Channel Chat Podcast: Recent Episodes
Marc Sumner - Robertson Sumner Ltd
AI is changing cybersecurity faster than most businesses realise.
In this episode of Channel Chat, Rob Demain, CEO & Founder of e2e-assure joins Marc Sumner to discuss why cyber resilience now matters more than prevention, how attackers are using AI, and why the future of cyber defence will be AI vs AI.
They cover:
- Why speed is everything in cyber defence
- The biggest mistakes businesses still make
- How AI is transforming both attackers and defenders
- What MSPs and IT leaders need to do next
- Why Rob believes "15 minutes is too long" when responding to threats
A fascinating conversation for MSPs, IT leaders and business owners preparing for the next era of cybersecurity.
What does it really take to grow an MSP for more than 20 years? In this episode of Channel Chat, Marc Sumner sits down with Guy Hocking, Managing Director of Utilize PLC, to discuss his journey from infrastructure engineer to leading one of the UK's most respected Managed Service Providers. Guy shares why so many SMBs are still vulnerable to cyber attacks, why Cyber Essentials should be the minimum standard for every business, and how MSPs can help customers navigate the AI revolution without getting lost in the hype. The conversation also explores leadership, company culture, B Corp certification, sustainability, recurring revenue, partner relationships, and what separates great MSPs from the rest. In this episode: Guy's 22-year journey from engineer to Managing Director Why MSPs accelerate careers The biggest cyber security mistakes SMBs still make Why Cyber Essentials is the minimum standard AI opportunities vs AI threats for MSPs How Utilize is using AI internally Building a people-first culture that scales Becoming a certified B Corp Why customer retention beats acquisition The future of the UK MSP market Quick-fire opinions on AI, cyber security, channel growth and more
What does it really take to build one of the Middle East's leading technology distributors? In this episode of Channel Chat, Marc Sumner sits down with Mario Veljovic, General Manager of VAD Technologies, to explore his 30-year journey through the IT channel. From selling PC components in the 1990s to helping power some of the region's biggest AI infrastructure projects, Mario shares the lessons he's learned about leadership, distribution, vendor relationships and why execution matters more than ever. They discuss: Why IT distribution continues to thrive despite decades of predictions of its demise How VAD Technologies built a business around disruptive technologies What vendors should look for when entering the Middle East market How AI is reshaping distribution and the partner ecosystem Why trust, execution and long-term relationships win in enterprise technology The biggest opportunities and challenges facing distributors, vendors and resellers in 2026 Whether you're a vendor, distributor, reseller, MSP or systems integrator, this episode is packed with practical insights from someone who has helped shape the Middle East technology channel. Subscribe for more conversations with the leaders shaping the future of the global IT channel.
In this episode of Channel Chat Dubai, Marc Sumner sits down with Kinda Baydoun, Senior Director at Veeam, to discuss leadership, partnerships, trust, and the future of the IT channel across EMEA. From starting her career at Sun Microsystems to leading one of the industry's most influential channel organisations, Kinda shares the lessons that shaped her journey and why building trust remains the foundation of every successful partnership. The conversation explores: • How Veeam is transforming its partner strategy across EMEA • Why "connecting the dots" is critical for channel success • The role of trust, relationships, and face-to-face engagement in the Middle East • What separates high-growth partners from those standing still • The impact of AI, cyber security, cloud adoption, and data resilience • Building high-performing teams and the qualities Kindah looks for in future leaders • Women in technology, mentorship, and sponsorship • Veeam's vision for the future following the acquisition of Coveware One of the most respected channel leaders in the region, Kinda provides valuable insights for vendors, distributors, MSPs, resellers, and technology leaders looking to accelerate growth in an increasingly competitive market. 🎙️ "We Have To Connect The Dots." A huge thank you to our Dubai Series sponsors: HPE | AMD | Titan Data Solutions | Logix
This week, Marc sits down with Steve Shakespeare to unpack the evolution of distribution, the rise of Strategic Growth Solutions, and how Arrow is redefining what a modern channel partnership looks like.
A sharp, honest conversation about transformation, vendor expectations, and the future of value in the channel.
They cover:
- Why traditional distribution alone isn't enough anymore
- How Arrow because the sales and marketing engine for Broadcom & Citrix
- The real impact of the Broadcom shake-up on partners
- Why resellers must shift from "products" to "solutions"
- The rise of MSP models and OPEX-led buying
- What agility really looks like inside a distributor
- Steve's 35-year Intel journey and why he finally left
A brilliant episode for anyone in distribution, vendor leadership, or building the next era of channel growth.
Another Dubai Series episode is here and this one might be the most eye opening yet.
Marc sits down with Miguel Duarte, VP at Cybergate, for a fast paced deep dive into cybersecurity, AI adoption, and why the Middle East has become one of the most exciting regions in tech.
From getting hacked on mall Wi-Fi to why 2026 is the year of AI adoption, Miguel breaks down the realities of securing a region that moves at lightning speed and why business in the UAE still starts with a coffee.
In this episode:
- How hackers spoof public Wi-Fi in malls and airports
- Why AI adoption can't wait and what happens if you fall behind
- The power of partnerships in scaling cybersecurity
- How Miguel landded his first Dubai job... in just three days
- Why the Middle East gives you opportunities you'd wait decades for elsewhere
A sharp, insightful conversation for anyone in cybersecurity, the IT channel, or looking to break into the Middle East market.
In this episode of Channel Chat, Marc Sumner sits down with Andy Venables, CEO of PopX, for a deep dive into ServiceNow, MSP growth, and why the traditional consultancy model might be broken. From starting out on a service desk in London to scaling a global business, Andy shares the journey behind building PopX and the thinking that challenges how MSPs deliver and scale services today.
Marc Sumner sits down in Dubai with Muhammad Ali, Group Ceo of Cyberwaze, for a straight-talk conversation on entrepreneurship, cybersecurity, and the realities of building trust in the Middle East.
Muhammad shares how he walked away from a safe career with no backup, why attackers currently have the upper hand, and what CISOs should be preparing for as we head toward 2026. From AI-driven threats to cultural nuance, this episode cuts through the noise.
In this episode:
- Walking away from a "safe" career with zero backup
- Why cybersecurity can't live in silos
- How to build trust in a relationship-driven region
- The biggest security risks coming in 2026
- AI vs AI and why attackers are winning
- What global vendors must understand before entering the UAE
A sharp, honest look at the region's cybersecurity landscape and what it really takes to build a consultancy from scratch.
Marc Sumner is joined by Justin Griffiths (RVP UK and Ireland) and Lewis Dick (Alliances Director) from Infinigate for a sharp, honest look at how the IT channel is shifting - and what partners must do to stay relevant.
They break down the rise of MSPs, the move toward services-led revenue, and why so many VARs are losing ground to more specialised players. From AI-driven complexity to the talent gap, Justin and Lewis share what they're seeing across the ecosystem right now.
Topics include:
- Why specialist MSPs/MSSPs are taking market share
- The services boom - and why most partners are behind
- How AI and automation are changing customer expectations
- The talent challenge and the danger of "sink or swim" onboarding
- What vendors really want from distribution in 2026
- How infinigate chooses which vendors to back
- Why relevance now requires reinvention, not repetition
A fast-paced, practical conversation for VARs, MSPs, vendors and distributors who want to understand where the channel is heading next.
Marc sits down with Neil Burton, VP & GM of EMEA at Coro, for a sharp, honest conversation about the transformation, channel evolution, and the future of cybersecurity across one of the most complex regions in the world.
Neil opens up about his journey from mainframe programmer to running a £500m business, why he thrives in high-change environments, and what the channel keeps getting wrong, and right.
In this episode, Neil shares:
- How he moved from programming to leading major business units
- Why big organisations struggle to deliver real transformation
- The moment he realised the industry was too obsessed with "the deal"
- Why partners must operate with more integrity than vendors
- What drew him to Coro and why he prefers building over running
- Why SMB cybersecurity is the biggest untapped opportunity
- How AI is reshaping buying behaviour - and MSP delivery
- The challenges of distribution across EMEA
- Why emerging markets energise him more than the majors
A candid, insightful conversation with one of the channel's most experienced builders.
The first Dubai series episode is here!
Marc sits down with Amir Ali, CEO of LOGIX, for a fast, honest, and deeply insightful conversation about what it really takes to succeed in Dubai's channel ecosystem. From the pace of doing business to the expectations placed on vendors and partners, Amir breaks down the realities of a marketing thats evolving faster than most people realise.
This episode goes beyond surface-level commentary, it's a candid look at expertise, investment, culture, and the mindset required to win in the Middle East.
