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

Programa de radio realizado por la Unión de Padres del Colegio Carmen Arriola de Marín.Equipo: Mike Odierna, Lili Correa, Hugo Landolfi y Gabriela Maidana.Invitado: Tommy Dondo

On Minnesota Now, we hear from many different people in Minnesota over the phone and in the studio. But we don't often meet them in the community, where news and life happens. In our “Out to Lunch” series, MPR News host Nina Moini sits down for a meal with people from Minnesota news and culture to get to know them better.Comfort Dondo has spent her career supporting women who have experienced domestic violence in the Twin Cities and beyond. She founded the nonprofit Phumulani in 2017 and has had her hands in community anti-violence and empowerment projects throughout the twenty years she's lived in the Twin Cities, after moving here from Zimbabwe as a teen. She met MPR News host Nina Moini at a restaurant that she said reminded her of home, Bolé Ethiopian Cuisine in St. Paul.

In this special Compassionate Leaders Circle Podcast episode, Laurel Donnellan speaks with 2024 Compassionate Leader Circle Awards honorees Comfort Dondo and Asia A. Pope.  Comfort Dondo narrates her impactful journey from overcoming domestic violence in Zimbabwe to establishing Phumulani in Minnesota—a beacon for culturally tailored support for survivors of gender-based abuse. Her initiative ensures that women and children of African descent find a space that resonates with their cultural and safety needs. Asia A. Pope, the Inaugural Director of Diversity, Equity, and Inclusion at The Buckeye Ranch, discusses her pivotal role in nurturing an inclusive organizational environment. Asia's extensive DEI expertise is reflected in her leadership over innovative projects like "Diversity Field Trips," designed to foster a new level of empathy and engagement among team members. Her strategies for keeping the workplace connected and engaged are essential listening for anyone looking to enhance team dynamics and inclusivity. This episode explores the vital themes of empathy and inclusivity, illustrating how deep connections and understanding can bridge societal gaps. Join us to hear how these honored leaders craft pathways toward a more inclusive and empathetic society.

Preached at the Healing Jesus Campaign, Dondo, Angola, Day 1, 9th December 2024.

Preached at the Healing Jesus Pastors' Conference, Dondo, Day 2, 10th November 2024.

Preached at the Healing Jesus Campaign, Dondo, Angola, Day 2, 10th November 2024.

Preached at the Healing Jesus Campaign, Dondo, Angola, Day 1, 9th December 2024.

Preached at the Healing Jesus Pastors' Conference, Dondo, Day 2, 10th November 2024.

Preached at the Healing Jesus Campaign, Dondo, Angola, Day 2, 10th November 2024.

Finance Minister Enoch Godongwana has acknowledged the resignation of Dondo Mogajane as chairperson and trustee of the Government Employees Pension Fund amid allegations of bribery linked to the VBS Mutual Bank collapse. Mogajane, the former Treasury Director-General, faces accusations from former VBS Mutual Bank chairperson Tshifhiwa Matodzi, who claims to have paid him a R1 million bribe. Mogajane has vehemently denied any wrongdoing. For reaction, Elvis Presslin spoke to Renate Pieterse, Network coordinator for the public industry at Solidarity

See omnystudio.com/listener for privacy information.

Stephen Grootes speaks to Tim Cohen, Daily Maverick Editor at Large about the fallout from VBS allegations and analyzing Dondo Mogajane's sudden departure from GEPF and Moti Group.See omnystudio.com/listener for privacy information.

EXECUTING THE KINGDOM AGENDA THROUGH PRAYER - Dondo Iorlamen (OCTOBER 27, 2024)

Dewald Van Rensburg, an investigator at the AmaBhungane Centre for Investigative Journalism, joins John Maytham on the Afternoon Drive show to share his insights on the Dondo Mogojane and VBS  saga. Dewald has been at the forefront of uncovering the intricate details of this saga.See omnystudio.com/listener for privacy information.

A daily update on what's happening in the Rocket Pool community on Discord, Twitter, Reddit, and the DAO forum. Today's episode covers: tokenomics discussion in community call, Smart Node v2 ready for beta release, and RP stakers to get Omni airdrop? 0:00 - Welcome 0:32 - Community call https://www.youtube.com/watch?v=lmdhm18AZdk https://discord.com/channels/405159462932971535/1070004025610739883/1227814310315556885 8:28 - Smart Node V2 coming soon? https://discord.com/channels/405159462932971535/405163713063288832/1227737493525368974 https://discord.com/channels/405159462932971535/405163713063288832/1227988991769444404 11:44 - Omni airdrop to RP stakershttps://x.com/econoar/status/1778464780455657839 https://news.omni.network/the-omni-genesis-airdrop/ https://discord.com/channels/405159462932971535/915707693505863700/1228025913149489203 15:05 - Rewards night https://etherscan.io/tx/0xf784b1a0e2fb91242ada63fcd31e7812e19aaa7e27cb849a29d1674374a4c6f9 https://discord.com/channels/405159462932971535/894377758489210930/1227901161391132782 16:30 - Smoothing pool starts the month right https://discord.com/channels/405159462932971535/405163713063288832/1228027314227511337 18:09 - Client release https://github.com/hyperledger/besu/releases 18:36 - EIP-3074 in Pectra https://twitter.com/lightclients/status/1778434427925692493 20:17 - Staking rewards summit https://www.stakingrewards.com/summit 20:39 - EigenLayer roasting https://www.blog.eigenlayer.xyz/avs-launch/ https://discord.com/channels/405159462932971535/405163713063288832/1227701417868001391 24:48 - Dondo's Rocket Pool song https://discord.com/channels/405159462932971535/405163713063288832/1227851558377750559 https://www.udio.com/songs/qM619UQK7p1i4seTtThS2R https://discord.com/channels/405159462932971535/405163713063288832/1228037987523231774

A daily update on what's happening in the Rocket Pool community on Discord, Twitter, Reddit, and the DAO forum. Today's episode covers: tokenomics criticisms presented to the community, numerous governance updates, smartnode v2 ready for public beta, and more news than any episode ever before! 0:00 - Welcome 0:45 - Criticism of Tokenomics plans https://dao.rocketpool.net/t/nodeset-review-of-rpl-tokenomics/2869/1 https://discord.com/channels/405159462932971535/405163713063288832/1222271963930558597 https://docs.google.com/spreadsheets/u/0/d/1E40qsIfuMol3w3AEJmfALI2LcO5j2wEZTZtjfrvxUqU/htmlview#gid=0 https://hackmd.io/@rocknet/BkbhHe6TT https://dao.rocketpool.net/t/2024-tokenomics-rework-drafts/2847/7?u=rocknet https://discord.com/channels/405159462932971535/405163713063288832/1222321053582229614 https://discord.com/channels/405159462932971535/405163713063288832/1222321750717632512 52:54 - Bi-weekly update https://discord.com/channels/405159462932971535/405163979141545995/1222574228977745971 https://discord.com/channels/405159462932971535/1070004025610739883/1222734329646415922 https://www.youtube.com/watch?v=gdQmgAJJCO4 56:45 - Governance digest https://discord.com/channels/405159462932971535/774497904559783947/1222198380881776750 https://dao.rocketpool.net/t/2024-tokenomics-rework-drafts/2847/11 https://discord.com/channels/405159462932971535/405163713063288832/1222197941348077731 1:01:18 - Smart Node v2 tidbits https://discord.com/channels/405159462932971535/405163713063288832/1222785311730434149  https://discord.com/channels/405159462932971535/405163713063288832/1219908460309774456 1:02:41 - GMC stuff https://dao.rocketpool.net/t/ssv-integration/2858 https://dao.rocketpool.net/t/looking-for-content-creators-for-the-rp-scorecard/2859 1:04:08 - Client updates https://github.com/ConsenSys/teku/releases https://github.com/sigp/lighthouse/releases/tag/v5.1.3 1:04:41 - New nimbus update raises questions https://github.com/status-im/nimbus-eth2/releases/tag/v24.3.0 https://discord.com/channels/405159462932971535/405163713063288832/1223173997005373502 https://discord.com/channels/405159462932971535/405163713063288832/1223181443547660359 https://discord.com/channels/405159462932971535/405163713063288832/1223181963087712358 https://discord.com/channels/405159462932971535/405163713063288832/1221967414359756881  1:08:31 - Do we need RPL liquidity?  1:09:22 - RP growth reversing https://discord.com/channels/405159462932971535/405163713063288832/1221729013727363072  1:11:30 - Notional launches https://x.com/NotionalFinance/status/1772294263478378742?s=20  1:13:19 - Scams everywhere   1:15:03 - Amsterdam meet up https://discord.com/channels/405159462932971535/1040445327360139284/1223259944548303059  1:16:30 - JT becomes a RP NO 1:17:36 - Lido CSM Architecture https://hackmd.io/@lido/rJMcGj0Ap https://discord.com/channels/405159462932971535/1221722728537653249/1221794550897573960  1:22:39 - EtherFi moves closer to overtaking RP  https://x.com/MikeSilagadze/status/1773317855691292749?s=20 https://defillama.com/chain/Ethereum  1:24:52 - Missing ethereum blocks  1:26:34 - ETH ETF talk https://twitter.com/craigsalm/status/1772360837094691302 https://x.com/nategeraci/status/1772373519722057995 https://twitter.com/JSeyff/status/1772997491966820656 https://twitter.com/BitwiseInvest/status/1773427635919458551  1:31:14 - SBF gets 25 years  1:32:12 - Judge allows case against coinbase to continuehttps://x.com/tier10k/status/1772982106668294193?s=46 https://x.com/iampaulgrewal/status/1772993916146479193  1:34:40 - What will inactivity leak look like under MaxEB? https://lighthouse-blog.sigmaprime.io/maxeb-inactivity-leak.html  1:35:01 - ENS integrated into google   1:35:52 - New Vitalik articles https://vitalik.eth.limo/general/2024/03/28/blobs.html https://vitalik.eth.limo/general/2024/03/29/memecoins.html  1:36:46 - Congrats to Dondo 

