Pax8 Beyond EMEA 2024 Agenda
All agenda sessions will be occurring at the Intercontinental Berlin.
All times in CEST
Sunday 13 October
Registration
12:00pm—8:00pm
Panel: Women in Tech
Companies with diverse workforces have greater access to the full spectrum of experiences and ideas. These unique perspectives, in turn, can result in original approaches to problem-solving, untapped creativity and better opportunities for innovation. Join us for an inspiring session to discuss how greater inclusivity drives business growth. Hear from vendors and partners as they share their journeys, challenges and triumphs. Then engage in an informative Q&A session where you can ask the questions that matter to you and gain insights from leaders who are shaping the future. Don’t miss out on this chance to connect, learn and grow in the company of remarkable women who are driving innovation and change today, tomorrow and beyond.
5:00pm—5:20pm
Women in Tech Happy Hour
5:20pm—6:00pm
Welcome Reception and Vendor Expo
6:00pm—9:00pm
Monday 14 October
Registration | Attendee Assistance
7:00am—6:00pm
Breakfast
7:00am—8:00am
Opening Remarks
8:30pm—8:40am
Pax8 Community and Education Keynote
8:40am—9:15am
Pax8 Vision Keynote
9:15am—9:45am
Microsoft Keynote
Speaker:
• Oliver Gürtler, General Manager SMC
Oliver Gürtler has been Head of SME Business at Microsoft Germany since November 2020 and also a member of the Executive Board.
Oliver Gürtler has been with Microsoft since 2005, where he most recently headed the Cloud & Enterprise business group, which is important for the cloud business. From 2011 to 2017, the native of Hesse was responsible for the former Surface & Windows Business Group. Previously, Gürtler held a management position in ISV partner and SME marketing. Prior to his time at Microsoft, Oliver Gürtler was the founder and CEO of Step-Ahead, a start-up specializing in ERP software, from 1999 to 2005. The graduate in business administration (LMU Munich) started his career in 1995 at BTK, a company that sold ERP software at the time. Oliver Gürtler held various roles in sales, marketing and product development.
9:50am—10:10am
CrowdStrike Keynote
Speaker:
• Daniel “DB” Bernard, Chief Business Officer
As CrowdStrike’s chief business officer, Daniel Bernard leads the company’s channel, alliances and partnership efforts, while driving growth initiatives and go-to-market strategy for the company’s small and medium business (SMB) customer segment. A dynamic cybersecurity and cloud expert, Bernard has a strong track record of disrupting markets and accelerating revenue growth through direct and indirect channels. Prior to CrowdStrike, he led channel partnerships and business development at several high-growth SaaS, cloud, and cybersecurity companies, including Dropbox and Cylance. Most recently, he served as SentinelOne’s chief marketing officer and is widely recognized for transforming the company’s brand and market awareness. Bernard began his career in investment banking, based in Hong Kong and San Francisco. He holds a BSBA in Marketing, International Business, & Chinese (Mandarin), Washington University in St. Louis.
10:15am—10:35am
Break
10:30am—11:00am
Vendor Boardrooms
11:00am—11:20am
Pax8 Breakout Sessions:
11:35am—12:05pm
In this breakout session, Michael Ćaćić-Escalera, Director of Pax8 Academy and David Schafran, VP of Pax8 Partner Enablement, will dive into the critical role of strategic planning in shaping the future of your business. You’ll learn how to craft a strategic plan that aligns with your long-term vision, ensures organizational focus, and drives business growth. This session will cover the importance of balancing vision, strategy, and tactical execution to achieve your goals, and provide key insights into preparing for transitions such as mergers, acquisitions, or ownership changes.
Leave this session equipped with the tools to develop a robust plan, helping you secure your business’s future, enhance its value, and ensure a seamless transition when the time comes.
Leave this session equipped with the tools to develop a robust plan, helping you secure your business’s future, enhance its value, and ensure a seamless transition when the time comes.
