ETMA Tech Talk Podcast

In this episode of ETMA Tech Talk, host Joe Basili sits down with Kevin Reilly from Corpay, a global provider of business payments and expense management solutions. Learn why automation, virtual cards, and smarter cross-border payment strategies are transforming how enterprises manage vendor relationships, cash flow and the essential role secure payments play in large enterprises. Join us as we explore the innovative use of virtual cards as the safest payment method globally and uncover the sophisticated tactics fraudsters use, including AI and deep fakes. We highlight the critical intersection of trust and money and forecast an accelerated era of product development and innovation in the next two years.

In the rapidly evolving landscape of corporate payments, trust stands as a fundamental pillar. Our discussion on the Corpay Podcast delves deeply into the intersection of trust and technology, emphasizing how virtual cards are emerging as the most secure method of payment globally. With security concerns growing as fraudsters employ AI and deep fakes, maintaining trust has never been more critical.

For corporate leaders, particularly those guiding finance and procurement operations, understanding these dynamics becomes essential. Engaging with platforms like virtual cards enhances security, builds confidence among stakeholders, and provides a new revenue stream. This can help shift accounts payable from a cost center to a profit center.

The Role of AI: Friend or Foe?

Artificial Intelligence is a double-edged sword. On one hand, it's propelling innovation at an unprecedented pace, promising a decade’s worth of product development in just 24 months. On the other, it's a tool for fraudsters aiming to disrupt financial systems. This duality poses a significant challenge for CIOs, CISOs, and other tech-focused leaders.

In our discussion, we explore how organizations can harness AI for good, developing systems that are not just reactive but proactive in combating threats. The conversation provides insights into safeguarding one’s enterprise against the misuse of technology, while simultaneously leveraging it for growth and efficiency.

Tune in to learn how tough times shape resilient leaders capable of navigating these complex challenges.

You’ll discover:

• The hidden inefficiencies in corporate payment systems — and how to fix them.
• How automation and visibility reduce risk while freeing up working capital.

If you manage technology, finance, or operations, this episode offers practical insight into how enterprise payments can become a competitive advantage rather than an afterthought.

🎙 Listen on

Spotify: https://open.spotify.com/show/39v180fktYhRSbcq3hk9rn

Apple Podcasts: https://podcasts.apple.com/us/podcast/etma-tech-talk-podcast/id1822837171

iHeart: https://www.iheart.com/podcast/269-etma-tech-talk-podcast-282837991/

or wherever you listen to podcasts.

Connect Now

💼 Learn more: : www.corpay.com

🌐 Connect with Kevin Reilly: www.linkedin.com/paymentswithkevin

📣 Brought to you by: https://www.etma.org

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In this episode of ETMA Tech Talk, T-Mobile’s Channel Chief, Paul Spencer, joins host Joe Basili. They delve into how T-Mobile is reshaping enterprise connectivity and transforming channel partnerships with new programs, co-selling agility, and focus on customer experience.

Key topics include 5G maturity, IoT expansion, and AI integration. Paul's extensive background in wireless mobility and sales leadership contributes to a discussion on strategic shifts, partner ecosystems, and technology solutions like private networks, enhancing T-Mobile's competitive edge and partner engagements. They explore innovative deals, AI applications, and future goals, offering partners a glimpse into T-Mobile's growth strategy and commitment to transforming the B2B landscape. Paul explains how T-Mobile is empowering its partners with tools, trust, and technology to deliver unmatched value to customers.

You’ll hear how bold moves like the Crossbeam data-sharing partnership, the push toward AI-driven leadership, and a revitalized security-first network architecture are positioning T-Mobile as a leader in innovation, resilience, and customer experience.

If you’re a VAR, MSP, system integrator, or channel executive, this episode is packed with practical insights you can apply immediately to grow your business, enhance customer value, and seize new opportunities in the next wave of enterprise transformation.

🎧 Watch or listen now to learn how to:

• Build trust-based, bi-directional partner ecosystems
• Leverage 5G, AI, and private networks for competitive advantage
• Navigate T-Mobile’s partner programs for growth and profitability
• Embrace innovation without disrupting existing channel models

Paul also shares his personal leadership journey—from his early VoiceStream days to becoming one of the most influential channel minds in wireless—and the lessons that continue to shape his approach to collaboration, strategy, and execution.

