loader from loading.io

#248 Gavin Bell: We’re Not a Reseller — It’s Solutions

Channel Chat Podcast

Release Date: 09/15/2025

#263 Adrian Liddiard and John Schmidt: We're going into an unprecedented revenue cycle. show art #263 Adrian Liddiard and John Schmidt: We're going into an unprecedented revenue cycle.

Channel Chat Podcast

info_outline #262 Rob Harris: I Applied for Sales Director… While I Was Still an Account Manager. show art #262 Rob Harris: I Applied for Sales Director… While I Was Still an Account Manager.

Channel Chat Podcast

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...

info_outline #261 Andrew Harman: The phone stopped ringing and people stopped asking me out for lunch. show art #261 Andrew Harman: The phone stopped ringing and people stopped asking me out for lunch.

Channel Chat Podcast

info_outline #260 Olya Scekaturova: If you're comfortable, there's no growth left. show art #260 Olya Scekaturova: If you're comfortable, there's no growth left.

Channel Chat Podcast

info_outline #259 Laura Wilkinson: We’re going to see an explosion of AI tools. show art #259 Laura Wilkinson: We’re going to see an explosion of AI tools.

Channel Chat Podcast

info_outline #258 Spencer Starkey: Managed services isn’t the future - it’s here, and growing thousands of percent. show art #258 Spencer Starkey: Managed services isn’t the future - it’s here, and growing thousands of percent.

Channel Chat Podcast

info_outline #257 Adam Cathcart: AI can transform your business… or destroy your brand overnight if you get it wrong. show art #257 Adam Cathcart: AI can transform your business… or destroy your brand overnight if you get it wrong.

Channel Chat Podcast

info_outline #256 Anthony Young: Cyber threats are doubling every 12 months — we have to evolve or die. show art #256 Anthony Young: Cyber threats are doubling every 12 months — we have to evolve or die.

Channel Chat Podcast

info_outline #255 Andy Readman: If you don’t start with a problem, every AI tool becomes a gimmick. show art #255 Andy Readman: If you don’t start with a problem, every AI tool becomes a gimmick.

Channel Chat Podcast

info_outline #254 Tom Hockton: 75% of our revenue comes through the channel. show art #254 Tom Hockton: 75% of our revenue comes through the channel.

Channel Chat Podcast

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.

info_outline
 
More Episodes

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)