Enterprise technology leaders discuss why the ETMA Conference in Clearwater, Florida April 8–10, 2026 is one of the most effective conferences to build channel partnerships and learn practical AI implementation strategies.

ETMA Conference Preview: Networking That Actually Works + Real-World AI Lessons (with Hyperion Partners)

Joe Basili ETMA Managing Director talks with Yvonne Patterson and Mary Dougan of Hyperion Partners about the benefits of attending the upcoming ETMA Conference in Clearwater, Florida April 8–10.

This is a conference for people working on their company rather than just in their company register https://www.surveymonkey.com/r/ETMAClearwater

The discussion focuses on factors and design of the conference to accelerate sales channel alliance partnerships: a structured program designed for networking, breakout sessions that enable best-practice sharing, and an intimate setting compared with larger conferences.

They discuss benefits from thought leadership conference sessions: Artificial Intelligence as a major industry topic, emphasizing practical uses for efficiency and automation and the value of sharing both successes and failures.

They highlight attendee direct revenue opportunities with ETMA conference attendees average 2.9 new partnerships per event. Speed to market gained at conferences with partnership alignment in two days that could take months to create independently.

They explain Hyperion Partner’s advocacy and monetization strategy for TEM/MTS partners, including bridging gaps between carriers, agents, and sub-agents and why carriers prefer working through a primary agent. They close with advice to bring business cards, use the Swapcard conference application to schedule meetings early, and share contact details.

Register for the April 2026 Conference https://www.surveymonkey.com/r/ETMAClearwater

Learn more about the conference: https://etma.org/conferences/

🎥 Preview Clearwater experience: https://youtu.be/Qc5nvqZNtfw 

#ETMASmoothSailingApril8-10⛵Clearwater Fl  https://youtu.be/007aQjXbSrA

An unsolicited acquisition offer can cost you millions if you handle it wrong.

Buyers arrive with experience, advisors, and leverage. Most founders go through this once.

The difference between accepting the first number and running a structured process can dramatically increase valuation, improve terms, and insure a good fit.

In this short clip, we break down:

• How to respond to a surprise offer.

• Why competitive tension matters.

• How a disciplined response can materially increase the results.

• Why how you exit is critical.

This is one of the sessions at the ETMA Conference April 8-10.

Register 👉 https://www.surveymonkey.com/r/ETMAClearwater

This conference is for leaders working on their business, not just inside it.

The conference theme is: The AI Mandate: Transform before you’re transformed.

Will you lead the transformation or be roadkill? AI is disrupting every business.

The question is NOT whether AI is exciting or scary.

The question is whether you will lead the transformation or react to it.

Learn use cases you can apply to your business immediately.

Conference focus areas include Mergers & Acquisitions, Artificial Intelligence; Managed Mobility; Cybersecurity; FinOps; TEM; ITFM; IoT; ITAD, Cloud; Utility Management, full technology lifecycle, Channel Sales and more. Register 👉 https://www.surveymonkey.com/r/ETMAClearwater

🎥 Preview Clearwater experience: https://youtu.be/007aQjXbSrA and https://youtu.be/Qc5nvqZNtfw  

Each year, billions of mobile devices reach end of life. Many never make it back to an enterprise system of record. They sit in junk drawers. They disappear with remote employees. Or they are discarded improperly.

The environmental and financial implications matter:

·      Smartphones and other e-waste contain hazardous substances, including lead, mercury, cadmium, and brominated flame retardants, which can contaminate soil, water, and air if improperly disposed. (https://en.wikipedia.org/wiki/Extended_producer_responsibility?utm_source=chatgpt.com )

·      Recycling 1 million phones can recover significant amounts of valuable materials, (https://samrinc.com/blog/cell-phone-recycling-statistics/?utm_source=chatgpt.com) including:

• 35,000 lbs of copper
• 772 lbs of silver
• 75 lbs of gold
• 33 lbs of palladium

These recovered materials offset mining and reduce environmental impact.

·      Despite the huge value in recoverable materials, globally less than one quarter of e-waste is recycled, meaning much of the $91 billion in raw material value in waste is lost rather than reclaimed. (https://emew.com/blog/global-e-waste-statistics?utm_source=chatgpt.com)

·      Approximately 5.3 billion mobile phones were expected to become waste in a single year, highlighting the massive volume of devices reaching end of life. (https://weee-forum.org/ws_news/of-16-billion-mobile-phones-possessed-worldwide-5-3-billion-will-become-waste-in-2022/?utm_source=chatgpt.com

From ITAD to Full Lifecycle Thinking

Real value emerges when organizations understand and manage the entire device lifecycle, from sourcing and deployment through refresh, buyback, refurbishment, and resale.

The company now operates out of a 105,000‑square‑foot facility in Ashley, Indiana, with the capacity to process more than 50,000 devices per month. But scale is not the differentiator. Visibility and transparency are the real differentiators.

