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Keith welcomes back Todd Drowlette, star of A&E's The Real Estate Commission, to help demystify commercial real estate for residential investors.  They explore which sectors are most resilient to disruption from AI, automation, and Amazon, why certain office and warehouse assets still work, and how service-based retail like nail salons and quick-service restaurants can offer durable returns.  Todd breaks down the basics and advantages of triple net (NNN) leases, key considerations in office-to-residential conversions, and how rising interest rates are reshaping commercial deals.  He also shares negotiation tactics from large commercial transactions that investors can immediately apply to their next rental property purchase. Episode Page: GetRichEducation.com/616 For access to properties or free help with a GRE Investment Coach, start here: GREmarketplace.com GRE Free Investment Coaching: GREinvestmentcoach.com Get mortgage loans for investment property: RidgeLendingGroup.com or call 855-74-RIDGE  or e-mail: info@RidgeLendingGroup.com Invest with Freedom Family Investments.  For predictable 10-12% quarterly returns, visit FreedomFamilyInvestments.com/GRE or text  FAMILY to 66866  Unlock truly passive real estate income—visit flockhomes.com/GRE today to see if your properties qualify for a 721 exchange with Flock Homes. To get in the best physical, mental, and professional shape of your life, go to DanielThomasHind.com and apply for Daniel's intensive 1-on-1 coaching for burnt-out entrepreneurs and executives. Will you please leave a review for the show? I'd be grateful. Search "how to leave an Apple Podcasts review"  For advertising inquiries, visit: GetRichEducation.com/ad Best Financial Education: GetRichEducation.com Get our wealth-building newsletter free— GREletter.com  Our YouTube Channel: www.youtube.com/c/GetRichEducation Follow us on Instagram: @getricheducation Complete episode transcript:   Keith Weinhold  0:01   Welcome to GRE. I'm your host Keith Weinhold. We're talking with the star of the A&E show, the Real Estate Commission today. What real estate sectors are safe from AI, robots, and Amazon disruption? How many deals on the commercial side are still going to implode due to mortgage rates resetting higher? And some of the best negotiation techniques from $100 million deals that you can use in your own deals, and more today on Get Rich Education. You know, Mid South Homebuyers, that top Memphis turnkey provider. I learned that a secret weapon behind their explosive growth is more than just you buying their properties. It's an executive coach. For nine years now, their CEO Terry Kerr and his COO Pat Nix have worked privately with a coach who I've now learned from too, and he doesn't market himself online anywhere. After 12 years behind the scenes, that coach is now making himself available exclusively for GRE listeners, his name is Daniel Thomas Hind. If you're a hard-charging business owner or investor who wants to get in the best shape of your life, physically, mentally, and professionally, you can fill out an application for a free consult. This is private one-on-one coaching for those willing to go to uncommon lengths to achieve uncommon results. Thanks to Daniel, we've all become better leaders, better operators, and better men. It started by showing up for ourselves. Now it's your turn. Go to DanielThomashHind.com. H-I-N-D. That's DanielThomashHind.com and sign up before spots fill. What if you got your mortgage loans the same place I get mine? You sure can at Ridge Lending Group NMLS 42056 They provided GRE listeners with more loans than anyone because Ridge specializes in investment property. They'll help you build a long-term plan for growing your real estate empire with leverage. Start your prequal and even chat directly with President Caeli Ridge. While it's on your mind, start at ridgelendinggroup.com. That's ridgelendinggroup.com.   Speaker 1  2:19   You're listening to the show that has created more financial freedom than nearly any show in the world. This is Get Rich Education.   Keith Weinhold  2:35   Welcome to GRE from Peoria, Illinois to Peoria, Arizona, and across 188 world nations. I'm Keith Weinhold, and you're listening to Get Rich Education. Though we're a show centered on how to build wealth through residential real estate investing, today we're talking mostly about the commercial side with a guest that's more comfortable investing in commercial real estate than he is residential. We'll learn why. He is the star of the new real estate show called the Real Estate Commission that airs on A&E Network. Todd Drowlette, because he was here with us last year shortly before the show debuted, and he had so many interesting things to tell us then. That's why he's back. Now we know that residential real estate is positioned well at surviving the boom in artificial intelligence's influence because everybody still needs a place to live. You can't download a kitchen or living room, and a chatbot can't replace a roof. But some types of commercial real estate are vulnerable to AI. I'm going to ask Todd which types and businesses are the most resilient to survive AI, robots, and Amazon, because there surely are some. He does a good job of making commercial real estate approachable to those that have never invested in it before.   Keith Weinhold  3:59   Contrary to the narrative, he also likes to talk about why office real estate is not dead. Occupying both worlds, I will ask him about office to residential conversions and also get his take on what is happening with commercial loans because apartment investors have been feeling the pain ever since mortgage rates doubled and nearly tripled in 2022. I'll ask about commercial loans blowing up and just how much more of that is expected to happen because the pain is certainly not over there. Let's meet this week's guest. A series on A and E Television and streaming launched last year called The Real Estate Commission, and it's going well enough that it's gearing up for season two. The star of that show is with us today. He was with us last year just before the show debuted, and that's when he shared all kinds of interesting insights with us, like why. A gas station is on a certain side of the road. He's perhaps the most prolific commercial real estate broker in the nation. He's managing director at Titan Commercial Realty Group in New York, closing deals totaling over $2 billion all across commercial real estate sectors. He's represented everyone from local startups to national reits. Hey, welcome back to Get Rich Education, Todd Drowlette.   Todd Drowlette  5:26   Thank you so much for having me back. I appreciate it. It's always great to talk to you.   Keith Weinhold  5:30   Yeah, same. It was so interesting when you were here last year, and I do want to ask you about how it's going with the A and E show later. Most of our listeners own single family rentals or small multifamily, and I think the commercial side, Todd. Frankly, it it intimidates some people. I know I've thought of it that way before. What are some of the misconceptions that the residential side seems to have about the commercial side?   Todd Drowlette  5:56   So a big misconception is that you have to be smart to do it. You certainly do not. A lot of people also think you have to already be a multimillionaire to do it, right? So the same way with residential, there's levels to it. There's levels to commercial real estate. So I say there's pros and cons, right? So in commercial real estate, if you have an office building or a shopping center or a ground lease, you rent to a McDonald's, whatever. You don't get phone calls at two in the morning saying my hot water tank just exploded, my furnace isn't working. So you still get property management calls, but they're typically from you know Monday through Friday, nine to five type of thing, and you don't need millions of dollars. People think you do. It's like you can buy a small two or three tenant office building or a two or three tenant retail shopping center, maybe something has a nail salon, hair salon in it. Depending on the market you're in, that could be a couple $100,000 to buy. If you're in a tertiary town in the United States, if you're in a major metro, it could be a million, 2  million bucks. But the rent is commiserate with what you're paying. So if you can make an 8 or 10% return, a lot of banks will finance startup people as long they're looking in commercial at the quality of the tenant and what the lease is. So you could have no experience, but if you're going to rent to a Hertz rental car, a Starbucks, a McDonald's, even if you personally have like say a 750 credit score, it's decent. It's not a perfect credit score, but you're financeable. They're lending in commercial real estate based on the credit and the length of the leases, not necessarily on your own financials. And a lot of people don't realize that, and they think, "Oh, bank's never going to approve me because I've never done commercial real estate before. Well, nobody's ever done anything until they do it, right? So as long as you start small, banks will lend to people, you know, on smaller things, there's a ton of pros to being in commercial real estate compared to residential. There's less competition. It's easier to repeat deals because once you know one tenant's looking for something, then you can find the next thing they're looking for, and it's a small knit group. You know, if there's 3 million real estate agents in the United States, I would say across the entire country, maybe 10,000 of us are commercial real estate agents.   Keith Weinhold  8:05   Yeah.   Todd Drowlette  8:06   So if you get into commercial, once you get into that network of people with a deal with the tenants and the whatever, you know, if you're in, you're in. If you're out, you're out. That was a very long answer to a very short question.   Keith Weinhold  8:16   Well, some people even have one of the same hangups about residential real estate investing-they think just to buy income property takes an awful lot of money, not realizing you can start with a single-family home of less than 300k or even less than 200k still today and make a small down payment on it. And you know, Todd, I think one thing that refines commercial real estate for some people and piques interest among residential investors is one of the first things that they learn when they're finding out about commercial real estate investing is the triple net lease. Oftentimes, you see that abbreviated NNN out there, and how that can make things somewhat more hands off for that commercial real estate investor. So, can you tell us about triple net leases?   Todd Drowlette  9:00   I sure can. Number one, the funny thing about triple net leases: none of the three things the N's represent start with an N. So your triple nets are literally your real estate taxes, your insurance, and your commonary maintenance. None of which start with an N. Yet it's called N N N.   Keith Weinhold  9:14   It's kind of like reading, writing, and arithmetic. The 3r is what only one of them starts with an R. It's a terrible acronym, but yes.   Todd Drowlette  9:22   Exactly. So there's different types of triple net properties. So essentially, a triple net property, unlike most residential, where you're responsible, you get X amount of rent, and then out of that rent for your income, you're going to subtract out your school tax, your property tax, your property insurance, liability insurance, you know, snow plowing, lawn mowing, all that type of stuff, right? So triple net properties, you have absolute net properties, which is the best thing you can own from a landlord's perspective. Those are things that are called absolute ground leases or an absolute net lease. Typically, you'll see those in like many gas stations. Will be that a lot of McDonald's. Deals are that where essentially you own a piece of property, you buy a piece of property, and you go here. You have X amount of time to put your building up, do construction, get your approvals. You're going to pay me X per month in a ground rent. You build your own building, you own your own building, you're responsible for it, and I just own the dirt. And those are typically 10 to 20 year leases with options. The downside of a triple net ground lease is you can't depreciate anything because it's just ground, right? So you don't get the depreciation you get with other properties, but you have no risk other than the credit of the tenant. So if you're signing a lease with the United States Postal Service and it's the federal government, you know you're getting that. Those will trade typically about one percentage point higher than U.S. Treasuries because there's very, very little risk in it. But there is some risk, so as an investor, you need a little bit better return than the guarantee of a U.S. Treasury.   Todd Drowlette  10:54   Then you have roof and structure triple net properties, where basically, okay, the roof and the structure I'm responsible for as the landlord. Anything inside of that, or you're responsible for, and then the tenants pay the proportionate share of, like I said, the taxes, the snow plowing, whatever. If that's a multi-tenant building, then you run the risk. Oh, tenant moves out as the landlord, you got to pick up that percentage. If if you have a 10,000 foot building and someone's in 2000 feet and they move out, well, now you're responsible for 20% of that tax and CAM and insurance bill until you replace it with a new tenant. But typically, if you're investing in small strip centers, smaller office buildings, which people say office is dead, I've made a fortune in office. Office is not dead. You just have to own the right office in the right place. A lot of downtown offices are dead, where they're moving to the suburbs for drugs and a lot of other issues. But typically, you know, strip centers today, people are buying those for 8% returns to as much as 10, 12% and a lot of times they're vacancy. That's upside you can add into it as well. But again, these are all things that you can get into for a couple $100,000 down, and there's way more room for error than people think there is. As long as you have a professional that's looking at the lease for you before you buy it, you know you just want to make sure the guarantee is on the lease that you have corporate guarantees. But typically, if a bank will finance it, they're also looking at that. But it's not as scary as people think it is, and it's really a strong alternative to investing in single-family homes. Not that I'm knocking single-family homes. There's pros and cons to literally everything you do in life, as you know. 100.   Keith Weinhold  12:28   A triple net lease, where in commercial property the tenant covers three main expenses or nets: property taxes, insurance, and the maintenance and repairs. And in a lot of the situations, like Todd is describing, that really leaves landlords responsible for little more than the mortgage, really increasing the passivity here. And you know, tenants that are willing to shoulder a triple net lease, I don't think of them as taking on those extra costs for nothing. I think about it is in exchange, tenants typically pay lower rent then, and the tenant also gets more control over the property in a triple net arrangement.   Todd Drowlette  13:08   That's a generally safe thing to say, but I hate saying this. I can't believe I'm even saying this, but you know they say location, location, location. So it really depends on the market. The biggest mistake people make to go, oh, I get asked all the time, should I invest in land? I'm like, hell no, raw land. I go when I develop stuff, I have a use for it. Once I get the approvals, then I'll close and buy the land. Land banking stuff and just going and buying land and hoping it goes up in value. I have a number one rule that I always say to people, and it's anytime you can buy $1 for 50 cents, you buy it, but you don't buy property for $1 hoping it goes to $2 because there's no guarantee that that'll happen. In raw land, you know you have a guaranteed. You're paying taxes every year, so just paying taxes on something that's also not returning you anything is a terrible investment, in my opinion. You're speculating. If you want to speculate, just go to the casino, play roulette, pick black or red, and you have roughly a 50-50 shop minus the three greens, but there's a lot easier ways to make money than buying raw land. But shopping centers, triple net properties, there's definitely ways for people to get into that that are much lower risk, and they're not as scary as you'd think. And many banks will finance them.   Keith Weinhold  14:18   Now, if you had to buy one commercial asset today, what would that be? I know that might depend on some factors, but generally, I've got to say, industrial comes to mind for me as one of the hottest commercial real estate asset classes in quite a while.   Todd Drowlette  14:32   So I would pick two strategies. One would be high bay warehouse, whether it's specifically industrial or just warehouse, but things with high ceilings, open floor plans, like you know, a 20,000 foot warehouse, 30,000 feet, something in that range, that a lot of people want that type of use. Warehouse rents have been increasing way faster than office or retail rents have been in the same markets. And as things get more and more automated, you still need to ship stuff. You still need to. Stuff you still need to get things to people's houses, so with the whole AI boom and the crazy things that are happening, I think there's going to be a lot fewer people with jobs sooner than people realize. But I do think the warehouse is a good thing to be invested in, especially if it's on main streets. It could be retail, could be warehouse, could be whatever. The second thing I'll say that's very low risk are any businesses that Amazon can't compete with you for. So, a small strip center that's two or three tenants, that's a hair salon, a nail salon, service type business, retail tenants, because it's a turnover business. So, like nail salons, they're never going to come to your house and do your nails unless you're a billionaire, because they can make more money with people coming to them in back-to-back appointments. So any type of service business tenant that you can have, and typically nail salons, hair salons, they don't usually go out completely. Usually, if they don't want to do it anymore, they'll sell the business to somebody else, and you keep a tenant. From an ownership standpoint, there's very low turnover and having to pay new brokerage fees or do give tenant fit-ups or free rent to like get their business up and running. So I would either go high bay warehouse with loading docks like 18 foot, 20 foot or higher ceilings, open floor plans, overhead doors, 20, 30,000 square feet, or two or three tenant strip malls with high traffic counts, good suburban locations that have service type businesses. Those are your two. Would be very hard to lose as long as you don't overpay when you buy them.   Keith Weinhold  16:25   This is such an interesting thing to say when you think about a resilient business, something that can't easily be disrupted by AI or Amazon, which something like a nail salon would fit into. Tell us about some of those other types that might fit into a small retail center that are resilient that way.   Todd Drowlette  16:45   End caps, so any kind of like a Popeyes, a McDonald's, anything that's drive-through or food. Even you're starting to see, you know, the Tesla robots, and you're seeing more and more of that. However, people will still buy the food. So whether the employees are actually still in there, it's all robots. They still physically need a place that's close and convenient for people to drive to, or even the food delivery apps. Like a lot of the retail restaurants now are telling me 30, 40% of their orders are delivery through like Uber Eats and whatever. But those are great tenants to have because they're still making money, and as the world's changing, they're adapting. And I want tenants that adapt to the changing world. And honestly, they can afford to pay more. This is terrible. But from a strictly landlord perspective, the fewer employees they have, you don't have workers' comp claims, you don't have the insurance, you don't have all those things. The more you can afford to pay rent to landlords. So as the world's changing, those type of retail, small strip centers, end caps, fast food, QSR type food, quick serve retail. Those are definitely things that I would be considering if I was someone getting into this, and they're things that I also own. So I always recommend what I would do myself.   Keith Weinhold  17:55   Right, and with that commercial tenant, if they're serving fast food, yes, it's not like their customer has to physically show up there at that business for that business to thrive.   Todd Drowlette  18:06   And actually, if you have them as a tenant, because of the delivery, like with a drive-through, you're typically only working off one or two miles. But Uber Eats or these other meal services, they're now going out five, six, even seven miles in some places. So that actually means their sales could be higher. And another thing I didn't mention, but now I'm thinking, a lot of restaurant tenants will pay a percentage rent. So actually, as their sales go up, even though there's not more infrastructure, you know, strains from more customers coming in and out of your property, as they're doing the meal delivery, you're actually potentially be getting cut of that as a landlord with percentage rent, which is a thing that doesn't exist in residential real estate, obviously, there's multiple streams of income for triple net properties at times when you have percentage rent that doesn't exist in warehouse, where it's in retail. It doesn't exist in office, doesn't exist in warehouse, doesn't exist in residential. So that can be a nice bonus, and you see that with supermarkets, restaurants, different types of retailers pay percentage run.   Keith Weinhold  19:05   Okay, so in a sense, Todd, we've been talking about going against the flow, if you will, in being in businesses that are resilient toward disruption from AI or Amazon. But while we're talking about industrial real estate, warehouses do come to mind for me soon afterward, I think generations ago maybe industrial had the connotation of a dirty factory. But today, when I think about warehouses, I think about Amazon fulfillment centers or AI data centers. So, what is the business like for investing in those sort of warehouse deals, and how do those deals even get put together for these warehouse types.   Todd Drowlette  19:42   So you have two types. So you have people who do spec building. So there's guys that will go out and say, "Hey, I'm in the warehousing business, and they'll go through. They'll get approvals and they'll say they'll buy 10 acres, 20 acres, 30 acres, and they'll say, "Okay, we're going to." Put I'm making this up. 500,000 square feet of warehouse on this. They'll go get approved, but they basically will put up a spec building of 40,000 50,000 feet, and then they'll lease it. Depending how long it takes them to lease it, then they'll build the next one. Once you kind of have one building up, it's much easier to prelease. If you just have a piece of dirt and say, hey, I'm going to do a warehouse building here. Unless you have a direct in specifically with Amazon, and they're like, hey, we need to be in Skoda, New York, you know, at this exit within 10 miles of that. And it's like anything. Once you do something for someone once, they're working across the whole country. So if you're particularly good in a specific region as developer, they will often say, "Hey, find me a spot here, here, because they're in the business of getting open and running data centers. They don't care if you're making a profit on the real estate, and they're not set up to locally go through the approvals, know the politicians, know the process, that whole thing. So there's opportunities like that. If you don't know anyone from a hole in the wall, if you have a big piece of property and you start with whatever you're comfortable with to spec out a warehouse, 10,000 feet, 5000 feet. See how long it takes. Do you lease that in six months? Does it take three months? Does it take a year? And then you can kind of take some of the profits from that, either refinance, or if you have a construction loan, then build the next one, build the next one, and build the next one. You can kind of build out as the demand comes along.   Keith Weinhold  21:22   You're listening to Get Rich Education. We're talking to the star of the A and E show, the Real Estate Commission, Todd Drowlette. So much when we come back. He's going to update us on what's happening with office to residential conversions, how much higher interest rate pain is still going to surface in some of these deals, and a negotiation tactic or two that you can use for your own residential deals. I'm your host Keith Weinhold. Flock Homes helps you retire from real estate and landlording, whether it's one problem property or your whole portfolio, through a 721 exchange, deferring your capital gains tax and depreciation recapture. It's a strategy long used by the ultra wealthy. Now, mom and pop landlords can 721 the residential real estate request your initial valuation. See if your properties qualify at flockhomes.com/gre. That's flockehomes.com/gre. Let me ask you something: If you've worked hard to build wealth, is your money positioned to actually support your goals? A lot of accredited investors leave capital sitting in cash because it feels safe, but inflation and missed income opportunities can quietly erode its value. Freedom Family Investments offers freedom notes for investors seeking structured income backed by real estate. It's a straightforward approach built on real assets, not speculation. And full disclosure, I'm an investor myself. What I like is that their team walks you through how it all works, so you can decide if it aligns with your portfolio and income goals. Every investment carries risk, and nothing is guaranteed, but with a track record of consistent, on-time investor payouts, they built real credibility.   Todd Drowlette  24:15   Well, I'll tell you about some of the pitfalls, and I'll tell you the huge opportunities. If you have office buildings that are vacant, you know, particularly in downtown municipalities like in Albany, New York, you know, our state capital in New York. Politicians and the government right now are creating a lot of incentives to convert those, where they're putting up grant and giving away millions of dollars to private developers that you don't have to repay. So there's a huge opportunity to have people take on a lot of the risk for you to do it. Some of the pitfalls people get into are you want to pick the right office building to do it for. So you want to a make sure that that office building either has on site parking garages or on site parking because I've seen people try to do it and that. Downtowns where there's no parking, and you can put a lot of money in a building with no parking. And if you're not in New York City, where people are used to, and you're competing against suburban apartments, that's a tough sell. So that's number one. Number two, for whatever reason, people really want in office buildings and downtown settings floor-to-ceiling windows. So you really want to pick office buildings that already have floor-to-ceiling windows because it can be very expensive. If you get over three floors, it can be very expensive to cut out windows and make them larger. And another, this is a huge money potential pitfall if you're not careful. Many municipalities and states have different codes for elevators for residential buildings than they have for office. It makes no sense to me, but office buildings. It has to do with fitting the elevator has to be large enough that you can get a stretcher if someone had a heart attack and needed to be wheeled out. Ah, for some reason, residential buildings require larger elevators, and if your shaft isn't big enough and your car isn't big enough. You could have a million dollars or more of an unexpected expense to either make the shaft bigger. Some buildings you can't even do it.   Keith Weinhold  26:08   Well, but if it was originally set up for-   Todd Drowlette  26:09   It doesn't make any sense either. This is new. If you have an office building that's 30 stories tall, people could have heart attacks in the middle of the day at the office. So how is that any different than if they're at home in an apartment and have a heart attack, so it doesn't make any sense to me why the code is different for the fire code. But in New York State, the fire code is different, and that can be astronomically expensive, or it can literally stop your project dead in the tracks if it just becomes cost prohibitive to do it.   Keith Weinhold  26:34   That's something that I never would have thought about. I generally like to see office to residential conversions revitalizing central business districts in our cities. You know, you talked about the parking before having less need for parking. If people can walk to work and where they work, that increases the walkability of an area. I like so many things about office to residential conversions, despite all the hardships and the pitfalls you have to avoid.   Todd Drowlette  27:01   Oh, they're great. You just want to make sure you're picking the right building. So my point is, if you have five or 10 vacant office buildings, mostly vacant office buildings, just make sure you're choosing the right one. And before you buy it, do your due diligence and go through with contractors and engineers and architects that understand all the codes and say, hey, the other positive thing that saves money in office conversions is most office buildings. If you have an elevator bank, typically have bathrooms directly across from the elevator bank, so water and sewer can be very expensive when you're running apartments. So having central lines going up through usually concrete floors can save you a ton of money in the design and the layout of how you place the units and do it around central bathrooms, but typically larger office buildings will have plumbing and sewer on different parts of the floor. So it just means you have to go less distance and it saves money. And a lot of office buildings, even older ones, have higher ceilings, which today is very desirable for apartments. So if you can have a building that has natural light, high ceilings, and you can get grant money to do it, that's definitely something people should look into. And even with a smaller building, I've seen people in New York people are converting 5000 foot office buildings into like five units. You know, there's money to be made. You just have to buy right. I always say, you know, if you can buy $1 for 50 cents. Buy it. Don't buy $1 and hope it goes to $2 A   Keith Weinhold  28:25   lot of these physical limitations, oftentimes in the office to residential conversion, and Todd in the residential world, oftentimes apartment buildings have been problematic. A lot of these syndicators have had their deals blow up because in 2022 or earlier they got five to seven year fixed rate debt. Those deals are coming due. The mortgage payments double, and a lot of times the operator just can't meet it, and it blows up. And apartment building values have been down about 30% nationally, largely for that reason, even though an apartment building owner gets a commercial loan, I still want to know from the commercial side and the commercial use type how much higher interest rate pain do you see that has surfaced and is still going to surface.   Todd Drowlette  29:17   So, I'll answer this by quoting my grandmother. She said, "Anytime you want to cook, whatever size pot you think you need, pick twice that size pot and start using that.   Keith Weinhold  29:29   Yeah.   Todd Drowlette  29:29   So I say the same thing when you're financing a deal or you're writing it out and seeing what your returns are. I always say to people, make sure that you have a big enough cushion in there for all the things you can never predict in commercial loans, there's a ton of guys that are about to lose their shirts, and you're starting to see it because, unfortunately, I don't know if it's true in residential real estate, but in commercial real estate, I've seen guys go from nothing to 50 million, 100 million, $200 million net worths, but I've also seen. Lose everything. So what happens in commercial real estate that you don't want to do is so many people say OPM, use other people's money, use other people's money, use other people's money, which is fine as a strategy. But what you don't want to do is cross collateralized loans. So if you have one property and then you go, oh, let me refinance that and then buy a next property and I'll refinance that and buy the next property, and then the bank's like, okay, we'll refinance that, but we're going to now tie all these properties together as one mortgage, or you're going to cross guarantee these properties. Right. The problem with that is, the people who do that strategy, if you started at that, you know, in 2021 when interest rates, you could get things at three and three quarters percent. Well, commercial loans are five-year loans typically, and they might have 20 or 20-five-year amortizations. So, unlike a residential mortgage that's a 15 or 20 or 30-year self-amortizing loan, they're not. At the end of five years, you have a balloon payment that you have to pay off. So, if interest rates are going down, that's amazing because if your tenants are the same, and even if your rents didn't change, and you bought something at 6% and now it's at 5% Your cash flow goes up significantly, and nothing happened other than your refinance. The problem is you have a ton of guys right now, guys, women, people that were financing stuff five years ago at three and three quarters, and now interest rates are hanging six and a quarter, six and a half, depending on the property, is might maybe seven. Same tenant, same everything. You're giving the keys back to the bank because you're broke now. Because all of a sudden you're financing, you squeeze too much out of the deal. I always say you can take on the in in or you can take on the out, but you can't have both. So when people are financing stuff, they just need to make sure. Like here's another thing I'll go off on. A lot of people will buy stuff with tax credits, and you see even with residential apartments, a lot of guys are financing that, selling people tax credits. Economies and things change and things move. If a deal is so tight that you need the tax credits to make the deal make sense, yeah, don't do the fricking deal because tax credits should be an added bonus. That's just, hey, that's a nice adding to the cushion. So many people have razor thin margins. They go, oh well, I do the tax credits. If I can get 70 cents on the dollar, this is how I make the money. I tell people I will have nothing to do with tax credit deals unless it's strictly a bonus. The deal has to stand on its own, and always assume in the course of five years interest rates could go up three points or down three points. Most people will not listen to me and will not do that. If you do that, you'll never get killed and you won't lose a property. It's super conservative, but there's enough money you can make, and if you buy it right, that's how you can afford to figure that spread in when you're financing something. But just so many people get greedy, and I just think back to my friend Bob Bear, who died. I met him when he was like 70-five. He was a billionaire, self-made, and he used to say to me, "It's not what you make; it's what you keep. And when people would ask how rich are you, he knew how rich he was. He would say, "I don't owe anybody in the world a dime.   Todd Drowlette  32:59   And to me, my entire strategy is I don't owe anybody in the world a dime. So I personally look at deals and say, out of my own cash flows, what can I buy? And instead of buying four properties a year, I might buy one property a year. But if I'm buying that and compounding my returns, I'm not paying interest to the banks. So it's just a different strategy. I sleep at night. I'm like the multimillionaire next door. I don't live extravagantly. I don't drive Ferraris and Rolls Royces. That's just not my thing. But I sleep at night and I have peace, which is important to me, knowing I don't owe anybody in the world a dime. But will I get as rich as the guy who's risking everything? No. But real estate to me is musical chairs, and the music always stops at some point. And there's never enough chairs for everybody. But if you're somebody who's in a cash position, which you're going to be going through in the next six months to a year, on the residential and commercial, I think there's going to be blood in the streets. And I think people who are sitting in cash are going to have like a once in a lifetime opportunity to buy things at a deep discount.   Keith Weinhold  34:02   Philosophically, we're different in one way. I use debt and leverage to grow larger, but ensuring that I do have enough income to cover the mortgage and all the operating expenses. But Todd, to your analogy about your grandmother in selecting a bigger pot than what she would need to cook whatever she's going to do, when it does come to debt, the last time I bought an apartment building myself, which wasn't recent, I could have chosen seven-year fixed-rate debt with a balloon at the end, or 10-year fixed-rate debt with a balloon at the end. The 10-year fixed-rate debt cost me one quarter of a percent more in mortgage rate, which dented my cash flow during the entire duration of that loan. But I did indeed choose that 10-year loan in order to have that much more certainty, and I sure am glad that that's what I did.   Todd Drowlette  34:54   That's always the game because it's people think that rich people know what you don't, or it's inside. Whatever I'm like. Number one, if you sit in a room with a bunch of rich people, yes, they will work against you if it benefits them to work together. But if it doesn't, you have egos and separate interests that are all competing. And there's always that thing of I know very very rich people who could buy and sell me 100 times over, and I also know that you don't know what you don't know, and the world has gotten so complicated, and financial markets are all intertwined globally. Anyone to be able to predict, it's like it's a crapshoot when you're like, okay, do I take seven years? Where do I think interest rates will be in seven years? It's hard to say where interest rates going to be tomorrow. You ask a banker tomorrow, they can't tell you. So it's like, what's your best educated guess of seven or 10 years? What's the better play? But I always go the conservative route.   Keith Weinhold  35:43   I think it's easier to predict the future direction of capital prices than it is interest rates. Myself,   Todd Drowlette  35:50   but I will say also, I am the exception. And if you have 100 other guests on here in the next year, well, 50-one more guests in here the next year, yeah, they would all say Todd's an idiot. That's terrible advice. If you want to get rich, literally leverage, leverage. Just do it intelligently, and I acknowledge that. I don't see the world the way other people do, but my end game is to be rich and comfortable, and to sleep at night with peace. And that's why I choose to do what I do, realizing I'm giving up. It's the you know what are you giving up to what do you gain benefit analysis, and I'm realizing I'm giving up some upside in my total potential net worth. But I like peace, and you know I had anxiety for years. I don't have it anymore, and I live my life to be as anxiety free as I can possibly be.   Keith Weinhold  36:34   That's interesting, and that certainly works for you, Todd. What's one negotiation tactic that you get from dealing with, well, let's say Decca or Centa million dollar commercial deals that our listeners could use the very next time that they buy a rental property.   Todd Drowlette  36:53   So the number one mistake I think people make is they assume what's motivating the other person, and they assume it's always price. So anytime I'm going to negotiate a deal from someone, whoever has the most information always wins, and whoever doesn't need the deal always wins. Yeah. So I want to know as much about that other person on the other side as I am. Are they going through a divorce? Are they desperate? Do they hate each other? Is it a partnership breakup? Did somebody inherit it and they live five states away and don't even know what this thing is worth that they have. So the number one thing from a negotiating standpoint is understand exactly who you're negotiating with and what's motivating them. From an actual tactic standpoint, just think logically through whatever the process is, and you can always go up. You can't go down. So the key is to offer as little as you can without insulting the person, so they don't even respond. So figure out what that fine line is, and before you go into the negotiation, know what your walk away number is. That's just the point you're not getting over. The fast way to lose in a negotiation is to get stuck in a bidding war. There's nothing I want so much that I'm going to overpay for it. So when people go, "Well, if somebody else is interested, I go then sell it to them. Yeah, I don't need it. Sell it to them. And then the other thing I'll say is, if you start the negotiation, this is the one piece. Say your number and shut up. So many people are scared of silence. And then, right, if the person doesn't immediately respond, they go, "Oh, well, I guess I offered you 500,000 I mean, I guess I could go 550. As soon as you talk after you give a number, you're negotiating against yourself. So throw the number, let it land wherever it lands, and do not talk until that person responds to you. That's like the number one mistake I see people do. They throw out a number, they get nervous with the silence, and then they immediately go up in their offer. That person could have been thinking, "Oh my God, did I forget to call back my whatever? And they're not even thinking about the number you just threw out. But people just assume, oh God, the number was too low, and then they negotiate against those. Do not do that.   Keith Weinhold  38:48   Risk the awkward silence. And yes, to your point about learning more about the other side, terms are often more important than price for sure. Well, Todd, you know a lot of commercial real estate content in mainstream media it tends to focus on these big institutional deals. But what has made your A and E show interesting, the Real Estate Commission, is what it's called. Is it focuses more on sort of leasing and this negotiation that we're just touching on there, and that's what makes you interesting. So tell us about what audiences can expect for season two of the Real Estate Commission on A and E.   Todd Drowlette  39:24   So, season two, you will 100% see real landlords, real brokers, real investors. You'll see real retailers. You'll see people relocating their offices in New York City. You'll see stuff in upstate New York. It's generally in the Northeast. In the first season, we helped a kitchen cabinet manufacturer relocate their suburban offices in Philadelphia. I sold a 50-unit HUD property that has a HAP contract you might be familiar with. That was crazy going through a bankruptcy foreclosure proceeding two year. That was crazy. Yeah, so you are going to. See more of that. It's a documentary. It's not a reality show, so you're watching the deal as it unfolds. Some things have happy endings. Some things have terrible endings, but they're real endings either way. So people will see a lot of that of deals happening in the Northeast. And if someone's listening and they're a business owner and they want to be part of the show, they can apply. We're announcing the casting will be open for about three weeks across the U.S. They can go to the realestatecommission.com/forward/tv and they can apply to be part of the show.   Keith Weinhold  40:32   Now, since you started this last year, I want to ask: Has this A and E exposure helped you generate more business and create traffic? I would really think so.   Todd Drowlette  40:42   Yeah, I wasn't sure. You know how because you never anything new. You never know, right? Like I put time and energy into it. It definitely did. Definitely, people start to notice you, which is a little weird. I was in a cell phone store, and they literally it was playing, and the guy's like, "Oh, it's you! Like, and then everybody who's walking in, he's like, "Hey, look, it's the guy on TV. He's right here. That was like kind of an awkward. Like, I'm like, "Okay, this is weird. Guy was excited, so that was fine. It's an adjustment of things, but it definitely has increased our overall visibility and people reaching out to do deals with us for sure.   Keith Weinhold  41:18   Is there any last resource you'd like to tell our audience about.   Todd Drowlette  41:21   I would just quickly announce the first season did so well. We're actually doing a spinoff show that'll also air on A and E called the Real Estate Commission New York that we're casting in upstate New York as well as New York City for brokers, agents, home sellers, home buyers that will actually document real buyers, real sellers, same thing. It'll follow our format, which I know there's a million shows on TV about real estate. Those are reality shows, not docu series. And I'll say, without going into the details, there's a very big difference between those two and what you're actually seeing on camera and what's happening. That will air in March of 2027, back to back with our show, I will make cameos in that. But I'm executive producing that show, so from your residential audience, that's a show they should tune into. I think they'll get a lot out of it.   Keith Weinhold  42:12   Congratulations! Your show has had so much success that it's setting the template for another show, and it has been most interesting since we first had you here last year to follow this along, Todd Drowlette. It's been a valuable chat. Thanks so much for coming back onto the show.   Todd Drowlette  42:28   I'd love to come back anytime, and thank you so much for having me on again. I appreciate it.   Keith Weinhold  42:38   Drowlette is spelled D R O W L E T T E. Todd and I talk a good bit off mic as well. In addition to the elevators, sometimes he emphasizes how cumbersome to impossible HVAC system compatibility is when you're doing office to residential building conversions. Too, you just never seem to hear about an easier than expected office to residential property conversion. It is most interesting and rare that Todd is not much of a leverage guy at all. Whereas in the vein of financially free beats debt free, I like to approach deals where the interest cost is lower than the expected opportunity cost. When it comes to negotiating, some of Todd's approach, you know, it's similar to what prominent hostage negotiator Chris Voss shared with you here on the show a few years ago. That silence is powerful in negotiating. In fact, if you feel like you need to say something to fill the silence. Use what Chris Voss calls the mirroring technique, and the mirroring technique that is simply repeating what the other party just said, kind of like a parrot would. For example, if you're trying to buy a property and the seller says that the best they can do is sell it to you for 550k and a delayed 90-day close. Reply with 550k and a 90-day close, and then listen to see if the seller comes down from there. Or instead, you can simply say nothing and just sit there with the silence like Todd recommended. The reason I like these particular negotiating techniques right here is that they're easy to remember and they're easy to do. You either remain silent or, per the mirroring technique, you just repeat the last words that the other party said. Thanks to Todd Drowlette today, you can check out the real estate commission on A and E Coming up here on the show soon. Back to residential, where for the first time ever on the show here we discuss what might be the greatest real estate cash flow strategy because it's becoming quite popular today. Until next week, I'm your host Keith Weinhold. Don't quit your daydream.   Speaker 1  45:08   Nothing on this show should be considered specific, personal, or professional advice. Please consult an appropriate tax, legal, real estate, financial, or business professional for individualized advice. Opinions of guests are their own. Information is not guaranteed. All investment strategies have the potential for profit or loss. The host is operating on behalf of Get Rich Education LLC exclusively.   Keith Weinhold  45:36   The preceding program was brought to you by your home for wealth building getricheducation.com  

