Podcasts about Red Hat

June 2026 has no headliner. Instead of one critical bug, the release spreads thin across the kernel, the network stack, a code editor, an AI assistant, a bootloader, and a nine-year-old Linux root bug. It's a breadth problem, not a severity one, and it changes how you triage.Jason Kikta and Landon Miles break down the whole release, then step off the patch list for the breaches that never got a CVE: GitHub's internal repos reached through a poisoned VS Code extension, a TanStack compromise carrying valid SLSA provenance, and a Red Hat npm namespace compromise that fired the moment anyone ran npm install.

In this episode, hosts Ronald and Jan are joined at KubeCon by two guests from Red Hat: Brian Stevens, AI CTO and one of the original architects behind the creation of Kubernetes and the CNCF, and Rob Shaw, co-lead of the vLLM project and maintainer of LMD.Brian shares the remarkable backstory of how Kubernetes came to be open source, including how Red Hat negotiated a single committer seat before agreeing to be a launch partner, and how he later pushed Google to contribute Kubernetes to the newly formed CNCF rather than keeping it proprietary like TensorFlow.Rob explains what an inference runtime actually is: the critical piece of software that takes an abstract AI model and runs it as efficiently as possible on a GPU or other accelerator — handling everything from CUDA-level kernel optimization to memory management and concurrent request scheduling. vLLM serves as a "Rosetta Stone" between the ever-growing zoo of models (Llama, DeepSeek, Mistral, Qwen, Nvidia Nemotron) and accelerators (Nvidia, AMD, Intel, Google TPUs).The conversation covers model compression and quantization how techniques like 4-bit precision can deliver 2x hardware efficiency gains while preserving 99%+ model accuracy. Brian and Rob also address the "big model vs. many small models" debate, recommending to always start with the largest capable model to validate a use case before optimizing down.Looking ahead, both guests see inference as potentially the single largest workload ever run on Kubernetes, and position LMD (now contributed to the CNCF) as the distributed inference layer that will make this possible across heterogeneous accelerator environments  preventing enterprises from ending up with 42 incompatible AI stacks.The episode closes with a discussion on AI slop, human-in-the-loop thinking, and the future of Kubernetes as the universal platform for running AI agents at scale.Powered by  @acc-ict ​Stuur ons een bericht.ACC ICT Specialist in IT-CONTINUÏTEIT Bedrijfskritische applicaties én data veilig beschikbaar, onafhankelijk van derden, altijd en overalSupport the showLike and subscribe! It helps out a lot.You can also find us on:De Nederlandse Kubernetes Podcast - YouTubeNederlandse Kubernetes Podcast (@k8spodcast.nl) | TikTokDe Nederlandse Kubernetes PodcastWhere can you meet us:EventsThis Podcast is powered by:ACC ICT - IT-Continuïteit voor Bedrijfskritische Applicaties | ACC ICT

Description The Future of Tech is Here. Subscribe to our Newsletter:https://theultimatepartner.com/ebook-subscribe/ Check Out UPX:https://theultimatepartner.com/experience/ In this presentation from Ultimate Partner Live, industry analyst Jay McBain breaks down the monumental macroeconomic shifts rewriting the tech sector in 2026. https://youtu.be/r0qTDyw97Gs As the industry rapidly approaches a $6.07 trillion valuation, driven by massive AI infrastructure investments from Sam Altman and the “Magnificent Seven,” traditional sales and channel models are fundamentally collapsing. McBain reveals how buyer demographics have transformed to an integration-first millennial base, why marketplace ecosystems now command over half of all partner-funded deals, and how a tiny elite of just 1,000 tech service providers control two-thirds of global tech revenue. Learn the exact mechanics behind how Microsoft out-partnered AWS to win 26 straight quarters of dominant growth and how your business can deploy an algorithmic early warning system to capture massive wallet share before competitors even step into the boardroom. Key Takeaways Over half of the Fortune 500 companies vanish every 20 years because their leadership fails to anticipate macroeconomic technological cycles. The true opportunity in the $6.5 trillion AI boom lies not in single vendor products, but in the hardware, software, services, and telecom ecosystem surrounding them. Indirect tech sales are undergoing a structural shift toward direct cloud hyperscaler models driven heavily by Nvidia's core infrastructure client base. Modern business deals are won or lost months before the point of sale based on the average of 6.3 partners surrounding a customer’s environment. Over 51% of tech buyers are now millennials who prioritize software integration capabilities and digital marketplaces over traditional human sales interactions. Tech service economics are pivoting aggressively away from upfront margins toward point-based multi-partner funding across subscription cycles. If you're ready to lead through change, elevate your business, and achieve extraordinary outcomes through the power of partnership—this is your community. At Ultimate Partner® we want leaders like you to join us in the Ultimate Partner Experience – where transformation begins. Key Tags Nvidia AI buildout, $7 trillion AI opportunity, cloud ecosystem decade, Microsoft vs AWS growth, multi-partner cloud deals, digital marketplace migration, millennial B2B buyers, B2B tech subscription economics, tokenized micro consumption, tech services wallet share, hybrid cloud infrastructure, 28 customer moments, IT services industry growth, telecom spend breakdown, channel chief strategy, managed service providers MSP, global systems integrators GSI, software integration first, point-based vendor incentives, automated co-selling workflows Transcript JAY McBAIN AUDIO PODCAST [00:00:00] Jay McBain: So to go back to that story about the 53% of companies who are gonna fail, one of us is gonna be asked to write the book, but chapter one is always you Blame the CEO. [00:00:13] Vince Menzione: We just came back from Ultimate Partner live in Bellevue, Washington, where we hosted incredible leaders for two amazing days. Come join us for this next session where we explore the tectonic shifts we’ve all been seeing. With that, I am incredibly blessed to invite a friend of mine to the stage. I have a quick little side note, like I found an old LinkedIn post from this gentleman from like many years ago, like 20 years ago. [00:00:39] Vince Menzione: And I wasn’t really that nice to you on that LinkedIn post. Like, oh, like this is before Jay became the Jay, that we all know Jay to be j. But he was in the space and I was at Microsoft doing something and he reached out about something. It was kind of rude, Jay. I was like, oh my gosh. I can’t believe. But Jay has been a great friend. [00:00:54] Vince Menzione: When we started the podcast back up, uh, during COVID we started doing podcasts together. When we moved to the studio, Jay was the first person in the studio. He’s always got a spot, uh, at our events. He’s s Spot Art, and, and he’s a great friend and supporter of Ultimate Partner Jay McBain. For those of you who don’t know him, Jay, welcome. [00:01:13] Vince Menzione: Thank you, sir. [00:01:22] Jay McBain: 31 days ago, we landed Artemis two. The furthest humans have ever been away from the planet Earth 57 years ago. We landed on the moon in the 56 years. Between those two moments, the tech industry has been the fastest growing industry in the world. Every single year we moved from the space race to the technology race, and we’re just getting started. [00:01:46] Jay McBain: If you’re old enough, you’ll recognize the mainframe and mini era for 20 years. You’ll recognize a young disheveled Bill Gates showing up in Boca Raton, Florida for, uh, August the 12th, 1981 launch, where Bill thought that every one of us would’ve a PC in our home, and IBM thought they were gonna sell 10,000 of them to hobbyists. [00:02:12] Jay McBain: 1999, a small startup from an executive who just left Oracle in San Francisco named Mark Benioff. A couple of years later, Jeff Bezos went into a boardroom and said, listen, we’ve spent a lot of money building infrastructure to our busiest day, Christmas, black Friday. You’re telling me this stuff sits idle 10 or 20% for the rest of the year. [00:02:35] Jay McBain: Why don’t we rent that out to others? Got laughed outta that boardroom and then got made of fun of on magazine covers. Maybe you should just tend the store, let the adults talk about technology. In March of 2023, our neighbors, our friends, our family saw DeepFakes. They saw poetry, they saw music, and they came to us as tech people and said, did we just light up Skynet? [00:03:03] Jay McBain: Now every one of these 20 year eras, this is the Taylor Swift version of our industry. Every single one of these eras triggers the fastest growing product in history. Today it’s actually Chacha bt first to a billion users. It triggers a new, richest person in the world, bill Gates, to Jeff Bezos. Now, Elon Musk is the first to sign a trillion dollar pay package, and it’s not for car. [00:03:27] Jay McBain: It’s not for cars. It also triggers a most valuable company in the world change. And today that’s nvidia. These are monumental changes in our industry and they’re monumental changes in partnering every single time. And it also links to our customers. If you take a 20 year view of business, one era, and, and think about the AI era, you know, at the start of it here, if you’re to grab the Fortune 500 magazine from 20 years ago and start to flip through it, 53% of the companies in there no longer exist. [00:04:06] Jay McBain: Every 20 year cycle, we lose over half of the biggest companies in the world. These are the companies that have very deep pockets to buy their way outta problems. If you’re not in the Fortune 571% of tech companies don’t make it 10 years. These are the changes that cost industries. There are changes that cost really big companies and the decisions we make, the trends we’re in right now, in 2026 will be written about in the future. [00:04:39] Jay McBain: This new era, a lot of big numbers being thrown around. Vince’s best friend talk about a six and a half trillion dollar AI opportunity, but it’s not Microsoft’s tam. Microsoft is chasing about a trillion dollars of this. And the ecosystem, the hardware, the software, the services, the telecom is gonna make up the rest. [00:05:04] Jay McBain: It is an ecosystem. Every time these big numbers are thrown, the word ecosystem is always thrown around it. Not to be outdone, Sam Altman’s talking about a $7 trillion build out. The world economy this year, the world GDP will be 126. These are material numbers to world GDP, but even better, they’re both larger than our entire industry is today. [00:05:27] Jay McBain: So what took 56 years of the fastest growing industry this year will be $6.07 trillion. Big numbers, but it’s easier to think about it in terms of a dollar that our customers spend in that dollar. They’re gonna spend 25 cents on hardware. They’re gonna spend 25 cents on software. So for anyone that read the memo 15 years ago, that software’s gonna eat the world, there’s still a dollar a hardware to run every dollar of that software. [00:05:57] Jay McBain: And whether you’re thinking humanoid robots or whichever future you’re envisioning, there’s going to be a dollar of hardware to run every dollar of software for the next 20 years. There’s over 25 cents now in IT services, and in many cases, these services are growing faster than the product categories and just under 25 cents in telecom, that’s how it breaks out today. [00:06:19] Jay McBain: And this industry, which took 56 years to get to this point, is gonna double in size in the next three to five years. We already have two and a half trillion of that seven raised and being spent. Part of the reason Nvidia is the most valuable company in the world. Now our industry, uh, you talk about ultimate partnerships. [00:06:40] Jay McBain: Our industry traditionally, and world trade by the way, is 75% indirect. The dealerships, the agencies, the brokers, the resellers, the retailers, the franchisees, the gas stations, the grocery stores, the pharmacies, all 27 industries sell indirect. You gotta think back the last time you bought something direct. [00:07:01] Jay McBain: Well, I bought a Dell from that dude in the nineties. Cool. Well, Dell Technologies is now 60% indirect. Well, I bought insurance. Direct is 15 minutes. Could save me 15%. Well, Geico last year sold more insurance through agencies and brokers than they did direct. This is the world now. We used to be 75% indirect four years ago. [00:07:26] Jay McBain: Then it went to 73.2, then it went to 70.1 and it then it went to 66.7. By the way, marketplace is in these numbers indirect. It’s not marketplace causing this change. It’s one company, Nvidia. Nvidia has seven customers. The magnificent seven, uh, half of them are in the room right now that every morning we wake up to a hundred billion dollars press release about this $7 trillion buildout. [00:07:56] Jay McBain: What’s interesting is indirect sales in our industry is growing by revenue. It increases every year, just not at the pace that this AI build out is happening direct with seven companies. But the reason we’re all here, and I think the core reason that Vince is building this community is this, you know, Microsoft forever has measured and been very vocal. [00:08:21] Jay McBain: About 96% of their deals have partners in them. Kind of who cares, who collects the money. We care about the moments, the 28 moments before the customer makes a purchase. We care about every 30 days forever, because two thirds of our industry, over $4 trillion now is subscription consumption based. Winning a customer today is only winning the first 30 days. [00:08:46] Jay McBain: We care about this cycle. We care about who surrounds our customer. So six years ago, I stood on a big stage and said, you know, we went through a decade of sales. You know, in 1999, you thought you were born to be a salesperson. You’re managing your territory with your gut. Well, a few years later, you were introduced to the science of selling. [00:09:07] Jay McBain: You know, 10 years later you thought as a marketer, you sit around a cocktail party joking with your friends, 50% of my marketing dollars are wasted. I just don’t know which 50%. Really funny. In 2009 until every 58-year-old CMO got replaced by a 38-year-old growth hacker. Coming in with Marketo and Eloqua and Pardot and HubSpot, and 15,505 as of yesterday, MarTech and iTech tools, ninjas in marketing, they wouldn’t let a nickel go through without measuring. [00:09:43] Jay McBain: Now we understand 96% of deals and partners that surround it. No deal is gonna be won or lost in this era without partnering effectively. So we had to have this decade of the ecosystem. One of the ways we’re tracking is by outsiders. You know, Salesforce every year publishes the state of sales and they’ve got, you know, the number one CRM in the world. [00:10:05] Jay McBain: So they get to go talk to all the CROs, all the salespeople in the world. And as of this year, a couple months ago, 94% of every salesperson in every industry in the world uses partners every single day. You wanna see what this number was six years ago. Also, 89% of salespeople around the world don’t think they’re going to club this year without partners. [00:10:29] Jay McBain: So this is a big moment for us, halfway through the decade ecosystem, but we’re only halfway through. We’re starting to understand now at a more granular level. What partnering means. It’s not theory, it’s not flywheels. It’s not really cute. McKinsey slides that we keep showing to our board saying how important partnering is. [00:10:51] Jay McBain: We’re trying to get to the very specific level of the 6.3 partners on average that surround the deal and what they’re doing. How their business model works, and that’s average if I’m working on a public sector deal. I was at a Red Hat conference yesterday talking sovereignty. If I’m in an enterprise or a large public sector deal, it’s north of 10 partners in the deal. [00:11:15] Jay McBain: So we’re starting to understand what used to be this, this, you know, you’ve been the fastest growing industry for 56 straight years. Every single professional services person in every industry has come in to join the fund. Over 90% of accountants are tech services firms. Over 90% of marketing agencies are tech services agencies. [00:11:36] Jay McBain: All of this 250,000 software companies, a million emerging comp tech companies, the half a million VAR that have been in that traditional channel. The managed service providers, all of these 20 different partner types, millions of companies, tens of millions of people competing for 6.3 spots. Around the customer. [00:11:58] Jay McBain: That’s it. Luckily, there’s 141 million global customers to compete for. There’s, there’s some open slots that you can go find, and that’s the point. Our industry never had our own Fortune 500. We always talk to, you know, these partners and GSIs are doing this and SI are doing that. And we never really had a view of capability and capacity or what our own TAM was inside of that partnering. [00:12:25] Jay McBain: And so we set out and we would’ve loved, you know, chat GPT or Gemini or Claude or any of those tools to do this. But there’s one problem in partnering with AI is that it doesn’t know one partner from the next. There’s a big digital sameness problem in our industry that every single partner, whether it’s Larry in the White van or Accenture, with 786,000 employees all say they do all things to all people all the time. [00:12:53] Jay McBain: 98% of them, 99% of them are private companies that don’t share their p and l. You can’t go into Microsoft’s LinkedIn system and find out how many employees, ’cause it’s a block system, it AI can’t see into it. So it just sees, and it’s a great pattern matching. Google, SEO can’t figure out who’s who, nor today can the large language models. [00:13:14] Jay McBain: ’cause all the things they’re trying to match, the transformers are trying to match. It all looks the same. Every tweet, every ebook, every website, every digital history looks the same. So this took us thousands of people hours across two years to do, to dig into every p and l to dig into every dollar of what they’re doing. [00:13:33] Jay McBain: But what was interesting is only a thousand partners in our industry do two thirds of all tech services. When you get into enterprise, it goes up to 80 to 90%. The partners in the middle, in Blue do more tech services. The 30 of them than the 970 partners in white on the outside, the 970 partners in White do more tech services than the next million combined. [00:14:03] Jay McBain: This is our industry in a nutshell. Every time we talk to a a vendor, every time we talk to a partner, every time we talk to a distributor, we’re now talking names, faces, and places. You you wanna talk sovereignty. Yesterday in Atlanta, 90% of sovereign conversations in public sector in the globe is handled by these companies here. [00:14:26] Jay McBain: Forget about how much you do with these partners today. You wanna chase the next column, which is the wallet share. And I was a channel chief for 17 years. I get the weekly report and I see a million dollar partner, another million dollar partner, sorted top to bottom. You don’t know which partners which, which of those million dollar partners is doing 1.2 million in your category. [00:14:46] Jay McBain: They deserve a baseball cap and a front row seat at your event as an MVP. The next partner right next to them is doing 10 million in your category. They’re only doing a million with you. ’cause customers are pulling them into it. Nine times outta 10. They’re leading with your competitor. So I don’t want that list anymore. [00:15:03] Jay McBain: I want the new list, which is showing me those $9 million opportunities. And I as a board member, as A CEO, as a CFO, as a CRO, I wanna see this list. And then I want to talk people, processes, programs, technology. What are we gonna do to go get our fair share of that 9 million? Where’s our lowest hanging fruit? [00:15:24] Jay McBain: How do we double our pipeline? How do we double the size of our company in three years? It’s all right here. Let’s have very specific conversations and move away from flywheels and move around from force multipliers and and things like that in partnering. Let’s figure out how this partner community is surrounded. [00:15:45] Jay McBain: What do 10 million people who have to be smart in front of their customers every single day, what do they read? Where do they go and who do they follow? It’s the law of a few. This is the old Malcolm Gladwell of tipping point 10 million people in the broader channel. A hundred percent of our TAM comes down to only a thousand watering holes. [00:16:08] Jay McBain: 12% of that entire audience. Doesn’t sound like a lot, but it’s over A million. People love podcasts. Number one way they learn the Joe Rogan effect. In our industry, there’s 121 podcasts. These are all public lists. You can go get on my LinkedIn newsletter on canals, oia. But there’s 121 podcasts that drive him forward. [00:16:28] Jay McBain: Really high up on that list, actually number one on the list is ultimate partner, Vince. That’s how I met. ’cause I asked people, 10 million people, you love this. You walk your dog, you drive to work, you listen to podcasts. I’m not the biggest podcast fan. It’s not number one on my list, but it’s number one on theirs. [00:16:44] Jay McBain: They say, you know, you gotta meet this guy, Vince. It’s unbelievable how great these podcasts are. They’re ultimate. [00:16:54] Jay McBain: Then I talked to Vince and said, but Vince, you know, 35% of your community, the 10 million people love to come to events like this one. The hallway conversations, the hotel lobby bar last night. This is what we love to do, especially post pandemic. It’s the number one way we learn. We learn from our peers, we learn from those around us, and, and the learn from the conversations we have here. [00:17:17] Jay McBain: We always remember these moments, you know, years and years later. There’s 352 choices. I’m going to five of them this week in five different cities. It’s a lot of coverage, but again, it’s a tighter li list of how people work. The magazine lists 106 of them associations like Conter. Now the GTIA peer groups, there’s 15 different spheres of influence, but only a thousand places. [00:17:43] Jay McBain: I could walk you through billionaire, after billionaire, after billionaire in this industry and show you how they did this. How did Arne Bellini at ConnectWise? How did Austin McCord at Datto, how did Nerdio become a unicorn? How did threat locker and huntress move away from 6,500 cyber companies and become unicorns over and over and over again? [00:18:05] Jay McBain: It’s only one slide. Unicorns and billionaires are made here, and a lot of people don’t get it. So walking away from Bellevue, a thousand partners, top down, a thousand watering holes, bottoms up. You’ve covered a hundred percent of your tam. You do it better than 10% of your competitor, 10% better than your competitors. [00:18:27] Jay McBain: You win. You carry that on your resume into the next company. You get a bigger job at a bigger pay scale. Let’s just walk through some examples. Cyber 91.7% of it goes through the channel. Huge channel audience. You know, if you’re in MarTech, it’s only 10%, but this one happens to be all channel, but that’s not the story. [00:18:48] Jay McBain: For every dollar that the 6,500 cyber companies are trying to close, there’s $2 in services. Plot twist, the products are grown at 11, the services are grown at 12.6. Your partners are growing faster than you are, and they will continue to for the next, at least five years, probably 10. So when I’m here, five years from now, you’ll hear in me talk about a three to one split in cyber and then a four to one split in cyber. [00:19:18] Jay McBain: Now, when we’re in Miami a couple days ago is CrowdStrike, they’re talking about a $7 and 5 cent multiplier, chasing that two to one up higher. You look at managed services. Here’s a fun story. Managed services. 82% of customers who are man, uh, outsourcing more this year than last year. 650 billion in size. [00:19:38] Jay McBain: This is bigger than the entire SaaS industry. Salesforce, ServiceNow, Workday, Marketo, NetSuite, HubSpot, 250,000. Others. This is bigger. It’s also bigger than all the Hyperscalers combined, not just AWS, Microsoft and Google, but Alibaba and Oracle and everybody down the list. This is a massive market also growing at double digits. [00:19:59] Jay McBain: So these are some big things and obviously we’re watching, you know, week in and week out, quarter in, quarter out, the Battle of Software and Battle of the Hyperscalers and things like that, and who’s growing at what pace and, and how partnering is connecting to all of this. You know, we watched a moment really early in the pandemic where Microsoft started growing faster than AWS and they haven’t stopped since 26 straight quarters. [00:20:27] Jay McBain: And you ask customers and say, you know, does Microsoft have a better product? And in most cases they say no. You know, AWS had a five year head start. Well, did they have a better price? Well, no, actually most cases Microsoft’s more expensive. Well, did did they have better promotion? Was their Super Bowl ad better? [00:20:44] Jay McBain: No, they’re both kind of crap. So you kind of ask the questions of what’s the only difference that could create growth above the leader in the market? Well, it’s place. More of the 6.3 partners are walking into those keyboard room meetings and drawing clouds up on the wall and labeling the Microsoft than they are AWS. [00:21:03] Jay McBain: Very simple. It’s never been about product. The best product in our industry has never won. And now the best way forward is that partnering moment, and this is the moment. So to go back to that story about the 53% of companies who are gonna fail, one of us is gonna be asked to write the book. And it could be the book like Kodak, they invented the product that ended up killing them. [00:21:26] Jay McBain: And it’s a woe is me story, but chapter one is always you blame the CEO. How could they not see those trends happening in 2026? How could they, you know, were they blind? Were they stuck in their own, you know, innovation chamber? Innovator’s dilemma, were they stuck in their own boardrooms? Why couldn’t they see? [00:21:46] Jay McBain: Well, chapter two, you, you blame the board. They have fiduciary responsibility, outsider view, and how could they not see it? But really, this is the future right here. If you take this slide and apply it 10 or 20 years from now to every failure and every success, these are the chapters of the book. Your buyer is now a millennial. [00:22:05] Jay McBain: As of last year, the 51% of our market is bought by people born after 1982. Different psychology, different behavior, different journey, different criteria, their integration. First buyers. The buy a product, 80% as good as the next one. If it works better in their environment. 94% of people won’t buy a car unless it has CarPlay or Android Auto. [00:22:26] Jay McBain: New Buyer. You have to be more integrated than your competitors. That’s a partnering story. The 6.3 partners. If you heard cyber, you need some great channel partnerships, but you need the other 5.3 partners as well, the consultants, the advisors, the designers, the architects, the implementers, the integrators, the manner service, all of the other partners. [00:22:44] Jay McBain: You need to know more of them than your competitors do, and have them label clouds with your name in them. You need better alliances. Even if you compete, you only compete in the morning. You’re best friends by the afternoon. You have to be tight with the hyperscalers, tight, with the big SaaS platforms, tight with cyber, tight with distribution, there are layers, seven layers to every deal. [00:23:04] Jay McBain: You gotta be tight in and have better alliances than your competitors. And then it all comes to the 28 moments, which I’m gonna end on, but the go to market of all of this, the co-selling, co-marketing, co-innovation, co-development, co keeping. This is it. Your product has to be good enough that somebody’s gonna renew it. [00:23:21] Jay McBain: Your Super Bowl has to be, you know, ad has to be good enough that people don’t, you know, shame you on social media. Your pricing has to be somewhere in a country mile of the bell curve of what the customer wants to pay. But successor failure is just here and platforms are synonymous with partnering. [00:23:40] Jay McBain: It’s our role now in the decade of the ecosystem to drive our companies forward. Marketplace. It’s probably the most predict, you know, great prediction we ever made. You know, growing at 82% compounded, it’s hard to predict ’cause it doubles almost every year. We were almost exact to the decimal point. Five years later now till 2030, we’re watching a second story, which is more interesting. [00:24:02] Jay McBain: If 96% of all deals have partners inside of them and there’s private offers and multi-partner offers and distributor sellers record all these funding mechanisms or services as a product. As of last week, over 50% of all deals in marketplaces now have partner funding. It means that while money changes hands differently, the respect and the recognition of what partners do is in the deal. [00:24:26] Jay McBain: We think that’s going to 59, but at some point, that’s gonna have to hit 96. ’cause to run the best programs, whether it’s an indirect sale, whether it’s a direct sale, whether it’s a marketplace deal, it doesn’t matter how money changes hands. What matters is we recognize the 6.3 partners. They’re not only making the deal happen bigger and faster, but renewing and enriching that every 30 days forever. [00:24:48] Jay McBain: When we watch, you know, billion dollar clubs and when we read all the press releases and all the hubbub about how fast this is growing and who, which companies are behind all this. When I’m quoted in some of these press releases, it’s because of this. You know, CrowdStrike, you know, brags are a billion dollars in a single year, but inside of that, they’re showing that 91% growth in marketplaces, which is pretty phenomenal for any company to almost double in size every single year. [00:25:17] Jay McBain: What’s more phenomenal is they’re growing the channel piece of it, 3548%. That green part of it is growing. Companies that understand platform and have people and processes and programs and technology to do it are winning. And they’re getting recognition and partners are starting to join the Billion Dollar Club who don’t sell a product, but are also winning at Extreme Scale. [00:25:44] Jay McBain: So talk about those partner 1000 and who are leaning in to win at this level. As well as everything changes, traditional billing moved into subscription models, moved into consumption models. Now we’re being tokenized to death multi it’s, it’s in this mode of micro consumption. There’s no chance there was little chance in subscription consumption that would be resold. [00:26:09] Jay McBain: You don’t buy Netflix from the cable guy in the white van. There’s zero chance when you’re buying tokens at a buck a piece that that’s going through any indirect sale. This continues to grow. Now the tectonic shifts is what happens when money changes hands differently. These old programs that we used to all write hundreds of different boxes, we checked every day on deal reg and trainings and all the other things are changing. [00:26:35] Jay McBain: To this, you’ll get these slides, by the way, in high res, inside of this now is the customer. For the first time ever, 45 years later, we have the customer in the middle of what we do, the 28 moments in green before they buy the seven layer stack and the partners inside it. The implementation. The integration, the managed services in a cycle that never ends, and two thirds of our industry. [00:26:55] Jay McBain: With the customer in the middle, we can now move money around to the different moments. It’s not all landing in front or backend margins or market development funds or new customer bonuses or spiffs. It’s landing where it needs to land. Over 400 companies now, pretty much led by Microsoft 400 companies are in a point system right now and 400 more. [00:27:18] Jay McBain: We’re working kind of behind the scenes to get that announced in the next 12 months. This is a total changeover in terms of how economics work and partners are yelling over half of us. I don’t care. Don’t call me a VAR anymore. Don’t call me an MSP. Don’t call me a regional system integrator. I do the consulting over half the time. [00:27:36] Jay McBain: I do the design, I do the implementations, I do the managed services, and 44% of us are vibe coding. On weekends. We’re not happy. Just on the services side. We wanna join the seven layer tech stack as well. These are partners growing faster than their vendors by understanding this cycle and where to show up and where the money is in ai. [00:27:56] Jay McBain: And the number one thing they’re asking for is not more leads, which they did for 45 years. The number one thing is now recognized for what I do. I’ve never just been a cash register. We’re completely now past this idea of a channel being a channel of distribution, and now a channel being this platform for the future. [00:28:16] Jay McBain: As we lay that on top of ai, the first couple of years of AI has really been consumer driven. The 95% failure rate that MIT reported last year is now 70%. That’s the failure to get from proof of concept to production. That 70 will be 50 by the summer we’re moving now in business, the maturity rates are going up at the end customer and in 88% of cases, that’s because of the channel. [00:28:43] Jay McBain: They’re working with partners. They’re not vibe coding themselves and working in little skunkwork groups. They’re working with partners to make it happen, and it now becomes the partner’s number one growth opportunity. I can grow at 11 or 12% in cyber every year. Compounded I can grow in 10% in managed services. [00:29:03] Jay McBain: You know, those are great double digit growth ’cause my customers are growing at 2.7% and I can go four x my customer, but I can go 10 x my customer if I have the right services built around ai. And this compounded growth rate and that big number in 2 20 32, 267 is what’s got those top 1000 partners obsessed. [00:29:25] Jay McBain: And your companies are leading with ai. Now you need to connect to those AI services. You need to get partners on this scale of growth. And they will be adding your name inside every cloud. They write on every whiteboard, but 82% of partners around the world, you know, we survey 25,000 of them aren’t ready, and they’re blaming vendors for not being ready, and they’re telling them exactly the workshops and the training that they need to get ready for this cycle. [00:29:53] Jay McBain: 82% of our entire partner, tens of millions of people, aren’t ready to grow at 35% and they need our help. Last thing I’ll say about AI is it’s the first time from client server to cloud, edge to cloud that it’s been segment driven. SMB alone has one, you know, six different segments, one to nine, 10 to 24, 25 to 49, et cetera. [00:30:18] Jay McBain: Mid-market into enterprise. No one that runs a restaurant is calling Jensen to buy a GPU to put next to the stove. No one’s calling Sam or Dario or anyone at Anthropic or OpenAI directly. They’re waiting. If you run a restaurant with all the people running around with tablets, you’ve invested in toast or square or clover or one of the platforms to run your business. [00:30:41] Jay McBain: A hundred different things. And you’re gonna wait for toast to work with a hyperscaler and build out the capabilities genetically. So when they see a spike in Uber Eats orders, they automatically place a food order and automatically change the staffing to deliver on it. That’s what the restaurant’s waiting for, and there’s no one calling and having a big a agent conversation. [00:31:03] Jay McBain: But even if you go into hundreds of people in medium sized business, every one of the vice presidents have their tech stack already built. I talked about the marketing person already, but the HR leader has one, and everybody’s got their seven layer stack. They’re not calling to buy a GPU and they’re not calling to, you know, bring in open AI directly or, or anthropic. [00:31:22] Jay McBain: They’re waiting for the platform they built to integrate together ag agenta capabilities. Everybody’s in wait mode up until enterprise and public, large public sector. So we are looking at this market and at 90% of that AI market is run by those thousand companies, and the rest of the millions of partners are helping in terms of how these businesses are gonna change at that level. [00:31:46] Jay McBain: Here’s where I end. You know, the 28 moments used to be a theory. It used to be a flywheel. How do we buy a car? [00:31:55] Vince Menzione: Well, we Google it, [00:31:57] Jay McBain: 81% of us now, 94% of us use large language models. We find out that there’s 365 brands of car. I’d have to test drive one every day of the year to get through them all. So we start narrowing these things down. [00:32:09] Jay McBain: We configure it. We put our rims on it, we color it. We download the invoice price. We download the backend rebates this month, whether I buy it in May or June, we find out what 5,000 people paid for our exact car within 50 miles of us. And then we don’t wanna go to the dealer because we know more than the salesperson, the manager ever will. [00:32:26] Jay McBain: We know what we’re gonna pay within, you know, dollars or cents. Just carvana the car. Hand me the keys. Let’s just forget the whole eight hour back and forth. I’ll get you a deal thing. I’m smarter than you in technology. Our customers are smarter than us, smarter than salespeople. That’s why 75% of millennials don’t wanna talk to a salesperson. [00:32:48] Jay McBain: They want to end digitally, and by the way, they’re not gonna send a fax after 28 digital moments. They’re gonna end on a digital marketplace. This is all demographics. It’s not hard to see where it’s going, but we’re getting into names, faces, places again. What if every dollar of your tam, the board, the CEO, runs around with their big multi-billion dollar number, they’re chasing? [00:33:09] Jay McBain: What if every single deal looks the exact same? This is a deal with AstraZeneca, A real deal, real customer spending millions of dollars. We know it starts in October, it ends in April. It’s a six month cycle. We see what they read, the MQ ls at the beginning. We see the sales demo moments. We see ISV, but we’ve never had the light blue boxes. [00:33:30] Jay McBain: What if we as a team could overlay the 6.3 partners in this deal? And when you find out a couple things. Here’s where I end. In December, five deals were one, three of them by NTT. The person at NTT probably coaches AstraZeneca’s, you know, kids’ soccer team. They probably have a cottage together at the lake. [00:33:50] Jay McBain: For the last 20 years, if the person at NTT worked at Deloitte, Deloitte would’ve run this deal. But Software One and Yash are both there, so we understand that when they were drawing clouds up on the wall in the boardroom in December, this deal was won and lost there. It was not won and lost at the point of sale. [00:34:09] Jay McBain: So what if you knew more about this and could see every dollar in your tam? You had an early warning system that this was happening. Two things jump out at this now that we’re in Bellevue. AWS was touched twice in this deal, directly in the marketing cycle and the sales cycle. AWS lost this deal. Here’s an example of Microsoft winning a deal with Microsoft never being touched. [00:34:34] Jay McBain: For some reason, NTT who won, who won AWS’s partner of the year a couple years ago led with Microsoft, so did Software one, Microsoft’s biggest reseller in Europe, and as did Yash, they all led with Microsoft and without Microsoft, knowing Microsoft took a multimillion dollar deal away from their competitors by winning in December. [00:34:53] Jay McBain: That’s one. Second. These partners didn’t just show up other than soccer and cottages. They didn’t show up in December. It went closed one in their CRM system. Back in the summer, August, September, we already knew AstraZeneca was in market, spending millions of dollars. We didn’t need them to read an ebook or go to an event to find that out. [00:35:17] Jay McBain: We knew it because it was closed one. They’re spending hundreds of thousands of dollars times five in December to know what to do at the end. This is an early warning system that’s better than any MQL, better than any SQL. And if you could give your company these level of view into their pipeline with an early warning system that I can work with those partners for months before they ever show up at the customer’s boardroom. [00:35:44] Jay McBain: This is it. Talk about 47% winners. This takes you from not only surviving the AI era to being a top five platform winner. Thank you very much. [00:36:01] Vince Menzione: Until next time, we’ll see you in person. Hopefully at our next event.

