Biz Dev Titans

By Barnes Lam ([email protected])

Welcome to Biz Dev Titans, the podcast that explores the ever-changing landscape of telecommunications and business development. Hosted by industry veteran Barnes Lam, this show delivers in-depth insi... more

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FAQs about Biz Dev Titans:

How many episodes does Biz Dev Titans have?

The podcast currently has 12 episodes available.

Biz Dev Titans episodes:

June 20, 2025Episode 12 – How to Scale Channel Sales with a Data-First Strategy with Natalia Botti
Episode Overview
In this engaging episode, we sit down with Natalia Botti, VP of Channels & Alliances at Apexa iQ® and a leading authority in data-driven AI ecosystems and cybersecurity. We explore her journey from building channel partnerships to architecting intelligent, AI-powered solutions that scale enterprise risk and compliance.
Key Topics Covered:
Natalia’s professional evolution: from Telecom to Cloud, Alliances, and AI-driven security leadership
The role of ecosystem architecture in modern cybersecurity
The importance of continuous compliance and real-time asset intelligence
AI across go-to-market channels and accelerators for startup-scale growth
Identity security, Zero Trust frameworks, and evolving CISO responsibilities

Mentioned in This Episode
Apexa iQ® – platform for IT & security hygiene
Dasera – cloud data security prior role
Cloud Girls – community membership leadership
Key certifications: AWS Cloud Practitioner, CenturyLink Savvis Essentials, TCA CTP, Data Bricks Academy Accreditation – Generative AI Fundamentals
Conferences: RSA Conference, panel discussions on “Always Audit Ready”

Natalia’s Wisdom Highlights:
“Compliance isn’t a once‑a‑year task—it’s continuous resilience.” Emphasizing automation and asset intelligence in everyday operations
“Identity security is emerging as the #1 priority.” Turning fragmented data into actionable, zero‑trust security and authorization
“Build ecosystems that speak human to business.” Integrating data, AI, marketing, and channel strategies for startup accelerators
“Ecosystem architecture = multi-stakeholder alignment.” How channel, alliances, and RevOps drive startup growth
“Security and compliance isn’t just technical—it’s strategic.” Positioning CISOs as essential parts of executive decision-making

About Natalia Botti:
Natalia Botti is the Vice President of Global Channels and Alliances at Apexia IQ. A recognized leader in partner ecosystems, she has spent nearly 20 years designing, building, and scaling channel programs that drive real revenue. She’s been honored as a CRN Woman of the Channel and served on the board of Cloud Girls, where she championed visibility for women in tech leadership. A true ecosystem architect, Natalia is passionate about fusing data with human connection to accelerate sustainable growth.

Connect with Natalia:
LinkedIn: https://www.linkedin.com/in/nataliabotti010/

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23min
June 13, 2025Episode 11 – Innovating Sourcing Strategies Through Data and Authenticity with Mike Cohen
Key Topics Covered:
Mike’s entrepreneurial journey and the origin story behind Wayne Technologies.
The role of data transparency in revolutionizing recruitment.
The importance of authenticity and vulnerability in professional interactions.
How AI will shape recruitment technologies in the near future.
Overcoming imposter syndrome and perfectionism.
The core values driving Wayne Technologies’ success.

Mentioned in This Episode
Uber
Whole Foods
PwC
The New York Times
Brené Brown (Author and speaker on vulnerability)
ChatGPT and other AI tools

Mike’s Wisdom Highlights:
“Meets expectations is bullshit. Aim higher to create a meaningful impact.”
“Give selflessly, and authentic connections will naturally follow.”
“Prioritize your mental health as the foundation for sustainable professional success.”

About Mike Cohen:
Mike Cohen founded Wayne Technologies, renowned for its unique data-driven approach to talent sourcing. Known for his genuine and generous engagement with the recruiting community, Mike has revolutionized sourcing strategies for top-tier brands and regularly shares his insights as a keynote speaker and industry advisor.

Connect with Mike:
LinkedIn: https://www.linkedin.com/in/batmanrecruiter/

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41min
June 06, 2025Episode 10 – Inside the Future of AI-Driven Healthcare with Stephen Keeler
Key Topics Covered:
Stephen Keeler’s journey from initially resisting healthcare to becoming a VP of Sales at Medocity, a leader in AI-driven digital care solutions.
The impact of data-driven patient engagement and targeted behavioral modification strategies on healthcare outcomes.
The evolution and future of AI-powered digital care coordination.
Balancing patient privacy and trust with technological advancements.
Essential skills for successful healthcare technology sales including empathy, active listening, and internal team alignment.
Advice for aspiring sales executives aiming to thrive in the complex healthcare tech market.

