Podcasts about show up

In the third hour, Matt Spiegel and Laurence Holmes reacted to the White Sox trading center fielder Luis Robert Jr. to the Mets in exchange for two young players. The trade officially closed the book on a once-promising but eventually disappointing era for the White Sox. After that, Spiegel and Holmes welcomed on Marquee Sports Network analyst Jim Deshaies, who's a proud member of a club of former MLB players who have exactly one Hall of Fame vote to their name. Later, Spiegel and Holmes discussed the growing bromance between Bears quarterback Caleb Williams and Cubs center fielder Pete Crow-Armstrong.

You've probably seen it. Someone talking to a server without ever looking up. Ordering, dismissing, treating the interaction like it doesn't matter. And maybe you've even done it yourself on a long day.In this conversation, Rick breaks down a moment at a restaurant that turned into a bigger realization about presence, respect, and how people experience you. From eye contact to tipping to energy, this episode isn't about manners. It's about how small choices signal who you are and why people remember some guests and brace themselves for others.What Rick explores in this episode:Why eye contact is a form of respectHow energy at the table sets the entire experienceThe real relationship between service and gratitudeWhy good tippers get better serviceWhat hospitality reveals about character

When was the last time that you showed up for yourself? In a day in time when trying to please everyone else seems to be setting precedence over putting yourself first when do you have time to make sure your ok?

Visibility can help leaders be in touch with their audience and deliver value to them. Megh Gautam has been writing and speaking about a range of product and business challenges for years. He has represented his products and the companies that he has worked for while building an authentic brand as a product leader. On this episode, Surbhi Gupta, host of The Visibility Equation and seasoned product leader, talks to Megh about how he has gone about building professional visibility and how it has helped the companies he's been a part of while staying authentic to who he is.

When You're Carrying Too Much and Still Have to Show Up: 3 Ways to Navigate a Heavy Season There are seasons in motherhood that aren't just hard — they're heavy. If you're carrying something at home that's consuming your heart, your emotional energy, and your prayers, but you're still expected to show up at work, keep things moving, and act like everything is fine, this episode is for you. In this episode, I speak directly to working Christian moms who are navigating heavy family seasons while continuing to show up in their professional and everyday responsibilities. You'll hear encouragement, biblical truth, and three gentle ways to support yourself when life feels overwhelming and the weight you're carrying feels invisible. This is not an episode about trying harder or pushing through. It's about recognizing when you're carrying too much and learning how to receive support — spiritually, emotionally, and practically — in a season that requires more from you than you expected. In this episode, you'll hear: The difference between a hard day or week and a truly heavy season Why survival mode in a heavy season is not failure — it's faithfulness A personal story about redefining “doing your best” when capacity changes Three practical ways to navigate a heavy season, including: Permission to lower the bar without guilt When and how to communicate your needs at work Why allowing others to help is part of God's design, not a weakness Encouragement for staying connected to God when your spiritual rhythms feel disrupted Hope and reassurance that God sees you and is present in the middle of your heaviness A word of encouragement If you're showing up tired, stretched, and emotionally spent, you are not falling behind or failing God. You are faithfully walking through a season that requires grace, support, and gentleness — not more effort. God is near to you in this season. He hears the quiet prayers, sees the unseen weight, and is carrying you even when you feel worn down.   If you're realizing that what you need right now isn't more effort, but better support, Lindsay's Faithfully Balanced course was created for seasons exactly like this. It's designed to help working Christian moms clarify priorities, release unrealistic expectations, and create rhythms that support both faith and family — especially when life feels heavy. You can find details below!  

About the Show:"If I do not stop to help this man, what will happen to him?" – Dr. Martin Luther King, Jr.In this episode of I Am Northwest Arkansas®, I'm reflecting on Dr. Martin Luther King, Jr.'s vision of the "beloved community"—inspired by this year's MLK Council event theme right here in Northwest Arkansas. I share words from Dr. King's powerful "mountaintop speech" and revisit stories from past guests who've shown what it looks like to choose service and love over self-interest.You'll hear about lawyers, business owners, and nonprofit leaders across our region who saw a need and refused to look away—people helping immigrants and refugees find their footing, supporting small businesses, creating spaces for real conversation and care. The beloved community isn't just an ideal—it's being built right here, every day, by people who simply decided to act.This episode is about hope, and it's an invitation: Who can you help today?Key Takeaways:The “beloved community” is more than a slogan—it's a call to action for everyone.Dr. King's question, "What will happen to them if I do not stop to help?" inspires personal reflection and service.Real stories from Northwest Arkansas show people making a difference through law, business, non-profit work, and relationships.Small steps—from reaching out to a neighbor to supporting a local cause—can help build greater equity, belonging, and care.The hope for a better community lives not just in speeches, but in the daily actions of ordinary people.All this and more on this episode of the I Am Northwest Arkansas® podcast.Important Links and Mentions on the Show*Martin Luther King, Jr. Council Annual EventNathan Bogart, Immigration Attorney (Episode 338)Pedal Pops and Pedal Park: Mike Thompson & Lynn Wong (Episode 326)Canopy NWA: Refugee Resettlement (Episode 319)Peter Norman, CRED Legal Clinic (Episode 303)Potter's House: Shawn Schwartzman (Episode...

This episode is from a post on the threads app about coming to an event with nothing. Intro and Outro @fiverr. Follow the snow @dreaspoontofview on ig, fb, and threads. Follow the show @dreapoint on x and spill.Leave a review and buy merch at www.theedreaspoontofview.com.Subscribe to my Free weekly newsletter at dreaspointofview.substack.com.

Consistency...what's its importance in our professional and personal lives? In this episode the boys discuss it : what stands in the way, why it's uniquely challenging for artists and how to build it.Join our Patreon for ad-free early access to episodes, exclusive discounts, weekly Q&As, and so much more. Visit https://www.patreon.com/CreativeRiskPodcast today!Submit your story to Raw & Rising, the mini-series spotlighting hustling creatives—those self-producing, diversifying their income, and tackling challenges head-on. Visit www.artists-strategy.com/creative-risk to pitch your story today. —Thanks for listening!Join our email list for our weekly newsletter with deep insight on our personal artistic journeys: www.artists-strategy.com/signupSubscribe on Apple Podcasts: podcasts.apple.com/us/podcast/creative-risk/id1706381310Subscribe on Spotify: open.spotify.com/show/5hzvD8HgCjOo1NcA5zBDN4?si=404a2369523a45cbFollow Us on IG: www.instagram.com/creativeriskpod/Follow Us on TikTok: www.tiktok.com/@creativeriskpod— “CREATIVE RISK”, is a new podcast hosted by actors Joshua Morgan and Mike Labbadia of Artist's Strategy where they explore all things art, entrepreneurialism and everything in between. The acting industry is more volatile and competitive than ever before, therefore the artist must evolve in order to take radical ownership over their creative businesses. Each episode, Mike and Joshua will get raw and unfiltered, giving hot takes and cutting edge strategies on how to build a sustainable career in the arts.