In this episode: people are still writing new programming language, Microsoft is going all "developers, developers, developers" again, and bots are apparently outnumbering humans on the web now.Timestamps:1:55 - Bot traffic has passed human traffic5:28 - The Jam programming language12:04 - Jack at Microsoft Build29:26 - Cloudflare bought VoidZero34:46 - Red Hat is the latest victim of Shai Hulud38:39 - Anthropic wants AI dev to slow down41:35 - Someone used a Waymo in a robbery46:47 - What's making us happyNews:Paige - There's a new programming language called JamJack - Microsoft Build coverageTJ - Bot web traffic has passed human web trafficLightning News: Red Hat is the latest victim of Shai Hulud on npmAnthropic wants AI development to slow down for the public goodPolice have yet to catch a thief who used a Waymo to steal yoga clothesCloudflare bought VoidZeroWhat Makes Us Happy this Week:Paige - For All Mankind TV seriesJack - Custom Microsoft swagTJ - Claude Desktop BuddyThanks as always to our sponsor, the Blue Collar Coder channel on YouTube. You can join us in our Discord channel, explore our website and reach us via email, or talk to us on X, Bluesky, or YouTube.Front-end Fire websiteBlue Collar Coder on YouTubeBlue Collar Coder on DiscordReach out via emailTweet at us on X @front_end_fireFollow us on Bluesky @front-end-fire.comSubscribe to our YouTube channel @Front-EndFirePodcast

Parce que… c'est l'épisode 0x306! Shameless plug 24 et 25 juin 2026 - Troopers 26 et 27 juin 2026 - leHACK 30 juin au 2 juillet 2026 - Pass the SALT 19 septembre 2026 - Bsides Montréal 20 au 26 septembre 2026 - BruCON 13 novembre 2026 - DEATHCon 16 au 19 novembre - European Cyber Week 1 au 3 décembre 2026 - Forum INCYBER - Canada 2026 24 et 25 février 2027 - SéQCure 2027 Notes IA ou Ghost in the shell Mythos Anthropic invites EU to access Mythos hacking tech Anthropic scales Claude Mythos to critical infrastructure in 15+ countries Anthropic Expands Project Glasswing Claude Mythos Preview to 150 New Organizations Kevin Beaumont: “Mythos is not great btw. Runni…” - Cyberplace Free AI model powers self-spreading worm in enterprise test network Instapassword Hackers Used Meta's AI Support Bot to Seize Instagram Accounts Instagram Meta AI Vulnerability Allegedly Enables Password Reset for Accounts Hackers duped Meta AI support chatbot to steal celebrity Instagram accounts Instagram Fixes Password Reset Flaw That Exposes User Emails and Phone Numbers Hackers Simply Asked Meta AI to Give Them Access to High-Profile Instagram Accounts. It Worked Kevin Beaumont: “How people hacked Meta account…” - Cyberplace Injecte moi ça ChatGPT for Google Sheets Exfiltrates Workbooks New Google Gemini Vulnerability Exploited via Prompt Injections from WhatsApp, Slack, and SMS New ChatGPT Lockdown Mode Limits Tools That Could Enable Data Exfiltration Irresponsable Florida sues OpenAI, Sam Altman after multiple ChatGPT-linked murders School shooting survivor sues AI gun detection firm after system failed to spot weapon AI Agents Get Their Own Directory Built Atop DNS Remove all LLM generated commits before people get hurt by this nonsense. · Issue #934 · RsyncProject/rsync Amazon Shuts Down Internal AI Leaderboard After Employees Cheated Open source project contains hidden instruction for “AI” agents: delete my code DOD wants to integrate cyber in all operations, and integrate security into AI Trump plan to test AI models has a problem—US security teams were gutted by DOGE Kevin Beaumont: “xAI have asked a court to stri…” - Cyberplace Commvault says it's time to rethink resiliency as AI crooks leave victims in a ‘dark, dead' state Attackers Use AI to Automate EDR Evasion Testing Pluralistic: Delusion as a service (04 Jun 2026) – Pluralistic: Daily links from Cory Doctorow These LLMs are the best at resisting Russian propaganda RAG Security and Privacy: Formalizing the Threat Model and Attack Surface From Attack Simulation to SIEM Rule: Deterministic Detection-as-Code Synthesis with Probe-Level Traceability Will the Agent Recuse Itself? Measuring LLM-Agent Compliance with In-Band Access-Deny Signals Critical Hugging Face Transformers Vulnerability Enables Remote Code Execution Attacks La guerre, la guerre, c'est pas une raison pour se faire mal! Iran-Linked Hackers Destroy IT, Backups, and Recovery Systems in Cyberattack targeting Middle East Pentagon raised threat of Israeli spying on U.S. to highest level, sources say Souveraineté ou vive le numérique libre! EU plots long game against US digital supremacy OSI welcomes the European Union's “Tech Sovereignty” package Cable lobby warns of chaos if FCC doesn't relax ban on foreign routers Privacy ou cachez ces informations que je ne saurais voir The Pentagon Finally Admits That Location Data Is a Battlefield Problem Age verification for social media – the beginning of the end for a free internet? Privacy isn't dead: it's just that tech companies have made it inconvenient Amazon-owned Ring should pay Americans for scanning their faces, lawsuit says Elon Musk tries again to escape FTC audits of X data handling I am the law Policy-Compliant Cloud Storage Systems GrapheneOS user reported to authorities for using GrapheneOS Red ou tout ce qui est brisé Cachez ce fiasco que j'ai fait Microsoft's Zero-Day Legal Threats Spark Backlash Microsoft Clarifies It Won't Sue Security Researchers Amid Nightmare-Eclipse Controversy Microsoft reaches for olive branch after public dustup with 0-day researcher Nightmare Eclipse incident shows the researcher-vendor fights may never fully go away Another bug hunter leaks Microsoft exploits in defiance of company's handling of vulnerability disclosures Microsoft MSRC Allegedly Dismissed Dependency Confusion Vulnerability, Claims Researcher Just LOL BIN BAS Kevin Beaumont: “Wake up babe, new lolbins and …” - Cyberplace Microsoft's Coreutils project brings Linux commands to Windows Microsoft Investigates MFA Setup Failure and MySigns-In Portal Outage Dozens of Red Hat packages backdoored through its official NPM channel Inspector general finds NIST mistakes have made vulnerability database ineffective Sur le serveur X.Org, neuf nouvelles failles de sécurité dont huit débusquées par une IA HTTP/2 Bomb : une mini-requête suffit pour faire tomber nginx, Apache ou IIS Blue ou tout ce qui améliore notre posture - An Analysis of GrapheneOS's Server Infrastructure - Android phones will soon be able to detect spoofed calls and impersonation scams - Kernel-Level Ground Truth: Why eBPF is Replacing User-Space Agents for Security Observability - Dashlane explains how attackers managed to download encrypted password vaults - Let's Encrypt Unveils Merkle Tree Certificates to Secure the Web Against Quantum Threats Divers ou parce que j'ai aucune idée où les placer - The Infosec Phrasebook - United Airlines Flight To Spain Pulls U-Turn Over Bluetooth Device Name - Cyber Insurance Rates Are Dropping, but Exclusions Widen - DNS is for people - not for IT infrastructure - The US Military Quietly Turned GPS Into a Global ‘Numbers Station,' Evidence Suggests - I led the 2014 U.S. CDC Ebola response. An action plan is needed now - Teen social media ban risks strengthening Big Tech dominance: Bluesky Collaborateurs Nicolas-Loïc Fortin Crédits Montage par Intrasecure inc Locaux réels par Intrasecure inc

Nesse episódio trouxemos as notícias e novidades do mundo da programação que nos chamaram atenção dos dias 30/05 a 05/06.☕ Café Código FontePrograme sua xícara para o sabor certo!https://cafe.codigofonte.com.br

Nesse episódio trouxemos as notícias e novidades do mundo da programação que nos chamaram atenção dos dias 30/05 a 05/06.☕ Café Código FontePrograme sua xícara para o sabor certo!https://cafe.codigofonte.com.br

The Cybercrime Wire, hosted by Scott Schober, provides boardroom and C-suite executives, CIOs, CSOs, CISOs, IT executives and cybersecurity professionals with a breaking news story we're following. If there's a cyberattack, hack, or data breach you should know about, then we're on it. Listen to the podcast daily and hear it every hour on WCYB. The Cybercrime Wire is brought to you Cybercrime Magazine, Page ONE for Cybersecurity at https://cybercrimemagazine.com. • For more breaking news, visit https://cybercrimewire.com

AI vulnerability discovery just upended the legendary Capture the Flag competitions, leaving top hackers sidelined while algorithms dominate the scoreboard. Hear why one seasoned researcher says the entire game is over for humans. As expected, UnFiOS devices are under attack. CISA commands federal agencies to update Drupal. Can the largest botnet ever, be killed. Defender endpoint can cutoff a PC from the network. Charter Communications big account leak. Chrome moves device-bound session cookies from beta. Anthropic to release Mythos shortly. cURL and Daniel Stenberg. IBM & RedHat commit to fixing open source with AI. LOTS of terrific listener feedback this week. AI spells the end of a terrific source of training Show Notes - https://www.grc.com/sn/SN-1081-Notes.pdf Hosts: Steve Gibson and Leo Laporte Download or subscribe to Security Now at https://twit.tv/shows/security-now. You can submit a question to Security Now at the GRC Feedback Page. For 16kbps versions, transcripts, and notes (including fixes), visit Steve's site: grc.com, also the home of the best disk maintenance and recovery utility ever written Spinrite 6. Join Club TWiT for Ad-Free Podcasts! Support what you love and get ad-free audio and video feeds, a members-only Discord, and exclusive content. Join today: https://twit.tv/clubtwit Sponsors: bitwarden.com/twit hoxhunt.com/securitynow zscaler.com/security material.security meter.com/securitynow

