Podcast appearances and mentions of brian frank

Brian Frank, the founder and general partner at FTW Ventures, shares why he left his founder career to invest in startups solving real-world problems starting with the global food system. He explores the climate risks, supply chain fragility, and health challenges driving the need for innovation in food and agriculture. From AI and biotech to automation, Brian highlights where the biggest opportunities lie. He also offers candid advice for founders navigating slow-moving, regulation-heavy industries and calls for a more collaborative, mission-aligned approach to venture capital.In this episode, you'll learn:[03:35] How startup success as a student got Brian hooked on innovation early[05:54] Why Brian left startup life after seven companies to support founders solving global problems[09:18] The urgent reasons our food system needs reinvention—from climate to national security[12:33] FTW Ventures investment philosophy and focus areas[22:50] Hard truths for founders in food and agriculture[31:13] The story of a founder who proved his market, didn't wait for funding, and built trust[37:05] What needs to change in VC: stop party rounds, leave space for small funds, invest with purposeThe nonprofit organization Brian is passionate about: World Central KitchenAbout Brian FrankBrian Frank is the founder and general partner at FTW Ventures, a venture capital firm focused on technology solutions in food, agriculture, and health. A serial entrepreneur with a background in computer science and product development, Brian has launched and scaled seven startups. He brings that hands-on experience to founders tackling real-world challenges, backing science-backed and mission-driven companies that aim to improve life on the planet.About FTW VenturesFTW Ventures is a Silicon Valley-based venture capital firm investing in the future of food, agriculture, and human health. With a thesis grounded in problem-first investing, FTW backs early-stage startups applying biotechnology, artificial intelligence, automation, and sustainable systems to global challenges. Their portfolio includes companies advancing biomanufacturing, food-as-medicine, CRISPR-based crop innovation, and more—pursuing returns across people, planet, and profit. Companies in FTW's portfolio include Boston Bioprocess, ALTR, Sylvan Health, FreshFry, Izote Biosciences, Arise, Quorum Bio, Earthodic, Heritable, Brilliant Harvest, VoltAir, Geltor, Spoiler Alert, Plantible Foods, Galley, Phytoform, Nfinite Nanotech, Yali Bio, and Debut Biotechnology.Subscribe to our podcast and stay tuned for our next episode.

Economist Howard Yaruss, a professor at New York University and the author of "Understandable Economics," talks about how tariffs work and why increasing the levies now could lead to stagflation — higher prices with a worse economy — depending on how consumers and the Federal Reserve react. Yaruss isn't predicting recession yet, but he does see the economy becoming more sluggish as businesses deal with uncertainty around tariffs. David Trainer, founder and president at New Constructs, has a surprising pick — a Magnificent Seven stock — for The Danger Zone, and Brian Frank, manager of the Frank Value Fund talks absolute-value investing in The Market Call. Plus, Chuck has a heartfelt message near the end of the show that long-time listeners -- and newcomers too -- deserve to hear.

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Zach Worden (@Worden_Zach) is joined by Buffalo Bisons writer and historian Brian Frank (@HERDchronicles) to break down the season that was for the Toronto Blue Jays' Triple-A affiliate, diving into players like Alan Roden, Andrew Bash and Josh Kasevich, discussing the evolution of the players who moved up to the majors this season and more.

Brian Frank, is passionate about documenting the history of major and minor-league baseball. He is the creator of the website The Herd Chronicles (www.herdchronicles.com), which is dedicated to preserving the history of the Buffalo Bisons and professional baseball in Buffalo. His articles can also be read on the official website of the Bisons. He was an assistant editor of the book The Seasons of Buffalo Baseball, 1857-2020, and he's a frequent contributor to Society for American Baseball Research (SABR) publications. #brianfrank #buffalobisons #theherdchronicles #livewithcdp #chrispomay #radiohost #WQEE #youtube #facebook #X #twitch #linkedin #applepodcasts #spotify #iheartradio #amazonmusic #barrycullenchevrolet #sponsorship https://beacons.ai/chrisdpomay

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Simeon Hyman, global investment strategist at ProShares, is doubling down on a forecast he made before 2024 started, in which he said the outcome of the year for the market and economy was not "all about the Fed." He says the Federal Reserve's grip on the economy has eased, largely because the long end of the yield curve is free from the tight grip of the Federal Reserve. With the long end of the yield curve driving equity prices, Hyman thinks the market can find more room to run, and that's what he is expecting, although he does think there is an economic downturn with a soft landing in our near future. Hyman notes that valuations remain difficult, though he explains how using equal-weighted funds should pay off a little better moving forward. Todd Rosenbluth, head of research at VettaFi, turns towards an all-purpose commodity fund for his "ETF of the Week," Cassandra Happe, an analyst at WalletHub, discusses how consumers expect to use credit cards to pay for their summer travel and how they can help themselves with the right credit-card deal. And in the Market Call, Brian Frank of the Frank Value Fund talks about absolute value investing at a point when the market is near record highs.

It was great to catch up with Brian Frank from the Herd Chronicles.We discussed:- His interview with Johnny Bench- Cooperstown parade experience- Ferguson Jenkins interview- Matt Hague's impact on the Blue Jays 2024- Nathan Lukes- The IKF effect- Allan Roden- Orelvis Martinez expectations- Addison Barger's MLB ETA- Barger's vs Bautista's arm?- Mitch White's 2023 end of season success- Ricky Tiedeman expectations- Bowden Francis 2024. Does he stay in Toronto?- Alek Manoah's return- Joey Votto, a Buffalo Bison?- Casey Candele's impact on the Bisons- Work for Brian that is on-deckHerdChronicles.com is where you can visit Brian's fantastic work@HerdChronicles on X and HerdChronicles on Instagram is where you can follow Brian on social mediaSupport the showYou can follow The Cardy Show on Linked in . Twitter @CardyBrent or Instagram @TheCardyShowPodcast

Larry Adam, chief investment officer at Raymond James, says he expects a recession at the start of next year, but he's not nervous about it because much of the damage is already priced in and the downturn is likely to last six months, rather than the 10 months of an average recession. Moreover, with the stock market typically bottoming four to six months before a recession ends, Adam says investors may want to be buying in while the downturn is in mid-swing. Adam currently favors technology, energy, health care and financials. Tom Lydon, vice chairman at VettaFi, brings back a long-running fund powerhouse as his ETF of the Week, Chuck answers a listener's question about inflation-protected savings bonds -- with the new I-bond inflation rate having just been announced --  and absolute-value manager Brian Frank of the Frank Value Fund talks stocks in the Market Call.

The Business Behind The Stock Brian Frank, President Of Frank Funds & Portfolio Manager of the Frank Value Fund (FRNKX) with approximately $200M in Assets Under Management Website: https://frankfunds.com/ Bio: Brian Frank has been the CIO for Frank Funds since 2003 and the Portfolio Manager of the Frank Value Fund and Frank Value Fund SP (Cayman) since inception in July 2004, and January 2014, respectively. After working at Lightyear Capital, a private equity fund organized by Donald Marron of Paine Webber, Brian co-founded Frank Funds which started as a single-family office, and Brian managed the assets with the goal of maximizing wealth for the long-term. The success of this strategy led to the creation of the Frank Value Fund, a mutual fund isolating Frank Funds' equities portfolio. The Frank Value Fund has eight times been ranked as a Wall Street Journal Category King. Brian has a BS from New York University's Stern School of business in Finance and Accounting. He is a Registered Investment Advisor and has a Series 65 license. --- Support this podcast: https://podcasters.spotify.com/pod/show/smartmoneycircle/support

Brian Frank is passionate about documenting the history of major and minor-league baseball. He is the creator of the website The Herd Chronicles (www.herdchronicles.com), which is dedicated to preserving the history of the Buffalo Bisons and professional baseball in Buffalo. His articles can also be read on the official website of the Bisons. He was an assistant editor of the book The Seasons of Buffalo Baseball, 1857-2020, and he's a frequent contributor to Society for American Baseball Research (SABR) publications. #brianfrank #buffalobisons #theherdchronicles #assistanteditor #livewithcdp #sportstalk #guest #host #chrispomay #radiohost #WQEE #youtube #facebook #X #twitch #linkedin #audio #applepodcasts #spotify #iheartradio #amazonmusic #googlepodcasts #barrycullenchevrolet #sponsorship Brian M. Frank The Herd Chronicles www.herdchronicles.com

Brian Frank talks about how everything in the food system can be improved, and how VCs are investing with a technology lens instead of a problem solving perspective. Tune in to learn more about: *The biggest opportunities ahead in the food system *Evolution of replacing animal protein, including synthetic biology *How Brian is perfectly positioned to help the next generation of founders in the industry

Toronto Blue Jays!!! Toronto Blue Jays! (just for the algorithm)   Massive thank you to Brian Frank of the Herd Chronicle for joining us! https://www.herdchronicles.com/           Join Our Patreon. (Trivia Night Link here) Follow the podcast on instagram @thewalkoffpodcast. On Twitter @walkoffpodcast We are of course, on YouTube. Join our Discord: Free Invite

Savita Subramanian, Head of US Equity & Quantitative Strategy at Bank of America, discusses raising her year-end price target on the S&P 500 and her bull case for stocks. Dan Ko, Senior Principal & Portfolio Manager at Eagle Point Credit Management, talks about defaults and downgrades in the leveraged loans space. Thomas Perfumo, Head of Strategy at Kraken, shares his thoughts on crypto investing and regulation. Elissa Sangster, CEO at Forte Foundation, looks at the MBA pay and promotions gap. And We Drive to the Close with Brian Frank, CIO at Frank Capital Partners. Hosts: Matt Miller and Jess Menton. Producer: Paul Brennan.See omnystudio.com/listener for privacy information.

Savita Subramanian, Head of US Equity & Quantitative Strategy at Bank of America, discusses raising her year-end price target on the S&P 500 and her bull case for stocks. Dan Ko, Senior Principal & Portfolio Manager at Eagle Point Credit Management, talks about defaults and downgrades in the leveraged loans space. Thomas Perfumo, Head of Strategy at Kraken, shares his thoughts on crypto investing and regulation. Elissa Sangster, CEO at Forte Foundation, looks at the MBA pay and promotions gap. And We Drive to the Close with Brian Frank, CIO at Frank Capital Partners. Hosts: Matt Miller and Jess Menton. Producer: Paul Brennan.See omnystudio.com/listener for privacy information.

Mike Foss, former partner at Brown Advisory and former manager of the Brown Advisory Equity Income fund, says he expects a slowdown, but high inflation and low unemployment leave us without the makings for a strong recession. Meanwhile, he believes interest rates will remain 'higher for longer than bond market investors actually think.' Also on the show, Tom Lydon of VettaFi makes his ETF of the Week pick an issue that builds its portfolio around stocks that are popular among hedge funds, Claire Martin-Tellis discusses a survey showing that people living in higher-income areas are much more likely to be targeted by scammers, plus we revisit a recent Market Call interview with absolute-value investor Brian Frank of the Frank Funds.

In this episode you will learn:What did Brian learn from his internship at Intel that has helped him as an entrepreneur?What issues does Brian see in the current food system? Why does Brian believe that science and technology can uplevel the food system?Why does FTW Ventures have a highly focused and concentrated investment approach? What value does FTW Ventures aim to create for founders?Why are there not many VCs investing in the food and agriculture market?What are the indicators of a team that can successfully navigate the stages of product development according to Brian?How do Brian assess the market potential and customer interest in a startup's product?How does the focus on transportation affect the quality and nutrition of food? How does the current food system contribute to health crises?How does addressing climate change in the food system have both purpose-driven and profit-driven benefits?What approach should entrepreneurs take when entering the food and Agritech space?What are the potential future developments and investments in cell culturing and synthetic biology?What consumer behaviour in food according to Brian will become mainstream in the next five to ten years?What are the challenges faced by farmers today, and how can technology help address them? How can AI and technology help address labor shortages and augment human labor in agriculture?About:Brian is the Founder and General Partner of FTW Ventures. He is experienced in both Technology & Food, and understands the complexity of running startups at the intersection of these two, challenging spaces.Prior to founding FTW, Brian led 3 venture-backed businesses to successful exits and directed innovative products in communication, mobile, social & AI/ML for both startups & Fortune 500 Companies over his 20+ year career.

Absolute-value investor Brian Frank of the Frank Value Fund says that with cash now paying close to 5 percent, it's 'gotten a lot easier to go to cash,' but it also has raised the bar on stocks and for how investors should set their expectations. 'If you don't think you're going to be making more than 5 percent on a stock,' Frank says in the Market Call, 'why are you buying it if cash is paying you [5 percent] now?' Also on the show, Lewis Black, chief executive officer at Almonty Industries, talks about the market for tungsten and how the metal has the potential to be the cause of tough economic conditions and geopolitical football; David Trainer of New Constructs puts Kenvue -- the spin-off of Johnson and Johnson consumer brands -- in the Danger Zone in its first few days after going IPO, and Chuck answers a listener's question that goes to the heart of Brian Frank's discussion on going to cash, about whether cash returns are so good right now that a nervous investor might use bank accounts to ride out whatever the market dishes out next.

Clearly no one can say when the banking crisis is contained, notes Brian Frank. He talks about how there is a lot of complacency in equities and credit spreads given bank failures. He discusses looking for the next problem area which could be commercial real estate, private equity, and gated funds. He also goes over takeaways from this earnings season, as well as how much longer mega-cap tech can carry the markets. He then highlights his stock picks which include Jack In The Box (JACK) and PG&E (PCG). Tune in to find out more about the stock market today.

