Channel Chat Podcast
Marc Sumner - CEO @ Robertson Sumner Ltd | Channel Chat
Welcome to the Channel Chat podcast – home of the podcast which has now proudly become the voice of the IT channel 🎙
Since the Podcast's inception in 2019, the Channel Chat studio has hosted some of the IT channel's biggest names – with regular host, Marc Sumner, asking the questions that many others are afraid to! 🤭
Numbers wise, we now reach over 15,000 listeners per episode in over 32 countries and have hosted 6 live events.
Click subscribe to keep on top of all our latest content 👀
Since the Podcast's inception in 2019, the Channel Chat studio has hosted some of the IT channel's biggest names – with regular host, Marc Sumner, asking the questions that many others are afraid to! 🤭
Numbers wise, we now reach over 15,000 listeners per episode in over 32 countries and have hosted 6 live events.
Click subscribe to keep on top of all our latest content 👀
Episodes
Mentioned books
Jan 19, 2026 • 30min
#263 Adrian Liddiard and John Schmidt: We're going into an unprecedented revenue cycle.
Jan 12, 2026 • 27min
#262 Rob Harris: I Applied for Sales Director… While I Was Still an Account Manager.
In this episode of Channel Chat, Mark Sumner is joined by Rob Harris, Sales Director for Software at SCC, recorded in London. Rob shares his journey from studying English Literature to leading software sales at one of the UK's largest partners. We discuss career progression in sales, moving from individual contributor to leadership, and why putting yourself forward can change everything. Key topics include: • Breaking into tech and software sales • Progressing from account manager to sales leader • Leading high-performing sales teams • How software buying has changed • Adding value beyond price and transactions • Why hyperscale marketplaces are one to watch in 2026 A must-listen for anyone in sales, software, or the channel.
Jan 5, 2026 • 38min
#261 Andrew Harman: The phone stopped ringing and people stopped asking me out for lunch.
Dec 16, 2025 • 32min
#260 Olya Scekaturova: If you're comfortable, there's no growth left.
Dec 8, 2025 • 34min
#259 Laura Wilkinson: We're going to see an explosion of AI tools.
Dec 1, 2025 • 37min
#258 Spencer Starkey: Managed services isn't the future - it's here, and growing thousands of percent.
Nov 25, 2025 • 50min
#257 Adam Cathcart: AI can transform your business… or destroy your brand overnight if you get it wrong.
Nov 18, 2025 • 36min
#256 Anthony Young: Cyber threats are doubling every 12 months — we have to evolve or die.
Nov 10, 2025 • 45min
#255 Andy Readman: If you don't start with a problem, every AI tool becomes a gimmick.
Oct 31, 2025 • 52min
#254 Tom Hockton: 75% of our revenue comes through the channel.
In this Channel Chat episode, Marc Sumner sits down with Tom Hockton, VP of BMC Helix UK & Ireland, to talk career growth, leadership, and channel strategy. Tom shares how he went from studying languages and working at Shanghai Radio to leading one of the most channel-driven enterprise software businesses in the UK.
