Telecom Reseller / Technology Reseller News

“Start tinkering. You’ve got to start somewhere—and now is the time,” says Jacci Robinson, Vice President – Go-to-Market & Growth (North America) at Anunta.

At the MSP Summit in Orlando, Doug Green, Publisher of Technology Reseller News, sat down with Robinson after her panel appearance to discuss how MSPs can begin their AI journey. She noted that many providers are unsure where to start with AI adoption, but waiting is not an option. By experimenting with existing tools, cleaning up data, and testing small internal projects, MSPs can build the foundation for AI-driven efficiency.

Robinson emphasized that the most successful use cases to date have come from operations—not flashy product launches. By automating back-office tasks, MSPs can reclaim hours of productivity, uncover hidden revenue opportunities, and prepare their organizations for larger AI-driven transformation. “Be customer zero,” she advised, urging MSPs to apply AI internally before bringing solutions to clients.

She also highlighted Anunta’s unique approach to digital employee experience. Their service-as-a-software platform uses AI agents to simulate a war room, pulling in data from network, infrastructure, and desktop tools to resolve issues in real time—often before end users even notice a problem. This “zero-incident framework” lowers ticket volumes and reduces operational costs for both MSPs and their customers.

“AI isn’t just a toolset—it’s a mindset,” Robinson said. “It’s about reframing growth, not by adding headcount, but by leveraging technology to deliver more with less.”

Learn more at anuntatech.com.

“Organizations spend heavily on prevention, but incidents still happen. What makes the difference is how well you respond—and you can’t do that by flipping through a 50-page Word document,” says Noam Morginstin, CEO and Co-Founder of Exigence.

At the MSP Summit in Orlando, Doug Green, Publisher of Technology Reseller News, sat down with Morginstin to discuss how Exigence helps enterprises and MSPs shift from static documents to a dynamic, platform-based approach to incident readiness.

Exigence provides organizations with the ability to build, practice, and execute cybersecurity incident response plans—as well as broader crisis plans such as disaster recovery or business continuity. For MSPs, the company offers a multi-tenant platform with ready-to-use templates and tabletop scenarios, making it simple to onboard clients and provide ongoing value.

Morginstin stressed that effective incident response requires three steps:

Create a plan.

Practice it through tabletop exercises.

Execute it when an incident occurs.

By moving this entire lifecycle onto a platform, MSPs can eliminate outdated or inaccessible documents, improve client preparedness, and create a scalable, profitable service offering.

“The hackers don’t discriminate between large and small companies,” Morginstin explained. “Every business needs to be prepared to respond efficiently when—not if—an incident occurs.”

Learn more at exigence.io.

“You can find out what your MSP is worth in just 15 seconds,” says Paul Daigle of Biz Advisory Board. “Our evaluator benchmarks your business against peers and shows where you can grow and how to position for acquisition.”

At the MSP Summit in Orlando, Doug Green, Publisher of Technology Reseller News, sat down with Daigle moments after his standing-room-only, three-hour session on mergers and acquisitions. Daigle explained how the Biz Advisory Board’s MSP Business Evaluator and Accelerator helps owners measure themselves against best-in-class peers, identify gaps, and create strategies to “level up” across 72 key business functions—from marketing and HR to cybersecurity and finance.

The model not only helps MSPs break through growth ceilings but also prepares them for successful exits. By showing where an MSP stands compared to others in its revenue group, the evaluator highlights the steps needed to increase valuation and attract buyers. Daigle emphasized that private equity firms, strategic buyers, and financial buyers all use similar benchmarks, making it critical for MSPs to align their operations before entering M&A discussions.

He also highlighted the role of AI in shaping valuations. Smaller MSPs can increase EBITDA by replacing entry-level technicians with AI-driven efficiencies, while larger MSPs can scale without additional headcount—both strategies boosting profitability and acquisition appeal.

With a growing newsletter following and active LinkedIn presence, Daigle shares weekly insights for MSPs seeking to grow or prepare for sale. “There’s no two MSPs alike,” he noted. “But every MSP can accelerate growth and maximize value if they measure themselves and take action.”

Learn more at bizadvisoryboard.com.

“AI is a break point for everybody, not only in Latin America, but the entire world. We need to relearn technology—and keep learning,” says Annerys Rosario, founder of NextGen AI Business Consulting.

At the MSP Summit in Orlando, Doug Green, Publisher of Technology Reseller News, spoke with Rosario about her mission to help organizations strengthen leadership, streamline operations, and embrace AI transformation. Based in Miami, she brings a unique dual focus: guiding companies through AI adoption while addressing the technology gap across Latin American and Hispanic markets.

Rosario explained that what sets her apart is a hands-on, bilingual approach. Rather than simply advising on tools, she works alongside businesses, learning the technologies they implement to deliver deeper support. This personalized approach allows her to train teams in both English and Spanish, making AI more accessible to communities that have traditionally been underserved in the technology space.

