Shows
EChannelNews PodcastLogMeIn: Innovations in Patch Management and MSP SolutionsSend us a textChris Savio, Senior Director, Product Marketing at GoTo (fka LogMeIn), talked about GoTo’s suite of solutions, particularly the Resolve product, which provides a unified endpoint management system designed to assist managed service providers (MSPs) in transitioning from legacy systems. Chris highlighted the product’s features, including remote monitoring, mobile device management, and integrated ticketing, emphasizing its potential to enhance service offerings and revenue streams for MSPs. He also touched on the importance of secure communication channels in the context of cybersecurity, with a focus on the zero trust architecture implemented in Resolve to m...2025-08-1332 min
EChannelNews PodcastAlkira: AI Impact and Cloud Infrastructure ChallengesSend us a textDoug Houghton, Director of Channels at Alkira (means “happy place” or “bright and sunny” in Australian Aboriginal), talked about his company’s offerings as a network infrastructure as a service provider. He emphasized the advantages of Alkira’s cloud exchange point, which simplifies cross-border connectivity, which can significantly lower total costs and operational complexity compared to traditional networking methods.The conversation also addressed the competitive landscape among cloud providers, highlighting the operational challenges of securing communications across different cloud environments and the importance of decoupled control and data planes...2025-07-2953 min
EChannelNews PodcastBlueVoyant: Third-Party Risk and Security PracticesSend us a textBrendan Conlon, Global Director of Supply Chain Defense at BlueVoyant, presented the company’s multifaceted approach to cybersecurity, highlighting the critical importance of supply chain security in an era where organizations increasingly depend on third-party vendors. He noted that many companies struggle to manage these dependencies effectively, often relying on spreadsheets, which can impede their security efforts. He emphasized BlueVoyant’s role in helping organizations develop both strategic and tactical solutions to enhance their security posture and manage third-party risks, particularly in light of potential service disruptions that can significantly impact business operations.2025-07-1725 min
EChannelNews PodcastStorage Guardian: Cybersecurity Strategies for MSPsSend us a textSpeaker: Omry Farajun, President, Storage GuardianOmry spoke about the critical cybersecurity strategies for Managed Service Providers (MSPs), emphasizing the necessity of documentation and incident response plans. He highlighted the creation of incident response runbooks aligned with the NIST 2.0 framework to ensure effective incident management. The importance of conducting tabletop exercises was stressed, particularly to identify communication gaps in scenarios involving compromised systems like M365. He also noted that cyber insurance companies now mandate documented incident response plans to prevent policy denials, reinforcing the need for MSPs to prioritize these strategies.2025-07-1512 min
EChannelNews PodcastSyncro: Microsoft 365 Security: Essentials to Strengthen Your PostureSend us a textSpecial Guest: Rich Dean, Senior Director of Product Management, SyncroRichard highlighted Microsoft’s role in the cybersecurity sector, particularly through their MCP servers that enable small and medium businesses to leverage AI effectively. He emphasized the importance of multi-factor authentication (MFA) in preventing cyber attacks while acknowledging that human behavior remains a significant vulnerability. He also discussed the necessity of continuous employee training to recognize sophisticated phishing attacks and recommended strategies for enhancing security, such as limiting global admin accounts and implementing just-in-time permissions.The conversation further explored th...2025-07-1032 min
EChannelNews PodcastCybersecurity Defense Ecosystem Episode 3: AI in Code Development and Security ManagementSend us a textPresenters: Evgeniy Kharam, Cybersecurity Architect | Evangelist | Consultant | Advisor | Podcaster | Visionary | Speaker |Nim Nadarajah, C.CISO, Cyber Security, Compliance & Transformation Expert | Executive Board Member | Keynote Speaker Julian Lee, Publisher, Community Builder, Speaker, Channel Ecosystem Developer with a focus on cybersecurity, AI and Digital TransformationAdam Bennett, Co-Founder & CEO at SureStack CEO at Crosshair CyberThe Cybersecurity Defense Ecosystem aims to assist Managed Service Providers (MSPs) in becoming more cybersecurity-oriented amidst industry disruptions caused by AI and regulatory changes.The session focused on updates and discussions surrounding cybersecurity...2025-07-0946 min
EChannelNews PodcastNovipro: Rising Threats, Falling PreparednessSend us a textGuest: Alain Cormier, CEO, Novipro, a well-established Canadian IT solutions provider, headquartered in Montreal, Quebec.Alain provided an overview of the company’s extensive experience in the technology sector, highlighting its role as a solution provider and integrator for both small and medium-sized businesses (SMBs) and large enterprises. He introduced a recent IT trends report that reflects the company’s dedication to understanding and adapting to industry developments. The report, which has been produced annually for the past decade, is based on comprehensive surveys conducted in collaboration with Leger Marketing, ensuring a we...2025-06-1240 min
EChannelNews PodcastJ-SAS: From Chaos to Confidence — Making Compliance a Strategic AdvantageSend us a textSase Janki, CEO of J-SAS, talked about the challenges organizations face regarding cybersecurity protection and compliance. He identified three major pain points: the fragmentation caused by multiple tools complicating compliance efforts, audit hesitancy stemming from uncertainty about compliance status, and the complexity and cost of traditional Governance, Risk, and Compliance (GRC) tools that deter smaller organizations from pursuing compliance initiatives. He cautioned against a checkbox mentality and emphasized the need for a comprehensive approach that includes ongoing monitoring and automated evidence collection.Sase also underscored the critical role of compliance for...2025-06-0719 min
EChannelNews PodcastStorage Guardian: Secure Disaster Readiness and ResponseSend us a textSpeaker: Omry Farajun, President, Storage GuardianOmry spoke about the evolving landscape of cybersecurity and the importance of personal relationships in the managed service provider (MSP) sector. He highlighted the need for MSPs to pivot from traditional backup and disaster recovery services to cybersecurity solutions, emphasizing the significance of integrating platforms and maintaining effective communication during incidents. He also introduced Storage Guardian’s incident response planner, which aims to assist MSPs in managing cybersecurity incidents, while also stressing the necessity of alternative communication methods as outlined by the NIST 2.0 framework....2025-06-0413 min