Solving the Remote Workforce Blind Spot

Historically, end‑of‑life devices traveled a slow and error‑prone path. Employees shipped devices back to headquarters. IT teams logged serial numbers manually. Finance waited weeks or months for reconciliation.

Refreshed Tech enables direct‑to‑facility returns. Asset visibility is restored. Pricing is transparent. Time to value shrinks from months to weeks.

For enterprises managing thousands of distributed workers, this shift can unlock financial gains.

Kyle shared how Refreshed Tech uses automation and AI to reduce friction and rebuild trust:

• Real‑time pricing intelligence replaces static spreadsheets.
• Image‑based device grading improves accuracy and accountability.
• Automated serial capture eliminates manual errors.

Sustainability as a Business Discipline

Sustainability often lies in corporate messaging. At Refreshed Tech, it shows up in operations.

Kyle’s perspective is every device reused extends the life of finite resources. Every device recycled properly reduces environmental harm.

Why This Conversation Matters Now

OEM prices continue to rise. Budgets remain constrained. Regulatory scrutiny is increasing. At the same time, enterprises are holding devices longer, often without understanding how quickly value erodes.

The leaders who perform best in this environment will be the ones who understand the full device lifecycle and act on it intentionally.

🎥 YouTube https://youtu.be/C1LAfZrAQz0

🎧 Podcast • Spotify: https://open.spotify.com/show/39v180fktYhRSbcq3hk9rn

• Apple Podcasts: https://podcasts.apple.com/us/podcast/etma-tech-talk-podcast/id1822837171

 • iHeartRadio: https://www.iheart.com/podcast/269-etma-tech-talk-podcast-282837991/

Connect: Refreshed Tech https://refreshedtech.com

Contact Refreshed Tech https://refreshedtech.com/contact-us

 Brought to you by: https://www.etma.org

Enterprise mobility security rarely collapses in a single moment.

It weakens over time.

One device slips outside policy.

Smartphones receive less security and controls than corporate laptops.

On this ETMA Tech Talk Podcast, Paul Troisi joins host Joe Basili to discuss how mobile devices became the most underestimated risk inside most organizations, even as they sit at the center of daily work. The discussion stays practical, occasionally uncomfortable, and firmly rooted in experience earned across hundreds of deployments.

The Most Used Endpoint in the Enterprise Gets the Least Attention

Mobile devices touch nearly every enterprise system that matters: Email, collaboration platforms, CRM, financial applications, HR systems, cloud services and more.

Many organizations continue to secure smartphones differently than laptops.

Enterprises invest in endpoint detection, VPNs, identity controls, and layered defenses for traditional endpoints. Smartphones often operate with limited visibility, fragmented controls, and inconsistent enforcement.

From a threat actor’s perspective, the weakest point in the environment is obvious.

This is why Paul emphasizes device parity. If mobile devices access the same corporate data and cloud services as laptops, they should be governed and protected at the same level.

Not similar. The same.

What Mature Mobility Programs Actually Look Like

The strongest mobility programs are disciplined and predictable.

Across more than 1,500 mobile security implementations, Troy Mobility has seen the same traits in high-performing environments. Clear lifecycle management. Identity enforcement that holds up under pressure.

AI Has Shifted the Threat Curve

Threat actors use AI to personalize phishing, smishing, and executive impersonation attacks with increasing precision. Mobile devices are an attractive entry point because controls are often weaker and behavioral signals are harder to monitor.

Messages look routine. Requests sound credible. Timing feels deliberate. These attacks bypass legacy controls by blending into normal behavior. Paul sees organizations struggle not because they ignore security, but because existing tools were not designed for this level of personalization.

Why Cost Arguments Miss the Point

Security conversations often stall around budget. Paul challenges this thinking.

The cost of platforms is visible and measurable. The cost of a mobile-driven breach is not. Reputational damage, regulatory exposure, executive accountability, and operational disruption rarely appear on procurement spreadsheets until the damage is done.

Price still matters. Fit matters more.

BYOD Is No Longer the Real Debate

Modern mobile platforms enforce strict privacy boundaries regardless of ownership. MDM tools cannot read personal photos, messages, or call logs. That misconception persists and continues to slow adoption.

A Founder’s Perspective Shaped by Timing

Paul’s entry into mobility security started during the 2008 recession. No funding. No customers. Four young children at home. Paul credits his success to constant learning.

Why This Conversation Matters Now

Enterprise mobility sits at the intersection of security, finance, operations, and productivity.

For leaders responsible for technology management, cybersecurity, FinOps, procurement, and enterprise risk, the conversation is worth the time.

🎥 YouTube https://youtu.be/vK8hR9CIuoA

🎧 Podcast

• Spotify: https://open.spotify.com/show/39v180fktYhRSbcq3hk9rn
• Apple Podcasts: https://podcasts.apple.com/us/podcast/etma-tech-talk-podcast/id1822837171
• iHeartRadio: https://www.iheart.com/podcast/269-etma-tech-talk-podcast-282837991/

Connect:

 Paul Troisi  linkedin.com/in/paul-troisi

       Troy Mobility https://www.troymobility.com

📣 Brought to you by: https://www.etma.org

Enterprise leaders spend heavily on AI, yet most organizations struggle to convert AI Implementations into sustained business impact.

