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Beyond Distribution with GTDC

Global Technology Distribution Council

This podcast series focuses on insightful one-to-one conversations between Frank Vitagliano, CEO of the Global Technology Distribution Council (GTDC) and respected thought leaders from the IT community. From executives of the world’s leading tech distributors and tech vendors to esteemed analysts, researchers and other astute professionals, guests share their unique perspectives on trends and activities in the channel in a non-promotional and unbiased format.

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#78
September 16 · 28 min
Turning AI Ambition into Channel Execution: Insightful Conversation with Plugable’s Lynn Smurthwaite-Murphy
In episode 78 of Beyond Distribution, host Frank Vitagliano speaks with Lynn Smurthwaite-Murphy, CEO of Plugable, about why AI should be treated as a business transformation—not just another technology deployment. Drawing on her experience across the channel, distribution and vendor communities, she explains why organizations must have executive ownership, as well as clear outcomes, governance and communications to create measurable value from their AI investments. Smurthwaite-Murphy also shares the AI journey for her company as they began adopting the technologies out of necessity. What led the organization to begin using these solutions as part of their long-term vision? How did grassroots experimentation and practical use cases boost productivity and drive other positive outcomes? This conversation explores those questions and highlights the rise of local and hybrid AI models. They also take a “deep dive” into channel opportunities, with emphasis on business consultation over a more technology-driven approach. The channel has become a transformative machine with AI following many of the same principles as other innovations — only faster and broader. Check out the complete conversation in this insightful new episode.
#77
August 26 · 30 min
AI Is Rewriting Channel Leadership Opportunities: An Insightful Conversation with Julie Simpson of ResourceiT Consulting and Jacquie Rives of The Channel Company
In this episode of Beyond Distribution, guest host Kavita May of GTDC is joined by Julie Simpson, Founder and CEO of ResourceiT Consulting, and Jacquie Rives, Senior Director, Women of the Channel Community & Programs at The Channel Company, for a timely conversation on how artificial intelligence is reshaping leadership, opportunity and inclusion. This conversation is a preview of a key topic of the upcoming Women of the Channel Europe event. The group explores the opportunities and threats associated with AI and the increasing value of human-centered leadership skills such as judgment, empathy, communication, and adaptability, as well as why women need equal access to AI tools, training, mentorship and high-visibility projects. Julie and Jacquie also share practical perspectives on responsible AI adoption. How do prompting and questioning AI outputs factor into the equation? What are the risks of bias and misuse? Which new leadership paths (i.e., customer insight, automation, community engagement, ecosystem orchestration, partner enablement) offer the most promise? Their messages are clear: organizations that benefit most from AI will be those that combine innovative technology with diverse perspectives, inclusive leadership and a commitment to helping women lead from the start—not just participate after the fact. Hear why and gain other valuable insights on this important topic in episode 77 of Beyond Distribution with GTDC.
#76
August 5 · 33 min
Distribution as the Glue of the IT Ecosystem: A Conversation with Channelnomics’ Larry Walsh
In episode #76 of Beyond Distribution with GTDC, host Frank Vitagliano welcomes back Larry Walsh, CEO and Chief Analyst at Channelnomics, for a timely discussion on the evolving role of distribution and its growing importance in the IT ecosystem. The conversation explores key findings from the latest research from GTDC and Channelnomics examining how technology innovation, shifting customer expectations and rapid market change are reshaping the responsibilities of vendors, solution providers and distributors. Walsh explains why customers increasingly need guidance, orchestration and business outcome support—not just access to new technologies. The duo also discusses the widening capability gaps between customer priorities and what vendors can deliver without collaboration partners, especially with AI, cybersecurity, cloud and digital platforms accelerating demand for more integrated solutions. How can distributors help bridge those gaps? Why value opportunities do distribution provide today’s channel vendors? What role will distributors play as hyperscalers and marketplaces continue to gain traction? Listen in to this episode of Beyond Distribution with GTDC for those answers and more insight on why distribution remains a vital aggregation point—and the connective tissue holding the modern IT ecosystem together.
