Podcasts about ServiceNow

Andy Roddick breaks down results from Day 2 of the 2026 US Open, including Carlos Alcaraz winning his first match in 139 days, Stefanos Tsitsipas taking down Cincinnati champion Arthur Fils, and Frances Tiafoe surviving a 5-set thriller against Martin Damm. All of this and more from the Cadillac IQ mobile studio! COMMENT BELOW: What was your favorite match of Day 2? TAKE OUR SURVEY! https://survey.alchemer.com/s3/8942833/Served-Research-Summer-2026

Andy Roddick and the Served crew sit down with Coco Gauff, Carlos Alcaraz, Iva Jovic, Frances Tiafoe, Mirra Andreeva, Aryna Sabalenka, Ben Shelton, Taylor Fritz, Brandon Nakashima, Alex Eala, Tommy Paul, and Alexander Zverev at 2026 US Open Media Day to talk preparation, confidence, and what to expect in New York.

Has enterprise AI finally reached the point where impressive demonstrations are no longer enough? In this episode, I speak with Murali Swaminathan, CTO at Freshworks, about the growing pressure on AI investments to deliver measurable business value. Murali has over 30 years of enterprise software experience, including roles at ServiceNow and CA, and now leads engineering and architecture teams at Freshworks. Murali believes the AI hype cycle is being replaced by an accountability cycle. Buyers want to understand reliability, governance, total cost of ownership, traceability, and the return generated by every deployment. They also want the ability to audit decisions, override outcomes, and use feedback to improve performance. Productivity alone provides an incomplete measure. Within service operations, companies can examine time to resolution, the volume of repetitive work automated, the number of issues completed without human intervention, and the quality of the employee's experience. Murali describes the difference between service-level agreements and experience-level agreements. Resolving a ticket within two minutes means very little if the employee's problem remains. The better question is whether AI completed the workflow and restored the person's ability to work. We also discuss why mid-market and agile enterprises provide a demanding test for AI. These companies have complex requirements but cannot absorb lengthy implementation programs, unclear pricing, or failed experiments. Murali recommends beginning with a limited process, measuring the result, establishing whether it can be repeated, and expanding only after it has proved reliable. Architecture plays an important role. Murali argues that ease of use begins beneath the interface. Configuration-led platforms can be upgraded as new capabilities arrive, while heavily customized systems can leave companies trapped on older releases. Autonomous service operations do not require removing people from every process. Murali uses the example of a printer incident. AI can read the ticket, classify the problem, route it to IT or facilities, and apply an automated fix when a trusted process exists. People retain responsibility for unusual, uncertain, or higher-risk decisions. Scaling this model requires cloud infrastructure that respects regional data residency, privacy, encryption, routing, and audit requirements. AI requests and diagnostic logs must remain within the correct geographic and regulatory boundaries. The conversation concludes with engineering skills. AI coding tools can generate software quickly, but engineers must understand architecture, usability, testing, and customer requirements. Companies also need rules determining which code can be reviewed by AI and which changes require human approval. Is your company measuring whether AI genuinely improves service operations, or is it counting deployments and calling that progress? Listen to the episode and share your thoughts with me.

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.

Andy Roddick breaks down Coco Gauff and Arthur Fils' statement-making Cincinnati titles, Iga Świątek's strong form heading into New York, and what it all means for the US Open. Andy also dives into Aryna Sabalenka's recent struggles, the controversial US Open wild cards and withdrawals, and how the shifting seeds could completely change the path to a Grand Slam title. In this episode: - Why Coco Gauff looks like a US Open favorite - What Iga Świątek's form means for New York - Why Arthur Fils is becoming a serious US Open threat - What's behind Aryna Sabalenka's recent struggles - The debate over Stan Wawrinka's US Open wild card snub - How withdrawals are reshaping the US Open seeds and draw - Why American men are building momentum before New York - Andy Roddick on preparing to play Roger Federer again - The US Open mixed doubles matchups Andy can't wait to watch - What to expect from Served during US Open week TAKE OUR SURVEY! https://survey.alchemer.com/s3/8942833/Served-Research-Summer-2026

Only 18% of banks have integrated AI workflows. Everyone else is automating the past. Most banks and credit unions are using artificial intelligence to make yesterday's work faster, then measuring the result with yesterday's numbers. Brian Solis, Head of Global Innovation at ServiceNow, and Dave Wright, Chief Innovation Officer at ServiceNow, call this the iteration trap and argue it is the same failure that has consumed digital transformation. Their new book, Infinite: How Visionary Leaders Transform Today's Businesses into AI-Forward Companies, published by Wiley in 2026, draws a line between an AI-enabled company that uses AI to do what it already did and an AI-forward company that uses AI to do what it could never do before. By their own research, only about 5% of companies have reached the second group. In this conversation with Jim Marous, Solis and Wright explain why an organization chart hides the handoffs where value stalls and why a work chart exposes them, how savings from iterative AI should fund the innovative AI that grows revenue, and what a chief executive should put in front of a board that has never approved an investment without a payback period. Wright describes a government delegation that planned to deflect 90% of its citizen calls and could not answer why. Solis describes 75 chief executives who admitted, privately, that they are expected to know what to do and do not. Marous brings the discussion back to banking throughout, from the quarterly reporting cycle that rewards cost-cutting to the risk avoidance culture that new bankers are trained into on their first day. He closes with his own prediction that the next wave of consolidation among banks and credit unions will be decided by readiness rather than by size, with the sharpest question in any acquisition being how much friction the acquired institution brings. About: Banking Transformed is hosted by Jim Marous, a top five banking industry influencer and Co-Publisher of The Financial Brand. Subscribe to Banking Transformed for new episodes multiple times each week, and subscribe to the Digital Banking Report at digitalbankingreport.com.

Brandon Roberts, leader of Talent Strategy and Workforce Transformation at ServiceNow, joined us on The Modern People Leader. We talked about how ServiceNow is redesigning HR for the AI era, why every role needs to be mapped for AI impact, and more.----  Sponsor Links:

A normal Thursday turned into three stories at once: Alcaraz announcing his US Open return, the USTA's record $108 million prize money package & Slam Player Council, and Karen Moorhouse stepping down as CEO of the ITIA. Andy and Jon get into what a 20% prize money increase actually buys the players, why first-round qualifying money is now higher than what Andy earned reaching the main draw, and the ticket price fight that's about to define this tournament — including why the $400 grounds passes people are screenshotting on Twitter aren't the USTA's list price. COMMENT BELOW: Are you excited for Carlos Alcaraz return?

The federal government will spend about a trillion dollars on interest this year, roughly what it spends on national defense, and every rate increase makes that number larger. We will explain why the government's own borrowing costs now shape monetary policy, what that means for long-dated bonds, and why central banks around the world are buying gold at the fastest pace in years.Today's Stocks & Topics: Credo Technology Group Holding Ltd (CRDO), Market Wrap, Valero Energy Corporation (VLO), Marathon Petroleum Corporation (MPC), Phillips 66 (PSX), Car Makers and Motor Oil, The Trillion-dollar Interest Bill Nobody Votes On, Avantis International Equity ETF (AVDE), Short Selling vs Put Options, Chevron Corporation (CVX), Salesforce, Inc. (CRM), ServiceNow, Inc. (NOW).Our Sponsors:* Check out Anthropic and use my code Claude.ai/invest for a great deal: https://www.anthropic.com* Check out Quince and use my code quince.com/INVEST for a great deal: https://www.quince.comAdvertising Inquiries: https://redcircle.com/brands

On this week's show Patrick Gray and James Wilson are joined by guest co-host Dmitri Alperovitch to talk through the week's news, including: Trump's memo authorising the private sector to release the cyber hounds is fine, don't worry! OpenAI finally decides to add a few safety measures after the whole “oopsie we committed some felonies” thing Anthropic's models start a turf war when given the same task, surprising… nobody We can't figure out whether a device that can hack a 737 is showboating stunt hacking or … something more real-world cool. Or both. Or something. Much, much more This week's show is brought to you by threat hunt and detection platform Nebulock. Founder and CEO Damien Lewke joins Pat to chat about what it looks like when you try to reinvent the SIEM in 2026 on a clean sheet of paper. This episode is also available on YouTube Show notes Trump signs memo authorizing private sector to launch cyberattacks | washingtonpost.com Trump taps cyber firms to go on offensive against criminals | therecord.media OpenAI Overhauls Safety Protocols After Its AI Agents Went Rogue | wired.com Pacing model development in an era of cyber-critical capabilities | Anthropic set AI agents loose on the same task. They started a turf war. | TechCrunch Security Researchers observe first ‘near-autonomous' AI attack on government target in Taiwan | cyberscoop.com Researchers find AI-powered hacking tools for sale in underground forums | Cybersecurity Dive Terabytes of credentials leaked in massive supply-chain attack | arstechnica.com Trivy, Not LiteLLM Behind the 2,500 Org Compromise | securityweek.com Ukraine says cyberattack hit Russian e-commerce giant Wildberries amid drone strikes | The Record ‘Unprecedented' number of Apple users received recent spyware alert, say investigators | TechCrunch Security This Coin-Sized Device Can Hack a Boeing 737 | wired.com "City-Forum" data-theft attacks target Salesforce, ServiceNow portals | BleepingComputer Max severity SAP Commerce Cloud flaw now targeted in attacks | BleepingComputer Shell investigates 'potential incident' after Clop data theft claims | BleepingComputer Philips and GE investigating Clop ransomware data theft claims | BleepingComputer Uber Freight reportedly investigating after hacking group claims data breach | TechCrunch Security Details emerge on BlackFile's recent attacks on financial companies | cyberscoop.com After Microsoft threatened legal action, a security researcher publishes a new Windows zero-day bug | TechCrunch Security Kimwolf botnet rebuilt to survive takedowns, researchers say | cyberscoop.com Hundreds of fake Chrome VPN extensions route traffic through a proxy | BleepingComputer Deepfake hiccup unmasks suspected digital certificate fraudster | theregister.com Vulnerability giving attackers full control of Macs is under active exploitation | arstechnica.com Critical VMware vCenter RCE flaw exploited for reverse SSH access | BleepingComputer Poland probes MyDr healthcare software breach potentially affecting 19 million people | therecord.media Crypto hardware wallet owners face fresh security risks after recent spate of personal data thefts | TechCrunch Security [un]prompted.au — AI × Cybersecurity Conference · Sydney, 18–19 September 2026 | [un]prompted.au

Andy Roddick breaks down Iga Świątek's red-hot run heading into the US Open, what's changed in her game, and why she may be the player to beat in New York. Andy also dives into Ben Shelton's continued rise and what it will take for the young American to make the jump from contender to Grand Slam champion. Then, Emmy-winning director Jason Hehir joins Andy and Jon Wertheim to go inside his new Novak Djokovic documentary “The Wolf in Winter,” from Novak's battle with retirement and relentless pursuit of greatness to the fascinating parallels between Djokovic and Michael Jordan. In this episode: - Why Iga Świątek is surging at exactly the right time - What Świątek's form means for the US Open - Ben Shelton's next step toward becoming a Grand Slam champion - Jason Hehir on making Novak Djokovic: Wolf in Winter - Djokovic's complicated relationship with retirement - What Novak is still chasing this late in his career - The similarities between Novak Djokovic and Michael Jordan - What Jason learned about Djokovic after getting behind the scenes COMMENT BELOW: Which tennis player should get a documentary next?

ServiceNow and AWS reveal how the DevOps Agent and MCP Server Console are turning incident response into a fast, autonomous, fully governed process. Topics Include:Govind Menon (ServiceNow) and Arun Jacob (AWS) discuss MCP and A2A strategy.ServiceNow understands workflows; partners with AWS to power them with AI.AI Control Tower governs and secures agent access to enterprise data.MCP is the industry standard for how AI agents read and act.Action Fabric spans A2A, REST APIs, and MCP for agentic work.AWS DevOps Agent, built on Bedrock, resolves incidents through sub-agents.Admin and operator access patterns integrate with Dynatrace, Datadog, Slack, GitHub.Demo: ServiceNow incident automatically triggers DevOps Agent investigation and resolution.DevOps Agent writes findings live back into the ServiceNow incident ticket.ServiceNow champions capping MCP servers at 30 tools for performance.MCP Server Console lets teams build scoped, use-case-specific tool servers.NowAssist skills, Knowledge Graph, and REST APIs become MCP tools.Live demo connects a 38-tool custom MCP server to DevOps Agent.Role-based access ensures users only see their permitted MCP tools.ServiceNow's autonomous ITOM agents point toward unsupervised future operations. Participants:Govind Menon – Head of MCP Product, ServiceNow Arunsingh Jeyasingh Jacob – Senior Solution Architect - ISV, Amazon Web Services See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

In der heutigen Folge sprechen die Finanzjournalisten Nando Sommerfeldt und Holger Zschäpitz über das Aschenbrenner-Paradoxon, die Zeitenwende bei Geely und eine AAA-Idee, die keine Auto-Aktie ist. Außerdem geht es um S&P Global, Sandisk, Micron Technology, Bloom Energy, TSMC, Nebius Group, CoreWeave, STMicroelectronics, Applied Digital, Riot Platforms, SharonAI Holdings, ServiceNow, Autodesk, Adobe, Elastic, Shopify, Workday, Quantum Computing, Ondas Holdings, indie Semiconductor, SoundHound AI, Centrus Energy, SpaceX, Nvidia, OHB, Airbus, Geely Automobile Holdings, Strategy, Tesla, Home Depot, Baidu, Klarna, Xiaomi, Pony AI, Keysight Technologies, SK Hynix, Intel, Redeia, Schroders, Daimler Truck, Mercedes-Benz Group, Porsche AG, Global X Data Center REITs & Digital Infrastructure (WKN: A2QPB0), First Trust Nasdaq Clean Edge Smart Grid Infrastructure (WKN: A3DGK5), Global X European Infrastructure Development (WKN: A40E7B), iShares Global Infrastructure (WKN: A0LEW9), BNP Paribas Easy ECPI Global ESG Infrastructure (WKN: A3EWYS), SPDR Morningstar Multi-Asset Global Infrastructure (WKN: A12EAR). Wir freuen uns an Feedback über aaa@welt.de. Noch mehr "Alles auf Aktien" findet Ihr bei WELTplus und Apple Podcasts – inklusive aller Artikel der Hosts. Hier bei WELT: https://www.welt.de/podcasts/alles-auf-aktien/plus247399208/Boersen-Podcast-AAA-Bonus-Folgen-Jede-Woche-noch-mehr-Antworten-auf-Eure-Boersen-Fragen.html. Hier könnt ihr den AAA-Newsletter abonnieren: https://www.welt.de/newsletter/article232797673/Alles-auf-Aktien-Der-taegliche-Boersen-Newsletter-fuer-WELTplus-Abonnenten.html Und – ganz neu: AAA gibt es jetzt auch auf Instagram: https://www.instagram.com/alles_auf_aktien/ Disclaimer: Die im Podcast besprochenen Aktien und Fonds stellen keine spezifischen Kauf- oder Anlage-Empfehlungen dar. Die Moderatoren und der Verlag haften nicht für etwaige Verluste, die aufgrund der Umsetzung der Gedanken oder Ideen entstehen. Hörtipps: Für alle, die noch mehr wissen wollen: Holger Zschäpitz können Sie jede Woche im Finanz- und Wirtschaftspodcast "Deffner&Zschäpitz" hören. +++ Werbung +++ Du möchtest mehr über unsere Werbepartner erfahren? Hier findest du alle Infos & Rabatte! https://linktr.ee/alles_auf_aktien Impressum: https://www.welt.de/services/article7893735/Impressum.html Datenschutz: https://www.welt.de/services/article157550705/Datenschutzerklaerung-WELT-DIGITAL.html

President Trump deputizes private-sector companies to target cybercriminals. The LiteLLM supply-chain attack exposed credentials belonging to thousands of organizations. Data-theft campaign targets misconfigured Salesforce and ServiceNow instances. Hackers deploy AI agents to breach Taiwanese government systems. CISA mandates urgent patch for actively exploited Cisco firewall vulnerability. Nightmare Eclipse publishes yet another Windows zero-day exploit. On our Industry Voices segment, Clint Gibler, Cyber Lead at OpenAI, and Robby Winchester, Chief Global Professional Services Officer at SpecterOps, discuss frontier models and the future of cyber defense. And please do not reply. Seriously. Remember to leave us a 5-star rating and review in your favorite podcast app. Miss an episode? Sign-up for our daily intelligence roundup, Daily Briefing, and you'll never miss a beat. And be sure to follow CyberWire Daily on LinkedIn. CyberWire Guest Today on our Industry Voices segment, Clint Gibler, Cyber Lead at OpenAI, and Robby Winchester, Chief Global Professional Services Officer at SpecterOps, speak with Dave Bittner at Black Hat about frontier models and the future of cyber defense, including responsible AI deployment, red teaming, reducing security noise, and the evolving role of human expertise in AI-assisted defense. If you enjoyed this conversation, be sure to check out the full interview here. Selected Reading Trump turns to private sector in offensive hacking operations memo (CyberScoop) Terabytes of credentials leaked in massive supply-chain attack (Ars Technica) "City-Forum" data-theft attacks target Salesforce, ServiceNow portals (BleepingComputer) 'Near-autonomous' AI agents attack Taiwan's nuclear safety agency (The Register) Cisco says software vulnerability could let hackers crash firewalls (Cybersecurity Dive) Microsoft-vendetta hacker has a new zero day that gives system privileges on fully patched Windows (The Register) Sensitive Info Goes Into ‘No Reply' Emails Constantly. This Guy Sees It All (WIRED) Share your feedback. What do you think about CyberWire Daily? Please take a few minutes to share your thoughts with us by completing our brief listener survey. Thank you for helping us continue to improve our show. Want to hear your company in the show? N2K CyberWire helps you reach the industry's most influential leaders and operators, while building visibility, authority, and connectivity across the cybersecurity community. Learn more at sponsor.thecyberwire.com. The CyberWire is a production of N2K Networks, your source for strategic workforce intelligence. © N2K Networks, Inc.

