Podcasts about Google Cloud

LikeFolio's Andy Swan considers Microsoft (MSFT) one of the best-executing companies on Wall Street. While the Mag 7 giant's Azure cloud saw anemic growth compared to Alphabet's (GOOGL) Google Cloud, Andy likes Microsoft's recent stock dip and believes the company is poised for a strong 2026. Why? Microsoft's enterprise reach is undeniably strong, according to Andy. ======== Schwab Network ========Empowering every investor and trader, every market day.Options involve risks and are not suitable for all investors. Before trading, read the Options Disclosure Document. http://bit.ly/2v9tH6DSubscribe to the Market Minute newsletter - https://schwabnetwork.com/subscribeDownload the iOS app - https://apps.apple.com/us/app/schwab-network/id1460719185Download the Amazon Fire Tv App - https://www.amazon.com/TD-Ameritrade-Network/dp/B07KRD76C7Watch on Sling - https://watch.sling.com/1/asset/191928615bd8d47686f94682aefaa007/watchWatch on Vizio - https://www.vizio.com/en/watchfreeplus-exploreWatch on DistroTV - https://www.distro.tv/live/schwab-network/Follow us on X – https://twitter.com/schwabnetworkFollow us on Facebook – https://www.facebook.com/schwabnetworkFollow us on LinkedIn - https://www.linkedin.com/company/schwab-network/About Schwab Network - https://schwabnetwork.com/about

forced Microsoft out of the #1 spot in the Cloud Wars Top 10.Highlights00:03 — Going to go a little more deeply into the shuffles in the Cloud Wars Top 10, some big shake-ups here. Companies moving up and down. Microsoft, former number one, drops down to number three. Google Cloud, up to number one, Oracle to number two.00:25 — I want to talk today about my main reasons for moving Microsoft down from number one to number three. The Microsoft tumble here is really centered on its deep cybersecurity flaws that were exposed about 18-24 months ago. The range and scope of these cybersecurity shortcomings and weaknesses outweigh the extraordinary financial revenue and commercial success.01:38 — The significance of these cyber business shortcomings really came out about just over a year ago, when simultaneously both CEO Satya Nadella and Charlie Bell, who's Executive Vice President of Microsoft's Security business, both came out with public documents outlining how they were going in tandem to totally overhaul Microsoft's cybersecurity business, top to bottom.02:44 — This came out only after a government watchdog had very publicly flagged these shortcomings that Microsoft had and the results, the disastrous results, that led to some issues in China and some exposures of valuable information and more after that. I covered this extensively through the middle of 2024 and later throughout the year,04:18 — Microsoft has always said — Nadella has so frequently said — "Cybersecurity is our number one priority." Well, it's easy to say that. Apparently, it's very hard to do that and to live it. And this also then speaks to a lot of the questions I get about, "How do you do these rankings?" I take into account here the customer value that's being created.05:35 — It's a remarkable time here. And, I just want to emphasize Microsoft's commercial success. Revenue growth has been remarkable. It's by far the biggest cloud company in the world. Its growth rates have been remarkable. Its RPO numbers are great, but this cybersecurity failing just absolutely knocks them out of the running to be the top dog here. Visit Cloud Wars for more.

In episode 171 of Cybersecurity Where You Are, Sean Atkinson and Tony Sager sit down with Soledad Antelada Toledano, Security Advisor, Office of the CISO, Google Cloud at Google. Together, they discuss securing critical national infrastructure (CNI) in U.S. State, Local, Tribal, and Territorial (SLTT) government organizations through artificial intelligence (AI) adoption.Here are some highlights from our episode:00:50. Introduction to Soledad02:48. How the convergence of informational technology (IT) and operational technology (OT) has created bigger attack surfaces04:10. The proliferation of threat actors targeting critical infrastructure sectors07:24. The challenge of legacy systems for U.S. SLTT owners of CNI08:13. Alert fatigue, limited visibility, and other challenges facing OT networks13:22. The value of automated cyber threat intelligence (CTI)24:46. Building strategic AI implementation around human in the loop (HITL)33:17. U.S. SLTTs' use of the cloud to test and build trust for securing CNIResourcesThe Changing Landscape of Security Operations and Its Impact on Critical InfrastructureCybersecurity for Critical InfrastructureEpisode 139: Community Building for the Cyber-UnderservedEpisode 119: Multidimensional Threat Defense at Large EventsLeveraging Generative Artificial Intelligence for Tabletop Exercise DevelopmentThe Evolving Role of Generative Artificial Intelligence in the Cyber Threat LandscapeEpisode 148: How MDR Helps Shine a Light on Zero-Day AttacksVulnerability Management Policy Template for CIS Control 7CIS Critical Security Controls v8.1 Industrial Control Systems (ICS) GuideIf you have some feedback or an idea for an upcoming episode of Cybersecurity Where You Are, let us know by emailing podcast@cisecurity.org.

Google about to snatch the crown… and a lot of y'all still stuck worshipping Nvidia like it's the only AI play that matter. I'm telling you right now: the market switches leaders — and when that leadership flips, it leaves people behind who don't see the shift coming.In this episode I break down why I believe Alphabet (Google) can become the #1 most valuable company, how AI chips + Gemini + YouTube + Cloud partnerships are stacking the deck, and why Nvidia still can run… but the competition is finally heavy. We also get into Apple picking Gemini, big tech power moves, Meta spending like a maniac on nuclear energy, and the 2026 IPO watchlist (SpaceX, OpenAI, Anthropic, Databricks, Stripe, Revolut, Canva — and my sleeper pick will surprise you).High-intent SEO keywords we touch naturally: Google stock, Alphabet stock, Gemini AI, Nvidia competition, AI chips, Big Tech leadership rotation, Apple Gemini deal, Google Cloud, YouTube revenue, AI investing, market leadership switching, Meta nuclear energy deal, 2026 IPOs, SpaceX IPO, OpenAI IPO, Anthropic IPO, Databricks IPO, Stripe IPO, Canva IPO, AI infrastructure stocks.Apple Picked Google Gemini. Bad News for Nvidia?Join our Exclusive Patreon!!! Creating Financial Empowerment for those who've never had it.

SummaryIn this episode, Peter dives into the current state of the crypto landscape, focusing on the Midnight and Cardano Blockchains. He discusses the implications of the recently passed Genius Act, which allows for stablecoin rewards, and highlights the ongoing struggle between banks and crypto companies over regulatory control. Peter emphasises the need for a level playing field where both sectors can thrive, particularly in the realm of stablecoins. He also shares insights on the price trends of the Midnight token, upcoming developments, and his plans to attend meetups in Japan to engage with the community and learn more about the ecosystem.The episode further explores various projects building on the Midnight Blockchain, including a new identity solution and a DeFi project aimed at unlocking liquidity from staked assets. Peter also touches on the collaboration between Google Cloud and Midnight, the launch of new tools and wallets, and the integration of swaps into the Lace Wallet. He wraps up with a discussion on hardware wallets and the importance of security in the crypto space, encouraging listeners to stay informed and engaged with the evolving landscape.Chapters00:39 Current Regulation State03:06 Midnight $NIGHT Update04:21 Midnight Ambassador Program05:10 What's Being Built on Midnight - Nocy08:31 Building on Midnight: Keyd Network09:20 Interview with Atlas DeFi Building on Midnight Coming Up10:34 Google Cloud Comes to Cardano & Midnight11:46 Midnight Explorer12:31 Splash & DexHunter to Merge14:10 FROST Signatures15:41 Bitcoin DeFi: Bifrost Bridge16:25 FluidTokens P2P Loans18:06 Smart Token DEX20:06 Emurgo & W3iSoftware MoU21:38 Lace Wallet Introduces Swaps23:02 Get a Hardware Wallet24:03 Become a Channel MemberDISCLAIMER: This content is for informational and educational purposes only and is not financial, investment, or legal advice. I am not affiliated with, nor compensated by, the project discussed—no tokens, payments, or incentives received. I do not hold a stake in the project, including private or future allocations. All views are my own, based on public information. Always do your own research and consult a licensed advisor before investing. Crypto investments carry high risk, and past performance is no guarantee of future results. I am not responsible for any decisions you make based on this content.

In today's Cloud Wars Minute, I break down how Google's new Gemini 3 Flash delivers near-real-time AI performance with the speed, scale, and cost efficiency enterprises need as AI moves from Q&A to action.Highlights00:03 — Google has expanded its Gemini 3 model family with the introduction of Gemini 3 Flash, a model designed for speed without sacrificing quality. Gemini 3 Flash enables organizations to process data close to real time, and it's incredibly efficient, combining enhanced speed with better price performance, with this speed comes scalability.00:48 — Ultimately, Gemini 3 Flash enables multimodal processing, which means it can build applications that analyze video and extract data in near real time. Gemini 3 Flash addresses the demand for AI-driven coding and supports the development of more autonomous AI ecosystems at scale, all in a cost effective manner.01:14 — It delivers incredibly low latency, providing near real time experiences, which contrasts with many existing other large language models that often suffer from delays. Speed-optimized models like Gemini 3 Flash are becoming essential as the AI Revolution transitions from the Q&A to one of action.01:40 — Customers now demand capabilities that drive live applications and assist users in real time. This is particularly important considering predicted growth of autonomous AI agents. Now beyond this, as users become more accustomed to AI, they expect multimodality. Visit Cloud Wars for more.

Apple has introduced Creator Studio, a subscription-based suite that embeds AI-assisted features directly into familiar productivity and creative tools while maintaining strict control over interfaces and user experience. Alongside this launch, Apple confirmed a multiyear partnership with Google to use Gemini and Google Cloud as foundational AI infrastructure, reportedly involving annual payments of around $1 billion. The approach reinforces Apple's strategy of treating AI models as interchangeable components while retaining authority at the application layer, shifting responsibility for governance and oversight away from the platform and toward downstream users and advisors.Google, meanwhile, expanded Gemini through a new Personal Intelligence feature that can reason across Gmail, Photos, Search, and YouTube data for consumer accounts. Available initially to paid subscribers and requiring explicit consent, the capability highlights Google's advantage in contextual data rather than model novelty. By keeping the feature out of Workspace for now, Google appears to be setting user expectations in consumer environments before enterprise deployment, a move that may influence how business users evaluate AI-enabled decision support in the future.Pax8 disclosed a data leak affecting approximately 1,800 MSP partners after an internal spreadsheet was mistakenly shared with a limited number of recipients. While no personally identifiable information was exposed, the data included licensing and commercial details that could be used for competitive intelligence or targeted attacks. The incident coincides with Pax8's rapid international expansion, new regional offices, and growing reliance by MSPs on its marketplace for procurement and security tooling, including the recent addition of Cork Cyber's risk intelligence platform.Taken together with renewed attention on AI governance, the Secure by Design initiative, and guidance on when to apply GenAI versus traditional code, the episode underscores a widening gap between automation and authority. Surveys show a majority of IT leaders now prioritize AI governance, reflecting concern over accountability, data flows, and failure handling. For MSPs and IT service providers, these developments reinforce the need to clearly define who has the power to approve, pause, or override AI-driven systems and platform dependencies, as clients increasingly expect service providers to explain and manage outcomes they may not fully control. Four things to know today Apple's Creator Studio and Google Partnership Show a Strategy Built on Control, Not AI OwnershipAs Gemini Reasons Across Gmail, Search, and YouTube, Google Redefines AI Advantage Around Context            Pax8 Data Leak, Rapid Expansion, and Marketplace Growth Expose Risk Shift to MSPsAI Governance, Secure by Design, and GenAI Adoption Reveal a Growing Authority Gap for MSPs This is the Business of Tech.    Supported by:  https://scalepad.com/dave/

Bob Evans sits down with Thomas Kurian, CEO of Google Cloud, following Google Cloud's rise to the #1 position on the Cloud Wars Top 10. Their conversation explores how Google Cloud's customer-first philosophy, deep industry specialization, and long-term AI investments have reshaped its trajectory. Kurian shares how disciplined portfolio choices, partner ecosystems, and applied AI are helping customers innovate for the future rather than reinforce the past.Customer-Led Cloud StrategyThe Big Themes:Customer-Driven Strategy Wins: Google Cloud's ascent to the top spot is rooted in a consistent formula: deeply understanding customer problems and applying technology in distinctive, practical ways. The company's direction has always been shaped by what customers actually need, not internal agendas. This mindset extends across product design, go-to-market execution, and partner alignment. By accepting that only customers can ultimately “say no,” Google Cloud has maintained focus and avoided distractions.Industry Specialization as a Differentiator: Early recognition that industries have fundamentally different needs led Google Cloud to build specialized expertise by vertical. Rather than offering generic solutions, the company invested in industry-aligned product teams, domain-specific capabilities, and tailored go-to-market motions. This approach allows customers to adopt cloud and AI faster, without reinventing best practices.Full-Stack AI, Built Over Time: Google Cloud's AI strategy spans custom silicon (TPUs), infrastructure, models, platforms, and now agents. Kurian says that this wasn't a sudden pivot—it's the result of years of sustained investment, even when AI wasn't fashionable. With Gemini positioned as a leading model, Google Cloud now supports both first-party and third-party models, giving customers flexibility. This layered approach allows enterprises to innovate at their own pace.The Big Quote: “If you want to adopt a technology successfully, you need to pick a few important projects and do them well, rather than spraying on a lot of little projects.”Learn more about Google Cloud and Thomas Kurian:Check out the Google Cloud blog and Thomas Kurian. Visit Cloud Wars for more.

In today's Cloud Wars Minute, I spotlight Thomas Kurian's game-changing customer strategy at Google Cloud.Highlights00:03 — We've got a new number one on the Cloud Wars Top 10. That's Google Cloud. They've leapfrogged Microsoft, and Oracle has moved up to the number two spot, with Microsoft coming in at number three. This is reflective of a very, very different business environment that we're facing here at the beginning of the AI Economy.00:37 — I had the chance to speak with Google Cloud CEO Thomas Kurian. The big point that Kurian made is you've got to understand the customer. But, you've got here a world-class technology company that, before Kurian's arrival in 2019, had as its sole focus: make world-class technology and the world will beat a path to our door.02:15 — As I said, Google Cloud has leapfrogged Microsoft to the number one spot on the Cloud Wars Top 10. The big thing is this customer understanding. And Kurian, in our video interview, describes a number of scenarios across industries, across domains, and how Google Cloud ties that all together for customer success going forward.03:38 — I've had lots of lively discussions with people who believe that because Microsoft and AWS have more revenue than either Google Cloud or Oracle, therefore those are the dominant players. There's market presence on one hand, and then there's this key thing which is: How do you help customers build their futures rather than just perfecting what they've already done in the past?04:15 — And I want to just say congratulations to everyone at Google Cloud for a monumental ascent — from number nine back in 2017, when I started the Cloud Wars Top 10, to number one. And overtaking Microsoft was an extraordinary feat, and that is driven by what customers want, not by internal tech-industry Silicon Valley metrics.Check out my full conversation with Thomas Kurian here. Visit Cloud Wars for more.

In today's Cloud Wars Minute, I explore the massive reshuffle in the Cloud Wars Top 10 driven by the rise of AI-first strategies. Later this morning, I'll expand upon these themes in a second fireside chat with my CEO, John Siefert, specifically focusing on numbers four through ten on the list.Highlights00:03 — We've got more big changes going on in the Cloud Wars Top 10. SAP moves up to number four. Palantir rockets from number 10 to number five. AWS tumbles from number four to number seven, and OpenAI makes its debut on the Cloud Wars Top 10 at number 10.00:37 — So, SAP's got 25% consistent growth for the past couple of years. Clearly, customers are voting for SAP as they move aggressively into agents. Palantir is intensely disruptive, but not just in technology and not just to be different. It feels that today's move — the evolution from this into the AI economy — requires new types of technology.01:46 — In Q3, the last quarter for which Palantir has reported numbers, revenue grew at a remarkable 63% to almost 1.2 billion during that Q3. The number of salespeople that Palantir has actually went down. So, it's finding new ways to engage with customers. AWS started off as number one. It's still a great company, but “great company” is no longer good enough.02:45 — They are not, though, being the leaders — the agenda setters. That has slipped over to Google Cloud; Oracle has taken that away. So, they are the big leaders here, as AWS goes from number four to number seven. OpenAI makes its debut in the Cloud Wars Top 10, as they have now much more than the ChatGPT phenomenon from three years and three months ago.03:49 — Got lots of people now, and certainly Palantir, saying, “Hey, we're an AI platform company as well.” The whole premise for the last nine years of the Cloud Wars Top 10 is tech vendors are now able make their own internal operations, product development, how they engage, who they partner with, how they go to market, tied very tightly to the directions that customers want to go.04:19 — In the old days, the tech vendor sat back, said, “I'm going to make my server 2% faster and 3% less expensive than theirs,” and expected, you know, the world to beat a path to their door. No longer the case. Now, it's the tech companies that have to respond incredibly fast and incredibly decisively and effectively to the new directions that customers are heading in. Visit Cloud Wars for more.

Bob Evans, Founder of Cloud Wars, joins John Siefert, CEO, Cloud Wars and Dynamic Communities, to unpack one of the most dramatic reshuffles in the history of the Cloud Wars Top 10. Together, they explore what Bob calls “tectonic shifts” as Google Cloud rises to number one, Oracle surges to number two, and Microsoft slips to third. The conversation goes well beyond rankings, diving into AI platforms, enterprise outcomes, customer-driven innovation, and why growth, not size alone, defines cloud leadership heading into 2026.A New Cloud OrderThe Big Themes:Growth Transparency Matters: IBM's exit from the Top 10 underscores a critical principle — financial transparency is essential when growth is a core ranking metric. While IBM's leadership and strategy is worthy of praise, the lack of disclosed cloud performance data makes objective evaluation impossible. The Cloud Wars Top 10 prioritizes measurable momentum that reflects customer demand.AWS Reflects the Past, Not the Future: AWS's drop to number seven does not reflect failure but rather strategic timing. While AWS continues to perform well financially, its narrative is more aligned with the cloud's past than its AI-driven future. In contrast, competitors are redefining platforms around agents, inference, and AI-native architectures. The Cloud Wars rankings reward forward momentum, and AWS now faces pressure to reassert innovation leadership rather than rely on historical dominance.The AI Platform Battle Is Escalating: A central theme is the race to become the trusted AI platform. ServiceNow and Palantir are the most explicit contenders, while Google Cloud closely follows. Customers want AI platforms that integrate existing systems, deliver fast outcomes, and scale securely. The winners will be those who enable co-creation, not just consumption, as enterprises build AI capabilities tailored to their specific needs.The Big Quote: "For a while we talked about the hyperscalers as if they're all very homogeneous, all exactly the same, just different variations on a theme. I think what the new Cloud Wars Top 10 reflects is that is not the case at all."More about the Top 10 Shifts:Check out the updated Cloud Wars Top 10 List. Visit Cloud Wars for more.

