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

You launched the experiments. You spent the budget. And now leadership wants answers. And suddenly every QBR feels like a fire drill.This is Stage 2 of the revenue leader's transformation—the moment when activity is high, effort is real, but impact is frustratingly hard to prove. You're working harder than ever, yet you can't confidently tie what your team is doing to pipeline, revenue, or real ROI.This episode is part two of a five-part series exploring the journey B2B revenue leaders go through as they move from reactive execution to full revenue visibility and executive-level confidence. Each stage represents a breaking point, where leaders either confront the real problem or stay stuck explaining away the same issues quarter after quarter.In this episode, we unpack Stage 2: The QBR Fire Drill—the phase where credibility, confidence, and career momentum are quietly put at risk.You're likely in Stage 2 if you've ever said, “Board decks take days to build and still don't tell a clean story.”What We Cover in This Episode:Why QBRs become fire drills and what that reveals about your data foundationThe hidden cost of stitching together spreadsheets, slide decks, and conflicting reportsHow legacy GTM data models quietly destroy credibility at the executive levelThe most common data architecture flaw preventing revenue visibility (and why it's so easy to miss)The moment leaders realize they can't survive another quarter operating this wayWhat it takes to shift from lagging, backward-looking metrics to forward-looking visibilityThis stage forces a hard reckoning.Not just with your systems, but with your willingness to challenge the status quo, speak uncomfortable truths, and admit that the current way of measuring GTM is no longer good enough.

In this episode of the Thread Podcast, Justin talks with Tyler Will, VP of GTM Strategy & Ops at Intercom, about how modern revenue organizations are evolving in an era defined by AI, PLG-to-enterprise transitions, and go-to-market speed.Tyler shares his journey from economic consulting and Bain, to GTM leadership at LinkedIn, to now scaling RevOps at Intercom. He breaks down the key differences between operating at a 20,000-person giant and a high-velocity SaaS company, why balancing PLG and enterprise sales motions requires intentional system and process design, and how Intercom rebuilt its routing, sales assist, and pricing guardrails to accelerate ACVs and bring clarity back to the customer journey.The conversation digs into how AI is reshaping selling—not by replacing reps, but by giving them time back. From auto-generating QBR decks to enriching data behind the scenes, Tyler explains why AI actually makes sales more human, not less. He also shares why the next generation of RevOps talent will shift from narrow specialists to curious generalists who leverage AI, understand the full GTM workflow, and act as true co-owners of the business.This is a high-signal episode for anyone thinking about PLG evolution, GTM design, AI-powered sales, and how RevOps must evolve to meet the moment.Chapters00:00 — Intro + Tyler's Background Justin sets up the episode; Tyler shares his path from consulting and Bain to LinkedIn to Intercom.02:00 — Early Career Lessons: From Consulting to GTM How economic consulting and strategy work shaped Tyler's analytical and leadership approach.03:30 — Operating at Scale: LinkedIn vs. Intercom Why large enterprise GTM is committee-driven, and how smaller SaaS companies require speed, adaptability, and influence without authority.06:00 — PLG, Sales-Led, and the Middle Ground How Intercom balances self-serve PLG customers with enterprise sales—and why a “Sales Assist” motion has become critical.08:30 — Redesigning Routing, Guardrails & ACV Growth How simplifying and separating motions helped Intercom lift sales-led logos and drive higher ACVs.10:45 — AI as an Amplifier, Not a Replacement Why AI frees reps from low-value tasks (QBR decks, data cleanup) and makes room for more human selling.13:20 — The Real Risk: Overvaluing Human Busywork Why reps aren't losing points for doing things manually—and why AI should elevate the conversation, not eliminate the human.15:00 — The Future of RevOps Careers Why RevOps is shifting from specialists to generalists who use AI, understand systems, and act like business owners.18:00 — What RevOps Leaders Should Learn Next Tyler's advice to aspiring operators—how to become more valuable by being curious across the entire GTM ecosystem.19:30 — Closing Thoughts + Intercom Hiring Tyler encourages RevOps pros to embrace the field and shape the future; Justin wraps the conversation.

Una delle più brutte partite di regular season mai viste. I Vikings vengono asfaltati 26-0 dai Seahawks. Minnesota per la seconda settimana consecutiva manda in campo un QB che termina il match sotto la soglia dei 40 punti di QBR. Erano quasi 20 anni che i Vikings non chiudevano una partita senza segnare. Brosmer riesce a far peggio di McCarthy, non entra praticamente mai in partita, anche perché è incapace di andare oltre la prima lettura e chiude con un 19 su 30 per 126 misere yard e ben 4 intercetto. Emblematica la prima, un pick-six su quarto e uno con una palla senza senso lanciata sottomano per sfuggire al sack direttamente tra le braccia di Ernest Jones. Unica nota positiva, come spesso accade nelle ultime settimane, la difesa di Flores, che guidata da Dallas Turner e Eric Wilson mette in seria difficoltà Darnold e contiene abbastanza bene il forte gioco di corsa degli uomini di coach Macdonald, cancellando dal campo anche il miglior ricevitore della lega quest'anno, Jaxon Smith-Njigba. Ora sfida il prossimo fine settimana con gli Washington Commanders. Oggi nel Valhalla insieme a Francesco Porciello, direttamente da Seahawks Nest Italia, c'è al microfono Simone Faccini. 

Buck Belue is back for Episode 166 of Buck’s Beat Podcast, and it’s rivalry time in the Peach State — Clean, Old-Fashioned Hate. Georgia has won seven straight, but last year’s eight-OT battle changed everything, and the Bulldogs know it. In this episode, Buck previews every angle of Georgia Tech vs. Georgia at Mercedes-Benz Stadium — matchups, key players, coaching edges, and the blueprint for a Jackets upset. ⛓ RIVALRY BREAKDOWN • Why last year’s 8-OT thriller changed Georgia’s mindset • Brent Key’s message after the Pitt loss — pressure off, rivalry on • The matchup of the night: Haynes King vs. UGA’s defense • King’s chase for 1,000 rushing yards & Tech QB history • How UGA plans to contain QB power, counter, RPO & designed runs

On Tuesday's   Daily Puck Drop, Jason “Puck” Puckett starts off Tuesday's show with headlines covering new injuries to the Seahawks secondary, the Cougars victorious in Maui, trade in MLB, Sheduer Sanders starting gig, and Pro Football Semifinalists announced.  Then, Puck turns his attention to college football and John Canzano from JohnCanzano.comdrops by for his weekly appearance.  They preview Washington vs. Oregon, future of Jedd Fisch, the Big Ten not accepting the Pac-12 schools, the Lane Kiffin mess, Kalen DeBoer and Penn State and breaking news on Oregon State's coaching search and could they get a major assist from the Oregon Ducks??Over to the NFL Puck goes next and he chats with Danny Kelly from The Ringer.  They revisit the Seahawks lackluster win vs. the Titans,  the coaching job of Brian Schottenheimer in Dallas, Pete Carroll's future, Geno Smith flipping off fans, the Seahawks desire for a number two receiver, Sheduer Sanders miserable QBR and Danny hates Thanksgiving food! “On This Day…”  The Kennedy's make multiple appearances, Joe Dimmagio and KING 5 TV! Puck wraps up the show with, “Hey, What the Puck!?”    John Schneider has taken calculated risks last two offseason's and it's paying off. (1:00) Puck (4:43) John Canzano, JohnCanzano.com (41:52) Danny Kelly, The Ringer (1:17:08) “On this Day….”  (1:23:32) “Hey, What the Puck!?” 

It's Overreaction Monday LIVE on The Sportsocracy from ESPN Radio Asheville, and Week 12 gave us EVERYTHING — chaos, upsets, blowouts, bad QB play, and fanbases losing their minds.Cowboy Zach Hurst join Tank Spencer and Jeremy Greene for a special kickoff to the holiday week.

Download The Objection Handling Guidebook for Customer Success: https://www.thecustomersuccesspro.com/offers/Z6Ng26vg/checkoutIn this episode of The Customer Success Pro Podcast, Anika Zubair takes a deep dive into one of the most misunderstood tools in Customer Success: the Quarterly Business Review (QBR). Too often, QBRs turn into reporting sessions that fail to create impact or executive alignment. She shares her 5-step framework to elevate your QBRs from tactical updates to strategic, revenue-focused discussions that executives actually care about. You'll learn how to connect product outcomes to business value, align with executive priorities, and close each review with a clear call to action that opens commercial doors. The episode wraps up with a practical challenge for listeners to apply the framework and transform their next QBR into a partnership-driven session that drives growth.Chapters00:00 Welcome to The Customer Success Pro Podcast03:14 Why Most Business Reviews Fall Flat07:57 The Missed Opportunity in Every Business Review10:15 Mistake #1 – Treating QBRs Like Usage Reports12:36 Speaking the Executive Language: Revenue, Risk, and Efficiency14:52 Mistake #2 – Talking At the Customer Instead of With Them17:13 Mistake #3 – Ending Without a Clear Next Step19:28 Turning Objections into Opportunities21:41 The 5-Step Framework for Value-Led Business Reviews35:42 Listener Challenge: Reframe Your Next QBR37:41 Final ThoughtsConnect with Anika Zubair:Website: https://thecustomersuccesspro.com/LinkedIn:  https://www.linkedin.com/in/anikazubair/CSM RevUP Academy: https://thecustomersuccesspro.com/revupGrab our FREE resources here: https://thecustomersuccesspro.com/resources Want to be our next podcast guest? Apply here: https://www.thecustomersuccesspro.com/podcast-guest Book Anika as a speaker at your next team event: https://www.thecustomersuccesspro.com/team-event

Ty Simpson or Fernando Mendoza for 2026 NFL Draft QB1? I break down who fits today's NFL, how the current draft order shapes the board, and what it means for dynasty fantasy football. We hit Ty's rise at Bama, Mendoza's late-game composure at Indiana, why Dante Moore likely waits, and how metrics like QBR, PFF grade, and pressure-to-sack rate separate these two. Hit

Send us a text This is a practical, no-fluff masterclass on ten proven methods to finally take control of your to-do list—Pomodoro, Bullet Journaling, the Seinfeld streak, ABCDE prioritisation, RPM, Timeboxing, the 2-Minute Rule, Ivy Lee, Eat the Frog, and Time Tracking. You'll build a plug-and-play daily routine, get troubleshooting for real-world roadblocks, and hear corporate mirrors—from QBR weeks and Ramadan campaign sprints to bank system upgrades—so you can apply everything at work tomorrow. We finish with a 7-day challenge to lock the habit in and ship more of what matters. حلقة عملية ومليانة قيمة: بنمشي خطوة بخطوة عبر 10 طرق مثبتة للسيطرة على لستة المهام—من Pomodoro وBullet Journal وSeinfeld، لحد ABCDE، RPM، Timeboxing، قاعدة الدقيقتين، Ivy Lee، Eat the Frog، وتتبّع الوقت. رح تبني معنا وصفة يوم جاهزة، وتحصل على إسعافات أولية لأكتر المشاكل شيوعاً، مع أمثلة مؤسسية حقيقية (QBR، إطلاق حملات رمضان، وترقية أنظمة بالبنوك) لتشوف كيف بتتطبّق بالأعمال. وبالنهاية في تحدّي 7 أيام يثبّت العادة ويعطيك نتائج من أول أسبوع. Support the showSupport the Podcast on:https://www.paypal.com/paypalme/okuwatly?locale.x=en_UShttps://www.buymeacoffee.com/MaBa3refSubscribe to Maba3ref Newsletter:https://maba3refbranching.beehiiv.com/Connect with Maba3ref Podcast:https://www.instagram.com/maba3refbyomarConnect on TIKTOK:https://www.tiktok.com/@okuwatly

