Podcasts about leader

Vision without categories is a foreign language. People need frameworks to understand what you're talking about. They're imagination is limited to their current mental paradigms. Leaders create those frameworks, as they build the mental architecture that turns tasks into meaningful contribution. Leader create categories.

In this episode of Workday Playdate, Erin welcomes Neil Ghosh—purpose-driven leader, social impact advocate, and author of Do More Good—to explore a relieving idea: you don't need to be perfect to make a meaningful difference.Together, Erin and Neil unpack what purpose-driven leadership actually looks like in real life. They dig into why empathy is a practice, how imperfection builds trust and innovation, and why lasting change almost always starts smaller than we expect.Neil introduces his GEMSS model—Get Engaged, Empower Others, Micro Philanthropy, Show Up, Start Small—as a practical framework for proactive living and leadership.Inside This Episode:Purpose as a Burnout Antidote: Why purpose anchors decisions, sustains energy, and helps leaders navigate uncertainty.The Power of Imperfection: How imperfect leaders create psychological safety, trust, and room for innovation.Empathy, Reframed: Why empathy starts with perspective-taking before judgment—and how it changes leadership behavior.The GEMSS Model Explained: A simple, actionable framework for doing more good without doing more everything.Micro Philanthropy, Macro Impact: How small, consistent actions create ripple effects at work and beyond.Unity Without Uniformity: What it really takes to build shared commitment in diverse teams and communities.Who This Episode Is For:Purpose-driven leaders who want impact without burnoutHumans who care deeply but feel overwhelmed by “doing it all”Managers building cultures of trust, empathy, and belongingAnyone curious how small, imperfect actions can still change the worldYour FreebieYou've tried the emails, the all-hands rollout, and the polished decks, but the vision still isn't landing.That's because people don't buy into a vision that's presented to them; they buy into one they help shape.The 30-Minute Vision-Setting Meeting Template gives you a simple, human-centered way to create alignment, spark ownership, and build real momentum. Download it here.No, You Hang Up First (Let's Keep Connecting)Did today's episode resonate with you? Leave us a review sharing your favorite insight and we'll send you a free signed copy of I See You! A Leader's Guide to Energizing Your Team through Radical Empathy.Have a question that we can answer? Leave us a Speakpipe audio clip and we'll answer it in an upcoming episode.Don't want to miss another episode? If you're a Spotify listener, find our show here and click “Follow.” If you're an Apple Podcast listener, click here and make sure to hit “+Follow.”Want access to a bunch of free resources for your work life? This is your personal jackpot that gives you access to the frameworks that help us thrive both personally and professionally. Whether you're trying to improve your daily routine, flesh out an idea that you've had for quite some time, or want to add more play into your day - these resources have got your back.Want 1 email a week from us? Our well-loved Fail Fourward Friday gives you 4 Fails, 3 Awakenings, 2 Ideas, and 1 Laugh from the week that reminded us what being human is all about: to make failure a habit, be a lifelong learner, explore more, and never pass up an opportunity to laugh. Subscribe here.Connect with Neil GhoshNeil's LinkedInNeil's article: “How leaders can be transparent about their belief systems without alienating anyone”Neil's article: “In an Age of Chaos, Leadership Starts with Doing the Right Thing”Connect with Erin Diehl x improve it!Erin's websiteErin's InstagramErin's TikTokErin's LinkedInimprove it!'s websiteimprove it!'s InstagramSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

In this episode of The Dream Architect Life, Brian Sweet sits down with Scott Danner, a longtime industry friend, author, coach, and Executive Vice President, Head of Legacy, at Steward Partners, for a real conversation about dreaming bigger, staying grounded, and building a life you actually want to live. Scott shares how growing up without “extras” shaped his drive, how he moved from building a financial advisory practice to building a multi-state enterprise, and why the real win is designing a life aligned with your values. Along the way, he breaks down his LIFE model (Love, Impact, Faith, Energy), the “cheat code” habits he leans on daily, and why action is often the fastest way through fear. The conversation also touches on legacy, fatherhood, perspective, and a simple but powerful question: what would you regret not doing if time ran out sooner than you expected? Scott discusses: How thinking big starts with confidence, then grows into serving others The LIFE model (Love, Impact, Faith, Energy) and how it shapes decisions Why action and momentum can break the grip of fear Daily practices that keep him steady when routines get disrupted Books that shaped his perspective, including Think and Grow Rich, Man's Search for Meaning, and Inner Excellence And more Resources: Man's Search for Meaning, Viktor Frankl Inner Excellence, Jim Murphy Connect With Scott Danner: scottdanner.com Podcast: The High Performance Life Podcast LinkedIn: Scott Danner Connect With Sweet Financial Partners: 1 (507) 235-5587 meetingwithsweet.com Sweet Financial LinkedIn: Bryan Sweet Facebook: Sweet Financial Partners Get our book, “Dream Architecture,” here About Our Guest: Scott Danner is the Executive Vice President, Head of Legacy, at Steward Partners. Outside of his traditional financial advising role of 23 years, Scott W. Danner is the Executive Vice President of Steward Partners and Head of Legacy, the firm's M&A division. He leads all M&A strategy for Steward Partners, oversees the Legacy division and its teams, and contributes to major firm initiatives and strategic growth efforts. After building Freedom Street Partners into a thriving firm, he led its merger with Steward Partners in 2023, bringing his expertise in M&A, succession planning, and business development to the forefront. A recognized leader in financial services, Scott has helped scale firms, navigate transitions, and drive industry-leading expansion. Previously, as CEO of Freedom Street Partners, he grew the firm to seven states, overseeing 40 advisors managing nearly $3.5 billion in assets under advisement.  His impact has earned him as a finalist to the ThinkAdvisor's Luminaries Individual Award for RIA M&A Leader of the Year (RIAs: Less Than $10 Billion AUM/AUA), recognition on InvestmentNews' 2024 “Hot List”, and inclusion on the Forbes Best-In-State Wealth Advisors list (2021, 2022, 2023). Scott's track record includes successfully building a $25M+ revenue business with over 100 employees, selling it at peak valuation, and establishing himself as a leading consultant in M&A for financial advisory firms. He is frequently sought after for industry insights and media interviews. The opinions voiced in The Dream Architect Life Podcast with Bryan Sweet are for general information only and are not intended to provide specific advice or recommendations for any individual. To determine what may be appropriate for you, consult with your attorney, accountant, financial or tax advisor prior to investing. Guests on the show are not affiliated with CWM, LLC. Investment advisory services offered through CWM, LLC, an SEC Registered Investment Advisor. Carson Partners, a division of CWM, LLC, is a nationwide partnership of advisors.

China has been holding military drills around Taiwan simulating the seizure of the island's key areas. Beijing described its actions as a warning against “Taiwan Independence, separatist forces and external interference”. We were joined for a discussion by William Tang, Senior North East Asia Analyst for the International Crisis Group think tank.

Tu veux créer une offre freelance rentable en 2026 et arrêter de dépendre de ton TJM ?Dès le 9 janvier, on démarre le sprint ByeByeTJM dans l'Incubateur Solopreneur : 5 semaines pour créer ton offre signature, la packager, écrire ta page de vente et bâtir un plan de lancement pour la vendre.

Vision without categories is a foreign language. People need frameworks to understand what you're talking about. They're imagination is limited to their current mental paradigms. Leaders create those frameworks, as they build the mental architecture that turns tasks into meaningful contribution. Leader create categories.

Over 2025, every Friday, the Sky News Daily has been profiling a figure in the news – those who are making headlines, creating conversations. During the festive period, we're revisiting some of those standout profiles – the ones that really got us talking.In June, Ayatollah Ali Khamenei, Iran's often reclusive supreme leader, surfaced to hit back at Donald Trump's demands for an unconditional surrender.Khamanei first came to power as President of Iran in 1981, and he was a surprise choice for supreme leader eight years later. But since then, with the help of the Revolutionary Guard he has had almost complete control of Iran and its anti-Israel and anti-American foreign policy agenda.Sky's Tom Cheshire speaks to Alex Vatanka, founding director of the Iran programme at the Middle East Institute in Washington DC, about how Khamenei is viewed inside Iran and how his policies contributed to the current crisis.Producer: Soila ApparicioEditor: Wendy Parker

THE TYRANT WHO BECAME A SCHOOLTEACHER Colleague Professor James Romm. Professor James Romm discusses the surprising fate of Dionysius II, the tyrant of Syracuse. After the Corinthian leader Timoleonarrived to liberate the city, Dionysius surrendered and was allowed to retire to Corinth rather than facing execution. There, the former absolute ruler became a music teacher, leading to the proverb "Dionysius is in Corinth," a saying used for centuries to describe the unpredictability of fortune and the fall of the powerful. NUMBER 10 4TH CENTURY BCE SYRACUSE

In the final days of 2025, Jen and Pete noodle on what should be the top priority to have prepared as we move in to 2026.Specifically, in this episode Jen and Pete talk about:Why is it important to have an idea of what success looks like for you?What is an outcome goal? What is a process goal?How might we measure and take an audit of our existing assets?To hear all episodes and read full transcripts, visit The Long and The Short Of It website: https://thelongandtheshortpodcast.com/.You can subscribe to our Box O' Goodies here (https://thelongandtheshortpodcast.com/) and receive a weekly email full of book and podcast recommendations, quotes, videos, and other interesting things that Jen and Pete are noodling on. To get in touch, send an email to: hello@thelongandtheshortpodcast.com.Learn more about Pete's work here (https://humanperiscope.com/) and Jen's work here (https://jenwaldman.com/).

As one season closes and another begins, many leaders feel pressure to move faster, reset harder, and push forward. But resilient leaders don't prepare for what's next by speeding up. They prepare by getting steadier. In this episode, I bring together the core themes from the Resilient Leader series and walk through three things grounded leaders do before stepping into a new season. Not to hype themselves up, but to lead with clarity, intention, and resolve. This conversation applies whether you're closing out a year, finishing a major initiative, stepping into a new role, or simply sensing it's time to lead differently. In this episode, we explore: Why resilient leaders take inventory before they take action What it means to intentionally release what no longer belongs How identity, not goals, determines how you lead under pressure Why steadiness creates stronger teams than urgency ever will This episode is for you if: You feel pressure to “figure out what's next” but something feels off You're carrying roles, expectations, or urgency that no longer fit You want to lead with clarity instead of reacting under pressure You're entering a new season and want to do it with intention Listener Challenge Set aside 10 quiet minutes this week and reflect on these questions. Don't rush them. Let them tell you the truth. What am I still carrying that no longer belongs in the next season? How do I want to show up when the pressure rises again? What needs to be steadied before it can be strengthened? You don't need to fix anything yet. Just notice what comes up. Ready for Support? If you want help clarifying what you're carrying, what you're releasing, and how you want to lead this next season, book a Leadership Strategy Call at

In this episode of The Leader's Notebook (Ep. 293) from our seven-part series, The Magnificent Seven, I walk through the astonishing life and ministry of John the Baptist. He stands as the last Old Testament prophet and the first man to publicly identify Jesus as Messiah. His voice rises out of four centuries of prophetic silence, set against the political brutality of Rome and the corruption of Herod. John does not emerge as a stylist or strategist, but as a singular, God-anointed voice preparing the way. He calls a nation to repentance and redefines the Messianic mission as sacrificial redemption. Standing in the Jordan, he declares Jesus to be the Lamb of God who takes away the sin of the world and the One who baptizes with the Holy Spirit and fire. His courage, clarity, and refusal to measure success by comfort or applause confront our modern assumptions about leadership and faithfulness. John's life reminds us that true success is obedience to God's call, even when it costs everything, and that the highest aim of any leader is to see Jesus clearly and point others to Him. – Dr. Mark Rutland Chapters (00:00:03) - The Leaders Notebook(00:00:26) - John the Baptist and the Taxation(00:01:26) - The Story of the Birth of Jesus(00:07:38) - The Life of Zechariah and the Angel Gabriel(00:15:17) - John 3: Behold the Lamb of God that taketh(00:15:56) - John the Baptist(00:20:25) - John the Baptist's Baptism(00:27:25) - Joel the prophet(00:35:21) - The Personal End of John the Baptist(00:41:06) - John Baptist: A Success or a Failure?

