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Érem Pocs promet un Carnestoltes que seguirà fidelment l'esperit de la colla: ni ploma ni fardo. I la Salsa del Xató promet una reina que seguirà fidelment l'esperit de la colla: serà una reina de ploma i no de fardo. Passada la ressaca de la celebració de la designació com a colles responsables del Carnestoltes i la Reina, i a nou mesos vista del dijous gras del 2026 -serà el 12 de febrer-, Silvia Peñas, cap de colla de Érem Pocs, i Davinia Herrada, cap de colla de la Salsa del Xató, ens expliquen tot allò que més o menys pot explicar-se, en el benentès que també per una d'elles aquest any també serà especial: el 2026 serà l'any del 50è aniversari de la colla retirista. L'entrada Sílvia Peñas i Davinia Herrada, dues caps de colla amb els reptes de Carnestoltes i Reina pel Carnaval 2026 ha aparegut primer a Radio Maricel.
Mit 250 PreSales-Kollegen weltweit und über 17 Produktmodulen steht Qlik vor der Herausforderung, Komplexität skalierbar zu machen. Matthias Anders (Director PreSales Center of Excellence) teilt, wie interne Strukturen, spezialisierte Teams und ein wachsendes Enablement-Konzept dazu beitragen, Orientierung zu schaffen, sogar über Länder- und Funktionsgrenzen hinweg. Besonders spannend: Wie GenAI bereits heute im Teamalltag eingesetzt wird, um Buyer Personas besser zu verstehen und Gespräche gezielter vorzubereiten. Eine Folge für alle, die PreSales als lernende Organisation denken. Matthias Anders bei LinkedIn - https://www.linkedin.com/in/matthias-anders-229b4844/ ----------
Javier Pacheco, nascut a Barcelona, va ser el secretari general de les Comissions Obreres de Catalunya des de 2017 fins el passat 9 d'abril de 2025, que va se quan es va despedir de la secretaria general del sindicat. Javier Pacheco connecta el Llapis de Memòria.
"If done right, AI will actually make us more human. It handles the busy work and surfaces real-time insights—so GTM teams can focus on what really drives revenue: building relationships, solving real problems, and creating long-term customer value." That's a quote from Roderick Jefferson and a sneak peek at today's episode.Hi there, I'm Kerry Curran—Revenue Growth Consultant, Industry Analyst, and host of Revenue Boost, A Marketing Podcast. In every episode, I sit down with top experts to bring you actionable strategies that deliver real results. So if you're serious about business growth, find us in your favorite podcast directory, hit subscribe, and start outpacing your competition today.In this episode, titled AI + EQ + GTM: The New Growth Equation for B2B Leaders, I sit down with keynote speaker, author, and enablement powerhouse Roderick Jefferson to unpack the modern formula for revenue growth: AI + EQ + GTM.We explore why traditional sales enablement isn't enough in today's landscape—and how real go-to-market success requires alignment across marketing, sales, and customer success, powered by emotional intelligence and smart technology integration.Whether you're a CRO, CMO, or GTM leader looking to scale smarter, this episode is packed with real-world insights and actionable strategies to align your teams and drive sustainable growth.Stick around until the end, where Roderick shares expert tips for building your own AI-powered revenue engine.If you're serious about long-term growth, it's time to get serious about AI, EQ, and GTM. Let's go.Kerry Curran, RBMA (00:01)Welcome, Roderick. Please introduce yourself and share your background and expertise.Roderick Jefferson (00:06)Hey, Kerry. First of all, thanks so much for having me on. I'm really excited—I've been looking forward to this one all day. So thanks again. I'm Roderick Jefferson, CEO of Roderick Jefferson & Associates. We're a fractional enablement company, and we focus on helping small to mid-sized businesses—typically in the $10M to $100M range—that need help with onboarding, ongoing education, and coaching.I'm also a keynote speaker and an author. I actually started my career in sales at AT&T years ago. I was a BDR, did well, got promoted to AE, made President's Club a couple of times. Then I was offered a sales leadership role—and I turned it down. I know they thought I was crazy, but there were two reasons: first, I realized I loved the process of selling more than just closing big deals. And second, oddly enough, I wasn't coin-operated. I did it because I loved it—it gave me a chance to interact with people and have conversations like this one.Kerry Curran, RBMA (01:16)I love that—and I love your background. As Roderick mentioned, he does a lot of keynote speaking, and that's actually where I met him. He was a keynote speaker at B2BMX West in Scottsdale last month. I also have one of your books here that I've been diving into. I can't believe how fast this year is flying—it's already the first day of spring!Roderick Jefferson (01:33)Thank you so much. Wow, that was just last month? It feels like last week. Where is the time going?Kerry Curran, RBMA (01:45)I appreciate your experience for so many reasons. One is that—like we talked about before the show—my dad was in sales at AT&T for over 20 years. It paid for my entire education. So we were comparing notes on that era of innovation and what we learned back then.Roderick Jefferson (02:02)Thank you, AT&T!Kerry Curran, RBMA (02:13)So much of what you talked about on stage and wrote about in your book is near and dear to my heart. My background is in building integrated marketing-to-sales infrastructure and strengthening it to drive revenue growth. I'm excited to hear more about what you're seeing and hearing. You talk to so many brands and marketers—what's hot right now? What's the buzz? What do we need to know?Roderick Jefferson (02:44)A couple of things. The obvious one is AI—but I'll add something: it's not just AI, it's AI plus EQ plus IQ. Without that combination, you won't be successful.The other big theme is the same old problem we've always had: Why is there such a disconnect between sales and marketing? As an enablement guy, it pains me. I spent 30 years in corporate trying to figure that out. I think we're getting closer to alignment—thank you, AI, for finally stepping in and being smarter than all of us! But we've still got a long way to go.Part of the issue is we're still making decisions in silos. That's why I've become a champion of moving away from just "sales enablement."Yes, I know I wrote the book on sales enablement—but I don't think that's the focus anymore. In hindsight, “sales enablement” is too myopic. It's really about go-to-market. How do we bring HR, marketing, product marketing, engineering, sales, and enablement all to the same table to talk about the entire buyer's journey?Instead of focusing on our internal sales process and trying to shoehorn prospects into it, we should be asking: How do they buy? Who buys? Are there buying committees? How many people are involved? And yes, ICP matters—but that's just the tip of the iceberg. It goes much deeper.Kerry Curran, RBMA (04:44)Yes, absolutely. And going back to why you loved your early sales roles—it was about helping people. That's how I've always approached marketing too: what are their business challenges, and what can I offer to solve them? In your keynote, you said, “I want sales to stop selling and start helping.” But that's not possible without partnering with marketing to learn and message around the outcomes we drive and the pain points we solve.Roderick Jefferson (05:22)Exactly. Let's unpack that. First, about helping vs. selling—that's why we have spam filters now. Nobody wants to be sold to. That's also why people avoid car lots—because you know what's coming: they'll talk at you, try to upsell you, and push you into something you don't need or want. Then you have buyer's remorse.Now apply that to corporate and entrepreneurship. If you're doing all the talking in sales, something's wrong. Too many people ask questions just to move the deal forward instead of being genuinely inquisitive.Let's take it further. If marketing is working in a silo—building messaging and positioning—and they don't bring in sales, then guess what? Sales won't use it. Newsflash, right? And second, it's only going to reflect marketing's perspective. But if you bring both teams together and say, “Hey, what are the top three to five things you're hearing from prospects over and over?”—then you can work collaboratively and cohesively to solve those.The third piece is: let's stop trying to manufacture pain. Not every prospect is in pain. Sometimes the goal is to increase efficiency or productivity. If there is pain, you get to play doctor for a moment. And by that, I mean: do they need an Advil, a Vicodin, a Percocet, or an extraction? Do you need to stop the bleeding right now? You only figure that out by getting sales, marketing, product, and even HR at the same table.Kerry Curran, RBMA (07:34)Yes, absolutely. I love the analogy of different levels of pain solutions because you're right—sometimes it's not pain, it's about helping the customer be more efficient, reduce costs, or drive revenue. I've used the doctor analogy before too: you assess the situation and then customize the solution based on where it “hurts” the most. One of the ongoing challenges, though, is that sales and marketing still aren't fully aligned. Why do you think that's been such a persistent issue, and where do you see it heading?Roderick Jefferson (08:14)Because sales speaks French and marketing speaks German. They're close enough that they can kind of understand each other—like ordering a beer or finding a bathroom—but not enough for a meaningful conversation.The core issue is that they're not talking—they're presenting to each other. They're pitching ideas instead of having a dialogue. Marketing says, “Here's what the pitch should look like,” and sales replies, “When's the last time you actually talked to a customer?”They also get stuck in “I think” and “I feel,” and I always tell both groups—those are the two things you cannot say in a joint meeting. No one cares what you think or feel. Instead, say: “Here's what I've seen work,” or “Here's what I've heard from prospects and customers.” That way, the conversation is rooted in data and real-world insight, not opinion or emotion.You might say, “Hey, when we get to slide six in the deck, things get fuzzy and deals stall.” That's something marketing can fix. Or you go to product and say, “I've talked to 10 prospects, and eight of them asked for this feature. Can we move it up in the roadmap?”Or go back to sales and say, “Only 28% of the team is hitting quota because they're struggling with discovery and objection handling.” So enablement and marketing can partner to create role plays, messaging guides, or accreditations. It sounds utopian, but I've actually done this six times over 30 years—it is possible.It's not because I'm the smartest guy in the room—it's because when sales and marketing align around shared definitions and shared goals, real change happens. Go back to MQLs and SQLs. One team says, “We gave you all these leads,” and the other says, “Yeah, but they all sucked.” Then you realize: you haven't even agreed on what a lead is.As a fractional enablement leader, that's the first question I ask: “Can you both define what an MQL and SQL mean to you?” Nine times out of ten, they realize they aren't aligned at all. That's where real progress starts.Once you fix communication, the next phase is collaboration. And what comes out of collaboration is the big one: accountability. That's the word nobody likes—but it's what gets results. You're holding each other to timelines, deliverables, and follow-through.The final phase