In today's Cloud Wars Minute, I explain why ServiceNow's fast-growing security business is becoming central to Bill McDermott's AI strategy. Highlights 00:01 — I wanted to chat a little bit about ServiceNow's Q2 performance, but mostly what CEO Bill McDermott disclosed on the Q2 earnings call. Very strong performance across the board. They beat on all their numbers, doing very nicely. And what McDermott did, what he used the Q2 earnings call for in his opening remarks, was to lay out what I think is a significant new direction. 01:15 — Now, on top of that, we see a lot of anxiety from businesses now about — while they see the huge potential of AI, they also see that it raises security to levels that it hasn't been at before. So McDermott is sort of pairing those things up: the fully integrated Control Tower plus security plus governance. 02:14 — He said, “We're going to be able to handle all that simply and easily for customers.” He said that whichever chip wins, whichever lab wins, whichever price-per-token regime wins, he said, ServiceNow is going to be able to handle that. You're not — any of the customers aren't going to be, you know, going down a dead end or a dead-end alley if they choose to work with ServiceNow. 03:23 — He said CEOs have been losing sleep over this idea of risk at scale, and we're going to help those CEOs sleep well at night. So it's a big promise. It's a big adaptation for ServiceNow, but I think it's one that's consistent with some of the steps that McDermott has been making in the past, and it's very timely now to bring these two forces together. 03:59 — Now, one of the things that has made McDermott so successful over his seven years at ServiceNow, and before that at SAP, is his ability to use these earnings calls as almost like a come-to-Jesus discussion of where we as a company are, where the external market is with customers, and how aligned we are not just with where customers are now, but where they're heading. Visit Cloud Wars for more.

Brett Hurt is a serial tech entrepreneur, investor, and a USA TODAY best-selling author. Most recently, he was the CEO and co-founder of data.world, the world's leading data catalog platform, acquired by ServiceNow in 2025.Previously, Brett founded Bazaarvoice ($1B IPO on NASDAQ) and Coremetrics, which was acquired by IBM for $300M.Alongside his wife Debra, he co-leads Hurt Family Investments (HFI), backing more than 150 startups, 50+ venture funds, and a wide range of philanthropic initiatives.Named Austin's Best CEO (Legacy Award) and an Aspen Institute Henry Crown Fellow, Brett has been building technology since the age of seven.Love Conquers Fear is Brett's new holding company—an expression of how he's thinking about his highest utility over the next decade, and how he can influence the confluence of technology, consciousness, and courage to help humanity reach the Age of Abundance for All.Unlocking Humanity with Ancient Knowledge Hosted by John Edmonds Kozma Unimpressed Podcast offers a groundbreaking look into consciousness, ancient wisdom, and the nonconscious aspects of humanity via the Quantum Field. Hosted by John Edmonds Kozma, CEO of Bang Productions and a seasoned entertainment industry veteran with extensive experience, each episode delves deeper than typical discussions to reveal profound insights about reality, spirituality, and human potential. He has been likened to Albert Einstein for his innovative reasoning. Hosted on Acast. See acast.com/privacy for more information.

AI isn't just changing individual jobs, it's changing the shape of the org chart itself. In this episode, Neal Woolrich, Director in Gartner's Human Resources Advisory practice, joins Shahin to unpack whether the traditional "pyramid" structure is giving way to a "diamond" with fewer entry-level roles, and what that means for the next generation of managers. Neal cuts through the noise around AI-driven layoffs (much of it, he argues, is "AI washing") and shares Gartner's projection that AI becomes a net job creator by 2030. He also walks through real governance models from Lloyd's Bank, ServiceNow and Red Hat, and tackles the thorny question of what happens when AI agents start appearing on the org chart alongside humans. Guest Introduction Neal Woolrich is a Director in Gartner's Human Resources Advisory practice, based in Melbourne, where he advises organisations on culture, employee experience and organisational design. He spent 13 years as a broadcast journalist with the Australian Broadcasting Corporation (ABC) before moving into HR consulting. Key Topics Why the traditional "pyramid" org structure (many entry-level roles, fewer managers, fewer executives) is being challenged by a "diamond" shape with a shrinking entry pointThe shift from specialist workers to AI-complemented generalists, and what it means for how organisations build skills over timeWhy Neal believes many AI-attributed layoffs are actually "AI washing," with financial or market pressures the real driverGartner's projection that AI becomes a net job creator by 2030, and what the next four years of labour market disruption might look likeNew roles emerging directly from AI adoption, including AI governance and AI ethics functionsThree real-world governance models: Lloyd's Bank's "control tower" approach, ServiceNow's AI council with supporting pods, and Red Hat's three-tier framework based on degree of AI impactThe emerging practice of placing AI agents on the org chart, and the open questions around ownership and accountability when things go wrongDifferences in AI adoption pace between the US, UK and Australia, and why Neal doesn't think Australia's "behind" position is cause for panicHow organisations can communicate AI rollouts to reduce the roughly 40% of the workforce that reacts negatively to major change Resources & Links People Mentioned Rick Beato – YouTube music educator and producer Neal cited as someone whose commentary on the shift from big studios to home recording has shaped his thinking about the AI "bubble" debate Companies & Tools Gartner – Research and advisory firm where Neal works; source of the org-structure and net-job-creator research discussed throughoutRamp – Fintech company referenced for its hiring trends report, which found companies adopting AI kept similar junior hiring rates to before AILloyd's Bank – UK bank cited for its "control tower" approach to AI governanceServiceNow – HR technology company cited for its two-tier AI council and pod governance modelRed Hat – Open-source company cited for its three-tier framework grouping roles by degree of AI impactIBM – Red Hat's parent company, referenced regarding a recent stock drop tied to AI strategy commentaryModerna – Referenced for merging its IT and HR functions in recognition that AI is a human experience as much as a technology one Contact & Credits Host: Shahin Hoda Guest: Neal Woolrich Produced by:  Shahin Hoda and Alexander Hipwell Edited by: Alexander Hipwell & Dave Somido Music by: Breakmaster Cylinder Podcast Co-ordinator: Jonah Igsie APAC's B2B Growth Podcast is presented by xGrowth

What happens to a brand when the story it tells about its AI adoption moves faster than the results it can actually show?Agility isn't about telling that story faster. It's about being able to change what you say — repeatedly, as the technology changes — without losing the thread of what your company is actually for.Today, we're going to talk about the widening gap between AI ambition and business reality, and what that means for enterprise marketing leaders. Specifically, we'll cover:- The shift from selling an AI vision to proving tangible value.- How AI is pushing marketing into closer alignment with product and revenue.- What it takes to build trust — inside the company and out — when the outputs of AI systems are hard to explain.To help me discuss this topic, I'd like to welcome, Mark Abramowitz, Chief Marketing Officer at Dataiku.About Mark AbramowitzMark Abramowitz is Chief Marketing Officer at Dataiku, The Platform for AI Success. In his role, he oversees global brand and demand strategy, and is responsible for building awareness of Dataiku as the platform that unifies people, governance, and AI systems to deliver real results at scale.Mark brings extensive experience scaling enterprise platform businesses. Prior to Dataiku, he served as SVP of Product and Solutions Marketing at ServiceNow, leading product marketing as the company scaled from $6 billion to nearly $11 billion in revenue and spearheading the launch of Now Assist—the fastest-selling product in ServiceNow history. Before ServiceNow, Mark spent 15 years at Salesforce and 5 years as SVP of Product Marketing for Service Cloud.Mark Abramowitz on LinkedIn: https://www.linkedin.com/in/markabramowitz/---------- Resources ---------- Dataiku: https://www.dataiku.comThe Agile Brand podcast is brought to you by TEKsystems. Learn more here: https://aglbrnd.co/r/2868abd8085a9703We're proud to be a media partner for #MAICON26 - Oct. 13-15! Learn how AI can power your marketing and business and help you grow smarter. Use code AGILE150 to save! https://aglbrnd.co/r/7fe458ced0f04658Reach your customers with Reddit. Spend $500 in ad spend, get $500 back in ad credit! Learn more: https://advertalize.com/r/491818c79fb1873fChaser is the only Slack-native project management platform that helps teams turn messages into tracked tasks, automate follow-ups, and maintain team-wide visibility, without adopting another tool. Now integrated with Claude and other GenAI tools. Learn more at trychaser.com and use code AGILEBRAND for a 3-month free trial (normal trial is 14 days).The most influential minds in software, AI, and engineering leadership will be at WeAreDevelopers World Congress North America, September 23-25 in San Jose. Learn more: https://aglbrnd.co/r/60a7299222a7bcf1Start building your own apps with Replit and get $20 off. Learn more: https://aglbrnd.co/r/93531742a7625a20Enjoyed 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.

Why do enterprise skills programs always look great on paper, but break down the moment real work happens?In the most recent HR Leaders Podcast episode, I had an inspiring conversation with Josh Newman, VP of Skills and Talent Readiness at ServiceNow.He explains why organisations must shift away from perfectionist data collection and embrace good-enough skills capture paired with real-world talent readiness.By moving training out of LMS silos and leveraging ambient data signals alongside AI simulation playgrounds, ServiceNow tracks true human capabilities in real time while keeping human judgment at the centre of workforce strategy.5 things you'll learn from this episode:Why traditional skills-based models fail and how to move past perfectionist data gatheringHow Talent Signature captures ambient data signals from daily work to track capability growthHow SimStudio simulation playgrounds replace course completion certificates with real-time practiceThe key difference between basic AI adoption and true behaviour absorption that drives business ROIHow building psychological safety around AI tools directly boosts employee performance and sales quota attainmentSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Andy Roddick breaks down exactly why Canada and Cincinnati keep producing chaos. With Carlos Alcaraz and Jannik Sinner both pulling out of Cincinnati with injuries, Andy explains why rushing back for a best-of-five US Open could be a risky move. Then, former world No. 4 Holger Rune joins the show for an exclusive update on his Achilles recovery — how rehab is going, when he's targeting a return, and the new Wilson Defeyer racket in his bag. In this episode: Alcaraz & Sinner injuries and the real risk of a US Open return Why you can't replicate five-set match conditions in practice Sabalenka "searching" and a wide-open women's US Open draw Learner Tien's rise toward becoming the top American Holger Rune's full Achilles comeback update and return timeline Holger's racket switch to Wilson and how it compares to his old frame A day in the life of an injured pro: rehab, hitting partners & the grind Next week: Jason Hehir on his Novak Djokovic documentary "The Wolf in Winter" COMMENT BELOW: Who do you think is the new favorite for Cincy!?

In this episode of GlideChat, hosts Aric Jones, COE Lead for Risk and Security, and David Limas, Solutions Consultant - Risk & Security at Everforth GlideFast, break down the complexities of AI governance and managing AI sprawl.1Discover why AI Control Tower is more than just a vendor tool—it's a critical framework built around five key organizational pain points: discovery, observation, governance, measurement, and security. We also dive deep into recent ServiceNow acquisitions like Basa, Armis, and Trace Loop, explaining how they provide a native, full-circle view of what your AI agents are doing inside the box.Ready to build your AI framework? Learn about GlideFast's AI Control Tower FastTracks to help your organization with strategy, privacy, compliance, and ROI.

