Podcasts about Salesforce

AI is not replacing customer success. It's turning it into the most important revenue function in the business.In this episode, John sits down with Elizabeth Salmoun, Head of Customer Success at Otter.ai, to talk about why products and tooling have become table stakes in the AI era, why the sales to CS handoff decides whether a client renews inside the first 90 days, and why AI is turning CSMs into AI advisors and workflow consultants instead of relationship managers.If you are in sales, customer success, RevOps, or GTM leadership, this conversation gives you a practical way to think about handoff timing between AE and CSM, segmenting a book of business by tier instead of treating every renewal the same, the three W's framework for discovery, and why AI generated work should never go out the door without a human reviewing it first.Want to build a customer success team that turns renewals into your biggest growth lever? Visit www.jbarrows.com and learn how you can Make It Happen.What You'll LearnWhy products and tooling became table stakes, and why the relationship is what actually differentiates you nowWhy the first 90 days after a deal closes decide whether a client renews or churnsWhy Elizabeth starts every renewal conversation 120 days out instead of waiting for the discount fightWhy AI is turning CSMs into AI advisors and workflow consultants instead of relationship managersWhy a sales rep who's just running the process is already irrelevant, and what still makes the role criticalElizabeth Salmoun is the Head of Customer Success at Otter.ai, where she leads retention and expansion strategy in one of the most competitive corners of the AI tooling market. She built her career in retail before moving into tech sales and account management, and she has spent the last several years turning customer success into a revenue generating function built on discovery, relationship building, and clear rules of engagement with sales.Visit otter.ai to learn more about Otter.ai's AI meeting assistant and how its customer success team helps teams capture, act on, and get real value from every conversation.Connect with Elizabeth Salmoun: LinkedIn: linkedin.com/in/esalmounConnect with Otter.ai: Website: otter.ai LinkedIn: linkedin.com/company/otter-ai YouTube: youtube.com/@Otterai Instagram: instagram.com/otter.aiJohn Barrows is a sales trainer, speaker, and founder of JB Sales with over 25 years of experience in the industry. He has made hundreds of cold calls a week, led startups to acquisition, and trained high-performing teams at companies like Salesforce, LinkedIn, Amazon, and Okta. Through JB Sales, John focuses on practical sales execution, helping reps fill pipeline, close deals, and build trust with buyers in today's AI-driven sales environment.Connect with John Barrows: LinkedIn: linkedin.com/in/johnbarrows Instagram: instagram.com/johnmbarrows TikTok: tiktok.com/@johnmbarrowsCheck out John's Membership: https://learn.jbarrows.com/pages/individual-packages Join John's Newsletter: https://www.jbarrows.com/newsletter

Leading Change Through Clarity, Compassion, and Communication with Connie Rawson Coaching's Connie RawsonIn a recent episode of The Thoughtful Entrepreneur Podcast, host Josh Elledge sat down with Connie Rawson, Executive Coach and Founder of Connie Rawson Coaching, to discuss how corporate leaders and business owners can navigate organizational change through high-impact communication. Connie, a seasoned executive coach who has advised leaders across tech and enterprise giants like Salesforce, Zendesk, and Workday, shares her battle-tested framework for executing difficult workplace discussions with clarity, courage, and empathy. This conversation delivers an actionable roadmap for executives looking to eliminate communication friction, handle performance reviews, navigate corporate restructurings, and lead through organizational transitions without damaging company culture or trust.The Executive Communication Blueprint: Mastering Candid Discussions and Driving Alignment During ChangeThe primary bottleneck stalling organizational growth during times of restructuring, acquisitions, or leadership pivots is executive communication avoidance. Connie Rawson explains that while uncomfortable conversations around underperformance or strategic shifts naturally trigger anxiety, avoiding these discussions creates severe organizational misalignment, low morale, and operational drag. To lead effectively, executives must approach every candid conversation with a defined purpose, establishing the desired productive outcome before initiating the dialogue. Giving team members a clear context advance notice—rather than sending vague meeting requests—lowers psychological defensiveness and prepares both parties for a constructive, solutions-oriented discussion.Balancing extreme messaging clarity with genuine empathy is essential for maintaining leadership credibility during high-stakes organizational transitions. Leaders often make the mistake of softening critical feedback so extensively that the core message becomes diluted, leaving the employee confused about expectations and next steps. Direct, succinct feedback must be paired with compassionate delivery, ensuring the recipient clearly understands performance gaps while feeling supported in their professional growth. Incorporating immediate alignment checks—such as asking open-ended questions and having the team member reflect back their understanding of key points—eliminates miscommunication and ensures mutual commitment to execution.Ultimately, sustaining long-term executive influence requires building a corporate culture grounded in radical transparency, dignity, and active listening. Treating employees with respect during challenging conversations—including lay-offs or role changes—preserves the internal brand, protects talent retention, and reinforces psychological safety across all management tiers. Executive leaders who invest in mastering candid communication frameworks build resilient organizations capable of adapting seamlessly to market volatility. When clear intentionality, contextual framing, radical feedback clarity, and compassionate delivery are synthesized into a single leadership architecture, executives remove friction, accelerate decision-making, and predictably expand enterprise valuation.About Connie RawsonConnie Rawson is an Executive Coach, leadership advisor, and the Founder of Connie Rawson Coaching. Drawing from extensive experience coaching high-level executives at major corporations like Salesforce, Workday, Mozilla, DraftKings, and Zendesk, Connie specializes in helping C-suite leaders and business owners navigate complex organizational change. She is a recognized expert in executive communication, team alignment, and change management, dedicated to empowering leaders to execute candid conversations with clarity and empathy.About Connie Rawson CoachingConnie Rawson Coaching is an elite executive coaching practice and leadership consultancy engineered to help corporate executives, business owners, and management teams master high-stakes communication and organizational change. The practice specializes in delivering one-on-one executive coaching, team alignment facilitation, change management strategies, and communication frameworks. Through tailored coaching programs and practical leadership resources, Connie Rawson Coaching enables leaders to eliminate communication debt, build high-trust workplace cultures, and drive sustainable growth.Links Mentioned in This EpisodeConnie Rawson Coaching Official Website: connierawsoncoaching.comConnie Rawson on LinkedIn: linkedin.com/in/connierawsoncoachingKey Episode HighlightsThe Purpose-First Discussion Framework: Setting clear objectives and outcomes before initiating difficult conversations to keep discussions focused and productive.Contextual Framing to Reduce Defensiveness: Providing advance notice on meeting topics to eliminate anxiety and foster open, constructive communication.Balancing Directness with Compassion: Delivering clear, unvarnished feedback without sacrificing empathy or causing confusion regarding performance expectations.Systematic Alignment Checks: Utilizing open-ended questions and active reflection to confirm mutual understanding and prevent operational miscommunication.Dignity-Driven Change Management: Preserving organizational trust and culture by handling tough transitions, lay-offs, and restructurings with radical transparency and respect.ConclusionThe conversation with Connie Rawson underscores that mastering candid conversations is an essential operational discipline for any leader navigating organizational change. By setting clear intent, balancing direct messaging with empathy, and prioritizing mutual alignment, business leaders can transform challenging workplace discussions into powerful catalysts for trust, clarity, and sustainable growth.More from The Thoughtful Entrepreneur

You can beat the biggest partner in your ecosystem on content, on volume, on quality, and still finish the year at a quarter of their revenue with price as the only lever anyone hands you. In this episode I break down why that happens and what to do about it, starting with the rule Jack Welch laid down in a 1981 speech that almost nobody quotes correctly. Your platform, whether it is Salesforce, Zoho, HubSpot, or Microsoft, is a product, not a market, so the moment a buyer arrives the only question they can ask you is how much and how fast. I walk through the four moves that get you out of that queue, from reading back through your last 10 clients to find the industry where the scope held and you never bled hours, to packaging the fix as a priced outcome instead of billable time. If you are about to spend another year becoming a better version of a competitor you cannot beat, this one is for you.Resources and LinksNeed help with your WHO and WHAT decisions? Apply for a FREE Multiplier CallBook a Decision Session herePrevious episode: 702 - Firing Your Agency Won't Get You More LeadsCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources

Don’t miss this massive ecosystem shift! Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/ Check Out UPX: https://theultimatepartner.com/experience/ Host Vince Menzione sits down with industry leaders Nicole Dziedzic, Erwin Visser, and Mira Ayad to uncover the critical transformations happening across the technology ecosystem and marketplace. The panel explores the impact of Reseller Enabled Offers (REO), the changing role of distribution into aggregation, and the immense opportunities surrounding agentic AI. They also dive into why MSPs need to ruthlessly simplify their technology stacks to make room for business value selling, and how data tools like ASPX are changing the game for proactive channel strategies. https://youtu.be/4Ox507-0l_8 Key Takeaways The marketplace has completely transformed software procurement and is now rapidly expanding into the SMB sector. Reseller Enabled Offers (REO) allow partners to own private offers on behalf of ISVs while maintaining their trusted advisor status. Ingram has introduced the MCP server to help partners automate and pull necessary distribution data seamlessly. The next few years represent a “golden age” for MSPs if they can successfully adopt, build, and operationalize AI agents. Microsoft’s ASPX platform gives partners critical usage and marketing signals to proactively target customer opportunities. MSPs must simplify their bloated technology stacks to create space for selling true business value with agentic AI. 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 agentic AI, Reseller Enabled Offers, MCP server, marketplace syndication, ASPX data, Agent 365, precision velocity, managed service providers, hyperscaler enablement, technology stack simplification, Ultimate Partner Experience, cloud solutions strategy, customer zero, ISV go-to-market. Transcript Nicole – Erwin – Mira Podcast [00:00:00] Mira Ayad: I think it’s a very simple formula. Start where your customer is at, like meet the customer. Where they act is not just a generic cliche state statement. [00:00:10] Vince Menzione: You can feel it happening. The ecosystem is shifting beneath us, the way hyperscalers are partnering, how AI is remaking the channel. And what it means to win in 2026. [00:00:21] Vince Menzione: Welcome to the Ultimate Partner Podcast. I’m Vince Menzi, own your host. And each week I sit down with leaders at the intersection of technology, partnerships and outcomes, the voices shaping how ecosystems actually work. We talk about what’s real, what’s changing, and what it takes to lead in this era where the partner channel isn’t just part of the strategy. [00:00:43] Vince Menzione: It is the strategy because being in the room changes everything. Let’s start. [00:00:53] Vince Menzione: We’ve got some word friends of ultimate partner coming up now, and then I’m gonna have them come up and introduce themselves. Uh, most of these people I’ve had the opportunity to meet Nicole, come on up. Come on. Good to meet you. I’m gonna have everyone introduce themselves. This guy, I never know. I’ve never met this guy before. [00:01:12] Vince Menzione: Mira, great to see you again. We gotta be on stage about a month ago. Yes. And we get to do this again while a different panel conversation. So, terrific. [00:01:22] Vince Menzione: Nicole, we’re gonna start with you on from the far end and come this way. So I’ll have you introduce yourself to, to our audience. [00:01:27] Nicole Dziedzic: Yeah. So, uh, so I lead our, uh, US business for Ingram, uh, really focused on our customer success and renewals across our vendor stack. [00:01:36] Vince Menzione: Thank you for being here. [00:01:37] Nicole Dziedzic: Okay, [00:01:37] Nicole Dziedzic: thank you. I’m excited. Awesome. [00:01:39] Erwin Visser: Yeah. Uh, great to be here again. Thanks, uh, fin for, for having us and a lot of familiar faces. So, uh, Erman, Viser, uh, I recently changed roles, so four weeks ago, uh, in Microsoft. I’m, uh, I just, uh, started to, uh, to lead the, uh, the Cloud Solutions Strategy team, uh, still in GCPS, so our global channel organization. [00:02:01] Vince Menzione: And Mira, great to see you again. [00:02:03] Mira Ayad: Same here. Yes. I’m looking forward for this conversation. We had so much fun last time. [00:02:07] Vince Menzione: Yes, [00:02:08] Vince Menzione: so [00:02:08] Vince Menzione: good. [00:02:09] Mira Ayad: My name is Mira Ayad . I’m the GM for a global Microsoft marketplace. My team leads the strategy and operations. I’ve been with Microsoft for seven months, I think, but this is not my first rodeo. [00:02:21] Mira Ayad: This is my fourth time boomeranging to Microsoft. Yeah. [00:02:26] Vince Menzione: And for context for people, we have talked about marketplace quite a bit, but the conversation has expanded at Microsoft in, in bigger ways. Uh, before, was it November that. REO was announced. [00:02:39] Nicole Dziedzic: Yes. [00:02:40] Vince Menzione: Yes. We’ll talk about that. But maybe you, you talk a little bit about the reseller enabled, uh, offers and, uh, and maybe we’ll take, we’ll take us through that and then how Ingram has been a great partner, and of course, Erwin’s organization has been really front and center with some of this. [00:02:55] Vince Menzione: So let’s go there for, let’s go first tell us, tell us about, about REO. Sure. For those and, and your, your role is, um, we had Cy on stage yesterday. But your role is front and center with the channel, with the with the reseller community. Right. Taking marketplace into the resellers. [00:03:12] Mira Ayad: Sure. So, uh, Cyril is my partner in crime. [00:03:16] Mira Ayad: He leads the marketing for marketplace. Um, my team focus across all personas that hits marketplace from an ISV to channel partners, buyers, and even the Microsoft sellers themselves. Like how can we bring that vibe and that energy? To bring marketplace, to be front and center. Um, REO is, um, a feature that we’ve launched back in November and it’s, it was a very strong statement from Microsoft of how we’re bringing the channel partners into that marketplace journey. [00:03:45] Mira Ayad: With RE Reseller enabled offers, we allow partners to own the private offer that they can extend to their customers on behalf of the SDCs. So kind of bring that scale mechanism for SDCs to access that channel community and for the channel partner to remain the trusted advisor and provide not only marketplace, um, products, but Microsoft services their own professional services. [00:04:12] Mira Ayad: And wrap that and provide a one-stop shop for customers. [00:04:17] Vince Menzione: And it’s really lit up organizations like Ingram. Nicole, I like, it’s been a maybe a minute here, like talking about the evolution of Ingram. ’cause I think back at the old role of the DTI credit, availability of product and delivery, right? Yeah. The kind of the three things. [00:04:34] Nicole Dziedzic: Yeah, and those are still really, really important to the core of how we go to market. ’cause I think we heard yesterday, every dollar of software, uh, requires a dollar of hardware. So it’s not anything that we’re getting away from. But I think, you know, the marketplaces and the automation, and really where we’ve been transforming our business over the last six to 10 years is how do we take some of that transactional work away from our partners? [00:04:57] Nicole Dziedzic: Make it simpler so that you can really focus on more strategic areas. Marketplace has been a, a heavy part of our go-to-market and something that we’ve been embracing for many years now, um, and seen a lot of success in helping the partners on that journey and helping the vendors really accelerate that with the partner community and the end customers. [00:05:15] Nicole Dziedzic: But it’s also really enabled us to look at how do we wanna show up into our partners differently, right? So as we automate our business. Help our partners automate their business. We have the opportunity to upskill our own resources. And so some of the key areas that we’ve really been focused on is our post-sales motions, and how do we really ensure that the partners customers are leveraging the technology, optimizing it, and adopting it in a much faster pace. [00:05:45] Nicole Dziedzic: So that the investments that they’re making are netting an ROIA lot quicker. Those, uh, those have been things that we have accelerated across our vendor stack. Um, and I think it’s gonna become much more important as we continue to see technology evolve, especially around AI and co-pilot’s. A huge part of what we’ve been really focused on for the last year. [00:06:05] Nicole Dziedzic: Um, the biggest thing that we’re really seeing in the market today. Not just within the MSPs, but within our end customers is that they struggle in terms of how they really get the ROI out of it quickly. Um, and so our team is very human first. Uh, we do have digital motions, but really human first to really dive into the different personas. [00:06:25] Nicole Dziedzic: How do we help them attack that from an end customer perspective? How do we really help them drive value out of those solutions? [00:06:32] Vince Menzione: So what does enablement look like for them? [00:06:34] Nicole Dziedzic: Yeah, so, um, I loved the quote, uh, from some of the folks in the last session because it’s really about meeting our customers where they are. [00:06:42] Nicole Dziedzic: And so it is a, I always call it we play in the gray and we love to play in the gray all day. Um, because our partners and our our partners customers wanna interact differently. And so we wanna make sure that we have, um, ways to interact with them across. Stack both from a digital standpoint where you can really drive efficiency through digital messaging and marketing, um, all the way up to high touch. [00:07:03] Nicole Dziedzic: So those larger customers can get, uh, hands-on training and enablement. We can do it on behalf of our partners or with our partners to really drive that into the end customer, and then that enables us to really customize it. So what personas are we going to engage with? What are the key features we’re looking to get out of it? [00:07:20] Nicole Dziedzic: Um, and largely what are the outcomes that that company is driving towards over the next 1, 2, 3 years, so we can always stay ahead of what their needs are. [00:07:29] Vince Menzione: Nice. So Erwin, what is Microsoft doing to enable this distribution channel to be more effective with partners? [00:07:36] Erwin Visser: Yeah. Uh, it’s a great question. And, and Nicole, I I love how you, uh, and, and Ingram is, is kind of really leaning in mm-hmm. [00:07:43] Erwin Visser: In driving these customer outcomes and, and helping your partners that even if needed, kind of working with your partners or stepping in front of your partners to help drive these outcomes. ’cause I, I think that’s, uh, we’re. Uh, it clearly ev you, you need to meet the customer where they is. But, uh, having helping customers adopt ai, adopt these new AI solutions agents, I think that is going to be super important for partners to drive, uh, incremental value and also the ROI for themselves as well as for the, for the customers. [00:08:14] Erwin Visser: But Microsoft is, have we, um, one of the things that we are heavily investing in at this moment is our skills platform, our scaling platform. So we, we, if, if people have followed us, we kind of revamped it in the last three, four months. Uh, and we are really not just investing now heavily in technical skills, but also project readiness skills for partners as well as sales skills. [00:08:37] Erwin Visser: Uh, like how do you sell in this new world of, uh, of ai. So where you can see, uh, uh, incremental, uh, ongoing investment in our scaling platform. Um, the other thing that we’re, we’re really working on at this moment, uh, with our. Tech team is, is building more helping partners to build like standardized service offerings and also understand this what’s, what is the capability they need to be successful in and, and become ed themself. [00:09:05] Erwin Visser: And, and we’re doing that also in partnership with the, with income. So income can use kind of some of these, these frameworks than to, to leverage them for their partners and then help with, uh, with that enablement. [00:09:18] Vince Menzione: So Mira when we think, so we think about it from a couple different lenses here, right? [00:09:22] Vince Menzione: Because we’ve got the Microsoft first party products that are, that are being offered through distribution channel to customers, and then we have what I call third party, right? Mm-hmm. Which is a lot of what the marketplace does. It does both. But I think about the marketplace, I think about ISVs, I think about agentic ai. [00:09:40] Vince Menzione: How do we, how do you bring it all together? [00:09:43] Mira Ayad: Um, the way I think of marketplace, and you and I talked about this before, yes, it’s that intersection where SDCs ISVs services and solutions meet. First party solutions meet professional services provided by system integrator and all wrapped up to provide that complete solution for customers. [00:10:04] Mira Ayad: So marketplace, kind of that perfect intersection for all of those parties to meet, um, from a customer perspective depends on the segment. We all know that marketplace is born and raised to be an enterprise tool. Now we’re seeing more and more s and b customers coming trying to leverage marketplace. [00:10:20] Mira Ayad: Yeah, [00:10:20] Vince Menzione: very much so. [00:10:21] Mira Ayad: So the role of enablement and how we activate the channel to really be front and center, more proactive as they go and talk to their SMB customers. Find the ways to monetize their solutions and their services for the SMB customers so they can adopt that marketplace. Because with everything that’s happening in the industry, one thing we know for sure that marketplace transformed how procurement of software happens. [00:10:46] Mira Ayad: Yes. And it’s here to stay. [00:10:48] Vince Menzione: Very much so. Very much so. And Nicole, I’m interested too on, on this side because we, we have, this is the first year that we’ve invited quite a few MSPs into the room as well. Right. We were very much ISV and reseller and, and SI focused. Uh, this time has changed like no other. [00:11:05] Vince Menzione: Right. We’ve been talking all morning about all this agentic ai. As an as an MSPI, my my sense is like I need to have my hands on the steering wheel for my customer at all times. And how are you thinking through it? How are you working with those organizations on driving some of that? [00:11:22] Nicole Dziedzic: Yeah, so again, it’s about meeting even our partners where they are. [00:11:26] Nicole Dziedzic: And so one of the things that we’ve recently released at Ingram is our MCP server. And so how do we enable our partners to then connect their agent capabilities that they’ve built internally to grab the data from Ingram so that they can interact with us how they want to, you know, we have our platform and, and. [00:11:43] Nicole Dziedzic: We don’t wanna force everybody to go into a platform. And so that server is gonna enable you to build capabilities internally in the tools that you’ve already invested in so that you can, again, refocus your energies and your teams, um, on selling on these new go-to markets that enables you to grab the data that you need and. [00:12:03] Nicole Dziedzic: Essentially a snapshot of your account when you’re buying through distribution, all with a really simple click of a button. I know I, I oversimplify it, but I’m not that technical. Um, but it is really a click of a button. And so as we continue to release capabilities, API feeds, if you’re connected via that server and you have those agent capabilities already internally, then it’s as simple as us just continuing to release and you’ll continue to be able to grab that information. [00:12:28] Vince Menzione: Mira’s gram’s approach, what you’re starting to see across most of the distribution channel. Yeah, [00:12:34] Mira Ayad: more or less, yes. Like we, we’ve seen, we’ve partnering with Ingram on, on multiple fronts. Uh, there’s another feature that we bring and Ingram has been our, uh, partner in crime, which is syndication, which we push the marketplace listings into the Ingram portal to support what Nicole just said. [00:12:52] Mira Ayad: So partners get to use the tools that they are using today. We’re meeting them where they are. We’re not forcing them into one platform over the other. Um, I think enablement. The role of enablement and the distributor as an enabler is going to grow even more. Uh, switching that message of how can you sell a task oriented agent versus a solution [00:13:17] Mira Ayad: Yes. [00:13:17] Mira Ayad: Um, is a, is a game changer. And we also see, I I like to say this, like distribution are now becoming an aggregation and a distributor. Yes. So they get to aggregate all that solution between all hyperscalers marketplaces. And find that core enablement so partners can be a plug and play and use their core competency to sell and be that trusted advisor for their customer instead of wasting time trying to figure out where to get enabled or how to get enabled. [00:13:44] Mira Ayad: Mm-hmm. So absolutely a hundred percent the aligned. [00:13:46] Vince Menzione: Yeah. Enablement seems to be a big theme here, right, Nicole? And, and, and you’ve got some new products is MCP server and. Some of the things you’re doing there as well. [00:13:55] Nicole Dziedzic: Yeah, I would say even above and beyond the, the MCP server for the automation, you know, enablement enable is kind of our core function of our enablement strategy and enable ai, enable MSP are two of the most recent ones that we’ve released to market. [00:14:10] Nicole Dziedzic: Um, one of the things that we’ve really identified. Especially within the M-S-P-S-M-B and mid-market partner community is that there’s still a struggle in what does AI actually mean for my strategy and out to my end customers. And so we’ve created paths to enable our partners, MSPs, their end customers on how do you build that strategy for AI that’s both going to create outcomes for your end customers, um, but also be safe and secure as you kind of bring it to market. [00:14:39] Vince Menzione: Erwin on your side, on the marketing side, and you just shifted roles. You were [00:14:43] Erwin Visser: Yeah. Know. Yeah. Piece. Well, I didn’t forget everything that I did. Okay, good. No, I, it was only last week. Right. I’m, I’m getting older, but I still have a little bit of memory. Last year, uh, the, the, um, yeah, I wanted, uh, react quickly on the, on MSPs, especially think it’s incredible time. [00:14:59] Erwin Visser: And, and, uh, and, and so you, I think most people probably know that Microsoft, this, uh, our fiscal year start on July 1st. So May, uh, uh, April, may up to June is like really our crunch time for planning. So we’re in the middle of it. But, and, and without seeing, like giving you too much like insights or details, but. [00:15:18] Erwin Visser: We, we believe there, uh, is an in significant opportunity, almost like the golden age for MSPs in the next years. [00:15:25] Vince Menzione: Yes. [00:15:26] Erwin Visser: Uh, if they are able, the, the partners that are able to embrace ai, and we, we kind of think about it in, in maybe in three different like steps or, or framework of clearly, uh, being a customer, zero. [00:15:41] Erwin Visser: And I assume a lot of people, or a lot of people talked about it in the last day and a half, so I don’t have to go in deep here, but hey, you have to adopt the technology itself to be able to deliver and sell it to customers. But then the, the other two steps that we believe one is, uh, uh, built an an agents or an agent accelerator and, uh, that can mean that. [00:16:02] Erwin Visser: Uh, leverage, uh, marketplaces for finding and customizing agents or having competency in-house to build agents for your customers. And then the third step is, is operationalize agents. And I think pe the partners that have experience at this moment with managed services probably have a step ahead. ’cause we had the in. [00:16:24] Erwin Visser: For more and more customers in the future, we’ll rely on a partner to manage and to help support their, their, uh, agent infrastructure. And so, uh, MSPs that can really, uh, jump into that and can help customers to manage, protect, secure, uh, uh, uh, their, uh, their agent in, uh, infrastructure, uh, that will be an an significant opportunity. [00:16:49] Erwin Visser: Um, one of the products that, you know, I’m, I’m not gonna do a product pitch yet, but still, I’m gonna mention you can, [00:16:55] Vince Menzione: and you can also share things that are gonna be announced with us as well. [00:16:58] Erwin Visser: Well, this is, uh, this is, this is announced already, but hey, we, uh, one of the technologies we are very excited about that’s, uh, hopefully can also support MSPs is, uh, agent 365. [00:17:10] Vince Menzione: Yes. [00:17:10] Erwin Visser: Which, uh, which really can help partners to, to kind of like secure and manage and, and drive governance around [00:17:17] Vince Menzione: agents. Still, still very new product by the way. [00:17:19] Erwin Visser: Yeah, it’s, uh, uh, [00:17:20] Vince Menzione: makes a big difference. [00:17:21] Erwin Visser: Awesome. [00:17:23] Vince Menzione: So, Mira, this is very, you know, it’s funny because initially when you would think about what you, what you’re doing with REO as being like big ISVs, selling big solutions through marketplaces, we, we now brought the channel in. [00:17:38] Vince Menzione: But now the ag agentic has really changed the things dramatically. Right, right. Let’s talk about that. How does it, how does it fit into your strategy as you go into the SMB market as well? Right. [00:17:48] Mira Ayad: Great question. And um, I’d like to tell a story in a little [00:17:52] Vince Menzione: bit. Please, please. [00:17:53] Mira Ayad: So, one of my greatest mentors, um, I was just having a chat with him a couple of days ago, and I’m just like, the market is changing faster than anyone can catch up. [00:18:02] Mira Ayad: And he told me, Mira. It’s not a chess game anymore, it’s a squash game. So it’s all about being agile, beating the ball with it, what it is, uh, and moving fast. And I think the strategy for marketplace and for the channel, Microsoft has always been a channel first company, so this is not a news for anyone. [00:18:20] Mira Ayad: Next year we’re focusing more into bringing the channel into marketplace. We are having, and I’m sure Sarah talked about it, uh, yesterday a little bit. We’re having very targeted approach to bring. Agents that customer actually wants into marketplace. So not just a, a traffic jam of agents. Uh, we’re being very precise about it from a channel perspective. [00:18:44] Mira Ayad: Alex? Agree. My colleague, she has a, an a a session later. She [00:18:48] Vince Menzione: does for having Alex on stage here. [00:18:50] Mira Ayad: Yes. And she’s gonna talk more about this channel strategy overall, but being customer zero. Is big for us and precision velocity is something else. Like how can we help the partners [00:19:00] Vince Menzione: precision velocity. I like That’s [00:19:02] Mira Ayad: right. [00:19:02] Mira Ayad: And she’s gonna talk a lot about it. I’m [00:19:04] Vince Menzione: not gonna say [00:19:04] Mira Ayad: her thunder. [00:19:05] Vince Menzione: I wanted to hear, I wanna hear more about it. So it’s, it’s compelling. [00:19:08] Mira Ayad: I know. Just, uh, a under session today, [00:19:11] Vince Menzione: well, I think I’m gonna be leading it, but come in this afternoon. Absolutely. [00:19:16] Mira Ayad: Absolutely. Yes. So moving from being a scale player to actually know what you’re really good at and have that precision. [00:19:23] Mira Ayad: To sell and get your customer where they want to be. I think it’s, it’s all how the strategy is aligned, yet shifting a little bit to reflect what’s happening in the industry. [00:19:33] Vince Menzione: And you’re no stranger to marketplace. Right. Um, we talked about your career journey, but you start off in Microsoft. We sort of knew each other back in the day, right? [00:19:43] Vince Menzione: Yes. Public sector. [00:19:44] Mira Ayad: Yes. [00:19:44] Vince Menzione: And then you left and you went across the river or across, across the lake. It was a lake or river? The lake. Lake. Yeah. You can tell I don’t live here, but [00:19:53] Mira Ayad: it’s a pond. [00:19:53] Vince Menzione: It’s a pond, yeah. [00:19:55] Mira Ayad: Um, so yes, I did start in, uh, Microsoft as a PDM for public sector focusing on education partners. [00:20:00] Vince Menzione: Yeah. [00:20:01] Mira Ayad: Um, [00:20:01] Vince Menzione: Anthony Salcito. [00:20:02] Mira Ayad: Anthony STO was the GM back then. And then I spent some time in an ISV. Um, it was a startup. I think I’ve, I had like my MBA on how to start businesses there. Which I boomerang to Microsoft to be part of the architecture team of a tiny program. I’m not sure if you guys are familiar with it. [00:20:23] Mira Ayad: It’s called CSP. So I launched CSP for the channel partners hosting telco’s, distribution. And then, um, our neighbors across the pond called the pond, me to come and help them build a channel program. Um, and then for, for three years, and then I spend the next seven. On AWS marketplace, uh, helping with, uh, channel adoption and strategy and enablement. [00:20:50] Vince Menzione: Nice. Very nice. Okay. And, um, the perspective on that as well. Bringing you, you talking about being precise. I think I heard what I, what I gleaned from your last set of comments is it can be so overwhelming to have all these agents, thousands and thousands of agents out there, how do, how do I decide, what do I go do and do the agents conflict with one another in terms of how they, how they react, and how they maybe start procuring on my behalf. [00:21:18] Mira Ayad: Um, I think it’s a very simple formula. Start where your customer is at, like meet the customer where they at is not just a generic cliche state statement. Customers are gonna lead our MSPs, our channel, our distribution, and our hyperscalers with their marketplaces or what needs to be built and how fast they want it. [00:21:37] Mira Ayad: And we should not lose sight of that. Um, just. Customer win is a win for everyone. That’s the, that’s, I think that’s the simple formula. And across all, uh, hyperscaler marketplaces, I think everyone is trying to win the heart and the mind of the customer first. [00:21:52] Nicole Dziedzic: Yes. [00:21:53] Mira Ayad: And then we, as the platforms and the channel community, we need to work very closely, um, with precision, with high level of, um, depth of knowledge to bring customers faster and make that customer zero. [00:22:10] Mira Ayad: From our perspective as an internal customer first and our first customer that we’re gonna build the case studies around to build that flywheel so we can accelerate that. So the first five offer becomes, the second, becomes the hundreds. Um, and this is how we bring it on. But always start from the customer. [00:22:26] Vince Menzione: I’m thinking about Jay’s slide yesterday, Jim McBain slide about the 28 moments [00:22:31] Mira Ayad: Yes. [00:22:32] Vince Menzione: And all the, all the partner types that are involved in that process. Right. The ISVs. Uh, CSPs, I mean actually lay out more partner types, ISPs, CSPs, distributor, uh, reseller, all all aligned in that customer journey and all. [00:22:49] Vince Menzione: And so just that coordination and that effort. I just wanna get everybody’s point of view on that maybe. [00:22:53] Erwin Visser: Yeah. [00:22:54] Vince Menzione: Or [00:22:54] Erwin Visser: you want start, Nicole? [00:22:55] Nicole Dziedzic: Yeah. I mean, I think it takes an army, right? And I think it’s about how does each. Each kind of persona simplify the process for the next person. And I think that’s probably the key piece of it. [00:23:06] Nicole Dziedzic: And I’ll, I’ll talk from a distribution lens, is that our goal is that we wanna make sure it’s simpler for our vendors, for our partners to be able to transact in the marketplaces. Um, and also be that conduit, right? To provide that feedback back to vendors around what’s working, what’s not working, so we can go faster, right? [00:23:23] Nicole Dziedzic: And so the partners can go faster, um, but also be super sound in how they bring it to market. [00:23:30] Vince Menzione: And I, and I think what I also got outta that conversation, I want to get your point of view on this, is because again, I go back to ISV thinking, direct selling model. [00:23:39] Mira Ayad: Yeah. [00:23:40] Vince Menzione: And oh, there’s this thing called the channel and oh, we have to go do this. [00:23:42] Vince Menzione: But I think what that illustrated, that slide illustrated to me yesterday. Was how important to have all the multiple touch points involved because the deal is happening before you were entering the room. Right. So how, how are you, how and again, why, why do ISVs? I think, I think the answer is right there. [00:24:00] Nicole Dziedzic: Yeah. I, it’s about how do we scale you and how do we simplify. For the partners. Um, I think the biggest challenge that young ISVs really run into is that they do forget about the channel. And the channel is massive. Um, and the channel gives you reach and it gives you scale by leveraging MSPs and better communities. [00:24:24] Nicole Dziedzic: Distribution comes into the fold because we are that scale for the partners themselves. We are that scale for the MSPs, right? And so there has to be a connection between the two to really enable the ISVs that are direct today, um, to scale to probably the levels that they wanna scale, and a trusted partnership where we can bring in. [00:24:46] Nicole Dziedzic: What works, what doesn’t work? Best practices. ’cause we have worked with a lot of vendors and we continue to work with a lot of vendors, um, on how to continue to scale their business. [00:24:55] Vince Menzione: What’s it, what do they get wrong? You mentioned the younger ISVs. Mm-hmm. The newer is more startup ISVs and the startup doesn’t take long. [00:25:02] Vince Menzione: You can get to a billion dollars. Yeah. Pretty quickly these days. What do they get wrong? And then how do you solve for that for them? [00:25:08] Nicole Dziedzic: I, I think what they get wrong at times, um, is building out a true partner program that makes sense for the MSPs, for traditional VARs, um, for sis to actually wanna participate, right? [00:25:24] Nicole Dziedzic: Because there’s a lot of competition out there, and you have to differentiate yourself. And part of that is making sure you’re not forgetting about what you’re. Partner program is gonna be to bring to market. I think that’s probably the biggest thing. The, the other piece is that, you know, there is a lot of solutions out there and so what’s your compelling event, compelling reason, right, for a partner to wanna bring you into their stock, into their end customers. [00:25:47] Nicole Dziedzic: And that is something that we, at times are missing as well, is, is what’s differentiating you from the person next to you. [00:25:55] Vince Menzione: Mira, anything to add to that? [00:25:57] Mira Ayad: Um, I think working with ISBs for the past, I don’t know how many years in my career, um, I always get asked the same question, how can I utilize marketplace? [00:26:06] Mira Ayad: How can I do the pricing? And I listed on marketplace, how come the deals are not falling from the sky? Yes, exactly. And um, my answer has always been. Listing a marketplace is the first step, not the last, right? What is your go-to-market strategy? How are you going to go to market? What’s the role of the channel that they want them to play? [00:26:28] Mira Ayad: Do you want them to become just a reseller and an extended Salesforce arm? Do you want them to take that to implementation and take your support? I think Microsoft kind of between all of the partner types that we have and the great distributors that we partner with, we kind of unlock that for guys because we can have that conversation and help them with their go-to market strategy. [00:26:49] Mira Ayad: But I think first is marketplace need to be in the beginning of the deals, not at the end. So they can always be like, okay, I’m going to be listed to the marketplace when they pitch that to the customer. Bring the marketplace philosophy and the channel into the deal making. Not on the 11th hour. Yeah. [00:27:06] Vince Menzione: Yeah. I liked what an ISV said earlier about actually unlocking their sales organization by putting incentives out there. Yes. To be marketplace first. Erwin, you, you’re the accelerant. Yeah. Go to markets. You’re the marketing guy in the, in this conversation. [00:27:21] Erwin Visser: Yeah. So I, I’m, I’m maybe, uh, I was thinking on the other side, it’s like, and there’s a clearly a role for the ISV. [00:27:26] Erwin Visser: Yeah. And opportunity through marketplace. I also think there’s an opportunity on the MSP side to really, uh, be proactive around, uh, the ISV solutions that you can deliver to your customers. And, and one of the things that, uh, I, I still see is that, uh, some of our partners are not using just the data that is available and that we also have, uh, as Microsoft and with Ingram give to our partners to really see what the opportunities are out there. [00:27:52] Erwin Visser: And, uh, a new, uh, platform that we released, uh, a few months ago. A SPX. Uh, I would kind of be curious to see, uh, hands up like, uh, of the MSPs in the room. Have you heard of a SPX? A few. Okay. So we still have a little bit more eventually to do here, but, uh, yeah. So we we’re, uh, bringing, uh, data sources to our partners, uh, that combine like usage data and marketing signals, other information that we have, licensing data that that really helps our partners also because. [00:28:24] Erwin Visser: To be, to understand where your customer is. Yeah. You first have to understand also the data of your customer and, and the signals that they are giving in the marketplace so you can help understand where the, the next opportunity is. And so we’re, uh, we have another great partnership with, uh, with Ingram around this data sources and in income enriches them and brings them to their resellers. [00:28:45] Erwin Visser: But I think that’s still, uh, uh, clearly if I saw the hands, an opportunity for us to, uh, to bring that more to the market. Yeah. [00:28:53] Vince Menzione: And let’s not forget the MSPs in this conversation, right? Because they are like at, at all, at all levels, whether it be first party, third party, cross marketplace. They are the instrumentation in front of the customer. [00:29:05] Vince Menzione: And I think there’s a great opportunity and know you talk about how you and enabling them. Um, maybe some last comments about how MSPs in this room could be more successful in the coming year, working with your organizations. Yeah. [00:29:18] Nicole Dziedzic: Yeah. I mean, I think for us it’s challenge us, um, bring forward things that you want and need, even if they seem outlandish from a distribution standpoint, right? [00:29:28] Nicole Dziedzic: We wanna continue to make sure we’re meeting you guys where you are with what you need and how you wanna be interacted with. Um, so I think that would probably be my biggest thing. I do. Before we, I just wanna go back to the as PX data real quick. I do wanna give a plug on the as PX data, because I do work with all of our vendors within Ingram and, and I will say the data. [00:29:46] Nicole Dziedzic: Availability that you guys have released has been above and beyond what we’ve seen from most of our vendors. We hear a lot of can’t share that it’s legal, can’t share that it’s legal. Um, this really enables us and the MSPs to, to see not just where their customer needs to go, but where they’ve been. [00:30:04] Nicole Dziedzic: Right. And so how do you really frame a conversation that’s really strategic by leveraging data and data that will intake and be made available for everybody that, um, purchases through distribution so that you can have that ready at your hand. So I just wanna reverse back to that ’cause it is a really great data set, um, and something we don’t see a lot of vendors actually released to the masses within the partner community within distribution to leverage. [00:30:29] Erwin Visser: Yeah. I, I love that quote, by the way, but it’s, thank you, Nicole. Uh, so the, but, uh, uh, your question is around how we are enabling MSPs, correct? Yes. Yeah. Right. So I had the, um, there, there’s a, there’s a few things here. Uh, I think that, am I, if I’m being honest, there’s still some points that we need to improve on our technology and our roadmap Yeah. [00:30:53] Erwin Visser: Of our technology. So this is clearly well understood within Microsoft and there’s areas that we are, uh, that we’re working on and, uh, we’re taking very serious, uh, at this moment. Good. Uh, to help you like, manage, uh, uh, our technology across, uh, uh, significant numbers of, uh, of, of tenants. Um, the, the second thing I would say is that clearly we talked about scaling. [00:31:16] Erwin Visser: We talked about enabling, uh, added technology to help you build out your managed services from, I would say from the, the, or the, the infrastructure to security to also agents. Now with some of the new technology that we, uh, that we have released. The, the third thing, and this is maybe more of an ask to the MSPs, is that, uh, when I talk to MSPs, when I see the research, uh, I believe that still at this stage, uh, you mo uh, the average Ms. [00:31:44] Erwin Visser: P has like 30 different products in the technology stack. That’s crazy. And, uh, and so I, I simplify. Simplify. Yes, I understand how you got here. Uh, it’s a lot of like, uh, best of breed, maybe selection through, through history. But I think, uh, my advice to MSPs is like, if, if, if you wanna create space for selling business value and for building out like an an AI accelerator for your customers, you need to find a also space to simplify your technology stack. [00:32:15] Erwin Visser: ’cause that’s what we believe. That’s not where the, the opportunity sits in the future. Uh, and that’s also not where I think the, uh, the, the margin sits for, for our partners in the future. So simplify your technology stack. We have ideas about that simplification clearly, but, uh, happy to talk to you about it. [00:32:33] Erwin Visser: But, uh, yeah, simplify and then create space for, uh, for really selling business value with, uh, with agenda ai. I think that’s a, a huge opportunity. [00:32:42] Vince Menzione: There any last comments before we start? [00:32:44] Mira Ayad: Um, a very short comment. So from an enablement perspective, we have a very intentional, proactive focus on enabling the MSP and FY 27 and the remaining of FY 26. [00:32:55] Mira Ayad: Um, yes, last year was the year of the channel. I think next year is going to be the year of, uh, marketplace Channel and MSPs. Um, but I do have an ask. We build marketplace. For you and with you, and you are the closest to the customer. So please be the voice of the customer. Bring us that feedback. Let us know how we can build a marketplace that meets your customer needs so it makes your life easier instead of having to spend time figuring out how to incorporate marketplace in your strategy. [00:33:24] Vince Menzione: I love that we had Jose Gomez. K. Uh, with us yesterday and he spent a lot of time with the partners to getting that feedback, so it was wonderful. [00:33:32] Mira Ayad: Another big guy. [00:33:32] Vince Menzione: Thank you so much. [00:33:34] Vince Menzione: Thanks for listening to The Ultimate Partner Podcast. If today’s [00:33:38] Vince Menzione: conversation resonated, share it with a partner leader in your network. [00:33:42] Vince Menzione: Subscribe where you listen, and head over to the ultimate partner.com. For show notes related content and the resources for this episode. And if you haven’t already, now’s the time to register for the Ultimate Partner Live Event in Reston, Virginia, October 26th through October 28th. Until next time, keep showing up in the rooms that matter because being in the room changes everything.