The guys discuss their consumption of Houston sports media. Which version of the Texans will show up in New England? The guys react to bad takes out of New England Featuring Raheel Ramzanali

Recording Date – 16 / Jan / 2026 The Gang – Andrew & Puke & Brett Intro Song – “Ballare” by Off Beat “Music by Freepik” https://www.freepik.com/audio  Break Song – “Paradise Warfare” by Off Beat “Music by Freepik” https://www.freepik.com/audio  Outro Song – “Midnight Crush” by Muxa “Music by Freepik” https://www.freepik.com/audio  Guest –  XXXXX ~~~  www. […]

Sam Lessin is a partner at Slow Ventures, a former VP of Product at Facebook, and a two-time founder who's now teaching etiquette to Silicon Valley's founders. In this unconventional episode, Sam explains why proper etiquette has become a vital skill for founders in 2026—especially as technology becomes more central to society and trust becomes harder to build. His etiquette book and courses have become surprisingly popular, teaching founders how to “show up in a room with a low heart rate” and quickly build trust.We discuss:1. Why etiquette matters2. Sam's framework for showing up confidently, with a low heart rate, in any room3. How to navigate introductions, small talk, meetings, and meals like a pro4. Simple hacks for remembering names and handling awkward social situations5. 30+ specific etiquette tips—Brought to you by:10Web—Vibe-coding platform as an APIDX—The developer intelligence platform designed by leading researchersWorkOS—Modern identity platform for B2B SaaS, free up to 1 million MAUs—Episode transcript: https://www.lennysnewsletter.com/p/silicon-valleys-missing-etiquette-playbook—Archive of all Lenny's Podcast transcripts:https://www.dropbox.com/scl/fo/yxi4s2w998p1gvtpu4193/AMdNPR8AOw0lMklwtnC0TrQ?rlkey=j06x0nipoti519e0xgm23zsn9&st=ahz0fj11&dl=0—Where to find Sam Lessin:• X: https://x.com/lessin• LinkedIn: https://www.linkedin.com/in/wlessin• Website: https://www.wlessin.com• Podcast: https://moreorlesspod.com• Lettermeme: https://lettermeme.com/lessin—Where to find Lenny:• Newsletter: https://www.lennysnewsletter.com• X: https://twitter.com/lennysan• LinkedIn: https://www.linkedin.com/in/lennyrachitsky/—In this episode, we cover:(00:00) Sam's background(04:18) The role of etiquette in business success(09:30) Introductions and entering a room(16:20) Engaging conversations and building relationships(23:55) Hygiene and dress code essentials(33:42) Dining etiquette(37:15) Tipping etiquette(41:36) The “B&D trick”(43:05) Humor in social settings(45:18) Self-deprecating humor(47:42) Winding down conversations(49:20) Scheduling etiquette(55:23) Communication and email etiquette(01:02:28) Meeting etiquette tips(01:04:03) Virtual meeting best practices(01:05:15) The importance of cleaning up after yourself(01:05:58) Exiting and follow-up etiquette(01:07:24) Final thoughts(01:09:20) AI corner(01:11:13) Contrarian corner(01:16:25) Lightning round—Referenced:• Y Combinator: https://www.ycombinator.com• Kleiner Perkins: https://www.kleinerperkins.com• “Lose Yourself” by Eminem on Spotify: https://open.spotify.com/track/7MJQ9Nfxzh8LPZ9e9u68Fq• Alison Gopnik on Childhood Learning, AI as a Cultural Technology, and Rethinking Nature vs. Nurture: https://conversationswithtyler.com/episodes/alison-gopnik• Garry Tan on LinkedIn: https://www.linkedin.com/in/garrytan• Bain & Company: https://www.bain.com• Evernote: https://evernote.com• Calendly: https://calendly.com• Morning Brew: https://www.morningbrew.com• Cursor: https://cursor.com• The rise of Cursor: The $300M ARR AI tool that engineers can't stop using | Michael Truell (co-founder and CEO): https://www.lennysnewsletter.com/p/the-rise-of-cursor-michael-truell• DigitalOcean: https://www.digitalocean.com• Cloudflare: https://www.cloudflare.com• SpaceX: https://www.spacex.com• Marc Andreessen on X: https://x.com/pmarca• Landman on Prime Video: https://www.amazon.com/Landman-Season-1/dp/B0D4D8RTMD• Dave Morin on X: https://x.com/davemorin—Recommended books:• Modern Etiquette in Technology, Finance, Society, and at Home: A Slow Ventures Handbook: https://www.amazon.com/Modern-Etiquette-Technology-Finance-Society-ebook/dp/B0G4HSKSY5• Life, the Universe and Everything: https://www.amazon.com/Universe-Everything-Hitchhikers-Guide-Galaxy-ebook/dp/B001ODEQ7A• The Ancient City: A Study on the Religion, Laws, and Institutions of Greece and Rome: https://www.amazon.com/Ancient-City-Religion-Institutions-Greece/dp/0801823048• Man's Search for Meaning: https://www.amazon.com/Mans-Search-Meaning-Viktor-Frankl-ebook/dp/B009U9S6FI• Area 51: An Uncensored History of America's Top Secret Military Base: https://www.amazon.com/Area-51-Uncensored-Americas-Military-ebook/dp/B004THU68Q• The Lessons of History: https://www.amazon.com/Lessons-History-Will-Durant/dp/143914995X• The Fish That Ate the Whale: The Life and Times of America's Banana King: https://www.amazon.com/Fish-That-Ate-Whale-Americas/dp/1250033314• The Last Kings of Shanghai: The Rival Jewish Dynasties That Helped Create Modern China: https://www.amazon.com/Last-Kings-Shanghai-Jewish-Dynasties/dp/0735224439—Production and marketing by https://penname.co/. For inquiries about sponsoring the podcast, email podcast@lennyrachitsky.com.—Lenny may be an investor in the companies discussed. To hear more, visit www.lennysnewsletter.com

