#274 Lewis Dick and Justin Griffiths: Stay relevant - or lose the deal.
Release Date: 04/14/2026
#297 Neil Lomax: People need to engage with other people.
Channel Chat Podcast
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#296 Jonathan Bartholomew: AI is changing the world for the better.
Channel Chat Podcast
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#295 Carl Henriksen and Ross McKenzie: The market is flying out here.
Channel Chat Podcast
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#294 Rob Demain: The attackers are winning right now.
Channel Chat Podcast
AI is changing cybersecurity faster than most businesses realise. In this episode of Channel Chat, Rob Demain, CEO & Founder of e2e-assure joins Marc Sumner to discuss why cyber resilience now matters more than prevention, how attackers are using AI, and why the future of cyber defence will be AI vs AI. They cover: Why speed is everything in cyber defence The biggest mistakes businesses still make How AI is transforming both attackers and defenders What MSPs and IT leaders need to do next Why Rob believes "15 minutes is too long" when responding to...
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#293: Guy Hocking: Everyone thinks they're too small to get hacked... until it happens.
Channel Chat Podcast
What does it really take to grow an MSP for more than 20 years? In this episode of Channel Chat, Marc Sumner sits down with Guy Hocking, Managing Director of Utilize PLC, to discuss his journey from infrastructure engineer to leading one of the UK's most respected Managed Service Providers. Guy shares why so many SMBs are still vulnerable to cyber attacks, why Cyber Essentials should be the minimum standard for every business, and how MSPs can help customers navigate the AI revolution without getting lost in the hype. The conversation also explores leadership, company culture, B Corp...
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#292: Mario Veljovic: Everyone Said Distribution Was Dead. They Were Wrong.
Channel Chat Podcast
What does it really take to build one of the Middle East's leading technology distributors? In this episode of Channel Chat, Marc Sumner sits down with Mario Veljovic, General Manager of VAD Technologies, to explore his 30-year journey through the IT channel. From selling PC components in the 1990s to helping power some of the region's biggest AI infrastructure projects, Mario shares the lessons he's learned about leadership, distribution, vendor relationships and why execution matters more than ever. They discuss: Why IT distribution continues to thrive despite decades of predictions of its...
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#291 Sajeev Perunnelly: Dubai is a place that makes you grow.
Channel Chat Podcast
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#290 Alex Troshin: That EPYC Guy from AMD
Channel Chat Podcast
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#289 Kinda Baydoun: Trust Can Only Come With Time.
Channel Chat Podcast
In this episode of Channel Chat Dubai, Marc Sumner sits down with Kinda Baydoun, Senior Director at Veeam, to discuss leadership, partnerships, trust, and the future of the IT channel across EMEA. From starting her career at Sun Microsystems to leading one of the industry's most influential channel organisations, Kinda shares the lessons that shaped her journey and why building trust remains the foundation of every successful partnership. The conversation explores: • How Veeam is transforming its partner strategy across EMEA • Why "connecting the dots" is critical for channel success •...
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#288 Jason Rolleston and Monica White: You Have To Respond At Machine Speed
Channel Chat Podcast
info_outlineMarc 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.