Biz Dev Titans

Episode 12 – How to Scale Channel Sales with a Data-First Strategy with Natalia Botti

Episode Overview In this engaging episode, we sit down with Natalia Botti, VP of Channels & Alliances at Apexa iQ® and a leading authority in data-driven AI ecosystems and cybersecurity. We explore her journey from building channel partnerships to architecting intelligent, AI-powered solutions that scale enterprise risk and compliance. Key Topics Covered: * Natalia’s professional evolution: from Telecom to Cloud, Alliances, and AI-driven security leadership * The role of ecosystem architecture in modern cybersecurity * The importance of continuous compliance and real-time asset intelligence * AI across go-to-market channels and accelerators for startup-scale growth * Identity security, Zero Trust frameworks, and evolving CISO responsibilities   Mentioned in This Episode * Apexa iQ® – platform for IT & security hygiene * Dasera – cloud data security prior role * Cloud Girls – community membership leadership * Key certifications: AWS Cloud Practitioner, CenturyLink Savvis Essentials, TCA CTP, Data Bricks Academy Accreditation – Generative AI Fundamentals * Conferences: RSA Conference, panel discussions on “Always Audit Ready”   Natalia’s Wisdom Highlights: “Compliance isn’t a once‑a‑year task—it’s continuous resilience.” Emphasizing automation and asset intelligence in everyday operations “Identity security is emerging as the #1 priority.” Turning fragmented data into actionable, zero‑trust security and authorization “Build ecosystems that speak human to business.” Integrating data, AI, marketing, and channel strategies for startup accelerators “Ecosystem architecture = multi-stakeholder alignment.” How channel, alliances, and RevOps drive startup growth “Security and compliance isn’t just technical—it’s strategic.” Positioning CISOs as essential parts of executive decision-making   About Natalia Botti: Natalia Botti is the Vice President of Global Channels and Alliances at Apexia IQ. A recognized leader in partner ecosystems, she has spent nearly 20 years designing, building, and scaling channel programs that drive real revenue. She’s been honored as a CRN Woman of the Channel and served on the board of Cloud Girls, where she championed visibility for women in tech leadership. A true ecosystem architect, Natalia is passionate about fusing data with human connection to accelerate sustainable growth.   Connect with Natalia: LinkedIn: https://www.linkedin.com/in/nataliabotti010/ [https://www.linkedin.com/in/nataliabotti010/]    Stay Connected Enjoyed this episode? Make sure to subscribe and stay updated for more insightful conversations with inspiring guests.

Episode 11 – Innovating Sourcing Strategies Through Data and Authenticity with Mike Cohen

Key Topics Covered: * Mike’s entrepreneurial journey and the origin story behind Wayne Technologies. * The role of data transparency in revolutionizing recruitment. * The importance of authenticity and vulnerability in professional interactions. * How AI will shape recruitment technologies in the near future. * Overcoming imposter syndrome and perfectionism. * The core values driving Wayne Technologies’ success.   Mentioned in This Episode * Uber * Whole Foods * PwC * The New York Times * Brené Brown (Author and speaker on vulnerability) * ChatGPT and other AI tools   Mike’s Wisdom Highlights: “Meets expectations is bullshit. Aim higher to create a meaningful impact.” “Give selflessly, and authentic connections will naturally follow.” “Prioritize your mental health as the foundation for sustainable professional success.”   About Mike Cohen: Mike Cohen founded Wayne Technologies, renowned for its unique data-driven approach to talent sourcing. Known for his genuine and generous engagement with the recruiting community, Mike has revolutionized sourcing strategies for top-tier brands and regularly shares his insights as a keynote speaker and industry advisor.   Connect with Mike: LinkedIn: https://www.linkedin.com/in/batmanrecruiter/ [https://www.linkedin.com/in/batmanrecruiter/]  Stay Connected Enjoyed this episode? Make sure to subscribe and stay updated for more insightful conversations with inspiring guests.