Welcome to Life in the Leadership Lane where I am talking to leaders making a difference in the workplace and in our communities. How did they get to where they are and what are they doing to stay there! Buckle up and get ready to accelerate in the Leadership Lane! This week, I am talking with Brandon McCormick, CFP, AIF, CRPS, CPFA, Partner and Advisor, Prime Capital Financial, and2026 DallasHR President.How did Brandon get started in his career and whatled him to finance and leadership?What does Brandon share about the finance market?hat does Brandon share about “finding his lane”?What does Brandon share about building trust?What does Brandon share about goals and risktolerance? What does Brandon share about volunteer leadership?What does Brandon share about certification value?What advice does Brandon share to help others in theworkplace? …and more as we spend “Time to Accelerate” with afew more questions. Interview resources:Favorite quote from Brandon:“Keep moving forward. When you look back, you'll realize how far you have come.”Connect with Brandon on LinkedInVisit Prime CapitalVisit DallasHRLearn more about the podcast host Bruce WallerCheck out Bruce's books Drive With Purpose: Move Your Career from Success toSignificance (#1 New Released book on Amazon)Life in the Leadership Lane; MovingLeaders to Inspire and Change the Workplace Find Your Lane; Change yourGPS, Change your Career (“Book Authority” Best Books)Milemarkers; A 5 Year Journey …helping you record daily highlights to keep you on track.Connect with Bruce on LinkTreeSubscribe to Bruce's Blog “Move to Inspire” Get relocation support for your next household goods orcommercial office move across the US by reaching out to Bruce at bwaller@goarmstrong.com or visit The Armstrong Company

When you feel the constant pull of other people's priorities, it can be hard to carve out time for your own goals, leaving you feeling stuck in a cycle of exhaustion and unfulfilled potential. As we kick off 2026, Tiffany reflects on the importance of clarity in setting priorities, especially in a world that constantly demands more of us.In this episode of Life of And, Tiffany shares how undefined priorities can cause burnout, how shifting from being available all the time to protecting your time can create lasting change, and how setting clear boundaries helps women take control of their time, energy, and goals. Through practical insights, personal stories, and the power of “and,” Tiffany shares how you can stop living reactively and start building a life aligned with your true priorities.What You'll Learn:Why undefined priorities lead to burnout and how to break free from the cycle of exhaustionHow protecting your time and setting clear boundaries can help you build a sustainable lifeThe power of “and” in balancing ambition and generosity, growth and service, progress and presenceFor more from Tiffany:Follow Tiffany on Instagram: https://www.instagram.com/tiffany.sauderLearn More: https://www.tiffanysauder.com Timestamps:(00:00) Intro(00:47) Welcome to 2026: Reflecting on changes(02:28) The importance of time management(06:35) Defining goals and priorities(10:52) The cost of undefined priorities(15:13) Balancing service and self-care(18:54)  Setting boundaries and communicating priorities(24:32) Redesigning systems for work-life balance(33:12) Q&A: Navigating priorities and boundaries(45:05) Encouragement for new yearCheck out the sponsor of this episode:Created in partnership with Share Your Genius

Eric and Bryan discuss the new names that the Cowboys might be interested in for the vacant defensive coordinator position. The guys also discuss who they think should be the favorite to land the job. Other NFL coaching news from around the league including John Harbaugh being hired by the Giants. And as always, the guys answer the best questions from our listeners on Twitter! To learn more about listener data and our privacy practices visit: https://www.audacyinc.com/privacy-policy Learn more about your ad choices. Visit https://podcastchoices.com/adchoices

Viral Skin Conditions: Exam Organization Viral dermatologic conditions are best approached by age, distribution, and systemic involvement rather than by memorizing individual viruses. Confusion on exams often occurs when pediatric viral exanthems are tested against one another. Categories for exam organization:• Pediatric systemic viral patterns (viral exanthems, hand-foot-and-mouth disease, varicella)• Localized viral lesions (HSV, molluscum […] The post 151 Childhood Viral Rashes Made Simple – Exanthems, HFMD, Chickenpox & the Patterns That Show Up on PANCE appeared first on Physician Assistant Exam Review.

This is a short update episode to let you know what's been going on with the Show Up Real podcast—and what's coming next. I'm sharing a quick check-in, why I took a pause, and when the podcast will officially be back. Thank you for the grace, the trust, and for being here. In This Episode: A quick New Year check-in Why the podcast took a pause What I've been reflecting on behind the scenes When new episodes are coming back What you can expect from the next chapter of Show Up Real Important Dates:

Today, Jill digs into one of the most overlooked barriers to building an online coaching business: the fear of visibility, explaining how negativity bias, fear of accountability, and fear of vulnerability keep so many people stuck on the sidelines. She breaks down why visibility is the gateway to both impact and income, why you don't need to be "ready for everything" before you start posting, and how confidence and self-trust are built through reps, not perfection. From handling trolls and criticism to trusting your own experience and expertise, Jill shows listeners that you can't have growth, followers, or revenue without being seen, and that the only way to get comfortable with visibility is to start, learn on the fly, and let yourself be fortified by the process.   Get on the waitlist for FBA: https://jillfitfree.com/fba-waitlist/   Jill is a fitness professional and business coach who effectively made the transition from training clients in person and having no time to build anything else to training clients online and actually being more successful. Today, Jill helps other coaches to do the same.   Connect with me! Instagram: @jillfit | @fitbizu Facebook: @jillfit Website: jillfit.com

This hour, Scoot talks about the National Guard's presence in New Orleans during carnival season, Bill and Hilary Clinton not showing up the testify in front of Congress, Snoop Dogg and Maren Morris losing followers because of political, and more.

