Podcasts about SMB

Adam Vandermyde had to be persuaded to acquire the $15m business that he ultimately professionalized and exited for 7x.Register for the webinar: How to Present Your Deal for Maximum SBA Success - TODAY!! - https://bit.ly/3KW7aWLTopics in Adam's interview:Leaving consulting 2 months from making partnerTaking on the CEO role at the target before closingFocusing on EBITDA over revenueA construction mistake that cost the company dearlyParsing data to understand “margin per labor dollar”Advantages of being in a high-growth geographical areaImproving customer service to stand outExiting after 5 yearsAdrenaline rush of sharing his payday with employeesHow it feels to be a millionaireReferences and how to contact Adam:LinkedInGet a free review of your books & financial ops from System Six (a $500 value):Book a call with Tim or hello@systemsix.com and mention Acquiring MindsLearn more about Walker Deibel's done-with-you buy-side advisory:The Acquisition LabWork with an SBA loan team focused exclusively on helping entrepreneurs buy businesses:Pioneer Capital AdvisoryConnect with Acquiring Minds:See past + future interviews on the YouTube channelConnect with host Will Smith on LinkedInFollow Will on TwitterEdited by Anton RohozovProduced by Pam Cameron

One of the biggest traps I fell into after leaving the corporate world was believing that I needed to lead by example, often clocking twelve-hour days just to prove a point about work ethic to my team. I've realized that while leading by sheer effort creates a bottleneck, leading with radical clarity is the true force multiplier that actually scales a business. I'm breaking down how I shifted from micromanaging the "how" to defining clear outcomes for the "who," a strategic pivot that has allowed me to 5X my output, escape the weeds of daily operations, and stop being a prisoner to my own company.//Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green.About Ray:→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com→ Current Sales & Sales Management Expert in Residence at the world's largest IT business mastermind.→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com//Follow Ray on:YouTube | LinkedIn | Facebook | Twitter | Instagram

✍【乱翻书时刻】• 2025Meta壕购字节没收成的Manus——2017字节吞并Facebook放弃的Musical.ly——这对信息流广告超级机器，早在2012年就已如同师生，尤其是在组织与商业化上。2018年，双方的全球竞争终于亮牌。扎克伯格和张一鸣心中不同的北极星指标，抖音夸张的商业化攫取效率，构成了必然发生在2025/2026的交叉点。• 激进的商业化标杆也解释了——为何2018年初抖音赶超快手，年终国内月活就拉开2亿差距，海外TikTok遥遥领先。2017快手商业化首年就超过70亿收入。双方当年战略空间和定力的差异，大概就源于张利东刘思齐等在2014-2016三年建成了今日头条广告系统，OCPX类效果广告占比约60%，已经从KA和SMB获取了75亿的收入弹药储备。• 张利东曾经是一位怎样的记者，为什么这位传统报纸经营者那么猛，一年调高十倍销售目标？字节为何立下每月3000人+的招聘目标，全力做重支持SMB广告业务？电商平台和中国半数VC融资，为什么都被卷入这种营销风潮？百度和腾讯的商业化团队为什么无法做出有效反击？

Joe Odell and his partner acquired a business with over $4m in earnings and lots of green flags. It went sideways fast.Register for the webinar: How to Present Your Deal for Maximum SBA Success - Jan 8th - https://bit.ly/4snUKHYTopics in Joe's interview:His blue collar, military backgroundVolunteering without pay for a consulting companyUltimately rejecting the tech industryFinding his search partner at business schoolSeeking out a complex businessDoing traditional search, on his wife's adviceAcquiring a home health adjacent companyPost-close cash crisisLosing a key sales repFatal “pen stroke risk”References and how to contact Joe:LinkedInGet a complimentary IT audit of your target business:Email Nick Akers at nick@inzotechnologies.com, and tell him you're a searcherDownload the New CEO's Guide to Human Resources from Aspen HR:From this page or contact mark@aspenhr.comGet complimentary due diligence on your acquisition's insurance & benefits program:Oberle Risk Strategies - Search Fund TeamConnect with Acquiring Minds:See past + future interviews on the YouTube channelConnect with host Will Smith on LinkedInFollow Will on TwitterEdited by Anton RohozovProduced by Pam Cameron

SummaryIn this week's episode of Startup Junkies, Maddison Tailor and Audrey Hickox join hosts Caleb Talley and Daniel Koonce to share the genesis and growth of Acres.com, a platform revolutionizing land acquisition and management.Acres began as an internal solution to disjointed and complicated land deal processes. Recognizing shared pain points with clients, the team built a comprehensive platform making land data transparent and accessible—no GIS expertise required. Now, Acres empowers everyone from home builders and brokers to agricultural managers and recreational land users with real-time data on elevation, zoning, utilities, and more.A key differentiator is Acres' people-centric approach. The team partners deeply with clients, bringing their feedback directly to product development. Their dedication ensures that users not only get robust datasets, including the largest sold land database in the U.S., but also hands-on guidance through every interaction.The episode also highlights recent innovations like recreation layers and AI integration, which enhance decision-making with seamless data delivery. Whether you're a developer, investor, or curious entrepreneur, Acres' story exemplifies how listening to customers and continual iteration can turn internal pain points into industry-wide solutions!Show Notes(00:00) Introduction(05:48) How a People-First Approach Drives Impact(07:16) A Comprehensive Land Data Solution(10:11) Acres: The Largest Sold Land Database(14:42) Streamlining Land Data with AI(17:13) Targeted Messaging for Specific Personas(22:09) Future Growth and Innovation(26:00) Closing ThoughtsLinksDaniel KoonceCaleb TalleyStartup JunkieStartup Junkie YouTubeAudrey HickoxMaddison TailorAcres

As we transition into 2026, I'm kicking off a dedicated series where I break down the most impactful lessons I learned, relearned, and unlearned throughout 2025. I've audited everything from my calendar to my AI conversation history to curate a list of high-leverage insights—stripped of all the "guru" filler—that I'll be sharing one by one in the coming episodes. This isn't a random information dump; it's a focused look at the specific strategies and mindset shifts that actually moved the needle for my business, serving as both a guide for you and an accountability note to my future self.//Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green.About Ray:→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com→ Current Sales & Sales Management Expert in Residence at the world's largest IT business mastermind.→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com//Follow Ray on:YouTube | LinkedIn | Facebook | Twitter | Instagram

Years ago, I gave my wife business advice that technically worked but ultimately led her to build a company she didn't love. She had a thriving creative business with a massive waiting list, and I convinced her to scale it, effectively turning her from an artist into a manager. In this episode, I'm sharing that story to highlight a critical lesson for every entrepreneur: just because a strategy makes financial sense doesn't mean it aligns with the life you actually want to live, and I'll walk you through how to filter the advice you receive so you don't end up successfully building a business that makes you miserable.//Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green.About Ray:→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com→ Current Sales & Sales Management Expert in Residence at the world's largest IT business mastermind.→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com//Follow Ray on:YouTube | LinkedIn | Facebook | Twitter | Instagram

As we think about year-end planning, I want to challenge how you're setting goals. Most people set goals based on what they want: "I want more brand growth, more leads, smoother operations." I have a different outlook. Your business is a system, and systems are only capable of producing output according to what the constraints allow. So instead of saying what you want, ask: "What are the constraints keeping us from getting there?" Not getting enough leads? Sales process isn't good? Delivery isn't smooth? Write down all the problems, then identify the ONE highest-leverage constraint—the bottleneck where fixing it changes throughput dramatically. This episode breaks down why identifying the one constraint is really fucking hard (you'll feel FOMO, you'll want to tackle three problems instead of one), and why most sub-eight-figure businesses can only solve one constraint at a time. I just went through this exercise myself this morning, and here's an example: if your sales process is leaking shit everywhere, does it make sense to 10X your brand growth and leads first? No—because you're just wasting that effort. Fix the conversion constraint before the lead growth constraint. Learn how to audit constraints, discipline yourself to pick the one with greatest impact, and put all the wood behind that arrow instead of diluting effort across 27 problems.//Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green.About Ray:→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com→ Current Sales & Sales Management Expert in Residence at the world's largest IT business mastermind.→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com//Follow Ray on:YouTube | LinkedIn | Facebook | Twitter | Instagram

