Podcasts about carve

The Sunday Continuous Call Team goes through The Carve Up for this weekend.See omnystudio.com/listener for privacy information.

Labor's retreat from tax changes, itself a broken election promise, draws praise from some small businesses now carved out.

Well, it's a fitting theme for this playlist, given how long it's been since we dropped a new episode. But this one is well worth the wait. It's literally... about TIME. Or at least, all the best songs with "time" in the title. We'll hear from Huey Lewis & the News, REO Speedwagon, Sublime, The Rolling Stones, The Doors, Billy Joel, Styx, Owl City, Cyndi Lauper, and so many more bangers. Carve out a chunk of time for this one, you won't regret it.

Labor's retreat from tax changes, itself a broken election promise, draws praise from some small businesses now carved out.

Labor's retreat from tax changes, itself a broken election promise, draws praise from some small businesses now carved out.

Friday Headlines: Australia’s migration numbers revealed Ships begin moving through the Strait of Hormuz Gina Rinehart gifts Pauline Hanson a 'beautiful big fat orange bulldozer' Labor unveils CGT carve-outs as inquiry hands down report All eyes on Seattle for Socceroos vs USA Deep Dive:Australia has been rocked by another shark attack this week, with a Sydney mum losing an arm after being mauled by a suspected Great White. It’s prompted yet another debate about how to keep people safe at our beaches, but calls have grown louder this time around for a shark cull to be brought in to lower populations and protect swimmers. But it’s not as simple as that, says Lawrence Chlebeck, a marine biologist with Humane World for Animals. In this episode of The Briefing, he sits down with Sacha Barbour Gatt to explain shark culls, their flaws, and what could work better. Follow The Briefing: TikTok: @thebriefingpodInstagram: @thebriefingpodcast YouTube: @TheBriefingPodcastSee omnystudio.com/listener for privacy information.

The government announces capital gains tax changes for small business... a Vodafone outage affects millions of Australians... and, at the World Cup, England and Ghana kick off their campaigns with wins

Coming up in your Tapt News update: ** CGT carve outs locked in ** The telco hit by outages ** And the winners and losers in the day's World Cup actionSee omnystudio.com/listener for privacy information.

The P-M insists his Government hasn't backflipped on its tax reforms -- despite unveiling a range of carve-outs. Migration has fallen to it's lowest levels since the pandemic. And Sabrina Carpenter is granted restraining order against alleged stalker.See omnystudio.com/listener for privacy information.

The P-M insists his Government hasn't backflipped on its tax reforms -- despite unveiling a range of carve-outs. Migration has fallen to it's lowest levels since the pandemic. And Sabrina Carpenter is granted restraining order against alleged stalker.See omnystudio.com/listener for privacy information.

Three nine-year-old boys in a Massachusetts port town go looking for the schoolyard ghost called Skeleton Jack and instead find a tree that should not exist — black and leafless, cold enough to seem to drink the life out of the air — a tree one of them is dared to carve his name into, while something he can't see breathes in the dark just behind him.EPISODE BLOG PAGE (includes sources): https://weirddarkness.com/BlackTreeFEATURED STORIES IN THIS EPISODE: "The Abandoned Drive-In Theater" — A newcomer to North Carolina, biking past the ruins of a drive-in theater that's been dead for decades, hears an engine roar and turns to see a film flickering across the filthy, torn screen — then finds every speaker smashed and every wire long since severed, with no way the movie could have been playing at all. *** "He Showed Up To Work After His Funeral" — Six days before Christmas, a security guard helps lower his coworker Jake into the ground after a fatal heart attack — and two mornings later, arriving alone at the snowed-in, empty worksite, he finds Jake's car already parked in the lot. *** "The Black Tree in the Woods" — In a Massachusetts port town haunted by the schoolyard legend of a flayed pirate ghost, three nine-year-old boys push deep into a forbidden forest and find a short, withered tree that grows no leaves and seems to drink the life out of the air — and when one of them is dared to carve his name into its strangely soft bark, something he cannot see begins breathing in his ear.CHAPTERS & TIME STAMPS (All Times Approximate)…00:00:00.000 = Show Open00:02:17.025 = The Abandoned Drive-In Theater00:07:35.119 = He Showed Up To Work After His Funeral ***00:17:39.759 = The Black Tree In The Woods ***00:58:35.975 = Show Close *** = Begins immediately after inserted ad breakLISTEN ON PODCAST APPS: Look for this podcast on Apple Podcasts, Spotify, iHeart Radio, Amazon Music, Pandora, TuneIn Radio, and other podcast apps. Get a list of free listening apps here: https://weirddarkness.com/wdapps*No AI Voices Are Used In The Narration Of This Podcast*SOURCES and RESOURCES:“The Abandoned Drive-In Theater” by January Nelson, from Thought Catalog: https://tinyurl.com/ybwbdgev“He Showed Up To Work After His Funeral” by Thomas J. Sotvedt: https://tinyurl.com/yckfue5w“The Black Tree In The Woods” submitted anonymously to Thought Catalog: https://tinyurl.com/y7rocj8v(Over time links may become invalid, disappear, or have different content. I always make sure to give authors credit for the material I use whenever possible. If I somehow overlooked doing so for a story, or if a credit is incorrect, please let me know and I will rectify it in these show notes immediately. Some links included above may benefit me financially through qualifying purchases.)WeirdDarkness® is a registered trademark. Copyright ©2026, Weird Darkness.Originally aired: June 10, 2020

The Sunday Continuous Call Team goes through The Carve Up for this weekend.See omnystudio.com/listener for privacy information.

Recorded live at our SAP Customer Council in Berlin, this episode features Markus Oertelt, from SAP, and Dalibor Manojlovic, Head of Assembly, and Sandro Götz, Head of Operations and Supply Chain at KWC in Switzerland. KWC manufactures faucets for kitchens and baths and has navigated multiple ownership changes and carve-outs in recent years, culminating in a move to SAP Cloud ERP. In this conversation, they share takeaways from the council, why warehouse management and production planning are priority areas for automation, and how peer discussions on warehouse versus inventory management shaped their approach. This is a new episode in our Customer Council Berlin Series. Follow and subscribe on Spotify or Apple Podcasts so you never miss an update. On Spotify, join the conversation using the episode's Q&A and Poll; on Apple Podcasts, a quick rating or review helps others discover the show. Have a question, topic suggestion, or want to connect with the team? Write to us at insides4@sap.com — we read every message.

Buy-side carve-outs can create significant value for acquiring companies, but they can also present complex challenges. In this episode, we’re joined by Kameron Kordestani, Anna Mattson, and Rui Silva to discuss how leaders—particularly CFOs, integration managers, and CHROs—must balance financial structuring, operational planning, and people management to ensure a value-creating transition. Related insights How buyers can successfully navigate integrating a carve-out The power of goodbye: How carve-outs can unleash value Solving the carve-out conundrumSupport the show: https://www.linkedin.com/showcase/mckinsey-strategy-&-corporate-finance/See www.mckinsey.com/privacy-policy for privacy information

Wer ein Target aus einem Konzern herauslöst, übernimmt mit dem operativen Geschäft auch eine über Jahre gewachsene IT-Landschaft, die sortiert, getrennt und neu aufgestellt werden muss. Allein die SAP-Trennung verschlingt schnell sechs bis neun Monate Vorbereitung, und ein erheblicher Teil der Probleme ist häufig selbst dem Verkäufer unbekannt.Mein Gast ist Dr. Gunther Kemény, Gründer und Managing Director von bluekey solutions. Mit ihm spreche ich über die drei Kategorien von Überraschungen, die in praktisch jedem Carve-out auftauchen, warum die SAP-Trennung das Herzstück und zugleich der Endpunkt jeder Herauslösung ist und weshalb das Mandat trotz Käuferfokus rechtlich immer über das Target läuft,Wir beleuchten in dieser Episode:wie Gunther zum Carve-out-Profi wurde,warum bluekey nur die Käuferseite begleitet,welche drei Überraschungen jeden Carve-out prägen,warum die SAP-Trennung das Herzstück jedes Deals ist,weshalb KI zwar unterstützt, Erfahrung aber unersetzlich bleibt,und vieles mehr...Viel Spaß beim Hören!***Timestamps(00:00:00) Intro(00:02:40) Begrüßung und Werdegang(00:07:22) Von Chemie zu SAP(00:15:22) Weg zur Gründung von bluekey(00:18:28) Unternehmerisches Denken(00:23:00) Leistungsspektrum bluekey(00:25:00) Einbindung im Carve-out-Prozess(00:27:24) Kernkunden und Investorenkreis(00:30:48) Vertragsstruktur mit Target(00:32:34) Vorleistung und Risiko(00:34:27) Post-Merger Integration(00:36:31) Entwicklung von bluekey(00:38:45) IT als unterschätztes Backbone(00:40:45) Baustellen aus DD ableiten(00:42:10) Häufigste Überraschungen(00:47:00) SLA und Day-One-Themen(00:48:31) Warum SAP-Trennung so komplex(00:52:58) Carve-out im Carve-out(00:55:56) Carve-out als Chance zum Aufräumen(00:59:36) KI und Zukunft der Carve-outs***Alle Links zur Folge:Kai Hesselmann auf LinkedIn: https://www.linkedin.com/in/kai-hesselmann-dealcircle/CLOSE THE DEAL auf LinkedIn: https://www.linkedin.com/company/closethedeal-podcastDr. Gunther Kemény auf LinkedIn: https://www.linkedin.com/in/gunther-kemeny-0a09a53/bluekey solutions auf LinkedIn: https://www.linkedin.com/company/bluekey-solutions/Website CLOSE THE DEAL: https://dealcircle.com/ClosetheDeal/***DUB.de und AMBER sind die Plattformen für sichere Unternehmensnachfolgen. Schaut vorbei, wenn ihr euer Unternehmen schnell, sicher und kostenfrei zum Verkauf inserieren wollt oder als Käufer auf der Suche nach passenden Deals seid:www.dub.dewww.amber.deals***Du bist M&A-Berater im Small- oder Midcap-Segment und suchst einen Überblick über alle relevanten Deals? Jetzt schnell den

The Sunday Continuous Call Team goes through The Carve Up for this weekend.See omnystudio.com/listener for privacy information.

Connect with Michael: https://michaelkoulianos.org/Instagram: https://www.instagram.com/michaelkoulianos/Facebook: https://www.facebook.com/MichaelKoulianos1/Youtube: https://studio.youtube.com/channel/UCBKurdZlFEMaLdwxSYMRNAwI'll be honest — I almost didn't record this episode the way I did. Because it required me to sit across from one of my closest friends and one of the most gifted men I know when it comes to the presence of God, and admit that I've been struggling. Struggling to feel connected. Struggling to cultivate that place with the Holy Spirit that I know I'm supposed to have — especially after walking through five weeks of watching my mother-in-law die of cancer. That's not an easy thing to say as a pastor. But I said it anyway. And what Michael gave me back was one of the most practically powerful and spiritually deep conversations I've ever had on this podcast.Michael Koulianos leads Jesus Image, a church and global movement, and there is genuinely no one I know who flows in the presence of God the way he does. In this episode, he walks us through his personal morning prayer routine — two hours, early, consistent for 20 years — and breaks down exactly what it looks like: silence, Bible reading from Genesis to Revelation looking for Jesus the whole way, worship, and a prayer list he's been building for years with names being crossed off one by one. But more than the mechanics, he talks about what it means to feel God's presence not as an emotional high but as a continual awareness. And he talks about mourning — why giving yourself permission to grieve is actually the door that opens to the Holy Spirit's comfort.We also get into the real cost of leading a movement, the false sense of responsibility that burns leaders out, what God is actually doing on the earth right now, and why the cross isn't just the starting point of the Christian life — it's the whole shape of it. If you're a man who's been running on empty spiritually, or you've been grinding so hard you've lost the thread of why you started, this episode will recalibrate you. Carve out the time to watch the whole thing. It's worth every minute.Chapters:00:00 – Welcome: Jason Gets Honest07:15 – Little Ezra, Grief, and Why Mourning Opens the Door14:31 – Sensing vs. Feeling21:46 – Inside Michael's Morning Routine29:01 – Prayer Lists, John Eldridge, and Hearing God's Promises36:16 – How to Find Jesus in Every Page of Scripture 43:32 – The Hardest Part of Leading a Movement50:47 – Burnout, Boundaries, His Church Doubling While Michael Couldn't Speak58:02 – What God Is Doing on Earth Right Now1:05:17 – Living on His Mission, the Cross-Shaped Life & Closing PrayerCONNECT WITH BRAVECOJoin Our Free Community for Men (ladies, sign up your man): https://www.braveco.orgFacebook: https://www.facebook.com/braveco.menInstagram: https://www.instagram.com/braveco.men/Shop: https://shop.braveco.org/ABOUT BRAVECO: We live in a time where men are hunting for the truth and looking for the codebook to manhood. At BraveCo, we are on a mission to heal the narrative of masculinity across a generation; fighting the good fight together because every man should feel confident and capable of facing his pain, loving deeply, and leading a life that impacts the world around him.

