Telecom Reseller / Technology Reseller News

James Abercrombie breaks down the modern Acronis stack and the future of MSP enablement at GTIA ChannelCon

“You don’t know what you don’t know—just test it.” — James Abercrombie, Software Vendor Technology Evangelist, Acronis

At GTIA ChannelCon 2025, James Abercrombie of Acronis joined Technology Reseller News Publisher Doug Green to set the record straight: Acronis is no longer just a backup company. It’s a full-featured platform designed to help MSPs grow, secure, and streamline their businesses—without patching together solutions from multiple vendors.

“Acronis today means one console, one agent, one protection plan,” Abercrombie explained. In addition to backup and disaster recovery, the platform now includes remote monitoring and management (RMM), professional services automation (PSA), security, scripting, and deep integrations—all in one native environment.

This integrated approach, he argues, allows MSPs to improve technician efficiency, reduce overhead, and deliver seamless customer experiences. For new customer onboarding, Acronis even eliminates reboot requirements—allowing services to be deployed faster and revenue to be recognized sooner.

Abercrombie, a 20-year channel veteran and GTIA mentor, also discussed his work to support the next generation of MSPs through the Acronis Academy and MSP Academy. These programs provide real-world training to help MSPs break past growth plateaus and optimize marketing, support, and operations. “It’s not just about being an MSP—it’s about becoming a better MSP,” he said.

From solo sysadmins-turned-business-owners to enterprise providers seeking scalable security, Abercrombie’s message was clear: if you haven’t seen Acronis lately, it’s time to take another look.

To learn more, visit acronis.com.

Degly Mendez shares a human-centered MSP philosophy built on trust, patience, and long-term partnerships at GTIA ChannelCon

“No small business left behind.” — Degly Mendez, CEO, Avanzar IT Systems

At GTIA ChannelCon 2025, Degly Mendez, CEO of Avanzar IT Systems, joined Doug Green of Technology Reseller News for a powerful and personal conversation about empathy, leadership, and how MSPs can meaningfully support small businesses.

Avanzar IT Systems—Avanzar meaning “to move forward” in Spanish—specializes in serving small to medium-sized businesses across industries, including law firms, manufacturing, CPA offices, and real estate. But Mendez made clear that the company's mission is about more than just technology. “If we can help our clients move forward, we do it—whether they can afford it today or not.”

Rather than focus on quick wins or transactional revenue, Mendez advocates for building relationships rooted in empathy, trust, and a long-term vision. “These aren’t transactions,” he said. “These are partnerships that we hope will last years.”

As a proud member and leader within GTIA—serving on the Cybersecurity Executive Council, ISAO Advisory Group, and as a frequent speaker—Mendez echoed the inclusive spirit of ChannelCon, where companies big and small share the same 10x10 space and voice. “Everyone needs help. And everyone can provide it.”

With a guiding philosophy of “no small business left behind,” Mendez and Avanzar IT Systems are building a future where technology empowers—not excludes—businesses of all sizes.

To learn more, visit avanzaritsystems.com

Matt Horning shares the frontline MSP perspective from GTIA ChannelCon

“AI is the new shiny object—but if you’re not doing the basics, it becomes a threat vector, not a solution.” — Matt Horning, CEO, Blue Tree Technology

At GTIA ChannelCon 2025, Doug Green, Publisher of Technology Reseller News, sat down with Matt Horning, CEO of Kansas City-based MSP Blue Tree Technology, to capture the real-world experience of a managed service provider navigating AI hype, cybersecurity challenges, and industry fundamentals.

Horning, whose firm serves clients across six states, shared that while Blue Tree is actively exploring AI for clients, the technology still feels like a beta product. “We’re being pulled into AI,” Horning said. “Clients are asking for it, and we want to provide value—but it has to be aligned with our standards of excellence. No vaporware.”

While AI dominated many sessions at ChannelCon, Horning pointed to the renewed emphasis on foundational practices—like patching, firewalling, and compliance—as the most valuable insight. “If you don’t have the basics right, AI just adds risk.”

Blue Tree Technology is known for its high standards and measured approach to emerging tech. At events like ChannelCon, Horning finds value not just in the content, but in the community of like-minded MSPs who are solving real-world problems—not just chasing the latest trend.

To learn more, visit BlueTreeTechnology.com.

Daniel Maynard champions relationship-driven growth and real-world cyber readiness at GTIA ChannelCon

“Today, people don’t Google a solution—they call someone they trust.” — Daniel Maynard, Director, Strategic Partnerships, DeepSeas

At GTIA ChannelCon 2025, Daniel Maynard of DeepSeas joined Doug Green, Publisher of Technology Reseller News, for a thought-provoking conversation on the shift from transactional selling to trust-based influence—and what that means for cybersecurity partnerships today.

DeepSeas is a comprehensive cybersecurity firm that helps organizations assess where they are on their security journey and builds customized roadmaps to reduce risk and improve resilience. Its services span governance, MDR, and offensive security tools like vulnerability assessments and penetration testing.

