 Welcome back to JSA TV the newsroom for tech telecom and data center professionals Buffy hierarchy this and we are coming to you live from channel partners 2023 in fabulous Las Vegas and joining me today all the way from Europe. We have two very special guests We have Charles or zeal de seger and He is the Managing partner of Cambridge Consulting and we also have Stuart Corzone He is the chief commercial officer gentlemen. Welcome to JSA TV. Thank you. Yes. It's such a pleasure having you Let's start with Charles. Can you tell us a little bit more about Cambridge management consulting? Yes, Cambridge management consulting is a booty consulting company Specializing digital transformation We are originated from Cambridge in the UK Company started a few years ago and grow rapidly to 20 countries around the world with 150 partners and associates today What make us different than other companies is that we are in the real world We have the real world experience each of our partners and associates have been running companies or groups around the world Especially in the telco industry, but also in other companies. So with that experience our Customers are coming to us to us for Digital transformation, but also for complex projects like I would say including M&A's fundraising on good to market strategies This is not that what Cambridge management consulting is doing today Yeah, and you're here all the way from Europe. I mean you have offices in London in Paris in Tel Aviv I mean global success is clearly What you guys are made of here. So why don't you tell us a little bit more about what has attributed to such global success? Okay, I think it's always a question of people because for example what we provide to our customers in terms of the digital Transformations we speak about process. We speak about technology. We speak about strategy But we also speak about people and if the people doesn't follow for example for the chance nothing happened We've been Cambridge within Cambridge management consulting 150 partners and associates and actually we are growing there at the rate of two per week We should be around 200 by the end of this year. We are providing real expertise We are not consultants actually what expertise we for example have expert best experts in data centers in submarine cables in IOT etc. With that we can provide an exceptional services to our customers Actually, we never lost a customer Of course was worldwide there on the command on this is what brings the big difference This is the success and we are growing with our customers and they go with us This is what I would say brings the success of the company. So people are the key to your success is absolutely I think people expertise Professionalism etc. And this is what we make the thing happen. Oh, this is why it's a pleasure to be here No, real, you know with the past few years when we were remotely it works But meeting you meeting of our partners and associate of customers traveling from Europe as you see Right, but we'll have also present in the US is very important to meet our partners It is important and it's so great to be back here in person. Oh, yes for sure And the event is bigger than ever. I mean there's been 8,000 attendees here through these expo floor doors over these past three days So Stuart, let's turn the attention to you now. I mean, what do you hope to gain from this channel partners event? It's a few things and you know over the past couple of days It does sometimes feel like I've spoken to nearly every one of those 8,000 people But for us, it's you know Cambridge being an international company, but based in Europe It was key that we raise our awareness and raise our brand with as many people as possible So we we had come out here to raise awareness of Cambridge our capability what we can do for a number of the trusted advisors and the TSD's Within the community over here Also, we are a TSD in our own right and we operate on behalf of a number of companies international telco companies Primarily so partly it was raising awareness for them and raising awareness within the trusted advisors within the US so Services that can add to their portfolio that they can bring into clients that they're working with so that was a key part We've also spent a lot of time with a number of the TSD's whilst we've been over here Talking to them about how we can help them with their international expansion because we in our own right have a number of trusted advisors across the whole of international that we're already working with so we can help the US-based TSD's accelerate their growth internationally. So that's also been a key part of it Well, there's no better place than channel partners to raise your awareness. Yeah for sure So what developments do you hope to see? In the channel within your channel program over the next few years But within our channel program we're just continuing to evolve in terms of you know adding more vendors that we're working with To build the portfolio for the trusted advisors that we work with Also building a strengthening relationship with the US-based TSD's to see how we can help them grow Internationally, so that's a real key focus if I look at you know evolvements within the channel I think globalization is just continuing And you know particularly at the moment it seems to be accelerating and on with a lot of the conversations We've had over the past couple of days A lot of people are saying you know all of our clients are starting We're not all a lot of our clients are starting to look at what can they do for them outside of the US So globalization I think is important now. It's going to be significantly more important going forward and you know, I think a lot of people are going to have to address that and that's where Cambridge can come in in helping a lot of those organizations because you know, we understand global we globally in our own right We're already there so we can help help them navigate some of that complexity from a legal perspective from a language perspective And the time zone perspective and so on Yeah, the other thing that I see happening is the role of the trusted advisor I think is going to evolve so at the moment They're primarily looking at the technology platforms and the solutions that their clients are going to require And we're already seeing with some of the higher-end trusted advisors They're starting to get involved in the business strategy of the organization looking at where they're going how they want to grow Geographically how they want to grow from a you know changing their business model I think the role of the trusted advisors will evolve to be more of a business consultant You know helping from a go go to market perspective helping from a growth perspective helping from an internationalization perspective Going forward and definitely see that as a skill set that will be increasingly important going forward And again, it's an area where we can help a lot of a lot of the trusted advisors in that area Well, we were just chatting right before we started the interview when you say globalization Channel partners is global is globalized, right? So we have channel partners Europe coming up Just in a month or so. Yeah, and you guys will be there, correct. We are definitely going to be there. Yes So channel partners Europe you can check these fine gentlemen out there. Yes, and Where can viewers go to learn more Charles if they want want to check you guys out, sorry Where can viewers go to learn more? What we can do like your website. Yeah, they go to Cambridge emcee dot com All of the information is there Also just sending an email to myself or to charl either via linkedin or directly All right email so Cambridge Emcee right Cambridge emcee.com. Yeah all the way from Europe Such a pleasure to speak with you gentlemen today and you can check them out at channel partners Europe coming up in June So thanks again for joining us and thank you viewers for tuning in to another fabulous episode of JSA TV Live from Las Vegas for channel partners 2023. Happy networking Thank you very much