Mentioned in This Episode
Medocity
LLIA Incorporated
E-Help Advisory LLC
AI-driven healthcare technology
Digital patient engagement and care coordination
Behavioral modification in patient care
Importance of patient data security and trust

Stephen’s Wisdom Highlights
“You can’t scale a human being, but you can scale a digital provider, a digital coach.”
“You have to train people to use the two-for-one rule—two ears, one mouth. Make sure you’re listening twice as much as you’re talking.”
“People want to trust others they can go on a journey with. That starts with your own character.”
“You don’t have to be the elephant or the crocodile. Sometimes the tickbird has the highest value in the ecosystem.”
“It’s habit, habit, habit. Set aside time for research, internal and external engagement—then stick to it.”

About Stephen Keeler
Stephen Keeler is the Vice President of Sales at Medocity, with decades of experience leading transformative healthcare technology initiatives. His career spans influential roles at LLIA Incorporated and E-Help Advisory LLC, where he specializes in AI-powered digital patient engagement and behavior modification. Stephen is committed to leveraging technology to bridge gaps in healthcare delivery, emphasizing empathy, trust, and actionable patient data.

Connect with Stephen
LinkedIn: https://www.linkedin.com/in/stephen-keeler-0390849/

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29min
May 23, 2025Episode 9 – Why Strategy Fails and What Smart Leaders Do Instead
Key Topics Covered:
Strategy as a Living Practice: Why traditional long-term strategic planning is outdated and how a continuous, learning-based approach is more effective today.
Always-On Strategy: How leading organizations are embracing adaptability, iteration, and learning as core strategy drivers.
The Birth of Business Model Gallery: Marc’s journey from PhD research to building and exiting a platform now known as BusinessModelIdeas.com.
Strategic Innovation in Action: Lessons from advising companies like HSBC, BMW, and Deloitte.
The Power of Visual Strategy Tools: How simplifying strategy through design and facilitation improves adoption and execution.
The Role of Inspiration in Innovation: Why seeing other business models sparks better ideas for your own.
MakeBetterStrategy.com: Marc’s new learning platform for leaders who want to master strategy in the digital age.
Personal and Professional Alignment: How tracking habits and aligning actions with goals—personally and organizationally—drives long-term success.

Mentioned in This Episode
MakeBetterStrategy.com — Marc’s new online platform for strategic learning
The Art of Opportunity — Marc’s acclaimed strategy and innovation book (highly visual, facilitator-friendly)
BusinessModelIdeas.com — formerly Business Model Gallery
Influences: Gary Hamel, Henry Mintzberg, Tony Robbins
Tools & Techniques: Strategy OS, Always-On Strategy, Strategic Learning Frameworks

Marc’s Wisdom Highlights:
“Strategy is no longer a five-year plan—it’s a continuous learning process.”
“The best strategies come from iteration, not from ivory tower planning.”
“Complexity is the enemy of execution. Strategy must be made simple to be successful.”
“If your actions aren’t aligned with your strategy, you’re not really executing it.”

About Guest: Dr. Marc Sniukas
Dr. Marc Sniukas is an internationally recognized strategy advisor, keynote speaker, and author with over 23 years of experience working with global brands like BMW, Deloitte, and HSBC. A former academic turned entrepreneur, Marc blends rigorous research with real-world execution. He is best known for creating The Art of Opportunity, a visual, actionable guide to business growth through innovation, and for launching tools that simplify and systematize strategy development for modern leaders.

Connect with Dr. Marc Sniukas
LinkedIn: https://www.linkedin.com/in/sniukas/
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28min
May 15, 2025Episode 8 – The Channel Strategy No One Talks About
Key Topics Covered:
The four types of partners: resellers, alliances, distributors, MSSPs—and how to engage each
Why companies fail at channel (hint: executive misalignment and sales resistance)
The playbook John used to 5x pipeline and boost deal registration by 600%
How alliance partnerships helped drive a successful acquisition
What Partnership Leaders and the Catalyst event taught him about building ecosystems
Why Channel isn’t just sales support—it’s a strategy

Mentioned in This Episode
Partner Architects Group
The Channel Servers Podcast
Partnership Leaders & Catalyst Conference
ThirdPartyTrust (acquired by BitSight)
EMC Documentum, Deloitte, FireEye

John’s Wisdom Highlights:
“Channel is a sales job. If you treat it like event planning, you’re doing it wrong.”
“Partners can open doors your reps never even knew existed.”
“If you don’t have internal alignment, your channel won’t grow.”
“Success in channel starts with proving it works—then scaling what works fast.”