is orchestration. That's what enablement really does—we connect communication, collaboration, and accountability across the entire go-to-market team so everyone has a voice and a vote.Kerry Curran, RBMA (13:16)You're so smart, and you bring up so many great points—especially around MQLs, SQLs, and the lack of collaboration. There's no unified North Star. Marketing may be focused on MQLs, but those criteria don't always match what moves an MQL to an SQL.There's also no feedback loop. I've seen teams where sales and marketing didn't even talk to each other—but they still complained about each other! I was brought in to help, and I said, “You're adults. It's time to talk to one another.” And you'd think that would be obvious.What I love is that we're starting to see the outdated framework of MQLs as a KPI begin to fade. As you said, it's about identifying a shared goal that everyone can be accountable to. We need to all be paddling in the same direction.Roderick Jefferson (14:16)Exactly. I wouldn't say we're all rowing yet, but we've definitely got our hands in the water, and we're starting to go in the same direction. You can see that North Star flickering out there.And I give big kudos to AI for helping with that. In some ways, it reminds me of social media. Would you agree that social media initially made us less social?Kerry Curran, RBMA (14:27)Yes, totally agree. We can see the North Star.Roderick Jefferson (14:57)Now I'm going to flip that idea on its head: if done right, I believe AI will actually make us more human—and drive more meaningful conversations. I know that sounds crazy, but I have six ways AI can help us do that.First, let's go back to streamlining lead scoring. If we use AI to prioritize leads based on their likelihood to convert, sales can focus efforts on the most promising opportunities. Once we align on those criteria, volume and quality both improve. With confidence comes competence—and vice versa.Second is automating task management. Whether it's data entry, appointment scheduling, or follow-up emails, those repetitive tasks eat up sales time. Less than 30% of a rep's time is spent actually selling. If we offload that admin work, reps can focus on high-value activities—like building relationships, doing discovery, and closing deals.Kerry Curran, RBMA (15:59)Yes! And pre-call planning. Having the time to prepare properly makes a huge difference.Roderick Jefferson (16:19)Exactly. Third is real-time analytics. If marketing and ops can provide sales reps with real-time insights—like funnel data, deal velocity, or content performance—we can start making decisions based on data, not assumptions or feelings.The fourth area is personalized sales coaching. I talk to a lot of leaders, and I'll make a bold statement: most sales leaders don't know how to coach. They either use outdated methods or try to “peanut butter” their advice across the team.But what if we could use AI to analyze calls, emails, and meetings—then provide coaching based on each rep's strengths and weaknesses? Sales leaders could shift from managing to leading.Kerry Curran, RBMA (17:55)Yes, I love that. It would completely elevate team performance.Roderick Jefferson (18:11)Exactly. Fifth is increasing efficiency in the sales process. AI can create proposals, contracts, and other documents, which frees up time for reps to focus on helping—not chasing paperwork. And by streamlining the process, we can qualify faster and avoid wasting time on poor-fit deals.Kerry Curran, RBMA (18:58)Right, and they can focus on the deals that are actually likely to move forward.Roderick Jefferson (19:09)Exactly. And sixth—and most overlooked—is customer success. That's often left out of GTM conversations, but it's critical. We can use AI-powered chatbots and virtual assistants to handle basic inquiries. That frees up CSMs to focus on more strategic tasks like renewals, cross-sell, and upsell.Let's be honest—most CSMs were trained for renewals, not selling. But cross-sell and upsell aren't really selling—they're reselling to warm, happy customers. The better trained and equipped CSMs are, the better your customer retention and growth.Because let's face it—we've all seen it: 90 days before renewal, suddenly a CSM becomes your best friend. Where were they for the last two years? If we get ahead of that and connect all the dots—sales, marketing, CS, and product—guess who wins?The prospect.The customer.The company—because revenue goes up.The employee—because bonuses happen, spiffs get paid, and KPIs are hit.But most importantly, we build customers for life. And that has to start from the very beginning, not just when the CSM steps in at the end.Kerry Curran, RBMA (20:47)Yes, this is so smart. I love that you brought customer success into the conversation. One of the things I love about go-to-market strategy is that it includes lifetime value—upsell and renewal are a critical part of the revenue journey.In my past roles, I've seen teams say, “Well, that's just client services—they don't know how to sell.” But to your point, if we coach them, equip them, and make them comfortable, it can go a long way.Roderick Jefferson (21:34)Absolutely. They become the lifeblood of your business. Yes, you need net-new revenue, but if sales builds this big, beautiful house on the front end and then customers just walk out the back door—what's the point?And I won't even get into the stats—you know them—about how much more expensive it is to acquire a new customer versus retaining one. The key is being human and actually helping.Kerry Curran, RBMA (21:46)Exactly. I love that. It leads perfectly into my next question—because one of the core components of your strategy and presentation was the importance of EQ, or emotional intelligence. Can you talk about why that's so critical?Roderick Jefferson (22:19)Yeah. It really comes down to this: AI can provide content—tons of it, endlessly. It can give you all the data and information in the world. But it still requires a human to provide context. For now, at least. I'm not saying it'll be that way forever, but for now, context is everything.I love analogies, so I'll give you one: it's like making gumbo. You sprinkle in some seasoning here, some spice there. In this case, AI provides the content. Then the human provides the interpretation—context. That's understanding how to use that generated content to reach the right person or company, at the right time, with the right message, in the right tone.What you get is a balanced, powerful approach: IQ + EQ + AI. That's what leads to truly optimal outcomes—if you do it right.Kerry Curran, RBMA (23:19)Yes! I love that. And I love every stage of your process, Roderick—it's so valuable. I know your clients are lucky to work with you.For people listening and thinking, “Yes, I need this,” how do they get started? What's the baseline readiness? How do they begin integrating sales and marketing more effectively—and leveraging AI?Roderick Jefferson (23:34)Thank you so much for that. It really starts with a conversation. Reach out—LinkedIn, social media, my website. And from there, we talk. We get to the core questions: Where are you today? Where have you been? Where are you trying to go? And most importantly: What does success look like?And not just, “What does success look like?” but, “Who is success for?”Then we move into an assessment. I want to talk to every part of the go-to-market team. Because not only do we have French and German—we've also got Dutch, Spanish, and every other language. My job is to become the translator—not just of language, but of dialects and context.“This is what they said, but here's what they meant. And this is what they meant, but here's what they actually need.”Then we dig into what's really going on. Most clients have a sense of what's “broken.” I'm not just looking for the broken parts—I'm looking at what you've already tried. What worked? What didn't? Why or why not?I basically become a persistent four-year-old asking, “Why? But why? But why?” And yes, it gets frustrating—but it's the only way to build a unified GTM team with a shared North Star.Kerry Curran, RBMA (25:32)Yes, I love that. And just to add—sometimes something didn't work not because it was a bad strategy, but because it was evaluated with the wrong KPI or misunderstood entirely.Like a top-of-funnel strategy did work—but the team expected it to generate leads that same month. It takes time. So much of this comes down to digging into the root of the issue, and I love your approach.Roderick Jefferson (26:10)Exactly. And it's also about understanding that every GTM function has different KPIs.If I'm talking to sales, I'm asking about average deal size, quota attainment, deal velocity, win rate, pipeline generation. If I'm talking to sales engineering, they care about number of demos per deal, wins and losses, and number of POCs. Customer success? They care about adoption, churn, CSAT, NPS, lifetime value.My job is to set the North Star and speak in their language—not in “enablement-ese.” Sometimes that means speaking in sales terms, sometimes marketing terms. And I always say, “Assume I know nothing about your job. Spell out your acronyms. Define your terms.”Because over 30 years, I've learned: the same acronym can mean 12 different things at 12 different companies.The goal is to get away from confusion and start finding commonality. When you break down the silos and the masks, you realize we're all working toward the same thing: new, long-term, happy customers for life.Kerry Curran, RBMA (27:55)Yes—thank you, Roderick. I love this. So, how can people find you?Roderick Jefferson (28:00)Funny—I always say if you can't find me on social media, you're not trying to find me.You can reach me at roderickjefferson.com, and you can find my book, Sales Enablement 3.0: The Blueprint to Sales Enablement Excellence and the upcoming Sales 3.0 companion workbook there as well.I'm on LinkedIn as Roderick Jefferson, Instagram and Threads at @roderick_j_associates, YouTube at Roderick Jefferson, and on BlueSky as @voiceofrod.Kerry Curran, RBMA (28:33)Excellent. I'll make sure to include all of that in the show notes—I'm sure this episode will have your phone ringing!Thank you so much, Roderick. I really appreciate you taking the time to join us. This was valuable for me, and I'm sure for the audience as well.Roderick Jefferson (28:40)Ring-a-ling—bring it on! Let's dance. Thank you again. This was an absolute honor, and I'm glad we got the chance to reconnect, Kerry.Kerry Curran, RBMA (28:59)For sure. Thank you—you too.Roderick Jefferson (29:01)Take care, all.Thanks for tuning in. If you're struggling with flat or slowing revenue growth, you're not alone. That's why Revenue Boost: A Marketing Podcast brings you expert insights, actionable strategies, and real-world success stories to help you scale faster.If you're serious about growth, search for us in your favorite podcast directory. Hit follow or subscribe, and leave a five-star rating—it helps us keep the game-changing content coming.New episodes drop regularly. Don't let your revenue growth strategy fall behind. We'll see you soon!
On this episode of the “Gen AI Breakthrough" podcast, Kyle McNabb hosts a discussion on the importance of proof of concept (POC) in testing AI solutions, highlighting its role in feasibility assessment and resource efficiency. Guests Kyle Robichaud and Jay Ruffin emphasize key factors such as data quality, risk mitigation, and alignment with organizational goals that influence the success of POCs. Additionally, it addresses the need for continuous education and effective communication to bridge the gap between executives and implementation teams.
