Podcasts about PRM

Ultimate Guide to Partnering™

Play Episode Listen Later Jul 20, 2026 20:00

Sociedade civil moçambicana condena assassinato sumário de um cidadão, em Xinavane. PGR e PRM prometem investigar o caso. Carlos Vila Nova declarado vencedor das presidenciais de domingo em São Tomé e Príncipe. Ativistas criticam violação de direitos humanos, na Guiné Equatorial.

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304 – Building Successful Multi-Product Solutions with Hyperscalers and GSI’s

Play Episode Listen Later Jul 19, 2026 47:12

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.

ceo ai brain development open security uber wake defining pc scale partners falls nightmare extreme excited newsletter ibm perspective ces infrastructure technical marketplace excel crm openai salesforce nvidia raleigh bu aws sap accenture mm matching fade expanded apis bd anthropic eureka versus rr la r crowdstrike gpus tsmc oems foxconn span docusign elastic mcp sca tgs agtech marketing officer rika msps cuda gtc reston computex raci reka gsi isv pdm ika mulesoft prm isvs coupa reko automation anywhere wsa aws marketplace product solutions gentech scas gsis vince menzione nibo

303 – AWS Marketplace Leader Matt Y Reveals What’s Coming. It’s Tectonic

Ultimate Guide to Partnering™

Play Episode Listen Later Jul 12, 2026 36:20

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

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377. DE TIGUERE A TIGUERE

24Cast powered by CRMThink parceiro Gold Bitrix24

Play Episode Listen Later Jul 8, 2026 23:08

La polémica entre El Piro y Alfredo Pacheco abrió un debate que va mucho más allá de una rueda de prensa. En este episodio se analiza la controversia alrededor del nuevo Código Penal, el artículo sobre el ultraje a funcionarios públicos, los cacerolazos y la reacción del PRM. Una reflexión sobre los límites entre la protección institucional y la libertad de expresión en la República Dominicana.

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382 - Francisco Torres

Jorge Chaljub Podcast

Play Episode Listen Later Jun 22, 2026 127:59

Francisco Torres es superintendente de pensiones y secretario de asuntos económicos del PRM, hablamos sobre posible reforma de la ley de seguridad social, los ajustes fiscales presentados por el gobierno dominicano, paternidad y mucho más. REDES:Patreon: https://www.patreon.com/jorgechaljub YouTube: https://www.youtube.com/channel/UCvmw5p_mFlEC5XKEIqL1-TQInstagram: https://www.instagram.com/jorgechaljub/ Twitter: https://twitter.com/jorgechaljubREDES Francisco:LinkedIn: https://www.linkedin.com/in/francisco-torres-2b0b93111/ Instagram: https://www.instagram.com/sipenrd/ Música: Good for Nothing Safety de Twin Musicom ALIADOS DEL PODCASTCID Autoshttps://www.instagram.com/cidautos/ Mr. Homehttps://www.instagram.com/mrhomerd/ La Esquina del Sofahttps://www.instagram.com/laesquinadelsofa/

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#353 CRM ou PRM? A Estratégia de Gestão de Parceiros para Expandir sua Receita

Play Episode Listen Later Jun 19, 2026 36:33

Neste episódio do 24Cast na Estrada, gravado na Avenida Paulista, conversamos com Nathalia Koga sobre um tema essencial para o crescimento dos canais de vendas: a diferença entre CRM e PRM.Você vai entender por que a gestão de parceiros exige uma abordagem diferente da gestão de clientes e como o Partner Pro, primeira plataforma brasileira com arquitetura API First, está ajudando empresas a estruturar, automatizar e expandir seus ecossistemas de parceiros.Também falamos sobre os pilares das vendas indiretas, o papel da Abravit no fortalecimento de ecossistemas de negócios e os desafios de adaptar um CRM tradicional para a gestão de canais.Neste episódio:• O que é PRM e como ele se diferencia do CRM.• Os 3 pilares para estruturar canais de vendas de alta performance.• Por que CRM não substitui uma plataforma especializada em parceiros.• Como melhorar a retenção com onboarding e acompanhamento baseado em dados.• O uso de IA, automação e WhatsApp para aumentar produtividade e qualidade das informações.

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#86 - Como profissionalizar a Gestão de Parcerias na era da Receita Previsível, com Nathalia Koga

Vamos de Vendas

Play Episode Listen Later Jun 8, 2026 58:31

Neste episódio do Vamos de Vendas, Gustavo Pagotto recebe Nathalia Koga, fundadora da PartnerPro, para uma conversa sobre como profissionalizar a gestão de parcerias, estruturar canais de vendas e transformar ecossistemas em uma fonte previsível de receita.Ao longo do episódio, Nathalia explica por que a maioria das empresas falha ao criar programas de parceiros: falta dedicação, processos claros, tecnologia adequada e uma estratégia consistente de engajamento. Ela mostra como a venda indireta deixou de ser uma alternativa improvisada para se tornar uma das principais alavancas de crescimento em mercados com CAC elevado e pressão por eficiência comercial.A conversa também aborda o papel do gestor de parcerias, as diferenças entre CRM e PRM, os erros mais comuns na estruturação de canais e o passo a passo para criar um programa de parceiros escalável. Nathalia compartilha ainda métricas essenciais para acompanhar a saúde do ecossistema, além de tendências envolvendo automação, inteligência artificial e gestão baseada em dados.

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ARES 41 : Alvi Dasuyev, Soumah, Jordan Zebo et Baki...

Podcast La Sueur

Play Episode Listen Later Jun 5, 2026 21:00

Ça bouge chez les welterweights à ARES ! ARES 41 c'est samedi 6 juin, derniers billets dispos ici à -15% https://www.ticketmaster.fr/fr/manifestation/ares-juin-paris-mma-billet/idmanif/648234/codtypadh/PRM/numadh/01/codeconf/promo01/adhonly/idext/060626-sueur Hébergé par Acast. Visitez acast.com/privacy pour plus d'informations.

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372. ¿INFLUYÓ LA EMBAJADA DE EE.UU. EN LOS CASOS DE GONZALO Y DONALD?

Parsing Immigration Policy

Play Episode Listen Later Jun 2, 2026 78:01

En este episodio analizamos las coincidencias entre decisiones judiciales y pronunciamientos diplomáticos, el caso de Donald Guerrero, la restitución de la visa a Gonzalo Castillo, el uso de la prisión preventiva, la extinción de la acción penal, el transfuguismo político y los posibles reacomodos de cara al 2028.También debatimos si las curules pertenecen a los partidos o a los ciudadanos que las ganan en las urnas, el impacto de Antonio Taveras fuera del PRM y el resurgimiento político de Gonzalo Castillo dentro del PLD.