EChannelNews PodcastRBC: Understanding the Fraud TacticsSend us a textFraud fatigue sets in even as Canadians face more personalized scams.Geoff Morton, Senior Director, Fraud Strategy at RBC, discussed new poll data about the rise in targeted scams and how Canadians are feeling about the steps they must take to help protect themselves against fraud. Geoff highlighted a shift in fraud strategies, where criminals are increasingly targeting clients directly rather than banks, prompting RBC to enhance its fraud detection capabilities through real-time technology. Despite a decrease in certain types of attacks, he emphasized the ongoing need for investment i...2025-05-2835 min
EChannelNews PodcastVantiq: Exploring AI Applications and ChallengesSend us a textGuest: Marty Sprinzen, Founder and CEO of VantiqJulian and Marty explored current trends in AI, particularly generative AI, and its potential to automate processes in real-time. Marty emphasized Vantiq’s mission to enhance disaster response by merging data from diverse sources, which can provide actionable recommendations to first responders during emergencies. The dialogue highlighted the critical role of technology in addressing the challenges posed by natural disasters.The conversation also touched on the dual nature of AI. Marty acknowledged the potential for AI to enhance productivity while cautioning ag...2025-05-2144 min
EChannelNews PodcastCybersecurity Defense Ecosystem Episode 2: Conference Experience InsightsSend us a textPresenters: Evgeniy Kharam, Cybersecurity Architect | Evangelist | Consultant | Advisor | Podcaster | Visionary | Speaker |Nim Nadarajah, C.CISO, Cyber Security, Compliance & Transformation Expert | Executive Board Member | Keynote Speaker Julian Lee, Publisher, Community Builder, Speaker, Channel Ecosystem Developer with a focus on cybersecurity, AI and Digital TransformationAdam Bennett, Co-Founder & CEO at SureStack CEO at Crosshair CyberThe Cybersecurity Defense Ecosystem aims to assist Managed Service Providers (MSPs) in becoming more cybersecurity-oriented amidst industry disruptions caused by AI and regulatory changes.The discussion focused on insights from the RSA conference...2025-05-1456 min
EChannelNews PodcastTetraNoodle: Future of AI and Its Impact on Human IntelligenceSend us a textManuj Aggarwal, Founder of TetraNoodle Technologies, addressed the growing interest in AI among Managed Service Providers (MSPs) and the urgency for them to adopt AI technologies. He shared his recent achievement of having a scientific paper on AI adoption accepted by the Mensa Foundation Journal, which aims to provide a structured approach based on real-world experiences.The conversation also delved into the transformative potential of AI in enhancing human intelligence and decision-making, particularly in healthcare. Manuj explained that AI could improve drug interaction analysis, potentially reducing adverse effects. He predicted a...2025-05-0836 min
EChannelNews PodcastInside Syncro XMM: An Introduction to the Company’s Next-Gen IT Management PlatformSend us a textSpecial Guest: Rich Dean, Senior Director of Product Management, SyncroRich talked about his role at Syncro, particularly in the context of the company’s upcoming launch and its strategic shift towards becoming a Microsoft-centric independent software vendor (ISV).Rich also addressed the challenges faced by MSPs, particularly the need for modernization in Remote Monitoring and Management (RMM) and Professional Services Automation (PSA) tools. He spoke about the overwhelming number of tools that MSPs currently manage, which complicates operations and can lead to burnout. He highlighted the importance of ad...2025-04-3035 min
EChannelNews PodcastJ-SAS: A Walk-Through Cybersecurity Posture AssessmentSend us a textRyan Devers, VP Product Strategy of J-SAS, discussed the challenges and opportunities for Managed Service Providers (MSPs) in Canada regarding compliance. He highlighted that many Canadian companies are not prioritizing compliance, presenting a significant opportunity for MSPs to educate their clients. He emphasized the flexibility of ProtechSuite in addressing various compliance frameworks, such as SOC 2 and ISO 27001, and its role in helping MSPs track improvements in their clients’ cybersecurity posture. The importance of maintaining compliance year-round, particularly in relation to cyber insurance policies, was also underscored to ensure organizations can recover quickly and su...2025-04-1836 min
EChannelNews PodcastCybersecurity Defense Ecosystem Episode 1: The MSP Cyber Journey Continues…Send us a textPresenters: Evgeniy Kharam, Cybersecurity Architect | Evangelist | Consultant | Advisor | Podcaster | Visionary | Speaker |Nim Nadarajah, C.CISO, Cyber Security, Compliance & Transformation Expert | Executive Board Member | Keynote Speaker Julian Lee, Publisher, Community Builder, Speaker, Channel Ecosystem Developer with a focus on cybersecurity, AI and Digital TransformationThe Cybersecurity Defense Ecosystem aims to assist Managed Service Providers (MSPs) in becoming more cybersecurity-oriented amidst industry disruptions caused by AI and regulatory changes.Evgeniy shared insights from his book addressing communication barriers in the technology sector, particularly for MSSPs, while Nim introduced his...2025-04-1742 min
EChannelNews PodcastSyncro: The Current State of RMMSend us a textSpecial Guest: Dee Zepf, Chief Product Officer, SyncroIn this dicsussion, Dee talked about the evolving landscape of Remote Monitoring and Management (RMM) and its implications for Managed Service Providers (MSPs). She emphasized the critical juncture RMM is at, highlighting how MSPs are adapting their traditional tools to incorporate new solutions, particularly in light of advancements in AI. She addressed the complexities MSPs face, including the integration of cloud services, identity management, compliance, and cybersecurity.Dee noted that while routine tasks may decrease due to automation, the demand for...2025-04-1021 min
EChannelNews PodcastSyncro: Market Consolidation in the Tech IndustrySend us a textSpecial Guest: Michael George, CEO, SyncroIn this interview, Michael discussed the industry’s evolution/back and forth of platform vs. point solutions – how and why that has evolved over time and where it’s heading. He talked about the profitability challenges faced by Managed Service Providers (MSPs), which typically range from 10-20%. He highlighted the increasing pressures on technicians due to compliance and cybersecurity issues, emphasizing their critical role in maintaining security, especially with the rise of remote work. He discussed the complexities faced by IT professionals and the pot...2025-04-0239 min
EChannelNews PodcastDante Group: Stress and Change in the WorkplaceSend us a textGuests: Likky Lavji and Beata JiravaThe conversation focused on the overwhelming challenges individuals face today, including economic pressures, with Likky emphasizing the importance of managing perceptions in a changing environment.Beata shared her personal journey from a communist upbringing to becoming a strategic consultant and founding the Integrity Wellness Clinic, which addresses mental health needs exacerbated by the pandemic. Likky recounted his experiences as a refugee and the impact of early bullying on his leadership style, advocating for a shift from fear-based to collaborative leadership. Both speakers highlighted...2025-03-2740 min
