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 – Closing remarks + where to watch/listen A new episode of Channel Insider: Partner POV is released every other Thursday. Watch the interview on YouTube @ChannelInsider_NewsAndTrendsIf you have questions for a featured solution provider or want to be a guest on the show, reach out to us at [email protected] more episodes of Channel Insider: Partner POV as well as written content on the IT channel, go to channelinsider.comConnect with Channel Insider on LinkedIn. Episodes of Channel Insider: Partner POV are hosted and produced by Katie Bavoso with help from Dana Sell, and edited by Ayen Alvarez and Katie Bavoso. The cover art for Channel Insider: Partner POV was created by Aubri Ziegler. The opening and closing animations were made by Mackenzie Burke. The thumbnails for each episode are made by Brandon Cornwell.Channel Insider: Partner POV is an asset of Channel Insider, which is a brand under TechnologyAdvice.

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 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 – AI in cybersecurity: practical applications 16:09 – Data poisoning explained 18:20 – Security innovation & lab insights 19:12 – Compliance challenges for CISOs & CIOs 21:32 – Customer-centric security conversations 23:18 – Customer success story 25:32 – Biggest partner opportunities in 2026 28:25 – Where to learn more about SecurityBridge 29:05 – Closing remarks About Channel Insider: Channel Insider delivers news, analysis, and insights for MSPs, VARs, and IT channel leaders navigating today’s evolving technology landscape. A new episode of Channel Insider: Partner POV is released every other Thursday. Watch the interview on YouTube @ChannelInsider_NewsAndTrendsIf you have questions for a featured solution provider or want to be a guest on the show, reach out to us at [email protected] more episodes of Channel Insider: Partner POV as well as written content on the IT channel, go to channelinsider.comConnect with Channel Insider on LinkedIn. Episodes of Channel Insider: Partner POV are hosted and produced by Katie Bavoso with help from Dana Sell, and edited by Ayen Alvarez and Katie Bavoso. The cover art for Channel Insider: Partner POV was created by Aubri Ziegler. The opening and closing animations were made by Mackenzie Burke. The thumbnails for each episode are made by Brandon Cornwell.Channel Insider: Partner POV is an asset of Channel Insider, which is a brand under TechnologyAdvice.

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 boutique Microsoft consultancy focused on data, AI, and security. 03:42 – Why Most AI Projects Fail Common mistakes organizations make when rushing into AI initiatives. 06:00 – AI Is a Platform, Not Just an App Why governance, architecture, and strategy matter. 08:17 – What the AI Navigator Framework Is How Spyglass accelerates AI deployments with proven frameworks. 11:02 – Using AI Internally at Spyglass How agents and GitHub Copilot improve developer productivity. 15:03 – Slowing Down AI Projects to Get Them Right How Spyglass reframes customer urgency into sustainable strategy. 18:07 – What AI Success Actually Looks Like Moving from pilots to real production outcomes. 20:26 – Why Data Readiness Is Critical for AI The biggest barrier preventing companies from scaling AI. 22:35 – AI Security, Governance & Compliance Why identity management and data protection are critical. 25:14 – How AI Is Changing Consulting Businesses Why firms are shifting from hourly billing to outcome-based models. 28:32 – Real AI Use Cases Delivering Results Examples from insurance inspections and healthcare document analysis. 33:19 – Leadership & Women in Technology Dori’s perspective on mentorship and leadership in a male-dominated industry. 38:13 – Where to Learn More About Spyglass MTG A new episode of Channel Insider: Partner POV is released every other Thursday. Watch the interview on YouTube @ChannelInsider_NewsAndTrendsIf you have questions for a featured solution provider or want to be a guest on the show, reach out to us at [email protected] more episodes of Channel Insider: Partner POV as well as written content on the IT channel, go to channelinsider.comConnect with Channel Insider on LinkedIn. Episodes of Channel Insider: Partner POV are hosted and produced by Katie Bavoso with help from Dana Sell, and edited by Ayen Alvarez and Katie Bavoso. The cover art for Channel Insider: Partner POV was created by Aubri Ziegler. The opening and closing animations were made by Mackenzie Burke. The thumbnails for each episode are made by Brandon Cornwell.Channel Insider: Partner POV is an asset of Channel Insider, which is a brand under TechnologyAdvice.