In this episode of ETMA Tech Talk, Melissa Reeve, author of Hyperadaptive: Rewiring the Organization to Become an AI-Native Enterprise, explains why. Drawing on enterprise research and real-world implementation work, she makes the case that AI failure rarely comes down to the model or the tool. It comes down to how the organization is wired.

According to research from the RAND Corporation, 80 percent of AI initiatives fail to meet expectations because systems that govern decisions, learning, funding, and execution were not designed for an AI environment that changes every three to six months.

AI Is Not Static Software. Treating It Like One Guarantees Friction.

AI is not a tool you implement and learn once. It is an exponentially evolving capability.

Reeve argues that enterprises need to stop thinking about AI training as a “one and done” event and treat it as ongoing.

Without that approach, organizations will fail. A small group of power users will push ahead. A large group uses AI lightly for email and summaries. A large portion opts out. Productivity fragments instead of compounding.

The Hidden Cost No One Budgets For: Human Infrastructure

Most AI budgets focus on tools. Licenses, cloud usage, and vendors. What gets underfunded is the infrastructure that supports the humans expected to use those tools.

Reeve draws a parallel to the rise of the PC. When computers entered the enterprise, companies did not simply hand them out. Help desks, IT support, security practices, and usage standards were provided with the technology.

Why AI Use Cases Stall Before They Scale: The FOCUS Framework

Reeve uses the FOCUS framework to prioritize AI initiatives. FOCUS stands for:

Fit

Does the use case align directly with organizational strategy?

Organizational pull

Will people actually use it, or will it sit unused once the novelty fades?

Capabilities

Does the organization have the skills to build and support it today?

Underlying data

Is the data foundation strong enough for the use-case to work reliably?

Success metrics

Can value be demonstrated in terms the business recognizes?

The framework helps leaders focus investment on areas where outcomes can be proven.         

Governance That Moves at the Speed of AI

Standing councils that meet quarterly cannot keep pace with models that evolve monthly. Static policy documents buried on an intranet do not help employees make real-time decisions.

Governance that is embedded inside the AI tools employees use. Policies that update continuously. Guidance delivered in context.

ROI, FinOps Pressure, and the J-Curve Reality

CFOs and FinOps leaders face immediate pressure to justify AI spend. Reeve describes AI ROI as a J-curve. There is often a short-term dip as people learn, workflows change, and processes are rewired.

Output volume is not the same as business impact. The shift that matters is from measuring activity to measuring outcomes.

Learning Loops as a Competitive Advantage

Reeve describes an AI learning flywheel built around four stages: spark, spread, scale, and sustain.

The Skills Leaders Need More Than Ever

Curiosity fuels exploration and keeps leaders engaged as tools evolve. Critical thinking ensures AI outputs are challenged, contextualized, and improved rather than blindly accepted.

AI elevates capability. It does not replace judgment.

Explore Melissa Reeve’s work, assessments, and enterprise research.

Connect with Melissa Reeve https://www.linkedin.com/in/melissamreeve

 Connect with https://hyperadaptive.solutions

💼 Where Do You Stand with Your AI Foundation https://hyperadaptive.solutions/discover

📣 Brought to you by: https://etma.org

In this episode, discover how AMOP can provide a path to build predictable monthly recurring revenue. Sell mobile services without becoming a carrier. It is a smart way to transform your business from agent to mobility reseller, without adding headcount.

Founded by telecom veteran Rickie Richey in 2020, AMOP provides an Advanced Management Operations Platform (AMOP) to simplify and optimize wireless data and billing for resellers. With a strategic vision from President and Chief Revenue Officer Keith Singler, AMOP helps businesses transition from manual to automated processes, driving efficiency and recurring revenue.

Key takeaway: Automation and smart optimization can drastically change your business operations and valuation. Join us for a powerful session packed with industry insights, practical advice, and the journey of transforming telecom spaces.

Learn

·       Why Spreadsheets Kill Your Mobility Margins.

·       The Hidden Cost of Manual Mobility Billing.

·       How to Scale Mobility Without Breaking Operations.

·       Increase Company Valuation with Recurring Mobility Revenue.

·       From One-Off Mobility Sales to Stacked Monthly Revenue.

·       Solve Multi-Carrier Mobility Without the Complexity.

Unlock Recurring Revenue with AMOP: A Hero’s Journey for Mobility Resellers

In telecom and mobility management, many businesses start with excitement and ambition, only to discover that the path to recurring revenue is harder than expected. This episode of ETMA Tech Talk reframes that struggle as a journey. It highlights challenges MVNOs, MSPs, resellers, and distributors face when trying to scale mobility and explains how AMOP becomes the guide that helps them break through and reach a stronger, more predictable business model.

