Podcasts about CRM

Sam Levy's first sales job involved a phone book, a rotary phone, and 200 cold calls for one yes. He was still in college when he started a telemarketing gig with no playbook, no CRM, no email. Eighteen months in, the company went public, and the telemarketing kid was sipping champagne in the boardroom. This episode reveals everything that happened between that room and the one he sits in now: head of go-to-market strategy and execution at Oracle NetSuite, running a business that's grown from $250 million to $4 billion. Sam walks Devin through how to build a career in software sales, rung by rung: how to pick your first sales job and your first boss; why hustle gets you started but cadence gets you promoted; why the top rep usually makes a rough first-time manager. He tells us when to leave a job, when to let a rep go, and what to do with the lone wolf who crushes quota but poisons the room. Plus, a prediction: 90% of the next generation of software CEOs will come out of sales and marketing, not engineering. Whether you're an operating partner, an SDR in your first seat or a CRO wondering what's next, this is the insider's guide to success. Discover more at NetSuite.ai

A rep says "follow up on that" on a call, then buries it under five more calls and a late-night inbox. Three days later the deal's gone cold, but the CRM still says it's live. The manager forecasts off that.  The CRO forecasts off the manager. The board asks the CEO if anyone actually has a grip on the number. The whole thing was built on a promise nobody kept.  Adam Liska worked on the early Gemini models at Google DeepMind before leaving to close that gap. His company, airspeed, just raised a $20M Series A on a bet that "revenue execution" is the next real category, not another tool that logs calls and calls it intelligence.  Sam Jacobs traces the full arc with him: DeepMind to founder-led sales to the unglamorous work of turning a founder's instincts into a system a team can actually run.  What we get into:  Why "follow up on that" breaks the forecast chain from rep to CRO to board What "revenue execution" means, and why it isn't revenue intelligence with a new label  Whether you own the interface or hand it to a chat model and live as middleware  The Nashville lunch that became airspeed's first six-figure deal  The real sequence from founder-led to scalable: capture the data first, then build the playbooks  Owning your data instead of renting Salesforce's architecture  The modern Turing test, AI-native orgs, and where the back office is headed Chapters:   00:00 Intro 00:44 From DeepMind to airspeed, and the $20M Series A  01:30 "Follow up on that" — the execution gap that breaks forecasts  04:00 What category is this? Revenue execution, defined  05:40 Headless vs. owning the interface  08:00 The origin story: leaving DeepMind in 2022  11:39 Founder-led sales and the Nashville lunch that closed a six-figure deal  13:18 The hard part: turning founder-led into a repeatable system  14:14 Why they recorded everything from day one  16:35 Owning your data, and where the source of truth lives  19:03 The playbook: data first, then hierarchical playbooks  20:52 Influences: the modern Turing test and AI-native orgs  23:37 Where to find airspeed  Try airspeed: goairspeed.com

Domo and AWS reveal how AI agents freed sales reps from 20 hours of weekly busywork, turning scattered data into real-time coaching and forecasting.Topics Include:Domo and AWS teams introduce today's session on AI agents in sales.Topic: using AI agents to transform sales operations, from insight to action.IT teams increasingly asked to turn data into actionable outcomes, not just access.Domo's CRO wanted AI agents to boost sales rep efficiency significantly.Reps act like "archaeologists," digging through scattered systems for basic context.This digging eats roughly 20 hours weekly, half of reps' time.Goal: personal AI agent per rep, understanding their book of business.Live demo begins: agent app surfaces urgent items needing attention.Agent tracks deal milestones, timelines, and forecasts from call and email data."Deal coach" feature grades rep performance and suggests next actions.Agent tone can be tuned from gentle to direct, aiding tough feedback.Architecture overview begins: building an AI-ready data foundation first.Data from CRM, calls, and emails flows into a cloud warehouse.Two agents built: automated deal analysis and personalized deal coach.Agents write insights back to CRM, preserving human edit control.Recipe: build foundation, activate with agents, distribute to people.Governance must be embedded throughout, not bolted on afterward.Second example: Fogo do Chão uses AI to analyze restaurant reviews.AWS architecture explained: Domo runs on Bedrock, defaulting to Anthropic models.Q&A: sales team adoption was immediate and enthusiastic post-rollout.Participants:Jason Longhurst – Head of Product Marketing, DomoAman Tiwari - Sr Solutions Architect, ISV, Amazon Web Services See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Déléguer ne consiste pas à trouver un double de soi-même. Il faut accepter qu'une autre personne travaille différemment, lui transmettre son savoir, lui confier une partie des clés et surtout lui faire confiance.En recrutant un directeur pour gérer leur clinique en Grèce, les fondateurs ont enfin pu sortir des micro-tâches quotidiennes et se concentrer sur le développement de l'entreprise. Une décision difficile, mais déterminante pour passer un nouveau cap.Un témoignage concret sur l'importance de sortir de l'opérationnel pour faire grandir son entreprise, à découvrir dans l'épisode complet.

In this episode of iGaming Daily, Fernando Noodt and Motti Colman explore how data, AI, and segmentation can help operators maximise player retention during major tournaments like the FIFA World Cup. They discuss strategies for identifying high-value customers, market differences, and long-term growth tactics. Key  TopicsPlayer behaviour analysis during the World CupSegmentation strategies for different marketsUsing data and AI to improve retentionIdentifying high-value customers post-tournamentMarket differences: Latam, US, EuropeImpact of tournament timing on betting behaviourReactivation and lifecycle managementPredictive analytics for customer valueHost: Fernando NoodtGuest: Motti ColmanProducer: Anaya McDonaldEditor: Anaya McDonaldLearn how Optimove's Positionless Marketing is changing how iGaming teams operate. Discover how operators are using Optimove's Positionless Marketing Platform to launch personalised CRM campaigns, dynamically change casino lobbies and bet slips, and create engaging gamified experiences. Learn more at optimove.com.Finally, remember to check out Optimove at https://hubs.la/Q02gLC5L0 or go to Optimove.com/sbc to get your first month free when buying the industry's leading customer-loyalty service. 

Marketing mówi: „Leady dowiezione”. Sprzedaż odpowiada: „Ale one są słabe”.W tym odcinku nie szukamy winnego, tylko sprawdzamy, gdzie naprawdę przecieka proces - od jakości kontaktów i szybkości reakcji handlowców, przez przekazywanie kontekstu, aż po follow-up i pracę w CRM-ie. Zastanawiamy się też, dlaczego 30 dobrych leadów może być warte więcej niż 300 tanich oraz czemu klient nie zawsze jest gotowy na ofertę pięć minut po wypełnieniu formularza.Posłuchajcie, jeśli u Was marketing i sprzedaż też czasem grają do dwóch różnych bramek. Dajcie znać, gdzie najczęściej giną leady w Waszej firmie.

What is the very first thing you should do when launching a new wholesaling business? According to Bob Lachance, a real estate veteran with over 2,000 closed deals since 2004, the answer is not buying a CRM or pulling a massive list. In this powerhouse episode, Bob reveals why finding your five best cash buyers should always be step number one. He opens up about the brutal reality of closing deals in an attorney state (where lawyers can literally kill your assignment fees) and why transitioning to the wholetail model is currently dominating his local market. You will learn the specific direct mail strategies Bob uses to bypass Zillow-obsessed sellers, when you actually need to hire a Virtual Assistant, and the 5-step framework you must follow to quit your 9-to-5 without bankrupting your family. Do not let your emotions become your biggest business expense. Be a part of the TTP training program now.---------Show notes:(0:00) Beginning of today's episode(1:41) The brutal reality of wholesaling properties in an attorney state(3:41) Why your raw emotions are the single biggest expense in your real estate business(6:43) How to secure 100% funding from local hard money lenders for your deals(12:45) Direct Mail Secrets and the exact list providers and mailing frequencies Bob utilizes(15:15) Why you must use Virtual Assistants (VAs) as a spillover for your live inbound calls(22:28) Understanding the modern short sale process and when to pass them off(24:14) Why the wholetail model is absolutely crushing it in low-inventory markets(27:32) Reverse Engineer Strategy and why you must find your 5 best buyers before marketing(28:22) How Bob Lachance made $32,000 on his very first deal simply by door-knocking(30:21) Brent Daniels 5-Step Framework to quit your job and replace yourself in your business----------Resources:REVA GlobalREI PrintMail8020REIWholesaling LaunchTo speak with Brent or one of our other expert coaches call (281) 835-4201 or schedule your free discovery call here to learn about our mentorship programs and become part of the TribeGo to Wholesalingincgroup.com to become part of one of the fastest growing Facebook communities in the Wholesaling space. Get all of your burning Wholesaling questions answered, gain access to JV partnerships, and connect with other "success minded" Rhinos in the community.It's 100% free to join. The opportunities in this community  are endless, what are you waiting for?

We get brutally honest about why traffic is a vanity metric and how SEO only earns budget when it ties to real business outcomes. We lay out the data and reporting foundation you need to walk into the C-suite with confidence, even when attribution is messy and timelines are long. • separating vanity metrics from revenue-driving KPIs • building the business case for SEO with CFO-ready numbers • fixing data quality in Google Analytics and conversion tracking • enforcing CRM hygiene so leads can become pipeline and revenue • choosing KPIs for lead generation vs ecommerce models • setting expectations with leading vs lagging indicators for SEO • funding the messy middle and mapping the full buying funnel • aligning sales and marketing to improve lead quality and content Guest Contact Information: Website: unframeddigital.comLinkedIn: linkedin.com/magsswiftMore from EWR and Matthew:Leave us a review wherever you listen: Spotify, Apple Podcasts, or Amazon PodcastFree SEO Consultation: www.ewrdigital.com/discovery-callWith over 5 million downloads, The Best SEO Podcast has been the go-to show for digital marketers, business owners, and entrepreneurs wanting real-world strategies to grow online. Now, host Matthew Bertram — creator of the LLM Visibility Stack™, and Lead Strategist at EWR Digital — takes the conversation beyond traditional SEO into the AI era of discoverability. Each week, Matthew dives into the tactics, frameworks, and insights that matter most in a world where search engines, large language models, and answer engines are reshaping how people find, trust, and choose businesses. From SEO and AI-driven marketing to executive-level growth strategy, you'll hear expert interviews, deep-dive discussions, and actionable strategies to help you stay ahead of the curve. Find more episodes here: youtube.com/@BestSEOPodcastbestseopodcast.combestseopodcast.buzzsprout.comFollow us on:Facebook: @bestseopodcastInstagram: @thebestseopodcastTiktok: @bestseopodcastLinkedIn: @bestseopodcastConnect With Matthew Bertram: Website: www.matthewbertram.comInstagram: @matt_bertram_liveLinkedIn: @mattbertramlivePowered by: ewrdigital.comSupport the show

CRM is finally moving closer to where sellers actually work.In this episode, John sits down with Ryan Braastad from Microsoft to talk about agentic CRM, AI adoption, productivity tools, and why the old system-of-record model has created so much friction for sales teams. Ryan shares lessons from Forrester, Yammer, Salesforce, his own startup, and Microsoft as he explains how the next wave of CRM can move closer to the flow of work.If you are in sales leadership, RevOps, enablement, or go-to-market strategy, this conversation gives you a practical look at what AI should actually do for reps: reduce admin, improve data quality, support better habits, help leaders coach more effectively, and give sellers more time to focus on customers and revenue.Want to prepare your sales team for the next version of CRM before the market moves again? Visit www.jbarrows.com and learn how you can Make It Happen.What You'll LearnWhy CRM is shifting from a system of record to a system of actionHow AI can support sellers inside the tools they already use every dayWhy CRM adoption has often failed to give reps a clear benefitHow sales leaders can think about revenue per seller as AI becomes part of the workflowWhy AI adoption should start with one specific use case, not a company-wide free-for-allWhat agentic CRM actually means and why it is different from bolting AI onto old softwareRyan Braastad is a customer-obsessed tech marketing leader at Microsoft, where he works on product strategy across Dynamics 365 and Microsoft 365, helping shape the future of agentic CRM and AI-powered productivity tools. His background spans Forrester, Yammer, Salesforce, and a self-founded fitness startup, with experience across product marketing, go-to-market strategy, productivity, collaboration, enterprise social, and business applications.Connect with Ryan Braastad:LinkedIn: https://www.linkedin.com/in/rbraastad/John Barrows is a sales trainer, speaker, and founder of JB Sales with over 25 years of experience in the industry. He has made hundreds of cold calls a week, led startups to acquisition, and trained high-performing teams at companies like Salesforce, LinkedIn, Amazon, and Okta. Through JB Sales, John focuses on practical sales execution—helping reps fill pipeline, close deals, and build trust with buyers in today's AI-driven sales environment.Connect with John Barrows:LinkedIn: https://www.linkedin.com/in/johnbarrows/ Instagram: https://www.instagram.com/johnmbarrows/ TikTok: https://www.tiktok.com/@johnmbarrows Check out John's Membership: https://go.jbarrows.com/ Join John's Newsletter: https://www.jbarrows.com/newsletter

Want to scale your property management or co-hosting business past 10, 20, 50 listings? Book a call here: https://strsecrets.com/applyConnect with Mike Reilly : https://www.instagram.com/mikereillync/Most operators think busy season is the worst time to look for new properties. Mike Reilly just signed 7 new contracts that prove them wrong.Last quarter his team at NC Stays reached out to 1,000 homeowners. They opened 68 real conversations. They signed 7 new properties, and 19 more deals are still on the table. And all of it started in the middle of peak season.Why? Because of one thing most operators never check: the 90 day notice window. Most management contracts renew in the fall. If a homeowner wants to leave their property manager, they have to say so 90 days before the contract renews. So if you wait until September to start talking to owners, they're already stuck for another year.In this 18 minute training, Mike walks through his COHOST funnel step by step:C: Create awareness. A simple website, social posts, and a list of homes you want.O: Open the conversation. Send a free 5 minute video showing the owner what they're missing. Don't ask for a meeting.H: Hold the discovery call. This is where deals are really won, and where you filter out bad-fit owners.O: Offer your solution.S: Sign the contract. Including the $2,500 upgrade rule Mike puts in every contract.T: Take over and onboard. This pairs with last week's onboarding episode.Plus the story of a beach house owner losing $30,000 to $40,000 a year because his best photo was buried at spot #68 in his listing. And why it takes about 4.5 calls before an owner signs.If you have no new leads right now, this episode shows you why. Save it.Want the owner contact lists, the CRM, and a community of operators growing past 50 listings? Check out the STR Secrets Mastermind: [LINK]New episodes every Monday.

In this episode of the Crazy Wisdom Podcast, host Stewart Alsop speaks with Aaron Neyer, founder of Parachute and community organizer in Boulder, about knowledge management, extended minds, and the intersection of AI with human consciousness. They explore how Parachute functions as a digital brain tool for organizing thoughts and information across fragmented systems, discuss the dangers of AI psychosis and over-reliance on technology, and debate open source AI development versus controlled releases by companies like Anthropic. The conversation weaves through topics including the limitations of metrics-driven business thinking, consciousness and relevance realization, the value of technological sabbaths, and Aaron's hope for locally-run open source models that protect personal data while still accessing more powerful gated models when needed. You can find Aaron's writing at unforced.org and unforced.substack.com, and learn more about Parachute at parachute.computer and parachute.computer/blog.Timestamps00:00 Stewart welcomes Aaron Neyer, founder of Parachute and Boulder community organizer, discussing the origin of Parachute's name from Frank Zappa's quote about open minds.05:00 Aaron explains Parachute as an extended mind tool for organizing notes, contacts and information across multiple platforms, emphasizing the distinction between primary mind and extended mind as interconnected systems.10:00 Discussion shifts to metrics-driven business culture and the limitations of pure rationality, exploring how Google's data-driven approach misses subjective experience and the whole picture of relationships.15:00 Aaron discusses AI's ability to help identify relevant variables across different domains and the dangers of AI psychosis, comparing it to cult dynamics and belief systems.20:00 The conversation covers AI sabbaths and nineties retreats as intentional breaks from technology, plus Aaron's experiences with electrical engineering and using AI to design circuits with Arduinos.25:00 Exploring forbidden knowledge and open source AI, Aaron discusses Anthropic's guardrails around powerful models while arguing for distributed access to prevent concentration of power.30:00 Deep dive into open source AI strategy, with Aaron highlighting NVIDIA's approach and the potential for running capable models locally while reserving ultra-intelligent models for complex research tasks.35:00 Aaron shares his vision for local Sonnet-class models handling personal data while accessing Fable-class models for deep research, and directs listeners to unforced.org and parachute.computer for his writing.Key Insights1. The philosophy behind Parachute stems from Frank Zappa's quote that the mind is like a parachute and doesn't work if it isn't open. Aaron Neyer explains that having an open mind is valuable, but it must be balanced with deep roots to avoid becoming untethered. He has experienced periods in his life where excessive openness led him to feel disconnected, teaching him that creativity and expansion need to be grounded in something substantial. This same principle applies to how we organize information digitally, where openness and interoperability allow our extended minds to become more connected and coherent, which in turn helps our primary minds think more clearly.2. Parachute is designed as an extended mind tool that addresses the fragmentation problem in how we currently manage information. Most people use multiple disconnected tools like Obsidian, Notion, Apple Notes, Google Keep, and various CRMs to organize their thoughts, notes, and relationships. These systems don't communicate well with each other, creating inefficiency and confusion. Parachute aims to create a simple, intuitive system where all this information can be organized in one place with true interoperability, allowing users to own their data and have it speak effectively with other tools, ultimately making our entire extended mind more functional.3. Understanding ourselves as unified body mind organisms rather than fragmented parts is essential for effectiveness. Living systems theory shows that any living system is three things: a membrane bound dissipative structure, a self regulating autopoietic network, and a cognitive process actively knowing the world. Western civilization since Descartes and Galileo has created artificial separation between body and mind, and between subjective and objective experience, which limits our effectiveness. The same fragmentation affects our digital technology, and recognizing both our biological and digital systems as coherent wholes rather than disconnected parts makes us vastly more capable.4. The relationship between data driven approaches and holistic thinking reveals important limitations in modern business and science. While working at Google, Aaron observed how data driven decision making can be powerful, but over reliance on metrics like ROI creates blindness to crucial unmeasurable factors like goodwill and relationship quality. This reflects a broader Western tendency to exclude subjective experience because it's difficult for objective science to measure. However, emotions, relationships, and other subjective elements are essential parts of reality, and focusing only on quantifiable metrics means missing the whole picture and ultimately becoming less effective despite appearing more rational.5. AI accelerates the ability to work with technical complexity by helping with relevance realization across domains where we lack expertise. In any specialized field, experts develop intuitive senses for which variables matter and can quickly identify problems, whether in computer troubleshooting, music, or cooking. AI's ability to generalize allows it to point people toward relevant solutions in areas where they haven't developed that intuitive expertise, effectively democratizing technical capability. This means people can direct their creativity more effectively across more domains, though it also raises concerns about giving powerful capabilities to those who may lack the wisdom to use them responsibly.6. The question of open source AI versus gated access involves complex tradeoffs between democratizing power and preventing harm. Aaron respects Anthropic's approach of creating guardrails around powerful models like Mythos, which would likely have caused significant system hacks if released without restrictions. However, this creates concerning power dynamics where only wealthy companies, governments, and their allies have access to the most powerful tools. NVIDIA offers hope through their truly open source approach including full training pipelines, and there may be a viable path where open source models at the Sonnet capability level handle most tasks locally while more powerful Fable class models remain gated for the most demanding work.7. Creating intentional breaks from AI and technology is essential for maintaining clear independent thinking. Aaron practices an AI Sabbath at least one day per week when he doesn't interact with AI, and he finds these are the days when he does his best thinking and journaling. Without these breaks, he finds himself constantly jumping between journaling and prompting AI rather than giving himself space for deep reflection. This pattern mirrors broader concerns about AI consistency creating cult like dynamics similar to organized religion, where constant immersion in a belief system or technology can lead to losing the ability to think independently, making periodic disconnection crucial for maintaining cognitive autonomy and clarity.