Want to win a free pair of airpod pros, sign up for a demo with Vitally: https://www.vitally.io/csproDownload The Value Storytelling Handbook: https://www.thecustomersuccesspro.com/offers/bwVCZUYL/checkoutIn this episode of the Customer Success Pro Podcast, host Anika Zubair speaks with Sean Reid, an award winning CS leader. They explore why “green” health scores can mask real risk, how to spot hidden churn signals, and why renaming the metric to a Renewal Probability Score improves forecasting and cross functional alignment. Sean explains his model that blends human captured sentiment with product signals, how multithreading and stakeholder engagement change renewal odds, and why NPS should be treated as a trend over time rather than a single moment. The conversation offers practical guidance on structuring sentiment fields in your CRM, coaching teams to score consistently, avoiding a rushed rollout, and turning QBR data into executive ready value stories that drive renewals and expansion.Chapters:00:00 Introduction02:40 Meet Sean Reid10:11 Why “green” accounts still churn14:45 Multithreading and hidden influencers22:26 From health score to Renewal Probability Score25:28 Building the model, 60 to 40 sentiment to signals34:49 Value storytelling and outcome-focused QBRs37:10 Rethinking NPS as a trend, not a moment44:28 Lessons51:51 Wrap-upConnect with Anika Zubair:Website: https://thecustomersuccesspro.com/LinkedIn:  https://www.linkedin.com/in/anikazubair/RevUP Academy: https://thecustomersuccesspro.com/revupConnect with Sean Reid:Linkedin: https://www.linkedin.com/in/sean-reid/Send Anika a text :) Grab our FREE resources here: https://thecustomersuccesspro.com/resources Want to be our next podcast guest? Apply here: https://www.thecustomersuccesspro.com/podcast-guest Book Anika as a speaker at your next team event: https://www.thecustomersuccesspro.com/team-event

Philly Sports Now - Philly Sports podcast by Philly Fans for Philly Fans. Philadelphia Eagles win vs Minnesota Vikings. A perfect QBR from Jalen Hurts! Spotify! https://open.spotify.com/show/3Qow7JEqKGfMs8mUVFMOil Youtube: https://www.youtube.com/@the_phillygamer Philly Sports Now X: https://x.com/Philly_SprtsNow The Philly Gamer: https://x.com/the_phillygamer Photo Information available upon request. No commercial affiliation or otherwise. Videos made for entertainment purposes. Please enjoy. #Philadelphia #Phillies #Eagles #phillysports #phillyphilly #philly #ringthebell #flyeaglesfly #mlbbshorts #MLB #baseball #philadelphiaeagles #philadelphiaphillies #superbowl Learn more about your ad choices. Visit megaphone.fm/adchoices

In this engaging episode of MSP Business School, host Brian Doyle sits down with George Mellor, founder of VCIO Growth, to discuss transforming the roles of Virtual Chief Information Officers (VCIOs) within Managed Service Providers (MSPs). The conversation shines a light on the evolving landscape of QBR processes and the critical need for VCIOs to focus on client business outcomes rather than mere technical metrics. George shares insights from his journey in the MSP space, offering expertise on enhancing client relationships and maximizing business value. Throughout this episode, listeners are invited to explore how MSPs can avoid the commodity trap by emphasizing strategic client interactions. George discusses the pitfalls of focusing QBRs on ticket numbers and refresh cycles, urging a shift towards aligning technology initiatives with the client's business objectives. The discussion also delves into the potential of AI in MSP operations. By initiating AI conversations with clients, MSPs can harness new opportunities for business growth and demonstrate their value as trusted advisors in the tech space. This episode is packed with practical advice and innovative strategies for MSPs looking to enhance their VCIO capabilities. Key Takeaways: VCIOs need to focus on the client's business objectives rather than just showcasing technical achievements. Effective QBRs should integrate a strategic narrative that aligns with the client's long-term goals and business outcomes. AI presents a significant opportunity for MSPs to innovate and lead conversations with clients about technology governance and security. By engaging in deeper strategic dialogues, MSPs can transition from being seen as vendors to becoming integral business partners. Fractional VCIO services can bridge knowledge gaps and prepare MSPs for more effective client interactions, ultimately driving business growth. Guest Name: George Mellor LinkedIn page: https://www.linkedin.com/in/george-mellor-kloudreadiness/ Company: vCIO Growth Website: https://vciogrowth.com/ Show Website: https://mspbusinessschool.com/ Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/ Sponsor vCIOToolbox: https://vciotoolbox.com

Join the College Show powered by Dynasty Nerds with hosts Garret, Jared, Andrew, and Jagger as we break down winners and losers from the first half of the 2025 college football season. For dynasty fantasy football, risers include Alabama QB Ty Simpson, climbing boards as a potential top QB. Oklahoma QB John Mateer brings Baker Mayfield moxie and controlled chaos, with a big arm and rushing upside. On the downside, Texas QB Arch Manning struggles against elite defenses, tanking QBR, and draft hype amid nepotism buzz. Penn State QB Drew Allar lacks confidence with wild inaccuracy, dropping from first-round talk to day-two hopes. Fantasy Roster Rescue: Get your Roster Rescued! FastDraft: Download and deposit $10 using code NERDS on the FastDraft app and join your first draft to be eligible for a free one-year full bundle membership at Dynasty Nerds (new members only). FastDraft will match your deposit up to $50. Draft best ball teams in under 5 minutes! Keywords: dynasty fantasy football, 2026 NFL Draft, college football winners losers, devy league prospects, Ty Simpson Alabama QB, John Mateer Oklahoma QB, Justice Haynes Michigan RB, Michael Trigg Baylor TE, Makhi Hughes Oregon RB, Arch Manning Texas QB, Drew Allar Penn State QB, Darius Taylor Minnesota RB, NIL deals, transfer portal, quarterback class 2026 00:00 Start 02:09 Winner: Ty Simpson 09:05 Winner: John Mateer 13:45 Winner: Justice Haynes 18:30 Winner: Michael Trigg 24:49 Loser: Makhi Hughes 28:45 Roster Rescue 29:20 Loser: Arch Manning 33:34 Loser: Drew Allar 37:15 Loser: Darius Taylor Learn more about your ad choices. Visit megaphone.fm/adchoices

RJ Bell, Steve Fezzik and Mackenzie Rivers talk NFL recap for Week 5. [RJ Bell (0:06–0:20)] opened in disbelief over Arizona's collapse. [Steve Fezzik (0:20–1:05)] vented, “I had Arizona and Indy… easiest winner ever. And yet somehow it lost,” showing frustration with improbable losses. [Bell (1:15–1:52)] called it “two or three things that were a hundred to one each,” defining its absurdity. [Fezzik (2:24–3:08)] blamed player arrogance—“Hand the ball to the referee”—as Arizona, up 21–6, fumbled twice, turning a 99% win chance into defeat. [Rivers (3:08–3:24)] confirmed a 98% win probability even post-turnover. [Bell (5:08–6:04)] said Arizona's average win rate was 89%, second-most unlikely loss in a decade. [Fezzik (6:29–7:48)] slammed coaching “incompetence” for running three times and punting, gifting Tennessee a comeback. [Bell (7:49–9:37)] added metrics: –24 kickoff yards, –7 in turnovers plus sacks, yet 45% success rate vs Tennessee's 37%, proving superior play undone by mistakes. [Fezzik (9:53–10:15)] said Arizona repeats errors; [Bell (10:33–11:04)] tied that to Kyler Murray's weak leadership. [Fezzik (11:05–11:59)] contrasted him with Mahomes: “Mahomes dives on the ball… Kyler stands there,” showing passion vs passivity. [Bell (11:59–12:19)] moved to Baltimore's meltdown vs Houston. [Fezzik (12:19–14:25)] admitted his once–No.1 Ravens were “five points worse than average.” [Rivers (15:18–15:27)] cited Stroud's 99.5 QBR; [Bell (15:27–16:09)] added Houston's 61.5% success vs Baltimore's 37%. [Fezzik (16:19–16:24)] cut Baltimore three points, raised Houston 1.5. [Bell (16:54–17:49)] noted Houston's average snap 16 yards closer to scoring—total domination. [Fezzik (17:49–18:14)] confirmed 400–200 yard edge. [Bell (18:26–18:44)] said elite defense plus average offense makes Houston “well above average.” [Fezzik (19:13–19:31)] shifted to Giants-Saints: “five straight turnovers.” [Bell (19:31–20:05)] said that gave New Orleans a 34-point edge. [Fezzik (20:12–20:17)] noted Saints' red-zone flaws but solid play. [Rivers (21:18–21:36)] said they've covered nearly every game. [Bell (22:14–22:56)] saw Giants QB Dart as “slightly below average passer, above-average runner.” [Fezzik (23:13–23:28)] predicted more rushing. [Fezzik (25:17–26:06)] said Seattle “should have won 38–35,” averaging nine yards per play but losing from turnovers. [Bell (26:37–26:57)] added success rates: Seattle 62%, Tampa 51%, both elite. [Fezzik (29:24–30:35)] noted Rams outgained San Francisco by 2.3 yards per play but failed twice inside the five. [Rivers (32:17–32:35)] described 49ers' “dink-and-dunk” control style. [Bell (32:59–33:11)] compared Purdy to Mac Jones—efficient but limited. [Fezzik (36:04–38:22)] highlighted Minnesota's trick-play win over Cleveland, 49% vs 39% success rate and seven explosive plays to three. [Fezzik (42:08–42:58)] analyzed Washington's easy win over Chargers, calling them “a sneaky contender.” [Bell (45:02–47:46)] praised Detroit's 37–24 rout of Cincinnati as a “wipeout,” citing +13 turnover points and +252 hidden yards. [Bell (49:59–50:43)] warned power ratings ignore style—Detroit dominates early, KC thrives late. [Fezzik (51:59–52:19)] said Philly-Denver was even statistically, but Sean Payton's bold two-point try flipped momentum. [Bell (55:56–56:38)] said it forced Philly from clock-control comfort. [Fezzik (57:29–57:47)] lamented fading stars Barkley and Henry losing burst. [Bell (59:42–59:56)] ended on Indianapolis's rise; [Fezzik (1:00:10–1:00:24)] said they “might be the best team.” [Bell & Fezzik (1:05:03–1:07:22)] agreed old coaches like Belichick and Carroll can't adapt to the fast-changing league. [Fezzik (1:11:19–1:11:54)] closed with betting advice: “Target 7.5-win teams with young coaches for Coach of the Year.” [Fezzik (1:13:36–1:16:49)] finished humorously, describing a month at a luxury gym as a short burst of energy—an apt metaphor for fleeting success and needed renewal. Learn more about your ad choices. Visit megaphone.fm/adchoices