[29:52] Monthly ad hoc on-line group & invited guests toast Toastmasters then reads articles from Toastmaster Magazine aloud then has in-depth discussion them

[29:52] Monthly ad hoc on-line group & invited guests toast Toastmasters then reads articles from Toastmaster Magazine aloud then has in-depth discussion them

[29:52] The Toastmaster Magazine serves as a rich source of monthly inspiration for our guests, Dorothy Chanakira DTM and Viola Dondo DTM, both from Zimbabwe. They’ve taken the lead in combining their passion for Toastmasters, learning, and reading. Their creative approach involves establishing an online group TOAST & READ Along with Coach, where participants give a toast to Toastmasters each month. Following the toast, they engage in in-depth discussions by reading aloud articles from the Toastmaster Magazine. Through this unique endeavour, they aim to enhance knowledge and foster meaningful conversations. Toast and Read Along with Coach is not a club but more like a book club focusing on the Toastmasters magazine. In this episode few hear how the group came about and dive into its monthly activities. Our guests share personal examples of some of the memorable articles and what they took away from reading them. We also hear about some of the unexpected benefits gained by participants and guests... and more.Dorothy Chanakira (right - below) is a Personal Development coach and three time Distinguished Toastmaster( DTM). Viola Dondo, DTM (left - below) is an IT enthusiast and has also been a Rotarian since 2015. Both have been Toastmasters since 2015, are members of several clubs including three they share in common: Sunday Sundowners - Australia, Zenith Advanced - Zimbabwe and Sell the Sizzle - Southern Africa.This dynamic duo is featured in the Jan 2023 Member Moment entitled: Reading the Toastmaster Together: Zimbabwe group inspires others to gain knowledge from the monthly magazine by Laura Amann.Dorothy and Viola can be reached on Facebook and LinkedIn.Toast and Read Along with Coach, meet on-line on the 15th of each month at 2:00 P.M. Central African Time - GMT+2.( 12:00 noon London U.K. or 6:00 A.M. at Toastmasters HQ in Denver, CO. USA). Use Date Converter here to find the meeting time for your location. NOTE:If you are listening to this podcast before the end of March 2024, we encourage you to also check out the Toastmaster Magazine - Reading Challenge.

Na cerimónia de abertura do ano lectivo de 2024, no distrito de Dondo, na província de Sofala, o Presidente Filipe Nyusi pediu "ponderação e diálogo" aos professores. Estas declarações acontecem numa altura em que as manifestações de professores se multiplicam, a classe docente reclama o pagamento de horas extraordinárias e melhores condições de trabalho. No seu discurso, Filipe Nyusi lembrou que em Moçambique "a educação é um direito de todos", apesar de ainda existir uma taxa de analfabetismo de 38%, dois em cada cinco moçambicanos não sabem ler nem escrever. Em resposta ao ciclo de marchas pacíficas iniciadas esta semana por um grupo de professores que exigem melhores condições de trabalho, o pagamento das horas extras e o descongelamento das promoções e progressões de carreira, Filipe Nyusi disse estar consciente das dificuldades dos professores e apelou à ponderação e ao diálogo laboral para evitar a paralisação das aulas. "Gostaria de pedir, mais uma vez, a sua maior ponderação. Em momentos difíceis e emocionais há que sempre optar pelo diálogo laboral, temos de fazer valer a nossa posição profissional, de educadores e com capacidades de falar, sem que esta postura que estou a sugerir signifique permitir injustiças no seio dos professores", afirmou.O porta-voz da associação dos Professores Unidos de Moçambique (PUM), Avatar Cuambe, garante que os professores "estão abertos ao diálogo com o governo com vista a abrir um espaço de negociação". A classe docente apresentou um caderno reivindicativo com 27 pontos de reivindicação e nunca obtiveram resposta por parte do executivo. "O governo não respondeu ao nosso caderno, apenas criaram uma plataforma conjunta para o diálogo. Exigimos o pagamento das horas extraordinárias, mas o governo diz-nos que não tem informação para garantir quando seriam pagas essas horas extras. Falta transparência na passagem de informação", aponta o porta-voz da associação dos Professores Unidos de Moçambique.Os professores exigem a redução do número de alunos por cada turma para melhorar a qualidade de ensino. A lei estipula que as turmas não tenham mais de 50 alunos, mas a realidade é diferente, alerta o porta-voz dos professores: "Nenhuma escola respeita esta lei, todas as turmas têm mais de 50 anos - o que torna tudo muito difícil. Isso destrói o nosso país. Está na hora de organizar o nosso país e a melhor forma é organizar a partir da educação", defende o porta-voz da PUM.O governo moçambicano prevê que cerca de cem escolas destruídas ou encerradas por falta de segurança possam voltar a abrir este ano lectivo em Cabo Delgado. "Se estamos num país fustigado por ataques terroristas, não entendo qual é essa segurança. Ela não existe", defende Avatar Cuambe.O porta-voz do Ministério da Educação e Desenvolvimento Humano, Manuel Simbine, garante haver condições para o arranque do novo ano lectivo: "Está tudo a postos. Tínhamos a meta de matricular um pouco mais de 1.6 milhões de crianças, além de alocar professores para assegurar o sistema. Este ano, vamos contratar mais de 2800 professores que se juntam aos 140.000 professores".Manuel Simbine lembra que o desafio deste ano lectivo vai ser reduzir o número de alunos por turma e garantir que nenhuma criança fique fora do sistema de ensino. "O desafio que temos é reduzir o rácio do professor aluno ao nível do sistema educativo, mas ainda estamos longe de atingir este objectivo porque temos turmas com mais de 60 e 70 alunos. Deveríamos contratar cerca de 12.000 professores. Este ano, vamos contratar 3.000 pessoas e vamos continuar a ter um défice que ronda entre 8.000 e 10.000 professores. Queremos garantir que nenhuma criança fique de fora", concluiu.

Darrin chats with LA punk legend Dez Cadena (Black Flag, The Misfits, Dondo). The post Dez Cadena (Black Flag, The Misfits, Dondo). appeared first on idobi.

Programa de radio realizado por la Unión de Padres del Colegio Carmen Arriola de Marín. Invitados: Ignacio Yorio, Tobias Keenan y Nico Inchauspe (alumnos del Colegio San Juan el Precursor) y los profesores Felipe Dondo y Pablo Medina.