In this episode of the Fitness + Technology Podcast, Bryan O'Rourke welcomes Jeremy Hirsch, Head of Franchise & Multi-Unit Services at Houlihan Lokey, a leading global investment bank. Houlihan Lokey is recognized for providing independent strategic and financial advice to corporations, financial sponsors, and governments, with expertise spanning mergers and acquisitions, capital solutions, financial restructuring, and valuation advisory services. In this conversation, Bryan and Jeremy explore the latest trends shaping private equity, mergers and acquisitions, and strategic business decision-making across the fitness, wellness, and franchise industries. Check out FIT-C's 2026 Digital Pulse Report: https://www.amazon.com/dp/B0GTV2QT18 Learn more about Fitness Brazil 2026: https://www.fitnessbrasil.com.br/fitness-brasil-expo-2026/ One Powerful Quote: 21:08: "Data is the key to unlocking value." 4-10 Bullet Points (w/ timestamps) - Highlighting key topics discussed: 3:48: Jeremy shares his background in investment banking and the fitness industry. 7:40: Jeremy discusses the key trends driving mergers and acquisitions. 9:20: The conversation explores the industry's shift toward premium-value business models. 11:36: Jeremy explains how strength training, pilates, and other wellness modalities are influencing investment activity and deal flow. 16:17: Jeremy discusses how evolving consumer fitness habits are shaping broader business decisions. 18:13: Jeremy explains how technology stacks are evolving and how operators are rethinking customer relationship management (CRM) systems. 21:03: Jeremy closes by sharing his advice and key takeaways for industry leaders. Bullet List of Resources: https://hl.com/ Guest Contact Information: https://www.linkedin.com/in/jeremy-hirsch-b739b113/ https://www.bryankorourke.com/ https://www.linkedin.com/in/bryankorourke/ http://www.fittechcouncil.org/ https://www.youtube.com/user/bko61163 

Nobody wants data centers in their backyard. So Big Tech might launch them into orbit instead. Plus, Rick used Claude to build his own custom CRM. No coding needed. And he saved $550 a year. Learn more about your ad choices. Visit megaphone.fm/adchoices

Summer doesn't have to mean slower sales. In this episode of The Grow Your Occupancy Podcast, Julie Podewitz shares practical, field-tested strategies to help senior living sales teams maintain momentum throughout the busiest vacation season of the year. Julie discusses why consistent sales processes create stability, how purposeful home visits can strengthen relationships with prospective residents, and why now is the perfect time to re-engage cold leads hiding in your CRM. She also explores the power of storytelling in marketing and outreach, offers ideas for creating seasonal outreach campaigns that referral partners will remember, and explains how adding temporary sales support can help communities maintain occupancy while team members are away. Whether you're a sales director, executive director, regional sales leader, or marketing professional, you'll walk away with actionable ideas you can implement immediately to keep your pipeline active, your team focused, and your occupancy goals on track all summer long.

Want to scale your property management or co-hosting business past 10, 20, 50 listings? Book a call here: https://strsecrets.com/applyConnect with Mike Reilly : https://www.instagram.com/mikereillync/Most operators think busy season is the worst time to look for new properties. Mike Reilly just signed 7 new contracts that prove them wrong.Last quarter his team at NC Stays reached out to 1,000 homeowners. They opened 68 real conversations. They signed 7 new properties, and 19 more deals are still on the table. And all of it started in the middle of peak season.Why? Because of one thing most operators never check: the 90 day notice window. Most management contracts renew in the fall. If a homeowner wants to leave their property manager, they have to say so 90 days before the contract renews. So if you wait until September to start talking to owners, they're already stuck for another year.In this 18 minute training, Mike walks through his COHOST funnel step by step:C: Create awareness. A simple website, social posts, and a list of homes you want.O: Open the conversation. Send a free 5 minute video showing the owner what they're missing. Don't ask for a meeting.H: Hold the discovery call. This is where deals are really won, and where you filter out bad-fit owners.O: Offer your solution.S: Sign the contract. Including the $2,500 upgrade rule Mike puts in every contract.T: Take over and onboard. This pairs with last week's onboarding episode.Plus the story of a beach house owner losing $30,000 to $40,000 a year because his best photo was buried at spot #68 in his listing. And why it takes about 4.5 calls before an owner signs.If you have no new leads right now, this episode shows you why. Save it.Want the owner contact lists, the CRM, and a community of operators growing past 50 listings? Check out the STR Secrets Mastermind: [LINK]New episodes every Monday.

The AI Recruiting Summit 2026 is happening now with free live sessions. Grab your spot: https://ai-recruiting-summit-2026.heysummit.com/ This episode is brought to you in partnership with SourceWhale. Most recruiters will send outreach this week that is already dead and never know it. Benjamin Mena sits down with Dougie Loan, the man behind billions of recruiting messages at SourceWhale, to break down exactly what has stopped working, what is quietly winning in 2026, and why the pre-AI playbook is falling apart in real time. Dougie has a vantage point almost nobody in recruiting has. From the data behind billions of messages, he can see what actually moves the needle and what just feels like progress. He explains why the three-step spec-out sequence that used to book interviews has fallen off a cliff, why deliverability and flooded inboxes have gutted cold outreach, and why reply rates on truly cold campaigns are collapsing toward zero. He also gets specific about where recruiters bleed time. Between hunting for contact data, trawling record numbers of applications, and logging notes for hours every week, the modern desk hides close to a full workday of lost time. Dougie walks through where that time actually goes and what the highest performers do differently, from taking conversations offline fast through roundtables and dinners to investing in relationships that make the next call get answered. There is a clear split between high-growth and high-profit firms, and Dougie has data on both. He covers the playbooks behind the fastest-growing agencies, why US recruiters out-win the UK on sheer activity volume, the embedded and retained shift, and the one non-technology trait that separates average recruiters from elite ones. It is not what most people expect. If you have looked at SourceWhale before and written it off, his closing point is blunt: if you have not seen it in the last three months, you have not seen it. The platform now spans sourcing, CRM and ATS, dialer, and note-taking in one place, and Dougie argues that single-platform context is the whole game for making AI actually work on your desk. Whether you want to build a high-growth firm, a highly profitable one, or simply be a recruiter whose messages get read, there is something here to take offline and act on. 2026 is your year. Dougie Loan left school at sixteen, was on a cold recruiting desk in Glasgow by eighteen, and went on to become a rec-tech leader. He is now a driving force at SourceWhale, which has grown from an eighteen-person business to a one hundred fifty person company across the UK and US.  

In this episode, Betsson AB CEO Pontus Lindwall discusses the company's recent financial results, regional strategies, and insights from the World Cup, providing valuable perspectives on the iGaming industry.Key TopicsBetsson's Q2 and H1 financial resultsRegional focus on Latam and EuropeRegulatory challenges in Western EuropeImpact of the World Cup on revenueStrategies for customer retention post-World CupDecline in Nordics and CEE regionsB2B and B2C revenue dynamicsFuture outlook for BetssonHost: Charlie HornerGuest: Pontus LindwallProducer: Anaya McDonaldEditor: Anaya McDonaldLearn how Optimove's Positionless Marketing is changing how iGaming teams operate. Discover how operators are using Optimove's Positionless Marketing Platform to launch personalised CRM campaigns, dynamically change casino lobbies and bet slips, and create engaging gamified experiences. Learn more at optimove.com.Finally, remember to check out Optimove at https://hubs.la/Q02gLC5L0 or go to Optimove.com/sbc to get your first month free when buying the industry's leading customer-loyalty service. 

Everybody's selling you the same three words right now: own your audience. Build the list. Own the platform. And Cash is here at 5am to tell you why that advice is about to bankrupt the people who think it's making them safe.Because here's the part nobody says out loud — you don't own an audience. You lease it. And the rent is due every single day.In Vol. 13, Cash breaks down the trap most creators, agents, and business owners are walking straight into: confusing possession (the list, the follower count, the sticker price) with obligation (showing up worth-a-damn tomorrow). He runs it through three industries in one shot — the Vegas housing market's hidden buydown game, the superfan pivot flipping the music business, and the real estate agents getting replaced despite "owning" every contact in their CRM.Then he hands you the move: the Ownership Audit. Run your day hour by hour, tag each block own or rent, and do the same with the words coming out of your mouth. You'll be shocked how much of your life you've been leasing out for free.This one's a Market Monday — real numbers, real stakes, and one thing to build before the week gets loud.In this episode:– Why "own your audience" is the most dangerous advice on the internet right now– The $490K Vegas price that's stuck at an all-time high — and the builder move nobody caught– Possession vs. obligation: ownership as a verb, not a noun– The superfan economy and why the email list is the only asset that moves with you– The Ownership Audit: a 60-second check that changes your whole weekGet the Ownership Memo — the daily blueprint in your inbox — at cashavelli.com.Ownership over everything.

In der aktuellen Folge blicke ich auf ein echtes Schmerzthema der Versicherungswirtschaft: den stillen Boykott bei der Einführung neuer CRM- oder KI-Systeme. Ich spreche darüber, warum solche Projekte fast nie an der Technik scheitern, sondern an der mangelnden Akzeptanz der Mannschaft – und wie wir das ändern können. Die Highlights dieser Folge: Der stille Boykott: Warum neue Software-Projekte in der Versicherungsbranche meistens nicht wegen technischer Fehler, sondern durch die unterschwellige Ablehnung der Mitarbeiter scheitern. Existenzielle Ängste: Erfahrene Maklerbetreuer befürchten oft, dass die Technologie ihre mühsam erarbeitete Expertise und den persönlichen Draht zum Kunden entwertet. Das Phänomen der Schattenprozesse: Wie Mitarbeiter die Nutzung des Systems in Schulungen abnicken, im Alltag aber heimlich alte Gewohnheiten wie private Excel-Listen oder Notizblöcke weiterführen. Die Gefahr für KI-Systeme: Warum unvollständige Alibi-Daten im CRM die Datenqualität ruinieren und spätere KI-Tools, die darauf aufsetzen, unbrauchbar machen. Kognitive Entlastung statt Kontrolle: Der Schlüssel zum Erfolg liegt im Kommunikationswechsel – das Management muss zeigen, dass die Software den Mitarbeitern administrative Arbeit abnimmt, anstatt sie zu überwachen. Links in dieser Ausgabe Zur Homepage von Jonas Piela Zum LinkedIn-Profil von Jonas Piela Zum LinkedIn-Profil von Thorben Schwarz Link zum Whitepaper: Der Maklervertrieb 2026 Stich aus der Masse hervor. Werde die Marke, die jeder Entscheider kennt. Echte Relevanz entsteht nicht durch Reichweite, sondern durch Vertrauen. Wir bringen deine Botschaft dorthin, wo die Zukunft gebaut wird. Vom Sponsored Podcast für maximale Awarenes über das Fachmagazin für echtes Print-Prestige bis hin zum direkten Lead bei unseren Boutique-Events. Klick jetzt direkt auf diesen Link oder geh auf insurancemedia.de/werbung.

