As the channel moves beyond “pick, pack and ship,” distributors are being challenged to prove their value as strategic enablers. 

In this episode of techpartner.news: Beyond the Box, host Jennifer O’Brien sits down with Warren Nolan, senior vice-president of channel and strategy, APAC at Crayon, to unpack how the distributor is rewriting the rulebook for modern distribution.

“We see ourselves not as a middleman in the transaction, but as an enabler of growth,” says Nolan. “Distribution done differently isn’t a reaction; it’s who we are.”

He explains how the company is redefining what it means to be a modern distributor: one that sits inside the partner’s strategy, not outside it.

Nolan shares how Crayon has moved beyond logistics to become a true co-strategist for partners, embedding in their planning cycles, co-creating go-to-market strategies, and investing in innovation through its Cloud IQ Next Gen platform, ISV Innovation Hub, and AI Centre of Excellence.

From tackling licensing complexity and AI readiness to building trust and shared success, this conversation explores what “distribution done differently” really means, and why the future belongs to service-led, partnership-driven distributors who combine digital innovation with human relationships.

Tune in to hear how Crayon is helping partners grow smarter, faster, and stronger in the AI era.

As the channel moves beyond &ldquo;pick, pack and ship,&rdquo; distributors are being challenged to prove their value as strategic enablers.&nbsp;
In this episode of techpartner.news: Beyond the Box, host Jennifer O&rsquo;Brien sits down with Warren Nolan, senior vice-president of channel and strategy, APAC at Crayon, to unpack how the distributor is rewriting the rulebook for modern distribution.
&ldquo;We see ourselves not as a middleman in the transaction, but as an enabler of growth,&rdquo; says Nolan. &ldquo;Distribution done differently isn&rsquo;t a reaction; it&rsquo;s who we are.&rdquo;
He explains how the company is redefining what it means to be a modern distributor: one that sits inside the partner&rsquo;s strategy, not outside it.
Nolan shares how Crayon has moved beyond logistics to become a true co-strategist for partners, embedding in their planning cycles, co-creating go-to-market strategies, and investing in innovation through its Cloud IQ Next Gen platform, ISV Innovation Hub, and AI Centre of Excellence.
From tackling licensing complexity and AI readiness to building trust and shared success, this conversation explores what &ldquo;distribution done differently&rdquo; really means, and why the future belongs to service-led, partnership-driven distributors who combine digital innovation with human relationships.
Tune in to hear how Crayon is helping partners grow smarter, faster, and stronger in the AI era.

[Partner Content] Beyond the box: Rethinking Distribution with Crayon

On the latest episode of the techpartner.news podcast, Brennan founder and managing director Dave Stevens shared detailed insights for small IT service provider owners navigating a wave of acquisition activity. Stevens explained what he and other industry leaders look for in potential acquisition targets, highlighting that culture plays a critical role—not in terms of perks like work-from-home policies, but in behaviours that directly impact customer relationships and long-term value. He emphasised that examining multiple examples of employee conduct, such as how staff respond to discount requests, reveals whether a company’s culture will align with Brennan’s standards.

Stevens also outlined Brennan’s approach to acquisitions, whether to expand geographically or broaden capabilities. For geographic growth, the focus is on companies with strong managed services, robust sales teams, and service delivery management. For capability expansion, Brennan seeks deep expertise in platforms where it lacks depth, such as AWS, ServiceNow, or Salesforce. Wrapping up, Stevens advised MSP owners preparing to sell to carefully consider their approach, cautioning against relying too heavily on brokers due to high fees and questionable benefits. For further insights, including advice on backend integration, automation, and Brennan’s own growth journey, listeners can tune in to the full podcast episode.