The Sunday Continuous Call Team goes through The Carve Up for this weekend.See omnystudio.com/listener for privacy information.

See omnystudio.com/listener for privacy information.

The Sunday Continuous Call Team goes through The Carve Up for this weekend.See omnystudio.com/listener for privacy information.

On this episode of 50 Shades of Green hosts Adam Lake and Katie Lanagren interview Jennifer Hinton, co‑founder of Carve Designs, about building a performance swimwear brand rooted in sustainability. Jennifer explains how Carve developed recycled‑bottle and natural‑blend fabrics (including coconut‑infused blends), the challenges of recyclable swim materials, and the company's shift from local manufacturing to certified partner factories. They discuss logistics and carbon reductions, the importance of supply‑chain visits and ethical factory choices, and ambitious plans to create fashion recycling loop. Jennifer also shares her observations of changing seasons from an outdoor‑athlete perspective, and how policies such as California's textile producer responsibility legislation is starting to push the industry toward end‑of‑life solutions. Hosted on Acast. See acast.com/privacy for more information.

In dieser deutschsprachigen Episode von Inside SAP S/4HANA Cloud tauchen wir in die spannende Reise von RealCore Industry & Materials ein. Erfahren Sie, wie das Unternehmen seine Geschäftslandschaft durch eine schnelle Implementierung von SAP Cloud ERP nach einem bedeutenden Carve-out transformiert hat. Lernen Sie direkt von Kevin Hurnik und Stephanie Heesen, wie sie organisatorische Herausforderungen gemeistert haben. Ob Sie sich für Geschäftsstrategie oder IT-Integration interessieren – diese Erfolgsgeschichte bietet wertvolle Einblicke für Ihr nächstes Cloud-ERP-Projekt. Welches Thema sollen wir als Nächstes behandeln? Senden Sie uns gerne eine E-Mail an insides4@sap.com

The Sunday Continuous Call Team goes through The Carve Up for this weekend.See omnystudio.com/listener for privacy information.

• Alabama passed its gerrymandered map during an active tornado warning — sirens blaring while lawmakers carved up Black voting districts.• Tennessee and Alabama wasted zero time after the Supreme Court ruling — voting rights took a direct hit.• Iran's ceasefire is over — oil prices are spiking and the global response is tense.• Trump says America is fine — millions of people are asking if that's actually true.• Labor organizer Chris Smalls was arrested at the Met Gala — the contrast between labor struggles and elite parties couldn't be sharper.• An Israeli court in Ashkelon extended the detention of foreign activists Saif Abu Keshek and Thiago Ávila until May 10, 2026 — raising international human rights concerns.

The guys listen to audio from some of the rookies at Ravens rookie minicamp.

The Sunday Continuous Call Team goes through The Carve Up for this weekend.See omnystudio.com/listener for privacy information.

The Nurses Report on America Out Loud with Ashley Caputo, RN, FMP – This episode of The Nurses Report explores how Pharmacy Benefit Managers shape access to medications, often leading to delays and denials. It examines carve-outs, ERISA limits, and real patient impacts while highlighting the growing need for transparency, advocacy, and patient-centered decision-making in today's healthcare system...

The Nurses Report on America Out Loud with Ashley Caputo, RN, FMP – This episode of The Nurses Report explores how Pharmacy Benefit Managers shape access to medications, often leading to delays and denials. It examines carve-outs, ERISA limits, and real patient impacts while highlighting the growing need for transparency, advocacy, and patient-centered decision-making in today's healthcare system...