In this episode, Rik Collins talks to Dez Cadena musician from Black Flag, Misfits, The Mysteries, Dondo and more. Dez shares some great stories. Some never heard before. Please support the podcast by joining our Patreon patreon.com/ChatteredwithRikCollins Bonus content for members will include video of the Jam Rik and Dez had after this Pod Cast with some other surprise musicians. web site: www.chatteredpodcast.com

09 EUGENIA GONZALEZ (TIRO CON ARCO) Medalla de oro en Tiro con Arco Compuesto por equipos mixto y 4º en Arco Compuesto individual en Parapanamericanos de Lima (2019) PRODUCCION: M. Rados, L. Donia, J. Dondo, L. Valeff y A. Pereira LOCUCION: N. Santos y N. Cuadrado. GRABACION DE VOCES: L. Pozo, S. Espinosa y N. Cuadrado. EDICION Y MEZCLA: N. Ciancaglini. TEXTO: C. Arasaki. PRODUCCION GENERAL: M. Spinelli, S. Cardano y L. Botto. Carga digital para plataformas: Mondo Gasparotto.

Welcome to another episode of The DodgeCast! Join us as we welcome first time guest Daradondo Owens and we discuss sports, sports, and more sports! We also discuss Dondo's career in IT, supporting Anadarko businesses, AI, Covid, and so much more!

Thank you for listening to me

Open Mouth Syndrome enjoys the support of the following sponsors:The Meat Puppets Merch StoreBostwood BandcampElmo Kirkwood Bandcamp

Tom and Robert enjoy each others company at the latest SLPSA match while Jared teaches another class and Steve drops a mag and then the proverbial ball at the IDPA. We hit on Dot Training, Steel Challenge and DNROI questions. Also we learn how to pronounce Arredondo!       Show Sponsors: https://runetactical.com/ https://dominatedefense.com/ https://precisionholsters.com/ https://www.instagram.com/waypointtraining/ https://w74guiderods.com/ Youtube Channel: https://www.youtube.com/@paracastfirearmspodcast905 Telegram: https://t.me/paracastpodcast Patreon: patreon.com/user?u=16370931

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Guest: Dondo Mogajane | CEO of Moti Group and Former DG of National TreasurySee omnystudio.com/listener for privacy information.

Visto che non parliamo così spesso di cinema (ma nemmeno di fotografia, se è per questo), in questa puntata abbiamo proprio deciso di parlare di musica…ah no. Oltre a ripercorrere l'anno 2019 tra canzoni di successo, eventi e fotocamere interessanti, l'episodio è caratterizzato da un lungo approfondimento firmato Luca Dondossola e dedicato alla nuova serie “The Last of Us”, approdata da poco su Sky. Spazio anche a Babylon e ai Golden Globe, oltre a delle rubriche piuttosto interessanti. A sto giro abbiamo fatto i seri veramente, pazzesco!

Rhet Fiskness teaches as an adjunct professor of architecture at North Dakota State University, serves the community as a board member for a non-profit housing developer, and is a board member at Burning Hearts Church. He is also the founder and principal of RHET Architecture. He is passionate about architecture and eagerly participates in design competitions, regularly completes Minnesota Design Team community visits, and provides pro-bono architectural services to University of the Nations; Calabar, Nigeria; Children's Relief Orphanage in Dondo, Mozambique; and Fargo-Moorhead Churches United for the Homeless. His favorite project to date is the St. Thomas Aquinas Newman Center Choir Loft, which won an AIA ND Design Award. Prior to receiving a Bachelor of Architecture degree from North Dakota State University, Rhet studied Modem Nordic Architecture at the University of Oulu, Finland.

Can we get a yurrrrr !!?? On this episode of The Big Steppa Podcast the guys welcome 1/2 (2/4) of the 4OurBrothers podcast Frsco and Twan , s/o Baldy & Dondo who couldn't make it . Live show December 30th @ city winery folks!!! But the guys talked about their podcast and how they got started, talked Takeoff's death, Kyrie Irving , Kanye west and even touched on an important subject of men suffering in silence and mental health . Make sure y'all grab them tickets asap for the live show ! Link below !https://citywinery.com/philadelphia/Online/mapSelect.asp?doWork%3A%3AWSmap%3A%3AloadMap=Load&createBO%3A%3AWSmap=1&BOparam%3A%3AWSmap%3A%3AloadMap%3A%3Aperformance_ids=38538604-231E-4F44-BD74-100210D2CB6F

REACHING THE UNREACHED PEOPLE GROUPS : Bro. DONDO IORLAMEN

The doyen of broadcasting is back and making waves in his new slot on Vision View Sports Radio. The Tim Modise Connection Live Podcast brings you current affairs on the most topical issues in South Africa and the Continent. He will be in conversation with the most influential newsmakers of our times.

Apriamo con la cronaca. Le forze dell'ordine da ieri pomeriggio sono impegnate nella ricerca di un disperso. Si tratta di Francesco Di Giovanni, un militare della Guardia di Finanza di Napoli di cui si sono prese le tracce da due giorni. La sua macchina è stata trovata alla stazione di Montepescali, nel comune di Grosseto, da dove, secondo le immagini delle telecamere di videosorveglianza, si sarebbe allontanato a piedi. Le ricerche, che come dicevamo sono in corso da ieri, si stanno concentrando sulla zona tra Braccagni e Montepescali, anche con l'ausilio dell'elicottero dei vigili del fuoco. Al momento, quindi a mezzogiorno di oggi 29 aprile, non è stato ancora ritrovato.Adesso torniamo a parlare di “Dondo” il cinghiale di Ravi, una vicenda che tiene banco da ormai una settimana. Dopo l'ordinanza del sindaco di Gavorrano, Andrea Biondi, che vieta di dare da mangiare all'animale selvatico, questa mattina è intervenuto anche il responsabile nazionale della fauna selvatica della confederazione italiana liberi agricoltori, Andrea Busetto Vicari, che chiede che il cinghiale venga catturato e abbattuto. Nella giornata di ieri abbiamo ascoltato anche gli abitanti del paese minerario. Sentiamo come vivono loro la vicinanza con Dondo. Adesso gli ultimi aggiornamenti sul coronavirus. I nuovi casi positivi in Toscana sono 3.639 su oltre 20mila tamponi. Il tasso dei nuovi positivi è del 16,09%.Secondo i dati della Regione oggi in provincia di Grosseto i nuovi casi sono 197. In chiusura vi segnaliamo una nuova “Chicca di Maremma”, il podcast de IlGiunco.net sulle storie e tradizioni della nostra terra. La nuova puntata, che trovate sul nostro sito, ci racconta i Canti del maggio, una tradizione intramontabile. Ascoltiamo insieme un estratto.

Apriamo con una notizia curiosa che è accaduta a Ravi nel comune di Gavorrano e dove l'ormai famoso cinghiale Dondo ha fatto pace con chi lo aveva schiaffeggiato la scorsa settimana. È bastata mezza mela per far tornare l'armonia tra uomo e animale.Nella giornata di ieri il cinghiale, che è ormai la mascotte del paese, si è av-vicinato alla casa dell'anziano che, solo qualche giorno fa, spaventato dal suo avvicinarsi, gli aveva dato un sberla sul muso. Invece è bastato offrirgli una mela in segno di pace che Dondo il cinghiale ha accettato ben volentieri.Torniamo a Grosseto dove nella giornata di ieri si sono svolte le celebrazioni della Festa di Liberazione. Un lungo corteo, con in testa i sindaci, il presidente della Provincia, l'Anpi e guidato dalla banda che ha intonato Bella Ciao, ha attraversato le vie della città: Dal monumento ai caduti nel parco della Rimembranza, alla lapide ai caduti all'interno della Provincia di Grosseto e infine il ritrovo in piazza, con il partigiano Nello Bracalari, e il discorso del presidente della Provincia Francesco Limatola, il presidente provinciale dell'Anpi Luciano Calì, e il giovane Francesco Bellumori, componente del Parlamento regionale degli studenti.Non solo a Grosseto, ma anche in tutti gli altri comuni della Maremma è stata celebrata la 77esima festa della liberazione. Per l'occasione anche ilGiunco.net ha realizzato un podcast dedicato alla vita di Nello Bracalari, partigiano maremmano di 94 anni. Ascoltiamo insieme un breve estrato.In chiusura gli ultimi aggiornamenti sul coronavirus. I nuovi casi positivi in Toscana sono 1.203 su oltre 8mila tamponi. Il tasso dei nuovi positivi è del 14,82%.Secondo i dati della Regione oggi in provincia di Grosseto i nuovi casi sono 79.