But it was a book, not a tech stack, that anchored this discussion. Maynard introduced Nearbound by Jared Fuller—a playbook for winning in the “who economy,” where buyers prioritize recommendations from people they trust over product specs and search engines.

Maynard described a real-life example of this principle in action: A major client preparing for an IPO sought cybersecurity guidance not from a web search, but through a trusted network of consultants and partners—ultimately leading them to DeepSeas.

“The new buying motion is all about credibility and relationships,” Maynard explained. “It’s not about how they find a product. It’s about who they trust.”

For channel leaders and MSPs, this shift underscores the importance of relationship-building, reliability, and reputation—key tenets for thriving in a referral-first world.

To learn more about DeepSeas cybersecurity solutions, visit deepseas.com.

Executive council member shares how GTIA empowers managed services professionals at ChannelCon 2025

“It’s not a good day unless you learn something new.” — Christopher Infante, Chair, Managed Services Community, GTIA

Podcasting from GTIA’s ChannelCon 2025, Doug Green of Technology Reseller News sat down with Christopher Infante, Executive Council Member of GTIA and Chair of its Managed Services Community, to explore how the association is reshaping opportunity and education for MSPs around the world.

Infante, who manages Forward Edge, an education-focused MSP with over 130 employees, emphasized the importance of GTIA as a “channel connector”—bringing together MSPs, vendors, and IT professionals to elevate the entire industry through collaboration, community, and shared learning.

This year’s ChannelCon marked the first official event under the GTIA brand, and according to Infante, the energy was unlike anything he’s seen at other conferences. “There’s more excitement here… people are chomping at the bit to see what’s coming next.”

One of those “nexts,” Infante revealed, is a forthcoming educational program tailored to newcomers and veterans alike—designed to demystify the channel and onboard professionals from any starting point.

GTIA also supports MSP growth with ongoing meetups and certifications like the Cybersecurity Trustmark, helping members elevate their practices and demonstrate trust to clients. For Infante personally, the conference delivered insight on trending topics such as AI implementation, governance, and ethical usage—as well as practical takeaways from keynote speaker Kim Scott, author of Radical Candor.

When asked why MSPs should get involved, Infante didn’t hesitate: “You’ll surround yourself with people who want to grow—not just in their business, but in their community. And that’s transformational.”

To learn more or get involved, visit gtia.org.

Ameet Dhillon explains why the BIOS layer is the next cybersecurity frontier at GTIA ChannelCon

“You protect the OS and application layer—why not protect the BIOS that launches them?” — Ameet Dhillon, FirmGuard by Phoenix

At GTIA ChannelCon 2025, Ameet Dhillon of FirmGuard joined Doug Green, Publisher of Technology Reseller News, to introduce a vital but often overlooked part of the MSP security stack: remote BIOS management.

FirmGuard, a solution by Phoenix Technologies, allows MSPs to remotely update, configure, and monitor BIOS firmware across mixed hardware environments—Dell, HP, Lenovo, and more. “Most MSPs know BIOS is critical,” Dhillon explained, “but they lack an efficient, cross-manufacturer way to manage it.”

As endpoint protection at the OS and application levels improves, attackers have begun targeting the firmware layer below the operating system. Agencies like CISA have issued warnings that BIOS vulnerabilities are an emerging threat vector—and FirmGuard is built to fill that gap.

With FirmGuard, MSPs gain immediate visibility into BIOS vulnerabilities, outdated firmware, and legacy-mode systems that may need replacement. The platform operates fully remotely, eliminating truck rolls and improving technician efficiency.

At just $1.50 per endpoint per month, FirmGuard’s pricing makes it easy for MSPs to add to their security offering while preserving margin.

“We’re not just a monitoring tool,” Dhillon emphasized. “We give MSPs actionable insight—and the ability to act.”

To learn more or request access to the MSP program, visit firmguard.com.

Steve Copeland on empowering the channel with portable, multi-carrier connectivity at GTIA ChannelCon

“We’re built by an MSP—for MSPs.” — Steve Copeland, RYTHMz

At GTIA’s ChannelCon 2025, Steve Copeland, CEO of RYTHMz, sat down with Technology Reseller News Publisher Doug Green to share how his company is redefining connectivity with a turnkey solution: Internet in a Box. Purpose-built for MSPs, public safety, and event deployment, the ruggedized, multi-carrier platform offers rapid, portable internet anywhere—and opens the door to new recurring revenue opportunities.

RYTHMz’s solution was born from a real-world need. After fixing a mission-critical outage at a VIP event in Beverly Hills, Copeland began prototyping a compact, field-ready internet kit that MSPs could deploy at concerts, libraries, hospitals, schools, and beyond. Today, the system supports 5G bonding across Verizon, T-Mobile, and AT&T networks with real-time failover for uptime-critical operations—from POS systems at Comic-Con to disaster response at a public library following a fiber outage.

“Our partners have deployed these at Coldplay concerts, ESPN live broadcasts, fiber installation fleets, and charter schools,” Copeland said. “If your customer can’t go down, we’re the ‘new internet’ they need.”

