The Bridge Podcast Scott Kinka

On this episode of The Bridge, I’m joined by Mike Nowak, BCM One’s Chief Revenue Officer. We discuss how the Pure IP acquisition has been transformative for BCM One and much more.

BCM One is a leading global provider of NextGen Communications and Managed Services to IT leaders and channel resellers.  BCM One streamlines the complexity of enterprise voice solutions and managed network services. BCM One prides itself on its long-standing client relationships backed by their mission statement, “To Provide a World-Class Experience with Every Human Interaction.” BCM One’s family of brands include: BCM One, SIP.US, SIPTRUNK, SkySwitch, Flowroute and Pure IP. 
During our conversation, we discussed why future-proofing communication infrastructure is crucial. We also discussed the market's adoption of Microsoft Teams and Cisco WebEx, the challenges and opportunities of integrating different communication platforms, and other related topics. 
Topics covered in this episode:  
●      How legacy devices and brand loyalty play a role in the decision-making process for businesses choosing between Teams and WebEx.
●      How BCMOne offers agnostic solutions that integrate with different platforms.
●      Why hybrid environments, where different platforms coexist, are typical in large organizations undergoing business transformations.
●      Why managed teams are a valuable service for mid-market organizations.
●      How bundling and unbundling of services can have an impact on market share.
●      Why automation is a key driver for business process optimization.
●      Why the network business has seen changes post-COVID, with a focus on cost optimization and vendor consolidation.
●      How network intelligence and access providers are often separate, but can be combined for comprehensive solutions.
Other BCM One Episodes
Swimming in the Whale’s Wake with Geoff Bloss of BCM One
https://bridgepointetechnologies.com/swimming-in-the-whales-wake-with-geoff-bloss-of-bcm-one/
The Bridge Podcast with Mike Nowak from BCM One

https://bridgepointetechnologies.com/the-bridge-podcast-with-mike-nowak-from-bcm-one/
Books
The Art of War
https://www.amazon.com/Art-War-Sun-Tzu/dp/1721195092/ref=asc_df_1721195092/?tag=hyprod-20&linkCode=df0&hvadid=693706201118&hvpos=&hvnetw=g&hvrand=2761887283369527471&hvpone=&hvptwo=&hvqmt=&hvdev=c&hvdvcmdl=&hvlocint=&hvlocphy=1024894&hvtargid=pla-677037615274&psc=1&mcid=f42f4ea890193155b9f79d09e97c6c85&gad_source=1&gclid=CjwKCAjw9IayBhBJEiwAVuc3fq6RnhABOM78ttwpecunW5Qj-_C_c6merzFcqhubdPmov2LTVzWgixoCexoQAvD_BwE
ABOUT MIKE NOWAK
In his role as Chief Revenue Officer, Mike Nowak has revenue generation and sales strategy responsibilities for the BCM One family of brands including BCM One Retail, Pure IP, SkySwitch, SIP.US, SIPTRUNK, and Flowroute. Additionally, Nowak leads BCM One’s sales engineering and sales operations teams, and is responsible for sales integration and go-to-market strategy for all M&A activity. His highly strategic and structured approach—for setting policies; making product, pricing, process, and systems decisions; aligning team skills; and more—has enabled him to successfully integrate nine acquisitions while avoiding cross-over inefficiencies and channel conflict within the different business segments and maintaining a consistently high sales-to-profit ratio.
Nowak was previously the Vice President of Sales at nexVortex, which was acquired by BCM One in 2020, helping build the organization from a small start-up to a growth company validated with over 40 consecutive quarters of revenue growth and recognition on the Inc. 5000 list of fastest-growing companies 10 years in a row. Nowak also held channel sales positions at Aspen Consulting and Bandwidth.com, and he started his career in technical sales at IBM.
Nowak was named to the prestigious list of Channel Chiefs by CRN® in