Gain insights and guidance on how to create a roadmap for a successful career in technical professions. In this exciting session, you’ll be guided through the various career paths open to technical professionals and some of the goals to set yourself to achieve success. From your first day at work to whatever position you want to reach, you’ll learn how to map out your path, take away tips and tools to help you achieve your goal and set your career plan in motion.
Join Pax8 Technical Consultants Jacob McGuire and Josh Foye as they co-present a dynamic, entertaining session on the latest productivity and infrastructure services that MSPs can offer their clients. Representing the two sides of infrastructure and productivity, Jacob and Josh will go head-to-head, each championing their respective domains. From Azure Virtual Desktop (AVD) and Azure Migrate to best practices and Business Premium features, they’ll provide valuable technical insights and practical strategies. This session promises to be both informative and light-hearted, offering a fun, competitive twist that will keep you engaged while equipping you with the knowledge you need to modernise your offering and drive business growth.
Speakers:
• Jacob McGuire, Technical Consultant, Pax8
• Josh Foye, Technical Consultant, Pax8
Think you need to be a Dynamics 365 expert to uncover opportunities within your client base? Think again. In this session, you’ll hear first-hand success stories of how adopting Dynamics as a go-to-market strategy can uncover missed opportunities and drive revenue growth.
Learn how to identify business pain points and how to partner and outsource to Pax8 Professional Services without needing to be an expert yourself. Discover how leveraging Dynamics 365 can transform your role into an all-around technology adviser and drive growth for both you and your clients.
Have you always wanted to learn about cybersecurity, but haven’t been sure where to start? Then this session is for you. Join Mostyn Thomas and Matt Lee for an overview of today’s cybersecurity landscape, current threats and basic solutions. If this session leaves you wanting more, make sure you check out Cybersecurity 101.
Speakers:
• Mostyn Thomas, Senior Director of Security EMEA, Pax8
• Matt Lee, Senior Director of Security and Compliance, Pax8
Partner Attendee Luncheon
12:05pm—1:15pm
Pax8 Breakout Sessions:
1:30pm—2:00pm
This session bridges the gap between strategy and execution. You’ve developed your strategic plan, now you need to bring it to life. We’ll explore common roadblocks to execution and provide actionable solutions to overcome them. Through practical insights and tools, you’ll learn how to develop a leadership team that drives your vision, track progress through meaningful metrics, and adopt a flexible yet focused approach to execution. This session will empower you to move beyond planning and start building a thriving business, ensuring you hit key milestones and grow sustainably.
Join us to gain the knowledge you need to effectively implement and leverage AI technologies in your projects. We know that engineers play a crucial role in technology adoption, so this session will go beyond buzzwords, statistics and opinions to speak directly to a technical audience and demystify artificial intelligence concepts to provide a clear understanding of how AI works.
Speaker:
• Andy Readman, Senior Manager of Strategic Consulting, Pax8
This was one of the most popular sessions in Denver! Get ready, Berlin, to gain expert insights on how to excel as a service manager. In this session, you’ll learn what a typical day of a service manager looks like, how to structure your time effectively and how to develop a long-term plan for success. Whether you’re just starting out or looking to take your skills to the next level, we’ll help you plan your best path forward.
Speaker:
• Tharani Sansom, Senior Director of Partner Support (EMEA), Pax8
Join Pax8 Chief Strategy Officer, Ryan Walsh, for his session where he reveals the ways in which Pax8 is making AI accessible and actionable for our partners today. Walsh will begin reframing the AI conversation, addressing immediate concerns, and offering ideas for how MSPs can meet the critical needs of their businesses with this technology. See how Pax8 can help you use AI to increase efficiency, reduce risk, and unleash business growth.
Speakers:
• Ryan Walsh, Co-founder and Chief Strategy Officer, Pax8
Join us for our Cybersecurity 101 session to learn more about the foundational elements that every company needs for a strong security posture. Our security and industry experts, Mostyn Thomas and Matt Lee, will make sure you have the knowledge needed to lay the foundation and build up your security.
