Podcasts about CSM

This episode it is just Adam and Danny. They discuss the WCW and how ITC has less relevance lately, Adam's trip to Goodsprings for the Fallout fan celebration, what's going on at the store, Danny's AoS and spearhead league adventures, upcoming events, going over the new Astra Militarum and CSM detachments, and more! Check out Adam's store, Crown City Games: https://www.instagram.com/crowncitygamespasadena

Send us a textWe're starting our Top 5 Episodes of 2025 with an interview that showed up in your downloads all year long. It's earned the #5 spot, and today we're bringing it back for another listen. Enjoy! Too often, people living with and beyond cancer are sidelined from fitness—not because they can't exercise, but because programs aren't designed with their unique needs in mind. In this episode, Elise talks with Dr. Kaci and Dr. Reed Handlery, PTs, about building inclusive, sustainable community-based programs for people with mobility challenges—including those living with and beyond cancer. From the CSM stage to real-world community impact, Kaci and Reed share how they're creating inclusive, adaptable programs that meet patients where they are—and empower them to go further. We covered:The role of seated, high-intensity movement for oncology patientsHow to adapt exercise creatively for mobility impairments and other barriersWhat it takes to build and sustain inclusive fitness programs in your communityHow to identify and empower community champions to keep patients engagedAnd best of all: you'll be inspired to rethink what's possible in your exercise prescription—inside and outside the clinic.Listen now to discover how you can bring this innovative, adaptable approach to your oncology patients!Follow TheOncoPT on Instagram.Follow TheOncoPT on LinkedIn.

In this episode, host Emma Sellers, MS, talks with Heather Storm, CSM, ICP-ACC, manager of recruitment and engagement at PAEA. Heather shares how PAEA is expanding awareness of the PA profession through key partnerships, virtual admissions fairs, and national student competitions. She also discusses how COVID-19 accelerated digital recruitment tools—from virtual interviews to online shadowing and peer-based mentorship—helping advisors, students, and pre-PAs access clearer pathways into the profession. Together, they highlight how these efforts are shaping a more informed and accessible pipeline for future PAs.   The PA Path Podcast is produced by Association Briefings.

 Evénements Séminaire SFGP- 5 novembre : séminaire organisé par la Société Française du Génie des Procédés : Génie des procédés & Machines quantiques. https://www.sfgp.asso.fr/events/genie-des-procedes-machines-quantiques/Etat de l'art du calcul quantique par Olivier https://www.oezratty.net/Files/Conferences/Olivier%20Ezratty%20Informatique%20Quantique%20SFGP%20Nov2025.pdf  Journée Minalogic sur la photonique quantique-  Minalogic Innovation Talks – Photonique pour le quantique avait lieu à Lyon le 18 novembre et regroupait de nombreux acteurs de la photonique couvrant les capteurs quantiques, les communications quantiques et le calcul quantique. https://www.minalogic.com/evenements/minalogic-innovation-talks-photonique-pour-le-quantique/OVHcloud SummitAnnonce de la Quantum Platform avec accès à la QPU Pasqal Orion beta en pay as you go à la seconde et de Nvidia CUDA-Q au format notebook https://summit.ovhcloud.com/en/ Adopt AIAnnonce de la disponibilité de Merlin de Quandela chez OVHcloudhttps://adoptai.artefact.com/session/f83102e1-2abb-f011-8194-6045bd90aa7b/hybrid-ai-quantum-computing-the-next-cloud-revolution Symposium France Singapourchez Bpifrance à Paris les 25 et 26 novembre https://french-singaporean-quantum-symposium.com/. 2 journées coorganisées par le laboratoire CNRS Majulab de Singapour et Quantonation. A venir ·       QUEST-IS début du 1ier au 4 décembre 2025 (inscriptions). Avec les keynotes d'Alain Aspect, Pierre Rouchon, Djeylan Aktas, etc.https://conference-questis.org/·       TQCI Teratechttps://conference-questis.org/quest-is-2025/program/tqci-seminar/·       Q2B Santa Clara la seconde semaine de décembre. https://q2b.qcware.com/conference/2025-silicon-valleyActus France Avancements sur la QKD à Nice avec des travaux intéressants de l'équipe de Sébastien Tanzilli du laboratoire InPhyNi qui a opéré un réseau de QKD sur 100 km et jusqu'à une station de base permettant par la suite d'établir des communications satellite.Deployed quantum key distribution network: further, longer and more users by Nathan Lecaron, Yoann Pelet, Sébastien Tanzilli, and Olivier Alibart, arXiv, November 2025 (8 pages). Acquisition de Qperfect par BTQLe 11 novembre 2025, la société canado-taïwanaise BTQ faisait l'acquisition complète de la startup française QPerfect. https://thequantuminsider.com/2025/11/10/btq-exercises-option-to-acquire-qperfect/  Quandela annonçaient un partenariat avec Nvidia sur la simulation de leurs qubits et inauguraient Lucy au TGCC, en compagnie de celle de l'ordinateur quantique de Pasqal. Lucy est un ordinateur quantique supportant 12 qubits.https://www.quandela.com/resources/blog/quandela-and-nvidia-accelerate-spin-photon-simulation/ Partenariat SEALSQ et Quoblyhttps://quobly.io/news/quobly-and-sealsq-announce-a-collaboration-to-advance-secure-and-scalable-quantum-technologies/ Quantum Foundations  Une émission intéressante sur les quantum foundations sur France Culture avec Shane Manfield et Hypolyte Dourdent. Et puis une intervention de Philippe Grangier qui présentait sa vision dans le cycle de conférences organisé par Hervé Zwirn à l'Académie des Science, autour de l'ontologie CSM (contexte-systèmes-modalités).https://www.radiofrance.fr/franceculture/podcasts/la-science-cqfd/metaphysique-la-quantique-change-sa-physique-d-epaule-4657891 Actus à l'International Quantinuum lançait Helios, un ordinateur quantique de 98 qubits à base d'ions piégés. Helios: A 98-qubit trapped-ion quantum computer by Anthony Ransford, M.S. Allman et al, arXiv, November 2025 (25 pages).https://arxiv.org/abs/2511.05465Quantinuum Helios advances by Olivier Ezratty, novembre 2025.https://www.oezratty.net/wordpress/2025/quantinuum-helios-advances/ IBMLors de leur conférence développeur du 12 novembre 2025, IBM a fait quelques annonces confirmant celles de juin 2025, notamment autour du processeur Night Hawk qui va succéder à Heron, avec 120 qubits et une connectivité améliorée de 4+2 : 4 pour les qubits voisins et 2 pour des qubits distants, cette connectique servant à la mise en œuvre des codes de correction d'erreur non locaux de type qLDPC (gross code).https://www.ibm.com/quantum/blog/networked-quantum-computershttps://www.linkedin.com/posts/jay-gambetta-a274753a_qdc25-activity-7394551922256486400-wj7q Lancement de la Quantum Scaling AllianceQolab et HPE

Ionuț Moșteanu a demisionat din fruntea Ministerului Apărării, după scandalul diplomei sale de licență, investigat de o anchetă Libertatea. Este propus interimar ministrul Economiei, Radu Miruță.       Marți Guvernul își asumă răspunderea pe reforma pensiilor Guvernul a adoptat proiectul de lege privind pensiile magistraţilor, după ce a fost primit avizul CSM, negativ, dar este doar un aviz consultativ. Acum, executivul va transmite proiectul Parlamentului, declanşându-se, astfel, procedura de angajare a răspunderii. Viktor Orban este din nou la Moscova Iar premierul ungar Viktor Orbán este la Moscova unde discuta cu președintele Vladimir Putin despre aprovizionarea Ungariei cu țiței și gaze naturale, precum și despre eforturile de pace în Ucraina.

Il video analizza il progressivo isolamento e la delegittimazione di Giovanni Falcone negli anni immediatamente precedenti la sua morte, un periodo dominato dall'ascesa feroce di Totò Riina e dallo scandalo del cosiddetto "Corvo". L'Isolamento Professionale e la Morte Annunciata Dopo il successo del Maxi Processo, Giovanni Falcone torna nel mirino, non solo della Mafia ma anche di una parte dei suoi colleghi, che lo additano come un "protagonista" o "sceriffo" per invidia o per difendere uno status quo burocratico. Il primo colpo decisivo alla carriera di Falcone arriva nel gennaio 1988, quando il Consiglio Superiore della Magistratura (CSM) gli preferisce il magistrato tradizionalista Antonino Meli per la successione a Antonino Caponnetto alla guida dell'Ufficio Istruzione di Palermo. Paolo Borsellino ricorderà in un discorso che fu quello il momento in cui lo Stato e la magistratura cominciarono a far morire Falcone professionalmente, impantanando l'ufficio nella "solita gestione burocratica". La Guerra Sotterranea e il Caso Contorno La nomina di Domenico Sica ad Alto Commissario Antimafia nell'agosto 1988 segna l'inizio di una "guerra sotterranea" contro il pool antimafia. I rapporti con Falcone si fanno tesi: un episodio cruciale riguarda il tentativo di Sica di ottenere la collaborazione del boss Gaetano Badalamenti negli Stati Uniti prima che lo facesse Falcone, bruciando ogni possibilità di pentimento. Nel frattempo, il pentito Salvatore Contorno, determinante per le inchieste, si dichiara abbandonato dallo Stato italiano, lamentando di essere stato penalizzato con nuovi mandati di cattura strumentali che lo tenevano in carcere, al contrario di altri imputati. Il "Corvo" e l'Attentato dell'Addaura Sul finire degli anni Ottanta, Totò Riina – che Falcone aveva smascherato come l'autore di un "colpo di Stato" all'interno di Cosa Nostra (Operazione Iron Tower) – era al culmine del suo potere. Nel maggio-giugno 1989, una serie di missive anonime, attribuite al "Corvo" (un addetto ai lavori, forse un magistrato o un dirigente di polizia), accusa Falcone e il poliziotto Gianni De Gennaro di manipolare i pentiti e di aver permesso a Totuccio Contorno di tornare a Palermo per uccidere i nemici della sua famiglia, definendoli "Killer di Stato". L'obiettivo è delegittimare Falcone alla vigilia della sua nomina a procuratore aggiunto. L'attentato dinamitardo fallito contro Falcone nella sua villa estiva all'Addaura (giugno 1989) aveva, secondo lo stesso giudice, lo scopo di dare credibilità alle lettere: il suo omicidio sarebbe stato visto come la logica conseguenza di una sua presunta intrusione in una guerra di mafia, chiudendo così la vicenda e distruggendo la sua immagine. L'Indagine su Di Pisa L'indagine sulle lettere anonime si concentra sul collega di Falcone, il PM Alberto Di Pisa, il quale, difendendosi, attacca la "gestione familiare e gravemente scorretta" dei pentiti da parte di Falcone. La prova chiave contro Di Pisa, un'impronta su una missiva prelevata da Domenico Sica con una tazza di caffè, viene in seguito giudicata inutilizzabile in appello, portando all'assoluzione di Di Pisa. L'identità del "Corvo di Palermo" rimane uno dei grandi misteri italiani. 00:00:38,"La reazione euforica di Totò Riina alle lettere anonime del ""Corvo""." 00:02:14,"L'infangamento di Falcone dopo il Maxi Processo (""sceriffo"" o ""fenomeno"")." 00:03:23,La nomina di Antonino Meli alla guida dell'Ufficio Istruzione (Gennaio 1988). 00:05:56,Paolo Borsellino: Lo Stato cominciò a far morire Falcone nel gennaio 1988. 00:09:47,Il CSM preferisce Antonino Meli a Giovanni Falcone. 00:12:04,La nomina di Domenico Sica ad Alto Commissario Antimafia (Agosto 1988). 00:15:27,I rapporti tesi tra Falcone e Sica (tentativo fallito su Badalamenti). 00:16:20,Il pentito Salvatore Contorno negli USA si sente abbandonato e collabora nuovamente. 00:27:03,"Le missive anonime del ""Corvo"" accusano Falcone di manipolare i pentiti." 00:29:23,L'attentato alla Daura contro il giudice Falcone (Giugno 1989). 00:29:38,"Falcone: L'attentato doveva servire a dar credito alle lettere del ""Corvo""." 00:30:37,"L'indagine sul ""Corvo"" coinvolge il collega Alberto Di Pisa." 00:33:40,L'impronta di Di Pisa prelevata da Domenico Sica con una tazza di caffè. #ItaliaMistero #documentario #truecrime #storiavera #cronacanera #storia #storiavera #perte #Falcone #CorvoDiPalermo #TotòRiina #Antimafia #Mafia #StoriaItaliana #GiovanniFalcone #CorvoDiPalermo #Addaura, #CosaNostra #corleonesi AVVERTENZA • Questo video è frutto di ricerca giornalistica e utilizza solo fonti pubbliche e accessibili. • Alcune immagini o brevi spezzoni video sono riprodotti per finalità di cronaca, critica, commento o informazione ai sensi dell'art. 70 LDA. • Le ricostruzioni hanno esclusivamente scopo divulgativo. • Non vengono promossi comportamenti contrari alla legge. • Questo contenuto NON costituisce pubblicità né contiene contenuti sponsorizzati.

La separazione delle carriere in magistratura verrà posta al vaglio degli elettori nel referendum confermativo di primavera. Una vittoria preponderante dei SI offrirebbe il carburante politico per affrontare di petto una vera riforma della Giustizia in Italia che renda il sistema rapido e giusto. Mentre si prepara la sessione di bilancio in Parlamento, la sinistra a trazione Landini riscopre il vecchio e mai sopito amore per l'esproprio dl risparmio degli italiani, fraudolentemente definito "tassa patrimoniale". Infine la pochade della relazione tra l'ex ministro Sangiuliano e la sua assistente Boccia è tornata ad essere il tormentone del dibattito (si fa per dire) politico dopo la multa inflitta dal Garante della Privacy a Report.La commedia all'italiana ormai non è più fiction, ma becera realtà.Diventa un supporter di questo podcast: https://www.spreaker.com/podcast/inglorious-globastards-podcast--4600745/support.

Cătălin Striblea a fost live într-un interviu LEADERS cu Ramona Grațiela Milu, primul magistrat membru CSM, care acceptă să vorbească într-un podcast. De ce refuză magistrații tăierea pensiilor? Care sunt argumentele lor? Vor continua protestele? Cum se va rezolva criza magistraților?