Don’t Fade and Die in AI Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/ Check Out UPX: https://theultimatepartner.com/experience/ Matt Yanchyshyn, VP AWS Marketplace, Rekha Thangelapalita, Elastic GSI Leaders; Allison McFadden, Accenture AWS Leader; and James Kang of Nvidia join Ultimate Partner. In this panel discussion, leaders from Elastic, Accenture, Nvidia, and AWS dissect the urgent shifts in the ecosystem, emphasizing that partners must adapt to AI and agentic co-selling or risk fading away completely. The conversation explores the necessity of deep co-engineering, the power of multi-product solutions in the AWS marketplace, and how automated agents are now replacing traditional human sales pipeline progression. By embracing data readiness and strategic collaboration, organizations can survive the “token maxing” era, effectively scale their enterprise opportunities, and align with NVIDIA’s five-layer strategy to dominate the new cloud landscape. https://youtu.be/zUkL4Wqsa68 Key Takeaways AI agents will automate the majority of AWS partner co-selling attachments and opportunity progressions this year. Partners who fail to embrace agentic workflows and automated governance face the existential risk of fading into obsolescence. Successful multi-product offerings require a “blood to all organs” approach that benefits the client, the ISV, the GSI, and the hyperscaler simultaneously. Nvidia’s “five-layer cake” model emphasizes that successful outcomes at the application layer automatically drive growth for all underlying infrastructure. The “token maxing” phenomenon is forcing enterprises to seek cost-effective, open-model alternatives to scale their generative AI securely. Integrating GSIs and ISVs on the AWS marketplace significantly increases enterprise deal sizes and long-term customer renewal rates. 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 strategic collaboration agreement, data readiness engine, agentic co-sell, semantic layer, token maxing, five layer cake, accelerated computing platform, open models, cloud consumption, multi-product solutions, partner central agents, propensity data, automated opportunity progression, generative AI governance Transcript Matt Y and Panel Audio Podcast [00:00:00] Vince Menzione: You have a choice. You can embrace them and figure it out and get governance and, and make your data available. Um, use the partner, central agent, move to Agen Co-sell, or you can fade and die. [00:00:11] 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. [00:00:22] 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. [00:00:44] Vince Menzione: It is the strategy because [00:00:46] Vince Menzione: being in the room changes everything. Let’s start. [00:00:51] Vince Menzione: We’ve got some amazing leaders joining us. So I think probably for a little bit of context, maybe just start with Rika. You can introduce yourself, your role and, uh, what, what you’ve been doing at Elastic. Yeah. [00:01:03] Rekha Thangellapalli: Yeah, sounds great. [00:01:04] Rekha Thangellapalli: Hi everyone. I’m Reka and I lead GSI Alliances at Elastic. Um, for the past 14 years, I’ve had the pleasure of building different kinds of partner ecosystems across companies such as SAP. MuleSoft, Salesforce, Coupa, and now Elastic. Um, I wanna thank Ultimate partner and Vince for having us here today. Thank you and the panel of these incredible speakers for joining me on stage. [00:01:31] Rekha Thangellapalli: Um, very excited for the conversation today. [00:01:33] Vince Menzione: We love Elastic, and you’ve had some of your other leaders on stage at other events. As such, the quality of your leadership team is amazing. Thank you. [00:01:42] Rekha Thangellapalli: I wholeheartedly agree. [00:01:45] Allison McFadden: Excellent. Um, hello everyone. Allison McFadden. I lead our North America AWS practice at Accenture. [00:01:52] Allison McFadden: Uh, I’ve been there for five years, and truth be told, it was my first partnership role, my first formal partnership role. Uh, so I can take some tips from all of you in the room here today. Prior to that, I was 21 years with IBM, and I got into partnerships because my last role at IBM was actually trying to build. [00:02:14] Allison McFadden: Linux business on the mainframe, and I had to have partners. I had to have partners to help me with workloads to run there. So I kind of learned, uh, trial by fire. But I’m excited for the conversation today. Excited to be in this room and excited to talk about what we’re doing with, uh, elastic. Thank you. [00:02:34] James Kang: Uh, my name is James Kang. Nice to see and meet everyone here. Vince, thank you for the opportunity. Thank you [00:02:38] Vince Menzione: for being here. [00:02:39] James Kang: Um, I’m with Nvidia, so I help manage the AWS partnership at Nvidia all up. Um, I guess fun fact, I’m former AWS and so I see a lot of very familiar faces here in the front row. Uh, former colleagues and then current friends. [00:02:56] James Kang: And so, uh, looking forward to the conversation. [00:02:59] Vince Menzione: Great. Well, we’ll start with an easy tia. Matt. This is not directed to you, directed to the others. So what does a successful AWS partnership look like from your C? So we’ll start with Eureka. [00:03:09] Rekha Thangellapalli: Sure. So from an ISV perspective, I think we really are looking at three things. [00:03:15] Rekha Thangellapalli: Uh, mutual investment building together. And scaling together. So when we talk about mutual investment, elastic recently signed a five-year SCA or strategic collaboration agreement with AWS. And while that is a significant milestone in our partnership, for us, what matters more is what it represents, and that is really a long-term commitment from both companies. [00:03:39] Rekha Thangellapalli: Towards product engineering, um, and joint go to market initiatives to deliver value to customers over time. And that’s what we see is that the best partnerships really compound and they build upon each other every year. Um, they don’t necessarily kind of reset every year. Um, next we talk about building together. [00:03:59] Rekha Thangellapalli: So, um. When we talk about joint solutions, we want to deliver solutions that are better together and the customers have to see us that way. And so whether it’s search, observability, or security, we’re looking at taking to market solutions that we can’t or necessarily don’t wanna take on our own. And finally we talk about scaling together. [00:04:22] Rekha Thangellapalli: And this is where marketplace, for instance, plays a big role, um, when customers can draw down on their cloud commitments, transact online and go from, you know, pilot to enterprise scale adoption in hours, not days. Um, this is when really everyone wins. Um, and this is also where partners like Accenture play a critical role. [00:04:47] Rekha Thangellapalli: Um, you know, the incredible amount of expertise that they bring, uh, the managed services capabilities and, um, their data assets actually play a huge role in having our customers realize that value faster. And, um, like Vince mentioned, at the end of the day, best partnerships are all all about creating kind of that. [00:05:07] Rekha Thangellapalli: Self-sustaining flywheel. And so it starts with investing together, building something unique, and having the customers realize that success faster because that success is really the only thing that’s gonna keep that flywheel going for everyone involved. I [00:05:26] Vince Menzione: absolutely. [00:05:26] Allison McFadden: Okay, amazing. I’m gonna riff off a few things Ika said, but from a GSI perspective. [00:05:32] Allison McFadden: A relationship with a WSA successful relationship with AWS looks slightly different. Um, so I think the first thing that we think of in the GSI Community common thread is that the client outcome and delivering value for clients is what we, what we’re striving for. Um, and so the partnership with AWS in that case, um, um, it has to, it has to. [00:06:01] Allison McFadden: Look like one team in front of our clients. So we have to show up indistinguishable, and that’s with AWS and with an ISV partner, it has to look like one solution in front of the client, especially moments that matter. So board meetings, um, you know, the time we’re gonna sign a deal, like we have to look like one team, uh, and keep our our client outcome, um, first and foremost in mind. [00:06:24] Allison McFadden: The second thing, and this is I think where the magic of all the people in this room comes into play. We can have as many discussions at a CEO level as we want. And if our client teams on the ground are not working together, it falls apart. Falls apart directly in front of the client. Yes. And that is a really hard thing to do. [00:06:45] Allison McFadden: So I’m passionate about the alliance work because that that work is what makes it happen at the corporate level. [00:06:53] James Kang: Cool. Um. I’ll start here. So in Nvidia is a accelerated computing platform company. Um, if you asked. Anyone on the, on the street about a year ago, what is ai? A lot of times they would say AI is, is open ai, or it’s philanthropic. [00:07:12] James Kang: Um, Jensen and I’ll, I’ll reference Jensen a lot today, um, because he is our leader, um, but he also sets the strategy in the direction for Nvidia. He talks a lot about AI in the metaphor of a five layer cake. And in terms of the five layer cake, you start off with the foundational bottom layer being power and energy, which sustains. [00:07:32] James Kang: All of our data centers, you move up the stack in terms of chips. So things think of Foxconn, think of TSMC. Next you have the infrastructure layer. So obvious choice is AWS, and then you get to the models where you do have the philanthropics and the open ais. But finally in at the precipice, you have the application layer. [00:07:53] James Kang: Ultimately, the reason why I mentioned all different stacks of the layers, the five layer cake, is the fact that the application layer is the most important. And so when you think about. Partners like Elastic or ServiceNow Trend, ai, CrowdStrike. Every time you pull from the application layer and you see a success, it pulls all five different components of that layer up. [00:08:13] James Kang: And so ultimately, as I think about success, it’s it’s being able to develop these co-sell wins at the application layer and really demonstrating that through extreme co-engineering and co-design with all the different application. Infrastructure, power and energy layers in mind. Um, Jensen also likes to think of himself not only as the CEO and founder, but also as the, the chief Marketing Officer. [00:08:35] James Kang: We are a very event driven company, and so at our big events like GTC or at big industry events like CES or Computex, he likes to show up on the biggest stage, biggest stages and showcase the partnerships with not only ISVs and GSIs, but also with end customers. And so that’s what I think about when I think of SA success. [00:08:56] Vince Menzione: That’s a really good point. You talked about, Allison, you talked about having an alliance strategy, or at least you teed it up, so I thought maybe we would go there for a second. Right? Like, what does a great alliance strategy look like and why is it important to the success of the partnership? [00:09:11] Allison McFadden: Man, I, uh, I have so many opinions on this. [00:09:13] Allison McFadden: We could probably be up here all day. That’s [00:09:15] Vince Menzione: okay. [00:09:16] Allison McFadden: Um, no, I think. Uh, there, there are a couple things, and the first one that comes to mind is focus. We cannot be all things to all people. Um, so when it comes to think about some of the, the work we’re doing with Elastic, we have a very, very clear point of view on what client problem we’re solving, what clients we want to talk to. [00:09:38] Allison McFadden: It helps if, um, from an ISV perspective, if there’s a very clear fit in. The Accenture portfolio or whatever, you know, SI consulting partner. You’re working with a very clear fit in the portfolio and we know what we’re not gonna go after, what we’re not gonna spend our time on because we have, we have this tendency, there’s millions of people. [00:10:00] Allison McFadden: The ecosystem chart that, you know, Vince, you showed up there, there’s so many connections. There’s probably more connections there than there are atoms in the universe, right? So, um. Defining what we do together and what we don’t do together is the first thing that pops to my mind. [00:10:19] Vince Menzione: Reka, do you have a perspective on it since we’re gonna, we’re gonna talk next about what you’ve done together, but, and I also wanna get mass perspective as a hyperscaler partner here as well. [00:10:29] Rekha Thangellapalli: Yeah, I mean from my perspective, I, I’m gonna, you know, kinda echo what Allison said is to be just maniacally focused. Yep. Um, because, especially from my perspective, so Elastic has three different solutions, right? We’ve got search, we’ve got observability, we’ve got security that map to completely different business units within Accenture. [00:10:47] Rekha Thangellapalli: And of course Accenture does a lot of things. And so, you know, when we first came together it was like. Okay, what are we gonna focus on? What industries are we gonna go after? Which segments are we gonna go after? Which customers, you know, um, outcomes are we trying to solve? And I think that sort of maniacal focus is the number one contributing factor to, to the fact that I’m like, up here on stage today. [00:11:12] Rekha Thangellapalli: Great. [00:11:14] Vince Menzione: Matt? Perspective? [00:11:16] Matt Yanchyshyn: Yeah, I, I, I guess I was trying to. To add something, uh, additional from an AWS perspective, uh, when it comes to, you know, what does a great alliance look like? Uh, AWS is obsessed with data, you know, in data we trust. And, and so the best, um, and, and this goes sales business problem, and it’s not just the engineering teams. [00:11:34] Matt Yanchyshyn: And so, uh, you know, Accenture does a good job of this elastic, definitely. And if you can come to the table with, um, quantifiable proof of the value of customer outcomes and partnerships. Um, you’ll win all the time and it’ll be a durable relationship with AWS ’cause we really are this data obsessed company and, and even the most senior sales leaders. [00:11:54] Matt Yanchyshyn: Uh, and so what I mean by that specifically is like if you, if you can show like your a RR to land an a RR conversion ratio, like in in numerical format, it’ll light up our sales leaders and, and they’ll be all, and they will co-sell with you all day long. If you can show the, I mentioned this earlier, like the AWS service, uh, whether you’re consulting company or, um, elastic and, and how the shape of customer accounts change positively when we work together. [00:12:15] Matt Yanchyshyn: That type of sort of quantifiable data works particularly well from an alliance perspective. With AWS as a partner, we, we really are like this data in sort of results out company. Um, so I, yeah, that’s just adding to the great points that were already made. I would say specific to AWS that that’s key. [00:12:30] Matt Yanchyshyn: Yeah. And I’m gonna bring up one more thing. I want to dive in on the, the joint value proposition, but you mentioned something that made a lot of sense and resonated to me about the organizations once you get out of partner, the partner world that we all know and love. Mm-hmm. Once you get down into a field organization or account management organization. [00:12:49] Matt Yanchyshyn: Not as much understanding and really organizations do a bad job here, honestly, in terms of enabling the field organizations. Do you agree? [00:12:58] Allison McFadden: I agree because I, I agree. And, um, you know, I think that’s one of the things, and, and I, I, when I joined Accenture, what we had was a lot of wicked smart architects delivering programs to clients in the field. [00:13:15] Allison McFadden: Very smart, very deep in AWS knowledge. Um, and that was awesome for the 10 clients they were staffed on and to get that understanding of how AWS works and I dream about lar, right? Like, this is a good, you know, but that takes real effort and real work. Yeah. And it’s, it’s um, almost like being a language translator. [00:13:37] Allison McFadden: Yes. For me. Yeah. So, you know, I had to deeply learn AWS so that I could. [00:13:42] Rekha Thangellapalli: Sure. [00:13:42] Allison McFadden: Teach my account teams. My account teams are really smart. They know who they’re selling to. They know their customers. They know what their customers need. They do not know what AWS has to offer always because they’ve got 20 partners lining up to try to tell their stories. [00:13:57] Allison McFadden: Um, they don’t know how to ask of the AWS team or the elastic team or the Nvidia team. Yeah. What they need [00:14:02] Vince Menzione: this co-selling piece. Yeah. [00:14:04] Allison McFadden: And so that is where, um. We had to build that muscle even around our AWS practice, which was a huge practice at Accenture, but we didn’t necessarily surround it with that kind of enablement and um, almost deal coaching layer. [00:14:21] Vince Menzione: So Elastic and Accenture came together. I dunno which one of you wants to lead this part of the conversation, but you will, right? Yeah. So tell us about the genesis of this and why. And a lot of people dunno what Elastic does, but you do some really incredible work. Like I, somebody told me one day was like, oh, you know, Uber, like, that’s elastic, powering all that. [00:14:41] Vince Menzione: Like, we don’t think about that. That the engines that you have and the, the backend to the customers, huge customers. [00:14:48] Rekha Thangellapalli: Yeah, absolutely. Um, so when AWS launched this feature last, um, reinvent where basically it allowed, you know, channel partners such as Accenture to be able to bundle up their services, their data assets with an ISV solution and put it on marketplace, um, you know, Accenture and Elastic immediately saw an opportunity. [00:15:09] Rekha Thangellapalli: Um, at the time most customers were doing gen ai. But they were running into the same challenge, which was that their data just was not ready. And by the way, this is a problem we were solving. Outside of marketplace. I think the, the feature that you guys launched just gave us a way to package it up and to be able to create this repeatable solution, which we call data readiness engine for gen ai and put it on marketplace. [00:15:40] Rekha Thangellapalli: And, um, this to me was a success because. Each company had a clear reason to invest. Um, so for Accenture, they were able to, you know, create a very differentiated services led offering. Uh, for Elastic, we were able to expand on our AI story. And for AWS, um, you know, it drives marketplace adoption, increases cloud consumption, all of that great stuff. [00:16:07] Rekha Thangellapalli: And customers, of course get. A solution to a very real problem that, that they were having. Um, and you know, the surprising part for me going through that journey was that, um. The pitching, the idea, getting the budget, getting the executive sponsorship was actually the easy part. The hard part was getting all three companies to come together, uh, to go from idea to launch in a very ambitious timeline of six weeks. [00:16:37] Rekha Thangellapalli: Nice. And so, you know, this was very much like. Doesn’t matter your title. We’re rolling up our sleeves and we are on this outcome together. Um, and so we literally built a RACI matrix, a project plan, and you know, we had daily standup calls for six weeks where literally. At least one person from each three of these companies called in, you know, got rid of any blockers and we made sure we were on target for that timeline. [00:17:07] Rekha Thangellapalli: Um, and you know, at the end we had a successful launch. But I think my favorite part about the story is the impact that we’re having and, um. My favorite story comes from a global pharmaceutical company that, you know, had basically nine petabytes of data spread across six different continents. Wow. And by working with Accenture and Elastic, they were able to build that trusted foundation that their AI and their agents can, you know, kind of safely tap into and be accessible at scale. [00:17:41] Rekha Thangellapalli: Um, so that’s my version. Allison. [00:17:44] Allison McFadden: Yeah. Well, I don’t have a lot to add. I just, I would say this is a good example of a couple of principles, right? One is having a forcing function is never a bad idea. Sign up for a big event, sign up. I’m like, I’m here with my, you know, Nvidia guys saying, sign up for the event. [00:17:58] Allison McFadden: It’ll make you move quick, right? [00:18:00] Audience Member: Yes. [00:18:00] Allison McFadden: Um, so that is one, but two, one of my mentors once told me, when you’re designing any kind of, you know, offering go to market motion, it has to get blood to all organs. If it does not get blood to all organs, it does not go [00:18:14] Vince Menzione: nice. [00:18:14] Allison McFadden: Um, [00:18:14] Vince Menzione: I love that analogy. [00:18:15] Allison McFadden: Oh, I love it. And I can talk all day. [00:18:17] Allison McFadden: That guy was brilliant. I love him. But, um, no, and, and so Elastic did a really nice job of bringing the tech to the table. Um, our team has to trust in that technology and its ability to scale, right? Um, because at Accenture we have to be able to deploy across 700,000 consultants. Um. And yeah, so I think those are the two, two things that really worked well here is we had, uh, trust in the technology solved a customer need. [00:18:50] Allison McFadden: Um, it drives, we don’t even talk about, like, yes, it drives marketplace revenue, but it unlocks work that we do that drives even more revenue to our AWS Friends. Right. So this is a, this is a, um, product that’s getting your data ready for AG agentic. It’s a messy problem that everyone’s dealing with, and it removes blockers for clients and it unlocks more, you know, ag agentic work on top of that. [00:19:15] Allison McFadden: So, blood to all organs. [00:19:17] Vince Menzione: So, was that the proposal going forward to say we need to have, we need to have trust in the solution. We need to drive significant revenue. It needs to be something all of our, you know, seven, 700,000 people. Can be a part of and help drive? Is that how you think about? [00:19:32] Allison McFadden: Yeah, and for us right now, um, it’s an interesting time for Accenture. [00:19:36] Allison McFadden: Our clients are asking a lot of us, and what it does is it having some of these accelerators helps us deliver cheaper, better, faster to our clients, which is what they’re demanding of us right now. Um, so it’s an accelerator to client outcomes. [00:19:55] Vince Menzione: James, what is NVIDIA’s role and how do, how do you enter the equation here? [00:20:00] James Kang: Yeah, it’s, um, it’s a good question. Um, I, I would say that Nvidia is probably one of the most misunderstood organizations in the world. Um, despite the, uh, the market capitalization in the valuation of the company, we have a very tiny organization. Um, what I mean by that is, um, if you think about. [00:20:20] James Kang: Salesforces and field sales organizations. Um, we’ll take Salesforce as the account or the customer. As an example, we have one account manager at NVIDIA that no, not only covers and is responsible for the relationship with Salesforce, um, but also manages. Automation Anywhere as well as DocuSign. Whereas at AWS, in contrast, like there are full armies and teams Yeah. [00:20:45] James Kang: That are supporting the Salesforce relationship. And so as you think about partnering and working with Nvidia, the focus has to be on really. Extreme co-design, but also being very prescriptive in terms of what are the very specific customer outcomes that we are solving for. And the guidance that I would give is bring in Nvidia into that equation and that conversation as early as possible because that [00:21:10] James Kang: co-engineering and co-design needs to be part of the foundational building blocks in order for you to come out with a end solution that checks all those different requirements. [00:21:20] James Kang: And so I think. Again, like going back to Nvidia, um, we like to talk about two different types of brains. A brain one and a brain two. Uh, brain One you think about the next quarter and making sure that you’re hitting the revenue targets for the next quarter. Brain two, you think about a long-term goals and potentials looking around corners and being very strategic. [00:21:41] James Kang: The saying internally is without Brain one, there is no oxygen, but without brain two, there is no future. And everyone at NVIDIA is trained to think in that brain two mentality. [00:21:52] Vince Menzione: Wow, Matt. [00:21:54] Matt Yanchyshyn: Yeah, I, I was just thinking I love the blood doll organs. Uh, and so just on, on that note, um, and, and, you know, the multi-product solutions that, that you, you built together, uh, that is a really good example of blood do organs because like we all know, that’s how customers buy. [00:22:07] Matt Yanchyshyn: They, they buy solutions and increasingly they’re looking for combinations of ISV, sometimes multiple products from multiple ISVs with services. Uh, often they’re buying it through a resell motion. You know, and they, and, and so that from a customer perspective, they want a single place to go. And so that’s the multi-product solution. [00:22:24] Matt Yanchyshyn: They wanna find everything they need, they need Accenture, they need Elastic to solve a specific solution. And I think where that’s headed is even more specific listings, like with AI powered listing experience, like, you know, elastic Plus Accenture for, I’ll make something up like a manufacturing workload. [00:22:37] Matt Yanchyshyn: And so this solution based. Uh, sort of buying is, is very customer centric. It’s what customers want. We all know that. But that’s, that’s the customer sort of organ, I guess. Um, but then, you know, you all have SCAs and those SCAs have marketplace commits. It helps if that gets transacted through marketplace helps the AWS relationship, you know that that’s an organ. [00:22:55] Matt Yanchyshyn: It’s the relationship. It’s, it’s the commercial construct and that you have, uh, that that’s another organ. You’re marketing people. They, that’s another organ. They don’t wanna land, uh, leads on a static marketing page. They wanna land a lead on a, a storefront with a multi-product solution that can actually convert and that you can actually buy it through that. [00:23:12] Matt Yanchyshyn: So the marketing person’s happy because they, they have less churn. Uh, and then, you know, our reps are happy ’cause guess how they get paid? They retire quota when they sell Marketplace. And they, we also, Jay McMain will tell you, that’s another organ called Jay or on, on you now. Um, [00:23:27] Matt Yanchyshyn: he’ll like that. I’ll call him up and tell him that. [00:23:29] Matt Yanchyshyn: Yeah, [00:23:30] Matt Yanchyshyn: but he, he’ll tell you, you know, don’t believe me. Obviously, never believe Matt, believe, believe the, the data and, and his data shows that. Those deals will close faster and larger if you use marketplace. So that’s, that’s a lot of organs. That’s the whole body. Um, but you know, when you have your customer happy ’cause that’s how they wanna buy your field happy. [00:23:45] Matt Yanchyshyn: Um, and, you know, the relationship happy and you know, your marketing team happy. Uh, and, and Jay happy. Um, and, and you know, I think that multi-product construct and, and the way you kind of use it to model a partnership and the way buyers ultimately wanna buy is, is really powerful. And so I, I think it’s, you know, it’s really a manifestation of how. [00:24:04] Matt Yanchyshyn: We kind of intend and to go to market anyway. Uh, so I think, you know, and thanks for leading the way, by the way. You’re, you’re amongst the very first, so that’s great to see. [00:24:11] Matt Yanchyshyn: So these storefronts are really helping this drive, drive this. Well, [00:24:13] Matt Yanchyshyn: that’s the next evolution. Like we’re talking about the multiproduct solution. [00:24:16] Allison McFadden: I’m JJ Accenture storefront. [00:24:17] Vince Menzione: Yeah. Oh, there you go. I mean, j and j Accenture storefront. [00:24:20] Allison McFadden: We’re gonna talk about that. [00:24:20] Matt Yanchyshyn: Yeah. I mean, [00:24:21] Matt Yanchyshyn: Accenture also leading the way yet again with storefronts. And so I think the combination of. You know, again, I was talking a lot about conversion. Yeah. And you know, buyers know sometimes they know what they wanna buy and, but if you really wanna convert that lead, you wanna land them again, something that combines, you know, elastic Accenture’s services plus software, but in a storefront that is, you know, surrounding with just the solutions they want so they don’t need to kind of go searching. [00:24:42] Matt Yanchyshyn: So, you know, ultimately reducing that time to close, I guess, really ’cause meeting the customer where they are with what they need. [00:24:51] Matt Yanchyshyn: So we talk about co-selling a little bit. We, Jay and I talk about this all the time. We gotta keep looping Jay in here, even though he is not even in town this week, but Reko, um, what does co-sell look like inside Elastic? [00:25:02] Matt Yanchyshyn: You’ve got, we talked about an incredible leadership team. I’ve gotten meet some of your leaders. Seems like you drive, you do a good job internally driving that. Let’s talk a little bit about it. [00:25:11] Rekha Thangellapalli: Yeah, and this is something I’m, I’m personally very passionate about. Um, co-sell is. Very much a journey, not a destination. [00:25:20] Rekha Thangellapalli: And I think step one for us is recognizing the different partner types that we have. Because at Elastic we work with, you know, OEMs, MSPs, resale distributors, GSIs, um, and they all bring something very unique. To the customer lifecycle and they all contribute very differently within, you know, our own sales cycle and sales process. [00:25:45] Rekha Thangellapalli: And so, you know, figuring out what is the unique benefit they bring, how do we enable them? So training and enablement is a huge piece of it, and so is making sure we’ve got the right metrics to measure success. Um, I know a lot of companies look at partner sourced as the north star, and that’s great, right? [00:26:06] Rekha Thangellapalli: Because that is undeniable. You can say, Hey, that would not exist if it wasn’t for my partner team. Um, but we’ve also noticed that when we bring in GSIs, it actually increases renewal rates. It significantly increases. Um, a RR over time. Um, it expands deal sizes and so these are very real metrics that we can point to, um, beyond just the co-sell and the partner sourced number. [00:26:32] Rekha Thangellapalli: Um, so for us it’s looking at it from a very holistic perspective, but also catering it towards that unique partner and making sure we’re doing everything we can to set them up for success and setting up the partnership for success. [00:26:47] Vince Menzione: So clo close win ratios, deal size and renewal rates? [00:26:52] Rekha Thangellapalli: Yes. For specifically for geos size. [00:26:54] Rekha Thangellapalli: Yeah. [00:26:55] Vince Menzione: Very interesting. Allison, uh, what had to change internally to produce these co-selling? We talked a little bit about the field organization and enabling a, a group of, and, you know, account sellers that are very customer focused and enabling them on the co-sell side. What had to change internally to drive that? [00:27:13] Vince Menzione: Yeah. [00:27:14] Allison McFadden: I, I might have already alluded to this a little bit in a previous answer, but, um, creating the capacity to develop, build, and sell these solutions, um, inside of a large GSI, where billable hours is kind of the number one metric on the table. Um. Is part of the investment that we had to make within Accenture to get this done? [00:27:36] Audience Member: Yeah, [00:27:36] Allison McFadden: so expert technology time. So we have technologists that understand the elastic technology. We do similar with Nvidia, by the way, we. We released some of their time to go co-develop the solution because it has to hold technical water, right? It can’t just be a marketing pitch. It can’t just be, it has to be a real, um, what’s the there, there. [00:27:59] Allison McFadden: So in order to actually do proper co-sell, we had to release some of that time. Um, to invest in those partnerships. Um, we’ve also done similar with some industry aligned business development leaders recently, so we have freed their time up to go. Uh. Open new conversations, educate client, account teams, go to clients, have conversations. [00:28:26] Allison McFadden: Um, so that, that’s a new motion that we, uh, have just kind of recently made, um, to allow them, I love this brain one, brain two also, right? So to allow them to focus on brain two, because a lot of our time. Typically spent delivery issues, you know, getting my hours, where am I charging my time? And so just freeing up a little of that capacity to do this work, um, helps get us in this brain two mode where we’re not just living to survive. [00:28:56] Vince Menzione: I. So, Matt, you’ve removed a lot. I mean, one of the things I admire, I admire AWS for being first to market and removing the most friction in marketplace of any of the vendors. Really, truly that. You talked about some of the announcements. How does some of, how does some of this tie PC central agents propensity sales plays, MCP, how does some of this tie to how, how you’re thinking about the future? [00:29:18] Vince Menzione: And how to enable more motions like this. [00:29:20] Matt Yanchyshyn: Yeah. Well, I, I think if you know my boss, UBA Borno, uh, you’ll know that she has a maniacal focus on automation. Yeah. Um, and, uh, co-sell is increasingly automated. You know, you were asking earlier about propensity data. You can get that propensity data in addition to sales plays and, uh, opportunity scores through the partner central agents. [00:29:38] Matt Yanchyshyn: So things that used to require multiple calls to A PDM, if you’re lucky to have one. Yeah. Or a p sm. Uh, you, you can now get through, through these agents, you know, uh, tech Systems, TGS, they, they manage what, over 5,500 customer opportunities with agents that they built on top of our partner Central APIs. [00:29:55] Matt Yanchyshyn: Um, and work Span has built a whole product and business that’s right on leveraging, uh, our APIs, our capabilities to sort of tie into your CRM. So, majority of all opportunities will be progressed and managed by agents. This year at AWS, we already have a majority of all customer opportunities, all app have a partner attached and I, I took a personal goal for a majority of those partner attachments, not to happen from a human. [00:30:22] Matt Yanchyshyn: But from our solution matching engine. And how do you get recommended by that solution? Matching engine, having a healthy ACE pipeline, thanks to partner central agents and the integrations you’re doing. And in addition to being the specializations and doing things like multi-product solutions and ultimately closing opportunities, you dream of LAR and so LAR will help that. [00:30:40] Allison McFadden: It’s more like a nightmare. [00:30:41] Vince Menzione: And so, you know, [00:30:42] Allison McFadden: it’s more like a nightmare, but [00:30:44] Vince Menzione: nightmare. Well, it’s, it’s, yeah. Nightmare of Laura and, and. Nice dreams of PRM, but the, um, but that’s the loop, right? I, I think, uh, increasingly co-sell for us, and in my mind, is largely a hundred percent automated. Yeah. Except for what matters most, those most largest, most strategic, most complex deals. [00:31:01] Vince Menzione: Where our highly paid and very skilled salespeople are most effectively used. [00:31:05] Vince Menzione: Yeah. [00:31:05] Vince Menzione: You know, the days of, you know, this person with 20 years experience selling, clicking, progressing opportunities through a pipeline, uh, should be over. Uh, and, and we need those people out, out selling and, and co-selling. And so that for me. [00:31:19] Vince Menzione: Yeah. That, you know, we talk a lot about co-sell, but I, I’m obsessed with automating as much of the co-sell as possible. [00:31:24] Vince Menzione: I remember going back to the ex Excel spreadsheets and, and that, that seems to be be Viva became spreadsheet jockeys. [00:31:31] Vince Menzione: Yeah. [00:31:32] Vince Menzione: And, and they stopped selling. They forgot how to sell. [00:31:34] Vince Menzione: Yeah. And people spend all this time doing lunch and learns and things like that. [00:31:36] Vince Menzione: And then, you know. Then the salespeople rotate out after 18 months and, and it, that’s, that’s the old days. Uh, you know, the new days are, are AI powered matching algorithms, uh, ag agentic co-sell, using the partner essential agents to get your data and, and putting that data to use automatically and, and what sounded like magic. [00:31:51] Vince Menzione: 12 months ago is being done, you know, by partners at massive scale across thousands of opportunities. You can do it today. And you know, I, there’s a guy named another Mike, right? Mike another Mike who they have, there’s like a guy who’s doing all this and I’m picking on Mike ’cause I, I know their system really well and I know the guy Mike grew easily built it for them. [00:32:08] Vince Menzione: Um, but, you know, I think, yeah, again, in the days of having 10 people sort of doing lunch and learn could be replaced by one or two people, building agents, uh, managing a massive pipeline. And, and that’s the future. [00:32:18] Vince Menzione: Exactly. James, your perspective on what breaks with co-selling? [00:32:22] James Kang: Oh, what breaks co-sell? Um, I would say. [00:32:25] James Kang: It, it starts and finishes with just misalignment and a loss of trust with the customer, especially when you have multiple partners or stakeholders involved. If you’re trying to do a three-way deal with a end customer and you’re not on the same page, you’re not gonna get to a successful outcome on, on the backend. [00:32:44] James Kang: Uh, the fix is a much more complicated story. I would say that to take a step back, um. We’ve talked about the five layer cake. We’ve talked about where NVIDIA kind of fits within the equation. We are invested in the ecosystem and so as different players and application organizations win and see these outcomes for end customers, we celebrate that success. [00:33:07] James Kang: Um, and as part of that kind of ethos of where NVIDIA fits within the ecosystem, we wanna make sure that not only. Our customers, but our partners like ISVs and GSIs are set up for success. Um, we do not as Nvidia sell hardware or GPUs directly to customers We use. Hyperscalers like AWS as kind of our force multiplier. [00:33:31] James Kang: And similarly we think of ISVs and GSIs as the force multipliers in terms of our extensions of how we, we kind of leverage the relationships and build the trust with our end customers. And so going back to kind of the question, Vince, I would say that it all comes back to trust and being able to build that mutual trust. [00:33:48] James Kang: Um, a lot of what we do when we co-sell with AWS is really on the software layer. Um, we actually have more software engineers at NVIDIA than we have hardware engineers, which is a weird thing to say, um, because everyone knows us for our GPUs. But because of that fact, we are heavily invested in Cuda and making sure that Cuda becomes the foundational layer for how not only our ISVs and GSIs, but also our end customers are building. [00:34:12] Vince Menzione: Very cool. So Reiki, you and James together on this production. Versus pilot with the Gentech ai. Tell us a little bit more about that. Where, where are you in the process? [00:34:24] Rekha Thangellapalli: Yeah. So I mean, in general, what we’re seeing out in the market in, in relation to sort of AI and, and customer’s journeys is that, um, at least from an elastic perspective, um, we’re seeing people very much in production when it comes to, you know, kind of AI assistant co-pilot use cases. [00:34:42] Rekha Thangellapalli: So, you know, things like, um, software development, customer support is a big one. Um, any sort of employee productivity use cases where there’s. Still a human in the loop somewhere. Um, and there’s a very like, clear path to value. And so we see the customers being in production excelling there. Um, no problem. [00:35:01] Rekha Thangellapalli: Where we’re seeing people still kind of in the pilot phase is those fully autonomous workflows where there is no human involved. The agent is reasoning on its own. Um, accessing multiple systems and taking an action on the user’s behalf. And what we’re seeing is that it’s not the intelligence of the agent that’s holding it back. [00:35:26] Rekha Thangellapalli: It’s more about giving the right context to the agent and having the right. Security kind of governance controls in place for the company to feel comfortable in putting these fully autonomous workflows into production. And that’s really the conversation we’re having is all right, what are the controls you need in place? [00:35:47] Rekha Thangellapalli: For you to release this to your business unit. Um, and what is the context that the agent is needed before we can comfortably let the agent make the decision on the user’s behalf? Um, James, I’d be interested to hear what you’re, what you’re seeing in the market [00:36:03] James Kang: plus one on all things context. I, I would even go so far as to say, um. [00:36:09] James Kang: H how many folks in the audience have heard of token maxing? Like this new term? [00:36:13] Rekha Thangellapalli: Yeah. Yeah. [00:36:14] James Kang: Um, I’ll, I’ll give a very specific example of, of Uber that went public. With the example of Claude, like they allowed all of their employees to use as many tokens as possible, and within the span of four months, they exhausted their full budget for the year, and so they had to pull back, and now there’s a cap on every employee. [00:36:33] James Kang: I think the number that’s circulating is $1,500 per month per employee, and so I think that is at least. In this multi-phase evolution of where we’re going to be and where we’re today, cost has become kind of the prohibitive force in terms of agentic AI at scale. Um, I think we are working on some very creative solutions in-house and Nvidia. [00:36:55] James Kang: Um. And we saw some really dynamic announcements this week when it comes to all things agent core, um, where we want to focus on very nimble ways for customers to be able to execute and go to market. And one extreme example of that is our investment within our open model strategy. So Nvidia, not only, again, providing GPUs, we actually offer our own op open models, which we call our Nitron models. [00:37:21] James Kang: And through our Nitron models, we are allowing customers to really develop and fine tune their own proprietary models in a cost effective manner. So right alongside the frontier models like OpenAI and Anthropic. It’s not a if then, it’s not an either or statement. It’s a, it’s a permutation, it’s an and So we’re giving you a cost effective alternative to not only bring your AgTech applications at scale by training on Nibo tron, which is open source, but then once you’ve kind of finished and fine tuned that specific training job to be able to. [00:37:53] James Kang: Go ahead and utilize your frontier models, whether it be OpenAI or Claude. And I know there’s other partners here that are providing those kind of different model capabilities. And so I think for us it’s, it’s a matter of choice. We know that this market is dynamic. It’s gonna be evolving over the next coming months as well as the next coming years. [00:38:10] James Kang: Uh, but we believe that we are positioned for a really unique dynamic expansion of AgTech use cases over the, at least the next three to six months. [00:38:20] Vince Menzione: Allison, for the partners in the room who are glazed over right now going, what do I, what do I do over the next 12 months? [00:38:26] Allison McFadden: Should I wake everybody up by saying, yeah, please. [00:38:27] Allison McFadden: Say go hurricanes. [00:38:28] Vince Menzione: Yes. [00:38:29] Allison McFadden: Is there anyone, anybody? Everyone’s like, boo. I get to leave the parade today to go home to parade. I live in Raleigh, so we’ve got our parade on Saturday. Nice. [00:38:39] Vince Menzione: Nice. [00:38:40] Allison McFadden: All right. Wake up. Um, all right. So for the $50 million partners in the room, um. $50 million is not small. You have something that works. [00:38:50] Allison McFadden: Right. This is great. What I would be thinking about is, you know, we’ve talked about focus before, but really doubling down on, you know, what is, what is your industry, what is your client like, ideal client that you serve. And build, um, almost that kind of community. You know, the, the clients we have move from firm to firm to firm. [00:39:17] Allison McFadden: And if you’ve done good work at one, you’re gonna follow ’em to the next. Um, so build that client demand in a specific place or specific client profile that is just like really knocking it out out of the park for you. Um. Scale with marketplace, right? So if you, I, I love some of the data that you were sharing in your talk earlier, um, because it’s like no overhead scaling mechanism. [00:39:45] Allison McFadden: I mean, it’s, it’s fantastic. Um, Accenture, other GSIs like us, we are investing in marketplace. So we’re investing in resources, um, to help us. Use marketplace more with our clients and we’re gonna capture, right, those storefronts. And if you’re present on marketplace, you’re gonna be able to catch, uh, yourself in that wheel. [00:40:09] Allison McFadden: So I think those are the, the kind of couple of things I would say is focus, focus, focus to drive that client demand and use scaling mechanisms like marketplace to really kind of, uh, accelerate. [00:40:24] Vince Menzione: Matt, anything to add there on the. [00:40:26] Vince Menzione: Well just, you know, Ja, James, you, I love the token maxing reference in Uber and it reminds me, you remember when cloud came out and everyone was like, oh, all these people are, are gonna use the cloud and costs are outta control and. [00:40:39] Vince Menzione: Um, a lot of people pulled back from the cloud and, and a lot of those companies no longer exist. And it’s similar with, with, uh, token maxing, like, oh, these agents are outta control. You have a choice. You can embrace them and figure it out and get governance and, and make your data available. Um, use the partner, central agent, move to agent to co-sell, or you can fade and die. [00:40:58] Vince Menzione: And, and that’s, that’s where we’re at. Uh, is, is the, the companies sitting here today embraced the cloud years ago and won. Uh, and and there’s a set of companies here today who are gonna embrace agents in the, for both buyers and sellers, and will win. And there are those who won’t and they won’t win. And so for me, it’s like we’re, we’re at a, we’re at a crossroads. [00:41:18] Vince Menzione: And, and if you’re gonna win, you gotta leap into that, you know? I love it. And, uh, and, and, and it’s, it means the cost of experimentation is so much lower now. Development and, and even business development or software development is, is agent enabled. And so you can take risks, you can experiment and, and you have to, it’s, it’s an existential moment. [00:41:37] Vince Menzione: Agreed. We’ve got a couple minutes left over for any questions. What do you think? Sure. Are there any here. I think there are a couple. Yeah, we’ve got, we’ve got a co-sell question I’m sure coming up here. [00:41:51] Audience Member: Um, I’m Cassandra, I’m the CEO of Partner Tap. And one of the questions I had was, I think, you know, the co-selling between the sellers is where things get. Really, really hard when you’re multi-partner. And so when I was listening, um, with, you know, the Accenture and Elastic together, you talked about how you had, you, you had to get these BD business development people. [00:42:22] Audience Member: Um, is this a new team that is over the client team? And how do these teams interact like with the elastic sellers? Are you doing a lot of coaching to the field and then with if AWS sellers are, are involved, like what is that whole picture? What does look like, [00:42:43] Allison McFadden: like [00:42:44] Audience Member: on the ground? I mean, that is the hardest part, I think, and that’s what we hear. [00:42:48] Allison McFadden: It’s so, it’s so, it’s so tough. Um, and I will, I’ll just say, so our business development leaders that we now have kind of. Expanded their capacity. They have always been, they have always been there. Um, but they have not been well resourced. They haven’t, they haven’t had very clear kind of job description. [00:43:12] Allison McFadden: I’m gonna say I, in the past they have been kind of focused on partner relationship. And so like more like an alliance manager and maybe working on some of the data. Right? So when I say I have nightmares about Lars, because we’re always trying to increase the LAR for Accenture and, and they were focused like in those detailed weeds of like trying to pass ACE and trying to call the PDM and all this stuff. [00:43:39] Allison McFadden: What we are doing is really pivoting them to be proper sales, business development focused on client outcomes and focused on. Technical skills to be able to describe what this solution is to the field. So, um, and because we need, I have many, many questions about, I gotta get agents to work with Eurogen co-sell so that that part somehow goes away. [00:44:05] Allison McFadden: So that’s a, that’s the thing we gotta solve still, but, um, so we’re pivoting them to be kind of driving. More of that co-sell enablement with the field, um, and taking that message to the field rather than being there, waiting for questions to come in from the field, waiting for like our field teams to discover, oh, I saw something that we’re doing with Elastic, like on a press release on LinkedIn. [00:44:30] Allison McFadden: Right. So we’re kind of trying to pivot them to be more proactive. [00:44:33] Vince Menzione: Very cool. [00:44:34] Rekha Thangellapalli: Yeah. And uh, Cassandra, that’s an excellent question because I think. Multi-party, you know, sort of tri-party offerings. The hardest part is operationalizing it at scale, right? Yeah. And so for this particular offering, we are basically having three routes to market. [00:44:51] Rekha Thangellapalli: So one is seeing how this offering fits into our existing elastic go to market. And so I am constantly enabling our field sellers to say, okay, within our three field sales place, here’s exactly where this fits in. Here are, you know, uh. Keywords that you hear in customer conversations where you bring up this offering and here’s a process of how it works. [00:45:14] Rekha Thangellapalli: Um, exactly At what sales stage do I bring in Accenture, how, you know, what are the roles and expectations? Right? So that’s on the elastic side. We’re doing the same thing on the Accenture side. So we’re doing a ton of training enablement and lunch and learns, and we’re also looking at how do we fit into. [00:45:31] Rekha Thangellapalli: Uh, Accenture’s AI transformation projects, we are the semantic layer, right, of their enterprise brain. And so it’s a whole different sales motion, um, and, you know, having the right assets, having the right process again to make sure that that goes smoothly. And then finally, we’re going directly to the customer. [00:45:49] Rekha Thangellapalli: So we are launching multiple external campaigns where, you know, if the customer raises their hand. We will, we will line up immediately. Right. Um, and so, [00:46:01] Allison McFadden: I mean, I can’t, I can’t, I can’t say how important that third leg of the stool is. ’cause the second part, she talked about getting into our catalog is the first thing. [00:46:09] Allison McFadden: ’cause my BU business development leaders have the catalog. Right. And that’s what they’re selling. So what Elastic has done has gotten into one of those offerings and then. If we have a customer that asks for it, that is the fastest way to alignment. That is like the number one thing that we respond to [00:46:26] Vince Menzione: customer at the center. [00:46:27] Vince Menzione: This is great. Well, I think we’re up to time. This was a great session. I want to thank you. This is what a great, what a great group. [00:46:34] Vince Menzione: Thanks for listening to the Ultimate Partner Podcast. If today’s conversation resonated, share it with a partner leader in your network. Subscribe where [00:46:43] Vince Menzione: you listen, and head over to the ultimate partner.com. [00:46:47] Vince Menzione: 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 [00:47:09] I.