Speakers:
• Mostyn Thomas, Senior Director of Security EMEA, Pax8
• Matt Lee, Senior Director of Security and Compliance, Pax8
Pax8 Breakout Sessions:
2:15pm—2:45pm
Do you know what EBITDA stands for? Do you know how to calculate it and why it matters for your business? If you are confused by this financial term or want to learn more about it, this session is for you. We will explain the basics of EBITDA, how it is used to measure the performance and value of a company and how you can improve it to grow your business. You will leave this session with a clear and practical understanding of EBITDA and how to use it to achieve your business goals.
Speaker:
• David Schafran, Strategic Coaching Director, Pax8
In our industry, the only certainty is change. The future for MSPs is automated. How can engineers evolve and adapt to become experts in business operations and workflow automation? Join Tom Welton and Jacob McGuire as they guide you through your potential future path. They’ll present a vision for the evolving role of engineers and share their first-hand experience of the transition from technical specialists to business advisory services. Discover how automation and expertise can help you stay ahead of the curve and drive your business success.
Speakers:
• Jacob McGuire, Technical Consultant, Pax8
• Tom Welton, Solutions Consultant, Pax8
Making sure you know who your best clients are is vital to the success of your business. Can you answer yes to the following questions: Do you really know which of your clients are your best clients? Do you prioritise them? Do you have a system in place to evaluate them quarterly? Come along to this session and learn how to answer these questions and make sure you’re spending your time where it really counts. P.S. Your best clients aren’t necessarily the ones you like best.
Join us for a high-level discussion about having better conversations with your prospects to win more opportunities. People buy from people they know, like and trust. The Results Selling Framework is for anyone in your company (not just Sales), to help them build trust and show the value your business provides. In this session, you’ll learn how to better understand your prospects and buyers, what their needs are and how to handle objections in order to develop a commitment that sets you apart from the competition. This session is for anyone who wants to gain more confidence in the sales process.
Speaker:
• Limara Thorne, Strategic Consultant, Pax8
Now that you’ve laid the foundation with Cybersecurity 101, it’s time to expand into more nuanced security needs. Join Mostyn Thomas and Matt Lee for our Cybersecurity 201 session to dive into more details and ensure you have the right offering for your clients.
Speakers:
• Mostyn Thomas, Senior Director of Security EMEA, Pax8
• Matt Lee, Senior Director of Security and Compliance, Pax8
Pax8 Breakout Sessions:
3:00pm—3:30pm
This crucial session aims to bring mental wellness to the forefront. You’ll hear Paul Croker’s personal story of the IT industry and how he discovered strategies on how to manage stress more effectively and foster a healthy work-life balance. Think of this session as a valuable tool for thriving in a high-pressure career, so you can help cultivate a workplace culture that prioritizes mental health, which, in turn, drives a healthy bottom line.
Speaker:
• Daniel Skipp, PR Manager EMEA, Pax8
• Paul Croker, CIO, 18iT
Service providers power the engine that drives sustained profit. Tuning this engine to optimise its performance is key to maximising your MSP’s profitability. In this session, we’ll discuss how engineer pay rate, billing rate, billable utilisation and agreement efficiency affect gross margin. Understanding these levers will give you valuable insights into your service gross margin and how it relates to your profit and loss statement. This knowledge can help you make informed decisions and optimise your company’s profitability.
Join Pax8 Co-founder and Chief Strategy Officer, Ryan Walsh for a crucial session on driving growth and outpacing the competition with the new Pax8 Marketplace and AI-driven tools, like Opportunity Explorer. Ryan will highlight key insights from peer surveys and Pax8 product leaders, address common MSP pitfalls, and provide actionable steps to secure your success in an evolving market. Don’t miss this chance to align your business strategy with the future and lead your company to new heights.
Speaker:
• Ryan Walsh, Co-founder and Chief Strategy Officer, Pax8
Join Mostyn Thomas and Matt Lee for the last and most in-depth of our sessions on cybersecurity. You’ll leave the Cybersecurity 301 session feeling more confident about the issue of cybersecurity, the emerging and evolving landscape and what you can offer your clients.