Don’t miss the AI partnership revolution Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/ Check Out UPX: https://theultimatepartner.com/experience/ In this episode, Vince Menzione sits down with Amit Sinha from WorkSpan and Marc Monday from ServiceNow to dissect the rapid evolution of AI-native partnerships and the shifting dynamics of the channel ecosystem. They explore how the hyperscaler co-sell model has transformed into a complex strategy of asymmetrical collaboration that demands unprecedented speed, simplicity, and scale from publishers. By integrating AI agents to orchestrate workflows, manage high-risk renewals, and automate low-dollar deals, companies can activate their sellers and drive explosive, exponential growth in their partner programs. https://www.youtube.com/watch?v=ZP4cFBcCI9Q Key Takeaways The partner channel is no longer just a piece of the strategy; it is the entire strategy for winning in 2026. Modern co-selling is an asymmetrical collaboration where publishers must often do more than fifty percent of the heavy lifting. Implementing AI agents within partnerships can lead to massive revenue impacts, such as a 24% higher lift on renewals for companies like Boomi. True scaling requires moving beyond traditional time-and-materials consulting toward outcome-based frameworks for customers. Activating sellers through continuous AI-driven account orchestration is the ultimate key to unlocking exponential ecosystem growth. The market is moving faster than ever, necessitating that partner enablement and roadmaps shift to agile, sprint-based cycles rather than long-term rigid plans. 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 AI native, ecosystem shifting, hyperscalers, Work Span, ServiceNow, lifecycle incentives, cloud native, consumption led, DocuSign, Gong, Boomi, workflow orchestration, asymmetrical collaboration, CRM integration, marketplace private offers, high propensity, seller activation, agentic solution, outcome based consulting, LLM control tower. Transcript Amit Sinha and Marc Monday Audio Episode [00:00:00] Marc Monday: We have to be soup drop dead simple and we’re gonna talk about that nice. In this world. It has to be simple. Even though under the covers it’s very complicated, [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 [00:00:46] Marc Monday: changes everything. Let’s start. [00:00:52] Vince Menzione: And, uh, two incredible friends up on, uh, up on stage. But I think I’m just gonna have my, one of my first friends come up. Amit Sinha from Work Span, a great, great friend and supporter. We’ve been together since the beginning, since the very first ultimate partner in Dallas when we commandeered Microsoft facility. [00:01:12] Amit Sinha: Yeah, [00:01:12] Vince Menzione: you have a little bit that you’re gonna share first and then we’re all gonna come join you. [00:01:16] Amit Sinha: Absolutely. And [00:01:17] Vince Menzione: then we’re gonna have my other great friend, mark Monday on us on stage with us as well. So yeah, [00:01:21] Amit Sinha: what a privilege. Uh, what a privilege. Vince, you do an amazing job as a community and, uh, incredible. [00:01:27] Amit Sinha: Shout out to Alexandra. Uh, we work together at Cisco talking about lifecycle incentives across the whole lifecycle. So amazing work done there as well. So. Very quickly, I’m gonna talk to you about AI native partnerships. A quick motivation. That’s me. Of course, we are using Nano banana to cover that. [00:01:45] Amit Sinha: That’s me looking up a Yellow Pages. I will date myself. That’s, uh, McDonald’s coming to India and me looking up, uh, the nearest McDonald’s, right? And this is me now booking Uber Eats Ma and I had this real experience yesterday night. I flew in from Sapphire in Orlando and I was hungry. Ma said, let’s, let’s get Uber Eats. [00:02:06] Amit Sinha: And we had a great. De this is digital native, right? We had no idea the world would transform this way, but completely new ways of working. Okay. Um, and, uh, another great experience that Mike, my co-founder and CEO seated the back half, I spent a decade at SAP, uh, doing hana, which was a database product, but it was on premise. [00:02:28] Amit Sinha: We had these racks and our whole gig was actually take an amazing HANA database with this server mounted, deployed. Wow. The CIO and the CFO, that this is the most amazing thing. And they would not say, Hey, you can’t take that box away, because it’s such a good insight that I get for my, uh, analytics product, right. [00:02:47] Amit Sinha: So that’s the old way. And look at us. We are all cloud native, right? Cloud has gotten to a place where it’s not just about infrastructure, running things and meters and stuff like that in a scalable way. It is a also source of innovation. New capability, new business model, consumption led business model. [00:03:07] Amit Sinha: Whole new way of working, right? So this comes to the new world now, what does AI need to look like? We heard all the amazing speakers talk about, uh, you know, the promise of ai, right? But you have a choice. Uh, you have a choice to do it yourself or, uh, especially as partnership professionals, right? When you do it yourself, you have this chat bots and stuff that you get from all the major. [00:03:33] Amit Sinha: You can always get more productive, but that’s about half an hour saved. The bar is too low there. So this is an amazing piece of, uh, research put together by all the experts. Vince, thank you for doing that. Uh, we had Jay McBain lend his voice as well. We had Rob Moyer with all his, uh, decades of, you know, insight and wisdom as to what would the future with AI look like, uh, encapsulate in that. [00:03:57] Amit Sinha: So go ahead, take a picture. Uh, this is not gated. Um, beautiful piece of content has also new insights from leading firms. AI native, I would dare say frontier firms who are like DocuSign or Gong who are really pioneering AI native partnerships, Boomi, and how they’re powering their renewal business case across AWS Google and Microsoft Marketplaces. [00:04:21] Amit Sinha: Uh, this really talks about that. And here, uh, this is the thought leadership that we bring to the table. And again, this is not a vendor pitch. This is, you know, as you elevate from the low bar about making yourself productive where you’re cut and paste, uh, into a chatbot, your context so that you can get a better co-sell email out there. [00:04:40] Amit Sinha: You DIY, this thing. But if you think of working with works span, these are three things that you should think about. First is imagine instead of cut and paste, you have your entire partnership context right there. And because the context is there, the right better together story, the right case study, the right partnership documents, the right opportunity and accounts that intelligence not only informs you, but also your team in a, in an extended way, and even your partnership in an extended way that’s fully automated. [00:05:13] Amit Sinha: Second is it’s not just informing you or sensing you, it is also acting. And I think this is where there are, you know, death by a thousand cuts if happening in the world where all this time gets taken up, right? But if you have an agent that scales in ly, whether you are big mature partnership, you got lots and lots of accounts and opportunities to cover, the agent can do that. [00:05:36] Amit Sinha: Or if you’re a new partnership, how do you get to market quickly? With the right assets, the right get to market content. This can work both ways. And lastly, how do you secure this partnership is done in trust. So you should have an agent for every partnership, uniquely your partnership with Microsoft, your partnership with ServiceNow, your partnership with uh, AWS and Google. [00:05:59] Amit Sinha: They all get a different agent. And the point here is these agents can work in a circle of trust and the boundary that gets established. So via work span, come talk to us outside. And with that, Vince, let’s uh, bring Mark along. Come on, mark. [00:06:17] Vince Menzione: Alright. I am gonna have you and then Mark, uh, yeah. Want mark in the middle? [00:06:22] Marc Monday: Oh, uh oh. [00:06:24] Vince Menzione: So, uh, let me move over so I get back to the picture slide. Look at those two handsome gentlemen up there. Uh, thrilled to have you Mark as well. Uh, for those of you who don’t, because you’ve been, you were just in Boca with us this Yeah. This winter. [00:06:39] Marc Monday: That’s right. [00:06:40] Vince Menzione: And, uh, tell us about your new role at ServiceNow. [00:06:43] Marc Monday: Well, I have the absolute privilege of leading the partner channel at ServiceNow. Yeah. Um, it’s comprised of our partner programs, our program gives and gets, and importantly our five routes to market, our consulting and implementation partners, our resell partners, our service provider partners, our hyperscaler partners, and importantly our build partners. [00:07:03] Vince Menzione: I love it. I love it. So let’s talk about the partner programs and why they’re so critical to ServiceNow right now. [00:07:08] Marc Monday: I think in this world scale is everything, and so this profession has always been a bit mercurial and a little bit of a black box for organizations. What does the partner team do? What does that look like? [00:07:21] Marc Monday: But what we have to continue to do is explain, this is your force multiplier. Working together in collaboration helps you scale beyond your individual numbers. And that’s really the thing that we’re focused on is how do we drive that? And I have three big things that we have to focus on is we have to be sup, drop dead simple, and we’re gonna talk about that [00:07:40] Vince Menzione: nice. [00:07:41] Marc Monday: In this world, it has to be simple. Even though under the covers it’s very complicated. We have to be incredibly fast. Agility is the key in this very moment. And then as I said, with that becomes the scaling element and the force multiplier. [00:07:56] Vince Menzione: And you have spent many, you, well, we both worked at Microsoft together. [00:07:59] Vince Menzione: It’s [00:07:59] Marc Monday: true. [00:07:59] Amit Sinha: Way back way. [00:08:00] Marc Monday: I feel like you’re punking me having me right before lunch. Like I remember back at Microsoft, you did something to me, so I’m gonna have you right before lunch. [00:08:07] Vince Menzione: It’s, no, it’s really terrific to have you. But, uh, so yeah, you, you mentioned about like the change and the specificity and the clarity around it. [00:08:16] Vince Menzione: Amme you have, uh, broken the model, so to speak, working with ServiceNow, right? Yeah. You went from being a traditional. I’ll call it co-sell Engine Marketplace Company. Uh, tell us, tell us, tell us about the innovation that’s going on in the room. We’re working with ServiceNow. [00:08:31] Amit Sinha: Absolutely. Uh, when you think of co-sell, the first mine goes to just co-sell with the hyperscalers, right? [00:08:36] Amit Sinha: Because they kind of pioneered and started this in a unique way. We, of course, got started with Microsoft eight years ago, doing not just co-sell and P two P, but since then AW S and Google right. You would be surprised to know that we do about 10% of AWS sales through work, expand co-sale. Right. Just [00:08:53] Vince Menzione: wow. [00:08:53] Amit Sinha: But that’s where we started. Where we ended up is really looking at all partner types and all motion types and. Mark and I disagreed and he, he really pushed me hard on this. Yeah, and the point here is if you look at your build partner motion, it’s also a co-sell. You build, then you co-sell and go to market, [00:09:11] Vince Menzione: right? [00:09:12] Amit Sinha: If you think about your services partners, right? You have a product. They have amazing last mile services and digital transformation. Uh, capabilities, and again, there’s a coastal motion there. So where we world works span eventually was not just coastal with hyperscalers, but across all partner types. And Mark, thank you for pushing us on that. [00:09:31] Amit Sinha: Yeah. And being a pioneering partner on works span with us. I really appreciate [00:09:34] Marc Monday: this. It was a fun rumble we got there. [00:09:37] Vince Menzione: So why does it matter now for ServiceNow specific? [00:09:40] Marc Monday: Yeah. I mean the reality is, um, I’m gonna say something provocative. We’re, we’re all friends. Yeah. Um, Cosell iss probably a misnomer. It’s not a 50 50 coequal relationship. [00:09:53] Vince Menzione: Yeah. You don’t walk in together holding it back. [00:09:55] Marc Monday: It’s asymmetrical collaboration. I love that. And I want to put the stake in the ground. The co-sell motions that have been created by the hyperscalers are wonderful. The pipe has been opened, but the reality is the publisher. Has to do a lot of the work and the systems are there, but the key is not just connecting into partner center as an example. [00:10:16] Marc Monday: Yeah. But building your own infrastructure and processes. That’s where the magic comes together, and that’s where we really drive scale. And so if we approach co-selling is asymmetrical collaboration and recognizing that you probably need to do more than 50%. When a, when a a team collaborates on co-authoring a book, it’s not like someone’s writing every other word, and it’s exactly 50%. [00:10:40] Marc Monday: Or if a pilot, a co-pilot is with a pilot on a plane, they’re not doing exactly 50% of the work’s, [00:10:46] Vince Menzione: right? No. [00:10:47] Marc Monday: This asymmetric approach requires that we do a lot of the work on our side. Yeah. And that’s where AM and team have really helped us a ton. [00:10:55] Vince Menzione: And ServiceNow was known as a ticketing solution back in the day. [00:10:58] Vince Menzione: Right. And you’ve kind of, I mean, it it, it started that way. [00:11:01] Marc Monday: We have a wonderful heritage 20 plus years Yeah. Of workflow orchestration. Yeah. And in a diggen world, what are we really doing? We’re orchestrating workflows, and importantly, we need to govern those workflows and we need to sequence them in a meaningful way. [00:11:17] Marc Monday: And so our vision of a control tower across any hyperscaler, any LLM, any workflow, any system of record, any time, that’s the key to everything. [00:11:27] Vince Menzione: And so now you’ve taken the work span approach and driven it across what I see, like taking, taking this. This stack, we’ll call it. Yeah, the tower. Yeah. And then applying all of the methodologies and best practices on what we’ve called co-selling and ecosystem orchestration, essentially is what it really is. [00:11:46] Amit Sinha: Absolutely. [00:11:46] Vince Menzione: Yeah. [00:11:47] Amit Sinha: Yeah. And we are thrilled to partner with ServiceNow on this. So ServiceNow, as you guys know, uh, release their CRM product. So we got in at the ground floor on that opportunity and with the now assist agents as well. What we’ve really built is an integration between work span as a platform. [00:12:03] Amit Sinha: And ServiceNow, CRM as well. So if anybody is using that all the way from ServiceNow opportunities to Marketplace private offers, you can a genetically do that. Of course you can do it on Salesforce Hub, spot and Dynamics, but now ServiceNow is an additional option on that. I wanna really double click though, mark, on your point around asymmetry around this, when we say six to seven partners are gonna surround the end customer, right? [00:12:27] Amit Sinha: Yes. They will come at different points in time. Yes. Right? And they will also have different roles to play. So just as you think of a team, right? A soccer team for that matter, or a football team, pick your analogy right. Not everybody’s equal. Right? There’s always a qb. There’s always somebody who holds the prime on the deal. [00:12:45] Amit Sinha: There’s always a role to play. [00:12:46] Marc Monday: Yeah, [00:12:47] Amit Sinha: and I think what’s beautiful about our partnership here is when you look at it applied to services partners, it’s about building billion dollar businesses around ServiceNow, using their competency, but knowing the kind of joint accounts you need to go pursue in order to. [00:13:03] Amit Sinha: You know, burn down their inventory or, or co-sell alongside. If it’s the build partner, it’s about attacking an industry vertical or a joint account there. Right? So knowing very intelligently who to partner with and when to bring them on is the AI orchestration that is key in this partnership [00:13:19] Vince Menzione: here. Yeah. [00:13:19] Vince Menzione: So important. ’cause you, it isn’t single threaded this, this asymmetrical approach. [00:13:24] Amit Sinha: Right. So [00:13:25] Vince Menzione: incredible. You just ha you just finished your big event. I was hoping I did spare Share with us a little bit of your perspective on what’s been changing and how your ecosystem is evolving. Uh, I had Jen Odes in the studio. [00:13:38] Vince Menzione: That’s right. As you know, back in the fall. Fall, go back and watch it again. Yeah, it’s available. Great. Great podcast interview. Yeah. And you’ve been on stage at our events before and we’ve had that as a podcast, but take us how things are changing from the partner type perspective. We have MSPs in the room. [00:13:53] Vince Menzione: I know MSPs are, I know again, hands on the steering wheel. So important, right? Yeah. This technology is so complex. How are you thinking about ecosystem in your role? [00:14:03] Marc Monday: Yeah, I said earlier it’s about simplicity, speed, and scale. Yeah. Last week we had our big customer event knowledge, and on the first day we had our partner event. [00:14:13] Marc Monday: I think the biggest thing that’s happening right now is the pace of change is a bit overwhelming at times. And keeping pace with that is super critical. So what we’ve tried to do and what we announced last week was a lot of investment in giving our channel partners the exact same tools that we use in our business, right? [00:14:32] Marc Monday: So we were really focused on. Um, delivering business value. And so we took our, the solution that we use or the tools that we use for, um, delivering, uh, business value through our partners. It’s an assessment tool. Um, we’ve syndicated that to our partners. We’ve made that available. We also put a little bit of a stake in the ground around what do customers expect right now? [00:14:56] Marc Monday: Um, the time and materials business is gonna be under a tremendous amount of pressure. Some studies are predicting that it could be. Compressed by as much as 30% customers are looking for outcome based. Yeah. Um, they may stop on that journey and, and have something that’s fixed fee. But the reality is everyone is expecting value from the, the technology that they buy, and particularly from an agent perspective. [00:15:21] Marc Monday: We really leaned in on that and published what I think is a pretty good framework mm-hmm. For, um, outcome-based consulting. And we had a couple partners co-author that with us, which was really wonderful. Nice. Um, and it was a nice piece of co-creation and I think I’m seeing more and more of that where we’re co-creating with our partners in ways that we’ve never done before. [00:15:41] Marc Monday: And then I think importantly, security and reliability, um, and managing risk increasingly will be important. In an agentic world, we call it a control tower. We made two fairly big acquisitions in the last several months in terms of both the front door and the back door in terms of securing with the calls that are going into that agent or from that agent. [00:16:04] Marc Monday: To your various data sources. And so for us trying to bring that all together with our strong history of workload flow, orchestration, and then importantly, governance, security, and risk, uh, in the environment today, when you have the potential for hundreds of thousands or even millions of agents touching your core systems of record, [00:16:24] Vince Menzione: how are you thinking about both tiering your partners and also enabling your partners? [00:16:30] Marc Monday: Yeah, I think this is also an, an an area where I’d love to benchmark with y’all, um, because, you know, historically most of us built a fairly robust learning plan for our partners. You’d have a certification and then you would have a competency, and then you, maybe you’d have a wrapper around that competency. [00:16:48] Marc Monday: And it would take a long time, maybe 12 or 18 months to get to that highest level of certification. And it was incredibly robust and that’s wonderful. But when the roadmap is moving so fast that we’re releasing weekly, monthly, and every 90 days, does that type of training still hold water? So I’m proposing that we have both a volume view of how many trained individuals can we get as quickly as possible, and then value. [00:17:16] Marc Monday: And so we don’t want to lose this rich history, what I would describe as the rear view mirror, how we got here, but we also need to approach the windscreen, the windshield, where are we going and what is that opportunity? Yeah, so we have to go a little bit faster when it comes to enablement, [00:17:32] Vince Menzione: so. You, you were in a partnership, you, you call it a built on partnership. [00:17:37] Vince Menzione: Is that, is that the approach that [00:17:38] Amit Sinha: Yeah. ServiceNow has an ISV program called The Built On Partnership. Built On [00:17:41] Vince Menzione: Partnership, yeah. [00:17:42] Amit Sinha: Uh, so we sign onto that program, great accelerators to build lot of coaching and help to build on the ServiceNow platform. It’s not just the CRM integration, where it’s the opportunities and orders. [00:17:54] Amit Sinha: And by the way, this is the best platform or order management out there. So if you think of, uh, of your, if you are a MSP or consulting partner, building orders for your customers, now you want them to land on the marketplace, right? You wanna build that highway. Think of work span, right? So that’s where we came in and we said that if we look at the large number of channel partners, MSPs, who need to do that and are using ServiceNow as a platform to do it, can they genetically do it right from the now CRM? [00:18:24] Amit Sinha: Yeah, so that’s why we came in. The three big use cases we saw, number one was renewals. You talked about Alexandra doing it. Renewals is so [00:18:31] Vince Menzione: important. Yeah. [00:18:32] Amit Sinha: Oh my goodness. If you think about the renewals playbook [00:18:34] Vince Menzione: was so huge, [00:18:35] Amit Sinha: six months, nine, you know, uh, 90 days out, you wanna build that playbook. Mm-hmm. In an agent way when you reach out. [00:18:43] Amit Sinha: And by the way, you heard, uh, die Talk about 462 billion of uncontested Cloud commits out there. Yep. You want your high risk renewals to go against the high propensity to buy accounts. Right. So imagine that matchmaking, if you were to do it humanly, it’ll take you days. If you had an agent to do it like the now assist agent, it can just be done like that. [00:19:06] Amit Sinha: So that was the first use case we went after. Nice. The second one was the low dollar automation. We all have businesses that we land, right? Sub 50 K deals, so we have inside sales teams calling on those customers all day long. So now imagine a Gentech solution where you take all those low dollar deals and again, tie to the marketplace. [00:19:26] Amit Sinha: How can you have express private offers, right, from your opportunities? So those were the two use cases that we went after first and boy, uh, we got some amazing results, [00:19:36] Vince Menzione: I bet [00:19:36] Amit Sinha: for one of these companies, Boomi, we showed that 24% higher lift on renewals. That’s like hundreds of millions in impact just in one year alone. [00:19:46] Vince Menzione: And using AI internally as obviously you’re an AI company. Yeah. How are you thinking about how’s the impact of AI helping the partner function within ServiceNow? [00:19:54] Marc Monday: I, I think there’s this really wonderful opportunity right now where in the short term, we’re taking busy work out of the partner management profession. [00:20:05] Marc Monday: Um, partner managers historically have spent a lot of time chasing data and chasing information and really acting as an ombudsman for the partner within the organization. That work is very quickly. Getting identified. That’s phase one. The thing I’m actually a little more excited about is when it can expand the horizon to have different types of conversations, expanding the partnerships, expanding the multi-partner oppor opportunities. [00:20:29] Marc Monday: That, for me is the next phase, but we, I believe we are the most progressive when it comes to using AI on ourselves and really trying to take the profession to the next level. [00:20:40] Vince Menzione: Nice. Well, I was gonna, I was gonna, I want to go back to the platform again. ’cause you, you’re, you’re starting, you, you mentioned renewals, you’re mentioning some of the success. [00:20:50] Vince Menzione: What else can you point to on the success side, [00:20:52] Amit Sinha: there’s some, uh, amazing research that Sam here has done, uh, with all the data that Wepan has. So we looked at close to a million opportunities and, uh, looked at all the companies doing well. And we actually tabulated how many sellers are engaged on co-sell, not the partnering team, but how many end sellers. [00:21:11] Amit Sinha: This shows the extent of the transformation that the company has gone through, and what we found was amazing. If more than 50% of your sellers have engaged on 10 or more deals, your ecosystem is exponential. It doesn’t need the kind of the doctoring or the prod or the push to kind of say, Hey, use partners. [00:21:31] Amit Sinha: The sellers get it themselves, right? So we, we did this analysis and found like, wow, how can we then get sellers to activate? And the bottleneck that we found was. That there are not enough partner managers to assist every seller in the world. I think that seller activation is the unlock that AI can do. [00:21:50] Amit Sinha: Imagine if you have a partner agent sitting on every account and every opportunity 24 by seven, right? As the world changes, as the world evolves, as the solutions come in. As you know, market events happen. These agents are listening, positioning the right. One of those six partners, or all six partners for that matter, in front of people. [00:22:10] Amit Sinha: So I feel like that that big unlock is seller activation. Yeah. So if all partner managers do with ai, next is one. Of course, get yourself skilled up and yourself productive. But next, direct it to your own internal sales teams and get them activated on your partnerships because that’s where you will move the revenue lever the fastest, in my opinion. [00:22:30] Vince Menzione: Fantastic. What advice do you have for whether they be ISV partners or other partners in the room? ’cause we have partners of all types here. Yeah. What would you have, what would you say to them that need to do differently or better? [00:22:43] Marc Monday: Yeah. [00:22:44] Vince Menzione: Starting today, [00:22:46] Marc Monday: I, I don’t wanna be a broken record, but I would just say go faster. [00:22:48] Marc Monday: However fast you think you’re going, it’s not enough. Yeah. Um, the reality is I think Bill McDermott says like, the market’s never been this fast before and it will never be this slow again. Oh. The reality is this is the pace we run at, and the only way we can run at this pace is if we have the agents doing much of the work for us. [00:23:09] Marc Monday: So I would say go faster. The second thing I would say is automating a bad process is a bad process. So really go and interrogate the workflow that you’re actually thinking about identifying. I’ve seen too many instances from partners and partnerships where you’re taking a bad process and you’re trying to build automation. [00:23:29] Marc Monday: Go back and deconstruct it or start fresh blank piece of paper. Um, again, to my metaphor of the rear view mirror and the wind screen, like it’s, we should honor the past. We’ve done a wonderful job in the last 30 years of building all of this stuff. It’s just not built for this speed. So we need to really stay focused on what’s in front of us. [00:23:49] Vince Menzione: We talked a little bit earlier in one of the other sessions about the playbook and the three year plan, and then maybe moving to sprints. That’s right. How are you, how are you thinking? Are you thinking along the same lines? A [00:23:59] Marc Monday: hundred percent. Uh, we need to move at the pace. Sorry, I’m, we need to move at the pace that the roadmap is moving. [00:24:05] Marc Monday: So if we’re doing weekly, monthly, and quarter releases, we don’t wanna whipsaw the channel. We have to be careful of that. But the reality is, if we’re pivoting our product strategies or release strategies on a quarterly basis. We have to have that same level of agility. That’s where the people who’ve grown up in this profession taking really complicated stuff and making it simple is so critical. [00:24:26] Vince Menzione: Ami, you touched on AI’s role in the partner function. But let’s expand on that. What, what’s it gonna look like in two years? If AI becomes, will it replace the partner function? What, what do you see happening? [00:24:38] Amit Sinha: Absolutely not. I think, uh, we are seeing this evolution and, and you can see the parallels in the engineering organization. [00:24:44] Amit Sinha: When Claude Cursor came along, you saw engineering completely transformed as to how products are now built. How they are, how product managers write PRDs, how engineers actually code this, you know, code the scaffolding all the way to the user experience, how it’s tested. Everything has fundamentally changed. [00:25:01] Amit Sinha: So if you went and asked the engineering leader, how will your role change? Right? Imagine answering that question today, right? It’s fundamentally different. I feel like it’s coming to every function. Whether you want it or not, it’s coming to every function. And the partnership leader will look like the partnership operator that Rob talks about. [00:25:19] Amit Sinha: Yes. It’ll be about orchestrating real time relationships at the account level, at the opportunity level, and being a hands-on person. Uh, i, I would say even at the leadership level or down to partner managers, how can you cover the breadth of accounts and opportunities that’s out there to, for you to prosecute? [00:25:36] Amit Sinha: It’ll not look like I’m managing a partnership. It’ll not look like, Hey, I have to offer an MDF. It’ll not look like, Hey, let’s do A QBR, you know, and get all the teams engaged because that’ll be too late essentially. So this operator perspective is what’s gonna change just as it changed in engineering, it’s gonna happen in partnerships [00:25:56] Vince Menzione: perspective as well. [00:25:57] Marc Monday: Big plus one on what Rob’s talking about. I, I, I’m a big fan of that and I love this idea of using what’s happening in the developer world as an analog for where we’re going. Yeah. Um, I met a product manager last week and she was saying that she was producing 30 or 40 product requirement docs every week. [00:26:14] Marc Monday: Um, that’s remarkable output and she can only do that because of the way she’s leveraging ai. The same will be true for a partner manager, a 10 x, a 20 x, a 30 x on each individual once we get to that stage, and it will happen very quickly. [00:26:29] Amit Sinha: Yeah. Imagine putting a hundred joint account plans together in a day. [00:26:33] Amit Sinha: Yep. [00:26:33] Vince Menzione: Right. Incredible. [00:26:34] Amit Sinha: Imagine putting like five connections on an opportunity just surrounding your deal right now. Right. Doing that. [00:26:41] Vince Menzione: I couldn’t even, I, I couldn’t even imagine. I know you couldn’t even imagine when we were back in the days we were running PAMs and Yeah, totally. Those resources, what they had to do and what’s all totally automated today. [00:26:52] Marc Monday: It. It’s true, it’s true. I was, um, I was bemoaning this, I’ve been on the road a lot lately and I was like telling my wife, like, I long for the days where you have one meeting and you go, you know, you go to New York and you do a two hour QBR and you go to a nice dinner and then maybe you walk around Central Park. [00:27:06] Marc Monday: The reality is you’re doing a hundred of those every single day. It’s a different era. That’s where we need to get the tools to work for people. [00:27:15] Amit Sinha: Mark, I love your analogy around the rear view mirror versus the windshield. Mm-hmm. You have to see through the windshield. [00:27:20] Marc Monday: We do. We do. It’s amazing. Don’t be afraid. [00:27:23] Marc Monday: I, I mean, I would just say do not be afraid. Be excited. We in this room, get to lead the path. Yeah. It is an absolute privilege. [00:27:32] Vince Menzione: So insightful, gentlemen, you’ve been incredible to be on stage with today. Uh, I we have a le a little less than a minute. I was hoping maybe if there was like one question we could take. [00:27:42] Vince Menzione: I got John with a mic and then it’s lunchtime after this, so [00:27:48] Marc Monday: ask on because he can be more pithy. [00:27:50] Vince Menzione: Yeah. [00:27:55] Vince Menzione: Well, you’re both are gonna be around here. I hope [00:27:57] Marc Monday: we will be here. [00:27:58] Vince Menzione: Mark didn’t have you got to sleep in your own bed last night? [00:28:00] Marc Monday: Uh, yeah. It was a long day, but yes. I thank you for, it was very late. Thank you so much. Let’s put this on the record. Marks down. We’re having the event in Bellevue. That was great. [00:28:09] Marc Monday: We’re gonna [00:28:09] Amit Sinha: bring it back. We’re gonna bring it back to Bellevue. [00:28:12] Marc Monday: Seven mile commute is the best trip that I’ve had in many, many weeks. [00:28:17] Amit Sinha: Thank you. Well, thank you, gentlemen. It [00:28:19] was [00:28:19] Marc Monday: incredible. [00:28:20] Vince Menzione: Thanks for listening to the Ultimate Partner Podcast. If today’s conversation resonated, share it with a partner leader in your network. [00:28:28] 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, [00:28:44] Marc Monday: October [00:28:45] Vince Menzione: 26th through October 28th. Until next time. Keep showing up in the rooms that matter because being in the room changes everything.

