Podcasts about ariba

Gayatri Kalyanaraman is in conversation with Sunil (SKG) Gupta, Senior Director in Cognizant and author of the book “Unlock Yourself” about creating a purpose led and fun filled life — a seasoned corporate leader with over three decades of experience spanning supply chain, IT-BPM, SaaS platforms, and now, marketing and influencer relations at Cognizant.Some highlights from the conversation has two major parts A Career Built on Transitions and Reinvention and making of the authorSunil started his career in the early 1990s in procurement, choosing the lesser-known path at a time when everyone else was aiming for sales, marketing, or R&D. His instinct for building structured systems began even then.By the late 90s, he was part of one of India's earliest experiments with reverse auctions and e-procurement, trained on platforms like Ariba before they became mainstream — gaining domain expertise that would shape the next phase of his career.Sunil joined the IT-BPM world in 1999, sparked by a newspaper ad that challenged readers to rethink their role during the Internet boom. From there, he helped set up B2B digital platforms across multiple sectors, including food and manufacturing.One of his standout projects was setting up a fully hosted commodity futures exchange, offering not just software but an end-to-end platform-as-a-service (long before SaaS became a buzzword).At Cognizant, Sunil spent over a decade building enterprise architecture and consulting practices, including growing a team of 300+ technology and business architects. He played a key role in setting up frameworks that bridged technology with real business impact.He later moved to the Philippines, taking on leadership roles in BPO services and transformation, and now works in marketing and analyst relations, helping position Cognizant's offerings with global firms like Gartner, Forrester, and IDC.The Making of an Author – Unlock Yourself:Sunil's book is a blend of personal introspection, professional learning, and tools for self-coaching.He introduces the RADHA framework – Reflect, Ask, Decide, Help, Act – to guide people through change and self-discovery.A strong advocate for neurodiversity and learning with compassion, Sunil discusses how society needs to reframe what “normal” means in both education and the workplace.His approach to writing and self-reflection was deeply influenced by the Theory of Constraints, coaching experiences, and even NFT community dynamics as an example of meaningful online engagement.Key Takeaway Moments:“Procurement taught me how systems work — and how people work within those systems.”“I realized I've always been in procurement… even when I didn't know it — we're all negotiating in life and work.”“My transition from technology to marketing feels as exciting as my first job — it's like starting fresh, but with wisdom in your backpack.”“Ask for help. Not because you're weak, but because you were never meant to do this alone.”A fresh take on fulfillment, success, and redefining “being number one”Sunil Gupta, also known as SKG, is a vibrant lifestyle step- up coach and a seasoned expert with over three decades in business strategy, program management, and corporate real estate. An IIT Kanpur alum, Sunil has enhanced his credentials with leadership programs from Symbiosis, Harvard Business Publishing, TinyMagiq, and SnehWorld. He volunteers with unicorn incubator IIT Startups and the Art of Living, Philippines. Sunil's personal advocacy is guiding first generation graduate girl students - whom he fondly calls as #BiryaniGirls.Known for his playful nature in childhood, Sunil worked diligently through high school and eventually graduated as a Mechanical Engineer from the esteemed IIT Kanpur in 1992. He later, in 2003, completed a PG in InternationalTrade from Symbiosis Institute of Management Studies and in 2021, completed an Executive Leadership Development program by Harvard Business Publishing and subsequentlya 7-day residential TrainTheTrainer (T3P) program by Sneh Desai & team.Sunil boasts over three decades of experience in multiple industries with a focus on business strategy, portfolio & program management, corporate real estate & workplace management and sourcing. Besides his work, Sunil lendshis expertise to unicorn incubator IIT Startups as a mentor and also provides career guidance to first-generation female students, the ‘BiryaniGirls'. In his personal life, Sunil is anavid follower of The Art of Living teachings and has actively volunteered with their Philippines chapter. His journey to find life's meaning led him to establish the #PurposeProject, a venture to help people discover and live their true calling. Over the years Sunil has contributed to multiplewhitepapers and leading books on Theory of Constraints & Business Transformation. At present he is working on multiple books on personal development, goal setting, habit forming and purposeful living in what he calls as #TheNewAge - the era of uncertainties with immense promises and threats. Sunil is also preparing to launch his NFT Art & short story collection.Sunil is a staunch believer in the power of community and is dedicated to making a positive global impact through his work. He's deeply grateful to his mentors, family, friends, andcolleagues for their influence on his life and success.He considers himself to be a lover, actor, trader, teacher, peaceful warrior, saint, and prince, albeit with a fear of snakes, heights, and loneliness. He enjoys yoga, dogs, cycling, badminton, AI art & story creation, movies, cricket, and human connection. Connect with him if you're seeking someone who's passionate, driven, and a bit quirky!Sunil can be contacted at https://www.linkedin.com/in/sunilkguptaskg/https://sunilkgupta.com interests / passionhttps://www.amazon.in/Unlock-Yourself-New-Age-Dialogues/dp/9360068152 - Unlock yourself in the new age - a book rooted in self-awareness, neurodivergence, personal rituals, and authentic transformation. In this conversation, he shares not just career milestones but the values and frameworks that shaped his journey.

Parlem´amb Carlos López, Nicolás Benllcoh i Miguel Romero. podcast recorded with enacast.com

Bugün İTÜ Güneş Arabası ekibi ile birlikte üniversite döneminde AR-GE çalışmaları, Arıba'nın serüveni, sanayi-üniversite işbirliği ve sürdürebilinir enerjiler üzerine keyifli bir sohbet ettik.

In this episode, Avanish and Jim discuss:Jim's 46-year journey from IBM to Salesforce, including his role in scaling Salesforce from $22M to $5B in revenueHow customer demands, particularly from companies like Cisco and Merrill Lynch, shaped Salesforce's platform strategyThe strategic decision to separate the application layer from the platformCreating a successful customer success organization to drive adoption and showcase customer storiesThe evolution of Salesforce's partner strategy and metrics for measuring ecosystem successHow the "tactics dictate strategy" philosophy helped Salesforce respond to market needsAbout Our GuestJim Steele is the President of Global Strategic Customers and Partners at Salesforce. Previously, Jim served as Salesforce's President of Worldwide Sales and Chief Customer Officer for over 12 years, from 2002 through 2014 where he led the growth of the company from $22 million to more than $5 billion in revenue. Jim rejoined Salesforce in 2020 as President of Global Strategic Sales with his primary focus to bring the full power of Salesforce to its largest and most strategic customers. Most recently, Jim has also assumed responsibility for Salesforce's Alliances & Channels organization, the Emerging Business operating unit, and Private Equity practice. Previously Jim served as Chief Revenue Officer and President of Yext, President and Chief Revenue Officer of InsideSales.com and President of Worldwide Sales at Ariba. Jim started his career at IBM where he spent over 22 years in executive leadership and senior sales roles including VP and GM of Sales in Asia, based in Tokyo.About our HostAvanish Sahai is a Tidemark Fellow and has served as a Board Member of Hubspot since April 2018 and of Birdie.ai since April 2022. Previously, Avanish served as the vice president, ISV and Apps partner ecosystem of Google from 2019 until 2021. From 2016 to 2019, he served as the global vice president, ISV and Technology alliances at ServiceNow.  From 2014 to 2015, he was the senior vice president and chief product officer at Demandbase.  Prior to Demandbase, Avanish built and led the AppExchange platform ecosystem team at Salesforce, and was an executive at Oracle and McKinsey & Company, as well as various early-to-mid stage startups in Silicon Valley.About TidemarkTidemark is a venture capital firm, foundation, and community built to serve category-leading technology companies as they scale.  Tidemark was founded in 2021 by David Yuan, who has been investing, advising, and building technology companies for over 20 years.  Learn more at www.tidemarkcap.com.LinksFollow our guests, Jim SteeleFollow our host, Avanish SahaiLearn more about Tidemark

In this episode of TribePod, host Matt Staney sits down with Eric Knauf, Founder and Managing Partner at BelongHQ, to explore the evolving landscape of talent leadership and the power of belonging in the workplace. Eric shares his journey from an "accidental recruiter" to a thought leader in talent acquisition, recounting pivotal moments from his career at SAP, Ariba, and Commvault. Together, they discuss: The critical role of belonging in organizational success. How talent leaders can navigate today's AI-driven workplace. Why super connectors are the backbone of thriving companies. Whether you're a TA professional, HR leader, or simply passionate about fostering meaningful workplace connections, this episode offers invaluable insights into creating environments where people and businesses thrive. Connect with Eric: Visit BelongHQ.com or find him on LinkedIn.

Jim Steele, President, Global Strategic Customers & PartnersJim has over 40 years as an accomplished business leader with a strong track record of success in building and leading global sales teams.Jim served as Salesforce's President of Worldwide Sales and Chief Customer Officer for over 12 years, from 2002 through 2014 where he led the growth of the company from $22 million to more than $5 billion in revenue. Jim rejoined Salesforce in 2020 as President of Global Strategic Sales with his primary focus to bring the full power of Salesforce to its largest and most strategic customers. Most recently, Jim has also assumed responsibility for Salesforce's Alliances & Channels organization, the Emerging Business operating unit, and Private Equity practice.Previously Jim served as Chief Revenue Officer and President of Yext, President and Chief Revenue Officer of InsideSales.com and President of Worldwide Sales at Ariba.Jim started his career at IBM where he spent over 22 years in executive leadership and senior sales roles including VP and GM of Sales in Asia, based in Tokyo.Jim holds a B.S. in Civil Engineering from Bucknell University. He lives with his wife Amy and children on a ranch near Park City, Utah.Key Takeaways - Effective leadership involves actively listening to team members and customers. Jim emphasizes the principle of "Listen, Validate, Inspire" - Successful leaders, like Marc Benioff, embrace proactive change rather than waiting for crises to force change.- Building strong relationships and knowing team members' names can significantly impact workplace culture and morale. - Jim emphasizes the importance of having a "beginner's mind," which involves staying open to new ideas and continuously learning throughout one's career. - A positive and open mindset is crucial for leadership success. Leaders should focus on being engaged, confident, and passionate about their work, as this enthusiasm can inspire their teams and create a more dynamic and motivated workplace.Join The “Now” Newsletter: https://now.katierichardson.com/newsletterAbout Katie Richardson:Katie, once a girl who just liked to have fun, transformed into a globally recognized designer and entrepreneur. With expertise in woodworking, welding, drawing, and sewing, she crafted her own path. Despite initial doubts and imposter syndrome, Katie defied expectations by establishing Puj, a business that now boasts its products in 2,000 US stores and 26 countries, delighting over 1 million customers worldwide. Her greatest aspiration is to inspire women across the globe. Renowned shows like the Ellen Degeneres Show, Rachael Ray Show, Today Show, and Entrepreneur Magazine have featured her, while influential figures like Martha Stewart, Matt Damon, Camilla Alves, Mario Lopez, Robert Downey Jr., Kourtney Kardashian, Bill & Giuliana Rancic, and Pam Beesley have embraced her products. Today, Katie is a coach, mother of four, wife, author, and powerful speaker.Connect with Katie:Website: https://katierichardson.com/CASE STUDIES: https://now.katierichardson.com/casestudyLinkedIn: https://www.linkedin.com/in/katie-richardson-creatorApple Podcasts: https://podcasts.apple.com/us/podcast/whats-working-now/id1515291698BuzzSprout: https://www.buzzsprout.com/1847280Spotify: https://open.spotify.com/show/2kV8cL7eTZ70UAXMOtcBbrNewsletter: https://now.katierichardson.com/newsletter

This week, host Sagi Eliyahu welcomes Nico Bac, Founder of Digital Procurement Now, shares his journey from driving procurement innovations at Procter & Gamble to establishing his own advisory firm. Gain valuable insights on effective leadership, the critical role of user-friendly technology and AI's growing influence in the industry.Key Takeaways:(02:10) Nico's transition from corporate procurement at Procter & Gamble to founding his own firm.(04:45) Early adoption of digital procurement tools like Cooper and Ariba.(07:55) Emphasizing user experience as a top priority in procurement technology.(11:20) Cautionary approach to AI's growing influence in procurement.(15:35) Risks associated with relying on outdated procurement technologies.(18:50) Migrating procurement systems to cloud-based platforms is essential.(22:30) Big data will drive future procurement decisions and enhance strategy.Resources Mentioned:Nico Bac - https://www.linkedin.com/in/nico-bac-dpnow/Digital Procurement Now - https://dpnow.ai/This episode is brought to you by Tonkean.Tonkean is the operating system for business operations and is the enterprise standard for process orchestration. It provides businesses with the building blocks to orchestrate any process, with no code or change management required. Contact us at tonkean.com to learn how you can build complex business processes. Fast.#Operations #BusinessOperations

