Podcasts about CSP

Convenience stores looking to monetize their digital platforms have a new opportunity in post-transaction advertising, according to Jon Nolz, CEO and co-founder of MomentScience.Speaking on CSP's "At Your Convenience" podcast in May at the RMN Forum in Chicago, Knowles explained how c-store operators can generate revenue by displaying targeted offers immediately after customers complete purchases through delivery, order-ahead or pickup apps."It's the moment that really matters where you have people with their wallet out after they make that payment," Nolz said. "Why not get a free trial?"The technology integrates into existing systems through simple API or SDK implementations, with some partners completing setup in under an hour. Nolz emphasized balancing monetization with customer experience, recommending retailers maintain control over which ads appear rather than simply maximizing revenue.While many c-store chains lack dedicated retail media personnel, Nolz sees significant potential as digital ordering continues growing. Non-competitive offers like streaming service trials or loyalty program sign-ups work particularly well in the post-transaction moment, he said.

Davantage diplômé, vegan, CSP+ : l'IFOP a mené l'enquête et Olivier Dauvers présente le portrait-robot du consommateur de produits bio. Cette saison dans "RTL Matin", Olivier Dauvers part à la quête des bonnes affaires et vous livre ses secrets pour éviter les arnaques et devenir un consommateur avisé ! Hébergé par Audiomeans. Visitez audiomeans.fr/politique-de-confidentialite pour plus d'informations.

  What if the busyness you've been wearing as a badge of honor is actually the most expensive and most well-defended excuse you've been making for not doing the strategic leadership work your business most urgently needs?  In this episode of That Will Nevr Work, host Maurice sits down with Liz Weber, CMC, CSP — one of fewer than 100 people in the United States to hold both the Certified Speaking Professional® and Certified Management Consultant® designations, founder and President of Weber Business Services, LLC, author of 10 leadership books, named a Top 30 Global Guru on Leadership and Global Top 100 Leadership Influencer, faculty at Johns Hopkins and Georgetown, and a consultant who has worked with organizations across more than 20 countries — for one of the most direct, credentialed, and immediately actionable conversations about leadership, busyness, and strategic clarity we have ever had on this show. Liz does not traffic in motivation or theory. She tells leaders the truth — and then gives them the specific, practical frameworks to act on it. Ace & Arrow  In this episode, you'll discover:Why "I'm so busy" is the most expensive lie in business — and what it's actually covering forThe most costly behaviors in Liz's Stop series — and the single Stop most business owners refuse to makeThe difference between operational planning and genuine strategic leadership — and why it changes everything about how a business growsWhy succession planning is not an exit conversation but an urgent strategic priority for every business owner, right nowHow candid conversations — the ones most leaders systematically avoid — are the ones that change relationships and build the organizations that actually performThe Leadership E.A.S.Y. framework and why the complexity most leaders complain about is almost always self-generatedIf you have been performing busyness while your organization waits for the strategic leadership only you can provide — this episode is the wake-up call you've been too busy to hear until now. 

Ramit Sethi of I Will Teach You To Be Rich talks to J and Ana, a couple in their early 40s with three children who have built nearly $4 million in net worth through decades of hard work, saving, and real estate investing. On paper, they are in an incredible financial position. They have around $4.8 million in assets, more than $1.2 million invested, $136K in savings, and a net worth just under $4 million. But despite all of that, they still don't feel free. J applied because he feels like they've had their foot on the gas since they were teenagers and don't know when they're allowed to cruise. He wants to relax, travel, and enjoy the life they've built. Ana wants that too, but her fear of debt, her desire to protect their kids, and her instinct to keep building make it almost impossible for her to stop. What looks like a conversation about rental properties, credit cards, cars, and spending is really about safety, identity, immigrant family scripts, and learning how to enjoy money after a lifetime of working. In this episode we uncover: • Why J and Ana still feel stressed despite having nearly $4 million in net worth • How decades of hard work and real estate investing shaped their money dynamic • Why J feels ready to slow down, but Ana struggles to believe they have enough • Why selling one house feels like both a financial decision and a family decision • How credit card spending, shoes, cars, and hobbies became recurring conflict points • Why J feels like he has to justify his spending • The parent-child dynamic that shows up in their money conversations • Why Ramit challenges them on changing the CSP numbers • How immigrant family history shaped Ana's relationship with work, money, and worry • The question of whether multiple properties are still part of their Rich Life • How becoming more decisive may be the real work ahead Chapters: (00:01:44) Meet J and Ana (00:03:34) “Our foot is stuck on the gas” (00:04:28) Ana doesn't know when it's time to sell (00:05:21) Why they are never on the same page about money (00:07:11) The credit card statement fights (00:08:44) Ana's dream: take away the card and pay off properties (00:10:14) Shoes, cars, and spending guilt (00:13:04) The parent-child dynamic in their money conversations (00:14:47) Looking at the Conscious Spending Plan together (00:18:08) Income, rental properties, and CSP confusion ( 00:30:32) The family house they can't agree on selling (00:34:12) Why making more money hasn't made them feel better (01:38:30) Ana's challenge: learning to spend on herself (01:42:53) Ramit's final warning: they need to become decisive together This episode is brought to you by: DeleteMe | Get 20% off all consumer plans when you go to https://joindeleteme.com/ramit and use promo code RAMIT at checkoutNetsuite | Get the free guide “Demystifying AI” at https://netsuite.com/ramit Superhuman Mail | Turn your inbox into momentum. Sign up at https://superhuman.com/ramit. Fabric by Gerber Life | Join the thousands of parents who trust Fabric to protect their family. Apply today in just minutes at https://meetfabric.com/ramit Factor | Head to factormeals.com/ramit50off and use code ramit50off to get 50 percent off and free daily greens per box, with new subscription only, while supplies last until 09/27/2026. (See website for more details). Connect with Ramit • Get my new book, Money For Couples • Get Money Coaching with Ramit  • Download the Conscious Spending Plan • Listen to my book—now on Audible • Get my New York Times best-selling book • Get my no-numbers journal • Other episodes • Instagram • Twitter • YouTube Apply to be coached for free on this podcast at https://iwt.com/apply

حلقة جديدة من البودكاسترز مع د. هاني النقراشي، خبير عالمي في الطاقة المتجددة، في حوار مختلف يجمع بين تاريخ مصر، أصل المصريين، ثورة 1919، بيت الأمة، والطاقة المتجددة ومستقبل الطاقة الشمسية في مصر. بنتكلم في الحلقة عن فكرة إن كل المصريين قرايب، وإزاي تاريخ مصر الطويل وحياة الناس حول النيل خلّوا المصريين مرتبطين ببعض بشكل أعمق من مجرد الجغرافيا. كمان د. هاني النقراشي بيحكي عن عيلته، علاقتهم ببيت الأمة، ودور والده في الحركة الوطنية وثورة 1919 مع سعد زغلول.الحوار بياخدنا كمان لقصة أصل اسم النقراشي وحكاية نقراطيس، وإزاي التاريخ المصري القديم مرتبط بالتجارة، البحر المتوسط، ونابليون، قبل ما ندخل على رحلة د. هاني الشخصية من مصر لألمانيا، وبدايته في الهندسة والطاقة النووية. وفي الجزء الأكبر من الحلقة، بنتكلم عن الطاقة الشمسية والطاقة المتجددة في مصر: هل الطاقة الشمسية بديل حقيقي؟ إيه مميزات وعيوب الألواح الشمسية؟ ليه الحرارة العالية ممكن تقلل كفاءة الخلايا الضوئية؟ وإزاي صيانة وتنضيف الألواح بتأثر على إنتاج الكهرباء؟ د. هاني كمان بيشرح ببساطة الفرق بين الخلايا الضوئية والطاقة الشمسية المركزة CSP، وإزاي ممكن نخزن حرارة الشمس وننتج كهرباء عند الحاجة، مش بس وقت وجود الشمس. وبيتكلم عن أهمية الدراسات البيئية، ممر التنمية، الكهرباء اللامركزية، وتأمين شبكات الكهرباء ضد المخاطر. وفي النهاية، بنناقش خطة د. هاني النقراشي للطاقة المتجددة في مصر، وإزاي ممكن نستخدم الشمس والصحراء والبنية التحتية بشكل أذكى لبناء مستقبل طاقة أنظف وأكثر أمانًا. A new episode of Elpodcasters with Dr. Hani El Nokrashy, a Global renewable energy expert, in a unique conversation that brings together Egypt's history, the origins of Egyptians, the 1919 Revolution, Beit El Umma, renewable energy, and the future of solar power in Egypt. In this episode, we discuss the idea that all Egyptians are connected, and how Egypt's long history and the lives built around the Nile created a bond between Egyptians that goes deeper than geography. Dr. Hani El Nokrashy also shares the story of his family, their connection to Beit El Umma, and his father's role in the national movement and the 1919 Revolution alongside Saad Zaghloul. The conversation also takes us into the story behind the Nokrashy name and the ancient city of Naucratis, exploring how ancient Egyptian history connects to trade, the Mediterranean, and Napoleon's campaign, before moving into Dr. Hani's personal journey from Egypt to Germany and his beginnings in engineering and nuclear physics. In the main part of the episode, we dive into solar energy and renewable energy in Egypt: Is solar power a real alternative? What are the advantages and disadvantages of solar panels? Why can high temperatures reduce the efficiency of photovoltaic cells? And how do maintenance and cleaning affect electricity production? Dr. Hani also explains, in simple terms, the difference between photovoltaic cells and Concentrated Solar Power (CSP), and how solar heat can be stored to generate electricity when needed, not only when the sun is shining. He also talks about the importance of environmental studies, the Development Corridor, decentralized electricity, and securing power grids against future risks. Finally, we discuss Dr. Hani El Nokrashy's vision for renewable energy in Egypt, and how the country can use its sun, desert, and infrastructure more intelligently to build a cleaner and more secure energy future. ‎اسمعوا البودكاسترز على | Listen to El-Podcasters on Spotify - https://anchor.fm/elpodcasters Apple - https://podcasts.apple.com/eg/podcast/el-podcasters/id1633419184 Anghami - https://play.anghami.com/podcast/1029463712 El-Podcasters Social Media | منصات التواصل الإجتماعي للبودكاسترز: Instagram - https://www.instagram.com/elpodcasters Tiktok - https://www.tiktok.com/@elpodcasters Facebook- https://www.facebook.com/elpodcasters Linkedin - https://www.linkedin.com/company/elpodcasters/ X - https://www.twitter.com/elpodcasters Snapchat - https://snapchat.com/t/3Zbo2vzS Bassel Alzaro - https://www.instagram.com/basselalzaro https://www.facebook.com/BasselAlzaroX https://snapchat.com/t/CoWlatfk Karim Rihan - https://www.instagram.com/karimrihann Hosted by Simplecast, an AdsWizz company. See https://pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of “At Your Convenience,” CSP Editor Chuck Ulie talked with Yannis Apostolopoulos, CEO of the Irvine, California-based Specialty Coffee Association, at CSP's Dispensed Beverages Forum in Lombard, Illinois.“We want to foster a global coffee community and support activities to make coffee more sustainable, equitable and thriving as an endeavor for the entire value chain,” Apostolopoulos said on the podcast, which was recorded in April.The CEO also discussed how he's seen a steady shift toward specialty coffee consumption in the United States—as well as what “specialty coffee” means.“There is not a clear line what is specialty coffee and what is not specialty coffee,” Apostolopoulos said. “I would say it's a continuum.”He also discussed trends in coffee consumption around the world, how the association creates standards—and loyalty.“Having a good cup of coffee can make a huge difference when it comes down to loyalty, and my ask from the c-store community would be really take good care of your coffee offering. It can make a lot of difference for you,” he said. Join us for Outlook Leadership 2026! https://informaconnect.com/outlook-leadership/?utm_source=skot&utm_medium=radio&utm_campaign=ol26 Check out more from CSP Daily News: https://www.cspdailynews.com/

If you've ever shouted “just let me talk to a person” at a chatbot, this one's for you. Jeannie Walters is joined by special cohost Brandon McGovern, Senior Director of Customer Experience at HP, to pressure-test the biggest question in AI customer service right now: how do we automate without breaking trust?We start with a headline that feels like a warning label. Norse Atlantic Airways offers dirt-cheap tickets, but customers say there's a catch: customer support is so locked behind tech that getting help can become impossible. We unpack why this isn't simply a “tech problem,” but a governance and leadership problem. When companies remove phone numbers, skip the escape hatch, and ignore high-emotion journeys like refunds and disruptions, they don't just frustrate people, they create financial harm and open the door to fraud.Then we zoom out to the enterprise reality. Cisco's line that adopting AI is “like surgery without the drugs” is painfully honest, and it frames the messy middle many CX teams are living through. We talk about why rushing to automate tasks can amplify mistakes, how to redesign workflows around outcomes, and why “faster” is the wrong North Star compared to what's now possible. Along the way, we dig into authenticity, rising customer expectations, and why AI is killing the illusion of fine print as customers use their own tools to read policies and push back.If you're leading CX, contact centers, or digital support, you'll leave with practical guardrails for pilots, measurement, and intent selection. Subscribe, share this with a teammate, and leave a review with the biggest AI question you're wrestling with right now.About Brandon McGovernSenior Director of Customer Experience at HPUnderstanding your customers isn't enough. I build the systems that turn that understanding into outcomes.I'm a Senior Director of Customer Experience at HP, leading enterprise-wide measurement, analytics, and operations that enable the company to understand and act on customer sentiment in real time. I oversee a global Voice of the Customer ecosystem capturing tens of millions of signals annually, translating them into product, service, digital, and brand strategy decisions across the business.My work has delivered double-digit NPS improvements and material revenue impact by shifting CX from a reporting function to an operational and strategic capability - powered by data, automation, and applied AI.Beyond enterprise implementation, I build with AI hands-on - personal projects in game design, product prototyping, and workflow automation using Claude, Lovable, and other tools. Building outside my domain teaches me where AI actually breaks down, which makes me a better architect of AI-powered operating models at work.I bring engineering depth coupled with business leadership (MBA, MS in Electrical Engineering, Stanford executive education), and I specialize in building scalable CX platforms, driving cultural change, and aligning executives around customer-led transformation. Follow Brandon on LinkedIn: https://www.linkedin.com/in/brandonmcgovern/Articles Mentioned:- Norse Atlantic Airways Offers Dirt-Cheap Tickets. There's a Catch (Wired) -- https://www.wired.com/story/norse-airlines-ftc-complaints-ai-scams/- Cisco exec says adopting AI is like 'surgery without the drugs' (Business Insider) -- https://www.businessinsider.com/cisco-ai-adoption-customer-service-2026-5- Dissatisfied: Three-fourths of AI customer service rollouts are a letdown (The Register) -- https://www.theregister.com/ai-ml/2026/05/13/ai-customer-service-bots-get-rolled-back-at-74-of-firms/5239800Enjoyed the show? Subscribe, share with your team, and leave a quick review to help others find us. Leave your review at ratethispodcast.com/xact.Want to ask a question? Visit askjeannie.vip to leave Jeannie a voicemail! (And don't forget to follow Jeannie Walters, CCXP, CSP on LinkedIn!)

Most people think business success and personal wellbeing live in separate worlds. Amy Vetter thinks that's exactly why so many leaders are burned out.In this fascinating conversation, Amy Vetter https://www.amyvetter.com/ shares her journey from accountant to partner, from burnout to balance, and from classical violinist to electric rock performer. Along the way, she discovered that fulfillment isn't a "soft skill"...it's a business strategy. In this episode, you'll discover: Why work-life balance is actually a leadership issue  The surprising connection between fulfillment and business results  How burnout often starts long before your career does  Why Gen Z isn't "lazy", they just need something different  The hidden cost of never disconnecting  How learning something new makes you a better leader  Why Amy now plays electric violin from the keynote stage If you've ever wondered whether success has to come at the expense of joy, this conversation might completely change your perspective.Because sometimes the path to better leadership isn't working harder—it's learning how to reconnect with yourself first. Want more from Amy?@amyvettercpa - all socialhttps://www.amyvetter.com/https://www.businessbalancebliss.com/Amy Vetter, CPA, CSP, Yogi, Musician, a dynamic keynote speaker and CEO of The B³ Method Institute. She uniquely blends her expertise as a business leader, CPA, yogi, and wellness practitioner. Through her innovative B³ Method®—Business + Balance = Bliss—and Fulfillment ROITM measurement system, she demonstrates how well-being directly drives business success.  Drawing from over 25 years of finance and technology leadership experience and her training as a certified health and life coach, Amy empowers organizations to achieve sustainable growth through connected leadership. Host of the Breaking Beliefs podcast and author of "Disconnect to Connect," she continues to transform how leaders create thriving, purpose-driven cultures.Anne Bonney your host is a keynote speaker and emcee who helps organizations lead through change by building resilience, emotional intelligence, and courageous communication.

Data is everywhere in manufacturing. Competitive advantage comes from turning it into action, where the work happens.In this episode of the Auto Supply Chain Champions Podcast, Jan Griffiths and Tom Roberts sit down with Tom Luttrell, CIO of CSP, to discuss what it takes to modernize technology inside an automotive manufacturing company and why the future belongs to companies that move beyond systems of record and embrace systems of action.With more than three decades of experience leading technology transformations across automotive manufacturing, Tom shares how he approached his first year at CSP by listening first, understanding business problems before technology solutions, and building a roadmap centered on simplification, automation, and employee empowerment.The conversation explores the realities of disconnected systems, fragmented workflows, and siloed data that slow execution across manufacturing organizations. Tom explains why modern ERP platforms, AI-powered workflows, and agentic technologies can place critical information directly in the hands of maintenance technicians, operators, and frontline teams when they need it most.Rather than focusing on technology for technology's sake, Tom emphasizes a people-first approach. Success comes from making employees' jobs easier, reducing friction, improving decision-making, and creating tools that respect human expertise while accelerating action.In the latter part of the episode, QAD's Tom Roberts reflects on the shift from systems of record to systems of action, the role AI plays in uncovering the "why" behind operational issues, and why technology leaders must communicate in business terms rather than technical language.Themes Discussed in This EpisodeWhy manufacturing leaders must move from systems of record to systems of actionBuilding a data-first culture that drives execution, not just visibilityModernizing legacy technology without disrupting the businessUsing Agentic AI to put knowledge in the hands of frontline teamsEmpowering maintenance technicians and operators with real-time decision supportMaking manufacturing execution systems work for the people doing the workDesigning technology around human behavior and user adoptionEliminating friction between data, decisions, and actionBalancing cybersecurity, productivity, and business outcomesLeading enterprise transformation through trust, relationships, and business alignmentThis podcast is powered by QAD RedZone.Featured GuestName: Tom LuttrellTitle: Chief Information Officer at CSPAbout: Tom is Chief Information Officer at CSP, bringing more than 30 years of experience leading digital transformation, ERP modernization, cybersecurity, and business growth initiatives across the automotive and manufacturing industries. Prior to joining CSP, he held CIO leadership roles at RealTruck, Shiloh Industries, and Masco Cabinetry, where he led large-scale global technology transformations, ERP integrations, and operational improvement initiatives. He holds degrees in Computer Information Systems and Business Administration and continues to advance his expertise in cybersecurity and risk management.Connect: LinkedInAbout Your HostsJan GriffithsJan is the host and producer of the Auto Supply Chain Champions Podcast and The Automotive Leaders Podcast. A former automotive manufacturing and supply chain executive, Jan is recognized as a Champion for Culture Change in the automotive industry. She brings direct, grounded conversations to leaders navigating execution, disruption, and transformation across the global automotive ecosystem.Tom Roberts (Co-host)Tom is Co-host of the Auto Supply Chain Champions Podcast and Vice President of Strategic Industry Development at QAD. He works closely with automotive and industrial manufacturers to close the gap between insight and execution, helping leaders move from visibility to systems of action that drive real operational outcomes.Episode Highlights[02:17] Building a Data-First Culture: Tom explains his mission at CSP: modernize the technology foundation, create a data-first culture, and make it measurably easier for employees to do their jobs.[03:23] Listen Before You Lead: Technology transformation begins with understanding the business. Tom spent his first ninety days assessing systems, processes, talent, and trust before making changes.[06:40] From Systems of Record to Systems of Action: Traditional ERP systems capture transactions. Modern systems sense issues, trigger action, and help teams respond in real time before problems escalate.[08:30] AI for the Frontline: Instead of searching through hundreds of documents, maintenance technicians could use AI-powered tools to instantly access answers and solve problems faster.[10:46] The Point of Impact: The greatest value comes when critical information reaches the person closest to the problem, enabling faster decisions and better quality outcomes.[12:18] Reimagining the Shop Floor Experience: Tom outlines his vision for manufacturing execution systems that provide real-time visibility, automate routine transactions, and simplify work for operators.[13:46] Technology That Works for People: Whether through automation, scanning, image recognition, or AI-driven workflows, technology should remove friction rather than create it.[15:39] Speaking the Language of Business: One of Tom's biggest leadership lessons was learning to frame technology initiatives around business outcomes, not technical specifications.[17:42] Cybersecurity Without Creating Friction: Security matters, but successful technology leaders balance risk mitigation with maintaining productivity and enabling business operations.[21:08] The Power of Systems of Action: Tom Roberts explains how AI can move organizations beyond reporting what happened toward understanding why it happened and what action should happen next.Top Quotes[02:52] Tom Luttrell: “ The reason why I came in was to modernize our technology foundation for the company and to build a data-first culture, and to make it measurably easier for our employees to get their jobs done.”[10:55] Tom Luttrell: "You're putting the information in the hands of what I would call the point of impact, which would be the maintenance tech at that specific press looking at that specific problem."[16:20] Tom Luttrell: “ You have to primarily come at things from what problem are you trying to solve from a business perspective.”Follow the Auto Supply Chain Champions Podcast for real conversations with leaders who are making hard choices, focusing their bets, and leading with intent.

