As the channel moves beyond “pick, pack and ship,” distributors are being challenged to prove their value as strategic enablers.

In this episode of techpartner.news: Beyond the Box, host Jennifer O’Brien sits down with Warren Nolan, senior vice-president of channel and strategy, APAC at Crayon, to unpack how the distributor is rewriting the rulebook for modern distribution.

“We see ourselves not as a middleman in the transaction, but as an enabler of growth,” says Nolan. “Distribution done differently isn’t a reaction; it’s who we are.”

He explains how the company is redefining what it means to be a modern distributor: one that sits inside the partner’s strategy, not outside it.

Nolan shares how Crayon has moved beyond logistics to become a true co-strategist for partners, embedding in their planning cycles, co-creating go-to-market strategies, and investing in innovation through its Cloud IQ Next Gen platform, ISV Innovation Hub, and AI Centre of Excellence.

From tackling licensing complexity and AI readiness to building trust and shared success, this conversation explores what “distribution done differently” really means, and why the future belongs to service-led, partnership-driven distributors who combine digital innovation with human relationships.

Tune in to hear how Crayon is helping partners grow smarter, faster, and stronger in the AI era.

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On the latest episode of the techpartner.news podcast, Brennan founder and managing director Dave Stevens shared detailed insights for small IT service provider owners navigating a wave of acquisition activity. Stevens explained what he and other industry leaders look for in potential acquisition targets, highlighting that culture plays a critical role—not in terms of perks like work-from-home policies, but in behaviours that directly impact customer relationships and long-term value. He emphasised that examining multiple examples of employee conduct, such as how staff respond to discount requests, reveals whether a company’s culture will align with Brennan’s standards.

Stevens also outlined Brennan’s approach to acquisitions, whether to expand geographically or broaden capabilities. For geographic growth, the focus is on companies with strong managed services, robust sales teams, and service delivery management. For capability expansion, Brennan seeks deep expertise in platforms where it lacks depth, such as AWS, ServiceNow, or Salesforce. Wrapping up, Stevens advised MSP owners preparing to sell to carefully consider their approach, cautioning against relying too heavily on brokers due to high fees and questionable benefits. For further insights, including advice on backend integration, automation, and Brennan’s own growth journey, listeners can tune in to the full podcast episode.

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Tim Niblett, recently appointed Head of Security Operations at The Missing Link, believes cybersecurity providers must now go beyond assurances and prove exactly what they are delivering. After five years leading managed security services at IBM Australia, he joined the local provider in early 2025, citing its flexibility and client-focused approach compared to the product lock-in he observed with larger operators.

Reflecting on his career since the late 1990s, Niblett noted how the role of cybersecurity providers has changed. In the past, clients were comfortable with a “black box” approach, assuming protections were in place without requiring detail. Today, boards and business leaders expect transparency, detailed reporting, and clear justification of costs, making accountability a core part of service delivery.

Just before the interview, The Missing Link had been acquired by Infosys, a move Niblett did not directly comment on but framed within the broader trend of industry consolidation. He stressed, however, that providers who can demonstrate specialist skills, diligence, and value will continue to thrive, regardless of size or ownership structure.

Despite the growing complexity of threats and shrinking timelines between their emergence and deployment, Niblett emphasised that cybersecurity fundamentals remain constant. Strong change management, patching, configuration, and preparation for the unknown continue to form the backbone of effective defence. For his full insights, listeners are encouraged to tune into the latest episode of the techpartner.news podcast.

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