Podcasts about Rubrik

The Senate has delayed work on the Clarity Act while regulators continue building a broader framework for digital assets, with the White House preparing a meeting of crypto executives, the SEC, and the CFTC. We will walk through what a regulatory framework would actually change for ordinary investors, and how to evaluate this space without treating it as a portfolio cornerstone. Today's Stocks & Topics: Robinhood Markets, Inc. (HOOD), Market Wrap, Cracker Barrel Old Country Store, Inc. (CBRL), Private Credit, Joby Aviation, Inc. (JOBY), Regulation catches up to digital assets, Rubrik, Inc. (RBRK), EnerSys (ENS), Investment Loss, AAON, Inc. (AAON), US Packaged Food Companies.Our Sponsors:* Check out Anthropic and use my code Claude.ai/invest for a great deal: https://www.anthropic.com* Check out Quince and use my code quince.com/INVEST for a great deal: https://www.quince.comAdvertising Inquiries: https://redcircle.com/brands

... und trotzdem läuft die IRONMAN Cascais ziemlich rund bei Daniel. Wir sprechen über Training, Müdigkeit und Essen ohne Ende, diskutieren den Hype um Last Soul Ultra & Co. und fragen uns, wann „Grenzen verschieben“ eigentlich zu weit geht. Dazu gibt's einen Ausflug in die Leichtathletik, Tennis/Minigolf und natürlich wieder ein paar Rants und Abschweifungen.RACE WEEK RADIO! In dieser Rubrik treffen sich Triathlet und Co-Host Daniel Jugan (12-facher Langdistanz Finisher) und Watt is los Host Sören jeden zweiten Sonntag zum Buddytalk, um sich nach Daniels Umzug von Berlin nach Köln weiterhin regelmäßig updaten zu können. Anekdoten zum Training, über Race-Erfahrungen und abseits des Sports. Wir freuen uns, wenn ihr ein bisschen mitlauscht und dabei seid, wie sich Daniel nach 2,5-jähriger Wettkampfpause auf seine Ironman Challenge in Portugal vorbereitet.Zur RACE WEEK RADIO PlaylistFragen, Gästewünsche oder Feedback gerne an: soeren@wattislos-podcast.deAuf Instagram kannst du uns hier schreiben: danieljugan , sportsfreund_ , wattislos_podcast

Und? Haste gesehen? "The Odyssey“? Ja? Dann erinnerst du dich an das schmerzverzerrte Gesicht von Odysseus, an einen Pfahl gebunden, um dem Gesang der Sirenen zu widerstehen. Genau diese Verzweiflung, dieses Leid, wie ein Juckreiz unter der Haut, an den man nicht rankommt, genau so müssen sich die Hörerinnen und Hörer von Baywatch Berlin fühlen, wenn sie sich den verführerischen Stimmen von Lundt, Schmitt & Helfer-Umlauf aussetzen. Real talk: Was ist das Gesinge der Sirenen gegen Jakobs Engelsstimme, wenn er in der vielleicht unnötigsten Rubrik der Podcastgeschichte minutenlang über sein Lieblings-Urlaubs-Desert schwadroniert. Dass der Baywatch Berlin-Kahn längst vom Kurs abgekommen ist war ja jedem klar - aber dass die Herren nichtmal mehr in der Nähe des Hafens der Vernunft segeln, erstaunt dann doch. Statt hörenswerter Gedanken gibt es bei Baywatch Berlin wieder Blödsinn im IMAX-Format: Ab welchem Wohlfühlgrad zieht unser Ferien-Zyklop Schmitt am Urlaubsstrand die Straßenschuhe aus? Was findet Klaas an einer Rezension zu einem Hundekuscheltier „bestimt auch witzig“? Warum schmuggeln sich Olli Schulz und Heuer-Umlauf in die mallorquinische Bums-und Saufmetropole Magaluf - und mussten sie sich unter all den besoffenen Engländern auch in einem Holzgaul verschanzen? Warum schreit Lundt seine Kartendienste im Auto an, die doch gar nichts von ihm wollen, außer ihm den Weg nach Hause aufzuzeigen? Und wie finden wir eigentlich die Tatsache, dass Christopher Nolan kein Handy hat und sich in der Verantwortung siehtt, diesen Umstand in jedem Interview zu erzählen? Ja, die Themen dieser Folge prasseln auf die Hörer*innen hernieder wie die Wellen des Ozeans auf den armen Odysseus. Doch während der sich retten konnte, indem er einen Bogen spannt - ist eben dieser bei Schmitt, Lundt und Helfer-Umlauf längst...überspannt. Cover: Christoph Schlozer https://www.instagram.com/christophschlozer www.christoph-schlozer.ch Du möchtest mehr über unsere Werbepartner erfahren? Hier findest du alle Infos & Rabatte: https://linktr.ee/BaywatchBerlin Du möchtest Werbung in diesem Podcast schalten? Dann erfahre hier mehr über die Werbemöglichkeiten bei Seven.One Audio: https://www.seven.one/portfolio/sevenone-audio

Bipul Sinha failed his first shot at India's hardest entrance exam. His father told him to drop out and try again — the only other option was selling tobacco on a street corner.Bipul is the co-founder, CEO and Chairman of Rubrik, the cybersecurity and data management company he took public on the NYSE in April 2024. Before Rubrik, he spent four years as a partner at Lightspeed Venture Partners, where he was a founding investor and board member of Nutanix and part of the team behind early bets on AppDynamics and Snap. Before venture, he was an engineer at Oracle, American Megatrends and IBM.In this episode of Truth Works (Part 1), he joins Jessica Neal and guest co-host Peter Clarke to trace the full arc: growing up poor in India, the exam he failed once and passed the second time, arriving in America with almost nothing, and the first 45 days at Rubrik when he couldn't hire a single person.━━━━━━━━━━━━━━━━━━━━━━THE ORIGIN STORYBipul grew up in a tier-4 city in India and wasn't a strong student. His father pulled him out of the local track and told him to prepare at home for the IIT entrance exam instead, an exam with roughly a 1% acceptance rate. He failed it once, passed it the second time, and studied electrical engineering at IIT Kharagpur. He took a job at Tata IBM to support his family, then moved to Atlanta for a hardware engineering role at American Megatrends before landing in Silicon Valley in 1999, at the height of the dot-com boom, where he and his wife paid $1,000 a month to live in a garage apartment.━━━━━━━━━━━━━━━━━━━━━━FROM INVESTOR TO FOUNDERAfter seven years at Oracle, Bipul moved into venture capital at Blumberg Capital, then spent four years at Lightspeed under Ravi Mhatre, where he backed Nutanix, AppDynamics and Snap. He explains the theory that pushed him from investing to founding: investors operate from a "state of intellect," founders from a "state of will." He left to start what became Rubrik in 2014, sat through 45 days with zero hires, and camped outside the Google and YouTube offices with a pitch deck until he landed his first four.━━━━━━━━━━━━━━━━━━━━━━TOPICS COVERED→ Failing India's hardest entrance exam, then passing it the second time→ Moving to Silicon Valley in 1999 and paying $1,000 a month to live in a garage→ Leaving Oracle for venture capital, and the $10M check Lightspeed wrote off a slide deck→ Early investing wins: Nutanix, AppDynamics, Snap→ The "state of intellect vs. state of will" theory of investors vs. founders→ Naming Rubrik after almost launching under a different name entirely→ 45 days with zero hires, and the pitch deck that turned it around→ Why the old world of cybersecurity is dead in the age of AI━━━━━━━━━━━━━━━━━━━━━━Find Bipul: rubrik.com | LinkedIn: Bipul SinhaTruth Works is hosted by Jessica Neal & Peter Clarke. Part 2 of this conversation coming soon.