With a background in broadcasting and years of experience in the Hispanic industry, Rosario is now channeling her expertise into expanding AI adoption across Central America, South America, and the Caribbean. She sees AI not as an option, but as a necessity for businesses everywhere to remain competitive and prosperous.

Learn more by connecting with Annerys Rosario on LinkedIn.

“We save about 70% to 80% of the time it takes to enter an RFP,” says Edouard Reinach, CEO of Trampoline. “It becomes a much better gamble if it’s just eight hours instead of 40.”

At the MSP Summit in Orlando, Doug Green, Publisher of Technology Reseller News, sat down with Reinach to discuss how Trampoline is transforming the way MSPs tackle one of their least favorite tasks: responding to RFPs. By using AI-powered automation, Trampoline helps service providers quickly scope projects, generate accurate proposals, and protect margins—all while reducing the burden on pre-sales teams.

Reinach explained that Trampoline not only accelerates response times but also improves accuracy by automatically building a knowledge base from previous work. The platform even includes a “go/no-go” tool that evaluates the fit of an RFP before teams invest time, giving MSPs the confidence to pursue the right opportunities without burning resources.

Already supporting customers in Europe, India, and North America, Trampoline is looking to expand its U.S. footprint, with Reinach using the MSP Summit as an opportunity to connect with more providers and showcase how AI can eliminate late nights and tedious manual processes from the RFP cycle.

Learn more at trampoline.ai.

“DTEN is the best-kept secret in all-in-one conference rooms for Teams and Zoom,” says Bennett Bauer, Account Executive, Distribution at DTEN, in an interview with Doug Green, Publisher of Technology Reseller News, during ScanSource Partner First.

Bauer explained how DTEN’s all-in-one capacitive touch panels streamline the deployment of collaboration spaces. Available in 55- and 75-inch sizes, the modular systems are designed for easy installation—mountable on walls or carts, requiring only power and network connectivity. The panels are repairable in the field and supported by Orbit, DTEN’s software management console, which enables enterprises and MSPs to monitor, manage, and service devices remotely.

DTEN also showcased its AV Bar, a flexible video and audio solution that works with any off-the-shelf display. Featuring patented camera technology with a built-in gyroscope, the AV Bar automatically adjusts orientation and ensures high-quality audio and video. Its AI-assisted microphone arrays and cameras adapt dynamically to room size, participant movement, and voice levels, delivering an inclusive meeting experience across huddle rooms, classrooms, and large conference spaces.

What sets DTEN apart in a competitive market, Bauer noted, is its simplicity, cost efficiency, and strong partner economics. The solutions empower IT resellers—without deep pro-AV expertise—to expand into meeting room deployments while benefiting from attractive margins and double deal registration incentives.

Founded in partnership with Zoom and now fully certified with both Zoom Rooms and Microsoft Teams Rooms, DTEN continues to scale its offerings to meet enterprise collaboration demands.

For more information, visit dten.com.

“Segmentation is powerful, but complexity is the enemy of reliability. That’s why resilience has to be part of the zero-trust conversation.” — Mitch Densley, Principal Solutions Architect, Opengear

Mitch Densley, Principal Solutions Architect at Opengear, joined Doug Green, Publisher of Technology Reseller News, to explore why Zero Trust cannot stand alone—and how organizations can achieve true resilience with Smart Out-of-Band™ management.

With deep expertise in cybersecurity and network architecture, Densley is known for turning complex security concepts into practical strategies. He frequently speaks on securing AI and GenAI environments, highlighting the unique demands of today’s computing landscape.

Defining Zero Trust

Densley framed Zero Trust as the “evolution of defense in depth”—breaking flat networks into smaller, segmented zones to limit the blast radius of breaches or misconfigurations. “It’s like shrinking a room full of tinder into smaller compartments with fireproof doors,” he explained. But he emphasized that segmentation alone increases complexity, which can compromise reliability and availability.

Why Zero Trust is Only Half the Solution

“When critical segments fail, access to shared services like authentication may be lost, effectively bringing everything down,” Densley said. Zero Trust reduces exposure, but without resilience, organizations remain vulnerable to outages caused by malware, insider threats, or human error.

Opengear’s Smart Out-of-Band Approach

Opengear closes this gap with Smart Out-of-Band™ (Smart OOB), a secure management plane independent of the production network. Combined with cellular failover, Smart OOB ensures:

Continuous access during outages or breaches

Remote investigation, forensics, and remediation without waiting for on-site staff

Logging and visibility even when the production network is unavailable

“Instead of putting people in cars or planes, you remote in through Opengear and put hands on the keyboard instantly,” Densley said.

Real-World Impact

Densley recounted a global cybersecurity incident where Opengear customers were able to isolate compromised systems, collect forensic data, and redeploy devices remotely. For those without out-of-band access, outages stretched into days or weeks. “Getting breached happens. Rarely will you be blamed for that alone,” he noted. “It’s how quickly and effectively you respond that separates the prepared from the unprepared.”

Enabling SD-WAN Rollouts

Opengear also simplifies SD-WAN deployments. Without out-of-band visibility, teams are left “crossing their fingers” during cutovers. With Smart OOB, engineers can make small configuration changes remotely, turning multi-day rollout challenges into minutes-long adjustments.

