Podcasts about Boca

Don’t get left behind in the AI shift! Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/ Check Out UPX: https://theultimatepartner.com/experience/ In this critical conversation, Vince Menzione sits down with Shannon Sigmon, Marc Harpster, and Jeff Mesnik to uncover how the rapid pace of change in the Google Cloud Marketplace and AI agent integration is forcing organizations to completely rethink their go-to-market strategies. They break down why traditional three-year business plans are dead, replacing them with agile 100-day sprints to keep up with the shifting ecosystem. The panel reveals that leveraging your Adaptability Quotient (AQ) and turning data patterns into actionable co-sell motions are the only ways to survive the upcoming “agent age” and maintain a competitive edge. https://youtu.be/xIaABKU1jmM Key Takeaways Consistent messaging is required to gather actionable data and build trust with channel partners. Three-to-five-year business plans are obsolete, and leaders must now operate in 100-day sprints to keep pace with hyperscaler changes. Google Cloud Marketplace uniquely supports channel partners by allowing them to own the customer relationship and recognize top-line revenue. The rise of AI agents is shifting discovery away from traditional SEO, requiring ISVs to adapt how they provide access to their tools. Creating interactive content variations from a single asset helps train AI agents to discover and prioritize your solutions. Despite rapid digital transformation, human connection remains the ultimate deciding factor in enterprise software purchases. 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 Adaptability Quotient, Google Cloud Marketplace, agentic age, co-sell motion, digital sales hub, private offers, propensity to buy, AI pattern analysis, hyperscaler CRM, interactive trivia content, product-led discovery. Transcript Shannon – Marc – Jeff AUDIO Podcast [00:00:00] Vince Menzione: That becomes the core of your data analysis because if you’re not submitting consistent content and submit, you know, consistent information, then you’re not gonna get information back. [00:00:13] 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. [00:00:25] Vince Menzione: Welcome to the Ultimate Partner [00:00:26] Vince Menzione: Podcast. I’m Vince Menzione 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 [00:00:46] Vince Menzione: strategy. [00:00:47] Vince Menzione: It is the strategy because being in the room changes everything. Let’s start. [00:00:57] ——-: We have another incredible group of leaders coming up here and, uh, and friends of ultimate partner and, uh, Susan, do you need me for, okay, good. Come on up. So I’m gonna, I’m gonna invite you up and then have you each. Introduce yourself, uh, to this conversation. Shannon, it has been a great to see you. Yeah, great friend. [00:01:18] ——-: Been in, it was in Boca. Mark. Great to have you. Good to see you, sir. Jeff, great to have you. Uh, this is incredible. I’m, I’m excited for this conversation. So, uh, yeah, we talked about aq. We talked a little bit about AQ in this last session. Don’t, didn’t we? Yeah. [00:01:34] Shannon Sigmon: A little. [00:01:34] Vince Menzione: Why don’t we go, why don’t we have you, I wanna have you each introduce yourself, your role, your company mission, and, and, and everything here. [00:01:40] Vince Menzione: So why don’t we start with Shannon. [00:01:41] Shannon Sigmon: Um, hey, thank you Vince for having us again, um, here in Bellevue. It’s been great to meet with everybody and see some old friends. Uh, I’m at Software One, so Shannon Sigman, um, based on the East Coast, but I work at Software One I’m responsible for. Um, in my sales role, I’m responsible for our channel and digital sales organization in North America. [00:02:00] Shannon Sigmon: And then I also have, um, responsibility supporting Regina Ma and Freddie and our leadership team as the chief of staff. Um, and we’re focused software one, if you haven’t worked with us before, we’re focused on helping, um, helping our customers and partners deliver real financial impact in their business so they can afford some of the, the cool to do some of the cool stuff you were talking about in the earlier session. [00:02:20] Shannon Sigmon: And it’s, for us, it’s really about coming in on the front end and helping, um, our customers and our partners understand what they’re doing in their software stack, their cloud stack, and then how to, um, optimize that, rationalize the strategy and, and the implementation of of solutions. [00:02:36] Vince Menzione: And a global leader in the marketplace in [00:02:38] Shannon Sigmon: That’s right. [00:02:39] Shannon Sigmon: The, the number one Microsofts, um, we [00:02:41] Vince Menzione: used to say re reseller or ls. We used to all these different, [00:02:44] Shannon Sigmon: yeah. We, um, it’s funny, I was speaking last night. We fall into the scale solution provider. We’re d with Google and AWS. But, um, we operate very differently on the, on the North America market as a more of a boutique, uh, personalized experience than what a traditional dity is. [00:02:59] Shannon Sigmon: I’m less about the transaction and more about the impact and the, the outcomes and, and helping partners with their go-to-market strategy. [00:03:07] ——-: Awesome. Yeah. And sitting next to you, Marc I’ll let you introduce yourself ’cause this kind of ties in very nicely in [00:03:13] Marc Harpster: Yeah. [00:03:13] ——-: In terms of the work you do. [00:03:14] Marc Harpster: Uh, thanks Vince. [00:03:15] Marc Harpster: Uh, hi everyone. I’m Mark Harpster. I am part of the Google Cloud Marketplace organization. So, uh, guy who you just heard from on the last panel is my boss. Uh, I run strategic initiatives within the marketplace team. So this includes our channel program. Uh, so everyone who is. Uh, the partners who like to resell, uh, ISV software out our marketplace. [00:03:38] Marc Harpster: Uh, I have a team who works with, uh, all of you, and that includes distribution. Uh, and uh, then I also, we run, um, the, some of our, like the go to market strategic initiatives. So we have a. Uh, customer credit program that ISVs can take advantage of to help incentivize deals going through marketplace, uh, propensity to buy, uh, data that we can share. [00:04:02] Marc Harpster: Mm-hmm. Uh, a number of different programs along those lines. Uh, basically, uh, we’re we’re helping. You know, customers find the solutions that they want to buy and helping them buy from the who they wanna buy from. [00:04:14] ——-: Yeah. And you were out early. I mean, you’ve been in the, the, I I feel like Google was leaned in very early on the channel. [00:04:20] Marc Harpster: Yeah. [00:04:20] ——-: And it was a couple years now, right? [00:04:22] Marc Harpster: Yeah. I joined Google about two and a half years ago. Uh, I was, you know, at, at another, worked for another cloud marketplace before that. So I’ve, I’ve been in the marketplace space for, uh, over a decade now. Uh, I’m really passionate about it. And with the, to touch on your point, Vince, I think the one key advantage of Google is, you know, within the, our channel partners, uh, we have a huge, uh, partner network, uh, of, of, you know, channel resellers and, uh, system integrators. [00:04:52] Marc Harpster: Uh, and we actively want those channel partners to, you know, own the customer relationship, including all of the billing. Uh, channel partners tend to love this because we’re the only cloud marketplace that really supports sort of the ability to recognize top line revenue for the channel partners. Uh, and so that’s been a real, uh, you know, distinguishing factor. [00:05:11] Marc Harpster: And one thing I’m really excited about within our marketplace. [00:05:14] Vince Menzione: You got it right. Awesome, Jeff. Good to see you, sir. [00:05:17] Vince Menzione: Good to see you. Thank you. Thank you for having [00:05:19] Jeff Mesnik: me. Good to have you. [00:05:20] Vince Menzione: Yeah. [00:05:21] Vince Menzione: Tell us a little bit about your organization, about content amx. [00:05:24] Jeff Mesnik: Well, I’m honored to be here with, uh, these two. Yeah. [00:05:27] Jeff Mesnik: You know, and, and Vince obviously [00:05:29] Vince Menzione: Thank you. [00:05:29] Jeff Mesnik: But you know, our organization is really about coming back, and I’m not trying to plug tackle by you saying this, but we’re doing the blocking and tackling for organizations another. [00:05:40] Vince Menzione: That’s why I named the tackle. [00:05:41] Jeff Mesnik: Yeah, I know. It’s, it’s, it’s part of my every conversation now and I have to think about it, but we basically believe in the idea that trust is starting by consistency and expectation. [00:05:55] Jeff Mesnik: So a few years ago I was listening to, um, an event where Tim Couch and, um, Michelle Ragusa, McBain were talking and they said, partners respond to. You meeting and greet, you know, exceeding expectations. So one of those expectations should be consistent messaging to them and consistent messaging for them to send out to their customers. [00:06:15] Jeff Mesnik: And then the next step is that becomes the core of your data analysis, because if you’re not submitting consistent content and submit, you know, consistent information, then you’re not gonna get information back. So that information back then turns into sales opportunities because you’re not looking at. [00:06:34] Jeff Mesnik: Clicks or having a marketing person say, Hey, you know, this person just stopped by my booth. Or Hey, they downloaded a white paper. It’s patterns using AI to analyze and address and look at patterns and turn those patterns into actions. So, you know, we’ve been talking Shannon and Mark and I about those patterns and how to. [00:06:55] Jeff Mesnik: Respond to them to maybe do a co-sell motion if that’s what’s necessary, or to make sure that the partner is ready for the next step. We’re doing a program for Microsoft. Whoops. So we’re doing a program for Microsoft. Do I still have it? [00:07:11] Marc Harpster: Yeah, you’re [00:07:11] Marc Harpster: good. Um, that en enables the partners to learn about AI and then we can understand where they are in their AI path. [00:07:22] Vince Menzione: Awesome. So Shannon, uh, Regina, man. Freddy. Yeah. Also a great friend of, ultimate Partner. Been on stage, was on stage here a couple years ago. We talked about adaptability quotient. Uh, we, we took that, we took that back. Now we use it all the time. And I, you know, I want, I wanna cover with you what that means to your organization. [00:07:40] Vince Menzione: A lot has changed. [00:07:41] Shannon Sigmon: Yes. Still. Yeah. [00:07:42] Vince Menzione: Still changed. Yeah. And you work with multiple hyperscalers, so take us through like, how, how, how does. What is now Software One used to be crayon, now it’s software one Crayon, or it’s just software one. Now let’s talk about all the change and how you’re absorbing it, and then how are you taking it to market and being successful. [00:08:00] Shannon Sigmon: Yeah, it’s interesting. We spent time, gosh, two, three years ago now, um, talking about adaptability being the next superpower [00:08:07] Vince Menzione: Yeah. [00:08:07] Shannon Sigmon: Uh, of workforce, right? That it wasn’t just about having the experience, but with the rate at which. The pace at which change was happening, having, uh, uh, employees foundationally focused on curiosity and learning and con constant development. [00:08:23] Shannon Sigmon: Um, and my goodness, uh, this year alone, right? We we’re. We, it’s hard to keep up. Right? So this idea of creating a full three to five year plan, we’re, we’re creating sprints plans. Yes. Right. And sprint strategies. And so I do think when we look at our integration of the two companies as Crayon and Software one come together globally, um, that has been a critical mass. [00:08:47] Shannon Sigmon: Uh, issue for us to overcome, but also to get our employee base one feeling comfortable with the pace of change because it can, for those people who are, are not change agents, it can be really uncomfortable and, and stress inducing. Um, but also giving them space to, to try things, fail fast and learn from it. [00:09:07] Shannon Sigmon: And. Um, it, it, it infuses that adaptability quotient, infuses entrepreneurial spirit within the organization a bit. Um, but it has become, it is the superpower of the next generation is how, how quickly can you adapt to change, but not just adapt to it as it’s coming, but stay ahead of it, um, and stay ahead of what’s happening in the industry through communities like this so that you’re skating towards the puck, not waiting for the puck to hit you in between the eyeballs. [00:09:34] Vince Menzione: Yeah. How long are these sprint. I can’t even imagine doing a three-year plan any, any longer. Right. [00:09:39] Shannon Sigmon: I mean, we, there’s some intentionality behind it for us. So my, um, partner in crime, Sean, uh, er, who leads our rev ops, uh, function in North America, we, we sprint pretty fast. So we do leadership offsite every three months. [00:09:52] Shannon Sigmon: Um, and it’s not like it does, we don’t sit in a meeting conference room like this quite often. There’s. We’re running an Airbnb and we’re living and breathing and talking and tumbling rocks together in a real productive way. Um, and it forces our leadership team to not just work at an operational level, but like really down in the trenches at a personal level together to solve problems for our people. [00:10:15] Shannon Sigmon: For our culture, for our business future. And I think that has helped us stay ahead of what’s coming at us from both the hyperscaler community, from the economy, uh, and global, some of the global trends that we’re seeing. It helps us stay ahead of that. And I mean, as leaders, we can, we can conflict and, and, uh, debate in a closed, safe space to get to work through some of that. [00:10:38] Vince Menzione: Mark, what are you seeing? I mean, we were just talking to D about all the significant advances Yeah. In your organization and you work with all these amazing top resellers in the industry. Mm-hmm. Uh, Tony Voya is an old friend of mine’s. Been on the podcast a hundred times. Yeah. Ran another organization’s one of [00:10:54] Marc Harpster: Yeah. [00:10:54] Vince Menzione: Also one of the large, yeah. [00:10:57] Marc Harpster: Yeah. Tony’s great. Um, it’s interesting you mentioned working in sprints. We, we ourselves are even adapting into sort of the notion of like. What are you doing in the next a hundred days? [00:11:07] Vince Menzione: Mm-hmm. [00:11:07] Marc Harpster: Right? You can’t, that six months, a year is too long. It’s too long. So, you know, that’s just internally, uh, within Google Cloud. [00:11:14] Marc Harpster: But, uh, our, you know, I see this across, if, if we go back a decade ago, uh, you know, ISVs had to learn how to change to, to just to, to list a PayGo product in a marketplace. [00:11:28] Vince Menzione: Yeah. Yeah. [00:11:28] Marc Harpster: Right. A whole new business model. Uh, and then, then we. Introduced the notion of like, Hey, it doesn’t have to just be pay, right? [00:11:36] Marc Harpster: It’s, yeah. Now we’re going to introduce the concept of a private offer, right? And how does that work? Right? And so you heard a lot of, uh, insights in the last panel about some of the changes you need to make to your sales organization and how do you adapt to that, right? And then there’s the change of like, well, what about the channel partners? [00:11:52] Marc Harpster: Right? Yeah. So every channel partner. Uh, in that I’ve been working with for the last eight, nine years, make the pivot to like, oh, we still have a place here. We have all these customer relationships and connections and hey, we can sell these things too. Right? But they have to figure out how the channel private offers feature works, right? [00:12:10] Marc Harpster: Um, distribution. Right. Then suddenly we’re, we’re, we’re bringing distributors back into the cloud marketplace world, you know, and they’re actually pushing us for like brand new things, like, Hey, we wanna, we want more APIs, right? And so I, I’ve seen. The entire community of partners. Be, be able to adapt to meet the customer where they are. [00:12:30] Marc Harpster: Right. And, and take advantage of the customer benefits of buying through marketplaces. And so now we’ve got another, another moment of great change, right? As we head kind of into the agent age. And every one of us is gonna have to, to be adaptable again. Yeah. And I think the notion of like. Whatcha gonna do in the next a hundred days? [00:12:47] Marc Harpster: Or like, what, what, what is the first thing that we, what are our priorities? How do we focus on, this is going to be key, right? ISVs need to, to understand, hey, how do, how do agents change the way we, uh, allow customers to access our tools and our software? Right? Uh, the channel needs to then understand like, well, what are we reselling agents? [00:13:07] Marc Harpster: Are we creating our own agents? Yes. Like, how does this change us? Right? And so it’s across the board, uh, and it’s gonna be a really. Fun, you know, rest next few months. [00:13:16] Vince Menzione: What are you seeing with regards to that? I was thinking about that as well. Like does the ISV create the agent or does the, the, the, the channel partner, the reseller, the Gs, I mean the GSIs [00:13:25] Marc Harpster: are involved here as well. [00:13:26] Marc Harpster: Certainly are, are, are, you know, I think DI mentioned this in the last panel. They, they’re, they’re creating agents, uh, you know, all over the place right now. But a lot of ISVs are as well. They recognize that they need to adapt. Right. And so I think we’re getting. Um, we’re getting really good participation, uh, from. [00:13:46] Marc Harpster: All sorts of partners and even, you know, the, the kind of traditional, uh, like what I call a reseller, they’re starting to figure it out as well. Right? Like, do I need to list my own agent? How do I do that? Right. And they’re coming to us seeking some guidance right now. Yeah. Are [00:14:01] Vince Menzione: you? [00:14:01] Shannon Sigmon: Yeah, I mean, I think we look at ourselves as customers. [00:14:03] Shannon Sigmon: You already heard that yesterday. Yeah. A lot on, from some of the Microsoft community. Um, we we’re starting to see pockets and um, we’re, we’re actually running our own company-wide hackathon in June. Um, specifically to intersect with copilot, Gemini, Claude, how do we get our teams on the ground level? Um, I loved what was said earlier, but it’s gotta be a, a bottoms up, tops down approach. [00:14:28] Shannon Sigmon: And the good thing for us is we have leadership support at the top down on, on the tinkering, on the learning, on the implementation. And now we’re working to build the skillset from the bottom up so that we can take some of those use cases to our customers and our partners