RJ Bell, Steve Fezzik and Mackenzie Rivers talk NFL recap for Week 5. [RJ Bell (0:06–0:20)] opened in disbelief over Arizona's collapse. [Steve Fezzik (0:20–1:05)] vented, “I had Arizona and Indy… easiest winner ever. And yet somehow it lost,” showing frustration with improbable losses. [Bell (1:15–1:52)] called it “two or three things that were a hundred to one each,” defining its absurdity. [Fezzik (2:24–3:08)] blamed player arrogance—“Hand the ball to the referee”—as Arizona, up 21–6, fumbled twice, turning a 99% win chance into defeat. [Rivers (3:08–3:24)] confirmed a 98% win probability even post-turnover. [Bell (5:08–6:04)] said Arizona's average win rate was 89%, second-most unlikely loss in a decade. [Fezzik (6:29–7:48)] slammed coaching “incompetence” for running three times and punting, gifting Tennessee a comeback. [Bell (7:49–9:37)] added metrics: –24 kickoff yards, –7 in turnovers plus sacks, yet 45% success rate vs Tennessee's 37%, proving superior play undone by mistakes. [Fezzik (9:53–10:15)] said Arizona repeats errors; [Bell (10:33–11:04)] tied that to Kyler Murray's weak leadership. [Fezzik (11:05–11:59)] contrasted him with Mahomes: “Mahomes dives on the ball… Kyler stands there,” showing passion vs passivity. [Bell (11:59–12:19)] moved to Baltimore's meltdown vs Houston. [Fezzik (12:19–14:25)] admitted his once–No.1 Ravens were “five points worse than average.” [Rivers (15:18–15:27)] cited Stroud's 99.5 QBR; [Bell (15:27–16:09)] added Houston's 61.5% success vs Baltimore's 37%. [Fezzik (16:19–16:24)] cut Baltimore three points, raised Houston 1.5. [Bell (16:54–17:49)] noted Houston's average snap 16 yards closer to scoring—total domination. [Fezzik (17:49–18:14)] confirmed 400–200 yard edge. [Bell (18:26–18:44)] said elite defense plus average offense makes Houston “well above average.” [Fezzik (19:13–19:31)] shifted to Giants-Saints: “five straight turnovers.” [Bell (19:31–20:05)] said that gave New Orleans a 34-point edge. [Fezzik (20:12–20:17)] noted Saints' red-zone flaws but solid play. [Rivers (21:18–21:36)] said they've covered nearly every game. [Bell (22:14–22:56)] saw Giants QB Dart as “slightly below average passer, above-average runner.” [Fezzik (23:13–23:28)] predicted more rushing. [Fezzik (25:17–26:06)] said Seattle “should have won 38–35,” averaging nine yards per play but losing from turnovers. [Bell (26:37–26:57)] added success rates: Seattle 62%, Tampa 51%, both elite. [Fezzik (29:24–30:35)] noted Rams outgained San Francisco by 2.3 yards per play but failed twice inside the five. [Rivers (32:17–32:35)] described 49ers' “dink-and-dunk” control style. [Bell (32:59–33:11)] compared Purdy to Mac Jones—efficient but limited. [Fezzik (36:04–38:22)] highlighted Minnesota's trick-play win over Cleveland, 49% vs 39% success rate and seven explosive plays to three. [Fezzik (42:08–42:58)] analyzed Washington's easy win over Chargers, calling them “a sneaky contender.” [Bell (45:02–47:46)] praised Detroit's 37–24 rout of Cincinnati as a “wipeout,” citing +13 turnover points and +252 hidden yards. [Bell (49:59–50:43)] warned power ratings ignore style—Detroit dominates early, KC thrives late. [Fezzik (51:59–52:19)] said Philly-Denver was even statistically, but Sean Payton's bold two-point try flipped momentum. [Bell (55:56–56:38)] said it forced Philly from clock-control comfort. [Fezzik (57:29–57:47)] lamented fading stars Barkley and Henry losing burst. [Bell (59:42–59:56)] ended on Indianapolis's rise; [Fezzik (1:00:10–1:00:24)] said they “might be the best team.” [Bell & Fezzik (1:05:03–1:07:22)] agreed old coaches like Belichick and Carroll can't adapt to the fast-changing league. [Fezzik (1:11:19–1:11:54)] closed with betting advice: “Target 7.5-win teams with young coaches for Coach of the Year.” [Fezzik (1:13:36–1:16:49)] finished humorously, describing a month at a luxury gym as a short burst of energy—an apt metaphor for fleeting success and needed renewal. Learn more about your ad choices. Visit megaphone.fm/adchoices

Hear "The Buck Belue Show" every weeknight from 6-8pm on 680 The Fan ad 93.7 FM, the 680 The Fan App available on Apple and Android, with your Smart Speaker by saying Alexa or wherever you get and listen to your favorite podcast! Get the latest on Georgia sports, newsmakers, and more! Buck’s Big Take – Top candidates for Braves coach What’s Poppin – Picks week Bulldog Beat – UK Breakdown CF Bounce – This weekend’s slate QB Club – QBR rankings Chop It Up – Chipper won’t be a manager See omnystudio.com/listener for privacy information.

Hear "The Buck Belue Show" every weeknight from 6-8pm on 680 The Fan ad 93.7 FM, the 680 The Fan App available on Apple and Android, with your Smart Speaker by saying Alexa or wherever you get and listen to your favorite podcast! Get the latest on Georgia sports, newsmakers, and more! Buck’s Big Take – Top candidates for Braves coach What’s Poppin – Picks week Bulldog Beat – UK Breakdown CF Bounce – This weekend’s slate QB Club – QBR rankings Chop It Up – Chipper won’t be a manager See omnystudio.com/listener for privacy information.

Connelly ranked the QBs through 4 games with QBR being a part of the equation as well as stats and a general eye test---and he has USC's Jayden Maiava at No. 1 (93.4 QBR), followed by Vanderbilt's Diego Pavia, Ole Miss' Trinidad Chambliss, Indiana's Fernando Mendoza, and Oregon's Dante MooreRaiola fits at 25th with a 77.2 QBR, and Connelly points out his TD/INT ratio is impressive, but is concerned about the amount of time it takes him to throw the ball (2.89 seconds on average, 108th nationally); extremely short passes (6.2 air yards per attempt, 123rd); and amount of sacks taken (28.6% sacks to pressures, 119th). Dylan can still grow as a player…will those stats improve? Show Sponsored by SANDHILLS GLOBALOur Sponsors:* Check out Avocado Green Mattress: https://avocadogreenmattress.com* Check out Hims: https://hims.com/EARLYBREAK* Check out Washington Red Raspberries: https://redrazz.orgAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

Munaf Manji, Mackenzie Rivers, Dave Essler and SleepyJ talk NFL contests for week 4. Munaf Manji (0:06 – 2:21) opened by welcoming listeners, recapping Week 3, and noting that Circa Survivor lost 3,154 entries with 13,811 remaining, each valued at $1,355. He emphasized that fading the top five most-selected teams has been profitable as they went 2-12-1 ATS at Westgate and 3-12 ATS at Circa, with one entry leading Circa Millions at 14-1. Sleepy J (5:45 – 8:53) chose the Titans +7 vs the Texans, saying “I think the Titans are slowly building. Cam Ward is looking a little bit better each and every game.” He highlighted Houston's lowest points per game, Tank Dell's absence, Mixon's struggles, and a weak offensive line. He argued Tennessee is hungrier and capable of an outright win. Munaf (8:53 – 10:08) agreed, calling the Texans' line inflated, citing receiver losses, Nick Chubb's decline, and predicting a fairer line closer to six. Dave Essler (10:09 – 10:43) also agreed, calling +7 too many points, though doubting Tennessee's ability to win outright. Mackenzie Rivers (10:52 – 12:06) picked Buccaneers +3.5 over the Eagles, arguing “The Eagles have underperformed all season. If you look at advanced stats, they could easily be one and two or oh and three.” He dismissed Philadelphia's late-game magic, noted Wirfs' return, Mayfield's strong play, and called the line exaggerated. Dave (13:27 – 16:29) agreed on Tampa, then picked the Broncos -7.5 over the Bengals, pointing to Denver's defense being top 10 in yards per play, number two in the red zone, and number one in TDs not allowed per game, while Cincinnati averaged only 49 rushing yards per game with Browning already turnover-prone. Munaf (16:30 – 17:12) backed this, citing Chase Brown's meager 93 yards on 2.0 YPC and Browning's five interceptions. Sleepy (17:14 – 19:17) hesitated on Denver due to the spread, saying “I would much rather pick a dead number game” but admitted Cincinnati's WRs could still threaten Denver's defense. Munaf (19:17 – 21:45) chose Steelers +2.5 vs Vikings in Dublin, pointing out Wentz faces new pressure, Pittsburgh's defense improved with T.J. Watt, and Jalen Warren emerged as a passing-game weapon. He predicted mistakes from Wentz would cost Minnesota. Sleepy (21:59 – 23:58) liked the Steelers too, stressing the importance of the 2.5 line in a low-total game, warning Wentz has struggled under pressure and “when you get a level-headed Aaron Rodgers, you don't get five turnovers.” Mackenzie (24:37 – 26:52) disagreed, backing Vikings, criticizing Rodgers' rankings (31st in PFF, 22nd in QBR), pointing to Pittsburgh's poor metrics, and saying “Favorites do well internationally.” Dave (27:07 – 27:50) sided with Mack, calling Pittsburgh's run game the second worst in the league and Rodgers incapable of carrying them. Survivor picks followed: Dave (30:12 – 32:01) took Patriots over Panthers, dismissing Carolina's win as turnover-driven, while Sleepy (32:06 – 35:42) also chose New England, adding, “How many chances are you going to get to really play New England? I think the chances to play them is this week.” Munaf (35:42 – 37:33) added Denver and possibly Texans as options but leaned Broncos. Mackenzie (37:34 – 38:50) favored Detroit, citing a profitable trend where underdogs who win as big dogs typically fail the next week, saying, “The Browns traveling to Detroit get smoked. And I think Carolina also is going to be a little bit overmatched in New England.” The show closed with humor, coupon codes, and Dave joking about being offered Fritos for Chase Brown, ending with optimism about continuing to deliver valuable picks Learn more about your ad choices. Visit megaphone.fm/adchoices

Griffin Warner and Lonte Smith talk CFB betting for Week 5. [00:00 | Speaker 3] The discussion begins with intensity: “Offense, play fast. Defense, swarm. Swarm and tackle.” The repeated demand to “out-block, out-tackle, out-hit, out-hustle” and “Leave no doubt tonight!” frames a theme of urgency and dominance. [00:45 | Griffin Warner] Griffin introduces the Week 5 show, joking about Vanderbilt's surprising success and admitting their bets went 0-2 after a 2-0 streak, showing how volatile the season can be. [02:10 | Lonte Smith] Lonte reflects on UConn: “The UConn play was the wrong side,” noting they had chances but “couldn't capitalize and couldn't stop Kelly on the run.” He highlights Vanderbilt scoring 72, their most since 1918, underscoring how explosive games can get. [05:30 | Griffin Warner] Alabama vs Georgia comes up with Alabama +3 and total 52. [06:15 | Lonte Smith] Lonte stresses “My number is exactly three,” pointing to both teams' weak pass rush. Georgia ranks outside the top 100 in EPA per pass and has just three sacks, while Alabama has only 31 pressures. He predicts “an explosion of big plays” and loves the over 52.5, leaning slightly to Georgia at home. [12:40 | Griffin Warner] Griffin asks about shifts in program power. [13:20 | Lonte Smith] Lonte explains, “Bama is second tier to what Georgia is doing,” crediting Kirby Smart's continuity and NFL pipeline, while contrasting Saban's defensive style with DeBoer's offensive focus. [15:00 | Griffin Warner] Next is LSU at Ole Miss, with Ole Miss -1.5 and total 54.5. [15:45 | Lonte Smith] Lonte breaks down the quarterback dilemma: Trinidad Chambliss has been “nothing short of sensational,” while Austin Simmons is turnover-prone. LSU can exploit Ole Miss's weakness, “outside the top 115 in rush success rate.” He says, “The over is good regardless of quarterback.” [21:20 | Griffin Warner] Moving to Ohio State at Washington, Griffin notes the line moved from -12.5 to -8.5. [22:00 | Lonte Smith] Lonte cites, “Five and nine straight up for Power Four quarterbacks making their first road start.” Washington has a 21-game home win streak, one of the best in the nation. He suggests betting Washington early before Ohio State's depth shows, expecting an eventual Buckeye win by eight or nine points. [28:15 | Griffin Warner] Griffin asks why bettors move against “the number one program.” [28:40 | Lonte Smith] Lonte answers that sharps love home dogs, adding Washington's momentum, dual-threat QB De'Mon Williams, and cross-country travel factors make this a prime spot. [31:00 | Griffin Warner] Griffin introduces Oregon at Penn State, Oregon +3.5. [31:30 | Lonte Smith] Lonte says, “I love Penn State in this spot.” He criticizes Drew Aller, “outside the top 100 in QBR,” and weak receivers, but expects Penn State's elite defense in a whiteout to overwhelm Oregon despite Dante Moore's strong play. He predicts a 9-10 point Penn State win. [37:00 | Griffin Warner] Griffin highlights the impact of a night game at Happy Valley and travel challenges. [38:10 | Lonte Smith] Lonte agrees, noting Penn State's balance and defensive edge. [39:45 | Griffin Warner] Griffin offers promo code “Blitz20.” [41:00 | Lonte Smith] Lonte's best bet is Illinois +7 vs USC, citing USC's struggles traveling east and poor defense: “124th in rush success rate allowed.” With RB Aiden Lowry returning and QB Luke Altmyer's legs, Illinois can bounce back. [44:00 | Griffin Warner] Griffin agrees on the full touchdown value. His best bet is over 54.5 in LSU vs Ole Miss, banking on scoring regardless of quarterback uncertainty. [46:00 | Closing] Both hosts thank listeners, preview October matchups, and hope to rebound with winners. Learn more about your ad choices. Visit megaphone.fm/adchoices

