Innovation on demand via the channel

Thursday 5th May 2022 | St Paul's ETC Venues, London

Your guide to strategic growth starts here.

The shift in IT and communications provision toward recurring revenue service models continues to accelerate post-Covid and it is clear that workplaces and end user technology consumption have firmly entered a new era. Customers will continue to invest in cloud technologies, security, connectivity, UC, mobile and more, but crucially will want IT implemented and managed as-a-service.

With digital transformation accelerated by the crisis and rising demand for revenue based consumption models, the XaaS market is proving to be one of the most exciting areas to be working in. New opportunities are opening in areas such as Workspace as a Service, including applications, SaaS, Desktop as a Service, hosted applications (unified communication applications), Security as a Service and others.

For channels, the opportunities lie in system integration, consulting services and managed services. For managed services providers, VARs and comms partners the opportunities are vast, but to harness these it is vital that all providers must broaden their skill base and portfolio to provide their customers with these end-to-end services and solutions. Failure to do so will create gaps in a partner’s offering which others will be better place to fill. Ostensibly, channel partners must be equipped to offer Everything-as-a-service – XaaS.

Growth opportunities

Learn from the best about how to maximise the potential of assets, whether they’re already in-house or yet to be acquired.


Network with some of the leading experts in the field to help implement and embrace best practices.


The ideal event to have all your questions answered and knowledge shared among a broad spectrum of industry leaders.

Access all areas

Whether in keynotes, panel discussions, breakout sessions or coffee breaks, tap into rich seams of information and intelligence about every priority central to the channel.

Why XaaS?

With digital transformation accelerated by the Covid crisis and rising demand for revenue-based consumption models, the XaaS market is proving to be one of the most exciting areas to be working in.

New opportunities are opening in areas such as Workspace as a Service, including applications, SaaS, Desktop as a Service, hosted applications (unified communication applications), Security as a Service and others. For channels the opportunities lie in system integration, consulting services and managed services.

With customers looking for integrated solutions across public, private and hybrid clouds, and wanting to add more services, more rapidly and more securely, channels are looking for solutions, advice and guidance on the new opportunities.


Who should attend?

XaaS Summit will provide a unique platform where vendors, networks and service providers can present their range of solutions and services to an audience representing the spectrum of channel partners, including:

  • MSPs
  • MSSPs
  • System Integrators
  • Voice/UC Resellers

Who Should Sponsor?

Hardware & Software Vendors, Service Providers, Distributors, Hosting and Datacentre Providers, Cloud Service Providers interested in engaging with MSPs, MSSPs and IT Resellers.


Event Sessions


The challenges posed by the rise in home-working

Back-up and Disaster Recovery strategies

Data Security in the Cloud

Balancing flexibility, scalability, efficiency and cost

Technology for management, security and services


Innovation & Expertise-as-a-Service

Supporting the working from home (WFH) revolution

Collaboration, Communications and Networking

Machine Learning, IoT and Artificial Intelligence – the channel opportunity

Digital Transformation

Remote management of workforces, remote sales and marketing

Onboarding and scaling



Reap early rewards from the 2025 PSTN switch off

Transform customers workplaces with collaborative UCaaS and CCaaS solutions

Strategically and successfully integrate mobile into managed UC services



2022 Event Schedule

Margin in Mobile will provide busy reseller delegates with a stimulating and commercially valuable mix of content in two concise morning conference sessions. This will be followed by networking and social sessions and the opportunity to virtually meet with mobile and ioT Solution provider

8:30 Registration

9:10 Opening Remarks

9:15 Keynote

Hamish Taylor

Author, Broadcaster and Coach

Hamish has helped PWC, British Airways, Proctor & Gamble, Eurotunnel and Sainsbury’s Bank put internal and external customers at the heart of their propositions. In his session - The Customer Promise – Hamish will share practical examples and takeaways to help you build greater customer value.


Securing Applications from Vulnerabilities with Zero Trust

Seamus Lennon

Solutions Engineer - ThreatLocker


Reap rewards from CCaaS, UCaaS and collaboration

Mark Lomas

Head of Business - Channel - Gamma

10:40 The Trusted Advisor Explosion and Convergence 3.0

Phylip Morgan

Chief Channel Officer - Pax8

The next twenty years will see the biggest transfer of wealth the world has ever seen as the Boomer generation leave their legacies to the next generation. In the USA alone that will be $35 Trillion. Those trillions landing in the pockets of an entrepreneurial, digitally transformed generation is going to create an explosion of “Trusted Advisors” in four key business verticals that will eventually lead to convergence 3.0.

11:00 How to capitalise on the booming SMB market

Jay Janes

Chief Revenue Officer - Giacom/Digital Wholesale Solutions

The full fibre, 5G and agile working mega-trends offer a once-in-a-generation opportunity for SMBs to transform their businesses – and the channel is best placed to support them on their journey. In his session, Giacom/Digital Wholesale Solutions Chief Revenue Officer Jay Janes will present research-based forecasts on the technology demands of the vibrant SMB market, and show how the winning channel businesses will be those that upskill, diversify, build recurring revenue streams and create more loyal customers.


