The Channel Zone Podcast

About The Channel Zone Podcast

Your IT eco-system podcast. In this series we explore the relationships, the objectives, the responsibilities, the conflicts, the challenges, the opportunities and the future of the IT eco-system and the channel. Guests are all specialist experts in their respective roles. The show, now entering its fifth season, is hosted by IT industry veteran and independent commentator Mark Edwards.

Publisher

The Channel Zone

Category

business · news · technology

Language

en

Explicit

No

First episode

26 Feb 2024

Latest episode

4 Nov 2026

Latest episodes

51 episodes in the feed.

1. 

   4 Nov 2026

   The Channel Zone Podcast - #5-003 with Tim Mercer of CloudWize & Levelled

   What does it take to leave a secure corporate career, build a technology business from the ground up and ultimately sell it?In this episode of The Channel Zone Podcast, Mark Edwards speaks with Tim Mercer, Chief Commercial Officer at CloudWize and former CEO and co-founder of Vapour Cloud.Tim traces his journey from joining the British Army at 16 to developing his sales career at Telewest and Virgin Media. After being told he was “too spiky” to progress further up the corporate ladder, he decided to create his own opportunity.He explains what followed: raising investment, learning the less glamorous realities of running a company and surrounding himself with people whose strengths complemented his own. Tim also reveals why Vapour Cloud moved from direct sales to a channel-first model—and how earning the trust of partners became central to the company’s growth.The conversation explores the impact of COVID, the sale of Vapour Cloud and what drew Tim back into the industry at CloudWize and Levelled. See www.cloudwize.com and www.levelled.com Tim and Mark also discuss the practical application of AI. Rather than beginning with enormous transformation programmes, Tim argues that businesses should automate manageable processes, demonstrate value and build from there.Finally, they consider why human relationships will remain essential in technology sales, even as AI assumes more of the administrative workload.A candid conversation about entrepreneurship, investment, partnerships, AI and the enduring commercial value of trust.

2. 

   28 Oct 2026

   The Channel Zone Podcast - #5-002 with Charlotte Shone of Cyera

   Cybersecurity has travelled a long way—from antivirus software sold on USB sticks to protecting what people, machines and AI agents can see and do with an organisation’s data.In this episode of The Channel Zone Podcast, Mark Edwards is joined by Charlotte Shone, Director of Channel and Alliances at Cyera.Charlotte explains how an English Literature graduate found her way into cybersecurity sales, secured an early breakthrough with QVC and built a career spanning Panda Security, Kaspersky, Symantec, Netskope, Forescout and Island.Today, she is helping to build the channel at Cyera—one of cybersecurity’s fastest-growing companies—in an environment she describes as moving at “1,000 miles per hour”. Charlotte discusses the discipline required to make rapid decisions while the organisation, its technology and customer demand are all developing simultaneously.The conversation explores Cyera’s intentionally partner-led strategy, why selecting the right partners matters more than recruiting large numbers, and how cloud marketplaces should complement rather than replace resellers, service providers, distributors and GSIs.Charlotte also reveals how she uses AI as something resembling a chief of staff—supporting research, preparation, reporting and decision-making. However, she remains clear that AI cannot replace the trust, credibility and human judgement at the heart of successful selling.Finally, Charlotte reflects on storytelling, leadership and balancing a demanding international career with raising two young children.A thoughtful conversation about cybersecurity, partnerships, AI and the distinctly human capabilities that remain essential in a rapidly accelerating industry.

3. 

   21 Oct 2026

   The Channel Zone Podcast - #5-001 with Emma Westland of Zoom

   Most people know Zoom as the virtual meeting platform that helped keep the world connected during lockdown. But today, that represents only one part of a much broader story. In this episode of The Channel Zone Podcast, Mark Edwards is joined by Emma Westland, Head of Channel for UK and Ireland at Zoom. Emma explains how Zoom has evolved into an AI-first work platform, bringing meetings, cloud telephony, team messaging, productivity tools and omnichannel customer experience together within Zoom Workplace. They explore how AI is already being used across the platform to summarise meetings, prepare follow-up communications, update business systems and help contact-centre agents determine the next best action. Emma also looks further ahead, predicting the emergence of AI as a digital colleague—one that understands our work, attends meetings, prepares briefings and even handles initial customer conversations. The channel is central to Zoom’s growth strategy. Emma describes how partner feedback has led to faster self-service quoting, simplified pricing and the new points-based Zoom Up partner programme. She also explains why Zoom’s new UK data-centre infrastructure is opening important opportunities in public-sector and regulated markets. The conversation coincides with Zoomtopia, Zoom’s flagship annual event, where new products, innovations and future plans are shared with its worldwide community. From Emma’s entrepreneurial beginnings as a 14-year-old window cleaner to the future of AI-powered collaboration, this is a lively conversation about communication, partnership and Zoom’s evolution beyond meetings.

Who has been a guest on The Channel Zone Podcast

Names identified in recent episode analyses. Showing up to five guests.

• Roy Ferrari
• Mark Shephard
• Al Stephens

Reach and audience

Public platform figures. Ratings count people who left a rating, not total listeners.

Spotify

5.0 / 5

1 ratings

Podcast Authority Score: 16 / 100

A composite of feed quality, social presence, YouTube performance and engagement. Read the methodology.

Quality

20

Social presence

0

YouTube

0

Engagement

32

Contact The Channel Zone Podcast

Guest appearances

Does not typically book guests

Based on episode analysis; this does not confirm that the show is currently accepting guests.