Channel Chat Podcast

Marc Sumner - CEO @ Robertson Sumner Ltd | Channel Chat

Welcome to the Channel Chat podcast โ€“ home of the podcast which has now proudly become the voice of the IT channel ๐ŸŽ™ Since the Podcast's inception in 2019, the Channel Chat studio has hosted some of the IT channel's biggest names โ€“ with regular host, Marc Sumner, asking the questions that many others are afraid to! ๐Ÿคญ Numbers wise, we now reach over 15,000 listeners per episode in over 32 countries and have hosted 6 live events. Click subscribe to keep on top of all our latest content ๐Ÿ‘€

  1. 11H AGO

    #279 Muneeb Anjum: Dubai Runs On Relationships.

    Channel Chat Podcast

    29 min

  2. 17H AGO

    #278 Steve Shakespeare: Distribution Alone Isn't Enough For The Future

    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.

    25 min

  3. APR 20

    #277 Miguel Duarte: I Packed Up My Life And Moved To Dubai.

    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.

    21 min
  4. #276 Andy Venables: We're not selling hours, were selling outcomes.

    APR 14

    #276 Andy Venables: We're not selling hours, were selling outcomes.

    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.

    24 min

  5. APR 14

    #275 Muhammad Ali: If There's No Way Back, You Make It Happen.

    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.

    31 min

  6. APR 14

    #274 Lewis Dick and Justin Griffiths: Stay relevant - or lose the deal.

    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.

    32 min

  7. APR 9

    #273 Neil Burton: If You Want To Develop Your Skills, You Have To Move On.

    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 ยฃ500m 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.

    40 min

  8. APR 9

    #272 Amir Ali: Dubai Moves Faster Than Anyone Thinks.

    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.

    27 min
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About

Welcome to the Channel Chat podcast โ€“ home of the podcast which has now proudly become the voice of the IT channel ๐ŸŽ™ Since the Podcast's inception in 2019, the Channel Chat studio has hosted some of the IT channel's biggest names โ€“ with regular host, Marc Sumner, asking the questions that many others are afraid to! ๐Ÿคญ Numbers wise, we now reach over 15,000 listeners per episode in over 32 countries and have hosted 6 live events. Click subscribe to keep on top of all our latest content ๐Ÿ‘€

Information

  • Creator
    Marc Sumner - CEO @ Robertson Sumner Ltd | Channel Chat
  • Years Active
    2019 - 2026
  • Episodes
    293
  • Rating
    Clean
  • Copyright
    ยฉ 2023
  • Show Website
    Channel Chat Podcast

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