Bob Evans sits down with John Siefert to unveil major shifts in the Cloud Wars Top 10 rankings in this first of a two-episode series. The discussion centers on why Google Cloud now claims the number-one position, Oracle surges to number two, and Microsoft slides to number three after a historic run. Evans explains how customer empathy, ecosystem strength, security posture, leadership vision, and forward-looking execution — not just financial performance — drive the rankings.The Big Themes:The Cloud Wars Top 10 Is Holistic: The Cloud Wars Top 10 is intentionally designed to move beyond narrow metrics like revenue or technical benchmarks. As Bob Evans explains, the rankings reflect an amalgam of financial performance, innovation velocity, ecosystem maturity, leadership vision, and customer impact. This outside-in methodology evaluates how well vendors understand where customers are today and how effectively they help them move forward.Google Cloud's Rise Reflects Customer Empathy: Google Cloud's move from number two to number one reflects a long-term transformation rather than a sudden spike. Evans highlights how Google Cloud evolved from a technology-first organization disconnected from enterprise realities into a customer-centric platform under Thomas Kurian's leadership. Empathy for customers' existing environments, focus on sovereignty, security, compliance, and open ecosystems enabled Google Cloud to convert its technical strengths into market leadership and sustained growth.Oracle's Momentum Is About the Future: Oracle's move into the number two spot is driven by its success winning new, forward-looking business — particularly AI-driven workloads. Evans points to Oracle's Remaining Performance Obligation (RPO) growth and aggressive go-to-market innovation. Oracle's willingness to finance cloud expansion differently is framed not as weakness, but as strategic differentiation. Leadership continuity, operational experience, and a clear vision for AI infrastructure and data-centric cloud services are fueling Oracle's ascent.The Big Quote: “Nobody owns first place. You just rent it, and that lease can be pulled at any time if somebody else is doing a better job.”Stay tuned for the second episode on Cloud Wars Top 10 shifts, coming tomorrow.More about the Top 10 Shifts:Check out the updated Cloud Wars Top 10 List. Visit Cloud Wars for more.

In today's Cloud Wars Minute, I break down why Google Cloud now tops the Cloud Wars Top 10.Highlights00:08 — This week we have named Google Cloud as the new number one company on the Cloud Wars Top 10. Oracle has risen to number two. Microsoft slides down to number three. Microsoft's held that top spot for four years. It's three times bigger than Google Cloud, but there's much more that goes into the Cloud Wars Top 10 than size alone.01:30 — We've got coming up a video with John Siefert, our CEO, and also a detailed article that looks at a lot of the key indicators behind Google Cloud's rise, points to some of the challenges Microsoft has faced, and also mentions how Oracle, too, has moved up here because it is doing more of what customers need to be successful in the AI Economy.02:06 — Thomas Kurian has just done a phenomenal job. When Kurian started, he said, “I need to triple the size of our sales organization.” So, while Google Cloud's always had great technology, its connection to customers and its way of engaging with customers was something that Kurian pretty much had to build from scratch.02:57 — I think Microsoft's cloud revenues, relative to Oracle, are seven times bigger, but it's more than that. Who's leading the innovation agenda? Who is taking these new ideas forward? Who is helping customers adapt quickly, transform quickly, and become the sort of companies they're going to need to be to succeed and win in the AI Economy?03:46 — When I started, a lot of people said, “You can't compare an infrastructure company to an applications company.” I said, “Sure, I can.” I felt that often these lists of who the leaders are in different markets or categories were driven by Silicon Valley, inside-the-industry perspectives. Here, I've tried to take a look at it for these nine years from the point of view of customers.04:24 — And I think in this case, regardless of the size differential, Google Cloud is doing more on both cloud and AI. I think about what Oracle's done to be able to come up to number two. A handful of years ago, Oracle said, “We're going full force into the cloud infrastructure business. We're going to become a hyperscaler.” Many so-called experts said that's crazy.05:01 — Yet, Oracle has built a huge and fast-growing business out of that. Okay, again, going back a handful of years, there were people who said AWS is the number one company. It's the king of the cloud. Nobody will ever be able to touch it or displace it. Well, Microsoft did that. Nobody owns first place. It's a temporary lease.06:03 — It's now Google Cloud, Oracle, Microsoft as the top three companies. We'll give you lots more details on who's in the number four through number ten spots going forward over the next week or two, and then within that and going forward, deeper analyses of each company and where they stand. Visit Cloud Wars for more.

Artificial intelligence adoption is accelerating without formal ownership as employees, customers, and patients integrate AI tools into daily decisions. Surveys from Gallup show 45% of U.S. employees use AI at work at least occasionally, while research cited by OpenAI indicates roughly 60% of American adults recently used AI for health-related questions. Zoho and Arion Research report that 41% of organizations have strengthened privacy measures after adopting AI, reflecting growing concern about data exposure and accountability. For MSPs, the shift places liability closer to the systems being used rather than the vendors supplying them.Trust in digital media is also eroding as AI-generated content becomes harder to distinguish from authentic material. Instagram CEO Adam Mosseri states that assuming photos or videos reflect real events is no longer reliable and suggests verification at the point of capture rather than labeling generated content. This approach reframes trust as a technical system rather than a social assumption. For IT providers, the issue extends beyond social platforms to security footage, compliance evidence, training data, and any asset where authenticity must be demonstrated.At the same time, automation and AI training are converging on the same constraint: expert judgment. HireArt's 2025 AI Trainer Compensation Report shows subject-matter experts earning $60 to more than $180 per hour, compared with under $20 for generalist data labelers, reflecting the cost of errors in regulated or technical fields. Kaseya's 2025 EMEA MSP Benchmark Report finds that while nearly 75% of MSPs expect revenue growth, 45% face staffing and skills shortages, increasing reliance on automation built on accurate data and curated exceptions.Major vendors are embedding judgment directly into platforms. ServiceNow's planned $7.75 billion acquisition of Armis expands asset classification and risk scoring within workflows. Freshworks' acquisition of FireHydrant integrates AI-driven incident management into ITSM. Google Cloud's revamped Partner Network shifts incentives toward outcome-based tiers beginning in 2026. For MSPs and IT service leaders, these moves concentrate responsibility around interpretation, governance, and accountability, even as tools increasingly define risk and success.Four things to know today00:00 Surveys Show AI Adoption Is Happening Without Ownership as Employees, Customers, and Patients Lead Usage04:50 Instagram's CEO Says Trust Is No Longer Assumed as AI Forces Proof-of-Reality Models07:22 AI and MSP Automation Are Converging on the Same Bottleneck: Expert Judgment09:52 Vendors Shift From Tools to Judgement as ServiceNow, Freshworks, and Google Cloud Embed Risk, Incidents, and Outcomes This is the Business of Tech.    Supported by:  https://scalepad.com/dave/

 Welcome to episode 337 of The Cloud Pod, where the forecast is always cloudy! Justin, Matt, and Ryan have hit the recording studio to bring you all the latest in cloud and AI news, from acquisitions and price hikes to new tools that Ryan somehow loves but also hates? We don't understand either… but let's get started!  Titles we almost went with this week Prompt Engineering Our Way Into Trouble The Demo Worked Yesterday, We Swear It Scales Horizontally, Trust Us Responsible AI But Terrible Copy (Marketing Edition) General News  00:58 Watch ‘The Thinking Game' documentary for free on YouTube Google DeepMind is releasing the “The Thinking Game” documentary for free on YouTube starting November 25, marking the fifth anniversary of AlphaFold.  The feature-length film provides behind-the-scenes access to the AI lab and documents the team’s work toward artificial general intelligence over five years. The documentary captures the moment when the AlphaFold team learned they had solved the 50-year protein folding problem in biology, a scientific achievement that recently earned Demis Hassabis and John Jumper the Nobel Prize in Chemistry.  This represents one of the most significant practical applications of deep learning to fundamental scientific research. The film was produced by the same award-winning team that created the AlphaGo documentary, which chronicled DeepMind’s earlier achievement in mastering the game of Go. For cloud and AI practitioners, this offers insight into how Google DeepMind approaches complex AI research problems and the development process behind their models. While this is primarily a documentary release rather than a technical product announcement, it provides context for understanding Google’s broader AI strategy and the research foundation underlying its cloud AI services. The AlphaFold model itself is available through Google Cloud for protein structure prediction workloads. 01:54 Justin – “If you're not into technology, don't care about any of that, and don't care about AI and how they built all the AI models that are now powering the world of LLMs we have, you will not like this documentary.”  04:22 ServiceNow to buy Armis in $7.7 billion security deal • The Register ServiceNow is acquiring Armis for $7.75 billion to integrate real-time security intelligence with its Configuration Management Database, allowing customers to identify vulnerabilities across IT, OT, and medical devices and remediate them through automated workflows. 

