Channel Chat

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. 

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. 

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. 

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 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.