Podcasts about Bingo

Join the Conversation at 303-477-5600 or text to 307-200-8222. Monday-Friday, 3 pm-6 pm MT. https://RushToReason.com HOUR 1 Dive straight into Colorado's political battleground as John Rush and Andy Peth pull back the curtain on the gubernatorial race, exposing the real strategies that decide elections. Forget the social media noise—John and Andy reveal how coalition-building, fundraising, and understanding voters can make or break a campaign. Their sharp exchange dismantles political echo chambers and gives you the tools to see through the hype. But politics isn't the only thrill: Andy unleashes his take on Spider-Man: Brand New Day, raving about jaw-dropping action scenes, Tom Holland's electrifying performance, and a villain who steals the show. Find out why, despite a few pacing stumbles, this Marvel adventure nearly landed on Andy's best-of-the-year list. This hour packs a punch with fiery debate, real-world campaign tactics, and Andy's must-hear 5-Star Movie Review. Catch Andy's full review breakdown ➡️https://www.rushtoreason.com/movie-reviews-2/ Timestamps 14:41 – Spider-Man: Brand New Day HOUR 2 Get ready for a joyride through music history as John Rush and Andy Peth craft the ultimate playlist of catchy, timeless songs. From classic rock anthems and country favorites to movie soundtracks, one-hit wonders, and guilty pleasures, the show bursts with energy as the audience chimes in to add their own can't-miss tracks. The hour is a whirlwind of memories—legendary artists, unforgettable movie scenes, and hilarious stories about the songs everyone knows by heart. Whether it's Weird Al, Disney classics, ABBA, or rock icons like the Eagles and Fleetwood Mac, John and Andy keep things lively and unpredictable. Expect a nostalgia-fueled celebration that will have you singing along and smiling for hours after the show.

It's Sam's birthday, and he's revealing some unexpected plans involving a special girls' day out, taking up gymnastics, and reacting to a birthday message from his gaming mates that didn't quite go to plan. Plus, a very special surprise guest joins him as co host!!!Pete shares the story of the moment he was attacked, why he embarrassingly still had to make it to a photoshoot afterwards...Also, old school pigs and cows are back, and the boys are getting ready for Bongo's Bingo, where things are guaranteed to get messy.—

Le match d'improvisation théâtrale a été créé en 1977 au Québec par Robert Gravel et Bruno Lombardo. Ces deux comédiens voulaient expérimenter une nouvelle forme de théâtre et casser son élitisme. Bingo, ce nouveau concept est devenu une pratique nationale au Québec, et est venu s'imposer en France dix ans plus tard. Sur la forme, c'est une parodie du populaire hockey sur glace. Ça ressemble à quoi un match d'impro ? Quel est le déroulé d'un match d'impro ? Et si on veut se lancer, on fait comment ? Écoutez la suite de cet épisode de "Maintenant Vous Savez - Culture". Un podcast Bababam Originals, écrit et réalisé par Carole Beaudouin. Première diffusion : février 2023 À écouter aussi : ⁠Connaissez-vous l'histoire du puzzle ?⁠ ⁠Que raconte le Gilgamesh, la première histoire jamais écrite ?⁠ ⁠Qu'est-ce que le maniérisme ?⁠ Retrouvez tous les épisodes de ⁠"Maintenant vous savez - Culture"⁠. Suivez Bababam sur ⁠Instagram⁠. Learn more about your ad choices. Visit megaphone.fm/adchoices

Let's play a game of surf BINGO. Cards ready. This week Mikey and Buck touch on: - sharks - the WSL - the ISA - the Olympics - John Florence - the US Open - river surfing - stand-up paddling - beer - the deeper meaning of tuberiding Any winners yet?

Geschichten Bingo

These dirtbags are going to jail! Valerian debates the futility of political uprisings with a small teenager, Friedrich is somehow the reasonable one, and Bingo keeps his eye on the prize.

Oh the drama. Oh the playoff of my dreams. We adored this tournament, and we know you did too. Sumo. So full of inspiration. BINGO! More about Sumo Kaboom and our BINGO game at http://www.sumokaboom.com We play Sumo BINGO every basho, and it's always free. We give away sumo merch to our winners with the help of our sponsors Big Sumo Fan and Cheeky Sumo. • http://Bigsumofan.com is an online sumo merch store based in US, and they ship to over 30 countries. http://www.bigsumofan.com • Cheeky Sumo is an online sumo-inspired apparel and merch company that aims to celebrate, educate, and support the sumo community with cheeky designs and training gear. Laugh at their fun graphics and proudly rep your sumo spirit - because sumo's got more than just power - it's got personality! http://www.cheekysumo.com • Support Sumo Kaboom with a one-time donation or become a monthly member at Ko-fi https://ko-fi.com/sumokaboom. Monthly members are entered into drawings for sumo merch. Twitter and TikTok @SumoKaboom Instagram https://www.instagram.com/sumokaboom/ Facebook https://www.facebook.com/SumoKaboom/ YouTube https://www.youtube.com/c/SumoKaboomPodcast • Check out our Sumo Kaboom tshirts and sweatshirts at Bonfire.com/sumokaboom • Ever wonder where we get our research? Check out the Show Notes section of our website.

Send us Fan MailIf you've been playing bingo for any length of time, you know it's more than a game. It's an amazing community. Friendships emerge after showing up week after week, playing shoulder to shoulder with people you might never have crossed paths with otherwise. These friendships are to be cherished, but because bingo skews older, we often have to face the reality that grief is also a part of the community. 

Enjoy an afternoon of bingo, food, and fun on Sunday, Aug. 2, with American Legion Auxiliary Unit 539 at 14290 F.M. 1346 in St. Hedwig. Doors of the Legion Hall open at 2 p.m., prior to the start of bingo at 3 p.m. Four sessions of eight games will be played, with a short break between the second and third sessions. Card costs vary. Only cash or checks will be accepted. Food and drinks will be available for purchase. For information, call 210-296-1990 or email doegealatx@gmail.com. Article Link

Olaf se Zikym přináší letní novinky a drby. Takže hádáte správně, že půjde hlavně o zábavné historky z festivalů, ale dostaneme se i do kanceláře. Konkrétně na Tiny Desk Concerts. Někde jsme byli a překvapivě budeme i dost chválit. A pak už konečně plníme resty a vrháme se na hromadu desek! Jde především o české nahrávky. Někdy se shodneme a někdy ne, ale všechny jsou z nějakého důvodu zajímavé. A nakonec dojde i na report od jednoho od Radka, který byl v Itálii na System of a Down. A líbilo se mu to? Jaké je ovzduší v Mostě? Co jsme letos neměli na našich bingo kartičkách? Existuje Horní Dolní? Kde se nepovedl zvuk? Jaké desky se hodí na letní road trip? Pusť to!

Chris has no idea what he's going to do with all these luminaries. Josh wonders why Kiryu is yelling at him. Kelley unlocks the item world and now the madness begins. Question of the Week You interested in the Thor or other PC based handhelds? Check out the show notes here! The post RPG Cast – Episode 820: “Childhood Trauma Bingo Card” appeared first on RPGamer.

Delta plays ADHD bingo.post of the week: https://www.instagram.com/reel/DbEy0pioFzy/fundraiser: https://gofund.me/3d2e4ed4eshop: https://freakshop-uk-shop.fourthwall.com/all the links: linktr.ee/misfitmediapodsubscribe: https://creators.spotify.com/pod/profile/misfitmedia/subscribe

99% Goblins is a role-playing podcast. Join 4 friends as they play Dungeons and Dragons. The gang (interns/barkeeps/landlords) tries to figure out what's next.  Interrupting the flow of crime scene investigation, Wak is visited by their friendly Neighborhood Detective and reminded of her family dramas.  Everyone disagrees about what to do with this reminder. All music was created by Jacob Schlabach.

Delta plays ADHD bingo.post of the week: https://www.instagram.com/reel/DbEy0pioFzy/fundraiser: https://gofund.me/3d2e4ed4eshop: https://freakshop-uk-shop.fourthwall.com/all the links: linktr.ee/misfitmediapodsubscribe: https://creators.spotify.com/pod/profile/misfitmedia/subscribe

Today: Greg is getting ready to interview a man inside of a pear, we are so excited for Bingo on Sunday and we hope you can come (!!), Bingo facts and ball names, and more! Have a great night, and we'll talk with you tomorrow live from the Nibhole!

Send us Fan Mail This week on Greenfield's Finest Podcast, the guys break down Pittsburgh's smoky skies from the Canadian wildfires, a neighborhood buried in dumped mattresses, and a family that discovered a massive hidden void beneath their garage. The Pittsburgh Scanner is packed with chaos, including a dog sent home with the wrong owner, the world's slowest fist fight, a naked DoorDash customer, and bingo drama at a senior living community. They also react to bizarre headlines featuring a millionaire suing his bank over a mansion that ended up in the ocean, a controversial food truck slogan, a collapsing bridge people still drive across, and a parasite outbreak that's got everyone checking their stomachs. Plus, Brother in Arms, Gear Grinders, and What Would Greenfield Do?Everything GFP:https://linktr.ee/gfpSpotify:https://open.spotify.com/show/7viuBywVXF4e52CHUgk1i5 Produced by Lane Media ⁠https://www.lanemediapgh.com/#greenfieldsfinest  #GreenfieldsFinestPodcast #Pittsburgh #PittsburghPodcast #Yinzer #PittsburghNews #PittsburghScanner #CanadianWildfires #McKeesport #WestmorelandCounty #FunnyNews #ComedyPodcast #Jimothy #Raccoon #ChicagoSWAT #HeroStory #DoorDash #Bingo #UberStories #GearGrinders #WhatWouldGreenfieldDo 

Episode 194 July 16, 2026   Christmas in july I got a little idea On the Needles 3:01 ALL KNITTING LINKS GO TO RAVELRY UNLESS OTHERWISE NOTED.  Please visit our Instagram page @craftcookreadrepeat for non-Rav photos and info   OMG Heel Socks by Megan Williams, Knit Picks Felici in Silent Film   135-1 Limestone by DROPS design, Baa Ram Ewe Donegal Twists in Banshee and Dullahan     Show Your Colors Tee by Sari Nordlund, De Rerum Natura Antigone in Lune and Voie Lactée (moon and milky way!)   On the Easel 8:47 Color charts for DaVinci oils and Holbein oils. Norway pitch On the Table 15:03 Peachy Pink Spritz!   Cucumber caesar salad   Julia Turshen Zucchini parm   braised chickpeas with zucchini and pesto – smitten kitchen   Sausage, potato and kale mini pies Celery Salad Bolognese and meatballs Old fashioned buttermilk loaf–meh Pesto Chicken  Corn Salad   **Summertime Treat Box How to Make a Cookie Advent Calendar - Justine Doiron NYT Cookie Week Petit Fours with Mark Bittman poundcake recipe filled with apricot jam and less-sweet almond buttercream, blood orange glaze. Strawberry Sandwich cookies (just the shells because I overrolled, overbaked them) from 100 cookies Chocolate chip cookie sticks Raspberry Macarons with olallabery crème Lemon Florals Blueberry & Pear pâte de fruits   On the Nightstand 40:56 We are now a Bookshop.org affiliate!  You can visit our shop to find books we've talked about or click on the links below.  The books are supplied by local independent bookstores and a percentage goes to us at no cost to you!   New American Literary Canon: Two Books from Each State & Territory | Strand Bookstore   Dolly All the Time by Annabel Monaghan (audio- Julia Whelan!) Hell's Heart by Alexis Hall A Drop of Corruption by Robert Jackson Bennett (Shadow of the Leviathan #2) Mrs Shim is a Killer by Kang Jiyoung, trans by Paige Morris The Typing Lady and Other Fictions by Ruth Ozeki   Painting the Light by Sally Cabot Gunning A Perfect Hand by Ayelet Waldman Bingo 55:45 Starts friday may 22, ends Mon Sept 7 Need to post a photo of completed Bingo with #CCRRsummerbingo2026 to instagram or Ravelry.  Get a blackout for a second entry.    Bingo thread on Ravelry (you may need to register to view/participate but it's free)   Prizes! Jen of Down Cellar Studio: free knitting kit: pattern, yarn and spa goodies Keri Fischer-Seehuetter's Ravelry Store patriotic star coasters Charlotte of Blue Shine Art: free class Daria of Daria Penta Art & Illustration: fun sticker sheets Jenny of Dinner a Love Story: free year of substack and copy of Weekday Vegetarians vol 1 & 2 (and second set of books entry for those who complete Cooking Only Bingo) Rancho Gordo deluxe gift box Jen of Books are My People: free month of substack so book club!   Monica's Bingo: Spritz! Summertime book: dolly all the time New recipe/old book and WC country: salad niçoise from Mastering the Art of French Cooking   Cortney's Bingo: Craft color—oil paint color charts Cook from a WC country—French macarons & pâté de fruits Read a funny book—A Perfect Hand

Time for zany action as Magnum goes undercover as a stock boy at a convenience store! And what does this all have to do with the colorful set of senior citizens who are about to be evicted from their run-down retirement home? Can a charity Bingo game save the day? What about a pickled egg? Jason Snell, Philip Michaels and David J. Loehr.

Time for zany action as Magnum goes undercover as a stock boy at a convenience store! And what does this all have to do with the colorful set of senior citizens who are about to be evicted from their run-down retirement home? Can a charity Bingo game save the day? What about a pickled egg? Jason Snell, Philip Michaels and David J. Loehr.

Carol Viciano nos trae un nuevo bingo del verano... Hoy toca versión cinéfila y veraniega. 

