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Don’t Fade and Die in AI Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/ Check Out UPX: https://theultimatepartner.com/experience/ Matt Yanchyshyn, VP AWS Marketplace, Rekha Thangelapalita, Elastic GSI Leaders; Allison McFadden, Accenture AWS Leader; and James Kang of Nvidia join Ultimate Partner. In this panel discussion, leaders from Elastic, Accenture, Nvidia, and AWS dissect the urgent shifts in the ecosystem, emphasizing that partners must adapt to AI and agentic co-selling or risk fading away completely. The conversation explores the necessity of deep co-engineering, the power of multi-product solutions in the AWS marketplace, and how automated agents are now replacing traditional human sales pipeline progression. By embracing data readiness and strategic collaboration, organizations can survive the “token maxing” era, effectively scale their enterprise opportunities, and align with NVIDIA’s five-layer strategy to dominate the new cloud landscape. https://youtu.be/zUkL4Wqsa68 Key Takeaways AI agents will automate the majority of AWS partner co-selling attachments and opportunity progressions this year. Partners who fail to embrace agentic workflows and automated governance face the existential risk of fading into obsolescence. Successful multi-product offerings require a “blood to all organs” approach that benefits the client, the ISV, the GSI, and the hyperscaler simultaneously. Nvidia’s “five-layer cake” model emphasizes that successful outcomes at the application layer automatically drive growth for all underlying infrastructure. The “token maxing” phenomenon is forcing enterprises to seek cost-effective, open-model alternatives to scale their generative AI securely. Integrating GSIs and ISVs on the AWS marketplace significantly increases enterprise deal sizes and long-term customer renewal rates. If you're ready to lead through change, elevate your business, and achieve extraordinary outcomes through the power of partnership—this is your community. At Ultimate Partner® we want leaders like you to join us in the Ultimate Partner Experience – where transformation begins. Key Tags strategic collaboration agreement, data readiness engine, agentic co-sell, semantic layer, token maxing, five layer cake, accelerated computing platform, open models, cloud consumption, multi-product solutions, partner central agents, propensity data, automated opportunity progression, generative AI governance Transcript Matt Y and Panel Audio Podcast [00:00:00] Vince Menzione: You have a choice. You can embrace them and figure it out and get governance and, and make your data available. Um, use the partner, central agent, move to Agen Co-sell, or you can fade and die. [00:00:11] Vince Menzione: You can feel it happening. The ecosystem is shifting beneath us, the way Hyperscalers are partnering, how AI is remaking the channel and what it means to win in 2026. [00:00:22] Vince Menzione: Welcome to the Ultimate Partner Podcast. I’m Vince Menzi. Own your host. And each week I sit down with leaders at the intersection of technology, partnerships and outcomes. The voices shaping how ecosystems actually work. We talk about what’s real, what’s changing, and what it takes to lead in this era where the partner channel isn’t just part of the strategy. [00:00:44] Vince Menzione: It is the strategy because [00:00:46] Vince Menzione: being in the room changes everything. Let’s start. [00:00:51] Vince Menzione: We’ve got some amazing leaders joining us. So I think probably for a little bit of context, maybe just start with Rika. You can introduce yourself, your role and, uh, what, what you’ve been doing at Elastic. Yeah. [00:01:03] Rekha Thangellapalli: Yeah, sounds great. [00:01:04] Rekha Thangellapalli: Hi everyone. I’m Reka and I lead GSI Alliances at Elastic. Um, for the past 14 years, I’ve had the pleasure of building different kinds of partner ecosystems across companies such as SAP. MuleSoft, Salesforce, Coupa, and now Elastic. Um, I wanna thank Ultimate partner and Vince for having us here today. Thank you and the panel of these incredible speakers for joining me on stage. [00:01:31] Rekha Thangellapalli: Um, very excited for the conversation today. [00:01:33] Vince Menzione: We love Elastic, and you’ve had some of your other leaders on stage at other events. As such, the quality of your leadership team is amazing. Thank you. [00:01:42] Rekha Thangellapalli: I wholeheartedly agree. [00:01:45] Allison McFadden: Excellent. Um, hello everyone. Allison McFadden. I lead our North America AWS practice at Accenture. [00:01:52] Allison McFadden: Uh, I’ve been there for five years, and truth be told, it was my first partnership role, my first formal partnership role. Uh, so I can take some tips from all of you in the room here today. Prior to that, I was 21 years with IBM, and I got into partnerships because my last role at IBM was actually trying to build. [00:02:14] Allison McFadden: Linux business on the mainframe, and I had to have partners. I had to have partners to help me with workloads to run there. So I kind of learned, uh, trial by fire. But I’m excited for the conversation today. Excited to be in this room and excited to talk about what we’re doing with, uh, elastic. Thank you. [00:02:34] James Kang: Uh, my name is James Kang. Nice to see and meet everyone here. Vince, thank you for the opportunity. Thank you [00:02:38] Vince Menzione: for being here. [00:02:39] James Kang: Um, I’m with Nvidia, so I help manage the AWS partnership at Nvidia all up. Um, I guess fun fact, I’m former AWS and so I see a lot of very familiar faces here in the front row. Uh, former colleagues and then current friends. [00:02:56] James Kang: And so, uh, looking forward to the conversation. [00:02:59] Vince Menzione: Great. Well, we’ll start with an easy tia. Matt. This is not directed to you, directed to the others. So what does a successful AWS partnership look like from your C? So we’ll start with Eureka. [00:03:09] Rekha Thangellapalli: Sure. So from an ISV perspective, I think we really are looking at three things. [00:03:15] Rekha Thangellapalli: Uh, mutual investment building together. And scaling together. So when we talk about mutual investment, elastic recently signed a five-year SCA or strategic collaboration agreement with AWS. And while that is a significant milestone in our partnership, for us, what matters more is what it represents, and that is really a long-term commitment from both companies. [00:03:39] Rekha Thangellapalli: Towards product engineering, um, and joint go to market initiatives to deliver value to customers over time. And that’s what we see is that the best partnerships really compound and they build upon each other every year. Um, they don’t necessarily kind of reset every year. Um, next we talk about building together. [00:03:59] Rekha Thangellapalli: So, um. When we talk about joint solutions, we want to deliver solutions that are better together and the customers have to see us that way. And so whether it’s search, observability, or security, we’re looking at taking to market solutions that we can’t or necessarily don’t wanna take on our own. And finally we talk about scaling together. [00:04:22] Rekha Thangellapalli: And this is where marketplace, for instance, plays a big role, um, when customers can draw down on their cloud commitments, transact online and go from, you know, pilot to enterprise scale adoption in hours, not days. Um, this is when really everyone wins. Um, and this is also where partners like Accenture play a critical role. [00:04:47] Rekha Thangellapalli: Um, you know, the incredible amount of expertise that they bring, uh, the managed services capabilities and, um, their data assets actually play a huge role in having our customers realize that value faster. And, um, like Vince mentioned, at the end of the day, best partnerships are all all about creating kind of that. [00:05:07] Rekha Thangellapalli: Self-sustaining flywheel. And so it starts with investing together, building something unique, and having the customers realize that success faster because that success is really the only thing that’s gonna keep that flywheel going for everyone involved. I [00:05:26] Vince Menzione: absolutely. [00:05:26] Allison McFadden: Okay, amazing. I’m gonna riff off a few things Ika said, but from a GSI perspective. [00:05:32] Allison McFadden: A relationship with a WSA successful relationship with AWS looks slightly different. Um, so I think the first thing that we think of in the GSI Community common thread is that the client outcome and delivering value for clients is what we, what we’re striving for. Um, and so the partnership with AWS in that case, um, um, it has to, it has to. [00:06:01] Allison McFadden: Look like one team in front of our clients. So we have to show up indistinguishable, and that’s with AWS and with an ISV partner, it has to look like one solution in front of the client, especially moments that matter. So board meetings, um, you know, the time we’re gonna sign a deal, like we have to look like one team, uh, and keep our our client outcome, um, first and foremost in mind. [00:06:24] Allison McFadden: The second thing, and this is I think where the magic of all the people in this room comes into play. We can have as many discussions at a CEO level as we want. And if our client teams on the ground are not working together, it falls apart. Falls apart directly in front of the client. Yes. And that is a really hard thing to do. [00:06:45] Allison McFadden: So I’m passionate about the alliance work because that that work is what makes it happen at the corporate level. [00:06:53] James Kang: Cool. Um. I’ll start here. So in Nvidia is a accelerated computing platform company. Um, if you asked. Anyone on the, on the street about a year ago, what is ai? A lot of times they would say AI is, is open ai, or it’s philanthropic. [00:07:12] James Kang: Um, Jensen and I’ll, I’ll reference Jensen a lot today, um, because he is our leader, um, but he also sets the strategy in the direction for Nvidia. He talks a lot about AI in the metaphor of a five layer cake. And in terms of the five layer cake, you start off with the foundational bottom layer being power and energy, which sustains. [00:07:32] James Kang: All of our data centers, you move up the stack in terms of chips. So things think of Foxconn, think of TSMC. Next you have the infrastructure layer. So obvious choice is AWS, and then you get to the models where you do have the philanthropics and the open ais. But finally in at the precipice, you have the application layer. [00:07:53] James Kang: Ultimately, the reason why I mentioned all different stacks of the layers, the five layer cake, is the fact that the application layer is the most important. And so when you think about. Partners like Elastic or ServiceNow Trend, ai, CrowdStrike. Every time you pull from the application layer and you see a success, it pulls all five different components of that layer up. [00:08:13] James Kang: And so ultimately, as I think about success, it’s it’s being able to develop these co-sell wins at the application layer and really demonstrating that through extreme co-engineering and co-design with all the different application. Infrastructure, power and energy layers in mind. Um, Jensen also likes to think of himself not only as the CEO and founder, but also as the, the chief Marketing Officer. [00:08:35] James Kang: We are a very event driven company, and so at our big events like GTC or at big industry events like CES or Computex, he likes to show up on the biggest stage, biggest stages and showcase the partnerships with not only ISVs and GSIs, but also with end customers. And so that’s what I think about when I think of SA success. [00:08:56] Vince Menzione: That’s a really good point. You talked about, Allison, you talked about having an alliance strategy, or at least you teed it up, so I thought maybe we would go there for a second. Right? Like, what does a great alliance strategy look like and why is it important to the success of the partnership? [00:09:11] Allison McFadden: Man, I, uh, I have so many opinions on this. [00:09:13] Allison McFadden: We could probably be up here all day. That’s [00:09:15] Vince Menzione: okay. [00:09:16] Allison McFadden: Um, no, I think. Uh, there, there are a couple things, and the first one that comes to mind is focus. We cannot be all things to all people. Um, so when it comes to think about some of the, the work we’re doing with Elastic, we have a very, very clear point of view on what client problem we’re solving, what clients we want to talk to. [00:09:38] Allison McFadden: It helps if, um, from an ISV perspective, if there’s a very clear fit in. The Accenture portfolio or whatever, you know, SI consulting partner. You’re working with a very clear fit in the portfolio and we know what we’re not gonna go after, what we’re not gonna spend our time on because we have, we have this tendency, there’s millions of people. [00:10:00] Allison McFadden: The ecosystem chart that, you know, Vince, you showed up there, there’s so many connections. There’s probably more connections there than there are atoms in the universe, right? So, um. Defining what we do together and what we don’t do together is the first thing that pops to my mind. [00:10:19] Vince Menzione: Reka, do you have a perspective on it since we’re gonna, we’re gonna talk next about what you’ve done together, but, and I also wanna get mass perspective as a hyperscaler partner here as well. [00:10:29] Rekha Thangellapalli: Yeah, I mean from my perspective, I, I’m gonna, you know, kinda echo what Allison said is to be just maniacally focused. Yep. Um, because, especially from my perspective, so Elastic has three different solutions, right? We’ve got search, we’ve got observability, we’ve got security that map to completely different business units within Accenture. [00:10:47] Rekha Thangellapalli: And of course Accenture does a lot of things. And so, you know, when we first came together it was like. Okay, what are we gonna focus on? What industries are we gonna go after? Which segments are we gonna go after? Which customers, you know, um, outcomes are we trying to solve? And I think that sort of maniacal focus is the number one contributing factor to, to the fact that I’m like, up here on stage today. [00:11:12] Rekha Thangellapalli: Great. [00:11:14] Vince Menzione: Matt? Perspective? [00:11:16] Matt Yanchyshyn: Yeah, I, I, I guess I was trying to. To add something, uh, additional from an AWS perspective, uh, when it comes to, you know, what does a great alliance look like? Uh, AWS is obsessed with data, you know, in data we trust. And, and so the best, um, and, and this goes sales business problem, and it’s not just the engineering teams. [00:11:34] Matt Yanchyshyn: And so, uh, you know, Accenture does a good job of this elastic, definitely. And if you can come to the table with, um, quantifiable proof of the value of customer outcomes and partnerships. Um, you’ll win all the time and it’ll be a durable relationship with AWS ’cause we really are this data obsessed company and, and even the most senior sales leaders. [00:11:54] Matt Yanchyshyn: Uh, and so what I mean by that specifically is like if you, if you can show like your a RR to land an a RR conversion ratio, like in in numerical format, it’ll light up our sales leaders and, and they’ll be all, and they will co-sell with you all day long. If you can show the, I mentioned this earlier, like the AWS service, uh, whether you’re consulting company or, um, elastic and, and how the shape of customer accounts change positively when we work together. [00:12:15] Matt Yanchyshyn: That type of sort of quantifiable data works particularly well from an alliance perspective. With AWS as a partner, we, we really are like this data in sort of results out company. Um, so I, yeah, that’s just adding to the great points that were already made. I would say specific to AWS that that’s key. [00:12:30] Matt Yanchyshyn: Yeah. And I’m gonna bring up one more thing. I want to dive in on the, the joint value proposition, but you mentioned something that made a lot of sense and resonated to me about the organizations once you get out of partner, the partner world that we all know and love. Mm-hmm. Once you get down into a field organization or account management organization. [00:12:49] Matt Yanchyshyn: Not as much understanding and really organizations do a bad job here, honestly, in terms of enabling the field organizations. Do you agree? [00:12:58] Allison McFadden: I agree because I, I agree. And, um, you know, I think that’s one of the things, and, and I, I, when I joined Accenture, what we had was a lot of wicked smart architects delivering programs to clients in the field. [00:13:15] Allison McFadden: Very smart, very deep in AWS knowledge. Um, and that was awesome for the 10 clients they were staffed on and to get that understanding of how AWS works and I dream about lar, right? Like, this is a good, you know, but that takes real effort and real work. Yeah. And it’s, it’s um, almost like being a language translator. [00:13:37] Allison McFadden: Yes. For me. Yeah. So, you know, I had to deeply learn AWS so that I could. [00:13:42] Rekha Thangellapalli: Sure. [00:13:42] Allison McFadden: Teach my account teams. My account teams are really smart. They know who they’re selling to. They know their customers. They know what their customers need. They do not know what AWS has to offer always because they’ve got 20 partners lining up to try to tell their stories. [00:13:57] Allison McFadden: Um, they don’t know how to ask of the AWS team or the elastic team or the Nvidia team. Yeah. What they need [00:14:02] Vince Menzione: this co-selling piece. Yeah. [00:14:04] Allison McFadden: And so that is where, um. We had to build that muscle even around our AWS practice, which was a huge practice at Accenture, but we didn’t necessarily surround it with that kind of enablement and um, almost deal coaching layer. [00:14:21] Vince Menzione: So Elastic and Accenture came together. I dunno which one of you wants to lead this part of the