Podcasts about Sow

(This podcast was previously published on August 28, 2021)   Jesus Ministries, Joan Boney  ...   The linage from Abraham to Moses is very interesting to those who are interested in the elect of God.   For there is an elect of God which will be taken by Jesus into heaven when Jesus returns to gather the elect of God from off this earth.   Matthew 24:31 And HE (Jesus) shall send HIS angels with a great sound of a trumpet, and they shall gather together HIS elect from the four winds, from one end of heaven to the other.  

Welcome to The Daily. Partner with us in Project23. Grab your Hosea Scripture Journal. Our text today is Hosea 10:9-12: From the days of Gibeah, you have sinned, O Israel; there they have continued. Shall not the war against the unjust overtake them in Gibeah? When I please, I will discipline them, and nations shall be gathered against them when they are bound up for their double iniquity. Ephraim was a trained calf that loved to thresh, and I spared her fair neck; but I will put Ephraim to the yoke; Judah must plow; Jacob must harrow for himself. Sow for yourselves righteousness; reap steadfast love; break up your fallow ground, for it is the time to seek the Lord, that he may come and rain righteousness upon you. — Hosea 10:9-12 Hard hearts don't just suddenly harden. They harden slowly, over time. Today God points back to Gibeah—a dark moment in Israel's history marked by sexual corruption, violence, and moral collapse—and says: "There they have continued." In other words, the sin never stopped. Sins that once shocked them slowly became acceptable. What once produced sorrow now produced silence. This is how sin hardens the heart. At first, sin bothers you. Then you tolerate it. Then you manage it. Then eventually, you stop feeling much at all because you become accustomed to the sin. And the dangerous part is that you can still look functional while this is happening. You can keep attending church, keep saying the right things, and keep maintaining appearances while your inner life quietly grows cold toward God. This is why God says to them: "Break up your fallow ground." "Fallow ground" is hardened soil. Land left untouched for so long that it can no longer receive seed properly. Before anything healthy can grow again, the hardened surface has to be broken open with a sharp spade, pickaxe, or jackhammer. Some hearts today are spiritually hardened (fallowed) by years of compromise, distraction, pride, entertainment, bitterness, pornography, greed, political obsession, comfort, and constant noise. The soil has become hard. Truth hits the surface but never sinks in. And yet God says: "It is the time to seek the LORD." Not tomorrow. Not someday. Now. Before hardness grows deeper. Before the conviction disappears further. Before compromise becomes your identity. Hardened hearts can be softened up. God would not call them to seek Him if restoration were impossible. So don't ignore the places where your heart has grown hard. Bring them to God honestly. Ask Him to soften what has become resistant. Ask Him to break apart what has been hardened by sin, pride, fear, or compromise. Because God does beautiful things with broken ground. Sometimes the first sign he has is just feeling the conviction of his Spirit again. DO THIS: Spend time honestly asking God where your heart has grown cold, numb, resistant, or distracted—and invite Him to soften it again. ASK THIS: Where has my heart hardened? What conviction have I been ignoring? What would it look like for me to seek God seriously again? PRAY THIS: God, break up the hardened places in my heart. Soften what has grown numb, awaken what has drifted, and teach me to seek you again with sincerity and surrender. Amen. PLAY THIS: "Run to the Father"

Margaret presents from Cork on the feast of Our Lady of Mount Carmel, using the occasion to discuss the wildflowers of the mountain — anemones, wild tulips, cyclamens and irises flooding the plains in spring, the Judas tree, and the Arbutus that is native to Kerry growing there too. She returns to the summer garden: […] L'articolo Sow and Grow – Mountain Wildflowers – Margaret Griffin proviene da Radio Maria.

I received an email last Thursday from my friend Doug Burdon in which he mentions a story told by Jesus.That story is often called “The Parable of the Sower and the Seed.”The story goes like this:A farmer is slinging seed.Some of the seed falls on the compacted soil of the pathway where the birds came and ate it.Seeds fall on rocky soil where it spouts, then dies because the soil is thin.Some of the seed falls among thorns where it sprouts, then gets choked out by the aggressive weeds.Seeds fall on good soil where it returns a massive harvest.Doug referred to that story to make an altogether different point than the one that I am about to make, but I think that there is a solid chance that Doug would agree with me.Look at the sower of the seed as an advertiser, and the seed itself as the message that his advertising contains.You will notice that Jesus did not say, “Target the good soil.”(He does not say it in Matthew 13, He does not say it in Mark 4, and He does not say it in Luke 8.)Think about that for a moment; a pathway is easy to see. Rocky ground and thorny patches are likewise obvious.Why did Jesus NOT tell us to avoid spreading seed in places where it is unlikely to grow?Why did Jesus NOT tell us to target the good soil?(Yes, I am talking to you about the wisdom of using un-targeted mass media to spread your message. The consistent, long-term use of broadcast television and broadcast radio continues to be wildly effective even though they reach the untargeted, unfiltered, unwashed masses.)I am convinced that Jesus was familiar with the book of Ecclesiastes, which was written hundreds of years before He was born. These are the high points of what you will find in the first 6 verses of Ecclesiastes chapter 11.“Ship your grain across the sea; after many days you may receive a return.” [Translation: Don't fall into the trap of short-term thinking – RHW] …”Whoever watches the wind will not sow seed. Whoever looks at the clouds will not reap a harvest. But you do not know the path of the wind… Sow your seed in the morning, and in the evening do not let your hands be idle, for you do not know which will succeed, whether this or that, or whether both will do equally well.”In other words, “Quit trying to know the end from the beginning. Energetic activities are more far productive than data collection and analysis.”Do not fall into the trap of short-term thinking.Sow the seed, sow the seed, sow the seed.Do not try to target the good soil.Sow the seed, sow the seed, sow the seed.Do not worry about whether or not “this” is the right time.Sow the seed, sow the seed, sow the seed.Quit thinking that you have the ability to predict the future.Sow the seed, sow the seed, sow the seed.Perhaps my beliefs are completely wrong, but if they are, then it would appear that Jesus and Solomon were wrong, too.Roy H. WilliamsColin Hodge knows that rapid business growth begins with understanding why customers think, choose, and behave as they do. Colin applies practical insights from psychology to strengthen customer loyalty and make better decisions through continual experimentation.As he tells roving reporter Rotbart, this mindset proved essential after his first successful app was abruptly pulled from Apple's app store, forcing him to start over.Today, Colin's company is back on Apple and has more than 17 million users. His story demonstrates how every setback can become the springboard to even greater success.Are you ready to run down that springboard, bounce high into the air, and reach for the stars? If your answer is “Yes,” the place for you to be is MondayMorningRadio.com.

Sow and let God do the reaping...

Father Hudgins' homily: A Sower Went Out to Sow

Consequences Hosea 9-10 9 Rejoice not, O Israel! Exult not like the peoples; for you have played the whore, forsaking your God. You have loved a prostitute's wages on all threshing floors. 2  Threshing floor and wine vat shall not feed them, and the new wine shall fail them. 3  They shall not remain in the land of the LORD, but Ephraim shall return to Egypt, and they shall eat unclean food in Assyria. 4  They shall not pour drink offerings of wine to the LORD, and their sacrifices shall not please him. It shall be like mourners' bread to them; all who eat of it shall be defiled; for their bread shall be for their hunger only; it shall not come to the house of the LORD. 5  What will you do on the day of the appointed festival, and on the day of the feast of the LORD? 6  For behold, they are going away from destruction; but Egypt shall gather them; Memphis shall bury them. Nettles shall possess their precious things of silver; thorns shall be in their tents. 7  The days of punishment have come; the days of recompense have come; Israel shall know it. The prophet is a fool; the man of the spirit is mad, because of your great iniquity and great hatred. 8  The prophet is the watchman of Ephraim with my God; yet a fowler's snare is on all his ways, and hatred in the house of his God. 9  They have deeply corrupted themselves as in the days of Gibeah: he will remember their iniquity; he will punish their sins. 10  Like grapes in the wilderness, I found Israel. Like the first fruit on the fig tree in its first season, I saw your fathers. But they came to Baal-peor and consecrated themselves to the thing of shame, and became detestable like the thing they loved. 11  Ephraim's glory shall fly away like a bird— no birth, no pregnancy, no conception! 12  Even if they bring up children, I will bereave them till none is left. Woe to them when I depart from them! 13  Ephraim, as I have seen, was like a young palm planted in a meadow; but Ephraim must lead his children out to slaughter. 14  Give them, O LORD— what will you give? Give them a miscarrying womb and dry breasts. 15  Every evil of theirs is in Gilgal; there I began to hate them. Because of the wickedness of their deeds I will drive them out of my house. I will love them no more; all their princes are rebels. 16  Ephraim is stricken; their root is dried up; they shall bear no fruit. Even though they give birth, I will put their beloved children to death. 17  My God will reject them because they have not listened to him; they shall be wanderers among the nations. -- 10 Israel is a luxuriant vine that yields its fruit. The more his fruit increased, the more altars he built; as his country improved, he improved his pillars. 2  Their heart is false; now they must bear their guilt. The LORD will break down their altars and destroy their pillars. 3  For now they will say: “We have no king, for we do not fear the LORD; and a king—what could he do for us?” 4  They utter mere words; with empty oaths they make covenants; so judgment springs up like poisonous weeds in the furrows of the field. 5  The inhabitants of Samaria tremble for the calf of Beth-aven. Its people mourn for it, and so do its idolatrous priests— those who rejoiced over it and over its glory— for it has departed from them. 6  The thing itself shall be carried to Assyria as tribute to the great king. Ephraim shall be put to shame, and Israel shall be ashamed of his idol. 7  Samaria's king shall perish like a twig on the face of the waters. 8  The high places of Aven, the sin of Israel, shall be destroyed. Thorn and thistle shall grow up on their altars, and they shall say to the mountains, “Cover us,” and to the hills, “Fall on us.” 9  From the days of Gibeah, you have sinned, O Israel; there they have continued. Shall not the war against the unjust overtake them in Gibeah? 10  When I please, I will discipline them, and nations shall be gathered against them when they are bound up for their double iniquity. 11  Ephraim was a trained calf that loved to thresh, and I spared her fair neck; but I will put Ephraim to the yoke; Judah must plow; Jacob must harrow for himself. 12  Sow for yourselves righteousness; reap steadfast love; break up your fallow ground, for it is the time to seek the LORD, that he may come and rain righteousness upon you. 13  You have plowed iniquity; you have reaped injustice; you have eaten the fruit of lies. Because you have trusted in your own way and in the multitude of your warriors, 14  therefore the tumult of war shall arise among your people, and all your fortresses shall be destroyed, as Shalman destroyed Beth-arbel on the day of battle; mothers were dashed in pieces with their children. 15  Thus it shall be done to you, O Bethel, because of your great evil. At dawn the king of Israel shall be utterly cut off.

Saturday July 11“Whatever things are pure." Thisword speaks of that which is morally clean, undefiled, innocent, and holy. Itdescribes a life that has not been contaminated by the pollution of sin. Welive in a world that has almost lost the meaning of purity. Every day we aresurrounded by images, conversations, advertisements, movies, televisionprograms, websites, and social media that appeal to the lust of the flesh, thelust of the eyes, and the pride of life. Impurity has become so common thatmany people no longer blush at what once brought shame. ButGod has never lowered His standard. Jesus said in Matthew 5:8, "Blessedare the pure in heart: for they shall see God." Notice He did notsimply say, "Blessed are the pure in conduct." He said, "Blessedare the pure in heart." God is always interested in the condition of theheart because the heart determines the conduct of the life. That is why Paul istalking about our thinking. Long before sin becomes an action, it usuallybegins as a thought that has been entertained. Someonehas wisely said, "Sow a thought, and you reap an action. Sow an action,and you reap a habit. Sow a habit, and you reap a character. Sow a character,and you reap a destiny." Everything begins with what we allow our minds todwell upon. Job understood this battle. In Job 31:1 he declared, "Imade a covenant with mine eyes; why then should I think upon a maid?"Job recognized that what entered through his eyes could influence what remainedin his mind. How much more important is that principle today? Neverbefore in history have people carried around in their pockets devices that caninstantly expose them to almost every form of impurity imaginable. That is whywe must be more intentional than ever about guarding our minds. David prayed inPsalm 101:3, "I will set no wicked thing before mine eyes." Whata wonderful commitment! Imagine how different our lives would be if everybeliever prayed that prayer each morning. Paulgives similar instruction in Romans 13:14, "But put ye on the LordJesus Christ, and make not provision for the flesh, to fulfil the luststhereof." Notice he doesn't simply say, "Don't sin." Hesays, "Don't make provision for it." Don't feed it. Don't encourageit. Don't place yourself where temptation is invited to stay. Instead, fillyour mind with Christ. The wonderful truth is this: The more room God's Wordoccupies in your mind, the less room sinful thoughts have to remain. Lightalways drives out darkness. Truth always exposes lies. Purity always overcomescorruption. This does not mean that believers will never experience temptation.Even our Lord was tempted. But temptation is not sin. Sin begins when we chooseto entertain what God tells us to reject. Every time an impure thought entersyour mind, immediately bring it before the Lord. Replace it with Scripture.Turn your attention to Christ. Sing a hymn. Quote a Bible verse. Begin thankingGod for His goodness. The battle is won not merely by resisting evil but byfilling our minds with something far better. Perhapsthe greatest motivation for purity is not fear. It is love. When we truly lovethe Lord Jesus Christ, we want our thoughts to be pleasing to Him. David prayedin Psalm 19:14, "Let the words of my mouth, and the meditation of myheart, be acceptable in Thy sight, O LORD, my strength, and my redeemer." Whata wonderful prayer for each of us. May the meditation of our hearts bring joyto the heart of our Savior. Today, ask yourself this question: "Would I becomfortable if the Lord Jesus could visibly read every thought that passesthrough my mind today?" The wonderful news is that He already does. Andyet He loves us enough to forgive us, cleanse us, and transform us. As we yieldour minds to Him, He continues making us more like Himself. Remember, God'sdesire is not merely clean hands. He desires clean hearts, pure minds, and holylives.