I learned a defining lesson early in my management career that I've lived by for the last 20 years: a cohesive team working together will always outperform a collection of highly talented individuals looking out for themselves. Whether it's on the football field or the sales floor, the moment you prioritize collaboration and core values over individual stats, you unlock a level of performance that “stars” simply can't achieve on their own. In this video, I react to a powerful clip from Tom Brady that validates this exact philosophy, and I share how I used this approach to transform a cutthroat, toxic environment into a championship team that broke records for a decade straight.//Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green.About Ray:→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com→ Current Sales & Sales Management Expert in Residence at the world's largest IT business mastermind.→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com//Follow Ray on:YouTube | LinkedIn | Facebook | Twitter | Instagram

I was on a coaching call with people selling IT services, and someone had an opportunity to dig deeper into what the prospect said. Another person suggested, "We could have asked 'Why is that important to you?'" The response? "I thought we weren't supposed to ask 'why' questions. It's what I heard from Chris Voss." Look, I love Chris Voss—phenomenal hostage negotiator, great book (Never Split the Difference)—and I fundamentally agree with most of what he says. He's right that "why" questions can make people defensive because we're trained from childhood that "Why did you do that?" means we're being accused of something. But here's my slightly different perspective: Chris comes from negotiating with terrorists and hostages—there's inherent conflict between the two parties. That's not consultative sales. Your prospect's money isn't being held hostage. This episode breaks down why the advice gets implemented too broadly without understanding the context. If you ask with curiosity—"Interesting, I haven't seen that before... why do you guys do it that way?"—versus accusation—"Well... what's the purpose of that?"—your tonality changes everything. I hereby give you permission to use "why" at the beginning of questions, so long as you deliver it with curiosity and not accusation. Don't overthink it. Use it strategically.//Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green.About Ray:→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com→ Current Sales & Sales Management Expert in Residence at the world's largest IT business mastermind.→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com//Follow Ray on:YouTube | LinkedIn | Facebook | Twitter | Instagram

The first business Joe Soelberg bought did $400k SDE. The experience and cash flow enabled a second, larger acquisition.Topics in Joe's interview:Leaving corporate for a chance to manage P&LHis toughest pitch was to his wifeAcquiring a 3D design firmPivoting hard during CovidHiring a manager with a design backgroundAcquiring a branding agencyDifference between branding and marketingRetainer model for recurring revenueOffering less than listing priceHis hand-off relationship with his businessesReferences and how to contact Joe:LinkedInPoint B CommunicationsSONNY+ASHMike Curry on Acquiring Minds: It's All Your Fault: How to Become CEO of Your AcquisitionJohannes Hock on Acquiring Minds: Buy and 3x a Project Based Business in Just 2 YearsWork with an SBA loan team focused exclusively on helping entrepreneurs buy businesses:Pioneer Capital AdvisoryGet complimentary due diligence on your acquisition's insurance & benefits program:Oberle Risk Strategies - Search Fund TeamGet a free review of your books & financial ops from System Six (a $500 value):Book a call with Tim or hello@systemsix.com and mention Acquiring MindsConnect with Acquiring Minds:See past + future interviews on the YouTube channelConnect with host Will Smith on LinkedInFollow Will on TwitterEdited by Anton RohozovProduced by Pam Cameron

Get featured on the show by leaving us a Voice Mail: https://bit.ly/MIPVM The episode explores how Chris Stegh sees organisations balancing AI adoption with data security, governance and practical risk management. It covers the real barriers to scaling AI, why perfect data hygiene is unrealistic, and how leaders can use tools like Copilot, Purview and agentic AI to create safe, high‑value use cases while improving long‑term resilience.

If you're nervous when you fire up the camera, I'm going to share a piece of advice Dan Martell gave me three years ago that I absolutely did not want to hear: go live for 30 days in a row. I was terrified of video—I could write great scripts, set up the tech perfectly, get the lighting and mic just right, then hit record and completely blank. Stage fright. So when Dan told me to go live with no retakes, no edits, where if I look dumb I'm stuck with it? That was the LAST thing I wanted. But I did it anyway. And I credit that exercise for paving the way for the hundreds of videos I've created since—YouTube every week for two and a half years, LinkedIn, Instagram, webinars, VSLs, you name it. This episode breaks down why it works: (1) it eliminates excuses and procrastination—I couldn't waste time buying new lights or tweaking camera angles, I had to go live by end of day even if it was just my iPhone, (2) it's forced exposure therapy that builds tolerance to your fear, and (3) it compresses learning—30 videos in 30 days versus taking 60 weeks to publish 30 videos spreads that learning over a year. I was surprised how supportive people were, and I even got a client from it. But don't expect applause or followers—the real ROI is internal. Your only goal is to finish. Fire up a live right now, announce you're doing 30 days, and that's your first video done.//Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green.About Ray:→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com→ Current Sales & Sales Management Expert in Residence at the world's largest IT business mastermind.→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com//Follow Ray on:YouTube | LinkedIn | Facebook | Twitter | Instagram

This is probably the most unfiltered view I've posted since changing this podcast format. I saw a LinkedIn post with the hook: "My wife died at 39. Her doctors never tested the one thing that could have saved her." I started reading—retired pharmacist, tired of Western medicine, quotes, problems—and thought "this smells like a sales letter." I scroll to the bottom and there's a CTA: "Leave a note of 'Energy' below and I'll send you the clinical research." Are you fucking kidding me? Did we really just leverage someone's spouse dying as a hand-raiser post to generate leads? This made me both frustrated and nervous. This episode breaks down three critical principles: (1) Why principles matter more than tactics—understanding WHY that hook works lets you adapt it without being disgusting, rather than just copy-pasting cringeworthy garbage, (2) Trust your intuition—if something feels cringeworthy, that's a warning sign (not always a limiting belief to push through), and (3) The digital marketing landscape is changing drastically—AI makes it too easy to create fake testimonials and look real for a few grand, which means more scammers and harder differentiation. Learn why I'm shifting away from traditional online marketing playbooks toward creating authentic content that gives me energy, why following everyone else means you're using a playbook from three years ago, and how to bob when they weave instead of racing to the bottom with 72-month guarantees for 99 cents.//Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green.About Ray:→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com→ Current Sales & Sales Management Expert in Residence at the world's largest IT business mastermind.→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com//Follow Ray on:YouTube | LinkedIn | Facebook | Twitter | Instagram

Former pro bowler Mike Fagan bought a $2m bowling center with a plan to roll up and rejuvenate these legacy businesses.Topics in Mike's interview:His professional bowling careerConnecting with a bowling-specific brokerEconomic role of league bowlersThe decline of bowling in AmericaTraditional bowling vs BowleroBuying a traditional, older bowling alleyRunning leaner to pay down debtEmployee resistance to changeSuccess with online bookingsHis goal of managing remotelyReferences and how to contact Mike:LinkedInTenpins & MoreBowling Alone by Robert D. PutnamCarlo Santelli on Acquiring Minds: ​​How to Buy a $13m Business with No PG, No InvestorsWebinar: Using a Sale-Leaseback to Buy a BusinessLearn more about Walker Deibel's done-with-you buy-side advisory:The Acquisition LabGet a complimentary IT audit of your target business:Email Nick Akers at nick@inzotechnologies.com, and tell him you're a searcherDownload the New CEO's Guide to Human Resources from Aspen HR:From this page or contact mark@aspenhr.comConnect with Acquiring Minds:See past + future interviews on the YouTube channelConnect with host Will Smith on LinkedInFollow Will on TwitterEdited by Anton RohozovProduced by Pam Cameron

SummaryIn this week's episode of Startup Junkies, hosts Daniel Koonce and Caleb Talley sat down with Joseph Batta-Mpouma, founder and CEO of CelluDot, to discuss his entrepreneurial journey and how CelluDot is tackling critical issues in agriculture through innovation.Joseph, whose background is in material science and engineering, shared how his academic path shifted when exposed to entrepreneurship during graduate school. Inspired to make a real-world impact, he founded CelluDot to deliver concrete solutions for encapsulating bio and chemo compounds, a breakthrough especially vital for crop protection.One of the main challenges CelluDot addresses is herbicide drift, a persistent issue costing farmers billions. Joseph emphasized the importance of understanding farmers' real pain points, illustrating how genuine customer discovery must inform applied scientific solutions. By starting field trials in eastern Arkansas and engaging directly with farmers, the team was able to customize its technology to truly meet users' needs. Additionally, Joseph explains how CelluDot's roadmap is built around a versatile core technology, with plans to expand into fertilizers, feed supplements, and nutraceuticals. In five years, CelluDot aims to be a U.S. leader in encapsulation solutions, empowering partners in agriculture and beyond.Reflecting on his journey, Joseph encouraged aspiring entrepreneurs to “just start,” stressing the value of seizing opportunities and learning quickly from failures. Listeners can learn more about CelluDot at their website and are encouraged to reach out to support farmers and sustainable agriculture. Tune in today!Show Notes(00:00) Introduction(06:10) Collecting Data for Custom Solutions(08:23) Bridging Academia and Industry Gaps(11:19) Preparing for Future Goals(16:17) Core Values and Team Accountability(19:47) Arise: Expert Free Advisory Platform(22:19) Startup Progress and Timeline(25:38) Fail Faster, Succeed Sooner(27:22) Closing ThoughtsLinksDaniel KoonceCaleb TalleyStartup JunkieStartup Junkie YouTubeJoseph Batta-MpoumaCelluDot, LLC