and, and start to learn and adopt along the way. [00:14:45] Vince Menzione: So Jeff, you’ve been working with channel partners on the marketing side for many years on their go to market strategies. What are you seeing on your side of this aq? Or how are, how is AQ being absorbed and how are you thinking about this new world that we’re living in today? [00:14:58] Jeff Mesnik: Yeah, I mean, I think, you know, we work with 10,000 different types of channel partners and whether it’s through education or passing through and driving demand for them, and what we’re finding is there’s a little bit sometimes also a whiplash. [00:15:12] Jeff Mesnik: I mean, it’s like first it’s like, okay, we gotta go to the marketplace. Now we have ai, and now, oh wait, there’s these ISVs that can add value on top, and how do I do it together? So. Well, we’re, when we’re talking to these partners, we are trying to learn from the customers also who are bringing, because they’re adjusting their, you know, notions like, right? [00:15:34] Jeff Mesnik: You know, Shannon, you’re doing it every three months, [00:15:36] Shannon Sigmon: right? [00:15:36] Jeff Mesnik: So these poor partners, right? They’re trying to communicate and engage and work with the customer, and then all of a sudden it changes on a dime. So you need to have that instantaneous access to the. Information about what a customer is researching, what they’re doing, what they’re most interested in, and that’s really the important part to help with the, you know, adaptability quotient for these partners. [00:16:00] Vince Menzione: Yeah. [00:16:00] Jeff Mesnik: And for them to learn, they have to be pushed into it through a customer. Not just pushed into it from the vendor’s perspective. Also on the distributors are saying, Hey, let’s you know, go to my marketplace. Don’t go to Google’s marketplace. We are, we are Google’s marketplace. And it’s very, it can be very confusing. [00:16:18] Jeff Mesnik: So using AI you can understand what the customer’s needs are. You can enrich it by pulling in data from the different sources of information, whether it’s a CRM system or third party piece, and then use AI to actually define the next step that each partner can take so that they’re adapting faster and their sales team understands what to do next, and then go through some micro learnings or whatever it might be. [00:16:44] Jeff Mesnik: Mm-hmm. I love that. [00:16:45] Shannon Sigmon: Yeah. Yeah, and I was gonna say, Jeff and I are actually working together on a pilot. One of the things, and Vince, we talked about it, um, our teams internally are so consumed with the integration. [00:16:56] Vince Menzione: Yeah. [00:16:56] Shannon Sigmon: I was scared. There’s a lot of work going on behind the scenes. We pulled the plug really early on, at least getting our frontline sales force integrated last year. [00:17:04] Shannon Sigmon: So, at least to the market and to our customer and partner community, we were one company, but there’s a lot of system integration that’s still to come. And so, um, we, we’ve been partnered with Jeff and, and the content MX team because, um, a part of our cycles of getting our message out to market to our partners and helping them with their customer messaging is just the nurturing, the insights and leading the customer, leading the sellers through that sales Next. [00:17:27] Shannon Sigmon: Best step conversation. And so we’re, um, we’ll leverage some of the, the tools and the resources that that Jeff’s team is bringing to bear for us, because our marketing team has got integration work to go do. We’ve got rebranding and new websites to build and new processes to implement. And so for us that adaptability means realizing we can’t do it all ourselves. [00:17:48] Shannon Sigmon: And so we leveraged this community to connect with partners in the ecosystem who can help us. With our own solutioning of, of how we go to market and making sure we’re not missing the beat in those a hundred day sprints. [00:18:00] Vince Menzione: And you’re truly global. That’s right. As an organization. Right. So Switzerland is now the new headquarters that is right. [00:18:05] Vince Menzione: Nor was it Norway before and [00:18:06] Shannon Sigmon: yeah. [00:18:07] Vince Menzione: And then of course you’ve got the Americas [00:18:09] Vince Menzione: and [00:18:09] Shannon Sigmon: Yeah, we have our headquarter office here in Milwaukee and they’ve got a digital sales hub in Nashville, Tennessee. [00:18:13] Vince Menzione: Yeah. So. Bringing all those resources and then having all these people that have to adapt to change and then drive and go to market. [00:18:20] Shannon Sigmon: Yeah. [00:18:20] Vince Menzione: On top of that, [00:18:21] Shannon Sigmon: look, it just allows us to focus on what matters most, which is our customers, our partners, and our people. Um, and so leveraging our partner community, leveraging this network of folks that you’ve built helps us. We’ll continue to focus our team on the things that matter most for driving the business our results. [00:18:38] Shannon Sigmon: Um, we just announced earlier this week we had a bang up, um, Q1 and looking forward to that momentum carrying through the rest of the year. And, and it’s because of the partnerships and, and helping us to, to manage that adapt adaption of our business, um, going forward. [00:18:54] Vince Menzione: Mark, anything else from your side? [00:18:56] Marc Harpster: Uh, I just, I, I think, you know, platforms like yours are, are super exciting to me, and there’s a number of them that we’ve heard from over the last couple days. [00:19:06] Marc Harpster: You, you help all of us, every partner in the room, including the hyperscalers, you know, meet the customer where they are. And I think that’s increasingly important because as complicated as it’s for all of us to figure this out, it still has to be the customers at the center of it all. Right? And so we need to meet ’em where they are. [00:19:22] Vince Menzione: So what does real AI credibility look like for those partners? [00:19:27] Marc Harpster: Yeah, it’s, it’s a great question. Um, you know, it’s, it’s, uh, I’m fortunate to, to get to be at Google right now and we have, uh, uh, you know, we’re obviously working on a lot of things. Um, you know, we’ve been talking a lot about agents and, and, uh, you know. [00:19:45] Marc Harpster: What does it mean to, to listen agent and what’s that gonna do for the customer? Um, you know, I think it, it’s, it’s gonna have a big impact on how we co-sell. Right. I think we touched a little bit on this in the last panel. Uh, I think that, um, you know, customers, uh, are going to find their way to agents and it’s a different type of customer who’s gonna find it. [00:20:08] Vince Menzione: Yeah. [00:20:08] Marc Harpster: Uh, and I think that, you know, this opens up a real opportunity. Uh, for us to, you know, us as hyperscalers in the marketplace, to, um, kind of flip how things have been. Where traditionally it’s like, oh, you know, the ISV or, or the channel reseller sources the deal, and then we’re gonna register a deal in the, in the CRM, it’s gonna go over to, uh, you know, the, the, the hyperscaler CRM and then the sales rep’s gonna get involved. [00:20:34] Marc Harpster: I mean, that stuff is still gonna happen, still gonna be important, but now customers are gonna find their way to agents and now it’s, oh. The marketplace. [00:20:43] Vince Menzione: Yeah. [00:20:43] Marc Harpster: To get that information back out. Right. Or maybe they’re finding the content through a platform like Jeff’s, uh, and they go try something out and suddenly that’s the signal. [00:20:53] Marc Harpster: Right? And so we need to find a way to communicate that, I think a little more nimbly than we have in the past. Um, you know, so that’s a really big one. Um, and I think that like, uh, you know. The next, the next decade is really gonna be like, a little bit like the last decade was, uh, just as you know, in the last decade, really all these, all of the businesses that, you know, all of you guys in this room found a way to grow these astounding businesses, you know, in cloud. [00:21:21] Marc Harpster: And now I get to do the whole thing again in, you know, in the age of AI and agents. So I’m super excited for it. [00:21:27] Vince Menzione: Well, it, I think about SEO and product-led growth, almost like, oh, the agent’s gonna discover mm-hmm. Yeah. The solution in the marketplace, right? [00:21:35] Marc Harpster: Yeah. [00:21:35] Vince Menzione: So how do you think about go-to market strategies around that, right? [00:21:39] Vince Menzione: Yeah. ’cause, ’cause marketing changes dramatically, [00:21:41] Marc Harpster: right? [00:21:42] Vince Menzione: We were talking about that yesterday. [00:21:43] Marc Harpster: Yeah. Like when the agent is the one, finding [00:21:45] Vince Menzione: the agent is the one finding it, and it, it better be able to find it. ’cause then it’s gonna go search other places if it doesn’t. Yep. As if it’s not discoverable. [00:21:52] Vince Menzione: I think we all get to figure that out together. [00:21:54] Vince Menzione: Right. [00:21:54] Vince Menzione: Jeff, you’re, you’re the go-to-market expert, [00:21:57] Jeff Mesnik: I mean, [00:21:57] Vince Menzione: in the panel here. So how do you think about that? [00:22:00] Jeff Mesnik: We think about it the same way, kind of in your video, right? Yeah. Where it’s basically there’s a few ways that you need to be, um, reaching out so that you’re discovered by the AI agent. [00:22:10] Vince Menzione: Yeah. [00:22:10] Jeff Mesnik: So exactly the, you know, for example, you, you know, people here we are all writing white papers and case studies and, you know, doing all that work. [00:22:18] Jeff Mesnik: But what really triggers it is when you create more content from that one piece. So that’s more interactive. So for example, like, you know, you guys were talking about the short, the video shorts. [00:22:29] Shannon Sigmon: Yeah. [00:22:29] Jeff Mesnik: You can instantaneously, like we have a system that’s connected that instantaneously creates these video shorts from the PDF. [00:22:36] Jeff Mesnik: Or some of you may have seen I created a trivia night, which is an interactive element, so it enables people to then share and engage, and that starts to have, you know, some effect with the SEO, which is now. AI agents who are looking out to see, okay, what are the responses? What are the other people saying? [00:22:57] Jeff Mesnik: You’re spearheading that motion. [00:23:00] Jeff Mesnik: Yeah. [00:23:00] Jeff Mesnik: And then as you said, kind of the, kind of the triggers or the, you know, the, for the data insights that come back mm-hmm. From that are the ones that can trigger a co-sell motion where you’re working together with. Other partners you can be, you know, if you’re a vendor and you use us and you see that information, then maybe partner tap comes in and you can basically find which partner is the right one, and the systems can then target and have a co-sell motion together. [00:23:27] Jeff Mesnik: Yeah. [00:23:27] Jeff Mesnik: Right. So that’s the power that’s available now. [00:23:30] Vince Menzione: Yeah. Shannon, you mentioned about skating where the puck is going. Yeah. Famous. What, by the way, Wayne Gretzky lives in Jupiter, Florida. For those who dunno, uh, all the famous athletes, but of course that’s his, his quote. [00:23:42] Vince Menzione: And Joe Namath. Right. [00:23:43] Vince Menzione: And Joe NamUs. [00:23:44] Vince Menzione: Yeah, he’s in the, he’s in that one picture though slide. I have. Let’s talk about that a little bit. ’cause you, you’re navigating quite a bit of change. One of the most trusted resellers in the market working with the hyperscalers. Tell us how you’re adapting to that puck, where that puck is going. [00:24:01] Shannon Sigmon: Yeah, I, I think one of the things that we encourage and we talk about it, we, um, have a regular standing, uh, meeting where we talk about going out in the wild. [00:24:09] Shannon Sigmon: And so I think the, the most important thing that I would leave you all with and something that we are, um, fostering and learning along the way too, is your people in this whole A-E-O-G-E-O world. Your people have to have an opinion. It’s not just enough for them to share the content, click on the content, read the content, but they have to show up with a perspective or an opinion. [00:24:30] Shannon Sigmon: I don’t, I don’t need to be Jay McBain, but my goodness, I’m gonna follow him. I’m gonna learn from him, and I’m gonna share some of the learnings that I read from him because. He’s doing the work and, and getting the research together for us. But it is important that they do that and the, and the learning and adapting to where the puck is going, doesn’t happen behind a pane of glass. [00:24:47] Shannon Sigmon: They have to be out in front of it, in front of their customers, in front of partners, having a cup of coffee down the street with the neighbors. Because everybody is now consuming information in a much more personal way. It’s not, uh, just a corporate feed, uh, trough of AI slop that, um, somebody I was at an event last week they talked about, but to, to really understand it, to know it to be customer zero. [00:25:13] Shannon Sigmon: You have to be in it. And that doesn’t happen behind the pane of glass. So I would say that was probably the first one. And I think, um, one of the things that, uh, sparked, you know, a fire yesterday for me, Vince, was just really this conversation around the marketplace. Um, and especially in our, our, our community and what we do is how do we, this convergence of SaaS. [00:25:34] Shannon Sigmon: This convergence of consumption in the marketplace. Um, how do we as resellers help our customers optimize how they procure, um, their software in a much more modern way, um, and manage that along, along this journey so that they can take advantage of things coming up in ai. But I think those are like the two. [00:25:53] Shannon Sigmon: The one thing is just being curious, getting out in front of it and building your perspective. And you don’t have to be the smartest person in the room, but you do need an opinion. Um. And then showing up at events like this so that you can learn. [00:26:06] Vince Menzione: So Mark, uh, largest go to market shifts happening. I mean, the, the, the, the growth is astounding. [00:26:12] Vince Menzione: What about from your perspective? [00:26:14] Marc Harpster: Yeah, I think, um, you know, how you go to market, uh, in, in this new age is gonna change based on the type of partner that you are, right? Uh, if you’re an AI native startup, then you know that is your go to market. Like, like the AI is who you are, right? It’s part of your identity. [00:26:35] Marc Harpster: Versus if you’re a a, you know, a, a, an incumbent, a, a large ISV, you need to figure out how to wrap AI around your existing solutions, right? Mm-hmm. But if you may have a SaaS solution, and now do you have agents that are talking to that SaaS solution? You know, and are you building that? Where are you building that? [00:26:50] Marc Harpster: How are you running it? And how are you partnering with, you know, the hyperscalers? Uh, how are you partnering? You know, it could be, uh, philanthropic or open ai, right? Mm-hmm. Like we all have to, you know, you have to think about. How each of these different types of partners can help you go to market, right? [00:27:08] Marc Harpster: And really come up with that strategy. [00:27:13] Vince Menzione: Former. Any comments on that? [00:27:14] Jeff Mesnik: Yeah, well, I mean, I’ll just add, I, I just was thinking about this, uh, I’m gonna butcher this Bueller quote, but things are changing really fast, and you gotta take a moment to listen and understand what’s going on out there. So the data coming in is always going to drive everything else that you do. [00:27:30] Jeff Mesnik: So I butchered that quote, but imagine I said it right? [00:27:33] Vince Menzione: Yeah. I, I love Shannon, what you said it, and I’ll. Paraphrase it. The analog is the new digital. [00:27:42] Shannon Sigmon: It is, yeah. [00:27:43] Vince Menzione: Because we need rooms like this. We need to be in the room with other listen experts like [00:27:48] Shannon Sigmon: yourselves. Yeah. I mean, I say quite often human connection still matters, and at the end of the day, people are gonna use AI tools to do the research, to find the information, to surface the video training, but they’re not gonna make the decision until they know the person they’re buying from. [00:28:03] Shannon Sigmon: Yeah. And so that whole adage of people buy from people they like and trust. Is even more important in this, in this day and age. Yeah. [00:28:12] Vince Menzione: Any last comments or go tos for the, for this community? In front of us today. [00:28:17] Jeff Mesnik: I’ll just say that because of this community, you know, Shannon and I met, so we have yeah. [00:28:21] Jeff Mesnik: Great business that we’re gonna be doing together and I met the team at ISSI and we’ve got a great partnership that’s brewing. And, you know, I’m looking forward to other, you know, people that I’ve met here, um, Andrew who’s out there. Um, we’re gonna do some work together. So thank you, Vince. Thank you. I mean, this community has really been fabulous for me personally and for my business. [00:28:39] Jeff Mesnik: It’s been great meeting [00:28:40] Vince Menzione: and I didn’t pay you to say that, by the way. [00:28:42] Jeff Mesnik: No, I paid you. [00:28:44] Vince Menzione: That’s right. You did. You. Okay. Well, alright, mark, anything, any last comments from [00:28:52] Marc Harpster: Yeah. You know, um, don’t be afraid of the change, right? Like, if you have that hour a week, just go play around with play, play with all of the different, uh, AI. [00:29:02] Marc Harpster: Technologies that are out there, right. And just, uh, get to know them, right? The more comfortable you are with them, the easier this whole thing’s gonna be. So dedicate an hour a week, just go, you know, and that’s your time to, to learn how these things work, right? So [00:29:15] Vince Menzione: yeah, [00:29:15] Marc Harpster: I say don’t be afraid of it. [00:29:16] Vince Menzione: Awesome. [00:29:17] Vince Menzione: Yeah. Thank you so much. What a great panel. Great conversation. What do you think? Everyone? Thank you. Thank you so much. [00:29:25] Vince Menzione: Thanks for listening to the Ultimate Partner Podcast. If today’s conversation resonated. Share it with a [00:29:31] Vince Menzione: partner leader in your network. Subscribe where you listen, and head over to the Ultimate partner.com for show notes related content and the resources for this episode. [00:29:42] Vince Menzione: And if you haven’t already, now’s the time to register for the Ultimate Partner Live event in Reston, Virginia, October 26th through October 28th. Until next time, keep showing up in the rooms that matter because being in the room changes everything.