Ñannde 31 lewru tataɓuru ɓenndu nduu e sahaa ñalawma teddiniraaɗo Daara, Hooreejo Senegaal, Bassirou Diomaye Faye, huniima hesɗitinde e ɓeydude nafoore daaraaji (duɗe Quraan) e nder leydi ndii. Laamu Senegaal ɓami anniya naatnude duɗe Kuraana en e jande ngenndiire.Holno oo anniya jogori laatoraade. Ngam heɓde heen ko laaɓi eden ngondi e Mama KANE SOW jannginowoo tawaaɗo dental rewɓe jinnaaɓe yarlatiiɓe ina njanngina e nder duuɗe kuraana no wi'ee NDAYOU DAARA. Bismillah mon.SOW

Musical collaborations can be successful for a myriad of reasons. The artists in question can have similar life experiences, musical influences, styles, or differ tremendously within those same categories, and complement each other in unique ways. But with today's guests, Nappy Nina and Swarvy, their secret sauce revolves around their friendship, mutual trust, and a shared versatility that allows them to make remarkably fresh music from track to track, album to album. In this episode, we explore their musical chemistry, the LA beat scene, the making of their 2nd collaborative album, Sow & So, and much more. The Plug (0:52). The Interview (2:02). Genesis of Nina and Swarvy's creative relationship (2:32). Match between Swarvy's production and Nina's raps (3:53). Impact of the LA beat scene on Swarvy (9:45). Swarvy's formal musical education and multi-instrumentalist background (13:31). Nina's take on the current scene of femme rap (18:30). Nina and Swarvy teaming up for a 2nd time on Sow & So (23:30). The refreshed sound of Sow & So (24:47). Lyrical focus of Sow & So (29:27). Notable differences between Sow & So and its predecessor (33:42). Upcoming projects / tour dates / merch (40:23). Buy Sow & So here: https://nappyninaswarvy.bandcamp.com/album/sow-so  Follow Nappy Nina on Twitter here: https://x.com/Nappy_Nina  Follow Swarvy on Twitter here: https://x.com/Swrvy  Follow Nappy Nina on Instagram here: https://www.instagram.com/nappy_nina/?hl=en  Follow Swarvy on Instagram here: https://www.instagram.com/swarvy/?hl=en  Edited by: Alyssa Rodriguez Intro/Outro beat by: BLOODBLIXING -- Fiending for some more quality rap content? Visit the RMPP website: https://rmpp.squarespace.com/ Want to support and help us grow? Become a RMPP Patron, and gain access to exclusive content: https://www.patreon.com/therapmusicplugpodcast  Looking to connect? DM me @rapmusicplugpod on Twitter and Instagram, or shoot me an email at qlctv.podcast@gmail.com

We are called to bring Christ's love and peace to all whom we meet in every situation. The Pallottine Fathers and brothers dedicate themselves, under the inspiration of St. Vincent Pallotti, to work for greater peace and charity in our world. This blogcast explores “Instruments of Peace and Love" from the Ad Infinitum blog, written by Fr. Jacob Nampudakam, S.A.C. and read by Jonathan Harrison.Homily for July 10, 2024“Grant us to be instruments of peace and love, reflecting the love of Christ in every situation” The theme for our reflection and prayer today is, once again, taken from the Prayer in Preparation for the UAC General Congress. It is a very sincere prayer from our hearts: “Grant us to be instruments of peace and love, reflecting the love of Christ in every situation.” Every Pallottine is called to be an instrument of peace and love, by reflecting the love of Christ in every possible situation.This prayer reminds of the famous prayer of the great Saint Francis of Assisi: “Lord, make me an instrument of your peace.” It is a timeless expression of humility, love, and service to others. The prayer captures St. Francis's commitment to peace, love and compassion, emphasizing virtues like forgiveness, understanding, and selflessness. It is also a reminder for all the members of the Union that they have to be genuinely involved in the affairs of the world. They have to be instruments of peace and love, fraternal communion and solidarity, through the exercise of forgiveness and compassion. They have to be healers and protectors of the widows and orphans. But all these things are to be done not on their own merit; they have to only reflect the love of Christ in every situation.The first reading from the book of Hosea reminds us that we can cease to be instruments of peace and love. Israel became like a luxuriant vine producing a lot of fruit. “The more his fruit increased, the more altars he built; the richer his land became, the richer he made the sacred pillars. Theirs is a divided heart; now they will have to pay for it. He himself will hack down their altars and wreck their sacred pillars.” (Hosea 10:1-2) God destroyed the arrogance and the symbols of immortality.“Sow saving justice for yourselves, reap a harvest of faithful love; break up your fallow ground: it is time to seek out Yahweh until he comes to rain saving justice down on you.” (Hosea 10:12) Hence the invitation is to reap a harvest of love. In the Gospel passage of today, we see Jesus empowering the twelve disciples to reap the harvest of love, and proclaim the Kingdom of justice and love. “He summoned his twelve disciples and gave them authority over unclean spirits with power to drive them out and to cure all kinds of disease and all kinds of illness.” (Matthew 10: 1-7) Jesus gave them authority over unclean spirits, the source of division and conflicts. The Kingdom of God will be marked by the values of communion, justice and peace. In this context the words of Saint Pope VI in Populorum Progressio (n.76) are very appropriate:“When we fight poverty and oppose the unfair conditions of the present, we are not just promoting human well-being; we are also furthering man's spiritual and moral development, and hence we are benefiting the whole human race. For peace is not simply the absence of warfare, based on a precarious balance of power; it is fashioned by efforts directed day after day toward the establishment of the ordered universe willed by God, with a more perfect form of justice among men.”Speaking of the mission of the Union of Catholic Apostolate in cooperation with all people of good will, living images of charity itself, n.16 of the General Statute identifies a number of areas for our engagement with the world, such as: protecting the values of human life and the family, working for the promotion of justice, solidarity, peace and protection of creation, encouraging inter-religious dialogue, and caring for the poor and needy. We have innumerable examples of our commitment to the needs of the people of God in our Pallottine Family. What we do for the poor and needy will be most meritorious before God. Without genuine commitment to acts of fraternal charity, the Union will always remain just a concept without flesh and blood. I conclude with these words of hope expressed by Pope Francis in his Encyclical Letter Fratelli Tutti: “I invite everyone to renewed hope, for hope 'speaks to us of something deeply rooted in every human heart, independently of our circumstances and historical conditioning. Hope speaks to us of a thirst, an aspiration, a longing for a life of fulfillment, a desire to achieve great things, things that fill our heart and lift our spirit to lofty realities like truth, goodness and beauty, justice and love… Hope is bold; it can look beyond personal convenience, the petty securities and compensations which limit our horizon, and it can open us up to grand ideals that make life more beautiful and worthwhile.' Let us continue, then, to advance along the paths of hope.” (n.55) Amen. Author:Fr. Jacob Nampudakam, S.A.C. is the UAC President Resources:Listen to On Mission: Pallottine Fathers and BrothersRead and learn about Fratelli TuttiRead the Ad Infinitum blogLearn about St. Vincent Pallotti Follow us:The Catholic Apostolate CenterThe Center's podcast websiteInstagramFacebookApple PodcastsSpotify Fr. Frank Donio, S.A.C. also appears on the podcast, On Mission, which is produced by the Catholic Apostolate Center and you can also listen to his weekly Sunday Gospel reflections. Follow the Center on Facebook, Instagram, X (Twitter), and YouTube to remain up-to-date on the latest Center resources.

Margaret covers mulching in summer heat — mini-chip, grass clippings, leaf mold, and why each behaves differently in the soil — alongside temporary shade cloth structures for protecting plants during a prolonged run of sunshine. The episode takes an unexpected turn with a Twitter post by the man claimed to have the world's highest IQ, […] L'articolo Sow and Grow – Protecting Plants and Mulching in Summer – Margaret Griffin proviene da Radio Maria.