Master the Microsoft co-sell evolution today. Subscribe to our Newsletter:https://theultimatepartner.com/ebook-subscribe/Check Out UPX:https://theultimatepartner.com/experience/ In this deep-dive panel discussion, industry experts Erin Figer, Erika Irby, and Reis Barrie celebrate the 10-year anniversary of the Microsoft Co-Sell program by dissecting its evolution from its 2016 inception to today's data-driven, outcome-focused landscape. The group explores the critical shift from transactional sales to modern, frictionless co-sell motions, emphasizing the importance of signals, intentionality, and building credibility with Microsoft field teams. Whether you are navigating the complexities of the marketplace, struggling with reseller enablement, or looking to integrate AI into your sales process, this conversation offers actionable insights to align your organization's go-to-market strategy with Microsoft's evolving priorities and achieve results. https://youtu.be/KV1MGSoyWbQ Key Takeaways Effective co-selling has shifted from autonomous, fragmented motions to a highly collaborative, data-driven approach essential for modern cloud GTM strategies. Credibility is the currency of partnership; without trust from vendors and customers, technical go-to-market motions will fail to produce long-term outcomes. The “REO” (Reseller Enablement Offering) model is an operational unlock for ISVs to go global and sell local without the friction of multi-party private offers. Integrating AI into CRM systems is vital for identifying total addressable market (TAM) signals and maintaining sales velocity. “Don’t automate a bad process” remains the cardinal rule; technology should be used to refine existing, successful motions, not to propagate inefficient ones. The human element—community, in-person events, and empathy—is a necessary differentiator in an increasingly digital, automated B2B landscape. If you're ready to lead through change, elevate your business, and achieve extraordinary outcomes through the power of partnership—this is your community. At Ultimate Partner® we want leaders like you to join us in the Ultimate Partner Experience – where transformation begins. Key Tags Microsoft Azure, Co-sell evolution, Hyperscaler strategy, SMB partner investment, Cloud Marketplace, Veeam GTM, Partner Center alignment, Channel enablement, REO, Cloud consumption, ISV scaling, Go-to-market optimization, Partner-led growth, Azure consumption, Channel friction reduction, Outcome-driven sales, Microsoft ecosystem, Revenue acceleration, Partner alignment. Transcript Erin Figer Panel For Cut Out [00:00:00] Vince Menzione: So when we, so, uh, this all started ’cause I was trying to figure out what was next when I left Microsoft and I had this woman who was doing work, actually starting the co-selling process when we first started doing co-selling. And she was working with one of our partners and she was working with my team when I was at Microsoft. [00:00:17] And then I said, this lady knows a lot about this stuff. So I reached out, I left Microsoft, I said, I think we can help each other. Like, I think we’re gonna, I got these companies that I spoke at Microsoft’s conference. They’re like, can you come help us out? And we teamed up. And, uh, we’ve been friends and doing fun stuff ever since. [00:00:34] And she’s spoken at just about every event in some capacity or another, whether it was on stage or a workshop. Aaron Feiger. And then, uh, I, I found, I also, through Aaron, I met this other gentleman who had another company and he was doing amazing work with ISVs or SDCs, uh, Reese Barry from Carve. And then, uh, when I think we started up the event, I mean, Erica Irby came to one of our first events and spoke on stage. [00:00:58] I was like, yeah, this. The person knows what she’s doing. So I’ve asked the three of them to come up and kind of round out and end the day, but all three of ’em have a tremendous, uh, background in this whole process of co-selling go to market strategies. And I thought you, you can, I’m just giving it over to the three of you. [00:01:17] Erin Figer: I we don’t need [00:01:18] Vince Menzione: a, you don’t needer you don’t need a clicker and you, you know what you’re all gonna be talking about. But these are some really smart people about how to partner with Microsoft. So, yeah. No, thank you for having us. [00:01:27] Erin Figer: Um, hello. Hello. I think this is on. All right. So actually we’re gonna do an exercise. [00:01:32] Um, I want everyone to close their eyes. Close your eyes. Close your eyes. All right. I want you to think back to January of 2016. What were you doing? Where were you in your career? What company were you working for? What was going on in your Microsoft partnership in January of 2016? Okay, Erica, what was happening for you? [00:01:59] Erika Irby: So, uh, is this on? Sorry, I cannot tell. Um, I was at Veeam for the first time. We had just launched our first, uh, endpoint backup, uh, product in April of the previous year because nobody knew what cloud was yet, and people were scared. So we had to launch that product. And we had a relationship with Microsoft in a sense that about 20% of our business sat on Hyper V. [00:02:25] That equated to about, I think like around 90 ish million dollars, which at the time was incredible for us. But to Microsoft was, you know, like, who are you guys again? And, um, we begged and begged to have any type of communication with them. Events. Funding nothing. We did not know what Azure consumption was. [00:02:43] We didn’t have any of that information. And if somebody would’ve told me at that time that nine years later we would sign a five year contract with them and have multiple products dedicated to Microsoft, I would’ve been like, y’all are bananas. [00:02:58] Erin Figer: Reese, what were you doing in January of 2016? [00:03:00] Reis Barrie: Uh, let’s see, Jan, 2016, I was moving from Orlando, Florida to Seattle, Washington, uh, sight unseen with no place to stay. [00:03:10] Uh, to take a job at a place called Microsoft or Consulting Gig, a place called Microsoft. Um, kicking off some of the cool motions that we’re, uh, we’re gonna talk about today, I think. [00:03:20] Erin Figer: Does anybody know the significance of January, 2016 in the audience? Any takers? It was the launch of Cosell officially for Microsoft. [00:03:31] Congratulations. We’re celebrating 10 years of officially. Problematizing how you connect with the Microsoft sales organization in a programmatic at scale way. And try to build meaningful relationships. And I have been helping partners since the inception of Microsoft’s Cosell program. Um, I was on the partner side, Reese was on the inside. [00:03:59] You were at a partner. So we have all seen the evolution of Cosell across all three hyperscalers launching, you know, their co-sell initiatives. So I just wanted to take a moment to recognize. I didn’t know how many people realized that it’s been 10 years, it’s 10 year anniversary. I think it’s a big milestone. [00:04:15] Huge. So. Yeah. Yeah. Well, we, you know, when they launched it, I went, I was consulting for a startup outta Boston and we were trying to get Microsoft’s attention, competitor to fame, and I went to the business development guy and said, uh, do you, did you just see this program that Microsoft launched? I think we should include this in our branding strategy and we should use co-sell as a way to get our brand out to Microsoft and be able to tell our story of who we are and what we’re doing and that we’re in their accounts and they don’t even know it. [00:04:55] ’cause we’re the startup out of Boston who switched over from AWS to Microsoft. And we did, and I put every single opportunity in the system I could for the first six months, which was the last six months of their fiscal year. We go to partner of the, we go to, what was it called? Them WPCI think at the time. [00:05:13] Mm-hmm. Uh, in Vegas. And Nasuni won wins like all four wards worldwide. US Education, healthcare Partner of the year because I put 117 deals in the system and then it seeded Na Sunni’s Marketing for the next two years. ’cause Microsoft gave them tons of money and attention and we were off to the races. [00:05:35] Right. And then it was, can you repeat that? And we went and repeated it with Red Hat and Rubrik and Nintex and Quest and. I don’t know, lots more. But it was, it’s been fun journey co-selling. And it’s interesting to see now, um, how we continue 10 years later to evolve co-sell. And so Erica, what were some of the takeaways you had today listening to the conversation about how co-sell, how you’re modernizing and co-sell is changing inside your organization, especially now being a boomerang. [00:06:08] Erika Irby: Yeah, well we call it a Veeam ring ’cause everything a veer ring, everything has to start with with Veeam. Well, one thing I was gonna comment on, I think I’m sitting here thinking how wild is it that back in the day we actually had to define that co-sell was an action that, that, you know, partners and vendors needed to take or, and different vendors and alliances. [00:06:25] I mean, now we can’t even imagine going to market without, you know, that, that attach. But at the time, we were just very autonomous and everybody sold their own product and it, it took like this actual motion, um, to get us working together. But now look at us. I mean, this community is incredible. And we can also see this by, and even when AGU was mentioning earlier, all the bosses he had in his room, I mean. [00:06:47] How many people like know each other. I mean, this is like part of that, that ecosystem. But today, um, a couple of things I took away, and by the way, we want a lot of interactions, so we’re going to kind of throw it back out at you guys. But for me, um, outcomes came up repeatedly that was mentioned multiple times about outcomes. [00:07:04] Um, speed with intentionality. I think that was super critical. We have to go to market. There has to be a sense of urgency, but if we’re not intentional, it’s like, what are we doing? It’s just like a big mess. Um, and then credibility. And this is something I think is super important, regardless of, um, all of our emotions, all of our go to market, all of the, the things that we do, if we are not credible or not building trust with our vendors, our, our co-partners, our customers, we will never be successful. [00:07:35] Um, so those are the three main things that I took away from, from everybody talking today. And I, I thought, I mean, to me personally, I thought those were pretty powerful. [00:07:42] Yeah. [00:07:42] Erika Irby: So we’d love to hear. [00:07:43] Erin Figer: Yeah. And I know Reese, you have been doing a lot around outcomes and changing kind of the cosal, um, intention. [00:07:54] Reis Barrie: Yeah. The, uh, the, just thinking back to today, like that was like such a, it was really a, a big key theme of today. Like everyone talked about, whether it’s pivot of, of sales, partnership, um, even when you’re talking about AI and some of the, the, uh. POC discussions. So the live like type of stuff, everything was centered around that narrative. [00:08:17] And so, um, and it’s the same with, it’s the same with partnerships. It’s the same with your co-sell motion, same with your benefits utilization, um, and the way you’re utilizing partnerships. And so that’s, that’s a huge, huge component of, um, what I also took away from today. Um, and then somebody, I think it was Mark who said it that I’m gonna, I’m gonna steal this because the, the whole, um. [00:08:40] Near and dear to my heart of like, don’t, don’t scale automate ai, A-I-F-I-A bad process. Like as someone who deals with like, for the most part, bad processes, like day in and day out, um, and trying to refine them and improve them. Like, that’s one of the first things that we, uh, that we talk to partners about when it comes to their partnership and, and the processes they have in place. [00:09:03] So those are like two really big, just takeaways from [00:09:06] Erin Figer: Yeah. Nice. So we’re here to learn from each other, right? Like this is an ultimate partner community of learning from each other. So I’d really love to hear from the audience, like what are some of the things you’re doing in your cloud? Go to market approach and co-selling that you’re trying out. [00:09:23] Either you tried it, you failed fast, you learned from that, that you can share those lessons learned or like what’s working and how are you changing to be more outcome driven in your cloud go to market, uh, approach. Any takers in wanting to experience share? Great. Give that man a mic. [00:09:50] Audience Member: The SMB investments. Um, these, these new, I don’t know what they are. I partner accelerators, PBAs, uh, there’s kind of something going on in the SMB space where it just seems like they’re coming outta the woodwork to come help. On deals. I’ve never seen Microsoft really embrace the customer that they, the way they have in SMB in the cos sells. [00:10:10] I’m not sure if anybody else is seen that, but seems to be working. It’s two things. One, you at Data 60 [00:10:22] America. [00:10:54] I think, I think part of the rarity there is that. Typically you wouldn’t get a seller attached, right? They’re unmanaged that they’re kind of in the nobody cares category, but, [00:11:06] um. So Microsoft made a huge investment in the distribution space saying we’re gonna lean on distribution to help enable our 165,000 indirect resellers that we have as a business. And part of that enablement goes back to field sales alignment. So there’s these roles, ca roles called um, partner Solutions Sellers, PS. [00:11:30] And so they’re aligned by, um, solutions architecture, if you will, for Microsoft. So, or cloud solution area, whatever the new term, modern work, uh, or, uh, AI work, AI workforce, um, data and ai. And so they are there to help support your deal. So it’s, it’s a huge investment and one that I would just can say continue to advocate for it if you’re seeing success with it, because I mean, we’re heading into FY 27 planning for Microsoft. [00:11:58] So. Like there, there could be role changes. So I would say if it, if it’s helpful, like make sure you’re talking positively about it. [00:12:05] Reis Barrie: Yeah, yeah. Just to, to your point, like I, I’d say like, um, in the last six to 12 months, like that’s been a, a thing that’s like we’ve to go back and like, I mean we manage a portfolio of a couple dozen, dozen partners at this point, and so we’ve had to go back and rewrite some of our playbooks, reeducate some of. [00:12:26] Uh, some of the partnership folks that we use because, um, historically you kind of get into this like void of, you’re in partner center, you’re picking, you know, account alignment and it’s not managed. And so it’s like, okay, I expect to do nothing with this deal on the Microsoft side from a co-sell standpoint. [00:12:42] Um, but that’s kind of, that’s changed quite a bit, um, in the last six months where, um, it’s not like a, it’s hard to create, it’s hard to create processes and dependence around it ’cause it’s not like a guarantee that you’ll get, you get engagement, but. Uh, you see more eng engagement, more on more and more deals. [00:12:58] Um, and so we’ve had to go back and work with some of our partners to rewrite some of our, uh, deal sharing playbooks to account for, uh, things like that, which is, it’s super cool to see, frankly, um, to see engagement on these, like predominantly. [00:13:12] Erin Figer: So in that motion. So first off, for the folks that are on the other side of this black curtain by the food station, if you guys could please stop the conversation. [00:13:19] It’s really hard to pay attention to what’s going on in this room. Um. Thank you. Thank [00:13:25] Erika Irby: you for saying that. [00:13:26] Erin Figer: That was a great, that was a great, that’s a great point. And what I wanna talk about next is like in order to kind of continue to evolve the playbooks and they’re changing and people are changing, and priorities are changing, what are some of the signals that you guys are using internally in your organization, whether you’re building or buying, um, but would love to learn from all of you. [00:13:46] What kind of signals are you looking at to help you continue to like co-innovate, co-sell, co-market? Um, in your go-to market strategies? [00:13:58] Audience Member: Yeah, [00:13:58] Erin Figer: please. Um, [00:14:00] Audience Member: well, I’m, I’m, we’re building everything from scratch right now because we’re brand is integration. [00:14:39] Like having our, our engineer be able to interact with product [00:14:43] Erin Figer: engineer. [00:14:50] I’m gonna pick on trend ’cause I had just spent last week with them and Sanjay, I think like what you guys are building internally, um, using signals, building it into an AI agent. To help you understand your tam, you wanna share a little bit. [00:15:06] Audience Member: Happy to, and I’ll disclose. The first thing I did was hire Aaron Feiger to run my co-sell operations, uh, for the, for the second time. [00:15:12] It’s [00:15:13] Erin Figer: nice to be a GDI again [00:15:14] Audience Member: for the second, so well planted. Um, but honestly, like I can’t have an environment where I fail my sellers, like this process has to be frictionless in co-sell and marketplace operations. Or I lose trust in my own house, let alone in my channel and in my customer base. So. Uh, building that strong foundation is like job number one. [00:15:34] I’ve been, I spent a decade at Trend. I’m back, uh, five weeks on the job now. Um, but I’d say we’ve built a multi hundred million dollar cloud marketplace business thinking highly transactional. And what we’re trying to pivot to is a highly dated driven approach where we can look at any cloud in any region around the world, figure out roughly how many accounts they have. [00:15:57] Figure out what those customers are spending and things that we can protect from a cybersecurity standpoint, knowing that four or 5% of that total spend will be spent on cybersecurity, doing an overlap of where I have existing customers in that drawing a tam, overlapping that with my incumbent partners to get the Venn diagram of like, where’s my sweet spot to move this forward? [00:16:18] And then where’s my blast radius? So when I sit down with a guy leading France, or a person leading healthcare. I can have a really specific opportunity about how to leverage my cloud partnerships to accelerate deals and expand growth in a very surgical, data-driven, propensity driven way. And it like totally changes the conversation. [00:16:40] And the other thing we’ve done because you get a lot of pushback and when you’re working with Microsoft, uh, I was chatting with a few folks today, like if you’re in cybersecurity, it’s not easy. They got a 25 billion ish dollars cybersecurity business. So you gotta find your swim lanes. And the dialogue I have now internally with my sellers is a major League baseball analogy, which is, if you play major league baseball and if you hit the ball 30% of the time, you’re gonna go to this little thing called the Hall of Fame, right? [00:17:07] If you bat 300, if you’re in sales and Microsoft, or Amazon or whoever helps you, 30% of the time, you’re gonna go to this thing called President’s Club. That’s the difference between sitting at home in Ohio and sitting with your beach. You know, your, your toes in the sand. So it’s, we’re really trying to change. [00:17:25] Uh, one of the first things I ask my team is, what’s our brand promise to our sales leaders and our sales team? And if you don’t know that answer, you got a fricking problem. So you gotta get that. What’s your Brene Brown would call it? What’s your North Star? What are your values? Whatcha are you gonna deliver? [00:17:38] Right? So you gotta get that right and then you gotta be relentless in making it frictionless. And then you gotta hire Aaron Fier to run your co-sell. [00:17:46] Erin Figer: Okay? Okay. And so, I mean, I think like that’s a trend that I’m seeing across the partners that I’ve been working with is how they’re using data and doing more data driven, um, decision making and getting to their TAM faster so that as they start to then look at this pathway of, okay, now I’m trying to go to market, what. [00:18:11] Programs does Microsoft have or my other partners have that I can use to move me down that path faster. But getting that tam and feeling more confident about it, like, this is the group, this is the subgroup that I’m gonna start with until I see something that says, oh, I need to deviate and do something different. [00:18:30] Um, so I’m definitely seeing that trend. Like what are you seeing, uh, what are you guys doing at Vem? [00:18:35] Erika Irby: Um, so a couple different things. So like you were saying, we, we do leverage, um, AI more, uh, recently for New Deal Reg, um, automation. And we lit, literally just launched it this week. So this is the week that it’s exciting until the, someone tries to use it for the first time and then for. [00:18:52] Um, so I can’t wait to see my emails later, but, um, it, it’s, we’re seeing like that, that that movement, which is, uh, definitely good for that. We have a task force internally for marketing, so trying to figure out how we’re gonna, um, you know, leverage that, uh, um, internally. And I think that Veeam, you know, they, they have been on the forefront of technology for, for a while. [00:19:12] You know, they were the first with the. Virtual backup and, you know, all these things, you know, really trying to be ahead of the thing, ahead of the game. But, um, one thing I, I, I love how many people brought up the intentionality and the mindfulness because I think sometimes we can easily. Put out a whole bunch of tools. [00:19:28] I love that you called out the point about the bad processes, um, because it actually, I think, can just create more confusion, more of a mess, and that, um, really mindfulness will be so much more beneficial, you know, down the road for your partners, for your customers, for everybody that has to, you know, do that interaction business with you. [00:19:47] I did wanna call out that I thought it was lovely that you had a positive comment about Microsoft. I dunno if I, [00:19:53] Audience Member: yeah, [00:19:53] Erika Irby: I like rarely hear that. So like, awesome. I hope that does get back to Microsoft. I hope that they do, um, continue that. I’m sure their SMB is quite a bit bigger than maybe others, but that is a massive install base for, for Veeam as well. [00:20:07] And even though we’re driving and trying to push into the enterprise, protecting that install base is just absolutely critical for success. [00:20:15] Erin Figer: What about you race? [00:20:17] Reis Barrie: So if I’m looking at like signals, I, I think. Uh, I’ll focus on too, I think you mentioned, uh, the, the cycles of change at Microsoft. Like it used to be an annual thing and now it’s like a, then it was a half base thing, and then it was a, now it’s a quarterly thing basically. [00:20:30] Um, but there’s also like, there’s, there’s big signals and small signals, and so annually we still get like that, like the, the, the guiding direction so that we can align. How we talk about ourselves, how we talk about our partnership, how, how we enable our sellers and whatnot. And then we got a lot of programmatic shifts from a, from a quarter to quarter standpoint. [00:20:50] Um, and so focusing on the, like these, um, these signals so we can align our, our messaging and our frameworks to align with, with, with our partnership, um, is, is one thing that’s, you know, super, super important to keep, keep tabs on. Um, and the second one, I’ll, I’ll give, you’ll. Mention is more on the cus sorry, uh, customer side, but like the seller enablement. [00:21:15] And so how is your, on the marketplace side, how, how are your sellers talking to your customers about marketplace? Um, are they, are they bringing up earlier in the, in the qualifying discussions of how does the customer prefer to buy? Um, are there fire drills with two weeks to go, um, till the, till the deal closes and now the customer wants to go marketplace and, and no one knows how to do it? [00:21:37] Um, seen that way too many times. Um, and so, but how, how, like studying kind of the, uh, maturity of our sales org to see well, like where, where, where is our, our, where are our sellers competent to have this marketplace discussion? Um, because I often relate, like, this is kinda a silly analogy, but I, I, simple stuff works really, really well with me. [00:22:00] But I like, have you ever been to a farmer’s market and you’re like nervous to buy something? ’cause you don’t know if they take credit card. [00:22:07] Audience Member: Yeah. [00:22:07] Reis Barrie: And so like to me, I’m like, okay, well, like it’s the same thing with Marketplace to me. And so like, it’s, it’s the same concept of you want your customer to be able to buy, they want the way that they would like to buy. [00:22:19] Um, and you want the person that they’re interacting with to be able to, um, facilitate that, that transaction in, in a way that feels frictionless. Yeah. Right. Uh, and so that’s a lot. Like, those are the kind of, the really two deep signals, um, that we, we look at a lot. [00:22:37] Erika Irby: I wanna make a comment on the marketplace. [00:22:38] So I don’t know if anybody else is experiencing this, you know, Veeam being an ISV, we have a really strong traditional, traditional channel motion. So, to your point about how sellers are, are managing the marketplace, to be totally honest, we struggle on, um, that, because right now it feels like a deal that goes to the marketplace is taken away from a reseller, and that reseller loses out then on that upfront margin and. [00:23:06] Um, there’s not a clean path necessarily for, you know, just because the, the deal happened there. They really, they still need to maintain that because they’re the one pri providing the services. And somebody had brought up earlier that, um, A SMB customer will never be successful without a partner. And I, I totally agree with that, but it’s like that part is missing. [00:23:26] So we almost need like a mindset change. In the channel where the marketplace is just a route to market and how the customer receives the product. It shouldn’t totally matter because at the end of the day, the, they still have to provide the services. It’s like, I could go to Home Depot and purchase a bunch of pipe for my house, but can I install it a thousand percent? [00:23:49] No. I would destroy my house. I used to have to have a plumber. So I think there’s, we could help our channel by changing that mindset, and at the same time, we, we need the marketplace owners to, to provide the benefits so that it is still very attractive for those traditional. Partners to, to push their customers there or else I, I think we’re just gonna constantly have that strife. [00:24:11] Erin Figer: Yeah. Does anyone in the audience, has anyone in the audience activated REO with Microsoft? You have? Yeah. So how’s it, like, how’s it going? Yeah, there’s Bump. Yeah. [00:24:32] Audience Member: How that shifts making people more effective in their roles individually. So we’re early stage of it, but it’s, it’s been a good experience. [00:24:42] Erin Figer: Has it helped to kind of unlock some of that friction with the resellers and continuing to include them to get to the s and b customers? [00:24:49] Audience Member: Yeah, I think the, the challenge that we’re working through right now is, you know, Erica may have said it, but it’s. [00:24:56] It’s not just the, the view of the marketplace taking people out of the equation, it’s how do we use the marketplace for, for co-innovation to keep people in it. So if, if, if it’s gonna take three to five of, of us in this room to deliver that spectrum to innovation for the customer. Um, how do we use the marketplace as a force multiplier of bringing that together and making that transaction easy? [00:25:21] Yeah. If, if our consumers are more and more influenced by Instagram and TikTok Shop Now buttons, like my husband’s texting me about my stuff that showed up today, [00:25:31] Erika Irby: which is none of his business. [00:25:32] Audience Member: None of your business. That’s right. Just put it [00:25:36] Erika Irby: in my room. Thank you. [00:25:37] Audience Member: If people are, people as