Hosts: Annik Sobing, Cindy Allen, Renee Chiuchiarelli, Julie Parks, Warrington Ellacott, Andy Shiles, Lalo Solorzano Published: December (Year-End Special) Length: ~40 minutes Presented by: Global Training Center In this historic Simply Trade year-end roundtable, all seven hosts gather for the first time to reflect on 2025's chaotic trade landscape. From "frantic" and "exhausting" to "unprecedented" and "unbelievable," the group shares one-word summaries of the year before diving into favorite moments, biggest lessons, and personal connections that defined their podcast journeys.​ Highlights include Annik's motivational interviews with trailblazers like Amy Morgan and Frank Desiderio, Cindy's embrace of her "Taylor Swift of Trade" persona sparked by Annik, Renee and Julie's "Hammer & Heels" reconnection and FIO ("Figure It Out") philosophy, Warrington's standout pods on cross-border realities, Andy's pride in the show's growth amid rapid policy shifts, and Lalo's impactful SMB stories like Detroit Axle's tariff struggles. The conversation captures raw emotions—from grief stages to mental health concerns—while celebrating trade's new C-suite spotlight and the power of community, collaboration, and "news you can use."​ What You'll Learn in This Episode Each host's one-word summary of 2025 trade: opportunity, frantic, exhausting, chaos, unbelievable, unpredictable, upside-down.​ Personal favorite moments, from inspirational journeys (taxis to trade) to real-world SMB tariff pain and unexpected connections.​ How podcasts fostered reconnection, motivation, and practical tips amid chaos (e.g., "FIO," boardroom translation, trade strategist skills).​ The human side: grief stages, mental health strains, and why trade pros stepped up like never before.​ 2026 previews: dual playbooks, SMB advocacy, USMCA uncertainty, and upcoming webinars like Hammer & Heels' free FIO coaching hour.​ Key Takeaways 2025 elevated trade compliance from "bowels of the organization" to boardroom essential—now translate complexity into executive action.​ Connection is king: podcasts sparked mentorships, reconnections, and motivation across experience levels.​ SMB voices matter: real stories like Detroit Axle's highlight policy's human cost; amplify via associations and groups.​ Amid chaos, focus on basics: FIO (Figure It Out), bite-sized learning, and community support for mental health and strategy.​ Credits Hosts: Annik Sobing – Roundup Host Cindy Allen – Cindy's Version (Taylor Swift of Trade) Renee Chiuchiarelli & Julie Parks – Hammer & Heels Tips Warrington Ellacott – Canadian Pod Andy Shiles & Lalo Solorzano – Founders Subscribe & Follow New episodes weekly in 2026! Presented by: Global Training Center — education, consulting, workshops, and compliance resources for trade pros.

One benefit of getting older? You see patterns over a longer horizon. And here's one I keep seeing in sales and marketing: people proclaiming channels are dead. Cold calling is dead—nobody answers their phone. Webinars don't work. Cold email is ruined by spam filters. LinkedIn organic content doesn't work. Canvassing is impossible. DM selling has been destroyed by automation. I've heard every single one of these channels proclaimed dead—sometimes by people I actually respect who used to crush it in that channel, then didn't evolve with it, and now their message is "it doesn't work." Here's what I know from seeing inside 500 MSPs last year: when we do attribution exercises on closed deals, every single fucking one of those "dead" channels is represented. Which means they DO work. The question isn't "does it work?" It's "do you know how to make it work?" This episode breaks down why the biggest mistake is looking for a channel that works instead of picking one and committing to making it work. Learn the cycle every channel goes through (hard learning curve → figure it out → generate results → shit changes → adapt), why that cycle is actually good because if it was easy everyone would do it, and why harder channels give you longer reward cycles. Stop saying "this doesn't work" and start saying "I don't know how to make this work yet." The reframe matters. I saw someone post "cold calling's dead" on LinkedIn and thought "God, here we go again." So that's my drop for today.//Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green.About Ray:→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com→ Current Sales & Sales Management Expert in Residence at the world's largest IT business mastermind.→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com//Follow Ray on:YouTube | LinkedIn | Facebook | Twitter | Instagram

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.

This may be one of the most important podcasts I record for you. I'm sharing my system for taking control of my calendar—and I say most important because time is your most valuable asset. When you master how to manage it, it affects everything: your business, your family time, your health. This year alone, I started MSP Sales Partners from zero to $800K, added five full-time hires and 50+ customers, created content every week without missing a newsletter or YouTube video, had dinner with my kids almost every night, traveled for two and a half months over summer, took a fully-unplugged family trip to Spain and France, and managed 90 minutes to two hours of exercise seven days a week. I attribute ruthless time management to being able to do all of that. This episode breaks down my system: shift from reactive to proactive calendar management—stop playing defense and go on offense by designing "The Perfect Week" where you map out your ideal calendar with everything that matters (prospecting time, team meetings, exercise, kids' dinners, date nights), then lock those blocks in as busy so nobody can steal them back. Every Sunday, audit how the week went versus your perfect week, identify what's off and why, then fix it for the upcoming week. I also do quarterly off-site planning to identify the major business constraint and update my perfect week accordingly. Learn how to have the hard conversations to protect your time, why managing up and down requires showing people what's in it for them, and how this prevents the slow creep back to homeostasis where your calendar gets stolen again.//Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green.About Ray:→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com→ Current Sales & Sales Management Expert in Residence at the world's largest IT business mastermind.→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com//Follow Ray on:YouTube | LinkedIn | Facebook | Twitter | Instagram

Is your team outsourcing their thinking to ChatGPT? In this video, I break down why relying on AI for answers is leading to "thought atrophy" and killing expertise in the workplace. While AI is an incredible tool for efficiency, it cannot replace the nuance, context, and experience that I hire my team for.I share the story of a recent project where an AI-generated response missed the mark, and I outline the 4 New AI Guidelines I've implemented to ensure we use technology to amplify our intelligence—not replace it.//Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green.About Ray:→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com→ Current Sales & Sales Management Expert in Residence at the world's largest IT business mastermind.→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com//Follow Ray on:YouTube | LinkedIn | Facebook | Twitter | Instagram

I used to be an idea gangster with my team—I'd do drive-bys every single week. I'd read a book, get super excited about the takeaways, and come in firing: "All right team, let's execute!" They were genuinely good ideas. But we never got enough traction with any of them before I'd pop in with the next one. My COO finally leveled with me: "Dude, we gotta stop. People are exhausted. We're not doing great work. That great idea eight ideas ago? We still never saw it produce fruit, and we're on to seven more since then." Here's what I learned: every new idea has an exponential curve—it's really hard on the front end, but weeks or months later is when the curve bends and the really good shit happens. We never gave anything time to get there. Then I came across this clip of Jeff Bezos explaining it perfectly: his VP of operations told him "You have enough ideas per minute to destroy Amazon. You have to release work at the rate the organization can accept it. Every idea you release creates a backlog that adds no value—it creates distraction." This episode breaks down why good ideas can fuel your company or kill it, how I created systems (an idea bank, a dedicated filter person) to stop injecting my ADHD into the business, and why I fired a fractional client this year because we couldn't execute through their constant idea churn. Your ideas are either an asset or a liability—which one are they?//Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green.About Ray:→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com→ Current Sales & Sales Management Expert in Residence at the world's largest IT business mastermind.→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com//Follow Ray on:YouTube | LinkedIn | Facebook | Twitter | Instagram

Tato Corcoran packed a lifetime of learning (and tears) into 18 months when she left tech & bought a tiny manufacturer.Topics in Tato's interview:Connecting with sellers through direct mailHer “Say yes and figure it out later” approachDifficulty in hiring unskilled laborHow she solved her labor issueBeing a single woman in a male industryLearning Spanish to communicate with her employeesHemorrhaging money the first 8 monthsRaising prices 40% without losing customersThe difference between good growth and bad growthDoubling top line revenueReferences and how to contact Tato:Linkedintatohomes@gmail.comThe direct mail piece Tato used to reach business ownersDownload the New CEO's Guide to Human Resources from Aspen HR:From this page or contact mark@aspenhr.comWork with an SBA loan team focused exclusively on helping entrepreneurs buy businesses:Pioneer Capital AdvisoryLearn more about Walker Deibel's done-with-you buy-side advisory:The Acquisition LabConnect with Acquiring Minds:See past + future interviews on the YouTube channelConnect with host Will Smith on LinkedInFollow Will on Twitter

