In this episode of Channel Insider: Partner POV, host Katie Bavoso sits down once again with returning guest Terry Richardson, CRO of Blue Mantis , to unpack the company’s rapid expansion through strategic MSP acquisitions and its evolving business strategy. Richardson explains what impact he believes economic uncertainty in the U.S. will have on M&A through the rest of the year and into 2026

Richardson also shares insights into Blue Mantis' recent flurry of acquisitions in Q1 2025, and how the company is enhancing its cybersecurity, networking, and telecommunications offerings amid a distributed workforce - especially in some key "underserved markets."

🔹 Timestamps & Key Topics:

00:00 – Intro: Blue Mantis’ explosive M&A momentum

01:33 – Recent acquisitions: Why Vermont MSPs?

02:20 – M&A strategy post-recapitalization

03:36 – Integration playbook: Tech stack & onboarding success

06:09 – Investments in networking & telecom: What’s driving it?

08:30 – What customers can expect from Blue Mantis

10:45 – Serving underserved markets in New England & New York

12:30 – Industry verticals showing growth (finance, healthcare, manufacturing)

13:41 – Is Blue Mantis a platform MSP?

16:35 – Advice for MSPs preparing for acquisition

19:00 – How Blue Mantis chooses who and when to acquire

21:35 – Top tech trends for 2025: Zero trust, hybrid cloud, AI, and resilience

25:00 – Long-term impact of COVID-19 on IT strategy

27:35 – Leading in times of uncertainty: Tariffs, market fluctuation, and customer trust 3

0:14 – M&A trends in the channel: What’s next?

31:48 – Cloud success stories: Helping clients optimize cloud spend

35:18 – Pitfalls of ungoverned cloud deployments

36:35 – What’s next for Blue Mantis in 2025?

🎧 Available on YouTube, ChannelInsider.com, and podcast platforms. 👍 Don’t forget to like, subscribe, and follow for more expert insights from the IT channel world.

#MSP #ChannelInsider #BlueMantis #MergersAndAcquisitions #Cybersecurity #Telecom #CloudSpend #PartnerPOV #TechStrategy #KatieBavoso #PlatformMSP #ITChannel #Networking #ManagedServices #digitaltransformation

A new episode of Channel Insider: Partner POV is released every other Thursday.

Watch the interview on YouTube @ChannelInsider_NewsAndTrends

If you have questions for a featured solution provider or want to be a guest on the show, reach out to us at partnerpov@channelinsider.com

For more episodes of Channel Insider: Partner POV as well as written content on the IT channel, go to channelinsider.com

Connect with Channel Insider on LinkedIn.

Episodes of Channel Insider: Partner POV are hosted and produced by Katie Bavoso with help from Dana Sell, and edited by Ayen Alvarez and Katie Bavoso.

The cover art for Channel Insider: Partner POV was created by Aubri Ziegler. The opening and closing animations were made by Mackenzie Burke. The thumbnails for each episode are made by Brandon Cornwell.

Channel Insider: Partner POV is an asset of Channel Insider, which is a brand under TechnologyAdvice.

This collaboration brings edge computing into OTAVA’s portfolio of offerings for the first time—positioning the company to lead in cloud-to-edge transformation.

Watch as TJ shares how OTAVA identified the growing demand for edge solutions, how cultural alignment with Scale Computing helped seal the deal, and how it led to an exclusive three-way partnership with data protection giant Veeam.

🔸 00:00 – Intro & announcement of OTAVA’s new partnership with Scale Computing

🔸 01:13 – Why Scale Computing? Culture fit and aligning on innovation

🔸 03:29 – The growing demand for edge computing

🔸 07:06 – Market growth: Edge computing and data protection valuation

🔸 09:22 – Scale vs Broadcom/VMware: Strategy, cost & customer value

🔸 13:15 – OTAVA’s exclusive edge-focused partnership with Scale Computing

🔸 15:39 – The Veeam connection: Exclusive distribution partnership explained

🔸 18:18 – OTAVA becomes a Platinum Veeam partner

🔸 20:00 – OTAVA’s expanded role at Scale Computing Platform//2025

🔸 22:00 – Edge computing verticals: Retail, healthcare, finance & even the NFL

🔸 24:20 – Cost uncertainty, tariffs & helping customers budget smarter

🔸 28:00 – OTAVA’s Secure Framework & Secure Score explained

🔸 32:00 – How security conversations have matured in 2025

🔸 34:00 – What’s next for OTAVA + how customers can get involved

Whether you're an MSP, channel partner, or enterprise IT leader, this episode delivers actionable insights on adapting to shifting technology demands with agility, security, and smarter strategy.