Griffin Warner and Lonte Smith talk CFB betting for Week 5. [00:00 | Speaker 3] The discussion begins with intensity: “Offense, play fast. Defense, swarm. Swarm and tackle.” The repeated demand to “out-block, out-tackle, out-hit, out-hustle” and “Leave no doubt tonight!” frames a theme of urgency and dominance. [00:45 | Griffin Warner] Griffin introduces the Week 5 show, joking about Vanderbilt's surprising success and admitting their bets went 0-2 after a 2-0 streak, showing how volatile the season can be. [02:10 | Lonte Smith] Lonte reflects on UConn: “The UConn play was the wrong side,” noting they had chances but “couldn't capitalize and couldn't stop Kelly on the run.” He highlights Vanderbilt scoring 72, their most since 1918, underscoring how explosive games can get. [05:30 | Griffin Warner] Alabama vs Georgia comes up with Alabama +3 and total 52. [06:15 | Lonte Smith] Lonte stresses “My number is exactly three,” pointing to both teams' weak pass rush. Georgia ranks outside the top 100 in EPA per pass and has just three sacks, while Alabama has only 31 pressures. He predicts “an explosion of big plays” and loves the over 52.5, leaning slightly to Georgia at home. [12:40 | Griffin Warner] Griffin asks about shifts in program power. [13:20 | Lonte Smith] Lonte explains, “Bama is second tier to what Georgia is doing,” crediting Kirby Smart's continuity and NFL pipeline, while contrasting Saban's defensive style with DeBoer's offensive focus. [15:00 | Griffin Warner] Next is LSU at Ole Miss, with Ole Miss -1.5 and total 54.5. [15:45 | Lonte Smith] Lonte breaks down the quarterback dilemma: Trinidad Chambliss has been “nothing short of sensational,” while Austin Simmons is turnover-prone. LSU can exploit Ole Miss's weakness, “outside the top 115 in rush success rate.” He says, “The over is good regardless of quarterback.” [21:20 | Griffin Warner] Moving to Ohio State at Washington, Griffin notes the line moved from -12.5 to -8.5. [22:00 | Lonte Smith] Lonte cites, “Five and nine straight up for Power Four quarterbacks making their first road start.” Washington has a 21-game home win streak, one of the best in the nation. He suggests betting Washington early before Ohio State's depth shows, expecting an eventual Buckeye win by eight or nine points. [28:15 | Griffin Warner] Griffin asks why bettors move against “the number one program.” [28:40 | Lonte Smith] Lonte answers that sharps love home dogs, adding Washington's momentum, dual-threat QB De'Mon Williams, and cross-country travel factors make this a prime spot. [31:00 | Griffin Warner] Griffin introduces Oregon at Penn State, Oregon +3.5. [31:30 | Lonte Smith] Lonte says, “I love Penn State in this spot.” He criticizes Drew Aller, “outside the top 100 in QBR,” and weak receivers, but expects Penn State's elite defense in a whiteout to overwhelm Oregon despite Dante Moore's strong play. He predicts a 9-10 point Penn State win. [37:00 | Griffin Warner] Griffin highlights the impact of a night game at Happy Valley and travel challenges. [38:10 | Lonte Smith] Lonte agrees, noting Penn State's balance and defensive edge. [39:45 | Griffin Warner] Griffin offers promo code “Blitz20.” [41:00 | Lonte Smith] Lonte's best bet is Illinois +7 vs USC, citing USC's struggles traveling east and poor defense: “124th in rush success rate allowed.” With RB Aiden Lowry returning and QB Luke Altmyer's legs, Illinois can bounce back. [44:00 | Griffin Warner] Griffin agrees on the full touchdown value. His best bet is over 54.5 in LSU vs Ole Miss, banking on scoring regardless of quarterback uncertainty. [46:00 | Closing] Both hosts thank listeners, preview October matchups, and hope to rebound with winners. Learn more about your ad choices. Visit megaphone.fm/adchoices

What a weekend in Seattle sports. The M’s are poised to win the AL West after sweeping the Astros, the Seahawks have ascended to the top of the DVOA leaderboard and Demond Williams Jr. is second nationally in QBR after … Continue reading →

Most business owners come into the financial game as the quarterback. They're telling their CPA and financial advisor what they need and when they need it instead of working as a team to plan out a cohesive strategy. This needs to change. Listen to the latest episode of the podcast to learn why your business needs a financial team that works together, and how to incorporate tax planning strategies into your operation, so you're not overpaying taxes and maximizing the odds of your long-term success. Tanner is a CPA with 22 years of experience in the tax world. Born and raised in Utah, Tanner was a natural mathematician and considered joining the FBI as an accountant but didn't end up going that route. He spent 12 years with five different CPA firms, discovering what he liked and didn't like, before venturing out on his own. The Trump tax cuts expire in 2025 and a lot of professionals are anticipating higher tax rates in the near future. One tax benefit that is likely to expire is the QBR deduction for small business owners. Every client is different, but one piece of advice that every business owner can benefit from is choosing the right entity. A lot will depend on what your lifestyle looks like and what you are already paying for. Tax deductions are great but finding tax credits is even better. A good example is the Research and Development tax credit, which can go back as many as three years. Most people wait until there is an immediate need to contact their CPA, but that leaves a lot of opportunity on the table. Tax planning is very different from tax preparation. Tax planning occurs throughout the year and is a more proactive approach that many don't realize is an option. The relationship you have with your CPA is crucial and can play a pivotal role during tax season. With a good relationship you also get the benefit of your CPA's experience in other industries. Taxes are changing all the time, so it helps to have someone you can reach out to throughout the year. Having a financial plan should incorporate tax mitigation strategies. You, your financial planner, your attorney, and your CPA should be working as a team to manage your business finances. The more they can communicate and work together, the more effective they can be. There are a lot of inefficiencies in your business by having your financial plan and tax plan operating in separate silos. Individually, everyone does their job well, but when working together they can really shine. Typically, there's a three-year window on filing for a refund claim. If you feel like your current CPA may not be bringing all the opportunities to your attention, it might benefit you to get a second opinion. If you're planning on selling your business, there are a few things to keep in mind. Is it a stock sale or an asset sale? Do you have clean and accurate records? Plan your sale as far out in advance as you can to make sure you have all that you need for a smooth transition. One of the most underrated and overlooked aspects of tax planning is your bookkeeping for your businesses. Monthly bookkeeping makes it a lot easier to plan and stay ahead of the finances and taxes compared to waiting until January or April to figure out what you have to do. If you make a lot of money, you're going to pay taxes, and that's just the way it is. But when it's a surprise, that's where the problem comes into play.     Mentioned in this episode: BrianSkrobonja.com Common Sense Financial Podcast on YouTube  Common Sense Financial Podcast on Spotify MTAconsulting.net     Brian Skrobonja and Tanner Adams are not affiliated. There is no compensation exchanged between Brian Skrobonja and Tanner Adams. Securities offered only by duly registered individuals through Madison Avenue Securities, LLC. (MAS), Member FINRA & SIPC. Advisory services offered only by duly registered  individuals through Skrobonja Wealth Management (SWM), a registered investment advisor. Tax services offered only through Skrobonja Tax Consulting. MAS does not offer Build Banking or tax advice. Skrobonja Financial Group, LLC, Skrobonja Wealth Management, LLC, Skrobonja Insurance Services, LLC, Skrobonja Tax Consulting, and Build Banking are not affiliated with MAS. The firm is a registered investment adviser with the state of Missouri, and may only transact business with residents of those states, or residents of other states where otherwise legally permitted subject to exemption or exclusion from registration requirements. Registration with the United States Securities and Exchange Commission or any state securities authority does not imply a certain level of skill or training. Advisory services are only offered to clients or prospective clients where Skrobonja Wealth Management, LLC and its representatives are properly licensed or exempt from licensure. This website is solely for informational purposes. Past performance is no guarantee of future returns. Investing involves risk and possible loss of principal capital. No advice may be  rendered by Skrobonja Wealth Management, LLC unless a client service agreement is in  place. Skrobonja Financial Group, LLC provides links for your convenience to websites produced by other providers of industry related material. Accessing websites through links directs you  away from our website. Users who gain access to third party websites may be subject to the copyright and other restrictions on use imposed by those providers and assume responsibility and risk from use of those websites. Any references to protection, safety or  lifetime income, generally refer to fixed insurance products, never securities or investments. Insurance guarantees are backed by the financial strength and claims paying abilities of the  issuing carrier. This is intended for informational purposes only. It is not intended to be used as the sole  basis for financial decisions, nor should it be construed as advice designed to meet the particular needs of an individual's situation. Our firm is not permitted to offer, and no  statement made on this site shall constitute tax or legal advice. Our firm is not affiliated with or endorsed by the U.S. Government or any governmental agency. The information and  opinions contained here in provided by third parties have been obtained from sources believed to be reliable, but accuracy and completeness cannot be guaranteed by our firm. Any media logos and/or trademarks contained herein are the property of their respective owners and no endorsement by those owners of Brian Skrobonja is stated or implied. The awards, accolades and appearances are not representative of any one client's experience and is not indicative of future performance. Each of these awards have set criteria for their nominations and eligibility requirements. “Best Wealth Managers” and “Future 50 Company” are annual surveys conducted by Small Business Monthly. The winner is chosen by an online vote of the general public and no specific criteria is utilized to determine the winner other than number of votes. Some voters may not be clients of Brian Skrobonja and Skrobonja Financial Group. These awards are not representative of any one client's experience and is not indicative of future performance.

Andrea Bumstead, founder of CS Impact and fractional Chief Customer Officer, shares how she built her business by solving big challenges companies were too hesitant to commit to full-time. She explains why CS teams must tie themselves directly to revenue, the pitfalls of traditional QBRs and her 15-minute QBR framework, and how to forecast renewals in messy real-world environments. Andrea also offers advice to GTM leaders on why investing in yourself is the best way to keep pace in today's rapidly evolving landscape.