AGENDA:  00:00 Nvidia crushes $96.2B quarter and nears $12.9B Hugging Face deal 13:52 OpenAI cuts off Cursor as the Altman–Musk feud escalates 17:40 OpenAI's 1,000-agent cyberattack triggers an industry wake-up call 22:58 Instinct hits $2.5B valuation as AI assistants gain spending power 36:39 Cognition targets $1.6B ARR as the coding-agent market explodes 40:31 AI forces every startup to become a compound company—or get left behind 52:42 Salesforce embraces Claude and outcome-based pricing in major AI reset 1:00:52 Stripe–PayPal deal collapses as both sides clash over price 1:02:31 Clay hits $7B and Linear reaches $100M ARR as agents choose their tools 1:11:52 Texas pauses Flock cameras as police-surveillance backlash grows

Carl Quintanilla and Jim Cramer led off the show with the M&A story of the day: Nvidia has agreed to acquire AI platform Hugging Face for nearly $13 billion. Hear what Nvidia CEO Jensen Huang told CNBC about the deal. Also on the AI front: Shares of Broadcom fell despite a Q3 beat, while Snowflake soared on better-than-expected quarterly results and upbeat guidance. The anchors also discussed diesel prices nearing a record high and gasoline prices continuing to rise as the U.S-Iran conflict intensifies. Also in focus: Meta rallies; Microsoft to begin disclosing Azure quarterly revenue; Salesforce shares erase their losses for the year; The debate over data centers with two months to go before the midterm elections.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.

Dan Pontefract is a renowned leadership strategist, author, and keynote speaker with over two decades of experience in senior executive roles at companies such as SAP, TELUS, and Business Objects. Since then, he has worked with organizations worldwide, including Salesforce, Amgen, Nestlé, Virgin Media O2, Autodesk, BMO, the Government of Canada, Manulife, Nutrien, and BDO, among others.As an award-winning and best-selling author, Dan has written six books: THE FUTURE OF WORK IS GREY, WORK-LIFE BLOOM, LEAD. CARE. WIN., OPEN TO THINK, THE PURPOSE EFFECT, and FLAT ARMY. His 2024, Work-Life Bloom, is the 2024 Thinkers50 Best New Management Book and the Gold Medal Winner of the Axiom Business Book Awards. He also writes for Forbes and Harvard Business Review.Dan is a renowned keynote speaker who has presented at four TED events and has delivered over 600 keynotes. He is an adjunct professor at the University of Victoria's Gustavson School of Business and has received over 25 industry, individual, and book awards.Dan's career is interwoven with corporate and academic experience, coupled with an MBA, B.Ed, and multiple industry certifications and awards. Notably, Dan is listed on the Thinkers50 Radar, HR Weekly's 100 Most Influential People in HR, PeopleHum's Top 200 Thought Leaders to Follow, and Inc. Magazine's Top 100 Leadership Speakers.Link to claim CME credit: https://www.surveymonkey.com/r/3DXCFW3CME credit is available for up to 3 years after the stated release dateContact CEOD@bmhcc.org if you have any questions about claiming credit.

