Podcasts about CMO

What if the foundation of your digital strategy, your corporate website, is becoming less important than the conversations happening about your brand in places you don't control? Agility requires a fundamental shift in mindset, moving beyond just broadcasting your message on owned channels to actively shaping the narrative across an entire ecosystem you don't fully control. Today, we're going to talk about how generative AI is creating a new layer between your brand and your customers, changing how they discover information and what they trust. We'll explore the surprising new balance of power between owned media and earned media, and what it means for your PR, content, and SEO strategies moving forward. To help me discuss this topic, I'd like to welcome, Mark Nardone, CMO at PAN. About Mark Nardone Mark has been a driving force at PAN since its inception. As part of the executive team, Mark oversees operations and leads strategic growth initiatives across business development and marketing.Mark's acumen sparked PAN's positioning as a brand-to-demand agency forged in PR. With more B2B brands seeking a modern, energetic, agile partner to connect the dots between brand awareness, demand acquisition, and growth, Mark saw an opportunity for PAN to meet those needs on a global scale through integrated, data-driven marketing and PR grounded in real-world impact.Passionate about all things AI and CX, Mark is active in Harvard's Office of Technology Department Expert-in-Residence (XIR) program and the thought leadership realm. You can find his insights on the DMNews Podcast, Heinz Marketing Radio, PR News, Agile Brand, and Evan Kirstel LinkedIn Live. When he's not discussing the latest marketing and PR trends, Mark enjoys golfing and spending time with his wife and two kids. Mark Nardone on LinkedIn: https://www.linkedin.com/in/mark-nardone-807560/ Resources PAN: https://www.pancommunications.com The Agile Brand podcast is brought to you by TEKsystems. Learn more here: https://www.teksystems.com/versionnextnow Catch the future of e-commerce at eTail Palm Springs, Feb 23-26 in Palm Springs, CA. Go here for more details: https://etailwest.wbresearch.com/Drive your customers to new horizons at the premier retail event of the year for Retail and Brand marketers. Learn more at CRMC 2026, June 1-3. https://www.thecrmc.com/ Enjoyed the show? Tell us more at and give us a rating so others can find the show at: https://ratethispodcast.com/agileConnect with Greg on LinkedIn: https://www.linkedin.com/in/gregkihlstromDon't miss a thing: get the latest episodes, sign up for our newsletter and more: https://www.theagilebrand.showCheck out The Agile Brand Guide website with articles, insights, and Martechipedia, the wiki for marketing technology: https://www.agilebrandguide.com The Agile Brand is produced by Missing Link—a Latina-owned strategy-driven, creatively fueled production co-op. From ideation to creation, they craft human connections through intelligent, engaging and informative content. https://www.missinglink.company

William Sauvé, MD is CMO at Osmind and a leader in interventional psychiatry. A former Navy psychiatrist, he's expanded access to TMS and esketamine nationwide—helping build and scale hundreds of cutting-edge psychiatry clinics. In this episode, Drs. Tro, Brian, and William talk about… (00:00) Intro (05:47) Dr. Sauve's educational and professional experiences as a Navy psychiatrist during the Iraq War (15:26) The neurotransmitter theory of metabolic dysfunction and why it does not sufficiently explain depression (18:50) Common myths in medicine which are finally starting to be challenged (26:07) Why practicing psychiatry effectively takes courage and dedication (31:22) Trans-cranial Magnetic Stimulation as a treatment for depression (35:06) Cranial Electric Stimulation (37:18) Combining TMS with metabolic therapy for maximum impact (41:20) The possibility of complete, permanent remission of psychiatric disorders and the emergence of Interventional Psychiatry (51:36) Some practical, business-related reasons why TMS and Esketamine have not been widely adopted as treatments by psychiatrists For more information, please see the links below. Thank you for listening! Links: Please consider supporting us on Patreon: https://www.lowcarbmd.com/ Resources Mentioned in this Episode: Achilles in Vietnam (book): https://www.amazon.com/Achilles-Vietnam-Combat-Undoing-Character/dp/0684813211 William Sauvé, MD: Osmind: https://www.osmind.org/about/william-sauve-m-d Linkedin: https://www.linkedin.com/in/william-sauvé-md-45009813 Dr. Brian Lenzkes:  Website: https://arizonametabolichealth.com/ Twitter: https://twitter.com/BrianLenzkes?ref_src=twsrc^google|twcamp^serp|twgr^author Dr. Tro Kalayjian:  Website: https://www.doctortro.com/ Twitter: https://twitter.com/DoctorTro IG: https://www.instagram.com/doctortro/ Toward Health App Join a growing community of individuals who are improving their metabolic health; together.  Get started at your own pace with a self-guided curriculum developed by Dr. Tro and his care team, community chat, weekly meetings, courses, challenges, message boards and more.  Apple: https://apps.apple.com/us/app/doctor-tro/id1588693888  Google: https://play.google.com/store/apps/details?id=uk.co.disciplemedia.doctortro&hl=en_US&gl=US Learn more: https://doctortro.com/community/ 

#318 | Dave is joined by Kieran Flanagan, SVP of Marketing at HubSpot and former CMO at Zapier. They break down how AI is reshaping B2B marketing workflows, content creation, and team structure, plus Kieran's leadership philosophy for managing a 300+ person team while staying deeply involved in creative execution. This episode offers a clear look at how AI is changing the game and how B2B marketers can stay creative, strategic, and indispensable in the process.Timestamps(00:00) - – Intro + why AI matters now (04:28) - – Kieran's career + the 2-year mission framework (09:58) - – The grind, early-career advice, and earning your stripes (12:28) - – Operator vs. manager + strong opinions in leadership (20:28) - – Why collaborative brainstorms fail (25:28) - – ChatGPT vs. Claude + how Kieran actually uses AI (33:16) - – Where AI is taking B2B marketing (answers → actions) (44:46) - – Picking a lane: technical vs. creative marketers (52:16) - – The future CMO + agencies, in-person, and what still matters Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Optimizely - A no-code AI platform where autonomous agents execute marketing work across webpages, email, SEO, and campaigns. Get a free, personalized 45-minute AI workshop to help you identify the best AI use cases for your marketing team and map out where agents can save you time at optimizely.com/exitfive. AirOps - The content engineering platform that helps marketers create and maintain high-quality, on-brand content that wins AI search. Go to airops.com/exitfive to start creating content that reflects your expertise, stays true to your brand, and is engineered for performance across human and AI discovery.Visit exitfive.com/retreat to apply for Exit Five's first-ever, in-person Marketing Leadership Retreat, March 18–20, 2026 in Scottsdale, Arizona. Join 100 CMOs and VPs of Marketing from companies like like Zoom, Snowflake, Manychat, Bitly, G2, HP, and more for two days of thinking bigger around a trusted group of peers in marketing. ***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

Revolutionizing Birdwatching: Birdfy’s Smart Feeders at CES Show 2026 Birdfy.com About the Guest(s): Prima Shi is the Chief Marketing Officer (CMO) of Birdfy, a pioneering company in the realm of smart birdwatching technologies. With a multi-year track record, Prima has been instrumental in establishing Birdfy as a leader in the industry through innovation and user engagement. Her expertise in marketing and her passion for technology have driven the company to integrate AI and advanced camera systems into traditional bird feeders and birdhouses, making Birdfy products accessible and desirable to birdwatching enthusiasts worldwide. Episode Summary: In this episode of The Chris Voss Show, we venture into the innovative world of Birdfy, guided by Prima Shi, CMO of the company. Birdfy has revolutionized the experience of birdwatching by blending traditional bird feeders with cutting-edge technology. Learn about how Birdfy is showcasing its latest offerings at CES 2026, continuing a tradition of innovation and excellence that has seen them become leaders in their field. The discussion centers around Birdfy's wide range of products that use artificial intelligence and high-definition video technology, alongside the introduction of the first-ever LLM-powered birdwatching AI this year. Explore the fascinating breakthroughs that Birdfy has made, from their 4K and 6K bird feeders to their multi-species recognition technology powered by an advanced AI system named Joy. These innovations cater to birdwatchers at all experience levels, fostering a closer connection to nature through high-tech solutions. The episode delves into product features, including solar-powered options, AI-integrated video capturing, and unique feeder designs that place Birdfy at the forefront of the birdwatching tech industry. With over 600,000 units sold, Birdfy not only leads the market but transforms how we engage with and understand the avian world. Key Takeaways: Birdfy combines technology with nature by creating smart bird feeders equipped with cameras and AI, enhancing traditional birdwatching. The company has launched its first LLM-powered Birdwatching AI named Joy, improving species identification and offering interactive features. CES 2026 sees the introduction of Birdfy's innovative 6K bird feeders and new products like the Phy Bass Pro, featuring dual camera views and a de-icing function. Birdfy products focus on sustainability with embedded solar power options to maintain charge throughout all weather conditions. Prima Shi highlights the user-friendly features in Birdfy's product line, appealing to both novice and seasoned birdwatchers. Notable Quotes: “We put a camera inside a traditional look feeder, and every time the birds come, we record a video automatically.” “We’ve had over 600,000 units sold, making us number one in the market for a reason.” “This year in CES 2026, we are launching a unique and revolutionary first LLM-powered birdwatching AI.” “Our products are not just about birdwatching, but about bringing you closer to the beauty of nature with technology.” “With this one, you can just rotate around and was more exciting as the whole structure.”

Some leaders talk about the power of creativity, and a select few leaders build a career proving it. Jim's guest this week is one of those. Andrew Robertson is the long-time leader of BBDO Worldwide, one of the most awarded and effective creative advertising networks in the world. He served as President and CEO from 2004 to 2024 before stepping into his current role as Chairman. During his tenure, BBDO was named Network of the Year at Cannes Lions a record seven times and was crowned Network of the Decade in 2020.Today, as Chairman of BBDO Worldwide and Chairman Emeritus of the Ad Council, Andrew is focused on mentoring the next generation of creative leaders and helping brands harness creativity for real business growth. In 2022, Andrew was inducted into the American Advertising Federation Hall of Fame. In 2025, he added a new chapter to his legacy as a bestselling author with his book “The Creative Shift: How to Power Up Your Organization by Making Space for New Ideas.”So tune in for a conversation with a leader who believes that creativity is not an occasional flash of inspiration but a way of operating inside any organization. And from the entire team at the show, we wish you all a very Happy New Year!---Learn more, request a free pass, and register at iab.com/almPromo Code for $500 of ticket prices: ALMCMOPOD26---This week's episode is brought to you by Deloitte, TransUnion and the IAB.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Joshua Adams is a serial entrepreneur, EOS Implementer, and former branding agency founder dedicated to helping visionary leaders gain clarity, traction, and freedom in their organizations. After transforming his own business using the Entrepreneurial Operating System (EOS) and selling it after twenty-four years. Joshua now coaches executive teams to break through chaos, foster alignment, and build healthy, sustainable companies. He draws on rich experience in agency leadership, fractional CMO work, and his passion for empowering people to operate in their unique strengths. In this episode of Marketer of the Day, Joshua Adams returns to join Robert Plank, sharing the personal and professional pivots that set him on his current path. Joshua exposes the pitfalls of goal procrastination, the energizing power of “artificial urgency,” and why so many businesses need, not just more software but an operating framework like EOS to truly thrive. Listeners will learn about the importance of shared language, how consistency in leadership systems prevents organizational drift, and why, ultimately, professional success is built atop lessons learned from failure. Joshua also highlights the fulfillment he discovers daily by coaching leadership teams and empowering them to do their best work. Quotes: “Success is a big pile of failure that you're standing on. Without our failures, we are not, we cannot be successful.” “When you set that artificial sense of urgency, you spark the energy and momentum that gets things done. It's healthier, and it pushes us forward.” “Language matters. Calling things by different names creates confusion, but common language builds clarity and alignment across the team.” Resources: Connect with Joshua Adams on LinkedIn Learn more about how Joshua helps leaders build healthy, sustainable companies on their website.

neuroscientist, former CMO, and author of Make Me Great, for an engaging conversation that redefines productivity from the inside out. Thomas shares his unconventional journey from artificial intelligence and neuroscience into marketing, leadership, and ethical persuasion, revealing how his early work in neuromarketing delivered results but ultimately felt incomplete without a human-centered approach. At the heart of the conversation is one powerful insight: when someone is making a decision, their brain is silently asking, "Make me great." Thomas explains how primal, subconscious forces drive our choices long before logic kicks in, and why people rationalize decisions only after they've already been made. He breaks down concepts like silent listening, subconscious frustration, and why talking about features, products, or credentials too early actually pushes people away. You'll also hear memorable real-world examples showing how simply paying attention, asking better questions, and listening without interruption can instantly change outcomes in business and in everyday life. The discussion expands into purpose, personal "why," and how building tribes around shared values accelerates productivity while reducing wasted effort. This episode is a powerful reminder that productivity isn't just about systems and structure. It's about empathy, intention, and making others feel seen, heard, and valued. What We Discuss   [00:00]  Introduction to Dr. Thomas Trautmann   [06:32]  Discovery of neuromarketing and business growth   [10:23]  The power of positioning and system 1 thinking   [14:19]  Silent listening and active engagement   [16:13]  Habits for unforgettable work and the 11-second rule   [17:06]  Understanding the primal brain and decision-making   [21:10]  The importance of "why" in productivity   [23:16]  Personal story: the power of revisiting your why   [24:40]  Client success story using "Make Me Great"   [26:18]  The gift of listening and neurochemistry   [29:07]  Team alignment, purpose, and the tribe concept   [31:43]  Actionable productivity tool: the "you" language   [32:58]  Where to learn more about Dr. Trautmann   [33:45]  Podcast closing and call for reviews    Notable Quotes   [09:14] "I noticed that neuromarketing was lacking humanity. Even though we are targeting the brain, we are lacking humanity." – Thomas Trautmann   [09:52] "When you want a decision from someone, that person's brain is shouting at you, 'Make me great.'" – Thomas Trautmann   [14:44] "Active listening is okay, but silent listening is silence. Listen. Write down. Ask questions to clarify. But get that thing up there in your head to shut up." – Thomas Trautmann   [17:11] "We make primal decisions that we rationalize afterwards." – Thomas Trautmann   [32:22] "If you look at my LinkedIn profile, it's all about you, you, you. Try to use the 'you' language. It's a super powerful tool." – Thomas Trautmann   [27:43] " When I smile, when I do the, you know, the nice smile with the little les here, which is called the Duchenne smile, by the way, I get a shoot of endorphin in my brain." – Thomas Trautmann   [32:17] "When you start something with someone, use the new language. Try to use 'you, you, you.' It's a super powerful tool. It's the first step to get them to say, 'He cares about me"– Thomas Trautmann   Resources   Dr. Thomas Trautmann Website: make-me-great.com LinkedIn: linkedin.com/in/thomastrautmann Book – Make Me Great   Productivity Smarts Podcast Website - productivitysmartspodcast.com   Gerald J. Leonard Website - geraldjleonard.com Turnberry Premiere website - turnberrypremiere.com Scheduler - vcita.com/v/geraldjleonard Kiva is a loan, not a donation, allowing you to cycle your money and create a personal impact worldwide. https://www.kiva.org/lender/topmindshelpingtopminds  

Hear from Jill Wiltfong, CMO, Korn Ferry, Chris Bontempo, CMO, Johnson Controls, Shannon Sullivan Duffy, CMO, Asana, and Melton Littlepage, CMO, 1Password on their uncuttable budget items. Timestamps: (01:19) Jill Wiltfong, CMO, Korn Ferry,(08:03) Chris Bontempo, CMO, Johnson Controls(23:12) Shannon Sullivan Duffy, CMO, Asana(28:10) Melton Littlepage, CMO, 1Password  Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Highly engaging music can double your return on media investment. Yet most brands treat music as an afterthought, leaving millions on the table.This week, Elena, Angela, and Rob are joined by Roscoe Williamson, Global Strategy Director at MassiveMusic. Together, they dig into groundbreaking research proving music is a tangible driver of marketing effectiveness. Roscoe shares findings from a study with the IPA that tested hundreds of UK TV ads and reveals which types of music increase brand fame, willingness to pay, and campaign ROI.Topics covered: [01:00] The history of music in advertising from jingles to sonic ecosystems[09:00] Why longer-form music has been a black hole in effectiveness research[14:00] How engaging music can double return on media investment[17:00] Examples of brands using music to drive effectiveness[23:00] Why CMOs should mandate music testing for campaigns over $1 million[27:00] The future of sonic branding and generative AI music  To learn more, visit marketingarchitects.com/podcast or subscribe to our newsletter at marketingarchitects.com/newsletter.  Resources: IPA & Massive Music Report: https://resources.massivemusic.com/sound-science-whitepaperRoscoe Williamson's LinkedIn: https://www.linkedin.com/in/roscoewilliamson/ Get more research-backed marketing strategies by subscribing to The Marketing Architects on Apple Podcasts, Spotify, or wherever you listen to podcasts.