National Treasury director-general, Dondo Mogajane is leaving the department after 23 years of service. Finance Minister Enoch Godongwana says Mogajane has decided not to extend his contract which expires in June this year. Instead, he will pursue new opportunities outside of the public sector. Jon Gericke caught up with Mr. Mogajane...

Clement speaks to Dondo Mogajane, the Director-General at National Treasury in a wide-ranging interview about his 23 years at treasury, the country's fiscal position and government's position on procurement.  See omnystudio.com/listener for privacy information.

In this episode, we spoke with Comfort Dondo, the Founding Executive Director of Phumulani Minnesota African Women Against Violence, and author of the recently published book "Facing the Giants: A Journey to Freedom from Domestic Abuse," and we really zoom in on the idea of culturally specific solutions. This is a huge focus in the world of gender based violence, because providing services through a cultural lens, for diverse groups, can be complicated. Take for example working with immigrant populations. Migrants can be an especially vulnerable group for many reasons, from residency status to culture shock. We need numerous strategies to combat gender-based violence, as no one strategy works for everyone. These are complex societal issues that require comprehensive solutions that are flexible and affirming in holistic ways.

We recorded this back when there wasn't any sight of our girl, but now there is, so here you go! Join me and AL as we track where she's come from and where she's going. Vote Armor! 

Welcome to another episode of Health Unwrapped and today I'm talking with Scola Dondo - YouTuber, TV Presenter, and Personal Trainer about the challenges she has overcome having been sharing her story online since she was 11.  What we discussed: The rollercoaster of emotions during the lockdown.How she found the toughest thing to be the lack of social interactions - which surprised her as she has always worked from home.How much she missed working in a coffee shop, work events and really missed being around people. How her FOMO changed from before lockdown. How she has been spending more time focusing on her mind - although she does still spend more time on her physical wellbeing How she makes a point of journaling and how listening to really positive things have helped herHow her workouts have 90% been more for her mental health during the lockdown. The different benefits of low and high-intensity mind workouts. Her diagnosis of Hyperthyroidism in her early 20's and it's impact on her life. How talking about it on her socials how her followers have related to her experienceHow Scola set up her YouTube at aged 11. How she reacts to comments about her changing appearance. How social media has changed. How she deals with negative comments on her appearance. How her physical and mental health routines as well as research have helped her with her Hyperthyroidism and listening to her body with research and listening to her body.How she has a better understanding of what exercise works for her how certain foods make her feel worse and how others make her feel amazing.  SOCIAL:Scola DondoBioglan on Twitter Bioglan on Facebook Bioglan on Instagram Full product details can be found via our website 

“Healthy conflict is good. Collegiality doesn't necessarily breed collaboration.” Sherry Dondo Have you ever worked in a company where the CEO determined that the culture needed to shift in a particular direction - to become more innovative, or assertive, for example? What's the best way to support the leaders of the organization in making this shift? Listen to this episode for some highly practical ideas and examples. My guest is Sherry Dondo, who is the CHRO of a Canadian bank. She has over 20 years' experience as a senior executive in leading HR and Talent Management and is also a certified, practicing executive coach on the side! Sherry's perspective on conflict is refreshing and she shares it in our conversation - including her candid reflection on how her own approach to conflict has evolved over the years. In this episode of Talent Management Truths, you'll discover: Why healthy conflict is important to driving innovation How leading with a point of view vs. focusing on pleasing everyone is a critical differentiator for Talent and HR leaders The importance of taking a design thinking approach to how you develop and roll out your programs About Sherry Dondo: Sherry is an active HR executive and professional coach with significant global cross-industry, executive leadership experience that she draws upon to help senior leaders be bold, think big, and step into the change they are imagining for themselves, their organization, and their business. She helps leaders create an authentic and inclusive culture - where leaders bring their best self to work every day. Links You [Reframed] Group Coaching Experience: https://www.greenappleconsulting.ca/you-reframed-coaching Stay Connected Like what you've heard? Click here to subscribe in iTunes for more episodes to inspire you in your work facilitating the growth and potential of others! You'll hear about strategies and tools, successes and failures from other Talent leaders working the field today, just like you. I would be extremely grateful if you left a review on iTunes so that others can find the show and elevate their impact too! Just click here to review, select “Ratings and Reviews” and “Write a Review. ” Thank you! Follow me LinkedIn: https://www.linkedin.com/in/lisa-mitchell-acc-ctdp-7437636/ Instagram: @greenappleconsulting Facebook: https://www.facebook.com/greenappleconsulting.ca FREE Intentional Influencing Assessment https://www.greenappleconsulting.ca/influencing-assessment-1

NBA back and NFL is wild. CLB vs. DONDO talk. Kanye and Kyrie may be related lol. RIP to a legend and deep insight on how to get out of the frustrating moments of life aka a rut. Can't miss this! 

The ism is heavy! Diego and M.O. are back another week live from The Playas Club to drop their unique blend of gems on everything under the sun. This week they discuss when Redman get his flowers, prayers for the homie Dondo, Diego finally get the pool fixed, why some people can't get them a suitable mate and so much more!!! Leave us voice comments in the comments section, call the hotline at (916) 538-4190 to leave text messages and voicemails or hit us up by email at wesomeplayas@outlook.com Shoutout to our sponsors Jack The Spiritual advisor, for card readings text (405) 437-1550, Blue Gloves LLC for commercial and residential cleaning call (616) 752-0289 Subscribe to the show, rate our show with five stars and review the show as well. It really helps us out with the algorithm and sponsors #WeSomePlayas #WSP #DubDollaSignP #PlayasClubAlumni #AudioDopeKingpins #SilverSurferWave --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app --- Send in a voice message: https://anchor.fm/wesomeplayas/message

NEW NAME! NEW VOICE! Al first met me saying that he was an unrepentant New X-Men stan, and you can really feel the passion he has for that team in this episode. We chat about the breakup of the team,  the things we think they can do, the rosters we'd cape for, and...of course, Shark Girl! Get your fill!

We open episode 11 with convo on prayers for education, NFL back, RIP Michael K. Williams, DONDO vs. CLB and more! Also, we focus on MOTIVATION & TRANSLATION! How do you take motivation and translate it to manifestation?!?! LOCK IN! #ForTheCulture

En este episodio de RCN Digital hablamos con Jesús Márquez, uno de los fundadores de Dondo, una app creada en Colombia y que ayuda a que las personas de a pie puedan vender sus objetos en línea con mayor facilidad y cuyo crecimiento llamó la atención de los cofundadores de Zoom y Yahoo. También hablamos con Dalia de Paz, periodista experta en tecnología, para que nos explicara el porqué de la "pelea" entre Facebook y Apple la última semana. Esto y más en este episodio de RCN Digital.

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Cargamos raises a $4M funding round for logistics, Ep 31 In this week’s Espresso we cover investment updates from Cargamos and Dondo, as well as a new partnership between dLocal and Dinie.   Outline of this episode:  [0:27] - New dLocal partnership [0:52] - Cargamos’ funding round [1:16] - Dondo’s seed round [2:04] - Featured articles of the week   Resources & people mentioned:   Startups: Cargamos, Dinie, dLocal, Dondo VC funds: Magma Partners, Mountain Nazca, FEMSA Ventures Featured articles: 4 digital payment trends to look out for in 2021 Legal Structures for Latin American Startups Mexico is the new China: How cross-border trade has changed between the US and Mexico The voice revolution: how companies can adapt their CX strategy

Estado de calamidade entra em vigor na Guiné-Bissau, esta quarta-feira (09.09). Em Moçambique, Tribunal do Dondo condenou antigo deputado da RENAMO a pena suspensa de cinco anos de prisão. Na Etiópia, região do Tigray desafia governo central e vai às urnas.