Summer Webinar Series from Keys to the Shop®! Congratulations! You hired the right people! Now comes one of the most critical parts of the relationship between employee and employer, raining and onboarding. All too often we rush this process and engage in "trial by fire" training, we give people big manuals and handbooks and simply tell them "read this". How's that working for ya? I can tell you from working for 27 years in coffee and personally coaching over 85 cafes, this is common and this does not cut it. In this 2nd in the 3part webinar series, we are going to dive deep into the what, why, and how of setting up an effective training and onboarding system that will actually produce competence, confidence, and growth for both you and your staff. Your customers benefit by receiving better service, hospitality, and quality from a staff that is truly empowered. Date: July 30, 2026 | Time: 11:00 AM EST You will walk away with:

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Jimmy and family went on their annual Shasta Lake camping trip with the Assistant’s family. They went on a hike to a natural water slide. Tyler went on his Mad Hatters summer campout trip to the Rubicon. Then drove straight from the Rubicon to Berrett Lake to go camping with Husmann and 1st Gen 4Runner Dave. They went on a fun hike to Laurance Lake and discovered some new swimming holes. GROUP BUY: There is a new group buy happening, and this time it is with Wolfbox for their G900Tripro. If we get ten people signed up then we will get $20 off. If we can get 20 people signed up, we will get $30 off, and if we can get 30 people signed up, then it will be $40 off. If you’re interested in joining the group buy, then please email Jimmy or Tyler, or jump on to the Discord. SnailTrail4x4 Discord: https://discord.gg/yFyFFkQbuyCome hang out with us on the SnailTrail4x4 Discord — it’s the easiest way to connect with Tyler and Jimmy directly, chat with fellow offroad enthusiasts, and get first access to Group Buys and Treasure Hunt token drops. MORRFlate Giveaway at 900 Reviews on Apple Podcast. But our next giveaway is when we reach 800 reviews; we are giving away an OnX Elite Membership. We will also give away an OnX Elite membership when we get to 850. However, when we reach 900 Reviews, we are teaming up with MORRFlate for a $1000 MF Product Giveaway. Go over to Apple Podcasts to leave your review now and become eligible to win. Congratulations to A13XMONT, who won a set of tires from Yokohama Tire! Call us and leave us a VOICEMAIL!!! We want to hear from you even more!!! You can call and say whatever you like! Ask a question, leave feedback, correct some information about welding, say how much you hate your Jeep, and wish you had a Toyota! We will air them all, live, on the podcast! +01-916-345-4744. If you have any negative feedback, you can call our negative feedback hotline, 408-800-5169. 4Wheel Underground has all the suspension parts you need to take your off-road rig from leaf springs to a performance suspension system. We just ordered our kits for Kermit and Samantha and are looking forward to getting them. The ordering process was quite simple, and after answering the questionnaire, we ensured we got the correct and best-fitting kits for our vehicles. If you want to level up your suspension game, check out 4Wheel Underground. SnailTrail4x4 Podcast is brought to you by all of our peeps over at irate4x4! Make sure to stop by and see all of the great perks you get for supporting SnailTrail4x4! Discount Codes, Monthly Give-Always, Gift Boxes, the SnailTrail4x4 Community, and the ST4x4 Treasure Hunt! Thank you to all of those who support us! We couldn’t do it without you guys (and gals!)! SnailSquad Monthly Giveaway July’s Giveaway is with a company that Jimmy and Tyler have very good experience with, especially after TrailHeroX. This month’s giveaway is with Wolfbox. They are giving away one G900Tripro to a lucky winner. This is the same three-camera rearview mirror setup that they received during TrailHeroX. If you want a chance to win this system from Wolfbox make sure you sign up for the giveaway tier on either Irate4x4 or the SnailTrail4x4 Discord. Massive Congratulations to Liz Sandstorm for winning the Iceco Freezers. We are excited to work with and share their exciting new releases. One lucky winner has a chance to an ALP20 Fridge. Big thanks to Iceco for sponsoring this month’s giveaway. If you want a chance to win, sign up for the Giveaway Tier on Irate4x4 Listener Discount Codes: SnailTrail4x4 –SnailTrail15 for 15% off SnailTrail4x4 MerchMORRFlate – snailtraill4x4 to get 10% off MORRFlate Multi Tire Inflation Deflation™ Kits4WheelUnderground – snailtrail 10% offIceco – SnailTrail 12% offRUSOH Fire Extinguishers – RusohCrawlers discount code gets you 12% offDevos Outdoor – snailtrail12 gets you 12% off sitewideIronman 4×4 – snailtrail20 to get 20% off all Ironman 4×4 branded equipment!Sidetracked Offroad – snailtrail4x4 (lowercase) to get 15% off lights and recovery gearSpartan Rope – snailtrail4x4 to get 10% off sitewideShock Surplus – SNAILTRAIL4x4 to get $25 off any order!Mob Armor – SNAILTRAIL4X4 for 15% offSummerShine Supply – ST4x4 for 10% offBackpacker’s Pantry – Affiliate LinkLaminx Protective Films – Use the Link to get 20% off all products (Affiliate Link) Show Music: Midroll Music – ComaStudio Outroll Music – Meizong Kumbang

Standing Strong When the Battle Feels HeavyScripture: Isaiah 40:31 — but they who wait for the Lord shall renew their strength; they shall mount up with wings like eagles; they shall run and not be weary; they shall walk and not faint. Accept Jesus today. https://youtube.com/shorts/bIwAUlz7Kg4?si=BNOhv44iLWIR4eVJIf you would like to accept Jesus into your heart today, pray this simple prayer:****God, I have sinned against You. I believe that Jesus is Your Son, who died and rose for my sake. I ask you to forgive me for my sin. I place my trust in You for salvation. I receive you as my Lord and Savior. In Jesus' name, I am forgiven! Amen!****Congratulations! You are now a child of the Most High. John 1:12 says, "But to all who did receive him, who believed in his name, he gave the right to become children of God."****If you just prayed this prayer to receive Jesus Christ as your Savior, I welcome you to the family of God. Subscribe to my channel and type in the comments right now, “I just prayed that prayer.”****Click here for FREE eBook download: https://tinyurl.com/ISAIDTHEPRAYERShow your love and support the channel:*PayPal: PayPal.me/malachimitchellministry*Cash App: https://cash.app/$MalachiMitchNote Journals and Puzzles:https://tinyurl.com/WalkinFaithPublishingAuthored Books: https://tinyurl.com/PastorMalachiBooksHNO Crypto Coin Investing Opportunity: https://tinyurl.com/HNOCoin-ReferralFREE Ways to Support Me:

Hour 1: In conclusion, The World Cup ruled. Congratulations, Spain. Vinnie has mild thoughts on the halftime show. How much money do the teams make for winning? Sarah thinks the game could use lions. Vinnie passed his big test! Plus, he's doing hard-hitting journalism this morning with two contradicting stories: Santa Fe is the best, but New Mexico is the worst. Hour 2: Let's catch up on TV! Sarah and Matty are loving House of the Dragon, but Bob is over it. Big Brother has kicked off. Anya Taylor Joy's new show isn't horrible. Matty is watching ‘Little House on the Prarie'… lol. Sarah got totally scammed by AI. Can you guess the most watched seasons of Netflix in the last 4 years? Speaking of Tucker, Sarah is playing matchmakers with Marci. Plus, the biggest story of last week has been solved - supposedly. Hour 3: The first ‘Avengers: Doomsday' trailer is here. Robert Downey Jr is back, but Iron Man isn't. ‘The Odyssey' had a tremendous opening weekend. ‘Moana' is disappointing after its second weekend. Sorry, The Rock. Is he joining this list of celebrities whose careers are hanging on by a thread? Messi crying is in the news. Vinnie reopens the lettuce controversy. More to come. What would you do for a Mountain Dew? Not much. America's taste in ice cream is vanilla. BTW, Vinnie is afraid of sharks. Hour 4: Evanescence is in town today! Will they ever be able to top that big hit? It's Hello Kitty night at The Valkyries. Flock of Seagulls are at the Castro Theatre. Speaking of music, Apple is raising their prices. Jelly Roll and Bunnie Xo already finalized their divorce. Willy Nelson in a turtleneck? Cigarettes are cool - Sarah is quitting. World cup travelers are sharing what they liked about America. Grab a taco, it's not so bad here! Plus, the great return of How Old Is That Guy?!

In conclusion, The World Cup ruled. Congratulations, Spain. Vinnie has mild thoughts on the halftime show. How much money do the teams make for winning? Sarah thinks the game could use lions. Vinnie passed his big test! Plus, he's doing hard-hitting journalism this morning with two contradicting stories: Santa Fe is the best, but New Mexico is the worst.