On this week's show special guest co-host Andy Boyd joins Patrick Gray and James Wilson to discuss the week's cybersecurity news. Andy is the CEO of REDLattice, which makes the Paragon “intelligence collection and reconnaissance” solution. They cover: Adversaries are tracking US troop locations with commercially available location data A new Signal phishing campaign is going after message backups 404 Media is suing ICE to get its spyware contract with REDLattice (lol) Microsoft's tone-deaf response to ‘never justifiable' zero-day disclosures Mini Shai-Hulud pops up again just as Glassworm gets shattered Much, much more This week's episode is sponsored by Authentik, an open source identity platform that you can host yourself. In this week's sponsor interview Authentik's CEO Fletcher Heisler joins Patrick Gray to talk about how they're keeping up with the bugpocalypse, and also the work they're doing to support identities for AI agents. This episode is also available on YouTube. Show notes The Pentagon Knew Enemies Could Track Troops' Phones for Years. Now They Are | wired.com U.S. says troops were targeted with location data, as senator warns ad industry is a ‘national security threat' | TechCrunch Security DOD location data attachment (Wyden) | Risky Business #830 -- LiteLLM and security scanner supply chains compromised | Risky Business Media US has seized nearly $1 billion in crypto from Iran, Bessent says | Russia claims foreign spy agencies hacked officials' phones | therecord.media Hackers are trying to steal Signal users' backups in new wave of phishing attacks | TechCrunch Security We Sued ICE to Get Its Spyware Contract. The Agency Is Redacting Essentially Everything | Social Signals Microsoft calls zero-day releases ‘never justifiable' as researcher threatens to drop more | therecord.media A shared responsibility: Protecting customers through Coordinated Vulnerability Disclosure | Social Signals Microsoft says it will not pursue security researchers after zero-day backlash | therecord.media IBM's new $5B initiative will help enterprises rapidly patch open-source vulnerabilities | Social Signals Federal audit reveals NIST's NVD is plagued by poor planning and duplication | cyberscoop.com Hackers Used Meta's AI Support Bot to Seize Instagram Accounts | krebsonsecurity.com Critical Windows Netlogon RCE flaw now exploited in attacks | BleepingComputer CISA adds exploited Palo Alto Networks GlobalProtect flaw to KEV | Cybersecurity Dive Password manager Dashlane says hackers stole some customers' password vaults | TechCrunch Security CrowdStrike disrupts Glassworm botnet that preyed on open-source supply chain | cyberscoop.com Botnet of more than 17 million devices dismantled | arstechnica.com Chinese-speaking fraud gang could be stealing millions from 2026 World Cup fans | therecord.media ACCC investigating Olympics ticket scam | ABC Dozens of Red Hat packages backdoored through its offical NPM channel | arstechnica.com Solo podcast: A deep dive on TeamPCP - Risky Business Media | Trump administration releases scaled-back AI executive order | cyberscoop.com Google security engineer accused of turning confidential search trends into $1.2M win on Polymarket | cyberscoop.com

AI vulnerability discovery just upended the legendary Capture the Flag competitions, leaving top hackers sidelined while algorithms dominate the scoreboard. Hear why one seasoned researcher says the entire game is over for humans. As expected, UnFiOS devices are under attack. CISA commands federal agencies to update Drupal. Can the largest botnet ever, be killed. Defender endpoint can cutoff a PC from the network. Charter Communications big account leak. Chrome moves device-bound session cookies from beta. Anthropic to release Mythos shortly. cURL and Daniel Stenberg. IBM & RedHat commit to fixing open source with AI. LOTS of terrific listener feedback this week. AI spells the end of a terrific source of training Show Notes - https://www.grc.com/sn/SN-1081-Notes.pdf Hosts: Steve Gibson and Leo Laporte Download or subscribe to Security Now at https://twit.tv/shows/security-now. You can submit a question to Security Now at the GRC Feedback Page. For 16kbps versions, transcripts, and notes (including fixes), visit Steve's site: grc.com, also the home of the best disk maintenance and recovery utility ever written Spinrite 6. Join Club TWiT for Ad-Free Podcasts! Support what you love and get ad-free audio and video feeds, a members-only Discord, and exclusive content. Join today: https://twit.tv/clubtwit Sponsors: bitwarden.com/twit hoxhunt.com/securitynow zscaler.com/security material.security meter.com/securitynow

AI vulnerability discovery just upended the legendary Capture the Flag competitions, leaving top hackers sidelined while algorithms dominate the scoreboard. Hear why one seasoned researcher says the entire game is over for humans. As expected, UnFiOS devices are under attack. CISA commands federal agencies to update Drupal. Can the largest botnet ever, be killed. Defender endpoint can cutoff a PC from the network. Charter Communications big account leak. Chrome moves device-bound session cookies from beta. Anthropic to release Mythos shortly. cURL and Daniel Stenberg. IBM & RedHat commit to fixing open source with AI. LOTS of terrific listener feedback this week. AI spells the end of a terrific source of training Show Notes - https://www.grc.com/sn/SN-1081-Notes.pdf Hosts: Steve Gibson and Leo Laporte Download or subscribe to Security Now at https://twit.tv/shows/security-now. You can submit a question to Security Now at the GRC Feedback Page. For 16kbps versions, transcripts, and notes (including fixes), visit Steve's site: grc.com, also the home of the best disk maintenance and recovery utility ever written Spinrite 6. Join Club TWiT for Ad-Free Podcasts! Support what you love and get ad-free audio and video feeds, a members-only Discord, and exclusive content. Join today: https://twit.tv/clubtwit Sponsors: bitwarden.com/twit hoxhunt.com/securitynow zscaler.com/security material.security meter.com/securitynow

AI vulnerability discovery just upended the legendary Capture the Flag competitions, leaving top hackers sidelined while algorithms dominate the scoreboard. Hear why one seasoned researcher says the entire game is over for humans. As expected, UnFiOS devices are under attack. CISA commands federal agencies to update Drupal. Can the largest botnet ever, be killed. Defender endpoint can cutoff a PC from the network. Charter Communications big account leak. Chrome moves device-bound session cookies from beta. Anthropic to release Mythos shortly. cURL and Daniel Stenberg. IBM & RedHat commit to fixing open source with AI. LOTS of terrific listener feedback this week. AI spells the end of a terrific source of training Show Notes - https://www.grc.com/sn/SN-1081-Notes.pdf Hosts: Steve Gibson and Leo Laporte Download or subscribe to Security Now at https://twit.tv/shows/security-now. You can submit a question to Security Now at the GRC Feedback Page. For 16kbps versions, transcripts, and notes (including fixes), visit Steve's site: grc.com, also the home of the best disk maintenance and recovery utility ever written Spinrite 6. Join Club TWiT for Ad-Free Podcasts! Support what you love and get ad-free audio and video feeds, a members-only Discord, and exclusive content. Join today: https://twit.tv/clubtwit Sponsors: bitwarden.com/twit hoxhunt.com/securitynow zscaler.com/security material.security meter.com/securitynow

Dave Airlie, a Distinguished Engineer at Red Hat, speaks with host Gregory M. Kapfhammer about Linux kernel maintenance. After over-viewing the scale and structure of the Linux kernel, they dive deep into the review and validation of kernel patches, drawing on examples from the GPU subsystem. After discussing the features and benefits of the Linux kernel's maintenance model, they also explore kernel maintenance best practices and the supporting tools for these practices. Dave and Gregory also discuss topics such as the integration of Rust code in the Linux kernel and the ways in which AI-driven code review are influencing kernel maintenance.

AI vulnerability discovery just upended the legendary Capture the Flag competitions, leaving top hackers sidelined while algorithms dominate the scoreboard. Hear why one seasoned researcher says the entire game is over for humans. As expected, UnFiOS devices are under attack. CISA commands federal agencies to update Drupal. Can the largest botnet ever, be killed. Defender endpoint can cutoff a PC from the network. Charter Communications big account leak. Chrome moves device-bound session cookies from beta. Anthropic to release Mythos shortly. cURL and Daniel Stenberg. IBM & RedHat commit to fixing open source with AI. LOTS of terrific listener feedback this week. AI spells the end of a terrific source of training Show Notes - https://www.grc.com/sn/SN-1081-Notes.pdf Hosts: Steve Gibson and Leo Laporte Download or subscribe to Security Now at https://twit.tv/shows/security-now. You can submit a question to Security Now at the GRC Feedback Page. For 16kbps versions, transcripts, and notes (including fixes), visit Steve's site: grc.com, also the home of the best disk maintenance and recovery utility ever written Spinrite 6. Join Club TWiT for Ad-Free Podcasts! Support what you love and get ad-free audio and video feeds, a members-only Discord, and exclusive content. Join today: https://twit.tv/clubtwit Sponsors: bitwarden.com/twit hoxhunt.com/securitynow zscaler.com/security material.security meter.com/securitynow

AI vulnerability discovery just upended the legendary Capture the Flag competitions, leaving top hackers sidelined while algorithms dominate the scoreboard. Hear why one seasoned researcher says the entire game is over for humans. As expected, UnFiOS devices are under attack. CISA commands federal agencies to update Drupal. Can the largest botnet ever, be killed. Defender endpoint can cutoff a PC from the network. Charter Communications big account leak. Chrome moves device-bound session cookies from beta. Anthropic to release Mythos shortly. cURL and Daniel Stenberg. IBM & RedHat commit to fixing open source with AI. LOTS of terrific listener feedback this week. AI spells the end of a terrific source of training Show Notes - https://www.grc.com/sn/SN-1081-Notes.pdf Hosts: Steve Gibson and Leo Laporte Download or subscribe to Security Now at https://twit.tv/shows/security-now. You can submit a question to Security Now at the GRC Feedback Page. For 16kbps versions, transcripts, and notes (including fixes), visit Steve's site: grc.com, also the home of the best disk maintenance and recovery utility ever written Spinrite 6. Join Club TWiT for Ad-Free Podcasts! Support what you love and get ad-free audio and video feeds, a members-only Discord, and exclusive content. Join today: https://twit.tv/clubtwit Sponsors: bitwarden.com/twit hoxhunt.com/securitynow zscaler.com/security material.security meter.com/securitynow

This week Mike McGrath from Red Hat joins us to talk about using Red Hat to talk about the relationship RHEL and their up-streams. -- During The Show -- 00:45 Intro IT at home Wrangling home "data center" Noah's old strategy Shoe makers kids have no shoes Snowballing tech Backups - pull vs push Making things modular 11:10 Interesting Tech - Carey TRMNL Mecha Comet GPD Micro PC 2 Value of pocket PCs 22:30 Shelly Devices and UL rated - Mike UL Ratings Pay attention to what you buy Many Shelly devices are UL listed UL listed Shelly devices are ~20% more expensive "Harbor Freight" answer 28:30 Red Hat Vulnerabilities Discovered and locked down in a few hours Assume breach, change everything Has worm like functionality Bypassed 2FA Multiple persistence methods Heavily obfuscated stepsecurity.io 36:45 Interview Mike McGrath Mike McGrath - Vice President, Core Platforms RHEL AI vs OpenShift AI What did Red Hat get wrong and right over the last few years Is AI a threat to open source? Does going closed source actually solve anything? CVEs Mechanisms for community influence on RHEL What are RHEL security best practices? Quantum safe encryption Install as little as possible Image mode Project Hummingbird RHEL Forever CentOS Stream and RHEL What is an upside of CentOS Stream? -- The Extra Credit Section -- For links to the articles and material referenced in this week's episode check out this week's page from our podcast dashboard! This Episode's Podcast Dashboard Phone Systems for Ask Noah provided by Voxtelesys Join us in our dedicated chatroom #GeekLab:linuxdelta.com on Matrix -- Stay In Touch -- Find all the resources for this show on the Ask Noah Dashboard Ask Noah Dashboard Need more help than a radio show can offer? Altispeed provides commercial IT services and they're excited to offer you a great deal for listening to the Ask Noah Show. Call today and ask about the discount for listeners of the Ask Noah Show! Altispeed Technologies Contact Noah live [at] asknoahshow.com -- Twitter -- Noah - Kernellinux Ask Noah Show Altispeed Technologies Special Guest: Mike McGrath.

Cybersecurity Today for June 2, 2026. Microsoft has backed away from its hard-line stance against vulnerability researchers after widespread criticism from the security community. The dispute began after independent researcher Nightmare Eclipse published proof-of-concept code for unpatched Microsoft vulnerabilities, triggering a public debate over responsible disclosure, zero-days, and researcher relations. Cybersecurity Today would like to thank Material Security for sponsoring this podcast. Material Security provides faster, more complete detection and response for email, identity, and data threats inside Google Workspace and Microsoft 365. You can contact them at material[dot]security. Carnival Corporation disclosed a social-engineering attack that led to the theft of sensitive personal information affecting nearly six million people. Exposed data includes names, contact information, dates of birth, and government identification details. The ShinyHunters cybercrime group has claimed responsibility and alleges the breach involved even more records. Password manager provider Dashlane temporarily locked some customers out of their accounts after large-scale password-guessing attacks triggered automated security protections. Access was later restored, although some users reported lingering issues. The episode also examines a software supply-chain attack uncovered by Wiz involving 32 Red Hat Cloud Services NPM packages. Attackers compromised a Red Hat employee's GitHub account and inserted Miasma malware designed to steal Google Cloud and Microsoft Azure credentials. Timestamps: 00:00 Sponsor Message 00:28 Headlines And Intro 00:55 Microsoft Researcher Dispute 02:58 Carnival Cruise Data Breach 04:48 Dashlane Lockouts Explained 06:09 Miasma Malware Supply-Chain Attack 08:10 Wrap Up And Sign Off 08:31 Sponsor Deep Dive #Cybersecurity #DataBreach #Carnival #Microsoft #Dashlane #RedHat #SupplyChainAttack #CyberSecurityToday

AI vulnerability discovery just upended the legendary Capture the Flag competitions, leaving top hackers sidelined while algorithms dominate the scoreboard. Hear why one seasoned researcher says the entire game is over for humans. As expected, UnFiOS devices are under attack. CISA commands federal agencies to update Drupal. Can the largest botnet ever, be killed. Defender endpoint can cutoff a PC from the network. Charter Communications big account leak. Chrome moves device-bound session cookies from beta. Anthropic to release Mythos shortly. cURL and Daniel Stenberg. IBM & RedHat commit to fixing open source with AI. LOTS of terrific listener feedback this week. AI spells the end of a terrific source of training Show Notes - https://www.grc.com/sn/SN-1081-Notes.pdf Hosts: Steve Gibson and Leo Laporte Download or subscribe to Security Now at https://twit.tv/shows/security-now. You can submit a question to Security Now at the GRC Feedback Page. For 16kbps versions, transcripts, and notes (including fixes), visit Steve's site: grc.com, also the home of the best disk maintenance and recovery utility ever written Spinrite 6. Join Club TWiT for Ad-Free Podcasts! Support what you love and get ad-free audio and video feeds, a members-only Discord, and exclusive content. Join today: https://twit.tv/clubtwit Sponsors: bitwarden.com/twit hoxhunt.com/securitynow zscaler.com/security material.security meter.com/securitynow

In this episode of Alexa's Input (AI), I sat down with Rob Shaw from Red Hat to talk about how AI inference evolved from a simple model serving problem into a large-scale distributed systems problem.We explored the infrastructure shifts behind modern LLM serving, including how vLLM and PagedAttention changed the economics and efficiency of inference, why KV cache management became one of the most important bottlenecks in production AI systems, and how orchestration layers like llm-d are emerging to coordinate distributed inference.We also discuss:how LLM inference differs from traditional model serving runtimesKV cache, prefix caching, and cache-aware routingwhy throughput and latency became major infrastructure challengeslong-context agents and repeated inference callsdistributed inference on Kubernetesintelligent routing, flow control, and load balancingprefill/decode disaggregationenterprise AI deployment realitiesvLLM has become one of the most important open-source projects in AI infrastructure, and llm-d represents a newer shift toward treating inference as a coordinated distributed system rather than just a single runtime problem.If you want to better understand the systems layer beneath modern AI applications, this episode is a deep dive into where inference infrastructure is heading next.General Podcast LinksWatch: ⁠⁠⁠⁠⁠⁠https://www.youtube.com/@alexa_griffith⁠⁠⁠⁠⁠⁠Read: ⁠⁠⁠⁠⁠⁠⁠⁠https://alexasinput.substack.com/⁠⁠⁠⁠⁠⁠⁠⁠Listen:⁠⁠ ⁠⁠https://creators.spotify.com/pod/profile/alexagriffith/⁠⁠⁠⁠More: ⁠⁠⁠⁠⁠⁠https://linktr.ee/alexagriffith⁠⁠⁠⁠⁠⁠Learn more about the host atWebsite: ⁠⁠⁠⁠⁠⁠https://alexagriffith.com/⁠⁠⁠⁠⁠⁠LinkedIn: ⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/alexa-griffith/⁠⁠⁠⁠⁠⁠Find out more about the guest at:LinkedIn: https://www.linkedin.com/in/robert-shaw-1a01399a/ Red Hat Articles: https://developers.redhat.com/author/robert-shawGithub: https://github.com/robertgshaw2-redhat ResourcesvLLM Website: https://vllm.ai/vLLM GitHub Repository: https://github.com/vllm-project/vllmllm-d Website: https://llm-d.ai/llm-d GitHub Repository - https://github.com/llm-d/llm-d KeywordsAI inference, VLLM, LMD, distributed inference, GPU optimization, open source AI, Kubernetes, multi-cluster deployment, AI infrastructure, enterprise AI AI infrastructure, Kubernetes, model optimization, speculative decoding, mixture of experts, AI deployment, performance tuning, AI systems, neural network scaling Key TopicsEvolution of vLLM and llm-dDistributed inference and routingGPU utilization and performance optimizationOpen source AI infrastructureEnterprise deployment challenges and solutions Standardization in Kubernetes for NIC exposurePerformance optimizations: quantization and speculative decodingMixture of experts architecture and parallelism strategiesFlow control and request scheduling in AI systemsEmerging hardware for AI inference, Cerebras processorReinforcement learning and AI system supportModular architecture of vLLM and ecosystem projects

Russia's FSB calls out a Western spyware operation, high-profile Instagram accounts hijacked via Meta's AI support agents, Red Hat npm packages were compromised in another supply chain attack, and ten percent of domains registered last year were malicious. Show notes Risky Bulletin: A tenth of all new domains last year were malicious

AI vulnerability discovery just upended the legendary Capture the Flag competitions, leaving top hackers sidelined while algorithms dominate the scoreboard. Hear why one seasoned researcher says the entire game is over for humans. As expected, UnFiOS devices are under attack. CISA commands federal agencies to update Drupal. Can the largest botnet ever, be killed. Defender endpoint can cutoff a PC from the network. Charter Communications big account leak. Chrome moves device-bound session cookies from beta. Anthropic to release Mythos shortly. cURL and Daniel Stenberg. IBM & RedHat commit to fixing open source with AI. LOTS of terrific listener feedback this week. AI spells the end of a terrific source of training Show Notes - https://www.grc.com/sn/SN-1081-Notes.pdf Hosts: Steve Gibson and Leo Laporte Download or subscribe to Security Now at https://twit.tv/shows/security-now. You can submit a question to Security Now at the GRC Feedback Page. For 16kbps versions, transcripts, and notes (including fixes), visit Steve's site: grc.com, also the home of the best disk maintenance and recovery utility ever written Spinrite 6. Join Club TWiT for Ad-Free Podcasts! Support what you love and get ad-free audio and video feeds, a members-only Discord, and exclusive content. Join today: https://twit.tv/clubtwit Sponsors: bitwarden.com/twit hoxhunt.com/securitynow zscaler.com/security material.security meter.com/securitynow

A federal watchdog questions NIST over its vulnerability database backlog. Google patches an Android zero-day. Citizen Lab exposes a powerful location-tracking platform. Malware hides commands in Steam comments. Researchers spot AI-assisted malware development. Attackers compromise Red Hat's npm namespace. DriveSurge spreads malware through ClickFix and fake updates. FreePBX patches a critical flaw. And Dashlane responds to a brute-force attack. Our guest is ⁠Laure Lydon⁠, Opening Chair for Infosecurity Europe and VP of Security and Infrastructure, Flo Health, sharing her expertise on digital health platforms. Meta's AI support bot proves a bit too eager to help. Remember to leave us a 5-star rating and review in your favorite podcast app. Miss an episode? Sign-up for our daily intelligence roundup, Daily Briefing, and you'll never miss a beat. And be sure to follow CyberWire Daily on LinkedIn. CyberWire Guest Today, Maria Varmazis speaks with ⁠Laure Lydon⁠, Opening Chair for Infosecurity Europe and VP of Security and Infrastructure, Flo Health, sharing her expertise on privacy, security, and trust in digital health platforms, especially in sensitive areas like women's health. This interview is part of our partnership with Infosecurity Europe. Selected Reading Inspector general finds NIST mistakes have made vulnerability database ineffective (The Record) Google fixes one actively exploited Android zero-day, 124 flaws (Bleeping Computer) Uncovering Webloc: An Analysis of Penlink's Ad-based Geolocation Surveillance Tech (The Citizen Lab) GoDaddy found malware on 1,980 WordPress sites using Steam as C2 infrastructure (Security Affairs) Threat Actor Uses AI to Build EDR Evasion Tools (Infosecurity Magazine) Attackers Hijack Red Hat npm Scope to Steal Cloud Secrets (Infosecurity Magazine) Hackers hijack thousands of sites for ClickFix and FakeUpdate attacks (Bleeping Computer) Critical Hard-Coded Credentials Vulnerability in FreePBX User Control Panel (Beyond Machines) Dashlane password manager users locked out by brute force attacks (Bleeping Computer) Hackers Simply Asked Meta AI to Give Them Access to High-Profile Instagram Accounts. It Worked (404 Media) Share your feedback. What do you think about CyberWire Daily? Please take a few minutes to share your thoughts with us by completing our brief listener survey. Thank you for helping us continue to improve our show. Want to hear your company in the show? N2K CyberWire helps you reach the industry's most influential leaders and operators, while building visibility, authority, and connectivity across the cybersecurity community. Learn more at sponsor.thecyberwire.com. The CyberWire is a production of N2K Networks, your source for strategic workforce intelligence. © N2K Networks, Inc. Learn more about your ad choices. Visit megaphone.fm/adchoices

Unidentified RAT pushes NetSupport RAT https://isc.sans.edu/diary/Unidentified%20RAT%20pushes%20NetSupport%20RAT/33034 CVE-2026-41089: Windows Netlogon Vulnerability Exploited https://ccb.belgium.be/advisories/warning-microsoft-patch-tuesday-may-2026-patches-118-vulnerabilities-16-critical-102 RedHat npm Packages Affected https://www.aikido.dev/blog/red-hat-npm-packages-compromised-credential-stealing-worm Dashlane Locking Accounts after Brute Force https://status.dashlane.com/pages/5aabcb89fccc4b04d3774443 My Upcoming Classes https://www.sans.org/profiles/dr-johannes-ullrich

Meta AI hands over Instagram account access Dutch police dismantle huge botnet RedHat packages get backdoored Get the show notes here: https://cisoseries.com/meta-ai-hands-over-instagram-access-dutch-police-dismantle-botnet-redhat-packages-backdoored/ Huge thanks to our episode sponsor, Vanta Your team just added its 67th AI tool. And unfortunately, also your 67th security blind spot.   The good news: The Vanta  [rhymes with Santa] Agent works like a GRC engineer in the background, finding every app your team uses, scoring the risk, and drafting fixes for you.   Vanta is the platform used by over sixteen thousand fast-moving companies like Ramp, Cursor, and Harvey who are shaping the future with AI, AND staying ahead of AI risk.   Get started at vanta.com/headlines. 