conversation, but you will, right? Yeah. So tell us about the genesis of this and why. And a lot of people dunno what Elastic does, but you do some really incredible work. Like I, somebody told me one day was like, oh, you know, Uber, like, that’s elastic, powering all that. [00:14:41] Vince Menzione: Like, we don’t think about that. That the engines that you have and the, the backend to the customers, huge customers. [00:14:48] Rekha Thangellapalli: Yeah, absolutely. Um, so when AWS launched this feature last, um, reinvent where basically it allowed, you know, channel partners such as Accenture to be able to bundle up their services, their data assets with an ISV solution and put it on marketplace, um, you know, Accenture and Elastic immediately saw an opportunity. [00:15:09] Rekha Thangellapalli: Um, at the time most customers were doing gen ai. But they were running into the same challenge, which was that their data just was not ready. And by the way, this is a problem we were solving. Outside of marketplace. I think the, the feature that you guys launched just gave us a way to package it up and to be able to create this repeatable solution, which we call data readiness engine for gen ai and put it on marketplace. [00:15:40] Rekha Thangellapalli: And, um, this to me was a success because. Each company had a clear reason to invest. Um, so for Accenture, they were able to, you know, create a very differentiated services led offering. Uh, for Elastic, we were able to expand on our AI story. And for AWS, um, you know, it drives marketplace adoption, increases cloud consumption, all of that great stuff. [00:16:07] Rekha Thangellapalli: And customers, of course get. A solution to a very real problem that, that they were having. Um, and you know, the surprising part for me going through that journey was that, um. The pitching, the idea, getting the budget, getting the executive sponsorship was actually the easy part. The hard part was getting all three companies to come together, uh, to go from idea to launch in a very ambitious timeline of six weeks. [00:16:37] Rekha Thangellapalli: Nice. And so, you know, this was very much like. Doesn’t matter your title. We’re rolling up our sleeves and we are on this outcome together. Um, and so we literally built a RACI matrix, a project plan, and you know, we had daily standup calls for six weeks where literally. At least one person from each three of these companies called in, you know, got rid of any blockers and we made sure we were on target for that timeline. [00:17:07] Rekha Thangellapalli: Um, and you know, at the end we had a successful launch. But I think my favorite part about the story is the impact that we’re having and, um. My favorite story comes from a global pharmaceutical company that, you know, had basically nine petabytes of data spread across six different continents. Wow. And by working with Accenture and Elastic, they were able to build that trusted foundation that their AI and their agents can, you know, kind of safely tap into and be accessible at scale. [00:17:41] Rekha Thangellapalli: Um, so that’s my version. Allison. [00:17:44] Allison McFadden: Yeah. Well, I don’t have a lot to add. I just, I would say this is a good example of a couple of principles, right? One is having a forcing function is never a bad idea. Sign up for a big event, sign up. I’m like, I’m here with my, you know, Nvidia guys saying, sign up for the event. [00:17:58] Allison McFadden: It’ll make you move quick, right? [00:18:00] Audience Member: Yes. [00:18:00] Allison McFadden: Um, so that is one, but two, one of my mentors once told me, when you’re designing any kind of, you know, offering go to market motion, it has to get blood to all organs. If it does not get blood to all organs, it does not go [00:18:14] Vince Menzione: nice. [00:18:14] Allison McFadden: Um, [00:18:14] Vince Menzione: I love that analogy. [00:18:15] Allison McFadden: Oh, I love it. And I can talk all day. [00:18:17] Allison McFadden: That guy was brilliant. I love him. But, um, no, and, and so Elastic did a really nice job of bringing the tech to the table. Um, our team has to trust in that technology and its ability to scale, right? Um, because at Accenture we have to be able to deploy across 700,000 consultants. Um. And yeah, so I think those are the two, two things that really worked well here is we had, uh, trust in the technology solved a customer need. [00:18:50] Allison McFadden: Um, it drives, we don’t even talk about, like, yes, it drives marketplace revenue, but it unlocks work that we do that drives even more revenue to our AWS Friends. Right. So this is a, this is a, um, product that’s getting your data ready for AG agentic. It’s a messy problem that everyone’s dealing with, and it removes blockers for clients and it unlocks more, you know, ag agentic work on top of that. [00:19:15] Allison McFadden: So, blood to all organs. [00:19:17] Vince Menzione: So, was that the proposal going forward to say we need to have, we need to have trust in the solution. We need to drive significant revenue. It needs to be something all of our, you know, seven, 700,000 people. Can be a part of and help drive? Is that how you think about? [00:19:32] Allison McFadden: Yeah, and for us right now, um, it’s an interesting time for Accenture. [00:19:36] Allison McFadden: Our clients are asking a lot of us, and what it does is it having some of these accelerators helps us deliver cheaper, better, faster to our clients, which is what they’re demanding of us right now. Um, so it’s an accelerator to client outcomes. [00:19:55] Vince Menzione: James, what is NVIDIA’s role and how do, how do you enter the equation here? [00:20:00] James Kang: Yeah, it’s, um, it’s a good question. Um, I, I would say that Nvidia is probably one of the most misunderstood organizations in the world. Um, despite the, uh, the market capitalization in the valuation of the company, we have a very tiny organization. Um, what I mean by that is, um, if you think about. [00:20:20] James Kang: Salesforces and field sales organizations. Um, we’ll take Salesforce as the account or the customer. As an example, we have one account manager at NVIDIA that no, not only covers and is responsible for the relationship with Salesforce, um, but also manages. Automation Anywhere as well as DocuSign. Whereas at AWS, in contrast, like there are full armies and teams Yeah. [00:20:45] James Kang: That are supporting the Salesforce relationship. And so as you think about partnering and working with Nvidia, the focus has to be on really. Extreme co-design, but also being very prescriptive in terms of what are the very specific customer outcomes that we are solving for. And the guidance that I would give is bring in Nvidia into that equation and that conversation as early as possible because that [00:21:10] James Kang: co-engineering and co-design needs to be part of the foundational building blocks in order for you to come out with a end solution that checks all those different requirements. [00:21:20] James Kang: And so I think. Again, like going back to Nvidia, um, we like to talk about two different types of brains. A brain one and a brain two. Uh, brain One you think about the next quarter and making sure that you’re hitting the revenue targets for the next quarter. Brain two, you think about a long-term goals and potentials looking around corners and being very strategic. [00:21:41] James Kang: The saying internally is without Brain one, there is no oxygen, but without brain two, there is no future. And everyone at NVIDIA is trained to think in that brain two mentality. [00:21:52] Vince Menzione: Wow, Matt. [00:21:54] Matt Yanchyshyn: Yeah, I, I was just thinking I love the blood doll organs. Uh, and so just on, on that note, um, and, and, you know, the multi-product solutions that, that you, you built together, uh, that is a really good example of blood do organs because like we all know, that’s how customers buy. [00:22:07] Matt Yanchyshyn: They, they buy solutions and increasingly they’re looking for combinations of ISV, sometimes multiple products from multiple ISVs with services. Uh, often they’re buying it through a resell motion. You know, and they, and, and so that from a customer perspective, they want a single place to go. And so that’s the multi-product solution. [00:22:24] Matt Yanchyshyn: They wanna find everything they need, they need Accenture, they need Elastic to solve a specific solution. And I think where that’s headed is even more specific listings, like with AI powered listing experience, like, you know, elastic Plus Accenture for, I’ll make something up like a manufacturing workload. [00:22:37] Matt Yanchyshyn: And so this solution based. Uh, sort of buying is, is very customer centric. It’s what customers want. We all know that. But that’s, that’s the customer sort of organ, I guess. Um, but then, you know, you all have SCAs and those SCAs have marketplace commits. It helps if that gets transacted through marketplace helps the AWS relationship, you know that that’s an organ. [00:22:55] Matt Yanchyshyn: It’s the relationship. It’s, it’s the commercial construct and that you have, uh, that that’s another organ. You’re marketing people. They, that’s another organ. They don’t wanna land, uh, leads on a static marketing page. They wanna land a lead on a, a storefront with a multi-product solution that can actually convert and that you can actually buy it through that. [00:23:12] Matt Yanchyshyn: So the marketing person’s happy because they, they have less churn. Uh, and then, you know, our reps are happy ’cause guess how they get paid? They retire quota when they sell Marketplace. And they, we also, Jay McMain will tell you, that’s another organ called Jay or on, on you now. Um, [00:23:27] Matt Yanchyshyn: he’ll like that. I’ll call him up and tell him that. [00:23:29] Matt Yanchyshyn: Yeah, [00:23:30] Matt Yanchyshyn: but he, he’ll tell you, you know, don’t believe me. Obviously, never believe Matt, believe, believe the, the data and, and his data shows that. Those deals will close faster and larger if you use marketplace. So that’s, that’s a lot of organs. That’s the whole body. Um, but you know, when you have your customer happy ’cause that’s how they wanna buy your field happy. [00:23:45] Matt Yanchyshyn: Um, and, you know, the relationship happy and you know, your marketing team happy. Uh, and, and Jay happy. Um, and, and you know, I think that multi-product construct and, and the way you kind of use it to model a partnership and the way buyers ultimately wanna buy is, is really powerful. And so I, I think it’s, you know, it’s really a manifestation of how. [00:24:04] Matt Yanchyshyn: We kind of intend and to go to market anyway. Uh, so I think, you know, and thanks for leading the way, by the way. You’re, you’re amongst the very first, so that’s great to see. [00:24:11] Matt Yanchyshyn: So these storefronts are really helping this drive, drive this. Well, [00:24:13] Matt Yanchyshyn: that’s the next evolution. Like we’re talking about the multiproduct solution. [00:24:16] Allison McFadden: I’m JJ Accenture storefront. [00:24:17] Vince Menzione: Yeah. Oh, there you go. I mean, j and j Accenture storefront. [00:24:20] Allison McFadden: We’re gonna talk about that. [00:24:20] Matt Yanchyshyn: Yeah. I mean, [00:24:21] Matt Yanchyshyn: Accenture also leading the way yet again with storefronts. And so I think the combination of. You know, again, I was talking a lot about conversion. Yeah. And you know, buyers know sometimes they know what they wanna buy and, but if you really wanna convert that lead, you wanna land them again, something that combines, you know, elastic Accenture’s services plus software, but in a storefront that is, you know, surrounding with just the solutions they want so they don’t need to kind of go searching. [00:24:42] Matt Yanchyshyn: So, you know, ultimately reducing that time to close, I guess, really ’cause meeting the customer where they are with what they need. [00:24:51] Matt Yanchyshyn: So we talk about co-selling a little bit. We, Jay and I talk about this all the time. We gotta keep looping Jay in here, even though he is not even in town this week, but Reko, um, what does co-sell look like inside Elastic? [00:25:02] Matt Yanchyshyn: You’ve got, we talked about an incredible leadership team. I’ve gotten meet some of your leaders. Seems like you drive, you do a good job internally driving that. Let’s talk a little bit about it. [00:25:11] Rekha Thangellapalli: Yeah, and this is something I’m, I’m personally very passionate about. Um, co-sell is. Very much a journey, not a destination. [00:25:20] Rekha Thangellapalli: And I think step one for us is recognizing the different partner types that we have. Because at Elastic we work with, you know, OEMs, MSPs, resale distributors, GSIs, um, and they all bring something very unique. To the customer lifecycle and they all contribute very differently within, you know, our own sales cycle and sales process. [00:25:45] Rekha Thangellapalli: And so, you know, figuring out what is the unique benefit they bring, how do we enable them? So training and enablement is a huge piece of it, and so is making sure we’ve got the right metrics to measure success. Um, I know a lot of companies look at partner sourced as the north star, and that’s great, right? [00:26:06] Rekha Thangellapalli: Because that is undeniable. You can say, Hey, that would not exist if it wasn’t for my partner team. Um, but we’ve also noticed that when we bring in GSIs, it actually increases renewal rates. It significantly increases. Um, a RR over time. Um, it expands deal sizes and so these are very real metrics that we can point to, um, beyond just the co-sell and the partner sourced number. [00:26:32] Rekha Thangellapalli: Um, so for us it’s looking at it from a very holistic perspective, but also catering it towards that unique partner and making sure we’re doing everything we can to set them up for success and setting up the partnership for success. [00:26:47] Vince Menzione: So clo close win ratios, deal size and renewal rates? [00:26:52] Rekha Thangellapalli: Yes. For specifically for geos size. [00:26:54] Rekha Thangellapalli: Yeah. [00:26:55] Vince Menzione: Very interesting. Allison, uh, what had to change internally to produce these co-selling? We talked a little bit about the field organization and enabling a, a group of, and, you know, account sellers that are very customer focused and enabling them on the co-sell side. What had to change internally to drive that? [00:27:13] Vince Menzione: Yeah. [00:27:14] Allison McFadden: I, I might have already alluded to this a little bit in a previous answer, but, um, creating the capacity to develop, build, and sell these solutions, um, inside of a large GSI, where billable hours is kind of the number one metric on the table. Um. Is part of the investment that we had to make within Accenture to get this done? [00:27:36] Audience Member: Yeah, [00:27:36] Allison McFadden: so expert technology time. So we have technologists that understand the elastic technology. We do similar with Nvidia, by the way, we. We released some of their time to go co-develop the solution because it has to hold technical water, right? It can’t just be a marketing pitch. It can’t just be, it has to be a real, um, what’s the there, there. [00:27:59] Allison McFadden: So in order to actually do proper co-sell, we had to release some of that time. Um, to invest in those partnerships. Um, we’ve also done similar with some industry aligned business development leaders recently, so we have freed their time up to go. Uh. Open new conversations, educate client, account teams, go to clients, have conversations. [00:28:26] Allison McFadden: Um, so that, that’s a new motion that we, uh, have just kind of recently made, um, to allow them, I love this brain one, brain two also, right? So to allow them to focus on brain two, because a lot of our time. Typically spent delivery issues, you know, getting my hours, where am I charging my time? And so just freeing up a little of that capacity to do this work, um, helps get us in this brain two mode where we’re not just living to survive. [00:28:56] Vince Menzione: I. So, Matt, you’ve removed a lot. I mean, one of the things I admire, I admire AWS for being first to market and removing the most friction in marketplace of any of the vendors. Really, truly that. You talked about some of the announcements. How does some of, how does some of this tie PC central agents propensity sales plays, MCP, how does some of this tie to how, how you’re thinking about the future? [00:29:18] Vince Menzione: And how to enable more motions like this. [00:29:20] Matt Yanchyshyn: Yeah. Well, I, I think if you know my boss, UBA Borno, uh, you’ll know that she has a maniacal focus on automation. Yeah. Um, and, uh, co-sell is increasingly automated. You know, you were asking earlier about propensity data. You can get that propensity data in addition to sales plays and, uh, opportunity scores through the partner central agents. [00:29:38] Matt Yanchyshyn: So things that used to require multiple calls to A PDM, if you’re lucky to have one. Yeah. Or a p sm. Uh, you, you can now get through, through these agents, you know, uh, tech Systems, TGS, they, they manage what, over 5,500 customer opportunities with agents that they built on top of our partner Central APIs. [00:29:55] Matt Yanchyshyn: Um, and work Span has built a whole product and business that’s right on leveraging, uh, our APIs, our capabilities to sort of tie into your CRM. So, majority of all opportunities will be progressed and managed by agents. This year at AWS, we already have a majority of all customer opportunities, all app have a partner attached and I, I took a personal goal for a majority of those partner attachments, not to happen from a human. [00:30:22] Matt Yanchyshyn: But from our solution matching engine. And how do you get recommended by that solution? Matching engine, having a healthy ACE pipeline, thanks to partner central agents and the integrations you’re doing. And in addition to being the specializations and doing things like multi-product solutions and ultimately