Welcome back to the Ultimate Guide to Partnering® Podcast. AI agents are your next customers. Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/ Check Out UPX:https://theultimatepartner.com/experience/ In this exclusive interview, Vince Menzione sits down with Darryl Peek, Vice President for Partner Sales (Public Sector) at Elastic, to decode how Elastic achieved the rare “triple crown”—winning Partner of the Year across Microsoft, Amazon, and Google Cloud simultaneously. Darryl breaks down the engineering-first approach that makes Elastic sticky with hyperscalers, reveals the rigorous metrics behind their partner health scorecard, and shares his personal “one-page strategy” for aligning mission, vision, and execution. From leveraging generative AI for cleaner sales hygiene to the timeless lesson of the “Acre of Diamonds,” this conversation offers a masterclass in building high-performance partner ecosystems in the public sector and beyond. https://youtu.be/__GE0r2fPuk Key Takeaways Elastic achieved “Pinnacle” status by aligning engineering roadmaps directly with hyperscaler innovations to become essential infrastructure. Successful public sector sales require a dual approach: leveraging resellers for contract access while driving domain-specific co-sell motions. Partner relationships outperform contracts; consistency in communication is more valuable than only showing up for renewals. Effective partner organizations track “influence” revenue just as rigorously as direct bookings to capture the full value of SI relationships. Generative AI can automate sales hygiene, turning scattered meeting notes into actionable CRM data and reducing friction for sales teams. The “Acre of Diamonds” philosophy reminds leaders that the greatest opportunities often lie within their current ecosystem, not in distant new markets. 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. Keywords: Elastic, Darryl Peek, public sector sales, hyperscaler partnership, Microsoft Partner of the Year, AWS Partner of the Year, Google Cloud Partner, partner ecosystem strategy, co-sell motion, partner metrics, channel sales, government contracting, Carahsoft, generative AI in sales, sales hygiene, Russell Conwell, Acre of Diamonds, open source search, observability, security SIM, vector search, retrieval augmented generation, LLM agnostic, partner enablement, influence revenue, channel booking, SI relationships, strategic alliances. Transcript: Darryl Peek Audio Episode [00:00:00] Darryl Peek: I say, I tell my team from time to time, the difference between contacts and contracts is the R and that’s the relationship. So if you’re not building the relationship, then how do you expect that partner to want to lean in? Don’t just show up when you have a contract. Don’t just show up when you have a renewal. [00:00:13] Darryl Peek: Make sure that you are reaching out and letting them know what is happening. Don’t just talk to me when you need a renewal, right? When you’re at end of quarter and you want me to bring a deal forward, [00:00:23] Vince Menzione: welcome to the Ultimate Guide to Partnering. I’m Vince Menzi. Own your host, and my mission is to help leaders like you achieve your greatest results through successful partnering. [00:00:34] Vince Menzione: We just came off Ultimate Partner live at Caresoft Training Center in Reston, Virginia. Over two days, we gathered top leaders to tackle the real shifts shaping our industry. If you weren’t in the room, this episode brings you right to the edge of what’s next. Let’s dive in. So we have another privilege, an incredible partner, another like we call these, if you’ve heard our term, pinnacle. [00:01:00] Vince Menzione: I think it’s a term that’s not widely used, but we refer to Pinnacle as the partners that have achieved the top rung. They’ve become partners of the year. And our next presenter, our next interview is going to be with an organization. And a person that represents an organization that has been a pinnacle partner actually for all three Hyperscalers, which is really unusual. [00:01:24] Vince Menzione: Elastic has been partner of the Year award winner across Microsoft, Amazon, and Google Cloud, so very interesting. And Darrell Peak, who is the leader for the public sector organization, he’s here in the Washington DC area, was kind enough. Elastic is a sponsor event, and Darryl’s been kind enough to join me for a discussion about what it takes to be a Pinnacle partner. [00:01:47] Vince Menzione: So incredibly well. Excited to welcome you, Darryl. Thank you, sir. Good to have you. I love you. I love your smile, man. You got an incredible smile. Thank you. Thank you, Vince. Thank you. So Darryl, I probably didn’t do it any justice, but I was hoping you could take us through your role and responsibilities at Elastic, which is an incredible organization. [00:02:08] Vince Menzione: Alright. Yeah, [00:02:09] Darryl Peek: absolutely. So Darrell Peak vice President for partner sales for the US public sector at Elastic. I’ve been there about two and a half years. Responsible for our partner relationships across all partner types, whether that’s the system integrators, resellers, MSPs, OEMs, distribution Hyperscalers, and our Technology Alliance partners. [00:02:26] Darryl Peek: And those are partners that aren’t built on the Elastic platform. In regards to how my partner team interacts with our team. Our ecosystem. We are essentially looking to further and lean in with our partners in order for them to, one, understand what Elastic does since we’re such a diverse tool, but also work with our field to understand what are their priorities and how do they identify the right partners for the right requirements. [00:02:50] Darryl Peek: In regards to what Elastic is and what it does elastic is a solution that is actually founded on search and we’re an open source company. And one of the things that I actually did when I left the government, so I worked for the government for a number of years. I left, went and worked for Salesforce, then worked for Google ran their federal partner team and then came over to Elastic because I wanted to. [00:03:11] Darryl Peek: Understand what it meant to be at an open source company. Being at an open source company is quite interesting ’cause you’re competing against yourself. [00:03:17] Vince Menzione: Yeah, that’s true. [00:03:18] Darryl Peek: So it’s pretty interesting. But elastic was founded in 2012 as a search company. So when you talk about search, we are the second most used platform behind Google. [00:03:28] Darryl Peek: So many of you have already used Elastic. Maybe on your way here, if you use Uber and Lyft, that is elastic. That is helping you get here. Oh, that is interesting. If you use Netflix, if you use wikipedia.com, booking.com, eBay, home Depot, all of those are search capabilities. That Elastic is happening to power in regards to what else we do. [00:03:47] Darryl Peek: We also do observability, which is really around application monitoring, logging, tracing, and metrics. So we are helping your operations team. Pepsi is a customer as well as Cisco. Wow. And then the last thing that we do is security when we’re a SIM solution. So when we talk about sim, we are really looking to protect networks. [00:04:03] Darryl Peek: So we all, we think that it’s a data problem. So with that data problem, what we’re trying to do is not only understand what is happening in the network, but also we are helping with threat intelligence, endpoint and cloud security. So all those elements together is what Elastic does. And we only do it two ways. [00:04:18] Darryl Peek: We’re one platform and we can be deployed OnPrem and in the cloud. So that’s a little bit about me and the company. Hopefully it was clear, [00:04:24] Vince Menzione: I’ve had elastic people on stage. You’ve done, that’s the best answer I’ve had. What does Elastic do? I used to hear all this hyperbole and what? [00:04:32] Vince Menzione: What? Now I really understand what you do is an organiz. And the name of the company was Elasticsearch. [00:04:36] Darryl Peek: It was [00:04:37] Vince Menzione: elastic at one time when I first. Worked with you. It was Elasticsearch. [00:04:40] Darryl Peek: Absolutely. Yeah. So many moons ago used to be called the Elk Stack and it stood for three things. E was the Elasticsearch which is a search capability. [00:04:48] Darryl Peek: L is Logstash, which is our logging capability. And Cabana is essentially our visualization capability. So it was called Elk. But since we’ve acquired so many companies and built so much capability into the platform, we can now call it the elastic. Platform. [00:05:00] Vince Menzione: So talk to me about your engagement with the hyperscalers. [00:05:02] Vince Menzione: You’ve been partner of the Year award winner with all three, right? I mentioned that, and you were, you worked for Google for a period of time. Yes. So tell us about, like, how does that work? What does that engagement look like? And why do you get chosen as partner of the year? What are the things that stand out when you’re working with these hyperscalers [00:05:19] Darryl Peek: and with that we are very fortunate to be recognized. [00:05:23] Darryl Peek: So many of the organizations that are out there are doing some of the same capabilities that we do, but they can’t claim that they won a part of the year for all three hyperscalers in the same year. We are able to do that because we believe in the power of partnership, not only from a technology perspective, but also from a sales perspective. [00:05:39] Darryl Peek: So we definitely lean in with our partnerships, so having our engineers talk, having our product teams talk, and making sure that we’re building capabilities that actually integrate within the cloud service providers. And also consistently building a roadmap that aligns with the innovation that the cloud service providers are also building towards. [00:05:56] Darryl Peek: And then making sure that we’re a topic of discussion. So elastic. From a search capability, we do semantic search, vector search, but also retrieval augmented generation, which actually is LLM Agnostic. So when you say LLM Agnostic, whether you want to use Gemini, Claude or even Chad, GBT, those things are something that Elastic can integrate in, but it actually helps reduce the likelihood of hallucination. [00:06:18] Darryl Peek: So when we’re building that kind of solution, the cloud service provider’s you’re making it easy for us, and when you make it easy, you become very attractive and therefore you’re. Likely gonna come. So it becomes [00:06:28] Vince Menzione: sticky in that regard. Very sticky. So it sounds like very much an engineer, a lot of emphasis on the engineering aspects of the business. [00:06:35] Vince Menzione: I know you’re an engineer by background too, right? So the engineering aspects of the business means that you’re having alignment with the engineering organizations of those companies at a very deep level. [00:06:44] Darryl Peek: Absolutely. So I’m [00:06:45] Vince Menzione: here. [00:06:45] Darryl Peek: Yeah. And being at Elastic has been pretty amazing. So coming from Google, we had so many different solutions, so many different SKUs, but Elastic releases every eight weeks. [00:06:54] Darryl Peek: So right before you start to understand the last release, the next release is coming out and we’re already at 9.2 and we just released 9.0 in May. So it’s really blazing fast on the capability that we’re really pushing the market, but it’s really hard to make sure that we get it in front of our partners. [00:07:10] Darryl Peek: So when we talk about our partner enablement strategy, we’re just trying to make sure that we get the right information in front of the right partners at the right time, so this way they can best service their customers. [00:07:19] Vince Menzione: So let’s talk about partner strategy. Alyssa Fitzpatrick was on stage with me at our last event, and she Alyssa’s fantastic. [00:07:25] Vince Menzione: She is incredible. Yes, she is. She was a former colleague at Microsoft Days. Yes. And then she, we had a really interesting conversation. About what it takes, like being in, in a company and then working with the partners in general. And you have, I’m sure you have a lot of the similarities in how you have to engage with these organizations. [00:07:42] Vince Menzione: You’re working across the hyperscalers, you’re also working with the ecosystem too. Yes. ’cause the delivery, you have delivery partners as well. Absolutely. So tell us more about that. [00:07:50] Darryl Peek: So we kinda look at it from a two, two ways from the pre-sales motion and then the post-sales. From the pre-sales side. [00:07:56] Darryl Peek: What we’re trying to do is really maximize our, not only working with partners, because within public sector, you need to get access to customers through contract vehicles. So if you want to get access to some, for instance, the VA or through GSA or others, you have to make sure you’re aligned with the right partners who have access to. [00:08:12] Darryl Peek: That particular agency, but also you want domain expertise. So as you’re working with those system integrators, you wanna make sure that they have capability that aligns. So whether it is a security requirement, you wanna work with someone who specializes in security, observability and search. So that’s the way that we really look at our partner ecosystem, but those who are interested in working with us. [00:08:30] Darryl Peek: Because everybody doesn’t necessarily have a emphasis on working with a new technology partner, [00:08:36] Vince Menzione: right? [00:08:36] Darryl Peek: So what we’re trying to do is saying how do we build programs, incentives and sales plays that really does align and strike the interest of that particular partner? So when we talk about it I tell my team, you have to, my grandfather to say, plan your work and work your plan. And if you fail a plan, you plan to fail. So being able to not only have a strong plan in place, but then execute against that plan, check against that plan as you go through the fiscal year, and then see how you come out at the end of the fiscal year to see are we making that progress? [00:09:01] Darryl Peek: But on the other side of it, and what I get stressed about with my sales team and saying what does partners bring to us? So where are those partner deal registrations? What is the partner source numbers? How are we creating more pipeline? And that is where we’re now saying, okay, how can we navigate and how can we make it easier? [00:09:17] Darryl Peek: And how can we reduce friction in order for the partner to say, okay, elastic’s easy to work with. I can see value in, oh, by the way, I can make some money with. [00:09:25] Vince Menzione: So take us through, have there been examples of areas where you’ve had to like, break through to this other side in terms of growing the partner ecosystem? [00:09:33] Vince Menzione: What’s worked, what hasn’t worked? Yes, I’d love to learn more about that. [00:09:36] Darryl Peek: I’ll say that and I tell my team one, you partner program is essential, right? If you don’t have an attractive partner program in regards to how they come on board, how they’re incentivized the right amount of margin, they won’t even look at you. [00:09:49] Darryl Peek: The second thing is really how do you engage? So a lot of things start with relationships. I think partnerships are really about relationships. I say I tell my team from time to time, the difference between contacts and contracts is the R and that’s the relationship. So if you’re not building the relationship, then how do you expect that partner to want to lean in? [00:10:07] Darryl Peek: Don’t just show up when you have a contract. Don’t just show up when you have a renewal. Make sure that you are reaching out and letting them know what is happening. I like the what Matt brought up in saying, okay, talk to me when you have a win. Talk to me when you have something to talk about. [00:10:22] Darryl Peek: Don’t just talk to me when you need a renewal. When you’re at end the quarter and you want me to bring a deal forward, that doesn’t help ab absolutely. [00:10:28] Vince Menzione: So engineering organizations, sales organizations, what are, what does a healthy partnership look like for you? [00:10:35] Darryl Peek: So I look at metrics a lot and we use a number of tools and I know folks are using tools out there. [00:10:41] Darryl Peek: I won’t name any tools for branding purposes, but in regards to how we look at tools. So some things that we measure closely. Of course it’s our partner source numbers, so partner source, bookings, and pipeline. We look at our partner attached numbers and pipeline as well as the amount or percentage of partner attached business that we have in regards to our overall a CV number. [00:11:00] Darryl Peek: We also look at co-sell numbers, so therefore we are looking at not only how. A partner is coming to us, but how is a partner helping us in closing the deal even though they didn’t bring us the deal? We’re also looking at our cloud numbers and saying what amount of deals and how much business are we doing with our cloud service providers? [00:11:15] Darryl Peek: Because of course we wanna see that number go up year over year. We wanna actually help with that consumption number because not only are we looking at it from a SaaS perspective, but also if the customer has to commit we can help burn that down as well. We also look at influence numbers. [00:11:27] Darryl Peek: Now, one of the harder things to do within a technology business is. Capturing all that si goodness. And saying how do I reflect the SI if they’re not bringing me the deal? And I can’t attribute that amount of deal to that particular partner, right? And the way that we do that is we just tag them to the influence. [00:11:44] Darryl Peek: So we’re able to now track influence. And also the M-S-P-O-E-M work that we are also tracking and also we’re tracking the royalties. And lastly is the professional service work that we do with those partners. So we’re looking to go up into the right where we start them out at our select level, we go to our premier level and then our elite level. [00:12:00] Darryl Peek: But left and to the right, I say you gotta go from zero to one, one to five, five to 10, and then 10 to 25. So if we can actually see that progression. That is where we’re really starting to see health in the partnership, but also the executive alignment is really important. So when our CEO is able to meet with the fellow CEO of the co partner company that is really showing how we are progressing, but also our VPs and others that are engaged. [00:12:20] Darryl Peek: So those are things that we really do measure. We do have a health score card and also, we track accreditations, we track certifications as well as training outcomes based on our sales place. [00:12:30] Vince Menzione: Wow. There’s a lot of metrics there. Yeah. So you didn’t bring, you didn’t bring any slides with that out? [00:12:35] Darryl Peek: Oh, no. I’m not looking at slides, by the way. [00:12:40] Vince Menzione: Let’s talk about marketplace. [00:12:42] Darryl Peek: All right? [00:12:42] Vince Menzione: Because we’ve had a lot of conversations about marketplace. We’ve got both vendors up here talking about marketplace and the importance of marketplace, right? You’ve been a Marketplace Award winner. We haven’t really talked about that, like that motion per se. [00:12:55] Vince Menzione: I’d love to s I’d love to hear from you like how you, a, what you had to overcome to get to marketplace, what the marketplace motion looks like for your organization, what a marketplace first motion looks like. ’cause a lot of your cut a. Are all your customers requiring a lot of direct selling effort or is it some of it through Marketplace? [00:13:14] Vince Menzione: Like how does it, how does that work for you? [00:13:15] Darryl Peek: So Elastic is a global organization. Yeah. So we’re, 40 different countries. So it depends on where we’re talking. So if we talk about our international business, which is our A PJ and EMEA business we are seeing a lot more marketplace and we’re seeing that those direct deals with customers. [00:13:28] Darryl Peek: Okay. And we’re talking about our mirror business. A significant amount goes through marketplace and where our customers are transacting with the marketplace and are listing. On the marketplace within public sector, it’s more of a resell motion. Okay. So we are working with our resellers. [00:13:39] Darryl Peek: So we work our primary distribution partner is Carahsoft. So you heard from Craig earlier. Yes. We have a strong relationship with Carahsoft and definitely a big fan of this organization. But in regards to how we do that and how we track it we are looking at better ways to, track that orchestration and consumption numbers in order to see not only what customers we’re working with, but how can we really accelerate that motion and really get those leads and transactions going. [00:14:03] Vince Menzione: Very cool. Very cool. And I think part of the reason why in, in the government or public sector space it has a lot to do with the commitments are different. Absolutely. So it’s not government agencies aren’t able to make the same level of commitments that, private sector organizations were able to make, so they were able to the Mac or Microsoft parlance and also a AWS’s parlance. [00:14:23] Vince Menzione: Yeah, [00:14:24] Darryl Peek: definitely a different dynamic. Yeah. And especially within the public sector. ’cause we have Gov Cloud to work with, right? That’s right. So we’re working with Microsoft or we’re working with AWS, they have their Gov cloud and then we Google, they don’t have a Gov cloud, but we still have to work with them differently. [00:14:35] Darryl Peek: Yeah. Within that space. That’s [00:14:36] Vince Menzione: right. That’s right. So it makes the motion a little bit differently there. So I think we talked through some of this. I just wanna make sure we cover our points [00:14:43] Darryl Peek: here. One thing I’ll do an aside, you talked about the acre of diamonds. I’m a big fan of that story. [00:14:47] Vince Menzione: Yeah, let’s talk about Russ Con. Yeah, [00:14:49] Darryl Peek: let’s talk about it. Do you all know about the Acre Diamonds? Have you all heard that story before? No. You have some those in the audience. [00:14:55] Vince Menzione: I, you know what, let’s talk about it. All [00:14:56] Darryl Peek: See, I’m from Philadelphia. [00:14:57] Vince Menzione: I didn’t know you were a family. My daughter went to Temple University. [00:14:59] Vince Menzione: Ah, [00:15:00] Darryl Peek: okay. That’s all I know. So Russell Conwell. So he was, a gentleman out of the Philadelphia area and he went around town to raise money and he wanted to raise money because he believed that there was a promise within a specific area. And as he continued to raise this money, he would tell a story. [00:15:14] Darryl Peek: And basically it was a story about a farmer in Africa. And the farmer in Africa, to make it really short was essentially looking to be become very wealthy. And because he wanted to become very wealthy, he believed that selling his farm and going off to a long distant land was the primary way for him to find diamonds. [00:15:28] Darryl Peek: And this farmer didn’t sold us. Sold his place, then went off to to this foreign land, and he ended up dying. And people thought that was the end of the story, but there was another farmer who bought that land and one time this big, and they called him the ot, came to the door and said you mind if I have some tea with you? [00:15:43] Darryl Peek: He said, all right, come on in. Have a drink. And as he had the drink, he looked upon the mantle and his mouth dropped. And then the farmer said what’s wrong? What do you say? He says, do you know what that is? No. He said no. Do you know what that is? He says, no. He said, that’s the biggest diamond I’ve ever seen, and the farmer goes. [00:16:01] Darryl Peek: That’s weird because there’s a bunch right in the back where I go grab my fruits and crops every day. So the idea of the acre diamonds and sometimes that you don’t need to go off to a far off land. It is actually sometimes right under your feet, and that is a story that helped fund the starting of Temple University. [00:16:16] Vince Menzione: I’m gonna need to take you at every single event so you can tell this story again. That’s an awesome job. Oh, I love it. And yeah, they founded a Temple University. Yeah. Which has become an incredible university. My daughter, like I said, my daughter’s a graduate, so we’re Temple fan. That’s great story. [00:16:31] Vince Menzione: That is a very cool, I didn’t realize you were a Philadelphia guy too, so that is awesome. Go birds. Go birds. All right, good. So let’s talk, I think we talked a little bit about your ecosystem approach, but maybe just a little bit more on this, like you said, like a lot of data, a lot of metrics but also a lot of these organizations also have to under understand the engineering side of things. [00:16:53] Vince Menzione: Oh, yeah. There’s a tremendous amount to become. Not everybody could just show up one day and become an elastic partner [00:16:58] Darryl Peek: absolutely. Absolutely. So take us [00:16:59] Vince Menzione: through that process. [00:17:00] Darryl Peek: Yeah. So one of the things that we are trying to mature and we have matured is our partner go to market. [00:17:06] Darryl Peek: So in order to join our partner ecosystem, you have to sign ’em through our partner portal. You have to sign our indirect reseller agreement. ’cause we do sell primarily within the public sector through distribution. And we only go direct if it is by exception. So you have to get justification through myself as well as our VP for public sector. [00:17:21] Darryl Peek: But we really do try to make sure that we can aggregate this because one thing that we have to monitor is terms and conditions. ’cause of course, working with the government, there’s a lot of terms and conditions. So we try to alleviate that by having it go through caresoft, they’re able to absorb some, so this way we can actually transact with the government. [00:17:36] Darryl Peek: In regards to the team though we try to really work closely with our solution architecture team. So this way we can develop clear enablement strategies with our partners so this way they know what it is we do, but also how to properly bring us up in a conversation. Also handle objections and also what are we doing to implement our solutions within other markets. [00:17:55] Darryl Peek: So those are things that we are doing as well as partner marketing. Top of funnel activity is really important, so we’re trying to differentiate what we’re doing with the field and field marketing. So you’re doing the leads and m qls and things of that nature also with partner marketing. So our partner marketing actually is driven by leads, but also we’re trying to transact. [00:18:10] Darryl Peek: And get Ps of which our partner deal registration. So that is how we align our partner go to market. And that is actually translating into our partner source outcomes. [00:18:18] Vince Menzione: And I think we have a slide that talks a little bit about your public sector partner strategy. [00:18:23] Darryl Peek: Oh yeah. Oh, I share that. So I thought maybe we could spin it. [00:18:25] Darryl Peek: Absolutely. [00:18:25] Vince Menzione: I know you we can’t see it, but they can. Oh, they can. Okay. Great. [00:18:29] Darryl Peek: There it’s there. [00:18:30] Vince Menzione: It’s career. [00:18:31] Darryl Peek: One thing, I think this was Einstein has said, if you can’t explain it simply, you don’t understand it well enough. So that was the one thing. So I always was a big fan of creating a one page strategy. [00:18:39] Darryl Peek: And based on this one page strategy one of the things when I worked at Salesforce it was really about a couple things and the saying, okay, what are your bookings? And if you don’t have bookings, what does your pipeline look like? If you don’t have pipeline, what does your prospecting look like? [00:18:51] Darryl Peek: Yeah. If you don’t have prospecting what does your account plan look like? And if you don’t have an account plan, why are you here? Why are you here? Exactly. So those are the things that I really talk to my team about is just really a, it’s about bookings. It’s about pipeline. It’s about planning, enablement and execution. [00:19:05] Darryl Peek: It’s about marketing, branding and evangelism, and also about operational excellence and how to execute. Very cool. So being able to do that and also I, since I came from Salesforce, I talk to my team a lot about Salesforce hygiene. So we really talk about that a lot. So make, making sure we’re making proper use of chatter, but also as we talk about utilizing ai, we just try to. [00:19:21] Darryl Peek: How do we simplify that, right? So if we’re using Zoom or we’re using Google, how do we make sure that we’re capturing those meeting minutes, translating that, putting that into the system, so therefore we have a record of that engagement with that partner. So this is a continuous threat. So this way I don’t have to call my partner manager the entire time. [00:19:36] Darryl Peek: I can look back, see what actions, see what was discussed, and say, okay, how can we keep this conversation going? Because we shouldn’t have to have those conversations every time. I shouldn’t have to text you to say, give me the download on every partner. Every time. How do we automate that? And that’s really where you’re creating this context window with your Genive ai. [00:19:53] Darryl Peek: I think they said what 75% of organizations are using one AI tool. And I think 1% are mature in that. But also a number of organizations, it’s 90% of organizations are using generative AI tools to some degree. So we are using gen to bi. We do use a number of them. We have elastic GPT. Nice little brand there. [00:20:11] Darryl Peek: But yeah, we use that for not only understanding what’s in our our repositories and data lakes and data warehouses, but also what are some answers that we can have in regards to proposal responses, RP responses, RFI, responses and the like. [00:20:23] Vince Menzione: And you’re reaching out to the other LLMs through your tool? [00:20:26] Darryl Peek: We can actually interact with any LLM. So we are a LLM Agnostic. [00:20:29] Vince Menzione: Got it. Yep. That’s fantastic. And this slide is we’ll make this available if you don’t have a, yeah, have a chance. We’ll share it. I [00:20:36] Darryl Peek: am happy to share, yeah. And obviously happy to talk, reach out about it. Of, of course. I simplified it in order to account for you, but one of the things that I talk about is mission, vision of values. [00:20:45] Darryl Peek: And as we start with that is what is your mission now? How is anybody from Pittsburgh, anybody steal a fan? Oh wow. No, there’s a steel fan over [00:20:54] Vince Menzione: here. There’s one here. There’s a couple of ’em are out here. So I feel bad. [00:20:57] Darryl Peek: The reason why I put immaculate in there is for the immaculate reception, actually. [00:21:00] Darryl Peek: Yes. And basically saying that if you ever seen that play, it was not pretty at all. It was a very discombobulated play. Yeah. And I usually say that’s the way that you work with partners too, because when that deal doesn’t come in, when you gotta make a call, when you’re texting somebody at 11 o’clock at night, when you’re trying to get that at, right before quarter end. [00:21:17] Darryl Peek: Yeah. Before the end of it. It really is difficult, but it’s really creating that immaculate experience. You want that partner to come back. I know it’s challenging, but I appreciate how you leaned in with us. Yes, absolutely. I appreciate how you work with us. I appreciate how you held our hand through the process, and that’s what I tell my team, that we have to create that partner experience. [00:21:32] Darryl Peek: And maybe that’s a carryover from Salesforce, Dave. I don’t know. But also when we talk about enhancing or accelerating our partner. Our public sector outcomes that is really working with the customer, right? So customer experience has to be part of it. Like all of us have to be focused on that North star, and that is really how do we service the customer, and that’s what we choose to do. [00:21:48] Darryl Peek: But also the internal part. So I used to survey my team many moves ago, and I said, if we don’t get 80% satisfaction rate from our employees how do we get 60% satisfaction rate from our customers? Yeah. So really focus on that employee success and employee satisfaction. It’s so important, is very important. [00:22:03] Darryl Peek: So being able to understand what are the needs of your employees? Are you really addressing their concerns and are you really driving them forward? Are you challenging them? Are you creating pathways for progression? So those are things that I definitely try to do with my team. As well as just really encouraging, inspiring, yeah. [00:22:19] Darryl Peek: And just making sure that they’re having fun at the same time. [00:22:21] Vince Menzione: It shows up in such, I, there’s an airline I don’t fly any longer, and it was a million mile member of and I know it’s because of the way they treat their employees. [00:22:29] Vince Menzione: Because it cascades Right? [00:22:30] Darryl Peek: It does. Culture is important. [00:22:32] Vince Menzione: Yeah. Absolutely. [00:22:32] Darryl Peek: What is it? What Anderson Howard they say what col. Mark Andresen culture eat strategy for [00:22:37] Vince Menzione: breakfast. He strategy for breakfast? Yes. Very much this has been insightful. I really enjoyed having you here today. Really a great, you’re a lot of fun. You’re a lot of fun. [00:22:43] Vince Menzione: Darry, isn’t you? Amazing. So thank you for joining us. Thank you all. Thank And you’re gonna be, you’re gonna be sticking around for a little while today. I’m sticking around for a little while. I’ll be back in little later. I think people are gonna just en enjoy having a conversation with you, a little sidebar. [00:22:55] Darryl Peek: Absolutely. I’m looking forward to it. Thank you all for having me. Glad to be here. And thank you for giving the time today. [00:23:01] Vince Menzione: Thank you Darryl, so much. So appreciate it. And you’re gonna have to come join me on this Story Diamond tool. Yeah, absolutely. Thanks for tuning into this episode of Ultimate Guide to Partnering. [00:23:12] Vince Menzione: We’re bringing these episodes to you to help you level up your strategy. If you haven’t yet, now’s the time to take action and think about joining our community. We created a unique place, UPX or Ultimate partner experience. It’s more than a community. It’s your competitive edge with insider insights, real-time education, and direct access to people who are driving the ecosystem forward. [00:23:38] Vince Menzione: UPX helps you get results, and we’re just getting started as we’re taking this studio. And we’ll be hosting live stream and digital events here, including our January live stream, the Boca Winter Retreat, and more to come. So visit our website, the ultimate partner.com to learn more and join us. Now’s the time to take your partnerships to the next level.