The Pain: When the Hero Realizes Their Tools Are Not Enough

There is a moment when leaders recognize that their current process cannot get them to the next level. MVNOs, MSPs, distributors, and IT service providers often come to AMOP after realizing that chasing monthly recurring revenue with manual billing, spreadsheets, or fragmented portals is unsustainable.

The turning point usually sounds like this.

“We are starting from scratch every month. We need a path to recurring revenue and equity value.”

The Guide Appears: AMOP’s Role in the Transformation

This is where AMOP steps into the story, not as a product but as a guide.

The Leap: Early Signs of Transformation

The aha moment usually arrives during the first billing cycle. Leaders see automated optimization, accurate rating, and clean reporting. Suddenly everything fits together and the business feels lighter.

The Crisis: Every Hero Faces a Wall

Most businesses encounter a point where they must decide whether to stay in the old model or make a strategic leap toward recurring revenue. This moment is the hardest part of the journey.

The Reward: A Scalable, Predictable Recurring Revenue Engine

When the transformation takes hold, the business becomes stronger.

Return with New Tools: Becoming a Hero to Customers

With AMOP in place, partners can now guide their own customers to success.

Partners return to their markets with:

• New expertise
• New automation
• New visibility
• New revenue models
• New value to deliver to enterprise clients

They become the hero for others because they have completed the journey themselves.

Key takeaway: Automation and smart optimization can drastically change your business operations and valuation. Join us for a powerful session packed with industry insights, practical advice, and the journey of transforming telecom spaces.

Join the Conversation

Join us in this episode and tune in on YouTube, Spotify, Apple, or iHeart.

💼 Learn more: : https://getamop.com or https://altaworx.com

🌐 Connect with AMOP: whttps://getamop.com/contact-us

• 📣 Brought to you by: https://www.etma.org

In this ETMA Tech Talk podcast, Joe Basili speaks with Christopher Carter, a seasoned enterprise technology leader CEO and founder of multiple companies, including Approyo, Mugatu AI, Charging Bunny owner of a Whiskey Bar and Carter’s restaurant and best selling author of 17 books.

With his extensive experience in SAP and Cloud Ecosystems, Carter serves up a compelling discussion that resonates with C-level executives, FinOps leaders, and channel sales experts alike.

The SAP Reckoning: How Christopher Carter Helps Enterprises Fight Back

Every few years, enterprise technology hits a moment where avoiding change stops being an option. SAP is at one of those moments now.

Deadlines are firm. Costs are rising. Cloud bills keep drifting upward long after migrations are “done.” Boards want answers. CFOs want predictability. Technology leaders are stuck in the middle, trying to explain why systems that were supposed to simplify operations now feel heavier than ever.

That is the backdrop for this episode of the ETMA Tech Talk podcast. Carter does not sell optimism. He sells reality, earned the hard way. Throughout the episode, Carter shares stories of client transformations that underscore the tangible benefits of SAP and AI implementations. From rescuing projects gone awry with offshore teams to turning legacy systems into formidable strategic assets, his anecdotes provide invaluable insights.

Transforming Cost Centers into Growth Enablers

By employing AI-driven analytics, companies can eliminate unused resources and streamline operations.

The Villain Is Not SAP

A big part of Carter’s story challenges a convenient narrative. When SAP programs run over budget or stall, the platform usually takes the blame. Carter has seen this movie too many times.

Often, human behavior causes the damage. Systems get lifted and shifted into the cloud with no redesign. Old data never gets retired. Sandboxes multiply. Licenses accumulate. Nobody shuts anything off because no one is fully accountable for what is running.

Carter describes walking into environments with millions of obsolete transactions sitting in production databases, cloud storage priced for performance that no application needs, and entire systems still running simply because someone once built them.

This is where most SAP programs quietly lose control of costs not in the architecture, but in lack of discipline.

The Turn Begins with Visibility

This is also where AI earns its keep.

Carter explains how predictive analytics and monitoring tools catch waste early, surface risk before outages happen, and keep environments from slowly drifting back into chaos. It is not magic, it is just attention and enforced consistently.

When Projects Go Sideways

The episode does not avoid the ugly stories.

Carter walks through projects derailed by offshore teams that overwhelmed organizations with bodies but delivered no leadership.

The Human Side of the Fight

Carter spends as much time talking about people as he does about systems.

Why This Episode Matters to You

It speaks directly to leaders dealing with cloud sprawl, SAP deadlines, AI pressure, and boards that expect results without excuses. It validates frustration without normalizing failure. It also shows what competent leadership looks like in these moments.

Follow Approyo and Mugatu AI on LinkedIn or visit their website. Get Chris’s Books

Get Chris’s Books

Mastering SAP: A Comprehensive Guide

Mastering SAP: The Power of AI with SAP

Mastering SAP: The Power of Cloud with SAP

💼 Learn more: www.approyo.com or https://mugatuai.com

 Connect with Approyo https://www.linkedin.com/company/approyo-inc

Connect with Christopher Carter linkedin.com/in/christopher-carter-885159

📣 Brought to you by: https://www.etma.org

If managing large-scale deployments is creating friction for your business, this podcast is for you. Discover how ConnectUs helps enterprises simplify mobile device management, reduce costs, and accelerate growth.