closing opportunities, you dream of LAR and so LAR will help that. [00:30:40] Allison McFadden: It’s more like a nightmare. [00:30:41] Vince Menzione: And so, you know, [00:30:42] Allison McFadden: it’s more like a nightmare, but [00:30:44] Vince Menzione: nightmare. Well, it’s, it’s, yeah. Nightmare of Laura and, and. Nice dreams of PRM, but the, um, but that’s the loop, right? I, I think, uh, increasingly co-sell for us, and in my mind, is largely a hundred percent automated. Yeah. Except for what matters most, those most largest, most strategic, most complex deals. [00:31:01] Vince Menzione: Where our highly paid and very skilled salespeople are most effectively used. [00:31:05] Vince Menzione: Yeah. [00:31:05] Vince Menzione: You know, the days of, you know, this person with 20 years experience selling, clicking, progressing opportunities through a pipeline, uh, should be over. Uh, and, and we need those people out, out selling and, and co-selling. And so that for me. [00:31:19] Vince Menzione: Yeah. That, you know, we talk a lot about co-sell, but I, I’m obsessed with automating as much of the co-sell as possible. [00:31:24] Vince Menzione: I remember going back to the ex Excel spreadsheets and, and that, that seems to be be Viva became spreadsheet jockeys. [00:31:31] Vince Menzione: Yeah. [00:31:32] Vince Menzione: And, and they stopped selling. They forgot how to sell. [00:31:34] Vince Menzione: Yeah. And people spend all this time doing lunch and learns and things like that. [00:31:36] Vince Menzione: And then, you know. Then the salespeople rotate out after 18 months and, and it, that’s, that’s the old days. Uh, you know, the new days are, are AI powered matching algorithms, uh, ag agentic co-sell, using the partner essential agents to get your data and, and putting that data to use automatically and, and what sounded like magic. [00:31:51] Vince Menzione: 12 months ago is being done, you know, by partners at massive scale across thousands of opportunities. You can do it today. And you know, I, there’s a guy named another Mike, right? Mike another Mike who they have, there’s like a guy who’s doing all this and I’m picking on Mike ’cause I, I know their system really well and I know the guy Mike grew easily built it for them. [00:32:08] Vince Menzione: Um, but, you know, I think, yeah, again, in the days of having 10 people sort of doing lunch and learn could be replaced by one or two people, building agents, uh, managing a massive pipeline. And, and that’s the future. [00:32:18] Vince Menzione: Exactly. James, your perspective on what breaks with co-selling? [00:32:22] James Kang: Oh, what breaks co-sell? Um, I would say. [00:32:25] James Kang: It, it starts and finishes with just misalignment and a loss of trust with the customer, especially when you have multiple partners or stakeholders involved. If you’re trying to do a three-way deal with a end customer and you’re not on the same page, you’re not gonna get to a successful outcome on, on the backend. [00:32:44] James Kang: Uh, the fix is a much more complicated story. I would say that to take a step back, um. We’ve talked about the five layer cake. We’ve talked about where NVIDIA kind of fits within the equation. We are invested in the ecosystem and so as different players and application organizations win and see these outcomes for end customers, we celebrate that success. [00:33:07] James Kang: Um, and as part of that kind of ethos of where NVIDIA fits within the ecosystem, we wanna make sure that not only. Our customers, but our partners like ISVs and GSIs are set up for success. Um, we do not as Nvidia sell hardware or GPUs directly to customers We use. Hyperscalers like AWS as kind of our force multiplier. [00:33:31] James Kang: And similarly we think of ISVs and GSIs as the force multipliers in terms of our extensions of how we, we kind of leverage the relationships and build the trust with our end customers. And so going back to kind of the question, Vince, I would say that it all comes back to trust and being able to build that mutual trust. [00:33:48] James Kang: Um, a lot of what we do when we co-sell with AWS is really on the software layer. Um, we actually have more software engineers at NVIDIA than we have hardware engineers, which is a weird thing to say, um, because everyone knows us for our GPUs. But because of that fact, we are heavily invested in Cuda and making sure that Cuda becomes the foundational layer for how not only our ISVs and GSIs, but also our end customers are building. [00:34:12] Vince Menzione: Very cool. So Reiki, you and James together on this production. Versus pilot with the Gentech ai. Tell us a little bit more about that. Where, where are you in the process? [00:34:24] Rekha Thangellapalli: Yeah. So I mean, in general, what we’re seeing out in the market in, in relation to sort of AI and, and customer’s journeys is that, um, at least from an elastic perspective, um, we’re seeing people very much in production when it comes to, you know, kind of AI assistant co-pilot use cases. [00:34:42] Rekha Thangellapalli: So, you know, things like, um, software development, customer support is a big one. Um, any sort of employee productivity use cases where there’s. Still a human in the loop somewhere. Um, and there’s a very like, clear path to value. And so we see the customers being in production excelling there. Um, no problem. [00:35:01] Rekha Thangellapalli: Where we’re seeing people still kind of in the pilot phase is those fully autonomous workflows where there is no human involved. The agent is reasoning on its own. Um, accessing multiple systems and taking an action on the user’s behalf. And what we’re seeing is that it’s not the intelligence of the agent that’s holding it back. [00:35:26] Rekha Thangellapalli: It’s more about giving the right context to the agent and having the right. Security kind of governance controls in place for the company to feel comfortable in putting these fully autonomous workflows into production. And that’s really the conversation we’re having is all right, what are the controls you need in place? [00:35:47] Rekha Thangellapalli: For you to release this to your business unit. Um, and what is the context that the agent is needed before we can comfortably let the agent make the decision on the user’s behalf? Um, James, I’d be interested to hear what you’re, what you’re seeing in the market [00:36:03] James Kang: plus one on all things context. I, I would even go so far as to say, um. [00:36:09] James Kang: H how many folks in the audience have heard of token maxing? Like this new term? [00:36:13] Rekha Thangellapalli: Yeah. Yeah. [00:36:14] James Kang: Um, I’ll, I’ll give a very specific example of, of Uber that went public. With the example of Claude, like they allowed all of their employees to use as many tokens as possible, and within the span of four months, they exhausted their full budget for the year, and so they had to pull back, and now there’s a cap on every employee. [00:36:33] James Kang: I think the number that’s circulating is $1,500 per month per employee, and so I think that is at least. In this multi-phase evolution of where we’re going to be and where we’re today, cost has become kind of the prohibitive force in terms of agentic AI at scale. Um, I think we are working on some very creative solutions in-house and Nvidia. [00:36:55] James Kang: Um. And we saw some really dynamic announcements this week when it comes to all things agent core, um, where we want to focus on very nimble ways for customers to be able to execute and go to market. And one extreme example of that is our investment within our open model strategy. So Nvidia, not only, again, providing GPUs, we actually offer our own op open models, which we call our Nitron models. [00:37:21] James Kang: And through our Nitron models, we are allowing customers to really develop and fine tune their own proprietary models in a cost effective manner. So right alongside the frontier models like OpenAI and Anthropic. It’s not a if then, it’s not an either or statement. It’s a, it’s a permutation, it’s an and So we’re giving you a cost effective alternative to not only bring your AgTech applications at scale by training on Nibo tron, which is open source, but then once you’ve kind of finished and fine tuned that specific training job to be able to. [00:37:53] James Kang: Go ahead and utilize your frontier models, whether it be OpenAI or Claude. And I know there’s other partners here that are providing those kind of different model capabilities. And so I think for us it’s, it’s a matter of choice. We know that this market is dynamic. It’s gonna be evolving over the next coming months as well as the next coming years. [00:38:10] James Kang: Uh, but we believe that we are positioned for a really unique dynamic expansion of AgTech use cases over the, at least the next three to six months. [00:38:20] Vince Menzione: Allison, for the partners in the room who are glazed over right now going, what do I, what do I do over the next 12 months? [00:38:26] Allison McFadden: Should I wake everybody up by saying, yeah, please. [00:38:27] Allison McFadden: Say go hurricanes. [00:38:28] Vince Menzione: Yes. [00:38:29] Allison McFadden: Is there anyone, anybody? Everyone’s like, boo. I get to leave the parade today to go home to parade. I live in Raleigh, so we’ve got our parade on Saturday. Nice. [00:38:39] Vince Menzione: Nice. [00:38:40] Allison McFadden: All right. Wake up. Um, all right. So for the $50 million partners in the room, um. $50 million is not small. You have something that works. [00:38:50] Allison McFadden: Right. This is great. What I would be thinking about is, you know, we’ve talked about focus before, but really doubling down on, you know, what is, what is your industry, what is your client like, ideal client that you serve. And build, um, almost that kind of community. You know, the, the clients we have move from firm to firm to firm. [00:39:17] Allison McFadden: And if you’ve done good work at one, you’re gonna follow ’em to the next. Um, so build that client demand in a specific place or specific client profile that is just like really knocking it out out of the park for you. Um. Scale with marketplace, right? So if you, I, I love some of the data that you were sharing in your talk earlier, um, because it’s like no overhead scaling mechanism. [00:39:45] Allison McFadden: I mean, it’s, it’s fantastic. Um, Accenture, other GSIs like us, we are investing in marketplace. So we’re investing in resources, um, to help us. Use marketplace more with our clients and we’re gonna capture, right, those storefronts. And if you’re present on marketplace, you’re gonna be able to catch, uh, yourself in that wheel. [00:40:09] Allison McFadden: So I think those are the, the kind of couple of things I would say is focus, focus, focus to drive that client demand and use scaling mechanisms like marketplace to really kind of, uh, accelerate. [00:40:24] Vince Menzione: Matt, anything to add there on the. [00:40:26] Vince Menzione: Well just, you know, Ja, James, you, I love the token maxing reference in Uber and it reminds me, you remember when cloud came out and everyone was like, oh, all these people are, are gonna use the cloud and costs are outta control and. [00:40:39] Vince Menzione: Um, a lot of people pulled back from the cloud and, and a lot of those companies no longer exist. And it’s similar with, with, uh, token maxing, like, oh, these agents are outta control. You have a choice. You can embrace them and figure it out and get governance and, and make your data available. Um, use the partner, central agent, move to agent to co-sell, or you can fade and die. [00:40:58] Vince Menzione: And, and that’s, that’s where we’re at. Uh, is, is the, the companies sitting here today embraced the cloud years ago and won. Uh, and and there’s a set of companies here today who are gonna embrace agents in the, for both buyers and sellers, and will win. And there are those who won’t and they won’t win. And so for me, it’s like we’re, we’re at a, we’re at a crossroads. [00:41:18] Vince Menzione: And, and if you’re gonna win, you gotta leap into that, you know? I love it. And, uh, and, and, and it’s, it means the cost of experimentation is so much lower now. Development and, and even business development or software development is, is agent enabled. And so you can take risks, you can experiment and, and you have to, it’s, it’s an existential moment. [00:41:37] Vince Menzione: Agreed. We’ve got a couple minutes left over for any questions. What do you think? Sure. Are there any here. I think there are a couple. Yeah, we’ve got, we’ve got a co-sell question I’m sure coming up here. [00:41:51] Audience Member: Um, I’m Cassandra, I’m the CEO of Partner Tap. And one of the questions I had was, I think, you know, the co-selling between the sellers is where things get. Really, really hard when you’re multi-partner. And so when I was listening, um, with, you know, the Accenture and Elastic together, you talked about how you had, you, you had to get these BD business development people. [00:42:22] Audience Member: Um, is this a new team that is over the client team? And how do these teams interact like with the elastic sellers? Are you doing a lot of coaching to the field and then with if AWS sellers are, are involved, like what is that whole picture? What does look like, [00:42:43] Allison McFadden: like [00:42:44] Audience Member: on the ground? I mean, that is the hardest part, I think, and that’s what we hear. [00:42:48] Allison McFadden: It’s so, it’s so, it’s so tough. Um, and I will, I’ll just say, so our business development leaders that we now have kind of. Expanded their capacity. They have always been, they have always been there. Um, but they have not been well resourced. They haven’t, they haven’t had very clear kind of job description. [00:43:12] Allison McFadden: I’m gonna say I, in the past they have been kind of focused on partner relationship. And so like more like an alliance manager and maybe working on some of the data. Right? So when I say I have nightmares about Lars, because we’re always trying to increase the LAR for Accenture and, and they were focused like in those detailed weeds of like trying to pass ACE and trying to call the PDM and all this stuff. [00:43:39] Allison McFadden: What we are doing is really pivoting them to be proper sales, business development focused on client outcomes and focused on. Technical skills to be able to describe what this solution is to the field. So, um, and because we need, I have many, many questions about, I gotta get agents to work with Eurogen co-sell so that that part somehow goes away. [00:44:05] Allison McFadden: So that’s a, that’s the thing we gotta solve still, but, um, so we’re pivoting them to be kind of driving. More of that co-sell enablement with the field, um, and taking that message to the field rather than being there, waiting for questions to come in from the field, waiting for like our field teams to discover, oh, I saw something that we’re doing with Elastic, like on a press release on LinkedIn. [00:44:30] Allison McFadden: Right. So we’re kind of trying to pivot them to be more proactive. [00:44:33] Vince Menzione: Very cool. [00:44:34] Rekha Thangellapalli: Yeah. And uh, Cassandra, that’s an excellent question because I think. Multi-party, you know, sort of tri-party offerings. The hardest part is operationalizing it at scale, right? Yeah. And so for this particular offering, we are basically having three routes to market. [00:44:51] Rekha Thangellapalli: So one is seeing how this offering fits into our existing elastic go to market. And so I am constantly enabling our field sellers to say, okay, within our three field sales place, here’s exactly where this fits in. Here are, you know, uh. Keywords that you hear in customer conversations where you bring up this offering and here’s a process of how it works. [00:45:14] Rekha Thangellapalli: Um, exactly At what sales stage do I bring in Accenture, how, you know, what are the roles and expectations? Right? So that’s on the elastic side. We’re doing the same thing on the Accenture side. So we’re doing a ton of training enablement and lunch and learns, and we’re also looking at how do we fit into. [00:45:31] Rekha Thangellapalli: Uh, Accenture’s AI transformation projects, we are the semantic layer, right, of their enterprise brain. And so it’s a whole different sales motion, um, and, you know, having the right assets, having the right process again to make sure that that goes smoothly. And then finally, we’re going directly to the customer. [00:45:49] Rekha Thangellapalli: So we are launching multiple external campaigns where, you know, if the customer raises their hand. We will, we will line up immediately. Right. Um, and so, [00:46:01] Allison McFadden: I mean, I can’t, I can’t, I can’t say how important that third leg of the stool is. ’cause the second part, she talked about getting into our catalog is the first thing. [00:46:09] Allison McFadden: ’cause my BU business development leaders have the catalog. Right. And that’s what they’re selling. So what Elastic has done has gotten into one of those offerings and then. If we have a customer that asks for it, that is the fastest way to alignment. That is like the number one thing that we respond to [00:46:26] Vince Menzione: customer at the center. [00:46:27] Vince Menzione: This is great. Well, I think we’re up to time. This was a great session. I want to thank you. This is what a great, what a great group. [00:46:34] Vince Menzione: Thanks for listening to the Ultimate Partner Podcast. If today’s conversation resonated, share it with a partner leader in your network. Subscribe where [00:46:43] Vince Menzione: you listen, and head over to the ultimate partner.com. [00:46:47] Vince Menzione: For show notes related content and the resources for this episode. And if you haven’t already, now’s the time to register for the Ultimate Partner Live Event in Reston, Virginia, October 26th through October 28th. Until next time, keep showing up in the rooms that matter because being in the room changes everything [00:47:09] I.