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April's review of PR pitches and mergers & acquisitions in the UK, with Andrew Bloch

PRmoment Podcast

Play Episode Listen Later May 12, 2026 33:58 Transcription Available

This PRmoment podcast looks at the PR pitch market in the UK and the PR M&A activity for April 2026.PRmoment founder Ben Smith interviews Andrew Bloch.Andrew also runs the advisory firm Andrew Bloch & Associates.Pitch Market - Trading has been generally positive and the market remains resilient, with many agencies out performing expectations. However, operational pressures are evident, including slower client response times and higher-than-expected inflation causing rising costs and impacting profitability. Transparent conversations around value, output, and outcomes are becoming increasingly critical as both sides navigate a more complex and cost-sensitive landscape. Agencies will be closely monitoring the impact of global events but for now, many are benefiting from momentum built in Q1, which shows little sign of slowing. By month-end, most agencies should have a clearer view of the year ahead.M&A Market - M&A activity points to a market increasingly driven by capability consolidation, specialist expertise and tech-enabled differentiation. Large holding groups are continuing to make targeted acquisitions to deepen strengths in high-growth areas such as social, influencer, sports marketing and experiential, with a clear focus on building more connected, end-to-end communications ecosystems. Private equity remains active in backing platform-building businesses and specialist agencies with strong vertical expertise, particularly where there is an opportunity to internationalise, professionalise or bolt on proprietary tech and data assets. We are also seeing growing value placed on owned technology, data and creator/influencer platforms as acquirers look for defensible IP and measurable ROI. Alongside strategic and PE-led deals, founder succession and management buyouts continue to shape the independent agency landscape, while newer niche businesses are increasingly carving out value through highly defined audience propositions before either scaling independently or becoming attractive acquisition targets. Overall, the market remains robust for differentiated assets that combine specialist sector expertise, scalable international reach and technology-led or measurable service offerings.

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Immigration Newsmaker Podcast: A Conversation with Andrew Veprek

Play Episode Listen Later Apr 30, 2026 34:25

At a recent Immigration Newsmaker hosted by the Center for Immigration Studies, Andrew Veprek, Assistant Secretary of State for the Bureau of Population, Refugees, and Migration (PRM), described a complete reorientation of the bureau, shifting it from a humanitarian assistance agency toward implementing U.S. enforcement and return priorities. The discussion offered a look at how immigration policy is increasingly being implemented through diplomacy as well as enforcement.In a discussion moderated by Mark Krikorian, Veprek said PRM is now organized around three basic functions:Remigration and Returns. Veprek outlined the work of PRM's Office of Remigration, including securing cooperation from foreign governments to facilitate the repatriation of nationals ordered removed, arranging third-country transfers when return to home countries is not possible, and supporting voluntary return efforts through Project Homecoming.International Migration and Refugee System Reform. Veprek discussed reforms to the global refugee and asylum system, and U.S. reassessment of international migration frameworks, including reduced reliance on multilateral institutions and changes in relations with United Nations High Commissioner for Refugees.Refugee Processing. He also detailed changes to refugee admissions, including the South Africa resettlement program, the transfer of refugee resettlement responsibilities from the State Department to HHS, increased fraud scrutiny, and the removal of UNHCR from its prior referral role in U.S. refugee admissions.Among the notable points raised during the discussion:Greater foreign cooperation from “recalcitrant” countries on accepting deportees;Use of third-country removal arrangements;Consideration of refugee protection as temporary rather than presumptively permanent;Potential increases to the refugee admissions ceiling;A more selective approach to international organizations based on U.S. interests.HostMark Krikorian is the Executive Director of the Center for Immigration Studies.GuestAndrew Veprek is the Assistant Secretary of State for the Bureau of Population, Refugees, and Migration (PRM).LinksTranscript: Immigration Newsmaker with Andrew VeprekVideo: Immigration Newsmaker with Andrew VeprekIntro MontageVoices in the opening montage:Sen. Barack Obama at a 2005 press conference.Sen. John McCain in a 2010 election ad.President Lyndon Johnson, upon signing the 1965 Immigration Act.Booker T. Washington, reading in 1908 from his 1895 Atlanta Exposition speech.Laraine Newman as a "Conehead" on SNL in 1977.Hillary Clinton in a 2003 radio interview.Cesar Chavez in a 1974 interview.House Speaker Nancy Pelosi speaking to reporters in 2019.Prof. George Borjas in a 2016 C-SPAN appearance.Sen. Jeff Sessions in 2008 comments on the Senate floor.Candidate Trump in 2015 campaign speech.Charlton Heston in "Planet of the Apes".

367. Danilo, PLD y el dilema político

Play Episode Listen Later Apr 28, 2026 64:49

En este episodio de Gepiano Podcast analizamos las declaraciones de Danilo Medina sobre que el PLD no apoyará a sus verdugos… pero la gran pregunta es: ¿a quién iba realmente dirigido ese mensaje?Desglosamos el panorama electoral actual y qué pasaría si el PLD se mantiene en tercer lugar: ¿está obligado a apoyar al PRM? ¿Por qué un acuerdo con Leonel Fernández luce cada vez más lejano?También analizamos un posible escenario con Omar Fernández como candidato presidencial, lo más reciente del caso JetSet y la actitud de Antonio Pailat, además de la situación en Ballenuevo.Análisis directo, sin filtro, de lo que realmente se está moviendo en la política dominicana.#GepianoPodcast #DaniloMedina #PLD #PRM #LeonelFernandez #OmarFernandez #PoliticaRD #RepublicaDominicana

tambi dilema danilo jet set pld prm desglosamos leonel fern danilo medina

Black Rain Falling on Tuapse - Ukraine Unleashed Hell on Russian Oil Port!