Jimmy and Tyler sit down with James, the International Distributor for Carbon Off-Road — a 10-year-old Australian winch and recovery gear company quietly making a lot of noise in a space dominated by legacy brands. James is a Kiwi who grew up on farms in New Zealand’s Taranaki region before moving to Australia 22 years ago. He found off-roading the same way a lot of adults do: by needing friends and buying a Suzuki. He joined a Suzuki club, met Carbon founder Dan through those connections before Carbon even existed, and eventually joined the company. Now he’s traveling the US in what Tyler accurately describes as a “homeless American gypsy” role — meeting wheelers, attending grassroots events, and slowly building the Carbon Off-Road name in the US market. He stopped in Sacramento on a layover to come on the show, having spent a week with Jimmy and Tyler at Trail Hero Expeditions. Carbon’s pitch is three words: lighter, faster, stronger. Their 12,000 lb flagship is the lightest 12K winch in the world — just under 58 lbs fully installed, aluminum housing, 480 amp max current draw, lifetime mechanical warranty on the gearbox, 5-year electrical on the motor and control box. It retails at $899 USD. The RS9 is their race-spec winch — 9,000 lb capacity, 80 feet per minute unloaded, and James jokes it should come with a parental advisory sticker because it will unspool 78 feet of spectra fiber rope in about a minute if you don’t have tension on the line. On the recovery gear side: Carbon just launched a full lineup available in three colorways — High Viz (orange, commercial/heavy equipment), Blue, and Tactical (so popular it exceeded all expectations). Their Essential Recovery Kit ($349 USD) includes soft shackles, kinetic rope, tree saver, recovery ring, gloves, and a bag that doubles as a winch blanket. The Tac 4×4 Kit ($599 USD) upgrades to spectra-fiber soft shackles rated at 18,000 kg working load limit, adds a utility rope (replaces the tree saver — works as a bridle, rock anchor, winch extension, or general purpose rope), and comes in a MOLLE-style bag. Everything is designed in-house in Australia, third-party tested to minimum breaking strength, and not white-labeled — James is emphatic about this. The show also covers: Carbon’s 10th anniversary camping weekend at Black Duck Valley (120 vehicles showed up despite two weeks of rain), what it’s like trying to sell winches at a trade show for 14 hours in a row, why James hasn’t been able to drive his own trailer-queen Suzuki Sierra much lately, King of the Hammers 2026 (“we saw a lot of winches stalling out — caveat: none of ours”), the Australia/New Zealand land access crisis vs. US land access fights, and why the name Carbon has nothing to do with carbon fiber. Bonus content includes the full Australia ongoing-topics segment: Vegemite vs. Marmite (James sides with Marmite, the New Zealand version), camping vs. glamping (coffee machine in the tent = crossed the line), and the fanny pack question that previously required Australian listeners to call in and educate Jimmy about what the word “fanny” actually means. James’s closing advice: In a recovery situation, don’t rush it. Take a breath, assess, and figure out how to do it safely. Carbon Offroad:Website: https://carbonoffroadusa.com/Instagram: https://www.instagram.com/carbonoffroad_usa/YouTube: https://www.youtube.com/@carbonoffroadFacebook: https://www.facebook.com/CarbonWinchAndOffroad GROUP BUY: There is a new group buy happening, and this time it is with Wolfbox for their G900Tripro. If we get ten people signed up then we will get $20 off. If we can get 20 people signed up, we will get $30 off, and if we can get 30 people signed up, then it will be $40 off. If you’re interested in joining the group buy, then please email Jimmy or Tyler, or jump on to the Discord. SnailTrail4x4 Discord: https://discord.gg/yFyFFkQbuyCome hang out with us on the SnailTrail4x4 Discord — it’s the easiest way to connect with Tyler and Jimmy directly, chat with fellow offroad enthusiasts, and get first access to Group Buys and Treasure Hunt token drops. MORRFlate Giveaway at 900 Reviews on Apple Podcast. But our next giveaway is when we reach 800 reviews; we are giving away an OnX Elite Membership. We will also give away an OnX Elite membership when we get to 850. However, when we reach 900 Reviews, we are teaming up with MORRFlate for a $1000 MF Product Giveaway. Go over to Apple Podcasts to leave your review now and become eligible to win. Congratulations to A13XMONT, who won a set of tires from Yokohama Tire! Call us and leave us a VOICEMAIL!!! We want to hear from you even more!!! You can call and say whatever you like! Ask a question, leave feedback, correct some information about welding, say how much you hate your Jeep, and wish you had a Toyota! We will air them all, live, on the podcast! +01-916-345-4744. If you have any negative feedback, you can call our negative feedback hotline, 408-800-5169. 4Wheel Underground has all the suspension parts you need to take your off-road rig from leaf springs to a performance suspension system. We just ordered our kits for Kermit and Samantha and are looking forward to getting them. The ordering process was quite simple, and after answering the questionnaire, we ensured we got the correct and best-fitting kits for our vehicles. If you want to level up your suspension game, check out 4Wheel Underground. SnailTrail4x4 Podcast is brought to you by all of our peeps over at irate4x4! Make sure to stop by and see all of the great perks you get for supporting SnailTrail4x4! Discount Codes, Monthly Give-Always, Gift Boxes, the SnailTrail4x4 Community, and the ST4x4 Treasure Hunt! Thank you to all of those who support us! We couldn’t do it without you guys (and gals!)! SnailSquad Monthly Giveaway July’s Giveaway is with a company that Jimmy and Tyler have very good experience with, especially after TrailHeroX. This month’s giveaway is with Wolfbox. They are giving away one G900Tripro to a lucky winner. This is the same three-camera rearview mirror setup that they received during TrailHeroX. If you want a chance to win this system from Wolfbox make sure you sign up for the giveaway tier on either Irate4x4 or the SnailTrail4x4 Discord. Massive Congratulations to Liz Sandstorm for winning the Iceco Freezers. We are excited to work with and share their exciting new releases. One lucky winner has a chance to an ALP20 Fridge. Big thanks to Iceco for sponsoring this month’s giveaway. If you want a chance to win, sign up for the Giveaway Tier on Irate4x4 Listener Discount Codes: SnailTrail4x4 –SnailTrail15 for 15% off SnailTrail4x4 MerchMORRFlate – snailtraill4x4 to get 10% off MORRFlate Multi Tire Inflation Deflation™ Kits4WheelUnderground – snailtrail 10% offIceco – SnailTrail 12% offRUSOH Fire Extinguishers – RusohCrawlers discount code gets you 12% offDevos Outdoor – snailtrail12 gets you 12% off sitewideIronman 4×4 – snailtrail20 to get 20% off all Ironman 4×4 branded equipment!Sidetracked Offroad – snailtrail4x4 (lowercase) to get 15% off lights and recovery gearSpartan Rope – snailtrail4x4 to get 10% off sitewideShock Surplus – SNAILTRAIL4x4 to get $25 off any order!Mob Armor – SNAILTRAIL4X4 for 15% offSummerShine Supply – ST4x4 for 10% offBackpacker’s Pantry – Affiliate LinkLaminx Protective Films – Use the Link to get 20% off all products (Affiliate Link) Show Music: Midroll Music – ComaStudio Outroll Music – Meizong Kumbang

This week, we're joined by actor, author, and creator Charmeé Taylor of @bi_astrology and The Good Bi Podcast. We talk about coming out later in life, building bisexual community online, femme-for-femme relationships, bisexual representation in media, and the history behind some of the biggest misconceptions about bisexuality. Plus, we get into dating in LA, BiCons, and plenty of laughs along the way.Follow Charmeé on social:IG: @bi_astrologyIG: @thegoodbipodcastTiktok: CharmeeifyoudareShoutouts:Kris: The Chi - Season 8, the final season. Congratulations to Lena Waithe, the cast and crew of the longest running Black drama series on premium cable. Follow on IG @shothechiShana: Queerpalooza Pride Festival - From the creators of Raw Honey NYC they are taking over NYC & LA in June for a Black & Brown queer festival that's loud, intentional and unapologetically queer - Follow @queerpalooza Charmeé: LA Bi Taskforce: Incredible work in culture, wellness and in the LA area. They have a bunch of events coming up - especially for Pride and Bi Visibility week. Mark your calendars @labitaskforceShare your Am I A Bad Queer? hereSupport the showPATREON: patreon.com/BadQueersPodcastSubscribe to our Youtubehttps://www.youtube.com/@BadQueersPodcast The opinions expressed during this podcast are conversational in nature and expressed only for comedic purposes. Not all of the facts will be correct but we attempt to be as accurate as possible. BQ Media LLC, the hosts, nor any guest host(s) hold no liability over the conversations on this podcast and by using this podcast you understand that it is solely for entertainment purposes. Copyright Disclaimer: Under Section 107 of the Copyright Act 1976, allowance is made for "fair use" for purposes such as criticism, comment, news reporting, teaching, parody, scholarship and research.  

It's sweet victory for the European continent at this year's World Cup, with Spain taking the honours. Congratulations to them and the team Luis de la Fuente so brilliantly built. So, just how did he do it? And might they be the side to dominate international football for the next decade?David Cartlidge sits down with Dotun and Andy to discuss that. Plus, how do we reflect on the tournament as a whole? Are we pleased with the performances of our European sides at the World Cup? Are we witnessing a re-forming of the hierarchy in European football? And how do we assess FIFA's role in all of this?Ask us a question on X, Instagram and TikTok, and email us here: otc@footballramble.com.For ad-free shows, head over to our Patreon and subscribe: patreon.com/footballramble.***Please take the time to rate and review us on Apple Podcasts or wherever you get your pods. It means a great deal to the show and will make it easier for other potential listeners to find us. Thanks!*** On The Continent is your definitive podcast for European football. Subscribe for new podcasts every single week and throughout the 2026 FIFA World Cup. Hosted on Acast. See acast.com/privacy for more information.

Congratulations to Spain on their second World Cup win!What a tournament! I break down everything from the games, teams, players, and more today!Enjoy!

Josh and Gerald are talking about the Avengers Doomsday trailer and whether the Monday drop was the right time to debut, The Odyssey and its HUGE success at the box office, Star Trek: Strange New Worlds season four opening on Paramount+, Fanatics Fest this past weekend and the company's dominance in the sports collectible industry, Lorcana vs Magic: The Gathering, and more!Gear up with your favorite Pop Culture Cosmos shirts and gifts in our TeePublic store at ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.teepublic.com/user/pop-culture-cosmos⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.Questions for us? Hit us up at ⁠⁠⁠⁠⁠⁠popculturecosmos@yahoo.com⁠⁠⁠⁠⁠⁠ or @popculturecosmo on Twitter!Don't forget to Follow, Like, and Subscribe to our shows and leave us that 5-star Review on Apple Podcasts and Spotify!⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Presented by ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Pop Culture Cosmos⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠, Zero Cool Films, ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ThriveFantasy⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠, the novel Congratulations, You Suck (available for purchase ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠HERE⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠), ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Lakers Fast Break⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠, ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Pop Culture Cosmos⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠, ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Inside Sports Fantasy Football⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠, ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠DripShow Shop, ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠The Happy Hoarder⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠, and ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Retro City Games⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠!

Take Minesweeper. Add Sudoku logic. Put cats on it. Congratulations, you've just made $200,000 a day..We break down Meow Doku by Oakever, the cat-puzzle that came out of nowhere to shake up a category that hadn't changed in a decade. They walk the game (it's Minesweeper crossed with Sudoku — one cat per color, per row, per column, cats can't touch — simpler than Minesweeper and endlessly satisfying), the pure ad monetization (100% ads, no IAP, ~80%+ from interstitials, a clever cooldown timer that tightens the longer you play), and the numbers (~400K downloads/day, 2M+ DAU with huge US and Japan share, an estimated ~$200K/day and climbing). Then the portfolio: Oakever (real name Learnings / Beijing Lexing) is a fully bootstrapped, Singapore-based Chinese giant with a ~200-300 person R&D team, 70M MAU, a billion cumulative downloads, five straight years of 100%+ revenue growth, and a claim to being the #1 Chinese game company by ad revenue on Meta and Google. And the twist that makes the whole thing a masterclass: MeowDoku isn't original — it's a cats reskin of "Queens Master Sudoku," a game that sat dormant making almost nothing for a year and a half until Oakever found it, added cats, and out-executed everyone on UA. Plus, this game is a LINKEDIN GAME!!⏱️ TIMESTAMPS00:00 The game we've wanted to cover for 3 years03:30 Minesweeper meets Sudoku — the core rules06:30 Why it's simpler than Minesweeper (and better)10:20 100% ads — the cooldown timer trick14:30 The numbers — 2M DAU, ~$200K/day22:50 Inside Oakever's monster portfolio27:30 The bootstrapped Chinese ad-revenue king36:40 The twist — it's a reskin of Queens Master SudokuThis episode is brought to you by Kinoa — the AI operating system for mobile game operations: flows, live segments, in-app messages, push notifications, and A/B testing in one place, run by the operators who own the numbers. Carry1st saw +43% ARPDAU; PlayStudios saw +31% revenue on Tetris Block Party. Learn more at Kinoa.http://www.kinoa.ai?utm_source=MatejPodcast&utm_medium=Link&utm_campaign=Matej+Podcast&utm_id=100PVX Partners offers non-dilutive funding for game developers.Go to: https://pvxpartners.com/They can help you access the most effective form of growth capital once you have the metrics to back it.- Scale fast- Keep your shares- Drawdown only as needed- Have PvX take downside risk alongside you+ Work with a team entirely made up of ex-gaming operators and investorsFor an ever-growing number of game developers, this means that now is the perfect time to invest in monetizing direct-to-consumer at scale.Our sponsor FastSpring:Has delivered D2C at scale for over 20 yearsThey power top mobile publishers around the worldLaunch a new webstore, replace an existing D2C vendor, or add a redundant D2C vendor at fastspring.gg.This is no BS gaming podcast 2.5 gamers session. Sharing actionable insights, dropping knowledge from our day-to-day User Acquisition, Game Design, and Ad monetization jobs. We are definitely not discussing the latest industry news, but having so much fun! Let's not forget this is a 4 a.m. conference discussion vibe, so let's not take it too seriously.Panelists: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Jakub Remia⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠r,⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Felix Braberg, Matej Lancaric⁠Join our slack channel here: https://join.slack.com/t/two-and-half-gamers/shared_invite/zt-3bckldvr8-8PXvzciMWdheOzED9hq0SA---------------------------------------Matej LancaricUser Acquisition & Creatives Consultant⁠https://lancaric.meFelix BrabergAd monetization consultant⁠https://www.felixbraberg.comJakub RemiarGame design consultant⁠https://www.linkedin.com/in/jakubremiarPlease share the podcast with your industry friends, dogs & cats. Especially cats! They love it!Hit the Subscribe button on YouTube, Spotify, and Apple!Please share feedback and comments - matej@lancaric.me

Fighting With Spiritual Weapons, Not Fleshly ReactionsScripture: 2 Corinthians 10:4 — For the weapons of our warfare are not of the flesh but have divine power to destroy strongholds.Accept Jesus today. https://youtube.com/shorts/bIwAUlz7Kg4?si=BNOhv44iLWIR4eVJIf you would like to accept Jesus into your heart today, pray this simple prayer:****God, I have sinned against You. I believe that Jesus is Your Son, who died and rose for my sake. I ask you to forgive me for my sin. I place my trust in You for salvation. I receive you as my Lord and Savior. In Jesus' name, I am forgiven! Amen!****Congratulations! You are now a child of the Most High. John 1:12 says, "But to all who did receive him, who believed in his name, he gave the right to become children of God."****If you just prayed this prayer to receive Jesus Christ as your Savior, I welcome you to the family of God. Subscribe to my channel and type in the comments right now, “I just prayed that prayer.”****Click here for FREE eBook download: https://tinyurl.com/ISAIDTHEPRAYERShow your love and support the channel:*PayPal: PayPal.me/malachimitchellministry*Cash App: https://cash.app/$MalachiMitchNote Journals and Puzzles:https://tinyurl.com/WalkinFaithPublishingAuthored Books: https://tinyurl.com/PastorMalachiBooksHNO Crypto Coin Investing Opportunity: https://tinyurl.com/HNOCoin-ReferralFREE Ways to Support Me:

Ready for a look behind the scenes at America's most challenging and popular game show?   Well, you came to the right place because today's guest is Jason Singer, a recent Jeopardy champion.  What makes the story even more cool is that a few years earlier Jason's wife Susan also appeared on Jeopardy and she came away a winning champion!   Besides talking with Jason about Jeopardy behind the scenes, we chat about the many benefits of being curious, why trivia isn't silly at all, how engaging yourself in learning about a lot of things,  some  outside of your comfort zone,  strengthens your brain and makes for a much more interesting and fun  life.  In a culture that often rewards physical achievement, it's nice to know that Jeopardy exists for those of us who exercise our thinking muscles.  Congratulations to Jason and Susan, one smart couple!

(Riverton, WY) – Riverton High School’s Tessa Kenyon joined the County 10 Podcast after returning from Washington D.C. where she attended the FCCLA National Convention. FCCLA or Family, Career and Community Leaders of America, turned into a passion for Tessa in 8th grade. Kenyon told us that it was instructor Kelli Gard who first inspired her to join the club. What started as a simple suggestion turned into a multi-year effort that culminated with the organization’s most prestigious honor in the nation’s capital. Kenyon was chosen as an FCCLA National Officer. Specifically, she’s National Vice President of Programs. To put the honor into a little perspective, there’s over 270,000 members in the country. Tessa was the only selection from the state. Wyoming’s last representative for a national officer position was when Wright’s Shelby Smith achieved it in 2021. Tessa and her team pose in front of the United States Capitol Kenyon knew that she was a candidate, but most don’t receive the high ranking designation. After the candidates received a letter revealing their fate, Tessa waited to open hers until she was in her hotel room surrounded by her mom, her sister and her advisor. “I literally got to ‘Dear Tessa Kenyon. Congratulations, you’ve been’ — and I couldn’t stop crying. I cried all my makeup off that I had put on that morning.” Tessa Kenyon holds her congratulatory letter. She’ll now work to represent those 270,000+ members. Next month she flies back across the country to Virginia for an FCCLA planning meeting. She’ll go to Disney’s Imagination Campus, help plan the 2027 National Convention and much more along the way. Kenyon speaks at the FCCLA National Conference Hear our full interview with Tessa by clicking the player below or wherever you get podcasts by searching for the County 10 Podcast! Tessa Kenyon, FCCLA National Officer Tessa Kenyon, FCCLA

TJ Johnson steps back into the Multiverse as he and Gerald share thoughts on Christopher Nolan's version of The Odyssey as it hits theaters and IMAX. Tune in to see why this grand vision could be the spectacle the summer has been waiting for at the box office. They also discuss the streaming success of shows away from Netflix, as HBO Max has been scoring big with season three of The House of the Dragon and Disney with season two of X-Men '97. Plus, TJ has his thoughts on the successful remake of Assassin's Creed: Black Flag with Resynched. All this, and there are some deals to be had for gamers for those looking through the XBOX, Steam, and PlayStation stores. Much to discuss with one of the biggest movie releases of the year, as we continue down the pop culture path with the latest PCC Multiverse!Gear up with your favorite Pop Culture Cosmos shirts and gifts in our TeePublic store at ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.teepublic.com/user/pop-culture-cosmos⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.Questions for us? Hit us up at ⁠⁠⁠⁠⁠⁠popculturecosmos@yahoo.com⁠⁠⁠⁠⁠⁠ or @popculturecosmo on Twitter!Don't forget to Follow, Like, and Subscribe to our shows and leave us that 5-star Review on Apple Podcasts and Spotify!⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Presented by ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Pop Culture Cosmos⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠, Zero Cool Films, ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ThriveFantasy⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠, the novel Congratulations, You Suck (available for purchase ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠HERE⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠), ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Lakers Fast Break⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠, ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Pop Culture Cosmos⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠, ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Inside Sports Fantasy Football⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠, ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠DripShow Shop, ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠The Happy Hoarder⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠, and ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Retro City Games⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠!

The Danger of Spiritual PassivityScripture: 1 Peter 5:8—"Be sober, be vigilant; because your adversary the devil, as a roaring lion, walketh about, seeking whom he may devour.”Accept Jesus today. https://youtube.com/shorts/bIwAUlz7Kg4?si=BNOhv44iLWIR4eVJIf you would like to accept Jesus into your heart today, pray this simple prayer:****God, I have sinned against You. I believe that Jesus is Your Son, who died and rose for my sake. I ask you to forgive me for my sin. I place my trust in You for salvation. I receive you as my Lord and Savior. In Jesus' name, I am forgiven! Amen!****Congratulations! You are now a child of the Most High. John 1:12 says, "But to all who did receive him, who believed in his name, he gave the right to become children of God."****If you just prayed this prayer to receive Jesus Christ as your Savior, I welcome you to the family of God. Subscribe to my channel and type in the comments right now, “I just prayed that prayer.”****Click here for FREE eBook download: https://tinyurl.com/ISAIDTHEPRAYERShow your love and support the channel:*PayPal: PayPal.me/malachimitchellministry*Cash App: https://cash.app/$MalachiMitchNote Journals and Puzzles:https://tinyurl.com/WalkinFaithPublishingAuthored Books: https://tinyurl.com/PastorMalachiBooksHNO Crypto Coin Investing Opportunity: https://tinyurl.com/HNOCoin-ReferralFREE Ways to Support Me:

Get a shoutout on Congratulations: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠holler.baby/chrisdelia⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Tyler had a fantastic trip with the family out to one of his favorite places, Barrett Lake. He talked about how Fiona wheeled, and he didn’t like it, but he did learn to love the Wolfbox even more. Jimmy talked about how he has so much work to do on Bobcat, but decided to go out and get drunk and be completely hungover for his one free day. GROUP BUY: There is a new group buy happening, and this time it is with Wolfbox for their G900Tripro. If we get ten people signed up then we will get $20 off. If we can get 20 people signed up, we will get $30 off, and if we can get 30 people signed up, then it will be $40 off. If you’re interested in joining the group buy, then please email Jimmy or Tyler, or jump on to the Discord. SnailTrail4x4 Discord: https://discord.gg/yFyFFkQbuyCome hang out with us on the SnailTrail4x4 Discord — it’s the easiest way to connect with Tyler and Jimmy directly, chat with fellow offroad enthusiasts, and get first access to Group Buys and Treasure Hunt token drops. MORRFlate Giveaway at 900 Reviews on Apple Podcast. But our next giveaway is when we reach 800 reviews; we are giving away an OnX Elite Membership. We will also give away an OnX Elite membership when we get to 850. However, when we reach 900 Reviews, we are teaming up with MORRFlate for a $1000 MF Product Giveaway. Go over to Apple Podcasts to leave your review now and become eligible to win. Congratulations to A13XMONT, who won a set of tires from Yokohama Tire! Call us and leave us a VOICEMAIL!!! We want to hear from you even more!!! You can call and say whatever you like! Ask a question, leave feedback, correct some information about welding, say how much you hate your Jeep, and wish you had a Toyota! We will air them all, live, on the podcast! +01-916-345-4744. If you have any negative feedback, you can call our negative feedback hotline, 408-800-5169. 4Wheel Underground has all the suspension parts you need to take your off-road rig from leaf springs to a performance suspension system. We just ordered our kits for Kermit and Samantha and are looking forward to getting them. The ordering process was quite simple, and after answering the questionnaire, we ensured we got the correct and best-fitting kits for our vehicles. If you want to level up your suspension game, check out 4Wheel Underground. SnailTrail4x4 Podcast is brought to you by all of our peeps over at irate4x4! Make sure to stop by and see all of the great perks you get for supporting SnailTrail4x4! Discount Codes, Monthly Give-Always, Gift Boxes, the SnailTrail4x4 Community, and the ST4x4 Treasure Hunt! Thank you to all of those who support us! We couldn’t do it without you guys (and gals!)! SnailSquad Monthly Giveaway July’s Giveaway is with a company that Jimmy and Tyler have very good experience with, especially after TrailHeroX. This month’s giveaway is with Wolfbox. They are giving away one G900Tripro to a lucky winner. This is the same three-camera rearview mirror setup that they received during TrailHeroX. If you want a chance to win this system from Wolfbox make sure you sign up for the giveaway tier on either Irate4x4 or the SnailTrail4x4 Discord. Massive Congratulations to Liz Sandstorm for winning the Iceco Freezers. We are excited to work with and share their exciting new releases. One lucky winner has a chance to an ALP20 Fridge. Big thanks to Iceco for sponsoring this month’s giveaway. If you want a chance to win, sign up for the Giveaway Tier on Irate4x4 Listener Discount Codes: SnailTrail4x4 –SnailTrail15 for 15% off SnailTrail4x4 MerchMORRFlate – snailtraill4x4 to get 10% off MORRFlate Multi Tire Inflation Deflation™ Kits4WheelUnderground – snailtrail 10% offIceco – SnailTrail 12% offRUSOH Fire Extinguishers – RusohCrawlers discount code gets you 12% offIronman 4×4 – snailtrail20 to get 20% off all Ironman 4×4 branded equipment!Sidetracked Offroad – snailtrail4x4 (lowercase) to get 15% off lights and recovery gearSpartan Rope – snailtrail4x4 to get 10% off sitewideShock Surplus – SNAILTRAIL4x4 to get $25 off any order!Mob Armor – SNAILTRAIL4X4 for 15% offSummerShine Supply – ST4x4 for 10% offBackpacker’s Pantry – Affiliate LinkLaminx Protective Films – Use the Link to get 20% off all products (Affiliate Link) Show Music: Midroll Music – ComaStudio Outroll Music – Meizong Kumbang

A Books are Chic favorite is back! I was beyond excited to welcome the incredible Ashley Winstead to celebrate her latest thriller, Hot Girl Murder Club.If you know Ashley, then you know The Last Housewife is one of my all-time gateway thriller recommendations. If cults, dark secrets, and jaw-dropping twists are your thing, start there. But with Hot Girl Murder Club, Ashley raises the bar yet again, delivering a razor-sharp story that blends Hollywood, ambitious leading women, complicated female friendships, and, of course, murder.It's everything I love about an Ashley Winstead novel: smart, addictive, wickedly entertaining, and impossible to put down. This book is a literary cocktail that's equal parts fizzy, fun, and deliciously dark.As always, I loved catching up with Ashley. We talked about all of her exciting projects, Hollywood, true crime, book-to-screen adaptations, police procedurals, her writing process, and so much more.And as if we didn't already have enough to celebrate, Ashley also shared the wonderful news that she's expecting! Congratulations, Ashley! We are so incredibly happy for you, and I already know you're going to be an amazing mom. ❤️

Discernment: Recognizing Spiritual Attacks ClearlyScripture: 1 Thessalonians 5:6—So then let us not sleep, as others do, but let us keep awake and be sober. Accept Jesus today. https://youtube.com/shorts/bIwAUlz7Kg4?si=BNOhv44iLWIR4eVJIf you would like to accept Jesus into your heart today, pray this simple prayer:****God, I have sinned against You. I believe that Jesus is Your Son, who died and rose for my sake. I ask you to forgive me for my sin. I place my trust in You for salvation. I receive you as my Lord and Savior. In Jesus' name, I am forgiven! Amen!****Congratulations! You are now a child of the Most High. John 1:12 says, "But to all who did receive him, who believed in his name, he gave the right to become children of God."****If you just prayed this prayer to receive Jesus Christ as your Savior, I welcome you to the family of God. Subscribe to my channel and type in the comments right now, “I just prayed that prayer.”****Click here for FREE eBook download: https://tinyurl.com/ISAIDTHEPRAYERShow your love and support the channel:*PayPal: PayPal.me/malachimitchellministry*Cash App: https://cash.app/$MalachiMitchNote Journals and Puzzles:https://tinyurl.com/WalkinFaithPublishingAuthored Books: https://tinyurl.com/PastorMalachiBooksHNO Crypto Coin Investing Opportunity: https://tinyurl.com/HNOCoin-ReferralFREE Ways to Support Me:

Lydbrook, Gloucestershire (England) - A man who defecated on a wall before cleaning himself with a sandwich has been sent to prison for six weeks.Russia held its first humanoid robot wedding in a Moscow library - Terminator DeHuff chimes in.The 2026 Florida Python Challenge is underway, and one Florida restaurant will let you cash in your catch for a pizza.Taco Bell is now under investigation over an outbreak of a parasite that causes ‘explosive diarrhea (cyclosporiasis). Blame the media.DeHuff gives his thoughts and pros and cons of daylight saving time potentially becoming permanent.Congratulations to Northern Lights intermediate for winning the Colorado state championship!

