In this episode of Channel Chat, we're joined by Duane Lent, CEO of InnoVent, to discuss the evolving relationship between technology vendors, partners and end customers. The conversation explores why organisations need to think beyond the next hardware purchase, the importance of managing technology throughout its entire lifecycle, and how long-term planning can strengthen customer relationships and business outcomes. Duane also shares practical advice on refresh strategies, lifecycle management, financing technology investments, and the opportunities available to partners willing to take a more strategic role with their customers. Topics covered include: Technology refresh planning IT lifecycle management Financing and consumption models Building long-term customer relationships The evolving role of channel partners Maximising value from technology investments Strategic business planning Whether you're a vendor, reseller, MSP or business leader responsible for technology decisions, this episode is packed with valuable insights and real-world experience.

This week on Channel Chat, Marc Sumner is joined by James Worrall, VP of International Channel at Druva. From selling door-to-door in Bolton to leading international channel strategy for one of the industry's leading cyber resilience companies, James shares the lessons that have shaped his approach to leadership, partnerships and channel growth. Marc and James discuss what partners really want from vendors, why simplicity matters more than ever, how to spot the signs of a healthy channel programme, and why cyber resilience and AI will define the next generation of solution providers. If you're a channel leader, vendor, distributor, MSP or partner looking to build stronger relationships and drive sustainable growth, this episode is packed with practical insights and straight-talking advice.

What does it take to succeed in the modern IT channel? Marc is joined by Alex Walsh, Regional Vice President of Channel Sales for EMEA North at Keepit, for a wide-ranging discussion on channel leadership, partner strategy, mentorship, data sovereignty, and the growing impact of AI on the technology industry. Alex shares his journey from studying media production and managing restaurants to building a successful career in the IT channel. Along the way, he discusses the value of staying curious, finding the right mentors, building high-performing channel teams, and why the best partner relationships are built on consistency rather than promises. The conversation also explores what "partner-first" really means, why data sovereignty is becoming a board-level discussion, and where vendors, MSPs, and partners should be focusing their attention over the next few years. Key topics include: Channel leadership and career development Building successful partner ecosystems The importance of consistency in channel strategy Data sovereignty and cyber resilience AI's impact on the future of the channel Whether you're a vendor, MSP, reseller, distributor, or aspiring channel leader, this episode is packed with practical insights and real-world channel experience.

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