Voice AI sounds simple until you try to deploy it at scale — across airports, accents, languages, and thousands of employees at once. In this episode of ServiceNow Insights, host Bobby Brill sits down with Midam Kim, an ML engineer and linguist at ServiceNow, to unpack what it actually takes to build voice AI as an enterprise product. From the out-of-vocabulary problem (why AI still struggles with names) to why turn-taking in conversation is a linguistic skill most people never think about, Midam breaks down the human science behind the technology. In this episode: - Why voice AI is replacing typing as the default way to interact with enterprise systems - The difference between building for employees (B2B) vs. building for their customers (B2B2C) - Why an airport is one of the hardest possible environments for voice AI — and what ServiceNow does about it - The "out-of-vocabulary" problem: why AI still struggles with names, accents, and rare expressions - Why ServiceNow's secret sauce is hiring linguists, not just engineers - The linguistic framework behind every voice interaction: sounds, words, and turn-taking - Why voice AI is like teaching a kid to speak for the first time Chapters00:00 — Welcome to ServiceNow Insights00:22 — Meet Midam Kim, ML Engineer & Linguist00:35 — Why voice is replacing typing01:48 — What voice AI actually does for employees03:40 — B2B vs. B2B2C: who's really using this?05:11 — Desk employee vs. airport traveler: two different problems06:42 — Building for an ever-changing environment08:53 — Why airports are the hardest use case09:54 — Accents, fluency, and the diversity problem11:20 — "My Name Is. My Name Is. My Name Is." — the OOV problem12:50 — The coffee shop name story13:20 — How ServiceNow trains its models14:59 — The 3 linguistic layers: sounds, words, interaction16:38 — Midam's turn-taking story from Korea18:33 — Why voice agents can't be "that person you avoid"20:16 — "We can make it great" Subscribe for more ServiceNow Insights episodes on AI, voice technology, and enterprise innovation. Related episode: Voice AI Agent Evaluation — how ServiceNow measures whether voice AI meets human expectations. https://youtu.be/x7Ks932T18o For more about voice in AI from Midam Kim - https://youtu.be/3NUf6W_FMWs?is=wGc7BfyhiDp8JlOW #VoiceAI #EnterpriseAI #ServiceNow #ArtificialIntelligence #Linguistics #ConversationalAI #AIProduct #PodcastSee omnystudio.com/listener for privacy information.

Voice AI sounds simple until you try to deploy it at scale — across airports, accents, languages, and thousands of employees at once. In this episode of ServiceNow Insights, host Bobby Brill sits down with Midam Kim, an ML engineer and linguist at ServiceNow, to unpack what it actually takes to build voice AI as an enterprise product. From the out-of-vocabulary problem (why AI still struggles with names) to why turn-taking in conversation is a linguistic skill most people never think about, Midam breaks down the human science behind the technology. In this episode: - Why voice AI is replacing typing as the default way to interact with enterprise systems - The difference between building for employees (B2B) vs. building for their customers (B2B2C) - Why an airport is one of the hardest possible environments for voice AI — and what ServiceNow does about it - The "out-of-vocabulary" problem: why AI still struggles with names, accents, and rare expressions - Why ServiceNow's secret sauce is hiring linguists, not just engineers - The linguistic framework behind every voice interaction: sounds, words, and turn-taking - Why voice AI is like teaching a kid to speak for the first time Chapters00:00 — Welcome to ServiceNow Insights00:22 — Meet Midam Kim, ML Engineer & Linguist00:35 — Why voice is replacing typing01:48 — What voice AI actually does for employees03:40 — B2B vs. B2B2C: who's really using this?05:11 — Desk employee vs. airport traveler: two different problems06:42 — Building for an ever-changing environment08:53 — Why airports are the hardest use case09:54 — Accents, fluency, and the diversity problem11:20 — "My Name Is. My Name Is. My Name Is." — the OOV problem12:50 — The coffee shop name story13:20 — How ServiceNow trains its models14:59 — The 3 linguistic layers: sounds, words, interaction16:38 — Midam's turn-taking story from Korea18:33 — Why voice agents can't be "that person you avoid"20:16 — "We can make it great" Subscribe for more ServiceNow Insights episodes on AI, voice technology, and enterprise innovation. Related episode: Voice AI Agent Evaluation — how ServiceNow measures whether voice AI meets human expectations. https://youtu.be/x7Ks932T18o For more about voice in AI from Midam Kim - https://youtu.be/3NUf6W_FMWs?is=wGc7BfyhiDp8JlOW #VoiceAI #EnterpriseAI #ServiceNow #ArtificialIntelligence #Linguistics #ConversationalAI #AIProduct #PodcastSee omnystudio.com/listener for privacy information.

Andy Roddick is back on Served to break down a loaded week of tennis news. Carlos Alcaraz sets social media on fire with full-speed hitting videos ahead of his US Open and Cincinnati title defense. The guys react to Taylor Fritz taking the Washington title over Rafa Jodar, Alexandra Eala's breakout run as the first Filipino to win a WTA singles title, and whether she's officially a top-ten threat? Plus: the ITIA's four-year suspension of 2023 Wimbledon Champion Markéta Vondrousova is confirmed — Andy digs into the ruling, the missed-test protocols every player should know, and why his early sympathy shifted. The crew also covers Cruz Hewitt following in Lleyton's footsteps, Emma Raducanu ruled out of the US Open with a stress fracture, Venus and Serena Williams landing a Cincinnati doubles wildcard, and Novak Djokovic's radical scoring idea. COMMENT BELOW:What do you think of Carlos Alcaraz's practice videos?

Palantir reported quarterly earnings that beat Wall Street expectations, according to The Guardian on August 3, 2026, with the quarter described as otherworldly. The company's platforms include Gotham for defense and intelligence, Foundry for commercial operations, and AIP for model orchestration against governed data. Public sector demand spans logistics, cyber defense, and emergency response, while commercial buyers in manufacturing, energy, and healthcare focus on predictive maintenance, outage reduction, and supply chain visibility. Competition includes Microsoft, Amazon, Google, Databricks, Snowflake, ServiceNow, Salesforce, and IBM. Palantir has emphasized GAAP profitability since 2023, and analysts will watch remaining performance obligations, customer additions, and revenue mix. Founders should align with buyer checklists by delivering secure, auditable AI with rapid time-to-value and clear metrics.Learn more on this news by visiting us at: https://greyjournal.net/news/ Hosted on Acast. See acast.com/privacy for more information.

