Channel Insider: Partner POV

Visit channelinsider.com for more information about MSP and IT channel trends, including the latest news and expert analysis from around the world. Timestamps: 00:00 Introduction 01:06 Meet Nancy Henriquez 02:49 What past channel transitions can teach MSPs 05:01 How MSP owners should lead through AI change 07:43 Helping customers move beyond “we want AI” 10:18 MSP exit planning and private equity...

Subscribe for more Channel Insider conversations with technology leaders, channel executives, MSPs, vendors, and AI innovators. A new episode of Channel Insider: Partner POV is released every other Thursday.  Watch the interview on YouTube @ChannelInsider_NewsAndTrends If you have questions for a featured solution provider or want to be a guest on the show, reach out to us at partnerpov@chann...

Episode timestamps 00:00 — Introduction to leasing, financing, and device lifecycle management 01:06 — What CHG-MERIDIAN does and how it supports channel partners 02:43 — CHG-MERIDIAN’s global footprint 03:59 — Why partners should rethink leasing as a strategic sales tool 05:46 — Which channel partners benefit from leasing and lifecycle services 06:54 — CapEx vs. OpEx amid tighter IT budgets 08:23...

Timestamps: 00:00 – Introduction to Delta Bear and deepfake cyber threats 01:01 – Delta Bear’s mission, customers, and cybersecurity focus 03:19 – Why deepfakes are becoming operational for attackers 05:02 – How Delta Bear combines detection technology with security expertise 07:18 – CEO/CFO impersonation scams and financial damage 10:45 – Cyber insurance gaps around AI and deepfake risk 12:47 – W...

Timestamps 00:00 Intro 00:40 Meet Logically CEO Joshua Skeens 01:34 What Logically does and who it serves 06:07 Why cyber risk is now a board-level concern 07:48 How MSPs should explain cybersecurity to boards 09:42 Why cybersecurity is now tied to brand protection 10:54 How MSPs can become strategic advisors 12:57 Customer success story after a major merger 14:56 The hidden cost of security tool...

Topics & Timestamps: 00:00 – Intro + Channel Insider newsletter plug 00:37 – Meet MK Tong, CEO of SotaTek USA 02:15 – What SotaTek does: global IT services, AI, cloud, engineering 03:15 – Ideal customers: size, verticals, and use cases 05:09 – Leadership journey: why Tung joined SotaTek 08:32 – Why infrastructure matters more in the AI era 13:54 – Common AI deployment mistakes organizations make 1...

Key Topics Covered: SAP cybersecurity strategy and risk reduction Channel-first go-to-market shift AI in cybersecurity and data poisoning threats Compliance challenges for enterprise IT leaders Partner opportunities in managed security services (MSSPs) Building effective global partner ecosystems Timestamps: 00:00 – Intro & Channel Insider newsletter 00:27 – Guest introduction: Jesper Zerlang, CEO...

Dori shares how Spyglass MTG helps companies build secure, governed AI environments on Microsoft platforms, why data readiness is the biggest barrier to AI success, and how its AI Navigator framework helps organizations move from experimentation to real production use cases. They also explore how AI is reshaping consulting models, improving productivity with tools like GitHub Copilot, and enabling...

CFO Hannah Paige and newly appointed CRO Michael Kourkoulakos, the former CEO of NENS, share how the newly combined organization is building a cyber-first MSP platform designed for complex, regulated industries. The conversation explores why vertical specialization is replacing the traditional “generalist MSP” model, how cybersecurity and cloud complexity have reshaped the market, and how Harbor I...

Joe Green of Netskope and Paul Herrmann of Optiv discuss the real-world impact of SASE, data protection, shadow AI, and why outcomes-driven partnerships matter more than ever in today’s security landscape. Topics covered include: - Securing cloud and AI adoption without slowing innovation  - The rise of shadow AI and how to control it  - Why services and governance are critical to security outcome...

From Anthropic vs. OpenAI vs. Google to the AI bubble debate, AGI definitions, and how everyday users are leveraging tools like ChatGPT, Claude, and Gemini, this episode breaks down what’s hype, what’s real, and what it actually means for businesses and individuals. Plus: how The Neuron became one of the fastest-growing AI podcasts in just one year.    Topics Covered: 00:00 – Welcome + Neuron cros...

Learn how zero trust principles apply to AI, why blocking AI increases risk, and how AWS enables secure, enterprise-ready AI environments. Topics Covered: 00:00 – The AI adoption paradox: Move fast or risk falling behind 03:06 – What surprises companies most about AI usage 05:05 – Why legacy security tools fail with LLM workflows 07:34 – What zero trust looks like in an AI-driven enterprise 09:49...

