Channel Insider: Partner POV

Channel Insider: Partner POV

By Channel Insider, Katie Bavoso, TechnologyAdviceBusinessNewsTechnologyTech NewsManagement
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Channel Insider: Partner POV episodes

  • How AI Is Changing the MSP Business | Peter Fidler, WCA Technologies

    Timestamps:
    00:00 – Why MSPs face another inflection point
    01:34 – Peter Fidler and WCA Technologies
    03:09 – How customer demand for AI is evolving
    04:03 – AI governance, data security, and responsible adoption
    06:32 – When customers adopt AI before their MSP
    09:25 – The shift from AI assistants to AI agents
    11:58 – Could AI agents replace MSP services?
    14:58 – Moving MSP conversations toward business outcomes
    17:45 – Change management and learning through failure
    21:05 – Why MSP peer groups and community matter
    25:29 – Supporting partners in the Microsoft ecosystem
    30:04 – What Microsoft expects from partners
    31:19 – How MSPs need to evolve next
    35:09 – Why MSPs need AI expertise
    36:17 – Where to learn more about WCA Technologies

    A new episode of Channel Insider: Partner POV is released every other Thursday.

    Watch the interview on YouTube @ChannelInsider_NewsAndTrends

    If you have questions for a featured solution provider or want to be a guest on the show, reach out to us at [email protected]

    For more episodes of Channel Insider: Partner POV as well as written content on the IT channel, go to channelinsider.com

    Connect with Channel Insider on LinkedIn.

    Episodes of Channel Insider: Partner POV are hosted and produced by Katie Bavoso with help from Dana Sell, and edited by Ayen Alvarez and Katie Bavoso.

    The cover art for Channel Insider: Partner POV was created by Aubri Ziegler. The opening and closing animations were made by Mackenzie Burke. The thumbnails for each episode are made by Brandon Cornwell.

    Channel Insider: Partner POV is an asset of Channel Insider, which is a brand under TechnologyAdvice.

    38 min
  • GTIA Acquires ASCII Group: What Changes for MSP members?

    In this episode of Channel Insider: Partner POV, Katie Bavoso speaks with GTIA Chief Channel Officer Nancy Hammervik, longtime ASCII member Chad Kempt, president of Fast Computers, and two members of both organizations, Third Element Consulting CEO Dawn Sizer, and Phantom Technology Solutions CEO Henry Timm, about what’s changing—and what isn’t—following the acquisition.

    The conversations explore ASCII’s continued independence as a peer-driven community within GTIA, changes member benefits and dues, GTIA’s global resources, the role of ASCII’s advisory committee, concerns about maintaining community culture, and what the acquisition could mean for MSPs navigating AI and rapid change across the channel.

    Topics & Timestamps:

    00:00 — GTIA acquires ASCII Group: What does it mean?

    01:29 — What are GTIA and ASCII, and why do they fit together?

    04:09 — How the GTIA-ASCII acquisition happened

    05:44 — How will ASCII remain an independent brand?

    08:16 — ASCII member dues, benefits and GTIA access

    10:26 — ASCII’s vendor sponsorship model

    11:17 — Who leads ASCII after the acquisition?

    13:01 — Will ASCII’s community culture be preserved?

    16:01 — What GTIA members gain from ASCII

    18:48 — GTIA’s growth strategy and potential future acquisitions

    21:27 — ASCII member Chad Kempt on the acquisition

    23:14 — How ASCII helped transform Kempt’s MSP business

    27:39 — Chad’s first reaction to the GTIA acquisition

    29:34 — Will ASCII maintain its intimate community?

    31:29 — Why MSP community matters in the age of AI

    34:25 — The value of trusted relationships in the channel

    36:08 — Why GTIA was the “best case scenario” for ASCII

    38:29 — Dual member Dawn Sizer weighs in

    41:34 — What could change over the next 6–12 months?