In this episode, we sit down with Sridhar Ramaswamy, CEO of Snowflake, for an in-depth conversation about the company's transformation from a cloud analytics platform into a comprehensive AI data cloud. Sridhar shares insights on Snowflake's shift toward open formats like Apache Iceberg and why monetizing storage was, in his view, a strategic misstep.We also dive into Snowflake's growing AI capabilities, including tools like Cortex Analyst and Cortex Search, and discuss how the company scaled AI deployments at an impressive pace. Sridhar reflects on lessons from his previous startup, Neeva, and offers candid thoughts on the search landscape, the future of BI tools, real-time analytics, and why partnering with OpenAI and Anthropic made more sense than building Snowflake's own foundation models.SnowflakeWebsite - https://www.snowflake.comX/Twitter - https://x.com/snowflakedbSridhar RamaswamyLinkedIn - https://www.linkedin.com/in/sridhar-ramaswamyX/Twitter - https://x.com/RamaswmySridharFIRSTMARKWebsite - https://firstmark.comX/Twitter - https://twitter.com/FirstMarkCapMatt Turck (Managing Director)LinkedIn - https://www.linkedin.com/in/turck/X/Twitter - https://twitter.com/mattturck(00:00) Intro and current market tumult(02:48) The evolution of Snowflake from IPO to Today(07:22) Why Snowflake's earliest adopters came from financial services(15:33) Resistance to change and the philosophical gap between structured data and AI(17:12) What is the AI Data Cloud?(23:15) Snowflake's AI agents: Cortex Search and Cortex Analyst(25:03) How did Sridhar's experience at Google and Neeva shape his product vision?(29:43) Was Neeva simply ahead of its time?(38:37) The Epiphany mafia(40:08) The current state of search and Google's conundrum(46:45) “There's no AI strategy without a data strategy”(56:49) Embracing Open Data Formats with Iceberg(01:01:45) The Modern Data Stack and the future of BI(01:08:22) The role of real-time data(01:11:44) Current state of enterprise AI: from PoCs to production(01:17:54) Building your own models vs. using foundation models(01:19:47) Deepseek and open source AI(01:21:17) Snowflake's 1M Minds program(01:21:51) Snowflake AI Hub
www.iotusecase.com#GenAI #SmartManufacturing #PredictiveMaintenance Special episode recorded live at Hannover Messe: Together with Scott Kemp from SoftServe, we take a look at real industrial projects – including use cases from SCHUNK, Continental, and NVIDIA. The focus: smart data infrastructures, predictive maintenance, and practical AI applications on the shop floor.Podcast episode summaryHow can smart maintenance, AI, and global IoT infrastructures be put into practice – despite labor shortages and complex machinery? Scott Kemp, Head of Manufacturing Services, EMEA, at SoftServe discusses these challenges with Ing. Madeleine Mickeleit, sharing insights from projects with SCHUNK, Continental, and NVIDIA.SoftServe demonstrates how scalable IoT backbones and AI applications deliver real value – for example, an AI assistant at Continental that reduces MTTR and boosts OEE by 10%. With SCHUNK, SoftServe co-developed an IoT backbone spanning the entire machine portfolio, enabling end customers to perform maintenance with the help of assistive functions.This comes to life in the practical example from OptoTech: Product Owner Vineeth Vellappatt offers a look into an AI-supported grinding process on the SM80 machine – including error detection, parameter analysis, and concrete recommendations for action.Technologically, SoftServe combines structured sensor data with unstructured knowledge (e.g. SOPs), embedded into a RAG model for fast information delivery – implemented across Microsoft Azure, NVIDIA Omniverse, AWS, and more. Standards like OPC UA and Unified Namespace lay the foundation for scalability.At the core: compensating for knowledge loss, empowering new workers, monetizing services – and turning AI from a buzzword into productive reality. SoftServe follows practical frameworks like “Double Diamond Thinking” and Proofs of Technology instead of just POCs. The episode kicks off with a short impulse from Onuora Ogbukagu (Deutsche Messe AG).-----Relevant links from this episode:Madeleine (https://www.linkedin.com/in/madeleine-mickeleit/)Scott (https://www.linkedin.com/in/scottkempmba/)SoftServe (https://www.softserveinc.com/en-us)SoftServe Assessment (https://azuremarketplace.microsoft.com/en-us/marketplace/consulting-services/softserveinc1605804530752.digital_shopfloor_rapid_2_days_assessment-preview?tab=Overview&flightCodes=6871e3e649584bd2862e2c7a0f379bd5)OptoTech Lösung (https://www.optotech.net/en/product/detail/sm-80-cnc-tc~op25967)Jetzt IoT Use Case auf LinkedIn folgen
In this episode, Zachary Hanif, VP of AI, ML, and Data at Twilio, joins Amir to talk about the engine behind B2B AI innovation. From selecting the right tools to navigating the shift from POCs to production, Zachary offers an insider's look at how enterprises can thoughtfully and effectively integrate AI.We unpack:The danger of "boiling the ocean" with AIWhy chatbots aren't always the right starting pointWhat makes an AI POC actually valuableAnd why UX in the age of AI needs systems thinking
In this episode, Jack Cochran and Matthew James are joined by Manisha Raisinghani, Founder and CEO of SiftHub, to discuss how AI is transforming the Presales landscape. They explore how SiftHub's AI sales engineer helps solutions teams consolidate tribal knowledge, automate repetitive tasks, and increase productivity. Manisha shares insights on leveraging AI for RFPs, POCs, and competitive intelligence, while emphasizing that AI serves as a sidekick to enhance SEs' strategic value rather than replace them. To join the show live, follow the Presales Collective's LinkedIn page or join the PSC Slack community for updates. The show is bi-weekly on Tuesdays, 8AM PT/11AM ET/4PM GMT. Follow the Hosts Connect with Jack Cochran: https://www.linkedin.com/in/jackcochran/ Connect with Matthew James: https://www.linkedin.com/in/matthewyoungjames/ Connect with Manisha Raisinghani: https://www.linkedin.com/in/manisharaisinghani/ Links and Resources Mentioned Join Presales Collective Slack: https://www.presalescollective.com/slack SiftHub: https://www.sifthub.io/ Timestamps 00:00 Welcome 03:34 Manisha's journey to founding SiftHub 08:12 SE to AE ratios in different organizations 13:10 The changing role of SEs in relationship building 15:06 Three main buckets of SE work and how AI can help 16:30 The evolution of tribal knowledge 20:40 SaaS proliferation and knowledge fragmentation 26:51 How SEs can leverage AI effectively 31:02 Using AI to analyze POCs and RFPs Key Topics Covered The Evolution of Tribal Knowledge From undocumented information to knowledge scattered across platforms How AI can consolidate knowledge from Slack, Salesforce, call recordings, and more Leveraging recorded conversations to preserve context and insights SE Challenges and AI Solutions Managing repetitive questions from sales teams and product managers Handling documentation tasks and RFP responses Creating custom solutions across different industries and regions The Changing SE Role Shift from technical support to relationship building Evolving buyer journeys requiring deeper technical engagement Balancing solutioning, question-answering, and demo responsibilities Measuring AI Impact Time savings on RFP responses and repetitive questions Using freed-up time for strategic activities and better customer engagement Supporting more deals simultaneously with AI assistance AI as a Teammate Using AI to enhance rather than replace SE capabilities How AI can work 24/7 across global teams The future of visual and diagram-based AI assistance
In this episode of The Tech Trek, Amir Bormand sits down with Nirmal Ranganathan, CTO, Global Public Cloud at Rackspace, to dissect one of the hottest and most crucial topics in today's tech landscape—trust in AI applications. They explore how enterprises can drive adoption of AI solutions, what key factors are needed to foster trust, and why guardrails, security, and change management play a pivotal role. Whether you're a developer, tech leader, or AI enthusiast, this episode dives deep into the challenges and opportunities shaping the future of AI adoption.Key TakeawaysTrust is the Cornerstone: For AI adoption to succeed, users must trust the output. Trust hinges on data quality, security, responsible use, and model transparency.Change Management Matters: Adoption in enterprises isn't about trends—it's about clear processes, education, and user enablement.Guardrails Are Non-Negotiable: Especially when AI is exposed to external users, organizations need strong safety checks—think toxicity filters, bias mitigation, and strict data governance.Scaling AI = Scaling Costs: Unlike typical systems, scaling AI comes with heavy computational costs. Patterns like caching and model optimization are essential for sustainability.Prompt Engineering & Peer Learning: The secret to effective enterprise AI adoption is empowering users to master prompt engineering and fostering peer collaboration.Future of Adoption: 2025 might not yet be the year of mass AI production rollout, but the curve is gradually climbing—especially with evolving architectures and better model accuracy.Timestamped Highlights[00:00:00] Introduction to Nirmal Ranganathan & the importance of trust in AI[00:01:34] Why adoption is key—and why most tech projects fail due to lack of it[00:02:50] Three pillars of successful AI adoption: Trust, Change Management, Functionality[00:05:02] The trust barrier: Hallucinations, relevance, and grounding AI responses in enterprise knowledge[00:10:01] Why most AI projects are stuck in POCs—and what's preventing full-scale deployment[00:11:43] Technical guardrails: Security, scalability challenges, and compliance considerations[00:14:56] Cost & infrastructure challenges when scaling AI solutions to millions of users[00:17:52] How tech companies differ from enterprises in deploying AI—data privacy, safety checks, user unpredictability[00:20:00] The role of prompt engineering, peer learning, and experiential training in ensuring AI adoption success[00:22:16] What the future holds for AI adoption—and why the heavy lifting might get easierFeatured Quote "AI adoption compounds all of our existing challenges—and then multiplies them by five or ten times." — Nirmal RanganathanConnect with NirmalLinkedIn: https://www.linkedin.com/in/rnirmal/If you enjoyed this episode, please like, share, and subscribe! Don't forget to follow the podcast to stay updated on future episodes.