1:32 HVDC是本次COMPUTEX最大的亮點與機會 5:05 台達電無庸置疑就是HVDC最核心的廠商 7:19 PSU、匯流排、穩壓變壓器，完成降壓滿足各零件需求 10:00 能源電力的最有效運用，更大尺度看NVIDIA DSX 12:52 往更小的尺度看SST、液冷散熱、高階電容、功率IC與導線架 19:11 還沒完全發酵的Power whip、Busbar connector 21:24 PSU/BBU模組化，金屬構件的客製化與製造能力是商機 26:00 還好我第一天6/2去，人很多但該看該問的都有滿足 29:40 N1X事前預熱，OEM狂漲市場熱烈反應，但我覺得… 32:00 N1X的規格與基本資料 33:00 ① N1X跟GB10核心是一模一樣的 34:10 ②粗估售價 11.5/14萬 ，跑agent效能過剩，不上不下 36:55 ③消費電子需求，價格彈性比CSP雲端低很多 38:22 ④PC使用的習性難改 39:23 ⑤ARM架構的相容性 詳細文章與圖表: https://www.big-econ.com/index.php?sec=article&ID=4091 -- Hosting provided by SoundOn

Retail media networks need to shift their focus from scale and impressions to measurable outcomes if they want to earn sustained brand investment, according to Jake Kaiser, general manager at Par Retail.Speaking on CSP's "At Your Convenience" podcast in May at the RMN Forum in Chicago, Kaiser emphasized that while loyalty programs provide valuable customer data, they typically capture only approximately 25% of transactions—creating a significant ceiling for proving ROI to CPG partners."Scale does not equal value necessarily," Kaiser said. Kaiser outlined how identity resolution technology and AI can help retailers expand visibility beyond loyalty members, enabling them to identify and measure outcomes across their entire customer base. This approach allows retailers to prove that specific campaigns drive incremental sales at individual locations."The aspirational goal should be 100% of our customers are people we can prove are individual human beings," Kaiser said, adding that AI-powered orchestration will enable faster, more intelligent campaign execution while maintaining quality.

Die Strasse, die die Kantone Uri und Schwyz miteinander verbindet, ist in der Nacht auf Mittwoch durch das automatische Alarmsystem gesperrt worden. Zum Ausmass könne man in der Nacht noch keine Angaben machen, sagte ein Sprecher der Urner Polizei auf Anfrage der Nachrichtenagentur Keystone-SDA. Weiter in der Sendung: · Die US-Raumfahrt-Firma Axiom Space expandiert nach Europa und eröffnet in der Schweiz – konkret in Luzern ihren ersten Standort. · Die Zuger Regierung will keinen Shuttlebus vom Bahnhof Zug zum Kantonsspital Baar einrichten. Sie lehnt einen Vorstoss aus den Reihen der CSP ab.

Momentum is the thing every CX leader wants and almost nobody hands you. When you're staring at a 12-month roadmap but drowning in daily requests, it's easy to feel like you're working nonstop while nothing actually changes. We built this conversation for that exact moment, and we keep it practical: seven days, one intentional move, and a clear path to visible customer experience impact.We walk through a simple three-step framework we use with leaders who are trying to turn CX strategy into action. First, we orient before we act by choosing where our energy belongs instead of reacting to whatever is loudest. We talk through a clear set of focus areas and how a quick assessment can highlight the biggest gap between the experience you want to deliver and what's getting done right now. Then we get real about focus: protecting time, avoiding data rabbit holes, and picking an outcome you can actually ship in a week.Finally, we make one intentional leadership decision that isn't driven by urgency or the inbox. That decision might be defining what success looks like, revisiting a customer experience mission statement, or having the buy-in conversation you've been avoiding. The goal is not perfection. The goal is momentum you can feel and results you can point to.If you're ready to try the seven-day challenge, listen now, share this with a CX peer who feels stuck, and subscribe so you don't miss what comes next. After you listen, what's the one move you'll commit to this week?Exclusive for podcast listeners: Get your 7-Day Free Trial of CXI MembershipOther Resources Mentioned:Learn more about the CXI Navigator™ framework -- https://experienceinvestigators.com/our-framework/Take the CXI Compass™ assessment -- http://CXICompass.comOrder your copy of Experience Is Everything -- http://experienceiseverythingbook.comExperience Investigators -- https://experienceinvestigators.comEnjoyed the show? Subscribe, share with your team, and leave a quick review to help others find us. Leave your review at ratethispodcast.com/xact.Want to ask a question? Visit askjeannie.vip to leave Jeannie a voicemail! (And don't forget to follow Jeannie Walters, CCXP, CSP on LinkedIn!)

The Mouth Docta stops by the CSP as we discuss the playoffs, customized mouth pieces for some of our favorite athletes, dentist career, marketing and much more!

While the Amplify team is busy saving lives, please enjoy a replay of part one of our PSM: BACK to Basics series! This episode is all about acronyms. The world of process safety is chock-full of acronyms. In this episode, recorded in 2020, co-founder Wesley and former producer Jo tackle the essential acronyms that PSM newbies need to know, providing an explanation and context for each term. You'll learn about AIChE, API, ASME, CCPS, CCPSC, C&Es, CFR, CSB, CSP, EPA, ERP, II, MI, (e)MOC, NURF, PFDs, PHA, P&IDs, PSI, PSM, PSSR, RAGAGEP, and RMP. Looking for more from the PSM: Back to Basics series? Check out the episodes below!PSM: Back to Basics, Part 2 - Open Source ResourcesPSM: Back to Basics, Part 3 - Process Hazard Analysis (PHA)PSM: Back to Basics, Part 4 - Management of Change (MOC)PSM: Back to Basics, Part 5 - Even More AcronymsPSM: Back to Basics, Part 6 - Mechanical Integrity (MI)

Cadernos de Saúde Pública apresenta seu novo programa audiovisual de divulgação científica: o Fala, Editora!Conduzido pela coeditora-chefe de CSP, Luciana Dias de Lima, o programa propõe conversas acessíveis sobre os debates que atravessam a saúde coletiva.O episódio de estreia reúne reflexões sobre as violências enfrentadas por mulheres migrantes, os desafios no diagnóstico do transtorno do espectro autista, o “perigo da demora” no acesso ao aborto legal e os 30 anos da Estratégia Saúde da Família.Acompanhe CSP: linktr.ee/cadernosdesaudepublica.

