Managed IT conversations often start with one need and grow from there. At the 2026 Sandler Partners National Summit, Sales Engineer Andrew Rustad moderated Managed IT Services: Solving Client Challenges and Growing Revenue, welcoming Brian Hanify, Vice President, Channel Sales, Integris; Josh Skeens, Chief Executive Officer, Logically; and Michael Brown, Vice President of Solution Architecture, Resolve Tech Solutions.
Each Provider shared how a single assessment or project turned into a long-term Managed Services agreement, and what Partners can listen for during discovery.
A few highlights from the discussion included:
- Start with Security: Nearly every client cares about its security posture, making an assessment a natural first step.
- Fill the Skills Gap: Strong opportunities often sit with small internal IT teams that need help with AI, compliance, or after-hours coverage.
- Projects Build Trust: One $40,000 data project grew into a managed services agreement worth roughly $368,000 a year.
- Listen for Triggers: Cyber insurance renewals, compliance deadlines, and recent incidents often signal that a client is ready to talk.
The takeaway, as one panelist put it: “All doors lead to the same room.” Partners who start with what a client needs today can grow that first engagement into a lasting Managed Services relationship.
The Sandler Partners National Summit
The annual Sandler Partners National Summit is the largest independent technology community channel event held each year. It brings together Partners from across the US and Canada – influential leaders, and Providers – sharing information on solutions, selling approaches, and personal development. The atmosphere is always energetic, reinforcing the family “safe home” reputation Sandler Partners has developed over two decades. While other TSDs may focus on private equity plays, Sandler Partners continues to help solve problems that encourage trust, deeper long-term customer relationships, and ultimately success.