Networking Coffee Break - Exibition Zone


Building a Data-driven MSP Business; Process + Culture + Automation

Alex Ford

Vice President of Sales EMEA - IT Glue


Remote Support Trends Affecting Business in 2022

Romain Paugam

Sales Executive - Splashtop


Boosting IT Security in 2022; The Role of Endpoint Management Tools

Marwin Marcussen

Sales Engineer Manager EMEA - Kaseya

12:45 Keynote

Camille Mendler

Chief Analyst | Omdia | Strategy and Innovation

25+ years' experience in the digital economy. Executive advisor and hands-on practitioner. Incisive analysis and trend spotting. Complex project delivery in emerging and developed countries. Launch and management of high-performing research teams. Lively speaker, moderator and provocateur.


Networking Lunch - Exibition Zone

Security-as-a-Service Track


Charting a route to Security-as-a-Service revenue

Cyber-attacks and particularly ransomware are making almost daily headlines, yet enterprises struggle to gain and retain the technology and skills needed to stem the tide. This XaaS Summit insight session looks at the rise of Security-as-a-Service offerings and spotlights the opportunity for IT and comms resellers to better protect their clients while capitalising on healthy recurring revenue opportunities.

Contributors to this session: ThreatLocker, Datto, Sophos and ConnectWise.

Innovation & Expertise-as-a-Service Track


Pushing the boundaries of innovation-led growth opportunities

Managed service delivery has evolved over the last decade through increased use of innovative technology and emerging best practice. This XaaS Summit insight session looks at how comms and IT resellers can increase their operational efficiency, energise teams and deliver a better offering to clients of all sizes with a focus on the rapidly growing SME market.

Contributors to this session: Kaseya, IT Glue, Splashtop and Pax8.


15:45Profiting from the full spectrum of UCaaS solutions

The cloud comms evolution is gathering pace, catalysed by the Covid-19 pandemic and subsequent rise of home working, and a key question at this time is how to drive more margin into UCaaS sales. This XaaS Summit insight session will chart the full UCaaS opportunity for comms and IT resellers, and spotlight the complementary services to be capitalised on such as contact centre solutions and their role across businesses of all sizes, specifically in the SME market.

Contributors to this session: Gamma, Digital Wholesale Solutions and Xelion.

16:15 Drinks Reception - Exibition Zone


Keynote Speaker

Camille Mendler

Camille Mendler

Chief Analyst – Enterprise Services, Omdia

Camille tracks ICT consumption and the shifts influencing IT Directors today advising major technology providers how best to structure their propositions and go to market. In this session, Camille will share her insights on what is shaping technology buying decisions and highlight the solutions you need to be providing.

Keynote Speaker

Hamish Taylor

Hamish Taylor

Author, broadcaster and coach

Hamish has helped PWC, British Airways, Proctor & Gamble, Eurotunnel and Sainsbury’s Bank put internal and external customers at the heart of their propositions. In his session - The Customer Promise – Hamish will share practical examples and takeaways to help you build greater customer value.

Leigh Cockell

Leigh Cockell

Security Sales Engineer - Connectwise

Leigh Cockell is a Security Sales Engineer at ConnectWise with 16 years of IT Channel experience.

As one of ConnectWise’s cyber security experts, Leigh supports the technical qualification of our services and assists our partners in their security maturity journey. Leigh has focused on Information Security and IT Governance in the last 5 years previously working as the Head of IT Governance for a security conscious MSP. Responsibilities included service improvement, change & management of security frameworks, review & implementation of new tools, managing NOC processes, endpoint patching & Security incident response.

As a Lead Implementor and Auditor of Iso27001 Leigh helped build a successful Information Security Program with 3+ years of Iso27001 certification and GDPR Compliance. Leigh believes in collaboration towards Security maturity and sharing industry knowledge to allow a more secure channel, with a background in consultancy to various verticals including medical and Gov Leigh understands the need for security to be appropriate to the risk and use case.

Greg Jones

Greg Jones

Business Development Director EMEA - Datto

As Business Development Director, EMEA, Greg is responsible for expanding and driving the success of Datto’s partner program and unique MSP ecosystem across the region. With over 20 years of experience in the IT sector, Greg has extensive knowledge in expertly managing the development of technology and business processes.

Prior to joining Datto in October 2019, Greg was CTO for a large managed service provider in the Northwest of England. Greg started his management career in IT for the public sector after securing a senior IT management position within the local authority, and later went on to private consultancy for central government.

Greg’s passion extends to his community where he serves as Business Ambassador for Alder Hey Children’s Charity, whose mission is to support the young patients, families and the staff at Alder Hey Children’s NHS Foundation Trust.