Today's conversation is with Dylan King, founder of King AI and Automation. Dylan helps businesses in the UK identify and implement the AI systems that allow them to grow and scale effectively.Artificial Intelligence is moving at an incredible pace.Every week there's a new tool, a new model, or another headline claiming AI will change everything.The challenge for most business owners isn't whether AI matters. It's knowing what actually matters.In this conversation, Dylan cuts through the noise to explain which AI tools are genuinely worth your time, how to implement them into your business, and why AI should be viewed as a productivity multiplier rather than a replacement for your expertise.Expect to learn:Why Dylan recommends Claude over other AI platforms for most business ownersHow Claude Projects can become your AI-powered operating systemWhy one-off AI chats are limiting your productivityThe AI tools every business owner should know aboutWhy Fathom AI is transforming meetings and sales callsHow NotebookLM can become your personal learning assistantWhy Airtable is an ideal first CRM for growing businessesThe biggest mistakes people make when creating AI contentWhy your expertise should always come before AIThe security risks businesses need to understand before deploying AI publiclyWhere AI is heading and what it means for the future of businessIf you've been wondering how to actually use AI beyond writing emails or asking simple questions, this conversation will give you practical ideas you can implement immediately.Order your supplements from VitaMonth using CAMBRO for 50% off - https://vitamonth.ukMake Millionaire Money Moves - https://millionaire-fhcpmlvz.manus.spaceAudit your sales process in 4 minutes - https://colinsales-vygp2xak.manus.spaceGet my Linkedin for Sales Guide - https://colcambro.kit.com/products/linked-in-personal-brand-for-sellingConnect with Dylan:LinkedIn: https://www.linkedin.com/in/dylan-king-ai/Website - https://www.kingaiandautomation.co.uk/ Connect with Col:Instagram: https://www.instagram.com/col.cambro/Email List: https://colcambro.kit.com/30bde23b0cPatreon: https://www.patreon.com/ColCampbell