RENAMO critica novo estado de emergência em Moçambique. Professores forçados a abandonar Cabo Delgado por causa dos ataques pedem mais apoio do Estado. Na Zambézia, postos de saúde estão a vender concracetivos de distribuição gratuita.

  Hey There! Don: Do you remember your very first job? My very first job as a dishwasher was not that glorious. I have both wonderful and brutal memories of it. It's interesting if we look at scriptures in Genesis, the very first job that we, as humans had collectively, were gardeners. We took care of the trees, we watched the animals. There's something about our early connection in and around a garden with trees. There's something about the nature of how trees grow, what nourishes them. What does it mean to cultivate something in an organic and beautiful, healthy way? Trees are both wild and fruitful. And yet there's a way that we are to be in relationship with those wild and fruitful things. The first house that I owned, I lived in the East Valley, and I was pretty excited to be a homeowner, and the front yard had horrible non-landscaping. I talked to a friend of mine who picked out a tree for me, put some grass down, and gave me instructions. Dig a nice deep well around this tree and water it every seven to 10 days. As I began to dig this well, the soil was really hard and really exhausting. So I gave up pretty quickly and decided I would water it a little more often. And so about a year later, he came back over to my house and looked over at the tree. I was pretty happy with the tree. It had grown! It had gotten established, and he took me over to, and he goes, Wooster, what have you done to this tree? And I told him, "Dan, I've taken good care of the tree. I water it a couple of times a week. I mean, I've really paid attention to this tree." And he goes, "you have been watering it twice a week. Why would you do that? And I say, "because I care about the tree, and I want it to grow." And he says, "have you noticed where these roots are? They're all on the surface because roots go to where the water is. Your constant and shallow watering has drawn the roots up to the surface. This tree might've grown, but it's not well established. I asked you to dig a well and water it so that that water would slowly drip down deeper, and the roots would follow it. You've kind of done a disservice by putting so much on the surface that these roots haven't gone deeper." This is the same concept that we've been talking about in our lives and activities; they've gotten narrower. Some of our normal activities have kept us spread out from each other. Things that used to take a lot of our time, attention, and went in multiple directions have really been edited down. Let's talk about that surface kind-of-rootedness that keeps us busy and active - not that those things in and of themselves are bad, but they're pretty surface-y. They go in a lot of different directions. I wanna know...have we missed something in being so extended on the surface but maybe not drawn as deep in terms of our system? Renee, what do you think about that? Renee: Well, it makes me think about this last year that we've had. It was unprecedented. A tornado came through in our area in Arizona, and we had a tree that was completely taken out by the winds and storm. When we woke up the next day, it was such an astonishing picture of a tree being pulled out from the ground that I couldn't orient myself to understand what had happened. But obviously, the tree didn't have deep enough roots for it to withstand the storm. I think that anytime we come into our own storm, we realize that our roots are not as deep as we thought they were. There's a verse that we were looking at in John 15:1. Jesus is making this statement. He said, "I am the true vine, and my Father is the vinedresser. He cuts off every branch in me that bears no fruit. But while every branch that does bear fruit, he prunes so that it will be even more fruitful. I am the true vine, and my Father is the vinedresser." I think that that identification of Jesus claiming to be the real vine, not the fake vine, not the wannabe vine, not the looks like a vine, but the real source of the vine, is something that has life in it. It can impart that life into what's attached to it. And Jesus said, I'm that true vine, and my Father is the vinedresser. The other word that's used there says that my Father is the husbandmen. Meaning, my Father is the husband of the vine. He cares for it, tends to it, and loves it in a way that's about developing its potential. It's interesting that out of that love, he cuts off every branch that bears no fruit. While every branch that does bear fruit, he prunes. Which is also cutting. You ask yourself, "well, if you're a branch that bears fruit, shouldn't you get a trophy? Or a sticker or a high five? A branch that bears fruit still gets cut back. Where do you put that in your life and experience, Renee? Renee: Well, I think that's an interesting part. The word in there that's interesting to me is "cares." That the branches he cares for he prunes and vice versa. So He is actually caring for us. When something is pruned, we mostly think about the bareness of it: what is being taken away? I feel like right now, I'm very aware of what is being taken away from me. But what this is talking about is the care of the husbandman. Right? That's care. That's cultivation. It's awareness of the directions we might go in with our branches. Like what you were saying, Don, that the roots go out too wide, that we don't get to actually enjoy the true vine. And if we're not enjoying the thing that God has given us to be true, that is of goodness, then we've gotten too far out in the wrong way. But if He's trimming, I think I'm mostly worried about what he's going to take away or what I won't get to do. We are used to a limitless place. A place where we think that we can do all things, be all things, be all people to all places. We're also told that we can do all things and that it doesn't cost us personally. It's kind of interesting too because I think about the experience of being pruned. Maybe you're not being cut off, but you're certainly being cut back. I think about all the summers we've spent in Santa Barbara and going over the Hill to see wine country. The fruit is hanging, and the crush is coming up, and so those grapes in the vineyard look glorious. Just those grapes make the whole presentation. It's majestic, inspiring, and beautiful. And I remember one year, we were at a Young Life event, it was wintertime. We drove back to the wine country to see those beautiful, fruitful vines were carved back to just a dead looking post. There was no fruitful summer presentation. Instead, the grounds, in all it's beauty and inspiration was gone and it looked so restricted. It looked as though maybe everything had died. I remember that we stopped and talked to some folks that were tending to the vines. It made me think that the vinedresser, out of a sense of real love, commitment, and cultivation, had come back to his vines. What we know about pruning is that when you prune back branches, you actually stimulate the capacity for a plant or a vine to be more productive and more fruitful. When it's going out in all directions, some of those branches are unproductive. It dissipates and loses its ability to bear the fruit, the best fruit. Why is that? Because it's so spread out and over-producing buds, which makes the quality of the fruit dissipate. When you cut some off, it's being cultivated, and the growth is being directed. It also lets airing, blocks any infestations or disease and also shapes it into a structure that can be most healthy and fruitful. So the Vine Dresser can bring all these benefits in the long run, but the pruning process is still cutting back. Renee: so what happens if the wild vine just goes wild and you don't ever trim back? If there's no pruning or cultivation, it goes everywhere. It's entangled. Don: if you leave a vine undressed, it will grow over and on top of itself. It will send shoots everywhere. The shape of the vine and its ability to receive sunlight on the fruit will be diminished. It also opens up for other infestations of animals and insects that can get in underneath and do damage. The overall fruitfulness of a wild vine will continue to diminish. It will mostly be leaves and thickets with very little fruit if it's not cultivated. So there's a real art in dressing a vine. There's real meaning. There's real purpose in that pruning that's about the fruitfulness of the vine itself. I remember our first year being married and going to a winery. We were talking to one of the tour guides, and they had planted some recent vineyards that were going to be their estate wines. They had a general watering system for their general harvest grapes, but they had individual watering bubblers on each of these estate vines. I remember asking the tour guide about these bubblers, "is this to make sure that these estate grapes get lots of water? Or is that why they have an individual bubbler?" And he goes, "actually the vinedresser knows exactly how to keep these vines appropriately distressed." I remember it stuck in my brain because the Vine Dresser knows how to keep the vines appropriately distressed. He says, "these vines are thirsty. They don't have a ton of water to absorb, so there's a higher sugar content making these grapes sweeter. You get the sweetest fruit from the thirstiest vines. You and I were in a really thirsty place the first year of marriage, sorting through a whole bunch of things. I was a thirsty vine. You were thirsty vine. And it struck me: God must be producing something sweet because he's keeping us appropriately thirsty. It was just a little deposit. It was just a little grace. We were there to sample and to have a date, but I think there's truth in there. I don't think it's a mistake that God identifies himself as the True Vine and His Father as the Vine Dresser. He is inviting us to abide in the vine so that our lives would have this full fruit - that we would have a life in us and a life that goes beyond us. Renee: when you think about the Husbandmen, the Vine Dresser, He is the one who cultivates the true vine. He brings us back to the True Vine. In our life, I think about how many times that I didn't enjoy being pruned, but it was actually the grace of God that brought us back to what's central and necessary.  Who do we trust? Who do we believe? What can we rely on? What can we do? We're not God. We're not in charge.  I think during the pruning process, a lot of foundational things get relayed inside of us. When we come back to the True Vine, to the central place of being appropriately distressed and thirsty, we find out what's really true in our life. Right? Don: I broke a little bit that the day at the vineyard because I was asking myself, why am I thirsty? What is being pruned? I realized I'm being pruned because God was not present in any attentive way in me. I believed that God did not care for me, or I was not valuable. The weight and belief that I was thirsty and being pruned because of some defect in me or some disinterest in God weighed very heavy on me.  The Vine Dresser is intentionally pruning us all the way back to just the core for some future. I think he's keeping us thirsty because he's creating something sweet in us. It's only a little handle to hold on to.  Renee: I love the idea that the vinedresser is the one who's shaping us, and it's not us. It's not us accomplishing or striving to become more, but it's the vinedresser in us returning to the True Vine. He's the one who's shaping what is necessary for our life and bringing us back. So as we finish this, we have a couple of questions that we would love for you to talk about.  What is God pruning in your life? Are you aware of what he is trimming? It'd be a good question to ask yourself and have a conversation with each other in.  And then the second question is, what messages do you have about your thirst? What messages do you have about God caring for you right now?  We all carry messages inside of us about our thirst and being pruned. Do you know what those messages are that you're carrying?  We'd love for you to ask those two questions and have a good conversation on that. Be aware that we have the True Vine available to us. We have a Vine Dresser who is caring for us, cultivating, looking at, shaping us into a place where the most fruit will come, where we have the sweetest fruit in this season.  Thank you for joining us. We love that we get to be with you! See you next time.

