In this episode of Channel Chat, host Marc Sumner is joined in the studio by Andy Bristow, Senior Sales Director for MSS & CSE at Sonic Wall.

With nearly four decades in technology - from Digital Equipment and Compaq to cyber security and defence - Andy shares his journey through the evolution of IT and why managed security services represent one of the biggest opportunities in the channel today.

The conversation explores why most partners struggle to scale security, how MSPs can transition into MSSP models without massive overhead, and what role AI is playing in both cyber defence and cyber attacks.

In this episode, we cover:

• Andy's career journey from early enterprise tech to cyber security
• Why MSS is "a game of scale"
• The real cost and complexity of becoming an MSSP
• How MSPs can deliver 24/7 security without building a SOC
• Why "hackers aren't breaking in - they're logging in"
• The shift from perimeter security to could-first protection
• AI's role in modern security operations
• What success looks like for the channel in 2026

A practical, straight-talking conversation for MSPs, MSSPs, and channel leaders growth, security, and scale in a rapidly changing market.