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Biz Dev Titans
Biz Dev Titans episodes
- Episode 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/Stay Connected
Enjoyed this episode? Make sure to subscribe and stay updated for more insightful conversations with inspiring guests.23 min - Episode 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/
Stay Connected
Enjoyed this episode? Make sure to subscribe and stay updated for more insightful conversations with inspiring guests.41 min - Episode 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/Stay Connected
Enjoyed this episode? Make sure to subscribe and stay updated for more insightful conversations with inspiring guests.29 min - Episode 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/Stay Connected
Enjoyed this episode? Make sure to subscribe and stay updated for more insightful conversations with inspiring guests.28 min - Episode 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/Stay Connected
Enjoyed this episode? Make sure to subscribe and stay updated for more insightful conversations with inspiring guests.30 min - Episode 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/Stay Connected
Enjoyed this episode? Make sure to subscribe and stay updated for more insightful conversations with inspiring guests.21 min - Episode 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/adripirelaStay Connected
Enjoyed this episode? Make sure to subscribe and stay updated for more insightful conversations with inspiring guests.27 min - Episode 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/Stay Connected
Enjoyed this episode? Make sure to subscribe and stay updated for more insightful conversations with inspiring guests.28 min - Episode 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/
Stay Connected
Enjoyed this episode? Make sure to subscribe and stay updated for more insightful conversations with inspiring guests.22 min - Episode 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/Stay Connected
Enjoyed this episode? Make sure to subscribe and stay updated for more insightful conversations with inspiring guests.24 min
About Biz Dev Titans
From the publisher's feed
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…
insights, expert interviews, and actionable strategies to help professionals navigate the evolving telecom sector.