Unlocking billions in cloud marketplace revenue. Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/ Check Out UPX: https://theultimatepartner.com/experience/ This powerful panel discussion featuring leaders from Google, Tackle, and dbt Labs dives deep into the explosive growth of cloud marketplaces and the radical shift toward AI-driven go-to-market strategies. With hyperscaler backlogs nearing half a trillion dollars, the conversation unpacks how top-tier organizations are transforming their compensation models, aligning executive buy-in, and navigating the complexities of co-selling to capture committed customer budgets. From the rise of AI agents acting as metered SaaS to the essential operational investments required to scale marketplace revenue from 10% to over 50%, this session provides an actionable roadmap for software companies ready to dominate the 2026 partner ecosystem. https://youtu.be/LSj49f5FEII Key Takeaways Hyperscaler backlog commitments represent a massive, nearly half-trillion-dollar addressable market that completely changes the budgeting conversation. Successful marketplace selling requires complete executive alignment, right down to the CFO, and strategic adjustments like spiffing sales teams for marketplace transactions. The AI category is experiencing staggering 18x year-over-year growth, forcing companies to pivot toward an “agent-first” go-to-market model. Shifting from traditional channels to cloud go-to-market demands a multi-year, intentional investment in operations, people, and technology. System integrators are evolving into software companies as they build orchestration agents to manage fragmented, end-to-end workflows. Leveraging cloud commitments bypasses standard 12-15 month budget cycles, allowing for significantly faster deal closures and larger initial lands. If you're ready to lead through change, elevate your business, and achieve extraordinary outcomes through the power of partnership—this is your community. At Ultimate Partner® we want leaders like you to join us in the Ultimate Partner Experience – where transformation begins. Key Tags: Google Cloud Marketplace, hyperscaler backlog, cloud commitments, co-selling strategies, AI agents, metered SaaS, product-led growth, rev ops, B2B sales transformation, ecosystem shift, channel strategy, system integrators, Deal registration, private offer APIs, digital transformation, software procurement. Transcript: Insight to Revenue- The State of Cloud GTM [00:00:00] Dai Vu: These are all things everyone has to do to get to that first five to 10 deals, and then 10, 20, 30% of your business through Marketplace. [00:00:09] Vince Menzione: You can feel it happening. The ecosystem is shifting beneath us, the way Hyperscalers are partnering, how AI is remaking the channel and what it means to win in 2026. [00:00:21] Vince Menzione: Welcome to the Ultimate Partner Podcast. I’m Vince Menzi, own your host, and each week I sit down with leaders at the intersection of technology. Partnerships and outcomes. The voices shaping how ecosystems actually work. We talk about what’s real, what’s changing, and what it takes to lead in this era where the partner channel isn’t just part of the strategy. [00:00:43] Vince Menzione: It is the strategy because being in the room changes [00:00:46] John Janke: everything. Let’s start. [00:00:52] Vince Menzione: And we have an incredible session. The way that we wanted today to, to, to start the day up was like, let’s talk about what’s happening right now and let’s get three leaders in this space to come up and talk about the world and how it’s a rapidly evolving. So I want to invite to the stage dvu from Google is a great friend of Ultimate Partner. [00:01:14] Vince Menzione: Are you guys ready? Are you guys micd up already? Okay, good. Good. John Yanke, the CEO and Founder of Tackle, and Sean Todo, who is an incredible leader with DBT, but also an old friend of mine. We worked together on Microsoft Days. Good to see you gentlemen. Thanks Sean. Great to have you with us. [00:01:37] John Janke: They stuck me on the side ’cause they said I’d block the screen if I sat in the middle. [00:01:41] Shawn Toldo: You still block it a little bit. [00:01:42] John Janke: And that picture’s from like 1985. I, I, we do have to get that. I had way darker hair. It was, uh, 10 year, 10 years at a startup. Makes you turn white. [00:01:52] Shawn Toldo: Mine’s the exact same right now. So it’s all good. [00:01:55] Shawn Toldo: Mine’s AI generated. Yeah. [00:01:57] Vince Menzione: Well, you know, guys, I just took it all off at that point, you know, it’s like good. Yeah, but you lose enough of it. You pull it out over the years. Yeah. So, uh, some really exciting times. Uh, you, we gotta spend some time at you at our breakfast. That’s right. A couple weeks ago. [00:02:13] Dai Vu: A lot of folks here, too. [00:02:14] Vince Menzione: A lot of folks that are here were at that breakfast, and I thought we’d spend a few moments with you talking about all the exciting things that have been happening at, at Google. I mean the, yeah, the businesses just to, first of all, the numbers were house. Outstanding. Congratulations. [00:02:28] Dai Vu: That’s right. [00:02:28] Vince Menzione: Yep. [00:02:28] Vince Menzione: Really, some really great numbers. Commitments are off the charts. [00:02:32] Dai Vu: Yes. [00:02:32] Vince Menzione: Crazy off the charts. [00:02:33] Dai Vu: Yes. [00:02:34] Vince Menzione: Yes. Uh, and then there’s a lot happening in this little world called ai, which makes a ton of sense. Yep. I was critical about Google in the beginning because you had all the assets, but Microsoft leaned in first. [00:02:45] Vince Menzione: Uh, but now it’s like things have evolved, uh, quite a bit since those first days. Absolutely. In, in November of 2022. So, uh, take us through a little bit. Let’s, let’s go through [00:02:56] Dai Vu: it. Yeah. I could talk for quite a bit of time because obviously we came out next, yeah. At the end of April, and then we had our earnings announced, but shortly thereafter. [00:03:03] Dai Vu: But, but real quick on next, uh, for folks who attended, uh, you know, the way they framed, uh, the discussion was they showed this AI integrated stack, and that’s how they frame the keynote because we position ourselves as being the only vendor that provides this. Fully integrated stack from custom silicon all the way to the apps and agents. [00:03:23] Dai Vu: And a lot of the announcements were, were focused in those areas. Um, uh, I won’t go through the, the long list, but I think the big ones coming out of next were, uh, certainly the eighth generation TPU we announced, so we actually split this into two specialized chips for training and inference. Uh, so that’s, uh, that was a big piece. [00:03:41] Dai Vu: Uh, but the big one that we announced was this, uh, Gemini Enterprise. Uh, agent platform. So think of it as the comprehensive platform for companies to basically build scale, govern and optimize their agents. And of course, once they have that, they can bring that into, uh, what we call a Gen Gemini enterprise app, which is really the front door for AI for. [00:04:03] Dai Vu: All customers and all employees to manage a mix of agents, um, as part of their daily workflow. And, uh, and a big part of it is, you know, certainly they’ll have some custom agents, but we think a lot of the agents will come from the ecosystem. And obviously there was a big announcement around what we’re doing there. [00:04:21] Dai Vu: Um, and in fact, one of the things that’s interesting is this shows the evolution of, of marketplace in our, in our partnership, which is we’ve taken a lot of the marketplace experience. And brought it into Gemini exp uh, Gemini Enterprise app, right? So search, discovery, uh, the ability to invoke agents, uh, in context. [00:04:39] Dai Vu: I think that’s gonna be very powerful as we think about the evolution, uh, of, of go to market. And then the last thing maybe I’ll highlight is this, um, is. 750 million, uh, investment fund that we’re gonna drive with the broad partnership. So this cuts across all partner types, global system integrators, uh, uh, you know, AI, pure plays, uh, ISVs, uh, the big management consultants as well, uh, because we recognize that partners are gonna be critical to drive business transformation with our end customers. [00:05:08] Dai Vu: So we’re investing around things like. Technical enablement, access to our product teams, access to our FDE for deployment engineers, and then a lot of incentives to drive usage and deployment. So, um, so a lot of, a lot of activity and obviously the ecosystem’s gonna be very critical for us to drive that impact’s. [00:05:25] Dai Vu: Fine. And the last thing, I know we’ve going on and on fine, but the last thing I’ll just mention is just on the earnings announcement, uh, Vince touched on the backlog, so people have been tracking Yeah. Two quarters ago. We were 155 billion on the backlog, and then a quarter later we were 240 billion. And then in the last quarter, just recently, 462 billion. [00:05:46] Dai Vu: So obviously that’s a, a massive signal of customer intent, but more importantly, it’s a, it’s, it’s a addressable market for this ecosystem to go after as well. [00:05:54] Vince Menzione: Yeah. Almost a half a trillion dollars. Yes. In commitment. So a lot, a lot of reason why we should be on the marketplace. [00:06:01] Dai Vu: Absolutely. Absolutely. [00:06:02] Vince Menzione: Um, each of these gentlemen have some things to talk about as well, about their companies and the exciting things that have been happening. [00:06:08] Vince Menzione: I’m gonna start, John, I’m gonna start with you because Tackle has, has transformed quite a bit since the last time you were on stage with us. I thought maybe introduce the company. Take us through the transformation and then we’re gonna do the same thing with Sean with his organization. [00:06:21] John Janke: Yeah. Thanks. Uh, thanks Vince. [00:06:23] John Janke: Great to see everybody. Uh, John Yanke, GM of Tackle at App Direct. So the big news there is Tackle was acquired in Q4 by a company called App Direct, and I think the why behind this app, direct Powers, marketplaces, they run 400 marketplaces around the world for telcos, for ISVs, for system integrators, channel partners. [00:06:42] John Janke: And we were talk like, when you build a marketplace and diagnose this, stocking the shelves is actually really hard. Uh, and we were talking to them about how could we connect the dots between the hyperscaler marketplaces, the iscs we support, and these additional routes to market. Uh, and that became more strategic and we ended up joining forces in December. [00:07:00] John Janke: And since then, the other part that’s really hard when you build a marketplace is how do you generate demand? Uh, so four weeks ago we acquired a company called Partner Stack. And Partner Stack does affiliate content. They have an affiliate content platform that allows you to connect with 150,000 content providers to be able to start to tell your story to drive leads to. [00:07:23] John Janke: Marketplace. So we think there is a tremendous opportunity to continue. We’re in the earliest days. I think the, you know, Jay, I was with Jay at Channel Partners a few weeks ago and he is like, we under called it, he didn’t say this on stage yesterday, but he is like, uh, the 82% growth. He’s like, we totally under called it. [00:07:40] John Janke: Uh, and I think just listening to dies commit level increase mm-hmm. Reinforces the fact that we’ve under called it. But I also think we’re at this tipping point in the market where all of the new capabilities coming out, we have to all rethink our better together stories. So I think the challenge to all partner leaders, it’s like, how do we. [00:07:58] John Janke: Figure that out. So it’s, it’s a, it’s a fun time. As we transform the way we worked. We wrote the first helping people kind of list, launch and sell through the marketplaces. And now to be able to take that to the next level to hopefully unlock the next a hundred billion of marketplace throughput. [00:08:13] Vince Menzione: And are we at a hundred billion? [00:08:15] Vince Menzione: ’cause that was the number, right? [00:08:16] John Janke: I mean that’s, that’s, that’s the number that’s talked about. I mean, we’re seeing the data signals we see, I mean, we will process 20 billion plus this year. Uh, and that number’s growing faster than Jay’s stated number. So I think we’re excited to see where this year lands. [00:08:30] Vince Menzione: We’ve come a long way from three years ago and we all got on stage and talked about marketplaces together. Right. It’s been, it’s been amazing. And then Sean, let’s talk about DBT. You’ve had some excitement. I know some things maybe we can’t even talk about yet on stage. [00:08:43] Shawn Toldo: Uh, yeah, go ahead. [00:08:44] Vince Menzione: No, I was saying I, I could, I’ll pre-announce things, but No, I’m just, uh, tell, tell us about DBT for those who don’t know in the room, sure. [00:08:49] Vince Menzione: Mean Yeah, that might help. [00:08:51] Shawn Toldo: So, uh, Sean Todo, I lead the partner business at DBT. I’ve been here about 18 months. Um, DBT really started as an open source tool. That help data engineers be successful in SQL transformation with cloud data warehouses? Right. And so back even to the Redshift days now into what I would call more the BigQuery, snowflake, Databricks fabric led days, um, DBT is the tool of choice amongst the data engineering community in terms of how they wanna drive SQL transformation. [00:09:21] Shawn Toldo: And so more recently, we kind of jumped into this kind of paid world. Which is why we needed to bring in additional experience leadership around go to market product, sales, et cetera. And so when I walked in the door, one of the things I noticed really quickly was we were running on AWS, which was great. [00:09:40] Shawn Toldo: We were doing some AWS marketplace stuff. We were running on Azure in Europe only. And one of my first strategies was we have to be everywhere, right customer. We have to meet customers where they are. And so we, uh, made some major investments to be on Google Cloud platform to then be able to really take advantage of marketplace, to then really be able to take advantage of the co-sell opportunities that exist in the field from a day, day-to-day AI perspective with Google. [00:10:07] Shawn Toldo: And it has been a hell of a ride. We launched on, uh, Google Marketplace in July of last year. We went to Google next and we were Google Partner of the Year. Wow. For data and analytics in a very rapid way. We’re now in three, uh, data centers around the, the world. So we’re here in the us, we’re in Frankfurt, we’re in uh, uh, UK as well. [00:10:30] Shawn Toldo: And so it’s been a pleasure to work with D and the broader team. Because the enablement we’ve had and the support we’ve had from that group has really helped our growth be up and to the right. The data point I would give is that when I walked in the door, we were 10% of our business from an A RR perspective was transacting through marketplace. [00:10:48] Shawn Toldo: Last quarter we cracked 40%. Whoa. We will be at north of 50, uh, next quarter. [00:10:53] Dai Vu: Wow. [00:10:54] Shawn Toldo: The other piece that Vince was talking about is we’re getting ready to merge with a company called Five Tran. And so there will be a new company name at some point down the road. Uh, pay attention on June 1st for a public announcement around that merger. [00:11:06] Shawn Toldo: Uh, but we’re really looking forward to what we’re gonna be able to do with folks like DI and the Google team as well as others in the ecosystem. Um, ’cause I think in this data world that we’ve played for so long. This trusted foundational element of data and what it’s gonna mean to context in the AI world. [00:11:23] Shawn Toldo: We’re in a very interesting place to really continue our growth rate at a high level. [00:11:28] John Janke: Yeah, that maybe just a comment something there. Start there. I think we, we used to hear people say we wanted to be strategic with cloud, go to market and get to say 10 or 20% of revenue. I think this like 40, 50%. Yeah. Th that’s where people are setting the bar these days. [00:11:43] John Janke: Yeah. So the numbers are getting really crazy. Yeah. Uh, and people are showing up and being like, I have to go big. Mm-hmm. So a huge change over the last few years. [00:11:52] Vince Menzione: Yep. What’s the experience you’re seeing as well? I mean, it, it was a huge amount of buzz at next. [00:11:57] Dai Vu: Yeah. I mean, so interestingly, um, you know, typically when, when people get started on the, on the marketplace in Cosal journey, I always try to caution them and say, this is, uh, this is like a multi-year. [00:12:07] Dai Vu: Yeah. Uh, process. You have to be very intentional. You have to invest. It’s not gonna be a thing where you just list and, and, and, and, and, and sort of this channel opens up. So in some ways, Sean is describing an acceleration that is not common, right? Uh, so they’ve done, we’ve done some amazing things together and we hope to keep that acceleration going. [00:12:22] Vince Menzione: What does that require, by the way? Is it engineering resource? I mean, there’s, I talk about executive commitment and maniacal focus. Yeah. But it’s all those things, right? [00:12:29] Shawn Toldo: Well, all of it. But we went to a QBR in Austin, and I put up a slide and I said, we have to do this. And everybody in our ETE agreed. So when you have a chief financial officer that’s bought into the partner business. [00:12:43] Shawn Toldo: Yeah. And I guess qualifying coming into this role at this company, I qualified the C-level staff. Uh, like are they really serious about partner or not? And it’s one of the reasons I took the role. So I think executive commitment was one thing. I think the second thing is we were really well supported, um, by the Google team across the board, right? [00:13:02] Shawn Toldo: Yeah. So folks, Indy’s team that we would work with regularly on, these are the things you need to do to have an effective marketplace offering. Here’s what you need to do operationally with folks like John and team and others that are in the market, right? That helped us a ton to be able to scale. And then the other thing that we did is we changed comp. [00:13:20] Shawn Toldo: So from our VP of sales levels down, we have a 5% kicker for everything that goes through marketplace. [00:13:26] Vince Menzione: Hear [00:13:26] Shawn Toldo: that everyone. So as soon as we incented the sales team, I love that, right? We, we created the foundation on the partner side, but then from top down on the sales side, they were all in. And as a result of that, the question would become, okay, which marketplace stage two sales cycle are we gonna go use? [00:13:42] Vince Menzione: Yeah. [00:13:43] Shawn Toldo: Who’s the right partner to go partner with? And then my team is reaching out to make sure that co-sell connection happens. [00:13:48] Vince Menzione: That is such a best practice, Sean, to, because there is, as a seller out in the field and we talk about, you talk to John, talks about rev ops all the time. But getting rev ops eng getting the field engaged in the right way. [00:14:01] Vince Menzione: ’cause it feels like it’s more work for them. ’cause they have to think, they have to have more conversations with their customer about their cloud commitments and things like that. Mm-hmm. And then getting them incentive to do the right things. The right behavior. [00:14:12] John Janke: Yeah. It’s a strategy process. People, technology problem. [00:14:17] John Janke: Yeah. It’s not just some flip API automation, go list something if you don’t like that top down view. I think the other thing. Like there’s a, there’s a theme in startups where VCs fund second time founders. I think Sean and team have done this before and they took a lot of learnings over the years and reapplied them, which I think helps them go faster. [00:14:36] John Janke: It’s like that second time. Yeah. Second time cloud go to market Founder theme. [00:14:41] Vince Menzione: Yeah. Yeah. Um, so we could talk about the platform and all the changes there on the. The, the commitments and everything. Mm-hmm. Uh, what separates ISPs generating real incremental revenue on your, in your marketplace? What, what do you see? [00:14:58] Dai Vu: Yeah, so I mean, I, I think there are a couple things. Number one is, uh, the, the foundation has to be, uh, this better together story, uh, with Google Cloud. Um, so this idea that what, you know, what do you bring, what does the Google platform bring and how does that drive impact with customers? And I think this is the reason why Sean and DBT Labs has been very effective. [00:15:16] Dai Vu: ’cause our field recognized they, they can recognize that better together story and communicate it to their customers. So I think that’s the foundation. For everything. Right. And I think as you get started, uh, you know, we do tell partners that they probably need to lean in a little bit, uh, in terms of focus, uh, you know, pick a vertical, a customer segment, um, you know, a geography where they’re particularly strong and, you know, get that momentum going. [00:15:39] Dai Vu: And once you do that, the field knows about it and starts to pull you into deals. Um, so I think that’s the other big opportunity. And then the other thing I just mentioned. Which, uh, the panel already touched on, which is be very intentional around all the things you need to do to invest. Whether it’s like, uh, you know, the business functional alignment, uh, the policies around like, uh, pricing and, and comp, uh, making sure you have the operational capabilities. [00:16:02] Dai Vu: These are all things everyone has to do to get to that. First five to 10 deals, and then 10, 20, 30% of your business through marketplace. And not to, not to top you Sean, but our very top partners are driving 80 to 90% of their business on marketplace. And in fact, some of these partners are actually only marketplace first, uh, uh, because they started out that way. [00:16:21] Dai Vu: Obviously it’s the bigger challenge if you have an existing channel, you’re trying to shift that. But, uh, the aspiration to be more marketplace focus, uh, is up there. [00:16:28] Shawn Toldo: So I just set a new goal for the business plan for me. So that’s exciting. I love it. Looking forward to seeing you in six months on that. [00:16:35] Shawn Toldo: It’s good. [00:16:36] Vince Menzione: I love [00:16:37] Dai Vu: it. Work together on that. [00:16:38] Vince Menzione: Well, di I’m just gonna add, add this because I, I got to see operationally with some of the things you do. Mm-hmm. You, you have an overlay organization. [00:16:45] Dai Vu: Yes. Yes. [00:16:46] Vince Menzione: And so you put accelerants in place within your own organization Yeah. To drive the ISVs into the, into the lines of business. [00:16:54] Vince Menzione: Right. You have, you, you do some of that to accelerate. [00:16:57] Dai Vu: Yeah, I mean, I think, I think this is somewhat unique. I don’t, I don’t wanna speak to the other [00:17:00] Shawn Toldo: hyperscalers, [00:17:01] Dai Vu: but we do have, um, uh, you gotta know the field roles, right? [00:17:04] Shawn Toldo: Yeah. So [00:17:04] Dai Vu: obviously at Google Cloud in the regions, we have, uh, ISV sales specialists who are effectively quoted on marketplace revenue, right? [00:17:12] Dai Vu: So they’re a hundred percent focused on that. And, uh, in addition to that, uh, we also have these, uh, co-sell teams, partner teams where, you know, opportunistically if there’s an opportunity, uh, in a, in a, in a particular area. This team is responsible for connecting the regional sales leadership, uh, the regional, uh, sales teams with, with the partner on the opportunity. [00:17:32] Dai Vu: So there’s a lot of things we’re doing to sort of accelerate that. And of course, the foundation for all this is, you know, our, our, you know, registering deals. And as you definitely get started on that, it’s very important to be very mindful around when you register deals. Uh, be very clear around what the ask and the engagement is with the field reps. [00:17:51] Dai Vu: But once you have that going and get the right rhythm, it becomes sort of a natural way to sort of register all your deals and get that engagement. And then, um, and then maybe the last thing I would say is it isn’t always the sales specialists. It’s, you know, the FSR, our field sales rep as well as our customer engineers are also very motivated. [00:18:08] Dai Vu: To work, uh, with, uh, with our partners because they know that this, you know, whether it be solution completeness or it’s part of a bigger workload or helps unlock greenfield opportunity, they really are motivated to engage with the partners. [00:18:21] Vince Menzione: Nice. [00:18:22] Shawn Toldo: Yeah. I’ll just add, I’ll just add to that statement too. I think, um, it’s one thing to have a story as it relates to. [00:18:30] Shawn Toldo: Google Cloud and what you do with marketplace. It’s another thing to have a story in terms of how you impact data and analytics in our world. And there’s a set of specialist sellers inside of Google mm-hmm. That really care about us because we drive a lot faster consumption of big query. And our ability to tell that story across the world effectively has really created a pull now. [00:18:54] Shawn Toldo: And so I, I would say it’s almost, you know, back to, you know, being 12 years at Microsoft and watching kind of that. Phase and how that went. As we went to the cloud and we picked specialty areas, um, Google is doing that as well and they’re doing it extremely fast in a very, very productive way with partners. [00:19:12] Shawn Toldo: And so, you know, I’ll get comments from like Levi who runs west in north region for us, and he’s a, he was at Google next and he was like, I, I gotta, I, I just gotta go to bed. I’m tired. Like we wore him out over two days with their sales team and gave him a host of follow ups and actions related to specific sales areas as well as specific accounts. [00:19:34] Shawn Toldo: And I think that’s the other thing that, um, Google’s done a good job of, but we’ve pushed and we’ve had to work really hard to earn that seat at the table. To help make those people successful from a comp perspective inside of Google as well. [00:19:45] John Janke: Yeah, and this is a huge failure zone for partners with the clouds because they think enablement’s a one and done thing. [00:19:51] John Janke: Like I did a training for the field and I told them the better together story. That doesn’t work. Like you have to literally. Have consistency around this message every day. Oftentimes you need experts who can partner with your reps to give them the confidence. ’cause they may be able to ask the first line question, but someone asks a follow up and they fold up ’cause they know your product. [00:20:11] John Janke: That’s right. They don’s don’t understand all of the nuances of Google and the clouds and the questions that may come back. But if you do that well, it is a huge unlock. [00:20:20] Vince Menzione: Talk about the coaching you provided on the tackle side of that as well and kind of helping. Through this maturity model? [00:20:26] John Janke: Yeah. I mean we, we, over the years, I mean we started as a pure SaaS company and over the years our customers would consistently ask us for more help and we would struggle to figure out how to do that, and we had to invest in services and we actually acquired a company. [00:20:42] John Janke: Five years ago now, that was the foundation. Aaron Feiger, who’s in the room. The core consulting was the foundation of our services business. And that continues to evolve with us. And you know, we see customers at scale saying, I wanna operate my cloud, go-to market really consistently, and I want you to do all the backend operations so my teams can be outselling our products, selling the better together value with Google and others, and not have to figure out how to run the machinery. [00:21:09] John Janke: So we’ve invested a lot there. We have services around strategy, like how to help people think about their business strategy and translate it into a better together story and able to get executive buy-in. And then we have coaching, which is really a phone, a friend, because I think these things get complicated. [00:21:24] John Janke: And I had a customer who was doing the largest deal in their company history. It was the end of the quarter and it was Friday, and they’re like, this is going to be the most complex transaction we’ve ever done and we have no idea how to do it. Our team gets on the phone with them, they work through, what are you selling? [00:21:40] John Janke: How are you selling it? Is your listing set up the right way? Can we actually create all the offers? In a way you have confidence to execute. ’cause those are failure modes. You try to build a cloud, go to market business, and you mess up the largest deal in the company. On the last day of the quarter, uh, that’s something you can’t recover from. [00:21:55] John Janke: So we try to really wrap support around our customers to help them have the confidence to grow. [00:22:02] Vince Menzione: Di you’ve seen tremendous growth in marketplace. Mm-hmm. We don’t publish the numbers specifically. Yeah. We kind of try to figure it out on the back end, but [00:22:09] Dai Vu: Yep. [00:22:09] Vince Menzione: I know you’re accelerated. Your, your marketplace numbers are astounding. [00:22:13] Dai Vu: Yes. I can share some numbers, if that’s [00:22:15] Vince Menzione: okay. Please. Yeah, let’s go. [00:22:18] Dai Vu: So, um. I would say that for a few years now, we’ve been talking about growth. So we’ve been consistently, uh, you know, north of a hundred percent year over year growth. Uh, for the last few years we’ve been processing, uh, what I say, uh, billions of dollars, uh, annually and, uh, uh, millions of transactions. [00:22:36] Dai Vu: And again, that’s for a few years now. Now for 24 to 25, that full year we also doubled. Wow. Uh, which is, uh, which is amazing when you think about the scale in which we operate. But more importantly, if you look at specific category areas, right? So, you know, historically, marketplace has always cater to, uh, those solution pillars that are tied to cloud migrations, like, uh, like security and data and analytics. [00:22:59] Dai Vu: And those continue to be very strong areas for us. But the biggest growth area is, uh, is in the areas of business app. So obviously, you know, the, the ServiceNow