Podcasts

In The Channel

From NetSuite President’s Club to grain-to-bottle whisky in the Eastern Townships

March 27, 2026 Robert Dutt Comments Off on From NetSuite President’s Club to grain-to-bottle whisky in the Eastern Townships
In the first episode of our “Life after the channel” series, former Gurus Solutions founder Martin McNicoll talks about trading SaaS targets for organic farming, why owning the whole supply chain matters more to him now than it did then, and what it’s like to plant oak trees for barrels you’ll never use.

Data Centre

Cisco Canada sees a “perfect storm” driving multi-year infrastructure refresh

March 26, 2026 Robert Dutt Comments Off on Cisco Canada sees a “perfect storm” driving multi-year infrastructure refresh
Cisco Canada’s VP of Partner Organization and SMB Sales talks about what’s driving the biggest refresh cycle in years, where partners are finding traction, and why a consultative approach is turning single-product refreshes into deals that are three and four times the size.

In Case You Missed It

ICYMI special: RSA Conference 2026, curated for the Canadian channel

March 26, 2026 Robert Dutt Comments Off on ICYMI special: RSA Conference 2026, curated for the Canadian channel
A special midweek edition of In Case You Missed It, cutting through the RSA Conference 2026 noise to highlight what actually matters for Canadian IT channel partners. From the dominant agentic AI security theme to new partner revenue opportunities from Barracuda and Sectigo, here’s what you need to know.

In The Channel

Most MSP contracts wouldn’t survive a courtroom – here’s where to start fixing that

March 25, 2026 Robert Dutt Comments Off on Most MSP contracts wouldn’t survive a courtroom – here’s where to start fixing that
Attorney Rob Scott, who has worked with more than a thousand MSPs across North America, breaks down where most MSP agreements fall short, how AI is rewriting the rules on both sides of the table, and why Canadian providers may be further behind than they think.

In The Channel

Canadian MSPs plan the lowest pay increases of any region, and that might not be a bad thing

March 24, 2026 Robert Dutt Comments Off on Canadian MSPs plan the lowest pay increases of any region, and that might not be a bad thing
Canada’s MSPs are handing out the smallest raises in the industry, but the data suggests it’s less about financial pressure and more about a labor market that’s finally giving owners some breathing room. In this episode, Service Leadership’s Peter Kujawa breaks down what separates the most profitable firms from the rest – and why the answer has more to do with organizational structure than salary lines.

In Case You Missed It

ICYMI: Bell Canada bets big on AI in Saskatchewan, WBM says buy your RAM now, and AWS brings AI agents to partner selling

March 23, 2026 Robert Dutt Comments Off on ICYMI: Bell Canada bets big on AI in Saskatchewan, WBM says buy your RAM now, and AWS brings AI agents to partner selling
Bell Canada’s $12-billion, 300-megawatt AI data center in Saskatchewan is the biggest Canadian tech infrastructure story in a while. WBM Technologies’ March procurement update has one message for partners: buy now. AWS brings AI sales agents to Partner Central. And Exabeam launches a new MSSP commercial framework.

Distribution

Why reports of distribution’s demise have always been overstated

March 20, 2026 Robert Dutt Comments Off on Why reports of distribution’s demise have always been overstated
I could have been writing that distribution was about to be disintermediated since the late 1990s. Direct sales, e-commerce, the cloud, marketplaces — the argument has always been there. And yet distribution didn’t disappear. It evolved, repeatedly. In this solo episode, I work through why the “this finally kills distribution” prediction keeps failing, what distribution actually does that’s harder to replace than it looks, and why the next chapter might be the most ambitious one yet.

In The Channel

Your managed services are hitting every SLA metric and the customer still thinks you’re failing – here’s why

March 19, 2026 Robert Dutt Comments Off on Your managed services are hitting every SLA metric and the customer still thinks you’re failing – here’s why
Jeff Collins, CEO of WanAware, digs into why MSPs are increasingly accountable for outcomes they can’t fully see. As AI workloads and ephemeral infrastructure reshape customer environments without formal network redesigns, the gap between what IT monitors and what the business actually runs on is becoming a real problem – and a real opportunity.

In The Channel

Firewalls, rogue devices, and your own tools: what Barracuda’s threat report means for MSPs

March 18, 2026 Robert Dutt Comments Off on Firewalls, rogue devices, and your own tools: what Barracuda’s threat report means for MSPs
Barracuda’s latest threat report draws on more than two trillion IT events to reveal how attackers are exploiting firewalls, rogue devices, and legitimate MSP tools to move through networks. Merium Khalid, director of SOC offensive security at Barracuda, joins the podcast to break down what the data means for MSPs — and what they can do about it.

Channel Programs

Zero Networks goes all-in on the channel, and why Canadian partners should pay attention

March 17, 2026 Robert Dutt Comments Off on Zero Networks goes all-in on the channel, and why Canadian partners should pay attention
Zero Networks VP of go-to-market strategy Adam Hofeler talks about the company’s shift to a fully channel-driven model, its updated Zero to Sixty partner program, and why Canadian MSPs have an early-mover opportunity in the microsegmentation space.