EChannelNews PodcastBugcrowd: Leadership Transitions in OrganizationsSend us a textGuest: Dave Gerry, CEO of BugcrowdDave is no stranger to navigating major transitions. After joining Bugcrowd as COO in 2022 and quickly stepping into the CEO role, he led the company through a management shakeup, restructured teams, and spearheaded a strategy that resulted in $102 million in funding—all within 18 months.In this discussion, Dave shared insights from his experience at the company. He highlighted the importance of relationships and culture in leadership, emphasizing that success is not solely measured by financial outcomes but by the connections made within the te...2025-03-2030 min
EChannelNews PodcastUnderstanding Exit Strategies and Business Valuation with F12’s Michael ContentoSend us a textGuest: Michael Contento, Managing Partner at F12, a trusted provider of cyber security and managed IT services for Canada’s essential businesses. The discussion centered on the importance of establishing a robust business framework for entrepreneurs to improve their outcomes and overall satisfaction. As many business owners focus solely on sales without a strategic approach, Michael emphasized the necessity of working on the business itself. He introduced his framework, which includes the rule of four, profit gap, and value gap, noting that these concepts are often neglected in traditional CEO training.2025-03-1336 min
EChannelNews PodcastDante Group: Cultivating Soft Skills in the IT IndustrySend us a textWith Likky Lavji and Beata Jirava of Dante GroupThe discussion focused on the challenges and opportunities within the managed service provider (MSP) sector, particularly in light of external pressures such as tariffs and the ongoing impact of the COVID-19 pandemic. Likky shared his experience of adapting his business during the pandemic, while Beata emphasized the importance of self-sustainability and recalibrating priorities in response to discomfort.The role of soft skills in enhancing leadership and organizational effectiveness was a key theme, with Beata discussing her journey from athletics to...2025-02-2829 min
EChannelNews Podcast2025 Predictions from NinjaOneSend us a textJoe Lohmeier is VP Channel Sales of NinjaOne, a company whose automated endpoint management platform is proven to increase productivity, reduce security risk, and lower costs for IT teams and managed service providersJoe provided insights into the Managed Service Provider (MSP) channel community, emphasizing the importance of MSPs in managing IT for their clients. He discussed NinjaOne’s commitment to customer satisfaction and innovation, identifying enhanced data protection and automation of cybersecurity tasks as key focuses for 2025. The ongoing consolidation in the industry was noted as a driving force for MS...2025-02-2419 min
EChannelNews PodcastWallarm: API Security Breaches and VulnerabilitiesSend us a textWallarm, a global leader in API security, recently released its 2025 API ThreatStats Report, revealing that APIs have emerged as the predominant attack surface over the past year, with AI being the biggest driver of API security risks.Tim Erlin, VP of product at Wallarm, highlighted the significant rise in API usage as organizations transition to API-driven services, which has attracted more attackers. He presented alarming statistics from the annual API Threat Stats report, noting a dramatic increase in AI-related vulnerabilities and emphasizing that 50% of exploited vulnerabilities tracked by CISA are now...2025-02-2125 min
EChannelNews PodcastTetraNoodle: Practical AI in Business OperationsSend us a textJulian and Manuj Aggarwal, Founder of TetraNoodle Technologies, expressed their concerns about the overwhelming amount of AI-related news and the uncertainty it brings, advocating for a practical focus on how AI can enhance business operations. They referenced the recent launch of a Chinese AI app and suggested that Managed Service Providers (MSPs) should consider developing their own AI agents. Manuj emphasized the need for actionable strategies in the evolving AI landscape and highlighted the operational challenges businesses face, such as invoice processing and technician management, which AI can help automate.The...2025-02-0518 min
EChannelNews PodcastDiscussion on MSP Evolution and Future Trends with The TSP AdvisorySend us a textIn this discussion, James Davis announced the launch of his advisory firm, TSP Advisory, after leaving Pax8, highlighting his preference for working with small businesses. He discussed his role as a fractional chief strategy officer for technology solution partners in the APAC region, aiming to help organizations translate their founders’ visions into actionable strategies. He pointed out a significant leadership talent gap, particularly among younger leaders who may lack the experience needed to navigate industry complexities.He addressed ongoing challenges within the Managed Service Provider (MSP) community, especially in cybersecurity practices, an...2025-01-3017 min
EChannelNews Podcast2025 Predictions from Bestselling Author Theresa CaragolSend us a textTheresa Caragol is Founder and CEO of AchieveUnite, a company whose mission is clear: to empower people and organizations to build thriving partner ecosystems fueled by trust and driven by AI-powered insights.Theresa discussed her extensive experience in channel partnerships and her recent bestselling book: Partnering Success. She outlined the growing importance of strategic alliances in the industry, emphasizing the need for trusted relationships, positive partner experiences, and long-term value. She noted that effective collaboration requires commitment from both vendors and partners, particularly in the context of evolving market demands and...2025-01-2228 min
EChannelNews PodcastCanalys Outlook for MSPs in 2025Send us a textJulian and Robin Ody, Principal Analyst at Canalys, discussed the importance of building relationships within the channel and the need for effective communication with resellers. Robin also provided a brief history of Canalys, its establishment in the late 90s, and its recent acquisition by Informa.Julian and Robin explored the transformative impact of AI on research and data analysis, highlighting the need for real-time data and the potential of AI to reveal insights. They discussed the applications of AI in enhancing workflows and client advisory services, while also raising concerns about...2025-01-151h 00
EChannelNews Podcast2025 Predictions from Canalys’ Jay McBainSend us a textAgain this year, we interviewed Jay McBain, Chief Analyst – Channels, Partnerships & Ecosystems at Canalys about the past year and upcoming trends in the tech channel industry. Jay covered a range of topics, beginning with the evolving focus of the Canalys events towards platform-based business models, emphasizing the need for vendors to recognize partners for their contributions beyond mere transactions. A survey highlighted that partners are increasingly prioritizing non-transactional activities, which reflects the complexity of the customer journey and the industry’s shift towards valuing collaborative efforts in achieving customer success.Concerns rega...2025-01-1354 min
EChannelNews Podcast2025 Predictions from Julian Lee of eChannelNews and Rob Rae from Pax8Send us a textAnother great interview with channel leader, Rob Rae, Corporate Vice President of Community and Ecosystems, at Pax8. Rob shared his positive outlook for 2024, particularly in cybersecurity and AI, noting a trend among small and medium-sized businesses (SMBs) towards more strategic planning and budgeting in these areas. He emphasized the need for managed service providers (MSPs) to effectively monetize AI technologies, while Julian highlighted the importance of MSPs becoming knowledgeable about AI to confidently address client inquiries. Both acknowledged that being a reliable source of information will be essential for MSPs as the industry...2025-01-0653 min