  Do you want to streamline your RFP response process and win more contracts? Imagine a more efficient and effective way to handle RFPs, ensuring your responses stand out. We'll be sharing a solution to help you achieve that result. Uncover the unexpected way AI can help you win more RFPs with a powerful tool. It's not just about streamlining responses; it's about gaining a competitive edge and uncovering hidden insights. Find out the surprising truth that's transforming the RFP game and putting you ahead of the pack. Ready to discover the game-changing tool that's making waves in the industry? Stay tuned for this groundbreaking reveal. This is Mark Shriner's story: Mark Shriner, a seasoned business development and growth specialist, shares his journey from an adventurous trip to Asia with only $117 in his pocket to leading a consulting company in Japan. Through a chance encounter, he found himself in the sales track after securing a job with a Taiwanese computer magazine publisher, which fueled his career in sales. Mark's experience in business expansion and his tenure with Memoq, a software provider, led him to co-found Memoq RFP, a company focused on streamlining RFP responses for small and medium-sized businesses. His story of resilience and adaptability serves as an inspiration, demonstrating the unexpected paths that can lead to success. Mark's unique journey showcases the unpredictable nature of life and how seizing opportunities, even with limited resources, can lead to remarkable achievements. In this episode of The Modern Selling Podcast, Mario Martinez Jr. interviews Mark Shriner, the CEO and co-founder of Memoq RFP, diving into the challenges of responding to RFPs, RFIs, and RFQs. Mark shares his personal journey, including an adventurous stint in Asia with minimal funds, which eventually led him to a career in sales. The episode sheds light on the complexities of document requests in the sales process, emphasizing the significance of strategic decision-making, collaboration with subject matter experts, and the impact of AI tools in streamlining the response process. Mark's insights into the frustrations faced by subject matter experts and the potential for AI tools to alleviate these challenges offer practical takeaways for sales professionals. His emphasis on the importance of relationship-building and the value of informed competitive positioning in responding to RFPs and RFQs make this episode a must-listen for those seeking to enhance their approach to document requests. Mark's personal anecdotes and experiences add depth to the conversation, making it relatable and insightful for sales professionals navigating the complexities of RFPs and RFQs. You found a problem and then figured out a solution, and people buy that. You go in and help them fix something that's broken. - Mark Shriner My special guest is Mark Shriner Mark Shriner, hailing from Seattle, is the CEO and co-founder of Memoq RfP. With a career spanning over 20 years in leadership positions, including country manager, regional sales manager, and CEO in Asia Pacific, Mark has garnered extensive expertise in business development and growth. His involvement in assisting companies with market expansion led to his foray into RFP technology, driven by the need for enhanced response processes for small and medium-sized businesses. Mark's profound industry experience equips him to provide valuable insights into the integration of AI to streamline RFP responses, making him a knowledgeable and credible guest for the audience to glean insights from. In this episode, you will be able to: Mastering Winning Strategies: Learn how to craft winning strategies for RFPs and RFQs to stand out from the competition and win more business. Boosting Sales Efficiency: Discover how to streamline and improve sales with optimized RFP response processes for greater success and faster turnaround times. Harnessing AI for Optimization: Explore the power of leveraging AI in RFP response optimization to enhance efficiency and accuracy in the sales process. Nurturing Effective Relationships: Unlock the secrets to building effective sales relationships pre-RFP to foster trust and increase win rates. Small Business RFP Success: Uncover essential tips tailored for small businesses to achieve RFP success and compete effectively in the marketplace.   The key moments in this episode are: 00:00:08 - Introducing FlyMSG 00:01:11 - Mark Shriner's Background 00:04:38 - RFP Challenges for Small and Medium-Sized Businesses 00:06:28 - Mario's Experience with RFPs 00:11:37 - Mark's Journey to Asia 00:12:55 - Understanding RFPs and Document Requests 00:15:31 - Challenges in Responding to Document Requests 00:18:11 - Communicating During RFPs 00:19:42 - Helping Create RFPs 00:24:39 - Process Tweaks for RFP Response 00:25:48 - Go/No-Go Decision-making Process 00:26:44 - Subject Matter Expert Collaboration 00:29:24 - AI Tools for Efficiency 00:36:28 - Relationship-building in RFPs 00:39:01 - Strategic Pricing in RFPs 00:39:18 - Understanding Key Requirements in RFPs 00:41:50 - Asking Critical Questions 00:44:06 - Reconsideration and Reevaluation 00:47:23 - Finding Solutions to Problems 00:49:45 - Competitive Intelligence in RFPs 00:51:53 - Connecting with Mark Shriner 00:52:28 - Grow Fast Podcast 00:52:44 - Favorite Movies 00:54:28 - Wrapping Up Timestamped summary of this episode: 00:00:08 - Introducing FlyMSG Mario Martinez Jr. introduces FlyMSG.IO, a free personal writing assistant and text expander application, and sets the stage for the podcast's focus on sales growth techniques. 00:01:11 - Mark Shriner's Background Mark Shriner shares his background and experience in business development and growth, including his time living and working in Asia, which ultimately led him to start his career in sales. 00:04:38 - RFP Challenges for Small and Medium-Sized Businesses Mark discusses the challenges small and medium-sized businesses face in responding to RFPs, highlighting the resource limitations and opportunity costs involved in the decision-making process. 00:06:28 - Mario's Experience with RFPs Mario Martinez Jr. shares his past experience with RFPs and the challenges he faced, emphasizing the importance of relationship building in winning RFPs and RFQs, despite his dislike for the process. 00:11:37 - Mark's Journey to Asia Mark Shriner shares a personal story of his spontaneous trip to Asia with minimal resources, leading to a four-year adventure that ultimately shaped his career in business and sales. 00:12:55 - Understanding RFPs and Document Requests Mark explains the differences between RFI, RFQ, and RFP and the challenges organizations face when responding to these document requests. He highlights the time-consuming nature of the process and the need for involvement from various subject matter experts. 00:15:31 - Challenges in Responding to Document Requests Mark discusses the challenges organizations face in deciding whether to respond to an RFP, including understanding and meeting the requirements, as well as the repetitive nature of the work. He emphasizes the importance of developing a relationship with the customer during the process. 00:18:11 - Communicating During RFPs Mark and Mario explore the issue of communication during RFPs, particularly when organizations are instructed not to communicate with anyone other than procurement. They share insights on how sales organizations can navigate this challenge and potentially leverage existing relationships. 00:19:42 - Helping Create RFPs Mark highlights the strategic advantage of helping organizations create their RFPs, as it allows vendors to influence the content and requirements in their favor. He also discusses the importance of understanding the customer's real intentions behind issuing an RFP. 00:24:39 - Process Tweaks for RFP Response Mark emphasizes the need for small and medium-sized businesses to establish a clear process for making go/no-go decisions when responding to RFPs. He underscores the importance of setting criteria and following a structured approach to managing the RFP response process. 00:25:48 - Go/No-Go Decision-making Process Mark discusses the importance of making a go/no-go decision based on key factors and requirements, potential workarounds, and customer acceptance of workarounds. 00:26:44 - Subject Matter Expert Collaboration Mark emphasizes the need for a pool of subject matter experts and a collaborative platform for efficient RFP response. He highlights the frustration of repeating tasks and the importance of setting clear expectations to gain SME support. 00:29:24 - AI Tools for Efficiency Mark discusses the use of AI tools like Breeze for storing and accessing previously used responses, searching through reference documents, and even drafting responses. He emphasizes the efficiency and effectiveness of these tools in RFP response. 00:36:28 - Relationship-building in RFPs Mario shares his experience with maintaining relationships and winning RFPs. He mentions the significance of building relationships early and leveraging past collaborations to secure contracts, even after losing an initial RFP. 00:39:01 - Strategic Pricing in RFPs Mario describes a strategic approach to pricing in RFPs, highlighting the importance of understanding the true cost and value of services instead of solely meeting price reduction demands. He shares a successful example of re-evaluating pricing to secure a lucrative contract. 00:39:18 - Understanding Key Requirements in RFPs Mark discusses the importance of understanding key requirements in RFPs and how failure to meet those requirements can result in losing the deal. 00:41:50 - Asking Critical Questions Mark shares how he asked critical questions to the CIO, leading to a realization that the competition had not considered key integration and cost factors. 00:44:06 - Reconsideration and Reevaluation The CPO admits they did not consider the integration factor, leading to a reevaluation of the RFP and potential reconsideration of the decision. 00:47:23 - Finding Solutions to Problems Mark discusses identifying a problem with manual wireless orders and finding a solution through an integration with Ariba, resulting in a significant contract and business growth. 00:49:45 - Competitive Intelligence in RFPs Lisa Reheark's advice on understanding competition's pricing and obtaining competitive intelligence through FOIA requests, highlighting the importance of understanding competition in RFP responses. 00:51:53 - Connecting with Mark Shriner Mario asks Mark how to get in touch with him to discuss Breeze's technology and Mark suggests reaching out to him on LinkedIn or Twitter to schedule a demo or meeting. 00:52:28 - Grow Fast Podcast Mark recommends listening to the Grow Fast Podcast to hear from industry experts like Mario and gain valuable knowledge and wisdom. 00:52:44 - Favorite Movies Mark shares that his favorite movies are the Godfather I and II, and Lord of the Rings trilogy, while Mario reveals that his favorite movie is The Goonies due to its themes of aspiration and problem-solving. 00:54:28 - Wrapping Up Mario and Mark continue to discuss their favorite movies and wrap up the conversation by encouraging listeners to rate and review the Modern Selling Podcast and to download FlyMSG for increased productivity. Mastering Winning Strategies Mark Shriner shares valuable insights on mastering winning strategies when responding to RFPs, RFIs, and RFQs, emphasizing the importance of understanding competition pricing and tailoring responses effectively. His personal anecdotes highlight the significance of problem-solving approaches and aligning offerings to meet clients' specific needs, contributing to successful responses. Boosting Sales Efficiency Shriner discusses how embracing AI technology, like Breeze, can boost sales efficiency by streamlining the RFP response process. By harnessing AI tools for knowledge retrieval, response drafting, and collaboration, sales professionals can optimize their responses to document requests and enhance their chances of success in competitive bidding scenarios. Harnessing AI for Optimization The conversation between Mario and Shriner reveals the transformative power of harnessing AI for optimization in the sales process. By leveraging AI tools like Breeze to simplify RFP responses, sales professionals can enhance their efficiency, decision-making, and competitiveness in the market. This strategic approach enables businesses to stay ahead of the curve and drive success in their sales endeavors. The resources mentioned in this episode are: Connect with Mark Shriner on LinkedIn to learn more about Breeze Docs AI and how it can help streamline the RFP process. Check out the Grow Fast Podcast to gain insights from sales and marketing experts, including tips on winning more RFPs. Download FlyMSG for free to save 20 hours or more in a month and increase your productivity with a text expander and personal writing assistant. Consider reaching out to Lisa Rehark at RFP Success Company for expert guidance on winning more RFPs and RFQs. Watch The Godfather and The Godfather Part II for a classic movie experience, or indulge in the Lord of the Rings trilogy for an epic adventure.

We're tearing down the old procurement playbook and rewriting rules that foster stronger connections with industrial distributors, through digital toolkits that transform procurement from a support function to a centerpiece of strategic influence. As we wade through this digital tide, the insights shared are bound to redefine your approach to efficiency and relationships in this competitive arena.Picture a world where e-commerce portals and EDI technology act as the neural pathways of procurement. This episode peels back the curtain on how seamless electronic document exchange is revolutionizing the industry, with systems like PunchOut and CXML at the helm. Listen closely as we unravel the layers of how Ariba, Coupa, and Jagger Tungsten are exploiting these innovations for business prosperity. We shine a spotlight on the transformative digital solutions redefining the distributor's world. EDI emerges not just as a tool but as a guiding light, illuminating the path to precision in decision-making and inventory management. The age of cumbersome catalogs and opaque purchasing processes is being eclipsed by user-friendly e-commerce solutions that broaden a distributor's horizon. Here's to the unparalleled access to data that these digital marvels provide, and to the magic they weave in customer service, sales, and operations. Stay connected, stay curious, and let's continue to navigate the future of industrial manufacturing together.Remember to keep asking why...Digitalization Resources:Digital Age ArticleVideo Explanation of Registering for an AccountRegister for an AccountOther Resources to help with your journey:Installed Asset Analysis SupportEECO Smart Manufacturing GuideSystem Planning SupportSchedule your Visit to a Lab in North or South CarolinaSchedule your Visit to a Lab in VirginiaSubmit your questions and feedback to: podcast@eecoaskwhy.comFollow EECO on LinkedInHost: Chris Grainger

Lalitha Rajagopalan talks about her career journey; the experience of founding her own business; her passion for equality; & what she loves about procurement.   IN THIS EPISODE WE DISCUSS: [07.40] Lalitha's early years, and how she went from a degree in economics to the world of procurement and supply chain. [10.20] Lalitha's extensive education, and her ongoing commitment to curiosity. [12.45] Lalitha's time at Ariba and SAP; her journey of moving through various functions in product management and marketing; and the big lessons she learned along the way. [17.37] The role of sponsorship and mentorship in Lalitha's career progression; the culture at SAP and Ariba; and how, and why, Lalitha built her own personal ‘board of directors.' [22.03] Why Lalitha chose to co-found her own company after a lengthy corporate career, and her experience of making the leap. [24.08] An overview of ORO – who they are, what they do, and how they help their customers. [26.22] Lalitha's self-confessed ‘procurement geek' status, and what she loves so much about the industry. [29.34] Why Lalitha is so passionate about diversity and equality, and what the industry can do to keep making progress. [32.20] Lalitha's advice for women and other underrepresented voices that are looking to get into the industry, or take the next step. [36.27] The future for Lalitha, for ORO, and for the industry. RESOURCES AND LINKS MENTIONED:   You can connect with Lalitha over on LinkedIn. If you enjoyed this episode and want to hear from more female founders, check out 364: Women In Supply Chain™, Lisa Morales-Hellebo, 331: Women In Supply Chain™, Sylena Urbanoski or 275: Women In Supply Chain™, Amani Radman.

Keith Krach, former CEO of Docusign, VP at GM, Nobel Peace Prize Nominee and co-founder of Ariba, shares his greatest mindset and business secrets in this original interview."The best way to deal with the future, is to invent it." – Keith KrachFollow KeithTwitter: https://twitter.com/KeithJKrachFacebook: https://www.facebook.com/keithkrachLinkedIn: https://www.linkedin.com/in/keithkrach/https://keithkrach.com/MusicEpidemic Sound Hosted on Acast. See acast.com/privacy for more information.

In this conversation, David Paul interviews Pete Colligan, the CTO of Ariba Business Networks. They discuss various topics related to leadership, innovation, and hiring in the corporate world. Pete shares his experiences and insights on structuring teams, driving innovation in a large company, navigating change management, and conducting effective interviews. He emphasizes the importance of building a strong team, setting clear goals, and creating a supportive onboarding process for new hires. Pete discusses his concerns and excitement in the world of technology, including the benefits of modern tools in coding productivity and the modern data stack. He also explores the challenges and opportunities in team building in the post-COVID era. The conversation touches on the importance of making choices in strategy and the ongoing debate between platforms and best-in-class solutions. Peter shares his recommendations for influential leadership books and resources, emphasizing the value of learning from leaders and building bridges to get things done. You can watch/listen to the podcast on YouTube, Spotify, and Apple.TakeawaysBuilding a strong team is crucial for success in any project or organization.Innovation in a large company requires curiosity, initiative, and the ability to build credibility and trust.Change management is essential when implementing new initiatives, and it involves creating a clear vision, aligning stakeholders, and setting expectations.Effective hiring involves being intentional about the desired culture and skills, using situational questions to assess candidates, and ensuring a smooth onboarding process.Modern tools incorporating breakthroughs in large language models can greatly enhance coding productivity.The modern data stack, including tools like Snowflake, offers easier data collection, transformation, and analysis.Team building in the post-COVID era requires understanding the impact of remote work and finding ways to maintain effective collaboration.Making choices and building bridges are crucial skills in strategy and leadership.Chapters02:10 The Importance of Team and Leadership05:27 Driving Innovation in a Large Company07:04 Structuring and Leading Complex Projects10:03 Navigating Change Management and Reputational Risk13:29 Effective Hiring and Onboarding25:03 Conducting Effective Interviews26:00 Areas of Concern and Excitement in Technology27:19 Benefits of Modern Tools in Coding Productivity29:15 Team Building in the Post-COVID Era30:27 Understanding the Data Stack34:21 Platforms vs. Best-in-Class Solutions38:32 The Importance of Making Choices in Strategy40:28 Learning from Leaders and Building Bridges

Fiona is the Chief Technology Officer at Wayfair, an American e-commerce company that is the destination for all things home  – a place to find the right furniture and home goods online. With 25+ years of experience leading technology teams, Fiona began her professional career working at top technical companies, including Oracle, TIBCO Software and Ariba. At TIBCO, she rose up to be the Vice President of Engineering in her 16-year tenure at this intelligence cloud data company. Prior to Wayfair, Fiona served in executive leadership roles at Walmart – first as the Senior VP of Engineering for Customer Technology at WalmartLabs and then as the Senior Vice President of U.S. Technology at Walmart.Fiona earned her bachelor's degree in Computer Science and Engineering from MIT and her masters in computer science from Stanford University. In this episode, we cover the following topics:1. Fiona's childhood and the emphasis on education2. Studying Computer Science at MIT3. Gender disparity in Computer Science4. Transition from college into the professional workforce5. Her long tenure at TIBCO software6. Transition from Consumer to Enterprise Software companies 7. Impact and challenges working at Walmart8.  Hiring and building a team 9. Transitioning from coding into managerial role10. CTO role 11. Balancing perfection from good enough12. Reflecting and learning from previous mistakes13. Women in STEM Fiona's life-time craft she is honing? Cooking▶️ Video interview available on Youtube.If you're enjoying the show, please share it with a friend and leave a review!