In this episode of Run the Numbers, CJ sits down with leadership coach and former Akamai executive Andy Ellis. They break down why being indispensable can actually hurt your career, why managers shouldn't automatically replace someone who leaves, how hero-villain thinking leads to bad decisions, and what great delegation and leadership actually look like.—SPONSORS:Rillet is an AI-native ERP built for modern finance teams that want to replace NetSuite and close faster. With revenue recognition, close management, multi-entity support, and native Stripe and Salesforce integrations, Rillet helps scaling companies run their finance stack in one place. Hundreds of teams, including Windsurf and Mercor, use Rillet to make the zero-day close real. Book a demo at https://www.rillet.com/cjMaximor is an autonomous finance platform that runs order-to-cash, procure-to-pay, the close, cash management, and reporting on self-learning agents instead of a dozen disconnected tools. One PE-backed customer posts 98% of transactions directly to its ERP, with the remaining 2% routed to a human for review. You pay for outcomes, not seats. See it at https://www.maximor.ai/Brex is an intelligent finance platform with AI-powered workflows that enforce expense policies at the point of sale, match receipts automatically, and reduce month-end close from weeks to hours. Thousands of companies, including Anthropic, Coinbase, and DoorDash, already run on Brex. Stop asking A-level finance talent to do B-level admin work. Learn more at https://www.brex.com/metricsAnrok is the sales tax platform that watches your exposure everywhere, automates compliance, and flags risk before it turns into a surprise back-tax letter from a state you've never set foot in. Companies like Anthropic, Notion, and Vanta already trust Anrok to stay ahead of rules that move faster than any spreadsheet can. Talk to a sales tax expert for a personalized exposure estimate at https://www.anrok.com/rtnRightRev is a revenue recognition platform built for the AI economy, helping finance support usage-based pricing, credits, hybrid contracts, seats plus consumption, and whatever commercial model comes next. It gives product teams the freedom to keep innovating without outdated revenue systems slowing them down. Learn how RightRev can help at https://rightrev.com/cjPulley is an equity management platform that lets you issue options, model dilution, and complete 409As without your cap table turning into a spreadsheet disaster. Founders raising, hiring, and scaling use Pulley to keep equity clean and stay focused on building. Learn more or request a demo at https://pulley.com/mostlymetricsEY has been part of Silicon Valley since it was just a valley, helping the most successful names in tech go from startup to exit to megacap. With teams across strategy, tax, audit, and transactions, EY helps you get your financials right early, long before your investors start asking for it. You build the next big thing, and EY will help you build it right. Learn more at https://www.ey.com/techstartups—LINKS: Mostly Talent: https://mostlymetrics.typeform.com/to/cLTxtAsNGuest: https://www.linkedin.com/in/csoandy/Company: https://www.csoandy.com/CJ: https://www.linkedin.com/in/cj-gustafson-13140948/Mostly metrics: https://www.mostlymetrics.com—TIMESTAMPS:0:00 Jero and Villain Stories1:43 Welcome to Run the Numbers2:53 Andy's Book: 1% Leadership7:44 Rule 1: Don't Replace People Immediately14:04 Rule 2: Don't Become Indispensable16:02 How Andy Learned to Speak Finance22:35 Rule 3: Don't Tell Yourself Hero/Villain Stories26:59 The 5K Race Mindset Shift31:01 Rule 4: Don't Overspecify Delegation35:59 Rule 5: Don't Obsess Over Your Strengths38:23 The Six Leadership Disciplines43:45 The Vendor Rebuff Email47:45 Why Leaders Avoid Saying No50:28 Story: The Guinness Bartender Promotion53:52 When Metrics Get Gamed54:11 Asking Better Questions Segment59:07 Where to Get the Book

Feedback on Niptech 500 https://shows.acast.com/niptech/episodes/500-watermark-retrospective-filigrane-pour-claude-voitures-a NEWS Will Meta settlement reduce physical, mental health risks for young users? — Harvard Gazette https://news.harvard.edu/gazette/story/2026/08/will-meta-settlement-reduce-physical-mental-health-risks-for-young-users/ Mark Zuckerberg had a bold plan to replace Meta staff with AI. Here's how it imploded. https://www.reuters.com/investigations/mark-zuckerberg-had-bold-plan-replace-meta-staff-with-ai-heres-how-it-imploded-2026-08-26/ Salesforce - SaaSpocalypse ? ALL in Podcast explanation - Plays from 10:42 https://open.spotify.com/episode/2Ygvem599PTPNf2H8xHU6x?si=lnS_oUyfQia1toM1QFEZQQ&utm_source=whatsapp&t=642&pi=WYNF6F_BSRCtw Claudeforce: The #1 AI Meets the #1 CRM https://www.salesforce.com/claudeforce/ Salesforce shares surge 12% after earnings

Dark web shop stocks 153 million driver's licenses Nexus, a new dark web service, claims it's selling scans of more than 153 million US and Canadian driver's licenses, plus over 10 million ID cards, three million travel and international IDs, and at least 579,000 medical cards. The images appear tied to Louisiana-based IDScan.net, which provides identity verification to retailers, rental-car companies, and others. KrebsOnSecurity matched some records to licenses scanned during Hertz rentals. IDScan says it's investigating and hasn't determined the breach's nature or scope. The FBI's New Orleans office has opened an inquiry. (KrebsOnSecurity) Anthropic puts 30-day data retention in reverse After customer pushback, Anthropic is revising a policy that stored 30 days of traffic from its Fable and Mythos models. Under new Enterprise Frontier Safeguards, customers can keep data in their own cloud and block Anthropic employees from reviewing it while automated abuse monitoring continues. Anthropic calls that privacy equivalent to zero data retention. Developed with more than 100 customers, including Salesforce, the system is due later this year. (CNBC) Astra enters OpenAI's cyber red zone OpenAI says Astra is its first model to reach a "Critical" cybersecurity threshold, meaning it can find unknown flaws and build exploits across well-defended systems without step-by-step human help. It's due soon, but the advanced cyber capabilities will start with a small test group before expanding through Daybreak Blue. OpenAI says Astra refused 91.5% of cyber jailbreak requests, versus 59% for GPT-5.6 Sol, and monitoring can pause suspicious activity. The Information reports Astra's latent reasoning may hide parts of its process, raising doubts about chain-of-thought monitoring. (WIRED, The Information) Get the full show notes here: https://cisoseries.com/153m-licenses-for-sale-anthropic-reverses-course-astra-red-zone/ Huge thanks to our episode sponsor, KnowBe4 Your employees have always been the target, but the threats they face are evolving. AI empowers cybercriminals to clone a coworker's voice, fake a video call with your CEO, or personalize a phishing email using details scraped from your own website. KnowBe4's AI-native Security Awareness Training (SAT) fights back with 12 autonomous defense agents that allow you to deliver personalized, relevant, and engaging training that adapts as fast as the threats your people face every day. More than 70,000 organizations trust KnowBe4 worldwide. Find out why at KnowBe4.com.

When every employee can produce polished, on-brand-looking content in seconds, who actually owns the brand anymore?Agility requires guardrails, not just accelerators. Moving fast is only an advantage if the organization is still moving as one recognizable company.Today we're going to talk about the gap that opens up between how fast AI lets an organization produce and how well its brand actually holds together as that output scales. We'll explore:- What really gets diluted when content creation is democratized — and how quickly that compounds- Treating brand as infrastructure: building systems that guide AI-generated work rather than teams that police it after the fact- Why investment in brand governance has to scale in lockstep with investment in AI toolsTo help me discuss this topic, I'd like to welcome Meghan Gendelman, CMO of B2B at Canva.About Meghan GendelmanMeghan Gendelman is Chief Marketing Officer, B2B at Canva, where she leads global B2B marketing to help organizations turn visual communication into essential infrastructure for modern work.Meghan's previously led cross-functional teams across Marketing, Enablement, Customer Success, and Sales. Most recently, she served as GVP of Growth Marketing at Docusign, where she worked on category building and positioning the company to win the enterprise. Prior, Meghan spent nearly 13 years at Salesforce, where she held senior roles including CMO of Financial Services, SVP and Head of Marketing for the Americas, and SVP of Global Strategic Marketing.A champion of inclusion, Meghan pioneered the first Women's Summit at Dreamforce and is passionate about developing diverse, values-driven leaders. She lives in Northern California with her husband and two daughters.Meghan Gendelman on LinkedIn: https://www.linkedin.com/in/mgendelman/---------- Resources ----------Canva: canva.comThe Agile Brand podcast is brought to you by TEKsystems. Learn more here: https://aglbrnd.co/r/2868abd8085a9703Reach your customers with Reddit. Spend $500 in ad spend, get $500 back in ad credit! Learn more: https://advertalize.com/r/491818c79fb1873fEnjoyed the show? Tell us more at and give us a rating so others can find the show at: https://aglbrnd.co/r/faaed112fc9887f3Connect with Greg on LinkedIn: https://www.linkedin.com/in/gregkihlstromDon't miss a thing: get the latest episodes, sign up for our newsletter and more: https://aglbrnd.co/r/35ded3ccfb6716baCheck out The Agile Brand Guide website with articles, insights, and Martechipedia, the wiki for marketing technology: https://www.agilebrandguide.comThe Agile Brand is produced by Missing Link—a Latina-owned strategy-driven, creatively fueled production co-op. From ideation to creation, they craft human connections through intelligent, engaging and informative content. https://www.missinglink.company Hosted on Acast. See acast.com/privacy for more information.

Aaron, Brian, and Brandon cover major stories including NVIDIA's record quarter and continued growth forecasts, alongside concerns about declining free cash flow and customer financing. They discuss NVIDIA's reported $12.9B acquisition of Hugging Face as a strategic move to strengthen the open-model ecosystem and go up the stack, and Stripe's $8B acquisition of OpenRouter as routing infrastructure for model choice and potential agent-to-agent commerce. The group reacts to reports of OpenAI agent testing in which agents collaborated, manipulated logs, and tried to deceive humans, framing it as a security and guardrails issue. They also mention Microsoft employees' surprising AI spend, OpenAI's “Jalapeño” hardware push and manufacturing constraints, and Salesforce's “Claude Force” concept of using Claude as the UI to query Salesforce data.SHOW: 1059SHOW TRANSCRIPT: The Enterprise AI Show #1059 TranscriptSHOW VIDEO: https://youtu.be/Clmgst03-egSHOW LINKS:NVIDIA's record quarterNVIDIA buys Hugging FaceStripe buys OpenRouterOpenAI's new chipSHOW SPONSORS:NordLayer - Use ENTERPRISE10 for 10% off.Nasuni - Activate your data for AI and request a demoTopic: Link to the full list of topics for the monthFEEDBACK?Email: show @ the enterprise ai show dot comBluesky: @TheEntAIShow.bsky.socialTwitter/X: @TheEntAIShowInstagram: @TheEntAIShow

Enterprise sales teams routinely let the majority of inbound leads go untouched simply because there isn't enough team bandwidth to work them all. In this episode, Vanessa Tabbert, VP of Agentic Transformation and Sales Development at Salesforce, breaks down how her own team deployed an AI SDR agent to recover leads that would otherwise go cold, without replacing the humans who convert the best ones. The conversation covers how to identify a low-risk first use case, why an AI agent should be coached and measured like a team member rather than launched and left alone, and how the same approach scales down to a small SMB sales team. This episode is sponsored by Salesforce. ​ To learn the exact strategies we use to help leading AI brands and startups connect with their ideal enterprise AI buyers, visit: emerj.com/AD1

April Dunford is the positioning expert behind Obviously Awesome and a former repeat vice-president of marketing across seven venture-backed startups, most of which were acquired. Over the past decade she has advised roughly 300 B2B technology companies, all with sales teams, on how to position themselves against the competition. In this episode she joins hosts Lily Smith and Randy Silver to explain why so many companies are repositioning at once, how a strong point of view on the future underpins good positioning, and why the story a company tells about itself is a decision for product and sales, not just marketing.Key takeawaysPositioning is a company-wide decision, not a marketing exercise. Dunford's own experience repositioning a spreadsheet tool as an embeddable database shows how it reshapes pricing, sales motion and even the product roadmap, not just the words on a website.Major shifts such as the move to AI force widespread repositioning because customers no longer have a stable set of alternatives to judge value or price against, and both AI-native companies and traditional SaaS businesses are wrestling with where they now sit.Intercom's rebuild of its support product around Fin shows how staying anchored to the customer's underlying job, resolving a ticket, can guide a genuine AI-first redesign rather than a bolt-on feature.Companies need a clear, credible point of view on the future of their market, or customers facing genuine uncertainty will simply freeze and delay buying decisions.A compelling vision of the future has to flow from a company's real differentiated value, not be reverse-engineered to flatter its current position.Selling too far into a hyped future risks stalling deals, so the message needs a maturity model that shows customers a credible, low-risk path from where they are today to where the market is heading.Positioning should be revisited on a disciplined schedule rather than settled by whoever argues loudest in the room, and Dunford recommends a structured check every six months on competitors, differentiators and value themes.Customer advisory boards, quarterly executive account calls and a company's own sales team are the most reliable early-warning systems for shifts in budget, buying process and competitive threats, long before they show up as lost deals.Chapters(00:00) Introduction to April Dunford (01:53) The story behind Obviously Awesome (05:33) Positioning as a cross-functional decision (07:23) Why everyone is repositioning right now (09:32) Intercom, Fin and the AI-native rebuild (11:53) Building a point of view of the future (16:52) Is the vision genuine or self-serving (18:00) How to develop your point of view (22:13) Stack Overflow, Salesforce and staying silent (23:45) Hyping the future without stalling sales (27:01) When positioning needs to change (28:42) Running a regular positioning check-in (30:29) Customer advisory boards and voice of customer (34:47) Predicting change after covid and AI (37:20) Wrap-upOur HostsLily Smith enjoys working as a consultant product manager with early-stage and growing startups and as a mentor to other product managers. She's currently Chief Product Officer at BBC Maestro, and has spent 13 years in the tech industry working with startups in the SaaS and mobile space. She's worked on a diverse range of products – leading the product teams through discovery, prototyping, testing and delivery. Lily also founded ProductTank Bristol and runs ProductCamp in Bristol and Bath.Randy Silver is a Leadership & Product Coach and Consultant. He gets teams unstuck, helping you to supercharge your results. Randy's held interim CPO and Leadership roles at scale-ups and SMEs, advised start-ups, and been Head of Product at HSBC and Sainsbury's. He participated in Silicon Valley Product Group's Coaching the Coaches forum, and speaks frequently at conferences and events. You can join one of communities he runs for CPOs (CPO Circles), Product Managers (Product In the {A}ether) and Product Coaches. He's the author of What Do We Do Now? A Product Manager's Guide to Strategy in the Time of COVID-19. A recovering music journalist and editor, Randy also launched Amazon's music stores in the US & UK.