Learn from real-world examples, strategies for mitigating risks, and insights into leveraging AI for mobile logistics. Whether you're dealing with fluctuating device demands, cybersecurity challenges, or seeking strategic partnerships, this episode offers actionable tips to transform your mobility strategy. Tune in to find out how ConnectUs turned mobility from a bottleneck into a business accelerator.

Headquartered in King of Prussia, Pennsylvania, ConnectUs helps enterprise organizations across various sectors like healthcare, transportation, and construction take the complexity out of mobile device management. Chris elaborates on the tailored approach his company takes, differentiating them from competitors, and shares real-world examples of successful large-scale deployments. He also touches on future trends like AI, cybersecurity, and the role of mobility as a strategic function rather than a reactive one.

Managed mobility rarely gets the spotlight until it becomes a problem. Chris Samaras explains why mobility should never be treated as an afterthought and how enterprises can turn it into a growth engine.

From Startup to Scale Partner

ConnectUs has grown from a startup by solving the operational complexity most organizations underestimate. ConnectUs exists to remove friction from the mobile device lifecycle so organizations can focus on growth, not logistics by dealing with sourcing, staging, kitting, MDM enrollment, deployment, buybacks, refresh cycles, and more.

The ConnectUs Advantage

What differentiates ConnectUs is not just scale, but flexibility. Every deployment is designed around how a business operates.

The Invisible Pitfalls of Scaling Mobility

As organizations grow from dozens of devices to thousands, hidden challenges emerge. Chris highlights most common issues.

ConnectUs absorbs these fluctuations.

Channel Partnerships That Create Real Value

From a channel perspective, Chris emphasizes clarity and mutual value. Strategic partnerships work best when mobility complements a broader solution, not when it is treated as a transactional add-on.

Knowing When to Outsource Mobility Logistics

A clear signal to outsource mobility operations is when growth starts creating friction instead of momentum.

Security and Compliance Built In From Day One

Security and compliance are not optional, especially in healthcare, government, and regulated industries. Chris explains that the earlier ConnectUs is involved, the stronger the outcome.

What’s Next for Managed Mobility

Chris sees the industry moving rapidly from reactive support to strategic infrastructure and more.

This episode offers insights for C-suite leaders, FinOps and procurement teams, IT executives, channel partners, MSPs, and anyone responsible for scaling mobile technology. It offers a roadmap to reduce hidden costs, improve security, and transform mobility into a driver of operational agility and growth.

**Get Connected**

Tune in to the full episode available on YouTube, Spotify, Apple, and iHeart and wherever your listen to podcasts.

🎥 YouTube https://youtu.be/3ajY2Obp8vI 

💼 Learn more: https://ConnectUscorp.com or https://ConnectUscorp.com/contact-us 

🌐 Connect with ConnectUs: linkedin.com/in/ConnectUscorp

📣 Brought to you by: https://etma.orgLove the show? Please subscribe, rate, review, and share!

In the rapidly evolving landscape of corporate payments, trust stands as a fundamental pillar. Our discussion on the Corpay Podcast delves deeply into the intersection of trust and technology, emphasizing how virtual cards are emerging as the most secure method of payment globally. With security concerns growing as fraudsters employ AI and deep fakes, maintaining trust has never been more critical.

For corporate leaders, particularly those guiding finance and procurement operations, understanding these dynamics becomes essential. Engaging with platforms like virtual cards enhances security, builds confidence among stakeholders, and provides a new revenue stream. This can help shift accounts payable from a cost center to a profit center.

The Role of AI: Friend or Foe?

Artificial Intelligence is a double-edged sword. On one hand, it's propelling innovation at an unprecedented pace, promising a decade’s worth of product development in just 24 months. On the other, it's a tool for fraudsters aiming to disrupt financial systems. This duality poses a significant challenge for CIOs, CISOs, and other tech-focused leaders.

In our discussion, we explore how organizations can harness AI for good, developing systems that are not just reactive but proactive in combating threats. The conversation provides insights into safeguarding one’s enterprise against the misuse of technology, while simultaneously leveraging it for growth and efficiency.

Tune in to learn how tough times shape resilient leaders capable of navigating these complex challenges.

You’ll discover:

• The hidden inefficiencies in corporate payment systems — and how to fix them.
• How automation and visibility reduce risk while freeing up working capital.

If you manage technology, finance, or operations, this episode offers practical insight into how enterprise payments can become a competitive advantage rather than an afterthought.

🎙 Listen on

Spotify: https://open.spotify.com/show/39v180fktYhRSbcq3hk9rn

Apple Podcasts: https://podcasts.apple.com/us/podcast/etma-tech-talk-podcast/id1822837171

iHeart: https://www.iheart.com/podcast/269-etma-tech-talk-podcast-282837991/

or wherever you listen to podcasts.

