:30 AM-9:30 AM

Exhibitor Event: Tyco Retail Solutions - Open to solution providers

Join the Tyco Retail Solutions and Tyco Security Products teams to discover how to help customers with #InnovationThatConnects. Through our channel eco-system, we can jointly deliver and grow on the Tyco customer promise: Advance safety and security by finding smarter ways to save lives, improve businesses and protect where people live and work

9:00 AM-5:00 PM

Executive Certificate in Channel Management

Theresa Caragol
CEO and Founder

The Executive Certificate offers those in channel management roles the opportunity to further develop the skills and knowledge needed to lead initiatives and investments that drive indirect sales revenue. This face-to-face workshop is designed to give participants the mindset concepts, knowledge, and skill to grow into an “evolved Channel Manager.”

Presenter: Theresa Caragol, CompTIA Faculty and Founder/CEO, TCC Consulting

The workshop assumes attendees have completed the self-paced Fundamentals of Channel Management tutorial prior to attending the workshop or that they already possess fundamental knowledge about the IT channel. The workshop is presented in five parts:


As a Channel Manager (CAM), you have a pivotal access and influence over relationships— and that means you are in a unique position of control. This first part reveals the emerging mindset, and core capabilities that you need to be a key channel influencer.

  • Understand the “evolved” Channel Manager role and the skills involved.
  • Describe how the CAM uses influence and leverage to positively impact the channel revenue goals.
  • Know what skills you have now and what skills you’d like to develop.


Channel partners exist within an ecosystem and a shifting marketplace. This part illustrates how changing solution provider business models impact channel strategy and your partnering relationships.

  • Describe solution providers’ business models and investment criteria.
  • Articulate the important issues and priorities that impact solution providers.
  • Develop a set of key questions to systematically learn more about your partner.
  • Understand how to select and prioritize solution provider relationships in light of your portfolio goals.
  • Explore best practices to minimize and manage channel conflict.


You will learn how to articulate the key issues and business priorities affecting partner stakeholders. You’ll practice core influence skills that will help you motivate partners to invest.

  • Understand the characteristics of financial literacy.
  • Recognize what information you need to have a financially literate conversation and develop credibility.
  • Figure out how to address partners’ primary concerns in an engagement conversation.


In this part, you will focus on the planning process— the “how” of getting to your numbers. You’ll learn strategy and technique to accelerate your partners and portfolio.

  • Understand effective ramping technique and derive best practices for your particular job.
  • Develop a ramp plan.


During this final segment of training you’ll reflect back on the day’s activities and create a plan for applying what you’ve learned to your partner strategies.

Who Should Attend

  • Those new to channel management roles
  • More established channel managers who have an interest in rounding out their channel management skills and knowledge

9:00 AM-5:00 PM

Executive Certificate in Cloud (Intermediate)

Ted Cole
Twelve Leadership Consulting LLC

Building on the CompTIA Executive Certificate in Cloud (Foundations) program, this course of study addresses the specific "hows" of profitably integrating cloud-based IT services into a solution provider’s business. While much of the cloud-focused training currently available addresses generalities about business model transformation, this certificate program delves into the specifics of growing a cloud-based business. 

What solutions should an IT service provider offer and what are the best practices for incorporating them into current services? What are the most effective ways of building and utilizing a playbook to market and sell cloud-based offerings? And which organizational changes facilitate the growth of cloud business?


Presenter: Ted Cole, CompTIA Faculty & Founder, Twelve Leadership Consulting LLC



Course #1: Building Cloud Solution Success

Few "out-of-the-box" solutions will meet all of a customer's needs, leaving a wealth of opportunities for trusted advisors who understand their customers' businesses. Consulting, integration, and management are some of the services that can be layered on to cloud-based offerings to optimize revenue opportunities. During course #1, participants examine the factors that have enabled some solution providers to experience great success in building cloud business – what did they offer their customers and how did they deliver those offerings? The course dives deep into specific solutions and addresses the question of cloud revenue generation.

Course #2: Developing Cloud Playbooks

When IT solution providers move to increase their success with cloud solutions, they quickly realize that selling cloud is different than selling on-premise solutions and that the skills and training of their sales team must evolve. Central to this transformation is building a cloud solutions playbook. Creating plays for your playbook means putting a repeatable sales process in the hands of your sales reps to improve their ability to sell. Course #2 walks through the process of building a playbook for a specific cloud offering and provides participants with an opportunity to begin building their own playbooks.

Course #3: Transforming Your Business

Adopting a specific business model to support your cloud-based offerings will have implications throughout your organization. In this course, participants examine different business models – including cloud builder, cloud services reseller and so on – and discuss the impacts each model has on the organization's strategic, marketing, sales and operations plans. Having chosen a business model to focus on, participants will also consider metrics they can put into place to help drive their efforts.

9:30 AM-11:30 AM

Cloud Community Meeting – Open to all attendees

Who Should Attend: Anyone interested in delivering cloud services or improving a cloud business.  The community is open to all who would like to learn how innovations in cloud computing can benefit their IT channel business. 

Is Your Cloud Offering Good Enough?

Are you missing the mark in articulating cloud benefits to your customers?  In comparison, how is the industry doing in driving cloud adoption? We will begin this interactive session with a discussion about how to use cloud as a strategic business weapon.  Seth Robinson will then connect the dots and showcase findings from our research to contrast the cloud business drivers of end-users and how well cloud services providers are doing fulfilling those needs. 

Crowdsourcing Cloud Insights

With the audience as the experts, we are giving everyone the chance to share thoughts around what’s next for cloud. Topics like “What does the channel partner of the future look like?” and “Who should you be selling to?” will offer the attendee a look ahead to trends and ideas from the community. But you can ask questions too! Walk away with key industry insights about the future of cloud, courtesy of your CompTIA cloud community. 

Cloud Community Resources Built for You

Your cloud community has been hard at work building the tools and resources you need to deliver your cloud solutions.  Find out what is available to you now to make an immediate and significant positive impact on your cloud business.  We’ll also consider what else is needed to foster a cloud-ready and willing marketplace.

9:30 AM-10:30 AM

Exhibitor Event: Ninja RMM - Open to all attendees

We are excited to show everyone our RMM solution, NinjaRMM.  Ninja is a full-blown SAAS product with patch management, antivirus, alerting, policy management and scripting. In production, the deepest integrations available in the market for anti-virus, back-up disaster recovery, screen-share and PSA solutions. In addition, Ninja offers a full suite of differentiated features never seen in an RMM. Features include agentless cloud monitoring, deep network management, traffic analysis and more. In this presentation you will learn: 

* What is NinjaMSP and how it can help MSPs monitor and manage worry free! 

* How to navigate the next-generation Ninja user interface 

* High level over view of all the Ninja MSP integration partners 

*      Review of roadmap for Q3 and Q4

*      New features released in v 2.8

Join AJ and John as they show you how to be an IT NInja!

9:30 AM-11:30 AM

IT Services and Support Community Meeting – Open to all attendees

Who should attend:  This community meeting is for everyone who is directly involved in service delivery and for business owners and executives who design/manage service delivery operations for their organization.

The Customer Experience: Going Beyond Satisfaction into Delight

Remember a time when you were delighted with a service? Not only did you become a loyal customer, you told ten friends about it. In today’s hyper-customer-centric, consumer driven world, your customer’s expectations are higher than ever; is your offering keeping pace? At the ITSS community meeting we will explore the customer experience, what it’s about, emerging tools, and how to apply these ideas and tools to your business.