Shishi is he's having his best tournament yet. He has defied expectations and we are cheering him on! Another exciting rikishi - Wakanosho, who displayed his powerful thrusting techniques... until he hurt his knee. We wish him speedy healing. We honestly don't know who to root for - Aonishiki, Yoshinofuji, Fujinokawa, Takayasu, Takerufuji, Kotoeiho, Kirishima. It's all so good. We're discussing our favorite moments from several days of sumo, and we' can't wait to see how it all turns out. But, can we talk about how amazing Aonishiki is!?!?!?! Competition is heating up, and we are here for it. BINGO! More about Sumo Kaboom and our BINGO game at http://www.sumokaboom.com We play Sumo BINGO every basho, and it's always free. We give away sumo merch to our winners with the help of our sponsors Big Sumo Fan and Cheeky Sumo. • http://Bigsumofan.com is an online sumo merch store based in US, and they ship to over 30 countries. http://www.bigsumofan.com • Cheeky Sumo is an online sumo-inspired apparel and merch company that aims to celebrate, educate, and support the sumo community with cheeky designs and training gear. Laugh at their fun graphics and proudly rep your sumo spirit - because sumo's got more than just power - it's got personality! http://www.cheekysumo.com • Support Sumo Kaboom with a one-time donation or become a monthly member at Ko-fi https://ko-fi.com/sumokaboom. Monthly members are entered into drawings for sumo merch. Twitter and TikTok @SumoKaboom Instagram https://www.instagram.com/sumokaboom/ Facebook https://www.facebook.com/SumoKaboom/ YouTube https://www.youtube.com/c/SumoKaboomPodcast • Check out our Sumo Kaboom tshirts and sweatshirts at Bonfire.com/sumokaboom • Ever wonder where we get our research? Check out the Show Notes section of our website.

Send us Fan MailRHOC S20 E2: Bingo Brunch Blowups & Podcast WarsSummary – RHOC Season 20 Episode 2: "Not on My Bingo Card"The aftermath of Heather's party continues as Tamra confronts Heather over comments Jenn repeated about their friendship. Heather admits she's learned to "put people in boxes" and says Tamra's explosive behavior in the past made her cautious, while Tamra insists real friends should address issues directly instead of talking behind each other's backs. Meanwhile, Emily and Tamra's podcast feud heats up. Emily explains her social media post about leaving the shared podcast feed was simply a business request from iHeart, while Tamra feels Emily showed no gratitude for helping launch her podcast. Emily calls out Tamra's harsh reunion comments, and after a tense exchange, the two finally acknowledge each other's success and end on a more positive note. The episode introduces viewers to new Housewife Carmella Garcia, who opens up about her unconventional relationship with ex-husband Jeff Garcia. Although they never officially divorced, they successfully co-parent their four children while Carmella lives with longtime boyfriend Danny. Her candid stories about Playboy, WWE, Hollywood, and navigating infidelity quickly make her the center of attention. Gina throws Emily a hilarious drag bingo birthday brunch, where everyone dresses as elderly women. The laughs quickly give way to serious conversations about aging, friendship, relationships, and trust. Carmella reveals she's rebuilding trust with Danny after infidelity, drawing mixed reactions from the group, especially Vicki and Shannon. Jenn also apologizes to Heather for repeating private conversations to Tamra, but lingering tension suggests the drama is far from over. ✳️Follow us on Social Media✳️ ============================================

No dia de anos do Nuno jogámos ao Bingo e foi a loucuraaaaa!

The dating landscape can feel bleak, especially given the challenges of the gender disparity in the church. But these challenges don't surprise God. In this short solo episode, Megan offers a brief devotional to encourage you that God has a plan to restore, even when the odds are against you. You can download the Bingo card here! Thanks to Anna and Adinah!https://drive.google.com/file/d/1uaeCr8-XlVPnlFAsdmicTNqz21aAhSIO/view?usp=sharing Subscribe to Love Notes, our weekly Synchrony newsletter here: https://the-synchrony-project.mykajabi.com/newsletters/love-notes/ Interested in matchmaking? Ladies, our pipeline is currently closed to female applicants, but will re-open in August. Visit our website to join the waiting list.Men can get started for free and meet their first match at no cost. Check https://www.synchronyproject.com to register.Men: Join the Discord server here! https://discord.gg/hqZmtuMws9Get the From Singles, to Shepherds Info Guide Here! https://the-synchrony-project.mykajabi.com/from-singles-to-shepherdsContact: If you want to join the conversation about this topic and give your thoughts, reach out on Instagram, Facebook, YouTube, or at questions@synchronyproject.com. Learn more about our matchmaking services and dating resources at https://synchronyproject.com.Intro/Outro music by: Balloon Planet, "Write Your Own Story," https://artlist.io/royalty-free-music/song/write-your-own-story/135437

Let's get into the latest episode of the Real Housewives of Orange County! Check out the visual on YouTube! Emily is turning 50, Jen is being messy and everybody has a podcast! Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Back at the start of the year, my good friend Snarky Platypus and I created a bingo card for 2026. A set of 25 things that might happen. Well, we're half-way through the year, so let's see how we went.We discuss music, SpaceX, OpenAI, the war with Iran, and much more. You might want to follow along with this on this episode's web page — or go back to the original post.https://stilgherrian.com/essay/bingo-card-2026/Full podcast details and credits:https://the9pmedict.com/edict/00273/Please consider supporting the the current crowdfunder:https://the9pmedict.com/spring2026Or if you miss that or prefer to not use GoFundMe:https://the9pmedict.com/tip/https://skank.com.au/subscribe/

Bingo: https://bingobaker.com#6a2f5f147a86d197

La primera hora del día arranca con la vuelta de Carol Viciano a los micros del Si Amanece y su bingo del verano: hoy, edición mundial. 

We're on injury alert. We're feeling alllll the feelings. The competition is fierce, and it's only day 3. We may not make it. BINGO! More about Sumo Kaboom and our BINGO game at http://www.sumokaboom.com We play Sumo BINGO every basho, and it's always free. We give away sumo merch to our winners with the help of our sponsors Big Sumo Fan and Cheeky Sumo. • http://Bigsumofan.com is an online sumo merch store based in US, and they ship to over 30 countries. http://www.bigsumofan.com • Cheeky Sumo is an online sumo-inspired apparel and merch company that aims to celebrate, educate, and support the sumo community with cheeky designs and training gear. Laugh at their fun graphics and proudly rep your sumo spirit - because sumo's got more than just power - it's got personality! http://www.cheekysumo.com Way of Salt on Amazon or purchase at Big Sumo Fan and support a smaller business! • Support Sumo Kaboom with a one-time donation or become a monthly member at Ko-fi https://ko-fi.com/sumokaboom. Monthly members are entered into drawings for sumo merch. Twitter and TikTok @SumoKaboom Instagram https://www.instagram.com/sumokaboom/ Facebook https://www.facebook.com/SumoKaboom/ YouTube https://www.youtube.com/c/SumoKaboomPodcast • Check out our Sumo Kaboom tshirts and sweatshirts at Bonfire.com/sumokaboom • Ever wonder where we get our research? Check out the Show Notes section of our website.

Send us Fan MailWe have the pleasure of having a returning guest. Reyna, also known as @live_love_teach_bingo on TikTok is here to chat about her upcoming two-day bingo event, Bingo Rocks PA-5 in September. This particular event supports the Transport Alliance organization and all the amazing work they do to help both sides of the transplant community. She'll provide all the details for the event in this episode, so you know exactly how to attend or how to support from afar.  

Yah Welcome Wednesday Eventually there will come a time where we will be able to take something serious, but today isn't that day as Brook is on the verge of getting an earful from Matua he finds a way to dodge it... Whether you are from New Zealand, are currently, about to, planning on returning don't worry because we have gone ahead and created the OFFICIAL New Zealand Bingo Card to help you make the most of our beautiful country (it's not the official one but just sounds cool)... Also in todays show, We are joined by comedy sensation, Nate Jackson! - Australia, he is heading your way and trust us, you WANT to be there!, Tap the link below for tickets and details!... Nate Jackson Tickets and Dates Here - https://www.ticketmaster.co.nz/artist/1322986 Hit that link below to stay caught up with anything and everything TMS. ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.facebook.com/groups/3394787437503676/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Thank you to the team at Chemist Warehouse for helping us keep the lights on, here at The Morning Shift... ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.chemistwarehouse.co.nz/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ 00:00 - INTRO 3:24 - CHECK IN (BROOK ALMOST GOT AN EARFUL) 15:47 - DAILY BREAD 24:57 - THE 'OFFICIAL' NZ BINGO CARD 34:02 - NATE JACKSON - COMEDY ICON 1:08:10 - OUTRO Learn more about your ad choices. Visit megaphone.fm/adchoices

Stu Krieger, writer of 11 early DCOMs, joined us live in Chicago for a chat and audience Q&ADCOMsZenon (1999) - Kenneth JohnsonSmart House (1999) - LeVar BurtonPhantom of the Megaplex (2000) - Blair TreuRip Girls (2000) - Joyce ChopraZenon: The Zequel (2001) - Manny CotoThe Poof Point (2001) - Neal IsraelTru Confessions (2002) - Paul HoenGotta Kick it Up (2002) - Ramon MenendezGoing to the Mat (2004) - Stuart GillardZenon Z3 (2004) - Steve RashNow You See It… (2005) - Duwayne DunhamCow Belles (2006) - Francine McDougalOther NotablesThe Parent Trap II (1986) - Ron Maxwell (technically a DCOF?)The Land Before Time (1988) - Don Bluth (EP Stephen Spielberg and George Lucas)Freaky Friday (1995) - Starred Shelley Long & Gaby HoffmannRaft: https://www.amazon.com/Raft-Stu-Krieger/dp/1960146327 ★ Support this podcast on Patreon ★

Free bonus episode! Adam and co-host Jenn Scott guide listeners through a game of bingo based on the 25 things that happen on every Olivia Rodrigo album, while also delivering commentary on the new album, You Seem Pretty Sad For a Girl So In Love. We gave out prizes and everything! Sorry you missed that part!After you listen to this, go check out the new episode of the What In the World podcast with Adam and UK actor Ethan Lawrence at this link or wherever podcasts are found.To hear all episodes of Who's On Aux with Adam and Jenn, subscribe at Patreon.com/Unpops.

The girl's catch up after two weeks of doing SUMMER! XO

Live from Prince Edward Island and the L.M. Montgomery Institute Conference! We are so excited to bring a slice of this magical night at the conference to our listeners. Expect our signature deep dives, some interactive audience fun, and plenty of laughs as we discuss Montgomery, fandom, and our podcasting journey.   Some of the audience participation audio isn't the best quality (hey, we learned a lot!) but you get the idea!  And YOU can play along with our episode BINGO just like our in person audience did!  Check our Instagram as well if you are listening to this episode the week it drops for an opportunity to win a little bingo prize!  For more about the L.M. Montgomery Conference and for lots of other LMM info, visit the L.M. Montgomery Institute! You can support the pod by shopping through our Bookshop link for any books we've recommended!   If you want to get a free logo sticker from us, either leave us a review on Apple Podcasts or share your love for the pod on social media!  Send us a photo of your share or review at either our email: kindredspirits.bookclub@gmail.com or on our KindredSpirits.BookClub Instagram. 

Wakatakakage. Big news. We wanted to see him in the mix for July, but that's not going to happen. Find out why. Then, we quickly discuss the rest of the banzuke in preparation for the tournament starting Sunday. BINGO! More about Sumo Kaboom and our BINGO game at http://www.sumokaboom.com We play Sumo BINGO every basho, and it's always free. We give away sumo merch to our winners with the help of our sponsors Big Sumo Fan and Cheeky Sumo. • http://Bigsumofan.com is an online sumo merch store based in US, and they ship to over 30 countries. http://www.bigsumofan.com • Cheeky Sumo is an online sumo-inspired apparel and merch company that aims to celebrate, educate, and support the sumo community with cheeky designs and training gear. Laugh at their fun graphics and proudly rep your sumo spirit - because sumo's got more than just power - it's got personality! http://www.cheekysumo.com Way of Salt on Amazon or purchase at Big Sumo Fan and support a smaller business! • Support Sumo Kaboom with a one-time donation or become a monthly member at Ko-fi https://ko-fi.com/sumokaboom. Monthly members are entered into drawings for sumo merch. Twitter and TikTok @SumoKaboom Instagram https://www.instagram.com/sumokaboom/ Facebook https://www.facebook.com/SumoKaboom/ YouTube https://www.youtube.com/c/SumoKaboomPodcast • Check out our Sumo Kaboom tshirts and sweatshirts at Bonfire.com/sumokaboom • Ever wonder where we get our research? Check out the Show Notes section of our website.

Episode 193 Wednesday, July 1, 2026 On the Needles 2:54 ALL KNITTING LINKS GO TO RAVELRY UNLESS OTHERWISE NOTED.  Please visit our Instagram page @craftcookreadrepeat for non-Rav photos and info     West knits SSAL Olive Knits 4 day kal (10th year! Last one!)   OMG Heel Socks by Megan Williams, Knit Picks Felici in Silent Film   135-1 Limestone by DROPS design, Baa Ram Ewe Donegal Twists in Banshee and Dullahan     Link for sweater cabinet post, sweater that she's wearing is Harvest Flower. And I also love the Polina vest   Seamwork Fern blouse (membership required) On the Easel 18:18 Oil painting, and envelope painting. On the Table 20:47 June cookbook: justine cooks by Justine Doiron Baked kale salad with chili quinoa Broccolini, balsamic, burrata, amen Tiny Salted Tiramisu cookies   Peach scone & upside down coffee cake fails. Chicken chimichanga (oven baked) & frittata on repeat On the Nightstand 31:17 We are now a Bookshop.org affiliate!  You can visit our shop to find books we've talked about or click on the links below.  The books are supplied by local independent bookstores and a percentage goes to us at no cost to you!   Finding Grace by Loretta Rothschild (audio) Last One Out by Jane Harper Midwinter Break by Bernard MacLaverty Platform Decay by Martha Wells Why Q Needs U by Danny Bate   When the Devil Holds the Candle by Karin Fossum 41:08 Londoners: … by Craig Taylor This Story Might Save Your Life by Tiffany Crum Pineapple Street by Jenny Jackson Mad Mabel by Sally Hepworth Bingo 48:54 Starts friday may 22, ends Mon Sept 7 Need to post a photo of completed Bingo with #CCRRsummerbingo2026 to instagram or Ravelry.  Get a blackout for a second entry.    Omg the prizes!! Jen of Down Cellar Studio: free pattern Keri Fischer-Seehuetter's Ravelry Store patriotic star coasters Charlotte of Blue Shine Art: free class Daria of Daria Penta Art & Illustration: fun sticker sheets Jenny of Dinner a Love Story: free year of substack and copy of Weekday Vegetarians vol 1 & 2 Rancho Gordo deluxe gift box Jen of Books are My People: free month of substack so book club!   Monica's Bingo: Cook for a crowd X2   Cortney's Bingo: New project–lace top New recipe/old cookbook–coffee cake Book set in summertime–Pineapple Street More books from WC countries–Mad Mabel, The Devil Holds the Candle, Londoners Create...WC country–Norwegian animals

In a short episode this week Host Evan Semanco is joined by producer Jordan Phillips to talk about the 4th of July weekend, go off on some tangents about soccer and parenting, and discuss our next big event, Family Fun Night on August 7th at 6 pm at the Louisiana Boardwalk.  Family Fun Night is for Babies - 12th graders and their family to play Bingo (and raise money for Honduras), get some free food, and do a scavenger hunt around the Boardwalk as we get ready for Promotion Sunday August 9th when each grade moves up at Simple Church. RSVP and find out more with the link below on The Simple Church App or www.TheSimpleChurch.tv and we'll be back to our normal programming next Monday!  Join us each Monday on Facebook Live at 3:30 pm via The Simple Church Facebook Page to ask your questions in real time, or email us Podcast@thesimplechurch.tv  LINKS FROM THE EPISODE Family Fun Night August 7th Baptism RSVP Men In Blazers Firework Fail The Greatest 4th of July Video of All Time Download The Simple Church App If you have feedback for the podcast, have a guest suggestion of who we should talk to next, or just want to chat, e-mail us Podcast@thesimplechurch.tv.   You can also find out more about the Simple Church at www.theSimpleChurch.tv.