A new episode of Channel Insider: Partner POV is released every other Thursday.

Watch the interview on YouTube @ChannelInsider_NewsAndTrends

If you have questions for a featured solution provider or want to be a guest on the show, reach out to us at partnerpov@channelinsider.com

For more episodes of Channel Insider: Partner POV as well as written content on the IT channel, go to channelinsider.com

Connect with Channel Insider on LinkedIn.

Episodes of Channel Insider: Partner POV are hosted and produced by Katie Bavoso with help from Dana Sell, and edited by Ayen Alvarez and Katie Bavoso.

The cover art for Channel Insider: Partner POV was created by Aubri Ziegler. The opening and closing animations were made by Mackenzie Burke. The thumbnails for each episode are made by Brandon Cornwell.

Channel Insider: Partner POV is an asset of Channel Insider, which is a brand under TechnologyAdvice.

Belinda previously spent three years at an MSP, and while she felt supported and seen there, she noticed this was not the norm in the greater partner ecosystem. Belinda dives into the real reasons women exit tech—career pauses, lack of flexibility, outdated job postings, and underrepresentation. She also introduces BouncePoint’s initiatives, including a training platform for upskilling women during career gaps and a certification program for companies striving to become welcoming and empowering workplaces for women.

If you're a woman in tech, a channel leader, or passionate about workforce diversity, this conversation is packed with valuable insight, resources, and inspiration.

🎯 Topics & Timecodes:
00:00 – Introduction to Belinda Yax and Bounce Point

02:01 – Why Belinda launched Bounce Point in 2025

03:52 – The declining number of women earning tech degrees

04:44 – Why women are leaving the tech industry at higher rates than men

06:14 – Challenges for women in the channel and MSP space

07:51 – The importance of women’s voices in shaping future tech

08:46 – How job descriptions may unintentionally deter women

10:30 – Resume gaps and hiring bias

12:13 – BouncePoint’s training platform to help women stay updated during leave

14:30 – Why non-technical roles still belong in tech

16:09 – Making the leap from a stable job to founding a nonprofit

18:10 – How to support BouncePoint (partners, funding, feedback)

20:42 – What women considering a return to tech need to hear

22:32 – Why gender diversity still matters in a “genderless” industry

24:50 – Women in leadership: why we need more and how to foster it

28:29 – How women in tech can mentor and lift others up

31:03 – Making channel events more inclusive (puppies included!)

35:09 – How to connect with BouncePoint and Belinda Yax

📌 Learn more at: https://bouncepoint.org

🔗 Connect with Belinda Yax: LinkedIn

🎧 Listen wherever you get your podcasts

📺 Subscribe to Channel Insider for more interviews like this

A new episode of Channel Insider: Partner POV is released every other Thursday.

Watch the interview on YouTube @ChannelInsider_NewsAndTrends

If you have questions for a featured solution provider or want to be a guest on the show, reach out to us at partnerpov@channelinsider.com

For more episodes of Channel Insider: Partner POV as well as written content on the IT channel, go to channelinsider.com

Connect with Channel Insider on LinkedIn.

Episodes of Channel Insider: Partner POV are hosted and produced by Katie Bavoso with help from Dana Sell, and edited by Ayen Alvarez and Katie Bavoso.

The cover art for Channel Insider: Partner POV was created by Aubri Ziegler. The opening and closing animations were made by Mackenzie Burke. The thumbnails for each episode are made by Brandon Cornwell.