România are un război la ușă, dar cochetează cu ideea de a-și decima armata. General: „E o tâmpenie, ne face vulnerabili în fața Rusiei” (Adevărul) - Opinie: Puterea din umbră a magistraților (DW) - AUR pentru Realitatea: George Simion a dat un milion de euro pentru o zi de promovare și aproape jumătate pentru o emisiune cu Anca Alexandrescu, dar fără el (Snoop) Ce ascunde mesajul schizofrenic al lui Sorin Grindeanu? Incapacitatea PSD (SpotMedia) Se anunță reducerea cu 10% a cheltuielilor de personal în fiecare minister, care poate fi făcută oricum, nu numai prin reducerea salariilor, ci și prin restructurări, concedieri, diminuarea sporurilor și a bonusurilor, iar Sorin Grindeanu vine în fața camerelor TV și face un întreg spectacol că nu e de acord cu tăierea salariilor. PSD e singurul partid din coaliție care are un comportament schizofrenic, e de acord cu măsurile de reducere a deficitului în ședințele coaliției, în timp ce în fața publicului protestează violent la adresa lor. Pentru a afla de ce se întâmplă acest lucru SpotMedia a stat de vorbă cu politologul Costin Ciobanu, cercetător științific la Universitatea Aarhus, Danemarca, iar el a spus: “România trece printr-o perioadă economică dificilă, fiind pentru prima dată în istorie când PSD e la guvernare și trebuie să ia măsuri nepopulare”. “PSD nu s-a aflat până acum în situația de a lua decizii care duc la austeritate. În același timp, știm că măsurile de austeritate, în general, afectează votanții cu posibilități materiale reduse”, a declarat politologul pentru Spotmedia.ro.  “Măsurile de austeritate sunt un pericol pentru electoratul social-democrat, mai ales că PSD are acum această amenințare și din partea AUR. Partidul se află, într-adevăr, într-o poziție incomodă. Pe de-o parte, este la guvernare și a girat într-o formă sau alta deciziile luate până acum, pe de altă parte, are această amenințare electorală că reformele îi afectează susținerea publică. Așa că adoptă o poziționare ambiguă, care, în realitate, e una strategică”, a explicat expertul Costin Ciobanu. România are un război la ușă, dar cochetează cu ideea de a-și decima armata. General: „E o tâmpenie, ne face vulnerabili în fața Rusiei” (Adevărul) Intenția guvernului de reducere a bugetelor pentru cheltuielile de personal, după ce inițial în spațiul public s-a vorbit și despre reduceri salariale și chiar disponibilizări, este criticată de experți. În ziarul Adevărul, generalul (r) Dan Grecu, șeful generalilor în rezervă, și chestorul Lucian Guran, fost șef al Poliției Capitalei, avertizează că dacă vor fi luate aceste măsuri, România va fi mai puțin sigură și în fața unui invadator, dar și în fața infractorilor de toate felurile. Opinie: Puterea din umbră a magistraților (DW) România e în mare criză de timp, fiindcă întregul proces de intrare în vigoare a Legii pensiilor magistraților trebuie finalizat până pe 28 noiembrie, termenul maximalist oferit de Comisia Europeană pentru a elibera tranșa de peste 230 de milioane de euro României (din PNRR-Programul Național deRedresare și Reziliență). Ministrul Proiectelor Europene, Dragoș Pîslaru a declarat ieri că termenul de 28 noiembrie nu poate fi prelungit, dar că totul ar putea fi gata la vreme dacă CSM dă avizul imediat, fără să mai tragă de timp. Vicepreședintele CSM a precizat, însă, că e nevoie de timp pentru a analiza proiectul, chiar dacă nu are modificări majore. Acum o lună, 5 dintre cei 9 judecători CCR au votat pentru respingerea proiectului care fusese reclamat de Înalta Curte. 3 dintre cei 5 care au susținut interesele magistraților provin din această castă și au fost numiți de PSD (Cristian Deliorga, fost procuror apoi judecător la Constanța, Gheorghe Stan, fost procuror, Bogdan Licu, fost prim-adjunct al procurorului general). Lor li s-au alăturat Mihai Busuioc, propus de PSD, fost șef al Curții de Conturi și Mihaela Ciochină, fostă consilieră prezidențială sub Klaus Iohannis. Dacă Înalta Curte reclamă din nou legea la CCR e posibil ca social-democrații să-l îndemne pe ultimul lor numit, Mihai Busuioc să voteze alături de judecătorii care vor să treacă proiectul guvernului Bolojan. Unele surse avizate susțin că și Mihaela Ciochină ar trece de partea bună a votului, dar deocamdată totul e relativ.  Pentru diseară se anunță proteste împotriva magistraților în toată țara sub sloganul „Vrem drepturi egale, fără pensii speciale!”.  Se vor mai bate magistrații acum pentru bani mai mulți sau au înțeles că nu e un moment bun pentru astfel de extravaganțe, când peste tot se fac concedieri, iar inflația a crescut cu 10% și majoritatea oamenilor au mai puțini bani?  Vor juca, măcar pentru o perioadă, reținerea, în speranța că legile sunt vremelnice și pot fi schimbate? Sau vor insista până când protestele vor crește atât de mult încât magistrații cu bun simț se vor desolidariza de cei lacomi? Deocamdată, la Înalta Curte tendința e să meargă până în pânzele albe, comentează jurnalista Sabina Fati, corespondent DW la București.  AUR pentru Realitatea: George Simion a dat un milion de euro pentru o zi de promovare și aproape jumătate pentru o emisiune cu Anca Alexandrescu, dar fără el (Snoop) Facturile de promovare ale AUR pe Realitatea TV au fost considerate neconforme cu legea de către Autoritatea Electorală Permanentă, care a decis să nu ramburseze partidului peste 17 milioane de lei. O sesizare pe această temă a fost trimisă de AEP la Parchet, potrivit informațiilor obținute de Snoop.ro. Din cele 69 de milioane de lei cheltuite de George Simion în campania electorală prezidențială din primăvara lui 2025, 23,4 milioane de lei au ajuns la postul de televiziune Realitatea Plus. Din acestea din urmă, AEP a decis să recunoască doar 6 milioane de lei drept cheltuieli legale. AUR a pierdut, în două campanii, aproape 10 milioane de euro.

PSD ar trebui să decidă dacă rămâne sau nu la guvernare, declară într-un interviu la RFI deputatul PNL Robert Sighiartău. El critică poziția social-democraților pe tema reducerilor de cheltuieli din administrație. Liberalul vorbește de asemenea despre pensiile magistraților și așteptările de la CSM și CCR. Robert Sighiartău, despre poziția PSD pe tema administrației: ”Mi se pare deplasată. În momentul în care PSD a acceptat să intre la guvernare, în programul de guvernare votat în Parlament odată cu Guvernul scrie negru pe alb că în administrația centrală se estimează reducerea cu cel puțin 20% a personalului, deci nu 10%, 20%, asta este scris în programul de guvernare votat de parlamentarii PSD, membrii de Guvern ai PSD-ului, inclusiv de Sorin Grindeanu”. În opinia deputatului PNL, ”în momentul în care vorbim de reducerea cheltuielilor statului, e clar că socialiștii pun bețe-n roate. Amenințarea PSD cu privire la ieșirea de la guvernare este o alarmă falsă și nu o vor face, deși până la urmă, ar trebui clar să decidă ce fac, stau în acest Guvern, îl susțin sau nu, e bine să știm acest lucru”. Despre pensiile magistraților: ”Propunerea Guvernului este de bun simț, asta luând în calcul și compromisul care s-a mai făcut și aici mă refer la modificarea perioadei de tranziție, care în vechiul proiect era la 10 ani, acum este de 15 ani. Din punctul nostru de vedere, al PNL, este o modalitate de calcul de bun simț, adică o pensie medie de 5.000 de euro, așa cum va ieși pe acest calcul, eu cred că este de bun simț”.

La croissance la plus sûre ne vient pas des nouveaux clients.Dans un contexte où chaque point de croissance est difficile à gagner, savoir garder et faire grandir ses clients existants devient essentiel. Pourtant, on trouve très peu de contenu sur le sujet dans la littérature commerciale. 90 % des contenus parlent de new business alors que c'est plus cher et plus long que de renouveler et développer ses clients existantsJ'ai invité Corentine Le Gleuher, qui a passé 6 ans à piloter des comptes stratégiques chez AB Tasty avant de basculer récemment vers un poste new business.Elle partage sa méthode pour fidéliser les comptes stratégiques, anticiper les risques de churn et transformer la satisfaction client en expansion.Ce que vous allez apprendre :Comment faire collaborer CSM, tech et équipes internes pour satisfaire les clients ?La différence entre Key Account Management et Customer Success (et comment éviter les frictions)Les signaux faibles qui alertent sur un risque de non-renouvellement (même quand le client est satisfait)Pourquoi il faut anticiper le process de renouvellement avant la date anniversaire d'un contrat ?Comment détecter les "zones blanches" dans un groupe pour faire de l'expansion ?Le rôle stratégique des partenariats pour verrouiller et élargir un compte stratégique (retour d'expérience)Comment l'expérience Key account executive aide à performer en new business ?Un épisode pour les équipes commerciales qui veulent optimiser leur approche de la rétention et arrêter de perdre des comptes stratégiques faute d'anticipation.▬▬▬▬▬Où retrouver Corentine Le Gleuher :LinkedIn : https://www.linkedin.com/in/corentine-le-gleuher-551362100/Où me retrouver :LinkedIn : https://www.linkedin.com/in/laetitiafall/▬▬▬▬▬Soutenez l'émission ❤Abonnez-vous

Iulian Fota: Cea mai mare problemă a noii strategii de securitate e că nu face referire la o posibilă agresiune militară a Rusiei - Interviu (SpotMedia) - EXCLUSIV Acordul pentru Justiție propus de Înalta Curte a fost asumat de Lia Savonea, nu de Adunarea Generală a judecătorilor supremi (G4Media) - Dilema investitorului – de ce să alegi România? Studiu de caz: 50% din profit îi ia statul român, prin impozite, celui mai mare distribuitor de bunuri român, companie care în Ungaria plătește 9%, iar în R. Moldova 12% (CursDeGuvernare) - Semnificațiile vizitei noului premier moldovean la București. „Este locul ideal pentru a-și calibra mesajele, prioritățile și tonul" (Adevărul) - Opinie: Republica Moldova vrea un reactor de la Cernavodă? (DW) Iulian Fota: Cea mai mare problemă a noii strategii de securitate e că nu face referire la o posibilă agresiune militară a Rusiei - Interviu (SpotMedia) Documentul, care poate fi consultat pe site-ul președinției, consacră termenul de independență solidară, vorbește pe larg despre războiul hibrid și subliniază încă o dată importanța apartenenței României la structurile NATO și Uniunea Europeană. Lipsește prezentarea unei viziuni despre ce se va întâmpla în situația în care țara noastră va fi victima unui atac militar.  Iulian Fota, expert în probleme de siguranță națională, fost consilier prezidențial, într-o discuție cu Spotmedia.ro, laudă inițiativa lui Nicușor Dan de a pune în dezbatere publică noua strategie națională de securitate a României. E pentru prima dată în istoria recentă când un președinte face un astfel de gest, solicitând opiniei publice reacții și puncte de vedere în raport cu un document vital pentru statul român. EXCLUSIV Acordul pentru Justiție propus de Înalta Curte a fost asumat de Lia Savonea, nu de Adunarea Generală a judecătorilor supremi (G4Media) ”Acordul pentru justiție și stabilitate instituțională” a fost asumat de către șefa Instanței Supreme, Lia Savonea, nu de către Adunarea generală a judecătorilor ÎCCJ, a confirmat chiar Lia Savonea pentru G4Media.ro. Documentul, prin care se cer mai mulți bani pentru magistrați, a fost propus de Înalta Curte de Casație și Justiție (ÎCCJ) în contextul întâlnirii de la Palatul Cotroceni dintre magistrați și reprezentanții Executivului și ai Coaliției. Întâlnirea a fost mediată de președintele României, Nicușor Dan. Șefa ÎCCJ susține că este atributul președintelui Instanței Supreme să reprezinte puterea judecătorească în astfel de contexte de negociere cu celelate puteri ale statului privind chestiuni de ordin financiar în condițiile în care ÎCCJ, nu CSM,  este ordonatorul principal de credite pentru instanțele de judecată. Se vede o luminiţă: economia României dă primele semne de revenire în ciuda pesimismului cvasitotal. Industria are cea mai bună creştere din ultimul an, iar exporturile cresc (Ziarul Financiar) În septembrie 2025, producţia industrială a crescut faţă de luna august 2025 cu 1,1%. Faţă de luna septembrie 2024, producţia industrială a fost mai mare cu 2,6%. În primele nouă luni din an, an/an, producţia industrială a scăzut cu 1%. Dar căderea trebuie pusă pe sema seama primelor luni din an. Uşor-uşor, industria care reprezintă 20% din PIB şi-a revenit. Creşterea este timidă, dar nu mai este o scădere. Datele INS, citate de ZF, arată şi o evoluţie bună a exporturilor. În septembrie 2025, exporturile au crescut cu 9% faţă septembrie 2024. Septembrie a fost cea mai bună lună pentru exporturi din acest an.  Asta arată că, în ciuda pesimismului general, „Dracul nu e chiar atât de negru”, cum se spune în popor, când poporul vrea să-şi întărească inima. Dilema investitorului – de ce să alegi România? Studiu de caz compania Aquila: (CursDeGuvernare) 50% din profit îi ia statul român, prin impozite, celui mai mare distribuitor de bunuri român, companie care în Ungaria plătește 9%, iar în R. Moldova 12%. Atractivitatea României ca destinație investițională este afectată grav de impozitul minim pe cifra de afaceri (IMCA). Exemplul acestei companii arată că gradul ridicat de impozitare din România față de țările din regiune, mult peste cota standard actuală de 16% a impozitării profitului (majorată la 19% din 2026), este cauzat de impozitul minim pe cifra de afaceri (IMCA) a companiilor cu afaceri mai mari de 50 de mil. euro, aplicat din 2024 de Guvernul României cu motivul explicit de a bloca ”transferurile de profit ale multinaționalelor”. Integral pe pagina CursDeGuvernare. Semnificațiile vizitei noului premier moldovean la București. „Este locul ideal pentru a-și calibra mesajele, prioritățile și tonul" (Adevărul) Vizita premierului moldovean la București a confirmat orientarea pro-europeană a Chișinăului. Liderii români au reafirmat sprijinul pentru integrarea în UE, energie și infrastructură, iar expertul Nicolae Tibrigan explică în ziarul Adevărul mizele politice, presiunile rusești și vulnerabilitățile Moldovei. Opinie: Republica Moldova vrea un reactor de la Cernavodă? (DW) România este și rămâne partenerul strategic și cel mai apropiat susținător al R. Moldova, a spus ieri premierul Ilie Bolojan după discuțiile pe care le-a avut cu noul șef al guvernului de la Chișinău, Alexandru Munteanu. Șeful cabinetului de la Chișinău și-a început declarațiile de la Palatul Victoria spunând că „Moldova a reușit în acești ani, datorită sprijinului românesc și european, să nu mai depindă de gazul rusesc” și chiar mai mult, R. Moldova „a devenit dintr-un consumator vulnerabil, un partener regional activ” și „un partener cheie” în coridorul vertical de gaze care conectează Grecia, Bulgaria, România, Moldova și Ucraina. În mod neașteptat, primul-ministru moldovean a declarat că țara sa vrea să ia parte la construcția unui reactor de la Centrala Nucleară de la Cernavodă. Acolo funcționează primele două reactoare, în vreme ce unitățile 3 și 4 sunt în lucru. România a mai discutat serios despre investiții străine la Cernavodă doar cu Beijingul pe vremea când era Victor Ponta Premier, iar ulterior cu Statele Unite despre contrucția unor minireactoare. O investiție a R. Moldova la Cernavodă e însă ceva nou: o formulă prin care cele două state ar putea deveni mai apropiate, prin care R.Moldova ar avea asigurată suficientă energie pentru consumul țării de la un singur reactor. Deocamdată nu e nimic sigur, dar nu există motive pentru respingerea acestei propuneri, cu toate că un risc tot există, dacă la următoarele alegeri, de pildă, ar veni formațiuni pro-ruse la conducerea țării, scrie jurnalista Sabina Fati, corespondenta DW la București.