Patrick Moorhead and Daniel Newman cover Daniel's acquisition of Enterprise Technology Research, IBM's historic $15 billion single-day commitment spanning quantum and open-source security, Anthropic's Claude Opus 4.8, and the heaviest single earnings night of the season featuring Dell, Marvell, Salesforce, Synopsys, Snowflake, HP, and Micron crossing $1 trillion in market cap. The handpicked topics for this week are: Anthropic Releases Claude Opus 4.8: Six Weeks After 4.7 Anthropic dropped Opus 4.8 just six weeks after 4.7, claiming it surpasses GPT-5.5 and Gemini 3.1 Pro on agentic coding, knowledge work, and computer use. Benchmark improvements across the board: agentic coding up from 64.3% to 69.2%, knowledge work from 1753 to 1890, agentic computer use from 82.8% to 83.4%. Three new features ship alongside it: Dynamic Workflows for multi-subagent orchestration inside Claude Code, Effort Control for managing token spend, and mid-task system messages via the API. Fast mode is now 2.5x faster and 3x cheaper. Pat's honest take: what it says on paper is good, particularly on tool triggering and citation precision, but he has lost significant trust in the company and is watching closely. (The Decode)   IBM Commits $10 Billion to Quantum: The Largest Single Quantum Bet in History IBM announced a $10 billion commitment over five years targeting a large-scale fault-tolerant quantum computer by 2029, landing the same day as the $5 billion Project Lightwell announcement for a single-day IBM strategic commitment of $15 billion. Pat has been calling 2029 to 2031 as the realistic commercial quantum window and calls this the strongest single corporate financial signal yet that the timeline is real. Daniel's framing: IBM wants to be the NVIDIA of quantum, and with a $10 billion commitment, it's sending a flare to the entire industry that pure-play quantum companies cannot compete at this balance sheet level. (The Decode)   IBM and Red Hat Launch Project Lightwell: $5B to Secure Open-Source Software IBM and Red Hat committed $5 billion and a global force of 20,000 engineers to secure open-source software for enterprises through frontier agentic AI, anchored by 11 of the largest US and Canadian banks including Bank of America, Goldman Sachs, JPMorgan Chase, Mastercard, and Visa. Pat's read: this is the productization answer to Anthropic Mythos. Mythos found the vulnerabilities. Lightwell is the industrial-scale patching and validation layer enterprises can actually buy on a subscription. Daniel adds that IBM is flexing its engineering talent base as a premium strategic asset, a direct counter to the narrative that AI replaces engineers. (The Decode)   Anthropic Project Glasswing: 23,000 Vulnerabilities Found Across 1,000 OSS Projects Anthropic's Claude Mythos scanned more than 1,000 widely deployed open-source projects and surfaced approximately 23,000 candidate vulnerabilities, with 1,094 confirmed as critical severity. The Cyber Verification Program now gates the strongest cyber-capable Claude variant behind vetted defenders only. While the tool creates real value, the surface of attack will likely grow as fast as any tool built to defend it. (The Decode)   Anthropic in Talks to Run Claude on Microsoft Maia 200 CNBC and The Information reported Microsoft is in active negotiations to supply Anthropic with its custom Maia 200 inference chip, which would make Anthropic the only frontier lab simultaneously running production workloads on four distinct silicon stacks: NVIDIA, AWS Trainium, Google TPU, and Microsoft Maia. Pat's context: Maia 200 delivers 30% better tokens per dollar than the latest Azure fleet per Satya Nadella, and this deal would be Maia's first major external deployment. Daniel's read: what can be built will be sold right now, and Anthropic chasing every available compute source is simply the structural reality of growing at 80x when you planned for 10x. (The Decode)   The Flip: Is AI CapEx Too Expensive to Earn Its Return? Pat takes the affirmative. With $725 billion in hyperscaler CapEx tracking for 2026, likely $1 trillion next year, memory has become the choke point making it even more expensive, and open-source models have closed enough of the quality gap for most enterprise tasks that the premium of frontier APIs is increasingly hard to justify. A recent Signal65 white paper shows on-prem payback at 18 months. Daniel's counter: Dell just booked $24 billion in AI orders in a single quarter. Agentforce crossed $1 billion ARR at 169% growth. NVIDIA guided to $91 billion. Only 20% of enterprises are using AI and only 2% of consumers. Both hosts admitted off the flip their notes looked nearly identical. (The Flip)   Micron Crosses $1 Trillion Market Cap Micron became the 12th US company ever to cross $1 trillion in market cap, surging 19% on May 26th as UBS raised its price target to $1,625, implying a $1.8 trillion market cap. Samsung's Q1 memory ASP jumped 146% year over year. DRAM spot prices spiked 55 to 60% quarter over quarter. Daniel has been pounding this call since sub-$100 and calls it a cycle elongated beyond anything seen in the 27 prior memory cycles, driven by HBM capacity reallocation away from consumer DRAM creating structural shortage. (Bulls and Bears)   Dell Technologies Q1 FY27: The Biggest Enterprise AI Infrastructure Print of 2026 Record $43.8 billion revenue, up 88% year over year, crushing the $35.7 billion consensus by $8 billion. AI-optimized servers at $16.1 billion, up 757% year over year. $24.4 billion in AI orders booked in a single quarter. FY27 AI server revenue guide raised from $50 billion to $60 billion. Non-GAAP EPS of $4.86 beat the $2.96 consensus by 64%. Stock up 18% after hours. Pat's framing: Dell was very clear about what they were going to do. Rack engineering, sales, and service. The basics. And they executed the basics at an extraordinary level while building a special relationship with NVIDIA who views Dell as a market maker for both enterprise and NeoCloud. Daniel's add: play nice and win. Michael Dell navigated the political landscape brilliantly and pulled the entire Dell brand along with him. (Bulls and Bears)   Marvell Technology Q1 FY27: Record Revenue, Data Center at 76% of Mix Record $2.418 billion revenue, up 28% year over year. Data center at $1.833 billion, up 27% year over year, now 76% of total revenue. Q2 guide of $2.7 billion at midpoint accelerates growth to 35% year over year. Operating cash flow a record $638.8 million. Daniel went on TV and said it's "written in the stars," arguing the market had misunderstood this one for too long by conflating its custom AI ASIC story with the full breadth of its connectivity and networking portfolio. Pat's closing: the shorts are eating it now and the custom AI ASIC versus merchant GPU debate is finally settling into the right answer, which is both in lockstep. (Bulls and Bears)   Salesforce Q1 FY27: Agentforce Crosses $1 Billion ARR Revenue $11.13 billion, up 13% year over year. Non-GAAP EPS of $3.88 crushed the $3.12 consensus by 24%. Agentforce ARR crossed $1 billion, up 169% year over year, with 28.6 trillion tokens processed, up 152% quarter over quarter. 50% of Agentforce bookings came from existing customers expanding. Daniel flagged the $25 billion accelerated buyback funded by new debt as an interesting signal worth watching. Pat's bottom line: it's not perfect, but certainly no "SaaSpocalypse" in those numbers. (Bulls and Bears)   Synopsys Q2 FY26: First Full Quarter With Ansys Integrated Revenue $2.276 billion, up 42% year over year, beating consensus. Non-GAAP EPS of $3.35 beat $3.15. FY26 guide raised to $9.665 billion midpoint. Daniel's framing: every chip runs through Synopsys tools, and the Ansys addition makes it the full-stack co-design platform Jensen Huang keeps talking about. Synopsys is not just the pick and shovel of current AI silicon. It is the pick and shovel of quantum, robotics, and space as well. (Bulls and Bears)   Snowflake Q1 FY27: Strongest Sequential Dollar Growth in Company History Product revenue $1.33 billion, up 34% year over year, the strongest sequential dollar growth in Snowflake history. Net revenue retention 126%. FY27 product revenue guide raised to $5.84 billion. Natoma acquisition announced for secure agentic enterprise connectivity. New $6 billion multi-year AWS commitment. Daniel's closing: proprietary unique data is the real moat of the agentic era, and that data has to live somewhere. It is going to go to platforms like Snowflake. (Bulls and Bears)   HP Inc. Q2 FY26: Eight Straight Quarters of Growth With AI PCs at 44% of Shipments Revenue $14.4 billion, up 9% year over year, the company marks its eighth consecutive quarter of top-line growth. Non-GAAP EPS of $0.86 beat the prior guide. Personal Systems at $10.2 billion, up 13%, with 30% operating profit growth. AI PCs jumped from 35% to 44% of shipments quarter over quarter, with HP guiding to 60 to 70% next fiscal year. FY26 EPS guide raised. Pat's note: they still need a permanent CEO, which would help investors sleep better at night. Daniel's add: the real explosive moment for device companies comes when AI moves to the edge and enterprises shift from expensive frontier model consumption to on-device inference. (Bulls and Bears)   Everpure Q1 FY27: Record Revenue, Rebrand Complete Record revenue of $1.1 billion, up 35% year over year. Product revenue $577 million, up 55%. Subscription ARR at $2 billion. FY27 guide raised to $4.41 to $4.51 billion. Pure Storage officially completed its rebrand to Everpure. Daniel's emerging thesis: the agentic era has focused enormous attention on memory and compute, but after the inference runs, the data has to sit somewhere. Storage has not seen its full inflection yet and Everpure is well positioned when that wave arrives. (Bulls and Bears)   The Decode Anthropic Releases Claude Opus 4.8 May 28  https://techcrunch.com/2026/05/28/anthropic-releases-opus-4-8-with-new-dynamic-workflow-tool/ IBM Commits $10B Over Five Years to Quantum Computing the Same Day as $5B Project Lightwell, Bringing IBM's One-Day AI https://www.barrons.com/articles/ibm-stock-quantum-computing-aafbb1eb IBM + Red Hat Announce Project Lightwell  https://newsroom.ibm.com/2026-05-28-ibm-and-red-hat-commit-5-billion-to-redefine-the-future-of-open-source-in-the-ai-era Anthropic Project Glasswing / Claude Mythos Finds 23,000 Potential Vulnerabilities Across 1,000+ Open-Source Projects https://www.securityweek.com/anthropic-mythos-detected-23000-potential-vulnerabilities-across-1000-oss-projects/ Anthropic Negotiating to Run Claude on Microsoft's Maia 200 AI Chips  https://www.cnbc.com/2026/05/21/anthropic-microsoft-maia-200-ai-chip.html OpenAI + Anthropic Walk Back the AI Jobs Apocalypse Ahead of IPOs https://finance.yahoo.com/sectors/technology/articles/ai-chiefs-walk-back-job-193605798.html https://x.com/RiskCentre/status/2059397756016611668 The Flip Is AI Capex Becoming Too Expensive to Earn Its Return — and Will the Result Be a Forced Shift to Open-Source and Smaller Use-Case-Specific Models, or a Continued $725B+ Hyperscaler Buildout That Vindicates the Capex on Productivity Gains? FOR:  The shift is to open-source + smaller use-case-specific models with better token economics, not away from AI https://x.com/danielnewmanUV/status/2059822712122400975 DeepSeek 75% permanent price cut + Anthropic Claude Code restriction reversal https://www.buildfastwithai.com/blogs/ai-news-today-may-26-2026 $190B Microsoft capex + $725B+ aggregate hyperscaler capex with no analog ROI yet  https://www.buildfastwithai.com/blogs/ai-news-today-may-26-2026   AGAINST:  Salesforce Agentforce ARR crossed $1B this quarter on 28.6T tokens processed  https://www.stocktitan.net/sec-filings/CRM/8-k-salesforce-inc-reports-material-event-3b8ead2852bb.html Lenovo +105% AI revenue, +84% Q4; Dell $43B AI backlog: the AI infrastructure flywheel is converting capex to revenue today https://investor.marvell.com/news-events/press-releases/detail/1023/marvell-technology-inc-reports-first-quarter-of-fiscal-year-2027-financial-results NVIDIA $91B Q2 guide + $1T Blackwell+Vera Rubin CY25-CY27 reaffirmed  https://www.cnbc.com/2026/05/20/were-raising-our-price-target-on-nvidia-after-another-knockout-quarter-and-guide-.html DeepSeek + Chinese price war is a Chinese export-controls story, not a US economic ceiling story https://www.cnbc.com/2026/05/21/anthropic-microsoft-maia-200-ai-chip.html   Bulls & Bears Micron (NASDAQ: MU) Crosses $1 TRILLION Market Cap for the First Time https://www.cnbc.com/2026/05/26/micron-stock-trillion-market-cap.html Dell Technologies Q1 FY27 ACTUALS  https://www.cnbc.com/2026/05/28/dell-q1-earnings-report-2027.html Marvell Technology Q1 FY27 ACTUALS https://investor.marvell.com/news-events/press-releases/detail/1023/marvell-technology-inc-reports-first-quarter-of-fiscal-year-2027-financial-results Salesforce CRM Q1 FY27 ACTUALS  https://investor.salesforce.com/financials/quarterly-results/ Synopsys SNPS Q2 FY26 ACTUALS https://investor.synopsys.com/events-and-presentations/events/event-details/2026/Q2-Fiscal-Year-2026-Earnings/default.aspx Snowflake SNOW Q1 FY27 ACTUALS  https://www.businesswire.com/news/home/20260527027931/en/Snowflake-Reports-Financial-Results-for-the-First-Quarter-of-Fiscal-2027 HP Inc. HPQ Q2 FY26 ACTUALS https://finance.yahoo.com/markets/stocks/articles/hp-q2-earnings-call-highlights-230459161.html Everpure (NYSE: P, formerly Pure Storage) Q1 FY27 ACTUALS  https://investor.salesforce.com/financials/quarterly-results/ Synopsys SNPS Q2 FY26 ACTUALS https://investor.synopsys.com/events-and-presentations/events/event-details/2026/Q2-Fiscal-Year-2026-Earnings/default.aspx Snowflake SNOW Q1 FY27 ACTUALS  https://www.businesswire.com/news/home/20260527027931/en/Snowflake-Reports-Financial-Results-for-the-First-Quarter-of-Fiscal-2027 HP Inc. HPQ Q2 FY26 ACTUALS  https://finance.yahoo.com/markets/stocks/articles/hp-q2-earnings-call-highlights-230459161.html Everpure (NYSE: P, formerly Pure Storage) Q1 FY27 ACTUALS https://www.prnewswire.com/news-releases/everpure-announces-first-quarter-fiscal-2027-financial-results-302783502.html

El Papa León XIV pone sobre la mesa el debate ético global con el lanzamiento de la encíclica Magnifica Humanitas, alertando sobre la concentración del poder de la inteligencia artificial en grandes actores económicos y la necesidad de proteger la dignidad humana y el empleo. En este episodio también encontrará:La postura oficial ante el supuesto hackeo a Programas del Bienestar. La alerta sobre suplantación de identidad financiera en la Condusef. La masiva convocatoria para especialistas en AI. Las secciones:Historia innovadora: Fiscalía General del Estado de Michoacán. Así lo dijo: Carlos Slim (Grupo Carso)Breves de la semana: Las nuevas alianzas de ciberseguridad de la OTAN y la millonaria inversión de IBM y Red Hat en código abierto Prompt que me cambió la vida: Mauricio García-Cepeda (Genesys)Todavía en las nubes: Las IPO de OpenAI y AnthropicIT Masters Insight: Eduardo Torres (Takeda) #InteligenciaArtificial #Ciberseguridad #LiderazgoIT #NegociosTech #ITMastersUpdateLe invitamos a seguir IT Masters Update, dejarnos sus comentarios aquí o a través de #ITMastersUpdate en las redes sociales y a visitar nuestro sitio oficial en IT Masters Mag.

About the episodeIn this episode, Kellie sits down with Tim Beattie, founder of Stellafai and a consultant who has spent his career turning outcome-based thinking from a philosophy into a practical reality. Together they explore what it truly means to lead with an outcome mindset, why visualising work unlocks shared understanding and how leaders can protect their teams from relentless organisational pressure while keeping themselves human in the process. Honest and complete with practical ideas you can use tomorrow.Key TakeawaysThe outcome mindset in three words: clarity, intent, impact. When everyone knows why they're doing what they're doing and can see the difference it's making, work changes completely.A North Star needs a North Star metric. Aligning on direction is powerful. Agreeing on the single measure that tells you whether you're moving towards it is where real focus begins.Get it out of people's heads. Whether it's sticky notes, digital walls or a bowl of mood marbles, making thinking visible is one of the most underrated leadership practices there is. Shared understanding is the foundation of shared progress.The push-pull umbrella. A leader's most important job is protecting teams from the pressure pushing down from above. Creating the space for autonomy, mastery and purpose to exist.Most bad cultures aren't born of bad intent. People are promoted because they're brilliant at their jobs not because they've been developed as leaders. Changing culture starts with showing people what's possible.Silos are inevitable; enablement is the antidote. As organisations grow, someone needs to be focused on connecting the dots, breaking down communication gaps and keeping everyone aligned to what actually matters.About TimTim Beattie is the Co-Founder of Stellafai, where he is building an operating system for outcome-based consulting. His work focuses on helping consulting, customer success and professional services teams anchor their work around measurable customer outcomes, visualise value and create stronger alignment between teams, clients and business impact.Tim's career has taken him through large-scale consulting and transformation roles at PwC, Deloitte, IBM and Red Hat, as well as smaller boutique consulting environments where culture, collaboration and customer value became central to his thinking. He is passionate about outcome mindset, visualising work, psychological safety and helping organisations move from activity and output to clarity, intent and impact.Through Stellafai, Tim now works with boutique consultancies and enterprise customer success organisations to help them prove, scale and sustain the value they create with customers.

Nesse episódio trouxemos as notícias e novidades do mundo da programação que nos chamaram atenção dos dias 23/05 a 29/05.☕ Café Código FontePrograme sua xícara para o sabor certo!https://cafe.codigofonte.com.br

Nesse episódio trouxemos as notícias e novidades do mundo da programação que nos chamaram atenção dos dias 23/05 a 29/05.☕ Café Código FontePrograme sua xícara para o sabor certo!https://cafe.codigofonte.com.br

Fraud gang steals from World Cup fans Pentagon says US military targeted by location IBM and Red Hat commit to "Project Lightwell" Check out your show notes here: https://cisoseries.com/cybersecurity-news-world-cup-fraud-us-military-location-targets-ibm-and-red-hat-go-project-lightwell/ Huge thanks to our sponsor, Guardsquare Attackers are treating your mobile app like an open book. Sixty-three percent of security leaders recently detected app tampering, cloning, or unauthorized modifications. When your code runs in an untrusted environment, you need runtime self-protection and code hardening to keep attackers out. Address tampering before it starts. Learn more at Guardsquare.com.

Plus: IBM and Red Hat commit $5 billion for open source security initiative. And Snowflake signs $6 billion deal to buy Amazon chips. Imani Moise hosts. Learn more about your ad choices. Visit megaphone.fm/adchoices

A inteligência artificial já começa a mudar de forma concreta a operação do varejo, conectando dados, automatizando processos e ampliando a personalização na relação com os consumidores. Mas o desafio das empresas agora é conseguir escalar essas soluções com eficiência, controle de custos e segurança. Nesse cenário, o open source ganha espaço como estratégia para tornar a IA mais flexível e sustentável dentro das companhias. Neste episódio do podcast da Red Hat, o diretor da Red Hat no Brasil, Fabiano Assis, analisa como o varejo pode usar inteligência artificial para ganhar eficiência operacional sem perder o fator humano no relacionamento com os clientes, além de destacar os principais aprendizados e anúncios apresentados no Red Hat Summit. A apresentação é de Daniel Gonzales.See omnystudio.com/listener for privacy information.

