https://simplecast.com The Path to Growth Welcome to The Path to Growth, a podcast by The Channel Company that delves into the strategies and insights driving success in the channel. In each episode, we converse with industry innovators to explore how technology leaders can scale smarter, move faster, and empower their ecosystems to exceed their growth goals. Drawing on The Channel Company's extensive experience in partner engagement, market intelligence, and revenue growth programs, this podcast offers valuable perspectives for navigating the evolving technology landscape on your path to growth. 2025 The Channel Company en Mon, 1 Dec 2025 05:00:00 +0000 Mon, 1 Dec 2025 17:26:20 +0000 https://the-path-to-growth.simplecast.com The Path to Growth https://image.simplecastcdn.com/images/a6d6b579-825f-415c-b1b0-5114557f53c2/a0b30325-e20c-4b03-8e49-32fdadbad666/3000x3000/podcast-20coverat4x.jpg?aid=rss_feed https://the-path-to-growth.simplecast.com episodic Welcome to The Path to Growth, a podcast by The Channel Company that delves into the strategies and insights driving success in the channel. In each episode, we converse with industry innovators to explore how technology leaders can scale smarter, move faster, and empower their ecosystems to exceed their growth goals. Drawing on The Channel Company's extensive experience in partner engagement, market intelligence, and revenue growth programs, this podcast offers valuable perspectives for navigating the evolving technology landscape on your path to growth. The Channel Company false https://feeds.simplecast.com/L3BVTOKt it channel, it vendors, leadership, technology, the channel company Caleb Owen cowen@thechannelcompany.com 91b62a4a-8cd8-4919-bad9-984c19da18be Simplifying Complexity in the Age of AI & Distribution 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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]]> Mon, 1 Dec 2025 05:00:00 +0000 cowen@thechannelcompany.com (Matt Yorke, Ben Johnson) https://the-path-to-growth.simplecast.com/episodes/simplifying-complexity-in-the-age-of-ai-distribution-x1CVWktu 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.


Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

]]> Simplifying Complexity in the Age of AI & Distribution Matt Yorke, Ben Johnson 00:43:03 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. 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. thepathtogrowth, cybersecurity, global expansion, artificial intelligence, dicker data false full 5 4e57b2df-3b47-413a-854f-0606a1dc1540 Ecosystem Wins in the Era of AI & Virtualization 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.


Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

]]> Mon, 27 Oct 2025 19:00:00 +0000 cowen@thechannelcompany.com (Stefanie Chiras, Matthew Yorke) https://the-path-to-growth.simplecast.com/episodes/ecosystem-wins-in-the-era-of-ai-virtualization-fexMZH95 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.


Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

]]> Ecosystem Wins in the Era of AI & Virtualization Stefanie Chiras, Matthew Yorke 00:38:03 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. 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. thepathtogrowth, red hat, partner ecosystem, virtualization, artificial intelligence false full 4 152f6c74-867c-4c04-b685-3fc1525340ab Scaling in the Age of AI & Cyber Threats: Lessons for MSP Leaders 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.


Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

]]> Mon, 22 Sep 2025 19:25:35 +0000 cowen@thechannelcompany.com (John Pagliuca, Matthew Yorke) https://the-path-to-growth.simplecast.com/episodes/scaling-in-the-age-of-ai-cyber-threats-lessons-for-msp-leaders-cuLPrAOt 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.


Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

]]> Scaling in the Age of AI & Cyber Threats: Lessons for MSP Leaders John Pagliuca, Matthew Yorke 00:39:57 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. 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. msps, thepathtogrowth, it channel, n-able, ai, cyber security false full 3 5098c6fb-b899-450d-bed6-2f01985eaafc How AI is Redefining the Partner Ecosystem 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."


Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

]]> Thu, 17 Jul 2025 12:00:00 +0000 cowen@thechannelcompany.com (Scott Chasin, Matthew Yorke) https://the-path-to-growth.simplecast.com/episodes/how-ai-is-redefining-the-partner-ecosystem-7asKF3xc 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."


Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

]]> How AI is Redefining the Partner Ecosystem Scott Chasin, Matthew Yorke 00:41:23 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." 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." cloud marketplace, thepathtogrowth, cloud, pax8, it channel, managed intelligence provider, solution provider false full 2 e1781b1d-dce7-4c5e-9600-1d7496aa8aad Unlocking Security Sales Success in the IT Channel 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.

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

]]> Tue, 29 Apr 2025 17:38:55 +0000 cowen@thechannelcompany.com (Matthew Yorke) https://the-path-to-growth.simplecast.com/episodes/unlocking-security-sales-success-in-the-it-channel-2AqILbko 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.

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

]]> Unlocking Security Sales Success in the IT Channel Matthew Yorke 00:21:25 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. 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. sales enablement, cyber threats, cybersecurity, it channel, zero trust, sales support, global it false full 1