EChannelNews PodcastCybersecurity Defense Ecosystem Podcast Episode 18: C-Suite Team Engagement – Evgeniy KharamSend us a textEvgeniy talked about his “Architecting Success: The Art of Soft Skills in Sales” book, focusing on the concept of “exercise snacks” and its benefits for maintaining an active routine. He stressed the importance of regular follow-ups to explore the book’s themes further and the necessity of soft skills in sales and customer interactions. He also highlighted the need for security and IT professionals to communicate technical concepts in relatable business language to secure funding and support, as well as the importance of effective communication, particularly when discussing risk tolerance with executives.Check ou...2024-11-0618 min
EChannelNews PodcastBlackpoint Cyber: What’s Wrong with the Current State of Cybersecurity?Send us a textJon Murchison, CEO at Blackpoint Cyber, a company founded by former intelligence officers dedicated to combating cyber threats, discussed how cyber threats are shifting to the cloud and how MSPs can ensure their protection is ready.He provided insights into the dynamics of professional hacking operations and stressed the need for robust identity management to prevent vulnerabilities, particularly in light of recent high-profile incidents like the MGM attack. The discussion also covered the complexities of cybersecurity, including the risks associated with aging infrastructure and supply chain vulnerabilities. He raised concerns about...2024-10-2935 min
EChannelNews PodcastOasis Security: Non-Human Identities Can Hurt YouSend us a textSpeaker: Danny Brickman, Co-Founder & CEO of Oasis Security, a a startup that provides a platform for managing Non-Human Identities (NHIs) like service accounts, tokens, access keys, and API keysIn this podcast, Danny Brickman talked about the growing issue of non-human identities (NHIs) in cybersecurity and explained the implications of NHIs as fundamental authentication methods for machines.He highlighted the significant increase in NHIs due to automation, cloud computing, and AI, and emphasized the security challenges they pose. Julian prompted a deeper exploration of the risks associated with unmanaged...2024-10-1722 min
EChannelNews PodcastEclypses: Protecting Your Data Against Modern ThreatsSend us a textSpeaker: Jeff Dance, Chief Innovation Officer at Eclypses, a data security company, using MicroToken Exchange (MTE) technology to protect it from alteration or compromise regardless of the network or protocols involved.In this podcast, Jeff has an interesting perspective on current cyber trends and challenges, as well as advice for aspiring CISOs and security leaders. He discussed the importance of data protection, the impact of cybersecurity on trust and behavior, and the increasing value of data as a business asset. He shared insights on best practices and the need for a...2024-10-1051 min
EChannelNews PodcastAttestiv: Identifying Deep FakesSend us a textTrump and Biden have had their own images mashed-up. Taylor Swift has had her own deepfake struggles…..Nicos Vekiarides, founder of Attestiv, a channel-focused organization, which detects deepfakes in videos and images, knows there is going to be an expected dramatic rise in deepfakes as a significant threat. During this podcast, Nicos discussed the challenges of detecting deepfakes and the potential ramifications of their use, including identity theft and fraud. He emphasized the importance of addressing the challenges posed by deepfakes in various contexts, including cybersecurity threats and social med...2024-09-0520 min
EChannelNews PodcastCybersecurity Defense Ecosystem Podcast Episode 16- Idiligo: Ultimate AI Digital Sales AssistantSend us a textPresenter: Frank Korthouwer, Founder, CEO at IdiligoThe impact of the pandemic on virtualization trends and human behavior is undeniable. Idiligo offers a platform to transform every meeting into your best one.To guide your meetings in the most perfect way, Idiligo has preloaded the platform with the right questions to get to know your meeting-partner.To learn more, visit: https://cybersecuritydefenseecosystem.com/services/idiligo/2024-08-2915 min
EChannelNews PodcastJumpCloud: What are SMBs Really Thinking about Cybersecurity?Send us a textJumpCloud Inc. recently released the results of its Q3 2024 SME IT Trends Report, “Detours Ahead: How IT Navigates an Evolving World.” The seventh edition of the report provides new insights around the challenges and opportunities facing IT teams at small and medium-sized enterprises (SMEs). It covers topics such as:Chase Doelling, Principal Strategist at JumpCloud, talked about the report findings, focusing on the impact of shadow IT and the growing emphasis on cybersecurity. He highlighted the challenges faced by organizations in managing shadow IT and the need for increased security measures. He a...2024-08-1328 min
EChannelNews PodcastStrikeReady: Current Tactics Being Used by Cyber CriminalsSend us a textAlex Lanstein, chief evangelist at StrikeReady (and former long-time FireEye engineer/product), provides insight on the recent CrowdStrike incident and its potential legal implications, as well as the impact of AI on cybersecurity. Alex emphasized the need for a new approach to patch management and the importance of assessing an organization’s ability to detect and respond to breaches. He also discussed the prevalence of criminal actors on the dark web and the significance of internal source code in breach incidents.Alex shared his journey in cybersecurity, highlighting the evolution of th...2024-08-0939 min
EChannelNews PodcastFortinet: Paris 2024 OIympics Cybersecurity ThreatsSend us a textIn this podcast, we discuss with Derek Manky, chief security strategist and VP of global threat intelligence at Fortinet about the recent FortiGuard Labs report “Dark Web Shows Cybercriminals Ready for Olympics. Are You?”, which examines the threat actors, methodologies, and tactics being used to target attendees, viewers, businesses, and agencies of the upcoming games. Derek highlighted the heightened risk for this event compared to previous games, emphasizing the importance of preparedness and vigilance. He also touched on the importance of shoring up network resilience, using machine learning and arti...2024-07-2628 min
Shane Gibson's Sales Podcast – Social Selling – B2B Sales and InfluenceChannel Sales Podcast: Unveiling the Secrets to Effective IT and Channel Sales Training: A Conversation with Julian Lee
I’m excited to share insights from my recent interview with Julian Lee, Publisher of echannelnews. We delved into IT sales training and Channel Sales Training, discussing the strategies that help sales development programs that help move the sales needle in the right direction. Here’s a comprehensive summary of our conversation, packed with actionable insights and top takeaways – please note that this post is based upon the podcast transcript and was written with the assistance of AI and humans!
