From Products to Outcomes: How MSPs Build Trust

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I recently joined Jeni and Nick Clift on the MSP Mastery Podcast for a wide-ranging conversation about the changing role of the MSP and what it takes to move beyond selling technology to delivering the outcomes and building customer trust. We explored the role the channel plays in bridging the gap between the technology a … Continued

Two Podcasts, One Message: Selling Matters

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Over the past month, I had the pleasure of joining two very different podcasts, each with a different audience but a surprisingly similar conversation. Susanna Kenyon-Muir invited me onto A Portfolio Life to discuss the challenges people face when leaving a corporate role to build a portfolio career, while Kanika Vasudeva welcomed me to Business … Continued

The MDF Problem Nobody Wants to Talk About

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For decades, Market Development Funds (MDF) have been one of the primary ways technology vendors invest in their channel partners. Yet despite the billions of dollars spent each year, many vendors struggle to demonstrate a clear return on that investment. In this thought-provoking article, Jay McBain challenges some long-held assumptions about MDF and explores why … Continued

Why Modern Buyers Don’t Need Salespeople

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One of the themes I’ll be exploring at ARN EDGE next month is how dramatically the buying journey has changed. Customers now have access to more information than ever before. They can research products, compare vendors, read reviews, watch demonstrations, and increasingly use AI tools to help them evaluate options – often long before they … Continued

Book Reviews and Feedback

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Before publishing my book, I asked a number of people from across the industry to read the manuscript and give me honest feedback. That group included sales leaders, channel executives, business owners, vendor leaders, distributors, and people at very different stages of their careers. What I appreciated most wasn’t just their feedback on the content … Continued

Why Allyship Matters For Women In Tech

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I recently wrote a LinkedIn post on the role of men in promoting gender equality, after noticing how few men attended the recent GTIA Community Meetup celebrating International Women’s Day. Conversations about improving diversity in the technology industry often focus on what organisations should do, or what women themselves should do, to navigate the system. … Continued

Agents For Growth: Turning AI Promise Into Impact

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Artificial intelligence has been dominating headlines for the past couple of years, but much of the discussion still revolves around tools and technology rather than outcomes. In this recent McKinsey article, the focus shifts to something more practical: how organisations are beginning to deploy AI agents that actively participate in business processes rather than simply … Continued

Omdia Top 2026 Channel And Partnering Trends

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It’s always interesting to read what Jay McBain is saying about the channel. As Chief Analyst for Channels, Partnerships & Ecosystems at Omdia, he gets exposed to trends across the entire IT industry, across a myriad of countries around the globe. In this insightful post, he outlines the partnering trends that they’re seeing for 2026, … Continued

Cross That Bridge Podcast

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I had the pleasure of being one of the first people to be interviewed by Gurpreet Singh Jodhka for his podcast Cross That Bridge. A forum for conversations with Business Leaders, Entrepreneurs, and Athletes, CTB aims to provide valuable lessons to help its listeners bridge the gap between where they are and where they want … Continued

Pax8: The Rise of the Managed Intelligence Provider

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Small and mid-sized businesses (SMBs) are entering a new era; one where growth is no longer constrained by labor costs. Instead of buying more software tools, they can now deploy AI agents that provide fractional access to expertise once out of reach. For managed service providers (MSPs), this is both an existential inflection point and … Continued