Episode 10 – Inside the Future of AI-Driven Healthcare with Stephen Keeler

Key Topics Covered: * Stephen Keeler’s journey from initially resisting healthcare to becoming a VP of Sales at Medocity, a leader in AI-driven digital care solutions. * The impact of data-driven patient engagement and targeted behavioral modification strategies on healthcare outcomes. * The evolution and future of AI-powered digital care coordination. * Balancing patient privacy and trust with technological advancements. * Essential skills for successful healthcare technology sales including empathy, active listening, and internal team alignment. * Advice for aspiring sales executives aiming to thrive in the complex healthcare tech market.   Mentioned in This Episode * Medocity * LLIA Incorporated * E-Help Advisory LLC * AI-driven healthcare technology * Digital patient engagement and care coordination * Behavioral modification in patient care * Importance of patient data security and trust   Stephen’s Wisdom Highlights “You can’t scale a human being, but you can scale a digital provider, a digital coach.” “You have to train people to use the two-for-one rule—two ears, one mouth. Make sure you’re listening twice as much as you’re talking.” “People want to trust others they can go on a journey with. That starts with your own character.” “You don’t have to be the elephant or the crocodile. Sometimes the tickbird has the highest value in the ecosystem.” “It’s habit, habit, habit. Set aside time for research, internal and external engagement—then stick to it.”   About Stephen Keeler Stephen Keeler is the Vice President of Sales at Medocity, with decades of experience leading transformative healthcare technology initiatives. His career spans influential roles at LLIA Incorporated and E-Help Advisory LLC, where he specializes in AI-powered digital patient engagement and behavior modification. Stephen is committed to leveraging technology to bridge gaps in healthcare delivery, emphasizing empathy, trust, and actionable patient data.   Connect with Stephen LinkedIn: https://www.linkedin.com/in/stephen-keeler-0390849/ [https://www.linkedin.com/in/stephen-keeler-0390849/]   Stay Connected Enjoyed this episode? Make sure to subscribe and stay updated for more insightful conversations with inspiring guests.

Episode 9 – Why Strategy Fails and What Smart Leaders Do Instead

Key Topics Covered: * Strategy as a Living Practice: Why traditional long-term strategic planning is outdated and how a continuous, learning-based approach is more effective today. * Always-On Strategy: How leading organizations are embracing adaptability, iteration, and learning as core strategy drivers. * The Birth of Business Model Gallery: Marc’s journey from PhD research to building and exiting a platform now known as BusinessModelIdeas.com. * Strategic Innovation in Action: Lessons from advising companies like HSBC, BMW, and Deloitte. * The Power of Visual Strategy Tools: How simplifying strategy through design and facilitation improves adoption and execution. * The Role of Inspiration in Innovation: Why seeing other business models sparks better ideas for your own. * MakeBetterStrategy.com: Marc’s new learning platform for leaders who want to master strategy in the digital age. * Personal and Professional Alignment: How tracking habits and aligning actions with goals—personally and organizationally—drives long-term success.   Mentioned in This Episode * MakeBetterStrategy.com — Marc’s new online platform for strategic learning * The Art of Opportunity — Marc’s acclaimed strategy and innovation book (highly visual, facilitator-friendly) * BusinessModelIdeas.com — formerly Business Model Gallery * Influences: Gary Hamel, Henry Mintzberg, Tony Robbins * Tools & Techniques: Strategy OS, Always-On Strategy, Strategic Learning Frameworks   Marc’s Wisdom Highlights: “Strategy is no longer a five-year plan—it’s a continuous learning process.” “The best strategies come from iteration, not from ivory tower planning.” “Complexity is the enemy of execution. Strategy must be made simple to be successful.” “If your actions aren’t aligned with your strategy, you’re not really executing it.”   About Guest: Dr. Marc Sniukas Dr. Marc Sniukas is an internationally recognized strategy advisor, keynote speaker, and author with over 23 years of experience working with global brands like BMW, Deloitte, and HSBC. A former academic turned entrepreneur, Marc blends rigorous research with real-world execution. He is best known for creating The Art of Opportunity, a visual, actionable guide to business growth through innovation, and for launching tools that simplify and systematize strategy development for modern leaders.   Connect with Dr. Marc Sniukas LinkedIn: https://www.linkedin.com/in/sniukas/ [https://www.linkedin.com/in/sniukas/]  Stay Connected Enjoyed this episode? Make sure to subscribe and stay updated for more insightful conversations with inspiring guests.

Episode 8 – The Channel Strategy No One Talks About

Key Topics Covered: * The four types of partners: resellers, alliances, distributors, MSSPs—and how to engage each * Why companies fail at channel (hint: executive misalignment and sales resistance) * The playbook John used to 5x pipeline and boost deal registration by 600% * How alliance partnerships helped drive a successful acquisition * What Partnership Leaders and the Catalyst event taught him about building ecosystems * Why Channel isn’t just sales support—it’s a strategy   Mentioned in This Episode * Partner Architects Group * The Channel Servers Podcast * Partnership Leaders & Catalyst Conference * ThirdPartyTrust (acquired by BitSight) * EMC Documentum, Deloitte, FireEye   John’s Wisdom Highlights: “Channel is a sales job. If you treat it like event planning, you’re doing it wrong.” “Partners can open doors your reps never even knew existed.” “If you don’t have internal alignment, your channel won’t grow.” “Success in channel starts with proving it works—then scaling what works fast.”   About John McCabe  John McCabe is an award-winning channel sales executive and the founder of Partner Architects Group, where he designs and implements channel-first strategies for companies looking to scale revenue. Named a CRN Channel Chief and Rising Star, John is also co-host of The Channel Servers podcast and a respected mentor in the Partnership Leaders community.   Connect with John McCabe LinkedIn: https://www.linkedin.com/in/johnmccabe/ [https://www.linkedin.com/in/johnmccabe/]  Stay Connected Enjoyed this episode? Make sure to subscribe and stay updated for more insightful conversations with inspiring guests.