I am going to be delivering a new keynote on AI for Business Growth at the next Channe...2024-07-1900 minShane Gibson's Podcast – Social Selling – B2B Sales and InfluenceChannel Sales Podcast: Unveiling the Secrets to Effective IT and Channel Sales Training: A Conversation with Julian Lee
I’m excited to share insights from my recent interview with Julian Lee, Publisher of echannelnews. We delved into IT sales training and Channel Sales Training, discussing the strategies that help sales development programs that help move the sales needle in the right direction. Here’s a comprehensive summary of our conversation, packed with actionable insights and top takeaways – please note that this post is based upon the podcast transcript and was written with the assistance of AI and humans!
I am going to be delivering a new keynote on AI for Business Growth at the next Channe...2024-07-1900 min
EChannelNews PodcastOleria: It’s All about Adaptive Identity Security ManagementSend us a textJim Alkove is founding CEO of adaptive and autonomous identity security provider Oleria (derived from genus of clearwing butterflies). He co-founded the company to fill a critical gap within the industry: there’s a glaring deficiency in identity security protocols and management. According to CrowdStrike, 80% of breaches use compromised identities. And, only about half of organizations are, at best, even somewhat confident in the effectiveness of their identity and access management program.In this podcast, Jim emphasized the importance of trust in organizational dynamics. He provided valuable insights into the...2024-07-1738 min
EChannelNews PodcastThinkLabs: Will our Energy Grid Withstand Growing Demands?Send us a textThinkLabs AI, a new startup in Canada and the US, focused on developing technology to help enhance grid planning through a combination of intelligent automation and AI, is developing its flagship product, ThinkLabs Copilot, to help enable control room operators to more effectively operate complex modern grids in increasingly challenging contexts.Josh Wong, ThinkLabs’ Founder and CEO discussed how AI and IT are transforming the grid. He outlined the challenges facing the electrical grid, including its aging infrastructure and the increasing complexity driven by renewable energy sources and electric vehicles....2024-07-1136 min
EChannelNews PodcastCheckmarx and Prompt Security: An App Developer's Dream TeamSend us a textSpeakers: Ori Bendet VP of Product Management at Checkmarx and Itamar Golan, CEO at Prompt Security.As a new crop of AI-related threats emerges from the rapid adoption of generative AI I tools within application development, companies face challenges and risks associated with the adoption of AI, including data leakage and the need to manage AI in a way that does not compromise security.Ori and Itamar discussed the complexities of AI security and code leakage, emphasizing the need for robust protection measures. They also touched upon the potential...2024-06-1232 min
EChannelNews PodcastXM Cyber: What's the scoop on cyber threat hunters?Send us a textXM Cyber announced findings from its third annual State of Exposure Management Report, produced in collaboration with the Cyentia Institute, which found that identity and credential misconfigurations represent a staggering 80% of security exposures across organizations, with a third of these exposures putting critical assets at direct risk of breach - a gaping attack vector actively being exploited by adversaries.During this podcast, Zur Ulianizky, VP of Security and Research at XM Cyber, presented his company's attack path management solutions and the importance of prioritizing remediation efforts to improve security posture. He...2024-06-0630 min
EChannelNews PodcastIt’s a Keeper – Extreme Privileged Access ManagementSend us a textKeeper Security, a leading provider of zero-trust and zero-knowledge cybersecurity software protecting passwords, passkeys, privileged access, secrets and remote connections, introduced two major privileged access capabilities now available in the Keeper platform: Time-Limited Access and Self-Destructing Records. Designed for encrypted record access and sharing, these features provide new methods to quickly and securely elevate access and revoke access rights after they have been granted – vastly reducing the gradual accumulation of unnecessary privileges and reducing the potential attack surface for organizations.Marcia Dempster, VP of Channel Sales, Americas, and Craig Lurey, co-founder an...2024-05-2216 min
EChannelNews PodcastMagic Happens when Universities Collaborate with Industry – Case Study: University Of Ottawa and RabbitRunSend us a textSpeakers: Julian Lee – TechnoPlanet, Pat Saavedra – RabbitRun, Jaipreet Bindra – University of Ottawa, Shiva Nejati – University of Ottawa, Mehrdad Sabetzadeh – University of Ottawa, , Negin Ayough – University of OttawaPat Saavedra started by giving some high-level context for RabbitRun Technologies and how the collaboration with the University of Ottawa to address cybersecurity challenges came about. He also talked about the collaboration and the significance of combining the experience of both sectors to research and address cybersecurity issues. The panel discussion focused on the specific work being done by RabbitRun Technologies and the Unive...2024-05-1737 min
EChannelNews PodcastPerception Point: Providing 360 Degrees of Protection Around Remote EmployeesSend us a textIn today’s interconnected professional world, LinkedIn has become the go-to platform for networking, job hunting, and business proposals, and many of us would happily open a LinkedIn message from a trusted “1st connection” contact containing a sales proposal or a job offer. However, it’s come to light that a new two-step phishing campaign is leveraging sophisticated social engineering techniques to breach LinkedIn accounts and steal users’ Microsoft 365 credentials.In this podcast, David Leone, Director of Sales Engineering at Perception Point, a leading provider of advanced email and workspace security solutions...2024-05-1624 min
EChannelNews PodcastDon’t let your data travel! New data destruction compliance is here!Send us a textBrendan O’Byrne, Director of Enterprise Services and Dale Hurteau, Client Success Manager, at Guardian Data Destruction, explain how navigating the distinctions between DoD and NIST Standards in data sanitization methods can lead to non-compliance and potential data breaches. The participants emphasized the need for organizations to prioritize these aspects, highlighting the potential consequences of neglecting data security and compliance. The discussion concluded with a focus on upcoming standards and the role of compliance in ensuring data security.The participants discussed Guardian Data Destruction’s unique position as a servi...2024-04-1931 min
EChannelNews PodcastState of Threat Detection Investigation Response (TDIR)Send us a textTyler Farrar, CISO at Exabeam, shared his background, including his experience as a naval officer and his journey to becoming a CISO at Exabeam. He discussed the “State of Threat Detection, Investigation, and Response” November 2023 report., which aims to shed light on cybersecurity threats and defenses from a global perspective, uncovering disparities and highlighting critical areas for improvement. He also talked about the transformation of the CISO role, the evolving dynamics of bad actors in cybercrime, and the cybersecurity posture of companies.The conversation also revolved around the challenges faced by insu...2024-04-1845 min