Connect Now

💼 Learn more: : www.corpay.com

🌐 Connect with Kevin Reilly: www.linkedin.com/paymentswithkevin

📣 Brought to you by: https://www.etma.org

Please subscribe, rate, review, and share!

Key topics include 5G maturity, IoT expansion, and AI integration. Paul's extensive background in wireless mobility and sales leadership contributes to a discussion on strategic shifts, partner ecosystems, and technology solutions like private networks, enhancing T-Mobile's competitive edge and partner engagements. They explore innovative deals, AI applications, and future goals, offering partners a glimpse into T-Mobile's growth strategy and commitment to transforming the B2B landscape. Paul explains how T-Mobile is empowering its partners with tools, trust, and technology to deliver unmatched value to customers.

You’ll hear how bold moves like the Crossbeam data-sharing partnership, the push toward AI-driven leadership, and a revitalized security-first network architecture are positioning T-Mobile as a leader in innovation, resilience, and customer experience.

If you’re a VAR, MSP, system integrator, or channel executive, this episode is packed with practical insights you can apply immediately to grow your business, enhance customer value, and seize new opportunities in the next wave of enterprise transformation.

🎧 Watch or listen now to learn how to:

• Build trust-based, bi-directional partner ecosystems
• Leverage 5G, AI, and private networks for competitive advantage
• Navigate T-Mobile’s partner programs for growth and profitability
• Embrace innovation without disrupting existing channel models

Paul also shares his personal leadership journey—from his early VoiceStream days to becoming one of the most influential channel minds in wireless—and the lessons that continue to shape his approach to collaboration, strategy, and execution.

Learn about the strategic shifts that took T-Mobile from having less than a 20% market share to doubling partner-generated business in just a few months.

Are you missing out on leveraging AI and private networks to revolutionize your client solutions?  Get insights on the bold moves in AI that are setting new industry standards.

Key Takeaway: Learn actionable strategies to enhance your market presence and deliver unparalleled value to your customers by leveraging next-gen tech solutions.

🔗 Watch now on YouTube: https://youtu.be/eHJre8zsDPg

🎙 Listen on

Spotify: https://open.spotify.com/show/39v180fktYhRSbcq3hk9rn

Apple Podcasts: https://podcasts.apple.com/us/podcast/etma-tech-talk-podcast/id1822837171

iHeart: https://www.iheart.com/podcast/269-etma-tech-talk-podcast-282837991/

or wherever you listen to podcasts.

💼 Learn more: https://businesspartners.t-mobile.com

🌐 Connect with Paul: linkedin.com/in/paul-spencer-32820b27

📣 Brought to you by: https://www.etma.org

Love the show? Please subscribe, rate, review, and share!

Whether you grapple with device updates, deal with mobile device management, seek to use new functionality from mobility to innovate, or are just curious about the future of wearables and AI in business, this episode promises valuable insights. We explore the dynamic world of purpose-built Android devices with experts from NEXA: Janelle DeGregorio, Director of Enterprise Solutions, and Travis Simpson, Director of Channel Development.

Learn how NEXA is revolutionizing enterprise mobility by providing tailor-made solutions to industries ranging from healthcare to logistics. Discover the competitive edge of enterprise-grade devices over mainstream brands like Apple and Samsung and hear the exciting story behind the first-ever corrections-grade tablet. Want to know why enterprises are moving away from Apple and Samsung? Tune in to find out!

Key takeaway: Innovation in enterprise technology starts with understanding specific user needs and providing customized solutions. Chapters include introductions, NEXA's focus areas, case studies, top industry trends, AI and career advice.

Dive into the exciting world of purpose-built Android devices with NEXA's innovation leaders, Janelle DeGregorio and Travis Simpson. Discover how NEXA provides enterprise-grade technology tailored to meet specific use cases from truckers; logistics and warehousing; workforce safety monitoring; field service; healthcare solutions and more. Learn about custom and off-the-shelf devices designed to streamline mass deployments offering significant cost savings longevity, and customization options. Hear case studies and explore emerging trends like wearables in enterprise environments. This episode is packed with valuable insights for organizations aiming to rethink their device strategies and harness mobility for greater efficiency and innovation.

Both guests emphasize the importance of listening to customer needs and delivering tailored solutions.

YouTube https://youtu.be/-yXOE55IExk

Spotify: https://open.spotify.com/show/39v180fktYhRSbcq3hk9rn

Apple Podcasts: https://podcasts.apple.com/us/podcast/etma-tech-talk-podcast/id1822837171

iHeart: https://www.iheart.com/podcast/269-etma-tech-talk-podcast-282837991/

or wherever you listen to podcasts.

Whether you're looking to innovate or looking for inspiration, NEXA's partnership approach and tech acumen offer compelling reasons to hit play.

*Explore more from NEXA at their website or connect with Janelle and Travis on LinkedIn. For a more hands-on look at how these technologies can revolutionize your business, listen in, and discover what NEXA can do for you.