In this episode, Jack Cochran and Matthew James talk with Kalyan Ramkumar about his journey from novice to expert in the presales field. Kalyan shares his experience starting as an SDR at RSA Security with no technical background and how he worked his way up to become a skilled solutions engineer. He discusses the importance of domain knowledge in security, his framework for effective demos, and strategies for managing POCs and building your internal brand. To join the show live, follow the Presales Collective's LinkedIn page or join the PSC Slack community for updates. The show is bi-weekly on Tuesdays, 8AM PT/11AM ET/4PM GMT. Follow the Hosts Connect with Jack Cochran: https://www.linkedin.com/in/jackcochran/ Connect with Matthew James: https://www.linkedin.com/in/matthewyoungjames/ Connect with Kalyan Ramkumar: https://www.linkedin.com/in/kalyan-ramkumar-679927151/ Links and Resources Mentioned Join Presales Collective Slack: https://www.presalescollective.com/slack Presales Collective Linkedin: https://www.linkedin.com/company/presalescollective Presales Collective newsletter: https://www.presalescollective.com/newsletter CompTIA Security+ Certification: https://www.comptia.org/certifications/security CompTIA Network+ Certification: https://www.comptia.org/certifications/network Timestamps 00:00 Introduction 03:15 Kal's Background 10:12 First Ever Demo 14:10 When did you know you're an SC 19:40 The Four Do's of Demos 23:35 Challenging the challenger 27:02 Building your personal brand 29:35 POC strategies Key Topics Covered Breaking into Presales Starting as an SDR and transitioning to SE Getting hired without technical background Importance of work ethic and eagerness to learn Building Domain Expertise Value of security certifications (Security+ and Network+) Moving from scripted to fluid demos Building trust with technical customers Demo Framework: The Four Do's Conducting your own discovery Framing every click and feature Evaluating specific customer KPIs Challenging difficult stakeholders POC and Success Strategies Customizing POC length to customer needs Collaborating with account executives Building internal relationships Creating workshop sequences for implementation
In this episode of The BlueHat Podcast, Nic and Wendy are joined by seasoned security researcher, and CTO of Morphisec, Michael Gorelik. Michael discusses his approach to security research, which often begins by exploring PoCs released by other researcher groups and continues through to the release and validation of – sometimes multiple rounds of – fixes. Michael also provides an overview of this BlueHat 2024 presentation from last October and discusses his upcoming participation in the Zero Day Quest Onsite Hacking Challenge. In This Episode You Will Learn: How Michael Gorelik transitioned from security researcher to company founder Deeper motivations driving ethical hackers like Michael Gorelik beyond money The importance of identifying incomplete security patches before attackers do Some Questions We Ask: What are you looking forward to with Zero Day Quest? Did you have a moral dilemma about hacking when you were younger? What was your experience like at Deutsche Telekom Laboratories? Resources: View Michael Gorelik on LinkedIn View Wendy Zenone on LinkedIn View Nic Fillingham on LinkedIn Related Microsoft Podcasts: Microsoft Threat Intelligence Podcast Afternoon Cyber Tea with Ann Johnson Uncovering Hidden Risks Discover and follow other Microsoft podcasts at microsoft.com/podcasts The BlueHat Podcast is produced by Microsoft and distributed as part of N2K media network.
How can AI help enterprises unlock valuable insights hidden in tens of thousands of contracts, invoices, and financial documents? Terzo is using AI to revolutionize enterprise data mining, tackling the complex world of Fortune 500 sales. With 90% of global IT spend concentrated in the Fortune 100, is it possible to build a multi-billion-dollar company without selling into the Fortune 500? We break down the differences between servicing Fortune 500 giants versus the faster sales cycles of smaller enterprise customers.Other key topics include:The balance between acquiring new logos versus expanding within existing customers.Striking the right 30/70 revenue growth balance to align with VC investors.How AI SaaS sales cycles differ from classic SaaS sales models.Navigating complex enterprise sales processes, including the role of the “AI Czar” who can either block deals or demand bakeoff POCs, creating temporary inflated ARR for startups.The percentage of AI deployments actively in production versus those stuck in R&D.The internal business units that must be aligned to close a large enterprise AI SaaS deal.The long game: spending a year to get into a budget cycle for the following year.
What's up everyone, today we have the pleasure of sitting down with Ana Mourão, CRM, Customer Data and CDP Advisor.About AnaAna started her career in the financial services sector before moving to field marketing and ecomm partnershipsShe then spent 5 years as a Marketing leader at 3MShe created the Experimental Marketer framework to help marketers take ownership of martech Today Ana is CRM, Customer Data and CDP Advisor working with Fortune 500 customers advising on data architecture, digital engagement and customer journeysMartech Leaders Must Become Systems ArchitectsIn theory, we all understand that martech has the potential to shape customer experiences, transform internal processes, and drive business growth. But mastering individual tools offers limited value. Ana's experimental marketer framework proposes an interesting ideat: martech professionals must evolve into systems architects who orchestrate intricate technological ecosystems while maintaining laser focus on business outcomes.The framework, born from Ana's battlefield experience, advocates for marketers to embrace technology as a force multiplier. You already understand how martech drives conversions and engagement. Now imagine wielding that same power to revolutionize marketing operations, break down departmental barriers, and create seamless workflows that amplify team performance. This systems-level thinking separates strategic leaders from tactical operators.Marketing technologists possess unique insights into customer engagement processes, campaign execution, and performance optimization. The framework pushes you to leverage this knowledge beyond traditional boundaries. Step into cross-functional conversations with authority. Guide IT and operations teams toward solutions that serve marketing's mission while improving organizational efficiency. Your perspective proves invaluable in bridging the gap between technical capabilities and business objectives.Consider the ripple effects of your technology decisions. Each tool implementation, integration choice, and process automation creates waves that impact multiple teams and workflows. By viewing martech as an interconnected system rather than isolated solutions, you'll spot optimization opportunities invisible to those stuck in departmental silos. This elevated perspective transforms you from a tool specialist into a strategic architect of marketing operations.Some practical applications Ana recommends:Map your martech ecosystem to identify connection points and dependenciesDocument cross-functional workflows to pinpoint friction and improvement opportunities Facilitate regular discussions between marketing, IT, and ops teamsEvaluate new tools based on their system-wide impact, not just feature listsBuild processes that scale across teams and technologiesKey takeaway: The future demands marketing technologists who think in systems, not silos. Build your strategic value by understanding how technologies interconnect, impact multiple stakeholders, and drive both customer engagement and operational excellence. Your ability to architect comprehensive solutions while maintaining big-picture perspective will determine your success in this increasingly complex landscape.Lessons from Stanley Black & Decker's Data TemplateMarketing technology demands ruthless precision in system design. When tools operate in isolation, data fragments and teams falter. Ana examines how Stanley Black & Decker, the world's largest industrial tool company, architected a unified martech ecosystem that transformed scattered tools into an integrated engine of market intelligence.Strategic Foundation & Business ContextMost B2B companies operate with dangerous blind spots between their distribution channels and end users. Ana shares how Stanley Black & Decker dismantled these barriers by architecting an integrated martech system across emerging markets. Their goal transcended basic data collection; they sought to reshape product development and go-to-market strategies through direct end-user intelligence.The system's strategic architecture spanned Latin America, Asia, Middle East, and Africa, deliberately excluding mature markets to focus on high-growth regions. This geographic scope demanded sophisticated balance between centralized control and local market agility. Rather than imposing rigid global templates, the architecture provided regional teams with dynamic frameworks for market-specific adaptation while maintaining brand integrity.Local empowerment emerged through granular control mechanisms. Teams gained the ability to modify email templates, adjust campaign elements, and launch market-specific promotions without technical dependencies. This operational autonomy accelerated time-to-market while reducing vendor reliance. A promotion in the Philippines could launch within hours instead of weeks, using pre-approved templates that maintained brand standards while accommodating local market conditions.The Tech Stack Evolution and Adding a CDPMarketing automation tools give your stack lightning-fast reflexes. They'll send emails, trigger workflows, and chase leads across channels with robotic precision. But Ana's work with Stanley Black & Decker exposed an uncomfortable truth: pure automation creates mindless action without strategic intelligence. You need a brain, not just a nervous system.The team's marketing automation platform fired off messages like clockwork. Yet it remained blind to the deeper patterns hiding in plain sight. User behaviors painted intricate stories: Anna gravitating toward e-commerce content while ignoring product launches, segments showing distinct engagement rhythms across markets. These crucial signals vanished into the void between automation triggers.The Customer Data Platform (CDP) entered as the cognitive center, not another mechanical add-on. This neural hub absorbed data streams from every market, brand, and channel. It learned to recognize behavior patterns, predict engagement paths, and surface hidden user affinities. The stack evolved from a collection of reflexes into an intelligent system capable of adapting to market-specific needs while maintaining coherent user understanding.Data Governance Through a Data TemplateData governance rarely sparks joy. Yet Ana's work at Stanley Black & Decker proved that operational elegance hides in unexpected places. A data template, speaking the CDP's native language, transformed scattered global operations into a synchronized intelligence network without strangling regional teams in process.The system worked through elegant behavioral design, not brute-force mandates. Forms matching the template's structure flowed seamlessly into unified customer profiles within 36 hours. Non-compliant data languished in digital limbo, requiring manual resurrection through tedious cross-departmental coordination. This natural selection pressure rapidly evolved team behavior from template resistance to passionate advocacy.Market dynamics morphed at quantum speed. Regional teams caught form errors before deployment. Landing pages multiplied perfectly across continents. Data streamed automatically into unified profiles while teams slept. New requirements integrated organically without breaking existing flows. Most critically, cross-market performance comparison transformed from weeks of reconciliation hell into instant insight generation.The template's adaptive properties challenged conventional governance wisdom. It maintained rigid standards while enabling local flexibility....