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. Topics Covered - The evolution of the MSP market - Why generalist MSPs are struggling to compete - Harbor IT’s cyber-first strategy - The acquisition of New England Network Solutions (NENS) - How vertical specialization drives customer value - Scaling expertise across regulated industries - The future of managed services in 2026 and beyond Timestamps 00:00 – Why the traditional MSP model is breaking 00:28 – Introduction to Harbor IT and the acquisition of NENS 01:44 – Harbor IT’s mission and cyber-first strategy 04:43 – The origin and growth of New England Network Solutions 09:30 – Customer benefits of the Harbor IT + NENS integration 12:29 – Expanding expertise across a 400-person platform 14:26 – Why the “generalist MSP” model is a losing strategy, according to Michael 18:09 – What changed in IT over the past 15 years 20:20 – Risks for MSPs that fail to specialize 21:25 – How Harbor IT plans to stay competitive through 2026 A new episode of Channel Insider: Partner POV is released every other Thursday. Watch the interview on YouTube @ChannelInsider_NewsAndTrendsIf you have questions for a featured solution provider or want to be a guest on the show, reach out to us at [email protected] more episodes of Channel Insider: Partner POV as well as written content on the IT channel, go to channelinsider.comConnect with Channel Insider on LinkedIn. Episodes of Channel Insider: Partner POV are hosted and produced by Katie Bavoso with help from Dana Sell, and edited by Ayen Alvarez and Katie Bavoso. The cover art for Channel Insider: Partner POV was created by Aubri Ziegler. The opening and closing animations were made by Mackenzie Burke. The thumbnails for each episode are made by Brandon Cornwell.Channel Insider: Partner POV is an asset of Channel Insider, which is a brand under TechnologyAdvice.

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 Chapters / Time Codes00:00 – Introduction and why secure modernization matters 00:57 – The Netskope and Optiv partnership explained 02:19 – Netskope’s IPO and what it means for partners 04:30 – Why outcomes matter more than tools alone 05:12 – AI innovation vs security and compliance challenges 06:09 – How Netskope secures cloud and AI journeys 08:03 – What shadow AI is and why it’s risky 10:01 – How Optiv adds value with governance and services 11:14 – Partner collaboration before the customer meeting 14:34 – Customer success story from deployment to expansion 18:05 – Where to learn more about Netskope and Optiv For more Partner POV episodes, visit ChannelInsider.com. A new episode of Channel Insider: Partner POV is released every other Thursday. Watch the interview on YouTube @ChannelInsider_NewsAndTrendsIf you have questions for a featured solution provider or want to be a guest on the show, reach out to us at [email protected] more episodes of Channel Insider: Partner POV as well as written content on the IT channel, go to channelinsider.comConnect with Channel Insider on LinkedIn. Episodes of Channel Insider: Partner POV are hosted and produced by Katie Bavoso with help from Dana Sell, and edited by Ayen Alvarez and Katie Bavoso. The cover art for Channel Insider: Partner POV was created by Aubri Ziegler. The opening and closing animations were made by Mackenzie Burke. The thumbnails for each episode are made by Brandon Cornwell.Channel Insider: Partner POV is an asset of Channel Insider, which is a brand under TechnologyAdvice.

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? Anthropic vs. OpenAI vs. Google 17:26 – What is AGI and why can’t anyone define it? 20:30 – Real-world AI use cases (plumbing, home repairs, daily life) 24:39 – How Grant & Corey use AI professionally 32:06 – Is it impossible to stay ahead of AI? 34:47 – You don't need to spend 10 hours a day learning AI. Alberto Romero on how to learn AI in 1 Day.37:54 – Are we in an AI bubble? 44:05 – AI vs. the internet revolution comparison 48:18 – Safety, regulation, and responsible AI use 50:21 – Where to follow The NeuronWhether you’re an IT leader, business decision-maker, or just trying to figure out where in your life you could use AI, this conversation delivers clarity without the hype. 👉 Subscribe to Channel Insider for more conversations with tech leaders. See more interviews and channel content at channelinsider.com👉 Check out The Neuron at theneurondaily.com and on YouTube @theneuronai ​ A new episode of Channel Insider: Partner POV is released every other Thursday. Watch the interview on YouTube @ChannelInsider_NewsAndTrendsIf you have questions for a featured solution provider or want to be a guest on the show, reach out to us at [email protected] more episodes of Channel Insider: Partner POV as well as written content on the IT channel, go to channelinsider.comConnect with Channel Insider on LinkedIn. Episodes of Channel Insider: Partner POV are hosted and produced by Katie Bavoso with help from Dana Sell, and edited by Ayen Alvarez and Katie Bavoso. The cover art for Channel Insider: Partner POV was created by Aubri Ziegler. The opening and closing animations were made by Mackenzie Burke. The thumbnails for each episode are made by Brandon Cornwell.Channel Insider: Partner POV is an asset of Channel Insider, which is a brand under TechnologyAdvice.