Explore a complex case of Thoracic Outlet Syndrome, double crush, & triple crush injuries. Learn about diagnosis, treatment, & patient support. Q: Overview of Neck, Nerve, or Both? A: My wife experienced numbness in her upper extremities. As an athletic trainer (AT), I initially suspected Thoracic Outlet Syndrome (TOS). She eventually sought medical attention and was diagnosed with TOS. Conservative treatment, including medication and a home exercise program, was recommended. However, therapy seemed to worsen her symptoms. An MRI of the vascular system came back normal, except for a benign thyroid mass. A cervical MRI revealed stenosis in C5, C6, and C7, which, when combined with her other symptoms, provided clarity. I consulted a spine surgeon, who advised exhausting conservative options before considering surgery for insurance coverage. My wife, who has a fear of anesthesia, opted for pain management and received injections. An EMG to rule out carpal tunnel syndrome indicated 70% carpal tunnel involvement. An upper extremity specialist diagnosed a double crush injury, meaning nerve compression at two sites. She underwent left-side carpal and cubital tunnel release, followed by a two-level cervical fusion. Post-surgery, she regained sensation in her pinkies. The right side was subsequently treated. She experienced relief for about a year before numbness recurred. Another round of CT, MRI, and EMG scans returned normal. Pain management suggested a shoulder issue, leading to an MRI of the shoulder. While the report mentioned a slight rotator cuff tear, a physician who reviewed the scans deemed her shoulder pristine. This doctor’s examination of her neck, however, exacerbated her symptoms, leading to a diagnosis of lower brachial plexus TOS. Despite my initial concern about the previous treatments, the doctor affirmed that the cervical fusion was necessary. A C8 nerve block did not provide relief but offered further diagnostic information. We were then referred to a specialist in Dallas, where a diagnostic nerve block in the scalenes provided immediate relief. Months later, Botox injections were administered for extended relief. The doctor’s words, “How does it feel to not be crazy?” significantly validated her experience. She then underwent a first rib removal on the left side, which resulted in an 11-day hospital stay with complications including two chest tubes, a needle aspiration, and 100cc of fluid in the pleural cavity. Upon returning home, she began physical therapy but developed shortness of breath with deep breaths due to a costochondral fracture, likely from the chest tube or aspiration. She is currently awaiting a consultation for ultrasound injections to address this. The journey continues. Q: What inspired you to share this story? A: The primary motivation was to share the complex journey and its takeaways. This case involved a “triple crush” — compression at the first rib, cubital tunnel, and carpal tunnel. A key takeaway is the importance of acknowledging when you “don’t know, but know the next step.” In healthcare, we often focus on obvious issues, but a broader perspective is often needed before returning to specific concerns. It’s also crucial to acknowledge the psychological toll on patients without answers, highlighting the profound impact of chronic pain. Q: You mentioned how emotionally draining the journey was. What advice do you have for clinicians to support patients? A: Remind patients that recovery is an “ultramarathon, not a sprint.” Reinforce this message, as other healthcare professionals will likely echo it. Sometimes, when my wife is in pain, she doesn’t want to discuss it, and that’s acceptable as long as I am there to support her. The doctor’s validation, “How’s it feel to not be crazy?” significantly improved her emotional well-being. Supporting patients in seeking further opinions is also vital. Q: Overlapping issue on a personal level, how did you navigate the multiple diagnoses? A: My ability to navigate this well stems from my access to top medical professionals through my profession. My connections as an athletic trainer allowed me to consult doctors and seek referrals. While they may not know specific TOS treatments, they can guide us to the appropriate specialists. Q: Any difficulties separating the Athletic Trainer (AT) role from the husband role? A: There were no difficulties in separating the AT from the husband role. My wife knew me as both from the beginning of our relationship, so there was no separation or conflict. Contact Us Jeremy Jackson Benjamin Stephenson Layci Harrison Mark Knoblauch Ashlyne Elliott Leslie Bennett Sponsor List Frio Hydration – Superior Hydration products. Xothrm – Best heating pad available – Use “SMB” or email info@xothrm.com and mention the Sports Medicine Broadcast. Donate and get some swag (like Patreon but for the school) HOIST – No matter your reason for dehydration, DRINK HOIST MedBridge Education – Use “TheSMB” to save some money, be entered in a drawing for a second year free, and support the podcast. Marc Pro – Use “THESMB” to recover better. Athletic Dry Needling – Save up to $100 when registering through our link.

True story: I forgot my car in a parking lot today. Made it all the way home. My wife asked "where's the jeep?" and my first thought was "oh shit, did someone steal it?" This isn't the first time I've forgotten a car. I have ADHD and level one autism, which means I get wildly obsessed with things I care about—it's why I learn things so quickly and see patterns in complex systems—but I also completely forget shit that's not in my focus. I've flown to the wrong cities, forgotten to eat all day, and yes, forgotten multiple cars. Extreme weaknesses always come with extreme strengths. I'm really good at systematizing complex sales models and building businesses, but I can't remember to take out the trash. This episode shares what I've learned at 45 after years of beating myself up trying to "fix" it: accepting it instead of fighting it, stopping the guilt, not trusting my memory (I tie hoodies around my waist as reminders), thinking in teams where people offset my weaknesses, and using tactics like walking, fidget toys, and no-device Sundays. I don't have this figured out—I just forgot a car—but I've created an environment where my business thrives, my marriage thrives, and I can focus on my superpowers. Sharing this in case it helps you too.//Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green.About Ray:→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com→ Current Sales & Sales Management Expert in Residence at the world's largest IT business mastermind.→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com//Follow Ray on:YouTube | LinkedIn | Facebook | Twitter | Instagram

In this episode, the hosts explore a pet cremation franchise for sale in Miami, unpacking a franchise model with big claims, low margins, and a morbidly niche market.Welcome to Acquisitions Anonymous – the #1 podcast for small business M&A. Every week, we break down businesses for sale and talk about buying, operating, and growing them.

Read our Macrovey deal analysis (closed) on KingscrowdRobotics hype is everywhere—but who actually makes robots work on real warehouse floors? In this episode, Chris sits down with Macrovey Director of Business Development Matt Labinski to unpack how Macrovey designs fully autonomous, material-handling systems that act like a warehouse “Robotics OS.” We start with what Macrovey is and isn't (00:03)—the company doesn't manufacture robots, it integrates best-in-class OEMs through proprietary orchestration software. Matt explains the model (00:32): up-front design + install and recurring software/maintenance—plus a Robots-as-a-Service option that lowers CapEx. We dive into who buys (06:28): e-commerce, 3PLs, pharma, defense (U.S. Air Force) and even smaller 10k–100k sq ft facilities. Category context (07:31): warehouse robotics penetration is still surprisingly low; Macrovey targets the SMB/mid-market others ignore. We cover why OEMs and warehouses need an integrator (09:09), the sales cycle and deal sizes (12:22)—from $50k pilots to $3M+ programs—and how modular, mobile systems (25:03) move with demand. Finally, we hit the AI layer (27:31): machine learning that optimizes slotting, picking, and vision-based QA. If you want exposure to warehouse autonomy without betting on a single robot, Macrovey's middle-layer, recurring-revenue approach may be the de-risked way to play it.

I just wrapped a full day of calls with 75 MSP business owners about goal setting, and I heard all the mistakes I've made myself over 20+ years—from leading eight sales turnarounds to turning around a 40-year-old PE-backed company to its highest revenue ever. The most common mistakes? Inaccurate goals where the math doesn't map. Unrealistic goals that look good in December but are dead by March. Setting them too high so your team quietly thinks "that's never happening," or too low creating a complacent half-ass culture. Or worst of all—not setting goals at all. Here's why I'm passionate about this: the right goals manage for you, change behavior, and help people make decisions when you're not around. But bad goals make terrible people look good and great people look bad, which ruins your culture. This episode breaks down why I don't believe in "shoot for the moon, hit the stars"—that just means you're constantly missing and creating a losing culture. Learn why starting small and building a winning habit matters more than big aspirational numbers, why your goals need integrity (not pencil marks that change when you're behind), and how to rebuild momentum with bite-sized wins instead of resetting the whole target.//Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green.About Ray:→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com→ Current Sales & Sales Management Expert in Residence at the world's largest IT business mastermind.→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com//Follow Ray on:YouTube | LinkedIn | Facebook | Twitter | Instagram

In this episode, the hosts explore a pet cremation franchise for sale in Miami, unpacking a franchise model with big claims, low margins, and a morbidly niche market.Welcome to Acquisitions Anonymous – the #1 podcast for small business M&A. Every week, we break down businesses for sale and talk about buying, operating, and growing them.