First, Salesforce announced results for its second quarter fiscal 2027 ended July 31st, 2026. Then, Workday announced results for the fiscal 2027 second quarter ended July 31, 2026. In other news, Sage announced the latest update to Sage Intacct, introducing new AI-powered financial controls, connected reporting capabilities, and industry-specific innovations that help finance teams work more efficiently while maintaining greater confidence and control. Finally, UKG announced its latest Quarterly Platform Innovation release, introducing new AI capabilities to help HR leaders turn workforce intelligence into action across the frontline.Connect with us!https://www.erpadvisorsgroup.com866-499-8550LinkedIn:https://www.linkedin.com/company/erp-advisors-groupTwitter:https://twitter.com/erpadvisorsgrpFacebook:https://www.facebook.com/erpadvisorsInstagram:https://www.instagram.com/erpadvisorsgroupPinterest:https://www.pinterest.com/erpadvisorsgroupMedium:https://medium.com/@erpadvisorsgroup

Francois Ajenstat is the  Founder and CEO of Golden Analytics, an AI-native business intelligence platform. He launched the company from stealth in April 2026 after nearly three decades building other people's analytics products. He was CPO at Tableau from the early startup days through its IPO and Salesforce acquisition, then CPO at Amplitude. Now he's founder and CEO of Golden Analytics. Francois believes the best products are love letters to the people who use them. He's been in the industry long enough to know what's broken, and Golden is his answer.Visit https://www.goldenanalytics.com/ to learn more.See omnystudio.com/listener for privacy information.

This podcast was previously recorded in March 2023. The actionable recommendations apply even more today! Customer experience teams are deploying chatbots and AI assistants earlier in the service journey because leadership wants faster resolution and lower cost per contact. That shifts more first interactions to automated flows. Customers are encountering decision-tree prompts instead of human conversation. That produces frustration and forgettable moments instead of loyalty-building moments. This episode addresses that operating pattern with a clear alternative: design AI around emotion and memory, not just efficiency. The conversation features Brian Solis, VP of Global Innovation at Salesforce, a digital anthropologist and futurist who has advised thousands of startups and enterprise organizations on innovation and transformation. He brings a human-centered lens to AI, automation, and the future of work, and he shares how leaders can use technology to build better relationships, better experiences, and better business models without losing the human element. What You Will Learn Replace "cheap automation" with human-centered design by mapping each AI touchpoint to an intended emotional reaction and a memorable moment. Close the skills gap for the jobs of the future by investing in soft skills such as creativity, listening, critical thinking, empathy, and leadership. Use AI to reimagine the customer journey and touchpoints, not just to cut cost, so relationships deepen instead of thinning out. Protect creativity and deep work by rewiring daily habits to reduce distraction and restore flow. Run an "undercover boss" moment to feel the customer and employee experience, then adjust processes so people feel understood and valued. Have a question or thoughts to share? Leave a voice message: https://www.speakpipe.com/StacySherman Learn more at DoingCXRight.com and subscribe to the newsletter for more actionable strategies.

In Manage the Machine: How to Harness Human-AI Collaboration at Work, Paula Goldman argues that AI has crossed over from being a tool to being a partner, and that the companies that win will not be the ones automating the most or the fastest, but the ones that deliberately design around where humans still need to lead.Goldman is the first-ever chief ethical and humane use officer at Salesforce, where she is also EVP of Product, and previously led the Tech and Society Solutions Lab and impact investing at Omidyar Network. She has served on the US National AI Advisory Committee, chairing its generative AI working group. Her new book is a practical guide to integrating AI across functions from sales to HR to legal, setting out how to decide which tasks can safely be delegated to AI, which should stay with people, and what guardrails keep either from going astray.In her conversation with Adam Job, senior director at the BCG Institute, she discusses her "human at the helm" model of AI adoption, the role customer emotion plays in deciding where AI belongs, whether AI erodes the very human judgment it depends on, how to measure AI ROI beyond time saved, and what it takes to move from pilots to enterprise-wide rollout.Key topics discussed:01:01 | What changes for leaders once AI shifts from tool to partner02:28 | The "human at the helm" model in practice07:09 | How the chief ethical and humane use officer role fits into AI governance09:43 | Customer and employee emotion as a design input12:39 | Skill decay: does the model erode itself over time?15:54 | The jagged technological frontier and where to deploy AI18:32 | Calculating AI ROI: cost savings versus new products22:14 | Navigating two moving frontiers, better and cheaper27:09 | Getting from successful pilot to enterprise rollout

Amazon dropped a WARN notice Monday confirming 121 layoffs across Washington state — 49 at the SEA106 tower in Bellevue alone, more across Seattle's downtown offices, and 32 warehouse workers at the BFI1 fulfillment center in Sumner. Roles cut span entry-level software engineers and applied scientists all the way to a vice president of legal and senior product managers. Another hundred-plus jobs gone from a state that has been hemorrhaging tech employment all year.The WARN database tells a broader story: T-Mobile, Columbia Hospitality, Starbucks, Salesforce, Tableau, Zillow, and Visa have all filed notices in recent months. Washington's political class has been conspicuously quiet — except for Katie Wilson, who is actively pushing a millionaire tax that would accelerate the very exodus these filings document.Sean connects the dots: Seattle's payroll tax already drove Amazon and others to shift headcount to Bellevue and out of state entirely. The proposed millionaire tax adds another layer of incentive to take capital, executives, and jobs to Tennessee, Texas, or anywhere that isn't taxing success out of existence. The cause and effect is playing out in real time on the WARN database every Monday morning.CHAPTERS0:00 Amazon lays off 121 workers across…1:40 Amazon Lays Off 121 in Washington2:14 Amazon WARN Filing Hits Bellevue and…4:24 AI Blamed for Amazon Tech Layoffs5:49 T-Mobile Adds to Washington Layoff Wave7:04 Seattle Payroll Tax Pushes Jobs South8:07 Starbucks Workers Reject Nashville…9:42 Google, Salesforce, Zillow Cut…11:03 Salesforce and Starbucks Detail…12:30 WA Politicians Dismiss Millionaire…14:17 Seattle Funds LGBTQ Programs Despite…17:24 Amazon and Starbucks Exit Washington…19:01 Meta Pulls Back from Washington State22:21 Millionaire Tax Accelerates Washington…Subscribe to @reasonablenews for daily coverage of Pacific Northwest politics, the Seattle doom loop, and the stories the legacy press keeps burying.#NFRP #Amazon #WashingtonGO PREMIUM WITH REASONABLE+ FOR UNCENSORED ACCESS

Visit Cloud Wars for more.

OpenClaw shipped 2.0 with shared sessions that aren't a security boundary. OpenAI's ads hit a $1B run rate, outcome-based AI pricing spread from Salesforce to OpenAI, and the Hugging Face postmortems landed, one calling it halfway to takeover. Links OpenClaw releases OpenClaw 2.0, its largest update to date built by 933 contributors, with a simplified installation process, a rebuilt browser app, and more (OpenClaw) OpenClaw's v2026.8.1 adds shared cloud sessions letting a second person join or take over an agent's live work, but its own docs warn the controls "are not tenant isolation and not a security boundary" (Implicator.ai) OpenAI says its ad business has hit $1B in annualized revenue run rate and is expanding globally, as it touts its "diversified business model" ahead of an IPO (CNBC) Sources: OpenAI starts letting some major customers pay only when its AI completes tasks, as Salesforce and other AI providers test outcome-based pricing (The Information) A look at the Hugging Face hack, including AI agents sacrificing themselves for the good of the "collective", and later gaining access to OpenAI's own systems (Dwarkesh Patel) Zvi Mowshowitz's exhaustive read of METR and Redwood's forensic postmortem of the Hugging Face hack (Don't Worry About The Vase) Ajeya Cotra: over 1,000 agents cooperating across multiple agent "lifetimes" makes this more than 50% of the way to full-blown AI takeover, and the next jump could mean a covert, persistent rogue deployment inside an AI company (Planned Obsolescence) Ethan Mollick: agents should reach out to humans for approval, expertise, variance, and interest, and the 700 that broke into Hugging Face were never set up to ask a person for anything (One Useful Thing) Subscribe to the ad-free feed.

Guy Adami and Dan Nathan open by recounting a fan's Guy-themed T-shirt sighting on CNBC's Fast Money, then discuss Fed Chair Kevin Warsh's Jackson Hole remarks as largely status quo, with the S&P 500 near all-time highs and the VIX around 14 despite potential catalysts like the August jobs report. They argue markets appear complacent ahead of midterms and cite historical midterm drawdowns, while noting election-related tensions, Canada trade friction, and Russia/NATO risks as possible volatility drivers. The hosts highlight a widening disconnect between strong equities and weakening consumer signals seen in recent retail earnings, alongside rising delinquency rates and persistent inflation pressures. They review key earnings and themes: Nvidia's extraordinary growth but complex circular AI financing relationships and competitive chip efforts, Salesforce's sharp rally and software rebound, and previews of Dell and Broadcom amid hardware and TPU demand dynamics, before plugging an interview with Imran Khan. —FOLLOW USYouTube: @RiskReversalMediaInstagram: @riskreversalmediaTwitter: @RiskReversalLinkedIn: RiskReversal MediaThe financial opinions expressed in Risk Reversal content are for information purposes only. The opinions expressed by the hosts and participants are not an attempt to influence specific trading behavior, investments, or strategies. Past performance does not necessarily predict future outcomes. No specific results or profits are assured when relying on Risk Reversal. Before making any investment or trade, evaluate its suitability for your circumstances and consider consulting your own financial or investment advisor. The financial products discussed in Risk Reversal carry a high level of risk and may not be appropriate for many investors. If you have uncertainties, it's advisable to seek professional advice. Remember that trading involves a risk to your capital, so only invest money that you can afford to lose. Derivatives are not suitable for all investors and involve the risk of losing more than the amount originally deposited and any profit you might have made. This communication is not a recommendation or offer to buy, sell or retain any specific investment or service.

How to start and grow a small business without investors. Show Notes Page: https://www.thehowofbusiness.com/r361-tyler-king-without-investors/ Bootstrapping a software business without venture capital or angel investors lets you grow on your own terms, and Tyler King, co-founder of Less Annoying CRM, shares how he built a profitable, sustainable SaaS company by staying disciplined, customer-focused, and true to what he actually wanted from the business. Tyler King, co-founder and CEO of Less Annoying CRM, joins the show to share how he bootstrapped a profitable software company. No venture capital, no angel investors, no exit plan, and no rush. He shares what small business owners can learn from building a company on their own terms. For anyone who assumes a software startup requires millions in funding and a race toward an IPO, Tyler's story is a useful counterpoint. He grew a sustainable, profitable SaaS (Software as a Service) business slowly and deliberately, proving that discipline and patience can be advantages rather than limitations. Tyler didn't grow up dreaming of running a business. He was a programmer at a venture-backed startup when the 2008 downturn hit and nearly everyone was laid off. Everyone except the five cheapest employees, which happened to include him. With the bosses gone, he spent a year unofficially playing co-founder, and discovered he loved entrepreneurship. In 2009 he and his brother Bracken started what became Less Annoying CRM. The idea came from real frustration. Tasked with setting up Salesforce at that old job, Tyler (a computer science graduate) spent a month and couldn't make it work. At the time, roughly half of the CRMs companies paid for went unused. So rather than build something with more features, he set out to build something people could actually use. From there, Henry and Tyler dig into the practical realities of bootstrapping: funding the business from savings and side-job cash flow, why banks won't lend to software companies, and how limited money forces healthy discipline. "How much money did we make this month? That's how much money we can spend," Tyler explains. He shares hard-won lessons on shipping a minimum viable product (MVP) fast (his first version was "minimum, debatable whether it was viable"), using intuition over thin data, and building a company that can survive any one person (what he and his team call the "hit by a bus" test) which is the same discipline as building to sell. They also cover his unusual culture choices: separating raises from performance, giving everyone "20% time," and recruiting almost entirely from a pool of interns. Perhaps most striking is how Less Annoying CRM's biggest differentiator - customer service - happened by accident. Tyler put his own phone number on the contact page, and when it rang, the caller was stunned anyone picked up at all. This episode is hosted by Henry Lopez. The How of Business podcast focuses on helping you start, run, grow and exit your small business. The How of Business is a top-rated podcast for small business owners and entrepreneurs. Find the best podcast, small business coaching, resources and trusted service partners for small business owners and entrepreneurs at our website https://TheHowOfBusiness.com

Aaron Katz is the Co-Founder and CEO of ClickHouse, the real-time analytics database powering companies including OpenAI, Anthropic, Tesla and Microsoft. ClickHouse just surpassed $350M in ARR and raised over $1B from investors including Dragoneer, Khosla Ventures, Coatue, 20VC and Benchmark. Previously, Aaron was CRO at Elastic, where he helped scale revenue from approximately $5M to $500M and led the company through its IPO. Before Elastic, he spent 12 years at Salesforce, working alongside Marc Benioff and helping transform it from a 200-person startup into a global software giant. AGENDA: 4:05 Are we in an AI bubble? 13:40 How does software change when agents—not humans—make buying decisions? 22:28 Will 90% of tokens flow through open models; can enterprises trust them? 31:09 Why did ClickHouse sponsor Fulham; and could sports teams become $20B assets? 35:49 When will ClickHouse hit $1B ARR?  38:31 Can startups still win elite talent from OpenAI? Biggest remote work mistake? 44:54 Is zero-to-$100M ARR now table stakes; or is durable growth what matters? 48:51 Is college still worth it;  which jobs will survive AI? 57:58 When will ClickHouse go public; and why not next year?  