Don’t get left behind on AWS! Don’t get left behind on AWS! Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/ Check Out UPX: https://theultimatepartner.com/experience/ In this episode, we go deep inside the AWS Marketplace with Louise Strandoo, who spent nearly a decade building AWS’s marketplace business from the ground up and now leads partner development for AWS’s data, analytics, and storage practice. Louise unpacks COST, the six-pillar framework her team built by studying what actually separates hypergrowth startups and billion-dollar sellers from partners who treat marketplace as a side project. We break down why operational excellence has to be in place before you ever enable your sales team, why executive sponsorship from the top of the organization is what keeps a marketplace strategy from collapsing into a single point of failure, and why product-led growth is no longer optional now that buyers, and increasingly AI agents, expect to try, buy, and deploy software without waiting on a human to close the loop, https://www.youtube.com/watch?v=pwyAP7yVy3I Key Takeaways Success on AWS Marketplace requires a comprehensive framework like COST, not just a simple checklist of tasks. Your product must be something customers actually want to buy, not a subpar offering used merely to test the waters. Operational excellence is required to ensure your marketplace motion has the sustainability to scale globally. Product-Led Growth (PLG) is essential for enabling frictionless procurement, especially as buyers shift toward agent-driven AI solutions. Executive sponsorship is critical; building a strategy without leadership buy-in will prevent it from gaining real traction. Sales alignment ensures reps are appropriately compensated and friction is removed, preventing them from avoiding marketplace transactions. If you're ready to lead through change, elevate your business, and achieve extraordinary outcomes through the power of partnership—this is your community. At Ultimate Partner® we want leaders like you to join us in the Ultimate Partner Experience – where transformation begins. Key Tags AWS Marketplace framework, COST methodology, product-led growth, agentic procurement, hyperscaler ecosystem, operational excellence, revenue friction, private offers, co-sell acceleration, strategic collaboration agreements, resilient architecture, cloud commitments, organizational transformation Key Tags Louise Strandoo Audio Episode [00:00:00] Louise Strandoo: Salespeople, rightly so. They don’t wanna introduce something that’s going to add a complexity to the deal. They’re like, why would AWS wanna be involved? [00:00:11] Vince Menzione: You can feel it happening. The ecosystem is shifting beneath us, the way Hyperscalers are partnering, how AI’s remaking the channel and what it means to win in 2026. [00:00:22] Louise Strandoo: Welcome to the Ultimate Partner Podcast. I’m Vince Menzi. Own [00:00:26] Vince Menzione: 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. [00:00:45] Vince Menzione: It is the strategy because being in the room changes everything. Let’s start. [00:00:53] Louise Strandoo: And Louise Strand, come on out. Come on up. Uh, our first, our first [00:00:59] Vince Menzione: Amazon executive at, at this session. Not our first ever, but our first at this session. [00:01:06] Louise Strandoo: Happy to be [00:01:07] Vince Menzione: thrilled to have you. I, why don’t we sit down on an, um, I’ll have you sit here and, you know, you get, take one of the ultimate partner pillows with you since you’re a first assignment attend. [00:01:15] Louise Strandoo: Wonderful. [00:01:16] Vince Menzione: Uh, [00:01:16] Louise Strandoo: good [00:01:17] Vince Menzione: to hear. So great to have you. I thought maybe we’d start, maybe, uh, with you, uh, explaining your role. Then we can start talking about costs, which is the subject is like near and dear, and we’ll talk about that, about what that is. But I want to keep people on their pins of their seats right now. [00:01:33] Vince Menzione: So tell us, tell us more about you and your role and your journey at AWS. [00:01:37] Louise Strandoo: Yeah, well thanks for having me. Good to see everybody in the room. Um, so my name’s Louise. I have spent the better part of the last nine and a half years at AWS and I spent almost that whole time, probably around eight years. In AWS Marketplaces business Development organization, um, I joined to help startups figure out how to scale their business on the marketplace. [00:02:00] Louise Strandoo: And from there, I grew into a number of different roles, helped ISVs figure out how to scale their marketplace business of all sizes. Um, I worked with some of our top sellers on the marketplace, figure out how to really scale their revenue through the marketplace. Today I am actually the lead of the data analytics and storage partner development team. [00:02:20] Louise Strandoo: Nice. Within the US Tech partnerships organization. So it’s been a really cool transition to go from like all marketplace focused. And throughout that time, marketplace kind of became the center of partnerships. Yep. Within our partner program. Um, so now I manage PDMs and partners and we still talk a lot about marketplace. [00:02:40] Louise Strandoo: Also everything else that we do as a partner. So it’s, um, it’s been a fun journey. [00:02:45] Vince Menzione: And we were talking about this earlier, like you started with Marketplace and then moved out where all the other organizations started from partnership and moved into marketplace. Mm-hmm. Almost the other up. And you have built a framework costs [00:02:59] Louise Strandoo: mm-hmm. [00:03:00] Vince Menzione: Characteristics of successful sellers. And I have a set of operating principles about successful partnering. So I’m really intrigued about this conversation. I was hoping you could walk us through it, like what are these characteristics and where do most partners fall short in terms of characteristics? [00:03:18] Louise Strandoo: Yeah, so, um, like all really good things, cost was an effort that I built alongside a bunch of other really smart people. And we started to have this conversation about what does, uh, you know, what does success look like? We we’re focused in the beginning, in my marketplace journey on getting. Partners to sell on the marketplace, getting them to list and adopt the features. [00:03:41] Louise Strandoo: And of course they’re like, why would we do this? And we’re like, that’s a great question. Let’s figure out like really what the why of this whole thing is. And as we started to get partners who were startups and some of our really large partners activated, we started to see all kinds of value and how marketplace was helping co-sell and all this good stuff. [00:03:59] Louise Strandoo: And we needed to figure out like how do we identify what is like the lightning in the bottle? So we looked across some of the most, uh, hypergrowth companies on the marketplace. Mm-hmm. Some of those startups that had really propelled into major success stories. And then some of those like really scaled enterprise sellers, the one [00:04:17] Vince Menzione: that got to a billion dollars. [00:04:18] Louise Strandoo: Exactly. The market, our billion dollar market market. Billion dollar sellers. Right? Yep. And we looked at what are the common characteristics that all of those partners embody. Yes. And how do we kind of. Define a framework that is not a checklist because a lot of us were doing that at the time. Here’s all the things that you should do to make it work well. [00:04:34] Louise Strandoo: It doesn’t really work from partner to partner. Everyone has a unique go-to market strategy. Yeah, so we developed costs to kind of be this overarching tool that partners can use to say, do we have the right kind of fundamental approach to how we’re going to market with AWS and how we’re thinking about the marketplace. [00:04:51] Louise Strandoo: Do we have the right tools to like bring our overall go-to-market strategy to A AWS and to the marketplace so we’re not doing two separate things. That was sort of the genesis of the idea. Makes [00:05:02] Vince Menzione: a lot of sense. [00:05:04] Louise Strandoo: So, um, the characteristics, there’s six of ’em. I won’t go into detail about every single one. [00:05:11] Louise Strandoo: Oh, [00:05:11] come [00:05:11] Vince Menzione: on. We’ll do that one. Yeah. We have some people in the room that are gonna be intrigued by this. Go ahead. [00:05:16] Louise Strandoo: So, um, the first pillar is. Partnership with AWS, you can’t do marketplace without figuring out what, what’s your overall partner strategy, right? So how are you using the partner programs to drive differentiation in your business? [00:05:30] Louise Strandoo: Yep. How are you using our funding programs to elevate the parts of your business that you really wanna accelerate? Um, and how are you thinking about your partner strategy with AWS overall? [00:05:40] Vince Menzione: Interesting. [00:05:41] Louise Strandoo: The second one is, uh, selection on AWS marketplace. [00:05:44] Vince Menzione: Product selection. [00:05:45] Louise Strandoo: That’s right. [00:05:45] Vince Menzione: Yeah. [00:05:46] Louise Strandoo: You gotta have a product on the marketplace that your customers wanna buy. [00:05:49] Louise Strandoo: I think the biggest thing that partners have done wrong over the years is they think, let’s do crawl, walk, run. We’re gonna put something up there that we’re not, you know, really excited about, but we’ll see how it does and then we’ll try to invest from there. [00:06:03] Vince Menzione: Mm-hmm. [00:06:04] Louise Strandoo: If you put something out there that nobody knows how to sell, then that you’re not excited about, your customers aren’t probably excited about it either. [00:06:09] Louise Strandoo: There’s no reason it’s gonna do well in the marketplace. [00:06:10] Vince Menzione: Yeah. It makes no sense to me. [00:06:12] Louise Strandoo: Yep. So you gotta have something good. You gotta have your marquee product, and then you wanna use features that are gonna help buyers actually access that product in a way that’s frictionless. Yeah. The third one is operational excellence. [00:06:25] Louise Strandoo: So that’s looking at how are you structuring your organization and investing in all the right processes that you need to scale the business. Reporting at a global scale, understanding how to recognize revenue and thinking about all of the in-between moments of. Being on the marketplace, creating an offer, how does your sales team gonna get in touch with you when you need to send that offer out? [00:06:47] Louise Strandoo: And how are you making sure that an alliance person isn’t trying to find an outlet in a random corner of an airport to send a private offer to a customer? All of that structural stuff to make the, the motion scale. [00:07:00] Vince Menzione: So we’re talking product led growth versus. One off or [00:07:04] Louise Strandoo: all of it? All of it. Okay. No matter what kind of partner you are, you have to have operational excellence. [00:07:08] Louise Strandoo: Yeah. To make sure that your marketplace and your partnership motion has sustainability and scale. The next two, I’ll kind of go through fast. There is, yeah. Um, partner commitment to marketplace revenue. So what do you really want Drive from a revenue perspective, right. How do you get your leaders bought in on that, and how do you set a goal that dictates what you’re doing? [00:07:28] Louise Strandoo: And then how do you define sales alignment? From a structural perspective to say we’re gonna remove friction that could get in the way of the field selling this thing. We’re gonna remove things that are, um, negating reps from wanting to go through marketplace because it’s impacting their comp. Yeah. Or it’s really hard. [00:07:46] Louise Strandoo: All of that kind of structural stuff goes into the sales alliance. [00:07:49] Vince Menzione: So there’s, yeah. I wanted to take this apart a little bit too, if you don’t mind. No [00:07:52] Louise Strandoo: problem. [00:07:53] Vince Menzione: Because I think about this a lot. So when you start talking about an organization, you’re talking about what this, we’ll call it an ISV Sure. Or an si, but. [00:08:00] Vince Menzione: You know, ISPs primarily is where it all started. They need to get their internal operational excellence. Right, exactly. Which means their, their ops piece. Yep. And their sales execution. They’re gonna to market all those things. The sales alignment side. Is that their sales teams [00:08:18] Louise Strandoo: correct. [00:08:19] Vince Menzione: Are compensated properly so that they don’t go around the systems. [00:08:22] Vince Menzione: Exactly right. They’re aligned. They’re aligned to go drive the right results. [00:08:25] Louise Strandoo: Exactly. [00:08:26] Vince Menzione: Because they’ve made commitments as well. [00:08:28] Louise Strandoo: Yeah. [00:08:28] Vince Menzione: Yeah. [00:08:29] Louise Strandoo: And I always talk about marketplace, like it is transformation. It’s different. It’s not what you’re doing today. [00:08:35] Vince Menzione: That’s right. [00:08:35] Louise Strandoo: Salespeople, rightly so. They don’t wanna introduce something that’s gonna add a complexity to the deal. [00:08:43] Louise Strandoo: They’re like, why would AWS wanna be involved? Stay away. So if that is already there and then on top of that Mm, they don’t get paid as much when they go direct. [00:08:53] Vince Menzione: Right? Right. [00:08:54] Louise Strandoo: They’re not gonna go through the market nice. [00:08:55] Vince Menzione: No, they’re not. [00:08:55] Louise Strandoo: They’re not gonna bring anything to you and the partnership team saying like, Hey, we really wanna figure out how to make this engine work with AWS So we have to do as much as we can to remove that friction from the experience. [00:09:06] Vince Menzione: So, you know, you mentioned private offers, which made me think about like product-led growth versus private offers. ’cause it’s, it feels like marketplace from the beginning. It’s changed. It [00:09:15] Louise Strandoo: has, [00:09:16] Vince Menzione: you’ve been doing this for a number of years. You were first to market with a marketplace. There was, I’ll call a lot of friction because there was channels and other, other routes to market direct selling. [00:09:27] Vince Menzione: Tell us, take us through some of those experiences. Yeah, yeah. Like what was that like? And then obviously you built cos because you had a lot of field engagement with these organizations trying to get them to go do it the right way. [00:09:38] Louise Strandoo: Right? [00:09:39] Vince Menzione: Yeah. [00:09:39] Louise Strandoo: So it’s interesting actually, when we built the marketplace. [00:09:42] Louise Strandoo: It was completely like a product-led growth motion, as in let’s just figure out a way to let AWS customers find amis in the marketplace. Developers are gonna go get it, and they’re just gonna buy it without any additional push from the field or like co-sell. That doesn’t need to happen. Then we heard from customers, Hey, this is great. [00:10:02] Louise Strandoo: But what we really want is also to be able to buy bigger contracts. We wanna customize our contracts, we wanna negotiate price when we’re buying this on behalf of, you know, large organizations. We’re not just buying what’s on the shelf. We need something more custom. So we introduced this concept of private offers to make sure that we could bring all of that customization into the process. [00:10:23] Louise Strandoo: And then we heard from customers saying, uh, we want to purchase from our preferred channel partners. We really wanna make sure that we’re, you know, not losing that source of, um, engagement with our really critical partners. So we had to figure out, hey, how can we make it so that we’re not competing with the channel? [00:10:41] Louise Strandoo: ’cause we’re not really a channel at all. Right. So we had to go and build our platform that allowed for channel partners to sell through the marketplace and augment that private offer piece to say, Hey, if you want, you can have a channel partner resell your product through the marketplace. So today we kind of see all of those as just different routes to market and different ISVs are gonna embrace different routes to market. [00:11:04] Louise Strandoo: First, the really important thing about costs is that it’s. Pushing partners to think about bringing their go to market strategy that works outside of the partnership to the marketplace. Mm-hmm. So if you’re an ISV that doesn’t sell with channel today, don’t start with channel partners on the marketplace. [00:11:21] Louise Strandoo: Right. If you don’t do product-led growth today, probably figure that out before you start doing it on the marketplace. Yeah. But if you’re doing those things, if you’re not doing those things, you should look at why not, and could we be doing those things and then we have the ways to bring it into your strategy with AWS marketplace. [00:11:38] Vince Menzione: So what separates the partners who kind of build this flywheel of success that you describe from those who treat it maybe as a side project? And do you, do you see less and less of that today too? I wanna, I wanna ask you. [00:11:50] Louise Strandoo: No, I think, um, the more mature the marketplace gets [00:11:57] Vince Menzione: Yeah. [00:11:58] Louise Strandoo: The more obvious some of the, uh, characteristics of success become and the more important. [00:12:06] Louise Strandoo: Embodying that framework becomes for partners as they grow to become the next billion dollar seller, right? And become the next a hundred million dollar seller. Um, I think a couple things come to mind for me. The first thing is that like at AWS overall, we talk a lot about like resilient architecture. We talk a lot about what does it look like to drive successful transformation. [00:12:29] Louise Strandoo: All of that has to happen in the partnership. Partners that have really strong marketplace motions with AWS, they do not have single points of failure. They are not expecting an alliance lead to manage everything and then have the business collapse if they leave. [00:12:46] Vince Menzione: Yeah. [00:12:46] Louise Strandoo: They figure out how to delegate and get buy-in from leadership so that they have multiple folks invested in the strategy for multiple angles so that there’s scalability and sustainability. [00:12:58] Louise Strandoo: Without that. You could do all the things right with costs and if there’s res, if there’s no resiliency, if there’s, if there’s a single point of failure, it doesn’t scale and it doesn’t last. [00:13:09] Vince Menzione: It’s so funny ’cause you haven’t seen my seven principles of, of successful partnering, but we talk about growth mindset, we talk about executive commitment and then clarity on your vision and what you’re hoping to achieve. [00:13:21] Louise Strandoo: Yeah. [00:13:22] Vince Menzione: Like that’s your internal victory. You’ve gotta get those things right. That’s exactly what you just said. A hundred [00:13:26] percent. [00:13:26] Louise Strandoo: And you can’t, you, you know, like if you don’t have that executive sponsorship, [00:13:30] Vince Menzione: yeah, [00:13:32] Louise Strandoo: great. You’ve done the cost framework, but where are you gonna go with it? [00:13:35] Vince Menzione: And it’s not just the sponsorship, it’s. [00:13:38] Vince Menzione: Up in, from the top of the organization all the way down to the selling floor. Completely. Right? [00:13:42] Louise Strandoo: Completely. [00:13:42] Vince Menzione: Everybody has to be aligned. Resources, investments all need to be aligned to this. Mm-hmm. [00:13:47] Louise Strandoo: Mm-hmm. [00:13:47] Vince Menzione: We’re speaking the same language earlier. A hundred percent. I love it. I love it. I love it. Um, so what does, we talked about product-led growth, but I want to maybe jump in here a little bit more. [00:13:58] Vince Menzione: Because I think it’s, it’s becoming more prevalent today, isn’t it? Yeah. It’s like, you know, we talked about private offer. It was really private offers, at least my perspective was a few years ago, I wanna buy something from you. Oh, you have a cloud commitment. I can access the cloud commitment. [00:14:13] Louise Strandoo: Yeah. [00:14:14] Vince Menzione: And so it was always the private offer thing that was going on behind the scenes, which required a lot of internal resources to go drive. [00:14:19] Louise Strandoo: Yep. [00:14:20] Vince Menzione: Let’s talk about product led growth. ’cause that becomes a fly more of a flywheel that’s automated Yeah. And allows you to sell while you’re sleeping kind of thing, you know? [00:14:28] Louise Strandoo: Totally. [00:14:29] Vince Menzione: Yeah. [00:14:30] Louise Strandoo: So I think, um, we have heard a lot from customers saying, okay, when we really need to negotiate and we need something custom, we wanna be able to do that. [00:14:40] Louise Strandoo: But we also wanna be able to purchase things quickly. We don’t wanna have to go out to dinner every time we need to upgrade, uh, like our licenses and get a new contract. We wanna be able to experiment and pick the things that resonate best with the line of business users that are, you know, increasingly taking some of that buying power. [00:14:59] Louise Strandoo: And I think especially now that we’re entering into, you know, the unprecedented, unprecedented times, it’s everything is AI like. There is more, um, pressure than ever to have users quickly figure out, does something add value to me and my business right now? And if it does, then I’m gonna keep using it, and if it doesn’t, I’m gonna go to the next thing. [00:15:22] Guest: Right. [00:15:22] Louise Strandoo: Product led growth is really about eliminating some of that I would say. Paperwork at the start of the process and putting the power in the hands of the user to say, can this product solve your challenge? And as more and more buyers are looking at Agen solutions, they wanna be able to try something, see if it works, and then quickly buy it without having to go through a whole bunch of steps because they have work that needs to be done right now. [00:15:54] Louise Strandoo: So the marketplace, that was our roots, like we started with this PLG motion. So we have all of that foundation to do it, and we’ve spent a lot of time over the last two, three years, like really investing in that from our engineering and roadmap perspective to build a whole bunch of features and capabilities that support product-led growth. [00:16:11] Louise Strandoo: We have things like free trials request, demo request, a private offer if you want to. Um, we introduced something, you know, last year that was an express private offer experience. Hey, you know, you want custom pricing. Request it and we’re gonna give it to you right away because the vendor has populated rate cards. [00:16:26] Louise Strandoo: Right? So all of those things I think are really important right now to say, yeah, when your customers like, wanna get going, now let’s stop. Putting barriers in the way and let your product actually show its value immediately. [00:16:38] Vince Menzione: And you were actually putting buttons or making buttons available Yeah. For people’s websites. [00:16:42] Vince Menzione: Exactly. So they could just say, click here and [00:16:43] Louise Strandoo: buy. Absolutely. We buy with a Ws. You can click from your own website, your own marketing pages to route them to the marketplace. If that’s the preferred way to transact, [00:16:50] Vince Menzione: yeah, why not? [00:16:51] Louise Strandoo: Yeah. [00:16:52] Vince Menzione: So you mentioned ai. We talked a little bit, I call it the tectonic shifts. [00:16:56] Vince Menzione: We, we’ve seen this incredible transformation happening so fast. And now we’re talking about agents. Right. And, uh, John Yo was over here from, uh, earlier from Sugar talking about like, what happens if the buyer is an agent? [00:17:08] Louise Strandoo: Totally. [00:17:09] Vince Menzione: Let’s talk about that. [00:17:10] Louise Strandoo: Yeah. I mean, I think that PLG and like is the right thing to enable a agentic procurement. [00:17:18] Vince Menzione: Yeah. [00:17:19] Louise Strandoo: If, um, you know, like in the, uh. 2019 when private offers were like, that was the big boom. We were like getting people to sign up on the marketplace. All we were focused on was private offers. So many sellers would have products on the marketplace where you’d click and purchase it and it would just say, thanks for buying, and it’d be like, we’ll get in touch with you and like a 24 hours and then we’ll figure it out. [00:17:42] Louise Strandoo: No worries. Thanks for buying. If that doesn’t work. If you’re an agent, it doesn’t work. An agent would be like, okay, this is like a dead end, right? Yeah. Agents are gonna look for products that they can purchase and begin using instantaneously. So yeah, product-led growth is like a really good, um, strategy that ISVs can use to future proof their business and make sure that they’re not just catering to an evolved. [00:18:06] Louise Strandoo: You know, procurement persona who maybe is looking for that faster transaction, but also preparing for that agent persona. Yeah. That is gonna be helping make software procurement scale. [00:18:17] Vince Menzione: So what do the partners in the room need to do to rethink how they think about this? [00:18:22] Louise Strandoo: I think there’s a couple things. I think you know, number one, you can look at the cost framework and start to use it as a jumping off point to evaluate your business. [00:18:31] Louise Strandoo: You can look through a bunch of resources that we’ve put out around costs, and one of the first blogs that I wrote has a Buzzfeed style quiz. You can go through and be like, where are we at? And if you realize after you run through that exercise that you’re farther away from where you wanna be in terms of partnering with AWS, it’s a really good dump like starting point to be like, great, here’s the challenges. [00:18:56] Louise Strandoo: But the biggest message I would relay to the partners is. Do not wait to try to go build this and then bring it to your executives and say, look what I built. It’s not gonna go anywhere. You need to go and use that as the cry to your leadership team. Like escalate. Now here’s the opportunity that we have with AWS. [00:19:17] Louise Strandoo: Let’s look at all of the awesome studies that we and our partners have put out over the years. Look at your competitors that are in the marketplace, your competitors that are partnering with AWS, and start there by saying, we’re. Behind or we’re missing in these areas. We could be doing, you know this, to make our product more a ag agentic ready. [00:19:37] Louise Strandoo: We could be doing more in marketplace to ensure that we’re capitalizing on the private offer business, and we need to figure out how we’re gonna drive commitment now so we can go and build this if you try to build it. Then show the value later. It’s gonna be really hard to then be pushing that boulder up the hill. [00:19:55] Louise Strandoo: So the more that you can lean into getting the sponsorship early on, you’re gonna have a much easier time then navigating, you know, all the hard work that comes with partnership co-sell, um, and, and everything kind of fun that we get to do once we get to go to market with our partners. [00:20:10] Vince Menzione: Do you have one piece of advice for each one of the. [00:20:13] Vince Menzione: Conditions or characteristics for, for, for this group to follow or [00:20:17] Louise Strandoo: think about? I think that, um, the, we didn’t talk about the last one, which is a good one to end on, which is enablement. [00:20:22] Vince Menzione: Yes. [00:20:23] Louise Strandoo: Enablement starts with like most of the time, ISVs in particular, and this, it goes for channel partners as well. [00:20:30] Louise Strandoo: They’re like, we gotta enable the field go and enable all the salespeople why they should do all this stuff. You have to do these things like in some sequence though. So if you go and enable the field, everybody do marketplace and they’re like, how? Where do we go, right? Do we send you the leads? Are we slacking you? [00:20:47] Louise Strandoo: Like are we emailing? Like what do we do? You have to then go back and be like, actually, our operational excellence isn’t sorted out. We need to do that first. And who needs to be enabled from that side of the house? Like don’t forget to enable your rev ops teams, your deal desk teams, all of the teams that are kind of essential to making your partnership with AWS Hum need to be enabled in the way that is relevant for their business. [00:21:10] Louise Strandoo: So when you, you know, think about like what do you need to do across all the pillars? It’s gonna be different depending on what your go-to-market focus is. If you’re a hundred percent focused on selling through SIS today and through channel, maybe product-led growth is not the top priority, but then you need to go and figure out, okay, so how have we. [00:21:28] Louise Strandoo: Figured out which partners we wanna work with on AWS and how have we enabled them and have we communicated that enablement to our salespeople? Are we removing unnecessary barriers to them transacting? That’s what you really gotta figure out. So it’s really about looking at how you execute outside of marketplace, outside AWS, figuring out what that, what are the strongest pieces that you do in your business today, across those pillars, and then asking to replicate that with your partnership with AWS. [00:21:56] Vince Menzione: Nice. So to the room here is, um, if someone in this room doesn’t, does one thing differently on the marketplace, what should it be? [00:22:08] Louise Strandoo: There’s so many things I can think about. I think like first [00:22:12] Vince Menzione: you’re coaching ’em [00:22:13] Louise Strandoo: individually, [00:22:13] Vince Menzione: by the way. Just think about it that way. [00:22:15] Louise Strandoo: One of the first things like, it depends on where you’re like, where you’re at in your journey. [00:22:18] Louise Strandoo: So like, quick show of hands, who is, um, a partner that is like using the marketplace today? [00:22:26] Vince Menzione: There’s quite a few actually. [00:22:27] Louise Strandoo: Okay. Awesome. Thank you for helping drive the marketplace. So for those of you that raised your hands, like my sentiment to you all would be figure out how you are incorporating marketplace as the center of your strategy with AWS. [00:22:44] Louise Strandoo: We are increasingly using marketplace as the point of scale for all things about partnership. All things funding are like increasingly requiring some hook into marketplace. So we can actually provide more funding and scale increase like more. So think about like how do you use marketplaces that like center of your partnership, um, for those of you that are not on the marketplace today and are thinking like, is this something that is valuable to me? [00:23:15] Louise Strandoo: Is this something that I should think about and do? You should absolutely. Go look at who are your competitors? Who are the folks that are already out there on the marketplace and, and why aren’t you there? And then you should start to look at what are the characteristics of successful sellers to map out What could we do and what’s the kind of order of operations that we should take to figure out like, how do we get there? [00:23:40] Louise Strandoo: How do we have a plan from the beginning to get buy-in for our partnership with AWS so that we’re not going about it, expecting that it’s gonna just like drive a bunch of leads to the business. It’s not what it does well, but it is gonna help accelerate the way that you co-sell with AWS, which can be a tremendous value add when done appropriately. [00:23:58] Louise Strandoo: So I think, yeah, like figure out the right way that it’s gonna unlock business value depending on what’s most important to your priority. Um. Today [00:24:08] Vince Menzione: we have about three and a half minutes, and I, I’m eager to see if there’s any questions. I, I, um, I, John’s right here with the mic and I love that. I love the, want to get the interaction here in the room. [00:24:19] Louise Strandoo: Yeah, [00:24:20] Vince Menzione: it’s a great group. [00:24:25] Guest: Oh, [00:24:29] Vince Menzione: can they light up that mic? Maybe [00:24:33] Louise Strandoo: Good. [00:24:37] Vince Menzione: There you go. That’s fine. There you go. It’s working. Alright. [00:24:41] Guest: Thank you so much. This is a really great presentation, first of all. I love it. Um, I’m actually part of the, uh, the GSI, so I work cognizant. My name is Ana Hill, um, and I’m manage alliances with ServiceNow. Um, our goal is in the really near future to really engage with all the hyperscalers in sell. [00:25:00] Guest: So that’s one thing. But my interesting, my question is how do you, how, how does AWS measure success? Of the partners who are on your platform, what are the metrics? How do you determine which partners are actually successful and what other partners can use to learn from that? [00:25:19] Louise Strandoo: Yeah, that’s such a great question. [00:25:21] Louise Strandoo: So, um, something that I think is like super helpful that you bring up is cost is not a, um, a scorecard that says everybody that does all these things is a good partner. It’s basically inputs that we have come up with that are supposed to help with the partnership outcomes. Um, so partners, we measure a whole bunch of different things. [00:25:47] Louise Strandoo: I think PDMs and my team carry goals across like seven different categories. There’s a couple of big things that we look at. We look at the revenue that you drive through the marketplace, so whether that’s through private offers or through your self-service business or through. Selling through a reseller, or if you are the reseller, like what is that resell business or driving? [00:26:05] Louise Strandoo: Um, we look at what are the opportunities that you’re bringing and sharing with AWS and that you’re launching. So through our lead sharing mechanism. Not only what are you launching, but what are you sharing with us that is qualified that you’re bringing the field into? Um, we look at things like migrations and migration, realized revenue. [00:26:25] Louise Strandoo: How are you helping drive customers to the cloud? And how are you helping customers not just get everything set up, but you start actually using it. Um, so we really are gonna look across like a multitude of those metrics and when we look at like which partners are kind of leading the way. We’re gonna start to look at the revenue in those buckets, right? [00:26:44] Louise Strandoo: Like who’s sharing and bringing and growing with us? Who’s bringing more opportunities to engage before it happens on the marketplace? Who’s actually completing that transaction? And then who are helping who, who are the partners? Kind of like leading those big types of transformations, migrations, and, and realize revenue. [00:27:00] Louise Strandoo: This is really great. Yeah. Yeah. [00:27:04] Vince Menzione: Thank you. Any other questions? Come on. We’ve got 30 seconds left. We have time for that one last question. Run over there. John. Come on. [00:27:17] Guest: Thank you again, a great, uh, presentation. One question I had is, uh, this morning, right Jay from, uh, oia, right? He identified a whole bunch of, uh, companies that are doing. [00:27:28] Guest: More than a billion dollars in revenue with AWS. [00:27:30] Louise Strandoo: Mm-hmm. [00:27:31] Guest: What would you say are one or two top qualities among these companies that help some drive? I can give [00:27:36] Louise Strandoo: six. And they’re all of these. Yes. [00:27:39] Vince Menzione: The cost, [00:27:40] Louise Strandoo: but like, I think, um, so I love it. Yeah. My, my team we’re working on some content to better capture, like Yeah. [00:27:48] Louise Strandoo: You, you’ve gotten there, you’ve done the six basic things. Now what happens when you’re a billion dollar business? What does it look like there? It’s a lot of the same stuff, right? Like billion dollar billers on the marketplace. They embody that resilience, for example, in their operational mechanisms. [00:28:03] Louise Strandoo: They’re moving beyond the point of there being like one person that creates private offers and they’re like just part of the partnership team. They activate their, um, their deal desk to really manage private offers and marketplace business at scale. They’re integrating their pipeline to share deals proactively through their CRM system and they have really targeted enablement that is. [00:28:24] Louise Strandoo: Really pushing to the field to make sure that every person in their team understands the value of cloud value of AWS and how marketplace accelerates the pipeline. So the more mature that you become as a marketplace seller, like the more that cost is relevant to help keep you on track and be that kind of north star to say like, you could do a cool bunch of stuff with us, but here’s really where you wanna check and see, like what can you do to evolve the business to the next stage? [00:28:49] Vince Menzione: What you’ve said is so like impactful and we have some experts in the room that do this. They help these organizations better understand it’s really getting into your field organization to help them understand how to. How to show up for meetings with AWS re, like how to, how to, uh, co-sell together, how to think about going after these opportunities. [00:29:09] Vince Menzione: What, when you’re, when you’re talking to customers, potential customers about their cloud commitments, like what are the right questions to ask in the pro? There’s so many things, like I’m sure the costs six has like 150 each [00:29:21] Louise Strandoo: Easily [00:29:21] Vince Menzione: steps. Yeah. You know, to it. [00:29:24] Louise Strandoo: Yeah. And I think like, just to follow on that. [00:29:26] Louise Strandoo: Um, we have partners who have gone and they’ve been like, okay, we’re getting a strategic collaboration agreement with AWS. We’re getting funding, and if they don’t have this, it doesn’t work. It doesn’t work. It fails. So this is really like, yeah, it’s about building that resilient architecture to say, if we go big, do we have the execution plan to succeed? [00:29:47] Louise Strandoo: You can’t start with a plan to say, give us a bunch of funding and we’ll go do it. Your salespeople will say. Know what that is. Don’t care. Yeah. So you have to put all of that, you know, all of those building blocks in first to make sure that we can actually execute. [00:30:01] Vince Menzione: You need alignment from the executive suite down to the selling floor. [00:30:05] Louise Strandoo: A hundred percent. [00:30:06] Vince Menzione: Yeah. [00:30:06] Louise Strandoo: Yep. [00:30:06] Vince Menzione: That’s really what it’s all about. [00:30:07] Louise Strandoo: Yep. [00:30:08] Vince Menzione: Louise, thank you so much. It’s been incredible. So great to have you join us. Thank you [00:30:15] so [00:30:15] Louise Strandoo: much. Yes, thank [00:30:16] Vince Menzione: you. [00:30:16] Louise Strandoo: Thank you, [00:30:16] Vince Menzione: thank you. Thanks for listening to The Ultimate Partner Podcast. If today’s conversation resonated. Share it with a partner leader in your network. [00:30:26] 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.