Show Notes: What does it take to move ICU rehab forward — and who's leading the charge? In this episode, co-hosts Dr. Leo Arguelles and Dr. Daniel Young sit down with Dr. Monica Silva Damasceno (MD Anderson Cancer Center) and Dr. Vinh Tran (University of New Mexico) — two clinicians who shared the stage at CSM's ICU Rehab panel alongside Dale Needham, Jen Ryan, and Chris Wells. Together, they unpack what's changing in critical care physical therapy — from dismantling barriers and writing mobility into unit culture, to building true interprofessional collaboration that lasts beyond a single champion. Monica shares her journey from Brazil to Houston Methodist's Critical Care Fellowship, and how mentorship shaped her vision for ICU practice. Vinh reflects on his path from cardiac medicine to academia, bridging implementation science with bedside experience. The conversation highlights the power of structure, communication, and persistence in advancing early mobility — especially in smaller hospitals where “doing more with less” is a daily reality. Today's Guests: Monica Damasceno PT, DPT, CCS monicasdapt@gmail.com linkedin.com/in/monica-silva-damasceno-pt-dpt-ccs-03989965 Vihn Tran PT, DPT, PhD, CCS https://www.linkedin.com/in/vinh-tran-169015200/ Guest Quotes: 15:25 Vihn “ I agree in the shorter duration just because by necessity, if they're in the ICU, they're medically unstable, right? So you're limited on how aggressive you can be, although I do think we can be more aggressive than the average person thinks. So yeah, I think that seems reasonable to, to shorter sessions, but perhaps more frequently. With a caveat that there is potential out there to do longer sessions in certain really niche or precise circumstances.” 20:24   Advice for those therapists that working like the smaller kind of rural community hospitals that wanna kind of make a dent and or wanna start implementing more ICU rehab? Vihn “ ..really, it's not just a PT or rehab driven process, right. Like we in rehab can just flick a switch and all of a sudden this happens. It requires an extensive amount of collaboration between providers, nurses, techs, your own staff, your equipment managers. Everyone needs to be on board with what the overall aim is. So in order to really get the ball rolling first to me, like identify champions in, in allied communities. So whether it's a nursing manager that potentially sees the value in early mobility, perhaps it's a Mutually beneficial relationship where we can provide higher quality therapy or an earlier timeframe. At the same time, we can relieve some of the mobility tasks that nursing might have to do or help them do it in a more safe aspect.” Monica “ ..having an agreement with your team and having the the champions. One from or  multiple people from different groups, a doctor, nurses, and then have a plan of what you see for your unit in the future with this, those people, and create your practices like every day. Cultivating that practice of mobility and encouraging and helping each other.” 29:06 Monica “ one of the strategies to try to encourage more mobility is asking. What is the mobility plan during the rounds? Any rounds you have to have an answer. Then, then you think about mobility.” Rapid Responses:  What's your go-to karaoke song?  Monica: “it is Mariah Carey. It's song Mariah Carey. Always Mariah Carey. Yeah. Any song that I can find? Mariah Carey. Which is the hardest to sing. Can you imagine talking about the scales there? Vihn: I'm from St. Louis and I love Nelly, so I just gotta go with Nelly.” You know you work in acute care when… Vihn: “ When you don't care what you're wearing in the work or how you look, I should say that way.” Monica: “ The scrubs have extra scrubs, I would say and all. And also having the safety pins in your pocket to secure the lines.” Links: https://orcid.org/0009-0009-6275-4362

Get updates on the Federation Front Line Alliance and the CSM elections that are currently being voted on!

In this engaging conversation, Dave Prior and Lonnie Weaver-Johnson delve into the complexities of giving and receiving feedback. They explore personal experiences, the emotional challenges associated with feedback, and practical strategies for improving feedback dynamics. Lonnie shares her insights on the importance of mindset, recognizing triggers, and the four Rs of feedback: recognize, receive, react, and respond. The discussion emphasizes the value of self-awareness and the need for constructive communication in both personal and professional settings. Takeaways - Feedback can be life-changing if handled positively. - Many people struggle with receiving positive feedback. - It's crucial to learn how to accept feedback in various settings. - Feedback givers can help receivers by being mindful of their delivery. - The receiver ultimately controls how they handle feedback. - Compartmentalizing feedback can help in processing it effectively. - Recognizing triggers can aid in managing emotional responses to feedback. - Practicing self-talk can help combat negative internal feedback. - It's okay to ask for time to process feedback before responding. - Showing gratitude for feedback, even if it's hard to hear, can be beneficial. Chapters 02:49 Introduction to Feedback Dynamics 05:35 The Importance of Receiving Feedback 8:26 Navigating Negative Feedback 11:40 Personal Stories and Lessons Learned 13:54 Triggers and Reactions to Feedback 16:38 The Four Rs of Feedback 19:42 Responding to Feedback Effectively 22:29 Self-Feedback and Positive Reinforcement Links Lonnie's Session at 2025 PMI Global Summit Beyond Going Through the Motions: Create Retrospectives That Lead To Change https://pmiglobalsummit.gcs-web.com/program/agenda#sess61853976 Dave and Stuart's Book No One Is Coming to Save You: Power-ups to help surf the chaos - Amazon: https://tinyurl.com/2765ztum - Leanpub: https://leanpub.com/surfthechaos Dave's classes (CSM, CSPO, A-CSPO, PMP, PMI-ACP) https://www.eventbrite.com/cc/dave-prior-classes-4758623 Contacting Lonnie LinkedIn: https://www.linkedin.com/in/lonnieweaverjohnson/ Web: https://www.lonniewj.com/

Vídeo. Pacto para a Justiça? “Os pactos são para distrair”, “as coisas têm de ser feitas no dia a dia”, diz CSM

Separazione delle carriere, riforma del Csm con l'introduzione del sorteggio, Alta Corte disciplinare. E' stato incassato il via libera definitivo alla riforma costituzionale della giustizia, ora si passerà al referendum popolare.

Arriva l'ok definitivo al Senato della riforma della giustizia che introduce la separazione delle carriere della magistratura. Il disegno di legge costituzionale ha avuto 112 voti favorevoli, 59 contrari e 9 astensioni.

Have you ever nailed every job interview question but still walked away with nothing but a “thanks, but no thanks”? You're probably blending in without even realizing it. In this episode, I'm revealing the real reason great Customer Success candidates keep getting passed over. And it's not your experience, it's that your stories sound like everyone else's.That's why in this episode, I'll show you how to find your superpowers—the unique things you do so naturally you don't even see them—and how to weave them into your Customer Success Interview answers. I'll walk you through the exact process to spot those special strengths, step out of the generic crowd, and inject them straight into your CSM Interview answers so you stand out instantly.If you're ready to finally stand out, build confidence, and move forward in your Customer Success Career, hit play and let's dive in. Whether you're aiming for your first CSM role or leveling up in SaaS Customer Success, this episode is packed with actionable career tips to help you shine in your next interview.2:14 – The Real Reason Generic Customer Success Interview Stories Fail 5:27 – What “Superpowers” Actually Mean in Customer Success Interviews 7:47 – How to Identify Your Own Superpowers 13:20 – Weaving Superpowers Into CSM Interview Questions—Before & After Examples 17:05 – Five Prompts to Discover What Sets You Apart 17:55 – The Simple Question Framework That Uncovers Your Strengths

Text us your questions and thoughts!What does it take to leap from vineyards to tech—and thrive? In this episode, we sit down with Dimple Athavia, a former winemaker (now, Customer Success Manager at Mimecast) who turned her love of chemistry, nature, and craft into a high-impact career in Customer Success. Her path is curiosity in motion: from studying microbiology and viticulture, to traveling the world for harvests, to building a drinks venture that sparked a deep fascination with digital products, data, and scale.Dimple shares how she broke into her first CSM role—treating interviews like iterative sprints, translating experience into CS language, and reaching out to a podcast guest for mentoring with a clear, respectful ask. That single outreach led to a new opportunity and a lasting lesson: be specific about what you need, make it easy for mentors to help you, and turn inspiration into action.We chat about:Early love of science leading to a winemaking degree and global harvest workBuilding a CSM career through podcasts, clear outreach and mentorshipStrategic customer conversations that map goals and influencePractical AI use for research, memory support and preparation in CSGuidance for emerging leaders on trust, clarity and coachingShe also shares how AI fits into the modern CSM toolkit—from researching public signals before first calls to surfacing insights and personalizing every touchpoint. For her, data directs attention; real conversations build momentum.If this conversation sparks an idea for your career or customer strategy, share it with a colleague, hit follow, and leave a quick review to help others discover the show.

Orion Sa-Solo's EVE StoryA relative asked me to play EVE Online in 2013 and then immediately pushed me into starting an industry corp in High Sec Yulai Heavy Industries. We mined together, built ships and eventually even capitals as we grew into a solid group, then ventured into Null Sec as renters. Over time we drifted apart, and I discovered PvP was what I wanted to do so I shuttered my corp. I eventually found more friends, became a director of Lethal Injection and moved around to multiple groups as we grew; CO2, The Culture, Triumvirate, and Pandemic Legion even dipped my toes into wormholes for a short time (WHs are scary; you really need Rat Jesus). Today I'm having a blast in Faction Warfare with the Minmatar Fleet Alliance. I've experienced all corners of space and I want to carry that breadth of knowledge to help everyone be heard.Areas of ExpertisePvPNull Sec/High SecSmall/Medium/Large gang PvPQualities That Set Me ApartI've flown across just about every region of New Eden, been shot at, and shot just about everyone. I'm a D-tier FC, C-tier nano pilot, and B-tier local trash talker. I understand the perspectives of pilots in High Sec, Low Sec, Null Sec, Faction Warfare, and Wormholes—and I'll make sure all voices are heard and concerns addressed. I'm not tied to anything other than helping CCP and the CSM help to keep making improvements on the game.Why I'm Applying for the CSMEVE and its pilots helped me through some of the toughest parts of my life. I want to give back by improving the game I love. I see room for more content and fresh objectives, and I'm committed to pushing for features that keep players engaged across every space.What Players Can Expect From MeA CSM who listens to every pilot, regardless of playstyle or localeActive relaying of your concerns, ideas, and feedbackAdvocate for new and balanced content in HS, LS, Null, FW, and WHsKey ProposalsNo citadel can be neutral in FW space put it on the line join one or the other.More Carrier/Dread iterationMore mechanics to prevent afk plexingAn in-game Abyssal marketplace the pilots yearn for a market!More dynamic community events that draw pilots out of their usual systems and spotlight every career path

Petroleum is a complex mixture of many compounds. Regulatory and technical guidance documents commonly focus on the hydrocarbon components of that mixture, or perceived risks that they present. However, focusing on a specific area of concern often causes practitioners to overlook other aspects of a release. For example, concerns related to exposure to total petroleum hydrocarbons (TPH) risks may be overlooked while pursuing concerns related to light non-aqueous phase liquid (LNAPL) recovery or petroleum vapor intrusion (PVI). This class is designed to provide a basic overview of hydrocarbon behavior in the subsurface and how to scientifically assess concerns arising from the release of petroleum products into the environment. It will highlight key issues that help identify and manage TPH, LNAPL, and PVI risks together. Key concepts will include: Fundamentals of petroleum hydrocarbonsPetroleum chemistryHow TPH, LNAPL, and PVI are relatedBuilding an integrated conceptual site model (CSM) What is a CSM…what is its purpose?When is a CSM complete?Identifying and managing the risks from petroleum hydrocarbonsDefining LNAPL risks based on acute, saturation, composition, or aesthetic concernsEmphasize the importance of biodegradation in risk management decision makingHow to select remedial goals and remedies that align with your goals This course is based upon three separate Guidance Documents developed by ITRC that address the course content in detail:Light Non-Aqueous Phase Liquid (LNAPL), LNAPL Site Management: LCSM Evolution, Decision Process, and Remedial Technologies (LNAPL-3) Petroleum Vapor Intrusion (PVI), Fundamentals of Screening, Investigation, and Management (PVI-1) Total Petroleum Hydrocarbon (TPH), TPH Risk Evaluation at Petroleum-Contaminated Sites (TPHRisk-1) To view this archive online or download the slides associated with this seminar, please visit http://www.clu-in.org/conf/itrc/Hydrocarbons_102325/