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 behind03:06 – What surprises companies most about AI usage05:05 – Why legacy security tools fail with LLM workflows07:34 – What zero trust looks like in an AI-driven enterprise09:49 – Real-world financial services use case11:08 – Why SurePath AI partnered with AWS13:55 – How SurePath fits into the AWS partner ecosystem15:28 – Time to value: What customers see in the first hour17:56 – The 30–60 day shift from risk management to AI acceleration18:19 – Why CIOs and CISOs must become the “Department of Yes”19:31 – Where to learn more about SurePath AI🔔 Subscribe for more conversations with technology leaders shaping the future of the IT channel. A new episode of Channel Insider: Partner POV is released every other Thursday. Watch the interview on YouTube @ChannelInsider_NewsAndTrendsIf you have questions for a featured solution provider or want to be a guest on the show, reach out to us at [email protected] more episodes of Channel Insider: Partner POV as well as written content on the IT channel, go to channelinsider.comConnect with Channel Insider on LinkedIn. Episodes of Channel Insider: Partner POV are hosted and produced by Katie Bavoso with help from Dana Sell, and edited by Ayen Alvarez and Katie Bavoso. The cover art for Channel Insider: Partner POV was created by Aubri Ziegler. The opening and closing animations were made by Mackenzie Burke. The thumbnails for each episode are made by Brandon Cornwell.Channel Insider: Partner POV is an asset of Channel Insider, which is a brand under TechnologyAdvice.

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.Topics & Time Codes00:00 – Welcome & 2026 vision for IntegrisGlenn Mathis returns to Partner POV as CEO alongside new CRO Kyle Wewe.01:28 – Glenn’s new role as CEO & setting the pace for growthHow Integris is aligning strategy, culture, and investments for the future.03:25 – From infrastructure to the digital stateWhy Integris is expanding into data, applications, and AI-driven services.04:20 – Why Kyle joined Integris as CROCulture, transformation, and growth opportunities.06:30 – What Glenn looks for in executive leadersCuriosity, adaptability, and building for what’s next.09:33 – Why Integris refuses to be a “replaceable MSP”How positioning and portfolio strategy prevent commoditization.13:12 – Verticalization as a true differentiatorBuilding industry-specific playbooks, KPIs, and automations.18:31 – Avoiding price-based buying decisionsWhy Integris invests heavily in assessments and advisory up front.23:10 – Acquiring beyond MSPsHow data, automation, and AI companies fit Integris’ strategy.25:34 – The application layer focus for 2026Helping customers actually use the data they already have.28:14 – How Integris is investing in AIReimagining workflows with AI agents and automation.31:09 – Launching an AI Center of ExcellenceUpskilling teams and building vertical-specific automations.32:47 – How customers should use their AI budgets in 2026Practical guidance for starting (or scaling) an AI journey. A new episode of Channel Insider: Partner POV is released every other Thursday. Watch the interview on YouTube @ChannelInsider_NewsAndTrendsIf you have questions for a featured solution provider or want to be a guest on the show, reach out to us at [email protected] more episodes of Channel Insider: Partner POV as well as written content on the IT channel, go to channelinsider.comConnect with Channel Insider on LinkedIn. Episodes of Channel Insider: Partner POV are hosted and produced by Katie Bavoso with help from Dana Sell, and edited by Ayen Alvarez and Katie Bavoso. The cover art for Channel Insider: Partner POV was created by Aubri Ziegler. The opening and closing animations were made by Mackenzie Burke. The thumbnails for each episode are made by Brandon Cornwell.Channel Insider: Partner POV is an asset of Channel Insider, which is a brand under TechnologyAdvice.