Bill Lampton: Hi there. Welcome to the Biz Communication Show. I’m your host, Bill Lampton, the Biz Communication guy, bringing you tips and strategies on communication that will boost your business. Now in our eighth year of producing this video, audio podcast. And as you know, I do not just share my on— my own wisdom about business communication, but I bring on an expert and our conversation will enlighten you and me both with tips and strategies that will help us boost our business. Today it’s a wonderful privilege to welcome a long-time friend, colleague, associate, mentor, Terry Brock, coming to us from Orlando, Florida. Terry Brock is a communicator and I can underscore that. Since he was a kid, in fact in second grade, he has been writing. He worked as a journalist for many years and his undergraduate degree is in communications working with radio, TV, and newspaper. Today Terry and his partner and fiancé, Gina Carr— and Gina was a recent guest on the Biz Communication Show— Terry and his fiancé, Gina Carr, have a membership program called Stark Raving Entrepreneurs where they help people build their business, leveraging the daylights out of AI and other tech. Today he joins us again to talk about what is happening and how you can move your business to the next level. So, I know you’ll join me in welcoming Terry Brock. Hello, Terry. Terry Brock: Great to be with you, Bill. Thank you for having me on board. Bill Lampton: Well, your— your introduction, which you kindly provided, did not even begin to describe your uh immense qualifications, which I’m very familiar with. Not long ago, Terry, you and I were having a visit, as a matter of fact, you and Gina came to see me here in my home in Gainesville, Georgia, and I remember asking you how many countries you had spoken in, directed seminars in, or done training in. What is that latest number? I know you’re a global presenter, what is that latest number? Terry Brock: Well, the latest as of now is uh 44 countries and counting. So, they would include um places like England and Canada and France and Dubai, and even Texas. And so, you know, a lot of different places there. Bill Lampton: Well, truly, you— you— some people call themselves a global speaker because they made one presentation outside the country, but you definitely are a global speaker. And in recognition of the great impact you’ve had globally, you have received the highest honors available from the National Speakers Association. And I still remember in 1998, I believe it was, you and I met at a National Speakers Convention, and then I had other encounters with you when you lived in Georgia and we were both members of the Georgia Chapter of the National Speakers Association. This was before you set your business and your residence in Orlando, Florida. One of the great traits that you have, and there are many as a presenter, is that you involve your audience. It’s not just [laughter] it’s not just what I would call a— a mannequin with a mouth. [laughter] Just somebody who spews out a message and hope people are getting it. And also, you’re not a novice who, when you want to get your audience involved, you say, “Hey, anybody got any questions?” and there’s this [laughter] there’s this frightening deadly silence. Share with us, please— many of us are presenters, whether we’re professional or whether we’re business and professional people— share with us some of the strategies and techniques that you use, Terry, to get your audience vocally and physically involved in the presentation. Terry Brock: Well, that’s a good question because I think that’s important when you’re connecting with people. You want to find out what it is that’s on their mind. One of the things I found a change that I’ve done recently that helps, maybe this will help some of the viewers and listeners here, often I would ask for, “What would you like to hear about? What topic do you want to hear?” And that’s good, not bad, they might say, “Well this or that.” We work do a lot with AI. So, they’d want to know about using Chat GPT for this or maybe using Gemini for this or how does this tool work, etc. Those are good, but even better is when you can do your research and then lean forward and ask people, “Where are you having problems right now? What are some of the big frustrations you’re having with technology? What’s the biggest problem you bump into with Chat GPT or what are your biggest concerns or worries about it?” Something like that, those kind of questions that are tailored for the market, whatever it is that you’re serving, does a lot better. I think in terms of what a surgeon, a physician would do, when you go into this physician’s office, the physician often doesn’t say, “Well, would you like to know more about this medicine or would you like to know about this medicine?” No, they say, “How you doing? Any pain, any hurt, anything I can do to help you out?” A really good physician will do that and so, I’ve been thinking that’s a probably a good way to do it, and I think then you respond back to the people based on where they’re hurting. And by the way, as you know this very well, Bill, today, we’re in a great shape as better than ever before. That sounds like hyperbole, but it’s true because now we can do the research and find out where are they hurting. Where are they bumping into problems? With tools like Perplexity, it does great work with research. So does Chat GPT now and Gemini and particularly Grok. Grok is giving you real-time information of what’s going on right now, particularly relevant in some areas when there’s say a crisis or an emergency going on. So, I think what we want to do is be aware of what’s possible and then always be oriented toward how do we solve their problems. Nice to talk about a topic and we’ll mention that, okay fine if it’s relevant to them, but more importantly, find out where they’re hurting, where they’re bumping into real-world pain and how we can grab a tool over here that’ll help that or a tool over here that’ll solve that problem. Bill Lampton: Audience analysis is absolutely a vital key because the presenter, whether you’re an executive or whether you’re a professional speaker, the presenter, if— if it’s a solo act, audiences today are— are not um they’re not going to stick with you, and so you need— and I see perpetually, you and I both know Lois Creamer who advises us so often about what is happening in the speaking business. And one of the points that she makes repeatedly is that we must be problem solvers. We must not just be topic experts, but we must be problem solvers. And carrying this just a little bit farther, Terry, you’ve done your audience analysis and you get up to present, and knowing you, you do not talk for 60 minutes or whatever is allowed without really getting the audience involved. And as— and as I said a few minutes ago, the old way is saying, “Hey, anybody got any questions?” [laughter] and of course, usually no one will be the first one, and there— there are none. So, how do you get true involvement, feedback, maybe a Q&A? How do you get the audience stimulated to do that, guided to do that? Terry Brock: I don’t think there’s any one particular way to do it, but there’s some things we can do today that help a lot. Like for instance, I recently spoke uh out in Texas uh to a group of people that are in landscape and in nurseries, that working with those and earning with, out of the green industry, growing just wonderful, wonderful people. And I wanted to study their industry and find out what are they going through. So, I used my buddies, as I like to say, my buddies Chat GPT, Perplexity, Grok, and some other tools out there to find out what is going on, what is bothering people in those industries out there in Texas right now. And so, I knew some of the issues that were going on, and I had some fun with it, Bill. You’ll appreciate this. What I did is I looked at what was going on, and one of the issues they’re having concern with right now is with labor— getting people to come and work for them, what the prices are going to be for labor, etc., etc., and the shortage. And so, what I did is I say, “I understand that in your industry right now, here in Texas, you’re going through uh labor issues trying to find out,” and they’re kind of shaking their head going, “Yeah, he knows what he talking about.” I say, “Let me show you a way we can figure that out,” and what I did is I reached over, grabbed my phone, went over to Chat GPT, popped it into voice mode and I said, “Chat GPT, need you to act as an expert here in Texas in the area of nursery and with grooming and growing shrubs and things like that. What is going on right now that is causing problems in labor? What are— do you see happening in that?” And it came back and gave me an extensive conversation there about what’s happening, the issues, etc. I cut it off saying, “Okay, okay, that’s real good. Hang on just a minute.” And I paused, I looked at them, I say, “Is what Chat GPT told us accurate?” And they said, “Yeah, yeah, that’s true, but uh we all know that.” I said, “Yeah, that’s right. And you want to know what he can do to tell you to get around that and work around it.” They go, “Yeah.” I say, “Okay, we just confirmed though that he knows what he’s talking about. He,” because I was using the male voice at that time, “he was there, uh give me the information to that what was said. Is that correct, correct?” And they’re all going, “Yeah.” I go, “Now, the other issue is what?” And they told me some of the issues. I said, “That’s right.” And then I said, “I repeated that back into Chat GPT, and it came up with some solutions for them, some of which they had heard, some they had not. They’re writing it down, they go, ‘Oh, this is great.’ And I said, ‘This is what’s happening right now in the industry and this is how you can do it.’ If we had more time right now, we could go further in-depth on it, but here’s how you can do it on your own.” And I gave them the instructions on what to do with Chat GPT or other LLMs. So, Bill, cycling back around to what you’re asking about, find those areas where they’re hurting, where they, your audience, has pain, and then customize it. And today, we can leverage the daylights out of these tools to help us find out what’s really going on underneath the surface because people will go— go out on Reddit, and they’ll type, “Boy, I’m really mad with this company because they did this and this and this.” And then you start watching that, does that replicate in other areas? “Oh, okay. Now we know something that’s good here.” This company has been doing this in a couple areas, people don’t like that. Guess what we need to tell that company? “Hey, yeah, listen to what people are talking about.” So, it’s like you’re getting a sneaky way to do it, but using it right here with our phones, our LLMs like Grok, Chat GPT, Gemini, and some others, Claude also a very good one. Bill Lampton: Audience analysis is absolutely a vital key because the presenter, whether you’re an executive or whether you’re a professional speaker, the presenter, if— if it’s a solo act, audiences today are— are not um they’re not going to stick with you. And so, you need— and I see perpetually, you and I both know Lois Creamer who advises us so often about what is happening in the speaking business. And one of the points that she makes repeatedly is that we must be problem solvers. We must not just be topic experts, but we must be problem solvers. And carrying this just a little bit farther, Terry, you’ve done your audience analysis and you get up to present, and knowing you, you do not talk for 60 minutes or whatever is allowed without really getting the audience involved. And as— and as I said a few minutes ago, the old way is saying, “Hey, anybody got any questions?” [laughter] And of course, usually no one will be the first one and there— there are none. So, how do you get true involvement, feedback, maybe a Q&A? How do you get the audience stimulated to do that, guided to do that? Terry Brock: I don’t think there’s any one particular way to do it, but there’s some things we can do today that help a lot. Like for instance, I recently spoke uh out in Texas uh to a group of people that are in landscape and in nurseries, that working with those and earning with, out of the green industry, growing just wonderful, wonderful people. And I wanted to study their industry and find out what are they going through. So, I used my buddies, as I like to say, my buddies Chat GPT, Perplexity, Grok, and some other tools out there to find out what is going on, what is bothering people in those industries out there in Texas right now. And so, I knew some of the issues that were going on, and I had some fun with it, Bill. You’ll appreciate this. What I did is I looked at what was going on, and one of the issues they’re having concern with right now is with labor— getting people to come and work for them, what the prices are going to be for labor, etc., etc., and the shortage. And so, what I did is I say, “I understand that in your industry right now, here in Texas, you’re going through uh labor issues trying to find out,” and they’re kind of shaking their head going, “Yeah, he knows what he talking about.” I say, “Let me show you a way we can figure that out,” and what I did is I reached over, grabbed my phone, went over to Chat GPT, popped it into voice mode and I said, “Chat GPT, need you to act as an expert here in Texas in the area of nursery and with grooming and growing shrubs and things like that. What is going on right now that is causing problems in labor? What are— do you see happening in that?” And it came back and gave me an extensive conversation there about what’s happening, the issues, etc. I cut it off saying, “Okay, okay, that’s real good. Hang on just a minute.” And I paused, I looked at them, I say, “Is what Chat GPT told us accurate?” And they said, “Yeah, yeah, that’s true, but uh we all know that.” I said, “Yeah, that’s right. And you want to know what he can do to tell you to get around that and work around it.” They go, “Yeah.” I say, “Okay, we just confirmed though that he knows what he’s talking about. He,” because I was using the male voice at that time, “he was there, uh give me the information to that what was said. Is that correct, correct?” And they’re all going, “Yeah.” I go, “Now, the other issue is what?” And they told me some of the issues. I said, “That’s right.” And then I said, “I repeated that back into Chat GPT, and it came up with some solutions for them, some of which they had heard, some they had not. They’re writing it down, they go, ‘Oh, this is great.’ And I said, ‘This is what’s happening right now in the industry and this is how you can do it.’ If we had more time right now, we could go further in-depth on it, but here’s how you can do it on your own.” And I gave them the instructions on what to do with Chat GPT or other LLMs. So, Bill, cycling back around to what you’re asking about, find those areas where they’re hurting, where they, your audience, has pain, and then customize it. And today, we can leverage the daylights out of these tools to help us find out what’s really going on underneath the surface because people will go— go out on Reddit, and they’ll type, “Boy, I’m really mad with this company because they did this and this and this.” And then you start watching that, does that replicate in other areas? “Oh, okay. Now we know something that’s good here.” This company has been doing this in a couple areas, people don’t like that. Guess what we need to tell that company? “Hey, yeah, listen to what people are talking about.” So, it’s like you’re getting a sneaky way to do it, but using it right here with our phones, our LLMs like Grok, Chat GPT, Gemini, and some others, Claude also a very good one. Bill Lampton: I remember, uh Terry, that [laughter] I was not the most technical guy ever to go into this business, and I would imagine that you remember a publicist, Raleigh Pinsky. Raleigh wrote a book on how to become highly influential, how to publicize yourself. And I go back to a time, and I’ve told this on the Biz Communication Show before, but it’s highly relevant. I go back to a time when I was just starting out and Raleigh Pinsky’s and I got on a phone conversation. She was in Arizona, I was in Georgia, and I said, “What do you think I need to learn to get started?” And she mentioned a couple of things and I said, “Oh, oh, no. That’s— that’s just way too complicated for me.” And she said, “Bill, we’re not hanging up this phone until you get this right.” And I finally did, Terry, and guess what? It was how to copy and paste on the computer. [laughter] Terry Brock: I’m thinking you still use that little ditty now every— every so often. [laughter] Bill Lampton: So, we’ve come a long way. And what amazes me so much about artificial intelligence and the particular tools that you mentioned is that when you ask a question, which is the way to really find the information, the second that you stop typing the question, AI begins giving you the answer. [laughter] And— and and um I wouldn’t— I wouldn’t try to sell an— an Encyclopedia Britannica today, Terry. [laughter] You know, we get our answers uh much more instantly, much more specifically, and there’s nothing at all outdated about them. One of the points that we observed at the start is how you’ve spoken in so many countries, how you have been awarded the highest award of the National Speakers Association. And Terry, there are people who are listening, I’m sure, who are curious about the speaking profession today. And there are some who have had some speaking experience and they’re thinking about becoming a professional speaker. So, right after this message, we want your advice on how we would go about doing that. Be back in a couple of seconds. [Commercial Break] Bill Lampton: We’re here on the Biz Communication Show. I’m your host, Bill Lampton, the Biz Communication guy, welcoming the opportunity to speak with Terry Brock, one of my long-time friends, associates, mentors, and certainly a role model. Terry, just before that short break, I mentioned that there are people who are wondering, how do you get started today? Not 20 years ago or 30 years ago, when you and I started. How do you get started today to become a professional, full-time professional speaker? Terry Brock: Well, there’s no one way to do it because it varies from a lot of people, but a way that I have seen and we’re seeing with many, many professional speakers is you want to be knowledgeable and an expert in a particular area, so that you can solve problems. As you were saying before and our friend Lois Creamer talks about that extensively. So, you want to be able to solve problems and do it in a way by presenting. But people need to know about you. Right now, competition is white-hot. There’s so many people that are speaking, that are giving information, and doing a very good job of it, too. So, you’ve got to stand out in a real good way that solves their problems. A good way that I have found works for me, works for you, Bill, and is working for many other people as well, is make sure you have a very good professional appearance on YouTube, regularly. Regular communication that you send out, being able to stay in touch with people solving their problems. If people want answers, they often go today to YouTube. YouTube has exceeded the viewers on the traditional networks, long ago. No longer are we tied to ways that it was years ago when we’d have the three networks, or then the cable stations. Today, we’re doing it on the net and YouTube is there because it can get fine-tuned. I’m amazed, and Gina and I sit and watch YouTube and are amazed at the kind of specificity and degree of influence that is out there for many different people in given fields. We have certain people that we follow in AI, certain people that we follow with um improving our lives, certain people— I like following uh the Stoic philosophy, and seeing what they’re doing. I’m a big fan of Miyamoto Musashi, the Japanese samurai warrior long ago, and people like that. I like to see those and they have a lot of channels for that. This is the beauty of it. So, I would say to get started, think about the problem you can solve first, not just what you can do or what you think is a nifty groovy idea. “Well, that’s real good, Sparky, but uh [laughter] it doesn’t really matter what you think, what matters is what they think.” So, this is where the LLMs, those large language models, AI tools can show us people are looking for help in this area, and they’re not getting enough of it. And by the way, that’s an area that you know about that’s really good or you could learn it because it’s very close. It’d be like if a medical doctor needed to learn about a given disease but she hadn’t studied that yet, she hadn’t studied as much about that, but she could easily come up to speed on it, studying on her own, studying at the University of YouTube, we call it that euphemistically, [laughter] going out there, taking in some college courses, some extra medical courses to learn that disease if a lot of people are there and it ties in with her background. That’s the way to do it today. You find out those areas where people are hurting, where they have a need, you find the— well like they told us in business school, you find a problem and you solve it. You want to find out what’s going on, and today we’ve got the research to be able to do that as never before. I was just doing some research uh before our call today on some areas that are going on and what you can trust online and what you can’t trust. And it was really revealing for me. I’m going to be sharing that later today at our Stark Raving Entrepreneurs meeting. It happens to be today we’re going to be talking about things, and showing this tool that has shown what was going on, and we knew that it was going on then, but there were other tools that were saying something different. And then they were even saying what is happening now, that’s not true, that’s misinformation, that was a term they were using, or disinformation. And yet, it really was happening and now we can look back and go, “Okay, this is good to know for the future.” That way when you know what is right, and you know what is accurate and a reliable source, and you know how to use that tool, now you got a real edge and that gives you the ability to get out and speak as a speaker. And another thing, Bill, if I could mention, right now, again I agree with you, the market has changed. It’s no longer the way it used to be in the field of professional speaking. Yes, there’s still is a place for a person standing on a stage with a microphone, real people there, talking to them. There is a place for that. We like that, we like that human connection. But also, there’s other ways we communicate— that we communicate as you and I are doing right now with video. We’re communicating with one person to many so you can do that. Our Stark Raving Entrepreneurs, we do that where we have people around the world that join us and we get a chance to solve problems and have feedback as if we were in the same room. Find out how you can do that, how you can communicate in other ways. We’re also doing a lot with writing, now more than ever, and it’s easier than ever because we can get the LLMs to help us write— not writing it for us, but as an assistant giving us the raw material that we then take and craft along with what we want. Audio is still very strong with podcasts. You can do audio-only or you can do audio and video that would be on say YouTube, where you might have an interview. This is a great way for you to solve problems. Often people talk about what we are as a professional speaker and I say that we all need to aim for being a CSP. Now, CSP has a meaning within the National Speakers Association of a Certified Speaking Professional. That’s a good thing to have for professional speakers. I encourage them to look into it. I have one myself, but I don’t mean that in this case. Here I mean CSP is a communicator who solves problems. That’s what we need to go for. Find out what the problems are, how you can solve it, and then have the skills in communication to use that, and you can learn a lot about that from the Biz Communication guy, Bill Lampton. Those of you watching this, I’m going to embarrass Bill a little bit here but uh he is incredibly good. He also has his doctorate, a real doctorate in communication. He has helped many people with this, and he can help you with these kind of areas and more. So, get in touch with this young man. He’s got some real wisdom. Bill Lampton: Thank you for that very kind endorsement, Terry. I am— I am a— a true devotee of YouTube. To me, this is a visual encyclopedia that— that is— it’s in your and my price range. [laughter] We get so much free advice there on practically any topic from a great range of experts. And I remember you and I were having a conversation, as we do often sharing ideas, about a year and a half ago. I mentioned to you that I had started doing YouTube Shorts, which is 60 seconds or less. And you said, “Bill, that’s a good idea.” Well, Terry, I now produce, while I continue to host interviews such as this, I now produce three 60-second-or-less YouTube Shorts a week because you and I know and all of our viewers and listeners know that our attention span is not what it was even 20 years ago. There was a time when people would listen to very long monologues or even very long dialogue, but we want it quickly now and so, I— I have found value in YouTube Shorts and I assume you’re producing those as well. Terry Brock: Oh yeah, I find them really helpful because people want information quickly and you can get a lot of views that way. People get a chance to know you and then it can lead to your long-form videos which would be there and what they do. Actually, the way YouTube does it now, it was 60 seconds and now they say it can be three minutes or less, which is okay, but Bill, you’re right on target once again. 60 seconds and less gets more views because people think three minutes, boy, that’s a long time. Huh? [laughter] But they’re thinking of it that way. So, we’ve got to adapt and change to the market. And that’s the important whenever we’re alive, we’ve got to say not— let me— don’t let me tell you about what’s happened in the past, I mean, that’s— we— that’s nice, but when you think about it, Bill, when you and I were younger, when I say think of uh like 1940s, ’50s, ’60s, ’70s around in there, there were things that people were looking at that were in the past at that time. Well, what we’ve got to always do throughout history is say, what are people looking for now? Right now, right now. Now, we can bring in what we had in the past, you and I talking about uh Marcus Aurelius and Epictetus, Seneca, and people like that, the Stoics like that, that’s good. Their wisdom is still good today and that’s what we can bring in versus some of the styles and customs that might have been valid in the 1820s or the 1840s or the 1900s. Whatever it is, that’s okay. What we’ve got to do is focus on what people want right now. Bill Lampton: Terry, we have time for one more question. I invite you to tell us about something I mentioned in the introduction, Stark Raving Entrepreneurs, which is your weekly grand training opportunity. Tell us the format, what happens, and also, how do we get access to that? Terry Brock: Well, thank you for asking. It’s a program that’s designed to help entrepreneurs who uh want to get out there and do things on their own, serving a market by using technology particularly. Using video was one thing we did, we were actually called Video Rockstars before we became Stark Raving Entrepreneurs. But now what we do is we show people every week, like today we’re going to do that, how to use certain tools and how to make that work to translate into business. How to use AI, how to use Grok, how to use Chat GPT, how to use these. Matter of fact, today, I’m going to be talking about Grok in key areas where you can use that tool to generate business, to do research, to create magnificent videos more than you can in other places, and the audio as well. These kind of things that are available. So, Stark Raving Entrepreneurs, we give people an opportunity to build their business the way they want and we build it on a rock-solid foun— philosophy that we both, Gina and I, embrace and that is, live and let live. Do whatever you want in life. Bill Lampton: How do we— how do we access uh that? Is it a membership deal or is it just come in and— and watch or what— what’s the deal on that, Terry? Terry Brock: Yeah, it’s a membership and we offer the opportunity for people to get involved. Come over to starkravingentrepreneurs.com. If you go to starkravingentrepreneurs.com, you’ll find the information there, all of it’s there. And uh let us know and if you got a specific question, drop me a note. I’m terry@terrybrock.com and be happy to help you and work with you on that because you need to ex— do the things you want to do in life. As long as you’re not harming someone else, get out there and have fun, learn it and build your business. It’s really the best way to secure your future and those of your loved ones is to have your own business where you’re not dependent on anyone else, but you can do it on your own and make the world a better place. Bill Lampton: I certainly endorse Stark Raving Entrepreneurs and I encourage every viewer and listener to check into that. Terry, as always, I’ve had the privilege of interviewing you periodically on the Biz Communication Show and always, you’re not contemporary, you’re way ahead of contemporary. [laughter] You’re a— you’re a pace setter and anytime important change comes along that we need to be aware of, you’ve— you’ve got on the leader’s cap. You learn it and then, very fortunately for the rest of us, you translate it into our lingo and you help us learn these vast new accessories, or I’ll call them really necessities, that we need for success. Certainly, we have viewers and listeners who want your contact information, so will you share that with us, please? Terry Brock: Yes, and you can reach me at terry@terrybrock.com. And those of you that might be joining with audio, Terry and Brock can be spelled different ways, so Terry is T-E-R-R-Y and Brock is spelled the right way, B-R-O-C-K. So, terry@terrybrock.com, and I answer all of those requests that I can get to, which is usually 100%, so I’ll look forward to hearing from you on that. Bill Lampton: Thank you, Terry. And I— I believe that Terry Brock, if I were to look back over three decades, if I were to look at the top three coaches, mentors, colleagues who have taught me and who have encouraged me and who have supported me, Terry Brock would be in that top three, there’s no question about it. Terry Brock: Thank you, Bill. Bill Lampton: And now I’d like to give my contact information. My YouTube channel is Bill Lampton, PhD. On there, you— in fact, I go back, Terry, to 2007 when I started recording instructional videos about communication. And many of those are solo presentations, but in the last eight years, the Biz Communication Show has been hosting experts. So, I hope and encourage you to, when you go to my YouTube channel, Bill Lampton, PhD, to subscribe there. Then, my website, since my tagline is Biz Communication guy, logically, my website is bizcommunicationguy.com. When you’re there, you’ll have an opportunity, which I invite you to take, to subscribe to my podcast, which I hope you will do. And then I welcome telephone conversations so that I can hear what your communication problems and challenges are, explore solutions, find if I’m the resource that you need to work with, or do I refer you to someone else. And an initial call like that has no financial involvement. That number, 678-316-4300. Before we close, I want to recognize the co-producer of the Biz Communication Show, Mike Stewart, Nashville-based. He’s been a marketing and technology guide for me for many years. And his website is localinternetpresence.com. Terry Brock, again, so many gems of wisdom, so many guidelines from a genuine unquestionable expert, and that’s you. So, please tell us how you would sort of pull together our conversation today and leave us with a minute and a minute and a half of what I might say are— are some nuggets or some gems that we really ought to remember and act on? Terry Brock: We are living in an exciting time right now. It’s also very scary when we see AI changing our world profoundly, really every day, new things happen, it can get scary, but there’s great opportunities for those who can understand what’s happening and then be able to take that and use it to do good for others. Helping others out, helping them to achieve their goals is the way to do it. When you can help others get what they want, you’ll be able to get whatever you want, my buddy Zig Ziglar said that long ago, that you can get anything you want if you help enough other people get what they want. Take the power that’s available with AI and all these other little tools that are out there, that can help you to serve others better, to help them meet their needs, and by doing that, you’ll have the lifestyle that you want, the future that you want. The more you can help them, the better off you’ll be. Bill, it’s an honor to be with you as always. I appreciate you and for those of you watching it, get to know this guy. I know him one-on-one, he is genuine, sincere, and he really knows his stuff with a real PhD. I mean, he earned it and all that. So, he’s a guy you want to get to know for your communication, to get better and better. Bill, thank you so much for having me with you today. Bill Lampton: My privilege and keep that calendar handy because as you know, I will call on you again. And three months from now, we— we will have other remarkable changes that you have mastered and we’ll be calling on you, so keep that calendar handy. Terry Brock: You bet. Bill Lampton: Thanks to those of you who joined us for this dynamic conversation with Terry Brock on the video and on the audio portions of the Biz Communication Show. Invite you to be with us again next week for another informative, interesting, exciting, and beneficial version of the Biz Communication Show. I’m Bill Lampton, the Biz Communication guy.

In this episode of “At Your Convenience,” CSP Editor Chuck Ulie talks with Todd Smith (left), president of Sandy, Utah-based Swig, which is known as the home of the original dirty soda. The two talked in April at CSP's Dispensed Beverages Forum in Lombard, Illinois. A dirty soda, Smith said, is a soda with added flavors, purees, creams and fruits “just to make it more interesting.” Swig has 153 locations in 16 states.Their discussion includes how Swig started and some key operational strategies that have helped Swig maintain consistency and quality across its 150-plus locations. Smith also discusses how they call the company's employees “day makers”—because “the whole thing is making somebody's day,” he said.On this podcast, Smith also shares how the company is getting to the point where they're planning a year ahead, “which is really, really great.”He also talks about a focus group, which meets at least once a month, with the company's very best customers where Swig tests new flavors and flavor combinations with them.Read more from CSP Daily News- https://www.cspdailynews.com/

If your CX work keeps getting reduced to dashboards, survey scores, and “please fix this one issue,” it's time to change how you lead. We respond to a listener who's using Experience Is Everything with their team and wants the clearest path from customer experience ideas to real execution. The big theme is simple: structure creates credibility, and credibility creates the room you need to drive meaningful change. We start with the most powerful foundation you can build fast: a CX mission statement. It aligns mindset across the organization, helps you stop acting like a feedback narrator, and gives your team language they can confidently evangelize. From there, we dig into customer experience strategy, because too many organizations never actually write one down. We walk through how to define success in a way that supports organizational goals so your CX work becomes proactive, intentional, and business-led rather than reactive. Then we get practical about culture and discipline. Culture is hard to change, so we talk about scoring where you are today, choosing one area you can influence, and re-checking progress over time. We also cover the CX charter, the document that turns your foundation into coordinated efforts with the right people involved, a clear communication cadence, and shared measures of success. Subscribe, share with your team, and leave a rating and review so more CX leaders can find it.Enjoyed the show? Subscribe, share with your team, and leave a quick review to help others find us. Leave your review at ratethispodcast.com/xact.Want to ask a question? Visit askjeannie.vip to leave Jeannie a voicemail! (And don't forget to follow Jeannie Walters, CCXP, CSP on LinkedIn!)

Guests: Gal Ordo, Co-founder & CPO @ Native  Topics:  In Episode 186, we debated 'Native vs. Third-Party' as a binary choice. Native seems to be a third-party vendor whose entire existence depends on the belief that cloud-native controls are superior. Does your platform validate the 'Cloud Provider' side of the debate (that their controls are enough), or does the fact that you exist prove the 'Third-Party' side (that native interfaces aren't enough)? A key argument against native controls is an AWS WAF and a Google Cloud Armor don't behave the same way. If your tool manages native controls across multi-cloud, how do you handle the 'lowest common denominator' problem? Do you dumb down the policy to fit all clouds, or do you expose the unique complexity of each one? GuardDuty and SCC produce similar but meaningfully different results. How do you abstract across that so an analyst or IR team isn't having to dig into the exact meaning of the different JSON fields in their output? We often say native tools are 'good enough' for 80% of use cases but lack the depth of specialized third-party vendors (like a dedicated CNAPP or DLP). By betting your company on orchestrating native controls, are you effectively betting that 'good enough' is the future of the market? What happens when a customer needs a feature that the CSP hasn't built yet? What fraction of your users are taking this from a "I'm 80% this one cloud, I need great coverage there and good enough elsewhere" vs "I'm truly multi-cloud" or even scarier "I have a workload that is active spanning clouds"?  Do your customers push you towards helping with the kinds of SaaS platforms that SSPM vendors cover? If AWS and Google Cloud suddenly decided to make their native security UIs perfect and unified tomorrow, would your company cease to exist? Or is the complexity of the cloud strictly increasing, guaranteeing you job security forever? Related: Video version EP186 Cloud Security Tools: Trust the Cloud Provider or Go Third-Party? An Epic Debate, Anton vs Tim EP160 Don't Cloud Your Judgement: Security and Cloud Migration, Again! The Great Cloud Security Debate: CSP vs. Third-Party Security Tools native.security blog

O novo episódio de Entrevista com Autores aborda o artigo de Perspectivas de CSP "Os alimentos da Cesta Básica dos brasileiros são seguros para o consumo?": https://doi.org/10.1590/0102-311XPT182325.A edição conta com a mediação de Inês Rugani Ribeiro de Castro, Editora Associada de CSP, e a coautora Márcia Orth Ripke, graduada em Farmácia, Nutrição e Ciências Biológicas pela Universidade Comunitária da Região de Chapecó (Unochapecó), mestre no Programa de Pós-Graduação Stricto Sensu em Ciências da Saúde na Unochapecó e doutora no mesmo programa e instituição de ensino.Acompanhe CSP: linktr.ee/cadernosdesaudepublica.