This is a special podcast we are dedicating to domestic violence. I have the complete honor to interview one of my favorite people on this planet- Comfort Dondo. Comfort is the founder and executive director of the organization; Phumalani which is located here in MN. I encourage you to take a moment, and give yourself the gift of listening to Comforts wisdom. I am always learning from her and I know you will too.

Night Owl. 7.6K likes. An intimate, unvarnished late-night performance series from NPR in the unexpected corners of American cities. Get to know Malian singer and guitarist Fatoumata Diawara before she begins a U.S. tour: Watch her perform "Don Do" from Albertine Books in French and English at the Cultural Services | French Embassy in the US. Yasmin Williams only started playing the guitar after beating all the songs on expert-level on Guitar Hero II. Nine years later, she was a standout of the 2018 Tiny Desk Contest fueled by Lagunitas Brewing Co. Watch her performance from Corcoran School of the Arts and Design at the George Washington University l  Thank you. "Host" Freddie C. Howard 

Welcome to the very first edition of the Bachelorcast brought to you by Julie's Chin! Barrett and Dondo go over the first edition of the Bachelorcast. In this episode we preview the 15th season of The Bachelorrette where Hannah Brown will be meeting 30 men in hopes that one might just be her husband. Tune into this episode to learn more about Hannah, her journey to being the bachelorette, and the guys she's going to meet! Subscribe to the Youtube channel or on Apple, Spotify and other podcast players if you haven't yet! Support this podcast

Public Protector Busisiwe Mkhwebane says Finance Minister Tito Mboweni was incorrect in defending Treasury DG Dondo Mogajane, by saying that he merely failed to disclose a traffic fine when applying for the DG post. Mboweni was speaking at a media briefing ahead of his 2019 budget speech. He said his department supported Mogajane and that he would take Mkhwebane's report on judicial review. However the Public Protector said in a statement that Mogajane was convicted in a court of law and had failed to disclose this in his application. We speak to the Public Protector spokesperson Oupa Segalwe.

"Dondo!" --G Spider-Man:  Into The Spider-Verse manages to have something that very few big screen adaptations of the wall-crawler have had:  heart. I think that this is the only thing that the cross-dimensional versions of George and Kevin can agree upon.  Come with us now on a journey through the Multi-Verse as we encounter the single versions of George and Kevin, the NPR-ized incarnations and the one, true version:  The Busy Dads. We're all in for a wild ride. We take a “fly on the wall” approach to our listeners.  As such, some of what we discuss falls into the realm of SPOILERS.  Consider yourself warned. If you enjoyed BUSY DADS DO SCI-FI, please take the time to rate and review us on iTunes, Stitcher, Tune In, Spotify, Google Play or wherever you may find your podcasts.  You can follow us on Instagram at busydadsdoscifi or e-mail us at busydadsdoscifi@gmail.com Theme song by Tony Fernandez

The burgeoning relationship between China and Africa has been one of the great economic stories of the 21st century. Billions of dollars of investment and loans from China have created radical change in many African countries. But not everyone is happy, with some even claiming this is a new form of colonialism. As signs of discontent grow in countries like Zambia, and investment numbers start to slip down, we ask: is the China-Africa love affair over? Contributors include: Dr Lauren Johnston – Research Fellow, University of Melbourne Professor Lina Benabdallah – Assistant Professor of Politics & International Affairs, Wake Forest University Laura Miti – Executive Director, Alliance for Community Action Professor Stephen Chan – Professor of World Politics, School of Oriental and African Studies (University of London) Presenter: Linda Yueh Producer: Beth Sagar-Fenton (A Chinese railway worker drills holes on the newly put railway tracks in Dondo, outside Luanda, Angola. Photo credit: Per-Anders Pettersson/Getty Images )

Cadet Marshall Stagg is once again offered relationship advice by his friends Dondo and Dirk, despite his insistence that everything is going fine with his clingy girlfriend Maria.  Marshall eventually decides though that perhaps spending a little time apart from Maria could help out, and decides to go check out the Aleria’s gym.  There he […] The post Ep 10: The Workout appeared first on Starship Aleria.

Hello - 00:00 Around the world and into your home. The gay headlines that touch your life. With Jared Lenover, Chris Farias, and Hugh Downs. (Not really with Hugh Downs.) • Lesbian couple paints house in rainbow colours to troll anti-gay neighbours who harassed them • Maybe Young People Should Just Live at the Office -- Literally • U.S. official: Canadian marijuana users, workers and investors risk lifetime border ban T • time - 19:20 The T stands for truth. These hostesses are both open books. Jared is full of words. Chris is more pictures you can colour.  Questions from you. Answers from them. While they eat cake. Thank you to Cake & Loaf! How do you guys deal with impending stress? (Don) Do either of you have tattoos? If so, what is the significance, if any at all. If not, what kind of tattoo could you see yourself getting? (Steph B.) Do you guys ever feel like you order take out too often? What entices you about take out? (Amanda) Dear Jesus - 30:10 Religion. Jared is a born again Baptist and Chris leaves the “T” out of Christmas, making it more personalized to him. “notallcatholics is just as helpful as #notallmen Spend the time and energy fixing things instead of defending yourself. "I'm a Catholic and I'm appalled by what continues to happen within my Church. I vow to ______ to make sure this stops happening." Something like that is much more helpful and productive.” BONKERS - 36:15 Tools for keeping your mental health in check. Today's Tool: Scheduling your medication Gateway Gay - 43:40 If you're straight and narrow, this fab duo will help you navigate the rainbow-coloured waters, and get you safely across the yellow brick road.  Today's topic: Gender Reveal Parties Taste Test - 51:00 Where we tell you about something we like (and why) and you tell us whether you think we’re connoisseurs… or just out to lunch. Star Wars vs. Star Trek

Dondo runs across Ron who is on the upmost of important missions… to get ice cream!  The two finally come clean about ditching their old ways of womanizing with as many chicks as possible, and have seemed to settle down with just one special lady.  The two agree that going steady could be more advantageous […] The post Ep 8: Safety First appeared first on Starship Aleria.

We're back for a fifth time to uncover the mysteries of the never-ending universe containing all of the answers we'll most likely never get before we perish. Also, Joe watched Power Rangers. So good for him I guess. Way Too Much American Idol- 11:00 Joe's Movie Marathon- 19:20 Jake Paul Poster- 56:00 March Madness- 1:02:20 This is Us- 1:16:00 Be sure to subscribe to the channel or on Apple Podcasts and follow our various social media accounts! Twitter: https://www.twitter.com/EA_Garbage Instagram: https://www.instagram.com/earlyaccess... Patreon: https://www.patreon.com/user?u=9747213 I mean for real though how in the world does Dondo have a tooth below his eye? There's no way this can be real, right? Is Dondo even remotely a truthful person. I can't tell. Some days he scares me. Because sometimes, the way he looks at me, I think, man of my dreams, father of my child, this man of mine may kill me.