#75
July 15 · 31 min
Distribution’s Next Act: AI, Cybersecurity and the Reinvention of Channel Value with David Grant of Westcon-Comstor
In this milestone 75th episode of Beyond Distribution with GTDC, host Frank Vitagliano welcomes back David Grant, CEO of Westcon-Comstor, for a timely discussion on the evolving role of distribution in a rapidly changing technology ecosystem. Grant shares his perspective on his company’s continued transformation, including its shift toward software, lifecycle selling and services-led growth. He also discusses the significance of a recent investment in the company and how that added financial firepower will affect the distributor’s strategic initiatives. Their conversation also explores several major forces reshaping the channel, including the rise of AI projects moving from pilots into production, expanding cybersecurity needs, infrastructure refresh cycles, data sovereignty concerns and growing demand for cloud and data readiness services. Grant explains why these trends are creating what he calls a “real purple patch for distribution”—one he believes will not be short-lived, but instead represents a new normal for How will hyperscaler relationships with distributors impact the channel? What effect do they expect cloud marketplaces and digital platforms to have on vendors’ GTM strategies. Listen in for answers to those questions as well as insight on why distribution is uniquely capable of orchestrating and accelerating partner success.
#74
June 24 · 31 min
Forecasting the Future of IT Distribution with CONTEXT’s Anthony Frot
In episode #74 of Beyond Distribution with GTDC, host Frank Vitagliano welcomes Anthony Frot, Research Director at CONTEXT, for a timely conversation on the market intelligence. The conversation explores several channel GTM topics, including forecasting methodologies and country-level insights that help distributors, vendors and their partners understand the latest trends, opportunities and concerns in the fast-moving IT ecosystem. Frot also provides perspective on CONTEXT’s long-standing partnership with GTDC and explains how the organization collects, cleans and analyzes point-of-sale data from a number of sources to deliver a more consistent view of channel performance. CONTEXT continues to expand coverage beyond Europe into Asia Pacific and other parts of the globe while emphasizing the importance of localized market intelligence to the IT community. How are distributors, vendors and analysts collaborating to improve forecast accuracy? What do current market signals suggest for the second half of 2026? Why is country-level insight so important in understanding broader regional and global distribution trends? Check out this episode of Beyond Distribution with GTDC for those answers, as well as insights on the data, collaboration and market intelligence shaping the future of technology.
#73
June 3 · 27 min
Frontier Partners Are Driving the Next Channel Transformation: A Conversation with Futurum’s Tiffani Bova
In episode 73 of Beyond Distribution with GTDC, Frank Vitagliano sits down with Tiffani Bova, Chief Strategy and Research Officer at Futurum for a timely conversation on how AI is reshaping the channel. Recorded live from the main stage at GTDC Summit North America, this face-to-face discussion addressed some of the biggest challenges and opportunities facing the IT industry today, including how suppliers should be preparing to offer greater support to the new agentic-first partners. Drawing on decades of experience spanning Gartner, Salesforce, and now Futurum, Bova shares her perspective on why the industry is moving from integration to intelligence—and why that shift is forcing distributors, vendors, and solution providers to rethink the ecosystem of the future. She introduces the concept of the “frontier partner,” a new breed of partners that will be built for AI-led transformations and explains why these organizations may be as disruptive as their born-in-the-cloud predecessors a couple of decades ago. What skills will Frontier partners possess? How will these organizations operate, and why will access to clean, actionable data be the single biggest competitive advantage in the AI era? Listen in to this episode’s conversation for answers to those questions and more insight on the future of the IT ecosystem.
#72
May 13 · 35 min
View from the Top: EMEA Distribution Leaders Highlight Generational Transformation
Recorded live at the April GTDC Summit EMEA, episode CEO Frank Vitagliano moderated a lively and informative conversation with top executives from the European distribution community. Each leader offered unique perspectives on the evolution of the channel, the shift from hardware- and software-led businesses to cloud subscription models, and the platform investments required for partners and vendors to succeed in an expanding IT ecosystem. The discussion also explored why adaptation has become a core competency for distributors. What will it take for vendors to be digitally ready to keep pace with faster transactions and business change? How is AI reshaping the technology landscape (especially cybersecurity) as the channel demands increasing levels of orchestration? This episode of Beyond Distribution with GTDC provides answers to those questions and hits on a number of other critical industry topics. Panelists included Nick Bannister, President ECS EMEA, Arrow; Miriam Murphy, President, Europe, TD SYNNEX; Jesper Trolle, CEO, Exclusive Networks; and Matthew Sanderson, EVP and President, EMEA, Ingram Micro. Check out more key takeaways from this year’s event in the 2026 GTDC Summit EMEA event recap.