The construction services business Christian Bateson bought will do $7.5m in 2024. It also rescued him from the depths.Topics in Christian's interview:His front row seat to the 2008 financial crisisQualities of a top salespersonBusiness acquisition as a way out of a miserable careerShopping around for an SBA loanChoosing to play to his strengths and outsource his weaknessesDifficulty in hiring for constructionBouncing back and growing after Covid lossesRed flags he ignored when acquiring his second businessHow his finance background benefited himHis $100 million goalReferences and how to contact Christian:LinkedInResolute ServicesGet complimentary due diligence on your acquisition's insurance & benefits program:Oberle Risk Strategies - Search Fund TeamGet a free review of your books & financial ops from System Six (a $500 value):Book a call with Tim or hello@systemsix.com and mention Acquiring MindsGet a complimentary IT audit of your target business:Email Nick Akers at nick@inzotechnologies.com, and tell him you're a searcherConnect with Acquiring Minds:See past + future interviews on the YouTube channelConnect with host Will Smith on LinkedInFollow Will on Twitter

SummaryIn this episode of the Fuel Podcast, host Caleb Talley sits down with Sanjay Ahuja, founder of Believ.ai, to discuss his inspiring entrepreneurial journey. Sanjay shares how, after twenty-seven years of thriving in global corporate roles across India, Dubai, and the U.S., he embraced his entrepreneurial spirit to address a crucial gap in AI: clean data.Believ.ai emerged from Sanjay's firsthand experience with the complexities of onboarding merchants efficiently and securely. The platform's focus is on streamlining onboarding for marketplaces, payments, and logistics companies, tackling the dual challenge of speed and fraud prevention. Additionally, Sanjay explains his experience with Fuel Accelerator, describing Bentonville's unique, supportive environment for tech founders, and praising the city's vibrant entrepreneurial ecosystem.For those looking to launch their own ventures, Sanjay offers sage advice: “Be an entrepreneur at an early stage of life. You'll fail, and that's fine—you'll learn and move on to build something bigger and better.” This episode is a must-listen for founders seeking inspiration, practical insights, and a sense of belonging in the startup community!Show Notes(00:00) Introduction(04:22) Believ: An AI-Powered Onboarding Platform(07:07) Sanjay's Fuel and Bentonville Experience(12:20) Insights into the Fuel Accelerator(16:09) Adopting an Entrepreneurial Mindset(17:34) Closing ThoughtsLinksCaleb TalleyFuel AcceleratorFuel Accelerator YouTubeSanjay AhujaBeliev.ai

For the holiday break we are resurfacing some of our best episodes so far. Here is the best episode of season 3.Kyle left his job as a hacker at the NSA to launch Huntress. He bootstrapped for 3 years and burned all his savings. One of his co-founders quit. He got into an accelerator program, but had to sleep in his car for 16 weeks because he couldn't afford a hotel.Finally, 3 years in he'd hit $1.5M ARR. So he pitched 60 VCs for a Series A—and got 60 'no's. He was forced to raise a small, $1M inside round. But then things changed:2018: $1.5M ARR2019: $5M ARR2020: $10M ARR2021: $20M ARR2022: $40M ARR2023: $70M ARR2024: $100M+ ARRHuntress is valued at $2B.The investors who backed his $1M bridge are up 140x. Now every VC wants to invest—and Kyle's the one saying 'no'.Why you should listen: How to know whether you should keep going or quit.What it takes to get through the first few years at a bootstrapped startup.Why revenue expansion is a huge lever for fast-growth (Huntress has 140% net revenue retention).How starting a startup can impact your personal life and relationships.How to work with partners to sell to long tail SMB customers.Keywordsentrepreneurship, cybersecurity, product market fit, startup journey, military experience, SMB market, funding challenges, automation, human expertise, business growthTimestamps:(00:00:00) Intro(00:2:01) Working at the NSA(00:6:14) A big win in counter cyber terrorism(00:10:00) What gave way to Huntress(00:14:22) Pitching to a startup accelerator(00:16:29) Adopting curiosity(00:21:04) Getting ahead of cyber criminals(00:26:00) Starting to grow(00:32:50) Cult or conviction(00:35:00) It takes grit(00:39:50) Learning from people's lessons(00:42:20) Cockroaches and underdogs(00:46:10) Three strikes, I'm out(00:52:56) Having a military background(00:56:17) One piece of adviceSend me a message to let me know what you think!

A friend who does M&A for MSPs asked me: if you've got a team of five hunters, what's a good hiring and firing process that keeps top performers, pushes average reps, and weeds out the bottom? Here's my answer—and it's all about having a system that manages for you. The best approach consists of two parts: First, separate your minimum standards from actual goals. Your goal might be $24K/month where commission incentives kick in, but your minimum standard is $18K—the threshold below which the business economics don't work. Top performers never notice this number. Average performers are aware of it but rarely dip below. Bottom performers struggle to hit it consistently. Second, create a clearly documented escalation policy: miss the minimum once, it's a discussion; twice in three months, written warning; three times in five months, termination. This episode breaks down why you want a standard that top performers never notice, average performers can maintain, and bottom performers systematically get rooted out—without you having to crack the activity whip every day. Learn how to adjust this for different sales cycles (like using 90-day rolling averages for MSPs), why average is actually good and you don't want high churn, and how the right system diminishes your need to micromanage while keeping the team steady and high-performing.//Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green.About Ray:→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com→ Current Sales & Sales Management Expert in Residence at the world's largest IT business mastermind.→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com//Follow Ray on:YouTube | LinkedIn | Facebook | Twitter | Instagram

I spent two years scaling the wrong business and one conversation with Alex Hormozi's Chief Strategy Officer reframed everything. Here's what happened: I'd built a consulting business to $50K/month doing sales audits and fractional management, but I thought "this isn't scalable." So I pivoted—created courses, built a community, started teaching people how to turn expertise into income. I ended up in a sea of competition selling to the wrong audience at the wrong price point. His CSO said: "Dude, you solved the wrong problem. The problem wasn't 'this isn't scalable.' The problem was 'you didn't know how to scale it yet.'" He showed me around their 20,000 square foot building with 400 people and said, "We don't use the word 'scalable' here. Some things are just way harder to scale than others. That's why Alex and Leila own 50 companies." This episode breaks down what happened next: I killed the community, threw the courses on YouTube, and said "I don't teach this shit, I do this shit." We launched MSP Sales Partners doing fractional sales management—the thing I was actually great at—and spent a year refining the product before stepping on the gas. Learn why I'm intentionally running net neutral right now to build a moat nobody else will, why being picky with hiring and delaying profits creates competitive advantage, and how that subtle twist of words—"you didn't know how to scale it" versus "it isn't scalable"—changes everything.//Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green.About Ray:→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com→ Current Sales & Sales Management Expert in Residence at the world's largest IT business mastermind.→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com//Follow Ray on:YouTube | LinkedIn | Facebook | Twitter | Instagram

I was on a coaching call yesterday with a bunch of people selling IT services, and the question came up: how do you handle price objections? When somebody says "that's expensive" or "more than we're paying now" or "higher than other bids," what do you do? I've got a really simple framework that works across any competitive selling situation—IT services, professional services, whatever. Here's how it works: First, ask "What makes you say that?" to understand if this is a negotiation tactic, a stall, or a real gap. Then clarify what it's relative to—get them to tell you the actual number they're comparing against. Here's the key move: minimize the amount psychologically. If you quoted $60K and they're at $42K, stop talking about $60K—now you're negotiating the $18K gap. Then slice it even smaller: "So we're $1,500 a month apart, or about 50 bucks a day for compliance?" That sounds way better than a $60K contract. Finally, isolate it: "If we can bridge that gap, are you ready to go ahead?" This episode breaks down the psychology of reframing price conversations so you're not defending your number—you're making the gap feel manageable relative to the benefits they want. Works across industries once you understand what we're actually doing here.//Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green.About Ray:→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com→ Current Sales & Sales Management Expert in Residence at the world's largest IT business mastermind.→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com//Follow Ray on:YouTube | LinkedIn | Facebook | Twitter | Instagram