Channel Insider: Partner POV is an asset of Channel Insider, which is a brand under TechnologyAdvice.

Learn how Eaton empowers its partners with industry-leading products and comprehensive support—from hands-on training and presales assessments to deal registration and marketing funds. Whether you're an experienced reseller or new to selling power solutions, Eaton provides the tools, teams, and resources to help you succeed.

📌 Topics & Time Codes:

00:00 – Introduction: The infrastructure profitability challenge

00:34 – Guest intro: Sami Hussaini from Eaton

00:57 – What’s driving customer buying habits in infrastructure

01:10 – Key trends: Lithium-ion UPS & cybersecurity

02:09 – How solution providers can profit from lithium-ion UPS

02:57 – Top verticals for lithium-ion UPS: K–12, healthcare, enterprise

03:53 – Tools Eaton provides partners: battle cards, full solution support

04:12 – Growing your business with Eaton's partner-first approach

05:00 – Eaton’s one-stop-shop solutions with Tripp Lite acquisition

05:30 – Can new resellers succeed with Eaton? Yes—here’s how

06:23 – What’s next: New UPS product launches and innovations

07:06 – Advanced battery management

07:46 – Where to learn more and join: Eaton’s Power Advantage Partner Program

08:36 – Closing remarks

💼 From product education and technical resources to a fully stocked solution stack, Eaton is committed to helping partners boost revenue, reduce complexity, and serve customers with confidence.

🔗 Learn more about the Eaton Power Advantage Partner Program: PowerAdvantage.Eaton.com/ChannelInsider

A new episode of Channel Insider: Partner POV is released every other Thursday.

Watch the interview on YouTube @ChannelInsider_NewsAndTrends

If you have questions for a featured solution provider or want to be a guest on the show, reach out to us at partnerpov@channelinsider.com

For more episodes of Channel Insider: Partner POV as well as written content on the IT channel, go to channelinsider.com

Connect with Channel Insider on LinkedIn.

Episodes of Channel Insider: Partner POV are hosted and produced by Katie Bavoso with help from Dana Sell, and edited by Ayen Alvarez and Katie Bavoso.

The cover art for Channel Insider: Partner POV was created by Aubri Ziegler. The opening and closing animations were made by Mackenzie Burke. The thumbnails for each episode are made by Brandon Cornwell.

Channel Insider: Partner POV is an asset of Channel Insider, which is a brand under TechnologyAdvice.

Learn how The 20 MSP is revolutionizing the managed services industry by focusing on standardization, community-driven collaboration, and building real wealth for MSP owners. CMO Crystal explains the secret to their success is putting people in their "magic" and letting them do what they do best. Get to know the patented security solutions offered by The 20 MSP, including one Tim says could have helped prevent major breaches at two of the country's biggest casino companies. Plus, you’ll hear inspiring success stories—including how one member went from working in his mother-in-law’s basement to closing an $800K client deal and expanding his team almost overnight!

🔗 Learn more at:

the20msp.com (for customers)

the20.com (for MSPs interested in joining)

📢 Like, comment, and subscribe for more insider conversations from across the channel.

⏱ CHAPTERS / TIME CODES

00:00 – Intro to The 20 MSP and the Conkles

01:29 – What is The 20 MSP? Origin story & business model

02:14 – Difference between The 20 and The 20 MSP

03:56 – Why standardization leads to seamless M&A and low attrition

05:29 – How their model avoids the typical pitfalls of PE roll-ups

06:46 – Talent acquisition through integration

08:27 – What makes an ideal MSP acquisition target?