In this video, I sit down with rev ops expert Pasha and Adem to unpack why revenue is really an architecture problem, not a sales problem. We get into cutting through the AI noise, why your CRM ends up as a record of optimism, and what it actually takes to get sales, marketing, and success working as one unit.We cover:→ Why the hardest part of rev ops today is separating what's real from the AI hype→ How stacking tools and methodologies on a broken operating system only compounds the mess→ Why your CRM fills up with inflated pipeline and deals that advance on optimism→ How misaligned incentives pull sales, marketing and success in different directions→ The simple cataloging questions most teams still never ask their buyersIf you are a founder, rev ops leader or B2B marketer drowning in tools and dashboards but still can't get clean data or a straight answer on which accounts are actually in market.Tune in and learn:→ Why revenue is an architecture problem and what that changes about how you build your systems→ Where AI genuinely helps in the sales motion and where it just makes better spam→ How to spot the difference between real alignment and another meeting that changes nothing→ Why marketing was never equipped to decide who's in market, and who should own it instead→ Practical, bite size AI use cases that actually move the needle without a 90th operating system-----------------------------------------------------

Depuis le Raise Summit, organisé les 8 et 9 juillet 2026 au Carrousel du Louvre à Paris, PPC propose une synthèse incarnée d'un échange entre Anton Osika, cofondateur de Lovable, et Mark Cuban, entrepreneur et investisseur américain.Et si l'intelligence artificielle permettait enfin à chacun de passer plus facilement d'une idée à un produit, d'une intuition à un prototype, d'un problème concret à une solution utilisable ?PPC explore dans cet épisode la transformation du « droit d'entrée » dans l'entrepreneuriat. Car lorsque l'IA permet de créer un logiciel, de mettre en place un paiement, un CRM ou un workflow sans équipe technique, sans budget considérable et sans armée d'experts, elle réduit la distance entre l'idée et l'action.Mais la magie s'arrête là où commence la réalité de l'entreprise : données, droits d'accès, ERP, gouvernance, sécurité… Pourquoi l'IA, si simple lors d'une première démonstration, devient-elle si complexe lorsqu'il faut réellement l'intégrer ? Et derrière tout cela demeure une question essentielle : la confiance. Car une IA ne vaut pas seulement par ce qu'elle produit, mais par sa capacité à être fiable, compréhensible, robuste et à rendre davantage de personnes capables d'agir.Un épisode de Connected Mate sur l'entrepreneuriat augmenté, la démocratisation de la création et cette frontière décisive entre la magie apparente de l'IA et la mécanique solide qui doit exister derrière.Découvrez NoteTaker AI, l'une des premières applications françaises conçues pour exploiter tout le potentiel d'Apple Intelligence. Disponible gratuitement sur l'App Store.Pour suivre les actualités de ce podcast, abonnez-vous gratuitement à la newsletter écrite avec amour et garantie sans spam https://bonjourppc.substack.com Et pour découvrir l'ouvrage de PPC préfacé par Serge Papin, rdv ici Réinventez votre entreprise à l'ère de l'IAHébergé par Ausha. Visitez ausha.co/politique-de-confidentialite pour plus d'informations.

How to build the right roofing business instead of chasing someone else's roadmap.Episode DescriptionEvery roofing owner wants to grow.But before you spend another dollar on marketing, hire another salesperson, or invest in a new CRM, there's one question you need to answer.What are you really trying to build?In this solo episode, Dave Sullivan shares the exact process he uses before working with a new coaching client. Instead of jumping straight to marketing or sales, he starts by understanding the owner's goals, diagnosing the business, and identifying the real constraint that's holding the company back.You'll learn why the problem you think you have is often just a symptom—and how defining the right destination leads to better decisions, better systems, and more profitable growth.In This Episode:Why the problem you call about is rarely the real problemWhy every roofing business needs a different roadmapThe first things Dave reviews before meeting a new clientHow your website and Google reviews reveal hidden opportunitiesWhy "Sell Work • Do Work • Keep Score" is the foundation of every roofing businessThe numbers every owner should understandHow to identify the biggest constraint in your businessWhy profit and freedom often matter more than growthFree ResourceDownload Dave's FREE One-Page Business Plan.Before you worry about more leads, get clear on your destination, your ideal customer, and the business you're trying to build.

https://youtu.be/RI_6ZvdjVuE Matt Andersen, CEO of Westlake Securities, LLC, is driven by a mission to create value that changes lives by helping business owners follow the 4 Steps to Creating Equity Value, intentionally grow their companies, maximize enterprise value, and achieve successful liquidity events. Through strategic planning, disciplined execution, and a purpose-driven approach, Matt has helped companies achieve significant growth while empowering entrepreneurs to build businesses that create lasting financial and personal impact. We explore Matt Andersen’s Reverse Engineer Your Outcomes Framework — Define Your Financial Goal and Timeframe, Design a First 100-Day Plan, Build an Annual Plan, and Adjust and Reset Quarterly. Matt explains why business owners should reverse-engineer their desired financial outcome before creating a growth strategy, how a focused 100-day plan builds early momentum and accountability, and why quarterly adjustments keep organizations on track toward long-term goals. He also discusses how thought leadership, educational content, internship programs, and AI-powered client experiences have fueled Westlake Securities’ growth while helping entrepreneurs achieve private equity-like results without giving up ownership of their businesses. — 4 Steps to Creating Equity Value with Matt Andersen  Good day. Steve Preda here with the Management Blueprint Podcast, and my guest today is Matt Andersen, the CEO of Westlake Securities, LLC, the number one lower middle-market investment bank in Central Texas, focused on advising companies seeking to intentionally grow or obtain liquidity. He’s also the author of Intentional Growth, as you can see behind him on the screen. Matt, welcome to the show.  Hey, Steve. Thanks so much for having me. I’m super excited to be joining you on today’s show.  Yeah. I love the title of the book and the cover. This is exactly what you want to do with companies, right? You intentionally want to grow them, and then you want to grow their value and create great exits, which I’m sure you have a lot to tell us about. Yeah, that’s exactly right. Our business model… Taking a quick step back, I’m CEO of Westlake Securities, as you mentioned, a lower middle-market investment bank. A lot of the companies we work with, we’re really helping them grow. That’s about half our business. The other half of our business is folks who, once they’ve grown and achieved a certain position or value in the organization and have gotten to a certain point in their career, might want to start thinking about liquidity, or maybe an ultimate exit plan for liquidity—not just for their financial tie-up in the business, but also for their time. So that’s the other half of what we do. We help people think through that next step.  Yeah, because you need both, right? If you have a lot of money but no time to enjoy it, that’s not really good. If you have a lot of time but no money, that’s not good either. So you need both.  That’s right. So yeah, the business fits really, really well. For a lot of our folks, we’re with them on very long-term journeys. In some instances, it’s been six, seven, eight, nine, even 10 years for them to grow the organization to a value that’s truly exciting for them, and then help them think about how best to monetize that once the organization has hit a goal based on size and time. Okay. That’s fascinating. So let me take a step back and ask you: what is your personal why, and how are you manifesting it in this business?  Yeah, that’s a great question. I think about it this way. A lot of companies have mission and vision statements. We actually do something a little different. We have a purpose statement. That purpose statement is: We create value that changes lives.Share on X At this point in my career, if you define careers as you would maybe a sporting event, I’m probably in the third quarter of my career.  One of the things that gets me excited every day is a transaction, for instance, that we had about two weeks ago. There were about eight people who had a truly life-changing experience in a positive way. That’s really neat. In addition to those eight people, there was a group of four people who became shareholders for the first time in this organization. It was really neat. Those sorts of conversations are really fun to have. So creating value that changes lives is really important. We tend to think about that holistically too. For our team, we've been fairly blessed with growth.Share on X  Then, if you think about the full cycle back to the community, we typically pick one charitable organization each year, and we try to make an impactful donation to that one charitable organization. So I think, from client to team to community, that holistic vision is what gets me skipping into work every day.  Yeah. I mean, if you can change your clients’ lives and you change your team members’ lives for the better, that’s very powerful. That’s very empowering. Yeah. And then to see that roll through the community is even… Yeah, it’s pretty neat. It’s pretty neat to see.  So that’s the third leg of the stool: the clients, the team, and your community.  That’s right. You’re really embedded in there. My question is, how do you do that? Do you have a framework for changing these lives? Obviously, you wrote a book, so maybe it’s the spine of the book that you might share with us, or maybe another framework. This podcast is all about frameworks.  So what is a three- to five-step process, or maybe three or four ways to look at something, that informs you or your clients? Or it can be anything that helps you streamline things in your business and make things simpler, which our listeners might benefit from and interpret in their own way.  Yeah. I’m a big framework fan, which is part of the reason I was excited to join the podcast, because I think about things that way. Especially if you figure out what works over time, the goal is to replicate that. Just like a manufacturing facility figures out how to make everything from a microchip to a pair of shoes, and they keep doing the same thing repetitively, I think frameworks in business, if they’re given enough flexibility, can be hugely powerful.  I’ve written two books. Completing the Deal is my first book. “Intentional Growth” is my second book. Intentional Growth is really about organizational growth, and the book is full of great frameworks.Share on X But if I were to share the one I believe is the most impactful—and it’s also fairly simple—it would be this: Reverse-engineer your desired outcome upfront.  So often, businesses we come into contact with know they want to grow. They know they want to achieve certain things. But oftentimes, they haven’t done a great job of defining two things: The timeframe they want to do it in, and the level of achievement they want to get to. One of the things we tend to see in business is that people will make a budget, for instance. They’re going to pull in a sales backlog and a CRM report. A customer did X last year, so we’ll just add 4%, and they’ll do Y this year.  We’ll hire a couple of people. That can be a way to budget. But I think the better way to approach budgeting is, once you’ve reverse-engineered the course, to say, “Over the next five years, we’re going to get from here to here.” Then really think about that as a stair-step process, almost like the path behind me. If we need to go from here to here, year over year, how do we actually grab that growth out of the marketplace? How do we make sure that we’re on the right path?  One of the things we spend a lot of time on with companies we're helping grow is this reverse engineering.Share on X It’s a great framework. There’s a lot about it in the book. A couple of really important takeaways, probably the most important one I can share is the timeframe. What we’ve found is that three to seven years is the best timeframe. Anything less than three years starts to feel like there’s not enough time to actually see the seeds you’ve planted bear fruit. Anything longer than seven years…  Well, Steve, seven years is just a long time. It’s hard to predict cycles and things of that nature. By default, absent another driving force, we tend to think in five-year increments. Kind of split the difference. Five years. The other framework we really focus on is picking a financial destination that’s truly impactful. A lot of times, when people think about the stress of business growth, part of the reason it’s stressful instead of exciting is because they’re worried about growing 8% to 10%, or maybe 12%. That’s good growth. It’s nice.  But it’s not exciting. To me, that feels more like a burden than excitement. If you went into your business planning thinking, “Over the next five years, we’re really going to 3X the size of the business, 4X the size of the business, maybe even 5X the size of the business…” Then, in order to achieve that, we need to hit Y growth over the next 12 months.  That really reshapes what might otherwise be a stressful scenario based on anecdotes into something much more exciting and engaging. Those are the two main frameworks: Time and a financial outcome that would truly be exciting. That’s the premise the book starts with, and it’s something we use all the time, every day.  So that’s interesting. If I were to translate it into a three- to five-step framework or process, what’s step number one? Is it defining the financial destination, or is it the timeframe?  So, number one, those two things are probably going to go together. Timeframe and financial outcome. From a framework perspective, first we’re going to set that destination. Then we’re going to move into the other pieces. Step two is likely going to be creating a 100-day plan. Why do we want a 100-day plan?  Because we want to make sure tomorrow is going to be different from today. Again, it’s one of those things where a 30-day plan is too short, and a six-month plan is too long. A 100-day plan is a way to jump-start a growth plan, and we really want to see a few things from it. One is some early wins, because we’re all wired that way. The more we win, the more we want to play the game, right? Yeah. So you do want to have some early wins.  You want to have some visibility. Organizationally, we plan to communicate the goals and objectives of our destination and outcome, what our 100-day plan is, and then accountability. Accountability to outcomes. Those are the three main things we want to see from that 100-day plan, even though there are a lot of details. Step three would be a one-year plan because we really want to say, “Okay, we’ve got this timeframe. We’ve got this destination we want to get to. We’ve got a 100-day plan to jump-start it.  Now we have a one-year check-in.” From that one-year point, in addition to things like KPIs or Rocks—or whatever an organization uses to manage accountability to outcomes—we want to reset the sails every quarter to six months going forward. But the 100-day and one-year plans are really important to making sure we’re off to a good start on our journey to get where we want to be in five years.  Love it. So that’s interesting. It’s more of a bottom-up approach. Some people preach a top-down approach. You do have a top as well because you have a financial destination three to seven years out. That’s fascinating. You also follow the private equity idea of a 100-day plan, so it aligns with that approach too. One of the things I like to talk about with clients is, how can we create private equity without private equity? How can we get private equity results without having to give up a chunk of the pie? So that is fascinating.  Yeah. And that’s a big part of it. Anyone who’s looking for that message is really going to gravitate to this book. What I do tell people is, you don’t have to sell to grow, but you do have to plan. This is a great framework for doing that, based on 27 years of personal experience and 23 years of firm experience. I’ve personally helped 40 companies achieve seven-, eight-, and nine-figure growth in enterprise value, and we’ve closed $5.7 billion in transactions. All of that feeds into this book, which I think people can use to find a better path—and a proven guide—toward growth without having to give up control.  Yeah. I love it. So tell me, Matt, what drives growth in your business at Westlake Securities?  I think there’s a few things that have been helpful to our growth. Number one, we’ve been fortunate to be in markets that are robust. So we do have a bit of a perfect storm going on right now. There’s a lot of capital available. There are a lot of tools available. And we’ve got an aging demographic of business owners. All of those things are creating this perfect storm of either growth or liquidity.  These conversations are happening more now than they ever have in the last 27 years of my career. It’s unbelievable. These conversations went from things people talked about maybe once a year to, for some organizations, getting outreach every week from somebody who wants to talk to them about a growth investment or buying their business. These topics are coming up more and more, and I think in a much more impactful way.  So number one, there are a lot of favorable market dynamics. Number two, we have the history and track record that’s helpful when a business owner is asking, “Can this company really help me grow?” or “Can this company really help me sell?” We’ve got a great track record for that. That track record is built on, number three, our team.  A lot of our people have spent time with Fortune 1000 companies. They’ve worked for major banking organizations, run brands for Fortune 1000 companies, worked in private equity, or worked for other investment banks. So they bring tremendous experience. And then, last, is our process. Part of the reason for creating the two books is to be very transparent about what our processes are and to lead our advisory work by example.Share on X  We want to be transparent in how we think about helping companies either grow or obtain liquidity. I think those four legs of the stool are the reason we’ve been able to grow so much over the last few years.  You say the market is good because of the Silver Tsunami, as some people call it. Yeah. It’s kind of a cliché. And also the abundance of capital. Private equity has a lot of money to spend, as do strategic buyers. So I get that part. I also understand that you have great assets inside the company—your track record, your team, your processes, all of that. Then what happens? Do those people just find you, or do you actually have to intentionally do something to drive the growth?  Well, that’s well said. Just like we preach, we have to practice. Some of the ways we’ve been able to attract companies to our organization are through our digital presence. If you check us out on LinkedIn, we post a lot of great content there. We provide a lot of data. We do a quarterly deep dive by industry on where transactions have been. We share growth tips very openly. We provide downloadable resources.  The books have been helpful. The books have led to speaking opportunities. I speak internationally on the topics of capital raising, growth, and M&A. Lastly, joining awesome podcasts like yours has become one of our 2026 initiatives, and it’s been a lot of fun. It’s been amazing to see the response. Inevitably, somebody emails and says, “Hey, I saw your conversation with Steve. I thought it was pretty cool. Here’s something about my business.  How can you help, or what do you think?” For everyone, we’ve got something. For our ideal client, we obviously have our core services. For folks who are a little smaller, we’ve got a whole suite of workshops that range in cost and time commitment. Then, all the way down to a $17 or $25 book, which we feel is within everyone’s reach.  Part of this—and I’m sure you’re wired the same way—is just a pure passion for helping others find their own form of success. Whether it’s a $17 book, a multimillion-dollar capital raise, or a $300 million sale of a business, everywhere in between, we can provide someone with some element of value if they’re interested in engaging with us in a conversation. So that’s been helpful too.  Yeah, I love it. It’s very smart. You basically have a long-term view and a long funnel. You can connect with people at any stage of where they are and then support them through increasingly intensive ways.  Can I share with you the funniest one that I ever saw coming? Of course. We’ve always been big believers in giving back through university talks and internship programs. That’s been going on for some time, and it really took the next step in 2020 when all the internships were shut down. We were one of the early firms to launch a virtual internship program.  Now we’ve had over 1,000 interns go through our various internship programs, completing them from five different continents. Now those people have graduated. Several of them have been out of school for many years and are building their own careers. It’s been amazing to see that an experience they had when they were 19, 20, or 21 is now paying dividends five to ten years later. That’s one I never saw coming. We always did it as a way to give back. But it's been interesting to see it become a long-term brand-building exercise and a positive way of giving back to the community that has honestly created more opportunities than I ever would have thought.Share on X That’s amazing. So you created all these ambassadors, then, that I think will bring you clients.  You know, that wasn’t probably the intention when we started. But we’ve had people come back and tell us, “Hey, that internship changed the course of my career.” We’ve had parents whose kids got their first job out of school after doing an internship with us say, “Hey, I can’t guarantee you’re going to get the project, but I at least want to offer you the opportunity to participate because I appreciate what you did for my son or daughter during that internship.” So that’s been really cool. Again, it’s this kind of karma, give-back mindset.  Yeah, I love it. That is very valuable. These days, internships are really challenging to come by, so they can be a really valuable building block for young people. So let me switch gears here and ask you another question. What’s one thing that you’re trying to figure out in your business right now?  That’s a great question. We’re laser-focused on a couple of things. I would say one that a lot of businesses are going to share in common is AI and implementing what I’m calling the light side of AI. I feel like there are really three views of AI in the marketplace. One is a group of people who are still asking, “What does AI stand for?” We’ll put them off to the side for a second. Then there’s the light side and the dark side conversation going on.  The dark side is more about automation leading to job elimination. The light side is really about how we elevate the customer experience or the client experience. How do we elevate what our people are doing and delivering every day? That’s really the area we’re focused on. We have a strategy inside our company as it relates to AI, but the simplest way I can describe it is that we're going to be customer-centric—client-centric—in what we do with AI.Share on X  We want to create the best experience for those who engage with us by using better technology to do it. That’s really a major focus for us in 2026. The other focus is making sure that Intentional Growth gets off to a great start. It’s available for pre-order right now. It’s debut week for pre-orders. It hit number one in four categories. It officially launches in October. The book, speaking, workshops—the whole growth initiative—is really important for our firm, but also for the people we come into contact with.  Who wouldn’t want to grow their business and increase its value by $5 million, $10 million, or $50 million over a reasonable period of time? I think most people who decided to go down the entrepreneurial path did so with the hope of creating abundance. The only way to create that abundance for themselves, their customers, their employees, their vendors, and all their key stakeholders is to grow the organization. So AI and Intentional Growth are our two main business challenges and opportunities for the year.  Yeah. That’s great. And hitting number one in four Amazon categories on pre-order, that is actually very rare. So you must be doing something right there. Either you have an amazing PR machine, or the book is just very, very good. Well, I’m hoping it’s the latter—that the book is going to be that good. I do think the first book created a nice foundation. There are thousands of copies in print. It got a lot of great feedback on Amazon. It’s been used by universities, industry groups, and others. So I think there’s a nice nucleus of potential readers for book number two.  I’m really excited because Intentional Growth is going to be much more interactive than the first book. It’s going to include downloadable forms and AI-powered interactive tools at the end of each chapter, so readers can take what they’ve learned in that chapter and immediately translate it into practical tools for their business.  My hope is that it gets into the hands of any business owner or organizational leader—from someone at an early-stage company to someone running part of a large publicly traded company. If they have a real desire to grow and are looking for a better path to do it, my hope is this book ultimately finds its way into their hands. Yeah, definitely. So if people would like to connect with you, obviously they can go to Amazon and buy Intentional Growth by Matt Andersen.  Yeah.  Definitely do that. And where else can they find you?  There are a few places. Book-wise, Amazon first, then all the major retailers—Barnes & Noble, Porchlight, and others. Both books are available now, and Intentional Growth will ship in October. I would encourage people to find us first and foremost on LinkedIn. I do a lot of personal posts there. We also host events. Westlake Securities has a strong presence on LinkedIn as well. Again, we share a lot of events, free content, and free data.  We spend six figures a year purchasing proprietary data and organizing it in a way that’s useful for business owners to understand trends, valuations, what’s happening in the capital markets, the cost of debt, how much equity was invested in private companies last quarter and last year. There’s a lot of great free information available through those two resources. I also do quite a bit of speaking. If you’d like to attend a talk, I speak internationally on capital raising, growth, and M&A.  That’s amazing. So definitely check it out. Check out Matt’s LinkedIn, especially the quarterly market reports. Those are going to be very interesting. I’m sure you’re using your six-figure database to produce some great charts. So check that out. Buy Intentional Growth, and see how it can help your business. I love your framework—the reverse-engineering idea. You really have to know where you want to get to, how much time you have, and then figure out what it takes to get there.  What’s going to be that above-10% exciting growth rate that’s going to 3X or 5X your business? So thank you, Matt, for coming and sharing your wisdom. And if you’re listening out there, make sure you follow us on LinkedIn, subscribe on YouTube and Apple Podcasts, and leave us a review, because every week I bring you an exciting entrepreneur who’s growing their business. So thanks for coming, Matt, and thanks for listening. Thank you, Steve. I appreciate you having me. To everyone listening out there, best of luck until we interact next. Let’s grow. Important Links: Matt's LinkedIn Matt's  website