Our friend Brian Frank from the Herd Chronicles returns to The Cardy Show. Brian discusses his love of Buffalo Baseball history with us and drops some outstanding information on his favourite players from the past to the present. We also discuss Major League Baseball expansion and whether or not Buffalo could make it work. We touch on two great guys in Pat Malacaro and Ben Wagner. We discuss the 2023 Bisons as well.We encourage you to please check out Brian's work at The Herd Chronicles and give him a follow on Twitter and Instagram @TheherdChroniclesSupport the showYou can follow The Cardy Show on Linked in . Twitter @CardyBrent or Instagram @TheCardyShowPodcast

“Nothing tastes as good, as being fit and lean feels.” Brian Frank is the founder and owner of Hammer Nutrition. In this episode, Brian gives nutrition advice to Ray Sanchez who happens to be a new trail runner. Brian discusses best race day strategy for food intake, dinner habits, hydration, alcohol consumption, sodium, and electrolytes. Support Road Dog Podcast by: 1. Joining the Patreon Community: https://www.patreon.com/roaddogpodcast 2. Subscribe to the podcast on whatever platform you listen on. HAMMER NUTRITION show code: Roaddoglistener Listeners get a special 15% off at https://www.hammernutrition.com GO SLEEVES: https://gokinesiologysleeves.com Allwedoisrun.com Brian Frank Contact Info: Website: https://www.hammernutrition.com IG: https://www.instagram.com/hammernutrition/ FB: https://www.facebook.com/hammernutrition Email: bfrank@hammernutrition.com Luis Escobar (Host) Contact: luis@roaddogpodcast.com Luis Instagram Kevin Lyons (Producer) Contact: kevin@roaddogpodcast.com yesandvideo.com Music: Slow Burn by Kevin MacLeod (incompetech.com) Licensed under Creative Commons: By Attribution 3.0 http://creativecommons.org/licenses/by/3.0/ Original RDP Photo: Photography by Kaori Peters kaoriphoto.com Road Dog Podcast Adventure With Luis Escobar www.roaddogpodcast.com

"The market is pushing Jerome Powell to raise rates. The equity market is not considering the fact that inflation could linger. On the other hand, the bond market today is saying that maybe interest rates have to be higher for longer. Maybe these unprofitable growth stocks should not be driving the bus as they crashed it in 2021. The 2 year rate keeps going up and approaching the Fed Fund's Rate. This is not a good place to be if you are a high valuation stock owner," says Brian Frank. Frank also states that he is long Calumet Specialty Products (CLMT).

Bloomberg Businessweek Editor Joel Weber and Bloomberg News Health Care Reporter Angelica Peebles discuss Angelica's Businessweek Magazine story With VC Funding Drying Up, Biotechs Are on a Quest for Cash. Bloomberg QuickTake Correspondent Madison Mills reports on the World Economic Forum in Davos. Oaktree Capital Management Co-Chairman Howard Marks explains why he thinks financial markets may be in the middle of the third sea change of the last 50 years. And we Drive to the Close with Brian Frank, CIO at Frank Capital Partners. Hosts: Carol Massar and Tim Stenovec. Producer: Paul Brennan. See omnystudio.com/listener for privacy information.

Bloomberg Businessweek Editor Joel Weber and Bloomberg News Health Care Reporter Angelica Peebles discuss Angelica's Businessweek Magazine story With VC Funding Drying Up, Biotechs Are on a Quest for Cash. Bloomberg QuickTake Correspondent Madison Mills reports on the World Economic Forum in Davos. Oaktree Capital Management Co-Chairman Howard Marks explains why he thinks financial markets may be in the middle of the third sea change of the last 50 years. And we Drive to the Close with Brian Frank, CIO at Frank Capital Partners. Hosts: Carol Massar and Tim Stenovec. Producer: Paul Brennan. See omnystudio.com/listener for privacy information.

Brian Frank, CIO at Frank Funds, discusses the latest on the markets. He spoke with hosts Bryan Curtis and Rishaad Salamat on "Bloomberg Daybreak Asia."See omnystudio.com/listener for privacy information.

Bloomberg News Big Tech Team Leader Sarah Frier reports on Meta shares plummeting on Thursday as Chief Executive Officer Mark Zuckerberg's plea for ‘patience' from investors falls flat. Dr. Tamar Mendelson, Director for the Center for Adolescent Health at the Johns Hopkins Bloomberg School of Public Health, talks about seeing an increase in mental health problems for children and adolescents. Andy Marsh, CEO of Plug Power, discusses the company's green hydrogen ecosystem strategy and build out. And we Drive to the Close with Brian Frank, Portfolio Manager at Frank Capital Partners. Hosts: Carol Massar and Tim Stenovec. Producer: Paul Brennan.  See omnystudio.com/listener for privacy information.

Bloomberg News Big Tech Team Leader Sarah Frier reports on Meta shares plummeting on Thursday as Chief Executive Officer Mark Zuckerberg's plea for ‘patience' from investors falls flat. Dr. Tamar Mendelson, Director for the Center for Adolescent Health at the Johns Hopkins Bloomberg School of Public Health, talks about seeing an increase in mental health problems for children and adolescents. Andy Marsh, CEO of Plug Power, discusses the company's green hydrogen ecosystem strategy and build out. And we Drive to the Close with Brian Frank, Portfolio Manager at Frank Capital Partners. Hosts: Carol Massar and Tim Stenovec. Producer: Paul Brennan.  See omnystudio.com/listener for privacy information.

Presented by Yoshimura Properly fueling your body for the rigors of motocross riding and racing is just as important as the gasoline that you put into your motorcycle, and there are plenty of misconceptions about what to eat and drink on race day. In part one of a three-part Swapmoto Podcast Series, we sit down with Brian Frank and Victor Sheldon from Hammer Nutrition to learn about the company, its philosophy, and what you should and shouldn't fuel your body with. Enjoy!

Brian Frank, manager of the Frank Value Fund -- who will stay in cash when he can't find stocks cheap enough to meet his metrics for good value -- says that the market's decline in early 2022 put a lot more stocks onto his radar as prospective buys, but he says the market remains expensive as a whole. In The Big Interview, Stan Majcher, portfolio manager at Hotchkis and Wiley Capital Management, says that the energy market -- the one sector of the market that was up during the first half of the year -- remains attractive after its recent run up and despite market pressures created by war in Ukraine and global supply-chain issues. He believes oil remains significantly underpriced, giving strong potential for the sector to keep rolling for the foreseeable future despite the likelihood of a global recession. Also on the show, Sarah Foster discusses a recent Bankrate.com survey showing that consumers who are influenced into purchases by social media have a high -- and increasing -- level of regrets over their spending decisions.

This week Brian & Frank discusses the adventure that is The Great Wolf lodge where Brian and is ex celebrated their son's 11th birthday! They talk water slides, lost kids, physics, and how much a turd in the pool should financially cost someone. Then they breakdown Birthday Traditions From around the world. What happens in Spain?? Listen to find out!!! Join our Patreon and get access to an extra episode a week! Want to choose what movie Brian writes next? Select the Daddy Level and he will write a movie of your choosing AND write you into the movie! https://patreon.com/wickedfunnypodcast Check out our Website: https://wickedfunnypodcast.com Follow Wicked Funny: TikTok  IG: https://www.instagram.com/wickedfunnypodcast Twitter: https://www.twitter.com/wickedfunnypodcast FB: https://www.facebook.com/wickedfunnypodcast Follow Brian: IG: https://www.instagram.com/beaudoinbrian Twitter: https://www.twitter.com/beaudoinbrian Follow Frank: https://www.instagram..com/frank_gazerro

“Hey everybody! Get really familiar with monitoring your urine color on a daily basis.” Brian Frank is the owner/founder of Hammer Nutrition based in Whitefish Montana. Brian talks about his childhood, how he developed Hammer products, and the 5 tips you need to hear about fueling, hydration and recovery. Support Road Dog Podcast by: 1. Joining the Patreon Community: https://www.patreon.com/roaddogpodcast 2. Subscribe to the podcast on whatever platform you listen on. HAMMER NUTRITION show code: Roaddoglistener Listeners get a special 15% off at https://www.hammernutrition.com Allwedoisrun.com Brian Frank Contact Info: www.hammernutrition.com IG: https://www.instagram.com/hammernutrition/ FB: https://www.facebook.com/hammernutrition Luis Escobar (Host) Contact: luis@roaddogpodcast.com Luis Instagram Kevin Lyons (Producer) Contact: kevin@roaddogpodcast.com yesandvideo.com Music: Slow Burn by Kevin MacLeod (incompetech.com) Licensed under Creative Commons: By Attribution 3.0 http://creativecommons.org/licenses/by/3.0/ Original RDP Photo: Photography by Kaori Peters kaoriphoto.com Road Dog Podcast Adventure With Luis Escobar www.roaddogpodcast.com

Hammer Nutrition is known across the endurance and action sports landscape for having the cleanest and most effective hydration, nutrition and supplement products on the market and their owner, founder and chief evangelist Brian Frank is the reason why. We got the chance to chat with Brian about his founding of the company, the products that drove his early success and growth into the leading brand of its type in the industry. We also do a fairly deep dive into strategies for success when it comes to fueling for the BWR and Brian lays out in detail the science behind the timing and quantities of hydration and nutrition you need to consume during the ride as well as what the steps to take to kick start your recovery post ride. If you're interested in optimizing your performance come race day, dig into this episode of the BWR Podcast with Brian Frank of Hammer Nutrition!

On today's program:Last week in baseball:The guys discuss the Randal Grichuk trade. They talk about what we can expect from Raimel Tapia. Dalton Pompey is in the Intercounty Baseball League. What happens to the Toronto Blue Jays with the recent Pete Walker news?Baseball In Canada Series:Buffalo isn't in Canada but it's pretty darn close. Brian Frank the man behind the website The Herd Chronicles joins Cardy and Glassford to discuss the history of Buffalo Baseball from the late 1800's to today.So much is covered, we talk about Babe Ruth to Larry King and all things in between and well after.The knowledge Brian shares with us is outstanding and you will learn a bunch . This is a don't miss episode for any baseball historian, especially if you are interested in Buffalo Bisons baseball.Please give Brian's website a visit and follow him on Twitter @HERDChroniclesPl

PK sits down with Brian Frank of the Herd Chronicles for the BSC's first interview. Listen and hear the passion and knowledge Brian has and shares with us. From Buffalo Baseball History, to the Blue Jays playing in Buffalo the last two years, and the Bisons performances this year. Brian and PK hit on everything.

James Hickey, managing director of alternative strategies at Spearhead Capital, discusses investment opportunities to boost yields outside of traditional stocks and bonds, and discusses how important those choices are now in light of higher inflation that he says is permanent and that has him highly negative on traditional fixed-income investments for the foreseeable future. Also on the show, Tom Lydon, chief executive officer at ETFTrends.com, makes a fund that donates all management fees to a charity his pick as 'ETF of the Week,' and in the Market Call, Brian Frank of the Frank Value Fund talks absolute value investing and how the markets recent troubles have presented him with the chance to get fully invested again and at reasonable prices.

Brian Frank, the creator of 'The Herd Chronicles,' chats with Pat Malacaro about the historic 2021 season for the Buffalo Bisons.

Host Connor Newcomb is joined by Brian Frank, who covers the Buffalo Bisons (Toronto Blue Jays Triple-A affiliate) at The Herd Chronicles, to talk about the Baltimore Orioles most recent waiver claim — RHP Bryan Baker. Connor and Brian talk:-Baker's incredible Triple-A season in 2021-What his three pitches look like-Why the Blue Jays decided to DFA him without giving him much of a look-How Baker can help the Orioles bullpen in 2022Support Us By Supporting Our Sponsors!Built BarBuilt Bar is a protein bar that tastes like a candy bar. Go to builtbar.com and use promo code “LOCKED15,” and you'll get 15% off your next order.BetOnline AGThere is only 1 place that has you covered and 1 place we trust. Betonline.ag! Sign up today for a free account at betonline.ag and use that promocode: LOCKEDON for your 50% welcome bonus. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Host Connor Newcomb is joined by Brian Frank, who covers the Buffalo Bisons (Toronto Blue Jays Triple-A affiliate) at The Herd Chronicles, to talk about the Baltimore Orioles most recent waiver claim — RHP Bryan Baker. Connor and Brian talk: -Baker's incredible Triple-A season in 2021 -What his three pitches look like -Why the Blue Jays decided to DFA him without giving him much of a look -How Baker can help the Orioles bullpen in 2022 Support Us By Supporting Our Sponsors! Built Bar Built Bar is a protein bar that tastes like a candy bar. Go to builtbar.com and use promo code “LOCKED15,” and you'll get 15% off your next order. BetOnline AG There is only 1 place that has you covered and 1 place we trust. Betonline.ag! Sign up today for a free account at betonline.ag and use that promocode: LOCKEDON for your 50% welcome bonus. Learn more about your ad choices. Visit podcastchoices.com/adchoices

País Estados Unidos Dirección Mitja Okorn Guion Jeffrey Addiss, Will Matthews Música Photek Films Fotografía Quyen Tran Reparto Jaden Smith, Cara Delevingne, Cuba Gooding Jr., Nia Long, RZA, JT Neal, Chris D'Elia, Michael Boisvert, Stony Blyden, Peter MacNeill, Brian Frank, Pedro Miguel Arce, Marty Adams Sinopsis Sigue a Daryn, un adolescente de 17 años que tras descubrir que su novia se está muriendo, decide entregarse por completo a ella en lo que le reste de vida.