Silicon Curtain

Play Episode Listen Later Apr 24, 2026 16:56

2026-04-24 | UPDATES #182 | Just stop Russian oil. Tuapse is burning, black rain is falling like some biblical end-times plague, and Ukraine is enforcing the sanctions against Russia oil that Trump won't.It is raining oil in Tuapse. Not metaphorically. Literally. Oily black droplets falling from the sky, coating cars, streets, houses, playgrounds, and beaches. Soot-blackened puddles forming on every surface. Birds found on the shoreline covered in crude. Schools and kindergartens closed. A seven-square-kilometre oil slick spreading across the Black Sea. A smoke plume visible from space, stretching more than three hundred kilometres inland to the city of Stavropol. And in the middle of it all, a Russian woman on Instagram, sobbing: "I desperately wanted to live by the sea with my child. Now the sea is full of heating oil. What are we supposed to do here?"----------SUPPORT THE CHANNEL:https://www.buymeacoffee.com/siliconcurtainhttps://www.patreon.com/siliconcurtainhttps://www.gofundme.com/f/scaling-up-campaign-to-fight-authoritarian-disinformation----------A REQUEST FOR HELP!I'm heading back to Kyiv next month, to film, do research and conduct interviews. The logistics and need for equipment and clothing are a little higher than for my previous trips. It will be cold, and may be dark also. If you can, please assist to ensure I can make this trip a success. My commitment to the audience of the channel, will be to bring back compelling interviews conducted in Ukraine, and to use the experience to improve the quality of the channel, it's insights and impact. Let Ukraine and democracy prevail! https://buymeacoffee.com/siliconcurtain/extrashttps://www.patreon.com/siliconcurtainhttps://www.gofundme.com/f/scaling-up-campaign-to-fight-authoritarian-disinformationNONE OF THIS CAN HAPPEN WITHOUT YOU!So what's next? We're going to Kyiv in April 2026 to film on the ground, and will record interviews with some huge guests. We'll be creating opportunities for new interviews, and to connect you with the reality of a European city under escalating winter attack, from an imperialist, genocidal power. PLEASE HELP ME ME TO GROW SILICON CURTAINWe are planning our events for 2026, and to do more and have a greater impact. After achieving more than 12 events in 2025, we will aim to double that! 24 events and interviews on the ground in Ukraine, to push back against weaponized information, toxic propaganda and corrosive disinformation. Please help us make it happen!----------SOURCES: Ukrainska Pravda — "Ukraine confirms repeat strike on Russia's Tuapse oil refinery" (April 20, 2026) Militarnyi — "Tuapse Oil Refinery Hit by Ukrainian Drone Strike, Large Fire Reported" (April 20, 2026) The Moscow Times — "Ukrainian Drone Attack on Tuapse Port Kills 1" (April 20, 2026)Al Jazeera — "Fires ignited by Ukrainian drones rage at Russian oil refinery" (April 22, 2026)Bloomberg — "Toxic Rain Falls on Russia's Tuapse City in Oil Facility Blaze" (April 23, 2026)Kyiv Independent — "'A nightmare' — Russians in Tuapse in disbelief after Ukrainian drones bring the war home" (April 23, 2026) HotAir — "Ukrainian Attack on Russian Oil Refinery Blankets Town in 'Black Rain'" (April 23, 2026) NV Ukraine (English) — "Drone attack on Tuapse oil refinery — smoke from fire reaches Stavropol" (April 21, 2026) PJ Media — "In This Russian City, It's Literally Raining Oil" (April 23, 2026) Nashaniva — "Ecological catastrophe in the Russian resort of Tuapse" (April 23, 2026)EADaily — "The third day in Tuapse extinguish the oil terminal: the beach of the city has darkened" (April 22, 2026) Censor.NET — "'Black rain' and water mixed with oil soot: fire at Tuapse refinery continues" (April 22, 2026) PRM.UA — "'Oil rain' fell after strikes on Tuapse refinery" (April 21, 2026) ----------

365.IVAN EXPLOTA: LLAMA TRAIDOR A DANILO

Play Episode Listen Later Apr 14, 2026 67:11

En este episodio invitamos a Uriel Suriel para analizar todo lo que dejó la reunión entre el expresidente Danilo Medina, José Paliza y la comitiva del PRM.Danilo calificó el encuentro como lamentable y cuestionó la capacidad del gobierno para manejar la crisis, mientras Ivan reacciona sin filtros y lo llama traidor.También hablamos de los ataques internos que están surgiendo dentro del Ministerio de Cultura, incluyendo críticas directas hacia el propio ministro.#GepianoPodcast #DaniloMedina #Ivan #PRM #UrielSuriel #PoliticaRD #RepublicaDominicana #PolyMarket #NoticiasRD

tambi cultura llama ministerio danilo explota traidor prm danilo medina uriel suriel

10 VERDADES INCÓMODAS SOBRE POR QUÉ NO TE OLVIDAN (AUNQUE NO SEÁIS NADA)

Play Episode Listen Later Apr 8, 2026 18:35

https://youtu.be/zk8Yn9UftMk Hay algo que te está confundiendo… y no es la otra persona. Eres tú… intentando entender por qué alguien vuelve a tu vida. Porque cuando alguien vuelve, no vuelve por amor la mayoría de las veces. Vuelve por necesidad. Por ego. Por costumbre. O porque sabe que la puerta sigue abierta. Y eso es lo que te está atrapando. En este vídeo te cuento 10 verdades incómodas que necesitas ver si quieres dejar de engancharte a personas que ya deberían estar fuera de tu vida. No es un vídeo bonito. Pero es el que te libera. ⏱️ ÍNDICE DEL VÍDEO – 10 VERDADES SOBRE CUANDO ALGUIEN VUELVE A TU VIDA 00:09 Por qué te confundes cuando alguien vuelve (y no ves la realidad) 00:56 El error que te mantiene enganchado a relaciones pasadas 01:35 Verdad #1: La incertidumbre es adictiva (y te engancha) 03:43 Verdad #2: No vuelve por ti… vuelve porque eres fácil 04:57 Verdad #3: El “casi algo” engancha más que una relación real 06:02 Verdad #4: No te echa de menos… echa de menos cómo se sentía contigo 06:49 Verdad #5: No te extraña… tiene miedo a estar solo/a 08:00 Verdad #6: Tu silencio es tu mayor poder (y no lo usas) 09:51 Verdad #7: Idealizas y olvidas lo que NO funcionaba 11:17 Verdad #8: No te une el amor… te une el trauma 13:18 Verdad #9: No te quiere… quiere saber que puede tenerte 14:41 Verdad #10: Vuelve porque tú dejas la puerta abierta 16:13 La verdad final: el problema no es quien vuelve… eres tú 16:51 Cómo dejar de repetir el mismo patrón Si esto te ha dolido… es porque lo necesitabas. Ahora tienes dos opciones: Seguir igual… o empezar a cerrar puertas de verdad. Empieza aquí: https://paconavas.com/ (hipnosis gratis 2 min) Y si quieres ir en serio: — PRM (reprogramación mental) — Hipnosis específicas — Consulta privada conmigo Pero decide. Porque si no decides tú… deciden por ti.

pero ahora nose aunque eres seguir vuelve verdad empieza verdades consulta modas hipnosis prm