Cliff Sentell co-founded Compass Professional Health Services in Dallas in 2005, where he and two partners each put in $20,000 and bought a single server. They started in healthcare price transparency, reverse-engineering the cost of specific procedures on specific plans out of billions of insurance claims. The first idea, selling to consumers, flopped, because frustrated patients wouldn't pay $20 to $30 a month for guidance they saw as nice-to-have. So they pivoted to employers, who were footing the bill for their workers' poor healthcare decisions, and wrapped the data in a tech-enabled service: an app, "health pros," and a custom CRM. Compass reached about $1 million in revenue in three to four years, grew from $3 million to $10 million fast, and scaled to roughly $30–40 million with 200 employees and Fortune 100 clients, T-Mobile its largest. They turned down growth equity investors to keep control and equity, funding growth off their own balance sheet. In 2018 Alight acquired Compass — mostly cash with a multi-year earnout — and revenue tripled inside Alight within three years. Today Cliff is a partner at Cypress Growth Capital, where he invests non-dilutive capital to help bootstrapped SaaS founders growth faster. The Cypress thesis is simple: in the AI era, industry domain knowledge is the moat, not features. Key Takeaways Sell To Payers — Frustrated consumers won't pay; find the customer whose real problem costs them money. Protect Your Equity — Declining growth equity kept control and made the eventual exit worth multiples more. Exit Isn't The End — After the acquisition, Compass re-found product-market fit and tripled revenue inside Alight. Flexible Beats Restrictive — Royalty funding flexes with cash, avoiding debt covenants and the loss of control equity brings. Outcomes Over Models — Value created, not the recurring-revenue label, now decides whether a company scales. Quote from Cliff Sentel, Partner at Cypress Growth Capital "The biggest thing that's changed now with AI in SaaS is differentiation. If you're really good at something, if you have domain expertise that other people can't do, and you add AI to that, your moat of better knowledge and capabilities gets wider. "That's fundamentally our investment thesis right now at Cypress. Can we find companies that are really good at a very specific domain capability, that have proprietary data, that create the system of action their customers use — feeding that information back into the knowledge set and building the moat wider and wider? "This is a moment where knowledge and expertise are at a premium. Not software, not how much you've built. How much do you know? That's what you're capable of achieving."  Links Cliff Sentell on LinkedIn Cypress Growth Capital on LinkedIn Cypress Growth Capital website Compass Professional Health Services (now Alight) Podcast Sponsor – LaunchBay LaunchBay helps B2B software companies automate client onboarding and implementation so customers activate faster and everyone stays aligned. If your onboarding includes data collection, setup steps, approvals, training, or any level of customization, LaunchBay replaces the messy mix of emails, spreadsheets, and meetings with a clear, all-in-one onboarding system. Teams use LaunchBay to onboard clients faster, stay on top of follow-ups automatically, and deliver a smoother experience, without hiring more people or adding more tools. Visit launchbay.com/practical and get 25% off your first 3 months on any LaunchBay plan. The Practical Founders Podcast Tune into the Practical Founders Podcast for weekly in-depth interviews with founders who have built valuable software companies without big funding. Subscribe to the Practical Founders Podcast using your favorite podcast app or view on our YouTube channel. Get the weekly Practical Founders newsletter and podcast updates at practicalfounders.com. Practical Founders CEO Peer Groups Be part of a committed and confidential group of practical founders creating valuable software companies without big VC funding.  A Practical Founders Peer Group is a committed and confidential group of founders/CEOs who want to help you succeed on your terms. Each Practical Founders Peer Group is personally curated and moderated by Greg Head.

This week on the show we're discussing a real life example of how home service businesses operate when they don't have their systems dialed in. Without the proper CRM and real processes, you and your team are winging it. You're losing time and money while everyone's frustrated because they're not on the same page.In this example a large landscaping project was what the homeonwere needed. They called 10 different companies and only one called back.Those other companies lost money just by not having a process in place to return calls.What stands out in this situation are massive opportunities to streamline operations. Between a three-hour scope meeting, handwritten quotes, and communication happening through personal cell phones, there's clear potential to implement software and systems that would transform how the business operates.When business owners say cash flow is the problem, maybe it's time to take a look at a few simple things: Where are you spending your time? Are there some processes that could be automated? Is it time to let go of the old ways of doing things and update by bringing in software?HighlightsManual quote process means your team is never on the same page.Being the one who answers the phone is the simplest way to stand out make sure you have a system for callbacks.Operations are the foundation - everything else builds on that.Implementing a communication platform shows professionalism and streamlines communication so your team isn't texting clients from their personal phones.Get in touch with us:Check out the Blue Collar BS website.Steve Doyle:WebsiteLinkedInEmailBrad Herda:WebsiteLinkedInEmailThis podcast uses the following third-party services for analysis: Podtrac - https://analytics.podtrac.com/privacy-policy-gdrpOP3 - https://op3.dev/privacy

In today's Cloud Wars Minute, I look at why Salesforce's new Help Agent represents a major shift toward performance-based enterprise AI. Highlights 00:03 — Salesforce is launching the Agentforce Help Agent, a pre-built AI customer service agent that customers can deploy in a matter of minutes. It's designed as an alternative to custom-built agents, connecting to existing Salesforce knowledge articles and support content, which means only minimal configuration is required. 00:23 — I'm going to walk you through the features of this new agent before getting to the part I'm most excited about, and I think you will be too. The agent was built on the Agentforce platform and uses the Salesforce Data Cloud and CRM data for context, incorporating the responsible use and governance policies there too. 00:43 — It delivers enterprise-grade customer support by answering customer questions, troubleshooting issues, escalating complex cases to a human support agent. Salesforce validated the agent internally before the launch, and the company has reported that its own Help Agent handled 4.3 million customer conversations and resolved around 70% of inquiries autonomously, really showcasing its effectiveness. 01:16 — Here's the kicker: the new Help Agent operates on a resolution-based pricing model. This means that customers are only charged when the agent successfully resolves a customer's issue. There's no charge if the conversation is handed off to a human agent before resolution, and this approach is quite groundbreaking. In many ways, Salesforce is testing a new pricing model for enterprise AI. 01:50 — From an AI in the workplace perspective, this agent operates on a performance-based pricing scenario, similar to how a gig worker is paid for successful tasks completed, right? So, Salesforce is not the first company to use outcome-based pricing for software, but bringing it to Agentforce and pushing it further into enterprise AI is remarkable stuff and a great step forward from Salesforce. Visit Cloud Wars for more.

What happens when wholesale distributors realize “CRM” is no longer the real conversation, growth, data, AI, and sales enablement are?In Episode 198 of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton unpack the shift they saw firsthand at the Affiliated Distributors Functional Success Summit: distributors are moving beyond traditional CRM adoption questions and toward connected data systems, AI-enabled sales strategy, and future-proofing distribution. The episode connects macroeconomic uncertainty, supply chain risk, AI governance, human judgment, and enterprise growth strategy to the real decisions facing wholesale distribution teams today.What You'll Learn:Why distributors are moving past traditional CRM conversations and focusing instead on how to help sales teams create more value, become more consultative, and grow revenueHow CRM-ERP integration, data warehouses, e-commerce platforms, marketing automation, and disconnected point solutions can limit customer visibility unless they are unified into a true enterprise growth platformWhy inflation measurement, interest rate uncertainty, and prediction markets matter to revenue leaders in distribution making investment and growth decisionsHow Strait of Hormuz disruption, Suez Canal risk, oil volatility, plastics, fertilizers, helium, and global logistics instability can ripple through manufacturing and wholesale distributionWhy AI still needs human judgment, oversight, and strategy, and why many companies miss expected ROI when they assume full automation instead of building a realistic digital transformation planEpisode Highlights:01:16 – Lessons from the Affiliated Distributors Functional Success Summit and why sales enablement is replacing traditional CRM talk03:55 – Why disconnected data across ERP, marketing automation, e-commerce, and point software creates risk for distributors06:37 – Episode 198 begins: how Around the Horn connects the economy, supply chain, M&A, sales, marketing, AI, and robotics to wholesale distribution08:30 – LeadSmart's Meridian 360 Enterprise Growth Platform and the move from Smart CRM to broader business growth engines12:32 – Inflation cooling, gas prices, and why energy volatility still affects distributors, manufacturers, fertilizers, heavy minerals, and supply chains15:23 – Kevin Warsh, Fed measurement reviews, CPI, PPI, the 2% inflation target, and the need for more real-time data20:25 – Prediction markets, PolyMarket, Kalshi, and whether betting markets can offer useful economic signals27:17 – Strait of Hormuz risk, Iran, shipping disruption, oil exposure, the Suez Canal, Houthi rebels, and what it means for global supply chains43:02 – AI watchdogs, model testing, DeepMind, Fable, Mythos, and the role of government QA for high-powered AI systems48:38 – Human judgment in the age of AI, digital twins, job displacement fears, and why AI ROI depends on data readiness and realistic automation expectations56:00 – APR Supply's sales tool adoption gains and how better sales technology can support outside sales revenue growthTools, Frameworks, and Strategies Mentioned:LeadSmart TechnologiesMeridian 360 Enterprise Growth PlatformSales CompassSmart CRMSales Co-PilotAI Co-Pilot for SalesCRM-ERP IntegrationCRM Data Enrichment with AIHidden Revenue DetectionSales Automation Without Losing the Human TouchFuture-Proofing DistributionHybrid Selling ModelsConsultative CommerceData warehouses and data lakesMarketing automationE-commerce data integrationERP data unificationAI-enabled business intelligencePrediction marketsPolyMarketKalshiCPI and PPI measurement reviewsAI model QA and AI watchdog conceptsHuman judgment in AI strategyAPR Supply sales tool adoptionMaster of Distribution Management programClosing Insight:The episode's central message is clear: the future of distribution is not about buying more disconnected technology. It is about connecting data, people, process, and AI into a strategy that helps teams sell smarter, serve customers better, and make better decisions under uncertainty.Leave a Review: Help us grow by sharing your thoughts on the show.Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/Join the conversation each week on LinkedIn Live.Want even more insight to the stories we discuss each week? Subscribe to the Around The Horn Newsletter.You can also hear the podcast and other excellent content on our YouTube Channel.Follow us on Facebook, Twitter, Instagram, or TikTok.