Have you ever looked around and thought everyone else has it together except you? In this episode, I'm sharing a personal moment that reminded me what actually creates value in coaching. If you've ever questioned whether you're doing enough or worried that your own struggles disqualify you from helping others, this episode will shift how you think about your role as a coach and show you why you don't have to have it all together to offer something deeply meaningful.   For full show notes, transcript, and more information, go to: lindsaydotzlafcoaching.com/272   Learn more about The Complete Coach here: lindsaydotzlafcoaching.com/the-complete-coach    Follow along over on Instagram: instagram.com/lindsaydotzlaf

Send us a textIf you feel stuck in your job search even though you are doing all the right things with your resume and LinkedIn, you are not alone. I see this pattern every day with mid-career professionals who are smart, capable, and experienced but still not getting traction in today's market.In this episode, I flip the script on how most people think about career growth and job search at mid-career. Job titles are not destinations. They are outcomes. When you build real career clarity, your value travels with you from one organization to the next, regardless of the title on the door.I walk you through a practical framework I use with my private clients to move them from scattered job searching to selective, strategic career positioning. We talk about how to define the problems you are best positioned to solve, the conditions where you do your best work, how to SHOW UP from service rather than proving, and how to clearly articulate who you help and what you help them do.You will also hear how this kind of clarity changes everything about interviews and recruiter conversations. When you stop trying to prove yourself and start SHOWing UP to contribute, your confidence increases, your message becomes sharper, and decision makers can see exactly where you fit.We also talk about the role of AI in today's job search. AI can help you optimize keywords, but it cannot replace clarity. Clarity is what carries the interview, builds trust, and helps you stand out in a crowded and noisy market.In this conversation, you will learn how to make recruiters' jobs easier by responding quickly, giving clear yes or no answers, and asking what they need next. These small shifts dramatically increase your credibility and momentum.At mid-career, the most powerful question is no longer “Am I enough?” It is “Where am I most useful?” When you answer that, your job search becomes focused, your energy increases, and your value compounds.If you are ready to reduce noise, save time, and target roles where your impact actually matters, this episode will give you the tools and language to do it.If you want help pinpointing where your value belongs next, visit johnneral.com/resources and get the Mid-Career Clarity Code for $43. You will receive a personalized 8 to 10-minute video from me breaking down exactly what you should focus on next in your career.Support the showVisit https://johnneral.com/resources to: Subscribe to my free leadership and career newsletter Get The Mid-Career Clarity Code to help you figure out whatever is next for you and your career Please leave a rating and review on Apple Podcasts here. Connect with John on LinkedIn here.Get John's New Mid-Career Journal on Amazon here. Follow John on Instagram @johnneralcoaching. Subscribe to John's YouTube Channel here.

In today's episode of The Real Stuff, I'm sitting down with Samantha Diamond, CEO and co-founder of Bird & Be, a company born out of her personal experience with PCOS, pregnancy loss, and the deep gaps in reproductive health education. Despite being married to an OB/GYN, Samantha realized she still didn't understand her cycle, fertility window, or the silent struggles that so many women face—until she became one of them.We talk candidly about how hormonal birth control masked her PCOS for years, her experience with pregnancy loss and infertility, and why fertility is not just a woman's issue (hi, sperm!).We also discuss the shame and confusion so many couples face while trying to conceive, and how she used her background in beauty and CMG to build a company that's changing the game for modern fertility support.Bird&Be offers everything from at-home fertility tests to prenatals for both men and women, but this episode isn't just about products; it's about empowerment. Samantha opens up about the emotional toll of TTC, how the packaging of fertility products made her feel unseen, and why redefining pregnancy culture is so important.Whether you're navigating PCOS, thinking about your fertility future, or supporting someone through a difficult season, this conversation is for you.Visit birdandbe.com and use code REALSTUFF for 15% off your first purchase.Follow Samantha on IG: @startupmammaWatch this episode in video form on YouTube: https://www.youtube.com/playlist?list=PLjmevEcbh5h5FEX0pazPEtN86t7eb2OgX To apply to be a guest on the show, visit luciefink.com/apply and send us your story. I also want to extend a special thank you to East Love for the show's theme song, Rolling Stone. Follow the show on Instagram: https://www.instagram.com/therealstuffpod Find Lucie here: Instagram: https://www.instagram.com/luciebfink/ TikTok: https://www.tiktok.com/@luciebfink YouTube: https://www.youtube.com/luciebfinkWebsite: https://luciefink.com/ Subscribe to my free newsletter "The Lucie List" here: https://thelucielist.beehiiv.com/subscribeSubscribe to "The Creator Confidential": http://www.luciefink.com/confidentialExecutive Producer: Cloud10Produced by Dear Media.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

You don’t need a massive marketing budget or a whole team to make a meaningful impact in your community. You just need intention, alignment, and a few smart strategies. In this episode, Stacey continues the Turning Culture Into Capital series by breaking down low-budget, high-impact ways to get visible, build relationships, and contribute to your community—without burning yourself out (or breaking the bank). You’ll learn: ✨ The best low-budget, low-time ideas (hint: T-shirt sponsorships and raffle donations still go a long way)✨ Creative low-budget, high-time opportunities to grow your presence and influence—from joining a local board to hosting networking events✨ Why your contributions don’t always need to be flashy—they just need to be intentional✨ Real talk on choosing opportunities that align with your strengths (not your nightmares)✨ How awards, volunteering, and showing up locally can skyrocket your brand credibility Whether you’ve got $20 or two hours to spare, this episode will help you find a starting point that feels aligned and sustainable—so you can start building real community capital your way.

In sixty electric seconds, Angel Santana strips motivation of its myth and invites you into a quieter truth: growth is a procession, not a single spark. Through a rapid, real-world parable—five minutes a day trumps an hour once a week—he shows how tiny, consistent acts add up to life change. Listen as the clock winds down and a simple challenge unfolds: stop waiting to feel ready, stop waiting to be inspired, and start showing up. This episode is a compact, urgent call to begin—because your tomorrow is built on what you do today. Have faith? Let it begin.