    45:06 — How members were informed about the acquisition

    50:10 — What GTIA and ASCII should prioritize going forward

    51:22 — Dual member Henry Timm on consolidation in the IT channel

    55:18 — Who benefits more from the acquisition?

    57:12 — New resources, research and cybersecurity benefits

    59:30 — What members don’t want to see change

    1:00:15 — What should GTIA and ASCII do next?


     

    A new episode of Channel Insider: Partner POV is released every other Thursday.

    Watch the interview on YouTube @ChannelInsider_NewsAndTrends

    If you have questions for a featured solution provider or want to be a guest on the show, reach out to us at [email protected]

    For more episodes of Channel Insider: Partner POV as well as written content on the IT channel, go to channelinsider.com

    Connect with Channel Insider on LinkedIn.

    Episodes of Channel Insider: Partner POV are hosted and produced by Katie Bavoso with help from Dana Sell, and edited by Ayen Alvarez and Katie Bavoso.

    The cover art for Channel Insider: Partner POV was created by Aubri Ziegler. The opening and closing animations were made by Mackenzie Burke. The thumbnails for each episode are made by Brandon Cornwell.

    Channel Insider: Partner POV is an asset of Channel Insider, which is a brand under TechnologyAdvice.

    1 hr 2 min
  • How Channel Partners Can Turn AI Hype into Customer Value

    Timestamps:

    00:00 – Introduction
    01:17 – Meet Phillip Sellers and Xentegra
    02:40 – What customers need from partners today
    05:04 – Moving AI from hype to practical use cases
    07:30 – How Xentegra is using AI internally
    09:46 – The AI adoption and training gap
    12:05 – What partners need from vendors' AI strategies
    14:24 – Why AI integration creates more value
    15:08 – When AI integration becomes a security problem
    16:15 – Guardrails, governance and data permissions
    18:02 – Why people still matter in an AI-powered channel
    20:27 – Agentic AI, autonomy and keeping humans in control
    22:15 – Why security platforms matter
    24:00 – Data as the foundation for decision-making
    25:09 – Helping customers unlock value from their data
    27:41 – Does AI really change everything for channel partners?
    28:25 – The challenge of monetizing AI services
    29:22 – AI hype versus fundamental industry change
    31:44 – Closing thoughts

    A new episode of Channel Insider: Partner POV is released every other Thursday.

    Watch the interview on YouTube @ChannelInsider_NewsAndTrends

    If you have questions for a featured solution provider or want to be a guest on the show, reach out to us at [email protected]

    For more episodes of Channel Insider: Partner POV as well as written content on the IT channel, go to channelinsider.com

    Connect with Channel Insider on LinkedIn.

    Episodes of Channel Insider: Partner POV are hosted and produced by Katie Bavoso with help from Dana Sell, and edited by Ayen Alvarez and Katie Bavoso.

    The cover art for Channel Insider: Partner POV was created by Aubri Ziegler. The opening and closing animations were made by Mackenzie Burke. The thumbnails for each episode are made by Brandon Cornwell.

    Channel Insider: Partner POV is an asset of Channel Insider, which is a brand under TechnologyAdvice.

    33 min
  • Netrio CEO: How AI Is Reshaping MSP Services, Jobs & Customer Value

    Timestamps: 00:00 – Introduction 01:05 – Meet Netrio CEO Mark Clayman 01:57 – How Netrio has grown through investment and acquisitions 03:05 – Inside the NetrioNow services delivery platform 05:09 – Using AI to automate IT support and ticket resolution 06:23 – Keeping pace with rapidly evolving AI models 08:10 – AI agents begin resolving Level 1 and Level 2 tickets 09:00 – What AI automation means for MSP employees 11:36 – Why Netrio built an AI advisory practice 12:39 – The governance challenge created by employee AI adoption 14:00 – Choosing, deploying and governing enterprise AI 14:18 – Moving from AI deployment to agentic workflows 15:26 – How customer AI demand is changing MSP services 17:12 – Why traditional managed services are becoming table stakes 17:41 – Connecting technical services to business outcomes 19:47 – What the MSP of tomorrow will look like 20:26 – Could AI agents perform 70%–80% of today’s MSP work? 22:33 – Building AI skills across Netrio’s workforce 24:10 – Why vertical expertise is shaping Netrio’s M&A strategy 26:00 – Where to learn more about Netrio

    A new episode of Channel Insider: Partner POV is released every other Thursday.