Welcome to Media Club Plus: a podcast about diving into the media that interests us and the stories that excite us. This season we're watching The Sopranos. In this episode, we watched episodes 9 and 10: Boca and A Hit Is A Hit. Next episode we're watching episodes 11 and 12, Nobody Knows Anything and Isabella. Featuring Keith Carberry (@KeithJCarberry), Sylvi Bullet (@SYLVIBULLET), Arthur Martinez-Tebbel (@amtebbel), and Andrew Lee Swan (@swandre3000) Produced by Keith Carberry Music by Jack de Quidt (available at notquitereal.bandcamp.com) Cover Art by by Annie Johnston-Glick (@dancynrew) anniejg.com Link to the screenshot post  

(00:00-12:35) Joined by voice of the Blues, Chris Kerber. What Blues have had memorable debuts? Tarasenko scored two goals on his first two shots in his debut. Auston Matthews four goal debut. Calling historical moments for an organization. Does a broadcaster know in a moment how historical a moment could be? Pat Maroon's double overtime goal.(12:43-29:33) Boog Sciambi's calls of the homers in Baez's historic debut. Only two more home stands remaining. Guns 'n Roses and Public Enemy last night. Number 22 is a great number. Do you get a refund for a rained out concert? Sweaty hoosiers in leather. Brad in Boca was at the concert last night and has a report. Bedazzled shirt with rhinestones. A nice road trip kinda smell. Eating a stick of butter like a banana.(29:43-47:21) Papers Mixed Bag. Audio of Barstool's Brandon Walker who is a little confused by Mizzou's number 25 ranking. Three teams in the SEC have a payroll over $40M. Fight, then kiss. Which municipality consumes the most hot dogs per capita? The flip flop epidemic.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

A Cardinal weekend for the ages. Jackson watched the magic from a pool party. Where's Affton? Audio from Baez's trio of homeruns on Saturday. That first homerun to centerfield was crushed. Walker finally got some protection in the lineup. Where was Beercats? Deep esophagus noises. $100 bet gets you $50K if the Cardinals win the World Series. Sergio Dipp. Burleson just hits.Scottie Scheffler heading to St. Louis for the BMW off a win in Memphis. Audio of Oli Marmol talking about Joshua Baez's debut and the possibility of him bringing a spark to the room. Jordan Walker talking about the Cardinals' recent surge and the Baez debut. Walker's in-game interview out in right field. Who do we hold accountable for it? Old person Facebook. Exclusively for the hoooores. Go, Doggies.Did you hear NCOTR being played at Wrigley this weekend? Not sure the org is gonna play it at Busch. It's a real panty dropper. Doug may write a Mizzou Block M song. Who's The Don of the Tarps Off section? You don't see many 2-irons anymore. Driver off the deck. Tim's mom's fear of flying and Sharon's not happy about it.Joined by the voice of the Blues, Chris Kerber. What Blues have had memorable debuts? Tarasenko scored two goals on his first two shots in his debut. Auston Matthews four goal debut. Calling historical moments for an organization. Does a broadcaster know in a moment how historical a moment could be? Pat Maroon's double overtime goal.Boog Sciambi's calls of the homers in Baez's historic debut. Only two more home stands remaining. Guns 'n Roses and Public Enemy last night. Number 22 is a great number. Do you get a refund for a rained out concert? Sweaty hoosiers in leather. Brad in Boca was at the concert last night and has a report. Bedazzled shirt with rhinestones. A nice road trip kinda smell. Eating a stick of butter like a banana.Papers Mixed Bag. Audio of Barstool's Brandon Walker who is a little confused by Mizzou's number 25 ranking. Three teams in the SEC have a payroll over $40M. Fight, then kiss. Which municipality consumes the most hot dogs per capita? The flip flop epidemicLet's play two in Cincinnati. Don't say good piece of hitting in front of Doug. Poppin' out vermin. Audio of Buster Olney calling Baez's debut "the best in MLB history." Doug's still reading off good MLB debuts. M Bone watches Cubs game and people watch him watch Cubs games. Downtown Affton. Wearing Blaze Jordan's cleats and they're going to the Hall of Fame.Still workshopping Season 1 of The Real Housewives of TMA. Design Aire Heating & Cooling EMOTD.Look to your right, Doug, it's James Carlton. Joshua Baez leading off in Game 1 in Cinci today. James missed Baez's debut because he was at a public pool. Colonel's Ten Thoughts For a Monday Morning. Chairman ranked the five hottest coaches in college football. RIP Hayden Panitierre. The Odyssey. Is Kevin Spacey making a comeback? Safe Driving.American Beauty. What does 'on the nose' mean? Favorite Leonardo Dicaprio films. Lenny Williams. Mizzou condom mom.Fight the Power. Cardinals creepin' just 3.5 back in the wild card. No team has ever made the playoffs under .500 in a full season. Best and worst possible World Series stadium matchups.And the winner of the Design Aire Heating & Cooling EMOTD is...See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Nascido em Rio de Moinhos, numa família humilde com oito irmãos, Carlos Lopes abandonou a escola aos 13 anos para ajudar financeiramente os pais, percorrendo vários ofícios antes de se fixar na serralharia. Foi por acaso, numa noitada com amigos, que descobriu o atletismo — uma “brincadeira de miúdos” que o levaria ao topo do mundo. A conversa com Daniel Oliveira revela um homem que nunca separou o esforço quotidiano da sua filosofia de vida, recordando que chegou a treinar até às 22h00 depois de um dia inteiro de trabalho, e que os quase dez anos de paragem forçada por lesão no tendão de Aquiles nunca abalaram a sua convicção de que voltaria a competir ao mais alto nível. O Alta Definição foi exibido a 15 de agosto na SIC.See omnystudio.com/listener for privacy information.

In a face-to-face interview, Ken LaVicka & new FAU AD Josh McCowan discuss his arrival in Boca, what are his priorities, how he will properly acclimate himself to the FAU Athletics machinations, what will the networking process look like, his fundraising history & just how debilitating is three hours of cowbells at Mississippi State football games. SUBSCRIBE to "The Florida Atlantic Voice" podcast: Spotify l Apple Podcasts l Any podcast platform WATCH "The Florida Atlantic Voice" podcast: Every Tuesday 2pET/Friday 2pET. FAU Football "The Day After" postgame show Sundays in-season 10aET (or the day after a non-Saturday game). FAU Basketball "Post-Up" postgame show in-season. All on X (@KLVsays) & YouTube (@kenlavicka) FOLLOW Ken LaVicka on social media: X - @KLVsays l Instagram - @kenlavicka l YouTube - @kenlavicka For "The Florida Atlantic Voice" sponsorship opportunities: E-mail klavicka84@gmail.com Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Subscribe to LMSU's Patreon for some unsolicited advice to the next Victorian Energy Minister! This week our Bonus episode includes Frankie, Luke and Tennant providing some free (unsolicited) advice to whomsoever occupies the hotseat as Victorian Minister for Climate Change and Energy following this year's state election. Run, don't walk, over to www.letmesumup.net and subscribe to our Patreon to hear which hills your intrepid hosts think are are worth dying on. — This week your intrepid hosts have their eyes on Canberra for the entree and main course, and begin with a substantial speech from Climate and Energy Minister Chris Bowen at the National Press Club. Lots to digest in here, but the big ticket was the minister's announcement to expand the Small Scale Renewable Energy Scheme (SRES) to include deemed incentives for 5 years' generation until 2030 of solar PV systems up to 1 MW, up from 100 kW. This idea has been doing the rounds for years and we reckon, it's an idea whose time has well and truly come! Also packed into the speech was some more meat-on-bones for data centre energy requirements in the forthcoming National Standards - but lots more to come on that front! Our main course Summerupperers, this is the kind of episode your intrepid hosts were born for! This week we chow down on some classic LMSU content. That's right, we speak of the government's just-released 2026-27 Safeguard Mechanism Review consultation paper. Adding to our collection of Safeguard-related episodes, we go long on this one! Much anticipated and promised since 2023, this review is looking at how effective the current settings are in delivering the government's 2030 emissions target, and whether adjustments are needed, as well as what the post-2030 settings should be. In the mix: decline rates! Financial support! To ACCU or not to ACCU! Thresholds! Cost of containment! And dare we say it, a little border carbon adjustment, just adjusting carbon at the border? Let's make BoCA a thing, people! One more things Tennant's One More Thing is: Research showing US Permian Basin methane leakage was nearly halved from 2019 to 2023. Effort, and regulation, make a difference!  Frankie's One More Thing is: a PSA for some soon-to-be-published research from her day job at Investor Group on Climate Change on proposed reforms to the Safeguard Mechanism! The report will be launched in Canberra early next week, so keep your eyes peeled here. Luke's One More Thing is: a rant about some seriously shortsighted and retrograde comments made by the Federal Opposition, committing to replace the National Construction Code with a basic housing standard based on the 1988 building code, before things like energy efficiency provisions were added. Where to start on this particular head scratcher? Hard to imagine a parliamentarian arguing for higher energy bills for vulnerable households, but these are topsy turvy times we live in.  And that's it for now, Summerupperers. There is now a one-stop-shop for all your LMSU needs: head to letmesumup.net to support us on Patreon, procure merch, find back episodes, and leave us a voicemail!

