The Path to Growth

Should AI Agents be added to an org chart? What's real and what's hype in this wild AI market we are in? Everyone has access to AI, so how do you operationalize it effectively? These are some of the many questions Matthew Yorke discusses with Microsoft's Nina Harding in this episode of The Path To Growth.

Matthew and Nina dive into challenges around governance, security, ROI and integration, exploring what it truly means to be AI-ready in today's marketplace. Nina shares how Microsoft is specifically allocating time for employees to be experiment with AI and what kind of language around AI is most effective when speaking with executives. They also cover why business impact is lagging behind adoption, the capabilities partners need to lead successful AI transformations, and how customer expectations are changing as organizations demand proof over promises. 

Listen now to discover what separates AI-ready partners from everyone else and learn how leading organizations are turning AI ambition into growth.

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In this episode of Path to Growth, host Matt Yorke sits down with Ben Johnson, General Manager at Dicker Data, to explore how distribution is evolving in an era defined by AI, cybersecurity, and global expansion.

Ben shares Dicker Data’s journey from a small Australian distributor founded in 1978 to a $3.5 billion regional powerhouse, revealing how trust, agility, and partner alignment have shaped its success. The conversation dives into AI adoption across Australia and New Zealand, how Dicker Data helped launch Australia’s first sovereign AI factory, and why simplifying the complex remains at the core of modern distribution.

Listeners will also hear Ben’s personal perspective on leadership—embracing discomfort, challenging the status quo, and saying yes to growth opportunities.

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In this episode of Path to Growth, host Matt Yorke is joined by Stefanie Chiras, SVP, of the AI Innovation Hub at Red Hat. Together they explore how Red Hat and its partners are navigating the transformational shifts in AI, virtualization, and customer expectations.

The conversation dives into how customers’ buying patterns have changed, why holistic solutions and multi-partner collaboration are now essential, and how Red Hat’s ecosystem-first approach is simplifying partner engagement globally. Stephanie shares how Red Hat is supporting partners in deploying AI where data lives, why virtualization sits at the center of ecosystem-heavy IT environments, and how curiosity and culture drive adoption inside the company.

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In this episode of The Path to Growth, host Matt Yorke is joined by John Pagliuca, CEO of N-able. They explore how MSPs can scale in an era defined by AI disruption and cyber threats. The conversation covers building resilience beyond software stacks, why culture is critical to successful acquisitions, how leaders can avoid short-termism, and how AI is leveling the playing field for SMBs.

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In this episode of The Path to Growth, host Matt Yorke, CEO of The Channel Company, is joined by Scott Chasin, CEO of Pax8. Together, they explore the exponential acceleration of AI, the infrastructure investments powering it, and what it means for partners navigating the evolving technology landscape.

Scott shares Pax8's bold vision for a future where managed service providers (MSPs) transform into managed intelligence providers (MIPs). They dive into the layers of digital labor, the agent-powered future of SaaS, and how today’s partner ecosystem must adapt to thrive in what Scott calls "the great transformation."

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In this episode of Path to Growth, host Matt Yorke, CEO of The Channel Company, sits down with Danny Jenkins, co-founder and CEO of ThreatLocker, to discuss how cybersecurity vendors can drive meaningful business growth by empowering their partners. Together, they explore why simplicity is more important than ever in a noisy security landscape, how partner education has evolved into a core growth strategy, and why strong follow-up and communication skills are critical for technical leaders. This episode also examines the realities of AI in cybersecurity, cultural differences in partner enablement across global markets, and the principles behind building a product — and a company — designed for lasting success.

Here are some of the key topics Matt and Danny discussed in this episode:

• Cybersecurity Isn’t More Complex — It’s Just Noisier
  • Threats remain fundamentally the same, but the explosion of tools and alerts creates confusion.
  • The core principles—like reducing surface area and hardening systems—haven’t changed.
• Simplify the Message for Better Customer Buy-In
  • Avoid buzzwords and fear-based selling; stick to consistent, relatable explanations.
  • Clients don’t want hype — they want clarity, trust, and outcomes.
• Technical Teams Need Sales Support to Scale
  • Engineers are great at solving problems but often struggle with follow-up and closing.
  • Pairing sales professionals with engineers improves customer experience and deal flow.
• Global Differences Shape Enablement Strategies
  • UK MSPs tend to underprice and undersell due to cultural norms around communication.
  • U.S. partners are often more comfortable presenting and commanding higher pricing.
• AI in Security: Overhyped, but Useful
  • AI is helpful for validating human decisions and improving workflows.
  • It’s unreliable for making core security decisions due to high error margins.
• Attackers Are Using AI More Effectively Than Defenders
  • AI helps attackers create stealthy, undetectable malware that mimics legitimate behavior.
  • Defensive tools must rely on zero trust to manage risk when intent is unclear.
• Zero Trust as a Foundational Defense
  • Whether it’s malware or backup software, untrusted apps should be blocked by default.
  • Real-time detection and human oversight are still critical to threat response.
• Scaling Requires Two Things: Real Value and Awareness
  • A product must solve a real problem and be part of a full, supported solution.
  • Growth comes from making sure the market knows the product exists—education is key.

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