Channel partnerships are the secret weapon for tech companies looking to scale and dominate their markets, but most organizations are doing it completely wrong. In this eye-opening episode of ETMA Tech Talk, host Joe Basili sits down with Yvonne Patterson, Vice President of Channel Sales at Hyperion and ETMA board member, to reveal the insider strategies that separate successful channel programs from the failures.

Short description: Discover why potential partners are ghosting your tech stack and learn the practical strategies to build unstoppable channel partnerships that generate new revenue streams and keep competitors at bay.

Tune in inside: Channel strategy fundamentals, partnership monetization, mobility solutions, carrier relationships, TEM evolution to MTS, gap filling strategies, leadership buy-in requirements, emerging tech trends

Take away:

• Channel programs must be C-level driven from day one to avoid grassroots failures

• Successful partnerships focus on complementing existing strengths rather than competing

• The TEM industry has evolved into MTS (Managed Telecom Solutions) to reflect broader capabilities

• Mobility monetization requires understanding carrier processes and relationship building • Tour bus connectivity solutions showcase innovative B2B mobility applications

• Partnership success depends on mutual give-and-take relationships, not one-sided transactions

• Companies leaving money on the table by not exploring adjacent revenue streams through mobility

• Private 5G, AI, and satellite technologies represent the next wave of partnership opportunities

Chapters:

0:00 - Intro

0:45 - What Hyperion Specializes In

1:45 - Why Companies Need Help Monetizing Carrier Relationships

2:30 - Hyperion's Partnership Philosophy and Gap-Filling Strategy

5:45 - The Evolution from TEM to MTS (Managed Telecom Solutions)

11:00 - Building Successful Channel Strategy from the Top Down

12:20 - Innovative Tour Bus Connectivity Project

14:15 - Emerging Tech Trends: Private 5G, AI, and Satellite

15:30 - Business Goals and Mobility Focus

15:45 - Channel Partner Dating Profile: Red Flags vs Green Flags

17:30 - Personal Background and Career Journey

21:30 - Life Lessons and Success Principles

24:00 - Contact Information and Wrap-up

24:30 – Outro

Quote of the show: "Keep pushing those boundaries. Keep seeing where the wiggle room is. Keep asking for the next thing and keep pushing yourself to be better than you even think you're capable of."

Whether you're a VAR, MSP, distributor, or technology vendor looking to accelerate growth through strategic partnerships, this episode delivers actionable insights you won't find anywhere else. Yvonne shares real-world examples of how companies are leaving millions on the table by not properly structuring their channel strategies and reveals the specific steps to fix these costly mistakes.

From her 24 years at Sprint to revolutionizing Hyperion's channel program during COVID, Yvonne brings unmatched expertise in mobility solutions, carrier relationships, and partnership development. Learn how to identify untapped revenue opportunities, build lasting strategic alliances, and create competitive moats that protect your market position.

Don't forget to subscribe to ETMA Tech Talk for more insider strategies from industry leaders, hit the like button if this episode provided value, and share it with your network to help other tech professionals unlock their channel potential.

#channelstrategy #partnerships #mobility #telecom #MTS #TEM #carriersales #B2Bsales #techpodcast #ETMA #hyperion #channelpartners #mobilitymonetization #businessdevelopment #techleadership

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Join host Joe Basili as he sits down with David Rippner, CEO and founder of The Mobility Marketplace, for an eye-opening discussion about enterprise mobile device management strategies that could save your organization thousands of dollars. With over 16 years of experience building innovative solutions for buying and selling smartphones and tablets, David shares insider knowledge from his 15+ years working with major wireless carriers including AT&T, Sprint, Southwestern Bell, and Verizon.

Short description: Discover how enterprises can revolutionize their mobile device management approach while generating revenue through strategic buyback programs and proactive inventory management.

Tune in inside: Device replacement strategies, construction industry mobile needs, wireless carrier evolution, data security misconceptions, robotics in device processing, enterprise IT challenges, revenue generation through buybacks, proactive inventory management, telecommunications industry insights

Take away:

• Replace mobile devices every 2-3 years instead of waiting 4+ years to maximize resale value

• Understand that factory resets don't completely erase data - professional data wiping is essential for security compliance

• Consider proactive inventory management with spare devices to minimize productivity losses

• Calculate the true cost of employee downtime when devices fail in the field

• Leverage buyback programs to generate revenue and offset new device costs

• Partner with specialized companies for device management rather than handling everything in-house

• Focus on total cost of ownership including productivity losses, not just device purchase prices

Chapters:

00:00 - Intro

02:00 - David's Background and The Mobility Marketplace Overview

05:30 - Industry Evolution and Changing Carrier Models

08:45 - Enterprise Mobile Device Pain Points

12:15 - Security Misconceptions and Data Wiping Reality

15:20 - Revenue Generation Through Strategic Device Management

18:30 - Channel Partners and Market Approach

21:45 - Robotics Implementation and Objective Device Grading

24:10 - Industry State and Future Directions

27:20 - Personal Background and Entrepreneurial Origins

29:50 - Closing Thoughts and Contact Information

31:00 – Outro

Quote of the show: "You have a roofer out there making $40 an hour and they don't have way to communicate with the office, and they work an eight hour day, that's $320 of lost productivity."

