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If you're heading to Pax8 Beyond—or any major MSP channel event—this episode is your tactical prep guide.

Channel legend Len DiCostanzo joins host Carrie Richardson to share strategic insights from his 40+ years in the IT channel, including leadership roles at Autotask, Kaseya, and Datto. Now leading the coaching and consulting practice at MSP Toolkit, Len helps vendors and MSPs alike improve their partner programs and sales performance—and in this conversation, he breaks down what it really takes to make an event worth the investment.

You’ll learn:

• The top mistakes vendors make when exhibiting at trade shows
• What to do instead of hiding behind your booth table
• How to evaluate your event ROI—and what metrics actually matter
• Why relationships, not branding, drive long-term value
• Tips for making every handshake, hallway chat, and happy hour count

Whether you're a first-time sponsor or a seasoned exhibitor, this episode delivers real-world advice to help you turn event spend into sales results.

Find Fox & Crow Group at booth 929 at Pax 8 Beyond.

Read the blog post inspired by the interview here.

Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?

They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.

Learn more at:

Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution

Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel Vendors

Fox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses

Book time with Carrie here!

Be a guest on WIN! We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.