Interview with Jon Hladik - ChatMate Imagine a user asks an LLM a question about a document. An attacker then gains an interactive prompt on the user's chat session, enabling the attacker to instruct the AI assistant to take actions on behalf of the victim. That is exactly the capability researchers at Rubrik Zero Labs were able to demonstrate in a recent study designed to test the bounds of LLM security. Join Joe Hladik, Head of Rubrik Zero Labs, as he breaks down the discovery of "Remote Prompt Execution," a novel vulnerability class that enabled full takeovers of Microsoft Copilot sessions through sandbox escapes. He explores the technical journey behind the eight critical CVEs uncovered by Rubrik Zero Labs and discusses the broader implications for securing generative AI assistants within enterprise environments. This interview highlights the groundbreaking research that earned a $48,000 bounty and featured as a premier briefing at Black Hat USA. Segment Resources: Find more research from Rubrik Zero Labs Rubrik Zero Labs' Black Hat session Demo of the ChatMate attack in action This segment is sponsored by Rubrik. Visit https://securityweekly.com/rubrik to learn more about them! Topic Segment - AI Notetakers and Recorders AI notetakers are built into everything now, and hardware-based AI recorders are becoming mainstream as well. Is privacy over in the workplace? Adrian, Jackie, Katie, and Tyler discuss. Questions enterprises should be asking: Are employees recording or transcribing meetings? Does this policy change if non-employees (external parties) are present? Is consent asked for/given? Is the context of the conversation taken into consideration? Is the geographic/legal/political context of the external party taken into account? Have you done your due diligence on third parties hosting/storing these recordings and transcriptions? Was your due diligence a SOC 2, or real, actual evidence-based due diligence? Do these third parties have an option to allow you to store/manage your own recordings in a place of your choosing, or does it have to be hosted by the AI recording/transcription company? News Segment Finally, in the enterprise security news, we check the vibes and the funding, and the acquisitions seriously, don't mess with the wifi on planes 181,000 meetings were left wide open the sandbox escapes are getting ridiculous research on how reliable AI-generated patches are research on what attackers do after they get a shell research on how cybercriminals are using AI agents research on how vulnerable datacenters are and finally, what's a “mouthpad”? Stick around till the end of the news segment to find out! All that and more, on this episode of Enterprise Security Weekly. Visit https://www.securityweekly.com/esw for all the latest episodes! Show Notes: https://securityweekly.com/esw-472

Interview with Jon Hladik - ChatMate Imagine a user asks an LLM a question about a document. An attacker then gains an interactive prompt on the user's chat session, enabling the attacker to instruct the AI assistant to take actions on behalf of the victim. That is exactly the capability researchers at Rubrik Zero Labs were able to demonstrate in a recent study designed to test the bounds of LLM security. Join Joe Hladik, Head of Rubrik Zero Labs, as he breaks down the discovery of "Remote Prompt Execution," a novel vulnerability class that enabled full takeovers of Microsoft Copilot sessions through sandbox escapes. He explores the technical journey behind the eight critical CVEs uncovered by Rubrik Zero Labs and discusses the broader implications for securing generative AI assistants within enterprise environments. This interview highlights the groundbreaking research that earned a $48,000 bounty and featured as a premier briefing at Black Hat USA. Segment Resources: Find more research from Rubrik Zero Labs Rubrik Zero Labs' Black Hat session Demo of the ChatMate attack in action This segment is sponsored by Rubrik. Visit https://securityweekly.com/rubrik to learn more about them! Topic Segment - AI Notetakers and Recorders AI notetakers are built into everything now, and hardware-based AI recorders are becoming mainstream as well. Is privacy over in the workplace? Adrian, Jackie, Katie, and Tyler discuss. Questions enterprises should be asking: Are employees recording or transcribing meetings? Does this policy change if non-employees (external parties) are present? Is consent asked for/given? Is the context of the conversation taken into consideration? Is the geographic/legal/political context of the external party taken into account? Have you done your due diligence on third parties hosting/storing these recordings and transcriptions? Was your due diligence a SOC 2, or real, actual evidence-based due diligence? Do these third parties have an option to allow you to store/manage your own recordings in a place of your choosing, or does it have to be hosted by the AI recording/transcription company? News Segment Finally, in the enterprise security news, we check the vibes and the funding, and the acquisitions seriously, don't mess with the wifi on planes 181,000 meetings were left wide open the sandbox escapes are getting ridiculous research on how reliable AI-generated patches are research on what attackers do after they get a shell research on how cybercriminals are using AI agents research on how vulnerable datacenters are and finally, what's a "mouthpad"? Stick around till the end of the news segment to find out! All that and more, on this episode of Enterprise Security Weekly. Visit https://www.securityweekly.com/esw for all the latest episodes! Show Notes: https://securityweekly.com/esw-472

Interview with Jon Hladik - ChatMate Imagine a user asks an LLM a question about a document. An attacker then gains an interactive prompt on the user's chat session, enabling the attacker to instruct the AI assistant to take actions on behalf of the victim. That is exactly the capability researchers at Rubrik Zero Labs were able to demonstrate in a recent study designed to test the bounds of LLM security. Join Joe Hladik, Head of Rubrik Zero Labs, as he breaks down the discovery of "Remote Prompt Execution," a novel vulnerability class that enabled full takeovers of Microsoft Copilot sessions through sandbox escapes. He explores the technical journey behind the eight critical CVEs uncovered by Rubrik Zero Labs and discusses the broader implications for securing generative AI assistants within enterprise environments. This interview highlights the groundbreaking research that earned a $48,000 bounty and featured as a premier briefing at Black Hat USA. Segment Resources: Find more research from Rubrik Zero Labs Rubrik Zero Labs' Black Hat session Demo of the ChatMate attack in action This segment is sponsored by Rubrik. Visit https://securityweekly.com/rubrik to learn more about them! Topic Segment - AI Notetakers and Recorders AI notetakers are built into everything now, and hardware-based AI recorders are becoming mainstream as well. Is privacy over in the workplace? Adrian, Jackie, Katie, and Tyler discuss. Questions enterprises should be asking: Are employees recording or transcribing meetings? Does this policy change if non-employees (external parties) are present? Is consent asked for/given? Is the context of the conversation taken into consideration? Is the geographic/legal/political context of the external party taken into account? Have you done your due diligence on third parties hosting/storing these recordings and transcriptions? Was your due diligence a SOC 2, or real, actual evidence-based due diligence? Do these third parties have an option to allow you to store/manage your own recordings in a place of your choosing, or does it have to be hosted by the AI recording/transcription company? News Segment Finally, in the enterprise security news, we check the vibes and the funding, and the acquisitions seriously, don't mess with the wifi on planes 181,000 meetings were left wide open the sandbox escapes are getting ridiculous research on how reliable AI-generated patches are research on what attackers do after they get a shell research on how cybercriminals are using AI agents research on how vulnerable datacenters are and finally, what's a "mouthpad"? Stick around till the end of the news segment to find out! All that and more, on this episode of Enterprise Security Weekly. Show Notes: https://securityweekly.com/esw-472

I veckans avsnitt: Två tydliga vinnare på momsfest och midsommarfirande. 1 700 färska branschbokslut avslöjar kraftigt lönsamhetslyft. Och här är sommarens största rubriker. Läs mer: • Avslöjar: Stenhård kamp om kunderna – här är sommarens vinnare och förlorare • Superlista: Efter krisen – 1 700 bokslut avslöjar lyftet

„Hart gecheckt“ geht in die vierte Staffel! Während die Starbulls in der Sommerpause für die DEL2 schwitzen, blicken die OVB-Sportredakteure Thomas Neumeier und Marko Aleksic auf die besten Momente aus der Rubrik 60 Sekunden zurück. Von geheimen Urlaubsorten über verpasste Traumberufe bis hin zu überraschenden Kontakten im Smartphone.