10 VERDADES INCÓMODAS SOBRE POR QUÉ NO TE OLVIDAN (AUNQUE NO SEÁIS NADA)

Play Episode Listen Later Apr 8, 2026 18:35

pero ahora nose aunque eres seguir vuelve verdad empieza verdades consulta modas hipnosis prm

POR QUÉ SIGUES EN UNA RELACIÓN QUE TE DESTRUYE (aunque sabes que deberías irte)

Play Episode Listen Later Mar 29, 2026 15:54

¿Sabes que deberías salir de esa relación pero sigues ahí? En este vídeo te explico la verdad incómoda que nadie te está diciendo: no es solo culpa de tu pareja. El verdadero motivo por el que sigues atrapada es mucho más profundo y duele mirarlo de frente. Descubre: - Por qué sigues justificando lo injustificable - El miedo real que te mantiene en relaciones tóxicas - Cómo el autoengaño y el miedo al vacío te están saboteando - Qué puedes hacer para romper este patrón de una vez Si estás harta de repetir el mismo ciclo domingo tras domingo, este vídeo es para ti. ¿Estás lista para dar el paso? Todo el trabajo es 100% confidencial. Nadie va a verte caer ni reconstruirte. Reserva tu Consulta Privada o accede al PRM desde 19€/mes aquí: https://paconavas.com Tu psicólogo que no te vende humo. #relacionestoxicas #codependencia #superacionpersonal #psicologia #paconavas

aunque nadie sabes relaci deber reserva sigues destruye prm irte

POR QUÉ SIGUES EN UNA RELACIÓN QUE TE DESTRUYE (aunque sabes que deberías irte)

Play Episode Listen Later Mar 29, 2026 15:54

aunque nadie sabes relaci deber reserva sigues destruye prm irte

7 SEÑALES DE QUE TIENES INTELIGENCIA PELIGROSA PARA NARCISISTAS

Play Episode Listen Later Mar 26, 2026 16:42

https://youtu.be/g-tsV63LpSc La mayoría de la gente cae en las mismas trampas… una y otra vez. No porque sean tontos. Sino porque no saben ver lo que tienen delante. Y ahí es donde entran los narcisistas. Seducen. Manipulan. Y se aprovechan de quien no sabe detectarlos. Pero hay un tipo de persona que ellos NO pueden controlar. Una persona que detecta incoherencias, no necesita validación y pone límites sin pedir permiso. A eso lo llamo inteligencia peligrosa. En este vídeo te doy 7 señales claras para saber si la tienes… o si necesitas empezar a desarrollarla YA. Porque si no la tienes… vas a seguir cayendo en lo mismo. ⏱️ ÍNDICE DEL VÍDEO – 7 SEÑALES DE QUE NADIE PUEDE MANIPULARTE 00:00 Qué es la “inteligencia peligrosa” (y por qué ahuyenta narcisistas) 00:45 Cómo saber si tú la tienes (test de 7 señales) 01:36 Deja de centrarte en ellos… céntrate en quién te estás convirtiendo 02:18 Señal #1 03:46 Señal #2 05:52 Señal #3 07:10 Señal #4 09:18 Señal #5 10:31 Señal #6 12:26 Señal #7 14:25 Reflexión: ser “peligroso” es simplemente estar sano 15:14 El error que te mantiene atrapado (mirar fuera en vez de dentro) 15:46 Qué hacer ahora para dejar de caer en lo mismo Si te has visto reflejado en varias señales… ya sabes por qué antes no funcionaba. Y si no… No te quejes. Entrena. Empieza por aquí: https://paconavas.com/ (hipnosis gratis 2 min) Si quieres ir más rápido: — Hipnosis específicas — PRM (reprogramación mensual) — Consulta privada conmigo Todo está ahí. Pero decide. Porque o te fortaleces… o vuelves a caer.

pero tienes deja sino empieza ales reflexi inteligencia consulta peligrosa entrena hipnosis narcisistas prm

7 SEÑALES DE QUE TIENES INTELIGENCIA PELIGROSA PARA NARCISISTAS

Welcome to TheInquisitor Podcast

Play Episode Listen Later Mar 26, 2026 16:42

pero tienes deja sino empieza ales reflexi inteligencia consulta peligrosa entrena hipnosis narcisistas prm

Alex Buckles - Partnerships Without Fantasy: Why Your Channel Produces No Pipeline

Play Episode Listen Later Mar 24, 2026 54:48

The Honest Conversation Nobody Else Is Having Every founder reads the analyst reports. Every sales leader nods along in the conference sessions. Partnerships are the future. Ecosystems are everything. Co-selling is the key to unlocking faster growth, bigger deals, and stickier customers. And yet, ask those same founders and sales leaders whether they're actually banking on partner-sourced revenue to hit their number this quarter, and the answer is almost always the same: no. Why? Because it's never been reliable. Because it's always been treated as a nice-to-have. Because nobody actually knows how to make it work. That's the conversation this episode is built around. Alex Buckles has spent 20 years in enterprise sales, in the SAP ecosystem, the Adobe ecosystem, running and exiting two professional services companies, and figured out early in his career that if he wanted deal flow from partners, he had to earn it. That realisation eventually became Forecastable, a company whose only measure of success is pipeline production through co-sell motions. What You'll Hear in This Episode Why the instinct to hire a partnerships professional first is wrong When a sub-150 person company decides to get serious about partnerships, the first move is almost always to bring in someone with a traditional partnerships background. Alex argues this is the wrong call, not because those people aren't valuable, but because what you actually need at that stage is proof of concept, not infrastructure. A junior AE or an SDR with the right playbook can prove repeatability faster and cheaper than six months of PRM setup and deal registration frameworks. The co-sell door opener and why discovery calls don't cut it The most powerful concept in this episode is what Alex calls the co-sell door opener: a high-value experience you invite the prospect into rather than a pitch you push at them. Think of it like a $5,000 event that the vendor covers, limited seats, relevant to a specific pain, designed to create genuine engagement rather than manufactured urgency. It doesn't feel like a sales motion because, done right, it isn't one. The three types of value anyone ever sells Fix something. Prevent something. Improve something. That's it. And when you're building co-sell plays, Alex argues the fix is almost always the most powerful place to start. If the prospect has a raging toothache, don't pitch them a one-year dental plan. Why 60% of pipeline dies in no decision — and what's really behind it Marcus and Alex dig into something most sales training doesn't touch: buyer safety. Not qualification. Not discovery. The deeper question of whether the person sitting across from you can actually afford, professionally, politically, emotionally, to make this decision. When you ignore that question, you end up with a pipeline full of deals that were never going anywhere, a constipated middle of funnel, and a close rate that would make any CFO reach for the antacids. The second room problem 80 to 90 percent of the sale happens without you in it. The internal conversations, the allocation committees, the corridor conversations between stakeholders, none of that is visible to the vendor. Which means your champion has to carry your story, unedited and unaccompanied, into rooms you'll never see. The question isn't whether your deal is qualified on paper. It's whether every stakeholder in that buying committee would go to bat for you when you're not there. What great partner enablement actually looks like It's not onboarding decks and quarterly business reviews. It's getting in front of the frontline manager with a win story, asking for 15 minutes on their weekly team call, and showing up with something their reps can use in the field that week. Ghost-written outreach. Account development research. Win wires in shared Slack channels. Perpetual mindshare, that's what you're actually after. Demos: mostly a waste of time Alex's take on this is blunt. Once you've given a demo, the buyer has locked in their view of you. You've answered a bunch of curiosities, and they may ghost you. Save the demo for last. Use it to confirm the order, not to create one. If it won't change a stakeholder's decision, don't do it. Three Takeaways You Can Use Tomorrow 1. Start with the interview, not the one-pager. Before you build any co-sell playbook, get the most trusted systems integrator in the room and ask them what makes them different. Real conversations produce better plays than merged marketing decks every time. 2. Know who owns the problem and who owns the outcome — they're almost never the same person. In most organisations, the partnership professional owns the problem but has no budget and limited authority. The sales leader owns the outcome but views partnerships as fluffy. Bridging those two people explicitly — not hoping it happens organically — is what gets deals done. 3. Ask yourself the second room question for every stakeholder. If this person were in a room with their boss right now and you weren't there, would they go to bat for you? If you can't answer yes with confidence, you've got more work to do. About Alex Buckles Alex is the CEO and co-founder of Forecastable, a professional services company that stands up partner programs and co-sell motions that produce measurable pipeline. With a background spanning enterprise sales, the SAP and Adobe ecosystems, and two exited professional services businesses — all built through co-selling — Alex brings a perspective on partnerships that is grounded entirely in what produces revenue, not what looks good on a slide.