AI is not going to replace real sales. It's going to expose who was never really selling in the first place.In this episode, John sits down with Jeff Kirchick, author of Authentic Selling and a sales leader who has closed multi-million dollar contracts without ever going through formal sales training, to talk about why AI made personalization easier to fake and easier for buyers to spot, why authenticity is not the same as being liked, and why disqualifying the wrong buyer matters more than qualifying the right one.If you are in sales, sales leadership, enablement, or RevOps, this conversation gives you a practical way to think about AI-generated outreach, hiring for coachability over polish, the give and get scorecard behind real qualification, and why a smooth call is not always a good sign.Want to build a sales team that stays authentic as AI changes the job? Visit www.jbarrows.com and learn how you can Make It Happen.What You'll LearnWhy AI made personalization easier to fake, and easier for buyers to spotWhy authenticity is about being trusted, not being likedWhy Jeff hires SDRs on exactly two traits, work ethic and coachabilityWhy a smooth sales call without objections is a warning sign, not a good signWhy disqualifying the wrong buyer matters more than qualifying the right oneJeff Kirchick is the author of Authentic Selling and a sales leader who built his career without formal sales training, closing multi-million dollar enterprise contracts through intuition, empathy, and direct relationship building. He hires his team on two filters, work ethic and coachability, and has built his own sales org's AI infrastructure in house, including deal scoring and call coaching.Visit jeffkirchick.com to read more of Jeff's writing on sales, authenticity, and AI.Connect with Jeff Kirchick:LinkedIn: linkedin.com/in/jeffkirchick Website: jeffkirchick.com John Barrows is a sales trainer, speaker, and founder of JB Sales with over 25 years of experience in the industry. He has made hundreds of cold calls a week, led startups to acquisition, and trained high-performing teams at companies like Salesforce, LinkedIn, Amazon, and Okta. Through JB Sales, John focuses on practical sales execution, helping reps fill pipeline, close deals, and build trust with buyers in today's AI-driven sales environment.Connect with John Barrows:LinkedIn: linkedin.com/in/johnbarrows Instagram: instagram.com/johnmbarrows TikTok: tiktok.com/@johnmbarrows Check out John's Membership: https://learn.jbarrows.com/pages/individual-packagesJoin John's Newsletter: https://www.jbarrows.com/newsletter

"No data, no agent. Bad data, bad agent. Good data, good agent." Cris Mendes thinks data readiness is the number one reason the agentic enterprise fails, and he has the receipts — he ran the experiment on his own team before he sold it to anyone else.He's VP of Revenue at Momentum.io, acquired by Salesforce in large part because of the go-to-market motion he built there. Before that: Drift, Airtable, and LogMeIn. Before all of it, U.S. Navy search and rescue swimmer. I've known him almost twenty years and introduced him to LogMeIn myself, so take the enthusiasm here with whatever salt you need.His argument is that everyone is buying agents on top of a data layer that was never built. The average customer conversation moves about eight thousand words; maybe eight of them make it into the CRM. Companies don't have a first-party data layer, they have a human-input data layer — and that's what every agentic project quietly runs aground on.The story worth the listen: Momentum had a brutal drop-off after the first call. Rather than sampling a few calls and guessing at messaging or ICP, Cris pushed 800 first calls through deep research and got one answer back — the reps weren't prescribing a next step. So he had Momentum listen to the last ten minutes of every call and fire a clip into Slack whenever an AE either didn't prescribe or tried and missed. With humor, so it didn't read as surveillance. Prescription went through the roof. As he puts it: a team respects what you inspect, but you can't inspect everything — unless the inspecting is automated.WHAT WE COVER- Selling shovels in a gold rush, and why structured data was the bet- Why "not everything called an agent is an agent" — deciding vs. automating- The last ten minutes of a sales call as sacred ground, and how to enforce that at scale- Bringing AI into QBRs: "it got so real so fast" — no more recency bias and self-preservation dressed up as a forecast- 10x growth six quarters running, zero attrition, 95% of the team over quota — and why he credits hiring over product- Whether AI cuts headcount: expands capacity, thins middle management, and the ~10% of companies that are actually AI-forward are hiring hardest- Auto-advancing pipeline stages on deal milestones instead of trusting a rep's guess — "otherwise you're just buying something like Clari to miss your forecast very expensively"- His IDEC hiring model, and why he'd trade relevant experience for intrinsics every timeCONNECT WITH CRISLinkedIn: Cris Mendes — Cris with no H, Mendes with an SMomentum.io---The GOATS of Growth has two Founding Sponsor slots open — category exclusive, $1,250/mo, in front of GTM leaders and founders who don't answer their phones. Includes personal introductions where guests opt in. jay@thegoatsofgrowth.aiSubscribe, rate, and review — and send this to whoever on your team is being asked to "roll out agents" this quarter.CHAPTERS00:00 Twenty years, and a Navy rescue swimmer03:39 Selling shovels in a gold rush04:13 "No data, no agent"05:33 Is it deciding, or just automation?07:07 Running Momentum on Momentum08:33 800 first calls, one missing skill10:27 You respect what you inspect14:46 Does AI actually cut headcount?20:41 Killing hype in the QBR22:05 Zero attrition, 95% over quota25:57 8,000 words spoken, 8 reach the CRM31:43 Auto-advancing deal stages on milestones35:44 Orchestrate, or get orchestrated out38:39 IDEC: how Cris hires40:53 How to reach Cris

AI is about to replace bloated SaaS, and most businesses are still only playing with chatbotsSean G Muller says the next wave of AI is not about better prompts or prettier copilots. It is about rebuilding business around context, agents, and what actually creates value - before your software stack becomes the expensive middleman.Mark Smth and Sean unpack why the last six months have been a genuine shift: agentic loops are now good enough to handle real business work, not just experiments. Sean explains how he moved from traditional technical architecture into building full application pipelines, MCP servers, and background agents that review email, track social signals, draft responses, and keep business moving without adding more human overhead.You'll discover why context is the missing ingredient in almost every failed AI project, how Sean uses a simple meal-planning example to explain it, and why companies that scatter knowledge across laptops, SharePoint, Google Cloud, and people's heads are sitting on hidden risk. Sean also breaks down the difference between AI as a feature and AI as a business transformation engine, including the mistake many firms make when they bolt chat onto old workflows and call it progress.We also get into the coming SaaS pocalypse - the idea that tools like HubSpot, Salesforce, Xero, Slack, and Atlassian may face a serious reckoning as businesses realize they can build leaner, custom, agent-first systems for less than the cost of endless licenses and modules. Sean shares how he built a headless, agent-driven CRM and why he thinks greenfield builds will replace expensive transformation projects much sooner than most executives expect. This conversation matters if you lead a business, run operations, own a small or mid-sized company, or simply suspect your current software is forcing you to work the wrong way. If you want to understand where AI is actually delivering leverage right now - and how to avoid wasting money on shallow pilots - this episode is essential listening.Mark Smth hosts the conversation and brings the enterprise and product lens, pushing Sean to get specific about what success looks like for real businesses in New Zealand.Sean G Muller is an AI and enterprise architecture specialist based in New Zealand, known for helping organizations build practical AI systems, implement agentic workflows, and rethink business process from the ground up.Resources1. The Cuckoo's Egg: Tracking a Spy Through the Maze of Computer Espionage - https://www.amazon.com.au/dp/0385249462?ref_=mr_referred_us_au_nz2. Gemini: A Family of Highly Capable Multimodal Models — 2312.11805.pdf ⁠https://arxiv.org/abs/2312.118053. On the Measure of Intelligence — 1911.01547.pdf - https://arxiv.org/pdf/1911.01547Support the showIf you want to get in touch with me, you can message me here on Linkedin.Thanks for listening

Steven Forth is a principal at PatternMind and co-author of Pricing for the Agent Economy, with deep expertise in pricing strategy, scenario planning, and the emerging agent economy.  In this episode, he brings a different way of thinking about AI pricing: instead of trying to predict one future, build strategies that can survive several possible futures. Mark challenges Steven throughout the conversation, particularly around value attribution and credit pricing, creating a fascinating debate about whether outcome-based pricing is truly scalable, whether credits will survive, and what AI buyers may demand next.   Why You Have to Check Out Today's Podcast: Learn how scenario planning can help you prepare for multiple AI pricing futures instead of betting on one forecast. Discover how value attribution and credit adoption create four possible paths for AI pricing—and what each means for your business. Understand why credits, outcome-based pricing, and fungibility could reshape how buyers and vendors exchange value in the agent economy.   "Rather than thinking about, how are you going to predict what's going to happen? It's, what are the early indicators? What are the early warning system you can put in place?"  — Steven Forth   Topics Covered: 01:15 – Why Forecasting Isn't Enough for AI Pricing. Steven explains why traditional linear forecasts assume one future while scenario planning prepares for multiple possible futures—especially when major uncertainties could fundamentally change the market. 04:00 – The Critical Uncertainties You Need to Track. Learn why identifying uncertainties isn't enough—you need to watch for early evidence and warning signals showing which future is beginning to emerge. 05:30 – What COVID Taught Steven About Agile Scenario Planning. Steven shares how the pandemic exposed the limits of traditional scenario planning and led to a faster approach focused on cycling through critical uncertainties as conditions change. 08:00 – Why AI Makes Agile Scenario Planning More Important. With generative AI moving rapidly and no one knowing exactly how the market will evolve, Steven explains why businesses need to remain open to a wider range of possible futures. 09:30 – Will AI Software Still Be Differentiated? Steven explores whether generative AI will wash out software differentiation and whether large language models themselves will eventually converge. 12:00 – The Credit Fungibility Question. Discover why buyers may want credits that work across ecosystems while platform companies could benefit from making credits transferable—and why smaller vendors may resist. 14:00 – Why Buyers, Platforms, and Niche Vendors Want Different Things. Steven breaks down the competing incentives of buyers, ecosystem platforms, and focused vendors and explains why the future of credits may depend on which group has the most power. 16:00 – The 4 Possible Futures for AI Pricing. Steven introduces the two critical uncertainties—value attribution and credit adoption—and shows how combining them creates four distinct pricing futures. 18:00 – From "Blind Faith Credits" to the Outcome Rush. Explore what happens when buyers resist credits and value attribution remains difficult versus a future where outcome-based pricing becomes easier and more scalable. 20:00 – What Niche Vendors Should Do in Each Scenario. Steven explains how pricing strategy changes depending on which future emerges—and why companies that can move fastest toward outcome-based pricing could dominate their markets. 22:00 – The Three Hurdles to Outcome-Based Pricing. Learn why outcome pricing requires agreement on the outcome, the ability to determine who contributed to the value, and enough predictability to make the economics work. 24:00 – Mark Challenges the Value Attribution Problem. Mark argues that pricing metrics already solve one form of attribution, while Steven clarifies the harder question: who actually contributed to the economic value created for the buyer? 26:00 – Can AI Actually Claim the Economic Outcome? The conversation explores why customer support resolution is a promising niche case for outcome pricing—but why multi-agent value attribution remains an open question. 28:00 – Why Credits Are Really a Pricing Currency. Mark argues that credits function like a company's internal currency, while Steven points out that credits can support multiple pricing metrics and flexible consumption. 30:00 – Will Buyers Eventually Reject Credits? Mark challenges whether buyers actually want credits, while Steven suggests the more important question may be which vendors figure out how to move beyond them first. 32:00 – The Pricing Advice AI Leaders Need in 2026. Steven's final advice: understand how your buyers are using AI to make purchasing decisions—or risk making critical pricing mistakes.   Key Takeaways: "The future is not set. And that there is more than one possible future. And that different futures could emerge in different parts of the market." — Steven Forth "We have to be open to a fairly wide range of different futures and agile scenario planning I think is a better way to do that." — Steven Forth "If your strategy is only viable on one scenario, you're accepting a lot of risk into your organization that you don't need to." — Steven Forth   People / Resources Mentioned: Michael Mansard & Wolfgang Ulaga — Steven's co-authors on Pricing for the Agent Economy. Shell — Mentioned in Steven's discussion of traditional scenario planning. Rotterdam — Steven references the city's scenario-planning approach, where major infrastructure investments were designed to remain viable across multiple scenarios. Lovable & Perplexity — Examples of companies using credit-based pricing and the different ways buyers have responded to those models. Salesforce, SAP, Oracle & Microsoft — Discussed as ecosystem platforms that may have incentives to make credits fungible within their ecosystems. Scenarios for Pricing in the Agent Economy — Steven's Substack article that provides the framework discussed in this episode.   Connect with Steven Forth: LinkedIn: https://www.linkedin.com/in/stevenforth/  Substack: Search for Steven Forth on Substack https://pricinginnovation.substack.com/  for his writing on pricing, scenario planning, and the agent economy. Email: steven@pattermind.studio   Connect with Mark Stiving: LinkedIn: https://www.linkedin.com/in/stiving/ Email: mark@impactpricing.com  

Shiny Hunters Claims 284M McKesson Records Stolen, PaperCut Patch Bypassed Again, and White House Bans Foreign Power Grid Tech   Host David Shipley covers multiple cybersecurity headlines: Shiny Hunters claims it breached healthcare giant McKesson via voice phishing, compromised Okta SSO, and accessed Salesforce and Snowflake, allegedly exfiltrating about 1TB and 284 million patient records (records, not unique patients) and demanding a $55M+ ransom, though the claims aren't independently verified. PaperCut issued a second emergency patch after bypasses were found for fixes to two actively exploited vulnerabilities that can be chained for unauthenticated remote code execution; organizations on v23 or earlier must upgrade. Berlin confirms an extortion attempt tied to Rhysida, which claims 5.79TB stolen. WordPress discloses five critical plugin/theme flaws enabling full site takeover, including a 10/10 GiveWP RCE. The White House bans foreign-made bulk power grid equipment over backdoor concerns amid rising critical-infrastructure attacks.   00:00 Top Headlines 00:30 McKesson Breach Fallout 03:18 PaperCut Patch Bypassed 06:02 Berlin Rejects Ransom 07:05 Critical WordPress Takeovers 08:43 Power Grid Tech Ban 10:35 AI Security Weekend Episode Promo 11:10 Closing and Sign Off

"Your entire life will change when you realize energy is the most attractive human trait. Not looks, wealth, or status. Energy. Start walking into rooms with genuine enthusiasm, curiosity, and interest. Watch what happens. You become a magnet for the highest quality people. Energy is contagious. Spread the kind you'd want to catch."RIP Dolly Parton Music Intro!Clint Eastwood retires at 96. Good Bad and Ugly. Markets and RetirementGood luck planning if on your own. VERY difficult100's hours building a retirement forecast model. Changing small things like inflation or investment returns by 1% has huge ramifications. Meaning its an ongoing challenge. Markets UpSaaS AcololypseSalesforce Earnings letterWebcast. Up 22% Thursday. Low $150 now $250.~70% up. Claude ForceClaude/Anthropic uses Salesforce and Slack. They are not replacing them. Sales force combining with Claude.NVIDIAPress Release Jensen reminds me of Elon in that he disregards and has NO worry about competition because he is so confident in his team, mission and trajectory. $5T companyUp 4% after hours. $210. 1 year up 17%. 5 yr 850%Americas great opportunity 1000000's of jobs First time in century that we can fix energy grid. This is the new industrial revolution. Autonomous DrivingIts happening! AmazonAmazon Zoox - No steering wheel or pedals - taking the roads in Las Vegas! This is GOOD! Toaster-shaped taxis that don't have a driver or a steering wheel have started rolling across San Francisco and charging for rides in Las Vegas.The all-electric cars are the first robotaxis offering rides on the roads without standard driver features like a dashboard and pedals. They can drive in either direction and hold up to four passengers who sit facing each other. Windows stretch across much of the sides. The vehicles are called Zoox.TeslaHUGE from a media standpoint, article from WSJ on Tesla and FSD.TeslaRobotsJC talking about seeing the robots. Play entire clip. From the latest All In Pod. Thinks it will be best selling product of all time. Better than any video you've seen! Hardware 1.5 generations ahead, and mind 5x more. Optimus will be the greatest product ever made. Says in 10 years will be 1b in 2036From Ashok. Flooding the streets of Austin. Wouldn't say this in public without high confidence. From Elon: Both SpaceX and Tesla building 100gw/yr solar and supplementing with Nat Gas, and to increase rate of production will manufacture the blades and vanes at SpaceX! Will probably take 2-3 years. 100gw/yr is enough to power ~18,000,000 US homes. YES 18m. So together should be 36m homes. SpaceX $3.5T by 2033 per Elon. At modest 10x sales that is 35 trillion. AI DataCenters are Coming. Only question when? Partnering with NVIDIA on new chips/tech for space.Per Elon “Our design is significantly simpler, lower cost, denser and lighter than a traditional rack” You believe him?Play. Video of Elon and team discussing datacenters in Space.  Do people know (1) this was Elon's car and (2) first falcon heavy launch (3) expected to fail and (4) if it didn't fail, wanted to have fun! And (5) orbiting between Earth and Mars. Expects at least 10m years life. JP Morgan on SpaceX Catalysts: SpaceX just bought APR energy. Per Elon aiming for 30 Starship launches per day. By 20301 million people on Mars, plus tranches to 7.5t in Market cap. 30/day is 10800 or ~10k annual. StarBase LouisianaOfficial SpaceX video.3000 direct jobs, 10,000 jobs to Luisiana8 launch towers.Crazy states/politicans are not inviting them to build in their state.  Open letter from Elon to staff. Eliminat bureaucracy. Math to get to 1m people on Mars. Public PolicyCalifornia Tires