The episode identifies a core structural shift in the managed services industry: the decoupling of service measurement from observable work due to the adoption of autonomous service desk technologies. This shift is driven by the introduction of automation platforms—such as Atera's Robin, Acronis AI Service Desk, and NinjaOne's endpoint automations—that eliminate or obscure traditional service tickets, shifting operational baselines and the metrics used for client billing and value demonstration. Evidence of this shift includes Atera guaranteeing that within 90 days, its Robin system will autonomously resolve half of Tier 1 and complex Tier 2 tickets, enforced via commercial contract terms. The company builds baselines by requiring six months of client ticket history before implementation. Supporting data from Channel EDE and AT&T show that automation can suppress visible ticket volume while inflating claims of efficiency and avoided incidents, independent of provider-side measurement. According to Dave Sobel, AT&T tracked autonomous incident handling since 2018, but most MSPs lack comparable historical data. Further developments reinforce this transition: NinjaOne integrates with ServiceNow to create incidents without human intervention, while Ingram Micro channel feedback observes partners aiming to increase business without staff growth. Broader labor market data and user sentiment surveys reveal that AI-backed automation does not show aggregate productivity gains (Stanford Economic Policy Institute) and is generally viewed with skepticism: Gallup and Apistevist data highlight declining confidence in corporate AI deployments and increased worker nostalgia for pre-automation workflows. The operational impact for MSPs centers on data ownership, measurement accountability, and renewal risk. As traditional records like tickets are eliminated or fragmented, providers who lack their own carefully preserved baselines may find themselves forced to rely on vendor-generated claims for demonstrating avoided work or cost savings. This creates exposure to contract risk, compromised pricing leverage, and governance complexity—especially if ticket-level detail, taxonomy, or supporting operational notes are lost in platform migrations or poorly configured retention policies. According to Dave Sobel, preparing by exporting comprehensive ticket histories, freezing operational taxonomies, and independently counting non-ticket sources of demand are now urgent requirements to maintain accountability and defensible value in future client negotiations. 00:00 The Ticket Is Disappearing  03:45 You Can't Invoice an Absence  07:20 The Client Already Stopped Believing 11:18 Why Do We Care?    Supported by: ScalePad

