Telecom Reseller / Technology Reseller News

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  TechBros: ITAD Is Now a Data Security, Sustainability and Asset Recovery Strategy, Podcast 02.10.2026 18мин

  By Doug Green “Clear out those closets. There is risk sitting there, but there may also be value.” In this special Technology Reseller News and ITAD Association podcast, Sarkes Mrkdichian of TechBros discusses why enterprises, MSPs and public-sector organizations need to think about IT asset disposition as more than simply getting rid of old equipment. TechBros is a full-service ITAD and recycling company handling end-of-life networking equipment, servers, laptops, desktops and other technology assets. Mrkdichian says the modern ITAD conversation now includes three major issues: data security, sustainability and asset recovery. Equipment left sitting in storage rooms, closets or unused cubicles can create risk long after an organization believes it has been retired. “You don’t know who is walking in and out of that room,” Mrkdichian says. At the same time, those assets continue to depreciate. That creates what amounts to an unrealized cost of disposal: organizations may be carrying data risk while also watching potentially valuable equipment lose resale value. Certified ITAD providers can help address both problems. Mrkdichian says certifications, documented chain of custody and verifiable sanitization or destruction provide organizations with evidence showing what happened to each data-bearing asset from pickup through final disposition. He also encourages customers to consider data sanitization before automatically choosing physical destruction. Proper erasure can provide a documented record that data was removed while allowing usable equipment to return to the secondary market. That can reduce electronic waste while recovering additional value for the customer. For organizations that require destruction, TechBros can combine verified erasure with physical destruction, creating an additional layer of assurance. The issue is particularly important for enterprises, governments, healthcare organizations and financial institutions that may tell customers and constituents their data is secure while overlooking what happens to devices at the end of their lifecycle. Mrkdichian’s advice is straightforward: make ITAD part of the technology lifecycle rather than an afterthought. He also encourages ITAD providers to remain engaged with customers throughout the year instead of appearing only when equipment needs to be removed. “Be top of mind,” he says. “Build the relationship before the closet fills up.” Visit TechBrosAZ.com to learn more.  
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  CloudBlue: MSPs Must Evolve into Managed Outcome Providers to Monetize AI, Podcast 02.10.2026

  By Doug Green “The future is about getting paid for the outcome, not just the seat or the hour.” In this Technology Reseller News podcast recorded at MSP Summit, Tarik Faouzi of CloudBlue discusses how MSPs can move beyond simply reselling AI and build new business models around measurable customer outcomes. CloudBlue provides an operating platform for channel businesses, including distributors, MSPs, resellers and ISVs, with capabilities spanning catalog management, marketplaces, provisioning and monetization. Faouzi says AI is pushing MSPs toward what he calls the managed outcome provider model. Instead of charging only by seat, hour or traditional service unit, MSPs may increasingly package and price services around specific results. That could include an outcome such as threat detection, automated customer engagement or another measurable business result. But Faouzi says monetizing those outcomes requires more than a new sales pitch. MSPs first need the catalog capabilities to create and bundle the offer. Then they need to understand what it actually costs to deliver. With AI, that means monitoring compute, tokens and other consumption in real time. “If you don’t know what the outcome is costing you, you can lose your margin very quickly,” Faouzi says. That makes FinOps and commercial guardrails essential. MSPs need the ability to meter consumption, monitor profitability and react when customer usage begins exceeding expectations. In some cases, that may mean adjusting pricing, alerting the customer or even stopping an activity before costs spiral. Customer visibility is equally important. Faouzi says many businesses remain hesitant about AI because they do not understand what they are consuming or what the final bill will look like. MSPs can help by making usage and costs transparent while packaging variable AI consumption into offers customers can understand and budget for. That may mean buying AI services based on tokens or compute while selling them as a predictable monthly package. For MSPs, Faouzi sees a major opportunity. By tying AI directly to measurable business outcomes, partners can demonstrate value more clearly and potentially build deeper, stickier customer relationships. But getting there will require changes in how services are packaged, metered, priced and managed. Visit CloudBlue.com to learn more.  
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  NinjaOne Helps MSPs Scale Without Adding Headcount, Podcast 01.10.2026 9мин