Topics covered:
- Why Dubai now demands true experts, not generalists
- How the region has shifted commercially and culturally
- The "chicken or the egg" dilemma for vendors entering the Middle East
- Why early investment is the only strategy that builds trsut
- The role of language, culture, and local presence in partner success
- How Dubai's pace now surpasses London
- What vendors misunderstand about the region, and how to fix it
A standout opening to the Dubai series.
In this episode of Channel Chat, Marc sits down with Madhu Kejriwal, CEO of TransUnion for UK and Europe, for a wide-ranging conversation on trust, fraud, data, and the role technology is playing in reshaping the global economy.
Madhu shares insights from the front lines of cybersecurity and financial technology, discussing how businesses can safely operate in a world where anyone, anywhere can interact digitally. Fromthe rise of industrialised fraud to the growing importance of data and AI, the discussion explores how organisations can build trust at scale while protecting customers and partners.
They also dive into Madhu's career journey, leadership philosophy, and why financial education and transparency around money remain critical topics that society still doesn't talk about enough.
Topics discussed include:
- Why fraud has become 'industrialised' and what businesses must do to stay ahead.
- How dara and AI are transforming trust and security in the digital economy.
- The challenges of enabling millions of strangers to transact safely online.
- Cybersecurity, identity, and the future of fraud prevention.
- Leadership lessons from working at the intersection of technology and finance.
- Why financial literacy and open conversation about money matter more than ever.
A thoughtful and insightful conversation on trust, technology, and the future of digital business.
Lucy Bourne, Director at Oaka Studio, joins Marc for a sharp, honest conversation about how the Microsoft partner ecosystem is evolving - and what partners must do to stay relevant in a market that's shifting fast. She shares her career path, her experience inside Microsoft, and the realities of building and scaling a consultancy in today's channel landscape.
Topics include:
- The decline of broard LSP models and the rise of specialisation
- Why partners must lead with industry relevance and customer outcomes
- What Microsoft really looks for in a partner - metrics, designations, AI readiness
- How partners should think about focus, vendor strategy, and ideal customer profiles
- The mindset required to build a modern services business
A practical, insightful episode for Microsoft partners, channel leaders, and anyone shaping the future of the ecosystem.
In this episode of Channel Chat, host Marc Sumner is joined by Anjana Srinivasan, Commercial Channel Chief at AMD, for a candid, in-person conversation recorded in London.
Anjana shares her journey into tech, lessons from scaling global organisations, and how resilience, curiosity, and credibility have shaped her leadership approach. The discussion explores leading across EMEA's complexity, building high-performing channel teams, embracing failure as a growth tool, and why differentiation and local nuance are critical to success.
Key topics covered:
- Leadership and career progression in global tech
- Navigating complexity across EMEA markets
- Building high-performance channel teams
- Failing fast, risk-taking, and learning to pivot
- Diversity, inclusion, and mentoring future leaders
- AI and the future of the channel ecosystem
A valuble listen for channel leaders, partners, and anyone navigating growth and change in the tech industry.
In this episode of Channel Chat, host Marc Sumner is joined in the studio by Andy Bristow, Senior Sales Director for MSS & CSE at Sonic Wall.
With nearly four decades in technology - from Digital Equipment and Compaq to cyber security and defence - Andy shares his journey through the evolution of IT and why managed security services represent one of the biggest opportunities in the channel today.
The conversation explores why most partners struggle to scale security, how MSPs can transition into MSSP models without massive overhead, and what role AI is playing in both cyber defence and cyber attacks.
In this episode, we cover:
- Andy's career journey from early enterprise tech to cyber security
- Why MSS is "a game of scale"
- The real cost and complexity of becoming an MSSP
- How MSPs can deliver 24/7 security without building a SOC
- Why "hackers aren't breaking in - they're logging in"
- The shift from perimeter security to could-first protection
- AI's role in modern security operations
- What success looks like for the channel in 2026
A practical, straight-talking conversation for MSPs, MSSPs, and channel leaders growth, security, and scale in a rapidly changing market.
In this episode of Channel Chat, host Marc Sumner sits down in London with Mit Patel, Founder and CEO of Assurix, to discuss building, scaling, and exiting an MSP - and why he decided to start all over again.
Mit shares the real story behind founding a business at 20, the painful lessons of scaling, and what founders often get wrong about hiring, leadership and sales. The conversation also explores cybersecurity risk, raising standards in the MSP space, and how the next wave of platforms and AI-driven software could reshape the industry.
In this episode:
- Starting a company young and learning by doing
- The toughest lessons in scaling an MSP
- When to step back from owner-led sales
- What selling a business is really like
- Why cybersecurity standards and trust matter more than ever
- Building talent and developing future leaders
- Industry trends to watch in the next 3-5 years
A must-listen for MSP owners, IT channel professionals, and anyone interested in building and scaling a technology business.
In this episode of Channel Chat, Mark Sumner is joined by Rob Harris, Sales Director for Software at SCC, recorded in London. Rob shares his journey from studying English Literature to leading software sales at one of the UK's largest partners. We discuss career progression in sales, moving from individual contributor to leadership, and why putting yourself forward can change everything. Key topics include: • Breaking into tech and software sales • Progressing from account manager to sales leader • Leading high-performing sales teams • How software buying has changed • Adding value beyond price and transactions • Why hyperscale marketplaces are one to watch in 2026 A must-listen for anyone in sales, software, or the channel.
In this Channel Chat episode, Marc Sumner sits down with Tom Hockton, VP of BMC Helix UK & Ireland, to talk career growth, leadership, and channel strategy. Tom shares how he went from studying languages and working at Shanghai Radio to leading one of the most channel-driven enterprise software businesses in the UK.
In this episode, Marc Sumner sits down with Lewis Pope, one of the Head Nerds at Enable, to explore the evolving world of cybersecurity, Reseller and MSP challenges, and what it really means to build cyber resilience in 2025 and beyond.
In this episode, Marc Sumner sits down with Paul Hamilton, Founder & CEO of Halo, one of the UK's fastest-growing software companies — and the second most valuable privately-owned software company in the country.
In this episode of Channel Chat, host Marc Sumner sits down with Julian Brown-O-Davies, Global VP of Security Services at Bugcrowd, for an in-depth conversation on cyber innovation, leadership, and the evolving world of offensive security.
This week Marc sits down with James Anderson, Channel Director (International) at Abnormal AI. From starting out as a biochemistry graduate and aspiring rugby pro, James has built a career shaping channel strategies across Trend, Quest, Ivanti, Exabeam – and now Abnormal.
This week Marc Sumner sat down with Dan Smith, CEO of Astralis, to talk about his journey from sales leadership at Blancco to running Astralis, and the lessons he’s carried along the way. They covered a lot of ground, including: • The importance of winning hearts and minds in leadership – not just giving orders. • Why sales directors should keep their toe in the game and stay relevant. • How Astralis was born out of an “exit → retirement → back to business” story. • The challenges (and opportunities) of working with channel partners in IT asset disposal (ITAD). • The real role of ESG and sustainability in customer decisions. • Where the market is heading: vendors, resellers, and lifecycle partners.
Recorded live at Samsung KX, London, Channel Chat Live brought together 250+ C-suite execs and senior leaders from across the UK IT Channel for an evening of unfiltered debate, insights and networking. In Part 2, host Marc Sumner and our all-star panel — Neil Hall, Aine Rogers, Lyndsey Charlton, and Alistair Wildman — take questions directly from the audience and dive even deeper into the issues shaping the Channel. Huge thanks again to our sponsors Arrow Cloud UK & Ireland, Check Point Software, and Cameo for powering the after party.
Recorded live at Samsung KX, London, Channel Chat Live brought together 250+ senior leaders, business owners and C-suite execs from across the UK IT Channel for an evening of debate, insights and networking. Host Marc Sumner was joined on stage by an all-star panel – Neil Hall, Aine Rogers, Lyndsey Charlton, and Alistair Wildman – tackling the big questions shaping the Channel. A huge thank you to our sponsors – Arrow Cloud UK & Ireland, Check Point Software, and Cameo for powering the after party. Don’t miss Part 2 for more insights and audience Q&A.
Channel Chat Podcast | Gavin Bell, CEO of Econocom — From CC “Boomerang” to Building a UK Solutions Business Recorded in London (yes, during a tube strike!), Marc sits down with Gavin Bell to unpack: Why he “boomeranged” back to Computacenter and what cultural fit really means Overlay vs. solution sales — and why the label “overlay” winds him up Moving into his first CEO role at Econocom and integrating the Trams acquisition Differentiation: solutions + lifecycle services + in-house financing (not just “another reseller”) Pragmatic AI: better service & scale (bids, service desk) — not headcount cuts Ageism, reskilling at 50+, and why experience still matters 2025 outlook: services growth, UK brand building, and who to watch (Gavin’s pick: NVIDIA)
Join host Marc Sumner in the studio with James Cadman, Chief Customer Officer at Luware, for an in-depth conversation about his journey from cold-calling double glazing sales at 16 to leading global customer success in a fast-growing business.