workday, uh, Salesforce of the world, as well as the AI category. So one number that we threw out next was 18 x. Year over year growth for the AI category. [00:23:17] Dai Vu: Wow. So in one year now, a lot of it is models, right? So foundational models with our, with our ecosystem. But a lot of that is around agents. So this whole agent go to market model is gonna be, continue to grow and it’s gonna be a huge focus area for, for the coming years. [00:23:32] Vince Menzione: Fantastic. Yeah. Fantastic growth. [00:23:34] Shawn Toldo: Yeah, and, and I’ll add, Diane and I talked about this at Google next. This is a. Very complex thing for DBT, where today we sell seats. [00:23:42] Vince Menzione: Mm-hmm. Yeah. [00:23:43] Shawn Toldo: To data engineers. [00:23:44] Yeah. [00:23:44] Shawn Toldo: And now we have all these agentic things that are hitting our engine. And di and I are talking and we’re like, okay, so how does this work in an ag agentic marketplace? [00:23:54] Shawn Toldo: Yeah. Kind of a scenario. And what should we build? Where should we play it? ’cause we’re gonna spin the meter in a different way, so to speak. [00:24:01] Dai Vu: Yep. [00:24:01] Shawn Toldo: And so candidly, we got stuff to figure out related to that. Um, I think what’s been fascinating for DBT is our partner ecosystem changed overnight. So now it’s like I talked to x.ai on Monday. [00:24:15] Shawn Toldo: Mm-hmm. We got time with open AI on Thursday and we have a call with Anthropic and our, uh, CEO and co-founder and uh, chief Product Officer next week. [00:24:26] Vince Menzione: Mm. [00:24:27] Shawn Toldo: We don’t have anybody managing those partners. [00:24:29] Vince Menzione: Right. [00:24:30] Shawn Toldo: Today our focus is on managing the large, uh, hyperscalers plus Snowflake and, uh, Databricks. [00:24:36] Vince Menzione: Mm-hmm. [00:24:36] Shawn Toldo: And then the SI ecosystem and some tech partners. So we’re having to like, to your point on Agile yesterday. Yeah. Mm-hmm. Like we’re having to change our strategy, operating model and organizational model to support that. And candidly, we don’t have all the answers yet, so we have a lot of things to figure out fast, which is a little bit scary. [00:24:54] Shawn Toldo: And challenging, but it’s also a huge opportunity we have to kind of embrace and get into. Yeah. [00:24:59] Vince Menzione: And they’re figuring out as well. ’cause they’re, they’re new to partnering as well. Yeah. As organizations [00:25:03] John Janke: and these AI agents. I think to demystify for a lot of people, and what Sean said is totally right. [00:25:08] John Janke: They’re disrupting everyone’s business model. But in reality from a marketplace standpoint, they’re metered SaaS. This is a thing that’s existed for a long time. Yeah. They look like product-led growth products. There is a lot of patterns around how product-led growth products work in marketplace. Mm-hmm. [00:25:24] John Janke: But you have to bring your business strategy, your product and pricing strategy to those two categories. Metered SaaS and product-led growth. Put that all together to get cross-functional alignment. So we are seeing like. A lot of people get tripped up here and it really does go back to more of the company strategy, product strategy questions, and a lot of partner leaders are not in the room for those conversations. [00:25:48] John Janke: So I think at, at this point in time, as you see big pivots with the partners to go all in on agents, you have to go elevate. Those discussions to be like, what is our plan here? ’cause I, I mean, pricing and packaging will be the thing that trips almost everyone up. [00:26:02] Dai Vu: If I could, if I just build on what John John mentioned, um, so I do agree. [00:26:06] Dai Vu: P it looks a lot like POG, but, uh, but the difference I think is POG has. More historically been in like the data and developer space, now it’s like the general business user, right? So this idea that you want a business user to be able to search and discover, um, agents that could actually be part of their like everyday workflow is going to be very critical. [00:26:26] Dai Vu: And uh, you know, I do think that when we think about the ecosystem building agents. Uh, you know, a lot of the ISV partners aren’t necessarily gonna own end-to-end workflows, right? They’ll, they’ll have a very specific, uh, domain and scope area, but you have to enable yourself to be orchestrated and managed by, you know, orchestration agents or, or, or meta agents that are gonna span end, end workflows. [00:26:49] Dai Vu: And sometimes that includes system integrators and, and others who can stitch that, that automation. So I think, I think that’s, that’s one piece of it. But the other area that I think is gonna be different is, um. There’s going to be a lot of agents. I mean, literally you’re gonna have a very fragmented set of, uh, uh, of players, right? [00:27:07] Dai Vu: It’s not just gonna be the incumbents, it’s gonna be a lot of disruptors and, and, and, and startups. And so the, uh, for the incumbents in the room, it is a mandate that you need to, to innovate because if you do not identify and go to like an agent first, go to market model. Uh, you’re gonna be, you know, disintermediated. [00:27:25] Dai Vu: Somebody’s gonna go build an agent that’s going to leverage you as a dumb database. Um, and they’re gonna own the workflow. So you have to, you have to push the, the, the, the limits here. And I think it’s creates a big opportunity for everyone in this room. [00:27:39] John Janke: I’m going off script. I’m curious. Let’s do it. I’m curious on your take on the system integrators. [00:27:44] John Janke: ’cause I think this, this puts like they’re all, a lot of them are creating agents for people and I think that’s turning them almost more into software companies than they’ve ever been. [00:27:53] Dai Vu: They are, and I think they’re, you know, obviously they’re being, uh, impacted from like, you know, typical like, you know, SOW you know, time and materials type type business models. [00:28:02] Dai Vu: But I do think they play a big role because a lot of the system integrators are bringing, um, you know, vertical and business process expertise. And, um, like I said, I said before, a lot of the ISVs are not gonna necessarily have big enough scope in their area to own end-to-end workflows. And that’s really the promise of agents, right? [00:28:20] Dai Vu: You really need. This cognitive, you know, reasoning, planning, executing across end to end workflows. And I think, you know, the system integrators are gonna bring that capability either, either through, you know, these custom, uh, orchestration or meta agents or if they’re able to productize that and bring that to a model, they can also sort of go through the marketplace model as well. [00:28:41] Dai Vu: So who knows is how it’s gonna evolve. But you know, we’ve always been talking about. Marketplace being a broader opportunity for all partner business models. And I think that will extend to not only, uh, you know, traditional sort of, uh, sell and services partners, but also some of these system integrators as well. [00:28:58] Shawn Toldo: If I could comment on that, please. Yeah. I, I was in London two weeks ago and we did an SI partner day. Mm-hmm. We had 25 sis in a room, probably about 50 people. We had no, um, hyperscalers or cloud data warehouse providers. And when we started talking about open data infrastructure. The role that they can play. [00:29:17] Vince Menzione: Mm-hmm. [00:29:18] Shawn Toldo: Cross platform in a cost efficient manner for customers and the advisory orientation of that. They all leaned in and we, we stopped talking and they started talking. [00:29:28] Vince Menzione: Right. [00:29:28] Shawn Toldo: So they’re all facing this kind of same problem, which is actually causing a little bit of a shift, I think, in how they think about, I’m a Databricks partner. [00:29:38] Shawn Toldo: Uh, you sure you wanna do that? [00:29:39] Vince Menzione: Yeah. [00:29:40] Shawn Toldo: So this, this whole thing that’s kind of evolved in the last six to 12 months, when you kind of pick one horse to ride, I, I would tell you be cautious about what that means. You may pick a horse to lead with mm-hmm. But you’re gonna have to flank yourself a bit in terms of other providers that can help you be successful with that, that that partner you’re gonna roll with. [00:30:00] Vince Menzione: So you’re suggesting data vendor agnostic. [00:30:04] Shawn Toldo: I’m suggesting you really have to think about your strategy. Yeah. Because I think the AI, AI disruption is gonna make you think about that strategy. [00:30:13] John Janke: Yeah, I mean there’s, someone mentioned anthropics First Partner Summit. I was not there, but I’ve heard from a bunch of people were there. [00:30:20] John Janke: You know, they had a hundred partners in the room. 95 of them were system integrators. Five were technology companies, the three Clouds, Databricks and Snowflake. Like if you just think about the, the one of the major disruptors in ai, ISVs, were not in the mix. So I, I think, are they trying to disrupt all of us? [00:30:40] John Janke: Uh, do they need us? And they haven’t figured out how to work with us. I, I think. It’s, it’s, [00:30:44] Vince Menzione: and I’ve heard they only have five people in their partner organization, so I just, it’s, [00:30:49] Shawn Toldo: it’s 11 now, but it’s 11, [00:30:51] Vince Menzione: so it was five [00:30:51] Shawn Toldo: last growing fast in the, in the new company I have 50. So like, to put it in perspective, they have to make some pretty big priority. [00:30:59] John Janke: Yeah. And everyone’s been there a hot second, [00:31:00] Vince Menzione: like, right, exactly. Yeah, they, well, we will talk about the learnings we’ve had over the years, getting to where they need to get to. It’s exciting times. We got a lot to talk about here. Um, I, you know, we have about 15 minutes. I I, I want to kind of gauge, ’cause we could talk, we, we have a few things we could talk about, I could ask about, but I want to see if there’s an, like, an interest in opening up to the room for questions. [00:31:25] Vince Menzione: ’cause I feel like we’ve got a very interesting group here. [00:31:28] Shawn Toldo: You got a hand here? [00:31:29] Vince Menzione: Uh, are there hands that wanna Yeah, there’s some people that wanna ask some questions. So Yeah. We have a mic? Yeah, [00:31:37] Dai Vu: we have [00:31:37] Shawn Toldo: a mic. We, [00:31:37] Vince Menzione: we [00:31:38] Shawn Toldo: got one here. [00:31:38] Vince Menzione: We got one here. One here. Thank you. Sorry we went off script, but [00:31:44] Shawn Toldo: that’s fine. [00:31:45] Vince Menzione: It’s fine. [00:31:45] Dai Vu: Off [00:31:45] Vince Menzione: script. Better is good. [00:31:46] Shawn Toldo: I’m sure you planted the questions outta anyway. It’s okay. We [00:31:48] Vince Menzione: did, we did. [00:31:55] Audience Guest: Okay. All Eva, Sean Lightner, quick question to your, uh, increase on the marketplace, and you said you spiff the salespeople by fifth percent. 5%. Mm-hmm. So, and that obviously drives a very large adoption of, uh, marketplace transactions. How are you accounting for the margin you’re losing on, uh, you know, going through the marketplace? [00:32:14] Audience Guest: And also have you done analysis? I’m sure you have, how much is, uh, shape shifting or shifting from existing versus incremental? [00:32:22] Shawn Toldo: Yeah, it’s a great question. Um, um, lemme make three points. Number one, the backlog statement makes the margin statement not matter. So do you wanna play in that space where a customer’s already bought or not? [00:32:36] Shawn Toldo: Yeah. Or do you wanna force a budget conversation that you have to drive on your own in a direct model? That to me, I think it was 484 4 62 [00:32:43] Dai Vu: 4 6 [00:32:44] Shawn Toldo: 2. [00:32:44] Vince Menzione: That’s new Tam available to you? [00:32:46] Shawn Toldo: Yeah. That, that’s just with one. Right. And we are, we are, uh, running on four marketplaces. So that just increases our tam and makes our, our sellers lives easier. [00:32:55] Shawn Toldo: So on that piece, yes, there’s an expense, but we believe it’s right for growth. So there’s a balance there. Um, I think the, and then the second part of your question again. Sorry, [00:33:05] Vince Menzione: shapeshift. [00:33:05] Shawn Toldo: Oh, shift. We, we actually don’t think we would’ve won the business. So if I go back to our Q4 and I can probably point to three or four deals that went, um, Google Marketplace, we would not have won those deals because we couldn’t have created the budget cycle and that quarter. [00:33:23] Shawn Toldo: To make it happen. Generally a budget cycle is gonna take anywhere from 12 to 15 months. Bingo. Because of the spend that was available to us, we were able to close it in that quarter, and we had the largest Q4 in company history. [00:33:35] Vince Menzione: That is such an important point. I’m sorry. [00:33:37] Dai Vu: Okay. [00:33:38] Vince Menzione: But I, I just wanna, that is such an important point of the budget cycle. [00:33:42] Dai Vu: Yeah. [00:33:43] Vince Menzione: Being a year to a year and a half versus being able to tap into a commitment that’s already been made. Yeah, so I just emphasize that [00:33:51] Dai Vu: I was, I was just gonna add real quick, even, even when we see sort of a, uh, a channel shift renewal, which is, you know, it’s on partner paper and it moves to marketplace as part of the renewals, we do consistently see that the, uh, renewal rates on marketplace and the incremental a CB on the expansion and new opportunities tend to be better when it’s on the platform marketplace than than offline. [00:34:12] Dai Vu: And that’s why partners choose to continue to drive renewals on marketplace at a reduced to rev share. But uh, because they see that that growth, [00:34:20] John Janke: we, we, sorry. [00:34:22] Shawn Toldo: We see that as well. Yeah. And I would also make the statement on our land business, when we go through marketplace, we are two x higher across marketplaces. [00:34:30] Shawn Toldo: We’re three x higher with them. [00:34:32] John Janke: Yeah, I think separate new from renewals and then instrument deeply. [00:34:37] Shawn Toldo: Yeah, [00:34:38] John Janke: go proactively talk to your CFO and your head of rev ops to understand their mindset. Because I was with a billion dollar seller a couple weeks ago, their CFO still creates friction in the process, even though they’re selling a billion dollars through these channels. [00:34:52] John Janke: But when they broke it down, their deals are three times bigger. They do them faster. They use more components of the product, which I thought was a really cool one. So customers who buy this platform, many component platforms through a marketplace, end up using six components of the product. Versus a normal land customer who uses two increases gross in net retention. [00:35:12] John Janke: So you have to get to the point where you have the data and you can tell that story real really clearly to your finance team to get support ’cause that they will trip you up if you don’t get them on board. [00:35:23] Vince Menzione: And you’re saying there’s friction in that company. I’m just kind of curious ’cause a billion dollar company. [00:35:27] John Janke: There’s a billion dollar marketplace seller [00:35:29] Vince Menzione: market marketplace company. That’s what I meant. Yeah. But, but the fact that this, their CFO friction, like, is it, is it because they’re not doing a good enough job or? [00:35:37] John Janke: Uh, in, of educating, I, the root of the question is from this person is, would they win without it? [00:35:44] Vince Menzione: Yeah. [00:35:45] Shawn Toldo: Oh, and is it worth the three points? [00:35:46] John Janke: Right. It’s, it is And, and I think some pe like to me, it’s the cheapest channel in the world. Yeah. Like with committed budget and people to support you winning. Like the, that formula, the math is so simple. [00:35:57] Shawn Toldo: Yeah. For, for a company of our size to go to like the classic resell ecosystem, I gotta walk in with 30 points. [00:36:02] John Janke: Yeah. [00:36:03] Vince Menzione: Yeah. [00:36:03] Shawn Toldo: It, it’s an illogical conversation. Outside of public sector and growth, you know, geos around the world. And so I, I’ve been lucky to have a CFO that I haven’t had that challenge with, at least at DBTI should say. [00:36:19] Vince Menzione: Really great insights. I think we have, we have another hand up here. [00:36:28] Audience Guest: Yeah. Thanks Susan. The question is for Dai. Uh, my name is Latif Hamani. I’m the founder of Partner System ai. Um, so what we’ve done is we’ve built a, a co-sell AI agent mm-hmm. That your partners can use to Yeah. Reduce all the friction in the co-sell with you. Uh, the questions that I have is, I guess I should back up, so XAWS Madison with a very large alliances, and then I worked, went on the other side. [00:36:55] Audience Guest: For software companies, and even though I had an operational team, I was spending two to three hours on on the keyboard, right? Mm-hmm. Deal registration, emails that can’t be automated, et cetera. So the question that I have for you is, I’d love for you to validate that. You know, unless you are one of the big companies, one of the big enterprises, if you go to the lower end of the enterprise or the mid market, uh, would you validate that there is a challenge? [00:37:20] Audience Guest: There’s a lot of friction for a smaller company. Mm-hmm. Uh, ’cause these marketplaces are complex. Yeah. The cosell is complex. Uh, that there’s an opportunity to really break down that friction with some automation and ai. [00:37:33] Dai Vu: Yeah, absolutely. So, um, we have already been, uh, part of the journey to remove some of the, uh, the friction as part of that selling and purchasing journey. [00:37:43] Dai Vu: Uh. We’re not quite there yet. But, uh, we’ve done things like we have, uh, you know, private offer APIs. We, uh, we have co-sell, uh, registration automation. Um, you know, we have tools like, uh, propensity to buy, tooling to help, uh, partners do, uh, more targeted efforts. Um, but the a i piece is still coming. Um, so I think, uh, the idea here is that we have launched a number of agents as part of our, um. [00:38:08] Dai Vu: Uh, part of our, uh, Google Cloud Partner network, partner hub. Uh, so these are, uh, agents that are gonna do a bunch of things to help partners as part of their workflow, but we’re gonna extend this to the marketplace and ISV area as well. Uh, so I think there’s a lot of opportunity. So, uh, I know there’s probably a lot of feedback in friction, uh, in, in certain parts. [00:38:29] Dai Vu: So we can, we can go tackle together. [00:38:32] Vince Menzione: Hey. There you go. There was a little [00:38:34] Dai Vu: plug [00:38:34] Shawn Toldo: there for tackle. Exactly. [00:38:37] Dai Vu: Uh, and I wanted, and just to be clear, I want to take a look at it from the end to end, uh, uh, flow, right? It shouldn’t just be just marketplace. It should be all the way from like, you know, top of the funnel, demand generation, all the way to like post transaction follow up. [00:38:51] Dai Vu: So we really need to take a look at, at the, the end, end flows and figure out a way we can remove some of that friction [00:38:56] Vince Menzione: three sense. [00:38:57] Dai Vu: Yeah. [00:38:59] Vince Menzione: Any more questions [00:39:00] Audience Guest: back here? Hey. Hey guys. This, this is a really good discussion. Uh, di this question’s primarily, uh, from, I’m interested in the hyperscaler response. [00:39:09] Audience Guest: Yep. Uh, but all of you, uh, can you talk about the patterns or say more about the patterns between. Um, the consumption of just platform capabilities versus industry workflows. Mm-hmm. And how industry where I, I mean, I, I, my sense is that industry workflows are becoming more [00:39:27] Dai Vu: Yeah. [00:39:28] Audience Guest: Uh, the easier thing for enterprises and SMBs to buy. [00:39:33] Audience Guest: Yeah. Especially SMBs, I think. Um, but say more about those patterns that you’re seeing develop and kind of what is. Uh, who are, where, where are those kind of, where is the demand being driven? Is it, is it, yeah. The search and discover in the marketplace, or is it being led by field sales of mm-hmm. Either GCP or partners? [00:39:55] Dai Vu: Yeah, so let me, I’ll mention a couple, a couple areas where, where it’s growing. So I think number one I mentioned before about some of these large horizontal business apps that we’re partnering with, right? Um, and, uh, and of course the fact that we’re, we’re, we’re transacting them through marketplace is, is a huge. [00:40:14] Dai Vu: Evolution from a few years ago. So who would’ve thought you would be buying like, you know, a hundred million dollars a CB deals, uh, through, through marketplace with like a Salesforce or a ServiceNow workday. But it’s happening now. And to be clear, all these. Horizontal business app. They’re not doing this in a very, you know, opportunistic, transactional way. [00:40:32] Dai Vu: They basically see marketplace and cloud go to market as a strategic growth lever for them. So that’s one big area. So from just a pure large deal perspective. Okay. Then you mentioned before around sort of corporate and SMB. Well, we find that a lot of the big opportunities are mostly around as they scale their business, uh, they’re not necessarily looking for things in the traditional sort of infrastructure space, but they’re looking for, you know, full SaaS applications to help scale their business, right? [00:40:58] Dai Vu: So it would be CRM, finance, hr, these types of solutions to become very attractive for some of this, uh, downstream market. And then lastly, as I mentioned before, which is, uh, when we think about this gentrification and owning, um. Uh, driving, uh, this business process and vertical, the ISVs become very important along with the services partners who bring that domain expertise to drive the end to end workflow. [00:41:25] Dai Vu: So I think that’s gonna be increasingly important. So those are three areas I think we need to watch out for. We. Okay. [00:41:30] John Janke: Maybe one thing, like as the cloud commit grows inside of companies, it’s shifted from being an engineering department, IT department budget line item to a corporate finance budget line item. [00:41:40] John Janke: Typically one of the top five to 10 expenses in a company. So that has shifted. Who is thinking about optimizing? The cloud commit with marketplace contracts. And that opens, that’s really opened up the avenue in addition to like these biz apps, vertical apps players. Yeah. Like having success. So I, I do think even inside your own company, evaluating where your cloud commits are, who owns them and are they thinking about the intersection of marketplace? [00:42:06] John Janke: ’cause I, I think it’s smaller companies, they’re still figuring it out. I run into engineering leaders who still own the commits, uh, but in medium to large companies. Very different. [00:42:16] Vince Menzione: Really good point. Because it, you know this, the optics change dramatically, right? This large commitment is now at the board level, [00:42:23] John Janke: right? [00:42:23] John Janke: And then you do have to teach your sellers as a vertical or business application player how to ask that question. ’cause the first resistance everybody says is, oh my, my person, my stakeholder, we. Manufacturing vertical application provider talking at an event last week, and they’re like, the shop floor manufacturing owner doesn’t know anything about the cloud commit. [00:42:43] John Janke: But if they ask the question, be like, Hey, do you guys have a strategic relationship with Google? Would it be easier to buy our product on the bill? Eight out of 10 times they get a yes. So [00:42:52] Vince Menzione: which is why the 5% comes in And that really accelerates the conversation happening. Yeah. We’ve got three more minutes. [00:43:01] Vince Menzione: Um, if we don’t have any other questions, I ha I have one for each of you really about the maturity model and partners are in the room that are not committed yet, right? We’ve talked about some very significant DBTs doing some incredible things, right? So we, there’s maybe a sense that like we, you, you are working with the be the biggest and the best out there, but what about everyone else that’s in the room that maybe isn’t committed yet? [00:43:23] Vince Menzione: And maybe they’re in motion, but they need some help and advice on what to go do next. What? What would you say die first? [00:43:30] Dai Vu: So they’re early stage, [00:43:31] Vince Menzione: early, early stage or not, they’re not on board yet. They’re not, yeah. They’re not with you yet. [00:43:35] Dai Vu: Yeah. So I’ll, I’ll go back to my earlier comment, which is that as you go into the journey, just be very intentional about what you need to do from an operational, investment people, uh, technology perspective. [00:43:47] Dai Vu: Uh, because it could be, it could be a multi-year journey. Um, uh, so I’d say go into it with the right expectations as opposed to thinking it’s going to be some accelerated six month thing that Sean has been driving here. It’s, he’s the outlier. [00:43:59] Shawn Toldo: But, but the reason for the outlier, [00:44:00] Dai Vu: yeah. [00:44:01] Shawn Toldo: And just to add to the intentional point Yeah. [00:44:02] Shawn Toldo: Is, you know, hire the right people. Right. So, somebody told me a long time ago, uh, hire slow, fire fast. That’s a really, really, really good principle that I take. Mm-hmm. I don’t like the fire part, obviously, but just for context, I, I am very lucky to have a great set of leaders that we were able to add people in. [00:44:24] Shawn Toldo: When I walked in the door, we had a person that was leading the Snowflake and AWS partnership. I had nobody on GCPI had nobody on Microsoft. I had nobody on Databricks. And then we made prioritization decisions on where we’re gonna go next. And so we hired people that had the experience and could drive the outcome in the right way. [00:44:43] Shawn Toldo: But we were very thoughtful about when we made those decisions on a quarterly basis, not a daily basis. So who you’re gonna bet on and then who you’re gonna put in the seat to make that bet come to life, I think is a really important thing as well. [00:44:58] John Janke: Yeah. [00:44:58] Vince Menzione: John, you worked with the be biggest and the best out there, so Yeah, sorry. [00:45:01] John Janke: Well, I think there’s the, like there’s the bottoms up and the tops down. Like seven years ago, this was all bottoms up. It was a partner leader who thought launching a marketplace would be good and they would go figure out how to do some deals and then sell their way up. Today there’s a lot more top down where people get it. [00:45:17] John Janke: But you can evaluate top down pretty fast. ’cause if you go talk to your CEO, you talk to your head of product, you talk to your CFO, and they have an allergic reaction to these concepts. You know, you have to go bottoms up. But there also are success story examples in every single ISV category that exists. [00:45:33] John Janke: Like this is not just security and data and DevOp like the, I think the ServiceNow. Salesforce workday. Examples are really great, like the marketing tech examples, more and more business of vertical apps every day. So I do think you can look at those people who’ve been successful. Maybe they’re your competitors, maybe they’re people you aspire to be and reference them as you’re trying to figure out how to do top down. [00:45:55] John Janke: But like you need both. You can’t win long term unless you get top down and bottom up aligned. [00:46:01] Shawn Toldo: And, and when I, when I would go ask for resourcing, I would always get the question, do, could you go faster with more? And I’d say, no. Gimme the one or two humans here, let me go prove it out and I’ll come back. [00:46:13] Shawn Toldo: So there’s a little bit of a strategy in doing that, that you’re gonna get more over time when you’re, you know, very measured in how you go ask for investment and resource. And so I would just add that point also. [00:46:27] Vince Menzione: Was, was hiring a significant component of your executive commitment, Sean? I mean, [00:46:33] Shawn Toldo: yes. So when I walked in the door at DBT, we had eight people in the partner organization. [00:46:38] Shawn Toldo: Today we have 25, and that was 18 months ago. But that did not happen. I didn’t go in and ask for, you know, that 16 people. Right. I asked over time in a very measured way with, you know, the programs and strategy team, like, what can we also support? You don’t want to bring somebody in to go do something and you don’t have the programs and operations side to support it ’cause they’ll fail. [00:47:01] Shawn Toldo: So we’ve been very thoughtful about how we’ve done that as well. [00:47:04] Vince Menzione: Die from you. I know you had something. [00:47:06] Dai Vu: No, no, no. I, I was good. [00:47:08] Vince Menzione: What is the one thing that people in this room need to go better and differently? Is there one, is there one specific thing other than what we’ve already discussed, did we miss anything? [00:47:16] Dai Vu: No, I would just, the whole identification. So obviously, uh, identifying this is not just like slapping a chat bot, but more around thinking all the things we talked about, product commercials, but also go to market where it’s agent first, where you can surface your agent in a workflow like Gemini Enterprise app. [00:47:34] Dai Vu: That’s gonna drive high alignment with how we work and go to market with Google. [00:47:38] Vince Menzione: Awesome. [00:47:38] Dai Vu: Yeah. [00:47:40] Vince Menzione: Wow. Good stuff. Yeah. Very good session. [00:47:44] Dai Vu: Thank [00:47:44] Vince Menzione: you guys. What do you think? Everyone? Thank you very much. [00:47:47] Shawn Toldo: Thanks for listening to the Ultimate Partner Podcast. [00:47:50] Vince Menzione: If today’s conversation resonated, share it with a partner leader in your network. [00:47:55] Vince Menzione: Subscribe where you listen, and head over to the ultimate partner.com. For show notes related content and the resources for this episode. And if you haven’t already, now’s the time to register for the Ultimate Partner Live Event in Reston, Virginia, [00:48:11] John Janke: October 26th through October 28th. [00:48:14] Vince Menzione: Until next time, keep showing up in the rooms that matter because being in the room changes everything [00:48:22] I.