  By Doug Green “How many endpoints could you add tomorrow without hiring anybody?” In this Technology Reseller News podcast recorded at MSP Summit, Stephanie Benzik of NinjaOne discusses how MSPs can simplify operations, reduce tool sprawl and create more room for growth without automatically adding headcount. NinjaOne is a unified IT operations platform serving MSPs and enterprise customers around the world. Benzik says many MSPs are still operating with technology stacks assembled over years of incremental additions: one tool for remote support, another for RMM, another for MDM, vulnerability management, backup and more. Each tool may solve a specific problem, but together they can create friction, risk and additional management overhead. “Every login is another point of friction and another point of risk,” Benzik says. That becomes especially important as MSPs try to grow. If every new group of customers or endpoints requires another technician, margins can quickly come under pressure. Benzik says NinjaOne is designed to help MSPs improve the ratio of endpoints to technicians by consolidating more of their day-to-day IT operations onto a common platform. The result can be fewer tools, less swivel-chair management and more capacity for existing staff. That extra capacity matters as MSPs begin evaluating new opportunities around AI, security and governance. Benzik says one of the major themes she heard at MSP Summit was excitement around AI, mixed with some fatigue from the sheer volume of AI messaging. Her advice is to begin with the operational foundation. Look for manual processes, inefficient workflows and tribal knowledge that can be standardized or automated. For smaller MSPs, that may mean reducing dependence on one technician who holds critical institutional knowledge. For larger providers, it can mean creating more consistent service delivery across thousands of endpoints. The goal is not simply automation for its own sake. It is creating enough operational bandwidth for employees to focus on more strategic work and for the MSP to add new services without constantly expanding headcount. Visit NinjaOne.com to learn more.  
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  C3 Complete at MSP Summit: Cybersecurity, AI and the Opportunity for MSPs, Podcast 01.10.2026

  By Doug Green “Cybersecurity has to be part of every conversation now.” At MSP Summit in Orlando, I sat down with Rick Mancinelli of C3 Complete to discuss two issues that were everywhere at the event: cybersecurity and artificial intelligence. Mancinelli’s message went beyond treating cybersecurity as simply another requirement MSPs and their customers have to meet. He sees cybersecurity as a business opportunity. C3 Complete is a hybrid technology consulting group offering cloud, telecom, cybersecurity and managed services. Mancinelli says the company’s goal with partners is straightforward: “We aim to complete your portfolio, but not compete with it.” For MSPs and technology advisors, that means creating opportunities to capture more of a customer’s technology spend while adding services that customers increasingly need. Cybersecurity moves from requirement to opportunity Mancinelli says the security environment has changed dramatically. “We’ve gone from just strict regulatory and compliance-related issues and basic defense to literally a 24/7 state of vigilance.” MSPs themselves are increasingly attractive targets because they are custodians of their customers’ data and systems. “As a fellow MSP, I know,” Mancinelli said. “We are the custodians of our clients’ data. And so if we’re the soft spot, we’re not really doing our clients any favors.” That creates a dual responsibility for MSPs. They have to secure their own operations while also helping customers build the layers of protection needed to address hacking, data leakage, privacy concerns and other threats. But Mancinelli argues that security should not be approached simply as another burden. “We actually counsel our clients to think of it as a selling tool.” Organizations bidding on government contracts or working with financial institutions and other regulated industries increasingly have to demonstrate that they meet specific cybersecurity requirements. Mancinelli pointed to frameworks and standards including CSF, SOC 2, ISO 27001 and CMMC. The result, he says, is a shift in the cybersecurity conversation from something organizations simply have to do to “a true opportunity both for fellow MSPs and for their clients.” AI creates opportunity — and new exposure The same combination of opportunity and risk is emerging around artificial intelligence. Mancinelli expects organizations of every size to increasingly use AI tools, whether as part of a company-wide initiative or through individual employees adopting tools such as ChatGPT and other generative AI platforms. He compared the trend to the earlier era of shadow IT, when employees adopted their own applications and services outside the traditional IT organization. “That’s happening today with AI,” he said. That makes governance increasingly important. Mancinelli says companies need established frameworks, guardrails and policies defining how AI can be used safely and responsibly, particularly when employees may be working with customer information, proprietary material or other sensitive data. Without those safeguards, AI can create potential privacy problems, data leakage and other forms of exposure. The opportunity for MSPs is therefore broader than simply helping customers deploy AI. It includes helping customers build the security and governance framework around that deployment. An MSP working with MSPs One of the differentiators Mancinelli emphasized is that C3 Complete understands the MSP market from direct experience. “We’ve been in their shoes,” he said. “We have a small MSP practice ourselves. So we understand the challenges, the ups and downs, the evolving landscape that we’re all faced with today.” That experience shapes how C3 Complete works with partners. “We’re happy to share what we’ve learned. We’re happy to learn from them as well. And we really do look to form true partnerships.” For MSPs, the convergence of cybersecurity and AI presents both new responsibilities and new sources of opportunity. Customers need help protecting themselves, navigating compliance requirements, adopting AI safely and creating policies around technologies employees may already be using. Companies that can help customers manage those issues may find that cybersecurity and AI are no longer simply technology conversations. They are increasingly business conversations. Learn more about C3 Complete at c3-complete.com.
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  Leaseweb: Trust, Flexibility and Human Connection Matter in the MSP Market, Podcast 01.10.2026