This is it—the final episode of our partnership with the Church Leadership Institute. It's hard to believe how quickly these years have flown by.In this episode, Tod Bolsinger and Markus Watson look back on what this collaboration has meant, what we've accomplished together, and where the road leads from here.THIS EPSODE'S HIGHLIGHTS INCLUDE:Markus Watson reflects on starting the podcast during a time of personal transition and describes how the partnership with the Church Leadership Institute began in a providential way.Markus Watson shares that joining the Church Leadership Institute's podcast team was not an answer to a specific prayer, but an unexpected opportunity that resonated with his calling.Tod Bolsinger explains that the Church Leadership Institute started as a place for researching adaptive change while directly working with leaders and practitioners.Leaders benefit most from research that connects theory with real-life contexts, especially in smaller church settings.Churches and leaders need resources that are accessible to smaller congregations, not just large organizations.Tod Bolsinger emphasizes that making adaptive change in smaller churches can feel as difficult as changing one's family of origin.Experimentation, contextual cohorts, and digital platforms proved effective for spreading adaptive leadership resources across diverse church settings.Delivering effective leadership development depends on understanding the specific context of each congregation.You cannot develop adaptive capacity simply by consuming information; leaders must actively practice adaptive work.Tod Bolsinger stresses that you cannot outwork a changing world, highlighting the importance of discernment and adaptability rather than relying solely on hard work.Crisis situations, like the pandemic, require leaders to learn new ways of thinking, rather than applying old solutions to new challenges.Significant changes, such as the rise of telecommuting, political shifts, and technological advances, have rapidly altered the leadership landscape.Tod Bolsinger notes that the main challenge now is developing adaptive capacity in entire congregations, not just among pastors or staff.Developing adaptive discipleship within a congregation requires a shift from programmatic solutions to cultivating a transformative organizational culture.Markus Watson explores experimenting with new podcast formats and continuing conversations with leaders to support spiritual life and leadership growth.Tod Bolsinger charges leaders to embrace a posture of curiosity, prioritizing learning and question-asking over being the “learned expert.”RELEVANT RESOURCES AND LINKS:Church Leadership InstituteRelated episodes:100. The Spiritual Life of a Leader, with Tod Bolsinger116. Power, Vulnerability, Rest, with Tod Bolsinger144. Is the Church Failing to Make Disciples? with Tod BolsingerSend me a text! I'd love to know what you're thinking!Get Becoming Leaders of Shalom for free HERE.Click HERE to get my FREE online course, BECOMING LEADERS OF SHALOM.

Dr. Mark Divine is a Retired Navy SEAL Commander, Founder if SEALFIT and Unbeatable, and NYT best selling Author of Way of the SEAL and Staring Down the Wolf. Website: https://markdivine.com/ Website: https://unbeatablemind.com/ Facebook: https://www.facebook.com/markdivineofficial  Instagram: https://www.instagram.com/markdivineofficial LinkedIn: https://www.linkedin.com/in/markdivine/ CallumConnects Micro-Podcast is your daily dose of wholesome leadership inspiration. Hear from many different leaders in just 5 minutes what hurdles they have faced, how they overcame them, and what their key learning is. Be inspired, subscribe, leave a comment, go and change the world!

Choose the leader you are becoming, or default to the leader you have been. That is the real decision in front of you as you head into a new year. Most leaders believe change starts with better goals. New priorities. New plans. But if you keep showing up with the same identity, the same emotional patterns, and the same nervous system responses, you will recreate the same year with different tasks. This episode is about breaking that cycle. Episode overview This is Episode 2 of my three-part Design Yourself series on creating the life and leadership you want in 2026. In Episode 1, we focused on self-awareness and uncovering the default stories running your leadership. In this episode, we move from awareness to choice. Because you cannot design a different year if you show up as the same version of yourself. In this conversation, I break down why goals do not create lasting change and why identity does. We explore how identity is formed, how it drives behavior under pressure, and why many high-performing leaders stay stuck by clinging to versions of themselves that once worked but no longer fit. I also share personal stories about releasing old identities and what shifted when I consciously chose who I wanted to become, not someday, but now. Research highlight According to research from the University of Scranton, ninety-two percent of people fail to achieve their goals. One major reason is that they focus on outcomes instead of the identity and systems required to sustain change. Key takeaways • You cannot design a different year if you show up as the same version of yourself. • Identity is not fixed. It is practiced. • Your identity drives your behavior, not the other way around. • Leadership friction is often an identity problem, not a performance problem. • You are designing the experience of you every day. Mic drop moments • Choose the leader you are becoming, or default to the leader you have been. • Goals do not create change. Identity does. • If you do not upgrade your identity, your life will keep bumping up against the same edges. • You are not designing a to-do list for 2026. You are designing the experience of you. If you haven't listened to Episode 1 yet, start there. In Episode 3, we'll talk about how to design a 2026 structure that supports the leader you are becoming, because you don't need a better plan. You need a better practice. If this episode resonated, share it with someone who's ready to stop repeating the same year with different tasks, and subscribe to Reflect Forward wherever you listen. Connect with Kerry Visit my website, kerrysiggins.com, to explore my book, The Ownership Mindset, and get more leadership resources. Let's connect on LinkedIn, Instagram, or TikTok! Find Reflect Forward on YouTube: https://www.youtube.com/@kerrysiggins-reflectforward Find out more about my book here: https://kerrysiggins.com/the-ownership-mindset/ Connect with me on LinkedIn: https://www.linkedin.com/in/kerry-siggins/

If you want to grow in 2026, you cannot rely on outdated playbooks or wait for a perfect case study to tell you what to do. In this two-part series, I'm breaking down the real fundraising trends I'm seeing across every organization in my ecosystem, not theory, not headlines, not generic Google wisdom. These trends are based on live data, donor behavior, digital strategy sessions, leadership conversations, and thousands of campaigns across my programs, and they're already reshaping how nonprofits grow.In Part 1, I cover six strategic and visibility shifts that will define the highest-performing organizations in 2026, from audience growth as a core revenue engine to the rise of laptop fundraising, human amplifiers, scrappy leader-driven content, superfan retention, and the ROI of LinkedIn thought leadership. If you want to reduce lag time, lead with clarity, and raise more with less friction, this episode provides the roadmap.Topics:Audience growth as a primary revenue engine for 2026The rise of laptop fundraising and email-first digital campaignsShort, fast “sprint” campaigns outperforming long, traditional plansThe power of human amplifiers and Social Street Teams®Why authenticity-driven, “break the fourth wall” content converts betterCreating long-term superfans instead of one-time donorsLinkedIn is the most underutilized high-ROI visibility channelWhy clarity, action, and visibility will outperform caution in 2026For a full list of links and resources mentioned in this episode, click here.Bloomerang is the complete donor, volunteer, and fundraising management solution that helps thousands of nonprofits deliver a better giving experience and create sustainable, thriving organizations. Combining robust, easy-to-use technology with people-powered support and training, Bloomerang empowers nonprofits to work efficiently, improve supporter relationships, and grow their donor and volunteer bases. Learn more here.Resources: Easy Emails For Impact™: The $5K+ Fundraising Campaign System Purpose & Profit Club® Fundraising + Marketing Accelerator The SPRINT Method™: Your shortcut to 10K fundraisers Instagram, LinkedIn, website , weekly newsletter [FREE] The Brave Fundraiser's Guide: Stop getting ignored. Start raising more. May contain affiliate links

Semyon Dukach, the Founding Partner at One Way Ventures, serial entrepreneur, and former leader of the famed MIT Blackjack team, joins me to share his extraordinary journey from arriving in the U.S. as a Soviet refugee to becoming one of New England's top venture capitalists. We discuss his path from leading the MIT Blackjack team to startup founder to prolific investor. One Way Ventures invests only in immigrant founders and we discussed how he developed that thesis. We also talk about personal growth, overcoming imposter syndrome, and what it really takes to become an exceptional founder and leader.Where to find Semyon:XLinkedInOne Way VenturesTimestamps:(00:00) From Pacman to Blackjack: A Unique Journey(02:58) Lessons from the MIT Blackjack Team(05:54) Transitioning from Operator to Investor(08:52) The Immigrant Experience and Entrepreneurship(11:46) Building Trust in High-Stakes Environments(14:36) The Power of Immigrant Founders(17:44) Branding and Recognition in Venture Capital(28:18) Building a Strong Network for Deal Flow(31:39) Recognizing Undervalued Immigrant Founders(34:19) Traits of Extraordinary Founders(37:07) The Importance of Customer Focus(38:53) Growth Through Partnership and Experience(42:23) Navigating the Challenges of Venture Capital(44:56) Turning Disappointments into Opportunities(46:19) Dealing with Imposter Syndrome(47:32) Lessons Learned on the Entrepreneurial Journey(51:03) The Inner Drive of EntrepreneurshipConnect with Alisa! Follow Alisa Cohn on Instagram: @alisacohn Twitter: @alisacohn Facebook: facebook.com/alisa.cohn LinkedIn: https://www.linkedin.com/in/alisacohn/ Website: http://www.alisacohn.com Download her 5 scripts for delicate conversations (and 1 to make your life better) Grab a copy of From Start-Up to Grown-Up by Alisa Cohn from Amazon

In this 2023 podcast interview Della shares about her early years, a bit of her education and also about what she does in the community. Della Fay Perez is the Founder and Chief Executive Officer of Angels of Love, a nonprofit organization dedicated to empowering survivors, supporting families in crisis, and fostering healing through advocacy, education, and compassion. Under her leadership, Angels of Love has grown into a beacon of hope, providing life-changing services that promote resilience, safety, and transformation. A visionary leader with a deep commitment to service, Della brings together faith-based principles, community collaboration, and trauma-informed practices to create meaningful impact. Her work reflects a lifelong passion for helping others rise above adversity and rediscover their voice, strength, and purpose. Della continues to lead with integrity, empathy, and purpose—ensuring that every program within Angels of Love embodies the organization's guiding belief: that love, compassion, and justice can heal and transform lives.