ceo ghosts real partnership fantasy prevent cfo account bridging slack pipeline adobe sap demos produces perpetual ecosystems ae sdr buckles prm marcus cauchi

10 VERDADES INCÓMODAS que toda MUJER DEBE ESCUCHAR PARA DEJAR DE SUFRIR POR AMOR

Play Episode Listen Later Mar 24, 2026 25:28

https://www.youtube.com/watch?v=BbeqQNmCOCQ ¿Sientes que te entregas al máximo en tus relaciones pero nada cambia? En este vídeo, te revelo 10 verdades incómodas que toda mujer necesita escuchar para romper el ciclo del sufrimiento en el amor y alcanzar la verdadera madurez emocional. ⏱️ ÍNDICE DEL VÍDEO – 10 VERDADES QUE TE VAN A DOLER (PERO TE VAN A LIBERAR) 00:00 La mentira que te tiene atrapada en relaciones que no funcionan 01:13 Verdad #1: No va a cambiar… aunque lo des TODO 03:12 Verdad #2: Ser “buena” te está volviendo débil 04:32 Verdad #3: No tienes miedo a estar sola… tienes miedo a aceptarlo 06:44 Verdad #4: El rechazo no te destruye… te despierta 07:51 Verdad #5: Si usas tu cuerpo para atraer… eso es lo único que van a querer 11:27 Verdad #6: Si poner límites hace que se vaya… nunca te quiso 13:32 Verdad #7: No eres una media naranja (y eso es lo que te está jodiendo) 15:18 Verdad #8: Quejarte te mantiene exactamente donde estás 17:41 Verdad #9: Tu entorno decide en quién te conviertes (aunque no quieras verlo) 19:38 Verdad #10: No eres culpable… pero sí responsable de tu vida 22:06 Nadie va a salvarte (y eso es lo mejor que te puede pasar) 24:18 Cómo empezar a cambiar HOY (sin excusas) REGALO PARA TI: Descarga aquí la hipnosis de regalo de 2 minutos para empezar a desbloquear tu vida: https://paconavas.com TRABAJA CONMIGO: Si quieres profundizar en tu proceso de reprogramación mental (PRM) o sesiones personalizadas, visítame en: https://paconavas.com

toda nadie mujer dejar debe escuchar verdad verdades por amor sufrir modas prm

10 VERDADES INCÓMODAS que toda MUJER DEBE ESCUCHAR PARA DEJAR DE SUFRIR POR AMOR

Música Cristiana (Gratis)

Play Episode Listen Later Mar 24, 2026 25:28

toda nadie mujer dejar debe escuchar verdad verdades por amor sufrir modas prm

Sexta Rendición de Cuentas, del presidente de la República Dominicana, Luis Abinader

Play Episode Listen Later Feb 27, 2026 2:27 Transcription Available

Sexta Rendición de Cuentas, del presidente de la República Dominicana, Luis Abinader, realizada el 27 de febrero de 2026 ante la Asamblea Nacional, coincidiendo con el 182 aniversario de la Independencia Nacional.. A continuación, un resumen de los puntos más destacados del discurso: Economía y Social. * Reducción de la Pobreza: El mandatario afirmó que la pobreza general en el país bajó del 19% al 17.3% entre 2024 y 2025, lo que significa que aproximadamente 200,000 dominicanos salieron de esa condición. * Programas Sociales: Se destacó el fortalecimiento del programa Supérate. A través de "Aliméntate", se beneficiaron cerca de 1.5 millones de familias con una inversión de más de RD$ 28,900 millones. * Zonas Francas: Las exportaciones del sector superaron los US$ 8,500 millones, representando el 54% del total exportado por el país. Salud y Bienestar. * Hito en Salud: Abinader proclamó el 2025 como un año histórico, destacando que no se reportaron muertes por dengue durante ese año. * Infraestructura Sanitaria: Se inauguraron 30 establecimientos de salud con una inversión superior a los RD$ 2,600 millones y se anunció la meta de tener 8 hospitales traumatológicos para 2028 (con nuevos centros en Azua e Higüey). * Mortalidad: Reportó una reducción de la mortalidad infantil en un 18.9% y la neonatal en un 15.3%. Justicia y Transparencia. * Lucha contra la corrupción: Reafirmó que la transparencia es el "pilar" de su gestión, declarando que en su gobierno "no existen intocables" y que nadie está por encima de la ley. * Caso SENASA: Hizo alusión a investigaciones en curso, prometiendo recuperar "cada peso" que haya sido sustraído del erario. Proyectos y Futuro. * Innovación: Sorprendió con el anuncio de que, antes de mayo de 2028, se planea lanzar un satélite al espacio desde Pedernales como parte del desarrollo de la industria aeroespacial dominicana. * Agenda Femenina: Se enfocó en tres ejes: reducción de embarazos en adolescentes, lucha contra la violencia de género y mayor inserción laboral para las mujeres. ¿Crees que el PRM ha sido un buen gobierno?Conviértete en un supporter de este podcast: https://www.spreaker.com/podcast/radio-ebenezer-rd-emisora-cristiana--3279340/support.