Join Marc Sumner in the studio with Maz Lopez, Senior Channel Marketing Manager at AMD and one of our valued podcast partners. From hospital radio to the heart of tech marketing, Maz shares her journey and insights on: • How storytelling and partner collaboration bring AMD’s products to life • The importance of relationship-building in a competitive tech landscape • Using AI to supercharge marketing — from crafting job specs to automating lead nurturing • Tracking ROI with data intelligence to prove marketing’s impact on sales • The challenge and opportunity of account-based marketing across diverse regions
The Big Picture with David Weeks... “Why aren’t you marketing your business that way?” David Weeks didn’t hold back at Empower 25 — and neither did he on Channel Chat. In this upcoming episode, David talks: → Why cross-collaboration beats competition → The death of ‘just reselling’ → And the announcement of Empower 2026 in Fort Lauderdale!
Welcome to Channel Chat LIVE 2025 – Part 2!
The conversation continues from Samsung KX with even more industry insight, big opinions, and future-focused thinking. In Part 2, we dive deeper into the evolving role of AI and Cyber in the Channel — from talent strategies to customer expectations, and what leaders need to prioritise right now to stay competitive.
Featuring more must-hear moments from our expert panel: Hayley Mooney, Paula Panarra, Des Lekerman and Chelsea Chamberlin.
Hosted by Marc Sumner & Proudly sponsored by Infinigate UK & Ireland.
Ready to find out what’s next for the Channel? Hit play and join the debate. Don’t forget to like, comment, and subscribe for more Channel Chat content!
Welcome to Channel Chat LIVE 2025 – Part 1!
Broadcast live from Samsung KX, Channel Chat LIVE brought together the biggest names in the Channel for an evening of bold conversations around AI, Cyber, and the future of the industry.
In Part 1, you'll hear from our incredible panel: Hayley Mooney, Paula Panarra, Des Lekerman and Chelsea Chamberlin.
Expect real insights, lively debates, and fresh perspectives on how AI and Cyber are reshaping the Channel — and what businesses need to do to stay ahead.
Hosted by Marc Sumner | Proudly sponsored by Infinigate UK & Ireland.
Hit play and join the conversation — and don’t forget to check out Part 2 for even more unmissable moments!
Today in the Channel Chat studio Marc Sumner is joined by Nick Crouch, Director - EMEA & APAC Channel & Alliances @ AppOmni
In this valentine's day special, Marc is joined in the studio by Kathryn Bennett the Channel Director from Dataminr.
Today Marc is joined in the studio by the Managing Director of Bytes Software Services, Jack Watson.
Today Marc Sumner is joined in the Channel Chat studio by the Channel Marketing Director at XM Cyber, Lucy Greenaway.
Today in the Channel Chat studio Marc meets up with the CEO of Transputec, Sonny Sehgal.
Today in the channel chat studio, Marc talks to Liza Weschta from Cybsafe.
Channel Chat is sponsored by Infinigate; Sparking Channel Growth.
Marc is joined in the channel by the Solutions Sales Director, Rhys Lawson.
Channel Chat is sponsored by Infinigate; Sparking Channel Growth.
In this week's episode, you can hear the full conversation from the second half of the recent Channel Chat LIVE event that took place at Samsung KX on the 5th September 2024.
Our host, Marc Sumner, met up with:
- Adele Every, MD Publuc Sector from Cisco
- Miriam Murphy, President EMEA, TD Synnex
- Mike Norris, Group CEO from Computacenter
- Steve Rigby, Co-CEO from Rigby Group plc
Channel Chat LIVE is sponsored by Cameo.
In this week's episode, you can hear the full conversation from the first half of the recent Channel Chat LIVE event that took place at Samsung KX on the 5th September 2024.
Our host, Marc Sumner, met up with:
- Adele Every, MD Publuc Sector from Cisco
- Miriam Murphy, President EMEA, TD Synnex
- Mike Norris, Group CEO from Computacenter
- Steve Rigby, Co-CEO from Rigby Group plc
Channel Chat LIVE is sponsored by Cameo.
Today in the Channel Chat studio, Marc Sumner is joined by two people.
Martyn Ryder and Chris Germain of Support Warehouse.
They talk about a range of topics, including the value of partnerships, how to work with the top 20 partners in the UK, and the importance of co-operation in the marketplace.
Today Marc is joined in the Channel Chat studio by the Managing Director of Architectures and Specialists Joachim Mason.
Today Marc is joined in the Channel Chat studio by Kyle Davies the Head of the Office of the CTO at CDW.
Today Marc is joined in the Channel Chat studio by Gill Holloway from Insight.
This is her second appearance on Channel Chat - having first been the fourth person to appear on the show back in 2019.
This week Marc Sumner speaks to the VP of Partnerships at Insight - Gill Holloway.
Gill makes her second appearance on Channel Chat, having been our fourth guest back in July 2019!
Today in the London studio Marc Sumner is joined by the COO at Agilitas IT Solutions, Sara Wilkes
Today Marc is joined in the Channel Chat studio by the CRO of the "AI Company of the Year 2023"; Smartbox.ai.
Today in the studio, Marc is joined by the Chief Commercial Officer from Sapphire Technologies, Charly Davis.
In today's episode, Marc is joined in the studio by Elisha Kirkham the Recruitment Manager at the UK's largest VAR, Softcat.
Today Marc speaks with Vanessa Vallely who leads the organisation WeAreTheCity who have over 80,000 female members. Vanessa's experience comes from a 25-year corporate career. She is a global speaker who is a champion for initiatives aimed at achieving gender parity and raising the profile of women in the workplace.
The first guest in the new channel chat studio for series 11 of the Channel Chat podcast is Ian Goodfellow, the VP Sales, EMEA at SHI International.
Today we are sharing the full audio from this year's Channel Chat live event that took place earlier this year.
You can catch up with:
Penny Williams, Vice President of Sales at CDW;
Rob Tomlin, VP of UK Channel at Dell Technologies,
David Watt, Managing Director at TD SYNNEX UK.
Donavan Hutchinson, CRO at Trustmarque.
They share their views on a wide range of subjects, including AI, diversity, social responsibilities, future trends likely to impact the technology industry, and a wide range of questions that were asked by our audience.
Today in the Channel Chat studio, Marc meets up with the Sales Director at Threatscape, Paul O'Sullivan.
Today in the Channel Chat studio Marc meets up with Sheffield's own Daniel Bumby who is the founder and MD of MSP Simoda.
A Sheffield United season ticket holder Daniel joins Marc in London to discuss his journey from working in the music industry to growing a technology focused business.
Today's special guest in the Channel Chat studio is Rod Tonna-Barthet CEO at KYOCERA Document Solutions.
Back on home soil, Marc speaks to the Group Sales and Marketing Director from Enable X, the group that encompasses Pragma Distribution, Techland Systems and Candio
This week, Marc join's the CEO of CAE Technologies, Justin Harling for a catch up in their UK headquarters in Hertfordshire. Channel Chat On Tour.
In this weeks episode Marc joins Richard Behan, one of the owners of CAE Technologies, in thier HQ in Hemel Hempstead in the first Channel Chat On Tour sessions.
This week is joined by the Sales Director of Braze, Ilana Simons.
They discuss:
- the challenges associated with moving from an individual contributor role to leadership
- the skills necessary to make an effective sales leader
- the challenges of getting more women into tech
- and are leaders born or can you learn the skills necessary?
In this week's episode, Marc is joined in the studio by Matt Poulton of ForeScout
They discuss his career from a start in recruitment to where he is today via photocopier sales at Xerox
Matt has also been involved in both VC / PE-backed acquisitions and Matt discusses the different approaches both tend to take.
This week Marc is joined in the Channel Chat studio by the Co-Founder and Managing Director of Telev8; Tara-Jane Sloane.
Marc is joined in the virtual studio by the Global CTO from Westcon-Comstor, Rakesh Parkhoo.
Marc is joined in the studio by James Hunnybourne the CRO from Ultima Business Solutions.
Brian joins Marc in the virtual Channel Chat studio all the way from sunny Austin Texas.
They discuss Brian's career, the reason he is so passionate about cyber security and end point security in particular and the growth happening at Malwarebytes.
In the studio this week Marc is joined by channel legend Sarah Goodchild.
They discuss her career journey; starting as a recruiter and the choices she has made to get to the role she is in today as well as the secrets behind building a successful partner program.
Marc is joined in the channel chat studio by Holly Anschutz the Director of Channels from Extreme Networks.