  • Hear from a customer experience expert about innovations in customer experience and how to think in terms of customer delight.
  • Learn about tools that allow you to look through your customer’s eyes and provide insight.
  • Participate with others in creating a guide for applying various customer experience tools to different types of service businesses. 

9:30 AM-11:30 AM

Managed Print Services Community Meeting – Open to all attendees

Benjamin Goewey
President, Principal Consultant
Datamensional, LLC

Who Should Attend: Anyone with an interest in Big Data and its diverse applications to business will benefit from participating in this meeting.  The Managed Print community is open to all with an interest in the Managed Print industry.

Big Data, Business Intelligence and Managed Print – YES! We have answers on the why and how.   Join Benjamin Goewey of Datamensional, an expert on Big Data, as he shares real world insight on how these three things go together.  Whether your customers are in the SMB or mid-enterprise space, they are looking to you to make their data actionable.   Managed Print is centered around intelligent decisions based on reliable data.  Find out how you can take it to the next level and why your customers WANT you to take that step.  Then he’ll deliver information new insights about why your SMB clients are looking to you for actionable, relevant, and timely information to make decisions quickly and effectively, all while helping them transform their organizations. 

The Manage Print Services Executive Council heard the community loud and clear when they said, “Give us the tools and resources to get over the next hurdle in growing our MPS business.”  As a result, we’ve created new resources to assist you whether you want to add MPS to your service offering or you’ve implemented one, but aren’t seeing the expected profits.

10:00 AM-12:00 PM

Exhibitor Event: ESET – Open to all attendees

Sip on Smoothies & enjoy power snacks while Stephen Cobb explores The Magnificent 7: Cybersecurity product categories that build business and reap rewards. Executive gifts for the first 25 who add to your schedule and attend.

Learn which seven product categories are most relevant to your helping your customers meet today’s cybersecurity challenges, ranging from ransomware to regulatory risk. Yes, cybersecurity can be a rewarding business for MSPs, but it can also be a confusing one. Noted industry expert Stephen Cobb reveals which seven products you need to know in order to build, and protect, your business.

Executive gifts for the first 25 SP’s and/or MSP’s who add this session to your schedule and attend. Bring your business cards to win a Drone or Amazon ECHO!

10:00 AM-12:00 PM

Exhibitor Event: Ingram Micro – Open to Solution Providers

Five Ways Ingram Micro Is Getting You To The Win – Faster!

Recent CompTIA research showed extended sales cycles were one place where solution providers need some help. Ingram Micro understands that letting those wins hang in the balance means less money in the bank, and we’re committed to helping partners shorten that sales cycle. No missing opportunities. No getting bogged down in execution. No more deals grinding to a halt because of challenges ranging from pre-sales assessments to credit support to deployment across geographies.

We’re constantly developing better ways for you to deliver as a trusted adviser—our goal is to help you work and sell smarter. Join us to hear how our team can help you shorten the sales cycle and grow your business. We’ll share how we are speeding up SMB market opportunities, talk about the Vertical Advantage we offer, provide an update on cloud, and walk you through the value of professional services and IT asset disposal, both of which can add dollar signs to your bottom line.

10:00 AM-12:00 PM

Exhibitor Event: SaaSMax - Open to solution providers

If you’re looking to grow your security practice, this is an amazing opportunity to become one of the first Solution Providers to have your own ready-made Cybersecurity SaaS Web Store and earn new recurring revenues streams.


The first of its kind, SaaSMAX’s Cybersecurity Marketplace will make it easy for you market, sell, transact and bill for cloud-­based security solutions and services that are important and timely to your clients. Remarkably, you will also be able to list and sell bundled solutions, including your own service packages!

10:00 AM-6:00 PM
11:00 AM-12:00 PM

Exhibitor Event: KnowBe4, Inc. – Open to all attendees

Why Security Awareness Training?  Find out how effective our Security Awareness Training is.  KnowBe4 is the world's most popular integrated platform for awareness training combined with simulated phishing attacks. We help thousands of organizations to manage the continuing problem of social engineering.

12:30 PM-2:30 PM

Exhibitor Event: Contronex – Open to Solution Providers

  1. How to Make the Transition to Managed Services Easy with Bitdefender (12.30pm-1.30pm)

The #1 ranked antimalware security is available for Managed Service Providers with a state-of-the-art multi-tenant management console and simple monthly licensing. This is a complete demonstration of the Bitdefender Cloud Security for MSP, including setup, deployment and administration. Protect Windows, MAC, Linux, Exchange & AWS and automatically integrate with Connectwise for billing, ticketing and customer management. Alternatively use the Bitdefender plug-in for Labtech or Kasaya.

      2.How Cybercrime works - Money Behind Malware Threats (1.45pm-2.30pm)

Have you ever wondered how malware, ransomware and other digital threats actually are used to make money? The presentation will give you a look behind the curtains of cybercrime, so you can make your customers better understand why everyone needs to be protected.

12:30 PM-2:30 PM

Exhibitor Event: CoreTech Brokers – Open to all attendees

Income, Lifestyle, Security and Freedom.

Find out how working with a Master Broker changes the game! Don’t be one dimensional. Learn how our resources and support will help you become a technology consultant that sells across ten technology categories, provides multiple solutions that make their business sticky, and how to build clients that last decades.

Since 2003, we have been providing leading edge technology and support to brokers across the United States. In 2013, we developed CoreTech Brokers so that others could duplicate our broker's success and take advantage of our comprehensive training, our professional sales system and our one of a kind consultative Discovery System. We build great technology consultants


* One of a kind GO TO MARKET training & programs

* Professional Sales & Consulting System

* Multi-Opportunity Discovery Systems

* Referral System

* Advanced Technology Sales Training

* Comprehensive Sales Portal for Quotes, Orders and Clients

* Exclusive Marketing Programs

* Nationwide Collaborative Community of Brokers

* Access to Top Providers and Hundreds of Solutions

* Business Exit Strategy Options

Whether you are looking for somewhere to place some or all your business, or finding a partner who can add a Cloud Division to your current practice, we have programs for anyone who wants to broaden their business, gain more prospects, and build clients that will last into your retirement.

Join us for an educational meeting. Even if you are just curious to how a Master Broker can help you grow and succeed, join us. We may just be what you have been looking for.

12:30 PM-3:30 PM

Exhibitor Event: Intermedia - Open to Solution Providers

Join Intermedia to learn how to make high margins in the cloud, generate leads in less than 5 minutes, build a profitable voice business without being an expert and backup & secure Office 365™.

12:30 PM-2:30 PM

Exhibitor Event: Managed Sales Pros – Open to all attendees

12:30pm -1:30pm - How to Hire a Telemarketer: Not sure how to find the right person for the job? Let Managed Sales Pros walk you through the process of finding the right person for the job. No sales pitch, just a review of the options available to MSP's looking to grow their MRR.

1:30pm-2:30pm - Growing Your Business Through Referrals: Sometimes our biggest opportunities are already right in front of us. Managed Sales Pros will show you how to leverage your existing connections to grow your business by asking for referrals from the people you are already doing business with. Work smarter, not harder.

1:00 PM-3:00 PM

Advancing Women in IT Community Meeting – Open to all attendees

Who should attend:  This meeting will focus on helping individuals build confidence, and helping business owners and executives create a culture of confidence in their organizations.  The Advancing Women in IT community is open to all with an interest in increasing gender diversity in IT.