Andrew Cooling, Communications and Marketing Officer for Hockey Tasmania, joins Kaz and Tubes for this week’s Premier League update, discussing the impact the Under 18 championships in Darwin are having on the local competition.See omnystudio.com/listener for privacy information.

Andrew Cooling, Communications and Marketing Officer for Hockey Tasmania, joins Kaz and Tubes for this week’s Premier League update, recapping Round 11, and previewing this weekend’s Pride Cup.See omnystudio.com/listener for privacy information.

Filipina-American actress, host, and award-winning entrepreneur Jelynn Malone is on a mission to put the Philippines on the global stage—from Hollywood sets to specialty coffee farms. As Co-Founder and Chief Brand & Marketing Officer of Mostra Coffee and the lead of the new medical dramedy Nurse the Dead, Jelynn shows what it looks like when a Filipina builds her own lane at the intersection of culture, creativity, and impact. This episode dives into how she turned her family legacy, cultural pride, and a clear sense of purpose into platforms that uplift Filipino stories and livelihoods worldwide.  In this episode we'll cover…  - How growing up in a family of Filipino entertainers, entrepreneurs, and community leaders in San Diego shaped Jelynn's vision for her life  - The identity journey from being the only Filipina in a predominantly white neighborhood—and feeling shame about her roots—to claiming her Filipina identity as her superpower  - The pivotal moment seeing her tita star in Miss Saigon and realizing Filipinas could be leading women in media, not just side characters  - Jelynn's path from professional dancer in Hollywood to actress and host, and why she felt called to use media as a tool for representation  - The origin story of Mostra Coffee: a trip to the Philippines, witnessing deep poverty, and the decision to build a business that creates jobs and champions Philippine specialty coffee  - What it means to lead a purpose-driven brand that supports Filipino coffee farming communities while also stepping into a major acting role as a Filipina nurse in Nurse the Dead 

Andrew Cooling, Communications and Marketing Officer for Hockey Tasmania, joins Kaz and Tubes for this week’s Premier League update, as the competition tightens following round 10.See omnystudio.com/listener for privacy information.