Marc is joined in the studio by Jenny Hicks the Head of Technology from MIDWICH GROUP PLC.
Today in the Channel Chat studio, Marc was joined by the CEO of Kocho Des Lekerman.
They discuss his early career, starting in a finance role, before the recession in the early 1990s forced his hand into starting his first tech. business Eurodata.
Bringing his story right up to date they discuss his purchase of TIG, growing the business from 30 people to over 300 today, the rebrand to Kocho and subsequent growth plans for 2023 and beyond.
Marc Sumner meets the Founder and CMO of Akari Solutions in the Channel Chat virtual studio.
Margaret discusses her background in the technology sector, how she got into the industry, and her experience as a Microsoft partner. She also talks about the importance of creating an inclusive environment and how Akari has implemented initiatives to promote diversity and accessibility.
Margaret talks about the challenges in trying to break through the 'glass-ceiling' and expanding the company and the exciting plans for 2023 and beyond.
Craig Hume joins Marc in the Channel Chat 'virtual studio'
He discusses the company's history, which began as a computer repair store, and how it has grown into a successful PC builder.
He explains how social media has helped Utopia compete with bigger competitors and how the company differentiates itself by offering the best computer systems in the world.
Hume also talks about the challenges of setting up and growing a business, including the importance of cash flow and building a skilled and trustworthy team.
He talks about what makes his business stand out from the competition, and his plans to bring in Super Microsystems and focusing on AI and Big Data as a growth opportunity.
Craig offers advice for young talent entering the tech industry, emphasizing the importance of building relationships and focusing on what one can do for others.
Craig also discusses how he stays motivated and inspired in his business and his predictions for the IT channel in the next 12 months.
Marc Sumner is joined in the studio by the CEO of Assured Data Protection, Simon Chappell.
Channel Chat is sponsored by Dell Technologies.
AV powered by Convergent Technologies.
Marc was joined in the Channel Chat studio by one of the Founders of Arco Cyber, Matt Helling. Matt enjoyed a long and successful career with Softcat before leaving to start his own business in 2022.
Marc and Matt discuss the challenges of starting a new business, the risk involved, the beauty of operating outside your comfort zone whilst also dealing with dyslexia and ADHD.
For the first episode of our tenth season Marc Sumner was joined in the studio by the current CFO at Softcat.
They discuss Graham's early football career and how a Cambridge Science Graduate has become the CEO elect at the largest VAR in the UK.
In this week's episode, Marc is joined in the studio by Matt Reeve, CEO at Modern Networks.
On this week's episode, Marc is joined in the Channel Chat studio by Johnny Ellis, EMEA Channel Director at Arctic Wolf.
On this weeks episode Marc is joined in the Channel Chat studio by Gavin Jones the Director of Wholesale Channel at BT Wholesale.
Coming to you from the recent HPE Partner Event in Leek, Staffordshire. The second Channel Chat live was recorded in September 2022.
Coming to you from a field in Surrey, Channel Chat live was recorded in September 2022 direct from the HPE Partner Event.
On this weeks episode Marc is joined in the Channel Chat studio by Carlene Jackson the CEO from Cloud9 Insight.
On this weeks episode Marc is joined in the Channel Chat studio by Bob Sahota the Sales Director from Highgate IT Solutions.
On this weeks episode Marc is joined in the Channel Chat studio by Dave McGinn the CEO from Daisy Communications.
On this episode, we had none other than Mirza Fur, Executive Director & Co-Founder at The Marketing Practice on the Channel Chat podcast.
On this episode, we had none other than John Nolan, Channel Director, NEUR & ME at Bitdefender on the Channel Chat podcast.
On this episode, we had none other than Aggrey Lutta, Cultural Director at CAE Technology Services on the Channel Chat podcast.
On this episode, we had none other than David Watts, Managing Director at Tech Data on the Channel Chat podcast.
On this episode, we had none other than David Watts, Managing Director at Tech Data on the Channel Chat podcast.
On this episode, we had none other than Oliver Mason, Founder & Managing Director at KOcycle on the Channel Chat podcast.
On this episode, we had none other than Oliver Mason, Founder & Managing Director at KOcycle on the Channel Chat podcast.
On this episode, we had none other than Daniel Teacher, Managing Director at T-Tech on the Channel Chat podcast.
On this episode, we had none other than Matthew Parker, Chief Executive at Babble on the Channel Chat Podcast.
On this episode, we had none other than Matthew Parker, Chief Executive at Babble on the Channel Chat Podcast.
On this episode, we had none other than Chris Norfolk, Senior Director at Oracle NetSuite in the Channel Chat studio.
On this episode of the Channel Chat podcast, we had none other than Mark Davies, Managing Director at Westcoast Cloud in the studio
On this episode of the Channel Chat podcast, we had none other than Jamie Brothwell, Director of Pro AV at Exertis UK in the studio
On this episode of the Channel Chat podcast, we had none other than Jon Pickering, Entrepreneur, experienced CEO & business advisor in the studio
On this episode of the Channel Chat podcast, we had none other than Mark Ash, Chief Revenue Officer at Konica Minolta Business Solutions UK in the studio
On this episode of the Channel Chat podcast, we had none other than John Taylor, VP EMEA Of Channels from Tanium in the studio
Channel chat is going LIVE!! For the first time ever we launched a live podcast event with a spectacular panel of guests.
We have 4 of the biggest tech giants all under one roof such as Mike Norris, Group CEO at Computacenter Hayley Roberts, CEO at Distology Marc Waters, SVP & Managing Director at HPE & David Creed, VP of BD at Armis.
We want to also give a special shout out to our amazing sponsors, Convergent Technology, Cameo UK and Armis.
On this episode, we had Alastair Borissow, VP, Global Head of Circular Technologies at Westcon-Comstor on the Channel Chat podcast.
On this episode, we had Alastair Borissow, VP, Global Head of Circular Technologies at Westcon-Comstor on the Channel Chat podcast. Westcon-Comstor is the leading global technology provider and specialist distributor of business technology. Operating in more than 70 countries, they deliver business value and opportunity by connecting the world’s leading IT vendors with a channel of technology resellers, systems integrators, and service providers.
They combine our industry insight, technical know-how, and decades of distribution experience to deliver value and accelerate our vendors’ and partners’ business success.
We spoke to Alastair about his journey from the land down under, to working in the UK. Sustainability... The right thing to do or just a real commercial opportunity. Marc Sumner certainly got educated on this topic
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On this episode, we had Andrew Gomarsall, Executive Chairman at N2S on the Channel Chat podcast. N2S is a professional services company specialising in optimising supply chain economics for businesses in the finance, telco, media and government sectors.
Built upon a heritage of maximising the value of end-of-life IT assets N2S offers services including data destruction, site clearance/de-installations, WEEE disposal, and large-scale installation services – all delivered using N2S’ own fleet of tracked vehicles and skilled engineers.
We spoke to Andrew about the similarities in sport and business and what can be learned from both to achieve success. However, we really dug deep into the huge subject of sustainability!
You won't want to miss this!
Streaming on all platforms, follow Channel Chat Media for the latest podcasts and news!
Apple:https://podcasts.apple.com/gb/podcast...
Spotify:https://open.spotify.com/show/6pTjEZS
On this episode, we had Daren Finney, Senior VP Global Channels at Mitel on the Channel Chat podcast. Mitel is a global market leader in business communications. Founded nearly 50 years ago, they help businesses and service providers connect, collaborate, and provide innovative services to their customers.
Their innovation and communications experts serve business users in more than 100 countries.
We got great insights from Darren, as he shared how to cultivate a culture of hybrid working, what a good partner program looks like, and why he made the move to leave Citrix. There were also some pretty raw opinions on topics as well which might get Marc Sumner in trouble and DM’s coming in
You won't want to miss this! Streaming on all platforms, follow Channel Chat Media for the latest podcasts and news!
Apple:https://podcasts.apple.com/gb/podcast...
Spotify:https://open.spotify.com/show/6pTjEZS
On this episode, we had Lee Driscoll, MD UK & VP Europe at Nuvias on the Channel Chat podcast. The Nuvias Group is the fast-growing, innovative European distributor with a broad range of innovative services and solutions designed to secure customer success and accelerate partner and vendor growth. In collaboration with leading technology suppliers, we specialise in providing security, agility, and manageability for clients, networks, and cloud technology solutions through an ecosystem of highly skilled channel partners. We had some brutally honest views around LinkedIn and why he came off it.
With the challenges around acquisitions and how to establish yourself with the IT Channel and so much more, you won’t want to miss this jam-packed episode!!
You won't want to miss this!
Streaming on all platforms, follow Channel Chat Media for the latest podcasts and news!