Glenn shares how his role has evolved since becoming CEO in 2025, how Integris is investing heavily in AI, automation, and the application layer, and why the company is acquiring both MSP and non-MSP businesses to build a true digital-state platform. Kyle explains how verticalization, deep customer expertise, and advisory services are helping Integris stand out in an increasingly crowded MSP marke...

Mohan explains how Rafay works alongside AWS, why native cloud tools fall short in complex environments, and how enterprises can move from months-long setup times to production in hours. The conversation also dives into real-world use cases across biotech, finance, and global enterprises, showcasing how Rafay enables self-service, standardization, and faster innovation at scale. Whether you’re run...

With customers across the UK and North America, Truly SMB focuses on helping organizations become “tech fit” through incremental, outcome-driven AI adoption—especially within the Microsoft ecosystem. The conversation explores why SMBs are underserved by the channel, how Microsoft Copilot is changing day-to-day work, and why AI adoption must be an ongoing journey, not a one-time project. This episo...

From VMware and Broadcom partner shakeups to AI maturity, governance, security, major tech layoffs, CMMC 2.0 enforcement, and the evolving role of MSPs, this episode delivers a comprehensive look at how the channel is changing—and what partners need to prepare for the new year.  Whether you’re an MSP, vendor, distributor, or channel strategist, this episode covers the insights that shaped 2025 and...

In this episode of Partner POV, Superhuman ’s Vice President of Global Partnerships, Ko Mistry, joins host Katie Bavoso to discuss AI market shifts, partner opportunities, adoption challenges, and how unified AI can drive real business outcomes for customers and MSPs. Topics & Time Codes:  00:00 – Superhuman rebrand and AI productivity vision  00:36 – Launch of the Superhuman Alliance partner prog...

Hans shares Data41 ’s nearly 20-year journey, including pivotal acquisitions, strategic pivots, and how AI opened the door to life sciences and social services innovation. From accelerating donor eligibility decisions in tissue banks to helping clinicians spend more time with at-risk youth, this conversation highlights AI use cases that go far beyond automation — and into saving time, resources, a...

Learn how DSN Group leverages Bitdefender’s MDR, EDR, and consolidated security platform to help customers optimize budgets, overcome staffing challenges, and strengthen cyber resilience in today’s evolving threat landscape. ⏱️ Topics & Time Codes 00:00 – Intro How Bitdefender and DSN Group partner to deliver cybersecurity outcomes for SMBs. 00:59 – What DSN Group Is & Who They Serve Overview of D...

Learn how Bitdefender and Pentamix Security collaborate to deliver trusted guidance, reduce security complexity, improve compliance, and introduce innovative tools like PHASR and GravityZone Compliance Manager. Topics & Time Codes:  00:00 — Intro: Why Bitdefender + Pentamix Security is a powerful partnership  00:36 — Endpoint security challenges facing today’s organizations  01:29 — Why Bitdefende...

Ryan breaks down how Caylent became the #1 independent AWS-only partner, the challenges companies face when modernizing legacy systems, and how Caylent Accelerate uses generative AI to make cloud adoption faster, safer, and more cost-effective. Topics & Time Codes: 00:00–00:36 — Welcome & guest introduction  00:36–01:19 — What Caylent is and who it serves  01:19–02:23 — Serving SMB → enterprise +...

Dante explains how 11:11 Systems’ integrated global platform can help partners transition without disruption, deliver services at scale, and maintain compliance under Broadcom’s evolving program rules—all while preserving customer investments and preventing costly re-platforming.  ⏱️ Time Codes & Topics  0:00 – Intro Overview of the VMware/Broadcom restructuring and its impact.  0:37 – What Is 11:...

Explore how Thrive helps organizations identify practical AI use cases, streamline workflows securely, and adopt AI responsibly across their teams. Michael also shares how Thrive closed internal AI security gaps, why that led to surprising data insights, and what’s ahead for AI, automation, and MSP innovation in 2025 and beyond. Topics & Time Codes:  00:00 – Welcome and intro to Thrive’s AI Manage...

In this episode of Partner POV, host Katie Bavoso speaks with Mark Mitchell, Federal Security Architect at Netskope, to discuss how Secure Service Edge (SSE) and Zero Trust strategies are reshaping the federal landscape—and how channel partners can play a key role. 🕒 Topics & Timecodes  00:00 – Intro: Modernizing federal IT with Zero Trust  01:09 – Why securing federal environments is uniquely co...

They explore how AI is reshaping the IT channel, the evolving role of data, and why Sanjib believes AI agents are like puppies — they need to be trained and nurtured over time to grow. 🔹 Topics covered: 00:00 – Intro from Katie Bavoso 01:00 – What AI really means for business growth 02:20 – Advice for channel partners embracing AI 03:15 – How Ingram’s Xvantage platform is transforming with AI 04:...