In this episode, we sit down with the Chief Sales & Marketing Officer of Holidynamics to explore the business behind some of the most spectacular holiday displays across North America. With over 13 years of experience in the holiday lighting industry, our guest shares insights into working with zoos, theme parks, botanical gardens, attractions, retailers, and professional installers throughout the U.S. and Canada. Discover how Holidynamics develops and tests commercial-grade holiday lighting and décor through its own installation division, ensuring products perform in real-world environments before reaching customers. From creating unforgettable holiday experiences to driving innovation in the lighting industry, this conversation shines a light on what it takes to bring seasonal magic to life.

Andrew Cooling, Communications and Marketing Officer for Hockey Tasmania, joins Kaz and Tubes for this week’s Premier League update.See omnystudio.com/listener for privacy information.

Recorded in partnership with LHV Bank on their booth at Money20/20 Europe in Amsterdam, this episode explores the technologies, regulatory shifts and business models reshaping financial services across the continent. Russell Goldsmith is joined by six industry leaders: 1/ Macs Dickinson, Director of Engineering, LHV Bank 2/ Paul Scholten, Chief Executive Officer, Buckaroo 3/ Eline Blomme, Chief Product and Marketing Officer, Acquired 4/ Scott Dawson, Director & CEO, DECTA UK 5/ Chris Corbett, Product Lead, Plaid 6/ Alexander de Ràfols, Head of Europe Product, Affirm Together, they share practical, real‑world insights from the rise of stablecoins and instant cross‑border payments to the impact of agentic AI, rebundling, and the next wave of open finance innovation. A fast‑moving, insight‑packed episode capturing the themes dominating Money20/20 Europe, from rewired infrastructure to the new competitive dynamics between banks, fintechs and platforms.

Ari Paparo sits down with Damian Garbaccio, Chief Commercial and Marketing Officer at Affinity Solutions, and Doug Campbell, Chief Strategy Officer at DoubleVerify, to discuss why 91% of marketers distrust platform-reported results, the rise of outcome-based measurement, the role of verified purchase data, AI-driven optimization, media waste, and the future of advertising accountability.  Takeaways  91% of marketers distrust platform-reported results, signaling a major measurement credibility gap. Brands want to optimize toward real purchase outcomes, but technical and organizational barriers remain. Verified transaction data and independent measurement are becoming essential for improving accountability.  Reducing delays and complexity between purchase data and optimization systems can improve campaign performance.  AI can enhance marketing outcomes, but its effectiveness depends on the quality of the data it receives.  CMOs face growing pressure to prove measurable business results and justify marketing investments.  Chapters  00:00 Introduction to the Affinity Solutions Outcome Marketing Council  00:29 Why the council was created and its mission  01:34 The new report: Measurement's Tipping Point  02:28 Challenges connecting ad exposure to purchase behavior  03:06 Key survey findings and marketer sentiment  03:19 Why 91% of marketers distrust platform-reported results  05:31 Why marketers still rely on proxy metrics  07:10 The value of real purchase and transaction data  08:21 Barriers preventing outcome-based optimization  09:17 Platform measurement challenges and attribution overlap  09:38 Speed, data paths, and optimization challenges  10:53 The importance of third-party measurement  11:10 How much waste exists in media measurement?  13:04 Best practices for verified outcomes and optimization  14:20 How far the industry has progressed in recent years  14:44 AI, data quality, and marketing performance  16:45 Advice for CMOs navigating measurement uncertainty  17:43 Organizational change and financial accountability  18:30 Why the opportunity for innovation remains strong  Guests: Ari Paparo, Damian Garbaccio, Doug Campbell Learn more about your ad choices. Visit megaphone.fm/adchoices

Andrew Cooling, Communications and Marketing Officer for Hockey Tasmania, joins Kaz and Tubes for this week’s Premier League update, detailing the Round 9 midweek matches.See omnystudio.com/listener for privacy information.

As growth is reshaped by AI, rising expectations and ongoing economic uncertainty, brand leaders are under increasing pressure to make clearer decisions, faster. In this podcast series, Martin Guerrieria, Head of Kantar BrandZ, speaks with global brand builders about the signals transforming their category, the strategic choices they're making in response, and how they are building brands that drive meaningful, differentiated growth in a fast‑moving world. Read the latest edition of BrandZ's global report here: www.kantar.com/brandz Hosted on Acast. See acast.com/privacy for more information.

In this first of two episodes, recorded live at Consensus in Miami, this special collaboration between the c‑suite podcast and Sumsub's own 'What the Fraud?' podcast dives into the technologies, behaviours and regulatory shifts shaping the next era of digital finance. Host Anastasia Shvechkova, Sales Director at Sumsub, spoke with the following guests: Lei Lei, VP of Business Development and Strategy, Kite Mayur Gupta, Chief Growth & Marketing Officer, Kraken Larry Wade, Global Head of Crypto Compliance and Regulatory Relations, PayPal Together they explore how AI, blockchain and compliance are converging and what that means for trust, security and real‑world adoption. Key themes include: How AI agents are already executing transactions at scale and why guardrails matter Why trust, behaviour and human utility now drive crypto adoption more than speculation How fraud is evolving in an AI‑native world, and why people remain the biggest vulnerability The shift from compliance as a blocker to compliance as a catalyst for innovation What it takes to launch and scale regulated digital asset products like PYUSD How global regulation is shaping the next phase of stablecoins, payments and tokenisation A fast‑paced set of conversations capturing the energy of Consensus and the reality of what's being built behind the scenes - safer systems, smarter infrastructure and a more trusted digital economy.

In this episode of Against the Sales Odds, Lance Tyson sits down with Jared Kozinn, Deputy AD | Chief Revenue & Marketing Officer at Michigan State University Athletics, to unpack what it takes to build sales organizations that win.Jared traces his path from law school graduate to one of the most respected revenue executives in sports, with stops at the St. Louis Blues, Kansas City Royals, San Francisco 49ers, Milwaukee Brewers, Detroit Lions, Arizona Coyotes, and Pittsburgh Pirates along the way. The conversation moves between the boardroom and the locker room, focused on a single question: what actually drives sustainable performance? Lance and Jared dig into:Why culture, structure, and process are the foundation of every high-performing sales teamHow sports organizations have evolved into sophisticated revenue businessesWhat it takes to build consultative, value-driven sales teamsThe strategies behind premium sales, sponsorship growth, and venue revenue optimizationLeadership lessons learned through adversity, change, and mentorshipThe changing landscape of college athletics and what it means for revenue leadersWhether you work in sports, sales, or leadership, this episode offers practical insights on building teams, driving revenue, and leading through change.

Revolut hat knapp 70 Millionen Kunden, macht 6 Milliarden Dollar Umsatz und ist mit 75 Milliarden Dollar bewertet. Und der Mann, der für das Wachstum verantwortlich ist, findet diese Zahlen „ziemlich klein". Antoine Le Nel, Chief Growth and Marketing Officer bei Revolut, erklärt im Gespräch mit Christoph Fröhlich, warum 100 Millionen Kunden bis 2027 kein überhebliches Ziel sind – und was traditionelle Banken gerade verlieren, ohne es zu bemerken. Außerdem: Warum Candy Crush eine bessere Schule war als jede Bankkarriere, wie das DE-IBAN die deutschen Nutzerzahlen verdoppelt hat und was die Formel 1 mit Wachstumsstrategie zu tun hat.

Andrew Cooling, Communications and Marketing Officer for Hockey Tasmania, joins Kaz and Tubes for this week’s hockey update, detailing a dominant University win, and a big week across the competition.See omnystudio.com/listener for privacy information.

Can design save your life in space?

Welcome to Banking on Primacy, a four-part podcast miniseries from Fintech Takes, sponsored by Chime. The series orbits one question that has become the most contested in consumer finance: what does it take to earn (and hold) the most important relationship in someone's financial life? In Episode 2, I sit down with Vineet Mehra, Chief Growth and Marketing Officer at Chime, to dig into the rewards economy in banking. Americans deposit ~70% of their income into checking accounts, but that account returns almost nothing. Meanwhile, the most valuable rewards in consumer finance have migrated to the credit side (and increasingly to a narrow tier of premium cardholders who can afford to play the game). Vineet walks through how Chime is trying to collapse that bifurcation with Chime Prime, and why the primary account relationship is the right place to start. Why did credit cards become a prestige product while the checking account stayed a utility? What does it mean to design rewards for usage rather than breakage, and why does a payments-driven business model make that easier to commit to? How does brand building work differently when your target isn't a premium cardholder but the 200 million Americans who feel underserved by traditional banks? This episode is brought to you by Chime. For most Americans, their primary bank account is their most important financial relationship. Traditional banks held that position and took it for granted. Chime was built differently: fee-free, built to succeed when members do, and now America's #1 banking choice with roughly 10M active members. Chime Prime takes that further: 5% cash back, savings rates up to 9x the national average, premium travel perks, no fees. See how at https://www.chimeprime.com/ Sign up for Alex's Fintech Takes newsletter for the latest insightful analysis on fintech trends, along with a heaping pile of pop culture references and copious footnotes. Every Monday and Thursday: https://workweek.com/brand/fintech-takes/ And for more exclusive insider content, don't forget to check out my YouTube page. Follow Alex:  YouTube: https://www.youtube.com/channel/UCJgfH47QEwbQmkQlz1V9rQA/videos LinkedIn: https://www.linkedin.com/in/alexhjohnson Twitter: https://www.twitter.com/AlexH_Johnson Follow Vineet: https://www.linkedin.com/in/vineetmehra1/ Learn more about Chime here: https://www.chimeprime.com/

In this special interview, we hear from 2021 Matrix honoree Marisa Thalberg who's presenting Ashley Miles as an honoree at the 2026 Matrix Awards! The Matrix Awards is a prestigious event honoring and celebrating the accomplishments of women in communications and the arts, starting with its inaugural honoree, Gloria Steinem. WomenHeard host Georgia Galanoudis chats with them about their friendship and career journeys leading up to this milestone moment. Listen in for pragmatic perspectives about authenticity, generosity, and AI integration. 

From Lake Las Vegas, Nevada, SHRM Chief Marketing Officer Tina Beaty goes Inside the ICE House to explain why every company must operate like a media company to cut through today's constant noise. She shares how owning a clear point of view, humanizing brands through leadership voices, and engaging employees as ambassadors are essential to authentic storytelling. Beaty also discusses using AI as a tool for efficiency—not a replacement for human insight—and how SHRM has embedded content strategy directly into its business strategy to drive long-term relevance and impact.