To say that Brian Frank, Chief Operating Officer of Cameo, comes from a non-traditional background into the career field of sales might be an understatement. Brain's career began in law and he spent nearly a full career there before transitioning to sales in 2008, where he has been exceedingly active. Brian's multifaceted background has given him a wide range of skillsets and a deep wisdom that has become invaluable to the organizations where Brian has worked. His focus on constantly learning through experience, as well as an emphasis on transparency has led him to the hard won successes that allow him to gain these perspectives. In this episode, Brain and Joubin talk about Brian's shift from law, his tenure at LinkedIn, and how experiential learning led to the inspiring story behind Brian's decision to take up the guitar. Brian also goes into the details on Cameo and their meteoric rise, his influence there, and more.In this episode, we cover: Brian talks about his shift from law, to finance, and finally to sales. (1:09) Brian's colorful employment history (which began at age 13) prior to graduating from UC San Diego. (6:41) How Brian approaches outbound opportunities - and how a quick LinkedIn message led to a business partnership. (10:37) What Brian's LinkedIn colleagues have to say about him - and his inspiring anecdote about how he met his guitar instructor, Marty Schwartz. (13:34) The story behind Brian's ban from LinkedIn - and why his experiential learning style works for him. (17:15) All things sales ops: From defining the role to hiring and developing talent. (21:53) ‘What do you value most?': Joubin and Brian rank and discuss career, money, company and manager. (32:17) The lowest points of Brian's LinkedIn ride - and what led him to be more transparent and open with his team. (36:37) What is Cameo? Breaking down Cameo and its fascinating growth. (45:34) How Brian assessed Cameo to determine if he was a fit - and his mindset when joining the company. (51:06) Why most businesses are demand constrained - and more on Cameo's B2B expansion. (54:16) Links: Connect with Brian LinkedIn Cameo Connect with Joubin Twitter LinkedIn Email: gtmg@kleinerperkins.com  Learn more about Kleiner Perkins

#61 - Hey, there RaceMob crew! Before we get into this episode, we wanted to let you know that we're running a hydration challenge through the end of this month. You're going to be eligible to win a hammer nutrition prize pack. Thanks to our good friend, Brian, who's featured in this episode. As we talk about in this episode, the best thing that you can do to be hydrated on race date is to stay hydrated in your daily life. And for many of us that means drinking upwards of a hundred ounces a day. Now we don't want you to go from zero to a hundred right away. But that's where this challenge is extremely important. All we want you to do is drink 16 ounces of water. When you wake up and start being mindful of your hydration strategy throughout the day. Go to RaceMob.com/hydration for your daily chance to win this prize pack. Now into this episode where Brian really dives into his detailed race day, fueling and hydration strategy, Including what to do if you like the flavored water and what should you, if you don't like flavored water. We dive into his recovery protocol and a recent sodium study that he says is a total game changer.Plus there's a supplement that he's extremely excited about. And after chatting with Brian, I went directly to hammer to go try it myself. Plus got some for my dog. What is the supplement? Well, you're just going to have to tune in, to find out!

#60 -  In this episode we're featuring Brian Frank, the founder and CEO of Hammer Nutrition. Hammer is one of the most trusted brands in endurance sports. And Brian is one of the most knowledgeable guests that we've ever had. If you've never heard of hammer nutrition. Well, that might be by design. Hammer focuses their marketing efforts on grassroots events, the very backbone that makes up our industry. They have a phone number where you can call them anytime and ask them questions and they focus on making quality products. This conversation was so good, it went on for two hours. So we decided to split it up into two episodes. In this episode, you're going to learn how an unorthodox childhood directly led to the start of hammer nutrition. We'll talk about:- the early days of hammer and how Brian started the company at the age of 20 in his apartment in San Francisco;- the supplement stack that he recommends everybody take, regardless of their activity level;- why the fueling philosophy he lives by is less is best, and;- what this means for athletes, especially those looking for maximum performance on race day.

The 'Voice of the Bisons' Pat Malacaro catches up with Brian Frank, the creator of the Herd Chronicles, to discuss his love of Buffalo Baseball and what it has been like to record living history as the Toronto Blue Jays play at Sahlen Field.

Dave King, head of income and growth strategies for Columbia Threadneedle Investments, says that income-oriented investors should be revisiting a popular old strategy -- the Dogs of the Dow -- buying the highest-yielding stocks of the benchmark index. The strategy has fallen out of favor in recent years, while value investing has struggled, King says, but now is a good time to look for more yield out of large-cap stocks. Also on the show, David Goodsell of the Natixis Investment Managers' Center for Investor Insight discusses survey data showing that average American investors are expecting historically high returns from stocks -- above 17 percent before inflation -- for the year ahead, David Trainer of New Constructs talks about an accounting problem that misstates the financial condition of many companies and, in the Market Call, Brian Frank of the Frank Value Fund talks 'absolute value' and whether the current market leaves any stocks that meet his tough valuation standards.

The Spoon team welcomed food tech investor Brian Frank to our live Clubhouse room where we talked about some stories from the last week. The stories we talked about include: -Cell-Cultured Fish Startup Bluu Biosciences Raises €7 million -The Rise of 'Premium' Cultured Meat Startups -Sony Invests in Analytical Flavor Systems and our Robot Chef Future -NASA Harvest Partners with CropX to Combine Soil Monitoring and Satellite Data -Ex-WeWorkers Launching Santa, A Hybrid 'Retail Experience' Startup Focused on 'Small US Cities' As always, you can find more Food Tech Shows at The Spoon. via Knit

ControlTalk NOW TAKE OVER — Marc Petock, John Petze, and Brian Frank take over Episode 392! Over the last 10 Years, community-driven Project Haystack has evolved, adding richer, more advanced data modeling that continues to merge the worlds of data scientists, deep domain experts, systems integrators, and contractors into a growing global ontology. The rewards are brilliant.  

An excellent conversation with Brian Frank, General Partner at FTW Ventures, an early-stage venture fund investing in breakthrough hardware, software and biotech solutions for the massive worldwide Food System. In this episode, Hector Shibata Salazar talks with Brian about different strategies on how to raise capital.

Brian Frank has been a music therapist in Los Angeles for nearly a decade. We talk about the power of music, seeing The Doors in 1968 and the concept of time. Instagram: @jukeboxhootenanny  You're living your dream. Don't miss it. If you’re enjoying this podcast, please rate and subscribe on your podcast player of choice. And if you’re really digging it, you can help me out with some of the expense by hitting the Donate button on my website.

Brian Frank of the Frank Value Fund, an absolute-value manager, says in the Market Call that the rising tide of the market has not been lifting all boats, but rather has been lifting the top technology like it's 1999. That makes it hard to find good values, but Frank discusses a few and some of the surprising industries he is finding them in right now. Also on the show, Rick Redding of the Index Industry Association discusses the ongoing explosion in the creation if indexes and how that impacts both the fund industry and individual investors, Brian Schaffer of Prosek Partners talks about activism in closed-end funds and the importance of good communications to ease tensions in those corporate battles, and Lance Ippolito of theFutureofWealth.com talks the market's technicals.

“I would say oatmeal is the number one worst breakfast you could have on race day.” Brian Frank is the owner/founder of Hammer Nutrition based in Whitefish Montana. In this episode, Luis and Brian talk about how Hammer Nutrition was born, the “Less is best” philosophy, what to do about nutrition on race day and the difference between water drinkers and drink drinkers. Support Road Dog Podcast by: 1. Joining the Patreon Community: https://www.patreon.com/roaddogpodcast 2. Subscribe to the podcast on whatever platform you listen on.   COROS (Sponsor) https://www.coros.com   HAMMER NUTRITION show code: Roaddog2020 Listeners get a special 15% off at https://www.hammernutrition.com Brian Frank Contact Info: https://www.hammernutrition.com 5 Secrets Of Success (Free Download) Luis Escobar (Host) Contact: luis@roaddogpodcast.com Luis Instagram Kevin Lyons (Producer) Contact: kevin@roaddogpodcast.com yesandvideo.com Music: Slow Burn by Kevin MacLeod (incompetech.com) Licensed under Creative Commons: By Attribution 3.0 http://creativecommons.org/licenses/by/3.0/ Photo: Photography by Kaori Peters kaoriphoto.com Road Dog Podcast Adventure With Luis Escobar www.roaddogpodcast.com

Dr. Cass checks in with an update on Covid-19, Robert Gene discusses how to cope, and Dr. Brian Frank

Jeff Schulze, investment strategist at ClearBridge Investments, says his company's 'Recession Risk Dashboard' shows that the economy is now fully in recession territory and that it could be the worst recession ever, but he notes that thanks to policy response, it will not become a depression. While he expects recovery to take a little longer than many expect -- just because the market will want to be sure the black swan event of coronavirus has ended before committing to a return to buying -- Schulze says a strong recovery is part of the outlook. Also on the show, Dan Zanger of ChartPattern.com says he's not ready to buy into this market with much conviction, Matt Zajechowski of Digital Third Coast talks taxes and procrastination, and absolute value manager Brian Frank of the resurgent Frank Value Fund talks stocks in the Market Call.

This week, Brian Frank and Katie talk about their trip to the Axe Bar at R1 Indoor Karting in Lincoln, RI. Find out who was good at it and who was it. Then, we have a funeral for Brian's Tinder account.

Brian Frank (@bfrank) of FTW Ventures, and Rob Rhinehart (@robrhinehart) of Soylent, join Erik on this episode. They discuss:- Some of the most exciting developments in bioscience these days.- The possibilities for biohacking and whether there is an “AWS for bioscience” emerging.- The interplay of startups and incumbents in the space and how incumbents can be more helpful to the startup community.- What is under- or over-hyped in the space.- The existing big companies in food and bioscience and what will change in the next 5-10 years.- The future of retail and how data can transform supply chains.Thanks for listening — if you like what you hear, please review us on your favorite podcast platform. Check us out on the web at villageglobal.vc or get in touch with us on Twitter @villageglobal.Venture Stories is brought to you by Village Global, is hosted by co-founder and partner, Erik Torenberg and is produced by Brett Bolkowy.

Brian Frank (@bfrank) of FTW Ventures, and Rob Rhinehart (@robrhinehart) of Soylent, join Erik on this episode. They discuss:- Some of the most exciting developments in bioscience these days.- The possibilities for biohacking and whether there is an “AWS for bioscience” emerging.- The interplay of startups and incumbents in the space and how incumbents can be more helpful to the startup community.- What is under- or over-hyped in the space.- The existing big companies in food and bioscience and what will change in the next 5-10 years.- The future of retail and how data can transform supply chains.Thanks for listening — if you like what you hear, please review us on your favorite podcast platform. Check us out on the web at villageglobal.vc or get in touch with us on Twitter @villageglobal.Venture Stories is brought to you by Village Global, is hosted by co-founder and partner, Erik Torenberg and is produced by Brett Bolkowy.

Brian Frank is the singer of the band 'Killer Bee', and started his career in Toronto Ontario Canada, back in 1985 and by 1990, had fallen in love with life in Sweden and moved there permanently. In 1992 Brian formed the band Killer Bee and has released 7 studio albums since then - but now it's time for him to shine on his own! Brian is releasing his first solo album project called "Celebrate Life" and with it comes a brand new single and video "It's Not the End" which deals with issues plaguing our society. Human Rights and the violations that occur within it, for example: genocide, human trafficking and others. Brian feels very strongly about the Witness program, co-founded by Peter Gabriel in 1992 that supports preserving video evidence of history's atrocities.  Hear about Brian's music and his career, now in his own words here on this week's episode!   "It's Not the End" video on YouTube: https://www.youtube.com/watch?v=9xNYBfRDu0k Brian's Official Website: http://www.brianfrankmusic.com CD Baby Store: http://store.cdbaby.com/cd/brianfrank2 WITNESS: https://www.witness.org Brian Bee Frank on Facebook: https://www.facebook.com/brianbeefrank Killer Bee on Facebook: https://www.facebook.com/OfficialKillerBee/     Music featured on this episode by Matthew Johnston https://soundcloud.com/user-234321408

David Bahnsen of HighTower Advisor's Bahnsen Group chats about the intersection of politics and personal finance, noting that investments are inherently political and that investors can create problems when they choose to invest based more on their political leanings than on a dispassionate view of how current events can and will impact the market. Also on the show, Mark Hamrick of Bankrate.com talks about their survey about whether Americans feel they are better off financially since the last presidential election, Jon Brodsky of Finder US talks about how Americans' savings habits compare with the rest of the world, and Brian Frank of the Frank Value Fund discusses absolute-value investing in the Market Call.