Ken LaVicka goes in-depth on a few Zach Kittley anecdotes from the first week of FAU Football fall camp(including a major endorsement of one of his brand new defensive ends), FAU Basketball has some of its '26-'27 schedule puzzle in place (including a notable team dropping off the schedule) & a quick recap of AD Josh McCowan's introductory press conference (including some passionate words from yours truly). SUBSCRIBE to "The Florida Atlantic Voice" podcast: Spotify l Apple Podcasts l Any podcast platform WATCH "The Florida Atlantic Voice" podcast: Every Tuesday 2pET/Friday 2pET. FAU Football "The Day After" postgame show Sundays in-season 10aET (or the day after a non-Saturday game). FAU Basketball "Post-Up" postgame show in-season. All on X (@KLVsays) & YouTube (@kenlavicka) FOLLOW Ken LaVicka on social media: X - @KLVsays l Instagram - @kenlavicka l YouTube - @kenlavicka For "The Florida Atlantic Voice" sponsorship opportunities: E-mail klavicka84@gmail.com Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Joe Rose and the crew look ahead to the Dolphins' joint practice with the Commanders as Miami continues trimming its roster from 90 players to 53. The guys discuss Miami's trade for a Patriots offensive lineman, the positions of strength and concern, why Joe expects the Dolphins to stay active with waiver claims and potential trades, and the team's record amount of dead salary-cap money. Plus, they provide an update on rookie WR Chris Bell's recovery, debate LeSean McCoy ranking Antonio Brown over Jerry Rice, discuss the booming sports-card market after a Shohei Ohtani card worth millions was pulled in Boca, and Joe compares Don Shula's demanding Dolphins practices to Bill Walsh's approach in San Francisco while revisiting some of Miami's recent draft misses.

Joe Rose and the crew look ahead to the Dolphins' joint practice with the Commanders as Miami continues trimming its roster from 90 players to 53. The guys discuss Miami's trade for a Patriots offensive lineman, the positions of strength and concern, why Joe expects the Dolphins to stay active with waiver claims and potential trades, and the team's record amount of dead salary-cap money. Plus, they provide an update on rookie WR Chris Bell's recovery, debate LeSean McCoy ranking Antonio Brown over Jerry Rice, discuss the booming sports-card market after a Shohei Ohtani card worth millions was pulled in Boca, and Joe compares Don Shula's demanding Dolphins practices to Bill Walsh's approach in San Francisco while revisiting some of Miami's recent draft misses.

Neste episódio, falamos sobre o aumento da pressão pela saída de Gianni Infantino, Bruno Guimarães no Arsenal, o mercado agitado na Europa, principais amistosos do fim de semana, futuro de Endrick e nova numeração, Enner Valencia no Boca, Almada no River e muito mais. Vem com a gente! Learn more about your ad choices. Visit podcastchoices.com/adchoices