  By Doug Green “People buy from people they like and they trust, and that hasn’t changed.” At MSP Summit 2026, I sat down with Tim Mandell of Leaseweb to talk about what he was hearing from MSPs at the event and why relationships, trust and flexibility remain central to the channel, even as conversations increasingly focus on AI, infrastructure, data privacy and data sovereignty. Mandell said one of the things that stood out at the conference was how much of the discussion came back to relationship building. Rather than simply trying to sell one another products, companies are looking for ways to determine where each partner fits and how they can work together to solve customer problems. “We have to make the connections and we have to solve problems and we’re all better together in this,” Mandell said. He added that Leaseweb has been encouraging its sales organization to build relationships first, with the expectation that business will follow. For Mandell, the fundamentals of the technology business have not changed. “People buy from people they like and they trust, and that hasn’t changed.” That trust becomes particularly important for MSP customers that depend on technology but may not have deep technical expertise themselves. Those organizations ultimately have to trust someone to manage important parts of their business, from infrastructure to data privacy, sovereignty and compliance. The same issue is becoming increasingly important as customers begin their AI journeys. Mandell noted that many organizations know they need to move forward with AI but may not yet know exactly what they need, particularly in a market where technology and requirements continue to change rapidly. “To be a trusted advisor, you have to first do one thing and that’s listen,” Mandell said. “The rules haven’t even been written for half of this stuff right now. And what we think we need today may change tomorrow.” That makes being nimble an important part of the MSP opportunity. Mandell said Leaseweb’s approach is to allow MSPs to build their businesses as their customers grow rather than forcing them to build infrastructure in advance and hope they can fill it. Leaseweb provides the infrastructure and resources while allowing MSPs to make their own technology choices and expand as customer requirements develop. He also pointed to privacy and data sovereignty as important elements of the Leaseweb proposition. Because customer needs can vary significantly, Mandell said the company can make decisions around individual requirements rather than forcing every customer into the same model. Leaseweb also operates in a market populated by some of the largest technology companies in the world. Mandell said one of Leaseweb’s key differentiators is its ability to provide significant infrastructure capabilities while maintaining direct human relationships with customers. “We do darn near everything that those companies can provide you, but guess what? You get to talk to me, and you get to talk to a person,” Mandell said. That human connection is especially important in the MSP market because MSPs are placing one of their most important assets — their customer relationships — in the hands of their technology partners. Mandell said Leaseweb understands the responsibility that comes with that trust. “The most important thing an MSP has is their customer base,” Mandell said. Allowing Leaseweb to help support those customers is “a gift that people give us and something we take very seriously and we consider precious.” The partnership opportunity can also work in both directions. Mandell said Leaseweb regularly receives requests for services that fall outside its own core capabilities, including certain managed services, cybersecurity offerings and database management. In those cases, Leaseweb can bring an MSP partner into the opportunity, allowing both companies to support the same end customer. The larger message from MSP Summit is that technology partnerships do not have to begin with a product sale. They can begin with listening, trust and a shared customer problem. Learn more at Leaseweb.com.
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  MSP Business Growth Marketplace Organizes the Resources MSPs Need to Scale, Podcast 30.09.2026

  By Doug Green “The resources an MSP needs at $1 million are different from what it needs at $20 million or $100 million.” In this Technology Reseller News podcast recorded at MSP Summit, Paul Daigle of MSP Business Growth Marketplace discusses a new resource designed to help MSP owners find the business expertise they need at different stages of growth. Daigle says MSPs have no shortage of technology vendors, but building a scalable company requires much more than products and services. MSP Business Growth Marketplace organizes resources around eight operational areas: sales, marketing, legal, capital, CPA, human resources, employee development, and services and delivery. The key difference, Daigle says, is that recommendations are aligned to the MSP’s revenue level. A $500,000 MSP may need a very different marketing agency, CPA or legal adviser than a $10 million or $30 million provider. That can become increasingly important as an MSP grows, prepares to acquire another company, raises capital or begins thinking about an eventual exit. “You can outgrow the advisers who were perfect for you when you were smaller,” Daigle says. The marketplace is intended to reduce the time MSP owners spend searching for the right resources. Users identify their revenue level and can then access providers and guidance matched to the needs of businesses at that stage. Daigle says the model grew out of his work with MSPs through Biz Advisory Board, where owners repeatedly asked for recommendations around areas such as sales, marketing, accounting, legal services and M&A preparation. For MSP owners, the larger message is that growth requires attention to the entire business. A provider may have an excellent technology stack, but it still needs the right financial, legal, people and go-to-market infrastructure to scale successfully. The MSP Business Growth Marketplace is available as a free resource and also includes industry news and content intended for MSP owners and executives. Visit MSPBusinessGrowthMarketplace.com to learn more.  
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  Zuuz Uses AI to Surface Hidden Sales Opportunities for MSPs, Podcast 30.09.2026