Creating a Culture that Builds Confidence

Imagine you walk into a business that has a confidence culture.  It is something that you can feel.  It is as noticeable as the paint color on the walls.  Confidence is one of the cornerstones to having dedicated employees, effective teams, and strong businesses. In this session several channel chiefs will describe the business impact of confidence: what it means to them, how they maintain their own confidence, how they support others in gaining confidence, and how to create a culture that builds confidence. 

This will be followed by a working session where participants will explore ways to apply confidence principles to their own careers and to their businesses.  Walk away with a plan to improve your confidence and to strengthen your workplace. 

1:00 PM-3:00 PM

Managed Services Community Meeting – Open to all attendees

Don Crawley
Author, The Compassionate Geek: How Engineers, IT Pros, and Other Tech Specialists Can Master Human Relations Skills to Deliver Outstanding Customer Service
Crawley International, Inc.

Who Should Attend: Anyone involved in the delivery of managed services, whether directly, or in a supporting role.  The community is open to anyone who is passionate about Managed Services and improving the industry. 

How to Create Raving Fans of Your Managed Services Business.

The successful Managed Service provider makes IT seamless, but how do you maintain value and visibility at all levels within your client’s business?  Customer service is the key.  Join us, as we hear from Don Crawley, author of The Compassionate Geek an expert in the field on how to build and maintain world-class customer service that creates raving fans who keep coming back for more. 

Best Practice Exchange Remember that hallway conversation…at that event last year? What action did you take? What impact did that dialogue have on your business? These types of impactful interactions are what being in community is all about; and this is the focus of the CompTIA Managed Service Provider Community Best Practice Exchange.

 Join us for a concentrated discussion. We are bringing the industry’s biggest challenges to the industry experts…YOU! Let’s turn the tables and let the audience become the panel.  This is your opportunity to share and listen to real world examples of what IT pros are doing, what mistakes they’ve made along the way and how they are succeeding.

Let us know what your biggest challenge is by joining the LinkedIn group, CompTIA Managed Service Providers Community or use hashtag #CC16HallwayChat on twitter or Facebook so you can leverage the industry expertise to help move your business forward.


2:00 PM-3:00 PM

Exhibitor Event: Cytracom - Open to all attendees

The Value of Adding VoIP to your Portfolio

Are you still holding off on offering VoIP to your clients? Have you either lived through or heard about challenges deploying and supporting VoIP? Come to this session to learn more about strategies to partner with the right VoIP provider and other tips so you can successfully sell business voice services to your customers.

3:00 PM-6:00 PM

Exhibitor Event: Autotask - Open to Solution Providers

Rocket your Revenue with the Autotask Family of Solutions.

Join Len DiCostanzo, SVP of Autotask Workplace Channels for drinks and appetizers and discover new ways to grow revenue with Autotask! We will provide an educational session about the FSS market opportunity and how you can profit from it with Autotask Workplace.  You will learn how to reduce your time to recurring revenue and the benefits of being a part of the growing community of Autotask Partners. We’ll discuss how we have truly unified PSA and RMM and taken it far beyond legacy integrations to help you grow your business and enhance your customer experience.

3:00 PM-6:00 PM

Exhibitor Event: Concerto Cloud Services– Open to all attendees

Join the Concerto Cloud team for our Top 10 countdown of “Things to Avoid When Selling Cloud”.  During the first 15 minutes you will have a chance to network, grab a drink, and then we’ll dive into our Top 10 countdown.  We have some surefire methods to AVOID when selling cloud and we can talk about how to turn these around to open up the opportunity for a conversation with your customers.  Entire session will be for one hour, thereafter you are free to network or have a 1:1 conversation with a Concerto Cloud team member.  Happy hour will be from 3-4:30 and beer and wine will be served. 

3:00 PM-6:00 PM

Exhibitor Event: Third Tier - Open to Solution Providers

In the first half of our time together Amy Babinchak, author of the Ransomware Prevention Kit will talk and lead discussion on best practices for ransomware prevention. Ransomware isn’t going away, fortunately some tweaking of your standard network configurations and prevent most of the ransomware varieties in the wild today. We’ll do a quick review of how several varieis of ransomware work and then Amy will show how her MSP is implementing the ransomware prevention kit.

During the second half of our time together, Rayanne Buchianco, of SellMyMSP will show you how to Position Your Business for Growth, Profit, or Sale. Each business has a goal, usually a goal for growing the business, enjoying larger profits, or selling the business. We will discuss tips on working toward each of these goals including specific calculations you can make for determining billing rates. We will also discuss growth through mergers and acquisitions or how to sell some or all of your IT firm. Get specific tips on maintaining accurate financial records and using those records for growth and profits. Finally, see how all three of these goals are so closely related that you cannot achieve one without achieving them all.

3:30 PM-5:30 PM

Future Leaders Community Meeting – Open to all attendees

Who Should Attend:  The community is open to any Future Leader looking for help in advancing their career, as well as channel professionals looking to better build and manage a multi-generational workforce.  

“Just Who Are You Anyway?” – Examining Personality & Leadership

Technology isn’t the only thing that will propel your business forward.  Self-awareness is a key attribute for a successful leader and team player. Through an interactive presentation, we will assess our own personalities, and discuss how our individuality affects those we work with (including dynamics in inter-generational mentorship). We’ll conclude with key takeaways around initiating a successful mentorship and a list of compatibility traits for a successful working relationship between colleagues. 

3rd Annual ChannelChangers Awards

Join us for the 3rd Annual ChannelChangers award presentation where we showcase and recognize the channel superstars of the future.  Learn what motivates them to excellence through an open Q & A with the 2016 winners. 

Future Leaders Resources Built for You

Our community’s goal is to help millennials succeed in IT.  See quick highlights from a few of our most popular presentations that help break down generational stereotypes, foster the multi-generational workplace, and help you grow your career.  We’ll also dive into our initiatives designed to further our community efforts - including a robust IDP (Individual Development Plan) initiative.

3:30 PM-5:30 PM

IT Security Community Meeting – Open to all attendees

Who should attend: The IT Security community and this meeting is for anyone interested in learning how to better protect their clients from Cybersecurity threats and grow their security business.

Security, Security, Security – AGAIN? It’s Everywhere!  It’s in the news daily; technology and solutions abound – but none of this seems to be enough to move the security needle for your customer.  How can you use the information at your fingertips to grow your business and help protect your client’s business.  From Foundational Security, Comprehensive Security, to Advanced Security, discover where you sit in the continuum.  We’ll describe the key benefits of each stage, why your client needs them (whether they know it or not), and discover which ones you already offer.  

We’ll then break into three groups to dive into the details of each stage.  Regardless of what stage you are at, you will walk away with a clear understanding of what your security offering SHOULD be and how to achieve success.

4:00 PM-5:15 PM

Vendor Summit Welcome & Keynote: Transforming in the New Era

Tim Curran
Chief Executive Officer
Global Technology Distribution Council

Todd Thibodeaux
President and CEO

CompTIA Welcome with Todd Thibodeaux, President & CEO

Opening Keynote: Transforming in the New Era

There’s no question the Channel is transforming, but how is it changing, and what’s the impact for vendors over the next five years? Based on various research sponsored by GTDC and not available anywhere else, hear Tim Curran share insights into the evolving channel ecosystem. He will also share sales data on the tech industry – what products are the most popular, what are the fastest growing product categories, what types of partners are doing the most purchasing, and more. Also, learn about partner attitudes on cloud, new distribution models, and the cost of various routes to market. 

