Explore every episode of the podcast Voices in the Channel

Leadership is not always about having the answers. Sometimes it is about having the confidence to tackle the conversations most people would rather avoid.
In this episode of Voices in the Channel, Sophie is joined by Julie Hutchison from Think Be Do Leadership to explore how leaders can navigate conflict, understand what sits behind team challenges and create environments where people can do their best work.
Julie shares her experience and practical advice on handling the uncomfortable moments of leadership, from addressing performance concerns to building trust and stronger relationships.
A must-listen for MSP owners and leaders who want to develop more confident leadership approaches and build teams that thrive.

In this episode of Voices in the Channel, Sophie is joined by Matthew Sloan from Visibility Wins to explore why authenticity, trust and human expertise are becoming the biggest competitive advantages in B2B marketing.

Together, they unpack how AI is changing the way MSPs market themselves, why personal branding is no longer a "nice to have", and what the latest algorithm changes actually mean for visibility.

If you're an MSP, vendor or channel professional trying to stand out in an increasingly noisy digital world, this episode is packed with practical advice you can put into action immediately.

Listen now and discover why, in an AI-first world, being more human might just be your greatest marketing advantage.

What does it really take to leave behind certainty and build a business from the ground up?

In Episode 16 of Voices in the Channel, we are joined by Neil Shaw, owner of MSP Clarity, for an honest conversation about entrepreneurship, resilience, and personal growth. Neil reflects on his decision to start his own business despite people questioning whether it was the right move, sharing what gave him the confidence to take that leap and the lessons he learned along the way.

This episode explores the realities of overcoming imposter syndrome and learning to trust your instincts in the face of setbacks. Neil also discusses how success can shape relationships, what continues to inspire him about working in the IT channel, and why personal growth has been just as important as professional success throughout his career.

Whether you're thinking about starting a business or simply looking for inspiration from someone who has done it themselves, this episode offers practical insights and valuable advice.

In Episode 15 of Voices in the Channel, we speak with MSP Growth Hub co-founder Ian Luckett about what scaling really looks like once you strip away the buzzwords.

Growth is rarely limited by opportunity alone. More often, it comes down to mindset, clarity of vision, and whether leadership can turn intent into consistent action. Many MSPs are already in a position to grow, but struggle to convert that potential into scale when direction is unclear and execution isn’t fully aligned.

We also look at how stronger MSPs are responding by strengthening their teams and staying focused under pressure, alongside a grounded view on where AI is genuinely improving outcomes and where it is simply adding noise.

Listen now to rethink what scaling your MSP actually requires in today’s market.

Great leadership is not measured by how often you are needed. It is measured by what your team does when you are not there.

Joining the conversation is Bob Kocis, former CRO, global channel leader, and author of The President’s Club Mindset. The conversation explores the shift from control to coaching, the power of listening, and why the best leaders create space rather than fill it. Bob also unpacks delegation as a true test of leadership maturity and why real scale only happens when decisions no longer depend on you.

The conversation also challenges common leadership ego traps, from the fear of hiring people smarter than you to the instinct to protect control. Bob makes the case that great leaders prioritise the business, surround themselves with exceptional talent, and build environments where people can succeed.

Tune in to explore how to build teams that thrive independently.

In Episode 13 of the Voices in the Channel podcast, Sophie Milburn is joined by Milan Ramani, Director of Professional Services at Infrassist, to unpack the reality behind the MSP industry’s “always-on” culture.

They explore why 24/7 support has become standard, how this pressure impacts teams on the ground, and where the line sits between great service and operational overload.

Milan also shares practical insights on how MSPs can build more structured, scalable support models that improve consistency, reduce burnout, and set clearer expectations with customers.

Listen now to hear the full conversation.

In this episode of Voices in the Channel, Sophie Milburn is joined by Ben Chesterman from OpenText to explore how self-doubt shows up when stepping into new environments, from small teams to global organisations, and why feeling “out of place” often comes with growth rather than a lack of ability.

Together, they discuss how comparison culture can distort confidence, why everyone in the channel is likely feeling the same uncertainty, and how moving into more senior roles often means learning to operate before your self-belief fully catches up.

Tune in for a grounded, honest conversation about confidence, belonging, and learning to recognise that you’ve already earned your place in the room.

In this episode, we explore what it really means to build a career in the channel across vendors, partners, and everything in between, and how that perspective shifts when you’ve seen both sides of the table.

We’re joined by Jane Rimmer, a seasoned channel marketing leader with experience spanning vendors, distribution, and independent consultancy. Jane brings a unique lens on how go-to-market strategies have evolved over the last two decades, and what’s changed (and what hasn’t) in how technology reaches customers.

We also look at the bigger question: is the channel still the same engine it used to be, or is it becoming something far more complex - and far more interesting?

Finally, we look ahead at where the biggest opportunities lie, how collaboration is evolving, and what the next phase of the channel could look like.

A must-listen for anyone navigating the modern IT ecosystem and the shifting world of partnerships, platforms, and go-to-market strategy.

In a channel where every MSP seems to promise the same thing, how do you actually stand out?

In this episode of Voices in the Channel, Sophie Milburn is joined by Mit Patel, founder of Assurix and former MSP owner, to explore why differentiation has become one of the biggest challenges facing MSPs today. Mit shares practical lessons on growth, strategic planning, and building trust in an increasingly crowded market.

Together, they discuss why clients often default to price, the importance of proving value beyond promises, and how MSPs can communicate what truly sets them apart. They also touch on the rise of AI-generated content and why human judgement and authenticity still matter.

Tune in for an honest conversation packed with insights on growth, trust, and what it really takes to stand out.

