Ctrl+Shifter Podcast

EP 03: How to Successfully Manage Vendor Relationships

AUGUST 20, 2025

In this episode, we sit down with Thomas Naylor, Founder & Editor of Hifo.Ltd and Cyber Security Judge for the SC Awards Europe, to uncover the secrets of mastering vendor relationship management. With his vast experience in digital transformation and cyber security, Thomas offers valuable insights on how to build strong, long-lasting relationships with vendors that are crucial to driving sustainable growth and IT success in today’s fast-paced, tech-driven landscape. Throughout the episode, Thomas dives into expert tips for effective vendor relationship management, including how to set clear requirements, align goals, and establish trust. He emphasizes how fostering these relationships can not only lead to successful partnerships but also create a foundation for scalability and innovation within your organization.

Timestamp

00:00 Introduction

01:10 - Behind the Shift: From Distilleries to Digital Due Dilligence

08:47 - Leading Through Complexity

13:50 - Behind the Buzzwords: How Strategy Meets Execution

37:00 - Balancing Speed, Scale, & Sustainability in Tomorrow’s IT

48:45 – Outro

The focus has to be on building relationships, based on both competencies and trust, clarity and awareness of what needs to be delivered…

About Our Guest Speaker

Thomas Naylor

Founder & Managing Director of hifo.co

With 25 years transforming IT (including $1 B+ carve-outs, global ERP rollouts, and Seagram’s whisky production system), he’s here to share the ultimate vendor-partnership playbook.

Hifo is a platform that provides advanced search tools and unique comparison features, helping tech vendors stand out and enabling technology buyers to quickly discover, understand, and compare companies side by side. With Hifo, buyers find exactly what they need, while vendors can skip the sales pitch and get straight to meaningful conversations.