Brian Frank Freelance Photographer  www.brianfrankphoto.com  @brianlfrank

Learn more about CBD Oil with the founder of Hammer Nutrition, Brain Frank.  Thanks for checking it out! Donate to my 401K Run for Pediatric Cancer! http://401kforpediatriccancer.com Instagram - @TrainingForUltra Training For Ultra - Audiobook on Audible! https://www.audible.com/pd/B07T9H21CB/?source_code=AUDFPWS0223189MWT-BK-ACX0-155697&ref=acx_bty_BK_ACX0_155697_rh_us  

CMO rocks out with the greatest rock biographies. Brian Frank, Johnny Black, and Amy Hart discuss their fascination with the salacious details of their favorite rockers lives. Books discussed: Life by Keith Richards, Kicking and Dreaming by Ann and Nancy Wilson, Does This Noise In My Head Bother You? By Steven Tyler

Guest: Niji Sabharwal - Co-Founder & CEO @AgentSync (Co-Founder & CEO @AgentSync; Formerly @Zenefits, @LinkedIn) Guest Background: Niji was the Global Sales Strategy & Operations Manager at LinkedIn (IPO in 2011, $27B Acquisition by Microsoft in 2016), where he led global, best-in-class sales ops teams focused on driving sales pipeline for all of LinkedIn's B2B businesses. Niji then worked with Zenefits ($4.5B Valuation, $584M Raised) as the Head of Sales Strategy & Sales Operations, where he built the Sales Ops & Strategy function consisting of the CRM, metrics & insights, sales compensation, sales productivity, territory design and deployment, and deal desk teams; enabling growth from 20 to 500+ sales employees.  Niji is now the Founder & CEO of AgentSync, an application built on Salesforce.com that automatically enforces state producer licensing & appointment regulatory requirements through an integration to the National Insurance Producer Registry (NIPR) - Minimize your compliance costs and prevent regulatory violations before they occur by letting technology do the heavy lifting. Guest Links: Website | LinkedIn Episode Summary: In this episode, we cover: - The Playbook: Build Your Sales Strategy & Operations Function - Sales Systems & Tools Function - 1st Hiring Profile, Landmines - Sales Capacity & Resource Planning & Analysis Frameworks - Sales Metrics and Reporting - Leading & Lagging Indicators - Tips for Managing Sales Strategy & Operations Stakeholders - Maximizing Your Inbound Lead & Sales Engine Full Interview Transcript: Naber:  Hello friends around the world. My name is Brandon Naber. Welcome to The Naberhood, where we have switched on, fun discussions with some of the most brilliant, successful, experienced, talented and highly skilled Sales and Marketing minds on the planet, from the world's fastest growing companies. Enjoy! Naber:  Hey everybody. Today we have Niji Sabharwal on the show. Niji the Global Sales Strategy and Operations Manager at LinkedIn (LinkedIn IPO'd in 2011, and then were acquired by Microsoft for $27 billion in 2016), there Niji led global best in class Sales Ops teams focused on driving Sales pipeline for all of LinkedIn's B2B businesses. Niji then worked with Zenefits (who have a $4.5 billion valuation on $584 million capital raised). He was there as the Head of Sales Strategy and Operations where he built the Sales Ops and Strategy function, consistency of the CRM, metrics and insights, Sales Compensation, Sales Productivity, territory design, deployment and deal desk teams. They enabled growth from 20 to 500+ Sales reps while Niji was at Zenefits. Niji is now the founder and CEO of AgentSync, an application built on Salesforce.com that automatically enforces state producer licensing and appointment regulatory requirements through an integration to the National Insurance Producer Registry (NIPR). It helps minimize your compliance costs and prevent regulatory violations before they occur by letting technology do the heavy lifting. Here we go. Naber:  Njii! Amazing to have you on the show. Thank you so much for joining us. Niji Sabharwal:  Yeah, thanks for having me. Naber:  Yeah, no worries. We've known each other for a long time, almost nine years now, I think we've known each other. Niji Sabharwal:  A little too long. Naber:  Haha, that's right too long. That's right. We should, we should cut this off. We should actually, before it goes downhill too fast, we should probably cut it off. We really can only go down. So I'm pumped to have you on for so many reasons. We are close enough where I know you personally and professionally, and we've gotten to know each other on many different levels. One of the things I want to do is have people get to know you, a little bit more personally because I want their fascination to grow in you, as my admiration, and fascination, and inspiration from you has grown. So we'll talk a little bit what it was growing up as Niji, what you were like as a kid, all the way through to decisions you made around where you went to school, and some of the things you did, and interests, and some of the first jobs you had. And then we'll jump into the meat of it, which is talking about your roles at some of the amazing fast growing hypergrowth Unicorn businesses that you've been at. Because you've been at some of the fast growing in the world in some pretty senior, significant roles. So, why don't we start with first, Niji as a kiddo. So, I know you grew up in San Francisco, grew up in Palo Alto and your Mom and Dad are amazing. And you had so many different varied interests as a kid. You went to a bilingual school, high school in Palo Alto, you got went to uni at UCSB. Let's walk through some of that stuff. Give us maybe three, five minutes and it's going to be longer, because I'll ask questions, but what was it growing up as a kid in Niji's life? What was Niji life as as a kiddo? Niji Sabharwal:  Yikes. Naber:  Ha, that's a good start. Niji Sabharwal:  First off, my dad's from India, my mom's from France. I was conceived in Maryland, actually that's where they met. And they were both on foreign exchange programs, in Frostburg, Maryland. Quickly after news of conception was heard, they moved to San Francisco for better opportunities. My Dad actually went to Golden Gate State, basically a community college. I was born in San Francisco, basically first generation. And so I was raised speaking English and French, and I started school at Ecole Bilingue, which is a French-American bilingual school in Berkeley, California. Naber:  So tell us a little bit about that. You were learning in French, correct? Or were you learning in English? Niji Sabharwal:  Both, which is kind of crazy to think about now, until probably, when I actually went to high school, I can't remember if I if I thought in French or English. But even to this day, sometimes I'll think of a French word, but...I'll think of a word in French first, and the English word won't exist, for it. Naber:  Haha, that happens in French a lot actually. Niji Sabharwal:  Yeah, totally. Yeah. The languages come from the same place, but there's a lot of French expressions that you just can't do in English. Naber:  Right, right. So, you and your brother both went to the school, correct? Speaker 5:        Yeah. So five years, five years younger. Naber:  Cool. And then what were you interested in as a kid? What were Niji's interests? What were your hobbies? What were you doing? Niji Sabharwal:  I was really into Green Day, Green Day was my favorite band. Got into rock, and then punk rock in the early days. Naber:  Best best green day album? Dookie? Niji Sabharwal:  Dookie, for sure. Hands down. Naber:  Just making sure. Just making sure. Niji Sabharwal:  Yeah, and I was always into building things. Legos, and...and Sim City 2000. I don't know if you've ever played that chorus. Naber:  Of course, of course. It's a throwback. Niji Sabharwal:  There you go. Lemmings is my number one favorite game in the entire planet. Naber:  Awesome. So you're into building things, that makes a ton of sense for what you're doing professionally right now, and how your mind works. Tell us about going into high school, and how you were in high school, and some of the things that you're interested in as well. Niji Sabharwal:  Yeah. So going into high school, I had little bit of a tough time. I was diagnosed with an autoimmune disease when I was 13. So I was hospitalized, basically for a summer. It was an autoimmune disease that affected my nervous system. So I lost a ton of weight, had trouble with motor functions for awhile. So it took me a couple of years to get back into it as the beginning of high school. I've been fortunate, but luckily I got through it pretty much unscathed. I have trouble with balance still today. If I closed my eyes in the shower, I don't know which way is up. Yeah. Which it can be challenging sometimes, I still ride a motorcycle today, which, I'm just gonna make sure never to close my eyes. Naber:  And you've always been in a motorcycling, sorry, motorcycle riding. Can you tell us a little bit about that? Niji Sabharwal:  Yeah, there's nothing like being on a motorcycle with wind at your face. It's almost meditative in a lot of ways. When you're on top of a motorcycle, there's nothing else you're thinking other than the moment that you're in, every second. There's something really, really special about that. I've tried to meditate in a lot of ways, and never been been able to fully do it, completely unconnect. Except for on a motorcycle. On a motorcycle, you're not thinking about anything else. It's kind impossible actually, it's actually very dangerous. Naber:  Right, right. I mean, and Niji likes to go fast, on on a bike. Tell us a little about how motorcycle riding has played a role in high school, and as you were growing up. Because you were really good at it, and you did it with a lot of people, it was a big part of your life. Tell us a little bit more. Niji Sabharwal:  Yeah. So, it's a very dangerous sport, first of all. So we would, basically ride in pretty big packs, full leathers. We would go up and down the coast, and all the way out to almost to Nevada and back, through these mountain roads. And yeah, a few guys from the group, broke tons of bones. Luckily we didn't have anyone die on the team, but, had a couple of guys actually helicoptered out of the canyons from crashing. And so it was a pretty intense sport, and intense group to ride with. But, looking back on it now, now that I'm middle-aged and have have a lot more to lose, I would never go back to those days. But in the moment, there was was something just so excited taking life to the edge as much as you can. Putting myself back into my 20 year-old body, there was nothing more exciting. There's nothing cooler that you can do. I'm glad I made it through that period, and didn't die, of course. Naber:  Jenn's glad too, Jenn's glad too. Again, I've known you for a long time, I know you really well, but I always think that those stories are fascinating. And it's such an interesting hobby that so many people don't have, and not a lot of people know that much about. And again, I just think your story is fascinating. So you're in high school. You went to Palo Alto High School, and you're going to go to UCSB. Why UCSB? And tell us a little bit about you there. Niji Sabharwal:  Yeah. So, when I was in high school, I was in California, it was a very competitive time. I graduated in to 2003. It was a very competitive time to be entering the college candidate pool. And I applied to most of the UC's which, in California, they're public schools. They're still ungodly expensive, but, I knew I wanted to do that versus going into private school. It's a difference between $9-10,000 and $40,000 a year. So I was really vying for a state school. Either UC or a state state sponsored school. And there was insane amount of competition, and I didn't have the best grades. I probably didn't apply myself more, as much as I should have in high school, and a graduate with a 3.3 GPA. And my SAT's were pretty average, 1330. But I had a really, what I thought was an amazing essay. And the essay that I wrote was about my second chance at life, going through the autoimmune disease I had. Facing death at a very young age, especially entering high school, and having to really face that head on, and getting through it, and having full capacity coming through it. It really a second chance. And English professor, English is probably my worst subject. I'm terrible at writing, I barely know the English language, and I actually scored way higher. on my French SAT's than I did on my English SAT's, which is pretty funny. Naber:  Wow. Niji Sabharwal:  So my English professor in high school was a UC Santa Barbara Alumni. And he spend some time with me crafting the essay, and giving me notes, and helping me make it, you know, a pretty compelling story. So I think that's what ultimately actually got me over the edge. Because, UC Santa Barbara had a 1% acceptance rate, something crazy that. So luckily, 3.3 GPA, it was decent, but at the time there was they could have easily only accepted 4.0 and still had twice as many applicants as they had spots. And I was pretty fortunate there, it was an amazing school to get into, especially because my focus has been economics and business, and UC Santa Barbara had an economics professor that actually got the Nobel Prize for economics, in Finland. Naber:  Wow, cool. And that's an awesome segue, and it's a really good story for how you got in, and the essay around your second chance at life, and your mindset at such a young age. It's incredible. So let's talk about you at UCSB a little bit. What kind of student were you? And what'd you study? And then we can get into some professional stuff. Niji Sabharwal:  Yeah. So pretty terrible student. Yeah, I hated going to lectures. I hated the whole system of having...because UCSB was on a quarterly system. It was kind of this terrible cycle of just studying your nuts off, the day before midterm or final. And if you can master that you can get through college, no problem. Which is kind of a terrible way to do it because...it's really terrible. I kind of gamed the system in a way, and figured out that, okay, if I just really apply myself the week before midterms, the week before finals, I can get through the whole thing. So to be brutally honest, I kind of squandered my education, and didn't take out of it what I probably should have, had I known what I know now. And we'll spend...I would l ove to go back to college right now. If someone could, like, float my life to learn for four years, there couldn't be anything better for me. Naber:  That's cool, it's an interesting thought process Niji Sabharwal:  Of course. But at the time, the only thing I was concerned about what's next, and partying, and socializing, and all that good stuff. So I spent probably a little too much time partying. We bought a bunch of jet skis and we would, we would basically launch jet skits directly from the beach in Santa Barbara, and just launch them off waves. Tons of fun. But honestly, yeah, I definitely squandered my education there. I didn't spend enough time studying, and spend too much time partying, but got through it nonetheless. Naber:  Nice. Got through it. It sounds the thrill seeker in you still has an unquenchable thirst at that point. And so you graduate from UCSB. What's your first role out of school? Do you go into HP at that point? Niji Sabharwal:  So out of school...I did an internship at HP. It was an emerging markets business unit that they've formed, selling a PC to small villages in South Africa, and Brazil, and some parts of Russia - where it was a shared PC unit to provide internet connection, and the ability to communicate and create an e-commerce marketplace for small businesses within those communities. I did that internship for about two years. So basically two summers It was actually really rewarding, a really rewarding project. HP ultimately ended up sunsetting that business unit, but it was a great launch into tech. And you're coming from...in college, Facebook was just starting to get traction at that point. So at this point people weren't quite...the internet was just becoming a real powerhouse as far as connecting people and creating a a marketplace online. Naber:  That sounds like a really rewarding project. I mean, the goal and the mission of the project must've been really rewarding, especially as you're going through school and had your first types of professional experiences. This must have been really rewarding. Alright, so you go through those projects, and then you end up at LinkedIn. Tell us how you got to LinkedIn, and then walk us through what you're up to at LinkedIn. And I'll stop, and ask a bunch of questions on some of the things that I know you're both good at, as well as some of those experiences you had. Niji Sabharwal:  Yeah. So after I graduated, I graduated in 2009. The worst year that you could possibly graduate with an economics degree, as this was right after the economic crash. I couldn't get a job at Pete's coffee. I applied to two Pete's coffee's with a degree in business economics from UC, and couldn't get a job to save my life. But went on an ggressive job hunt for months after I graduated, and ended up landing a job as, basically, a front desk cashier at rubber stamp company in Berkeley. Yeah, Berkeley Stamping & Engraving. They did rubber stamps and trophy engraving. Naber:  Trophy engraving and rubber stamps. So what were you doing for them? Niji Sabharwal:  So at first I was manning the front desk, taking orders, accounts receivable, accounts payable, and then the owners of the business trained me up on how to actually make the rubber stamps and operate this this old school engraving tool that they had that was run on an old, very old, DOS system that had different fonts for engraving different surfaces. And that was honestly probably the funnest job I've ever had. A whole workshop of rally cool shit to play with. They still made stamps the old fashioned way with a photo emulsion. So, we'd do typesetting digitally, and then we would take the typesetting and convert it to basically a film negative. And then film negative to imprint onto photo emulsion, so that you actually get the crazy amount of detail versus just doing it fully digital. And Berkeley Stamps & Graving was one of the...if you ever look at a bag of Pete's coffee, they don't use stamps anymore, but 10 years ago, if you looked at a bag of Pete's coffee that had a stamp on it that said, dark roast, the odds of me physically making that stamp are like 99%. Naber:  That's cool. Niji Sabharwal:  Yeah. It's funny that I couldn't even get a job at Pete's coffee, but, they were keeping that business alive, more or less. They were based out of, Oakland, California, and they really invest in local businesses. So they would only use local businesses for things like stamps that they use for all the locations nationwide. And that was the account actually kept Berkeley Stamp & Engraving open for so as long as they were. Naber:  Would it be fair to say you couldn't get a job at Pete's coffee, but you really put a stamp on their business? Niji Sabharwal:  Oh Man. Naber:  I know, I know, I nailed it. Niji Sabharwal:  Typical Brandon. Naber:  Haha, typical. So let's move to LinkedIn. So you hopped to LinkedIn at that point, how would you make the move, and what were you doing while you were there? And just run us through very quickly the jumps you had while you were there. And