Next Level BizTech

Latest Episodes:

Ep.207- Business Blueprints – Relentless Execution & The Elite Advisor Playbook withBrett Smith of Intellys Mar 25, 2026

Show notes

Brett Smith of Intellus shares his journey, insights on relentless execution, building trust, relationship selling, and long-term success in the tech sales industry.

Key topics

Relentless execution habits
Building trust quickly with clients
Storytelling in sales to build rapport
Leveraging resources and partnerships
Long-term relationship mindset in sales

Ep. 206- Inside the Win- AI Security Meets Strategic Partnerships: A CMMC Compliance Success Story Mar 18, 2026

Show notes

In this episode of 'Inside the Win,' Telarus solution architects Trevor Burnside and Jason Kaufman discuss a recent client engagement that demonstrates the power of strategic questioning and comprehensive solutions. The case study involves a manufacturing company with 50 employees who initially requested FedRAMP-compliant VDI infrastructure in Azure GovCloud but actually needed CMMC level 2 certification to retain a $23 million government contract renewal. Through strategic questioning, the team discovered that only 10 employees actually needed access to sensitive government data, allowing them to recommend a more targeted enclave solution rather than enterprise-wide compliance. The discussion highlights how asking 'why' can uncover broader business objectives and lead to better outcomes, transforming a point solution request into a comprehensive service that provides a faster path to certification within 90 days instead of the typical 12-18 month timeline.

Ep.205-The Next Edge of CX - Immersive, experiential + Commercial VR with Kevin Sheehan of Cloudlinx Mar 11, 2026

Show notes

Kevin Sheehan discusses the evolution of immersive technologies like VR and AI, their impact on customer experience, and how channel partners can leverage these innovations to stay ahead in the tech landscape.

Ep. 204-Inside the Win: VMware Cloud Migration with $54k MRR with Mac McClenathan of 11:11 Mar 04, 2026

Show notes

This Inside the Win episode features Mac from 11:11 discussing a successful VMware cloud migration deal that highlights the opportunities available due to Broadcom's VMware changes. A traditional connectivity-focused technology advisor attended a webinar and simply asked his CIO peer group about VMware renewal challenges. One CIO facing a 400% price increase had never heard of VMware-based infrastructure as a service. The deal closed in just 45 days across two phone calls, resulting in $54,000 monthly revenue - $35k for infrastructure as a service and $20k for additional managed services including firewall, patch management, and data protection. The customer saved approximately $500,000 over three years compared to a DIY approach. The episode emphasizes how traditional TAs can successfully engage cloud opportunities by asking simple questions and leveraging expert partners, and concludes with Mac sharing a tool to help assess VMware environments for potential migrations.

Ep.203- The New CX Stack: AI, Automation, and Revenue Impact- Brent Wilford of Telarus Feb 25, 2026

Show notes

Explore the evolving landscape of customer experience (CX) with AI automation, featuring insights from Telarus solution architect Brent Wilford. Learn how technology, curiosity, and strategic thinking can transform contact center success.

Ep.202- Business Blueprints – The Survival Strategy for Changing Markets with Hugo Almeida Feb 18, 2026

Show notes

In this episode, Hugo Almeida, founder of Abitronix, shares his entrepreneurial journey, discussing the evolution of his business over 24 years, the impact of COVID-19, and the importance of adaptability in changing markets. He emphasizes the significance of listening, patience, and surrounding oneself with positive influences as key components of success. Hugo also highlights the importance of understanding technology trends and differentiators in the industry, and offers valuable advice for aspiring entrepreneurs.

Ep. 201 Inside the Win: CX- Strategic Partnerships in CX Led to $15K MRR Feb 11, 2026

Show notes

In the latest edition of 'Inside the Win,' Sam Nelson and Meagan Thai discuss a lengthy and complex victory involving a regional bank in the Pacific Northwest. The case took nearly two years from initial contact to closure, with significant pivots along the way. The bank, which employs around 600 people, faced major challenges with its legacy PBX system, particularly in customer hold times and reporting visibility. Initially seeking a single vendor capable of everything, the bank shifted to a two-vendor strategy after a year. This change led Meagan and her team to carefully select specialized vendors, ultimately securing a solution that effectively met the bank's needs. They emphasized the importance of persistence, clear communication, and tailored integrations, resulting in a successful deployment and enhanced customer satisfaction. Meagan also differentiated between banks and credit unions, highlighting the complexities involved in bank environments. This episode reinforces the importance of engaging expert advice early in the client relationship for optimal outcomes.

Ep.200- Inside the Win: From $140 to $200k MRR Through Strategic Partnership Feb 04, 2026

Show notes

This episode of Inside the Win showcases how a technology advisor transformed a small initial opportunity with a large legal firm into a major ongoing partnership. Starting with nine months of relationship building and educational conversations about the value of indirect channels versus direct purchasing, the team finally received their first opportunity - a modest $140 monthly cable circuit. After executing this flawlessly, they identified the client's broader challenges around shadow IT, contract management, and technology spend visibility across 100+ locations. By introducing solutions like technology expense management platforms and network aggregation services, they helped the client gain control over their chaotic IT environment, discovering over 3,000 unauthorized applications. The relationship has now grown to over $200,000 in monthly recurring revenue, with the client directing all IT purchases through the advisor. The key lesson emphasizes the difference between persistence and pestering, showing how patient relationship building and focus on business outcomes rather than just selling products can lead to transformational partnerships.

Ep.199- Bridging the Gap: Lessons Learned from a Career Pivot into Tech Leadership- With Chris White Jan 28, 2026

Show notes

Josh Lupresto of Telarus was a guest on Tech Sales Advice - the LinkedIn Live programs for technical sales professionals and leaders that is - BY DESIGN - UNscripted, UNrehearsed, and UNpredictable. Josh shares his story of how his journey defies the traditional playbook, from working as an auto mechanic, to becoming a sales engineer, to leading high-impact technical sales teams.

You can see Services offered by CHris White here: https://www.linkedin.com/services/page/14059b3369b5282a72/

Ep.198- Inside the Win: Cybersecurity- Strategic Security Partnership Drives Growth Jan 21, 2026

Show notes

This episode of Inside the Win features solutions architect Trevor Burnside discussing a successful security partnership with a selective client planning aggressive growth. The client needed to more than double in size within a year but lacked the internal resources to scale their security operations. Rather than simply shopping for tools, they sought a strategic partner who could act as an extension of their team without creating vendor lock-in or loss of control. The winning approach focused on building trust and confidence through listening, validating their chosen toolsets, and demonstrating operational capabilities rather than just technical specifications. Dataprise ultimately provided a hybrid solution combining managed services and managed security services, including 24/7 help desk, network monitoring, endpoint detection, and full SOC capabilities. The key takeaway emphasizes that successful advisors sell solutions and outcomes rather than just security tools, helping clients protect the business they're building for the future.

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