Ray Green answers a thought-provoking question from a friend: Is there a real difference between "play to win" and "play to not lose" people, and can you build an entire team of aggressive risk-takers? In this episode, Ray breaks down why he believes there are two distinct types of "play to not lose" people - Type 1 who are well-intentioned and think through proper risk mitigation, and Type 2 who operate from fear and lack of confidence. He explains why Type 1 people are actually assets who balance out aggressive play-to-win leaders, while Type 2 people are toxic liabilities that drain your organization. Ray shares a personal story from his first CEO role about constantly fighting with his co-founder, who drove him crazy but ultimately made him a better leader by having the confidence to speak truth to power. This is about understanding the balance you need on your team, knowing the difference between healthy defensive thinking and toxic negativity, and why you don't want a team of only one type of person.//Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green.About Ray:→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com→ Current Sales & Sales Management Expert in Residence at the world's largest IT business mastermind.→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com//Follow Ray on:YouTube | LinkedIn | Facebook | Twitter | Instagram

Respected consumer brands are not common in lower middle market acquisitions, but Philip Hussey and Chenmark bought one.Topics in Philip's interview:Chenmark's acquisition of Thomas MoserLeading a furniture business as a non-craftsmanChenmark's hold-forever intentionWait times for custom, hand-made furnitureLong tenure of craftsmenCommitment to world-class qualityGetting away from offering discountsBuilding talent through their woodworker schoolRunning a company with a strong legacy behind itDownside to owning your manufacturingReferences and how to contact Philip:LinkedInThos. MoserChenmarkGet a complimentary IT audit of your target business:Email Nick Akers at nick@inzotechnologies.com, and tell him you're a searcherLearn more about Walker Deibel's done-with-you buy-side advisory:The Acquisition LabWork with an SBA loan team focused exclusively on helping entrepreneurs buy businesses:Pioneer Capital AdvisoryConnect with Acquiring Minds:See past + future interviews on the YouTube channelConnect with host Will Smith on LinkedInFollow Will on TwitterEdited by Anton RohozovProduced by Pam Cameron

Meet Ryan Rosett, Founder and Co-CEO of Credibly. In this podcast episode, he takes us inside the company's evolution, from its early days in 2010 to becoming a tech-forward leader in SMB lending. We jump straight into his take on how Credibly leverages AI, customer obsession, and constant learning to stay competitive in a fast-evolving industry. Ryan also unpacks how their Co-CEO setup works, how AI is reshaping the lending landscape, and the lessons that have fueled Credibly's growth.Whether you work in lending, fintech, or are focused on building a long-term, sustainable business, this episode offers valuable insights worth tuning into.✨ Connect with our guest:LinkedIn - https://www.linkedin.com/in/ryan-rosett-262b642/https://www.credibly.com/

Physics defines work as force times distance times alignment. In sales, that's effort times results times whether those results actually get you what you want. I saw a junior SDR post on LinkedIn saying "sales training is a joke—just dial your face off." He's one-third right. Volume matters. But here's what gets lost: you drive to work every day, doesn't make you a Formula One racer. It's intentional volume that matters. Josh Braun responded with something so well-written I had to share it: "Drop someone in a pool with no training and they'll kick really hard, flail harder, and burn out in 20 seconds. Put them with a coach who adjusts their breathing, reach, and timing, and suddenly they move further, faster, with less effort. Top reps don't just make more calls—they make better calls." I'll share my own riptide story from last summer: I got caught surfing with my kids, swam as hard as I could, made zero progress—actually went backwards. Two surfers pulled me sideways along the shore to escape it. I could have swam all day and never made it. That's alignment. This episode breaks down why volume reveals your gaps but technique closes them, why I've wasted $30K on useless sales training but still believe in the right coaching, and why physics would say if you're booking appointments that don't convert, no work has actually been done.//Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green.About Ray:→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com→ Current Sales & Sales Management Expert in Residence at the world's largest IT business mastermind.→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com//Follow Ray on:YouTube | LinkedIn | Facebook | Twitter | Instagram

Ben, a London-based platform using AI to help global enterprises manage employee benefits, has raised $27.5m o accelerate its product roadmap and strengthen its go-to-market capabilities to meet the growing demand. https://hrtechfeed.com/employee-benefits-platform-raises-27m/ AUSTIN, Texas — Indeed Flex, the online marketplace for flexible and temporary work, today announced its entry into eight new markets in the U.S. The company's expansion will enable employers to rapidly fill roles and boost operational efficiency, while empowering job seekers with comprehensive benefits and greater control over their work lives. https://hrtechfeed.com/indeed-flex-launches-8-new-u-s-markets/ UKG Inc., a leading global AI platform unifying HR, pay, and workforce management, has entered into a definitive agreement to acquire Inova Payroll, a U.S.-based human capital management (HCM) and payroll services provider for small and mid-sized businesses (SMBs). The acquisition, which is subject to customary closing conditions, will enable UKG to directly provide the SMB market segment with innovative outsourced HR support and full benefits brokerage services. https://hrtechfeed.com/ukg-acquires-payroll-company/ Learn more about your ad choices. Visit megaphone.fm/adchoices

Physics defines work as force times distance times alignment. In sales, that's effort times results times whether those results actually get you what you want. I saw a junior SDR post on LinkedIn saying "sales training is a joke—just dial your face off." He's one-third right. Volume matters. But here's what gets lost: you drive to work every day, doesn't make you a Formula One racer. It's intentional volume that matters. Josh Braun responded with something so well-written I had to share it: "Drop someone in a pool with no training and they'll kick really hard, flail harder, and burn out in 20 seconds. Put them with a coach who adjusts their breathing, reach, and timing, and suddenly they move further, faster, with less effort. Top reps don't just make more calls—they make better calls." I'll share my own riptide story from last summer: I got caught surfing with my kids, swam as hard as I could, made zero progress—actually went backwards. Two surfers pulled me sideways along the shore to escape it. I could have swam all day and never made it. That's alignment. This episode breaks down why volume reveals your gaps but technique closes them, why I've wasted $30K on useless sales training but still believe in the right coaching, and why physics would say if you're booking appointments that don't convert, no work has actually been done.//Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green.About Ray:→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com→ Current Sales & Sales Management Expert in Residence at the world's largest IT business mastermind.→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com//Follow Ray on:YouTube | LinkedIn | Facebook | Twitter | Instagram

This episode features Christopher Brumm, Cyber Security Architect at glueckkanja AG.With 15+ years in IT security, Chris has worked across Microsoft's security portfolio and beyond, moving from network and data-center defense into deep identity work with Active Directory and Entra ID. He's now an identity SME, a GK Identity Community moderator, a frequent community speaker, and a regular writer on security and identity.In this episode, Chris explores the limitations of Active Directory security and how Microsoft's new Global Secure Access directly addresses those gaps. He breaks down how zero trust principles and granular controls work in practice, and why connecting on-prem servers to the cloud is now simpler and safer. Chris shows how this shift strengthens defenses by enforcing access through identity-first policies instead of outdated network-centric models.This is a clear, field-tested walkthrough of why hybrid identity security needs a new playbook, and how Global Secure Access helps teams close the holes attackers rely on most.Guest BioFor over 15 years, Christopher Brumm has been immersed in IT security topics, possessing extensive knowledge and practical experience in the Microsoft Security Portfolio and beyond. Over the years, he has progressed from network and data center topics to Active Directory and Entra ID, delving deeper into identity security. Today, he is a Subject Matter Expert for Identity in the Security Team and a moderator of the GK Identity Community. He regularly speaks at community events and publishes blog posts on security and identity topics. Chris's latest passion is Global Secure Access, where the themes of identity, security, and networking converge to enable a comprehensive Zero Trust approach.Guest Quote “It's not realistic to modernize protocols like Kerberos or SMB to support MFA and device compliance... but we have an option to control the network layer.”Time stamps01:07 Meet Christopher Brumm: Microsoft Security MVP and CISSP02:00 The Hybrid Identity Attack Playbook06:03 Active Directory vs. Entra ID: The Security Gap09:02 Breaking Down Global Secure Access11:58 What This Looks Like for Real Users16:17 Bringing Zero Trust to the Network Layer17:50 What You Need to Deploy Global Secure Access20:48 Conclusion and Final ThoughtsSponsorThe HIP Podcast is brought to you by Semperis, the leader in identity-driven cyber resilience for the hybrid enterprise. Trusted by the world's leading businesses, Semperis protects critical Active Directory environments from cyberattacks, ensuring rapid recovery and business continuity when every second counts. Visit semperis.com to learn more.LinksConnect with Christopher on LinkedInLearn more about glueckkanja AGWatch Christopher's talk at HIPConf 2025Connect with Sean on LinkedInDon't miss future episodesLearn more about Semperis