-Considering the caliber of President Trump's other appointees, Jared Isaacman is probably the best candidate for the job. Outside of being a successful entrepreneur, he has flown fighter jets and been to space twice as part of the Inspiration4 and Polaris Dawn private missions. -Michał Kiciński, co-founder of CD Projekt, has acquired total ownership of the DRM-free video game storefront GOG. The digital video game platform was started by CD Projekt in 2008 with a stated mission to preserve "Good Old Games" (hence the GOG acronym). -Ubisoft had to shut down Rainbow Six Siege's servers and roll back transactions, a situation that came from a widespread breach that left various players with billions of in-game credits, ultra-rare skins of weapons, and banned accounts. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Great Qing begins to buckle under early 19th c. internal pressures. Unrest first erupts not at the imperial core but along its social and geographic margins. This time, we look at three of the early warning shocks: the Miao frontier rebellions, the rise of Triad networks across the southern coastal cities, & the formation of the apocalyptic White Lotus uprising.Time Period Covered:~1790s-1840s CEMajor Historical Figures:Qing Empire:Fu Nai, Qing magistrateHeshen, grand councilor under the Qianlong Emperor, (1750-1799) Miao People:Shi Sanbao, Miao rebel leader, (d. ~1796)Shi Liudeng, Miao rebel leader, (d. 1797)White Lotus Sect:Lin Shuangwen, Leader of the Tiandihui (Heaven and Earth Society), (1756–1788)Liu Song, White Lotus sect figure/leader, (banished~1775; active 1770s–1790s)Liu Zhishi, Disciple of Liu Song; charismatic White Lotus preacher, (active 1790s)Major Works Cited:Mann, Susan and Philip A. Kuhn. “Dynastic decline and the roots of rebellion” in The Cambridge History of China, Volume 10: Late Ch'ing, 1800–1911, Part 1.Naquin, Susan. "Millenarian Rebellion in China: The Eight Trigrams Uprising of 1813."Ownby, David. Brotherhoods and Secret Societies in Early and Mid-Qing China.Rowe, William. China's Last Empire: The Great Qing. Learn more about your ad choices. Visit megaphone.fm/adchoices

Every year, our family practices a simple but meaningful tradition. Each of us chooses a single word to guide the year ahead. Not as a resolution, but as a lens. A word to pay attention to, to live with, and to let shape us over time.Today, I am joined by my wife, Jana, our son Seth, and daughter Megan. Together, we look back on the past twelve months and reflect on how these words played out in real life. Not theory. Not polish. Just honest stories of growth, tension, and becoming.To Order Doug's Books: The Resiliency Quest,Mad About Us Visit Doug's Website: https://www.dougmckinley.com/ Receive a Free Leadership Resource: Leadership Guide 

Every week, members of The Gospel Project for Kids team offer guidance to help you as you prepare to teach each session to preschoolers and kids. This week, we discuss Unit 17, Session 1—God Brought His People Home.

☞ ABOUT THIS MESSAGE Check out this week's message!   ☞ BIBLE APP NOTES https://www.bible.com/events/49542866   ☞ GROUP LEADER GUIDE Coming soon!   ☞ NEXT STEPS

Merry Christmas, everyone. Happy Hannukah, and Happy New Year. I hope your new year gets started off with a lot of growth in your business and happiness for you and your team members.In order to help, I wanted to start the new year off with an episode about how to become more organized as a leader. If you recall, a few weeks ago, I did an episode about creating a specific vision of where you want to go -- a roadmap if you will.In that episode, I encouraged you to set Daily and Weekly Action Plans to help you accomplish those long-term goals.Well, in this episode, I'm going to give you five steps to help you organize your schedule so you are more likely to accomplish the daily/weekly action plans, that will help you move toward the milestone, and eventually accomplish those long-term goals.Show Notes: Top 5 Ways to Stay Organized as a Leader(https://www.leadersinstitute.com/5-simple-tips-to-get-organized-as-a-leader/)

For this episode of the Security Clearance Careers Podcast, we we explore leadership, ethics, and excellence in high-stakes environments. Today's episode will reshape how you think about leadership, especially leadership where character and trust are at the foundation of leading groups in national security missions.Today we are thrilled to be joined by Harry Wetherbee, a former senior executive officer of the CIA, and author of The Character of a Leader: Lessons on Honor and Integrity in Command. In this short but powerful book, Harry draws on decades of work at the intersection of national security, intelligence, and moral responsibility to show what truly separates fleeting authority from enduring leadership. Hosted on Acast. See acast.com/privacy for more information.

Is there a time and a place for command and control leadership Absolutely. But what happens when the leaders we promote for their crisis-management skills start treating every single day like an emergency? In this fascinating episode from the archive, Andy Lopata is joined by neuropsychologist and leadership expert Heather Wright to dissect the critical difference between a "crisis leader" and a "daily leader." Drawing on her extensive work with organisations from Coca-Cola to the emergency services, Heather reveals the neurological reasons why top-down authority fails in day-to-day operations, crushing creativity and engagement. This is a deep dive into the science of trust, the leader's own ego, and the emotional habits that dictate our management style. Discover why the most important leadership work you can do is on yourself, and learn how to build a team that will follow you in a crisis because they trust you every other day of the year. Key Takeaways  What is the critical difference between a crisis leader and a daily leader (and why are most organisations promoting the wrong one)? Why is your leadership style not a conscious choice, but a deeply ingrained "emotional habit" (and how can you rewire it)? What are the "rules of engagement" every team must agree on before a conflict arises to ensure trust is maintained? Is your "need to be needed" as a leader secretly preventing your team from taking ownership and growing? What is the psychological trap that makes leaders focus on proving an employee is "wrong" instead of actually changing their behavior? Actionable Insights Lead Yourself First, Then Your Team: Before you can effectively lead others, you must understand yourself. Define your core values, recognise your emotional habits and ego-driven triggers, and get clear on the legacy you want to leave. True leadership starts with personal performance. Establish "Rules of Engagement" in Peacetime: Don't wait for a conflict to figure out how to handle it. Proactively sit down with your team and agree on how you will communicate, give feedback, and handle disagreements. Discussing this when things are calm builds the trust needed to navigate future challenges. Reframe Difficult Conversations Around Solutions: When addressing poor performance, shift your focus from pointing out what's wrong to clarifying what you want instead. Ask yourself: "Could I change this person's behaviour without them ever knowing they were wrong in the first place?" This moves the conversation from accusation to a collaborative focus on future success. SELECTED LINKS FROM THE EPISODE Connect with Andy Lopata: Website | Instagram | LinkedIn | X/Twitter | YouTube Connect with Heather Wright: Website |LinkedIn | The Financial Times Guide to Mentoring Episode 151 Featuring Andy Woodfield and Heather Wright

Almost every democratic country, including the United States and Israel, has leaders and even presidents who broke the law and sinned, and some even went to jail. After this punishment, how does Judaism instruct people to view these leaders? Should they be honored because of their past service, or ignored completely because of their sin? This podcast will show how  traditional Jewish sources have much to teach us about this sensitive and current issue.

Almost every democratic country, including the United States and Israel, has leaders and even presidents who broke the law and sinned, and some even went to jail. After this punishment, how does Judaism instruct people to view these leaders? Should they be honored because of their past service, or ignored completely because of their sin? This podcast will show how  traditional Jewish sources have much to teach us about this sensitive and current issue.

Diana Brandl  is a longtime C-Suite assistant, and host of the Executive Office Insights podcast.In this spotlight episode, Diana interviews Samantha Cox, former EA to Sir Richard Branson.Show Notes -> leaderassistant.com/356 --In-person meeting planning can be a lot to manage. That's where TROOP Planner comes in. TROOP Planner is built to make life easier for busy assistants like yourself. Whether you're organizing an executive offsite, department meeting, or team retreat, TROOP keeps it simple, fast, and organized.Visit leaderassistant.com/troop to learn more! --Are you ready to level up? Enroll in The Leader Assistant Academy at leaderassistant.com/academy to embrace the Leader Assistant frameworks used by thousands of assistants. --Eliminate manual scheduling with YouCanBookMe by Capacity's booking links, automated reminders, and meeting polls. Sign up for a FREE trial -> leaderassistant.com/calendar.More from The Leader Assistant... Book, Audiobook, and Workbook -> leaderassistantbook.com The Leader Assistant Academy -> leaderassistantbook.com/academy Premium Membership -> leaderassistant.com/membership Events -> leaderassistantlive.com Free Community -> leaderassistant.com/community

Concluding our look into marxism/socialism we look at Cambodia and Pol Pot.Leader of the Khmer Rouge and the Killing Fields he has been for the most part been swept into the corner of history.Who was he? What was his brutal regime all about? What were the killing fields and what lessons can we learn?Can socialism work? Is is a viable alternative? Why are so many young people attracted to it when it has failed every single time?Email us at: downtherh@protonmail.com

KRISTEN WONCHMoney Coach • Wealth Ninja • High-Achiever • Recovering PerfectionistKristen was one of a handful of women to land a highly coveted commodities trading role—accomplishing in just a few months what takes most people a decade.She was structuring multimillion-dollar deals. Her life looked glamorous.Behind the scenes, things were far more complicated. An MBA in Finance didn't stop her from accumulating over $100,000 in debt. She spent her generous corporate salary fueling cycles of drinking and shopping addiction, riding repeated waves of extreme highs and lows.Then she hired her first coach—and everything changed.Kristen transformed her toxic money patterns. She broke the overspending loop, learned how to invest profitably, and shifted beyond simply making money… into BUILDING WEALTH.Within a few years, she paid off six figures of debt, built two multi six-figure businesses in record time from the beaches of Costa Rica, and began growing real assets. She created a predictable, highly profitable investment portfolio that grows while she sleeps—generating daily passive income. Her money is always making money.Today, Kristen teaches women to do the same using an approach to finance so simple a fourth-grader could understand it. Her Money Mastery Method™ is the world's first to teach women how to earn efficiently, spend intentionally, invest wisely, and rewire subconscious money beliefs from the ground up. She has worked with hundreds of entrepreneurs and coached women across eight countries to create lasting financial freedom.Kristen is on a mission to help women build generational wealth—and create a life they're truly obsessed with.More Info: Kristen WonchSponsors: Chelsea Norman: 5SensesCoaching.comBecome a Guest on Master Leadership Podcast: Book HereAgency Sponsorships: Book GuestsMaster Your Podcast Course: MasterYourSwagFree Coaching Session: Master Leadership 360 CoachingSupport this show http://supporter.acast.com/masterleadership. Hosted on Acast. See acast.com/privacy for more information.