Don't miss this valuable conversation that could transform how your organization approaches mobile device management. Subscribe to ETMA Tech Talk for more insights from industry leaders, hit the notification bell to stay updated on new episodes, and share this episode with your IT and procurement teams who need to hear these cost-saving strategies.

#MobileDeviceManagement #EnterpriseIT #DeviceBuyback #TelecomManagement #ITStrategy #MobilityMarketplace #DeviceSecurity #DataWiping #WirelessIndustry #EnterpriseMobility #ITCostOptimization #DeviceLifecycle #TechnologyPodcast #ETMATechTalk

Breaking Through Web Automation Barriers with AI-Powered Solutions

Tune in inside: Web automation challenges, AI integration strategies, no-code/low-code platforms, enterprise security compliance, RPA limitations, CloudFlare protection bypass, startup entrepreneurship, applied AI implementation

In this comprehensive episode of ETMA Tech Talk, host Joe Basili sits down with Weeldi co-founders Moe Arnaiz (CEO) and Mathieu Guilmineau (CTO) to explore the cutting-edge world of web automation and how their company is solving the most challenging problems that traditional RPA tools can't handle.

Weeldi has revolutionized web automation by focusing exclusively on the unique challenges of automating processes on vendor portals and SaaS applications. Unlike traditional RPA tools designed for stable desktop environments, Weeldi tackles the dynamic web landscape where sites are constantly updating, implementing new security measures, and deploying bot deterrence systems like CloudFlare and Akamai.

The conversation dives deep into why current AI agents aren't ready for mission-critical automation tasks, despite the hype surrounding agentic AI. Moe and Mathieu explain how hallucination issues make AI unreliable for sensitive operations like processing payments or downloading confidential data, where certainty is paramount.

Key takeaways from this episode:

• Why traditional RPA fails on modern websites and how web automation requires a fundamentally different approach
• The importance of building automation tools that think like humans rather than scripts
• How no-code and low-code platforms can empower business users to create their own automations
• The reality behind AI automation claims versus practical implementation
• Why focusing on narrow, deep expertise trumps broad, shallow solutions
• The critical importance of security compliance in automation (PCI compliance, SOC 2 Type 2)
• How AI is actually being used effectively in web automation today
• The entrepreneurial journey from idea to successful exit and starting again

Chapters:

00:00 Introduction to Web Automation Challenges

05:30 Why Current AI Agents Aren't Ready for Production

12:45 Weeldi's Approach to Web Automation

18:20 No-Code vs Low-Code Automation Platforms

25:15 Real-World Success Stories and Implementation

32:40 Security and Compliance in Automation

38:10 Applied AI: Reality vs Hype

44:25 Market Challenges and Opportunities

50:30 Entrepreneurial Insights and Personal Philosophy

56:45 Future of Web Automation and AI Integration

Quote of the show:

"Everybody's process is great until they try to automate it, and then you find out how good it really is."

The discussion reveals how AI is creating both opportunities and challenges in web automation. As AI bots increasingly scan websites for data, more sites are implementing protective measures that inadvertently block legitimate business automation. Weeldi's solution focuses on making automations appear human-like while maintaining the reliability enterprises demand.

Moe and Mathieu share their unique perspective on building a bootstrapped, profitable company in an era of venture-funded growth. Their philosophy of staying close to customers and solving real problems rather than chasing trends provides valuable insights for entrepreneurs and technology leaders.

Whether you're struggling with manual processes, evaluating automation solutions, or curious about the intersection of AI and enterprise software, this episode provides practical insights and real-world examples of what works in today's complex digital landscape.

Don't forget to subscribe to ETMA Tech Talk for more deep dives into enterprise technology trends and follow us for the latest episodes covering automation, AI, and digital transformation strategies.

#webautomation #AI #RPA #nocode #lowcode #enterprisesoftware #digitaltransformation #automation #SaaS #cloudflare #startup #entrepreneur #Weeldi #PCI #compliance #agentic #chatgpt #businessprocess #techpodcast

Join host Joe Basili as he explores purpose-built Android devices with Social Mobile experts Travis Simpson (Director of Channel Development) and Janelle DeGregorio (Director of Enterprise Solutions). This 42-minute episode reveals how custom enterprise-grade devices are transforming industries from healthcare to corrections facilities.