EChannelNews PodcastWhat’s Next in Device and Identity Management ProtectionSend us a textJulian and Greg Armanini, VP of Product Management at JumpCloud, discussed the challenges and trends in device and identity management. Armanini emphasized the need for consolidation and the intersection of identity and device management, highlighting the importance of managing multiple devices and the need for a common way to secure endpoints in today’s enterprise environment. They also discussed the evolving landscape of enterprise observability and the strategy for integrating it into their platform. Greg also talked about the recent acquisition of Resmo, an asset management and SaaS security solution for modern, cloud-native IT...2024-04-1124 min
EChannelNews PodcastCybersecurity Defense Ecosystem Podcast Episode 15: Automating Revenue GenerationSend us a textPresenter: Scott Frew, Founder, President and CEO at iasset.comiasset.com is a multi-award winning platform designed to help MSPs automate and streamline critical revenue and sales processes for sustainable revenue growth and protection.Scott and Julian discussed the strategic and operational aspects of automating revenue generation and business strategy for service providers, and the potential for significant cost savings, revenue growth, and increased business valuation through efficient revenue generation strategies. They also emphasized the importance of maintaining control over customer data and renewals to mitigate potential threats...2024-03-2714 min
EChannelNews PodcastDon’t let your data travel! New data destruction compliance is here!Send us a textBrendan O’Byrne, Director of Enterprise Services and Dale Hurteau, Client Success Manager, at Guardian Data Destruction, explain how navigating the distinctions between DoD and NIST Standards in data sanitization methods can lead to non-compliance and potential data breaches. The participants emphasized the need for organizations to prioritize these aspects, highlighting the potential consequences of neglecting data security and compliance. The discussion concluded with a focus on upcoming standards and the role of compliance in ensuring data security.The participants discussed Guardian Data Disruption’s unique position as a servi...2024-03-2531 min
EChannelNews PodcastSmall to Mid-Size Businesses Get High-Performance Affordable SD-WAN as-a-ServiceSend us a textJulian recently sat down with Pat Saavedra, Founder of RabbitRun Technologies to discuss the company’s journey, and the motivation behind creating a product for SMBs. They discussed the technical innovation and market strategy for the SD-WAN product, emphasizing the importance of the SaaS model and the added services bundled with the product to cater to the needs of MSPs and their customers. The conversation also touched on the critical nature of business continuity, particularly in the face of internet outages and the evolving business landscape. They emphasized the financial impact of internet do...2024-03-2219 min
EChannelNews PodcastCybersecurity Defense Ecosystem Podcast Episode 14: PR VideosSend us a textPresenter: Thomas CrossDuring this podcast, Julian and Tom Cross discussed various topics related to AI, short form videos, and content strategy. They emphasized the potential of AI to revolutionize skill sets and knowledge transfer, particularly for the older generation, and stressed the importance of experience and wisdom. They also discussed the significance of short form videos in the current market and the need to adapt to the trend of video consumption over traditional methods.They Talked about using short form videos to guide partners through the onboarding process...2024-03-2010 min
EChannelNews PodcastCybersecurity Defense Ecosystem Podcast Episode 13: Vendor MastermindsSend us a textPresenter: Randal WarkJulian Lee and Randal discussed the concept of vendor mastermind peer groups. They proposed three types of groups: regular peer groups, sponsored peer groups, and focus groups, each offering unique opportunities for vendors to engage with MSPs. The team discussed the potential benefits of these groups, such as facilitating knowledge sharing, gathering feedback, and fostering collaboration. They also discussed the logistics of organizing and structuring these groups, highlighting the potential for vendors to sponsor and participate in these peer group initiatives.The speakers emphasized the importance...2024-03-1310 min
EChannelNews PodcastCybersecurity Defense Ecosystem Podcast Episode 12: Coaching PlatformSend us a textPresenter: Kathryn Rose, Founder, channelwiseKathryn Rose, explained the Channelwise platform’s unique features, such as the ability to engage with experts without sharing personal information, the option for private expert networks within the system, and the platform’s openness to allow vendors to showcase their own group of experts. Julian and Kathryn emphasized the significance of coaching and mentoring in the industry, particularly in the context of crisis management and remote work during the pandemic. They discussed the limitations of passive learning methods such as reading books or watching videos, and...2024-03-0615 min
EChannelNews PodcastWomen in Tech Interview – Lisa Del Real, Journey to the top!Send us a textLisa Del Real is Clio’s VP of Channel Partnerships, and a distinguished leader in IT and communications indirect sales. She oversees Clio’s global channel program with a focus on growth and international expansion. Prior to Clio, Lisa solidified her leadership in the channel, serving as 8×8’s Global Channel Chief, and as the VP of Strategic Partnerships at RingCentral. Outside of work, Lisa follows Formula 1, and loves to explore different cuisines in her travels.During our interview with her, Lisa shared her experiences transitioning from electrical engineering to the tech industr...2024-02-2919 min
EChannelNews PodcastCybersecurity Defense Ecosystem Podcast Episode 11: Virtual MastermindsSend us a textPresenter: Randal WarkRandal Wark and Julian Lee discuss the launch of virtual mastermind sessions, with a focus on accessibility and engagement for participants. They plan to host sessions covering topics such as HR, sales, and marketing. The sessions will be pre-planned with specific topics, but participants can suggest topics for future sessions.The goal is to create a peer-to-peer learning environment that offers practical tools and insights for business growth.The introduction of these new sessions reflects a shift towards a more accessible and adaptable format...2024-02-2703 min
EChannelNews PodcastCybersecurity Defense Ecosystem Podcast Episode 10: Planning the Right PR StrategySend us a textPresenter: Michael Becce, CEO of MRB Public RelationsJulian Lee and Michael Becce talked about the significance of public relations (PR) in the technology industry, highlighting the need for strategic storytelling and exposure generation. The conversation also touched on the critical role of PR for MSPs and vendors, emphasizing the need to do PR right and build positive relationships with local media.To learn more, visit: https://cybersecuritydefenseecosystem.com/services/mrb-pr/2024-02-2122 min
EChannelNews PodcastCybersecurity Defense Ecosystem Podcast Episode 9: Automating Marketing for VendorsSend us a textPresenter: Jeff Mesnik, President of ContentMXJeff Mesnik emphasized the importance of aligning vendor messaging for MSPs, with a focus on the need for a unified message to reach the audience effectively. The significance of data security was also highlighted, with an emphasis on the secure nature of the ContentMX platform and the importance of maintaining the privacy of MSPs’ information.With the limitations of current vendor-centric marketing automation tools, there is a need for a solution that prioritizes the channel partner. The need for partners to have a co...2024-02-1425 min