Congratulations are in order! 2026 Emmy nominations are here, JAY-Z is celebrating his 30th anniversary, and some of our favorite celebs are only marked as "low risk" at MSG. Follow me on InstagramSubscribe to my newsletter Episode Chapters: 00:00 Introduction 03:54 New Music Releases13:27 2026 Emmy Nominations 23:08 JAY-Z celebrates 30 years of his career at Yankee Stadium 30:13 Justin Bieber, BTS, Madonna, and Shakira to perform at the World Cup Final Halftime Show  33:27 Hudson Williams fires back at paparazzi in Paris 36:22 MSG database tracked and categorized hundreds of celebs42:27 Ariana Grande drops from ‘American Horror Story' Season 13 45:38 Love Island USA Season 8 Finale54:27 Yes and Mess of the Week 

Congratulations, David!

The Enemy Attacks the Mind FirstScripture: 2 Corinthians 10:5—We destroy arguments and every lofty opinion raised against the knowledge of God and take every thought captive to obey Christ.Accept Jesus today. https://youtube.com/shorts/bIwAUlz7Kg4?si=BNOhv44iLWIR4eVJIf you would like to accept Jesus into your heart today, pray this simple prayer:****God, I have sinned against You. I believe that Jesus is Your Son, who died and rose for my sake. I ask you to forgive me for my sin. I place my trust in You for salvation. I receive you as my Lord and Savior. In Jesus' name, I am forgiven! Amen!****Congratulations! You are now a child of the Most High. John 1:12 says, "But to all who did receive him, who believed in his name, he gave the right to become children of God."****If you just prayed this prayer to receive Jesus Christ as your Savior, I welcome you to the family of God. Subscribe to my channel and type in the comments right now, “I just prayed that prayer.”****Click here for FREE eBook download: https://tinyurl.com/ISAIDTHEPRAYERShow your love and support the channel:*PayPal: PayPal.me/malachimitchellministry*Cash App: https://cash.app/$MalachiMitchNote Journals and Puzzles:https://tinyurl.com/WalkinFaithPublishingAuthored Books: https://tinyurl.com/PastorMalachiBooksHNO Crypto Coin Investing Opportunity: https://tinyurl.com/HNOCoin-ReferralFREE Ways to Support Me:

What does it really take to make your first $1,000 in business? In Day 14 of Summer Business School, we're bringing together everything you've learned over the past two weeks into one simple action plan you can start using immediately. If you've been wondering how to turn your business idea into real income, this episode will show you that your first $1,000 isn't about luck or going viral, it's about consistently taking the right actions. In today's class, you'll learn: • The Quick Cash Action Plan • The four weekly habits that lead to paying clients • How to simplify your path to your first $1,000 • Why serving people comes before selling • The importance of following up and staying consistent • How to calculate exactly how many clients you need to reach your income goal You'll also complete a simple assignment to map out your own First $1,000 Plan, including your offer, pricing, client goal, and next action step. Congratulations on completing Week Two of Summer Business School! You've built a business model, clarified your offer, created a pricing strategy, developed a client attraction plan, and designed a marketing system. Now it's time to put it all into action. Next week, we'll begin building your second Magic Income Stream as we explore scalable income through memberships, group programs, and online courses.

The Battle Is More Spiritual Than You ThinkScripture: Ephesians 6:12—For we do not wrestle against flesh and blood, but against principalities, against powers, against the rulers of the darkness of this age, against spiritual hosts of wickedness in the heavenly places. Accept Jesus today. https://youtube.com/shorts/bIwAUlz7Kg4?si=BNOhv44iLWIR4eVJIf you would like to accept Jesus into your heart today, pray this simple prayer:****God, I have sinned against You. I believe that Jesus is Your Son, who died and rose for my sake. I ask you to forgive me for my sin. I place my trust in You for salvation. I receive you as my Lord and Savior. In Jesus' name, I am forgiven! Amen!****Congratulations! You are now a child of the Most High. John 1:12 says, "But to all who did receive him, who believed in his name, he gave the right to become children of God."****If you just prayed this prayer to receive Jesus Christ as your Savior, I welcome you to the family of God. Subscribe to my channel and type in the comments right now, “I just prayed that prayer.”****Click here for FREE eBook download: https://tinyurl.com/ISAIDTHEPRAYERShow your love and support the channel:*PayPal: PayPal.me/malachimitchellministry*Cash App: https://cash.app/$MalachiMitchNote Journals and Puzzles:https://tinyurl.com/WalkinFaithPublishingAuthored Books: https://tinyurl.com/PastorMalachiBooksHNO Crypto Coin Investing Opportunity: https://tinyurl.com/HNOCoin-ReferralFREE Ways to Support Me:

Jimmy and Tyler sit down with Austin Vogel — registered nurse, Jeep builder, and one of the earliest Wolfbox influencers — for a full campfire interview, diving deep into the camera system that’s their July sponsor and giveaway. Austin came to Wolfbox in 2023 when they had barely 600 Instagram followers. He claims the title of “longest continuous” Wolfbox influencer, which nobody on the show disputes. He runs the YouTube and Instagram channel JQ 392 Adventures, where he’s built a reputation for doing exactly the kind of unique DIY content most people skip — including the full 0-to-100% 6.4 Hemi swap in his 2013 Jeep Wrangler JK, done in his two-car garage, with torque specs and everything. The conversation covers: how Wolfbox compares across generations (OG G900 → G900Pro → G900Tripro), what’s actually different about Austin’s YouTube reviews versus everyone else’s (he mounts all three mirrors side-by-side and records them live while driving — not from SD card footage), and an honest deep-dive into night driving visibility that neither Jimmy nor Tyler had really thought about. Turns out, from running lights alone, you can see lanes of a pitch-black road on the Tri-Pro. That’s not a marketing claim. Austin just showed it. Other topics: why the Tri-Pro’s third camera is pointed at Austin’s front axle under the crossmember (and what he saw on the way home from Jeep Safari), Tyler’s plan for running Wolfbox on his F-350 with the Lance cab-over camper, the extension cable solution, the 4-channel system coming soon (two 4K cameras — Austin may have said more than he was supposed to), the G-sensor parked mode recording, Wi-Fi download-to-phone, voice commands, and the full product lineup beyond cameras — jump starters, air gun blowers, motorized steps, tonneau covers, onboard air. Also: Austin is a registered nurse because he saw a kid have a seizure at a concert and had absolutely nothing to offer. His grandma told him she loved male nurses. He grew up in Ohio where you still pull over to help strangers on the side of the road — which is also why he was the first person running toward the truck that rolled over on the highway, car still running, recording the whole time. Follow WolfboxWebsite: https://wolfbox.com/Instagram: https://www.instagram.com/wolfbox_official/Facebook: https://www.facebook.com/groups/wolfboxcommunity Follow AustinInstagram: https://www.instagram.com/jku392adventures/YouTube: https://www.youtube.com/@jku392adventures GROUP BUY: There is a new group buy happening, and this time it is with Wolfbox for their G900Tripro. If we get ten people signed up then we will get $20 off. If we can get 20 people signed up, we will get $30 off, and if we can get 30 people signed up, then it will be $40 off. If you’re interested in joining the group buy, then please email Jimmy or Tyler, or jump on to the Discord. SnailTrail4x4 Discord: https://discord.gg/yFyFFkQbuyCome hang out with us on the SnailTrail4x4 Discord — it’s the easiest way to connect with Tyler and Jimmy directly, chat with fellow offroad enthusiasts, and get first access to Group Buys and Treasure Hunt token drops. MORRFlate Giveaway at 900 Reviews on Apple Podcast. But our next giveaway is when we reach 800 reviews; we are giving away an OnX Elite Membership. We will also give away an OnX Elite membership when we get to 850. However, when we reach 900 Reviews, we are teaming up with MORRFlate for a $1000 MF Product Giveaway. Go over to Apple Podcasts to leave your review now and become eligible to win. Congratulations to A13XMONT, who won a set of tires from Yokohama Tire! Call us and leave us a VOICEMAIL!!! We want to hear from you even more!!! You can call and say whatever you like! Ask a question, leave feedback, correct some information about welding, say how much you hate your Jeep, and wish you had a Toyota! We will air them all, live, on the podcast! +01-916-345-4744. If you have any negative feedback, you can call our negative feedback hotline, 408-800-5169. 4Wheel Underground has all the suspension parts you need to take your off-road rig from leaf springs to a performance suspension system. We just ordered our kits for Kermit and Samantha and are looking forward to getting them. The ordering process was quite simple, and after answering the questionnaire, we ensured we got the correct and best-fitting kits for our vehicles. If you want to level up your suspension game, check out 4Wheel Underground. SnailTrail4x4 Podcast is brought to you by all of our peeps over at irate4x4! Make sure to stop by and see all of the great perks you get for supporting SnailTrail4x4! Discount Codes, Monthly Give-Always, Gift Boxes, the SnailTrail4x4 Community, and the ST4x4 Treasure Hunt! Thank you to all of those who support us! We couldn’t do it without you guys (and gals!)! SnailSquad Monthly Giveaway July’s Giveaway is with a company that Jimmy and Tyler have very good experience with, especially after TrailHeroX. This month’s giveaway is with Wolfbox. They are giving away one G900Tripro to a lucky winner. This is the same three-camera rearview mirror setup that they received during TrailHeroX. If you want a chance to win this system from Wolfbox make sure you sign up for the giveaway tier on either Irate4x4 or the SnailTrail4x4 Discord. Massive Congradualations to Liz Sandstorm for winning the Iceco Freezers. We are excited to work with and share their exciting new releases. One lucky winner has a chance to an ALP20 Fridge. Big thanks to Iceco for sponsoring this month’s giveaway. If you want a chance to win, sign up for the Giveaway Tier on Irate4x4 Listener Discount Codes: SnailTrail4x4 –SnailTrail15 for 15% off SnailTrail4x4 MerchMORRFlate – snailtraill4x4 to get 10% off MORRFlate Multi Tire Inflation Deflation™ Kits4WheelUnderground – snailtrail 10% offIceco – SnailTrail 12% offRUSOH Fire Extinguishers – RusohCrawlers discount code gets you 12% offIronman 4×4 – snailtrail20 to get 20% off all Ironman 4×4 branded equipment!Sidetracked Offroad – snailtrail4x4 (lowercase) to get 15% off lights and recovery gearSpartan Rope – snailtrail4x4 to get 10% off sitewideShock Surplus – SNAILTRAIL4x4 to get $25 off any order!Mob Armor – SNAILTRAIL4X4 for 15% offSummerShine Supply – ST4x4 for 10% offBackpacker’s Pantry – Affiliate LinkLaminx Protective Films – Use the Link to get 20% off all products (Affiliate Link) Show Music: Midroll Music – ComaStudio Outroll Music – Meizong Kumbang

We go from CAPTCHA conspiracies and AI slop on LinkedIn to the deeper problem of algorithm-driven feeds that ignore human boundaries and fry our attention. Then we get practical and a little spicy about corporate promotions, career leverage, and why you have to say what you want out loud if you expect anyone to help you get there. • CAPTCHA as hidden training data and what modern image prompts imply • Why LinkedIn feels worse after AI and why scrolling is not neutral • Community-based feeds versus algorithm-driven feeds and why boundaries matter • Heat exhaustion recap, hydration basics, and why electrolytes matter • Air conditioning reality, maintenance plans, and what “they don't make them like they used to” gets right • The mismatch between personal sustainability guilt and corporate-scale impact • Promotion mechanics: approval chains, HR rubrics, budget cycles, and doing the next-level job • Asking for a promotion directly and making career intent explicit • Manager mindset: helping people grow even if it means leaving, recommendations, boomerang careers • Hard truths: you're replaceable, most coworkers aren't smarter, and seniority is mostly context • Timing advice: why pushing for a promotion too early can backfire • Creating a role by owning a real gap and earning the title through demand If you have more, jump into our Discord by clicking the link down in the description. If you like the show, if you made it this far, then you just got free content. Congratulations. If you pay for that content, you'd be helping us make more free content. The least you can do is take this video or this podcast, wherever you listen or watch, and share it with one friend.Support the showClick/Tap HERE for everything Corporate StrategyElevator Music by Julian Avila Promoted by MrSnoozeDon't forget ⭐⭐⭐⭐⭐ it helps!      

Salvation is free for all, but it's not a free-for-all. In today's message, Pastor Jeff Ables discusses who we should do with the freedom that God has provided us.Prayed to accept Jesus? Congratulations! Text SAVED to 337-222-3210 or click here https://bit.ly/CC_saved New to Crossroads Church? Learn all about us at https://mycrossroads.org 

Josh and Gerald are talking about Moana's disappointing returns at the box office, Emmy nominations, Assassin's Creed Black Flag Resynched, RIP Sam Neill, and more!Gear up with your favorite Pop Culture Cosmos shirts and gifts in our TeePublic store at ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.teepublic.com/user/pop-culture-cosmos⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.Questions for us? Hit us up at ⁠⁠⁠⁠⁠⁠popculturecosmos@yahoo.com⁠⁠⁠⁠⁠⁠ or @popculturecosmo on Twitter!Don't forget to Follow, Like, and Subscribe to our shows and leave us that 5-star Review on Apple Podcasts and Spotify!⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Presented by ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Pop Culture Cosmos⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠, Zero Cool Films, ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ThriveFantasy⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠, the novel Congratulations, You Suck (available for purchase ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠HERE⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠), ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Lakers Fast Break⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠, ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Pop Culture Cosmos⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠, ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Inside Sports Fantasy Football⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠, ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠DripShow Shop, ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠The Happy Hoarder⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠, and ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Retro City Games⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠!