    Watch the interview on YouTube @ChannelInsider_NewsAndTrends

    If you have questions for a featured solution provider or want to be a guest on the show, reach out to us at [email protected]

    For more episodes of Channel Insider: Partner POV as well as written content on the IT channel, go to channelinsider.com

    Connect with Channel Insider on LinkedIn.

    Episodes of Channel Insider: Partner POV are hosted and produced by Katie Bavoso with help from Dana Sell, and edited by Ayen Alvarez and Katie Bavoso.

    The cover art for Channel Insider: Partner POV was created by Aubri Ziegler. The opening and closing animations were made by Mackenzie Burke. The thumbnails for each episode are made by Brandon Cornwell.

    Channel Insider: Partner POV is an asset of Channel Insider, which is a brand under TechnologyAdvice.

    28 min
  • Microsoft Copilot Adoption: Security, Governance and ROI
    How can organizations adopt Microsoft Copilot without compromising security, compliance, or employee trust?
    In this episode of Channel Insider: Partner POV, Victoria Durgin speaks with Andy Nolan, vice president of technology at Trusted Tech, about how businesses are approaching Microsoft Copilot and the broader rise of enterprise AI.
    The conversation explores the security controls, governance frameworks, and operational guardrails organizations need before deploying AI at scale—particularly in regulated industries. Nolan also discusses employee concerns about AI, the importance of connecting deployments to measurable business outcomes, and the role technology partners can play in helping customers move from experimentation to practical adoption. A new episode of Channel Insider: Partner POV is released every other
    Thursday.
    Watch the interview on YouTube @ChannelInsider_NewsAndTrends
    If you have questions for a featured solution provider or want to be a
    guest on the show, reach out to us at [email protected]
    For more episodes of Channel Insider: Partner POV as well as written
    content on the IT channel, go to channelinsider.com
    Connect with Channel Insider on LinkedIn.
    Episodes of Channel Insider: Partner POV are hosted and produced by
    Katie Bavoso with help from Dana Sell, and edited by Ayen Alvarez and
    Katie Bavoso.
    The cover art for Channel Insider: Partner POV was created by Aubri
    Ziegler. The opening and closing animations were made by Mackenzie
    Burke. The thumbnails for each episode are made by Brandon Cornwell.
    Channel Insider: Partner POV is an asset of Channel Insider, which is a
    brand under TechnologyAdvice.
    36 min
  • Nancy Henriquez on MSP Growth, AI, and Exits

    Visit channelinsider.com for more information about MSP and IT channel trends, including the latest news and expert analysis from around the world.

    Timestamps:

    00:00 Introduction
    01:06 Meet Nancy Henriquez
    02:49 What past channel transitions can teach MSPs
    05:01 How MSP owners should lead through AI change
    07:43 Helping customers move beyond “we want AI”
    10:18 MSP exit planning and private equity pressure
    13:41 Burnout and the personal side of business ownership
    16:36 Why Henriquez continues to focus on the channel
    19:32 Where MSPs have room to grow next
    22:25 Evaluating new vendors and channel entrants
    28:12 AI agents, trust, and the human role in MSP work
    31:17 Advice for new MSP founders
    33:27 What to do at a business crossroads
    35:09 What’s next for Nancy Henriquez
    37:12 Closing

    A new episode of Channel Insider: Partner POV is released every other Thursday.