The Information's Aaron Tilley talks with TITV Host Akash Pasricha about Apple's unexpected AI hardware boom with the Mac. We also talk with The Information's Laura Bratton about outcome-based pricing in AI, Xero CEO Sukhinder Singh Cassidy about whether the SaaS apocalypse is still happening, BeReal US Managing Director Ben Moore about Meta's landmark $16.7 billion settlement, and we get into AI modular homebuilding with Reframe Systems CEO Vikas Enti.Articles discussed on this episode: https://www.theinformation.com/articles/salesforce-overhauling-way-charges-aihttps://www.theinformation.com/articles/apple-stumbled-ai-hardware-success-macSubscribe: YouTube: https://www.youtube.com/@theinformation The Information: https://www.theinformation.com/subscribe_hSign up for the AI Agenda newsletter: https://www.theinformation.com/features/ai-agendaTITV airs weekdays on YouTube, X and LinkedIn at 10AM PT / 1PM ET. Or check us out wherever you get your podcasts.Follow us:X: https://x.com/theinformationIG: https://www.instagram.com/theinformation/TikTok: https://www.tiktok.com/@titv.theinformationLinkedIn: https://www.linkedin.com/company/theinformation/Chapters:00:00 - Introduction00:01:13 - How Apple Stumbled Into AI Hardware Success With the Mac00:10:15 - How Salesforce Is Overhauling the Way It Charges for AI00:16:47 - Is the SaaSpocalypse still happening?00:27:19 - Meta Agrees to Pay $16.7B in Social Media Addiction Case00:37:34 - AI Homebuilder Reframe Raises $40M in New Funding

On this episode, we explore how agentic AI is turning the contact center into a growth engine — and how to make that shift without losing customer trust.Salesforce is framing the 2026 Dreamforce conference around the agentic enterprise: organizations where AI agents handle routine work autonomously so people can focus on what still needs a human.Salesforce's State of Service: AI Agents Edition, which surveyed more than 3,000 customer service professionals, found AI agent adoption nearly doubled year over year, climbing from 39% to 66%, with Salesforce projecting AI will resolve half of all customer service cases by 2027. That adoption curve is an opportunity for contact centers to move past being a cost center and build a revenue channel instead, a shift called revenue engagement. It means building trust through service conversations, leading to a cross-sell, a larger sale or a stronger relationship.John Robb, product leader for voice AI and Agentforce Contact Center at Salesforce, and Gopi Ramineni, Salesforce practice leader at TELUS Digital, walk through what it takes to drive revenue engagement. Along the way, they speak about matching AI response speed to what a live caller expects, unifying customer data across systems so an AI customer service agent has the full picture before it acts and tracking a customer's value across their whole relationship with a company to see whether a service conversation is earning enough trust to influence a sale.Show notesRegister for Dreamforce 2026 and join TELUS Digital at Hotel Zetta, September 15–16, 8am–9pm PDT: https://sfpractice.telusdigital.com/dreamforce-2026

Salesforce and Anthropic launch Claudeforce as Marc Benioff and Dario Amodei explain the collaboration together on CNBC, AWS commits to 2 million more NVIDIA GPUs on top of its GTC pledge, plus six new earnings this week from NVIDIA, Salesforce, Synopsys, HP, Everpure, and Marvell test every bear thesis on AI infrastructure and software at once. Patrick Moorhead and Daniel Newman also cover Hot Chips 2026, the NVIDIA-Hugging Face acquisition rumor, and debate whether Anthropic's SaaS reassurances hold up on Ep. 317 of The Six Five Pod. The handpicked topics for this week are: Claudeforce Turns Salesforce Into Anthropic's Enterprise Front End. Salesforce and Anthropic launched Claudeforce, positioning Claude as the interface across roughly 27 Salesforce services while Anthropic supplies the underlying AI engine. Marc Benioff and Dario Amodei appeared together on CNBC to make the case for the partnership, and both stocks rallied on the news. Moorhead flags one open question: how Anthropic protects Salesforce customer data without collecting the usage traces that AI systems typically retain. (The Decode) AWS Adds 2 Million NVIDIA GPUs on Top of Its GTC Commitment. AWS committed to another 2 million NVIDIA GPUs, layered onto the 1 million it pledged at GTC five months earlier, alongside its own Trainium and Graviton silicon build-out. Moorhead estimates the deal at 6 to 7 gigawatts and $80 billion to $120 billion in NVIDIA revenue, and reads the pairing of NVIDIA's Vera CPU with Graviton as evidence that agentic workloads need capabilities Amazon's own silicon doesn't yet cover. The commitment reinforces Moorhead's argument that wafer, packaging, and memory supply set the ceiling on AI infrastructure buildout, regardless of how many custom silicon projects come online. (The Decode) Hot Chips 2026 Draws Mainstream Attention as Custom and Merchant Silicon Both Scale. What was once an academic gathering turned into a press and social media event, with OpenAI's Jalapeño inference chip drawing the most attention for its bandwidth-heavy first-generation performance. IBM and Arm detailed a joint development agreement enabling IBM Z mainframes to run Arm code natively at sub-nanosecond switching latency, and AMD showed a full Helios rack while Arm walked through its AGI chip architecture. Moorhead notes that Jalapeño almost certainly relied on Synopsys or Cadence EDA tools rather than in-house design tooling. (The Decode) The NVIDIA-Hugging Face Acquisition Rumor Raises the Stakes on Model Distribution. Reports from The Information, Reuters, and Bloomberg point to a roughly $12.9 billion deal between NVIDIA and Hugging Face, though neither company has confirmed it. Moorhead and Newman question whether NVIDIA would treat Hugging Face as a neutral, GitHub-style repository to keep the open source community on side, or use it as a route into inference services without building out its own datacenter business directly. Newman raises the regulatory exposure of a chipmaker owning the leading open model distribution layer. (The Decode) The Flip: Dario's CNBC Appearance and Claudeforce Put Anthropic's SaaS Intentions to the Test. In this simulated debate, Daniel makes the case for Dario Amodei, pointing to Claudeforce's integration with Salesforce's identity graph, field-level permissions, and audit trail as evidence that Anthropic wants to operate as the intelligence layer sitting on top of enterprise systems of record. Patrick makes the case against this, framing the CNBC appearance as a Trojan horse and citing Amodei's past comments about a small number of AI companies eventually controlling the market as evidence that owning the UI, and the pricing power that comes with it, remains the actual goal. (The Flip) NVIDIA Posts a Quadruple Beat and Commits to a $700 Billion Revenue Target. NVIDIA reported $96.22 billion in quarterly revenue, with $89 billion from data center; it guided Q3 total revenue toward $108 billion and pointed to a $700 billion annualized revenue target Moorhead calls increasingly credible. The company's new AI Clouds, Industrial, and Enterprise reporting category grew 138%, outpacing the roughly 100% growth of the rest of the data center business and easing the concentration risk bears have flagged. Goldman Sachs, Morgan Stanley, Bernstein, and Raymond James all raised price targets on the print. (Bulls and Bears) Salesforce Raises Guidance as Agentforce ARR Grows 240%. Salesforce raised full-year guidance to $46.1 billion to $46.4 billion, with Agentforce ARR reaching $1.5 billion on 240% growth and non-GAAP EPS of $5.90. Moorhead points to premium SKU bookings more than doubling quarter over quarter and half of AI bookings coming from existing customer expansion as the durability signal Agentforce needed. Newman reads the results, paired with the CNBC appearance, as the market correcting its overreaction to the SaaSpocalypse narrative. (Bulls and Bears) Synopsys Beats Across the Board Despite Investor Confusion Over IP Revenue. Synopsys reported $2.48 billion in revenue, up 42%, with $711 million from Ansys, and raised guidance, with operating expense control around the Ansys integration paying off ahead of an expected 2027 revenue lift from the combined businesses. The stock still declined on investor confusion over IP segment reporting differences between FactSet and LSEG data. Newman highlights the company's unit-based royalty model and its early visibility into custom AI chip demand through both its EDA and Ansys simulation businesses. (Bulls and Bears) HP Beats on Revenue and Earnings But the Market Wants an Edge AI Story. HP reported $15.68 billion in revenue, up 12.5%, and EPS of $0.83, both ahead of consensus, with strong personal systems growth as supply constraints give the company pricing power on premium devices. Moorhead reads the sell-off as a margin trust discount tied to tariffs and lingering uncertainty over the company's interim CEO search, with device demand holding up. Newman is looking for HP to show how it monetizes distributed AI and on-device token economics, from lower-cost workstations up through devices like the $100,000 DGX Station. (Bulls and Bears) Everpure Grows Revenue 38% and Raises Guidance on a Second Hyperscaler Win. Everpure, formerly Pure Storage, grew revenue 38% to $1.19 billion, beat EPS at $0.70 versus $0.58 expected, and raised full-year guidance by more than $500 million on a second top-five hyperscaler design win landing in fiscal 2028. Newman points to eight straight quarters of accelerating revenue growth and expanding gross margin dollars even as pricing holds steady. The stock fell roughly 15% despite the beat, which Moorhead and Newman attribute to elevated investor expectations. (Bulls and Bears) Marvell Meets Expectations as the Market Waits for Google Deal Detail. Marvell posted data center revenue up 46% to $2.17 billion, total revenue up 37% to a record $2.739 billion, and Q3 guidance of $3.15 billion, essentially matching estimates, with its full-year outlook raised to roughly $18 billion. Shares fell more than 10% on investor appetite for a guidance raise tied to the Google custom silicon deal, which Moorhead expects Marvell to detail further at its October Financial Analyst Day. Newman frames the quarter as steady execution on socket wins, with the stock up 187% year to date, without the guidance drama some investors wanted. (Bulls and Bears) Watch the full video at sixfivemedia.com, and subscribe to our YouTube channel so you never miss an episode. The Decode Claudeforce: Salesforce and Anthropic Announce Claudeforce  https://www.salesforce.com/news/pressreleases/2026/08/26/salesforce-and-anthropic-announce-claudeforce/ AWS and NVIDIA to Deliver 2 Million Additional GPUs  https://nvidianews.nvidia.com/news/aws-and-nvidia-to-deliver-2-million-additional-gpus-and-next-generation-infrastructure-for-agentic-and-physical-ai Hot Chips 2026: IBM Brings Arm Inside the Mainframe https://www.forbes.com/sites/jonmarkman/2026/08/25/ibm-brings-arm-inside-the-mainframe-with-a-new-dual-architecture-chip/ Hot Chips 2026: OpenAI's Jalapeño Chip Isn't Hot, and That's a Good Thing https://www.forbes.com/sites/luisromero/2026/08/27/openais-jalapeo-chip-isnt-hot-and-thats-a-good-thing/ NVIDIA Discussed Buying AI Startup Hugging Face, Insider Says https://www.bloomberg.com/news/articles/2026-08-27/nvidia-discussed-buying-ai-startup-hugging-face-insider-says The Flip  FOR (Dario is being sincere): CNBC Exclusive Transcript, Benioff and Amodei with Jim Cramer  https://www.cnbc.com/2026/08/26/cnbc-exclusive-transcript-salesforce-chair-ceo-marc-benioff-and-anthropic-co-founder-ceo-dario-amodei-speak-with-cnbcs-jim-cramer-on-closing-bell-overtime-today.html AGAINST (Dario's reassurance is a displacement play) https://finsee.ai/earnings/crm/2027/q2/en/ Bulls and Bears NVIDIA Announces Financial Results for Second Quarter Fiscal 2027 https://nvidianews.nvidia.com/news/nvidia-announces-financial-results-for-second-quarter-fiscal-2027 Salesforce Delivers Record Second Quarter Fiscal 2027 Results https://investor.salesforce.com/news/news-details/2026/Salesforce-Delivers-Record-Second-Quarter-Fiscal-2027-Results/default.aspx Synopsys Beats Q3 2026 Estimates, Shares Slip After Hours https://www.investing.com/news/transcripts/earnings-call-transcript-synopsys-beats-q3-2026-estimates-shares-slip-after-hours-93CH-4878035 HP Inc. Reports Fiscal 2026 Third Quarter Results https://www.hp.com/us-en/newsroom/press-releases/2026/hp-inc-reports-fiscal-2026-third-quarter-results.html Everpure Announces Second Quarter Fiscal Results https://finance.yahoo.com/markets/stocks/articles/everpure-announces-second-quarter-fiscal-200500505.html Marvell Technology Reports Second Quarter of Fiscal Year 2027 Financial Results https://investor.marvell.com/news-events/press-releases/detail/1031/marvell-technology-inc-reports-second-quarter-of-fiscal-year-2027-financial-results  

(0:00) Bestie intros: Recapping recent interviews and the state of American science (3:31) China's Robot Olympics, Optimus update, Grok Bot (9:05) Nvidia and Salesforce rip after big earnings: AI Capex Bubble and SaaSpocalypse narratives get reversed (33:32) Bessent gets called out by Druckenmiller for bond market interference (1:01:33) AI writing controversy: Druck used AI to write his WSJ Op-ed (1:15:00) CIA Chief visits Moscow, Meta's settlement and new teen rules (1:22:52) Science Corner: Moderna's mRNA cancer vaccine Come hang with the Besties at the All-In Summit | September 13-15: http://theallinsummit.com Follow the besties: https://x.com/chamath https://x.com/Jason https://x.com/DavidSacks https://x.com/friedberg Follow on X: https://x.com/theallinpod Follow on Instagram: https://www.instagram.com/theallinpod Follow on TikTok: https://www.tiktok.com/@allin Follow on LinkedIn: https://www.linkedin.com/company/allinpod Intro Music Credit: https://rb.gy/tppkzl https://x.com/yung_spielburg Intro Video Credit: https://x.com/TheZachEffect Referenced in the show: https://www.cnbc.com/2026/08/27/nvidia-nvda-q2-earnings.html https://finance.yahoo.com/markets/stocks/article/how-nvidia-silenced-the-bears-105017893.html https://nvidianews.nvidia.com/news/nvidia-announces-financial-results-for-second-quarter-fiscal-2027 https://polymarket.com/event/largest-company-end-of-december-2026 https://www.cnbc.com/2026/08/18/treasury-yields-.html https://www.cnbc.com/2026/08/24/bessent-1-trillion-treasury-general-account-bond-buybacks.html https://seekingalpha.com/news/4636322-wall-street-sees-bessent-putting-fear-of-god-into-bond-vigilantes https://www.wsj.com/opinion/let-the-bond-market-speak-81529d74 https://www.wsj.com/world/cia-director-john-ratcliffe-makes-surprise-trip-to-moscow-c1c68fa6 https://polymarket.com/event/russia-x-ukraine-ceasefire-agreement-by

This episode is sponsored by Fidelity Investments and the all-new Fidelity Trader+ platform. Try Fidelity's most powerful trading experience yet: https://www.fidelity.com/investing/trading-platforms Fidelity Investments and Risk Reversal are not affiliated. Views, opinions, products, services, and strategies discussed are not endorsed or promoted by Fidelity Investments. Fidelity products or services discussed are offered by Fidelity Brokerage Services LLC, Member NYSE, SIPC. The trademarks and service marks appearing herein are the property of their respective owners. Dan Nathan sits down with Imran Khan, CIO and founder of Proem Asset Management, to break down one of the wildest weeks in tech earnings. They dig into Nvidia's latest quarter and why the stock keeps trading well below the market multiple despite the growth — and make the bull case for why that's about to change. From there: the increasingly circular web of financing between Nvidia, OpenAI, Microsoft, and CoreWeave, why OpenAI is building a chip to compete with its own biggest investor, and what Imran learned on a recent trip to South Korea about the memory market (Micron, SK Hynix, and the trade that's already up huge). They also unpack Salesforce's surprise post-earnings pop after Marc Benioff and Anthropic's Dario Amodei sat down with Jim Cramer, and close out with the question everyone's asking: are we in an AI bubble, and if so, who's left holding the bag? Articles Referenced Would There Be an AI Revolution If There Were No Nvidia? (WSJ) Nvidia's $279 Billion Supply-Chain Gamble (WSJ) Nvidia Has Become a Banker to the AI Boom, Putting It on Dangerous Ground (WSJ) OpenAI Claims Its New Chips Can Outperform Nvidia Processors in Tests (Bloomberg) —FOLLOW USYouTube: @RiskReversalMediaInstagram: @riskreversalmediaTwitter: @RiskReversalLinkedIn: RiskReversal Media The financial opinions expressed in Risk Reversal content are for information purposes only. The opinions expressed by the hosts and participants are not an attempt to influence specific trading behavior, investments, or strategies. Past performance does not necessarily predict future outcomes. No specific results or profits are assured when relying on Risk Reversal. Before making any investment or trade, evaluate its suitability for your circumstances and consider consulting your own financial or investment advisor. The financial products discussed in Risk Reversal carry a high level of risk and may not be appropriate for many investors. If you have uncertainties, it's advisable to seek professional advice. Remember that trading involves a risk to your capital, so only invest money that you can afford to lose. Derivatives are not suitable for all investors and involve the risk of losing more than the amount originally deposited and any profit you might have made. This communication is not a recommendation or offer to buy, sell or retain any specific investment or service.