O Vasco Palmeirim e a Vera Fernandes são recordistas mundiais!

#DateEmOrDumpEm The One with the Meta Glasses + JP Makes Us Guess: Rock Bands, Best or Worst air quality + LNK scanner Bingo, What family tradition do you want to see happen more, Tasty Tuesday: Ballpark Foods & More!

Unlocking billions in cloud marketplace revenue. Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/ Check Out UPX: https://theultimatepartner.com/experience/ This powerful panel discussion featuring leaders from Google, Tackle, and dbt Labs dives deep into the explosive growth of cloud marketplaces and the radical shift toward AI-driven go-to-market strategies. With hyperscaler backlogs nearing half a trillion dollars, the conversation unpacks how top-tier organizations are transforming their compensation models, aligning executive buy-in, and navigating the complexities of co-selling to capture committed customer budgets. From the rise of AI agents acting as metered SaaS to the essential operational investments required to scale marketplace revenue from 10% to over 50%, this session provides an actionable roadmap for software companies ready to dominate the 2026 partner ecosystem. https://youtu.be/LSj49f5FEII Key Takeaways Hyperscaler backlog commitments represent a massive, nearly half-trillion-dollar addressable market that completely changes the budgeting conversation. Successful marketplace selling requires complete executive alignment, right down to the CFO, and strategic adjustments like spiffing sales teams for marketplace transactions. The AI category is experiencing staggering 18x year-over-year growth, forcing companies to pivot toward an “agent-first” go-to-market model. Shifting from traditional channels to cloud go-to-market demands a multi-year, intentional investment in operations, people, and technology. System integrators are evolving into software companies as they build orchestration agents to manage fragmented, end-to-end workflows. Leveraging cloud commitments bypasses standard 12-15 month budget cycles, allowing for significantly faster deal closures and larger initial lands. If you're ready to lead through change, elevate your business, and achieve extraordinary outcomes through the power of partnership—this is your community. At Ultimate Partner® we want leaders like you to join us in the Ultimate Partner Experience – where transformation begins. Key Tags: Google Cloud Marketplace, hyperscaler backlog, cloud commitments, co-selling strategies, AI agents, metered SaaS, product-led growth, rev ops, B2B sales transformation, ecosystem shift, channel strategy, system integrators, Deal registration, private offer APIs, digital transformation, software procurement. Transcript: Insight to Revenue- The State of Cloud GTM [00:00:00] Dai Vu: These are all things everyone has to do to get to that first five to 10 deals, and then 10, 20, 30% of your business through Marketplace. [00:00:09] Vince Menzione: You can feel it happening. The ecosystem is shifting beneath us, the way Hyperscalers are partnering, how AI is remaking the channel and what it means to win in 2026. [00:00:21] Vince Menzione: Welcome to the Ultimate Partner Podcast. I’m Vince Menzi, own your host, and each week I sit down with leaders at the intersection of technology. Partnerships and outcomes. The voices shaping how ecosystems actually work. We talk about what’s real, what’s changing, and what it takes to lead in this era where the partner channel isn’t just part of the strategy. [00:00:43] Vince Menzione: It is the strategy because being in the room changes [00:00:46] John Janke: everything. Let’s start. [00:00:52] Vince Menzione: And we have an incredible session. The way that we wanted today to, to, to start the day up was like, let’s talk about what’s happening right now and let’s get three leaders in this space to come up and talk about the world and how it’s a rapidly evolving. So I want to invite to the stage dvu from Google is a great friend of Ultimate Partner. [00:01:14] Vince Menzione: Are you guys ready? Are you guys micd up already? Okay, good. Good. John Yanke, the CEO and Founder of Tackle, and Sean Todo, who is an incredible leader with DBT, but also an old friend of mine. We worked together on Microsoft Days. Good to see you gentlemen. Thanks Sean. Great to have you with us. [00:01:37] John Janke: They stuck me on the side ’cause they said I’d block the screen if I sat in the middle. [00:01:41] Shawn Toldo: You still block it a little bit. [00:01:42] John Janke: And that picture’s from like 1985. I, I, we do have to get that. I had way darker hair. It was, uh, 10 year, 10 years at a startup. Makes you turn white. [00:01:52] Shawn Toldo: Mine’s the exact same right now. So it’s all good. [00:01:55] Shawn Toldo: Mine’s AI generated. Yeah. [00:01:57] Vince Menzione: Well, you know, guys, I just took it all off at that point, you know, it’s like good. Yeah, but you lose enough of it. You pull it out over the years. Yeah. So, uh, some really exciting times. Uh, you, we gotta spend some time at you at our breakfast. That’s right. A couple weeks ago. [00:02:13] Dai Vu: A lot of folks here, too. [00:02:14] Vince Menzione: A lot of folks that are here were at that breakfast, and I thought we’d spend a few moments with you talking about all the exciting things that have been happening at, at Google. I mean the, yeah, the businesses just to, first of all, the numbers were house. Outstanding. Congratulations. [00:02:28] Dai Vu: That’s right. [00:02:28] Vince Menzione: Yep. [00:02:28] Vince Menzione: Really, some really great numbers. Commitments are off the charts. [00:02:32] Dai Vu: Yes. [00:02:32] Vince Menzione: Crazy off the charts. [00:02:33] Dai Vu: Yes. [00:02:34] Vince Menzione: Yes. Uh, and then there’s a lot happening in this little world called ai, which makes a ton of sense. Yep. I was critical about Google in the beginning because you had all the assets, but Microsoft leaned in first. [00:02:45] Vince Menzione: Uh, but now it’s like things have evolved, uh, quite a bit since those first days. Absolutely. In, in November of 2022. So, uh, take us through a little bit. Let’s, let’s go through [00:02:56] Dai Vu: it. Yeah. I could talk for quite a bit of time because obviously we came out next, yeah. At the end of April, and then we had our earnings announced, but shortly thereafter. [00:03:03] Dai Vu: But, but real quick on next, uh, for folks who attended, uh, you know, the way they framed, uh, the discussion was they showed this AI integrated stack, and that’s how they frame the keynote because we position ourselves as being the only vendor that provides this. Fully integrated stack from custom silicon all the way to the apps and agents. [00:03:23] Dai Vu: And a lot of the announcements were, were focused in those areas. Um, uh, I won’t go through the, the long list, but I think the big ones coming out of next were, uh, certainly the eighth generation TPU we announced, so we actually split this into two specialized chips for training and inference. Uh, so that’s, uh, that was a big piece. [00:03:41] Dai Vu: Uh, but the big one that we announced was this, uh, Gemini Enterprise. Uh, agent platform. So think of it as the comprehensive platform for companies to basically build scale, govern and optimize their agents. And of course, once they have that, they can bring that into, uh, what we call a Gen Gemini enterprise app, which is really the front door for AI for. [00:04:03] Dai Vu: All customers and all employees to manage a mix of agents, um, as part of their daily workflow. And, uh, and a big part of it is, you know, certainly they’ll have some custom agents, but we think a lot of the agents will come from the ecosystem. And obviously there was a big announcement around what we’re doing there. [00:04:21] Dai Vu: Um, and in fact, one of the things that’s interesting is this shows the evolution of, of marketplace in our, in our partnership, which is we’ve taken a lot of the marketplace experience. And brought it into Gemini exp uh, Gemini Enterprise app, right? So search, discovery, uh, the ability to invoke agents, uh, in context. [00:04:39] Dai Vu: I think that’s gonna be very powerful as we think about the evolution, uh, of, of go to market. And then the last thing maybe I’ll highlight is this, um, is. 750 million, uh, investment fund that we’re gonna drive with the broad partnership. So this cuts across all partner types, global system integrators, uh, uh, you know, AI, pure plays, uh, ISVs, uh, the big management consultants as well, uh, because we recognize that partners are gonna be critical to drive business transformation with our end customers. [00:05:08] Dai Vu: So we’re investing around things like. Technical enablement, access to our product teams, access to our FDE for deployment engineers, and then a lot of incentives to drive usage and deployment. So, um, so a lot of, a lot of activity and obviously the ecosystem’s gonna be very critical for us to drive that impact’s. [00:05:25] Dai Vu: Fine. And the last thing, I know we’ve going on and on fine, but the last thing I’ll just mention is just on the earnings announcement, uh, Vince touched on the backlog, so people have been tracking Yeah. Two quarters ago. We were 155 billion on the backlog, and then a quarter later we were 240 billion. And then in the last quarter, just recently, 462 billion. [00:05:46] Dai Vu: So obviously that’s a, a massive signal of customer intent, but more importantly, it’s a, it’s, it’s a addressable market for this ecosystem to go after as well. [00:05:54] Vince Menzione: Yeah. Almost a half a trillion dollars. Yes. In commitment. So a lot, a lot of reason why we should be on the marketplace. [00:06:01] Dai Vu: Absolutely. Absolutely. [00:06:02] Vince Menzione: Um, each of these gentlemen have some things to talk about as well, about their companies and the exciting things that have been happening. [00:06:08] Vince Menzione: I’m gonna start, John, I’m gonna start with you because Tackle has, has transformed quite a bit since the last time you were on stage with us. I thought maybe introduce the company. Take us through the transformation and then we’re gonna do the same thing with Sean with his organization. [00:06:21] John Janke: Yeah. Thanks. Uh, thanks Vince. [00:06:23] John Janke: Great to see everybody. Uh, John Yanke, GM of Tackle at App Direct. So the big news there is Tackle was acquired in Q4 by a company called App Direct, and I think the why behind this app, direct Powers, marketplaces, they run 400 marketplaces around the world for telcos, for ISVs, for system integrators, channel partners. [00:06:42] John Janke: And we were talk like, when you build a marketplace and diagnose this, stocking the shelves is actually really hard. Uh, and we were talking to them about how could we connect the dots between the hyperscaler marketplaces, the iscs we support, and these additional routes to market. Uh, and that became more strategic and we ended up joining forces in December. [00:07:00] John Janke: And since then, the other part that’s really hard when you build a marketplace is how do you generate demand? Uh, so four weeks ago we acquired a company called Partner Stack. And Partner Stack does affiliate content. They have an affiliate content platform that allows you to connect with 150,000 content providers to be able to start to tell your story to drive leads to. [00:07:23] John Janke: Marketplace. So we think there is a tremendous opportunity to continue. We’re in the earliest days. I think the, you know, Jay, I was with Jay at Channel Partners a few weeks ago and he is like, we under called it, he didn’t say this on stage yesterday, but he is like, uh, the 82% growth. He’s like, we totally under called it. [00:07:40] John Janke: Uh, and I think just listening to dies commit level increase mm-hmm. Reinforces the fact that we’ve under called it. But I also think we’re at this tipping point in the market where all of the new capabilities coming out, we have to all rethink our better together stories. So I think the challenge to all partner leaders, it’s like, how do we. [00:07:58] John Janke: Figure that out. So it’s, it’s a, it’s a fun time. As we transform the way we worked. We wrote the first helping people kind of list, launch and sell through the marketplaces. And now to be able to take that to the next level to hopefully unlock the next a hundred billion of marketplace throughput. [00:08:13] Vince Menzione: And are we at a hundred billion? [00:08:15] Vince Menzione: ’cause that was the number, right? [00:08:16] John Janke: I mean that’s, that’s, that’s the number that’s talked about. I mean, we’re seeing the data signals we see, I mean, we will process 20 billion plus this year. Uh, and that number’s growing faster than Jay’s stated number. So I think we’re excited to see where this year lands. [00:08:30] Vince Menzione: We’ve come a long way from three years ago and we all got on stage and talked about marketplaces together. Right. It’s been, it’s been amazing. And then Sean, let’s talk about DBT. You’ve had some excitement. I know some things maybe we can’t even talk about yet on stage. [00:08:43] Shawn Toldo: Uh, yeah, go ahead. [00:08:44] Vince Menzione: No, I was saying I, I could, I’ll pre-announce things, but No, I’m just, uh, tell, tell us about DBT for those who don’t know in the room, sure. [00:08:49] Vince Menzione: Mean Yeah, that might help. [00:08:51] Shawn Toldo: So, uh, Sean Todo, I lead the partner business at DBT. I’ve been here about 18 months. Um, DBT really started as an open source tool. That help data engineers be successful in SQL transformation with cloud data warehouses? Right. And so back even to the Redshift days now into what I would call more the BigQuery, snowflake, Databricks fabric led days, um, DBT is the tool of choice amongst the data engineering community in terms of how they wanna drive SQL transformation. [00:09:21] Shawn Toldo: And so more recently, we kind of jumped into this kind of paid world. Which is why we needed to bring in additional experience leadership around go to market product, sales, et cetera. And so when I walked in the door, one of the things I noticed really quickly was we were running on AWS, which was great. [00:09:40] Shawn Toldo: We were doing some AWS marketplace stuff. We were running on Azure in Europe only. And one of my first strategies was we have to be everywhere, right customer. We have to meet customers where they are. And so we, uh, made some major investments to be on Google Cloud platform to then be able to really take advantage of marketplace, to then really be able to take advantage of the co-sell opportunities that exist in the field from a day, day-to-day AI perspective with Google. [00:10:07] Shawn Toldo: And it has been a hell of a ride. We launched on, uh, Google Marketplace in July of last year. We went to Google next and we were Google Partner of the Year. Wow. For data and analytics in a very rapid way. We’re now in three, uh, data centers around the, the world. So we’re here in the us, we’re in Frankfurt, we’re in uh, uh, UK as well. [00:10:30] Shawn Toldo: And so it’s been a pleasure to work with D and the broader team. Because the enablement we’ve had and the support we’ve had from that group has really helped our growth be up and to the right. The data point I would give is that when I walked in the door, we were 10% of our business from an A RR perspective was transacting through marketplace. [00:10:48] Shawn Toldo: Last quarter we cracked 40%. Whoa. We will be at north of 50, uh, next quarter. [00:10:53] Dai Vu: Wow. [00:10:54] Shawn Toldo: The other piece that Vince was talking about is we’re getting ready to merge with a company called Five Tran. And so there will be a new company name at some point down the road. Uh, pay attention on June 1st for a public announcement around that merger. [00:11:06] Shawn Toldo: Uh, but we’re really looking forward to what we’re gonna be able to do with folks like DI and the Google team as well as others in the ecosystem. Um, ’cause I think in this data world that we’ve played for so long. This trusted foundational element of data and what it’s gonna mean to context in the AI world. [00:11:23] Shawn Toldo: We’re in a very interesting place to really continue our growth rate at a high level. [00:11:28] John Janke: Yeah, that maybe just a comment something there. Start there. I think we, we used to hear people say we wanted to be strategic with cloud, go to market and get to say 10 or 20% of revenue. I think this like 40, 50%. Yeah. Th that’s where people are setting the bar these days. [00:11:43] John Janke: Yeah. So the numbers are getting really crazy. Yeah. Uh, and people are showing up and being like, I have to go big. Mm-hmm. So a huge change over the last few years. [00:11:52] Vince Menzione: Yep. What’s the experience you’re seeing as well? I mean, it, it was a huge amount of buzz at next. [00:11:57] Dai Vu: Yeah. I mean, so interestingly, um, you know, typically when, when people get started on the, on the marketplace in Cosal journey, I always try to caution them and say, this is, uh, this is like a multi-year. [00:12:07] Dai Vu: Yeah. Uh, process. You have to be very intentional. You have to invest. It’s not gonna be a thing where you just list and, and, and, and, and, and sort of this channel opens up. So in some ways, Sean is describing an acceleration that is not common, right? Uh, so they’ve done, we’ve done some amazing things together and we hope to keep that acceleration going. [00:12:22] Vince Menzione: What does that require, by the way? Is it engineering resource? I mean, there’s, I talk about executive commitment and maniacal focus. Yeah. But it’s all those things, right? [00:12:29] Shawn Toldo: Well, all of it. But we went to a QBR in Austin, and I put up a slide and I said, we have to do this. And everybody in our ETE agreed. So when you have a chief financial officer that’s bought into the partner business. [00:12:43] Shawn Toldo: Yeah. And I guess qualifying coming into this role at this company, I qualified the C-level staff. Uh, like are they really serious about partner or not? And it’s one of the reasons I took the role. So I think executive commitment was one thing. I think the second thing is we were really well supported, um, by the Google team across the board, right? [00:13:02] Shawn Toldo: Yeah. So folks, Indy’s team that we would work with regularly on, these are the things you need to do to have an effective marketplace offering. Here’s what you need to do operationally with folks like John and team and others that are in the market, right? That helped us a ton to be able to scale. And then the other thing that we did is we changed comp. [00:13:20] Shawn Toldo: So from our VP of sales levels down, we have a 5% kicker for everything that goes through marketplace. [00:13:26] Vince Menzione: Hear [00:13:26] Shawn Toldo: that everyone. So as soon as we incented the sales team, I love that, right? We, we created the foundation on the partner side, but then from top down on the sales side, they were all in. And as a result of that, the question would become, okay, which marketplace stage two sales cycle are we gonna go use? [00:13:42] Vince Menzione: Yeah. [00:13:43] Shawn Toldo: Who’s the right partner to go partner with? And then my team is reaching out to make sure that co-sell connection happens. [00:13:48] Vince Menzione: That is such a best practice, Sean, to, because there is, as a seller out in the field and we talk about, you talk to John, talks about rev ops all the time. But getting rev ops eng getting the field engaged in the right way. [00:14:01] Vince Menzione: ’cause it feels like it’s more work for them. ’cause they have to think, they have to have more conversations with their customer about their cloud commitments and things like that. Mm-hmm. And then getting them incentive to do the right things. The right behavior. [00:14:12] John Janke: Yeah. It’s a strategy process. People, technology problem. [00:14:17] John Janke: Yeah. It’s not just some flip API automation, go list something if you don’t like that top down view. I think the other thing. Like there’s a, there’s a theme in startups where VCs fund second time founders. I think Sean and team have done this before and they took a lot of learnings over the years and reapplied them, which I think helps them go faster. [00:14:36] John Janke: It’s like that second time. Yeah. Second time cloud go to market Founder theme. [00:14:41] Vince Menzione: Yeah. Yeah. Um, so we could talk about the platform and all the changes there on the. The, the