then I'll ask you a few questions about them. Niji Sabharwal:  Yeah. So, I was working in Berkeley Stamp & Engraving, I was living Oakland with a crazy ex-girlfriend at the time. I was actually at, my parents throw this epic Halloween party every year - my parents are pretty multicultural, and have a pretty eclectic, group of friends - and I was talking to this guy at the party. It was one of my mom's friends, boyfriends at the time, and he just joined a company called LinkedIn. And he was telling me about what LinkedIn was, and at the time LinkedIn was 200 people or less maybe, a small company based out of Mountain View. And I was honestly pretty drunk at the time, and we had a pretty long conversation that I probably only remember half of. And a couple of weeks later, he reached out to me about a potential job for LinkedIn in their Sales department. Yeah, completely out of the blue, and I was obviously looking for a better job to really launch my career, and given where the economy was at the time and the job opportunities that were available to me, it was a really great lead. So, after months of interviews, finally landed a job as a Sales Development Representative selling LinkedIn's Recruiting Solution. Naber:  Love it. And in your Sales Development days, one of my favorite parts about your story is you're relatively self-taught for your jump into Sales Operations and Strategy, learning some of the tools and systems. Talk a little bit that self learning, and then we'll get into your Sales Strategy and Ops role. Niji Sabharwal:  Yeah. So, started off at LinkedIn and in Sales, and we were...and it as the wild, wild West back then. I was a junior Sales rep. At that point Sales Development was kind of a new idea that was really pioneered by a couple of folks at LinkedIn, Brian Frank being being one of them. And the idea was to have a junior Sales function that would do a lot of the lead generation, and tee-ing up qualified leads for Account Executives to run the Sales cycle through. The idea was to, almost like factory line the Sales process, which seems totally obvious today, but at the time it was pretty revolutionary to have this function tee up Sales leads for Account Executives to close. And I think honestly at that point, the issue was that people didn't want to invest in junior Sales folks knowing that the average return on investment for an Account Executive would...industry standard was about eight to one. Meaning, if your business is run really solidly, you can expect to return $8 on every $1 that that you spend on your Account Executives. So you hired junior a Salesperson, you're not gonna get that return out of them. But, the revolutionary idea that turn in Sales Development was that if you can basically make that Account Executive that much more productive, by offloading all the prospecting and lead generation that is, I wouldn't say administrative, but less strategic than runninga full Sales cycle. you can improve those efficiency ratios. And that's really what landed with me, and making Sales Development what it is today. So, at that point, I was doing Sales and realizing that the processes we had in place were pretty inefficient. At the time I was hired, I was I think the fifth Sales Development rep at LinkedIn, and the Sales processes we had in place were all over the map. It was kind of like, whoever could provide the most leads wins, and that was kind of it. You were given a loose lead list, and we were given the opportunity obviously to sell into LinkedIn's subscribers, their members. So that was the raw tools we had available at the time, but there was no real process to how you go get those leads. So at the time I partnered up with our Salesforce Admin, this woman who probably taught me everything I know about Salesforce. And she howed me the ropes of how we can leverage Sales tools to make myself and the team more efficient. And at the end of the day, I wouldn't consider myself to be a type A personality, and as I don't really enjoy selling, I don't see myself doing that everyday, all day long. So I pitched the idea to my boss at the time, that I thought my skills would be best used in Sales Operations, leveraging Sales systems and Sales tools that we had to make the Sales reps that we have more effective. And that whole process was maybe two days to pitch the idea. And he was like, I totally buy into that, let's do it. And two days later I was now in Sales Operations, or the Sales Ops person. Naber:  And how long were you doing that role at LinkedIn? Niji Sabharwal:  Which role? Naber:  Well, you were in Sales Ops, and then you're leading teams after that. How long were you in Sales Ops at LinkedIn? Naber:  Yeah. So, I was doing Sales Dev for a couple months, then converted myself into the Sales Ops function. Grew that function out. We built the Sales Ops team and the Sales Development team out significantly over the next few years. We were providing structure, strategic planning, building Sales territories, Sales process, prospecting process, prospecting tools, and ended up expanding from just a small office in Mountain View to, nine global offices. And from when I took on the Sales Ops role to that point was probably about two years. And then, once we expanded into Asia, Australia, EMEA - the office in Ireland, I pitched to my boss at the time, a new boss, that I wanted to expand my skills, and take an opportunity in Europe to build out the Sales Operations team there. So I was fortunate enough to get the opportunity to move to Ireland to build out Sales Operations function, and my pitch was to bring the North American rigor to to EMEA. Naber:  Nice. Awesome. And how long were you doing that? And then, tell us about the next jump as well. Because you were there for a little bit, and then you moved back to San Francisco after that. So tell us about when you were in Ireland, how long you were there, and then tell us about the move back to San Francisco as well. Niji Sabharwal:  Yeah. So, when I moved to Ireland, that's where I met your pretty face. Built out the Sales Operations team there, and learned a ton about how this type of business was done in Europe. And specifically the challenges of operating with multi-languages, multiculture...you know, learning the hard fact that if you have a thick Spanish accent, and you're trying to sell into the UK, that you're not gonna have a lot of luck. Americans are easy, they'll buy from anybody. But learning how to navigate the European cultural differences, was actually the biggest learning for me at that time. Naber:  Niji, let's pause there for a minute. If someone's going to go into, either running global portions of Sales Operations, or put global portions of Sales, what's some advice you would have around the mindset they need to have expanding into Europe and starting to own some of those markets that you learned, and maybe some piece of advice you would give? Niji Sabharwal:  Yeah, I mean that is a great question. So every market is completely different. I mean, my experience has taught me that if you know how to sell SaaS in the US, that doesn't mean you know how to SaaS anywhere else. Understanding the markets, the cultural differences, the differences in languages and how things translate, and thinking you can scale something from a US market to other markets just because the idea makes sense is not all that that's involved. You need boots on the ground to really understand what's going on. I mean, think of India as an example. Everyone thinks that because of the population and the amount of money that is potentially made in India...it doesn't translate that easily. There's an insane amount of language, cultural, behavioral differences from market to market. Naber:  Nice one. That's great. All right, keep going. This is good. So, you're in Dublin and then you're working on some of these projects. These are some of the things you learned. You're about to make the move back to SF. What are you doing there? Niji Sabharwal:  Yeah, so I was considering...I was planning on doing a stint of...It was open-ended, I was planning on doing about a year in Europe, or a year in Ireland specifically. I was thinking about my next plan after I'd built the team out there, and I was looking at a role in London for one of LinkedIn's newer business units. But, kind of a tricky situation, before I moved to Ireland, actually right after I made a decision, I started dating this this woman knowing that I was moving to Ireland, it was an eight month timeframe. Because I had to basically build a transition plan, hire a replacement to lead the North America team. So I had an eight month ramp time before I was gonna move. And so, I met this woman who completely blew me away, and we started dating. And knowing that I was gonna move away, it was a tricky...a tough concept to deal with. We ended up breaking up right before I moved over to Ireland. And knowing that the long distance thing is challenging and best - I was 28 at the time? We figured that it was just not worth trying to keep going. But while I was there we stayed in touched, and I ended up having to make this tough decision where, I was going to potentially move to London for this role with the new business unit with LinkedIn, or I could move back to San Francisco and actually make a go at it with this woman. I ended up moving back to San Francisco and moving in with my now wife. It definitely worked out in the end. So came back to San Francisco with LinkedIn, moved in with the wife. At the time, we dated for three or four years before we actually got married. But, I was back in San Francisco for about six months, and I was presented with an opportunity to work in a new startup in the HR technology space, a start up called Zenefits. Naber:  Yeah. Awesome. Awesome. So, let's walk through Zenefits quickly - some of the roles that you had...actually let's pause there for a minute. So while you were at LinkedIn, and while you're at Zenefits, one of the things you were known for is building Sales Operations functions, and having an understanding for all the different pieces involved in that. If someone's going to be building out their Sales Ops and Sales Strategy function, what's a framework that they should be using as they're thinking about the different pieces involved, as well as where to start and the phases that they'll go through in order to build that out? Niji Sabharwal:  Yeah, that's a good one. So, first and foremost, as you start thinking about Sales Strategy and Operations, the first question you've got to answer is what is what is the financial plan, or what is the go to market plan? So I think where a lot of folks get it wrong, is they have a product market fit that makes sense. They have a market that they know has demand, but the amount of demand is completely up to what the CEO's telling you exists. So, one of the key functions that Sales Strategy and Operations play is the ability to quantify that demand, and really put a plan together where you can really make the rubber meet the road. In taking...at an early stage you're not going to have a ton of metrics that you can really pressure test. But, good Sales Ops folks will take the data that you do have, identify the lead volume that you've been getting across the different channels, and put a strategic plan together, a go-to-market plan that quantifies that demand. And we'll extrapolate by channel what your conversion rates are going to look like, should look like. What are good industry benchmarks for those conversion rates? And then taking your Sales capacity, the AE's and Sales Development reps that you're going to hire, based on the amount of revenue that that they're gonna bring in - which is a function of the amount of leads, times the conversion rate, times your average selling price to get to a month over month extrapolation of what your business can actually do, versus just putting your finger to the wind on yeah, I think we could turn this into a hundred million dollar business overnight. Naber:  Okay. So that's the first step. And what are you doing after that? Niji Sabharwal:  So, I would say the core pillars to a Sales Operations team are going to be...Sales systems and the core Sales tools that the Sales team is going need, a function for that...and these functions can be carried by one or one or more people. I think over time you're gonna start to specialize these functions, but right off the bat you're probably going to have one to three people wearing a lot of hats. So Sales Tools & Sales Systems is going to be a pretty core functionality that you're going to wanna to knock out right up front. Second is going to be the strategic planning and analysis function, where you're going to want to want somebody that can think strategically about where the business is going, a solid partner with the Sales lead to understand what's possible and the demand that's out there. And then reporting and analytics. That's a really core function that you're gonna want to keep in place. So somebody that can set the metrics, based on that go to market plan, set the metrics, and provide the visibility to leadership team, and on an operational basis to the Sales team, so that they have a true north. I can't tell you the amount of businesses that I've seen that can't even tell you how much revenue they're generating every month. That's an enormous problem. And there are so many level setting activities I've seen where, I went through this Zenefits a few times, where we didn't set the right measurement capabilities in our system to be able to accurately represent how much revenue is coming in. Because as Zenefits was mostly funded by insurance commissions, and insurance commissions are...you don't fully realize them until month two or month three after you sold the deal. So when you have a situation where the company's in crazy hyper growth, if you can't fully realize those revenues until month three, you could be in a ton of trouble. So having measurements in place and having that true North is absolutely critical, and putting as much emphasis on that as you can. Naber:  Nice. Love it. And so let's go through each one of those things for a second. So you said systems and tools. If I'm going through systems and tools, and building out a SaaS Sales function, what should I be thinking about for the best practices for one, the person that should be doing that, and two, the types of systems and tools that I should putting in place? And your evolution for how that's gonna evolve over time, what you need to be good at in order to get that right? Niji Sabharwal:  Yeah. So that's not an easy question to answer. I think depending on the business, it, I'll have completely different answers. But as a general rule, experience is key. So trying to try to put somebody that has used Salesforce in the past...If you're an early stage company, generally the CEO or Head of Sales doesn't quite appreciate the importance of systems and tools up front. And they will put in place the person who they think has the most exposure to systems. So, putting somebody in place that has used Salesforce in the past, and they're not quite sure what to, what to do with them in that role, is probably the worst idea you can have. So if you're planning on building a business for scale, you're gonna want to put somebody who has war scars and has seen what good looks like, seen what bad looks like. You're gonna want to put that person in the role. And I've realized that by saying this I wouldn't be sitting where I am today because I wouldn't have gotten that opportunity. But, had I been in a decision making role, I never would have put myself into the role that LinkedIn put me into. Naber:  Okay. That makes sense. And what are some of the things that both LinkedIn and Zenefits are really good at from a systems and tools perspective? And maybe you can give a couple of examples. Niji Sabharwal:  Yeah. So I mean, LinkedIn was a pretty special case. They were a picture perfect example of what good looks like. Naber:  Yeah, describe that. Naber:  They had a very seasoned leadership team. As far as tech companies go, most tech companies do not start with a seasoned leadership team. If you look at the folks that were in charge of making decisions at the time at at LinkedIn, at the very beginning of it's hyper growth, all those guys knew exactly what the fuck they were doing before. They've done this before. They had a very clear vision. They didn't come up to off with with a cool idea, and then got the people that were closest to them to tell them with that. They were very thoughtful about how they put that leadership team together, and scaled the company, and really came up with that. They were true disruptors. Where, I think a lot of companies, like Zenefits which just grew way too quickly without thinking through all the systems and support that was needed to scale a company at the rate that both LinkedIn and Zenefits scaled at, I think that was probably the biggest difference between those two. Naber:  What are some of the mistakes, whether it's specifically or just generally, that most of those types of teams that either grow too fast, and don't take the appropriate amount of account for systems and tools, or they just get it wrong - what are some of the landmines you can step on? Niji Sabharwal:  Yeah, I'd say the biggest thing is doing fewer things better. And that was something that LinkedIn has imprinted on me, is don't get distracted by all the shiny stuff along the way, and focus on the things that are really going to be core. And if you can't nail on those things, don't do anything else. At Zenefits I was just as much a blame as anyone else for this, it was really easy to get distracted by all the shiny stuff along the way, and we tried to do everything for everyone. And that's not a recipe for success. Naber:  Fewer things done better. Focus. Love it. All right, let's hop into...you had mentioned resource planning and analysis. So let's talk about that. What's output, and what's the goal of resource planning analysis? Walk us through that process where you can give us a vision into how you think about going about the process of resource planning, and what the purpose of it is, and what the best case scenario is with your output? Niji Sabharwal:  Yeah. So I mean, I'm assuming the question is specifically for the Sales function, and building out the go to market plan from a Sales capacity perspective. So resource planning is always a pretty tough one, especially when you don't have a lot of data to go off of. So if you're talking about building a financial plan for the next year, when you've had three years under your belt, it's a lot easier to straight line. Naber:  Let's, maybe we should do some examples at LinkedIn. What would that process look like? And then at Zenefits ,differently, what would that process look like? Niji Sabharwal:  Yeah, so at at LinkedIn I was fortunate enough to be learning from a ton of really experienced folks and getting to take what they built and build on that. At Zenefits, we were doing everything from scratch, and the straight line was insane. It wasn't a straight line. It was an exponential curve where...when I joined Zenefits, the year prior we did just under 2 million revenue. And the year I joined we did 10 million. And plan for the next year was 100 