#268 Andy Bristow: Hackers Aren't Breaking In Anymore - They're Logging In.
Release Date: 03/10/2026
#269 Anjana Srinivasan: Differentiation Isn't A Challenge, It's A Superpower.
Channel Chat Podcast
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...
info_outline
#268 Andy Bristow: Hackers Aren't Breaking In Anymore - They're Logging In.
Channel Chat Podcast
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...
info_outline
#267 Mit Patel: If you don’t plan to grow, you’ll stay stuck.
Channel Chat Podcast
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...
info_outline
#266 Oliver Harvey-Jones: You’re not just distributing product — you’re distributing enablement.
Channel Chat Podcast
info_outline
#265 Jamie Farrelly: They told me I couldn’t lead EMEA — so I did it anyway.
Channel Chat Podcast
info_outline
#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.
Channel Chat Podcast
info_outline
#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.
Channel Chat Podcast
info_outline
#260 Olya Scekaturova: If you're comfortable, there's no growth left.
Channel Chat Podcast
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.