consumers in the, in the u, us consumer based economy is driving more and more people through like that social experience of purchasing, that is an area where I do think Microsoft could help us and we could help ourselves in marketing how that, how we leverage it to be a force multiplier versus another omnichannel. [00:25:58] Well, [00:25:58] Erin Figer: so on that note, how many of you have put a button on your website? Click to buy? Yeah, [00:26:02] Audience Member: that’s, that’s where I’m at with our marketing team. [00:26:04] Erin Figer: Right? [00:26:04] Audience Member: Yeah. That’s, I think, the next evolution for us in the, in the REO piece. [00:26:08] Erin Figer: Yeah. Yeah. [00:26:10] Audience Member: I, I don’t want it on our website. I want to, I want it on my Instagram, my LinkedIn, my TikTok reels. [00:26:15] That’s, we’re going to, sir, it’s coming next week at our sales kickoff. Yeah. [00:26:21] Erin Figer: Nice, nice. Anybody else? Uh, activated. REO [00:26:28] besides the, you know, RE speed wagon? Uh, it’s the Microsoft Reseller Enablement. Um, offering, so like you activate your resellers to just take your listing and be able to do a private offer so that you don’t have to do multi-party private offers anymore. Your resellers can just take the listing and sell it directly, and they don’t have to wait for you to send them the offer. [00:26:52] Then they have to go do, so it takes out some of the steps and that friction in the process streamlines it and it allows them to like. Add on and do their own pricing. And then the reseller, however you have your arrangement with that reseller, continues to pay you in the back end for, um, selling that through the marketplace. [00:27:11] Erika Irby: I think I’m going to have you come and do a webinar for our Veeam partners to, to help them with that, because to your point, I don’t, I don’t think it’s as prevalent yet. It’s, it hasn’t really caught on. [00:27:21] Erin Figer: Yeah. It’s been really an unlock of, I had a large, um, ISV that I helped. We implemented REO internally, so they have 34 marketplace offerings and they have this initiative. [00:27:36] They wanted to go global, sell local, and so they launched five more publishing accounts and they came to me and said, we need to replicate our catalog five times 34. And I was like, oh God, please, no. And luckily like two months later, Microsoft, like GAed, uh, REO, and I was like, here’s your answer. We’re not going to do that. [00:27:58] We’re going to enable each of your publishing accounts to be resellers of your quote unquote gold standard publishing account, and that we actually implemented REO as an internal mechanism for them to issue their own publishing accounts, to resell private offers in local currencies. Um, and that was really an operational unlock for them. [00:28:25] All right. Anybody you wanna ask a question to the audience? [00:28:29] Audience Member: Okay. I’ll just keep going. [00:28:32] Erin Figer: Um, all right. So what are some other, um, signals or ways that you guys are evolving the way you’re co-selling? Um, does anybody else have some experience shares that they want to, to share with the audience? We’ve got, we’re using data, uh, we’re using some ai, we’re helping us get to our audience faster. [00:28:51] I really loved work span, um, building in an AI tool inside your CRM system, um, so that you can get some of those signals. Any other signals that you guys are using, uh, to change the way you’re co-selling? [00:29:07] It’s quiet on [00:29:07] Reis Barrie: Maybe, maybe I’ll share one, but Yeah. Yeah. So, um, just when it comes to, like, for us, account alignment to me is like one of the most important things and consistently doing, uh, you know, account planning and account alignment against Microsoft their accounts. Um, now it’s a bit interesting ’cause you can include some s and b stuff in there. [00:29:27] Um, but also, uh, Jason you mentioned up there, the. Uh, marketplace rewards, having the propensity mapping. And so looking at not only from an account alignment, um, what Microsoft accounts are, we, um, you know, areas are we most penetrated in, but also of those accounts, which ones are already buying on marketplace. [00:29:47] Uh, maybe have a commitment to Microsoft in, in some way to help us just further, uh, further target and focus on, you know, if we have 500 opportunities that we’re trying to, um. I’m trying to work through, um, to Sanjay’s point, like what’s, what’s the 30% that I’m gonna get my batting average on? Um, and so that constant account alignment to us is like a, is a huge, huge signal, um, for us to focus on. [00:30:14] Um, and then you can even take it a layer deeper to identify, okay, well if I’m looking like, do I have density within Nina had the, the ou up here on the screen. So do I have densities with density within like specific. Uh, verticals or regions, um, or segments that I should maybe if I just focused on that one segment or one vertical, um, you know, then all of a sudden I, I’m super successful having an executive sponsorship in that, uh, in that ou, something like that. [00:30:44] Um, and, but that, that’s all starting with, um, the foundations of that being that consistent account alignment and leveraging some of the, some of the propensity stuff that Microsoft is, is providing. [00:30:56] Erin Figer: And then making sure you’re like bringing it back into your CRM and storing it so that you can continue to use that information ongoing. [00:31:03] And we’re trying to figure out how to embed more and more. [00:31:37] And are you integrating like. Microsoft and other partners into that data as well. It’s like, this is a great partner. Incorporate them at this point in the journey. Yeah, we um. [00:31:50] When [00:31:50] Audience Member: you’re in the process with, with Microsoft, we haven’t opened it up externally, so that’s our crawl, walk, run is we’re, we’re trying this out internally. Let’s see if we can work the bugs out, get the agents working, and then how do we now go to our MSP community and offer this up as an agent they can use within their sales team. [00:32:08] And on the end of. We’re still working in the middle, but front end profiling, it’s helping a ton, um, and giving us a lot of good intel that the sellers are driving through the agent on the back end. It’s, it’s giving us not, um, just propensity data, but what’s resonating. So if we launched 12 products this year and we trained sellers on. [00:32:28] What’s hitting, where’s my pipeline velocity coming from? Where’s my close rate coming from? So that every month when we have our sales town hall, it’s like, here’s the top three sales motions that are actually driving pipeline and fast to cash close rates. [00:32:42] Erin Figer: And I gotta imagine that helps you get to your differentiators. [00:32:45] Audience Member: Oh [00:32:45] Erin Figer: yeah. And refining your superpower story. [00:32:48] Audience Member: That’s right. That’s. Yeah, because it’s for, for our sales team. I mean, we were talking about it earlier, it’s all about simplification. There’s so many options, so much noise. It’s like, just go focus on these three things and this is where you’re gonna deliver impact and outcomes to your customer. [00:33:01] And if we’re doing that, we’re all winning. [00:33:03] Erika Irby: Yeah. I, I, um, just recently, this is why one of the coolest things that Veeam has done, we just launched this tool called, um, expansion iq, and it’s part of our command, the expand motion this year where we’re really. Upselling and cross-selling our, um, install base. [00:33:17] This tool takes all the partners individual propensity data, puts it against four solution plays that we think are the main plays, and then provides them, this is what you could be earning if you took this motion. And then from a marketing perspective, we provide them. And to do this, here’s your campaign. [00:33:37] Here’s your this, here’s your that. Step one, send this email. Like very, very, you know, just, uh, planned out. And I loved what Nina said earlier today when she shared that, um, org chart. Essentially with all the different, um, industry focuses we are driving. One of our go to market actions is a Microsoft healthcare campaign. [00:33:56] That is like very, very specific, but it’s helping our partners in that manner. Could they go to their own database and pull their own and do all this stuff? Of course. But for our sellers to go blink and then give them a report and be like, here it is. It makes it so much more relevant. And then the steps just, they just hand that to their marketing org and then they’re just off and running. [00:34:18] Going back into your team to say, Hey, we rolled out these 12 things, only three landing. You gotta go back to the drawing on the other side. Or We need more money for these three. Yeah, but let’s figure what’s not with customer [00:34:38] to record the. [00:34:47] Audience Member: A better, faster, uh, listening post for, uh, can I talk really loud? Um, it’s, it’s, it’s helped turning on a listening post for our engineering, our marketing, our service delivery organization that would’ve taken months or quarters to get spun up in an executive board meeting or something. Right now they get it real time every week. [00:35:09] Okay. [00:35:09] Erin Figer: So what I’m hearing, like the theme here is to really like. Understand your sales process. Also, your co-sell sales process that runs in parallel with that. And how do you continue to serve up the right data at the right time to help your people take the right next action to continue to drive those outcomes that you’re looking for, but then also using data to circle it back, to say what’s working, what’s not working, to continue to refine that whole motion. [00:35:43] Um, so if you’re not doing that, I think that’s a big aha moment and takeaway, uh, from today’s session or from here today is like, okay, am I really identifying all the opportunities in my process to involve data to help my people continue to drive outcomes? [00:36:04] Audience Member: You [00:36:04] Erin Figer: have a, [00:36:05] Audience Member: you have your head in up back there, Gary. [00:36:06] Yeah. I, I couldn’t tell if, uh, you were prompting me when you asked that question and I, I didn’t want to, you know, do a shameless plug for cloud, but I think everybody [00:36:15] Erin Figer: should shamelessly plug, plug away. [00:36:16] Audience Member: Yeah. Yeah. Well, you know, you brought up a mitt and, uh, the co-sell thing, but it, it does relate to what Reese had said about, um, you know, the being at the farmer’s market and. [00:36:26] Not sure what, you know, can I use a credit card or not? And I think that, um, or [00:36:30] Erin Figer: can I use Apple Pay? I still ask. I’m like, do you, do you accept Apple Pay? [00:36:32] Audience Member: Oh, yeah. Yeah. So it’s like, I think, uh, a lot of times you don’t understand the seller in that situation is not sure how to handle that conversation. So, and there’s not a lot of information about their, about that. [00:36:44] Like how to, when it comes to a seller talking about marketplace and asking about the commit. Because the commit obviously is one of the main drivers, right? 900 billion out there. And committed spend across all the hyperscalers. So how to actually bring that up with a customer and what if they don’t know, right? [00:37:05] So there’s a whole process that, you know, they, they need to be taught this. But the first thing that’s also come up multiple times is activating them also means how to engage them. So an approach there of how to engage your salespeople is critical because if salespeople aren’t in it, they’re nothing’s happening. [00:37:23] You’re not gonna do well with marketplace. And on the co-sell part, it’s kinda the same thing. The typical thing, and I remember talking to Aldo Desal about this at another Ultimate Partner event, but uh, you bring your salespeople into a call, like you set up a call with, with Microsoft and the seller comes in unprepared. [00:37:42] Typically they’re not sure what to say and it’s a little bit intimidating. How, how, how do I, you know, what do you do in this situation? Like, so you start talking about product ’cause that’s what you know, and it’s the last thing you want to do. You, you want to understand what they care about, like em stage and, and, uh, what’s your consumption story and what kind of MRR impact you’re gonna have. [00:38:03] So it’s, these things are just unusual topics for the salespeople to be prepared, uh, to talk about. But it’s critical if your salespeople are gonna be enabled that they can do that. So I think from a co-selling standpoint, that’s just what I want to mention. And by the way, we offered a tool that does that. [00:38:20] Erin Figer: Nice. Awesome. Thank you. Uh, I mean, I don’t know about you. Reese Cloud Atlas. Every time we helped an ISV with their cosell motion, we would say, okay, we’re ready to go share cos sells and drive introductions. Have you done your sales enablement? Oh, yeah, yeah, yeah. We’ve enabled the sellers we have, and then we launch like the first batch of cos sells and then they immediately come back. [00:38:43] Stop, stop, stop. Don’t share any more deals, like we’re causing too much confusion. Uh, we didn’t do our sales enablement. Wow. Grace, [00:38:52] Reis Barrie: I mean, sound [00:38:53] Erin Figer: familiar? [00:38:53] Reis Barrie: It sounds very familiar. It sounds too familiar. Uh, P-T-S-D-A little bit there, but the, uh, sorry, [00:38:58] Erika Irby: but that’s why you guys have jobs. [00:39:00] Reis Barrie: Yes. Go on. It’s, it’s, um, but this, you know, I, I always come back to the, the concept of like, if we showed up to a Microsoft co-sell call the way we do to a customer call, like, oh. [00:39:14] Erin Figer: It, [00:39:14] Reis Barrie: it would, it would be night and day difference of the value you’d get outta your Microsoft partnership and co-sell. That’s all. It’s [00:39:20] Erin Figer: Well, [00:39:20] Reis Barrie: but I think people [00:39:21] Erin Figer: forget Microsoft is your customer too. [00:39:23] Reis Barrie: Yeah. [00:39:23] Erin Figer: They’re your partner, but you have to sell to before you can sell with and through. So you first gotta like master the sell to. [00:39:30] Reis Barrie: Yeah, a hundred percent. So there, there’s there like, and then to your point, [00:39:34] Erin Figer: it’s still true. 10 years later, people, it’s still true. Back to the fundamentals, right? [00:39:39] Reis Barrie: Yeah. It’s, [00:39:40] Erin Figer: yes. Go for it. [00:39:44] Audience Member: The, um, Microsoft being customer, right? So, and I love what you said about sem uh, alignment. So we actually made it a point, um, in our co-sell process, we have a validation checkpoint with Microsoft. If we build a co-sell packages, um, we are an si We’re not primarily ISV, but I think that’s shifting as well gradually. [00:40:10] And ESI kind of becoming a little bit of ISV. Um, so why it’s important, I think like Ree said, like you come up, you show up to co-sell call and you just pitch your services or say, well, let’s do account planning with this and that. Right? But what if it doesn’t work in the field? So that validation became critical for us, and I can tell you that now we have success stories that are actually proven based on that multifaceted feedback, uh, as to it’s one thing to build it. [00:40:46] Yeah. But is it useful for seller, for Microsoft sellers actually in the field? Can they actually position it and help clients to be more successful? Because that’s the ultimate goal. So that validation became, uh, an important checkpoint for us, uh, to make those packages repeatable and successful for customers at the end of the day. [00:41:06] So when we talk about signals, you absolutely right. It’s not just customer signals like we use ZoomInfo, we use all this data points, et cetera, but it’s also signals from the field because while Microsoft is a huge organization, they’re also very dynamic. On very regular basis, a lot of things changed. So taking those signals into account, uh, has created that, what we call like, more of a holistic approach for us, uh, to make it more meaningful. [00:41:33] So [00:41:34] Erin Figer: I like it. And you made it sticky by making it like a required point in the sales process? Absolutely. That everyone stops. Take a moment. [00:41:41] Audience Member: Yeah. [00:41:41] Erin Figer: And make sure that we’re all on the same page. [00:41:43] Audience Member: Yeah. And I think for us as si it’s even more critical. Like I, I, I think there is a lot more to happen in marketplace as, as, as much as we talk about it, but being in si I, we still kind of figure it out, like how Mark marketplace actually becomes a place of transaction for a size. [00:42:01] Yeah. So that’s why, you know, we’re passionate about packages and it’s not just a matter of publishing it and say, oh, it’s co-sell ready? Then what? Yeah. Right. So yeah, so, so that’s why that, that checkpoint is very important for us. So [00:42:16] Erin Figer: definitely, definitely. I think you ladies over here in the corner had some, some hands up, Michelle and, and the other Michelle, Michelle Squared. [00:42:26] Audience Member: Thank you. Michelle Squared. I like it. Um, so. I’ve been a little quiet because I wanna just give my background. So I’m a global VP of channels and alliances and, um, I think it’s a bit of this, uh, the movement, right? So I love your farmer’s market analogy so much. I’m gonna steal that. Thank you. But the reason is because you don’t know unless you’re gonna meet your partners where you are or meet your customers where they are in that journey. [00:42:53] So the first time that they’re selling whatever their goods or wares are, and somebody says, do you take Apple Pay? That’s a clue. And then when you hear it over and over again, you realize there’s a correlation that there’s a need in the market. So in In my life, all roads read to Romes, right? Reseller and VARs, OEM, alliances, MSPs, MSPs, ISVs System integrators. [00:43:17] And as a partner leader, you wouldn’t necessarily think marketplace is first because you feel like you’re going around your partners. But am I meeting my partners where they are in their journey and choosing to procure the way they want to procure? And I think that’s the notion that I have a lot of learning from this team and everyone in this room to understand how do we in a company. [00:43:38] Prescribe the right solution to, to meet our partners in that journey. And I’ll use, kind of circling back to the MSP space, PAX eight, one of Microsoft’s largest partners created a marketplace dedicated to MSPs. And while I was the global Channel chief of SonicWall, a lot of partners said to me, I like you. [00:43:56] I like your products, I like your firewall, but unless you’re on the park, PAX eight Marketplace, I’m not gonna buy from you because they make my life frictionless. And easier to do business with. And I think that’s the motion that every vendor in this room needs to understand is, are we truly meeting our partners where they are? [00:44:14] PS I work for Carrero DDoS Solutions and come to talk to me about that. Thank you. [00:44:18] Erika Irby: Well, and a Guo owes you some money for that commercial right there. [00:44:30] Audience Member: From, we’re actually community first. Um, as an MSP, even though we’re national, like we really focus in on community local touch. Um. Like you said, um, um, Southern seldom me in a southern way. Like that’s what we focus on. I’m your [00:44:45] Erin Figer: huckleberry. [00:44:46] Audience Member: I love that. Exactly. Um, and we’re seeing a ton of success with actual in-person events now. [00:44:53] Like the majority of our business is come in, leads are coming from that right now. And even though, like I, I truly believe in digital first motions, we need to be on Instagram and have that self-serve motion as the next generation comes up in our. Buying and transitioning to their kids or whatever that looks like. [00:45:14] Like we have to remember that there’s also a trend of tactile in person people first coming with it. And so like we, I, I feel like there, there has to be that motion engaged and I would love to hear your thoughts around how are vendors thinking about engaging in that community driven approach, not just the platform itself. [00:45:37] Erika Irby: Yeah, I, I personally also, this is hilarious ’cause we’re like best friends, so we can talk about this later, but, um, from a Veeam perspective, Michelle, um, we are seeing a resurgence in like these thought leadership type of events. And I think there’s, this is, this is sort of related, but just to, this is kind of how I think about this. [00:45:57] Um, Barnes and Noble’s business has like gone through the roof lately, and they are, they’re actually like opening more stores, which is bananas because at one point they were like going outta business because nobody wanted to go and like, touch a book or talk to somebody. But that is changing, thank God. [00:46:11] Right? That is like changing and people are actually like becoming more social because they’re missing this. Um, my kids’ generation refers to places like Barnes and Nobles as the third place. Like this magical place that exists where you can talk to a real human that’s not on your phone. Like it’s, it’s amazing. [00:46:28] But anyways, we’re, I think we’re starting to see this in marketing. We used to like pump everything out digitally, but after a while people get that form and they’re like, I am not putting my dang information in this form. And then your ability to capture that lead completely dissipates. All it is, is, is now an impression, which is. [00:46:47] Fairly worthless. You can have millions of them and nothing happens. So we are definitely investing more into, um, uh, live events, but also with the live streaming because then people can, they’re still watching it live. They still have to register for it. They knew they couldn’t make it. So I think that there’s definitely that digital aspect that’s super helpful. [00:47:05] But a purely digital, you will never make that connection. [00:47:10] Erin Figer: Yeah, I mean, I think. Unfortunately, COVID made us, you know, all do things digitally. But now that we’re past that, getting back to that multifaceted approach, I think if we think about what’s going on in the B2C world, lots of communities within communities, there’s whole company’s getting created, like women are bringing women together to do craft circles. [00:47:37] And literally. Okay. But like I did that digitally. That was pretty awesome. I was like three years. That shameless plug. No, I, no. But like then now there’s like companies that are actually like renting space, bringing people together, like crafting and while they’re doing the activity, um, if anyone’s ever done therapy, a therapist will say. [00:48:01] You know, if you wanna get your kids talking, get them coloring, like distract them and they will start to open up. And so you distract people with an activity and they start to open up. And what they really are, thrive, like what they really need is in this digital world where we’re getting so much information, we still need. [00:48:22] The next layer of filter to help us vet out and validate and confirm like our thinking or like our suspicions on things like, am I in the right going down the right path? Is this the right direction? So there’s still a human element that needs to be involved in that buyer journey, and you’re seeing that with these little micro communities inside communities. [00:48:45] Um, and so I’ve. I mean, I love micro communities inside of bigger communities. I’ve started two of them, three of them. So I, it definitely, like, we need still that in person, uh, interaction and I love seeing it coming back in our space. [00:49:04] Erika Irby: I, I was just thinking about ear, the, the previous panel and the, the topic came up about who can assist partners as they transition from that direct to CSP motion. [00:49:15] And I mean, yes, it, I think Microsoft plays a role there, but I think it would behoove Microsoft to invest in these communities and they would enable that change. Yeah, [00:49:26] Erin Figer: yeah, yeah. There is a person inside of Microsoft who has that remit, but she’s like one person, one person trying to do that. I was like, wow. [00:49:36] Okay. Grace, what are you seeing amongst your partners and also your perspective with working with Microsoft? [00:49:42] Reis Barrie: Yeah, yeah. Um. There’s a really good, uh, the frontier study, the work like door work study that they did, um, which talks really heavily about just like in this, you know, post 20, you know, 2020 culture, how like the amount of busyness has just increased in an insane amount and how a, a really strong use case for AI is to buybacks from that time essentially, um, for us to, you know, return back to a, a normal state and I think social creatures, right? [00:50:10] And so, um, in this. I run a fully remote company, which is like a blessing and also like really interesting to try to create a really strong culture within people that are, you know, 13 times zones apart times. Um, and so it’s uh, it’s a really interesting thing and coming together and, um, into an in-person space or a place here or a place where you can actually talk to your customers, talk to, um. [00:50:39] Step away from that, like that busy day to day where like, I, I can’t even fit a 15 minute break in to grab lunch. You know, days like how much, supposed to find 15 minutes to just have a, a casual conversation and these types of events, which I’m sure Vince is cheering back there that we’re talking about this right now. [00:50:57] But the, uh, but these type of events, they let you decompress from that day and they let you kind of just have these really important conversations that, you know, bring us back to just being humans To me. [00:51:10] Erin Figer: And being human and co-selling with each other. And on that note, we’re 44 seconds over. Yeah, we’ll give it back to Vince, [00:51:18] Reis Barrie: but we were plugging Vince’s events, so I think we’re okay. [00:51:21] Vince Menzione: We One more question. We have one more question from, sorry. Oh yeah. [00:51:23] Reis Barrie: It’s [00:51:23] Audience Member: maybe more a, a shared just as we’re talking [00:51:25] Vince Menzione: by the clip, right. [00:51:27] Audience Member: And to compliment everything that you guys have been talking about around co-sell and. Getting ready in line with Microsoft to speak to the customer and speaking. So the signals that we’re going after are on the actual conversations that are happening in the conversation. [00:51:41] So aside from all the planning, which I agree on, we’re building agents to hear what’s going on on the calls with Microsoft, on the calls with customer, and grab those actual signals. Are we answering the questions in the right way? What types of questions are coming back to us that we weren’t able to answer. [00:51:58] Maybe we forgot some information that we planned on and thought about can we signal and provide that feedback to the user, the seller, or whatnot on the call. And so as we’re doing this, ’cause we’re in the communication space, so we have some self-interest here ’cause that’s sort of the future of our business. [00:52:12] But it’s a really interesting opportunity for us to grab these signals to improve how we’re selling with our customers, how our partners are selling with our customers, with Microsoft. It’s just an interesting way with everything that’s going on full circle, we’re trying to complete that sort of sales journey with AI and, and grab those signals and keep getting better all the time. [00:52:32] Erin Figer: Yeah, I love that. And I think it’s like the ongoing balance of people, process and technology and how do you continue to keep the human in the loop? It, as we continue to introduce and evolve AI and use of data in our companies is like continuing to be mindful about the human in the loop. Um, part of that journey. [00:52:54] So thank you all. [00:52:55] Vince Menzione: Very cool. Great conversation. [00:52:56] Erin Figer: Thanks for all the audience engagement. We appreciate it. [00:52:59] Vince Menzione: Co-selling the house, co-selling the house. [00:53:02] Audience Member: Thank you, Vince. [00:53:02] Vince Menzione: Thank you. And I remember that January, 2016. Yes.