Sexta Rendición de Cuentas, del presidente de la República Dominicana, Luis Abinader

Música Cristiana

Play Episode Listen Later Feb 27, 2026 2:27 Transcription Available

Sexta Rendición de Cuentas, del presidente de la República Dominicana, Luis Abinader

Dr. Stanley – Ministerios En Contacto

Play Episode Listen Later Feb 27, 2026 2:27 Transcription Available

Sexta Rendición de Cuentas, del presidente de la República Dominicana, Luis Abinader

Tu Historia Preferida

Play Episode Listen Later Feb 27, 2026 2:27 Transcription Available

January's Review of PR Pitches and Mergers & Acquisitions in the UK, with Andrew Bloch

PRmoment Podcast

Play Episode Listen Later Feb 4, 2026 32:25

Welcome to our review of PR Pitches and mergers & acquisitions in the UK PR scene with Andrew Bloch. Here, we discuss the biggest pitch wins and mergers & acquisitions that the PR sector has seen in the last monthAndrew is the lead consultant - PR, Social, Content and Influencer at the new business consultancy firm AAR and a partner at PCB Partners, where he advises on buying and selling marketing services agencies.Andrew also runs the advisory firm Andrew Bloch & Associates.Before we start, 2 plugs:Our next PR Masterclass: The Intersection of PR and GEO - Wednesday 25th February is proving massively popular. So if you do want to come - get your ticket quick is my advice. As ever with our PR Masterclass series, it's a hybrid event so both face to face and vital tickets are available. Take a look at the full programme and some of the finest past delegate testimonials you are ever likely to see on PRmasterclasses.comAndrew summarises the PR pitch market in January:“For agencies 2025 was tougher than expected for many. Lots of uncertainty. Economic pressures. Squeeze on margins. Less retainers. Slow decision making. Clients will continue to be pragmatic. Agencies will have to learn to operate with less predictability. They will need resilience and will need to hustle. Most importantly they will need to innovate. Standing still not an option. Lots of opportunities to embrace AI, innovate and expand in terms of service areas, drive organic growth. The growth is there for those able to get ahead of it.”Andrew on the PR M&A market:“On the M&A side we will continue to see continued consolidation from the holding cos as they adapt, cut costs and make themselves fit for purpose. The M&A market remains very strong with lots of strategic deal making to allow firms to adapt and shift to client demands and tech disruption. Deals are taking slightly longer but they're happening. The market is strong. Supported by PE money, hungry US acquirers and a booming independent sector looking to scale in terms of capabilities and geographies. Especially around AI, data, influencer. Corporate, healthcare and consumer remain in strong demand.”January's PR WinsWingstop appoint SmartsMcDonalds appoints Freuds and Flint Global - Freuds for corporate. Flint Global for govt relations.Hello Fresh Group appoints Ready10 and Golin Government Media and Creative Services roster - Agencies including 23Red, AMV BBDO, Accenture, Freud Communications, Lucky Generals, Havas UK, M&C Saatchi and VCCP.UK Finance - Lansons Animal Friends Pet Insurance appoint Havas RedMyFitnessPal appoint KindredCoca-Cola appoint BrandnationHSS ProService appoint BrandnationAndrex appoint WSpurs appoint ShookMadri Exceptional appoint Tin ManKelloggs Crunchy Nut appoint Tin ManGreat British Energy - Nuclear (GBE-N) appoint GraylingNew Balance appoint ExposureMarriott International appoint WM&APretty Green acquires PinPoint MediaJack Morton merges with Impact XMFGS Global acquires MemeticaParitee acquire Truth ConsultingRadio News Hub complete Management Buyout from AFO Group - led by Directors Stephanie Otty and Jamie Fletcher. Followed on from Markettiers MBO at the end of last year.Strata acquire WonderlandRuder Finn acquire Missouri Creative

ai social pr influencers clients standing corporate economic deals pe associates squeeze acquisitions accenture agencies wm mergers pitches aar bloch strata creative services prm freuds c saatchi vccp lucky generals uk pr

Pro-Resolving Mediator Supplements - #213

Inside Sports Nutrition

Play Episode Listen Later Dec 27, 2025 22:45

Are PRMs just another trendy supplement, or are they doing something fundamentally different? In this episode, we do a quick overview of Pro Resolving Mediator supplements, how they differ from fish oil, and why resolving inflammation is not the same as suppressing it. Tune in to learn more! What are your questions about PRM supplements? Let us know over in our free Patreon Community (@isnpodcast). -------Subscribe to our show to get the weekly episodes and also check out our YouTube channel.You can help us remain 100% ad-free and get access to exclusive bonus content and behind-the-scenes conversations with Bob and Dina. Join our Patreon community or find us in the Patreon app by searching ISNPodcast.We'd love to connect with you on Instagram @isnpodcast and on Facebook @insidesportsnutrition And when you're ready to level up your health and performance even more, check out the services offered by Bob and Dina at their respective businesses.

supplements mediator resolving prm

Episode 41 - “From Ireland to Newnan”: Mallaghan's Journey and the Shamrock Classic with Niall Mallaghan and Laura McGrath