On this episode, we had Angela Whitty, CEO Ampito Group on the Channel Chat podcast. Ampito Group is a leading provider of technology solutions, cloud services, digital media, and marketing. Founded in 2006 Ampito has seen rapid growth, with a presence in Africa, North America, Europe, and the UK.
The Group's ethos is to seek out innovative solutions to help organisations run more effectively.
You won't want to miss this episode as Marc Sumner & Angela discussed her move from Cisco to Ampito Group and why she decided to make the move, how she got into tech, and advice for those who are looking to get their foot in the door into the industry, the best questions a candidate can ask when smashing an interview and so much more!!
You won't want to miss this! Streaming on all platforms, follow Channel Chat Media for the latest podcasts and news!
Apple:https://podcasts.apple.com/gb/podcast...
Spotify:https://open.spotify.com/show/6pTjEZS...
On this episode, we had Drew Lydecker, CEO and CO-Founder Co-Founder and President at AVANT Communications on the Channel Chat podcast.
AVANT's vision was and is still today to be the global leader in powering next-generation technology decisions. They built and proved our business model by being the distribution engine behind some of the largest Value Added Resellers (VARs) in the world selling telecom, cloud, and IT to their customers.
Marc Sumner kicked this episode with Drew on the hot topics in the channel topics such as the story of AVANT and Drews journey & challenges he faced in the early years.
The initiatives in place to celebrate women in the workforce and the value in the awards and how do we get people from outside the channel in if they have no experience?
And SO much more!!! You won't want to miss this! Streaming on all platforms, follow Channel Chat Media for the latest podcasts and news!
On this episode, we had Semir Jahic, Manager, Sales Engineering & Operations EMEA at Clari on the Channel Chat podcast.
Starting in 2013, Clari set out to fix an all-too-familiar business problem: unpredictable revenue.They quickly realized that sales, marketing, and customer success teams simply didn’t have the information they needed to work together in a coordinated, cadenced fashion. Instead of acting, they were reacting. Instead of executing, they were guessing.
Today, their market-leading Revenue Operations Platform helps go-to-market teams of every size and stripe take control of their entire sales process and revenue operation.
It was all discussed in this episode, from working in start-ups to corporate in the channel, how Semir finds his top talent, and the challenges faced, stock opinions and equity, taking a business from 200 to 600 people in 2 years, and different sales approaches within different regions and so much more!
You won't want to miss this!
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On this episode, we had Paul Fifiled, CEO and CO-Founder at Sales Impact Academy on the Channel Chat podcast. Sales Impact Academy is the world’s leading go-to-market learning platform providing a live-learning curriculum for B2B go-to-market teams on an annual subscription basis.
Marc Sumner kicked this episode off to find out how Paul went from wanting to be a Rockstar to now being CEO, his journey and how he got involved with SIA, the lack of training within tech sales, and why it isn't taken seriously.
Pauls and SIA's journey from the pandemic up until now And his views on probation and why it should be abolished in all companies!! And so much more, you won't want to miss this!
You won't want to miss this! Streaming on all platforms, follow Channel Chat Media for the latest podcasts and news!
On this episode, we had Jane Ashworth, Director, SMB & Channel at Lenovo on the Channel Chat podcast.
Lenovo’s story has always been about shaping computing intelligence to create a better world. With the world’s widest portfolio of technology products, they deliver their vision of Smarter Technology for all through products, solutions, software, and services that individuals, communities, businesses, and entire populations need to fulfill their potential.
We were eager to find out from Jane her journey into the IT Channel, from Jane wanting to get into teaching to becoming the Director at Lenovo!!
The future predictions of the channel and what we can expect? Is the channel doing enough with creating a more diverse workforce?
Janes view on job hoppers and so much more!
You won't want to miss this! Streaming on all platforms, follow Channel Chat Media for the latest podcasts and news!
Apple:https://podcasts.apple.com/gb/podcast...
Spotify:https://open.spotify.com/show/6pTjEZS...
We had the best clip, but we wanted to showcase the top 7 clips of series 6.
We bring you the most insightful, funniest, and inspiring clips of Series 6.
Last year we saw yet another year of fantastic guests, and 2022 will be even bigger and better!
On this episode, we had Tinesh Chhaya Founder of Decipher Cyber - Jenny on the Channel Chat podcast.
Decipher Cyber - Jenny is the totally agnostic Cyber Business Intelligence Platform that helps you to make informed, validated, and trusted decisions on security vendors.
On this episode hosted by Mark Reddy, all was discussed from his big move across the globe to Australia, moving from a corporate to a start-up, his predictions with Cyber Security, and growing talent with hiring graduates/students giving exposure to the IT Channel and so much more!!
You won't want to miss this! Streaming on all platforms, follow Channel Chat Media for the latest podcasts and news!
Apple: https://podcasts.apple.com/gb/podcast...
Spotify: https://open.spotify.com/show/6pTjEZS...
On this episode, we had Yvonne Matzk, Founder of The Channel Community & Coachere on the Channel Chat podcast.
Coachere, is a coaching, consulting, and mentoring business with a focus on career development and confidence coaching for women in tech.
Yvonne also founded The Channel Community, which was created to connect like-minded people across the Channel who want to help support individuals reach their full potential through Mentoring.
The community has also been created to provide support and advice on Channel specific issues.
Marc sat down with Yvonne and discussed it all, from her journey into the channel and how the channel community started, finding a suitable mentor, how grades aren't everything and you DONT need that degree to get a job in the IT Channel and even though it's discussed more frequently in the channel, we still have a long way to go with getting women into the channel and so much more!!
Streaming on all platforms, follow Channel Chat Media for the latest podcasts and news!
Apple: https://podcasts.apple.com/gb/podcast...
Spotify: https://open.spotify.com/show/6pTjEZS...
On this episode, we had Frances Weston, Managing Director at Econocom on the Channel Chat podcast.
Econocom is the digital services company that makes digital transformation happen today. Econocom helps organisations future-proof their operations for the digital age with 'as-a-service subscriptions and ‘payment-over-time’ solutions.
We traveled to Econocoms offices for this podcast and discussed it all with Frances, from her journey into the IT world and landing the MD role at Econocom, what the IT channel can do to become more inclusive when hiring and how curiosity could land you your dream role! You won't want to miss this!
Streaming on all platforms, follow Channel Chat Media for the latest podcasts and news!
Apple: https://podcasts.apple.com/gb/podcast...
Spotify: https://open.spotify.com/show/6pTjEZS...
On this episode, we had Nick Madhavji, CEO at Joskos Solutions on the Channel Chat podcast.
As an expert provider of ICT solutions and support within schools, Joskos work closely with schools to ensure that the technology they install and the support services Joskos provide totally match each school’s individual needs, priorities and budgets.
lt was all discussed from Nick's move from the UK to the US and why he came back, getting into the world of sales, and the difference from the UK and across the pond. What the channel needs to do when recruiting a diverse workforce, what a candidate can do to really stand out and funny interview moments including stick figure drawings and much more! You won't want to miss this Streaming on all platforms, follow Channel Chat Media for the latest podcasts and news!
Apple: https://podcasts.apple.com/gb/podcast...
Spotify: https://open.spotify.com/show/6pTjEZS...
On this episode, we had Fiona McKenzie Client Services Director at Revere on the Channel Chat podcast.
Revere offers something special; smart solutions that tackle business problems – influencing customer behavior and delivering measurable business outcomes. The Revere way is about intuition as well as knowledge, expertise, and real-life experience.
They offer communications, customer engagement, and nurturing solutions in complex, data-driven B2B environments.
Marc Sumner sat down with Fiona and all was discussed, from how Fiona got into the tech industry and her journey into Revere, what can Sales and Marketing do to be more collaborative together? How a candidate can shine when interviewing for a marketing role and what to ask, and much more! You won't want to miss it.
Streaming on all platforms, follow Channel Chat Media for the latest podcasts and news!
Apple: https://podcasts.apple.com/gb/podcast...
Spotify: https://open.spotify.com/show/6pTjEZS...
On this episode, we had Lance Williams, Chief product officer at Distology on the Channel Chat podcast.
Distology combines value-added support from highly qualified technical specialists and well-informed channel managers with a wealth of marketing support and resources on their partner portal to help you support your customers and compete for new business. They pride themselves on the ease of access to their service, the flexibility with which they work with their partners, and the great relationships that exist within their network.
Marc Sumner sat down with Lance all topics on the table from Lance's journey from Softcat plc to Distology, how are peoples mental health in the IT Channel after the pandemic, company cultures and the importance of knowing the culture and being part of it and a story about wardrobe mishaps that involve a stapler!? And much more! You won't want to miss it.
Streaming on all platforms, follow Channel Chat Media for the latest podcasts and news!
Apple: https://podcasts.apple.com/gb/podcast...