Muss wirklich alles im Leben optimiert werden? Wir sprechen über Sleep-Maxing, Whoop und die Frage, ob uns Daten manchmal weiter von unserem eigenen Körpergefühl entfernen – während Daniel mitten in einer 15-Stunden-Triathlon-Woche steckt und Sören zwischen Tennis, Minigolf und anderen Sportarten eskaliert. Außerdem diskutieren wir über Jan Frodenos Umgang mit den Enhanced Games und darüber, warum manchmal die einfache Lösung völlig ausreicht. Eine Folge über Sport, Optimierungswahn und die Kunst, nicht immer die letzten fünf Prozent herausquetschen zu müssen. RACE WEEK RADIO! In dieser Rubrik treffen sich Triathlet und Co-Host Daniel Jugan (12-facher Langdistanz Finisher) und Watt is los Host Sören jeden zweiten Sonntag zum Buddytalk, um sich nach Daniels Umzug von Berlin nach Köln weiterhin regelmäßig updaten zu können. Anekdoten zum Training, über Race-Erfahrungen und abseits des Sports. Wir freuen uns, wenn ihr ein bisschen mitlauscht und dabei seid, wie sich Daniel nach 2,5-jähriger Wettkampfpause auf seine Ironman Challenge in Portugal vorbereitet.Zur RACE WEEK RADIO PlaylistFragen, Gästewünsche oder Feedback gerne an: soeren@wattislos-podcast.deAuf Instagram kannst du uns hier schreiben: danieljugan , sportsfreund_ , wattislos_podcast

,,Es ist tatsächlich passiert: Die drei Carpy Chaoten sitzen endlich wieder gemeinsam vorm Mikro – und diesmal hat wieder alles funktioniert. Für‘s erste…Peter ist frisch aus Korsika zurück und hat dort offenbar beschlossen, Darmstadt dauerhaft zu verlassen weil er in den Bann der korsischen Forellen gezogen wurde. Wie viel positives man aus der Fahrt zum Angeln ziehen kann gibt er in seiner unwiderstehlichen Art zum Besten. Marian und Maui waren natürlich auch nicht untätig und haben am Wasser wieder alles gegeben. Kleiner Spoiler - son Wiegehaken sollte schon was abkönnen!Ebenfalls gibt's wie immer unsere legendäre Rubrik der Hörerfrage - könnt ihr euch ja sicherlich alle noch dran erinnern. Funktioniert jedes Mal wieder hervorragend.Freut euch auf den CARPY -Talk, völlig unnötige Abschweifungen, gefährliches Halbwissen, steile Thesen und drei Typen, die mit maximalem Selbstbewusstsein euch doch nur ein Lächeln ins Gesicht zaubern wollen.Kurz gesagt: Die Carpy Chaoten sind zurück. Alles wie immer. Nur schlimmer.Viel Spaß!

Radio Education – Folge 127 – „Über MASTRObation und andere Herausforderungen“ Ab sofort überall verfügbar, wo es Podcasts gibt!

The White House lays out its AI strategy at Black Hat. Researchers spotlight rogue AI behavior. CISA warns of an actively exploited N-able flaw. TP-Link patches 15 Omada vulnerabilities. Apple fights the UK's iCloud access order. The AI gray market expands. A Massachusetts healthcare breach hits more than 300,000 people. Lawmakers push to extend protections for OPM breach victims. Our guest is  Cal Al-Dhubaib, Principal Technologist at Rubrik, who wonders if your security team is solving the wrong problem. With elections, don't trust AI to tell you the whole story. 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 On today's Industry Voices segment, we are joined by Cal Al-Dhubaib, Principal Technologist at Rubrik, talking about how your security team is solving the wrong problem. If you enjoyed the conversation, check out the full interview here. You can also find more information below: Rubrik Agent Cloud landing page Rubrik AI landing page News: Rubrik Launches Rubrik Agent Cloud for Anthropic's Claude Code Selected Reading National cyber director lays out White House plans to secure AI without writing new rules (CyberScoop) Cybersecurity Alliance Drafts SAFE Guidelines for Sharing AI Incident Data (SecurityWeek) AI researchers let models off the leash – then watched as they tried to add malware to a FOSS project (The Register) MSPs urged to patch immediately after N-able issues hotfix for N-central ‘god mode' flaw (IT Pro) TP-Link patches Omada ZTP flaws allowing hackers to breach networks (BleepingComputer) Apple launches new legal challenge against UK over iCloud access (The Record) Free tokens for sale: How fake signups drive AI fraud (Threat Intelligence) 311,000 Impacted by Brown Health Medical Group-MA Data Breach (SecurityWeek) Lawmakers spring to save ID theft services for OPM breach victims, with expiration looming (CyberScoop) AI is getting better at election facts, but voters shouldn't rely on it (CyberScoop) 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.

Rubrik Principal Technologist Cal Al-Dhubaib joins Inside the ICE House to discuss how enterprises can securely adopt AI as autonomous agents gain greater access to data, systems, and code. He explains how Rubrik Agent Cloud helps organizations monitor AI activity, govern agent behavior, and recover from unintended actions. Al-Dhubaib also shares how Rubrik is using AI internally while balancing innovation with security, oversight, and trust.

Manche Fragen sind größer als ihre Antworten.In dieser Folge greifen wir unsere Rubrik „Überfragt“ wieder auf – und stellen fest, dass zwei scheinbar einfache Fragen plötzlich Türen öffnen, mit denen wir selbst nicht gerechnet haben.Wir sprechen über die Menschen, die uns geprägt haben, über Filme, die mehr waren als bloße Unterhaltung, und darüber, wie sehr sich der Blick auf das eigene Leben verändert, wenn man beginnt, wirklich zu reflektieren. Manchmal reicht eine einzige Erinnerung, um sich selbst ein Stück besser zu verstehen.Däiwiss spricht dabei ungewohnt offen über persönliche Gedanken. Nicht, weil es einen Plan dafür gab – sondern weil manche Dinge einfach ausgesprochen werden müssen, bevor sie zu schwer werden. Und irgendwo zwischen all diesen Gesprächen geht es auch um einen Schauspieler, der Trost spendet, Hoffnung vermittelt und längst mehr geworden ist als nur ein Gesicht auf der Leinwand. Wer unser Logo kennt, ahnt vielleicht schon, um wen es geht. Wie tief diese Verbindung wirklich reicht, erfahrt ihr in dieser Folge.Eine ruhige, ehrliche und nachdenkliche Episode über Erinnerungen, Vorbilder und die Geschichten, die uns zu den Menschen gemacht haben, die wir heute sind.

Die neue Folge ist ab sofort für alle verfügbar!

Warum die Fußball-WM ein großes Memefeuerwerk war und weshalb schießt man im Finale nicht aufs Tor? Was haben ein Komposter, ein Fernseher und ein Zahn mit den Albtraumwochen zu tun? Warum selbst Mobiliar im Urlaub mit umzieht und hilf Viagra etwas bei Schnittblumen? Gibt es einen Niesnerv, können Tiger rauchen und wohin verschlägt es Lebron? ZDP startet mit der neuen Rubrik um die Stimmung im Land zu heben und sucht die witzigste Filmszene!