Welcome to Prophetic Intercessors For AustraliaWednesday NightTonight we will cover RULING, WARFARE & END TIME JUDGEMENTS. Lesson 3, Part 1 and 2.Until next timeStay in the Blessings.I really want to encourage you to be diligent with your Bible study time, because God has so much more for us than we can get from just going to church once or twice a week and hearing someone else talk about the Word.When you spend time with God, your life will change in amazing ways, because God is a Redeemer.Theres nothing thats too hard for Him, and He can make you whole, spirit, soul and body!You're important to God, and you're important to us at The Refinery.When it comes to prayer, we believe that God wants to meet your needs and reveal His promises to you.So whatever you're concerned about and need prayer for we want to be here for you! Or even if you just want to say Hi, you can contact us at www.refinerylife.org2026 WILL BE A TIME OF WARFARE.© www.refinerylife.org  2013-2026 All rights reserved. Except as permitted under the Australian Copyright Act 1968, no part of this Article may be reproduced, stored in a retrieval system, communicated or transmitted in any form or by any means without the prior written permission. This episode is brought to you by Refinery Life Australia:If you enjoy The Refinery Life Radio Podcast you can help support The Refinery by doing the following:Sow an offering:Bitcoin: bc1qqh6720t2zagj72dyfj348az698tdut3hlecaj4Online: https://www.refinerylife.org/donate/If you do send an offering then please email us so that we can say thank youSubscribe oniTunes | Spotify | YouTube | TuneIn | Rumble | Flare | Zap.Stream | Fountain |Share The Refinery with your friends and family.Subscribe to the newsletter on www.refinerylife.orgFollow The Refinery on Twitter | Nostr | Instagram | Fountain |