Don’t miss the AI partnership revolution Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/ Check Out UPX: https://theultimatepartner.com/experience/ In this episode, Vince Menzione sits down with Amit Sinha from WorkSpan and Marc Monday from ServiceNow to dissect the rapid evolution of AI-native partnerships and the shifting dynamics of the channel ecosystem. They explore how the hyperscaler co-sell model has transformed into a complex strategy of asymmetrical collaboration that demands unprecedented speed, simplicity, and scale from publishers. By integrating AI agents to orchestrate workflows, manage high-risk renewals, and automate low-dollar deals, companies can activate their sellers and drive explosive, exponential growth in their partner programs. https://www.youtube.com/watch?v=ZP4cFBcCI9Q Key Takeaways The partner channel is no longer just a piece of the strategy; it is the entire strategy for winning in 2026. Modern co-selling is an asymmetrical collaboration where publishers must often do more than fifty percent of the heavy lifting. Implementing AI agents within partnerships can lead to massive revenue impacts, such as a 24% higher lift on renewals for companies like Boomi. True scaling requires moving beyond traditional time-and-materials consulting toward outcome-based frameworks for customers. Activating sellers through continuous AI-driven account orchestration is the ultimate key to unlocking exponential ecosystem growth. The market is moving faster than ever, necessitating that partner enablement and roadmaps shift to agile, sprint-based cycles rather than long-term rigid plans. 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 AI native, ecosystem shifting, hyperscalers, Work Span, ServiceNow, lifecycle incentives, cloud native, consumption led, DocuSign, Gong, Boomi, workflow orchestration, asymmetrical collaboration, CRM integration, marketplace private offers, high propensity, seller activation, agentic solution, outcome based consulting, LLM control tower. Transcript Amit Sinha and Marc Monday Audio Episode [00:00:00] Marc Monday: We have to be soup drop dead simple and we’re gonna talk about that nice. In this world. It has to be simple. Even though under the covers it’s very complicated, [00:00:10] 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 [00:00:46] Marc Monday: changes everything. Let’s start. [00:00:52] Vince Menzione: And, uh, two incredible friends up on, uh, up on stage. But I think I’m just gonna have my, one of my first friends come up. Amit Sinha from Work Span, a great, great friend and supporter. We’ve been together since the beginning, since the very first ultimate partner in Dallas when we commandeered Microsoft facility. [00:01:12] Amit Sinha: Yeah, [00:01:12] Vince Menzione: you have a little bit that you’re gonna share first and then we’re all gonna come join you. [00:01:16] Amit Sinha: Absolutely. And [00:01:17] Vince Menzione: then we’re gonna have my other great friend, mark Monday on us on stage with us as well. So yeah, [00:01:21] Amit Sinha: what a privilege. Uh, what a privilege. Vince, you do an amazing job as a community and, uh, incredible. [00:01:27] Amit Sinha: Shout out to Alexandra. Uh, we work together at Cisco talking about lifecycle incentives across the whole lifecycle. So amazing work done there as well. So. Very quickly, I’m gonna talk to you about AI native partnerships. A quick motivation. That’s me. Of course, we are using Nano banana to cover that. [00:01:45] Amit Sinha: That’s me looking up a Yellow Pages. I will date myself. That’s, uh, McDonald’s coming to India and me looking up, uh, the nearest McDonald’s, right? And this is me now booking Uber Eats Ma and I had this real experience yesterday night. I flew in from Sapphire in Orlando and I was hungry. Ma said, let’s, let’s get Uber Eats. [00:02:06] Amit Sinha: And we had a great. De this is digital native, right? We had no idea the world would transform this way, but completely new ways of working. Okay. Um, and, uh, another great experience that Mike, my co-founder and CEO seated the back half, I spent a decade at SAP, uh, doing hana, which was a database product, but it was on premise. [00:02:28] Amit Sinha: We had these racks and our whole gig was actually take an amazing HANA database with this server mounted, deployed. Wow. The CIO and the CFO, that this is the most amazing thing. And they would not say, Hey, you can’t take that box away, because it’s such a good insight that I get for my, uh, analytics product, right. [00:02:47] Amit Sinha: So that’s the old way. And look at us. We are all cloud native, right? Cloud has gotten to a place where it’s not just about infrastructure, running things and meters and stuff like that in a scalable way. It is a also source of innovation. New capability, new business model, consumption led business model. [00:03:07] Amit Sinha: Whole new way of working, right? So this comes to the new world now, what does AI need to look like? We heard all the amazing speakers talk about, uh, you know, the promise of ai, right? But you have a choice. Uh, you have a choice to do it yourself or, uh, especially as partnership professionals, right? When you do it yourself, you have this chat bots and stuff that you get from all the major. [00:03:33] Amit Sinha: You can always get more productive, but that’s about half an hour saved. The bar is too low there. So this is an amazing piece of, uh, research put together by all the experts. Vince, thank you for doing that. Uh, we had Jay McBain lend his voice as well. We had Rob Moyer with all his, uh, decades of, you know, insight and wisdom as to what would the future with AI look like, uh, encapsulate in that. [00:03:57] Amit Sinha: So go ahead, take a picture. Uh, this is not gated. Um, beautiful piece of content has also new insights from leading firms. AI native, I would dare say frontier firms who are like DocuSign or Gong who are really pioneering AI native partnerships, Boomi, and how they’re powering their renewal business case across AWS Google and Microsoft Marketplaces. [00:04:21] Amit Sinha: Uh, this really talks about that. And here, uh, this is the thought leadership that we bring to the table. And again, this is not a vendor pitch. This is, you know, as you elevate from the low bar about making yourself productive where you’re cut and paste, uh, into a chatbot, your context so that you can get a better co-sell email out there. [00:04:40] Amit Sinha: You DIY, this thing. But if you think of working with works span, these are three things that you should think about. First is imagine instead of cut and paste, you have your entire partnership context right there. And because the context is there, the right better together story, the right case study, the right partnership documents, the right opportunity and accounts that intelligence not only informs you, but also your team in a, in an extended way, and even your partnership in an extended way that’s fully automated. [00:05:13] Amit Sinha: Second is it’s not just informing you or sensing you, it is also acting. And I think this is where there are, you know, death by a thousand cuts if happening in the world where all this time gets taken up, right? But if you have an agent that scales in ly, whether you are big mature partnership, you got lots and lots of accounts and opportunities to cover, the agent can do that. [00:05:36] Amit Sinha: Or if you’re a new partnership, how do you get to market quickly? With the right assets, the right get to market content. This can work both ways. And lastly, how do you secure this partnership is done in trust. So you should have an agent for every partnership, uniquely your partnership with Microsoft, your partnership with ServiceNow, your partnership with uh, AWS and Google. [00:05:59] Amit Sinha: They all get a different agent. And the point here is these agents can work in a circle of trust and the boundary that gets established. So via work span, come talk to us outside. And with that, Vince, let’s uh, bring Mark along. Come on, mark. [00:06:17] Vince Menzione: Alright. I am gonna have you and then Mark, uh, yeah. Want mark in the middle? [00:06:22] Marc Monday: Oh, uh oh. [00:06:24] Vince Menzione: So, uh, let me move over so I get back to the picture slide. Look at those two handsome gentlemen up there. Uh, thrilled to have you Mark as well. Uh, for those of you who don’t, because you’ve been, you were just in Boca with us this Yeah. This winter. [00:06:39] Marc Monday: That’s right. [00:06:40] Vince Menzione: And, uh, tell us about your new role at ServiceNow. [00:06:43] Marc Monday: Well, I have the absolute privilege of leading the partner channel at ServiceNow. Yeah. Um, it’s comprised of our partner programs, our program gives and gets, and importantly our five routes to market, our consulting and implementation partners, our resell partners, our service provider partners, our hyperscaler partners, and importantly our build partners. [00:07:03] Vince Menzione: I love it. I love it. So let’s talk about the partner programs and why they’re so critical to ServiceNow right now. [00:07:08] Marc Monday: I think in this world scale is everything, and so this profession has always been a bit mercurial and a little bit of a black box for organizations. What does the partner team do? What does that look like? [00:07:21] Marc Monday: But what we have to continue to do is explain, this is your force multiplier. Working together in collaboration helps you scale beyond your individual numbers. And that’s really the thing that we’re focused on is how do we drive that? And I have three big things that we have to focus on is we have to be sup, drop dead simple, and we’re gonna talk about that [00:07:40] Vince Menzione: nice. [00:07:41] Marc Monday: In this world, it has to be simple. Even though under the covers it’s very complicated. We have to be incredibly fast. Agility is the key in this very moment. And then as I said, with that becomes the scaling element and the force multiplier. [00:07:56] Vince Menzione: And you have spent many, you, well, we both worked at Microsoft together. [00:07:59] Vince Menzione: It’s [00:07:59] Marc Monday: true. [00:07:59] Amit Sinha: Way back way. [00:08:00] Marc Monday: I feel like you’re punking me having me right before lunch. Like I remember back at Microsoft, you did something to me, so I’m gonna have you right before lunch. [00:08:07] Vince Menzione: It’s, no, it’s really terrific to have you. But, uh, so yeah, you, you mentioned about like the change and the specificity and the clarity around it. [00:08:16] Vince Menzione: Amme you have, uh, broken the model, so to speak, working with ServiceNow, right? Yeah. You went from being a traditional. I’ll call it co-sell Engine Marketplace Company. Uh, tell us, tell us, tell us about the innovation that’s going on in the room. We’re working with ServiceNow. [00:08:31] Amit Sinha: Absolutely. Uh, when you think of co-sell, the first mine goes to just co-sell with the hyperscalers, right? [00:08:36] Amit Sinha: Because they kind of pioneered and started this in a unique way. We, of course, got started with Microsoft eight years ago, doing not just co-sell and P two P, but since then AW S and Google right. You would be surprised to know that we do about 10% of AWS sales through work, expand co-sale. Right. Just [00:08:53] Vince Menzione: wow. [00:08:53] Amit Sinha: But that’s where we started. Where we ended up is really looking at all partner types and all motion types and. Mark and I disagreed and he, he really pushed me hard on this. Yeah, and the point here is if you look at your build partner motion, it’s also a co-sell. You build, then you co-sell and go to market, [00:09:11] Vince Menzione: right? [00:09:12] Amit Sinha: If you think about your services partners, right? You have a product. They have amazing last mile services and digital transformation. Uh, capabilities, and again, there’s a coastal motion there. So where we world works span eventually was not just coastal with hyperscalers, but across all partner types. And Mark, thank you for pushing us on that. [00:09:31] Amit Sinha: Yeah. And being a pioneering partner on works span with us. I really appreciate [00:09:34] Marc Monday: this. It was a fun rumble we got there. [00:09:37] Vince Menzione: So why does it matter now for ServiceNow specific? [00:09:40] Marc Monday: Yeah. I mean the reality is, um, I’m gonna say something provocative. We’re, we’re all friends. Yeah. Um, Cosell iss probably a misnomer. It’s not a 50 50 coequal relationship. [00:09:53] Vince Menzione: Yeah. You don’t walk in together holding it back. [00:09:55] Marc Monday: It’s asymmetrical collaboration. I love that. And I want to put the stake in the ground. The co-sell motions that have been created by the hyperscalers are wonderful. The pipe has been opened, but the reality is the publisher. Has to do a lot of the work and the systems are there, but the key is not just connecting into partner center as an example. [00:10:16] Marc Monday: Yeah. But building your own infrastructure and processes. That’s where the magic comes together, and that’s where we really drive scale. And so if we approach co-selling is asymmetrical collaboration and recognizing that you probably need to do more than 50%. When a, when a a team collaborates on co-authoring a book, it’s not like someone’s writing every other word, and it’s exactly 50%. [00:10:40] Marc Monday: Or if a pilot, a co-pilot is with a pilot on a plane, they’re not doing exactly 50% of the work’s, [00:10:46] Vince Menzione: right? No. [00:10:47] Marc Monday: This asymmetric approach requires that we do a lot of the work on our side. Yeah. And that’s where AM and team have really helped us a ton. [00:10:55] Vince Menzione: And ServiceNow was known as a ticketing solution back in the day. [00:10:58] Vince Menzione: Right. And you’ve kind of, I mean, it it, it started that way. [00:11:01] Marc Monday: We have a wonderful heritage 20 plus years Yeah. Of workflow orchestration. Yeah. And in a diggen world, what are we really doing? We’re orchestrating workflows, and importantly, we need to govern those workflows and we need to sequence them in a meaningful way. [00:11:17] Marc Monday: And so our vision of a control tower across any hyperscaler, any LLM, any workflow, any system of record, any time, that’s the key to everything. [00:11:27] Vince Menzione: And so now you’ve taken the work span approach and driven it across what I see, like taking, taking this. This stack, we’ll call it. Yeah, the tower. Yeah. And then applying all of the methodologies and best practices on what we’ve called co-selling and ecosystem orchestration, essentially is what it really is. [00:11:46] Amit Sinha: Absolutely. [00:11:46] Vince Menzione: Yeah. [00:11:47] Amit Sinha: Yeah. And we are thrilled to partner with ServiceNow on this. So ServiceNow, as you guys know, uh, release their CRM product. So we got in at the ground floor on that opportunity and with the now assist agents as well. What we’ve really built is an integration between work span as a platform. [00:12:03] Amit Sinha: And ServiceNow, CRM as well. So if anybody is using that all the way from ServiceNow opportunities to Marketplace private offers, you can a genetically do that. Of course you can do it on Salesforce Hub, spot and Dynamics, but now ServiceNow is an additional option on that. I wanna really double click though, mark, on your point around asymmetry around this, when we say six to seven partners are gonna surround the end customer, right? [00:12:27] Amit Sinha: Yes. They will come at different points in time. Yes. Right? And they will also have different roles to play. So just as you think of a team, right? A soccer team for that matter, or a football team, pick your analogy right. Not everybody’s equal. Right? There’s always a qb. There’s always somebody who holds the prime on the deal. [00:12:45] Amit Sinha: There’s always a role to play. [00:12:46] Marc Monday: Yeah, [00:12:47] Amit Sinha: and I think what’s beautiful about our partnership here is when you look at it applied to services partners, it’s about building billion dollar businesses around ServiceNow, using their competency, but knowing the kind of joint accounts you need to go pursue in order to. [00:13:03] Amit Sinha: You know, burn down their inventory or, or co-sell alongside. If it’s the build partner, it’s about attacking an industry vertical or a joint account there. Right? So knowing very intelligently who to partner with and when to bring them on is the AI orchestration that is key in this partnership [00:13:19] Vince Menzione: here. Yeah. [00:13:19] Vince Menzione: So important. ’cause you, it isn’t single threaded this, this asymmetrical approach. [00:13:24] Amit Sinha: Right. So [00:13:25] Vince Menzione: incredible. You just ha you just finished your big event. I was hoping I did spare Share with us a little bit of your perspective on what’s been changing and how your ecosystem is evolving. Uh, I had Jen Odes in the studio. [00:13:38] Vince Menzione: That’s right. As you know, back in the fall. Fall, go back and watch it again. Yeah, it’s available. Great. Great podcast interview. Yeah. And you’ve been on stage at our events before and we’ve had that as a podcast, but take us how things are changing from the partner type perspective. We have MSPs in the room. [00:13:53] Vince Menzione: I know MSPs are, I know again, hands on the steering wheel. So important, right? Yeah. This technology is so complex. How are you thinking about ecosystem in your role? [00:14:03] Marc Monday: Yeah, I said earlier it’s about simplicity, speed, and scale. Yeah. Last week we had our big customer event knowledge, and on the first day we had our partner event. [00:14:13] Marc Monday: I think the biggest thing that’s happening right now is the pace of change is a bit overwhelming at times. And keeping pace with that is super critical. So what we’ve tried to do and what we announced last week was a lot of investment in giving our channel partners the exact same tools that we use in our business, right? [00:14:32] Marc Monday: So we were really focused on. Um, delivering business value. And so we took our, the solution that we use or the tools that we use for, um, delivering, uh, business value through our partners. It’s an assessment tool. Um, we’ve syndicated that to our partners. We’ve made that available. We also put a little bit of a stake in the ground around what do customers expect right now? [00:14:56] Marc Monday: Um, the time and materials business is gonna be under a tremendous amount of pressure. Some studies are predicting that it could be. Compressed by as much as 30% customers are looking for outcome based. Yeah. Um, they may stop on that journey and, and have something that’s fixed fee. But the reality is everyone is expecting value from the, the technology that they buy, and particularly from an agent perspective. [00:15:21] Marc Monday: We really leaned in on that and published what I think is a pretty good framework mm-hmm. For, um, outcome-based consulting. And we had a couple partners co-author that with us, which was really wonderful. Nice. Um, and it was a nice piece of co-creation and I think I’m seeing more and more of that where we’re co-creating with our partners in ways that we’ve never done before. [00:15:41] Marc Monday: And then I think importantly, security and reliability, um, and managing risk increasingly will be important. In an agentic world, we call it a control tower. We made two fairly big acquisitions in the last several months in terms of both the front door and the back door in terms of securing with the calls that are going into that agent or from that agent. [00:16:04] Marc Monday: To your various data sources. And so for us trying to bring that all together with our strong history of workload flow, orchestration, and then importantly, governance, security, and risk, uh, in the environment today, when you have the potential for hundreds of thousands or even millions of agents touching your core systems of record, [00:16:24] Vince Menzione: how are you thinking about both tiering your partners and also enabling your partners? [00:16:30] Marc Monday: Yeah, I think this is also an, an an area where I’d love to benchmark with y’all, um, because, you know, historically most of us built a fairly robust learning plan for our partners. You’d have a certification and then you would have a competency, and then you, maybe you’d have a wrapper around that competency. [00:16:48] Marc Monday: And it would take a long time, maybe 12 or 18 months to get to that highest level of certification. And it was incredibly robust and that’s wonderful. But when the roadmap is moving so fast that we’re releasing weekly, monthly, and every 90 days, does that type of training still hold water? So I’m proposing that we have both a volume view of how many trained individuals can we get as quickly as possible, and then value. [00:17:16] Marc Monday: And so we don’t want to lose this rich history, what I would describe as the rear view mirror, how we got here, but we also need to approach the windscreen, the windshield, where are we going and what is that opportunity? Yeah, so we have to go a little bit faster when it comes to enablement, [00:17:32] Vince Menzione: so. You, you were in a partnership, you, you call it a built on partnership. [00:17:37] Vince Menzione: Is that, is that the approach that [00:17:38] Amit Sinha: Yeah. ServiceNow has an ISV program called The Built On Partnership. Built On [00:17:41] Vince Menzione: Partnership, yeah. [00:17:42] Amit Sinha: Uh, so we sign onto that program, great accelerators to build lot of coaching and help to build on the ServiceNow platform. It’s not just the CRM integration, where it’s the opportunities and orders. [00:17:54] Amit Sinha: And by the way, this is the best platform or order management out there. So if you think of, uh, of your, if you are a MSP or consulting partner, building orders for your customers, now you want them to land on the marketplace, right? You wanna build that highway. Think of work span, right? So that’s where we came in and we said that if we look at the large number of channel partners, MSPs, who need to do that and are using ServiceNow as a platform to do it, can they genetically do it right from the now CRM? [00:18:24] Amit Sinha: Yeah, so that’s why we came in. The three big use cases we saw, number one was renewals. You talked about Alexandra doing it. Renewals is so [00:18:31] Vince Menzione: important. Yeah. [00:18:32] Amit Sinha: Oh my goodness. If you think about the renewals playbook [00:18:34] Vince Menzione: was so huge, [00:18:35] Amit Sinha: six months, nine, you know, uh, 90 days out, you wanna build that playbook. Mm-hmm. In an agent way when you reach out. [00:18:43] Amit Sinha: And by the way, you heard, uh, die Talk about 462 billion of uncontested Cloud commits out there. Yep. You want your high risk renewals to go against the high propensity to buy accounts. Right. So imagine that matchmaking, if you were to do it humanly, it’ll take you days. If you had an agent to do it like the now assist agent, it can just be done like that. [00:19:06] Amit Sinha: So that was the first use case we went after. Nice. The second one was the low dollar automation. We all have businesses that we land, right? Sub 50 K deals, so we have inside sales teams calling on those customers all day long. So now imagine a Gentech solution where you take all those low dollar deals and again, tie to the marketplace. [00:19:26] Amit Sinha: How can you have express private offers, right, from your opportunities? So those were the two use cases that we went after first and boy, uh, we got some amazing results, [00:19:36] Vince Menzione: I bet [00:19:36] Amit Sinha: for one of these companies, Boomi, we showed that 24% higher lift on renewals. That’s like hundreds of millions in impact just in one year alone. [00:19:46] Vince Menzione: And using AI internally as obviously you’re an AI company. Yeah. How are you thinking about how’s the impact of AI helping the partner function within ServiceNow? [00:19:54] Marc Monday: I, I think there’s this really wonderful opportunity right now where in the short term, we’re taking busy work out of the partner management profession. [00:20:05] Marc Monday: Um, partner managers historically have spent a lot of time chasing data and chasing information and really acting as an ombudsman for the partner within the organization. That work is very quickly. Getting identified. That’s phase one. The thing I’m actually a little more excited about is when it can expand the horizon to have different types of conversations, expanding the partnerships, expanding the multi-partner oppor opportunities. [00:20:29] Marc Monday: That, for me is the next phase, but we, I believe we are the most progressive when it comes to using AI on ourselves and really trying to take the profession to the next level. [00:20:40] Vince Menzione: Nice. Well, I was gonna, I was gonna, I want to go back to the platform again. ’cause you, you’re, you’re starting, you, you mentioned renewals, you’re mentioning some of the success. [00:20:50] Vince Menzione: What else can you point to on the success side, [00:20:52] Amit Sinha: there’s some, uh, amazing research that Sam here has done, uh, with all the data that Wepan has. So we looked at close to a million opportunities and, uh, looked at all the companies doing well. And we actually tabulated how many sellers are engaged on co-sell, not the partnering team, but how many end sellers. [00:21:11] Amit Sinha: This shows the extent of the transformation that the company has gone through, and what we found was amazing. If more than 50% of your sellers have engaged on 10 or more deals, your ecosystem is exponential. It doesn’t need the kind of the doctoring or the prod or the push to kind of say, Hey, use partners. [00:21:31] Amit Sinha: The sellers get it themselves, right? So we, we did this analysis and found like, wow, how can we then get sellers to activate? And the bottleneck that we found was. That there are not enough partner managers to assist every seller in the world. I think that seller activation is the unlock that AI can do. [00:21:50] Amit Sinha: Imagine if you have a partner agent sitting on every account and every opportunity 24 by seven, right? As the world changes, as the world evolves, as the solutions come in. As you know, market events happen. These agents are listening, positioning the right. One of those six partners, or all six partners for that matter, in front of people. [00:22:10] Amit Sinha: So I feel like that that big unlock is seller activation. Yeah. So if all partner managers do with ai, next is one. Of course, get yourself skilled up and yourself productive. But next, direct it to your own internal sales teams and get them activated on your partnerships because that’s where you will move the revenue lever the fastest, in my opinion. [00:22:30] Vince Menzione: Fantastic. What advice do you have for whether they be ISV partners or other partners in the room? ’cause we have partners of all types here. Yeah. What would you have, what would you say to them that need to do differently or better? [00:22:43] Marc Monday: Yeah. [00:22:44] Vince Menzione: Starting today, [00:22:46] Marc Monday: I, I don’t wanna be a broken record, but I would just say go faster. [00:22:48] Marc Monday: However fast you think you’re going, it’s not enough. Yeah. Um, the reality is I think Bill McDermott says like, the market’s never been this fast before and it will never be this slow again. Oh. The reality is this is the pace we run at, and the only way we can run at this pace is if we have the agents doing much of the work for us. [00:23:09] Marc Monday: So I would say go faster. The second thing I would say is automating a bad process is a bad process. So really go and interrogate the workflow that you’re actually thinking about identifying. I’ve seen too many instances from partners and partnerships where you’re taking a bad process and you’re trying to build automation. [00:23:29] Marc Monday: Go back and deconstruct it or start fresh blank piece of paper. Um, again, to my metaphor of the rear view mirror and the wind screen, like it’s, we should honor the past. We’ve done a wonderful job in the last 30 years of building all of this stuff. It’s just not built for this speed. So we need to really stay focused on what’s in front of us. [00:23:49] Vince Menzione: We talked a little bit earlier in one of the other sessions about the playbook and the three year plan, and then maybe moving to sprints. That’s right. How are you, how are you thinking? Are you thinking along the same lines? A [00:23:59] Marc Monday: hundred percent. Uh, we need to move at the pace. Sorry, I’m, we need to move at the pace that the roadmap is moving. [00:24:05] Marc Monday: So if we’re doing weekly, monthly, and quarter releases, we don’t wanna whipsaw the channel. We have to be careful of that. But the reality is, if we’re pivoting our product strategies or release strategies on a quarterly basis. We have to have that same level of agility. That’s where the people who’ve grown up in this profession taking really complicated stuff and making it simple is so critical. [00:24:26] Vince Menzione: Ami, you touched on AI’s role in the partner function. But let’s expand on that. What, what’s it gonna look like in two years? If AI becomes, will it replace the partner function? What, what do you see happening? [00:24:38] Amit Sinha: Absolutely not. I think, uh, we are seeing this evolution and, and you can see the parallels in the engineering organization. [00:24:44] Amit Sinha: When Claude Cursor came along, you saw engineering completely transformed as to how products are now built. How they are, how product managers write PRDs, how engineers actually code this, you know, code the scaffolding all the way to the user experience, how it’s tested. Everything has fundamentally changed. [00:25:01] Amit Sinha: So if you went and asked the engineering leader, how will your role change? Right? Imagine answering that question today, right? It’s fundamentally different. I feel like it’s coming to every function. Whether you want it or not, it’s coming to every function. And the partnership leader will look like the partnership operator that Rob talks about. [00:25:19] Amit Sinha: Yes. It’ll be about orchestrating real time relationships at the account level, at the opportunity level, and being a hands-on person. Uh, i, I would say even at the leadership level or down to partner managers, how can you cover the breadth of accounts and opportunities that’s out there to, for you to prosecute? [00:25:36] Amit Sinha: It’ll not look like I’m managing a partnership. It’ll not look like, Hey, I have to offer an MDF. It’ll not look like, Hey, let’s do A QBR, you know, and get all the teams engaged because that’ll be too late essentially. So this operator perspective is what’s gonna change just as it changed in engineering, it’s gonna happen in partnerships [00:25:56] Vince Menzione: perspective as well. [00:25:57] Marc Monday: Big plus one on what Rob’s talking about. I, I, I’m a big fan of that and I love this idea of using what’s happening in the developer world as an analog for where we’re going. Yeah. Um, I met a product manager last week and she was saying that she was producing 30 or 40 product requirement docs every week. [00:26:14] Marc Monday: Um, that’s remarkable output and she can only do that because of the way she’s leveraging ai. The same will be true for a partner manager, a 10 x, a 20 x, a 30 x on each individual once we get to that stage, and it will happen very quickly. [00:26:29] Amit Sinha: Yeah. Imagine putting a hundred joint account plans together in a day. [00:26:33] Amit Sinha: Yep. [00:26:33] Vince Menzione: Right. Incredible. [00:26:34] Amit Sinha: Imagine putting like five connections on an opportunity just surrounding your deal right now. Right. Doing that. [00:26:41] Vince Menzione: I couldn’t even, I, I couldn’t even imagine. I know you couldn’t even imagine when we were back in the days we were running PAMs and Yeah, totally. Those resources, what they had to do and what’s all totally automated today. [00:26:52] Marc Monday: It. It’s true, it’s true. I was, um, I was bemoaning this, I’ve been on the road a lot lately and I was like telling my wife, like, I long for the days where you have one meeting and you go, you know, you go to New York and you do a two hour QBR and you go to a nice dinner and then maybe you walk around Central Park. [00:27:06] Marc Monday: The reality is you’re doing a hundred of those every single day. It’s a different era. That’s where we need to get the tools to work for people. [00:27:15] Amit Sinha: Mark, I love your analogy around the rear view mirror versus the windshield. Mm-hmm. You have to see through the windshield. [00:27:20] Marc Monday: We do. We do. It’s amazing. Don’t be afraid. [00:27:23] Marc Monday: I, I mean, I would just say do not be afraid. Be excited. We in this room, get to lead the path. Yeah. It is an absolute privilege. [00:27:32] Vince Menzione: So insightful, gentlemen, you’ve been incredible to be on stage with today. Uh, I we have a le a little less than a minute. I was hoping maybe if there was like one question we could take. [00:27:42] Vince Menzione: I got John with a mic and then it’s lunchtime after this, so [00:27:48] Marc Monday: ask on because he can be more pithy. [00:27:50] Vince Menzione: Yeah. [00:27:55] Vince Menzione: Well, you’re both are gonna be around here. I hope [00:27:57] Marc Monday: we will be here. [00:27:58] Vince Menzione: Mark didn’t have you got to sleep in your own bed last night? [00:28:00] Marc Monday: Uh, yeah. It was a long day, but yes. I thank you for, it was very late. Thank you so much. Let’s put this on the record. Marks down. We’re having the event in Bellevue. That was great. [00:28:09] Marc Monday: We’re gonna [00:28:09] Amit Sinha: bring it back. We’re gonna bring it back to Bellevue. [00:28:12] Marc Monday: Seven mile commute is the best trip that I’ve had in many, many weeks. [00:28:17] Amit Sinha: Thank you. Well, thank you, gentlemen. It [00:28:19] was [00:28:19] Marc Monday: incredible. [00:28:20] Vince Menzione: Thanks for listening to the Ultimate Partner Podcast. If today’s conversation resonated, share it with a partner leader in your network. [00:28:28] 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, [00:28:44] Marc Monday: October [00:28:45] Vince Menzione: 26th through October 28th. Until next time. Keep showing up in the rooms that matter because being in the room changes everything.