Die Sommerpause steht fast vor der Tür und in den Küchen der Flugsimulation ist es nicht nur deshalb heiß: Nick Cyganski kocht bei Black Square an neuen Releases, ein Community-Mitglied hat sein eigenes Rezept, um LIDO-Karten in die PMDG zu bekommen, und dann wird es die kommende Woche ja symaptisch. Kein Wunder, dass wir hier nochmal alles sortieren müssen. Tommi hat auf den Index geschaut und dann ist mal wieder eine alte Rubrik am Start, um den Simulanten-Weltmeister zu bestimmen. Let's go!

Wie viel Planung braucht ein gutes Leben – und wann reicht es einfach, den Moment zu genießen? Daniel und ich sprechen über bewusstes Entschleunigen, steigende Startgelder, den Challenge-Roth-Hype und unsere ganz unterschiedlichen Sichtweisen auf Community-Ausfahrten. Außerdem geht es um Wohnungssuche in Großstädten, Abschiede großer Triathlon-Namen und warum uns echte Naturerlebnisse manchmal mehr geben als jede Bestzeit. Eine Folge zwischen Triathlon-Talk, Alltag und ehrlichen Gedanken.RACE WEEK RADIO! In dieser Rubrik treffen sich Triathlet und Co-Host Daniel Jugan (12-facher Langdistanz Finisher) und Watt is los Host Sören jeden zweiten Sonntag zum Buddytalk, um sich nach Daniels Umzug von Berlin nach Köln weiterhin regelmäßig updaten zu können. Anekdoten zum Training, über Race-Erfahrungen und abseits des Sports. Wir freuen uns, wenn ihr ein bisschen mitlauscht und dabei seid, wie sich Daniel nach 2,5-jähriger Wettkampfpause auf seine Ironman Challenge in Portugal vorbereitet.Zur RACE WEEK RADIO PlaylistFragen, Gästewünsche oder Feedback gerne an: soeren@wattislos-podcast.deAuf Instagram kannst du uns hier schreiben: danieljugan , sportsfreund_ , wattislos_podcast

Liebe Grüße dem jungen und älteren Gemüse aus einer der vielen Urlaubshochburgen und nein, wir sind nicht am Pragser Wildsee untergebracht. Wir haben aber einen Reiserucksack voll kluger Gedanken und wie könnte es anders sein - auch wieder eine neue Rubrik im Pesto. Also: Reingehört und mitgedacht. Wir zählen auf euch oder mit euch: 1, 2, 3, usw.

Jim McDonald and Jeff Steadman took the Identity at the Center podcast live at Identiverse 2026 in Las Vegas for a crowd-sourced game show called Majority Rules. Identity professionals competed in real time, picking answers to IAM and conference questions in a race to predict the majority. With a prize pool of over $5,000 for the top ten scorers, the stakes were high and the honesty was brutal. The episode also marks a milestone: IDAC hitting two million downloads. Thanks to Shirley Han and the CyberRisk Alliance team, and to sponsors Hyper, Red Block, SlashId, Rubrik, Stratacity, FusionAuth, Nexus, CrowdStrike, Hush Security, PlainId, RSM, and CyberRisk Alliance.Connect with us on LinkedIn:Jim McDonald: https://www.linkedin.com/in/jimmcdonaldpmp/Jeff Steadman: https://www.linkedin.com/in/jeffsteadman/Visit the show on the web at http://idacpodcast.com0:00 Introduction and Two Million Downloads Milestone1:00 Sponsor and Event Team Recognition3:00 How to Play Majority Rules4:00 Warm-Up Round Begins6:00 Battle Royale Mode Explained8:30 Decentralized Identity and the LDAP Reality10:30 Las Vegas Evening Entertainment11:30 Top Identity Trends at Identiverse 202612:30 Access Certification and the 4:55 PM Click13:30 Classic Vegas and Expo Hall Favorites14:50 PAM Strategies and the Post-it Note16:00 Conference Navigation and Footwear Survival18:00 Identity Log Monitoring Chaos19:30 Hallway Track Conversations20:30 Cloud Entitlements and Everyone Gets Root21:00 Sleep Habits at a Security Conference22:00 Business Cards in 202623:00 Legacy App Strategy and Thoughts and Prayers24:45 Las Vegas Dining Preferences25:30 Winners Announced and ClosingKeywords: IDAC, Identity at the Center, Jeff Steadman, Jim McDonald, Identiverse, Identiverse 2026, Majority Rules, live event, game show, IAM, identity and access management, decentralized identity, LDAP, SSO, PAM, privileged access management, cloud entitlements, ISPM, access certification, Las Vegas, cybersecurity, conference

Bloomberg reported that Anthropic is planning investor meetings as a potential IPO approaches. Anthropic, founded in 2021 by Dario and Daniela Amodei, develops the Claude model family and emphasizes AI safety. Amazon completed a commitment of up to $4 billion in 2024, and Google was reported in 2023 to be investing up to $2 billion, alongside earlier funding from Spark Capital and from FTX and Alameda Research in 2022. Claude is distributed through Anthropic's API, Amazon Bedrock, and Google Cloud's Vertex AI, tying workloads to hyperscale infrastructure. The company established a Long-Term Benefit Trust in 2023 to embed safety in governance. Investor meetings would address valuation, operating metrics, and concentration risks as the IPO window improves after listings by Reddit, Astera Labs, and Rubrik.Learn more on this news by visiting us at: https://greyjournal.net/news/ Hosted on Acast. See acast.com/privacy for more information.

Die Gerüchteküche brodelt: Gibt es eine große Neuerung in der Liga? Chris und Tim vermelden außerdem über die verbleibenden Aufstiegsmannschaften aus den Regios, den Special Hockey Kader für die WM & Bundesliga-Transfers. Zudem diskutieren wir in unserer neuen Schiri-Rubrik mit Bundesligaschiedsrichter Marcel Knackowski über die rote Karte im Deutschland-Irland-Spiel! Viel Spaß beim Hören.Seit dem letzten Jahr haben wir die Möglichkeit eingerichtet, unserem Team einen virtuellen Pausentee über die Buy me a Coffee Plattform auszugeben. Hier könnt ihr ganz freiwillig den Podcast supporten. Keine Sorge, natürlich wird Viertelpause weiterhin in seinem normalen Umfang für alle kostenlos und frei zur Verfügung stehen!Folgt uns auf Instagram (@viertelpause_podcast), Facebook (@viertelpause) und TikTok (@viertelpause) und lasst gerne ein Abo sowie euer Feedback zur Folge da.  Schreibt uns Eure Meinung zu dieser Folge!Support the show

TOD STEINE SCHERBEN Podcast Live! Tickets gibt‘s hier: https://www.tixforgigs.com/Event/75632 Seit 2018 reden sich Max, Fredi und Ela in ihrem Heavy-Metal-Podcast Tod Steine Scherben um Kopf und Kragen. Egal ob Behemoth-Christbaumkugeln, Schnee-Shagrath oder blaue Pepsi: Folge für Folge werden hier die wirklich wichtigen Themen verhandelt. In all den Jahren durften sich bereits Gäste wie DRANGSAL, Morten (BOHREN & DER CLUB OF GORE) oder Andreas Marschall selbst davon überzeugen, ob es sich hierbei tatsächlich um den härtesten Metal-Podcast der Welt handelt. Zur 100. Folge wagen sich die drei Brothers of Metal nun zum ersten Mal auf die Bühne, um ihrer Hörerschaft endlich einmal ganz tief in die Augen zu blicken. Mit dabei ist alles, was eine gute TSS-Folge ausmacht: Getränke-Talk, Anekdoten aus der Hölle und natürlich die legendäre Top-3-Rubrik. Und weil man nur einmal im Leben 100 wird, machen sich die drei Podcaster und euch selbst das größte Geschenk: einen krassen Überraschungsgast. 19. September 2026 Einlass: 14 Uhr, Beginn: 15 Uhr Druckluft (altes Café) Oberhausen 12 € (+VVK-Gebühr)

TRIGGERWARNUNG! In diesem Fall geht es unter anderem um Mord an Schutzbefohlenen, aber auch erwachsenen Menschen. Wenn ihr damit nicht zurecht kommt, skippt die Folge bitte ganz oder spätestens ab dem Zeitpunkt, wo wir innerhalb der Folge die Triggerwarnung aussprechen. Danke! :) Diese Folge beschäftigt sich nicht nur mit interessanten, gruseligen Fakten, die wir als neue Rubrik in unseren Podcast aufgenommen haben, sondern auch mit einem Serienmörder, in dessen Zusammenhang vermeintlich einige paranormale Aktivitäten verzeichnet wurden. Inspiriert dazu hat uns zum Einen die Bekanntheit des Falls an sich und zum Anderen unser kleiner Ausflug in die Serienkiller Ausstellung nach Köln. Lehnt euch zurück, und lauscht der neuen, etwas true-crime angehauchten, Folge von paranormal hautnah Schaurig schönes gruseln!