Presenter: Tim Curran, CEO, Global Technology Distribution Council

4:15 PM-6:00 PM

Driving Diversity in the Technology Industry - Open to all attendees

In 2016, diversity in the workforce is no longer just a nice-to-have; it’s essential to remaining competitive. Ethnically diverse companies are 35 percent more likely to financially outperform companies lacking in diversity; this according to 2015 analysis by management consulting company McKinsey.

The good news is there’s never been a better time to build a diverse workforce. According to the National Center for Public Policy and Higher Education, the U.S. workforce is in flux; from 1980 to 2020, the white working age population is projected to decline from 82 to 63 percent, while the minority portion of the workforce is projected to grow from 18 to 37 percent. The bad news is that the IT industry isn’t riding this wave; 2015 analysis by data publishing company Silk found that blacks and Latinos only make up five percent of the tech workforce.

That’s where you come in. Join CompTIA for this afternoon meeting to identify opportunities to improve minority presence in the technology industries. All are welcome as the association seeks to dialogue with members and event attendees about the vast, untapped potential of a diverse tech workforce.

5:00 PM-6:00 PM

Partner Event: MPSA Awards Reception - Open to all attendees

The MPSA Managed Print Services (MPS) Awards were established in 2010 to honor those companies that have excelled in various areas related to managed print. Winners are recognized as leaders, innovators, and dedicated members of the managed print services community. Come meet the movers and shakers in this segment of the industry -- and network with us! 

About the Managed Print Services Association The Managed Print Services Association (MPSA) is an independent, not-for-profit organization that serves the MPS industry. Its focus is on the development of standards, education, and industry guidelines that unite the different segments of the industry and bring value to all those participating. For more information about benefits and memberships, visit

Existing MPSA members interested in getting more involved with the MPSA can find out more about the committees and the MPSA here or contact us at

5:15 PM-6:00 PM

Vendor Summit: Changing Landscape of Distribution

Annette Taber
Vice President, Industry Strategies

Ryan Walsh
SVP Partner Solutions

Jason Bystrak
Executive Director, Cloud
Ingram Micro

Steve Robinson
Global VP & GM, Arrow Cloud
Cloud Services at Arrow Electronics

Crash Lowe
Alpha Dog
Waterdog Technologies

IT distribution has long been shifting from the pick, pack and ship model that so well served a hardware-centric channel to one that offers a far broader range services to the vendor and channel communities. Today, however, the pace of change is even more disruptive. Cloud and other market innovations are dramatically rearranging the ways in which vendors and the channel operate, make money and go to market. Distributors, who touch both groups, must also adjust. But how? Join us to hear from an expert panel of distributors who’ll shed light on the ways they are meeting today’s challenges.

Moderator: Annette Taber, Vice President Industry Strategies, CompTIA


  • Jason Bystrak, Executive Director Cloud, North America, Ingram Micro, Inc.
  • Crash Lowe, Alpha Dog, Waterdog Technologies
  • Steve Robinson, Vice President, Global Cloud Solutions, Arrow Electronics, Inc.
  • Ryan Walsh, Senior Vice President, Partner Solutions, Pax8

6:30 AM-7:30 AM

ChannelCon Sunrise Yoga

Sunrise Yoga is a slow flow practice that takes place directly on the beach. It is an alignment based practice that includes comfortable stretches with enough challenge to make you feel energized. You are sure to appreciate the cool, calm, quiet of the beach before the day of  ChannelCon meetings begin.

Towels and water will be provided. An alternative location will be made available in the event of inclement weather. 

Participants should meet in the spa/fitness center lobby at 6:15 a.m.

8:00 AM-9:00 AM
9:00 AM-10:30 AM

State of the Industry and Keynote

Todd Thibodeaux
President and CEO

Click here to watch the State of the Industry keynote. Please note we are not able to share Peyton Manning's keynote.

State of the Industry with Todd Thibodeaux, President & CEO, CompTIA

Morning Keynote:

The NFL’s only five-time Most Valuable Player and 14-time Pro Bowl selection Peyton Manning will inspire ChannelCon attendees during his keynote "Leadership in a Changing World.

10:30 AM-4:00 PM
10:30 AM-10:45 AM
10:45 AM-11:45 AM

Partner-to-Partner Collaboration: Your Competitive Edge

Tiffani Bova
Global Customer - Growth & Innovation Evangelist

Nobody “owns” the customer. What you can and should own is the customer experience. And in order to deliver an exceptional customer experience, you must first understand the demands of the market. Bova will share why it is critical that channel partners – vendors, disties, solution providers & service providers – find and adopt new and better ways to collaborate with one another to meet and better anticipate customer demands. Bova will also discuss why embracing a hybrid environment (on-premise and cloud) is a must and how making hard decisions and providing the leadership and guidance businesses need to use technology to build advantage fuels success and generates a clear competitive edge.

Presented by Tiffani Bova, Customer Growth & Innovation Evangelist, Salesforce

10:45 AM-11:45 AM

Pre-Sales: Balancing Cost of Acquisition with Customer Needs

Ken Presti
Director, Industry Advisory Councils

Patrick Zimmer
Co-Founder and CEO
18 Out

William Sanborn
IT Director

Joe Priestley
IT Director
Corn Belt Energy

Dave Dyson
Eclipse Telecom

Powered by CompTIA End User Commission and Partner Advisory Council

The pre-sales and RFP process can be a careful balancing act for solution providers. Many SPs prefer to stay away from RFPs because they often believe that RFPs are written by the channel partner already handpicked to get the deal. But customers often see RFPs as a means of better understanding their own technology needs as well as shopping for the best price/value. How can channel partners balance their pre-sales investment of time and resources without hyper-inflating their cost-of-sales on one end, or alienating their prospect on the other end? Hear from a panel of end users and channel partners to gain insights into how your channel company can maximize your odds of success while still controlling costs.

Moderator: Ken Presti, Director, Channel Advisory Councils, CompTIA



10:45 AM-11:45 AM

Quick Start to Security Compliance

Patrick Wilson
CISO and AD of Clinical Applications
Contra Costa County Health Services (CCHS)

This recently updated session takes attendees through major US IT security regulations, what they mean, and what it means to comply. In addition, attendees learn how to stay abreast of security regulations in their areas of practices to offer peace of mind to their customers and themselves. Attendees will receive an e-copy of the CompTIA Quick Start Guide to Security Compliance.

Presenter: Patrick Wilson, CompTIA Faculty and CISO and AD of Clinical Applications at Contra Costa County Health Services (CCHS)

10:45 AM-11:45 AM

The Mobile Opportunity

Rebecca Rosen
Channel Marketing

What’s driving the rapid adoption of mobility in the enterprise? What are the benefits? And what are some of the primary concerns or challenges? This session includes key findings from CompTIA's mobility research. 