In Episode 9 of Voices in the Channel, Sophie is joined by Tracey Nyholt, founder and CEO of TechJutsu, for a conversation about what it really takes to grow into leadership when you may be underestimated.

Tracey shares her journey from help desk analyst to identity management architect to founder, and the mindset shifts that came with stepping into uncertainty and building a business from the ground up.

Together they explore building credibility through action, overcoming imposter syndrome, navigating risk, and what changes when you stop waiting for permission and start thinking like a CEO.

Tune in to hear Tracey’s perspective on building unshakable self-belief and what it really takes to step into leadership with confidence.

In this episode of Voices in the Channel, we’re joined by Anna Webb, Global Director at Kocho, to explore the human cost of cybersecurity and the pressure faced by those working behind the scenes to keep organisations secure.
We discuss the constant state of hypervigilance, the fear of things going wrong, and the impact this can have on job security, wellbeing, and long-term career sustainability. From burnout and stress to the realities of handling high-stakes incidents and breaches, Anna shares a candid perspective on what it really takes to operate in such a demanding environment.
This is a powerful conversation about the unseen emotional toll of cybersecurity, and why supporting the people behind the protection is just as important as the technology itself.

In this episode of Voices in the Channel, we’re joined by Alex Walsh, Regional Vice President at Keepit, to explore how high-performance teams are built through trust and shared ownership, without relying on pressure or fear.

Drawing on his leadership experience, Alex discusses what it really takes to create a strong team culture, and how shifting from control to empowerment allows teams to set their own standards for success. He reflects on why stepping back as a leader can often lead to stronger outcomes.

The conversation also explores burnout in the channel, the importance of protecting wellbeing, and why sustainable performance depends on leaders actively managing pressure rather than passing it down.

This episode offers a practical and honest look at how high performance can be achieved in a healthier and more sustainable way.

In this episode of Voices in the Channel, we’re joined by Craig Sharp, Owner and Founder of Abussi, to explore the journey from hands-on IT technician to business leader, and what it really takes to make that transition successful.

We discuss the difficult shift from doing the technical work yourself to stepping back, delegating, and trusting others to take ownership. Craig shares honest insights on how leadership is less about technical expertise and more about communication, strategic thinking, and building the right team around you.

The conversation also dives into challenges such as burnout, decision fatigue, and changing customer expectations, alongside the growing importance of empathy and hiring for attitude as much as skill.

Ultimately, this episode is about recognising your strengths, knowing when to let go, and understanding that leadership is a path, but not the only route to success in the channel.

Listen to the full episode now to hear Craig’s insights and key lessons from his leadership journey.

In this episode of Voices in the Channel, we’re joined by Hayley Carter, CEO of ESSENTIA, to explore one of the industry’s most pressing challenges: attracting talent, retaining it, and the critical role workplace culture plays in both.

We look at how expectations around work are changing, including flexible working, shifting ideas of productivity, and the impact of age-related stereotypes in the workplace. Hayley shares candid, real-world insights from leading a people-focused organisation and what it really takes to build teams that last.

We also discuss why culture is no longer a “nice to have” but a fundamental driver of business success, and what leaders need to focus on to get it right.

Listen now to hear what it takes to build a workplace where people stay, grow, and thrive.

In this episode of Voices in the Channel, we’re joined by Steven Heinsius, Vice President Product Management & Marketing EMEA at Westcon-Comstor, to explore what it really takes to bridge the gap in a multi-generational workforce.
We discuss how the workplace is evolving and how organisations can build stronger, more inclusive teams by embracing different perspectives, experiences, and ways of working. Steven shares insights on fostering creativity, encouraging collaboration, and ensuring every team member feels valued, regardless of age or experience.
At the heart of the conversation, the strongest teams are built not on sameness, but on respect, curiosity, and the willingness to learn from each other. When generations connect, innovation follows.
Tune in and join the conversation.

In this episode of Voices in the Channel, we’re joined by Jay Ball, CEO of Flotek Group, to explore what it really takes to scale a business in today’s fast-moving IT channel.
From his early career to building a high-growth MSP in South Wales, Jay shares his journey, leadership lessons, and the realities of growing a successful business in a competitive market. We discuss the importance of culture, hiring and retaining talent, and why education is key when working with partners.
The conversation also dives into modern go-to-market strategies, the value of face-to-face relationships in sales and acquisitions, and why consistency and hard work still sit at the heart of sustainable growth in the channel.
If you’re interested in business growth, leadership, and what it really takes to scale an MSP, this episode is for you.

In this episode of Voices in the Channel, we’re joined by Steph Hackney, Senior Channel Marketing Manager, UKI & Nordics at OpenText, and Larisa Lucaciu, Business Transformation Leader – UKI Vector at Lenovo, for a candid conversation on women in the channel and why this is not an “overdone” topic, but one that still demands visibility, celebration, and action.

We explore their experiences across the tech industry, from breaking into the channel to progressing into leadership roles, and the importance of continuing to spotlight women shaping the sector. The discussion highlights practical advice, career insights, and the power of community in driving meaningful, lasting change.

If you’re interested in building a more inclusive tech industry and hearing honest perspectives from women shaping it, join the conversation.

Welcome to the very first episode of Voices of the Channel - and we’re starting with a big one.

I’m joined by Erin McLean, Chief Marketing Officer at Cynomi, to tackle a question that’s everywhere right now: is AI the end of human creativity in marketing?

We get into the rise of “AI slop” and how MSPs and vendors can actually stand out in a market that’s louder, and more automated, than ever before. We also talk about the uncomfortable side of AI (yes, the slightly creepy bits), the misconceptions around it being either a magic fix or a total replacement for humans, and where the human touch still makes the real difference.

If you’re trying to figure out how to use AI without losing authenticity, then this one’s for you.

This is just the beginning.