Cybersecurity threats are moving at light speed. As a result, MSPs are charged with keep clients protected while finding new opportunities for growth.
MSPs, MSSPs and other IT channel professionals from across the West Coast gathered at ChannelPro DEFEND: Anaheim on Nov. 9-10. There, they received practical education around the nexus between modern security and business best practices.
Sessions at Hotel Fera Anaheim explored the forces reshaping the IT industry, including:
- AI-powered threats
- Ransomware prevention
- Security frameworks
- Incident response
- Legal liabilities
- Automation
- Profitability
The overall message was MSPs that wisely package and sell security services are best positioned to strike gold.
Event image gallery
Click the image below to see pictures from both event days
Security risks become business opportunities
Day 1 sparked in-depth conversations about strategically selecting cybersecurity technologies, turning threat intelligence into action and demonstrating security’s business value to clients.
The Bourbon Icebreaker: How to Choose the Right Security Tools
Event emcee and ChannelPro Tech Editor Matt Whitlock kicked off the event’s opening remarks, followed by a candid conversation over sips of bourbon. ChannelPro’s Anjali Fluker chatted with industry attorney Brad Gross of the Law Office of Bradley Gross PA plus MSP leaders Corey Kirkendoll of 5K Technical Services and Dawn Sizer of 3rd Element Consulting. The experts shared how providers can make smarter decisions when evaluating vendors and building their security stacks.
New Realities and Risks: How MSPs Can Protect Their Bottom Line
ChannelPro’s Jonathan Browning moderated this two-part session featuring panelists from Acronis, Channel Hunters, Ciardi Ciardi & Astin, Cylerian, RedSentry, Slide, CyberQP and Seceon. The vendors shared ways to partner more effectively and maximize profitability in today’s competitive marketplace.
Other key sessions
Expert speakers also dug into the evolving threat landscape, client retention, ransomware containment, identity-first security, BCDR and new software opportunities.
- Sizer and Henry Timm of Phantom Technology Solutions translated the latest threat data into practical guidance in Evaluating the Threat Landscape: Actionable Intelligence for IT Providers.
- Seana Fippin of Red Box Business Solutions teamed up with Aurora‘s Philip de Souza to present Sticky by Design: How to Leverage Security to Build Client Loyalty.
- OpenText Cybersecurity sponsored an interactive workshop titled What It Really Takes to Win with AI: From Reseller to AI Transformation Partner, presented by Monica French of Microsoft.
The high quality of the presentations was well received. “It’s less marketing fluff and more education,” said attendee Jasper Grewal, owner of Marysville, Washington-based ROI Technology, one of ChannelPro’s Top 20 MSPs for 2026.
The evening concluded with a cocktail reception in the exhibit hall. This gave attendees, consultants and vendors more time to continue conversations started during the sessions.
Finding growth in data and AI
Browning moderates the panel featuring de Souza and Peck.
Day 2 focused on putting technology and business strategies to work. The sessions revealed where MSPs can look for growth as well as opportunities to deepen client relationships and generate revenue.
- de Souza and John-Luke Peck of The Stillwater Group discussed the importance of safeguarding clients and MSPs’ own businesses in Adopting a Security Framework: Guarding Against the Most Dangerous Cyberattacks.
- The session How to Automate Your MSP and Scale with AI featured Sizer and Fippin. They explored how providers can turn AI’s promise into practical results. The pair advised attendees to strengthen internal processes first, automate high-impact workflows and pursue efficiency without introducing unnecessary security risks.
Gross also returned to the stage to spotlight the legal ramifications MSP businesses can run into during his popular presentation Who is Liable When AI Fails?
“AI security is my biggest thing; the technology is so new,” said Jayson Truong, owner and chief technology officer of L.A.-area MSP Custom Tech Solutions Inc. “I’m learning more about AI security and how we can protect users instead of giving everybody the keys to the kingdom.”
Learning from the people doing the work
Some of the most useful lessons came directly from MSP owners, consultants and other channel professionals who deal with these challenges every day.
Channel’s Got Talent: Cyberscurity Pitch Edition put that idea into practice. The game show sponsored by Channel Hunters featured three attendee volunteers who were asked to deliver on-the-spot elevator pitches. Grewal, Dave Cunningham of Alvaka and Prabhat Nigam of Golden Five Consulting made their cases when presented with imaginary scenarios and received immediate feedback from a panel of industry expert judges: Keith Nelson of Vistem Solutions Inc., Helen Rivers of Channel Hunters and Timm. In the end, the audience voted Grewal as the winner.
Later, Nelson and Peck shared first-hand insights during a panel discussion on Your First Call in an Emergency: Dissecting Your Incident Response Plan.