09:29 – Zero attrition and no earnouts: how they do it

10:27 – Putting people “in their magic” for success

11:06 – Patented helpdesk verification tool (post-MGM/Caesars hacks)

13:25 – How real-time human verification saves millions

15:04 – Story: From a mother-in-law’s basement to an $800K client deal

17:21 – How The 20 helps smaller MSPs scale and exit

18:56 – Visionary thinking vs. business operations

20:36 – The role of private equity in the MSP space

23:03 – Strategy: grow, then sell on your terms

25:00 – Recapping every 3–5 years to build long-term wealth

27:27 – Why it’s called “The 20” (Pareto Principle)

28:04 – Leveraging their scale to influence vendors and the channel

30:33 – Running a business as a married couple

33:13 – Tech trends they’re watching: AI, automation, cybersecurity

36:45 – Founder-led vs. PE-backed: preserving agility and trust

39:02 – Vendors they rely on: Kaseya, ConnectWise, Huntress & more

41:11 – What’s next: More acquisitions and life-changing opportunities

42:44 – Where to learn more about The 20 MSP and The 20

#MSP #ChannelInsider #PartnerPOV #The20MSP #TechMergers #PrivateEquity #FounderOwned #Cybersecurity #AI #Automation #ManagedServices #MSSP #ChannelGrowth #ITSupport #MergersandAcquisitions

A new episode of Channel Insider: Partner POV is released every other Thursday.

Watch the interview on YouTube @ChannelInsider_NewsAndTrends

If you have questions for a featured solution provider or want to be a guest on the show, reach out to us at partnerpov@channelinsider.com

For more episodes of Channel Insider: Partner POV as well as written content on the IT channel, go to channelinsider.com

Connect with Channel Insider on LinkedIn.

Episodes of Channel Insider: Partner POV are hosted and produced by Katie Bavoso with help from Dana Sell, and edited by Ayen Alvarez and Katie Bavoso.

The cover art for Channel Insider: Partner POV was created by Aubri Ziegler. The opening and closing animations were made by Mackenzie Burke. The thumbnails for each episode are made by Brandon Cornwell.

Channel Insider: Partner POV is an asset of Channel Insider, which is a brand under TechnologyAdvice.

In this episode of Partner POV, host Katie Bavoso speaks with Chari Rhoades, Vice President of Americas Channel and Partner Sales at Proofpoint, and Eric Kohl, Vice President of Global Vendor Engagement, Security and Networking at Ingram Micro, about a major milestone in the channel:

▶️ For the first time ever, partners can quote, sell, and order Proofpoint solutions directly through the Ingram Micro Xvantage™ digital experience platform. This move makes the provisioning of Proofpoint’s people-centric cybersecurity solutions easier and faster for partners to scale their security offerings and protect customers from threats like phishing, business email compromise, and insider risk.

Chari and Eric also break down:

- Why human-targeted threats are the most critical risk in cybersecurity today

- How Proofpoint supports partners in educating customers about the human layer

- Ingram Micro’s strategy to enable channel growth and security practice maturity

- Vertical market opportunities and how partners can differentiate

Presented by Channel Insider. Sponsored by Proofpoint and Ingram Micro.

A new episode of Channel Insider: Partner POV is released every other Thursday.

Watch the interview on YouTube @ChannelInsider_NewsAndTrends

If you have questions for a featured solution provider or want to be a guest on the show, reach out to us at partnerpov@channelinsider.com

For more episodes of Channel Insider: Partner POV as well as written content on the IT channel, go to channelinsider.com

Connect with Channel Insider on LinkedIn.

Episodes of Channel Insider: Partner POV are hosted and produced by Katie Bavoso with help from Dana Sell, and edited by Ayen Alvarez and Katie Bavoso.

The cover art for Channel Insider: Partner POV was created by Aubri Ziegler. The opening and closing animations were made by Mackenzie Burke. The thumbnails for each episode are made by Brandon Cornwell.

Channel Insider: Partner POV is an asset of Channel Insider, which is a brand under TechnologyAdvice.

In this episode of Channel Insider: Partner POV, the Channel Insider editorial teams unites to break down the biggest news stories, trends, challenges, and opportunities that defined the IT channel in the first quarter of 2025. Join host Katie Bavoso, Managing Editor Victoria Durgin, and Writer Jordan Smith as they discuss and review everything from evolving partner strategies to the latest in AI-driven solutions, as well as where the industry is headed in Q2 and deeper into the year. This conversation is packed with insights for MSPs, VARs, and IT leaders and buyers.