Episode 48 - Nancy Matthiessen - Vegan, Vegetarian, and Plant-based diets in PediatricsIn this episode of Nutrition Pearls: the Podcast, hosts Jen Smith and Megan Murphy speak with dietitian Nancy Matthiessen MAS, RD, CSP.  Nancy is a Pediatric Dietitian at UCSF Benioff Children's Hospital Oakland where she works in the gastroenterology clinic, cystic fibrosis clinic, and nutrition clinic. She has 13 years of experience in pediatric nutrition and is a Board-Certified Specialist in Pediatric Nutrition. She has a special interest in plant-based diets. When she isn't working, she enjoys being outdoors running, hiking, gardening, or going on adventures with her husband and two kids. Nutrition Pearls is supported by an educational grant from Mead Johnson Nutrition.Resources:Vegetarian nutrition practice group, Academy of Nutrition and DieteticsAND Position paper on vegetarian and vegan diets. https://www.eatrightpro.org/news-center/research-briefs/new-position-paper-on-vegetarian-and-vegan-diets https://veganhealth.org/ - Jack NorrisGreat books for parents: Nourish by Reshma Shah, MD and Brenda Davis, RDThe Plant Based Baby and Toddler, Whitney English, MS RDN, Alexandra Caspero, MA RDN. also plant based juniors websiteSupplement guide: https://plantbasedjuniors.com/plant-based-juniors-supplement-guide/Produced by: Corey IrwinNASPGHAN - Council for Pediatric Nutrition Professionalscpnp@naspghan.org

Ramit Sethi of I Will Teach You To Be Rich talks to Sebastien and Hope, a married couple in their forties who have been together for 20 years, married for 16, and have a nine-year-old son. They earn around $195,000 a year, have $674,000 in assets, $129,000 invested, just $11,000 in savings, and $437,000 in debt. On paper, they are not broke, but emotionally, Sebastien still feels like they are constantly scrambling, while Hope believes their personal finances are in the best place they have ever been. Both recently became business owners, with Hope running an architecture firm and Sebastien running a wine importing business, but the risk of entrepreneurship, debt, low emergency savings, and under-investing for retirement has left them stuck between optimism, fear, and avoidance.   In this episode we uncover: • Why Sebastien still feels broke, even though their finances are stronger than they used to be • How Hope's optimism clashes with Sebastien's fear about the future • Their combined income of around $195,000 a year • Their assets of $674,000, investments of $129,000, savings of $11,000, and debt of $437,000 • Why having only one month of emergency savings puts them in a risky position • How both Hope and Sebastien became business owners after buying existing companies • Hope's architecture business and Sebastien's wine importing business • Why Ramit says they are talking around the numbers instead of confronting them directly • How their current retirement projection could give them only around $35,000 a year • Why Hope's $130,000 retirement dream requires a much more aggressive investing plan • Why their guilt-free spending and fixed costs are squeezing savings and investments • How one final credit card payment could drop their fixed costs from 67% to 52% • Why their grocery spending becomes one of the first practical areas to tighten • Ramit's math mistake in the episode and why the overall lesson still stands • Sebastien's need for a clear business runway and decision point • Hope's realization that she was not being fully honest with herself about their finances ⏩ CHAPTERS (00:00:53) Introduction: is it too late to be successful with money? (00:02:40) Sebastien and Hope's financial snapshot (00:04:11) Their annual “executive household planning retreat” (00:06:01) Ramit asks if their planning system is actually working (00:08:02) Sebastien's fear about his wine importing business (00:11:31) How they each became business owners (00:15:31) Feeling broke vs actually being broke (00:16:47) Ramit reads Sebastien's application back to Hope (00:20:08) Assets, investments, savings, debt, and net worth (00:21:21) Ramit pushes them to say: “It's not enough” (00:23:20) Their projected retirement number (00:25:31) Ramit points out they only have one month of emergency savings (00:33:31) Their CSP: fixed costs, investments, savings, and guilt-free spending (00:34:24) Breaking down their $437,000 debt (01:01:22) The $45,500-a-year investment target (01:15:59) Sebastien's business plan and runway (01:24:20) Ramit's final advice: redo the CSP and lock in the numbers (01:25:46) Hope's follow-up (01:27:40) Sebastien's follow-up (01:29:22) Their updates: increased IRA contributions and Vanguard investing This episode is brought to you by: Netsuite | Get the free guide “Demystifying AI” at https://netsuite.com/ramit LMNT | Get a free LMNT Sample Pack with any order at https://drinklmnt.com/RAMIT Factor | Head to https://factormeals.com/ramit50off and use code ramit50off to get 50 percent off and free daily greens per box, with new subscription only, while supplies last until 09/27/2026. (See website for more details). DeleteMe | Get 20% off all consumer plans when you go to https://joindeleteme.com/ramit and use promo code RAMIT at checkout Get 25% off my programs until Friday May 15th at iwt.com/programs with code RESET26. Connect with Ramit • Get my new book, Money For Couples • Get Money Coaching with Ramit  • Download the Conscious Spending Plan • Listen to my book—now on Audible • Get my New York Times best-selling book • Get my no-numbers journal • Other episodes • Instagram • Twitter • YouTube Calling LA couples: Apply to be coached for free on this podcast at https://iwt.com/apply

Todd Caponi, CSP® is the author of two award-winning books, The Transparency Sale, and The Transparent Sales Leader. His third book, Four Levers Negotiating, will be released in early 2026. Todd is a multi-time C-Level sales leader, a behavioral science and sales history nerd, and has led at two companies through successful exits. He now speaks and teaches revenue organizations and their leaders on leveraging transparency and decision science to maximize their revenue capacity as Principal of Sales Melon LLC.  https://www.linkedin.com/in/toddcaponi/ http://instagram.com/saleshistorian/   Connect with David www.davidihill.com Get 14 Day Go-High-Level Trial https://www.gohighlevel.com/?fp_ref=david-i-hill-training25 SOCIALS: Facebook:  https://www.facebook.com/davidihill/ LinkedIn:  https://www.linkedin.com/in/davidihill YouTube: https://www.youtube.com/c/DavidHillcoach Youtube: ringleader-ai-crm TicTok: www.tiktok.com/@davidihill Instagram: https://www.instagram.com/davidihill X: https://twitter.com/davidihill   RING LEADER AI DEMO CALL 617-882-7788 www.davidihill.com/crm   PODCAST SUBSCRIBE & REVIEW https://podcasts.apple.com/us/podcast/the-persistent-entrepreneur/id1081069895   #DavidHill #DavidIHill #PathToSalesMastery #ThePersistentEntrepreneur #PersistentEntrepreneurPodcast #SalesTraining #SalesCoach #SalesLeadership

Get the inside scoop on what it takes to get hired as a speaker at today's top conferences. Industry insider Sarah Michel, CSP, shares actionable advice from her extensive experience in the meetings world.* What meeting planners are really looking for in keynote speakers now* How to stand out and show true relevance during pre-interview calls* The impact of your social media and reputation on speaker selection* Practical ways to deliver audience engagement and lasting impact* Why industry speakers are your biggest competition—not other prosBecome an NSA Member! https://nsaspeaker.org/join/#membership Join us at Influence! https://influence.nsaspeaker.org/ Learn more about your ad choices. Visit megaphone.fm/adchoices

Burnout doesn't come from “not being able to handle it.” It happens when CX work becomes an endless stream of urgent requests with no clear priorities. In this episode, we unpack why customer experience leaders burn out trying to solve everything at once, and how a clear CX mission and strategy create the guardrails to prioritize, push back, and lead proactively instead of reactively.We also explore what strategy looks like in practice: focusing on outcomes that matter most, aligning CX work to business goals, and building small habits that keep you grounded. If you're not sure where to start, we walk through a simple reset: picture what “wins” you want one year from now, then work backward into practical next steps. And because CX asks a lot of empathy from you, we close with an essential reminder: show yourself the same compassion you expect your teams to show customers, and build small habits that help you stay centered before taking on one more thing.If this resonates, share it with a CX leader, subscribe so you don't miss what's next, and leave a rating or review to help more leaders find the show.Resources Mentioned:Order your copy of Experience Is Everything -- http://experienceiseverythingbook.comLearn more about CXI Membership™ and apply -- http://CXIMembership.comExperience Investigators -- https://experienceinvestigators.comEnjoyed the show? Subscribe, share with your team, and leave a quick review to help others find us. Leave your review at ratethispodcast.com/xact.Want to ask a question? Visit askjeannie.vip to leave Jeannie a voicemail! (And don't forget to follow Jeannie Walters, CCXP, CSP on LinkedIn!)

Welcome to the land podcast, a platform for people looking to educate themselves in the world of land ownership, land investing, staying up to date with current land trends in the Midwest, and hearing from industry experts and professionals.  On today's episode, we are back in the studio with Steve Hanson. We discuss: Shed trespassing is becoming more organized. Social media helped identify the trespasser quickly. Trail cameras are changing trespassing enforcement. Many landowners view sheds as personal property. CRP rates have softened in recent years. CSP funding appears stronger in the new Farm Bill. Habitat-focused CRP projects can benefit both parties. Water quality is becoming a bigger conservation focus. Forestry incentives may become more important nationally. Iowa land prices appear stable after major growth years. And so much more! Thanks again for all of the support from our partners—none of this would've been possible without them! - Buck Land Funding: ⁠⁠⁠⁠⁠⁠⁠⁠https://www.firstbankers.com/bucklandfunding⁠⁠⁠⁠⁠⁠⁠⁠ -Hawke Optics | Use Code WHTL for 15% off:⁠⁠⁠⁠⁠⁠⁠ https://bit.ly/hawkeoptics_⁠⁠⁠⁠⁠⁠⁠ -OnX:⁠⁠⁠⁠⁠⁠⁠ https://bit.ly/onX_Hunt⁠⁠⁠⁠⁠⁠⁠ -Painted Arrow: ⁠⁠⁠⁠⁠⁠⁠⁠⁠bit.ly/PaintedArrow⁠⁠⁠⁠⁠⁠⁠ - Latitude Outdoors: ⁠⁠⁠⁠⁠⁠⁠https://www.latitudeoutdoors.com/⁠⁠⁠⁠⁠⁠⁠ - Whitetail Master Academy ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.whitetailmasteracademy.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ - Use code '⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠HOFER' to save 10% off at ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.theprairiefarm.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ - Massive potential tax savings: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ASMLABS.Net⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

This episode is sponsored by Stratos Cloud Alliance. In this episode, we dive into the evolving Microsoft partner landscape and what it means for growth-minded organizations navigating CSP changes, AI adoption, and cloud strategy. The conversation explores how partners can adapt their go-to-market approach, build sustainable recurring revenue, and take advantage of new opportunities across Microsoft Dynamics 365, Business Central, and Copilot. Our guests share practical insights on aligning your business with Microsoft's direction, strengthening customer relationships, and leveraging programs like Stratos Cloud Alliance to scale more efficiently. More from Stratos Cloud Alliance: With ongoing CSP changes and increasing pressure on Direct partners, now is the time to evaluate your next move. Don't wait until requirements impact your margins or operations. Learn how the Stratos Indirect Partner Program can help you scale faster with less overhead—or explore your path to successfully transition from Direct to Indirect with the right support in place. Reach out to Scott May to learn more: Direct-Bill Recruit Book a Meeting with Scott May | Stratos Cloud Alliance

What does customer centricity really look like in fast-growing emerging markets? In this episode, we answer a listener question from a fintech support professional in the Gambia navigating rapid growth, limited resources, and constantly evolving customer expectations. We explore how organizations can build trust at scale by creating a customer-centric culture rooted in leadership, listening systems, and daily operational discipline. We also discuss why frontline support teams are critical in emerging-market fintech, serving as the real-time voice of the customer and a powerful driver of business insight and loyalty. If this helps you lead customer experience, subscribe, share the episode with a teammate, and leave a rating or review so more CX leaders can find it.Resources Mentioned:Order your copy of Experience Is Everything -- http://experienceiseverythingbook.comLearn more about CXI Membership™ and apply -- http://CXIMembership.comExperience Investigators -- https://experienceinvestigators.comEnjoyed the show? Subscribe, share with your team, and leave a quick review to help others find us. Leave your review at ratethispodcast.com/xact.Want to ask a question? Visit askjeannie.vip to leave Jeannie a voicemail! (And don't forget to follow Jeannie Walters, CCXP, CSP on LinkedIn!)

Is your sales process built around the seller's journey or the buyer's journey? Frank Kitchen, CSP and acclaimed sales leader, joins Mark Hunter to unpack exactly why understanding the buyer's intent is what separates average performers from top-tier salespeople. Frank draws from his extensive experience leading sales and customer service teams, illustrating how genuine relationship-building and strategic timing are the keys to getting ahead of the competition. Together, Mark and Frank challenge the common approach of chasing endless leads and instead reveal how to filter prospects using smarter questions and targeted research. They tease a practical framework that flips traditional sales scripts, emphasizing the art of asking, active listening, and mapping outreach to the customer's real buying window. 

In this episode, Doug McCarty shares the story behind farmersnavigator.com — a tool designed to help producers cut through the complexity of U.S. agricultural programs and make better, more informed decisions. The episode explores how confusing program requirements, shifting regulations, and “government-ese” often prevent producers from accessing valuable resources. Doug explains how the Navigator simplifies this process through plain-language guides and a localized dashboard called the Pulse, giving producers real-time, actionable insights based on their ZIP code. From drought alerts to funding opportunities, this conversation highlights how better information—and better delivery of that information—can empower producers to take control of their operations.

What if the moments you try to avoid—awkward conversations, uncertainty, discomfort—are actually the key to stronger leadership, deeper connection, and higher performance? In this re-release episode of The Live Greatly Podcast, Kristel Bauer sits down with Henna Pryor—workplace performance expert, keynote speaker, and author of Good Awkward—to explore how embracing awkwardness can unlock confidence, strengthen communication, and elevate how you show up at work and in life. Drawing from behavioral science and real-world experience, Henna shares how to reframe discomfort, take more strategic social risks, and build the "social muscles" that fuel growth, influence, and long-term success. If you've ever held back in a meeting, avoided a difficult conversation, or felt unsure in high-stakes moments—this conversation offers a powerful shift in perspective. In this episode, you'll learn: How to reframe awkwardness as a catalyst for growth and opportunity Strategies to navigate uncomfortable conversations with more confidence How to strengthen your "social fitness" to support leadership and performance Why leaning into discomfort can accelerate connection, influence, and success A look into Henna's book, Good Awkward: How to Embrace the Embarrassing and Celebrate the Cringe to Become The Bravest You ABOUT HENNA PRYOR Henna Pryor, CSP is a dynamic Workplace Performance Expert who speaks and writes about performance mindset, interpersonal dynamics, high-impact communication, and embracing bumps in a world that keeps optimizing for smoothness. She's a regular Expert Columnist for Inc. Magazine, 18x award-winning author of Good Awkward, and an in-demand global keynote speaker. Her playful personality and insightful talks blend 2 decades of working with corporate leaders and teams, with a fresh, science-based approach to taking more strategic risks and boosting social and mental fitness for success at work. Connect with Henna: Order Good Awkward: How to Embrace the Embarrassing and Celebrate the Cringe to Become The Bravest You LinkedIn: https://www.linkedin.com/in/hennapryor/  Instagram: https://www.instagram.com/hennapryor/  Website: https://pryoritygroup.com/  About the Host of the Live Greatly podcast, Kristel Bauer: Kristel Bauer is a corporate wellness and performance expert, keynote speaker and TEDx speaker supporting organizations and individuals on their journeys for more happiness and success. She is the author of Work-Life Tango: Finding Happiness, Harmony, and Peak Performance Wherever You Work (John Murray Business November 19, 2024). With Kristel's healthcare background, she provides data driven actionable strategies to leverage happiness and high-power habits to drive growth mindsets, peak performance, profitability, well-being and a culture of excellence. Kristel's keynotes provide insights to "Live Greatly" while promoting leadership development and team building.   Kristel is the creator and host of her global top self-improvement podcast, Live Greatly. She is a contributing writer for Entrepreneur, and she is an influencer in the business and wellness space having been recognized as a Top 10 Social Media Influencer of 2021 in Forbes. As an Integrative Medicine Fellow & Physician Assistant having practiced clinically in Integrative Psychiatry, Kristel has a unique perspective into attaining a mindset for more happiness and success. Kristel has presented to groups from the American Gas Association, Bank of America, bp, Commercial Metals Company, General Mills, Northwestern University, Santander Bank and many more. Kristel has been featured in Forbes, Forest & Bluff Magazine, Authority Magazine & Podcast Magazine and she has appeared on ABC 7 Chicago, WGN Daytime Chicago, Fox 4's WDAF-TV's Great Day KC, and Ticker News. Kristel lives in the Fort Lauderdale, Florida area and she can be booked for speaking engagements worldwide. To Book Kristel as a speaker for your next event, click here. Website: www.livegreatly.co  Follow Kristel Bauer on: Instagram: @livegreatly_co  LinkedIn: Kristel Bauer Twitter: @livegreatly_co Facebook: @livegreatly.co Youtube: Live Greatly, Kristel Bauer To Watch Kristel Bauer's TEDx talk of Redefining Work/Life Balance in a COVID-19 World click here. Click HERE to check out Kristel's corporate wellness and leadership blog Click HERE to check out Kristel's Travel and Wellness Blog Disclaimer: The contents of this podcast are intended for informational and educational purposes only. Always seek the guidance of your physician for any recommendations specific to you or for any questions regarding your specific health, your sleep patterns changes to diet and exercise, or any medical conditions.  Always consult your physician before starting any supplements or new lifestyle programs. All information, views and statements shared on the Live Greatly podcast are purely the opinions of the authors, and are not medical advice or treatment recommendations.  They have not been evaluated by the food and drug administration.  Opinions of guests are their own and Kristel Bauer & this podcast does not endorse or accept responsibility for statements made by guests.  Neither Kristel Bauer nor this podcast takes responsibility for possible health consequences of a person or persons following the information in this educational content.  Always consult your physician for recommendations specific to you.