commitments and everything. Mm-hmm. Uh, what separates ISPs generating real incremental revenue on your, in your marketplace? What, what do you see? [00:14:58] Dai Vu: Yeah, so I mean, I, I think there are a couple things. Number one is, uh, the, the foundation has to be, uh, this better together story, uh, with Google Cloud. Um, so this idea that what, you know, what do you bring, what does the Google platform bring and how does that drive impact with customers? And I think this is the reason why Sean and DBT Labs has been very effective. [00:15:16] Dai Vu: ’cause our field recognized they, they can recognize that better together story and communicate it to their customers. So I think that’s the foundation. For everything. Right. And I think as you get started, uh, you know, we do tell partners that they probably need to lean in a little bit, uh, in terms of focus, uh, you know, pick a vertical, a customer segment, um, you know, a geography where they’re particularly strong and, you know, get that momentum going. [00:15:39] Dai Vu: And once you do that, the field knows about it and starts to pull you into deals. Um, so I think that’s the other big opportunity. And then the other thing I just mentioned. Which, uh, the panel already touched on, which is be very intentional around all the things you need to do to invest. Whether it’s like, uh, you know, the business functional alignment, uh, the policies around like, uh, pricing and, and comp, uh, making sure you have the operational capabilities. [00:16:02] Dai Vu: These are all things everyone has to do to get to that. First five to 10 deals, and then 10, 20, 30% of your business through marketplace. And not to, not to top you Sean, but our very top partners are driving 80 to 90% of their business on marketplace. And in fact, some of these partners are actually only marketplace first, uh, uh, because they started out that way. [00:16:21] Dai Vu: Obviously it’s the bigger challenge if you have an existing channel, you’re trying to shift that. But, uh, the aspiration to be more marketplace focus, uh, is up there. [00:16:28] Shawn Toldo: So I just set a new goal for the business plan for me. So that’s exciting. I love it. Looking forward to seeing you in six months on that. [00:16:35] Shawn Toldo: It’s good. [00:16:36] Vince Menzione: I love [00:16:37] Dai Vu: it. Work together on that. [00:16:38] Vince Menzione: Well, di I’m just gonna add, add this because I, I got to see operationally with some of the things you do. Mm-hmm. You, you have an overlay organization. [00:16:45] Dai Vu: Yes. Yes. [00:16:46] Vince Menzione: And so you put accelerants in place within your own organization Yeah. To drive the ISVs into the, into the lines of business. [00:16:54] Vince Menzione: Right. You have, you, you do some of that to accelerate. [00:16:57] Dai Vu: Yeah, I mean, I think, I think this is somewhat unique. I don’t, I don’t wanna speak to the other [00:17:00] Shawn Toldo: hyperscalers, [00:17:01] Dai Vu: but we do have, um, uh, you gotta know the field roles, right? [00:17:04] Shawn Toldo: Yeah. So [00:17:04] Dai Vu: obviously at Google Cloud in the regions, we have, uh, ISV sales specialists who are effectively quoted on marketplace revenue, right? [00:17:12] Dai Vu: So they’re a hundred percent focused on that. And, uh, in addition to that, uh, we also have these, uh, co-sell teams, partner teams where, you know, opportunistically if there’s an opportunity, uh, in a, in a, in a particular area. This team is responsible for connecting the regional sales leadership, uh, the regional, uh, sales teams with, with the partner on the opportunity. [00:17:32] Dai Vu: So there’s a lot of things we’re doing to sort of accelerate that. And of course, the foundation for all this is, you know, our, our, you know, registering deals. And as you definitely get started on that, it’s very important to be very mindful around when you register deals. Uh, be very clear around what the ask and the engagement is with the field reps. [00:17:51] Dai Vu: But once you have that going and get the right rhythm, it becomes sort of a natural way to sort of register all your deals and get that engagement. And then, um, and then maybe the last thing I would say is it isn’t always the sales specialists. It’s, you know, the FSR, our field sales rep as well as our customer engineers are also very motivated. [00:18:08] Dai Vu: To work, uh, with, uh, with our partners because they know that this, you know, whether it be solution completeness or it’s part of a bigger workload or helps unlock greenfield opportunity, they really are motivated to engage with the partners. [00:18:21] Vince Menzione: Nice. [00:18:22] Shawn Toldo: Yeah. I’ll just add, I’ll just add to that statement too. I think, um, it’s one thing to have a story as it relates to. [00:18:30] Shawn Toldo: Google Cloud and what you do with marketplace. It’s another thing to have a story in terms of how you impact data and analytics in our world. And there’s a set of specialist sellers inside of Google mm-hmm. That really care about us because we drive a lot faster consumption of big query. And our ability to tell that story across the world effectively has really created a pull now. [00:18:54] Shawn Toldo: And so I, I would say it’s almost, you know, back to, you know, being 12 years at Microsoft and watching kind of that. Phase and how that went. As we went to the cloud and we picked specialty areas, um, Google is doing that as well and they’re doing it extremely fast in a very, very productive way with partners. [00:19:12] Shawn Toldo: And so, you know, I’ll get comments from like Levi who runs west in north region for us, and he’s a, he was at Google next and he was like, I, I gotta, I, I just gotta go to bed. I’m tired. Like we wore him out over two days with their sales team and gave him a host of follow ups and actions related to specific sales areas as well as specific accounts. [00:19:34] Shawn Toldo: And I think that’s the other thing that, um, Google’s done a good job of, but we’ve pushed and we’ve had to work really hard to earn that seat at the table. To help make those people successful from a comp perspective inside of Google as well. [00:19:45] John Janke: Yeah, and this is a huge failure zone for partners with the clouds because they think enablement’s a one and done thing. [00:19:51] John Janke: Like I did a training for the field and I told them the better together story. That doesn’t work. Like you have to literally. Have consistency around this message every day. Oftentimes you need experts who can partner with your reps to give them the confidence. ’cause they may be able to ask the first line question, but someone asks a follow up and they fold up ’cause they know your product. [00:20:11] John Janke: That’s right. They don’s don’t understand all of the nuances of Google and the clouds and the questions that may come back. But if you do that well, it is a huge unlock. [00:20:20] Vince Menzione: Talk about the coaching you provided on the tackle side of that as well and kind of helping. Through this maturity model? [00:20:26] John Janke: Yeah. I mean we, we, over the years, I mean we started as a pure SaaS company and over the years our customers would consistently ask us for more help and we would struggle to figure out how to do that, and we had to invest in services and we actually acquired a company. [00:20:42] John Janke: Five years ago now, that was the foundation. Aaron Feiger, who’s in the room. The core consulting was the foundation of our services business. And that continues to evolve with us. And you know, we see customers at scale saying, I wanna operate my cloud, go-to market really consistently, and I want you to do all the backend operations so my teams can be outselling our products, selling the better together value with Google and others, and not have to figure out how to run the machinery. [00:21:09] John Janke: So we’ve invested a lot there. We have services around strategy, like how to help people think about their business strategy and translate it into a better together story and able to get executive buy-in. And then we have coaching, which is really a phone, a friend, because I think these things get complicated. [00:21:24] John Janke: And I had a customer who was doing the largest deal in their company history. It was the end of the quarter and it was Friday, and they’re like, this is going to be the most complex transaction we’ve ever done and we have no idea how to do it. Our team gets on the phone with them, they work through, what are you selling? [00:21:40] John Janke: How are you selling it? Is your listing set up the right way? Can we actually create all the offers? In a way you have confidence to execute. ’cause those are failure modes. You try to build a cloud, go to market business, and you mess up the largest deal in the company. On the last day of the quarter, uh, that’s something you can’t recover from. [00:21:55] John Janke: So we try to really wrap support around our customers to help them have the confidence to grow. [00:22:02] Vince Menzione: Di you’ve seen tremendous growth in marketplace. Mm-hmm. We don’t publish the numbers specifically. Yeah. We kind of try to figure it out on the back end, but [00:22:09] Dai Vu: Yep. [00:22:09] Vince Menzione: I know you’re accelerated. Your, your marketplace numbers are astounding. [00:22:13] Dai Vu: Yes. I can share some numbers, if that’s [00:22:15] Vince Menzione: okay. Please. Yeah, let’s go. [00:22:18] Dai Vu: So, um. I would say that for a few years now, we’ve been talking about growth. So we’ve been consistently, uh, you know, north of a hundred percent year over year growth. Uh, for the last few years we’ve been processing, uh, what I say, uh, billions of dollars, uh, annually and, uh, uh, millions of transactions. [00:22:36] Dai Vu: And again, that’s for a few years now. Now for 24 to 25, that full year we also doubled. Wow. Uh, which is, uh, which is amazing when you think about the scale in which we operate. But more importantly, if you look at specific category areas, right? So, you know, historically, marketplace has always cater to, uh, those solution pillars that are tied to cloud migrations, like, uh, like security and data and analytics. [00:22:59] Dai Vu: And those continue to be very strong areas for us. But the biggest growth area is, uh, is in the areas of business app. So obviously, you know, the, the ServiceNow workday, uh, Salesforce of the world, as well as the AI category. So one number that we threw out next was 18 x. Year over year growth for the AI category. [00:23:17] Dai Vu: Wow. So in one year now, a lot of it is models, right? So foundational models with our, with our ecosystem. But a lot of that is around agents. So this whole agent go to market model is gonna be, continue to grow and it’s gonna be a huge focus area for, for the coming years. [00:23:32] Vince Menzione: Fantastic. Yeah. Fantastic growth. [00:23:34] Shawn Toldo: Yeah, and, and I’ll add, Diane and I talked about this at Google next. This is a. Very complex thing for DBT, where today we sell seats. [00:23:42] Vince Menzione: Mm-hmm. Yeah. [00:23:43] Shawn Toldo: To data engineers. [00:23:44] Yeah. [00:23:44] Shawn Toldo: And now we have all these agentic things that are hitting our engine. And di and I are talking and we’re like, okay, so how does this work in an ag agentic marketplace? [00:23:54] Shawn Toldo: Yeah. Kind of a scenario. And what should we build? Where should we play it? ’cause we’re gonna spin the meter in a different way, so to speak. [00:24:01] Dai Vu: Yep. [00:24:01] Shawn Toldo: And so candidly, we got stuff to figure out related to that. Um, I think what’s been fascinating for DBT is our partner ecosystem changed overnight. So now it’s like I talked to x.ai on Monday. [00:24:15] Shawn Toldo: Mm-hmm. We got time with open AI on Thursday and we have a call with Anthropic and our, uh, CEO and co-founder and uh, chief Product Officer next week. [00:24:26] Vince Menzione: Mm. [00:24:27] Shawn Toldo: We don’t have anybody managing those partners. [00:24:29] Vince Menzione: Right. [00:24:30] Shawn Toldo: Today our focus is on managing the large, uh, hyperscalers plus Snowflake and, uh, Databricks. [00:24:36] Vince Menzione: Mm-hmm. [00:24:36] Shawn Toldo: And then the SI ecosystem and some tech partners. So we’re having to like, to your point on Agile yesterday. Yeah. Mm-hmm. Like we’re having to change our strategy, operating model and organizational model to support that. And candidly, we don’t have all the answers yet, so we have a lot of things to figure out fast, which is a little bit scary. [00:24:54] Shawn Toldo: And challenging, but it’s also a huge opportunity we have to kind of embrace and get into. Yeah. [00:24:59] Vince Menzione: And they’re figuring out as well. ’cause they’re, they’re new to partnering as well. Yeah. As organizations [00:25:03] John Janke: and these AI agents. I think to demystify for a lot of people, and what Sean said is totally right. [00:25:08] John Janke: They’re disrupting everyone’s business model. But in reality from a marketplace standpoint, they’re metered SaaS. This is a thing that’s existed for a long time. Yeah. They look like product-led growth products. There is a lot of patterns around how product-led growth products work in marketplace. Mm-hmm. [00:25:24] John Janke: But you have to bring your business strategy, your product and pricing strategy to those two categories. Metered SaaS and product-led growth. Put that all together to get cross-functional alignment. So we are seeing like. A lot of people get tripped up here and it really does go back to more of the company strategy, product strategy questions, and a lot of partner leaders are not in the room for those conversations. [00:25:48] John Janke: So I think at, at this point in time, as you see big pivots with the partners to go all in on agents, you have to go elevate. Those discussions to be like, what is our plan here? ’cause I, I mean, pricing and packaging will be the thing that trips almost everyone up. [00:26:02] Dai Vu: If I could, if I just build on what John John mentioned, um, so I do agree. [00:26:06] Dai Vu: P it looks a lot like POG, but, uh, but the difference I think is POG has. More historically been in like the data and developer space, now it’s like the general business user, right? So this idea that you want a business user to be able to search and discover, um, agents that could actually be part of their like everyday workflow is going to be very critical. [00:26:26] Dai Vu: And uh, you know, I do think that when we think about the ecosystem building agents. Uh, you know, a lot of the ISV partners aren’t necessarily gonna own end-to-end workflows, right? They’ll, they’ll have a very specific, uh, domain and scope area, but you have to enable yourself to be orchestrated and managed by, you know, orchestration agents or, or, or meta agents that are gonna span end, end workflows. [00:26:49] Dai Vu: And sometimes that includes system integrators and, and others who can stitch that, that automation. So I think, I think that’s, that’s one piece of it. But the other area that I think is gonna be different is, um. There’s going to be a lot of agents. I mean, literally you’re gonna have a very fragmented set of, uh, uh, of players, right? [00:27:07] Dai Vu: It’s not just gonna be the incumbents, it’s gonna be a lot of disruptors and, and, and, and startups. And so the, uh, for the incumbents in the room, it is a mandate that you need to, to innovate because if you do not identify and go to like an agent first, go to market model. Uh, you’re gonna be, you know, disintermediated. [00:27:25] Dai Vu: Somebody’s gonna go build an agent that’s going to leverage you as a dumb database. Um, and they’re gonna own the workflow. So you have to, you have to push the, the, the, the limits here. And I think it’s creates a big opportunity for everyone in this room. [00:27:39] John Janke: I’m going off script. I’m curious. Let’s do it. I’m curious on your take on the system integrators. [00:27:44] John Janke: ’cause I think this, this puts like they’re all, a lot of them are creating agents for people and I think that’s turning them almost more into software companies than they’ve ever been. [00:27:53] Dai Vu: They are, and I think they’re, you know, obviously they’re being, uh, impacted from like, you know, typical like, you know, SOW you know, time and materials type type business models. [00:28:02] Dai Vu: But I do think they play a big role because a lot of the system integrators are bringing, um, you know, vertical and business process expertise. And, um, like I said, I said before, a lot of the ISVs are not gonna necessarily have big enough scope in their area to own end-to-end workflows. And that’s really the promise of agents, right? [00:28:20] Dai Vu: You really need. This cognitive, you know, reasoning, planning, executing across end to end workflows. And I think, you know, the system integrators are gonna bring that capability either, either through, you know, these custom, uh, orchestration or meta agents or if they’re able to productize that and bring that to a model, they can also sort of go through the marketplace model as well. [00:28:41] Dai Vu: So who knows is how it’s gonna evolve. But you know, we’ve always been talking about. Marketplace being a broader opportunity for all partner business models. And I think that will extend to not only, uh, you know, traditional sort of, uh, sell and services partners, but also some of these system integrators as well. [00:28:58] Shawn Toldo: If I could comment on that, please. Yeah. I, I was in London two weeks ago and we did an SI partner day. Mm-hmm. We had 25 sis in a room, probably about 50 people. We had no, um, hyperscalers or cloud data warehouse providers. And when we started talking about open data infrastructure. The role that they can play. [00:29:17] Vince Menzione: Mm-hmm. [00:29:18] Shawn Toldo: Cross platform in a cost efficient manner for customers and the advisory orientation of that. They all leaned in and we, we stopped talking and they started talking. [00:29:28] Vince Menzione: Right. [00:29:28] Shawn Toldo: So they’re all facing this kind of same problem, which is actually causing a little bit of a shift, I think, in how they think about, I’m a Databricks partner. [00:29:38] Shawn Toldo: Uh, you sure you wanna do that? [00:29:39] Vince Menzione: Yeah. [00:29:40] Shawn Toldo: So this, this whole thing that’s kind of evolved in the last six to 12 months, when you kind of pick one horse to ride, I, I would tell you be cautious about what that means. You may pick a horse to lead with mm-hmm. But you’re gonna have to flank yourself a bit in terms of other providers that can help you be successful with that, that that partner you’re gonna roll with. [00:30:00] Vince Menzione: So you’re suggesting data vendor agnostic. [00:30:04] Shawn Toldo: I’m suggesting you really have to think about your strategy. Yeah. Because I think the AI, AI disruption is gonna make you think about that strategy. [00:30:13] John Janke: Yeah, I mean there’s, someone mentioned anthropics First Partner Summit. I was not there, but I’ve heard from a bunch of people were there. [00:30:20] John Janke: You know, they had a hundred partners in the room. 95 of them were system integrators. Five were technology companies, the three Clouds, Databricks and Snowflake. Like if you just think about the, the one of the major disruptors in ai, ISVs, were not in the mix. So I, I think, are they trying to disrupt all of us? [00:30:40] John Janke: Uh, do they need us? And they haven’t figured out how to work with us. I, I think. It’s, it’s, [00:30:44] Vince Menzione: and I’ve heard they only have five people in their partner organization, so I just, it’s, [00:30:49] Shawn Toldo: it’s 11 now, but it’s 11, [00:30:51] Vince Menzione: so it was five [00:30:51] Shawn Toldo: last growing fast in the, in the new company I have 50. So like, to put it in perspective, they have to make some pretty big priority. [00:30:59] John Janke: Yeah. And everyone’s been there a hot second, [00:31:00] Vince Menzione: like, right, exactly. Yeah, they, well, we will talk about the learnings we’ve had over the years, getting to where they need to get to. It’s exciting times. We got a lot to talk about here. Um, I, you know, we have about 15 minutes. I I, I want to kind of gauge, ’cause we could talk, we, we have a few things we could talk about, I could ask about, but I want to see if there’s an, like, an interest in opening up to the room for questions. [00:31:25] Vince Menzione: ’cause I feel like we’ve got a very interesting group here. [00:31:28] Shawn Toldo: You got a hand here? [00:31:29] Vince Menzione: Uh, are there hands that wanna Yeah, there’s some people that wanna ask some questions. So Yeah. We have a mic? Yeah, [00:31:37] Dai Vu: we have [00:31:37] Shawn Toldo: a mic. We, [00:31:37] Vince Menzione: we [00:31:38] Shawn Toldo: got one here. [00:31:38] Vince Menzione: We got one here. One here. Thank you. Sorry we went off script, but [00:31:44] Shawn Toldo: that’s fine. [00:31:45] Vince Menzione: It’s fine. [00:31:45] Dai Vu: Off [00:31:45] Vince Menzione: script. Better is good. [00:31:46] Shawn Toldo: I’m sure you planted the questions outta anyway. It’s okay. We [00:31:48] Vince Menzione: did, we did. [00:31:55] Audience Guest: Okay. All Eva, Sean Lightner, quick question to your, uh, increase on the marketplace, and you said you spiff the salespeople by fifth percent. 