SUMMARY:  Brian Gracely (@bgracely) and Brandon Whichard (@bwhichard, Software Defined Talk and Failover Media) discuss the biggest AI news stories from the month of May, 2026. SHOW: 1031SHOW TRANSCRIPT: The Reasoning Show #1031 TranscriptSHOW VIDEO: https://youtu.be/MNihDdBSteISHOW SPONSORS:Nasuni - Activate your data for AI and request a demoShareGate - ShareGate Protect. Microsoft 365 Governance, we got this!SHOW NOTES:Links to all the AI News covered in this month's showFEEDBACK?Email: show @ the enterprise ai show dot comeBluesky: @TheEntAIShow.bsky.socialTwitter/X: @TheEntAIShowInstagram: @TheEntAIShow

This week Sathish Balakrishnan from Red Hat joins us to talk about using Ansible as the trusted execution layer for automation. Jef Spaleta joins to give us an update on Fedora! It's a packed episode. -- During The Show -- 00:50 ReCaptcha Going to require Google Services Framework or iOS >16.4 DeGoogled phones will fail Where we are headed No one spoke up FDroid Keep Android Open ReClaim the Net 09:20 Jef Spaleta Jef Spaleta Fedora Project Leader at Red Hat What is Fedora Governance Integrating New Contributors Jef's path into Linux Fedora AI Policy AI assisted workflow Future of AI and Agentic Space for enthusiasm 31:24 News Wire Midori 11.8 - astian.org Wordpress 7.0 - wordpress.org Less 702 - greenwoodsoftware.com Ardour 9.5 - ardour.org Thunderbird 151 - thunderbird.net Firefox 151 - firedfox.com DietPi 10.4 - dietpi.com Nitrix 6.1 - nxos.org Tails 7.8 - torproject.org RHEL 10.2 - redhat.com Ubuntu Core 26 - canonical.com GitHub Victim of TeamPCP - wired.com Megalodon Cyberattack - mashable.com Bumblebee - marktechpost.com MoonRay - phoronix.com 32:42 Meta E2E Messages Texas Attorney General sued Meta Could "taint" perception of other E2EE Unlikely companies will give you true privacy ArsTechnica 36:30 Sathish Balakrishnan Vice President and General Manager, Ansible Business Unit, Red Hat Benefits of Ansible Ansible as Trusted Execution Layer Balancing understanding Guide rails for AI Drag and Drop AI Ansible workflow Patching is no longer optional What do you want all new Ansible users to know? Everything must be automated 52:15 Feedback Call in! Email live@asknoahshow.com Tag Marlin in the GeekLab -- The Extra Credit Section -- For links to the articles and material referenced in this week's episode check out this week's page from our podcast dashboard! This Episode's Podcast Dashboard Phone Systems for Ask Noah provided by Voxtelesys Join us in our dedicated chatroom #GeekLab:linuxdelta.com on Matrix -- Stay In Touch -- Find all the resources for this show on the Ask Noah Dashboard Ask Noah Dashboard Need more help than a radio show can offer? Altispeed provides commercial IT services and they're excited to offer you a great deal for listening to the Ask Noah Show. Call today and ask about the discount for listeners of the Ask Noah Show! Altispeed Technologies Contact Noah live [at] asknoahshow.com -- Twitter -- Noah - Kernellinux Ask Noah Show Altispeed Technologies

An airhacks.fm conversation with Arun Gupta (@arungupta) about: learning Basic, Pascal, COBOL and C in college, early Java applets connecting to databases via JDBC, joining Sun Microsystems in March 1999 as an RMI/CORBA test engineer, the Portable Object Adapter and IIOP wire protocol, RMI-IIOP for language interoperability, J2EE 1.2 alpha release, JAX-B and JAX-RS testing, J2EE technologies migrating into Java SE, GlassFish as the open-source reference implementation, growing GlassFish downloads from zero to five million in three years, OSGi modularization in GlassFish V3, single-jar Java EE deployment, the Sun Grid early cloud attempt, the Sun Cloud REST API designed by Tim Bray, Red Hat JBoss technical marketing, recording an early docker screencast at Red Hat, Couchbase and the move to Amazon, principal open source technologist role, making Amazon join CNCF, launching Amazon Corretto with James Gosling at Devoxx Belgium 2019, the corretto name meaning coffee with liquor, Apple Open Source Program Office and the internal Apple openJDK fork used across Apple Music and Siri, Intel VP of Open Ecosystem, joining JetBrains as VP of Developer Experience, the book Fostering Open Source Culture, MineCraft Modding with Forge co-authored with his son who keynoted JavaOne at age 10, Devoxx4Kids in the US with over 200 workshops and 5000 kids taught, the not-invented-here syndrome, the conference program committee bias toward new topics, normative JSR specifications using must, shall and must not as a basis for LLM code generation, TCK and reference implementation model, Quarkus modernization of legacy J2EE applications, AGENTS.md and skill files on top of coding agents, running and weight training for mindfulness. Arun Gupta on twitter: @arungupta

An airhacks.fm conversation with Martin Kouba (@martunek) about: ZX Spectrum Didaktik clone, Basic listings from ABC magazine, Laser Squad and Wall Breaker games, writing a Pascal fantasy strategy game called Fury as a teenager, first Java 1.4 contact at university, pushing Java 5 annotations against XML configuration in a first telco job, OC4J as Oracle Application Server with Orion lineage, switching to JBoss, seam framework as glue between backend and frontend, Hibernate, reporting a Seam security issue and being invited to Red Hat, CDI TCK migration from JBoss Test Harness to arquillian and from Subversion to GitHub, writing CDI and Bean Validation TCK with XML-based assertion extraction from the specification text, normative specifications producing high-quality LLM code generation for CDI, JAX-RS and JPA, prototype-first approach to writing API specifications, deprecation annotations needing since-version, removal-version and replacement, asynchronous CDI events and fireAsync, transactional observers, Java SE CDI container standardization and its removal from the MicroProfile Core profile, joining the Quarkus team from day one, building ArC as the build-time CDI implementation, why @Specializes is not supported in Quarkus, Qute templating library, Quarkus WebSocket Next and the limits of the Jakarta WebSocket API, Quarkus scheduler with Duration-based intervals, Quartz integration, Quarkus component test based on Weld JUnit, MCP Java SE STDIO server with zero dependencies using ServiceLoader and Function, building the Quarkiverse MCP server from the first MCP specification version, the missing MCP TCK and the new conformance test suite Martin Kouba on twitter: @martunek

This interview was recorded for GOTO State of the Art in March 2026.https://gotopia.techBen Evans - Senior Principal SW Engineer at Red Hat & Co-Author of "Optimizing Cloud Native Java" & many more BooksRead the full transcription of this interview here:https://gotopia.tech/articles/439RESOURCESBenhttps://mastodon.social/@kittylysthttps://bsky.app/profile/ogkittylyst.bsky.socialhttps://github.com/kittylysthttps://www.linkedin.com/in/kittylysthttps://www.kittylyst.comLinkshttps://newrelic.com/resources/report/2024-state-of-the-java-ecosystemhttps://redmonk.com/sogrady/2025/06/18/language-rankings-1-25https://www.stepsecurity.io/blog/hackerbot-claw-github-actions-exploitationhttps://stripe.dev/blog/minions-stripes-one-shot-end-to-end-coding-agentshttps://openjdk.org/jeps/8305968https://openjdk.org/jeps/353https://openjdk.org/jeps/416https://developer.ibm.com/articles/j-ffmhttps://openjdk.org/jeps/8350458https://openjdk.org/jeps/8303099DESCRIPTIONIn this GOTO State of the Art, Java Champion & Red Hat Senior Principal SW Engineer Ben Evans delivers a sweeping, data-driven audit of Java's health in 2026 — and the picture is far healthier than the tech press would have you believe. Server-side Java workloads have roughly doubled in the last 7 years, developer wages are stable (unlike JavaScript, which is heading south), Java has been in the top 4 programming languages for 12 consecutive years, and the entire cloud-native infrastructure stack — Kafka, Cassandra, Spark, OpenTelemetry, Keycloak — runs on it. The real insight is mathematical: explosive growth of a small language base is still dwarfed by modest growth of Java's enormous installed base. Java isn't dying; it's just not shiny enough to get clicks.The meat of the talk is a masterclass in Java's architecture and roadmap. Ben unpacks the fundamental tension between dynamism (the JVM's Lisp-and-Smalltalk-heritage runtime) and integrity (modern security demands that restrict unchecked internal API access), before walking through the near and far future: Project Valhalla's value types (the most fundamental change to Java ever — bigger than generics or lambdas), the Vector API waiting on Valhalla to land, nullability markers, ahead-of-time compilation, and beyond that, type classes and Project Babylon.His honest take on AI tooling is sharp: great for greenfield, genuinely poor at architectural reasoning and version-specific code, and only a real productivity multiplier for teams who already have solid engineering practices. Oh, and it's a wolf in sheep's clothing — the JVM's dynamism makes it way closer to Lisp than to C++, and Java's philosophy of "boring done right" turns out to be an excellent foundation for AI-era enterprise software.RECOMMENDED BOOKSBen Evans & Jim Gough • Optimizing Cloud Native Java • https://amzn.to/41nivD9Ben Evans, Jason Clark & David Flanagan • Java in a Nutshell • https://amzn.to/43FDoMABlueskyInstagramLinkedInFacebookCHANNEL MEMBERSHIP BONUSJoin this channel to get early access to videos & other perks:https://www.youtube.com/channel/UCs_tLP3AiwYKwdUHpltJPuA/joinLooking for a unique learning experience?Attend the next GOTO conference near you! Get your ticket: gotopia.techSUBSCRIBE TO OUR YOUTUBE CHANNEL - new videos posted daily!

We talked to Fraser Tweedale. Fraser works at Red Hat, and is on the Haskell Security Response Team. We talked about security in the context of Haskell, both technical and organizational issues, and also the political issues involved. Fraser's work is both really important and not well-known in the Haskell ecosystem, so it was high time for him to come on the show.

Fedora Hummingbird, RHEL Forever, and Red Hat's AI play: three big Summit takeaways, and why they matter far beyond Red Hat.Sponsored By:Jupiter Party Annual Membership: Put your support on automatic with our annual plan, and get one month of membership for free!Managed Nebula: Meet Managed Nebula from Defined Networking. A decentralized VPN built on the open-source Nebula platform that we love.Support LINUX UnpluggedLinks:

Fedora Hummingbird, RHEL Forever, and Red Hat's AI play: three big Summit takeaways, and why they matter far beyond Red Hat.

In this episode, Ray Cochrane breaks down a reversible conductive glue from Newcastle University that could replace solder and finally make electronics recycling work. Additional stories cover China widening its clean energy lead, DeepMind’s AlphaEvolve scoring wins from genomics to Google’s database, Anthropic’s $200 million partnership with the Gates Foundation, Intel teaming up with McLaren Racing, and end-to-end encrypted RCS rolling out in beta. – Want to start a podcast? Its easy to get started! Sign-up at Blubrry – Thinking of buying a Starlink? Use my link to support the show. Subscribe to the Newsletter. Email Ray if you want to get in touch! Like and Follow Geek News Central’s Facebook Page. Support my Show Sponsor: Best Godaddy Promo Codes Get 1Password Full Summary Cochrane opens the show with a deep dive into Newcastle University’s reversible conductive glue, a water-based adhesive that could finally make electronics recycling economically viable. He frames the e-waste problem first: 62 billion kilos a year, with less than a quarter ever recycled. Then he walks through the silver nanoparticle chemistry, the lead-free angle on traditional solder, and the geopolitical stakes of critical mineral recovery. From there the episode pivots through energy, AI, hardware, open source, data research, space, science, and consumer privacy. A Reversible Conductive Glue That Could Replace Solder A team at Newcastle University has developed a water-based glue that conducts electricity well enough to replace solder. Unlike solder, however, the glue releases cleanly with a quick rinse of acetone or an alkaline bath. The breakthrough relies on silver nanoparticles suspended in a water-based binder. Consequently, components can be recovered intact, opening a viable path to electronics recycling at scale. Co-investigator Volker Pickert framed the second prize directly: solder has the best conductivity, but the best formulations contain lead. China Widens Its Clean Energy Lead A new Atlas Public Policy report shows Chinese firms accounted for 55 percent of $1.1 trillion in global clean energy manufacturing investment between 2019 and 2025. Battery manufacturing alone pulled in nearly half of that money. Meanwhile, U.S. companies have actively retreated from those same industries. With the Strait of Hormuz currently closed, supply chain ownership in solar, wind, and batteries matters more than ever. A separate Ember analysis showed Chinese solar panel exports doubled in March alone. DeepMind’s AlphaEvolve Scores Real Wins DeepMind published an update on AlphaEvolve, its Gemini-powered AI coding agent. The system cut genomic variant detection errors by 30 percent. Additionally, it lifted AC Optimal Power Flow feasibility from 14 to over 88 percent on the electrical grid. AlphaEvolve also found a better cache replacement policy in two days that would have taken human engineers months. Furthermore, it reduced write amplification in Google’s Spanner database by 20 percent. The pattern shows applied AI sticking, not as a chatbot but as a quiet optimizer. Anthropic and Gates Foundation Commit $200 Million Anthropic announced a four-year, $200 million partnership with the Gates Foundation across three pillars. The biggest pillar targets global health and life sciences in low and middle-income countries. Notably, the research scope includes polio, HPV, and preeclampsia. A second pillar covers AI in education across the U.S., sub-Saharan Africa, and India, in partnership with the Global AI for Learning Alliance. Finally, an economic mobility pillar focuses on agricultural productivity and crop benchmarks. Google’s AI Educator Series Launches Free Google rolled out the first 20-plus sessions of its AI Educator Series this week. The free AI literacy training targets the roughly 6 million K-12 and higher education teachers across the U.S. Modules are designed as short, snackable trainings teachers can finish in a prep period or a lunch break. Additionally, stackable workshops let educators build credentials over time. Importantly, the program requires no institutional subscription. Amazon Bedrock Prompt Optimization Goes GA Amazon Bedrock dropped its Advanced Prompt Optimization tool, now generally available across most major regions. The feature rewrites prompts to perform better on specific models and automates prompt migration when switching between models. Furthermore, a built-in evaluation feedback loop lets users benchmark against up to five models side by side. The default judge model is Claude Sonnet 4.6. Consequently, teams can stop hand-tuning string templates and focus on product work. Sponsor: GoDaddy Economy hosting $6.99/month, WordPress hosting $12.99/month, domains $11.99. Website builder trial available. Use codes at geeknewscentral.com/godaddy to support the show. Arm AGI CPU and Red Hat Go Production-Ready on Agentic AI Arm and Red Hat expanded their collaboration around Arm’s AGI CPU, which is Arm’s branding for its agentic AI chip family. The deal brings Red Hat Enterprise Linux and OpenShift to the chip as a production-ready stack. Hardware specifications include 136 Neoverse V3 cores, 96 PCIe Gen6 lanes, and 12 channels of DDR5-8800 memory in a 300-watt thermal envelope. Availability lands in Q4 through Supermicro, Lenovo, and ASRock Rack. Intel Becomes McLaren Racing’s Official Compute Partner Intel announced a multi-year deal as the official compute partner for McLaren Racing. The agreement covers the McLaren Mastercard Formula 1 team, Arrow McLaren IndyCar, and McLaren F1 Sim Racing. Trackside edge compute will power real-time race decisions, while Xeon and Core Ultra silicon drive Computational Fluid Dynamics and digital twin work. Consequently, design iterations that once took weeks now collapse to days. The deal puts Intel silicon in front of every CTO watching a Grand Prix. Rust Lands 13 Google Summer of Code Projects The Rust Project landed 13 accepted projects in Google Summer of Code 2026. Out of 96 proposals, a 50 percent jump from last year, the project selected 13. Notably, three returning contributors from prior years are back. Mentors flagged a noticeable share of AI-generated submissions as a growing challenge. Furthermore, the real bottleneck remains mentor capacity rather than funding. GitHub Innovation Graph Maps Digital Complexity Researchers used GitHub Innovation Graph data to predict GDP, inequality, and emissions through the Economic Complexity Index, or ECI. Countries are compared to kitchens; the more variety and sophistication in software output, the higher the score. Germany ranks first, followed by Australia and Canada. The U.S. lands at sixth. However, the dataset only captures public GitHub activity, leaving most proprietary software invisible. NASA and Eta Space Prepare Cryogenic Fuel Demo NASA is teaming with Eta Space on an in-orbit demonstration called LOXSAT, short for Liquid Oxygen Flight Demonstration. The nine-month mission tests cryogenic fluid management techniques required for in-space propellant depots. Launch is no earlier than July 17 aboard a Rocket Lab Electron from the Mahia Peninsula in New Zealand. Successful refueling in orbit could reshape what is possible for deep-space missions to the Moon and Mars. Stealth Magma Surge Under São Jorge Surprises Researchers Researchers in the UK and Spain published in Nature Communications on a 2022 magma surge under São Jorge Island in the Azores. The surge climbed from more than 20 kilometers underground to 1.6 kilometers below the surface. Surprisingly, most of the thousands of earthquakes happened after the magma stalled, not during the climb. Consequently, scientists are calling it a stealth surge and a failed eruption. A primed magma chamber now sits closer to the surface than before. End-to-End Encrypted RCS Begins Rolling Out Apple and Google led a cross-industry effort to roll out end-to-end encryption for RCS messaging. As of May 11, the feature is rolling out in beta on both platforms. Importantly, encryption is on by default and auto-applies to new and existing conversations. A lock icon in the chat indicates active end-to-end encryption. This quietly raises baseline privacy for billions of cross-platform messages. Cochrane signs off with the usual ecosystem mentions: GNC Insider at geeknewscentral.com/insider, the show newsletter, and modern podcast app recommendations at podcastapps.com. The post A Reversible Glue that could Replace Solder #1865 appeared first on Geek News Central.

In this episode, Frank La Vigne sits down with his Red Hat colleague Christopher Newland for a deep dive into the evolving challenges and opportunities at the intersection of AI, open source, and enterprise technology.Fresh off attending both IBM Think and Red Hat Summit, Christopher Newland shares insights from two very different industry perspectives—executive strategy and hands-on engineering. Together, they explore the elusive “last mile” problem in AI adoption, the rise of agentic systems, the critical role of harnesses and runtimes, and why memory management is becoming the next frontier.Plus, they discuss the practical realities and future potential of tools like OpenShift AI, IBM Bob, and open source alternatives. Whether you're a developer grappling with implementation details or a leader focused on ROI, this episode has something for everyone navigating today's fast-changing AI landscape.LinksChristopher on LinkedIn -https://www.linkedin.com/in/cjnuland/Watch this episode on YouTube -https://www.youtube.com/watch?v=xlkPPt5YeY0Time Stamps00:00 Comparing IBM Exec and Red Hat Conferences05:24 Challenges in AI implementation06:56 Challenges in scaling microservices11:38 Integrating AI with project management14:23 Debate on AI model vs. harness16:54 Discussing model evolution and limitations22:54 Affordable Power BI Courses Bundle25:19 Separating and managing runtimes27:02 Using semantic routing for requests30:15 Agent memory and compression basics36:02 New AI approach and vision38:49 Developing a multi-agent system40:40 Importance of data chunking

Open Source is giving AI a real boost, making it easier and faster for organisations to build and experiment with new ideas. As adoption grows, these open ecosystems are helping businesses move quicker, stay flexible, and unlock value with more confidence.This week, Dave, Esmee, and Rob are joined by Richard Harmon, VP & Global Head of Financial Services at Red Hat to explore how Open Source is shaping AI, from mainframes to Kubernetes, and from regulation and sovereignty to a future of AI agents writing code. TLDR00:25 – Introduction00:52 – Hangout: Deep democracy training and “what instrument are you?”03:19 – Dig in: Open‑source culture and AI, do they complement each other?10:02 – Conversation with Richard Harmon51:12 – Sitting in the chair and trying to keep up with AI GuestRichard Harmon: https://www.linkedin.com/in/richardlaurenharmon/ HostsDave Chapman:  https://www.linkedin.com/in/chapmandr/Esmee van de Giessen:  https://www.linkedin.com/in/esmeevandegiessen/Rob Kernahan:  https://www.linkedin.com/in/rob-kernahan/ ProductionMarcel van der Burg:  https://www.linkedin.com/in/marcel-vd-burg/Dave Chapman:  https://www.linkedin.com/in/chapmandr/ SoundBen Corbett:  https://www.linkedin.com/in/ben-corbett-3b6a11135/Louis Corbett:   https://www.linkedin.com/in/louis-corbett-087250264/ 'Realities Remixed' is an original podcast from Capgemini

Noah and Steve are at Red Hat Summit 2026! We talk to Stefanie Chiras to talk about her new role as Senior Vice President of the AI Innovation Hub. She leads Red Hat's strategy for engaging with and catalyzing regional AI ecosystems. -- During The Show -- 00:50 Intro Live from Summit in Georgia Interviews 02:30 Lets Encrypt Changes - Charlie Certificate's going to 45 Days Window is likely to decrease 05:40 Follow up on getting into system - Advait Write in with your recovery techniques What Noah used to do LiveCD and "poking" Steve's HP Elite Book UltraBooks Separating work and personal Choosing a laptop ThunderBolt Docks changed computer usage 19:30 Dell Server Problems - Frederick Maybe the drives died PERC is getting in the way Step One Flash IT mode If PERC fails you can be in big trouble 23:00 Red Hat Summit Interview Stefanie Chiras Ph.D. - Senior Vice President, AI Innovation Hub Mechanical Engineering degrees What led you where you are? Breaking down walls Open Accelerator Roll of Open Source Government Involvement Benefits to community Does code flow back to Open Source? Open Source governance 37:40 News Wire KDE Frameworks 6.26 - kde.org Mesa 26.1 - mesa3d.org Cangjie - infoq.com Mercury Modem - hamweekly.com Parrot 7.2 - parrotsec.org 3D-Printed Stethoscope - adafruit.com Copy Fail - thehackernews.com Dirty Frag - thehackernews.com Emergency Kill Switch - theregister.com PAN-OS Vulnerability - thehackersnews.com PamDOORa - thehackernews.com MoonShot AI - siliconangle.com Red Hat AI 3.4 - redhat.com Open AI Foundations - fierce-network.com 40:00 Fun Technology Playing with LLMs Fish.audio Creating audio books -- The Extra Credit Section -- For links to the articles and material referenced in this week's episode check out this week's page from our podcast dashboard! This Episode's Podcast Dashboard Phone Systems for Ask Noah provided by Voxtelesys Join us in our dedicated chatroom #GeekLab:linuxdelta.com on Matrix -- Stay In Touch -- Find all the resources for this show on the Ask Noah Dashboard Ask Noah Dashboard Need more help than a radio show can offer? Altispeed provides commercial IT services and they're excited to offer you a great deal for listening to the Ask Noah Show. Call today and ask about the discount for listeners of the Ask Noah Show! Altispeed Technologies Contact Noah live [at] asknoahshow.com -- Twitter -- Noah - Kernellinux Ask Noah Show Altispeed Technologies • Ask Noah Show © CC-BY-ND 2021 •