Might internal memos be a thing of the past?When you can just build something as fast as writing a memo about it, why wouldn't you just build the demo? In this episode of Everyday AI, we sit down with Google Cloud's Richard Seroter to break down five simple ways to use AI with Google. No technical background needed.We talk faster research, better learning, building ideas without overthinking, and why “demos over memos” might change how teams work.If you want practical, no-BS ways to actually use AI in your day‑to‑day, this one's worth a listen.5 Practical AI Workflows That Actually Matter -- An Everyday AI Chat with Jordan Wilson and Google's Richard Seroter (Replay)Newsletter: Sign up for our free daily newsletterMore on this Episode: Episode PageJoin the discussion on LinkedIn: Thoughts on this? Join the convo on LinkedIn and connect with other AI leaders.Upcoming Episodes: Check out the upcoming Everyday AI Livestream lineupWebsite: YourEverydayAI.comEmail The Show: info@youreverydayai.comConnect with Jordan on LinkedInTopics Covered in This Episode:Five Practical AI Workflows with GoogleGemini Deep Research for Rapid AnalysisNotebookLM AI-Powered Knowledge ExplorationGemini CLI and Code Assist for DevelopersGoogle Jewels Autonomous Coding AgentsAI Change Management and Workflow AutomationGemini's Contextual Integration with Email and CalendarGemini and Agentic AI Across Google ProductsTimestamps:00:00 "Simple AI Strategies for Workflows"06:14 "Embracing AI-First Thinking"08:49 "Effective Strategies for Deep Research"11:24 "Context Engineering with LLMs"15:32 "Unlocking AI's Business Potential"17:33 Simplifying Complexity with AI21:21 "Everyone's a Builder Now"24:54 "Building AI Tools for Everyone"28:06 "Communicating Intent to AI Agents"30:16 "AI: The Smarter Interface"33:30 "Everyday AI: Wrap-Up & Subscribe"Keywords:Gemini Deep Research, Google AI, generative AI, AI workflows, Google Cloud, NotebookLM, AI strategies, AI transformation, change management, contextualized AI, agentic work, AI-powered research, personalized AI, deep research tools, collaborative AI agents, AI in business, AI for analysis, large language models, AI for everyday business leaders, Gemini CLI, code assist, AI coding agent, Google Jewels, autonomous AI, background AI teammate, context engineering, integrating AI in workflows, AI for HR, marketing AI, AI-powered knowledge management, learning with AI, AI onboarding, student AI tools, spec driven development, Send Everyday AI and Jordan a text message. (We can't reply back unless you leave contact info) Ready for ROI on GenAI? Go to youreverydayai.com/partner 

A inteligência artificial está mudando completamente o jogo da cibersegurança, tanto para quem ataca quanto para quem tenta se defender. No novo relatório Cybersecurity Forecast 2026, o Google Cloud aponta que a IA deixou de ser exceção e passou a ser padrão nas mãos dos cibercriminosos, impulsionando golpes mais sofisticados, deepfakes realistas e ataques em escala. Neste episódio do Podcast Canaltech, Fernanda Santos conversa com Jorge Blanco, Diretor para Ibéria e América Latina no Office of the CISO do Google Cloud, sobre os principais alertas do estudo. A conversa aborda desde o uso de IA em golpes de voz e vídeo, passando pelo risco dos chamados Shadow Agents dentro das empresas, até novos pontos cegos na infraestrutura digital, como ataques à camada de virtualização. O episódio também traz recomendações práticas para empresas e pessoas comuns se protegerem em um cenário cada vez mais complexo, em que phishing, engenharia social e fraudes digitais se tornam mais difíceis de identificar. Você também vai conferir: Samsung anuncia eletrodomésticos com IA Gemini para 2026, chefe do Instagram fala sobre vídeos longos e conteúdo pago e brasileiros ainda usam senhas fracas em 2025, aponta estudo. Este podcast foi roteirizado e apresentado por Fernada Santos e apresentado e contou com reportagens de André Leonardo, João Melo e Lilian Sibila, sob coordenação de Anaísa Catucci. A trilha sonora é de Guilherme Zomer, a edição de Jully Cruz e a arte da capa é de Erick Teixeira.See omnystudio.com/listener for privacy information.

(0:00) Intro! (2:47) Tony Hinchcliffe roasts the Besties (15:01) Interview: Kill Tony success, MSG rally, origin story, free speech in Europe (36:03) The Besties play Kill Tony! (50:14) The 2025 Bestie Awards: Business, Politics, Tech, and more Thanks to our partners for making this happen! IREN: https://iren.com OKX: https://okx.com Google Cloud: https://cloud.google.com Follow Tony: https://www.youtube.com/@killtony https://x.com/TonyHinchcliffe Follow the besties:  https://x.com/chamath https://x.com/Jason https://x.com/DavidSacks https://x.com/friedberg Follow on X: https://x.com/theallinpod Follow on Instagram: https://www.instagram.com/theallinpod Follow on TikTok: https://www.tiktok.com/@theallinpod Follow on LinkedIn: https://www.linkedin.com/company/allinpod Intro Music Credit: https://rb.gy/tppkzl https://x.com/yung_spielburg Intro Video Credit: https://x.com/TheZachEffect

Michael Centrella is the Head of Public Policy at SecurityScorecard. In this episode, he joins host Paul Spaulding and Anton Chuvakin, Security Advisor at Office of the CISO, Google Cloud, to reflect back on 2025 and look ahead to 2026 in terms of cybersecurity. SecurityScorecard's mission is to make the world a safer place by transforming the way organizations understand, mitigate, and communicate cybersecurity risk to their boards, employees, and vendors. Learn more about our sponsor at https://securityscorecard.com

Hurt and hope can live in the same room, and sometimes that room is a borrowed auditorium in the heart of Seattle's tech campus. We sit down with pastor and church planter Tyler Gorseland to trace a winding path from AA basements and a late-teen encounter with Jesus to launching A Seattle Church surrounded by Amazon, Apple, Meta, and Google Cloud. Tyler opens up about layoffs, the slow work of healing after the Mars Hill collapse, and why his community refused to sprint past grief to chase growth. The result is a church that learned to name pain, practice forgiveness, and become a harbor that sends.We get practical about “church hurt”—what it is, why it's inevitable in real community, and how forgiveness works not as a feeling but as obedience that sets us free. Tyler shares how planting in South Lake Union forced a rethink of ministry: embrace the churn, disciple deeply and quickly, and send people well. From a co-working space that functions like “church without Jesus” to a discipleship training approach built for a transient neighborhood, he walks through the choices that turned constant turnover into a mission advantage.Send us a textWe want to help you find your next steps in ministry.Connect here with EXCEL. Ministry Partner: Christian Community Credit Union

Dans cet épisode en mode débrief de conférence, PPC revient sur l'événement “Génération AI” organisé au CNIT de Paris La Défense.Une conférence très attendue dans l'écosystème tech ? Celle de Google, où Anne-Laure Giret et Frédéric Decaudin, de Google Cloud, ont présenté leur vision du moment autour de Gemini Enterprise et des agents intelligents.PPC décrypte ici les signaux faibles et les signaux forts :• La montée en puissance des agents comme nouvelle interface d'action.• La transformation de la donnée en objet conversationnel.• Le cas d'usage de KPMG pour dé-siloter l'information interne.• Le positionnement stratégique de Google sur l'ouverture technologique.Un épisode qui éclaire les enjeux profonds derrière les mots-clés d'aujourd'hui : agent, data, gouvernance.Pour suivre les actualités de ce podcast, abonnez-vous gratuitement à la newsletter écrite avec amour et garantie sans spam https://bonjourppc.substack.com Et pour découvrir l'ouvrage de PPC Réinventez votre entreprise à l'ère de l'IA, préfacé par Serge Papin, rdv ici https://amzn.to/4gTLwxSHébergé par Ausha. Visitez ausha.co/politique-de-confidentialite pour plus d'informations.

today's Cloud Wars Minute, I unpack how tech and mindset together will decide the winners in the 2026 AI economy.Highlights00:31 — Google Cloud, has just had a pretty interesting engagement with BNY Mellon. BNY used to be called Bank of New York, merged with Mellon — a massive financial services organization — and they've got what I think is a brilliant AI strategy. It's simply: “AI for everyone, everywhere, everything."01:24 — BNY has chosen to take Gemini Enterprise and adapt it into BNY's own sort of home-built AI platform called Eliza. And again, as I noted here, a big part of BNY's mindset on this — their approach to it — is to say: everybody in the organization now has access to the Eliza platform, and now with Gemini Enterprise as well.02:40 — Now, this is something that Google Cloud CTO Will Grannis and I recently discussed on a podcast episode. Fascinating comments from Will — we've got a lot of that covered in a detailed article that will be posted later this morning on this whole BNY–Google Cloud collaboration.03:19 — Will said, look: you can make two lists. On one side, there's a list of companies that succeeded with AI in spite of their culture. He said the other list is companies that succeeded with AI because of their culture. And he said one of those lists will be empty. Guess which one that'll be?04:07 — I think that's going to be one of the big issues and stories going into 2026. The companies that are going to win in the AI economy are going to be ones that are able to master that duality of both the technology and the culture/mindset thing. It has been a fun year here in the Cloud Wars, and we've got more coming up tomorrow — a special Christmas episode of Cloud Wars Minute. Visit Cloud Wars for more.

Join host Kristof Van Tomme with Jean Dulau and Julien Rateau from Google Cloud's Apigee team for a special live episode marking 10 years of our partnership that started with a meeting at APIdays and built up to shaping developer portals and API management worldwide.The conversation then looks forward, exploring the new era of AI and the urgent need for connectivity, governance, and managing complex agent-to-agent communications, and the renewed critical importance of outside-in innovation. Plus, hear the exciting announcement of full MCP support within Apigee, a major step for AI governance.Tune in for insights on our long-term partnership, innovation, and the future of API and AI integration.

As we close out the year, this AI Answers episode offers a reflective look at how organizations are actually navigating AI adoption.  Cathy McPhillips and Paul Roetzer take a step back from tools and headlines to talk about the human side of AI: leadership behavior, workplace culture, and how long-held ideas about productivity and value are being quietly challenged as AI becomes part of everyday work. Show Notes: Access the show notes and show links here Timestamps: 00:00:00 — Intro 00:04:05 — What responsibility do leaders have to confront the fear of AI head-on? 00:05:53 — Is there value in intentionally keeping some work, not just for fact-checking or “human-in-the-loop” oversight, but as a form of cognitive reset? 00:09:18 — Should productivity still be the primary measure of an employee's value? 00:012:13 — What are behaviors executives should model to make AI use feel safe, normal, and expected across teams? 00:17:16 — What are the clearest structural signs an organization is talking about AI transformation while actively resisting it? 00:20:47 — Why do so many organizations default to treating AI as an IT initiative? 00:22:17 — What is vibe coding? 00:23:47 — If you could go back to the very first AI Show episode and correct one major prediction or assumption you had about AI, what would it be and why? 00:28:04 — What is one listener question that fundamentally changed how you think about AI? 00:30:43 — What has been the most personally challenging part of leading conversations about AI's impact on jobs, identity, and the future? 00:35:48 — Where do you think most companies actually over-invested in AI? 00:39:53 — What is one thing you would refuse to automate, no matter how good the tech gets, and why? 00:43:04 — What is your measure for adding a podcast or other medium to your trusted resources? 00:45:03 — How can listeners think about simplifying how they're thinking about, piloting, and scaling AI?  This episode is brought to you by Google Cloud:  Google Cloud is the new way to the cloud, providing AI, infrastructure, developer, data, security, and collaboration tools built for today and tomorrow. Google Cloud offers a powerful, fully integrated and optimized AI stack with its own planet-scale infrastructure, custom-built chips, generative AI models and development platform, as well as AI-powered applications, to help organizations transform. Customers in more than 200 countries and territories turn to Google Cloud as their trusted technology partner. Learn more about Google Cloud here: https://cloud.google.com/   Visit our website Receive our weekly newsletter Join our community: Slack LinkedIn Twitter Instagram Facebook Looking for content and resources? Register for a free webinar Come to our next Marketing AI Conference Enroll in our AI Academy 

GPUs dominate today's AI landscape, but Google argues they are not necessary for every workload. As AI adoption has grown, customers have increasingly demanded compute options that deliver high performance with lower cost and power consumption. Drawing on its long history of custom silicon, Google introduced Axion CPUs in 2024 to meet needs for massive scale, flexibility, and general-purpose computing alongside AI workloads. The Axion-based C4A instance is generally available, while the newer N4A virtual machines promise up to 2x price performance.In this episode, Andrei Gueletii, a technical solutions consultant for Google Cloud joined Gari Singh, a product manager for Google Kubernetes Engine (GKE), and Pranay Bakre, a principal solutions engineer at Arm for this episode, recorded at KubeCon + CloudNativeCon North America, in Atlanta. Built on Arm Neoverse V2 cores, Axion processors emphasize energy efficiency and customization, including flexible machine shapes that let users tailor memory and CPU resources. These features are particularly valuable for platform engineering teams, which must optimize centralized infrastructure for cost, FinOps goals, and price performance as they scale.Importantly, many AI tasks—such as inference for smaller models or batch-oriented jobs—do not require GPUs. CPUs can be more efficient when GPU memory is underutilized or latency demands are low. By decoupling workloads and choosing the right compute for each task, organizations can significantly reduce AI compute costs.Learn more from The New Stack about the Axion-based C4A: Beyond Speed: Why Your Next App Must Be Multi-ArchitectureArm: See a Demo About Migrating a x86-Based App to ARM64Join our community of newsletter subscribers to stay on top of the news and at the top of your game.  Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In today's Cloud Wars Minute, I look at how Google Cloud is reshaping the defense tech landscape.Highlights00:04 — Google Cloud has announced a multi-million dollar contract with the NATO Communication and Information Agency (NCIA), to provide critical sovereign cloud capabilities.This new strategic partnership aims to enhance NATO's digital infrastructure.The NCIA will utilize Google Distributed Cloud, or GDC, to support its Joint Analysis, Training, and Education Center, or JATEC.00:39 — One of the key features it will employ is Google Distributed Cloud (GDC) Air-Gapped, which is an essential component of Google's sovereign cloud solutions. The feature allows the delivery of cloud services and AI capabilities to disconnected, fully secure environments.00:56 —Tara Brady, President of Google Cloud EMEA, said the following: ". . . This partnership will enable NATO to decisively accelerate its digital modernization efforts while maintaining the highest levels of security and digital sovereignty."01:38 — For Google Cloud, this development represents significant progress in expanding its presence within the defense industry, a sector long led by AWS and Microsoft. It also emphasizes growing confidence in Google's sovereign cloud offerings and highlights the increasingly complex and competitive nature of the cloud market. Visit Cloud Wars for more.

In this episode, Noel sits down with David Mytton, founder and CEO of Arcjet, to unpack the React2Shell vulnerability and why it became such a serious remote code execution risk for apps using React server components and Next.js. They explain how server-side features introduced in React 19 changed the attack surface, why cloud providers leaned on WAF mitigation instead of instant patching, and what this incident reveals about modern JavaScript supply chain risk. The conversation also covers dependency sprawl, rushed patches, and why security as a feature needs to start long before production. Links X: https://x.com/davidmytton Blog: https://davidmytton.blog Resources Multiple Threat Actors Exploit React2Shell: https://cloud.google.com/blog/topics/threat-intelligence/threat-actors-exploit-react2shell-cve-2025-55182 We want to hear from you! How did you find us? Did you see us on Twitter? In a newsletter? Or maybe we were recommended by a friend? Fill out our listener survey (https://t.co/oKVAEXipxu)! https://t.co/oKVAEXipxu Let us know by sending an email to our producer, Elizabeth, at elizabeth.becz@logrocket.com (mailto:elizabeth.becz@logrocket.com), or tweet at us at PodRocketPod (https://twitter.com/PodRocketpod). Check out our newsletter (https://blog.logrocket.com/the-replay-newsletter/)! https://blog.logrocket.com/the-replay-newsletter/ Follow us. Get free stickers. Follow us on Apple Podcasts, fill out this form (https://podrocket.logrocket.com/get-podrocket-stickers), and we'll send you free PodRocket stickers! What does LogRocket do? LogRocket provides AI-first session replay and analytics that surfaces the UX and technical issues impacting user experiences. Start understanding where your users are struggling by trying it for free at LogRocket.com. Try LogRocket for free today. (https://logrocket.com/signup/?pdr) Chapters

In today's Cloud Wars Minute, I break down the latest earnings results showing Oracle and Google Cloud surging into a tie for the #2 fastest-growing cloud vendors in the world's greatest growth market.Highlights00:13 — Two companies that are really pushing the boundaries here in the greatest growth market the world has ever known are Oracle and Google Cloud. Recently, Oracle pulled into a tie with Google Cloud for the second spot, number two spot on the fastest growing major cloud vendors list that is topped by number one, Palantir.00:41 — Nine of the 10 companies break out their cloud earnings. IBM does not for reasons I cannot fathom, but of the nine that do, five saw their growth rates accelerate in the most recent quarter, four of them saw declines, but only by one point. So for these, levels of growth are being sustained, strong customer demand, belief in the transformative power of what's going on with AI in the cloud.02:13 — Overall, we see lots of momentum here, across the board all the different sorts of products and services offered by the different Cloud Wars Top 10 companies and we saw Oracle make the biggest jump here, other than Palantir, Oracle went from 28% to 34%. So, it and Google Cloud: I've been making the case for the last 12-15 months that they're the most disruptive of the four hyperscalers.02:43 — They're coming out with new sorts of technologies, new ways of helping to push AI forward and definitely new go to market approaches. The partnership programs they have are also quite striking. So, going into the new year, those are going to be two companies really to watch. I think Microsoft's doing a good job on a very broad basis.03:03 — AWS has some has some work to do. It's just not been performing at the rate, especially when we look at future revenue growth as we see through the RPO numbers — talked about that some in yesterday's episode. Anyway, lively group here. When we say the greatest growth market world has ever known, I think these numbers continue to bear that out. Visit Cloud Wars for more.