This week's programme covers seeds still worth sowing at the turn of July — night-scented stock, calendula, nasturtiums, and cornflowers — with the practical note to plant night-fragrant varieties where you'll actually be sitting after dark. The feature plant is the Romneya coulteri, the Californian tree poppy: spectacular in open ground, almost impossible in a […] L'articolo Sow and Grow – What to Plant in July – Margaret Griffin proviene da Radio Maria.

Send us Fan MailThis sermon is a practical Q&A session focused on applying theological principles to real-life relational conflicts. We address three key spiritual patterns: Jezebel (unauthorized power), Absalom (weaponizing wounds to build alliances), and Leviathan (subtly maligning character to create distrust). Real questions submitted by congregation members are answered with both pastoral wisdom and practical guidance. The discussion covers a wide range of relational challenges.Series wrap-up for The FractureRecorded live in New Philadelphia, Ohio. Learn more about Legacy Church: https://www.legacychurchint.org/ Sow into what we're doing: https://www.legacychurchint.org/give #thefracture #dearabby #advice #advicevideo #sacredbiology #biodivine #asheissoareweinthisworld #unveiled #conscience #sons #manifestsons #fathers #union #legacychurchoh #newcreation #jesus #church #jesuschrist #gospel #transfigured #revelator #apostle #deathless #immortality #believe #bible #creator #godisgood #grace #hope #sermonshots #sermonclips #holyspirit #love #godislove #kingdom #peace #freedom #memes #truth #inspiration #motivationalquotes #vibes #positivevibes #christ #jesuslovesyou #russellbrand #jordanbpeterson #joerogan #atm #tommymiller #soulintelligence #EQ #emotionalintelligence Support the show

Dash with Carol Dixon is all about life and how to live that life positively, productively, and prayerfully. After decades of ministry, Dr. Dixon is qualified to address any topic of life from a biblical perspective. Let's listen now as Dr. Dixon shares nuggets on ”Grow, Sow, and Go in Faith“Send us Fan MailBecome a Dash Legacy Builder Today! For more information go to caroldixon.net/dash

Accenture Song's planned acquisition of the Whalar agency was called the largest creator economy transaction ever. The structure underneath that headline is far more interesting than the number.In this special edition, Christian and Ayelet sit down with Chris Erwin of RockWater, one of the sharpest analysts in the creator economy, to go deep on what Accenture actually bought, what the founders kept, and why the deal structure tells the real story.Chris published a standout newsletter on this deal, and we brought him on to share his expert POV: the carve-out logic, the multi-year partnership nobody has details on, the "largest deal ever" math, and what Accenture Song buys next.What we cover: Why Neil Waller and James Street sold the agency but kept the broader creator-facing portfolio (Sixteenth, Foam, Moby Ventures, The Lighthouse, Umi Games), what the undisclosed multi-year partnership likely includes — global infrastructure, technology, enterprise client access, and balance-sheet capital, how the "$500M+ largest creator deal ever" claim squares with a $225-300M outside EV estimate, why the answer is probably a meaningful upfront payment plus a multi-year earnout, how Accenture's Droga5 precedent and stated M&A policy help reverse-engineer the structure, why the real value driver is media spend, measurement, and the performance data that unlocks $100B+ media budgets, the "do no harm" PMI era and why a prior 12-month working relationship de-risked the deal, and who Accenture Song buys next — plus why there's a genuine shortage of scaled independent creator agencies left to acquire.⏱️ TIMESTAMPS0:00 — Show note: why this special edition replaces Market and Deals Friday1:09 — Welcome and guest intro: Chris Erwin of RockWater1:38 — The backstory: Accenture Song's June 8th carve-out of the Whalar agency3:08 — "They sold the engine and kept the garage" — what that actually means4:17 — Speculating on the undisclosed multi-year partnership5:44 — Why life changes fast when you co-sell through Accenture's SOW machine6:37 — Predicting how the integration goes (and why a prior relationship matters)7:37 — The "do no harm" PMI era for people-heavy agency businesses8:01 — Is this really the largest creator economy transaction ever?8:49 — Reverse-engineering the structure: Accenture's M&A policy and the Droga5 precedent10:36 — Earnout norms: 3-5 years on larger deals, 2-3 on sub-$100M EV11:30 — Christian's thesis: Accenture is buying creator media dollars12:04 — The big-picture framing: consultancies pushing into marketing services14:05 — Why the materiality of the number unlocks everything Accenture can sell alongside it14:53 — What Accenture Song buys next — bolt-on capabilities across the creator stack16:56 — The real problem: a shortage of scaled independent creator agencies18:01 — The creator commerce wave and where the next big deals get built

This week's programme takes up cut flowers for summer arrangements, from sweet peas and cornflowers to sea holly and thalictrum, with notes on which plants lend height and fragrance to a vase. The more counterintuitive advice concerns roses: why established garden roses should never be watered in summer, and the story of a local woman […] L'articolo Sow and Grow – Why You Shouldn't Water Roses – Margaret Griffin proviene da Radio Maria.

Motion Church | Warrior Poet Society, Week 3: "The Downstream Effect of Sin" Happy Father's Day from Motion Church — "I think strong men are the backbone of any good society" — and then right into a tough but important topic in the David series: what happens after forgiveness. This week picks back up exactly where Nathan left off with David after the Bathsheba confrontation. Nathan didn't just say "you are that man" — he also told David what would follow. "The sword shall never depart from your house... I will raise up adversity against you from your own house." Translated: "Because you chose sin... because you despised me, there will be downstream consequences for those actions." Here's the tension the message sits in: God's forgiveness is instant and complete. "First John 1:9 says, if we confess our sins to him, he is faithful and just to forgive us of those sins and to cleanse us from all unrighteousness. It is that good. It is that true." But forgiveness doesn't erase consequences. "We can be forgiven immediately and instantaneously, but that doesn't mean that there won't be a wake." Like a muddy dog getting a bath — clean, but the tub still needs cleaning up. "Spiritually, we can be forgiven, but relationally, there may be much work to do." And David's family lived that out in devastating ways. His son Amnon assaults his half-sister Tamar. His son Absalom, consumed by two years of quiet rage, orchestrates Amnon's murder in revenge. Eventually Absalom turns against his own father, manipulating the people of Israel — "Absalom stole the hearts of the men of Israel" — and seizing part of the kingdom. "All of this is in David's house, and all of this is because of sin." It's Galatians 6:7 playing out in real time: "whatever a man sows, that he will also reap." Sow violence, reap violence. Sow scheming, reap scheming. There's a striking detail in Absalom's story too — he was famous for his flawless looks and his luscious hair, which he cut once a year, "200 shekels" worth. That same hair is what gets him caught in a tree branch while fleeing on his mule, leaving him dangling and vulnerable — and it's there that Joab kills him. "Absalom was hanging by the hair that was a key feature in his rise to power." The lesson: "What got him to a certain point was also what got him caught up in that point... what took you there is not enough to keep you there." Talent, charm, looks — gifts from God, genuinely — "will get you to certain places in life, but it will not sustain you in those places. Character is the only thing that will sustain you." A sobering reminder follows: none of us are exempt. "The cross is level. The ground at the foot of the cross is level." No one gets special privileges, and no one is above the standard just because of unique gifts or success. As one young man once put it in a moment of real wisdom: "but for the grace of God, that could have been any one of us." So what do you do with all this? Two things, plus one final word of hope. First, avoid sin and even its appearance wherever possible — "if it looks like sin, at all costs, if at all possible, just avoid it." Second, if you're already dealing with consequences of past sin, lean into mercy. "His mercy triumphs over judgment." Your future is greater than your past, and God doesn't waste even the hardest seasons — "he's going to use those things that you've gone through to help you and to help others."

JUN. 10, 2026God has given you seed to SOW!"The kingdom of heaven is like a mustard seed." Mt 13:31 NIVJesus said: "The kingdom of heaven is like a mustard seed, which a man took and planted in his field. Though it is the smallest of all seeds, yet when it grows, it is the largest of garden plants and becomes a tree, so that the birds come and perch in its branches" (vv. 31-32 NIV). A mustard seed is only two millimeters in diameter and comes in three primary varieties: yellow, black, and white. Within that seed is a remarkable nutritional profile, including vitamins A, B6, B12, C, E, and K. It's also a source of calcium, iron, magnesium, phosphorus, potassium, sodium, and zinc. It has anti-inflammatory and anti-cancer properties. Jesus pointed out that when it's planted, it can grow up and become one of the largest trees in the garden, blessing the birds of the air by providing them with a home. Paul wrote: "Now may He who supplies seed to the sower...multiply the seed you have sown and increase the fruits of your righteousness" (2Co 9:10 NKJV). Who does God give "seed" to? Sowers, not hoarders! What does God do with your seed when you sow it? He multiplies it! The seed you sow can be in the form of time, service, wisdom, money, compassion, etc. And God promises that when you sow, you will reap His blessing."God is able to bless you abundantly, so that in all things at all times, having all that you need, you will abound in every good work" (2Co 9:8 NIV). God has given you seed-sow it!God has given you seed to sow Sowers, not hoardersShare This DevotionalSend us Fan MailSupport the showChanging Lives | Building Strong Family | Impacting Our Community For Jesus Christ!

Motion Church | Victor, Week 3: "Eat Your Own Bread" Week 3 of the Victor series adds another layer to the conversation — and fair warning, this one's a little offensive. In the best way possible. After recapping the first two weeks — victims ask why, victors ask what; victims believe they control nothing, victors control what they can and trust God with the rest — this message dives into a third major difference between the two groups: how they view their lives as a resource. The big idea: "Victors view their lives as a resource to be invested. Victims view their lives as a commodity to be spent." Everything you have — time, talent, gifts, experiences, even the hard stuff — is a resource to be intentionally invested into the lives of others and the kingdom of God. Victims, on the other hand, spend it however they want, whenever they want, and then wonder why they're running on empty. From there, the title gets renamed mid-message, courtesy of 2 Thessalonians 3 — one of the more "savage" passages in Paul's letters: "If anyone is not willing to work, then he is not to eat either." The aspiration of a victor? "Work in a quiet fashion and eat your own bread." Stop worrying about everybody else's bread. "They spend more energy peeping the lives of others than they do working on their own." This naturally leads to Galatians 6:7 — "Do not be deceived. God is not mocked. Whatever a man sows, this he will also reap." Victors reap. Victims weep. And the reason is simple: "If you sow sparingly, you will also reap sparingly. He who sows bountifully will also reap bountifully." That's not just about money — it's about love, kindness, friendship, and family. "If you want love in your life, you better sow love. If you want peace in your life, you better sow peace." As one very wise grandpa with a fifth-grade education once put it: "Are you being a good friend?" The message lands on Matthew 7 and the two gates: the wide road that leads to destruction and the narrow gate that leads to life. "What you find will determine the path that you go down." Victors find the right gate — because Jesus said, "I am the gate, I am the door, I am the way, I am the truth, I am the life." "If you want to live a life of true victory, you know Jesus, you follow Jesus, and you honor Jesus. That's winning at things that actually matter." And here's the kicker about fairness: "God, who didn't have to, who didn't deserve to... willingly, gladly sacrificed and gave up his own life in our place." That's not fair. But it's the invitation we've been given. "Why don't we just be thankful for what we have been invited to?" Your life is a resource. Use it well. Sow bountifully. Eat your own bread.

In this episode of Sow and Grow, Learn which cut flowers thrive in vases, how to extend their vase life with simple tricks, and why yanking alstroemeria beats cutting it. Discover companion plant combos that dazzle, including zinnias and marigolds beside bold sunflowers. With blooming roses, scented Eliagnus, and practical answers for Michael in Bantry, […] L'articolo Sow and Grow – Summer's Best Cut Flowers & Garden Companions. proviene da Radio Maria.

Capture management is the govcon skill most small businesses ignore, and it's exactly why they keep losing to companies that start working the opportunity before the RFP ever drops. In this episode, Ryan Atencio pulls back the curtain on his live source-sought response process, showing exactly how he shapes solicitations to scope toward his company, knock out low-price competitors, and signal to the government that his firm is the obvious choice before evaluation even begins. What you'll learn in this episode: How to use a source-sought response to nudge an acquisition toward a contract vehicle like Seaport that limits your competition pool before the solicitation is even released Why pushing the government from LPTA to best value trade-off is one of the most powerful competitive moves a prime contractor can make, and how to justify it in writing How to suggest minimum past performance requirements, including contract numbers and work descriptions, that disqualify unqualified competitors right inside the solicitation language Why Ryan prices every proposal as if it's LPTA even when it isn't, and how that discipline protects your margins without costing you the win How to align your source-sought response language directly to the statement of work so that when the solicitation drops, the agency already sees your company reflected in it EPISODE CHAPTERS: 0:00 - Mindy AI intro and what it does for small businesses 0:30 - Welcome to the Federal Help Center Podcast 0:48 - Ryan Atencio breaks down his capture management approach 1:29 - Live walkthrough of a real source-sought response 2:26 - How to write an executive summary that mirrors the SOW 2:38 - Why Seaport narrows competition and how to nudge toward it 4:16 - Making recommendations inside your source-sought response 4:44 - Why Ryan always pushes from LPTA to best value trade-off 6:16 - How evaluation factors and pricing strategy work together 9:03 - Requiring contract numbers to eliminate unqualified bidders 10:04 - How to know if your source-sought nudge worked when the RFP drops 10:36 - Federal Help Center community close and call to action Mindy gives you the federal opportunities, agency signals, recompete intel, and pursuit briefs that tell you not just what contracts exist, but which ones to chase and how to win them. Sign up for free Daily Alerts and get opportunities delivered to your inbox before the day starts.