Send us Fan MailData-driven nonprofit fundraising can strengthen donor retention, improve communications, and support better decisions—but the numbers can't replace human judgment!  In this Fundraisers Friday conversation, Julia Patrick and Tony Beall explore how nonprofit teams can use donor data, CRM systems, and artificial intelligence without losing the relationships that inspire generosity.Fundraisers now have access to an enormous range of information: giving frequency, donor lifetime value, campaign results, email engagement, event attendance, volunteer history, budgets, and predictive analytics. The challenge is not simply collecting more data. It is deciding which information deserves attention and how it should influence fundraising strategy.Tony recommends beginning with the areas carrying the greatest opportunity or risk, even if that means studying only the top or bottom 10%. Rather than attempting to measure everything, teams can begin with donor retention, giving patterns, and communication performance.“Data can help guide us to a decision point, but it doesn't make the decision for us,” Tony says.That distinction becomes especially important when nonprofits evaluate corporate gifts, partnerships, vendors, or AI platforms. A financially attractive opportunity may still conflict with the organization's values, reputation, or mission. Gift-acceptance policies and AI-use policies can help leaders make consistent decisions before a difficult situation develops.Julia also raises an increasingly urgent operational concern: where does donor information go when it is entered into an AI system? Nonprofits may be working with sensitive financial, behavioral, and relationship data. Protecting that information is fundamental to maintaining donor trust.The duo also challenge organizations to consider whether their CRM is strengthening relationships—or becoming a substitute for them??  Julia asks, “If your database or your CRM went down tomorrow, do you still know your donors?”Key Takeaways:Prioritize donor retention, giving frequency, and communication response before expanding the dashboard.Treat data as decision support—not an automatic answer.Create gift-acceptance and AI-use policies as part of organizational risk management.Test fundraising messages against audience behavior rather than internal preference.Protect donor information when using AI, CRM, accounting, and HR platforms.Invest in software training and adoption—not merely software licenses.00:00:00 Is Fundraising Becoming a Data Job?00:01:32 How to Avoid Fundraising Data Overload00:03:04 Data Should Empower Fundraisers—not Define Them00:05:54 When Intuition Conflicts With the Numbers00:07:02 Data Cannot Make Ethical Decisions00:09:31 Bias, Vendor Selection, and Better Decision Rubrics00:10:36 Why Every Nonprofit Needs a Gift Policy00:12:50 Which Fundraising Metrics Should Come First?00:14:59 Measuring Marketing and Communication Performance00:17:48 AI Ethics and Protecting Sensitive Donor Data00:20:57 Predictive Analytics for Fundraising Decisions00:22:32 Would You Know Your Donors Without Your CRM?00:25:47 Investing in Fundraising Technology and Training#TheNonprofitShow #NonprofitFundraising #FundraisingStrategyFind us Live daily on YouTube!Find us  Live daily on LinkedIn!Find us Live daily on X: @Nonprofit_ShowOur national co-hosts and amazing guests discuss management, money and missions of nonprofits!  12:30pm ET   11:30am CT  10:30am MT  9:30am PTSend us your ideas for Show Guests or Topics: HelpDesk@AmericanNonprofitAcademy.comVisit us on the web:The Nonprofit Show

In this episode, we explore the recent settlement between Evolution and the UK Gambling Commission, the strategies to prevent unlicensed use of gaming content, and the ongoing efforts to regulate gambling sponsorships in sports. Join us for insights into industry compliance, regulatory challenges, and the future of responsible gaming.Key TopicsEvolution's settlement with UK Gambling CommissionStrategies to prevent unlicensed use of gaming contentRegulatory challenges in gambling industryImpact of sponsorship bans on sports teamsRole of geo fencing and technical controlsHost: Charlie HornerGuest: Joe StreeterProducer: Anaya McDonaldEditor: Anaya McDonaldLearn how Optimove's Positionless Marketing is changing how iGaming teams operate. Discover how operators are using Optimove's Positionless Marketing Platform to launch personalised CRM campaigns, dynamically change casino lobbies and bet slips, and create engaging gamified experiences. Learn more at optimove.com.Finally, remember to check out Optimove at https://hubs.la/Q02gLC5L0 or go to Optimove.com/sbc to get your first month free when buying the industry's leading customer-loyalty service. 

You may think your intake team converts 98% of your qualified cases—but when you audit every lead, there's a good chance that number doesn't reflect reality. Yani Smith, the CEO and Founder of Legal Intake Pros, a nationwide fractional intake operations company, explains why the numbers so often fall apart once she puts them under a microscope. Through intake audits, CRM implementation, coaching, quality control, and business intelligence, Yani Smith's team helps firms improve conversion rates and routinely delivers 50% growth in signed cases within six to eight months—with many clients exceeding 100% growth after a year. In this episode, she unpacks what really happens inside a professional intake audit. She discusses why speed-to-value has overtaken speed-to-lead, how firms should benchmark intake performance, why coaching matters more than hiring natural closers, and how the best-performing firms build systems that consistently turn marketing dollars into signed cases. You'll learn: Why PI Intake audits often reveal lower conversion rates than firms report. How speed-to-value improves signed case conversion more than speed-to-lead alone. What realistic intake conversion benchmarks look like for high-performing firms. How to structure intake teams as lead volume scales. Why coaching, quality control, and CRM strategy outperform guesswork in intake operations. If you want to dive deeper into intake strategies that actually move the needle, make sure you visit pimcon.org  to get your tickets to PIMCON 2026 in Scottsdale, Arizona.  Like what you hear? Hit Subscribe! We do this every week.  For more resources on how to dominate your market, visit us at Rankings.io. Subscribe to our newsletter and get the freshest news every Monday: newsletter.rankings.io Get Social! Personal Injury Mastermind w/ Chris Dreyer powered by Rankings.io is on Instagram | YouTube | TikTok

Accounts payable has produced multiple billion-dollar companies, yet its mirror image, accounts receivable, remains almost entirely manual at most enterprises despite decades of software spend. In this episode, Caitlin Leksana, co-founder and CEO of Fazeshift, explains why AR has remained unsolved and how her company's AI agents are changing that. A mechanical engineer turned BCG consultant turned founder, Caitlin came to the problem the hard way, doing her own AR by hand at a previous startup, and her outsider's view of a stubborn back-office chore is exactly what makes the conversation worth your time.What We CoveredA million AR analysts doing manual work in the USWhy accounts payable got solved and AR did notThe leverage imbalance between AP and AR departmentsThe swivel chair problem and fragmented data$200 million in unapplied cash on one balance sheetFazeshift as a context layer, not a rip-and-replaceWhy traditional SaaS and if-then logic could never scale ARThe collections, cash application, and AR inbox modulesHuman in the loop and building trust when AI touches moneyTraining agents on historical data and tribal knowledgeFrom Y Combinator to a Series A led by F-PrimeThe vision for the context layer and autonomous financeKey TakeawaysAR is the inverse of AP, and every bill is someone else's invoice, so the market is at least as large and mostly uncaptured.The real unlock is not the AI model but unifying fragmented data across the ERP, bank, CRM, and inbox into a single context layer.Human in the loop with full auditability is what earns risk-averse finance teams' trust, and it is how agents move toward full automation over time.Some of the best unsolved startup problems are the ones furthest removed from an engineer, because no one with the tools to fix them ever felt the pain.About Caitlin LeksanaCaitlin Leksana is the co-founder and CEO of Fazeshift, a San Francisco startup building AI agents for accounts receivable. She earned bachelor's and master's degrees in mechanical engineering from Georgia Tech, advised Fortune 500 companies at BCG, and earned her MBA at Harvard Business School before founding a crypto marketing startup and then Fazeshift. The company went through Y Combinator's Summer 2024 batch, raised a $4M seed led by Gradient Ventures, and announced a Series A led by F-Prime in 2026.Connect with Fintech One-on-One:Tweet me @PeterRentonConnect with me on LinkedInFind previous Fintech One-on-One episodes

Most home service companies think they're tracking marketing. They're actually tracking the wrong metrics.In this episode of Owned and Operated, John Wilson and Jack Carr break down how to measure marketing ROI the right way. They explain why cost per lead is often a misleading metric, how to build a marketing scorecard that actually helps you make better decisions, and the attribution systems they use to understand what's driving revenue across a growing home service business.They also discuss why blended marketing ROI matters more than individual lead costs, how to separate new customer revenue from recurring customers, the importance of clean CRM data, and why every owner—not their agency—is ultimately responsible for marketing performance.In This Episode:• Why cost per lead can lead you to the wrong decisions• The marketing KPIs every home service business should track• How to measure true ROI across every marketing channel• Building an attribution system that actually works• Why clean CRM data is the foundation of good marketing• How to separate new customer revenue from repeat business• The pitfalls of using lifetime value (LTV) to justify marketing spend• Why every owner should own their company's marketing scorecard————————————————

In this episode of the REDX Podcast, Tyler Fenn and Kent Brown take listeners behind the philosophy of Listing Academy and explain why they created a training platform focused on practical implementation rather than inspirational speeches. Drawing on decades of combined experience in real estate, coaching, prospecting, and sales leadership, they discuss the gaps they saw in traditional real estate education and how agents can bridge those gaps with repeatable systems and proven processes.Throughout the conversation, Tyler and Kent break down the complete listing operating system they teach inside Listing Academy, from generating conversations and capturing leads with context to nurturing relationships, converting appointments into listings, and continuously optimizing every step of the process. They discuss why documenting systems is essential for long-term success, how CRM automation and AI can eliminate repetitive tasks, and why the work done before a listing appointment often determines whether an agent wins the listing. They also share actionable marketing strategies, explain the importance of providing value throughout the buyer's journey, and highlight the resources available inside Listing Academy, including weekly live training, editable templates, scripts, marketing campaigns, and AI tools. Whether you're a new agent building your first systems or an experienced professional looking to create a more scalable listing business, this episode provides practical frameworks that can immediately improve your consistency and results.Here's What You'll Discover in This Episode...• Why tactical training creates better results than motivation alone.• How documenting systems helps eliminate missed opportunities and create consistency.• What the five-stage Listing Operating System looks like from lead generation to optimization.• Why the work before a listing appointment often determines whether you win the listing.• How to use CRM automation and AI to streamline repetitive business tasks.• Why nurturing contacts based on their buying journey creates stronger relationships.• How weekly marketing content keeps agents top of mind with their database.• What separates successful listing agents from those who operate reactively.• Why step-by-step implementation leads to lasting business growth.• How Listing Academy provides practical resources agents can immediately put into action.JUMP TO THESE TOPICS00:00 –

In this inspiring episode we sit down with entrepreneur, athlete, and BYU alum Brielle Watts, whose incredible journey proves that adversity doesn't define your future—it fuels it.Legally blind in one eye and with repaired vision in the other, Brielle refused to let her diagnosis dictate her destiny. Instead of walking away from sports, she made an unforgettable comeback through one of the fastest-growing sports in the world—Women's Flag Football—with her sights set on representing Team USA and competing at the LA28 Olympic Games.But her story doesn't stop on the field.Brielle is also the founder of Dot.it, an innovative tech startup helping reshape CRM, while leveraging the powerful BYU alumni network to accelerate growth. She also gives us an exclusive look at her exciting new media venture, On The Field – Sideline Stories, where authentic sports storytelling takes center stage.This conversation is packed with inspiration, entrepreneurship, resilience, leadership, innovation, faith, networking, and the relentless pursuit of purpose. Whether you're an athlete, founder, sports fan, business professional, or someone chasing a dream that others think is impossible, this episode will leave you motivated to bet on yourself.In this episode, you'll discover:

Mike Brewer welcomes back Jonathan Buckelew and Topher Stephenson, co-founders of CRE AI Studio (https://creaistudio.com/), for a concrete look at where AI actually pays off in commercial real estate. Jonathan is a multifamily asset manager and AI educator who has run portfolios of ten to twenty properties for over a decade and now oversees seventy-four. Topher is an AI strategist and educator focused on helping CRE professionals automate repetitive work and build systems that produce measurable value. The theme Mike sets for the episode is simple: show me the ROI, from hours to minutes.Jonathan walks through the workflow that once defined his second week of every month. Reviewing actuals versus budget across a large portfolio, flagging any line over 5% and 5,000 dollars, and reconstructing the reason for each variance by hand from the general ledger, prior notes, and past reports. At seventy-four properties, that work stretched into weeks. Now he points a Claude skill at his AppFolio actual-versus-budget report, and in minutes it reads every property, checks the ledger, compares prior report versions, and produces a per-property PDF explaining each variance and prompting the property manager to respond. Ten to fifteen minutes later, he has a finished product he can bring straight to his weekly management call.Topher widens the lens to the document-heavy nature of commercial real estate, where so much time disappears into moving information from one document into the place it needs to live. He describes pairing AI with automation so a lease, a purchase-and-sale agreement, or a new lead gets filed, extracted, and dropped into the CRM or transaction database automatically, with a summary email flagging anything worth a second look. The payoff, in his words, is bandwidth. Smart people freed to do the higher-level thinking they were hired for.The back half tackles the buy-versus-build question every firm is wrestling with right now. Topher argues it is rarely one or the other. Custom builds win when a task is specific, and the stakes are high, and off-the-shelf platforms win on speed, team adoption, and keeping pace with a field that changes daily. Jonathan shares his own arc from vibe coding everything to learning where the line sits. Build the specific, high-stakes tool with a partner who understands security and tech stacks, and keep buying the property-management and investment-management platforms you will never replicate on a weekend. The episode closes with a look at CRE AI Studio's six-week Claude for Commercial Real Estate cohort, six live hands-on sessions beginning August 13, 2026. Enrollment details and pricing are linked above and in the show notes.Call to Action: Name the one recurring report that eats your team's week. Point AI at that report first, wire in the discipline you already use to read it, and buy the week back for higher-level work. Then subscribe to the Multifamily Operations Daily Huddle, built for the operator in the trenches, not the one in the boardroom.CRE AI Studio: https://creaistudio.com/

Send us Fan MailMost teams push mini plans hard from October through March, then go silent the moment the season starts — right when they're creating new fans at every home game. In Episode 174, Jeremy Neisser makes the case that your warmest mini plan prospect is the fan driving home from tonight's game, not a cold name from last winter. He breaks down the psychology of selling to fans while the experience is still fresh, why teams stop even when they know better, and five tactics you can run this week to turn single-game buyers into repeat fans.KEY TOPICS COVERED• Why the fan who just attended is a qualified buyer — not a cold prospect — and how that erases the hardest part of the sale• The simple math that proves every home game produces a fresh list of mini plan prospects• The real reason fans buy mini plans (hint: it's not the sport) and how to sell to fresh emotion instead of faded memory• The ladder that moves a casual fan to a lifer: single game = acquisition, mini plans = habit formation, season tickets = loyalty• How to build packages from the games left on your schedule instead of waiting for a full season of inventory• Why in-season prospects are already warm — you have their email, phone, and attendance data right now• How selling mini plans in July feeds next year's season ticket pipeline before renewals even start• The organizational trap that quietly kills mini plan sales during the season — and the one-person fix for it• The commission problem that pushes reps toward big groups and away from mini plans• The 24-hour thank-you email that hits fans at their highest-value moment• The "two games in 30 days" CRM trigger that flags your warmest in-season leads• The limited-time ticket-credit offer that lowers the barrier to commit• Using a QR code on the video board to catch fans at peak enthusiasm• The post-game text that turns a first visit into a second oneTIMESTAMPS[00:00] — Jeremy spots the pattern: teams promote fireworks, giveaways, and bobbleheads front and center, but stop selling the one product built to create repeat buyers[00:56] — Why quitting mini plan sales in-season means walking past new fans you're creating at every home game[02:05] — Prospect vs. qualified buyer: the fundamental thing most teams miss about in-season selling[03:11] — The hottest lead in your database is the fan driving home from tonight's game[03:45] — Run the math on one game: 3,500 fans, 700 first-timers, 300 who had a great time — and why they should be on tomorrow's outreach[04:35] — The real reason in-season selling works, and it's not about tickets — it's fresh emotion[05:30] — Selling the day after asks fans to repeat what they felt; selling in October asks them to remember it[06:20] — You're not selling tickets, you're selling habits: how repeat attendance becomes a behavior pattern[07:00] — Mini plans as the bridge: acquisition to habit formation to loyalty, and walking fans up the ladder[07:44] — Five reasons in-season mini plan selling works[08:14] — Reason #1: Every home game is a lead-generation event — treat attendance as a list, not a number[08:43] — Reason #2: The remaining schedule is your inventory — package fireworks, rivalries, and flex nights intentionally[09:12] — Reason #3: Fans understand the value better after attending (the Chick-fil-A analogy)[09:41] — How the post-game follow-up feels like a reminder, not a sales pitch[10:08] — Reason #4: You already have their contact info — email, phone, and which games they attended[10:29] — Reason #5: In-season mini plans build next year's season ticket pipeline right now[10:58] — Why teams stop selling mini plans — and why it's not really their fault[11:25] — How game-day execution mode crowds out sales mode across the whole organization[12:19] — Mini plans disappear because nobody owns them anymore — not because nobody cares[12:46] — The commission problem: why reps chase $2,500 groups over $150 mini plans, and how marketing can help[13:15] — The fix: assign one person to own in-season mini plan selling and automate the outreach[13:45] — Tactic #1: The 24-hour thank-you email with a simple mini plan offer[14:11] — Tactic #2: The "two games in 30 days" trigger — flag repeat attendees as warm leads[15:10] — Why multi-game buyers are the warmest in-season list you can build[15:40] — Tactic #3: The limited-time ticket-credit offer that lowers the barrier to commit[16:10] — Tactic #4: A QR code on the video board to catch fans at peak enthusiasm[16:36] — Tactic #5: The post-game text to recent buyers the morning after[17:05] — This week's challenge: audit your CRM for one-game buyers nobody has personally contacted[18:04] — The main takeaway: acquisition, habit formation, loyalty — and why mini plans are the bridge[18:58] — Final reminder: the best time to sell the next ticket is while the experience is still freshCALL TO ACTIONIf you're building your second-half sales strategy, there's a lot more on this topic — reach out and Jeremy is happy to talk through how it could look as you export lists and work on selling more tickets in the back half of the year. And if the episode helped, leave a rating or review on Apple or Spotify to get it in front of more people trying to sell more tickets and grow their fan base.QUOTE PULLS"The hottest lead in your database is the fan driving home from tonight's game — not the one from last April." — Jeremy Neisser"The issue isn't that fans won't commit. It's that teams stop asking at the exact wrong time." — Jeremy Neisser"Sell a mini plan the day after the game and you're not asking a fan to imagine something. You're asking them to repeat something they just felt." — Jeremy Neisser"Single game tickets are acquisition. Mini plans are habit formation. Season tickets are loyalty. Mini plans are the bridge." — Jeremy Neisser"Mini plans don't disappear because nobody cares. They disappear because nobody owns them anymore." — Jeremy NeisserRegister for the upcoming July 23 webinar: REGISTERRevelocity Sports Sports Marketing Machine on LinkedInSports Marketing Machine on InstagramBook a call with Jeremy from Sports Marketing Machine

Back in 2017 when the Irish Tech News podcast was in its second year, one of my guests was Darya Yegorina  the founder of CleverBooks. In 2020 I caught up with Darya and did a written interview to see what happened since the podcast.Darya has recently launched a new venture Arventa, AI software designed in Ireland for Irish SMEs that helps to make business ops efficient and compliant, and to find out more about Arventa I caught with Darya .Darya talks about her background, Arventa, AI and more.More about Arventa:Arventa provides an all-in-one toolkit designed specifically for startups and freelancers. Our platform enhances productivity with tools for invoicing, proposals, CRM, time tracking, social media management, and compliance. Complementing, not replacing, accountants and accounting software, working seamlessly alongside them. Arventa's mission is to deliver an affordable solution tailored to meet the unique needs of micro businesses, helping them streamline their operations and achieve growth.