The Torneo Clausura 2026 is well underway and this week Sam, English Dan, Chris and Andrés meet to ask what on earth is going on at River Plate, who've lost five (competitive) games in a row for the first time since 1911(!) thanks in part to a sporting director who's also being blamed for the current mess at Olympique Marseille. They're not the only team in the top flight, though, so we also round up the main takeaways from the first three rounds of action.

Antônio Pecci filho, conocido como Toquinho, cumplió 80 años hace un mes, Y en este 2026 se cumplen 50 de su primer disco 'A bossa do Toquinho' con grabaciones guitarrísticas de 'Valsa de Eurídice', 'Marcha da 4ª feira de cinzas/Sonho de um carnaval', 'Deixa', 'Canto de Ossanha', 'Antes e depois', 'Allemande' y 'Olê olá'. Y también exclusivamente como guitarrista, le escuchamos en 'Bachianinha nº 1' -a dos guitarras con su profesor Paulinho Nogueira- y en 'Ingênuo' de Pixinguinha y Benedito Lacerda. Además, como cantante y compositor, en 'Boca da noite', 'Que maravilha', 'Escravo da alegría'/'Ao que vai chegar', 'Aquarela', 'Carta ao Tom' y 'Como dizia o poeta/Morena flor/Samba da volta/Regra três'. Escuchar audio

Este es el episodio #173 de "Tradiciones Sabias", el podcast en español de la Fundación Weston A. Price. Algunos de los temas de este episodio - -Qué son las endodoncias y cuál es el objetivo de este procedimiento dental -Cuáles son algunas de las causas de la degeneración y posterior muerte de la pulpa o nervio del diente -Cómo se realiza este proceso y cómo saber que algo anda mal -Condiciones degenerativas asociadas a una endodoncia infectada Datos del invitado - La doctora Mercedes Ramos Vertiz es natural de Argentina. Es odontóloga y cuenta con un posgrado en medicina biológica evolutiva y toxicología ambiental. Es conferencista internacional y directora y docente del posgrado de odontología biológica en la Sociedad Argentina de Medicina Biológica y Holística.   Contacto - Instagram: oral.biomed y draramosvertiz  Página web del Congreso Biominds en 2026: https://biominds.net/inscripciones/  Preguntas, comentarios, sugerencias - tradicionessabias@gmail.com      Recursos en español de la Fundación Weston A. Price -   Página web WAPF en Español: https://www.westonaprice.org/espanol/ Cuenta de Instagram: westonaprice_espanol Guía alimentación altamente nutritiva, saludable y placentera: 11 principios dietéticos Paquete de Materiales GRATIS: https://secure.westonaprice.org/CVWEBTEST_WESTON/cgi-bin/memberdll.dll/openpage?wrp=customer_new_infopak_es.htm  Folleto "La Leche Real", de Sally Fallon:  https://www.westonaprice.org/wp-content/uploads/La-leche-real.pdf  Música de Pixabay - Sound Gallery y SOFRA

Alexandre Garcia comenta declarações e ações de Lula, Trump e Milei, caso dos americanos que tiveram visto negado, e mais um petista enroscado em investigações.

Welcome to Media Club Plus: a podcast about diving into the media that interests us and the stories that excite us. This season we're watching The Sopranos. In this episode, we watched episodes 7 and 8: Down Neck and The Legend of Tennessee Moltisanti. Next episode we're watching episodes 9 and 10: Boca and A Hit Is A Hit. Featuring Keith Carberry (@KeithJCarberry), Sylvi Bullet (@SYLVIBULLET), Arthur Martinez-Tebbel (@amtebbel), and Andrew Lee Swan (@swandre3000) Produced by Keith Carberry Music by Jack de Quidt (available at notquitereal.bandcamp.com) Cover Art by by Annie Johnston-Glick (@dancynrew) anniejg.com Link to the screenshot post

In this episode, Kelly is joined by Dan Rimada! He is the founder of Bodega Cats NYC, Author of the book, and started a campaign to pass the first legislation in New York City surrounding Bodega Cats!  Kelly asks Dan about growing up! Dan talks about what it was like to grow up in the same neighborhood as The Wu Tang Clan! He talks about going between Brooklyn and Staten Island, and where his parents ended up. Dan asks Kelly about Disney World, and you won't believe the number of times that he's been there! Dan then talks about his love for Cats! He talks about how he first noticed his local bodega's cat during COVID. Kelly and Dan talked about how time slowed during that time, and how they were able to appreciate more of the little things. Dan talks about the New York Tour that he does, and tells Kelly a story about how a cat saved Brooklyn Borough Hall! Kelly asks Dan all about his tours, and Dan talks about where his tours go, who he runs them with, and tells us another great story about a famous New York City Cat! Kelly asks Dan about the Bodega Cats of New York Instagram account. Dan talks about how he originally wanted to keep the account focused on his photos and experiences. But after receiving a lot of requests from other New Yorkers, he decided to start posting submissions. He then talks about how his account got deleted, right at the peak of its growth!   Kelly then asks Dan about his Book. Dan talks about how he worked with a cat photographer to go to Bodegas across all 5 boroughs to take pictures and write down the stories of the cats who live there. Kelly asks Dan about some of the stories in the book, and Dan tells him the tale of Zorro and how he earned his name! Kelly and Dan then talk about how Dan started the movement to legalize bodega cats. Dan talks about his initial petition, and the phone call that he received that ended it. Dan talks about the undertaking of changing New York State and City Law. He goes into detail about what the law says, how it's harmful for Bodega Cats, and what his proposal hopes to change.  Finally, Kelly asks Dan about his upcoming projects, and Dan tells Kelly about a secret project that has not been announced yet, but he asks for Kelly's help with it on the Podcast! But above all else; Dan Rimada is a New Yorker! Kelly's Social Media: @NewYorkCityKopp Follow Bodega Cats of New York @NewYorkBodegaCats Pre-order the Book: Bodega Cats of New York Jae's Social Media @Studiojae170 Chapters (00:00:00) - New Yorkers Podcast(00:01:14) - Knicks fans at the game(00:01:48) - White Man at Disney's Florida Resort(00:03:59) - How Jerry Fox Saved Brooklyn Borough Hall(00:06:56) - Jerry Fox on a Plaque(00:08:08) - The Cat That Crossed the Brooklyn Bridge(00:11:01) - Bodega Cat on(00:11:42) - Bodega Cats of New York Instagram Account(00:14:52) - Turkish Street Cats: The Story(00:17:36) - Bodega Cats: The Story(00:18:48) - We Spotted A Bodega Cat(00:22:12) - The Health Inspector Who Scratched His Arm(00:24:53) - Bodega Cat: Good Move(00:27:48) - Donor Donates Cat Cat Boxes to Bodega Cats(00:30:25) - Boca the Bodega Cat Got Stolen(00:33:37) - Blanca the Bodega Cat Spotted on Google Street View(00:35:08) - Bodega Cats: Legalize the Cat(00:38:45) - Linda Rosenthal Introduces Bill to Officially Legalize Bode(00:41:31) - Bodega Cat Archive in New York(00:43:55) - Favorite NYC sandwich(00:45:33) - What They Don't Understand About New York(00:48:19) - Biker Lane Move on the Brooklyn Bridge(00:49:10) - What It Means To Be A New Yorker

El Paraiso Tiene Apetito.Cinco amigos exploran el sistema de cuevas de la Boca del Diablo en Tailandia, para correr una última aventura antes de empezar su vida en el mundo real. Pero pronto descubren que algo los está cazando bajo el agua… rápida, silenciosa y mortalmente. En la agobiante oscuridad, la confianza se quiebra, el pánico cunde, y cada decisión se convierte en una lucha por sobrevivir.La Boca del Diablo es una película estadounidense de suspense y supervivencia de 2026 dirigida por Jeff Wadlow, protagonizada por Kathryn Newton, Lana Condor, Gavin Casalegno y Nico Hiraga.Episodio disponible en tu plataforma de podcast favorita. PLANETA TERROR es un podcast semanal en español dedicado al cine de horror/slasher/gore.Reseñas, noticias, rankings y discusión general desde el punto de vista de alguien cuyo “goal” en la vida es mudarse a Woodsboro, vivir en Elm Street y asistir al Campamento Crystal Lake.Apple Podcasthttps://podcasts.apple.com/ca/podcast/planeta-terror-podcast/id1539867451Instagramhttps://www.instagram.com/planetaterrorpod/Xhttps://x.com/planetaterrorpd?s=21&t=jiQBxnyCEsmbvNpY8pNnmgTikTok https://www.tiktok.com/@planetaterrorpod?

