Next Level BizTech

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Ep. 163 Revisited- Tech Stack Mastery: Secrets to Sell across Cloud, Connectivity, and Security- Steve Davis Nov 05, 2025

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We're revisiting a popular episode: Tech Stack Mastery Secrets to sell across Cloud, Connectivity, and Security. Our guest is long-time partner Steve Davis from NDS. Steve has an amazingly winding backstory as to how he got started in this space, and the theme is that he didn't take no for an answer! Steve, a prior Marine, leveraged what he learned there to start developing his passion for fitness into technology and ultimately found himself face-to-face with enterprise decision-makers. Not only has he done an incredible job crossing over the tech stack, but he's also a newly minted CISSP, so he shares with us that journey and how it's changed his conversations on security and technology more broadly. Don't miss this one!

Ep. 186 Inside the Win: CX with Sam Nelson and Meagan Thai Oct 29, 2025

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In this episode of Inside the Win, Sam Nelson, the VP of CX, and Meagan Thai discuss the financial insights from a recent project with a dental equipment manufacturer. They highlight the company's challenges, particularly their need for a unified communication solution that includes video capabilities. The timeline from discovery to execution was notably swift, emphasizing the importance of establishing clear communication and understanding customer requirements. The conversation also touches on the use of AI tools to assist teams in gathering requirements effectively. The episode concludes with a promise for more insights in future episodes.

Ep.185 Shadow IT Isn't the Villain, Complacency Is! with Tony Lauro of Akamai Oct 22, 2025

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In this episode, Josh Lupresto speaks with Tony Lauro, Senior Director of Security Technology and Strategy at Akamai, about the critical issues surrounding cybersecurity, particularly focusing on shadow IT and complacency. They discuss Tony's journey into cybersecurity, the importance of understanding the basics, and the role of micro-segmentation in enhancing security. The conversation also covers Akamai's cloud solutions, the emerging field of AI security, and the need for organizations to remain vigilant against next-gen threats. The episode concludes with insights into Akamai's roadmap and future directions in cybersecurity.

Ep. 184 Inside the Win: Advanced Networking with Graeme Scott and Josh Haselhorst Oct 15, 2025

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In the video, Graeme Scott and Josh Haselhorst delve into a real-world case involving a global resort management company that needed to replace its firewalls. They discuss the importance of asking the right questions to uncover deeper issues, such as logistics and operations challenges, rather than just focusing on the immediate need for new firewalls. The conversation reveals that understanding the customer's true pain points can lead to unexpected sales opportunities and a more streamlined process. They emphasize the significance of flexibility in sales discussions and the necessity of collaboration with engineers for success. The session wraps up with a commitment to future discussions and continued learning.

Ep.183 The Hidden Dangers of Complacency in Cybersecurity with Jason Stein of Telarus Oct 08, 2025

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In this episode, Josh Lupresto and Jason Stein discuss the critical theme of complacency in cybersecurity during Cybersecurity Awareness Month. They explore how complacency can lead to significant breaches, share real-world examples, and emphasize the importance of engaging customers in meaningful conversations about security. The discussion also highlights the role of users in cybersecurity breaches, the evolution of cyber threats, and the necessity of security awareness training. Additionally, they delve into the risks associated with AI and how to frame these risks for clients, ultimately urging listeners to take proactive steps in their cybersecurity practices.

Ep. 182- Inside the Win: Cybersecurity with Jason Stein and Trevor Burnside Oct 01, 2025

Show notes

We're introducing a new series we call: Inside the Win. In this episode, Jason Stein and Trevor Burnside of Telarus delve into the complexities of cybersecurity through a case study involving a software company in the entertainment industry. The client faced significant challenges after a ransomware attack, revealing a lack of dedicated cybersecurity personnel and a robust security framework. The discussion highlights the importance of building trust with clients and staying engaged throughout the deal process, even when initial responses are negative. Ultimately, the conversation emphasizes the need for strategic partnerships and proactive engagement in addressing cybersecurity issues.

Ep. 181- When Quantum Meets Cyber: A Field Report from the Frontlines- With Sumera Riaz of Telarus Sep 24, 2025

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In this episode, Josh Lupresto and Sumera Riaz discuss the intersection of quantum computing and cybersecurity, particularly in light of the Quantum World Congress. They explore the implications of quantum technology on encryption, the urgency of adopting post-quantum cryptography standards, and how businesses can prepare for the quantum future. The conversation emphasizes the importance of trust and proactive measures in safeguarding data against emerging quantum threats.

Revisiting the Art of the Ask: 10 Questions That Open Doors for Technology Advisors Sep 10, 2025

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In this revisited episode, Josh Lupresto discusses the art of asking the right questions to open doors in technology sales. He outlines ten key questions that can help sales professionals engage with clients, understand their needs, and identify opportunities for AI and automation. The conversation encompasses various themes, including the current application of AI, identifying bottlenecks, enhancing the customer experience, evaluating vendor technology, addressing data privacy concerns, and planning for future technology roadmaps. Josh emphasizes the importance of building relationships and being a trusted advisor to clients.

Ep.179- Channel Myths, Mistakes & Million-Dollar Moves: What we got wrong—and the secrets that help partners get it right. W/ Adam Burke Aug 27, 2025

Show notes

In this episode, Josh Lupresto and Adam Burke discuss the intricacies of selling technology solutions, focusing on common myths, mistakes, and strategies for success in the channel. They explore the importance of understanding partner motivations, recognizing red flags in client engagements, and the significance of starting small with projects. The conversation emphasizes the need for a focus on business outcomes and adapting to changing buying cycles, particularly in the context of AI and automation. Adam shares valuable lessons learned from his experiences in the industry, highlighting the importance of effective negotiation and the role of partners in delivering complex technology solutions.

Ep.147 Revisited- AI Agents - What's new and interesting in AI, and what does this mean for you? W/ Sam Nelson Aug 13, 2025

Show notes

No shortage of hot topics in AI! Listen today as I chat with Sam Nelson, VP of CX at Telarus. Today's session is titled - AI Agents: What's new and interesting in AI and what does it mean for you? Today, we dive into what's changed in AI Products since Sam and I last spoke. We also talk about Anthropic's latest release of their product titled "Computer Use" and how powerful that is. In addition, we talk about how Salesforce is planting a flag with its Agentforce offering. And, of course, Sam drops some great tips on how to leverage this knowledge to your competitive advantage and be a thought leader with your customers and prospects. Welcome to the next gold rush!

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