Sarika brings over 20 years of experience from companies like SAP and Ariba, along with startup insights, to discuss cacheflow's "deal closing platform." This platform offers CPQ capabilities specifically designed for SaaS businesses, along with features like deal room, subscription management, and billing. Despite being just 3 years old, cacheflow has already secured an investment from Google Ventures. In this episode, Sarika dives deep into: Consultative selling and how cacheflow approaches it Remote-first company culture and its benefits Target market: short-term and long-term goals Why cacheflow is valuable for both SMBs and larger customers Typical project implementation The role of AI in subscriptions No-code solutions and their impact on customers Much more! Subscribe to the CPQ Podcast today to regularly receive CPQ insights for businesses of all sizes! Website: https://www.getcacheflow.com LinkedIn: https://www.linkedin.com/in/sarikagarg/ Email: sarika.garg@getcacheflow.com 

Welcome to The SaaS CFO Podcast! In this episode, our host Ben sits down with Sudhir Bhojwani, co-founder and CEO of Oro Labs, a procurement software company. Sudhir talks about his background in software engineering, previous entrepreneurial endeavors, and the founding of Oro Labs. He shares insights into the challenges and nuances of the procurement space and explains the company's mission to "humanize the procurement experience." Sudhir also delves into Oro Labs' pricing structure, go-to-market strategies, fundraising experiences, and the future direction of the company. Join us as we explore the world of procurement software and entrepreneurial growth with Sudhir Bhojwani. Show Notes: 00:00 Ariba is top procurement software. Challenges in business-user friction in procurement. Complex process due to non-commoditized goods. 05:12 Startup company focusing on life sciences, pharmaceuticals, financial services, manufacturing, and software. 07:35 Consulting work involves IP sharing and goes through multiple steps, guided by a tool for maximum outcome and speed. 10:58 Focus on large enterprise and mid-market, using account-based marketing and partner strategy. 15:16 Series A to B transition: Metrics or major company signings guide valuation strategy. Early stage metrics are complex. 16:36 Sticking with philosophy, fortunate in procurement software market. 19:42 Belief in humanized procurement experience, using GPT for problem solving, prioritizing user experience. Links: SaaS Fundraising Stories: https://www.thesaasnews.com/news/oro-labs-secures-34-million-in-series-b Sudhir Bhojwani's LinkedIn: https://www.linkedin.com/in/sudhir-bhojwani-43b342/ Orolabs' LinkedIn: https://www.linkedin.com/company/procurewithoro/ Orolabs' Website: https://www.orolabs.ai/ To know more about Ben check out the links below: Subscribe to Ben's daily metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben's SaaS newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page SaaS Metrics courses here: https://www.thesaasacademy.com/ Join Ben's SaaS community here: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout Follow Ben on LinkedIn: https://www.linkedin.com/in/benrmurray

Joel Stevenson, CEO of Yesware, shares his insights on being a global citizen and how it can make you a better leader, transitioning from sales to executive leadership, and creating a culture of accountability. He also discusses his experience starting the business-to-business division at Wayfair and the importance of an entrepreneurial spirit in a large organization.This podcast is powered by LeggUP, the ultimate accelerated leadership development platform with retention insurance. Click here to learn more: https://www.leggup.com/ Subscribe to the Talent Empowerment Podcast: https://www.youtube.com/@TomFinnovation

Welcome to another episode of Category Visionaries — the show that explores GTM stories from tech's most innovative B2B founders. In today's episode, we're speaking with Sudhir Bhojwani, CEO and Co-Founder of Oro Labs, a procurement platform that has raised $59 Million in funding. Here are the most interesting points from our conversation:  The Unique Value of the Bay Area: Sudhir reflects on his early experiences in Silicon Valley and how, despite the global flattening of the tech industry, the Bay Area's unique culture and access to venture capital continue to make it a special place for tech innovation. Discovering a Passion for Procurement: Sudhir shares how his tenure at Ariba and SAP introduced him to the procurement sector, sparking a passion for solving the complex challenges within this space. The Vision Behind Oro Labs: Describing Oro Labs as a smart procurement workflow orchestration platform, Sudhir outlines his ambition to bring procurement technology on par with CRM and marketing tech through a more integrated and flexible ecosystem of tools. Educating the Market: The journey of educating the market about the concept of procurement orchestration and the challenge of defining a new category within the industry are highlighted as key steps in Oro Labs' path to success. First Customer Wins: Sudhir emphasizes the importance of leveraging the founding team's reputation and expertise in procurement to secure early customers, underscoring trust in the team's ability to address and solve identified problems. The Future of Procurement: Looking ahead, Sudhir envisions a future where Oro Labs has significantly reduced friction in procurement, improved supplier and buyer relationships, and positively transformed the procurement NPS.

In this episode, we're joined by Lily Ng, Head of Data Strategy at Droga5. Lily started her career as a Data Analyst for the city government of New York before leaning on her network to find a more challenging role. Coming into advertising from an unconventional background, Lily committed to being a sponge, seeing every obstacle as a chance to expand her skillset and learn something new. As a first-generation Chinese-American and founder of Droga5's Asian and Asian American ERG, Lily is providing safe spaces and new opportunities for AAPI talent in the industry. Her dedication to nurturing the unknown and expanding her horizons proves that anything is possible when you embrace your curiosity. E-mail Us:  asiansinadvertising@gmail.com Shop: asiansinadvertising.com/shop Learn More: asiansinadvertising.com --- Support this podcast: https://podcasters.spotify.com/pod/show/asiansinadvertising/support

This season, we talk to legendary leaders such as 5x CRO John McMahon and execs from 6Sense, JB Sales, Gong, and Chili Piper about how to drive consistent sales execution – leading to predictable forecasts (and better sleep).  Our guest this week is John McMahon, former CRO and author of The Qualified Sales Leader. John's background is equally as impressive as his book, with experience at multiple startups turned public software companies (PTC, GeoTel, Ariba, Bladelogic, BMC).  In this episode, John talks to Ross about simplicity in sales leadership, the importance of training and development, and the value of sales methodologies and process.

Coucou everyone! Say it with me: "I, being of sound mind and new Wonderbra do solemnly promise to cheer and dance and zig-a-zig-ah. Ariba! Girl Power!" Let's go to England and Kate tells us all about the sensational, magical, empowering Spice Girls - sprinkled with some tears along the way! Cat then tells us about the history of another girl power movement - the mini skirt! So put the kettle on and let's go girls!! Main topic sources: The Spice Girls at 25 Brittanica: Spice Girls Spice Girls Wiki Minitopic sources: Dame Mary Quant wiki Miniskirt wiki Recommendations: Kate's recommendation - PG Tips tea Cat's recommendation - "Outlander" TV series Don't forget to follow us on ⁠⁠⁠Instagram⁠⁠⁠ & ⁠⁠⁠Tiktok⁠⁠⁠ :) Cover art and logo by Kate Walker Mixed and edited by Catherine Roehre Theme song by Lumehill Thank you all - ciao! --- Support this podcast: https://podcasters.spotify.com/pod/show/europhile/support

Paul Ohls is the Chief Revenue Officer at Sprinklr. He has had a successful career in sales leadership, working at companies like Aerotech, Ariba, NuScale, Zillent, Lattice Engines, Medallia, Fuse, tenfold, and now Sprinklr.In this conversation with John McMahon, Paul shares his insights on sales leadership and the importance of hiring the right people. He emphasizes the need for intelligent, driven, and coachable individuals who can ask insightful questions and think critically. Paul also discusses the challenges of forecasting and the importance of focusing on the fundamentals. He highlights the value of understanding the customer's pain points and aligning the solution with their objectives. Additionally, Paul emphasizes the need for a strong pipeline and the importance of conversion rates in driving sales success.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:11] - Overview of Sprinkler and its purpose[00:07:16] - Testing for key characteristics in potential hires[00:24:23] - Focus on testing and optimizing fundamentals in the sales process[00:30:06] - Enabling the team to have a realistic view of their forecast[00:35:45] - Considering the stage of new deals and their likelihood of closing[00:38:56] - Diagnosing reasons for consistently high forecasts.[00:40:12] - Implicated pain and alignment with decision criteria indicate a committable deal.[00:42:07] - Differentiating recruiting process through sales manager pipeline generation.[00:44:35] - Using a simulation exercise to assess candidate skills and fit.[00:54:40] - Key KPIs for decision-making: leading indicators and conversion rates.ADDITIONAL RESOURCESLearn more about Paul Ohls: https://www.linkedin.com/in/paulohls/overlay/about-this-profile/Download our Sales Transformation Guide for Leaders: https://forc.mx/3sdtEZJHIGHLIGHT QUOTES[00:19:38]  "If you've done the right things and you truly are connected to a corporate objective, if you think about the concept of a value pyramid, those handful of things that are at the top of that value pyramid, oftentimes the things that the C level CEO has promised Wall Street, has promised investors. We aspire to go from X to Y. We are making acquisitions. We got to monetize those acquisitions, those acquisitions, these, these big things. If you have started there and your solution is you can make a direct correlation between what you are working with your champion on. To the inability of a company to deliver upon those things at the top of the value pyramid, the CFO meeting should be relative, like a relatively easy thing to do." - Paul Ohls[00:55:34] “What we ask our leaders to do is we call it sales manager or sales leader PG. So we're asking pipeline generation. For those that don't know what that means. We ask sellers and other people in the ecosystem to dedicate time. To go build their pipeline on future deals, block out the world, spend your time doing this set of work in a defined period every single week." - Paul Ohls

This week Carly is solo and breaking down all things Aruba! She gives you all the travel tips and tricks, the importance of self care, and the funniest stories of what happened while she was there!Follow Eat The Damn Cake: https://www.instagram.com/eatthedamncakepodcast/ Follow Carly: https://www.instagram.com/carlybiron/ Follow Maddie: https://www.instagram.com/madelinebiron/

Great Girlfriends, get ready to GROW! This week we are sitting at the feet of 33 year Wall Street veteran Carla Harris, to grab all of the breadcrumbs she can offer about LIFE (because why not learn anything and everything from Carla?

David McCormick is the former CEO of Bridgewater Associates, one of the world's largest hedge funds. He has also previously worked in the Bush White House and as President of FreeMarkets, a Pittsburgh-based startup from the early 2000s. He accomplished the sale of FreeMarkets to Ariba in 2004 for an estimated sum of $500 million and ensured that his team retained their jobs after the acquisition. McCormick ran in the GOP primaries for Pennsylvania senator against Dr. Mehmet Oz in 2022. It is speculated that he may run again in 2024 against Democratic incumbent Bob Casey. In this episode, Aaron and David talk about his winding career, his book Superpower In Peril, and the major points in his game plan to renew America. David McCormick's Challenge; Embrace the privilege and responsibility to be born in the greatest country in the world by registering to vote. Connect with David McCormick Linkedin Twitter Website If you liked this interview, check out our episode about Storing Family Memories Forever & Losing $1 Billion w/ Glen Meakem Underwritten by Piper Creative Piper Creative makes creating podcasts, vlogs, and videos easy.  How? Click here and Learn more. We work with Fortune 500s, medium-sized companies, and entrepreneurs. Follow Piper as we grow YouTube Subscribe on iTunes | Stitcher | Overcast | Spotify 

How To Successfully Lead Sales and Manage Growth with Joel Stevenson S7 Ep. 8Joel Stevenson is the CEO of Yesware, a leader in sales productivity software. Before joining Wayfair, Joel held a variety of sales and marketing roles at Ariba, Innovus, and Verizon, and he was a consultant at ZS Associates. He served as managing director of Wayfair UK, where he drove the growth of the company's international presence then served as vice president of financial planning and analysis while Wayfair was transitioning to a public company.He earned an M.B.A. from the Yale School of Management, a B.S. in Business Administration from the University of Illinois, and studied Chinese at Harvard-Beijing Academy. In this episode we discuss: How to successfully lead sales and manage growth in a company; and  How to use software like Yesware to help with your marketing campaigns. PR is an important part of a businesses marketing strategy. The WTF? Podcast has partnered with The PR University to help your business get SEEN and VALUED by your target customers.If you want to learn How to be SEEN and HEARD via social and other media, follow these steps to use the WTF25 code to get a 25% discount on the Do It Yourself PR 101 class at The PR University:1. Go to www.thePRuniversity.com to view all course options or go straight to the class at Do It Yourself PR (thinkific.com)2. Go to the sign up option with either one of the buttons and follow the prompt to purchase the course - use the code "wtf25” - to get the course access for 25% off. 3. You can start the DIY course as soon as you are ready! Learn more about Joel and Yesware: LinkedIn: Website: https://www.yesware.com/Book and Blog Recommendations: The Goal: A Process of Ongoing ImprovementNeil Rackham's Spin SellingBlog: Occam's RazorJoel's podcast: The Hard SellI hope you enjoyed this episode. Don't keep good content to yourself. If you enjoyed this episode, let me know by rating, reviewing, and sharing this episode with friends. Subscribe to the podcast at its home on the ALIVE Podcast Network, here https://wheres-the-funding.onpodium.com/ and here https://bit.ly/wheresthefundingpodcast. Follow the podcast on your favorite podcast streaming platforms like Apple Podcasts, Google Play, Spotify, and more to get notified when new episodes drop.To be a guest or sponsor the podcast, email whereisthefunding@gmail.com. Follow the podcast on Instagram at whereisthefunding_podcast and follow me, your host Michelle J. McKenzie and the show page on LinkedIn. 

The secret to success is not what you think.Keith Krach, American Businessman, 2022 Nobel Peace Prize Nominee, former CEO of Docusign and co-founder of Ariba, shares the Secret to Success and why it's not what you may think it is. An original interview by Motiversity and Motivation2Study.Speaker: Keith KrachKeith Krach is an American businessman, former diplomat and economist. He is the former chairman and CEO of DocuSign and co-founded Ariba. AKeith Krach was the youngest-ever Vice President of General Motors. As Under Secretary of State, Krach led American economic diplomacy and had the rare distinction of being unanimously confirmed by the U.S. Senate. For his work blocking the Chinese Communist Party's attempts to infiltrate global 5G communications; his advocacy for the people of Taiwan; and for his work addressing the plight of the Uyghur minority suffering under oppression and genocide in China, Krach has been nominated for the 2022 Nobel Peace Prize.Follow KeithTwitter: https://twitter.com/KeithJKrachFacebook: https://www.facebook.com/keithkrachLinkedIn: https://www.linkedin.com/in/keithkrach/https://keithkrach.com/Music:Scott Buckley: https://www.youtube.com/user/musicbyscottb Hosted on Acast. See acast.com/privacy for more information.