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 Codes00:00 – Introduction to Partner POV & Rafay Systems 00:57 – What Rafay does and the cloud environments it serves 02:12 – Managing hybrid, multi-cloud, and air-gapped environments 02:50 – Rafay vs. native cloud tools and competing platforms 04:28 – Analyst recognition, enterprise adoption, and outcomes 05:28 – Time to value: Rafay vs. DIY Kubernetes 07:01 – Real-world customer story: biotech, compliance, and speed 09:20 – Supporting AI, GPUs, and containerized workloads 11:19 – GPU sharing, quotas, and global data science teams 12:59 – Rafay’s long-standing strategic partnership with AWS 15:44 – Why AWS EKS users add Rafay on top 17:46 – Self-service platforms, governance, and developer productivity 19:00 – Free trials and how to get started with Rafay 20:14 – Closing remarks A new episode of Channel Insider: Partner POV is released every other Thursday. Watch the interview on YouTube @ChannelInsider_NewsAndTrendsIf you have questions for a featured solution provider or want to be a guest on the show, reach out to us at [email protected] more episodes of Channel Insider: Partner POV as well as written content on the IT channel, go to channelinsider.comConnect with Channel Insider on LinkedIn. Episodes of Channel Insider: Partner POV are hosted and produced by Katie Bavoso with help from Dana Sell, and edited by Ayen Alvarez and Katie Bavoso. The cover art for Channel Insider: Partner POV was created by Aubri Ziegler. The opening and closing animations were made by Mackenzie Burke. The thumbnails for each episode are made by Brandon Cornwell.Channel Insider: Partner POV is an asset of Channel Insider, which is a brand under TechnologyAdvice.

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 Codes00:00 – Introduction to Truly SMB Who Truly SMB serves and why SMBs are the backbone of the economy 01:26 – Why SMBs Struggle With AI Adoption The challenges small businesses face when adopting new technology 05:03 – What “Tech Fit” Really Means Defining tech fitness and how Truly SMB benchmarks customer readiness 08:10 – AI Adoption Is Not One-and-Done Why continuous enablement matters more than single training sessions 10:49 – Real-World Microsoft Copilot Adoption Story How accountability and follow-ups drive real AI usage 13:09 – New CEO Vision for Truly SMB Tim Rooks on leadership, rebranding, and long-term strategy 17:41 – AI Strategy for SMBs in 2026 How Truly SMB helps customers start small and see quick wins 19:47 – Using AI Internally: “Customer Zero” How Truly SMB applies AI to its own operations 21:45 – Microsoft Copilot vs. Public AI Tools Why Copilot is a safer, easier entry point for SMBs, according to Tim and Matt 26:43 – Partnering With the UK’s Largest Chamber of Commerce Helping 12,000 businesses adopt AI responsibly 28:15 – Why SMBs Are Underserved by the Channel The business case for investing in SMB-focused AI solutions 29:58 – What’s Next for Truly SMB in 2026 AI roadmaps, customer obsession, and platform innovation 35:03 – How to Get Started With Truly SMB Taking the free Tech Fit assessment A new episode of Channel Insider: Partner POV is released every other Thursday. Watch the interview on YouTube @ChannelInsider_NewsAndTrendsIf you have questions for a featured solution provider or want to be a guest on the show, reach out to us at [email protected] more episodes of Channel Insider: Partner POV as well as written content on the IT channel, go to channelinsider.comConnect with Channel Insider on LinkedIn. Episodes of Channel Insider: Partner POV are hosted and produced by Katie Bavoso with help from Dana Sell, and edited by Ayen Alvarez and Katie Bavoso. The cover art for Channel Insider: Partner POV was created by Aubri Ziegler. The opening and closing animations were made by Mackenzie Burke. The thumbnails for each episode are made by Brandon Cornwell.Channel Insider: Partner POV is an asset of Channel Insider, which is a brand under TechnologyAdvice.