A CMO Confidential interview with Dick Satterfield, the founder of Satterfield Rezenbrink Search and former P&G sales leader. Dick discusses career management under the framework of "successful and happy" and outlines why you should constantly be thinking about and evaluating your career. Key topics include why career progression is defined as continuous learning and getting promoted, tips for networking, when is too early or too late to leave, and why counter offers almost always fail . Listen in to hear why you should view the "next job" as a stepping stone versus the perfect landing. Dick Satterfield, veteran executive recruiter and former P&G sales leader, breaks down when to leave, how to create real options, and what it takes to land (and succeed in) your next role. We cover the “successful and happy” framework, real vs. faux promotions, how to run a stealth search while employed, the truth about counteroffers, and why marketers must present as business leaders driving revenue and efficiency. Practical, no-nonsense advice for CMOs, aspiring CMOs, and any exec managing a high-stakes career. Chapters00:00 Intro: CMO Confidential + today's topic00:00:43 Meet Dick Satterfield + why this conversation matters00:02:11 Framework: “Are you successful and happy?”00:03:39 What recruiters really scan first: promotions and scope00:05:38 Real vs. “quasi-fake” promotions (one direct report ≠ management)00:05:59 Could I leave? Too early vs. too late; the commuting rule of 300:08:12 Knowing when your learning curve has flattened00:10:24 Would I leave? How to search while employed (and build leverage)00:12:25 Target list → warm intros → the right recruiters00:14:31 Time management for the search (30 minutes a day)00:15:14 If you're in transition: process, momentum, and managing home life00:17:21 Offers: optimize for where you're most likely to succeed00:19:31 Interview the company: decision speed and what success looks like00:21:00 Counteroffers: why ~85% don't stick00:22:38 Negotiating severance (and when it actually gets set)00:24:00 Biggest career mistake: not managing your career like a project00:25:00 For marketers: be a business leader, not “just” marketing00:26:13 Practical closer: return recruiter calls—before you need them00:26:55 WrapTagsCMO Confidential,Mike Linton,Dick Satterfield,executive search,career management,career strategy,CMO career,marketing leadership,job search,career progression,promotions,scope of responsibility,learning curve,commuting rules,hybrid work,networking,warm introductions,recruiters,retained search,counteroffers,severance negotiation,compensation,offer negotiation,interview tips,decision rights,success metrics,marketing as investment,top line growth,cost efficiency,business leader,P&G,Procter & Gamble,board ready,executive transitions,VP marketing,chief marketing officer,senior leadership,career mistakes,practical adviceSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

In this episode, Bryan Haakenson sits down with Jill Robb, CMO at OttoMoto, to explore her global career and the path that led her into the automotive space. With experience spanning retail, ecommerce, banking, insurance, and advisory work, Jill shares how each chapter shaped her perspective on analytics, efficiency, and customer experience. She reflects on building and running her own businesses, working across Europe and the U.S., and why fast-moving,innovation-driven environments continue to motivate her work.Jill also offers insight into the independent dealer landscape. She discusses where outdated processes create friction and how modern solutions can meaningfully improve the buying and lending experience. Together, she and Bryan unpack lessons dealers can borrow from retail and international markets, the balance between innovation and regulation, and why simplifying processes benefits both dealers and consumers. It's a discussion centered on finding better ways for independent dealers to evolve while still serving their communities well.

In this bonus episode of The Fractional CMO Show, Casey opens up a raw coaching call with people who aren't fractional CMOs yet—but want to be. These are agency owners tired of the hamster wheel, strategists stuck doing execution, and full-time employees wondering if this fractional thing is actually real.   John is worried about getting pulled into grunt work. Laura thinks she needs a bigger title before she's "qualified enough." Beth is stuck in small-town Iowa wondering how to build a sales funnel. Angela keeps getting asked for small projects when she wants to sell the big vision. Casey coaches through each scenario in real-time, cutting through the mental blocks that keep people from winning their first client.   The truth? You're already qualified. Geography doesn't matter. One client at $5K/month will completely shift how you see what's possible. Key Topics Covered: -First month delivers strategy ($10K-$12K), then transition to $10K/month engaged or $4K/month advisor ongoing -Tell clients immediately you work with marketing talent (20-40 hrs/week), not as the talent -Stop waiting for permission, another title, or more experience—you have enough today -Geography is irrelevant: Cold email, LinkedIn content, becoming the online expert—that's how you win -Ask curious questions, don't pitch: "Where are you? Where do you want to be? What's working?" Let them chase you -Fixed pricing only: Monthly retainer, no projects. When they ask for project pricing: "That's not for me. I do fixed fees." -Own the 2-year vision: Zoom out from small projects to the destination, then chunk it into campaigns they can't execute without you​​​​​​​​​​​​​​​​

As you look ahead to 2026, what's rising to the top of your marketing priorities? In this special episode of Growth Talks with Krystina Rubino, we highlight our favorite CMO insights on building brands that customers trust and love.  It's packed with insights on subjects all CMOs should be thinking about today, such as brand versus performance marketing, incorporating AI into your marketing strategy, and how to build and enable your team.

Go to www.LearningLeader.com for full show notes The Learning Leader Show with Ryan Hawk This is brought to you by Insight Global. If you need to hire one person, hire a team of people, or transform your business through Talent or Technical Services, Insight Global's team of 30,000 people around the world has the hustle and grit to deliver. My Guest: Brian Kelly is the founder of The Points Guy, which he built from a side hustle blog into a travel media empire that he sold for $28 million. At 42, he's now an angel investor in 15+ companies, including Bilt (valued at $11 billion). In this conversation, he shares lessons on manifestation, selling too early, building yourself into the brand, and why vulnerability beats wins in interviews. Key Learnings (in Brian's words) In 1995, I was 12 years old, and I was great with computers, so I started booking all of my dad's travel for work. He'd pay me $10 per booking. Then it turned into points, when my dad showed me all the American and US Air miles he had. "If you can figure out how to use all of them, we can go on a family trip."  And the rest is history. That was my first real, oh wait, this points thing is amazing. Points were a way for us to live a fabulous lifestyle.  I grew up thinking we were poor, but I really wanted to live a fabulous life. My parents were very humble and did not spend money lavishly. For me I always wanted to travel. When I was a kid, I would spin the globe and be like, This is where I'm going. I would actually research Oman. Somehow genetically, I got this gene of I need to be rich and travel the world. I used to call Mercedes, get all of their glossy pamphlets for all their new cars, and I would cut them out and stick them on my wall.  Manifesting alone won't make you wealthy, but visioning helps. I do believe being able to visualize what it looks like and taste it and get close to it helps you take the smaller steps to actually achieve it. When I think of my investments, I actually envision what they're gonna be. I envision that they're multi-billion-dollar companies. I believe it unlocks a level of pushing you to reach these mini steps that you can't see throughout the process. I started The Points Guy in 2010, but there were already Titan bloggers. I for sure felt imposter syndrome, but I saw that what they lacked was creativity. Points and miles are very clinical. Very few people were translating that for an audience. I knew I had an opportunity. I'm in my twenties, living in New York City. I'm gonna explain what everyday people need to know. Building a media brand became my moat. No one else in the points world was doing media. Doing media's frightening. While it was scary going on TV the first couple times (I almost fainted), I knew that each time I did it, I got better. That was the moat I would build. I would build The Points Guy into a brand more so than any of the others who had come before me. I saw from the beginning to double and triple down on that strategy of building something that's more than just a blog, but a lifestyle that people want to achieve. "I made a million bucks in my first six months of just blogging, but using affiliate links." In 2011, within six months of learning about affiliate marketing, I made six figures a month using the credit card links in my blog.  I was still working at Morgan Stanley. My mom was like, this sounds too good to be true. You can't leave Morgan Stanley. I was making like $300,000 a month in affiliate. Meanwhile, at Morgan Stanley, my salary is $70,000 a year. But it didn't pay right away. My parents actually lent me $10,000 just to pay my rent. I remember where I was in Madrid when that first Chase deposit of $490,000 hit from months of back pay on the blog. I sold for $28 million because I thought the industry would collapse. When Bankrate offered me $28 million in May 2012, I kind of had this negative mindset over where the industry was going. About a hundred blogs started when people knew they could make money on affiliates. Most bloggers have zero business sense. They were writing stuff like, "Cancel your Amex, cancel your Chase, cancel, cancel. Then get new cards." I saw this really bad business sense, very shortsighted greediness. I'm watching this thinking they're gonna pull the rug. Do I regret selling? Yes, the company is way more than what I sold it for. But at the time, you always have to remember what the landscape was. We're coming out of the recession. There were still a lot of weak indicators. Building myself into the brand gave me leverage. I had a three and a half year earnout. Over that time, the business really started to grow, but then I realized, well, I am also the business. So, the more press I did, when I negotiated with that parent company to stay on, they paid me a lot of money and still a cut of the business to grow it as CEO. It's kind of crazy to think 13 years after selling, I'm still here. But because I built myself as a core part of the business as The Points Guy, I've been able to stay on with less risk, getting paid well to do what I love. I'm more of the brand visionary, the consumer person. I'm very much an ideas person. When we're speaking with our longtime clients or pitching new ones, that's really where my special sauce is used and not in the day-to-day. People are not mind readers. In 2020, I had this breakdown where I thought I would actually leave. I went to the owners, and I was like, I just can't do it anymore. They said, "Brian, we've been waiting for you to say that. You don't need to be CEO. We have plenty of smart people." It was this aha moment. I think in life we often think polar, black or white. That's advice I give to people. Whether it's your parent company, your boss, your mentor, people are not mind readers. While there is risk to leveling with someone and saying, "Hey, this role is just killing me," more often than not in my career, the more vulnerable I was, the more it turned out to be such a blessing. Check Your Spam Email Frequently: In 2011, I was featured in the New York Times, but the email came to my spam email. At that time, the narrative that points were dead, blackout dates, etc. I was the only blogger putting a positive spin on points. And I tried to do it in an informative and fun way. I'm 6'7", so putting my personal angle on my travel reviews had a huge impact on being the face of this industry.  As a founder, I was a tough boss because it was so personal. If I look back at my time as CEO, I still took it very personally. I do take the integrity of this site. As we expand, we can't forego quality. In hindsight, I didn't highlight enough of the wins. I would focus too much on mistakes. That's advice I would give if I could do it all back over again, to just be much more positive reinforcement over negative. Founders need someone who can check them. You need to have someone around you, a leadership team, someone that can check you. I didn't have that for a very long time, and that's my fault. Making sure you have good people on your team that can be honest with you, and you create an environment of inviting that feedback and not freaking out when they give it to you, is important. I know I would be a much different CEO today if I did it again. Stop BSing in the interview process. Too many people take jobs not knowing what is going on whatsoever at the company. Far too many senior executives walk into positions and they're like, oh wait a minute. I like to be brutally honest in the interview process. Truth-telling is the beginning of having a great relationship because I want you to understand exactly what's in front of you. If you don't want to take it, that's so much better than hiring a senior exec and six months later, you just lost a year. Stop telling me the wins. In the interview process, stop telling me the wins because anyone can make their job look successful. "Oh, 200% ROI, this, that the other." In an interview, you're not gonna be able to fact-check any of this. We all know people can cherry-pick the data. It's really just diving deep into vulnerable moments about their leadership, the challenges as leaders they had with their teams. I'll tell them my challenges when I was CEO. I want people to be real and allow me to understand how they think, the type of leader they are. Charismatic people can trick you. The problem is that very charismatic people can trick you easily. I've been blinded by a great interview, especially when you're exhausted as a CEO and then someone's bantering with you. You're like, oh, that was fun. But I've hired plenty of people who are all talk.  I don't want personality hires. I'm the personality. My engineering team, I really need people to ship updates. I still wake up in the middle of the night asking if my bills are paid. I still have imposter syndrome about "is this crazy what I've built?" It's for sure not about the car, but I will say investing in a home that's beautiful and makes you feel really good is important. For a long time, I was traveling a lot. I never put roots down, and I always felt like I was in transit. Now I have this beautiful farm with animals and horses in New Hope, Pennsylvania. It takes my blood pressure down immediately. Angel investing has basically become an addiction. In 2020, I opened up a space where I decided I wanted to have kids even though I was single, and also started investing and advising in relevant companies. The first one was Encore Jane, who was building Built, a credit card loyalty platform for renters. I'd always thought, how cool would it be to earn points on rent? I said, You're crazy, but if it does work, it'll be massive. Built is now at $11 billion valuation. I'll make more money now, probably on Built than I will at The Points Guy, which is wild to me. I have probably about 15 other companies I put my personal money in. I love it because I can help advise founders on everything I've done, and help open doors. Using that to build wealth has become an addiction. Relentlessness is what I see in leaders who sustain excellence. I am amazed at Encore's ability to push. If he's got 10 major things impacting his business, most CEOs will start with one or two, put the others on the back burner. He will relentlessly push for excellence. I don't wanna work for Encore, but to be in the room and strategize, every time I leave a meeting with him it keeps me fresh and active.  Find mentors, not just companies. For recent college grads, find people, even at a company where you might not see your future. Find someone at that company that you connect with. If you're looking for a job, interview until you find that hiring manager that you feel is on an upward rise and that you can learn from. We often focus too much on the line of work or the company. Stop focusing on that and look at that manager or the CMO whose organization you would join. If they've done amazing things, get in right away and start networking. Put time on the CMO or CEO's calendar. Be bold. Every senior executive loves to see people come in with eagerness to learn. Show up and do extracurriculars at work. Go to the lunch and learn with the senior executive and actually get face time with them. Make sure they know your name. Those are the things that matter because when it comes time for compensation and reviews, the senior person may not work with you day-to-day, but they're like, oh yeah, that's the person I really like. They are a future leader. That's how you get ahead. Even if that boss leaves to another company, they might take you. Reflection Questions Brian says manifesting alone won't make you wealthy, but visioning what it looks like helps you take the smaller steps to achieve it. What specific vision do you have for your future that you could make more tangible (like his Mercedes pictures on the bedroom wall)? How might making it more concrete change your daily actions? He emphasizes that in interviews, he wants people to stop telling him the wins and instead dive deep into vulnerable moments about their leadership and challenges with their teams. If you were in an interview tomorrow, what's one vulnerable leadership moment you could share that would demonstrate how you think rather than just what you've accomplished? Brian realized he needed to tell his parent company, "I just can't do it anymore" as CEO, and they responded with relief, offering him a better role. What conversation are you avoiding right now because you assume the answer will be no, when the other person might actually be waiting for you to speak up? More Learning #525 - Frank Slootman: Hypergrowth Leadership #540 - Alex Hormozi: Let Go of the Need of Approval #510 - Ramit Sethi: Live Your Rich Life