  By Doug Green “We’re building an intelligence layer between the salesperson’s inbox and the CRM.” In this Technology Reseller News podcast recorded at MSP Summit, Madhu Korepu of Zuuz explains the technology behind the company’s AI platform and how it helps MSPs uncover sales opportunities that may otherwise remain buried in email and other communications. Zuuz is designed to connect with multiple sources of customer interaction, including email, LinkedIn, chat and call transcripts, then identify conversations that may represent leads, follow-ups or active opportunities. Korepu says one of the biggest problems for sales teams is the amount of manual work required to keep CRM systems current. Important conversations can take place without ever being entered into the CRM, leaving potential revenue effectively invisible. Zuuz uses AI agents and its own models to analyze those communications and identify where salespeople should focus their attention. The platform then presents those opportunities through a dashboard and can also send daily notifications highlighting leads requiring action. For users who do not want to continually open another application, Zuuz can also make information available conversationally through AI interfaces. “You don’t necessarily have to open the dashboard,” Korepu says. “You can ask the agent what you need to focus on.” Deployment is designed to be straightforward. Zuuz is delivered as a SaaS platform and, according to Korepu, can typically be connected and producing results within hours. An on-premises option is also available for organizations with stricter infrastructure or security requirements. Korepu says the platform processes customer communications without retaining the underlying emails, while extracting the information needed to identify the opportunity, its stage and potential value. For MSPs, the proposition is to use AI as a complement to the sales team rather than as a replacement. By identifying missed follow-ups and underdeveloped opportunities, Zuuz aims to give salespeople back time while helping them concentrate on the conversations most likely to produce revenue. Visit Zuuz.ai to learn more.  
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  Ocean Solutions: MSPs Should Use AI to Solve Business Problems, Not Chase Shiny Objects, Podcast 30.09.2026 5мин

  By Doug Green “Focus on the biggest business problem first, then ask where AI can actually improve the outcome.” In this Technology Reseller News podcast, Ahmed Mahmood of Ocean Solutions discusses how MSPs can use AI more strategically by starting with business problems rather than technology. Ocean Solutions is a Washington, D.C.-area MSP serving highly regulated industries, including government contractors, nonprofits, financial services and healthcare. Mahmood says the company works heavily around compliance requirements such as CMMC, PCI, GDPR, SOC 2 and HIPAA. That experience shapes his view of AI. He says many business leaders are still approaching AI as a new technology they feel obligated to adopt rather than as a tool for improving a specific business outcome. His recommendation is to start with the problem creating the most pain. That might mean revenue leakage, slow processes, high costs, frustrated customers or inefficient internal workflows. Then break that problem into smaller pieces and determine where AI can help. “Learn and walk your way up one problem at a time,” Mahmood says. For MSPs, that approach also changes the customer conversation. Mahmood says AI is increasingly bringing MSPs into discussions with CEOs, CFOs, COOs and boards rather than limiting them to conversations with IT staff. That means technical expertise alone is not enough. MSPs need to understand how customers make money, where they lose business, how they acquire customers, how they operate and what challenges are affecting growth. Mahmood suggests using AI itself to help build that understanding. An MSP can take its ideal customer profile, combine it with the right prompts and use AI to learn more about the economics, workflows and challenges within a customer’s industry. That allows the MSP to enter the conversation speaking the language of the business rather than only the language of technology. “If you’re sitting there purely technical, you’re going to become less relevant,” Mahmood says. Ocean Solutions also operates an AI Academy offering bootcamps and training around AI and related technologies. Visit OceanSLS.com to learn more.  
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  Verizon Business: AI Is Creating a New Network Opportunity for MSPs, Podcast 30.09.2026

  By Doug Green “Customers may be asking for AI, but MSPs also need to ask whether the network is ready for it.” In this Technology Reseller News podcast recorded at MSP Summit, Nicole Kerns of Verizon Business discusses how AI adoption, SD-WAN and multi-carrier connectivity are creating new opportunities for MSPs. Kerns says many businesses are moving quickly to adopt AI without fully considering what those applications may do to network performance, bandwidth requirements and security. That gives MSPs an opening to broaden the conversation. Instead of simply helping a customer deploy an AI application, the MSP can assess whether the underlying network is prepared to support increased upload and download traffic, new security requirements and mission-critical applications. Kerns says SD-WAN can play an increasingly important role. Traditional failover may protect a business when a primary circuit goes down, but it may still create interruptions for services such as VoIP. With SD-WAN, MSPs can manage traffic dynamically across multiple connections and prioritize the applications that matter most. “Make sure your mission-critical traffic gets through first,” Kerns says. She also points to multi-carrier connectivity as an important part of that strategy. Combining landline and cellular connections can give businesses additional resilience when a wired connection fails or when available bandwidth is insufficient. For MSPs, that can create an upsell opportunity. A customer asking about AI may actually need a broader conversation about connectivity, traffic management, segmentation, security and redundancy. Kerns also stresses that businesses should approach AI at an enterprise level, with security teams involved and employees educated about what information should and should not be shared with AI platforms. Verizon Business works with channel partners through its resale programs, including connectivity, IoT and fixed wireless access offerings. Visit Verizon Business to learn more about its partner and connectivity programs.  
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  SurroundNet Helps MSPs Connect Network Health with Business Operations, Podcast 30.09.2026