In this sponsored episode of The Edge of Show, we sit down with John Cheney, a veteran technology founder and the visionary CEO behind the General Artificial Intelligence Proficiency Institute (GenAIPI). John details his mind-blowing transition from hiring expensive development firms to utilizing "vibe coding" with platforms like Repl.it, demonstrating how he stood up a complete application infrastructure in just twenty minutes using a single architecture blueprint.The conversation dives deep into the strategic implementation of artificial intelligence within modern enterprises and the rollout of their brand-new neural architecture layer, GENA (Generative Execution Neural Architecture). Moving past standard AI experimentation, John emphasizes why true corporate transformation requires dedicated executive oversight, such as a Fractional Chief AI Officer, to successfully connect siloed databases, manage internal privacy permissions, and drive real-world business outcomes. Furthermore, they tackle the profound ethical realities of emerging tech, exploring why humanity's ultimate superpower remains active creation and why abdicating our stewardship to automated systems presents the ultimate existential risk to human agency.Support us through our Sponsors! ☕ Want to make content like ours? Sign up with Castmagic to make your creative process easy: https://bit.ly/CastmagicReferral Work smarter, grow faster. Automate your SEO, get AI insights, and manage all your clients in one place with Helm. Start today 50% off your first month at helmseo.com

Send us Fan MailMost organizations develop workflows gradually as teams expand, business requirements change, and new systems are introduced. Along the way, undocumented processes, manual workarounds, duplicate data entry, and unclear ownership often emerge without deliberate planning. Over time, these issues create operational inefficiencies, process bottlenecks, and inconsistent data that limit visibility and decision-making. A structured process audit helps organizations understand how work is actually performed across departments, systems, and stakeholders rather than how it is assumed to operate. By identifying gaps, redundancies, and opportunities for standardization, a process audit establishes a clear baseline for continuous improvement. More importantly, it creates the foundation for successful enterprise software initiatives, including ERP, CRM, supply chain, and digital transformation programs, by ensuring that technology investments are aligned with well-defined and optimized business processes.Video: https://www.elevatiq.com/events-and-webinars/how-to-audit-your-business-processes-a-practical-framework-for-operational-efficiency/Questions for Panelists?

Julie Deem shares how to turn your fears into fuel. Learn more about how she navigated her own personal fears in 2020.Episode Highlights:Fear is natural.Acknowledge your fear by asking yourself questions.Reframe your mindset around the fear.Learn more about the latest tool for dynamic professionals in the self-improvement industry, LyfQuest. A mobile CRM platform that's uniquely made for you!Learn more at: https://lyfquest.io/Instagram:USW Podcast ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠@uswkokomo⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Kalena James ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠@yesitskalenajames⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Julie Deem ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠@indymompreneur⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠--------------------------------------------------USW Kokomo ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Website⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Production by ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠The Business Podcast Editor⁠⁠⁠⁠⁠⁠⁠⁠⁠

For decades, referrals were the most dependable growth engine in tax and accounting.A client told a friend, “You should call my CPA.” An attorney made an introduction. A financial advisor recommended someone they trusted. And in many cases, that recommendation led directly to a phone call.That is no longer how the process works.The referral may still begin with a person, but before the prospect contacts your firm, they validate the recommendation. They search your name, visit your website, read your reviews, and increasingly ask ChatGPT, Gemini, Perplexity, or Google AI questions such as:Does this firm really understand my situation? Do they specialize in my industry?Are they the best fit? Who else should I consider?AI is now standing between the referral and the phone call.In this episode of The Growth Minded Accountant, Lee Reams and Rebekah Barton explain how the referral pipeline has evolved through three distinct generations:Referral 1.0: The word-of-mouth era, when trust in the person making the recommendation was often enough.Referral 2.0: The Google era, when prospects began validating firms through websites, reviews, local search results, and online reputation.Referral 3.0: The AI recommendation era, where AI does not merely help prospects find firms. It interprets the available evidence, compares options, and helps prospects decide which firm appears to be the best match.That distinction matters.A firm may have decades of experience, strong client relationships, and deep knowledge. But if that expertise is not visible through its website, content, reviews, FAQs, videos, and other digital evidence, AI may not understand when or why the firm should be recommended.Lee and Rebekah also introduce the idea of invisible referral leakage: referrals that firms never know they received because the prospect researched the firm, found insufficient evidence of relevant expertise, and chose someone else before making contact.The phone never rings. The lead never enters the CRM. The firm never knows the opportunity existed.The solution is not to chase every new marketing trend or become an online influencer. It is to make the expertise your firm already possesses easier to find, understand, and trust.The referral still begins with a person. But AI has become the gatekeeper. Ready to See Whether AI Understands Your Firm?Open ChatGPT, Gemini, Perplexity, or Google AI and ask the same questions your ideal clients might ask.Does your firm appear?Does AI understand what you specialize in?Does it find enough evidence to validate your experience?Which competitors are being recommended instead?That is exactly why CountingWorks PRO created the Free Digital Blueprint Assessment. We evaluate your firm's digital authority, reputation, content footprint, positioning, and visibility across today's AI-driven referral landscape.Then we provide a customized roadmap showing where your firm is strong, where it may be invisible, and what you can do to improve.Because today, it is not enough to earn the referral.You also have to get past the gatekeeper.Start your Free Digital Blueprint Assessment: CountingWorksPRO.com/start

Of course you need data to fuel your AI. You know what's just as helpful though?

What if one of the biggest obstacles to digital transformation isn't your technology stack, but the agreements connecting it all together? Recorded live at Docusign Momentum in London, this episode continues my conversations from the show floor by looking at one of the most overlooked challenges facing modern organisations. Companies have spent years investing in CRM platforms, ERP systems, HR software and cloud infrastructure, yet many of the agreements linking those systems together still rely on manual processes, email chains and static documents. Joining me is Stéphane Barberet, President of EMEA at Docusign. Having spent more than three decades helping organisations across Europe use technology to improve the way they work, Stéphane shares why he believes agreements have become one of the biggest blind spots in enterprise transformation and how AI is beginning to change that. We discuss why organisations are starting to view agreements as business intelligence rather than administrative paperwork, where businesses unknowingly lose value after contracts have been signed, and why removing friction from everyday workflows often delivers greater returns than simply introducing another AI tool. Stéphane also explains why organisations across financial services, healthcare, manufacturing and many other industries are all asking the same questions about AI, how leaders should approach adoption without trying to automate everything at once, and why measurable business outcomes matter far more than launching ambitious AI programmes. Throughout our conversation, we also explore how executives should measure success, what separates organisations making genuine progress from those still experimenting, and why the future of AI may be one where the technology becomes almost invisible, quietly improving the way businesses operate every day. After spending the day speaking with customers, executives and attendees at Momentum, one message kept coming back to me. The organisations creating the greatest value from AI aren't chasing the latest trend. They're solving meaningful business problems, building trust and helping their people spend more time on work that truly matters. Where do you see the biggest opportunities to remove friction from the way your organisation works? I'd love to hear your thoughts after listening and continue the conversation.  

Send us Fan MailThis week's enterprise software developments highlight the continued expansion of AI, workflow automation, and ecosystem connectivity across CRM, marketing, operations, and enterprise applications. Copado introduced Agentia, a Salesforce-first 360 delivery solution designed to streamline software delivery processes, while ECI Software Solutions added new AI capabilities to its Deacom and JobBOSS² platforms to enhance manufacturing operations. InvoiceCloud unveiled an AI-powered billing experience to improve customer interactions, and Pipefy announced a collaboration with Microsoft to strengthen workflow automation and enterprise productivity. Meanwhile, Airship expanded its fleet of AI agents to support customer engagement initiatives, and Clari and Salesloft introduced new capabilities aimed at improving revenue execution. Exclaimer deepened enterprise integration through its connection with Workday, HubSpot launched a solution focused on Answer Engine Optimization to help organizations adapt to AI-driven search experiences, Respondology introduced new tools for managing and engaging with social media comments, and StackAdapt released a live events campaign workflow tailored for sports advertising markets. Together, these announcements underscore how vendors are embedding AI and automation directly into business processes while expanding platform interoperability and customer engagement capabilities.In today's episode, we invited a panel of industry analysts for a live discussion on LinkedIn to analyze current enterprise software stories. We covered many grounds including the direction and roadmaps of each enterprise software vendors. Finally, we analyzed future trends and how they might shape the enterprise software industry.Video: https://www.youtube.com/watch?v=yOB2KlqraVsQuestions for Panelists?

Jen welcomes DYC Online Sales Coach Molly Adams to the podcast for a wide-ranging conversation about professionalism in online sales roles, covering everything from office setup and equipment to dress code and daily mindset routines. Housekeeping:Online Sales and Marketing Summit - October 1-2, 2026 in Austin, TX - We are in full-on summit prep mode - it is over 70% sold out - so you better get your ticket soon!Jen and Mike recently hosted a virtual online event covering the four things online sales professionals need to do to maintain their "human edge" in an increasingly digital world. If you missed it, don't worry, this topic will be covered at Summit.TITO Shoutout:Kait Estes, OSC at Landmark Homes - Kait is brand new to the role and is stepping into a long-held seat, learning new leads, and diving into her CRM all at once. Excited to watch all that she's doing!Key Takeaways:Setting Up Your Home Office: Jen makes the case for a dedicated office space with a door, positioned so that a window is in front of you (not behind you), and a pretty, professional-looking backdrop.Equipment That Sets You Up for Success: Molly walks through the tech stack for success, including dual monitors, hardwired internet, a separate webcam, good lighting (they use a Lume Cube), a wireless keyboard/mouse, and more.Dress for Success: You're the face of your organization! What does that look like? How are you showing up to work? No one needs full glam, but if you're doing video emails daily - are you showing up ready? If you had to hop on a call, what impression are you making?Mindset & Planning: Both Jen and Molly share their "commute to work" routines to their home offices and how they plan their day each morning, step outside during the day, and close the office door at the end of the day to create boundaries and separation. Skills Check:Evaluate your office setup. Do you need to upgrade? Really check yourself on your professionalism - are you business ready?  

Authenticity was a Web 2.0 buzzword — and Luke Wittenbraker, Marketing and Sales Director at Mactech On-Site, argues it matters more than ever now that AI can make every brand sound the same. In this episode, Luke explains why blue-collar buyers see straight through corporate jargon, how he turned ten years of CRM data into short, punchy “job stories” that actually generate leads, and why figuring out what not to work on became his biggest marketing unlock. Along the way he shares a hard-won warning: lean on AI too heavily and you'll be coached into a groupthink that sounds nothing like you.

You're making the calls, you're sending the messages, you're showing up every single day and outworking everybody you know, and the recruiting board just isn't moving. The seats aren't filling, and there's this quiet voice in the back of your head asking if you're even cut out for this. Here's what I want you to walk away with today. The problem almost never is how hard you're working. It's what you're working. Once you point that same effort at the one thing that moves people, recruiting stops feeling like a grind and starts feeling like momentum. I'll give you a five-move framework I call the Relationship Capital Account. Episode Breakdown [00:01:21] The Season I'm Least Proud Of For years I was what I'd call a hardcore recruiter. I chased, I pitched, I led with the opportunity, my company, my comp, my whole presentation, and I worked like a maniac doing it. A few years back I pulled my own CRM data to see what all that effort was buying me, and the numbers stopped me cold. [00:01:47] From 2.1 Years to 62 Days In my hardcore recruiting years, it took me an average of 2.1 years to land a single hire. More than two years of grinding per person. Then I changed one thing. I quit showing up as a recruiter and started showing up as a relationship builder. Same CRM, same industry, same me. When I pulled that number again, it had collapsed to 62 days. My effort was never the problem. I was always willing to outwork the room. The effort was pointed at the wrong thing, spent trying to extract a decision instead of building something that made the decision easy. [00:02:43] The Framework: The Relationship Capital Account Picture a bank account, except what you're depositing isn't money, it's relationship. Every real conversation you capture, every piece of value you give, every time you show up useful, that's a deposit. Bringing somebody onto your team, that's a withdrawal. And here's the rule that trips people up. You can only make a big withdrawal if you've funded the account first. [00:03:15] Move 1: Audit Where Your Effort Is Going Most of us count dials and texts and how busy we felt, and none of that is a deposit, it's just activity. The average leader follows up with only 7 people about once every 9 to 12 months, and the most common message is some version of just checking in. That's the friend zone, and the friend zone doesn't convert. So look hard at your last 90 days and separate the activity from the real deposits. [00:03:49] Move 2: Trade Checking In for Value That Earns Its Way Back When you give somebody something useful with nothing attached, they lean toward you. I invested real time into writing one article recently, put it out with no ask on it, and the next week 5 people reached out wanting time on my calendar. I didn't chase a single one of them. The value did the pulling. [00:04:12] Move 3: Make Your Deposits on a Cadence and Build Them on One Idea Most leaders either go quiet for months or they dump everything at once and have nothing left to say. Pick one idea and ascend on it. Send one valuable piece this month, then next month point right back to it and hand them the next step to use it. You're not starting over, you're stacking value on one thread, and every touch gives you a reason to show up again. [00:04:40] Move 4: Reopen Your Cold Names With a Value-First Ask You've got people who went quiet or told you not right now, and most leaders just let them sit. Don't. Reach back out and tell them the truth, that one of your goals this year is to become more valuable to the people in your world, and ask if they'd be open to you sharing an idea from time to time when you think it'll help them grow their business. Almost everybody says yes, because you're not asking for anything, you're offering. [00:05:20] Move 5: Measure the Account, Not the Activity Stop scoring your week by how many dials you made and start scoring it by how much capital you built. Even a small list works. If you've got 6 good names and you send every one of them real value every single month, the odds say one of those six will make a move inside the next year, and you'll be the call when they do. I coached a branch leader who ran a value-first campaign on his target list for 90 days and hired 18 loan officers, because nobody else in their world was bringing that kind of value. He didn't outwork everybody. He just funded the account before he tried to make a withdrawal. [00:06:02] Why It Works When you lead with value and you're not asking for anything, you flip the whole dynamic, and the recruit stops feeling recruited and starts feeling led. That's why one article turned into five conversations with zero chasing. Relationship capital compounds, so the deposits you make before you need them are the ones that pay off the biggest. Think about a great outfielder. The best ones never have to dive, they read it early and they're already standing where the ball is going to land. That's what a funded account does for you. And the biggest reason of all is the one I lived. When you stop being a recruiter and start being a relationship builder, the timeline doesn't shrink a little, it collapses, the way mine went from two years to two months. The grind never moved my number. The relationship did. [00:07:14] Your Small Win Today Pull your CRM and count how many people you delivered real value to in the last 90 days. Not checked in on, gave something useful to. That number is your starting capital, and just knowing it changes how you spend tomorrow. [00:07:34] Three Bigger Moves This Week Pick six names and send each one a real piece of value, all pointing back to one idea, so your warm pipeline stops going cold and your team sees what value-first looks like in practice. Hunt down every just-checking-in message in your follow-up and replace it with something of value, so you stop friend-zoning your best names and start converting them. Then take one playbook or resource you already have, run it through AI, and break it into six pieces of value, so you can recruit off one asset for a quarter instead of scrambling for something new every single week. Key Takeaways The problem almost never is how hard you're working. It's what you're working. You can only make a big withdrawal if you've funded the account first. Hires come out of relationship capital you deposited long before you needed it. Dials and texts and how busy you felt aren't deposits. They're activity. Just checking in is the friend zone, and the friend zone doesn't convert. Value moves people, contact doesn't. Give something useful with no ask attached and the value does the pulling. One article, five inbound conversations, zero chasing. Six good names getting real value every single month beats a huge cold list. The odds say one of those six moves inside the year, and you'll be the call. Stop being a recruiter and start being a relationship builder and the timeline doesn't shrink, it collapses. 2.1 years to 62 days on the same CRM. If you want help building your own recruiting system, reach out. Visit bookrichardnow.com and grab time on my calendar, and I'd be glad to think it through with you. And if you'd rather build this kind of thing in real time, I host a biweekly working lunch where we do exactly that together. The next one's July 17th at 12 PM ET. You can add it, plus all of our other 4C live events, straight to your calendar here: http://cal.ae/suuaiiw