Takeaway: The CompTIA 10-Week Guide to Crafting a Mobility Solution

Presenter: Rebecca Rosen, CompTIA Faculty and President, Sales Enabled

To receive the ChannelCon exclusive Executive Certificate to Making Money thorugh Mobility Device Management, attend this session plus the following two below:

  • Crafting Mobile Management Solutions
  • Creating a Mobility Sales Playbook

10:45 AM-11:45 AM

Tomorrowland: Meet the New IT

Seth Robinson
Sr Director Technology Analysis

Quy "Q" Nguyen
Allyance Communications

John Christophersen
Taylor Business Group

Rob Kischuk

As businesses explore cloud, mobility, big data, and IoT, it seems like the process of delivering enterprise technology has completely transformed. The truth is that some basic concepts still shape the way that companies need to approach technical investments and operations. This panel discussion will connect the old IT to the new IT, looking at the fundamental pieces of the IT function and the way that emerging trends such as UX, VR, and AI fit into future strategies.

This session is CEU-approved for CompTIA A+, Mobility+, and Cloud+ certifications.

Moderator: Seth Robinson, Senior Director, Technology Analysis, CompTIA


11:15 AM-12:15 PM

Vendor Summit: What’s Keeping Vendors Up at Night?

Carolyn April
Senior Director, Industry Analysis

Veronica Brunwin
Chief Product Officer
Relayware Inc.

Frank Vitagliano
Vice President, Global Channel Strategy & Programs

Evan Leonard

Brenda Dennis
Vice President, Global Sales Operations
Cisco Systems Inc.

Join us for an interactive session with a panel of leading vendors as they share insights on various trends impacting the channel ecosystem. From revamping your partner programs to focus on customer outcomes to verticalization to the business relevance of IT, this is your opportunity to discuss topics keeping you up at night.

Moderator: Carolyn April, Senior Director, Industry Analysis, CompTIA



12:00 PM-1:30 PM

Entrepreneurs Lunch Keynote: Creating Habit-Forming Products

Nir Eyal
Hooked: How to Build Habit-Forming Products

Why do some products capture widespread attention while others flop? What makes us engage with certain products out of sheer habit? Is there a pattern underlying how technologies hook us? Nir Eyal answers these questions (and many more) by explaining the Hook Model—a four-step process embedded into the products of many successful companies to subtly encourage customer behavior. He’ll also share insights on founding and successfully exiting two tech companies and how that led to creating habit-forming products.

Presenter: Nir Eyal, author of WSJ bestseller Hooked: How to Build Habit-Forming Products

12:30 PM-1:30 PM

Vendor Summit Lunch & Learn: Magic Words for Executives

Tim David

Join us for a fun and interactive lunch and learn session.

Presenter: Tim David

Magic Words for Executives: Influential Communication Strategies

Say this, not that. That’s the idea behind this entertaining and informative presentation, learn the secrets behind magic words and phrases that every executive and leader should know and use – and which ones must be avoided like the plague. After participating in this keynote, you’ll walk away with the skills and motivation to almost magically:

• Effectively deal with the 3 most difficult people they’ll find in the workplace

• Tap into each partner’s motivation

• Earn the trust and respect of business partners, peers, and employees

• Persuade partners to make changes without them feeling as if they’re being taken advantage of

• Deliver negative feedback in a constructive, helpful manner

• Understand the secrets behind building efficient, cohesive teams

• Avoid the dangerous phrases that creep into everyday conversations, destroying your ability to motivate, engage, and influence

• And more


1:30 PM-1:45 PM
1:45 PM-2:45 PM

Building Your Workforce Through Talent Development

Charles Eaton
EVP, Social Innovation, CompTIA and CEO, Creating IT Futures

Paul Cronin
Senior Vice President, Partner,

Ann Kisting
Executive Director
Chicagoland Chamber of Commerce Foundation

Heather Terenzio
Co-founder, CEO and President
Techtonic Group, LLC

Rafael Alvarez
Founder and CEO
Genesys Works

Powered by Creating IT Futures Foundation

Business success demands having the best people. There’s no one way to recruit the best people, and if companies want to compete, they need to expand their hiring strategies. You can develop your talent from the bottom level up through apprenticeships and internships. From engaging interns to “return” workers, hear how tech employers are developing their own talent pools. Learn how to work with local schools, government and other organizations to skill up your tech workforce, no matter how small or large a business you have. Hear about best practices for developing successful internship and apprenticeship programs.

Moderator: Charles Eaton, CEO, Creating IT Futures Foundation, CompTIA


  • Rafael Alvarez, Founder and CEO, Genesys Works
  • Paul Cronin, Senior Vice President, Atrion Networking Corporation
  • Ann Kisting, Executive Director, Chicagoland Chamber of Commerce Foundation 
  • Heather Terenzio, Co-founder, CEO and President, Techtonic Group, LLC

1:45 PM-2:45 PM

Common Problems Encountered in Security Compliance

Miles Jobgen
Director, Education

Tracy Pound
Managing Director

Mike Semel
Semel Consulting LLC

Ron Culler
Secure Designs Inc

There is a difference between “complying” with a standard or regulation and actually being secure. This panel discussion talks through issues frequently faced by MSPs when trying to appropriately document their adherence to laws, standards, and best practices for clients, regulators, and insurers. Topics include paper trails, demonstrable evidence, and other common issues with compliance.

Moderator: Miles Jobgen, Director, Education, CompTIA


1:45 PM-2:45 PM

Crafting Mobile Management Solutions

Rebecca Rosen
Channel Marketing

Managing enterprise mobility is more than just tracking devices. While device management gets the most attention, a large number of tasks are often included under that umbrella -- expense management, application management, and policy creation and enforcement, to name just a few. This session introduces a framework for addressing all areas of mobility management, then presents the tools available for managing them.

Takeaway: The CompTIA Quick Start Guide to Crafting a Mobility Solution

Presenter: Rebecca Rosen, CompTIA Faculty and President, Sales Enabled

To receive the ChannelCon exclusive Executive Certificate to Making Money thorugh Mobility Device Management, attend this session plus the following two below:

  • The Mobility Opportunity 
  • Creating a Mobility Sales Playbook

1:45 PM-2:45 PM

Helpdesk 2.0: Modern Mobile Device Repair

Dan Rivoire
iFixit Pro Director

iFixit takes you on a tour inside the latest electronics. See what's inside the newest phones and tables and how to fix them. iFixit's world-renowned engineers will discuss the tradeoffs and decisions made by the product designers, and the challenges repair operations face. iFixit is an international, open-source, online repair manual for everything. Our mission is to provide people with the knowledge to make their things work for as long as possible. This massive, free resource has helped people fix everything from cellphones to game consoles, toys to musical instruments—because fixers, hackers, and makers everywhere finally have a global platform to share their knowledge.

This session is CEU-approved for A+ and Mobility+ recertification.

Presenter: Dan Rivoire, Pro Team, iFixit

1:45 PM-2:45 PM

Marketing to the New Buyer - The Line of Business Leader

Marie Meoli Rourke
Channel PR
WhiteFox PR

Shannon Mayer
VP, Channel Development
The ASCII Group

Michael Goldstein
LAN Infotech, LLC

Jennifer Anaya
Vice President Marketing, North America
Ingram Micro

Powered by CompTIA Cloud Community

IT Department no longer control the majority of IT purchasing decisions. Are you still marketing to the wrong people? The new buyer is the Line of Business leaders. Learn who they are and how to increase your awareness and credibility with these new buyers. Other key takeaways include how to maintain focus and create consistency in your marketing programs to drive business with these new buyers.