The Bottom Line

Zero Trust remains a vital pillar of security, but on its own it does not guarantee resilience. By pairing segmentation with Smart Out-of-Band management, organizations can contain threats while ensuring they can respond quickly and effectively to any outage or breach.

Learn more about Opengear’s approach at opengear.com.

“Voice is back—and with AI, network APIs, and VCons, we’re moving from channels to intelligent engagement.” — Kevin Nethercott & Rob Kurver, CPaaS Acceleration Alliance

Kevin Nethercott and Rob Kurver of the CPaaS Acceleration Alliance (CPaaSAA) joined Doug Green, Publisher of Technology Reseller News, to preview their Member Summit in Amsterdam, September 22–24 and to chart where programmable communications is headed next.

Born from messaging (SMS/A2P), CPaaS now spans voice, video, UCaaS/CCaaS integrations, and carrier network APIs. With AI and the emerging VCon standard (an IETF effort to containerize conversational data across voice, chat, email, and web), CPaaSAA frames the industry’s North Star as “intelligent engagement”—outcomes-focused solutions that unify channels, data, and automation.

Alliance momentum & event focus

120+ member companies across platforms and operators; ~50 speakers from 20+ countries; curated, senior-level audience.

Launch of a Case Directory (120+ commercially available use cases) organized by vertical and region, reflecting where buyers are actually seeing ROI.

Publication of the State of CPaaS insights and formation of a VCon working group to accelerate standards adoption and go-to-market patterns.

Partnerships highlighted with GSMA and the VCon Foundation.

Why this matters now

With pandemic-era “Zoom times” behind us, the market is prioritizing profitability and stickiness. CPaaS winners are moving beyond horizontal APIs to verticalized, regulated, and region-specific applications. Example: a Redisys operator solution that uses AI in the core network to improve call intelligibility for people who are hard of hearing—a high-value, retention-friendly use case affecting ~15–18% of users.

Takeaways for enterprises and partners

Monetize voice again: AI + VCons make conversations machine-usable, improving CX and analytics.

Differentiate with network APIs: Security, identity, and authentication services move CPaaS beyond messaging.

Build for outcomes: Package solutions by industry and locality; not everything works everywhere the same way.

Standardize the data layer: VCons are poised to do for conversations what SIP did for signaling.

For membership and summit details, visit cpaasaa.com

“XSponse is a full ecosystem built on a network-based system using PoE and BLE technology,” says Blake Albertsen, VP of Sales at XSponse, in an interview with Doug Green, Publisher of Technology Reseller News, during ScanSource Partner First.

Albertsen highlighted XSponse’s integrated security and communications platform, which combines wearable technology, wall-mounted devices, and advanced detection capabilities. The ecosystem is designed for deployment in schools, hospitals, corrections, hospitality, and casinos, offering both large-scale and small-footprint solutions.

One key feature is XSponse’s wearable badge technology, which provides immediate safety alerts. With a triple-button press, the badge triggers LED and vibration feedback, sends alerts through the network, and can even dispatch 911 calls to on-site security officers. The devices also support full audio intercom functions and include built-in cameras with electromagnetic shutters for privacy.

XSponse extends beyond personal safety with unique environmental monitoring capabilities, including a vape detector that integrates into HVAC systems to identify vaping and other anomalies such as methane, carbon monoxide, and various toxins.

Albertsen emphasized that the system is designed to integrate directly into existing security infrastructures, giving organizations a robust, scalable platform to enhance safety, communication, and real-time incident response.

For more information, visit xsponse.com.

“At the core of my leadership style is people first,” says Casey Huffling, Senior Vice President of Specialty Technologies at ScanSource, in a conversation with Doug Green, Publisher of Technology Reseller News, during ScanSource Partner First.

Huffling oversees supplier and partner relationships in barcoding (AIDC), mobility, point of sale, and payments. He emphasized how ScanSource’s strategy extends beyond equipment sales to integrated solutions and services that deliver ongoing revenue opportunities.

A highlight at the conference was ScanSource’s new partner portal, launched to provide a single pane of glass for managing business with ScanSource. The portal enables partners to:

Pay invoices online

Track deal registrations and expirations

Monitor warehouse stock availability

Receive real-time pricing updates

Follow custom configuration services in real time, with a “Domino’s pizza tracker” style experience

This streamlined digital experience allows ScanSource sales teams to engage partners at a higher level, helping them capture more opportunities while improving ease of doing business.

Huffling also pointed to the convergence of collaboration, connectivity, and telecommunications, highlighting the Advantix acquisition and its telecom expense management (TEM) capabilities. AI is also influencing Specialty Technologies, particularly in rugged mobile computing for frontline workers, where data-driven insights enhance efficiency and decision-making.

Reflecting on his career and industry recognition, Huffling underscored leadership built on accountability, empowerment, and vulnerability. “Leaders can be the lid on growth. It’s about enabling your people,” he said.

For more information, visit scansource.com.