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 – VMware & Broadcom partner program impact 11:51 – Partner-to-partner collaboration trends 12:13 – Veeam + ServiceNow partnership explained 13:36 – AI in the channel: from hype to execution 14:24 – Generative AI, agents, and enterprise adoption 16:20 – AI governance, trust, and compliance concerns 18:28 – Is there an AI bubble—or an “AI balloon”? 21:57 – Security, AI threats, and regulatory pressure 24:00 – CMMC 2.0 enforcement timeline and opportunities 26:26 – AI-powered cyber threats and Zero Trust 29:31 – Data sovereignty and cloud compliance trends 31:06 – Major tech layoffs: causes and channel impact37:09 – How partners are choosing vendors in 2025 38:59 – MSP evolution and the rise of advisory services 44:12 – Channel Insider highlights & proudest moments 48:36 – Favorite stories and standout interviews of 2025 55:20 – 2026 predictions: AI, security, compliance & more 59:01 – The channel’s growing role in the IT ecosystem A new episode of Channel Insider: Partner POV is released every other Thursday. Watch the interview on YouTube @ChannelInsider_NewsAndTrendsIf you have questions for a featured solution provider or want to be a guest on the show, reach out to us at [email protected] more episodes of Channel Insider: Partner POV as well as written content on the IT channel, go to channelinsider.comConnect with Channel Insider on LinkedIn. Episodes of Channel Insider: Partner POV are hosted and produced by Katie Bavoso with help from Dana Sell, and edited by Ayen Alvarez and Katie Bavoso. The cover art for Channel Insider: Partner POV was created by Aubri Ziegler. The opening and closing animations were made by Mackenzie Burke. The thumbnails for each episode are made by Brandon Cornwell.Channel Insider: Partner POV is an asset of Channel Insider, which is a brand under TechnologyAdvice.

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 – AI agents embedded into daily workflows 05:35 – Building the Superhuman Alliance around customer value 06:15 – Four partner value streams: sell, deliver, adopt, expand 07:36 – Grammarly, Coda, and Superhuman Mail under one platform 09:33 – Unified AI vs. “AI chaos” 10:25 – Skills partners need to succeed with AI adoption 11:53 – How Superhuman levels the playing field for partners 13:44 – What true partnership looks like in the AI era 14:32 – Growth opportunities for partners in AI productivity 16:07 – How to join the Superhuman Alliance A new episode of Channel Insider: Partner POV is released every other Thursday. Watch the interview on YouTube @ChannelInsider_NewsAndTrendsIf you have questions for a featured solution provider or want to be a guest on the show, reach out to us at [email protected] more episodes of Channel Insider: Partner POV as well as written content on the IT channel, go to channelinsider.comConnect with Channel Insider on LinkedIn. Episodes of Channel Insider: Partner POV are hosted and produced by Katie Bavoso with help from Dana Sell, and edited by Ayen Alvarez and Katie Bavoso. The cover art for Channel Insider: Partner POV was created by Aubri Ziegler. The opening and closing animations were made by Mackenzie Burke. The thumbnails for each episode are made by Brandon Cornwell.Channel Insider: Partner POV is an asset of Channel Insider, which is a brand under TechnologyAdvice.

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 Data41 (2006) Why Hans started the company and early challenges as a VAR 03:16 – From VAR to ISV How market shifts and AI led to a new business model 07:20 – Building an AI Practice Hiring Data41’s first AI engineer and early experimentation 09:19 – AI in Social Services Partnering with McKinley Children’s Center to help at-risk youth 10:55 – Entering Life Sciences Developing AI for tissue banks and donor eligibility workflows 13:57 – Commercializing AI Software Turning a custom project into a scalable product 16:35 – The Human Impact of AI Why accuracy and speed matter when lives are involved 17:31 – Reducing Clinician Burnout Using AI to cut paperwork and increase face time with children 22:53 – How AI Customer Conversations Have Evolved Moving from “Can you help us with AI?” to outcome-driven strategy 25:57 – Current AI Roadblocks Trust, training data, niche industries, and adoption challenges 29:18 – Data41’s AI Focus Going Into 2026 Life sciences, social services, and selective custom projects 32:03 – Partner Ecosystem Value The role of IBM, Ingram Micro, and Microsoft in Data41’s growth 37:38 – Advice for Aspiring Founders Lessons learned from nearly two decades in business 40:07 – Where to Learn More About Data41 How to connect with Hans and the Data41 team A new episode of Channel Insider: Partner POV is released every other Thursday. Watch the interview on YouTube @ChannelInsider_NewsAndTrendsIf you have questions for a featured solution provider or want to be a guest on the show, reach out to us at [email protected] more episodes of Channel Insider: Partner POV as well as written content on the IT channel, go to channelinsider.comConnect with Channel Insider on LinkedIn. Episodes of Channel Insider: Partner POV are hosted and produced by Katie Bavoso with help from Dana Sell, and edited by Ayen Alvarez and Katie Bavoso. The cover art for Channel Insider: Partner POV was created by Aubri Ziegler. The opening and closing animations were made by Mackenzie Burke. The thumbnails for each episode are made by Brandon Cornwell.Channel Insider: Partner POV is an asset of Channel Insider, which is a brand under TechnologyAdvice.