Don’t let the AI wave crush you. Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/ Check Out UPX: https://theultimatepartner.com/experience/ Dive into the seismic shifts happening within the AWS Marketplace and discover how AI, self-service product-led growth (PLG), and advanced co-selling strategies are redefining partner success. Matt Yanchyshyn, VP of Marketplace at AWS breaks down the recent announcements from the summit, illustrating how agility and adaptation are crucial to surviving the new agentic future. From lowering professional services fees to the explosion of business applications like ServiceNow, this conversation reveals the hidden mechanics of modern cloud procurement and how you can position your organization to capture massive enterprise opportunities before your competitors do. https://youtu.be/gaWxU1kgCLk Key Takeaways Adapting to the new agentic future requires agility rather than fighting the influx of AI tools. Lowering the listing fee for professional services from 2.5% to 0.5% drastically improves partner economics. Organizations without a self-service or PLG motion on the marketplace are literally leaving money on the table. Millennial buyers increasingly initiate complex enterprise procurements through self-service and AI-driven research. New AI-powered opportunity scoring empowers partners to prove their value internally and to AWS. Marketplace success hinges on optimizing metadata for AI agents, not just traditional SEO. If you're ready to lead through change, elevate your business, and achieve extraordinary outcomes through the power of partnership—this is your community. At Ultimate Partner® we want leaders like you to join us in the Ultimate Partner Experience – where transformation begins. Key Tags: AWS Marketplace, agentic workflow, med pick scoring, phoenix.ai, Cara Cloud, branded storefronts, product-led growth strategy, intrinsic value boost, SaaS evolution, self-service motion, Databricks credit model, Trend Micro companion app, MCP servers, opportunity score tracking, PPA drawdown, concurrent agreements, AAMI structural debt, CXML procurement Transcript: Matt Y Audio Podcast [00:00:00] Matt Y: The ability to adapt with change and kind of roll with punches. ’cause a lot of people are saying like, agents are gonna destroy everything. And, and the opposite has been true. [00:00:08] Vince Menzione: You can feel it happening. The ecosystem is shifting beneath us, the way hyperscalers are partnering, how AI is remaking the channel and what it means to win in 2026. [00:00:19] Vince Menzione: Welcome to the Ultimate Partner Podcast. I’m Vince Menzi, own your host. And each week I sit down with leaders at the intersection of technology, partnerships and outcomes. The voices shaping how ecosystems actually work. We talk about what’s real, what’s changing, and what it takes to lead in this era where the partner channel isn’t just part of the strategy. [00:00:42] Vince Menzione: It is the strategy because being in the room changes everything. [00:00:46] Matt Y: Let’s start. [00:00:50] Vince Menzione: And now on to the really important stuff. So, Matt, I don’t wanna butcher it ’cause I, a couple people have told me how to pronounce your last name and they said use the word magician and you’ll get close to it. But I’m just gonna introduce you as Matt Wy and I’m gonna ask you to pronounce your name on stage, but I want to have you join us. [00:01:08] Vince Menzione: So excited to have Matt wy. After a super busy day and night last night, come over from Brooklyn and join us today. Matt, so great to have you. Thanks. Thank you so much. Thank you so much. Alright, so pronounce your name for us. [00:01:23] Matt Y: Anyone wanna guess? Ian’s? It’s like magician. [00:01:27] Vince Menzione: It’s not that hard, [00:01:28] Matt Y: it’s not that [00:01:28] bad, [00:01:28] Vince Menzione: but I don’t wanna butcher. [00:01:29] Vince Menzione: I wanted to let you do it. Good. [00:01:30] Matt Y: What calls me Matt White. [00:01:31] Vince Menzione: That’s great. [00:01:32] Matt Y: Yeah. [00:01:32] Vince Menzione: So 13 years. [00:01:34] Matt Y: Four coming up on 14 next month. Yeah. [00:01:36] Vince Menzione: Wow. Congratulations. Yeah. So you’ve been there, you’ve been there since the early days. And we, we had a conversation. I had some Microsoft, former Microsoft colleagues. Uh, Theresa Carlson, for those of you who knew the public sector business. [00:01:48] Vince Menzione: Yeah. Who started, I mean, Andy came out, it was so funny because I was there and she was hosting Andy for a dinner and with all the CIOs of the federal government. [00:01:57] Matt Y: Yeah. [00:01:58] Vince Menzione: And she was still at Microsoft and it was actually kind of an interesting time. And she came over and did a lot of great things for a number of years. [00:02:04] Matt Y: Yeah. She [00:02:05] Vince Menzione: and a lot of great [00:02:05] Matt Y: business. [00:02:06] Vince Menzione: Yeah. She really like, it went from employee number one to 7,000. [00:02:09] Matt Y: Yeah. [00:02:09] Vince Menzione: And you, you were, you’ve been there all that whole time. Pretty much. [00:02:12] Matt Y: Yeah, I guess when I started in New York, just down the road, we were, uh, in a Regis facility. There were like 11 of us in, uh, just sitting around a table and we had to speak quietly sometimes because there was a, um. [00:02:21] Matt Y: Some type of a financial services organization down the hall and they’d listen to try and get stock tips on Amazon. Yeah, [00:02:28] Vince Menzione: I love it. [00:02:29] Matt Y: Never leaked. That’s [00:02:29] Vince Menzione: good. I love it. [00:02:30] Matt Y: Yeah, [00:02:30] Vince Menzione: you probably got some great stories and, um, we won’t have time for today ’cause I wanna leave some room for conversations on marketplace end questions. [00:02:38] Matt Y: Yeah. [00:02:38] Vince Menzione: But I would love to invite you back for a real, like, in-depth podcast and I would love to get the whole genesis story. [00:02:44] Matt Y: Let’s do it. [00:02:45] Vince Menzione: We’ll do it. Okay, so let’s talk about, let’s talk about yesterday for you. Uh, some, some really big announcements as well. I thought maybe you could recap a little bit of what’s been going on in the marketplace business and it’s an, it’s been an exciting time. [00:02:58] Matt Y: Yeah. Yeah. You know what’s, I think what was really nice yesterday is it was sort of the combination of bringing, uh, our partner services like Partner Central and all those other services together closer to marketplace. We’ve been doing that over, over several years. So Marketplace has some of its own. [00:03:12] Matt Y: Big announcements, like, uh, we have a, we formalized our list and sell initiative. For example. We have a new, so it we essentially reducing the cost, uh, to list on marketplace through a partner program. [00:03:22] Vince Menzione: Yep. [00:03:22] Matt Y: And incentives associated with that. We have a new AI powered listing experience, which I think is particularly important ’cause I think many of you are like me and watching your SEO numbers go down and watching your agent traffic go up. [00:03:33] Matt Y: And so having, uh, an AI assistance in marketplace to optimize your listings for not just to, you know, retain what you can of your SEO, but prepare for the newent future and improve your GEO as we’re calling it. So that, [00:03:45] Vince Menzione: so it’s GEO now? [00:03:46] Matt Y: Yeah. You know, there’s a little debate right now in the acronym Moral A A EO versus GO I’m going, I’m on the G team, so, yeah. [00:03:52] Vince Menzione: Alright. GEO [00:03:54] Matt Y: It’s like the, the, yeah, they’re gonna win. They’re like the Knicks, but the, um, [00:03:57] Vince Menzione: yeah, yeah, exactly. [00:03:57] Matt Y: But yeah, so AI assisted, uh, I mean, making. The most of, like, essentially marketplace is an excellent conversion engine. And so using AI to help improve that conversion engine in the form of your PDPs for both humans and agents. [00:04:08] Matt Y: So that was an exciting launch. Um, I got the most applause when I announced that. We lowered, we made the economics better for, uh, consulting offers professional services, nice to marketplace. We lowered the listing fee from 2.5 to, to 0.5% and wow, it goes even lower in certain circumstances. So just improving the economics. [00:04:24] Matt Y: I’m really excited to. Really partner with a lot of you to reinvent services through, through the marketplace like we did with SAS and other areas. Uh, and we’re doing with agents right now. So that was a big one. And then a whole series of announcements around, um, how we’re making it easier and more cost effective and more efficient to partner with AWS. [00:04:41] Matt Y: So using AI to, uh, using med pick scoring to automatically progress opportunities so you don’t have to kind of wait on a human. To, to click and progress, you know, that that can take days. And, uh, if you, if you wanna have an opportunity and have that be cos sold with AWS, that can be through a mix of agents for the long tail and with humans in the, in the sort of top end and more complex. [00:05:00] Matt Y: And allowing AI to help all the partners improve their opportunity quality so that we can better co-sell together. So. Yeah, I said AI a lot intentionally. Um, [00:05:09] Audience Guest: yeah, [00:05:10] Matt Y: AI sort of in the whole cycle for buyers, for sellers, uh, for operational efficiency, cost of sales. So a lot of announcements. I think I hit the big ones, so yeah. [00:05:18] Matt Y: I’m Might have missed something there. There we go. [00:05:21] Vince Menzione: George. [00:05:21] Matt Y: Oh, and storefront. Yeah. Thanks George. See, I look at George to see what I missed. Uh, we, we acquired a great company called phoenix.ai late last year. Okay. And you, you actually were said Caresoft and Yeah. Be down. Uh, [00:05:30] Vince Menzione: yeah. [00:05:30] Matt Y: So if you’re familiar with Cara Cloud, they have a procurement portal. [00:05:33] Matt Y: It’s heavy use by the US government, and they, um. Uh, we, we acquired them, uh, the really great growth company. They have over 70 logos now, and they help you build a branded storefront on marketplace, which obviously is important in the government space. If you’re procuring on a certain contract with a certain reseller, um, you know, there’s a certain set of products you’re allowed to buy. [00:05:51] Matt Y: But what we’re finding is even down on Wall Street, you hear, um, enterprises are, are using storefronts for internal procurement and they wanna have a curated collection of, of partner products and, and your own ecosystems internally. So we’re selling to both customers. And also to channel partners to build custom storefronts, branded storefronts for, and [00:06:07] Vince Menzione: it makes total sense, right? [00:06:08] Vince Menzione: Yeah, because you wanna li you wanna limit the, the viewing and, uh, and get, because I mean, how many different listings do we have? Like over 30,000? [00:06:16] Matt Y: Yeah. Yeah. There’s, I think the official numbers over th we have over 36,000. I was checking from over 6,000 vendors. Um, it’s a lot. And, and that’s gonna explode with the AI powered, uh, listing, uh, experience that we launched. [00:06:26] Matt Y: We’re gonna make it easier. And I guess what I’ve been telling partners is. You know, customers aren’t clicking through categories anymore. They’re using AI to search. And so it doesn’t matter how big our catalog is, what matters is being found. And what matters is converting that buyer. So if you have a. [00:06:39] Matt Y: If you’re running a demand gen campaign for say, like, you know, life sciences in, in Jersey and there’s a specific buyer at j and j, you wanna capture, that person doesn’t wanna be just dropped onto a generic marketplace, 30,000 listings. They wanna be dropped in a very specific place where they’re seeing like life sciences offers from Accenture, for example, coupled with a life sciences power thing with Elastic, you know, like, but a solution. [00:07:00] Matt Y: And that they want to land in a curated place where that highly intention buyer can be converted effectively. So that, that’s what we’re doing with all this. [00:07:06] Vince Menzione: And that’s where the GEO comes in because [00:07:09] Matt Y: Yeah. ’cause that buyer might be an agent That’s right. With, and that agent has is even more fickle, honestly. [00:07:14] Matt Y: And you know, what used to be milliseconds for the human before they kind of click away is, is now perhaps microseconds. Yeah. And so, uh, you know, having the right metadata and, and the right positioning, uh, the right story that an agent or a human can pick up to ultimately. Uh, complete their product research and choose your product is, is critical. [00:07:30] Vince Menzione: Very cool. Very cool. So before I, I, I’ve been asked to ask you this because I, I’ve had this con, people have brought come to me and said, you gotta ask Matt about music. He’s a big music guy. And, uh, so what are your favorite bands? [00:07:49] Matt Y: So, I mean, the, the real answer is, uh. I, I go to about a show about every week. [00:07:54] Matt Y: As, as Mike Trill knows, uh, we heard a show last night. Um, we were, uh, just a few hours ago, really? And, uh, um, favorite band, uh, well, I’ll tell, I’ll tell a story. I, I had a side hustle with MTV for years. Um, I used to run a music website. Um, oh, that’s cool. I didn’t know that. It got, it got kind of popular. It got sponsored by, if, if anyone’s into like early hip hop. [00:08:16] Matt Y: It got sponsored by a group called Jurassic Five. ’cause he, one of them reached out to me and said, nice. Hey, uh, you know, I’ve been, I like your website. And he ended up paying for a web, hosting a Dream host, if you remember, of cost back then. [00:08:26] Vince Menzione: Oh, Jesus. [00:08:26] Matt Y: Because I was broke and couldn’t afford it. And then, uh, and then this band sent me like a, a single and said, Hey, you know, trying to get the word out about our little band, can you help us out? [00:08:35] Matt Y: And I put their, uh, I put their, you know, single up on my, on my website and it blew up. And that band is Vampire Weekend. So they’re kind of big now. Wow. Yeah. Um, and uh, that got picked up by like Vanity Fair and all these other guys. And then I got sponsored by MTV to essentially write. Music reviews for years on the side. [00:08:51] Matt Y: So I was working for the Associated Press, laying cable in sports and war and, and, uh, yeah. So Vampire Weekend was good to me that, that they, they kind of paved a way to go to a lot of free shows over the years and a lot of bands and see a lot of great music. But yeah. [00:09:03] Vince Menzione: That is very cool. And that, and how did that get your day? [00:09:05] Vince Menzione: WS It was just a, it was just the technology path that was like, [00:09:09] Matt Y: I mean, it’s a, it’s a, I guess it’s a bit of a long story, but, um, the. There’s many versions of this story. I’ll tell the, tell the one quickly. I was living for free in a Fulbright scholarship house in West Africa. You, we can talk about how that happened another time. [00:09:23] Matt Y: And, uh, a guy had sort of fallen down on the floor ’cause he’d had too much to drink. And I, I sort of lay down beside and be like, Hey man, are you all right? And, um, he, uh. He worked, he, he worked for the Associated Press and next day I had the job, um, being West Africa, head of technology for West Africa. [00:09:37] Matt Y: And because of that, um, and as I learned years later, the AP didn’t have dr they had no disaster recovery. Yeah. And I, I can tell you that now ’cause um, you know, 16 years since I worked there, but they, uh, I put the DR in, um, on AWS and we’re talking like, yeah, 16, 17 years ago. This is early. It was early days. [00:09:56] Matt Y: And I, I swear to God, I paid for. Uh, our AWS bill using, um, taxi receipts, fake taxi receipts that I bought in on Nigerian market, um, because there was no budget and so, you know, it was like 30 bucks. [00:10:08] Vince Menzione: I was gonna say swipe a credit card, but they didn’t [00:10:09] Matt Y: knew that this is the entire press this before. [00:10:11] Vince Menzione: This is before, yeah. [00:10:12] Matt Y: Yeah, like the entire ap. Um, and, uh, so AWS called me like, who are you? Like, why, why are you paying on like this like low limit credit card for like the ap? Like, who are you? And, uh. Next day I had the job. Well, a week later I had the job with aw WS. That so cool. So that’s the story’s [00:10:29] Vince Menzione: cool thing. [00:10:29] Matt Y: Yeah. [00:10:30] Vince Menzione: Very cool. [00:10:31] Vince Menzione: Uh, sports teams. So Knicks fan. [00:10:34] Matt Y: Yeah, I mean, I like the Knicks. Um, they’re h hockey, I’m not allowed to say anything different. No. I appreciate them. Uh, I’m a Raptors fan. I grew up in Toronto mostly. Yeah, yeah. Uh, so, and you know, when they won, uh, that was very exciting as well. So no, Nicks are great. I like the Knicks. [00:10:49] Matt Y: Nothing against the Knicks. Um. They’re fine. Yeah. [00:10:54] Vince Menzione: Hockey, hockey fan. Favorite hockey teams? [00:10:56] Matt Y: Oh yeah. Itron. Maple leaf. Maple leaf. Yeah. They’re gonna, they’re gonna win. Of course. Of course. Yeah. Um, like every year they’re actually, we [00:11:02] Vince Menzione: have some Canadians laughing in the sand. [00:11:03] Matt Y: Well, the leaf are, are, are the Knicks of hockey? [00:11:05] Matt Y: Like Yes, they are. You know, it’s 67 years out, coming up on 68 since they won, so That’s crazy. 53 is nothing. I know. Pain. So. Yeah, definitely the least. Yeah. [00:11:15] Vince Menzione: I love it. I love it. It’s so cool. Yeah. So what was the, uh, what was the, what was the last concert you went to? [00:11:22] Matt Y: Well, literally last night. Oh, it was last, [00:11:23] Vince Menzione: oh, that [00:11:24] Matt Y: was actually concert were my favorite bar in the world. [00:11:26] Matt Y: This place called Sunny’s. Uh, it’s, you know, I, I took Mike and, and Matt from, from Texas and from TGS down there to sort of see my neighborhood and they’re like, where are we? And I’m like, yeah, I live here. Uh, sort of an industrial part of Brooklyn. And, and we went to see, um, I dunno what you would call it, like. [00:11:40] Matt Y: I guess it’d be like roots music. There was a woman with an accordion and a guy with a big cowboy hat. Yeah, it was, it was fun. Yeah. [00:11:47] Vince Menzione: That is so funny. Alright, we’re gonna shift back years. Um, important time right now for partners. What, what should partners be looking out for the most? What would you say to them in terms of what’s the, what’s their real headline for them? [00:11:59] Matt Y: Well, I, I, you know, to borrow from you actually, you know, I liked, uh, the, the principles you had up there and, and with agility, um, you know, there’s a lot of fud flying around right now. You know, people. People were like, oh, it’s the demise of sis with the arrival of ai, you know, everyone’s gonna be using agents. [00:12:13] Matt Y: And then it turns out it’s been a huge boon for most, uh, you know, system integrators and consulting companies that I work with. They all have, you know, the, the good ones especially have vibrant consulting practices now, and everyone is deploying fds, uh, you know, um, the new, the new cool acronym. But it’s, it’s essentially created a huge opportunity for the consulting space. [00:12:31] Matt Y: Uh, and similarly, uh, you know, there there’s this narrative around the sa sa apocalypse, which I really hate, you know, ’cause it was, uh, premature and kind of a trigger reaction from the stock market. And, you know, just look, look what Snowflake did. And, you know, they did what a lot of SaaS companies are doing, but they, they added a nice sort of glaze of positioning and, and, you know, their stock popped and they did pretty well. [00:12:50] Matt Y: And so I think the ability to adapt with change and kind of roll with the punches. ’cause a lot of people are saying like, agents are gonna destroy everything. And, and the opposite has been true. For the more successful consulting companies and software companies who have become agentic. But SaaS hasn’t gone away, you know? [00:13:05] Matt Y: No. Look at our own marketplace. We have this agent marketplace, but people aren’t buying atomic agents at scale. They’re buying ified SaaS solutions with sort of agent sidecars, which has created new opportunities for candidly additional licenses, [00:13:16] Vince Menzione: right? [00:13:16] Matt Y: Um, as customers sort of want to consume more AI services on top of their. [00:13:20] Matt Y: On top of their SaaS solutions. So I think being agile, you know, you see like ServiceNow as part of our billionaires club. Yes. They’re not going anywhere. They’re, yeah. They’re gentrifying. You know, Salesforce has pivoted to this headless model, um, along with Asian Force and using sort of Slack as the operating system. [00:13:34] Matt Y: And, you know, you said like a lot of companies from the seventies aren’t around anymore. They’re gonna be winners and losers. Yeah. Um, but the winners are gonna win even more. And so I, I think what’s so important right now for partners is to not, not bite too hard at the, the latest trend. You know, models are changing and everyone’s like, oh, you know, philanthropics really in the world and they’re wonderful, great to work with, amazing technology. [00:13:55] Matt Y: That’s what people are saying about open AI six months ago. That’s right. And before that, you know, and it, I, I was with Fireworks AI yesterday, a great company and they have some really cool stuff with sort of, um, they believe in more cost effective, uh, open source models essentially, that you can find tune. [00:14:08] Matt Y: Maybe that’s gonna win. I don’t know. Um, is it gonna be sort of domain specific models? Is it gonna be highly capable LLMs? Are LLMs gonna level off as soon as Fable and Mythos are allowed to launch? Maybe. I, I don’t think anyone can predict the future right now. So you have to be agile and you have to kind of seize the opportunities and take a couple punches. [00:14:25] Vince Menzione: Yeah. [00:14:26] Matt Y: You know, and marketplace too, like we’re, you have to be unafraid to experiment right now. Um, you know, that’s hard if your stock’s taking a beating. Um, but this is, it’s a, it is a disruptive time, uh, but it’s creating actually enormous opportunities for growth for partners and, and we really see that, you know, in marketplace specifically within AWS. [00:14:45] Vince Menzione: It, it, it does still feel like the deer in the headlights moment. Right. Would you agree? Like you’re probably taking a lot of meetings and, and calls from ISVs specifically? [00:14:54] Matt Y: Well, [00:14:54] Vince Menzione: that are still trying to figure it out. [00:14:56] Matt Y: Yeah. But it’s everyone. Yeah. I think what’s really interesting, I had a meeting [00:14:58] Vince Menzione: with, it’s not just one. [00:14:59] Matt Y: Yeah. I, well, I had a meeting with one of the leading AI companies, like one of the biggest ones. And they, uh, they demonstrated how they work and they were really proud. They were like, you know, look at our agentic workflow. And I came out at me. I’m like, that’s it. Ours is way better. Like really like, you know, ’cause we we’re, we’re using quick desktop with MCP servers and connectors and all this, and you know, we, we have our own sort of ecosystem of partners, a mix of homegrown software and third party. [00:15:20] Matt Y: And I kinda walked out there and, and looked at, you know, my phone, which has been populated by agents this morning with all the, and I was like, I have a way better agent workflow than this world’s leading supposedly AI company. And I think, um, that really, so during, I, I would, during the headlights, you can call it deer in the headlights, I call it chaos. [00:15:36] Matt Y: And in times of chaos there are people who create. Opportunity again. And so, yeah, there are some people who are stuck and who don’t know what to do, who are over worried about token costs, um, who are not experimenting. But there are a lot of companies, uh, taking this opportunity to kind of pivot their business. [00:15:53] Matt Y: Um, I think, I think we’re in a moment and, uh, yeah, I, I candidly I see more of the latter. I see more experimenting. [00:15:59] Vince Menzione: You mentioned ServiceNow. Any other great examples of that? Organizations that really embraced it? [00:16:04] Matt Y: Uh, yeah. Well, you know, ServiceNow is part of this business applications category, as we call it, in marketplace. [00:16:09] Matt Y: That outside of AI, I think is the fastest growing category in marketplace, which is wild when you think about it. ’cause we’ve historically been an infrastructure partner marketplace with security and data and analytics and, you know, security with channel partners, et cetera. But Salesforce, ServiceNow, Workday, Adobe, you know, I could go on. [00:16:23] Matt Y: They, they are actually. You know, our fastest growing category and yeah, ServiceNow, obviously reinventing itself for ai, Salesforce, but Workday, you know, the workday’s done some, who knows if it’s gonna work, but they, they’re experimenting with essentially like a Databricks, uh, credit style model for like, units of work, uh, which I think is fascinating. [00:16:41] Matt Y: Like everyone’s talking about value-based, outcome-based pricing and meter. And, and you have companies that are ERP companies, you know, like traditional business applications, experimenting with effectively like a metered pay as you go, value based credit model. Again, like who knows if it’s gonna work. [00:16:54] Matt Y: But I think that’s really amazing to see and we need more ISVs experimenting. I, I was talking about trend ai and I know they’re, they’re, they’re one of the sponsors yesterday. You know, many of you know them as Trend Micro back in the day. They’ve successfully reinvented themselves. They built that companion app. [00:17:10] Matt Y: Um, you know, that I think we’re seeing. Just a ton of experimentation in the market across categories. Uh, I could go on and on about partners. Um, yeah, there, I I wouldn’t pick a winner right now. Yeah. [00:17:24] Vince Menzione: You, you, we’ve talked about ai. We’ve talked, talk more about the buying journey and how that’s changing, because again, it feels, it feels like that’s also [00:17:33] Matt Y: Yeah. [00:17:33] Matt Y: So, you know, one of, one of the core, uh, strategic objectives, or we’ll say like the philosophy marketplace is that. Um, financial incentives are important, you know, EDP or PPA drawdown, uh, credits. Like we need to act as an efficient and effective vehicle for allowing buyers to exercise their discounts for, and, and sort of partners to exercise their credits, et cetera. [00:17:55] Matt Y: That, that’s actually important. But what, what a lot of people over rotate on that, and we’re really, one of the things we say a lot inside at Amazon or at AWS marketplace is we want to continue to boost the intrinsic value of marketplace beyond the financial incentives. And well over a quarter of all private offers, private pricing, private, uh, custom terms, et cetera. [00:18:14] Matt Y: Um, begin with a self-service or PLG motion. And partners who don’t have a PLG or self-service motion are literally leaving money on the table. Like if you look at like a Databricks for example, and they did a good job integrating buy with a WS within their SaaS application. They have free trials, they have really strong pego and, and, uh, and PLG motion. [00:18:33] Matt Y: They’re making, I can’t share their numbers obviously, but they’re making a ton of money. On purely self-service motions. And importantly, they’re acquiring new business, new logos that they nurture, you know, really like not just leads but closed opportunities, right? That they lead, they’re growing, uh, at a reasonable conversion rate or or success rate into the next big logos. [00:18:50] Matt Y: And these are over multi-year horizons. They’re patient, you know, they bring in these new logos with PLG, and they’re also bringing banking, a lot of large enterprises. Through self-service. I, I was with data Mask. There’s this great little startup from New Zealand. They’re a New Zealand based company. Um, super nice guy. [00:19:06] Matt Y: And, and, uh, they, they got huge logos. I think they got, what was it? A DP and some huge American logos. Okay. And this like logo in, I think it was Chile, or no, it was Peru. They’ve never been to Peru. They don’t have sales in Peru. Um, and they. Buyers were discovering them self-service and they, they, I think they got something like 13 logos entirely through a self-service motion. [00:19:26] Matt Y: One password will tell you the same thing. I was just with them in Toronto and companies big and small startups and the largest are getting enterprise wins in addition to net new small logos through that PLG. Buyer motion. And that’s because you have a whole generation of CFOs, CTOs, CROs, whatever. The C is [00:19:43] Vince Menzione: millennial [00:19:43] Matt Y: who grew up on their phones. [00:19:45] Vince Menzione: Yeah. [00:19:45] Matt Y: And, and it sounds like, you know, hyperbole, but it’s true. They, they want immediate apps, immediate access. And that actually, you’re like, oh, that never translates to business applications. Turns out it does. It does. And they might not be buying on their phone, but what they are doing is researching and we see the numbers, the amount of customers who are doing their research, and then eventually landing on the page from chat, GPT. [00:20:06] Matt Y: From major financial, like Fortune 500 companies is extremely high. Yeah. Uh, you have procurement team, sourcing team, uh, developers who are starting the research increasingly, like in clawed in chat, GPT, and then, you know, building a proposal and then handing it to their enterprise procurement team. Yeah. [00:20:22] Matt Y: Which is still largely unchanged. So buyer behavior is on the front end, on the research side is really changing. So the [00:20:29] Vince Menzione: discovery is happening through PLG. [00:20:32] Matt Y: Yeah. [00:20:32] Vince Menzione: And then the backend work on private offers and things like that sometimes still happens the old way. [00:20:36] Matt Y: Yeah. Well, and so, you know, it’s [00:20:37] Vince Menzione: fax machine, [00:20:38] Matt Y: some people Yeah, sure. [00:20:39] Matt Y: They’re bringing the deal directly to Marketplace last minute. But even if that deal goes direct, sometimes they’re still beginning their research journey and increasingly using Marketplace as a research vehicle, which is why we launched Agent Mode, um, to help you sort of help you and agents do research. [00:20:51] Matt Y: But that I think if, if I have one piece of device for any partner consulting or ISV is. Don’t leave those leads and that money on the table by not having a PLG self-service strategy like you’re fooling yourself. Uh, and it’s, it’s a huge, it’s a huge, huge business for us. The, the majority of all customers by far on marketplace don’t even have a PPA, uh, and a huge percentage of even those with PPA spend beyond the p. [00:21:17] Matt Y: And so if you’re just think if you’re just using marketplaces as like BPA retirement, you are literally losing money. [00:21:22] Vince Menzione: Yeah. [00:21:22] Matt Y: Yeah. [00:21:23] Vince Menzione: We have a session with Vinod. We’re gonna talk a little bit about that right after. Great. So good. Um, so I, yeah, I think, um. We talked about, we talked about agents, we’ve talked about the millennial buyer, the change in buying behavior. [00:21:40] Vince Menzione: What other, what other areas of aspect I, I, I, I do wanna think about like opening it up though for a second. I think that maybe with maybe nine minutes left. Sure. I just want to get a read from the people in the room. People have questions for Matt that we weren’t able to ask them. Yeah, I think, I think we probably have a few of those. [00:21:57] Vince Menzione: I think that would probably be great. [00:21:58] Matt Y: I can sense the hardball coming. [00:22:00] Vince Menzione: You’ve known each other [00:22:00] Matt Y: a long time. [00:22:01] Vince Menzione: Yeah. No, no. Hardball. We have a mic back here. Okay. I’ll just, we’ll, we’ll, we’ll get you a mic as we are recording. So good. Thank you. [00:22:11] Audience Guest: Uh, Boris Geller with a, a Click PLG is near and dear to my heart. [00:22:17] Audience Guest: We’ve been doing a lot of business in marketplace and I’m still struggling to sell my vision internally on, on, uh, on PLG. Uh, I think. Ag Agent AI is gonna be one of the drivers, and we are already on, uh, agent Marketplace, but I would appreciate guidance on, uh, best practices. How do we kind of, uh, operationalize it? [00:22:41] Audience Guest: It’s, it’s on us, not on you. [00:22:43] Matt Y: Well, no, I think it’s on both of us. You know, we, uh. One thing that we’re trying to do is give you more data to, to sell to your internal stakeholders in your executive suite. The value of co-sell with AWS all up, like finally with what we launched at, uh, the summit yesterday, you now get an opportunity score. [00:23:02] Matt Y: You, you get a number. People have been asking for this for years, so, so you can say when we do this and we, when we give AWS this information. The score goes up and we have a higher propensity to be cos sold by humans or agents before you had to kind of, it was like this mystery you had to guess. And similarly with marketplace, um, we, we have new dashboards that you can use to sort of, you used to have to sit down with us and go through spreadsheets to trace sort of lead to trace the funnel to sort of a close opportunity. [00:23:28] Matt Y: And we’re gonna continue to launch more there. But you now have more data that you can show. You can be like, listen, these are our inbound leads, this how’s converting, and now we have PRM, the partner revenue measurement where we can say like, this is what it’s translating into in terms of. AWS service revenue driven by our product. [00:23:41] Matt Y: And so that being able to tie from that inbound lead from your demand gen campaign through to a converted opportunity to what you actually drive from an AWS impact perspective, so you can, and then what your opportunity score is that data you can use to sell. Not only internally, but to us as well. Yeah, to a skeptical sales team or whatever who’s not maybe, you know, hype on partners in the, in the US West. [00:24:03] Matt Y: You can be like, listen, I don’t care what you think about my business. This is what I’m gonna drive for you with your quarter retirement from an AWS perspective, and this is how the shape of your customer accounts are gonna change. And this is why you should pay attention to my opportunities. ’cause my opportunity score is, is crazy high and I’m giving you insights into business that AWS would not otherwise have. [00:24:19] Vince Menzione: That’s your brand story we’re talking about. [00:24:21] Matt Y: Yeah. [00:24:22] Vince Menzione: Building your story up with within [00:24:25] Matt Y: So it’s, it’s about the data, I guess. And, and you should, you know, you should all actually be [00:24:28] Vince Menzione: Yeah. [00:24:29] Matt Y: Asking me for more data, so, you know, and tell me like, what do you need to sell to your internal stakeholders? ’cause if I can draw a clear line. [00:24:35] Matt Y: From your demand chain campaign that lands on a marketplace, which I know is a conversion machine, it has way better than industry levels of, of conversion rates. And then you can show, hey, if we have a PLG strategy and we land those leads on marketplace, we will convert them with high efficiency, low cost of sales and, and, and have sort of a bifurcated where we can close some through self service, some through express private offers and some through private offers, depending on deal size. [00:24:57] Matt Y: Like you tell A CFO that, and they’re my number one customer now and they love it ’cause they see cost of sales going down, cost of operations going down and business going up. Um, so I think we have more data than we used to use that data. And let me know what other data do you need to make that pitch and make that pitch to the CFO go around the head of sales, all those other people. [00:25:15] Matt Y: Honestly, the CFO is where we get the best leverage. [00:25:18] Vince Menzione: Awesome. Great question. [00:25:23] Matt Y: Gonna bring your mic. [00:25:23] Vince Menzione: We’re, we’re gonna get your mic here. There you go. Oh, [00:25:25] Audience Guest: thank you. So my name’s Jody Cheval and I’m a consultant now, but I was at Workday during when they adopted AWS and it, a sales organization needs propensity to buy data. [00:25:34] Audience Guest: To really drive the sales team to realize the opportunity kind of makes them visualize it. We didn’t struggle, but it was challenging to get that data because at that time we’re getting spreadsheets. So does AWS have a vision of making that API based data that our client, my clients, can get at and bring into a tool to start building account hypothesis based on that data? [00:25:57] Audience Guest: ’cause it really is important to an enterprise sales guy to have the sense that OAWS can help me close this deal. [00:26:03] Matt Y: Yeah. I mean. Part of that. So we, we launched, we’ve been launching part of that in stages and we’re not done. There’s, there’s more coming. Um, part of that is embedded really within the new, uh, partner agent workflows. [00:26:13] Matt Y: We are giving sort of more, uh, information back to you, not just about like what funding programs you’re eligible for, but like, you know, and when, when we will co-sell this deal with you, which is effectively a signal like we, we see this as a high value opportunity, that you have a likelihood of winning internally. [00:26:28] Matt Y: We, we have this solution matching engine that we’re using and we announced. That, that that ties you the partner to a customer specific opportunity that you have a high propensity or the partner has a high propensity to assist with and ultimately win. And now we’ve tied that to our express private offers, which we announced this week. [00:26:44] Matt Y: So it’s an indirect answer to what you’re asking, but a rep can essentially say. Send a private priced offer to the customer on behalf of the partner without having to ring up the partner because they have a high propensity to win this deal with the customer. So we’re progressively launching features like that. [00:26:59] Matt Y: In addition to the propensity to buy data that we do now share. It used to be kind of, again, manual magic depending on who you knew we could share. Now we do share that programmatically, and there’s more to come specifically in that space. Uh, I’d say watch that space. In the next few months, there’s gonna be more data coming away, but we do have the APIs, we have the agent. [00:27:16] Matt Y: We have things like express private office solution matching, and we have been sort of in that space progressively launching features over the last six to 12 months. And, and you should expect to see some more there soon, not just from us or from our partners. [00:27:27] Vince Menzione: Nice. Any announcement dates? [00:27:30] Matt Y: I can’t commit to a date or else my engineers will get mad at me. [00:27:33] Vince Menzione: It looks like we Another question number. Is the mic still back there? Okay. There’s a gentleman over here [00:27:40] Audience Guest: first Go leaves. Um, it’s awesome. I’m right next to. I was right next. [00:27:46] Vince Menzione: We’ve got a lot of great plants here, so, [00:27:49] Audience Guest: um, so this may be a little bit myopic or, or a challenge that we run into, but I love a lot of the innovation that’s looking forward and all the future things that we’re doing. [00:28:00] Audience Guest: One of the things that we’re struggling with is a little bit of almost like tech or structural debt. How do you think about bringing flexibility to the core pieces that underpin all of the innovation, which is. We are self-hosted. So one of our listings is an a MI. You can’t amend an a MI, you have to cancel and start over. [00:28:18] Audience Guest: So a lot of the building blocks, when you think about PLG, if somebody wants to add to that in an a MI listing, it’s, it’s sort of broken. So how are you thinking about taking all of the, the rapidly changing buyer behavior and then looking back at the structural foundation that underpins all of those things, like offers and, and amendments and changes and all of that? [00:28:39] Matt Y: Yeah. I, I promise I didn’t seed that question, but that, that’s a great one. Um, so not to get too in the weeds, but fundamentally, marketplace was built up, um, a bit like AWS like a set, a series of services somewhat independently. And each product type was effectively its own service, SaaS, server images, ais. [00:28:59] Matt Y: Um, what we’ve done recently is now we, we have, we got rid of product types basically on the backend. You, you don’t see it, but what that means, for example, like another thing AAMIs don’t support today, future data agreements. Um, or concurrent agreements, uh, they will all be supported by amis before the end of the year. [00:29:14] Matt Y: ’cause what we’re doing, this fundamental thing that you won’t even see called product offer decoupling. Uh, and it’s a fundamental piece of things that we need to unwind. ’cause we built up, we were moving very quickly over the years. We had a distributed engineering model and we built each product type independently. [00:29:28] Matt Y: And so yeah, if you’re a seller and you’re selling containers, agents, SaaS, amies, um, we’re breaking down the silos between those so that each of them will get the same benefits. And, and by the way, we’re taking the same approach to international. Hopefully you’ve noticed now that. It’s not like a feature launches in the US only and then takes five years to launch in either public sector or another country. [00:29:48] Matt Y: We, we’ve taken a global approach to feature launch and increasingly a product type neutral approach to feature launches. Uh, that’ll be largely resolved before the year’s out. We’re working on it right now. So again, it’s, it should be transparent to you, like you shouldn’t actually see any difference in the, in the experience. [00:30:05] Matt Y: Except that all of those features will be available. So, so that is, uh, actively under work. And that’s actually something if you’d like to try, um, you’re, you’re welcome to. So, yeah, [00:30:17] Vince Menzione: we have time for maybe one more question and we we’re actually gonna have you up here with a couple partners. [00:30:24] Matt Y: Sounds [00:30:24] Vince Menzione: good. Kind of fun. [00:30:32] Audience Guest: Hey, Matt, uh, met Natasha from Dondo. Uh, quick. So great announcements. And you know, you talked about the million, multi-billion dollar, uh, club, and, uh, that’s all great. Uh, in terms of the. Propensity data. I think that’s coming at the center of a lot of things, right? You know, for enterprises, oh, there’s an investment and you tap into that investment. [00:30:53] Audience Guest: But also there’s the other side of the procurement where a lot of customers, sometimes we work with, they’re like, they still wanna go direct for whatever reason, right? So I think there’s an education piece there, but also trying to understand like how we can work together to, you know, get some of that side of the things sorted out as well. [00:31:11] Audience Guest: You know? ’cause a lot of times it’s not about. Just, you know, retiring the, uh, the, the spend comets, but also like, Hey, I’m used, I’m already used that for something else. So maybe that’s not an, uh, something that applies here. And in also in tying that the PLG motion, uh, you know, for the customers you said, you talked about, you know, if there is. [00:31:34] Audience Guest: Leads on the TA table, like where the, it’s not the enterprise, but you know, the others. Um, I feel like it’s more to do, changing the business model at some times. Like with the enterprises, you have the revenue stream coming through, say large deals, right? And all of a sudden you tap into this, you know, PayGo. [00:31:51] Audience Guest: Where it flips the whole equation with, you know, the financing and the, and the, and the revenue measurement. So I think there’s two aspects of how do you kind of cons reconcile those things in terms of, you know, the revenue measurements going forward. [00:32:05] Matt Y: Yeah. So, so two things real quick on the procurement. [00:32:07] Matt Y: Um, yeah, like, yeah, I sort of alluded to this earlier, but, uh. Procurement is a bit late to the AI ag agentic transformation. They’re trying, and there’s a lot of great new incumbents in this space. And the big leaders like, you know, Coupa and Ariba and Oracle are, are, are evolving their products, albeit a bit slowly. [00:32:26] Matt Y: Um, but the, I think, uh, it’s still the long pole in the tent. You know this. And so like, there are two reasons why deals tend to go direct, because it kind of hits a wall of. Legal, uh, you know, procurement, governance, like all that kind of after the selection’s been made, et cetera, or, or they’re, you know, we can’t change. [00:32:44] Matt Y: People are gonna optimize for, for finance, you know, they’re, they’re going to, if they’re getting big discounts. I mean, that is life. I always say it’s like sellers at the most agented company are still gonna chase quota no matter how, you know, crazy. Uh, your, your company is, and it’s the same with, um, with the chief, uh, financial officer and chief procurement officer. [00:33:01] Matt Y: They are going to, they’re literally. Paid to find discounts. And so we’re not, we’re not gonna get rid of financial engineering. That’s a, that’s a thing. What we can do is reduce the friction for procurement. So we launched, for example, like mandatory purchase orders. That was a big thing. We, we have buyer notifications, now we’re making other procure to pay enhancements. [00:33:17] Matt Y: I mean, procurement systems still use like CXML. It’s like, that was, that was cool when I worked for the ap. And like I, I have teenagers that are old, like older than, so they, I, I think, um. Procurement needs to evolve and we’re gonna help it evolve. We’re gonna push it forward and, and we need to make it more seamless for procurement teams so that we remove those objections. [00:33:38] Matt Y: Uh, I can’t remove the financial engineering objection, like, you know, that’s just life. Um, but I can make it irresponsible not to use marketplace ’cause it’s so easy to use. And, uh, that, that’s kind of the approach we’re taking on, on the front end. Uh, you, you know, I think you, you, again, I didn’t see this question. [00:33:52] Matt Y: You, you stepped into a trap. Un unwittingly, um, PLG is not just is for enterprise. And, and PLG doesn’t necessarily mean pego or self-service. Uh, doesn’t necessarily like, uh, most of our self-service efforts are actually focused on private offers. And not necessarily for pego. Uh, when, when I say self-service and, and PLG, uh, it, it can mean all kinds of things like it. [00:34:14] Matt Y: We have requested private offer, requested demo call to actions, buttons that you can put on your listing. For example, you don’t necessarily need a free trial or a metered pay as you go listing to take advantage of those inbound self-service leads. So, and those inbound self-service leads are often massive enterprise deals, like I mentioned specifically, uh, the data mask. [00:34:31] Matt Y: Those giant enterprise deals that they launched came from an enterprise like Fortune 1000 Enterprise in the US that organically discovered their solution on the marketplace using our AI search. And that was a massive enterprise. And so I, I think yes, there is the long tail, you wanna capture a new logo acquisition, but you should think of your product like growth in your self-service strategy as a way to, um, acquire all kinds of leads, including large enterprise. [00:34:54] Matt Y: And so when I say leave money on the table, I’m not just talking about things that are gonna mature over two years or tiny little deals. These could be massive deals. Uh, and, and you’ll accelerate those deals by accelerating their discovery and, and research so that I think that, so, and my advice is don’t, you don’t have to go all in if you don’t have, if you don’t have metering, if you don’t have PayGo, that’s cool. [00:35:13] Matt Y: Start with something simple. Start with a public listing, with a request to private offer like that. That is a, a huge step. That doesn’t take much, and, and it kind of blows my mind still that a lot of companies aren’t doing that yet. [00:35:25] Vince Menzione: Great answer. Well, it’s now time we’re gonna bring, we’re gonna bring, it’s time. [00:35:29] Vince Menzione: We, we’ve got some great partners coming up here, Nvidia Elastic, Accenture gonna all join us for a conversation. Great. And I’m glad that you’re gonna stay with us. And let’s, let’s, well, let’s thank Matt, by the way, for that session. [00:35:41] Matt Y: Thanks. [00:35:42] Vince Menzione: And [00:35:42] Matt Y: thanks for listening to the Ultimate [00:35:44] Vince Menzione: Partner Podcast. If today’s conversation resonated, share it with a partner leader in your network. [00:35:51] Vince Menzione: Subscribe where you listen. And head over to the ultimate partner.com. For show notes related content and the resources for this episode. And if you haven’t already, now’s the time to register for the Ultimate Partner Live Event in Reston, Virginia, October 26th through October 28th. Until next time, keep showing up in the rooms that matter because being in the room changes everything.