Speakers:
• Mostyn Thomas, Senior Director of Security EMEA, Pax8
• Matt Lee, Senior Director of Security and Compliance, Pax8
Rapid Fire Session: (Gold Sponsors)
3:55pm—4:15pm
Partner and Vendor Panel
4:20pm—4:40pm
Closing Keynote
Speaker:
• Nancy Rademaker
Nancy Rademaker is one of the very few female international keynote speakers to cover the impact of digitisation on customer and employee behaviour. She has over 20 years of experience in IT. She likes to focus on how technology influences people’s behaviour, and how it helps them to share knowledge and to create and innovate. As a highly rated and motivating international business speaker, Nancy has energised corporate events with bold presentations on the topics of digital transformation, extreme customer centricity, employee experience, disruption & innovation, Artificial Intelligence, and leadership. She travels the world taking business leaders to innovation hubs like Silicon Valley and China, using that first-hand inspiration to keep the keynote content and examples on the cutting edge of the latest technologies, developments, and disruptive new business models. Nancy is also an entrepreneur; she is a co-founder of two startups, the Speakers Club and Drawify.com.
4:45pm—5:15pm
Closing Remarks
5:15pm—5:30pm
Vendor Expo
5:30pm—8:30pm
MSP Initiative Block Party
9:00pm—12:00am
Tuesday 15 October
Registration | Attendee Assistance
7:00am—6:00pm
Partner Attendee Breakfast
7:00am—8:00am
Opening Remarks
8:30pm—8:40am
Pax8 Innovation Keynote
8:45am—9:15am
SuperOps Keynote
Speaker:
• Juan Fernandez, Global Channel Leader at SuperOPs.ai,
Juan Fernandez, the Global Channel Leader at SuperOPs.ai, has dedicated his entire career to enhancing processes, procedures, and empowering individuals for success through technology. As an early-stage investor in software startups and Co-founder of the MSP Growth Coalition, Juan played a key role in developing a scalable framework that empowers business owners to scale their Managed Service Providers (MSPs). An early-stage investor in software startups and the visionary Co-founder of the MSP Growth Coalition, Juan played a pivotal role in crafting a scalable framework that not only empowers business owners but enabled them with the ability to scale their Managed Service Providers (MSPs).
Juan’s passion lies in “Moving the channel forward,” and he stands out as one of the few individuals who have written the CompTIA A+, Network +, Security + Tests. Serving on the CompTIA Subject Matter Expert Technical Advisory board, Juan’s career has revolved around creating effective scalable business models and educating others through his “Making IT Simple” approach.
9:20am—9:40am
SentinelOne Keynote
Speaker:
• Chris Boehm, Director of Global Field CISO.
Chris Boehm is the Director of the Office of Field CISOs at SentinelOne. As cybersecurity thought leader, he drives strategy and works closely with some of the largest organisations in the world. Prior to SentinelOne, he was a Senior Product Manager at Microsoft in the Azure Security engineering division. In his 5 years Microsoft, he focused on driving product strategy and delivering strategic customer enablement. Chris worked closely with the Microsoft Cyber Defence Operations Center (CDOC) and Microsoft Threat Intelligence team (MSTIC) to work side by side on research and enablement to create a more intuitive investigation experience for Security Operations Centres.
9:45am—10:05am
Break
10:10am—10:30am
Vendor Boardrooms Hosted by Diamond Sponsors
10:30am—10:50am
Pax8 Breakout Sessions:
11:05am—11:35am
This session is aimed at business owners and service managers who want to dive into the key details of the first EU-wide legislation on cybersecurity, NIS2 (Network and Information Security), and its impact on cybersecurity for MSPs. You’ll gain a comprehensive overview of the NIS2 Directive, its requirements, its implications for businesses and the timeline for compliance. We’ll also explore the economic aspects of cybercrime, the notable impacts observed in 2023 and predictions as to how these threats will evolve. You’ll leave the session with a comprehensive understanding of NIS2 and actionable insights and frameworks to enhance your cybersecurity strategies.
