Channel Insider: Partner POV

How Leasing Helps Channel Partners Win Bigger Deals

EPISODE TIMESTAMPS 00:00 — Introduction to leasing, financing, and device lifecycle management 01:06 — What CHG-MERIDIAN does and how it supports channel partners 02:43 — CHG-MERIDIAN’s global footprint 03:59 — Why partners should rethink leasing as a strategic sales tool 05:46 — Which channel partners benefit from leasing and lifecycle services 06:54 — CapEx vs. OpEx amid tighter IT budgets 08:23 — How lifecycle services help mid-market partners compete for larger deals 09:30 — Managing devices across countries and regions 11:01 — Turning hardware refresh cycles into long-term customer relationships 12:57 — Device disposal, data leakage, and enterprise security risks 14:35 — Missed partner opportunities in financing and lifecycle services 16:12 — The rise of device-as-a-service and its impact on the channel 17:46 — Partner success stories with leasing and lifecycle services 19:37 — Biggest untapped 2026 opportunity for channel partners 21:01 — Why economic volatility makes flexible financing more important 22:22 — Where partners and viewers can learn more 23:04 — Closing thoughts and where to watch or listen A new episode of Channel Insider: Partner POV is released every other Thursday.  Watch the interview on YouTube [https://www.youtube.com/channel/UCfkjHdQmncYU-8O0csoeKCA] @ChannelInsider_NewsAndTrends If you have questions for a featured solution provider or want to be a guest on the show, reach out to us at partnerpov@channelinsider.com [partnerpov@channelinsider.com] For more episodes of Channel Insider: Partner POV as well as written content on the IT channel, go to channelinsider.com [https://www.channelinsider.com/] Connect with Channel Insider on LinkedIn [https://www.linkedin.com/company/channel-insider/mycompany/?viewAsMember=true].  Episodes of Channel Insider: Partner POV are hosted and produced by Katie Bavoso with help from Dana Sell, and edited by Ayen Alvarez and Katie Bavoso.  The cover art for Channel Insider: Partner POV was created by Aubri Ziegler. The opening and closing animations were made by Mackenzie Burke. The thumbnails for each episode are made by Brandon Cornwell. Channel Insider: Partner POV is an asset of Channel Insider, which is a brand under TechnologyAdvice.

Delta Bear CEO: Deepfake Attacks Create MSP Opportunity

Timestamps: 00:00 – Introduction to Delta Bear and deepfake cyber threats 01:01 – Delta Bear’s mission, customers, and cybersecurity focus 03:19 – Why deepfakes are becoming operational for attackers 05:02 – How Delta Bear combines detection technology with security expertise 07:18 – CEO/CFO impersonation scams and financial damage 10:45 – Cyber insurance gaps around AI and deepfake risk 12:47 – Why businesses need to read the fine print on coverage 14:20 – Customer due diligence and shared responsibility in cybersecurity 16:12 – Live synthetic identity demonstrations and customer reactions 18:09 – Why MFA, endpoint security, and IAM may miss deepfake attacks 21:25 – Delta Bear customer success stories 24:27 – Industries and regulated sectors where deepfake defense matters 29:24 – MSP opportunities around AI-driven deepfake detection 32:35 – How defenders can stay ahead of AI-enabled attackers 34:53 – Why deepfake detection may become a standard security layer 37:43 – Where to learn more about Delta Bear 38:17 – Closing remarks and where to watch or listen A new episode of Channel Insider: Partner POV is released every other Thursday.  Watch the interview on YouTube [https://www.youtube.com/channel/UCfkjHdQmncYU-8O0csoeKCA] @ChannelInsider_NewsAndTrends If you have questions for a featured solution provider or want to be a guest on the show, reach out to us at partnerpov@channelinsider.com [partnerpov@channelinsider.com] For more episodes of Channel Insider: Partner POV as well as written content on the IT channel, go to channelinsider.com [https://www.channelinsider.com/] Connect with Channel Insider on LinkedIn [https://www.linkedin.com/company/channel-insider/mycompany/?viewAsMember=true].  Episodes of Channel Insider: Partner POV are hosted and produced by Katie Bavoso with help from Dana Sell, and edited by Ayen Alvarez and Katie Bavoso.  The cover art for Channel Insider: Partner POV was created by Aubri Ziegler. The opening and closing animations were made by Mackenzie Burke. The thumbnails for each episode are made by Brandon Cornwell. Channel Insider: Partner POV is an asset of Channel Insider, which is a brand under TechnologyAdvice.