Moderator: Marie Rourke, Founder & President, WhiteFox Marketing


1:45 PM-2:45 PM

Vendor Summit Closing Keynote: Being a High Performing Sales Organization Requires a Hard Reset on Conventional Thinking

Tiffani Bova
Global Customer - Growth & Innovation Evangelist

A positive customer experience is critical to a company’s brand and, ultimately, its bottom line. With the proliferation of technology and devices, the customer has become smarter and more powerful. Customers now decide when and how they want to interact with brands, which has had a direct impact on the way companies sell to their customers. While macro trends such as social, mobile, cloud, big data and IoT are forging a new era of engagement, customers are ultimately becoming far more disruptive than the technology itself.

Salesforce’s Global, Customer Growth and Innovation Evangelist, Tiffani Bova, will address how companies of all sizes can create new business practices that leverage technology to strengthen customer relationships and accelerate sales and growth. Attendees will hear actionable takeaways on how to create a customer-centric business and long-lasting brand loyalty.

Presented by Tiffani Bova, Customer Growth & Innovation Evangelist, Salesforce

2:45 PM-3:00 PM
3:00 PM-4:00 PM

Channel Chiefs Power Panel

Todd Thibodeaux
President and CEO

Neal Bradbury
Sr. Director of Business Development
Intronis | MSP Solutions by Barracuda

Frank Rauch
Vice President, Americas Partner Organization
VMware Inc.

Kirk Robinson
Senior Vice President, Commercial and Vertical Markets
Ingram Micro

Rafael Garzon
Managing Director, Americas Channel

History, Hype and Happenings – Channel Outlook

In this executive panel, hear industry Channel Chiefs weigh in on the changing dynamics of the IT channel landscape and discuss what it takes to break boundaries and be more successful.


  • Neal Bradbury, Co-Founder & Sr. Director, Business Development, Intronis MSP Solutions by Barracuda
  • Rafael GarzonManaging Director, Americas Channel, Citrix
  • Frank Rauch, Vice President, Americas Partner Organization, VMware Inc. 
  • Kirk Robinson, SVP, Commercial and Vertical Markets, Ingram Micro 

Moderator: Todd Thibodeaux, President & CEO, CompTIA

3:00 PM-4:00 PM

Creating a Mobility Sales Playbook

Rebecca Rosen
Channel Marketing

Learn how to use the CompTIA Mobile Device Management (MDM) Playbook as a head-start to create a solution playbook for selling mobile device management solutions. Topics include positioning, making a game plan, getting the right team oriented, and creating the play itself.

Takeaway: The CompTIA Mobile Device Management Playbook

Presenter: Rebecca Rosen, CompTIA Faculty and President, Sales Enabled

To receive the ChannelCon exclusive Executive Certificate to Making Money thorugh Mobility Device Management, attend this session plus the following two below:

  • The Mobility Opportunity 
  • Crafting Mobile Management Solutions

3:00 PM-4:00 PM

Rise of the Robots

Darren McBride
Highly Reliable Systems

Build your understanding of automation and it's impact to our society. Machine learning, Artificial Intelligence, and robotics will blend in the next 10 years to significantly impact the workforce and how we do things. Self-driving cars could potentially wipe out 20 Million or more jobs in 10 years. The Associated Press has some articles written automatically by an algorithm. We'll read them and see if anyone notices anything unusual about the story. Fruit-picking robots now analyze oranges in 3D space to specifically determine which ones to pluck. Boston Dynamics Big Dog and Cheeta videos demonstrate how formidable these robots will be in police and military applications. Personal assistants like Siri and Contra are "getting there" in the ways they can understand our desires. The most vulnerable jobs are "software jobs" that don't require physical manipulation like a radiologists who looks at x-rays and MRIs all day. The "robot" doesn't need to move; it can just run pattern searches on the images. Learn about several examples of advances in machine learning and robotics.

Presenter: Darren McBride, Chief Executive Officer, Highly Reliable Systems

This session is CEU-approved for Mobility+ recertification.

4:00 PM-6:00 PM
6:00 PM-9:00 PM
8:00 AM-9:00 AM

ChannelCon Breakfast and Great Eggspectations 2.0: A Look Ahead to 2017

T.C. Doyle
Sr Content Director
Penton Technology Group

Tim Herbert
Sr. VP, Research and Market Intelligence

Heather Terenzio
Co-founder, CEO and President
Techtonic Group, LLC

David Tan
CHIPS Technology Group Inc

Colin Knox
Passportal Inc.

Powered by Penton Channel Brands

What do a research visionary, industry gadfly, cloud leaderthe breakout trend for 2017? Have breakfast with Penton Technology and learn firsthand. As they did at ChannelCon last year, Penton, the company behind The VAR Guy, MSPmentor, Talkin’ Cloud and the WHIR, invites you to attend “Great Eggspectations: The Future Revealed.” Will our panel of experts pick augmented reality? Artificial Intelligence? Software-defined networking? Or maybe something more practical such as a waterproof smartphone with an all-day battery or a business trend such as software-as-a-service (SaaS)? Enjoy eggs or whatever your breakfast calls for and delight as our “eggsperts” advocate their ideas and debate the others put forth. We promise nothing less than an appetizing and fulfilling discussion.


  • Tim Herbert, SVP, Research, CompTIA
  • Colin Knox, CEO, Passportal
  • Ryan Morris, Principal, Morris Mgmt Partners
  • David Tan, Chief Technology Officer and Co-Founder, CHIPS Technology Group
  • Heather Terenzio, Co-founder, CEO and President, Techtonic Group, LLC

Moderator: T.C. Doyle, Sr. Content Director, Channel, Penton Technology

9:00 AM-9:30 AM

Entrepreneurs Keynote: Building a B2B (basement to billions) Company

Austin McChord
Chief Executive Officer
Datto, Inc.

Austin McChord, founder and CEO of Datto, Inc., one of the fastest growing technology companies in the world, started his business 8 years ago in his parent’s basement, $80,000 in debt. By the end of 2015, Datto was valued at a billion dollars, joining the exclusive "unicorn" club. Datto's incredible growth, fueled by Austin's vision to bring disruptive innovation to a stagnant industry, has surpassed all expectations.  Named to the Forbes 30 Under 30 list in 2015, Austin is a millennial CEO running a millennial company. As Datto’s leader, Austin has built and continues to uphold a company culture where employees are expected to challenge the status quo - and they do. Learn how Austin injects a non-traditional company culture into a traditional business and is leading his company to the forefront in the process.

9:30 AM-5:00 PM
9:30 AM-9:45 AM
9:45 AM-10:45 AM

Behavioral Interviewing: The Science and Tools of Hiring

Angelo Simao
Vice President

Denise Miller
Senior Human Resources Consultant
GreatAmerica Financial Services

Tricia Barbier
Director of Recruiting
SmartSource Inc.

Colleen Howley
Vice President, Business Development
Marathon Deployment

Powered by CompTIA Advancing Women in IT, Future Leaders, and IT Services & Support Communities

The goal of an interview is to find a great long term fit for both the employee and the company. Can you really find a fit that will last for years with a couple-hour interview process? Is there a science to hiring?  In this session we will look at tools such as interviewing for emotional intelligence, behavioral assessment tools, and behavioral interviewing that while not formal science, will help you make better hiring decisions.