5%. Mm-hmm. So, and that obviously drives a very large adoption of, uh, marketplace transactions. How are you accounting for the margin you’re losing on, uh, you know, going through the marketplace? [00:32:14] Audience Guest: And also have you done analysis? I’m sure you have, how much is, uh, shape shifting or shifting from existing versus incremental? [00:32:22] Shawn Toldo: Yeah, it’s a great question. Um, um, lemme make three points. Number one, the backlog statement makes the margin statement not matter. So do you wanna play in that space where a customer’s already bought or not? [00:32:36] Shawn Toldo: Yeah. Or do you wanna force a budget conversation that you have to drive on your own in a direct model? That to me, I think it was 484 4 62 [00:32:43] Dai Vu: 4 6 [00:32:44] Shawn Toldo: 2. [00:32:44] Vince Menzione: That’s new Tam available to you? [00:32:46] Shawn Toldo: Yeah. That, that’s just with one. Right. And we are, we are, uh, running on four marketplaces. So that just increases our tam and makes our, our sellers lives easier. [00:32:55] Shawn Toldo: So on that piece, yes, there’s an expense, but we believe it’s right for growth. So there’s a balance there. Um, I think the, and then the second part of your question again. Sorry, [00:33:05] Vince Menzione: shapeshift. [00:33:05] Shawn Toldo: Oh, shift. We, we actually don’t think we would’ve won the business. So if I go back to our Q4 and I can probably point to three or four deals that went, um, Google Marketplace, we would not have won those deals because we couldn’t have created the budget cycle and that quarter. [00:33:23] Shawn Toldo: To make it happen. Generally a budget cycle is gonna take anywhere from 12 to 15 months. Bingo. Because of the spend that was available to us, we were able to close it in that quarter, and we had the largest Q4 in company history. [00:33:35] Vince Menzione: That is such an important point. I’m sorry. [00:33:37] Dai Vu: Okay. [00:33:38] Vince Menzione: But I, I just wanna, that is such an important point of the budget cycle. [00:33:42] Dai Vu: Yeah. [00:33:43] Vince Menzione: Being a year to a year and a half versus being able to tap into a commitment that’s already been made. Yeah, so I just emphasize that [00:33:51] Dai Vu: I was, I was just gonna add real quick, even, even when we see sort of a, uh, a channel shift renewal, which is, you know, it’s on partner paper and it moves to marketplace as part of the renewals, we do consistently see that the, uh, renewal rates on marketplace and the incremental a CB on the expansion and new opportunities tend to be better when it’s on the platform marketplace than than offline. [00:34:12] Dai Vu: And that’s why partners choose to continue to drive renewals on marketplace at a reduced to rev share. But uh, because they see that that growth, [00:34:20] John Janke: we, we, sorry. [00:34:22] Shawn Toldo: We see that as well. Yeah. And I would also make the statement on our land business, when we go through marketplace, we are two x higher across marketplaces. [00:34:30] Shawn Toldo: We’re three x higher with them. [00:34:32] John Janke: Yeah, I think separate new from renewals and then instrument deeply. [00:34:37] Shawn Toldo: Yeah, [00:34:38] John Janke: go proactively talk to your CFO and your head of rev ops to understand their mindset. Because I was with a billion dollar seller a couple weeks ago, their CFO still creates friction in the process, even though they’re selling a billion dollars through these channels. [00:34:52] John Janke: But when they broke it down, their deals are three times bigger. They do them faster. They use more components of the product, which I thought was a really cool one. So customers who buy this platform, many component platforms through a marketplace, end up using six components of the product. Versus a normal land customer who uses two increases gross in net retention. [00:35:12] John Janke: So you have to get to the point where you have the data and you can tell that story real really clearly to your finance team to get support ’cause that they will trip you up if you don’t get them on board. [00:35:23] Vince Menzione: And you’re saying there’s friction in that company. I’m just kind of curious ’cause a billion dollar company. [00:35:27] John Janke: There’s a billion dollar marketplace seller [00:35:29] Vince Menzione: market marketplace company. That’s what I meant. Yeah. But, but the fact that this, their CFO friction, like, is it, is it because they’re not doing a good enough job or? [00:35:37] John Janke: Uh, in, of educating, I, the root of the question is from this person is, would they win without it? [00:35:44] Vince Menzione: Yeah. [00:35:45] Shawn Toldo: Oh, and is it worth the three points? [00:35:46] John Janke: Right. It’s, it is And, and I think some pe like to me, it’s the cheapest channel in the world. Yeah. Like with committed budget and people to support you winning. Like the, that formula, the math is so simple. [00:35:57] Shawn Toldo: Yeah. For, for a company of our size to go to like the classic resell ecosystem, I gotta walk in with 30 points. [00:36:02] John Janke: Yeah. [00:36:03] Vince Menzione: Yeah. [00:36:03] Shawn Toldo: It, it’s an illogical conversation. Outside of public sector and growth, you know, geos around the world. And so I, I’ve been lucky to have a CFO that I haven’t had that challenge with, at least at DBTI should say. [00:36:19] Vince Menzione: Really great insights. I think we have, we have another hand up here. [00:36:28] Audience Guest: Yeah. Thanks Susan. The question is for Dai. Uh, my name is Latif Hamani. I’m the founder of Partner System ai. Um, so what we’ve done is we’ve built a, a co-sell AI agent mm-hmm. That your partners can use to Yeah. Reduce all the friction in the co-sell with you. Uh, the questions that I have is, I guess I should back up, so XAWS Madison with a very large alliances, and then I worked, went on the other side. [00:36:55] Audience Guest: For software companies, and even though I had an operational team, I was spending two to three hours on on the keyboard, right? Mm-hmm. Deal registration, emails that can’t be automated, et cetera. So the question that I have for you is, I’d love for you to validate that. You know, unless you are one of the big companies, one of the big enterprises, if you go to the lower end of the enterprise or the mid market, uh, would you validate that there is a challenge? [00:37:20] Audience Guest: There’s a lot of friction for a smaller company. Mm-hmm. Uh, ’cause these marketplaces are complex. Yeah. The cosell is complex. Uh, that there’s an opportunity to really break down that friction with some automation and ai. [00:37:33] Dai Vu: Yeah, absolutely. So, um, we have already been, uh, part of the journey to remove some of the, uh, the friction as part of that selling and purchasing journey. [00:37:43] Dai Vu: Uh. We’re not quite there yet. But, uh, we’ve done things like we have, uh, you know, private offer APIs. We, uh, we have co-sell, uh, registration automation. Um, you know, we have tools like, uh, propensity to buy, tooling to help, uh, partners do, uh, more targeted efforts. Um, but the a i piece is still coming. Um, so I think, uh, the idea here is that we have launched a number of agents as part of our, um. [00:38:08] Dai Vu: Uh, part of our, uh, Google Cloud Partner network, partner hub. Uh, so these are, uh, agents that are gonna do a bunch of things to help partners as part of their workflow, but we’re gonna extend this to the marketplace and ISV area as well. Uh, so I think there’s a lot of opportunity. So, uh, I know there’s probably a lot of feedback in friction, uh, in, in certain parts. [00:38:29] Dai Vu: So we can, we can go tackle together. [00:38:32] Vince Menzione: Hey. There you go. There was a little [00:38:34] Dai Vu: plug [00:38:34] Shawn Toldo: there for tackle. Exactly. [00:38:37] Dai Vu: Uh, and I wanted, and just to be clear, I want to take a look at it from the end to end, uh, uh, flow, right? It shouldn’t just be just marketplace. It should be all the way from like, you know, top of the funnel, demand generation, all the way to like post transaction follow up. [00:38:51] Dai Vu: So we really need to take a look at, at the, the end, end flows and figure out a way we can remove some of that friction [00:38:56] Vince Menzione: three sense. [00:38:57] Dai Vu: Yeah. [00:38:59] Vince Menzione: Any more questions [00:39:00] Audience Guest: back here? Hey. Hey guys. This, this is a really good discussion. Uh, di this question’s primarily, uh, from, I’m interested in the hyperscaler response. [00:39:09] Audience Guest: Yep. Uh, but all of you, uh, can you talk about the patterns or say more about the patterns between. Um, the consumption of just platform capabilities versus industry workflows. Mm-hmm. And how industry where I, I mean, I, I, my sense is that industry workflows are becoming more [00:39:27] Dai Vu: Yeah. [00:39:28] Audience Guest: Uh, the easier thing for enterprises and SMBs to buy. [00:39:33] Audience Guest: Yeah. Especially SMBs, I think. Um, but say more about those patterns that you’re seeing develop and kind of what is. Uh, who are, where, where are those kind of, where is the demand being driven? Is it, is it, yeah. The search and discover in the marketplace, or is it being led by field sales of mm-hmm. Either GCP or partners? [00:39:55] Dai Vu: Yeah, so let me, I’ll mention a couple, a couple areas where, where it’s growing. So I think number one I mentioned before about some of these large horizontal business apps that we’re partnering with, right? Um, and, uh, and of course the fact that we’re, we’re, we’re transacting them through marketplace is, is a huge. [00:40:14] Dai Vu: Evolution from a few years ago. So who would’ve thought you would be buying like, you know, a hundred million dollars a CB deals, uh, through, through marketplace with like a Salesforce or a ServiceNow workday. But it’s happening now. And to be clear, all these. Horizontal business app. They’re not doing this in a very, you know, opportunistic, transactional way. [00:40:32] Dai Vu: They basically see marketplace and cloud go to market as a strategic growth lever for them. So that’s one big area. So from just a pure large deal perspective. Okay. Then you mentioned before around sort of corporate and SMB. Well, we find that a lot of the big opportunities are mostly around as they scale their business, uh, they’re not necessarily looking for things in the traditional sort of infrastructure space, but they’re looking for, you know, full SaaS applications to help scale their business, right? [00:40:58] Dai Vu: So it would be CRM, finance, hr, these types of solutions to become very attractive for some of this, uh, downstream market. And then lastly, as I mentioned before, which is, uh, when we think about this gentrification and owning, um. Uh, driving, uh, this business process and vertical, the ISVs become very important along with the services partners who bring that domain expertise to drive the end to end workflow. [00:41:25] Dai Vu: So I think that’s gonna be increasingly important. So those are three areas I think we need to watch out for. We. Okay. [00:41:30] John Janke: Maybe one thing, like as the cloud commit grows inside of companies, it’s shifted from being an engineering department, IT department budget line item to a corporate finance budget line item. [00:41:40] John Janke: Typically one of the top five to 10 expenses in a company. So that has shifted. Who is thinking about optimizing? The cloud commit with marketplace contracts. And that opens, that’s really opened up the avenue in addition to like these biz apps, vertical apps players. Yeah. Like having success. So I, I do think even inside your own company, evaluating where your cloud commits are, who owns them and are they thinking about the intersection of marketplace? [00:42:06] John Janke: ’cause I, I think it’s smaller companies, they’re still figuring it out. I run into engineering leaders who still own the commits, uh, but in medium to large companies. Very different. [00:42:16] Vince Menzione: Really good point. Because it, you know this, the optics change dramatically, right? This large commitment is now at the board level, [00:42:23] John Janke: right? [00:42:23] John Janke: And then you do have to teach your sellers as a vertical or business application player how to ask that question. ’cause the first resistance everybody says is, oh my, my person, my stakeholder, we. Manufacturing vertical application provider talking at an event last week, and they’re like, the shop floor manufacturing owner doesn’t know anything about the cloud commit. [00:42:43] John Janke: But if they ask the question, be like, Hey, do you guys have a strategic relationship with Google? Would it be easier to buy our product on the bill? Eight out of 10 times they get a yes. So [00:42:52] Vince Menzione: which is why the 5% comes in And that really accelerates the conversation happening. Yeah. We’ve got three more minutes. [00:43:01] Vince Menzione: Um, if we don’t have any other questions, I ha I have one for each of you really about the maturity model and partners are in the room that are not committed yet, right? We’ve talked about some very significant DBTs doing some incredible things, right? So we, there’s maybe a sense that like we, you, you are working with the be the biggest and the best out there, but what about everyone else that’s in the room that maybe isn’t committed yet? [00:43:23] Vince Menzione: And maybe they’re in motion, but they need some help and advice on what to go do next. What? What would you say die first? [00:43:30] Dai Vu: So they’re early stage, [00:43:31] Vince Menzione: early, early stage or not, they’re not on board yet. They’re not, yeah. They’re not with you yet. [00:43:35] Dai Vu: Yeah. So I’ll, I’ll go back to my earlier comment, which is that as you go into the journey, just be very intentional about what you need to do from an operational, investment people, uh, technology perspective. [00:43:47] Dai Vu: Uh, because it could be, it could be a multi-year journey. Um, uh, so I’d say go into it with the right expectations as opposed to thinking it’s going to be some accelerated six month thing that Sean has been driving here. It’s, he’s the outlier. [00:43:59] Shawn Toldo: But, but the reason for the outlier, [00:44:00] Dai Vu: yeah. [00:44:01] Shawn Toldo: And just to add to the intentional point Yeah. [00:44:02] Shawn Toldo: Is, you know, hire the right people. Right. So, somebody told me a long time ago, uh, hire slow, fire fast. That’s a really, really, really good principle that I take. Mm-hmm. I don’t like the fire part, obviously, but just for context, I, I am very lucky to have a great set of leaders that we were able to add people in. [00:44:24] Shawn Toldo: When I walked in the door, we had a person that was leading the Snowflake and AWS partnership. I had nobody on GCPI had nobody on Microsoft. I had nobody on Databricks. And then we made prioritization decisions on where we’re gonna go next. And so we hired people that had the experience and could drive the outcome in the right way. [00:44:43] Shawn Toldo: But we were very thoughtful about when we made those decisions on a quarterly basis, not a daily basis. So who you’re gonna bet on and then who you’re gonna put in the seat to make that bet come to life, I think is a really important thing as well. [00:44:58] John Janke: Yeah. [00:44:58] Vince Menzione: John, you worked with the be biggest and the best out there, so Yeah, sorry. [00:45:01] John Janke: Well, I think there’s the, like there’s the bottoms up and the tops down. Like seven years ago, this was all bottoms up. It was a partner leader who thought launching a marketplace would be good and they would go figure out how to do some deals and then sell their way up. Today there’s a lot more top down where people get it. [00:45:17] John Janke: But you can evaluate top down pretty fast. ’cause if you go talk to your CEO, you talk to your head of product, you talk to your CFO, and they have an allergic reaction to these concepts. You know, you have to go bottoms up. But there also are success story examples in every single ISV category that exists. [00:45:33] John Janke: Like this is not just security and data and DevOp like the, I think the ServiceNow. Salesforce workday. Examples are really great, like the marketing tech examples, more and more business of vertical apps every day. So I do think you can look at those people who’ve been successful. Maybe they’re your competitors, maybe they’re people you aspire to be and reference them as you’re trying to figure out how to do top down. [00:45:55] John Janke: But like you need both. You can’t win long term unless you get top down and bottom up aligned. [00:46:01] Shawn Toldo: And, and when I, when I would go ask for resourcing, I would always get the question, do, could you go faster with more? And I’d say, no. Gimme the one or two humans here, let me go prove it out and I’ll come back. [00:46:13] Shawn Toldo: So there’s a little bit of a strategy in doing that, that you’re gonna get more over time when you’re, you know, very measured in how you go ask for investment and resource. And so I would just add that point also. [00:46:27] Vince Menzione: Was, was hiring a significant component of your executive commitment, Sean? I mean, [00:46:33] Shawn Toldo: yes. So when I walked in the door at DBT, we had eight people in the partner organization. [00:46:38] Shawn Toldo: Today we have 25, and that was 18 months ago. But that did not happen. I didn’t go in and ask for, you know, that 16 people. Right. I asked over time in a very measured way with, you know, the programs and strategy team, like, what can we also support? You don’t want to bring somebody in to go do something and you don’t have the programs and operations side to support it ’cause they’ll fail. [00:47:01] Shawn Toldo: So we’ve been very thoughtful about how we’ve done that as well. [00:47:04] Vince Menzione: Die from you. I know you had something. [00:47:06] Dai Vu: No, no, no. I, I was good. [00:47:08] Vince Menzione: What is the one thing that people in this room need to go better and differently? Is there one, is there one specific thing other than what we’ve already discussed, did we miss anything? [00:47:16] Dai Vu: No, I would just, the whole identification. So obviously, uh, identifying this is not just like slapping a chat bot, but more around thinking all the things we talked about, product commercials, but also go to market where it’s agent first, where you can surface your agent in a workflow like Gemini Enterprise app. [00:47:34] Dai Vu: That’s gonna drive high alignment with how we work and go to market with Google. [00:47:38] Vince Menzione: Awesome. [00:47:38] Dai Vu: Yeah. [00:47:40] Vince Menzione: Wow. Good stuff. Yeah. Very good session. [00:47:44] Dai Vu: Thank [00:47:44] Vince Menzione: you guys. What do you think? Everyone? Thank you very much. [00:47:47] Shawn Toldo: Thanks for listening to the Ultimate Partner Podcast. [00:47:50] Vince Menzione: If today’s conversation resonated, share it with a partner leader in your network. [00:47:55] Vince Menzione: Subscribe where you listen, and head over to the ultimate partner.com. For show notes related content and the resources for this episode. And if you haven’t already, now’s the time to register for the Ultimate Partner Live Event in Reston, Virginia, [00:48:11] John Janke: October 26th through October 28th. [00:48:14] Vince Menzione: Until next time, keep showing up in the rooms that matter because being in the room changes everything [00:48:22] I.