Logically CEO on Cybersecurity, Board Risk, AI ROI, and Tool Sprawl

Timestamps 00:00 Intro 00:40 Meet Logically CEO Joshua Skeens 01:34 What Logically does and who it serves 06:07 Why cyber risk is now a board-level concern 07:48 How MSPs should explain cybersecurity to boards 09:42 Why cybersecurity is now tied to brand protection 10:54 How MSPs can become strategic advisors 12:57 Customer success story after a major merger 14:56 The hidden cost of security tool sprawl 17:29 Best-of-breed vs. consolidation strategies 19:25 How AI can connect disparate security tools 22:31 Why 2026 may be the year of AI disappointment 25:10 One priority MSPs should focus on now 26:20 What’s next for Logically 27:32 Where to learn more about Logically A new episode of Channel Insider: Partner POV is released every other Thursday.  Watch the interview on YouTube [https://www.youtube.com/channel/UCfkjHdQmncYU-8O0csoeKCA] @ChannelInsider_NewsAndTrends If you have questions for a featured solution provider or want to be a guest on the show, reach out to us at partnerpov@channelinsider.com [partnerpov@channelinsider.com] For more episodes of Channel Insider: Partner POV as well as written content on the IT channel, go to channelinsider.com [https://www.channelinsider.com/] Connect with Channel Insider on LinkedIn [https://www.linkedin.com/company/channel-insider/mycompany/?viewAsMember=true].  Episodes of Channel Insider: Partner POV are hosted and produced by Katie Bavoso with help from Dana Sell, and edited by Ayen Alvarez and Katie Bavoso.  The cover art for Channel Insider: Partner POV was created by Aubri Ziegler. The opening and closing animations were made by Mackenzie Burke. The thumbnails for each episode are made by Brandon Cornwell. Channel Insider: Partner POV is an asset of Channel Insider, which is a brand under TechnologyAdvice.

SotaTek US CEO on AI Infrastructure Mistakes MSPs Must Fix

Topics & Timestamps: 00:00 [https://www.youtube.com/watch?v=4aXP3xzL1TA] – Intro + Channel Insider newsletter plug 00:37 [https://www.youtube.com/watch?v=4aXP3xzL1TA&t=37s] – Meet MK Tong, CEO of SotaTek USA 02:15 [https://www.youtube.com/watch?v=4aXP3xzL1TA&t=135s] – What SotaTek does: global IT services, AI, cloud, engineering 03:15 [https://www.youtube.com/watch?v=4aXP3xzL1TA&t=195s] – Ideal customers: size, verticals, and use cases 05:09 [https://www.youtube.com/watch?v=4aXP3xzL1TA&t=309s] – Leadership journey: why Tung joined SotaTek 08:32 [https://www.youtube.com/watch?v=4aXP3xzL1TA&t=512s] – Why infrastructure matters more in the AI era 13:54 [https://www.youtube.com/watch?v=4aXP3xzL1TA&t=834s] – Common AI deployment mistakes organizations make 17:10 [https://www.youtube.com/watch?v=4aXP3xzL1TA&t=1030s] – Automation vs. control: governance and visibility concerns 19:03 [https://www.youtube.com/watch?v=4aXP3xzL1TA&t=1143s] – How SotaTek modernizes infrastructure securely 21:10 [https://www.youtube.com/watch?v=4aXP3xzL1TA&t=1270s] – SotaTek ACE platform overview 23:36 [https://www.youtube.com/watch?v=4aXP3xzL1TA&t=1416s] – SAP workloads in IaaS: challenges and best practices 26:26 [https://www.youtube.com/watch?v=4aXP3xzL1TA&t=1586s] – What separates successful vs. struggling organizations 26:37 [https://www.youtube.com/watch?v=4aXP3xzL1TA&t=1597s] – MSP opportunity in AI-driven infrastructure 30:45 [https://www.youtube.com/watch?v=4aXP3xzL1TA&t=1845s] – Starting small: aligning AI wins with infrastructure 37:46 [https://www.youtube.com/watch?v=4aXP3xzL1TA&t=2266s] – Customer success story: real-world impact 44:08 [https://www.youtube.com/watch?v=4aXP3xzL1TA&t=2648s] – Where to learn more about SotaTek 44:21 [https://www.youtube.com/watch?v=4aXP3xzL1TA&t=2661s] – Closing remarks + where to watch/listen A new episode of Channel Insider: Partner POV is released every other Thursday.  Watch the interview on YouTube [https://www.youtube.com/channel/UCfkjHdQmncYU-8O0csoeKCA] @ChannelInsider_NewsAndTrends If you have questions for a featured solution provider or want to be a guest on the show, reach out to us at partnerpov@channelinsider.com [partnerpov@channelinsider.com] For more episodes of Channel Insider: Partner POV as well as written content on the IT channel, go to channelinsider.com [https://www.channelinsider.com/] Connect with Channel Insider on LinkedIn [https://www.linkedin.com/company/channel-insider/mycompany/?viewAsMember=true].  Episodes of Channel Insider: Partner POV are hosted and produced by Katie Bavoso with help from Dana Sell, and edited by Ayen Alvarez and Katie Bavoso.  The cover art for Channel Insider: Partner POV was created by Aubri Ziegler. The opening and closing animations were made by Mackenzie Burke. The thumbnails for each episode are made by Brandon Cornwell. Channel Insider: Partner POV is an asset of Channel Insider, which is a brand under TechnologyAdvice.

