Channel Insider: Partner POV

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 17:10 – Automation vs. control: governance and visibility concerns 19:03 – How SotaTek modernizes infrastructure securely 21:10 – SotaTek ACE platform overview 23:36 – SAP workloads in IaaS: challenges and best practices 26:26 – What separates successful vs. struggling organizations 26:37 – MSP opportunity in AI-driven infrastructure 30:45 – Starting small: aligning AI wins with infrastructure 37:46 – Customer success story: real-world impact 44:08 – Where to learn more about SotaTek 44:21 –...

Key Topics Covered:

Timestamps:
00:00 – Intro & Channel Insider newsletter
00:27 – Guest introduction: Jesper Zerlang, CEO of SecurityBridge
00:52 – 2026 priorities: channel investment & cybersecurity trends
02:00 – Leadership transition: chairman to CEO
04:06 – Scaling global cybersecurity companies
06:06 – What SecurityBridge does (SAP security explained)
07:11 – Differentiation in SAP cybersecurity market
08:47 – Shift to a channel-first strategy
09:46 – What makes the right partner
11:40 – Partner incentives & ecosystem growth
13:32 –...

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 powerful real-world use cases across industries like insurance, healthcare, and higher education.

Topics & Timestamps 

00:00 – Introduction 

Katie Bavoso introduces Dori Albert, CEO of Spyglass MTG. 

01:26 – What Spyglass MTG Does 

A boutiq...

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 IT plans to scale expertise across industries like life sciences and financial services.

They also discuss the role of specialized practices, advisory services, and proprietary security capabilities to help mid-market organizations strengthen their cybersecurity posture while accelerating business growth.

Topi...

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 outcomes 

- How Netskope and Optiv collaborate to reduce customer friction 

- A real-world customer success story spanning deployment to managed services 

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 crossover intro 

02:39 – Why The Neuron reboot worked 

05:16 – Landing interviews with Microsoft & OpenAI 

09:35 – Favorite interviews (OpenAI, Pathway, Microsoft AI) 

12:35 – Who’s winning AI right now? Anthropi...

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 – Real-world financial services use case
11:08 – Why SurePath AI partnered with AWS
13:55 – How SurePath fits into the AWS partner ecosystem
15:28 – Time to value: What customers see in the first hour
17:56 – The 30–60 day shift from risk...

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 market — and what customers can do with the additional AI budget many are allocating in 2026. 

This conversation dives into how MSPs can move beyond infrastructure, avoid commoditization, and become long-term strategic partners for their customers.

...

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 running AWS EKS, managing on-prem infrastructure, or preparing for AI-driven workloads, this interview breaks down what modern platform engineering looks like today.

⏱️ Topics & Time Codes

00:00 – Introduction to Partner POV & Rafay Systems 

00:57 – What Rafay does and the clo...

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 episode is ideal for MSPs, IT leaders, and SMB decision-makers looking to understand practical AI adoption, Microsoft Copilot use cases, and how service providers can guide long-term transformation.

Topics & Time Codes

00:00 – Introduction to Truly SMB Who Trul...

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 will influence decisions in the year ahead.

Topics & Time Codes 

00:00 – Welcome & Q4 2025 channel overview 

01:25 – Introducing Channel Insider writer Luis Millares 

04:50 – Executive leadership shifts and vendor changes 

06:34 – VMwar...

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 program 

01:02 – AI market shift from experimentation to accountability 

02:13 – Measuring AI outcomes: productivity, quality, and scale 

02:38 – Why AI adoption matters more than AI tools 

03:54 – Superhuman’s differentiation in a crowded AI market 

04:24...

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, and lives.

🔔 Subscribe for more IT channel insights, vendor stories, and real-world AI use cases.

Topics & Time Codes 

00:00 – Welcome & Episode Overview Introduction to Data41 and how AI is helping humans, not replacing them 

01:18 – Founding Data...

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 DSN’s VAR and MSP divisions and their regional focus.

01:27 – How the Partnership Began

DSN’s early experience using Bitdefender in their MSP practice.

02:05 – How Bitdefender Meets Customers Where They...

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 Bitdefender is a natural fit for Pentamix Security customers 

02:26 — How Bitdefender enhances Pentamix Security’s endpoint offerings 

03:00 — Making MDR accessible and affordable for more businesses 

04:04 — Reducing tool sprawl and simplifying security stacks 

05:03 — Building trust and transparency in cybersecurity partnership...