  By Doug Green “We tighten the connection between digital assets and the business operations that depend on them.” In this Technology Reseller News podcast recorded at MSP Summit, James Lewis of SurroundNet introduces a newly launched platform designed to help MSPs and their customers better understand, manage and respond to the health of mission-critical digital assets. SurroundNet is positioned as a Layer 1 solution that helps organizations connect technical network conditions with the business operations those systems support. Lewis says many organizations still have a disconnect between digital infrastructure and the people relying on it every day. That disconnect becomes especially visible during an outage. A technical team may understand what has failed, but end users and business leaders may not know how the outage affects specific services, customers or operational priorities. SurroundNet is designed to bridge that gap. Rather than replacing existing network expertise, the platform helps make that expertise more accessible across the organization and gives users a clearer understanding of which assets are critical and how those assets affect business operations. For MSPs, Lewis says that can improve communication and response during service disruptions. The MSP and the customer can work from the same platform, helping both sides understand the condition of the affected service, its importance to the organization and whether it has truly returned to a healthy state. That can be particularly valuable in environments where outages have immediate consequences, including healthcare and other mission-critical operations. Lewis says the objective is to reduce the delay between a problem occurring, the customer understanding its impact and the MSP becoming fully engaged in the response. SurroundNet is launching with plans to serve organizations across the United States and Canada. For MSPs, Lewis sees the platform as another way to move beyond simply managing technology and become more closely connected to the operational outcomes customers depend on. Visit SurroundNet.ai to learn more.  
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  The Channel Crew Helps MSPs Turn AI and Channel Expertise into Growth, Podcast 30.09.2026

  By Doug Green “You need to master AI from two perspectives: how to use it, and how to make money from it.” In this Technology Reseller News podcast recorded at MSP Summit, Rick Beckers of The Channel Crew discusses the company’s new channel consultancy model and how it is helping MSPs and technology vendors grow with a combination of strategy, marketing, software and AI. The Channel Crew brings together experienced channel strategists, software platforms and digital marketing capabilities to help vendors enter and scale within the indirect channel. Beckers says the organization’s subject matter experts collectively represent hundreds of years of channel experience, covering areas such as CRM, PRM, marketing automation, marketplaces, M&A and business strategy. For MSPs, the challenge is often straightforward: they are technically strong, but growth can take a back seat to the demands of running the business. “MSPs are busy putting out fires,” Beckers says. “They weren’t necessarily trained in sales and marketing.” The Channel Crew is designed to help fill that gap with lead generation, sales strategy, marketing execution and tools intended to help MSPs convert more business. Beckers brings direct experience to that conversation. He has owned an MSP for more than 35 years and has watched the model evolve from break-fix to managed services and now toward AI-enabled consulting. He believes MSPs should be looking at AI in two ways. First, many of the tools they already use are being transformed by AI, meaning providers should reassess systems such as CRM, marketing platforms and other core business applications. Second, MSPs need to determine how they can monetize AI. The Channel Crew is developing a training program designed to help MSPs become AI consultants, starting with practical customer conversations and building toward a broader AI services practice. Beckers says the goal is to help MSPs move beyond simply using AI internally and begin creating revenue around it. The company also works with partners in areas including private equity, M&A and legal services, giving MSPs access to expertise as they grow, build equity and potentially prepare for acquisition or sale. Visit TheChannelCrew.com to learn more.  
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  Zuuz Uses AI to Find Sales Opportunities Hiding in Email, Podcast 30.09.2026

  By Doug Green “Sales comes down to two things: be first to the customer and follow up.” In this Technology Reseller News podcast recorded at MSP Summit, Avinash Gujje, CEO and founder of Zuuz, discusses how the company is using AI to uncover sales opportunities that may be sitting unnoticed in email, calls and other customer communications. Gujje came to the idea from his own experience running a value-added reseller, distribution and MSP business. He says sales teams routinely lose opportunities not because customers say no, but because follow-up gets delayed, renewal conversations are missed or leads never make it into the CRM. Zuuz is designed to address that problem. The platform connects with a salesperson’s mailbox, identifies potential sales opportunities and compares them with what is already recorded in the CRM. It can also work with call recordings, LinkedIn, WhatsApp and other customer communication channels. The goal is to find conversations that should have turned into pipeline but did not. Gujje says Zuuz is launching what it calls the Zuuz Challenge, looking back across roughly 90 days of communications and comparing identified opportunities against the customer’s existing CRM. “If Zuuz finds 60 opportunities and only 30 are in your CRM, those other 30 are what we’ve recovered,” Gujje says. The company is pre-launch and is using MSP Summit to introduce the platform to the channel. Gujje says early testing with approximately 30 customers has identified a significant amount of potential pipeline, particularly among IT services companies, VARs and distributors where individual opportunities can be substantial. For MSPs, Gujje sees two opportunities. They can use Zuuz internally to improve their own sales follow-up, while also offering the platform to customers as they evolve toward what he describes as managed intelligence providers. Deployment is designed to be straightforward. Zuuz is offered as SaaS, with an on-premises option for customers with stricter security or data governance requirements. Gujje’s larger message is that AI should help salespeople perform better rather than simply replace them. “Use AI to improve your sales,” he says. “Use AI to become a better salesperson.” Visit Zuuz.ai to learn more.  
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  Abacus: MSP M&A Still Comes Down to People, Culture and Customer Outcomes, Podcast 29.09.2026