AWS Morning Brief for the week of December 15th, with Corey Quinn. Links:Exploring the new AWS European Sovereign Cloud: Sovereign Reference FrameworkNow generally available: Amazon EC2 C8gb instancesAmazon CloudWatch SDK supports optimized JSON, CBOR protocolsBuilding national foundation modelsNew report: Cloud “fundamental” for European national security and defenseAI Increased Productivity? Consider Hiring More Developers!IAM Policy Autopilot: An open-source tool that brings IAM policy expertise to builders and AI coding assistantsAWS and Google Cloud collaborate to simplify multicloud networkingExploring Optimize CPU feature on Amazon RDS for SQL ServerPrometheus MCP Server: AI-Driven Monitoring Intelligence for AWS Users

Deovrat Kajwadkar is the Director of Strategic Deal Pricing and Monetization at Google Cloud, where he sits at the center of some of the most complex commercial decisions in modern tech. With a background in management consulting at McKinsey and deep experience in cloud and AI monetization, Deovrat brings a rare inside view of how pricing actually works when products are platforms, costs are dynamic, and value is constantly evolving. In this conversation, Deovrat and Mark Stiving unpack why pricing is not just a "number-setting" function but the grade of how well everything else in the business is working. They explore the difference between platforms and solutions, why value-based pricing becomes harder as offerings become more flexible, and how AI is changing both how pricing is done and what pricing even means.   Why You Have to Check Out Today's Podcast: Learn why pricing sits at the heart of cloud and AI economics, touching product, strategy, sales, and profitability all at once. Understand how platforms, solutions, and AI fundamentally change value-based pricing, and why cost, competition, and outcomes all matter—at different layers of the stack. Discover why "pulling the dollar lever" is the most expensive move, and what smarter pricing leaders focus on first.   "Pulling the dollar lever is easy—but it's also very expensive. I'd rather pull every other lever first." — Deovrat Kajwadkar   Topics Covered: 01:40 – Cloud Pricing as a Central Role. Deovrat explains why pricing sits at the center of Google Cloud's commercial decisions—connecting product strategy, growth, profitability, and customer value. 05:09 – Cloud Computing for Enterprises. A clear, non-technical explanation of cloud computing for enterprise customers, from infrastructure and platforms to software and AI—and why pricing each layer is different. 08:48 – Value-Based Pricing Challenges. Mark and Deovrat discuss why value-based pricing is especially difficult for platforms, where customers use the same products in very different ways. 13:04 – Value-Based Pricing Strategies. A practical framework for pricing across the cloud stack: cost- and competition-based pricing at the lower layers, and outcome-driven pricing as offerings move closer to customer solutions. 18:10 – AI's Impact on Pricing Strategies. How AI is changing pricing on multiple fronts—what gets priced, how costs behave, and how quickly products and value propositions evolve. 22:34 – AI in Pricing Strategies. Deovrat breaks down how AI can support pricing decisions, from customer analysis and renewals to analytics and decision support—while stressing the importance of clean data foundations. 24:12 – AI Value Delivery Challenges. Why delivering real AI value is harder than building the technology itself, and how change management and business adoption affect pricing and monetization. 27:30 – Pricing Advice for Business Impact. Deovrat's closing advice: great pricing leaders expand their skill set beyond pricing fundamentals—and pull every lever before resorting to raising prices.   Key Takeaways: "Pricing touches almost everything—it's the heart of a company's economics." — Deovrat Kajwadkar "The more commoditized the offering, the more cost and competition matter." — Deovrat Kajwadkar "As you move closer to business outcomes, value-based pricing becomes possible—but harder." — Deovrat Kajwadkar "AI changes pricing, but it doesn't eliminate the fundamentals." — Deovrat Kajwadkar   People / Resources Mentioned: Google Cloud – Cloud platform spanning infrastructure, AI models, developer tools, and industry solutions. McKinsey & Company – Deovrat's consulting background, shaping his strategic view of pricing and technology. AI Models & Agentic Workflows – Referenced in the context of pricing analytics, automation, and decision support.   Connect with Deovrat Kajwadkar: LinkedIn: https://www.linkedin.com/in/deovrat-kajwadkar   Connect with Mark Stiving: LinkedIn: https://www.linkedin.com/in/stiving/ Email: mark@impactpricing.com  