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 + ISVs 

02:23–03:39 — Caylent’s AWS journey & Partner of the Year awards 

03:39–04:19 — Introducing Caylent Accelerate 

04:19–05:29 — What stands in the way of cloud migration today 

05:29–06:18 — Risk, downtime, and skills challenges 

06:18–07:14 — Why customers struggle to address tech debt 

07:14–08:26 — How...

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 11:11 Systems? Dante introduces the company’s background, VMware history, and global platform. 

1:54 – Bringing Stability to the VMware Ecosystem How 11:11 Systems supports customers and partners during disruption. 

3:34 – Options for Displaced VMware Providers Wholesale reselling, operational leases, and acquisition pathways. 

5:01 – How the “Bridge”...

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 Managed Services 

01:11 – Who Thrive serves and key customer verticals 

02:29 – How Thrive differentiates as a next-gen MSP 

03:37 – Why AI applies across all industries 

05:42 – How AI Managed Services came to life 

07:3...

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 complex 

02:14 – What Secure Service Edge (SSE) means for federal modernization 

03:10 – How Netskope helps agencies strengthen Zero Trust strategies 

05:11 – Key differentiators that set Netskope apart 

07:08 – The role of channel partners in sec...

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

04:25 – Merging human creativity with AI innovation

05:38 – Why Sanjib says “AI agents are like puppies”

06:18 – Predictions for AI and the channel in 2026

A new episode of...

Omar shares insights on Zones’ 35 year evolution, how its using AI internally, its “Consider It Done” philosophy, strategic partnerships, and what’s next for customers, partners, and sustainability efforts. Plus, Omar shares how his experience as a board member of Zones prepared him to take on the CEO role. 
 

Topics & Timecodes:

00:00 – Introduction: Meet Zones’ new CEO, Yehia Omar 

02:13 – What defines Zones in today’s channel ecosystem 

05:39 – How board experience prepared Omar for the CEO role 

08:16 – Zones’ 2025–2026 vision: cloud, AI, and managed services 

12:08 – How Zones uses AI internally for efficiency and in...

Whether you’re a managed service provider (MSP), IT consultant, or channel partner supporting federal contractors, this conversation is packed with insights on how to prepare for new compliance mandates, streamline certification, and grow your services revenue—without getting buried in red tape. 
 

Watch to learn: 

What CMMC 2.0 really means for MSPs in 2025 

How Choice Cyber Solutions helps MSPs become compliant faster 

How compliance frameworks like NIST and CMMC overlap 

What the new HIPAA updates mean for the healthcare sector 

The hidden opportunities MSPs can unlock through com...

🔍 Key Topics Covered:

Major acquisitions and market consolidation

Broadcom’s VMware Advantage Program ending

Microsoft’s new CSP revenue thresholds

Ingram Micro ransomware attack details

AI adoption and the fight against “Shadow AI”

Top executive moves across the channel

The growth of GTIA post-CompTIA

Emerging trends in AI services, MSP evolution, and quantum security

⏱️ Topics & Time Codes

00:00 – Intro: Meet the Channel Insider editorial team
01:21 – Scale Computing acquired by Acumera — what it means for partners
04:02 – Q3 surprises & stability: Vendor consolidation an...

From free power audits with a 70% close rate to tiered discounts, rewards, and ready-to-use marketing content, Eaton makes it simple for partners to grow their business without needing to be power experts. 
 

What You’ll Learn in This Interview:

00:00 – Introduction: The growth of the U.S. data center power market & AI’s role

00:53 – Meet Donna Saint Denis, Eaton Channel Marketing Director

01:37 – Why partners don’t need to be power experts to succeed with Eaton

02:20 – Easy revenue growth: Free power audits with a 70% close rate

03:07 – Long-term growth: Eaton’s three-tier...

Learn how Moments Lab’s MXT indexing technology and Discovery Agent make video libraries searchable, save hours of production time, and unlock new revenue streams.

Topics & Time Codes:

00:00 – Introduction to Moments Lab and AI video discovery

01:55 – Origin story: from broadcast engineer to startup founder

02:59 – Solving the challenge of video indexing with AI

03:40 – Who uses Moments Lab? Customers in media, sports & enterprise

04:27 – How AI video discovery saves time and boosts ROI

08:21 – Success stories: broadcasters & global brands repurposing archives

11:10 – Onboarding process: scanning, indexing & change management

13:28 – Dis...

Learn how community standards can shape an unregulated industry, why "mega-MSPs" risk losing their personal touch, and what it takes to transition from a technical founder to a CEO focused on growth and leadership.