Learn about the strategic shifts that took T-Mobile from having less than a 20% market share to doubling partner-generated business in just a few months.

Are you missing out on leveraging AI and private networks to revolutionize your client solutions?  Get insights on the bold moves in AI that are setting new industry standards.

Key Takeaway: Learn actionable strategies to enhance your market presence and deliver unparalleled value to your customers by leveraging next-gen tech solutions.

🔗 Watch now on YouTube: https://youtu.be/eHJre8zsDPg

🎙 Listen on

Spotify: https://open.spotify.com/show/39v180fktYhRSbcq3hk9rn

Apple Podcasts: https://podcasts.apple.com/us/podcast/etma-tech-talk-podcast/id1822837171

iHeart: https://www.iheart.com/podcast/269-etma-tech-talk-podcast-282837991/

or wherever you listen to podcasts.

💼 Learn more: https://businesspartners.t-mobile.com

🌐 Connect with Paul: linkedin.com/in/paul-spencer-32820b27

📣 Brought to you by: https://www.etma.org

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How NEXA Is Redefining Mobility Solutions with Android Purpose-Built Devices

Whether you grapple with device updates, deal with mobile device management, seek to use new functionality from mobility to innovate, or are just curious about the future of wearables and AI in business, this episode promises valuable insights. We explore the dynamic world of purpose-built Android devices with experts from NEXA: Janelle DeGregorio, Director of Enterprise Solutions, and Travis Simpson, Director of Channel Development.

Learn how NEXA is revolutionizing enterprise mobility by providing tailor-made solutions to industries ranging from healthcare to logistics. Discover the competitive edge of enterprise-grade devices over mainstream brands like Apple and Samsung and hear the exciting story behind the first-ever corrections-grade tablet. Want to know why enterprises are moving away from Apple and Samsung? Tune in to find out!

Key takeaway: Innovation in enterprise technology starts with understanding specific user needs and providing customized solutions. Chapters include introductions, NEXA's focus areas, case studies, top industry trends, AI and career advice.

Dive into the exciting world of purpose-built Android devices with NEXA's innovation leaders, Janelle DeGregorio and Travis Simpson. Discover how NEXA provides enterprise-grade technology tailored to meet specific use cases from truckers; logistics and warehousing; workforce safety monitoring; field service; healthcare solutions and more. Learn about custom and off-the-shelf devices designed to streamline mass deployments offering significant cost savings longevity, and customization options. Hear case studies and explore emerging trends like wearables in enterprise environments. This episode is packed with valuable insights for organizations aiming to rethink their device strategies and harness mobility for greater efficiency and innovation.

Both guests emphasize the importance of listening to customer needs and delivering tailored solutions.

YouTube https://youtu.be/-yXOE55IExk

Spotify: https://open.spotify.com/show/39v180fktYhRSbcq3hk9rn

Apple Podcasts: https://podcasts.apple.com/us/podcast/etma-tech-talk-podcast/id1822837171

iHeart: https://www.iheart.com/podcast/269-etma-tech-talk-podcast-282837991/

or wherever you listen to podcasts.

Whether you're looking to innovate or looking for inspiration, NEXA's partnership approach and tech acumen offer compelling reasons to hit play.

*Explore more from NEXA at their website or connect with Janelle and Travis on LinkedIn. For a more hands-on look at how these technologies can revolutionize your business, listen in, and discover what NEXA can do for you.

Connect

NEXA website https://nexamobility.com 

Contact - NEXA https://nexamobility.com/contact-us

LinkedIn

Janelle DeGregorio, Director Enterprise Solutions https://www.linkedin.com/in/janelledegregorio/

Travis Simpson, Director of Channel Development https://www.linkedin.com/in/travissimpson687

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How Tellennium Simplifies Enterprise IT & Telecom Spend ETMA Tech Talk with Shawn Veitz

In this episode, Chief Revenue Officer of Tellennium, Sean Veitz, discusses the company's approach to simplifying complex enterprise expenses including telecom, utility, SaaS licenses, Cloud, and other charges.