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Bingo leads Friedrich and Valerian to the Pleasure District, where they gather information, sample what's on tap, and have a heart to heart, of sorts.

The July banzuke came out. We are discussing Kazuma and Daiseizan, two men who join the top rank of pro sumo for the first time. The antici...pation is high. 0 - 9:00 News and listener emails 9:00 Kazuma 25:30 Daiseizan BINGO! More about Sumo Kaboom and our BINGO game at http://www.sumokaboom.com We play Sumo BINGO every basho, and it's always free. We give away sumo merch to our winners with the help of our sponsors Big Sumo Fan and Cheeky Sumo. • http://Bigsumofan.com is an online sumo merch store based in US, and they ship to over 30 countries. http://www.bigsumofan.com • Cheeky Sumo is an online sumo-inspired apparel and merch company that aims to celebrate, educate, and support the sumo community with cheeky designs and training gear. Laugh at their fun graphics and proudly rep your sumo spirit - because sumo's got more than just power - it's got personality! http://www.cheekysumo.com Way of Salt on Amazon or purchase at Big Sumo Fan and support a smaller business! • Support Sumo Kaboom with a one-time donation or become a monthly member at Ko-fi https://ko-fi.com/sumokaboom. Monthly members are entered into drawings for sumo merch. Twitter @SumoKaboom Instagram https://www.instagram.com/sumokaboom/ Facebook https://www.facebook.com/SumoKaboom/ YouTube https://www.youtube.com/c/SumoKaboomPodcast • Check out our Sumo Kaboom tshirts and sweatshirts at Bonfire.com/sumokaboom • Ever wonder where we get our research? Check out the Show Notes section of our website.