On the latest episode of the&nbsp;techpartner.news podcast, Brennan founder and managing director Dave Stevens shared detailed insights for small IT service provider owners navigating a wave of acquisition activity. Stevens explained what he and other industry leaders look for in potential acquisition targets, highlighting that culture plays a critical role&mdash;not in terms of perks like work-from-home policies, but in behaviours that directly impact customer relationships and long-term value. He emphasised that examining multiple examples of employee conduct, such as how staff respond to discount requests, reveals whether a company&rsquo;s culture will align with Brennan&rsquo;s standards.
Stevens also outlined Brennan&rsquo;s approach to acquisitions, whether to expand geographically or broaden capabilities. For geographic growth, the focus is on companies with strong managed services, robust sales teams, and service delivery management. For capability expansion, Brennan seeks deep expertise in platforms where it lacks depth, such as AWS, ServiceNow, or Salesforce. Wrapping up, Stevens advised MSP owners preparing to sell to carefully consider their approach, cautioning against relying too heavily on brokers due to high fees and questionable benefits. For further insights, including advice on backend integration, automation, and Brennan&rsquo;s own growth journey, listeners can tune in to the full podcast episode.

Episode 6 - How to get acquired: Brennan’s Dave Stevens’ guide for MSPs

Tim Niblett, recently appointed Head of Security Operations at The Missing Link, believes cybersecurity providers must now go beyond assurances and prove exactly what they are delivering. After five years leading managed security services at IBM Australia, he joined the local provider in early 2025, citing its flexibility and client-focused approach compared to the product lock-in he observed with larger operators.

Reflecting on his career since the late 1990s, Niblett noted how the role of cybersecurity providers has changed. In the past, clients were comfortable with a “black box” approach, assuming protections were in place without requiring detail. Today, boards and business leaders expect transparency, detailed reporting, and clear justification of costs, making accountability a core part of service delivery.

Just before the interview, The Missing Link had been acquired by Infosys, a move Niblett did not directly comment on but framed within the broader trend of industry consolidation. He stressed, however, that providers who can demonstrate specialist skills, diligence, and value will continue to thrive, regardless of size or ownership structure.

Despite the growing complexity of threats and shrinking timelines between their emergence and deployment, Niblett emphasised that cybersecurity fundamentals remain constant. Strong change management, patching, configuration, and preparation for the unknown continue to form the backbone of effective defence. For his full insights, listeners are encouraged to tune into the latest episode of the techpartner.news podcast.

Tim Niblett, recently appointed Head of Security Operations at The Missing Link, believes cybersecurity providers must now go beyond assurances and prove exactly what they are delivering. After five years leading managed security services at IBM Australia, he joined the local provider in early 2025, citing its flexibility and client-focused approach compared to the product lock-in he observed with larger operators.
Reflecting on his career since the late 1990s, Niblett noted how the role of cybersecurity providers has changed. In the past, clients were comfortable with a &ldquo;black box&rdquo; approach, assuming protections were in place without requiring detail. Today, boards and business leaders expect transparency, detailed reporting, and clear justification of costs, making accountability a core part of service delivery.
Just before the interview, The Missing Link had been acquired by Infosys, a move Niblett did not directly comment on but framed within the broader trend of industry consolidation. He stressed, however, that providers who can demonstrate specialist skills, diligence, and value will continue to thrive, regardless of size or ownership structure.
Despite the growing complexity of threats and shrinking timelines between their emergence and deployment, Niblett emphasised that cybersecurity fundamentals remain constant. Strong change management, patching, configuration, and preparation for the unknown continue to form the backbone of effective defence. For his full insights, listeners are encouraged to tune into the latest episode of the techpartner.news podcast.

Episode 5 - The Missing Link’s Tim Niblett on how customer expectations have changed

Discover how people power drives success in the latest episode of the techpartner.news podcast, featuring Exposé CEO Kelly Drewett. In a traditionally technical field like data analytics, Drewett has built a thriving consultancy by championing soft skills and strong company culture.

From founding Exposé in 2016 to leading its growth to 60+ staff and a successful acquisition, Drewett shares her journey of turning a bold idea into a standout Australian tech success story. She explains how transparent communication, mutual accountability, and emotional intelligence have shaped Exposé’s high-performance team—and why technical brilliance alone isn’t enough in today’s IT landscape.

Drewett also dives into her people-first hiring philosophy, revealing why communication skills are now critical for any technical consultant. In a world where business problems are complex and fast-moving, Drewett believes technologists must be able to engage directly with clients and stakeholders to deliver real impact.

Tune in to hear her insights on leadership, building culture from the ground up, and juggling a growing business and family during turbulent times. It’s a must-listen for IT leaders, aspiring founders, and anyone navigating the evolving demands of tech consulting.
Listen now to learn how empathy, accountability, and soft skills are shaping the future of IT.