Cadet Pilot Meisha is struggling to balance her personal life on board the Aleria with her training duties.  While she greatly desires to prove herself as a talented pilot, her romantic affairs with crewmate Dondo has caused her performance to slip.  Meanwhile Dondo and Ron are concerned over their best friend Marshall’s involvement with his […] The post Ep 6: Multitasking appeared first on Starship Aleria.

Cadets Stella and Meisha meet up in the cafeteria to talk about how their first week on board the Aleria is going.  While Stella is being worked non-stop, Meisha is yearning for when she can actually do her job as a shuttle pilot instead of being stuck practicing.  The ladies are interrupted by Dondo, who […] The post Ep 5: The Shortcut appeared first on Starship Aleria.

It’s time for the official welcoming party for all new cadets on the Aleria!  Newcomers to the ship Marshall, Dondo, and Dirk meet up and check out their fellow crew mates during the ceremony.  Marshall decides to leave the party early, but gets quite the welcoming surprise from one of the female officers who insists […] The post Ep 3: Welcoming Party appeared first on Starship Aleria.

Hannah is back from her hols and she's brought her pal Scola Dondo with her to FUBAR Radio. All the usual games are back this week. Tune in for the return of Position Impossible, Songs About Sex and -of course- Drunk Advice Live!

This week I sit down with Scola Dondo - can you believe Scola is a: YouTuber, Personal Trainer, BBC Presenter and Social Media Manager, all at the age of 20! I also catch up with Chloe, talking dating, University and life! A special thank you to KEAL for our B O M B theme tune, you can find him here @keal_music And Adam Totney for our Artwork! --- Send in a voice message: https://anchor.fm/coffee-with-dani/message