On this episode of The Bridge, I’m joined by one of our Bridgepointe team members, Saad Saleem, Senior Cloud Architect. We’re walking through the overarching impact of recent VMware changes on customers and service providers and exploring some VMware alternatives. 
Bridgepointe is a tech advisory firm that helps bridge the gap between tech investments and business goals. For two decades, we've helped mid-market and enterprise clients make quicker, more informed tech investments. We'll help you save time by shortening the procurement process while saving money and increasing ROI. We work with 150+ suppliers to simplify the process of planning and procuring the tech solutions you need to meet your tech and business needs. 
During our conversation, we discussed the importance of assessing how to deliver business functionality, the potential for transformation in the cloud journey and so much more. 
Topics covered in this episode: 
●      How VMware has shifted from perpetual license models to recurring revenue licenses.
●      The cost increases customers are experiencing.
●      How service providers have been impacted by the new licensing structure.
●      Why service providers may need to seek licenses from larger partners.
●      Why customers are exploring alternatives to VMware and reevaluating their service delivery models.
●      How the focus is shifting towards delivering business functionality and considering the right mix of infrastructure and software expertise.
●      Why IT administrators with VMware expertise may face challenges in transitioning to new tools and should carefully evaluate the costs and impacts of change.
Links for this episode: 
Other VMware Episodes
Optimizing VMware Cloud Foundations with Rackspace’s Hannah Duce and Kevin Carter
https://bridgepointetechnologies.com/vmware-cloud-foundation/  
Is It Time for a VMware Breakup? With Enzu’s Dustin Young
https://bridgepointetechnologies.com/vmware-breakup/  
The Future of VMware with AJ Kuftic of Expedient
https://bridgepointetechnologies.com/vmware/ 
Using AI at Scale with Adam Weiner of Granite
https://bridgepointetechnologies.com/ai-at-scale/
More Saad Content
https://bridgepointetechnologies.com/author/saadsaleem/
VMware Spotify Playlist
https://open.spotify.com/playlist/0Z9Ny7UQFghuZ2UXLOD969?si=8f13e09cf07d4b70
ABOUT SAAD SALEEM
As an architect, Saad leads Bridgepointe’s Cloud Transformation Practice. Saad joined Bridgepointe in 2018 after a SaaS Delivery focused IT and Product Management career spanning 25+ years at software companies including Oracle, Siebel, UpShot, Granicus and UnitedLayer. 
A graduate of San Jose State, Saad is focused on IT Strategies that leverage technology to deliver business outcomes.

Areas of Focus:
 ▪ Cloud Strategy and Execution with an emphasis on Business Results
 ▪ Designing Workload Centric Integrated Cloud solutions that scale & integrate into the business
 ▪ SaaS Operations & Management
CONTACT SAAD 
LinkedIn. https://www.linkedin.com/in/saadsaleem/ 
Web. https://bridgepointetechnologies.com/team/saadsaleem/

On this episode of The Bridge, I’m joined by two of our partners from Rackspace: Hannah Duce, Director of Strategic Alliances and Kevin Carter, Product Director. We’re discussing the current state of affairs with the VMware evolution, optimizing VMWare cloud foundations, and much more. 
Rackspace is the multicloud solutions expert. They know what you're up against because they've helped global companies across industries through it—and you can bet they're ready to help. Their team delivers results by listening to their customers’ challenges and building custom cloud services and solutions that support their business to perform better now and in the future.
During our conversation, we discussed the challenges and opportunities arising from the changing landscape and how Rackspace navigates through it. They also discussed the role of partnerships and alliances and the decision-making process for customers considering alternative platforms as it all relates to the VMware cloud foundation. 
Topics covered in this episode:  
●      How the VMware-Broadcom deal has created challenges and opportunities for Rackspace and its customers.
●      Rackspace’s long-standing partnership with VMware and how they’re working closely to navigate the changes.
●      How Rackspace is a trusted advisor for customers who ask questions and consider alternative platforms.
●      Critical strategies for mitigating the impact of the changes.
●      Why Rackspace is focused on providing a simplified and comprehensive solution for customers in the multi-cloud hybrid world.
●      What critical factors—like VMware's maturity level and the presence of mission-critical workloads—should be considered when making decisions about how to proceed?
●      How optimizing VMware Cloud Foundation and leveraging its bundled elements can lead to increased value and speed up modernization efforts.
●      Why tech stack displacement and rationalization may be necessary when transitioning to VMware Cloud Foundation.
●      Why KVM is a mature and viable alternative to VMware, especially for organizations running Windows virtual machines.
ABOUT HANNAH DUCE
Passionate about providing solutions to bring benefit to others, applying concepts in new ways to improve efficiency, and creating meaningful connections between people or ideas. I've leveraged these strengths across multiple industries including IT, Retail, Consumer Products, and Foodservice.