Artificial intelligence is moving beyond proofs-of-concept and into real-world production—but how do you make it work in highly secure environments? In this episode, Ben Van Roo, CEO & Co-Founder of Yurts, joins Amir Bormand to discuss the challenges of implementing Gen AI in government, financial institutions, and enterprises with strict security requirements.Ben breaks down why 2024 is the year of POCs, but 2025 will be the year of production, the biggest "gotchas" companies face when scaling AI, and why infrastructure—not just modeling—is the real challenge. We also dive into why AI adoption in enterprises is different, how organizations must navigate governance and security, and whether legacy companies will finally leapfrog into AI or repeat the mistakes of slow digital transformation.
ACTIONABLE TAKEAWAYS: Segmented Team Structure: Down-market teams focus on landing new logos, passing them to expand teams, while up-market AEs handle both acquisition and expansion with retention-based comp. Enterprise Sales Strategies: Use top-down (sell wall-to-wall) or land-and-expand approaches, with the latter yielding higher LTV by scaling through business units first. Deal Inspection Triggers: Monitor $50K deals at stage 3 for POCs and access to power, and stage 5 for mutual action plans and the paper process. Consistent Review Rhythm: Reps update pipelines Monday, managers review Tuesday, deal reviews happen Wednesday, and Eleanor finalizes calls Thursday. ELEANOR'S PATH TO PRESIDENTS CLUB: Head of Sales @ Retool Global Head of Commercial Retention & Regional Director of Commercial Sales @ Segment Global Head of Commercial Renewals and Retention @ Segment Head of Customer Success and Solutions engineering @ Clever Inc RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal
As AI begins to make its way into the Enterprise, how will the experimentation, adoption and operations of AI impact 2025 and beyond IT budgets? SHOW: 898SHOW TRANSCRIPT: The Cloudcast #898 TranscriptSHOW VIDEO: https://youtube.com/@TheCloudcastNET CLOUD NEWS OF THE WEEK: http://bit.ly/cloudcast-cnotwCHECK OUT OUR NEW PODCAST: "CLOUDCAST BASICS"SHOW NOTES:WHERE WILL IT BUDGETS MOST LIKELY BE IMPACTED BY AI IN 2025-2026?Is your focus on human-augmented capabilities or human-replacement capabilities? If you're buying AI as part of SaaS services, will the pricing be seat-based (human-augmented) or usage-based (human-replacement), or some combination of both? Are you directly paying for AI-capabilities, or is AI being positioned as “free”, but the other services are becoming more expensive?Are you expanding your predictive AI projects (and data-science teams), or primarily focused on GenAI related projects? Are you buying AI resources from the cloud providers, or from AI-specific hosting providers, or buying GPUs for private-cloud usage? Are you planning to use standard AI tools, or do you plan to training/align your own models with your data?Do you have a cost-control capability for your AI projects yet?What are your success-criteria for POCs, Experiments, Trials? Are you upskilling existing staff, or hiring AI-specific staff? Or using external consulting? FEEDBACK?Email: show at the cloudcast dot netTwitter/X: @cloudcastpodBlueSky: @cloudcastpod.bsky.socialInstagram: @cloudcastpodTikTok: @cloudcastpod
Lex interviews Arun Kumar, the CTO of Socure, an identity management and risk assessment company. In this exciting episode, Arun touches on: (1) his experience building large-scale, high-throughput, and low-latency systems at companies like Amazon and Citadel, and how he applies that expertise to the identity verification and fraud detection challenges at Socure. (2) Socure's rapid growth, serving over 2,700 customers including 9 of the top 10 U.S. banks and over 30 state agencies, processing hundreds of millions of transactions per month. (3) Socure's approach to building a real-time identity graph by aggregating signals from devices, phone numbers, IPs, and other data points to detect and prevent sophisticated fraud tactics like deepfakes and fraud GPTs. (4) The company's recent acquisition of Effectiv to simplify the integration process for customers and improve efficiency, as well as its use of Generative AI to automate various tasks. Lastly, (5) Socure's future plans to expand beyond account opening and login into transaction monitoring, as well as exploring opportunities in the growing embedded finance and digital identity spaces. MENTIONED IN THE CONVERSATION Topics: Socure, Effectiv, Citadel, Amazon, Identity management, digital identity, generative AI, deepfakes, fraud prevention, machine learning, identity verification ABOUT THE FINTECH BLUEPRINT
Benvingudes i benvinguts al trenta-novè episodi de la vuitena temporada de Tots al Blitz! El primer programa en català dedicat a l’NFL. Ja s’ha acabat la temporada regular de l’NFL. Sembla que va ser ahir que era setembre, feia calor i sortia l’Scott Hanson dient allò del 7 hours of comercial free football i ja som a gener, l’Scotty ja no diu lo de free football i ja ha tornat al seu cau fins al setembre que ve, quan tornarà a sortir i ens anunciarà que ha arribat la millor època de l’any. Pel camí ens ha quedat una temporada tirant a estranya, amb rècord d’equips que han guanyat 10 o més partits i amb un top 10 del draft més disputat del que és normal. Pocs equips molt bons, molts de bons i molts de dolents. Ja és ben bé això que diuen que l’NFL és un reflex de la societat: Ens estem quedant sense classe mitjana. Si és que mai havia existit una cosa així, clar. Recordeu que trobareu el programa a totes les plataformes de podcàsting habituals, i que ens podeu seguir a les xarxes socials a: Twitter: https://www.x.com/NFL_enCatala Instagram: https://www.instagram.com/nfl_encatala/ TikTok: https://www.tiktok.com/@nfl_encatala YouTube: https://www.youtube.com/@nfl_encatala Twitch: https://www.twitch.tv/catalunyaradio I també el feed de programes: https://t.co/ZGvItz3DQn I no oblideu subscriure-us al nostre canal de Youtube per estar al dia de totes les novetats!
Játékok, könyvek és filmek a témák között. Murakami, Abe, Endo és a japán lélek. Pocsék filmek éve. Roblox, Stray, és Switch reneszánsz.
This is the edited interview on my new book "Tribulations of an Afro-Latino Caribbean Man: Racism Didn't Stop My Smile, Hope, Or Journey Forward" with the Texas Grassroots Alliance. Concentration camps may be coming to the USA. Subscribe to our Newsletter: https://politicsdoneright.com/newsletter Purchase our Books: As I See It: https://amzn.to/3XpvW5o How To Make America Utopia: https://amzn.to/3VKVFnG It's Worth It: https://amzn.to/3VFByXP Lose Weight And Be Fit Now: https://amzn.to/3xiQK3K Tribulations of an Afro-Latino Caribbean man: https://amzn.to/4c09rbE
* Book Interview: Tribulations of an Afro-Latino Caribbean Man: This is the edited interview on my new book “Tribulations of an Afro-Latino Caribbean Man: Racism Didn't Stop My Smile, Hope, Or Journey Forward” with the Texas Grassroots Alliance. In this clip, I explained that I wrote this book for two different audiences and used several examples to illustrate it. [More]* ‘Concentration Camps': Border Czar Says Trump to Detain Migrant Families: “Decent people all over the world will hate this country… and they should,” said one critic. [More] To hear more, visit egberto.substack.com
ACTIONABLE TAKEAWAYS Leverage POC Momentum: Initiate vendor review at the POC's peak excitement. Parallel process legal and finance steps to accelerate the deal. Involve Executives in POCs: Require VP-level involvement for POCs. Share examples of risks when executives are excluded to build alignment and trust. Confirm POC Entry Criteria: Secure problem agreement, power alignment, and price understanding before starting a POC to avoid misalignment. Set Realistic Exit Goals: Use achievable metrics, like output benchmarks, within the POC timeframe. Avoid long-term criteria that extend beyond the POC. DEREN'S PATH TO PRESIDENTS CLUB SVP of Sales @ JustCall VP WW Sales @ Ambassador Labs Global Head of Data Analytics Sales @ Google Head of Looker North American Sales @ Google RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal
ACTIONABLE TAKEAWAYS: Segmented Team Structure: Down-market teams focus on landing new logos, passing them to expand teams, while up-market AEs handle both acquisition and expansion with retention-based comp. Enterprise Sales Strategies: Use top-down (sell wall-to-wall) or land-and-expand approaches, with the latter yielding higher LTV by scaling through business units first. Deal Inspection Triggers: Monitor $50K deals at stage 3 for POCs and access to power, and stage 5 for mutual action plans and the paper process. Consistent Review Rhythm: Reps update pipelines Monday, managers review Tuesday, deal reviews happen Wednesday, and Eleanor finalizes calls Thursday. ELEANOR'S PATH TO PRESIDENTS CLUB: - Head of Sales @ Retool - Global Head of Commercial Retention & Regional Director of Commercial Sales @ Segment - Global Head of Commercial Renewals and Retention @ Segment - Head of Customer Success and Solutions engineering @ Clever Inc RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal
illumex is pioneering the future of enterprise data access through their generative semantic fabric platform, which enables self-service data analytics for every employee within large organizations like banks, insurance companies, and pharma corporations. In a recent episode of Category Visionaries, Inna Sela shared how with $13 Million in funding, illumex is transforming how business users interact with enterprise data by providing a ChatGPT-like experience that's hallucination-free, governed, and fast. Topics Discussed: The evolution of illumex's go-to-market strategy from targeting unicorn startups to enterprise customers Creating a new category called "generative semantic fabric" Building a complete platform offering versus selling individual features Content-driven marketing strategy focused on thought leadership The role of controversial opinions in driving market education Strategic importance of in-house marketing expertise Leveraging corporate venture capital for distribution channels GTM Lessons For B2B Founders: Adapt to market conditions: When Inna saw the 2022 downturn affecting their initial target market of software unicorns, she pivoted to enterprise customers. This required starting with paid POCs and gradually working up to larger deals with major corporations. Category creation requires patience: Inna recognized from day one they were creating a new category. As she explained, "I was aware it's category creation... But for the sake of fundraising, I had to bring those parallels... so I was trying to bring these parallels to existing tools for investors to understand where we are." Build for enterprise scale: Inna shares, "For the offering that we provide to companies like the augmented data management and access, you really need to have small Swiss panel. So it's not enough to have just one fork or one component of the Swiss knife, you really have to have full offering which is minimal." Take controversial positions: Rather than making incremental improvements, Inna advocated for a completely different approach to data management. "I actually thought it's a benefit to have controversial opinions and to some extent differentiate product because this is how you make change," she explains. Blend investor expertise: "You really need to have a blend of investors with different appetite and different business acumen so it can serve you on hiring, on reach out on different aspects of investors value add," Inna advises about fundraising strategy. // Sponsors: Front Lines — We help B2B tech companies launch, manage, and grow podcasts that drive demand, awareness, and thought leadership. www.FrontLines.io The Global Talent Co. — We help tech startups find, vet, hire, pay, and retain amazing marketing talent that costs 50-70% less than the US & Europe. www.GlobalTalent.co
Researcher Eric Gonzales Juenke studies how non-white candidates are perceived by voters in majority-white districts. He joined Stateside to share his findings, and how they may play out in a presidential election. GUEST: Eric Gonzales Juenke, Associate Professor in the Department of Political Science and the Chicano/Latino Studies Program in the College of Social Science. Looking for more conversations from Stateside? Right this way. If you like what you hear on the pod, consider supporting our work. Music in this episode by Blue Dot Sessions.See omnystudio.com/listener for privacy information.