    Watch the interview on YouTube @ChannelInsider_NewsAndTrends

    If you have questions for a featured solution provider or want to be a guest on the show, reach out to us at [email protected]

    For more episodes of Channel Insider: Partner POV as well as written content on the IT channel, go to channelinsider.com

    Connect with Channel Insider on LinkedIn.

    Episodes of Channel Insider: Partner POV are hosted and produced by Katie Bavoso with help from Dana Sell, and edited by Ayen Alvarez and Katie Bavoso.

    The cover art for Channel Insider: Partner POV was created by Aubri Ziegler. The opening and closing animations were made by Mackenzie Burke. The thumbnails for each episode are made by Brandon Cornwell.

    Channel Insider: Partner POV is an asset of Channel Insider, which is a brand under TechnologyAdvice.

    38 min
  • How Caylent Is Building an Anthropic AI Practice for the Enterprise

    Subscribe for more Channel Insider conversations with technology leaders, channel executives, MSPs, vendors, and AI innovators.

    A new episode of Channel Insider: Partner POV is released every other Thursday.

    Watch the interview on YouTube @ChannelInsider_NewsAndTrends

    If you have questions for a featured solution provider or want to be a guest on the show, reach out to us at [email protected]

    For more episodes of Channel Insider: Partner POV as well as written content on the IT channel, go to channelinsider.com

    Connect with Channel Insider on LinkedIn.

    Episodes of Channel Insider: Partner POV are hosted and produced by Katie Bavoso with help from Dana Sell, and edited by Ayen Alvarez and Katie Bavoso.

    The cover art for Channel Insider: Partner POV was created by Aubri Ziegler. The opening and closing animations were made by Mackenzie Burke. The thumbnails for each episode are made by Brandon Cornwell.

    Channel Insider: Partner POV is an asset of Channel Insider, which is a brand under TechnologyAdvice.

    49 min
  • How Leasing Helps Channel Partners Win Bigger Deals
    Episode timestamps

    00:00 — Introduction to leasing, financing, and device lifecycle management

    01:06 — What CHG-MERIDIAN does and how it supports channel partners
    02:43 — CHG-MERIDIAN’s global footprint
    03:59 — Why partners should rethink leasing as a strategic sales tool
    05:46 — Which channel partners benefit from leasing and lifecycle services
    06:54 — CapEx vs. OpEx amid tighter IT budgets
    08:23 — How lifecycle services help mid-market partners compete for larger deals
    09:30 — Managing devices across countries and regions
    11:01 — Turning hardware refresh cycles into long-term customer relationships
    12:57 — Device disposal, data leakage, and enterprise security risks
    14:35 — Missed partner opportunities in financing and lifecycle services
    16:12 — The rise of device-as-a-service and its impact on the channel
    17:46 — Partner success stories with leasing and lifecycle services
    19:37 — Biggest untapped 2026 opportunity for channel partners
    21:01 — Why economic volatility makes flexible financing more important
    22:22 — Where partners and viewers can learn more
    23:04 — Closing thoughts and where to watch or listen

    A new episode of Channel Insider: Partner POV is released every other Thursday.

    Watch the interview on YouTube @ChannelInsider_NewsAndTrends

    If you have questions for a featured solution provider or want to be a guest on the show, reach out to us at [email protected]

    For more episodes of Channel Insider: Partner POV as well as written content on the IT channel, go to channelinsider.com

    Connect with Channel Insider on LinkedIn.

    Episodes of Channel Insider: Partner POV are hosted and produced by Katie Bavoso with help from Dana Sell, and edited by Ayen Alvarez and Katie Bavoso.

    The cover art for Channel Insider: Partner POV was created by Aubri Ziegler. The opening and closing animations were made by Mackenzie Burke. The thumbnails for each episode are made by Brandon Cornwell.

    Channel Insider: Partner POV is an asset of Channel Insider, which is a brand under TechnologyAdvice.