The GSE Podcast

Play Episode Listen Later Dec 8, 2025 30:15 Transcription Available

Send us a textWhat happens when a family-owned GSE manufacturer pairs engineering pride with a clear purpose? We head to Noonan, Georgia to talk with Malahan about a journey that started with A0 drawings and a dream, grew into two factories serving 40+ countries a year, and now fuels a 200-plus golfer charity tournament—the Shamrock Classic—raising funds for mental health and suicide prevention.We swap stories about the founder's late-night sketches and the long-tenured team who still carry his spirit onto the shop floor. Then we pull back the curtain on how the company scaled without losing its people-first culture: an internal app that shows where machines ship, highlights visitors, and invites families to events; a North American facility that keeps service close and relationships closer; and a product portfolio that spans de-icers, belt loaders, PRM lifts, high lifts, catering trucks, and more.From there, we step onto the tee box. The Shamrock Classic brings airlines, ground handlers, OEMs, leasing partners, and even competitors to White Oak for a shotgun start across two courses. It's open, welcoming, and transparent about impact. The American Foundation for Suicide Prevention joins three local Noonan partners, all collaborating to direct funds where they're needed most. Between the welcome night's axe throwing and simulator swings, the drone footage, and, yes, the famous chicken biscuits, the day stays light while the cause stays front and center.Curious how to play, sponsor, or volunteer next year? Reach out via the Shamrock Classic email and follow Malahan on LinkedIn for save-the-dates. If today's conversation moves you, subscribe, share the show with a colleague, and leave a quick review—your support helps more industry pros find stories that connect craft, community, and real-world change.Looking for dependable and on demand ground support equipment leasing? Fortbrand is your go to partner. We specialize in tailored operating leases for airlines, cargo carriers, and ground handlers, delivering top tier equipment without the wait. From the latest electric GSE to traditional units, Fortbrand offers flexible terms, competitive rates, and a customer experience that is second to none. Keep your ramp moving with confidence. Visit fortbrand.com and experience GSE leasing redefined.

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#294 - Spatial, quantique, nucléaire : les secteurs qui vont exploser - Charles Beigbeder

La Martingale

Play Episode Listen Later Dec 4, 2025 69:00

Le sujet :Et si les plus grandes opportunités d'investissement des dix prochaines années se trouvaient dans la deep tech européenne ? Quantique, spatial, nucléaire : découvrez comment investir dans ces secteurs stratégiques.L'invité du jour :Charles Beigbeder est le fondateur d'Audacia, une société de gestion indépendante.Au micro de Matthieu Stefani, il nous explique tout sur l'investissement dans la deep tech européenne :Les enjeux autour de la deep tech en EuropeLes quatre secteurs stratégiques de la deep techComment investir dans la deep techLes exonérations d'impôt à connaîtreLa rentabilité espérée et la durée moyenne d'investissementIls citent les références suivantes :L'épisode de GDIY avec Charles BeigbederRéduction d'impôt FCPIOn vous souhaite une très bonne écoute ! C'est par ici si vous préférez Apple Podcasts, ou ici si vous préférez Spotify.Et pour recevoir toutes les actus et des recommandations exclusives, abonnez-vous à la newsletter, c'est par ici.La Martingale est un podcast du label Orso Media.Merci à notre partenaire Enky de soutenir le podcast.Bénéficiez de 100€ à 300€ crédités selon le montant investi en cliquant sur ce lien.Hébergé par Audiomeans. Visitez audiomeans.fr/politique-de-confidentialite pour plus d'informations.

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348. LA CASA DE GEPIANO

Play Episode Listen Later Nov 26, 2025 65:52

En este episodio hablamos sobre la experiencia de Bad Bunny y, a partir de una visita de Gepiano a la Casa de Alofoke, los muchachos comienzan a tirar nombres y propuestas para lo que sería una posible Casa de Gepiano.También conversamos sobre las declaraciones de José Paliza, el tema del narcotráfico dentro del PRM y la inauguración de la cárcel Las Parras por parte del MIVED.Síguenos en nuestras redes sociales como @gepianopodcast y no olvides suscríbirte para ser notificado con nuevos episodios

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347. SE KILLÓ LUIS…

Play Episode Listen Later Nov 18, 2025 68:19

En este episodio de Gepiano Podcast invitamos a Paloma Rodríguez para analizar los cambios más recientes del presidente Luis Abinader. También revisamos el panorama electoral entre Omar y Leonel Fernández de cara al 2028 y quiénes fueron las figuras clave del PRM que asistieron a la actividad de Carolina Mejía y, sobre todo, quiénes no estuvieron presentes.

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24 de Outubro de 2025 - Jornal da Manhã

Play Episode Listen Later Oct 24, 2025 20:00

Mais um agente da polícia moçambicana foi morto a tiro ontem à noite. Analista ouvido pela DW fala numa “purga interna” na PRM. Desvio de 48 milhões de meticais na LAM não surpreende, diz analista. Ativista angolano Osvaldo Caholo em greve de fome há uma semana.

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26 de Setembro de 2025 - Jornal da Manhã

Play Episode Listen Later Sep 26, 2025 20:00

Em Angola, a UNITA nega "perseguições" e promete congresso inclusivo. Cresce a preocupação com os crimes cibernéticos e a mineração ilegal de criptomoedas. Especialista aconselha Angola a criar já a sua própria geração defensora das fraudes digitais. Analisamos o aprofundar da crise no Sudão do Sul com o julgamento do vice-Presidente Machar. Arranca esta noite a 5ª jornada da Bundesliga.

338. CAROLINA MEJÍA

Play Episode Listen Later Sep 24, 2025 73:07

En este episodio recibimos a la alcaldesa Carolina Mejía, quien como siempre nos distingue con su cercanía y detalles. En esta ocasión llegó con un regalo muy especial para Gabriel (el futuro Gepianito) y se sentó con nosotros a conversar sobre su trayectoria, lo que ha significado ser hija de un expresidente, y los diferentes roles que ha desempeñado en la política, que la llevaron a ser reelecta como alcaldesa con más de un 60%.Por supuesto, no podía faltar el tema de sus futuras aspiraciones para convertirse en la candidata oficial del PRM, donde hasta Héctor El Father tuvo algo que decir al respecto.Síguenos en nuestras redes sociales como @gepianopodcast y no olvides suscribirte para enterarte de cada nuevo episodio.

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Dialogue. Perimeter, CSU, and Copart Update + Nvidia GPU Risks and Fed Rate History

The Synopsis

Play Episode Listen Later Sep 12, 2025 57:10

In this Dialogue episode of The Synopsis, we provide an update for Perimeter Solutions, Constellation Software, and Copart. Plus a risk to Nvidia's dominance and a bit of history on fed rate cuts vs battling inflation. *Expert Call Transcripts* If you want to get a free trial to access >200k AlphaSense expert call transcripts, use this link here. ~*~ For full access to all of our updates and in-depth research reports become a Speedwell Member here. Please reach out to info@speedwellresearch.com if you need help getting us to become an approved research vendor in order to expense it. -*-*-*-*-*-*-*-*-*-*-*-*-*-*- Show Notes (0:00) — Intro, Book Rec. (2:41) — Perimeter Solutions Overview (11:15) — IMS acquisitions and capital allocation (23:09) — Constellation Software Recap (29:50) — Copart Recap (39:03) — Nvidia GPU Risk (44:25) — Fed Rate History -*-*-*-*-*-*-*-*-*-*-*-*-*-*- For full access to all of our updates and in-depth research reports, become a Speedwell Member here. Please reach out to info@speedwellresearch.com if you need help getting us to become an approved research vendor in order to expense it. *-*-*- Follow Us: Twitter: @Speedwell_LLC Threads: @speedwell_research Email us at info@speedwellresearch.com for any questions, comments, or feedback. -*-*-*-*-*-*-*-*-*-*- Disclaimer Nothing in this podcast is investment advice nor should be construed as such. Contributors to the podcast may own securities discussed. Furthermore, accounts contributors advise on may also have positions in companies discussed. At the time of publication, one or more contributors to this report has a position in PRM, CSU, and CPRT. Furthermore, accounts one or more contributors advise on may also have a position in PRM, CSU, and CPRT. This may change without notice. Please see our full disclaimers here: https://speedwellresearch.com/disclaimer/