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/ https://youtu.be/vEdq8rpBM3I In this data-rich keynote, Jay McBain deconstructs the tectonic shifts reshaping the $5.3 trillion global technology industry, arguing that we are entering a new 20-year cycle where traditional direct sales models are obsolete. McBain explains why 96% of the industry is now surrounded by partners and how successful companies must pivot from “flywheels and theory” to a granular strategy focused on the seven specific partners present in every deal. From the explosion of agentic AI and the $163 billion marketplace revolution to the specific mechanics of multiplier economics, this discussion provides a roadmap for navigating the “decade of the ecosystem” where influence, trust, and integration—not just product—determine winners and losers. Key Takeaways Half of today's Fortune 500 companies will likely vanish in the next 20 years due to the shift toward AI and ecosystem-led models. Every B2B deal now involves an average of seven trusted partners who influence the decision before a vendor even knows a deal exists. Microsoft has outpaced AWS growth for 26 consecutive quarters largely because of a superior partner-led geographic strategy. Marketplaces are projected to grow to $163 billion by 2030, with nearly 60% of deals involving partner funding or private offers. The “Multiplier Effect” is the new ROI, where partners can make up to $8.45 for every dollar of vendor product sold. Future dominance relies on five key pillars: Platform, Service Partnerships, Channel Partnerships, Alliances, and Go-to-Market orchestration. 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: Jay McBain, Canalys, partner ecosystem, channel chief, agentic AI, marketplace growth, multiplier economics, B2B sales trends, tech industry forecast, service partnerships, strategic alliances, Microsoft vs AWS, distribution transformation, managed services growth, SaaS platforms, customer journey mapping, 28 moments of truth, future of reselling, technology spending 2025, ecosystem orchestration, partner multipliers. T Transcript: Jay McBain WORKFILE FOR TRANSCRIPT [00:00:00] Vince Menzione: Just up from, did you Puerto Rico last night? Puerto Rico, yes. Puerto Rico. He dodged the hurricane. Um, you all know him. Uh, let him introduce himself for those of you who don’t, but just thrilled to have on the stage, again, somebody who knows more about what’s going on in, in the, and has the pulse on this industry probably than just about anybody I know personally. [00:00:21] Vince Menzione: J Jay McBain. Jay, great to see you my friend. Alright, thank you. We have to come all the way. We live, we live uh, about 20 minutes from each other. We have to come all the way to Reston, Virginia to see each other, right? That’s right. Very good. Well, uh, that’s all over to you, sir. Thank you. [00:00:35] Jay McBain: Alright, well thank you so much. [00:00:36] Jay McBain: I went from 85 degrees yesterday to 45 today, but I was able to dodge that, uh, that hurricane, uh, that we kind of had to fly through the northern edge of, uh, wanna talk today about our industry, about the ultimate partner. I’m gonna try to frame up the ultimate partner as I walk through the data and the latest research that, uh, that we’ve been doing in the market. [00:00:56] Jay McBain: But I wanted to start here ’cause our industry moves in 20 year cycles, and if you look at the Fortune 500 and dial back 20 years from today, 52% of them no longer exist. As we step into the next 20 year AI era, half of the companies that we know and love today are not gonna exist. So we look at this, and by the way, if you’re not in the Fortune 500 and you don’t have deep pockets to buy your way outta problems, 71% of tech companies fail over the course of 10 years. [00:01:30] Jay McBain: Those are statistics from the US government. So I start to look at our industry and you know, you may look at the, you know, mainframe era from the sixties and seventies, mini computers, August the 12th, 1981, that first IBM, PC with Microsoft dos, version one, you know, triggered. A new 20 year era of client server. [00:01:51] Jay McBain: It was the time and I worked at IBM for 17 years, but there was a time where Bill Gates flew into Boca Raton, Florida and met with the IBM team and did that, you know, fancy licensing agreement. But after, you know, 20 years of being the most valuable company in the world and 13 years of antitrust and getting broken up, almost like at and TIBM almost didn’t make payroll. [00:02:14] Jay McBain: 13 years after meeting Bill Gates. Yeah, that’s how quickly things change in these eras. In 1999, a small company outta San Francisco called salesforce.com got its start. About 10 years later, Jeff Bezos asked a question in a boardroom, could we rent out our excess capacity and would other companies buy it? [00:02:35] Jay McBain: Which, you know, most people in the room laughed at ’em at the time. But it created a 20 year cloud era when our friends, our neighbors, our family. Saw Chachi PT for the first time in March of 2023. They saw the deep fakes, they saw the poetry, they saw the music. They came to us as tech people and said, did we just light up Skynet? [00:02:58] Jay McBain: And that consumer trend has triggered this next 20 years. I could walk through the richest people in the world through those trends. I could walk through the most valuable companies. It all aligns. ’cause by the way, Apple’s no longer at the top. Nvidia is at the top, Microsoft. Second, things change really quickly. [00:03:17] Jay McBain: So in that course of time, you start to look at our industry and as people are talking about a six and a half or $7 trillion build out of ai, that’s open AI and Microsoft numbers, that is bigger than our industry that’s taken over 50 years to build. This year, we’re gonna finish the year at $5.3 trillion. [00:03:36] Jay McBain: That’s from the smallest flower shop to the biggest bank. Biggest governments that Caresoft would, uh, serve biggest customer in the world is actually the federal government of the us. But you look at this pie chart and you look at the changes that we’re gonna go through over the next 20 years, there’s about a trillion dollars in hardware. [00:03:54] Jay McBain: There’s about a trillion dollars in software. If you look forward through all of the merging trends, quantum computing, humanoid robots, all the things that are coming that dollar to dollar software to hardware will continue to exist all the way through. We see services making up almost two thirds of this pie. [00:04:13] Jay McBain: Yesterday I was in a telco conference with at and t and Verizon and T-Mobile and some of the biggest wireless players and IT services, which happen to be growing faster than products. At the moment, there is more work to be done wrapping around the deal than the actual products that the customer is buying. [00:04:32] Jay McBain: So in an industry that’s growing at 7%. On top of the world economy that’s grown at 2.2. This is the fastest growing industry, and it will be at least for the next 10 years, if not 2070 0.1% of this entire $5 trillion gets transacted through partners. While what we’re talking to today about the ultimate partner, 96% of this industry is surrounded by partners in one way or another. [00:05:01] Jay McBain: They’re there before the deal. They’re there at the deal. They’re there after the deal. Two thirds of our industry is now subscription consumption based. So every 30 days forever, and a customer for life becomes everything. So if every deal in medium, mid-market, and higher has seven partners, according to McKinsey, who are those seven people trying to get into the deal? [00:05:25] Jay McBain: While there’s millions of companies that have come into tech over the last 10 to 20 years. Digital agencies, accountants, legal firms, everybody’s come in. The 250,000 SaaS companies, a million emerging tech companies, there’s a big fight to be one of those seven trusted people at the table. So millions of companies and tens of millions of people our competing for these slots. [00:05:49] Jay McBain: So one of the pieces of research I’m most proud of, uh, in my analyst career is this. And this took over two years to build. It’s a lot of logos. Not this PowerPoint slide, but the actual data. Thousands of people hours. Because guess what? When you look at partners from the top down, the top 1000 partners, by capability and capacity, not by resale. [00:06:15] Jay McBain: It’s not a ranking of CDW and insight and resale numbers. It is the surrounding. Consulting, design, architecture, implementations, integrations, managed services, all the pieces that’s gonna make the next 20 years run. So when you start to look at this, 98% of these companies are private, so very difficult to get to those numbers and, uh, a ton of research and help from AI and other things to get this. [00:06:41] Jay McBain: But this is it. And if you look at this list, there’s a thousand logos out of the million companies. There’s a thousand logos that drive two thirds of all tech services in the world. $1.07 trillion gets delivered by a thousand companies, but here’s where it gets fun. Those companies in the middle, in blue, the 30 of them deliver more tech services than the next 970. [00:07:08] Jay McBain: Combined the 970 combined in white deliver more tech services. Then the next million combined. So if you think we live in an 80 20 rule or maybe a 99, a 95 5 rule, or a 99 1 rule, we actually live in a 99.9 0.1 parallel principle. These companies spread around the world evenly split across the uh, different regions. [00:07:35] Jay McBain: South Africa, Latin America, they’re all over. They split. They split among types. All of the Venn diagram I just showed from GSIs to VARs to MSPs, to agencies and other types of companies. But this is a really rich list and it’s public. So every company in the world now, if you’re looking at Transactable data, if you’re looking at quantifiable data that you can go put your revenue numbers against, it represents 70 to 80% of every company in this room’s Tam. [00:08:08] Jay McBain: In one piece of research. So what do you do below that? How do you cover a million companies that you can’t afford to put a channel account manager? You can’t afford to write programs directly for well after the top down analysis and all the wallet share and you know exactly where the lowest hanging fruit is for most of your tam. [00:08:28] Jay McBain: The available markets. The obtainable markets. You gotta start from the community level grassroots up. So you need to ask the question for the million companies and the maybe a hundred thousand companies out there, partner companies that are surrounding your customer. These are the seven partners that surround your customer. [00:08:48] Jay McBain: What do they read, where do they go, and who do they follow? Interestingly enough, our industry globally equates to only a thousand watering holes, a thousand companies at the top, a thousand places at the bottom. 35% of this audience we’re talking. Millions of people here love events and there’s 352 of them like this one that they love to go to. [00:09:13] Jay McBain: They love the hallway chats, they love the hotel lobby bar, you know, in a time reminded by the pandemic. They love to be in person. It’s the number one way they’re influenced. So if you don’t have a solid event strategy and you don’t have a community team out giving out socks every week, your competitors might beat you. [00:09:31] Jay McBain: 12% of this audience loves podcasts. It’s the Joe Rogan effect of our industry. And while you know, you may not think the 121 podcasts out there are important, well, you’re missing 12% of your audience. It’s over a million people. If you’re not on a weekly podcast in one of these podcasts in the world, there’s still people that read one of the 106 magazines in the world. [00:09:55] Jay McBain: There are people that love peer groups, associations, they wanna be part of this. There’s 15 different ways people are influenced. And a solid grassroots strategy is how you make this happen. In the last 10 years, we’ve created a number of billionaires. Bottom up. They never had to go talk to la large enterprise. [00:10:15] Jay McBain: They never had to go build out a mid-market strategy. They just went and give away socks and new community marketing. And this has created, I could rip through a bunch of names that became unicorns just in the last couple of years, bottoms up. You go back to your board walking into next year, top down, bottom up. [00:10:34] Jay McBain: You’ve covered a hundred percent of your tam, and now you’ve covered it with names, faces, and places. You haven’t covered it with a flywheel or a theory. And for 44 years, we have gone to our board every fourth quarter with flywheels and theory. Trust me, partners are important. The channel is key to us. [00:10:57] Jay McBain: Well, let’s talk at the point of this granularity, and now we’re getting supported by technology 261 entrepreneurs. Many of them in the room actually here that are driving this ability to succeed with seven partners in every deal to exchange data to be able to exchange telemetry of these prospects to be able to see twice or three times in terms of pipeline of your target addressable market. [00:11:26] Jay McBain: All these ai, um, technologies, agentic technologies are coming into this. It’s all about data. It’s all about quantifiable names, faces, and places. Now none of us should be walking around with flywheels, so let’s flip the flywheels. No. Uh, so we also look at, and I sold PCs for 17 years and that was in the high times of 40% margins for partners. [00:11:55] Jay McBain: But one interesting thing when you study the p and l for broad base of partners around the world, it’s changed pretty significantly in this last 20 year era. What the cloud era did is dropped hardware from what used to be 84% plus the break fix and things that wrap around it of the p and l to now 16% of every partner in the world. [00:12:16] Jay McBain: 84% of their p and l is now software and services. And if you look at profitability, it’s worse. It’s actually 87% is profitability wise. They’ve completely shifted in terms of where they go. Now we look at other parts of our market. I could go through every part of the pie of the slide, but we’re watching each of the companies, and if you can see here, this is what we want to talk about in terms of ultimate partner. [00:12:43] Jay McBain: Microsoft has outgrown AWS for 26 straight quarters. They don’t have a better product. They don’t have a better price, they don’t have better promotion. It’s all place. And I’ll explain why you guess here in the light green line. Exactly. The day that Google went a hundred percent all in partner, every deal, even if a deal didn’t have a partner, one of the 4% of deals that didn’t have a partner, they injected a partner. [00:13:09] Jay McBain: You can see on the left side exactly where they did it. They got to the point of a hundred percent partner driven. Rebuilt their programs, rebuilt their marketplace. Their marketplace is actually larger than Microsoft’s, and they grew faster than Microsoft. A couple of those quarters. It is a partner driven future, and now I have Oracle, which I just walked by as I walked from the hotel. [00:13:31] Jay McBain: Oracle with their RPOs will start to join. Maybe the list of three hyperscalers becomes the list of four in future slides, but that’s a growth slide. Market share is different. AWS early and commanding lead. And it plays out, uh, plays out this way. But we’re at an interesting moment and I stood up six years ago talking about the decade of the ecosystem after we went through a decade of sales starting in 1999 when we all thought we were born to be salespeople. [00:14:02] Jay McBain: We managed territories with our gut. The sales tech stack would have it different, that sales was a science, and we ended the decade 2009, looking at sales very differently in 2009. I remember being at cocktail parties where CMOs would be joking around that 50% of their marketing dollars were wasted. They just didn’t know which 50%. [00:14:23] Jay McBain: And I’ll tell you, that was really funny. In 2009 till every 58-year-old CMO got replaced by a 38-year-old growth hacker who walked in with 15,348 SaaS companies in their MarTech and ad tech stack to solve the problem, every nickel of marketing by 2019 was tracked. Marketo, Eloqua, Pardot, HubSpot, driving this industry. [00:14:50] Jay McBain: Now, we stood up and said the 28 moments that come before a sale are pretty much all partner driven. In the best case scenario, a vendor might see four of the moments. They might come to your website, maybe they read an ebook, maybe they have a salesperson or a demo that comes in. That’s four outta 28 moments. [00:15:10] Jay McBain: The other 24 are done by partners. Yeah, in the worst case scenario and the majority scenario, you don’t see any of the moments. All 28 happen and you lose a deal without knowing there ever was a deal. So this is it. We need to partner in these moments and we need to inject partners into sales and marketing, like no time before, and this was the time to do it. [00:15:33] Jay McBain: And we got some feedback in the Salesforce state of sales report, which doesn’t involve any partnerships or, or. Channel Chiefs or anything else. This is 5,500 of the biggest CROs in the world that obviously use Salesforce. 