  By Doug Green “The most important thing in a services business is the people.” In this Technology Reseller News podcast recorded at MSP Summit, Jonathan Bohrer, Global President of Abacus, discusses the changing MSP mergers and acquisitions market, what makes an acquisition work and why culture remains as important as financial performance. Abacus is an MSP focused on highly regulated industries, particularly financial services and healthcare. Its services span core IT and infrastructure, cybersecurity, penetration testing, incident response, vulnerability assessment and AI enablement and governance. Bohrer brings an unusual perspective to M&A. He was an early employee at Abacus when the company was much smaller, has experienced selling a business himself and is now on the other side of the table acquiring MSPs. Abacus has completed 15 acquisitions over roughly 15 years and has grown to nearly 1,000 employees. For Bohrer, successful acquisitions start with culture. “When I’m sitting down with a seller and the first thing they ask is, ‘What happens to my people?’ that tells me something,” he says. “If the second question is about the customers, I know we probably have something good.” Abacus follows a full post-merger integration model. Rather than maintaining a collection of separate MSP brands, acquired companies become part of one Abacus organization. Bohrer says that gives employees greater access to opportunities across the business while allowing the company to share best practices more effectively. He argues that good financial performance and strong culture are also closely connected. Employee engagement affects customer experience. Customer experience affects retention. And retention ultimately shows up in the same financial metrics buyers examine during an acquisition. Bohrer is also optimistic about AI. Rather than viewing it as a threat to MSPs, he sees it as another technology shift that can help providers deliver better customer outcomes with greater speed and efficiency. “AI is an opportunity,” Bohrer says. “It allows us to do what we already do better, faster and more accurately.” His message to MSP owners considering an eventual sale is that valuation may start with numbers, but the quality of the business still comes down to its people, customers and culture. Visit AbacusTechnology.com to learn more.  
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  Fornix: MSPs Need to Prepare Now for a More Accountable 2027, Podcast 29.09.2026 7мин

  By Doug Green “2027 is already here.” MSPs are entering a period of greater accountability, where technical expertise alone may no longer be enough. In this Technology Reseller News podcast recorded at MSP Summit, Charlene Ignacio of Fornix explains why compliance, cybersecurity insurance, breach planning and stronger business processes are becoming essential parts of the MSP model. Fornix works with MSPs, MSSPs and channel vendors to help build stronger relationships and identify new growth opportunities. At MSP Summit, the company is also hosting its MSP Village, bringing together vendors and service providers in one shared space designed to encourage direct conversations between the channel and the companies supporting it. Ignacio says the MSP lifecycle has changed dramatically. Many MSP owners began as what she calls “accidental entrepreneurs” — technologists who left corporate jobs, started businesses and then had to learn sales, marketing, finance, operations and compliance along the way. That model is becoming more difficult to sustain. “Being a business owner and being a technician have to get aligned,” Ignacio says. Compliance requirements, cybersecurity insurance, breach response planning and customer expectations are all increasing the level of accountability placed on MSPs. Ignacio argues that MSPs can no longer rely on informal processes or assume customers will overlook gaps in governance. “The Wild Wild West is going away,” she says. As security incidents increase and customers become more aware of risk, MSPs are increasingly expected to demonstrate that they have documented processes, appropriate controls and a clear plan for what happens when either the MSP or its customer experiences a breach. That creates both pressure and opportunity. MSPs that invest in the business side of their operations — including compliance, vendor selection, documentation and risk management — can position themselves as more mature and trusted providers. Ignacio will expand on those themes during her MSP Summit session on the MSP lifecycle, bringing MSPs and vendors together to discuss what partners should be preparing for as they move into 2027. Visit Fornix to learn more about its channel programs and MSP community initiatives.  
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  Amanah Tech Gives MSPs a Canadian Data Center Option for AI and Cloud Workloads, Podcast 29.09.2026

  By Doug Green “Don’t keep all of your data in one location.” In this Technology Reseller News podcast recorded at MSP Summit in Orlando, Nazar Freeny, CEO of Amanah Tech, discusses the growing demand for Canadian data center capacity, data sovereignty and alternatives to putting every workload into the public cloud. Amanah Tech is a Toronto-based IT and data center services provider operating from 151 Front Street West, one of Canada’s most important connectivity and data center locations. The company provides colocation and dedicated server services for businesses, MSPs and service providers supporting AI and other data-intensive applications. Freeny says AI is helping drive renewed attention toward physical infrastructure. Autonomous systems, AI applications and other emerging technologies generate enormous amounts of data, creating new requirements around storage, compute, connectivity and proximity. For U.S.-based MSPs serving Canadian customers, data location is also becoming a bigger consideration. Freeny says many Canadian organizations increasingly want their information hosted inside Canada, creating an opportunity for MSPs to establish a Canadian infrastructure presence without having to build their own facilities. That fits into a broader shift he sees away from automatically putting every workload into a hyperscale public cloud. Public cloud remains important, but Freeny says customers are increasingly looking at cost, control, security and the ability to determine exactly where their data resides. That can lead toward hybrid environments combining cloud services with dedicated infrastructure or colocation. With colocation, customers bring their own hardware while Amanah Tech supplies secure space, power and connectivity. With dedicated servers, Amanah Tech provides the equipment and infrastructure for the customer. For MSPs, Freeny says geographic diversification can also become part of the infrastructure strategy. Rather than depending entirely on a single country, provider or cloud environment, partners can give customers additional choices around where workloads and data are located. His message to MSPs is straightforward: diversify. “Politics change. Business dynamics change,” Freeny says. “Always try to diversify your presence and your opportunities.” Visit Amanah.com to learn more.  
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  GreenLink Networks Expands MSP Voice Portfolio with New Snom Partnership, Podcast 29.09.2026