🔍 Key Topics & Timestamps:

00:00 - Introduction: What shaped the IT channel in Q1 2025? Top stories from the first three months of the year

02:15 - Emerging partner strategies: Adapting to market shifts, customer demands, and what partners really want

06:00 - Reviewing predictions from Q4 of 2024

06:45 - AI and automation: The impact on IT services and cybersecurity

13:00 - Q1 surprises

15:20 - Challenges in cloud cost management and optimization

18:00 - Is the demand for AI cooling or just heating up?

20:05 - Success stories: Channel partners thriving in today’s market

24:50 - Predictions for Q2 and beyond

30:00 - Who and what to watch in Q2: Kaseya and HPE's blocked acquisition of Juniper Networks

35:00 - Where to find the Channel Insider team on the road in Quarter 2 or 2025

#ITChannel #MSP #TechTrends #CloudComputing #ChannelInsider #PartnerPOV

A new episode of Channel Insider: Partner POV is released every other Thursday.

Watch the interview on YouTube @ChannelInsider_NewsAndTrends

If you have questions for a featured solution provider or want to be a guest on the show, reach out to us at partnerpov@channelinsider.com

For more episodes of Channel Insider: Partner POV as well as written content on the IT channel, go to channelinsider.com

Connect with Channel Insider on LinkedIn.

Episodes of Channel Insider: Partner POV are hosted and produced by Katie Bavoso with help from Dana Sell, and edited by Ayen Alvarez and Katie Bavoso.

The cover art for Channel Insider: Partner POV was created by Aubri Ziegler. The opening and closing animations were made by Mackenzie Burke. The thumbnails for each episode are made by Brandon Cornwell.

Channel Insider: Partner POV is an asset of Channel Insider, which is a brand under TechnologyAdvice.

In this episode of Channel Insider: Partner POV, host Katie Bavoso sits down with Robbie Morrison, CEO of Velosio, to discuss how Velosio helps mid-market businesses navigate digital transformation, cloud migration, and AI adoption - especially during economically unstable times. Robbie dives into how Velosio partners with ISVs, their focus on industry-specific solutions (like horticulture!), and why targeting the C-level is key to tech adoption.

🔹 Key Topics Covered:

✔️ Velosio’s role in mid-market digital transformation

✔️ The surprising role of IT in modern horticulture 🌱

✔️ How CFOs & CROs drive cloud and AI adoption

✔️ Helping businesses navigate economic disruption

✔️ Success stories & the future of AI in business

📌 Timestamps:

00:00 - Intro: Meet Robbie Morrison & Velosio

01:50 - What does Velosio do?

02:50 - Who are Velosio’s customers & key verticals?

04:00 - Why horticulture is a surprisingly high-tech industry

06:30 - The importance of working directly with CFOs & CROs

09:30 - Velosio's vendor partners and cloud-first approach and solutions

12:00 - Cloud migration: Choosing the right path for businesses

14:15 - Economic challenges & how real-time data helps companies adapt

18:50 - Working with independent software vendors (ISVs)

25:00 - AI & data readiness: The next big shift in IT

28:30 - A customer success story: Breaking down data silos

31:00 - Vendor partner and solution shoutouts

32:30 - Why businesses should consider Velosio as a partner

Learn more about Velosio at www.velosio.com

A new episode of Channel Insider: Partner POV is released every other Thursday.

Watch the interview on YouTube @ChannelInsider_NewsAndTrends

If you have questions for a featured solution provider or want to be a guest on the show, reach out to us at partnerpov@channelinsider.com

For more episodes of Channel Insider: Partner POV as well as written content on the IT channel, go to channelinsider.com

Connect with Channel Insider on LinkedIn.

Episodes of Channel Insider: Partner POV are hosted and produced by Katie Bavoso with help from Dana Sell, and edited by Ayen Alvarez and Katie Bavoso.

The cover art for Channel Insider: Partner POV was created by Aubri Ziegler. The opening and closing animations were made by Mackenzie Burke. The thumbnails for each episode are made by Brandon Cornwell.

Channel Insider: Partner POV is an asset of Channel Insider, which is a brand under TechnologyAdvice.