Sometimes DIY UI/UX design only gets you so far—and you know it's time for outside help. One thing prospects from SAAS analytics and data-related product companies often ask me is how things are like in the other guy/gal's backyard. They want to compare their situation to others like them. So, today, I want to share some of the common “themes” I see that usually are the root causes of what leads to a phone call with me. By the time I am on the phone with most prospects who already have a product in market, they're usually either having significant problems with 1 or more of the following: sales friction (product value is opaque); low adoption/renewal worries (user apathy), customer complaints about UI/UX being hard to use; velocity (team is doing tons of work, but leader isn't seeing progress)—and the like. I'm hoping today's episode will explain some of the root causes that may lead to these issues — so you can avoid them in your data product building work! Highlights/ Skip to: (10:47) Design != "front-end development" or analyst work (12:34) Liking doing UI/UX/viz design work vs. knowing (15:04) When a leader sees lots of work being done, but the UX/design isn't progressing (17:31) Your product's UX needs to convey some magic IP/special sauce…but it isn't (20:25) Understanding the tradeoffs of using libraries, templates, and other solution's design as a foundation for your own (25:28) The sunk cost bias associated with POCs and “we'll iterate on it” (28:31) Relying on UI/UX "customization" to please all customers (31:26) The hidden costs of abstraction of system objects, UI components, etc. to make life easier for engineering and technical teams (32:32) Believing you'll know the design is good “when you see it” (and what you don't know you don't know) (36:43) Believing that because the data science/AI/ML modeling under your solution was, accurate, difficult, and/or expensive makes it automatically worth paying for Quotes from Today's Episode The challenge is often not knowing what you don't know about a project. We often end up focusing on building the tech [and rushing it out] so we can get some feedback on it… but product is not about getting it out there so we can get feedback. The goal of doing product well is to produce value, benefits, or outcomes. Learning is important, but that's not what the objective is. The objective is benefits creation. (5:47) When we start doing design on a project that's not design actionable, we build debt and sometimes can hurt the process of design. If you start designing your product with an entire green space, no direction, and no constraints, the chance of you shipping a good v1 is small. Your product strategy needs to be design-actionable for the team to properly execute against it. (19:19) While you don't need to always start at zero with your UI/UX design, what are the parts of your product or application that do make sense to borrow , “steal” and cheat from? And when does it not? It takes skill to know when you should be breaking the rules or conventions. Shortcuts often don't produce outsized results—unless you know what a good shortcut looks like. (22:28) A proof of concept is not a minimum valuable product. There's a difference between proving the tech can work and making it into a product that's so valuable, someone would exchange money for it because it's so useful to them. Whatever that value is, these are two different things. (26:40) Trying to do a little bit for everybody [through excessive customization] can often result in nobody understanding the value or utility of your solution. Customization can hide the fact the team has decided not to make difficult choices. If you're coming into a crowded space… it's like'y not going to be a compelling reason to [convince customers to switch to your solution]. Customization can be a tax, not a benefit. (29:26) Watch for the sunk cost bias [in product development]. [Buyers] don't care how the sausage was made. Many don't understand how the AI stuff works, they probably don't need to understand how it works. They want the benefits downstream from technology wrapped up in something so invaluable they can't live without it. Watch out for technically right, effectively wrong. (39:27)
Liran quit a cozy job at IBM to launch Fusic, a TikTok-like app back in 2011. He raised over $10M, acquired tens of thousands of users, and failed.So he went back to what he knew: deep tech and enterprise. He launched WEKA in 2014 to improve the efficiency of GPUs. He was operating on hard mode: building deep tech and selling to large enterprise customers. It took him 5 years to build a commercially-ready product. In that time, he raised over $35M from strategic investors, since VCs didn't get it. Once they launched, they more than doubled every year. And this year, they crossed $100M in ARR. Here's how Liran built WEKA and got it off the ground.Why you should listen:Why deep tech is much harder than normal software startups and always takes much longer.How to get enterprise customers to commit well before your product is ready. How to leverage strategic investors to get you through the early days when you have no revenue.How Liran was able to get customers to pay 6-figure deals when competitors offered 'similar' products for free.KeywordsWeka, deep tech, large enterprises, GPUs, OS, product-market fit, funding, strategic investors, POCs, POVs, AI, GPU use case, performance, cost reduction, rapid growthTimestamps:(00:00:00) Intro(00:02:12) Why my first startup failed(00:08:35) Starting WEKA(00:15:04) WEKA's First Customer(00:17:43) The Operating System of CPUs(00:21:19) The Issues with Deep Tech Companies(00:26:19) Competing with a Free Product(00:32:57) Reaching a Couple Million in ARR(00:36:26) Fundraising(00:43:19) Finding Product Market Fit(00:44:08) One Piece of AdviceSend me a message to let me know what you think!
Episode 90: In this episode of Critical Thinking - Bug Bounty Podcast Joel and Justin recap some of their recent hacking ups and downs and have a lively chat about Cursor.Then they cover some some research about SQL Injections, Clikjacking in Google Docs, and how to steal your Telegram account in 10 seconds.Follow us on twitter at: @ctbbpodcastWe're new to this podcasting thing, so feel free to send us any feedback here: info@criticalthinkingpodcast.ioShoutout to YTCracker for the awesome intro music!------ Links ------Find the Hackernotes: https://blog.criticalthinkingpodcast.io/Follow your hosts Rhynorater & Teknogeek on twitter:https://twitter.com/0xteknogeekhttps://twitter.com/rhynorater------ Ways to Support CTBBPodcast ------Hop on the CTBB Discord at https://ctbb.show/discord!We also do Discord subs at $25, $10, and $5 - premium subscribers get access to private masterclasses, exploits, tools, scripts, un-redacted bug reports, etc.Shop our new swag store at ctbb.show/swagToday's Sponsor: Project Discovery - tldfinder: https://www.criticalthinkingpodcast.io/tldfinderResources:Breaking Down Barriers: Exploiting Pre-Auth SQL Injection in WhatsUp GoldContent-Type that can be used for XSSClikjacking Bug in Google DocsJustin's Gadget Linkhttps://www.youtube.com/signin?next=https%3A%2F%2Faccounts.youtube.com%2Faccounts%2FSetSID%3Fcontinue%3Dhttps%3A%2F%2Fwww.google.com%252Famp%252fpoc.rhynorater.comStealing your Telegram account in 10 seconds flatTimestamps(00:00:00) Introduction(00:08:28) Recent Hacks and Dupes (00:14:00) Cursor(00:25:02) Exploiting Pre-Auth SQL Injection in WhatsUp Gold(00:34:17) Content-Type that can be used for XSS(00:40:25) Caido updates(00:43:14) Clikjacking in Google Docs, and Stealing Telegram account
Technical skills open doors, but are soft skills sealing the deal? In this episode, Evgeniy Kharam reveals how communication and connection lead to success in technical sales. From vulnerability to voice control, Evgeniy shares how to connect with clients and sell more effectively in tech. Evgeniy Kharam has authored “Architecting Success: The Art of Soft Skills and Technical Sales”, to teach the art of soft skills, and the importance of building connections through vulnerability. Impactful Moments: 00:00 - Introduction 01:08 - Meet Evgeniy Kharam 02:21 - Ski & Snowboard Cybersecurity Conference 06:22 - Impact of Events and Community Building 10:19 - ‘Architecting Success' 10:36 - Sales Engineers' Evolving Role 25:58 - POCs and Soft Skills 28:01 - Your Voice: A Key Soft Skill 31:28 - Connect with Evgeniy Links: Connect with our guest, Evgeniy Kharam: https://www.linkedin.com/in/ekharam/ Check out Evgeniy's Book, “Architecting Success: The Art of Soft Skills in Technical Sales: Connect to Sell More“ here: https://a.co/d/0xJSyew Check out our upcoming events: https://www.hackervalley.com/livestreams Join our creative mastermind and stand out as a cybersecurity professional: https://www.patreon.com/hackervalleystudio Love Hacker Valley Studio? Pick up some swag: https://store.hackervalley.com Continue the conversation by joining our Discord: https://hackervalley.com/discord Become a sponsor of the show to amplify your brand: https://hackervalley.com/work-with-us/
Marc Minguella is an Executive Partner at IBM Consulting, specializing in Innovation and Digital Transformation with over 20 years of experience. He has a proven track record in defining and executing business and IT strategies for major companies like CaixaBank, Catalonia government, General Electric, Sony, and Panasonic, both as an internal and IBM external consultant across Europe. On The Menu: 1. Crucial role of customer experience in Digital Transformation. 2. AI's huge potential, creating new business models and revenue streams. 3. Scaling AI beyond POCs, ensuring ethical governance. 4. Importance of AI and data governance, creating customer-specific models. 5. Embracing diversity in perspectives, and enhancing problem-solving. 6. Using the OKR framework to manage short and long-term goals. Click here for a free trial: https://bit.ly/495qC9U Follow us on social media to hear from us more - Facebook- https://bit.ly/3ZYLiew Instagram- https://bit.ly/3Usdrtf Linkedin- https://bit.ly/43pdmdU Twitter- https://bit.ly/43qPvKX Pinterest- https://bit.ly/3KOOa9u Happy creating! #MarcMinguella #IBM #Outgrow #Market #Transformation #MarketerOfTheMonth #Outgrow #Podcastoftheday #Marketingpodcast