SecurityBridge CEO on SAP Security, AI Risks & 2026

Key Topics Covered: * SAP cybersecurity strategy and risk reduction * Channel-first go-to-market shift * AI in cybersecurity and data poisoning threats * Compliance challenges for enterprise IT leaders * Partner opportunities in managed security services (MSSPs) * Building effective global partner ecosystems Timestamps: 00:00 – Intro & Channel Insider newsletter 00:27 – Guest introduction: Jesper Zerlang, CEO of SecurityBridge 00:52 – 2026 priorities: channel investment & cybersecurity trends 02:00 – Leadership transition: chairman to CEO 04:06 – Scaling global cybersecurity companies 06:06 – What SecurityBridge does (SAP security explained) 07:11 – Differentiation in SAP cybersecurity market 08:47 – Shift to a channel-first strategy 09:46 – What makes the right partner 11:40 – Partner incentives & ecosystem growth 13:32 – AI in cybersecurity: practical applications 16:09 – Data poisoning explained 18:20 – Security innovation & lab insights 19:12 – Compliance challenges for CISOs & CIOs 21:32 – Customer-centric security conversations 23:18 – Customer success story 25:32 – Biggest partner opportunities in 2026 28:25 – Where to learn more about SecurityBridge 29:05 – Closing remarks About Channel Insider: Channel Insider delivers news, analysis, and insights for MSPs, VARs, and IT channel leaders navigating today’s evolving technology landscape. A new episode of Channel Insider: Partner POV is released every other Thursday.  Watch the interview on YouTube [https://www.youtube.com/channel/UCfkjHdQmncYU-8O0csoeKCA] @ChannelInsider_NewsAndTrends If you have questions for a featured solution provider or want to be a guest on the show, reach out to us at partnerpov@channelinsider.com [partnerpov@channelinsider.com] For more episodes of Channel Insider: Partner POV as well as written content on the IT channel, go to channelinsider.com [https://www.channelinsider.com/] Connect with Channel Insider on LinkedIn [https://www.linkedin.com/company/channel-insider/mycompany/?viewAsMember=true].  Episodes of Channel Insider: Partner POV are hosted and produced by Katie Bavoso with help from Dana Sell, and edited by Ayen Alvarez and Katie Bavoso.  The cover art for Channel Insider: Partner POV was created by Aubri Ziegler. The opening and closing animations were made by Mackenzie Burke. The thumbnails for each episode are made by Brandon Cornwell. Channel Insider: Partner POV is an asset of Channel Insider, which is a brand under TechnologyAdvice.