EChannelNews PodcastCybersecurity Defense Ecosystem Podcast Episode 8: Automating MarketingSend us a textPresenter: Jeff Mesnik, President of ContentMXJeff Mesnik and Julian Lee explored the changing landscape of B2B buyer behavior and the success of MSPs using the Content MX platform, which offers a free subscription and combines features of Constant Contact, Hootsuite, and WordPress. The automated marketing system was also discussed, with an emphasis on the critical role of consistent and high-quality content in establishing trust with customers.The conversation then moved on to the critical role of call to actions in marketing strategies, particularly focusing on the importance...2024-02-0833 min
EChannelNews PodcastCybersecurity Defense Ecosystem Podcast Episode 7: What is the Right Incident Response PlanSend us a textPresenter: Adam Bennett, CEO at Crosshair CyberJulian Lee and Adam Bennett highlighted the significance of practicing and testing the incident response plan through realistic scenarios to identify and address any gaps.The speakers delved into the importance of penetration testing and risk assessment in ensuring effective security measures. They emphasized the need to customize security measures for specific scenarios and prioritize efforts. The speakers also discussed the various aspects of pen testing services, including gap analysis, risk assessment, and testing technical security controls, procedural, and people. They emphasized...2024-01-3131 min
EChannelNews PodcastCybersecurity Defense Ecosystem Podcast Episode 5: Defining CybersecuritySend us a textPresenter: Evgeniy Kharam, Cybersecurity Architect | Evangelist | Consultant | Advisor | Podcaster | Visionary | Speaker |Evgeniy explained the role of CISOs and why cybersecurity is critical to any company and why it is important to have all the skills and the tools to know how and why to secure.Listen to this podcast as he articulates and demystifies the cybersecurity architecture. To learn more, visit: https://cybersecuritydefenseecosystem.com/2024-01-1753 min
EChannelNews Podcast2024 Predictions from Tata Consultancy ServicesSend us a textSpeaker: Margareta Petrovic, Global Managing Partner, Risk & Cybersecurity Consulting & Service Integration, Tata Consultancy Services (TCS)Margareta and Julian engaged in a detailed discussion about the intersection of AI and cybersecurity in 2024. They explored the challenges posed by the evolving technical and business landscape, emphasizing the need for innovative solutions to address these complexities.Additionally, they highlighted the role of regulations and compliance in shaping cybersecurity strategies, acknowledging the impact of AI on both positive advancements and potential threats from bad actors. The conversation underscored the ongoing race between cybersecurity...2024-01-1040 min
EChannelNews PodcastCybersecurity Defense Ecosystem Podcast Episode 4: Partner ElevateSend us a textPresenter: Des Russell, Chief Partnership Officer at Partner ElevateJulian and Des talk about how Partner Elevate's solution can help vendors solve the problems that they typically see with Channel Partners on driving demand for products and services. A recent research report stated that more than 90% of the vendor revenue was delivered by Channel partners so there's no shortage of opportunity and there's no shortage of spend in terms of where customers attention is in this particular space. It's all about how can vendors grow while helping MSPs automate t...2024-01-0822 min
EChannelNews PodcastEmbracing Innovation and Managing Risks with EclipzSend us a textMatthew Rosenquist is Chief Information Security Officer at Eclipz.io. He is a trusted advisor, expert, and evangelist for academia, businesses, and governments around the world, sharing his insights and best practices on several cybersecurity topics.Matthew and Julian emphasized the importance of providing valuable insights to the audience and building a cybersecurity defense ecosystem to support the community. The conversation covered the evolving landscape of cyber threats, particularly the involvement of nation states in orchestrating cyber attacks, and the impact of AI on cybersecurity, highlighting its dual potential as a...2024-01-041h 06
EChannelNews Podcast2024 Predictions with Jay McBainSend us a textEvery year, we sit down with Jay McBain, Chief Analyst – Channels, Partnerships & Ecosystems at Canalys about upcoming trends in the tech channel industry. Jay emphasized the rise of generative AI, which is projected to grow to $158 billion by 2028. He also discussed the impact of compliance and regulations on companies globally, particularly in California and Europe. The importance of partner programs and ecosystems was also highlighted, with a focus on meeting the needs of customers, subscription models, and marketplaces.The future of NVIDIA in the generative AI market was discussed, with McBain pr...2023-12-271h 19
EChannelNews PodcastCybersecurity Defense Ecosystem Podcast Episode 3: Data & MoreSend us a textPresenter: Jaap Mantel, VP Sales at Data & More. Data management is one of, if not the, most difficult issues in cybersecurity. Everyone knows they have a lot of data somewhere, but no one knows how much, what it is, or where it is. Data and More, a Cybersecurity Defense Ecosystem partner, may have the answer, and from what I've seen thus far, it's next level. It will assist you in discovering and indexing all of your data, regardless of where it is stored. Then it will categorize all of your d...2023-12-2238 min
EChannelNews PodcastCybersecurity Defense Ecosystem Podcast Episode 2: Compliance and RegulationsSend us a textCompliance and regulations from the government and other industries, such as insurance firms, are increasing globally. No channel partner, regardless of location, may ignore these requirements. Regulations from nations other than your home country do apply, and ignorance is not an excuse. Channel Partners will face these problems, but so will their consumers, therefore now is the time to study and grasp compliance and regulations so you can protect yourself and provide services for your customers. This is a potential revenue stream for the channel! Nim Nadarajah, Managing Partner at Critical M...2023-12-2040 min
EChannelNews PodcastKaseya’s 2024 Trends and ForecastsSend us a textCheck out my conversation with three channel leaders who are in the frontline every day helping MSPs to build a scale business. We talk about some of the key finding from the Datto Global State of the MSP Report, Trends and Predictions for 2024. You want to listen to the full 45 minutes of this conversation with the three M’s from Kaseya.2023-12-1546 min
EChannelNews PodcastUncovering the Paradox in AI with AxoniusSend us a textDaniel Trauner of Axonius talked about new data from Axonius which has uncovered a surprising paradox in the way companies are investing in AI– the “double-edged sword” conundrum– where it is both deployed as a security tool and feared as a capable measure for malicious activity.Security budgets are increasing, specifically investing in AI to compensate for workforce skill gaps. Yet, 72% of respondents express major concerns around AI adoption. This begs the question: are teams using AI as a solution to a problem they don’t completely understand in a “follow the crowd” s...2023-12-1337 min