Discover how people power drives success in the latest episode of the&nbsp;techpartner.news podcast, featuring Expos&eacute; CEO Kelly Drewett. In a traditionally technical field like data analytics, Drewett has built a thriving consultancy by championing soft skills and strong company culture.
From founding Expos&eacute; in 2016 to leading its growth to 60+ staff and a successful acquisition, Drewett shares her journey of turning a bold idea into a standout Australian tech success story. She explains how transparent communication, mutual accountability, and emotional intelligence have shaped Expos&eacute;&rsquo;s high-performance team&mdash;and why technical brilliance alone isn&rsquo;t enough in today&rsquo;s IT landscape.
Drewett also dives into her people-first hiring philosophy, revealing why communication skills are now critical for any technical consultant. In a world where business problems are complex and fast-moving, Drewett believes technologists must be able to engage directly with clients and stakeholders to deliver real impact.
Tune in to hear her insights on leadership, building culture from the ground up, and juggling a growing business and family during turbulent times. It&rsquo;s a must-listen for IT leaders, aspiring founders, and anyone navigating the evolving demands of tech consulting. Listen now to learn how empathy, accountability, and soft skills are shaping the future of IT.

Episode 4 - How Soft Skills Became Exposé’s Secret to Growth with Kelly Drewett - Exposé

Kat McCrabb founded Flame Tree Cyber in 2023 to serve Australia’s most demanding cybersecurity and compliance clients, including government agencies, critical infrastructure, and educational institutions. With over 15 years of experience—including roles in federal cybersecurity and as CISO for Brisbane Catholic Education—McCrabb set out to build a people-first company that could navigate complex legislative changes like the Privacy Act, Cyber Security Act, and the Security of Critical Infrastructure Act. She views these shifts not as obstacles but as opportunities for organisations to take a holistic approach to compliance and uplift their cyber maturity.

Flame Tree Cyber’s strength lies in its ability to combine deep technical expertise with a flexible, collaborative approach. McCrabb’s firsthand experience in leadership roles gives her unique insight into the needs of CISOs, allowing her team to work as true partners in solving security challenges. Despite being a young company, Flame Tree Cyber is already proving its value by helping high-pressure clients adapt to rapid change and prepare for an uncertain future.

Kat McCrabb founded Flame Tree Cyber in 2023 to serve Australia&rsquo;s most demanding cybersecurity and compliance clients, including government agencies, critical infrastructure, and educational institutions. With over 15 years of experience&mdash;including roles in federal cybersecurity and as CISO for Brisbane Catholic Education&mdash;McCrabb set out to build a people-first company that could navigate complex legislative changes like the Privacy Act, Cyber Security Act, and the Security of Critical Infrastructure Act. She views these shifts not as obstacles but as opportunities for organisations to take a holistic approach to compliance and uplift their cyber maturity.
Flame Tree Cyber&rsquo;s strength lies in its ability to combine deep technical expertise with a flexible, collaborative approach. McCrabb&rsquo;s firsthand experience in leadership roles gives her unique insight into the needs of CISOs, allowing her team to work as true partners in solving security challenges. Despite being a young company, Flame Tree Cyber is already proving its value by helping high-pressure clients adapt to rapid change and prepare for an uncertain future.

Episode 3 - Why security consultancy founder Kat McCrabb started with the hard stuff

In the latest episode of the techpartner.news podcast, Interactive CEO Alexandra Coates shares timely, no-nonsense advice for MSPs navigating one of the most competitive periods in the industry’s history. With over two decades in IT services and leadership roles at Datacom and now Interactive, Coates offers sharp insights into the pressures squeezing the mid-market—from global giants moving down the stack to rising regulatory demands.

Coates urges service providers to get laser-focused on what truly sets them apart. Instead of trying to be everything to everyone, MSPs must identify their “superpower” and align it with unmet needs in their chosen market. She also makes a strong case for leveraging Australian-specific strengths—like deep local knowledge and regulatory familiarity—as a strategic differentiator.

But standing out doesn’t mean going it alone. Coates believes MSPs can achieve more by working together, co-creating solutions for complex industry challenges, and building off each other’s successes. This spirit of cooperation, she says, starts with a simple mindset shift—and could be key to unlocking industry-wide innovation.