In the closing keynote, The 4th Quarter Speech, Kirkendoll expertly tied together conference themes. He also challenged MSPs to turn lessons from the event into actionable strategies for strengthening their teams and driving long-term success.
Partner in Excellence Award
Whitlock interviews Robinson, winner of the Partner in Excellence Award.
As Day 2 drew to a close, Whitlock presented the coveted Partner in Excellence Award to an outstanding local MSP. The honor recognizes exceptional channel partnerships, with finalists judged by the ChannelPro Advisory Group based on impact, innovation and collaboration.
The nominees represented some of the most impressive IT services firms from the region: Advantage Micro Corp., Circle MSP, Clever Ducks, Finest City I.T., On Top of I.T., Robinson Tech, ROI Technology, WiLine and XenTegra.
The award went to Kennewick, Washington-based Robinson Tech, which was nominated by Manuel Palachuk International. Robinson Tech’s Dan Robinson accepted the award, joining Whitlock on stage for a question-and-answer session. His parting advice to his fellow MSPs was to earn your employees’ and clients’ trust by sharing insights backed with analytics.
“If you guys have been doing this for a while, you’ve got a lot of intuition, but it’s hard to lead a team with just, ‘Trust me, bro,'” Robinson said. “So if you’re able to pull some numbers together with intuition, it builds a team much faster.”
Industry recognition
ChannelPro DEFEND: Anaheim concluded with special recognition for the event’s sponsors. Awards were presented to the following vendors, as voted by the audience members from the region:
- Best Sponsor Breakout: QuellSecure
- Best Add-on Product: Benji Pays
- Best Cloud Solution: US Signal
- Best Distributor: TD SYNNEX
- Best Expo Hall Presentation (Premium Sponsors): OpenText
- Best Expo Hall Presentation (Silver Sponsors): Petra Security
- Best Hardware Solution: Carbon Systems
- Best New Solution: Aura Business
- Best On-stage Presentation: OpenText
- Best Product or Platform: Avast Business
- Best Revenue Booster: Aura Business
- Best Security Solution: Huntress
- Best Software Solution: Kipling Secure
- Most Exciting Solution: QuellSecure
- ROI Lightning Round Winner: Petra Security
- Editor’s Choice: Thread
- Best in Show: Petra Security
- ChannelPro Community Award: Blacksmith Infosec
Sponsor award image gallery
Click the image below to see the winner photos
Real conversations, real connections
Attendees have a discussion during a Microsoft AI workshop.
Beyond the educational sessions, ChannelPro DEFEND: Anaheim gave MSPs an opportunity to step away from day-to-day demands, exchange ideas with peers and gain fresh perspectives on the challenges facing their businesses. Conversations throughout the event sparked new approaches to cybersecurity, client protection and sustainable growth.
Technology vendors also played an important role, connecting directly with MSPs to better understand their needs, demonstrate emerging solutions and explore how stronger partnerships can help IT providers navigate an increasingly complex threat landscape.
“I like to attend these kind of events because of all the sponsors,” said Billy Solano, founder, president and CEO of CMIT Solutions of Los Angeles and Irvine. “You need to protect your clients better, and that’s why we’re getting together today to see what’s next. What else do we or the industry have to protect better our clients, and especially in this AI world that is changing every single day?”
Ultimately, the event offered far more than product information. Attendees gained valuable industry connections, actionable strategies and fresh ideas to help protect their clients, strengthen their businesses and drive future growth.
Sponsors make it happen
Many thanks to the world-class sponsors of ChannelPro DEFEND: Anaheim.
What’s next
While Anaheim marks the conclusion of ChannelPro’s 2026 in-person event season, we’re already gearing up for an exciting 2027. Next year marks ChannelPro’s 20th anniversary, and we welcome you to help us celebrate the people, partnerships and milestones that have shaped our channel community over the years. You are invited to attend our first event of the 2027, ChannelPro DEFEND: Orlando, which is happening Jan. 26-27.
In addition, MSPs can join virtual events and webinars from their own homes or offices. Each online event is designed to be interactive, content-rich and profitability-focused. We strongly suggest you check out our next virtual DEEP DIVE event, Scale Faster with Zero Trust, Dec. 2, 2026 at 12 p.m. ET.
Don’t miss these great opportunities to sharpen your strategy and drive better results. To learn more and register now, visit the ChannelPro events page.
Anjali Fluker contributed to this article.
Jonathan Browning is executive director of content and engagement for The ChannelPro Network. He has been a leader in the IT channel for close to a decade. He’s an avid fan and early adopter of technology. He believes that the managed services industry is the most important driver of economic growth and human innovation in today’s world.
Images: Jonathan Browning/ChannelPro, Anjali Fluker/ChannelPro