O presidente Lula visitou serviços especializados e unidades móveis de saúde no Hospital Federal do Andaraí, no Rio de Janeiro. Em menos de meia hora, o presidente disparou uma série de impropérios ao microfone. Meio-Dia em Brasília traz as principais notícias e análises da política nacional direto   de Brasília.     Com apresentação de José Inácio Pilar e Wilson Lima, o programa aborda os temas mais quentes do cenário político e econômico do Brasil.     Com um olhar atento sobre política, notícias e economia, mantém o público bem informado.    Transmissão ao vivo de segunda a sexta-feira às 12h no nosso canal do Youtube.  https://www.youtube.com/@OAntagonista  Apoie o jornalismo independente. Assine O Antagonista e Crusoé com 10% via Pix ou Google Pay:  https://assine.oantagonista.com.br/   Siga O Antagonista no X:  https://x.com/o_antagonista   Acompanhe O Antagonista no canal do WhatsApp. Boletins diários, conteúdos exclusivos em vídeo e muito mais.  https://whatsapp.com/channel/0029Va2SurQHLHQbI5yJN344  Inscreva-se no canal, ative as notificações e deixe sua opinião nos comentários!  Leia mais em www.oantagonista.com.br | www.crusoe.com.br #Lula #Politica #Discurso #Noticias #Podcast #Polemica #Atualidades #Governo #Bastidores #Brasil

Resumen de noticias de LA NACION de la tarde del 30 de julio de 2026

Boca parody of Sister Golden Hair

Editorial: Bate-boca entre Lula e Milei não pode fazer relação bilateral descarrilar

A veces pensamos que la fe solo ocurre en el corazón. Pero la Biblia dice algo más: la fe también encuentra una voz. Creer es el comienzo. Confesar que Jesús es el Señor es la evidencia de que ya no queremos seguir gobernando nuestra propia vida. No es una fórmula mágica. No es “manifestar” una realidad con nuestras palabras. Es alinearnos con la mayor verdad de la historia: Jesús ya pagó la deuda que nosotros nunca podríamos pagar. Lo que tu corazón ya cree, tu boca lo sella… y Dios honra esa confesión. Hoy recuerda: Tu fe no crea la salvación; recibe el regalo que Cristo ya compró en la cruz. Dios no hace distinción de personas. No importa tu pasado, tu historia o cuántas veces hayas fallado. Todo el que lo invoque será recibido. La salvación no es solo una promesa para la eternidad; es una vida nueva que comienza hoy. Quizá hoy necesitas hacer la declaración más importante de tu vida: “Jesús, Tú eres mi Señor.” No porque esas palabras tengan poder por sí mismas, sino porque expresan un corazón que decidió rendirse a Él. “Si declaras abiertamente que Jesús es el Señor y crees en tu corazón que Dios lo levantó de los muertos, serás salvo.” — Romanos 10:9 (NTV) Las lecturas son: 2 Crónicas 17:1 - 18:34 Romanos 9:25 - 10:13 Salmo 20:1-9 Proverbios 20:2-3 _______________________ 00:00 Intro Promesa 00:43 Promesa 207 18:05 2 Crónicas 17:1 - 18:34 34:40 Romanos 9:25 - 10:13 42:43 Salmo 20:1-9 49:08 Proverbios 20:2-3 52:08 Testimonios www.wenddyneciosup.comSígueme en mis redes como @wenddyneciosup--Distribuido por: Genuina Media Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

This week Sam, Chris, Andrés and Santi B look back on the 2026 World Cup final, and the tournament as a whole. Just what were Argentina trying to do on Sunday, and why didn't it work? Why did they struggle to get going all through the tournament? And as the nation looks to the next chapter for the national team, what changes are around the corner for Lionel Scaloni, Lionel Messi and the rest?

Lo que nuestra boca dice de nuestra salud by CCRTV

Resumen de noticias de LA NACION de la tarde del 23 de julio de 2026

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In the newest Florida Atlantic Voice exclusive interview, ex-FAU athletic director Brian White joins Ken LaVicka to give his first public remarks since becoming the new head of athletics at Virginia Tech. Brian takes a deep dive into what FAU was, what it is, how he generated money never previously seen, his most proud achievement in Boca, his hires & where he sees FAU in the college landscape...and where it may be headed. UBSCRIBE to "The Florida Atlantic Voice" podcast: Spotify l Apple Podcasts l Any podcast platform Follow Ken LaVicka on social media: X - @KLVsays For sponsorship/business opportunities, e-mail klavicka84@gmail.com Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Jordan McPherson of the Miami Herald joins the show as he recaps what happened at ACC Media Day last week and everything that happened in Charlotte concerning the conference and the Miami Hurricanes. Head Coach Dylan Potts of West Boca Raton joins Larry Blustein to talk about the 7-on-7 football game they beat Carroll City in and the program they are building in Boca. They talk about the schedule this year, how important it is, and so much more. Tyler Chance, the QB for Cardinal Gibbons in Fort Lauderdale, joins Larry Blustein to talk about this senior season. How important it is to be a leader for this coming season. They talk about film and so much more. Joe Frisaro of Man on 2nd Baseball joins Larry Blustein to talk about the MLB draft for the local kids, where they landed, and so much more

Head Coach Dylan Potts of West Boca Raton joins Larry Blustein to talk about the 7-on-7 football game they beat Carroll City in and the program they are building in Boca. They talk about the schedule this year, how important it is, and so much more.

Argentina are in another World Cup final, and here Sam, Chris, Andrés and special guest Rob Adcock review their semifinal win over England and preview Sunday's final against Spain in Not New York.

In hour one, marveling at the NBA being put on hold by a 41-year-old. Hoch walks us through his typical morning routine in Boca. Solana wants Hoch and Crowder to continue watching soccer. Plus, Clay Ferraro stops by for his Giannis intro takeaways.

Ken LaVicka catches up with ex-FAU history-making hooper Pablo Bertone to discuss his beloved, native Argentina's unforgettable World Cup, his FAU career, his historic numbers, HIS PHENOMONAL (and still going!) pro career, being an international college basketball player before it become common and...why so many forget about his legendary career in Boca. UBSCRIBE to "The Florida Atlantic Voice" podcast: Spotify l Apple Podcasts l Any podcast platform Follow Ken LaVicka on social media: X - @KLVsays For sponsorship/business opportunities, e-mail klavicka84@gmail.com Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

O Escritório do Representante Comercial dos Estados Unidos (USTR, na sigla em inglês) confirmou a aplicação de uma tarifa de 25% sobre produtos brasileiros, em comunicado publicado no fim da noite de quarta-feira, 15. A taxação é uma punição por práticas comerciais consideradas desleais pelo governo americano. A entrada em vigor da cobrança está programada para a próxima quarta-feira, 22.See omnystudio.com/listener for privacy information.

Saturday saw Argentina beat Switzerland and England beat Norway to set up a potential World Cup semifinal for the ages. Sam, Chris, Andrés and Santi B review the nervy extra time victory over Switzerland and preview Argentina v England.

Podcast Jajam Shlomo (Sally) Zaed Perashat Matot, cuida tu boca, habla positivo Conferencia

This week Sam, Chris, Andrés and Julián sit down to attempt to analyse Argentina's advancement to the quarterfinals of the 2026 World Cup, which came courtesy of an impossibly nervy 3–2 win over Cape Verde that was followed by a 3–2 win over Egypt that somehow managed to be even more impossibly nervy.

Dios nos ha dado los dones del Espíritu para ayudarnos a vivir con alegría, paz y poder ser de testimonio. Aprende cómo tus palabras  impactan el poder del Espíritu Santo en tu vida.

"Ninguém te poderá resistir, todos os dias da tua vida; Como Fui Com Moisés, Assim Serei Contigo; não te deixarei nem te desampararei. Esforça-te, e tem bom ânimo; porque tu farás a este povo herdar a terra que jurei a seus pais lhes daria. Tão somente esforça-te e tem mui bom ânimo, para teres o cuidado de fazer conforme a toda a lei que Meu servo Moisés te ordenou; dela não te desvies, nem para a direita nem para a esquerda, para que prudentemente te conduzas por onde quer que andares. Não se aparte da tua boca o Livro desta lei; antes medita nele dia e noite, para que tenhas cuidado de fazer conforme a tudo quanto nele está escrito; porque então farás prosperar o teu caminho, e serás bem-sucedido." Josué 1:5-8

¡Feliz lunes de lenguas! Bienvenidos a su rincón favorito para curarse con las desgracias ajenas y escuchar consejos que no deben tomarse en serio (pura comedia, no nos demanden). En este episodio, tras tres semanas de ausencia por la gripe de Laura, regresamos con la energía a mil y un sustazo en un campo de golf.

¡Aprende a hablar palabras de fe y amor,  incluso cuando te sientas herido o decepcionado, y descubre los poderosos efectos vivificadores de hablar de acuerdo con la Palabra de Dios!

Luis Hernández cuenta cómo pasó de jugar en campos petroleros de Poza Rica a ser el máximo goleador mexicano en Mundiales y compañero de Maradona en Boca Juniors. Habla de su primer sueldo, el enganche de su casa, los excesos y gustos tipo “Neverland”, la falta de educación financiera que tuvo como jugador, su transición a conferencista y figura de marca personal, y la nueva etapa de vida donde su familia y sus hijos son el nuevo equipo al que quiere echarse al hombro.Sé parte de la primer temporada de Fírmame el Cheque. Si eres emprendedor y buscas inversión, entra a la liga que te dejaré a continuación, llena el formulario con la información de tu negocio y ya estarás compitiendo por un lugar en el programa: https://firmameelcheque.com/ 00:00 - Infancia petrolera en Poza Rica: árboles, calle y fútbol frente a un campo de Pemex03:22 - Ídolo de infancia y máximo goleador mexicano en Mundiales junto al Chicharito06:33 - El equipo “La Chivita” que armó su papá y cómo el fútbol le viene de familia09:19 - De Poza Rica a Cruz Azul: invitación a la reserva, ultimátum a su papá y sueño de estudiar arquitectura en Monterrey10:01 - Su primer sueldo profesional: 50,000 viejos pesos, llamada al papá y flores a la Virgen de Guadalupe16:22 - Se regala su carta, apuesta por Rayados y firma el primer buen contrato en Monterrey18:04 - Primer gran contrato: 250,000 por temporada y el enganche de su primera casa antes de cualquier lujo19:27 - Mentalidad provinciana de patrimonio: primero casa, luego otra casita, luego vivir de las rentas21:45 - La trampa de los lujos: carros, ropa, ego y cómo un futbolista se puede perder en el círculo25:30 - El salto de ingresos: llegar a Tigres y ganar arriba del millón al mes cuando el futbol se empezó a comercializar fuerte26:22 - La chamarra de 500 dólares en Las Vegas y su “Neverland” en Monterrey con canchas, castillo y museo de recuerdos31:35 - Rayados y Tigres: el primero en meter gol de Monterrey a Tigres y de Tigres a Monterrey34:27 - La final Necaxa–Celaya: jugar una final profesional contra su hermano mientras sus papás veían desde la tribuna35:33 - Por qué elige Boca: llamado de Maradona, “venir a Boca es tocar el cielo con las manos” y decisión de ir por él36:52 - Día a día con Maradona: entrenar, asados, el camión, el doping y lo que aprendió de disfrutar el fútbol con el mejor