In today's episode, we dive into the critical vulnerability in the Exim mail server, tracked as CVE-2024-39929, exposing millions to malicious attachments (https://thehackernews.com/2024/07/critical-exim-mail-server-vulnerability.html). We also discuss the massive data breach at AT&T Corp., exposing phone and SMS records for nearly 110 million customers (https://krebsonsecurity.com/2024/07/hackers-steal-phone-sms-records-for-nearly-all-att-customers/). Lastly, we review Cloudflare's Application Security report detailing how threat actors weaponize proof-of-concept exploits within minutes of their release (https://www.bleepingcomputer.com/news/security/hackers-use-poc-exploits-in-attacks-22-minutes-after-release/). 00:00 - Intro 00:53 - Exim Mail Servers Vulnerable to Malicious Attachments 02:04 - AT&T Data Breach Exposes 110M Call Records 03:23 - Hackers Exploit PoCs in 22 Minutes Video Episode: https://youtu.be/Fe0YXWRxxyM Sign up for digestible cyber news delivered to your inbox: https://news.thedailydecrypt.com Thanks to Jered Jones for providing the music for this episode. https://www.jeredjones.com/ Logo Design by https://www.zackgraber.com/ Tags Exim, CVE, Vulnerable, Attackers, Malware, Security, Cybersecurity News, Exploits, AT&T Breach, Data Exposure, Customer Data, Cloudflare, Security Report, Hackers, Cyber Threats, Proof-of-Concept Exploits, Security Measures Search Phrases What are today's top cybersecurity news stories? Latest Exim mail server vulnerabilities CVE-2024-39929 critical flaw details How to protect against Exim server attacks AT&T data breach 2023 impact Cloudflare security report highlights Real-world proof-of-concept exploits timeline Preventing breaches in cloud databases Security measures for mitigating cyber threats How hackers exploit vulnerabilities quickly
You're not losing to competitors. You're losing to indecision, most often heard like this: "Sorry, it's not the right time. Let's reconnect". And it's no surprise, layoffs, budget cuts and more has led to a fear of messing up. We discuss three ways to overcome indecision.(00:00) - Introduction (04:26) - Sales Challenges and Indecision (05:58) - Economic Impact on SaaS (12:34) - So what can you do? Start small. (16:22) - But won't my ACV take a hit? (17:40) - Try Before You Buy: The Power of POCs (19:54) - The Role of Technical Validation (24:19) - Building Trust with Flexible Contracts Sources:The JOLT effectLookers forward deploy and PMF***Connect with us
Azt a három fontos makroadatot elemeztük, amelyet ma tett közzé a KSH és amely meghatározhatja a magyar GDP-növekedés ütemét is. Ezek az ipar, a kiskereskedelem és a külkereskedelem. Minderről Madár Istvánt, a Portfolio vezető makroelemzőjét kérdeztük. A második részben arról volt szó, hogy Magyarország történelmi csúcsra emelte nettó áramexportját Ukrajna felé. Hogy mi áll emögött, arról Weinhardt Attilával, a Portfolio energiapiaci elemzőjével beszélgettünk. Főbb részek: Intro - (00:00) Makroadatok - (01:08) Energiaexport - (12:56) A kép illusztráció. Kép forrása: Getty ImagesSee omnystudio.com/listener for privacy information.
Today, we have a special guest – Jay Aigner, a seasoned software testing and quality assurance expert. Jay brings a wealth of knowledge from his experience founding and running a top-tier QA agency. In this episode, we delve into topics highly relevant to your daily work in DevOps software testing and quality assurance. We'll discuss the importance of maintaining a paper trail for daily updates, the intricate process of evaluating and selecting automation tools, and the dynamic nature of tool selection. We'll also explore the significance of proofs of concept (POCs), the challenges in integrating automation into software development, and the critical role of communication and alignment within organizations. Jay shares practical insights on balancing manual and automated testing, navigating common pitfalls in CI/CD pipelines, and the evolving landscape of QA, including the impact of AI and future trends. Whether you're dealing with poor releases, bandwidth issues, or need expert advice on tool selection and implementation, this episode is packed with actionable takeaways to help enhance your QA processes. Try out SmartBear's Bugsnag for free, today. No credit card required. https://links.testguild.com/bugsnag
Welcome back to episode 3 of Season 22 of our Building Better Developers podcast. In this episode, we continue exploring problem-solving strategies. Previously, we discussed general problem-solving approaches. This episode delves into a nuanced topic: Solving Problems Without Solving the Problem. This concept frequently arises in various professional contexts, particularly in project management and consultancy. Listen to Rob and Michael Discuss Solving Problems Without Solving the Problem The Paradox of Over-Delivering Often, you may find yourself in a situation where you're asked to demonstrate your ability to solve a problem. This could be through creating a proof of concept, drafting a proposal, or designing a demo. However, the challenge lies in balancing showing your capability for solving the problem and over-delivering to the point where you've essentially completed the project without a formal commitment. It's a common scenario in industries involving side hustles and freelance work. Why Solving Problems Without Solving the Problem Matters Imagine agreeing to demonstrate a solution, only to have the client continually ask for a bit more until you realize you've spent countless hours on something that isn't yet contracted. This predicament is akin to a lawyer giving away free advice until they've essentially provided their entire service without compensation. The key is knowing where to draw the line. Proof of Concept (PoC) as a Strategy So, how do we navigate this delicate balance? We advise starting with a small, manageable PoC. The PoC should be a scaled-down version of the potential solution designed to validate key assumptions and feasibility without excessive time and resource investment. Here's how to approach it: Identify the Core Problem: Clearly define what you're trying to solve. Start Small: Begin with a minimal dataset or a simplified version of the problem. Incremental Testing: Gradually expand the scope, testing the solution with increasingly larger datasets or more complex scenarios. For instance, if your project involves processing data from CSV files, start with just a few records. Verify that the basic process works before scaling up to larger datasets. This method helps in understanding the solution's scalability and potential issues early on. Avoiding Overcommitment A crucial aspect of managing a PoC is ensuring you don't inadvertently find yourself with a live project before it's ready. This can happen when a PoC evolves into a fully functioning solution without proper planning and resource allocation. Here's how to prevent this: Set Clear Boundaries: Define what the PoC will and won't cover. Communicate this clearly to stakeholders. Regular Check-Ins: Have frequent reviews to assess progress and realign expectations. Documentation: Keep detailed records of what the PoC entails and the steps required to transition to a full project. Leveraging Existing Solutions Another vital point is recognizing that you don't always need to build solutions from scratch. Often, there are existing APIs, tools, or open-source projects that can be adapted to meet your needs. This is particularly relevant in industries like healthcare, where compliance and security are paramount. When choosing between building and buying (or adapting), consider: Compliance: Does the existing solution meet necessary regulatory standards? Cost: Is purchasing and customizing an existing solution more cost-effective than building one from scratch? Integration: How well does the existing solution integrate with your current systems? Real-World Application of Solving Problems Without Solving the Problem An example shared in the podcast involved automating a manual process in a billing center. Initially, the team replicated the existing manual worksheets into a web application as a PoC. This small-scale implementation was well-received, but the project faced challenges when it inadvertently moved towards a live deployment too quickly. The lesson here is to be cautious of scope creep and ensure that all stakeholders understand the PoC's limitations. Agile Methodology as a Solution The Agile development framework, particularly Scrum, is designed to address the issue of premature live deployment by delivering incremental, usable software at the end of each sprint. This approach allows for continuous feedback and adjustment, ensuring that the solution evolves in a controlled manner. Continue Your Journey By Solving Problems Without Solving the Problem Embracing the concept of solving problems without fully solving them allows for efficient use of resources and better project management. Start small, validate assumptions, leverage existing tools, and communicate clearly with stakeholders. By doing so, you can navigate the complexities of PoCs and avoid the pitfalls of overcommitting. Stay Connected: Join the Developreneur Community We invite you to join our community and share your coding journey with us. Whether you're a seasoned developer or just starting, there's always room to learn and grow together. Contact us at info@develpreneur.com with your questions, feedback, or suggestions for future episodes. Together, let's continue exploring the exciting world of software development. Additional Resources One Offs, Side Projects, and Veering From Standards Setting Realistic Expectations In Development The Importance of Properly Defining Requirements The Developer Journey Videos - With Bonus Content Behind the Scenes Podcast Video - With Bonus Content
In this episode of Deciphered, Adam Davis, expert associate partner at Bain & Company, is joined by Erin McCune, expert partner at Bain & Company, Ed McLaughlin, President and Chief Technology Officer at MasterCard, Sladjana Jovanovic, Chief Information Officer for the Canadian Personal Business Banking at BMO Financial Group, and Daragh Morrissey, director of AI at Microsoft Worldwide Financial Services, to discuss if the world is ready for AI and quantum's impact on payments.Timestamps:06:06 AI and Quantum: Is the World Ready for the Impact on Payments?12:19 Based on Bain's surveys on AI, are those expectations realistic? And what timeframe are we looking at?15:29 How will AI transform our experience with payments?18:32 How is Mastercard implementing AI to meet future expectations?21:05 How does the growth and maturation of accountability change as AI models develop?26:27 What are the most interesting use cases of AI?31:48 Quantum computing: What is it? And how will it impact us?37:01 How will quantum computing impact fraud?40:46 Who will be the biggest benefactors of quantum?45:36 How have partnerships effected POCs & go-to-market solutions?Please subscribe to the show so you never miss an episode, and leave us a review if you enjoy the show!You can find Adam Davis hereYou can find Erin McCune hereYou can find Ed McLaughlin hereYou can find Sladjana Jovanovic hereYou can find Daragh Morrissey hereFor more insights from the Deciphered podcast, visit the page on Bain's website