89% of salespeople today use partners every day. For the 11% who don’t, 58% plan two within a year. [00:15:57] Jay McBain: If you add those two numbers together, that’s magically the 96% number. They recognize that every deal has partners in it. In 2024, last year, half of the salespeople in the world, every industry, every country. Miss their numbers. For the minority who made their numbers, 84 point percent pointed to partners as the reason why they made their numbers. [00:16:21] Jay McBain: It was the cheat code for sales, so that modern salesperson that knows how to orchestrate a deal, orchestrate the 28 moments with the seven partners and get to that final spot is the winning formula. HubSpot’s number in separate research was 84% in marketing. So we’re starting to see partners in here. We don’t have to shout from the mountaintops. [00:16:44] Jay McBain: These communities like ultimate Partner are working and we’re getting this to the highest levels in the board. And I’ll say that, you know, when 20 years from now half of the companies we know and love fail after we’re done writing the book and blaming the CEO for inventing the thing that ended up killing them, blaming the board for fiduciary responsibility and letting it happen. [00:17:06] Jay McBain: What are the other chapters of the book? And I think it’s all in one slide. We are in this platform economy and the. [00:17:31] Jay McBain: So your battery’s fine. Check, check, check, check. Alright, I’ll, I’ll just hold this in case, but the companies that execute on all five of these areas, well. Not only today become the trillion dollar valued companies, but they become the companies of tomorrow. These will be the fastest growing companies at every level. [00:17:50] Jay McBain: Not only running a platform business, but participating in other platforms. So this is how it breaks out, and there are people at very senior levels, at very big companies that have this now posted in the office of the CEO winning on integrations is everything. We just went through a demographic shift this year where 51% of our buyers are born after 1982. [00:18:15] Jay McBain: Millennials are the number one buyer of the $5 trillion. Their number one buying criteria is not service. Support your price, your brand reputation, it’s integrations. The buy a product, 80% is good as the next one if it works better in their environment. 79% of us won’t buy a car unless it has CarPlay or Android Auto. [00:18:34] Jay McBain: This is an integration world. The company with the most integrations win. Second, there are seven partners that surround the customer. Highly trusted partners. We’re talking, coaching the customer’s, kids soccer team, having a cottage together up at the lake. You know, best men, bate of honors at weddings type of relationships. [00:18:57] Jay McBain: You can’t maybe have all seven, but how does Microsoft beat AWS? They might have had two, three, or four of them saying nice things about them instead of the competition. Winning in service partnerships and channel partnerships changes by category. If you’re selling MarTech, only 10% of it today is resold, so you build more on service partnerships. [00:19:18] Jay McBain: If you’re in cybersecurity today, 91.6% of it is resold. Transacted through partners. So you build a lot of channel partnerships, plus the service partnerships, whatever the mix is in your category, you have to have two or three of those seven people. Saying nice things about you at every stage of the customer journey. [00:19:38] Jay McBain: Now move over to alliances. We have already built the platforms at the hyperscale level. We’ve built the platforms within SaaS, Salesforce, ServiceNow, Workday, Marketo, NetSuite, HubSpot. Every buyer has a set of platforms that they buy. We’ve now built them in cybersecurity this year out of 6,500 as high as cyber companies, the top five are starting to separate. [00:20:02] Jay McBain: We built it in distribution, which I’ll show in a minute. We’re building it in Telco. This is a platform economy and alliances win and you have alliances with your competitors ’cause you compete in the morning, but you’re best friends by the afternoon. Winning in other platforms is just as important as driving your own. [00:20:20] Jay McBain: And probably the most important part of this is go to market. That sales, that marketing, the 28 moments, the every 30 days forever become all a partner strategy. So there’s still CEOs out there that believe platform is a UI or UX on a bunch of disparate products and things you’ve acquired. There’s still CFOs out there that Think platform is a pricing model, a bundle model of just getting everything under one, you know, subscription price or consumption price. [00:20:51] Jay McBain: And it’s not, platforms are synonymous with partnerships. This is the way forward and there’s no conversation around ai. That doesn’t involve Nvidia over there, an open AI over here and a hyperscaler over there and a SaaS company over here. The seven layer stack wins every single time, and the companies that get this will be the ones that survive this cycle. [00:21:16] Jay McBain: Now, flipping over to marketplaces. So we had written research that, um, about five years ago that marketplaces were going to grow at 82% compounded. Yeah, probably one of the most accurate predictions we ever made, because it happened, we, we predicted that, uh, we were gonna get up to about $85 billion. Well, now we’ve extended that to 2030, so we’re gonna get up to $163 billion, and the thing that we’re watching is in green. [00:21:46] Jay McBain: If 96% of these deals are partner assisted in some way, how is the economics of partnering going to work? We predicted that 50% of deals by 2027. Would be partner funded in some way. Private offers multi-partner offers distributor sellers of record, and now that extends to 59% by 2030, the most senior leader of the biggest marketplace AWS, just said to us they’re gonna probably make these numbers on their own. [00:22:14] Jay McBain: And he asked what their two competitors are doing. So he’s telling us that we under called this. Now when you look at each of the press releases, and this is the AWS Billion Dollar Club. Every one of the companies on the left have issued a press release that they’re in the billion dollar club. Some of them are in the multi-billions, but I want you to double click on this press release. [00:22:35] Jay McBain: I’m quoted in here somewhere, but as CrowdStrike is building the marketplace at 91% compounded, they’re almost doubling their revenue every single year. They’re growing the partner funding, in this case, distributor funding by 3548%. Almost triple digit growth in marketplace is translating into almost quadruple digit growth in funding. [00:23:01] Jay McBain: And you see that over and over again as, as Splunk hit three, uh, billion dollars. The same. Salesforce hit $2 billion on AWS in Ulti, 18 months. They joined in October 20, 23, and 18 months later, they’re already at $2 billion. But now you’re seeing at Salesforce, which by the way. Grew up to $40 billion in revenue direct, almost not a nickel in resell. [00:23:28] Jay McBain: Made it really difficult for VARs and managed service providers to work with Salesforce because they couldn’t understand how to add services to something they didn’t book the revenue for. While $40 billion companies now seeing 70% of their deals come through partners. So this is just the world that we’re in. [00:23:44] Jay McBain: It doesn’t matter who you are and what industry you’re in, this takes place. But now we’re starting to see for the first time. Partners join the billion dollar club. So you wonder about partnering and all this funding and everything that’s working through Now you’re seeing press releases and companies that are redoing their LinkedIn branding about joining this illustrious club without a product to sell and all the services that wrap around it. [00:24:10] Jay McBain: So the opening session on Microsoft was interesting because there’s been a number of changes that Microsoft has done just in the last 30 days. One is they cut distribution by two thirds going from 180 distributors to 62. They cut out any small partner lower than a thousand dollars, and that doesn’t sound like a lot, but that’s over a hundred thousand partners that get deed tightening the long tail. [00:24:38] Jay McBain: They we’re the first to really put a global point system in place three years ago. They went to the new commerce experience. If you remember, all kinds of changes being led by. The biggest company for the channel. And so when we’re studying marketplaces, we’re not just studying the three hyperscalers, we’re studying what TD Cynic is doing with Stream One Ingram’s doing with Advant Advantage Aerosphere. [00:25:01] Jay McBain: Also, we’re watching what PAX eight, who by the way, is the 365 bestseller for Microsoft in the world. They are the cybersecurity leader for Microsoft in the world and the copilot. Leader in the world for Microsoft and Partner of the Year for Microsoft. So we’re watching what the cloud platforms are doing, watching what the Telco are doing, which is 25 cents out of every dollar, if you remember that pie chart, watching what the biggest resellers are converting themselves into. [00:25:30] Jay McBain: Vince just mentioned, you know, SHI in the changes there watching the managed services market and the leaders there, what they’re doing in terms of how this industry’s moving forward. By the way, managed services at $608 billion this year. Is one and a half times larger than the SaaS industry overall. [00:25:48] Jay McBain: It’s also one and a half times larger than all the hyperscalers combined. Oracle, Alibaba, IBM, all the way down. This is a massive market and it makes up 15 to 20 cents of every dollar the customer spend. We’re watching that industry hit a trillion dollars by the end of the decade, and we’re watching 150 different marketplace development platforms, the distribution of our industry, which today is 70.1% indirect. [00:26:13] Jay McBain: We’re starting to see that number, uh, solidify in terms of marketplaces as well. Watching distributors go from that linear warehouse in a bank to this orchestration model, watching some of the biggest players as the world comes around, platforms, it tightens around the place. So Caresoft, uh, from from here is the sixth biggest distributor in the world. [00:26:40] Jay McBain: Just shows you how big the. You know, biggest client in the world is that they serve. But understand that we’re publishing the distributor 500 list, but it’ll be the same thing. That little group in blue in the middle today, you know, drives almost two thirds of the market. So what happens in all this next stage in terms of where the dollars change hands. [00:27:07] Jay McBain: And the economics of partnering themselves are going through the most radical shift that we’ve seen ever. So back to the nineties, and, and for those of you that have been channel chiefs and running programs, we went to work every day. You know, everything’s on fire. We’re trying to check hundred boxes, trying to make our program 10% better than our competitors. [00:27:30] Jay McBain: Hey, we gotta fix our deal registration program today, and our incentives are outta whack or training programs or. You know, not where they need to be. Our certification, you know, this was the life of, uh, of a channel chief. Everybody thought we were just out drinking in the Caribbean with our best partners, but we were under the weight of this. [00:27:49] Jay McBain: But something interesting has happened is that we turned around and put the customer at the middle of our programs to say that those 28 moments in green before the sale are really, really important. And the seven partners who participate are really important. Understanding. The customer’s gonna buy a seven layer stack. [00:28:09] Jay McBain: They’re gonna buy it With these seven partners, the procurement stage is much different. The growth of marketplaces, the growth of direct in some of these areas, and then long term every 30 days forever in a managed service, implementations, integrations, how you upsell, cross-sell, enrich a deal changes. So how would you build a program that’s wrapped around the customer instead of the vendor? [00:28:35] Jay McBain: And we’re starting to hear our partners shout back to us. These are global surveys, big numbers, but over half of our partners, regardless of type, are selling consulting to their customer. Over half are designing architecting deals. A third of them are trying to be system integrators showing up at those implementation integration moments. [00:28:55] Jay McBain: Two thirds of them are doing managed services, but the shocking one here is 44% of our partners, regardless of type, are coding. They’re building agents and they’re out helping their customer at that level. So this is the modern partner that says, don’t typecast me. You may have thought of me in your program. [00:29:14] Jay McBain: You might have me slotted as a var. Well, I do 3.2 things, and if I don’t get access to those resources, if you don’t walk me to that room, I’m not gonna do them with you. You may have me as a managed service provider that’s only in the morning. By the afternoon I’m coding, and by the next morning I’m implementing and consulting. [00:29:33] Jay McBain: So again, a partner’s not a partner. That Venn diagram is a very loose one now, as every partner on there is doing 3.2 different business models. And again, they’re telling us for 43 years, they said, I want more leads this year it changed. For the first time, I want to be recognized and incentivized as more than just a cash register for you. [00:29:57] Jay McBain: I want you to recognize when I’m consulting, when I’m designing, when you’re winning deals, because of my wonderful services, by the way, we asked the follow up question, well, where should we spend our money with you? And they overwhelmingly say, in the consulting stage, you win and lose deals. Not at moment 28. [00:30:18] Jay McBain: We’re not buying a pack of gum at the gas station. This is a considered purchase. You win deals from moment 12 through 16 and I’m gonna show you a picture of that later, and they say, you better be spending your money there, or you’re not gonna win your fair share or more than your fair share of deals. [00:30:36] Jay McBain: The shocking thing about this is that Microsoft, when they went to the point system, lifted two thirds of all the money, tens of billions of dollars, and put it post-sale, and we were all scratching our heads going. Well, if the partners are asking for it there, and it seems like to beat your biggest competitors, you want to win there. [00:30:54] Jay McBain: Why would you spend the money on renewal? Well, they went to Wall Street and Goldman Sachs and the people who lift trillions of dollars of pension funds and said, if we renew deals at 108%, we become a cash machine for you. And we think that’s more valuable than a company coming out with a new cell phone in September and selling a lot of them by Christmas every year. [00:31:18] Jay McBain: The industry. And by the way, wall Street responded, Microsoft has been more valuable than Apple since. So we talk in this now multiplier language, and these are reports that we write, uh, at AMIA at canals. But talking about the partner opportunity in that customer cycle, the $6 and 40 cents you can make for every dollar of consumption, or the $7 and 5 cents you can make the $8 and 45 cents you can make. [00:31:46] Jay McBain: There’s over 24 companies speaking at this level now, and guess what? It’s not just cloud or software companies. Hardware companies are starting to speak in this language, and on January 25th, Cisco, you know, probably second to Microsoft in terms of trust built with the channel globally is moving to a full point system. [00:32:09] Jay McBain: So these are the changes that happen fast. But your QBR with your partners now less about drinking beers at the hotel lobby bar and talking dollar by dollar where these opportunities are. So if you’re doing 3.2 of these things, let’s build out a, uh, a play where you can make $3 for every dollar that we make. [00:32:28] Jay McBain: And you make that profitably. You make it in sticky, highly retained business, and that’s the model. ’cause if you make $3 for every dollar. We make, you’re gonna win Partner of the year, and if you win partner of the year, that piece of glass that you win on stage, by the time you get back to your table, you’re gonna have three offers to buy your business. [00:32:51] Jay McBain: CDW just bought a w. S’s Partner of the Year. Insight bought Google’s eight time partner of the year. Presidio bought ServiceNow’s, partner of the year over and over and over again. So I’m at Octane, I’m at CrowdStrike, I’m at all these events in Vegas every week. I’m watching these partners of the year. [00:33:05] Jay McBain: And I’m watching as the big resellers. I’m watching as the GSIs and the m and a folks are surrounding their table after, and they’re selling their businesses for SaaS level valuations. Not the one-to-one service valuation. They’re getting multiples because this is the new future of our industry. This is platform economics. [00:33:25] Jay McBain: This is winning and platforms for partners. Now, like Vince, I spent 20 minutes without talking about ai, but we have to talk about ai. So the next 20 years as it plays out is gonna play out in phases. And the first thing you know to get it out of the way. The first two years since that March of 23, has been underwhelming, to say the least. [00:33:47] Jay McBain: It’s been disappointing. All the companies that should have won the biggest in AI have been the most disappointing. It’s underperformed the s and p by a considerable amount in terms of where we are. And it goes back to this. We always overestimate the first two years, but we underestimate the first 10. [00:34:07] Jay McBain: If you wanna be the point in time person and go look at that 1983 PC or the 1995 internet or that 2007 iPhone or that whatever point in time you wanna look at, or if you want to talk about hallucinations or where chat chip ET version five is version, as opposed to where it’s going to be as it improves every six months here on in. [00:34:30] Jay McBain: But the fact of the matter is, it’s been a consumer trend. Nvidia got to be the most valuable company in the world. OpenAI was the first company to 2 billion users, uh, in that amount of speed. It’s the fastest growing product ever in history, and it’s been a consumer win this trillions of dollars to get it thrown around in the press releases. [00:34:49] Jay McBain: They’re going out every day, you know, open ai, signing up somebody new or Nvidia, investing in somebody new almost every single day in hundreds of billions of dollars. It is all happening really on the consumer side. So we got a little bit worried and said, is that 96% of surround gonna work in ag agentic ai? [00:35:10] Jay McBain: So we went and asked, and the good news is 88% of end customers are using partners to work through their ag agentic strategy. Even though they’re moving slow, they’re actually using partners. But what’s interesting from a partner perspective, and this is new research that out till 2030. This is the number one services opportunity in the entire tech or telco industry. [00:35:34] Jay McBain: 35.3% compounded growth ending at $267 billion in