#71
April 22 · 29 min
AI, Data Intelligence and the Evolving Role of Distribution: Insights from HP’s Sven Rathjen
In episode 71 of GTDC Beyond Distribution, recorded live at the 2026 GTDC North America Summit, Sven Rathjen, Vice President of Global Strategic Channel Partners at HP, joins host Frank Vitagliano for a wide‑ranging discussion on the evolution of IT distribution and the accelerating impact of AI on the channel. Rathjen shares his career journey from distribution into the vendor ecosystem and explains why a deep understanding of distribution remains foundational to running a successful channel organization. He explores how distributors have evolved from logistics and fulfillment engines into digital platform providers—delivering AI‑enabled insights, subscription and consumption models, and scalable partner enablement. The conversation also dives into HP’s Amplify platform, AI training initiatives and data‑driven go‑to‑market strategies. How has partner adoption of these technologies advanced? What are the ROI considerations for AI? How will artificial intelligence reshape how the distributors and vendors engage with channel partners and their customers? Check out this must‑listen episode for those answers and more.
#70
April 1 · 31 min
Navigating Volatility and Opportunities in Europe: Economic Insights from Emily Mansfield of the EIU
In Episode #70 of the Beyond Distribution with GTDC Podcast, host Frank Vitagliano welcomes back Emily Mansfield, Regional Director for Europe at the Economist Intelligence Unit (EIU), for a timely conversation on what today’s heightened geopolitical volatility means for the global economy—and for firms trying to plan and invest amid constant disruption.  The renowned economist breaks down the dynamics of the recent conflicts and political policy changes, including tariffs, as well as their effects on pricing, inflation expectations and business growth outlooks. She also shares why scenario planning is essential right now, outlining a range of potential timelines and outcomes that business leaders should be actively stress-testing. The discussion also looks beyond the headlines to the forces shaping the next phase of growth—from Europe’s investment tailwinds (including infrastructure, digital modernization and rising defense outlays) to the lingering trade uncertainties and the macro importance of the AI capex boom. Tune into this episode for more practical takeaways and a preview of the upcoming GTDC Summit EMEA event in the Netherlands.  For more information on global market trends, check out the latest articles, research and resources on the GTDC Knowledge Hub.          
#69
March 11 · 42 min
Summit NA View from the Top: Distribution Executives Discuss Digital Platforms AI, and the Channel’s Future
Episode #69 was recorded live during the February GTDC Summit North America event, with CEO Frank Vitagliano moderating a wide-ranging discussion with three of the most influential leaders in North American IT distribution: Eric Nowak, President of Global Enterprise Computing at Arrow Electronics; Paul Bay, CEO of Ingram Micro; and Patrick Zammit, CEO of TD SYNNEX. These distributors collectively drive more than $120 billion in annual IT sales, and their executives provided a unique, top-down perspective on the state and future of the channel in this session. The main part of the conversation focused on how distribution has evolved from a traditional intermediary role into a platform-driven orchestrator of complex cloud and AI ecosystems. They dove into a variety of topics, from their massive investments in digital platforms and automation of low-value transactional work to lifecycle management of cloud and AI subscriptions. The conversation also highlighted the potential of strong hyperscaler relationships—moving from a perceived disintermediation threat to a powerful partnership opportunity that could enable scale, private offers and new revenue models across the channel. How will AI adoption acceleration impact their businesses, as well as their partners? What impact will digital platforms have on the vendor and solution provider communities? Get the complete “view from the top” in this episode of Beyond Distribution with GTDC.
#68
February 18 · 27 min
Orchestrating the Agentic Future: A Conversation with IDC’s Sandra Ng
In episode 68 of Beyond Distribution with GTDC, Sandra Ng—IDC’s Senior Vice President of Research based in Singapore—joins host Frank Vitagliano to map the 2026 priorities reshaping enterprise technology and the IT channel. She explains why composite AI is moving from concept to necessity, with organizations blending generative, predictive, prescriptive and agentic approaches to deliver explainable, reliable business outcomes. Ng highlights the rise of “agent economics” and the human–AI matrix, which urges leaders to rethink value, productivity and accountability frameworks as autonomous agents take on more tasks. She mentions big barriers like governance, culture, and talent that could slow adoption in APJ and other fast-growing technology regions, and stresses urgency in developing applied (not just technical) skills. How will AI accelerate cloud modernization? What could implementation of these technologies mean to data residency, latency and resilience requirements? This episode provides answers to those questions and covers other topics of great relevance to the APJ technology community.