  By Doug Green “The benefits we receive from Snom are benefits we can pass directly through to our MSP partners.” In this Technology Reseller News podcast recorded at MSP Summit in Orlando, Uriel Martinez of GreenLink Networks discusses the company’s new partnership with Snom and how the expanded hardware portfolio can create new options for MSPs serving retail, healthcare and hybrid-work customers. GreenLink Networks is a channel-focused VoIP provider that has served MSPs since 2014. The company also provides SIP trunking for partners using platforms such as 3CX. Martinez says GreenLink has historically remained hardware agnostic, but the company saw an opportunity to build a deeper relationship with Snom because of its product range, support and partner benefits. One key advantage is Snom’s three-year warranty on devices, which GreenLink can extend to its MSP partners and their customers. The company is particularly interested in Snom’s M-Series DECT portfolio. Martinez says the ability to deploy both cordless handsets and DECT desk phones from the same base station can be especially valuable in environments where running new network cabling is expensive or impractical. That can include medical offices, retail locations and older buildings where brick or block construction can make cabling projects difficult. GreenLink is also testing a broader selection of Snom SIP endpoints, including desk phones and headsets. Headsets are becoming increasingly important as customers move between offices, home environments and mobile applications. Martinez says a high-quality communications platform still depends on the quality of the endpoint. “You can have great service, but if the customer is using a poor headset, the experience is still going to be poor,” he says. For MSPs, the larger GreenLink value proposition remains its channel-only approach. Martinez says the company was originally created by an MSP and understands the challenges smaller providers can face when dealing with large carriers. Whether the partner is a small MSP or a larger organization operating across multiple locations, GreenLink’s goal is to provide the same level of attention and support. GreenLink and Snom are jointly exhibiting at MSP Summit as they introduce the partnership to the channel. Visit GreenLinkNetworks.com to learn more.  
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  CallTek Brings White-Label IT Support—and a Little Beekeeper Humor—to MSP Summit, Podcast 29.09.2026

  By Doug Green “We help keep the bad guys out all day, every day, 24/7.” In this Technology Reseller News podcast recorded at MSP Summit, Josh Bergen of CallTek is joined by Jason S., “The Beekeeper,” for a lighthearted conversation about a serious subject: helping MSPs protect customers, support users and keep critical systems running. CallTek provides white-label IT support for MSPs, with teams in Kenya and the Philippines supporting customers in the U.S. The company offers Tier 1, Tier 2 and Tier 3 technical support, along with NOC and SOC capabilities. The “Beekeeper” theme is a tongue-in-cheek reference to dealing with cyber criminals when everything else fails. The real work, Bergen says, is about making sure things never reach that point. CallTek works behind the scenes for MSPs, using many of the cybersecurity, endpoint and monitoring tools already familiar to the channel. That can include EDR, SIEM, antivirus, web filtering and other technologies selected by the MSP. “We don’t resell the software,” Bergen says. “We help operate and support it.” That model allows MSPs to expand their technical capabilities without having to build every layer of support internally. CallTek says it currently works with roughly 100 MSP customers in the U.S. and has a significant presence in hospitality, including support for hotel Wi-Fi environments. The company also works in verticals including nursing homes, multifamily housing, senior living and healthcare. Those environments raise the stakes considerably. Keeping a hotel network running is important, but in healthcare and senior living, Bergen notes that technology can also connect to systems supporting patient monitoring and other critical functions. For MSPs, the value proposition is straightforward: add operational depth, extend support coverage and strengthen security without losing the customer-facing relationship. And if all else fails? That is where “Tier 6 support” and the Beekeeper joke come in. Visit CallTekInc.com to learn more.  
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  PRESHai Helps MSPs Put AI to Work Inside Existing Business Processes, Podcast 28.09.2026