Welcome back to the Ultimate Guide to Partnering® Podcast. AI agents are your next customers. Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/ Check Out UPX:https://theultimatepartner.com/experience/ Jen Odess, Group Vice President of Partner Excellence at ServiceNow, joins Vince Menzione to discuss the company’s incredible transformation from an IT ticketing solution to a leading AI-native platform for business transformation. Jen dives deep into how ServiceNow has strategically invested in and infused AI into its unified platform over the last decade, enabling over a billion workflows daily. She also outlines the critical role of the partner ecosystem, which executes 87% of all implementations, and reveals the company’s strategic initiatives, including its commitment to the hyperscaler marketplaces, the goal to hit half a billion dollars in annual contract value for its Now Assist AI product, and the push for partners to adopt an ‘AI-native’ methodology to capitalize on the fact that customers still want over 70% of AI buying to be done through partners. Key Takeaways ServiceNow is an ‘AI-native’ company, having invested in and built AI directly into its unified platform for over a decade. The company’s core value today is in its unified AI platform, single data model, and leadership in workflows that connect the entire enterprise. ServiceNow will hit $500 million in annual contract value for its Now Assist AI products by the end of 2025, making it the fastest-growing product in company history. An astonishing 87% of all ServiceNow implementations are done by its global partner ecosystem, highlighting their crucial role. The company is leveraging the half-trillion-dollar opportunity of durable cloud budgets by driving marketplace transactions and helping customers burn down cloud commits using ServiceNow solutions. To win in the AI era, partners must adopt AI internally, co-innovate on the platform, and strategically differentiate themselves to rank higher in the forthcoming agentic matching system. Key Tags: ServiceNow, AI-native platform, Now Assist, Jen Odess, partner excellence, workflow leader, AI platform for business transformation, hyperscalers, Microsoft Azure, Google Cloud, AWS, marketplace transactions, cloud commits, AIDA model, agentic matching, F-Pattern, Z-Pattern, group vice president, MSP, GSI, co-innovation, autonomous implementation, technical constraints, visual hierarchy, UX, UI, responsive design. Ultimate Partner is the independent community for technology leaders navigating the tectonic shifts in cloud, AI, marketplaces, and co-selling. Through live events, UPX membership, advisory, and the Ultimate Guide to Partnering® podcast, we help organizations align with hyperscalers, accelerate growth, and achieve their greatest results through successful partnering. Transcript: Jen Odess Audio Podcast [00:00:00] Jen Odess: The AI platform for business transformation, and I love to say to people, it sounds like a handful of cliche words that just got stacked together. The AI platform for business transformation. Yeah. We all know these words, so many companies use ’em, but it is such deliberate language and I love to explain why. [00:00:20] Vince Menzione: Welcome to, or welcome back to The Ultimate Guide to Partnering. I’m Vince Menzi on your host, and my mission is to help leaders like you achieve your greatest results through successful partnering. Today we have a special leader, Jen Odes is the GVP for Partner Excellence at ServiceNow. And joins me here in the studio in Boca Raton. [00:00:40] Vince Menzione: Jen, welcome to the podcast. Thanks, Vince. It’s so great to be here. I am so thrilled to welcome you. To Boca Raton, Florida. Our podcast home look at this amazing background we have Here is this, and this is where we host our ultimate partner Winter retreat. Actually, in February, we’re gonna give that a plug. [00:00:58] Vince Menzione: Okay. I’d love to have you come back. I’d love to have an invite. And you flew in this morning from Washington DC [00:01:04] Jen Odess: I did. It was 20 degrees when I left my house this morning and this backdrop. Is definitely giving me, island South Florida like vibes. It’s fabulous. [00:01:13] Vince Menzione: And we’re gonna talk about ServiceNow. [00:01:14] Vince Menzione: And you’re also opening an office down here? We [00:01:17] Jen Odess: are [00:01:17] Vince Menzione: in West Palm Beach. Not too far from where we are. Yes. Later 2026. Yeah. I love that. And then so we’ll work on the recruiting year, but let’s dive in. Okay. So thrilled to have ServiceNow and to have you in the room. This has been an incredible time for your organization. [00:01:31] Vince Menzione: I have been watching, obviously I work with Microsoft. We’ve had Google. In the studio, Amazon onboard as well. And other than those three organizations, I can’t think of any other legacy organization that has embraced AI more succinctly than ServiceNow. And I thought we’d start there, but I really wanna spend some time getting to know you and getting to know your role, your mission, and your journey to this incredible. [00:01:57] Vince Menzione: Leadership role as a global vice president. We’ll talk about Or [00:02:01] Jen Odess: group. Group Vice president. I know it doesn’t roll off the tongue. I get it. A group vice president doesn’t roll. [00:02:05] Vince Menzione: G-V-P-G-V-P doesn’t roll off the time. And in some organizations it is global. It is in other organizations, it’s group. So let’s, you’re not [00:02:12] Jen Odess: the first to say global vice president. [00:02:14] Jen Odess: Okay. I’ll take either way. It’s fine. [00:02:15] Vince Menzione: Yeah. Yeah. And might be a promotion. Let’s talk. Let’s talk about that. Let’s talk about you and your career journey and your mission. [00:02:22] Jen Odess: Yeah, so I’ve been at ServiceNow for five years. In fact, January will be like the five year anniversary and then it will be the beginning of my sixth year. [00:02:31] Jen Odess: Amazing. And I actually got hired originally to build out the initial partner enablement function. So it didn’t really exist five years ago. There was certainly enablement that happened to Sure. All individuals that were. Using, consuming, buying ServiceNow, working with ServiceNow. But the partner enablement function from pre to post-sale, that whole life cycle didn’t exist yet. [00:02:54] Jen Odess: So that was my initial job. I got hired to run partner enablement and it before. And how big [00:02:59] Vince Menzione: was your partner organization at that point? It must have been pretty small. [00:03:01] Jen Odess: It was actually not as small as you would think. Gosh, that’s a great question. You’re challenging my memory from five years ago. [00:03:08] Jen Odess: I know that we’re over 2,500 partners today and we add hundreds every year, so it had to have been in the low one thousands. Wow. Is where we were five years ago. But the maturity of the ecosystem is grossly larger today than it was then. I can imagine. So back then there was less than 30,000 individuals that were skilled on ServiceNow to sell or solution or deliver. [00:03:34] Jen Odess: Today there’s almost a hundred thousand. Wow. So yeah that’s like the maturity in the capability within the ecosystem. But before I start on my ServiceNow and my group vice president. Which is a great role, by the way. Group Vice President. Yeah. Partner Excellence group. I’m very proud of it. [00:03:49] Jen Odess: But but let me tell you what brought me here, please. So I actually came from a partner, but not in the ServiceNow ecosystem. Okay. I won’t name the partner, but let’s just say it’s a competitor, a competitive ecosystem. And I worked for a services shop that today I would refer to as multinational. [00:04:11] Jen Odess: Kind of a boutique darling, but with over 1,500 consultants, so Okay. A behemoth as well? Yeah. Privately held. And we were a force to be reckoned with, and it was really fun. I held so many roles. I was a customer success manager. I led the data science practice at one point. I ran global alliances and partnerships. [00:04:35] Jen Odess: At one point I was the chief of staff to the CEO at the time that company was acquired. Big global si. And and then at one point I even spun off for the big global SI and helped run a culture initiative to transform co corporate culture. Wow. Very inside the whole organization. Wow. That is very, yeah. [00:04:54] Jen Odess: Really interesting set of roles. And the whole reason I came to ServiceNow is by the time I was concluding that journey in that ecosystem on the services side, I felt like. I didn’t fully understand what it meant to be on the software product side. And I often felt like I approached friction or moments of frustration and heartache with resentment for the software company. [00:05:20] Jen Odess: Sure. Or maybe just a lack of empathy for what they must be going through as well. It always felt like I was on the kind of [00:05:26] Vince Menzione: negative you were on the other side of the table. Totally. [00:05:27] Jen Odess: Yeah. And, or maybe like the redheaded stepchild kind of a concept as a partner. And so I sought out to. Learn more, which is probably a big piece of my journey is just constant curiosity. [00:05:38] Jen Odess: Nice. And I thought I think the thing I’m missing is seeing what it means firsthand to be on the software product side. And that was what led me to a career at ServiceNow. Five years strong. Yeah. So [00:05:50] Vince Menzione: talk about partner experience for those who don’t know what that means. [00:05:53] Jen Odess: Yeah. Today my role is partner excellence, but it used to be partner experience. [00:05:58] Jen Odess: Okay. And so the don’t. Yeah, that’s normal to say both things. And they actually mean two very different things. [00:06:04] Vince Menzione: Yeah, I would say so. [00:06:05] Jen Odess: And we deliberately changed the title about a year ago. So today, partner Excellence is about really ensuring that we build a vibrant AI led ecosystem. And that’s from the whole life cycle of the partner, from the day they choose to be a partner and onboard, and hopefully to the day they’re just. [00:06:23] Jen Odess: Thriving and growing like crazy, and then across the whole life cycle of the customer pre to post sale. So it’s, we are almost like the underpinning and the infras infrastructure. Someone once said it’s like we’re the insurance policy of all global partnerships and channels. That’s how we operate across global partnerships and channels and service Now. [00:06:42] Vince Menzione: And you have a very intimate relationship with those partners. We’re gonna dive in on that as well. Yes. But let’s talk about this time like no other. I talk about tectonic shifts at all of our events. People that listen to our podcasts know we talk about the acceleration of transformation, and it’s happening so fast. [00:06:58] Vince Menzione: It was happening fast even during COVID. But then. I’ll call this date or time period, the November 20, 22 time period when Chat GPT launched. Oh yeah. And that really changed the world in many respects, right? Yeah. Microsoft had already leaned in with chat, GPT, Google, we talked to Google about this. [00:07:17] Vince Menzione: Even having them in the room was like, they were caught flatfooted in a way, and they had a lot of the technology and they didn’t lean in. But it feels like ServiceNow was one of the first, certainly on the ISV side of the house and refer to the term ISV. Loosely, because hyperscalers are ISVs as well. [00:07:34] Vince Menzione: They were early to lean in and have leaned it in such a way from a business application perspective that I believe we haven’t seen embracing and infusing AI into your platform. I was hoping we could dive in a little bit on ServiceNow from a. Kinda legacy, what the organization was and is today. [00:07:56] Vince Menzione: And then also this infusion of AI into the platform. If you don’t mind, [00:07:59] Jen Odess: I love this topic. Okay. And I feel like it’s such a privilege to talk about ServiceNow on this topic because we really are a leader in the category. I’ll almost rewind back to over 20 years ago when the company was founded. [00:08:11] Jen Odess: Today, fast forward, we are so much more than an IT ticketing company. We are, [00:08:16] Vince Menzione: but that was the legacy. That’s how I knew service now 20 years ago. [00:08:19] Jen Odess: And what a beautiful legacy. Yeah. But we have expanded immensely beyond that. And that’s the beautiful story to tell customers. That’s so fun. [00:08:28] Jen Odess: But what what I love is that. So 20 years ago, that was where we started. And today, do you know that over a billion workflows are put to work every single day for our customers? A billion [00:08:38] Vince Menzione: workflows, over a billion workflows. That’s crazy. [00:08:40] Jen Odess: And 87% of all implementations for ServiceNow were done by partnerships. [00:08:46] Jen Odess: And channels. That’s fantastic. So you think about those billion plus workflows daily, all because of our partner ecosystem. This is my small plug. I’m just very proud 80, proud 86%. [00:08:56] Vince Menzione: Did you hear that? Part’s 86%. [00:08:57] Jen Odess: Amazing. And so that’s like what we’re, that’s what we’re a leader in the category. We are a leader in workflows categorically. [00:09:05] Jen Odess: But then over a decade ago, we started investing in ai. We started building it right into our platform, and this becomes the next kind of notch on our belt, which is we are a unified platform. Nothing is bolted on, nothing is just apid in. Yeah, it is a unified platform. So all of that AI that for the past decade we’ve been building in into our platform. [00:09:28] Jen Odess: Just in our AI platform, which is now what we are calling it, the AI platform. [00:09:34] Vince Menzione: And I would say that unless you were a startup starting up from scratch today and building on an LLM, we were building in a way I don’t think any other organization’s gonna actually state that [00:09:45] Jen Odess: what’s actually why we call ourselves AI native. [00:09:47] Jen Odess: Yeah, beca for that exact reason. And that’s who we’re competing with a lot these days, is the truly AI native startups where they didn’t have, the 20 years. Previously that we had, but that’s what makes us so unique in the situation, is that unified AI platform, a single data model that can connect to anything. [00:10:07] Jen Odess: And then the workflow leader. And when you put all those things together, AI plus data, plus workflows and that’s where the magic happens. Yeah. Across the enterprise. It’s pretty cool. [00:10:17] Vince Menzione: That is very cool. And you start thinking about, and we start talking about agent as a, as an example. Let’s talk about this for a second. [00:10:23] Vince Menzione: You, when what is this bolt-on, we could use the terms co-pilot, we could use Ag Agent ai, but they are generally bolted onto an existing application today. So take us through the 10 years and how it has become a portion or a significant portion. Of ServiceNow. [00:10:41] Jen Odess: When say the question a little bit more. [00:10:43] Jen Odess: Like when you say it’s, yeah, when which examples have bolted on? [00:10:47] Vince Menzione: So exa, we, what we see today is the hyperscalers coming out with their own solution sets, right? They’re taking and they’re offering it up to their ecosystem to infuse it into their product and portfolio. To me, those that look like bolted on in many respects, unless it’s an AI need as a native organization, a startup organization. [00:11:07] Vince Menzione: They’re mostly taking and re-engineering or bolting onto their existing solutions. [00:11:12] Jen Odess: I follow. Yeah. Thank you for giving me a little more context. So I call this our any problem. It’s like one of the best problems to have we can connect into. Anything, any cloud, any ai, any platform, any system, any data, any workflow, and that’s where any hyperscaler, and that’s the part that makes it so incredible. [00:11:32] Jen Odess: So your word is bolt on, and I use the word any the, any problem. Yeah. We’ve got this beautiful kind of stack visual that just, it’s like it just one on top of the other. Any. Any, and no one else can really say that. I gotta see [00:11:45] Vince Menzione: that visual. Yeah. Yeah. So talk about this a little bit more. So you’re uniquely positioned. [00:11:52] Vince Menzione: Let’s talk about how you position, you talked about being AI native. What does that imply and what does that mean in terms of the evolution of the platform? From ticketing to workflows to the business applications? What are the type of applications Yeah. Markets, industries that you’re starting to see. [00:12:08] Jen Odess: So I’ll actually answer this with, taking on a small, maybe marketing or positioning journey. So there was a time when our tagline would be The World Works with ServiceNow. There was a time when it was, we put AI to work for people and today and it, I think it was around Knowledge 2025, this came out. [00:12:28] Jen Odess: It was the AI platform for business transformation. And I love to say to people, it sounds like a handful of. Cliche words that just got stacked together. The AI platform for business transformation. Yeah. We all know these words, so many companies use ’em, but it is such deliberate language and I love to explain why. [00:12:46] Jen Odess: So the first is the AI platform is calling out that we are an AI native platform. We are a unified platform. It’s a chance to say all that goodness I already shared with you. Yeah. And the business transformation is actually telling the story of no longer being a solution. Point or no longer being an individual product that does X. [00:13:06] Jen Odess: It’s about saying. The ServiceNow platform can go north to south and east to west across your entire enterprise. Okay. Up and down the entire tech stack. Any. And then east to west, it can cut across the enterprise, the C-suite, the buying centers, all into one unified AI platform. With one data model. [00:13:26] Jen Odess: I love it. And so I love that AI platform for business transformation actually has so much purpose. [00:13:32] Vince Menzione: It does. So you’re going across the stack, so you’re going all the way from the bottom layer, all the way up to the top from the ue. Ui. And then you’re going across the organization, right? You’re going across the C-suite, you’re going across all the business functions of an organization. [00:13:46] Vince Menzione: Correct. And so the workflows are going across each of those business functions? [00:13:49] Jen Odess: Correct. And then our AI control tower is sitting at the very top, governing over all of it. [00:13:53] Vince Menzione: I love the control tower. [00:13:54] Jen Odess: I know the governance, security risk protocol, managing all the agents interoperability. Yeah. [00:14:01] Vince Menzione: And then data at the very bottom right. [00:14:03] Vince Menzione: Controlling all those elements and the governance of the data and the right, the cleanliness of the data and so on. Yeah. That’s incredible. I we could probably talk about business applications. I know one, in fact, I’ve had a person sit in this, your chair from we’ll call it a large GSIA very significant GSI one of the top five. [00:14:21] Vince Menzione: And they took ServiceNow and they applied it to their business partnering function. And they used, and we, you probably don’t know about this one, but I know that that’s a, an example of taking it and applying it all across all the workflows, across all the geographies of the organization and taking a lot of the process that was all done manually. [00:14:40] Vince Menzione: That was stove pipe business processes that were all stove piped and removing the stove pipe and making for a fluid organizational flow. [00:14:47] Jen Odess: And I’ll bet you the end user didn’t even realize ServiceNow was the backend. That’s some of the greatest examples actually. [00:14:53] Vince Menzione: Yeah. Yeah. So Jen, we work with all the hyperscalers. [00:14:56] Vince Menzione: We have a very strong relationship with Microsoft. Goes back many years, my back to my days at Microsoft and we’ve had Google in the room. We have AWS now as well. We bring them all together because we believe that partners work with, need to work with all three. And I know that you have had an interesting transformation at ServiceNow around the hyperscalers. [00:15:16] Vince Menzione: I was hoping you could dive in a little deeper with us. [00:15:19] Jen Odess: Yeah. We are so proud of our relationships with the hyperscalers, so the same three, so it’s Microsoft Azure, Google Cloud, and AWS. And really it’s it’s a strategic 360 partnership and our goal is really to drive marketplace transactions. [00:15:34] Jen Odess: So ServiceNow selling in all of their marketplaces and then. Burn down of our customers cloud commits. I love it. It’s really a beautiful story for our customers and for the hyperscalers and for ServiceNow. And so we’ve, it’s brand, it’s a brand new announcement from late in the year 2025. Love it. And we’re really excited about it. [00:15:51] Vince Menzione: Yeah. And then we, and we get all of the marketplace leaders in the room. So we’ve worked with all of those people. And one of the key points about this is there is over a half a trillion dollars in durable cloud budgets with customers that [00:16:08] Vince Menzione: Already committed to, I know, so that tam available, a half a trillion dollars is available to customers to burn down and utilize your solutions and professional services with partners as well in terms of driving a complete solution. [00:16:21] Jen Odess: That’s exactly the motion we’re pushing is to go and leverage those cloud commits to get on ServiceNow and in some cases, maybe even take out other products to go with ServiceNow and actually end up funding the transition to ServiceNow. Yeah. Yeah. [00:16:37] Vince Menzione: So you serve thousands of customers today, thousands of customers. [00:16:42] Vince Menzione: I can’t even. Fathom the exact number, but you have this partner ecosystem that you described, and their reach is even more incredible, like hundreds of thousands. Yeah. So tell us a little bit more about how you think about that, and then how do you drive the partner ecosystem in the right way to drive this partner excellence that you described. [00:17:02] Jen Odess: Yeah, that’s a great question. So yeah, thousands of ServiceNow customers and we’re barely scratching the surface in comparison to our partners customers. So we have over 2,500 partners Wow. In our ecosystem. And today they cut across what I would call five routes to market. That partners can go to market with ServiceNow. [00:17:21] Jen Odess: Okay. The first is consulting and implementation. This will be your classic kind of consulting shop or GSI approach. The second is resell, just like it sounds. Yep. [00:17:30] Vince Menzione: Transactional. [00:17:31] Jen Odess: Yep. The third is managed service provider. [00:17:33] Vince Menzione: Okay. [00:17:34] Jen Odess: The fourth is what we call build, which is. The ISV, strategic Tech partner realm, and then the fifth is hyperscaler. [00:17:43] Jen Odess: Those are the five routes to market. So partners can choose to be in one or all or two. It doesn’t matter. It’s whichever one fits the kind of business they want to go drive. Nice. Where they’re. Expertise lies. And then we’ve got partners that show up globally, partners that show up multinational and partners that show up regionally and then partners that show up locally, in country and that’s it. [00:18:06] Jen Odess: And we really want a diverse set of partners capable of delivering where any of our customers are. So it’s important that we have that dynamic ecosystem where we really push them. We’re actually trying hard to balance this. Yeah, you would’ve heard it from many of your other partners. This direct versus indirect. [00:18:24] Jen Odess: Yes. Motion. For anyone listening that doesn’t know the difference, right? Direct is ServiceNow is selling direct to a customer, there might be a partner involved influencing that will implement. Yeah, likely but ServiceNow is really driving the sale versus indirect where the whole thing routes through the partner. [00:18:39] Jen Odess: Right? Which is your classic reseller or managed service provider and often a an ISV. And you know that balance is never gonna be perfect ’cause we’re not gonna commit to go all direct or all indirect. We’re gonna continue to sit in this space where we’re trying to find a healthy balance. [00:18:56] Jen Odess: So I find a lot of our time trying to figure out how do you set all those parties up for success? Yeah. The parties are the ServiceNow field sellers? And then you’ve also got the partnerships and channels, so the ecosystem, and then you’ve got the people in global partnerships and channels. So my broader organization, and we’re all trying to figure out how to work harmoniously together and it’s a lot of, it is my job to get us there. [00:19:19] Jen Odess: And so we use lots of things like incentives and benefits and we will put in place gated entry, really strategic gated entry. What does [00:19:29] Vince Menzione: gated entry mean? [00:19:30] Jen Odess: Yeah. What I mean is if you want to have a chance at being matched with a customer Yeah. For a very specific deal. Or it’s really one of three to get matched. [00:19:41] Jen Odess: ‘Cause you can never match one-to-one. It has to be three or more. Okay. We have good compliance rules in place. Yeah. But in order to even. Like surface to the top of the list to be matched. There’s a gated entry, which is, you’ve gotta have validated practices. Okay. Which is how, it’s these various ways, as you described, you quantify and qualify the partner’s capabilities. [00:20:00] Vince Menzione: Yeah. So you have to meet these qualifications. Yes. And you could be one of three to enter and be. Potentially matched, considered significant or Yes. Match for this deal? [00:20:08] Jen Odess: Yes, that’s exactly right. So we use, various things like that. And then we try to carve what I would call dance card space reseller in commercial, try to sit here and like carve by geo, by region, by country dance card space as well to help the partners really know exactly where they can unleash versus, hey, this is the process and the rules of engagement. To go and sell alongside the direct org sales organization [00:20:33] Vince Menzione: and you’re gonna have multiple partners in the same opportunities. [00:20:37] Vince Menzione: Absolutely not. Not necessarily competing with each other. There’s three competing each with each other, but also you’re gonna have other partners that provide different capabilities as well. You might have that have some that are just transac. Those are gonna be those channel or reseller partners. [00:20:52] Vince Menzione: You might have an MSP that’s actually delivering, or at least providing some type of managed service on top of the stack. Like supporting the customer. Yeah. And then you might have an SI GSI an integration partner that’s also doing the con the consulting work around getting the solution to meet with the customer’s requirements. [00:21:12] Vince Menzione: Would you say [00:21:13] Jen Odess: so? That’s exactly right. Yeah. And actually in. AI era, we’re seeing more of it than ever. And even on the smaller deals, maybe not the GSIs on the smaller deals, but we’re seeing multiple partners come in to serve up their specific expertise, which is actually a best practice. That’s [00:21:33] Vince Menzione: terrific. [00:21:33] Jen Odess: We don’t want. If you’ve got an area that’s a blind spot and you’re a partner, but that’s something your customer is buying from you, there’s no harm in saying let’s bring in an expert in that category to deliver that piece of the business. That’s right. And we’ll maybe shadow and watch alongside. [00:21:46] Jen Odess: So we’re seeing more and more of it. And I actually think like the world of. Partnerships and ecosystems. If I go back to like my previous ecosystem as well, it’s become so much more communal than ever before. Yes. This idea that we can share and be more open and maybe even commiserate over the things, gosh, I can’t believe we have the same frustrations or we have the same. [00:22:09] Jen Odess: Wow, that’s amazing. And you’re in this country. And I’m in this country. And so we’re seeing more and more coming together on deals which I really respect a lot. ’cause So one of the new facts we’ve just learned actually, Vince, is that. Of all the ai buying that customers are doing out there, they actually still want over 70% of it to be done by partners. [00:22:32] Vince Menzione: Yes. [00:22:33] Jen Odess: So even though it looks like it could be maybe set up easy configured, easy plug and play it. It to get, it’s not real ROI. You still need a partner with expertise in that industry or that domain, or in that location or in that language to come and bring the value to life. And we will certainly accelerate, help accelerate time to value with things that ServiceNow will do for our partners. [00:22:56] Jen Odess: But if over 70% is gonna go to partners and AI is so new, wouldn’t you want more than one partner Sometimes on a absolutely on a deal, at least while we’re all learning. I think we can keep ebbing and flowing [00:23:07] Vince Menzione: on this. We you, I dunno if Jay McBain, ’cause we’ve had him in the room here and he is a, he’s an analyst that does a lot of work around this topic. [00:23:14] Vince Menzione: And we talk about the seven seats at the table because there are, again, you need more you, first of all, you need to have your trusted, you need to have the organizations that you work with. And you also, in the world of ai, with all of the tectonic shifts, all the constant changing that’s going on right now, I need to make sure that I have the right. [00:23:31] Vince Menzione: People by my side that I can trust, they can help me deliver what I need to deliver. ’cause it might have changed from six months ago. And the technology is changing. Everything is changing so rapidly right now. So again, having all those right people I want to pick up on something ’cause we talked a little bit about MSPs and they’ve become a favorite topic of ours. [00:23:52] Vince Menzione: I have become acutely aware of the Ms P community recently. I kinda looked at them as well. There’s little small partners, but you’ve suggested this as well. They have regional expert, they have expertise in a specific area. And can be trusted, and maybe you’re integrating multiple solution sets for a customer. [00:24:11] Vince Menzione: But we’ve seen this MSP community become very vibrant lately, and I feel like they woke up to technology and to AI in such a big way. Can you comment on that? [00:24:20] Jen Odess: So we feel and see the same thing I’ve always valued what managed service providers bring to the table. It’s like that. [00:24:26] Jen Odess: Classic are you a transformation shop or are you a ta? The tail end or the run business shop? And so many partners are like we’re both, and I wanna be like, but are you? But now I feel like we finally are seeing the run business is so fruitful. So AI is innovating. All the time. [00:24:46] Jen Odess: We, we are innovating as a AI platform all the time. What used to be six month, every six months family releases of our software. Yeah. It became quarterly and now we’re practically seeing releases of new innovation every six to eight weeks. So why wouldn’t you want a managed service provider? Paying close attention to your whole instance on ServiceNow and taking into account all the latest innovation and building it into your existing instance, and then looking out for what new things you should be bringing in. [00:25:20] Jen Odess: So that’s the beauty of the, it’s almost partnerships, observing, and then suggesting how to keep. Doing better and more and better versus always jumping straight back to complete redesign and transformation. Yeah, and that’s one of the things I like about the MSPs in this space. [00:25:36] Vince Menzione: So let’s broaden out from this part of the conversation ’cause you’re giving specific guidance to the MSPs, but let’s think about this whole partner community. [00:25:43] Vince Menzione: And you’ve seen this transformation coming over to ServiceNow and even within ServiceNow these last five years. How do these organizations need to think differently? And how do they need to structure their services in this newent world? [00:25:58] Jen Odess: Great question. There’s really four things that I think they have to be thoughtful of. [00:26:02] Jen Odess: The first is maybe the most obvious they have to adopt AI as their own ways of doing work methodology. Delivery, whatever it is, because only through the, it’s not about taking out people in jobs, it’s about doing the job faster, right? It’s about getting the customer to value faster so that adoption of AI will make or break some partners. [00:26:24] Jen Odess: And our goal is that every partner comes on the other side of this AI journey, thriving and surviving. So we’re really pushing. This agenda. And maybe later I can talk to you a little bit more about this autonomous implementation concept. Please. ’cause I that will [00:26:37] Vince Menzione: resonate. So you’re saying they need to, we used to use the term eat their own dog food. [00:26:41] Vince Menzione: Now it’s drink your own champagne. Yeah. But they need to adopt it as well internally. [00:26:46] Jen Odess: Yeah. And I think whether they’re using, I hope they’re using ServiceNow as like a client, zero. To do some of that adoption. But there’s lots of other tools that are great AI tools that will make your job and your day-to-day life and the execution of that job easier. [00:26:59] Jen Odess: So we want them adopting all of that. The second is, we really need to see partners. Innovating on the ServiceNow platform. Yeah. And whether that’s building agents AI agents that go into the ServiceNow store, whether it’s building a really fantastic solution that we wanna joint jointly go to market with, or maybe it’s one of those embedded solutions you were commenting where the end user doesn’t even know that the backend, like a tax and audit solution that is actually just. [00:27:29] Jen Odess: The backend is all ServiceNow. Yeah. But that partner is going to market and selling it to all their customers. Exactly. So I think this co-innovation is gonna be a place that we will really win in market. The third is if a partner wants to stand out right now, they have to differentiate on paper too. [00:27:47] Jen Odess: It’s gotta like what does that mean? So if there’s 2,500 partners. And it’s not like we don’t walk around and just say, you should talk to this partner. Yeah. Or here’s my secret list. You should, we don’t do that. That’s not good business and it’s not compliant. So we have algorithms that take all the quantitative and qualitative data on our partners and they know all the data points ’cause it’s part of the partner program Nice. [00:28:10] Jen Odess: That they adhere to and then ranks them on status. And all those data points are what I’m referring to as on paper. You’ve gotta be differentiated. So whether or not you wanna be great at one thing or great across the whole thing, think about how all of those quantitative and qualitative data points are making you stand out, because that’s where those matches that I was referring to. [00:28:35] Jen Odess: Yes. That’s where that’s gonna come to life. And it’s skills, it’s capabilities. It’s deployments. So Proofpoint and deployments, customer success stories, csat, all the things. So [00:28:47] Vince Menzione: those are all the qualifi qualifiers for and more, but those are the types [00:28:49] Jen Odess: of qualifications. Yeah. [00:28:51] Vince Menzione: And then do your, does your sales organization do a match against that based on a customer’s requirements that they’re working with and who they work with and co-sell with? [00:29:00] Jen Odess: And I feel like you just lobbed me the greatest question. I didn’t even know you were gonna ask it, but I’m so glad you did. So today. Today there is something called a partner finder, which is which is nice, but it’s a little bit old school in a world of ai. Yeah. So you go to servicenow.com, you click partner from the top navigation, and then it says find a partner and you can literally type in the products you’re buying the country, you’re, that you’re headquartered out of. [00:29:26] Jen Odess: Whatever thing you’re looking for. And it will start to filter based on all those data points, the right partners, and you can actually click right there to be connected to a partner. So lead generation. Okay, interesting. But where we’re going is a agentic matching right in our CRM for the field. Oh. So those data points are gonna matter even more, and that’s where the gated. [00:29:48] Jen Odess: I say gated entry, which is probably too extreme, right? It’s really gated. If you wanna surface toward the top, there’s gated parameters to try to surface to the top, but those data points will feed the algorithm and it will genetically match right in our CRM for the field. Who are the best suited partners? [00:30:09] Jen Odess: Would you like to talk to them? [00:30:10] Vince Menzione: Okay. And so is it. Partner facing? Is it sales team facing [00:30:14] Jen Odess: Right now? It’s sales. It’ll, when it goes live, it will be sales team facing. Okay. But we have greater ambition for what partners can do with it. Yeah. Not just in the indirect motion, but also what partners may be able to do with it to interface with our field. [00:30:30] Jen Odess: The. [00:30:31] Vince Menzione: The, yeah the collaboration [00:30:33] Jen Odess: opportunity. Which is always a friction point that we’re working on [00:30:36] Vince Menzione: always because it’s very manual. It’s people intensive. Yeah. Partner development managers sitting on both sides of the equation and the interface between the sales organization and a partner organization is not always the. The easiest. So right. Automated, quite a bit of that. [00:30:49] Jen Odess: My boss is obsessed with the easy button, which I know is a phrase many of us in the US know from I think it’s an Office Depot, all these ways in which we can have easy button moments for the partner ecosystem is what we’re trying to focus on. [00:31:01] Jen Odess: I love the easy button. [00:31:02] Vince Menzione: Yeah. And I love your boss too. Yeah, he’s fabulous. Fabulous. So Michael and I go back like many years ago. You must have, [00:31:08] Jen Odess: yeah. You must have had paths crossing on numerous occasions. [00:31:12] Vince Menzione: Yeah we we worked together micro I’m going to hijack the session for a second here. [00:31:16] Vince Menzione: But when I first came to Microsoft, he was leading a, the se, a segment of the business, and he invited me to come to his event and interviewed me on stage at his event. [00:31:26] Jen Odess: No way. [00:31:26] Vince Menzione: And we got to know each other and yeah. So he was terrific. He was what a great find for, oh, he’s for service now. [00:31:32] Vince Menzione: He’s really [00:31:32] Jen Odess: has been a fantastic addition [00:31:34] Vince Menzione: to the global partnerships and channels team. And Michael, we have to have you on the podcast. Yes. Or cut down here in the studio at some point too with Jen and I. That’d be great. So this is terrific. We are getting it’s an incredible time. [00:31:44] Vince Menzione: It’s going so fast this time, 2022 was, seems like it was five, it feels like it was almost 10 years ago now. It wasn’t that we just started talking about it and you were implementing AI 10 years ago, but it wasn’t getting the attention that it’s getting today. And it really wasn’t until that moment that it really started to kick off in a way that everybody, yeah. It became pervasive overnight I would say. But now we’re starting 2026, like we’re at. This precipice of time and it’s continuing. I don’t even know what 2030 is gonna look like, right? So I’m a partner. [00:32:16] Vince Menzione: What are the one, two, or three things that I need to do now to win over and work with ServiceNow? [00:32:23] Jen Odess: One, two or three things? I’ll tell you the first thing. So today ServiceNow will end up hitting 500 million in annual contract value in our Now Assist, which is our AI products by the end of 2025, which is the fastest growing product in all of ServiceNow history. [00:32:37] Jen Odess: That’s one product that’s so there’s lots of SKUs. Yeah, but it is. It’s our AI product. Yeah. And it is, but yeah, because of all the various ways. [00:32:45] Vince Menzione: So half a billion dollars, [00:32:46] Jen Odess: half a billion by the end of 2025. And I think, someone’s gonna have to keep me honest here, but if memory serves me right, the first skews didn’t even launch until 2024. [00:32:54] Jen Odess: So we’re talking about wow, in a year it’s fast. Over 1,700 customers are live with our now assist products. Again, in a matter of, let’s call it over, a little over a year, 1,700 partners. So I think the first thing a partner needs to do is they’ve gotta get on this AI bandwagon, and they’ve gotta be selling and positioning AI use cases to their customers, because that’s the only way they’re gonna get. [00:33:20] Jen Odess: Experience and an opportunity to see what it feels like to deliver. So we have to do that. And I think you could sell a big use case like that big, we talked north, south, east, west, you could do that whole thing. Brilliant. But you could also start small. Go pick a single use case. Like a really simple example of something you wanna, some work you wanna drive productivity on. [00:33:41] Jen Odess: Yeah. And make sure you’ve got multiple stakeholders that love it and then go drive proving that use case. That’s what we’re telling a lot of partners. That’s the first thing. The second is they have got to build skills on AI and they have to keep up with it. And so we’re trying to really think about our broader learning and development team at ServiceNow is just next level. [00:34:00] Jen Odess: And they’re really re-imagining how to have more real time bite size. Training and enablement that will help individuals keep up with that pace of innovation. So individuals have got to get skilled. Yes. On AI today, of that a hundred thousand or so individuals in the ecosystem right now, about 35% of those individuals hold one or more AI credential. [00:34:25] Jen Odess: Again, that’s in a little over a year, which is the fastest growing skill development we’ve ever had, but it should be a hundred percent. Yeah. All of our goals should be that every account is being sold ai. ’cause that’s where the customer’s gonna get to value a ServiceNow is if they have the AI capabilities. [00:34:40] Jen Odess: And [00:34:41] Vince Menzione: how are you providing enablement and training? Is it all online? It’s, we have [00:34:44] Jen Odess: all sorts of ways of doing it. So that we have ServiceNow University, which is just a really robust, learning platform. Elba is our professor in residence. Very cool. Which is very cool. And they’re all content. [00:34:57] Jen Odess: Is free to partners. The training is free to partners that is on demand. Beyond that, partners can still get, instructor led training, whether that’s in person or virtual. And then my team offers enablement. That’s a little bit more, it’s like not formal training, it’s more like hands-on labs and experiences. [00:35:17] Jen Odess: We bring in lots of groups that sit around me that help and we very cool hands on with partners face-to-face. And do you do an annual event where you bring all these partners together? No, because we do we have three major milestones a year for partners. So the first is at sales kickoff, which is coming up the third week in January. [00:35:33] Jen Odess: And alongside sales kickoff is partner kickoff. Okay. And so we do a whole day of enabling them. So that’s your [00:35:39] Vince Menzione: partner kickoff? [00:35:40] Jen Odess: That’s partner kickoff. But of the, of all the partners in the ecosystem, it’s not like they can all make it. So we still also record and then live stream some of the content there. [00:35:49] Jen Odess: Then at Knowledge, there’s a whole partner track at Knowledge and same concept. Yeah, it’s like it’s all about customers and we wanna, build as much pipeline and wow as many customers as possible, but we also need to help our partners come along the journey. Then the third and final moment is in September, always, and it’s called our Global Partner Ecosystem Summit. [00:36:08] Jen Odess: We should have you, I’d love to join this next year. I love that. And it’s really, that’s the one time if sales kickoff is all about the sales motion in the field and knowledge is all about the customers and getting customers value. Global Partner Ecosystem Summit is only about the partners, what they need, why they need it, and what we’re doing to make their lives easier. [00:36:28] Jen Odess: I love it. Yeah. I’ll be there September. I love it. Dates yet set yet? I have to, it’s getting locked. I’ll get it to you. [00:36:34] Vince Menzione: Okay. All right. I’ll, we’ll be there. Okay. So you’ve been incredible. I just love having you. We could spend hours, honestly, and I want to have you back here. I’d love to, I have you back for a more meaningful conversation with the hyperscalers. [00:36:45] Vince Menzione: Talk to some of the partners that join us at Ultimate Partner events. We’ll find a way to do that, but I have this one question. It’s a favorite question of mine, and I love to ask all my guests this. Okay. You’re hosting a dinner party. And you could host a dinner party anywhere in the world. We could talk about great locations and where your favorite places are, and you can invite any three guests from the present or the past to this amazing dinner party. [00:37:11] Vince Menzione: We had one guest who wanted to do them in the future, like three people that hadn’t reached a future date. Whom would you invite Jen and why? [00:37:21] Jen Odess: Oh, first of all, you’re hitting home for me because I love to host dinner parties. I actually used to have a catering company. This is like one of those weird facts that, we didn’t talk about my pre services and ecosystem days, but I also had a catering company, so I love cooking and hosting dinner parties. [00:37:38] Jen Odess: So this is a great question. I feel like it’s a loaded question and I have to say my spouse. I love my husband dearly, but I have. To invite Lee to my dinner party. Okay. He’s in [00:37:47] Vince Menzione: Lee’s guest number one. Lee’s [00:37:49] Jen Odess: guest, number one. And the reason why is, first of all, I love him dearly, but he’s super interesting and he has such thought provoking topics to, to discuss and ways of viewing the world. [00:38:00] Jen Odess: He’s actually in security tech, so it’s like a tangential space, but not the same. [00:38:05] Vince Menzione: Yeah. But an important space right now, especially. Yeah. And [00:38:07] Jen Odess: he, yeah. And he’s, he’s just a delight to be around. So he’d be number one. Number two would be Frank Lloyd Wright. [00:38:15] Vince Menzione: Frank. Lloyd Wright. [00:38:17] Jen Odess: Yeah. I am an architecture and design junkie. [00:38:21] Jen Odess: Maybe I don’t do any of it myself, though. I dabble with friends that do it, and I try to apply it to my home life when I can. And Frank Lloyd Wright sort of embodies some of my favorite. Components of any kind of environment that you are experiencing, whether it’s a home or it’s an office building or it’s an outdoor space. [00:38:39] Jen Odess: I love the idea of minimalism and simplicity. I love the idea of monochromatic colors. I love the idea of spaces that can be used for multipurpose. And then I love the idea of the outside being in and the inside being out. I love it. So I would like love to pick his brain on some of his, how he came up with some of his ideas. [00:38:59] Jen Odess: Fascinating for some of his greatest. Yeah. Designs. Okay. That’s number two. Number three, I think it would be Pharrell Williams. Really? Yeah, I, Pharrell Williams. Yeah. I love fashion music and all things creativity. He’s got that, Annie’s philanthropic. He’s just yeah. The whole package of a good person. [00:39:26] Jen Odess: That’s super interesting and I very cool. I would love to pick his brain on what it was like to be behind the scenes on some of the fashion lines he’s collaborated with on some of his music collabs he’s had, and then just some of the work he’s doing around philanthropy. I would. I could just spend all night probably listening to him. [00:39:43] Jen Odess: This would be a [00:39:44] Vince Menzione: really cool conversation night. [00:39:45] Jen Odess: Don’t you wanna come to my dinner? Was gonna say, I’m sorry I didn’t invite you to identify. No [00:39:49] Vince Menzione: I was, can I bring dessert? [00:39:50] Jen Odess: Yeah. I come [00:39:50] Vince Menzione: for dessert. I, but it can’t, [00:39:51] Jen Odess: it has to be like a chocolate dessert. It’s gotta have [00:39:54] Vince Menzione: I love chocolate dessert. [00:39:55] Vince Menzione: Okay, great. So it would not be a problem for me, Jen. This is terrific. You have been absolutely amazing. So great to have you come here. Yeah. Such a busy time of year to have you make the trip here to Boca. We will have you back in the studio. I promise that I’ll have you back on stage. Stage. [00:40:10] Jen Odess: This is beautiful. [00:40:10] Jen Odess: Look at it. Yeah. This is [00:40:11] Vince Menzione: beautiful. And we transformed this into, to a room, basically a conference room. And then we also have our ultimate partner events. I would love to come, we would love to have you join us. Like I said, ServiceNow is such an impactful time. Your leadership in this segment market, and I wouldn’t say segment across all of AI in terms of all the use cases of AI is just so meaningful, especially for within the enterprise. [00:40:33] Vince Menzione: Yeah. Right now. So just really a jogger nut right now within the industry. So great to have you and have ServiceNow join us. So Jen, thank you so much for joining us. [00:40:42] Jen Odess: Thanks Vince. Appreciate the time. It’s a pleasure to be here. [00:40:44] Vince Menzione: Thank you very much. Thanks for tuning into this episode of Ultimate Eye to Partnering. [00:40:50] Vince Menzione: We’re bringing these episodes to you to help you level up your strategy. If you haven’t yet, now’s the time to take action and think about joining our community. We created a unique place, UPX or Ultimate partner experience. It’s more than a community. It’s your competitive edge with insider insights, real-time education, and direct access to people who are driving the ecosystem forward. [00:41:16] Vince Menzione: UPX helps you get results. And we’re just getting started as we’re taking this studio. And we’ll be hosting live stream and digital events here, including our January live stream, the Boca Winter Retreat, and more to come. So visit our website, the ultimate partner.com to learn more and join us. Now’s the time to take your partnerships to the next level.