#67
January 28 · 33 min
The Tailwind of Technology Drives Economic Growth: An Informative Discussion with EIU’s Constance Hunter
Technology—especially AI—is seen as a major force supporting global growth and driving productivity gains across all business sectors, including healthcare and biotech, suggests Constance Hunter, Chief Analyst for the Economist Intelligence Unit (EIU). In episode 67 of Beyond Distribution with GTDC, the esteemed economist joins host Frank Vitagliano for a comprehensive discussion on the current state of the U.S. and global economies and factors that could affect conditions in the future. Hunter explains how trade liberalization is progressing in many regions in response to U.S. tariff policies and also describes how policy shifts are influencing inflation, demand and business pricing decisions. What are the broader effects of geopolitical conflicts? How could energy market constraints and environmental and governance factors impact long-term economic stability? Hunter and Vitagliano address those questions and discuss other economic-related topics in this episode of Beyond Distribution with GTDC. For more information on global market trends, check out the latest articles, research and resources on the GTDC Knowledge Hub.
#66
January 7 · 31 min
Maximizing Channel Impact: A Conversation with Jen Waltz from Imajenative
In episode 66 of Beyond Distribution with GTDC, Jen Waltz, CEO & CISO of Imajenative joins host Frank Vitagliano and GTDC SVP of Operations Kavita May for a wide‑ranging conversation on channel orchestration, partner enablement, and leadership. Waltz emphasizes the increasing importance of strong cybersecurity disciplines today as the business community sits at the intersection of digital transformation, artificial intelligence and emerging technologies. ( The group also discuss the value of taking purpose‑driven approach when building channel programs: empowering vendors, distributors and partners to win in today’s complex, compliance‑heavy landscape. Orchestration, strategic alignment, and regulatory support spanning frameworks like NIST, CMMC, and Zero Trust are essential to success in the IT industry today. What type of leadership is needed to ensure more positive outcomes? How can mentoring women and other underrepresented members of the IT community drive better corporate performance? Check out this engaging episode for those answers (and more). Engage with like-minded channel executives and learn about the latest IT ecosystem trend. Register today to attend GTDC Summit North America 2026, February 18-19 at the Seabird Resort in Oceanside, California!
#65
Dec 17, 2025 · 46 min
View From the Top: APJ Distribution Executives Discuss the IT Ecosystem of the Future
Home to three of the top five global economies, the APJ region represents a massive consumer and business base and a diverse portfolio of economies. That situation creates a resilient environment for the IT industry, which was a central theme of the distribution executive panel discussion during the GTDC Summit APJ in Singapore. Moderated by GTDC CEO Frank Vitagliano, the group shared their insight on technology trends and market consolidation and looked to the future of distribution. What impact will AI have on the APJ business community and IT industry? How are digital platforms and hyperscalers affecting the channel? Check out episode #65 of Beyond Distribution with GTDC for answers to those questions and for more high-level insight from panelists:    Jaideep Malhotra, President, Asia Pacific & Japan, TD SYNNEX Luis Lourenco, SVP & Chief Executive ASEAN & Hong Kong, Ingram Micro V.S. Hariharan, Managing Director and Group CEO, Redington Limited Patrick Aaronson, Chief Marketing Officer & Head of APAC, Westcon.     If you missed this year’s event, consider attending GTDC Summit North America 2026, February 18-19 at the Seabird Resort in Oceanside, California!
#64
Nov 26, 2025 · 32 min
The Future of IT Sustainability and Product Design: A Conversation with Lenovo’s Virginie Le Barbu
Sustainability is more than a global initiative or industry talking point; it has become an important business strategy that is driving thought leadership across the IT industry, according to Virginie Le Barbu, Global Sustainability Director, International Markets for Lenovo. In episode 64 of Beyond Distribution with GTDC, she shares her experiences and insight on this critical topic with host Frank Vitagliano and special guest co-host GTDC Sustainability Project Leader Dominique Deklerck. Their conversation covered Lenovo’s new sustainability initiatives, the role of AI in driving innovation in the circular economy and collaboration opportunities across the channel. Le Barbu also shares the challenges and future of eco-friendly product design. How can the community accelerate sustainability transformation across the channel? What challenges and opportunities do channel companies face balancing AI innovation with responsible energy use? Le Barbu, Vitagliano and Deklerck address those questions and discuss inflation’s impact on Asia Pacific in this episode of Beyond Distribution with GTDC. For more information on global market trends, check out the latest articles, research and resources on the GTDC Knowledge Hub.    