Connect

NEXA website https://nexamobility.com 

Contact - NEXA https://nexamobility.com/contact-us

LinkedIn

Janelle DeGregorio, Director Enterprise Solutions https://www.linkedin.com/in/janelledegregorio/

Travis Simpson, Director of Channel Development https://www.linkedin.com/in/travissimpson687

Love the show? Please subscribe, rate, review, and share!

In this episode, Chief Revenue Officer of Tellennium, Sean Veitz, discusses the company's approach to simplifying complex enterprise expenses including telecom, utility, SaaS licenses, Cloud, and other charges.

Connect with Tellennium Now

Tellennium Website: https://tellennium.com

Request a Demo: https://tellennium.com/sign-up-for-a-platform-demonstration

Submit RFI / RFP - Tellennium https://tellennium.com/submit-rfi-rfp/

Dive into a captivating conversation with Tellennium's Chief Revenue Officer, Shawn Veitz, reveals the secrets behind simplifying complex enterprise expenses. Discover how top Fortune 1000 firms are managing millions in spend efficiently. One company saved half a million dollars in just a week by uncovering hidden costs!

Shawn explains Tellennium's market position, their focus on data security and compliance, emphasizing the critical decision to keep their operations onshore, He highlights success in automating expense management processes for Fortune 1000 firms. He discusses how simplification is crucial: integrating telecom with evolving SaaS and cloud services. Shawn notes that the demand for more unified ecosystems to manage all categories of enterprise spend is a growing trend. Tellennium is focusing on platforms that allow easy management of a wide range of expense categories including utility and other areas under one platform.

Shawn shares insights on how the market has evolved, the importance of inventory visibility, and the future role of AI. He also highlights some surprising sales experiences and offers advice on achieving cost savings for enterprises.

Are you struggling to gain visibility on your enterprise expenses? This episode has the answers.

Key takeaway: To manage expenses effectively, visibility is crucial.

Key Words Tellennium

Tellennium, telecom, Shawn Veitz, ETMA Tech Talk Podcast, Telecom Expense Management, TEM, FinOps, real-time FinOps dashboards, SaaS expense management platform, Enterprise mobility management, mobile expense management solution, expense management, utility bill management, utility expense management, SaaS management, audit telecom bills, Management of Things, MOT, telecom and IT cost optimization, expense visibility, AI in expense management, enterprise cost control, expense automation platform Love the show?

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Join us in this enlightening episode as we delve into the secrets behind AMI Strategies' transformation into a revenue-generating powerhouse for expense management

In this episode, Dave Sonenstein, Vice President of Product Strategy at AMI Strategies, discusses the company's strategies for transforming a complex enterprise cost management platform into a revenue-generating machine for its partners. The conversation delves into AMI's private label framework, highlighting how the organization leverages both technology and partnerships to scale growth.

Key points include AMI's enablement of partners through automation, integration, and streamlined processes, emphasizing the importance of strategic partnerships, AI incorporation, and continuous innovation.

Additionally, the episode sheds light on the challenges and best practices involved in telecom, technology, and utility expense management, showcasing real-world examples of how AMI's solutions create value for both the company and its partners. The discussion also touches on Sonenstein's personal journey and how his background in sales eventually led to a successful career in product strategy and innovation.

Discover how AMI's white label and partner-centric approach have scaled businesses and automated busywork, turning intricate expense management into actionable insights. Can your enterprise afford to overlook inefficient processes any longer? 📊🤔 Don't miss out on how AMI’s blend of cutting-edge tech and strategic partnerships offers you a streamlined solution to conquer telecom, technology, and utility expenses! 🚀🏢

Key Takeaway: Find out how to automate busywork, reduce overhead, and leverage strategic partnerships for exponential growth!

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Key takeaway: Master the art of mobile lifecycle management to keep your workforce connected and thriving!

Gina shares invaluable insights and the importance of finding one's voice in the tech industry. Tune in for a dynamic discussion brimming with practical advice and innovative ideas.

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In the fast-evolving world of mobility management and IoT, Advantix has carved a niche for itself as a leader in providing innovative solutions. Under the leadership of Natasha Royer Coons, this 25-year-old company has transformed from a TEM expense management firm into a SaaS-driven Mobility Management Empire.

Imagine the journey of creating a mobility management company from scratch and then merging it with a well-established provider. Advantix did just that and eventually sold to ScanSource, marking a huge success. This journey highlights breaking leadership ceilings while achieving significant growth and visibility.

Advantix's Evolution and Pivot

Initially rooted in expense management, Advantix reimagined its connectivity experience for clients five years ago. By integrating connectivity and forming the Managed Connectivity Experience (MCX), they innovated around mobility and fixed assets. This evolution illustrates the company's adaptability and forward-thinking approach.

Success in Fleet and Logistics

Advantix found extensive success in fleet management and logistics. Their SIM technology eliminates bill shocks, ensuring seamless operation across borders, which is a game-changer in the transport and logistics sector. Natasha's insights into crossing into the Value Add Reseller (VAR) world have opened doors to offer complex hardware and managed services.