Arvind Jain is the Founder & CEO of Glean, the enterprise AI leader valued at $7.2 billion after raising more than $770 million from investors including Kleiner Perkins, DST Global, and more. Before Glean, Arvind co-founded Rubrik, helping build it into one of the world's leading cloud infrastructure companies before its successful IPO. Prior to that, he spent over a decade at Google as a Distinguished Engineer, working across Search, Maps, and YouTube. AGENDA: 00:00 – The Shocking Truth About Frontier AI: 90% Is Already a Commodity 02:04 – Can OpenAI & Anthropic Own Enterprise AI? The Battle for the Workplace Begins 10:18 – Will OpenAI and Anthropic Win the App Layer 18:03 – Microsoft Is the Real Enemy… Not OpenAI? 20:53 – "Where's the ROI?" Why Enterprises Are Starting to Question the AI Hype 26:00 – Will AI Replace Your Job? Harry & Arvind's Heated Clash Over the Future of Work 33:43 – The Billion-Dollar Mistake Every AI Company Is Making on Token Spend 39:20 – The AI Land Grab Is On: Why Founders Must Move Now or Lose Forever 42:20 – China vs America: Who Really Wins the AI Race? 47:20 – Rapid Fire: The Future of Computer Science, Hiring, Fundraising & AI's Biggest Winners  

Michael chats with Josh Howell, Healthcare Chief Technology Officer at Rubrik. Together, they discuss the emergence of cyber resilience as a distinct field from cybersecurity, why cyberattacks are increasingly viewed as patient safety events, and how health systems can prepare to maintain care during cyber disruptions. Their conversation includes evolving strategies to defend against ransomware and data extortion, the future of healthcare cybersecurity through industry collaboration, how AI is reshaping the cyber threat landscape and resilience planning, and much more. Learn more about Rubrik at www.Rubrik.com.

Gefühlte Fakten - Folge 342: Am Grill versagt! Christian wird so langsam von der Dorfgemeinschaft aufgenommen, auch wenn er an seiner ersten Feuerprobe kläglich gescheitert ist. Tarkan nimmt diese Folge derweil unter extremen Umständen auf (Mini legt live während der Folge ein Stinke-Ei in ihr Katzenklo). Außerdem gibt es eine Ausgabe der neuen Rubrik "Was ich gerne über dich wissen würde" und eine Ausgabe der alten Rubrik "Ungewöhnliche Todesfälle". Und vieles, vieles mehr! Du möchtest mehr über unsere Werbepartner erfahren? Hier findest du alle Infos & Rabatte: https://linktr.ee/gefuehlte_fakten Du möchtest Werbung in diesem Podcast schalten? Dann erfahre hier mehr über die Werbemöglichkeiten bei Seven.One Audio: https://www.seven.one/portfolio/sevenone-audio

What is an AI agent, really? Strip away the hype, and it's a model with access - to tools, APIs, databases, email, anything that lets it take real action instead of just generating text. That access is exactly where the risk lives, and Devvret Rishi, GM of AI at Rubrik, and former co-founder & CEO of Predibase, joins Craig Smith with a string of real-world incidents that make the case concrete: AWS reporting four major outages in 90 days after deploying coding agents, a Meta-related agent that deleted someone's emails while they were actively asking it to stop, and Rubrik's own internal pilot catching incidents that, without governance in place, would have gone unnoticed. The conversation lays out the impossible choice most enterprises are facing right now - block AI agents and forfeit the ROI boards are demanding, or grant access and hope nothing breaks - and walks through how Rubrik's approach uses small, fine-tuned AI models to enforce plain-English security policies on every single agent action in real time. It closes on one of the most underexamined risks ahead: as agents increasingly talk to other agents to get work done, a layer of activity is forming that no human is watching, and the question of who's accountable when something goes wrong in that layer is only getting more urgent. Subscribe to Eye on A.I. for weekly conversations with the people building and deploying the future of AI.

Moin, Gude und Hallo,zu einer neuen Ausgabe des MonkeyTalks, DEM Brettspiel-Podcast der Boardgamemonkeys. Gleich zu Beginn der Show gibt es den wohl bekannten Affenspieplatz, in dem Andreas uns von Rallyman erzählt, Roy wiederum hat sich die Deepprint-Neuheit "Wine & Cheese" angesehen.Nachdem mittlerweile jedes Duo hier im Podcast seine eigene Rubrik gefunden hat, wollen Roy und Andreas auch was haben und haben sich entschieden, ihr Regal genauer unter die Lupe zu nehmen. Jeder hat sich ein Fach gewählt und stellt vor, was sich darin befinden. Darunter tolle Titel wie Tianxia, Galileo Galilei, Abyss, Cactus Town und und und. Viel Spaß beim Hören.euer MonkeyTalk-Team

Today's conversation features Brian McCarthy, President of Global Revenue and Field Operations at Cursor and former CRO at Rubrik, where he helped scale the business from $118 million to $1.5 billion in ARR. In this segment, Brian breaks down the rapid evolution of AI in software development, from simple code autocomplete to fully autonomous agent-driven environments, and what that shift means for competition, product strategy, and go-to-market execution. He also explains how Cursor's multi-model approach creates a unique advantage in a fast-moving market, and why aligning that innovation with focused sales execution is critical to winning. Brian McCarthy is President of Global Revenue and Field Operations at Cursor and former CRO at Rubrik, where he helped scale the company from $118M to $1.5B in ARR. He is known for building high-performance revenue organizations and execution-focused cultures in complex enterprise environments. Connect with Brian: LinkedIn Resources mentioned: Ep. 71 - What the Best Sales Leaders Do with Brian McCarthy All In Podcast with Chamath, Jason, Sacks & Friedberg Listen to the full episode: Why Sales Execution Wins in an AI-First World with Brian McCarthy, President of Global Revenue and Field Operations at Cursor Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. Connect with Us: LinkedInYouTubeForce Management

Rubrik (RBRK) stock is down near $70 after peaking above $89 — but its subscription ARR is still growing over 30%. Here's the reverse DCF and margin math behind why the recovery has stalled.Rubrik (NYSE: RBRK) is one of the smaller names in the cybersecurity sector, operating in the data storage and backup security niche — a category distinct from network security players like Palo Alto Networks and Fortinet, or endpoint security leaders like CrowdStrike. In this excerpt from our Semiconductor Insider Live session, Nick and Kasey Rossolillo break down why Rubrik has lagged the broader cybersecurity recovery even as subscription ARR growth stays above 30% and reported revenue grows nearly 40% year-over-year.We dig into the free cash flow story to explain why it has stalled sequentially even as it grows year-over-year. We also explore what that margin compression means for a smaller, AI-infrastructure-dependent company, and how Rubrik's balance sheet ($1.7B cash vs. $1.1B long-term debt) holds up. Finally, we run a reverse discounted cash flow (DCF) analysis to see what growth assumptions are baked into the current stock price and discuss how small and mid-cap software stocks fit into a diversified, long-term portfolio strategy.This is educational content for self-directed investors evaluating semiconductor-adjacent software and cybersecurity plays in 2026.Join Semi Insider: Get access to CSI's research platform, tools, and deeper research as it happens at chipstockinvestor.comSpecial Discount: Get 15% off your membership with our special link: fiscal.ai/csiRelated Episode: We called this back in June — Listen/Watch hereIf you found this episode useful, please make sure to follow the podcast and leave us a rating! Let us know in the Spotify Q&A below: Do you think Rubrik's margin compression is temporary, or a longer-term concern?Content in this podcast is for general information or entertainment only and is not specific or individual investment advice. Forecasts and information presented may not develop as predicted and there is no guarantee any strategies presented will be successful. All investing involves risk, and you could lose some or all of your principal.CSI owns shares of Rubrik.