In this episode of the Millionaire Car Salesman Podcast, your hosts, Sean V. Bradley and LA Williams, take a hard look at what it really takes to succeed in automotive sales in today's market! "The market has been changing, and guess what? It doesn't change back." – Sean V. Bradley The car business has changed, but too many dealerships are still training like it hasn't. Sean and LA unpack why outdated methods are holding sales professionals back, why self-education has become non-negotiable, and how the next generation of top performers will separate themselves through practice, preparation, and adaptability! "Practice makes permanent, not perfect." – Sean V. Bradley This conversation also explores the growing role of AI in automotive sales training, especially how new role-play technology is giving salespeople, BDC reps, and managers a safe place to practice real conversations before they happen on the showroom floor. "AI is your friend because it's going to make you lots and lots of money." – Sean V. Bradley If you're in the automotive industry and want to sharpen your skills, build confidence, and stay ahead of the competition, this episode will challenge the way you think about training, growth, and what it means to become a true professional in 2026 and beyond! Key Takeaways: ✅ The automotive industry is reverting to pre-pandemic sales dynamics, demanding a higher level of skill and training from sales teams to succeed. ✅ Investment in self-education and business strategies is crucial for automotive professionals to adapt to changing market conditions. ✅ AI role-playing technology offers sales professionals a unique opportunity to practice and refine their skills without the need for a human partner. ✅ Sean V. Bradley emphasizes the need for building a personal brand within the dealership to enhance long-term career prospects. ✅ The new AI systems in training can track metrics like talk-listen ratios and word speeds to fine-tune a salesperson's communication skills.   About Sean V. Bradley Sean V. Bradley, CSP, is the President of Dealer Synergy, a renowned figure in the automotive sales industry, and co-host of the Millionaire Car Salesman podcast. With over two decades of experience, Sean is recognized for his expertise in automotive sales training, digital marketing, and consulting. He is also an international best-selling author and motivational speaker known for pioneering video search engine optimization in the auto industry.   About LA Williams Vice President with Dealer Synergy, LA Williams, also known as the Blind Master, is a co-creator of the Millionaire Car Salesman podcast. He is a respected figure in the automotive training world with a background in music production, having worked with top artists and producers including Beyonce and Dr. Dre. Williams is well-regarded for his insights into effective communication and sales strategies.     Maximizing Automotive Sales in the Age of AI: Strategies and Expertise from Industry Leaders Key Takeaways The integration of AI role-playing technology can transform training and onboarding in the sales industry, ensuring effective skill development. Building a personal brand within a dealership's brand and leveraging social media are crucial for success in today's market. Continuously investing in personal development and business growth is essential for thriving in the competitive automotive sales landscape. Embracing AI in Automotive Sales Training The rapidly evolving landscape of automotive sales demands that professionals adapt by enhancing their skill sets, particularly through innovative tools like AI role-playing technology. As Sean V. Bradley and LA Williams emphasize, effective selling today isn't just about understanding the basics; it involves mastering a comprehensive skill set to stay ahead in a highly competitive market. Leveraging AI for Skill Development The introduction of AI in sales training is a pivotal shift that addresses the age-old issue of skill retention and application. Bradley highlights that a significant number of new sales professionals lack the foundational training necessary for success. "These people don't know how to sell," he points out, emphasizing the outdated nature of training materials in use. AI role-playing technology presents a solution, enabling salespeople to practice, drill, and rehearse in a controlled environment. Williams adds, "You'll get someone that will do that and they'll be like, 'Oh, I set so many appointments.' Okay, that's because you get people to say yes. But how many of them actually show up?" This statement underscores the need for a robust training tool that goes beyond surface-level engagement to ensure measurable results. The AI role-playing platform offers a unique advantage: the ability to simulate real-world scenarios repeatedly, allowing participants to refine their approach without the pressure of live interactions. This method of learning mirrors the practice required in professional sports or music, where repetition and feedback lead to mastery. Building a Personal Brand and Maximizing Referrals In today's digital age, a salesperson's ability to build a personal brand is as crucial as their sales acumen. Bradley and Williams discuss the importance of leveraging technology and social media to create a distinct identity within the automotive sales industry. Tiana Mick and Cody Carter are exemplary figures in this regard, utilizing websites, social media, and content marketing to expand their reach and influence. Bradley posits, "If you are not willing to invest in yourself, why the hell should anybody else?" This assertion not only challenges salespeople to take initiative but also highlights the broader trend of personal branding becoming integral to professional success. By establishing a recognizable and trustworthy personal brand, salespeople can generate consistent referrals and repeat business, a strategy that effectively fortifies their market position. Maximizing referral agents and building a strong network are emphasized as key strategies. Professionals in the field should prioritize establishing solid relationships that can consistently feed them potential leads, ensuring a steady flow of opportunities that enhance stability in their careers. Constantly Investing in Personal and Professional Growth The central theme advocated by Bradley and Williams is the continuous investment in personal development and business growth. Drawing from their extensive industry experience, they argue that education, business acumen, and financial investment are pivotal to achieving long-term success in automotive sales. "The best time to be training is right now," asserts Bradley, emphasizing the importance of staying updated with current methodologies and technologies. Sales professionals are encouraged to immerse themselves in every aspect of their field, from mastering product knowledge to understanding advanced systems like customer relationship management (CRM) and artificial intelligence (AI). Williams echoes this sentiment by discussing the trajectory from dependency to independence and ultimately, interdependence. This developmental journey involves strategically utilizing available resources, both human and technological, to cultivate a successful career. The integration of AI into training programs illustrates the shift towards a more interdependent learning environment where technology and human expertise coalesce to produce the most effective outcomes. In the dynamic field of automotive sales, the need for robust training methodologies, personal branding, and continuous growth is more critical than ever. The insights shared by Sean V. Bradley and LA Williams offer a blueprint for success, driven by strategic innovation and a commitment to excellence. Professionals who embrace these principles are positioned to not only survive but thrive in an industry marked by rapid change and technological advancement.     Resources + Our Proud Sponsors:   ➼ The Millionaire Car Salesman Facebook Group: Join the #1 Automotive Sales Mastermind Facebook Group with over 29,000 automotive professionals worldwide. The Millionaire Car Salesman Facebook Group is the go-to community for car salespeople, BDC agents, sales managers, general managers, and dealer principals looking to increase performance, income, and leadership skills. Inside the group, members collaborate daily on automotive sales strategies, lead handling, phone scripts, closing techniques, CRM best practices, dealership leadership, and accountability systems. Learn directly from top automotive trainers, industry mentors, and high-performing sales leaders who are actively winning in today's market. If you're serious about growing your automotive career, increasing car sales, and building long-term success, join The Millionaire Car Salesman Facebook Group today! ➼ Dealer Synergy: Dealer Synergy is the automotive industry's #1 Sales Training, Consulting, and Accountability Firm, with over 20 years of proven dealership success nationwide. We specialize in helping car dealerships increase sales, improve processes, and build high-performing Sales, Internet, and BDC departments from the ground up. Our expertise includes automotive phone scripts, rebuttals, CRM action plans, lead handling strategies, BDC workflows, Internet sales processes, management training, and accountability systems. Dealer Synergy partners directly with dealership leadership to align people, process, and technology, ensuring consistent results and scalable growth. From independent dealers to large dealer groups and OEM partnerships, Dealer Synergy delivers measurable performance improvements, stronger teams, and sustainable profitability. ➼ Bradley On Demand: Bradley On Demand is the automotive industry's most advanced interactive training, tracking, testing, and certification platform for car dealerships — built to develop top-performing teams across Sales, Internet Sales, BDC, CRM, Phone Skills, Leadership, and Management. In addition to LIVE virtual automotive training classes and a library of 9,000+ on-demand dealership training modules, Bradley On Demand now includes AI Phone Roleplaying and Coaching to help salespeople and BDC agents practice real dealership conversations before they ever get on the phone with customers. This AI-powered roleplay technology strengthens phone scripts, objection handling, appointment setting, lead follow-up, and closing skills, while providing measurable coaching feedback for continuous improvement. Bradley On Demand empowers dealerships to train faster, coach smarter, improve call performance, increase closing ratios, and sell more cars more profitably — all through structured, trackable, modern automotive training.

In this episode of “At Your Convenience,” Rachel Gignac, conference content manager at Informa, talks to Cameron Watt, president and CEO of Intouch Insight.Their conversation explores how the annual Mystery Shop audit, which CSP partners with Intouch Insight for, has evolved over the past two decades, from basic service checks to a more comprehensive focus on cleanliness, food safety and overall customer experience. Watt shares how technology is reshaping service speed and satisfaction and how operators are using these insights to strengthen loyalty and operational performance.He also looks ahead to emerging trends and how convenience retailers can continue raising the bar to meet growing consumer expectations.Check out more from CSP Daily News: https://www.cspdailynews.com/

AI is loud right now, but the real question is quieter: how do we use it to create a better customer experience without losing the human at the center? From the floor of CXPA CX Leaders Advance, Jeannie Walters grabbed a few brilliant minds and asked one simple prompt: What's the one thing we should be thinking about for the future of CX?The answers go far beyond any single trend. From evolving skill sets and smarter measurement to human-centered design and change management, this episode brings together a range of perspectives on where CX is heading next.You'll hear insights on blending technical and human skills, capturing and acting on customer emotion, grounding strategy in real value, and ensuring teams can actually adopt the changes we design.If you're shaping experiences, building journeys, or leading CX transformation, this is a quick hit of perspective to help you focus on what matters most.Subscribe, share this with a CX leader on your team, and leave a review so more people can find the show.Episode Guests:Sasha Fard, MBA, CCXPDirector, Omnichannel Analytics, AssurantFollow Sasha on LinkedIn: https://www.linkedin.com/in/sashafard/Heidi Taylor, PMP, CCXPSenior Global CX Project Manager, LenovoFollow Heidi on LinkedIn: https://www.linkedin.com/in/heidimtaylor/Emma Winstead, CCXPCustomer Experience Business Partner, Delaware NorthFollow Emma on LinkedIn: https://www.linkedin.com/in/emma-winstead-ccxp-90b815172/Nicole Aguilera, CCXPBusiness System Consultant III, Mutual of OmahaFollow Nicole on LinkedIn: https://www.linkedin.com/in/nicoleaguilera/Scott Lee Holloway, CCXPHead of Customer Experience, APS BankFollow Scott on LinkedIn: https://www.linkedin.com/in/scottleeholloway/Lauren WierCustomer Experience Business Partner, Delaware NorthFollow Lauren on LinkedIn: https://www.linkedin.com/in/lauren-wier-17448430/Resources Mentioned:Order your copy of Experience Is Everything -- experienceiseverythingbook.comLearn more about CXI Membership™ and apply -- CXIMembership.comExperience Investigators -- experienceinvestigators.comEnjoyed the show? Subscribe, share with your team, and leave a quick review to help others find us. Leave your review at ratethispodcast.com/xact.Want to ask a question? Visit askjeannie.vip to leave Jeannie a voicemail! (And don't forget to follow Jeannie Walters, CCXP, CSP on LinkedIn!)

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

What if the key to customer loyalty isn't about creating memorable, delightful moments, but about being utterly forgettable in the best possible way? Agility requires more than just rapid campaign execution; it demands a deep-seated ability to re-evaluate and re-engineer core processes in response to shifting customer expectations.Today, we're going to talk about the powerful, and perhaps counterintuitive, idea that the greatest predictor of customer loyalty isn't satisfaction or delight, but simply how easy you are to do business with. We'll explore why reducing customer effort is a critical competitive advantage and how enterprise brands can identify and eliminate the points of friction that drive customers away.To help me discuss this topic, I'd like to welcome, David Avrin, CX Keynote Speaker and Author at Ridiculously Easy International, and keynote speaker at CRMC, taking place June 1-3 in Frisco Texas. About David Avrin One of the most in-demand Customer Experience speakers and consultants in the world today, David Avrin, CSP, Global Speaking Fellow, has shared his content-rich, entertaining and actionable presentations with enthusiastic audiences across North America and in 28 countries around the world. David helps organizations better understand and connect with their changing customers and clients to help future-proof their businesses.  David's insights have been featured on thousands of media outlets around the world. He is also the author of seven books including the acclaimed: It's Not Who You Know, It's Who Knows You!, Why Customers Leave (and How to Win Them Back), The Morning Huddle, and his newest book, Ridiculously Easy to Do Business With.  David Avrin on LinkedIn: https://www.linkedin.com/in/davidavrin/ Resources Ridiculously Easy International: https://www.davidavrin.com/ This episode is brought to by CRMC. Drive your customers to new horizons at the premier retail event of the year for Retail and Brand marketers. Learn more at CRMC 2026, June 1-3. https://www.thecrmc.com Drive your customers to new horizons at the premier retail event of the year for Retail and Brand marketers. Learn more at CRMC 2026, June 1-3. https://aglbrnd.co/r/d15ec37a537c0d74 We're proud to be a media partner for #MAICON26 - Oct. 13-15! Learn how AI can power your marketing and business and help you grow smarter. Use code AGILE150 to save! https://aglbrnd.co/r/7fe458ced0f04658 Get the book: Ridiculously Easy to Do Business With by David Avrin: https://share.google/iwUGAonakI63ZU2vR Ridiculously Easy Intl. website: https://www.ridiculouslyeasy.com/ Get the new research report David mentioned: The Frequency of Customer Friction: https://www.ridiculouslyeasy.com/research Enjoyed the show? Tell us more at and give us a rating so others can find the show at: https://aglbrnd.co/r/faaed112fc9887f3 Connect with Greg on LinkedIn: https://www.linkedin.com/in/gregkihlstromDon't miss a thing: get the latest episodes, sign up for our newsletter and more: https://aglbrnd.co/r/35ded3ccfb6716ba Check out The Agile Brand Guide website with articles, insights, and Martechipedia, the wiki for marketing technology: https://www.agilebrandguide.com The Agile Brand is produced by Missing Link—a Latina-owned strategy-driven, creatively fueled production co-op. From ideation to creation, they craft human connections through intelligent, engaging and informative content. https://www.missinglink.company

What if the key to customer loyalty isn't about creating memorable, delightful moments, but about being utterly forgettable in the best possible way?Agility requires more than just rapid campaign execution; it demands a deep-seated ability to re-evaluate and re-engineer core processes in response to shifting customer expectations.Today, we're going to talk about the powerful, and perhaps counterintuitive, idea that the greatest predictor of customer loyalty isn't satisfaction or delight, but simply how easy you are to do business with. We'll explore why reducing customer effort is a critical competitive advantage and how enterprise brands can identify and eliminate the points of friction that drive customers away.To help me discuss this topic, I'd like to welcome, David Avrin, CX Keynote Speaker and Author at Ridiculously Easy International, and keynote speaker at CRMC, taking place June 1-3 in Frisco Texas. About David Avrin One of the most in-demand Customer Experience speakers and consultants in the world today, David Avrin, CSP, Global Speaking Fellow, has shared his content-rich, entertaining and actionable presentations with enthusiastic audiences across North America and in 28 countries around the world. David helps organizations better understand and connect with their changing customers and clients to help future-proof their businesses. David's insights have been featured on thousands of media outlets around the world. He is also the author of seven books including the acclaimed: It's Not Who You Know, It's Who Knows You!, Why Customers Leave (and How to Win Them Back), The Morning Huddle, and his newest book, Ridiculously Easy to Do Business With.  David Avrin on LinkedIn: https://www.linkedin.com/in/davidavrin/ Resources Ridiculously Easy International: https://www.davidavrin.com/ This episode is brought to by CRMC. Drive your customers to new horizons at the premier retail event of the year for Retail and Brand marketers. Learn more at CRMC 2026, June 1-3. https://www.thecrmc.com Drive your customers to new horizons at the premier retail event of the year for Retail and Brand marketers. Learn more at CRMC 2026, June 1-3. https://aglbrnd.co/r/d15ec37a537c0d74 We're proud to be a media partner for #MAICON26 - Oct. 13-15! Learn how AI can power your marketing and business and help you grow smarter. Use code AGILE150 to save! https://aglbrnd.co/r/7fe458ced0f04658 Get the book: Ridiculously Easy to Do Business With by David Avrin: https://share.google/iwUGAonakI63ZU2vR Ridiculously Easy Intl. website: https://www.ridiculouslyeasy.com/ Get the new research report David mentioned: The Frequency of Customer Friction: https://www.ridiculouslyeasy.com/research Enjoyed the show? Tell us more at and give us a rating so others can find the show at: https://aglbrnd.co/r/faaed112fc9887f3 Connect with Greg on LinkedIn: https://www.linkedin.com/in/gregkihlstromDon't miss a thing: get the latest episodes, sign up for our newsletter and more: https://aglbrnd.co/r/35ded3ccfb6716ba Check out The Agile Brand Guide website with articles, insights, and Martechipedia, the wiki for marketing technology: https://www.agilebrandguide.com The Agile Brand is produced by Missing Link—a Latina-owned strategy-driven, creatively fueled production co-op. From ideation to creation, they craft human connections through intelligent, engaging and informative content. https://www.missinglink.company Hosted on Acast. See acast.com/privacy for more information.

Join host Thom Singer, CSP as he talks with Mike Staver, CSP, CPAE about bridging the gap between intention and execution for speakers. Get actionable advice on building a more effective and resilient speaking business.* Why clarity of intention is the foundation for success* The law of incrementalism: small steps, big outcomes* Common mistakes speakers and executives make—and how to avoid them* The importance of focusing on business fundamentals over just content* Practical tips for increasing resilience and sustaining growth in your speaking careerBecome an NSA Member! https://nsaspeaker.org/join/#membership Join us at Influence! https://influence.nsaspeaker.org/ Learn more about your ad choices. Visit megaphone.fm/adchoices

⏱️ TIMESTAMPS 00:00 – Introduction  01:30 – The #1 challenge Nick faces working with young athletes: consistency, not knowledge  03:30 – How Nick structures the initial intake meeting  06:00 – Getting athletes to buy into the "why" behind the plan  08:00 – Experimentation and the A/B test approach to building habits  10:00 – Building trust — and playing mediator between athletes and parents  12:00 – Earning your seat at the athlete's table  14:00 – The counseling side of being a dietitian — and why it matters more than the science  18:00 – Parents texting at 2am — and what Nick does with that  20:00 – Nick's background as a college baseball catcher at Mercy College and Queens College  24:00 – Two serious injuries and how they led him to nutrition  27:00 – Florida State, interning with Eric Cressy at CSP, and spring training with the Blue Jays  30:00 – Why young athletes can spot someone who doesn't care — and why it matters  33:00 – Starting with the school day: building structure where it already exists  36:00 – Adapting to weekends, tournaments, and travel  40:00 – Progress isn't pass/fail — it's an investment  43:00 – A Division I catcher, one flat week, and Nick's response: "And?"  46:00 – Finding motivation for the next goal after goal A is achieved  51:00 – Autonomy, competence, relatedness — and why all three have to be present  54:00 – What mental performance and nutrition have in common  55:00 – Nick's final message to every high school athlete: don't wait

Want to strengthen your family farm or ranch in Texas? Learn how NRCS programs, regenerative agriculture practices, and conservation funding can help you improve soil, water, and long-term profitability. In this episode of Soil Sisters, Kristy Oates, USDA NRCS Texas State Conservationist, breaks down the agency's mission, programs, and real-world support for working lands. We dig into EQIP and CSP funding, application timelines, and how payments actually work. Kristy also explains conservation easements, the new Regenerative Pilot Program, and how NRCS is working to simplify systems for producers. Learn how to connect with your local USDA Service Center, why you don't need to apply for funding to receive help, and how NRCS supports both novice and experienced producers. Whether you're new to NRCS or looking to navigate its programs better, this episode is your practical guide to getting started and making conservation work for your operation. MEET OUR GUEST: Kristy Oates is the State Conservationist for the USDA Natural Resources Conservation Service in Texas. Kristy leads a diverse workforce of approximately 600 employees in 228 field offices across Texas to deliver voluntary, private lands conservation assistance throughout the estimated 142 million acres of farms, ranches and family forests. Kristy holds a Bachelor of Science from Sam Houston State University and is a graduate of the USDA Emerging Leaders Development Program from The George Washington University Center for Excellence in Public Leadership. TIME STAMPS: 00:00 Welcome to Soil Sisters 00:39 Meet Kristy Oates 02:44 NRCS Origins and Mission 04:41 Technical Assistance Access 09:51 Kristy's Background 14:41 EQIP and CSP Basics 17:21 Funding Timelines and Payments 20:20 Conservation Easements Explained 25:43 Regenerative Pilot Program 30:53 Follow Up and Record Keeping 36:26 Getting Started at USDA Office 42:08 Practice Standards and Feedback 44:59 Local Workgroups and Priorities 46:56 Water Conservation Focus 54:11 More NRCS Programs and Partners 58:35 How NRCS Guides Newcomers 01:00:53 Get Involved in the State Technical Committee Meeting and Closing

Personalization at scale gets pitched like a switch you flip, but the reality is messier and way more human. From Adobe Summit, Jeannie Walters' sits down with IBM leaders to unpack what it takes to deliver customer experience that feels consistent, connected, and genuinely helpful across digital touchpoints even when different teams, tools, and timelines are involved.First, Betsy Rohtbart, VP, Digital Experience & IBM.com, shares a simple reframing with big implications: start with the task your visitor is trying to complete, then design the experience to make that “pay off” every time. We talk about why customers often feel the gaps instead of the beautiful moments we intended, how secret shopping your own trial and onboarding flow exposes breakpoints fast, and why chasing problems like a “toddler soccer game” creates more friction. The standard is brutal but fair: customers compare you to their last best experience anywhere.Then Jay Trestain, EMEA Marketing Transformation Lead & Client Partner, breaks down agentic orchestration in plain terms: AI agents that act as domain experts and work together across an enterprise workflow. We dig into what leaders miss when they rush to deploy AI, how a clear North Star vision sharpens decisions about martech, process redesign, and KPIs, and why agentic technology is changing digital discovery by bypassing traditional web real estate. The punchline: governance is not red tape, it's the engine for rapid, high-quality decisions that help good pilots scale into real value.Subscribe for more practical customer experience strategy, share this with a teammate leading transformation, and leave a review.Follow Betsy Rohtbart on LinkedIn: www.linkedin.com/in/betsymorserohtbart/Follow Jay Trestain on LinkedIn: www.linkedin.com/in/jay-trestain/Resources Mentioned:Order your copy of Experience Is Everything -- experienceiseverythingbook.comLearn more about CXI Membership™ and apply -- CXIMembership.comExperience Investigators -- experienceinvestigators.comEnjoyed the show? Subscribe, share with your team, and leave a quick review to help others find us. Leave your review at ratethispodcast.com/xact.Want to ask a question? Visit askjeannie.vip to leave Jeannie a voicemail! (And don't forget to follow Jeannie Walters, CCXP, CSP on LinkedIn!)