Robert Gayden worked for over a year to buy a home care business. Revenue kept growing but the price remained the same.Register for the webinar: What Killed Deals in 2025 - TOMORROW!! - https://bit.ly/44r1pH5Topics in Robert's interview:Influence of his late fatherThe “go bigger” search philosophyAppeal of the home health care industry17-month acquisition processChoosing to operate “in the weeds” of the businessLeading with high expectationsFocusing on increasing salesAchieving 15% growth in 8 monthsWorking capital dynamics in home careInvesting in employeesReferences and how to contact Robert:LinkedInAizik Zimerman on Acquiring Minds: Founder Mode for ETA $6m to $25m in 3 YearsMorgan McCauley on Acquiring Minds: How to Buy a $2.5m Home Care BusinessDevin Fitzgerald on Acquiring Minds: Buying $5m of Revenue with $50k of EquityRobert Graham & Aaron Blick on Acquiring Minds: How to Build a Roll-Up to $60m RevenueJérôme Bouillon on Acquiring Minds: How to Buy & Double a Home Care AgencyGet a free review of your books & financial ops from System Six (a $500 value):Book a call with Tim or hello@systemsix.com and mention Acquiring MindsDownload the New CEO's Guide to Human Resources from Aspen HR:From this page or contact mark@aspenhr.comGet complimentary due diligence on your acquisition's insurance & benefits program:Oberle Risk Strategies - Search Fund TeamConnect with Acquiring Minds:See past + future interviews on the YouTube channelConnect with host Will Smith on LinkedInFollow Will on TwitterEdited by Anton RohozovProduced by Pam Cameron

SummaryIn this week's episode of Startup Junkies, host Caleb Talley sits down with Heather Applegate, founder of Pivot X Coaching, for a conversation packed with wisdom on entrepreneurship, coaching, and personal growth. Heather shares her unique journey from studying psychology to launching Pivot X, an executive coaching and strategic advisory firm. Her passion for human behavior and propelling teams forward shines as she explains how she helps founders and executives transition from product-focused mindsets to leading effective teams, and eventually, through ownership transitions. A major theme throughout the discussion is the importance of realignment over stigmatizing the “pivot. Her approach encourages leaders to embrace change as an opportunity, rather than a setback. Heather also offers insights into the emotional challenges entrepreneurs face, especially as companies grow and founders struggle with shifting identities and relinquishing control. Additionally, networking and community are central topics; Heather recounts the fears she overcame to put herself out there, ultimately reaping rich relationships and opportunities within Northwest Arkansas's entrepreneurial ecosystem. Her reflections on balancing ambition with personal life offer a refreshing take on what true success means. For anyone in the midst of a pivot, or simply seeking clarity on their entrepreneurial path, this episode is a must-listen!Show Notes(00:00) Introduction(06:10) Understanding Fear in Relationships(07:55) Founder Identity Challenges During Growth(12:37) Building Community Through Events(13:41) Overcoming Fear to Connect(18:29) Expressing Purpose with Words(22:41) Life and Goal Reflection Strategy(24:00) Closing ThoughtsLinksCaleb TalleyStartup JunkieStartup Junkie YouTubeHeather ApplegatePivot X Coaching

We just spent six weeks migrating our email newsletter from Beehiiv to Substack. Within one day of going live, I realized I'd made a mistake and had to course-correct. This episode opens up what happened, why it was a mistake, and more importantly—the framework for deciding when to pivot versus when to persevere. Because I've always struggled with this: am I being frantic and erratic by changing course? Or am I being stubborn and falling into sunk cost fallacy by staying? Here's what went wrong: Day One on Substack, I realized the audience is mostly creators writing for other creators, the growth engine requires building another Twitter-like feed (the exact treadmill email newsletters were supposed to solve), and I risked diluting my most valuable asset—my list—with the wrong audience while having no analytics to detect it. I break down the exact questions I ask myself at these decision points: What core problem was I solving? Why was it really a problem? Does this actually solve the underlying issue? What will make me regret this in six months? The lesson: perpetual pivots destroy progress, but stubborn perseverance does too. Learn how to course-correct strategically instead of emotionally, and be aware of your own tendencies—I tend to pivot too quickly, maybe you stick too long.//Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green.About Ray:→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com→ Current Sales & Sales Management Expert in Residence at the world's largest IT business mastermind.→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com//Follow Ray on:YouTube | LinkedIn | Facebook | Twitter | Instagram

If you've been looking for a way to hit or exceed your annual quota, qualify for President's Club, or simply earn a bigger paycheck or bonus, focusing on helping business owners reduce their tax burden by investing in your product, service or software in the final weeks of the year can give you the edge you need get more sales closed. Business Owners are Motivated to Reduce Taxes In the United States there are millions of SMBs and the vast majority of these businesses are what we call pass-through organizations for tax purposes. This means that the owners or partners in these businesses report the profits on their personal tax filings. Unlike big companies, small companies don't have the luxury of rolling profits over to the next year. So whatever they made this year, they have to pay taxes on. As the calendar winds down business owners are often motivated to invest in products, services, and software solutions in order to reduce taxable income. In other words, if a business has shown strong profits throughout the year, its owners might be keen to spend some of that money on improving their operations, expanding their capabilities, or streamlining their processes—right now—rather than hand over a large chunk of their profits to Uncle Sam come tax season. Business Owners Hate Paying Taxes To understand why this year-end period is so critical, let's get into the mindset of a small or medium-sized business owner. Unlike large enterprises with multiple departments and complex accounting strategies, SMB owners are often personally invested in the company's financial results because those results are essentially their income. It's how they pay their mortgage and put food on the table. For this reason, they watch their revenue and expenses closely. As the year comes to an end, they're looking at their bottom line and thinking about the upcoming tax bill. For many of these business owners, profit is a double-edged sword. Don't get me wrong, they want to make a profit. But at some point, too much profit triggers a much higher tax bill. If there is one thing I know about small and medium sized business owners its that they hate taxes. They are always looking for ways to legally minimize their tax liability. One easy and productive way to do this is to make fully or partially depreciable investments in the business before December 31st. That could mean buying new equipment, software, training packages, or services that will not only improve the business long-term but also reduce taxable income for the current year. An Urgent Need to Spend As a salesperson, the key takeaway here is that your prospects have a natural, time-bound incentive to spend. If you can position your product or service as the right investment at the right time, you might find it easier to close those deals that seemed just out of reach during the rest of the year. And by the way, if you are dealing with decision-makers who are pushing off decisions to next year, this is a great way to get past that objection. Framing Your Business Case I want to be clear though that most businesses are not going to spend money for the sake of spending money. Savvy business owners want to reduce taxes and do the right thing for their company. Therefore, you can't just be transactional. You still must follow the sales process and build a bridge to the value of tax savings AND business improvement when making your business case. It's all about framing your product or service as a strategic investment rather than a mere expense. For example: If you sell software tools that improve operational efficiency, make the case for how your solution will help them save on labor costs, reduce errors, and streamline workflows. If you're selling advertising, highlight how a year-end launch of a new campaign will lead to immediate results that set the stage for a strong Q1. If you sell capital equipment walk them through how the new equipment will make them more productive and help them expand their business in the new year. The key is to connect the value of your offering directly to the timing. Consider messaging like: “This is an opportune moment to upgrade your systems, so you'll enter the new year with a competitive edge and potentially lower your tax liabilities this season.” “By getting your campaign locked in before the year closes, you can reap immediate tax benefits while ensuring your advertising starts generating leads in January when you need them the most.” If we get the equipment ordered now it will be delivered in Q1 giving you plenty of time to get a high ROI next year. When you can tie the ROI of your product to both tangible improvements and the financial perks of year-end spending, the business case becomes much more compelling and you will sell more. Tailor Your Approach While the end-of-year tax incentive is a common denominator, not every SMB is identical. Some might be profitable but cash-constrained, while others have capital burning a hole in their pockets. Some may be in sectors that had a booming year, while others are just recovering from a difficult market. The more you understand the unique challenges and goals of each prospect you're targeting, the better you can tailor your approach. Before you pick up the phone, walk through their door, or send an email, do some research. Check out their recent announcements, whether they're hiring or expanding. Look into trends in their industry. Understanding these nuances will help you fine-tune your messaging. If you know a business is tight on cash, emphasize flexible payment plans or financing options. If the business is flush with profit, reinforce the immediate tax advantage and the strategic value of reinvesting those funds. Empathy and relevance are your allies here. Show that you understand their position and that your solution aligns perfectly with their current goals. That personal touch, combined with the natural urgency of year-end, is a powerful recipe for closing the deal. Lead With Urgency: Clear, Direct, Compelling I don't want to sweep under the rug how important timing and urgency are with this tactic. While you don't want to be completely transactional, you do want to be direct. As we approach the end of the year, many SMB owners have a long to-do list: Finalizing paperwork, inventory checks, reviewing vendor contracts, preparing for holiday promotions, and on and on. They're busy. They have limited time to spend on sales pitches. This means your outreach needs to be respectful of their schedule and also clear, direct, and compelling. Say right away: “I'm reaching out before the year ends because I have a solution that can help you maximize your tax benefits this year and help you grow your business next year." Being direct and to the point respects their time and sets the context immediately. If you need more help with direct and to-the-point messaging, grab your copy of my book Fanatical Prospecting and review Because Statements. It's crucial that you create and maintain a sense of urgency. Not the aggressive, pushy kind, but a natural urgency rooted in a real calendar event: The year-end. The clock is ticking, and if they don't make their purchase by December 31st, they miss out on the potential tax advantages. This deadline isn't artificial—it's a reality. Use it to frame your conversations. Urgency helps prospects prioritize your offer over other distractions in their busy schedule. Handling Objections You might encounter objections like: “We're too busy to consider new solutions right now,” or “We don't have enough budget.” In these cases, it's wise to highlight the cost-saving and tax benefits again. Stress that investing now can actually put them in a better position financially. Remind them that waiting until next year could mean missing out on an opportunity to reduce this year's taxable income. If time is an issue, propose a quick and efficient implementation plan. Show them that you can be agile and help them integrate the solution without massive downtime. If budget is a concern, consider promotions, discounts, or favorable financing terms. Sometimes, offering a small year-end incentive can tip the scales in your favor. The Five Keys to Selling More to SMBs at the End of the Year SMBs have a natural incentive to invest before year-end: They want to reduce their taxable income and set themselves up for a strong next year. Frame your product as a strategic investment: Highlight the value, ROI, and tax benefits that come with a year-end purchase. Avoid being transactional: Follow the sales process and position yourself as a partner who can help them navigate this critical period. Tailor your approach to each SMB's situation: Research their needs and adjust your prospecting message accordingly, showing empathy and relevance. Create urgency with a real deadline: The calendar itself is your ally; emphasize that the benefits come from acting before December 31st. Here's the deal though. Do not wait. Start this process now. The low-hanging fruit is out there but it will rot on the vine if you fail to pick before the sand runs out of the hourglass this year. Check out the BRAND NEW Jeb Blount Ultimate Sales Success Box Set. It's the perfect gift for the sales professional in your life!