Welcome back to the Ultimate Guide to Partnering® Podcast. AI agents are your next customers. Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/ Check Out UPX:https://theultimatepartner.com/experience/ https://youtu.be/vEdq8rpBM3I In this data-rich keynote, Jay McBain deconstructs the tectonic shifts reshaping the $5.3 trillion global technology industry, arguing that we are entering a new 20-year cycle where traditional direct sales models are obsolete. McBain explains why 96% of the industry is now surrounded by partners and how successful companies must pivot from “flywheels and theory” to a granular strategy focused on the seven specific partners present in every deal. From the explosion of agentic AI and the $163 billion marketplace revolution to the specific mechanics of multiplier economics, this discussion provides a roadmap for navigating the “decade of the ecosystem” where influence, trust, and integration—not just product—determine winners and losers. Key Takeaways Half of today's Fortune 500 companies will likely vanish in the next 20 years due to the shift toward AI and ecosystem-led models. Every B2B deal now involves an average of seven trusted partners who influence the decision before a vendor even knows a deal exists. Microsoft has outpaced AWS growth for 26 consecutive quarters largely because of a superior partner-led geographic strategy. Marketplaces are projected to grow to $163 billion by 2030, with nearly 60% of deals involving partner funding or private offers. The “Multiplier Effect” is the new ROI, where partners can make up to $8.45 for every dollar of vendor product sold. Future dominance relies on five key pillars: Platform, Service Partnerships, Channel Partnerships, Alliances, and Go-to-Market orchestration. 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. Keywords: Jay McBain, Canalys, partner ecosystem, channel chief, agentic AI, marketplace growth, multiplier economics, B2B sales trends, tech industry forecast, service partnerships, strategic alliances, Microsoft vs AWS, distribution transformation, managed services growth, SaaS platforms, customer journey mapping, 28 moments of truth, future of reselling, technology spending 2025, ecosystem orchestration, partner multipliers. T Transcript: Jay McBain WORKFILE FOR TRANSCRIPT [00:00:00] Vince Menzione: Just up from, did you Puerto Rico last night? Puerto Rico, yes. Puerto Rico. He dodged the hurricane. Um, you all know him. Uh, let him introduce himself for those of you who don’t, but just thrilled to have on the stage, again, somebody who knows more about what’s going on in, in the, and has the pulse on this industry probably than just about anybody I know personally. [00:00:21] Vince Menzione: J Jay McBain. Jay, great to see you my friend. Alright, thank you. We have to come all the way. We live, we live uh, about 20 minutes from each other. We have to come all the way to Reston, Virginia to see each other, right? That’s right. Very good. Well, uh, that’s all over to you, sir. Thank you. [00:00:35] Jay McBain: Alright, well thank you so much. [00:00:36] Jay McBain: I went from 85 degrees yesterday to 45 today, but I was able to dodge that, uh, that hurricane, uh, that we kind of had to fly through the northern edge of, uh, wanna talk today about our industry, about the ultimate partner. I’m gonna try to frame up the ultimate partner as I walk through the data and the latest research that, uh, that we’ve been doing in the market. [00:00:56] Jay McBain: But I wanted to start here ’cause our industry moves in 20 year cycles, and if you look at the Fortune 500 and dial back 20 years from today, 52% of them no longer exist. As we step into the next 20 year AI era, half of the companies that we know and love today are not gonna exist. So we look at this, and by the way, if you’re not in the Fortune 500 and you don’t have deep pockets to buy your way outta problems, 71% of tech companies fail over the course of 10 years. [00:01:30] Jay McBain: Those are statistics from the US government. So I start to look at our industry and you know, you may look at the, you know, mainframe era from the sixties and seventies, mini computers, August the 12th, 1981, that first IBM, PC with Microsoft dos, version one, you know, triggered. A new 20 year era of client server. [00:01:51] Jay McBain: It was the time and I worked at IBM for 17 years, but there was a time where Bill Gates flew into Boca Raton, Florida and met with the IBM team and did that, you know, fancy licensing agreement. But after, you know, 20 years of being the most valuable company in the world and 13 years of antitrust and getting broken up, almost like at and TIBM almost didn’t make payroll. [00:02:14] Jay McBain: 13 years after meeting Bill Gates. Yeah, that’s how quickly things change in these eras. In 1999, a small company outta San Francisco called salesforce.com got its start. About 10 years later, Jeff Bezos asked a question in a boardroom, could we rent out our excess capacity and would other companies buy it? [00:02:35] Jay McBain: Which, you know, most people in the room laughed at ’em at the time. But it created a 20 year cloud era when our friends, our neighbors, our family. Saw Chachi PT for the first time in March of 2023. They saw the deep fakes, they saw the poetry, they saw the music. They came to us as tech people and said, did we just light up Skynet? [00:02:58] Jay McBain: And that consumer trend has triggered this next 20 years. I could walk through the richest people in the world through those trends. I could walk through the most valuable companies. It all aligns. ’cause by the way, Apple’s no longer at the top. Nvidia is at the top, Microsoft. Second, things change really quickly. [00:03:17] Jay McBain: So in that course of time, you start to look at our industry and as people are talking about a six and a half or $7 trillion build out of ai, that’s open AI and Microsoft numbers, that is bigger than our industry that’s taken over 50 years to build. This year, we’re gonna finish the year at $5.3 trillion. [00:03:36] Jay McBain: That’s from the smallest flower shop to the biggest bank. Biggest governments that Caresoft would, uh, serve biggest customer in the world is actually the federal government of the us. But you look at this pie chart and you look at the changes that we’re gonna go through over the next 20 years, there’s about a trillion dollars in hardware. [00:03:54] Jay McBain: There’s about a trillion dollars in software. If you look forward through all of the merging trends, quantum computing, humanoid robots, all the things that are coming that dollar to dollar software to hardware will continue to exist all the way through. We see services making up almost two thirds of this pie. [00:04:13] Jay McBain: Yesterday I was in a telco conference with at and t and Verizon and T-Mobile and some of the biggest wireless players and IT services, which happen to be growing faster than products. At the moment, there is more work to be done wrapping around the deal than the actual products that the customer is buying. [00:04:32] Jay McBain: So in an industry that’s growing at 7%. On top of the world economy that’s grown at 2.2. This is the fastest growing industry, and it will be at least for the next 10 years, if not 2070 0.1% of this entire $5 trillion gets transacted through partners. While what we’re talking to today about the ultimate partner, 96% of this industry is surrounded by partners in one way or another. [00:05:01] Jay McBain: They’re there before the deal. They’re there at the deal. They’re there after the deal. Two thirds of our industry is now subscription consumption based. So every 30 days forever, and a customer for life becomes everything. So if every deal in medium, mid-market, and higher has seven partners, according to McKinsey, who are those seven people trying to get into the deal? [00:05:25] Jay McBain: While there’s millions of companies that have come into tech over the last 10 to 20 years. Digital agencies, accountants, legal firms, everybody’s come in. The 250,000 SaaS companies, a million emerging tech companies, there’s a big fight to be one of those seven trusted people at the table. So millions of companies and tens of millions of people our competing for these slots. [00:05:49] Jay McBain: So one of the pieces of research I’m most proud of, uh, in my analyst career is this. And this took over two years to build. It’s a lot of logos. Not this PowerPoint slide, but the actual data. Thousands of people hours. Because guess what? When you look at partners from the top down, the top 1000 partners, by capability and capacity, not by resale. [00:06:15] Jay McBain: It’s not a ranking of CDW and insight and resale numbers. It is the surrounding. Consulting, design, architecture, implementations, integrations, managed services, all the pieces that’s gonna make the next 20 years run. So when you start to look at this, 98% of these companies are private, so very difficult to get to those numbers and, uh, a ton of research and help from AI and other things to get this. [00:06:41] Jay McBain: But this is it. And if you look at this list, there’s a thousand logos out of the million companies. There’s a thousand logos that drive two thirds of all tech services in the world. $1.07 trillion gets delivered by a thousand companies, but here’s where it gets fun. Those companies in the middle, in blue, the 30 of them deliver more tech services than the next 970. [00:07:08] Jay McBain: Combined the 970 combined in white deliver more tech services. Then the next million combined. So if you think we live in an 80 20 rule or maybe a 99, a 95 5 rule, or a 99 1 rule, we actually live in a 99.9 0.1 parallel principle. These companies spread around the world evenly split across the uh, different regions. [00:07:35] Jay McBain: South Africa, Latin America, they’re all over. They split. They split among types. All of the Venn diagram I just showed from GSIs to VARs to MSPs, to agencies and other types of companies. But this is a really rich list and it’s public. So every company in the world now, if you’re looking at Transactable data, if you’re looking at quantifiable data that you can go put your revenue numbers against, it represents 70 to 80% of every company in this room’s Tam. [00:08:08] Jay McBain: In one piece of research. So what do you do below that? How do you cover a million companies that you can’t afford to put a channel account manager? You can’t afford to write programs directly for well after the top down analysis and all the wallet share and you know exactly where the lowest hanging fruit is for most of your tam. [00:08:28] Jay McBain: The available markets. The obtainable markets. You gotta start from the community level grassroots up. So you need to ask the question for the million companies and the maybe a hundred thousand companies out there, partner companies that are surrounding your customer. These are the seven partners that surround your customer. [00:08:48] Jay McBain: What do they read, where do they go, and who do they follow? Interestingly enough, our industry globally equates to only a thousand watering holes, a thousand companies at the top, a thousand places at the bottom. 35% of this audience we’re talking. Millions of people here love events and there’s 352 of them like this one that they love to go to. [00:09:13] Jay McBain: They love the hallway chats, they love the hotel lobby bar, you know, in a time reminded by the pandemic. They love to be in person. It’s the number one way they’re influenced. So if you don’t have a solid event strategy and you don’t have a community team out giving out socks every week, your competitors might beat you. [00:09:31] Jay McBain: 12% of this audience loves podcasts. It’s the Joe Rogan effect of our industry. And while you know, you may not think the 121 podcasts out there are important, well, you’re missing 12% of your audience. It’s over a million people. If you’re not on a weekly podcast in one of these podcasts in the world, there’s still people that read one of the 106 magazines in the world. [00:09:55] Jay McBain: There are people that love peer groups, associations, they wanna be part of this. There’s 15 different ways people are influenced. And a solid grassroots strategy is how you make this happen. In the last 10 years, we’ve created a number of billionaires. Bottom up. They never had to go talk to la large enterprise. [00:10:15] Jay McBain: They never had to go build out a mid-market strategy. They just went and give away socks and new community marketing. And this has created, I could rip through a bunch of names that became unicorns just in the last couple of years, bottoms up. You go back to your board walking into next year, top down, bottom up. [00:10:34] Jay McBain: You’ve covered a hundred percent of your tam, and now you’ve covered it with names, faces, and places. You haven’t covered it with a flywheel or a theory. And for 44 years, we have gone to our board every fourth quarter with flywheels and theory. Trust me, partners are important. The channel is key to us. [00:10:57] Jay McBain: Well, let’s talk at the point of this granularity, and now we’re getting supported by technology 261 entrepreneurs. Many of them in the room actually here that are driving this ability to succeed with seven partners in every deal to exchange data to be able to exchange telemetry of these prospects to be able to see twice or three times in terms of pipeline of your target addressable market. [00:11:26] Jay McBain: All these ai, um, technologies, agentic technologies are coming into this. It’s all about data. It’s all about quantifiable names, faces, and places. Now none of us should be walking around with flywheels, so let’s flip the flywheels. No. Uh, so we also look at, and I sold PCs for 17 years and that was in the high times of 40% margins for partners. [00:11:55] Jay McBain: But one interesting thing when you study the p and l for broad base of partners around the world, it’s changed pretty significantly in this last 20 year era. What the cloud era did is dropped hardware from what used to be 84% plus the break fix and things that wrap around it of the p and l to now 16% of every partner in the world. [00:12:16] Jay McBain: 84% of their p and l is now software and services. And if you look at profitability, it’s worse. It’s actually 87% is profitability wise. They’ve completely shifted in terms of where they go. Now we look at other parts of our market. I could go through every part of the pie of the slide, but we’re watching each of the companies, and if you can see here, this is what we want to talk about in terms of ultimate partner. [00:12:43] Jay McBain: Microsoft has outgrown AWS for 26 straight quarters. They don’t have a better product. They don’t have a better price, they don’t have better promotion. It’s all place. And I’ll explain why you guess here in the light green line. Exactly. The day that Google went a hundred percent all in partner, every deal, even if a deal didn’t have a partner, one of the 4% of deals that didn’t have a partner, they injected a partner. [00:13:09] Jay McBain: You can see on the left side exactly where they did it. They got to the point of a hundred percent partner driven. Rebuilt their programs, rebuilt their marketplace. Their marketplace is actually larger than Microsoft’s, and they grew faster than Microsoft. A couple of those quarters. It is a partner driven future, and now I have Oracle, which I just walked by as I walked from the hotel. [00:13:31] Jay McBain: Oracle with their RPOs will start to join. Maybe the list of three hyperscalers becomes the list of four in future slides, but that’s a growth slide. Market share is different. AWS early and commanding lead. And it plays out, uh, plays out this way. But we’re at an interesting moment and I stood up six years ago talking about the decade of the ecosystem after we went through a decade of sales starting in 1999 when we all thought we were born to be salespeople. [00:14:02] Jay McBain: We managed territories with our gut. The sales tech stack would have it different, that sales was a science, and we ended the decade 2009, looking at sales very differently in 2009. I remember being at cocktail parties where CMOs would be joking around that 50% of their marketing dollars were wasted. They just didn’t know which 50%. [00:14:23] Jay McBain: And I’ll tell you, that was really funny. In 2009 till every 58-year-old CMO got replaced by a 38-year-old growth hacker who walked in with 15,348 SaaS companies in their MarTech and ad tech stack to solve the problem, every nickel of marketing by 2019 was tracked. Marketo, Eloqua, Pardot, HubSpot, driving this industry. [00:14:50] Jay McBain: Now, we stood up and said the 28 moments that come before a sale are pretty much all partner driven. In the best case scenario, a vendor might see four of the moments. They might come to your website, maybe they read an ebook, maybe they have a salesperson or a demo that comes in. That’s four outta 28 moments. [00:15:10] Jay McBain: The other 24 are done by partners. Yeah, in the worst case scenario and the majority scenario, you don’t see any of the moments. All 28 happen and you lose a deal without knowing there ever was a deal. So this is it. We need to partner in these moments and we need to inject partners into sales and marketing, like no time before, and this was the time to do it. [00:15:33] Jay McBain: And we got some feedback in the Salesforce state of sales report, which doesn’t involve any partnerships or, or. Channel Chiefs or anything else. This is 5,500 of the biggest CROs in the world that obviously use Salesforce. 89% of salespeople today use partners every day. For the 11% who don’t, 58% plan two within a year. [00:15:57] Jay McBain: If you add those two numbers together, that’s magically the 96% number. They recognize that every deal has partners in it. In 2024, last year, half of the salespeople in the world, every industry, every country. Miss their numbers. For the minority who made their numbers, 84 point percent pointed to partners as the reason why they made their numbers. [00:16:21] Jay McBain: It was the cheat code for sales, so that modern salesperson that knows how to orchestrate a deal, orchestrate the 28 moments with the seven partners and get to that final spot is the winning formula. HubSpot’s number in separate research was 84% in marketing. So we’re starting to see partners in here. We don’t have to shout from the mountaintops. [00:16:44] Jay McBain: These communities like ultimate Partner are working and we’re getting this to the highest levels in the board. And I’ll say that, you know, when 20 years from now half of the companies we know and love fail after we’re done writing the book and blaming the CEO for inventing the thing that ended up killing them, blaming the board for fiduciary responsibility and letting it happen. [00:17:06] Jay McBain: What are the other chapters of the book? And I think it’s all in one slide. We are in this platform economy and the. [00:17:31] Jay McBain: So your battery’s fine. Check, check, check, check. Alright, I’ll, I’ll just hold this in case, but the companies that execute on all five of these areas, well. Not only today become the trillion dollar valued companies, but they become the companies of tomorrow. These will be the fastest growing companies at every level. [00:17:50] Jay McBain: Not only running a platform business, but participating in other platforms. So this is how it breaks out, and there are people at very senior levels, at very big companies that have this now posted in the office of the CEO winning on integrations is everything. We just went through a demographic shift this year where 51% of our buyers are born after 1982. [00:18:15] Jay McBain: Millennials are the number one buyer of the $5 trillion. Their number one buying criteria is not service. Support your price, your brand reputation, it’s integrations. The buy a product, 80% is good as the next one if it works better in their environment. 79% of us won’t buy a car unless it has CarPlay or Android Auto. [00:18:34] Jay McBain: This is an integration world. The company with the most integrations win. Second, there are seven partners that surround the customer. Highly trusted partners. We’re talking, coaching the customer’s, kids soccer team, having a cottage together up at the lake. You know, best men, bate of honors at weddings type of relationships. [00:18:57] Jay McBain: You can’t maybe have all seven, but how does Microsoft beat AWS? They might have had two, three, or four of them saying nice things about them instead of the competition. Winning in service partnerships and channel partnerships changes by category. If you’re selling MarTech, only 10% of it today is resold, so you build more on service partnerships. [00:19:18] Jay McBain: If you’re in cybersecurity today, 91.6% of it is resold. Transacted through partners. So you build a lot of channel partnerships, plus the service partnerships, whatever the mix is in your category, you have to have two or three of those seven people. Saying nice things about you at every stage of the customer journey. [00:19:38] Jay McBain: Now move over to alliances. We have already built the platforms at the hyperscale level. We’ve built the platforms within SaaS, Salesforce, ServiceNow, Workday, Marketo, NetSuite, HubSpot. Every buyer has a set of platforms that they buy. We’ve now built them in cybersecurity this year out of 6,500 as high as cyber companies, the top five are starting to separate. [00:20:02] Jay McBain: We built it in distribution, which I’ll show in a minute. We’re building it in Telco. This is a platform economy and alliances win and you have alliances with your competitors ’cause you compete in the morning, but you’re best friends by the afternoon. Winning in other platforms is just as important as driving your own. [00:20:20] Jay McBain: And probably the most important part of this is go to market. That sales, that marketing, the 28 moments, the every 30 days forever become all a partner strategy. So there’s still CEOs out there that believe platform is a UI or UX on a bunch of disparate products and things you’ve acquired. There’s still CFOs out there that Think platform is a pricing model, a bundle model of just getting everything under one, you know, subscription price or consumption price. [00:20:51] Jay McBain: And it’s not, platforms are synonymous with partnerships. This is the way forward and there’s no conversation around ai. That doesn’t involve Nvidia over there, an open AI over here and a hyperscaler over there and a SaaS company over here. The seven layer stack wins every single time, and the companies that get this will be the ones that survive this cycle. [00:21:16] Jay McBain: Now, flipping over to marketplaces. So we had written research that, um, about five years ago that marketplaces were going to grow at 82% compounded. Yeah, probably one of the most accurate predictions we ever made, because it happened, we, we predicted that, uh, we were gonna get up to about $85 billion. Well, now we’ve extended that to 2030, so we’re gonna get up to $163 billion, and the thing that we’re watching is in green. [00:21:46] Jay McBain: If 96% of these deals are partner assisted in some way, how is the economics of partnering going to work? We predicted that 50% of deals by 2027. Would be partner funded in some way. Private offers multi-partner offers distributor sellers of record, and now that extends to 59% by 2030, the most senior leader of the biggest marketplace AWS, just said to us they’re gonna probably make these numbers on their own. [00:22:14] Jay McBain: And he asked what their two competitors are doing. So he’s telling us that we under called this. Now when you look at each of the press releases, and this is the AWS Billion Dollar Club. Every one of the companies on the left have issued a press release that they’re in the billion dollar club. Some of them are in the multi-billions, but I want you to double click on this press release. [00:22:35] Jay McBain: I’m quoted in here somewhere, but as CrowdStrike is building the marketplace at 91% compounded, they’re almost doubling their revenue every single year. They’re growing the partner funding, in this case, distributor funding by 3548%. Almost triple digit growth in marketplace is translating into almost quadruple digit growth in funding. [00:23:01] Jay McBain: And you see that over and over again as, as Splunk hit three, uh, billion dollars. The same. Salesforce hit $2 billion on AWS in Ulti, 18 months. They joined in October 20, 23, and 18 months later, they’re already at $2 billion. But now you’re seeing at Salesforce, which by the way. Grew up to $40 billion in revenue direct, almost not a nickel in resell. [00:23:28] Jay McBain: Made it really difficult for VARs and managed service providers to work with Salesforce because they couldn’t understand how to add services to something they didn’t book the revenue for. While $40 billion companies now seeing 70% of their deals come through partners. So this is just the world that we’re in. [00:23:44] Jay McBain: It doesn’t matter who you are and what industry you’re in, this takes place. But now we’re starting to see for the first time. Partners join the billion dollar club. So you wonder about partnering and all this funding and everything that’s working through Now you’re seeing press releases and companies that are redoing their LinkedIn branding about joining this illustrious club without a product to sell and all the services that wrap around it. [00:24:10] Jay McBain: So the opening session on Microsoft was interesting because there’s been a number of changes that Microsoft has done just in the last 30 days. One is they cut distribution by two thirds going from 180 distributors to 62. They cut out any small partner lower than a thousand dollars, and that doesn’t sound like a lot, but that’s over a hundred thousand partners that get deed tightening the long tail. [00:24:38] Jay McBain: They we’re the first to really put a global point system in place three years ago. They went to the new commerce experience. If you remember, all kinds of changes being led by. The biggest company for the channel. And so when we’re studying marketplaces, we’re not just studying the three hyperscalers, we’re studying what TD Cynic is doing with Stream One Ingram’s doing with Advant Advantage Aerosphere. [00:25:01] Jay McBain: Also, we’re watching what PAX eight, who by the way, is the 365 bestseller for Microsoft in the world. They are the cybersecurity leader for Microsoft in the world and the copilot. Leader in the world for Microsoft and Partner of the Year for Microsoft. So we’re watching what the cloud platforms are doing, watching what the Telco are doing, which is 25 cents out of every dollar, if you remember that pie chart, watching what the biggest resellers are converting themselves into. [00:25:30] Jay McBain: Vince just mentioned, you know, SHI in the changes there watching the managed services market and the leaders there, what they’re doing in terms of how this industry’s moving forward. By the way, managed services at $608 billion this year. Is one and a half times larger than the SaaS industry overall. [00:25:48] Jay McBain: It’s also one and a half times larger than all the hyperscalers combined. Oracle, Alibaba, IBM, all the way down. This is a massive market and it makes up 15 to 20 cents of every dollar the customer spend. We’re watching that industry hit a trillion dollars by the end of the decade, and we’re watching 150 different marketplace development platforms, the distribution of our industry, which today is 70.1% indirect. [00:26:13] Jay McBain: We’re starting to see that number, uh, solidify in terms of marketplaces as well. Watching distributors go from that linear warehouse in a bank to this orchestration model, watching some of the biggest players as the world comes around, platforms, it tightens around the place. So Caresoft, uh, from from here is the sixth biggest distributor in the world. [00:26:40] Jay McBain: Just shows you how big the. You know, biggest client in the world is that they serve. But understand that we’re publishing the distributor 500 list, but it’ll be the same thing. That little group in blue in the middle today, you know, drives almost two thirds of the market. So what happens in all this next stage in terms of where the dollars change hands. [00:27:07] Jay McBain: And the economics of partnering themselves are going through the most radical shift that we’ve seen ever. So back to the nineties, and, and for those of you that have been channel chiefs and running programs, we went to work every day. You know, everything’s on fire. We’re trying to check hundred boxes, trying to make our program 10% better than our competitors. [00:27:30] Jay McBain: Hey, we gotta fix our deal registration program today, and our incentives are outta whack or training programs or. You know, not where they need to be. Our certification, you know, this was the life of, uh, of a channel chief. Everybody thought we were just out drinking in the Caribbean with our best partners, but we were under the weight of this. [00:27:49] Jay McBain: But something interesting has happened is that we turned around and put the customer at the middle of our programs to say that those 28 moments in green before the sale are really, really important. And the seven partners who participate are really important. Understanding. The customer’s gonna buy a seven layer stack. [00:28:09] Jay McBain: They’re gonna buy it With these seven partners, the procurement stage is much different. The growth of marketplaces, the growth of direct in some of these areas, and then long term every 30 days forever in a managed service, implementations, integrations, how you upsell, cross-sell, enrich a deal changes. So how would you build a program that’s wrapped around the customer instead of the vendor? [00:28:35] Jay McBain: And we’re starting to hear our partners shout back to us. These are global surveys, big numbers, but over half of our partners, regardless of type, are selling consulting to their customer. Over half are designing architecting deals. A third of them are trying to be system integrators showing up at those implementation integration moments. [00:28:55] Jay McBain: Two thirds of them are doing managed services, but the shocking one here is 44% of our partners, regardless of type, are coding. They’re building agents and they’re out helping their customer at that level. So this is the modern partner that says, don’t typecast me. You may have thought of me in your program. [00:29:14] Jay McBain: You might have me slotted as a var. Well, I do 3.2 things, and if I don’t get access to those resources, if you don’t walk me to that room, I’m not gonna do them with you. You may have me as a managed service provider that’s only in the morning. By the afternoon I’m coding, and by the next morning I’m implementing and consulting. [00:29:33] Jay McBain: So again, a partner’s not a partner. That Venn diagram is a very loose one now, as every partner on there is doing 3.2 different business models. And again, they’re telling us for 43 years, they said, I want more leads this year it changed. For the first time, I want to be recognized and incentivized as more than just a cash register for you. [00:29:57] Jay McBain: I want you to recognize when I’m consulting, when I’m designing, when you’re winning deals, because of my wonderful services, by the way, we asked the follow up question, well, where should we spend our money with you? And they overwhelmingly say, in the consulting stage, you win and lose deals. Not at moment 28. [00:30:18] Jay McBain: We’re not buying a pack of gum at the gas station. This is a considered purchase. You win deals from moment 12 through 16 and I’m gonna show you a picture of that later, and they say, you better be spending your money there, or you’re not gonna win your fair share or more than your fair share of deals. [00:30:36] Jay McBain: The shocking thing about this is that Microsoft, when they went to the point system, lifted two thirds of all the money, tens of billions of dollars, and put it post-sale, and we were all scratching our heads going. Well, if the partners are asking for it there, and it seems like to beat your biggest competitors, you want to win there. [00:30:54] Jay McBain: Why would you spend the money on renewal? Well, they went to Wall Street and Goldman Sachs and the people who lift trillions of dollars of pension funds and said, if we renew deals at 108%, we become a cash machine for you. And we think that’s more valuable than a company coming out with a new cell phone in September and selling a lot of them by Christmas every year. [00:31:18] Jay McBain: The industry. And by the way, wall Street responded, Microsoft has been more valuable than Apple since. So we talk in this now multiplier language, and these are reports that we write, uh, at AMIA at canals. But talking about the partner opportunity in that customer cycle, the $6 and 40 cents you can make for every dollar of consumption, or the $7 and 5 cents you can make the $8 and 45 cents you can make. [00:31:46] Jay McBain: There’s over 24 companies speaking at this level now, and guess what? It’s not just cloud or software companies. Hardware companies are starting to speak in this language, and on January 25th, Cisco, you know, probably second to Microsoft in terms of trust built with the channel globally is moving to a full point system. [00:32:09] Jay McBain: So these are the changes that happen fast. But your QBR with your partners now less about drinking beers at the hotel lobby bar and talking dollar by dollar where these opportunities are. So if you’re doing 3.2 of these things, let’s build out a, uh, a play where you can make $3 for every dollar that we make. [00:32:28] Jay McBain: And you make that profitably. You make it in sticky, highly retained business, and that’s the model. ’cause if you make $3 for every dollar. We make, you’re gonna win Partner of the year, and if you win partner of the year, that piece of glass that you win on stage, by the time you get back to your table, you’re gonna have three offers to buy your business. [00:32:51] Jay McBain: CDW just bought a w. S’s Partner of the Year. Insight bought Google’s eight time partner of the year. Presidio bought ServiceNow’s, partner of the year over and over and over again. So I’m at Octane, I’m at CrowdStrike, I’m at all these events in Vegas every week. I’m watching these partners of the year. [00:33:05] Jay McBain: And I’m watching as the big resellers. I’m watching as the GSIs and the m and a folks are surrounding their table after, and they’re selling their businesses for SaaS level valuations. Not the one-to-one service valuation. They’re getting multiples because this is the new future of our industry. This is platform economics. [00:33:25] Jay McBain: This is winning and platforms for partners. Now, like Vince, I spent 20 minutes without talking about ai, but we have to talk about ai. So the next 20 years as it plays out is gonna play out in phases. And the first thing you know to get it out of the way. The first two years since that March of 23, has been underwhelming, to say the least. [00:33:47] Jay McBain: It’s been disappointing. All the companies that should have won the biggest in AI have been the most disappointing. It’s underperformed the s and p by a considerable amount in terms of where we are. And it goes back to this. We always overestimate the first two years, but we underestimate the first 10. [00:34:07] Jay McBain: If you wanna be the point in time person and go look at that 1983 PC or the 1995 internet or that 2007 iPhone or that whatever point in time you wanna look at, or if you want to talk about hallucinations or where chat chip ET version five is version, as opposed to where it’s going to be as it improves every six months here on in. [00:34:30] Jay McBain: But the fact of the matter is, it’s been a consumer trend. Nvidia got to be the most valuable company in the world. OpenAI was the first company to 2 billion users, uh, in that amount of speed. It’s the fastest growing product ever in history, and it’s been a consumer win this trillions of dollars to get it thrown around in the press releases. [00:34:49] Jay McBain: They’re going out every day, you know, open ai, signing up somebody new or Nvidia, investing in somebody new almost every single day in hundreds of billions of dollars. It is all happening really on the consumer side. So we got a little bit worried and said, is that 96% of surround gonna work in ag agentic ai? [00:35:10] Jay McBain: So we went and asked, and the good news is 88% of end customers are using partners to work through their ag agentic strategy. Even though they’re moving slow, they’re actually using partners. But what’s interesting from a partner perspective, and this is new research that out till 2030. This is the number one services opportunity in the entire tech or telco industry. [00:35:34] Jay McBain: 35.3% compounded growth ending at $267 billion in services. Companies are rebuilding themselves, building out practices, and getting on this train and figuring out which vendors they should hook their caboose to as those trains leave the station. But it kind of plays out like this. So in the next three to five years, we’re in this generative, moving into agentic phase. [00:36:01] Jay McBain: Every partner thinks internally first, the sales and marketing. They’re thinking about their invoicing and billing. They’re thinking about their service tickets. They’re thinking about creating a business that’s 10% better than their competitors, taking that knowledge into their customers and drive in business. [00:36:17] Jay McBain: But we understand that ag agentic AI, as it’s going to play out is not a product. A couple of years ago, we thought maybe a copilot or an agent force or something was going to be the product that everybody needed to buy, and it’s not a product, it’s gonna show up as a feature. So you go back in the history of feature ads and it’s gonna show up in software. [00:36:38] Jay McBain: So if you’re calling in SMB, maybe you’re calling on a restaurant. The restaurant isn’t gonna call OpenAI or call Microsoft or call Nvidia directly. They’re running their restaurant. And they may have chosen a platform like Toast Square, Clover, whatever iPads people are running around with, runs on a platform that does everything in their business, does staffing, does food ordering, works with Uber Eats, does everything end to end? [00:37:08] Jay McBain: They’re gonna wait to one of those platforms, dries out agent AI for them, and can run the restaurant more effectively, less human capital and more consistently, but they wait for the SaaS platform as you get larger. A hundred, 150 people. You have vice presidents. Each of those vice presidents already have a SaaS stack. [00:37:28] Jay McBain: I talked about Salesforce, ServiceNow, Workday, et cetera. They’ve already built that seven layer model and in some cases it’s 70 layers. But the fact is, is they’re gonna wait for those SaaS layers to deliver ag agentic to them. So this is how it’s gonna play out for the next three and a half, three to five years. [00:37:45] Jay McBain: And partners are realizing that many of them were slow to pick up SaaS ’cause they didn’t resell it. Well now to win in this next three to half, three to five years, you’re gonna have to play in this environment. When you start looking out from here, the next generation, you know, kind of five through 15 years gets interesting in more of a physical sense. [00:38:06] Jay McBain: Where I was yesterday talking about every IOT device that now is internet access, starts to get access to large language models. Every little sensor, every camera, everything that’s out there starts to get smart. But there’s a point. The first trillionaire, I believe, will be created here. Elon’s already halfway there. [00:38:24] Jay McBain: Um, but when Bill Gates thought there was gonna be a PC in every home, and IBM thought they were gonna sell 10,000 to hobbyists, that created the richest person in the world for 20 years, there will be a humanoid in every home. There’s gonna be a point in time that you’re out having drinks with your friends, and somebody’s gonna say, the early adopter of your friends is gonna say. [00:38:46] Jay McBain: I haven’t done the dishes in six weeks. I haven’t done the laundry. I haven’t made my bed. I haven’t mowed the lawn. When they say that, you’re gonna say, well, how? And they’re gonna say, well, this year I didn’t buy a new car, but I went to the car dealership and I bought this. So we’re very close to the dexterity needed. [00:39:05] Jay McBain: We’ve got the large language models. Now. The chat, GPT version 10 by then is going to make an insane, and every house is gonna have one of the. [00:39:17] Jay McBain: This is the promise of ai. It’s not humanoid robots, it’s not agents. It’s this. 99% of the world’s business data has not been trained or tuned into models yet. Again, this is the slow moving business. If you want to think about the 99% of business data, every flight we’ve all taken in this room sits on a saber system that was put in place in 1964. [00:39:43] Jay McBain: Every banking transaction, we’ve all made, every withdrawal, every deposit sits on an IBM mainframe put in place in the sixties or seventies. 83% of this data sits in cold storage at the edge. It’s not ready to be moved. It’s not cleansed, it’s not, um, indexed. It’s not in any format or sitting on any infrastructure that a large language model will be able to gobble up the data. [00:40:10] Jay McBain: None of the workflows, none of the programming on top of that data is yet ready. So this is your 10 to 20 year arc of this era that chat bot today when they cancel your flight is cute. It’s empathetic, it feels bad for you, or at least it seems to, but it can’t do anything. It can’t book you the Marriott and get you an Uber and then a 5:00 AM flight the next morning. [00:40:34] Jay McBain: It can’t do any of that. But more importantly, it doesn’t know who you are. I’ve got 53 years of flights under my belt and they, I’m the person that get me within six hours of my kids and get me a one-way Hertz rental. You know, if there’s bad weather in Miami, get me to Tampa, get me a Hertz, I’m driving home, I’m gonna make it home. [00:40:56] Jay McBain: I’m not the 5:00 AM get me a hotel person. They would know that if they picked up the flights that I’ve taken in the past. Each of us are different. When you get access to the business data and you become ag agentic, everything changes. Every industry changes because of this around the customers. When you ask about this 35% growth, working on that data, working in traditional consulting and design and implementation, working in the $7 trillion of infrastructure, storage, compute, networking, that’s gonna be around, this is a massive opportunity. [00:41:30] Jay McBain: Services are gonna continue to outgrow products. Probably for the next five to 10 years because of this, and I’m gonna finish here. So we talked a lot about quantifying names, faces, places, and I think where we failed the most as ultimate partners is underneath the tam, which every one of our CEOs knows to the decimal point underneath the TAM that our board thinks they’re chasing. [00:41:59] Jay McBain: We’ve done a very poor job. Of talking about the available markets and obtainable markets underneath it, we, we’ve shown them theory. We’ve shown them a bunch of, you know, really smart stuff, and PowerPoint slides up the wazoo, but we’ve never quantified it for them. If they wanna win, if they want to get access, if they want to double their pipeline, triple their pipeline, if they wanna start winning more deals, if they wanna win deals that are three times larger, they close two times faster. [00:42:31] Jay McBain: And they renew 15% larger. They have to get into the available and obtainable markets. So just in the last couple weeks I spoke at Cribble, I spoke at Octane, I spoke at CrowdStrike Falcon. All three of those companies at the CEO level, main stage use those exact three numbers, three x, two x, 15%. That’s the language of platforms, and they’re investing millions and millions and millions of dollars on teams. [00:42:59] Jay McBain: To go build out the Sam Andal in name spaces and places. So you’ve heard me talk about these 28 moments a lot. They’re the ones that you spend when you buy a car. Some people spend one moment and they drive to the Cadillac dealership. ’cause Larry’s been, you know, taking care of the family for 50 years. [00:43:18] Jay McBain: Some people spend 50 moments like I do, watching every YouTube video and every, you know, thing on the internet. I clear the internet cover to cover. But the fact is, is every deal averages around these 28 moments. Your customer, there’s 13 members of the buying committee today. There’s seven partners and they’re buying seven things. [00:43:37] Jay McBain: There’s 27 things orchestrating inside these 28 moments. And where and how they all take place is a story of partnering. So a couple of years ago, canals. Latin for channel was acquired by amia, which is a part of Informa Tech Target, which is majority owned by Informa. All that being said, there’s hundreds of magazines that we have. [00:44:00] Jay McBain: There’s hundreds of events that we run. If somebody’s buying cybersecurity, they probably went to Black Hat or they probably went to GI Tech. One of these events we run, or one of the magazines. So we pick up these signals, these buyer intent signals as a company. Why did they wanna, um, buy a, uh, a Canals, which was a, you know, a small analyst firm around channels? [00:44:22] Jay McBain: They understood this as well. The 28 moments look a lot like this when marketers and salespeople are busy filling in the spots of every deal. And by the way, this is a real deal. AstraZeneca came in to spend millions of dollars on ASAP transformation, and you can start to see as the customer got smart. [00:44:45] Jay McBain: The eBooks, they read the podcasts, they listened to the events they went to. You start to see how this played out over the long term. But the thing we’ve never had in our industry is the light blue boxes. This deal was won and lost in December. In this particular case, NTT software won and Yash came in and sold the customer five projects. [00:45:07] Jay McBain: The millions of dollars that were going to be spent were solved here. The design and architecture work was all done here. A couple of ISVs You see in light blue came in right at the end, deal was closed in April. You see the six month cycle. But what if you could fill in every one of the 28 boxes in every single customer prospect that your sales and marketing team have? [00:45:30] Jay McBain: But here’s the brilliance of this. Those light blue boxes didn’t win the deals there. They won the deals months before that. So when NTT and Software one walked into this deal. They probably won the deal back in October and they had to go through the redlining. They had to go through the contracting, they had to go through all the stuff and the Gantt chart to get started. [00:45:54] Jay McBain: But while your CMO is getting all excited about somebody reading an ebook and triggering an MQL that the sales team doesn’t want, ’cause it’s not qualified, it’s not sales qualified, you walk in and say, no, no. This is a multimillion deal, dollar deal. It’s AstraZeneca. I know the five partners that are coming in in December to solidify the seven layers, and you’re walking in at the same time as the CMOs bragging about an ebook. [00:46:21] Jay McBain: This changes everything. If we could get to this level of data about every dollar of our tam, we not only outgrow our competitors, we become the platforms of the next generation. Partnering and ultimate partnering is all here. And this is what we’re doing in this room. This is what we’re doing over these couple of days, and this is what, uh, the mission that Vince is leading. [00:46:43] Jay McBain: Thank you so much. [00:46:47] Vince Menzione: Woo. Day in the house. Good to see you my friend. Good to see you. Oh, we’re gonna spend a couple minutes. Um, I’m put you in the second seat. We’re gonna put, we’re gonna make it sit fireside for a minute. Uh, that was intense. It was pretty incredible actually, Jay. And so I’m, I think I wanna open it up ’cause we only have a few minutes just to, any questions? [00:47:06] Vince Menzione: I’m sure people are just digesting. We already have one up here. See, [00:47:09] Question: Jay knows I’m [00:47:10] Vince Menzione: a question. I love it. We, I don’t think we have any I can grab a mic, a roving mic. I could be a roving mic person. Hold on. We can do this. This is not on. [00:47:25] Vince Menzione: Test, test. Yes it is. Yeah. [00:47:26] Question: Theresa Carriol dared me to ask a question and I say, you don’t have to dare me. You know, I’m going to Anyway. Um, so Jay, of the point of view that with all of the new AI players that strategic alliances is again having a moment, and I was curious your point of view on what you’re seeing around this emergence and trend of strategic alliances and strategic alliance management. [00:47:52] Question: As compared to channel management. And what are you seeing in terms of large vendors like AWS investing in that strategic alliance role versus that channel role training, enablement, measurement, all that good stuff? [00:48:06] Jay McBain: Yeah, it’s, it’s a great question. So when I told the story about toast at the restaurant or Square or Clover, they’re not call, they’re not gonna call open AI or Nvidia themselves either. [00:48:17] Jay McBain: When you look out at the 250,000 ISVs. That make up this AI stack, there is the layers that happen there. So the Alliance with AWS, the alliance they have with Microsoft or Google is going to be how they generate agent AI in their platforms. So when I talk about a seven layer stack, the average deal being seven layers, AI is gonna drive this to nine, and then 11, then probably 13. [00:48:44] Jay McBain: So in terms of how alliances work, I had it up there as one of the five core strategies, and I think it’s pretty even. You can have the best alliances in the world, but if the seven partners trusted by the customer don’t know what that alliance is and the benefits to the customer and never mention it, it’s all for Naugh. [00:49:00] Jay McBain: If you’re go-to market, you’re co-selling, your co-marketing strategies are not built around that alliance. It’s all for naught. If the integration and the co-innovation, the co-development, the all the co-creation work that’s done inside these alliances isn’t translated to customer outcomes, it’s all for naugh. [00:49:17] Jay McBain: These are all five parallel swim lanes. All five are absolutely critically needed. And I think they’re all five pretty equally weighted in terms of needing each other. Yes. To be successful in the era of platforms. Yeah. [00:49:32] Vince Menzione: And the problem is they’re all stove pipe today. If, if at all. Yeah. Maintained, right. [00:49:36] Vince Menzione: Alliances is an example. Channels and other example. They don’t talk to one another. Judge any, we’ve got a mic up here if anybody else has. Yep. We have some questions here, Jacqueline. [00:49:51] Question: So when we’re developing our channel programs, any advice on, you know, what’s the shift that we should make six months from now, a year from now? The historical has been bronze, silver, gold, right? And you’ve got your deal registration, but what’s the future look like? [00:50:05] Jay McBain: Yeah, so I mean, the programs are, are changing to, to the point where the customer should be in the middle and realizing the seven partners you need to win the deal. [00:50:15] Jay McBain: And depending on what category of product you’re in, security, how much you rely on resell, 91.6%. You know, the channel partners are gonna be critical where the customer spends the money. And if you’re adding friction to that process, you’re adding friction in terms of your growth. So you know, if you’re in cybersecurity, you have to have a pretty wide open reseller model. [00:50:39] Jay McBain: You have to have a wide open distribution model, and you have to make sure you’re there at that point of sale. While at the same time, considering the other six partners at moment 12 who are in either saying nice things about you or not, the customer might even be starting with you. ’cause there is actually one thing that I didn’t mention when I showed the 28 moments filled in. [00:51:00] Jay McBain: You’ll notice that the customer went to AWS twice direct. AWS lost the deal. Microsoft won the deal software. One is Microsoft’s biggest reseller in the world. They just acquired crayon. NTT who, who loves both had their Microsoft team go in. [00:51:18] Question: Mm. [00:51:19] Jay McBain: So I think that they went to AWS thinking it was A-W-S-S-A-P, you know, kind of starting this seven layer stack. [00:51:25] Jay McBain: I think they finished those, you know, critical moments in the middle looking at it. And then they went back to AWS kind of going probably WWTF. Yeah. What we thought was happening isn’t actually the outcome that was painted by our most trusted people. So, you know, to answer your question, listen to your partners. [00:51:43] Jay McBain: They want to be recognized for the other things they’re doing. You can’t be spending a hundred percent of the dollars at the point of sale. You gotta have a point of system that recognizes the point of sale, maybe even gold, silver, bronze, but recognizing that you’re paying for these other moments as well. [00:51:57] Jay McBain: Paying for alliances, paying for integrations and everything else, uh, in the cyber stack. And, um, you know, recognizing also the top 1000. So if I took your tam. And I overlaid those thousand logos. I would be walking into 2026 the best I could of showing my company logo by logo, where 80% of our TAM sits as wallet share, not by revenue. [00:52:25] Jay McBain: Remember, a million dollar partner is not a million dollar partner. One of them sells 1.2 million in our category. We should buy them a baseball cap and have ’em sit in the front row of our event. One of them sells $10 million and only sells our stuff if the customer asks. So my company should be looking at that $9 million opportunity and making sure my programs are writing the checks and my coverage. [00:52:48] Jay McBain: My capacity and capability planning is getting obsessed over that $9 million. My farmers can go over there, my hunters can go over here, and I should be submitting a list of a thousand sorted in descending order of opportunity. Of where my company can write program dollars into. [00:53:07] Vince Menzione: Great answer. All right. I, I do wanna be cognizant of time and the, all the other sessions we have. [00:53:14] Vince Menzione: So we’ll just take one other question if there are any here and if not, we’ll let I know. Jay, you’re gonna be mingling around for a little while before your flight. I’m [00:53:21] Jay McBain: here the whole day. [00:53:22] Vince Menzione: You, you’re the whole day. I see that Jay’s here the whole day. So if you have any other questions and, and, uh, sharing the deck is that. [00:53:29] Vince Menzione: Yep. Alright. We have permission to share the deck with the each of you as well. [00:53:34] Jay McBain: Alright, well thank you very much everyone. Jay. Great to have you.

