VARTrends UK
London, December 7th, 2017
6th Annual Channel Manager Summit
Toronto, February 1st, 2018
2017 Reseller Choice Awards
Toronto, February 1st, 2018
ChannelNext East 2018
April 9, 10, 2018
ChannelNext Central 2018
June 4,5, 2018
Fall 2018
ChannelNext West 2018
BC, October 22-23, 2018
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Xerox's James Doherty, VP and GM Central Sales Operations, kicked off the channel conference with Managed Print Services, sighting that the Canadian market is expected to grow from $438 million to $667 million by 2014.

Professional services automation provider Autotask talked about how they can help VARS exploit the managed service market to generate more recurring revenues and service more customers with less resources. VARs can manage both product and services with the integrated ibiz10 e-commerce see and Autotask see solutions. By combining quotes/sales of both products and services VARS should expect to generate about 30% more net profits.

Dr. James Norrie from Agile Dudes talked about how VARS can leverage social media to become thought-leaders and build credibility with their customers and prospects. VARS can easily implement a social media strategy and an e-mail newsletter program for one low monthly subscription fee.

Backup is one of the most mission critical IT solutions for any business. Yet, many businesses do not have an effective back-up and data recovery plan in place. Casey Campbell of Intronis, showcased her company's turnkey solution that will handle Exchange and SQL backup and recovery for end-users while generating recurring revenues for the VARS.

Cisco's Mike McDermott, Director of Cloud and Services Provider Channel shared some of the exciting market growth opportunities for VARS in the cloud space. VARS are in a unique position to help guide their customers to world-class solutions that will get the job done with minimal effort from their staff.

Greg Waite, CEO of Fusetalk highlighted a new opportunity for VARS to leverage the power of communicating and collaborating with their clients using the FuseExpertise platform and their IT business best practices content for SMBs/SMEs. VARS learned how they could generate new consulting revenue to increase their sales by approximately 30% to 50% in the first year.

Mark Baird, StorageCraft Regional Channel and DMR Sales Manager, presented key concepts for effective disaster recovery and data protection planning to maximize business continuity in your organization. He discussed the advantages of on-site and off-site backup, methods for disaster recovery of systems and data and how to leverage virtualization technology in your organization.

Hartco presented an overview of how joining the MicroAge Network can help independent VARS improve their operational efficiency and increase their performance in their local markets by leveraging a trusted and recognized national brand, their buying power, national scope, expertise and operational efficiency and through networking and shared opportunities.

Evaluating your sales reps to identify their sales strengths and weaknesses is mission critical to increasing sales. Channel Test Factory introduced a brand new online solution to help any VAR to test their sales reps and get instant reports on how they score in comparison to their team and the industry. If the VAR would like to take action to improve their sales team, Tibor Shanto of VARCoach is there to help with the coaching.

By now, all VARS know that their Internet presence is a window to who they are and what they do. It is one of the tools that customers will use to check out a VAR before doing business with them. A web site is probably the most important marketing and sales tool for any company. As the next generation enters the workforce, they will demand online e-procurement. VARS need to be where their clients are researching and buying IT solutions. VARS saw the latest ibiz10 e-commerce solution and 5 key features that other VARS leverage to exploit the benefits of doing business online.

While the Internet has become integral to every business environment, it has also increased the complexity of ensuring employees are being focused on their daily tasks and objectives due to distractions. Web Monocle has developed a solution to help improve the situation through employee empowerment by self-management.

SAP’s Glenn Moffatt presented their partner program and business opportunities for VARS in Applications, Analytics, Cloud and Mobility. Known for their ERP solution, SAP is now seeking partnerships with leading VARS to offer business intelligence solutions to their customers that will help them make more informed decisions while keeping them up to date in real-time.

Elaine Poellhuber, ZEROSPAM’s Channel Manager demonstrated how ZEROSPAM builds trust with its network of resellers through high efficiency, great technical support, exceptional responsiveness and attention to personal relationships. This workshop showed how relatively easy it is to steadily grow recurring revenues and achieve a 95%+ closing rate on the 30-day free trial program.

Sanford demonstrated their complete line of label printers for business. Just about any business can use one of these label printers, but more importantly, VARS can make about 7 times more revenues with the sales of the label supplies. Wireless Xplosion showcased an extensive selection of accessories for mobile devices. IOGEAR showcased an amazing variety of tech gadgets including a product that will stream content wireless through HDMI. QNAP displayed a complete line of cost-effective storage solutions for mission critical applications such as security surveillance.

John Oliver of PMC discussed their latest high-speed IO solutions and acknowledged that the merger with PMC was completed without any employee loss. Shawn Scanlan of Barracuda, showcased their full line of security, networking and storage solutions and emphasized the company’s extensive marketing campaigns that drives leads to their partners including their sponsored Indy race car. Neville Driver of Bit Defender demonstrated their latest anti-virus software and its competitive price points. He also discussed their cloud and virtualization security offering.

The eighty year-old Canadian Office Products Association attracted VARS with their comprehensive benefits package from best rates for Purolator Courier to low credit card merchant fees. Sam Moncada, President of COPA sees the traditional office product members expanding into the technology sector and welcomes partnerships.

Front Row CRM software’s Etien D’Hollander demonstrated the easiest way for sales reps to report on sales activity – literally within a couple for minutes. The software can sit on top of most CRM solutions to improve sales staff compliance rates to over 95%. VARs can use the solution to manage all of their customers. They can also make significant recurring revenues by helping their customers to improve their use of just about any CRM application.

With that much content at the event, it is easy to see how every VAR will come away with at least 5 profitable business partnerships. See all the videos at for more complete news coverage of the ChannelNEXT event. See you at ChannelNEXT West in Calgary on October 18-19.