The way patients find and choose care is changing fast. One thing is clear: Your digital presence is your brand. We sat down with Timothy Brown, Chief Communications and Marketing Officer at Stony Brook Medicine, to explore how modern health systems are rethinking marketing, technology, and patient engagement. Timothy shares how academic medical centers are navigating increased competition, shifting patient expectations, and rapid changes in digital behavior. From CRM adoption and patient journey mapping to social media strategy, SEO, and AI driven search, this conversation offers a behind the scenes look at how marketing and communications can directly impact access, trust, and outcomes in healthcare. This episode is especially relevant for healthcare leaders, marketers, digital strategists, and anyone reimagining how health systems connect with patients in an increasingly consumer driven world. Timestamps: 00:00 Preview Clip 00:51 Guest introduction and background 03:16 What makes academic medical centers different 05:13 Why marketing technology lagged in healthcare 07:09 Consumerism and generational shifts in healthcare 10:46 Patient acquisition, retention, and CRM strategy 14:53 Social media as a healthcare growth engine 18:44 Service design, journey mapping, and patient engagement 23:08 Digital presence, brand perception, and innovation 27:47 Proving marketing impact with data and analytics 31:01 What excites Tim about the future of healthcare marketing Connect with Timothy on LinkedIn at https://www.linkedin.com/in/timothy-brown-01339535 Find Timothy's work at https://www.stonybrookmedicine.edu #healthtech #healthcareinnovation #socialmediastrategy #contentmarketing #brandgrowth #techinnovation Subscribe and stay at the forefront of the digital healthcare revolution. Find out why we're the fastest growing digital health channel on YouTube!  The Digital Healthcare Experience is a hub to connect healthcare leaders and tech enthusiasts. Powered by Taylor Healthcare, this podcast is your gateway to the latest trends and breakthroughs in digital health. Learn more about The Digital Healthcare Experience here. Taylor Healthcare empowers healthcare organizations to thrive in the digital world. Our technology streamlines critical workflows such as procedural & surgical informed consent with patented mobile signature capture, ransomware downtime mitigation, patient engagement and more. For more information about Taylor Healthcare, please visit imedhealth.com   The Digital Healthcare Experience Podcast: Powered by Taylor Healthcare Produced by Naomi Schwimmer  Hosted by Chris Civitarese Edited by Eli Banks Music by Nicholas Bach  

In this week's episode of The Venue RX Podcast, host Jonathan Aymin sits down with Raina Moskowitz, CEO of The Knot Worldwide, for a data-driven conversation every venue owner should hear. Raina shares practical strategies backed by real insights to help wedding and event venues attract higher-quality leads and convert more inquiries into bookings. She discusses what's working right now to improve response rates and how recent updates to WeddingPro like the “Close the Loop” tool are changing the way venues connect with couples. She explains why the quality of leads matters more than volume, and what venues can do to strengthen both, while also breaking down the impact of storefront optimization, from pricing transparency to reviews, on today's booking decisions. She also explores how evolving consumer behavior especially across social media, AI, and emerging technologies like LLMs is reshaping the wedding industry and what venues need to do to stay competitive.About Our Guest: Raina Moskowitz has served as Chief Executive Officer of The Knot Worldwide since 2025. She brings extensive experience leading high-performing teams across operations, marketing, and strategy within global consumer and technology companies.Prior to joining The Knot Worldwide, Moskowitz was Chief Operating and Marketing Officer at Etsy, where she oversaw Strategy and Operations, Marketing, Member Services, Trust & Safety, International, and Impact. During her tenure, she played a key role in driving growth, strengthening customer engagement, and scaling the company's global marketplace.Earlier in her career, Moskowitz led U.S. customer marketing at American Express, where she was responsible for customer growth, loyalty, and retention. She also held several leadership roles spanning product development and corporate strategy. Since 2020, Moskowitz has served on the board of directors of Sprout Social (Nasdaq: SPT). She is also a board member of Tech:NYC, where she supports initiatives that foster a thriving and inclusive technology ecosystem. Moskowitz is a graduate of the Wharton School of the University of Pennsylvania.Find Her Here: Website: https://www.theknotww.com/Linkedin: https://www.linkedin.com/in/rainamoskowitz

Marketing is entering its most complex era yet. AI is accelerating everything—but the real challenge is making sense of a system that is fragmenting faster than ever. In this episode of Frontier CMO, Josh Spanier sits down with Asmita Dubey, Chief Digital and Marketing Officer at L'Oréal Groupe, who leads digital transformation across the world's largest beauty company. With more than 90,000 employees and dozens of global brands, Asmita is responsible for navigating how AI, data, and creativity reshape marketing at enterprise scale. The conversation explores why fragmentation defines modern marketing—from the consumer journey to the marketing organization itself—and how leaders must respond by building systems that scale learning. Asmita shares how L'Oréal has operationalized transformation through massive upskilling, AI-powered content creation, and a culture built around what she calls the “dual muscle” of math and magic: the balance of technology, creativity, speed, and brand building.  For CMOs and founders navigating a moment where AI is reshaping every layer of marketing—from insight to creation to commerce—this conversation offers a practical blueprint for leading transformation while protecting the creative heart of the brand. 00:00 – The Marketer's Dilemma: Fragmentation in the AI Era 01:00 – Meet Asmita Dubey & L'Oréal's “Math + Magic” Philosophy 02:00 – A Global Career & How Background Shapes Leadership 03:30 – Growing Up in a Family of Teachers & Lifelong Learning 04:45 – Leading Through Influence in a Complex Organization 06:00 – Inside L'Oréal's Massive Marketing Ecosystem 07:30 – Stakeholders Then vs. Now: The Expanding Marketing Universe 09:00 – Marketing Meets Engineering: The Rise of Beauty Tech 10:30 – Staying Ahead: Culture, Curiosity & Continuous Reinvention 11:45 – Building an Entrepreneurial Culture at Scale 13:00 – Upskilling 30,000+ Marketers & Skill-Based Organizations 15:00 – L'Oréal's Digital Transformation: From 5% to 30% E-Commerce 17:00 – Changing Consumer Behavior & New Operating Models 19:00 – Measurement Matters: Balancing Short-Term ROI & Brand Equity 21:00 – Lessons from China: Speed, Scale & Consumer-First Thinking 23:30 – Agentic Commerce & the Future of Beauty Shopping 26:00 – Why Fragmentation Is the Biggest Marketing Challenge 29:00 – AI's Role in Rebundling Marketing & Breaking Silos 31:00 – AI-Powered Consumer & Marketer Journeys Explained 33:00 – Inside L'Oréal's AI Tools: Creaitech & Content at Scale 35:00 – What's Next: The Future of Marketing in the AI Era 37:00 – Rapid Fire: Signal vs. Noise (AI, Influencers, Innovation) 40:00 – Final Takeaways: Fragmentation, Learning Systems & Dual Muscle 

Nancy Beaton, President of Crypto US and Chief Revenue & Marketing Officer at Uphold, to discuss the company's new crypto backed credit card and tokenization plans.Topics: - Uphold's crypto credit card - Debit Card XRP Rewards - Uphold submits application with FINRA to launch tokenized securities with tZERO - Crypto market outlook - AI impact on investingBrought to you by

Ryan talks with Joe Citro, Chief Development and Marketing Officer at the Ronald McDonald House of Tampa Bay, about the annual Super Kids campaign now underway and how the community can get involved ahead of Super Hero Day.

Ryan talks with Joe Citro, Chief Development and Marketing Officer at the Ronald McDonald House of Tampa Bay, about the annual Super Kids campaign now underway and how the community can get involved ahead of Super Hero Day.See omnystudio.com/listener for privacy information.

What would happen if you finally ditched micromanagement and actually let your teams run wild, faster, riskier, and more creative than you'd ever dare on your own?Ben Plomion, COO of Pearl AI, joins Sivana Brewer for a sharp, no-fluff deep dive into the gritty reality of leading in markets where mistakes happen fast and growth is non-negotiable. Drawing from cross-functional battle scars in marketing, ops, and tech, Ben unpacks how he leveraged his CMO chops to become a next-level COO, why most leaders fail at “connecting the dots,” and exactly how he's turning AI into his secret weapon for culture and operational scale.If you're tired of theory and ready for the untold COO playbook that frees you from indecision, protects you from hidden traps, and gives you unfair access to what the best operator-leaders are actually doing, listen now. Stalling means losing team trust, missing radical growth, and getting left behind.Timestamped Highlights[00:03:42] – The shocking “dumpster” pitch that clinched Ben's COO job—would you take this text?[00:05:10] – Connect the dots or die: Why leaders who only skim the surface always lose big[00:07:26] – Zero in-house finance, outsourced chaos—how Ben plugged the leaks before it was too late[00:10:51] – From chief cook to master delegator: The brutal art of giving up “employee benefits” and focusing where it matters[00:14:42] – CEO second-in-command: The secret archetypes and why most COOs get it wrong[00:18:29] – CMO to COO crossover: The superpowers that every operator should steal from marketing[00:21:23] – Ditching values for operating principles—radical new rules for building a creative, AI-savvy team[00:32:19] – “Let them run”: The unorthodox motto that keeps Ben's teams breaking the rules, beating churn, and staying aheadAbout the GuestWith over two decades of experience in marketing, commercial and operational leadership across Artificial Intelligence, Computer Vision, and Blockchain, Ben Plomion is the Chief Operating Officer at Pearl—the leading AI Software-as-a-Service (SaaS) company in dentistry. Prior to Pearl, he served as Chief Marketing Officer at Dibbs, an Amazon-backed tokenization-as-a-service (TaaS) platform. He was previously Chief Growth & Marketing Officer at GumGum, where he played a pivotal role in advancing AI-driven contextual advertising. Earlier in his career, Ben led global digital media efforts at both Magnite and GE Capital. A Forbes contributor and trusted advisor to companies like Deanna.ai, PebblePost, and #Paid, he is also a committed educator in the realms of AI, marketing, and Web3.

For episode 706 of the BlockHash Podcast, host Brandon Zemp is joined by Marc Vanlerberghe, Chief Strategy and Marketing Officer at the Algorand Foundation.Algorand is a leading Layer 1 blockchain focused on building secure, scalable infrastructure for real-world use cases. Through the Algorand Foundation, the ecosystem supports developers and organizations building applications across payments, digital identity, and asset tokenization. Marc brings a platform-building lens to crypto. Before Algorand, he was CEO of conversational AI startup Rulai, CMO at Medallia, and spent close to a decade at Google where he helped launch Android and led marketing for Google Play, hardware, and retail. 

The most effective legal marketing today is designed to be useful, not just visible. Firms that are seeing real results are building targeted campaigns that connect insight directly to client need and, ultimately, to revenue. In today's episode of the CMO Series, Will Eke is joined by Kimberly Rennick, Chief Business Development and Marketing Officer at Thompson Coburn, to explore how bespoke, timely initiatives can become powerful business development engines. Kim shares how Thompson Coburn turned a moment in the news cycle into a practical tariff analysis tool for clients, why linking top-of-funnel marketing to bottom-of-funnel BD is essential, and how authentic leadership plays a critical role in driving innovation at a time of rapid change in the legal profession. They also delve into: The compelling nature of Thompson Coburn's culture How targeted marketing campaigns can really move the dial How to break down often siloed areas of business The tangible impacts following the launch of the tariff analysis tool What authentic leadership really involves

Billy Atwell, Chief Communications and Marketing Officer for the American First Policy Institute joins to discuss the Save Act.

Team USA might have messed up their chance of advancing in the World Baseball Classic. Brian Kilmeade, Co-Host of Fox and Friends and Host of the Brian Kilmeade Show joins to talk about where things currently stand with Iran and more. Billy Atwell, Chief Communications and Marketing Officer for the American First Policy Institute joins to discuss the Save Act.

Today on the Mark Reardon Show; Brian Kilmeade, Co-Host of Fox and Friends and Host of the Brian Kilmeade Show joins to talk about where things currently stand with Iran and more. Billy Atwell, Chief Communications and Marketing Officer for the American First Policy Institute joins to discuss the Save Act. Duane Patterson with HotAir.com and host of Duane's World Podcast joins to discuss Iran, Pete Hegseth and the Save Act. Scott Jennings, 97.1 Political Insider and CNN Political Contributor talks Iran, Save Act and more. KMOX Golf Correspondent Dan Reardon talks about the beginning of the Players Championship. Plus, Alex Rich on 314 Day and Sue's News.

Åhléns was losing money for over a decade. Today, it's profitable, three years in a row.  In this episode of Inside the Creator Economy, we sit down with Thomas Engelhart, Chief Strategy, Customer & Marketing Officer at Åhléns, to unpack one of the most impressive retail turnarounds in the Nordics.  This isn't a surface-level transformation story. It's a conversation about what actually happens when a 126-year-old heritage brand decides to rethink how it operates, without losing its identity.  We dive into:  How entrepreneurial leadership and a radical shift in pace turned strategy into execution - and made profitability possible again.  Why Åhléns chose to double down on physical retail, service and private labels, while building new revenue streams like retail media and wholesale  And how they evolved the brand, dialing down “premium” to reconnect with their roots, strengthen loyalty and stay relevant for a new generation  At the heart of it all lies a fundamental question: How do you evolve to stay modern, without becoming someone you're not? 