Rod Villagomez and Munaf Manji talk NFL waiver wire moves. NFL Week 2 Waiver Wire Highlights Rod Villagomez (0:06 – 0:49) opened with Week 1's excitement, calling Josh Allen “a dangerous man” after a monster fantasy outing. Munaf Manji (0:50 – 2:26) noted sluggish early games but praised Sunday night football. He reminded that survivor pools had low Week 1 eliminations compared to prior years. Rod (2:26 – 3:47) stressed the need to hit waivers early, sharing Allen gave him 50 fantasy points yet he still lost. Munaf (3:48 – 5:03) highlighted injuries: George Kittle, Drake London, Evan Engram, Brock Bowers. He spotlighted Dylan Sampson (CLE): weak rushing (12 for 29) but stellar receiving (8 catches, 64 yards, 43% snaps). Rod (5:04 – 6:23) added Bijan Robinson picked up London's slack as a pass-catcher, while Jake Tonja could fill in for Kittle. Munaf (6:24 – 8:13) praised CLE's defense holding Burrow to 113 yds and Chase to 26, while Sampson looked like a waiver gem. Rod (8:14 – 10:52) hyped Daniel Jones (IND): 22/29, 272 yds, 1 TD, just 5% rostered. Munaf (10:53 – 13:16) added Jones' 2 rushing TDs, 87.6 QBR, noting he scored on every drive. Rod & Munaf (13:17 – 19:38) warned on Tua (7.3 pts), Darnold (5.4), Dak (7.8) and blasted Russell Wilson's 25.6 QBR, saying Jackson Dart could replace him soon. Chargers (19:39 – 24:06): Quentin Johnston exploded with 5 catches, 79 yds, 2 TDs; still only 9% rostered Yahoo. Keenan Allen also strong (7 for 68, 1 TD). Chiefs (26:10 – 28:36): With Xavier Worthy hurt, Hollywood Brown drew 16 targets, 10 for 99; JuJu added 5 for 55. Patriots (30:18 – 34:44): Kayshon Boutte shined (6 for 103) and is 1% rostered. Tight Ends (34:45 – 41:52): Juwan Johnson (NO) led TEs with 8 for 76 on 11 targets, rostered in just 2%. Steelers (41:47 – 47:40): Aaron Rodgers torched his old Jets with 244 yds, 4 TDs; 7th-best QB of Week 1. Available in most leagues. Justin Fields added 218 pass yds + 2 rushing TDs. Rod (47:41 – 48:34) closed urging proactive waiver moves and flagged Pregame's Kickoff25 promo. ✅ Top Adds: Dylan Sampson, Daniel Jones, Quentin Johnston, Hollywood Brown, Kayshon Boutte, Juwan Johnson, Aaron Rodgers. Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of Generation AI, hosts Ardis Kadiu and JC Bonilla examine the widely misinterpreted MIT report claiming "95% of GenAI pilots fail," exploring why this headline misses the real story. While individual employees are finding significant value with AI tools (90% use personal AI regularly), organizations struggle to capture this value at the enterprise level—not because the technology doesn't work, but due to change management, leadership alignment, and implementation challenges. Through Element451's own QBR automation struggles, the hosts illustrate how the gap between impressive demos and measurable business impact stems from organizational readiness, not technological limitations. They discuss why vendor solutions succeed at twice the rate of internal builds (67% vs 33%), introduce Forward Deployed Engineers as the bridge between technology and business context, and explain why back office automation delivers higher ROI than marketing despite budget allocation. This conversation provides practical guidance for higher education leaders on moving from shadow AI productivity gains to true enterprise transformation, emphasizing that the challenge isn't whether AI works—it's how organizations need to evolve to capture its value.AI Deployment Reality Check: The 95% Failure Rate (00:01:35)MIT report reveals 95% of GenAI pilots fail to deliver P&L impactOnly 5% achieve rapid revenue growthDiscussion of how this mirrors Element451's internal experiencesThe difference between pilots, POCs, and actual productsThe Shadow AI Phenomenon (00:02:43)90% of employees using personal AI tools vs enterprise subscriptionsBottom-up adoption through consumer tools like ChatGPTWhy organizations can't measure or control individual productivity gainsThe challenge of enterprise AI adoption vs consumer AIBuilding vs Buying: The Success Rate Gap (00:03:34)Internal build success rate: 33%Vendor purchase success rate: 67%Why vertical solutions outperform generic toolsThe importance of domain expertise in AI deploymentElement's QBR Case Study: When AI Projects Struggle (00:14:18)Quarterly Business Review automation challengesThe gap between data analytics and expert interpretationWhy AI needs embedded best practices and rubricsThe difference between finding patterns and implementing expertiseMarketing vs Back Office: Where Real ROI Lives (00:24:10)Over 50% of AI budgets go to sales and marketingWhy back office automation delivers higher returnsThe binary nature of workflow automation successExamples: fraud detection, application review, transcript analysisThe Forward Deployed Engineer Model (00:35:56)Origin from Palantir's government contractsHow OpenAI uses FDEs for enterprise clientsThe hybrid role: technical expertise + business understandingWhy traditional consultants can't fill this gapThe Unicorn Problem: Finding AI Operations Specialists (00:41:24)Scarcity of people who understand both workflows and AI technologyWhy agencies need to evolve their business modelsThe opportunity for innovative consultanciesElement's challenge in scaling deployment expertiseKey Recommendations for Institution Leaders (00:45:18)Move from bottom-up to top-down AI strategyProperly resource AI initiatives (not just IT side projects)Buy rather than build for 2x success rateLook for vertical solutions with deep domain knowledgeInclude internal champions in deployment projectsFinal Thoughts: Moving Beyond Productivity to Transformation (00:49:31)The shift from individual productivity to enterprise ROIWhy POC success doesn't equal business impactThe importance of AI workflow coverageAccepting that most organizations aren't behind—everyone is struggling - - - -Connect With Our Co-Hosts:Ardis Kadiuhttps://www.linkedin.com/in/ardis/https://twitter.com/ardisDr. JC Bonillahttps://www.linkedin.com/in/jcbonilla/https://twitter.com/jbonillxAbout The Enrollify Podcast Network:Generation AI is a part of the Enrollify Podcast Network. If you like this podcast, chances are you'll like other Enrollify shows too! Enrollify is made possible by Element451 — The AI Workforce Platform for Higher Ed. Learn more at element451.com.

Unlock the secrets to revolutionizing your sales strategy with the power of AI! Join us as we sit down with Drew Regan, Global Leader, CRM Modernization & AI Solutions at Microsoft, who brings fresh insights from his recent move from Salesforce. Discover how AI is not just a buzzword but the backbone of a seamless, efficient work environment, helping businesses consolidate data and obliterate silos. With Microsoft's cutting-edge applications like Azure, Outlook, and Dynamics, you'll learn how to harness AI for dynamic, streamlined processes that transform mundane tasks into strategic opportunities. Say goodbye to the drudgery of manual data entry and hello to a new era of CRM efficiency. We tackle the common frustrations of sales professionals burdened by traditional CRM systems and unveil how AI and automation, through platforms like Microsoft's Dynamics 365 and Salesforce, are game changers. Imagine freeing up valuable time to focus on building customer relationships instead of logging information. Our conversation underscores the value of a unified platform that eliminates complexity and boosts productivity, all while keeping the focus on what truly matters—driving business success through meaningful customer interactions. As we explore the future of AI in sales, witness firsthand the immense potential of AI-driven tools like Microsoft's Copilot and Dynamics. These technologies drastically cut down the time and effort needed for tasks like preparing QBR presentations, empowering sales teams to prioritize strategic deals. From enhancing decision-making with precise data analytics to automating routine tasks, AI is reshaping modern business practices. You'll hear real-world examples of how AI optimizes field service operations and meeting preparations, paving the way for a more productive and successful future. Don't miss out on learning how AI is not just a tool but a strategic partner in revolutionizing your sales processes. Drew Regan is a Global Leader and Principal Business Program Manager based in Charleston, South Carolina, guiding organizations of all sizes to modernize CRM with an AI-first approach across all stakeholders. With a strategic mindset and passion for innovation, Drew helps businesses transform with speed to stay ahead of the competition and drive measurable impact by deploying productivity and automation across their entire operation. As a strategic and trusted partner, Drew leads customers through the AI-driven shift from legacy CRM systems to modern, intelligent enterprise platforms, enabling smarter engagement and scalable growth. His programmatic approach, collaborative leadership, and results-oriented mindset empower teams and customers to thrive in today's dynamic digital landscape.   Quotes: "AI isn't just a buzzword—it's becoming the backbone of a seamless and efficient work environment, helping businesses obliterate silos and consolidate data."  "With Microsoft's cutting-edge applications like Azure, Outlook, and Dynamics, AI is transforming mundane tasks into strategic opportunities, paving the way for modern sales success."  "Say goodbye to the drudgery of manual data entry and hello to a new era of CRM efficiency where AI and automation become game changers."  "The true power of AI lies in its ability to automate routine tasks, allowing sales teams to focus on what truly matters—building meaningful customer relationships and driving business success."    Links:  Drew's LinkedIn - https://www.linkedin.com/in/drew-regan-01272b7/ Microsoft - https://www.microsoft.com/en-us/ Find this episode and all other Sales Lead Dog episodes at https://empellorcrm.com/salesleaddog/ 

Quarterly Business Review (QBR) made SIMPLE for solopreneurs & small businesses—audit, align & accelerate growth in 90 days! ⏱️ TIMESTAMPS 0:00 Intro – why you need a QBR 1:02 What IS a Quarterly Business Review? 2:25 The danger of drifting & the power of a strategic pause 4:05 4-Part QBR Framework: Goals • Systems • Feedback • Finances 8:22 Set 1-3 high-impact priorities for the next quarter 11:05 Break priorities into monthly milestones & checkpoints 12:30 Lock in your next QBR date (non-negotiable!) 13:15 Final tip + YOUR 60-minute challenge

Are your customers ghosting your QBR invites? Let's be real… every CSM has faced the dreaded silence or worse, the wrong people showing up. But here's the ugly truth leadership never told you. It's not your QBR's timing, your agenda, or your follow-ups. It's that your meetings are about you, not your customer.In this episode, I break down the single biggest mistake 99% of CSMs make with their QBRs and hand you my simple 3-step framework to flip the script—from ignored invites to strategic sessions your customers actually want to attend. We'll dig into exactly what to research, how to reframe your outreach, and the one pro move that gets even busy execs leaning in. Craving the kind of executive buy-in that accelerates renewals, expansions, and your own career? Hit play, because everything you've learned about QBRs is about to change, starting now!

Tired of being treated like the company's junk drawer? Frustrated that executives don't see the strategic value of your CS team? Struggling to get buy-in for the resources and respect you deserve? Rob Zambito, founder of Success Scaled Consulting and three-time VP of Customer Success, joins us to reveal how behavioral psychology transforms CS teams from reactive everything departments into proactive revenue-generating engines. With his unique background in consumer psychology and behavioral economics, Rob shares the secrets to what separates successful CS leaders from those stuck on every QBR.BY THE TIME YOU FINISH LISTENING, YOU'LL DISCOVER: Why customer decisions are driven by cognitive biases (not logic) and how to leverage this for better outcomesThe difference between being "strategic" and having a clear team charter that executives actually understandHow to translate CS work into executive language that gets you a seat at the leadership tableThe forecasting approach that proves CS is a revenue function, not just a "happiness department.Why CS teams need different personas and the 5 key types every CS leader should recognizeThe research methodology mindset that helps you test assumptions and avoid infinite loopsHow to stop being the company junk drawer by establishing clear boundaries and focusWhy asking customers directly often beats complex health score algorithmsStop letting your team be everyone's dumping ground and start getting the executive respect you've been fighting for.