My areas of expertise include identifying needs, developing go to market strategies, product and process development. I bring a personable approach to helping client’s solve problems by offering unique solutions that increase sales, innovation and customer satisfaction. One of my simple joys is teaching and cheering on others to success.
CONTACT HANNAH
LinkedIn. https://www.linkedin.com/in/hzduce/
Web. https://www.rackspace.com/
ABOUT KEVIN CARTER
I'm Kevin Carter, a developer and leader with an insatiable appetite for learning, a penchant for tinkering, and a knack for solving the most perplexing problems. Throughout my career, I've honed my expertise in data center operations, gaining hands-on experience in everything from bare metal to networking, virtualization, and containers. I've also had the pleasure of leading successful teams developing innovative solutions for critical infrastructure applications within private clouds.

Now, I'm embarking on an exciting new adventure as a Product Director in open cloud computing, leveraging the power of OpenStack. While I may be new to this role, I'm no stranger to the world of cloud technology. As a leader, I will leverage my extensive background in cloud and systems engineering, and I'm eager to make a substantial impact in shaping the future of open cloud computing.

I've steadfastly advocated for open-source collaboration throughout my journey, contributing to

On this episode of The Bridge, I’m joined by Dustin Young, EVP of Global Sales and Marketing at Enzu. We’re discussing whether it’s time for a VMware breakup and much more.

Enzu is built on their TruCloud® Private Cloud Platform. Enzu solutions fuel growth and innovation for small, medium, and large enterprises by delivering expert capabilities in Global Bare Metal, Private Cloud, Migrations off VMware, Networking, Cloud, and Security. Combining decades of unmatched customer focus and passion for excellence, they deliver premium and affordable infrastructure-as-a-service solutions. Enzu also offers other services, including Disaster Recovery, Managed Services, and Cloud Optimization services.
During our conversation, we get into what to do if you’re still trying to sort out your VMware problem — whether it’s time for organizations to break their reliance on VMware,  what comes next,  determining if it’s the UI that you’ve come to know and be comfortable with that and keeps you locked in, other burning questions that may lead you to a VMware breakup. 
Topics covered in this episode:  
●      Dustin’s career journey and how he landed at Enzu
●      Why the Broadcom acquisition of VMware will likely transform the company into a hyperscaler.
●      Why customers may face challenges and cost increases due to the acquisition.
●      The importance for customers to understand the risks and explore alternative options.
●      How VMware’s licensing changes and services bundling significantly impact customers.
●      Considerations for transitioning to alternative platforms.
●      How Enzu’s platform offers an abstraction layer and easy migration of VMs from VMware.
Links for this episode: Trust Based Leadership by Mark Given
About Dustin Young Savvy business leader, proud Autism advocate and parent, and proud United States Marine Corps Veteran with over 15+ years generating maximum financial results in the telecommunications and technology sales industry. Creative talent recruiter and relationship builder, exemplified by the ability to lead teams and execute complex initiatives that benefit both the company and the client. Strong ability to develop sales channels, go-to-market strategies, and program structures that can be implemented worldwide to drive incremental revenue, reduce operating costs, and optimize scalability. Extensive experience in enterprise mobility, big data, network design, and analytics. Proven skills in the development of strong revenue producing programs from green field to production in a start-up environment. High level of initiative and motivation that enables me to work well in an office or from home using video communications and collaborative efforts to succeed.
While the VP of Sales, I have grown overall revenue by 232%, signed 12 Master Agents, added 2 wholesale companies as clients, and partnered with Global Telecommunications Carriers
Oversaw all Channel Sales for a Tier 1, facilities based, business-grade IP service provider with a robust private IP network.
Built a program from scratch which later earned 47% of the company’s $34MM annual revenue stream
Served in a short term contract position developing the legal language and contracts needed to launch a channel program for a VAR, which is still currently in use
Gained remarkable revenue increases throughout my tenure: 318% in 2005, 263% in 2006, 245% in 2007, and 102% in 2008
Built an award winning SaaS Platform with my Engineering Team at O1 Communications
Earned the Top Sales Representative Award in the San Jose/Sacramento branch 23 of the 38 months
Contact Dustin Web. https://enzu.com/about/
LinkedIn. https://www.linkedin.com/in/dustinyoung/