What if the function you were about to join didn't really exist yet?In 2014, customer success was barely a function—it was an idea in the making. Omer Rabin took a bet on that idea at a time when the industry still needed convincing that managing customer relationships deserved its own tech stack. He went on to become Gainsight's Chief Evangelist when most people thought “customer success” sounded like corporate cheerleading.Fast forward a decade, and customer success has grown into a multi-billion-dollar industry. But somewhere along the way, many CS teams drifted from their strategic roots, becoming reactive order-takers buried in grunt work.In this episode, Omer Rabin (General Partner at TLA Ventures) and Chad Horenfeldt (VP of CS at Siena AI and author of The Strategic CSM) discuss the past, present, and future of customer success. They take us back to the early days—Pulse local events on Toronto rooftops, the hunter vs. farmer debate, and how Nick Mehta's pitch about “selling to existing customers” helped create an entire category.WHAT YOU'LL LEARN:• Why customer success emerged as a distinct function (and why it almost didn't)• How CS teams lost their strategic edge—and how to reclaim it• Why AI is bringing CS back to its strategic roots by eliminating grunt work• Why Omer believes the next generation of CEOs will come from customer success• Chad's framework for future customer intelligence• The one question every CSM should ask to align with their CEO's top priority---Check out the Key Takeaways & Transcripts: https://www.gainsight.com/presents/series/unchurned/---Where to Find Chad:LinkedIn: https://www.linkedin.com/in/chadhorenfeldt/The Strategic CSM: https://www.strategiccustomersuccess.com/Where to Find Omer:LinkedIn: https://www.linkedin.com/in/omerabin/Where to Find Josh: LinkedIn: https://www.linkedin.com/in/jschachter/--- In this episode, we cover:0:00 – Preview & Introduction1:24 – Meet Chad & Omer2:10 – Pulse Local Events and Building the CS Community3:52 – Chad's Origin Story: Being an Early CS Ambassador4:55 – From Customer Cheerleading to Value Creation12:45 – The AI Revolution and the Return of Strategic CSMs18:31 – How Outcome-Based CS Influences Revenue23:53 – Defining Success Is a Challenge25:25 – How AI Analyzes Survey Data to Find Customer Sentiment28:10 – Customizing Product Updates for Customers29:25 – Tactical Advice for CSMs30:35 – Aligning with Company Needs

The fiery upstarts looking to bring new blood to the CSM! For this panel we are joined by: -Itaer -Gideon Zendikar -Janstina Urthadar -ThePuce Moose Call outs are named, spice flows and/or projects, and cases made why these candidates deserve … Continue reading →

Today's guest is Annette Muldowney, Vice President - ServiceNow Manager at MidWestOne Bank. Founded in 1934, MidWestOne Bank is a relationship-driven community bank that provides comprehensive financial solutions, including personal and business banking, lending, trust services and wealth management. Guided by values of integrity, teamwork and impact, MidWestOne Bank aims to generate meaningful outcomes for both their customers and communities.Annette is a resourceful and innovative leader with over 20 years of technical management, project implementation and customer experience expertise across private, public and Fortune 500 sectors. As a ServiceNow Platform Owner, Annette oversees roadmap creation, governance and adoption strategies to ensure seamless user experiences and measurable results. She is recognized for a collaborative leadership style, commitment to excellence and ability to deliver impactful, technology-driven organizational change.In the episode, Annette talks about:0:00 Driving financial innovation with ServiceNow for efficiency, transparency3:06 Her role driving service management transformation at MidWestOne3:52 Focusing on FSO, CSM, and emerging GRC initiatives5:32 How her team is leveraging partners to manage ServiceNow implementation8:02 Driving a phased ServiceNow implementation using crawl, walk, run approach10:56 How Executive support and right vendor critical for ServiceNow success13:12 Why building personal connection with vendors, fit and vision matter most14:35 Advice to lead by example, stay fact-based, and measure what matters18:03 The need to deeply understand the business to drive long-term platform success

An all-star cast of CSM Reps running for reelection, featuring: Join us as we discuss the track record of CSM19, their relationship to CCP and to the CSM as a role, as well as get some lively discussion around game … Continue reading →

Greetings, Pilots. This is my very first ever CSM campaign.I started out in EVE Online in Autumn of 2011 at the suggestion of a former co-worker from a former business I used to work for, I wasn't too serious about his claims about EVE Online at the time until I did my research online, gotten the Commissioned Officer's Edition box at my local Gamestop, which I still have to this day, and I haven't looked back ever since.My Expertise on said subjectsPlanetary Interaction - Besides looking in awe of New Eden's most beautiful celestials and yet overlooked by some, I am a big supporter of PI Colonies not only for extracting resources from the ground up, as a Colonial Owner, where are my neighbors in this wonderful community? I would like to shake things up on a magnitude that gives interesting parties a look and possibly do something from orbit, if you know what I mean.PvP - I've dealt with fleet fights, Faction Warfare, and heck even I screwed around in lowsec areas where I really shouldn't have. Knowing a few meta tips and tricks, there has to be a motivation as to why should anyone join your fleet?The FPS Element - I've played all sorts of First Person Shooters going on 24 years now, been a closed beta tester for Dust 514 in 2012 all the way until TACNET shutdown, what I can bring to the table is that there's a LOT of PI Colonies sitting around and what we can do about that by giving players the chance to actually defend your colonies.

My name is Youngpuke2, and I am rerunning for CSM this year. My primary focus is on improving and iterating low-sec, npc-null, and null-sec as an advocate for small to medium alliances that are typically not represented on the CSM. Even though, I may not live in your space I try to bring voices and perspectives from alliances that may not be often heard on the CSM. Over the past year, I have advocated heavily for alliances in low-sec, wormholes, and null-sec. Trying to help CCP understand the difficulties of building up alliances and creating the stories we love in New Eden.My perspectives come from living in all areas of K-space. I have spent most of my career FCing small gang to mid-scale PvP settings. I am the alliance executor of an alliance called Sedition. We are a low-sec and NPC null PVP alliance. I love Eve Online, and I want to be your next CSM Representative as I was for CSM 19.Here are some of my idea documents that I would like to be seen implemented across space. I will be adding to these documents while I meet with various alliances over the course of the next 2-3 weeks. Details below.https://docs.google.com/document/d/1YjHil2ebd1vW284bxzkTqysb-1LJfSm7kd8J7Tunku4/edit?usp=sharinghttps://docs.google.com/document/d/1hOxAXVLEet9B6k_ftSaoP2fL3_X1F1XgQEXzSGLhQLA/edit?usp=sharing

Hello, I'm Dujek Oneye. I am running for CSM again as an incumbent. I have an extensive PVP history in all areas of space and I am a part of the NPSI blops and tournament communities. The CSM19 has been exceptionally effective, and I interact with the community, CSM and devs daily. I am running for re-election to CSM20 because I expect to be even more effective after this first year, and because I enjoy the work. My goal is to do what's best for the health of the whole game.Perfect attendance at all CSM meetings I spend hours on most days answering direct messages from playersI talk to and advocate for actual real new playersProven track record of representing players from all over EVEReasonably active in several community Discord servers for wormholes, Pochven, lowsec, faction warfare and highsec sigs, in addition to my own allianceI work together well in a group and also help other people to work well in the group, tooMy qualities as a member of the CSM:

In this episode, host Dan Sixsmith interviews Marilee Bear the CRO at Gainsight. Marilee reflects on her first year at the helm, discussing the company's impressive growth trajectory, recent strategic acquisitions, and the challenges and opportunities presented by a major leadership transition. Marilee shares actionable strategies for improving net revenue retention, such as leveraging data-driven insights, fostering cross-functional collaboration, and investing in customer education. The conversation also explores the impact of AI on sales processes. Marilee offers candid leadership insights, discussing the importance of transparency, adaptability, and building a culture of continuous learning. She also recounts her career journey, from her early ambitions and formative experiences to the pivotal moments that led her to lead a major SaaS company, offering advice for aspiring leaders in the tech industry.Timestamps:Welcome and Introductions (00:00:01) Dan welcomes Marilee Bear who reflects on her first year at Gainsight, company growth, and recent leadership changes.Company Growth, Acquisitions, and Leadership Transition (00:00:30) Marilee discusses acquisitions, repositioning Gainsight for growth, and the CEO transition from Nick Mehta to Chuck Apathy.Team Structure and Business Unit Model (00:02:04) Explanation of new hires, business unit model, and leadership structure within product and customer success teams.Integrating Customer Success into Revenue Organization (00:03:21) Describes shifting customer success under the revenue team and the industry trend of CS as a revenue driver.Defining Roles and Realigning the Revenue Team (00:05:25) Outlines the jobs-to-be-done exercise, clarifying roles across sales, CS, and other go-to-market functions.Customer Success as a Pipeline Engine (00:06:24) Details how CS now contributes to pipeline generation and the metrics used to measure CSM impact.Net Revenue Retention (NRR) Challenges (00:07:29) Discussion of industry-wide NRR declines and the need for strategic retention and value delivery.Retention Strategies and Multi-threading (00:08:21) Emphasizes proactive retention, business value demonstration, and multi-threading within customer organizations.Competitive Landscape and Expansion Focus (00:12:29) Explains how competition now includes internal build vs. buy, and the importance of expansion within existing customers.Convergence of Sales and Customer Success Roles (00:13:53) Observes the merging responsibilities of CS and sales, with CS teams adopting more sales-like approaches.State of B2B Sales and Impact of AI (00:14:25) Explores ongoing challenges in B2B sales, the impact of generative AI, and the need for business acumen.Reaching C-level Executives and Sales Best Practices (00:17:00) Shares the difficulty of accessing executives, the importance of detective work, and value-driven outreach.Effective Sales Outreach to Executives (00:19:12) Marilee describes what makes sales outreach compelling: offering choices, concise meetings, and understanding executive preferences.Marilee's Career Journey (00:21:31) Covers her early ambitions, work history from restaurants to Oracle, Akamai, Zendesk, and her path to Gainsight.Retention and Customer Success Experience (00:25:54) Highlights her experience with retention at Akamai, building CS teams, and her initial exposure to Gainsight.Key Career Lessons and Leadership Growth (00:28:54) Shares lessons on authenticity, operational rigor, and the importance of direct feedback and self-improvement.Leadership Philosophy and Team Management (00:33:58) Discusses leading diverse teams, empathy, balancing encouragement with accountability, and fostering a feedback culture.Definition of Success (00:36:00) Marilee defines success as delivering the best outcomes for customers, company, and self, in that order.Closing Remarks (00:36:43) Dan thanks Marilee, wraps up the episode, and previews future collaborations.

Hello Everyone, my name is Frippyy and I am running once again for CSM.I'm the CEO of the Nullsec corp R3B3LLIUM in Get off my Lawn.Like many of you reading this, EVE is a significant part of my life and I want to give back to this wonderful community by representing YOU as a member of CSM20. I am eager to maintain the quality of EVE and its community by listening to and spreading the voices of the players so that YOU can have your voice heard!My campaign this year is for the improvement of SOV-Nullsec, Industry in all areas of EVE, Highsec mission running and some overall quality of life changes to help every EVE player regardless of position, allegiance or location.

Kshal Aideron for CSM20 - Getting Players to Undocko7 pilots,I'm Kshal Aideron, founder of EVE Rookies and the new CEO of Wormlife.Over my 5.5 years of playing Eve, I've focused on building stronger communities. Even before founding Eve Rookies, I was active across Eve's online spaces encouraging players to undock and join the new player roams I FC'd.Today, EVE Rookies is 4500 players strong and standing up 100+ fleets a month while helping over a thousand players a year experience content in every corner of New Eden.That brings me to CSM20. My campaign boils down to one mission:“Getting players to undock.”Let's face it. If players don't undock ships, there's no content. If there's no content, we're all going to be in the safety of our hangers spinning our ships.Look, Null will always have representation on the CSM. At least half of the 12 seats will go to block-backed players, and that makes sense! Null has the largest population and needs voices for CCP's vision of that space.But what happens when CCP decides to touch areas of the game nobody from Null has played since starting in EVE? Or haven't touched for over a decade? That's where lack of perspective becomes a problem for the rest of New Eden.That's where I come in. I get players to undock.Through EVE Rookies (and now Wormlife), I help shape and maintain a fleet schedule of 100+ fleets a month. I partner with smaller groups so they are able to undock more often. I even work with individuals who come in to learn the content so they can turn around and build content for other communities (i.e. incursions in null sec).So while my expertise over the past 5 years is the new player experience, as well as building strong communities, I also bring something broader. The general player experience.I talk to players across highsec, lowsec, wormholes, markets and even Pochven and null and do my best to bring their voices forward to be heard....

Customer success is at an inflection point. AI isn't just a buzzword – it's fundamentally rewriting what it means to be a CSM. Yet adoption in CS is lagging, and those who wait risk being left behind.In this episode of the CS School podcast, we're joined by Adam Parsons, Client Success Director at Degreed, to explore how AI is transforming the role – from task-driven execution to insight-driven strategy. We break down where AI adds real value today (research, news analysis, and client intelligence), how to experiment with the right tools, and why curiosity and intentionality will separate leaders from laggards.Adam draws from his own journey to highlight the mindset shifts needed to thrive in a future where CSMs act as strategic partners, not just problem-solvers. If you want to stay relevant – and indispensable – in a rapidly changing landscape, this episode is your roadmap.Key takeaways:

Meet Teddy Shi and learn of their run for CSM in 2025 for Eve Online.Long-time, experienced EVE player.Truly independent candidate with no ties to any major alliances or corporations.Focused on improving EVE for industrialists, miners, and PvE players.Committed to being an accessible and transparent CSM member.Quick intro about me outside of the game:I am 21, based in Michigan, USA.I have been very fortunate to attend several “local” in-person fleetups but I have never had a chance to attend a Fan Fest in Iceland.Professionally I have spent several years in sales, marketing and transportation. I have deep understanding of those fields inside and outside of space.