This week we tackle questions from our March Webinar titled The Secret To Getting Ahead in Hollywood. We host a webinar every month. Register for the next one using the link below.Show NotesFree Writing Webinar - https://michaeljamin.com/op/webinar-registration/Michael's Online Screenwriting Course - https://michaeljamin.com/courseFree Screenwriting Lesson - https://michaeljamin.com/freeJoin My Watchlist - https://michaeljamin.com/watchlistAuto-Generated TranscriptsMichael Jamin:You're listening to Screenwriters Need to hear this with Michael Jamin.Everyone, it's Michael Jamin. Welcome back for another episode of Screenwriters. Need to hear this. We're doing a q and a, another q and a as if you're new here. So at once a month, Phil and I, we do a free webinar on screenwriting. And sometimes we talk about writing, sometimes we talk about breaking into the business. Sometimes we talk about at Get industry types to attend your event that's coming up. Each one, each month is a different topic and it's about an hour long and it's free. But we got a lot of questions at the end and it can only have time to answer so many of them. So here are the ones that I missed. So thank you all for coming, for listening. Here are the ones that I couldn't get to.Phil Hudson:Yeah. And this is for the March webinar. And we also have the April webinar questions to get through too, because oh, weMichael Jamin:Got some many questions. A lot,Phil Hudson:Lot of questions.Michael Jamin:The March webinar, what was on, I'm so sorry Phil, I'm putting you on the spot. What was that one for?Phil Hudson:Let's, let's see if I can pull it off. One second.Michael Jamin:Yeah,Phil Hudson:Pressures on. Ding to, I've got it up. The secret to getting ahead in Hollywood. Four things you must know.Michael Jamin:Yeah, the secret to getting ahead. Okay, so here are the questions. Yeah,Phil Hudson:So hit me, Phil. Now to be clear, there are several, there were a lot of questions here. I mean, there were like 70 questions we didn't get to. That webinar is an hour long and it's dedicated to 15 to 20 minutes of q and a. And you actually, you try to push through a lot of the stuff to get to the questions. And despite that, we still have so many. So I have removed duplicate questions. So in our last episode, doing the February q and a, you answered a bunch of these and there are other questions we've already talked about on the podcast or you have talked about on your social media. So if your question is not here and we don't answer it, apologize. But that's already been discussed pretty in depth. So lots of great content just go to at Michael Jamin writer to learn more or look at past podcast episodes related to your topic because we've covered a lot of this alreadyMichael Jamin:@MichaelJaminWriter on Instagram and TikTok and Facebook.Phil Hudson:So yeah, @MichaelJaminWriter, right?Michael Jamin:Just making sure. No, I'm sorry. I dunno,Phil Hudson:My own name. Mi... Michael Jamin, some other guy.Michael Jamin:Yeah.Phil Hudson:So cool. Well, question number one, Robert Cowie asked, is there such a thing as a perfect script or is it in the eye of the beholder?Michael Jamin:No. Such a thing. As a matter. As a matter of fact. And it's a great question. I remember working on, just Shoot Me, this was my first staff writing job. And some of the older, more experienced writers, great writers in that show, people Hall I'll interview on the podcast. They turned a script. And I remember reading it thinking, oh my God, this is hilarious. This is gold. And then they would get notes from the Showrun. I'm like, w w what? Why are they getting, this is perfect. And you can always improve. You could always make it be better or slightly different. The Showrun runner was looking for something a little different, but there's no such thing, no writer ever turned a script. You could be Shakespeare, you would get notes. It's just how it works. So there's no such thing as a perfect script.Phil Hudson:Writing is rewriting, and eventually you reach to a point where you stop because you could just spend forever trying to make it better. And then five years from now, you're going to look back and think, that was horrible. I could have done better. Yeah, because you're progressing in the art, right? Yeah. You use Picasso as an example all the time about mastery. And in the course, I think he even show examples of his work as a teenager moving into his twenties. And then he becomes so good at the rules, he can bend the rules and become something truly unique. And that's the path of mastery in any craft.Michael Jamin:Yeah. Yeah. Cool. And that's actually part of the fear as I was talking to my wife Cynthia this morning, cause I'm putting, getting ready to put my book out, a paper orchestra, and I'm like, once I put it out, I can't stop tinkering with it. I'm done. I no can no longer tinker with it. I'm done. And that's going to be a little difficult for me because I can't, there, there's always things that I wish I could do different when I look it over and it's like, no, you got to let it go. And now she's like, well, that's what your second book is for, is to do things differently in your second book, but you got to let it go at some point.Phil Hudson:Yeah, excellent point. Jenin, Macumba music. And I apologize if I mispronounce that I have a pitch meeting with a big league company. I am terrified. Any tips on how a pitch meeting should go?Michael Jamin:You should pitch them what you think it should be and then you should be open to hearing their ideas and incorporate their ideas and make them feel ownership in it. Because if you say, no, no, no, this is my way, the highway, well, they're not going to have any pride of ownership, but if they bounce an idea off you and they go, oh, and that excites you. Oh, that's interesting. Yes. Even if it is your idea, but they're just rephrasing it. I love that. Make them feel like it's their idea. Make 'em feel like you're being heard, that they're listening, that you're listening to them. That way they will fight more because it's their own, now it's theirs. So they'll fight for it. So 'em in them inPhil Hudson:It's a collaborative medium, despite the fact that you're the writer. It's many hands, lots of people, lots of iterations of it. What gets submitted and is not what you shoot. What you shoot is not necessarily what's going to air because there's editing, there's lots of iterations of this.Michael Jamin:And I tend to fall in love with whatever draft I'm working on, and then we'll get a note that's terrible and I'll do the note and I'm like, oh, this is pretty good because I fall in love with whatever. And then my partner will say, don't you remember how much you hated this note.Phil Hudson:That's so funny. One note, it's a bit of a tangent, but I think is an important note here. You've said in the past what you do when you're doing a new version is every day when you sit down, you save a new draft of your script so that you can always go back and you keep that. That's not directly related to pitching, but I think it does speak to keeping your versions so that you can see how it changes and grow and go back.Michael Jamin:Yeah, that's a good point. I'm going to talk more about that. But the truth is, I save him to make myself feel better, but I almost never look at 'em. I almost never go back to them. ButPhil Hudson:Glad whenMichael Jamin:You have to allows me the, but it gives me the freedom to tear it apart. I go, I still have it, I have it. If I want it now, I can just tear it apart and feel good. But if I didn't save it, I probably wouldn't want to let go of it.Phil Hudson:Yeah, it's playing. That's what your wife taught me in acting classes we're we're going to play. Yeah, right. Cool. Bobby Kin, excuse me, Bobby Kenon, any thoughts for making the transition from playwriting to screenwriting or television writing?Michael Jamin:Well, it's good for you that you're doing that story. Story. What difference does it make whether you put it on a stage or a screen, a large screen or a small screen, who cares? It's funny, when I'm writing for television, do you think I care if someone watches it on 40 inch television or on their six inch iPhone? Do I care? It doesn't change the way I'm writing it? Maybe they'll be able to see less, but I don't really, that's not my business. That's their problem. So it doesn't really change anything. It tips from becoming a playwright. Well, obviously now you have more sets to play with because on in a play, you literally can't have too many sets because where are you going to put 'em all? How are you going to get stage them? And so plays tend to be a little more talky, whereas a TV show or a movie tends to be like, well, let's wa what are we watching now? Oh, the characters on a rollercoaster. Okay, you can't do that in a play. But is story structure a story structure? And if that's something you want to learn, for sure, we got a course, you've go to michaeljamin.com/course, and we teach story and story structure. SoPhil Hudson:Yeah, there's another question in here and it's kind of buried, so I apologize. I'm not going to find the person who said it, but they asked the question. Oh, here it is. Mark Mohawk. And I think that's a fake name. It's not really. Yeah, mark Mahaw. I was going to say, yeah, I, I'm worried I'm saying something.Michael Jamin:I was going to make a joke about his name.Phil Hudson:Can you talk aboutMichael Jamin:Mark, what is itPhil Hudson:In? I think this relates to that, talking about different sets and things. When you talk more about shooting things on your own, when shooting diy, would you prioritize dialogue for budget purposes?Michael Jamin:Well, I prioritize story. The priority is you could shoot everything on your phone. The only thing you have to have is good sound. And I would, that's critical. If the sounds bad, I don't care. You don't want to, if I'm hearing wind noises more than the dialogue, if I'm hearing the background actor of more than the foreground actor, that's a problem. So sound is really important. More so than camera, work lens with camera, you're going to shoot it on, but prioritize dialogue. You should prioritize tell telling a good story. So if you could tell a story with no dialogue, that's fine too.Phil Hudson:Yeah. Aaron Sorkin, lots and lots of dialogue. Yeah. Lots of other writers. No dialogue. I think the movie Drive, have you seen Drive?Michael Jamin:Loved it. Very fluff. Yeah.Phil Hudson:Blew my, blew my mind. Dude. Barely talks. Barely talks. Yeah. But it's so emotive and so expressive and it's just so masterfully shot. Yeah. Yeah. So you're saying if it calls for it or if that's your style, and maybe that will develop your style. I think in film school, it was an indie film school that I went to, and they focused a lot on that. It's like what assets and resources do you have? And utilize the tools that you have to make what you can. Yeah. That might be a park bench. And you've talked about that as an example in the webinar you did.Michael Jamin:Yeah.Phil Hudson:Park bench. Two people talking could be boring. Put it in the living room. It's one of the greatest shows ever made.Michael Jamin:Yeah. All in the family, right? Yeah. Yeah. Yep.Phil Hudson:Cool. All right. This is another one of those dub boy, d a u boy. B o y I. Sorry, I slotted that. All right. Your recommendation for new writers to be good or contribute in a writer's room?Michael Jamin:What's my recommendation? Yeah,Well just know that you're not getting paid what the more senior writers are getting paid. And so, God, I was just listening to, who was I listening to? Saying the same exact thing, which is relax. I mean, you're a new writer. Just relax, soak up, learn, be a sponge. Don't feel like you have to argue, don't feel like you have to contribute too much. Y you're Jo, you're going to be white knuckling it the first several months, if not seasoned, because you're going to be in way over your head. So just absorb, don't feel compelled that you have to contribute as much as everybody else. My feeling, because just talking to hear yourself talk is not helpful to the rest of us.Phil Hudson:I was talking to a friend who is a staff writer on his first season, and he said, I asked him how it went and asked him if he was nervous to talk. And he's like, what I found interesting is I knew better than to talk very much only when I had a good idea, but I didn't feel that the people just above him, the story editor and senior story editor were talking enough, they were not contributing enough. Oh,Michael Jamin:They were not.Phil Hudson:And feedback from the showrunner, he said, was that the showrunner agreed that those people were not carrying their weight. So at what point, what's the transition point? At what point do you feel like you should be contributing more?Michael Jamin:And it's really hard to know. I mean, that's why it's so important. AndPhil Hudson:Maybe we should clarify for people too. What are those levels, right? Because it's story, it's staff writer, story editor, senior story editor,Michael Jamin:No, executive storyPhil Hudson:Editor. Executive story editor. And then it's was itMichael Jamin:ScriptPhil Hudson:Co-producer,Michael Jamin:Producer,Phil Hudson:Producer. Go ahead.Michael Jamin:Super. Then supervising producer, then co-executive producer, then executive producer. And so the higher up you go, the more you're expected to contribute. And that's why in the beginning, I didn't even know what a good pitch was. I didn't know what a good pitch was versus a bad pitch. The more you learn, the more, yeah. I mean, that's one, when we talk about it in the course, I think one of the valuable parts of the course is hopefully when you go through it, is you get a sense of what a good idea is and what's what story structure is. So you should know you damn well should be known at the end of the course. What constitutes a good pitch? What does this be? What should that beat be? What is a story? How does a story unfold? How does the scene unfold? This is all important stuff that, so you're not just throwing out ideas. I think a lot of problems, Hey, what if, well, we're not pitching, we're not playing. What if right now we're actually trying to break the story. And we're not free reigning right now. Now we're further down the road.Phil Hudson:Just a note, note on the value of that segment about knowing what a good idea is this season in the Tacoma FD writer's room, when I was sitting there, I'm trying not to talk other than I'm answering a question or providing research, because that's kind of my role. And I remember you were all trying to figure out what are we going to do for the cold open of this episode? And you were thinking of an interesting reason to get our firefighters there. And for whatever reason, this story popped in with my friend had a roommate who jabbed an EpiPen into his leg backwards, and it hooked into his thumb, but he was super drunk, and so firefighters had to come. And I just pitched that and I just remember everyone be like, that'll work. And they wrote it up and that was the working cold open. And it changed and it didn't work because they did something very similar later. But I was like, oh, perfect. That was a good idea. Proper time to bring it up. And it worked like that, right? Then that came from your course.Michael Jamin:Oh good. Yeah.Phil Hudson:Yeah. Cause I wouldn't have pitched anything. First of all, you say don't talk if you're an assistant, but secondly, I did. I knew it was a good pitch because of your course, and that's why I opened my mouth and it was on the board for a week. So yeah. Yeah. Made me feel warm and fuzzy.Michael Jamin:Absolutely.Phil Hudson:Awesome. Lorenzo, can you name a couple of screenwriters you respect and you think could be a good source of technical mastery?Michael Jamin:Well, John Hughes, I, I don't know him personally or, I dunno if this person talking about people I know personally. I mean, I love John Hughes. The Breakfast Club is a play, is a stage play, but it was a movie, but it feels like a stage play. So it very talky and wonderful and so authentic. And it really felt, he remembered what it was like to be a teenager.Phil Hudson:All of his movies capture that time. I mean, it's a John Hughes movie. You know what it is when it's coming up becauseMichael Jamin:Yeah. So is there anybody better than him? That's my opinion. No, but that's the style of writing that I like. So Sure.Phil Hudson:Michael Scott, and I think, I don't know if you want to bring this up, but occasionally when you do the webinar, you will give away a free access, a free seat in your course. Lifetime access.Michael Jamin:Yeah, that's a good reason to show up.Phil Hudson:Michael Scott won. Michael Scott was our winner. Oh,Michael Jamin:That's right. He won. Yeah.Phil Hudson:Yeah. So Michael Scott said, do you recommend attending PGA West Producers Guild of America events and networking with showrunners? I think he might mean wga a West.Michael Jamin:Yeah. I've never been to a PGA Producer's Guild event. I don't even know what kind of events they have. And show runner goPhil Hudson:The West, I think means he, he's means wga a, but Michael, I'm sorry. I've forgot that wrong.Michael Jamin:Well, I would, I'd go, but I wouldn't go for a net. I wouldn't go to network. Net networking is gross. People smell it a mile away. I say network with people at your own level, which might be which, whatever level you're at, that's who you network with. Don't network. You don't have to kiss the ass of the show of some showrunner. He or she will smell it a mile away network with people at your own because they rise up. They'll rise up as assistants become whatever, agents, managers, writers, that's your friend group. That's your circle.Phil Hudson:Yeah. I've talked in the past about the Writer's Guild of America Foundation who puts on these events. They have this thing called the Golden Ticket. And when I first moved here, that was what I did. I paid the money for that, and it got me a front row seat at all of these events. And what that allowed me to do was just have a better learning experience and the opportunity to have conversations with these people if I wanted to. And I remember I went to the WGA in Hollywood, and I was riding the elevator up, and I wrote up with John August, and I had met him at Sundance where I was doing translation work. So I was like, oh, hey John. And he was like, oh, hey. And I was like, yeah, I was the Sundance translator. He was like, oh yeah, that's right.And he was like, you enjoying la? And I was like, yeah. And that's all I said to him. And it's cause it just wasn't the right time to attack the guy who's had to go talk on stage and read the room. I understood dynamics, just acknowledge I knew who he was and we'd met before. That was it. That was the most networking I did at any of those events outside of the other people who had paid for the golden ticket and because we were talking to each other every week and sitting there and going to the festival that they put on, I met a lot more people through doing those things.Michael Jamin:That's your net. That's networking. It's not gross. It's not, Hey, what can you do for me? Hey, let's just chat. Yeah. We have something in common.Phil Hudson:Cool. Danny Casone, I'm probably messing that up. How do you develop better writing skills and how do you find someone to bounce your ideas off of?Michael Jamin:Well, the one thing we have in our course is a private Facebook group, and those people trade scripts, and they've all been through my course, so they have some degree of knowledge. So that's a great way to do it. But what was the first part? How do youPhil Hudson:Develop better writing skills?Michael Jamin:Oh yeah. You take classes. That's how you do it. You learn. I How are you expected to do it? How are you expected to do it on your own when you don't know? Yeah. Read. That's why you take a course.Phil Hudson:Read, read and apply. That's the other thing is you can get too caught up in learning how to do something. And that is a form of procrastination because you're not sitting down to execute. You're going to learn a lot more by executing and reading it and realizing how bad it is than you would learning and learning and learning and not sitting down and just doing the work. So yeah, don't procrastinate, just do the work and you'll learn a ton. But as far as ideas, like you said, it's the private Facebook group or the people you're around, all those things. Someone else asked in here, although I'm not a member of the course, can I sign up for the private Facebook group as long as I'm carrying my weight and contributing,Michael Jamin:No, sorry. Sorry.Phil Hudson:You got a lot of those requests.Michael Jamin:Sorry. Because that's just the role to get in. It's like the people