Nicht sehr lange würden wir es auf einer einsamen Insel ohne Sneakpodaufnahme aushalten, wenngleich wir natürlich ebenso elegant Digitalwildschweine jagen würden wie Rachel McAdams und wahrscheinlicher als sie zum Konklave zugelassen würden, selbstverständlich nur, um die Sixtinische Kapelle in einen Bone Temple umzuwandeln, wie wir es in 28 Years Later zu den Klängen von Iron Maiden gelernt haben. Wie und ob unsere Haustiere der Hitze trotzen oder lieber Ukulelenkonzerten lauschen würden, erzählen wir Euch im Plauderteil, in dem wir auch eine alte Rubrik wieder aufleben lassen, mit hoffentlich negativer Energiebilanz.

By Doug Green “When prevention has failed, what are you going to do?” In this episode of the Technology Reseller News podcast, Doug Green speaks with Josh Howell, Healthcare CTO at Rubrik, about Rubrik's recognition as an American Hospital Association Preferred Cybersecurity Provider and the growing need for cyber resilience in healthcare. Howell says traditional backup systems were built for IT recovery, not modern ransomware attacks. Rubrik is designed for immutable data protection, helping healthcare organizations recover even if attackers gain high-level access inside the network. The podcast explores why cybersecurity is now a patient care issue. When hospital systems go offline, care continues, but delays in lab results, diagnostics, appointments and treatment can create real clinical risk. AI is also changing the threat landscape. Howell says defenders are using AI to classify and respond to threats, while attackers are using AI to move faster and exploit vulnerabilities more effectively. The discussion also covers Rubrik Agent Cloud, which helps organizations place guardrails around AI agents and recover quickly if agentic AI causes damage or exposes sensitive data. Howell says Rubrik focuses on “day two” resilience: what happens after prevention fails. For healthcare leaders, the message is clear: strong security matters, but hospitals also need a recovery strategy that can protect operations and patient care when attacks get through. Learn more at rubrik.com  

Neue Woche, neue Ausgabe OK MÜD, aber ist wirklich alles wie immer? Fast, denn neben den üblichen Empfehlungen neuer Spieler, die diese Woche erscheinen, hat sich Dom eine frische, neue Rubrik ausgedacht, die hier und heute ihre Prämiere feiert. Ab geht's!

Die US-Boys schlagen auch Australien, Brasilien siegt glanzlos, Deutschland muss heute in Toronto gegen die Elfenbeinküste ran und in unserer neuen Rubrik spricht André mit Christian aus Toronto.

In this episode, Sam talks with Dev Rishi, GM of AI at Rubrik, about what happens when agents move beyond answering questions and start taking action across tools, systems, and business processes. We explore why the enterprise playbook of static guardrails plus human approval starts to break down in the agent era. Agents are useful because they can plan, call tools, update systems, write code, send messages, and operate across workflows at machine speed, but those same capabilities make them difficult to govern with rules written in advance or approval prompts reviewed one at a time. Dev explains why tool access increases blast radius, why agents can route around controls in surprising ways, and why human-in-the-loop review can become security theater when agents operate at scale. We also discuss what enterprises need instead: better visibility, runtime enforcement, policy-aware governance, agent observability, and recovery mechanisms for when something goes wrong. Along the way, we dig into MCP and tool sprawl, small language models for policy enforcement, defense in depth, agent rewind, and why AI may be needed to help secure AI.

Der erste Weltmeisterschaftsgegner der deutschen Männer-Nationalmannschaft gehört fußballerisch wie astronomisch in die Rubrik „ferner liefen“. Ein himmlisches Highlight war dort die totale Sonnenfinsternis im Februar 1998. Lorenzen, Dirk www.deutschlandfunk.de, Sternzeit

Werbung | Exklusives Angebot für unsere Hörer: Testet Handelsblatt Premium 4 Wochen für 1 € und bleibt zu den Entwicklungen an den Finanz- und Aktienmärkten informiert. Mehr zum Vorteilsangebot der Handelsblatt-Fachmedien erfahrt ihr unter: www.handelsblatt.com/mehraktien Die Wall Street bleibt zwischen robuster Konjunktur und nachlassender KI-Euphorie gefangen. Der US-Arbeitsmarktbericht fiel deutlich stärker aus als erwartet. Damit nimmt der Druck auf die Fed zu. Das Risiko einer Zinsanhebung vor Dezember steigt von 45 Prozent auf 62 Prozent. Bei den Einzelwerten setzt sich die Schwäche im KI- und Halbleiterkomplex fort, während Anleger stärker in Finanzwerte, Healthcare und ausgewählte Softwaretitel rotieren. DocuSign, Rubrik und Samsara meldeten zwar solide bis starke Zahlen, tendieren aber alle schwächer. Lululemon enttäuschte mit schwächeren Margen und einer stark gesenkten Jahresprognose. Zusätzlich sorgt Anthropic für Aufmerksamkeit. Das Unternehmen warnt, dass KI-Systeme bald in der Lage sein könnten, eigene Nachfolgemodelle zu entwickeln, was das Risiko erhöht, dass Menschen die Kontrolle über solche Systeme verlieren. In der kommenden Woche richten sich die Blicke auf die US-Inflationsdaten, die EZB-Zinsentscheidung, Oracle, Adobe und Lennar sowie Apples Entwicklerkonferenz. Zusätzlich bleibt der geplante Börsengang von SpaceX ein wichtiger Stimmungstest für die Aufnahmefähigkeit des Marktes gegenüber der nächsten Welle großer KI- und Tech-Emissionen. Ein Podcast - featured by Handelsblatt. ► Entdecke den exklusiven NordVPN Deal! Jetzt risikofrei testen mit einer 30-Tage-Geld-zurück-Garantie: https://nordvpn.com/wallstreet * ► Erhalte einen exklusiven 15% Rabatt auf Saily eSIM Datentarife! Lade die Saily-App herunter und benutze den Code wallstreet beim Bezahlen: https://saily.com/wallstreet * +++ Alle Rabattcodes und Infos zu unseren Werbepartnern findet ihr hier: https://linktr.ee/wallstreet_podcast +++ Impressum: https://www.360wallstreet.de/impressum *Werbung

Join Yogi Goel, Co-founder, CEO, and CFO of Maxima, for an unvarnished conversation on breaking the legacy architecture of corporate finance. After a 20-year career spanning auditing at EY, tech IPOs at Citi and Barclays, and scaling Rubrik from $5M to $900M in ARR, Yogi was firmly on the venture-backed CFO track. Instead, he realized that despite decades of enterprise software, accounting teams were still trapped in a monthly cycle of manual data wrangling and spreadsheet anguish. In this episode, we explore how Maxima secured $41M in funding from Kleiner Perkins and Redpoint, why the "semi-annual close" debate misses the mark, and why the future of finance relies on AI acting as a horizontal system of work layered directly over existing ERPs.