AI infrastructure is evolving faster than ever, and this week's biggest tech stories could reshape the future of cloud, compute, and enterprise IT. This week on the Tech Field Day News Rundown, Tom Hollingsworth and Alastair Cooke disucss Mirantis being acquired by IREN to accelerate open AI infrastructure, Lumen's acquisition of Alkira to modernize hybrid networking, and Red Hat's push toward AI-driven automation across RHEL and Lightspeed.They also discuss Anthropic's massive SpaceX compute deal powered by over 220,000 NVIDIA GPUs, Apple's reported shift toward Intel manufacturing for select chips, China's new neutral atom quantum computer, and Span's ambitious plan to turn neighborhoods into distributed AI data centers. From enterprise AI and cloud networking to quantum computing and next-generation infrastructure, this episode covers the biggest trends shaping the future of technology.This and more on the Tech Field Day News Rundown with Tom Hollingsworth and Alastair Cooke.Time Stamps: 0:00 - Cold Open0:25 - Welcome to the Tech Field Day News Rundown 1:21 - Mirantis Has Been Acquired by IREN4:21 - Lumen to Acquire Alkira7:47 - Red Hat Embraces MCP to Drive AI Agents for IT Operations Automation in RHEL12:31 - Anthropic Secures Massive Compute Deal with SpaceX, Expands Toward Orbital AI Infrastructure16:16 - Intel to Manufacture Apple Chips in New Supply Chain Shift, Report Says19:47 - China Unveils Hanyuan-2, First Dual-Core Neutral Atom Quantum Computer23:16 - NVIDIA and Span Turn Suburbs Into Distributed AI Data Centers With Backyard Compute Nodes31:11 - The Weeks Ahead 33:01 - Thanks for Watching the Tech Field Day News RundownGuest Host: ⁠⁠⁠⁠⁠Vincent Celindro⁠, Director of Strategic Sales and Technology, Quantum Foundry Follow our hosts ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Tom Hollingsworth⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠, ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Alastair Cooke⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠, and ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Stephen Foskett⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠. Follow Tech Field Day ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠on LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠, on ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠X/Twitter⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠, on ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Bluesky⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠, and on ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Mastodon⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

-Full Episode- The squad attempts to help Louis navigate a World Cup barbecue hosted by his girlfriend's "Uncle Rick," a man known for "Oakley energy" and passive-aggressive remarks about how "things are changing around here". Between the family drama, the crew investigates newly released FBI files confirming aliens are actually 4-foot pipsqueaks and reacts to Donald Trump "snitching" on a Raiders QB who tried to skip a White House visit. [Edited by @iamdyre

Patrick Moorhead and Daniel Newman dig into the week's biggest moves in enterprise AI: Anthropic and OpenAI launching PE-backed enterprise JVs on the same day, Anthropic filling its compute gap with SpaceX's Colossus, Cerebris filing for a $3.5 billion IPO, NVIDIA going deep on co-packaged optics with Corning, and a full IBM Think and ServiceNow recap. Plus, for The Flip, hosts debate whether Anthropic, at $1.2 trillion, is the most important company in enterprise tech. The handpicked topics for this week are: 1. Anthropic and OpenAI Launch PE-Backed Enterprise JVs on the Same Day — Both companies announced private equity joint ventures, with OpenAI backed by Bain, Brookfield, and Advent, and Anthropic partnering with Blackstone, Goldman Sachs, Apollo, and General Atlantic. Daniel's read is that this is fundamentally a distribution play, using private equity portfolio companies as a deployment channel for AI at scale. Pat sees it as the clearest admission yet that enterprise AI cannot be self-implemented at scale without specialized consulting support, and flags that mid-tier systems integrators (SIs) could get cut out of the middle. (The Decode) 2. Anthropic Signs Massive Compute Deal with SpaceX Colossus — Anthropic urgently needed compute and SpaceX had 300 megawatts and 220,000 GPUs sitting at Colossus One in Memphis without enough business to fill them. Pat's take is blunt: this move is pragmatic. Anthropic needs it, xAI has it. Daniel adds that Dario himself said they planned for 10x growth and got 80x, and this deal is the fast backfill that reality demanded. The side note both hosts flag: Anthropic is running on H100s, H200s, and B200s, which puts the whole "Anthropic only runs on Trainium and TPUs" narrative to rest. (The Decode) 3. Cerebris Files for a $3.5 Billion IPO at $26.6 Billion Valuation — This marks their second attempt at an IPO after pulling the first filing. The architecture is genuinely unique, a complete wafer with massive on-chip SRAM and interconnects built directly onto the wafer rather than copper or photonics. Pat calls it the first credible Western alternative for AI inference. Daniel's framing cuts through: you do not have to beat NVIDIA to sell right now. You just need to have availability. The more interesting headline, both hosts agree, is that Sam Altman and Greg Brockman are angel investors, which adds fuel to the ongoing OpenAI lawsuit. (The Decode) 4. NVIDIA and Corning Announce $500 Million Optical Partnership — Three new US factories, co-packaged optics for Vera Rubin, and a supply chain strategy that mirrors what NVIDIA did with Coherent. Pat's context: this is vertical integration through investment rather than acquisition. Daniel's observation is that the pace of movement toward co-packaged optics is accelerating faster than anyone expected, and his "rule of and" applies here too. Copper is not going away. Optics are being added on top because the data volumes moving across these racks are outrunning what copper alone can handle. US manufacturing in North Carolina and Texas is a strategic bonus. (The Decode) 5. IBM Think 2026: Day Zero, Sovereign Core, and the Quantum Plus AI Bet — Pat moderated on stage with CEO Arvind Krishna and calls this IBM's best showing in five years. Arvind opened with the AI divide, the gap between companies still running POCs and companies already in production, and framed where IBM sits as day zero, not because nothing has happened, but because enterprise AI deployment at scale is still so early. Daniel's biggest takeaways: watsonX Orchestrate updates, Sovereign Core going GA with policy at runtime, and the Confluent acquisition potentially being IBM's most important asset since Red Hat, given that 40% of Fortune 500 companies run on it and real-time streaming data is foundational to agentic systems. Both hosts land on quantum plus AI as IBM's next inflection moment. (The Decode) 6. ServiceNow Knowledge 2026: Enterprise SaaS 2.0 is Emerging — Daniel got there on day three of the event and noted the conference was densely packed. His observation: enterprises have not gotten the memo from Wall Street that SaaS is supposedly dead. His emerging thesis is that middleware could make a comeback for AI, with companies needing a layer that lets agents work across any infrastructure, any app, and within the rules of their specific business. Pat agrees and adds that the growth question is about mix, not survival. (The Decode) 7. The Flip: Is Anthropic at $1.2 Trillion the Most Important Company in Enterprise Tech? — Daniel took the affirmative citing that Claude Code is deeply entrenched in developer workflows. Anthropic went from $9 billion to $45 billion ARR in months. Every major hyperscaler is both a customer and an investor. The PE JVs are turning verticals into Anthropic engines. Dario said they planned for 10x and got 80x. Pat's counter: the enterprise trust gap is real after what Anthropic pulled on pricing and performance. Microsoft has 2 billion users across 365, Azure, and Copilot. NVIDIA is the infrastructure Anthropic runs on. And workforce replacement, which is how Anthropic extracts its terminal value, is not arriving as fast as the valuation suggests. In reality, both hosts admit their notes looked almost identical. (The Flip) 8. AMD — Lisa Su guided AI data center growth up from 60% to 80%. With OpEx growing 83%, net income up 95%, free cash flow ripping, and CPUs growing at nearly 40% without price increases, Pat reads this as unit market share gains coming soon. Daniel's framing: AMD is now a two-headed juggernaut with CPUs and GPUs for the data center. And Helios has not even started shipping yet. Both hosts take a victory lap for previously calling this one. (Bulls and Bears) 9. Palantir — Triple beat on revenue, EPS, and forward guidance. Rule of 40 at 145%. Government revenue up 84%, 47 deals over $10 million, and the largest guidance raise in the company's history. Daniel's take: Palantir is redefining the category entirely. It's not a software company in the Salesforce or ServiceNow sense. It's technology, plus ontology, plus people, deployed at the deepest layers inside governments and enterprises. Pat adds that the four deployed FTE model lets them stand up AIP POCs within a week, which is why they are winning business at this pace. (Bulls and Bears) 10. ARM — AGI processor demand doubled from $1 billion to $2 billion within 45 days. Record revenue, strong pipeline, royalty growth at 21% for the full year. The stock ripped after hours, then sold the next day when management confirmed only enough supply for $1 billion of that $2 billion demand. Pat's read: 50% CPU market share with hyperscalers at the core level is the most underdiscussed signal on the call. Daniel adds that the worry about ARM competing with its own customer base in custom silicon has been quietly swept away by the sheer volume of compute demand. (Bulls and Bears) 11. Supermicro — A board member allegedly used a hairdryer to remove labels from GPU boxes being shipped to China. Approximately 20% of their revenue has reportedly been illegally shipped to China. They beat on EPS and Q4 guide but missed Q3 revenue versus consensus. Stock still ripped 18%. Daniel's take: if you are selling picks and shovels during a gold rush and you are this messed up, he cannot imagine owning it with the overhang that is building. (Bulls and Bears) 12. Lattice Semi and Coherent — Lattice revenue up 42%, back into growth, guiding to 50% year-on-year at midpoint. The AMI acquisition at $1.65 billion doubles their serviceable market from $6 billion to $12 billion and puts them inside every AI server on the planet at the BIOS and platform firmware layer. Pat calls the timing right: core financials crushing it, time to make a move. Coherent printed 21% year-on-year growth, 55% EPS growth, margins expanding, debt coming down, entered the S&P 500, and sits at the center of the co-packaged optics trend that is accelerating. Pat's choke point note: Indium phosphide capacity is the constraint. Six-inch fabs are doubling capacity in 2026, a quarter ahead of plan, and competitors are still ramping their transitions. (Bulls and Bears) Want the full breakdown from IBM Think and ServiceNow Knowledge, and check out our on-the-ground coverage linked in the show notes. Be part of our community. Hit that subscribe button and let us know what you want us to cover next week in the comments. Intro Pat on Stage at IBM Think https://x.com/PatrickMoorhead/status/2051381046537601101?s=20 The Decode OpenAI and Anthropic Both Launch PE-Backed Enterprise Services JVs on the Same Day — The Palantir FDE Model Goes Mainstream https://www.bloomberg.com/news/articles/2026-05-04/openai-finalizes-10-billion-joint-venture-with-pe-firms-to-deploy-ai https://techcrunch.com/2026/05/04/anthropic-and-openai-are-both-launching-joint-ventures-for-enterprise-ai-services/ https://www.semafor.com/article/05/04/2026/openai-anthropic-ramp-up-enterprise-push Anthropic and SpaceX Sign Massive Compute Deal — Full 300MW / 220,000 GPU Colossus 1 Memphis Data Center Plus Exploration of Multi-Gigawatt Orbital AI Compute https://www.cnbc.com/2026/05/06/anthropic-spacex-data-center-capacity.html https://www.bloomberg.com/news/articles/2026-05-06/anthropic-inks-computing-deal-with-spacex-to-meet-ai-demand https://www.tomshardware.com/tech-industry/artificial-intelligence/musks-spacex-has-rented-out-access-to-its-supercomputers-220-000-nvidia-gpus-and-300-megawatts-of-ai-compute-power-to-rival-anthropic Cerebras Files for $3.5B IPO at $26.6B Valuation — The First Major AI Chip IPO of 2026 https://www.cnbc.com/2026/05/04/cerebras-ipo-ai-chipmaker.html https://theaiinsider.tech/2026/05/06/cerebras-systems-eyes-3-5b-in-largest-tech-ipo-of-2026-on-strength-of-ai-chip-demand/ https://www.briefs.co/news/ai-chipmaker-cerebras-just-filed-for-a-3-5-billion-ipo/ NVIDIA and Corning Announce Game-Changing Optical Partnership — $500M Investment, 3 New U.S. Factories, and Co-Packaged Optics for Vera Rubin and Beyond https://www.corning.com/worldwide/en/about-us/news-events/news-releases/2026/05/nvidia-and-corning-announce-long-term-partnership-to-strengthen-us-manufacturing-for-ai-infrastructure.html https://www.cnbc.com/2026/05/06/nvidia-corning-optical-factories-nc-texas-ai.html https://www.wsj.com/tech/nvidia-corning-form-partnership-to-expand-fiber-optic-manufacturing-17f525de https://kfgo.com/2026/05/06/corning-partners-with-nvidia-to-expand-us-fiber-optic-output-for-ai-growth/ IBM Think 2026 Boston — Watsonx Orchestrate Next-Gen, Confluent Real-Time Data, IBM Concert, and Sovereign Core Define IBM's Agentic Operating Model https://newsroom.ibm.com/2026-05-05-think-2026-ibm-delivers-the-blueprint-for-the-ai-operating-model-as-the-ai-divide-widens https://www.ibm.com/new/announcements/ibm-announcements-at-think-2026 https://www.instagram.com/reel/DX42DlrglOs/ ServiceNow Knowledge 2026 Las Vegas https://www.servicenow.com/events/knowledge.html https://newsroom.servicenow.com/press-releases/details/2026/Cohesity-and-ServiceNow-Deliver-Real-Time-Recovery-for-Enterprise-AI-Agents/default.aspx https://www.cnbc.com/2025/09/04/nvidia-backed-cohesity-eyes-2026-ipo-with-valuation-rivaling-17-billion-rubrik.html   The Flip: Anthropic at $1.2T Now the Most Important Company in Enterprise Tech — More Important Than NVIDIA, Microsoft, or OpenAI FOR: Dual-hyperscaler compute anchor (Amazon $33B + Google $40B = $73B) is structural — unmatched https://futurumgroup.com/insights/anthropics-gigawatt-scale-tpu-deal-with-broadcom-creates-a-structural-advantage/ Constitutional AI safety positioning wins regulated industries https://www.anthropic.com/news/anthropic-nec-japan-ai-engineering-workforce $900B valuation surpasses OpenAI ($852B) at faster revenue growth and lower burn rate https://techcrunch.com/2026/04/30/anthropic-potential-900b-valuation-round-could-happen-within-two-weeks/   AGAINST: NVIDIA still controls the substrate — every Anthropic dollar of revenue requires NVIDIA inference at some layer https://www.cnbc.com/2026/04/27/nvidia-just-hit-an-all-time-high-why-some-think-a-rally-is-just-getting-started.html Microsoft has the enterprise distribution — 365 + Azure + Copilot reach >2 billion users https://www.marketbeat.com/originals/microsofts-maia-200-the-profit-engine-ai-needs/ $900B valuation is venture marketing — the IPO will reset the number https://www.semafor.com/article/05/04/2026/openai-anthropic-ramp-up-enterprise-push   Bulls & Bears: AMD Q1 2026 — Revenue $10.3B (+38% YoY), MI300X Data Center GPU Demand Drives Stock +20% on the Print https://ir.amd.com/news-events/press-releases/detail/1284/amd-reports-first-quarter-2026-financial-results https://www.cnbc.com/2026/05/05/amd-q1-2026-earnings-report.html https://finance.yahoo.com/markets/stocks/articles/amd-q1-2026-earnings-revenue-203331768.html Palantir Q1 2026 — Revenue +85% YoY, US Commercial +133%, Rule of 40 Score Hits 145%; Largest Guidance Raise in Company History https://investors.palantir.com/files/Palantir%20-%20Q1%202026%20Business%20Update.pdf https://www.reddit.com/r/PLTR/comments/1t3t0me/palantir_reports_q1_2026_us_revenue_growth_of_104/ https://finance.yahoo.com/markets/stocks/articles/palantir-technologies-inc-q1-2026-002218719.html https://semiconalpha.substack.com/p/palantir-q1-2026-rewriting-the-rule Arm Holdings Q4 FY2026 — Record $1.49B Quarter, Full-Year Revenue Crosses $4.92B, $2B AGI CPU Pipeline; Stock +16% After Hours https://finance.yahoo.com/markets/stocks/articles/arm-q4-earnings-call-highlights-225942093.html https://www.stocktitan.net/sec-filings/ARM/6-k-arm-holdings-plc-uk-current-report-foreign-issuer-7e9ca9ac7dda.html https://semiconalpha.substack.com/p/arm-q4-fy2026-record-quarter-2-billion Super Micro Computer Q3 FY2026 — Revenue $10.2B (+123% YoY), Strong Q4 Guide; Stock +18% AH on First Earnings Call Since Co-Founder Indictment Drama https://www.cnbc.com/2026/05/05/super-micro-smci-q3-earnings-report-2026.html https://www.stocktitan.net/sec-filings/SMCI/8-k-super-micro-computer-inc-reports-material-event-e70b2f8b3cb7.html https://www.instagram.com/reel/DX42DlrglOs/ Lattice Semiconductor Q1 2026 — Beat-and-Raise Quarter ($170.9M, +42% YoY) Paired With $1.65B AMI Acquisition That Doubles Lattice's SAM to $12B https://www.stocktitan.net/sec-filings/LSCC/8-k-lattice-semiconductor-corp-reports-material-event-642a862b2bf9.html https://www.ami.com/resources/ami-announces-agreement-to-be-acquired-by-lattice-semiconductor/ https://www.linkedin.com/posts/patmoorhead_lattice-semiconductor-posts-beat-and-raise-activity-7457411226944425984-xA8T Coherent Q3 2026 Earnings https://www.msn.com/en-us/money/companies/coherent-cohr-tops-revenue-expectations-in-q3-as-ai-demand-accelerates-shares-decline/ar-AA22Bz24?ocid=finance-verthp-feeds  