who put skin in the game, they've been to the lessons, they're contributing with their knowledge with what they've learned. It's not social hour. It's like it's class. So it's like saying, Hey, can I just go to med school and contribute? Well, no, you're either in or you're out. Yeah.Phil Hudson:The And the quality of every interaction in that group is better because everyone is coming at it from the same foundation.Michael Jamin:Yeah. Yeah. I do think they're very serious. I do think the quality of the conversations in that private Facebook group, cause I see it, the comments and I believe comments, it's very high. It's much higher than, say, way higher than Reddit, way higher than some public Facebook group. It's way, hi. It's just higher.Phil Hudson:One example I'll give on that, A friend of mine was like, you got to join this Facebook group. It's awesome. And I joined and I was just trying to introduce myself. I was like, Hey, I'm Phil. I'm new the group. I just wanted to share this thing that I heard about Steve Spielberg said that the opening shot of every film is a metaphor for the whole thing. And I got berated by 50 people saying, I thought everybody knew that this is, what do you mean you're just learning? And I was like, you guys are dicks. I'm out. And I just left the group because I was like, you are not my people and I do not want to be in here with you.Michael Jamin:Yeah, there's a people, yeah, exactly. People on social media could be dicks and I don't see any of that going on. Maybe because I think they know. I'll kick 'em out if I see thatPhil Hudson:You will. Another on that note. So one thing you and I have to do for the course is there's this whole thing that you did with me, which is coming up with an idea, breaking an idea, writing the idea, and getting a pilot. And it was a pilot episode of Tacoma fd, and we still have to go over that final script because someone was like, Uhland. And the group was like, Hey, Phil, did you guys ever, did you finish it? I was like, I did. I need a, it's printed. I just need to send it to Michael so he can give me notes.Michael Jamin:Yeah, we'll do that'll talk.Phil Hudson:And he was like, well, I was just revisiting and I always thought this be this moment at the end of your act too. And I was like, dang, that's better than what I wrote. And then he was like, then maybe this is how the Eddie comes back. I was like, dang it, that's better than what I wrote. Right? This is just, they're thinking about story at the same way. And I was like, I learned some valuable things off of those two comments, and he hasn't even read the script.Michael Jamin:So yeah, it's a good group.Phil Hudson:Yeah. All right. Manola films, can you please talk about the show Bible? What is a show bible and do we need 'em, I think is the ultimate question.Michael Jamin:No, I don't think you need, no. The show Bible, when we work on a show is the writer assistant or the S script supervisor will assemble the episodes that we've shot and put it together and for whatever reason, whoever needs to look at it. I'm like, who wants to look at this? When you're pitching, you think you need a show, Bob, because you want to sell a show, but you're not going to sell a show. So what are you worried about? Your writing sample? Your script is a writing sample. It's a calling card. It's for you to get more work. Why put the, you're not going to, what are you going to do with the Bible not pitching anybody? And if you do pitch someone and they want a Bible, fine, they'll put together a Bible. But that's not what the point of your main goal right now is to have a killer script as a writing sample. That's hard enough. Forget about a Bible.Phil Hudson:There's another writer who's pretty active on TikTok and social media, and he was talking about a Bible, and I asked him, I was like, what do you think the value of the show Bible is? Because I've heard I shouldn't need one. He's like, well, you got to know where your story's going. So when you pitch, you can answer the question, what's where are we going? What's going on? So understand that much about it if you're in the opportunity to sell it. But he wasn't advocating for what I think the pros and the experts are referring to as a bi bible, which is this character and his backstory and his arc through seasons one through 10. And this is the, it's not the detailed, it's just know where you're going with your story. There are also some really interesting Bibles story, Bibles that are available online that I won't link to because they're not our ip. They're not something that you want to link out to, but you can search for 'em and find them. That again, is literally what you said. It's something that an assistant does for the show.Michael Jamin:SoPhil Hudson:Monica, and by the way, it's to help the writers, the new staff writers. We had new writers on Tacoma FD this season, and they were asking me for that, and we didn't have a Bible, and so I had to send 'em all the scripts and they had to read through all the scripts instead of just reading a bible to understand what stories have been told, who the charactersMichael Jamin:Are. They should be reading the scripts anyway. They should. That's the thing. There youPhil Hudson:Go. Yeah. Okay. I'm putting that on you guys. If you're listening. Sorry, you didn't complain when I sent you the script. Yeah. Monica B, what about if you work in a different area of Hollywood, for example, does that experience help when you are ready to pitch a script?Michael Jamin:No. No, it doesn't. I mean, it's great that you're working in Hollywood. Maybe you can make some connections, but if you are working in post and you don't want to, if you want to be a screenwriter, just know not where we, that's not the bullpen. That's not where we're pulling talent from. You're close, the closer you can get physically to the job you want, the better. So you're getting close, but eventually you want to get in on the production side, you want to get closer to the writers. It's good that you have that job, but it's not a transferrable skill.Phil Hudson:I've turned down those jobs because it's not the direction I want to go. Okay.Michael Jamin:Yeah.Phil Hudson:So Flyboy 2 43 is starting out writing as a hobby part of the way to become a professional in your spare time if you're at the bottom.Michael Jamin:Yeah, you should be writing. Yeah. If you enjoy writing, you for sure if you like writing, but if you don't like writing, if you're not writing as a hobby, then what makes you think you're going to like it as a profession?Phil Hudson:Philip Mullings Jr. Can you use scripts that you've written on a show as a staff writer in your portfolio?Michael Jamin:Well, I don't have a portfolio. None of us have a portfolio. We just have writing. We have scripts that we've written. So if you were creditPhil Hudson:Staff, right, you have a credit that your agent's putting out there.Michael Jamin:Yeah. But if you were, say you were on a let's staff writer on floppy in the Boys on the Disney Channel, and you wrote a script, fantastic. But if you're trying to get work on some other show, a sophisticated adult show you're floppy in the boys script that was produced is not going to be of any service. So you know, have to have a writing sample that will match the tone of the show you want to work on.Phil Hudson:Yeah. Got it. Alex Zen Draw comics. What do screenwriters do when they're having health problems that may hinder their writing pursuits?Michael Jamin:Well, what are you going to do? I mean, if your health comes first, what are you going to do? You have to be healthy enough to write and healthy enough to work. So that's a problem. What do you do? You know, focus on getting healthy.Phil Hudson:I wanted to include this one because it's an area we haven't talked much about, which may be like the W G A health benefits and some of those benefits that you get from being in the guild. I can tell you, as someone who previously held an insurance license, disability insurance is probably a good idea for most people, which is if you are unable to perform your work for which you get paid, you can get a percentage of that pay. Now, that is not an endorsement for anybody or anything, but it is something to consider for every adult. If I get a hand, if I get handicapped or something, how am I going to pay my bills?Michael Jamin:Yeah. It's just very hard to prove disability if you're a writer, because as long as you have a functioning brain, you can still write. So disability's easier if you're working on a construction because you can't, how are you going to climb a ladder? But if you're hard to prove if you're a writer,Phil Hudson:Interesting. As far as the WGA benefits go for the health plan, I mean, what does that look like? And I think, correct me if I'm wrong, but you have to earn a certain number of points or pay a certain amount into the Guild Fund every year to maintain your benefits.Michael Jamin:The health benefits being in the Writer's Guild gets you health insurance as well as pension, but you have to earn a certain number of points every year to continue qualifying for them.Phil Hudson:And if you don't qualify, is that like a Cobra situation where you're paying out of pocket for those benefits or you get youMichael Jamin:Accrue points so you have a certain, the more you work, the more points, and then if you're unemployed for a year, usually you just draw this point bank that you have and that'll deplete itself after pretty quickly depending on how long you've, your history is. And then after that, you can have a COBRA situation where you get to pay out of pocket,Phil Hudson:Which is expensive. Yeah, but prioritize your health. That's something I'm learning the older I get, especially having children now and people who rely on me is your health is the number one thing, because without it, you cannot provide for your family. You cannot do anything. So Right. Make time for that. All right, Peter Cat, this feels very Russian. Peter, p i e t e r k e t e l a a R. I apologize to everybody for my poor phonetics. What kind of stock do you put in a blacklist score of eight for a pilot in hand already?Michael Jamin:I have no idea what an eight means or what, I barely know what the blacklist is, so I'm going to say, what kind of stock do I put in that zero considering I don't even know the question.Phil Hudson:I knew that was going to be the answer to the question, which is why I included it. Because for those of us who are what we call pre WGA people trying to break into the industry, we put a lot of stock in the blacklist and what that means. But I had a volunteer at Sundance that I met years ago. She had a script that one was on the blacklist, and she had meetings about it, and then she rewrote the whole thing and changed it all up and spent two years focusing on that script instead of walking away from it and working on another good piece of material. And a lot of my conversations were pitching things to her because of your course that ultimately she was like, well, that was in my first draft. That was in my first draft. And she's just getting lots of bad feedback. So the points don't matter. The listing can get you meetings with people, but ultimately you still got to be able to put in the work, and you have to have multiple samplesMichael Jamin:Because multiple samplesPhil Hudson:That might get you into a room, but what else do you got?Michael Jamin:You tell me you got an eight or whatever, or 108 on blacklist. I don't really care. Let me just read the script. I'll decide whether I think the script is good or not. I get to decide that and whoever, whoever's reading it gets to decide. So yeah, it's not like, oh, this person's got an eight right this way. No, I don't care whether you got a zero. If it's I read it, I decide.Phil Hudson:Yeah. Another question from Peter, this was from the webinar where you talked about networking should be at your level or beneath you, right? Because yeah, and we talkedMichael Jamin:About this. That's why I feel this episode. It's my opinion.Phil Hudson:What should my beneath me look like?Michael Jamin:Oh, well, I mean, it's anyone, it's, I mean, I don't know. ThisPhil Hudson:Might be two, taking two as too. So lemme just throw the other one out. What is something that is beneath me? What is something I shouldn't spend my time doing?Michael Jamin:Well, right. Nothing's beneath you. So if your neighbor is saying, Hey, I want to shoot a movie in my backyard, sure, I'll do it. I'll help if I'm just above that level. Yeah, not, it's like, because anybody who's showing any kind of ambition, who's just trying a student at a film school, whatever, get involved in them. If they're going to get out of film school, if they want to stay in the industry, they'll stay in the industry and then they'll work their way up and then you'll be right there with them because you're helping them under their projects. And maybe they'll help you on theirs. That's your class, that's your graduating class. So is anything beneath you? No. As long as you have the time to do it, get involved these, because no one, it's so interesting when I talk about stories from my past, I think it's easy to, and I talk about, oh, this person I know this famous person, this or this successful person, that successful person at the time, they weren't successful. They were just people, and most of them didn't mount to anything in the industry, but some of them did. And that's, some of them did. That's it. So you know, get involved in everybody.Phil Hudson:But it goes back to the thing that's a common theme on our podcast, which is serve everybody. Give as much as you can without any expectation of receiving. Because if you're doing it because you, you're betting all your cards on that horse, everything you got on that horse to win the race, and then they fall out. Well, yeah, there's some manipulation and some self-serving that goes there, and intention has a smell, so we, you're going to stink. It's not good.Michael Jamin:I worked in a show called, I was a PA on a show called Hearts of Fire, which was Marky Post in John John Ritter, and also Billy Bob Thornton was on it actually. And it was a Linda Bloodworth Thomason show. And so there was two young staff writers in that show, which I kind of hung out with them a bit because they were closer to my age and they were, because they were staff writers. Maybe they're a story editor, I don't remember, but they're low. They were low and very low in the totem pole. And I hung out with them because they were closer to my level and they were nice to me. Those guys turned out to be David Cohan and Max Muk, who created Will and Grace years later. I didn't know that at the time. They were just a couple guys my age, a couple years older, and that who I didn't have to kiss anybody's butt, they, I was at pa, so they were definitely above my level, but still they weren't setting in the world on fire at thePhil Hudson:Time. Yeah.Michael Jamin:Hey, it's Michael Jamin. If you like my videos and you want me to email them to you for free, join my watch list. Every Friday I send out my top three videos. These are for writers, actors, creative types. You could unsubscribe whenever you want. I'm not going to spam you, and it's absolutely free. Just go to michaeljamin.com/watchlist.Phil Hudson:All right. Taylor Cole, I have had a consistent career as a film producer. How can I best transition into television? I'm assuming television writing.Michael Jamin:Oh, yeah. With TV writing, how can you be? Basically, you're where everyone else is. My answer to you is the same as everyone else. Write scripts, show them. If you have a movie that did really well, give a hit movie that you should have no trouble. You should, people fi, if you made a movie that no one saw, you're going to have a problem. If you made a hit movie where there a breakout at Sundance, people are going to find you. People are going to find you. And that's how I've been doing the whole webinar. I don't want to say too much because I, I've, I've coming up, I want to talk about examples of this, about people who breakout people and how they broke out. And I'm going to talk more about it. And so sign up for one of my webinars that michaeljamin.com/webinar. But, cause I'm going to talk about this for about an hour, but how can you, my advice to you is the same as everyone else. I hope you're, you're following me everywhere and just soaking it up because it's no different for you.Phil Hudson:Yeah, there you go. Shane Gamble. I live in New York City. Do you think it is better to move to LA or should I focus on the network I've currently built here?Michael Jamin:Where's Hollywood? And Hollywood is in la? There is some, obviously there's theater, there's probably more theater in New York than it is in LA that interests you. In the end, you're probably going to have to come out to Hollywood. There's not much of a network out there. This is where it is. I'm from New York. I moved out here because this is where Hollywood is, so yeah.Phil Hudson:Yep. Now there's writing there too, but if you don't have the network there in the writing space,Michael Jamin:Some shows are shot there. But the writing, most of the time the writing's done here. 30 Rock was shot and written in New York, but that's only because Tina Fay didn't want to leave New York. Everybody else does it here.Phil Hudson:Yeah.Michael Jamin:So you might get a job. Let's say you've got a job in New York writing on 30 Rock. Great. How are you going to make a career? Because that show is done. It's not on the air anymore.Phil Hudson:Good point, right? Ariba, how do I work through the problem of getting stuck between my script? Any exercises that I could help work through that I'm currently writing a short film and I find myself stuck midway.Michael Jamin:You don't understand story structure. You didn't break your story cro correctly, which is why you're stuck, which is why you don't know what your characters are going to do. You don't know what to do it. So I don't have any quick fixes for you. I could teach you story structure. I could teach you, which is what the course is. No, I don't have a tip. I teach, I teach you how to become a writer. There's no tips. It's not a tip situation.Phil Hudson:And the course is currently closed. Maybe it's not. When this comes up, probably will be. But the course is currently closed and we open it up once a month at this point for people who want to join. So yeah, best way to know about when is to sign up for the webinars because there's some specials in the webinar and you have a chance to win the course. But also, typically I can not going to promise that every time. I don't want to speak for you, Michael, but yeah, that is typically the best way to find out when the course is going to reopen.Michael Jamin:Yeah. Yeah. But yes, unfortunately I don't have any tips. I don't have any exercises. I, I'm going to teach you how to become a writer. I, I'm going to teach you how to write basically if you want, want to take the course.Phil Hudson:One of our really early episodes of the podcast talked about writer's block and about how, sorry, you're a professional and you talked about that recently on another webinar as well. So that's some place to look for some advice on this as well, is work through it, make it happen. But you got to learn the story structure.Michael Jamin:Yeah.Phil Hudson:Cool. K M C, if I'm writing an entire series, are the accumulation of episodes enough or should I spread out to other writings too?Michael Jamin:Why we write an entire series? That's first question.Phil Hudson:That is advice.Michael Jamin:You got to write one scriptPhil Hudson:That is advice people get, Michael, is you should write an entire series.Michael Jamin:No, write one script. Write one episode that just killer. Write one. Just one. A lot of times, and we were talking, we talked about this privately where someone wrote an entire series and you read it and you're go, no, you just basically took the contents of your pilot and script and spaced it off on 10 episodes. So you have structure 10 episodes of they No Structures. They have 10 episodes of garbage, of they have 10 episodes of Boring when they should have just made one episode. That was great.Phil Hudson:Their intuition for what an entire series is was literally a pilot and everything else was just pipe and unnecessary, confusing, meandering and a lot of, I think one of the early critiques I got in writing, and I've heard many times and felt many times for other people, is a lot of things happening, but no one's doing anything.Michael Jamin:Yeah, yeah. You know, don't want your writing to be that. Learn. There's studies, study your screenwriting. That's what I'm saying. Yeah. So study what a story is. Oh,Phil Hudson:So write a good poem becauseMichael