As the year wraps up, we are replaying some of our favorite conversations from 2025, including this one!Customer lifetime value is a critical KPI, but with customer acquisition costs rapidly rising, what can brands do to successfully build long-term value for the business?Agility requires seeing past vanity metrics to the durable value hidden in customer relationships. When customer acquisition costs climb and privacy affects easy targeting, only nimble brands—those that align teams, data, and KPIs around lifetime value—stay ahead.All of this (and a few more things) are discussed in the recently-released Klaviyo B2C Report. To discuss it, I'd like to welcome Jamie Domenici, CMO at Klaviyo. About Jamie Domenici Jamie is Chief Marketing Officer at Klaviyo, the only CRM built for consumer brands. She has served as the Chief Marketing Officer since August 2023. With more than 20 years of experience in SaaS Marketing, Jamie has become a pioneer in SMB Marketing and a champion for small businesses. Prior to Klaviyo, Jamie served as the CMO of GoTo, a provider of SaaS and cloud- based remote work tools for collaboration and IT management, and before that, she held various marketing leadership positions at Salesforce for over ten years. Jamie holds a B.A. in International Relations from California State University, Chico. Jamie lives in the San Francisco Bay Area with her husband and two daughters. Jamie Domenici on LinkedIn: https://www.linkedin.com/in/jdomenici/ Resources Klaviyo: https://www.klaviyo.com The Agile Brand podcast is brought to you by TEKsystems. Learn more here: https://www.teksystems.com/versionnextnow Catch the future of e-commerce at eTail Palm Springs, Feb 23-26 in Palm Springs, CA. Go here for more details: https://etailwest.wbresearch.com/ Enjoyed the show? Tell us more at and give us a rating so others can find the show at: https://ratethispodcast.com/agileConnect with Greg on LinkedIn: https://www.linkedin.com/in/gregkihlstromDon't miss a thing: get the latest episodes, sign up for our newsletter and more: https://www.theagilebrand.showCheck out The Agile Brand Guide website with articles, insights, and Martechipedia, the wiki for marketing technology: https://www.agilebrandguide.com The Agile Brand is produced by Missing Link—a Latina-owned strategy-driven, creatively fueled production co-op. From ideation to creation, they craft human connections through intelligent, engaging and informative content. https://www.missinglink.company