Master the Microsoft co-sell evolution today. Subscribe to our Newsletter:https://theultimatepartner.com/ebook-subscribe/Check Out UPX:https://theultimatepartner.com/experience/ In this deep-dive panel discussion, industry experts Erin Figer, Erika Irby, and Reis Barrie celebrate the 10-year anniversary of the Microsoft Co-Sell program by dissecting its evolution from its 2016 inception to today's data-driven, outcome-focused landscape. The group explores the critical shift from transactional sales to modern, frictionless co-sell motions, emphasizing the importance of signals, intentionality, and building credibility with Microsoft field teams. Whether you are navigating the complexities of the marketplace, struggling with reseller enablement, or looking to integrate AI into your sales process, this conversation offers actionable insights to align your organization's go-to-market strategy with Microsoft's evolving priorities and achieve results. https://youtu.be/KV1MGSoyWbQ Key Takeaways Effective co-selling has shifted from autonomous, fragmented motions to a highly collaborative, data-driven approach essential for modern cloud GTM strategies. Credibility is the currency of partnership; without trust from vendors and customers, technical go-to-market motions will fail to produce long-term outcomes. The “REO” (Reseller Enablement Offering) model is an operational unlock for ISVs to go global and sell local without the friction of multi-party private offers. Integrating AI into CRM systems is vital for identifying total addressable market (TAM) signals and maintaining sales velocity. “Don’t automate a bad process” remains the cardinal rule; technology should be used to refine existing, successful motions, not to propagate inefficient ones. The human element—community, in-person events, and empathy—is a necessary differentiator in an increasingly digital, automated B2B landscape. If you're ready to lead through change, elevate your business, and achieve extraordinary outcomes through the power of partnership—this is your community. At Ultimate Partner® we want leaders like you to join us in the Ultimate Partner Experience – where transformation begins. Key Tags Microsoft Azure, Co-sell evolution, Hyperscaler strategy, SMB partner investment, Cloud Marketplace, Veeam GTM, Partner Center alignment, Channel enablement, REO, Cloud consumption, ISV scaling, Go-to-market optimization, Partner-led growth, Azure consumption, Channel friction reduction, Outcome-driven sales, Microsoft ecosystem, Revenue acceleration, Partner alignment. Transcript Erin Figer Panel For Cut Out [00:00:00] Vince Menzione: So when we, so, uh, this all started ’cause I was trying to figure out what was next when I left Microsoft and I had this woman who was doing work, actually starting the co-selling process when we first started doing co-selling. And she was working with one of our partners and she was working with my team when I was at Microsoft. [00:00:17] And then I said, this lady knows a lot about this stuff. So I reached out, I left Microsoft, I said, I think we can help each other. Like, I think we’re gonna, I got these companies that I spoke at Microsoft’s conference. They’re like, can you come help us out? And we teamed up. And, uh, we’ve been friends and doing fun stuff ever since. [00:00:34] And she’s spoken at just about every event in some capacity or another, whether it was on stage or a workshop. Aaron Feiger. And then, uh, I, I found, I also, through Aaron, I met this other gentleman who had another company and he was doing amazing work with ISVs or SDCs, uh, Reese Barry from Carve. And then, uh, when I think we started up the event, I mean, Erica Irby came to one of our first events and spoke on stage. [00:00:58] I was like, yeah, this. The person knows what she’s doing. So I’ve asked the three of them to come up and kind of round out and end the day, but all three of ’em have a tremendous, uh, background in this whole process of co-selling go to market strategies. And I thought you, you can, I’m just giving it over to the three of you. [00:01:17] Erin Figer: I we don’t need [00:01:18] Vince Menzione: a, you don’t needer you don’t need a clicker and you, you know what you’re all gonna be talking about. But these are some really smart people about how to partner with Microsoft. So, yeah. No, thank you for having us. [00:01:27] Erin Figer: Um, hello. Hello. I think this is on. All right. So actually we’re gonna do an exercise. [00:01:32] Um, I want everyone to close their eyes. Close your eyes. Close your eyes. All right. I want you to think back to January of 2016. What were you doing? Where were you in your career? What company were you working for? What was going on in your Microsoft partnership in January of 2016? Okay, Erica, what was happening for you? [00:01:59] Erika Irby: So, uh, is this on? Sorry, I cannot tell. Um, I was at Veeam for the first time. We had just launched our first, uh, endpoint backup, uh, product in April of the previous year because nobody knew what cloud was yet, and people were scared. So we had to launch that product. And we had a relationship with Microsoft in a sense that about 20% of our business sat on Hyper V. [00:02:25] That equated to about, I think like around 90 ish million dollars, which at the time was incredible for us. But to Microsoft was, you know, like, who are you guys again? And, um, we begged and begged to have any type of communication with them. Events. Funding nothing. We did not know what Azure consumption was. [00:02:43] We didn’t have any of that information. And if somebody would’ve told me at that time that nine years later we would sign a five year contract with them and have multiple products dedicated to Microsoft, I would’ve been like, y’all are bananas. [00:02:58] Erin Figer: Reese, what were you doing in January of 2016? [00:03:00] Reis Barrie: Uh, let’s see, Jan, 2016, I was moving from Orlando, Florida to Seattle, Washington, uh, sight unseen with no place to stay. [00:03:10] Uh, to take a job at a place called Microsoft or Consulting Gig, a place called Microsoft. Um, kicking off some of the cool motions that we’re, uh, we’re gonna talk about today, I think. [00:03:20] Erin Figer: Does anybody know the significance of January, 2016 in the audience? Any takers? It was the launch of Cosell officially for Microsoft. [00:03:31] Congratulations. We’re celebrating 10 years of officially. Problematizing how you connect with the Microsoft sales organization in a programmatic at scale way. And try to build meaningful relationships. And I have been helping partners since the inception of Microsoft’s Cosell program. Um, I was on the partner side, Reese was on the inside. [00:03:59] You were at a partner. So we have all seen the evolution of Cosell across all three hyperscalers launching, you know, their co-sell initiatives. So I just wanted to take a moment to recognize. I didn’t know how many people realized that it’s been 10 years, it’s 10 year anniversary. I think it’s a big milestone. [00:04:15] Huge. So. Yeah. Yeah. Well, we, you know, when they launched it, I went, I was consulting for a startup outta Boston and we were trying to get Microsoft’s attention, competitor to fame, and I went to the business development guy and said, uh, do you, did you just see this program that Microsoft launched? I think we should include this in our branding strategy and we should use co-sell as a way to get our brand out to Microsoft and be able to tell our story of who we are and what we’re doing and that we’re in their accounts and they don’t even know it. [00:04:55] ’cause we’re the startup out of Boston who switched over from AWS to Microsoft. And we did, and I put every single opportunity in the system I could for the first six months, which was the last six months of their fiscal year. We go to partner of the, we go to, what was it called? Them WPCI think at the time. [00:05:13] Mm-hmm. Uh, in Vegas. And Nasuni won wins like all four wards worldwide. US Education, healthcare Partner of the year because I put 117 deals in the system and then it seeded Na Sunni’s Marketing for the next two years. ’cause Microsoft gave them tons of money and attention and we were off to the races. [00:05:35] Right. And then it was, can you repeat that? And we went and repeated it with Red Hat and Rubrik and Nintex and Quest and. I don’t know, lots more. But it was, it’s been fun journey co-selling. And it’s interesting to see now, um, how we continue 10 years later to evolve co-sell. And so Erica, what were some of the takeaways you had today listening to the conversation about how co-sell, how you’re modernizing and co-sell is changing inside your organization, especially now being a boomerang. [00:06:08] Erika Irby: Yeah, well we call it a Veeam ring ’cause everything a veer ring, everything has to start with with Veeam. Well, one thing I was gonna comment on, I think I’m sitting here thinking how wild is it that back in the day we actually had to define that co-sell was an action that, that, you know, partners and vendors needed to take or, and different vendors and alliances. [00:06:25] I mean, now we can’t even imagine going to market without, you know, that, that attach. But at the time, we were just very autonomous and everybody sold their own product and it, it took like this actual motion, um, to get us working together. But now look at us. I mean, this community is incredible. And we can also see this by, and even when AGU was mentioning earlier, all the bosses he had in his room, I mean. [00:06:47] How many people like know each other. I mean, this is like part of that, that ecosystem. But today, um, a couple of things I took away, and by the way, we want a lot of interactions, so we’re going to kind of throw it back out at you guys. But for me, um, outcomes came up repeatedly that was mentioned multiple times about outcomes. [00:07:04] Um, speed with intentionality. I think that was super critical. We have to go to market. There has to be a sense of urgency, but if we’re not intentional, it’s like, what are we doing? It’s just like a big mess. Um, and then credibility. And this is something I think is super important, regardless of, um, all of our emotions, all of our go to market, all of the, the things that we do, if we are not credible or not building trust with our vendors, our, our co-partners, our customers, we will never be successful. [00:07:35] Um, so those are the three main things that I took away from, from everybody talking today. And I, I thought, I mean, to me personally, I thought those were pretty powerful. [00:07:42] Yeah. [00:07:42] Erika Irby: So we’d love to hear. [00:07:43] Erin Figer: Yeah. And I know Reese, you have been doing a lot around outcomes and changing kind of the cosal, um, intention. [00:07:54] Reis Barrie: Yeah. The, uh, the, just thinking back to today, like that was like such a, it was really a, a big key theme of today. Like everyone talked about, whether it’s pivot of, of sales, partnership, um, even when you’re talking about AI and some of the, the, uh. POC discussions. So the live like type of stuff, everything was centered around that narrative. [00:08:17] And so, um, and it’s the same with, it’s the same with partnerships. It’s the same with your co-sell motion, same with your benefits utilization, um, and the way you’re utilizing partnerships. And so that’s, that’s a huge, huge component of, um, what I also took away from today. Um, and then somebody, I think it was Mark who said it that I’m gonna, I’m gonna steal this because the, the whole, um. [00:08:40] Near and dear to my heart of like, don’t, don’t scale automate ai, A-I-F-I-A bad process. Like as someone who deals with like, for the most part, bad processes, like day in and day out, um, and trying to refine them and improve them. Like, that’s one of the first things that we, uh, that we talk to partners about when it comes to their partnership and, and the processes they have in place. [00:09:03] So those are like two really big, just takeaways from [00:09:06] Erin Figer: Yeah. Nice. So we’re here to learn from each other, right? Like this is an ultimate partner community of learning from each other. So I’d really love to hear from the audience, like what are some of the things you’re doing in your cloud? Go to market approach and co-selling that you’re trying out. [00:09:23] Either you tried it, you failed fast, you learned from that, that you can share those lessons learned or like what’s working and how are you changing to be more outcome driven in your cloud go to market, uh, approach. Any takers in wanting to experience share? Great. Give that man a mic. [00:09:50] Audience Member: The SMB investments. Um, these, these new, I don’t know what they are. I partner accelerators, PBAs, uh, there’s kind of something going on in the SMB space where it just seems like they’re coming outta the woodwork to come help. On deals. I’ve never seen Microsoft really embrace the customer that they, the way they have in SMB in the cos sells. [00:10:10] I’m not sure if anybody else is seen that, but seems to be working. It’s two things. One, you at Data 60 [00:10:22] America. [00:10:54] I think, I think part of the rarity there is that. Typically you wouldn’t get a seller attached, right? They’re unmanaged that they’re kind of in the nobody cares category, but, [00:11:06] um. So Microsoft made a huge investment in the distribution space saying we’re gonna lean on distribution to help enable our 165,000 indirect resellers that we have as a business. And part of that enablement goes back to field sales alignment. So there’s these roles, ca roles called um, partner Solutions Sellers, PS. [00:11:30] And so they’re aligned by, um, solutions architecture, if you will, for Microsoft. So, or cloud solution area, whatever the new term, modern work, uh, or, uh, AI work, AI workforce, um, data and ai. And so they are there to help support your deal. So it’s, it’s a huge investment and one that I would just can say continue to advocate for it if you’re seeing success with it, because I mean, we’re heading into FY 27 planning for Microsoft. [00:11:58] So. Like there, there could be role changes. So I would say if it, if it’s helpful, like make sure you’re talking positively about it. [00:12:05] Reis Barrie: Yeah, yeah. Just to, to your point, like I, I’d say like, um, in the last six to 12 months, like that’s been a, a thing that’s like we’ve to go back and like, I mean we manage a portfolio of a couple dozen, dozen partners at this point, and so we’ve had to go back and rewrite some of our playbooks, reeducate some of. [00:12:26] Uh, some of the partnership folks that we use because, um, historically you kind of get into this like void of, you’re in partner center, you’re picking, you know, account alignment and it’s not managed. And so it’s like, okay, I expect to do nothing with this deal on the Microsoft side from a co-sell standpoint. [00:12:42] Um, but that’s kind of, that’s changed quite a bit, um, in the last six months where, um, it’s not like a, it’s hard to create, it’s hard to create processes and dependence around it ’cause it’s not like a guarantee that you’ll get, you get engagement, but. Uh, you see more eng engagement, more on more and more deals. [00:12:58] Um, and so we’ve had to go back and work with some of our partners to rewrite some of our, uh, deal sharing playbooks to account for, uh, things like that, which is, it’s super cool to see, frankly, um, to see engagement on these, like predominantly. [00:13:12] Erin Figer: So in that motion. So first off, for the folks that are on the other side of this black curtain by the food station, if you guys could please stop the conversation. [00:13:19] It’s really hard to pay attention to what’s going on in this room. Um. Thank you. Thank [00:13:25] Erika Irby: you for saying that. [00:13:26] Erin Figer: That was a great, that was a great, that’s a great point. And what I wanna talk about next is like in order to kind of continue to evolve the playbooks and they’re changing and people are changing, and priorities are changing, what are some of the signals that you guys are using internally in your organization, whether you’re building or buying, um, but would love to learn from all of you. [00:13:46] What kind of signals are you looking at to help you continue to like co-innovate, co-sell, co-market? Um, in your go-to market strategies? [00:13:58] Audience Member: Yeah, [00:13:58] Erin Figer: please. Um, [00:14:00] Audience Member: well, I’m, I’m, we’re building everything from scratch right now because we’re brand is integration. [00:14:39] Like having our, our engineer be able to interact with product [00:14:43] Erin Figer: engineer. [00:14:50] I’m gonna pick on trend ’cause I had just spent last week with them and Sanjay, I think like what you guys are building internally, um, using signals, building it into an AI agent. To help you understand your tam, you wanna share a little bit. [00:15:06] Audience Member: Happy to, and I’ll disclose. The first thing I did was hire Aaron Feiger to run my co-sell operations, uh, for the, for the second time. [00:15:12] It’s [00:15:13] Erin Figer: nice to be a GDI again [00:15:14] Audience Member: for the second, so well planted. Um, but honestly, like I can’t have an environment where I fail my sellers, like this process has to be frictionless in co-sell and marketplace operations. Or I lose trust in my own house, let alone in my channel and in my customer base. So. Uh, building that strong foundation is like job number one. [00:15:34] I’ve been, I spent a decade at Trend. I’m back, uh, five weeks on the job now. Um, but I’d say we’ve built a multi hundred million dollar cloud marketplace business thinking highly transactional. And what we’re trying to pivot to is a highly dated driven approach where we can look at any cloud in any region around the world, figure out roughly how many accounts they have. [00:15:57] Figure out what those customers are spending and things that we can protect from a cybersecurity standpoint, knowing that four or 5% of that total spend will be spent on cybersecurity, doing an overlap of where I have existing customers in that drawing a tam, overlapping that with my incumbent partners to get the Venn diagram of like, where’s my sweet spot to move this forward? [00:16:18] And then where’s my blast radius? So when I sit down with a guy leading France, or a person leading healthcare. I can have a really specific opportunity about how to leverage my cloud partnerships to accelerate deals and expand growth in a very surgical, data-driven, propensity driven way. And it like totally changes the conversation. [00:16:40] And the other thing we’ve done because you get a lot of pushback and when you’re working with Microsoft, uh, I was chatting with a few folks today, like if you’re in cybersecurity, it’s not easy. They got a 25 billion ish dollars cybersecurity business. So you gotta find your swim lanes. And the dialogue I have now internally with my sellers is a major League baseball analogy, which is, if you play major league baseball and if you hit the ball 30% of the time, you’re gonna go to this little thing called the Hall of Fame, right? [00:17:07] If you bat 300, if you’re in sales and Microsoft, or Amazon or whoever helps you, 30% of the time, you’re gonna go to this thing called President’s Club. That’s the difference between sitting at home in Ohio and sitting with your beach. You know, your, your toes in the sand. So it’s, we’re really trying to change. [00:17:25] Uh, one of the first things I ask my team is, what’s our brand promise to our sales leaders and our sales team? And if you don’t know that answer, you got a fricking problem. So you gotta get that. What’s your Brene Brown would call it? What’s your North Star? What are your values? Whatcha are you gonna deliver? [00:17:38] Right? So you gotta get that right and then you gotta be relentless in making it frictionless. And then you gotta hire Aaron Fier to run your co-sell. [00:17:46] Erin Figer: Okay? Okay. And so, I mean, I think like that’s a trend that I’m seeing across the partners that I’ve been working with is how they’re using data and doing more data driven, um, decision making and getting to their TAM faster so that as they start to then look at this pathway of, okay, now I’m trying to go to market, what. [00:18:11] Programs does Microsoft have or my other partners have that I can use to move me down that path faster. But getting that tam and feeling more confident about it, like, this is the group, this is the subgroup that I’m gonna start with until I see something that says, oh, I need to deviate and do something different. [00:18:30] Um, so I’m definitely seeing that trend. Like what are you seeing, uh, what are you guys doing at Vem? [00:18:35] Erika Irby: Um, so a couple different things. So like you were saying, we, we do leverage, um, AI more, uh, recently for New Deal Reg, um, automation. And we lit, literally just launched it this week. So this is the week that it’s exciting until the, someone tries to use it for the first time and then for. [00:18:52] Um, so I can’t wait to see my emails later, but, um, it, it’s, we’re seeing like that, that that movement, which is, uh, definitely good for that. We have a task force internally for marketing, so trying to figure out how we’re gonna, um, you know, leverage that, uh, um, internally. And I think that Veeam, you know, they, they have been on the forefront of technology for, for a while. [00:19:12] You know, they were the first with the. Virtual backup and, you know, all these things, you know, really trying to be ahead of the thing, ahead of the game. But, um, one thing I, I, I love how many people brought up the intentionality and the mindfulness because I think sometimes we can easily. Put out a whole bunch of tools. [00:19:28] I love that you called out the point about the bad processes, um, because it actually, I think, can just create more confusion, more of a mess, and that, um, really mindfulness will be so much more beneficial, you know, down the road for your partners, for your customers, for everybody that has to, you know, do that interaction business with you. [00:19:47] I did wanna call out that I thought it was lovely that you had a positive comment about Microsoft. I dunno if I, [00:19:53] Audience Member: yeah, [00:19:53] Erika Irby: I like rarely hear that. So like, awesome. I hope that does get back to Microsoft. I hope that they do, um, continue that. I’m sure their SMB is quite a bit bigger than maybe others, but that is a massive install base for, for Veeam as well. [00:20:07] And even though we’re driving and trying to push into the enterprise, protecting that install base is just absolutely critical for success. [00:20:15] Erin Figer: What about you race? [00:20:17] Reis Barrie: So if I’m looking at like signals, I, I think. Uh, I’ll focus on too, I think you mentioned, uh, the, the cycles of change at Microsoft. Like it used to be an annual thing and now it’s like a, then it was a half base thing, and then it was a, now it’s a quarterly thing basically. [00:20:30] Um, but there’s also like, there’s, there’s big signals and small signals, and so annually we still get like that, like the, the, the guiding direction so that we can align. How we talk about ourselves, how we talk about our partnership, how, how we enable our sellers and whatnot. And then we got a lot of programmatic shifts from a, from a quarter to quarter standpoint. [00:20:50] Um, and so focusing on the, like these, um, these signals so we can align our, our messaging and our frameworks to align with, with, with our partnership, um, is, is one thing that’s, you know, super, super important to keep, keep tabs on. Um, and the second one, I’ll, I’ll give, you’ll. Mention is more on the cus sorry, uh, customer side, but like the seller enablement. [00:21:15] And so how is your, on the marketplace side, how, how are your sellers talking to your customers about marketplace? Um, are they, are they bringing up earlier in the, in the qualifying discussions of how does the customer prefer to buy? Um, are there fire drills with two weeks to go, um, till the, till the deal closes and now the customer wants to go marketplace and, and no one knows how to do it? [00:21:37] Um, seen that way too many times. Um, and so, but how, how, like studying kind of the, uh, maturity of our sales org to see well, like where, where, where is our, our, where are our sellers competent to have this marketplace discussion? Um, because I often relate, like, this is kinda a silly analogy, but I, I, simple stuff works really, really well with me. [00:22:00] But I like, have you ever been to a farmer’s market and you’re like nervous to buy something? ’cause you don’t know if they take credit card. [00:22:07] Audience Member: Yeah. [00:22:07] Reis Barrie: And so like to me, I’m like, okay, well, like it’s the same thing with Marketplace to me. And so like, it’s, it’s the same concept of you want your customer to be able to buy, they want the way that they would like to buy. [00:22:19] Um, and you want the person that they’re interacting with to be able to, um, facilitate that, that transaction in, in a way that feels frictionless. Yeah. Right. Uh, and so that’s a lot. Like, those are the kind of, the really two deep signals, um, that we, we look at a lot. [00:22:37] Erika Irby: I wanna make a comment on the marketplace. [00:22:38] So I don’t know if anybody else is experiencing this, you know, Veeam being an ISV, we have a really strong traditional, traditional channel motion. So, to your point about how sellers are, are managing the marketplace, to be totally honest, we struggle on, um, that, because right now it feels like a deal that goes to the marketplace is taken away from a reseller, and that reseller loses out then on that upfront margin and. [00:23:06] Um, there’s not a clean path necessarily for, you know, just because the, the deal happened there. They really, they still need to maintain that because they’re the one pri providing the services. And somebody had brought up earlier that, um, A SMB customer will never be successful without a partner. And I, I totally agree with that, but it’s like that part is missing. [00:23:26] So we almost need like a mindset change. In the channel where the marketplace is just a route to market and how the customer receives the product. It shouldn’t totally matter because at the end of the day, the, they still have to provide the services. It’s like, I could go to Home Depot and purchase a bunch of pipe for my house, but can I install it a thousand percent? [00:23:49] No. I would destroy my house. I used to have to have a plumber. So I think there’s, we could help our channel by changing that mindset, and at the same time, we, we need the marketplace owners to, to provide the benefits so that it is still very attractive for those traditional. Partners to, to push their customers there or else I, I think we’re just gonna constantly have that strife. [00:24:11] Erin Figer: Yeah. Does anyone in the audience, has anyone in the audience activated REO with Microsoft? You have? Yeah. So how’s it, like, how’s it going? Yeah, there’s Bump. Yeah. [00:24:32] Audience Member: How that shifts making people more effective in their roles individually. So we’re early stage of it, but it’s, it’s been a good experience. [00:24:42] Erin Figer: Has it helped to kind of unlock some of that friction with the resellers and continuing to include them to get to the s and b customers? [00:24:49] Audience Member: Yeah, I think the, the challenge that we’re working through right now is, you know, Erica may have said it, but it’s. [00:24:56] It’s not just the, the view of the marketplace taking people out of the equation, it’s how do we use the marketplace for, for co-innovation to keep people in it. So if, if, if it’s gonna take three to five of, of us in this room to deliver that spectrum to innovation for the customer. Um, how do we use the marketplace as a force multiplier of bringing that together and making that transaction easy? [00:25:21] Yeah. If, if our consumers are more and more influenced by Instagram and TikTok Shop Now buttons, like my husband’s texting me about my stuff that showed up today, [00:25:31] Erika Irby: which is none of his business. [00:25:32] Audience Member: None of your business. That’s right. Just put it [00:25:36] Erika Irby: in my room. Thank you. [00:25:37] Audience Member: If people are, people as consumers in the, in the u, us