You haven't heard from your adult child lately, but they weren't doing well the last time you did hear from them. Or maybe you've heard they're okay, but you can't get an answer to a text. You wonder if they've blocked you. You're afraid of becoming more and more estranged. Whatever the circumstances surrounding your adult child's silence (or hostility), it might feel like a face-to-face meeting would be a good option. So you're tempted to show up on their doorstep and ask them to talk. In this important episode, host Tina Gilbertson offers her thoughts on the agonizing question, "Should I or shouldn't I?" She shares a recording of her response to this question from a past Q&A call, and reflects on whether her reply would be different today. Don't make travel plans until you listen. For evidence-based information and effective ways to repair your relationship with your estranged adult child(ren), read Tina's book, Reconnecting With Your Estranged Adult Child. Club members can discuss this and every episode in the General Discussion forum inside the Reconnection Club. Not a member yet? Learn more and join. Follow The Reconnection Club on Instagram

Hello to you listening in Keenesburg, Colorado!Coming to you from Whidbey Island, Washington this is Stories From Women Who Walk with 60 Seconds for Motivate Your Monday and your host, Diane Wyzga.  If you followed my New Year's Day Polar Bear Dive story published in Episode 774 and Episode 776 it might have sounded all too easy: show up, scream, run, dive in, go home.I'm here to tell you that I'm a dyed-in-the-wool introverted kinda gal. I do not do well in settings where I have to show up alone, don't know anybody, have to make small talk, and may end up looking the fool.  The Polar Bear Dive was a real challenge for me. Not the part where I dove into the 43 Fahrenheit degree water of Puget Sound but showing up. I could have stayed in bed, stayed at home, walked onto the beach and turned back, stayed on the beach but hung out in the background watching the others. You know what I'm talking about. And, no one would have known. I could have lied about what I did or didn't do.But that's not how I live anymore. Practical Tip:  Here's what I've learned: the courage isn't about getting to the Finish Line; the courage is agreeing that you will start. And once you start it's all Finish Line from there on out! Guaranteed!You're invited: “Come for the stories - stay for the magic!” Speaking of magic, I hope you'll subscribe, follow, share a 5-star rating and nice review on your social media or podcast channel of choice, and join us next time! Remember to stop by the website, check out the Services, arrange a Discovery Call, and Opt In to stay current with Diane and Quarter Moon Story Arts.  Stories From Women Who Walk Production TeamPodcaster: Diane F Wyzga & Quarter Moon Story ArtsMusic: Mer's Waltz from Crossing the Waters by Steve Schuch & Night Heron MusicAll content and image © 2019 to Present: for credit & attribution Quarter Moon Story Arts

We often think federal buyers buy from the best.That's just not the truth…They buy from the best of those who show up during their market research.It's vital you are visible wherever federal buyers or possible teammates look.In this training, you'll learn:• When federal buyers search for small business government contractors• Where federal buyers look to find small business vendors• How federal buyers choose which small businesses to meet with___________________________________

In this week's 5 Yrs Ago Flashback episode of the Wade Keller Pro Wrestling Post-show (1-13-2021), PWTorch editor Wade Keller was joined by PWTorch's Joel Dehnel to discuss AEW Dynamite “New Year's Smash – Week II” featuring Darby Allin defending the TNT Title against Brian Cage, Cody on “The Waiting Room” with Britt Baker, The Elite in action with a big angle with The Good Brothers and The Young Bucks, Eddie Kingston vs. Pac, Inner Circle's New Year's Resolutions, Serena Deeb vs. Tay Condi, Chuck Taylor vs. Miro, and more.Then, a bonus Wade Keller Hotline from one year earlier reviewing AEW Dynamite (1-15-20 edition) start to finish, plus the breaking news of AEW's renewal with TNT and the death of Rocky Johnson. The episode featured Jon Moxley vs. Sammy Guevara and Pac vs. Darby Allin in high-stakes matches, Chris Jericho spiking Mox in the eye, Cody accepting MJF's stipulations, a truly awful women's tag match, another Dark Order vignette, a wild four-way opening tag match, and the return of DDP to the ring a Joey Janela promo, and more.Become a supporter of this podcast: https://www.spreaker.com/podcast/wade-keller-pro-wrestling-post-shows--3275545/support.

Tonight,Snow day!

I'm kicking off 2026 with a little reflection and a fresh evolution of the podcast. After two years of spotlighting inspiring entrepreneurial stories, I realized I've also been deeply focused behind the scenes—helping entrepreneurs leverage their story with intention, strategy, and confidence to truly connect with their audience. In this episode, I share how I'm stepping more fully into my role as a storytelling mentor, guiding leaders to own their voice, refine their message, and step onto stages and platforms with clarity and impact. You'll hear how this shift will make interviews even more intentional, highlight the lessons in each story, and give you actionable insights to apply to your own visibility and leadership. Plus, I'm inviting you to watch my workshop, Take the Mic in 2026, designed to help you see your story as an asset, stop hiding behind your work, and step into the new year with confidence.   Let's keep the conversation going!Website: www.martaspirk.com Instagram: @martaspirk Facebook: Marta Spirk Want to be my next guest on The Empowered Woman Podcast?Apply here: www.martaspirk.com/podcastguest  Watch my TEDx talk: www.martaspirk.com/keynoteconcerts    There's a reason Pitch Worthy is on every power founder's radar. It's the definitive PR book for women done with being overlooked. If you're ready for press, premium clients, and undeniable authority, this is your playbook. Buy your copy now at hearsayPR.com.  

1/8 Full Show

The WIP Morning Team talks about whether the Eagles' offensive line can put together a complete game on Sunday and if the running game will follow suit behind them. They then finish up with Time's Yours.

Send us a textYou do not need a perfect plan. You need to stop bullsh*tting yourself.Trevor Baxter, owner of CrossFit Elkhorn, sits down with Eric to talk about what actually gets people healthy again. Not hype. Not hacks. Just the truth. Starting is the hardest part, and most people never start because they keep hiding behind “I don't have time.”They get into why community matters, why coaching matters, and why some gyms feel like a family while others kick you out the second class ends. Trevor also opens up about losing his mom to ALS, the workout they do every year in her honor, and why showing up is the whole point even when life is heavy.If you want results, stop trying to do it alone. Find people who will hold you to what you said you wanted.Listen to this episode on other podcast platforms: Spotify: https://tinyurl.com/BeAuthenticSpotifyGoogle Podcast: https://tinyurl.com/BeAuthenticGooglePodcastApple Podcast: https://tinyurl.com/BeAuthenticApplePodcastAmazon Music: https://tinyurl.com/BeAuthenticAmazonMusic Connect with "Be Authentic or GTFO" on social media:Facebook: https://www.facebook.com/beauthenticorGTFOInstagram: https://www.instagram.com/beauthenticorGTFOWebsite: https://beauthenticorgtfo.com Follow Podcast Host Eric Oberembt on social media:Facebook: https://www.facebook.com/ericoberembtInstagram: https://www.instagram.com/ericoberembt

Welcome to the very first episode under our new name The Worth Loving Podcast. Formerly known as The Music and Therapy Podcast with Relationship Coach Keana W. Mitchell, this new name reflects a deeper mission: helping women heal, grow, and create the relationships they desire by first understanding that they are worth loving. In today's episode, Keana explores the powerful connection between self‑love, emotional healing, and healthy relationships. Whether you're single or in a partnership, the relationship you have with yourself sets the tone for every other relationship in your life. This episode will help you understand why loving yourself is not optional it's foundational.  