RYTHMz solutions start at $295/month, with channel partners renting or bundling the hardware to deliver high-availability connectivity without CAPEX. The platform offers both revenue protection and continuity—especially for MSPs who are already fielding outage-related calls without compensation.

“We’re already taking the calls. Why not get paid for them?” Copeland asks.

As a longtime member of the MSP community, Copeland closed with a message about mentorship: “Grab someone and teach. We’ve got to pass this knowledge down.”

To learn more about RYTHMz, visit rythmz.com.

Dan Wensley outlines GTIA’s bold vision for a member-driven, globally connected IT channel

“We’re here to support and help the IT channel grow... and provide a level playing field community.” — Dan Wensley, GTIA

In a milestone interview recorded live at the inaugural GTIA ChannelCon 2025, Dan Wensley, CEO of the Global Technology Industry Association (GTIA), joined Doug Green, Publisher of Technology Reseller News, to discuss the organization’s renewed mission, global scope, and member-first model.

Wensley shared that GTIA emerged from the historic CompTIA organization after the divestiture of its training and certification business. What remains is a sharpened focus on the channel—vendors, distributors, ITSPs, MSPs, and professionals—built around community, education, advocacy, and advancement.

“This is a new brand, a new image, and a new vision,” said Wensley. “We’re not here to sell certifications—we’re here to serve the channel.”

GTIA’s newly structured events, like ChannelCon, offer equal opportunity to all participants regardless of company size. “This is not pay to play,” Wensley emphasized. “Every exhibitor gets the same booth, and every member pays virtually the same amount to participate.”

The 2025 conference featured AI and cybersecurity content, but Wensley was deliberate in ensuring AI wasn’t allowed to dominate every conversation. “Our members told us they still have businesses to run, so our programming reflects that.”

GTIA’s global ambition is more than just a name. With members in over 150 countries and expanding regional communities, GTIA is becoming a global hub for thought leadership, networking, and shared best practices. With events already planned for Indonesia, Australia, and a return to the UK, the association is scaling its reach alongside its renewed mission.

Wensley closed with a call to action: “If you’re in the IT services industry, join us. Let’s grow this channel together.”

To learn more or become a member, visit gtia.org.

Angelo Simao explains how MSPs can scale smarter with on-demand IT labor at GTIA ChannelCon

“Don’t go it alone… Let us fill those gaps.” — Angelo Simao, F2OnSite

At GTIA’s ChannelCon 2025 in Nashville, Angelo Simao, COO of F2OnSite, joined Technology Reseller News Publisher Doug Green to discuss a critical and often overlooked challenge in the channel: how to deliver IT services beyond your geographic footprint without the HR burden.

F2OnSite offers “Labor as a Service”—a flexible and scalable solution for MSPs, system integrators, and large IT vendors that need expert hands and feet in the field, whether across the country or across hundreds of client sites. “Instead of flying your team across states, you call us,” said Simao. “We’ve been building a national technician network since 2007.”

The model enables MSPs to extend their reach and capabilities without maintaining an in-house bench or enduring the cost and complexity of screening new talent for every job. With a vetted pool of thousands of technicians and hundreds of active W-2 staff, F2OnSite can deploy the right resource—by skill, region, and even environment fit—whether it’s a single emergency call or a 600-site desktop rollout.

“We’re the silent partner,” Simao noted. “You may never see us, but we’re helping you scale smarter.”

As the labor market continues to tighten and IT skills become increasingly specialized, Simao urged MSPs to rethink how they handle project delivery and service calls. “Nobody can do it all. And when you're flooded with resumes and time is tight, we can help you focus on execution, not recruitment.”

To learn more about how F2OnSite supports MSPs nationwide, visit f2onsite.com.

Alberto Francis champions end-user empathy, proactive insights, and monetization at GTIA ChannelCon

“I heart Service Desk.” — Alberto Francis, President & CEO, Black Birch Group

At ChannelCon 2025, hosted by GTIA in Nashville, Alberto Francis of Black Birch Group sat down with Doug Green, Publisher of Technology Reseller News, to deliver a bold and unexpected message: the service desk deserves more love—and attention as a growth driver.

Francis, a self-described “talker” with a background in financial services IT, explained how his passion for human connection led him to build a company centered on crafting customized service desk experiences for MSPs. “It’s the one place users interact with us daily,” said Francis. “It should be loved 24/7.”

According to Francis, the service desk is an untapped source of business intelligence. “Why is it that 20 new user onboardings don’t trigger a conversation about growth?” he asked, citing missed opportunities for MSPs to proactively engage clients on automation, workflow efficiency, and scaling support. He envisions a smarter, more proactive desk that not only solves tickets but flags business trends before they reach the executive suite.

Black Birch Group’s approach is to build desks that deliver “white-glove” experiences with KPI strategies that go beyond vanity metrics. Instead of just measuring closure rates, Francis encourages MSPs to ask, “Are we collecting insights that drive business?”

His message to MSPs at ChannelCon: “Let’s start by talking. If we work together to improve the desk, opportunities will follow.” Francis believes that passion and proactive design can turn the service desk from a cost center into a strategic advantage.

To learn more, visit blackbirchgroup.com