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 Codes00:00 – IntroHow Bitdefender and DSN Group partner to deliver cybersecurity outcomes for SMBs.00:59 – What DSN Group Is & Who They ServeOverview of DSN’s VAR and MSP divisions and their regional focus.01:27 – How the Partnership BeganDSN’s early experience using Bitdefender in their MSP practice.02:05 – How Bitdefender Meets Customers Where They Are,Support for hybrid partners and the SMB cybersecurity journey.02:59 – Customer Feedback & Extending Internal ResourcesWhy DSN clients value Bitdefender’s flexibility and breadth.03:36 – Budget Considerations for SMBsHow Bitdefender helps lean teams achieve layered security affordably.04:52 – Making Enterprise-Level Protection AccessiblePricing, MDR support, and the value of platform consolidation.06:07 – Education & Partner EnablementBitdefender Masterclass, onboarding, best practices, and threat-focused training.07:17 – What Makes This Partnership UniqueTrust, relationship building, and complementary strengths.08:30 – Customer Success StoryHow a 400-employee organization chose Bitdefender’s MDR service.09:47 – Supporting Skeptical or New ClientsTrials, testing, and the importance of hands-on evaluation.10:30 – How Bitdefender Earns DSN Group’s TrustReliability, resources, communication, and responsive support.11:37 – Where to Learn MoreHow customers and partners can get information and trials. A new episode of Channel Insider: Partner POV is released every other Thursday. Watch the interview on YouTube @ChannelInsider_NewsAndTrendsIf you have questions for a featured solution provider or want to be a guest on the show, reach out to us at [email protected] more episodes of Channel Insider: Partner POV as well as written content on the IT channel, go to channelinsider.comConnect with Channel Insider on LinkedIn. Episodes of Channel Insider: Partner POV are hosted and produced by Katie Bavoso with help from Dana Sell, and edited by Ayen Alvarez and Katie Bavoso. The cover art for Channel Insider: Partner POV was created by Aubri Ziegler. The opening and closing animations were made by Mackenzie Burke. The thumbnails for each episode are made by Brandon Cornwell.Channel Insider: Partner POV is an asset of Channel Insider, which is a brand under TechnologyAdvice.

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 partnerships 06:39 — Bitdefender Masterclass: Improving education & adoption 07:25 — Compliance-focused innovations: PHASR & GravityZone Compliance Manager 09:00 — How PHASR reduces attack surface and stands out in the market 10:38 — Success stories from the Bitdefender– Pentamix Security partnership 12:54 — What’s next for the partnership & evolving with AI-driven threats 13:55 — Where to learn more from Bitdefender and Pentamix Security A new episode of Channel Insider: Partner POV is released every other Thursday. Watch the interview on YouTube @ChannelInsider_NewsAndTrendsIf you have questions for a featured solution provider or want to be a guest on the show, reach out to us at [email protected] more episodes of Channel Insider: Partner POV as well as written content on the IT channel, go to channelinsider.comConnect with Channel Insider on LinkedIn. Episodes of Channel Insider: Partner POV are hosted and produced by Katie Bavoso with help from Dana Sell, and edited by Ayen Alvarez and Katie Bavoso. The cover art for Channel Insider: Partner POV was created by Aubri Ziegler. The opening and closing animations were made by Mackenzie Burke. The thumbnails for each episode are made by Brandon Cornwell.Channel Insider: Partner POV is an asset of Channel Insider, which is a brand under TechnologyAdvice.