Two headlines hit your screen: “Worst States To Live In.” Same country, same year, totally different answers. That's where we start, because it explains so much of the frustration in American life right now. When one list grades states on safety, education, healthcare, and economic strength, and another list quietly swaps in culture-war proxies, people end up living in different realities without realizing it. We put those rankings side by side and talk about what each one measures, what each one ignores, and why that gap makes it nearly impossible to “bridge the divide” when everyone thinks they're holding the facts.Then we bring it home to New Mexico and the question you all lit up our inbox with: should the state eliminate the personal income tax? We read listener emails, walk through the argument for permanent tax relief versus a one-time $250 rebate, and respond to the biggest pushbacks, including the fear of a bait-and-switch that just raises taxes somewhere else. We also react to local coverage and the special session chatter, focusing on what “fiscal burden” really means when a state is running recurring surpluses and trying to grow.From there, we shift to national and global news: we reflect on reports of Lindsey Graham's death, replay a defining moment from the Brett Kavanaugh hearings, and explain the rapid-fire process South Carolina uses to fill a Senate vacancy. We also dig into Iran and the Strait of Hormuz, using fresh reporting to ask what Iran believes it's winning, what the U.S. can realistically deter, and how this could keep pressure on global energy and shipping. And yes, we end with Sunday Game Day, including an unbelievable Yellowstone bison incident and new wildlife camera clips that remind us how close “the wild” really is.Subscribe, share this with a friend, and leave a review so more people can find the show.Website: https://www.nodoubtaboutitpodcast.com/Twitter: @nodoubtpodcastFacebook: https://www.facebook.com/NoDoubtAboutItPod/Instagram: https://www.instagram.com/markronchettinm/?igshid=NTc4MTIwNjQ2YQ%3D%3D

Tell us what you think of the show! This Week in Cleantech is a weekly podcast covering the most impactful stories in clean energy and climate featuring Paul Gerke of Factor This and Tigercomm's Mike Casey.This week's episode features special guest Martha Muir from The Financial Times, who discusses how the cost of clean energy power purchase agreements is set to rise 40 to 120 percent as Inflation Reduction Act subsidies wind down.This week's “Cleantecher of the Week” is Dr. Bill Ho, CEO of GRST, whose company makes a PFAS-free, water-soluble battery binder. Conventional binder relies on "forever chemicals" and toxic solvents to process. GRST's version dissolves in water, making recycling to high-purity black mass simpler and cheaper. Congratulations, Bill!This Week in Cleantech — July 10, 2026 In the woods of Maine, searching for an answer to a ticking climate bomb – The Boston GlobeOne-third of India's new renewable energy capacity faces curtailment – PV MagazineWhy Europe Still Struggles to Scale Its Homegrown Climate Tech – Heatmap NewsEurope's next climate adaptation boom isn't solar panels — it's asphalt –  ReutersUS clean power prices set to soar as AI demand coincides with subsidy cuts – Financial TimesWant to make a suggestion for This Week in Cleantech? Nominate the stories that caught your eye each week by emailing  Paul.Gerke@clarionevents.comMore episodes of Factor This Policycast

In Episode 210, Scott Piehler's topics include: An arrest in the June 11th beach takeover shooting. The Oakland soccer team pulls up roots. The annual Public Rights report. You can help tell Alameda's story, both for people, and for birds. The latest real estate sales. Congratulations to 76 new citizens, and a look back at the July 4th parade. Activities for your weekend, including your chance to meet a pair of Alameda Post creators. Support the show• AlamedaPost.com • Podcast • Events • Contact •• Facebook •  Instagram • Threads • BlueSky • Reddit • Mastodon • NextDoor • TikTok • YouTube • Apple News •

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Tyler and Jimmy talk about their 4th of July celebrations and the fireworks for the 250th celebration. Jimmy also did some work on Bobcat by removing the rear axle and getting ready for a new driveshaft. Tyler did some small work on the Lance Camper now that its back from a weeks vacation by one of the MF’ers. GROUP BUY: There is a new group buy happening, and this time it is with Wolfbox for their G900TriPro. If we get ten people signed up then we will get $20 off. If we can get 20 people signed up, we will get $30 off, and if we can get 30 people signed up, then it will be $40 off. If you’re interested in joining the group buy, then please email Jimmy or Tyler, or jump on to the Discord. SnailTrail4x4 Discord: https://discord.gg/yFyFFkQbuyCome hang out with us on the SnailTrail4x4 Discord — it’s the easiest way to connect with Tyler and Jimmy directly, chat with fellow offroad enthusiasts, and get first access to Group Buys and Treasure Hunt token drops. MORRFlate Giveaway at 900 Reviews on Apple Podcast. But our next giveaway is when we reach 800 reviews; we are giving away an OnX Elite Membership. We will also give away an OnX Elite membership when we get to 850. However, when we reach 900 Reviews, we are teaming up with MORRFlate for a $1000 MF Product Giveaway. Go over to Apple Podcasts to leave your review now and become eligible to win. Congratulations to A13XMONT, who won a set of tires from Yokohama Tire! Call us and leave us a VOICEMAIL!!! We want to hear from you even more!!! You can call and say whatever you like! Ask a question, leave feedback, correct some information about welding, say how much you hate your Jeep, and wish you had a Toyota! We will air them all, live, on the podcast! +01-916-345-4744. If you have any negative feedback, you can call our negative feedback hotline, 408-800-5169. 4Wheel Underground has all the suspension parts you need to take your off-road rig from leaf springs to a performance suspension system. We just ordered our kits for Kermit and Samantha and are looking forward to getting them. The ordering process was quite simple, and after answering the questionnaire, we ensured we got the correct and best-fitting kits for our vehicles. If you want to level up your suspension game, check out 4Wheel Underground. SnailTrail4x4 Podcast is brought to you by all of our peeps over at irate4x4! Make sure to stop by and see all of the great perks you get for supporting SnailTrail4x4! Discount Codes, Monthly Give-Always, Gift Boxes, the SnailTrail4x4 Community, and the ST4x4 Treasure Hunt! Thank you to all of those who support us! We couldn’t do it without you guys (and gals!)! SnailSquad Monthly Giveaway July’s Giveaway is with a company that Jimmy and Tyler have very good experience with, especially after TrailHeroX. This month’s giveaway is with Wolfbox. They are giving away one G900TriPro to a lucky winner. This is the same three-camera rearview mirror setup that they received during TrailHeroX. If you want a chance to win this system from Wolfbox make sure you sign up for the giveaway tier on either Irate4x4 or the SnailTrail4x4 Discord. This month’s giveaway is with Iceco Freezers. We are excited to work with and share their exciting new releases. One lucky winner has a chance to an ALP20 Fridge. Big thanks to Iceco for sponsoring this month’s giveaway. If you want a chance to win, sign up for the Giveaway Tier on Irate4x4 Congrats to Johnny Freskie, you won the Rusoh Fire Extinguishers. We have one of their 2.5-pound extinguishers to give away to a lucky winner. This extinguisher has an 18-year shelf life and is the best fire extinguisher for any off-road vehicle. To learn more, check out Rusoh.com. If you want a chance to win, sign up for the Giveaway Tier on Irate4x4 Listener Discount Codes: SnailTrail4x4 –SnailTrail15 for 15% off SnailTrail4x4 MerchMORRFlate – snailtraill4x4 to get 10% off MORRFlate Multi Tire Inflation Deflation™ Kits4WheelUnderground – snailtrail 10% offIceco – SnailTrail 12% offRUSOH Fire Extinguishers – RusohCrawlers discount code gets you 12% offIronman 4×4 – snailtrail20 to get 20% off all Ironman 4×4 branded equipment!Sidetracked Offroad – snailtrail4x4 (lowercase) to get 15% off lights and recovery gearSpartan Rope – snailtrail4x4 to get 10% off sitewideShock Surplus – SNAILTRAIL4x4 to get $25 off any order!Mob Armor – SNAILTRAIL4X4 for 15% offSummerShine Supply – ST4x4 for 10% offBackpacker’s Pantry – Affiliate LinkLaminx Protective Films – Use the Link to get 20% off all products (Affiliate Link) Show Music: Midroll Music – ComaStudio Outroll Music – Meizong Kumbang

It's time! Time to announce the winners of June-boree! Not only that, we have App Corner, Media Corner, Jason 3D prints stuff, Andrew goes swimming with the sharks, and Martin rights a wrong! June-boree 2026 Wrap-up! 00:00:00 Soundsource

On this episode of Walk Humbly, Bishop Burbidge speaks about the decree recently issued by the Holy See stating that the Priestly Fraternity of Saint Pius X (SSPX) is in schism and formally excommunicating its bishops. He explains what this means for the faithful of the diocese, and what we should do in response. Read his statement. Congratulations to the Arlington Catholic Herald and the diocesan Office of Communications on taking home 33 national awards from the Catholic Media Association!  Bishop Burbidge also previews the Quo Vadis and FIAT summer camps for high school boys and girls respectively taking place later this month at Mount St. Mary's Seminary.   Summer brings about increased need in the community; hear how Catholic Charities and our diocesan schools are stepping up to meet that need.  Finally, Bishop answers a listener question from Maria in Front Royal: "What is one small habit that has helped you grow closer to God over the years?"   Read: Independence Day Mass unites faithful in thanksgiving for freedom.  Consider contributing to second collections being taken up this weekend to support the people of Venezuela who are recovering from major earthquakes.   Walk Humbly welcomes listener questions for Bishop Burbidge. Call or text (703) 778-9100 anytime with your question. Connect with Walk Humbly and Bishop Burbidge by texting WALKHUMBLY to 84576 for occasional alerts and updates.   