I'm setting a bold focus for this new season: choose who we will be in hard moments and build relationships with no regrets. I share five common end-of-life regrets, turn them into learnable skills, and give you a clear assignment to craft one specific intention for the year.• the five most common relationship regrets are: silence, absence, guarded love, inauthenticity, unrepaired ruptures• skills for honest expression with loving power• rituals for presence and attention• vulnerability as a trainable skill• authenticity with empathy over people-pleasing• relationship cycles: harmony, disharmony, repair• spotting losing strategies like withdrawal, defensiveness, perfectionism• writing one specific, behavioral intention for hard moments• commit to practice and celebrate reps, not perfectionSo if you feel like this is your year to really start working on your relationships, then I would encourage you to go to https://monicatanner.com/call and book a complimentary, no obligation, 30-minute relationship breakthrough to see if this would be a good time to start working together.Send me an email, drop me a line on social, let me know what is your intention for this year.Send us a text

If you've ever thought "who am I to teach this?" or "I'm not successful enough to call myself an expert," welcome to the 84% of entrepreneurs who experience imposter syndrome. Here's the truth: feeling like a fraud doesn't mean you ARE a fraud. In this episode, I'm breaking down why imposter syndrome hits hardest when you're actually GOOD at what you do, how to show up as an authority even when you don't feel like one, and the difference between healthy self-awareness and self-sabotage. You'll learn how to position yourself as an expert without feeling like you're lying, what to do when imposter syndrome hits right before you go live or post, and why waiting until you "feel ready" is costing you clients. Your expertise is valuable. Your experience matters. And someone needs to hear from YOU today—not the version of you that feels 100% confident, but the real you showing up anyway.Join The 3 Day Challengewww.keenyakelly.com/challengeIf you enjoyed today's episode be sure to let us know on Instagram or over on our YouTube Channel - all under the name Keenya Kelly Subscribe to The If You Create It Podcast!Watch episodes on YouTube!!Get 150 Viral Hook Ideas for FREEhttps://www.keenyakelly.com/150hooksJoin The Influence Empire Go to https://www.theinfluenceempire.com

“Send Coach John a message”I found so many things that I wanted to (and could have) share with you today. It could easily be 10 podcasts. This one connected with me first and it came from Mark Hickie (@MPHickie) and he shared this preview of what the post was all about:  “A message for today … Don't be afraid to embrace life, chase your dreams and live fully. Show up every day with passion and courage, and let nothing hold you back. Life is rare and beautiful—go all in with it!” His post moved me so much and I shared these thoughts on his post as I shared it with others: “I could do so much better with this for my life… I've had my moments of not being afraid, but not like I know I could have. Good news for me, I can show up today - right in this moment I have - with passion, courage, love, etc., and do my best with the task at hand.”  I shared a lot about this in today's episode and it honestly connects with a lot of the thoughts, feelings, ideas swirling around in my head from other items I have connected with this morning - but I hope (as I always do) this gets you thinking and then acting in a direction that helps you with the things going on in your life. Whatever it is, keep it up!  Thanks for listening.  Please take a few moments to subscribe & share this with someone, also leave a 5 Star rating on Apple Podcasts and ITunes or other services where you find this show.  Find me on Facebook:  https://www.facebook.com/coachtoexpectsuccess/   on Twitter / “X”:  @coachtosuccess   and on Instagram at:  @coachjohndaly  - My YouTube Channel is at: Coach John Daly.   Email me at: CoachJohnDalyPodcast@gmail.com     You can also head on over to https://www.coachtoexpectsuccess.com/ and get in touch with me there on my homepage along with checking out my Top Book list too.  Other things there on my site are being worked on too.  Please let me know that you are reaching out to me from my podcast.  ** I would appreciate anyone to try clicking on the top of the show notes where it says "Send us a text" to leave a few thoughts / comments / questions.  It's a new feature that I'd like to see how it works. **

Shelby Forsythia, a grief coach and author of Of Course I'm Here Right Now: Three Actually Helpful Things to Say to Someone Grieving, joins Mary B to offer practical guidance on how to show up for people in grief. When unsure of the “right” words, many people default to silence rather than risk saying the wrong thing, often leaving grievers feeling isolated. Shelby's work aims to interrupt that pattern. The title of her book is structured around three simple statements: Of course. I'm here. Right now. These serve as guideposts for offering genuine, supportive language. Shelby also explores the idea of collateral grief, the secondary losses that often accompany a primary grief event, such as routines, relationships, or imagined futures. Together, Mary B and Shelby examine a form of grief that is frequently minimized in our culture: the grief that follows the end of a friendship or relationship.Shelby Forsythia (she/her) is a grief coach, author, and podcast host. In 2020, she founded Life After Loss Academy, an online course and community that has helped dozens of grievers grow and find their way after death, divorce, diagnosis, and other major life transitions.Following her mother's death in 2013, Shelby began calling herself a “student of grief” and now devotes her days to reading, writing, and speaking about loss. Through a combination of mindfulness tools and intuitive, open-ended questions, she guides her clients to welcome grief as a teacher and create meaningful lives that honor and include the heartbreaks they've faced. Her work has been featured in Huffington Post, Bustle, and The Oprah Magazine.Preorder your copy of Of Course I'm Here Right Now wherever you buy books. Get your hands on the many resources Shelby offers at shelbyforsythia.com. Join the Found Family crew over on Substack and get your free copy of the Found Family Cheat Sheet. Support the show

New Year New You, All the New Year's Hype. But what are you actually doing to keep yourself on track for 2026.Here's a few tips from me. I pray that you have a blessed and abundant year.Support the show