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 customer needs fueled Caylent Accelerate 08:26–09:37 — Using generative AI for code translation 09:37–10:36 — Test-driven automation for safe transformation 10:36–11:06 — The “better, faster, cheaper” model 11:06–12:26 — How customers know they’re a fit 12:26–13:18 — Cloud evolution strategy explained 13:18–14:17 — Migrating infrastructure with AI-driven IaC 14:17–15:05 — Disaster recovery & resiliency on AWS 15:05–15:31 — Modernizing databases and applications 15:31–16:39 — Security posture & new ways of working in the cloud A new episode of Channel Insider: Partner POV is released every other Thursday. Watch the interview on YouTube @ChannelInsider_NewsAndTrendsIf you have questions for a featured solution provider or want to be a guest on the show, reach out to us at [email protected] more episodes of Channel Insider: Partner POV as well as written content on the IT channel, go to channelinsider.comConnect with Channel Insider on LinkedIn. Episodes of Channel Insider: Partner POV are hosted and produced by Katie Bavoso with help from Dana Sell, and edited by Ayen Alvarez and Katie Bavoso. The cover art for Channel Insider: Partner POV was created by Aubri Ziegler. The opening and closing animations were made by Mackenzie Burke. The thumbnails for each episode are made by Brandon Cornwell.Channel Insider: Partner POV is an asset of Channel Insider, which is a brand under TechnologyAdvice.

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” Works for Partners Ways partners can continue supporting VMware services with 11:11 Systems. 6:49 – Customer Migration & Cost Control How customers can preserve investments and avoid disruptive re-platforming. 8:10 – Revenue Opportunities for MSPs Additional services, global reach, and improving margins through scale. 9:57 – Why Not Switch to a VMware Alternative? Dante explains the challenges of re-platforming and value of continuity. 11:31 – Compliance, Portability & Longevity How 11:11 Systems maintains compliance with Broadcom’s changing requirements. 13:13 – Who’s Eligible? Support for both small MSPs and large regional or global providers. 14:00 – Migration Without Downtime How 11:11 Systems delivers seamless transitions and DR/migration services. 15:10 – Short-Term vs. Long-Term Market Shift Why this moment represents both immediate opportunity and lasting change. 16:37 – Dante’s Advice to Partners Now Cut from VMware The single most important step MSPs should take this week. 17:30 – Where to Learn More 1111systems.com and Dante’s LinkedIn. A new episode of Channel Insider: Partner POV is released every other Thursday. Watch the interview on YouTube @ChannelInsider_NewsAndTrendsIf you have questions for a featured solution provider or want to be a guest on the show, reach out to us at [email protected] more episodes of Channel Insider: Partner POV as well as written content on the IT channel, go to channelinsider.comConnect with Channel Insider on LinkedIn. Episodes of Channel Insider: Partner POV are hosted and produced by Katie Bavoso with help from Dana Sell, and edited by Ayen Alvarez and Katie Bavoso. The cover art for Channel Insider: Partner POV was created by Aubri Ziegler. The opening and closing animations were made by Mackenzie Burke. The thumbnails for each episode are made by Brandon Cornwell.Channel Insider: Partner POV is an asset of Channel Insider, which is a brand under TechnologyAdvice.

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 07:38 – Thrive’s investment in AI and dedicated AI team 09:09 – Helping customers identify AI use cases 11:58 – Top example: Automating job descriptions 13:50 – Giving customers back time with AI 14:18 – Early customer interest and pilot feedback 15:43 – Why companies struggle with DIY AI adoption 16:40 – How AI Managed Services tie into Thrive’s security stack 18:32 – The risks of public AI use and poor prompting 20:34 – How Thrive secures internal AI usage 22:04 – What Thrive learned by centralizing AI usage data 23:30 – Employee engagement with AI inside Thrive 25:09 – The challenge of hiring for AI roles 27:06 – Thrive’s hiring philosophy in the age of AI 28:39 – Thrive customer success story (complex carve-outs) 30:53 – Vendor shoutouts: ServiceNow & Horizon3 33:00 – Why Michael has stayed at Thrive for 18 years 35:53 – What’s next for Thrive: Agents, private AI, reimagining the help desk 38:05 – Where to learn more about Thrive A new episode of Channel Insider: Partner POV is released every other Thursday. Watch the interview on YouTube @ChannelInsider_NewsAndTrendsIf you have questions for a featured solution provider or want to be a guest on the show, reach out to us at [email protected] more episodes of Channel Insider: Partner POV as well as written content on the IT channel, go to channelinsider.comConnect with Channel Insider on LinkedIn. Episodes of Channel Insider: Partner POV are hosted and produced by Katie Bavoso with help from Dana Sell, and edited by Ayen Alvarez and Katie Bavoso. The cover art for Channel Insider: Partner POV was created by Aubri Ziegler. The opening and closing animations were made by Mackenzie Burke. The thumbnails for each episode are made by Brandon Cornwell.Channel Insider: Partner POV is an asset of Channel Insider, which is a brand under TechnologyAdvice.