It's a quiz on everyone's favorite dog cartoon, Bluey, for Patreon subscriber Evan Lemons! This episode's topic: BLUEY THIS MONTH TRIVIA WITH BUDDS IS BROUGHT TO YOU BY ZERO SLOPE EVENTS! For the ultimate events-hosting company, look no further than www.ZeroSlopeEvents.com  Fact of the Day: That an amateur player called Chris Moneymaker won the 2003 Poker World Series. His friend, Dave Gamble helped him travel to the tournament. Both were their real last names. Triple Connections: Pan, Parker, Piper THE FIRST TRIVIA QUESTION STARTS AT 01:31 SUPPORT THE SHOW MONTHLY, LISTEN AD-FREE FOR JUST $3 A MONTH: www.Patreon.com/TriviaWithBudds INSTANT DOWNLOAD DIGITAL TRIVIA GAMES ON ETSY, GRAB ONE NOW! GET A CUSTOM EPISODE FOR YOUR LOVED ONES: Email ryanbudds@gmail.com Theme song by www.soundcloud.com/Frawsty Bed Music: "Laser Groove" Kevin MacLeod (incompetech.com) Licensed under Creative Commons: By Attribution 4.0 License http://creativecommons.org/licenses/by/4.0/ http://TriviaWithBudds.comhttp://Facebook.com/TriviaWithBudds http://Instagram.com/ryanbudds Book a party, corporate event, or fundraiser anytime by emailing ryanbudds@gmail.com or use the contact form here: https://www.triviawithbudds.com/contact SPECIAL THANKS TO ALL MY AMAZING PATREON SUBSCRIBERS, INCLUDING: Samantha Wheeler Boomer Cates Mark Kloppenburg Cadi Snow-Brine Amber Shiels Alan Kreisel Rich Sommer Joe Heiman Waqas Ali Logan Booker Bringeka Sam Nathan Stenstrom Brooks Martin Robyn Price Gee Brian Clough Charles Glanville IV Lauren Schuette Evan Lemons AnneMarie Mattacchione Yves Bouyssounouse Kenny Zail York yates Gay Geek Fabulous Mollie Dominic Nathalie Avelar Natasha raina leslie gerhardt Diane White Youngblood Trophy Husband Trivia Lynnette Keel Lillian Campbell Jerry Loven Jamie Greig Gail Lancman Jeremy Yoder Adam Jacoby rondell Adam Suzan Tiffany Poplin Bill Bavar Sarah Daniel Hoisington Keith Martin Sue First Steve Hoeker Jessica Allen Lauren Glassman Brian Williams Brett Livaudais Linda Elswick Carter A. Fourqurean Justly Maya Brandon Lavin Kathy McHale Chuck Nealen Courtney French Nikki Long Mark Zarate Laura Palmer  JT Dean Bratton Kristy Erin Burgess Trenton Sullivan Jen and Nic Michael Redman Timothy Heavner Jeff Foust Richard Lefdal Myles Bagby Jenna Leatherman Vernon Heagy Albert Thomas Kimberly Brown Tracy Oldaker Sara Zimmerman Madeleine Garvey Jenni Yetter Patrick Leahy Dillon Enderby James Brown Christy Shipley Clayton Polizzi Alexander Calder Ricky Carney Paul McLaughlin Willy Powell Robert Casey Matthew Frost Brian Salyer Greg Bristow Megan Donnelly Jim Fields Mo Martinez Luke Mckay Simon Time Feana Nevel Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Gunnar Fischer: The Anti-Pattern Bingo Team—When Success Is a Zero-Sum Game Read the full Show Notes and search through the world's largest audio library on Agile and Scrum directly on the Scrum Master Toolbox Podcast website: http://bit.ly/SMTP_ShowNotes.   "This was neither Scrum, nor a team. It was more like the anti-pattern bingo team." - Gunnar Fischer   When Gunnar took his first job abroad, he walked straight into what he calls the "anti-pattern bingo team"—a supposed Scrum team that was neither Scrum nor a team. The company was in trouble, the team had a bad reputation and was used as a punching bag, the manager-of-manager treated them like a stepchild, and the new manager didn't seem to know what he had signed up for. The team members themselves didn't really want to work together. The goals slipped. Decisions were made in back rooms, outside the official meetings. And underneath it all sat the most corrosive belief Gunnar names: that success is a zero-sum game—if you win, I lose. With that mindset, there is no team, just individuals defending turf. One pattern stuck with him so clearly he gave it a name: sandcastle planning. The team would finish a Sprint planning, agree on a goal, and the manager would walk in right after the meeting and overturn the whole thing with his own priorities. Over time, the team stopped putting effort into planning. Why build the castle if someone will trample it? Even worse, when an escalation finally surfaced, Gunnar—an immigrant—was told that as a German, he must be "very authoritarian." A label, served up as analysis. That was the moment he knew the team would never have safe disagreements, never reach the right level of challenge, never recover.   In this segment, we talk about scrum master anti-patterns, the corrosive effect of treating people as labels, and how the absence of an explicit reason for the team's existence makes everything else collapse.   Self-reflection Question: Does your team have a clear, explicit reason for existing—or are you just a group that shares a technology, a building, or a reporting line? Featured Book of the Week: Scrum Mastery (2nd Edition) by Geoff Watts For Gunnar, the book that shaped him most as a Scrum Master is Scrum Mastery (2nd Edition) by Geoff Watts—what he calls "the noble knight of Scrum books." He first read it just after a Scrum course and thought, "What should I even do with this kind of wisdom?" Years later he came back to it and understood. A few years after that, he became modest about it: these are truths, but it's about making them true—and watching for when they aren't. The book is full of phrases like "a good Scrum Master is indispensable; a great Scrum Master is dispensable and wanted." That last line captured it perfectly for him: success isn't being unneeded, it's being chosen. As Gunnar puts it: "In times when everybody is challenged and people are making fun of agile practitioners, this brings back all of the ideals of what a Scrum Master is really about." You can also listen to our previous episodes with Geoff Watts on the podcast.   [The Scrum Master Toolbox Podcast Recommends]