consumer based economy is driving more and more people through like that social experience of purchasing, that is an area where I do think Microsoft could help us and we could help ourselves in marketing how that, how we leverage it to be a force multiplier versus another omnichannel. [00:25:58] Well, [00:25:58] Erin Figer: so on that note, how many of you have put a button on your website? Click to buy? Yeah, [00:26:02] Audience Member: that’s, that’s where I’m at with our marketing team. [00:26:04] Erin Figer: Right? [00:26:04] Audience Member: Yeah. That’s, I think, the next evolution for us in the, in the REO piece. [00:26:08] Erin Figer: Yeah. Yeah. [00:26:10] Audience Member: I, I don’t want it on our website. I want to, I want it on my Instagram, my LinkedIn, my TikTok reels. [00:26:15] That’s, we’re going to, sir, it’s coming next week at our sales kickoff. Yeah. [00:26:21] Erin Figer: Nice, nice. Anybody else? Uh, activated. REO [00:26:28] besides the, you know, RE speed wagon? Uh, it’s the Microsoft Reseller Enablement. Um, offering, so like you activate your resellers to just take your listing and be able to do a private offer so that you don’t have to do multi-party private offers anymore. Your resellers can just take the listing and sell it directly, and they don’t have to wait for you to send them the offer. [00:26:52] Then they have to go do, so it takes out some of the steps and that friction in the process streamlines it and it allows them to like. Add on and do their own pricing. And then the reseller, however you have your arrangement with that reseller, continues to pay you in the back end for, um, selling that through the marketplace. [00:27:11] Erika Irby: I think I’m going to have you come and do a webinar for our Veeam partners to, to help them with that, because to your point, I don’t, I don’t think it’s as prevalent yet. It’s, it hasn’t really caught on. [00:27:21] Erin Figer: Yeah. It’s been really an unlock of, I had a large, um, ISV that I helped. We implemented REO internally, so they have 34 marketplace offerings and they have this initiative. [00:27:36] They wanted to go global, sell local, and so they launched five more publishing accounts and they came to me and said, we need to replicate our catalog five times 34. And I was like, oh God, please, no. And luckily like two months later, Microsoft, like GAed, uh, REO, and I was like, here’s your answer. We’re not going to do that. [00:27:58] We’re going to enable each of your publishing accounts to be resellers of your quote unquote gold standard publishing account, and that we actually implemented REO as an internal mechanism for them to issue their own publishing accounts, to resell private offers in local currencies. Um, and that was really an operational unlock for them. [00:28:25] All right. Anybody you wanna ask a question to the audience? [00:28:29] Audience Member: Okay. I’ll just keep going. [00:28:32] Erin Figer: Um, all right. So what are some other, um, signals or ways that you guys are evolving the way you’re co-selling? Um, does anybody else have some experience shares that they want to, to share with the audience? We’ve got, we’re using data, uh, we’re using some ai, we’re helping us get to our audience faster. [00:28:51] I really loved work span, um, building in an AI tool inside your CRM system, um, so that you can get some of those signals. Any other signals that you guys are using, uh, to change the way you’re co-selling? [00:29:07] It’s quiet on [00:29:07] Reis Barrie: Maybe, maybe I’ll share one, but Yeah. Yeah. So, um, just when it comes to, like, for us, account alignment to me is like one of the most important things and consistently doing, uh, you know, account planning and account alignment against Microsoft their accounts. Um, now it’s a bit interesting ’cause you can include some s and b stuff in there. [00:29:27] Um, but also, uh, Jason you mentioned up there, the. Uh, marketplace rewards, having the propensity mapping. And so looking at not only from an account alignment, um, what Microsoft accounts are, we, um, you know, areas are we most penetrated in, but also of those accounts, which ones are already buying on marketplace. [00:29:47] Uh, maybe have a commitment to Microsoft in, in some way to help us just further, uh, further target and focus on, you know, if we have 500 opportunities that we’re trying to, um. I’m trying to work through, um, to Sanjay’s point, like what’s, what’s the 30% that I’m gonna get my batting average on? Um, and so that constant account alignment to us is like a, is a huge, huge signal, um, for us to focus on. [00:30:14] Um, and then you can even take it a layer deeper to identify, okay, well if I’m looking like, do I have density within Nina had the, the ou up here on the screen. So do I have densities with density within like specific. Uh, verticals or regions, um, or segments that I should maybe if I just focused on that one segment or one vertical, um, you know, then all of a sudden I, I’m super successful having an executive sponsorship in that, uh, in that ou, something like that. [00:30:44] Um, and, but that, that’s all starting with, um, the foundations of that being that consistent account alignment and leveraging some of the, some of the propensity stuff that Microsoft is, is providing. [00:30:56] Erin Figer: And then making sure you’re like bringing it back into your CRM and storing it so that you can continue to use that information ongoing. [00:31:03] And we’re trying to figure out how to embed more and more. [00:31:37] And are you integrating like. Microsoft and other partners into that data as well. It’s like, this is a great partner. Incorporate them at this point in the journey. Yeah, we um. [00:31:50] When [00:31:50] Audience Member: you’re in the process with, with Microsoft, we haven’t opened it up externally, so that’s our crawl, walk, run is we’re, we’re trying this out internally. Let’s see if we can work the bugs out, get the agents working, and then how do we now go to our MSP community and offer this up as an agent they can use within their sales team. [00:32:08] And on the end of. We’re still working in the middle, but front end profiling, it’s helping a ton, um, and giving us a lot of good intel that the sellers are driving through the agent on the back end. It’s, it’s giving us not, um, just propensity data, but what’s resonating. So if we launched 12 products this year and we trained sellers on. [00:32:28] What’s hitting, where’s my pipeline velocity coming from? Where’s my close rate coming from? So that every month when we have our sales town hall, it’s like, here’s the top three sales motions that are actually driving pipeline and fast to cash close rates. [00:32:42] Erin Figer: And I gotta imagine that helps you get to your differentiators. [00:32:45] Audience Member: Oh [00:32:45] Erin Figer: yeah. And refining your superpower story. [00:32:48] Audience Member: That’s right. That’s. Yeah, because it’s for, for our sales team. I mean, we were talking about it earlier, it’s all about simplification. There’s so many options, so much noise. It’s like, just go focus on these three things and this is where you’re gonna deliver impact and outcomes to your customer. [00:33:01] And if we’re doing that, we’re all winning. [00:33:03] Erika Irby: Yeah. I, I, um, just recently, this is why one of the coolest things that Veeam has done, we just launched this tool called, um, expansion iq, and it’s part of our command, the expand motion this year where we’re really. Upselling and cross-selling our, um, install base. [00:33:17] This tool takes all the partners individual propensity data, puts it against four solution plays that we think are the main plays, and then provides them, this is what you could be earning if you took this motion. And then from a marketing perspective, we provide them. And to do this, here’s your campaign. [00:33:37] Here’s your this, here’s your that. Step one, send this email. Like very, very, you know, just, uh, planned out. And I loved what Nina said earlier today when she shared that, um, org chart. Essentially with all the different, um, industry focuses we are driving. One of our go to market actions is a Microsoft healthcare campaign. [00:33:56] That is like very, very specific, but it’s helping our partners in that manner. Could they go to their own database and pull their own and do all this stuff? Of course. But for our sellers to go blink and then give them a report and be like, here it is. It makes it so much more relevant. And then the steps just, they just hand that to their marketing org and then they’re just off and running. [00:34:18] Going back into your team to say, Hey, we rolled out these 12 things, only three landing. You gotta go back to the drawing on the other side. Or We need more money for these three. Yeah, but let’s figure what’s not with customer [00:34:38] to record the. [00:34:47] Audience Member: A better, faster, uh, listening post for, uh, can I talk really loud? Um, it’s, it’s, it’s helped turning on a listening post for our engineering, our marketing, our service delivery organization that would’ve taken months or quarters to get spun up in an executive board meeting or something. Right now they get it real time every week. [00:35:09] Okay. [00:35:09] Erin Figer: So what I’m hearing, like the theme here is to really like. Understand your sales process. Also, your co-sell sales process that runs in parallel with that. And how do you continue to serve up the right data at the right time to help your people take the right next action to continue to drive those outcomes that you’re looking for, but then also using data to circle it back, to say what’s working, what’s not working, to continue to refine that whole motion. [00:35:43] Um, so if you’re not doing that, I think that’s a big aha moment and takeaway, uh, from today’s session or from here today is like, okay, am I really identifying all the opportunities in my process to involve data to help my people continue to drive outcomes? [00:36:04] Audience Member: You [00:36:04] Erin Figer: have a, [00:36:05] Audience Member: you have your head in up back there, Gary. [00:36:06] Yeah. I, I couldn’t tell if, uh, you were prompting me when you asked that question and I, I didn’t want to, you know, do a shameless plug for cloud, but I think everybody [00:36:15] Erin Figer: should shamelessly plug, plug away. [00:36:16] Audience Member: Yeah. Yeah. Well, you know, you brought up a mitt and, uh, the co-sell thing, but it, it does relate to what Reese had said about, um, you know, the being at the farmer’s market and. [00:36:26] Not sure what, you know, can I use a credit card or not? And I think that, um, or [00:36:30] Erin Figer: can I use Apple Pay? I still ask. I’m like, do you, do you accept Apple Pay? [00:36:32] Audience Member: Oh, yeah. Yeah. So it’s like, I think, uh, a lot of times you don’t understand the seller in that situation is not sure how to handle that conversation. So, and there’s not a lot of information about their, about that. [00:36:44] Like how to, when it comes to a seller talking about marketplace and asking about the commit. Because the commit obviously is one of the main drivers, right? 900 billion out there. And committed spend across all the hyperscalers. So how to actually bring that up with a customer and what if they don’t know, right? [00:37:05] So there’s a whole process that, you know, they, they need to be taught this. But the first thing that’s also come up multiple times is activating them also means how to engage them. So an approach there of how to engage your salespeople is critical because if salespeople aren’t in it, they’re nothing’s happening. [00:37:23] You’re not gonna do well with marketplace. And on the co-sell part, it’s kinda the same thing. The typical thing, and I remember talking to Aldo Desal about this at another Ultimate Partner event, but uh, you bring your salespeople into a call, like you set up a call with, with Microsoft and the seller comes in unprepared. [00:37:42] Typically they’re not sure what to say and it’s a little bit intimidating. How, how, how do I, you know, what do you do in this situation? Like, so you start talking about product ’cause that’s what you know, and it’s the last thing you want to do. You, you want to understand what they care about, like em stage and, and, uh, what’s your consumption story and what kind of MRR impact you’re gonna have. [00:38:03] So it’s, these things are just unusual topics for the salespeople to be prepared, uh, to talk about. But it’s critical if your salespeople are gonna be enabled that they can do that. So I think from a co-selling standpoint, that’s just what I want to mention. And by the way, we offered a tool that does that. [00:38:20] Erin Figer: Nice. Awesome. Thank you. Uh, I mean, I don’t know about you. Reese Cloud Atlas. Every time we helped an ISV with their cosell motion, we would say, okay, we’re ready to go share cos sells and drive introductions. Have you done your sales enablement? Oh, yeah, yeah, yeah. We’ve enabled the sellers we have, and then we launch like the first batch of cos sells and then they immediately come back. [00:38:43] Stop, stop, stop. Don’t share any more deals, like we’re causing too much confusion. Uh, we didn’t do our sales enablement. Wow. Grace, [00:38:52] Reis Barrie: I mean, sound [00:38:53] Erin Figer: familiar? [00:38:53] Reis Barrie: It sounds very familiar. It sounds too familiar. Uh, P-T-S-D-A little bit there, but the, uh, sorry, [00:38:58] Erika Irby: but that’s why you guys have jobs. [00:39:00] Reis Barrie: Yes. Go on. It’s, it’s, um, but this, you know, I, I always come back to the, the concept of like, if we showed up to a Microsoft co-sell call the way we do to a customer call, like, oh. [00:39:14] Erin Figer: It, [00:39:14] Reis Barrie: it would, it would be night and day difference of the value you’d get outta your Microsoft partnership and co-sell. That’s all. It’s [00:39:20] Erin Figer: Well, [00:39:20] Reis Barrie: but I think people [00:39:21] Erin Figer: forget Microsoft is your customer too. [00:39:23] Reis Barrie: Yeah. [00:39:23] Erin Figer: They’re your partner, but you have to sell to before you can sell with and through. So you first gotta like master the sell to. [00:39:30] Reis Barrie: Yeah, a hundred percent. So there, there’s there like, and then to your point, [00:39:34] Erin Figer: it’s still true. 10 years later, people, it’s still true. Back to the fundamentals, right? [00:39:39] Reis Barrie: Yeah. It’s, [00:39:40] Erin Figer: yes. Go for it. [00:39:44] Audience Member: The, um, Microsoft being customer, right? So, and I love what you said about sem uh, alignment. So we actually made it a point, um, in our co-sell process, we have a validation checkpoint with Microsoft. If we build a co-sell packages, um, we are an si We’re not primarily ISV, but I think that’s shifting as well gradually. [00:40:10] And ESI kind of becoming a little bit of ISV. Um, so why it’s important, I think like Ree said, like you come up, you show up to co-sell call and you just pitch your services or say, well, let’s do account planning with this and that. Right? But what if it doesn’t work in the field? So that validation became critical for us, and I can tell you that now we have success stories that are actually proven based on that multifaceted feedback, uh, as to it’s one thing to build it. [00:40:46] Yeah. But is it useful for seller, for Microsoft sellers actually in the field? Can they actually position it and help clients to be more successful? Because that’s the ultimate goal. So that validation became, uh, an important checkpoint for us, uh, to make those packages repeatable and successful for customers at the end of the day. [00:41:06] So when we talk about signals, you absolutely right. It’s not just customer signals like we use ZoomInfo, we use all this data points, et cetera, but it’s also signals from the field because while Microsoft is a huge organization, they’re also very dynamic. On very regular basis, a lot of things changed. So taking those signals into account, uh, has created that, what we call like, more of a holistic approach for us, uh, to make it more meaningful. [00:41:33] So [00:41:34] Erin Figer: I like it. And you made it sticky by making it like a required point in the sales process? Absolutely. That everyone stops. Take a moment. [00:41:41] Audience Member: Yeah. [00:41:41] Erin Figer: And make sure that we’re all on the same page. [00:41:43] Audience Member: Yeah. And I think for us as si it’s even more critical. Like I, I, I think there is a lot more to happen in marketplace as, as, as much as we talk about it, but being in si I, we still kind of figure it out, like how Mark marketplace actually becomes a place of transaction for a size. [00:42:01] Yeah. So that’s why, you know, we’re passionate about packages and it’s not just a matter of publishing it and say, oh, it’s co-sell ready? Then what? Yeah. Right. So yeah, so, so that’s why that, that checkpoint is very important for us. So [00:42:16] Erin Figer: definitely, definitely. I think you ladies over here in the corner had some, some hands up, Michelle and, and the other Michelle, Michelle Squared. [00:42:26] Audience Member: Thank you. Michelle Squared. I like it. Um, so. I’ve been a little quiet because I wanna just give my background. So I’m a global VP of channels and alliances and, um, I think it’s a bit of this, uh, the movement, right? So I love your farmer’s market analogy so much. I’m gonna steal that. Thank you. But the reason is because you don’t know unless you’re gonna meet your partners where you are or meet your customers where they are in that journey. [00:42:53] So the first time that they’re selling whatever their goods or wares are, and somebody says, do you take Apple Pay? That’s a clue. And then when you hear it over and over again, you realize there’s a correlation that there’s a need in the market. So in In my life, all roads read to Romes, right? Reseller and VARs, OEM, alliances, MSPs, MSPs, ISVs System integrators. [00:43:17] And as a partner leader, you wouldn’t necessarily think marketplace is first because you feel like you’re going around your partners. But am I meeting my partners where they are in their journey and choosing to procure the way they want to procure? And I think that’s the notion that I have a lot of learning from this team and everyone in this room to understand how do we in a company. [00:43:38] Prescribe the right solution to, to meet our partners in that journey. And I’ll use, kind of circling back to the MSP space, PAX eight, one of Microsoft’s largest partners created a marketplace dedicated to MSPs. And while I was the global Channel chief of SonicWall, a lot of partners said to me, I like you. [00:43:56] I like your products, I like your firewall, but unless you’re on the park, PAX eight Marketplace, I’m not gonna buy from you because they make my life frictionless. And easier to do business with. And I think that’s the motion that every vendor in this room needs to understand is, are we truly meeting our partners where they are? [00:44:14] PS I work for Carrero DDoS Solutions and come to talk to me about that. Thank you. [00:44:18] Erika Irby: Well, and a Guo owes you some money for that commercial right there. [00:44:30] Audience Member: From, we’re actually community first. Um, as an MSP, even though we’re national, like we really focus in on community local touch. Um. Like you said, um, um, Southern seldom me in a southern way. Like that’s what we focus on. I’m your [00:44:45] Erin Figer: huckleberry. [00:44:46] Audience Member: I love that. Exactly. Um, and we’re seeing a ton of success with actual in-person events now. [00:44:53] Like the majority of our business is come in, leads are coming from that right now. And even though, like I, I truly believe in digital first motions, we need to be on Instagram and have that self-serve motion as the next generation comes up in our. Buying and transitioning to their kids or whatever that looks like. [00:45:14] Like we have to remember that there’s also a trend of tactile in person people first coming with it. And so like we, I, I feel like there, there has to be that motion engaged and I would love to hear your thoughts around how are vendors thinking about engaging in that community driven approach, not just the platform itself. [00:45:37] Erika Irby: Yeah, I, I personally also, this is hilarious ’cause we’re like best friends, so we can talk about this later, but, um, from a Veeam perspective, Michelle, um, we are seeing a resurgence in like these thought leadership type of events. And I think there’s, this is, this is sort of related, but just to, this is kind of how I think about this. [00:45:57] Um, Barnes and Noble’s business has like gone through the roof lately, and they are, they’re actually like opening more stores, which is bananas because at one point they were like going outta business because nobody wanted to go and like, touch a book or talk to somebody. But that is changing, thank God. [00:46:11] Right? That is like changing and people are actually like becoming more social because they’re missing this. Um, my kids’ generation refers to places like Barnes and Nobles as the third place. Like this magical place that exists where you can talk to a real human that’s not on your phone. Like it’s, it’s amazing. [00:46:28] But anyways, we’re, I think we’re starting to see this in marketing. We used to like pump everything out digitally, but after a while people get that form and they’re like, I am not putting my dang information in this form. And then your ability to capture that lead completely dissipates. All it is, is, is now an impression, which is. [00:46:47] Fairly worthless. You can have millions of them and nothing happens. So we are definitely investing more into, um, uh, live events, but also with the live streaming because then people can, they’re still watching it live. They still have to register for it. They knew they couldn’t make it. So I think that there’s definitely that digital aspect that’s super helpful. [00:47:05] But a purely digital, you will never make that connection. [00:47:10] Erin Figer: Yeah, I mean, I think. Unfortunately, COVID made us, you know, all do things digitally. But now that we’re past that, getting back to that multifaceted approach, I think if we think about what’s going on in the B2C world, lots of communities within communities, there’s whole company’s getting created, like women are bringing women together to do craft circles. [00:47:37] And literally. Okay. But like I did that digitally. That was pretty awesome. I was like three years. That shameless plug. No, I, no. But like then now there’s like companies that are actually like renting space, bringing people together, like crafting and while they’re doing the activity, um, if anyone’s ever done therapy, a therapist will say. [00:48:01] You know, if you wanna get your kids talking, get them coloring, like distract them and they will start to open up. And so you distract people with an activity and they start to open up. And what they really are, thrive, like what they really need is in this digital world where we’re getting so much information, we still need. [00:48:22] The next layer of filter to help us vet out and validate and confirm like our thinking or like our suspicions on things like, am I in the right going down the right path? Is this the right direction? So there’s still a human element that needs to be involved in that buyer journey, and you’re seeing that with these little micro communities inside communities. [00:48:45] Um, and so I’ve. I mean, I love micro communities inside of bigger communities. I’ve started two of them, three of them. So I, it definitely, like, we need still that in person, uh, interaction and I love seeing it coming back in our space. [00:49:04] Erika Irby: I, I was just thinking about ear, the, the previous panel and the, the topic came up about who can assist partners as they transition from that direct to CSP motion. [00:49:15] And I mean, yes, it, I think Microsoft plays a role there, but I think it would behoove Microsoft to invest in these communities and they would enable that change. Yeah, [00:49:26] Erin Figer: yeah, yeah. There is a person inside of Microsoft who has that remit, but she’s like one person, one person trying to do that. I was like, wow. [00:49:36] Okay. Grace, what are you seeing amongst your partners and also your perspective with working with Microsoft? [00:49:42] Reis Barrie: Yeah, yeah. Um. There’s a really good, uh, the frontier study, the work like door work study that they did, um, which talks really heavily about just like in this, you know, post 20, you know, 2020 culture, how like the amount of busyness has just increased in an insane amount and how a, a really strong use case for AI is to buybacks from that time essentially, um, for us to, you know, return back to a, a normal state and I think social creatures, right? [00:50:10] And so, um, in this. I run a fully remote company, which is like a blessing and also like really interesting to try to create a really strong culture within people that are, you know, 13 times zones apart times. Um, and so it’s uh, it’s a really interesting thing and coming together and, um, into an in-person space or a place here or a place where you can actually talk to your customers, talk to, um. [00:50:39] Step away from that, like that busy day to day where like, I, I can’t even fit a 15 minute break in to grab lunch. You know, days like how much, supposed to find 15 minutes to just have a, a casual conversation and these types of events, which I’m sure Vince is cheering back there that we’re talking about this right now. [00:50:57] But the, uh, but these type of events, they let you decompress from that day and they let you kind of just have these really important conversations that, you know, bring us back to just being humans To me. [00:51:10] Erin Figer: And being human and co-selling with each other. And on that note, we’re 44 seconds over. Yeah, we’ll give it back to Vince, [00:51:18] Reis Barrie: but we were plugging Vince’s events, so I think we’re okay. [00:51:21] Vince Menzione: We One more question. We have one more question from, sorry. Oh yeah. [00:51:23] Reis Barrie: It’s [00:51:23] Audience Member: maybe more a, a shared just as we’re talking [00:51:25] Vince Menzione: by the clip, right. [00:51:27] Audience Member: And to compliment everything that you guys have been talking about around co-sell and. Getting ready in line with Microsoft to speak to the customer and speaking. So the signals that we’re going after are on the actual conversations that are happening in the conversation. [00:51:41] So aside from all the planning, which I agree on, we’re building agents to hear what’s going on on the calls with Microsoft, on the calls with customer, and grab those actual signals. Are we answering the questions in the right way? What types of questions are coming back to us that we weren’t able to answer. [00:51:58] Maybe we forgot some information that we planned on and thought about can we signal and provide that feedback to the user, the seller, or whatnot on the call. And so as we’re doing this, ’cause we’re in the communication space, so we have some self-interest here ’cause that’s sort of the future of our business. [00:52:12] But it’s a really interesting opportunity for us to grab these signals to improve how we’re selling with our customers, how our partners are selling with our customers, with Microsoft. It’s just an interesting way with everything that’s going on full circle, we’re trying to complete that sort of sales journey with AI and, and grab those signals and keep getting better all the time. [00:52:32] Erin Figer: Yeah, I love that. And I think it’s like the ongoing balance of people, process and technology and how do you continue to keep the human in the loop? It, as we continue to introduce and evolve AI and use of data in our companies is like continuing to be mindful about the human in the loop. Um, part of that journey. [00:52:54] So thank you all. [00:52:55] Vince Menzione: Very cool. Great conversation. [00:52:56] Erin Figer: Thanks for all the audience engagement. We appreciate it. [00:52:59] Vince Menzione: Co-selling the house, co-selling the house. [00:53:02] Audience Member: Thank you, Vince. [00:53:02] Vince Menzione: Thank you. And I remember that January, 2016. Yes.

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