Speakers:
• Andrius Saveiko, Security Senior Manager (Baltics), Pax8
• Tom Welton, Solutions Consultant, Pax8
AI is the future, but the time to act is now. Join this impactful session that will answer the crucial question: “How can I generate revenue from AI services today?” Discover practical data and AI tools that will help you generate revenue and propel your business into the multi-trillion-dollar global market. You’ll discover actionable strategies and insider tips to help you deliver powerful AI solutions, boost efficiency and achieve significant growth. Don’t miss this chance to capitalise on the AI revolution and transform your company.
Speaker:
• Andy Readman, Senior Manager of Strategic Consulting, Pax8
This insightful panel discussion provides a workable blueprint for building a culture of trust through a commitment to diversity, equity, inclusion and belonging (DEIB) strategies. You’ll learn the significance of leadership commitment and the importance of advocating for a genuine top-down approach. By also identifying pitfalls to avoid, like tokenism and one-size-fits-all solutions, this panel will give your organisation a 360-degree view of what a strong DEIB strategy looks like. And your team will feel fulfilled, seen and successful.
Get ready for an exciting and valuable panel discussion featuring marketing superstars. Pax8 will dive into insightful feedback from our partners and reveal effective marketing strategies tailored for MSPs. Discover innovative tactics, proven methods and creative ideas to elevate your marketing and drive business growth. Don’t miss this opportunity to learn from the best and take your marketing strategies to the next level!
Speakers:
• Jonathan Griffiths, VP of Marketing (EMEA), Pax8
• Laura Fleming, Event Strategy and Experience Director, EMEA, Pax8
• Martijn Courprie, Director of Marketing (Western and Central Europe), Pax8
• Ian Groves, Managing Director, Start Tech
Join us for our Cybersecurity 101 session to learn more about the foundational elements that every company needs for a strong security posture. Our security and industry experts, Mostyn Thomas and Matt Lee, will make sure you have all the knowledge you need to lay the foundations and build up your security.
Speakers:
• Mostyn Thomas, Senior Director of Security EMEA, Pax8
• Matt Lee, Senior Director of Security and Compliance, Pax8
Vendor Boardrooms Hosted by Diamond Sponsors
11:50am—12:10pm
Partner Attendee Luncheon
12:10pm—1:00pm
Vendor Expo
12:10pm—3:00pm
Pax8 Breakout Sessions:
3:15pm—3:45pm
AI can be worrying, but it needn’t be. Join Michelle Correia as she embarks on a journey through the AI compliance frameworks that give us the confidence to safely unleash the exciting transformational power of AI through careful governance. Learn how to navigate AI regulations, mitigate risks and harness the potential of AI to strengthen your business while ensuring compliance and ethical use.
Moderator:
• Michelle Correia, VP of Legal, EMEA, Pax8
Don’t let operational mistakes hold you back. Join us for this must-attend session on six common mistakes to avoid that can disrupt your business. Participants will gain insights into these critical mistakes and learn strategies to avoid them, ensuring their business operations are streamlined and effective. By the end of the session, participants will have a clear understanding of their own operational challenges and the steps to take to overcome them in order to foster a culture of continuous improvement and operational excellence.
Marketing and prospecting are essential for driving business growth, but it’s not always easy to know which tactics will work best for your MSP. Pax8 Academy’s very own Limara Thorne will be joined by special guest MSP marketing specialist Mark Copeman. The two will share their knowledge and expertise, and you’ll learn the best marketing and prospecting strategies used by leading MSPs to win new clients and keep sales efforts on track. You’ll take away all the key tactics you need to find and network with potential customers – and top tips for creating a marketing and prospecting plan that delivers results.
Speakers:
• Limara Thorne, Strategic Consultant at Pax8
• Mark Copeman, Director of Wingman MSP Marketing
Join us for a must-see live demonstration of the new Pax8 Marketplace. Our revolutionary platform transforms how IT professionals manage their customer lifecycle and business growth. The seamless, data-driven environment is powered by the latest technology, to help you discover new opportunities and engage with customers. Experience first hand how the Marketplace makes every interaction more effective and every decision more insightful, with dynamic tools like Opportunity Explorer and customised Storefronts. Don’t miss the chance to discover how the Pax8 Marketplace can be integral to your business strategy and success.