Jamin:If you had known what a story is, if that person had known what a story is, they wouldn't have done that. They wouldn't have wasted all that time.Phil Hudson:Well, I gave him the notes and at the end he's like, you, because I'd only read the pilot and I was like, well, this might be this and this is kind of how structure, what your pilot would be. He's like, you just described my full season. I was like, yeah, man. Yeah. SorryMichael Jamin:Dude. Yeah. Sorry. You screwed up. Yeah.Phil Hudson:Aaron Brown. What are your favorite examples of screenplays We should read?Michael Jamin:Anything you should read. Good. You should read bad. You should read if it's good. You got a stack on screen, please?Phil Hudson:Yeah. I've got Ladybird ready, player one, aliens, which is one of the most popular scripts I think people are recommended to read. James Cameron Unforgiven, which is the script that famously sat inside of blanking on his name.Michael Jamin:Was it Clint Eastwood?Phil Hudson:Clint Eastwood, yeah. Sat, he bought it, put it in his desk, and then waited, I think like 20 years till he was old enough to play the part. And one in Oscar one multiple Oscars. I got Drive, which we talked about recently. This is one of my favorite scripts, Armageddon, which was a big block buster, but just a bunch of scripts that I think were stood out. But I think when Oscar season comes out, the studios release their nominated scripts and you can find 'em publicly. So that's a great place to go to find really good stuff. These are what the industry says are the best scripts right now.Michael Jamin:And you can also go to the Writer's Guild in West Hollywood, or actually it's HollywoodPhil Hudson:Fairfax. Yeah, li It's in Hollywood. Fairfax. Yeah.Michael Jamin:They have a public library. You don't have to be a member, you have to make an an appointment. That's it. And you can read for free a bunch of scripts. Read good ones, read bad ones. If you read a bad one, why don't I like this? And don't say it because it's boring. No. What exactly do you not like about this? If you see a good one, why do you want, what do you like about this script? Why do you want to turn the page? What makes you want to and be specific, not because it's compelling, say it. No, because what about it? It makes you want to turn the page and so you can learn from good or bad.Phil Hudson:Yeah. Awesome. We got a few more questions here and then we'll wrap it up. Michael. Yeah. Kaya, Kaya link, again, probably ruining your name. I apologize. How long should these sample scripts be? Wait, how long should a sample sample be?Michael Jamin:If you're writing a half hour or an hour long, it should be match, whatever. If you're a drama writer, it's going to be an hourPhil Hudson:There. There's a note at the back end of this. It says, feature, should I be writing fe? I'm putting this together fe Should I be writing features every time or should I try TV scripts and all those different things.Michael Jamin:I think you should write whatever you want to write, whatever kind of writer you want to be. Personally, I think you'll learn more from being a television writer than you'll. You'll learn more in a year than you would learn in 10 years. Writing features just because of you're learning. You're working alongside other writers who are experienced. It's like, I don't even know why you wouldn't want to be a TV writer first and then move into feature writing if that interests you. But you'll learn so much from working aside alongside professional writers. There's so much to be gained from that. Whereas if you're working in features home alone, good luck. Good luck.Phil Hudson:On that note too, the industry is focused on TV right now, not features, and they're really a handful of people writing features. Yeah. It's not to say you can't be that, and there's always the indie feature side of things that you can do to write, but I mean, effectively, this is the same advice you gave on TikTok recently on that clip you did, right? Starting television and then move, expandMichael Jamin:Out. I think so, yeah.Phil Hudson:And Michael's got a lot of great stuff. We talked about it before, but go check about @MichaelJaminWriter on TikTok and Instagram and Facebook and Twitter and everywhere. Yeah. All right. Gianna Armin trout. How should you study other TV shows to learn story structure, breaking a story, et cetera? What should I be looking for when I'm watching other shows?Michael Jamin:Yeah, I, and that's exactly what the course goes into. I mean, the problem is if you want to just watch, go ahead. Watch as much as you can, but what you're not going to know what to look for, you're not going to know. That's the problem. And the same thing with reading. I think it's, you're just probably not going to know. And so I explained in the course, this is what you need to be looking for. These are the moments, these are the act breaks. These are the middle of two, this is the top of three. This is what you need to be looking for. These are the patterns you're going to see in smartly written indie movies, smartly written blockbusters and smartly written foreign films. And they all have a lot in common. And just because you and television as well, and just because you think, well, I don't want to learn story structure because that's formulaic and it's not formulaic. These are just things that a good story has. These are just things they have in common. SoPhil Hudson:When I was in film school, we were given the task of picking whatever show we were going to write a spec episode of, and then getting a stopwatch out and then timing the scenes. That seems logical, but ultimately what you don't realize is that's what the editing is. That's not necessarily what the script was and what it was written as. Yeah. And yeah, it's not hitting the important points, which is what beat should I be hitting here? How soon do they introduce this information?Michael Jamin:And I don't even get that. What are you going to do? You're going to write with your stopwatch next to you, or you're going to write and you go, oh, this is page three. This better happen. What do you mean? How are you supposed to make that work?Phil Hudson:That's a lot of screenwriting advice. Michael, this page on pageMichael Jamin:Three, this happened, I don'tPhil Hudson:Understand it. By page 10, this needs to happen at the end of a page 25, this moment should happen. And page 45, this should have page 60. This should happen, right? That's traditional, open, most screenwriting books. And IMichael Jamin:Don't get that. If you were to write a story, whether it's for television or just a story, and like I say, this is what happens. You need to have at the bottom of act one, if now, if you're bottom act one is on page 15 or 17, does it really matter? Does it really matter? What difference does it make it? You're off by page and a half. What the, who cares? And you could always cut it a little bit. If I don't, I don't know. I just don't approach writing that way. It's like it's a story. Whether you want to put the story on a television or on a stage or write it in a book is, and you get to decide whether you want it to happen on 19 or 17, what difference does it make? Really? What difference does it make?Phil Hudson:There you go. Hi, waha Henry are pitch decks, the new calling card. I've been asked to submit pitch decks instead of a script.Michael Jamin:Who asking? Who's asking you these? I want to know. I want names. Who's asking?Phil Hudson:My experience in Hollywood is that they are the people who are not actually producers.Michael Jamin:There is the problem. I want to know if you're a good writer first, if I'm going to get into business with you for anything, whether I'm going to finance your movie, and I don't finance movies, but that or staff you on a show, I want to know, can you write, can you tell a good story? That's the first thing. And if you can't, I don't really care what your pitch deck looks like.Phil Hudson:I had done some work for a production company out here, and the producers were like, well, we'd love to read what you have. And I was going to send my script. And they're like, do you have a story bible? This goes back to the earlier question. I said, I don't, do you have an example of what story Bible you want to say? This was years ago before I realized kind of your advice on this. And they sent me, this is one we think is really good, and it was a pitch deck. That was what piqued their interest. And then they read the script and it's like, these people are just trying to make a dime. They're not necessarily trying to put out the best content that they can, and they're intermediaries and they're not the guy with the overall deal at a studio that can just walk in and present what they want to make.Michael Jamin:Yeah, justPhil Hudson:It's aMichael Jamin:Different level. I don't understand. It's all smoke and mirrors, I think, whoa, the picture that looks great. Really. Are you trying to get hired as a writer or not? Yeah, I'm not a graphic artist.Phil Hudson:Generation X. How can you find someone to read your work who has experience and won't steal your idea?Michael Jamin:Well, where do I be doing this?Phil Hudson:Two notes on that one. I know, right? That's why I brought it. Yeah, that's why I put it in here.Michael Jamin:Where do you begin? Well, your agent will submit it and we'll only submit it to reputable places. Then the question is, well, how do you get an agent? And that'll be talking about that on all my webinars I got, I'll talk about it again at some point. How do you worried about They want to steal your idea? Well, who you're giving it to. Don't give it to some clown at Starbucks. What was the other question?Phil Hudson:How do you get someone with experience to read your work? Oh,Michael Jamin:How do you get someone to experience? Well, you have to bring more to the table. Why? Why would they, like I have experience, why would I want to read your work? If I'm staffing for a TV show, I will go out to agents and managers. Give me the, I'm not going to, I don't go to people off the street. Yeah. I don't hire people off the street, so don't give me your work. Cause I'm not going to hire you. I'll get it from an agent. Well, how do you get an agent? That's a different question. Yeah, but it's not, you don't get people like me to read your work. You. No, you don't. I mean,Phil Hudson:I think this fall, I will have known Michael for 10 years. I've asked him to read maybe three things.Michael Jamin:Yeah, it's a big deal. It's a big deal to get somebody to read again. You're telling him to sit down. Somebody said that to me on DM Me. It's like, Hey, would you mind reading my screenplay? Would I mind giving up my Saturday afternoon sitting down, reading your thing, coming up with notes, getting on the phone with you, deliver my notes? What if I said to my dentist, Hey, my two hurts. Would you mind taking a look at it? My dentist say, no, not a problem. Not at all. Go call my office. Make an appointment. Bring your insurance card and your credit card for the deductible. That's what he would say. Yeah, it's business. It's professional that. What do you expect? No.Phil Hudson:Michael kindly offered to read something and I sent him the first script I wrote, and he referred to it as a Frankenstein. And I was like, oh my gosh, I know nothing. And this was five years into studying on my own. And I didn't send you anything else to read until it was a spec I wrote in film school. So that was probably three years later. And then the last thing I sent you to read was just last year. And that was the first good thing. That was the first thing. And your note on the second thing is, I can tell you're a competent writer and you can capture the voice of the show, but all your other notes were about my structure. It still wasn't there.Michael Jamin:And then the third piece was you're like, okay, now you're finally getting it right. Yeah. Now you're finally getting it.Phil Hudson:Yeah. And I consider myself egotistically to be a smart guy, but it really took off when Michael put his course together for me. And I'm your biggest advocate for that thing. All right. Danny Casone again. Have you met Mike Judge and Mark Marinn? They're geniuses, by the way.Michael Jamin:I've worked side by side with both of them. Mark more so than Mike, because I was the showrunner of Mark's Maron show on i c. So we worked side by side for four years. Mike, a little bit less, but I wrote on King of the Hill and Beaver and Butthead and Beaver was in Butthead he would send us, well, we write the scripts, and then he would send us which videos he wanted to make fun of. And so we would watch those. Then we'd go to the booth with him, we'd watch it over his shoulder, we'd pitch jokes, and then he would run into the booth and do the voices and kind of change, do it the way he wanted to do it. But yeah, but they're both great guys. Both of them are great.Phil Hudson:There you go. All right. Final questions. There's two, but one of them is like eight questions because it's the same question we get every single time you do a q and a or anything else. Same question. So I'm going to read two. First one, amalgamation of things. Should I use a script consultant? What are your opinions about people who call themselves professional readers, who give notes? Can you recommend a good script reading service? And how much should I person pay for that service? Do you have any readers or reader services to recommend any or to avoid?Michael Jamin:Okay. Woo. I would avoid anything called a service. Anything. If you can find a retired screenwriter or a screenwriter who has time on their hands and go check out their imdp, pay I mdb paid, check out their credits, read their work. If you could find something like that, and there are people that exist, those are the ones you want to pay and pay them. Whatever they ask, the more experience they have, pay them more. I personally, I would rather find someone with more and more experience and pay them more. If they want double because they have, they've been doing for 20 years, I'll pay double because skimping just doesn't help you. I'd pay. Their expertise is worth every penny. That's what I would say with these services, you're finding people, many of them just hiring people, aspiring writers with no more credits or than you do, no more experience than you have. And they're giving you notes and you're paying for it, and they're completely unqualified to tell you anything. They read their training brochure and that's it. And that's not how it works. A man. Now, what a else do you have to say?Phil Hudson:No, I was just going to say, I think one of the things you can think about too, to get a little tell that I just discovered this week, so I mentioned that I was asked to sign on to help a screen, a Sundance project, because of my experience with Sundance. And I think that it helps them think they're going to get a little bit ahead with having a couple other alumni and fellows on that roster. And they were going to put me in as a script consultant. I went to go see what that would look like on imdb. And right there in that same thread, it's like script doctors and script consultants go under miscellaneous crew, not writers.Michael Jamin:And it isPhil Hudson:The bottom. That's the same place where I put my writer's assistant, my writer's PR credit down there, because it's just not a value. It doesn't do anything in those. People may get hired to do work at a studio level, but I wouldn't hire them to do that on my script. You need to doMichael Jamin:That job. I dunno if they get hired a studio level.Phil Hudson:I don't knowMichael Jamin:If that's a thing.Phil Hudson:So supposedly it's a thing, but you need to know how to write. And so find a writer to give you the feedback or find the writing and how to write to give you feedback. And that's again, what your private Facebook group does and what your course does for people.Michael Jamin:Find a screenwriter who has time on their hand. Maybe they're supplementing their income, but they have good credits and they know they've worked. Don't find someone who's a professional consultant reader or whatever. I would stay away from that.Phil Hudson:And last question, which is similar vein, but I think on a high note, BW asked, what does Michael think of submitting scripts to the Academy? Screenwriting contest, which is the fellows, the Nichols Fellowship.Michael Jamin:Oh, okay. Is that, I didn't realize they were the one posted.Phil Hudson:The academy is the Nichols Fellowship.Michael Jamin:Okay. Do that one. That's a prestigious one. If you win, if you come in, if you place, eh, doesn't really help you.Phil Hudson:I've, I've heard of Quarterfinalists and semi-finalists getting some meetings off of that because it's so competitive. And the right, the that's read by actual professionals are donating their time to read and score those. Right. So it's It's definitely has more clout than anything else.Michael Jamin:But yeah, go for it. Also, go for, if you have any fellowships, do those. Sure. If they're industry things, yeah. Sometimes you can get involved in the studios offer various,Phil Hudson:But this goes back, but just this whole thing goes back to just be careful where you're spending your money as a writer. Because you can spend thousands of dollars submitting scripts to festivals thinking that award or that laurel on your website or on your script is going to help you get ahead and it will do nothing for you. And they're all, a lot of them, not all of them are money making machines to fund whatever they're doing at the festival. And I can tell you firsthand that that's the case. I'veMichael Jamin:Spoken about what I would do to break into the industry if I had to do it today. I'm going to do a few a webinar. I'm going to devote a webinar to that topic again probably in a few months. Cause I have other ones I've already planned out. We're going to do first. Get on them. It's free. It's free. That's all I got to say about that. MichaelJamin.com/webinar.Phil Hudson:Perfect. Alright, Michael, I think it's a good place to call it for the today. Anything else you want to add? Time of death,Michael Jamin:Phil.Phil Hudson:Time of death is.Michael Jamin:Time of deathPhil Hudson:Is 50 something minutes. It's a long one. Yeah. Great.Michael Jamin:All right, everyone.Phil Hudson:Yeah. Beyond that, some things you can do to support yourself in writing. So again, you don't have to sign up for Michael's course. Michael's giving a lot of stuff. If you don't have the money, you That's okay, Michael. I will. That's okay. Just make sure people are clear here because they may not know you are offering 0% financing effectively on all these things. If you want to sign up when registration's open, you can do a painful a three month or a six month plan because you said you want to make it as affordable to everyone as possible. There were some partners we had that were adding financing and we removed that option just to make sure. Yeah, it was fair to everybody who wanted to get in,Michael Jamin:And if you can't pay, that's fine. You can go, I got a free lesson. Go to michaeljamin.com/free. If you want to get on my free newsletter where I give out three free tips a week, MichaelJamin.com/watchlist. If you'd like to download some scripts that I've written and read them because they think it'll help you, and they probably will. You can also find those on my website. We got a ton of free stuff. We got this podcast. So yeah, just enjoy. Take it in, take it in. Did youPhil Hudson:Mention the watch list?Michael Jamin:I did. That's our new, yeah, Michael Gemma do com watchPhil Hudson:List. Oh, I was thinking about thinking about all this stuff was blanked for a second. All right. Well, everybody, thank you so much for your time and listening in. Hopefully this was helpful to you and make sure you sign up for the webinar where you do get an opportunity to ask Michael questions live and we dive into more detailed stuff, michael jamen.com/webinar Again for that.Michael Jamin:All right everyone, we'll see you on the next one. Thanks for listening. Bring your questions next time. Awesome.Phil Hudson:Thanks Phil.Michael Jamin:Then keep writing in. Thanks. Keep writing everyone. That's our motto. Phil came up with that. Keep writing. Yeah,Phil Hudson:One good thing. You're welcome guys.Michael Jamin:See ya.Phil Hudson:This has been an episode of Screenwriters. Need to Hear This with Michael Jamin and Phil Hudson. If you'd like to support this podcast, please consider subscribing, leaving your review, and sharing this podcast with someone who needs to hear today's subject. For free daily screenwriting tips, follow Michael on Instagram, Facebook, and TikTok @MichaelJaminWriter. You can follow me on Instagra