About John McCabe
John McCabe is an award-winning channel sales executive and the founder of Partner Architects Group, where he designs and implements channel-first strategies for companies looking to scale revenue. Named a CRN Channel Chief and Rising Star, John is also co-host of The Channel Servers podcast and a respected mentor in the Partnership Leaders community.

Connect with John McCabe
LinkedIn: https://www.linkedin.com/in/johnmccabe/

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30min
April 16, 2025Episode 7 – How Curiosity and Grit Shape a Career
Key Topics Covered:
Why curiosity is Mick’s #1 career growth driver
How POWR helps small businesses grow with no-code tools
Lessons from Peak Community and HypeCycle on aligning marketing and sales
What Mick learned about digital marketing from working with Medicare audiences
The power of saying yes—and staying open to change
Research before action: how Mick makes decisions with intention
Real talk: being a single dad while building a career
Why now is the right time for teaching, mentoring, and giving back

Mentioned in This Episode
POWR – No-code SaaS tools for small business
Peak Community – Learning from top marketers in real time
HYPECYCLE – Bridging the sales/marketing divide
Hard Skills Exchange – Coaching between VCs and GTM leaders
Vantage Health Plan – How Mick learned digital marketing for aging audiences

Mick’s Wisdom Highlights:
“Stay curious. Say yes more than you say no.”
“Know more about your competitors than you know about your own product.”
“If you’re not learning from failure, you’re not really growing.”
“Research is the most undervalued skill in business—and life.”

About Mick Essex
Mick Essex is the Head of Growth and Partnerships at POWR, where he helps small businesses thrive through innovative no-code solutions. With 20+ years of experience spanning TV advertising, healthcare marketing, and B2B SaaS, Mick is known for his thoughtful approach to networking, his people-first growth mindset, and his commitment to mentoring the next generation of marketers and sales leaders.

Connect with Mick Essex
LinkedIn: https://www.linkedin.com/in/mickessex/

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21min
April 16, 2025Episode 6 – Top 25 Women Mentors in Tech to Follow in 2025
Key Topics Covered:
Adriana’s journey from Caracas to CMO: resilience, culture, and career pivots
How to “tropicalize” global brands for markets like Latin America and the Caribbean
The role of mentorship and legacy-building for women in tech
Bridging professional success with personal purpose—especially as a mother of a neurodivergent child
Why listening, empathy, and empowerment are underrated marketing tools
Advice for aspiring marketers in fast-moving industries like tech and finance
How to prepare teams that thrive long after you’ve left

Mentioned in This Episode
Bravo – Adriana’s current role as CMO
Mindvalley – The experience that reshaped her leadership mindset
Upnotch – Global mentorship platform for executives
Autism advocacy – Supporting content strategies for neurodivergent families
BlackBerry & Ogilvy – Early career stepping stones
Kuala Lumpur (KL) – The city that sparked personal transformation (and great foot massages)

Adriana’s Wisdom Highlights:
“Marketing is about people. Listen first, then lead.”
“We can have it all—as women, professionals, and community builders.”
“Some of my biggest achievements aren’t on paper. They’re in the people I helped rise.”
“Leadership isn’t about holding a title. It’s about preparing others to take yours.”

About Adriana Pirela
Adriana Pirela is an award-winning Chief Marketing Officer with deep expertise in tech, fintech, and global brand strategy. She’s led marketing initiatives in over 30 countries, mentored emerging leaders through platforms like Upnotch, and was named one of the Top 25 Mentors for Women in Tech in 2025. A proud Latina, mother, and advocate, Adriana combines heart and hustle to create marketing that resonates and leadership that uplifts.

