Channel Chat Podcast

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.

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.