Topics & Time Codes:
00:00 – Why MSP community matters in an unregulated industry
01:13 – Growth at BASE Solutions and giving back to the MSP community
02:25 – SMB clients, vendor partnerships & advisory board influence
09:40 – Carving out a niche with law firms
13:16 – From law firm IT to launching an MSP in 2009
16:01 – The risks and realities of starting an MSP
20:11 – The role of peer groups an...

Brad shares critical legal insights every MSP and IT channel partner should know, from the dangers of using AI tools like ChatGPT to create contracts, to Master Service Agreement (MSA) pitfalls, client off-boarding risks, and how to protect your business when clients or vendors create liabilities.

⏱ Episode Guide & Key Topics:

00:01:00 – Meet Brad Gross: From hacker to prosecutor to “The Channel’s Lawyer” 

00:03:30 – How Brad became the go-to attorney for many MSPs 

00:05:00 – Who Brad represents: MSPs, SMBs, and beyond 

00:08:15 – Master Service Agreements: Common traps & how to avoid them 

00:12:20 – AI risks: Protecting M...

With AI adoption accelerating across industries, the data center “white space” is becoming more critical than ever. Ian explains what white space is, why it matters in modern IT environments, and how Eaton’s Power Advantage Partner Program can open new opportunities for resellers and MSPs.

💡 Topics covered:

00:00 – Introduction: AI and the data center connection 

00:51 – Meet Ian Romeo (and his board game convention story!) 

02:05 – What is “white space” in the data center? 

03:29 – Why white space is vital in the AI era 

04:46 – How Eaton’s White Space Team supports channel partners 

Adam and Jason share how their insurance industry background, Microsoft expertise, and go-giver mentality set them apart. They also tackle the big questions on AI adoption in regulated sectors, technology challenges facing insurance agencies, and why they believe education should extend not just to clients—but to other MSPs as well. 

Whether you’re an MSP, an insurance agency leader, or just curious about the intersection of IT services, compliance, and innovation, this episode offers valuable insights. 

Topics & Timecodes: 

00:00 – 01:22 | Meet Kite Technology Group’s technical leaders Adam Atwell & Jason Gobbel 

01:22 – 03:19 | Why focus on indep...

Theresa shares her journey from leading channel sales and strategies at major tech companies to launching her own firm dedicated to helping organizations create high-impact partnerships.

Discover what makes a partnership truly successful, the biggest mistakes companies make, and why executive buy-in is crucial. Theresa also dives into the evolving role of AI in partnership strategy, the rise and value of co-selling, and how trust drives business outcomes. Plus, hear her insights on uplifting women in tech and the companies setting the standard for inclusive leadership.

Topics & Timecodes:

00:00 – Introduction to Theresa Caragol & AchieveUnite 

Together, they’ve launched a student-run Security Operations Center (SOC) that gives students real-world cybersecurity experience while keeping LSU secure 24/7 on a responsible budget. Learn how the initiative is expanding nationwide, offering a scalable, public-private blueprint for workforce development in cybersecurity.

📌 Topics Covered & Time Stamps:

00:00 – Introduction to LSU x TekStream Solutions partnership 

01:12 – Why LSU wanted a student-run SOC 

03:23 – How TekStream helped build a sustainable hybrid model 

04:49 – Why TekStream embraced a public-private partnership 

06:10 – Mentorship, hiring pipeline, and career development 

08:30 – Cybersecurity threat landscape for universities 

10:10 – Real-life threat detectio...

💻 Port is the internal developer portal that streamlines workflows, boosts developer productivity, and keeps AI agents from going off the rails. Discover how Port reduces ticket bottlenecks, enhances collaboration across teams with varying skill levels, and empowers platform engineering teams to design scalable, compliant, and fully customizable experiences.

🔥 TOPICS & TIMESTAMPS:

00:00 – Intro: What is Port? 

01:00 – The rise of internal developer portals 

02:05 – Why teams choose Port over building their own portals from scratch 

03:08 – Customization is key: Why every company is a snowflake 

04:08 – Port’s AI-native advantage: Tackling the 80% of dev work beyond coding...

Host Katie Bavoso is joined by Channel Insider's Managing Editor Victoria Durgin and writer Jordan Smith to break down:

⏱ 00:01:33 – The team's in-person coverage from major events like NerdioCon, SAS Innovate (featuring some icons from 1990's/early 2000's pop culture!), and Scale Computing Platform 2025. 

⏱ 00:06:38 – Kaseya names Rania Succar as new CEO: What her outsider background means for the channel. 

⏱ 00:09:12 – DOJ cracks down on Google’s acquisition of Wiz and HPE’s $14B Juniper Networks deal finally closes. 