Connect with Tellennium Now

Tellennium Website: https://tellennium.com

Request a Demo: https://tellennium.com/sign-up-for-a-platform-demonstration

Submit RFI / RFP - Tellennium https://tellennium.com/submit-rfi-rfp/

Dive into a captivating conversation with Tellennium's Chief Revenue Officer, Shawn Veitz, reveals the secrets behind simplifying complex enterprise expenses. Discover how top Fortune 1000 firms are managing millions in spend efficiently. One company saved half a million dollars in just a week by uncovering hidden costs!

Shawn explains Tellennium's market position, their focus on data security and compliance, emphasizing the critical decision to keep their operations onshore, He highlights success in automating expense management processes for Fortune 1000 firms. He discusses how simplification is crucial: integrating telecom with evolving SaaS and cloud services. Shawn notes that the demand for more unified ecosystems to manage all categories of enterprise spend is a growing trend. Tellennium is focusing on platforms that allow easy management of a wide range of expense categories including utility and other areas under one platform.

Shawn shares insights on how the market has evolved, the importance of inventory visibility, and the future role of AI. He also highlights some surprising sales experiences and offers advice on achieving cost savings for enterprises.

Are you struggling to gain visibility on your enterprise expenses? This episode has the answers.

Key takeaway: To manage expenses effectively, visibility is crucial.

Key Words Tellennium

Tellennium, telecom, Shawn Veitz, ETMA Tech Talk Podcast, Telecom Expense Management, TEM, FinOps, real-time FinOps dashboards, SaaS expense management platform, Enterprise mobility management, mobile expense management solution, expense management, utility bill management, utility expense management, SaaS management, audit telecom bills, Management of Things, MOT, telecom and IT cost optimization, expense visibility, AI in expense management, enterprise cost control, expense automation platform Love the show?

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Transforming Expense Management: AMI Strategies' White Label Success ETMA Tech Talk 

Join us in this enlightening episode as we delve into the secrets behind AMI Strategies' transformation into a revenue-generating powerhouse for expense management

In this episode, Dave Sonenstein, Vice President of Product Strategy at AMI Strategies, discusses the company's strategies for transforming a complex enterprise cost management platform into a revenue-generating machine for its partners. The conversation delves into AMI's private label framework, highlighting how the organization leverages both technology and partnerships to scale growth.

Key points include AMI's enablement of partners through automation, integration, and streamlined processes, emphasizing the importance of strategic partnerships, AI incorporation, and continuous innovation.

Additionally, the episode sheds light on the challenges and best practices involved in telecom, technology, and utility expense management, showcasing real-world examples of how AMI's solutions create value for both the company and its partners. The discussion also touches on Sonenstein's personal journey and how his background in sales eventually led to a successful career in product strategy and innovation.

Discover how AMI's white label and partner-centric approach have scaled businesses and automated busywork, turning intricate expense management into actionable insights. Can your enterprise afford to overlook inefficient processes any longer? 📊🤔 Don't miss out on how AMI’s blend of cutting-edge tech and strategic partnerships offers you a streamlined solution to conquer telecom, technology, and utility expenses! 🚀🏢

Key Takeaway: Find out how to automate busywork, reduce overhead, and leverage strategic partnerships for exponential growth!

Love the show? Please subscribe, rate, review, and share!

Discover how Fortune 500 companies manage seamless, secure, and productive mobile deployments with Gina Daniel Lee of Stratix! In this episode, learn how Stratix tackles end-to-end mobile lifecycle management from device procurement and 24-hour support to sustainability. Did you know that Stratix stages and provisions over 40,000 mobile devices each month? Gina shares insights on strategic partnerships, “day two” services, AI's impact on mobility, and much more. Are you struggling with mobile device logistics and support? Tune in to find out how to make your enterprise mobile strategy more efficient and effective.

Key takeaway: Master the art of mobile lifecycle management to keep your workforce connected and thriving!

Gina shares invaluable insights and the importance of finding one's voice in the tech industry. Tune in for a dynamic discussion brimming with practical advice and innovative ideas.