million. So it was just absolute bananas, bananas growth. So we were operating with very little data, and almost, with a gun to the head, how much can we do if we really squeeze as much juice out of the lemon as possible. So yeah, that that planning process was...the best way to describe it was we would take all the different Sales channels that would provide fruit throughout that year. So the key ones I would zero in on are inbound leads - so how much coming Marketing, from both word of mouth, our SEM spend, basically all the contact us leads that we get from our website, chat leads we get from from the website, all in the one bucket. Second would be events - so webinars, trade shows, in person events, those kind of things. That would be our events bucket. And then content. So, we would generate white papers, data sheets, we would try to circulate them through every avenue that we could. And that would make up our requested content bucket. One more I would call out is email. So cold Marketing emails would be the fourth bucket. And that was a really important one at Zenefits, especially as we had one of the most ingenious email marketers, probably on the planet, at the helm of the ship that point. So, we took those four different channels and figured out, okay, how much can we squeeze out of those channels, how many leads, given the size of the market? So we did a total addressable market sizing exercise, and understood that okay, there's 8 million small businesses in the US that fit our demographic. How many do we think we can actually go get, and how many are within the general confines of what makes sense for our targeted demographic. Meaning, we wouldn't consider businesses that don't have email addresses or basic things like that wouldn't make them a good candidate for a technology solution. And that was basically our addressable market. And we figured, okay, well let's say we can get there in the next 10 years. So we would take all the different Sales channels that we have, based on the conversion rates that we knew we can get from those channels, and looked at both the costs and the resources that were needed against each channel to generate those leads. And that would be covered in the cost section in the analysis. And on the capacity side, we would figure out, okay, how many, for example, Sales Development reps who we need to qualify a hundred leads. And based on the conversion rates that we knew across the channel, how many of those leads would turn into wins. And so we would, we would take that analysis of total leads by channel, and have...there's a lot of art and science to this stuff. So it's not always going to be an equation where the left side equals the right. So we would take a total amount of leads that we generate by channel, and figure out, okay, how many, Sales Development reps do we need to generate those leads or even qualify those leads. And then how many Account Executives do we need to be on the other side to, to handle those leads. And what we would do to calculate the amount of Account Executives, which I think was one of the biggest faults to original model, was assuming that, okay, how many hours does an encounter executive have in a day to qualify these leads? And we were thinking okay, well it's not just new leads are qualifying, but how much of their day are they going to spend on the second touch, third touch, fourth charge of their current pipeline. So we, generally in that equation a lot of companies will underestimate the time it takes to actually follow up with the Sales cycle. And just think that you should probably spend most of your time on new leads versus following-up on old pipeline, which is absolutely the wrong way to do it. So a good way to think about it is, okay, a third of your time should be spent on new leads, two-thirds should be spent on following up with the existing pipeline. That's obviously a very peanut butter spread metric. And based on whatever that time spend allocation ratio is, you could figure out, okay, how many new leads can an Account Executive actually handle, based on Sales cycles and everything else. So, taking, taking that equation, you can figure out, okay, this is how many leads can go through the system. This is how much capacity each AE can take, and this is how many Sales Development reps we're going to need to support them. And then you play with both the inputs, mostly the inputs, to figure out, okay, at what point do we hit a breaking point in the system, where either you get diminishing returns by generating more leads...it costs you more money to actually generate those leads than it does to put numbers on the scoreboard. And so that was a very long winded way to answer that but yeah, that makes sense? Naber:  Yeah, of course. That wasn't long winded. It's a lot of detail, which is exactly, what we're looking for. It's great. I was actually hoping you go into some detail because your mind is brilliant, and I I'm glad that we got to see a little bit more into it. Let's say you go through that process, you come over with that Strategy, you've got your numbers, you got your Head count plans, you put the budget against it, you're going to deploy the Strategy next. Then you talked about reporting, metrics, and measurement. So what types of reports, or reporting, or metrics are you building out for each different type of stakeholder in the organization? So Marketing, Sales, maybe C-level, and then subsequently water falling down into management or director level, and maybe even down to rep level, but probably not. What sort of reports, metrics, and measurement are you putting in place, and how do you think about doing that? Niji Sabharwal:  Yeah, so, the way I usually think reports, and dashboards, and KPIs is leading and lagging indicators. So lagging indicators are pretty straight forward. I'm thinking okay, what was your conversion rate over this period of time? What was your win rate? What your ACV or average selling price? Those things can easily be calculated, based on the results that you see. I think what's a lot more interesting...Obviously those are going to be the key, really the KPIs that you want to put in place that you can measure business against. And those are the gonna be the KPIs that are built into your go to market model. So that if you're starting to miss on certain KPI's - conversion rate, win rate, ACV - you're gonna start to tend to see those results, on the scoreboard very quickly. But, by the time you start to see the revenue dip below where the plan is, you're way too late. So one of the keys is figuring out what those leading indicators are, so that you can suss out problems, and build almost like an early warning system, before it's way too late. What will tend to happen is...let's say your Marketing machine is starting to either hit its point of diminishing returns, or the messaging is just not landing anymore, or there's a new competitor on the market that your old demand, or the demand that used to get, is starting to go into this other competitor. By the time that you know that that lead, which would usually turn into a qualified lead that would be brought into a Sales cycle by an AE that would eventually close, by the time that that lagging indicator starts to go down, depending on what type of businesses it is this could be anywhere from 30 days to 180 days...By the time you figure out that that your revenue is going down, your 180 days too late to solving the problem. So, really understanding what those lagging indicators are and understand that you should be really fucking concerned if you're used to seeing, let's say, 3000 inbound leads, against that one channel of four channels for inbound leads. If you start to see that number go down by 10%, and the next month go down by another 10%, you should be really, really worried and you should address that right up front. And the only way you're going to do that is by having really good reporting and analytics against this. And the sophistication, or the support by leadership that, if you see that metric go down that you can call fire, and go address it right away. Or it's just having your leadership team say, hey, the numbers look good today. we're closing as much revenue, why should we be worried? Naber:  Yeah. All that makes tons of sense. Thanks so much for joining on the detail. And you just raised one of the super powers I believe that you have, is gaining the trust to be able to yell fire, and people listen, and act. How would you suggest, or maybe a framework you think about, or maybe it's a mindset you have, on how do you build that trust so that when you say fire people listen, take it seriously, as well as act on it? Niji Sabharwal:  To be honest, I would say that is probably one of my weak points. There's a politics to this that I've never been able to master. And I think that's actually one of the key things that people in my position need to figure out, is how to do better is articulate points in a way that will resonate with leadership team. When I see that kind of stuff, I see the numbers, I understand them probably...a lot of Sales Ops folks will understand them most better than most people will. And I will see a fire, and I'll yell fire, and I'll show them the numbers, but that's never enough, right. If you're gonna yell fire, there's going to be significant resources behind the firefighting effort, and potentially to scare to the rest of the company, it's not a very popular idea. So understanding how important the politics side of it is and the optic side of it is actually, something that shouldn't be undervalued. So building, upfront, way in advance from day one in the job, build the best relationship with leadership team, from the CEO to the VP of Sales, to the CMO, whomever, building those relationships up front there are absolutely critical. And that becomes really challenging, especially when if you have...In Zenefits case, leadership turning over over, every year, every two years...When you're at a company that has leadership changes more than one or two times, it's really easy to say okay, well there's gonna be somebody else. It's not worth the time to build those relationships. But it always is. Having that credibility, and the trust in leadership team's absolutely critical, regardless if you think there's going to be a new guy coming soon or new gal. Naber:  Yup. Yup. Got It. Awesome. And you hinted at it a little bit there. I've got just two more topics to talk about, and then we'll wrap. Thanks so much for your time. Actually maybe three, I think it's three. So the first one is, you hinted a little bit there, stakeholder management. When you think about stakeholder management, how do you manage stakeholders from Sales, differently than you do from Marketing, differently than you do from Eng and Product, etc? I mean, do you have a general thought process where, from a Sales Ops perspective this is what's important to Sales, from a Sales Ops perspective this is what's important to Marketing, and product and eng, etc? Niji Sabharwal:  Yeah, that's a really good one. So, yeah, I think the best way to think about it is to meet them where they are. The type of character, the type of person you're gonna deal with from Head of the Technical team, to a Head of Sales, to Head of Marketing, to a Head of Customer Support. Those profiles are enormously different, right? People are enormously different, right? And so having as much empathy, and I would say empathy is the key key thing that you should be thinking about, is figuring out what's important to them and making whatever you're trying to accomplish, aligning your vision with theirs. Can't stress that more. Naber:  Yeah. Let's look at an example. So if I'm going to Sales, what's your head space when you're going to someone in Sales, and we'll go through each example. Niji Sabharwal:  The number. Convincing your Head of Sales, I mean obviously this is very hypotheticaland not all situation here align up to this, but convincing your Head of Sales that what you're trying to do is going to provide the business value that's going to get them to their number. If it's Support, just getting them to understand that what you're trying to do in that moment is going to improve user experience, customer experience, and ultimately provide a better end to end customer customer journey. Naber:  Nice one. And what about Product and Eng, you've done a bunch of projects between liaising between Sales, and Marketing, and Product and Eng. What are some of the things that you need to think about in Sales Ops, Sales Strategy, Sales Tools, Systems, as you're having those types of conversations? Niji Sabharwal:  That's a good one. So, I mean, I would say it'd be very similar to, trying to hit on the same points as what would be important to, a CRO or Head of Sales, as well as, speaking to customer experience, and ultimately,customer retention. Interfacing with with CTO's, and Head of Product, Heads of Product can always be pretty challenging because they can have a much different vision, and be motivated by different motivations than, just, just trying to optimize profits. That makes sense? Naber:  Yeah, absolutely. How have you, any, do you have one or two tips on how to navigate that? Niji Sabharwal:  So yeah, this might sound a little cheesy, but honestly, just building relationships with those folks that our real. Having a beer with them, having lunch with them, having more personal connections with those folks, goes a really, really long way. Not trying to sound you're trying to buy their affection, but, that honestly to me has been the best way to actually navigate those situations, building personal relationships with them so that they can, they can trust where you're coming from. I mean, I'm assuming you are trustworthy person. Naber:  Fair enough. That's great detail. Thank you. So you're at LinkedIn, one of the fastest growing companies ever. You're in Sales Ops and Strategy. Then you move to Zenefits, also one of the fastest growing companies of all time. Two more things that I see as a bridge or a commonality between those two things. One is, something you had to do often. And the second one is something that they did as one of their, I think core competencies did really well. The first one is, you've had to sell a vision to a group very often. And my understanding, it's one of your fortes, and one of your superpowers. So how do you think about going about doing that? Getting people to, the right place with the business case, getting people to act, doing the right thing for the business based on the vision that you have, and even if it's not necessarily one of the things that they want to do, or if it's not necessarily within the scope of the way that they see things in their vision? Niji Sabharwal:  Yeah, I mean, that's a million dollar question. Naber:  More than that. Billion dollar question somewhat. Niji Sabharwal:  I'd say really thinking about your, wherever you're selling this vision to, making a shared vision. And that's really the key is understanding your audience, where they're coming from, and going back to the empathy issue, where you need to connect with them on a level where it means something to them. And it sounds super obvious, but tailoring that message to connect with them on a level that makes sense for their role and what they're trying to achieve. It's really hard to do obviously when you're, when you're pitching big business direction change for example, to the leadership team, where you have representatives from each side of the business. But thinking through how, not that you have to pretend that or change the mission or the initiative that you're pitching, but making it resonate with all the folks that are in the room, or all the folks that are going to be making this decision. And that's absolutely key. Naber:  Right. Awesome. And then do you have a process you go about doing that? To make sure that it's a vision. Do you have a checkbox list of things that you check off in your head, or maybe a couple of steps that you take in order to do that? Niji Sabharwal:  Yeah, so it really depends on the environment, the company. I think an easy to go to would be, thinking about the company's mission statement, or the company's key values. LinkedIn was really great about this where, every employee can on command recite the company's mission and value statements, at any given point. Even as those evolved over time. So those are really easy to go to's, where you can get everyone rallied behind that initiative, if you're able to hit on those values. Otherwise, thinking through, just to folks that are going to be in that room are the folks that you really need to get to, thinking about what is what is relevant to them in that moment or what is relevant to them, for that specific initiative. Naber:  Yeah. Nice one. Okay. Last topic, Niji, and and then we'll round it out with two rapid fire questions. So last topic is building an Inbound Engine. You've had to do this at LinkedIn with a significant amount of sophistication. You have to do this to build massive scale into Zenefits growth model. The way to operationalize a lot of this growth, is to make sure that you have a very sophisticated Inbound Engine. What are the steps you go about in order to build that out and make sure it's sophisticated enough from a Sales Ops and Strategy perspective? Niji Sabharwal:  Yeah, so there are so many tools out there today that that make this stuff a lot easier, as far as systems go. But I'd say the most important piece of operationalizing it would be speed to lead. So figuring out speed to lead. So figuring out whatever you need to do to minimize the time between once somebody raises their hand or submits an inquiry, to getting back to them. So, at LinkedIn, the process was somebody would submit a Contact Us form. We would usually respond within 48 hours. So pretty typical to a lot of Sales functions. But what we we figured out very quickly is that the inbound lead channel is by far the highest converting channel. Somebody raised their hand saying, I want something, give it to them. Why wouldn't you? And so providing as many those touch points as possible. Chats a really great example. Chat was extremely valuable when we launched at LinkedIn. When we launched it at Zenefits, same deal, it was gangbusters. If you're able to connect with your buyers, in a place where they're coming to you, take advantage of that in every way that you can. So I would say that that would probably be the number one thing I would think in operationalising and the inbound channel. Speed to lead. One more thing I would add there actually is...Speed to lead and also just making it stupid easy for people to come to you. If you have a contact us form that has 10 fields to fill out, you're gonna have a lot less people coming to you. If you have somebody coming to you where you just ask the basic question, give me your phone number, I'll call you back. You're going optimize conversion rates with the ease to get to you. Naber:  Hey everybody, thanks so much for listening. If you appreciated and enjoyed the episode, go aHead and make a comment on the post for the episode on LinkedIn. If you love The Naberhood Podcast, we'd love for you to subscribe, rate, and give us a five star review on iTunes. Until next time - go get it.