Highlights of interviews with Toby Espinosa, Vice President of Ads at DoorDash, discussing scaling a startup into a global marketplace and the future of retail media innovation, and Doug Zarkin, Chief Marketing Officer at Take 5 Oil Change and former CMO of Pearle Vision, exploring emotional branding through authenticity and creativity. Hosted on Acast. See acast.com/privacy for more information.

Is SEO actually dead? Daniel sits down with Tifenn Dano Kwan, CMO of Amplitude, to unpack how AI search and LLMs are fundamentally changing how buyers discover, evaluate, and choose brands. They break down why traditional traffic is declining and how brand is finally becoming a measurable performance lever. Tifenn shares real data from Amplitude, explains what AI visibility actually tracks, and reveals how CMOs should rethink funnels, content, and metrics heading into 2026. You'll also learn: Why SEO isn't dead, but diversification is mandatory How AI visibility works and what it really measures The new metrics CMOs should track beyond traffic If you're a Marketer wondering how to show up in ChatGPT, Claude, Google AI Overviews, and beyond (without sacrificing pipeline), this episode is for you.  Follow Tifenn: LinkedIn: https://www.linkedin.com/in/tifenndano/ Follow Daniel: LinkedIn: https://www.linkedin.com/in/daniel-murray-marketing/ Sign up for The Marketing Millennials newsletter: https://themarketingmillennials.com/ Daniel is a Workweek friend, working to produce amazing podcasts. To find out more, visit: https://workweek.com/

Ever wonder what it really takes to pull off a 220-person luxury wealth-building event at a five-star hotel?In this behind-the-scenes episode, Barbara hands the mic to her fractional CMO and Minted Wealth Live emcee, Whitney Abraham, for a raw, hilarious, and deeply honest conversation about the biggest event of her career.They unpack the magic of Minted Wealth Live 2026, the moments that took her breath away, and the chaos that happened behind the scenes. Think speaker cancellations, vendor mishaps, QR code nightmares, and all the divine timing that made the event unforgettable.If you're curious about event hosting, scaling wealth-focused experiences, building community, or just want to hear the real story behind a seven-figure event… this episode is packed with inspiration, strategy, and so many laugh-out-loud moments.Tune in to Hear:The emotional moment Barbara realized she filled a 220-person roomWhat actually went wrong behind the scenes that no one noticedHow a last-minute speaker cancellation turned into something betterThe QR code disaster that could've cost a million in mastermind salesHow vendors did not deliver and how the team fixed it in minutesThe magic of watching attendees build lifelong business connectionsWhy choosing a luxury venue was the smartest event decisionHow they designed a sponsorship experience that converts without feeling salesyWhat Barbara is doing now to recover, reset, and dream up 2026How To Get Involved:Life-Changing Money is a podcast all about money. We share stories of how money has impacted and radically changed the lives of others—and how it can do the same for you.Your host, Barbara Schreihans (pronounced ShREE-hands) is the founder and CEO of Your Tax Coach, and the creator of the Write Off Your Life Course. She is a top tax strategist, business coach, and expert in helping business owners and high-net-worth individuals save millions in taxes while increasing profits.When she's not leading her team, coaching clients, or dreaming up new goals for her company, you can find her drinking coffee, hanging out with her family, and traveling the world.Grab a cup of coffee and become inspired as we hear from those who have overcome and are overcoming their self-limiting beliefs and money mindsets!Do you have a burning question that you'd love to hear answered on a future show?Please email it to: podcast@yourtaxcoach.bizSign Up For Our NewsletterLife Changing Money PodcastGet Tax Help!