IonQ Vice President and GM of Quantum Platform Matthew Keesan joins BioTalk for a clear look at how they are advancing quantum computing from its home base in the BioHealth Capital Region. He shares the story of IonQ's Maryland roots and explains quantum computing in straightforward terms for listeners seeking a high-level understanding. The conversation moves into why biohealth leaders should track the hardware race, what distinguishes IonQ's approach, and how quantum is already being paired with AI to strengthen modeling and analysis. Keesan walks through early use cases showing traction today, challenges common myths about timelines, and shares which biohealth applications he expects to gain mainstream momentum by 2030. Editing and post-production work for this episode was provided by The Podcast Consultant (https://thepodcastconsultant.com). Matthew Keesan is Vice President and GM of Quantum Platform at IonQ and a member of the BHI Board. He joined IonQ in 2017 to lead the development of the company's Quantum OS, the software stack that controls IonQ's quantum computers. In 2021, he oversaw the launch of IonQ's Harmony systems on Amazon Braket, Microsoft Azure Quantum, and Google Cloud, making IonQ the first quantum hardware provider available across all three hyperscalers. He built IonQ's security function to meet commercial and government frameworks, including SOC 2, NIST 800-171, NIST 800-53, and ISO 27001, and established a globally distributed operations team managing IonQ's fleet of quantum computers across the United States and Europe. Before joining IonQ, Keesan served as CTO of the restaurant technology company Ando, which was acquired by Uber, and advised startups in manufacturing, e-commerce, and identity-as-a-service. He also helped create the technology behind the interactive HBO series Mosaic with Steven Soderbergh. He holds patents in quantum compilation, hybrid quantum computation, and quantum control automation, and has co-authored papers published in Nature and Physical Review A.

#thePOZcast is proudly brought to you by Fountain - the leading enterprise platform for workforce management. Our platform enables companies to support their frontline workers from job application to departure. Fountain elevates the hiring, management, and retention of frontline workers at scale.To learn more, please visit: https://www.fountain.com/?utm_source=shrm-2024&utm_medium=event&utm_campaign=shrm-2024-podcast-adam-posner.This episode is powered by WelcometoTimesSquare.com, the billboard where you can be a star for a day.” http://WelcometoTimesSquare.comThanks for listening, and please follow us on Insta @NHPTalent and www.youtube.com/thePOZcastFor all episodes, please check out www.thePOZcast.com SummaryIn this episode, Lindsey Scrase, COO of Checker, shares her journey from Google to a startup, discussing the importance of hiring for problem-solving abilities, assessing humility in interviews, and the mission of Checker in promoting fair chance hiring. The conversation also delves into the impact of AI on job security, the rise of AI fraud, and the significance of nurturing loyalty and trust within teams. Lindsay emphasizes the need for continuous learning and self-awareness in leadership, while also reflecting on the balance between personal and professional life.Takeaways- Lindsay spent 10 years at Google, focusing on scaling Google Cloud.- The interview process at Google involved problem-solving and logical thinking.- Hiring should focus on role-related knowledge and problem-solving abilities.- Assessing humility in candidates is crucial for team dynamics.- Transitioning from Google to Checker was driven by a desire for growth and impact.- Checker's mission includes fair chance hiring for individuals with criminal records.- The company invests in social causes and fair chance advocacy.AI is transforming the hiring landscape, but it also brings challenges like fraud.Continuous learning is essential for career growth in the age of AI.Success is defined by living a meaningful life, not just professional achievements.   

Corey Quinn reconnects with Keith Townsend, founder of The CTO Advisor, for a candid conversation about the massive gap between AI hype and enterprise reality. Keith shares why a biopharma company gave Microsoft Copilot a hard no, and why AI has genuinely 10x'd his personal productivity while Fortune 500 companies treat it like radioactive material. From building apps with Cursor to watching enterprises freeze in fear of being the next AI disaster in the news, Keith and Corey dig into why the tools transforming solo founders and small teams are dead on arrival in the enterprise, and what it'll actually take to bridge that gap.About Keith TownsendKeith Townsend is an enterprise technologist and founder of The Advisor Bench LLC, where he helps major IT vendors refine their go-to-market strategies through practitioner-driven insights from CIOs, CTOs, and enterprise architects. Known as “The CTO Advisor,” Keith blends deep expertise in IT infrastructure, AI, and cloud with a talent for translating complex technology into clear business strategy.With more than 20 years of experience, including roles as a systems engineer, enterprise architect, and PwC consultant, Keith has advised clients such as HPE, Google Cloud, Adobe, Intel, and AWS. His content series, 100 Days of AI and CloudEveryday.dev, provide practical, plainspoken guidance for IT leaders. A frequent speaker at VMware Explore, Interop, and Tech Field Day, Keith is a trusted voice on cloud and infrastructure transformation.Show Highlights(01:25) Life After the Futurum Group Acquisition(03:56) Building Apps You're Not Qualified to Build with Cursor(05:45)Creating an AI-Powered RSS Reader(09:01) Why AI is Great at Language But Not Intelligence(11:39) Are You Looking for Advice or Just Validation?(13:49) Why Startups Can Risk AI Disasters and AWS Can't(17:28) You Can't Outsource Responsibility(19:52) Business Users Are Scared of AI Too(23:00) LinkedIn's AI Writing Tool Misses the Point(26:42) Private AI is Starting to Look Appealing(29:00) Never Going Back to Pre-AI Development(34:27) AI for Jobs You'd Never Hire Someone to Do(39:09) Where to Find Keith and Closing ThoughtsLinksThe CTO Advisor:  https://thectoadvisor.comSponsor: https://www.sumologic.com/solutions/dojo-aihttps://wiz.io/crying-out-cloud

Welcome to the Cloud Wars Minute — your daily cloud news and commentary show. Each episode provides insights and perspectives around the “reimagination machine” that is the cloud.In today's Cloud Wars Minute, I discuss why culture, mindset, and leadership matter just as much as technology in driving AI transformation, based off my conversation with Will Grannis, CTO, Google Cloud. Highlights00:30 — Will has been the Chief Technology Officer at Google Cloud, one of the world's most advanced technology companies, for almost a decade. So Will's perspectives on things are pretty powerful, especially in this notion of how corporations unlock the power of AI to drive great outcomes for those companies and their customers or their patients or their stakeholders.01:10 — One of the first things that Will talked about is the big AI unlock. He said you've got to start with thinking about putting the customer at the center of everything, and then build back, build out from there. So reverse-engineer what has to change inside the organization to ensure that the customer outcomes, the customer experience, the customer value, are at the center.AI Agent & Copilot Summit is an AI-first event to define opportunities, impact, and outcomes with Microsoft Copilot and agents. Building on its 2025 success, the 2026 event takes place March 17-19 in San Diego. Get more details. 02:27 — He talked a lot about the mindset. One customer example was recently BNY Mellon. BNY Mellon has added Gemini Enterprise for its Eliza AI platform, and that is being used now. The Chief Data and AI Officer at BNY Mellon said our AI strategy in the company is simple. He said it's AI for everyone, AI everywhere, and AI for everything.03:19 — He said this is something that's enabled them now to do more things for their customers. It allows their internal people to be much more productive, be more expansive in their analysis, so that they can provide greater value to their customers. Will said it's been a huge change at the company.04:06 — So again, I hope you have a chance to check out the whole interview with Will Grannis, the Chief Technology Officer at Google Cloud. You can see it in the links here. Will's a terrific guy. One of the things you'll see here is he offers some pretty honest and candid assessments about challenges he himself has faced as the CTO at Google Cloud, and very candidly explains how he got around those. Visit Cloud Wars for more.