We The People must stand strong, stay united, resolute, calm, and focus on the mission. Order Mel's New Book: Americans Anonymous: Restoring Power to the People One Citizen at a Time https://themelkshow.com/book The Show's Partners Page: https://themelkshow.com/partners/ Consider Making A Donation: https://themelkshow.com/donate/ Beverly Hills Precious Metals Exchange - Buy Gold & Silver https://themelkshow.com/gold/ Speak with Gold Expert Andrew Sorchini…Tell Him Mel K Sent You! Dr. Zelenko Immunity Protocols https://zstacklife.com/MelK I trust SatellitePhoneStore when all other networks fail. With their phone, I know I'm always connected, no matter where I am or what happens. https://sat123.com/melk/ I've tried a lot of supplements over the years, but nothing has compared to the purity and results I've experienced with Chemical Free Body. USE CODE MELK Mel K Superfoods Supercharge your wellness with Mel K Superfoods Use Code: MELKWELLNESS and Save Over $100 off retail today! https://themelkshow.com/partners/ Healthy Hydration: https://themelkshow.com/partners/ Patriot Mobile Support your values, your freedom and the Mel K Show. Switch to Patriot Mobile for Free. Use free activation code MELK https://themelkshow.com/partners/ HempWorx The #1 selling CBD brand. Offering cutting edge products that run the gamut from CBD oils and other hemp products to essential oils in our Mantra Brand, MDC Daily Sprays which are Vitamin and Herb combination sprays/ https://themelkshow.com/partners/ Dr. Zelenko Immunity Protocols https://zstacklife.com/MelK Support Patriots With MyPillow Go to https://www.mypillow.com/melk Use offer code “MelK” to support both MyPillow and The Mel K Show The Wellness Company - Emergency Medical Kits: https://themelkshow.com/partners/ Dr. Stella Immanuel, MD. Consult with a renowned healthcare provider! Offering Telehealth Services & Supplements. Use offer code ‘MelK' for 5% Off https://themelkshow.com/partners/ Rumble (Video) - The Mel K Show: https://rumble.com/c/TheMelKShow X: https://twitter.com/MelKShow Twitter (Original): https://twitter.com/originalmelk TRUTH Social: https://truthsocial.com/@themelkshow Instagram: https://www.instagram.com/themelkshow/ Podbean: https://themelkshow.podbean.com/ GETTR: https://www.gettr.com/user/themelkshow Locals.com: https://melk.locals.com/ Banned Video: https://banned.video/channel/the-mel-k-show We at www.themelkshow.com want to thank all our amazing patriot pals for joining us on this journey, for your support of our work, and for your faith in this biblical transition to greatness. Together we are unstoppable. We look forward to seeing you. God Wins! https://themelkshow.com/events/ Remember to mention Mel K for great discounts on all these fun and informative events. See you there! Our Website www.TheMelKShow.com We love what we do and are working hard to keep on top of everything to help this transition along peacefully and with love. Please help us amplify our message: Like, Comment & Share!

TALK ME OUT OF IT UPDATE: Should I Show Up To My Ex's House For Christmas? full 319 Mon, 05 Jan 2026 14:44:25 +0000 kAW4eqSvYFr3IWuzmqcDNZp9my52EHdl relationship advice,talk me out of it update,music,society & culture,news Kramer & Jess On Demand Podcast relationship advice,talk me out of it update,music,society & culture,news TALK ME OUT OF IT UPDATE: Should I Show Up To My Ex's House For Christmas? Highlights from the Kramer & Jess Show. 2024 © 2021 Audacy, Inc. Music Society & Culture News False https://player.amp

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Your clients don't skip Pilates because they don't care.They skip because the system asks them to do work they don't have the capacity for.In this short episode, Raphael shares:Why flexibility often reduces attendanceThe paradox of overwhelm: needing structure but lacking the bandwidth to create itHow studios unintentionally design for no-shows and drop-offA simple shift from “choice” to “default” that increases consistency and retentionIf your clients say they “don't have time”, this episode explains what's really happening and how to fix it.This podcast uses the following third-party services for analysis: AdBarker - https://adbarker.com/privacy

In hour 3 Andy and Randy bring you an NFL No Huddle as er head into week 18 with a lot of playoff implications. AND, to celebrate Saints vs Falcons, Andy and Randy duke it out in Sports Jeopardy.

If you want to listen to the full episode (XYBM 146) from this clip, search for the title: "Ep. 146: Why Black Men feel like we're Never Doing Enough with Dr. Rose Moten" — it was released on December 22, 2025.In XYBM 146, I sit down with Dr. Rose Moten, a renowned psychologist and trauma healing specialist, to discuss the challenges Black men face when it comes to asking for help and not feeling like we're doing enough. Dr. Rose shares her personal and professional insights into emotional wellness, the importance of being present, and navigating family dynamics and grief, especially during the holiday season.     This episode is a must-watch as we head into the holiday season, when emotions tend to surface in ways we don't always expect. Tune in on all podcast streaming platforms — including YouTube.        Leave a 5-star review ⭐️⭐️⭐️⭐️⭐️ if you found value in this episode or a previous episode!BOOK US FOR SPEAKING + BRAND DEALS:————————————Explore our diverse collaboration opportunities as the leading and fastest-growing Black men's mental health platform on social media. Let's create something dope for your brand/company.Take the first step by filling out the form on our website: https://www.expressyourselfblackman.com/speaking-brand-dealsHOW TO FIND A DOPE, BLACK THERAPIST: ————————————We are teaching a FREE webinar on how to find a dope, Black therapist – sign up for the next session here: https://event.webinarjam.com/channel/black-therapistAll webinar attendees will have the opportunity to be paired with a Black mental health professional in Safe Haven. We have had 5K+ people sign up for this webinar in the past. Don't miss out. Slots are limited. SAFE HAVEN:————————————Safe Haven is a holistic healing platform built for Black men by Black men. In Safe Haven, you will be connected with a Black mental health professional, so you can finally heal from the things you find it difficult to talk about AND you will receive support from like-minded Black men that are all on their healing journey, so you don't have to heal alone.Join Safe Haven Now: https://www.expressyourselfblackman.com/safe-haven SUPPORT THE PLATFORM: ————————————Safe Haven: https://www.expressyourselfblackman.com/safe-havenMonthly Donation: https://buy.stripe.com/eVa5o0fhw1q3guYaEE Merchandise: https://shop.expressyourselfblackman.com FOLLOW US:————————————TikTok: @expressyourselfblackman (https://www.tiktok.com/@expressyourselfblackman) Instagram:Host: @expressyourselfblackman(https://www.instagram.com/expressyourselfblackman)Guest: https://www.instagram.com/drrosemotenYouTube: https://www.youtube.com/c/ExpressYourselfBlackManFacebook: https://www.facebook.com/expressyourselfblackman

