The techpartner.news Podcast

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.See omnystudio.com/listener for privacy information.

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.See omnystudio.com/listener for privacy information.

Kat McCrabb founded Flame Tree Cyber in 2023 to serve Australia’s most demanding cybersecurity and compliance clients, including government agencies, critical infrastructure, and educational institutions. With over 15 years of experience—including roles in federal cybersecurity and as CISO for Brisbane Catholic Education—McCrabb set out to build a people-first company that could navigate complex legislative changes like the Privacy Act, Cyber Security Act, and the Security of Critical Infrastructure Act. She views these shifts not as obstacles but as opportunities for organisations to take a holistic approach to compliance and uplift their cyber maturity. Flame Tree Cyber’s strength lies in its ability to combine deep technical expertise with a flexible, collaborative approach. McCrabb’s firsthand experience in leadership roles gives her unique insight into the needs of CISOs, allowing her team to work as true partners in solving security challenges. Despite being a young company, Flame Tree Cyber is already proving its value by helping high-pressure clients adapt to rapid change and prepare for an uncertain future.See omnystudio.com/listener for privacy information.

Three years ago, OxygenIT cut 80 percent of its clients to become profitable. Founder Timothy Clarkson made the drastic move during COVID lockdowns after acquiring another business left the company financially strained despite NZ$4 million in revenue. Realising not all customers were aligned with his value-driven approach, he downsized to focus on those who appreciated his services. Clarkson shifted his mindset from engineering to sales, immersing himself in sales and marketing training. He also credits peer groups with helping him through the transition. His story is shared in detail on the latest episode of the techpartner.news podcast. His story is exactly the kind of transformation we’ll be exploring at Pipeline 2025, our Gold Coast conference for ambitious tech partners. If you’re looking to sharpen your sales focus, attract better-fit customers, and build a pipeline that delivers sustainable growth, don’t miss it. 🎧 Listen to the episode now – and join us at Pipeline to shape your next chapter.https://www.pipelineconference.com.au/  See omnystudio.com/listener for privacy information.