Scott Duncan endured brutal ups & downs — and personal depression — during his ownership of a doomed tool & die businessRegister for the webinar: How to Model an Investor-Backed Search Acquisition - TODAY! - https://bit.ly/3XysjZBTopics in Scott's interview:Wishing he had listened to his gutThe risk of EBITDA (vs. revenue) concentrationManaging highly skilled primadonnas Employee theftLosing key employeesLong sales cycles and fixed quotesForced Covid shutdownRazor and blade business modelFacing aggressive creditorsFiling Chapter 7References and how to contact Scott:LinkedInLearn more about Walker Deibel's done-with-you buy-side advisory:The Acquisition LabGet complimentary due diligence on your acquisition's insurance & benefits program:Oberle Risk Strategies - Search Fund TeamDownload the New CEO's Guide to Human Resources from Aspen HR:From this page or contact mark@aspenhr.comConnect with Acquiring Minds:See past + future interviews on the YouTube channelConnect with host Will Smith on LinkedInFollow Will on TwitterEdited by Anton RohozovProduced by Pam Cameron

Brad Thompson from MediaGo, a Baidu Company, joins AdTechGod on the AdTechGod Podcast to break down how SMB advertisers are using performance DSPs as a bridge from walled gardens into open web programmatic. Brad shares his path from agency work to platforms like AOL and MediaMath, why simplifying programmatic is essential for growth, how he uses LinkedIn and X differently to build partnerships, and what 2026 may look like as AI reshapes ad ops and optimization. The episode closes with Brad's view that AdCP can steer the industry back toward strong messaging and smart media choices, not just data-driven outcomes. Takeaways SMB marketers know Amazon, Meta, and TikTok well, but many need a simpler on-ramp to open web programmatic, creating a clear role for performance DSPs. AI will most improve optimization and creative workflows, while ad ops shifts through fewer manual tasks and slower net new hiring. LinkedIn works best for personal marketing and steady industry updates, while X is better for real-time discussion and learning. Strong relationships are still the edge in sales and BD because people handle the messy moments that tech cannot. AdCP is a major 2026 opportunity that can refocus digital advertising on message and media quality. Chapters 00:00 Brad's background and why he chose ad tech. 03:55 How MediaGo brings SMBs from walled gardens into programmatic. 05:00 Social selling in practice, LinkedIn versus X. 12:15 2026 outlook, AI reality versus hype, and job impact. 20:40 Why AdCP could be the biggest growth lever next year. Learn more about your ad choices. Visit megaphone.fm/adchoices

Andy Rougeot launched remote territories of the blue collar business he bought, which led to $1.7m of EBITDA and an exitRegister for the webinars: How to Invest In SMBs (Without Buying One Yourself) - TOMORROW!! - https://bit.ly/4rBI4NbHow to Model an Investor-Backed Search Acquisition - Dec 11th - https://bit.ly/4owBkNWTopics in Andy's interview:His experience as an Army intelligence officerWhen in doubt, do the dirtiest jobThe military concept of “left seat, right seat” trainingSearching from the public libraryVeterans are well-suited to blue-collar leadershipRewards of leading young menGaining warm leads in new marketsHis team's competitive edgeExiting his business to run for mayor of DenverInvesting in self-funded searchersReferences and how to contact Andy:LinkedInSearch Fund Secondaries GroupAndy's webinar: Liquidity Options for Search InvestorsWork with an SBA loan team focused exclusively on helping entrepreneurs buy businesses:Pioneer Capital AdvisoryGet a complimentary IT audit of your target business:Email Nick Akers at nick@inzotechnologies.com, and tell him you're a searcherGet a free review of your books & financial ops from System Six (a $500 value):Book a call with Tim or hello@systemsix.com and mention Acquiring MindsConnect with Acquiring Minds:See past + future interviews on the YouTube channelConnect with host Will Smith on LinkedInFollow Will on TwitterEdited by Anton RohozovProduced by Pam Cameron

SummaryIn this episode of the Fuel Podcast, Grace Gill welcomes Naukr.ai CEO, Ravinder Sharma, for an insightful dive into the transformative journey of data science and AI. With over fifteen years in the field, Ravinder shares his expansive career journey, spanning both U.S. coasts, India, and ultimately leading back to Northwest Arkansas, a region he calls the “epicenter of retail.”The conversation highlights the exponential growth and rising cost of data, a challenge facing enterprises large and small. Ravinder describes Naukr.ai's mission: democratizing data science by leveraging agentic AI workflows, turning every employee into a data scientist through simple prompts. This innovative approach has the potential to help the region's 1700+ Walmart suppliers unlock actionable insights and make data-driven decisions faster than ever.Additionally, Grace and Ravinder discuss the challenges companies face in reliably leveraging data and institutional knowledge. Ravinder argues that platforms like Naukr.ai, which embody continuous learning and accessibility, are the future, enabling repeatable, scalable analytics regardless of staff changes.Moreover, this episode sheds light on the powerful mentorship and collaborative energy fostered by the Fuel Accelerator, which Ravinder credits for helping founders focus on solving real problems instead of just selling technology.  For those interested in retail technology, AI innovation, or entrepreneurial journeys in unexpected places, this episode is an energizing listen!Show Notes(00:00) Introduction(04:05) How AI is Driving Business Transformation(09:10) Using Agentic Data Science for Retail(14:21) Walmart's Data-Driven Decision Making(18:38) Hyper-Personalized Technology Expectations(22:20) Arkansas' AI Innovation Pride(30:01) The Fuel Accelerator Experience(34:15) Tech Integration Partnerships(35:45) Closing ThoughtsLinksGrace GillFuel AcceleratorFuel Accelerator YouTubeRavinder SharmaNaukr.ai