Moderator: Angelo Simao, Vice President, F2OnSite


  • Tricia Barbier, Director of Recruiting, SmartSource Inc.
  • Colleen HowleyVice President, Business Development, Marathon Deployment
  • Denise Miller, Senior Human Resources Consultant,GreatAmerica Financial Services 

9:45 AM-10:45 AM

Channel Account Management 2.0: Enabling Recurring Revenue

Theresa Caragol
CEO and Founder

Our Channel Management team roles are expanding into cross functional business advisors and true business development leaders. This featured module on Enabling Recurring Revenue models is one in a series of upcoming Channel Management 2.0 CompTIA education that will be coming soon. Discuss how recurring revenue models are increasing in popularity, in large part due to cloud-based offerings and services. All vendor and partner types are facing the need to align strategy, policy, process and programs with this type of revenue model. We'll explore different types of recurring revenue models, critical elements needed from vendors, best practices for supporting recurring revenue models and offer additional resources available to expand your recurring revenue knowledge.

Presenter: Theresa Caragol, CompTIA Faculty and Founder/CEO, TCC Consulting

9:45 AM-10:45 AM

Protecting the Keys to Your Customers’ Digital Doors

Dodi Glenn
VP of Cybersecurity
PC Matic

A few years ago, Deloitte released a report showing that 90% of user-generated passwords were vulnerable to hacking – this included passwords that were traditionally considered strong (i.e. eight or more characters, with a combination of letter and symbols). Today, the use of weak passwords and unencrypted database passwords still presents a serious security problem to individuals and companies alike, and its one of the top causes of data breaches. According to survey by Instantly, Inc. (formerly uSamp), 70% reported forgetting a password, or had a password compromised at some point in their professional life. Additionally, Verizon estimates that 80% of data breaches could have been stopped or forces to change tactics if a “suitable replacement” to passwords (such as multifactor authentication) were used. This presentation will discuss the importance of passwords, best password practices for endpoint and network protection, including multi-factor authentication, and how to leverage password protection to start the security conversation with your customers.

This session is CEU-approved for CompTIA A+, Network+, Security+, Mobility+, and Cloud+ re-certification.

Presenter: Dodi Glenn, Vice President of Cyber Security, PC Pitstop, maker of PC Matic

9:45 AM-10:45 AM

Quick Start to Education IT

Gary Bixler
Founder and Principal Consultant
Bixler Enterprises

The market for the IT educational sector continues to grow. Join us to discuss the opportunity in k-12 education, both private and public, including how to manage the hierarchy of disparate stakeholders, strong institutional preferences, and sometimes rigid budgetary and procurement processes. Attendees will receive a copy of the CompTIA Quick Start Guide to Education IT.

Gary Bixler, CompTIA Faculty and Founder and Principal Consultant, Bixler Enterprises

9:45 AM-10:45 AM

Selling Security to Your SMB Client Without the Fear Factor

David Watson
Evolve Computers

Eric Pinto
Director of Client Services
VAR Staffing

Andrew Bagrin
My Digital Shield

Chris Johnson
Untangled Solutions LLC

Powered by the CompTIA IT Security Community

SMB customers think they are too small for cyber criminals to care about making any effort to breach their mediocre (or poor) security defenses. What they are missing is it’s no longer about the size of the target, it’s about the open door!  So how do you talk to an SMB client about business outcomes that incorporate security?  Leave this session with 5 practical tips that you can use TOMORROW to start that conversation.


9:45 AM-10:45 AM

The Five-Step Exit Plan

Joe Panettieri
Executive VP & Content Czar

Chris Johnson
Untangled Solutions LLC

Mark Kruger
Chief Executive Officer

Eric Dosal
Chief Executive Officer

Chris Wiser
MSP Channel Chief - Senior Vice President of MSP Sales - Global
Artisan Infrastructure

Powered by ChannelE2E

During this panel, hear solution providers describe their real-world experiences buying and selling businesses, or transitioning the business to a new generation of owners. Explore the following:

  • How owners built and maximized the value of their business.
  • Decision trees on how and when to potentially transition the business.
  • Potential next-generation ownership considerations -- either within your family or staff, or from outside the company.
  • Preparing your business for a successful sale -- long before you need to.
  • And the actual sale or transition process.

Moderated by Joe Panettieri, Content Czar, ChannelE2E


10:45 AM-11:00 AM
11:00 AM-12:00 PM

From Farm to Fridge: A Florida Perspective on IoT

David Logsdon
Senior Director, Public Sector, Federal Civil

Steve Maxwell
CEO and Founder
Highland Precision Ag (HPA)

Shawn Rahn
Vice President

Jason Hallstrom
Director, Sensing and Embedded Network Systems Engineering 
Florida Atlantic University

Robert Laudati
Managing Director, Commercial Products & Solutions
Harris Geospatial Solutions

Fred Yentz
Chief Executive Officer
Telit IoT Platforms

Powered by the CompTIA Advisory Council on Policy, Cloud Community and the State & Local Government and Education (SLED) Council

According to CompTIA’s Sizing Up the Internet of Things (IoT) report, the Internet of Things will be composed of 50.1 billion connected devices by the year 2020 and $1.9 trillion in global economic value-add. These devices, driven by “smart” sensors (pushing data into the cloud to be analyzed), hold the promise of connecting communities and businesses, helping deliver smarter services to the American public while revolutionizing business sectors.

This panel focuses on the IoT landscape from a Florida perspective, touching upon technology and policy considerations. Starting with the produce farms, traveling across the state’s highways and ending at the grocery store or citizen’s fridge, we'll trace the lifecycle of Florida based produce “From Farm to Fridge.” Gain insights on how these IoT implementations may be applied to other markets with your customer base.

Moderator: David Logsdon, Senior Director, Public Sector, Federal Civil, Public Advocacy, CompTIA


  • Dr. Jason Hallstrom, Director, Sensing and Embedded Network Systems Engineering, Florida Atlantic University
  • Robert Laudati, Managing Director, Commercial Products & Solutions, Harris Geospatial Solutions
  • Steve Maxwell, Chief Executive Officer, Highland Companies
  • Shawn Rahn,  Vice President, Systems Engineering, Presidio Networked Solutions
  • Fred Yentz, Chief Executive Officer, Telit IoT Platforms

11:00 AM-12:00 PM

Market Intelligence: Trends in Managed Services 2016

Carolyn April
Senior Director, Industry Analysis

Today’s solution providers know that the move for them is to a recurring revenue business model. Managed services is the primary means for reaching that goal. Join CompTIA’s Carolyn April for this session that reveals the latest research into the state of managed services adoption today, opportunities and challenges and strategic maneuvering for the future.

Presenter: Carolyn April, Senior Director, Industry Analysis, CompTIA

11:00 AM-12:00 PM

Quick Start to Business Valuation

Gary Bixler
Founder and Principal Consultant
Bixler Enterprises

Gary Bixler, CompTIA Faculty and Founder and Principal Consultant, Bixler Enterprises

11:00 AM-12:00 PM

Today’s Linux: Tips, Tricks, and Traps for Practical Linux Implementation

James Stanger
Chief Technology Evangelist

Linux remains the key player in IoT, the cloud, security, and our mobile-aware world. Let’s take a look into each of the sectors where Linux is relevant, and take some time to learn more about how it works. This presentation will take a hands-on look into today’s myriad implementations of Linux. If you’re interested in learning more about how Linux is used today (as opposed to 20, 10, or 5 years ago), this presentation is for you.

This session is CEU-approved for CompTIA A+, Security+, Mobility+, and Cloud+ certification renewal.