    24 min
  • Delta Bear CEO: Deepfake Attacks Create MSP Opportunity

    Timestamps:

    00:00 – Introduction to Delta Bear and deepfake cyber threats
    01:01 – Delta Bear’s mission, customers, and cybersecurity focus
    03:19 – Why deepfakes are becoming operational for attackers
    05:02 – How Delta Bear combines detection technology with security expertise
    07:18 – CEO/CFO impersonation scams and financial damage
    10:45 – Cyber insurance gaps around AI and deepfake risk
    12:47 – Why businesses need to read the fine print on coverage
    14:20 – Customer due diligence and shared responsibility in cybersecurity
    16:12 – Live synthetic identity demonstrations and customer reactions
    18:09 – Why MFA, endpoint security, and IAM may miss deepfake attacks
    21:25 – Delta Bear customer success stories
    24:27 – Industries and regulated sectors where deepfake defense matters
    29:24 – MSP opportunities around AI-driven deepfake detection
    32:35 – How defenders can stay ahead of AI-enabled attackers
    34:53 – Why deepfake detection may become a standard security layer
    37:43 – Where to learn more about Delta Bear
    38:17 – Closing remarks and where to watch or listen

    A new episode of Channel Insider: Partner POV is released every other Thursday.

    Watch the interview on YouTube @ChannelInsider_NewsAndTrends

    If you have questions for a featured solution provider or want to be a guest on the show, reach out to us at [email protected]

    For more episodes of Channel Insider: Partner POV as well as written content on the IT channel, go to channelinsider.com

    Connect with Channel Insider on LinkedIn.

    Episodes of Channel Insider: Partner POV are hosted and produced by Katie Bavoso with help from Dana Sell, and edited by Ayen Alvarez and Katie Bavoso.

    The cover art for Channel Insider: Partner POV was created by Aubri Ziegler. The opening and closing animations were made by Mackenzie Burke. The thumbnails for each episode are made by Brandon Cornwell.

    Channel Insider: Partner POV is an asset of Channel Insider, which is a brand under TechnologyAdvice.

    40 min
  • Logically CEO on Cybersecurity, Board Risk, AI ROI, and Tool Sprawl

    Timestamps

    00:00 Intro
    00:40 Meet Logically CEO Joshua Skeens
    01:34 What Logically does and who it serves
    06:07 Why cyber risk is now a board-level concern
    07:48 How MSPs should explain cybersecurity to boards
    09:42 Why cybersecurity is now tied to brand protection
    10:54 How MSPs can become strategic advisors
    12:57 Customer success story after a major merger
    14:56 The hidden cost of security tool sprawl
    17:29 Best-of-breed vs. consolidation strategies
    19:25 How AI can connect disparate security tools
    22:31 Why 2026 may be the year of AI disappointment
    25:10 One priority MSPs should focus on now
    26:20 What’s next for Logically
    27:32 Where to learn more about Logically

    A new episode of Channel Insider: Partner POV is released every other Thursday.

    Watch the interview on YouTube @ChannelInsider_NewsAndTrends

    If you have questions for a featured solution provider or want to be a guest on the show, reach out to us at [email protected]

    For more episodes of Channel Insider: Partner POV as well as written content on the IT channel, go to channelinsider.com

    Connect with Channel Insider on LinkedIn.

    Episodes of Channel Insider: Partner POV are hosted and produced by Katie Bavoso with help from Dana Sell, and edited by Ayen Alvarez and Katie Bavoso.

    The cover art for Channel Insider: Partner POV was created by Aubri Ziegler. The opening and closing animations were made by Mackenzie Burke. The thumbnails for each episode are made by Brandon Cornwell.

    Channel Insider: Partner POV is an asset of Channel Insider, which is a brand under TechnologyAdvice.

    29 min

About Channel Insider: Partner POV

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Channel Insider: Partner POV shines a light on the IT channel solution providers helping to drive innovation and solve challenges for their customers' businesses.