Think licensing is just fine print? Think again. In this episode, we sit down with Chad Muckenfuss, Telarus Hybrid Engineer and Cloud Architect - East, to uncover how licensing silently shapes the customer tech stack—and their bottom line. From hidden pitfalls to strategic plays, Chad reveals why licensing isn’t just a detail—it’s the game. 🎙️  Don’t miss this eye-opening conversation that could change how you think about every deal you touch. Watch now before your competitors do!

Tune in today for another special episode as we bring on Telarus Solution Engineer, Trevor Burnside. Today's episode is titled: Straight from RSA: What Shocked Us, What Inspired Us? Trevor and Jason Stein, VP of Security at Telarus, were recently at RSA, the world's largest security conference in San Francisco. Trevor comes on to dissect what they heard, what it means, and why you care! There were lots of key moments and products, lots of AI embedding in, and as always, Trevor folks on how to take what they learned and apply it all as an advisor, both with strategy, key questions, and conversations.

Step into a special episode titled - Google Next Recap: Where is Google going with Gemini and Agentic AI? Today we're joined by Koby Phillips as Host, where he interviews Josh today as he recently attended Google's annual Cloud Conference: Google Next. Josh and Koby dive into what Josh saw around products, what was hype, what was real, and more. They'll touch on not just infrastructure, but also security, Google Vertex AI, Gemini, and the biggest theme of them all, Agentic AI. Josh and Koby spend a ton of time on what this is, how it works, and where the products really come to market. Don't miss this one, as there was so much to hear about from Google and not just what's coming, but what's here now!

This week, we revisit our most-watched episode in our podcast, diving into SD-WAN. What is SDWAN and Advanced Networking? With special guest Josh Haselhorst, Sales Engineer at Telarus.

Don't miss industry-expert and Telarus technology advisor JP Panzica of Accelerate Partners join us as we wrap up this top track on negotiation and discovery calls! JP brings many years of experience to the discussion as we talk about Discovery calls from old to now and all the things that have changed. JP shares a ton of lessons, some seemingly basic, but frequently forgotten. We discuss the importance of things such as patience and empathy, and how you incorporate those into your customer engagements, but do it in a very meaningful way!

Jump in today as we go deeper down the military intelligence rabbit hole! Today we are joined by Chris Rose of Ariento. Ariento is a key security and compliance company within the Telarus Supplier Portfolio that focuses at a very deep level around government entities, CMMC, and besides just doing security and consulting, they also can attest for companies trying to get their CMMC Certification. Chris comes from a military background, and we unearth some of that on today's episode titled: The Art of Discovery Calls Stories from Military Negotiation. Chris gives us plenty of examples where he's seen customers struggle, but also turns those into examples and great probing questions to help keep the conversation moving along. Don't miss it as you'll hear some very unique experiences only Chris has with his very differentiated background!

Get ready for a different episode as we feature Telarus Solution Engineer and prior Military Trevor Burnside. Today, we dive into the episode titled The Art of Discovery Calls, Stories from Military Negotiation. Listen as Trevor unpacks lesson after lesson from his military training on rapport building and human intelligence and shares how it all translates to what we do in our daily work. We talk about Inception, techniques like fear up, fear down, and more. I think you'll find you may already do some of these, but listen as Trevor shines a unique light on how important getting the process just right really is.

Hang with us today as we wrap up our track titled Tech Stack Mastery Secrets to sell across Cloud, Connectivity, and Security. Today, our guest is long-time partner Steve Davis from NDS. Steve has an amazingly winding backstory as to how he got started in this space, and the theme is that he didn't take no for an answer! Steve, a prior Marine, leveraged what he learned there to start developing his passion for fitness into technology and ultimately found himself face-to-face with enterprise decision-makers. Not only has he done an incredible job crossing over the tech stack, but he's also a newly minted CISSP, so he shares with us that journey and how it's changed his conversations on security and technology more broadly. Don't miss this one!

Join today as we go further into mastering the tech stack and cross-selling into accounts with Umesh Lakshman, National VP of Technology Solutions at Lumen. If you know Umesh, you'll learn some things you might not know...You might know him as the head of Technology solutions at Lumen, but little did you know, you'll hear the story of how he was one of the top 3 dancers in the world. Umesh and I dive in where he unpacks the plethora of products under the Lumen umbrella in Advanced Networking, Cloud, and Security. From connectivity and DDoS to cloud and hyperscaler migrations, we unpack everything in between, including tons of OEMs you may not know were available to you via Lumen.

Don't miss this long-requested episode with Tim Basa, Telarus SVP of Sales, as we dive into Sales Mastery! Today's episode is titled Tech Stack Mastery: Secrets to Sell across Cloud, Connectivity, and Security. Tim has a storied past of door-to-door sales, cold calling, and building enterprise sales teams. He leverages so many anecdotes, stories, and lessons learned to help discuss some great strategies that have been helping advisors cross-sell into their accounts. He drops so many lessons you can apply; you're going to need to listen to this one a second time and take notes!