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#249 Dan Smith: I don’t want to be your partner. I want to be a division of your business.

Channel Chat Podcast

Release Date: 09/22/2025

#264 Chris Gore: Most tech companies don’t hire military talent and that’s their loss. show art #264 Chris Gore: Most tech companies don’t hire military talent and that’s their loss.

Channel Chat Podcast

info_outline #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

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More Episodes
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.