Claude gets its own browser, ChatGPT adds more flexible temporary chats and multiple Gmail connections, and new voice and video models promise cleaner transcription, greater control and dramatically faster generation. NLW rounds up the week's most useful launches from Anthropic, OpenAI, Google, xAI, Hermes and others. In the headlines: NVIDIA buys Hugging Face, Salesforce leads a software comeback and a proposed self-regulatory body for AI stalls.NEXT COHORT - Executive Agent Leadership - Returns in September -- Learn how to use agents - ⁠⁠⁠⁠⁠⁠https://training.besuper.ai/⁠⁠⁠⁠⁠⁠Brought to you by:KPMG – Research from KPMG and the University of Texas at Austin shows the highest-impact AI users treat AI like a reasoning partner — and those skills can be taught at scale. Learn more at ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://kpmg.com/us/Sophisticated⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Harbor - Invest in the AI ecosystem. ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.harborcapital.com/aidaily⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Hyperagent - Hire a fleet of always-on agents. New users get $1,000 in inference. ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠hyperagent.com/aidailybrief⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Rackspace Technology- One accountable partner to build, operate and run your full enterprise AI stack ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.rackspace.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Section - Section turns AI investment into workforce transformation and ROI - ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.sectionai.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Blitzy - Want to accelerate enterprise software development velocity by 5x? ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://blitzy.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠AssemblyAI - The best way to build Voice AI apps - ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.assemblyai.com/brief⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Robots & Pencils - Cloud-native AI solutions that power results ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://robotsandpencils.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠The AI Daily Brief helps you understand the most important news and discussions in AI. Newsletter: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://aidailybrief.beehiiv.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Interested in sponsoring the show? sponsors@aidailybrief.ai

Ranjan Roy from Margins is back for our weekly discussion of the latest tech news. We cover: 1) Software is rebounding, is the Saaspocolyse over? 2) Salesforce delivers solid earnings and jumps 22% 3) Why was Dario sitting with Benioff? 4) All software stocks are rising 5) Disruption could still happen, but on a longer timeline 6) Meta's bungled AI layoff strategy 7) How much of AI failures today are cultural? 8) Meta pays billions in landmark addiction settlement 9) South Korean stock market volatility 10) The clash of AI belief and reality --- Enjoying Big Technology Podcast? Please rate us five stars ⭐⭐⭐⭐⭐ in your podcast app of choice. Want a discount for Big Technology on Substack + Discord? Here's 25% off for the first year: https://www.bigtechnology.com/subscribe?coupon=0843016b Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of the [Un]Churned Podcast, Josh Schachter sits down with Jake Saper, General Partner at Emergence Capital, to unpack the firm's 25 year thesis of being “early experts in emerging business models,” from the on-prem-to-cloud shift that birthed their first investment in Salesforce, to vertical SaaS with Veeva, to what Jake calls AI-Native Services, or AINS.They also dive into:What “AI-Native Services” actually means, in Jake's own wordsThe real story behind Gainsight's shift from selling software to selling outcomesWhy the biggest headwind to this transformation is cultural, not technical“Mirage product market fit,” the #1 mistake Jake sees in AI pitches right nowWhat Jake actually looks for in founders before he investsWhy tech vendors of the future might look more like insurance carriers than software companiesIf you're building anything in the AI services space, thinking about how AI changes SaaS margins, or just want to understand where venture capital thinks the next generational businesses will come from, this episode is a masterclass in spotting a category before it has a name.Want the playbook, not just the conversation? Subscribe for deep-dive, actionable breakdowns from every episode at ⁠unchurned.substack.com.⁠--Timestamps00:00 – Intro & Backstory01:37 – What Emergence Capital Focuses On, and How It Started08:14 – Naming the Category: Why “AI-Native Services” (AINS)12:42 – The Walk on the Embarcadero: How Gainsight's Pivot Was Born17:28 – The Biggest Headwind: It's Cultural, Not Technical20:24 – What Jake Looks For as an Investor: Domain Credibility31:21 – The Hanover Park Story: 150 Fund CFOs36:38 – Mirage Product Market Fit: The Overplayed Pattern in AINS Pitches38:48 – The AINS Idea Jake Wants Someone to Build42:07 – The Mafia, Dump Trucks, and Unexpected AI Competitors--Where to Find Jake Saper:Jake's LinkedIn:  https://www.linkedin.com/in/jakesaper/Emergence Capital: https://www.emcap.com/Where to Find Josh Schachter:Josh's LinkedIn: https://www.linkedin.com/in/jschachter/Unchurned Substack: https://unchurned.substack.com

SaaStr 875: Who Owns Your Data Now? Agents vs. System of Record, ServiceTitan vs. Podium, Headless Salesforce, and Agentic Renewals on The Agents #013 The agents are writing data faster than any human ever could - and systems of record aren't ready for it. This week on The Agents, Jason and Amelia dig into the biggest meta-theme of 2026: what happens when your AI agents become the primary user of your CRM, your MAP, and every other system you've built your business on? Together, they unpack the ServiceTitan vs. Podium blowup, where an agentic lead gen tool slowly became a competing system of record until ServiceTitan shut them off with 30 days' notice, and why this is just the first of many fights like it coming across SaaS. Then Amelia pulls back the curtain on how SaaStr actually runs Salesforce headless through 10K, what it means that their agents have written 40 gigabytes of data into Salesforce without either of them logging in, and why the storage math is going to force a reckoning for every vendor jacking up API prices right now. Plus: the renewal agent Amelia built that generates a fully custom, hyper-personalized pitch deck for every single customer, using headless Salesforce, Gamma, social data, podcast mentions, and Gmail. And why Clay plus ZoomInfo plus Cowork turned out to be the best enrichment stack their agents have found yet. If you're building on top of systems of record, selling to companies that are, or just trying to figure out how agents change the economics of SaaS data, this one is essential listening. Timestamps: 00:00 - Intro 02:00 - ServiceTitan cuts off Podium: what happened and why it matters 10:00 - 40 gigs in Salesforce and neither of us logged in 16:00 - The API pricing reckoning coming for systems of record 22:00 - How SaaStr runs Salesforce headless with 10K 30:00 - The renewal agent: no account left behind 42:00 - Narrative-first pitching: getting the agent to sell 50:00 - Clay + ZoomInfo + Cowork: the enrichment stack that actually worked 58:00 - What comes next: agentic inbound proposals SaaStr hosts the world's largest community for B2B software founders and executives.

A.M. Edition for Aug. 26. A bullish AI forecast from Nvidia lifts markets. And despite blockbuster growth and revenue forecasts, IG Markets' Chris Beauchamp says Nvidia still has more room to run. Plus, Fed chairman Kevin Warsh has so far kept his views on interest rates to himself. But investors hope that's about to change. And, WSJ's Tripti Lahiri brings us the latest from the devastating floods in Nepal and China. Luke Vargas hosts. Sign up for the WSJ's free What's News newsletter. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Plus: Best Buy raises outlook following better-than-expected second-quarter results. And Cisco gave its 90,000 employees their own AI agent. Julie Chang hosts. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Ten out of 11 S&P sectors fell on the day, but tech alone rose 3.4%. Plus: Okta was a big beneficiary of demand for AI agents in its latest quarter; its stock jumped after it raised its outlook. Pierre Bienaimé hosts. Sign up for WSJ's free What's News newsletter. An artificial-intelligence tool assisted in the making of this episode by creating summaries that were based on Wall Street Journal reporting and reviewed and adapted by an editor. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

On a big day for the AI trade, Carl Quintanilla, Jim Cramer and David Faber covered all of the bases on Nvidia's blowout quarter and bullish sales outlook that boosted the stock and the chip sector. Hear what Nvidia CEO Jensen Huang said to Jim on "Mad Money" about the tech giant's growth prospects. Salesforce shares soared on a Q2 beat, raised guidance and an expanded partnership with Anthropic. Also in focus: What Salesforce CEO Marc Benioff and Anthropic CEO Dario Amodei told Cramer on CNBC; CrowdStrike surges; Dollar Tree and Dollar General shares make big moves in opposite directions; Best Buy slides; Fed Chairman Warsh's Jackson Hole speech just one day away; Where's the beef? Why Wendy's shares tumbled. 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.

Andrew, Ben, and Tom break down Nvidia's blowout revenue forecast and reaction from Okta, CrowdStrike, and Salesforce, plus Meta's $17.1 billion settlement over teen safety and new usage restrictions.Join our live YouTube stream Monday through Friday at 8:30 AM EST:http://www.youtube.com/@TheMorningMarketBriefingPlease see disclosures:https://www.narwhal.com/disclosure

Just when the bears thought they had an opening... The bulls came roaring back!

They were wrong: software and AI are running togetherSean Emory of Avory & Co. argues the SaaS apocalypse narrative is broken. CRPO accelerations at Salesforce, ServiceNow, Okta, Palantir, MongoDB, and Zoom, plus NVIDIA's data center guide, show software and AI are compounding together, not cannibalizing. Sean walks the four layers of the AI stack, why distribution wins at the application layer, and where the real risks sit.Chapters00:00 The SaaS is dead narrative01:07 Intro and disclosures01:50 Is the SaaS apocalypse wrong03:52 Backlog signals: CRPO04:16 Salesforce and Agentforce05:50 ServiceNow and Okta06:52 MongoDB and Zoom08:31 Four layers of the AI stack12:37 NVIDIA's full stack strategy16:31 Risks and what to watch18:11 Wrap upMore from Avory & Co.Newsletter: investingwithdata.comWebsite: avoryfunds.comDisclaimerFor educational purposes only. Not investment advice. Opinions reflect our views as of the recording date and may change. Avory & Co. and Sean Emory may hold positions in securities discussed. Do your own research and consult a professional before making investment decisions.

Labor Secretary under President Clinton Robert Reich discusses the tariffs between the U.S. and Canada and AI's impact on the workforce, as well as wealth taxes, the rise of populism in the U.S., and the K-shaped economy that he says is driving them both. One of the largest hurdles for AI and the data center race is power. Emerald AI CEO Varun Sivaram has built a solution in flexible power sourcing to ease strain on the grid, and backers like Samsung, Nvidia, and Salesforce have bet on his success. Plus, Bill Gates has issued a lengthy warning on AI, Stanley Druckenmiller has used AI in a Wall Street Journal Opinion piece, and OpenAI says goodbye to more top tech talent. Robert Reich 20:40 Varun Sivaram 39:20 In this episode: Joe Kernen, @JoeSquawk Andrew Ross Sorkin, @andrewrsorkin Cameron Costa, @CameronCostaNY Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

This hour: former AG Jonathan Kanter broke down Meta's landmark settlement over claims their products addict children, the team discussed fresh inflation data - and what it means for the Fed, and one retail executive gave his take on the winners and losers out of earnings from the group. Plus: the playbook for huge reports after the bell out of Nvidia and Salesforce. 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.

How do you walk into a company of nearly 800 people as its first-ever president and win over the ones who wanted your job?We are bringing this one back because it keeps landing with second-in-command leaders. Cameron sits down with Sameer Kazi, the first president in ActiveCampaign's history, who joined a fast-growing company of nearly 800 people and had to earn trust from day one.Sameer traces his path from employee 200 at ExactTarget through the Salesforce acquisition, KKR, Bessemer, and running Cheetah Digital, then unpacks how he split responsibilities with the CEO, why he brings non-finance leaders close to the numbers, and how he decides with incomplete information.If you are stepping into a senior seat or scaling a business without losing its edge, this one is worth the revisit. Listen now.Sponsored by:This episode is brought to you by our Silver Sponsor, Next Level Growth.They help COOs and leadership teams build Elite Organizations through a proven, customizable framework built around the Five Obsessions of Elite Organizations.If you and your leadership team are ready to operate at the next level, take the Elite Organizations Assessment and receive a free 20-page customized report based on your answers, plus a complimentary one-hour coaching session with a Next Level Growth Partner and Business Guide to begin implementing tools that will help you build an even more elite business.Complete the assessment here to get started - nextlevelgrowth.com/cooassessmentTimestamped Highlights02:35 Employee 200 at a "tiny little company" called ExactTarget03:15 Filing an S-1 in 2008, right as the markets fell apart03:50 Why the growth never actually slowed down05:37 The years between Salesforce and ActiveCampaign08:50 Walking into KKR and asking, "Barbarians at the Gate?"10:38 The boardroom lesson from a business with declining growth12:38 What an MBA is actually good for13:38 Reading Salesforce's income statement before SaaS was cool14:48 The 54% lever that only works while growth holds15:52 Quitting his job to raise money with twins on the way16:32 Why ActiveCampaign came looking for him19:23 Why the role was never about empire building21:46 Winning over the people who wanted his seat25:11 How you know when you know enough to decide26:24 What ActiveCampaign really does34:47 Why every non-finance leader should learn the numbers37:25 The advice he would give his 21-year-old selfAbout the GuestSameer Kazi was serving as President of ActiveCampaign at the time of this recording, the first person to hold that title in the company's history, reporting to founder and CEO Jason VandeBoom. A veteran SaaS operator, he was an early executive at ExactTarget (employee 200) through its acquisition by Salesforce and ran EMEA operations from London. He later served as interim CEO of Simply Measured and CEO of Cheetah Digital, and worked alongside investors including KKR and Bessemer. He holds an MBA and describes himself as a sleeves-rolled-up, sweat-the-details operator. Sameer is now the Chief Executive Officer at Pantheon Platform.