Being that the 2026 Independent Hotel Show Miami is only a couple of months away, this special IHS Series episode features the VP of Development, U.S. & Canada at Minor Hotels, Genna Panagopoulos!  Genna joins the Suite Spot podcast to discuss: The Minor Hotels Brand & Special Announcements The Independent & Lifestyle Hotel Landscape The 2026 Independent Hotel Show Creating Unique Experiences for Travelers And much more. Ryan Embree: Welcome to Suite Spot, where hoteliers check in, and we check out what’s trending in hotel marketing. I’m your host, Ryan Embree. Hello everyone, and welcome to another episode of The Suite Spot. This is your host, Ryan Embree. We are here for the second season of our Independent Hotel Show series. That means we are gearing up, if you can believe it, for the Independent Hotel Show here in September and Miami Beach. I am so excited and equally excited to bring in a familiar voice. We had her on the podcast just a couple months ago in New York City, Genna Panagopoulos, VP of Development North America at Minor Hotels. Genna, welcome back to the Suite Spot. Genna Panagopoulos: Hey, thanks for having me again. Ryan Embree: Yeah, excited to have you. We were talking off camera. Typically, I usually do the virtual interview before meeting you in person, so this is a little bit more comfortable here, virtually back in, in, I think you’re in Atlanta. I’m here in our TMG headquarters in Orlando, but second time on the Suite Spot. We really didn’t get to get into your hospitality background, kind of a tradition here. Wanna introduce you to our audience a little bit more, intimately and in depth. Talk to us a little bit about your background in hospitality and the journey that led you to Minor Hotels. Genna Panagopoulos: Well, it starts a long time ago because I grew up in the hospitality industry. Typical greek immigrant story. My father came here with just a few dollars in his pocket and ended up building a pretty successful restaurant business in Detroit. So if you ever are in Detroit, if you say Jimmy, the Greek people will know him. But I went to, I obviously grew up in Michigan, went to Michigan State, really, and started studying hospitality with the intent of taking over the restaurant business. And then I did an internship for my father and realized I did not love it as much as he did. And so I ended up falling into the hotel space and specifically hotel investment, real estate development, and have just fallen in love ever since I started my career at Davidson Hotels and Resorts back when they were in Memphis, actually on their business development team. And then they moved to Atlanta, ironically, next to IHGs headquarters. So I was with Davidson for a few years, hopped in over to IHG, where I was for 10 years, did everything from feasibility to business development to even brand, which is a little bit unique. And I don’t wanna undermine that because I had a lot of people say at the time, why would a developer ever go to brand? Like, that’s, you’re where you wanna be. But for me, it was so critical to kind of unlocking new opportunities in the future because the skills I gained in a year and a half on the team work just the role that I’m in now is super helpful because it’s, it’s kind of like wearing two different hats, right? A creative versus a mathematician. So anyways, I was there at IHD for 10 years, and then this opportunity at Minor came up last summer. I was so ready and excited to take on like a new challenge and I thought that it’d be a really fun and exciting new endeavor for me with this combination of my background. So, it’s exciting. Minor’s been super supportive and it’s a little weird to go from working in an office with thousands of colleagues to being the one of one in an entire continent, but it’s been great so far. Ryan Embree: Yeah. And what a unique opportunity. We’re gonna talk about that here in a moment because I think it’s absolutely fascinating. But your story is very familiar. I mean that we hear all the time from our guests, a lot of them start in that f&b kind of space and then transition over to the hospitality side, but super comprehensive skillset, which I’m sure has set you up for success in your role at Minor Hotels. Now, we met face to face at NYU IHIF, where just a couple weeks removed. I call this kind of takeaway season where everybody’s on LinkedIn, kind of frantically typing their takeaways and what they felt about the state of the industry right now, what we’re looking back on New York City, maybe you could start kind of zoomed in version of how that event for you and then maybe back up with an industry lens on some of the biggest takeaways from your time at New York City. Genna Panagopoulos: So from a Minor perspective, we had a really successful conference. So we had tons of meetings while we were there. Really good ones too, on some deals that were hopefully perpetuating. And then we’ll be announcing maybe by the Independent Boutique Hotel Show, but it was, the energy was very live, the excitement for Minor Hotels, was very visceral people, I think, you know, hoteliers are really looking for brands that understand their position. And because Minor is, you know, I always describe it as an owner first, then an operator, now a brand, right? And we still own an owner lease a vast majority of our portfolio. So we know what it’s like to be in their shoes, quite honestly. So it was a successful, like I said, the energy was there. It’s very validating to know that a lot of our marketing is working and all of the, the word of mouth and the fact that we’re out there, iI’m having to educate people less and less with every conference about who we are. So that’s great. Zooming out on an industry lens, you know, I think, you know, even just looking at beginning of the year to NYU IHIF, this sentiment is very different, right? You know, at the beginning of the year there was so much excitement over the World Cup. You and I spoke about that at NYU and it’s, it’s obviously been tempered quite a bit, and the K economy is still happening. We’re seeing luxury, the rates of the projects that I’m working on, I’m just shocked at how high they are and, how well the competitors are doing in the upper luxury space. It’s really fascinating. So I’m definitely seeing that as well. But the sentiment, and appetite to grow is definitely there. People are still looking to place equity, not ton, not huge amounts, but we’re, we’re seeing that there are still gaps on that front. Ryan Embree: The resiliency of our industry, I think, continues, right? It just, the momentum there, every single time we see a headwind, we continue to push through, which is really, really cool to see that owner. And, and from a development, I mean, new brands, new projects being announced, this is the space that we’d love to see, you know, more and more because there’s more and more demand growing travelers continue to prioritize travel and the experience economy, which is great for us hoteliers. So we just need some more rooms here, which is obviously what you’re tasked with, right, Jenna? So, but I wanna talk about Minor Hotels. I know you talked about needing a little less education now, but educate us here on the Suite Spot. I mean, Minor Hotels, brand spanning from select service all the way up to that ultra luxury segment ton of brands. They don’t have time for all of them today, but maybe you could share some of your personal favorites and within the hotel, Minor Hotels portfolio, what makes those brands unique? Genna Panagopoulos: Yeah, sure. So yeah, like you said, we now have 12 different brands, four of which were launched last year right before I joined the company. But we have these two lineages, I think within Minor Hotels history, right? We have our roots, which come from Thailand, and Anantara and Avani are great examples of that. And then we have our European roots from acquisitions over the years. So we’ve got brands like…that came from Portugal, NH, which is a very established brand out of Madrid. The four that we launched last year, offer really unique things that we never had before in our portfolio. So as we were looking to grow, we knew that that was something we’d have to have to kind of have on our menu of options for potential hotels, because some of these brands don’t work in every asset type and not every market, though most of our brands have a lot of flexibility to be able to grow into different asset types. But I guess my favorite, and I’m really excited about the Wolseley hotel brand we launched last year. So Minor International owns, which of course, Banner Hotels Resorts is a part of, owns Wolseley Hospitality Group out of London. And there’s a really beautiful institutional restaurant called the Wolseley that’s very famous. If you ask anybody from London, they definitely know the Wolseley. In fact, most people I know that just traveled to London know the Wolseley. So we own, we own that company and decided to take that brand into the hotel space, which is interesting because it’s a restaurant moving into the hotel world. And our first one will open in New York next year, but it’s been really fast. I think it’s really fascinating. There’s a lot of membership club opportunities with that one. And so that’s kind of an new trend we’re starting to see in the luxury space. Ryan Embree: It’s gotta be great to be able to have that breadth and spectrum of property or investment type for an owner to come in and say, this is maybe the market that I’m interested in pursuing, and then figuring out and kind of curating and tailoring what asset, what brand is gonna fit best there. And we talked about this a little at NYU, but I think, again, your job is so fascinating. You have this well-established, extremely popular worldwide brand, and here you are tasked with bringing it into the North American market, right? I’m sure there’s a lot of envious developers out there, what has been kind of, and really you only get to launch a brand like this into a new market only once. So what has been kind of your approach, Jen? I’d love to get kind of the background on what’s been your approach and what kind of feedback you’ve been initially hearing. Have owners been kind of waiting for this, you know, to arrive here and, and what are you hearing from owners right now? Genna Panagopoulos: It’s a tale of two stories as they say, right? So in the luxury space, there’s so much excitement. We are very established, people in that space know us, and wanna be the first to help us develop here. So that’s where we’ve seen the vast majority of our interest. Now, when you shift to looking at some of the upper upscale through the select service brands that we now also offer franchise, which I don’t know the stat off the top of my head, but it is a large component of those properties, those segments are operated by third parties and franchised. So being that we’re newer into that space, that’s where the challenge has been. So, but yeah, in terms of the hardest thing and I have to tackle every day is where do I spend my time? Because there’s constantly deals coming my way. We have to, we have to be quite strategic and mindful about what has the most likelihood of being the best representation of our brand in our target markets. So early on, when I started, I think the first four weeks of me taking the role, I had developed a pretty cohesive development strategy of where we wanted to spend that time. And where that is really any of the top, let’s call it 20 markets in the US that have international demand. So we have top markets that don’t have as much international demand, and we’ll look at those, but we just think that our value is gonna come from driving international business into these hotels. And then totally opposite from that, with Anantara, our, you know, wellness, upper luxury experiential brand. We are really excited about finding deals in kind of everywhere else except for those urban markets, right? So hard to get to places. Last week I was driving through Utah and Colorado, six hours in between each of them. So just to give you a little flavor, we were looking at a couple different opportunities in those states. You know, Hudson Valley is somewhere we wanna be Montana, Wyoming. So, you know, it’s a little bifurcated our approach to our various brands. But we’re trying to be very diligent and strategic about it. So we don’t get distracted by things that aren’t going to help us grow here. Because once we have good examples, we really believe the first few have to be really good. Once we have those, we’ll be able to drive further, further growth at a more quick pace. Ryan Embree: Yeah, no, absolutely. And what you were talking about how best to spend your time, I think that’s a, a challenge that hoteliers have had since the dawn of this industry. But it’s very exciting and very cool to hear those different approaches because, you know, you have the privilege of having that background, of having that history and, and culture already built over an in another market, bringing that here. But you also have the exciting new flavor of providing something new, maybe in some, some very experiential markets right now, which experiential travel is just absolutely exploding another traveler trend right now. And you already have some several success stories we touched on at NYU. Let’s dive a little deeper into some of those projects, Genna. Genna Panagopoulos: Yeah, so we’ve got, I guess our next one that I’ve already kinda spilled the beans on it, but the releases are already out there, but the first Wolseley in the world will be opening next year in New York in the former Lambs Club property. And I think it’s just such a fantastic market to open the first Wolseley hotel. You know, theoretically it could have been in London and hopefully we do have one in London soon, but it’s a very special cherished brand and it’s not the one thing I also just wanna spend a moment on, even though it’s luxury and it’s this very quintessential British kind of formal service style, it’s egalitarian at its roots, it’s really meant for everybody. So you could walk into the, into the Wolseley in London and see celebrities next to politicians and you’re Joe Schmo walking in off the street, you don’t need a reservation. And so I think it’s a really beautiful evolution of the, of the history of that brand. And I’m so excited for it to land in New York. Ryan Embree: So we can announce right now in 2027. The Suite Spot will be on site. We can do nice little episode up there hopefully. Genna Panagopoulos: Next, next conference in New York. We’ll be able to do it there. Ryan Embree: Alright. Genna Panagopoulos: Yes. And then a little, actually, I guess the next one that’ll open in 2029 is Anantara Turks and Caicos, which is a 100% residential hotel, really, really beautiful resort heavy wellness, you’ll find with Anantara. We really lean into the wellness, longevity space. And so, we pride ourselves on always being at the forefront of the latest wellness, the direction wellness is going. And so longevity, for example, right now is very important to us. And we’re seeing that bleed into the residential space. So, you know, just the way that’s getting threaded into the residential experience, into the hotel guest experiences is very fascinating to watch. And then in 2030, we’ll also have another Anantara in Miami, very close to design district. It’s kind of at the epicenter of where design district, Edgewater and Midtown all meet the views from the hotel will be incredible. There’ll be a helipad, a 30,000 square foot spa. And then a mix of hotel rooms, residences that people are living in, and then also residences that can get rented out to hotel guests as well. So we are super excited, I think, you know, having these three hotels in these three markets, right? We’ve covered New York where we already have a hotel, by the way, the NH collection, Madison Avenue, we’ve had there for a few years, which we actually own. And then, you know, Miami, which is a key market, obviously very heavy international demand, but just if you had to tell me to pick one plate, one urban market to put it an Anantara, that would be it. And then Turks and Caicos is such a important market for U.S. leisure travel. So these couldn’t have been better, better markets for us to be entering and launching region. Ryan Embree: Congratulations. What a strong pipeline and really cool projects you’re working on, excited to kind of see those and the announcements as they start to roll in and the pictures, those views that you’re talking about. But I think, you know, the Turks and Caicos property is something we’ve been talking about on the podcast. That CALA region is also booming right now. So, you know, it’s not just, I think sometimes when we say, you know, obviously bringing into the North American market, we tend to go a little bit more domestic, but to expand that into CALA I think is gonna be absolutely critical. ’cause you’re right, so much of that US domestic travel is now spending, you know, time and money in those areas, and looking a little bit more towards that for their experiences. So exciting all around. And of course we love, you know, we’re based here in Florida, so we’d love a new project. We’ll, we’ll definitely be keeping an eye on that Miami project that you have. But this is speaking of Miami, this is our independent hotel show series. Talk to us, you know, why you feel some of the Minor Hotel brands fit within this independent and lifestyle category. And what advantages do you see independent hotels or even experiential brands and lifestyle brands have in today’s hospitality landscape? Genna Panagopoulos: I’ll answer that last question first. If you don’t have that experiential, that’s table stakes today. So, we’re, I believe we’re only gonna see that become more and more important as the years go on. Because if you look at the consumer data of what the younger demographic, where they’re spending their money, it’s not experiences. It’s not, it’s no longer on goods. So having these really cool, unique experiences that they can travel and and receive is gonna be critical in terms of what we have to offer for independent hoteliers, keep in mind this is our roots, right? We started our, our company was founded by Bill Heineke, who, fun fact, and I can’t remember if I’ve already told you this, but the reason we’re called Minor is that he went to go start his business at a very young age of 17. And when he was getting his his business license, they said, sorry, but you need an adult to sign with you ’cause you’re a minor. So he’s really one of those serial entrepreneurs, wicked smart, wicked great at launching businesses, but he was an independent hotelier. That’s how he got his start. So he’s still driving a lot of the vision of the company. And I could tell you coming from a larger brand company into this environment, it is incredibly entrepreneurial. And because we also own hotels, but also operate for a lot of our owners, we truly believe we have this, like this hotelier mindset. We’re more of an operator than we are a brand at this moment. And so I think that could help lend itself to independent owners who are looking for a little bit of support. And we’re here to lean in as much as they want and as little as they want, but there’s benefits to it, right? We can help save on OTA costs, we can help save on purchasing. We’ve got great technology to help with forecasting and revenue management and and so on. So there’s definitely places to tap in. And I think particularly now more than ever with our two collection brands that we launched last year, so I started telling you this, but I didn’t finish telling you the brands that we launched, but two of them that we launched last year are collections. One is minor reserve collection, which is in the luxury space. And then Colbert collection, which is more upper upscale, maybe entry luxury. And those are just such, they’re primed for independent hotels, right? That’s why they were launched. To be able to keep the heritage and the name of an independent hotel play off of it, but then get all the back support, all the things behind the scenes that consumers will really never see, but it’ll help make operations much more efficient and smooth. And so we think that’s where there’s a lot of opportunity and we’re, you know, we’re priding ourselves on that. We’re here to be a partner and not a brand that’s telling you have to do it this way. So that’s where we’re really thinking this is the opportunity for us in that space. Ryan Embree: Well, it says, it says a lot that, to have two collection brands dedicated to that space really shows the investment in the future of these kind of independently run or branded properties and see the opportunity there because again, looking, you mentioned the lens and view challenges about independent hotelier and brand is very different from those big brands that have the scale to kind of combat those challenges a little bit more efficiently. So, you know, independent hotels, we always talk about on this series specifically are looking for any edge or opportunity to differentiate themselves to the traveler because they are really first in line to present a one of a kind experience. If you think about it, one of those places is f&b, a trend that obviously Minor Hotels has taken and ran with, especially with converting a f&b brand to hospitality brand. How have you leveraged the f&b theme with potential owners and when you’re having these conversations with investors, as you look to bring Minor Hotels to North America? Genna Panagopoulos: Yeah, so, well first we have a, when I was doing my onboarding in Madrid and Amsterdam, I toured our Anantara in Amsterdam and they had just, maybe they, a couple months before they had just concluded a chef series where they brought I believe 20 or 30 Michelin rated chefs under their roof and had a food festival, which I had never seen that. Like how amazing to bring. I didn’t know that, that that many Michelin chefs would be side by side cooking for each other, right? But it’s a really special thing. And I think that shows you that Minor is very credible in this super experiential high end f&b space separate to that. And so we have the talent in-house. Separate from that, when you look at our brands and the way our Colbert brand, for example, our Colbert, I don’t even wanna call it a brand ’cause it’s a collection. It’s not really a brand the way we thread food and beverage into the guest experience, right? So each hotel is completely unique within the collection. We don’t want any two to really look alike, to be honest with you. But as part of the one ritual that you can, that you can count on as a guest at every Colbert is a food and beverage driven experience. So whether that’s a bespoke cocktail that’s mixed for you, right as you enter the door, or maybe, after you’ve checked in and you’re in your room, a bell cart is a food and beverage bell cart of sorts is delivering a special experience to your door something that ties back to the identity that the hotel has, but is very curated and special, right? Not something that’s like a here’s the, the chocolate chip cookies we made today. No. Right? We want something really beautiful, thoughtful, creative, and that shows the craft in it that either ties to the experience or the identity of the hotel. So I think that’s really important and those little things go a very long way. Ryan Embree: A hundred percent. And those are the little things that add up in the independent hoteliers world that can, you can have the edge, right? And I mean there’s a whole now space with food tourism. I mean, it’s got a name for it now. That’s how large this trend is. And hoteliers are looking at F&B very, very differently than they did five, 10 years ago. It was a first a place where they started to look and say, where can we cut costs? Where can we make efficiencies? Now the brands that I think are doing it right are leaning into it. They’re seeing it as a part of their guest experience and also a huge opportunity for their local markets too. I think people, you know, in locally have looked at through a different lens at what a hotel F&B experience can be. And when someone comes to town, they might not be going to that restaurant. They might be going to a hotel or a resort, and it having that experience there. So very interested to see, right. Genna Panagopoulos: It’s, I don’t mean to interrupt you. But I just wanna say, I was recently having the conversation because when I started in the industry, we would joke, you could, you could like blow a cannon through a hotel restaurant. Nobody wanted to go to a hotel restaurant. Back in the day, they were cool. And it was like, oh, I’m staying at this hotel, meet me at the restaurant. But for a while, you didn’t wanna go to a hotel restaurant. It was vanilla, it was boring, it had no identity. It was just an extension. It was just a restaurant within a hotel. Now it’s such an important driver of bringing people to that hotel, whether local or visiting from out of town. And so there’s such an opportunity. I just, I look back at the time that those hotel restaurants were not attractive. And now I’m like, no, it’s such a beautiful component to an experience and I’ve seen really amazing destination hotels that are operated by the operators, but have a totally unique identity that’s very strong and compatible with the hotel, but not homogenous with the hotel. Ryan Embree: Absolutely. It’s very, very cool to see that evolution. And I think it’s only, again, as the trend continues to grow, I think it’s only gonna get stronger. You’re gonna see more emphasis on that f&b experience. And I personally can’t wait. Because I love those types of experiences to kind of see that evolve. And we’re gonna learn a little bit about maybe some of your favorite f&b experiences within the portfolio here. So let’s do my favorite part of the episode. Some rapid fire to get to know you Genna and the Minor Hotel portfolio a little bit better. Let’s start with one of your, you talked about maybe future favorite views at your property, but right now what is one of the favorite views at your properties in the portfolio? Genna Panagopoulos: I know you’re trying to do rapid fire, but of course I’ll just story tell a little bit. Ryan Embree: No, not at all. Please. Genna Panagopoulos: The Avani in Amsterdam, I had the opportunity during my onboarding with Minor to go to Amsterdam for a few days. Because we have a ton of hotels in Amsterdam. And I got to stay there and I woke up, I think it was a Sunday morning, and I had one of the upper level rooms and floor to ceiling windows. And I just, I watched the city wake up. It was so cool to see the sunrise from my room, but also the canals were coming to life. People were in boats and I had this cup of coffee and they had a great lounge here. And it’s not, it’s not a fancy hotel, right? It’s an approachable lifestyle of hotel. But it was really, it was so beautiful. I had this like Minor Magazine I was reading and I read the full thing. It was so lovely. And I’m actually taking my daughter there in a few, in two weeks, because I loved it so much. Ryan Embree: Very cool. Yeah. And she’ll get to have that view of the, the property as well. What about favorite fact? A fun fact about one of the properties? Genna Panagopoulos: Okay, so one of our new Colbert collections, that I believe is open now in Florence. It’s called Port Rosa, which it translates to Red Door. And it is actually one of the oldest, it might have been the first hotel actually in Italy and one of the first hotels in Europe. So it’s just so funny ’cause here we call our historic hotels 200 years old. And, and here we have like an 800 year old hotel. So I think that’s, I don’t think I could top that. Ryan Embree: Yeah, that puts it in perspective. Favorite signature dish? We talked about f&b experiences at one of the properties. Genna Panagopoulos: So I know I’m talking a lot about Amsterdam, but that was, it obviously left an impression on me, but at the Tivoli, which is one of our entry luxury brands, very well established in Europe, they really pride themselves on food and wine. And so culinary is a huge component of that experience. So I get to eat at the restaurant in the Tivoli called Ombre. And they really try to weave in creativity and art into the overall experience. And so they took it, they took inspiration from Rembrandt, and so Ombre is one of the 12 colors of Rembrandt’s palette. And so they, they had a beautiful way of weaving that into the food, the color of the food, the color of the menu, the names of the menu items. And it was just a beautiful, and you could watch the chef finish the food right at the entrance. And it was just, it was remarkable. It’s also on the canal. It was an evening candle lit room. It was beautiful. Ryan Embree: I mean the marketing team for some of these properties I’m sure has no shortage of content and storytelling. I mean, this is every hotel marketer’s dream. What about favorite guest experience or amenities at one of your properties? Genna Panagopoulos: That’s a good question. The, also in the Avani in Madrid, so, when I had wrapped up, I had trained in Madrid. I went to Amsterdam for a weekend, came back to Madrid to kind of give everybody my 2 cents of how the project or how the onboarding went. And I was only there for one or two nights. I was so tired. I had been gone for like two weeks. I missed my kids. But I came back and the Avani in Madrid as my welcome city had a smoothie set up. And I had never seen this, and I don’t even know if I’ll ever see this again, but they had a little, a little tiny, I think it’s called like a bullet blender, right? That I could blend in my room. They had the most beautiful, I don’t even know what fruit it was, but it was sweet. It was delicious. They had a variety of milks next to it that I could mix with the fruit, and then of course a little ice bucket and some honey. And it was just everything that I needed. I was so tired from being on the road and to come back and have this really like, cool, healthy, nutritious, it was so, it was like they were reading my mind of what I needed. And I’ve never been in a lot of amazing hotels. And again, Avani is not a luxury brand, but they totally nailed it. And then about an hour later after it, ’cause I had checked in fairly late in the day, they showed up at my door with this beautiful wind down tea set up, and it was, you know, tea can be hit or miss. Yeah, it was so beautifully floral and delicious. And I’m not even a tea drinker. And I loved every moment of it. And they had the most perfect cookie to compliment. Ryan Embree: It’s brilliant by the way, that smoothie, because it makes you a part of the process. It makes you feel a part of the experience. I’m sure a ton of people are sharing that on social media. They’re talking about it. I mean, how easy could it have been to just deliver a smoothie, but for you to kind of be a part of that experience, I think makes it a little bit more special. Very, very cool. I’ve never heard that either. Very cool. And then the last but not least, favorite piece of artwork at one of your properties? Genna Panagopoulos: Thats a tough one. Coming back to the fact that we have an NH hotel in Amsterdam called the Schiller, with tons of authentic Danish artwork. But I’ve also heard that the Tivoli Puerto Gaia has a lot of remarkable pieces. In fact, they have over 70 pieces of authentic art. One of my favorite artists is a Spanish artist…and his works are there. So I haven’t seen it in real life, but that’s on my bucket list. Ryan Embree: Well, I’ll tell you, this was probably the most internationally friendly rapid fire that we’ve had here. When asking these questions. You took us to Madrid, Amsterdam, Italy, all over the place. So, we’ll definitely, I can feel the hoteliers now doing some research on these hotels and planning their vacations. Let’s shift to the Independent Hotel show. It’s happening September 16th, 17th in Miami Beach. And remember Suite Spot listeners, don’t forget to use promo code Ryan26 for a complimentary registration. Genna, and I would love to see you there. Genna, you recently joined the show’s advisory board. Congratulations on that. What inspired you to get involved with this event and how do you see it supporting independent hoteliers? Genna Panagopoulos: First of all, thank you. And I’m really flattered to be on the advisory board. When we started our, when I was working through our development strategy as part of that, we were talking about the various conferences we wanted to attend. And we really think that we’re different from a lot of the big players that are already here, right? We’re trying to not be aligned with them, but a totally different offering. And so for us, it was really important that we find these independent hoteliers, boutique hoteliers that, again, are looking for somebody to help support them and maybe make their lives a little bit easier, but not be always watching over their shoulder. And so for us that this was perfect, I actually hadn’t come across it until they reached out to me. And it came about 48 hours after we had said, we need to find a show or a conference that has specifically this. And it just fell into our lap. And so we, it was, it was very serendipitous and we’re very excited. In fact, I hope we can continue to attend and I’ll be bringing my colleague from Mexico actually to help run the process with us while we’re there. So we’re excited. I also think that we could learn a lot of what independent hoteliers need and their challenges are and be able to help them out. Ryan Embree: Yeah, it’s a very, very unique event. I’ve had the privilege of being to the show since its inception a few years back. So much learning, there is something special when you put a group of independent hoteliers together in a room. The networking that goes down. It really is unlike any other event I’ve been to. So, again, hope you will join Genna and I in Miami Beach in September. We hope to see you there. As we wrap up today, we got a couple more minutes. What is your vision for the future of Minor Hotels in North America? Genna Panagopoulos: Listen, we don’t wanna be as big as everybody else that’s here, but we wanna have a really good foothold. I don’t think I mentioned this, but we have a little over 600 hotels worldwide, including in pipeline. And we’re really everywhere except for North America. And so it just feels like the right progression, of where we even have hotels in South America, in Mexico, right? So we’re really kind of closing in from all directions. And so we just wanna have good hotels here. Good representation on, fun fact, British and US travelers make up the majority of Anantara guests worldwide, even though we have no Anantara here in the U.S.. So, Norin England. So people want it, and I think once they’re here they will absolutely come. So we’re excited. We just want what we want. A good representation of hotels. Hopefully that’s somewhere around 20 to 30 hotels in the coming years. Ryan Embree: Well, you’re off to a super strong start. Congratulations again, Genna. It’s exciting to be here, kind of at the starting line of this Minor Hotel’s journey in North America. It will soon follow suit, like the rest of your brand is. So we’re excited to watch that unfold here in the upcoming years. Genna, thank you so much. We know you’re busy. You mentioned it before. We appreciate you taking your time, spending some time with us and talking about Minor Hotels and in the Independent Hotel Show. Again, we’re, we’re excited that we’ll both be attending there in Miami. And hope you will too. So Genna, thank you for your time. Genna Panagopoulos: Thanks for having me again. Ryan Embree: Alright and we’ll talk to you next time on The Suite Spot. Thank you for listening. To Join our Loyalty program. Be sure to subscribe and give us a five star rating on iTunes. Suite Spot is produced by Travel Media Group. Our editor is Brandon Bell with Cover Art by Bary Gordon. I’m your host Ryan Embree, and we hope you enjoyed your stay.