Pastor Ben preaches from the book of Galatians. Find out more at clcscranton.org

Margaret presents a guide to fragrant roses — the difference between old shrub roses, David Austin English roses, hybrid teas and floribundas, and why not every beautiful rose actually smells of anything. She also covers what influences fragrance (sun, soil, humidity, time of day), and her own favourite varieties including Graham Thomas, Gertrude Jekyll, Heritage […] L'articolo Sow and Grow – Choosing Roses Based on Fragrance – Margaret Griffin proviene da Radio Maria.

Send us Fan MailSunday, June 7, 2026, message from apostle Tommy Miller is Week 2 in the series called The Fracture, where we are examining patterns that distort peace, fracture trust, damage culture and pull people out of connection, identity and healthy family systems.Not all patterns are loud. "Jezebel is loud and not allowed." Jezebel is unauthorized power.Introduction of Legacy's senior pastor by evangelist-apostle-pastor-teacher Bobby Shane Brooks, with us in the house from Georgia. Learn more about Legacy Church: https://www.legacychurchint.org/Sow into what we're doing: https://www.legacychurchint.org/give#jezebel #patterns #sacredbiology #biodivine #asheissoareweinthisworld #unveiled #conscience #sons #manifestsons #fathers #union #legacychurchoh #newcreation #jesus #church #jesuschrist #gospel #transfigured #revelator #apostle #deathless #immortality #believe #bible #creator #godisgood #grace #hope #holyspirit #love #godislove #kingdom #peace #freedom #memes #truth #inspiration #motivationalquotes #vibes #positivevibes #christ #jesuslovesyou #russellbrand #jordanbpeterson #joerogan #atm #tommymiller #soulintelligence #EQ #emotionalintelligence Support the show

Practicing Generosity: The Principle of Sowing and Reaping           Date: June 7, 2026Pastor Steve PooleKey Scripture: 2 Corinthians 9:6-121. Giving generously is sowing not losing“So let me urge you to be a bit more reckless in your giving, and to have a good laugh about it as you give.” (Gary Millar)2. We generously sow our time, talents, and treasures3. Sow generously to harvest an enriched and eternal life4. God provides both the seed for sowing and the harvest“He who supplies seed to the sower and bread for food will supply and multiply your seed for sowing and increase the harvest of your righteousness.” 2 Cor. 9:10NEXT STEPS1.Enter into God's generous forgiveness and resurrection life through faith in Jesus.2.Analyze how you are currently sowing your time, talents and treasures and pray for wisdom about how to invest them well.3.Reflect on how you are reaping God's blessing for faithfully sowing your time, talents and treasure.JOURNAL PROMPTHow are you currently sowing your time, treasures and talents? How is God calling you to sow them more generously?How have you been enriched by generously sowing time, talent and treasures in others?  

At times when it can feel like people are at opposite extremes and cannot or will not agree, and anger and frustrations become barriers to moving things forward, Dr. Donna Ching from the Pacific Center for Collaboration can step in to find ways to reach consensus. Normally on Oahu, she had a work trip to the Big Island of Hawaii, so when she had some time between her facilitation workshops, we met at Liliʻuokalani Gardens in Hilo.Brought to you by University of Hawaii College of Tropical Ag. and Human Resilience (CTAHR), and the Seeds of Well-being (SOW) Project. This podcast is supported by the Farm and Ranch Stress Assistance Network (FRSAN) grant from the U.S. Department of Agriculture, National Institute of Food and Agriculture and Hawaii Department of Agriculture.Resources:Pacific Center for Collaboration Ag Leadership's Hawaii Ag ConferenceOur podcast with Diane Ley and Molly Mamaril about the Ag Leadership ConferenceHawaii Association of Nonprofit OrganizationsFind out more about us:Seeds Of Wellbeing websiteSeeds of Wellbeing Resource HubAll the SOW links

Setting boundaries is one thing. Setting them without feeling like a jerk is another. In this follow-up to their popular boundary-setting episode, Carly and Joe tackle the discomfort head-on and reframe boundaries not as confrontation, but as filters that let the right work through and keep the chaos out.They dig into the boundaries you already have but never formalized, why being available around the clock actually makes you look less valuable, and how to handle the big three: response times, working hours, and scope creep. Joe shares a war story about working until 2 a.m. for a "urgent" project the client didn't evaluate for two months, plus a clever premium-pricing trick that makes clients stop expecting instant replies.You'll also learn simple, drama-free scripts for pushing back on scope creep, the power of starting every project with a statement of work, and why respect has to flow in both directions, even when a client is paying you.In this episode:Why your assumed boundaries are still boundariesThe myth that 24/7 availability equals good serviceHow to set response-time expectations that clients actually respectThe "premium plan nobody buys" pricing strategyCalm scripts for handling scope creep and change ordersSwapping deliverables for budget-conscious clientsEnforcing respect and when to fire a clientWant Joe's statement of work template? Email joe@lifestarr.com with "SOW" or "statement of work" in the subject line.Boundaries won't cost you good clients. They'll reveal which clients were never going to be good ones in the first place.Life first. Then business.

Paul Strouts has run a business of four people.His first business, James Harvard, quickly grew beyond 100 people and sold to Hays for approximately £20 million at 32.He then spent a decade running Hays Life Sciences globally. Got headhunted to PE Backed Acacium and quickly made two strategic acquisitions.He now runs:3 brands.250 people.12 countries.Contingent, SOW, RPO and Solutions revenuePredicted £45 million GM in 2026.£12 million EBITDA target.He has seen every stage of headcount growth. The good version and the expensive version.This week on The RAG Podcast, Paul Strouts gives the most direct answer we have had on this show about when headcount creates value and when it just creates cost.We cover:- The first question Paul asks any founder who wants to grow from 5 to 20 people- Why you need a minimum of £500K to grow headcount properly, and what happens if you don't have it- When headcount genuinely creates value in a recruitment business, and when it becomes a cost- The ceiling Paul believes exists in life sciences, and why going beyond it risks diluting everything you built- How Acacium Life Sciences grew from 160 people to a £45 million GM operation through two targeted acquisitions- Why Paul sold James Harvard to Hays three years ahead of plan, and whether it was the right call- What working inside a global corporate taught Paul that founding a business never could- Why AI will not kill specialist boutique recruitment, but will change the lower end of the market permanentlyGrowing headcount is not the right move for every recruitment business. Paul is the first to say that. But if you are building a people-based business and you want to know exactly what it takes to do it properly, what it costs, when to bring in outside funding, and where the ceiling actually is, this is the episode.If you've ever wondered when headcount creates value and when it becomes a cost... this episode has the answer.-------------------------------------------------------------__________________________________________Episode Sponsor: Remote RecruitmentHiring shouldn't be slow, stressful, or expensive. That's why there's Remote Recruitment — the smart hiring partner for modern businesses. They don't just help you find great people. They help you access elite South African talent that's ready to deliver. No PAYE. No NI. No bloated overheads. Just trained, remote professionals who integrate seamlessly into your team. Their process handles everything: sourcing, shortlisting, onboarding, and retention. Fully managed. Fully supported. Fully remote. And now, Remote Recruitments has entered a new chapter. From ops to admin, sales to strategy, we're helping businesses scale smarter with people they trust, at a cost they can afford. Clients have seen: * Up to **60% productivity boosts** * **300% ROI** on BD roles * **30% faster completion** of operational tasks No overhead burden. No talent shortage panic. Just growth-focused hiring that makes business sense. Remote Recruitment is your flexible hiring solution for the modern era. **RAG Listeners:** Get 5% off your first hire + a free strategy session at www.remoterecruitment.co.uk/rag -------------------------------------------------------------Episode Sponsor: HoxoEvery recruitment founder is investing in LinkedIn.Spending thousands on Recruiter licences. Building connections. Posting content. Sending outreach.But here's the problem. AI has turned all of that into a commodity. The same templated messages. The same AI-written posts. The same automated outreach landing in the same inboxes.When everyone sounds the same, the market stops listening.The recruiters winning right now are not the ones shouting the loudest. They are the ones the market actually trusts.That's what we build at Hoxo. We help recruitment founders become the most influential name in their niche. A niche audience that knows you, respects you, and comes to you when they need someone in your market.We use AI to multiply your output. Faster content, smarter research, better engagement. But trust is the product, and trust cannot be automated.Our clients are turning their existing networks into £100K to £300K in new billings within months. Not through volume. By becoming the recruiter their market comes to first.To show you how it works, we've made a short training video exclusively for RAG listeners.In less than 10 minutes, you'll learn why most recruiters are getting zero measurable ROI from LinkedIn, how small, niche teams build the kind of trust that generates consistent inbound, and how to turn LinkedIn from a commodity channel into your most profitable one.Fill in the form today to see how this could become your agency's most profitable channel: https://hubs.ly/Q03lBpYC0

Margaret presents a full episode on fragrant plants and flowers — from wisteria and honeysuckle to night-scented stock and regale lilies, including where and how to position them in a garden of any size. She opens with the observation that most people's favourite fragrant flower is nostalgic; she wants to know which one is yours! […] L'articolo Sow and Grow – How to Position Fragrant Plants in a Garden – Margaret Griffin proviene da Radio Maria.

Early summer has truly arrived, and with it comes one of my favourite celebrations in the gardening calendar—Tomato Fortnight. As I shared in this week's Veg Grower Podcast, the allotment and kitchen garden are bursting with activity, from staking tomatoes to sowing French beans, harvesting peas, and even spotting new life on my citrus tree. Tomato Fortnight: Why I Grow So Many Varieties Down on the allotment, the heat has been intense, but the tomatoes are thriving. I grow around eight different varieties, each chosen for a specific purpose—beefsteaks for sandwiches, salad tomatoes for everyday use, cherries for hanging baskets, and plum tomatoes for passata. As I said in the episode: “There are so many different varieties, hundreds and hundreds of varieties… that is why I grow so many different varieties of tomatoes.” Between home and the allotment, that adds up to around 30 plants—and honestly, I could still grow more. Greenhouse vs. Outdoor Tomatoes Greenhouse tomatoes crop earlier but lack the depth of flavour of outdoor-grown fruit. Outdoors, I rely on blight‑resistant varieties like Crimson Crush and Crimson Blush to help avoid devastation from late‑season blight. “Any tomatoes growing outside, unless they are blight resistant, are susceptible… it can literally rot your crop within a week.” Watering & Feeding Consistent watering is key to avoiding split fruit and blossom end rot. I mulch heavily with straw to lock in moisture and feed weekly with seaweed until flowering, then switch to tomato feed. Sweetcorn, Squash & Straw Bale Growing The allotment beds are now fully planted. Sweetcorn has gone in as a block, not rows, to ensure good wind pollination. Squash and courgettes are thriving in the straw bales, settling in nicely after the recent cold snap. Interestingly, my maincrop potatoes have overtaken the first earlies due to that cold spell: “The cold snap… just set those first earlies back a little bit.” Catching Rainwater in a Dry Year Back home, I've been racing to put out buckets and containers ahead of the forecast rain. “It has been a very dry year so far… I want to catch as much rainwater as I can.” With 16 water butts running low, every drop counts. Seed of the Month: French Beans June's seed of the month is one of my absolute favourites—French climbing beans. They're fast, productive, and perfect for filling gaps as spring crops finish. Sowing is simple: Sow direct 2 cm deep or Start in modules for quick germination (7–14 days) Beans aren't hungry plants, but they do need something to climb. I use hazel-stick frames, drilling holes with a soil auger to get the sticks firmly into the ground. “They simply curl their way up around the stick… I find it fascinating.” I also grow Borlotto for both fresh pods and dried beans—beautiful, versatile, and easy to store. Kitchen Harvests & Courgette Fritters Harvests are rolling in: lettuce, radish, spring onions, peas, strawberries, raspberries, and the first courgettes of the year. To celebrate the courgette glut, this week's recipe is Early Summer Courgette & Mint Fritters with Lemon Yoghurt—crisp, fresh, and perfect for lunch. “These fritters are crisp on the outside, soft in the middle… lifted beautifully by fresh mint.” Bee Update: A Calm, Growing Colony My weekly apiary visit brought brilliant news: “The bees have incredibly settled in… we're now up to eight frames of bees.” Even better—I finally spotted the queen. Supers will be going on soon, meaning honey isn't far away. Book of the Month: Home Brewing by Kevin Forbes May's unexpected Book of the Month was Home Brewing by Kevin Forbes. With elderflowers in full swing, I used it to make cordial and even started elderflower wine. “This book made it sound very, very easy.” For June, I'll be diving into The Victorian Kitchen Garden by Jennifer Davies.

Seasons sits on the front row of Scripture and everyday life. Ecclesiastes says every purpose has a time, so the text insists that nothing down here stays the same and that God sets the clock. Joseph's story then proves it. His coat marks a call. His pit exposes betrayal. Potiphar's house and prison become testing and waiting. Pharaoh's court becomes leadership and restoration. The movement reads like whiplash, yet Joseph does not snap. The coat is not just colors; it points to multiple seasons where favor, identity, and distinction will be pressed and proven. The pattern shows that the believer thrives by acknowledging seasons, discerning what God is doing inside each one, and acting now for the next one. Ecclesiastes 3 promises both change and purpose. So the doctrine of seasons tells the church not to make a permanent call in a temporary chapter, and not to overwork out-of-season fruit. Winter does not grow summer harvest. Faithful discernment asks, what belongs to now, and what belongs to next. Joseph models this. He interprets famine and begins to store. He prepares during lack so provision is ready later. He does not wait until his brothers appear to start forgiving; he prepares forgiveness inside betrayal so mercy is ready on contact. That is how a man stands unbothered at reunion and says, in effect, forget the past, let's provide for the future. God is not an explainer; He is a Father who demands reliance. So the value of a hard season is often hidden until the next one, when hindsight turns pain into seed. The sons of Issachar embody this posture. They know the times and what Israel should do. Their discernment births stability, right-minded peace, and an untroubled heart. Maybe the crisis is not the devil nor the boss nor the past. Maybe it is a season calling for preparation, not panic. Buy winter clothes in summer. Sow now so reaping meets the appointed time.

Margaret broadcasts this week from a mini digger in Anglesey! The topic is one of the most fundamental in gardening and one of the most frequently misunderstood: watering. Wind, container size, root density, plant variety, time of day — all of it matters, and none of it is as obvious as it seems. She opens […] L'articolo Sow and Grow – How to Properly Water Plants – Margaret Griffin proviene da Radio Maria.

Scripture: 1 Samuel 10/19 KJVTo

This week on Tapod, we catch up with Sue Howse – Managing Partner & Founder at The Human Collaborative. Sue is the foremost commentator in the Contingent Workforce in the APAC region. Sue shares with us what has changed and what has stayed the same in the sector. From P&C to Procurement to TA, the Contingent Workforce can be a minefield of risk and the biggest risk of all is a lack of understanding. If you have non-traditional workers in your business, from casuals to contractors to SOW workers you really need to take a listen to this episode.Thanks to Daxtra for partnering with us this month. 

In this episode, Margaret focuses on potato blight prevention (baking soda spray, the correct sprayer discipline) and companion planting: interweaving potatoes with onions, garlic, coriander, peppermint, chamomile, marigolds and nasturtiums to reduce pests naturally and bring colour to the vegetable garden. L'articolo Sow and Grow – The Garden Before Dawn – Margaret Griffin proviene da Radio Maria.