Deepak Rana grew up in India and moved around India in his youth. When he later moved to Tokyo, Japan, he was entrenched in a culture that was very respectful and placed value on details. Deepak, worked on various complex transformation projects for institutions like the Tokyo Stock Exchange, Hyundai, Mitsubishi and others. When moving to the United States, Deepak recognized how the culture within a country can vary which helped him with his post-merger integration work. Deepak has 21+ years of experience of successfully securing and leading complex, large-scale, multiyear, multimillion dollar (over $90 million budget) “global business transformation programs” enabled by SAP S/4HANA & ECC, Ariba, Coupa, Curam, and other ERPs.

Leo Keeley is the President and CEO of B2B Sales. He has held a number of posts here in Japan, inlcuding Vice-President Asian Pacific and Japan for Ariba, President of Japan InfoTech, President of Platinum Japan and President of Dunn and Bradstreet Software Japan.  He has a BA from Bentley University and an MBA from Suffolk University.

Welcome back to The Procuretech Podcast! We're continuing our mini series where we ask influencers and industry experts for their thoughts on everything that's happening in the digital procurement world. This episode we're talking about negotiation. And there's no one more influential in the negotiation space than the host of the Negotiations Ninja Podcast himself, Mr. Mark Raffan.   Will Negotiation Bots Replace Humans? - Mark Raffan from Negotiations Ninja 1:07 We open up by asking Mark about his background: From sales and online advertising to category manager, before finally transitioning to content creation and his own negotiation training business. 3:12 We discuss Mark's lengthy career in podcasting, now he's over 300 episodes deep. He reflects on some of his favourite episodes. He gives special mention to an interview with Brain Burns, in which it's safe to say they were not exactly aligned... 4:40 Going back to Mark's time working in Category Management, to what extent did he come across procurement technology back then? Mark mentions how common Coupa was back then, alongside niche players like Scout, which is now part of Workday. It's very interesting to see how tech has progressed and it's especially fascinating to Mark to see how the use of tech with negotiation has progressed. We move to talking about the future impact of tech, and Mark highlights process automation and error elimination as huge benefits. 8:17 We talk about how the mid-market is still slow to adopt digitisation. 10:06 Looking at big platforms like Coupa and Ariba, we're now seeing this sort of Salesforce model, where platforms put their own app stores in place. This is almost an admission that these big players can't be everything to everyone. Especially when looking to the mid-market, having a modular structure that allows users to cherry pick features is hugely important. 11:50 We discuss the value of experience. When an experienced professional with over 30 years of experience leaves an organisation, how much can technology hope to fill that gap? 12:47 To what extent can technology replace humans when it comes to negotiation? Does Mark think we'll ever see a robot able to replace humans when negotiating for something really complex and high end? 17:50 We take Grainger as an example. The whole reason Grainger exists is because a technical buyer or MRO category manager didn't have the time to spend all day doing three bids and a buyer for something that cost $5,000. AI can solve all sorts of problems- so as long as you've got a competent person evaluating the results to make sure that it's not doing something stupid from time to time. 18:43 Mark breaks down the present and future of automating negotiations. He doesn't think that truly complex negotiations can be carried out by bots yet. But he's keen to emphasise the word yet in that sentence. He would be very cautious about saying we'll never get there. Because technology is achieving things today that we'd have thought were totally impossible ten years ago. 21:45 Nobody knows the answer for sure. It's not unrealistic to expect that we'll be able to teach a robot to do very complex negotiations. But will we be able to teach them the emotional intelligence required to deal with cultural differences in negotiation between nationalities or between different cultures? That's going to be the most complex part for AI to replicate. 23:49 Mark runs a negotiation training business. How does advancing tech impact how he builds his long term business strategy? 26:02 Mark thinks it's very, very interesting to think about things like using AI to train people in negotiation. But he's keen to highlight the fact that we're both very biassed here. Mark and I think about technology every day. That's our business. But for most procurement professionals it's not on their mind. They've got operational...

“Chase the vision, not the money; the money will end up following you.” ~Tony Hsieh, Zappos CEOThe Guiding Voice is pleased to launch a special episode in recognition and support of all the great work done by the Edurigo team in the LearnTech SpaceCongratulations to @edurigo on your 2nd anniversary!!Tune into The Guiding Voice #TGV270 for Naveen Samala's conversation with Nikesh Jain for insights on "Pros and Cons of Joining a Startup"In this EPISODE, we will dive into how to decide between working at a startup vs a corporate company based on a variety of factors such as benefits, leadership opportunities, growth tracks, and overall job satisfaction.0:00:00 Introduction and Context Setting0:02:00 Toughest lessons learned as an entrepreneur by Nikesh0:06:00 Pros and Cons of joining a startup, how to choose a startup job - what kind of research one must to before joining a startup?0:09:00 Salary vs Stock Options - how to balance?0:12:00 What do MNCs offer compared to Startups?0:18:00 Approaching for VC funding0:22:00 Vesting Options0:29:00 How to Exercise Stock Options0:34:00 Tax implications0:39:00 Exit Opportunities0:42:00 Dealing with co-founders0:48:00 Witty answers to rapid-fire questions, his nickname, super strength vs invisibility, what success means to Nikesh0:50:10 Trivia about StartupsABOUT THE GUEST (Nikesh Jain, in his words):Building Edurigo a web 3.0 learning experience platform! Making corporate, sales, product, support, and academic learning fun, engaging, and measurable. Prior to Edurigo, I had,- 24 years of experience in developing complex software platforms, and building top-notch engineering teams at highly successful startups and world-class software companies.- Worked as Vice President/Head of Engineering - India at Apttus a quote to cash start-up.- Worked at Icertis a Seattle/Pune-based start-up as VP of Engineering and managed Icertis products on MS Azure cloud. - Worked at Ariba ( An SAP Company ) as Director of Engineering and managed engineering development for upstream (Sourcing, CLM, Spend Analysis) and downstream (Procure to Pay, Catalog) products on the Ariba commerce cloud.- Worked at Yahoo! as part of their cloud platform group. Owned and managed Y! Geo and Video transcoding platform.What gives me a kick - To make a difference (with a huge impact) to society in the area of education or healthcare or just anything which would make this world a better place for humanity.Connect with Nikesh on LinkedIn:https://www.linkedin.com/in/nikeshjain/Powered by Metaverse and Web 3.0 technology, Edurigo is a game-based interactive and experiential platform for sales-enablement, corporate, and academic learning.Edurigo Website:https://edurigo.com/CONNECT WITH THE HOST ON LINKEDIN:Naveen Samala: https://www.linkedin.com/in/naveensamalaFOLLOW ON TWITTER:@guidingvoice@naveensamala@s_nagandla#tgv is now available on Amazon Music, JioSaavn, Spotify, Gaana, Apple, Google Podcasts, and wherever you find podcasts!#theguidingvoice #career #startups #learntech Hosted on Acast. See acast.com/privacy for more information.

Get Your FREE GUIDE to A Build High-Performance Sales Team at https://go.transformedsales.com/p3 Highlights [01:09] - His long journey to becoming a sales leader. [04:14] - How to know if it's time to move to a new role. [06:26] - Navigating the ups and downs of being a new sales leader. [11:20] - The Wild West of managing managers. [14:04] - Striking a balance between managing and leading in any management position. [18:58] - Yesware - helping high-performing sales teams do meaningful email outreach at scale. [25:01] - Why you should allow your salespeople to think outside the box and do things on their own. [27:00] - Mentoring, coaching, and leading your salespeople: What sales leadership should look like. [28:39] - One of the most challenging situations he has faced as CEO. In this episode of the Transformed Sales Podcast, I had a chat with Joel Stevenson, the CEO of Yesware, a leader in sales productivity software. Prior to Yesware, Joel was the GM and Founder of Wayfair's B2B division which he grew to several hundred million in revenue. He began his Wayfair career by leading the company's home improvement products division, followed by his role as Managing Director of Wayfair UK, where he drove the growth of the company's international presence.  Joel then served as Vice President of FP&A while Wayfair was making the transition to a public company. Before joining Wayfair, Joel held a variety of sales and marketing roles at Ariba, Innovus, and Verizon and was a consultant at ZS Associates. Joel earned an M. B. A. from the Yale School of Management, a B. S. in Business Administration from the University of Illinois, and studied Chinese at Harvard-Beijing Academy. Join us as we look back at Joel's early career in sales and tech and the common ideas that have run through all of his work. We also talk about employing software and technology to optimize sales processes, how sales managers can boost productivity and create great work environments, what sales leadership should really look like, and so much more. I hope you gain as much value as I did from all the wisdom that Joel had to share. Quotes “You're gonna typically get better results if you tailor your management style to the individual person and how that person operates and what they're motivated by and what they need to do to get better” - Joel Stevenson “The best thing you can do is understand the way that somebody makes decisions and how they reach a certain judgment, and then try to help that person get better at that process” - Joel Stevenson “You really want your sales rep to be the person that's gonna take what your company offers and match it up with what another company needs” - Joel Stevenson Learn More About Joel Stevenson in the Links Below: LinkedIn - https://www.linkedin.com/in/joelstevensongm/ (https://www.linkedin.com/in/joelstevensongm/) Website - https://www.yesware.com/ (https://www.yesware.com/) Email - jstevenson@yesware.com Connect with Wesleyne Greer: Wesleyne's Website - https://transformedsales.com/ Wesleyne on LinkedIn - https://www.linkedin.com/in/wesleynegreer/ Wesleyne on Facebook - https://web.facebook.com/wesleynegreer Wesleyne on Twitter - https://twitter.com/wesleynegreer Email Her at WGreer@TransformedSales.com

This episode has lots of fun life updates with a side of sage advice. 

Great Girlfriends, get ready to GROW! This week we are sitting at the feet of 33 year Wall Street veteran Carla Harris, to grab all of the breadcrumbs she can offer about LIFE (because why not learn anything and everything from Carla?

687: In this interview, Keith Krach, former CEO of DocuSign and former Under Secretary of State, discusses his remarkably diverse set of career experiences. Keith reflects on the evolution and adoption of robotics and the internet and the genesis behind Ariba. He also talks about the importance of trust in technology and how that paved the way for DocuSign. We then discuss his time in policy as Under Secretary of State and developing the Institute for Tech Diplomacy at Purdue. Finally, Keith shares his perspective on current geopolitical topics including US-China relations, China's relationship with Taiwan, and the future of tech diplomacy.

687: In this interview, Keith Krach, former CEO of DocuSign and former Under Secretary of State, discusses his remarkably diverse set of career experiences. Keith reflects on the evolution and adoption of robotics and the internet and the genesis behind Ariba. He also talks about the importance of trust in technology and how that paved the way for DocuSign. We then discuss his time in policy as Under Secretary of State and developing the Institute for Tech Diplomacy at Purdue. Finally, Keith shares his perspective on current geopolitical topics including US-China relations, China's relationship with Taiwan, and the future of tech diplomacy.