Direcţia de Sănătate Publică Iaşi a început o anchetă epidemiologică la Spitalul de Copii ”Sfânta Maria” privind un posibil focar de infecţii cu o bacterie, după ce sase copii au murit în ultimele zile în secţia de Terapie Intensivă. Aceasta a fost inchisa. Ministerul Sanatatii confirma 6 decese din 9 infectari. Si politistii din Iasi s-au autosesizat in acest caz.    Astăzi e ultima zi de campanie electorală în Republica Moldova Sunt alegeri cruciale duminica ce vor decide daca parcursul european al tarii va fi pastrat. Partidul pro-european de guvernământ Acțiune și Solidaritate al președintei Maia Sandu speră să-și păstreze majoritatea în parlament dar sondajele anticipeaza că va pierde controlul și va fi nevoit să formeze coaliții.  Propunere controversată a unui grup de parlamentari referitoare la activitatea SIE Ei propun ca ofiterii Serviciului de Informatii Externe sa poata deveni organe de cercetare penala, adica sa-si poata ancheta proprii colegi. Insa o decizie a Curtii Constitutionale, din 2016, a scos serviciile secrete din anchetele penale. Situatia ar deveni similara cu cea a magistratilor, care pot fi urmariti penal doar de procurori anume desemnati de CSM.  Tony Blair ar putea conduce temporar Fâșia Gaza post conflict Iar fostul premier britanic Tony Blair ar putea să conducă temporar autoritatea de tranzitie din Fâșia Gaza în cazul unui acord de pace, scrie presa britanica. El a participat la discuții la nivel înalt cu toate părțile implicate pentru a pune capăt războiului și pentru a discuta viitorul teritoriului palestinian după conflict

Ever feel like product, sales, or engineering just doesn't get you, or worse, ignores your most urgent requests? Here's the uncomfortable truth—being amazing with customers isn't enough to get you promoted (or even layoff-proof) in Customer Success anymore.In this episode, I share a powerful, never-talked-about strategy that unlocks rapid career growth for CSMs by making you the secret weapon every department wants on their team. We'll unpack the missing piece of cross-functional collaboration, share the three-step process top CSMs use to become indispensable, and get super tactical about how to make product, sales, and engineering actually want to work with you.By the end, you'll know exactly how to shift from being seen as a “problem-dumper” to a strategic, value-driving partner—transforming how your company sees you and unlocking real career momentum. Want to be the CSM your whole company can't afford to lose? Hit play now and let's dive in.

Suivez le guide pas à pas pour construire un programme de Win/Loss Analysis qui vous permet de rentrer dans la tête de vos prospects et clients.On parle d'un programme qui aligne les équipes et influence les décisions business pour générer + de CA, + de satisfaction et - de churn. Avec Jade Vandelook, Head of CSM - Program Manager chez Diffly, on revient sur les étapes concrètes pour construire un programme utile, exploitable et durable.

What if everything you thought you knew about landing your dream job was wrong? Imagine going from total job-search exhaustion and crickets in your inbox to signing your ideal offer at Salesforce in just six weeks.In this episode, I reveal exactly how my client “Mallory” ditched the grind of endless applications and rejections, and instead used three counterintuitive strategies to break through without obsessing over her resume or doing endless mock interviews. I'll share the step-by-step system that turned her unique background into a superpower, how we reframed her approach to stand out, and the exact moves that landed her a bigger paycheck and stronger offer. If you're tired of hustling for interviews and ready for a proven, strategic approach that actually cuts through the noise, this episode is your shortcut.1:30 – Why doubling down on mass job applications and resume tweaks keeps you stuck in “crickets and rejection” mode and the smarter strategy that gets traction4:40 – The resume transformation move that shifts your story from “task-based” to “impact-based” and how one simple tweak turned nonprofit experience into recruiter gold8:35 – How to prep for customer success interviews (even without traditional CSM experience) by targeting your story, not rehearsing endless mock questions13:50 – The negotiation lever that netted $5k+ extra (and how to use your start date as a point of leverage)15:45 – The three strategies Mallory used to land her dream Salesforce role in six weeks so you can shortcut your own job search (even when the market feels impossible)

Comprenez (vraiment) vos clients grâce au programme Win-Loss. Fini les excuses "c'est trop cher", "C'est pas le bon moment". Jade Vandelook, Head of CSM - partage les clés pour récolter des insights fiables et enfin savoir ce que vos clients ne vous disent pas de prime abord.

What if I told you the #1 thing sabotaging your Customer Success interviews isn't your experience, your skills, or even your nerves... but overthinking before you ever walk in the door? If prepping for interviews sends you spinning into self-doubt and second-guessing every possible question, this episode is the one you can't afford to skip.I'm sitting down with Zach, our all-star CS coach and talent acquisition pro, to dissect exactly why overpreparing leaves you sounding disorganized and less confident (and how hiring managers pick up on it instantly). We'll crack open the mindset shift you need to stop prepping from a place of fear, and break down Zach's proven framework that will help you show up organized, authentic, and ready to win. You'll hear the worst mistakes job seekers make when spiraling, super actionable ways to find your “superpower,” and how to leave interviews feeling empowered, not deflated.If you're tired of your interviews not reflecting the awesome CSM you actually are, you'll walk away from this episode knowing exactly how to prep with clarity, show up with confidence, and finally get out of your own way.

Today's guest knows what it means to lead when the stakes are high. Nate Amidon spent 15 years guiding people and programs across the U.S. Air Force, Microsoft, Boeing, and Alaska Airlines. He's an Air Force C-17 evaluator pilot with more than 3,200 flight hours—including 800 in combat—and over 1,500 hours as an instructor teaching young pilots how to fly, make decisions under pressure, and lead crews on global missions. When he transitioned from active duty, Nate brought that same discipline into technology—consulting as a Project Manager, Scrum Master, and Scaled Agile Framework coach on enterprise software programs. He went on to found Form100 Consulting, where he helps clients apply military-tested leadership practices to build strong, high-performing teams that endure. In our conversation, Nate and I talked about how hard that transition actually was. Even with a degree from the Air Force Academy and an MBA, landing his first role at Microsoft wasn't simple—and it showed him how untapped the veteran talent pool really is. That frustration was the spark for Form100, where he now connects veterans with organizations desperate for alignment, communication, and trust. We also dug into why veterans are uniquely equipped for tech: they're trained to see the whole mission, not just their own slice. They know how to drive clarity in chaos, how to align teams across silos, and how to solve problems with urgency but also with care. Nate reminded us that in technology, speed without alignment is just drift. Veterans bring the perspective to check the vector, build relationships, and keep the team moving in the right direction. Nate holds a Management degree from the U.S. Air Force Academy, an MBA from the University of Nebraska, and certifications spanning PMP, CSM, SPC, Lean Six Sigma, and DevOps. He also continues to serve as a reservist C-17 pilot with the 313th Airlift Squadron.

Join us in this episode as Podcast listener J. shares about his recovery in SAA, his experience being arrested for CSM and thoughts on living amends. Also a great River analogy to being swept up into the tide of addiction.   Since suicide was mentioned in this episode, if you are in suicidal crisis or emotional distress, reach out to the National Suicide Prevention Lifeline in the US by dialing 988. https://988lifeline.org   Be sure to reach us via email: feedback@sexaddictsrecoverypod.com If you are comfortable and interested in being a guest or panelist, please feel free to contact me. jason@sexaddictsrecoverypod.com SARPodcast YouTube Playlist: https://www.youtube.com/playlist?list=PLn0dcZg-Ou7giI4YkXGXsBWDHJgtymw9q   To find meetings in the San Francisco Bay Area, be sure to visit: https://www.bayareasaa.org/meetings To find meetings in the your local area or online, be sure to visit the main SAA website: https://saa-recovery.org/meetings/   The content of this podcast has not been approved by and may not reflect the opinions or policies of the ISO of SAA, Inc.

On this week's episode, Brad and Eric go through all the models available for Chaos Space Marines in Warhammer 10th Edition (well… except models that aren't available for purchase on GW's website because… you know… they are probably made of 30 years old resin and are either going to get a refresh or be axed forever in next edition). Tune in to find out more about Daemon Engines and people who look more like crab than people.   POORHAMMER MERCH! https://orchideight.com/collections/poorhammer PATREON: https://www.patreon.com/SolelySingleton YOUTUBE: https://www.youtube.com/@thepoorhammerpodcast TWITCH: https://www.twitch.tv/poorhammer Website: https://poorhammer.libsyn.com/   RELATED TO THIS EPISODE: Every SPACE MARINE model: https://www.youtube.com/watch?v=ZO6xJGBM5lY Every AELDARI model: https://www.youtube.com/watch?v=oEnL6f1dV3Y Every ADEPTUS MECHANICUS model: https://www.youtube.com/watch?v=IkEdNsHul9E   TIMESTAMPS: 00:00 First We Silk 00:42 Then We Song 01:51 Abaddon the Despoiler 04:09 Vashtorr The Arkifane 06:46 Fabius Bile 09:28 Cypher 10:17 Haarken Worldclaimer 11:07 Huron Blackheart 11:40 The Flavors of CSM 13:03 Chaos Lords 15:43 Lord Discordant On Helstalker 16:57 Daemon Prince 19:33 Warpsmith 21:03 Sorcerer and Sorc on Terminator Armour 22:57 Master of Possession 24:02 Master of Executions 25:09 Dark Apostle 25:55 Dark Commune 27:38 Cultist Firebrand 28:02 Traitor Enforcer 28:35 Cultist Mob 29:19 Legionaries 30:19 God-Specific Marines 31:50 Traitor Guardsmen Squad 32:49 Accursed Cultists 33:36 Fellgor Beastman 34:11 Chaos Spawn 34:59 Possessed 36:31 Obliterators 37:48 Chosen 38:48 Chaos Terminator Squad 40:00 Chaos Bikers 40:38 Havocs 41:43 Raptors and Warptalons 43:09 Nemesis Claw 44:01 Chaos Rhino 44:45 Chaos Vindicator 44:55 Land Raider 45:59 Chaos Predator 46:21 Noctilith Crown 46:40 Defiler 47:24 Helbrute 48:52 Venomcrawler 51:02 Forgefiend and Maulerfiend 52:54 Khorne Lord Of Skulls 54:08 Heldrake 55:50 Final Bit of Advice 57:42 Alright Audio Audience   Our Producers for AUGUST: 3D Frank A healthy ammount of piranhas airbrush video revenue that got lost in the couch Blizted_Brain BrokenReaper45 Corvus DemolitionMann Dixie Normous Drinking vodka and playing aerial gunlance just to feel something DrLace GilgameshVS iwonderhowlongittakesbeforbloodclawsaccepttheorgys Jan Geisse Jeric Foster Kiwifruitbird Le BloupBloup mistahsquiggems Mr Festastic #WheresMikesBaneblade n0rth the H3retic Nj harlan Off topic but where's the nearest Cracker Barrel, I'm eggin for a peggin ON MAH' WAY TA' STEAL A SNAZZWAGON! Pizza00100 Ratchet7989 thatmoiety The Idiot with grey knights VictorianBatman Wargame Simulator   Our Biggest Supporters: A certain grey baneblade A Pulsating Ball of Pure Energy A Suspicious Looking Guy Addoxin Adrian Franke Aetherion Collector of Slaaneshi thighs and regret Alex Fuja amdragon Amists Andreas Another hairy Sasquatch Ava Warrior Princess Ave Dominus Nuts Bigs The Purple Necron Blubbles 180 Bob Meyers Bobqer BRB gotta snazz my wagon Canuk-eh Carnuvex Chad the Frog Christopher Gargagliano Chroma Veil Colin. H Craig Judge Crazyshak48 Cube1359 Dairy Sorceror, addicted to mana potions Daniel Field5150 Darth Vergeance DasGoopy Dominick Colacicco Dylan Baker Edward Lawrence Enchantedgalaxycat Fay FlawlessOyster Freedom is only three edibles away Gathering Clouds GearOverlord Geete Hoss Hammond How are those rivets going Eric Hyena Beans HypnoticSpecter I read the Space Wolves Codex and all I got out of it was wolfwolfwolfwolfwolfwolfwolfwolf Illindi IrisHFoXRR isaac hall J3C GAM1NG James coe Jarrett DiPerna Jolyne Justin Yudichak kalex Kaydien moore Kentorb Kozak Krishna Chanamolu L'Etranger (Lukus) Lord of Chaos LSJay Madison Ramanama Malcador the Rizzler-ite Matthew Tsushima Michael Melcher Mitchell Mixolydius mmmm burnt toast Monkey218 morfiel55 Not-Gafie NotEE Omegashark Pierce forgot about changing their name as a bit for a while Protius7331 Qelan Rock roguetraderjake RossWarlock Rothana's All Terrain Tactical Enforcer Rymora saft SarahchaSauce Shaxxs pet otter Solonite Struggle_l3us The Mailman The Other Mailman Thecrusader13 TheFishboi Thrango