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11 de Setembro de 2025 - Jornal da Manhã

Play Episode Listen Later Sep 11, 2025 20:00

Em Moçambique, o assassinato de polícias à queima-roupa está a deixar a sociedade inquieta. A Ordem dos Advogados moçambicanos levanta questões sobre as propostas para a lei da comunicação social e de radiodifusão. Analisamos ainda se o ataque israelita ao Hamas no Catar pode abrir nova frente de guerra. Charlie Kirk, ativista e aliado de Trump, foi assassinado a tiro num evento universitário.

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334. ¿CUÁL ES LA LOGICA DEL PRM?

Play Episode Listen Later Aug 27, 2025 75:22

Iván regresa de Tokio y en cabina Gepiano junto a Frank destapan denuncias sobre el mal comportamiento de funcionarios del PRM.

iv tokio logica prm

Abinader No Va, Pero Lo Quieren Derribar | ANYELO MERCEDES

Play Episode Listen Later Aug 23, 2025 8:50

Luis Abinader no será candidato en 2028, pero la oposición lo ataca como si fuera el rival a derrotar. Leonel y Danilo apuntan sus dardos directo al Palacio.

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¿Otro Parche del PRM en la República de Colombia? | CÉSAR FERNÁNDEZ

Play Episode Listen Later Jul 25, 2025 38:25

El dirigente de Fuerza del Pueblo y miembro de su Dirección Política, César Fernández, calificó como un “nuevo parche” la propuesta del Ministerio de Obras Públicas sobre la solución vial y ambiental para la avenida República de Colombia. En esta entrega de Esto No Tiene Nombre, nos acompaña para profundizar en su crítica y explicar por qué considera que esta iniciativa es más maquillaje que solución real. Hablamos de:¿Qué implica la propuesta del MOPC?¿Por qué César Fernández la considera insuficiente o cosmética?¿Qué alternativas propone la Fuerza del Pueblo para resolver el caos vial en la zona?¿Cuál es el verdadero enfoque ambiental detrás del proyecto?Una conversación sobre movilidad, desarrollo urbano y visión de Estado frente al cemento sin planificación.

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Rompe el Silencio: ¿Hubo Irregularidades en el PRM? | FRANK COLLADO

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Play Episode Listen Later Jul 24, 2025 17:28

El suplente a regidor Frank Collado ha sometido una acción ante el Tribunal Superior Electoral (TSE) con el objetivo de que se restablezca el orden legal en la asignación de suplencias que resultaron de las primarias internas del Partido Revolucionario Moderno (PRM), celebradas en octubre de 2023. En este episodio de Esto No Tiene Nombre, conversamos con Frank Collado sobre:¿Qué irregularidades denuncia en la asignación de suplencias?¿Cuál es la base jurídica de su reclamación ante el TSE?¿Por qué considera que se ha violentado la voluntad democrática interna del PRM?¿Qué espera lograr con esta acción legal?Una conversación sin filtros sobre democracia interna, transparencia partidaria y la lucha por los derechos políticos.

327. LOS PRESIDENCIABLES FT. VIRGILIO FELIZ

Sin Maquillaje, Altagracia Salazar

Play Episode Listen Later Jul 23, 2025 77:20

En este episodio nos sentamos con Virgilio Feliz y tratamos en panorama político de los 3 principales partidos y la trama que podría estar desarrollando la oposición frente a un PRM que todavía no tiene claro quien será su candidato para el 2028.

feliz virgilio prm

Recortar el botánico o la M en la cabeza

Play Episode Listen Later Jul 17, 2025 29:46

La soberbia es un pecado capital en el mundo cristiano y de igual manera lo califican musulmanes y budistas.La soberbia personal y colectiva está asociada al poder real o ficticio que le permite a una persona o a una entidad actuar por encima de los demás. Una de las características del soberbio o la soberbia es que no tiene memoria. En su disfrute del poder, olvida no solo que estuvo abajo sino que puede volver.Ya dijo Maquiavelo “La naturaleza de los hombres soberbios y viles es mostrarse insolentes en la prosperidad y abyectos y humildes en la adversidad”.El control de la vida nacional que tiene el PRM en este momento les permite un ejercicio de soberbia que en dominicano se traduce con la mierda en la cabeza.El congreso controlado por el PRM está aprobando leyes y códigos que generan amplio rechazo y lo curioso es que nadie espera que el presidente los vaya a rechazar. El código penal, el código laboral, la ley de alquileres son solo tres ejemplos. Están aprobando leyes sin que al parecer tienen en cuenta algo más que sus propios intereses.Desde el gobierno central que está varado en una crisis de liquidez que mantiene semi paralizadas obras significativas como el metro de Santo Domingo, el monorriel de Santiago y que ha ralentizado intervenciones importantes como es el caso de la Isabel Aguiar o la la autopista Duarte o la carretera de Pedernales ahora se meten en el conflicto innecesario de insistir en recortar el botánico.A Luis Abinader y al PRM hay que recordarle el impacto que tuvo la lucha por los Haitises, para poner un ejemplo y el movimiento social que surgió a partir de ahí.Yo no sé si el domingo irá mucha o poca gente al botánico, hay una convocatoria a las 9 de la mañana para una cadena humana en defensa de un área protegida y otra frente al palacio a las 10 en contra del Código Penal. Eso significa que quienes estén en una no estarán en la otra pero también que el mismo día el gobierno de Abinader tendrá dos protestas sociales.Pareciera que desde el gobierno se está haciendo el esfuerzo por despertar a un pueblo que hasta ahora ha dormido.

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TONY PEÑA GUABA Habla Claro: ¿Renuncirá al Gabinete para Competir por la Presidencia?