This episode is brought to you by the iTnews State of Security 2026 report. Featuring insights from CISOs and senior security leaders across Australia, the report explores the key trends and challenges shaping cyber security this year - from AI governance and identity security to Zero Trust, XDR and cyber resilience. Download your copy today to benchmark your organisation's security strategy against the rest of the industry. Thanks to our 2026 State of Security partners - Sumo Logic, Saviynt, Virtual IT Group, CoreView, Brennan and Rubrik - for supporting this year's report. Visit iTnews.com.au and search “State of Security 2026” to download the report now.Hello and welcome to the iTnews Podcast.Our guest this fortnight is Australia Post's Executive General Manager of Enterprise Services Michael McNamara.Join us as we unpack Australia Post's target state architecture and the progress of technology initiatives within the broader Post 26 strategy.We also explore the structure of Enterprise Services - how teams are organised and what it looks for in the organisations it partners with.

AI systems are increasingly embedded as non-human participants within managed environments, driving a structural shift in operational responsibility and exposure for MSPs. This shift is characterized by the integration of AI-powered tools—such as note takers, copilots, connectors, and agents—into core business workflows and SaaS platforms. Companies like Google, Microsoft, and ServiceNow are formalizing AI governance with platform features such as agent registries, policy enforcement gateways, and cross-platform audit trails. Reports from industry sources, including Wired, Rubrik, and regulatory bodies in the EU, substantiate these developments and highlight changing expectations for accountability and control. A key finding, according to security research by Red Access and covered by Wired, is that over 5,000 publicly exposed AI-generated web apps were found on the open web, with about 40% leaking sensitive data ranging from medical records to corporate strategy documents. Rubrik's Zero Lab survey of over 1,600 IT and security leaders further reports that 86% expect AI agents will surpass existing security controls within a year, while only 23% feel they have full visibility into these agents' activities. The New York Times and legal organizations note increasing legal and evidentiary risks posed by AI transcription tools in business meetings, warning that ungoverned AI outputs may be subject to discovery in litigation and could compromise attorney-client privilege. Additional developments reinforce the governance and risk gap. Platform vendors are building more granular control and auditing features, but most client environments still include unregulated AI tools, third-party connectors, and manual overrides outside these native boundaries. Regulatory frameworks are evolving to place explicit bans on specific AI outputs and to delay implementation of high-risk AI oversight, as seen in the EU's provisional AI Act. The integration between Black Kite and Sayari exemplifies how vendors are seeking to connect risk intelligence across supply chains, but operator-level exposure often remains distributed and ambiguous. For MSPs and IT leaders, the practical implication is an immediate requirement to inventory and classify AI participants and outputs within managed domains, clarify contractual scope, and establish evidence-ready policies for audits, incidents, and legal review. Relying solely on vendor platform controls is insufficient, as clients and auditors will expect clear documentation of AI activity, data access, and policy enforcement. Many agreements are not priced or structured for AI governance and may require explicit scope adjustments, upcharges for AI inventory and policy services, and contractual exclusions for unmanaged AI activity to avoid unpriced liability. 00:00 Agents Unchecked 04:49 Control the Bot 06:58 AI Audit Risk 10:38 Why Do We Care?  Supported by:  Nerdio TimeZest   

Hört ihr die Klagelieder? Seht ihr den Schmerz in den fahlen Gesichtern? Spürt ihr die Verzweiflung, den Schrei auf den Lippen? „Herrgott, jetzt lasst den Wal in Ruhe“ wollen sie gerade brüllen, doch was in der neuen Folge von Baywatch Berlin für Ensetzen sorgt, hat mit Tierwohl nix zu tun. Nein, es ist der dunkle Pfad der Erkenntnis, den Lundt und Klaas betreten haben: Ihnen wird schmerzlich bewusst, was Sie dank Schmitt, dem Mensch gewordenen Handicap, niemals erreichen werden. Die Main Stage der Eitelkeiten auf der „Online Marketing Rockstars“-Messe? Mit Schmitt nicht zu machen. Wenigstens mal einen Abend zu den Coolen gehören, bisschen schnacken, connecten, reichweite aufbauen und von den ganz dicken Schiffen des Business (Gemischtes Hack) lernen? Gestrichen. Borelord Schmitt aus der Grafschaft Whack & Lame will seine Legos bauen. Also bleiben die drei Herren mit ihrem Arsch zuhause, lassen sich von ihrem letzten Fan Pfeife die Reglers aufdrehen und labern wieder genau den Müll, mit dem man garantiert kein Rockstar ist: Klaas hat eine Fortbildung in „Bolzplatzgeschrei“ gemacht und bringt waschechte Amateurfussballatmosphäre in diese Folge. Das passt zumindest intellektuell. Lundt findet seinen Arbeitsplatz mal wieder so scheußlich, dass er aus seiner Wut nicht nur eine neue Rubrik, sondern auch einen neuen Ugly-Contest aus der Taufe gehoben hat - als würde Baywatch da nicht reichen. Und Schmitt, was bietet er denn an, als Ausgleich für den verpassten OMR-Messe-Trip? Naja, eine Checkerfrage, wie man ohne Scham einen Bus anhält. Das ist nicht viel, sagen Sie zurecht, das reicht nicht für die Mainstage. Vor der Bühne von Baywatch Berlin gibts kein Applaus und keine Reichweite. Hier sitzt wieder nur Pfeife - und vielleicht ist das auch besser so. Du möchtest mehr über unsere Werbepartner erfahren? Hier findest du alle Infos & Rabatte: https://linktr.ee/BaywatchBerlin Du möchtest Werbung in diesem Podcast schalten? Dann erfahre hier mehr über die Werbemöglichkeiten bei Seven.One Audio: https://www.seven.one/portfolio/sevenone-audio

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.

PLG can create explosive growth, but it can also mask fundamental gaps in execution, capacity, and long-term durability. As AI-native companies scale at unprecedented speed, revenue leaders face a new tension: how to convert bottom-up adoption into enterprise value without breaking the system that fueled growth. Brian McCarthy joins to unpack how Cursor is navigating this shift, why sales execution becomes the moat in a world of swappable technology, and what it takes to build a go-to-market machine that keeps pace with innovation while deepening customer trust. Brian McCarthy is President of Global Revenue and Field Operations at Cursor and former CRO at Rubrik, where he helped scale the company from $118M to $1.5B in ARR. He is known for building high-performance revenue organizations and execution-focused cultures in complex enterprise environments. Connect with Brian: LinkedIn Resources mentioned: Ep. 71 - What the Best Sales Leaders Do with Brian McCarthy All In Podcast with Chamath, Jason, Sacks & Friedberg Key takeaways from this episode: 03:30 – Why great leaders know when to step away, and how building a successor is the true test of an execution machine 09:50 – What to look for in a once-in-a-career opportunity, and why timing matters more than brand or hype 17:03 – How PLG success created a capacity crisis, and why too much demand can degrade customer experience 29:29 – The decision to radically reduce account load, and how focus enables better selling and better buying experiences 32:16 – Why champions, not features, drive revenue, and how to intentionally build them across the organization 38:19 – The required balance between bottom-up adoption and top-down value selling in technical markets 41:31 – Why “clock speed” is the defining trait of modern sellers, and how enablement must fuel continuous learning 49:09 – The shift from tools to AI factories, and what it means for the future of software development and selling 52:01 – Why culture, trust, and human relationships remain the durable moat in a world of rapidly changing technology Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. Connect with Us: LinkedInYouTubeForce Management