Spotify: https://open.spotify.com/show/6pTjEZS...
On this episode, we had Joseph Castle, Chief Executive Officer at Tecnologika on the Channel Chat podcast.
Since 2009, Tecnologika has been at the heart of designing and implementing IT solutions globally. From mission-critical trading systems that execute millions of trades by the world-leading banking institutions to the communication systems controlling navigation for the world’s largest maritime service providers, They are trusted to provide the backbone IT infrastructure that drives global commerce.
Marc Sumner sat down with Joseph and discussed all the hot topics, how Joe started his business at 22 up until now! The toughest challenges he faced over the past year, how he overcame them and what the future holds. How the tech industry needs to adapt to get a more diverse workforce and the lack of floral shirts from Marc Sumner and much more!
You won't want to miss it. Streaming on all platforms, follow Channel Chat Media for the latest podcasts and news!
Apple: https://podcasts.apple.com/gb/podcast...
Spotify: https://open.spotify.com/show/6pTjEZS...
On this episode, we had Ghazal Asif, Head of Channel Sales/Director, EMEA at Google on the Channel Chat podcast.
Google LLC is an American multinational technology company that specializes in Internet-related services and products, which include online advertising technologies, a search engine, cloud computing, software, and hardware.
On this episode we had Mark Reddy as a special host, Mark sat down with Ghazal to discuss it all from her departure leaving an IPO business to join the corporate world, insight into Googles incredible interview processes, and moving to a different industry in a leadership role also how to deal with imposter syndrome and much more! You won't want to miss it.
Streaming on all platforms, follow Channel Chat Media for the latest podcasts and news!
Apple: https://podcasts.apple.com/gb/podcast...
Spotify: https://open.spotify.com/show/6pTjEZS...
On this episode, we had Pip White, Senior Vice President & GM Slack EMEA at Salesforce on the Channel Chat podcast.
Salesforce is a customer relationship management solution that brings companies and customers together. It's one integrated CRM platform that gives all your departments including marketing, sales, commerce, and service a single, shared view of every customer.
Marc Sumner sat down with Pip to discuss her career journey from HP, Google to Salesforce, why she decided to leave HP, how to create a high performing & happy company culture, creating a diverse team, the tough decisions she's had to make and much more! You won't want to miss it.
Streaming on all platforms, follow Channel Chat Media for the latest podcasts and news!
Apple: https://podcasts.apple.com/gb/podcast...
Spotify: https://open.spotify.com/show/6pTjEZS...
On this episode, we had Trevor Evans, Managing Director at Consenna on the Channel Chat podcast.
Consenna drives growth in the IT partner ecosystem by solving challenges through rapid, bespoke innovations. Delivered with enhanced ambition, brand identity and results.
Consenna is dedicated to delivering growth, customer acquisition, improved sales effectiveness and the realisation of potential for each and every customer they work with.
Marc Sumner sat down with Trevor to discuss his career journey from HP & Apple to Consenna, what a candidate needs to do to impress him, his funniest interview moments which left one candidate leaving little to the imagination and much more! You won't want to miss it.
Streaming on all platforms, follow Channel Chat Media for the latest podcasts and news!
Apple: https://podcasts.apple.com/gb/podcast...
Spotify: https://open.spotify.com/show/6pTjEZS...
On this episode, we had Meshach Amuah-Fuster, Managing Director at Allbound on the Channel Chat podcast.
Allbound is a cloud-based channel sales and marketing platform that allows organizations to give real-time access to sales enablement, marketing tools and resources in one intuitive mobile-friendly place.
Marc Sumner sat down with Meshach to discuss company cultures, how a candidate goes above and beyond when impressing a hiring manager and what questions they need to ask, and his funniest interview moments as a hiring manager and a candidate, and much more! You won't want to miss it.
Streaming on all platforms, follow Channel Chat Media for the latest podcasts and news!
Apple: https://podcasts.apple.com/gb/podcast...
Spotify: https://open.spotify.com/show/6pTjEZS...
On this episode, we had Phylip Morgan & Robert Belgrave Chief Channel Officer & CEO at Pax8 on the Channel Chat podcast.
Pax8 simplifies the way organisations buy, sell, and manage cloud solutions, empowering our partners to achieve more with cloud technology. Their born-in-the-cloud platform modernises the channel’s cloud journey with consolidated billing, automated provisioning, and industry-leading PSA integrations. And their technology is backed by an experience that provides responsive support alongside the education and resources you need to grow your cloud business.
Marc Sumner sat down with the Pax8 chaps to discuss company cultures and what's important, how can a candidate go above and beyond when impressing a hiring manager and career blunders, and much more!
You won't want to miss it. Streaming on all platforms, follow Channel Chat Media for the latest podcasts and news!
Apple: https://podcasts.apple.com/gb/podcast...
Spotify: https://open.spotify.com/show/6pTjEZS...
On this episode, we had James Hardy, Managing Director at CCS Media on the Channel Chat podcast.
CCS Media is a Technology and Supplies Reseller with over 37 years of experience delivering first-class IT solutions and services to organisations of every kind across the UK and beyond. Their network of 14 Offices and 1 Warehouse and Logistics Configuration Centers, secures unrivaled nationwide scale for supply and service, matched with the comfort of local presence. They work with more than 2,000 manufacturer partners and sell more than 1.3 million products as part of the solutions we deliver to their 14,000 customers.
Marc Sumner sat down with James to discuss his journey to being MD in CCS Media, the secret to success, advice to candidates on how they can carve out their own career, and much more! You won't want to miss it.
Streaming on all platforms, follow Channel Chat Media for the latest podcasts and news!
Apple: https://podcasts.apple.com/gb/podcast...
Spotify: https://open.spotify.com/show/6pTjEZS...
On this episode, we had Neill Burton, Director Channels and Alliances UKI at F5 Networks on the Channel Chat podcast.
F5 Networks powers applications from development through their entire life cycle, across any multi-cloud environment. Their customers, enterprise businesses, service providers, governments, and consumer brands can deliver differentiated, high-performing, and secure digital experiences.
Marc Sumner sat down with Neill to discuss his journey in the channel, how a candidate can be successful in an interview, Neill’s funniest moments when interviewing a candidate, and much more! You won't want to miss it.
Streaming on all platforms, follow Channel Chat Media for the latest podcasts and news!
Apple: https://podcasts.apple.com/gb/podcast...
Spotify: https://open.spotify.com/show/6pTjEZS...
On this episode, we had Guy Eilon VP Sales EMEA at Cynet Security on the Channel Chat podcast.
Cynet is a cyber-security company. It converges essential cybersecurity technologies that helps enterprises to identify security loopholes and threat intelligence, and manage endpoint security. It was founded in 2015 and is headquartered in Tel Aviv, Israel.
Marc sat down with Guy to discuss the origin of Cynet Security and how it all started, the journey of entering a new market over the pandemic, and finding the right talent! You won't want to miss it!
Streaming on all platforms, follow Channel Chat Media for the latest podcasts and news!
Apple: https://podcasts.apple.com/gb/podcast...
Spotify: https://open.spotify.com/show/6pTjEZS...
On this episode, we had Tom Happe, CEO & Founder at Trueleads on the Channel Chat podcast.
Trueleads helps companies across the globe to source new business opportunities and increase their revenue streams.
Whether you are just starting out in your new business or have an established company with an existing sales team, Trueleads is the lead generation company that works for you!
Marc sat down with Tom to discuss how he started Trueleads, mental health over the last 12 months and how he has managed to help his team's wellbeing, and what his objectives are for the future. You won't want to miss it!
Streaming on all platforms, follow Channel Chat Media for the latest podcasts and news! Apple: https://podcasts.apple.com/gb/podcast... Spotify: https://open.spotify.com/show/6pTjEZS...
On this episode, we had Gareth Capon, CEO at Grabyo on the Channel Chat podcast.
Grabyo is a browser-based live video production suite integrated with popular social media platforms such as Facebook, YouTube, Instagram, Snapchat, Twitter, and Periscope.
Marc Sumner sat down with Gareth to discuss his move into a start-up company, and his vision for Grabyo, the legends who are investing with Grabyo, and the future plans within the channel! You won't want to miss it.
Streaming on all platforms, follow Channel Chat Media for the latest podcasts and news!
Apple: https://podcasts.apple.com/gb/podcast...
Spotify: https://open.spotify.com/show/6pTjEZS...
Youtube:https://www.youtube.com/channel/UCGwHfenG_66AigwxywBm7IQ
On this episode, we had Ben Fallon, Senior Director, Global Channels at Cisco Meraki on the Channel Chat podcast.
Cisco Meraki is a cloud-managed IT company, headquartered in San Francisco California. Their products include wireless, switching, security, enterprise mobility management, and security cameras, all centrally managed from the web.