Talent is everywhere. Opportunity isn't.In the first full episode of Care More's next chapter, host Kristan Bush, CEO & Co-founder at Performance Paradigm, sits down with Jayney Howson, Chief Learning Officer at ServiceNow. Two learning leaders trading honest notes on what it actually takes to empower people to be human at work while everything around them changes.Kristan opens with the shift she keeps circling back to: as AI absorbs the technical work, the real differentiator left over is human — how you think, how you read a room, how you lead when the plan breaks down. Jayney takes it further into ServiceNow's "human advantage" framework and issues a challenge to every leader listening: stop layering AI onto old roles and redesign the work itself.From there it opens all the way up:Why AI is a chance to make learning more human, not lessCo-creating change so people feel invested instead of managed, and the psychological safety that makes it possibleThe surprising power of constraint, and choosing "channels of information" over "channels of communication"Curiosity, cognitive offloading, and protecting the human muscles we're quietly letting degradeLeading with an ounce more courage than fear, and what Jayney's cancer survivorship taught her about gratitude and braveryHigh care and high expectations and Kristan's throughline that performance, like belonging, is an outcome you create the conditions for, never the starting pointIt's a conversation about learning. But really, it's two people insisting on the thing Performance Paradigm was built on: that humans are extraordinary, and our job is to build the conditions where people can thrive authentically.

ServiceNow has been hammered in the software selloff, but our Q2 2026 earnings breakdown reveals a business quietly repositioning itself for the AI edge. CEO Bill McDermott and CFO Gina Mastantuono delivered 25% year-over-year revenue growth, accelerating subscription guidance, and two strategic acquisitions, Veza and Armis, that push ServiceNow into identity, access, and device-level cybersecurity. We break down why McDermott calls this the fastest-growing risk and security business among the top 10 enterprise cybersecurity players, and why the market still treats ServiceNow like an AI-era loser rather than an edge-AI beneficiary.The conversation covers GAAP versus non-GAAP metrics, including a 55% decline in GAAP operating income, balance sheet strength post-acquisitions, full-year subscription revenue guidance near $16 billion, and a reverse DCF on free cash flow per share to gauge what the current stock price is actually pricing in. We also compare ServiceNow's cybersecurity revenue against pure-play peers like Palo Alto Networks, CrowdStrike, and Fortinet using data from our research dashboard.If you're evaluating semiconductor and AI infrastructure stocks, foundry exposure, or non-correlated edge-AI plays for portfolio diversification, this ServiceNow deep dive lays out both the bull case and the real risks.Semi Insider members get access to CSI's research platform and tools, plus deeper research as it happens. Join at chipstockinvestor.com.Get 15% off your fiscal.ai membership with our link: fiscal.ai/csiThis content is for general information or entertainment only and is not specific or individual investment advice. Forecasts may not develop as predicted, and there is no guarantee any strategy discussed will be successful. All investing involves risk, including loss of principal. CSI owns shares of ServiceNow.

The 10-year Treasury yield is hovering near January 2025 highs as oil-driven inflation fears collide with an uncertain Fed path, creating serious turbulence in bond markets. We break down what these yield levels mean for bond investors, mortgage borrowers, and anyone trying to build a balanced portfolio right now.Today's Stocks & Topics: ING Groep N.V. (ING), Market Wrap, Wheaton Precious Metals Corp. (WPM), Pan American Silver Corp. (PAAS), Commercial Real Estate Lending, Autoliv, Inc. (ALV), Bond Market Outlook 2026: What Treasury Yields Near Multi-Year Highs Mean for Your Portfolio, CrowdStrike Holdings, Inc. (CRWD), Corning Incorporated (GLW), Energy Transfer LP (ET), ServiceNow, Inc. (NOW), Big Tech Credit Risks.Our Sponsors:* Check out Chilipad and use my code INVEST for a great deal: https://sleep.me* Check out Plaud AI and use my code INVEST for a great deal: https://plaud.ai* Check out Quince and use my code quince.com/invest for a great deal: https://www.quince.com* Check out TruDiagnostic and use my code INVEST20 for a great deal: https://www.trudiagnostic.comAdvertising Inquiries: https://redcircle.com/brands

How can businesses secure AI agents that read sensitive information, update systems and communicate with other agents on behalf of employees? In this episode of Tech Talks Daily, I speak with Sachin Nayyar, founder and CEO of Saviynt, about AI agent identity security and the controls businesses need before autonomous systems enter production. Saviynt manages over 100 million identities for over 700 customers. Sachin explains how enterprise identity has expanded beyond employees to include partners, applications, machines and autonomous AI agents. An AI agent creates a different access problem because it is both an identity and an application. It can receive permissions, access information and perform actions, but its behavior can also be governed through software while it is being developed and while it is operating. Sachin uses an HR copilot to demonstrate why context matters. Two employees can ask the same question about salaries but should receive different answers based on their roles, locations and applicable policies. Those decisions must be evaluated while the request is being processed without creating delays that make the system unusable. The risk grows when an agent crosses from one technology environment into another. An agent built within Microsoft may need to access Salesforce, ServiceNow, Jira or another external system. Sachin warns businesses never to solve this problem by giving an agent a permanent administrative account. We discuss Zuma, Saviynt's identity security platform for AI agents and non-human identities. Sachin describes a four-part framework beginning with agent discovery and a central registry. Every agent should then receive one accountable human owner, temporary access for its assigned task and policy enforcement while it acts. Ownership becomes especially important when an employee leaves. Saviynt's approach begins an automated reassignment process and blocks actions if an agent attempts to operate without a current owner. The relevant security team can then investigate before allowing further activity. Sachin also explains why identity controls should enter the development process rather than being added after deployment. Saviynt is working with LangChain and other agent development platforms to make identity policies available while AI agents are being built. The conversation also covers Saviynt's partnership with Zscaler. Zscaler provides inline enforcement, while Saviynt contributes identity information about the agent, its owner, existing permissions and expected behavior. Sachin closes with an optimistic argument. Because businesses can place security controls into the code and enforce them while agents act, AI workloads may eventually become better governed than traditional human access. Could every AI agent inside your business be traced to one accountable owner, one approved purpose and a limited set of temporary permissions? Please share your thoughts with me.

Join RevUP Academy: https://bit.ly/4wRZDuYNeil Sparkes, AVP of Customer Excellence at ServiceNow UK&I, has a global mandate to move agentic AI out of the experiment phase and into live production inside heavily regulated enterprises. In this episode he breaks down why efficiency gains no longer land with a CFO, how ServiceNow benchmarks real cost savings before and after agents, and where to draw the line between what an agent executes on its own and what still needs a human. We also get into the AI divide that is separating fast adopters from everyone else, why token bills are landing on finance desks with no ROI attached, and whether the SaaS model actually survives all this. Neil also shares why he brought in external training on value conversations for his team, and what he thinks CS will be held accountable for next year.Chapters:00:00 Intro03:19 Meet Neil "Sparky" Sparks of ServiceNow16:50 Getting regulated enterprises to adopt agentic AI22:05 Why efficiency gains no longer convince a CFO25:00 Treat an AI agent like a new employee31:10 Start here: low risk, zero human touch workflows35:06 Separating your personal AI from your work AI39:30 The AI divide and token bills with no ROI42:13 Ripping out your tech stack: is SaaS dead?49:41 What AI is doing to renewals and upsellsConnect with Neil Sparkes: https://www.linkedin.com/in/neil-sparkes/Connect with Anika Zubair: Website: https://thecustomersuccesspro.com/LinkedIn: https://www.linkedin.com/in/anikazubair/RevUP Academy™: https://thecustomersuccesspro.com/revupBook Anika as a speaker at your next team event: https://www.thecustomersuccesspro.com/team-eventWant to be my next podcast guest apply here: https://www.thecustomersuccesspro.com/podcast-guestDownload my freebies:https://thecustomersuccesspro.com/resources

Andy Roddick sits down with 2026 Roland Garros champion Mirra Andreeva just weeks after her breakthrough Grand Slam victory. Having won the 2026 French Open earlier this year and preparing for the North American hard-court swing, Mirra reflects on the emotions of becoming a major champion, working with Conchita Martínez, and the viral "Thank Me" speeches. Plus: Andy and Producer Mike break down the top players withdrawing from the Canadian Open, the Venus Williams doubles shuffle in DC, and a first look at the star-studded US Open mixed doubles field — Sabalenka/Djokovic, Rybakina/Fritz, Andreeva/Rublev and more. COMMENT BELOW: What's your favorite Mirra Andreeva moment?

Today's guest is Wessel van Enk, two-time ServiceNow MVP and Tech Lead ServiceNow HR at KLM. Founded in 1919, KLM Royal Dutch Airlines is the national airline of the Netherlands and the world's oldest airline. As part of the Air France–KLM Group and the SkyTeam alliance, KLM connects passengers to hundreds of destinations worldwide through its hub at Amsterdam Schiphol Airport, offering passenger, cargo and engineering services with a strong focus on customer experience and more sustainable aviation.Wessel is a two-time ServiceNow MVP (2025 & 2026) and ServiceNow Rising Star (2024) with more than a decade of experience helping organisations transform manual processes into efficient, automated workflows. Combining strategic business insight with deep technical expertise, he delivers practical solutions that improve operations and employee experiences. Wessel excels in global environments, bringing cross-cultural collaboration, calm leadership and a pragmatic approach to complex ServiceNow implementations.In the episode, Wessel talks about:0:00 His journey from service desk agent to Employee Workflows specialist2:38 Joining KLM to help lead its Employee Workflows transformation4:12 Earning two MVP awards through community leadership and content creation7: 04 Giving back to the ServiceNow community through knowledge sharing8:27 How Hands-on learning and scripting skills accelerated career growth9:45 Navigating complex global HR transformations across countries and cultures11:44 How AI accelerates ServiceNow adoption and empowers teams13:56 Excited about AI making ServiceNow more human-centered and efficient

OpenAI files for a trillion-dollar IPO the same week a pre-release model breaches Hugging Face and 42 state attorneys general open a coordinated investigation. Patrick Moorhead and Daniel Newman also break down AMD's hyperscaler CPU numbers from Advancing AI, the Moonshot distillation accusations, a wave of coordinated AI governance moves in Washington, and a stacked earnings slate spanning TSMC, Alphabet, IBM, ServiceNow, and Intel. The handpicked topics for this week are: OpenAI compresses a trillion-dollar IPO filing, a 42-state AG investigation, and a Hugging Face breach into five days: OpenAI and Anthropic both filed S-1 paperwork the same week 42 state attorneys general opened a coordinated investigation into OpenAI's data handling and safety practices, and a pre-release model reportedly breached Hugging Face days later. Moorhead and Newman question the timing, noting a rogue-agent narrative surfacing in the same week as a trillion-dollar valuation push draws obvious scrutiny. (The Decode) AMD's Advancing AI event puts a number on its hyperscaler momentum: Lisa Su confirmed Helios ships at the end of Q3 with volume ramping in Q4, backed by two-gigawatt capacity commitments from Microsoft and Anthropic and a claimed 70 to 75 percent share of hyperscaler CPU deployments. Moorhead points to NVIDIA's multi-layer software stack as the harder barrier AMD still has to close. (The Decode) Washington accuses Moonshot of distilling Anthropic's models days after Xi Jinping's WAIC keynote: Xi launched a 29-country AI cooperation organization at the Shanghai World AI Conference, and US officials Kratsios and Bessent followed with claims that Moonshot's Kimi K3 model shows data overlap with Anthropic's Opus models. Newman points to NVIDIA hardware in the training runs as evidence the distillation question extends beyond software alone. (The Decode) Five layers of government moved on AI oversight in a single week: Congress drafted a breach-response framework in reaction to the Hugging Face incident, the White House's 30-day pre-release review framework nears finalization, and state attorneys general and statehouses continue advancing their own rules in parallel. Moorhead notes nearly two decades of prior Capitol Hill engagement compressed into a single week of coordinated action, with each branch pursuing a different definition of the problem. (The Decode) Chinese open-source models now account for roughly a third of US developer traffic, and Moorhead and Newman take opposite sides on what it means: Moorhead argues enterprises are de-risking away from frontier-lab dependency, pointing to demand for smaller, workflow-specific open models. Newman counters with Vercel data showing those models capture 29 percent of gateway tokens against just 4 percent of revenue, framing the shift as a price discount that enterprise dollars have yet to follow. (The Flip) TSMC sells out CoWoS packaging capacity through 2026 and confirms a 10 percent price increase for 2027: The company posted a record quarter and committed $100 billion to its Arizona expansion on top of the pricing move. Newman calls the sustained capital spending a signal that the broader AI buildout still has runway. (Bulls & Bears) Google Cloud grows 82 percent as Alphabet posts its first-ever negative free cash flow quarter: The company raised its capital expenditure guidance to $195 to $205 billion and beat on revenue and EPS once one-time gains from its SpaceX and Anthropic stakes are excluded. Newman frames the spending as evidence Alphabet is prioritizing long-term AI infrastructure position over near-term cash generation. (Bulls & Bears) IBM misses Q2 revenue at $17.16 billion and cuts its full-year growth guide to 4 to 5 percent: Mainframe revenue fell 42 percent as enterprises redirected budget toward GPU and AI infrastructure purchases. CEO Arvind Krishna says a portion of the delayed deal flow has already resumed into the current quarter, pointing toward a potential rebound. (Bulls & Bears) ServiceNow crosses $1 billion in agentic AI annual contract value and raises its full-year guide: Agentic AI usage in production climbed 9x in nine months, and the company reaffirmed a target of $1.5 billion in AI ACV by year end. Newman points to margin compression from recent acquisitions as the tradeoff behind the platform's push into workflow and security convergence. (Bulls & Bears) NetSuite's new agentic platform, Next, becomes part of Six Five's own back-office stack: Newman and Moorhead both confirmed their companies are testing NetSuite Next for finance and accounting workflows. Newman points to the rollout as evidence that established SaaS platforms are absorbing agentic features directly into existing systems.  Intel posts its fastest revenue growth since 2011 and lifts 2026 capital spending guidance: EPS came in near double consensus estimates, and CFO David Zinsner signaled a significant capex increase for 2027 tied to 14A demand. Moorhead reads the spending signal as confirmation of an anchor customer for the 14A node, ahead of any formal announcement. (Bulls & Bears) Watch the full video at sixfivemedia.com, and be sure to subscribe to our YouTube channel so you never miss an episode. OpenAI's High-Stakes Week: https://www.npr.org/2026/07/23/g-s1-135085/openai-hacking-ai-models AMD's Advancing AI Push: https://blogs.microsoft.com/blog/2026/07/20/microsoft-expands-azure-ai-and-hpc-infrastructure-with-amd/ Moonshot and the Distillation Debate: https://x.com/mkratsios47/status/2079933645888880708 Five Layers of AI Governance: https://www.politico.com/news/2026/07/22/openai-hugging-face-congress-response-01009190 Chinese Open-Source Traffic Debate: https://www.cnbc.com/2026/07/07/chinese-ai-models-costs-us-openai-anthropic.html ; https://wyomingdatacenterfacts.com/2026/07/20/the-quiet-surge-how-chinese-open-weight-models-are-powering-u-s-ai/ TSMC's Pricing Power: https://www.bloomberg.com/news/articles/2026-07-21/tsmc-in-talks-to-raise-prices-by-up-to-10-in-2027-nikkei-says Alphabet's Cash Flow Turn: https://qz.com/alphabet-google-second-quarter-earnings-revenue-cloud-072226 IBM's Mainframe Miss: https://www.cnbc.com/2026/07/22/ibm-q2-earnings-report-2026.html ServiceNow and NetSuite's Agentic Push: https://newsroom.servicenow.com/pressreleases/details/2026/ServiceNow-Reports-Second-Quarter-2026-Financial-Results/default.aspx ; https://www.netsuite.com/portal/home.shtml Intel's Growth Signal: https://www.cnbc.com/2026/07/23/intel-intc-earnings-report-q2-2026.html  