Don’t miss this episode for practical, future-focused advice on strategy, collaboration, and culture—from one of Australia’s leading voices in IT.
Tune in now to hear what it takes to win in the competitive middle.

In the latest episode of the techpartner.news podcast, Interactive CEO Alexandra Coates shares timely, no-nonsense advice for MSPs navigating one of the most competitive periods in the industry&rsquo;s history. With over two decades in IT services and leadership roles at Datacom and now Interactive, Coates offers sharp insights into the pressures squeezing the mid-market&mdash;from global giants moving down the stack to rising regulatory demands.
Coates urges service providers to get laser-focused on what truly sets them apart. Instead of trying to be everything to everyone, MSPs must identify their &ldquo;superpower&rdquo; and align it with unmet needs in their chosen market. She also makes a strong case for leveraging Australian-specific strengths&mdash;like deep local knowledge and regulatory familiarity&mdash;as a strategic differentiator.
But standing out doesn&rsquo;t mean going it alone. Coates believes MSPs can achieve more by working together, co-creating solutions for complex industry challenges, and building off each other&rsquo;s successes. This spirit of cooperation, she says, starts with a simple mindset shift&mdash;and could be key to unlocking industry-wide innovation.
Don&rsquo;t miss this episode for practical, future-focused advice on strategy, collaboration, and culture&mdash;from one of Australia&rsquo;s leading voices in IT. Tune in now to hear what it takes to win in the competitive middle.

Episode 2 - Interactive CEO’s simple but challenging advice for MSP success with Alex Coates - Interactive

Three years ago, OxygenIT cut 80 percent of its clients to become profitable. Founder Timothy Clarkson made the drastic move during COVID lockdowns after acquiring another business left the company financially strained despite NZ$4 million in revenue. Realising not all customers were aligned with his value-driven approach, he downsized to focus on those who appreciated his services. Clarkson shifted his mindset from engineering to sales, immersing himself in sales and marketing training. He also credits peer groups with helping him through the transition. His story is shared in detail on the latest episode of the techpartner.news podcast.

His story is exactly the kind of transformation we’ll be exploring at Pipeline 2025, our Gold Coast conference for ambitious tech partners. If you’re looking to sharpen your sales focus, attract better-fit customers, and build a pipeline that delivers sustainable growth, don’t miss it.

🎧 Listen to the episode now – and join us at Pipeline to shape your next chapter.

https://www.pipelineconference.com.au/

 

Three years ago, OxygenIT cut 80 percent of its clients to become profitable. Founder Timothy Clarkson made the drastic move during COVID lockdowns after acquiring another business left the company financially strained despite NZ$4 million in revenue. Realising not all customers were aligned with his value-driven approach, he downsized to focus on those who appreciated his services. Clarkson shifted his mindset from engineering to sales, immersing himself in sales and marketing training. He also credits peer groups with helping him through the transition. His story is shared in detail on the latest episode of the techpartner.news podcast.
His story is exactly the kind of transformation we&rsquo;ll be exploring at Pipeline 2025, our Gold Coast conference for ambitious tech partners. If you&rsquo;re looking to sharpen your sales focus, attract better-fit customers, and build a pipeline that delivers sustainable growth, don&rsquo;t miss it.
🎧 Listen to the episode now &ndash; and join us at Pipeline to shape your next chapter. <a href="https://www.pipelineconference.com.au/">https://www.pipelineconference.com.au/</a>
&nbsp;

Episode 1 - Shrinking to grow with Tim Clarkson - OxygenIT

The voice of the Australian channel gets talking with the techpartner.news podcast. Each week/fortnight, we talk to a leading channel partner executive about their business journey and view of the industry. From MSPs to ISVs, from cybersecurity to cloud services, our editorial team is out to provide the best resource for understanding the Australian tech partner industry.

The voice of the Australian channel gets talking with the&nbsp;techpartner.news&nbsp;podcast. Each week/fortnight, we talk to a leading channel partner executive about their business journey and view of the industry. From MSPs to ISVs, from cybersecurity to cloud services, our editorial team is out to provide the best resource for understanding the Australian tech partner industry.

The techpartner.news Podcast

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