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eSIM, Managed Connectivity, & Channel Natasha Royer Coons Advantix ScanSource ETMA Tech Talk 108

In the fast-evolving world of mobility management and IoT, Advantix has carved a niche for itself as a leader in providing innovative solutions. Under the leadership of Natasha Royer Coons, this 25-year-old company has transformed from a TEM expense management firm into a SaaS-driven Mobility Management Empire.

Imagine the journey of creating a mobility management company from scratch and then merging it with a well-established provider. Advantix did just that and eventually sold to ScanSource, marking a huge success. This journey highlights breaking leadership ceilings while achieving significant growth and visibility.

Advantix's Evolution and Pivot

Initially rooted in expense management, Advantix reimagined its connectivity experience for clients five years ago. By integrating connectivity and forming the Managed Connectivity Experience (MCX), they innovated around mobility and fixed assets. This evolution illustrates the company's adaptability and forward-thinking approach.

Success in Fleet and Logistics

Advantix found extensive success in fleet management and logistics. Their SIM technology eliminates bill shocks, ensuring seamless operation across borders, which is a game-changer in the transport and logistics sector. Natasha's insights into crossing into the Value Add Reseller (VAR) world have opened doors to offer complex hardware and managed services.

Channel Partner Focus

With a strong channel focus, Advantix exists to aid channel partners in delivering superior solutions. No partner is considered too small, and their scalable platform accommodates varying SIM needs. This channel-centric approach ensures growth opportunities for all partners.

Advanced Device Management

Advantix employs cutting-edge device management techniques, ensuring that expensive devices are secure within established perimeters, providing peace of mind for clients.

Embracing eSIM Technology

With eSIM technology on the rise, Advantix is at the forefront, enabling devices to switch carriers seamlessly. This technological leverage demonstrates their commitment to providing freedom and flexibility to users.

AI and Future Innovations

As AI continues to evolve, Advantix is focused on leveraging it for enhancing client experiences and optimizing operations. They see AI as a vital component for future growth, aligning with their tech-savvy approach.

Integrated Connectivity Solutions

Advantix partners with other solutions providers to offer a comprehensive solution to enterprise clients. This integration showcases their ability to merge connectivity and managed services into a cohesive package.

Personal Background and Inspiration

Natasha's diverse background, growing up in Hong Kong and having international experiences, inspires her leadership style, emphasizing boldness and staying present.

Staying Bold and Present

Natalie believes in reimagining oneself and staying bold to thrive in tech and telecom. Her insights remind us to stay curious and continually innovate to avoid becoming obsolete.

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Discover how Larry Hartmann, CEO of ZRG Partners and serial entrepreneur, turned two startups into industry giants with his data-driven approach. In this episode, Larry dives deep into strategies for raising capital, structuring acquisition deals, and transitioning from startup to a major firm. You'll also hear about his fascinating career journey, from co-founding Rockford Industries to scaling ZRG Partners through 17 acquisitions in just four years. Are you ready to unlock powerful leadership and growth strategies? Tune in and learn how to match your leadership skills with your company's growth stage for maximum impact.

• What Separates Great Leaders vs Good Leaders 
• Impact of Artificial Intelligence On Executive Search 
• A good plan, violently executed now, is better than a perfect plan next week."- George S. Patton … Larry Hartmann ZRG Partners interprets this quote as part of the ETMA Tech Talk Podcast

Key Takeaway: Learn actionable strategies for raising capital, structuring acquisitions, and understanding leadership's role in different growth stages of your business.

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Cyber threats are business disruptors.  Cybercrime cost businesses over $8 trillion dollars last year.... 60% of companies still treat cybersecurity as just another IT expense, instead of a growth enabler."

In this episode of ETMA Tech Talk, Jessica Reece, Head of MSSP Americas at Check Point Software Technologies sits down with host Joe Basili, to explore the rapidly evolving landscape of managed security service providers and enterprise cybersecurity.

With over a decade of experience helping partners transition from traditional resellers to comprehensive managed security service providers, Jessica brings invaluable insights into what keeps CISOs awake at night and how organizations can build resilient security strategies in an increasingly complex threat environment.

