Telecom Reseller / Technology Reseller News

"This isn’t a business where you swap technology every two years—these are life safety lines that need to work for the next 20," says Jake Jacoby, CEO of TELCLOUD. "That’s why our approach is about doing the right thing for customers and giving partners confidence that what they deliver today will stand the test of time."

In the latest episode of the TELCLOUD POTS and Shots Podcast Series, Doug Green, Publisher of Technology Reseller News, sits down with Jacoby to discuss what happens beyond the initial POTS replacement sale. While much of the conversation around POTS migration focuses on technology and cost, Jacoby emphasizes that the real value for resellers lies in becoming a trusted advisor—guiding customers toward solutions that are reliable, future-proof, and backed by TELCLOUD’s long-term investment strategy.

Jacoby explains that while some vendors offer quick fixes using VoIP for life-safety lines, those solutions will fail within a few years. By contrast, TELCLOUD has taken the more difficult but necessary path: building direct IP connections to alarm central stations, ensuring reliability and compliance for decades to come. For resellers, this means confidence in recommending TELCLOUD solutions—knowing they are protecting both customer relationships and recurring revenue streams.

The episode also highlights TELCLOUD’s 100% white-label model, allowing partners to brand solutions as their own while relying on TELCLOUD’s engineering, monitoring, and backend support. From “one and done” installs to continuous remote monitoring, TELCLOUD eliminates repeat truck rolls, giving partners the ability to scale while maintaining customer trust.

And, true to the POTS and Shots tradition, the conversation shifts to tequila. This time, Jacoby introduces Código Extra Añejo, a sweet, caramel-forward sipping tequila aged in oak barrels—perfect for the close of a business day.

Next up in the series: “Tales from the Road: Global Momentum for POTS Replacement.”

For more information, visit telcloud.com or call 844-900-2270.

“AI has eaten software for lunch, but it might be eating communications for dinner,” says Dario Betti, CEO of the Mobile Ecosystem Forum (MEF), in a wide-ranging conversation with Doug Green, Publisher of Technology Reseller News.

In this podcast, Betti discusses his recent article, The AI Gold Rush Isn’t Going Elon Musk’s Way, and explores how mobility has become the front line in the AI revolution. With OpenAI’s ChatGPT generating $2 billion in consumer spending from its mobile app—compared to Elon Musk’s Grok’s estimated $25 million—Betti argues that AI’s future is already in the hands of mobile users.

For channel partners, MSPs, and UCaaS/CPaaS providers, the implications are profound. Enterprises must rethink how end-users are accessing services today and how they’ll expect to interact in the next five to ten years. “Seventy percent of AI integrations in enterprises have failed,” Betti warns, “but doing nothing is not an option. If you don’t experiment, you’ll be left behind.”

The discussion spans:

Why mobile is the true AI battleground

The legal and competitive drama between Apple, OpenAI, and Elon Musk’s Grok

The risk of subscription fatigue—and why users still pay for AI today

How AI may reshape UCaaS, CPaaS, and contact center experiences

Practical advice for MSPs and resellers preparing for 2026

Betti emphasizes that enterprises and partners alike must begin experimenting, even at the risk of failure. The stakes are too high to wait.

To learn more about MEF, visit mef.mobi.

“At events, don’t chase 200 badge scans—set a KPI like 25 real conversations that turn into 15 meetings and 10 closes,” says Charlene Ignacio, founder of Fornix.

At the MSP Summit in Orlando, Doug Green, Publisher of Technology Reseller News, spoke with Ignacio about Fornix’s mission: unite MSPs and vendors to win more deals through aligned sales-and-marketing execution. Fornix operates as a fractional Channel Chief/CMO/CRO, bringing CEO-level discipline to planning, pipeline creation, and partner programs.

Ignacio outlined three common ways companies waste event spend—and how to fix them:

No strategy. Don’t exhibit to “use the budget.” Attend first if needed, verify audience fit, and set outcome KPIs tied to pipeline, not swag.

No pre-work. Coordinate sales + marketing, book meetings before wheels-up, and craft channel messaging (not just brand marketing).

No qualification. Replace mass badge scans (“trick-or-treaters”) with meaningful, scored conversations that feed a defined follow-up plan.

On execution, Fornix treats the booth like a live sales floor: pre-show training, clear roles, proactive outreach, and contingency logistics (“hand-carry” critical assets; ship early if needed). Their MSP Village model curates vendors, generates energy (headshots, video, panels), and centers everything on people and community—extended through intimate, ROI-driven dinners instead of costly, low-yield giveaways.

Post-show success starts before the show: lock the follow-up plan, owners, and timelines so cards don’t languish in a box. For channel teams, Ignacio stresses a simple, measurable funnel: 25 qualified conversations → 15 appointments → 10 closes, with remaining prospects nurtured.