The Sunday Continuous Call Team goes through The Carve Up for this weekend.See omnystudio.com/listener for privacy information.

If you didn't know this already, this podcast is truly a week-by-week sharing of my own reading and writing life, what I'm learning and how I'm growing in my own restorative practice. I talk about the books I'm actually reading, the things I'm actually writing and the ways I'm furthering my own knowledge in this little niche that I love so much. This week is no exception.I stumbled upon a key piece of research that could be the one thing standing in your way of a reading and writing life that is interesting and passes the time to a restorative reading and writing practice that actually calms your nervous system and makes you feel better.As a quick review, there are a few key steps to a restorative reading and writing practice that alchemizes the healing power of them both:* Carve out a block of time and create soothing conditions to read and write.* Choose the book or passage that you need right now in this season of life.* Read with an open mind and heart.* Write about the nudges you feel in your body and mind.* Take inspired action from the page to make life better. As is with many things, the first step can be the hardest part: finding the time and creating the optimal conditions for your own reading and writing. But honestly, if we do, such beautiful changes can happen in your mind, body and life, especially when we layer our reading and writing practices with soothing signals from our senses. Why?Well, I used to think it was because those sensory signals provided a soothing message to our nervous systems that we could calm down and sink into our practice, elevating our reading and writing experience. And that is still true. But I know know it is much, much more than that. The sensory layers we add to our practice actually signal SAFETY to our bodies.Let me explain, courtesy of my learning from Brett Larkin in HEALING WITH SOMATIC YOGA, a book from my RELEASE book apothecary this month:Our bodies do not speak in words. That's why, even though we truly want to, we can't tell it to stop worrying and to stop overthinking and to stop ruminating and have it easily respond. It simply cannot listen to us in the language we are using. Why? Because it speaks a different language: the language of movement, sensation, breath, sound and touch. When we speak in THAT language and give our body messages at the somatic and sensory level, our bodies can finally listen. That's why paying close attention to the sensory elements in our restorative reading and writing practice is critical.Armed with this new information, I think it's the perfect time to take a sensory audit of our current restorative practice and give it a bit of a refresh for the Spring season. To begin, take an honest look at your current reading and writing practices:* What signals of safety are you currently providing your system during your reading and writing time?* How do they align to the season of the calendar we are in to take advantage of Mother Nature's rhythms? Take a minute and list some ideas for your own personal practice and then borrow some from my own brainstorming below:Sight: Spring invites us to notice nature and the world around us.* Take your practice outside or read and writing with a visible view of the outdoor world. * Add a plant or flower to your reading and writing space.* Choose books, notebooks and bookish bling with Spring-like colors.Hearing: Spring invites us to listen to sounds of renewal and growth. * Read outside and listen to the birdsong or play nature-infused audio tracks while reading and writing. * Press play on a nature-themed ASMR room on YouTube.Smell: Spring invites us to embrace the scents of the blooming season. * Diffuse fruity and floral flavors in your essential oil diffuser.* Light a citrus, floral or minty candle while reading and writing. Taste: Spring invites us to explore personal flavors of joy and presence.* Choose a beverage or snack that feels like comfort and presence for you, even if not aligned to the Spring flavor profile.* Experiment with Spring flavor drinks, like flowery herbal teas or LMNT (my favorite is citrus and lemonade!).Touch: Spring invites us to ground ourselves in the physical world. * Read with your bare feet touching the grass for additional grounding. * Read with a natural stone to rub for presence.These are just a few of the ideas I'm trying in my own personal practice and I'd love to know your recommendations, too. Leave your thoughts in the comments below and let's build a restorative Spring reading and writing practice together!Here are the other episodes mentioned in the podcast:E218: Why a Personal Curriculum Isn't a Book Apothecary & Why That MattersE202: Create a Restorative Reading & Writing AltarLet's Work Together!I love to connect with others around our shared love of reading and writing.Here are some ways we can work together to create a life you love where restorative reading and writing is at the center of it all:

The Sunday Continuous Call Team goes through The Carve Up for this weekend.See omnystudio.com/listener for privacy information.

Send us Fan MailIn Part Two of this thought-provoking conversation, Chris Comeaux and Robin Heffernan unpack the complex realities shaping the future of hospice under Medicare Advantage. From the lessons learned in the VBID demonstration to the growing momentum behind “carve-in” models, this episode explores the tension between cost, quality, and patient experience—and what it will take to align all three.  At the center of the discussion is a critical question: how do we design a system that truly rewards high-quality care while eliminating inefficiencies and poor outcomes?The conversation dives into emerging models like concurrent care “bridge pathways,” which challenge the traditional binary transition into hospice and offer a more patient-centered approach to serious illness care. It also tackles the impact of private equity, consolidation, and payer incentives—raising important considerations about accountability, network design, and the sustainability of mission-driven providers.  For leaders navigating an evolving healthcare landscape, this episode provides both clarity and challenge on what comes next.  Key TakeawaysThe VBID demonstration revealed both promise and limitations—strong outcomes are possible, but only with better network control and quality alignment.  “Concurrent care bridges” may offer a more realistic and compassionate transition into hospice, improving patient experience and outcomes.  Financial incentives must shift toward total cost of care, not fragmented payment models, to truly drive better patient outcomes.  Consolidation is likely, but high-quality providers—regardless of size—can still thrive if value and outcomes are prioritized.  Payer accountability and earlier palliative care engagement are key to reducing costs while improving care quality.  Guest:Robin Heffernan, PhD, Co-Founder and CEO, EmpassionHost:Chris Comeaux, President / CEO of TELEIOS and author of The Anatomy Of LeadershipThe Anatomy of Leadership podcast explores the art and science of leadership through candid, insightful conversations with thought leaders, innovators, and change-makers from a variety of industries. Hosted by Chris Comeaux, each episode dives into the mindsets, habits, and strategies that empower leaders to thrive in complex, fast-changing environments. With topics ranging from organizational culture and emotional intelligence to navigating disruption and inspiring teams, the show blends real-world stories with practical takeaways. The goal is simple yet ambitious: to equip leaders at every level with the tools, perspectives, and inspiration they need to lead with vision, empathy, and impact.https://www.teleioscn.org/anatomy-of-leadership