Marc Sumner sat down with Ben to discuss his journey into Cisco Meraki, sharing his advice for candidates who are looking to get into the IT Channel, and what sets Cisco Meraki apart from other Vendors! You won't want to miss it.
On this episode, we had Donavan Hutchinson, MD at SHI on the Channel Chat podcast.
SHI International Corp is a privately-owned provider of technology products and services, headquartered in Somerset, NJ. SHI has customers in the academic, corporate, enterprise, and public sectors.
Marc Sumner sat down with Donavan to discuss building a business from scratch, advice to young graduates when it comes to moving into a leadership role and the challenges faced when Donavan joined as the new MD during the Pandemic, and much more! You won't want to miss it.
Streaming on all platforms, follow Channel Chat Media for the latest podcasts and news!
Apple: https://podcasts.apple.com/gb/podcast...
Spotify: https://open.spotify.com/show/6pTjEZS...
On this episode, we had Dominic List, CEO at Comtact on the Channel Chat podcast.
Comtact is cloud-first, security-focused, and has a proven track record built up over 15 years supporting leading organisations. Their service is there to support you, provide you with extra resources to deliver results, and help navigate the fast-changing.
Marc Sumner sat down with Dominic to discuss Comtacts journey in the IT Channel, the objectives they have in plans over the next 12 months, and is flexible working here to stay at Comtact? You won't want to miss it.
Streaming on all platforms, follow Channel Chat Media for the latest podcasts and news!
Apple: https://podcasts.apple.com/gb/podcast...
Spotify: https://open.spotify.com/show/6pTjEZS...
On this episode, we had Paul Tomlinson, Former MD at Mirus Solutions on the Channel Chat podcast.
Mirus was founded 18 years ago, by a young and determined IT support engineer. In that time, from humble beginnings, and still in Milton Keynes, Mirus has grown to a team of over 100 people and is now part of the UK’s most awarded Microsoft partner, Content+Cloud.
Marc Sumner discussed with Paul his journey to becoming the MD, how he increased diversity in the company culture and why left excited Mirus, You won't want to miss it.
Streaming on all platforms, follow Channel Chat Media for the latest podcasts and news!
Apple: https://podcasts.apple.com/gb/podcast...
Spotify: https://open.spotify.com/show/6pTjEZS...
On this episode, we had Marc Waters, UK MD at HPE on the Channel Chat podcast.
HPE is a global, edge-to-cloud Platform-as-a-Service company built to transform your business. How? By helping you connect, protect, analyse and act on all your data and applications wherever they live, from edge to cloud, so you can turn insights into outcomes at the speed required to thrive in today’s complex world.
Marc Sumner discussed with Marc his journey to becoming the MD in UK & Ireland for HPE, how he has kept the culture alive but also how we can increase diversity in the channel and if you weren't inspired already, Marc gives us his advice to get to the top! You won't want to miss it.
Streaming on all platforms, follow Channel Chat Media for the latest podcasts and news!
Apple: https://podcasts.apple.com/gb/podcast...
Spotify: https://open.spotify.com/show/6pTjEZS...
On this episode, we had Joel Berwitz, CRO at Boxxe on the Channel Chat podcast. Boxxe makes technology human, which means we enable people, systems, and technology to function efficiently and effectively. Boxxe exists to enable organisations to be the best they can be through the use of technology and by giving every person, wherever they are in the world, the confidence to use that technology to drive efficiency and effectiveness in every aspect of their working lives. Marc Sumner discussed with Joel his transition to CRO role and the challenges of managing remotely, the hiring process during COVID, and keeping the culture alive during this period and how Boxxe is tackling the mental health crisis over the last 12 months you won't want to miss this!! Streaming on all platforms
Apple: https://podcasts.apple.com/gb/podcast...
Spotify: https://open.spotify.com/show/6pTjEZS...
During the first UK lockdown in 2020 hosts, Marc Sumner and Calum Lyle were joined by the Softcat leadership team - Graeme Watt (CEO), Colin Brown (MD), and Rhys Lawson (Head of Service Sales)
I really did get an education from Julie Simpson CEO from ResourceiT Consulting Ltd on this subject, on the Channel Chat podcast show. 🎤 🎤
Her passion for women in tech 👩💻 is unbelievable! 🦸♀️
In fact, I would go as far to say I was completely converted. I honestly didn’t really think about it much before. I just didn’t understand why is was an issue and so important. But her answers on the show really make me think differently! 🎙🎙👏👏
3 things to consider
1) Are your job specifications attracting or appealing to women.
2) Promote current success stories from your current team. 👩💻 🥳
3) Does your company promote itself as a diverse and inclusive organisation.
Take a real honest hard view.
We all need to take look at our companies and see what we can change for the industry to address this.
Thoughts IT Channel?
Her story is fascinating, from ballerina 🩰 to barmaid🍻 to tech enthusiast. 👩💻
But the overall message I got from her was that any woman can come into tech and be successful.
Let’s be candid. Very few of us really knew what we wanted to do at 18/19 years old. I certainly didn’t. At 18 I was working as trainee accountant and got fired 🔥 🤦♂️ ... #enoughsaid
So if that’s the case, what else can we do to encourage young women to consider technology as an industry for their careers?
Host Mark Reddy was joined by Head of Commercial at Bytestock (LA Micro Group), Mark Williams. Mark started his career as a professional footballer playing for Brentford and Barnet respectively. In 2012 Mark joined LA Micro Group in a new business role and has progressed within the business to now head up Bytestock division. Mark offers great advice around starting out in IT sales, on-boarding and managing clients and also tips on the tough task of being a billing manager.
Today Marc is joined in the virtual studio by the CEO & Founder of Social Chain, Stephen Bartlett.
Social Chain a publicly traded social media company that uses owned media, marketing and technology to build Social Brands.
In the last few years, he has become an award-winning entrepreneur, speaker and investor, and now leads a company of 700+ team members across 5 countries.
Marc and Stephen discuss the influence of social media channels in business today and how you could go about building your personal brand as well as some of the do's and don'ts when it comes to getting the best results on social media.
In today's season finale Marc gets back in touch with the Group CEO of Computacenter Mike Norris.
They catch up at the end of the lockdown (having originally spoken in April) to look at the state of the IT channel and the wider UK economy.
Marc and Mike also look at the impact of the governments furlough scheme and what the 'bounce-back' might look like.
Marc also discusses the famous Computacenter sales kick offs and the impact of the CC FMES jacket on helping to build a successful culture.
Today Marc has been joined in the virtual studio by the CEO of Fuze; Brian Day.
They discuss the changing landscape for his business at Fuze and the future of the workplace with employees in many areas still unable to return to their office locations.
They also talk about the future investments the business will be making in other markets and what the outlook is for the short and medium term.
Today Marc is joined in the studio by the founder and CEO of RMTH. Ross is an entrepreneur with a track record of growing business and RMTH is the result of a vision that he has had for many years.
RMTH officially started during lockdown, Marc and Ross discuss the business and what challenges he has found starting a business during this uncertain period and what the future plans are for the business going forward.
Today Marc had the pleasure of meeting Richard Betts the Chief Revenue Officer of Charterhouse Voice and Data.
They discussed the way Charterhouse responded to lock-down and the way in which they have embraced flexible / home-working practices as a result and how this will become the 'new normal' after lock-down eases.
They also discuss the increased opportunities and threats the have arisen during this time and what companies can do to counteract these risks.
Today Marc has been joined in the virtual studio by one of the Directors from Convergent Technology Ltd.
Convergent have been busy planning and executing their expansion both physical (into new offices) and by growing their sales force during this lockdown period.
Marc and Michel discuss these plans in more detail as well as what it takes to get ahead in the technology arena.
Today Marc was joined in the studio by Lee Hughes the COO and Darren Finney the Vice President, EMEA Partner Sales from Citrix.
They discuss Citrix's approach to lockdown, how they were well prepared having predicted the crisis in January and the steps they have taken as a business to not only keep their own staff safe but the initiatives that have been put in place to help the partner community in these challenging times.
Today Marc has been joined in the studio by the MD of Bamboo Technology Group; Lorrin White.
After recently agreeing to an office move (prior to the Covid-19 pandemic) Lorrin and Marc discuss the impact on the new design as well as the changes needed to continue to run their successful business.
Today Marc has been speaking to Iain Clack from Thomsons Online Benefits.
Iain is one of the relatively few people who has secured and started a new position within the lockdown period.
Marc and Iain discuss the challenges of recruiting during lockdown and also the nature of employee benefits schemes and how this current crisis is likely to have a fundamental impact on how both employers and employees view their benefits packages.
Today Marc has been joined by the CEO of Telarus.