Channel Partner Focus

With a strong channel focus, Advantix exists to aid channel partners in delivering superior solutions. No partner is considered too small, and their scalable platform accommodates varying SIM needs. This channel-centric approach ensures growth opportunities for all partners.

Advanced Device Management

Advantix employs cutting-edge device management techniques, ensuring that expensive devices are secure within established perimeters, providing peace of mind for clients.

Embracing eSIM Technology

With eSIM technology on the rise, Advantix is at the forefront, enabling devices to switch carriers seamlessly. This technological leverage demonstrates their commitment to providing freedom and flexibility to users.

AI and Future Innovations

As AI continues to evolve, Advantix is focused on leveraging it for enhancing client experiences and optimizing operations. They see AI as a vital component for future growth, aligning with their tech-savvy approach.

Integrated Connectivity Solutions

Advantix partners with other solutions providers to offer a comprehensive solution to enterprise clients. This integration showcases their ability to merge connectivity and managed services into a cohesive package.

Personal Background and Inspiration

Natasha's diverse background, growing up in Hong Kong and having international experiences, inspires her leadership style, emphasizing boldness and staying present.

Staying Bold and Present

Natalie believes in reimagining oneself and staying bold to thrive in tech and telecom. Her insights remind us to stay curious and continually innovate to avoid becoming obsolete.

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• What Separates Great Leaders vs Good Leaders 
• Impact of Artificial Intelligence On Executive Search 
• A good plan, violently executed now, is better than a perfect plan next week."- George S. Patton … Larry Hartmann ZRG Partners interprets this quote as part of the ETMA Tech Talk Podcast

Key Takeaway: Learn actionable strategies for raising capital, structuring acquisitions, and understanding leadership's role in different growth stages of your business.

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In this episode of ETMA Tech Talk, Jessica Reece, Head of MSSP Americas at Check Point Software Technologies sits down with host Joe Basili, to explore the rapidly evolving landscape of managed security service providers and enterprise cybersecurity.

With over a decade of experience helping partners transition from traditional resellers to comprehensive managed security service providers, Jessica brings invaluable insights into what keeps CISOs awake at night and how organizations can build resilient security strategies in an increasingly complex threat environment.

Short description: Jessica Reece from Check Point Software Technologies discusses the transformation of managed security service providers, the challenges facing SMBs in cybersecurity, and how AI is reshaping both cyber threats and defense strategies.

Tune in inside: MSSP evolution, enterprise cybersecurity partnerships, SMB security challenges, AI-powered threats, flexible licensing models, channel ecosystem strategies, cyber resilience planning, threat landscape predictions

Take away:

• MSSPs must leverage data analytics to shift from reactive to proactive security consulting
• SMB security requires flexible licensing models with zero barrier to entry approaches
• AI will dramatically increase both the sophistication and scale of cyber attacks
• The cybersecurity industry has millions of unfilled positions, making managed services crucial
• Virtual CISO services are becoming essential for organizations lacking internal expertise
• Flexible licensing models that allow on-demand scaling are critical for SMB adoption
• Prevention-first security strategies remain more effective than reactive approaches

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Fundamentals: Channel strategy fundamentals, partnership monetization, mobility solutions, carrier relationships, TEM evolution to MTS, Telecom Expense Management, Managed Technology Services, gap filling strategies, leadership buy-in requirements, emerging tech trends

Key Take-Aways: 

• Ensure C-level drives channel programs from day one to prevent grassroots failures.
• Focus partnerships on complementing existing strengths, not competition.
• Recognize TEM's evolution to MTS (Managed Telecom Solutions) and broader capabilities.
• Understand carrier processes and build relationships for mobility monetization.
• Explore B2B mobility applications, like tour bus connectivity solutions.
• Foster mutual give-and-take in partnerships, avoiding one-sided transactions.
• Identify and pursue adjacent mobility revenue streams to maximize earnings.
• Investigate Private 5G, AI, and satellite for future 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 asking for the next thing and keep pushing yourself to be better than you even think you're capable of."

"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." - Yvonne Patterson, Hyperion

Join us to hear from Yvonne, a channel expert with 24 years at Sprint and a track record of revolutionizing Hyperion's channel program during COVID. Whether you're a VAR, MSP, distributor, or technology vendor, Yvonne offers unmatched expertise in mobility solutions, carrier relationships, and partnership development.

Listen in as our ETMA Tech guest delivers actionable insights for accelerating growth through strategic partnerships. Yvonne shares real-world examples of how companies are losing millions due to improperly structured channel strategies and provides specific steps to correct these costly mistakes. Learn how to identify untapped revenue opportunities, build lasting strategic alliances, and create competitive advantages to protect your market position.

Remember to subscribe for more insider strategies from industry leaders. If this episode provided value, hit the like button 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

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

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

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.

Why Listen to ETMA Tech Talk?

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.

What to Expect from Each Episode

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.

Who You'll Hear From

• 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.