Learn more at fornixmarketing.com.

“We’re the unmanaged service provider—we don’t want to do what MSPs do. We provide the infrastructure so they can grow,” says Andrew Natour of Leaseweb USA.

At the MSP Summit in Orlando, Doug Green, Publisher of Technology Reseller News, sat down with Tim Mandell and Andrew Natour to discuss how Leaseweb partners with MSPs to deliver flexible, scalable infrastructure without requiring massive CapEx investments.

Leaseweb, a Dutch-based global cloud infrastructure provider with 28 data centers worldwide (nine in the U.S.), works across industries—from gaming and retail to SaaS, ad tech, and AI. But for Mandell and Natour, MSPs are a uniquely strategic partner. “We want to take the journey with them,” Mandell explained. “We provide the infrastructure, they deliver the managed services. It’s a true symbiotic relationship.”

By offering options ranging from dedicated hardware to virtual private servers, colocation, and cloud services, Leaseweb enables MSPs to scale as client needs evolve. Their reseller model also allows partners to generate new revenue streams while maintaining customer ownership.

For MSPs, the message is clear: focus on what you do best, while Leaseweb supplies the infrastructure backbone. Or as Natour put it: “We can frame the house, furnish it, or leave it unfurnished. The choice is yours.”

Learn more at leaseweb.com.

“Technology is just a tool—we help businesses maximize its use and apply AI correctly to drive efficiency,” says Mahmud Khan of CMIT Solutions.

At the MSP Summit in Orlando, Doug Green, Publisher of Technology Reseller News, sat down with Khan, who recently launched CMIT Solutions of Greater Burlington, New Jersey. As a new franchise owner, Khan is tapping into CMIT’s national resources—over 260 locations and 9,000 technicians—to deliver enterprise-grade IT services with a local touch.

Khan’s practice focuses on small to mid-sized businesses, from real estate firms to health clinics, supporting environments from just a few endpoints up to 100 devices. His mission is to help clients optimize their IT investments, secure their networks, and embrace AI for business process improvements.

Attending MSP Summit as both a learner and participant, Khan highlighted the value of sessions on AI applications and the connections made in the exhibit hall. “We came away with new knowledge and new vendor relationships that we can put into action immediately,” he noted.

By combining the scale of CMIT’s national network with on-the-ground service in Burlington County, Khan says his franchise is positioned to help local organizations navigate rapid technological change.

Learn more at cmitsolutions.com.

“Noncompliance isn’t just risky—it can mean lost licenses, lost trust, and lost business,” says Joe Garner of dmarcian.

At the MSP Summit in Orlando, Doug Green, Publisher of Technology Reseller News, caught up with Garner and colleague Billy Muldoon to discuss why DMARC—the standard for authenticating email—should be a top priority for MSPs and their clients.

Founded by Tim Draegen, the primary author of DMARC, dmarcian’s mission is to spread adoption of the open standard across the email ecosystem. DMARC builds on earlier protocols (SPF and DKIM) by providing visibility, daily reports, and strong policy enforcement—giving organizations the ability to stop phishing and spoofing attacks at the domain level.

For MSPs, the opportunity is clear: DMARC not only protects customer brands but also creates billable project work and recurring revenue streams. By moving client domains from “none” to “reject” policies, MSPs can deliver compliance, reduce support tickets, and demonstrate measurable value.

Muldoon emphasized that while AI dominates industry headlines, DNS and email remain critical points of vulnerability. “Email is still the biggest attack vector,” he said. “MSPs can’t overlook DMARC—it’s both a defensive necessity and a revenue opportunity.”

With Google, Yahoo, and now Microsoft requiring DMARC alignment for bulk senders, enterprises must act or risk delivery failures. dmarcian provides MSPs with the tools to visualize mail streams, track compliance, and guide customers through the journey to strong DMARC policies.

Learn more at dmarcian.com.

“CRM shouldn’t suck—but for too many companies, it does,” says Christopher Smith, Founder of Empellor CRM. “The good news is, when implemented correctly, it can finally deliver on its promise of productivity.”

At the MSP Summit in Orlando, Doug Green, Publisher of Technology Reseller News, spoke with Smith about why so many organizations feel burdened by CRM systems—and how Empellor CRM helps MSPs and their customers unlock real value.

Smith, who has spent nearly 20 years implementing CRM, explained that the technology itself isn’t the problem. Instead, it’s often misaligned with business goals, poorly integrated, and treated as a silo. Sales teams end up spending hours entering data that benefits leadership reporting, but not the seller—leading to widespread frustration and weak ROI.

To address this, Smith authored the book CRM Shouldn’t Suck and is giving away 2,000 copies to help businesses “unsuck” their CRM strategies. His approach emphasizes aligning CRM with strategic goals, cleaning data, and tailoring implementations to real business needs.