Now that you’ve laid the foundations with Cybersecurity 101, it’s time to build on these and take a look at more nuanced security needs. Join Mostyn Thomas and Matt Lee for our Cybersecurity 201 session to dive into more details and ensure you have the right offering for your clients.
Speakers:
• Mostyn Thomas, Senior Director of Security EMEA, Pax8
• Matt Lee, Senior Director of Security and Compliance, Pax8
Pax8 Breakout Sessions
4:00pm—4:30pm
Join us for this high-level discussion that will cover merger and acquisition (M&A) processes, potential deal structures and valuation methodologies. This is the perfect session for anyone new or semi-new to M&A, and will equip you with the tools you need to excel in every aspect of M&A.
Speaker:
• David Schafran, Strategic Coaching Director, Pax8
• Brett Critchley, VP of Business Applications, Pax8
Service is more than a role or department – it can shape the culture of an organisation. Service drives how customers, employees and partners interact, and ultimately determines the success or failure of a company. In this session, we’ll explore the key elements of a winning service culture, such as vision, values, communication, recognition and empowerment. You’ll leave this presentation with tools for identifying pluses and minuses to help you build a winning culture in your own organisation.
Join a panel of engineers as they share the worst possible ways to navigate engineering challenges as a modern MSP. This fun, cathartic session will offer humorous insights and lessons learnt from common pitfalls. Expect to leave the session with tangible takeaways that will help you avoid mistakes in your own engineering journey, and even some laughs.
Explore the latest innovation from Pax8: the new Opportunity Explorer. This revolutionary tool, a featured product in our new Marketplace experience, uses AI to turn data into actionable insights, enabling partners to effectively identify sales opportunities, customise solutions and draw up precise quotes. Learn how its intuitive interface bundles industry data, partner insights and our expertise in one seamless business intelligence solution that drives partner growth and enhances customer engagement.
Join Mostyn Thomas and Matt Lee for the last and most in-depth of our sessions on cybersecurity. You’ll leave the Cybersecurity 301 session feeling more confident about the issue of cybersecurity, the emerging and evolving landscape and what you can offer your clients.
Speakers:
• Mostyn Thomas, Senior Director of Security EMEA, Pax8
• Matt Lee, Senior Director of Security and Compliance, Pax8
Closing Keynote
Speaker:
• Carl Lewis
During his career Carl Lewis won 9 Olympic gold medals, attended four Olympic Games, earning himself international respect and a place in history as one of the truly great athletes of all time.
Giving Back
An activist for family, youth, education, wellness and fitness, Carl Lewis brings his international celebrity to attract awareness for the challenges and opportunities surrounding these issues around the world.
Athlete of the Century
During his career as an Olympic athlete, Carl Lewis was part of five American Olympic Teams, winning 10 medals, nine of them gold. With unsurpassed talent in the long jump and his speed in the sprints, he has gone places where no other track and field athlete has ever visited. His five Olympic appearances are a record for a male athlete, and many of his Olympic performances were in world or Olympic record time. His impressive track and field performances earned him the title of “Athlete of the Century”.
Going the Distance For Those in Need
Since his retirement from active competition in 1997, Carl Lewis has devoted a great deal of his time and energy to charity, founding “The Carl Lewis Foundation,” which serves as an umbrella for the many charities that Lewis supports including the “Best Buddies” organisation, The Wendy Marx Foundation (for organ donor awareness), Ronald McDonald House Charities and many youth fitness groups. Carl is the Head Coach of Track and Field at the University of Houston.
5:00pm—5:30pm
Partner and Vendor Awards
5:30pm—5:50pm
Closing Remarks
5:50pm—6:00pm
Beyond 2024 Closing Party
8:00pm—10:30pm