This episode is sponsored by Lightstone DIRECT. Lightstone DIRECT invites you to partner with a $12B AUM real estate institution as you grow your portfolio. Access the same single-asset multifamily and industrial deals Lightstone pursues with its own capital – Lightstone co-invests a minimum of 20% in each deal alongside individual investors like you. You're an institution. Time to invest like one. _____________ What if a life-altering accident on the beach redirected your entire career, and a mental health crisis became the catalyst for resilient leadership? In this inspiring episode of Bootstrap MD, Dr. Mike Woo-Ming welcomes Dr. Scott Ellner, as he shares his journey from witnessing a roadside trauma that sparked his path to medicine, to practicing in New England, facing burnout and suicidal thoughts, and pivoting to executive roles like leading Integris Health Medical Group. Drawing from surfing metaphors, he discusses mental health stigma, the addiction to identity, finding purpose beyond the OR, and practical tips for physicians navigating pivots, startups, and leadership in chaotic healthcare. Perfect for doctors feeling stuck or seeking nonclinical transitions, this conversation offers hope, transparency, and actionable insights on grit, resilience, and reaching out. Three Actionable Takeaways:   Embrace Mental Health Openly: Physicians face immense stressors—discuss it like physical health. If you're in crisis (e.g., burnout, cynicism), reflect on purpose: "What intimidates me motivates me." Reach out to a trusted person; a simple "Are you okay?" can save lives, as it did for Scott during a dark night on call. Redefine Purpose Beyond Identity: Don't tie your worth to "surgeon" or "physician"—identity addiction fuels burnout. Pivot by exploring passions (e.g., leadership, startups); spend time journaling or in "executive residencies" to learn business acumen, funding pitches, and health system buy-in for new ventures. Use Surfing as a Leadership Metaphor: Adversity builds grit. Paddle through discomfort like cold water or wetsuits. In healthcare chaos (post-COVID), lead by contributing meaningfully; for pivots, seek VC insights on exit strategies and physician influence (e.g., CMO buy-in) to make ideas stick. About the Show: Bootstrap MD is the ultimate podcast for physician entrepreneurs looking to escape traditional healthcare and control their financial futures. Hosted by Dr. Mike Woo-Ming, a successful physician, entrepreneur, and investor, the show delivers actionable insights on starting businesses, creating passive income, and navigating healthcare entrepreneurship. Featuring interviews with industry leaders, physicians, and experts in telemedicine and digital health, it's your guide to building a profitable, fulfilling career.  Tune in weekly at  http://bootstrapmd.com  About the Guest: Dr. Scott Ellner is a former general and trauma surgeon, now President of Integris Health Medical Group in Oklahoma City. A leadership strategist and TEDx speaker, he transitioned from clinical practice after a mental health crisis, drawing from surgery, surfing, and executive roles to help physicians combat burnout and lead sustainably. He's the author of Wipe Out, Rise Up: A Practical and Deeply Human Guide to Leadership, Grit, and Redefining Success in Medicine.  

Follow optYOUmize Podcast with Brett Ingram: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ | ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠YouTube⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ | ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Instagram⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ | ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Facebook⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ | ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Website⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Summary Brett Ingram speaks with Angela Frank, a fractional CMO and marketing consultant, about the intricacies of marketing for entrepreneurs. They discuss Angela's journey from an Etsy shop owner to a successful marketing strategist, common misconceptions in digital marketing, effective advertising strategies, the importance of customer feedback, and emerging trends in the marketing landscape. Angela emphasizes the need for a unique marketing approach tailored to each business and the significance of viewing marketing as an evolving ecosystem. Chapters 00:00 Introduction to Marketing and Entrepreneurship 02:58 Angela Frank's Journey in Marketing 05:54 Common Misconceptions in Digital Marketing 08:42 Advertising Strategies and Insights 11:29 Understanding Profitability in Ads 14:13 The Importance of Targeting in Advertising 17:25 Building a Marketing Ecosystem 20:10 Leveraging Customer Feedback 22:45 Emerging Trends in Marketing 25:39 Final Thoughts and Tips for Success #digitalmarketing #advertisingstrategies #personaldevelopment #entrepreneurship #optyoumize #brettingram #entrepreneurpodcast #podmatch Learn more about your ad choices. Visit megaphone.fm/adchoices

In an era where foot traffic is down and macroeconomic pressures are mounting, restaurant brands can no longer rely on "better ingredients" alone to win. Jennifer Kern, CMO at Qu, joins Caleb Clark to pull back the curtain on why the modern CMO must bridge the gap between marketing, operations, and technology. From reducing tech debt to leveraging edge computing for "always-on" stability, this episode is a masterclass in building a unified commerce foundation that drives bottom-line profitability

This week, the FratChat Bros do something truly unprecedented: they sit down, crack open their emotional journals, and apologize for some of the meanest things they've said this season. In the main segment, We're Sorry, the guys run through a wildly unfiltered (and occasionally unhinged) list of apologies—ranging from aging boy-band comparisons, Corey Feldman slander, presidential fat jokes, and yes… even you, the listener arguing in the car right now. It's part self-reflection, part roast, part group therapy session that absolutely should not be covered by insurance. Growth is happening. Probably. Then it's back to classic FratChat chaos with Emails From the Listeners, including an Applebee's birthday dinner that ended in betrayal, public humiliation, and a manager comping every table except one, plus a married listener wondering if yelling-then-banging counts as healthy conflict resolution. In the news, we break down how posting your boarding pass online can literally get your flight canceled, react to a woman marrying an AI chatbot (credit to CNN), and cover a jaw-dropping Tennessee story involving a school board member arrested again for indecent exposure (credit to ReichWingWatch). Equal parts funny, horrifying, and “how is this real life,” this episode has everything—except shame. We already used it all up. Got a question, comment or topic for us to cover? Let us know! Send us an email at fratchatpodcast@gmail.com or follow us on all social media: Instagram: http://Instagram.com/FratChatPodcast Facebook: http://Facebook.com/FratChatPodcast Twitter: http://Twitter.com/FratChatPodcast YouTube: http://YouTube.com/@fratchatpodcast Follow Carlos and CMO on social media! Carlos:  IG: http://Instagram.com/CarlosDoesTheWorld YouTube: http://YouTube.com/@carlosdoestheworld TikTok: http://TikTok.com/@carlosdoestheworld Twitter: http://Twitter.com/CarlosDoesWorld Threads: http://threads.net/carlosdoestheworld Website: http://carlosgarciacomedy.com Chris ‘CMO' Moore:  IG: http://Instagram.com/Chris.Moore.Comedy TikTok: http://TikTok.com/@chris.moore.comedy Twitter: http://Twitter.com/cmoorecomedy Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

SHOW NOTES:In this practical, high-energy episode, Matt Zaun talks with Sean Garner, StoryBrand–certified marketer and founder of Sean Garner Consulting, about cutting through today's 10,000-messages-a-day noise with a simple idea: clarity beats clever. They break down how to build messaging that wins attention, creates qualified demand, and turns “we do X” into “we solve your problem.”In this episode, they cover:✅ The StoryBrand core — 7 talking points that become your “verbal brand guidelines” for every email, website, and pitch.✅ Consistency that compounds — Be relentlessly consistent about the problem you solve, not the services you sell.✅ When prospects don't know their problem — Lead with the pain, then educate on your unique solution....and much more!BIO:Sean Garner is a StoryBrand–certified coach and founder of Sean Garner Consulting, a marketing agency for local service and professional brands that want to dominate their market, not just add a few leads. His team builds message-driven websites, funnels, SEO, and provides fractional CMO support.Matt Zaun is a strategic storytelling expert, keynote speaker, and author of The StoryBank. He helps leaders use story to build culture, strengthen sales, and speak with impact.

A CMO Confidential Interview with Kate Bullis and David Wiser, Managing Partners and Global Marketing Practice Leaders for ZRG Partners. Kate and David translate their extensive search experience to classify common mistakes into "movie themes" and share tips on how to recognize if you are directing or reading for a part in a disaster film. From "Play It Again, Sam," to "No, No, It's Really A CMO Role!" to "Death by Committee!" they describe the all-too-familiar plotlines and how to tear apart the hype from the facts. Hints: Look at the dashboard, listen to the questions and beware of the "Hands on the keyboard" role. Tune in to hear why companies should focus on outcomes versus qualifications and why you should always check your Zoom background. What are the five bad “movies” CEOs and boards keep remaking when they hire CMOs—and how do you avoid starring in one? Mike Linton sits down with ZRG Partners' Kate Bullis and David Wiser to unpack 2025's CMO market, why early-stage hiring should rebound, and how capital and IPO activity reset expectations from “profit at all costs” back to growth. They break down the most common failure modes—chasing a playbook, hiring an “orchestra,” titling a demand-gen job as “CMO,” forcing marketing to “stay in its lane,” and letting committees kill momentum—and the exact questions candidates and CEOs should ask to surface scope, KPIs, authority, and alignment.You'll hear red flags like “hands-on keyboard,” why the KPI dashboard effectively *is* the job description, and how cross-functional interviews reveal whether a CMO will be a strategist or an order taker. David and Kate close with urgency discipline for searches and a three-year business-back plan for defining the role.CMO Confidential, Mike Linton, ZRG Partners, Kate Bullis, David Wiser, CMO hiring, marketing leadership, executive search, CEO, board of directors, hiring mistakes, KPI dashboard, hands-on-keyboard, demand generation, brand vs performance, org design, stay in your lane, death by committee, playbook vs framework, 2025 job market, private equity, IPOs, marketing strategy, B2B marketing, growth vs profitability---Chapters00:00 – Welcome & show setup01:08 – Meet Kate Bullis & David Wiser (ZRG Partners)01:32 – 2025 CMO job market outlook02:56 – Where hiring rebounds first (startups vs. public)04:24 – From profitability snapback to growth focus05:35 – Theme 1: “Play it again, Sam” (playbook thinking)06:48 – Frameworks over playbooks: why “fetch” fails08:16 – KPIs as the real scope: the dashboard test10:08 – Theme 2: “I want the orchestra” (do-it-all CMO)12:44 – Red flag: “hands-on keyboard” and checkbox hiring14:19 – Theme 3: “No, really, it's a CMO role” (but it's demand gen)15:31 – B2B trap: title inflation and scope mismatch18:25 – Measure what matters: aligning title, work, and KPIs19:00 – Theme 4: “Stay in your lane” (the Yes Center)20:20 – Sales/product-driven constraints and influence22:00 – Theme 5: “Death by committee” (misalignment & vetoes)23:18 – Fixing alignment: who decides and how25:26 – Why bad movies still get made: urgency and drift27:54 – The other mistake: lack of urgency in searches28:43 – Funniest recruiting moments (Zoom era)30:21 – Practical advice: define the next 3 years, then the role31:29 – Wrap and where to listenSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

In this episode of The Fractional CMO Show, Casey opens up a raw coaching call with people who aren't fractional CMOs yet—but want to be. These are agency owners tired of the hamster wheel, strategists stuck doing execution, and full-time employees wondering if this fractional thing is actually real.    Casey coaches through real deals happening this week: Eric transitioning from agency to targeting private equity exits, Roxy discovering clients keep telling her she's a "really strong strategist" but she's drowning in execution, Paul pitching a $30M company, and Ernesto trying to find IVF clinic owners who want marketing leadership instead of just need it. The conversation cuts through the noise—stop pitching, stop discounting, start having curious conversations that make fractional CMO services the obvious solution. Key Topics Covered: -The 3-5 client rule: Three is ideal—more clients means mixing up names like dating multiple people at once  -Financial structure: Client pays your fee directly (~$9,700 of $10K), then separately pays for the team you build  -Luxury pricing: They should say "that makes sense" not "can you discount?"  -Warm outreach: Share your shift, ask "who should I meet?" not "will you hire me?"  -The exit conversation: Surface if they're selling in 2 years—they won't tell their team but they'll tell you  -Never pitch, discover: Ask questions until fractional CMO is obvious, then "what questions do you have?"  -Agency owners can transition without shutting down—fractional work is separate  -Discounting kills relationships: Clients who negotiate once nickel-and-dime forever  -Find people who want to grow: Show them you're the bridge—they don't need to know fractional CMO exists yet

Aubrey Masango chats with Moira Mazibuko, Founder and CMO of Moira Media, about her career journey, innovative approach, and future plans. They dive into what drives her creativity, balancing strategy and execution, and her aspirations for the business. The Aubrey Masango Show is presented by late night radio broadcaster Aubrey Masango. Aubrey hosts in-depth interviews on controversial political issues and chats to experts offering life advice and guidance in areas of psychology, personal finance and more. All Aubrey’s interviews are podcasted for you to catch-up and listen. Thank you for listening to this podcast from The Aubrey Masango Show. Listen live on weekdays between 20:00 and 24:00 (SA Time) to The Aubrey Masango Show broadcast on 702 https://buff.ly/gk3y0Kj and on CapeTalk between 20:00 and 21:00 (SA Time) https://buff.ly/NnFM3Nk Find out more about the show here https://buff.ly/lzyKCv0 and get all the catch-up podcasts https://buff.ly/rT6znsn Subscribe to the 702 and CapeTalk Daily and Weekly Newsletters https://buff.ly/v5mfet Follow us on social media: 702 on Facebook: https://www.facebook.com/TalkRadio702 702 on TikTok: https://www.tiktok.com/@talkradio702 702 on Instagram: https://www.instagram.com/talkradio702/ 702 on X: https://x.com/Radio702 702 on YouTube: https://www.youtube.com/@radio702 CapeTalk on Facebook: https://www.facebook.com/CapeTalk CapeTalk on TikTok: https://www.tiktok.com/@capetalk CapeTalk on Instagram: https://www.instagram.com/ CapeTalk on X: https://x.com/CapeTalk CapeTalk on YouTube: https://www.youtube.com/@CapeTalk567 See omnystudio.com/listener for privacy information.

This week, Jason is joined by Olivia Ferney, better known online as Travel with Livii, one of the fastest growing voices in the travel creator space! Olivia has built a loyal audience by doing something many luxury and event experts don't do - giving honest realistic breakdowns and unfiltered discussions of what travel actually costs and the many nuances of luxury travel. Olivia shares how the most powerful, wealthiest and famous travelers are traveling with full transparency to the price tags and all the crazy requests. She has been going viral the last six months or so for her transparency and was just covered in full by the New York Times, CMO of Top Tier Travel.  Olivia dives into the behind-the-scenes of her viral videos reenacting outrageous client calls, what truly makes a great client for Top Tier Travel, and what's included in their Concierge Plus program. She breaks down the types of clients she won't take on, why she refuses influencer negotiations, and the most common scams people attempt to pull. Olivia also shares how close she becomes with Concierge Plus clients, how she navigates NDAs while still telling compelling stories, and the realities of the Top Tier Travel business model. She discusses where she actually recommends people go skiing, where the most expensive travel really happens, and the most outrageous request she's received to date. Olivia opens up about her commitment to transparency with clients, her perspective on the private jet industry, her role as a mediator, what she's learned from working with ultra-wealthy travelers, her goals for the business and earnings heading into 2026, and the practical travel advice she gives everyone—luxury or not. Olivia reveals all this and so much more in another episode you can't afford to miss! Host: Jason Tartick Co-Host: David Arduin Audio: John Gurney Guest: Olivia Ferney Stay connected with the Trading Secrets Podcast!  Instagram: @tradingsecretspodcast  Youtube: Trading Secrets Facebook: Join the Group  All Access: Free 30-Day Trial  Trading Secrets Steals & Deals! Quince: From Mongolian cashmere sweaters to Italian wool coats, Quince pieces are crafted from premium materials and built to hold up without the luxury markup. Get your wardrobe sorted and your gift list handled with Quince. Don't wait! Go to Quince.com/tradingsecrets for free shipping on your order and 365-day returns. Now available in Canada, too. Upwork: Instead of spending weeks sorting through random resumes, Upwork Business Plus sends a curated shortlist of expert talent to your inbox in hours. Trusted, top-rated freelancers vetted for skills and reliability.... and rehired by businesses like yours. Right now, when you spend $1,000 on Upwork Business Plus, you'll get $500 in credit. Go to Upwork.com/SAVE now and claim the offer before 12/31/2025. Nutrafol: Nutrafol is the #1 dermatologist-recommended hair growth supplement brand, trusted by over one and half million people. See thicker, stronger, faster-growing hair with less shedding in just 3-6 months. Give the gift of confidence this holiday season with Nutrafol. For $10 off your first month's subscription plus free shipping, go to Nutrafol.com  and use promo code TRADINGSECRETS. Function Health: Own your health for $365 a year. That's a dollar a day. Learn more and join by visiting www.functionhealth.com/TRADINGSECRETS or use gift code TRADINGSECRETS25 for a $25 credit towards your membership. YouTube Title: Needs to be 100 characters or less Mark Notarainni: EVP & GM of Intuit Consumer Group, discusses prioritization, adaptability, and AI innovation.

OpenSea, CMO, Adam Hollander reveals the high-stakes roadmap to transform the world's leading NFT marketplace into a frictionless, universal hub for the entire onchain economy. From flipping digital land to becoming CMO for OpenSea, Adam Hollander shares his vision for the future of digital ownership. After surviving the NFT boom and bust, OpenSea is staging a major comeback by broadening its scope to every digital asset through a complete platform rebuild. He outlines a roadmap to transform OpenSea from a simple marketplace into a universal interface for the entire on-chain economy, abstracting away backend complexity to serve as the primary gateway for all digital culture and trade. - Links mentioned from the podcast: Adams's Twitter  OpenSea Website -Follow us on Twitter:  Sam Ewen, CoinDesk - From our sponsor: Check out CoinDesk's research report on GoPlus Security at: https://www.coindesk.com/research/protocol-research-goplus-security - "Gen C" features host Sam Ewen. Executive produced by Uyen Truong.