  By Doug Green “AI is here. The challenge is figuring out how to actually put it into your business.” In this Technology Reseller News podcast recorded at MSP Summit, Paul Radcliffe of PRESHai discusses how the company is helping MSPs and other channel organizations move beyond AI experimentation and put intelligence directly into their existing workflows. PRESHai is an AI solution and services provider working with MSPs, solution providers, distributors and vendors across the IT channel. Radcliffe says the company focuses on areas where businesses face bottlenecks, repetitive manual steps or operational friction. Rather than offering a one-size-fits-all AI product, PRESHai works with customers to understand how their teams operate, what technology they already use and where automation can create measurable value. “Everyone has a different workflow, a different tech stack and a different way of operating,” Radcliffe says. That makes customization particularly important for MSPs. PRESHai can help identify processes that are slowing teams down and then build an intelligence layer around those workflows. The goal is to make the business more efficient without forcing the MSP to completely change the way it operates. Radcliffe says that is very different from simply giving employees an AI license and telling them to start using it. The company also practices what it advocates. PRESHai produces a weekly podcast, Model Behavior, featuring Radcliffe, his business partner and Archer, an AI agent that serves as an orchestrator for other agents operating inside the company. The podcast is one way PRESHai demonstrates how AI agents can participate directly in everyday business activities rather than remaining a theoretical technology. For MSPs, Radcliffe says the opportunity is to move from discussing AI to identifying specific business problems it can solve. PRESHai does not compete with MSPs. Instead, the company positions itself as an AI partner that can help channel organizations add intelligence and automation to their existing services and operations. Visit PRESH.ai to learn more and look for the Model Behavior podcast on YouTube.  
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  Kongusto Helps MSPs Turn Human Capital into a Competitive Advantage, Podcast 28.09.2026 10мин

  By Doug Green “Technology is becoming a commodity. Your people don’t have to be.” In this Technology Reseller News podcast recorded at MSP Summit, Joel Ciniero of Kongusto discusses how MSPs can use outsourcing differently—not simply to cut costs, but to improve service, increase operational speed and strengthen customer relationships. Kongusto is a Central America-based BPO and outsourcing provider serving English-speaking markets including the United States, Canada and the UK. Ciniero acknowledges that outsourcing often carries a negative image: low cost, weak customer experience and limited understanding of the business. He argues that it does not have to work that way. For MSPs, where customer relationships are often built directly with owners, salespeople and technical teams, handing off customer-facing work can feel risky. Kongusto’s approach is to integrate more closely with the MSP and become an extension of the business rather than simply a low-cost labor source. That matters because, Ciniero says, technology itself is becoming increasingly commoditized. Most MSPs can sell similar switches, cloud services and communications products. The bigger differentiator may increasingly be the quality of the people delivering the experience. “I call it premium human capital,” Ciniero says. That can create what he calls operational velocity—helping the MSP complete the same work faster and more efficiently. Ciniero also argues that outsourcing can contribute to revenue, not simply reduce expense. Properly integrated teams can support sales, customer service and other revenue-producing activities, creating what he describes as a “revenue force multiplier.” For MSP owners looking toward 2027, his message is to think beyond shaving a few dollars from operating costs. “You can’t save your way to success,” Ciniero says. “You have to make more money.” By combining technology with stronger customer-facing teams, MSPs may be able to differentiate themselves in a market where many of the underlying products increasingly look the same. Visit Kongusto.co to learn more.  
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  XTIUM Builds an AI-Native MSP Model Around Voice, Governance and Automation, Podcast 28.09.2026

  By Doug Green “We’re not just building an AI MSP. We’re building an AI-native MSP.” In this special Technology Reseller News and Cloud Communications Alliance podcast, Byron Young, Chief Product Officer and General Manager of XTAI at XTIUM, discusses how the company is building AI directly into the managed services model. XTIUM is a full-stack MSP with services spanning voice, cloud, networking, security, professional services and AI. The company also licenses some of its internally developed platforms to carriers and other service providers. Young says the distinction between simply offering AI and becoming AI-native is important. XTIUM has created a dedicated AI business unit and built its own XTI platform to manage AI agents, orchestration, governance, security and token usage. The company’s XTI Orchestrator is designed to give enterprises a single governance layer across both XTIUM-built agents and third-party AI platforms. That includes controls around security, compliance, data access, personally identifiable information and AI spending. “AI has to be something the CFO, the CISO and the auditors can all agree on,” Young says. Voice becomes a major AI use case One of XTIUM’s biggest areas of focus is XTI Voice. Young says the platform can use AI to handle many of the interactions traditionally performed by contact center agents, including appointment scheduling, product questions and other customer service tasks. One XTIUM customer handles more than one million calls per month across roughly 1,500 retail locations. The goal is not necessarily to eliminate the human workforce, but to allow AI to handle routine interactions while employees focus on more complex situations. The AI can operate 24/7, support dozens of languages and connect directly with customer databases and business systems through APIs. Young says that creates a straightforward business case: lower operating costs while potentially improving customer experience and response times. Another advantage of the XTI approach is consistency. The same AI agents and models can support voice, chat, email and other channels, helping ensure that customers receive consistent information regardless of how they interact with the business. For MSPs, Young believes AI will increasingly separate providers that simply resell technology from those capable of delivering integrated, governed automation. “The bar for what qualifies as an AI MSP is going to get much higher,” Young says. Visit XTIUM.com to learn more.