In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by John Care from Mastering Technical Sales to discuss the crucial role of Sales Engineers (SEs) in the sales process. They explore the dynamics between SEs and Account Executives (AEs), the importance of thorough discovery, and how SEs can leverage both pain and gain to drive successful sales outcomes. Tune in to learn how effective collaboration and a balanced approach to technical sales can transform your sales strategy.KEY TAKEAWAYS[00:00:28] The Role of Sales Engineers in Sales Dynamics: SEs often act as a counterbalance to AEs by slowing down the process to ensure thorough discovery and alignment with customer needs.[00:01:15] Importance of Discovery in Sales: Effective discovery is crucial for understanding customer problems and setting the stage for successful demos and proof of concepts (POCs).[00:02:02] The "Dash to Demo" Pitfall: Rushing to present demos without proper discovery can lead to generalized demonstrations and undefined criteria for success.[00:03:00] Balancing Pain and Gain: While most deals are driven by pain points, understanding and leveraging potential gains can significantly differentiate your sales approach.[00:05:36] The Power of Storytelling in Sales: Using before-and-after stories of other customers can effectively highlight the benefits of a solution and engage prospects emotionally.HIGHLIGHT QUOTES[00:00:57] "The biggest point of friction between sales engineers and account execs is the speed of the transaction, particularly when it relates to discovery."[00:02:09] "One of the most popular workshops that we deliver is called business value discovery, and it's really, we say, you have to paint the target before you can shoot at it."[00:03:23] "Everybody in the world, every sales methodology, says find the pain, solve the pain, you'll get the deal. However, about 20 percent of deals are driven by gain."[00:04:41] "The difference between a good SC and a world-class SC is that they can find the gain and that extra 20 percent of deals that they can put in pipeline to help the AE."[00:07:18] "The best sales conversations include pain and gain. One without the other is not a very successful sales call."Listen to the full episode with John Care through this link: https://revenue-builders.simplecast.com/episodes/the-value-of-sales-engineers-in-the-sales-process-with-john-care/Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/
Fareed Zakaria points out that there is a movement around the world from those who cannot fathom the rise of those who were previously powerless -- women, POCs, etc. --- Send in a voice message: https://podcasters.spotify.com/pod/show/politicsdoneright/message
SANS Internet Stormcenter Daily Network/Cyber Security and Information Security Stormcast
Preventing SQL Injection with Python https://www.youtube.com/watch?v=1cQy9N1Xndk PoC Exploit for CVE-2024-23108 in Fortinet FortiSIEM https://www.horizon3.ai/attack-research/cve-2024-23108-fortinet-fortisiem-2nd-order-command-injection-deep-dive/ ShrinkLocker: Turning BitLocker into ransomware https://securelist.com/ransomware-abuses-bitlocker/112643/ iconv buffer overflow PoC 2024-2961 https://github.com/ambionics/cnext-exploits/ PoC for Apple Priv. Escalation bug CVE-2024-27842 https://github.com/wangtielei/POCs/tree/main/CVE-2024-27842 https://x.com/WangTielei
SANS Internet Stormcenter Daily Network/Cyber Security and Information Security Stormcast
Preventing SQL Injection with Python https://www.youtube.com/watch?v=1cQy9N1Xndk PoC Exploit for CVE-2024-23108 in Fortinet FortiSIEM https://www.horizon3.ai/attack-research/cve-2024-23108-fortinet-fortisiem-2nd-order-command-injection-deep-dive/ ShrinkLocker: Turning BitLocker into ransomware https://securelist.com/ransomware-abuses-bitlocker/112643/ iconv buffer overflow PoC 2024-2961 https://github.com/ambionics/cnext-exploits/ PoC for Apple Priv. Escalation bug CVE-2024-27842 https://github.com/wangtielei/POCs/tree/main/CVE-2024-27842 https://x.com/WangTielei
Send us a Text Message.Hey CX Nation,In this week's CXWeekly Update we walk through some ideas, goals & CTAs to begin overhauling your Quarterly Business Reviews (QBRs).QBRs are one of the easiest ways to make sure that your customer success team is getting regular time with their main POCs or account owners to walk through exactly how your product or service is providing value & hitting the mark set by your sales team at the beginning of the customer journey. There are many ways you can design QBRs or key account reviews for your customers but the most important thing to remember is this is your chance to "wow" your customers every 90 days & prove to them why you're a strategic partner to their business. You can walk through industry updates, product or service usage, account success goals, expectation setting, product updates or new features + changes or updates about your business or team or more importantly your customer's team. Use this CXWeekly update as a starting point for building out or overhauling your QBR efforts with your team today.Don't worry we have a ton of amazing guest interviews coming down the pipeline over the next couple of weeks.Part of our goal for the new year at CXC is to create more customer focused business leader content, including more short episodes like these ones that are digestible, actionable & most importantly entertaining & valuable for all of you.If you enjoy The CXChronicles Podcast, stop by your favorite podcast player and leave us a review today.You know what would be even better?Go tell one of your friends or teammates about CXC's content, CX/CS/RevOps services, our customer & employee focused community & invite them to join the CX Nation!Are you looking to learn more about the world of Customer Experience, Customer Success & Revenue Operations?Click here to grab a copy of my book "The Four CX Pillars To Grow Your Business Now" available on Amazon or the CXC website.For you non-readers, go check out the CXChronicles Youtube channel to see our customer & employee focused video content & short-reel CTAs to improve your CX/CS/RevOps performance today (politely go smash that subscribe button).Contact us anytime to learn more about CXC at INFO@cxchronicles.com and ask us about how we can help your business & team make customer happiness a habit now!Support the Show.Contact CXChronicles Today Tweet us @cxchronicles Check out our Instagram @cxchronicles Click here to checkout the CXC website Email us at info@cxchronicles.com Remember To Make Happiness A Habit!!
The title of Joe Veneziano and Dr. Shannon Shea's research article, They Have a Voice, Are We Listening?, caught my eye and I had to read it. These two BCBAs met at a Journal Club and connected over the need to shed light on the history and nuance of ABA and Behavior Analysis.With the field growing and opinions of professionals being so diverse, educating incoming BCBAs on the history of behavior analysis is crucial. Their paper examines “indistinguishability” and its implications by defining “indistinguishable” in behavior analytic terms. They write about well known studies, such as the Lovaas seminal paper (1987). There are many critiques of ABA in the field and in the in the media today. Is it evil or bad? Is it perfect? Neither is true, but the field and practice of behavior analysis rely on the lens of the research you undertake.Together, we discuss the importance of evaluating research critically and understanding the difference between pseudoscience and robust research. We also highlight the need for an emphasis on the underrepresented voices of autism, including queer individuals, POCs, and women. Research and an open mind are crucial to the success of ABA and the impact it will have on individuals receiving it. As quoted in their article, “Go forward with empathy and cultural humility.”#autism #speectherapyWhat's Inside:Understanding the history of Applied Behavior Analysis.Evaluating research critically is necessary to get the best understanding.Pseudoscience vs. robust research.Emphasizing underrepresented autistic voices.Mentioned In This Episode:They have a Voice; are we Listening? - PMC Join the ABA SPEECH Connection Membership
Episode 64: In this episode of Critical Thinking - Bug Bounty Podcast we talk about Justin and Joel delve into .NET remoting and how it can be exploited, a recent bypass in the Dom Purify library and some interesting functionality in the Cloudflare CDN-CGI endpoint. They also touch on the importance of collaboration and knowledge sharing, JavaScript Deobfuscation, the value of impactful POCs, hiding XSS payloads with URL path updates.Follow us on twitter at: @ctbbpodcastsend us any feedback here: info@criticalthinkingpodcast.ioShoutout to YTCracker for the awesome intro music!------ Links ------Follow your hosts Rhynorater & Teknogeek on twitter:https://twitter.com/0xteknogeekhttps://twitter.com/rhynorater------ Ways to Support CTBBPodcast ------Hop on the CTBB Discord at https://ctbb.show/discord!We also do Discord subs at $25, $10, and $5 - premium subscribers get access to private masterclasses, exploits, tools, scripts, un-redacted bug reports, etc.Check out Project Discovery's nuclei 3.2 release blog at nux.gg/podcastResources:.NET Remotinghttps://code-white.com/blog/leaking-objrefs-to-exploit-http-dotnet-remoting/https://github.com/codewhitesec/HttpRemotingObjRefLeakDOM Purify BugCloudflare /cdn-cgi/https://developers.cloudflare.com/fundamentals/reference/cdn-cgi-endpoint/https://portswigger.net/research/when-security-features-collidehttps://twitter.com/kinugawamasato/status/893404078365069312https://twitter.com/m4ll0k/status/1770153059496108231XSSDoctor's writeup on Javascript deobfuscationrenniepak's tweetNaffy's tweetTimestamps:(00:00:00) Introduction(00:07:15) .Net Remoting(00:17:29) DOM Purify Bug(00:25:56) Cloudflare /cdn-cgi/(00:37:11) Javascript deobfuscation(00:47:26) renniepak's tweet(00:55:20) Naffy's tweet
Richard de Cabrol is the General Director of Grand Prix ACF AutoTech, a new French-based accelerator that helps select companies grow promoting efficiency, and sustainability. Each year they hold a contest to choose the top automotive startup that will be nurtured by the accelerator. Based in Paris, France, they leverage the expertise of local companies including Renault, Forvia, Plastic Omnium, Crédit Agricole, FIDAL, and MOTUL. These companies are part of the mentorship and growth of promising young companies. Grand Prix ACF AutoTech winners receive 35,000€ in prize money, investment assessment, business coaching, potential POCs with French partners, legal support, and tremendous networking connections through corporate affiliates.
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