Very few brands have reinvented themselves as successfully, or as culturally, as Coach. On this week's episode, Jim sits down with Joon Silverstein, Chief Marketing Officer of Coach, to unpack the bold transformation behind one of fashion's most compelling modern growth stories. Coach is part of Tapestry, Inc., the New York–based global house of iconic accessory and lifestyle brands that also includes Kate Spade. This past fiscal year, Tapestry achieved a record $7 billion in revenue, driven largely by double-digit growth at Coach — a powerful signal of the brand's renewed momentum and relevance.Joon's impact at Coach spans more than a decade. She joined the brand in 2014 as SVP of Global Customer Experience, went on to lead digital, creative, sustainability, and North America marketing, and ultimately founded Coachtopia: Coach's groundbreaking circular sub-brand built with and for Gen Z. As we close out the year and head into the holiday season, this conversation feels especially timely. It's about courage, confidence, creativity, and what it really means to build brands — and careers — that stand for something meaningful.---Learn more, request a free pass, and register at https://www.iab.com/Promo Code for $500 off ticket prices: ALMCMOPOD26---This week's episode is brought to you by Deloitte, TransUnion and the IAB.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Many clinicians quietly wonder if there's a “next chapter” beyond the hospital walls, and an increasing number are stepping into health tech roles that didn't exist a decade ago.Dr. Reena Pande has lived that shift firsthand: from cardiologist at a top academic center, to early employee and CMO at AbleTo, to now leading clinician executive search at Oxeon. She joins us to unpack what it really takes for clinicians to succeed in startups, why these roles matter more than ever, and how AI is reshaping both medical training and leadership.We cover:

My guest today is Lisa Harrup Mieuli. She's the CMO of Gigamon, the company leading the way in deep observability and network visibility for today's hybrid cloud world.Lisa brings more than two decades of experience building and scaling global marketing engines at companies like Tenable, Nimble Storage, and Symantec. She's known for designing high-impact programs that drive measurable growth, elevate brand awareness, and unite teams around clear business outcomes.From navigating the evolving intersection of cybersecurity and marketing to leading through transformation, Lisa brings a rare blend of strategic clarity and creative energy, the kind that turns complexity into momentum.

OpenSea, CMO, Adam Hollander reveals the high-stakes roadmap to transform the world's leading NFT marketplace into a frictionless, universal hub for the entire onchain economy. From flipping digital land to becoming CMO for OpenSea, Adam Hollander shares his vision for the future of digital ownership. After surviving the NFT boom and bust, OpenSea is staging a major comeback by broadening its scope to every digital asset through a complete platform rebuild. He outlines a roadmap to transform OpenSea from a simple marketplace into a universal interface for the entire on-chain economy, abstracting away backend complexity to serve as the primary gateway for all digital culture and trade. - Links mentioned from the podcast: Adams's Twitter  OpenSea Website -Follow us on Twitter:  Sam Ewen, CoinDesk - From our sponsor: Check out CoinDesk's research report on GoPlus Security at: https://www.coindesk.com/research/protocol-research-goplus-security - "Gen C" features host Sam Ewen. Executive produced by Uyen Truong.

Alan Beggs, PhDDirector of the Manton Center for Orphan Disease ResearchSir Edwin and Lady Manton Professor of Pediatrics, Boston Children's HospitalHarvard Medical School, Boston, MA, USAThe challenges that you've heard about are real. Some of them I think we could have foreseen others. There was no way to know until we actually started treating patients in clinic. But we now know that there are immune responses and also responses just to the viral load. As Julie mentioned, we're giving massive doses to these patients on the order of one times ten to the 14 viral genomes per kilogram.Think about the fact that when these capsids are manufactured, there's a certain percentage of empty capsid. The amount of protein that's being delivered to these patients can be massive. One of the approaches to mitigate some of the risk would be to lower the dose. While early studies demonstrated that in order to get adequate delivery to skeletal muscle, you need to give these very large doses. But what if we could engineer a viral capsid that would be potent at lower doses?There has been quite a bit of research in this area that's ongoing, and some new next generation vectors that are just starting to enter the clinic. In particular, there are a class of Myotropic viral vectors or capsids so-called RGD vectors. RGD refers to arginine, glycine, and aspartic acid, which are three residues which, when present at a particular point in the viral capsid proteins interact with integrin receptors that are specific for skeletal muscle. These viral capsids home to skeletal muscle and can deliver their genetic payload at much lower doses. There was one group of these developed in Germany by Theo Grimm's lab.These were the so-called AAV Myos, and simultaneously in Boston at the Broad Institute, a group of capsids was developed that were called Myo AAV. These were both based off of an AAV nine backbone. It's basically an AAV nine legacy vector with these three amino acids changed. Now Solid Biosciences also has their own independently derived vector that I believe is also an RGD vector. These vectors give us the potential then for more efficient and specific delivery to muscle cells.They may or may not target the liver depending on the particular virus. Some of them the risk to the liver is mitigated by delivering a lower dose. You can also develop these vectors in a way that will be liver targeted, that specifically less of it gets delivered to the vectors. These would be really, in my mind potentially third generation vectors.Strategies, there are a number of strategies. You heard about the immunomodulation regimens. I just talked about optimizing vector design. Also, Doctor Parsons mentioned earlier the fact that where you deliver so zolgensma is delivered Intrathecally. We get it to the place we need it, and we're less likely to have off target effects through other tissues.Then improved manufacturing is very important. I mentioned the fact that every viral preparation contains empty capsids. There are ways to minimize the production of empty capsids, and also effective ways to filter out and remove those empty capsids. This is actually a very important aspect that is being developed further by the CMO community. Then in summary, I think it's important to take a holistic approach when we're thinking about the development of AAV based gene therapies for neuromuscular disease.It starts from the fact that for any given disease we're interested in, we need to define the genetic etiology. Since these are gene directed therapies. We need to pay careful attention to the preclinical animal models. How accurately do they really reflect the human condition? Or are there potentially responses in our human patients that we haven't experienced in the animals? It's important to understand the natural history and the patient population.Recognize that there's extensive heterogeneity, not just in age and severity, but also potentially in underlying susceptibilities in our patients. We have a group of toxicities that we know about and can anticipate. But as Julie was saying, you need to be really careful and think about any potential unexpected SAEs. And then finally I mentioned the manufacturing aspect, the development of newer vectors and quality control aspects that go into making a safe and effective therapeutic.In the next part. Doctor Parsons will discuss clinical safety and efficacy observed in AAV mediated gene therapy programs in DMD, SMA, and XLMTM.

What if the real trap is not working hard, it is spending your best years building someone else's empire with money you do not even trust?Mike Peterson sits down with Efrat Fenigson (@efenigson) during Bitcoin Historico for a blunt conversation about the fiat system, corporate life, and why “growth for growth's sake” eventually stops making sense. Efrat explains how years of being great at driving revenue for other people pushed her toward a bigger question: who is this all really for?Before Bitcoin, Efrat Fenigson was deep in the tech world, first as a developer in Australia, then rising to executive roles in Israel. She talks about being a woman in tech on male-dominated teams, the early career reality behind the kinds of paths people imagine when they search video game designer job opportunities, and the moment she realized the work was not the same as purpose.Then things get personal. Efrat shares what happened when she spoke out during Covid, how backlash followed, and why free speech became a line she would not cross, even if it cost her socially and professionally. This is the part of the story where “play it safe” stops being advice and starts being a warning.Bitcoin enters through one sharp question that changed everything, “can they touch it?” Efrat Fenigson describes why self-custody, sound money, and censorship resistance felt like freedom tech, not just finance. It is also where her drive for financial independence turns into something broader, a freedom movement mindset built around sovereignty and personal responsibility.Finally, they zoom out to Bitcoin adoption in El Salvador, including Bitcoin Beach in El Zonte and what a real circular economy looks like when it is not just theory. Efrat and Mike Peterson talk about merchants accepting Bitcoin, why even small savings windows can change how people plan their lives, and why on-the-ground reality matters more than headlines.-Bitcoin Beach TeamConnect and Learn more about X: https://x.com/efenigson YT: https://www.youtube.com/@EfratFenigson Support and follow Bitcoin Beach:X: https://www.twitter.com/BitcoinBeach IG: https://www.instagram.com/bitcoinbeach_sv TikTok: https://www.tiktok.com/@livefrombitcoinbeach Web: https://www.bitcoinbeach.com Browse through this quick guide to learn more about the episode:00:00:00 - Intro: Observing the reality of Bitcoin in El Salvador 00:08:13 - How do you become a global CMO in Israel? 00:09:43 - How can single motherhood and divorce debt push someone to pursue financial independence and retire early? 00:13:58 - Why do high earners quit corporate jobs? 00:17:51 - What happens when you speak out during Covid? 00:21:11 - How did Efrat Fenigson get into Bitcoin?  00:21:47 - Can the government seize Bitcoin? What does ‘can they touch it' mean for self-custody and censorship resistance?  00:34:52 - Is Bitcoin still being used in El Salvador? What is Bitcoin Beach in El Zonte really like for visitors?  00:41:20 - Why do merchants accept Bitcoin in El Salvador? Does Bitcoin adoption actually help small businesses save money?  00:42:13 - Why is Bitcoin called freedom tech? How does sound money connect to a freedom movement and personal sovereignty? Live From Bitcoin Beach

The CPG Guys are joined in this episode by Chad Waetzig, CMO at Crunch Fitness and Justin Bajan, co-founder of Familiar Creatures, a creative agency,Follow Chad on LinkedIn at: https://www.linkedin.com/in/cwaetzig/Follow Crunch Fitness online at: https://www.crunch.com/Follow Justin on LinkedIn at: https://www.linkedin.com/in/justinbajan/Follow Familiar Creatures online at: https://www.familiarcreatures.com/Chad & Justin answer these questions:Justin - You went from career copywriting to launching Familiar Creatures in 2018. What was the pivotal moment or calling that prompted that leap? Chad - Your career spans from P&G to hotel hospitality to Disney before Crunch. How have those diverse experiences informed your leadership and innovation as CMO?Both - When you first started working together, what was the big idea or insight that connected Crunch's marketing goals with Familiar Creatures' creative vision?Both - Crunch's “No Judgments” ethos is core to the brand. How do you both bring that to life strategically and creatively in campaigns?Chad - How do you strike that balance between being bold and staying inclusive?Chad - Walk us through how a Crunch campaign comes to life—from the marketing brief to the creative execution. Justin -  What's that back-and-forth like between you?Both - Looking at your work together, what's one campaign or idea you're most proud of—and what made it resonate?Both - What's the toughest creative or strategic challenge you've tackled together, and how did you work through it?Justin - Fitness marketing can be tricky—people's emotions around health are personal. How do you ensure the tone feels fun, motivating, and never off-key?Chad - Crunch operates in gyms but also digitally with streaming classes. How do you think about building campaigns that bridge the in-person and digital worlds?Justin - What have you each learned about building strong brand–agency relationships that others could take away Chad - Where do you see Crunch's marketing and creative going in the next 5 years—and how do you see brand + agency collaborations evolving in that future?CPG Guys Website: http://CPGguys.comFMCG Guys Website: http://FMCGguys.comSheCOMMERCE Website: https://shecommercepodcast.com/Rhea Raj's Website: http://rhearaj.comLara Raj in Katseye: https://www.katseye.world/DISCLAIMER: The content in this podcast episode is provided for general informational purposes only. By listening to our episode, you understand that no information contained in this episode should be construed as advice from CPGGUYS, LLC or the individual author, hosts, or guests, nor is it intended to be a substitute for research on any subject matter. Reference to any specific product or entity does not constitute an endorsement or recommendation by CPGGUYS, LLC. The views expressed by guests are their own and their appearance on the program does not imply an endorsement of them or any entity they represent. CPGGUYS LLC expressly disclaims any and all liability or responsibility for any direct, indirect, incidental, special, consequential or other damages arising out of any individual's use of, reference to, or inability to use this podcast or the information we presented in this podcast.

How Fractional CMOs Drive Results With Messaging, Media, and Momentum In this episode of Local SEO Tactics, Bob sits down with Joshua Altman, Managing Director at Beltway Media and a seasoned fractional CMO, to unpack the real-world strategies businesses can use to streamline their marketing. Whether you're a founder juggling operations and outreach, or a startup team struggling to gain traction, Joshua shares actionable insights on messaging, media strategy, and why fractional leadership might be the game-changer your business needs. Learn how to build brand trust, navigate SEO and paid ads, and scale your visibility without blowing your budget. What You'll Learn  Why a fractional CMO might be the smartest hire for your growing business How to repurpose content across platforms for maximum exposure Real-world SEO and media strategies that actually drive visibility Tired of trying to "do it all" in your business? Learn how a fractional marketing expert like Joshua Altman can help you lead with strategy, not stress.

Most companies don't have a marketing problem.They have a trust problem.Specifically, a trust breakdown between the CEO and the CMO.In this episode of Think Millions, I unpack why CEOs don't trust marketing leaders, why CMOs feel set up to fail, and why both sides are actually right. Modern buying behavior has changed, but the mental models and measurement systems evaluating marketing have not.Buying is nonlinear.Decisions happen privately.Influence happens long before attribution ever shows up.Yet marketing is still judged at the end of the funnel.This episode breaks down the real reason trust erodes, why marketing feels invisible even when it is working, and how leadership teams can fix the disconnect without forcing marketing into outdated boxes.No hype. No theory. Just what actually happens inside real companies trying to scale.Key parts of the conversation:0:16 – Why CEOs don't trust CMOs and why CMOs feel set up to fail 0:54 – The stat that should make every CMO uncomfortable 1:14 – Why trust controls budgets, hiring, and risk 1:29 – One third of Fortune 500 companies eliminating the CMO role 2:01 – Why CEOs and CMOs are both right 2:12 – The outdated system quietly killing trust 2:36 – Rising expectations, shrinking budgets, impossible timelines 2:58 – Brand and trust compound quietly but are evaluated loudly 3:06 – Why modern buying no longer happens in a straight line 3:20 – Marketing influencing outcomes before it can be measured 3:34 – The burnout and trust fracture inside marketing teams 3:41 – Most marketing arguments are actually about fear 3:51 – Why uncertainty makes leaders pull back 4:13 – Marketing used to feel simpler, even with less data 4:25 – Marketing shapes preference before pipeline 4:30 – CEOs are asking the wrong question, not an unreasonable one 4:36 – Marketing is no longer transactional; it is directionalGreat quotes from the podcast:• “Most companies don't have a marketing problem. They have a trust problem.”• “80% of CEOs do not trust their CMOs. That should scare you.”• “Trust is the foundation of every decision a company makes.”• “When trust exists, leaders invest forward. When it breaks, leaders pull back.”• “The CEO isn't wrong. The CMO isn't wrong. The system is outdated.”• “Marketing is being evaluated on outcomes that no longer happen in a straight line.”• “Marketing is influencing outcomes before it can be measured.”• “Marketing is doing two jobs at once shaping perception early and justifying results late.”• “Most marketing arguments aren't about marketing. They're about fear.”• “Marketing is no longer transactional. It's directional.”• “Strong marketing starts to look invisible when measurement lives too late.”ResourcesAll Episodes: Think Millions PodcastQuestions or Comments: support@thynkconsultinggroup.comAlexa's Instagram: @dralexadagostinoAlexa's Website: AlexaD'Agostino.comBook a Discovery Call with Alexa: Discovery CallThynkFuel Agency: ThynkFuelMedia.com

In this episode, I'm joined by Joe Rey (Founder & CCO), Oliver Fuselier (COO & CMO), Mykola Smorgun (CTO) from Popology Network.We talk about why curation might matter more than AI in a world of infinite content, how Popology uses a “meta search” to pull media from multiple platforms into curated popcasts, and how they aim to decentralize digital rights management by making users the curators and ledger operators.We also cover influencer-brand sponsorship selection, permissioned data ownership, and what they're raising to scale the platform.Key Timestamps[00:00:00] Intro: Popology's mission – redesigning the attention economy, curation, and decentralized DRM. [00:02:00] Joe + Oliver's background: Decades in film/music video production and why they moved into Web3. [00:07:00] Finding the CTO: Why they needed “30,000 ft” technical architecture to scale the vision. [00:10:00] Core product: Meta search + drag/drop curation into popcasts across multiple content platforms. [00:11:00] DRM angle: Users become the “operators” by curating and ledgering content. [00:14:00] “Pathologists”: Viewers earn tokens and become members by engaging and logging in. [00:18:00] Big debate: Swipe algorithms vs intentional curation (and how they gamify adoption). [00:31:00] Monetization: Sponsorship ads + permissioned data marketplace + subscription tier.[00:47:00] Ask: Influencers/marketers + private sale (two rounds) leading into a larger public raise.Connecthttps://www.popologynetworks.com/https://www.linkedin.com/company/popology-corporation/about/https://www.linkedin.com/in/joe-rey-7539415/https://x.com/Joe_Reyhttps://www.linkedin.com/in/oliverfuselier/https://x.com/OFuselierDisclaimerNothing mentioned in this podcast is investment advice and please do your own research. It would mean a lot if you can leave a review of this podcast on Apple Podcasts or Spotify and share this podcast with a friend.Get featuredBe a guest on the podcast or contact us – https://www.web3pod.xyz/