On this week's episode, Brad and Eric go through all the models available for Chaos Space Marines in Warhammer 10th Edition (well… except models that aren't available for purchase on GW's website because… you know… they are probably made of 30 years old resin and are either going to get a refresh or be axed forever in next edition). Tune in to find out more about Daemon Engines and people who look more like crab than people.   POORHAMMER MERCH! https://orchideight.com/collections/poorhammer PATREON: https://www.patreon.com/SolelySingleton YOUTUBE: https://www.youtube.com/@thepoorhammerpodcast TWITCH: https://www.twitch.tv/poorhammer Website: https://poorhammer.libsyn.com/   RELATED TO THIS EPISODE: Every SPACE MARINE model: https://www.youtube.com/watch?v=ZO6xJGBM5lY Every AELDARI model: https://www.youtube.com/watch?v=oEnL6f1dV3Y Every ADEPTUS MECHANICUS model: https://www.youtube.com/watch?v=IkEdNsHul9E   TIMESTAMPS: 00:00 First We Silk 00:42 Then We Song 01:51 Abaddon the Despoiler 04:09 Vashtorr The Arkifane 06:46 Fabius Bile 09:28 Cypher 10:17 Haarken Worldclaimer 11:07 Huron Blackheart 11:40 The Flavors of CSM 13:03 Chaos Lords 15:43 Lord Discordant On Helstalker 16:57 Daemon Prince 19:33 Warpsmith 21:03 Sorcerer and Sorc on Terminator Armour 22:57 Master of Possession 24:02 Master of Executions 25:09 Dark Apostle 25:55 Dark Commune 27:38 Cultist Firebrand 28:02 Traitor Enforcer 28:35 Cultist Mob 29:19 Legionaries 30:19 God-Specific Marines 31:50 Traitor Guardsmen Squad 32:49 Accursed Cultists 33:36 Fellgor Beastman 34:11 Chaos Spawn 34:59 Possessed 36:31 Obliterators 37:48 Chosen 38:48 Chaos Terminator Squad 40:00 Chaos Bikers 40:38 Havocs 41:43 Raptors and Warptalons 43:09 Nemesis Claw 44:01 Chaos Rhino 44:45 Chaos Vindicator 44:55 Land Raider 45:59 Chaos Predator 46:21 Noctilith Crown 46:40 Defiler 47:24 Helbrute 48:52 Venomcrawler 51:02 Forgefiend and Maulerfiend 52:54 Khorne Lord Of Skulls 54:08 Heldrake 55:50 Final Bit of Advice 57:42 Alright Audio Audience   Our Producers for AUGUST: 3D Frank A healthy ammount of piranhas airbrush video revenue that got lost in the couch Blizted_Brain BrokenReaper45 Corvus DemolitionMann Dixie Normous Drinking vodka and playing aerial gunlance just to feel something DrLace GilgameshVS iwonderhowlongittakesbeforbloodclawsaccepttheorgys Jan Geisse Jeric Foster Kiwifruitbird Le BloupBloup mistahsquiggems Mr Festastic #WheresMikesBaneblade n0rth the H3retic Nj harlan Off topic but where's the nearest Cracker Barrel, I'm eggin for a peggin ON MAH' WAY TA' STEAL A SNAZZWAGON! Pizza00100 Ratchet7989 thatmoiety The Idiot with grey knights VictorianBatman Wargame Simulator   Our Biggest Supporters: A certain grey baneblade A Pulsating Ball of Pure Energy A Suspicious Looking Guy Addoxin Adrian Franke Aetherion Collector of Slaaneshi thighs and regret Alex Fuja amdragon Amists Andreas Another hairy Sasquatch Ava Warrior Princess Ave Dominus Nuts Bigs The Purple Necron Blubbles 180 Bob Meyers Bobqer BRB gotta snazz my wagon Canuk-eh Carnuvex Chad the Frog Christopher Gargagliano Chroma Veil Colin. H Craig Judge Crazyshak48 Cube1359 Dairy Sorceror, addicted to mana potions Daniel Field5150 Darth Vergeance DasGoopy Dominick Colacicco Dylan Baker Edward Lawrence Enchantedgalaxycat Fay FlawlessOyster Freedom is only three edibles away Gathering Clouds GearOverlord Geete Hoss Hammond How are those rivets going Eric Hyena Beans HypnoticSpecter I read the Space Wolves Codex and all I got out of it was wolfwolfwolfwolfwolfwolfwolfwolf Illindi IrisHFoXRR isaac hall J3C GAM1NG James coe Jarrett DiPerna Jolyne Justin Yudichak kalex Kaydien moore Kentorb Kozak Krishna Chanamolu L'Etranger (Lukus) Lord of Chaos LSJay Madison Ramanama Malcador the Rizzler-ite Matthew Tsushima Michael Melcher Mitchell Mixolydius mmmm burnt toast Monkey218 morfiel55 Not-Gafie NotEE Omegashark Pierce forgot about changing their name as a bit for a while Protius7331 Qelan Rock roguetraderjake RossWarlock Rothana's All Terrain Tactical Enforcer Rymora saft SarahchaSauce Shaxxs pet otter Solonite Struggle_l3us The Mailman The Other Mailman Thecrusader13 TheFishboi Thrango

Outline 00:00 – Intro 01:19 – Early steps: PhD journey & robotic hands 15:42 – What is a soft robot?23:35 – MIT years & models of soft robots 30:01 – Discretization & underactuation 37:21 – The regulation problem 47:01 – Pros and cons of soft robots 51:42 – The soft inverted pendulum 1:05:27 – Eigenmanifolds 1:15:22 – Physical intelligence 1:26:09 – On machine learning 1:37:49 – Embodied AI & TC on Robot Control 1:44:50 – Advice to future studentsLinks- Cosimo's website: https://tinyurl.com/mt37597k- Piaggio Center: https://tinyurl.com/muryjw5h- Pisa Robotic Hand: https://tinyurl.com/4ujtec59- Model-Based Dynamic Controller for a Planar Soft Robot: https://tinyurl.com/5a8fv3c8 - Soft Robot definition (Encyclopaedia of Robotics): https://tinyurl.com/3y2jz987 - Isidori's book: https://tinyurl.com/42254hav- CSM magazine paper: https://tinyurl.com/bd54an6x- Cosserat rod theory: https://tinyurl.com/zu73nadx - Strain function: https://tinyurl.com/y8v63ue2- Zero dynamics: https://tinyurl.com/2ezarn5e- The soft inverted pendulum: https://tinyurl.com/y4bzkkup- Templates and anchors: https://tinyurl.com/2957w6sz- Exciting Efficient Oscillations Through Eigenmanifold Stabilisation: https://tinyurl.com/yc3586y5- When Do Lyapunov Subcentre Manifolds Become Eigenmanifolds?: https://tinyurl.com/5tckw7xe- Passive walker: https://tinyurl.com/yjwwapv5- Strandbeests: https://tinyurl.com/494mfccu - Physical control: https://tinyurl.com/bdddb6ur- Morphological computation: https://tinyurl.com/an6vaahx- The Playful Machine: https://tinyurl.com/5525xys2Support the showPodcast infoPodcast website: https://www.incontrolpodcast.com/Apple Podcasts: https://tinyurl.com/5n84j85jSpotify: https://tinyurl.com/4rwztj3cRSS: https://tinyurl.com/yc2fcv4yYoutube: https://tinyurl.com/bdbvhsj6Facebook: https://tinyurl.com/3z24yr43Twitter: https://twitter.com/IncontrolPInstagram: https://tinyurl.com/35cu4kr4Acknowledgments and sponsorsThis episode was supported by the National Centre of Competence in Research on «Dependable, ubiquitous automation» and the IFAC Activity fund. The podcast benefits from the help of an incredibly talented and passionate team. Special thanks to L. Seward, E. Cahard, F. Banis, F. Dörfler, J. Lygeros, ETH studio and mirrorlake . Music was composed by A New Element.