services. Companies are rebuilding themselves, building out practices, and getting on this train and figuring out which vendors they should hook their caboose to as those trains leave the station. But it kind of plays out like this. So in the next three to five years, we’re in this generative, moving into agentic phase. [00:36:01] Jay McBain: Every partner thinks internally first, the sales and marketing. They’re thinking about their invoicing and billing. They’re thinking about their service tickets. They’re thinking about creating a business that’s 10% better than their competitors, taking that knowledge into their customers and drive in business. [00:36:17] Jay McBain: But we understand that ag agentic AI, as it’s going to play out is not a product. A couple of years ago, we thought maybe a copilot or an agent force or something was going to be the product that everybody needed to buy, and it’s not a product, it’s gonna show up as a feature. So you go back in the history of feature ads and it’s gonna show up in software. [00:36:38] Jay McBain: So if you’re calling in SMB, maybe you’re calling on a restaurant. The restaurant isn’t gonna call OpenAI or call Microsoft or call Nvidia directly. They’re running their restaurant. And they may have chosen a platform like Toast Square, Clover, whatever iPads people are running around with, runs on a platform that does everything in their business, does staffing, does food ordering, works with Uber Eats, does everything end to end? [00:37:08] Jay McBain: They’re gonna wait to one of those platforms, dries out agent AI for them, and can run the restaurant more effectively, less human capital and more consistently, but they wait for the SaaS platform as you get larger. A hundred, 150 people. You have vice presidents. Each of those vice presidents already have a SaaS stack. [00:37:28] Jay McBain: I talked about Salesforce, ServiceNow, Workday, et cetera. They’ve already built that seven layer model and in some cases it’s 70 layers. But the fact is, is they’re gonna wait for those SaaS layers to deliver ag agentic to them. So this is how it’s gonna play out for the next three and a half, three to five years. [00:37:45] Jay McBain: And partners are realizing that many of them were slow to pick up SaaS ’cause they didn’t resell it. Well now to win in this next three to half, three to five years, you’re gonna have to play in this environment. When you start looking out from here, the next generation, you know, kind of five through 15 years gets interesting in more of a physical sense. [00:38:06] Jay McBain: Where I was yesterday talking about every IOT device that now is internet access, starts to get access to large language models. Every little sensor, every camera, everything that’s out there starts to get smart. But there’s a point. The first trillionaire, I believe, will be created here. Elon’s already halfway there. [00:38:24] Jay McBain: Um, but when Bill Gates thought there was gonna be a PC in every home, and IBM thought they were gonna sell 10,000 to hobbyists, that created the richest person in the world for 20 years, there will be a humanoid in every home. There’s gonna be a point in time that you’re out having drinks with your friends, and somebody’s gonna say, the early adopter of your friends is gonna say. [00:38:46] Jay McBain: I haven’t done the dishes in six weeks. I haven’t done the laundry. I haven’t made my bed. I haven’t mowed the lawn. When they say that, you’re gonna say, well, how? And they’re gonna say, well, this year I didn’t buy a new car, but I went to the car dealership and I bought this. So we’re very close to the dexterity needed. [00:39:05] Jay McBain: We’ve got the large language models. Now. The chat, GPT version 10 by then is going to make an insane, and every house is gonna have one of the. [00:39:17] Jay McBain: This is the promise of ai. It’s not humanoid robots, it’s not agents. It’s this. 99% of the world’s business data has not been trained or tuned into models yet. Again, this is the slow moving business. If you want to think about the 99% of business data, every flight we’ve all taken in this room sits on a saber system that was put in place in 1964. [00:39:43] Jay McBain: Every banking transaction, we’ve all made, every withdrawal, every deposit sits on an IBM mainframe put in place in the sixties or seventies. 83% of this data sits in cold storage at the edge. It’s not ready to be moved. It’s not cleansed, it’s not, um, indexed. It’s not in any format or sitting on any infrastructure that a large language model will be able to gobble up the data. [00:40:10] Jay McBain: None of the workflows, none of the programming on top of that data is yet ready. So this is your 10 to 20 year arc of this era that chat bot today when they cancel your flight is cute. It’s empathetic, it feels bad for you, or at least it seems to, but it can’t do anything. It can’t book you the Marriott and get you an Uber and then a 5:00 AM flight the next morning. [00:40:34] Jay McBain: It can’t do any of that. But more importantly, it doesn’t know who you are. I’ve got 53 years of flights under my belt and they, I’m the person that get me within six hours of my kids and get me a one-way Hertz rental. You know, if there’s bad weather in Miami, get me to Tampa, get me a Hertz, I’m driving home, I’m gonna make it home. [00:40:56] Jay McBain: I’m not the 5:00 AM get me a hotel person. They would know that if they picked up the flights that I’ve taken in the past. Each of us are different. When you get access to the business data and you become ag agentic, everything changes. Every industry changes because of this around the customers. When you ask about this 35% growth, working on that data, working in traditional consulting and design and implementation, working in the $7 trillion of infrastructure, storage, compute, networking, that’s gonna be around, this is a massive opportunity. [00:41:30] Jay McBain: Services are gonna continue to outgrow products. Probably for the next five to 10 years because of this, and I’m gonna finish here. So we talked a lot about quantifying names, faces, places, and I think where we failed the most as ultimate partners is underneath the tam, which every one of our CEOs knows to the decimal point underneath the TAM that our board thinks they’re chasing. [00:41:59] Jay McBain: We’ve done a very poor job. Of talking about the available markets and obtainable markets underneath it, we, we’ve shown them theory. We’ve shown them a bunch of, you know, really smart stuff, and PowerPoint slides up the wazoo, but we’ve never quantified it for them. If they wanna win, if they want to get access, if they want to double their pipeline, triple their pipeline, if they wanna start winning more deals, if they wanna win deals that are three times larger, they close two times faster. [00:42:31] Jay McBain: And they renew 15% larger. They have to get into the available and obtainable markets. So just in the last couple weeks I spoke at Cribble, I spoke at Octane, I spoke at CrowdStrike Falcon. All three of those companies at the CEO level, main stage use those exact three numbers, three x, two x, 15%. That’s the language of platforms, and they’re investing millions and millions and millions of dollars on teams. [00:42:59] Jay McBain: To go build out the Sam Andal in name spaces and places. So you’ve heard me talk about these 28 moments a lot. They’re the ones that you spend when you buy a car. Some people spend one moment and they drive to the Cadillac dealership. ’cause Larry’s been, you know, taking care of the family for 50 years. [00:43:18] Jay McBain: Some people spend 50 moments like I do, watching every YouTube video and every, you know, thing on the internet. I clear the internet cover to cover. But the fact is, is every deal averages around these 28 moments. Your customer, there’s 13 members of the buying committee today. There’s seven partners and they’re buying seven things. [00:43:37] Jay McBain: There’s 27 things orchestrating inside these 28 moments. And where and how they all take place is a story of partnering. So a couple of years ago, canals. Latin for channel was acquired by amia, which is a part of Informa Tech Target, which is majority owned by Informa. All that being said, there’s hundreds of magazines that we have. [00:44:00] Jay McBain: There’s hundreds of events that we run. If somebody’s buying cybersecurity, they probably went to Black Hat or they probably went to GI Tech. One of these events we run, or one of the magazines. So we pick up these signals, these buyer intent signals as a company. Why did they wanna, um, buy a, uh, a Canals, which was a, you know, a small analyst firm around channels? [00:44:22] Jay McBain: They understood this as well. The 28 moments look a lot like this when marketers and salespeople are busy filling in the spots of every deal. And by the way, this is a real deal. AstraZeneca came in to spend millions of dollars on ASAP transformation, and you can start to see as the customer got smart. [00:44:45] Jay McBain: The eBooks, they read the podcasts, they listened to the events they went to. You start to see how this played out over the long term. But the thing we’ve never had in our industry is the light blue boxes. This deal was won and lost in December. In this particular case, NTT software won and Yash came in and sold the customer five projects. [00:45:07] Jay McBain: The millions of dollars that were going to be spent were solved here. The design and architecture work was all done here. A couple of ISVs You see in light blue came in right at the end, deal was closed in April. You see the six month cycle. But what if you could fill in every one of the 28 boxes in every single customer prospect that your sales and marketing team have? [00:45:30] Jay McBain: But here’s the brilliance of this. Those light blue boxes didn’t win the deals there. They won the deals months before that. So when NTT and Software one walked into this deal. They probably won the deal back in October and they had to go through the redlining. They had to go through the contracting, they had to go through all the stuff and the Gantt chart to get started. [00:45:54] Jay McBain: But while your CMO is getting all excited about somebody reading an ebook and triggering an MQL that the sales team doesn’t want, ’cause it’s not qualified, it’s not sales qualified, you walk in and say, no, no. This is a multimillion deal, dollar deal. It’s AstraZeneca. I know the five partners that are coming in in December to solidify the seven layers, and you’re walking in at the same time as the CMOs bragging about an ebook. [00:46:21] Jay McBain: This changes everything. If we could get to this level of data about every dollar of our tam, we not only outgrow our competitors, we become the platforms of the next generation. Partnering and ultimate partnering is all here. And this is what we’re doing in this room. This is what we’re doing over these couple of days, and this is what, uh, the mission that Vince is leading. [00:46:43] Jay McBain: Thank you so much. [00:46:47] Vince Menzione: Woo. Day in the house. Good to see you my friend. Good to see you. Oh, we’re gonna spend a couple minutes. Um, I’m put you in the second seat. We’re gonna put, we’re gonna make it sit fireside for a minute. Uh, that was intense. It was pretty incredible actually, Jay. And so I’m, I think I wanna open it up ’cause we only have a few minutes just to, any questions? [00:47:06] Vince Menzione: I’m sure people are just digesting. We already have one up here. See, [00:47:09] Question: Jay knows I’m [00:47:10] Vince Menzione: a question. I love it. We, I don’t think we have any I can grab a mic, a roving mic. I could be a roving mic person. Hold on. We can do this. This is not on. [00:47:25] Vince Menzione: Test, test. Yes it is. Yeah. [00:47:26] Question: Theresa Carriol dared me to ask a question and I say, you don’t have to dare me. You know, I’m going to Anyway. Um, so Jay, of the point of view that with all of the new AI players that strategic alliances is again having a moment, and I was curious your point of view on what you’re seeing around this emergence and trend of strategic alliances and strategic alliance management. [00:47:52] Question: As compared to channel management. And what are you seeing in terms of large vendors like AWS investing in that strategic alliance role versus that channel role training, enablement, measurement, all that good stuff? [00:48:06] Jay McBain: Yeah, it’s, it’s a great question. So when I told the story about toast at the restaurant or Square or Clover, they’re not call, they’re not gonna call open AI or Nvidia themselves either. [00:48:17] Jay McBain: When you look out at the 250,000 ISVs. That make up this AI stack, there is the layers that happen there. So the Alliance with AWS, the alliance they have with Microsoft or Google is going to be how they generate agent AI in their platforms. So when I talk about a seven layer stack, the average deal being seven layers, AI is gonna drive this to nine, and then 11, then probably 13. [00:48:44] Jay McBain: So in terms of how alliances work, I had it up there as one of the five core strategies, and I think it’s pretty even. You can have the best alliances in the world, but if the seven partners trusted by the customer don’t know what that alliance is and the benefits to the customer and never mention it, it’s all for Naugh. [00:49:00] Jay McBain: If you’re go-to market, you’re co-selling, your co-marketing strategies are not built around that alliance. It’s all for naught. If the integration and the co-innovation, the co-development, the all the co-creation work that’s done inside these alliances isn’t translated to customer outcomes, it’s all for naugh. [00:49:17] Jay McBain: These are all five parallel swim lanes. All five are absolutely critically needed. And I think they’re all five pretty equally weighted in terms of needing each other. Yes. To be successful in the era of platforms. Yeah. [00:49:32] Vince Menzione: And the problem is they’re all stove pipe today. If, if at all. Yeah. Maintained, right. [00:49:36] Vince Menzione: Alliances is an example. Channels and other example. They don’t talk to one another. Judge any, we’ve got a mic up here if anybody else has. Yep. We have some questions here, Jacqueline. [00:49:51] Question: So when we’re developing our channel programs, any advice on, you know, what’s the shift that we should make six months from now, a year from now? The historical has been bronze, silver, gold, right? And you’ve got your deal registration, but what’s the future look like? [00:50:05] Jay McBain: Yeah, so I mean, the programs are, are changing to, to the point where the customer should be in the middle and realizing the seven partners you need to win the deal. [00:50:15] Jay McBain: And depending on what category of product you’re in, security, how much you rely on resell, 91.6%. You know, the channel partners are gonna be critical where the customer spends the money. And if you’re adding friction to that process, you’re adding friction in terms of your growth. So you know, if you’re in cybersecurity, you have to have a pretty wide open reseller model. [00:50:39] Jay McBain: You have to have a wide open distribution model, and you have to make sure you’re there at that point of sale. While at the same time, considering the other six partners at moment 12 who are in either saying nice things about you or not, the customer might even be starting with you. ’cause there is actually one thing that I didn’t mention when I showed the 28 moments filled in. [00:51:00] Jay McBain: You’ll notice that the customer went to AWS twice direct. AWS lost the deal. Microsoft won the deal software. One is Microsoft’s biggest reseller in the world. They just acquired crayon. NTT who, who loves both had their Microsoft team go in. [00:51:18] Question: Mm. [00:51:19] Jay McBain: So I think that they went to AWS thinking it was A-W-S-S-A-P, you know, kind of starting this seven layer stack. [00:51:25] Jay McBain: I think they finished those, you know, critical moments in the middle looking at it. And then they went back to AWS kind of going probably WWTF. Yeah. What we thought was happening isn’t actually the outcome that was painted by our most trusted people. So, you know, to answer your question, listen to your partners. [00:51:43] Jay McBain: They want to be recognized for the other things they’re doing. You can’t be spending a hundred percent of the dollars at the point of sale. You gotta have a point of system that recognizes the point of sale, maybe even gold, silver, bronze, but recognizing that you’re paying for these other moments as well. [00:51:57] Jay McBain: Paying for alliances, paying for integrations and everything else, uh, in the cyber stack. And, um, you know, recognizing also the top 1000. So if I took your tam. And I overlaid those thousand logos. I would be walking into 2026 the best I could of showing my company logo by logo, where 80% of our TAM sits as wallet share, not by revenue. [00:52:25] Jay McBain: Remember, a million dollar partner is not a million dollar partner. One of them sells 1.2 million in our category. We should buy them a baseball cap and have ’em sit in the front row of our event. One of them sells $10 million and only sells our stuff if the customer asks. So my company should be looking at that $9 million opportunity and making sure my programs are writing the checks and my coverage. [00:52:48] Jay McBain: My capacity and capability planning is getting obsessed over that $9 million. My farmers can go over there, my hunters can go over here, and I should be submitting a list of a thousand sorted in descending order of opportunity. Of where my company can write program dollars into. [00:53:07] Vince Menzione: Great answer. All right. I, I do wanna be cognizant of time and the, all the other sessions we have. [00:53:14] Vince Menzione: So we’ll just take one other question if there are any here and if not, we’ll let I know. Jay, you’re gonna be mingling around for a little while before your flight. I’m [00:53:21] Jay McBain: here the whole day. [00:53:22] Vince Menzione: You, you’re the whole day. I see that Jay’s here the whole day. So if you have any other questions and, and, uh, sharing the deck is that. [00:53:29] Vince Menzione: Yep. Alright. We have permission to share the deck with the each of you as well. [00:53:34] Jay McBain: Alright, well thank you very much everyone. Jay. Great to have you.