Smith pointed to Microsoft Dynamics 365, integrated with Copilot AI, as the platform that is finally delivering on CRM’s original promise. Features like automated meeting summaries, instant follow-up emails, and task creation free sales teams from hours of manual updates, enabling them to focus on relationships and revenue growth.

“CRM is finally able to deliver on its promise of improved productivity,” Smith said. “With Dynamics 365 and Copilot, nothing falls through the cracks—and salespeople get their evenings back.”

Learn more at empellorcrm.com.

“Noncompliance in certain cases is not an option—and it can put a company out of business,” says Rick Mancinelli, CEO of C3 Complete.

At the MSP Summit in Orlando, Doug Green, Publisher of Technology Reseller News, sat down with Mancinelli and Shash Patel, VP at C3 Complete, to discuss why compliance has become one of the most pressing challenges—and opportunities—for MSPs.

C3 Complete is a multifaceted service provider offering cloud, managed services, connectivity, security, and compliance solutions. Their team is seeing heightened demand across industries as regulators tighten rules, from HIPAA and FINRA to SOC 2, PCI, FTC mandates, and FCC enforcement actions like Section 214. “Just this year, more than 1,200 carriers lost their licenses for non-compliance,” Mancinelli noted.

For MSPs, compliance represents both risk and reward. Clients—whether healthcare clinics, financial institutions, or telcos—need guidance to navigate ever-changing requirements. MSPs that avoid compliance conversations risk losing trusted relationships, while those that embrace compliance can differentiate and grow. “It’s a pain point clients can’t ignore,” Patel explained. “If you can’t help them, they’ll find someone who can—and that puts your entire customer relationship at risk.”

C3 approaches compliance as a long-term risk management engagement, blending vCISO services, assessments, penetration testing, and vulnerability management with hands-on guidance to mature client processes over 12 to 36 months. The payoff goes beyond passing audits: compliance maturity strengthens security, opens new recurring revenue streams, and deepens MSP-client trust.

“The opportunity right now is huge,” Patel emphasized. “Compliance isn’t stagnant—it’s evolving every day. That makes this the right time for MSPs to partner and deliver real value.”

Learn more at c3-complete.com.

“Left of boom cybersecurity doesn’t have to be overwhelming—and we’re here to help,” says Nett Lynch, CISO at Kraft Kennedy and Emperor of Legion.

At the MSP Summit in Orlando, Doug Green, Publisher of Technology Reseller News, spoke with Lynch about Legion, a new division of Kraft Kennedy dedicated to helping MSPs deliver enterprise-grade security services without the cost of building them in-house.

Kraft Kennedy, founded in 1988, has long specialized in IT for the legal sector. Legion extends that expertise to the broader MSP community, offering services such as vCISO, assessments, and penetration testing. The goal: to fill the knowledge and compliance gaps that many small and mid-sized MSPs face while letting them retain focus on their core IT services.

Lynch, drawing on 30 years in IT and two decades in the MSP space, stressed that MSPs don’t need to reinvent the wheel to provide strategic security. Through partnerships, Legion enables MSPs to deliver more value to clients, while also maturing their own operations. “Clients don’t get excited about tools,” he explained. “They care about how technology aligns with business outcomes.”

By making high-level security expertise accessible and digestible, Legion helps MSPs protect customers, open new recurring revenue opportunities, and build long-term trust.

Learn more at kraftkennedy.com or connect with Nett Lynch on LinkedIn.

“We complete your portfolio—but never compete with your secret sauce,” says Raul Garrido, Director of Sales & Implementation at C3 Complete.

At the MSP Summit in Orlando, Doug Green, Publisher of Technology Reseller News, spoke with Garrido and Darin Gull, Director of Business Development, about how C3 helps MSPs strengthen their offerings while preserving customer relationships.

C3 Complete provides voice and collaboration, managed services, private cloud, and increasingly, advanced security solutions such as vCISO services and pre-compliance readiness. Their approach is built on partnership: MSPs retain ownership of customer relationships, while C3 provides the expertise and services needed to fill gaps and create recurring revenue streams.

“We help MSPs monetize what they may not be able to do on their own,” Gull explained. “It’s always a win-win-win for the partner, the customer, and C3.” The team emphasized that empathy, listening, and tailored solutions are at the core of their model. Rather than pushing standard SKUs, C3 designs bespoke solutions for each customer’s unique challenges.

With a strong focus on relationships and culture, Garrido and Gull stressed that C3 is not about being flashy—it’s about building trust, solving problems, and helping MSPs thrive in uncertain economic times. “AI may be powerful, but it will never replace human empathy,” Gull added. “That’s what defines C3.”

Learn more at c3-complete.com.