Name: Marcell VollmerCurrent title: Chief Executive OfficerCurrent organisation: Prospitalia GroupIn my role as Partner and Director at BCG I am advising C-Level Executives & Executive Teams on the full range of digital transformation, innovation, new business models, restructuring, and reorganization with a focus on procurement, and supply chain, and operations globally.As Chief Innovation Officer I focused on supporting customers and partners to define and execute digital transformation strategies globally. As a proponent of the power of process mining to create the "superfluid enterprise" and deliver extraordinary experiences, I evangelized in my role the market as an influencer. Like Celonis customers, I was previously in charge of shared services and business process transformation.In my previous role as Chief Digital Officer I was a 'Digital Ambassador' by SAP's Digital Transformation Office to help SAP customers to define and drive digital transformation strategies in all industries globally. As the former Chief Procurement Officer at SAP, I'm sensitive to the complexities surrounding the intersection of technology, compliance, and supplier networks that today's procurement leaders face. I implemented a global category management organization, procurement shared services, and a hybrid model with Ariba for goods, Fieldglass for professional services, and Concur for travel. As Chief Operating Officer and Senior Vice President of SAP Ariba, my focus was to help companies eliminate procurement and supply chain complexity through simple, smart, and open software solutions.Resources mentioned in this episode:Free Download of The Leadership Survival Guide (10 World-Class Leaders Reveal Their Secrets)https://store.consultclarity.org/lead...The Leadership Conversations Podcasthttps://open.spotify.com/show/4IB6V41...The Jonno White Leadership Podcasthttps://open.spotify.com/show/2p8rvWr...The Leadership Question of the Day Podcasthttps://open.spotify.com/show/6eZ4lZ2...Clarity Websitehttps://www.consultclarity.org/7 Questions on Leadership Serieshttps://www.consultclarity.org/large-...We'd Love To Interview YOU In Our 7 Questions On Leadership Series!https://www.consultclarity.org/7-ques...Subscribe To Clarity's Mailing Listhttps://www.consultclarity.org/subscribeJonno White's eBook Step Up or Step Outhttps://store.consultclarity.org/step...Jonno White's Book Step Up or Step Out (Amazon)https://www.amazon.com/Step-Up-Out-Di...

Yoav Shoham is professor emeritus of computer science at Stanford University. A leading AI expert, Prof. Shoham is Fellow of AAAI, ACM and the Game Theory Society. Among his awards are the IJCAI Research Excellence Award, the AAAI/ACM Allen Newell Award, and the ACM/SIGAI Autonomous Agents Research Award. His online Game Theory course has been watched by close to a million people. Prof. Shoham has founded several AI companies, including TradingDynamics (acquired by Ariba), Katango and Timeful (both acquired by Google), and AI21 Labs. Prof. Shoham also chairs the AI Index initiative (www.AIindex.org), which tracks global AI activity and progress, and WeCode (www.wecode.org.il), a nonprofit initiative to train high-quality programmers from disadvantaged populations.

Subscribe to our channel The Icons to watch the full 30-minute interview with American Businessman and 2022 Nobel Peace Prize Nominee Keith Krach: https://www.youtube.com/watch?v=kemcW...Keith Krach, former CEO of Docusign, VP at GM, Nobel Peace Prize Nominee and co-founder of Ariba, shares his mindset and business secrets. An original interview."The best way to deal with the future, is to invent it." – Keith KrachSpeaker:Keith Krach: https://twitter.com/KeithJKrachMusic:Epidemic Sound See acast.com/privacy for privacy and opt-out information.

The Secret to Success: It's Not What You Think!Inspired? Subscribe to The Icons to watch the full 30-minute interview with Keith: https://www.youtube.com/watch?v=kemcW...Keith Krach, American Businessman, 2022 Nobel Peace Prize Nominee, former CEO of Docusign and co-founder or Ariba, shares the Secret to Success and why it's not what you may think it is. An original interview by Motiversity and Motivation2Study."The best way to deal with the future, is to invent it." – Keith Krachhttps://keithkrach.com/Music:Scott Buckley Hosted on Acast. See acast.com/privacy for more information.

If you're like many people, still trying to ‘e-blast' your prospect manually without a great way to track the results—it's time to make your inbox more sales focused. My latest guest on the Go For Launch podcast is Joel Stevenson, the CEO of Yesware. Yesware is a leader in sales productivity software. It helps both individuals and large companies scale their email marketing efforts, with templates and campaign tools; integrations with Salesforce and other software; phone tracking, a meeting scheduler; and more. Prior to joining Yesware, Joel was the general manager and founder of Wayfair's B2B division, which he grew to several hundred million in revenue. Before joining Wayfair, he held a variety of sales and marketing roles at Ariba, Innovus and Verizon. He earned an M.B.A. from the Yale School of Management, a B.S. in Business Administration from the University of Illinois, and studied Chinese at Harvard-Beijing Academy. He lives in Massachusetts with his wife and their four children.

On this week's podcast, Tayloe Stansbury joins us from Mountainview, CA, where he serves as chairman and CEO of Kaleidescape, the manufacturer of premium movie servers and movie players. A longtime Kaleidescape customer before joining the company, Tayloe was appointed CEO in late 2020, after serving in executive roles at Watermark Insights, Intuit, and Ariba. Last week, Kaleidescape announced a new strategic partnership with Keith Yates Design, the theater design and acoustical engineering firm for many Hollywood filmmakers. Kaleidescape is working with KYD to build a new Movie Lab at its corporate headquarters that, when complete, will be used by the Kaleidescape content team to ensure that all movies released from its movie store continue to deliver a reference-quality experience. In this conversation, we'll learn more about this new facility, how the company's product line is shaping up, and also preview Jeremy's article about his personal experience living with a Kaleidescape system. Read Jeremy's review of Kaleidescape here: https://restechtoday.com/bringing-kaleidescape-home-for-a-demo/ Today's episode of Residential Tech Talks is brought to you by Shelly WiFi Relays by Allterco | Smart home devices designed and developed to provide solutions tailored to your needs.  Go to https://shelly.cloud and make IoT simple!

Joel Stevenson is the CEO of Yesware, a leader in sales productivity software. Prior to Yesware, he was the general manager and founder of Wayfair's B2B division, which he grew to several hundred million in revenue. Stevenson began his Wayfair career by leading the company's home improvement products division, followed by his role as managing director of Wayfair UK, where he drove growth of the company's international presence. He then served as vice president of FP&A while Wayfair was making the transition to a public company.Before joining Wayfair, Joel Stevenson held a variety of sales and marketing roles at Ariba, Innovus, and Verizon, and he was a consultant at ZS Associates. He earned an M.B.A. from the Yale School of Management, a B.S. in Business Administration from the University of Illinois, and studied Chinese at Harvard-Beijing Academy. He lives in Massachusetts with his wife and four children.

“We are an industry that is transforming itself quite rapidly... Which I find quite exciting.” As one of the few female leaders in the procurement area, Aurélia Tremblaye is always at the top of her game - especially when it comes to pursuing a more sustainable practice. At ENGIE, she is tackling different targets at once, from working towards Net Zero by 2045 to discontinuing the company's coal activity in all of Europe. Stay tuned to her more about her successful decades-long journey in procurement.

Ariba Shahid is a journalist most known for her stellar work at Profit magazine, a standout publication focused on the Pakistani economy and business world. She is also known for her very popular Twitter account which can she can be found expertly threading the needle between her worklife and seeming expertise at, in her own words I promise, shitposting. We talk about her career, some of her more famous articles, some of her viral Twitter moments, and also about the recent TPR tangent of why Pakistani news and discourse seem to view factual discourse as something to be kept firmly at arm's length. All on the heels of massive recent upheavals in Pakistan's government. Things discussed in this episode: 00:00 Intro 02:01 How did Ariba become a business journalist? 07:46 How she became a writer, and early days at Profit 12:42 The award winning story about Pakistani Lawn being sold/smuggled to India, how it happened (LINKED BELOW) 17:20 A discussion on Lotus vs Candi biscuits (LINKED BELOW) 23:06 Why is Profit magazine's tone so approachable/current? 30:01 Twitter in Pakistan: fake news, fake trends, high school analogies 40:48 Live-tweeting her way to virality during the TRG EGM 49:22 Behind her “Stock Market Is Not An Indicator of the Economy” catchphrase, and wider issues of financial illiteracy in Pakistan 54:37 The completely trash level of Financial News discourse on mainstream TV (feat. Shahzeb Khanzada's abs) 59:39 Drawing room discussions in Pakistan and their disconnect from facts, would she host her own TV show? 1:06:12 Jinn Stories! O levels feat OBL, and Noor Jehan's batcave! 1:13:11 Outro LINKS: Her article on Pakistan Lawn and it's huge market in India: https://profit.pakistantoday.com.pk/2020/12/26/pakistani-lawns-biggest-market-could-be-in-india-but-isnt-because-we-cant-have-nice-things/ Her article on the Lotus biscuit craze and why Candi could learn: https://profit.pakistantoday.com.pk/2021/01/24/thinking-outside-the-wrapper-how-local-brands-like-candi-can-compete-with-lotus/ Her Twitter: https://twitter.com/AribaShahid Her LinkedIn: https://www.linkedin.com/in/aribashahid/ Support the podcast by becoming a monthly patron on Patreon (https://www.patreon.com/tprpod) or send a one-off token on Ko-fi (https://ko-fi.com/tprpod)! Find all our previous episodes on SoundCloud, Spotify & Apple Podcasts and follow us all on Twitter! Links to everything below! SoundCloud: https://soundcloud.com/tprpod Spotify: https://open.spotify.com/show/6PvTahp... Apple Podcasts: https://podcasts.apple.com/us/podcast... Instagram: https://www.instagram.com/tprpod/ Twitter: https://twitter.com/TPRPod Ali: https://twitter.com/themaholupper Rizwan: https://twitter.com/RizwanTakkhar Sarkhail: https://twitter.com/Sarkhail7Khan

Ep 14. Heartbreak and Dirty Talking Book Boyfriends | Stolen to Fight Round Table–SPOILERS   Announcement!! Stolen to Fight by Summer is now available on Amazon and free on Kindle Unlimited–all March proceeds will be donated to survivors. This episode is heavy on spoilers–you've been warned!   GIVEAWAY: Check Mary and Haylee's TikToks to join!   Check CW: SummerOtoole.com/content   What happens when 5 book lovers unite? A round table discussion on Summer O'Toole's just released book Stolen to Fight! In this episode of the HEA Book Club we have 3 fabulous guests : Ariba- you may know her as the candle maker @thebrightsidecandles, Mary AKA @slamdosslaypad, and Haylee known as @literaryhaylee.    Come with us on a deep dive of Summer's latest book. We discuss how this historical romance turned each of us into emotional wrecks as we followed Tillie and Jonas' love adventure. Sacrifice, healing from trauma, and hot as hell smut scenes were three of the heated topics discussed.   Don't forget to check out this month's charity: 826 Valencia–a nonprofit organisation dedicated to supporting under-resourced students with their writing skills.   This episode:  Stolen to Fight by Summer O'Toole Mary's cute af boyfriend reveal Smell your book boyfriends with Ariba's candles here.   Next episode: Time to Fly by Serenity Foxx The Salvatore Brotherhood MC by Haley Tyler Distrust by G.N. Wright Nyx by Serena Akeroyd Try Kindle Unlimited free for 30-Days: https://amzn.to/3ES0r7T Get 2 Free Audiobooks from Audible: https://amzn.to/3s2Exev Read Stolen at Sea for Free: Summerotoole.com/stolentofightfreebie Read Stolen to Fight: https://amzn.to/3DRGEUD Read Dirty to Me: Spicy Book Merch: summer-otoole.creator-spring.com  

"When we started this journey in the digital era, with our Ariba project, we said we wanted a lot very fast. It was our Fast Track project; and this was reasonably done. With an agile approach, this project can be technically implemented in three months only.” From the challenges faced by the Oil & Gas Industry since 2020 to OMV showing immense growth in 2021, Klaus Blachnik talks about how he led a complete transformation of procurement, towards creating value out of it. Stay tuned to hear more about his purposeful path towards sustainable procurement—a story which began with Klaus being asked a simple question: “Is your passport valid?”

In this episode, our guest is Ariba Jahan, a biomechanical engineer turned innovation and design strategist focused on creating social impact and a future that is more accessible and equitable and supports intersectionality. She is currently the VP of Design & Innovation Strategy at the Ad Council, where she established the organization's design innovation practice. As an immigrant Bengali woman who discovered her hearing loss at age eight, Ariba advocates for diverse, marginalized voices that are often overlooked to ensure their lived experiences inform and drive the work. Her work involves scaling design practices across the organization, leading design sprints to create digital products for social good, exploring future-forward technology, and facilitating working sessions that foster equity, humility, curiosity and challenging assumptions. Ariba Jahan: https://www.aribajahan.com Shine Bootcamp: https://www.shinebootcamp.com _____ E-mail Us: asiansinadvertising@gmail.com Shop: asiansinadvertising.com/shop Learn More: asiansinadvertising.com --- Support this podcast: https://anchor.fm/asiansinadvertising/support

Special Guest: Lauren WinansWe can't find people.  The labor market is dry.  Job vacancies go unfilled.  Those in the workforce are being thrown higher and higher wages just to get employees to work for them. Since labor costs are higher, companies are passing that cost to the consumer.  This is why everything is so expensive!   What about that car you can't get because there are none available?  It starts with manufacturing.  Lack of raw materials. Global shortage of chips. If plants don't have labor, then production goes down. When production goes down, there is less product.  Ultimately, making it HARDER to get the product and driving prices UP!  This season on the offer, we will be talking about how to solve this problem!  How can we address the issue of labor shortage? Starting with today!  We will start by talking about WHY we have a LABOR SHORTAGE dispelling many of the NOT FACTUAL reasons for the cause.  We will also dig into the fact that this is going to be a LONG TERM shortage.  Lauren Winans, CEO of Next Level Benefits, will join me today to discuss how employers respond to the new reality.   GUEST INFOLauren WinansChief Executive OfficerPrincipal ConsultantNext Level BenefitsEmail: lauren@nlbenefits.com Website: www.nlbenefits.com https://www.linkedin.com/in/laurencwinans/Lauren Winans - BioLauren Winans is the Chief Executive Officer and Principal HR Consultant for Next Level Benefits, an HR consulting practice offering clients access to HR professionals for both short-term and long-term projects. With 20 years of human resources and employee benefits experience, Winans possesses a deep expertise of HR best practices and what resonates with employees. She founded Next Level Benefits in 2019, offering HR teams access to former corporate HR professionals on-demand when they need them most. GLINTER SOCIAL MEDIA AND CONTACT INFOmichael@michaelglinter.com  (Email) http://bit.ly/michaelglinter (Podcast) https://www.linkedin.com/in/michaelglinter/ (Linked In) #MichaelAGlinter (Twitter) http://www.facebook.com/michael.glinter (Facebook) https://www.youtube.com/c/MichaelGlinter (YouTube) www.michaelglinter.com (Website)About Next Level BenefitsNext Level Benefits is a certified women-owned business providing HR consultation, freelancers, and project managers for your team. Each team member has at least 20 years of corporate HR experience from such companies as American Eagle Outfitters, Ariba, Ascena, Citigroup, GNC, Hess, IBM, Levi Strauss, Netflix, TBC Corporation, and U.S. Airways. Led by Lauren Winans, Next Level Benefits temporarily fills in the gaps on your team.Next Level Benefits can help develop sustainable HR strategies to align your company's brand, mission, and organizational goals. They can create HR communications plans that educate and engage as well as provide HR consulting. They can fill in gaps and partner with existing teams to accelerate progress, assess current processes, develop roadmaps, and draft HR process manuals to train your existing staff. Next Level Benefits can lead planned or unplanned projects such as new vendor implementations, audits, and M&A activity.

Part 2 of our conversation with Author and Sales Leader Veteran John McMahon. He joins John Kaplan to discuss themes in McMahon's new book, “The Qualified Sales Leader”. McMahon has been the Chief Revenue Officer at five public, enterprise software companies – PTC, Geo-Tel, Ariba, BladeLogic and BMC. Now he sits on the board at several public software companies including Snowflake and MongoDB. More Information: - BUY THE BOOK: The Qualified Sales Leader - https://amzn.to/3zOwQt9 - How to Ensure You're Selling for a Great Company - https://bit.ly/3i9RTQN Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.