Kelly Coughlin interviews Donald Moore about generating more revenues from trust and wealth management clients and managing risk in that business line. Moore is a former OCC examiner.   Donald Moore Jr., CEO of Bearmoor, LLC has over 20 years of experience in the asset management and fiduciary industry. He has served in senior fiduciary positions with various US Treasury agencies, as well as a leading financial services consulting firm. He began his career as a Trust Examiner with Office of the Comptroller of the Currency. He has examined over 50 trust divisions, including the lead position at two of the nation’s largest trust institutions. He has assisted in the development of national policy and guidelines at both the Comptroller’s Office and the Office of Thrift Supervision. Kelly Coughlin is CEO of BankBosun, a management consulting firm helping bank C-Level Officers navigate risk and discover reward. He is the host of the syndicated audio podcast, BankBosun.com. Kelly brings over 25 years of experience with companies like PWC, Lloyds Bank, and Merrill Lynch. On the podcast Kelly interviews key executives in the banking ecosystem to provide bank C-Suite officers, risk management, technology, and investment ideas and solutions to help them navigate risks and discover rewards. And now your host, Kelly Coughlin. Kelly: I’ve got Don Moore CEO of Bearmoor LLC. Don, how are you doing? Don: I’m doing well, thank you Kelly, I appreciate the opportunity to chat with you today. Kelly: Don, you’re in Boulder? Don: I’m not quite in the Republic of Boulder, I’m a little bit closer to the Breckenridge area up in the hills of Colorado. Kelly: You’re happy because the Broncos just won the Super Bowl, I take it. Don: I’m slightly indifferent to the Broncos winning, although they had their ginormous parade yesterday down in Denver. Everyone’s excited that Peyton got his Super Bowl, but again, I think it was the defense that won it for him. Yeah, we’re happy here in the state. No one’s going off the edge yet. Kelly: Let’s get right into it. Tell me what Bearmoor does. What’s your value proposition? Don: Basically, it’s the optimization of risk-adjusted revenue from an organization’s existing fiduciary activities portfolio. It’s basically their personal trusts, their investment management accounts, their retirement accounts, foundation endowments and custody. All those off-balance-sheet activities within the fiduciary world. Again, the optimization of their risk-adjusted revenue from their existing portfolio. Kelly: First of all, it’s banks that are in the wealth management business. They have trusts, they have wealth management capabilities, correct? Don: Correct, a lot of organizations that are clients, their definition of wealth management differs, but it does include trusts, insurance, and private banking. Kelly: You help those kind of banks do what? Don: Optimize top-line revenue. What we mean by that is, I like to use a quote from Bono, the lead singer for U2, he was up at his concert and doing one of his social announcements where he was clapping his hands and he said, “Do you know, every time I clap my hands, a child in Africa dies?” And someone screamed out, “Stop clapping your hands.” We don’t focus in on expense because for the past 10 years in the industry, the industry’s been focused on nothing but expenses. The expenses have outpaced revenue growth 6 out of the last 10 years. Their focus on expenses I don’t think, has been all that fantastic. We like to say, “Well you’re already focused on expense reduction, we want to help you grow top-line revenues.” Our value proposition leads to an increase to revenue top-line. Kelly: Before we get into how you do that, let’s talk about some personal background. Don: All right, I’ll start out with education. I went to school, got a degree in finance and accounting, after I graduated from that I went to work for the United States Treasury Department as an examiner with the Office of the Comptroller. The currency, the OCC, I found an opportunity to begin examining in the fiduciary world and I became a fiduciary examiner. Through that, I went to Washington, DC. For those of you in the fiduciary world that have an understanding of Regulation 9, when I was in Washington, DC I helped draft and write that regulation that now national banks follow. For most states, it’s been adopted verbatim on that. I left there, and went over to another Treasury Department, the Office of Trust Supervision, which has now been rolled into the OCC and wrote their fiduciary training program and some of their examination procedures over there in a fellowship capacity of 18 months before leaving and going to the consulting world, and focused on consulting in the fiduciary world, and that brings us to where we are right now. I am married to my wife Toni, we live out here in Colorado, we have four children. Hobbies; I would say right now we’re doing lots of skiing, got some good snow out here in Colorado, so that’s one of my hobbies. Do a lot of running, outdoor activities is me. That’s who I am, I’m 52 years old and I feel it every day. Kelly: Don and I have known each other for probably 15 years, and we made a good connection when we found out you grew up in Minnesota, correct? St. Louis Park? Don: Yeah, sure, you betcha. Kelly: Let’s talk about the business. How do you help these banks make money? How do you help a wealth management bank make some money? I want to come up with let’s say five take-aways on how our listeners can make money through what company like yours offer. Don: Let’s start out with, the opportunities for increasing top-line revenue within your fiduciary activities exist. They are out there. I like to use the phrase, “You’re standing on a whale, fishing for minnows,” because there’s already opportunities to increase your top-line revenue within our organization. What we mean by that is we go through and do an analysis account by account basis and identify opportunities in three phases: one, gap analysis which is, “Hey, where are you missing it?” From the standpoint of what you think you’re getting. You may have some system errors, system inaccuracies that can help you identify opportunities, that’s one phase. Second one is competitive analysis. Where is it that you would like to beat your competition, and where is it that you actually are? We ask you what your business’s strategic plans are, we go out and do mystery shopping and competitive shopping for the organization to make sure that they understand where they are and where their competition is, and where they can go with their current level of pricing. The third analysis is a regulatory analysis. What’s changed in regulation that allows you to either understand the regulation and generate additional revenue, or do we have some risk there? Again, gap analysis, competitive analysis, regulatory analysis to help you identify those opportunities, because they do exist. I would say that’s the first area. Kelly: You exposed that just recently, gap analysis. You’re looking at pricing, and how competitive they might be in pricing in addition to more of a qualitative, these are the type of services they would offer? Don: Along the lines of both, Kelly, with regards to the types of services we want to break it down so we understand the types of services they offer. Then the pricing that they have on each of those services. When we talk about pricing, we all know that there are committees, and then there are boards, and we’re talking about the board-approved pricing for these services. Kelly: This is for wealth management services. These are the basis points. This is how much we charge for a $5,000,000 fiduciary trust account, correct? Don: Correct. Absolutely. Those are established by, I would say, the business line which then goes to the committee and the boards approve. These are the pricing and it would include not just basis points, but it would include minimum account fees, it would include fees for ancillary services such as real estate administration, closely held business administration. Maybe there’s a tax prep fee or a tax information letter fee. Maybe there’s a stand-alone fee for extraordinary type services. All the fees charged for the services provided within wealth management on the fee schedule. We then go through and see what accounts are actually on that schedule, and what accounts are not, what accounts have customization, what accounts have discounts. It doesn’t make sense for the level of service being provided. What’s critical with that, from a Bearmoor perspective, is what I would say would be the second take-away, which would be a risk understanding of your accounts. If you haven’t done a risk assessment on an account by account basis, it would be highly recommended that you do so. This would allow you to identify the level of risk for each account and type of account using system information. This isn’t something that’s subjective, it’s based upon system criteria that you’ve established and put risk weightings on it. Let’s say you have an account that is an irrevocable trust account with two co-trustees, five beneficiaries, some unique assets in there, and maybe it’s over $2,500,000. You would assign various risk criteria to each one of those factors. Maybe that has a higher risk than a revocable trust. Kelly: You’re not talking about portfolio risk, you’re talking about risk of an unhappy client (other than portfolio volatility). Don: Correct. What we’re seeing is a fair amount of, I hate to go back to the regulatory side, but a fair amount of regulators are saying, “Hey, we can risk rate loan accounts on the banking side, why can’t we individually risk rate these off-balance-sheet trust accounts from an administration standpoint, from a level of risk?” and then get some understanding about what may be some levels of capital might be for this entire portfolio. It’s not investment portfolio risk management, for lack of a better term it’s complexity rating the account. Kelly: Give us three things that you like to look at, that might go into the calculus of that. Don: I would say type of account. Kelly: The fiduciary, non-fiduciary. Don: Correct, you would have the fiduciary accounts would be those revvocable and irrevocable trusts, investment management accounts, foundation endowments, IRAs. Then the non-fiduciary lower risk would be a custody account, where you don’t have any investment management responsibilities. Another item would be the type of assets in there, so maybe less risk would be a mutual fund portfolio, that’s made up of a bunch of mutual funds to meet the account’s objective. A higher risk would be, “Hey, it’s a stand-alone investment in a large piece of commercial real estate.” High risk on that. The third thing would be type and/or number of beneficiaries. The larger the beneficiary pool, the more risk you may have because you have different competing objectives. Some of those might be income beneficiaries, others might be remainder beneficiaries, or growth beneficiaries. Kelly: The high-risk account would be one in which there’s a fiduciary relationship to your holding assets that are perhaps individual securities and not mutual funds and the third? Don: Number of beneficiaries. Kelly: Number of beneficiaries. Is that because the more people you have in the equation, the more likely it is you’re going to have somebody complaining about it? Don: More likely there’s going to be a complaint there, but more likely that there’s going to be conflicts of interest. What I mean by that conflicts of interest is those beneficiaries may all have different needs and you as the fiduciary that’s managing that account, have to take all those into consideration and make sure you treat them equitably and fairly based upon the information you have. Kelly: Tell us how you help the bank make more money. Don: From that account by account analysis on the gap analysis and identifying opportunities within their portfolio. Not just from a best practices from what we’ve seen over the past 15 years of doing this, but also what’s taking place within their lines of business and their strategy. Overlaying that on that analysis and saying, “Hey, here is the opportunity, and here’s how that opportunity impacts each account.” Kelly: This is for your part one you look at the market, you look at competitors, and you say, “Oh, your competition’s charging 200 basis points, you’re only charging 150. You could charge 180,” for example. Don: Correct. If you still want to be the low-cost provider and the lowest-cost provider is charging that 200, and you’re at 150, you could go all the way up to that 200 and charge 190, 180. Right. Kelly: Right. Don: Do that complete analysis. Or your minimum fee is stated to be this, we’ve done in a cost analysis of your portfolio and you’re not even covering your costs with your minimum fee. You’ve got to adjust your minimum fee. Kelly: Don’t you think most banks know their competitor? Let’s say pricing, and their level of service, because they either get clients poached frequently, or infrequently, and if they find out why, then it’s well, his is cheaper, or better service, whatever it was. Don’t you think they know that? Don: That’s what we thought. That’s what we were counting on, but when we started doing the mystery shopping, because we asked our clients who are their competitors, who do they want us to mystery shop. Then we also provide them all the other information that we have. That, other than the actual opportunities, was one of the most highly prized pieces of information that we provided to our clients was, “Oh, look at all this competitor information.” My business partner and I looked at each other and said, “Wow, we didn’t realize how valuable this was. We thought you guys knew it, we’re showing it to you to let you know that we know it.” You would think they would know it, but a lot of times that isn’t the case based upon the information that we were able to gather and the reaction that we get from those. I think they have an understanding of it, but once they actually see the documentation and support for that that we’re able to gather, that brings it full circle. Kelly: I’m intrigued by, and I always have been intrigued by you being a former regulator with all due respect to your former profession, the dark side I suppose, or actually I think when you go into industry, they say you’ve gone to the dark side, I believe. However you look at it, how a former regulator can help on the revenue side is always been amusing to me. I know you do have a pretty good reputation out there, so kudos. You’ve been doing it quite a while, I believe. Don: Yeah, I appreciate those comments. Perhaps my capitalistic views weren’t always the right forum to be a regulator, so maybe I’ve always had to get back to this side. Maybe I was on the dark side and came back to the light. Kelly: Any more takeaways? Don: I would say re-acceptance, and what I mean by re-acceptance is, based upon the information that you have today on your existing accounts, the level of administration, the level of responsibility, the potential problems associated with the risk audit compliance items, the regulatory issues, and the revenue that you’re making on it, would you re-accept the accounts in your portfolio today? If the answer to that is no or maybe, you need to actually go through and do this risk assessment and the revenue opportunity assessment to make sure be able to answer that question yes or these are accounts we no longer need to be a part of. Kelly: It isn’t just no longer be part of, it may be no I wouldn’t accept it under these terms. These terms being pricing, but would you accept it at 50 basis points? No. Would you accept at 150? Yes. Isn’t that as much of a relevant question as acceptance or non-acceptance, it’s how should we price this thing? Don: Proper pricing is critical. We have top 10 risk piece that we do and one of the top 10 risks is appropriate pricing, so you’re absolutely right. “Hey, I wouldn’t re-accept it because of the assets.” That’s one thing. I wouldn’t re-accept this because of the price and the assets. Could we price it accordingly where you would accept it? Absolutely. That’s part of the analysis we do. Kelly: Why don’t you post on our website the top 10 risk pieces in a blog post? Don: Absolutely, I can do that. Kelly: That’d be nice to accompany this. That’s it for now, give us your favorite quote. Don: It’s Milton Friedman the great economist. “The question is, do corporate executives, provided that they stay within the law, have responsibilities in their business activities, other than to make as much money for their shareholders as possible?” My answer to that is, no they do not. Basically, everyone should stay focused on generating revenue for the shareholders for where they have their fiduciary duty. Kelly: What’s the stupidest thing you’ve said or done in your business career? Don: This is classic me, and this took a long time to live down. This was years ago. I basically said, I used another quote when I was giving a presentation because someone asked a question with regards to revenue enhancement and I said in front of this entire group, “Life’s tough, but it’s tougher if you’re stupid.” Yep. Kelly: Good one. Don: I was much younger. Kelly: Don, I enjoyed talking to you, thanks so much for your time. We want to thank you for listening to the syndicated audio program, BankBosun.com The audio content is produced by Kelly Coughlin, Chief Executive Officer of BankBosun, LLC; and syndicated by Seth Greene, Market Domination LLC, with the help of Kevin Boyle. Video content is produced by The Guildmaster Studio, Keenan Bobson Boyle. The voice introduction is me, Karim Kronfli. The program is hosted by Kelly Coughlin. If you like this program, please tell us. If you don’t, please tell us how we can improve it. Now, some disclaimers. Kelly is licensed with the Minnesota State Board of Accountancy as a Certified Public Accountant. Kelly provides bank owned life insurance portfolio and nonqualified benefit services to banks across the United States. The views expressed here are solely those of Kelly Coughlin and his guests in their private capacity and do not in any other way represent the views of any other agent, principal, employer, employee, vendor or supplier of Kelly Coughlin.