Connect with Adriana Pirela
LinkedIn: https://www.linkedin.com/in/adripirela

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27min
April 09, 2025Episode 5 – Strategic Selling, Smart Cities & Staying Resilient – With Bruce Katzel
Key Topics Covered:
How COVID reshaped Bruce’s approach to relationship-building and sales
The mindset behind closing a $5.5M deal (on a napkin!)
5G, IoT, and the challenges of scaling next-gen infrastructure
The game-changing role of AI in traffic, telecom, and enterprise
Why big pipelines matter—and how to build them right
Overcoming rejection, burnout, and the long sales cycle
Mentorship, resilience, and paying it forward in your career

Mentioned in This Episode
NoTraffic – AI-powered traffic management platform
Franklin Covey & Solution Selling frameworks
The evolution of BSS/OSS and smart city infrastructure
How cloud-native and AI tools are disrupting legacy industries
The power of community, mentorship, and long-term relationships

About Bruce Katzel
Bruce Katzel is a high-impact sales executive with expertise in IoT, 5G, AI, and telecom solutions. He’s led major digital transformation projects, built cross-vertical partnerships, and worked closely with startups and enterprises alike. Now, he’s focused on mentoring the next generation of sellers, helping companies craft smart go-to-market plans, and championing meaningful, purpose-driven growth.

Connect with Bruce Katzel
LinkedIn: https://www.linkedin.com/in/bruce-katzel-595493/
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28min
April 02, 2025Episode 4 – Global Partnerships, Strategic Growth & Disrupting the Status Quo – with Greg Wade
Key Topics Covered:
The origin and power of the Strategic Partnership Catalyst approach
Gregory’s career-defining pivot from operations to business development at AT&T
How he helped launch North America’s first intelligent call-routing network
Overcoming cultural barriers while leading teams in Asia, especially Korea
Adapting to a globalized market: why “what works in Denver may not work in Delhi”
The role of Generative AI in reshaping future partnerships

Greg’s Wisdom Highlights:
“Innovation is sparked when you disrupt the status quo—with partnerships at the center.”
“Success isn’t one-size-fits-all. Define it for yourself, then pursue it with focus.”
“If you want to work globally, start by listening more than you speak.”
“Being open to other cultures, ideas, and business models is how you stay relevant.”

Mentioned in This Episode
Intelligent Call Routing Infrastructure
AT&T’s formative training and influence
Business expansion across Asia-Pacific
Strategic use of AI and partnerships in a fast-changing world

About Gregory Wade
Gregory Wade is a senior executive in global business development and strategic partnerships. He’s held top roles at leading organizations including AT&T, Samsung, Blackberry, and Trastonik, and has worked extensively across six continents. Known for his ability to unite diverse stakeholders and challenge the status quo, Gregory helps businesses scale faster through partnership-driven growth strategies.
Connect with Gregory Wade
LinkedIn: https://www.linkedin.com/in/gregorymwade/

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22min
March 24, 2025Episode 3 – The Leadership Secrets of Fred Lutz for Building Effective Teams
Show Notes:
Early Leadership Lessons: How Fred’s natural ability to connect with others shaped his leadership style from a young age.
Mentorship Impact: The influence of a key mentor who taught Fred the value of listening and understanding the people you lead.
Team Building: The importance of assembling diverse, high-performing teams and the key traits that make them successful.
Facing Challenges: Balancing family life with a demanding career and navigating the ever-changing business landscape.
The Role of Vulnerability in Leadership: Why being authentic and transparent is crucial for personal and professional growth.
Advice for Emerging Leaders: Fred shares valuable tips on how to become an effective leader, including the importance of objectivity, vulnerability, and having a trusted support system.
About Fred Lutz
Fred Lutz is a senior operations executive with extensive leadership experience both domestically and internationally. With a proven track record in reorganization and consolidation, Fred has been recruited by various firms to lead operations and improve performance in complex, multicultural, and competitive markets. He has worked in both public and private sectors, specializing in labor relations, union negotiations, and culture transformation.

Fred’s expertise spans operational integration, turnaround management, and niche business sector creation and growth. He also brings valuable international experience, having worked in the Middle East, navigating labor complexities and fostering cross-cultural collaboration. Fred’s leadership philosophy emphasizes the power of listening, building diverse, high-performing teams, and creating environments where people thrive and succeed.

With a career dedicated to solving complex challenges, Fred continues to mentor and empower the next generation of leaders.

Connect with Fred Lutz:
LinkedIn: https://www.linkedin.com/in/fredlutz1
Company Website: https://www.baiconnect.com/
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24min

FAQs about Biz Dev Titans:

How many episodes does Biz Dev Titans have?

The podcast currently has 12 episodes available.