Mastering the shift from MSP to MIP. Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/Check Out UPX: https://theultimatepartner.com/experience/ In this insightful episode, Oguo Atuanya, CVP of Vendor Experience at Pax8, joins us to discuss the pivotal evolution in the IT channel: the transition from Managed Service Providers (MSPs) to Managed Intelligence Providers (MIPs). We explore how the marketplace is moving beyond traditional infrastructure support toward a future defined by AI-driven orchestration, business consultancy, and scalable agent-tech organizations. Oguo details how Pax8 is leading this transformation by curating solutions that allow partners to move from transactional service models to life-cycle management that prioritizes measurable ROI for the Small and Medium Business (SMB) market. Key Takeaways Pax8 is redefining the role of the distributor by acting as an AI commerce platform for the SMB market. The shift from Managed Service Provider (MSP) to Managed Intelligence Provider (MIP) is critical for scaling in the modern tech era. Successful MSPs must evolve into business consultants who integrate AI-driven workflows rather than just selling infrastructure. Security and automation are foundational elements that every modern MIP must prioritize to ensure scalability for customers. The “MIP Playbook” provides the curriculum-driven enablement partners need to successfully pivot their business models. Building strong, end-to-end customer lifecycle management is the key to minimizing churn and maximizing long-term value. https://youtu.be/c8uCnMJd9bg If you're ready to lead through change, elevate your business, and achieve extraordinary outcomes through the power of partnership—this is your community. At Ultimate Partner® we want leaders like you to join us in the Ultimate Partner Experience – where transformation begins. Key Tags Pax8, Managed Intelligence Providers, MIP, AI commerce platform, SMB technology, MSP evolution, AI-driven workflows, agent-first strategy, digital transformation, channel partner strategy, cloud solutions, customer lifecycle management, IT channel innovation, scalable automation, business consultancy, technology architecture, agent store, managed service providers. Transcript Oguo Atuanya Audio Episode [00:00:00] Oguo Atuanya: I, I mean, the ultimate goal is to get that MIP channel as intelligent or even more intelligent and agile than any enterprise IT department. [00:00:13] Vince Menzione: We just finished Ultimate Partners Winter Retreat here in beautiful Boca to a sold out crowd. Today I’m joined by Dexter Hardy, the founder of Integral for a compelling discussion, a guo. Welcome back, [00:00:29] Oguo Atuanya: Vince [00:00:29] Vince Menzione: to the welcome back to the podcast, my friend. So good to see you. [00:00:33] Oguo Atuanya: Good to see you, my friend. It’s been about, what, two years? [00:00:35] Vince Menzione: It has been two years, almost two years. Almost two years ago now. And uh, man, this [00:00:40] Oguo Atuanya: thing is just picking up steam. [00:00:41] Vince Menzione: It is. We’re having a blast. We were having so much fun. It was [00:00:44] Oguo Atuanya: awesome. [00:00:44] Vince Menzione: Yeah. [00:00:44] Oguo Atuanya: Really awesome. [00:00:45] Vince Menzione: And you were for context, for people watching and, and listening. Uh, we were here in Boca yesterday for the Ultimate Partner Executive Retreat. [00:00:52] Yep. It was this awesome event and great to have you involved in it. Uh, pat, thank you so much. So, uh, last time you were here [00:01:00] Oguo Atuanya: Yes. [00:01:01] Vince Menzione: Uh, you were representing Microsoft where you spent 22 years. [00:01:05] Oguo Atuanya: 22 [00:01:06] Vince Menzione: years. [00:01:06] Oguo Atuanya: Two years, right. Outta outta Junior Heart. [00:01:07] Vince Menzione: Amazing. And, uh, tell us, tell us about your journey so far. Uh, almost two years, a year and a half at Pax. [00:01:14] Eight. About a [00:01:15] Oguo Atuanya: year and a half. [00:01:15] Vince Menzione: Yeah, [00:01:16] Oguo Atuanya: a year and a half. [00:01:17] Vince Menzione: And tell, tell for our viewers and listeners, uh, your role at Pax eight. [00:01:21] Oguo Atuanya: Yeah. [00:01:22] Vince Menzione: Which is a preeminent company in this space. We used to use the term disty. I’ll let you describe them. Uh, officially [00:01:29] Oguo Atuanya: No, [00:01:30] Vince Menzione: because they don’t, you don’t use that term. [00:01:31] Oguo Atuanya: We’re not, we’re not a distributor. [00:01:33] Vince Menzione: Yes. [00:01:33] Oguo Atuanya: Scott Cha would kill me. [00:01:35] Vince Menzione: That’s right. No, I know, I know. I remember the, uh, [00:01:38] Oguo Atuanya: the New [00:01:38] Vince Menzione: York, was it the New York Times article? Yes. Yes. [00:01:41] Oguo Atuanya: Was kind of a, [00:01:42] Vince Menzione: that was a launching point coming out. Yeah, yeah. [00:01:44] Oguo Atuanya: No, we, we, we see ourselves as, um, um, the pre, uh, permanent marketplace. For SMB. [00:01:52] Vince Menzione: Nice. [00:01:53] Oguo Atuanya: Right. So you think about the SaaS and the cloud. [00:01:55] Yeah. You know, solutions that you need. In SMB, we work with vendors to bring it, um, you know, to the SMB market through, uh, MSPs. And we also, uh, see ourselves as the premier [00:02:08] Vince Menzione: Yes. [00:02:08] Oguo Atuanya: Um, AI commerce platform for SMB. [00:02:13] Vince Menzione: Very interesting. [00:02:14] Oguo Atuanya: Right. And as we go through the discussion, uh, this afternoon, you’ll see why. [00:02:20] Vince Menzione: Yeah. [00:02:21] Oguo Atuanya: That differentiation is [00:02:23] Vince Menzione: key. I, I love, I love to dive in. I love to dive in. I will say this, I, I think you’ve gotten a lot of people very interested in the community. I mean, certainly your events are becoming bigger and bigger. You’re beyond conference. [00:02:36] Oguo Atuanya: Next one’s coming up in Salt Lake City [00:02:38] in [00:02:38] Vince Menzione: June. [00:02:38] I plan on being there, salt Lake City in June. [00:02:41] Oguo Atuanya: I must have you there. [00:02:42] Vince Menzione: I will be there and you will, and you will be at our event in May. [00:02:45] Oguo Atuanya: Absolutely. [00:02:46] Vince Menzione: Talking about beyond, but also talking about this community. Uh, I’ve also woken up over the last year or so as well and learned a lot about this SMB community and ms, what we call MSBs. [00:02:58] You’ve re you’ve re-categorized them, uh, but this community is palpable. The opportunity is huge. [00:03:04] Oguo Atuanya: It’s huge. [00:03:05] Vince Menzione: And, um, I would say that, uh, yeah, we can talk, we’ll talk, we’ll just talk through it. ’cause it is huge. Yeah. There’s a lot of things that need to be done. [00:03:12] Oguo Atuanya: Yeah. [00:03:13] Vince Menzione: And I think, I think PAX eight is, uh, at the forefront in driving a lot of this. [00:03:17] The hyperscalers, like Microsoft are, are paying attention now more in a big, in a bigger way than before [00:03:23] Oguo Atuanya: being great partners. [00:03:24] Vince Menzione: Been great, great partners. Yeah. We’ll talk about your role with Microsoft in that regard. [00:03:28] Oguo Atuanya: Yeah. [00:03:28] Vince Menzione: But talk, let’s talk about this evolution too. Let’s, uh, so for those who are listening, who are used to maybe us talking about a SaaS software company Yep. [00:03:36] Or an ISV or an SDC, uh, we’re talking about MSPs, managed service providers, which is the common term that people use. These are, these have been traditionally the companies, the smaller companies, they used to call em mom and pop shops back. The old VARs that became managed service, the past [00:03:53] Oguo Atuanya: provider in, in the past, they’re getting bigger. [00:03:54] Vince Menzione: And then Yes. One of the big [00:03:55] Oguo Atuanya: ones, y say [00:03:56] Vince Menzione: Nexus Tech. We had Yes. [00:03:57] Oguo Atuanya: Partners of ours. [00:03:58] Vince Menzione: Nexus Techs, new Charter. [00:04:01] Oguo Atuanya: Charter, Michelle [00:04:02] Vince Menzione: Evergreen, I could Ira Lyra. Yeah. They’re, they’re becoming bigger and bigger. Private equity is getting involved. What’s important, what’s important to note too is that the customer is driving this because customers are requiring more and it’s no longer about, and my my point of view is it’s no longer about loading up software and just letting it go. [00:04:22] Oguo Atuanya: Yeah. [00:04:23] Vince Menzione: You need to be hands-on all the time. [00:04:24] Oguo Atuanya: Abs. Absolutely. And, and [00:04:26] Vince Menzione: yeah, [00:04:26] Oguo Atuanya: kind of skating towards that park of, um. MIP? [00:04:31] Vince Menzione: Yes. Let’s talk about MIP [00:04:33] Oguo Atuanya: managed intelligence providers. [00:04:35] Vince Menzione: So last year, year Beyond conference, I believe you launched this like new in I, we’ll call the new nomenclature or the new name, or this new thing. [00:04:46] And evolved. And evolved, yeah. [00:04:48] Oguo Atuanya: Yeah. [00:04:49] Vince Menzione: So talk about the managed intelligence provider for us. [00:04:52] Oguo Atuanya: Yeah. Wow. When it happened In Beyond Or at? Beyond, I should say. Um. We thought it’d catch on because it’s apt. I mean, it’s, it’s sort of indicative of what’s happening now and what will happen over the next 24 months, but, uh, the sort of migration towards this and the marketplace has been immense. [00:05:17] I mean, you, and you, you know, hit on what the difference is. Yes. Earlier on, um, today. What’s driving this shift is that most MSPs have been really good at being tools and technology infrastructure providers. [00:05:36] Vince Menzione: Yep. [00:05:36] Oguo Atuanya: Right. [00:05:37] Vince Menzione: They would hook up your network and your printer. In the old days, they fix your, fix your computers. [00:05:42] Yes. Or replace re-image, all those things. Right? Yes. That was the old days. And, [00:05:46] Oguo Atuanya: and, and also provide some very manual services delivery, which will now play. In this new era that we are actually, I shouldn’t say going into, it’s taking all, [00:06:00] Vince Menzione: we’re, we’re there, [00:06:00] Oguo Atuanya: we’re there right now. So, um, you know, they, they, I guess the transformation from MSP to MIP others partners that would actually become managed intelligence providers. [00:06:14] That means really, you know, integrating intelligence into workflow that matters for the SMBs. Right. So you [00:06:23] Vince Menzione: so double click on that for, [00:06:25] Oguo Atuanya: for [00:06:25] Vince Menzione: our [00:06:26] Oguo Atuanya: viewers. Yeah. So all really means is that you’re moving from being that, you know [00:06:29] Vince Menzione: Yeah. [00:06:30] Oguo Atuanya: Technology, infrastructure, tools, provider to, you know, becoming an, an orchestrator and a and a and a business consultant. [00:06:38] Vince Menzione: Yeah. [00:06:38] Oguo Atuanya: Right. For you. SMB. Right. So important. ’cause you have to now get into, uh, very secure, streamlined automated AI driven workflows to help them. [00:06:52] Vince Menzione: All driven in the cloud. Everything’s in the cloud now, as opposed to the old days. Right. On premise. [00:06:58] Oguo Atuanya: All gone. None. That’s happening. It’s all gone. All gone. Yeah. [00:07:00] So you, you’ve got this automated platform right now. You should as, um, an MIP, um, we actually gonna be in a position to design, um, agent tech organizations for your, uh, SMBs who wanna scale. ’cause as we talked about yesterday, yeah. SMBs have opportunities they wanna grow, but not have the wherewithal to go hire a hundred people. [00:07:27] Instead of doing that, you go hire a hundred agents. Yeah, but you’re gonna need that MIP to architect, the organization, launch it for you, manage it, get you, you know, automated, you know, workflows that you’d leverage to run your company, and then they have to manage and optimize the technology. Um, as necessary. [00:07:49] So, so, huge shift. [00:07:50] Vince Menzione: Huge shift. [00:07:51] Oguo Atuanya: Yeah. [00:07:52] Vince Menzione: And it was interesting for me being at the, where you talked about the write of Boom conference that you, were you, your organization was there? Yeah, I was there as well and I was in the room with some of the Microsoft folks and we had some of those larger partners we talked about [00:08:07] Oguo Atuanya: Yeah. [00:08:08] Vince Menzione: That were in the room as well. And just, uh, different perspectives too. Like I hadn’t heard it firsthand. It was interesting for Microsoft too, to get that feedback from. From some of them as well. Um, I think, I think the ones that are progressive are already on board with you. I’ve, I’ve already talked to some of those organizations, like, oh, we’re a hundred percent Pax eight, that’s it. [00:08:29] But then some of the others I think are still, there are still people out there that are stuck in the past. Would you agree? Like this community is in the, is in a transition right now to this new model? [00:08:38] Oguo Atuanya: Yeah. [00:08:39] Vince Menzione: Tell [00:08:39] Oguo Atuanya: us [00:08:39] Vince Menzione: about that. [00:08:40] Oguo Atuanya: There are, I mean, listen, I, I don’t, you know, wanna put a number. You know what we’re seeing. [00:08:48] But I’d say that about eventually, let’s say we’re gonna have about 30% of folks that really get it and move. [00:08:56] Vince Menzione: Yeah. [00:08:56] Oguo Atuanya: Right. The others we’re gonna have to, [00:08:59] Vince Menzione: there’ll be the laggards that’ll [00:09:00] Oguo Atuanya: take longer and let me just, you know, sort of rephrase that state. Most of them understand, you know, what the opportunity is with this whole Yeah. [00:09:14] Vince Menzione: You [00:09:15] Oguo Atuanya: know. They’re still struggling with being able to, you know, articulate this story, um, from a value prop perspective, right? You know, go in, talk to the SMBs, help the SMBs understand how, you know, they can be more productive, more efficient, and um, ultimately more profitable and scale, um, with an agent, you know, framework. [00:09:44] They still struggle. Yeah. And, and that’s kind of where we come in, where we helping these SMB or sorry, MSPs and to be ips. [00:09:54] Vince Menzione: So tell us, understand that. Tell us what you’re doing. I believe you, you stood up like academies and things like that, right? You’re doing some outreach, some enablement for the community? [00:10:02] Is that what it is? [00:10:03] Oguo Atuanya: Yeah, we we’re heavy, we’re heavy in, um, enablement. Um, because, you know, everyone realizes that. To be successful with this whole campaign. It’s not just about putting agents up in an agent store, real, SMB, you know, native, um, vertical aware agents that actually, you know, when you deploy it in an SMB business, right, they drive value right away, [00:10:37] Vince Menzione: right? [00:10:38] Oguo Atuanya: Right. So, but we also realize that it’s not just about, you know, landing the agents in the marketplace, but enablement is a huge factor. That’s why when you go back to things, you know, like academy, uh, the MIP playbook, uh, some of the, uh, inculcation integrations we we’re doing with, um, partners, really critical to have that enablement layer. [00:11:04] Vince Menzione: Interesting. [00:11:04] Oguo Atuanya: Along with providing the agents and the, in the agents store. [00:11:07] Vince Menzione: Who’s developing these agents in the agent store? Are they providers for the MSP community? Are they organizations like Take, take us through that model. [00:11:17] Oguo Atuanya: Yeah. So they, they, they, because [00:11:18] Vince Menzione: you, you manage all the vendors. [00:11:20] Oguo Atuanya: Yeah, I do. Right? [00:11:21] Vince Menzione: I do. So tell us more about that. [00:11:22] Oguo Atuanya: I do. So it’s, it’s multifold, right? Um, one fold is you have prebuilt solutions that you know vendors. [00:11:30] Vince Menzione: Yep. [00:11:30] Oguo Atuanya: Built for, you know, SMBs and they’re directed towards SMBs. Then you also have a second category, uh, sorry, category of solutions that are more tools that MSBs use. [00:11:42] Right? But there’s also a third, um, prompt to this where we are orchestrating an integration of, um, um, IP between [00:11:54] Vince Menzione: interesting the [00:11:55] Oguo Atuanya: vendor department, uh, into providing, you know, solutions. That we can land in the, in the agent store. [00:12:03] Vince Menzione: That’s fascinating. So, yeah. So you have, so you have a standalone product or a standalone solution or agent. [00:12:10] You have the orchestration and then you have the customer tools and the tool. And the tools. [00:12:14] Oguo Atuanya: Yes. [00:12:15] Vince Menzione: Yes. That’s fascinating. [00:12:17] Oguo Atuanya: Yeah. It’s um, it’s sort of a three flying approach that, um, the market needs, right? Yeah. And that, that’s key. By the way, Vince, when you know, um. You’re developing these agents and these solutions. [00:12:30] Yeah. Because they’re not, they’re not just tools anymore, right. Essentially it could be somebody’s, uh, FTE. [00:12:38] Vince Menzione: Yes. [00:12:38] Oguo Atuanya: Right. So they have to address a specific outcome. They have to be, you know, uh, valuable. You have to show the ROI and for these SMBs. Don’t have a lot of wiggle room. [00:12:53] Vince Menzione: So you, that they’re smaller companies, right? [00:12:55] Yeah. So anything you do is gonna be super impactful. Yeah. It’s not something they can absorb necessarily, or, you know, lose time and money. [00:13:03] Oguo Atuanya: Yeah. [00:13:03] Vince Menzione: Uh, you’ve gotta be very sensitive to that in this, in this market, this size market. And even the MSPs are, even though there are some that are much larger, there’s still a lot of smaller MSPs out there. [00:13:14] Oguo Atuanya: And, and coming to the MIP playbook, um, what partners don’t need anymore. Um, it’s hype. [00:13:23] Vince Menzione: Yeah. [00:13:24] Oguo Atuanya: They need an almost curriculum driven approach, right. To landing this initiative and infrastructure and also managing it long term. Yeah. So that’s what the MIP playbook does. [00:13:39] Vince Menzione: So you were an executive at Microsoft. [00:13:41] You managed the channel partner. I, I would call the resellers and the disti. In fact, for the America’s business, I believe was your role. [00:13:49] Oguo Atuanya: I I did manage the large resellers. At [00:13:51] Vince Menzione: large resellers. So at one point, and you also had the Disti at one time? [00:13:54] Oguo Atuanya: At one point I had the Disti, the telco, the domain providers. [00:13:58] Vince Menzione: Yes. The large resellers. I remember when we first met, yes. I think that was when, [00:14:00] Oguo Atuanya: yes. [00:14:00] Vince Menzione: Yes. And so when you came, PAX eight is a very strong Microsoft partner. You were, again, I mentioned you were the launch partner or one of the launch partners for the marketplace. [00:14:09] Oguo Atuanya: Yeah. [00:14:09] Vince Menzione: But talk about the role and the relationship with Microsoft and the value that PAX eight provides for this market, uh, kind of layering between, uh, the Microsoft components and, and the SMB market. [00:14:24] Oguo Atuanya: Yeah. Does that [00:14:24] Vince Menzione: make sense? [00:14:25] Oguo Atuanya: Yeah. So, so Microsoft has always been. Um, keen on the SMB segment, um, you know, Jose Gomez and Company in the Americas, and folks like, um, Alison West Hughes from a core perspective that, yeah, they’re very serious about this SMB segment. And, um, I’d say the key difference with Microsoft is Microsoft realized early. [00:14:56] Probably based on the fact that Microsoft’s always been a very strong channel friendly, [00:15:01] Vince Menzione: yes. [00:15:01] Oguo Atuanya: Oriented company. I realized earlier that you really can’t scale cost efficiently by having a direct SMB business, right? Right. You have to go through the channel. [00:15:14] Vince Menzione: They’re what, 160,000 MSPs or ips? [00:15:19] Oguo Atuanya: Um, for us at pax, [00:15:21] Vince Menzione: I think for the world. [00:15:22] Oguo Atuanya: Uh, yes. [00:15:22] Vince Menzione: Somewhere the world around there. The world, yeah. You would have to reach all those companies individually, which Yeah, you’d [00:15:27] Oguo Atuanya: have to, well, I mean, even then the, there’s the Ians of SMBs [00:15:31] Vince Menzione: Yes. In worldwide. Yes. That’s right. Right. At at the customer level. The pyramid is huge. You can’t, [00:15:35] Oguo Atuanya: you can’t really scale. [00:15:36] No, you can’t. You can only do that through the channel. [00:15:38] Vince Menzione: Yes. [00:15:39] Oguo Atuanya: And, um, I think, I think the relationship between Microsoft and PAX has just. Strengthened over time because Microsoft sees, if we go back to that definition of a, you know, distributor versus a marketplace and a platform provider stuff. So we’re seeing the difference. [00:15:56] Yes. And the value add and, you know, the services led approach that packs it, you know, brings to, um, um, driving the SMB business. Yes. Um, you know, just that we have, we think PAX eight, we have a very strong relationship. And a very strong MSP ecosystem, which is critical when you sort of, you know, uh, look at that difference between just a regular reseller and an MSP. [00:16:26] Vince Menzione: Absolutely. [00:16:26] Oguo Atuanya: Right. Um, you just can’t, what we talked about earlier, just transact a solution and then walk away. It’s, it’s, uh, it’s, um, it, it’s, it’s really a sustainable end-to-end, you know, customer life cycle management approach. When you’re dealing with them. [00:16:44] Vince Menzione: I think it’s important here too, and, and again for the maturity model of our listeners and viewers, it might be at different levels of understanding about the, about the model. [00:16:53] But if you think about the model and the evolution, right, being the, from the old model of being, uh, hardware centric and maybe software centric, uh, the old days of what was a disti, which are not at disti anymore, but, um, the distis were there to provide credit. Availability of product. [00:17:12] Oguo Atuanya: Yeah. [00:17:12] Vince Menzione: And And delivery, basically. [00:17:14] Right? Yeah. That was it. [00:17:15] Oguo Atuanya: Yeah. [00:17:16] Vince Menzione: And that’s how that they were intermediaries on some of that. [00:17:19] Oguo Atuanya: Yeah. [00:17:20] Vince Menzione: But PAX eight evolved at a later time. [00:17:22] Oguo Atuanya: Yeah. [00:17:23] Vince Menzione: More modern time, I would say in the cloud. Yeah. [00:17:25] Oguo Atuanya: PAX eight. So one in the cloud, if you will. [00:17:28] Vince Menzione: And I think that’s maybe a differentiation and this new model that it also feels to like this MSP community has been coming along. [00:17:36] And I, I, I believe a lot of thought leadership from the PAX eight side. I’m speak, I’m speaking for you here, but in terms of some bold moves that the organization is doing. [00:17:46] Oguo Atuanya: Yeah. Listen. Um, as you know, I dealt or engaged with PAX eight for a while before joining PAX eight. [00:17:54] Vince Menzione: Yeah. [00:17:55] Oguo Atuanya: I’d engaged with p fact fact pxi, funnily enough was the first meeting I had, um, when I came back from the uk. [00:18:02] Vince Menzione: Is that [00:18:02] Oguo Atuanya: right? Yeah. During my stint running, um. Um, devices, uh, sales organization for Microsoft. The first meeting I had coming back into the Americas was so P Aid and Nick Hedy and, uh, Ryan Walsh and, oh, that’s so funny. Joke about it. By the way, Ryan Walsh all has a prep, uh, notes study, you know, he got ready for the media. [00:18:26] Vince Menzione: Oh, that is hilarious. I met Ryan. Uh, we were on stage together at a channel partners a couple years ago. [00:18:32] Can’t [00:18:32] Oguo Atuanya: miss his energy. [00:18:33] Vince Menzione: He can’t [00:18:33] Oguo Atuanya: miss his energy. [00:18:34] Vince Menzione: Such great energy. [00:18:35] Oguo Atuanya: Yeah. But, but listen, I think if I could just sum it in a, you know, in a, um, a framework or a box. The key difference between PAC sales is we look at engaging with MSPs in SMB, um, from a customer lifecycle management. [00:18:57] So we start from, Hey, how do we help you with customer acquisition? When you do acquire the customers and you make that first licensing transaction, it doesn’t go away. That’s when we actually start, you know, thinking about how do we help, um, you ensure that your SMBs realize, um, value from what you sold them. [00:19:18] You know, if you need to expand, but, um, beyond one, you know, skew in the stack, that’s what you do because you understand the needs of USMB that helps drive consumption, you know? Nurture that through all, we start, you know, looking at, is it time for re sorry, renewal. There’s a team minus approach to renewal. [00:19:37] ’cause we also keep our eyes on churn. You can, you know, gain as much business as you