Channel partners are experiencing unprecedented change in the way managed services are delivered and the expectations among those to which they are delivered. As IT environments grow increasingly complex, MSPs and technology advisors face growing pressure to move well beyond reactive support, vendor vetting and managing service-level agreements toward a more consultative approach that includes oprerational advocacy, industry-specific expertise and strategic guidance. As researchers at AWS put things, customer IT departments literally want advisors “who think like owners” of the customer’s business. Indeed, providing a customer with proactive guidance and measurable business outcomes have become as important to client delivery as reliable connectivity and cost-competitive voice services. The educational agenda at CVxEXPO26 was developed specifically to help channel partners navigate this transition to moving beyond transactional selling. That is especially so for this year’s Keynote Panel Series, which was designed to provide insight from up and down the indirect sales chain. That starts with the IT Buying Circle Keynote Panel of SMB decision makers, who will discuss the changing technology challenges they face and how those shifts impact what they need and expect from a partner advisor. Next our Tech Advisor Keynote Panel of channel sales veterans will unveil where the opportunities are for channel partners on Main Street today. From POTS replacement to AI in UCaaS platforms to cybersecurity and managed services, this panel will cut through the hype and get to what’s real right now. And finally, round two of our TSD All-Star Keynote Panel will examine what has changed in the channel since last year’s panel, how the role of the technology advisor is transforming and what TSDs are doing to facilitate those transformations, as well as how AI is impacting growth and success. As a special kickoff to the main stage presentations, CVxEXPO26 will host a live, on-site episode of “The Top Gun Show,” the premier LinkedIn and YouTube video interview podcast hosted by Steve Farmiloe. Steve’s special guest on the first-ever live episode of “The Top Gun Show” will be AI agent strategic evangelist and author James Tennant, who currently serves as Global Channel Chief for Quiq.com. James and Steve will be discussing the AI opportunity for partners, where the money is, and AI’s true impact in the contact center. And since there are a few better ways to exhibit strategic competency to potential clients than certified training, AI solutions marketplace Palomarr will be hosting its AI Academy series of certification courses at CVxEXPO26. What’s more, a schedule of concurrent breakout sessions once again anchors the unrivaled educational experience. Sales training, cybersecurity, AI and business outcomes are the dominate themes of the breakout sessions, which kick off with a no-BS sales and marketing workshop presented by veteran channel sales and marketing strategists Ronnell Richards and MaiLee Langley. “Stop Guessing, Start Selling” is a two-part, hands-on workshop designed to help channel partners shift from random acts of sales and marketing to a targeted strategy around the markets, buyers and opportunities they are most likely to win. We look forward to seeing you in Phoenix for CVxEXPO26 this November and continuing our mission to inform and celebrate the channel. ‘Proactive’ Education at CVxEXPO26 LETTER Martin Vilaboy Editor-in-Chief martin@bekabusinessmedia.com Gerald Baldino Contributing Editor gerald@bekabusinessmedia.com Percy Zamora Art Director percy@bekabusinessmedia.com Jen Vilaboy Ad Production Director jen@bekabusinessmedia.com Berge Kaprelian Group Publisher berge@bekabusinessmedia.com (480) 503-0770 Beka Business Media Berge Kaprelian President and CEO Corporate Headquarters 10115 E Bell Road, Suite 107 - #517 Scottsdale, Arizona 85260 Voice: 480.503.0770 Email: berge@bekabusinessmedia.com © 2026 Beka Business Media, All rights reserved. Reproduction in whole or in any form or medium without express written permission of Beka Business Media is prohibited. ChannelVision and the ChannelVision logo are trademarks of Beka Business Media 6 CHANNELVISION | FALL 2026
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