In this episode of Accelerate Your Business Growth, Diane Helbig speaks with productivity strategist Sarah Ohanesian about the myths surrounding productivity, the hidden costs of busy work, and the importance of aligning teams for greater impact. They discuss how the pandemic has blurred the lines between work and home life, leading to burnout and a culture of busyness. Sarah emphasizes the need for clarity and communication within teams to ensure everyone understands their roles and the importance of their work. The conversation concludes with practical advice for leaders on how to foster a productive and engaged workforce. Sarah is a keynote speaker and productivity strategist who helps leaders and teams stop drowning in busywork and focus on what really drives impact. A former CMO and co-founder of Super Productive, Sarah brings a neuro-inclusive approach to building smarter systems, clearer workflows, and stronger alignment. Her talks and trainings leave audiences energized, equipped, and ready to turn small wins into unstoppable momentum. If you are a small business owner or salesperson who struggles with getting the sales results you are looking for, get your copy of Succeed Without Selling today. Learn the importance of Always Be Curious. Accelerate Your Business Growth is proud to be included on the list of the 45 Best Business Growth Podcasts. We are also honored to be selected by FeedSpot as one of the Top 10 Growth Hacking Podcasts, Top 25 Evergreen Podcasts and Top 50 Business Growth Podcasts on the web. Each episode of this podcast provides insights and education around topics that are important to you as a business owner or leader. The content comes from people who are experts in their fields and who are interested in helping you be more successful. Whether it's sales challenges, leadership issues, hiring and talent struggles, marketing, seo, branding, time management, customer service, communication, podcasting, social media, cashflow, or publishing, the best and the brightest join the host, Diane Helbig, for a casual conversation. Discover programs, webinars, services, books, and other podcasts you can tap into for fresh ideas. Be sure to subscribe so you never miss an episode and visit Helbig Enterprises to explore the many ways Diane can help you improve your business outcomes and results. Learn more about your ad choices. Visit megaphone.fm/adchoices

Dena Enos is the Founder and CEO of StrongHouse, a strategic marketing consulting firm that transforms organizational growth and talent development. With over 15 years of senior leadership experience, she has led global teams in customer acquisition, brand marketing, and analytics, having served as Vice President of Traffic Acquisition and Revenue Management at TripAdvisor and CMO at Hopper. Dena was also part of the original startup teams for OneTime and VirtualTourist, both acquired by Expedia in 2008.  In this episode… Many professionals struggle to balance their career ambitions with a deeper sense of purpose, often feeling disconnected from the impact they want to make. How can women entrepreneurs create a business model that aligns with their personal values? Marketing expert Dena Enos built a mission-driven business that bridges her professional expertise with her passion for social impact. She advises leveraging your existing skills to make a broader impact and maintaining authenticity and empathy in your marketing efforts. Through optimized marketing, businesses can focus on specific channels and create authentic and empathetic messaging to build trust and foster genuine connections.  Tune in to this episode of the Lead Like a Woman Show as Andrea Heuston chats with Dena Enos, the Founder and CEO of StrongHouse, about aligning personal and professional endeavors. Dena discusses the importance of values-based leadership, strategies for optimizing marketing efforts, and how resilience shaped her entrepreneurial journey.

#312 | In this episode, Udi Ledergor joins Dave to break down the ideas behind his new book, Courageous Marketing, and why most B2B marketing fails because it plays it safe. He also shares his journey from marketer #1 to CMO to Chief Evangelist at Gong, where he led category creation, brand, and marketing through massive scale. They unpack how Gong built a brand that actually stood out, what it means to punch above your weight as a B2B marketer, and how to think about brand ROI without fake dashboards.Timestamps(00:00) - – Meet Udi and his path into marketing (08:16) - – Early career lessons and building marketing from zero (15:16) - – How Gong found product-market fit and nailed positioning early (19:26) - – Courageous Marketing: why Udi wrote it and what it really means (23:16) - – Brand first: personality, positioning, then visuals (28:20) - – Campaigns that punched above their weight (billboards, experiments, perception hacks) (35:10) - – Proving brand impact: soft ROI, pipeline, and exec buy-in (47:40) - – The future: product-led marketing, AI, and courageous teams Join 50,0000 people who get our Exit Five Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Today's episode is brought to you by Knak.Email (in my humble opinion) is the still the greatest marketing channel of all-time.It's the only way you can truly “own” your audience.But when it comes to building the emails - if you've ever tried building an email in an enterprise marketing automation platform, you know how painful it can be. Templates are too rigid, editing code can break things and the whole process just takes forever. That's why we love Knak here at Exit Five. Knak a no-code email platform that makes it easy to create on-brand, high-performing emails - without the bottlenecks.Frustrated by clunky email builders? You need Knak.Tired of ‘hoping' the email you sent looks good across all devices? Just test in Knak first.Big team making it hard to collaborate and get approvals? Definitely Knak.And the best part? Everything takes a fraction of the time.See Knak in action at knak.com/exit-five. Or just let them know you heard about Knak on Exit Five.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

Few brands define connection quite like AT&T—not just through technology, but through trust. And trust is not a word historically associated with telecom companies.Jim's guest this week is at the center of AT&T's transformation: Kellyn Smith Kenny, the company's first-ever Chief Marketing & Growth Officer. Since 2020, Kellyn has helped usher in what she calls the “Accountability Era,” part of an ambitious, multi-year reinvention backed by more than $145 billion invested in reliability, transparency, and customer trust.With revenues topping $120 billion and a customer base of more than 100 million consumers, AT&T is a brand that touches nearly every American life. Under Kellyn's leadership, the company has become known for both its marketing excellence and its humanity—from launching the AT&T Guarantee, to pioneering a pragmatic approach to AI, to building meaningful partnerships with the likes of Formula 1 and Hello Sunshine.Tune in as Jim explores Kellyn's unique leadership journey—from Division I athlete to C-suite change agent—and how she's redefining what it means to lead a modern brand.---Learn more, request a free pass, and register at https://www.iab.com/events/annual-leadership-meeting-2026/?utm_source=ad&utm_medium=The+CMO+Podcast) Promo Code for $500 off ticket prices: ALMCMOPOD26---This week's episode is brought to you by Deloitte, TransUnion and the IAB.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

The most future-ready marketing leaders aren't the ones chasing trends… they're the ones who can reinvent themselves every time the industry changes.Michelle Huff, Chief Marketing Officer at Alteryx, joins Marketing Trends to break down the mindset that kept her relevant through every major tech revolution, from Web1 to cloud, SaaS, PLG, and now AI. She explains how to balance curiosity with focus, why AI is really about automating judgment (not just tasks), and how she's redesigning her marketing org around agents, automation, and new workflows.Michelle also shares early results from Alteryx's AI experiments, how she's rebuilding a 700,000-person community, and why great leaders still start with the end user even as their buyer audiences expand. Key Moments:  00:00 – How to Stay Relevant Through Every Tech Shift03:42 – A Career Spanning Web1, Cloud, SaaS, and AI06:58 – Curiosity Is the Ultimate Career Advantage10:12 – When Leaders Should Tinker and When to Delegate13:28 – Building a Marketing Culture That Experiments16:41 – Why AI Is About Judgment, Not Just Automation20:07 – Inside an AI-Powered SDR Outbound Workflow23:34 – Do AI Agents Replace People or Elevate Them26:58 – Upskilling Teams in an AI-Driven Organization30:17 – Why Most AI Content Fails to Break Through33:36 – How to Stand Out in a Noisy B2B Market36:52 – Why Enterprise Brands Lose Touch With End Users39:48 – How Alteryx Built a 700,000-Person Community43:06 – Turning Community Into Competition and Learning46:32 – Early AI Wins That Drive Real Pipeline Impact  This episode is brought to you by Lightricks. LTX is the all-in-one creative suite for AI-driven video production; built by Lightricks to take you from idea to final 4K render in one streamlined workspace.Powered by LTX-2, our next-generation creative engine, LTX lets you move faster, collaborate seamlessly, and deliver studio-quality results without compromise. Try it today at ltx.studio Mission.org is a media studio producing content alongside world-class clients. Learn more at mission.org. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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In this episode of Ambition 2.0, host Amanda Goetz sits down with Starbucks' Global Chief Brand Officer Tressie Lieberman to talk about the path that led her through some of the biggest brands in marketing (Pizza Hut → Taco Bell → Chipotle → Yahoo → Starbucks), the mentors who changed her trajectory, and the family system that makes it possible: a true partnership where her husband is the stay-at-home parent. They get tactical about how to divide the cognitive load, why “Sunday check-ins” are a non-negotiable, and how to navigate the social friction that still shows up when you flip traditional gender roles. In this episode, you'll learn: How Tressie went from aiming for “the next level” to owning the CMO path—and what made that shift happen Why curiosity (and doing “the little extra things”) is key in your career How to build a partnership that's equitable, not score-keeping The practical systems that reduce mental load at home How to handle judgment, weird school dynamics, and “default parent” assumptions when dad stays home If you're building an ambitious life—and want a relationship that can grow with it—this episode is a must listen. 00:00 Intro 02:53 The mindset shift that set Tressie's sights beyond “the next level”  04:02 The mentors who opened doors (including reverse mentoring a CEO) 05:36 How to stand out early: curiosity, doing extra, and teaching what's next 06:49 Advocating for yourself in executive rooms (and getting over FOE: fear of executives) 09:10 How they chose a stay-at-home partner dynamic 13:59 The at-home teamwork: check-ins, trade-offs, and letting go of perfection and control 17:45 Keeping the marriage strong: date nights, boundaries, and “one blended life” 32:45 Rapid fire: Sunday rituals, go-to Starbucks order, and ideal partnership in one word GUEST LINKS LinkedIn: https://www.linkedin.com/in/tressielieberman/  FOLLOW THE PODCAST IG: https://www.instagram.com/girlboss/ | TikTok: https://www.tiktok.com/@girlboss  Amanda Goetz: https://www.instagram.com/theamandagoetz/  https://girlboss.com/pages/ambition-2-0-podcast  SIGN UP Subscribe to the Girlboss Daily newsletter: https://newsletter.girlboss.com/  For all other Girlboss links: https://linkin.bio/girlboss/  ABOUT AMBITION 2.0 Powered by Girlboss, Ambition 2.0 is a podcast where we'll be exploring what it really means to “have it all” in work, family, identity, and self… and if it's actually worth it. Each week, you'll hear from hardworking women who've walked the tightrope of ambition. They'll share their costly mistakes, lessons learned, and practical tips for how to have it all and actually love what you have. Learn more about your ad choices. Visit megaphone.fm/adchoices

What happens when your brand has a million different voices speaking to a million different customers? Is that the pinnacle of personalization, or is it just brand chaos? Agility requires both the speed to personalize content for every individual as well as the control to ensure every one of those interactions faithfully represents the core brand. Today, we're going to talk about resolving one of the biggest paradoxes in modern marketing: achieving hyper-personalization at massive scale, without sacrificing brand governance and consistency. We'll explore how generative AI is moving from a creative novelty to a core operational engine for enterprise marketing, enabling brands to craft unique stories for every customer, while ensuring they all sing from the same hymn sheet. To help me discuss this topic, I'd like to welcome, Jason Ing, CMO at Typeface. About Jason Ing Jason Ing is the Chief Marketing Officer at Typeface, where he leads global marketing and drives the shift toward AI-powered content creation. Over the past two decades, he has built high-performing marketing teams and launched enduring, customer-obsessed campaigns at brands including Procter & Gamble, Xbox, Amazon Prime Video, AWS, and Gusto. Known for systematically scaling teams, programs, and go-to-market motions, Jason has a track record of delivering marketing strategies that not only drive impact in the moment but continue to perform years later. At Typeface, he helps modern marketers rewire how their teams work—so they can move faster, scale smarter, and unlock AI's full potential. Jason Ing on LinkedIn: https://www.linkedin.com/in/ingjason/ Resources Typeface: https://www.typeface.ai The Agile Brand podcast is brought to you by TEKsystems. Learn more here: https://www.teksystems.com/versionnextnow Catch the future of e-commerce at eTail Palm Springs, Feb 23-26 in Palm Springs, CA. Go here for more details: https://etailwest.wbresearch.com/ Connect with Greg on LinkedIn: https://www.linkedin.com/in/gregkihlstromDon't miss a thing: get the latest episodes, sign up for our newsletter and more: https://www.theagilebrand.showCheck out The Agile Brand Guide website with articles, insights, and Martechipedia, the wiki for marketing technology: https://www.agilebrandguide.com The Agile Brand is produced by Missing Link—a Latina-owned strategy-driven, creatively fueled production co-op. From ideation to creation, they craft human connections through intelligent, engaging and informative content. https://www.missinglink.company

What if the most damaging phrase in your marketing isn't a four-letter word, but three simple ones: "Do Not Reply"? Agility requires more than just moving fast; it requires breaking down the walls between departments to respond to customer needs in the moment they happen. It's about empowering every part of the organization to act as one cohesive brand, turning every interaction into a meaningful conversation. Today, we're going to talk about the end of an era: of one-way, impersonal, "do not reply" marketing. We'll explore the shift from siloed campaigns to unified, real-time conversations, and what it takes to empower every single employee, from sales to service, to be an extension of the marketing team to build trust and drive growth. To help me discuss this topic, I'd like to welcome, Bobby Jania, CMO Marketing Cloud at Salesforce. About Bobby Jania Bobby Jania is an experienced marketing professional currently serving as CMO of Marketing Cloud at Salesforce since June 2014, where a focus on building personalized customer journeys has been paramount. Prior to Salesforce, Bobby held multiple strategic roles at Responsys, emphasizing the importance of integrated digital marketing strategies, and spent nearly a decade at Cypress Semiconductor, where responsibilities included leading innovations in programmable system-on-chip solutions and managing global marketing efforts. Bobby's career began with a role as a Teaching Assistant at the University of Illinois at Urbana-Champaign, which laid the groundwork for a passion for technology and marketing. Bobby holds a Bachelor of Science degree in Computer Engineering from the same institution. Bobby Jania on LinkedIn: https://www.linkedin.com/in/bobbyjania/ Resources Salesforce : https://www.salesforce.com/marketing/ The Agile Brand podcast is brought to you by TEKsystems. Learn more here: https://www.teksystems.com/versionnextnow Catch the future of e-commerce at eTail Palm Springs, Feb 23-26 in Palm Springs, CA. Go here for more details: https://etailwest.wbresearch.com/ Connect with Greg on LinkedIn: https://www.linkedin.com/in/gregkihlstromDon't miss a thing: get the latest episodes, sign up for our newsletter and more: https://www.theagilebrand.showCheck out The Agile Brand Guide website with articles, insights, and Martechipedia, the wiki for marketing technology: https://www.agilebrandguide.com The Agile Brand is produced by Missing Link—a Latina-owned strategy-driven, creatively fueled production co-op. From ideation to creation, they craft human connections through intelligent, engaging and informative content. https://www.missinglink.company

What if the biggest threat to your brand's profitability isn't the next tariff or supply chain disruption, but an outdated playbook that forces you to choose between raising prices on loyal customers or sacrificing your margins?Agility requires more than just reacting quickly to market changes; it requires the intelligence to anticipate them and automate the optimal response. Today, we're going to talk about how leading retail brands are navigating complex economic pressures like tariffs and inflation—not by resorting to the old tactics of deep discounts or across-the-board price hikes, but by deploying AI to create a more resilient and intelligent operation. We'll explore how AI is helping brands maintain pricing stability, turn insights from major shopping events into real-time strategy, and fundamentally shift teams from staring at dashboards to taking automated, margin-protecting actions. To help me discuss this topic, I'd like to welcome, Sai Koppala, CMO at CommerceIQ. About Sai Koppala Sai brings over 20 years of marketing and strategy experience. Before CommerceIQ, he was Chief Marketing & Strategy Officer at SheerID and held leadership roles at Apigee (acquired by Google) and SAP. He holds an MBA from the Kellogg School of Management and a Master's in Electrical Engineering from Arizona State University. Sai Koppala on LinkedIn: https://www.linkedin.com/in/koppala/ Resources CommerceIQ: https://www.commerceiq.com The Agile Brand podcast is brought to you by TEKsystems. Learn more here: https://www.teksystems.com/versionnextnow Catch the future of e-commerce at eTail Palm Springs, Feb 23-26 in Palm Springs, CA. Go here for more details: https://etailwest.wbresearch.com/ Connect with Greg on LinkedIn: https://www.linkedin.com/in/gregkihlstromDon't miss a thing: get the latest episodes, sign up for our newsletter and more: https://www.theagilebrand.showCheck out The Agile Brand Guide website with articles, insights, and Martechipedia, the wiki for marketing technology: https://www.agilebrandguide.com The Agile Brand is produced by Missing Link—a Latina-owned strategy-driven, creatively fueled production co-op. From ideation to creation, they craft human connections through intelligent, engaging and informative content. https://www.missinglink.company