860 Show Notes: https://wetflyswing.com/860 Presented by:  Intrepid Camp Gear, Togiak River Lodge, Jackson Hole Fly Company, Patagonia   Today, I sat down with Marcus Bohlin of Nam Products to talk through the things Scandinavian anglers think about differently. Rod length. True line weight. Leader diameter. Presentation. We get into why a 14-foot 7-weight can actually feel easier to fish on rivers like the Deschutes, how Baltic salmon behave compared to Atlantic salmon and steelhead, and why Sweden keeps coming up as a place more anglers should be paying attention to. We also dig into Nám's leaders, why six-piece two-hand rods make more sense than most people expect, and how line choice matters less in some situations and more in others. This one reshaped how I think about modern spey gear and where it really comes from.   Show Notes: https://wetflyswing.com/860

H3 - CSRP Text line comments about The Trump Admin garnishing for Student loans, Freedom Caucus leader Jordan Pace on Redistricting Dist 6, Rep Jordan Pace of the Freedom Caucus agenda for 2026, We in SC subsidized College lobbyists to ask legislatures for more money

Freedom Caucus leader Jordan Pace on Redistricting Dist 6

From scaling women-owned businesses past the million-dollar mark to rebuilding with clarity after burnout, I'm reflecting on the real work of leadership, discernment, and sustainable growth behind She Leads Media.In this episode, I step out from behind the mic to share my own journey as CEO of She Leads Media and host of the She Leads podcast, rooted in a mission that's bigger than revenue alone. Less than two percent of women-owned businesses scale beyond seven figures, and I've dedicated my work to changing that trajectory by helping women gain access to capital, confidence, and visibility. When women succeed financially, they reinvest in their families, communities, and causes, and that ripple effect is what drives everything we do at She Leads.I open up about the non-linear realities of entrepreneurship, especially for women navigating gender, culture, and systemic barriers. I reflect on how pressure-based growth models and urgency-driven decisions caused She Leads Media to lose momentum in 2024, and how 2025 became a year of recovery, discernment, and realignment. That reset clarified that sustainable leadership is all about honoring values, resisting manipulation, and trusting your own judgment even when advice comes from impressive voices.We also explore the practical work behind scaling with intention: building sound business models, strengthening financial health, developing media strategy, and using visibility as a tool for impact. I share what I've learned teaching entrepreneurship at Rice University's Jones School of Business and NYU, and why critical thinking, not blind imitation, is essential when learning from other founders' stories.As I look ahead to 2026, I share what's coming next for She Leads Media: personalized advisory work, curated global experiences, strategic partnerships, and renewed momentum symbolized by moving into the “year of the horse.” This episode is an honest invitation to lead with clarity, courage, and confidence, and to remember that extraordinary growth starts with conscious choice. Tune in and walk forward with me.Chapters

A special episode dedicated to leadership at one of the largest prestige beauty organisations in the world.See omnystudio.com/listener for privacy information.

