In this episode of Partnerships Unraveled, we sit down with Rob Rae, Corporate Vice President of Communities and Ecosystems at Pax8, a leading cloud marketplace redefining how MSPs and SMBs purchase technology. Rob brings his deep industry expertise, spanning over 20 years in the managed services space, to deliver actionable insights for channel professionals.
Rob shares the critical criteria Pax8 prioritizes when evaluating vendors, emphasizing innovation, managed services focus, and technologies that genuinely add value to MSPs' offerings. He highlights the importance of maintaining a pulse on the market through constant engagement with MSPs worldwide and how listening to their needs fuels Pax8’s decision-making and growth strategy.
We dive into the unique culture of collaboration within the MSP community, contrasting it with the often siloed nature of vendors, and explore why fostering open knowledge-sharing is key to industry evolution. Rob also outlines the top opportunities and challenges MSPs will face in the coming years, from leaning into AI and expanding globally to transitioning from solution providers to strategic advisors.
Whether you're an MSP, vendor, or channel strategist, this episode is packed with valuable perspectives on building partnerships that drive innovation and growth. Don't miss this conversation with one of the channel's most dynamic leaders!
Connect with Rob: www.linkedin.com/in/robtrae/
Timestamps:
00:00 Introduction to Partnerships Unraveled
01:04 Understanding Rob Rae's Role at PAX8
03:08 Evaluating Vendors for MSPs
05:57 The Importance of Feedback from MSPs
08:46 Collaboration in the MSP Community
12:06 Future Needs of MSPs
17:47 The Role of Vendors in MSP Success
22:14 Marketing Strategies for MSPs
24:01 Conclusion and Next Steps
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