#63
Nov 5, 2025 · 29 min
Unexpected Resilience in the Global Economic Landscape: A Discussion with EIU’s Alex Holmes
Despite pessimism across worldwide financial community and underlying job and consumer confidence concerns, technology investments remain strong, suggests Alex Holmes, Regional Director of Asia Pacific for Economist Intelligence Unit (EIU). He also offers his insight on the business environment and technology industry in APJ with host Frank Vitagliano in episode 63 of Beyond Distribution with GTDC. Could a temporary surge in Asian exports with companies front-loading orders to avoid tariffs be influencing the strong numbers? What place does humility have in economic forecasting? How have export-oriented nations benefited from increased demand and how will tariffs affect their economies in the future? Holmes addresses those questions and discusses inflation’s impact on Asia Pacific with Frank in this episode of Beyond Distribution with GTDC. For more information on global market trends, check out the latest articles, research and resources on the GTDC Knowledge Hub.    
#62
Oct 15, 2025 · 34 min
Scaling AI Models from Pilot to Production: A Conversation with Dataiku’s David Tharp
Despite significant advances, AI adoption is still in its infancy, and collaboration between systems integrators, VARs, vendors and distributors will play a vital role in advancing these revolutionary solutions. David Tharp, SVP of Ecosystems and Alliances for Dataiku shares his thoughts on this timely topic while highlighting channel opportunities for these technologies with host Frank Vitagliano in episode 62 of Beyond Distribution with GTDC. What will distributors orchestrate and help deploy AI technologies? How critical is collaboration between companies like Dataiku, vendors and major system integrators like Accenture and Deloitte? As the AI market evolves rapidly, how will IT and business professionals learn and adapt to get the most from these solutions? Get the answers to those questions and more in this episode of Beyond Distribution with GTDC. For more discussions on AI and other innovations, check out the latest articles, research and resources on the GTDC Knowledge Hub.
#61
Sep 24, 2025 · 40 min
Creating a Bridge Between Possibility and Reality: A Conversation with the Redington Group’s V.S. Hariharan
Unlocking growth, access, efficiency and trust for the vendor and provider community should be part of the distribution journey, suggests V.S. Hariharan, Managing Director and Group CEO of the Redington Group. As an IT leader in APJ and META, he believes distributors must provide value beyond boxes, logistics and credit, and provide lot of other things in today’s business environment. Hariharan shares his thoughts on those topics and more with host Frank Vitagliano in episode 61 of Beyond Distribution with GTDC. What role will distributors play in the deployment of AI technologies? Which technologies are gaining traction in META and APJ? How are currency fluctuations, inflation and high interest rates impacting these regions? This episode of Beyond Distribution with GTDC covers those topics, explores some of the strongest technology growth opportunities and points out significant gains in the push for greater sustainability.
#60
Sep 3, 2025 · 40 min
From Channel Chief to CRO, Distribution Remains a Top Priority: A Discussion with Ken Marks
After serving in a channel chief role for several prominent companies over the years, Ken Marks, former CRO of Cynomi, (this episode was recorded prior to his departure) validates a philosophy he’s held for many years: top-down support is critical to channel success. He shares his thoughts on his new role, C-suite buy in with an indirect GTM and cybersecurity with host Frank Vitagliano in episode 60 of Beyond Distribution with GTDC. How does Marks leverage distribution to scale sales and solution adoption in the IT community? Which routes to market could serve as coverage and support models for his business? Check out this episode of Beyond Distribution with GTDC for the answers and an insightful conversation on cybersecurity, AI and distribution. What trends will have the biggest impact on IT vendors? Download a free copy of new GTDC Tech Distribution 2030 report today to find out! 
#59
Aug 13, 2025 · 28 min
Empowering Channel Excellence: A Conversation with Reyna Thompson and Jessica McDowell from TD SYNNEX
From cloud procurement and enablement to managing relationships with hyperscalers, distributors have become masters of the digital realm for their vendor and solution provider partners. In episode 59 of the Beyond Distribution with GTDC podcast, TD SYNNEX executives Reyna Thompson, President of North America, and Jessica McDowell, Senior Vice President, North America Marketing & Digital Customer Success share insight on that critical topic with host Frank Vitagliano. The trio discuss the tools and programs that enable the channel today, including the latest digital platforms. How can distributors help their vendor and solution provider partners overcome the complexities of innovation? Which investments will ensure end-users enjoy more successful and secure technology journeys? Get the answers to those questions (and more) in this episode of Beyond Distribution with GTDC. Then download a free copy of the new GTDC Tech Distribution 2030 report to see what comes next.

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