Hosts: Mei Lin Boykin & Kimberly CannonThis week the ladies share their Wokeness on the Fourth of July. News and Entertainment:Patti Labelle can hit a note better than Mariah Carey; The Tennis World Better Watch Out For CoCo Gauf; White Privilege Prevails Again and More.Black Folk, Blue Ain't For You:The injustices of Cameron Robinson, Brian Frank and Jamarion RobinsonWhat Do You Think About This?To Thot Or Not?This Ain't Got Nothing To Do With Nothing:Lin Wants Her Front Moved To The Back and Kim Has A New Saturday Job Which Proves She Loves Her Mom. Email us at: AEN@GoDefyLife.comFollow us on social Media @AEN.LinandKim

Hosts: Mei Lin Boykin & Kimberly CannonThis week the ladies share their Wokeness on the Fourth of July. News and Entertainment:Patti Labelle can hit a note better than Mariah Carey; The Tennis World Better Watch Out For CoCo Gauf; White Privilege Prevails Again and More.Black Folk, Blue Ain't For You:The injustices of Cameron Robinson, Brian Frank and Jamarion RobinsonWhat Do You Think About This?To Thot Or Not?This Ain't Got Nothing To Do With Nothing:Lin Wants Her Front Moved To The Back and Kim Has A New Saturday Job Which Proves She Loves Her Mom. Email us at: AEN@GoDefyLife.comFollow us on social Media @AEN.LinandKim

This episode features Brian Frank, former VP of Global Sales Operations at LinkedIn and advisor for DocuSign, BlueJeans & Reali. Brian Frank has over 20 years of experience in helping build, scale and operate sales teams for leading companies around the world. He was the VP of Global Sales Operation at LinkedIn, where he made the organization more productive and successful. Brian shared his career transition from a lawyer to a tech sales leader and unique perspectives on how to develop leadership during this episode. Visit Robin.ly to view the full video interview and transcripts: http://bit.ly/2WCiacs

Brian Frank, manager of the Frank Value Fund, said in the Market Call that the market decline of last year barely registered on stock valuations -- it only moved one security to where he would buy it using his absolute-value methodology -- and that the pricing and profits picture will have to change before there's real value for sale in the market. Frank's fund -- which topped the performance charts for his peer group during the late-2018 decline -- is roughly 80 percent in cash. Also on the show, Tom Lydon of ETFTrends.com makes a commodity ETF his 'ETF of the Week,' Glenn Williams of Primerica discusses his company's latest survey of investors, and Kim Catechis of Martin Currie talks emerging-markets investing.

On this episode, Erik is joined by Renata Quintini (@rquintini), partner at Lux, and Brian Frank (@bfrank), early stage investor and advisor to food tech companies.They start out by talking about what food tech really is, why it’s exciting, and what some of the coolest companies in the space are doing. Brian points out that food is an 8.1 trillion dollar market worldwide, and that the industry is “all up for grabs.” They discuss what it takes for new entrants to get into the market and some of the advantages and disadvantages that the massive incumbents have.They discuss trends in the industry, including mechanization and automation, artificial intelligence, the demand for plant-based and organic food, and the newly health-conscious consumer. Renata and Brian talk about some of their investments in the space. They break down what new entrants in the space need to do to get in front of customers and talk about some of the data advantages that direct-to-consumer companies have that incumbents don’t.Erik also asks what kinds of opportunities they see in the space, what their requests for startups would be, and what kind of company they would be founding if they were an entrepreneur rather than an investor.Thanks for listening — if you like what you hear, please review us on your favorite podcast platform. Check us out on the web at villageglobal.vc or get in touch with us on Twitter @villageglobal.Venture Stories is brought to you by Village Global and is hosted by co-founder and partner, Erik Torenberg. Colin Campbell is our audio engineer and the show is produced by Brett Bolkowy.

On this episode, Erik is joined by Renata Quintini (@rquintini), partner at Lux, and Brian Frank (@bfrank), early stage investor and advisor to food tech companies.They start out by talking about what food tech really is, why it’s exciting, and what some of the coolest companies in the space are doing. Brian points out that food is an 8.1 trillion dollar market worldwide, and that the industry is “all up for grabs.” They discuss what it takes for new entrants to get into the market and some of the advantages and disadvantages that the massive incumbents have.They discuss trends in the industry, including mechanization and automation, artificial intelligence, the demand for plant-based and organic food, and the newly health-conscious consumer. Renata and Brian talk about some of their investments in the space. They break down what new entrants in the space need to do to get in front of customers and talk about some of the data advantages that direct-to-consumer companies have that incumbents don’t.Erik also asks what kinds of opportunities they see in the space, what their requests for startups would be, and what kind of company they would be founding if they were an entrepreneur rather than an investor.Thanks for listening — if you like what you hear, please review us on your favorite podcast platform. Check us out on the web at villageglobal.vc or get in touch with us on Twitter @villageglobal.Venture Stories is brought to you by Village Global and is hosted by co-founder and partner, Erik Torenberg. Colin Campbell is our audio engineer and the show is produced by Brett Bolkowy.

The spookier side of PBS' The Great American Read. This week's guests Sadie Newsome, Brian Frank, and Karly McCutchan discuss some of their favorite books from the list that make their spines tingle. Books discussed: 1984, The Stand, The Giver and more!

Episode 53 - A resource for you.  This episode we speak with the founder and CEO of Hammer Nutrition, Brian Frank about all things fueling and hydration. Truly hope this episode gives you one or two tips you can use during race day! Also, big congrats to Dave Braunlich on finishing his epic thru-hike of the Colorado Trail! Hear from Dave on how those last 130+ miles of the trail went. Training For Ultra Gear www.TrainingForUltra.com Patreon Support www.Patreon.com/trainingforultra  

We took the Smart Kitchen Show on the road last month with a trip to Target's Open House concept store to talk about the personalization and the future of food. Our guests for the evening were: Shireen Yates, CEO of Nima Kevin Brown, CEO of Innit Jae Berman, Head Coach and lead nutritionalist for Habit We also want to thank Brian Frank of FTW Ventures for interviewing Shireen Yates. And thank you to Target Open House for hosting our live episode! Check out more podcasts at www.thespoon.tech via Knit

@WLFpodcast talks politics and punk in Sydney with Ash Brennan and screen writing and rugby league in West Hollywood with Josh Rakic plus we catch bug-eyed Junkyard fresh off the plane from Los Angeles and welcome Glenn Hughes to the show. Returning guests are Brian Frank of Killer Bee, Richie Kotzen, Mark Kendall of Great White, Dante and Jools Gizzi from Gun and Erik Turner of Warrant.

@WLFpodcast talks to Vivian Campbell about Def Leppard, Ryan O'Keeffe about the world, Damon Johnson about Damn Yankees, Jimmy Smith about making the leap from player to media man, the Quireboys about hair metal and Brian Frank about getting ripped off and falling off a roof!

@WLFpodcast releases it's most guest-packed episode ever with Ryan O'Keeffe from Airbourne, Vivian Campbell from Last In Line, Paul Rowley of Toronto Wolfpack, Damon Johnson from Black Star Riders, Brian Frank of Killer Bee and Keith Weir from the Quireboys!

Our co-hosts Paul Stevenson and Greg Campbell had the pleasure recently of sitting with Brian Frank & Nik Topolovec. Brian and Nik are the Founders of Waterbridge Creative Media & the newest partner of GROWcast. Waterbridge Creative Media is our new Digital Media partner and will be using their experience and expertise to bring you the most brilliant form of GROWcast ever known!! :) Check out what these two amazing humans have to say about business, life and overcoming the odds. #Major #Paradise -- Check out Waterbridge: creative.waterbridgemedia.ca Special Thanks to our sponsors: Startup Canada - www.startupcanada.ca ReferralMortgages.com - www.referralmortgages.com The Greater Ottawa Group - www.greaterottawagroup.com

ControlTalk NOW — Smart Buildings VideoCast for week ending July 3, 2016 brings attention to the people-side of the Buildings Automation industry while manning the vendor shows at two of the industry largest and most significant shows: 2016 Tridium Summit and the 2016 Realcomm/IBcon. Interviews with these Industry superstars: Intellastar’s Terry Casey; Johnson Controls’ Dimitri Papadopoulos; Hepta Systems’ Ted and Jason Houck; Page Southerland’s Tim Howell; Viconics’ Matt Krueger; Interactive Energy, LLC’s James Burtch; along with ACI’s Barry Gordon webinar and a product review of Honeywell’s Lyric thermostat. Honeywell Lyric: Redefining What a Thermostat Can Do. Honeywell keeps coming up with cool stuff. Yes, thermostats are cool, because there are different shapes, sizes, colors, and apps. But, look at this video to see how Honeywell takes the cool thermostat to the next level and makes it practical. No need to worry about coming home and finding out your pipe burst or a leak turned into a flood. The Honeywell Lyric will let you know before problems get out of hand. I wonder what else they will hang onto their residential thermostat network? Catching Up with Intellastar’s Terry Casey. Lots of great people and Smart Buildings Controls Experts at the 2016 RealComm/IBcon show. I got a chance to be the “in the field reporter” for Realcomm Conference Live, and one of the people I interviewed was Intellastar’s Terry Casey. With the likes of controls superstars Terry, Steve Lynch, and Jerry, Andy, and Brian Frank, Intellastar has put together the “dream team” of the smart buildings controls industry. Learn About the Most Current Current Sensors — Right Here, Right Now! Yes, I know it is a bit of a play on words, but Barry Gordon and the team at ACI do not play around — when it comes to making current sensors and other products for the smart buildings controls professional. ACI has started doing live video training! We announced the first one a couple of weeks ago. If you missed it, no worries, you can watch it right here, right now. Johnson Controls’ Dimitri Papadopoulos at the 2016 Niagara Summit — Facility Explorer is Better than Ever! Dimitri Papadopoulos, Senior Product Manager explains why Facility Explorer® is better than ever! To celebrate Facility Explorer’s tenth anniversary, Johnson Controls released Facility Explorer 14. Featuring a cleaner, faster user experience, enhanced cybersecurity and new ways to improve user productivity. Dimitri was particularly excited about the Mobile Access Portal, which offers an excellent display on your iPad, smart phone, or laptop; serves as a great commissioning tool; and can be used as a main user interface for smaller-sized projects. Mark Your Calendar for Digital Transformation 2016. Digital transformation is everywhere. We recently covered the 2016 Niagara Summit and Realcomm/IBcon and posted lots of videos showing how technology in the Smart Buildings and Intelligent Buildings space is evolving at a very rapid pace. And speaking of pace, this conference coming up in Portland in September looks interesting. Here is what they have to say about it: “Leaders facilitating the digital transformation within their companies converge to share best practices. This is the leading conference from digital game-changers for digital game-changers.” Ted and Jason Houck Make Big Connections at Realcomm Conference Live. Ted and Jason Houck, from Hepta Systems, do one of the coolest demo’s I have ever seen, and they do it on a live stream at the 2016 Realcomm/IBcon Conference Live. Hepta Control Systems has won numerous awards, including being voted co-winner of the ControlTrends Awards Systems Integrator of the Year Award. They are a leader in integrated building automation and security controls. Hepta provide single driver seat solutions for energy efficiency, security, and tenant comfort systems. Watch this video to see what makes Hepta so special. Enlightened Consulting Engineers at the 2016 Niagara Summit — Part 1. The man, the myth, the legend, Ken Smyers and I are constantly talking about the need for a new breed of consulting engineer for the Smart Buildings Controls industry. Cut and paste specifications are no longer acceptable. This new breed of engineer can be found at smart building conferences like the Niagara Summit and Realcomm/IBcon. They know that open is not just something you do to a can of beer on a hot summer’s day. Matt Krueger and the Viconics VT8000 Series at the 2016 Niagara Summit. Matt Krueger is an integral member of the Viconics technologies sales team with a passion for providing excellent customer support. Matt does an outstanding 411 presentation of the VT8000 series controller, which provides a very cost-effective alternative to direct digital controls to control roof top units, heat pumps, and indoor air quality applications — dramatically reducing project delivery cost at the installation and commissioning phases. Enlightened Consulting Engineers Part 2 — James M. Burtch at the 2016 Niagara Summit. ControlTrends had the opportunity to interview James M. Burtch, a young, up-and-coming Energy Sustainability Consultant. Actually, it’s James M. Burtch, C.R.M., C.D.S.M., C.B.C.P., C.L.E.P., C.E.M., and Honeywell EEO Certified. As evidenced by the host of certification designations following his name, Jim has dedicated much of his professional career pursuing and obtaining the professional expertise that enables him to write enlightened building automation systems specifications that ensure owners gets what they want and that the contractors meet the specification. >Honeywell’s Larry Andriunas at the 2016 Niagara Summit. We had a chance to catch up with one of our favorite people at the 2016 Niagara Summit Product Showcase. Honeywell’s Larry Andriunas is the “Controls guy..Controls Guy”. Larry grew up working with his father’s HVAC and integrator business. Larry knows first hand how important quality products and great customer support are to systems integrators. Larry, winner of the 2015 ControlTrends PID Award, helps Honeywell stay on top of their Smart Buildings control game. Larry gives us the 411 on Niagara 4 and how Honeywell is making the most of this new version of Niagara. Click here to subscribe to the Podcast in ITunes. The post ControlTalk NOW — Smart Buildings VideoCast for Week Ending July 3, 2016 appeared first on ControlTrends.