In Part Two of this thought-provoking conversation, Chris Comeaux and Robin Heffernan unpack the complex realities shaping the future of hospice under Medicare Advantage. From the lessons learned in the VBID demonstration to the growing momentum behind “carve-in” models, this episode explores the tension between cost, quality, and patient experience—and what it will take to align all three.  At the center of the discussion is a critical question: how do we design a system that truly rewards high-quality care while eliminating inefficiencies and poor outcomes?The conversation dives into emerging models like concurrent care “bridge pathways,” which challenge the traditional binary transition into hospice and offer a more patient-centered approach to serious illness care. It also tackles the impact of private equity, consolidation, and payer incentives—raising important considerations about accountability, network design, and the sustainability of mission-driven providers.  For leaders navigating an evolving healthcare landscape, this episode provides both clarity and challenge on what comes next.  Key TakeawaysThe VBID demonstration revealed both promise and limitations—strong outcomes are possible, but only with better network control and quality alignment.  “Concurrent care bridges” may offer a more realistic and compassionate transition into hospice, improving patient experience and outcomes.  Financial incentives must shift toward total cost of care, not fragmented payment models, to truly drive better patient outcomes.  Consolidation is likely, but high-quality providers—regardless of size—can still thrive if value and outcomes are prioritized.  Payer accountability and earlier palliative care engagement are key to reducing costs while improving care quality.  Guest:Robin Heffernan, PhD, Co-Founder and CEO, EmpassionHost:Chris Comeaux, President / CEO of TELEIOS and author of The Anatomy Of LeadershipTeleios Collaborative Network   /   https://www.teleioscn.org/tcntalkspodcast

FREE Two Day Event: The Farm Marketing Fix - June 2026 Sign Up HERE You didn't build a bad farm. You built a trap — and you did it the only way you knew how. Most farmers start out with a real dream: freedom, purpose, something meaningful. But somewhere between the equipment breakdowns, the cash flow stress, and the 16-hour days, that dream gets buried. And the harder you work, the more stuck you feel. In this first episode of the brand-new 3-part series From Burnout to Balance: Creating a Business You Love, Charlotte Smith gets honest about why so many hardworking farmers end up burned out — and what it actually takes to get out. In this episode you'll learn the three types of burnout hitting farmers at the same time and why addressing just one keeps you spinning, the hidden cost of burnout that's quietly draining your profit (and it's probably not what you think), why most farmers are actually running a job — not a business — and what that distinction is costing you every single day, and the "Only I Can Do This" exercise you can do this week to start breaking the cycle. This episode is 27 minutes. Carve out the time. It's worth it. Click HERE and Let's Meet! Chat with us to see if The Profitable Farmer can break you out of marketing misery.

Warning! This episode is not suitable for children! Mature Audience Only Ever since I was old enough to read the bible and understand it, I have come across the words “Fornication” and “Adultery” but did not know there was a difference. The two are closely related but they each mean something different. Most translations will use the words “sexual immorality” instead of “Fornication”. In the church at Corinth, a young man was committing sexual immorality with his stepmom! Yeah! He was having sex with his dad's wife! And the bad thing was, the church was tolerating the sin and ignoring it! Paul says, “This can't be happening and you need to deal with it immediately!”

This week we re-examine our favorite strategy for making the transition into retirement, the "Carve Out." When transitioning into retirement, the safe asset bucket or "Carve Out" is often touted as the ultimate psychological safety net. But how much cash is actually enough to weather a prolonged market downturn without selling equities at a loss?In this episode, we revisit the mechanics of the retirement carve out. Is 5 years the magic number? Whether you are five years out or already enjoying your golden years, we explore the strategies needed to ensure your liquidity matches your needs.Send us Fan MailSend your questions for upcoming show to checkyourbalances@outlook.com @checkyourbalances on Instagram

Send us Fan MailIn Part One of this thought-provoking conversation, Chris Comeaux and Robin Heffernan explore the evolving intersection of private equity, artificial intelligence, and end-of-life care—raising critical questions about accountability, quality, and the future of hospice under Medicare Advantage. As the healthcare system shifts toward value-based models, the discussion challenges long-held assumptions about whether hospice should remain “carved out” or be fully integrated into payer responsibility.Robin offers a systems-level perspective, arguing that aligning financial accountability across the entire patient journey—including end-of-life care—could drive better outcomes, reduce fragmentation, and elevate hospice quality. At the same time, Chris voices the concerns shared by many hospice leaders: issues of trust, the deeply human nature of end-of-life decisions, and the risk of reducing care to cost-containment mechanisms.Together, they unpack the real tension facing healthcare leaders today—how to preserve the holistic, compassionate ethos of hospice while navigating economic realities, emerging AI capabilities, and increasing private equity influence. This episode invites listeners to think critically about what must change—and what must be protected—as the future of serious illness care takes shape.  Key TakeawaysAlignment drives accountability: Integrating hospice into Medicare Advantage could incentivize payers to prioritize quality outcomes across the full continuum of care—not just upstream services.Quality vs. access tension: Without strong network design, “carve-in” models risk perpetuating low-quality providers rather than elevating high-performing hospice organizations.The economics are shifting: Value-based and capitated models may ultimately reward high-quality hospice providers more than traditional fee-for-service structures.AI will expand early intervention: Predictive analytics and lower-cost engagement tools could identify patients earlier and broaden access to palliative care conversations.Trust remains the central challenge: End-of-life care is fundamentally different—patients and families must trust that decisions are guided by care, not cost.If this conversation challenged your thinking, don't stop here. Share this episode with a colleague, reflect on how these shifts impact your organization, and join the dialogue shaping the future of end-of-life care. Be sure to subscribe so you don't miss upcoming episodes that continue to explore leadership, innovation, and purpose in healthcare.Guest: Robin Heffernan, PhD, Co-Founder and CEO, Empassion Host:Chris Comeaux, President / CEO of TELEIOS, Author of The Anatomy of LeadershipThe Anatomy of Leadership podcast explores the art and science of leadership through candid, insightful conversations with thought leaders, innovators, and change-makers from a variety of industries. Hosted by Chris Comeaux, each episode dives into the mindsets, habits, and strategies that empower leaders to thrive in complex, fast-changing environments. With topics ranging from organizational culture and emotional intelligence to navigating disruption and inspiring teams, the show blends real-world stories with practical takeaways. The goal is simple yet ambitious: to equip leaders at every level with the tools, perspectives, and inspiration they need to lead with vision, empathy, and impact.https://www.teleioscn.org/anatomy-of-leadership

In Part One of this thought-provoking conversation, Chris Comeaux and Robin Heffernan explore the evolving intersection of private equity, artificial intelligence, and end-of-life care—raising critical questions about accountability, quality, and the future of hospice under Medicare Advantage. As the healthcare system shifts toward value-based models, the discussion challenges long-held assumptions about whether hospice should remain “carved out” or be fully integrated into payer responsibility.Robin offers a systems-level perspective, arguing that aligning financial accountability across the entire patient journey—including end-of-life care—could drive better outcomes, reduce fragmentation, and elevate hospice quality. At the same time, Chris voices the concerns shared by many hospice leaders: issues of trust, the deeply human nature of end-of-life decisions, and the risk of reducing care to cost-containment mechanisms.Together, they unpack the real tension facing healthcare leaders today—how to preserve the holistic, compassionate ethos of hospice while navigating economic realities, emerging AI capabilities, and increasing private equity influence. This episode invites listeners to think critically about what must change—and what must be protected—as the future of serious illness care takes shape.  Key TakeawaysAlignment drives accountability: Integrating hospice into Medicare Advantage could incentivize payers to prioritize quality outcomes across the full continuum of care—not just upstream services.Quality vs. access tension: Without strong network design, “carve-in” models risk perpetuating low-quality providers rather than elevating high-performing hospice organizations.The economics are shifting: Value-based and capitated models may ultimately reward high-quality hospice providers more than traditional fee-for-service structures.AI will expand early intervention: Predictive analytics and lower-cost engagement tools could identify patients earlier and broaden access to palliative care conversations.Trust remains the central challenge: End-of-life care is fundamentally different—patients and families must trust that decisions are guided by care, not cost.If this conversation challenged your thinking, don't stop here. Share this episode with a colleague, reflect on how these shifts impact your organization, and join the dialogue shaping the future of end-of-life care. Be sure to subscribe so you don't miss upcoming episodes that continue to explore leadership, innovation, and purpose in healthcare.Guest: Robin Heffernan, PhD, Co-Founder and CEO, Empassion Host:Chris Comeaux, President / CEO of TELEIOS, Author of The Anatomy of LeadershipTeleios Collaborative Network   /   https://www.teleioscn.org/tcntalkspodcast

The Sunday Continuous Call Team goes through The Carve Up for this weekend.See omnystudio.com/listener for privacy information.

The Sunday Continuous Call Team goes through The Carve Up for this weekend.See omnystudio.com/listener for privacy information.

Experiencing the hope of Easter doesn’t have to be limited to one Sunday a year. Psalm 112:4 reminds us that light breaks through darkness for those who walk with God—and that truth can shape how we begin every single day. Just as the sunrise brings warmth, clarity, and renewed energy, a Christ-centered morning can ground our hearts in peace and purpose. This devotional reframes the idea of a “sunrise service” as a daily rhythm rather than a yearly event. Even in busy, chaotic, or exhausting seasons of life, we are invited to intentionally create space for God each morning. When we choose to start our day focused on Him, we position our hearts to experience His presence, reflect His character, and carry His hope into everything we do. Highlights Easter hope isn’t seasonal—it’s available to anchor us every day Light and warmth from the sunrise reflect the spiritual renewal found in Christ Our mornings set the tone for our mindset, peace, and spiritual focus Even a few intentional minutes with God can shift the entire direction of your day Choosing God over chaos requires discipline but leads to greater stability and peace Creating structured morning rhythms can reduce stress and open space for spiritual growth Gratitude and reflection in the morning help cultivate a Christ-centered perspective Living in daily resurrection hope allows us to reflect God’s light to others This episode is sponsored by Trinity Debt Management. If you are struggling with debt call Trinity today. Trinity's counselors have the knowledge and resources to make a difference. Our intention is to help people become debt-free, and most importantly, remain debt-free for keeps!" If your debt has you down, we should talk. Call us at 1-800-793-8548 | https://trinitycredit.org TrinityCredit – Call us at 1-800-793-8548. Whether we're helping people pay off their unsecured debt or offering assistance to those behind in their mortgage payments. https://trinitycredit.org Full Transcript Below: How to Have a Sunrise Service Every Sunday Morning By: Peyton Garland Bible Reading:“Light shines in the darkness for the godly. They are generous, compassionate, and righteous.” - Psalm 112:4 (NLT) My mood is greatly impacted by the weather, much to my chagrin. In Eastern Tennessee, with the Appalachians spanning my backyard, we see bouts of heavy rain in the winter. Of course, for all our farmers, this is quite the blessing, and it certainly benefits our neighbors’ cattle. But for me, it’s just week after week of mental gloominess (and feeling stuck inside with a toddler who would nap much better if he could run and play and soak up Vitamin D). Easter arrives when the weather is often playing tug-of-war between winter and spring, unsure which will take precedence for the holiday. Thus, it’s hard to know if your Easter dress should actually be a dress, or if a pair of pants will make life much warmer and more comfortable. Regardless of Easter’s final forecast, it’s only normal for us to crave the light and warmth of the sun. Nature makes this clear: the sun not only affects the neurotransmitters that regulate our mood but also our heart rate. Light and warmth stabilize us from the inside out, and is this not the perfect physiological representation of an Easter sunrise service? It’s mankind’s eager anticipation for the first rays of light that whisper, “You’ll see a bit clearer in just a moment. Better things are coming. Hope is here.” Easter, regardless of the day’s weather report, is our blessed hope, the spiritual truth that we can celebrate year-round to keep us tethered to our faith. It’s available for all the highs and lows, all the storms, and the uncontrollable chaos that undoubtedly rears an ugly head in this fallen world. And if we are intentional, spiritually desperate enough, we can experience this sunrise service filled with hope and joy each day of our lives. I’m certainly no expert in accessing this beautiful, glorious gift each morning, especially eight months pregnant with a toddler who doesn’t sleep through the night. I often wake up starving, grumbly, and in desperate need of a chiropractor. But even when the mornings start hectic or heavy, we have a choice: We can use our desperation for God’s goodness to force five minutes of quiet for Him to settle our hearts and homes, or we can surrender to the never-ending demands of a loud, noisy world that cares little about how stable our souls are once we’ve clocked out for the day and gone home. God gives good gifts to His children, most notably salvation through His Son’s death and resurrection, but the choice to access those gifts rests with us. If we want hope, no matter how gloomy, mundane, or hard life is, we must pursue it, choose it, share it with others, and praise God that His mercies are as faithful as the morning sunrise. Intersecting Faith & Life: Consider your morning routine. Is it consistently chaos as everyone grabs a breakfast bar to go and forgets a gym bag, homework, or a shoe or two? If your days always start in a state of stress, create a schedule specifically for your morning routine. Perhaps you need to wake up thirty minutes earlier, or the kids need to pack lunches and set out clothes the night before. Sit down with your entire family to discuss ways to make the mornings smoother so everyone can begin each day with a healthier head and heart space. Carve out space so your morning has dedicated time to practice gratitude to God for a new day of mercy and grace. As a believer and as an adult in your house, it is your spiritual responsibility to set a positive, hope-filled, Christ-focused tone for the family. As Scripture says, the hope and light we long for are byproducts of godliness, of our willingness to get uncomfortable and change our schedules, and even our perceptions, so we are in a position to practice generosity, compassion, and righteousness. (Let’s be honest, when we begin our days in chaos, without the peace and hope of Christ’s resurrection, our souls aren’t positioned to practice, let alone consider, these godly principles.) Consider this as more than a mandate. Let this be an honor as you overhaul your morning routine to have an Easter sunrise service in your home, for your family, each day. Further Reading: 25 Easter Scriptures to Celebrate the Resurrection: He IS Risen! 5 Habits to Help Start Your Day with Jesus Discover more Christian podcasts at lifeaudio.com and inquire about advertising opportunities at lifeaudio.com/contact-us.

