#268 Andy Bristow: Hackers Aren't Breaking In Anymore - They're Logging In.
Release Date: 03/10/2026
#281 Eddy Abboud: If You Don't Disrupt Yourself, Somebody Else Will.
Channel Chat Podcast
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#280 Andy Morgan: Consistency Builds Trust
Channel Chat Podcast
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#279 Muneeb Anjum: Dubai Runs On Relationships.
Channel Chat Podcast
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#278 Steve Shakespeare: Distribution Alone Isn't Enough For The Future
Channel Chat Podcast
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...
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#277 Miguel Duarte: I Packed Up My Life And Moved To Dubai.
Channel Chat Podcast
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...
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#276 Andy Venables: We're not selling hours, were selling outcomes.
Channel Chat Podcast
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.
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#275 Muhammad Ali: If There's No Way Back, You Make It Happen.
Channel Chat Podcast
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...
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#274 Lewis Dick and Justin Griffiths: Stay relevant - or lose the deal.
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...
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#272 Amir Ali: Dubai Moves Faster Than Anyone Thinks.
Channel Chat Podcast
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...
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#273 Neil Burton: If You Want To Develop Your Skills, You Have To Move On.
Channel Chat Podcast
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 £500m 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...
info_outlineIn 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.