Ever feel like your office doesn't fit the standard benchmarks for growth? In this episode, Kiera and Dana riff on how to know whether going big or tightening the screws is the best way forward for your practice — including specific questions to ask yourself so you can get started on change today. Episode resources: Subscribe to The Dental A-Team podcast Schedule a Practice Assessment Leave us a review Transcript: Kiera Dent- Dental A Team (00:00) Hello, Dental A Team listeners. This is Kiera and today's a lucky day. I get Dana on the podcast with me. Dana, she is Donuts with Dana. She's been my ride or die for so freaking long. I love this woman so much. And fun fact, I didn't quite prep her 100 % for this podcast and yet she still shows up for a podcast with me. So Dana, how you doing today?   DAT-Dana (00:20) Doing pretty good. Listen, any podcast with you is a good time. So if I get time with Kiera, I'm showing up.   Kiera Dent- Dental A Team (00:25) Well, I appreciate   it because selfishly I needed to throw a few podcasts in the morning before a coaching call day. And I was like, ⁓ doing them solo. I'd rather have a consultant. So I just looked across the calendars and was like, which consultants are free and like threw them on people's calendars. And then Dana was like, I didn't even know that this was a podcast. So, but Dana, I equally feel the same. Like if I can snag you for a podcast, like let's roll girl. Let's have a good time. Dana.   You're Dainty to a point, but you're also Dynamite Dana. And we just had a client who's looking to work with you. And I told them like, Dana, you don't take on new clients. Like it is a very rare season. Like you happen to have a few clients that just like you've grown them enough. They're too new level that they're not staying with us. They've been with you for freaking ever. And I was like, Dana has a very rare opening. And I remember this client was like, well, we want to meet Dana. And I was like,   hold please, I'm just gonna send you a bunch of podcasts and if you need more than that, you just let me know. So, and when I was looking through them, it was like, Dynamite Dana on the podcast. And I was like, I think that one just got to stick for me Dana. Like it's the best one by far because you're a dynamic, you're dynamite and you just crush it for teams. So excited for today because today's topic is scale or simplify. Like what should growth look like in your practice? And this one I just felt was gonna be a fun rift with you and me because we have practices that.   DAT-Dana (01:23) you   Kiera Dent- Dental A Team (01:40) I think are on both sides of this coin and how do offices know? So I'm excited Dana to rift with the one and only dynamic dynamite, Dainty on the pod.   DAT-Dana (01:52) It's getting longer and longer, but I love it.   Kiera Dent- Dental A Team (01:56) But what's crazy is Dana like here's a fun fact about Dana that you guys might not know for those of you who've listened for a while great welcome if you haven't go back and listen to some of them Dana's been Don't is with Dana. I think still my favorite one, but ⁓ Dana has this wild memory you tell her one time like I can change alliterations on Dana multiple times which we've done with core values and Dana has the most current one always Dana I don't know how your memory does this cuz I'm like you'll remember that on   whatever May date we're doing this podcast on that on that date it was dynamic dynamite Dainey and you're like yeah Kiera that was the latest one and I'm like how like I have a good memory but you even skunk me like it's impressive has this always been the case for you like did you crush everybody on memory like that game memory   DAT-Dana (02:37) Yeah, it is. It's always been the   case. And it's weird. I was trying to explain it to Britt and Nikki one time. And it's like, my brain just automatically like does alliterations and associates things with like other pieces that then I can, I don't know. It's very strange, but I'll take it.   Kiera Dent- Dental A Team (02:51) I don't know. I love it.   So, every year for our company holiday party, if you guys don't do it, it's a good time. have, I hope Danny still love it. Like, but we, do fun. Kiera's games are just made up games guys. And I have a great time and it's always changing the rules. Tiffanie always loses. Even if I try to like slightly ethically cheat for her, like I give her 10 tickets on the beginning and I'm like, Tiff, if you can't freaking win with that much of a jump.   DAT-Dana (03:01) yeah.   Kiera Dent- Dental A Team (03:20) but it's always about team trivia and Dana whoops, she skunks every single year she wins it because she just has all the memory. So maybe Dana, that's why you and I both love the holiday party. Cause I just like, even tried to make it to where you won't win it. Not cause I don't want you to, but I'm like, my gosh, like you skunk them every time. So it's a fun time. We, but I'm never letting Shelbi do it again. She made me do, do you remember Jeopardy last year? I had like 200 tickets a person that I had to like peel off and raffle off.   DAT-Dana (03:32) We have... I know.   Yes.   Sift through, I know.   Kiera Dent- Dental A Team (03:50) That Shelbi is like, that one was worth 15 tickets. And so if you guys want ideas, we're gonna talk about how to simplify our scale. Like that's our topic. But if you want us to rift on holiday party ideas, Dana, that just might have to be a topic. So email in because the marketing team has to see that you want to know this for me to make podcasts anymore. So email Hello@TheDentalATeam.com and just say like, we want to hear about all your holiday party ideas. Dana and I might get back on a rift. So, but Dana, let's talk about.   scale or simplify, how do offices know? Like what are some of the defining pieces? Because I think this is something about Dental A Team I'm obsessed with is we don't have a set like model, like not every office has to have X, Y or Z, it's truly yours. like that also, I think for some offices, they just wanna be told. They wanna like, I want my mom to tell me what to do for college. Like mom, just tell me. And I think people are like, well, just tell me Dana, do I scale or do I simplify? Like how do people know? Like what's some, and again, this is a full blown, we had a few.   Excuse me, talking points, I'm not here to follow any of them. I'm just here to talk like real life, like how do we guide offices if they should simplify our scale? What's kind of some of the things you start with within office?   DAT-Dana (04:53) Yeah. So usually I'll honestly start with the owner and like, what do you truly love? Because if you don't love managing people, if you don't love doing the procedures that it takes to expand, if you don't love like   running the business and crunching the numbers and doing those pieces, if that doesn't inspire you, then let's talk about simplifying, right? Where if, if really and truly that's why you show up every day is for those pieces, then let's talk about scaling, right? And what growth looks like and you know,   what that looks like for you and it might be adding practices, might be expanding the space that you're in, it might be a variety of different things, but honestly and truly what do you love because I don't want to build something that at the end of the day just makes you dislike coming to the office more or exponentially harder.   Kiera Dent- Dental A Team (05:49) I agree with you, Dana. I think this is a spot where almost giving you as an owner, the green light to say it's okay to stay where you're at. ⁓ I have an office in Florida and every time we got on a call, everybody around them was telling them to expand. So they had six operatories. They're producing 3.5 million. Their overhead, kid you not is 35%. And people were like, right. Like it's just, ⁓ it was a great practice and they worked four days a week. It was a husband, wife duo.   And I remember we talked all the time and they're like, Kiera, everybody thinks that we should scale. Like we should get another practice. Like we've got this. And I was so annoyed because I'm like, everybody chirping in your ear doesn't realize what you want. What they wanted, their kids were a little, they're like, we want to be home with our kids. We have a very profitable practice. We're very happy with it. We have minimal debt on it and it's just fulfilling our life. And what we want to do is we want to have our summers. We want to go golfing with the boys. We want to.   get on a boat and go take, they take a month off and they go travel because they can't and they can still pay their team while they're gone. And I think for them, they actually hit this spot of growth. And what they were looking for is they didn't want to necessarily grow the practice. They practice like who would change that up? mean, they've got the, they dropped out of insurance. Like I'm talking, they have the sweetest of the suite. They work six to three. They're off every day at three o'clock. Like you want to make a dream life for people that to me was like their dream life. And so when I looked at it,   But what they did is they got stagnated and they just needed something to fulfill. So they actually then went into like church groups and community groups and she got into bodybuilding, which Dana and I can appreciate. Like she got very obsessive about like working out and putting in and spending her time in her physical health. And he spent his time in like Bible study and giving back in the community that way that I feel that if there's a spot, Dana, like you said,   know thyself and be free. And it might be that you want to scale, but you don't want to scale your practice. You just need to go find another avenue of fulfillment that can be in varying shades. That doesn't necessarily need to be the practice. So I don't know because I'm such a like, I love to grow, but I have to ask myself like, why am I growing? it for my own ego? And I'm like, no, I want to like help 500 dentists. Like we're at like a hundred, 200 dentists. Like for me, how do I help 500 dentists? And then how am going to help a thousand dentists? And how do we do that as a company? And that to me,   is the MO more than the dollars is like the big MO is big impact in dentistry. And so it's the number of dentists that we serve and we help. ⁓ That's what lights me up. But like Dana said, managing the team screw that we're bringing on a C-suite for a reason. Like I don't want to deal with that. I don't want to, like I need to build and to create. And that was, makes me happy. ⁓ But I think you do it because you want to do it, not because you feel like everybody else around you does it. But Dana, like, I don't know how to, we can say this on a podcast, but like, how do you really help a dentist?   see that that's okay. I don't know, because we had another dentist who came to our mastermind in person and she told me, said, Kiera, I'm not like them. Like I don't have big dreams. Like I'm perfectly content doing nonprofit dentistry and taking my team on nonprofit trips. And I was like, how did you miss the loud blaring message that I preach from ups on stage? Like   We don't care what you do. Like there's a dentist who works three days a week and he's so freaking happy. And I've got a dentist who's working like six days a week and he's so freaking happy. And she's so happy. Like ultimately it's not about production. It's not about days you're working. It's not about size of practice. It's about what makes you happy. But Dana, I feel like people don't see that. And they're like, no, I need to be bigger or I need to do this. Otherwise I'm failing. I don't know. What are your thoughts on that?   DAT-Dana (09:24) Yeah, and I think it is having an honest conversation that sometimes like comparison is the thief of joy. And like you said, know thyself and be free. And so oftentimes, I will put together just like, a couple options, right? Okay, so you could do this, and this is what this would look like. So we could expand the practice, it could have this many ops in order to fill this many ops, we're gonna have to bring in an associate, right? And sometimes when you map out, you go down the road of, okay, now this is going to be hiring this many people. And this is going to be the process of   creating a new building and this is, they kind of start to see, right? And they're like, I always talk to them about, okay, think about these plans, let's walk them through together. And like, does that make you feel joyful, excited, giddy, inspired, motivated? Or does that feel like it's going to be more work, daunting, more stress, those types of pieces? And yes, sometimes even the growth that you want has a little bit of stress added, right? Or has a little bit more work added in the beginning. But you should be truly excited   Kiera Dent- Dental A Team (10:12) Yes.   Mm-hmm.   DAT-Dana (10:23) And you should be ready to tackle it and feeling refreshed, not looking at it and kind of feeling like, my gosh, I'm already burnt out just even thinking about the plan.   Kiera Dent- Dental A Team (10:32) I would agree with you. And I think that there's like a, I think that's a good litmus test that you brought up Dana of like, how do I feel? Like, is that like a heavy weight and burden? Because like for me building a C-suite now in the company that actually freaking lights me up. Like I'm like, all right, let's like try to figure this out. I get excited to learn that piece of the business ⁓ building out and how can we do these different pieces? Like I get really excited, like building the client journeys. Those things still like excite me. But a few years ago when we talked about growing,   I was like hard no. It was a like put a stop on everything. If you ask me to build one more thing, I'm tapped. Like I just didn't have it in me. And so I also hope people realize that like just because you want something today or you don't want something today, that doesn't mean it's a forever process. Like it can evolve and it can morph with you. And timing is everything. Like Dana, there's some offices where I feel like they're like sleepers and they're just asleep and asleep and asleep. And then all of a sudden like, and I'm going to expand to 10 ops. And you're like,   All right, sweet. Like you and I both have a client in Nebraska and it was like sleepy client just going along status quo. And then all of a it's like, and I'm going to buy the building next door and I'm adding on to dentists. we're like, great, you're lit up for this. let's build it. So I think when people, don't know, maybe this can help people. My family was always like, where are going to move? Jason and I, this is a conversation we talked about on a regular basis. And someone said the other day, they were like, I'm going to move to the East coast. And I was like, you really want to like build your family there. And she said, Kiera, it's not forever.   Like I could just go live there for two years and I could move back to the West coast. And I think sometimes we believe like I do that where I live is my forever permanent, like non-negotiable. And if I'm going to scale or I'm going to simplify, that's my forever non-negotiable rather than like, this is the season and time I'm at. That office that I talked about, their kids are getting older. I know they're starting to think about different things and what they want their life to look like. And so I also want you to realize that if you choose to scale or you choose to simplify,   They're not irreversible decisions. Like if you scale it up, there's a doctor that just joined us and she's a really awesome example. I'm getting her on the podcast. I can't wait to bring her on. Dana doesn't even know about this client. She's new to the company. She's awesome. She freaking blew up a business. Like she launched it. It rocked. She expanded. She built it so big. And then COVID hit and she was in a space where oil and gas were her main clientele. And all of her patients had that. And she's like, I lost them all. She's like, so I had added 10 more ops to my practice.   I had to scale it back down to what it was before, make it go through. And I had this like huge lease on me. And I think about her that like, even if you expand it out and blow it out, she still was able to get herself back to profit margins, found a way around it. That for, I think people, maybe Dana, get nervous and it's like, this is my, I don't know, my like glory or my doom forever. But it's like, it's just decisions and it decides on if it lights you up or if takes you down. I don't know. I've said a lot of words. What do you think on that, Dana?   DAT-Dana (13:26) No, I agree with you. agree. And I think that, too, like you said, people have different seasons in their lives. And at different points, they want different things. And it's okay to want something now to build it and then to decide that that isn't where you want to sit forever. And then we pivot, we come up with other plans. And in the reverse, it's like, oftentimes, I feel like offices don't realize how much you can simplify but still grow. And so, you know, I think it's just going through.   Kiera Dent- Dental A Team (13:29) Thank   Mm-hmm. Mm-hmm. Say that again, because I think people   might have missed that. Say that again, Dana.   DAT-Dana (13:57) Yeah, you can still simplify things in your practice and have massive growth.   Kiera Dent- Dental A Team (14:03) Yes. Bingo. I also hope people hear that because like that practice I was sharing in Florida and Dana, you've got some offices right now that we talked about. We had a case study where they were negative cash. They simplified and they have grown and they've expanded so much. think people often feel, I don't know, I'm going to be hated. I can tell. I'm like playing with my hair a lot right now. That means I'm nervous to say what I'm about to say. So if you're watching, thanks for, I'm sure the marketing team is going to love cropping this.   I think some people feel the ego pull to be larger when that's not really what they want to do. And so they expand or they build because it is really sexy to go to an event or to talk to your bros or your girls and say, this is my office and look how amazing it is. But I think that there's a silent killer that sits inside where they're under debt, they're exhausted, they're so tired and they don't want that versus my practice in Florida. On the outside, I remember looking at it I was like,   This doesn't strike me as their office, but they're like, here it's cheap. It's paid for it fits our clientele and the inside was gorgeous and they renovated it at times. It's a small, tiny office, but I'm like, it does not need to be the grandiose. Like they're not going to go up in a presentation and throw the exterior of their building on a screen. Like it's not, it's not something where you drive by and you're like, wow, I want that dental office. But what I do is I want the profitability. want the life. I want the interior. I want the people that come to that practice. I want the team of that practice.   that I think sometimes ego drives. And again, the exterior of this practice is not like, I think it's a beautiful practice. It's not one though that I'm gonna drive by and stop and be like, my gosh, like this. And so I think sometimes people get that temptation pull. I mean, I've had it. Dana, do you know how embarrassed I used to, I shouldn't tell you this, you were part of it. I used to be embarrassed to post about our team when we do like our Disneyland retreats and there was five of us. And I was like, because we look like.   We look like this piddly little consulting company and I was embarrassed about it. And I wanted to have that giant team picture. And I'll tell you having a freaking giant team picture. That's a lot of mouths, a lot of headache and a lot of stress, but like, feel the ego pole as a leader and a business owner. And it used to be like, loved my team and we were five. I loved us. Like Dana, do you remember the Disneyland retreat sitting in that room together? Like we had some killer fun times together and my life was exponentially easier.   DAT-Dana (16:18) Yeah.   Kiera Dent- Dental A Team (16:26) But like, how do you talk about the ego pull? Even though that's not necessarily, like, I don't want the stress, Dana. I don't want that. I want, I actually want the number of clients we serve today with that, intimate team. Like that's really, and I think we are getting closer to actually having that. think we've been doing a better job there, but like, how do you have that ego pull, not pull you because simplicity is not fun to refine. And we could have done probably a lot more on a lot less people.   ⁓ And now I'm getting people that text me like, my gosh, look at your team. Like I want to join Dental A Team. And I'm like, well, thank you. You don't know like the chaos behind the scenes. ⁓ How do you prevent? Because I think there was a piece of me that might have grown for ego and status too. And like I've never admitted that on the podcast, but I hope people recognize that like these are real conversations too.   DAT-Dana (17:15) Yeah, I think it's just an open and honest conversation about why and about where they are and about what their options are I have a doctor right now who like really really   keeps reiterating how much he wants multiple practices. And we've had to have just kind of a reality conversation of, hey, I will help you build whatever it is that you really truly want. Also though, we just had a conversation about you wanting to start a family, right? And so I always say to him, right, the right decision comes at the right time. And if it's not the right time, maybe it's not the right decision. And let's just take a look at what it would look like to actually be able to get you out of this practice a little bit more to then start to build your family, to then   maybe be able to have practice number two and practice number three that you don't have to be dependent to be in practice number one anymore. And so I do think it's just an open and honest conversation. And sometimes as a coach or as a consultant, these conversations can be uncomfortable.   But let's take a look at where you are. Let's take a look at why you want to do this thing. Obviously, we're going to look at the numbers to make sure that it makes sense and to make sure that you can do it as as minimal stress as possible. But ultimately, why do you want this? Why do you want this thing? Right? What is driving you to do it? What do you hope that it creates? And if all of those pieces really align with what you want, great. And that's awesome. And if they don't, let's figure out a different way.   Kiera Dent- Dental A Team (18:37) Yeah. And I hope everybody has heard throughout this entire episode, Dana has been saying that there's another option. There's a different way that we could figure out something. And I think that that's the benefit of having a coach go through this with you on the simplifier scale, because I know as a business owner, really it's a like, it feels like it's a straight up line. Like you start here and then you grow your team and you grow your profits and you grow your production. You hope you grow your profits. but like that's kind of how it feels like in business linear. But I think with coaching,   Dana, I've seen hundreds of offices and it's a like, well, great. You can have a family today and we can build it. Like you said, we could build practices that don't even rely on you. You can have associates. I've had doctors who have associates that go and open. They just get part of the ownership of it, but they have to do nothing of it. They like help fund it and that's all their requirement is. And the doctor's super happy. They're super happy. And I think what I've learned too, Dana, is for people to realize, like, I think, like I said, I think it's a straight linear is how in my mind it feels.   but I'd like you to almost see it as a spiderweb or there are so many different, or maybe a better analogy is like Venice. Let's do Venice. That feels a little prettier. There are so many winding sideways and different routes. Like it's not just the canal you need to follow. And I think having a consultant, having a coach, having people that are in a community, talking of different ways, I genuinely know and believe that there are probably 200 different ways to get to the ultimate goal you want that doesn't maybe look the way you're painting it in your head today. And I think Dana, you could attest to that as well.   DAT-Dana (20:04) Yeah, absolutely.   Kiera Dent- Dental A Team (20:06) So Dana, if there's a doctor out there that's like, do I simplify, I scale? What would you recommend like in quick like two or three bullet points that they do today to make that decision cleaner for them?   DAT-Dana (20:16) Yeah, I think first and foremost, really think about what you want for your life, not just your practice. Think about...   how much time you want to be at the office, what are the things that you want to do, ⁓ just kind of where you are in your space of life. And I think too, honestly, second thing on that list would be like reach out for help, talk to people who've done it, reach out to a coach. If it's not a coach, find a mentor, find somebody in your area that has expanded or has but in a second practice. What are the lessons that they would tell you? What are the things that they would tell you to look out for? ⁓   and also too, like what are other options? And so I feel like use your network or look for a coach.   Kiera Dent- Dental A Team (20:59) Yeah, and that's why she's called Dynamic Dynamite Dana because with that, that's a perfect wrap. And I hope all of you take her advice. Reach out, we'd love to chat with you. Like, I'll give you free advice. We'll talk to you. Our team's here. Be a part of our community. And Dana, thank you for being on the podcast. I appreciate you in my life. I appreciate you on the podcast. And for all of you listening, thank you for listening. I'll catch you next time on the Dental A Team Podcast.  

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