Jay Janes

Jay Janes

Chief Revenue Officer - Digital Wholesale Solutions / Giacom

As Chief Revenue Officer, Jay oversees Giacom’s Go-To-Market strategy and execution. He has deep rooted executive level relationships within the IT industry and with global leading vendors such as Microsoft, Amazon, and Google. He has specialist expertise in building Cloud Practices, previously achieving over 400% MRR growth in less than 18 months on Microsoft Azure. Jay is passionate about diversity and inclusion in the workplace and a leading advocate for Women in Technology and Business.

Mark Lomas

Mark Lomas

Head of New Partner Channel - Gamma

Mark joined Gamma in 2012 and has a proven track record of successfully working with and growing channel partner businesses. With over 22 years’ of experience in the telecoms industry, Mark has taken a number of roles in business development and sales including Head of Channel and Head of Sales at companies such as SpiriTel, Daisy plc and Gamma. As Head of New Partner Channel for Gamma, Mark leads a team to onboard new partners into Gamma’s award-winning programme, ensuring they have all the necessary sales, marketing, training and support required to successfully sell our products.

Matt Worboys

Matt Worboys

Channel Business Development Director - Gamma


Alex Ford

Alex Ford

VP Sales EMEA - IT Glue

Alex Ford has been a leader in the IT channel for the best part of a decade, only pausing to spend a year in Chile teaching English in 2010. Alex has built a considerable network and has a wealth of experience, having been an integral part of building the EMEA Channel at Datto before IT Glue. A highly knowledgeable and passionate channel expert, Alex has been part of IT Glue EMEA since its inception and continues to lead the team in his capacity as Vice President of Sales EMEA.

Marwin Marcussen

Marwin Marcussen

Sales Engineer Manager EMEA – Kaseya

Marwin has worked with Kaseya for over 10 years, and he consults with customers, prospects, and channel partners all over the EMEA region to understand their requirements and show how Kaseya can solve specific problems from a technical standpoint. Prior to joining Kaseya, Marwin worked in IT Security with Kahuna Managing Security.

Phylip Morgan

Phylip Morgan

Chief Channel Officer EMEA – Pax8

As Chief Channel Officer of Pax8 UK, Phylip provides leadership, guidance, and support to successfully extend the company’s key channel and marketing objectives to UK markets. He develops, plans, and executes strategic initiatives that drive the company’s channel growth and exposure in the EMEA regions. Through Phylip’s efforts, Pax8 is reaching global partners and leading the digital transformation worldwide.

Phylip has spent over 30 years helping various technology companies expand globally and achieve significant success. He has led several companies as Chairman and Director and founded nine of his own, empowering organizations to become operationally efficient and effective through technology. Phylip holds an M.A. in Missional Leadership from Bangor University, is the Pastor and Co-Founder of Calon Church, and sits on the board for several companies and non-profits. He enjoys working with small business owners and spending time with his wife and three daughters.

Romain Paugam

Romain Paugam

Sales Executive – Splashtop

Romain Paugam handles Sales for the UK, Benelux, and the French markets at Splashtop. He was the 1st employee at the European Splashtop office. Romain comes with a wealth of experience in SAAS and IT in companies like Apple, Google and successful Dutch startups like Bynder. Over the last 2 years, he helped many organizations from wide-ranging industries to assess Splashtop's value and to switch to our solution. In this session, he will discuss how an organization like BDP, Supermassive Games, or Discovery Channel use Splashtop for hybrid working and remote support.

He will also share the outcome of a survey on how 1000 IT decisions makers in the UK are navigating hybrid work; and how MSPs can increase profitability, enhance customer experience and improve security for hybrid workers. Splashtop is a secure remote access and support software company that delivers an in-person experience users need, with security IT can trust.

Tim Swainson

Tim Swainson

Channel Account Executive, Cloud Alliances - Sophos

Tim has been within the IT Channel for 19 years, holding roles at different stages within MSPs, Distribution & Vendors his focus has been on building new business supporting partners to adapt to new ways of accessing and delivering services while still maintaining a competitive advantage, with a key focus around Cybersecurity for most of this time the last 3 years have been focused on Cloud Infrastructure and Security.

Seamus Lennon

Seamus Lennon

Solutions Engineer - ThreatLocker

Seamus is a Solutions Engineer at ThreatLocker. With over 20 years of experience working within the IT sector, Seamus has a vast knowledge of wealth which allows him to help businesses implement solutions to protect and secure their environments. Prior to ThreatLocker, Seamus had a number of roles including IT Technical Manager for an MSP providing the latest solutions to SME's.

Dave Reynolds

Dave Reynolds

Managing Director – Xelion

Dave Reynolds, UK MD of Xelion, has continuously achieved success on both sides of the channel in the role of supplier and reseller. Dave’s first foray in the reseller community came via channel veterans Griffin internet before cementing himself as a go to person to launch and built a hosted voice proposition within a channel business. Dave and his team launched the award winning Xelion communications platform in the UK as an alternative to the traditional hosted voice reseller model.



St Pauls ETC Venues

200 Aldersgate St, Barbican, London
United Kingdom

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