In this episode of Workday Playdate, Erin welcomes Neil Ghosh—purpose-driven leader, social impact advocate, and author of Do More Good—to explore a relieving idea: you don't need to be perfect to make a meaningful difference.Together, Erin and Neil unpack what purpose-driven leadership actually looks like in real life. They dig into why empathy is a practice, how imperfection builds trust and innovation, and why lasting change almost always starts smaller than we expect.Neil introduces his GEMSS model—Get Engaged, Empower Others, Micro Philanthropy, Show Up, Start Small—as a practical framework for proactive living and leadership.Inside This Episode:Purpose as a Burnout Antidote: Why purpose anchors decisions, sustains energy, and helps leaders navigate uncertainty.The Power of Imperfection: How imperfect leaders create psychological safety, trust, and room for innovation.Empathy, Reframed: Why empathy starts with perspective-taking before judgment—and how it changes leadership behavior.The GEMSS Model Explained: A simple, actionable framework for doing more good without doing more everything.Micro Philanthropy, Macro Impact: How small, consistent actions create ripple effects at work and beyond.Unity Without Uniformity: What it really takes to build shared commitment in diverse teams and communities.Who This Episode Is For:Purpose-driven leaders who want impact without burnoutHumans who care deeply but feel overwhelmed by “doing it all”Managers building cultures of trust, empathy, and belongingAnyone curious how small, imperfect actions can still change the worldYour FreebieYou've tried the emails, the all-hands rollout, and the polished decks, but the vision still isn't landing.That's because people don't buy into a vision that's presented to them; they buy into one they help shape.The 30-Minute Vision-Setting Meeting Template gives you a simple, human-centered way to create alignment, spark ownership, and build real momentum. Download it here.No, You Hang Up First (Let's Keep Connecting)Did today's episode resonate with you? Leave us a review sharing your favorite insight and we'll send you a free signed copy of I See You! A Leader's Guide to Energizing Your Team through Radical Empathy.Have a question that we can answer? Leave us a Speakpipe audio clip and we'll answer it in an upcoming episode.Don't want to miss another episode? If you're a Spotify listener, find our show here and click “Follow.” If you're an Apple Podcast listener, click here and make sure to hit “+Follow.”Want access to a bunch of free resources for your work life? This is your personal jackpot that gives you access to the frameworks that help us thrive both personally and professionally. Whether you're trying to improve your daily routine, flesh out an idea that you've had for quite some time, or want to add more play into your day - these resources have got your back.Want 1 email a week from us? Our well-loved Fail Fourward Friday gives you 4 Fails, 3 Awakenings, 2 Ideas, and 1 Laugh from the week that reminded us what being human is all about: to make failure a habit, be a lifelong learner, explore more, and never pass up an opportunity to laugh. Subscribe here.Connect with Neil GhoshNeil's LinkedInNeil's article: “How leaders can be transparent about their belief systems without alienating anyone”Neil's article: “In an Age of Chaos, Leadership Starts with Doing the Right Thing”Connect with Erin Diehl x improve it!Erin's websiteErin's InstagramErin's TikTokErin's LinkedInimprove it!'s websiteimprove it!'s InstagramSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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

Happy Boxing Day, Heal Squad. It's a festive Lonely Guy Friday, coming to you from the quiet stretch after Christmas, when the wrapping paper's gone, the expectations ease up, and reality sneaks back in. Kev reflects on why Christmas feels like it flies by, why we build so much pressure around one perfect day, and why maybe the spirit of the holiday matters more than the sermon about what it shouldn't be. A look at generosity versus shame, giving versus guilt, and why kindness and being seen might be the point after all. A reminder that you don't have to fix everything, carry everyone, or solve decades of dysfunction during the holidays. Sometimes the most generous thing you can do is protect your energy, keep your heart open, and let people walk their own path. Happy Boxing Day, wherever you are and however you're spending it. Bye Betches. -- HEAL SQUAD SOCIALS IG: https://www.instagram.com/healsquad/ TikTok: https://www.tiktok.com/@healsquadxmaria HEAL SQUAD RESOURCES: Heal Squad Website:https://www.healsquad.com/ Heal Squad x Patreon: https://www.patreon.com/HealSquad/membership Maria Menounos Website: https://www.mariamenounos.com My Curated Macy's Page: Shop My Macy's Storefront EMR-Tek Red Light: https://emr-tek.com/discount/Maria30 for 30% off Airbnb: https://www.airbnb.com/maria  Thrive Causemetics: https://thrivecausemetics.com/healsquad Get 20% OFF with this link!  Briotech: https://shopbriotech.com/ Use Code: HEALSQUAD for 20% off  ABOUT MARIA MENOUNOS: Emmy Award-winning journalist, TV personality, actress, 2x NYT best-selling author, former pro-wrestler and brain tumor survivor, Maria Menounos' passion is to see others heal and to get better in all areas of life. ABOUT HEAL SQUAD x MARIA MENOUNOS: A daily digital talk-show that brings you the world's leading healers, experts, and celebrities to share groundbreaking secrets and tips to getting better in all areas of life. DISCLAIMER: This Podcast and all related content (published or distributed by or on behalf of Maria Menounos or http://Mariamenounos.com and http://healsquad.com) is for informational purposes only and may include information that is general in nature and that is not specific to you. Any information or opinions provided by guest experts or hosts featured within website or on Company's Podcast are their own; not those of Maria Menounos or the Company. Accordingly, Maria Menounos and the Company cannot be responsible for any results or consequences or actions you may take based on such information or opinions. This podcast is presented for exploratory purposes only. Published content is not intended to be used for preventing, diagnosing, or treating a specific illness. If you have, or suspect you may have, a health-care emergency, please contact a qualified health care professional for treatment.