EChannelNews PodcastExploitation of Mobile Bots with AppDomeSend us a textFor this podcast, we interviewed Chris Roeckl, Chief Product Officer at Appdome to discuss mobile app security, anti-fraud, anti-malware, anti-cheat, anti-bot and other defenses in Android & iOS apps.For more information on AppDome, feel free to check out our past interview with them: https://www.e-channelnews.com/interview-with-appdomes-chris-roeckl/ 2023-12-0828 min
EChannelNews PodcastWomen in Tech Interview – Tiffani BovaSend us a textJulian recently sat down for an interview with Tiffani Bova, who has been in the business for over 30 years.Ranked for the last four years in the Top 50 business thinkers in the world by Thinkers50, Tiffani Bova is a leading thinker who Forbes says “reshapes our perception of growth.” As both a practitioner and academic she offers a unique perspective and has helped lead the tech industry through several evolutions over her nearly 30-year career as Salesforce’s former Growth and Innovation Evangelist, and previously as a Research Fellow at Gart...2023-12-0624 min
EChannelNews PodcastRethinking Security Posture with SlashNextSend us a textJulian Lee discusses with Patrick Harr, CEO of multi-channel security vendor, SlashNext. Patrick shared some widespread implications for the security community in understanding how bad actors are manipulating generative AI platforms like ChatGPT for malicious purposes. He talked about anticipating threats to get ahead of the curve with the help of AI and a multi-layered approach. Using AI to fight AI.You can also check out our past interview with Patrick here: https://www.e-channelnews.com/multi-channel-cloud-communication-security-with-slashnext/2023-12-0142 min
EChannelNews PodcastWipro: Transformative Innovations to Answer Digital Transformation NeedsSend us a textJulian Lee discusses with Germany-based Ivana Bartoletti, Global Chief Privacy Officer at Wipro. They discussed privacy and cybersecurity risks around generative AI and strategies companies should adopt to implement AI safely.2023-11-2944 min
EChannelNews PodcastECN Security Podcast – State of Cybersecurity: Understanding Secureworks' Threat ReportSend us a textKeith Jarvis, Sr. Security Researcher at Secureworks talks about the company’s recent annual State of the Threat report examining the cybersecurity landscape from June 2022 to July 2023. He shares his key findings.Secureworks is a global cybersecurity leader that secures human progress with Secureworks Taegis, a SaaS-based, open XDR platform built on 20+ years of real-world threat intelligence and research, improving customers’ ability to detect advanced threats, streamline and collaborate on investigations, and automate the right actions.2023-11-2232 min
EChannelNews Podcast2024 Predictions from Assured Data ProtectionSend us a textInterview with Stacy Hayes, Co-Founder, EVP NA at Assured Data Protection.Assured Data Protection is a global data backup, disaster recovery, business continuity and extended detection and response managed service provider. With more than 200 years of combined industry experience, Assured Data Protection delivers scalable solutions and gained the distinction of being selected by Solutions Review Magazine as a Top 20 Vendor for data disaster recovery and CIO Review as a Top 20 Vendor for data backup. For more information, visit www.assured-dp.comListen to his interview as he talks about...2023-11-2133 min
EChannelNews PodcastGenerative AI Tools with Mission CloudSend us a textJonathan Lacour is CTO at Mission Cloud. Mission Cloud is a leading born-in-the-cloud managed services, consulting provider, and AWS Premier Tier Partner. Mission Cloud empowers businesses to build a successful future in the cloud with the broadest capabilities, software, and services. Mission Cloud is a holistic partner for businesses who seek to migrate, manage, modernize, and optimize their cloud environments, and build new applications with emerging technologies like generative AI.For more information on Mission Cloud, feel free to check out our past interview with Jonathan: https://www.e-channelnews.com/julian-lee-discusses-with-mission-clouds-jonathan-lacour/2023-11-1553 min
EChannelNews PodcastSupply Chain Security with Endor Labs (ECN Security Podcast)Send us a textSecurity veteran and author Chris Hughes recently joined Endor Labs as Chief Security Advisor. He discussed with Julian on several points of supply chain security, namely:· Top supply chain cybersecurity risks today, what we can learn from recent attacks, the role of open source software, what most people miss, and how companies can defend themselves against attacks· Federal and defense software supply chain initiatives, legislation and regulations – what they mean, how they might play out, and what to expect moving forward· How software transparency will benefit industrial control system, c...2023-11-1035 min
ChannelTalks by iasset.comEcosystems vs Traditional ChannelsIn this episode of ChannelTalks, we are joined by Julian Lee - President of TechnoPlanet and Publisher of eChannelnews.
Our industry experts compare ecosystems to traditional channels. How are they different and why does it matter? Is it another passing “fad”?
Together, they discuss the potential benefits of an ecosystem approach and explore best practices and tools that will help channel businesses adapt to this model, particularly from a transactional, profitability and operational efficiency perspective.
2022-12-0546 min
It's All About the QuestionsFuturist talks future of work, obsession and passion projects - Jay McBainI had to have Jay McBain back on the show to continue our conversation from July, 2020 about customer obsession, journey mapping and the future of week. A year has gone by since then and I wanted to look at what he was seeing transformed, stagnant and a no go. With that in mind we ventured into conversation about opportunity costs and how at some point it becomes numeric and definable. But should you quantify it or leap and take the risk on the opportunity? We also talked about making decisions, not making decisions and staying...2021-10-1148 min
It's All About the QuestionsCustomer Obsession, Journey Mapping and the Future of BusinessJay McBain is considered one of the top analysts and futurists. His work predicating trends and needs has been considered critical to many in the tech world. Even he is seeing accelerated change in the world of business from the predictions he made several years ago. The pandemic accelerated the way we transact business from both sides of the table. On this episode Jay and I talk about the keys to a a business that can grow, think customer obsessive. We also discuss how the shift from indirect buying, think cars at dealerships, to direct buying, think...2020-07-141h 01
IoT PlaybookIoT Products | 3 Ways the Channel Will Succeed with IoT (#3 will surprise you) - Guest: Jay McBainNEED AN EXTRA NUDGE TO JUMP INTO IOT MANAGED SERVICES? If you’re still waiting to jump into IoT managed services, this episode of IoT Playbook may be the one that finally pushes you into the deep end. In this episode, I interview Jay McBain, the principal analyst at Forrester Research of Channel Partners and Alliances. Jay speaks at over 50 technology events each year and has covered IoT extensively. He claims that IoT products and services present the greatest opportunity in the history of the channel. Jay has studied dozens of channel partners who are al...2020-01-0600 min