Channel Chat Podcast

Hosted by Marc Sumner - CEO @ Robertson Sumner Ltd | Channel Chat

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Episodes

325

Latest episode

Oct 2026

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About the show

Welcome to the Channel Chat podcast – home of the podcast which has now proudly become the voice of the IT channel 🎙 Since the Podcast's inception in 2019, the Channel Chat studio has hosted some of the IT channel's biggest names – with regular host, Marc Sumner, asking the questions that many others are afraid to! 🤭 Numbers wise, we now reach over 15,000 listeners per episode in over 32 countries and have hosted 6 live events. Click subscribe to keep on top of all our latest content 👀

Listen to episodes

60 recent

October 22, 2026Episode 30915 min

#309 Piers Morgan: People Still Buy From People.

Recorded live during GISEC Dubai 🇦🇪, this episode features Piers Morgan, Senior Vice President & GM International at TENEX.AI. With AI reshaping the cybersecurity landscape, organisations are under increasing pressure to reduce complexity, improve efficiency and respond to threats faster than ever before. Piers joins Channel Chat to discuss the rise of AI-native security platforms, the evolution of the SOC market, and why the Middle East has become one of the world's most exciting regions for cybersecurity innovation and investment. 💡 Topics covered include: • The factors driving cybersecurity growth across the Middle East • Why AI-native security providers are disrupting the market • The differences between AI-first and legacy cybersecurity platforms • Building a channel-first strategy in a rapidly evolving market • The role of hyperscaler partnerships in scaling globally • How TENEX.AI has expanded at pace across international markets • What partners should look for when evaluating cybersecurity vendors • The importance of people, product and price in channel success • Why some security providers may struggle to keep up with AI-driven change Whether you're a vendor, distributor, MSP, reseller, channel leader or cybersecurity professional, this episode offers valuable insights into the future of AI, cybersecurity services and the IT channel.

October 20, 2026Episode 30819 min

#308 John Brown & Holly Hall: Creating Pipeline Isn't The Challenge, It's Closing It

Recorded live during GISEC Dubai 🇦🇪, this episode features John Brown, Regional Director, and Holly Hall, Senior Channel Manager EMEA at HackerOne. With organisations uncovering more vulnerabilities than ever before, security teams are facing a new challenge: deciding what to prioritise, what to remediate and how to cut through the noise. John and Holly join Channel Chat to discuss the growing importance of vulnerability prioritisation, the role of ethical hackers, the impact of AI on cybersecurity, and what makes successful channel partnerships in the Middle East. 💡 Topics covered include: • Why organisations are struggling with vulnerability prioritisation • The growing challenge of remediation at scale • How AI is changing cybersecurity and security testing • Why human expertise remains critical in an AI-driven world • The rise of bug bounty programmes and ethical hacker communities • What vendors need to know about succeeding in the Middle East • Building trust, transparency and stronger channel partnerships • The role partners play in helping customers manage risk • The opportunities driving cybersecurity growth across the region Whether you're a cybersecurity leader, vendor, distributor, MSP or channel partner, this episode offers practical insights into the challenges and opportunities shaping the industry today. 🎧 Subscribe for more conversations with the leaders driving the global IT channel.

October 13, 2026Episode 30731 min

#307 Avinash Advani: The Middle East Is A Hotbed For Cyber Activity.

What does it take to build one of the fastest-growing cybersecurity distributors in the region? Recorded live during GISEC Dubai 🇦🇪, Avinash Advani, Founder & CEO of CyberKnight, joins Channel Chat to discuss channel growth, vendor strategy, cybersecurity trends, and why success in the Middle East is built on relationships as much as technology. 💡 In this episode: • The story behind CyberKnight's growth • Why some vendors succeed while others fail in the Middle East • The importance of Product, Process and People • How CyberKnight evaluates potential vendor partners • Why relationships continue to drive cybersecurity sales • The impact of AI on the threat landscape • Cyber resilience, Zero Trust and future market opportunities • Why attackers are still winning 🎧 Listen now and discover the strategies, trends and lessons shaping the future of cybersecurity across the channel.

October 6, 202620 min

#306 Yarin Pinyan: The Speed That AI Moves Is Immediate.

In this episode of the Channel Chat Dubai series, recorded during GISEC Dubai, Marc Sumner is joined by Yarin Pinyan, VP of Product at Upwind Security, for a deep dive into one of the biggest challenges facing organisations today: securing AI. As businesses accelerate AI adoption, security teams are under increasing pressure to identify where AI is being used, understand new attack vectors, and respond to threats at machine speed. Yarin shares what he's hearing from CISOs and security leaders across the UAE, why attackers are gaining an advantage, the growing AI education gap, and why Dubai could become one of the world's leading hubs for secure AI adoption. In this episode: • Why many organisations still don't know where AI is being used • The rise of AI-powered attacks and emerging security risks • Why security must operate at machine speed • The AI education challenge facing businesses today • How the UAE is approaching AI adoption differently from other markets • Why Dubai is becoming a global cybersecurity hotspot • Who's winning right now: attackers or defenders? • The future of AI, cybersecurity and the human role in security If you're a cybersecurity leader, IT decision-maker, vendor, MSP, reseller or channel professional looking to understand the opportunities and risks surrounding AI, this episode is for you.

