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Insights from Channel Leaders

Overcoming Challenges in the MSP World: Insights from Channel Leaders

In a recent panel discussion, three channel leaders and successful entrepreneurs, James Hwang, Joshua Skeens, and Greg Zolkos, shared their insights and experiences in the channel industry. The conversation revolved around various topics, including their entrepreneurial journeys, challenges in the channel, and the future of talent needs. This blog post summarizes the key points discussed during the panel and highlights the important takeaways.

James, the CEO of OnePath, emphasized the need for organic growth in the MSP (Managed Services Provider) industry. While acquisitions and divestitures can be beneficial, organic growth is often overlooked. James stressed the importance of leveraging AI and building strong relationships with vendors, partners, and referrals to foster organic growth.

Joshua, from the logically team, highlighted the cultural challenges that arise after mergers and acquisitions. When different businesses with diverse cultures come together, aligning them becomes crucial. Joshua emphasized the significance of transparent communication, education, and shared core values to unify the company culture.

Greg, the founder of Atlas Professional Services, shared his unique journey from being a dairy farmer to an MSP owner. He discussed the difficulty of finding and retaining talent, particularly in a desirable location like Florida. Greg mentioned the importance of strategic vendor relationships and creative approaches to overcome talent challenges.

The panelists agreed that talent acquisition and retention are critical issues in the channel industry. As the market becomes more competitive, finding skilled professionals with the right expertise is increasingly challenging. They highlighted the need for strategic vendor partnerships and negotiations to attract and retain top talent.

In terms of hard skills, the panelists emphasized the importance of technical proficiency, particularly in areas like cybersecurity. With the evolving landscape of technology and cybersecurity threats, MSPs need to invest in continuous learning and skill development to stay ahead.

Based on the insights shared by James, Joshua, and Greg, it is evident that organic growth, cultural alignment, and talent acquisition are key challenges in the channel industry. To overcome these obstacles, entrepreneurs must focus on building strong relationships, fostering a unified company culture, and implementing strategic talent acquisition strategies.

Overall, this panel discussion provided valuable insights for channel leaders and aspiring entrepreneurs. By addressing these challenges head-on and staying adaptable in a rapidly changing industry, businesses can position themselves for long-term success.


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“Sunny’s Silver Linings” is a top MSP channel podcast hosted by the CEO of IT By Design, Sunny Kaila. Sunny and his guests cover a wide range of MSP- and talent-based topics, including leadership, corporate culture, MSP services, cybersecurity, customer service, talent growth and retention, and strategies to achieve success in the channel. Listen now to take your business to the next level!

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With more than two decades of experience as a technology services provider—first as an MSP, and then for MSPs—IT By Design (ITBD) helps clients navigate the volatile technical landscape. As the authority on MSP-trained technical talent, it understands the challenges its customers face when recruiting team members. ITBD addresses those issues through many solutions: dedicated staffing, 24x7x365 NOC services, helpdesk solutions, RMM virtual admin, vCIO consulting, security, employee and client engagement software, and professional services. ITBD is headquartered in New Jersey and has facilities in India and the Philippines.

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