Short description: Jessica Reece from Check Point Software Technologies discusses the transformation of managed security service providers, the challenges facing SMBs in cybersecurity, and how AI is reshaping both cyber threats and defense strategies.

Tune in inside: MSSP evolution, enterprise cybersecurity partnerships, SMB security challenges, AI-powered threats, flexible licensing models, channel ecosystem strategies, cyber resilience planning, threat landscape predictions

Take away:

• MSSPs must leverage data analytics to shift from reactive to proactive security consulting
• SMB security requires flexible licensing models with zero barrier to entry approaches
• AI will dramatically increase both the sophistication and scale of cyber attacks
• The cybersecurity industry has millions of unfilled positions, making managed services crucial
• Virtual CISO services are becoming essential for organizations lacking internal expertise
• Flexible licensing models that allow on-demand scaling are critical for SMB adoption
• Prevention-first security strategies remain more effective than reactive approaches

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Tired of your tech company's growth feeling stuck in neutral? What if there was a "secret weapon" to scaling that most businesses are completely misusing? In this episode, we're pulling back the curtain on channel partnerships – the ultimate game-changer for market dominance. Join host Joe Basili and Yvonne Patterson, VP of Channel Sales at Hyperion, as they expose why your potential partners are ghosting you and reveal the proven strategies to forge unstoppable alliances that generate massive revenue and leave your competitors in the dust. You won't want to miss these insider secrets.

Fundamentals: Channel strategy fundamentals, partnership monetization, mobility solutions, carrier relationships, TEM evolution to MTS, Telecom Expense Management, Managed Technology Services, gap filling strategies, leadership buy-in requirements, emerging tech trends

Key Take-Aways: 

• Ensure C-level drives channel programs from day one to prevent grassroots failures.
• Focus partnerships on complementing existing strengths, not competition.
• Recognize TEM's evolution to MTS (Managed Telecom Solutions) and broader capabilities.
• Understand carrier processes and build relationships for mobility monetization.
• Explore B2B mobility applications, like tour bus connectivity solutions.
• Foster mutual give-and-take in partnerships, avoiding one-sided transactions.
• Identify and pursue adjacent mobility revenue streams to maximize earnings.
• Investigate Private 5G, AI, and satellite for future partnership opportunities.

Chapters: 

0:00 - Intro 

0:45 - What Hyperion Specializes In 

1:45 - Why Companies Need Help Monetizing Carrier Relationships 

2:30 - Hyperion's Partnership Philosophy and Gap-Filling Strategy 

5:45 - The Evolution from TEM to MTS (Managed Telecom Solutions) 

11:00 - Building Successful Channel Strategy from the Top Down 

12:20 - Innovative Tour Bus Connectivity Project 

14:15 - Emerging Tech Trends: Private 5G, AI, and Satellite 

15:30 - Business Goals and Mobility Focus 

15:45 - Channel Partner Dating Profile: Red Flags vs Green Flags 

17:30 - Personal Background and Career Journey 

21:30 - Life Lessons and Success Principles 

24:00 - Contact Information and Wrap-up 

24:30 – Outro

Quote of the show: "Keep pushing those boundaries... Keep asking for the next thing and keep pushing yourself to be better than you even think you're capable of."

"Keep pushing those boundaries. Keep seeing where the wiggle room is. Keep asking for the next thing and keep pushing yourself to be better than you even think you're capable of." - Yvonne Patterson, Hyperion

Join us to hear from Yvonne, a channel expert with 24 years at Sprint and a track record of revolutionizing Hyperion's channel program during COVID. Whether you're a VAR, MSP, distributor, or technology vendor, Yvonne offers unmatched expertise in mobility solutions, carrier relationships, and partnership development.

Listen in as our ETMA Tech guest delivers actionable insights for accelerating growth through strategic partnerships. Yvonne shares real-world examples of how companies are losing millions due to improperly structured channel strategies and provides specific steps to correct these costly mistakes. Learn how to identify untapped revenue opportunities, build lasting strategic alliances, and create competitive advantages to protect your market position.

Remember to subscribe for more insider strategies from industry leaders. If this episode provided value, hit the like button and share it with your network to help other tech professionals unlock their channel potential.

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