October 1, 2026Episode 30523 min

#305 Steve Low: Get big, get niche or get out.

In this episode of the Channel Chat Dubai series, Steve Low, Chief Commercial Officer at Titan Data Solutions, joins Marc to discuss Titan's journey from a startup with £200,000 in funding to a $50M business. Steve shares why Titan has doubled down on specialisation, reduced its vendor portfolio, and expanded into the Middle East, while building deeper relationships with partners and vendors across the channel. Topics covered: • Growing Titan from startup to $50M revenue • Why "get big, get niche or get out" is Titan's philosophy • Expanding into the Middle East and MENA region • Reducing vendors to increase focus and market share • What vendors should look for in a distribution partner • Why Titan focuses on problems, not part codes • Building relevance in a new market If you're a vendor, distributor, reseller, or channel leader looking to strengthen your partner strategy, scale through specialisation, or expand into new markets, this episode is worth a listen. 🎧

September 29, 202627 min

#304 Julie Nicholson: Cyber Security Is A Team Sport

From factory production lines to leading cyber resilience strategy at Advania UK, Julie Nicholson has built one of the most unique careers in the IT channel. In this episode of Channel Chat, she joins Marc Sumner to discuss her journey into technology, why cyber security has evolved into a board-level business resilience conversation, and what organisations need to do to stay ahead of today's rapidly changing threat landscape. Along the way, Julie reflects on leadership, mentorship, customer trust and the lessons she's learned from helping organisations navigate real-world cyber incidents.

September 22, 2026Episode 30320 min

#303 Keith Toh: Partners want consistency, clarity and trust.

In this episode of Channel Chat, Marc Sumner sits down with Keith Toh, Partner Strategy & Enablement Leader at AMD, to discuss his journey from the Singapore Navy to leadership roles at Sony, Lenovo, Microsoft and AMD. Keith shares his perspective on what separates successful vendor-partner relationships from the rest, why enablement often misses the mark, and how partners can position themselves to thrive as AI continues to reshape the technology landscape. The conversation also explores leadership, culture, channel strategy and why staying humble may be one of the fastest ways to drive growth and innovation. Topics covered include: Keith's career journey and leadership lessons Why the Channel remains closest to the customer What partners really want from vendors today The role of clarity, consistency and trust in successful partnerships Common mistakes in partner enablement The opportunities AI is creating for the Channel Why humility can be a competitive advantage The qualities that will define successful channel businesses in the years ahead Whether you're a vendor leader, distributor, MSP, reseller or channel professional looking to build stronger partnerships and stay ahead of industry change, this one's worth a listen.

September 15, 2026Episode 30223 min

#302 Duane Lent: Technology should never become a burden.

In this episode of Channel Chat, we're joined by Duane Lent, CEO of InnoVent, to discuss the evolving relationship between technology vendors, partners and end customers. The conversation explores why organisations need to think beyond the next hardware purchase, the importance of managing technology throughout its entire lifecycle, and how long-term planning can strengthen customer relationships and business outcomes. Duane also shares practical advice on refresh strategies, lifecycle management, financing technology investments, and the opportunities available to partners willing to take a more strategic role with their customers. Topics covered include: Technology refresh planning IT lifecycle management Financing and consumption models Building long-term customer relationships The evolving role of channel partners Maximising value from technology investments Strategic business planning Whether you're a vendor, reseller, MSP or business leader responsible for technology decisions, this episode is packed with valuable insights and real-world experience.

September 8, 2026Episode 30120 min

#301 James Worrall: The Channel Is The Force Multiplier

This week on Channel Chat, Marc Sumner is joined by James Worrall, VP of International Channel at Druva. From selling door-to-door in Bolton to leading international channel strategy for one of the industry's leading cyber resilience companies, James shares the lessons that have shaped his approach to leadership, partnerships and channel growth. Marc and James discuss what partners really want from vendors, why simplicity matters more than ever, how to spot the signs of a healthy channel programme, and why cyber resilience and AI will define the next generation of solution providers. If you're a channel leader, vendor, distributor, MSP or partner looking to build stronger relationships and drive sustainable growth, this episode is packed with practical insights and straight-talking advice.

September 1, 2026Episode 30037 min

#300 Alex Walsh: Consistency is what partners want from vendors.

What does it take to succeed in the modern IT channel? Marc is joined by Alex Walsh, Regional Vice President of Channel Sales for EMEA North at Keepit, for a wide-ranging discussion on channel leadership, partner strategy, mentorship, data sovereignty, and the growing impact of AI on the technology industry. Alex shares his journey from studying media production and managing restaurants to building a successful career in the IT channel. Along the way, he discusses the value of staying curious, finding the right mentors, building high-performing channel teams, and why the best partner relationships are built on consistency rather than promises. The conversation also explores what "partner-first" really means, why data sovereignty is becoming a board-level discussion, and where vendors, MSPs, and partners should be focusing their attention over the next few years. Key topics include: Channel leadership and career development Building successful partner ecosystems The importance of consistency in channel strategy Data sovereignty and cyber resilience AI's impact on the future of the channel Whether you're a vendor, MSP, reseller, distributor, or aspiring channel leader, this episode is packed with practical insights and real-world channel experience.

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