If we’re connected on LinkedIn, you’ve probably noticed my feed has looked a little different over the last month. Less about channels, and more about selling. To me, those two things have always been deeply connected. One of the things I’ve realised after decades working with vendors, distributors, MSPs, integrators, and channel leaders, is that … Continued
The launch of Everything I Know About Selling… was one of those evenings that somehow managed to feel relaxed, energetic, and genuinely special all at the same time. A room full of clients, vendors, distributors, partners, friends, and colleagues from across the industry – many of whom I’ve known for years – coming together to … Continued
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
I promised myself I wouldn’t write another Trump article. The first one – Ten Lessons From Trump For Channel Managers – was meant to be a one-off. Then came Six Lessons from the Trump-Harris Debate for PAMs. Surely that was enough. But the past few months have provided such a steady stream of examples of … Continued
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
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
The beginning of every year is usually accompanied by predictions from analysts, research firms, and the press. New technologies. New models. Big shifts that are just around the corner. But whenever I read these predictions, I am often reminded of something Bill Gates once said: “We always overestimate the change that will occur in the … Continued
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
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
Over the past few months, I’ve attended several partner events, and a consistent theme keeps emerging – everyone’s talking about AI. Not just as a product feature, but as a force reshaping what customers expect from their partners. And nowhere is that more evident than in the managed services space. For years, many MSPs built … Continued
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