On this episode of The Bridge, I’m joined by Chris MacFarland, CEO and Chairman of Comcast Business. We’re talking about the importance of strategy in IT leadership, the upcoming advancements in AI and AGI and more. 
As a pioneer in software-defined networking, Masergy is a leading secure cloud networking platform for global businesses. Acquired by Comcast Business in 2021, Masergy leverages artificial intelligence to enable superior application performance, offering SD-WAN, Security, UCaaS, and CCaaS solutions.
During our conversation,  we get into the recent changes and updates within Comcast Business, the shift from being a cost center to a strategic business, and the future of AI and AGI. 
Topics covered in this episode: 
●      The integration of Masergy with Comcast Business.
●      Masergy’s focus on enhancing the cyber posture and resiliency of businesses of all sizes.
●      Why Comcast Business aims to be the leader in global secure networking and invests in solutions beyond connectivity.
●      Why IT leadership should be focusing on strategy and balancing offense and defense to drive innovation and success.
●      Why advancements in AI and AGI significantly impact various industries and society.
●      How the shift from Western medicine to personalized medicine and the focus on health span and longevity revolutionize healthcare.
Links for this episode: Previous Episode with Chris MacFarland
https://bridgepointetechnologies.com/sd-wan-deployment-with-comcast-business-masergy-chris-macfarland/
ABOUT CHRIS MACFARLAND
In today's episode, we have the pleasure of hosting Chris MacFarland, the CEO of Comcast Business, a leading global private cloud networking and cybersecurity company. With an impressive career spanning notable organizations like BroadSoft and Allegiance Telecom, Chris is widely respected for his exceptional leadership skills, earning prestigious recognition such as Glassdoor Employees' Choice Top CEO. Beyond his professional achievements, Chris is actively involved in community service, serves on the boards of Compass Data Centers, Linear Labs, International Student Foundation and Tech Titans. Tune in as Chris shares his insights and experiences. And without further ado, let's dive into our conversation with this remarkable industry leader. 
CONTACT CHRIS
Web. https://corporate.comcast.com/press/releases/comcast-business-closes-masergy-acquisition
LinkedIn. https://www.linkedin.com/in/cmacfarland/
 
 
 

On this episode of The Bridge, I’m joined by Graeme Geddes, Chief Sales Officer at Zoom. We’re talking about the collaboration technology evolution, the role of Zoom as a communications platform and so much more.
Zoom is an all-in-one collaboration platform that makes connecting easier, more immersive, and more dynamic for people and businesses. Their team chat, phone, meetings, omnichannel contact center, whiteboard, workspace, and AI solutions help hybrid teams collaborate and get more done.
During our conversation, we explored the integration of productivity apps with Zoom, the company’s focus on innovation and AI, and how the collaboration technology evolution is playing out today in our post-pandemic world.
Topics covered in this episode:
●      Graeme’s background and career path.
●      The collaboration technology evolution.
●      The adoption of video as a baseline for collaboration and the acceleration during the pandemic.
●      The role of video in collaboration.
●      Zoom’s focus on connecting disparate communication methods and enabling businesses to get work done more efficiently.
●      The integration of productivity apps with Zoom.
●      Why Zoom is investing in AI to augment and enhance user experiences.
●      Why the role of the CIO has become crucial in driving digital transformation.
●      Shameless predictions for the next 12 to 18 months. 
Links for this episode:
LINKS FOR THIS EPISODE:
Earn Your Employee’s Commute with Zoom’s Gary Sorrentino: https://bridgepointetechnologies.com/collaboration-and-productivity/
Books that Graeme mentions.
Simon Sinek: https://simonsinek.com/
ABOUT GRAEME GEDDES
Graeme Geddes is Chief Sales Officer at Zoom, responsible for leading Zoom’s enterprise sales, solution engineering, sales operations, enablement, and channel teams across the globe. A 20-year collaboration industry veteran, Graeme joined Zoom in 2019 to lead Zoom’s Phone business, taking it from a nascent product to more than 5.5 million seats sold in less than four years. He has also spearheaded the successful go-to-market strategies of many of Zoom’s recent platform innovations including Zoom Contact Center, Zoom Rooms, and Zoom IQ for Sales. Before joining Zoom, Graeme spent nearly 16 years at Cisco in a variety of leadership roles, finishing his tenure there as Americas Director for Collaboration Sales of Webex Meetings, Video Devices, and Team Messaging. He also spent nearly four years as a firefighter with the California Department of Forestry and Fire Protection. He holds a BS in Business Administration and Applied Social Psychology from California Polytechnic State University - San Luis Obispo and a certificate from the Stanford University Graduate School of Business.
CONTACT GRAEME
Web. http://zoom.us
LinkedIn. https://www.linkedin.com/in/ggeddes/