In this short segment of the Revenue Builders Podcast, we revisit the discussion with George Mogannam, CRO of Celigo, to explore the foundational gaps that hinder scalable growth—particularly in recruiting, onboarding, and team cohesion. George unpacks what most companies miss when trying to scale, including the absence of ideal hiring profiles, lack of onboarding discipline, and broken internal processes. He also emphasizes the power of in-person connection, the hidden cost of remote culture, and the importance of aligning internal teams during growth surges.KEY TAKEAWAYS[00:00:25] Common Gaps in Scaling Sales Teams: Many organizations lack ideal hiring profiles, onboarding processes, KPIs, and operational rhythms.[00:01:40] Remote Work's Cultural Void: Remote work has eroded the informal peer-to-peer learning and camaraderie critical to high-performing sales teams.[00:02:37] Why In-Person Teams Outperform: George shares research that shows 4x higher churn in remote teams versus co-located ones—highlighting the need for centralized sales orgs.[00:03:37] The True ROI of Sales Kickoffs: More than training, it's the peer interaction, story-sharing, and cross-learning that drive culture and performance.[00:04:30] The Overlooked Bottleneck in Scaling: Many CROs underestimate internal readiness for hiring sprees, especially around slow offer letter processes and internal misalignment.[00:06:59] Fixing Internal Bottlenecks: George details how his team automated contract counter-signatures to reduce booking delays and avoid customer disruptions.QUOTES[00:01:14] “There's a sales process, but no one's really utilizing it… there's no discipline around it.”[00:02:01] “You will get four times higher churn when everybody's remote versus when people are together.”[00:03:37] “The priceless part comes from them all engaging together... more powerful than all the formal training.”[00:04:59] “Companies don't realize they're a walking audition for what it's going to be like to work for them.”[00:06:41] “That's how you burn cash in an organization—when internal readiness doesn't match external hiring urgency.”[00:07:27] “If the order isn't executed at the proper time, we can accidentally shut the customer off.”Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/scaling-high-growth-sales-organizations-with-george-mogannamEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/

In this episode of MSP Business School, Brian Doyle dishes out a raw and insightful exploration of business reviews within the MSP industry. Addressing a trending topic on LinkedIn, Brian questions why strategic business reviews are suddenly being regarded as novel. By revisiting the foundational purpose of Business Reviews, he seeks to realign them with their intended strategic nature. Through this episode, Brian emphasizes how MSPs can harness effective roles such as VCIOs, account managers, and customer success reps to better execute these reviews. Brian discusses the importance of establishing strategic business reviews that prioritize client outcomes over mere sales efforts. He highlights how a truly strategic QBR can transform client relationships, enhance retention, and open avenues for new revenue opportunities. Throughout the episode, Brian reiterates the critical role of VCIOs in marrying technical insights with business strategies to deliver meaningful value to customers. By focusing on understanding a client's goals, challenges, and overall business objectives, MSPs can create and present tailored roadmaps that align with strategic initiatives. Key Takeaways: Strategic business reviews should focus on client outcomes and long-term goals rather than solely attempting to drive immediate sales. The roles of account managers, customer success reps, and particularly VCIOs are crucial in conducting effective strategic business reviews. A successful QBR involves understanding the client's business challenges, goals, and aligning proposed solutions with these strategic objectives. Consistently delivering fresh insights and updating meeting cadences can revitalize client engagement and involvement in their business reviews. Demonstrating risk, ROI, and the tangible benefits of proposed projects can significantly reduce sales friction and enhance client decision-making processes. Show Website: https://mspbusinessschool.com/ Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/ Sponsor vCIOToolbox: https://vciotoolbox.com  

In this insightful episode, Brian Doyle leads a detailed examination of VCIO and fractional VCIO services, much to the benefit of Managed Service Providers (MSPs) looking to expand their leadership roles. By delving into strategies that elevate MSPs beyond standard practices, Brian showcases how these roles fulfill a crucial need for innovation and cybersecurity adherence in businesses lacking internal CIOs. Throughout the discussion, he shares how fractional VCIO services present new opportunities for MSPs to charge for deeper strategic services. Through the lens of his extensive 17-year experience in the MSP industry, Brian reveals the pitfalls MSPs often face by offering comprehensive VCIO services without sufficient compensation. By detailing the distinctions between traditional technology business reviews and the strategic integration potential of fractional VCIO, Brian provides a roadmap for MSPs to enhance their customer relations while capturing new revenue streams. He also explores the importance of understanding client operations and the collaboration required across all organizational levels to effectively implement these services. Key Takeaways: VCIO as a Service Benefits: Discover the essential role of VCIO and fractional VCIO services in bridging strategic leadership gaps within businesses, pushing beyond typical QBR obligations. Monetizing Strategic Services: Brian explains how MSPs can successfully transition from free service delivery to a revenue-generating fractional VCIO model. Customer Engagement and Strategy: Learn how to engage with key customer stakeholders across varying levels, ensuring alignment of technology strategies with business objectives. Building Effective Packages: Insights into creating tiered service packages that scale with client needs, potentially unlocking new revenue for MSPs. Common Pitfalls: Guard against common errors in providing uncompensated services, ensuring profitability while maintaining high-value client relationship Show Website: https://mspbusinessschool.com/ Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/ Sponsor vCIOToolbox: https://vciotoolbox.com

In total QBR, measuring a quarterback's efficiency, Aaron Rodgers was 28th with a 48 QBR. Russell Wilson and Kirk Cousins had better QBRs. Where does Aaron Rodgers rank in AFC quarterbacks? We have him either 8th or 9th. How many quarterbacks on the Steelers' schedule are better than Rodgers?

Hour 3 with Donny Chedrick: In total QBR, measuring a quarterback's efficiency, Aaron Rodgers was 28th with a 48 QBR. Russell Wilson and Kirk Cousins had better QBRs. Where does Aaron Rodgers rank in AFC quarterbacks? We hear what Adam Schefter said about Aaron Rodgers being the third option for the Steelers now. It's pretty clear the Steelers are going to try and move up in the draft.

According to the State of Sales Enablement Report, organizations utilizing enablement tools are 52% more likely to engage in formal collaboration with cross-functional stakeholders. So, how can you effectively collaborate across the business to drive transformation?Shawnna Sumaoang: Hi, and welcome to the Win-Win podcast. I’m your host, Shawnna Sumaoang. Join us as we dive into changing trends in the workplace and how to navigate them successfully. Here to discuss this topic is Lauren Richardson, senior vice president of sales transformation operations at NTT Data. Thank you for joining us. Lauren. I’d love for you to tell us about yourself, your background, and your role. Lauren Richardson: Hi, Shawnna, it great to be on the podcast series today. Thank you so much. I am senior vice president of sales operations transformation and in this role we are driving transformation across NTT, especially for the selling community. I’ve been at NTT now 10 years, and prior to that I was at Microsoft, I was at Nandos, and I also had a wonderful opportunity to run my own business for about 10 years. This has really put me in a fantastic position in a generalist role to drive transformation in an integration of a company this size. SS: Well, Lauren, we’re excited to have you here on the podcast as well, so thank you so much for taking the time to join us. In your role as a sales transformation operations leader, what are key initiatives that you’re focused on driving this year, and how are you bringing these transformations to life through your strategic programs? LR: It’s an interesting one, Shawnna. Our journey with NTT Holdings has over the last five years, been taking the companies outside of Japan and then been integrating them or merging them into one organization. So in the last year, we integrated NTT Data, NTT Data Services and Entity Limited. Now in the integration, you can imagine the transformation that would have to drive is more one of standardization, simplification, and really bringing this organization to operate as one. So when we look at sales transformation, we are running projects like one CRM, one revenue enablement platform, one sales performance management tool. So these are the projects that we are focusing on because we need to drive the simplification before we can truly drive innovation and transformation for the organization. SS: I love that. In your opinion, what is the strategic advantage of an enablement platform in supporting the success of your sales transformation initiatives? LR: It’s absolutely critical. So when we launched the one enablement platform in October, 2024, it was the only platform that, regardless of your legacy company, you could access through single sign-on, which meant there was only one place a seller could go to to find out around our one portfolio offering. There was only one place that they could go to for training. They could go for information, they could go for change management. Absolutely critical from our Salesforce team to have this one stop that it doesn’t matter if you’re in Americas, if you’re in Taiwan, if you’re in Australia, you could access Highspot, for example, to be able to find out what is our one portfolio, what are we doing in industry? What is the training that is available for me to learn about our new portfolio? So absolutely critical to drive one repository, one change management, and one enablement tool. SS: Amazing. Now, in the introduction, we talked about the importance of stakeholder relationships. Now I know that that is one of your strengths in building really meaningful long-term stakeholder relationships. How do you foster these relationships at all levels of the business to drive your transformation initiatives forward? LR: Yes, I absolutely love stakeholder management. For me, it’s about building trust and at every level of the organization trust is foundational. I have three things that I look at. First is listen and learn. How to make sure that you truly listening from their perspective, what are the challenges that they are facing and learn from that conversation. The second one for me is around response. So if somebody is contacting me or trying to set up a meeting with me, or sending me an email, or trying to communicate with me, ensuring that I respond immediately or within a 24 hour period to be able to get the trust that I’m going to actually listen and learn. And then finally is around integrity and kindness. I think acting with integrity in everything that you do, whether it’s a crazy transformational project, it takes nothing to have integrity and treat people with kindness. And I think with those three things comes to the core, building that trust, whether you’re an executive member, whether you are part of the project delivery team, if you have those elements in place and they trust you and they believe in you, you can drive the transformation for this organization. SS: I like those three principles. How have these strong stakeholder relationships helped you optimize and innovate your transformation initiatives? LR: I think for us was around simplification in a lot of the integration moments with this organization. I. We didn’t necessarily have the mandate to deliver on something. I’ll give you an example. Highspot was a legacy tool that we used for for limited, and in creating this one NTT data in the tool wasn’t used across the organization and we didn’t have the mandate to operationalize it across the organization and our CEO said to us. Lauren, if you can get the Americas to buy into Highspot, you’ll have the mandate for that to be a tier one enablement platform. But I had to use influence. And with the influence of that, I was working with people I’d never worked with before and I had to build that trust so that when I made the statement, I really believed that this is the right way to go for the organization. They believed in me and they believed that influence is the right thing to do. So, absolutely key to success. If the stakeholder believes in you, you can drive anything, but you’ve gotta follow through on that trust. You’ve gotta deliver on your promise. And that’s how I approached it for this initiative. SS: Amazing. I absolutely love that Lauren. Now, NTT data operates with a pretty complex business structure across 50 countries. How do you maintain consistency in your strategy while still adapting to the unique needs of the different stakeholders in your global teams? LR: It’s a challenging one, because the client is owned at the edge by the edge. It gives them a lot of autonomy to adjust to what the client would need in country. But I strongly believe that without simplification and standardization. You will not scale for growth and their edge or the countries rely on us to make sure that there is one tool, that there is one process, that the operational heartbeat of the company is sound. In order to be able to focus on the client. So I think it’s really understanding that would a group function be responsible for the edge, but also making sure that we are making their life easier through the operational standardization that we are driving, and that the growth strategy can come a lot easier at the edge if those foundational layers are in place. SS: Absolutely. Now, along with the large global reach, your programs also support different role types across the business, from client managers to solution architects and more. What are your best practices for developing programs that really resonate with each role? LR: It’s a topic that’s very close to my heart because I really believe that we need a persona driven strategy. So when we designed the revenue enablement framework – the framework that would inform how we build Highspot for NTT data in. We had a persona first lens to that. And for us it’s around creating how do you make sure that the persona has the right information at their fingertips. In the moment that matters the most. So if it’s a solution architect and he’s preparing for an RFP moment, well, how does he get his hands on that content or training or information or insights or data in the moment that matters in that RFP? If I’m a client manager and I’m preparing for A QBR, how do I find the information that helps me prepare for that QBR? So for when we designed the revenue enablement framework, we selected four primary personas and we did the tagging and the connection of to the material and the training within Highspot, through that persona, identifying that the moment that matters the most for them. And we did a number of interviews across the organization to make sure that we understood their moments. What are those top five, those top eight moments that mean so much to you? And how do we make sure that we can connect you to that moment at the time that it matters with a client? So for us, it’s absolutely critical. Persona driven mapping. Persona driven journeys is where the maturity of the organization will come through in our enablement platform. SS: Amazing. Absolutely amazing. Lauren, to shift gears a little bit, I know that you are a data-driven leader. How do you use data to inform and enhance your strategic programs to drive your transformation efforts and deliver on business goals? LR: I think data is, is there’s so much data. It’s it, it can actually work against you if you are not asking the right question. So when I look at the data, I definitely look with a lens of looking backwards, help me see trends that are happening, help describe a moment for me so I can see the insights against that trend. Then once I have the historic view, what’s happening, I start to look at the predictive. Where are we going with this? How do we forecast? How do we use machine learning to be able to anticipate where we’re gonna be going? And then once we’ve looked at the predictive, then I’ll probably look at how we then use the insights against that to prescribe to the organization how we should address where we are going. So it’ll be the three words for me, you know, describe, to be able to predict and then be able to, uh, look backwards in terms of describing. So, describe, predict and prescribe would be the three words for me. SS: I love that. Since launching Highspot, what results have you seen and are there any key wins or notable business outcomes you can share? LR: So we launched HighSpot for Entity Data Inc in October. First and foremost, we’ve got Americas on board. So you would’ve remembered I said the CEO Lauren get Americas and, and you’ve got a tier one platform. We now have it as a tier one platform for entity entity dating, which means it’s part of our, our digital blueprint and absolutely supported by our IT organization. I think where it came to life for me was when we designed this framework, persona driven framework, and we started to see our pre-sales solution architects, 30% of the data that was being, or the downloads were coming from that audience, which means that we had designed it correctly. And that was really exciting for me. It’s since October 34,000 downloads, we’ve had over 500,000 views. We. I also had to shown it just as a indication a lot of our co countries had changed their go-to market strategy from portfolio led to industry led. And we partnered with primarily, which is one of Highspot partners that has immediately activated in Highspot. And in one month we noted a thousand. Courses were completed, which means that the seven and a half thousand people that have license to Highspot, we were getting activation after activation in the first three months where people were going and consuming this data. So really exciting for me to see how much traction we had. It drove a huge, uh, change management plan, but really good traction. And I think where the rubber hits the road is, yes, we have seven and a half thousand people that are actively using Highspot, but we have a delivery organization that don’t have the license yet to Highspot, and the requests, those are 10, 20,000 people. The quests coming in. Please, please, please can we have access to this content, to this training, to these insights, to this analytics. So the forecast is also bright, which is really fantastic. So I’m really excited about what we’ve delivered. The feedback has been incredible. The stats are there and um, I think we are gonna start to see the functionality of Highspot being consumed a lot more in our maturity phase, but also looking at how do we start to spread the license model across the organization. SS: Lauren, it’s absolutely amazing what you’ve done at NTT Data, I have to say. Absolutely amazing. I have one last question for you, Lauren, if you don’t mind. To close, if you were able to offer one piece of advice to other leaders looking to drive impactful sales transformation efforts, what would it be? LR: For me? Listening to that, we have to be persona led. What does our audience need from us as enablers? They need to drive productivity. They’re complaining to us that they spend so much of their time in administrative talks, whether it’s compulsory training, whether it’s completing their time sheets or their submissions, or preparing for the client engagements. How do we make their lives easier so they’re productive? Where, where they need to be and that is selling for the organization. So whether we are looking at AI, if we are looking at personalization of our content, if we are looking at how do we make sure that we are optimizing the functionality of everything they do, whether it’s in CRM, whether it’s in high spots, whether it’s in the training, make sure you know what your audience’s pain is. What is the opportunity that you designed to address that pain? Our pain was, I’m spending too much time in admin. Our solution is to drive productivity through simplification and transformation and innovation through AI. SS: Amazing advice. Lauren. Thank you again so much for joining us today. I greatly appreciate your time. LR: Thank you so much for having me. SS: To our audience, thank you for listening to this episode of the Win-Win podcast. Be sure to tune in next time for our insights on how you can maximize enablement success with Highspot.