Carl Quintanilla and Jim Cramer led off the show with another day of oil prices rising in reaction to the U.S.-Iran conflict. Brent jumped above $100 per barrel for the first time since May, after Iran-backed Houthi rebels claimed that they attacked Saudi Arabian tankers on the Red Sea. President Trump responded with a warning to Iran and the Houthis on Truth Social. Alphabet and Tesla saw their shares take a hit — as the tech giants' respective plans for AI spending overshadowed quarterly results. Also in focus: Elon Musk on Tesla capex and SpaceX; What Nvidia CEO Jensen Huang told Axios about the future of capex;  IBM lowers guidance; Airline stocks tumble on results hurt by rising fuel costs; Earnings movers from Comcast to ServiceNow.   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 discuss the Houthis targeting Saudi tankers Encelia and Layla in the Red Sea with Trump vowing to destroy a bridge or power plant for every Strait attack, a mixed AI earnings print with ServiceNow up 6% cementing itself as the AI control tower while Google fell 4% on heavy cloud spend without ad acceleration and TPU revenue pushed to 2027, STMicroelectronics dropping 14% on a big margin miss, strong railroad growth from CSX raising numbers with FCF up over 80%, Norfolk Southern posting solid revenue growth, the 30-year yield nearing 5.2%, the ECB holding rates at 2.25% while warning on energy inflation, Uber cutting 10% of customer service jobs, and Bessent moving to oust Fed Vice Chair Barr over SVB.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

We're watching shares of Alphabet, IBM, ServiceNow and Tesla after their latest earnings reports. Gene Munster of Deepwater Asset Management breaks down the numbers and how to trade big tech in the second half. Plus, what's next for the crypto market, and a former WNBA player on the $3 billion women's sports market.  Fast Money Disclaimer Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

It's a pivotal day for technology as earnings from Google, Tesla, IBM, ServiceNow and Texas Instruments report Gil Luria of D.A. Davidson and Brent Thill of Jefferies debate the implications for AI spending, cloud growth and digital advertising. Seth Goldstein of Morningstar breaks down Tesla results and what investors should watch next. Julian Emanuel of Evercore steps back to assess the broader market and explain how investors should position after one of the most important earnings days of the season. Patrick Moorhead closes the loop by analyzing what the latest reports from Google, IBM and ServiceNow reveal about the direction of AI, enterprise technology and the broader tech sector. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of The Product Podcast by Product School, Carlos González de Villaumbrosia sits down with Amit Zavery, President and Chief Product Officer at ServiceNow. The platform runs more than 75 billion workflows a year with around $15 billion in annual revenue growing over 20%. Its market cap is above $100 billion, yet the stock is down more than 30% this past year, while its AI business is on track for $1.5 billion, ahead of a $1 billion plan. Amit previously ran product and platform at Oracle for over two decades and was a VP and General Manager at Google Cloud.What you'll learn:Why the market can't yet tell AI winners from losers, and why companies that don't transform will get killedWhy the idea of one company becoming the single end-to-end enterprise orchestrator is a fallacyThe spare part approach that makes most enterprise AI projects fail, and what pacesetters do insteadWhy access is shifting from user interfaces to agents, and what taking action actually requiresHow to hold long-term conviction on platform bets while the market judges you on short-term sentimentKey takeaways:Transform or die: the market will separate AI-native platforms from legacy vendorsInteroperability beats domination in the agentic eraGovernance only wins when it accelerates innovation, not when it blocks itCredits:Host: Carlos Gonzalez de VillaumbrosiaGuest: Amit ZaverySocial Links:Find out more about Product School hereFollow our Podcast on TikTok hereFollow Product School on LinkedIn here

This week we've got a newly disclosed Windows privilege escalation technique that's serious enough for Microsoft to begin investigating, attackers wasting no time exploiting a critical ServiceNow vulnerability in the wild, and Zoom urging customers to update against a critical account takeover flaw. To hear about this and much more, check out this week's episode. Reference Links: https://www.rorymon.com/blog/servicenow-exploited-windows-privilege-escalation-microsofts-ai-u-turn/

We spend an exhausting amount of energy trying to outrun our own difficult thoughts and feelings.For this episode, Jill Stoddard brings back ACT therapist, trainer, and author of The Acceptance and Commitment Therapy Skills Workbook, Matt Boone for a refreshingly grounded look at Acceptance and Commitment Therapy. Matt shares how his own path through chronic pain led him to ACT, breaking down why trying to "fix" uncomfortable inner experiences usually backfires.You'll hear about why we procrastinate, how to unhook from spiral-inducing thoughts, and how to get unstuck when uncertainty feels overwhelming. Plus, Matt shares how ACT helps therapists dodge burnout. Join us for this practical guide to making peace with the noise in your head so you can finally move toward what actually matters.Listen to POTC ad-free for just $5 a month by becoming a Mega Supporter on Patreon! Or, support the podcast with a one-time donation at Buy Me A Coffee!Listen and Learn: How ACT moves away from trying to "fix" or eliminate difficult emotions, teaching people to live alongside their pain so they can focus energy on what truly matters Matt's personal journey from chronic pain patient to ACT therapist, exploring how real-life experiences shaped their approach to therapy and led to designing experiential ACT training courses How Acceptance and Commitment Therapy (ACT) shifts the focus from managing symptom scores to creating meaningful, real-world behavior changes through experiential, values-based action Why "we hurt where we care," how procrastination and avoidance function to give us short-term relief, and how reconnecting with your deeper "why" can help you step through discomfort toward a full life How to define values as actionable, ongoing ways of being rather than fixed feelings, and discover practical tools Aligning small everyday actions with your values to allow you to act with intention, kindness, and self-acceptance, even in hard moments Major clinical hurdles and creative, practical exercises to act in alignment with your values anyway How mindfulness allows you to step back and observe unhelpful thoughts without getting tangled up in them or taking them as "capital-T truth Why arguing with your mind often backfires, how to shift focus from thought content to thought impact, and why taking a "leap of faith" empowers you to take meaningful action aligned with your values Resources: The Acceptance and Commitment Therapy Skills Workbook https://www.matthewsboone.com/acceptance-commitment-therapy-skills-workbook Matt's Website https://www.matthewsboone.com/ Connect with Matt on Social Mediahttps://www.facebook.com/matthew.boone.794/about https://www.linkedin.com/in/matthewsboone https://www.praxiscet.com About Matt Boone: Matt Boone is a social worker, psychotherapist, and author who specializes in translating mental health concepts for the general public. His books include The Acceptance and Commitment Therapy Skills Workbook, co-authored with Jennifer Gregg, and Stop Avoiding Stuff: 25 Microskills to Face Your Fears and Do It Anyway, co-authored with Jennifer Gregg and Lisa Coyne.He is the Associate Director at the Student Wellness Program (SWP) of the University of Arkansas for Medical Sciences (UAMS) and Instructor in the Department of Psychiatry. As the Clinical Director of Mental Health Coaching at Lyra Health, he oversaw the clinical development of Lyra's mental health coaching program and offered workshops and webinars on mental health topics to workers in the tech industry. Lyra partners with eBay, Lyft, Uber, Servicenow and others to provide evidence-based care to their employees.At Cornell University, he oversaw the development of Let's Talk, an outreach program that has since been replicated at nearly 100 other colleges and universities. He lives and works in Little Rock, Arkansas with his wife, guitars, and cats, Giorgia (a sassy Tortie) and Finley (a gentle giant orange kitty with a superhuman -- or superkitten-- capacity for empathy).Related Episodes:77. Acceptance and Commitment Therapy with Jill Stoddard106. Therapy from “The Heart of ACT” with Robyn Walser116. Building a Meaningful, Values-based Life with Jenna LeJeune121. Be Mighty: An Episode for Stressed Out, Worried Women with Jill Stoddard128. ACT for Food Restriction and Anorexia with Rhonda Merwin190. ACT for Suicide Prevention with Sean Barnes195. ACT Daily with Diana Hill and Debbie Sorensen226. ACT for Perfectionism with Jennifer Kemp279. ACT for Healing Black Racial Trauma with Jennifer Shepard Payne301. Seven Daily ACT Practices for Living Fully with Diana Hill and Debbie Sorensen313. ACT-Informed Exposure for Anxiety with Brian Pilecki and Brian Thompson338. ACT for Burnout with Debbie!See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Andy Roddick and Jon Wertheim talk to Mary Carillo ahead of her well-deserved International Tennis Hall of Fame induction in Newport (alongside one Roger Federer), Mary opens up on 45 years in sports media, 17 Olympics, six Emmys, and the unlikely night at Madison Square Garden that launched it all. In this episode: - The Racket Rundown: Rublev, Tsitsipas, Krejčíková, & Merida Titles - The ATP's plan to unify tennis balls by 2029 - Alcaraz's wrist brace at the 2026 World Cup - Mary Carillo on getting into broadcasting - Her legendary storytelling craft and personalizing athletes for the audience - The day lightning struck the broadcast booth while she was inside Mary's Badminton rant: https://www.nbcnews.com/video/mary-carillo-s-badminton-rant-remains-the-best-sports-commentary-of-all-time-747874883720 COMMENT BELOW: What is your favorite Mary Carillo moment!?

Hugging Face reports an autonomous AI-powered breach. Ernst & Young discloses a client data breach. Attackers are actively exploiting a critical ServiceNow flaw. Ransomware gangs sharpen their tactics against law firms. Capital One open-sources an AI security tool. Text salting fools AI email filters. Hidden gambling apps slip into Apple's App Store. And federal agents arrest a Florida man accused of spreading malware through video games. Monday business briefing. Tim Starks from CyberScoop discusses election integrity. Fake feathers lead to faulty findings. Remember to leave us a 5-star rating and review in your favorite podcast app. Miss an episode? Sign-up for our daily intelligence roundup, Daily Briefing, and you'll never miss a beat. And be sure to follow CyberWire Daily on LinkedIn. CyberWire Guest Today we are joined by Tim Starks from CyberScoop discussing election integrity and the Trump administration's waning influence. You can read more here.  Selected Reading AI Agents Turned Into Attackers: Hugging Face Reveals Autonomous Intrusion Campaign (Security Affairs) Ernst & Young Data Breach Affects Personal, Financial Information (SecurityWeek) Critical ServiceNow code execution flaw now exploited in attacks (Bleeping Computer) How ransomware tactics against law firms are changing (Wisconsin Law Journal) Capital One Open Sources AI-Powered ‘VulnHunter' Security Tool (SecurityWeek) AI spam filters are getting suckered by old-school text salting (The Register) Investigation reveals dozens of disguised gambling apps on the App Store in Brazil (9to5Mac) FBI Arrests Florida Man in $220,000 Steam Crypto Theft Case (Hackread) Israeli identity management startup Oak emerges from stealth with $60 million in seed funding. (N2K Pro Business Briefing) AI-altered images on birdwatching forums putting research at risk | AI (artificial intelligence) (The Guardian) Share your feedback. What do you think about CyberWire Daily? Please take a few minutes to share your thoughts with us by completing our brief listener survey. Thank you for helping us continue to improve our show. Want to hear your company in the show? N2K CyberWire helps you reach the industry's most influential leaders and operators, while building visibility, authority, and connectivity across the cybersecurity community. Learn more at sponsor.thecyberwire.com. The CyberWire is a production of N2K Networks, your source for strategic workforce intelligence. © N2K Networks, Inc. Learn more about your ad choices. Visit megaphone.fm/adchoices

Alphabet, Intel and ServiceNow report this week. There are fewer than 20 legislative days until the midterm elections and Pimco's Libby Cantrill says Congress has a lot of work to do. Plus, a two-time former FDA commissioner on the cyclospora outbreak.  Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Charles Payne is joined by Danielle Shay, Vice President of Options at Simpler Trading, to discuss why current market conditions present unique technical opportunities, from a retail rotation into names like Costco and Walmart to strategically trading the pre-earnings rally in Nvidia, while also looking at potential shorting opportunities in downward-trending stocks like Netflix, IBM, and ServiceNow. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Andrew, Ben, and Tom discuss a rough day for US tech with Google delaying Gemini 3.5 Pro after it underperformed on coding benchmarks, China's Moonshot releasing Kimi K3 with claims of rivaling OpenAI and Anthropic's top models, Netflix dropping 10% on decelerating US growth and softening engagement, SpaceX scrubbing its Starship launch after four engines failed to fire, today's options expiration, and a look ahead to next week's earnings calendar featuring Google, Tesla, IBM, ServiceNow, and the ECB decision.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

Andy Roddick and Jon Wertheim wrap up the 2026 Wimbledon Championships by breaking down the tournament's biggest stories, from Serena Williams' long-awaited return to Jannik Sinner cementing himself as the game's dominant force with another Grand Slam title. They discuss Sinner's historic run, Linda Nosková's emotional championship, Arthur Fery's breakout, Grigor Dimitrov's redemption, Coco Gauff's grass-court breakthrough, the American men's disappointing results, and why the US Open feels more wide open than ever. Plus, they spotlight Tokito Oda, Jordan Lee's junior title, and the next generation shaping tennis' future. COMMENT BELOW: What was your favorite match of Wimbledon 2026?

Dan Nathan and Guy Adami open the podcast by framing the day's key market story as sharp weakness and heightened volatility in memory, chips, and semi equipment, citing rapid reversals in names like Micron and Applied Materials and opaque guidance from Samsung. They discuss whether the AI build-out is increasingly debt-funded—highlighting Amazon and Oracle debt issuance and private credit deals—and reference a “Groundbreaker” piece shared by Jim Chanos arguing investors miss second-derivative slowdowns and that AI resembles a credit-driven real estate cycle more like 2008 than 2000's patient equity bubble. They note a rotation bounce into software (Microsoft, Palantir, Salesforce, Adobe, ServiceNow) but question sustainability, and debate SpaceX's fast-tracked inclusion in the Nasdaq 100 after its IPO, the stock's poor trading, possible broader IPO implications, and an upcoming insider share unlock —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.