Julie Eppard, CMAA wears a LOT of Hats - Principal, AD, and more, and today she shares her journey as a teacher, a coach, and as a Leader! THIS is The Educational AD Podcast! Thanks for Listening!

Ukrainian President Volodymyr Zelenskyy says he'll be meeting with President Donald Trump in Florida on Sunday to discuss ending the war with Russia.

► Join Celtic Supporters Limited: https://celticsupporters.net/ ► Shop for ACSOM Merch: https://www.acsom.net/shop ► Register with The ACSOM Blog here: https://www.acsom.net/blog ► Visit Barras Art and Design (BAaD) here: https://www.baadglasgow.com/ #ChampionsLeague #ReoHatate #DaizenMaeda #CelticFC #CelticFootballClub #TheAcsomBulletin #ACSOM #ACelticStateOfMind #AwardWinningPodcast #Charity #scottishfootball

Everyone wants the "oil." We pray for the anointing and we desire the power to change lives through our actions in partnership with Him. But here is the hard truth: The oil only comes through the crushing. In this episode of The Leader's Cut, Preston Morrison sits down with Tim Ross to have a real, raw conversation about the cost of carrying heaven's oil. This isn't just about "getting" anointed; it's about the beautiful process of stewardship. In this conversation, Preston and Tim dive into: The Hidden Price Tag: Why most people want the platform but aren't willing to endure the process that produces the oil. Stewarding the Flow: How to ensure that what God puts on you doesn't destroy what's in you. The "Crushing" Process: Why your seasons of greatest pain are often the very moments God is extracting the most valuable oil for your future. Authority vs. Ambition: Learning the difference between climbing a ladder and being summoned to a seat. If you've been feeling the "press" lately, or if you're wondering why the path to your calling feels so costly, this episode is your manual for the middle. It's time to stop chasing the flame and start understanding the fuel.        

Episode 1 — The Story Behind the Leader with David RichardsonIn the first of two episodes with Pastor David Richardson, Chris and Tracy guide listeners through an intimate and heartfelt conversation about David's life story. David reflects on the people, places, and experiences that shaped his calling; the joys and heartbreaks of ministry; and how God has used seasons of struggle to form depth, compassion, and resilience in his leadership. This episode is warm, personal, and rich with authenticity—an invitation for leaders to remember where they've come from, how far God has carried them, and how their stories continue to shape their influence today. Heard Pastor David's story about faith, formation, and the personal journey of leadership.https://www.rphc.net/https://www.hopewords.org/conferenceIPHC Extension Loan Fund - https://www.elfiphc.org/

Doug C. Brown has collective sales of over $1 billion. He helps companies and Solo consultants predictably increase their revenues and profits. Website: https://ceosalesstrategies.com/ Website: http://www.vibitno.com/ Website: https://www.agentsofhonor.com/ YouTube: https://www.youtube.com/@dougcbrown Facebook: https://www.facebook.com/Dougcbrown123/ LinkedIn: https://www.linkedin.com/in/dougbrown123/ Instagram: https://www.instagram.com/dougcbrown_/ Twitter: https://twitter.com/dougcbrown123 CallumConnects Micro-Podcast is your daily dose of wholesome leadership inspiration. Hear from many different leaders in just 5 minutes what hurdles they have faced, how they overcame them, and what their key learning is. Be inspired, subscribe, leave a comment, go and change the world!

In this episode of Workday Playdate, Erin unpacks a simple idea: your words are wands. AKA, the way you talk to yourself is actively shaping what happens next.Erin introduces the concept of “Words Are Wands,” exploring how inner dialogue influences confidence, creativity, opportunity, and action. Drawing from improv, neuroscience, and real-life moments, she breaks down why most of us are stuck in negative, repetitive thought loops, and how to interrupt them on purpose.Through a five-step improv-based framework, Erin shows how reframing your thoughts isn't “toxic positivity,” it's a skill. One that helps you work with your brain (hello, Reticular Activating System) instead of against it.The big takeaway: when you change your language, you change what feels possible.Inside This Episode:Words Are Wands: How your inner dialogue quietly dictates your future.The Thought Loop Problem: Why 80% of our thoughts are negative, 95% are repetitive, and what that means for confidence and burnout.Reframing Without the Eye Roll: How to shift thoughts in a way that actually unlocks creativity and forward motion.The Brain on Focus (RAS Explained): How your Reticular Activating System filters reality, and how to train it to spot opportunities instead of threats.An Improv Framework for Mindset Shifts: A five-step approach for noticing thoughts, reframing language, and choosing aligned action.Small Actions, Big Shifts: Why tiny, intentional moves matter more than dramatic mindset overhauls.Who This Episode Is For:High performers stuck in negative self-talk or overthinking loopsLeaders, creatives, and humans who want more confidence and clarityAnyone craving a mindset shift that's practical, playful, and grounded Fans of improv, personal growth, and brain-friendly self-improvementYour FreebieYou've tried the emails, the all-hands rollout, and the polished decks, but the vision still isn't landing.That's because people don't buy into a vision that's presented to them; they buy into one they help shape. The 30-Minute Vision-Setting Meeting Template gives you a simple, human-centered way to create alignment, spark ownership, and build real momentum. Download it here.No, You Hang Up First (Let's Keep Connecting)Did today's episode resonate with you? Leave us a review sharing your favorite insight and we'll send you a free signed copy of I See You! A Leader's Guide to Energizing Your Team through Radical Empathy.Have another question that we can answer? Leave us a Speakpipe audio clip and we'll answer it in an upcoming episode.Don't want to miss another episode? If you're a Spotify listener, find our show here and click “Follow.” If you're an Apple Podcast listener, click here and make sure to hit “+Follow.”Want access to a bunch of free resources for your work life? This is your personal jackpot that gives you access to the frameworks that help us thrive both personally and professionally. Whether you're trying to improve your daily routine, flesh out an idea that you've had for quite some time, or want to add more play into your day - these resources have got your back.Want 2 emails a week from us? One with a quick tip you can implement right away to enhance your personal and/or professional lives & one of our famous F.A.I.L. Fourward Friday newsletters? Subscribe here.Connect with Erin Diehl x improve it!Erin's websiteErin's InstagramErin's TikTokErin's LinkedInimprove it!'s websiteimprove it!'s InstagramSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Tonight's rundown:  Talking Points Memo: Donald Trump remains the most controversial president in history. Bill argues that the focus should be on his accomplishments, not his demeanor. A look into the president's schedule this week. What the president of the U.S. Conference of Catholic Bishops said on CBS News' Face the Nation regarding deportations. A federal jury convicts Milwaukee County Circuit Court Judge Hannah Dugan for helping an illegal immigrant briefly evade ICE agents. Final Thought: Don't miss tomorrow's final show of the year! Learn more about your ad choices. Visit megaphone.fm/adchoices

11. Caught in the Crossfire: Indigenous Struggles in the Revolutionary War. Molly Brant, a Mohawk leader, allied with the British to stop settler encroachment but became a refugee when the British failed to protect Indigenous lands. Post-war, white Americans constructed myths portraying themselves as blameless victims while ignoring their own Indigenous allies and British betrayals regarding land rights. 1780

In their annual Year in Review, David and Will consider Gavin Newsom, Donald Trump, TikTok, Sean Penn, Nathan Hochman, the Turtle Island Liberation Front, Karen Bass, Julie Hamill, the Oakland A's, Nancy Pelosi, the Los Angeles Times, Kamala Harris, Ivanpah Solar, the SEIU, Prop 50, Leonardo DiCaprio, the Beach Boys, Julie Su, One Battle After Another, fire, AB 218, Larry Ellison, homeless people, Lyle Menendez, Bill Essayli, Zizians, ExxonMobil, Patrick Soon-Shiong, Wiener Watch, Brian Wilson, Zohran Mamdani, Lorena Gonzalez, Mayor Amy Bublak, and more. Music by Metalachi.Email Us:dbahnsen@thebahnsengroup.comwill@calpolicycenter.orgFollow Us:@DavidBahnsen@WillSwaim@TheRadioFreeCAShow Notes:Wildfire of the Vanities: California's Political Model Has FailedTrump's First 100 Days Have Shattered California's Left-Wing IllusionsLawmakers urge $1-billion annual investments to save high-speed railSan Diego migrant shelter hailed as national model will shut down, with 100-plus layoffsGavin Newsom warms to Big Oil in climate reversal$2B California solar plant to shut down after a decade – for the most frustrating reason (Ivanpah)California's War on Oil Finally Prompts a ResponseThe Public-Sector Union Behind L.A.'s Immigration AgitationGavin Newsom holds mirror to Maga by trolling TrumpCalifornia Approves New House Maps in a Major Win for Democrats and NewsomLarry Ellison Retakes No.3 Richest Spot From Jeff Bezos As Oracle Shares Rise On TikTok DealHarris' score-settling, elbow-throwing, bridge-burning memoirAlready thinking about the 2028 election? You're not aloneLyle Menendez denied parole, will remain in prison along with younger brother ErikZohran Mamdani picks failed progressive Biden nominee Julie Su as top ‘economic justice' aideCalifornia businesses bear brunt of growing unemployment benefit debtThe Pol Who Wants to Replace Pelosi Makes Her Look NormaBrian Wilson, Pop Auteur and Leader of the Beach Boys, Dies at 82L.A. Times owner says he intends to take newspaper public in coming yearD.A. to investigate claims of fraud in L.A. County's $4-billion sex abuse settlementGavin Newsom's Shameless Dodge on the Homeless CrisisFor L.A.'s mayor, a Palisades recovery marked by missteps, reversals and delays Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

THE TRAGIC FATE OF LOGAN AND JEFFERSON'S DISCOVERY Colleague Robert G. Parkinson. The narrative reveals the tragic fate of the Mingo leader, Logan. In 1794, a surveyor encounters a Native American who admits to killing his uncle, Logan, near Lake Erie around 1780. The nephew explains that Logan had become too powerful and unpredictable a figure during the Revolutionary War, necessitating his silence. The discussion then moves to Thomas Jefferson, who discovers "Logan's Lament" while writing Notes on the State of Virginia, intending to use the speech to demonstrate Indigenous intellect and refute European claims of American degeneracy, regardless of the text's factual errors. NUMBER 6

MeidasTouch host Ben Meiselas reports on the Republican rising star Elise Stefanik dropping out the New York Governor's race, quitting Congress, and entirely leaving politics altogether as Donald Trump has destroyed her career and destroyed the Republican Party. Live Better Longer with BUBS Naturals. For A limited time get 20% Off your entire order with code MEIDAS at https://Bubsnaturals.com Visit https://meidasplus.com for more! Remember to subscribe to ALL the MeidasTouch Network Podcasts: MeidasTouch: https://www.meidastouch.com/tag/meidastouch-podcast Legal AF: https://www.meidastouch.com/tag/legal-af MissTrial: https://meidasnews.com/tag/miss-trial The PoliticsGirl Podcast: https://www.meidastouch.com/tag/the-politicsgirl-podcast The Influence Continuum: https://www.meidastouch.com/tag/the-influence-continuum-with-dr-steven-hassan Mea Culpa with Michael Cohen: https://www.meidastouch.com/tag/mea-culpa-with-michael-cohen The Weekend Show: https://www.meidastouch.com/tag/the-weekend-show Burn the Boats: https://www.meidastouch.com/tag/burn-the-boats Majority 54: https://www.meidastouch.com/tag/majority-54 Political Beatdown: https://www.meidastouch.com/tag/political-beatdown On Democracy with FP Wellman: https://www.meidastouch.com/tag/on-democracy-with-fpwellman Uncovered: https://www.meidastouch.com/tag/maga-uncovered Coalition of the Sane: https://meidasnews.com/tag/coalition-of-the-sane Learn more about your ad choices. Visit megaphone.fm/adchoices