Bob Evans sits down with Will Grannis, Chief Technology Officer at Google Cloud, to unpack how AI is reshaping both technology stacks and corporate culture. They explore Google Cloud's Gemini Enterprise platform, the newly upgraded Gemini 3 models, and the rise of agentic AI. Along the way, Will shares customer stories from industries like finance, healthcare, retail, and travel, and even talks about how his own team had to change its habits to benefit from AI.Inside Google Cloud's Agentic AI The Big Themes:Models vs. Platforms in the AI Stack: Grannis draws a sharp distinction between AI models like Gemini and the broader platforms that operationalize them. Models determine how intelligent and capable AI workflows are “out of the box,” across tasks like reasoning, multimodal understanding, and conversation. Platforms, by contrast, are how a business injects its own data, processes, and rules to build differentiated IP, brand experiences, and competitive moats. In practice, that means thinking beyond a single chatbot to agentic workflows composed of models, data, tools, and multiple agents working together.Culture and Discipline: Grannis describes how even his own team initially struggled to build an internal ops agent to automate sprint reviews, status updates, and reminders. It was only after leadership pushed them to be an exemplar that the agent became reliable and valuable. Things as simple as putting status information in the same place on every slide suddenly mattered. The lesson: AI exposes hidden process chaos. To get leverage from agents, organizations must tighten their operating discipline and be willing to change how they work, not just bolt AI onto old habits.Rethinking ROI and Metrics: Traditional, siloed ROI metrics can kill transformational AI efforts before they start. Grannis cites research about AI projects dying at proof-of-concept stage and contrasts that with companies like Verizon, which used AI in the contact center to simultaneously lift revenue, reduce cost, and improve customer satisfaction by turning support calls into sales moments. Instead of chasing a single metric in isolation, he advocates for “bundles” of outcomes anchored in customer experience.The Big Quote: “We had to be more disciplined about how we conducted our own work. And once we did that, AI's effectiveness went way up, and then we got the leverage.”More from Will Grannis and Google Cloud:Connect with Will Grannis on LinkedIn or learn about Gemini Enterprise. Visit Cloud Wars for more.

What happens when AI stops being a tool and starts reshaping every task inside your company?  In this AI Answers episode, Paul Roetzer and Cathy McPhillips go through audience questions on where AI jobs are really heading, how agents and “AI ops” are emerging, and what to expect as reasoning models accelerate into 2026. Show Notes: Access the show notes and show links here Timestamps: 00:00:00 — Intro 00:03:55 — What AI Positions are in demand for professionals who are not coders? How can skill sets be presented to hiring managers?  00:08:49 — What are the top AI concepts that organizational communicators need to know? 00:10:56 — What should I focus on in AI? 00:13:21 — What do you think would be a good area to focus on as someone trying to break into the AI industry? 00:16:15 — Would you recommend prioritizing 'Generative' use cases or 'Predictive' use cases to achieve the quickest win? 00:18:45 — What's the most innovative way to get started? Do we need a certain level of data hygiene first, or can AI help clean and organize the data as we go? 00:23:55 — Can you talk about what to be aware of and best practices for sourcing use cases? 00:28:25 — What is the best way to introduce AI tools to a technical/industrial workforce without causing 'replacement fear'?  00:30:47 — What would you say to people who are trying to move beyond the mechanical use of AI and actually trust the technology enough to use it in meaningful ways? 00:34:20 — How do you see AI-driven search tools impacting traditional search engines? 00:36:43 — As generative AI matures, what's the next significant shift? 00:41:04 — Do companies understand AI well enough before reducing their human workforce? 00:45:51 — What are the main factors that could slow down the advancements of AI? 00:49:11 — As AI systems move toward recursive self-improvement, what guardrails are needed to ensure they aren't learning from a distorted or incomplete view of the world?   This episode is brought to you by Google Cloud:  Google Cloud is the new way to the cloud, providing AI, infrastructure, developer, data, security, and collaboration tools built for today and tomorrow. Google Cloud offers a powerful, fully integrated and optimized AI stack with its own planet-scale infrastructure, custom-built chips, generative AI models and development platform, as well as AI-powered applications, to help organizations transform. Customers in more than 200 countries and territories turn to Google Cloud as their trusted technology partner. Learn more about Google Cloud here: https://cloud.google.com/   Visit our website Receive our weekly newsletter Join our community: Slack LinkedIn Twitter Instagram Facebook Looking for content and resources? Register for a free webinar Come to our next Marketing AI Conference Enroll in our AI Academy 

Plus: NextEra Energy announces partnerships with Google Cloud and Exxon Mobile. And Apple's chips chief says he's staying put. Danny Lewis hosts. Learn more about your ad choices. Visit megaphone.fm/adchoices

In this live episode from Wizdom NYC, Eden hosts a fast-paced discussion with leaders from AWS, Google Cloud, and Wiz on how AI is transforming today's threat landscape.Featuring:• Ryan Nolette - AWS• John Miller - Google Cloud• Alon Schindel - WizWhat we cover:• How AI changes attacker behavior• The rise of AI-generated “slop reports”• Why identity and visibility matter more than ever• Top supply-chain risks defenders must watchA concise, insightful look at the biggest cloud-security trends shaping 2025.

Google announced an expanded partnership with vibe-coding startup Replit that brings the company deeper into the Google Cloud. We sit down with Google Cloud President Matt Renner and Replit CEO Amjad Masad to dig into what the deal means about the future of AI coding boom. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Steven Delperdang of Google Cloud talks about trust; evolution of visibility; & and the big opportunities for logistics providers taking an AI-first approach. IN THIS EPISODE WE DISCUSS:   [03.08] After years spent at Caterpillar and Penske, how Steven is now using the 'One Google' approach to run Google's own internal supply chain and solve the legacy pain points he faced in his past roles, and exactly what's so transformative about this approach. "In my previous roles, many of the frustrations stemmed from fragmented systems and data siloes. You have a warehouse management system here, a transportation management system there, various auxiliary 1P and 3P systems – and often a lot of manual effort to stitch it all together." "Siloes are a major barrier, and consolidating data is critical. Logistics is simply a chain of interconnected events… so without that centralized view, you're only seeing a piece of the puzzle." "It's this centralized access that means we can perform more sophisticated analysis and our AI tools can draw on a much richer data set." [07.00] Why trust is such a big hurdle for providers who are already drowning in data, and the areas Google Cloud focus on to build that trust. [10.44] The evolution of visibility, why consolidating disparate data is so critical, and how Google is tackling disparate data problems to achieve true centralized access. "Everybody has basic visibility now, but that leap from dots on a map to true actionable insights is crucial. Basic visibility tells us what's happening. Our target for visibility tells you why it's happening, what's likely to happen next, and what you should do about it." [13.33] How Steven's experience of using Google Cloud to power Google's own global supply chain helps him strategize, and the business outcomes Google has achieved that other organizations can replicate. [16.12] The practical, day-to-day logistics problems Steven's team is currently solving with AI. "AI can help us cut through the noise." [21.21] How integrating Gemini AI has changed Steven's tools, and why he's seeing faster, better quality insights. [23.13] How the day-to-day work of Google Cloud's own analysts and developers has shifted with the addition of new AI capabilities. "For us, it's been a really significant shift up the value chain. Three years ago, a large proportion of my teams time was consumed by manual data extraction, cleansing, building bespoke reports for leaders. Today, we have less firefighting and the team can focus on more strategic work, more complex and impactful problems." [26.40] How Google is making high-powered AI tools usable for everyday logistics operators. [29.57] How Steven's past award-winning work at Caterpillar would have been different if he had had the Google Cloud tools that exist today. [32.47] From hyper-personalized insights to AI-driven collaboration, the biggest untapped opportunity for logistics providers ready to embrace an AI-first approach.   RESOURCES AND LINKS MENTIONED:   Head over to Google Cloud's website now to find out more and discover how they could help you too. You can also connect with Google Cloud and keep up to date with the latest over on LinkedIn, X (Twitter) or YouTube, or you can connect with Steven on LinkedIn. Check out our other podcasts HERE.

In this Cloud Wars Live podcast, Bob Evans sits down with Hayete Gallot, President, Google Cloud Customer Experience, to explore how Google Cloud is helping enterprises move from AI experimentation to true business transformation. Gallot describes how her organization unifies engineering, consulting, partners, and learning to accelerate time-to-value and scale agentic AI across every function. Together, they dive into Gemini Enterprise, customer successes like Virgin Voyages, and why human-centered change is the real key to AI's future.The AI Turning PointThe Big Themes:Customer Experience Built for the AI Era: Google Cloud created a new Customer Experience organization, led by Hayete Gallot, to match the speed and complexity of AI-driven transformation. Instead of treating AI as a pure technology play, the team unifies industry and solutions experts, customer engineers, consulting, partners, and learning into one group that supports the full innovation lifecycle. That means they can help customers go from idea to minimum viable product to production in a consistent, repeatable way.Ecosystem, Partners, and Curated AI Solutions: Google Cloud's ecosystem strategy is central to scaling AI transformation. Gallot describes deep investment in system integrators — not just training them on technology, but sharing methodologies and scenario-based approaches so they can guide customers toward the right AI choices. At the same time, Google Cloud works with top ISVs to embed AI into their solutions and create compatible protocols for multi-agent experiences.Structuring Tech Teams for Agentic Transformation: AI's rise is forcing technology organizations to evolve. Gallot notes that CTOs and CIOs are asking how to restructure their teams for an “agentic” world. The demand is no longer just for deep technical skills, but also people who understand user experience, behavior, and business workflows. Technology teams are increasingly expected to co-design scenarios with business leaders, not just implement requirements. Looking ahead to 2026, Gallot sees the priority as scaling agentic transformation across divisions.The Big Quote: "Customers are much more mature on AI … When you meet with them, they're [asking] what's in it for me? What am I going to get? When am I going to get it? How do I scale this? They want production, and they want outcome." Visit Cloud Wars for more.

Welcome back to the Pear Healthcare Playbook! Today we're thrilled to sit down with Othman Laraki, Co-founder and CEO of Color Health, a company reinventing cancer care through a virtual-first, end-to-end model. Othman has spent his career at the intersection of technology and healthcare—from helping build Chrome at Google to leading product at Twitter to founding Color, where he now focuses on expanding access to high-quality cancer prevention, screening, and treatment.In this episode, we explore how Color got started, what the team learned transitioning from genomics into full-stack care delivery, and why reducing friction across the care pathway is critical for improving outcomes. We dive into how Color's model works across the entire cancer journey, how the company thinks about system-level change and distribution, and how AI—through collaborations with OpenAI and Google Cloud—is powering new capabilities for patients and clinicians.

Richard Seroter is a Chief Evangelist at Google.

Dr. Fei-Fei Li is known as the “godmother of AI.” She's been at the center of AI's biggest breakthroughs for over two decades. She spearheaded ImageNet, the dataset that sparked the deep-learning revolution we're living right now, served as Google Cloud's Chief AI Scientist, directed Stanford's Artificial Intelligence Lab, and co-founded Stanford's Institute for Human-Centered AI. In this conversation, Fei-Fei shares the rarely told history of how we got here—including the wild fact that just nine years ago, calling yourself an AI company was basically a death sentence.We discuss:1. How ImageNet helped spark the AI explosion we're living through2. Why world models and spatial intelligence represent the next frontier in AI, beyond large language models3. Why Fei-Fei believes AI won't replace humans but will require us to take responsibility for ourselves4. The surprising applications of Marble, from movie production to psychological research5. Why robotics faces unique challenges compared with language models and what's needed to overcome them6. How to participate in AI regardless of your role—Brought to you by:Figma Make—A prompt-to-code tool for making ideas realJustworks—The all-in-one HR solution for managing your small business with confidenceSinch—Build messaging, email, and calling into your product—Transcript: https://www.lennysnewsletter.com/p/the-godmother-of-ai—My biggest takeaways (for paid newsletter subscribers):https://www.lennysnewsletter.com/i/178223233/my-biggest-takeaways-from-this-conversation—Where to find Dr. Fei-Fei Li• X: https://x.com/drfeifei• LinkedIn: https://www.linkedin.com/in/fei-fei-li-4541247• World Labs: https://www.worldlabs.ai—Where to find Lenny:• Newsletter: https://www.lennysnewsletter.com• X: https://twitter.com/lennysan• LinkedIn: https://www.linkedin.com/in/lennyrachitsky/—In this episode, we cover:(00:00) Introduction to Dr. Fei-Fei Li(05:31) The evolution of AI(09:37) The birth of ImageNet(17:25) The rise of deep learning(23:53) The future of AI and AGI(29:51) Introduction to world models(40:45) The bitter lesson in AI and robotics(48:02) Introducing Marble, a revolutionary product(51:00) Applications and use cases of Marble(01:01:01) The founder's journey and insights(01:10:05) Human-centered AI at Stanford(01:14:24) The role of AI in various professions(01:18:16) Conclusion and final thoughts—References: https://www.lennysnewsletter.com/p/the-godmother-of-ai—Production and marketing by https://penname.co/. For inquiries about sponsoring the podcast, email podcast@lennyrachitsky.com.—Lenny may be an investor in the companies discussed. To hear more, visit www.lennysnewsletter.com

(0:00) Introducing Ari Emanuel (1:03) Ari's background in the content business and Hollywood (4:14) How infinite distribution is changing Hollywood, the future of podcasting, creators owning advertising products (9:21) AI's impact: anticipating the 3-day workweek (12:13) Splitting time between TKO and WME, YouTube vs Netflix for creators, modern IP ownership (18:20) How he got a fighter's reputation, relationship with Michael Ovitz, how he built on Ovitz's vision (22:12) Future of sports entertainment: adapting to attention spans, clip culture, going global (24:21) Ari's relationship with his brothers and Elon Musk Thanks to our partners for making this happen! Solana - Solana is the high performance network powering internet capital markets, payments, and crypto applications. Connect with investors, crypto founders, and entrepreneurs at Solana's global flagship event during Abu Dhabi Finance Week & F1: https://solana.com/breakpoint OKX - The new way to build your crypto portfolio and use it in daily life. We call it the new money app. https://www.okx.com/ Google Cloud - The next generation of unicorns is building on Google Cloud's industry-leading, fully integrated AI stack: infrastructure, platform, models, agents, and data. https://cloud.google.com/ IREN - IREN AI Cloud, powered by NVIDIA GPUs, provides the scale, performance, and reliability to accelerate your AI journey. https://iren.com/ Oracle - Step into the future of enterprise productivity at Oracle AI Experience Live. https://www.oracle.com/artificial-intelligence/data-ai-events/ Circle - The America-based company behind USDC — a fully-reserved, enterprise-grade stablecoin at the core of the emerging internet financial system. https://www.circle.com/ BVNK - Building stablecoin-powered financial infrastructure that helps businesses send, store, and spend value instantly, anywhere in the world. https://www.bvnk.com/ Polymarket - The world's largest prediction market. https://www.polymarket.com/ Follow Ari: https://x.com/AriEmanuel Follow the besties: https://x.com/chamath https://x.com/Jason https://x.com/DavidSacks https://x.com/friedberg Follow on X: https://x.com/theallinpod Follow on Instagram: https://www.instagram.com/theallinpod Follow on TikTok: https://www.tiktok.com/@theallinpod Follow on LinkedIn: https://www.linkedin.com/company/allinpod Intro Music Credit: https://rb.gy/tppkzl https://x.com/yung_spielburg

(0:00) Introducing Tareq Amin (0:39) Saudi Arabia's evolution, Humain's business (8:11) How Humain works with foundational model providers (13:14) Saudi's energy and talent advantages, the AI race in the Middle East (18:11) Working in the era of MBS, Vision 2030 (21:40) How Saudi manages their relationships with the US and China (23:51) Sacks on the US-Saudi AI alliance Thanks to our partners for making this happen! Solana - Solana is the high performance network powering internet capital markets, payments, and crypto applications. Connect with investors, crypto founders, and entrepreneurs at Solana's global flagship event during Abu Dhabi Finance Week & F1: https://solana.com/breakpoint OKX - The new way to build your crypto portfolio and use it in daily life. We call it the new money app. https://www.okx.com/ Google Cloud - The next generation of unicorns is building on Google Cloud's industry-leading, fully integrated AI stack: infrastructure, platform, models, agents, and data. https://cloud.google.com/ IREN - IREN AI Cloud, powered by NVIDIA GPUs, provides the scale, performance, and reliability to accelerate your AI journey. https://iren.com/ Oracle - Step into the future of enterprise productivity at Oracle AI Experience Live. https://www.oracle.com/artificial-intelligence/data-ai-events/ Circle - The America-based company behind USDC — a fully-reserved, enterprise-grade stablecoin at the core of the emerging internet financial system. https://www.circle.com/ BVNK - Building stablecoin-powered financial infrastructure that helps businesses send, store, and spend value instantly, anywhere in the world. https://www.bvnk.com/ Polymarket - The world's largest prediction market. https://www.polymarket.com/ Follow Tareq: https://x.com/TareqAmin_ Follow the besties: https://x.com/chamath https://x.com/Jason https://x.com/DavidSacks https://x.com/friedberg Follow on X: https://x.com/theallinpod Follow on Instagram: https://www.instagram.com/theallinpod Follow on TikTok: https://www.tiktok.com/@theallinpod Follow on LinkedIn: https://www.linkedin.com/company/allinpod Intro Music Credit: https://rb.gy/tppkzl https://x.com/yung_spielburg

(0:00) Introducing Paul "Triple H" Levesque (0:56) The skills needed to be an effective professional wrestler, understanding the characteristics of President Trump and The Rock (5:41) The rise of the antihero / heel persona, and why modern wrestling is more morally grey (8:43) WWE vs UFC: Why they are opposites, star building (11:21) Physicality of the WWE and how they support wrestlers (14:13) The business of the WWE: using streaming and social as a funnel for live events, the magic of live WWE (21:28) Helping America's youth via physical fitness (23:35) How the internet forced wrestlers to blend their in ring personas with real-life Thanks to our partners for making this happen! Solana - Solana is the high performance network powering internet capital markets, payments, and crypto applications. Connect with investors, crypto founders, and entrepreneurs at Solana's global flagship event during Abu Dhabi Finance Week & F1: https://solana.com/breakpoint OKX - The new way to build your crypto portfolio and use it in daily life. We call it the new money app. https://www.okx.com/ Google Cloud - The next generation of unicorns is building on Google Cloud's industry-leading, fully integrated AI stack: infrastructure, platform, models, agents, and data. https://cloud.google.com/ IREN - IREN AI Cloud, powered by NVIDIA GPUs, provides the scale, performance, and reliability to accelerate your AI journey. https://iren.com/ Oracle - Step into the future of enterprise productivity at Oracle AI Experience Live. https://www.oracle.com/artificial-intelligence/data-ai-events/ Circle - The America-based company behind USDC — a fully-reserved, enterprise-grade stablecoin at the core of the emerging internet financial system. https://www.circle.com/ BVNK - Building stablecoin-powered financial infrastructure that helps businesses send, store, and spend value instantly, anywhere in the world. https://www.bvnk.com/ Polymarket - The world's largest prediction market. https://www.polymarket.com/ Follow Triple H: https://x.com/TripleH Follow the besties: https://x.com/chamath https://x.com/Jason https://x.com/DavidSacks https://x.com/friedberg Follow on X: https://x.com/theallinpod Follow on Instagram: https://www.instagram.com/theallinpod Follow on TikTok: https://www.tiktok.com/@theallinpod Follow on LinkedIn: https://www.linkedin.com/company/allinpod Intro Music Credit: https://rb.gy/tppkzl https://x.com/yung_spielburg