According to research from McKinsey, companies that invest in comprehensive training programs see 21% higher productivity and 22% higher profitability. So how can you build effective training programs that drive measurable business impact at your organization? Riley Rogers: Hi, and welcome to the Win-Win podcast. I’m your host, Riley Rogers. Join us as we dive into changing trends in the workplace and how to navigate them successfully. Here to discuss this topic are Jonathan Biebesheimer and Andy Knight, sales Enablement Managers at ServiceTrade. Thank you both for joining us. As we’re getting started, I’d love if we could just start by talking a little bit about who you are, what your background is, and what your role is at ServiceTrade. So Jonathan, if we wanna start with you.  Jonathan Biebesheimer: Yeah, sure. So thanks for having us. Here. So I’ve been in business for a little over 30 years now. Started my career owning and running technology startups, then switched over to a gig at Lexus Nexus where I was on the sales organization. I was a seller quota caring seller for a number of years, and then shifted over to sales enablement and then that led me to joining ServiceTrade about four years ago. So I’m currently a sales enablement manager, along with my colleague Andy.  RR: Amazing. Andy, I’ll pass it off to you. Andy Knight : Yeah, thank you so much Riley. Super excited to be here. I’ve been in sales in a variety of roles for about 15 years, give or take. I’ve been in enablement for about five of those years, made the shift after finding really just a lot of personal and professional fulfillment from helping people do their job better. I’m also part of the enablement team here at ServiceTrade. I’ve been here only since April of this year, so a little newer, but. A lot has happened in that time.  RR: Wonderful. Well thank you for those overviews. I think we’ve got a lot to dig into, and I know we have quite a lot to talk about today. So, Jonathan, question that I’ll start with you. Over the past four years at ServiceTrade, I know that you’ve focused on enabling your sales teams to succeed, as we all are trying to do. I’d love to know how you’ve seen the enablement function at Servicer evolve in that time, especially as AI is becoming much more prevalent in GTM workflows. JB: Yeah, so when I started the company was about half the size it was today and. One of the things that attracted me about ServiceTrade when I started interviewing was they, I could tell they had a very enablement culture. Right. They understood they were doing a lot of training, they were doing a lot of coaching. They understood the importance of supporting the sales organization, but they really had no structure or dedicated resources. Right? And so that’s what I was brought on. To help with. I had built a program in prior job, so it was kind of a rinse and repeat to some. I enjoyed it so much. Lemme do it again. And so, you know, it’s been kind of a classic, slowly over time building our program, what we’re able to deliver to the revenue organization, what things we’re involved in, what things we consult on. So it’s been kind of a slow, steady progress. I mean, we’ve obviously focused on the highest impact things. Another thing, you know, and in our team of two, I was a team of one for a while. So as a small team, I think one of the things you have to think about is just capacity. Like what do you do? How much do you do? We’ve always had kind of a good, better, best approach. You know, we always try to deliver high quality work, but we’ve got 10 things we’ve gotta do. You know, can we what? What can we deliver in those 10 areas knowing that when we have time, we’ll go back and, you know, kind of make ’em better. AI is interesting. I think it’s helped in that regard. You know, it’s helped us be able to accelerate certain things. So what I would, you know, call a quote unquote good deliverable AI can sometimes make that a good and a half or better, right? Just because of its nature. It’s also interesting, you know, I’m sure this is not unlike a lot of companies has. Definitely, I mean, it’s going so fast, but it feels like in the past few months, especially. It’s really shifted from just being kind of this fad to more of an expectation right? Across all departments, including ours. And so one of the things that Andy and I find ourselves asking ourselves a lot is we look at new projects or we talk about getting, you know, going from good to better to best thing is, you know, how can we use AI to help us there with those things? I mean, it’s fascinating where AI is gonna go. Who knows? But it’s definitely playing a larger role in, in the things that we do in a voting role. RR: Yeah, it’s definitely a big question mark, but I think, you know, technology is always one of those things that you need to work with and learn to work with, and I know that’s kind of one of the evolutions actually, that you’ve seen at ServiceTrade, which is that you played a pretty key role in the decision to invest in an enablement tool. I’d love to know maybe why you thought that technology was kind of necessary to your work, and then maybe how as you were evaluating solutions in the market, you eventually made that solution to choose Highspot. JB: So when I came in, as I said, there was really not a program per se. And so one of the things I was asked to do was just kind of observe for the, my first two weeks, kind of, you know, see what the revenue organization was doing, see what sellers were doing, see what the gaps were. It became, I, I know it was probably day three. I’m like, oh my God, this content is just, it’s a nightmare. I mean, it’s a classic. Situation where content was in like 17 different places floating around in Slack. Nothing was governed. Branding was, you know, so I kind of jotted down on my, you know, high priority list. You know, we need a content management system. So two other things I noticed. One was that, you know, when I joined the company, they were at kind of an interesting shift. They were kind of in that stage where they were from being a startup to a scale up. Right. And so there was a lot of institutional knowledge, things that were in people’s heads. And so when I came on board, the um, the volume of, of conversation in Slack just blew me away. I’m like, what are all these people talking about? And when you started to dig into it, you were realizing that sellers were asking, you know, more tenured sellers, everything about the business. And so it became very clear that that wasn’t gonna scale. And so again, a system, you know, ultimately at the, a Highspot, it was a very, I don’t wanna say easy, but it was a, a very impactful, you know, business case for me to say, look, if you guys wanna scale, you need to get this knowledge outta people’s heads. We can’t have sellers living in Slack. They need to have a place to go. The other thing that was interesting is that, you know, again, I deployed these systems in prior roles. They were enabled, but they didn’t really understand the capabilities of what enable enablement technologies could do. Right. And so when I came in, they. I don’t wanna say they were antiquated, but they, they were not as progressive as they could be from a technology perspective. And they weren’t. Even, some of ’em, we weren’t even aware of some of the other capabilities Highspot had to offer, you know, pitching for example, you know, as new things have have come out, like remix, you know, those types of concepts to me, I was like, oh, it’s. That’s table stakes and they didn’t have it. Right? So the business case for me was, again, I won’t say it was easy, but it was very well supported, creating a foundation to get, you know, content under control. Get that institutional knowledge documented, and give their sellers a leg up on competition. Right? You know, other competitors I knew they didn’t have, you know, a system like a Highspot. So if we could implement Highspot, we could not only get information better under control, but we can give our sellers, you know, more modern tools to sell against our competition. RR: Yeah, that all makes sense. I’m really excited to kind of dig into how that vision is going so far. I know we talked a little bit about content, so I’d like to switch gears a little bit and touch on training. To your point of Highspot did a lot more than maybe some of the other tools in the market. Andy, I’d love to know from your perspective, because you have quite an extensive background in sales training, as you mentioned a little bit, if you could. Walk us through some of the core components of your strategy for sales training, and then maybe, if at all, if you’re using AI in there, I’d love to know. AK: Yeah, definitely. We are, we’re using AI in, in really every facet of enablement at this point in terms of kind of the core components of, you know, sales training here at ServiceTrade and, and how we like to run things. I’m a big framework guy. I love a model. I love a framework. I love an acronym, right? So there’s a framework called addie. Those individual letters stand for analyze, design, develop, implement, and evaluate. That’s really at the core of our sales training here. Whenever we get a request for, you know, whether it’s a product launch or a new competitor Intel that we’re surfacing, anything along those lines. Our first step is gonna be analyzing the problem and understanding. To Jonathan’s point, what do we currently have that’s available in Highspot? What are our cross-functional partners currently saying? How can we implement a lot of the content that we already have to fold into a live training where we’re doing things like. Lectures. We’re doing things like role plays. We’re doing things like take home exercises. All of that facilitated through Highspot, so that’s a big piece of it. I have a personal framework as well. I call it my three Cs rule. Every training that we develop in design is gonna make our sellers more comfortable, more capable, and more confident, and the ways that we go about and really utilize those things and to, to Jonathan’s point, AI just makes it all so much easier. We can take. Compilations of conversations, of real conversations that our sellers are having, create scenarios using AI that are similar but not the exact same scenarios to kind of play off of. We’re able to use, you know, Highspots coaching and training capabilities to generate rubrics to say how someone should respond to an objection, how someone should position a capability to give a, a seller real time and immediate feedback on how they are responding to that. So it’s some really powerful stuff. RR: Yeah, I think we’re well on the same page. I’m also a fan of frameworks. I’m also a fan of alliteration, so I love the three Cs, the comfortable, capable, confident. That’s wonderful. Thinking about that strategy, I’d love to know how your mapping your approach to Highspot, especially knowing that you’ve recently migrated to your point, learning and coaching into the platform. So I’d like to hear from both of you how that has been going and maybe how it’s better then or different from what you’ve done in the past. JB: Yeah, I think we can tag team this. I’ll give a little bit of the history. I mean, when I came on board, they did not have a, any learning management system at all. They did have a, a master spreadsheet that was, I don’t know, like 400 rows long. It was very tactical. It was to some degree, there was almost no method of madness. It took me, there’s kind of weeks to understand what it was. It was very tactical and you know, ultimately there was. No way to track it, right? There was a wave where they were hiring dozens of people and just blind. So one of the things I did just kind of conceptually, even before we got some technology into place, was to try to reverse engineer it, right? Try to understand what the sales leaders were working towards in terms of outcomes or moments, you know, that the sellers needed to be prepared for. And that took, uh, quite a while. It’s kind of a classic thing before you introduced technology to just kind of get a step back and just wire frame this thing. Just that alone took a while and kind of culturally making that shift to get sales leaders to, to start thinking about, okay, well yeah, you could teach ’em that in week one, but you know, they’re, they’re not gonna be on a, that kind of call until week seven. So do, do we really need to prioritize it? So that was a lot of, you know, work. We did start as quietly, we did start with a different LMS at, at the beginning just because of our needs at the time and, and where the LMS was. But I say this with all honesty. I mean, even though we made that decision at that point, I made it very clear to my leader. That every time we came up renewal that I wanna reevaluate, I want training and content to be in the same platform. The reality is that, you know, the two systems kind of worked together, but they really didn’t. It was disjointed. It was a lot of cumbersome work. We didn’t have a lot of good visibility. Timing was perfect. ’cause this is where Andy came in. We finally made the decision, got buy-in to make the transition over to Highspot, and sure enough, I talked to Annie, he is like, oh, guy, I, I’ve got experience with that. I’m like, well, guess what? You’re hired. So, so Andy came in at a perfect time and then I’ll, I’ll kind of turn it over to you. I mean, you’ve been mostly involved in kind of that migration from where we were to where we’re today, so I’ll let you kind of take it from here. AK: Yeah, I mean, Jonathan said it perfect my, I think, second interview before deciding to join ServiceTrade. We talked about migrating onto to Highspot is both our LMS and our content repository, and. I’d already had green flags, and that was the final one for me. Okay, let’s do it. I’ll sign the offer today. It is a completely different experience today than what ServiceTrade was previously. We have really a centralized experience. We’ve created all of our processes and all of our training and coaching and content with that user experience in mind, we have. A really, really positive user experience. It gives us a really great opportunity to get insight into things that are and are not working. It gives us just that one stop shop. All roads lead to Highspot, however you wanna say it. Everyone knows that everything they need to do their job effectively lives with high. RR: Amazing. Well, I love that kind of serendipitous story of how it worked out so well for you guys. I’m also very happy that you’re able to escape the spreadsheets. It sounds like it’s going really well. I know one of the initiatives that you guys are focused on has been kind of defining what good looks like for your sales team. Andy, can you tell us a little bit about that initiative and then how you. Build that. What good looks like into your programs? AK: Yeah, Riley definitely. So it’s an ongoing program for sure. I think that is one thing that I’ll be working on forever. I think people will always want to understand what sellers are doing that are helping them be successful. What techniques are they employing? What content are they utilizing? Things like that. I’m a big basketball guy, Riley. I am an elder millennial, so I think that LeBron James is better than Michael Jordan. And I always say that people want to be LeBron James. They want to understand who is the LeBron of ServiceTrade, how can I emulate those behaviors, those attitudes, those practices, things like that. And there really is so much value in learning from each other versus learning from enablement. We are a really important function, and we do provide a lot of really valuable information, but at the same time, we’re not in the seats that our sellers are, and we don’t have that experience that they do. So as much value as I can provide as a coach. A player coach can provide even more value and deployed in the right way. So from my perspective, Riley, the how we build these programs and what we’re really focused on doing is finding things like the internal collateral that are our top performers are, are constantly referencing, right? We’re finding examples of calls where they’re handling a tough objection really, really well. We’re finding those examples of behaviors that we want people to emulate through things like enabling mutual action plans through using digital rooms, things like that, and it’s really about providing the space for our teams to have those conversations and making sure that. They know that they’re empowered to share things that are working well and to be the LeBron to be that coach for other people. And so it’s an ongoing initiative. We’re certainly not done. We do a lot of things with like peer showcases, for example. If we get a really good deal, we have a really tough client, a really, really powerful proposal template deck that was used, we’ll share that out. We want that shared. We want people to know not only that it exists, but we wanna celebrate the wins with our teams and highlight those sellers that are really performing really well. RR: Yeah. I love that you’re. Building so intentionally with their needs in mind and recognizing that maybe it’s not a top-down mandate of here’s what you need, but rather how can I help you be your best? JB: And kind of back to the question of shifting and having content and training and coaching and everything Andy talked about all on platform is just been, I mean, it’s been a day we’ve been waiting for, right? You know, how can we wrap? Guidance. How can we wrap success just in one page or play or whatever, you know, whatever, however we surface it. Just being able to create that world around any given topic has just been huge for us. And it’s, it helped a lot of sellers. I mean, one of the challenges I think everyone has is just getting sellers to connect dots, right? And so we, you teach ’em a concept and they’re like, okay, I get it. Well, do you really? And then they hear another seller, you know, have a call and like, oh, okay. Right. And so we’re, we’re able to join more of those moments. In Highspot, which has just been huge for us. RR: You know, that actually ties in pretty well to the next question I had for you actually, which is, you know, thinking of creating that unified experience. I’d love to know maybe how that’s helping you foster a culture of continuous learning and motivating your sales teams to continue enhancing their skills, continue developing their knowledge over time. I know that’s never easy, but it seems like maybe this is helping it be a little bit easier. JB: Yeah. To me, the, the, you know, you’re right, Andy’s got more experience in kind of a learning coaching world that I do. But one of the things that I’ve learned from him since he’s been on, and, and the further I get into it, I’ve tried to get more in tune with, I mean, yes, you need to create these programs, but I’ve been trying to think more about, uh, just individual, like what is their definition of achievement? What is their definition of, of success? Right? And I’ve recognized over my career, it could be very different from seller to seller to seller. Right. There’s some sellers that are very monetarily motivated. There’s some sellers that are very, you know, have a certain status in the company. There’s others that just, they want to be good coaches. Right? And so, one of the things I’ve personally tried to do is through courses we create, or courses that I’m involved in, is, is try to make that connection with the learner. Sometimes even flat out asking like, you know, what are you hoping to get out of this? Just have them say, well, I, I’d really like to be able to do blah, whatever that is cool. That’s why you’re here as a, you know, a teacher or as a coach, that’s what I’m gonna help you do. The other thing that I’ve always tried to do it is a little bit more. In the things that I deliver, but I think I approach learning in this way, making it accessible. To sellers, I think is really important, right? Giving ’em a space to feel comfortable, to be vulnerable to, you know, to make mistakes. I mean, I did a a week long training where half of my stories were about like my failures, right? And it’s all kind of weird. But again, we had some junior sellers, some sellers at first sale job outta the gate, letting ’em understand, look, you’re gonna make some mistakes. It’s okay. 55 years old, I haven’t dropped off the face of Earth yet. Like, but you’ll learn from ’em, right? And giving sellers that space in that session, as soon as I started talking about that, sellers would open up a little bit more and they, and they, they’d start sharing their stories, not just all the negative, but you know, here’s what I learned, kind of making the environment comfortable. To learn and grow and just keeping people focused on, look, this will help you by whatever definition of success or achievement you have. That’s why we’re here. RR: Amazing. Andy, anything you would wanna add to that one? AK: No, I, I would just say that that last piece about making learning accessible to different learners at different stages is so important and we’re doing. Constantly evolving how we deliver training as well. Whether it is like a live virtual session, whether it is, you know, that just in time training through Highspot, short little micro explainer videos, things like that. Being able to meet people where they’re at, I think is a big piece of that. RR: Gotcha. Well, it certainly seems like you guys are doing the right things. Um, looking at the numbers, I can see that you’ve already achieved a really remarkable 93% recurring usage of the platform and are seeing some pretty early wins with training in Highspot. So Andy, I, I’d love to know from your perspective, how are you driving that adoption? What are some best practices you can share with our audience? AK: Yeah. You know, Riley, it’s so funny you say that, that 7% actually is the thing that bugs me. I want a hundred percent so bad. Um, we’re, we’re really proud of that number though. We, we joke with Kayla and Chris, our CSM team all the time that we do want it to be at a hundred percent. I, I think I said it earlier, we’ve created this feel here that all roads lead to Highspot. Everything that, that anyone needs to do their job effectively, they’re gonna be able to find that. And I think the thing that made that most impactful here is not just that it was myself and Jonathan, the enablement team sharing that information, but we made it a point really early on in this sort of Highspot adoption phase to get buy-in from our executive sponsorship as well. We wanted our CRO to understand why we’re investing in this tool, what it means for us. What it means for our sellers, what it means for him as an executive. So getting that executive buy in early on really helped to spread the message internally really organically that this tool is going to be very powerful for these different reasons, for these different audiences, and being able to really kind of customize and tailor. The solution of Highspot has made that adoption so high. We are really pushing again to get it at a hundred percent. We’d love to see that if, if it even is possible. But again, it’s, and being able to prove and hear from people that they find what they need, they’re using like instant answers in Highspot, for example, getting that AI response from content that we’ve uploaded into Highspot. Really powerful stuff, and so just sellers using it and being able to see it for themselves, I think is the final piece of that. RR: Thinking of other future goals, especially knowing Andy that you came in kind of to run this show, a little bit of this transition to training in Highspot, I’d like to know if you could share how you plan to measure success of this new training rollout, and then maybe a little bit from both of you what you’re hoping to achieve now that you have everything consolidated in the platform. AK: Yeah, definitely. So in terms of measuring success, I mentioned frameworks. Another one, a Kirkpatrick Model of evaluation is something that a mentor of mine from my previous role has, has really just ingrained in, into, to my brain. Essentially it looks at four different levels of responsiveness to training. The first being a, a reaction. It’s like a survey. Did you like the training? The second being learning, that’s typically like a quiz something or an assessment following a session, then into behavior. That’s is the, the seller, the individual contributor, applying that into their role. Finally, it’s the results. Are we seeing the action, you know, the, the results from that action, the business impact, things like that. So that’s our model. That’s how we evaluate things. We do pre and post session surveys. How do you feel about. Doing a podcast before the podcast, now that you’ve done the podcast, how do you feel now? Right? Things like that to capture the pre and post training lift. We also look for, obviously, the learning results assessments. Are we completing these, number one, and are we completing them to pass at a certain score? And then we’re looking into, you know, obviously how that impacts sellers going to market, speaking to customers. Even internally, how they’re sharing their best practices, things like that. So in the future, I mean, especially with, you know, digital rooms, that’s been a big push for us. The past couple weeks. We’re gonna see a lot more Highspot speaking to business impact, which is I think the thing that maybe we’re missing right now, that last piece of the Kirkpatrick evaluation model. So from a future state, that’s the thing I’m really, really excited about. JB: Yeah, I’ll agree. I think to date a fair bit of our focus has just been on utilization. Just get people into, and maybe a few months ago we were on with our CSM team and they were talking about where you want to go. And we realized, you know, now we have people here in Highspot. Now how are they using Highspot? Are they using it well? How can they use it better? And to Andy’s point, our feedback today has been anecdotal. And so we’ve got the enterprise, I think it’s, what’s that? Enterprise Plus platform or the data lake. Um, so we’ve got means and APIs, the future state is gonna start aligning it. I know you’ve have really some of those business outcomes. Those are the things that we’re gonna start looking at, right? So it’s great, you know, to any point a seller goes through course check ace, the role play check. Okay, now what does that mean in the real world? How, how did it affect his quota? How did it affect, uh, you know, the deal size? All of those things are, are where we’re hoping to go next. You know, with, with a lot of the things that we’re looking at. RR: Yeah, I’m curious to know too, then thinking just of in that future state and the plans that you guys are laying, I’d like to know both of your thoughts on kind of the role that you see AI playing in these ongoing evolutions. To your point of, you know, you never fully reach good. You’re always on a course towards it. So how do you see AI helping you get to those better training and coaching programs? Uh, Jonathan, I’ll kick it over to you first. JB: Yeah. This is Sunday. Andy and I talk about a lot. As we get more into it, I mean, everyone’s learning. One of the things that we’re trying to understand is AI can do a lot. And so one of the questions is, you know, what can an AI do? And then the next question we’re asking ourself almost more is, what should AI do? There is another, a lot Annie talk about. There’s another thing that we’re, we’re starting to see as it relates to AI versus our, our, our sales leaders. Andy, do you wanna talk about that a little bit? AK: Yeah. So one sort of big thing that we’ve been looking to tackle Riley is call coaching and, and being able to take this huge number of calls, minutes, hours of conversation and identify what of that should be coached, that, how to coach to it. So as a part of that, we’ve. Recently in partnership with our Rev ops team, developed essentially a, a scorecard tool that rates and reviews every call over a certain threshold time amount that our sellers partake in, and they get an, an automated scorecard every day of all of their calls from the previous day. Some really incredible insight from that, some amazing data to parse through that and, and surface that for, for coaches and for managers. But the important piece to Jonathan’s point is, is then the human element of taking that output from ai. And incorporating that feedback, understanding the context of a conversation, the context of a deal, the experience of a seller, things like that, and provide that sort of human emotional element to the AI output. That’s where I think is, is like the biggest next step for us and how we want to move forward. How can we use AI as a way to facilitate and make things like call review and call coaching efficient versus completely replacing it? Is you need that human emotional aspect to still provide that co coaching context. So it’s to Jonathan’s point, kind of marrying the two together, if that makes sense. RR: Yeah, absolutely. And I think it’s so important to take that kind of intentional, really thoughtful approach of, yes, there’s so much possibility here, but how can we use things in a way that really benefits our sellers? So I love that you guys are taking that angle on it. Moving from kind of future state to where we are now. I’d love if you could share any business results. Wins, things that you’re really proud of that you’ve achieved recently. Anything you could share with our audience? AK: Yeah, I’ll, um, I’ll take one. So, as you noted earlier, ri I’m pretty new to the role. I’ve been a large part of like, onboarding and, and moving things into Highspot. Um, we were able to reduce the time of our onboarding. It was between five and six weeks, depending on the role, all the way down to three to four weeks, depending on the role. Just from incorporating Highspot. We don’t have that disjointed. LMS and content repository experience anymore. Again, just having everything in one place has allowed us to reduce that time to get a new seller on the phone, which we’re hoping eventually will lead to reduced time to ramp, increased profitability, higher average deal size, all those things that we’re looking for for success metrics. But we’re really proud of the work that Highspot Hass been able to help us do just from an onboarding standpoint so far. JB: Yeah, and as I mentioned, it’s, this is another area where we’re still somewhat anecdotal, but I’ll, I’ll add to that. I mean, we are seeing in the evidence of just like Slack messages, you know, reps booking demos faster than any reps we’ve ever hired, you know. First deal close, first demo, whatever it is. Some of those moments, we’re seeing those much, much faster than we’ve seen in the past. One of the things that we saw, we were looking at one of the newer business outcome scorecards on, I think it was a play, and we pulled it up and, and, and I kind of looked at it for a minute and the, the light bulb went on for us. We’re like, wait a minute. The highest users of this play, this cannot be a coincidence. The highest, highest users of the plays were our top performers for that quarter. Right. And so again, we just kind of bumped into that and that’s why we’re so excited about kind of taking this next step towards just better analytics and understanding and, you know, all that kind of good stuff. But it was, to some degree, it was, it was, you know, it was cool to see and, and very kind of reassuring that our hypothesis was right. You know, the tool is designed to do certain things and the things that you say it does, it does it. And oh yeah. By the way, if you’ve used it and you use it really well and you use it often, you’ll be successful as your job. RR: Amazing. Well, I know we’ve talked about a lot. So I’ll close this out with a, hopefully a simple question. So for each of you, if you could share one, maybe two key lessons you’ve learned from your experience, building effective training, coaching enablement programs, what would it be? AK: Yeah, so I’ll, I’ll give you kind of two answers. RiIey, the only framework that I haven’t been able to mention today that I did want to also bring up, that’s pretty funny, right. Uh, I love action mapping. It’s a part of the ADDIE framework that I mentioned earlier in the analyze portion. This is really early on when someone comes to you and they say, Hey Riley, we need training on X, Y, Z. Getting into and really understanding that problem from an action mapping perspective, which means what is the ultimate end result that someone needs to do? Okay, now what practice activities will inform that action? What information is needed to inform those activities to lead to that action? And then the, ultimately the business goal from that, if you start with that, if that’s your first conversation. Outside of, you know, who needs to be involved in this project? Nine times outta 10, you’re gonna get a really, really good end result, and you’re gonna have a really, really powerful enablement motion. And then my last piece, I think this is probably more important, is to just always lead with empathy. It can be really easy in this seat to just focus on enablement, but we have to remember that our clients or our sellers, what we’re doing really exists to serve them and to help them do their jobs better. And so leading with that understanding and just being empathetic towards what they’re doing on a daily basis, and to your point, how can we make that easier for them? What can we do that’s gonna make their lives better doing that? RR: Amazing. Jonathan, I’ll pass it over to you. JB: I think the thing I’ve come to realize is probably the most important is, is making sure sellers are learners or whoever understand the why. Right. Not just from a training itself, like these little learning objectives, but as they go through any given training in whatever shape and form, do they truly understand the why? Why is it important that you’re talking about this thing? Why is it important that you’re asking this question? Why is it important that you’re listening for this thing? What I see a lot is that sellers will go, especially junior ones, you, the more tenured you get, start to get a little better. There’s a lot of the junior sellers, you can just tell that they’re not in their heads. And then you hear ’em on calls. They’re not coming from a place of conviction. They’re not coming as a, you know, to some degree, a business coach to these prospects who’ve never bought software like ours before and need that kind of help, right? They’re not comfortable asking challenging questions, right? Because they don’t understand the why. RR: I think that’s fantastic advice and I think it’s really great advice to close on. I gotta say thank you, both of you for joining us. This has been a really wonderful conversation and I’m sure our listeners will agree. JB: Well, thank you for having us. We really appreciate it. AK: Yeah, thank you, Riley. This has been awesome.  RR: To our audience, thank you for listening to this episode of the Win-Win podcast. Be sure to tune in next time for more insights on how you can maximize enablement’s success with Highspot.