Presenter: James Stanger,Senior Director, Product Development, CompTIA

11:00 AM-12:00 PM

Using the CompTIA Buying Guide to IT Security to Promote Sales

Seth Robinson
Sr Director Technology Analysis

For most executives and business managers, buying technology often entails elements of excitement, hope, uncertainty, frustration and everything in between. Requirements must be identified, competing needs weighed, capabilities evaluated, ROI assessed and a host of other factors considered. Developed from CompTIA research, the Buying Guide to IT Security is a resource managed service providers can give prospective and existing clients to help them make smart decisions and shorten the sales process.

Takeaway: The CompTIA Buying Guide to IT Security

Presenter: Seth Robinson, Senior Director, Technology Analysis, CompTIA

To receive the ChannelCon exclusive Executive Certificate to Selling Security, be sure to have your badge scanned when attending the following three sessions:

2:00 PM-2:15 PM
2:15 PM-3:15 PM

Basic Malware Analysis Workshop

Ian Trump
Security Lead

Using free tools and a virtual environment, Ian Trump, Security Lead for LogicNow, will lead you through basic malware analysis. Basic malware analysis can determine “what went wrong” with your security defenses and how to guard against follow on attacks. Breaking down a modern infection into three stages attendees will understand the relationship between exploit, payload and endpoint result and how to protect their network environments from modern threats such as ransomware and trojan programs. Utilizing real life examples form two criminal investigations, participants will understand several strategies to dodge “common” or “uncommon” attacks on their networks. If you interested in understanding the threat at a granular level this Track4Techs is totally for you.

This session is CEU-approved for A+, Network+, Mobility+, Security+, and Cloud+ re-certification.

Presenter: Ian Trump, Security Lead, LogicNow Software

2:15 PM-3:15 PM

Customer Experience: The Competitive Advantage from Loyal Customers

Phil Sager
Bain & Company - Toronto

Powered by CompTIA Canadian IT Business and IT Services & Support Communities

Most companies aspire to be customer-friendly, but few succeed. How do businesses realize profitable growth by focusing on the customer experience and what are the implications for leadership, culture and technology? Learn about principles for becoming a customer-centric company. Hear how to create a compelling customer experience that will differentiate you from competitors.


2:15 PM-3:15 PM

Differentiation in a Cloud Environment

Ken Presti
Director, Industry Advisory Councils

Lester Keizer
Business Continuity Technologies

Greg Dixon
Chief Technology Officer

Douglas Erickson
Vice President Worldwide Partner Sales
Pulse Secure

Powered by CompTIA Vendor Advisory, Distributor Advisory, and Partner Advisory Councils

Differentiation has long been a cornerstone of success in the IT industry. This is especially true in the current cloud era when most solutions can be provided by a wide range of sources, often unleashing a "race to the bottom" from a price perspective. This panel discussion, featuring diverse industry professionals, examines strategies and tactics designed to set companies apart from their competition, and also explores the potential boundaries among partners in the sales cycle, as each seek to deliver higher value to the end customer.

Moderator: Ken Presti, Director, Channel Advisory Councils, CompTIA


  • Greg Dixon, Chief Technology Officer, ScanSource
  • Douglas Erickson, Vice President Worldwide Partner Sales, Pulse Secure
  • Lester Keizer, Chief Executive Officer, Business Continuity Technologies


2:15 PM-3:15 PM

Selling Security with Mobility

Patrick Wilson
CISO and AD of Clinical Applications
Contra Costa County Health Services (CCHS)

Mobility changes everything, doesn’t it? In this session, attendees learn to develop security strategies that account for their customers’ mobility needs as well as the security landscape. Topics include unified threat management as well as a social, mobile workforce.

Takeaway: 10-Week Guide to IT Security Foundations

Presenter: Patrick Wilson, CompTIA Faculty and CISO and AD of Clinical Applications at Contra Costa County Health Services (CCHS)

To receive the ChannelCon exclusive Executive Certificate to Selling Security, be sure to have your badge scanned when attending the following three sessions:

2:15 PM-3:15 PM

Tell 2 Friends: Amplifying Your Message Using Social Media

Kathryn Rose
Vice President of Business Strategy and Development
Elastic Grid

Kelly Mahoney
Social Media Manager, Marketing and Communications

With the power of social media, a happy customer can now tell thousands of people about their experience. What happens when the same customer has a less than perfect transaction?  Your customers are already talking about you, but now we have the power to listen and leverage these conversations. Delve into the increasing role of social media in industry relations and how you can take advantage of these tools using the newly updated CompTIA Quick Start Guide to Social Media.


  • Kelly Mahoney, Social Media Manager, Marketing and Communications, CompTIA
  • Kathryn Rose, Vice President of Business Strategy and Development, Elastic Grid 

3:15 PM-3:30 PM
3:30 PM-4:30 PM

Enterprise Mobile Development

Ibis Arrastia
Chapter Leader
Girl Develop It

A discussion of enterprise mobile best practicies.  Learn what makes winning mobile strategy: from UX, to architecture,  design, testing, deployment and monitoring.  Learn the key differences between hybrid apps, native apps, and mobile websites to help determine which one is best for your project.  Consider the pros and cons of a cloud architecture.

Whether your priority is speed to market, code reuse, or fast transaction processing, understand how it impacts your backend technology options. Learn about disruptive tools that increase reusability, allow for faster development cycles, and allow you to more quickly respond to market changes, competitor features, customer demands and business needs.  And overall, learn tips that you can use to increase mobile customer experience, customer satisfaction, and customer loyalty while designing an architecture that is safe, maintainable, and cost-efficient.

Presenter: Ibis Arrastia, Chapter Leader, Girl Develop It

This session is CEU-approved for Mobility+ and Cloud+ recertification.

3:30 PM-4:30 PM

Quick Start to Tackling Cloud Security Concerns

Patrick Wilson
CISO and AD of Clinical Applications
Contra Costa County Health Services (CCHS)

Fear of public cloud security comes from the fact that it’s public, like a public park. But publicly available cloud resources can still be secured, thoroughly and efficiently. This session identifies the key concerns that enterprises have with respect to public cloud security, and how they respond to those concerns. Attendees will learn how to come to terms with these concerns and overcome them.

Takeaway: CompTIA Quick Start Guide to Tackling Cloud Security Concerns

Presenter: Patrick Wilson, CompTIA Faculty and CISO and AD of Clinical Applications at Contra Costa County Health Services (CCHS)

To receive the ChannelCon exclusive Executive Certificate to Selling Security, be sure to have your badge scanned when attending the following three sessions:

3:30 PM-4:30 PM

Think you’re an MSP? Think again!

Steve Alexander

Charles Love
Service Delivery Manager
Wheelhouse IT

View the video

Powered by CompTIA Managed Services Community

Many people say they are doing managed services, but when you look closer, they aren’t, or at least not as well as they COULD be. If you haven’t taken the time to give your business a “checkup” you might be missing out on key components. 

Join Managed Services Executive Council members & MSP veterans, Steve Alexander, owner of MSP-Ignite and Charles Love, Director of Service Delivery at Untangled Solutions as they take you through standards that were developed by leaders in the MSP industry. Hear about five functional best practice areas you should evaluate to ensure your MSP is operating to its fullest potential: business generation, delivery and operations, customer relations, business management, and business direction.


4:30 PM-5:30 PM