In this episode of The Channel Zone Podcast, Mark Edwards is joined by Marcus Davidson, Principal Revenue Enablement Manager at Mimecast, for a wide-ranging conversation on what great enablement really looks like—today, and in any era.

Marcus unpacks why he prefers the term “talent enablement” (toolset, skillset, mindset) and shares the core idea that selling is less about “selling” and more about helping customers make better buying decisions. They dive into the Command of the Message framework—before state, consequences of staying put, future state, benefits, then (only then) the solution—plus the discipline it takes to avoid “opening the back of the truck” too early.

The conversation also explores the psychology of confidence, how small shifts in language can change buyer perception, why coaching is hard to scale but too valuable to ignore, and how AI is becoming a core competency—not to replace fundamentals, but to support research, analysis, and communication. Finally, they discuss why in-person presence still matters for high-value deals, and how lockdown shaped confidence and connection, particularly for young new starters entering the workforce.

A smart, practical, and surprisingly human episode about messaging, mindset, and the future of sales performance.

Work From Home Is Killing Opportunity (Return to Customers)

In this episode of The Channel Zone Podcast, Mark Edwards is joined by Mark Sumner, CEO of Robertson Sumner and host of the Channel Chat podcast, to unpack how podcasting, community, and in-person relationships are shaping the UK channel.

Mark shares the candid story behind Channel Chat — launched in 2019 as a business development tool, then accelerated dramatically during lockdown into a major industry platform. The conversation explores why Mark believes “return to office” is less important than “return to customers,” and how proximity to people and conversations creates opportunity that remote working often misses.

They also dig into the UK tech job market: recent turbulence and leadership churn, the rise of private equity investment in services-led MSPs, and the pressure on businesses overly reliant on hardware and renewals. On hiring, Mark outlines the traits he sees in top sales performers — from growth mindset and communication to discipline — and highlights a newer expectation showing up in job specs: real AI adoption and an AI-first mentality.

The episode closes with a look at why live events work in the channel — bringing competitors and partners into the same room to spark collaboration — plus a memorable nod to corporate hospitality and what makes in-person experiences stick.

In this episode of The Channel Zone Podcast, Mark Edwards is joined by Ed Renwick, Head of Strategic Service Provider Acquisition at Acronis—an experienced sales and partner leader whose career spans Oracle, Virgin Media, Exponential-e, and more.

Mark and Ed reconnect (with a bit of humour to kick things off, including the origin story of Ed’s beard) before getting into what really matters: how partner acquisition compares to new business sales, and why relationship-first selling still wins. Ed shares the simple commercial lens he uses in every conversation—revenue growth, cost avoidance, and cost reduction—and explains why product should come last, not first.

The discussion then turns to the role of in-person events in building real partnerships. Ed breaks down the difference between big, transactional exhibitions and smaller, “boutique” experiences that create trust and long-term alignment—complete with stories from Acronis partner events across Europe.

They also explore the post-COVID shift in sales culture: why face-to-face has come roaring back, what’s been lost for early-career sellers who started “virtual-first,” and how leaders are trying to rebuild momentum in the field.

To finish, Ed shares his grounded view on AI in cybersecurity—where it genuinely helps (automation, admin, efficiency) and where it shouldn’t be allowed to go (unchecked decision-making)—before picking his most memorable corporate hospitality experience: a rain-soaked Silverstone F1 race day, complete with pit access, celebrity moments, and partnerships strengthened for the long haul.

Topics covered: MSP partner acquisition • relationship-led selling • events vs experiences • post-COVID field sales revival • sales coaching foundations • AI in cyber & operational efficiency • corporate hospitality done right