can, but if you churn, it does nobody any good. Yeah. So we look at things end to end from our position to churn. And that really is embedded in the platform that sits underneath the marketplace. [00:19:53] Vince Menzione: And you act as the, well see, we’re gonna use technical terms here. [00:19:57] CSP. You’re the first layer of CSP and then they, they also, in many cases, sometimes they’re not, but in many cases they are the CSP to the customer. They’re providing the, the licenses to the customer. [00:20:10] Oguo Atuanya: Well, we, so we, we are the first tier of that, you know, two tier [00:20:14] Vince Menzione: Exactly. [00:20:15] Oguo Atuanya: Model. So we, we, [00:20:16] Vince Menzione: you’re tier one [00:20:17] Oguo Atuanya: Microsoft. [00:20:18] Vince Menzione: Yep. [00:20:19] Oguo Atuanya: Right. We, you know, as an existing might press on an example, it could be one of our other vendors, like, you know, um, any of the 150 vendors we have. We engage with them, we enable the um, MSP, who’s the resell, who’s really in the traditional sense, the reseller layer, much more valuable in terms of what they do. [00:20:41] Vince Menzione: That’s right. [00:20:41] Oguo Atuanya: And then. The MSP engages with, uh, the end customer. So that’s kind of what the flow is. [00:20:47] Vince Menzione: Yep. Yeah. And that’s one component of what they do for the customer. The transaction is a one one and done sort of. [00:20:53] Oguo Atuanya: Yeah. [00:20:53] Vince Menzione: But then it’s all the managed services and layering Oh, provide on top of it. And then all the other solutions say 150 platforms. [00:21:00] Oguo Atuanya: Uh, 150 vendors. [00:21:01] Vince Menzione: Vendors, yeah. So hundreds of platforms that are available to the customer for [00:21:07] Oguo Atuanya: Yeah. [00:21:07] Vince Menzione: Through taxane. [00:21:08] Oguo Atuanya: Yeah. But, but lemme just emphasize that especially. We are going actually where we are. Right. Um, again, it starts, it starts way to the left of the continuum than just driving the transaction. [00:21:23] Vince Menzione: So take us through the continuum then. [00:21:25] Oguo Atuanya: Yeah, that’s what I said earlier, the continuum is, you know, helping this, helping with [00:21:28] Vince Menzione: acquisition, customer acquisition, [00:21:30] Oguo Atuanya: even, you know, prior to that it’s, it’s helped. We’re getting to a point now where we’re helping these MSPs and they should all be able to do that during the MIP era. [00:21:38] Vince Menzione: Yep. [00:21:39] Oguo Atuanya: Understand the market they’re playing it. Yeah. Understand, you know, the market, their SMBs are in, understand their verticals or their scenarios so that you can actually build, you know, this precision, outcome driven, you know, solutions. [00:21:52] Vince Menzione: Yeah. [00:21:52] Oguo Atuanya: Right. That, that’s the beginning and then you sell and acquire. [00:21:58] Right. And then once you acquire that business, uh, it’s always on, you know, situation. You’re helping realize value. ’cause if you don’t. You’re not expanding beyond the stock. Yes. And um, you’re not driving consumption. And if you don’t drive consumption, [00:22:14] Vince Menzione: you’re not making any money. You’re really not making, [00:22:16] Oguo Atuanya: it’s not churn. [00:22:16] Vince Menzione: Yeah. [00:22:17] Oguo Atuanya: Right. And then they have to keep an eye on, when renewals come about, there has to be a healthy T minus period. Right. Um, so ensure that you renew during renewals. Um, that’s actually when we then look at, Hey, what’s your stack look like? Right. Especially with the agent era, right? Do you have everything you need? [00:22:37] Do you have the processes? Is there governance? Is there enough security for your, um, SMB, right? So that’s kind of the tune up time before we renew, and then we help you renew and then retain so that it’s, it’s a, it’s a sort of lifecycle approach, not just transactional. [00:22:55] Vince Menzione: Oh, I, I hear. Talk and, you know, I talk to different people in the industry about the SMBs, the MSPs in the SM B market, uh, that some of these organizations are very much, they’re very technical. [00:23:07] Yeah. Like they’re technical folks. Sometimes they’re not sales folks or they’re not consulting type folks. Yes. So how do you help them overcome some of those challenges or those gaps? I mean, I know some of it’s through the academy. [00:23:19] Oguo Atuanya: Yeah. [00:23:19] Vince Menzione: Do you help them also with selecting like, how do they think about their organizational structure to have the right people in the right seats and those types of [00:23:26] Oguo Atuanya: things and that, that’s, that’s, [00:23:27] Vince Menzione: yeah. [00:23:27] Oguo Atuanya: All what the MIP playbook, that’s, and the process is all about Nice. It’s, it’s, Hey, how do we expand your horizon, you know, beyond just providing the technical aspect things, how do you understand the business? How do you go about conversations to discover, right, your, uh, SMB, right? And once you discover, how do you go about architecting, you know, a value framework that includes, you know, maybe looking at the organization and suggesting agents and then, you know, when you land them, right? [00:23:59] What’s the, um, optimization, you know, process beyond just landing them. So it’s, it’s helping them. [00:24:08] Vince Menzione: Make transit, become business [00:24:09] Oguo Atuanya: consultants. [00:24:09] Vince Menzione: Right, exactly. Which is what they need to do. [00:24:11] Oguo Atuanya: Yeah. The, in this era, you really need to understand what your SMB is doing because, you know, think about it for the longest, this sort sub, you know, consultative approaches were only sort of reserved for enterprise. [00:24:26] Vince Menzione: Yeah, that’s right. [00:24:27] Oguo Atuanya: But when you look at how, you know, the solutions that we sell, I change, they’re really enterprise solutions now that are in SMB. Right. You have to sell that way. You have to engage that way. Right? So that, that’s, that’s a key differentiator between being an MSP and an MIP, bringing that intelligence into you applying, you know, an intelligent workflow to the way your SMB conduct that, sorry, conducts their business. [00:24:56] Vince Menzione: So tell, take me through, uh, what the ideal MMSP or MIP looks like to you. Like what is the. The, the top of the top and to the right. And then where do you see the challenges? Why do some organizations or, or, ’cause I’m sure there are some that struggle, whether it’s 10%, 20%. [00:25:14] Oguo Atuanya: Yeah. Yeah. [00:25:15] Vince Menzione: Because it’s, it’s, it’s a continuum. [00:25:16] It’s a, it’s a cycle to get from, from point A to point B for a lot of these organizations. Right? [00:25:21] Oguo Atuanya: Yeah. So [00:25:21] Vince Menzione: what do you see from the challenges they need to overcome and, yeah, so, so the, [00:25:25] Oguo Atuanya: the, the optimal MSP looks like what we just described, right? Yeah. Right. You have an organization that thinks through the process that way, set up. [00:25:33] Right. [00:25:34] Vince Menzione: And they become an ongoing consultant. They help them through the process. They understand ai. Right. This is another thing too, right? Organizations, I mean, are struggling right now with their [00:25:43] Oguo Atuanya: Yeah, absolutely. [00:25:44] Vince Menzione: Their people. [00:25:45] Oguo Atuanya: It’s gotta be the baseline. [00:25:47] Vince Menzione: Yeah. [00:25:47] Oguo Atuanya: You know, these days, understanding ai, understanding the agent, you know, journey. [00:25:53] Uh, what works well is, um, you know, you, um, you know, you, you. You have to be able to design, um, land a scalable, secure, uh, environment, um, [00:26:13] Vince Menzione: secure. [00:26:16] Oguo Atuanya: So, so security is key here, [00:26:20] Vince Menzione: right? I keep thinking about Claude, what’s happened just in the last several weeks. Yeah. In our industry with people putting things up on, through, through open browsers. [00:26:28] Yeah. [00:26:29] Oguo Atuanya: Yeah. [00:26:29] Vince Menzione: To Claude and to. Different tools. [00:26:31] Oguo Atuanya: Yeah. Yeah. [00:26:32] Vince Menzione: And if you’re an SM B and you’re trying to lock down your environment’s, don’t want, that’s, you don’t want your data exposed. [00:26:37] Oguo Atuanya: That’s why security is [00:26:38] Vince Menzione: huge, [00:26:39] Oguo Atuanya: is key. But, you know, one of the things we recommend is start very specific. Uh, it could be a bundle that includes, you know, could be co-pilot, could be some other AI pillar. [00:26:52] Uh, and then it has to be, you know, a security layer. [00:26:57] Vince Menzione: Yeah. [00:26:58] Oguo Atuanya: Uh, to that. Then there has to be an enablement, you know, services layer to that as well, right? So, um, you build secure, um, you land, uh, and then skills develop key, right? And then monetization. You have to be able to hit those levels, uh, to be able to survive in this world. [00:27:22] You’re no longer just selling. Tools. [00:27:27] Vince Menzione: Yes. At margins, [00:27:30] Oguo Atuanya: flat margins. So the tool, the tool sprawl, um, is what takes a lot of margins away. [00:27:37] Vince Menzione: Yes. [00:27:37] Oguo Atuanya: From the equation. [00:27:38] Vince Menzione: Right? Tell, tell us about that. ’cause I, I, I remember even back in my Microsoft days, yeah, we would go in and, and have partners that were successful that would say. [00:27:47] In fact, the ones that are most successful would basically tell the customer, you already own it. Like you have a, you have an enterprise agreement and it has all the capabilities you need to run your enterprise, and you’re buying all these other one-off solutions and trying to patch them into your, into your portfolio of your, your solution set. [00:28:04] Oguo Atuanya: Yeah. Nobody, nobody, especially in SB, nobody wants any more tools. [00:28:08] Vince Menzione: No, I can [00:28:09] Oguo Atuanya: imagine. Um, you, you’ve gotta sort of assemble this thing into a platform that works. [00:28:14] Vince Menzione: Yep. [00:28:15] Oguo Atuanya: Right. And it’s gotta be repeatable. If it’s not repeatable, then you’re not driving the frequency. Right. It’s gotta be scalable. Um, ’cause if it’s scalable, then you’re going into, um, that kind of sprawl where people start thinking they need to replace gaps with more tools. [00:28:32] Yeah. Nobody needs. Right. [00:28:34] Vince Menzione: And that creates more vulnerability by putting [00:28:36] Oguo Atuanya: Absolutely. [00:28:37] Vince Menzione: Yeah. [00:28:37] Oguo Atuanya: Absolutely. Yeah. It’s [00:28:39] Vince Menzione: fascinating. So [00:28:40] Oguo Atuanya: it’s, it’s a different, um. Sort of engagement and I, I’m refraining from saying it to different kind of sell because the connotation of sell is you transact and you’re gone. It’s a full lifecycle engagement model. [00:28:56] Yeah. [00:28:56] Vince Menzione: I think what you’re doing is you’re enabling the evolution of this market. [00:29:01] Oguo Atuanya: Yeah, [00:29:01] Vince Menzione: that’s the way I would say it. [00:29:02] Oguo Atuanya: Well, that, that’s exactly what we’re trying to do with, um, the shift from MSP to MIP is. Um, we’re driving the transformation in SMB. [00:29:12] Vince Menzione: Yeah. [00:29:13] Oguo Atuanya: I, I mean, the ultimate goal is to get that MIP channel as intelligent or even more intelligent and agile than any enterprise IT department. [00:29:23] Yes. ’cause they are the, [00:29:24] Vince Menzione: they are ones, the enterprise IT department [00:29:26] Oguo Atuanya: for that customer. Yeah. The, the word trusted advisor is gonna take a very, you know, it’s [00:29:31] Vince Menzione: fascinating, [00:29:31] Oguo Atuanya: more serious connotation in this space. Because the SMBs are dependent on you as the MMIP for that. [00:29:39] Vince Menzione: Yeah. Let’s talk, we, we had a session on marketplace yesterday. [00:29:42] Oguo Atuanya: Yeah. [00:29:43] Vince Menzione: Um, you have been a great driver now through, especially through this new program, the new unified marketplace. [00:29:50] Oguo Atuanya: Yeah. [00:29:50] Vince Menzione: Uh, PAX eight is stood, stood above and beyond and doubled sales, I think is what I thought I heard. Take, take us through some of the, [00:29:58] Oguo Atuanya: well, I mean, uh, uh, a marketplace. Uh, marketplace sales has grown exponentially, [00:30:04] Vince Menzione: exponentially, [00:30:04] Oguo Atuanya: right? [00:30:05] Um, um, this partnership with Microsoft is really all about for the first time, um, integrating, you know, both the, uh, Microsoft, uh, marketplace and the P State marketplace into the MSP delivery, you know, system. Right? What does that mean for the MSP? It means that for the first time, the MSP is gonna have an ability to, um, you know, uh, bundle seamlessly or package seamlessly. [00:30:36] I know from a Microsoft Yeah. Package seamlessly. Um, you know, so Microsoft, uh, solutions and third party solutions that are complimentary again, to driving the outcomes that, you know, uh, the SMB needs. It’s really all about provisioning. Um, and, um, you know, building those solutions intelligently and, and dynamically, right? [00:31:05] Where it’s very scalable, right? So that, that’s sort of what the intelligence and the, the dexterity of our marketplace, uh, does. Right? So, so it’s, it’s, it’s creating, you know, um, provisioning, building, uh, transacting. Then really managing in a very automated fashion. Right. So that’s what the MSP gets. Yes. [00:31:32] The vendor, like Microsoft and other vendors remove the guesswork from, is this actually gonna hit the mark for, uh, SMBs? ’cause we do that curation through the discovery when we, you know, integrate marketplaces. Make sure that those solutions, those agents that land in the marketplace are SMB applicable. [00:31:57] ’cause the other thing we, we, we see in the marketplace, and I’m using the general marketplace is, um, a lot of companies will tell you that they have SMB solutions or agents. Yes, in the marketplace. And then you go into the marketplace and these are really enterprise, enterprise [00:32:14] Vince Menzione: solutions. Solutions that are [00:32:15] Oguo Atuanya: being forced down into SMB. [00:32:18] Well, you can’t do that these days ’cause you have to hit that, you know, customer, um, precision when you’re driving, you know, outcome based solutions. You have to be precise. [00:32:29] Vince Menzione: What is, what is the curation process for? Um, I’m an SMB customer. I come to the MSP. And you help at your marketplace level, it sounds like you help design what the right solution is. [00:32:42] Oguo Atuanya: Yeah. Yeah. [00:32:42] Vince Menzione: So what, tell, take us through that process real quick. [00:32:45] Oguo Atuanya: Yeah. So, um, you know, we have a set of folks internally. Along with our PXI labs people. [00:32:52] Vince Menzione: Okay. [00:32:53] Oguo Atuanya: When we’re actually intaking, you know? So [00:32:56] Vince Menzione: you’re using AI as well on that side of Yeah. We use AI Doing your discovery process for the customers. Yes. [00:33:02] Using [00:33:02] Oguo Atuanya: AI as well. It, it uses ai, the rules that are being written into it, you know, [00:33:06] Vince Menzione: it [00:33:06] Oguo Atuanya: processes, Hey, it’s gotta be applicable from an SMB perspective. Right. This [00:33:10] Vince Menzione: is very cool. [00:33:11] Oguo Atuanya: Right. So, um, you know, we, we do that, we ensure that it’s, um. It’s applicable. There’s no guesswork. Right. Then we put it on the, um, on the agent store. [00:33:22] Right. And then, um, you know, we help the, uh, uh, MSPs, um, architect and fit solutions around the agents, you know, for very specific outcomes. That’s, uh, so it’s, [00:33:36] Vince Menzione: this is fascinating. [00:33:37] Oguo Atuanya: It’s a very curated process. [00:33:39] Vince Menzione: Yeah. So for, um, the market, the MSP market or MIP market that are watching and listening today, and maybe they’re not with PAX eight yet. [00:33:49] Like what would, what would be the, the, I mean you’ve already described what the differentiation Yeah. Just, I’m just thinking out loud here. Like what would you say to them today, especially as this market is changing, not your market, but the, just the technology sector, the, the shifts are happening so fast right now. [00:34:07] What would be the. I guess the one piece of advice you would give to this community of technology companies out there that they should think about for 10 26. [00:34:18] Oguo Atuanya: It’s, it’s really refrain from Yeah. Selling just tools and infrastructure. Yeah. [00:34:30] Vince Menzione: Which is the way a lot of them have been structured. That’s right. [00:34:32] They’ve done right. [00:34:33] Oguo Atuanya: Yeah. Think about [00:34:34] Vince Menzione: they’ve gone down a road with a vendor because they got great margins for some reason. [00:34:37] Oguo Atuanya: Yeah. So understand your customer, the space they’re playing and how you can build, you know, solutions, uh, for them. Be specific vis-a-vis the solutions that you’re building. Right. [00:34:50] Again, um. I was having a conversation yesterday with Nina Hard, and we’re talking about the high heat of, uh, traffic verticals, right? Yeah. Uh, you know, things like healthcare, uh, things like financial services, right? Be very specific in the solutions that you’re building, right? Don’t experiment too much land on what an applicable solution is. [00:35:18] Vince Menzione: Yeah. Predictable [00:35:18] Oguo Atuanya: solution. Make it repeatable, make it. Scalable. Emphasize on the upscale and enablement right, and focus on the monetization. Understand exactly how you’re gonna articulate the value add and the ROI. To [00:35:40] Vince Menzione: To the customer. [00:35:41] Oguo Atuanya: The SMB. [00:35:41] Vince Menzione: Yeah. [00:35:42] Oguo Atuanya: Because that’s where a lot of folks struggle, right. They still cannot do all that, [00:35:47] Vince Menzione: and they get stuck on the cost to the customer. [00:35:50] They get hung up, I guess, is what I would say. Right. They don’t, they don’t articulate the value enough. [00:35:55] Oguo Atuanya: Well, they’re not selling outcomes. [00:35:57] Vince Menzione: They’re not selling outcomes. They’re selling, [00:35:58] Oguo Atuanya: they’re trying to piece together tools. [00:36:00] Vince Menzione: Hot [00:36:00] Oguo Atuanya: and hot [00:36:01] Vince Menzione: tools, [00:36:01] Oguo Atuanya: spot applications. [00:36:02] Vince Menzione: Tools, tools is the best way to [00:36:03] Oguo Atuanya: Yeah. [00:36:04] Vince Menzione: To describe it [00:36:04] Oguo Atuanya: to [00:36:05] Vince Menzione: the [00:36:05] Oguo Atuanya: company and all else spills come to Pax it. [00:36:07] Yes. Teach you how to do it. [00:36:09] Vince Menzione: Well, I, I’m fascinated to join you in June at Beyond. [00:36:13] Oguo Atuanya: Yeah. [00:36:13] Vince Menzione: Um, same [00:36:15] Oguo Atuanya: here. [00:36:15] Vince Menzione: So dates again. [00:36:18] Oguo Atuanya: Vincent, you put me, I think it’s, uh, June 7th to the ninth. [00:36:21] Vince Menzione: June 7th to the ninth. [00:36:22] Oguo Atuanya: And this is, uh, in Salt Lake City. In Salt Lake City [00:36:25] Vince Menzione: this [00:36:25] Oguo Atuanya: year. [00:36:25] Vince Menzione: Salt [00:36:25] Oguo Atuanya: Lake [00:36:26] Vince Menzione: year. Yeah. You had it, you had it in a different in Colorado last year [00:36:28] Oguo Atuanya: we had it in Denver. [00:36:29] So this is actually, this is actually, um, this is [00:36:32] Vince Menzione: your hometown, [00:36:33] Oguo Atuanya: the company. Yeah. This is, this is the mainstream. Beyond. So [00:36:36] Vince Menzione: I love [00:36:37] Oguo Atuanya: it. This is a big event. [00:36:38] Vince Menzione: Yeah. [00:36:38] Oguo Atuanya: Right. ’cause we also have regional events. [00:36:40] Vince Menzione: Yeah. Like four or 5,000 people. I think last year [00:36:43] Oguo Atuanya: it was right around three to 4,000. Three to 4,000 last year. [00:36:45] I think we’re gonna get, you know, more than that. Yeah. In, in, uh, salt Lake City. Then of course we have, um, a regional beyond. We just had the Em me version in, um, Berlin. Um. Netherlands, [00:36:56] Vince Menzione: Netherlands [00:36:57] Oguo Atuanya: after that. [00:36:57] Vince Menzione: But you did Berlin last year? We [00:36:59] Oguo Atuanya: did Berlin. Berlin last I knew years ago. Next year we’ll be in, uh, uh, Copenhagen. [00:37:03] Vince Menzione: Okay. [00:37:03] Oguo Atuanya: And then we’ll also have, um, uh, Asia version. Nice. Uh, in 27 [00:37:08] Vince Menzione: Milano. Maybe the year after would be good. [00:37:11] Oguo Atuanya: We, we, we need to arrange, I’ll work with, um, uh, you know, uh, MCEO. Harold. [00:37:16] Vince Menzione: I love it. I love it. [00:37:17] Oguo Atuanya: Yeah. [00:37:17] Vince Menzione: Um. I would, uh, so I have one question. I might’ve asked you this question before, but I would love to just ask you now. [00:37:24] ’cause times have changed. Our lives change, but this is my favorite question. I ask all my guests, especially all my good friends like you, you’re hosting a dinner party and you can host a dinner party anywhere in the world. It might be here, it might be in Houston, it might be in Kenya, it might be anywhere. [00:37:41] We maybe, maybe it’s in EMEA or AsiaPac. Um. You can invite any three guests from the present or the past to this amazing dinner, whom would you invite? A guo and why? [00:37:55] Oguo Atuanya: So this one always gets me because [00:37:58] Vince Menzione: I love that. [00:37:59] Oguo Atuanya: Yeah. So, you know, you and I have talked before, right? So there’s a standing, uh, invitation for my mom, you know, who know? [00:38:05] Love that. Yes. Swear a while ago. [00:38:07] Vince Menzione: Yes. Yes. [00:38:07] Oguo Atuanya: And then, you know, my sister also who [00:38:09] Vince Menzione: passed [00:38:10] Oguo Atuanya: away, passed away in May [00:38:10] Vince Menzione: last year. [00:38:11] Oguo Atuanya: So I’d love to have this tea because, you know. [00:38:14] Vince Menzione: Some great conversations. We’ll see how [00:38:15] Oguo Atuanya: he’s doing and, you know, and check [00:38:17] Vince Menzione: in with [00:38:17] Oguo Atuanya: how, how, how things, um, are going and now Wow. This third one, [00:38:24] Vince Menzione: who’s the third one? [00:38:26] Oguo Atuanya: This third [00:38:26] Vince Menzione: one is, he talked about your son a little bit the last couple of days. Yeah. Days. But I don’t think, [00:38:30] Oguo Atuanya: I don’t think he’s, he wants to be bored. [00:38:33] Vince Menzione: Yeah. [00:38:33] Oguo Atuanya: Having, having, um, a dinner with you [00:38:35] Vince Menzione: and you’ll be there. So now we need to ask add one more [00:38:38] Oguo Atuanya: person. Yeah. We need to add one more person. I’m thinking about that. [00:38:42] MSB. Who’s become an MIPI [00:38:46] Vince Menzione: love it. [00:38:47] Oguo Atuanya: I [00:38:47] Vince Menzione: would [00:38:47] Oguo Atuanya: love to have him at the, or her at the table. [00:38:50] Vince Menzione: Yes. [00:38:51] Oguo Atuanya: And, and talk about what that journey was like. [00:38:53] Vince Menzione: I love it. I love it. Well, that’ll be a fun dinner and I might come by and bring dessert or something. [00:38:58] Oguo Atuanya: You, [00:38:58] Vince Menzione: you, you, [00:38:59] Oguo Atuanya: you’re [00:38:59] Vince Menzione: always maybe just stop by and say, [00:39:00] Oguo Atuanya: you’re always welcome. [00:39:01] Vince Menzione: I’d love to meet your mom and your sister. So [00:39:03] Oguo Atuanya: thank you Vince. [00:39:04] Vince Menzione: Um, you are a great friend. I’m so excited to have you here in the room. Your organization is doing incredible things and we love having you as part of ultimate partner in our community. So, so great to see you again, my friend. [00:39:18] Oguo Atuanya: Appreciate it, Vince. [00:39:19] It’s always a, a pleasure being here with you and seeing you and, uh, I can’t wait to see you beyond. [00:39:24] Vince Menzione: I love [00:39:24] Oguo Atuanya: it folks out there. It’s selling out. So [00:39:26] Vince Menzione: babe, [00:39:27] Oguo Atuanya: get our, [00:39:27] Vince Menzione: get your tickets [00:39:28] Oguo Atuanya: soon. June 7th to ninth. It’s, uh, the biggest show in the MSU [00:39:31] Vince Menzione: world. It’s the biggest show. And then we, uh, is also gonna participate, I believe, at our, at our Bellevue event, Bellview Forum, which will be an incredible event. [00:39:39] Yeah. And May 13th, May 11th, through the 13th. I want to thank you for watching. I wanna thank you for listening to this episode of The Ultimate Eye, to partnering and following our YouTube channel, ultimate Partner, and for being part of our community at Ultimate Partner. Thank you so much. Thank you so much. [00:39:55] Thank you. Don’t forget, ultimate Partner Live is coming soon, may 11 through the 13th in beautiful Bellevue, Washington. I hope to see you there.