Julie Gilbert is the new Chief Marketing Officer for Explore St Louis, she joins Megan Lynch in-studio. She's been on the job for just a week. She has a plateful of roles. She points out that 'data' drives the marketing of St Louis. She comes from Door County, Wisconsin, an area that many St Louisans travel to quite frequently. She talks about the importance of marketing St Louis to European travelers as well as utilizing the film office for exposure.

To mark International Women's Day 2026, CMO Series REPRESENTS returns with a powerful conversation on leadership, equity and action in legal marketing. In part one of this special edition, we bring together senior marketing and business development leaders from across the profession to explore how firms can build a true culture of giving to gain, where collaboration, sponsorship and shared success aren't slogans, but strategic choices. From approaching equality as a business issue, to active sponsorship of professional women in the workplace. Our guests share their candid insights and lived experiences of what's working in professional services and where firms have the opportunity to drive meaningful change.  A big thanks to all of our guests for joining the conversation: Azeema Batchelor, Chief Marketing & Business Development Officer, Dinsmore & Shohl LLP JeanMarie Campbell, Chief Marketing & Business Development Officer, Jenner & Block Charlotte Eberlein, Head of Marketing & Business Development, Thomson Snell & Passmore Deborah Farone, Marketing & Business Development Strategist & Founder, Farone Advisors Tina Gandesha, Director of Business Development, Marketing & Communications, Baker McKenzie Helen Griffiths, Head of Business Development, Fladgate Rachel Hussey, Clients & Markets Partner, Arthur Cox LLP Susanne Mandel, Chief Marketing & Business Development Officer, Lowndes Molly Nunes, Director of Communications, Marketing & Client Engagement, WilmerHale Kimberly Rennick, Chief Business Development & Marketing Officer, Thompson Coburn LLP Amanda Schneider, Chief Marketing & Business Development Officer, Ballard Spahr LLP Tricia Weener, Global Chief Marketing & Business Development Officer, Linklaters

Michael Gray is the Chief Strategy and Marketing Officer at Spacial Working. He is based in London, UK. Spacial Working is focused on helping companies to create a flexible work environment that embraces both working from home and working in offices. The aim is to create a flexible arrangement that works well for the company and employees. The media often reports that WFH is finished and most employees are heading back into offices, but the reality is quite different. There is less WFH than during the pandemic period, but it has plateaued and is not dropping much further - so there is much more flexibility today compared to 2019. But many companies still struggle to make it work well so what does Michael advise? https://spacialworking.com/ https://www.linkedin.com/in/michaelgray7/   Summary: In this CX Files episode, Mark Hillary speaks with Michael Gray, Chief Strategy Officer at Spacial Working, about what the pandemic really changed — and what it didn't — in customer experience operations. Gray explains that work-from-home in the contact center industry is not a temporary COVID experiment but part of a much longer evolution enabled by technology and workforce expectations. While some executives continue pushing return-to-office mandates, the evidence shows the future is hybrid: organizations must redesign recruitment, training, management, and performance measurement rather than simply sending agents home with laptops. Flexible working can improve retention and productivity, particularly for parents, carers, and geographically distant employees, but only if supported by proper monitoring, communication structures, and culture. The real challenge for CX leaders is no longer deciding whether remote work works — it is learning how to operationally manage a permanent hybrid workforce. Disclosure: Mark Hillary is a research adviser to Spacial Working

This episode is available in audio format on our Let's Talk Loyalty podcast and in video format on www.Loyalty.TV.We are breaking new ground today as we explore the retail Cannabis industry, one that is often discussed, but not very well understood.Marketing to customers in a regulated industry has complexities and my guest today is one of the most accomplished persons leading marketing innovation in the Cannabis industry. Courtney Zalewski is Chief Brand and Marketing Officer at Embarc, a modern, community-focused cannabis retailer in California with locations across the state. Courtney pioneered the launch of the Embarc Passport Club two years ago and we talk about the intersection of regulations in Cannabis retail with the most stringent consumer protection laws in the US (the CCPA), where the challenge of creating customer loyalty in the Cannabis industry might be the biggest in all of retail.Hosted by Bill Hanifin, CLMP™Show Notes : 1)Courtney Zalewski2) Embarc3) Embarc Passport Club5) Unresonable Hospitality - Book Recommendation

Recorded live at FMI 2026, Omni Talk Retail hosts Anne Mezzenga and Chris Walton sit down with Justin Weinstein, EVP, Chief Merchandising & Marketing Officer at Giant Eagle, Inc., from the Simbe booth. Justin shares an update on Giant Eagle's progress since their last conversation, including how the company is reinvesting in stores, sharpening value, and doubling down on fresh and quality across the business. He discusses how Giant Eagle is thinking about store prototypes, department level differentiation, and how trends like GLP 1s are influencing merchandising, space allocation, and customer engagement. The conversation also explores agentic AI in grocery, where the hype is real but still evolving, and why operational rigor, real time insight, and strong partnerships are critical to serving customers when it matters most. Key Topics Covered: - Progress on Giant Eagle's growth and reinvestment strategy - Store of the future thinking and department differentiation - Value, pricing, and promotional focus - Fresh, protein, and nutrient dense foods - GLP 1s and implications for merchandising and space planning - Agentic AI and its role in grocery commerce - Operational execution and real time visibility through technology partners For more insights from grocery and retail leaders, continue following Omni Talk Retail's live coverage from FMI 2026, recorded at the Simbe booth. #FMI2026 #OmniTalkRetail #GroceryRetail #GiantEagle #Merchandising #RetailMarketing #FoodRetail #RetailTechnology #Simbe

Imagine a CRM that empowers your sales team and drives predictable B2B growth. In this episode of Predictable B2B Success, host Vinay Koshy interviews John Golden, Chief Strategy and Marketing Officer at Pipeliner CRM, bestselling author, and global sales leader. Learn why John Golden shifted from the CEO track to transform how sales teams use CRM technology, and how a “salesperson-first” approach redefines traditional software. Drawing on insights from over 1,600 expert interviews and decades of leadership, this episode examines the often-overlooked human elements of B2B sales and the benefits of simplifying strategy. John Golden shares real-world examples of how AI supports relationship-building, enables salespeople to leverage their strengths, and enhances coaching in high-performing organizations. He also offers practical advice on overcoming stalled deals and building trust as a key performance indicator for lasting customer relationships. Listen to this episode to gain new perspectives on your sales strategy, CRM implementation, and the future of human-driven revenue growth. Some topics we explore in this episode include: Key topics discussed in this episode include: Career Transition – John Golden explains his shift from prior executive roles to Pipeliner CRM.Strategic Simplicity – The value of simplifying business strategy and focusing on fundamentals.Strategy vs. Tactics – The risks of prioritizing tactics over a clear, simple strategy.Salesperson-First CRM – How Pipeliner CRM flips traditional CRM design to empower salespeople.CRM Adoption & Revenue Growth – The impact of higher CRM adoption on predictable revenue.Human Elements in B2B Sales – The essential role of creativity, relationships, and authenticity.AI in Sales – How AI frees salespeople to focus on relationship-building and deeper work.Personal Branding for Salespeople – Building a professional brand and soft skills in sales.Trust and Relationship Quality – Patterns of trust-building and metrics for predictability in revenue.Human-First Culture – Shifting from technology-first to human-first, and how to measure transformation.And much, much more...

Happy 2026. This Episode is hosted by Chris Maffeo and brought to you by MAFFEO DRINKS. A Deep-Dive Analysis of This Episode is Available at maffeodrinks.com Eric Franco, a former SABMiller colleague, recently Chief Sales & Marketing Officer at Brewdog USA and entrepreneur who started as a bar owner, joins for a discussion validating core bottom-up principles through battlefield experience.Working long days running his own bar before selling for global brands, the conversation confirms what becomes clear through market observation: everyone agrees on bottom-up methodology in theory, but execution fails when immediate gratification culture, social media distortion, and funding pressure collide with foundational discipline.The discussion explores patterns visible across markets: brands hiring VPs before mastering founder-led selling, Target distribution forcing unsustainable multi-state expansion, and burning retail relationships in concentrated markets.Eric's owner-operator perspective adds depth to the systematic approach to channel selection, geographic expansion, and the three-year foundation period required before authentic scaling becomes possible. ​Timestamps00:00 Introduction and Catching Up01:11 Defining 'Bottom Up' in Brand Building04:36 Challenges in Brand Growth and Market Expectations09:41 The Importance of Local Market Mastery15:16 Balancing Big Opportunities with Realistic Growth32:02 Final Thoughts and Wrap-Up This episode is brought to you by MAFFEO DRINKS, an Advisory helping drinks leaders execute bottom-up growth while managing stakeholder expectations. You can get in touch at bottomup@maffeodrinks.com 

Carrie Phillips is joined by Janelle Holmboe, Chief Enrollment and Marketing Officer at McDaniel College, for a powerful conversation at the intersection of AI, innovation, and organizational leadership. This episode goes beyond the tools and tactics—it's a masterclass in how to restructure teams, rethink priorities, and redefine innovation in higher ed. If you're a leader trying to manage change without burning out your people, this episode is essential listening.Guest Name: Janelle Holmboe, Executive Vice President for Constituent Engagement, McDaniel CollegeGuest Social: https://www.linkedin.com/in/janelle-holmboe-31b61427/Guest Bio: Enrollment professional with experience leading enrollment and communication teams in advancing the strategic goals of an institution. Professional experience includes enrollment, communications and marketing experience at both the undergraduate and graduate levels. Currently serving as the chief enrollment officer and chief communications officer at McDaniel College, overseeing admissions, financial aid, and communications and marketing to further the institutional mission. Currently leading the development of the college's new constituent engagement model which includes institutional advancement and enrollment management. Previous position at Warren Wilson College and American International College included overseeing all aspects of undergraduate and graduate outreach, recruiting and admission, leading to record undergraduate and graduate applications and enrollment. - - - -Connect With Our Host:Mallory Willsea https://www.linkedin.com/in/mallorywillsea/https://twitter.com/mallorywillseaAbout The Enrollify Podcast Network:The Higher Ed Pulse is a part of the Enrollify Podcast Network. If you like this podcast, chances are you'll like other Enrollify shows too!Enrollify is made possible by Element451 — The AI Workforce Platform for Higher Ed. Learn more at element451.com. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Download our “Tell a Better Story, Win Better Clients” e-book athttps://working-towards.com/What happens when decades of brand storytelling experience collide with AI, digital fragmentation, and a new generation of consumers?Garth Weber, Chief Brand & Marketing Officer at Duluth Trading Company (https://www.duluthtrading.com/), joins me to unpack why brand still matters more than ever — and how the strongest companies maintain a single strategic point of view while adapting to constantly changing channels.With over 25 years of experience on both the agency and brand side, including formative years at Nike and Adidas, Garth shares the foundational principles he learned early in his career — and why those same principles still work in today's AI-powered, creator-driven landscape.We explore how brands can evolve beyond legacy channels like catalogs, reach younger audiences authentically, and avoid losing coherence while scaling across markets.

We are pleased to present our Best of 2025 Conversations episode from The Business of Cleaning Podcast. This special edition brings together the most insightful moments, meaningful stories, and influential voices that shaped our discussions throughout the year. It reflects the evolving landscape of the commercial cleaning industry and the leaders who continue to advance it.In this episode, you will hear standout segments from remarkable guests, including:• Ian Charlery, Owner of A1 Cleaning Services• Kendal St. Louis, CEO and Founder of LADNEK Limited• Nate Lucht, Owner and CEO of Spotless Enterprise Corp• Rob Anspach, Owner of Anspach Media• Sharon Cowan, Owner of Cleaning Business Consulting Group• Mario Kelly, Owner of Believe 313 Cleaning• Jerry Flug, CED of HRA Consulting Group• Shari Cedar, CEO and Owner of AK Building Services• Josh Melton, Owner of Athens Cleaning Company• Adon Rigg, Chief Sales and Marketing Officer at Clean Pro Growth AcademyThis compilation is filled with valuable lessons, diverse perspectives, and standout industry expertise that defined our 2025 season.