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training Are you stuck chasing new clients while ignoring the goldmine in your past customer list? Does your agency feast on projects but starve for predictable revenue? Today's featured guest knows what it's like to hit a growth ceiling and being tired of the one-and-done client hamster wheel. He shares how he pivoted his agency after becoming a HubSpot partner, why he turned to project-based work after customer habits changed following the pandemic, and how he got out of the dreaded “no man's land”. Eric Baum is the CEO and founder of Bluleadz, a HubSpot Onboarding and Implementation Agency dedicated to transforming the way companies market, sell, and service their customers through the power of the HubSpot platform. He'll discuss his cash flow challenges, pricing mistakes that almost tanked the business, and how EOS helped him escape “no man's land.” If you're stuck in the fulfillment hamster wheel or scaling past $5M feels like pushing a boulder uphill... listen up. In this episode, we'll discuss: Reinventing his agency as a HubSpot partner. The real scaling struggle: cash flow. Why project-based doesn't mean profitless. Strategic partnerships are the future. Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources E2M Solutions: Today's episode of the Smart Agency Masterclass is sponsored by E2M Solutions, a web design, and development agency that has provided white-label services for the past 10 years to agencies all over the world. Check out e2msolutions.com/smartagency and get 10% off for the first three months of service. Accidental Founder, Intentional CEO Back in the Yellow Pages era, Eric was running two service-based franchises and needed a better way to market them. He brought marketing in-house for PPC, SEO, web dev, and that hire didn't just turn things around. It turned into a new business. Fast-forward a few months, and other franchise owners across the country started asking for help. Eric spun that in-house team into an agency, and had 50 clients out of the gate. As many owners before have admitted to, Eric started out charging way too low—$250 to $500/month. “I don't know how I didn't go broke right out of the gate,” he laughs. And if you've ever undercharged in the early days, you'll feel that one deep in your soul. Reinventing the Agency (and Himself) Around HubSpot The turning point came when Eric discovered HubSpot and pivoted Bluleadz to become a certified partner. That's when the “real” agency began, as he started to study the industry and figure out what he had to do to be profitable, take care of his team, and do it without necessarily doing all the sales work all the time. From there, Eric leaned into strategy, profitability, and systems. He stopped trying to be the everything guy and started building an agency that didn't need him in the trenches every day. Fifteen years later, his agency isn't just thriving. It's structured, profitable, and on track to hit 8 figures. Life in “No Man's Land” – The $1M to $5M Plateau After fifteen years in the industry and getting closer to the eight-figure mark, one of the things that most surprised Eric was getting stuck in the ugly middle: the zone between $1M and $5M where a lot of agency dreams go to die. Many call it “no man's land,” and if you've been there, you know the pain. “It was up, down, up, down,” he says. “I'd grow, then lose key employees. Revenue would spike, then tank. I kept asking, ‘What am I doing wrong?'” The answer: a lack of structure. So about nine years ago, Eric implemented EOS (Entrepreneurial Operating System). That gave his agency the foundation it needed—vision, accountability, and a cadence to scale. It didn't fix everything overnight, but it got the business out of reaction mode and into growth mode. The Real Scaling Struggle: Cash Flow Even with all that success, Eric's biggest constraint today isn't clients or talent. It's cash. In the agency world, sometimes you can grow so fast that you can actually outpace your ability to fund it. As Eric explains, “Receivables stack up. You can't hire, build, or invest without the cash reserves in place to hit the down terms.” For instance, just this year his agency was down 20% compared to last year because of all the uncertainty for businesses. Sound familiar? So far, Eric's solution has been airtight payment terms. They moved away from waiting on client deliverables and toward milestone-based billing. They typically charge: 50% upfront 25% after month one 25% at month two or fixed date Not based on deliverables. Based on time. Why? Because waiting on clients kills momentum (and your margin). “We used to wait months to get that final 50%. Now we're often 100% paid before a project is even done.” Moral of the story? Set clear terms and stop letting clients hold your agency hostage. Project-Based Doesn't Mean Profitless If You Structure It Right Five years ago, 85% of Bluleadz's revenue came from retainers. Then COVID hit. Buying behavior shifted fast. Clients wanted results without long-term commitments. So Eric pivoted hard into project work—today, 80–85% of their revenue comes from one-off HubSpot onboarding and implementation projects. That means 50–75 new customers per month, each on 30 to 90-day timelines. The lesson: project-based doesn't have to mean chaos - if you systemize delivery and payment. However, Eric does admit he and his team had been failing to recapture clients for a second or third project. “We were just focused on getting new clients through the door.” Instead of nurturing clients post-delivery, they handed off the project and moved on. Meanwhile, past clients drifted—only to come back a year or two later in total chaos saying, “We lost our HubSpot guy. Can you help?” The opportunity cost was massive. They are currently working on recapturing these relationships. By reselling past clients, his agency could double or triple revenue in a year. The Triple-Team Model: Sales, CSM, Implementation In their efforts to start creating more lifetime value for customers, Eric's agency introduced Customer Success Managers (CSMs)—not just to check in, but to hunt for value. CSMs dig into each client's needs post-project, surface upsell or cross-sell opportunities, and feed them back to the sales team. Now they're farming the base, increasing LTV, and stacking wins without chasing cold leads. This third new role adds a new layer to his team's structure, which he now breaks down as: Salespeople close net-new deals and join key milestone calls.           Implementation Specialists own delivery and are the client's main point of contact. CSMs sit above delivery, watching for success gaps, retention issues, and upsell opportunities. “Salespeople are hunters, not farmers. Trying to make them farm didn't work. So we changed the model.” This layered structure gives clients clarity, keeps teams focused, and ensures no growth opportunity slips through the cracks. Strategic Partnerships Are the Future Another key reason Bluleadz is scaling so quickly is partnerships. They're one of HubSpot's top onboarding partners, and at one point this partnership drove most of his agency's net new leads. More recently, however, as they start to expand their efforts to engage past clients, only 40% of their leads come from HubSpot, while 30% comes from existing customers, and another 30% from their inbound marketing efforts, other strategic partners, and referrals. This makes for a more balanced pipeline: “Inbound, outbound, and strategic partnerships”. Those are the three pillars in the Playbook. You've got ‘em dialed in. As for Eric, he's all in on strategic partnerships, which he considers to be the way of the future. The One Thing Eric Would Do Differently If he could go back and give his younger self advice on agency ownership, Eric would say “Let go faster.” He held on too long to sales, finance, client services… all of it. And every time he finally let go, the agency grew again. Today, Eric has zero departmental responsibilities. His job is vision, strategy, and leadership—and it's paying off. Do You Want to Transform Your Agency from a Liability to an Asset? Looking to dig deeper into your agency's potential? Check out our Agency Blueprint. Designed for agency owners like you, our Agency Blueprint helps you uncover growth opportunities, tackle obstacles, and craft a customized blueprint for your agency's success.

This week we are doing our very best just to make it through this episode intact while we regrettably discuss “My Struggle III”! We're talking the episode titles reflecting our increasing struggle to watch these, CSM name drop without any forewarning, Chris Carter's “Secret Science” AMA, Mulder becoming a noir detective out of nowhere, and how this whole apocalypse thing was just one big joke. We get really excited about the possibility of Scully transmitting brain morse code, wonder when exactly we ended up in a Ford commercial, get excited about Spender's brief return, and really struggle (ha!) to recap the last five minutes of this episode. We are getting Scully out of here if it's the last thing we do!Send us an email at scullynationpod@gmail.com or follow us on Instagram!

Episode No. 718 features artist Masako Miki and artist/curator Katherine Simóne Reynolds. The Institute of Contemporary Art San Francisco is presenting "Midnight March," a far-ranging presentation of Miki's two-dimensional and three-dimensional practice. The Japanese-born Miki's paintings, sculptures, and installations live between the sacred and the secular. Her often exuberant sculptures are rooted in the blending of Japanese and US cultures. Her previous solo shows have been at museums such as the de Young Museum, San Francisco, the Berkeley Art Museum and Pacific Film Archive, University of California, Berkeley, and the ICA San José. Her work is in the permanent collections of BAMPFA, the San Francisco Museum of Modern Art, and more. Reynolds is the curator of "Held Impermanence (Artists Select: Katherine Simóne Reynolds)" at the Clyfford Still Museum, Denver. The exhibition uses the museum's art collection and archive to consider multiple competing desires, including Still's and the desires of art institutions, such as the unknown future museum to which he directed his art and archive be entrusted. Reynolds is an artist and curator who investigates emotional dialects and psychogeographies of Blackness. Her previous exhibitions have been at venues such as SculptureCenter, New York, Counterpublic 2023, St. Louis, and the Stanley Museum of Art, University of Iowa. As mentioned on the program: The CSM's gallery booklet. Instagram: Masako Miki, Tyler Green.

This week we are trying to stop an apocalypse, develop a world-saving vaccine, locate our long-lost son, and find a good parking spot while we discuss “My Struggle II”! We're talking Scully's strange anti-vaxx turn, the tonally bizarre Guy Ritchie fight scenes, Scully being able to stop a riot with just her words, CSM's return as a cartoon flaming skull, and the fastest-onset apocalypse we have ever seen. We wonder just how quick Scully is able to develop a vaccine, if Teen Willy has a permit to drive that UFO, get indignant on behalf of the nurse Scully won't learn the name of, and wish we could welcome back Reyes, but why did it have to be like this? Quote of the episode: Calm down, you're talking to a scientist here. Thanks, Skinner.Send us an email at scullynationpod@gmail.com or follow us on Instagram!