Congratulations are officially in order... because Lern somehow found extra hours in the day that the rest of us definitely don't have.She's now pulling double duty between St. Louis and Chicago, finishing one radio show, sprinting to her car, driving five hours north, hosting another show until midnight, and somehow making it back to the studio before the next morning. At this point we're convinced she's either invented teleportation or secretly runs on nothing but gas station coffee and spite. The gang celebrates the new opportunity while immediately roasting her for accidentally becoming "Chicago's newest native" overnight.Then things take the sharpest left turn imaginable.A simple conversation about Skid Row turns into what may be the most passionate legal defense of a fictional character ever attempted on morning radio. Did Ricky from "18 and Life" actually receive a fair sentence? Did his lawyer completely fail him? Could manslaughter have knocked years off his sentence? Before long, the crew is pitching an entire sequel where Ricky is finally released decades later, discovers smartphones, struggles with modern life, and tries to reintegrate into society. Sebastian Bach... if you're listening... we've basically written your next album.Of course, that's only the beginning.The gang dives into rock history, legendary concerts, Sebastian Bach's incredible hair, Quiet Riot, Great White, classic metal memories, and why moms somehow approved of Skid Row while other bands got thrown straight into the trash.Later, the crew celebrates Missouri's connection to sliced bread, debates whether "best thing since sliced bread" replaced an even older saying, revisits classic pop culture moments, and rolls through another packed edition of Crap on Celebrities featuring Metallica's emotional Ozzy tribute, Ella Langley's historic chart run, SZA opening up about her autism diagnosis, Whoopi Goldberg getting stranded by a volcano, Danny Trejo's unbelievable Charles Manson story, and the future of AI actors in Hollywood.Then things get wonderfully nostalgic as everyone argues over which movies every younger generation absolutely has to watch. From action classics to sci-fi masterpieces to childhood favorites, expect plenty of passionate disagreements and a few films that definitely deserved more love than they got.Finally, the show wraps exactly the way you'd expect... with Crappy Birthdays, some hilariously questionable movie titles, and a game of Real or Fake Fireworks using the bizarre names found on leftover Fourth of July fireworks. Because nothing says responsible broadcasting quite like trying to determine whether "Exploding Mega Whatever" is an actual consumer product.It's another completely unpredictable comedy podcast packed with music nostalgia, pop culture commentary, ridiculous hypotheticals, listener laughs, celebrity updates, and the kind of conversations that only happen when nobody in the room thinks, "Maybe we should move on."Whether you're here for the rock stories, the celebrity gossip, the debates over old movies, or simply to hear adults spend entirely too much time defending a fictional prison sentence from a 1980s song, this comedy podcast delivers exactly the kind of daily chaos you'd expect from The Rizzuto Show.Follow The Rizzuto Show → https://linktr.ee/rizzshow for more from your favorite daily comedy show.Connect with The Rizzuto Show Comedy Podcast online → https://1057thepoint.com/RizzShow.Hear The Rizz Show daily on the radio at 105.7 The Point | Hubbard Radio in St. Louis, MO.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Whether you’ve never been off-road before or you’re just getting started, Jimmy and Tyler break down the 10 most important things they wish someone had told them early on — all vehicle-focused, all hard-earned from real experience on real trails. This one came from a simple question: what do we actually say when we’re out on the trail with a first-timer? Not camping tips, not gear tips — how do you drive differently when the ground stops being flat? The list covers the two biggest safety non-negotiables (seatbelt and vehicle control before you start the engine), then works through hydration and sun exposure on multi-day trips, gears on descent (and why your automatic can go full runaway in seconds), knowing all four of your vehicle’s tools — lockers, crawl box, winch, cutting brakes, rock lights — and how to actually use them in the right scenario. From there: tires on rocks, tire placement, why your rear tires matter more than your front tires in an obstacle, differentials and ground clearance, and how to get comfortable with being deeply uncomfortable. Related episodes worth pairing with this one:306: Planning A Rubicon Trip – https://www.snailtrail4x4.com/306-planning-a-rubicon-trip/646: Planning An Off-Road Trip (Part 1) – https://www.snailtrail4x4.com/646-trip-planning/654: Trip Planning (Part 2) | Food, Water, Camp Logistics – https://www.snailtrail4x4.com/654-trip-planning/656: Trip Planning (pt 3) | Trip Execution & Adaptation – https://www.snailtrail4x4.com/656-trip-planning/614: 15 Off-road Safety Tips – https://www.snailtrail4x4.com/614-safety-tips/BLOG: 15 Must Know Off-Road Safety Tips for Every Trail Adventure – https://www.snailtrail4x4.com/15-off-road-safety-tips/ GROUP BUY: There is a new group buy happening, and this time it is with Wolfbox for their G900TriPro. If we get ten people signed up then we will get $20 off. If we can get 20 people signed up, we will get $30 off, and if we can get 30 people signed up, then it will be $40 off. If you’re interested in joining the group buy, then please email Jimmy or Tyler, or jump on to the Discord. SnailTrail4x4 Discord: https://discord.gg/yFyFFkQbuyCome hang out with us on the SnailTrail4x4 Discord — it’s the easiest way to connect with Tyler and Jimmy directly, chat with fellow offroad enthusiasts, and get first access to Group Buys and Treasure Hunt token drops. MORRFlate Giveaway at 900 Reviews on Apple Podcast. But our next giveaway is when we reach 800 reviews; we are giving away an OnX Elite Membership. We will also give away an OnX Elite membership when we get to 850. However, when we reach 900 Reviews, we are teaming up with MORRFlate for a $1000 MF Product Giveaway. Go over to Apple Podcasts to leave your review now and become eligible to win. Congratulations to A13XMONT, who won a set of tires from Yokohama Tire! Call us and leave us a VOICEMAIL!!! We want to hear from you even more!!! You can call and say whatever you like! Ask a question, leave feedback, correct some information about welding, say how much you hate your Jeep, and wish you had a Toyota! We will air them all, live, on the podcast! +01-916-345-4744. If you have any negative feedback, you can call our negative feedback hotline, 408-800-5169. 4Wheel Underground has all the suspension parts you need to take your off-road rig from leaf springs to a performance suspension system. We just ordered our kits for Kermit and Samantha and are looking forward to getting them. The ordering process was quite simple, and after answering the questionnaire, we ensured we got the correct and best-fitting kits for our vehicles. If you want to level up your suspension game, check out 4Wheel Underground. SnailTrail4x4 Podcast is brought to you by all of our peeps over at irate4x4! Make sure to stop by and see all of the great perks you get for supporting SnailTrail4x4! Discount Codes, Monthly Give-Always, Gift Boxes, the SnailTrail4x4 Community, and the ST4x4 Treasure Hunt! Thank you to all of those who support us! We couldn’t do it without you guys (and gals!)! SnailSquad Monthly Giveaway July’s Giveaway is with a company that Jimmy and Tyler have very good experience with, especially after TrailHeroX. This month’s giveaway is with Wolfbox. They are giving away one G900TriPro to a lucky winner. This is the same three-camera rearview mirror setup that they received during TrailHeroX. If you want a chance to win this system from Wolfbox make sure you sign up for the giveaway tier on either Irate4x4 or the SnailTrail4x4 Discord. This month’s giveaway is with Iceco Freezers. We are excited to work with and share their exciting new releases. One lucky winner has a chance to an ALP20 Fridge. Big thanks to Iceco for sponsoring this month’s giveaway. If you want a chance to win, sign up for the Giveaway Tier on Irate4x4 Congrats to Johnny Freskie, you won the Rusoh Fire Extinguishers. We have one of their 2.5-pound extinguishers to give away to a lucky winner. This extinguisher has an 18-year shelf life and is the best fire extinguisher for any off-road vehicle. To learn more, check out Rusoh.com. If you want a chance to win, sign up for the Giveaway Tier on Irate4x4 Listener Discount Codes: SnailTrail4x4 –SnailTrail15 for 15% off SnailTrail4x4 MerchMORRFlate – snailtraill4x4 to get 10% off MORRFlate Multi Tire Inflation Deflation™ Kits4WheelUnderground – snailtrail 10% offIceco – SnailTrail 12%offIronman 4×4 – snailtrail20 to get 20% off all Ironman 4×4 branded equipment!Sidetracked Offroad – snailtrail4x4 (lowercase) to get 15% off lights and recovery gearSpartan Rope – snailtrail4x4 to get 10% off sitewideShock Surplus – SNAILTRAIL4x4 to get $25 off any order!Mob Armor – SNAILTRAIL4X4 for 15% offSummerShine Supply – ST4x4 for 10% offBackpacker’s Pantry – Affiliate LinkLaminx Protective Films – Use the Link to get 20% off all products (Affiliate Link) Show Music: Midroll Music – ComaStudio Outroll Music – Meizong Kumbang

Dear Elon,Congratulations on your initial public offering of SPCX.Google's AI says, “The blockbuster debut briefly made Elon Musk the world's first trillionaire on paper.”The words “briefly” and “on paper” dim the dazzling brightness of the word “trillionaire” a little, but still, it's a pretty big deal.I'm sure that Errol and Maye are super-proud.You've come a long way since you started Zip2 with your brother, Kimball, in 1995.Who would have ever thought that a company that created online city guides for newspapers would sell for $307 million after just 3 and 1/2 years in business?Your 7% was only worth $22 million, but still, that's a lot of pocket money for a 27-year-old boy.Your decision to partner up with Ed Ho, Harris Fricker, and Christopher Payne to create “X,” and then merge with your biggest competitor so that all of you could survive the bursting of the dotcom bubble, well, that was another brilliant move.It worked out well for Max Levchin and Peter Thiel, too. You and Thiel and Ho, Fricker, Payne and Max created Paypal at exactly the right time.Well done, all of you!But of all your accomplishments, the one that impresses me the most is the frictionless website that you built to sell cars.Every Tesla owner that I have ever met has admitted to being marveled by how easy it was to buy a new Tesla. Five minutes online and $500 on a credit card leaves the customer sitting there, mildly stunned, asking themselves. “Did I really just buy a car? Can it really be that easy?”Elon, when people marvel at something, the thing that marvels them can rightfully be called marvelous.Elon, your Tesla website is marvelous.And the car is marvelous.Except for one thing. Can we talk about that one thing for a moment?Shortly after my wife Pennie bought her Tesla, I saw that we had a sheet rock screw embedded in the center of the tread in the right rear tire.Pennie said, “No problem, Tire Service is one of the things that my Tesla app says they can do right in our driveway.”So she pulled out her phone and quickly ordered and paid for Tire Service.When the tire guy showed up he said, “Yep. That's definitely a sheet rock screw and it's definitely an easy fix, but I can only do tire rotations. Take this to the Tesla service center and I'm sure they will do it for free.”When Pennie got back from the service center, she said that your service manager told her that the tire could not be fixed because it had a scuff on the sidewall, so he sold her a $400 new tire.Obviously, I should have gone with her.Was she cheated out of $400? Yes. In my opinion, she was cheated out of four hundred dollars.Have we been cheated by other people for more money than that? Yes.Life goes on.Elon, you and I both know that no car on earth – not even your Tesla – is equipped with onboard sensors that can monitor the depth of the tire tread on a tire. So I can only assume that this annoying “tire tread” warning light that has been front-and-center on our dash ever since she visited your service center was most likely put there by the same aggressive salesman who already sold my wife a tire that she did not need. I'm sure you can understand why I will never visit another Tesla service center.Can we resolve this like honorable men?Elon, I will Venmo you another $400 if you will tell your service manager to press the button that will make the annoying “tire tread warning” light disappear from the dash of my wife's car.You can keep the tire. I don't need it, just like I didn't need the first one. But I really do need that annoying dash light to go away.I will even Paypal you the $400 if you prefer.Again, congratulations on briefly becoming the world's first “on paper” trillionaire.– Roy H. Williams

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

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The AI revolution keeps delivering exactly the future nobody asked for. A low-skill hacker used Claude Code and Codex to compromise fourteen companies with prompts so vague they could've been written by your uncle trying to reset his AOL password. Ford, meanwhile, spent millions trying to automate engineering before sheepishly rehiring the graybeards who actually know how cars work. Brown University discovered what happens when half your class outsources economics homework to ChatGPT, Meta ran out of AI compute after borrowing Google's, Oracle is warning investors that the AI data-center bubble could implode for approximately every reason imaginable, and contractors hired to improve AI models are secretly using AI to generate the training data. Congratulations, everyone: we've successfully invented photocopying a photocopy until all that's left is gray mush.The collateral damage keeps piling up. Volkswagen is reportedly preparing to slash another 100,000 jobs, Hyundai workers are threatening to strike before Boston Dynamics' humanoid robots take theirs, California has launched an AI layoff tracker because somebody figured we'd better start counting, and the "almost homeless" subreddit is becoming one of the bleakest economic indicators on the internet. Tesla quietly settles another fatal Full Self-Driving lawsuit, Australia discovers teenagers can outsmart age verification by clicking "Yes, I'm 18," Amazon is getting sued Down Under for making ad-free Prime customers pay more to stay ad-free, and prediction markets continue insisting they're sophisticated financial instruments rather than gambling with better branding. Sure, and Beanie Babies were an asset class.Meanwhile, the AI infrastructure gold rush has become lucrative for everyone, including organized cargo thieves stealing millions in data-center equipment. NASA is attempting a robotic rescue mission worthy of a Saturday morning cartoon, astronomers are begging humanity to stop filling the night sky with satellites before we pave over the universe with orbital billboards, and Meta has discovered yet another way to charge people a subscription for hardware they already bought. In Media Candy, Sugar keeps delivering, Bodkin is worth your time, I Will Find You absolutely is not, and Kobo quietly lands one on Amazon by integrating StoryGraph while Kindle owners get AI book summaries they didn't ask for. Sometimes the future feels like science fiction. This week it feels like someone accidentally trained the simulation on late-stage capitalism and never bothered to check the output.Sponsors:StoryBlocks - For a limited time, they're offering 15% off any annual plan at storyblocks.com/gogPrivate Internet Access - Go to GOG.Show/vpn and sign up today. 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Go to SetApp and get started today!!!1Password - Get a great deal on the only password manager recommended by Grumpy Old Geeks! gog.show/1passwordShow notes at https://gog.show/753Watch on YouTube at https://youtu.be/B-r6M-Na60wSHOW NOTESNo-Skill Hacker Uses Claude/Codex to Hit 14 SitesA newbie hacker used "vague, low-skill prompts" in Claude and Codex to breach 14 companies, and the AI Agents did all the legworkFord rehires ‘gray beard' engineers after AI falls shortVolkswagen reportedly plans to cut 100,000 jobsThe ‘Almost Homeless' Subreddit Is a Stark Glimpse at Soaring Wealth InequalityTesla settles lawsuit over fatal pedestrian crash involving Full Self-DrivingKalshi sues Illinois over new tax on prediction market sports betsRick Rubin Stars in Polymarket CommercialBrown University Professor Horrified to Discover Largest AI Cheating Scandal in Ivy League HistoryAustralia Lawsuit Against Amazon Intensifies Company's Legal Backlash Over AdvertisingAustralia's social media ban may not be that effective, study findsAustralia doubles the maximum penalty for its social media banHalf of social media child safety features don't work, report claimsAI Companies Are Learning an Ironic Lesson as the People They Pay to Improve Their Chatbots Are Just Feeding AI Slop Into ThemCalifornia launches tracker for AI-related job lossesKorean Workers Vote to Go On Strike, Fearing Robots Could Replace ThemGoogle limits Meta's use of its Gemini AI modelsMeta, like SpaceX, looks to turn excess AI compute into cashOracle's Data Center Warning Is a Worst-Case Scenario for the Whole AI BoomThieves Are Absolutely Loving All of These New Data Center ProjectsHeads Up: NASA to Launch 'Daring' Telescope Rescue Mission This WeekESO Study Finds That No More Than 100,000 Satellites Should Orbit EarthI Will Find YouSugar Season 2BodkinThe Odyssey | Official Countdown TrailerSILO - How did we lose this world?The Kindle app for iOS has features your aging Kindle doesn'tWatch out, Amazon: The Kobo eReader now has a Goodreads rivalMeta is adding ridiculous ‘rate limits' and a soft paywall to its smart glassesTrackalot - One-tap Event Tracking on iOSSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Tyler and Jimmy both attended the Toyota Land Cruiser Association Rubithon this year, but they took different paths. Jimmy went in the 4Runner run and met Lee at Buck Island Lake, and Tyler went down Cadillac. They met each other at the Rubicon Springs on Friday and relaxed. The main event was on Saturday, and they spent the time shaking babies’ and kissing hands. GROUP BUY: There is a new group buy happening, and this time it is with Wolfbox for their G900TriPro. If we get ten people signed up then we will get $20 off. If we can get 20 people signed up, we will get $30 off, and if we can get 30 people signed up, then it will be $40 off. If you’re interested in joining the group buy, then please email Jimmy or Tyler, or jump on to the Discord. SnailTrail4x4 Discord: https://discord.gg/yFyFFkQbuyCome hang out with us on the SnailTrail4x4 Discord — it’s the easiest way to connect with Tyler and Jimmy directly, chat with fellow offroad enthusiasts, and get first access to Group Buys and Treasure Hunt token drops. MORRFlate Giveaway at 900 Reviews on Apple Podcast. But our next giveaway is when we reach 800 reviews; we are giving away an OnX Elite Membership. We will also give away an OnX Elite membership when we get to 850. However, when we reach 900 Reviews, we are teaming up with MORRFlate for a $1000 MF Product Giveaway. Go over to Apple Podcasts to leave your review now and become eligible to win. Congratulations to A13XMONT, who won a set of tires from Yokohama Tire! Call us and leave us a VOICEMAIL!!! We want to hear from you even more!!! You can call and say whatever you like! Ask a question, leave feedback, correct some information about welding, say how much you hate your Jeep, and wish you had a Toyota! We will air them all, live, on the podcast! +01-916-345-4744. If you have any negative feedback, you can call our negative feedback hotline, 408-800-5169. 4Wheel Underground has all the suspension parts you need to take your off-road rig from leaf springs to a performance suspension system. We just ordered our kits for Kermit and Samantha and are looking forward to getting them. The ordering process was quite simple, and after answering the questionnaire, we ensured we got the correct and best-fitting kits for our vehicles. If you want to level up your suspension game, check out 4Wheel Underground. SnailTrail4x4 Podcast is brought to you by all of our peeps over at irate4x4! Make sure to stop by and see all of the great perks you get for supporting SnailTrail4x4! Discount Codes, Monthly Give-Always, Gift Boxes, the SnailTrail4x4 Community, and the ST4x4 Treasure Hunt! Thank you to all of those who support us! We couldn’t do it without you guys (and gals!)! SnailSquad Monthly Giveaway July’s Giveaway is with a company that Jimmy and Tyler have very good experience with, especially after TrailHeroX. This month’s giveaway is with Wolfbox. They are giving away one G900TriPro to a lucky winner. This is the same three-camera rearview mirror setup that they received during TrailHeroX. If you want a chance to win this system from Wolfbox make sure you sign up for the giveaway tier on either Irate4x4 or the SnailTrail4x4 Discord. This month’s giveaway is with Iceco Freezers. We are excited to work with and share their exciting new releases. One lucky winner has a chance to an ALP20 Fridge. Big thanks to Iceco for sponsoring this month’s giveaway. If you want a chance to win, sign up for the Giveaway Tier on Irate4x4 Congrats to Johnny Freskie, you won the Rusoh Fire Extinguishers. We have one of their 2.5-pound extinguishers to give away to a lucky winner. This extinguisher has an 18-year shelf life and is the best fire extinguisher for any off-road vehicle. To learn more, check out Rusoh.com. If you want a chance to win, sign up for the Giveaway Tier on Irate4x4 Listener Discount Codes: SnailTrail4x4 –SnailTrail15 for 15% off SnailTrail4x4 MerchMORRFlate – snailtraill4x4 to get 10% off MORRFlate Multi Tire Inflation Deflation™ Kits4WheelUnderground – snailtrail 10% offIceco – SnailTrail 12%offIronman 4×4 – snailtrail20 to get 20% off all Ironman 4×4 branded equipment!Sidetracked Offroad – snailtrail4x4 (lowercase) to get 15% off lights and recovery gearSpartan Rope – snailtrail4x4 to get 10% off sitewideShock Surplus – SNAILTRAIL4x4 to get $25 off any order!Mob Armor – SNAILTRAIL4X4 for 15% offSummerShine Supply – ST4x4 for 10% offBackpacker’s Pantry – Affiliate LinkLaminx Protective Films – Use the Link to get 20% off all products (Affiliate Link) Show Music: Midroll Music – ComaStudio Outroll Music – Meizong Kumbang

Congratulations—you've made it about halfway through the Bible in a Year journey! Today, we read again about King Ahaz's unfaithfulness in 2 Kings. We are also introduced to the prophet Micah, who is all about judgment and hope, and we read one of Fr. Mike's favorite psalms. Today's readings are 2 Kings 16, Micah 1-4, and Psalm 139. For the complete reading plan, visit ascensionpress.com/bibleinayear. Please note: The Bible contains adult themes that may not be suitable for children - parental discretion is advised.