Send us a textIn this compelling finale of a three-part series, Terinee Pooler explores the transformative potential of AI in Net Promoter Score (NPS) management and customer success strategies. The discussion delves into how AI tools are streamlining customer feedback analysis, automating risk assessment, and enhancing the overall efficiency of customer success teams. From leveraging platforms like Gainsight and Churn Zero to utilizing AI for creating QBR presentations, the episode offers practical insights into the future of customer success management.Detailed AnalysisThe episode provides a comprehensive examination of AI's impact on customer success management, particularly focusing on NPS implementation and analysis. Terinee Pooler, drawing from her extensive experience, highlights several key applications of AI in customer success:Risk Assessment and Early Warning Systems: AI's capability to analyze customer behavior patterns and NPS responses enables early detection of churn risks. The technology can process detractor feedback and predict potential churn risks based on historical patterns and lack of improvement over time.Automated Feedback Analysis: The discussion contrasts traditional manual methods of analyzing customer feedback using extensive Excel sheets with modern AI-powered solutions. AI can now automatically categorize feedback, identify themes, and generate comprehensive reports, significantly reducing the time and effort required for analysis.Integration with Customer Success Platforms: The episode explores how platforms like Gainsight and Churn Zero are incorporating AI functionality to enhance their customer success management capabilities. These tools provide integrated dashboards and automated risk mitigation features.QBR Enhancement: The conversation touches on AI's potential to automate the creation of quarterly business review presentations, allowing customer success managers to focus more on strategic discussions and value-added activities rather than manual presentation preparation.Communication Analysis: Tools like Gong and Talk Desk are highlighted for their ability to analyze customer interactions and provide insights into value drivers and areas for improvement in customer communications.The discussion also includes personal perspectives on AI adoption, with Terinee sharing her experience using tools like ChatGPT for both personal and professional applications. This practical insight provides listeners with a realistic view of AI integration into daily customer success operations.Please Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

RJ Bell, Steve Fezzik, Mackenzie Rivers and Scott Seidenberg drop a special episode for Super Bowl LIX. Don't miss out on all the picks and the same game parlay. Key Takeaways & Insights 1. Super Bowl Betting Trends Scott Seidenberg (3:31 - 4:05) introduces a 10-0 betting trend where teams that received a first-round bye (like the Chiefs) are 0-10 against the spread (ATS) in the Super Bowl. Steve Fezzik (5:17 - 5:36) cautions about the validity of the trend, pointing out that lower-seeded teams (3rd-6th seeds) making the Super Bowl often indicate undervaluation. RJ Bell (8:56 - 9:04) states that in the current NFL playoff structure, upsets are more frequent, making pre-playoff seedings a weak indicator of true team strength. 2. Chiefs' Strengths & Weaknesses Mackenzie Rivers (12:46 - 12:58) mentions that Patrick Mahomes ranked 8th in QBR this season, which is a drop from his prime years. RJ Bell (13:37 - 14:28) highlights Mahomes' declining deep-ball passing (Average Depth of Target down from 9.7 yards to bottom five in the league). Steve Fezzik (16:13 - 16:29) debates how small moments in past Super Bowls (like Jimmy Garoppolo missing a throw) shaped Mahomes' legacy, arguing that one play could have changed the narrative. 3. Eagles' Strengths & Concerns RJ Bell (15:31 - 16:13) argues that if the season were replayed, the Eagles would likely finish with a better record than the Chiefs. Scott Seidenberg (30:38 - 30:53) points out that the Eagles have dominated turnover battles in the playoffs (10 takeaways, 0 giveaways), while the Chiefs are -1. 4. Super Bowl Betting Market Moves Scott Seidenberg (16:43 - 17:52) reports a massive bet placed on the Eagles, potentially by legendary bettor Billy Walters. Steve Fezzik (17:19 - 17:39) states that Circa Sports increased their betting limits to $300,000 on Super Bowl wagers. Best Bets & Betting Strategies 5. Same Game Parlay Concepts RJ Bell (21:13 - 22:08) proposes a high-value parlay based on historical game flow tendencies: Chiefs win Mahomes over completions Saquon Barkley over rushing attempts Game total under Payout: +2100 (21-to-1 odds) Steve Fezzik (21:52 - 22:08) notes that if the game total is low, the chance of a huge lead is lower, making the under correlated to a closer game. 6. Alternative Parlay Adjustments RJ Bell (26:05 - 26:09) tweaks the parlay: Mahomes' completions lowered Barkley's rush attempts reduced Final payout: +700 Scott Seidenberg (43:45 - 44:03) creates another parlay based on a Chiefs blowout: Chiefs -9.5 Barkley 30+ rushing attempts Mahomes 40+ pass attempts Payout: +4600 (46-to-1) Prop Bets & Key Markets 7. Player Prop Bets Jalen Hurts MVP (+350) – If the Eagles win in a close game, Hurts is the most likely MVP. Devonta Smith to lead in receiving yards (+600) – If A.J. Brown is contained, Smith becomes the primary target. JuJu Smith-Schuster receptions over 1.5 (-140) – Sharp money moving this line up suggests heavily bet over. Travis Kelce under receptions & yards – Market overvaluing Kelce's role, potential sharp fade. 8. Game Script & Live Betting Strategies Fezzik (56:07 - 56:34) suggests betting Eagles live if they fall behind double digits, as they are built to rally. Mackenzie Rivers (1:04:34 - 1:04:41) suggests betting under 6.5 punts, citing historical offensive efficiency. Super Bowl Fun & Gimmick Bets Gatorade Color Shift (58:18 - 58:52): The betting market moved yellow/green Gatorade from +300 to -295, indicating inside information. Three Players to Attempt a Pass (+180): Kansas City & Philly have trick plays and gadget packages that could result in a non-QB passing attempt. Final Betting Recommendations Same Game Parlay (21-to-1 odds): Chiefs win, Mahomes over completions, Barkley over rushes, game total under. Devonta Smith over receiving yards (+600 to lead all receivers). Live bet Eagles if they fall behind 10+ points. Learn more about your ad choices. Visit megaphone.fm/adchoices

RJ Bell, Steve Fezzik, Mackenzie Rivers and Scott Seidenberg drop a special episode for Super Bowl LIX. Don't miss out on all the picks and the same game parlay. Key Takeaways & Insights 1. Super Bowl Betting Trends Scott Seidenberg (3:31 - 4:05) introduces a 10-0 betting trend where teams that received a first-round bye (like the Chiefs) are 0-10 against the spread (ATS) in the Super Bowl. Steve Fezzik (5:17 - 5:36) cautions about the validity of the trend, pointing out that lower-seeded teams (3rd-6th seeds) making the Super Bowl often indicate undervaluation. RJ Bell (8:56 - 9:04) states that in the current NFL playoff structure, upsets are more frequent, making pre-playoff seedings a weak indicator of true team strength. 2. Chiefs' Strengths & Weaknesses Mackenzie Rivers (12:46 - 12:58) mentions that Patrick Mahomes ranked 8th in QBR this season, which is a drop from his prime years. RJ Bell (13:37 - 14:28) highlights Mahomes' declining deep-ball passing (Average Depth of Target down from 9.7 yards to bottom five in the league). Steve Fezzik (16:13 - 16:29) debates how small moments in past Super Bowls (like Jimmy Garoppolo missing a throw) shaped Mahomes' legacy, arguing that one play could have changed the narrative. 3. Eagles' Strengths & Concerns RJ Bell (15:31 - 16:13) argues that if the season were replayed, the Eagles would likely finish with a better record than the Chiefs. Scott Seidenberg (30:38 - 30:53) points out that the Eagles have dominated turnover battles in the playoffs (10 takeaways, 0 giveaways), while the Chiefs are -1. 4. Super Bowl Betting Market Moves Scott Seidenberg (16:43 - 17:52) reports a massive bet placed on the Eagles, potentially by legendary bettor Billy Walters. Steve Fezzik (17:19 - 17:39) states that Circa Sports increased their betting limits to $300,000 on Super Bowl wagers. Best Bets & Betting Strategies 5. Same Game Parlay Concepts RJ Bell (21:13 - 22:08) proposes a high-value parlay based on historical game flow tendencies: Chiefs win Mahomes over completions Saquon Barkley over rushing attempts Game total under Payout: +2100 (21-to-1 odds) Steve Fezzik (21:52 - 22:08) notes that if the game total is low, the chance of a huge lead is lower, making the under correlated to a closer game. 6. Alternative Parlay Adjustments RJ Bell (26:05 - 26:09) tweaks the parlay: Mahomes' completions lowered Barkley's rush attempts reduced Final payout: +700 Scott Seidenberg (43:45 - 44:03) creates another parlay based on a Chiefs blowout: Chiefs -9.5 Barkley 30+ rushing attempts Mahomes 40+ pass attempts Payout: +4600 (46-to-1) Prop Bets & Key Markets 7. Player Prop Bets Jalen Hurts MVP (+350) – If the Eagles win in a close game, Hurts is the most likely MVP. Devonta Smith to lead in receiving yards (+600) – If A.J. Brown is contained, Smith becomes the primary target. JuJu Smith-Schuster receptions over 1.5 (-140) – Sharp money moving this line up suggests heavily bet over. Travis Kelce under receptions & yards – Market overvaluing Kelce's role, potential sharp fade. 8. Game Script & Live Betting Strategies Fezzik (56:07 - 56:34) suggests betting Eagles live if they fall behind double digits, as they are built to rally. Mackenzie Rivers (1:04:34 - 1:04:41) suggests betting under 6.5 punts, citing historical offensive efficiency. Super Bowl Fun & Gimmick Bets Gatorade Color Shift (58:18 - 58:52): The betting market moved yellow/green Gatorade from +300 to -295, indicating inside information. Three Players to Attempt a Pass (+180): Kansas City & Philly have trick plays and gadget packages that could result in a non-QB passing attempt. Final Betting Recommendations Same Game Parlay (21-to-1 odds): Chiefs win, Mahomes over completions, Barkley over rushes, game total under. Devonta Smith over receiving yards (+600 to lead all receivers). Live bet Eagles if they fall behind 10+ points. Learn more about your ad choices. Visit megaphone.fm/adchoices