The House extends Section 702, for now. Mythos raises fresh cyber risk concerns. CISA warns of reduced capacity. ZionSiphon targets Israeli water systems. Operation PowerOFF hits DDoS-for-hire networks. CISA flags an actively exploited ActiveMQ flaw. WordPress plugin supply chain attacks spread. China tests deep-sea cable-cutting tech. Our guest is Arvind Nithrakashyap, CTO and Co-Founder of Rubrik, discussing AI as the next frontier. Tim Starks from CyberScoop takes us Inside the FBI's recent router takedown. A DraftKings data dealer meets his downfall.  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. Industry Voices On today's Industry Voices segment, we are joined by ⁠Arvind Nithrakashyap⁠, CTO and Co-Founder of ⁠Rubrik⁠, discussing AI as the next frontier. If you enjoyed this conversation, check out the full interview here.  CyberWire Guest Today we have ⁠Tim Starks⁠ from ⁠CyberScoop⁠ discussing Inside the FBI's router takedown that cut off APT28's ‘tremendous access'.  Selected Reading ⁠House extends surveillance powers for 10 days⁠ (NPR) ⁠White House Works to Give US Agencies Anthropic Mythos AI⁠ (Bloomberg) ⁠Lawmakers Gathered Quietly to Talk About AI. Angst and Fears of ‘Destruction' Followed⁠ (SecurityWeek) ⁠How Anthropic Discovered Mythos AI Was Too Dangerous For Release⁠ (Bloomberg) ⁠CISA Warns of 'Detrimental Capacity Impacts' Amid Shutdown⁠ (BankInfo Security) ⁠New ZionSiphon Malware Discovered Targeting Israeli Water Systems⁠ (Hackread) ⁠Europol-supported global operation targets over 75 000 users engaged in DDoS attacks⁠ (Europol) ⁠CISA flags Apache ActiveMQ flaw as actively exploited in attacks⁠ (Bleeping Computer) ⁠30+ WordPress plugins bought on Flippa and backdoored in supply chain attack⁠ (TNW) ⁠New undersea cable cutter risks Internet's backbone⁠ (Ars Technica) ⁠Man gets 30 months for selling thousands of hacked DraftKings accounts⁠ (Bleeping Computer) 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

Most of the conversation about rebuilding product management comes from two ends of the spectrum: AI-first startups with 30 people and no real installed base, or big tech with thousands of PMs and decades of process. This episode is about the third category: companies that went public in the last few years, have real customers and revenue to protect, and are now trying to move like startups again. The CPOs of Hims & Hers, Rubrik, and Figma joined me to discuss what that actually looks like. Several of their findings directly contradict the advice you'd get from either end of the spectrum.Key topics• Why going public doesn't mean replacing your PM team with "business people"• Why AI makes PM workload explode, not shrink• What happens when engineering is no longer the bottleneck• The skill Figma values most at scale (and why speed is the wrong thing to optimize for)• Whether the IPO date is a real line in the sand—and why Yuhki and Anneka land in different places• Why AI adoption at post-IPO companies requires the CPO to go first• How Anneka wrote her team's Claude Code onboarding guide, opened the GitHub repos, and built a triage agent between meetings• Why Dheerja joined Hims & Hers as the "AI Queen"• Dheerja's three-part AI framework she's executing on• Why Yuhki hired AI veterans first—then immediately hired people with no AI background at all• The case against take-homes (and Anneka's idea for what should replace them)• What a blank canvas reveals about a PM candidate that no case study or behavioral question can• Why every PM is about to become a manager of agents• How to talk to your team when the stock is down and you haven't announced anything new• Why Figma deprecated annual planning—and what Yuhki thinks will become core PM work within a yearWhere to find Nikhyl• Twitter/X• LinkedInWhere to find Anneka• LinkedInWhere to find Dheerja• LinkedInWhere to find Yuhki• LinkedInJoin The Skip• Skip Coach• Skip CommunityFind The Skip• Website• Substack• YouTube• Spotify• Apple PodcastsTimestamps(00:00) Anneka on leading from the top: visibly & vulnerably(00:45) Intro: three CPOs, one inflection point(05:53) How PM accountability shifts from startup to post-IPO(07:24) The GM model: when PMs own P&L, not just product metrics(10:54) Hiring systems thinkers over feature builders(15:08) Where AI is actually moving the needle in enterprise B2B(20:37) The three components of AI transformation(24:13) How going public changes perception management at Figma(27:00) Navigating stock drops and keeping teams focused(30:30) Creating space for AI learning when the team is already maxed(35:12) 3 steps to seeding AI teams(40:03) How everyone is becoming a manager of agents(44:34) Yuhki on resourcefulness and the blank canvas take-home(47:40) Dheerja: go an hour deep on one real decision in the interview(50:56) Why live pair Claude Code sessions is the future of PM interviews(53:13) Predictions for 2026 and beyond(55:34) Why it's the best time in history to be a PMDon't forget to subscribe to The Skip to hear me coach you through timely career lessons. Access exclusive sessions from 100+ top product leaders at skip.coach. If you're interested in joining me on a future call, send me a note on LinkedIn, Threads, or Twitter. You can also email me at nikhyl@skip.community This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit theskip.substack.com

A busy 24 hours between DC headlines and PCE data... Carl Quintanilla, Sara Eisen, and Michael Santoli kicked off the hour with the latest on both fronts, before discussing the implications for markets, traders, and the Federal Reserve. Plus: hear ServiceNow CEO Bill McDermott's huge warning when it comes to AI and youth unemployment, along with more on how Iran is changing the business of cybersecurity with the CEO of one beneficiary (Rubrik).    Elsewhere in the hour: former Defense Secretary Mark Esper joined the team with his expectations when it comes to possible escalation ahead.    Squawk on the Street Disclaimer Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Tech earnings calls have highlighted a new risk: There isn't enough electricity to power the new data centers. We will analyze the "Utility Supercycle" as power companies raise rates to build new capacity.Today's Stocks & Topics: State Street Industrial Select Sector SPDR ETF (XLI), Market Wrap, Preferred Stocks, Tyler Technologies, Inc. (TYL), SPDR Gold Shares (GLD), SPDR Gold MiniShares (GLDM), The "Grid" Bottleneck: AI vs. Utilities, Key Benchmark Numbers: Treasury Yields, Gold, Silver, Oil and Gasoline, Silver Tiger Metals Inc. (SLVTF), Discovery Silver Corp. (DSVSF), Visteon Corporation (VC), AECOM (ACM), Rubrik, Inc. (RBRK), KPMG and AI Cost Savings.Our Sponsors:* Check out Quince: https://quince.com/INVESTAdvertising Inquiries: https://redcircle.com/brands

Despite stabilizing, home ownership rates for younger demographics have hit new lows. We will analyze the rise of "Build-to-Rent" communities and the long-term economic shift away from ownership. Today's Stocks & Topics: Target Corporation (TGT), Portfolio Management, Market Wrap, Selling losses vs Taxes, The "Forever Renter" Economy, Financial Advice for a 15-Year-Old, AAON, Inc. (AAON), SentinelOne, Inc. (S), Rubrik, Inc. (RBRK), the Dollar's Decline, TransMedics Group, Inc. (TMDX), ALPS Equal Sector Weight ETF (EQL), The US Investments.Our Sponsors:* Check out ClickUp and use my code INVEST for a great deal: https://www.clickup.com* Check out Invest529: https://www.invest529.com* Check out Progressive: https://www.progressive.comAdvertising Inquiries: https://redcircle.com/brands