“Everyone older than me was optimizing careers for comfort — I think we need to be uncomfortable. I think we need to push the boundaries.”Vineet Mehra is CMO of Chime - the fastest-growing and most-loved consumer banking service in the U.S. - where he leverages data-driven and cultural marketing strategies to drive growth and challenge industry norms. Vineet is a global marketing leader, Board Director, and advisor recognized for building disruptive, category-defining brands. Previously, Vineet served as Global Chief Customer and Marketing Officer at Walgreens Boots Alliance, where he led the $100B company through its COVID-19 transformation, and as Chief Growth Officer at Ancestry, launching AncestryDNA to redefine consumer genomics. Before that, Vineet served in many rising leadership roles across CPG. At Johnson & Johnson, Vineet was Global President of Baby Care and Global President of Marketing, overseeing a multibillion-dollar portfolio and modernizing worldwide marketing capabilities. Vineet held early leadership roles at Novartis Consumer Health across Europe, the U.S., and Canada, as well as brand-building assignments at General Mills. Procter & Gamble was Vineet's career start — first in Canada in Beauty Sales & Marketing, and later as a regional Beauty Care Brand Manager in Asia - shaping his reputation as one of the industry's most globally experienced marketers. Named among Forbes' 50 Most Influential CMOs, Vineet is committed to advancing the marketing industry — currently serving as an advisor to Spotify, MMA Global, Ridge Ventures, OfferFit by Braze, AI Trailblazers, and Virtuosi LEAP. Previously, Vineet held senior advisory and board roles at WPP, Apollo Global Management, AdTheorent, Adweek, Knotch, and Effie Worldwide — where he served as Chairman of the Board. An avid traveler, Vineet has visited over 80 countries and cherishes creating memories with his family.This episode is hosted by P&G Alum Sudha Ranganathan, who's spent over 19 years in diverse Marketing leadership roles at companies like P&G, PayPal, and LinkedIn where she's honed her passion for customer-centric marketing and talent development.

In today’s episode of The Built Different Podcast, Dr. Zach Clinton sits down with Marq James, Chief Sales & Marketing Officer at Christian Care Ministry, the organization behind Medi-Share, the nation’s leading Christian healthcare sharing program. Marq unpacks the powerful origin story of Christian Care Ministry, explains the difference between healthcare sharing and traditional insurance, and shares how Medi-Share offers a biblical, community-centered alternative rooted in generosity, stewardship, and the early church model in Acts. Together, Zach and Marq break down why healthcare costs are skyrocketing, what families need to know during Open Enrollment, and how healthcare sharing can create significant financial margin without compromising Christian conviction. The conversation also dives deep into the issues families are facing right now, from the post-COVID mental health crisis, to the rising need for whole-person care. Marq shares how CCM is meeting these challenges through expanded counseling access, Christ-centered support, and a culture shaped by prayer, Scripture, and spiritual wellness. Drawing from his own battle with long-term COVID symptoms, Marq reflects on how his faith grounded him through recovery and why spiritual health must return to the center of the healthcare conversation. If you’ve ever wondered whether faith-based healthcare sharing is right for your family, this episode provides the clarity, hope, and practical insight you need. Links: Find Our More About Christian Care Ministry: https://shorturl.at/aBBDX Find Out More About Medishare: https://shorturl.at/UIa9l Get Clinically Excellent, Distinctively Christian Counsel or Care Today: https://christiancareconnect.com/ Discover more Christian podcasts at lifeaudio.com and inquire about advertising opportunities at lifeaudio.com/contact-us.

If you live in Minnesota, you know there are two things that keep you going through the long winters: a good pair of boots, and a great cup of coffee. For years, that coffee often came from Caribou, where Jim's guest this week, Erin Newkirk, most recently served as Chief Brand & Marketing Officer, helping guide a beloved global coffeehouse with more than 850 locations across 11 countries. Erin left Caribou coffee shortly after we recorded this show to start her own training & coaching company.Erin's story stretches far beyond coffee. Her career spans Fortune 500s, startups, coaching, and everything in between, always with the same ambition: to build brands, businesses, and breakthroughs that spark movements people can feel. She began her career at the test-prep company Kaplan, earned her MBA from Indiana University's Kelley School of Business, and honed her brand chops at General Mills, shaping icons like Cheerios and Pillsbury. Then she leapt into entrepreneurship, founding Red Stamp, a mobile-first lifestyle brand that reimagined personal connection and scaled to millions before it was acquired. Today, Erin brings that same energy to her work as an advisor and board member. partnering with founders, executives, and mission-driven ventures including ModernWell, Omnia Fishing, and TurnSignl, an award-winning service providing 24/7 real-time legal assistance.Recorded in person at the Best Buy Studios in Minneapolis, here is Jim's conversation with the leader who believes in grounding herself each day—and helping others grow along the way.---This week's episode is brought to you by Best Buy Ads.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

In this episode, Kim Gouch, Chief Brand and Marketing Officer at Retro Fitness, dives into her journey and the dynamic evolution of the fitness industry. She discusses how Retro Fitness is redefining the HVLP market through community-driven experiences, authentic branding, and meaningful consumer connections. Kim highlights the brand's Get Real campaign, which celebrates individuality and emotional connection in fitness, and shares how community engagement and simplicity in consumer experience shape their approach to growth and retention. She also explores the difference between branding and marketing, emphasizing that true success comes from building a brand for the future — one that resonates with younger generations through authenticity, technology integration, and inclusivity. With a focus on data-driven insights and collaborative innovation, Kim outlines Retro Fitness's strategy for explosive yet sustainable growth, ensuring the brand continues to inspire connection, wellness, and belonging in every community it serves. LINKS: https://www.sportalliance.com/en/perfect-gym/ https://www.withflex.com/  https://egym.com/int  #RetroFitness #KimGouch #FitnessIndustry #Branding #MarketingStrategy #GetRealCampaign #CommunityEngagement #FitnessBrand #GymMarketing #ConsumerExperience #WellnessCulture #HVLPFitness #HealthAndWellness #FitnessInnovation #GrowthStrategy #FutureOfFitness #AuthenticBranding #WellnessJourney #FitnessCommunity #FitnessBusiness #DataDrivenMarketing #FitnessTrends #BrandBuilding #WellnessLifestyle #FitnessMotivation        

They call it the Land of 10,000 Lakes, we believe it may also be the Land of 10,000 Great Brands. Welcome to a very extraordinary live roundtable edition of The CMO Podcast. This week Jim is coming to you from the Twin Cities, Minneapolis–St. Paul, to try to answer a big question: what's in the water here that's helped so many companies thrive for decades?He is joined by four powerhouse marketers who are shaping some of the region's most iconic brands: – Jennie Weber, the Chief Marketing Officer of Best Buy. Jennie is leading a customer-obsessed transformation, bringing digital innovation and human connection together across one of America's top retailers. – Martin Nance, the Chief Marketing Officer of the Minnesota Vikings. A former NFL wide receiver turned CMO, Martin is shaping world-class fan experiences on and off the field — from building year-round engagement platforms that connect fans to the team, to elevating U.S. Bank Stadium as one of the premier destinations in sports and entertainment. – Jill Renslow, the Chief Business Development and Marketing Officer at Mall of America, which is the largest retail and entertainment destination in North America, attracting more than 40 million visitors each year. Jill leads the charge for new entertainment concepts, global brand partnerships, and community-driven experiences that is keeping the mall both a cultural icon and a shopping hub. – Heather Malenshek, SVP and Chief Marketing Officer of Land O'Lakes. Heather is reimagining marketing for a century-old cooperative while championing farmers, food, and the future of rural America — from amplifying the “All Together Better” platform to spotlighting sustainability and innovation across the agricultural supply chain.Recorded live at Best Buy's state-of-the-art studios, tune in for a candid, inspiring dialogue about the grit, generosity, and community spirit that make Minnesota business so unique. These leaders open up about career transitions, the shift from product-driven to experiential marketing, and how legacy brands can stay both relevant and timeless.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

How do we future-proof the digital payment experience so it becomes invisible to customers—yet keep it working harder than ever for brands?Agility requires a deep understanding of how technology can simplify the customer journey without compromising security or trust.Today we're going to talk about the future of secure digital payments, how in-app and frictionless experiences are redefining customer loyalty, and why platform providers need to take the in-app payment shift seriously.To help me discuss this topic, I'd like to welcome Peter Galvin, Chief Marketing Officer at NMI. About Peter Galvin Peter is Chief Marketing Officer at NMI and is a 20-year veteran of global technology organizations, specializing in promoting innovative enterprise and Cloud-based software companies to leadership positions. He previously served as Chief Marketing Officer at Entrust and Proofpoint, as well as Chief Strategy & Marketing Officer for nCipher (formerly Thales e-Security). Peter has also served in senior marketing leadership roles at leading technology companies including Openwave, Inktomi (acquired by Yahoo) and Oracle. He's passionate about skiing and travel, and enjoys cooking and spending time with his family. Peter Galvin on LinkedIn: https://www.linkedin.com/in/petergalvin/ Resources NMI: https://www.nmi.com The Agile Brand podcast is brought to you by TEKsystems. Learn more here: https://www.teksystems.com/versionnextnow Register now for Sitecore Symposium, November 3-5 in Orlando Florida. Use code SYM25-2Media10 to receive 10% off. Go here for more: https://symposium.sitecore.com/Don't Miss MAICON 2025, October 14-16 in Cleveland - the event bringing together the brights minds and leading voices in AI. Use Code AGILE150 for $150 off registration. Go here to register: https://bit.ly/agile150 Connect with Greg on LinkedIn: https://www.linkedin.com/in/gregkihlstromDon't miss a thing: get the latest episodes, sign up for our newsletter and more: https://www.theagilebrand.showCheck out The Agile Brand Guide website with articles, insights, and Martechipedia, the wiki for marketing technology: https://www.agilebrandguide.com The Agile Brand is produced by Missing Link—a Latina-owned strategy-driven, creatively fueled production co-op. From ideation to creation, they craft human connections through intelligent, engaging and informative content. https://www.missinglink.company Hosted on Acast. See acast.com/privacy for more information.

How do we future-proof the digital payment experience so it becomes invisible to customers—yet keep it working harder than ever for brands?Agility requires a deep understanding of how technology can simplify the customer journey without compromising security or trust. Today we're going to talk about the future of secure digital payments, how in-app and frictionless experiences are redefining customer loyalty, and why platform providers need to take the in-app payment shift seriously.To help me discuss this topic, I'd like to welcome Peter Galvin, Chief Marketing Officer at NMI. About Peter Galvin Peter is Chief Marketing Officer at NMI and is a 20-year veteran of global technology organizations, specializing in promoting innovative enterprise and Cloud-based software companies to leadership positions. He previously served as Chief Marketing Officer at Entrust and Proofpoint, as well as Chief Strategy & Marketing Officer for nCipher (formerly Thales e-Security). Peter has also served in senior marketing leadership roles at leading technology companies including Openwave, Inktomi (acquired by Yahoo) and Oracle. He's passionate about skiing and travel, and enjoys cooking and spending time with his family. Peter Galvin on LinkedIn: https://www.linkedin.com/in/petergalvin/ Resources NMI: https://www.nmi.com The Agile Brand podcast is brought to you by TEKsystems. Learn more here: https://www.teksystems.com/versionnextnow Register now for Sitecore Symposium, November 3-5 in Orlando Florida. Use code SYM25-2Media10 to receive 10% off. Go here for more: https://symposium.sitecore.com/Don't Miss MAICON 2025, October 14-16 in Cleveland - the event bringing together the brights minds and leading voices in AI. Use Code AGILE150 for $150 off registration. Go here to register: https://bit.ly/agile150 Connect with Greg on LinkedIn: https://www.linkedin.com/in/gregkihlstromDon't miss a thing: get the latest episodes, sign up for our newsletter and more: https://www.theagilebrand.showCheck out The Agile Brand Guide website with articles, insights, and Martechipedia, the wiki for marketing technology: https://www.agilebrandguide.com The Agile Brand is produced by Missing Link—a Latina-owned strategy-driven, creatively fueled production co-op. From ideation to creation, they craft human connections through intelligent, engaging and informative content. https://www.missinglink.company