The Sunday Continuous Call Team goes through The Carve Up for this weekend.See omnystudio.com/listener for privacy information.

Listen to the Sunday Carve Up, 22nd of March 2026.See omnystudio.com/listener for privacy information.

Chrissy Cox, VP & Head of Corporate Development, Booz Allen Hamilton ​​Booz Allen Hamilton didn't build one of the most active acquisition programs in federal tech by waiting for banker inbounds. They built it by showing up years before anyone else. Chrissy Cox has built Booz Allen's corporate development function from scratch and done it twice. Her team was named Deal Team of the Year by the Association for Corporate Growth, and under her leadership, roughly 80% of their acquisitions come from companies they already have a relationship with. That's not luck, it's a system. In this episode, she breaks down exactly how that system works — from pipeline development to cultural diligence to integration ownership — and what most corp dev teams get wrong before they ever get to LOI. What You'll Learn in This Episode How to build a proprietary pipeline that makes you the preferred buyer before a process starts The specific cultural fit questions Chrissy asks — and the one answer that ended a deal on the spot Why she tells founder-led sellers to hire their own banker, even on proprietary deals How to navigate a carve-out when scope is impossible to fully define upfront When spinning out a business beats building it internally The three mistakes that derail most corp dev functions before they find their footing This episode is sponsored by M&A Science Intelligence Hub If you're trying  to move from cold outreach to genuine relationship-building with targets, the Intelligence Hub has the Partner-First Acquisition Evaluation Playbook — a practitioner-built framework for structuring pre-acquisition partnerships, evaluating targets through the lens of existing relationships, and moving from partner to acquirer with conviction. Become an M&A Scientist at www.mascience.com/membership  _____________________ ‍This episode is also sponsored by DealRoom‍ The best M&A teams close deals faster...not because they work harder, but because they have better systems. DealRoom helps you manage your entire deal lifecycle from target identification through close. No more hunting for documents or wondering what's blocking progress. Request a Demo today: https://hubs.ly/Q03ZMvQX0 ____________________ Episode Chapters  [00:00:00] Intro [00:04:20] Chrissy Cox's path into M&A [00:05:04] Building Booz Allen's corp dev function [00:10:32] How Booz Allen builds a proprietary deal pipeline [00:15:08] The partner-first approach to acquisitions [00:20:31] When founders should consider selling [00:23:49] Why culture can kill a great deal [00:29:40] Carve-out lessons from the PAR Government deal [00:33:24] Why founders should hire bankers [00:43:43] Integration: protect the secret sauce [00:48:01] The biggest mistakes in corporate development [00:49:33] The craziest thing about M&A

Right now the world's attention is focused on Iran, which is under siege by the US and Israel.But many in America think the real threat to Amercia -- economically and geostrategically -- is a different country, perhaps one the war in Iran is designed to weaken = China.Many viewers of this channel have been asking for a deep dive on China -- its capabilities, its motivations and its likely future actions.Well today we're delivering on that. I have the good fortune to welcome to the program Peter Alexander, Founder & CEO of Z-Ben Advisors, a leading provider of market intelligence and strategic advice on every facet of China's asset management industry.#china #geopolitics #monroedoctrine _____________________________________________ Thoughtful Money LLC is a Registered Investment Advisor Promoter.We produce educational content geared for the individual investor. It's important to note that this content is NOT investment advice, individual or otherwise, nor should be construed as such.We recommend that most investors, especially if inexperienced, should consider benefiting from the direction and guidance of a qualified financial advisor registered with the U.S. Securities and Exchange Commission (SEC) or state securities regulators who can develop & implement a personalized financial plan based on a customer's unique goals, needs & risk tolerance.IMPORTANT NOTE: There are risks associated with investing in securities.Investing in stocks, bonds, exchange traded funds, mutual funds, money market funds, and other types of securities involve risk of loss. Loss of principal is possible. Some high risk investments may use leverage, which will accentuate gains & losses. Foreign investing involves special risks, including a greater volatility and political, economic and currency risks and differences in accounting methods.A security's or a firm's past investment performance is not a guarantee or predictor of future investment performance.Thoughtful Money and the Thoughtful Money logo are trademarks of Thoughtful Money LLC.Copyright © 2026 Thoughtful Money LLC. All rights reserved.

Let's Connect:You can join the Grief and Happiness Alliance which meets weekly on Sundays by clicking hereYou can order the International Best Selling The Grief and Happiness Guide by clicking here.You can order Loving and Living Your Way Through Grief by clicking here at Amazon:You can listen to my podcast, Grief and Happiness, by clicking hereRequest your Awaken Your Happiness Journaling Guide hereSee acast.com/privacy for privacy and opt-out information. Hosted on Acast. See acast.com/privacy for more information.

"Remember that being underestimated is an opportunity. Carve out your own niche, innovate, and let your authenticity do the talking." Episode Summary: Welcome to this episode of The Gun Experiment, where Big Keith and I sit down with Chris Long, the content and communications manager — now head of marketing — for Walther Arms. We kick things off sharing funny and awkward stories from daily life, then dive into Chris's unique journey from fuel tank cleaning to leading marketing for one of the gun industry's most innovative brands. We explore Walther's approach to product development, social media restrictions, creative marketing strategies, and how being the “underdog” is actually a pretty great place to be. We discuss Walther's generous 30-day money-back guarantee and their efforts to expand gun culture into fringe markets like action sports, cars, and martial arts. Chris shares behind-the-scenes insights on product innovation (hello, PDP and the drift car!), the importance of training, and why pistol shooting should be treated almost like a martial art. If you're curious about where Walther is headed, how they keep things “real,” and how brands can help normalize responsible firearms ownership, this episode is packed with relatable stories and actionable insights. Call to Action: 1. Join our mailing list: Thegunexperiment.com 2. Subscribe and leave us a comment on Apple or Spotify 3. Follow us on all of our social media: InstagramYoutube 4.  Grab some cool TGE merch 5. Ask us anything at AskMikeandKeith@gmail.com 6. Be sure to support the sponsors of the show. They are a big part of making the show possible. Show Sponsors: HSM Ammunition: Official ammo sponsor of The Gun Experiment. Find their products at your local gun shop and look for the HSM logo! Onsite Firearms Training: Our trusted partner for firearms training — fundamentals, accountability, decision-making, and performance matter most. Key Takeaways: Walther Arms offers an industry-leading, no-questions-asked 30-day money-back guarantee on their pistols. Social media restrictions remain a big challenge for firearm marketing, but creativity and authenticity can still win. Walther is pushing the boundaries by bridging the gap between gun culture and fringe/action sports, cars, music, and martial arts. Treating pistol shooting as a martial art, and focusing on training over gear, sets serious gun owners apart. Being a smaller “underdog” allows Walther to move fast, be real, and build a tight-knit family culture in the industry. The PDP line stands out for trigger, ergonomics, and innovation — and Walther continues to expand its product offerings globally. Authentic community engagement (like collabs on social media) is key for growing brand loyalty. Guest Information: Name: Chris Long Role: Head of Marketing, Walther Arms Social: @waltherarms on Instagram Website: waltherarms.com Keywords: Walther Arms, PDP, Walther PDP Pro, Gun Marketing, Firearms Industry, Social Media Restrictions, Action Sports Marketing, 30-Day Money-Back Guarantee, Gun Training, Onsite Firearms Training, HSM Ammunition, Martial Arts and Guns, Drift Car, Gun Culture, Shooting Sports, Competition Pistol, Concealed Carry, Podcast Episode, Firearms Community, Ammo Sponsor, Gun Product Innovation, Family Culture in Business

TODAY ON THE ROBERT SCOTT BELL SHOW: Vaccine Carve-Out Ending, Lead Pipe Cuts, PFAS Liver Risks, GLP-1 Scurvy, Rag-Weed, MAHA Counter-Elite Debate, Mandate Battles Intensify, Texas AG Backs Bowden, Pharma Ad Ban Questioned, Consciousness Beyond Death, and MORE! https://robertscottbell.com/vaccine-carve-out-ending-lead-pipe-cuts-pfas-liver-risks-glp-1-scurvy-warning-maha-counter-elite-debate-mandate-battles-intensify-texas-ag-backs-bowden-pharma-ad-ban-questioned-consciousness-b/ Purpose and Character The use of copyrighted material on the website is for non-commercial, educational purposes, and is intended to provide benefit to the public through information, critique, teaching, scholarship, or research. Nature of Copyrighted Material Weensure that the copyrighted material used is for supplementary and illustrative purposes and that it contributes significantly to the user's understanding of the content in a non-detrimental way to the commercial value of the original content. Amount and Substantiality Our website uses only the necessary amount of copyrighted material to achieve the intended purpose and does not substitute for the original market of the copyrighted works. Effect on Market Value The use of copyrighted material on our website does not in any way diminish or affect the market value of the original work. We believe that our use constitutes a 'fair use' of any such copyrighted material as provided for in section 107 of the U.S. Copyright Law. If you believe that any content on the website violates your copyright, please contact us providing the necessary information, and we will take appropriate action to address your concern.

An employee is on vacation in the mountains when it happens: “I left my laptop at home.” Instead of scrambling, the employee logs into a virtual desktop from another device, pulling up what looks and feels like their own PC, delivered through the cloud. That simple moment captures how Steve Shimizu describes Omnissa's mission—helping companies enable a digital employee experience that allows people to work from anywhere, on any device, he tells us.For Shimizu, this practical use case reflects a broader evolution in end-user computing. What began with desktop computers moved to laptops and mobile devices, and now extends to “everything” that consumes data—from retail scanners to cars, Shimizu tells us. Omnissa operates at that expanding edge, supporting both physical and virtual endpoints while helping employees stay productive regardless of location.That same blend of flexibility and discipline shapes how Shimizu thinks about the company's growth. Although Omnissa emerged from a carve-out, he resists the startup label. Running a multi-billion-dollar organization with thousands of employees is more like earning a pilot license and being handed a “747” as your first plane, he tells us. Growth matters, but only when paired with financial stability—what he calls “profitable growth.”Finance plays a central role in that balance. Shimizu explains that real partnership comes from moving beyond surface-level metrics and “double-clicking” into the data until it becomes actionable. Just as importantly, finance must revisit those decisions, measuring what worked and what didn't, to guide the company through its next phase of transformation, he tells us.