Welcome to ControlTalk NOW for the week ending May 31, 2015, that also includes some posts we delayed while away at Haystack Connect, which dominated the ControlTrends horizon with interviews with Brian Frank, Anno Scholten, Richard McElhinney, Marc Petock, Jason Briggs, Scott Meunch, Jason Houck, Ken Sinclair, Andy McGowan, and many more. Realcomm|IBcom is next week and there’s still time to register. The registration link for EasyIO’s Global Event in Paris is up as well. Awesome interviews with CGNA Vendors: Blue Ridge Technologies, Siemens, Honeywell Genesis, and Functional Devices. Featured updates from DGLogik, who teamed with QA Graphics, and Sierra Monitor’s EZ Gateway Webinar and Wastewater Application and much more! Realcomm & IBcon General Session Program Announced — Register NOW!General Session Program Announced! June 8-10 meeting in San Antonio, TX. Be sure to take advantage of the special ControlTrends Rate: $895.00 — valid till 6/1/15. Use Promo Code: IB15CTL1. The impact that technology, automation and innovation have had on the commercial and corporate real estate industry over the last 3-5 years is unprecedented. The 2014 ControlTrends Awards HighLight Reel. Watch this video to re-live the excitement of the 2014 ControlTrends Awards. Thanks again to all our sponsors for making this event possible. A special thanks to our emcee’s Marc Petock and Kimberly Brown. Plans for the 2015 ControlTrends Awards, in Orlando, FL, are already underway. Thanks, once again to all of our sponsors and the continued support and participation from our global ControlTrends Community. CGNA Vendor Showcase: Blue Ridge Technologies. Blue Ridge technologies is a great example of the quality vendors that are represented in the group. As you can see in this video, Bill and his team provide a very powerful and easy to use lighting solutions. Blue Ridge Technologies has developed an approach called Unified Lighting Control. Siemens has a winner with the RDY2000 Thermostat. ControlTrends caught up with Siemens at the 2015 CGNA Vendor Showcase. They introduced us to several cool new products. One of the ones we like a lot is the RDY2000 light commercial thermostat.The RDY2000 thermostat that has big time features for small business solutions. Contemporary Controls’ BASintegratorJ2: Niagara AX Integration via Haystack. May 2015 — The BASintegratorJ2 uses a subset of J2innovations’s FIN stack to create a powerful, yet flexible intelligent gateway that integrates Modbus and BACnet points up to Project Haystack clients. Built on Contemporary Controls’ open automation Linux platform, the BASintegratorJ2 can discover points and apply Haystack tags to serve up to building supervisors such as Niagara’s AX Supervisor. Sierra Monitor’s Webinar: Introduction to the EZ Gateway. Register today for an educational webinar introducing our new EZ Gateway! Integrating Modbus devices into BACnet networks is a common field application. Completing this integration in an efficient, reliable, and repeatable fashion is a requirement in today’s environment. Our expert instructor, Richard Theron, will discuss how simple it is to connect Modbus devices to BACnet systems with the EZ Gateway and how to lower commissioning time and costs with features such as EZ Profiles and DeviceProxy. CGNA 2015 Vendor Show Case: Honeywell Genesis Cable. All great control systems need the right cable and wire. ControlTrends caught up with Randy Lee, VP Sales, Electrical & HVAC Division and Honeywell Genesis Series Cable, at the 2015 CGNA Vendor Showcase and got the 411 on Honeywell’s new merchandising efforts, which include adding Contractor Pro Point rewards, new point of sale displays, and the new wire legend — marked on every reel, to know exactly how much more wire is left in the box. Haystack Connect 2015: Open Source Community Resumes Plenary Session, Colorado Springs, CO.The majestic snow covered Pikes Peak contrasted by the wondrous earthy red rock formations of the Garden of the Gods provided a suitably inspiring setting for Haystack Connect as it resumed its mission to adroitly usher in the world of self-defining data — in a collaborative way that no single-minded entity could possibly achieve. Marc Petock and three special guests, Brian Frank, Anno Scholten, and Richard McElhinney join ControlTrends for a pre-reception discussion of why some 240 of the top global automation and IoT professionals are attending the second Haystack Connect meeting. 2015 Haystack Connect Day One — General Session, Opening Comments, and Keynote Speakers. Marc Petock and John Petze hit the stage running and kicked off the 2015 Haystack Connect with a grateful thanks to the Project Haystack Sponsors and its 900 Haystack community members, 245 of which, were present at the General Session. Project Haystack grown by 45% over the last two years. Special recognition was given to Lynxspring, Contemporary Controls, KMC’s Conquest, J2 Innovations, BASSG, and Plant Pro/Air Masters for their efforts in developing Haystack applications. “Off to a Great Start!” Project Haystack’s Executive Director John Petze Reports. Executive Director, John Petze, regaled ControlTrends with the exciting news that 2015 Haystack Connect is off to a great start: New people, new vendors, more consultants, and the spirit of collaboration that includes the likes of Siemens, have all helped Project Haystack emerge as the leading initiative that helps people, at all levels, get more value from their systems. In order to use advanced analytic techniques, enhanced reporting, and comprehensive energy analysis, you must go through the process of tagging data. 2015 Haystack Connect — Day 2 Highlights — Interoperable Blues Band Rocks the House! Day Two of 2015 Haystack Connect began with a hoax-busting integration experience, as Jason Briggs and Scott Muench configured a Haystack project involving 10 participating vendors, employing a uniquely entertaining and unprecedented live demonstration of the potency and inevitability of Haystack tagging (Video to follow). Adoption of Haystack’s naming conventions and taxonomies — will make it more cost effective to analyze, visualize, and derive value from our operational data, period. New Product Review: Functional Devices BACnet Network Relay. ControlTrends had a chance to catch up with Kelly Holmes from Functional Devices at the 2015 CGNA Vendor Showcase. Kelly showed us a cool new product from Functional Devices, the RIBTW24B-BCAO enclosed BACnet® MS/TP Network Relay Device. Functional Devices designs products that make the contractors life easier. Competitively priced and easy to use the RIBTW24B-BCAD is no exception. Haystack Connect from a Systems Integrator’s Perspective. Project Haystack is an open source initiative to streamline working with data from the Internet of Things. We standardize semantic data models and web services with the goal of making it easier to unlock value from the vast quantity of data being generated by the smart devices that permeate our homes, buildings, factories, and cities. Applications include automation, control, energy, HVAC, lighting, and other environmental systems. To find out why it is so important to today’s master systems integrators we tracked down one of the smartest building automation controls systems integrators on the planet, Jason Houck, from Hepta Systems. See what Jason had to say. EasyIO Global Event — Sponsors and Speakers Welcome. Belimo Goes Gold! EasyIO’s first global partner event in Madrid, Spain was a gathering of EasyIO success stories from around the world. The deep networking between manufacturers and vendors, specifying engineers, 3rd party solution providers, systems integrators, and a rather new entity to the scene — solution entrepreneurs with accomplished technical skills and the dashboard/analytic/graphic tools to meet every application, large and small, was a unique integration meld. DGLogik Updates: May 27th-29th Training & DGLogik Partnership with QA Graphics.May 27th-29th in Oakland: DGLogik, Inc. will be hosting DGLux5 Application Development Training course at our headquarters in Oakland. The training course takes place from Wednesday, May 27th through Friday, May 29th. Take advantage of progressing your rapid development skills through our collaborative training exercises. 2015 Haystack Connect Highlight: Ken Sinclair Interviews Jack McGowan. ControlTrends’ good friend Ken Sinclair, of Automated Buildings, interviews Jack McGowan, of The McGowan Group, immediately after Jack’s Keynote presentation at Haystack Connect’s Day 2 General Session. This candid video captures the two long-time friends and industry titans, discussing Jack’s sixth book, published by Fairmont Press and available August 1, 2015. The book entitled “Energy & Analytics, Big Data, and Building Technology Integration.” Christopher Naismith Weighs in at 2015 Haystack Connect. What is the fastest way to teach your organization,and have your people stay smarter than your competition? To find out we turned to our friend,Ken Sinclair, from automated buildings.com. Ken introduces us to Christopher Naismith. Chris, is the training manager at SES Consulting. Ken and Chris discuss the concept of “self learning cultures.” Fascinating! Contemporary Controls’ George Thomas at 2015 Haystack Connect. ControlTrends caught up with Contemporary Control’s George Thomas at the 2015 Haystack Connect Vendor Show. George shares his insights into Haystack Connect — and, how several of the Contemporary Controls products integrate very nicely with Haystack. KMC Representatives Attend Dell Annual Analyst Conference. KMC Controls, a leader in building automation systems, today announced its participation in the Dell Annual Analyst Conference in Austin, Texas from May 27th through May 29th. The Dell team invited KMC’s Richard Newberry and Erich Kreuter as strategic envoys to the high-profile event. Dell and KMC are firmly committed to bringing the power of the Internet of Things to building automation by enabling secure, timely access and control of building systems and data to building owners and property managers. Jason Briggs on The Power of Haystack Tags. ControlTrends caught up with Jason Briggs from J2 Innovations at the 2015 Haystack Connect Conference. Jason talks about the power of Haystack and how it is changing the way we are able to get and use data in Smart Buildings. Jason founded J2 Innovations in 2009, and has passionately provided the vision and direction for the emerging software company. Jason is now focused on empowering J2’s customers to have similar success, by creating powerful engineering tools, visualization, and software technology. Sierra Monitor’s Featured Application: Wastewater Treatment. Sierra Monitor knows the Wastewater application inside and out. Consider using Sierra Monitor’s expertise and products for your next wastewater project — instrumenting the wastewater plant with one of the most comprehensive gas detection, alarming,and mitigation systems available. Although detecting hazardous gases within a wastewater treatment facility is important, integrating gas detection and alarm systems with SCADA’s, PLC’s, or BMS’s is equally as important. Brian Frank Explains How Haystack Works. Who better than Brian Frank to address the crowd and explain how Haystack works? Project Haystack seeks to make this a machine to machine effort using self-describing data that would eliminate significant costs. Project Haystack: It’s time to make the use of self-describing data — the specified norm. Well done Brian! The post ControlTalk NOW for the Week Ending May 31, 2015 appeared first on ControlTrends.

The majestic snow covered Pikes Peak contrasted by the wondrous earthy red rock formations of the Garden of the Gods provided a suitably inspiring setting for Haystack Connect as it resumed its mission to adroitly usher in the world of self-defining data — in a collaborative way that no single-minded entity could possibly achieve. Marc Petock and three special guests, Brian Frank, Anno Scholten, and Richard McElhinney join ControlTrends for a pre-reception discussion of why some 240 of the top global automation and IoT professionals are attending the second Haystack Connect meeting, and what the continued growth and success of Project Haystack represents for the future of building data. More about the guests: Bryan Frank, founder and president of SkyFoundry, a software company specializing in the storage, analysis, and visualization of data from the Internet of Things. SkyFoundry’s software is used across the world in thousands of sites to analyze and optimize M2M systems including energy, HVAC, and lighting. Anno Shelton, C.E.M., C.D.S.M. and President of CONNEXX Energy. Anno has spent the last 25 years driving innovation in building control systems and smart grid technologies where he has developed leading edge, smart grid energy products for the commercial building markets. Anno is a widely recognized industry expert and sought after speaker at building automation and smart grid conferences and holds a US Patent on a distributed-architecture building controller. Richard McElhinney, Chief Software Architect at Airmaster Australia and Conserve it. Richard is a founding member of the Project Haystack 501C corporation and a member of the board of directors. As an early contributor to project-haystack.org Richard was the author of the first Niagara AX semantic modelling implementation which has served as the basis for the current NHaystack implementation. More Information/Haystack Connect 2015 Agenda: Day 1 General Session, Opening Comments and Keynote Speakers: David Mantell, Vodafone and Dr. Milan Milenkovic, Intel. Day 2 General Session, Multi-Vendor Demo and Keynote Speakers: Jack McGowan, The McGowan Group and Peter Kelly Detwiler, NorthBridge Energy Partners. The post Haystack Connect 2015: Open Source Community Resumes Plenary Session, Colorado Springs, CO appeared first on ControlTrends.

The Amgen Tour of California is just around the corner! Learn more about the race and what it has to do with Breakaway from Cancer, a partnership between Amgen and four nonprofits that aims to increase the awareness of the free resources available to people affected by cancer. Kim Thiboldeaux is joined by Bob Azelby from Amgen Oncology, Kristin Bachochin from AEG Sports and Laurie and Brian Frank from CSC San Francisco Bay Area.