Telarus are a privately owned master distributor (master agent) who are growing quickly here in the UK.
Marc and Adam discuss the impact on the UK channel and the likely changes ahead for resellers / partners as this business model becomes more prevalent.
Today Marc has been joined in the virtual studio by the Channel Sales Director from Fujitsu; Paul Mclean.
With the lockdown easing they discuss the way companies will have to change in order to cope with the new guidelines.
Also how traditional competitors are now working together more and more in order to deliver the best solution to their customers.
Today we have the full recording of the LIVE Channel Chat from Friday 29th May.
We’ve been ridiculously fortunate to have some of the biggest names in the IT channel join us during lockdown on our live podcast & this time we thought we’d cross the pond 🇺🇸 to get a global take on how COVID-19 has impacted the channel 🌍
Featuring:-
- Zane Long ,SVP Global Channel Sales at RingCentral
- Drew Lydecker, President & Co-Founder of AVANT Communications
- Michael Bain Director at Convergent Technology Limited.
If you were unable to join the live event then this is your opportunity to catch up on an amazing event!!
Today Marc was joined in the virtual studio by both the CEO and the Regional Sales Manager from Netsweeper, Perry Roach and Mike Chambers.
They discuss the important issue of security during lockdown and the features of the Netsweeper solutions that are useful for managing the risks from web based threats.
Today Marc was joined in the virtual studio by the Global VP of Channel Sales from Park Place Technologies; Jeff McCullough.
They discuss the challenge clients are having, having had to front load their IT spend on unexpected equipment to facilitate home working and the impact this many have on longer term/larger infrastructure projects.
Today Marc has been joined by Neil Murphy from Bytes Technology Group.
They discuss the impact of the COVID-19 crisis on Bytes' plans to float later in 2020 and how impressed Neil has been with the way his staff have adapted to remote working.
They also talk about the way the channel has come together to really help end users over come their challenges.
Marc talks to Benjamin who proclaims to be the 'UK's most hated sales trainer'.
They talk about the art of cold calling and why so many people are reluctant to do it in the first place.
Benjamin also gives some of his best tips to be more successful in a sales role and why it is only our own limiting beliefs that prevent us from being successful in the first place.
Today Marc has been joined in the studio by the Sales and Marketing Director from Academia; Mark McCormack.
Although 70% of their business comes from the education sector, Mark mentions that they are beginning to see the green shoots of recovery.
They discuss the importance of trust when working from home and the likely way things will change in the future.
Marc has been joined in the virtual studio by the Global VP of Channel Sales for 8x8 John DeLozier.
John was recently voted 2020 Channel Influencer of the Year and the coveted 2020 CRN Channel Chief. It was great to get his views on the way the channel has adapted to life under lockdown and particularly how 8x8 has risen to the challenges.
It has been said that the current pandemic has lead to the 'golden age of communications for all of the wrong reasons and John discusses 8x8's approach to ensure the wellbeing of staff and customers at this time.
Today Marc speaks to Eamon Moore from Hiraki Data Solutions.
Hikari Data Solutions is a group of dedicated business and technology professionals who provide organisations with solutions that allow them to analyse business data; giving actionable insights, adding value and empowering companies to make better business decisions.
They discuss the importance of having a diverse client base and how having an international slant can help as well.
Eamon also discusses what he thinks he will happen after lockdown.
Please find the full audio recording of the first of our LIVE EVENTS recorded earlier in May.
Featuring Mark and Lewis from HPE and 'friend of the show' MD of Westcoast Alex Tatham.
Check out our website www.robertson-sumner.com for details of upcoming live events in the future.
Margaret leads 3 analyst teams in Europe: Services, Partnering Ecosystems and SMB/Start-Up. Based in London, she is responsible for driving IDC’s research, innovation and thought leadership agenda on ecosystems within Europe.
Marc discusses the impact of lockdown on the market place and what the research shows might happen for the rest of the year. Margaret also looks at the 'hot-spots' in the industry and where there could be opportunities for partners / vendors to take advantage of.
Today Marc's guest is Scott Murphy.
Scott leads the Ingram Micro Cloud and Advanced Solutions businesses in the UK&I. His sole objective is to evolve the way Ingram brings value to channel around Enterprise Solutions, with the goal of becoming the #1 strategic technology enabler.
They talk about the changing demand from the Ingram customer base as well as the way the internal team have adapted to lockdown, including some innovative methods of keeping morale high amongst his team!
Today Marc has been joined by the CEO of security solution provider Annabel Berry.
With people working from home a wide variety of security considerations have come into play - Annabel and Marc discuss how to best protect your systems in the current climate.
They also talk about recruitment during lockdown and what the employment market might look like post Covid.
Today's guest is the CEO of Daisy Communications Dave McGinn.
Marc and Dave discuss the likelihood of further consolidation in the market place during and after the cover crisis is over as well as the strategies that Daisy have in place to operate as close to business as usual during this time.
Today Marc's guest is the MD of Future Generation Solutions.
Peter founded FGSL in October 2010 and specialise in providing IT infrastructure services in the UK and overseas.
They discuss the approach you ought to take to onboarding people into your business during lockdown and beyond; learning the lessons on how not to do it!
Today Marc has been joined by the MD of Infrastructure solution provider Creative Group, Keith Ali.
Keith talks about their readiness for the Covid-19 crisis, and some of the current challenges they are facing as a business as well as what the future holds and why this is a very different situation to when the banking crisis based recession in 2008.
Today Marc is joined in the studio by Iain Tomkinson the Sales Director of ASM Technologies.
ASM Technologies specialise in taking 'incubator' vendors to market in the EMEA territory.
Iain discusses the challenges that they have faced with exchange rates during this crisis as well as a novel approach to attending customer events during lock-down!
Marc is joined by the owner of Natural Training Matt Drought.
Matt helps channel companies plans and execute training programs for businesses and has a lot of experience of working with businesses in the IT channel.
They discuss the importance of staying close to your customers, but also the way in which you do so being an important factor. Many salespeople are expected to run webinars with limited experience, so Matt shares his wisdom about how to get the best from these sessions.
Today Marc has been joined in the studio by the best selling author, LinkedIn and social selling trainer and key note speaker Daniel Disney.
Daniel explains why now is a great time to start training and self development and also the ideal time to improve relationships with customers old and new.
Today Marc has been joined in the studio by the UKI MD of Channel from Cisco.
They discuss Cisco's approach to lockdown and some of the key messages coming out of the senior leadership team, as well as the likely changes that the lockdown might have on working practices moving forward.
Today Marc has been joined by 4 colleagues from Canalys who provide channels and tech. analysis, data and events to help business achieve this goals.
They discuss the international impact of the Covid crisis and the lessons / likely scenarios that might happen moving forward.
They also look at the longer term implications and what companies can / should plan for moving forward.
Marc is joined in the studio today by Graham Jones the MD of Exclusive Networks.
They discuss the approach Exclusive have taken to make the most of remote working and the likely impact this will have in the future.
Graham also looks at the cyber-security implications of remote working and why this is the time where you need to be ultra-vigilant to prevent cyber-criminals taking advantage.
Today Marc has been joined in the studio by Dell's VP of Channels for Central & Northern Europe, Sarah Shields.
Sarah has been a 'home-worker' for 16 years and 60% of Dell's employees are classed as home workers, so Marc gets some good tips about how best to manage when home working.
They also talk about Dells current approach to hiring, onboarding and training team members during the current crisis.
Today Marc has been joined in the studio by the MD of UK&I from Tech Data, David Watts.
David looks at the impact/challenges involved with mobilising their workforce and has some good tips about how companies can prepare their team mates from the point of view of home-working.
They also look at the state of the supply chain in the UK currently and what the long term impact might be of the current lockdown.
James Murphy is the Global VP of Sales for Devtech.
Although based in Arizona, James manages their global team and Marc discusses the impact that the current crisis is having on their business as well as some of the strategies James uses when managing a remote workforce.
Devtech helps tech businesses accelerate growth. We have been solving technology challenges of some of the largest ISVs, Service Providers and Enterprises in the world and made cloud work better for them.
Today Marc is joined by Neil Sawyer at HP.
They discuss the challenges HP has faced as a business, the approach HP have taken to tackling the health and wellbeing of their workforce and the potential impact this crisis is going to have in the medium term for the IT channel.
Marc is joined by the CEO is the UK's largest IT technology solutions provider, ComputaCenter.
They discuss the state of the worldwide market today, how CC have adapted to the COVID crisis and what the outlook for the future is for the market across Europe.
Today Marc has been joined by the MD of Paragon Micro of the UK & Europe, Donavan Hutchinson.
Donavan is very experienced in working and managing remote teams throughout his career and he offers his advice on how to be as productive as possible during the lockdown.