Welcome to the Vikings Postgame Report. The Minnesota Vikings won their 8th game in a row by defeating the Seattle Seahawks 27-24 at a rainy Lumen Field. The win was the Vikings first victory in Seattle since week 7 of the 2006 season. Justin Jefferson had a season high 144 receiving yards on 10 receptions and 2 touchdowns. Jordan Addison had the other receiving touchdown on 5 receptions and 35 yards. Aaron Jones was a key part of the offense with 18 rushes, 67 yards on the ground, and another 26 yards through the air. Sam Darnold had another great game, finishing with 246 passing yards, 3 touchdowns, and a 112.3 QBR. Darnold tied Peyton Manning and Steve McNair by winning his 13th game as a quarterback in the first season with a new team. Kicker Will Reichard was perfect again today with 3 extra points and 2 field goals, including a 52 yarder in the 2nd quarter. As for the defense, the guys stepped up the pressure in the 2nd half and only gave up 10 points on 6 drives for the Seahawks. Andrew Van Ginkel had 2 sacks on Geno Smith, Dallas Turner had an interception in the 2nd quarter, and Theo Jackson sealed the victory with an interception in the final minute of the game. Paul Allen and Pete Bercich breakdown the win in the 'emerald city,' including: the level of resiliency the Vikings continue to produce on a weekly basis, the growth in the Jefferson-Darnold connection, Kevin O'Connell's historic coaching start, the ability to stay poised in tight games, and the team's young players stepping up in big moments. Plus, Kevin O'Connell and Sam Darnold spoke in the postgame press conferences about the victory. All of this and more is in tonight's edition of the Vikings Postgame Report.See omnystudio.com/listener for privacy information.

Welcome to the Vikings Postgame Report. The Minnesota Vikings made a statement against the Atlanta Falcons on Sunday with a 42-21 win at U.S. Bank Stadium. Sam Darnold was on fire today. Darnold finished the game 22-of-28 passing, had 347 yards in the air, and 5 touchdowns split between Jordan Addison and Justin Jefferson. Darnold almost had a perfect QBR when he finished with a 157.9 on the day. Justin Jefferson became the fastest player to 7,000+ yards in his career and ended the day with 7 receptions for 132 yards and 2 touchdowns. Jordan Addison also had a monster day, finishing with 133 yards in the air and 3 touchdowns. Aaron Jones was the leading rusher for the Vikings, finished with 73 yards on the ground, and hit paydirt for 15 yards for the final score of the game. Will Reichard came back this week and finished the game 6-of-6 in XPA's and 0-of-1 in FG attempts. Defensively, the Vikings squad bent but didn't break giving up 496 total yards but had 2 critical interceptions on Cousins at key moments. Josh Metellus snagged a pass across the middle in the 2nd quarter and Byron Murphy Jr. had a 1-handed grab on the 2-yard line late in the 4th quarter. Jamin Davis tallied the lone Vikings sack on the day and C.J. Ham recovered a key special team's fumble recovery in the 4th quarter. The Vikings will be back at U.S. Bank Stadium next Monday night against the Chicago Bears for Monday Night Football. Paul Allen and Pete Bercich breakdown the Vikings 6th straight victory, including: Sam Darnold going to another level this week, turnovers once again being the key stat for the game, the importance of playing a complete game, Atlanta's choice to play our WR's with single coverage, and the highly competitive playoff push facing the Vikings for the final 4 weeks. Plus, Kevin O'Connell and Sam Darnold spoke in the postgame press conferences about the victory. All of this and more is in tonight's edition of the Vikings Postgame Report.See omnystudio.com/listener for privacy information.

As an MSP, there is another layer to the QBR you should have with your clients. Have that conversation surrounding the fear of uncertainty and doubt around insurance. Doug Kreitzberg, Founder and CEO of SeedPod Cyber, speaks to the importance of including a value equation that addresses the importance of protecting digital relationships. Some Highlights: Communicating risk via the common language of ‘dollars.' How much risk do you want to take vs mitigate vs transfer? Education is vital including how to have a conversation around the governance of risk. Training to promote ‘healthy digital behaviors.' Leverage resources including an AI driven tool to support with the risk assessment process, and an eBook, demonstrating how risk can be turned into revenue, Leadership lessons from theatre, including the concept of performance and being intentionally aware. Experience from being a PitchIT Accelerator Cohort and Finalist. Follow Doug on LinkedIn and visit seedpodcyber.com/ to learn more about protecting your organization. --- more --- If you are looking to learn the art of audience engagement while listening for methods to conquer speaking anxiety, deliver persuasive presentations, and close more deals, then this is the podcast for you. Twins Talk it Up is a podcast where identical twin brothers Danny Suk Brown and David Suk Brown discuss leadership communication strategies to support professionals who believe in the power of their own authentic voice. Together, we will explore tips and tools to increase both your influence and value. Along the way, let's crush some goals, deliver winning sales pitches, and enjoy some laughs. Danny Suk Brown and David Suk Brown train on speaking and presentation skills. They also share from their keynote entitled, “Identically Opposite: the Pursuit of Identity”. Support and Follow us: YouTube: youtube.com/channel/UCL18KYXdzVdzEwMH8uwLf6g Instagram: @twinstalkitup Instagram: @dsbleadershipgroup Twitter: @dsbleadership LinkedIn: linkedin.com/company/twins-talk-it-up/ LinkedIn: linkedin.com/company/dsbleadershipgroup/ Facebook: facebook.com/TwinsTalkitUp Facebook: facebook.com/dsbleadership/ Website: dsbleadershipgroup.com/TwinsTalkitUp

Chris Canty joins and says he won't stop worrying about the Yankees losing until they win the World Series. Also Joe Douglas needs to start taking some blame for the Jets having the worst QBR over 3+ seasons. Learn more about your ad choices. Visit podcastchoices.com/adchoices

The guys are joined by Rams Head Coach Sean McVay! Who are the top ten QBs in QBR ahead of week five? The guys take a live look into the AL wildcard game. The Intuit dome can serve liquor until 4am. How did they get away with that? Game of Games, plus Supercross Talk with Sedano and Kap! Learn more about your ad choices. Visit podcastchoices.com/adchoices

Salk brings up how wild it is that 5 of the top 6 QB's in QBR right now are Derek Carr, Kyler Murray, Sam Darnold, Baker Mayfield and Geno Smith. Then, Brock and Salk break down the matchup with the Dolphins and Seahawks and we get Maura's Fantasy Football Forecast.

Time for Sports Graffiti! Who are the top QBs after two weeks in QBR? John has some Breaking news about an Asteroid! Who are the ‘Most Valuable Sports Franchises?' Can the crew guess the top 10? Wassup Foo! Learn more about your ad choices. Visit megaphone.fm/adchoices

The fellas hopped in the capeteria today to have some fun after a SICK first week of the 2024 NFL season. How do Jack and Pat feel after the 49ers-Jets game? Who makes Adam's Top 10 power rankings? What does our 1st Team All-Pro look like after Week 1? Which 5 quarterbacks had the best and worst QBR's? And, as always, a Fraud or Not for your Wednesday pleasure.Follow Caps Off on Instagram (@capsoffpod), Tik Tok (@capsoffpodcast), YouTube (@capsoffpodcast), and Twitter (@capsoffpodcast).Caps Off is brought to you by @Betr.

Some of today's We In/We Out questions include: * We in/we out – Riley Leonard, Jeremiah Love, and Jadarian Price will all score a TD on Saturday. * We in/ we out – The Notre Dame defense will force 2 turnovers on Saturday. * Notre Dame will win by 2 Touchdowns but score less than 30 points against A&M. We In or We Out? * The storyline coming out of the A&M game will be something other than the OL, weather, or atmosphere at Kyle stadium. We in or we out? * A&M will be concerned with the run and mobile QB that they will try to run stop and blitz, which will open up a passing game everyone doubts. Leonard completes 65% of his passes and lights them up through the air. * We in we out that Love will catch a pass and run touchdown the game vs A&M? * We in we out that Love will have 100 yards receiving and 100 yards rushing? * We in we out that Leonard will have 300 yd passing and 75 yd rushing? * We in we out on the ND defense will out score A&M offense? * Jordan Faison, if not the most productive, becomes the most valuable receiver on the team and is catapulted into national recognition by the end of the year * IF Notre Dame wins a championship, Irish fans, after years of outside abuse and self-doubt, become unbearable to the rest of the nation. * We In We Out: the young O line plays better than expected (doesn't get dominated). No one is talking about the defense and D line the O line has been going against all camp. If the O line hasn't been a complete disaster in camp (how could it, Offense won jersey scrimmage), why would it be at tam? * We In, Out: the defense gives up at least two + 20 yd runs, with missed tackles and busted run fits * We in/ we out Riley Leonard's QBR will be greater than Wiegman's. * We in we out/ Anthonie Knapp will hold his own against Nic Scourton and end up a freshman all-American. * In/Out: The Leonard/Mike Elko saga will be brought up more than “You Suck!” from Leonard's mom? * In/Out: I win my 20 leg parlay that I put 20 bucks on and win 10,000. * In/Out: Jeremiah Love catches a receiving touchdown against A&M. * There will be 2 Texas A&M turnovers during this game. * We in We out: A Qb not named Riley Leonard will start 2 games this season for the Irish. * We in We out on Love being a finalist for the Doak Walker Award and being top 5 in the country in all purpose years. * We in or We out: I'm hearing & reading from Texas A&M fans that they belive their Secondary will be a strength right out of the gate. But they also admit their lack of proven LB depth and they are worried about our TE's. With Denbrock's x&o abilities he will be able to exploit the middle of the field and in turn make A&M's safeties cheat enough inside that it leaves their corners in no man's land. Which will lead to a dynamic passing attack for Leonard and the new improved ND WR room. * We in or We out: Christian Gray will have his moment like Benjamin Morrison did against Ohio St in 22! With 1 INT, 2 PBU & under 50 yards allowed against him. * We in we out : Knapp will not give up a sack on Saturday. * We In/We out – Notre Dame defense has more than 9, 3 and outs against Texas A&M. Shop for Irish Breakdown gear at our online store: https://ibstore.irishbreakdown.com/  Join the Irish Breakdown premium message board: https://boards.irishbreakdown.com  Stay locked into Irish Breakdown for all the latest news and analysis about Notre Dame: https://www.irishbreakdown.com​ Subscribe to the Irish Breakdown podcast on iTunes: https://podcasts.apple.com/us/podcast/irish-breakdown/id1485286986 Like and follow Irish Breakdown on Facebook: https://www.facebook.com/groups/irishbreakdown Sign up for the FREE Irish Breakdown daily newsletter: https://www.subscribepage.com/irish-breakdown-newsletter Learn more about your ad choices. Visit podcastchoices.com/adchoices