Discover how Dr. Celina Peerman, CSP, organizational psychologist and leadership strategist, navigates the ever-changing speaking business. Learn key lessons about creating engaging content, building a sustainable business model, and standing out in the industry.* The value of joining NSA and what new speakers can gain* How to evolve and adapt your business model over time* Using physical presence and hand gestures to make content stick* Engaging audiences and measuring message impact* Building intellectual property and staying excited about your workBecome an NSA Member! https://nsaspeaker.org/join/#membership Join us at Influence! https://influence.nsaspeaker.org/ Learn more about your ad choices. Visit megaphone.fm/adchoices

“Everything we do is like leaving a ripple. So just be cautious of what you do and be mindful and thoughtful, because every action eventually will cause a ripple, and you want those to be good ripples going out into the world.” – Sabine Hutchison Today's featured fellow bookcaster is a wife, scientist-turned-entrepreneur, and the CEO & Co-Founder of Seuss+, Sabine Hutchison. Sabine and I had a fun on a bun chat about her book, “Beyond the Ladder: A Woman's Career Guide to Clarity, Impact, And Legacy”, her journey from growing up in Virginia to working for David Copperfield, and more!Key Things You'll Learn:What inspired Sabine to write her book and her process to getting it publishedHow she ended up working for David CopperfieldWhat setback Sabine had in business that ultimately set her up for successThree major lessons she learned from starting, running, and growing her podcastSabine's Site: https://sabinehutchison.com/Sabine's Book: https://sabinehutchison.com/product/beyond-the-ladder-bundle/Sabine's Podcast, “Be The Ripple”: https://podcasts.apple.com/us/podcast/be-the-ripple-podcast/id1840703486The opening track is titled, “Unknown From M.E. | Sonic Adventure 2 ~ City Pop Remix” by Iridium Beats. To listen to and download the full track, click the following link. https://www.patreon.com/posts/sonic-adventure-136084016 Please support today's podcast to keep this content coming! CashApp: $DomBrightmonDonate on PayPal: @DBrightmonBuy Me a Coffee: https://www.buymeacoffee.com/dombrightmonGet Going North T-Shirts, Stickers, and More: https://www.teepublic.com/stores/dom-brightmonThe Going North Advancement Compass: https://a.co/d/bA9awotYou May Also Like…848 – How To Be So Good They Won't Forget You with Emily Jaenson: https://www.goingnorthpodcast.com/ep-848-how-to-be-so-good-they-wont-forget-you-with-emily-jaenson/438 – Acoustic Leadership with Rick Lozano, CSP: https://www.goingnorthpodcast.com/ep-438-acoustic-leadership-with-rick-lozano-csp-rick_lozano/997 – How Creating a Sports Doll Turned into a Fight to End Gender Stereotypes with Jodi Bondi Norgaard (@jodinorgaard): https://www.goingnorthpodcast.com/ep-997-how-creating-a-sports-doll-turned-into-a-fight-to-end-gender-stereotypes-with-jodi-bondi-n/851 – How To Be Future-fit and Lead With Relevance with Louise Mowbray: https://www.goingnorthpodcast.com/ep-851-how-to-be-future-fit-and-lead-with-relevance-with-louise-mowbray-louisemowbray/#FearlessEntrepreneurs – Lynda Sunshine West, Sally Green, & Amy Lee Kaiser: https://www.goingnorthpodcast.com/fearlessentrepreneurs-lynda-sunshine-west-sally-green/#InvisibleNoMore - Lynda Sunshine West, Delores Garcia, Pamela Gort & Mary Elizabeth Jackson: https://www.goingnorthpodcast.com/invisiblenomore-lynda-sunshine-west-delores-garcia-pamela-gort-mary-elizabeth-jackson/#InvincibleForeverMore - Nancy Lockhart, Mischelle O'Neal, Paige Davidson, Krystylle Richardson, & Sally Green: https://www.goingnorthpodcast.com/invincibleforevermore-nancy-lockhart-mischelle-oneal-paige/691 – How to Spark Your Heart and Ignite Your Life with Hilary DeCesare: https://www.goingnorthpodcast.com/ep-691-how-to-spark-your-heart-and-ignite-your-life-with-hilary-decesare-hilarydecesare/959 – How Networking Can Unlock & Advance Your Professional Growth with Michael Morgan: https://www.goingnorthpodcast.com/ep-959-how-networking-can-unlock-advance-your-professional-growth-with-michael-morgan/488.5 – Create, Innovate & Dominate with Tracy Hazzard (@hazzdesign): https://www.goingnorthpodcast.com/ep-4885-create-innovate-dominate-with-tracy-hazzard-hazzdesign/1033 – How to Take Imperfect Action and Thrive in Business and Life with Bridget Hom (@HomBridget): https://www.goingnorthpodcast.com/ep-1033-how-to-take-imperfect-action-and-thrive-in-business-and-life-with-bridget-hom-hombridge/168 - Spiral with Amy Simpkins (@amylsimpkins): https://www.goingnorthpodcast.com/168-spiral-with-amy-simpkins-amylsimpkins/

Get your speaking business finances in order with practical advice from Carl Seidman, CPA and CSP. In this episode of Speakernomics, learn the essential steps every professional speaker should take for smarter money management.* The difference between gross and net income, and why both matter for speakers* Simple methods to track your fees, expenses, and profitability* Tips for managing irregular income and planning for feast or famine cycles* Tools and AI software to streamline bookkeeping and expense tracking* Common financial mistakes speakers make—and how to avoid themBecome an NSA Member! https://nsaspeaker.org/join/#membership Join us at Influence! https://influence.nsaspeaker.org/ Learn more about your ad choices. Visit megaphone.fm/adchoices

The customer experience often feels like a series of accidental encounters, but Jeannie Walters argues it is actually the ultimate competitive lever. With over twenty years of experience helping brands like JPMorgan Chase and SAP, she moves beyond vague buzzwords to show how leaders can intentionally design every moment of the journey. Her new book reveals why experience is the only sustainable way to boost revenue and outpace the competition in a crowded market. What You'll Learn in This Episode How to move beyond vague buzzwords to intentionally design every moment of the customer journey The three-part framework for success that combines mindset with strategy and discipline Why the biggest myth in regulated industries is that you can't innovate the experience How to identify micro-moments to proactively reduce customer anxiety and build trust The secret to balancing high-tech AI tools with a necessary sense of humanity Episode Chapters (00:00) Intro (01:10) Moving beyond the fear of experience being everything (03:19) Why nice is not a strategy (05:33) Aligning the brand promise with the customer mission (09:19) Disrupting the status quo in regulated industries (15:20) Finding the micro-moments that matter (20:01) Designing for emotional highs and lows (23:39) Managing empathy as a finite resource (28:11) Where to connect with Jeannie About Jeannie Walters Jeannie Walters, CCXP, CSP, is a certified customer experience expert, CEO of Experience Investigators, and an international keynote speaker with over 20 years of impact across industries ranging from healthcare to hospitality. She has led transformative efforts for global brands like JPMorgan Chase and SAP and has reached over half a million learners through her LinkedIn Learning courses. Jeannie is the author of the book Experience Is Everything, where she reveals how leaders can boost performance and revenue by making customer experience their greatest competitive advantage. What Brand Has Made Jeannie Smile Recently? Costco recently caught Jeannie's attention not just for their consistent warehouse experience, but for their proactive approach to the housing crisis in California. By building apartments directly on top of a new warehouse location, they are investing in the literal foundation of their community, creating a virtuous cycle of loyalty that extends far beyond the checkout line. Resources & Links Connect with Jeannie on LinkedIn and her website, Experience Investigators. Check out her new book, Experience Is Everything. Watch or listen on Apple Podcasts, Spotify, YouTube, Amazon/Audible, TuneIn, and iHeart. Rate and review on Apple Podcasts and Spotify to help others find the show. Share this episode — email a friend or colleague this episode. Sign up for my free Story Strategies newsletter for branding and storytelling tips. On Brand is a part of the Marketing Podcast Network. Until next week, I'll see you on the Internet! Listen & Support the Show Learn more about your ad choices. Visit megaphone.fm/adchoices

Ever replay an awkward moment in your head… for 3–5 years? Me too! And according to communication expert Henna Pryor… you might be doing it ALL wrong.In this laugh-out-loud and wildly insightful episode, Henna (hennapryor.com) breaks down why awkwardness isn't something to avoid.  It's actually a powerful tool for connection, confidence, and growth.From career pivots to cringey social moments, we dive into how self-awareness, authenticity, and a little willingness to feel uncomfortable can completely change how you show up.We also tackle Henna's concept of the “signal gap”.  Why what you say isn't always what people hear, and how closing that gap can make you more believable, trustworthy, and impactful in every room you walk into.In this episode we talk about: Why awkwardness is actually a social superpower The biggest lie you tell yourself after a weird interaction  How to recover from awkward moments (and look MORE confident because of it)  What the “signal gap” is, and why it's killing your communication  Simple ways to build confidence in everyday, low-stakes interactions  Why authenticity is the key to trust in a skeptical world Bottom line:   Awkward isn't the problem. Avoiding it is.Chapters00:00 Career Pivots and Personal Growth06:15 Understanding Awkwardness in Social Situations18:29 The Signal Gap: Building Trust and BelievabilityWant more from Henna?hennapryor.com @hennapryor on linkedin and IGInc column: https://www.inc.com/author/henna-pryor Linkedin Learning courses: https://www.linkedin.com/learning/instructors/henna-pryor Henna Pryor, CSP is a dynamic Workplace Performance Expert who speaks and writes about performance mindset, interpersonal dynamics, high-impact communication, and embracing bumps in a world that keeps optimizing for smoothness.She is a regular Expert Columnist for Inc. Magazine, 18x award-winning author of Good Awkward, and an in-demand global keynote speaker. Her playful personality and insightful talks blend 2 decades of working with corporate leaders and teams with a fresh, science-based approach to taking more strategic risks and bo

Martial artist, Livv Bierley makes her return to the CSP to speak on her journey as she continues to live the dream of an MMA fighter.

Want to build a speaking business that lasts? In this episode, Anne Bonney, CSP chats with Terri Sjodin, CSP, CPAE about the essential strategies for playing the long game in the speaking industry.What you'll learn:* How to future-proof your content and brand for decades of relevance* The importance of adapting to market shifts and knowing when to pivot* Why slow, intentional growth beats chasing every trend* How to pass the "so what" test with everything you create and sell* The role of networking and association involvement in sustaining your speaking careerBecome an NSA Member! https://nsaspeaker.org/join/#membershipJoin us at Influence! https://influence.nsaspeaker.org/ Learn more about your ad choices. Visit megaphone.fm/adchoices