The 7 Principles of Successful Partnering in the Age of AI Subscribe to our Newsletter:https://theultimatepartner.com/ebook-subscribe/Check Out UPX:https://theultimatepartner.com/experience/ In this engaging session, Vince Menzione reflects on his extensive career transitioning from direct enterprise sales to building massive channel ecosystems, while unveiling the seven core operating principles essential for modern partnering. Highlighting tectonic industry shifts—from the PC and Cloud eras to the current AI revolution—Vince explains how traditional playbooks are becoming obsolete and why adopting a growth mindset, modeled by leaders like Satya Nadella, is critical for survival. He delves into the rising importance of hyperscaler marketplaces and co-selling, urging leaders to cultivate adaptability (AQ), emotional intelligence (EQ), and mutual trust to thrive in this rapidly changing tech landscape. https://youtu.be/5n8dqiamnmE Key Takeaways Traditional industry playbooks are outdated almost immediately due to the rapid acceleration of AI and market changes. Implementing a “growth mindset” is a foundational operating principle that can transform corporate culture and drive massive valuation increases. Executive commitment and clarity of vision are mandatory for aligning an entire organization around successful partnering. Building a strong brand story and maintaining a maniacal focus on OKRs turns strategic vision into executed results. The technology landscape has experienced massive tectonic shifts from the PC era to the Cloud, Mobile, and now AI, requiring high adaptability (AQ). Mutual trust remains the non-negotiable foundation for any successful professional relationship or partnership. 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 Vince Menzione, growth mindset, Satya Nadella, channel building, tech ecosystem, tectonic shifts, AI revolution, co-selling strategies, hyperscaler marketplaces, organizational alignment, executive commitment, OKRs execution, AQ strategy, mutual trust, B2B technology Transcript [00:00:00] Vince Menzione: Because I think we’re all paralyzed by AI and all the changes that are going on in our world, and playbooks are no longer good because they’re outdated the week after they come out. [00:00:12] Vince Menzione: We just came back from Ultimate Partner live in Bellevue, Washington, where we hosted incredible leaders for two amazing days. Come join us for this next session where we explore the tectonic shifts we’ve all been seeing. What a list. Oh my gosh. I gotta tell you, I was just going back this morning and, and looking to see first of all the number, the sheer number is incredible. [00:00:36] Vince Menzione: But look at, look at all these top executives. These are, these are like market movers. The game changers. These are people that are doing more in our world, in our ecosystem than most others. And we are very fortunate to have the representation from these organizations. From these leaders in the room, and we try to curate an event that is more than a, a sales pitch. [00:01:00] Vince Menzione: We’re, in fact, we, we’re not a sales pitch. We’re all about, you know, helping you achieve more. And we try to frame that around operating principles. So, uh, a little bit of a roadmap lately. I mean, this started out like how did we get here in like, maybe five spots along the way. But, uh, for those of you who don’t know me and my background, and I’ve had an incredible career, I’ve been very blessed. [00:01:20] Vince Menzione: I did a startup that we grew from 6 million to 125 million. Went public on the Toronto Exchange. I’m still friends with the CEO, by the way. Helped, helped him grow and exit that company. Uh, I then followed one of the leaders there to go do a turnaround with Golden Gate Capital, and we took that and that’s where I built my first channel. [00:01:37] Vince Menzione: I went from doing enterprise sales as a direct seller, direct sales leader, VP to then going to building a channel. During nine 11, uh, this company was selling rugged notebook computers. Our biggest competitor was not a US company, and I spent a lot of time on Capitol Hill. I met with several congressmen and senators at a time when people did that, and they talked to each other. [00:01:58] Vince Menzione: And, uh, I built a channel. I got its a GSA schedule, and I understood. So I understood intuitively, even from that point in my career, how to move, how to shift from direct selling to building a channel, building a business around that. We became the growth engine of the company. One of my partners was one of the largest defense contractors, general Dynamics. [00:02:19] Vince Menzione: They had the big contract if you were selling to the US Army. And I knocked down the door basically and said, you got a partner with us. And that’s how we got the relationship established. And they wound up buying us for like 10 x what Golden Gate Capital had had spun us out for. And then Microsoft recruited me. [00:02:36] Vince Menzione: And for almost 10 years I was the GM of public sector partner strategy. And so I was, I was there and we’ll talk about Satya and other things, but I was there when we started the cloud. I was there when we pivoted the business from the old model and working with OEMs and trying to, to do things a different way to the cloud and co-selling and things like that. [00:02:56] Vince Menzione: And, uh, had a great experience. And then when I left I was like, oh, I’m just gonna go work for another big tech company. I started a podcast. I had a friend who said, you should do a podcast on partnering. You know a lot about this more than you probably think you do. And almost 10 years ago, I started a podcast in a spare bedroom. [00:03:13] Vince Menzione: And you know, it, it was, it built a following and there’s a lot of work, by the way, people, a lot of people do podcasts today. It was a lot of work for those of you. I congratulate anybody doing that. Uh, I went back inside for two years because I felt like I needed to go back into a big corporate environment. [00:03:29] Vince Menzione: And then I left during COVID and I learned a lot being at a big corporation about how hard it was to partner. Like it’s still hard. I don’t know how many people in the room feel this way. I know, I know the numbers are much better and Jay will talk through the numbers, but it’s not easy and a lot of organizations don’t understand it. [00:03:47] Vince Menzione: And that’s what we talk about here and we try to help people to achieve more and how to, how to get that mindset in the right place. But anyway, so. We started, we started doing the podcast after COVID, it took off. We did an event. Uh, there’s actually four of the five people that did partner. We called it Partner Mastermind. [00:04:06] Vince Menzione: We did an event about four years ago, uh, separately. And that led to Ultimate Partner. And it’s a long, the long history in the last four years of 10 events, like it’s been an incredible blast. And I want to thank each of you for being along this, this incredible ride with us as we continue to grow and expand. [00:04:24] Vince Menzione: We’ve been doubling every year for the last four years and um, I feel very blessed to be part of this. So I did wanna spend a minute with you on this. I don’t like the drain this slide, but I do wanna identify what I believe are seven operating principles of what makes successful partnering. And you know, you might say there’s eight, you might say there are other things I think about principles as opposed to tactics. [00:04:50] Vince Menzione: Tactics are transactional. They’re temporary and a point in time, and it’s how you respond and react to a situation. Principles are things you take with you, and that’s what we hope to do at Ultimate Partner. Take those things with you and then, then apply some of the things to the tactics that we need to have. [00:05:06] Vince Menzione: And so we talk about growth mindset. Uh, you know, depending on where you stand about Microsoft, these days, when this guy came in, stock was $36 a share. Okay. It’s in the four hundreds now. It was up to over 500 not long ago. He applied a different mindset. The first three things he did, Le got a copy of Carol Dweck’s book about mindset. [00:05:28] Vince Menzione: Growth mindset versus fixed mindset. Uh, he brought in Dr. Michael Vet, who’s a leading sports psychologist, like in, in the industry, who was the Seattle Seahawks sports psychologist. Mike’s been a podcast guest of mine. I’ve been to his studio. Um, and then he, we, he, he changed, he, he brought down, he took down the walls of the way Microsoft operated because leaders fought with each other. [00:05:51] Vince Menzione: They competed with each other for resources, for monetization, for everything. And he changed the mindset. Nobody’s a perfect CEO, but if I was to say to you who I think the best CEO of the last 10 years were, I’d give it to Saja Nadella, but it’s about mindset. It’s about changing or having the right mindset and applying that growth mindset to a successful partner. [00:06:12] Vince Menzione: Executive commitment, I talked about that. Other organizational will go nameless, but if you don’t, you can have the CEO down to the selling floor. Everyone needs to speak partnering, like in order to get it right in an organization. The whole company, the resources, the investments, the alignment, all has to align around partnering. [00:06:32] Vince Menzione: Executive commitment is incredible. Tony Saan took a small MSP to a half a billion dollar exit, took them to go, uh, Google Partner of the Year, seven straight years in a row. I think they’re eight this year. Uh, but Tony’s a good friend of mine. He is also been a guest on the podcast and, uh, somebody I’ve admired and worked with. [00:06:50] Vince Menzione: This is Dr. Michael Dravet. We talk about clarity, like once you get your mindset, once you get executive commitment, you then need to determine like how, what’s the vision? How do we drive success together? You need to turn, you need to know internally how to go do that. Then you lock arms with another organization and then you apply it to that partnership. [00:07:10] Vince Menzione: So that’s incredibly critical. Then, then you gotta do everything right? Like I always kid around about my days at Microsoft, we’d have these incredible meetings with leaders. They’d come meet with us at partner conference. I would literally go back to back for several days in the room. Slide deck after slide deck. [00:07:27] Vince Menzione: We’re high fiving at the end. [00:07:29] Vince Menzione: We’re gonna go do it [00:07:31] Vince Menzione: six months later. Crickets. Nothing happens, right? This happens a lot in partnering. Unfortunately, like we, we set up the right situation. We line everybody. We’re gonna go execute, we’re gonna drive results. You have to apply maniacal, focus, OKRs, everything to everything you do. [00:07:48] Vince Menzione: You need to apply. And by the way, you’re gonna hear from a lot of leaders here that do this type of work. So this is incredibly, uh, critical to success, brand and story. Like I wanna work with Microsoft. There’s gonna be probably 40 plus Microsoft leaders in the room, some of ’em sitting here and around the room. [00:08:06] Vince Menzione: How do you do that? Right? This is Ducks Raymond S. Good friend of mine at Point. I knew at point when they were just starting out. Scott Sackett is here. He’ll be up on stage. Uh, this man was expert on brand and story. Learn from people that are successful, how to be successful yourself, if you wanna be a top partner, if you wanna grow your business, whether you’re working with Microsoft, Google, Amazon, or any of the other partners in this room. [00:08:30] Vince Menzione: You need to be very clear about your brand, articulate it well, and drive a story against that. And that’s really super critical for success. And then once we do all those things, we start driving a flywheel of success. Aaron Feiger and some of the other people in the room, Reese Barry, are gonna be talking about how they do that. [00:08:47] Vince Menzione: They will help these organizations be successful. Pick putting that stake in the ground and driving it. And then what happens is after you drive this incredible success, what does my partner do? My tech giant, the company I’ve been working with, they go change everything. The market changes, the dynamics change. [00:09:05] Vince Menzione: This thing in November of 2022 called AI Happens, Chad, GBT hits the market. How do I respond and react to that? I need to be adaptable. I need to drive an AQ strategy on top of my EQ and iq, and we’ll talk more about that. So these are the operating principles, and we lay it out as a, as a diagram. And by the way, you see mutual trust. [00:09:26] Vince Menzione: Trust has to be in every room without trust, you have no partnerships, without trust, you have no business success. Like you can get buy in business, you can get buy in life, but trust is foundational. And I was very blessed to have that like grain ingrained in me as a young boy. Uh, so that’s our, that’s our operating principles. [00:09:48] Vince Menzione: Um, I’m working on a book right now. It’s almost done though. We’re, we’re talk, we’ll talk about that more, but that’s, that’ll be in the book. Um, and then we’ve been talking about tectonic shifts and I don’t know who said it first, Jay or, or me, but I know who you said it in the studio several years ago. [00:10:04] Vince Menzione: Jay’s been in our, our Boca studio many, many times. But we’ve been talking about tectonic shifts and Oh my gosh, right? So think about, I want everybody to think about this for a second. If you’ve been around tech for a while. We’ve gone through several, like these 10 year phases, the PC era, the cloud era, the well, the cloud. [00:10:23] Vince Menzione: We had client server, pc, client server, we had cloud, we had mobile, and now we hit ai. Those eras all took a period of time, right? They didn’t happen overnight. Like there was a trend like five, six years, seven years, maybe eight years, and then COVID happened, and I believe that COVID was the acceleration point because. [00:10:44] Vince Menzione: We were all forced to do things we didn’t do before. People went out and bought PCs that didn’t have them. Kids had to learn from home. Healthcare was administered tele telehealth, we didn’t do telehealth before. We had like 5% of the population to telehealth before that, uh, our work environment changed, right? [00:11:02] Vince Menzione: We were doing Zoom calls or teams calls back when I was at Microsoft Days, but the world started doing it. Our life started to change. That’s why being in the room places like this is so important. And so that really has accelerated everything. And this, you know, all these things have been accelerating over time and these are significant shifts. [00:11:22] Vince Menzione: We have the three leaders of the three marketplace organizations coming on stage here. Uh, the three hyperscalers, because marketplace went from, we were talking about it like, this is really cool. You need to go do it. A few years ago. So Microsoft lowering the rates on it, and then everything changed and then everybody started accelerating and it became the fungible token. [00:11:43] Vince Menzione: ’cause we used to, we used to partner, we used to take spreadsheets and put ’em up against each other and try to figure out deals and fax copies of deals that came in and say, we want credit for this one. And then Marketplace became a way to create a fun non fungible token. And really drive your success. [00:11:59] Vince Menzione: And so we have all the leaders that are running marketplaces in this room, by the way. So this is gonna be like the most incredible rich conversation. Co-selling. Co-selling is a, you know, a non-starter day. You have to co-sell it. People, we used to do vendor channel, which means I had somebody selling my stuff that’s not happening anymore. [00:12:19] Vince Menzione: And Jay, we’ll talk about the seven seats at the table. But this is all, these are all the things that have been changing. And of course, ai. I think that we are sitting here and I, I, I’ll share, and I’m stressing this, like this is, you need to be in this room because you’re gonna hear from leaders about what the next steps are. [00:12:35] Vince Menzione: ’cause I think we’re all paralyzed by AI and all the changes that are going on in our world and playbooks are no longer good because they’re outdated the week after they come out. So I need to, I need to follow this in real time. I think this is super important that you do, and it’s why we exist and it’s why this time is like no other. [00:12:53] Vince Menzione: I think, you know, we said maybe a generation, maybe it’s a lifetime in terms of the shifts that we’re seeing. So I, I kind of started here and I wanted to end here, uh, just because the light doesn’t go out. That’s what it’s all about. And this is it. This is it for me, right? This is my, my last run. I’m not gonna go work for a company after this. [00:13:16] Vince Menzione: I’m not gonna go into become a consultant. And I want this truly to be like special. And I want you to all feel like you’re part, you are part of it, and however much you wanna lean in and be part of it in the future, we want to grow this in the right way. I, I feel that we have an a unique opportunity. [00:13:34] Vince Menzione: Because we’re not a vendor, we’re not selling anything. I feel like we’re a platform. We’re that we’re that lighthouse and others can come in that are experts and I feel like more and more of ’em are showing up. And you know, the PDG guys did a great job today and others in the room and people that have been friends and supporting us for for years as on that sponsor slide. [00:13:56] Vince Menzione: And so we just want to continued this journey with each of you. Um, and so I want your feedback on what we’re doing. I want, I love your support. I love your passion. I love the fact that you’re still here in the room talking with, with or being here, listening to me today. Um, this is, that lighthouse is, you can see these pictures. [00:14:15] Vince Menzione: These are all family photos. Um, we go to that lighthouse, not because it’s a lighthouse, but uh, it happens to be like a landmark in our town. And, uh, it’s kind of cool. And actually the re Joe Namath has owns the restaurant across from the lighthouse, so we, we’ve got to see him a couple of times, which is kind of cool. [00:14:34] Vince Menzione: But I, I, I, I was posting this lighthouse when I started the podcast. And I was, yeah. ’cause that’s where I live and it’s my hometown. And I think about Dakota Rings and I think about other things. But, um, this is what matters. This is what matters is helping others. And we all are gonna need each other in this world because AI is gonna change our lives. [00:15:00] Vince Menzione: And dramatically it’s, I I think this is a once in a lifetime thing. But I think having people that you trust and being in the room with others where you can learn and grow and adapt, adaptability is so important. So, um, analog is the new digital as my, my good friend Gary V now says. And I think there’s this huge opportunity around what we do as ultimate partner to help everybody reach their pinnacle to everybody. [00:15:26] Vince Menzione: Be the ultimate partner. And I want to thank you for coming. I want your, thank you for your support, friendship, love. And, uh, you’re just an incredible group. Thank you. [00:15:41] Vince Menzione: Until next time, we’ll see you in person. Hopefully at our next event.

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