⏱ 00:12:13 – Intel layoffs cast doubt on U.S. chip foundry ambitions under new CEO. 

⏱ 00:14:03 – Partner ecosystem trends: AI...

👉 Key Topics Covered: 

(00:00:20) Juan introduces the mission of MSP Owners Group—a self-funded MSP rollup designed to empower both MSP business owners and employees, bridging the gap to the next era of the managed services industry Juan calls MSP 5.0. 

(00:04:07) Recent acquisitions, including ProdigyTeks and Cool Technology Group, and how leaders like Paco Lebron are shaping MSP OG’s culture-first approach.

(00:09:33) Why culture matters: Juan explains how MSP OG is different from typical rollups, offering owners a soft landing while preserving company identity and providing equity opportunities for employees.

(00:13:18) Employee equity and leadershi...

Guest Rishi Bhargava, Co-Founder of Descope, is joined by Katherine Walther, Vice President of Innovation at MSP and Descope channel partner Trace3, who details her company's experience partnering with Descope to meet emerging customer demands. Walther explained how the partnership kicked off with a huge success when Trace3 needed to find a vendor that could solve a very specific and urgent problem for a customer.

Together, they discuss: 

⏱ 1:02 Why traditional CIAM tools fall short in today’s AI-driven landscape 

⏱ 2:53 How Descope’s visual “Flows” simplify user journeys while preventing security mistakes 

⏱ 6:17 Trace3’s firsthan...

In this Channel Insider: Partner POV episode, host Katie Bavoso interviews Nathan Davidson, Vice President of Partnerships at Five Star Technology Solutions, a solutions and services provider dedicated to K-12 education support. They explore how Five Star helps schools navigate tight budgets, evolving EdTech needs, AI adoption, and the complexities of CTO roles in education. Learn how Five Star partners with schools to provide trusted advisory services, efficient technology solutions, and support for long-term digital transformation.

📌 Topics & Time Codes: 

00:00 – Introduction to Nathan Davidson and Five Star Technology Solutions 

01:57 – Nathan’s career journey from aspiring te...

💡 Whether you’re AI-curious or hesitant, Adolfo shares practical insights on:

What AI opportunities actually look like for SMBs

How Eaton’s “stack the rack” approach supports scalable AI

Tools and resources available through the PowerAdvantage partner program

👉 Learn how Eaton makes AI approachable, profitable, and partner-ready.

🔗 Learn more: https://poweradvantage.eaton.com/

⏱️ Topics & Time Codes:

00:00 – Intro: Why AI is closer to your customers than you think
00:35 – Meet Adolfo Morales and his role at Eaton
01:14 – Helping partners combine Eaton solutions with AI use cases
02:00 – Th...

In this episode of Channel Insider: Partner POV, host Katie Bavoso sits down with Federico Charosky, Founder and CEO of Quorum Cyber, a fast-growing MSSP that’s gone all-in on Microsoft. Learn how this Scotland-born company scaled to over 400 employees, why it built its award-winning Clarity platform, and how it’s approaching AI across customer protection, internal services, and Microsoft Copilot tools. Federico also shares insights on Quorum Cyber's U.S. expansion strategy, vertical market wins in housing associations and higher education, the importance of growing talent in-house, and how a focus on outcomes—not just technology—sets Quorum Cyber ap...

In this episode of Channel Insider: Partner POV, host Katie Bavoso sits down once again with returning guest Terry Richardson, CRO of Blue Mantis , to unpack the company’s rapid expansion through strategic MSP acquisitions and its evolving business strategy. Richardson explains what impact he believes economic uncertainty in the U.S. will have on M&A through the rest of the year and into 2026

Richardson also shares insights into Blue Mantis' recent flurry of acquisitions in Q1 2025, and how the company is enhancing its cybersecurity, networking, and telecommunications offerings amid a distributed workforce - especially in so...

This collaboration brings edge computing into OTAVA’s portfolio of offerings for the first time—positioning the company to lead in cloud-to-edge transformation.

Watch as TJ shares how OTAVA identified the growing demand for edge solutions, how cultural alignment with Scale Computing helped seal the deal, and how it led to an exclusive three-way partnership with data protection giant Veeam.

🔸 00:00 – Intro & announcement of OTAVA’s new partnership with Scale Computing 

🔸 01:13 – Why Scale Computing? Culture fit and aligning on innovation 

🔸 03:29 – The growing demand for edge computing 

🔸 07:06 – Market growth: Edge computing and data protection valuation...