Discover how Social Mobile revolutionizes enterprise mobility by moving away from expensive consumer devices (Samsung/Apple) to purpose-built Android solutions offering 60-70% cost savings with superior functionality for specific business use cases. Learn critical differences between enterprise-grade and consumer devices, where enterprise solutions prioritize locked-down functionality, extended lifecycle support (3-5 years), and customizable features.

Key Case Study: The groundbreaking corrections-grade tablet for Securus Technologies features advanced security with tamper detection, electrical tape sensors, and Bluetooth tracking that functions even when powered off, exemplifying Social Mobile's collaborative approach to complex enterprise challenges.

Travis and Janelle discuss emerging trends in enterprise mobility, particularly wearable technology adoption beyond health tracking as strategic tools for operational challenges. They address enterprise pain points including annual device re-evaluation burden, international deployment complexities, and software update management for mission-critical applications.

Industry analysis reveals manufacturing and textile industries' resistance to new technology despite competitive advantages. Guests share strategies for overcoming barriers, emphasizing relationship-building and proper listening as fundamental to enterprise technology sales.

The discussion covers AI implementation in enterprise environments, regulatory challenges (HIPAA/OSHA compliance), and personal career insights about embracing change and calculated risks.

Chapters:

00:00 - Social Mobile's Focus Areas

05:30 - Enterprise vs Consumer Devices

12:00 - Securus Corrections Tablet Case Study

18:00 - Wearables and IoT Trends

24:00 - Industry Adoption Challenges

30:00 - Personal Career Journeys

36:00 - AI and Technology Trends

40:00 - Contact Information

Key Takeaways:

• Enterprise devices focus on specific use cases over flashy features

• 60-70% cost savings vs Samsung/Apple with 3-5 year lifecycle

• Software update scheduling critical for healthcare applications

• Wearables represent next enterprise mobility frontier

• Manufacturing/textile industries lag in adoption

• AI requires careful regulatory compliance consideration

• Custom development needs extensive listening and collaboration

• Change management drives career growth

Quote: "We all know that what we do is 90% relationships and being able to get in front of the right people and to listen properly." - Travis Simpson

Subscribe to ETMA Tech Talk for enterprise technology insights! Like and share this episode about purpose-built devices. Visit social-mobile.com for enterprise-grade device information.

#EnterpriseMobility #AndroidDevices #HealthcareTech #Wearables #IoT #TechPodcast #SocialMobile #CustomDevices #AI #ChannelPartners

Welcome to ETMA Tech Talk, the premier podcast delivering insider perspectives on technologies and strategies reshaping modern business. Hosted by industry experts, this dynamic series features exclusive conversations with visionary Presidents, Founders, CIOs, IT strategists, and pioneering leaders who turn complex tech challenges into competitive advantages. Each episode uncovers real-world frameworks, bold leadership stories, and transformative forces shaping the future of technology management.

In today's rapidly evolving digital landscape, successful enterprises don't just adopt technology—they master it strategically. ETMA Tech Talk showcases how top leaders navigate digital transformation, optimize FinOps, implement AI and automation, and establish governance frameworks that drive measurable business outcomes. Our guests share the insights, tools, and strategies that have powered their success.

Our podcast is designed for forward-thinking executives and technology leaders who want to master digital transformation, optimize technology investments, harness AI and automation, build resilient tech organizations, navigate governance and compliance, and drive sustainable innovation.

Every episode is a masterclass in strategic technology leadership. Our diverse roster includes executives from ETMA member companies, systems integrators, platform providers, analysts from firms like Gartner and Forrester, and specialists in ESG, ITIL, and FinOps.

Featured Topics Include: Strategic technology leadership, AI as transformation catalyst, scaling disruptive innovations, cybersecurity in a decentralized world, future tech workforce development, sustainable IT revolution, digital transformation success stories, and emerging technology impact from quantum computing to automation.

Personal Leadership Insights: Career journeys of technology leaders, decision-making frameworks for uncertainty, overcoming challenges and setbacks, building high-performance teams, and mental fitness for high-pressure environments.

• Enterprise Technology Executives from ETMA member companies
• Systems Integrators and MSPs enabling automation and integration
• Innovation and Strategy Leaders driving solutions and go-to-market initiatives
• Industry Analysts providing market insights and benchmarks
• ESG, ITIL, and FinOps Specialists advancing sustainability and efficiency
• Change Management and Cybersecurity Experts
• Influential Tech Voices and Digital Advocates

Whether you're a C-suite executive navigating digital transformation, an IT strategist implementing next-generation solutions, or an entrepreneur scaling technology ventures, ETMA Tech Talk delivers the insights and frameworks you need to turn technology challenges into strategic breakthroughs.