Kingdom Living - Here's How to Define Your Best Life!The world says "live your best life" but as Believers we are called to live our God-ordained life. That's when we activate the purpose in our fingerprints. Listen to Pastor Carina in this week's podcast as she leads you through biblical understanding, heart awareness, and activates your faith. Pastor Carina is a Christian life coach, Keynote Speaker, and Mentor who God has uniquely gifted to activate others in the body of Christ. She carries an anointing to stir dormant callings, awaken spiritual gifts, and ignite Kingdom assignments,  empowering believers to step boldly into their God-given identity, walk in divine purpose, and bear lasting fruit for His glory. She's the Founder of Trumpets of Tirzah, an international apostolic center for women that facilitates purpose discovery, Kingdom lifestyle practices, and biblical leadership disciplines so that women can live, and lead, a "new creation" life that reflects Jesus. Her personal coaching, group mentoring, and Tirzah University courses provide keys of radical transformation that launch women into spheres of influence around the world.Sow into fertile soil and let's reap a harvest together!www.trumpetsoftirzah.com/donateReady for more understanding?Tirzah University, the religious education department of Trumpets of Tirzah, is the only educational institution in the world that focuses on the Apostolic role of women in the body of Christ while educating, equipping and empowering women to walk confidently in their God-given role. Come study with us: www.TirzahUniversity.com Do you live the ANOINTED LIFE?We have many testimonies on the miracles that God does as people use our blessed products.Luxury anointing oils and anointing lotions: https://www.trumpetsoftirzah.com/category/anointingAnd take a look at how we are sharing the gospel through film: https://www.trumpetsoftirzah.com/mastersmediaEngage daily with us! Instagram https://www.instagram.com/trumpetsoftirzah/ TikTok https://www.tiktok.com/@trumpetsoftirzahLinkedIn https://www.linkedin.com/company/trumpetsoftirzah iHeart Radio  ⁠https://www.iheart.com/podcast/269-trumpets-of-tirzah-120477377/⁠ Amazon Music. ⁠https://music.amazon.com/podcasts/c0203ed1-9b85-426a-85f5-5350e82ab730/trumpets-of-tirzah⁠ Apple Podcasts. ⁠https://podcasts.apple.com/us/podcast/trumpets-of-tirzah/id1551900025⁠ Spotify https://open.spotify.com/show/4DCT4KBVsmzfnqyobR4ZwF Apple Podcasts. https://podcasts.apple.com/us/podcast/trumpets-of-tirzah/id1551900025YouTube: https://www.youtube.com/c/TrumpetsofTirzahRumble: https://rumble.com/c/c-5936184#spiritualauthority #holyspiritpower #spiritualgrowth #faithquiz #authorityinchrist #faithoverfear #christianmotivation #growyourfaith #kingdombuilders #kingdommessage #apostolicpreaching #apostolicfaith #digitaldiscipleship #biblestudy #faith #jesus #prayer #sermon #trustgod #christianvirtualfellowship #faithjourney #holyspiritunderstanding #believeinmiracles #inspire #disciplemakerspodcast #femalechristianspeakers #kingdomfaithcoach #growyourfaithtoday #livingasachristianintodaysworld #innerhealingpodcast#girlsgonebible #digitaldiscipleship #apostoliccenter #womanapostle

In episode 360, Steve talks about the red flags to watch for when it comes to mold remediation. Don't use a company that depends on spraying or fogging the home. Mold must be physically removed from the home. You need to get a scope of work (SOW) when you get bids for remediation. Lastly, don't always go with the cheapest company! We offer a great digital bundle on our website, THE MOLD 101 bundle. Copy and paste the link to purchase your bundle. This bundle will help you navigate through the basics when it comes to toxic mold in your home. https://www.cnccontractorservices.com/themold101bundle We appreciate all of you and hope you have a great week!

Government proposal writing mistakes are costing small businesses millions in contracts they should be winning — and most don't even know they're making them. In this episode, procurement expert Zack Golden breaks down the three most common red flags that tell a contracting officer your proposal was AI-generated, generic, or just not written by a real person who wants the work. If you've submitted technically compliant proposals and still lost, this episode explains exactly why. What you'll learn in this episode: Why AI-generated proposals are getting flagged immediately — Bold fonts, bullet points everywhere, and em-dashes are dead giveaways that your bid wasn't written by a human, and evaluators notice before they even finish page one. The "contractor shall" trap and how it kills best-value bids — Simply restating what the SOW requires doesn't tell the agency why you're the right partner; Zang explains the critical difference between technical compliance and compelling narrative. How to use past performance as storytelling — A real-world example from a janitorial contract shows how describing a specific problem you solved (like renting a van to fix a dumpster access issue) separates your proposal from every other technically acceptable offer. Why the number of good proposals is actually going down — Zang shares what he's hearing from current and former contracting officers: bid counts are rising but technically sound, narrative-driven proposals are becoming rarer, creating a real opening for prepared contractors. What "be a person" actually means in proposal writing — The cemetery contract example illustrates how sharing your genuine motivation and passion can influence an award even when your pricing is aggressive. EPISODE CHAPTERS:  0:00 - Welcome to the Federal Help Center podcast intro 0:27 - Zack Golden introduces himself and his procurement background 1:03 - Why proposal volume has surged and geographic limits are gone 1:32 - What contracting officers are seeing in bid quality right now 2:55 - Overview of the three biggest proposal red flags today 3:53 - Red flag one: the cut-and-paste AI proposal giveaway 4:51 - Red flag two: parroting the SOW without narrative or intent 6:20 - Real example of a winning proposal under 20 pages 7:19 - Red flag three: no person behind the business or the bid 8:17 - Closing and community call to action   Market Intelligence gives you the federal opportunities, agency signals, recompete intel, and pursuit briefs that tell you not just what contracts exist, but which ones to chase and how to win them. Sign up for free Daily Alerts and get opportunities delivered to your inbox before the day starts.

We have spoken with a number of Hawaii agriculture producers that say they are interested in making and selling value-added products, but are unable to find a certified kitchen to use or rent near them, or feel a little overwhelmed by what the Department of Health requires. In this episode, we speak with Anthony Florig, Program Manager of Hawaii Commercial Kitchens about a program he runs to help address these issues. We review the resources the program has to offer, both in person and online, and get a tour of the Hilo Food Hub's commercial kitchen space. If you are only listening to this podcast, you'll be able to understand the essence of the things we talk about, but this is one episode you may want to watch on our YouTube channel to also see the things discussed.Brought to you by University of Hawaii College of Tropical Ag. and Human Resilience (CTAHR), and the Seeds of Well-being (SOW) Project. This podcast is supported by the Farm and Ranch Stress Assistance Network (FRSAN) grant from the U.S. Department of Agriculture, National Institute of Food and Agriculture and Hawaii Department of Agriculture.Resources:Hawaii Commercial KitchensHilo Food HubHawaii Commercial Kitchens Kitchen Directory Hawaii Commercial Kitchens Workshops Hawaii Department of Health Food Info Hawaii Department of Health Homemade Food Operation Hawaii Department of Health Homemade Food Establishment PermitHawaii Commercial Kitchens ResourcesHawaii Commercial Kitchens RegistrationHawaii Commercial Kitchens YouTube ChannelOahu's Wahiawā Value-Added Product Development CenterWith thanks to Hoʻōla Farms and their Food Hub, Farm-to-Car, and other programs: https://hoolafarms.org/programs/ Find out more about us:Seeds Of Wellbeing websiteSeeds of Wellbeing Resource HubAll the SOW links

Sow to the SpiritSeries: Book of Galatians Speaker: Matt CoburnSunday MorningDate: 3rd May 2026Passage: Galatians 6:6-10

Silicon Bites Ep329 | 2026-05-01 | Russia is turning into burning hell, as the motor of its war economy goes up in flame – the oil infrastructure that Putin's power depends on is being systematically destroyed. Sow the wind, reap the whirlwind. «Посеешь ветер — пожнешь бурю» Comrade. Perm burns, deep in the Russian Urals as Lukoil's largest refinery is hit and Tuapse is smacked for the fourth time. It is 30 April 2026. The city of Perm, in the Russian Urals, sits more than fifteen hundred kilometres from the Ukrainian border. It is, by any conventional military measure, supposed to be safe. It is the sort of place Russian state media has spent four years assuring its citizens is permanently beyond the reach of Ukraine's response.----------SUPPORT THE CHANNEL:https://www.buymeacoffee.com/siliconcurtainhttps://www.patreon.com/siliconcurtainhttps://www.gofundme.com/f/scaling-up-campaign-to-fight-authoritarian-disinformation----------SILICON CURTAIN LIVE EVENTS - FUNDRAISER CAMPAIGN Events in 2025 - Advocacy for a Ukrainian victory with Silicon Curtainhttps://buymeacoffee.com/siliconcurtain/extrasOur events of the first half of the year in Lviv, Kyiv and Odesa were a huge success. Now we need to maintain this momentum, and change the tide towards a Ukrainian victory. The Silicon Curtain Roadshow is an ambitious campaign to run a minimum of 12 events in 2025, and potentially many more. Any support you can provide for the fundraising campaign would be gratefully appreciated. https://buymeacoffee.com/siliconcurtain/extrasWe need to scale up our support for Ukraine, and these events are designed to have a major impact. Your support in making it happen is greatly appreciated. All events will be recorded professionally and published for free on the Silicon Curtain channel. Where possible, we will also live-stream events.https://buymeacoffee.com/siliconcurtain/extras----------SOURCES:Bloomberg — "Ukraine Strikes Key Russian Refinery, Pumping Station in Perm" (30 April 2026) Ukrainska Pravda — "Ukrainian drones strike oil refinery and pumping station in Russia's Perm again" (30 April 2026) Euromaidan Press — "SBU drones hit Lukoil's Perm refinery — 1,500 km from Ukraine" (30 April 2026) The Moscow Times — "Chemical Emergency Alert Issued in Perm After Ukraine Strikes Industrial Sites" (30 April 2026)RBC-Ukraine — "Major Russian refinery key unit ablaze after Ukrainian drone strike" (30 April 2026) The Defense News — "Ukrainian Drones Strike Major Russian Oil Refinery in Perm Over 1,500 km from Border" (30 April 2026)Newswall / NewsMezha — "SBU says long-range drones attacked Lukoil refinery in Perm, large fires erupted" (30 April 2026) AP / Click On Detroit — "Ukraine says a strike hit Tuapse oil terminal, the fourth attack on the region in 2 weeks" (1 May 2026) Radio Free Europe / Radio Liberty — "Ukraine Strikes Deep Inside Russia, Tuapse Hit Again" (1 May 2026) CNN — "'Oil is literally falling from the sky': Russian town fears environmental disaster after Ukrainian drone strikes on refinery" (30 April 2026) ----------

Send us Fan MailIn Part Two of Future-Proofing Care: The Challenges We Face in Hospice and Palliative Care, Chris Comeaux and Cordt Kassner explore the accelerating forces reshaping hospice and palliative care—from shifting patient demographics to the rapid rise of AI and regulatory complexity. As the industry transitions to serving a more diverse, resource-variable baby boomer population, leaders are challenged to rethink how care is delivered, personalized, and sustained in an increasingly complex environment.  The conversation dives into the tension between innovation and regulation, the transformative (yet imperfect) role of technology, and the growing mental health crisis impacting patients, families, and care teams alike.  With AI poised to revolutionize communication and care delivery—but infrastructure and human connection still critical—the episode emphasizes a central truth: technology must enhance, not replace, the heart of care.  Ultimately, this episode offers a strategic roadmap for leaders navigating uncertainty.  Through the memorable framework “Grow, No, Flow, Sow, R&D,” the hosts provide actionable insight into building resilient, future-ready organizations—equipping healthcare and nonprofit leaders to move from feeling overwhelmed by change to actively shaping what comes next.  Key TakeawaysDemographic shifts—especially the rise of the baby boomer population—are redefining care expectations, financial realities, and caregiver availability.  Innovation is outpacing regulation, creating friction—but also opportunity for leaders to proactively shape policy.  AI and emerging technologies will dramatically transform care delivery, but must be used to enhance—not replace—human connection.  The mental health crisis is increasingly intersecting with hospice and palliative care, exposing systemic gaps and new responsibilities.  Organizational culture (“reculture”) is the critical enabler—or barrier—to successfully navigating rapid change.Co-Host:Cordt Kassner, PhD, Publisher of Hospice & Palliative Care Today & CEO and Founder of Hospice Analytics Host:Chris Comeaux, President / CEO of Teleios, Author of The Anatomy of LeadershipThe Anatomy of Leadership podcast explores the art and science of leadership through candid, insightful conversations with thought leaders, innovators, and change-makers from a variety of industries. Hosted by Chris Comeaux, each episode dives into the mindsets, habits, and strategies that empower leaders to thrive in complex, fast-changing environments. With topics ranging from organizational culture and emotional intelligence to navigating disruption and inspiring teams, the show blends real-world stories with practical takeaways. The goal is simple yet ambitious: to equip leaders at every level with the tools, perspectives, and inspiration they need to lead with vision, empathy, and impact.https://www.teleioscn.org/anatomy-of-leadership

In Part Two of Future-Proofing Care: The Challenges We Face in Hospice and Palliative Care, Chris Comeaux and Cordt Kassner explore the accelerating forces reshaping hospice and palliative care—from shifting patient demographics to the rapid rise of AI and regulatory complexity. As the industry transitions to serving a more diverse, resource-variable baby boomer population, leaders are challenged to rethink how care is delivered, personalized, and sustained in an increasingly complex environment.  The conversation dives into the tension between innovation and regulation, the transformative (yet imperfect) role of technology, and the growing mental health crisis impacting patients, families, and care teams alike.  With AI poised to revolutionize communication and care delivery—but infrastructure and human connection still critical—the episode emphasizes a central truth: technology must enhance, not replace, the heart of care.  Ultimately, this episode offers a strategic roadmap for leaders navigating uncertainty.  Through the memorable framework “Grow, No, Flow, Sow, R&D,” the hosts provide actionable insight into building resilient, future-ready organizations—equipping healthcare and nonprofit leaders to move from feeling overwhelmed by change to actively shaping what comes next.  Key TakeawaysDemographic shifts—especially the rise of the baby boomer population—are redefining care expectations, financial realities, and caregiver availability.  Innovation is outpacing regulation, creating friction—but also opportunity for leaders to proactively shape policy.  AI and emerging technologies will dramatically transform care delivery, but must be used to enhance—not replace—human connection.  The mental health crisis is increasingly intersecting with hospice and palliative care, exposing systemic gaps and new responsibilities.  Organizational culture (“reculture”) is the critical enabler—or barrier—to successfully navigating rapid change.Co-Host:Cordt Kassner, PhD, Publisher of Hospice & Palliative Care Today & CEO and Founder of Hospice Analytics Host:Chris Comeaux, President / CEO of Teleios, Author of The Anatomy of LeadershipTeleios Collaborative Network   /   https://www.teleioscn.org/tcntalkspodcast

“I have followed your commands, which keep me from following cruel and evil people.” (Psalm 17:4 NLT) When the devil wanted to lead the first man and woman into sin, he started by attacking their minds. According to Genesis 3:1, “The serpent was the shrewdest of all the wild animals the Lord God had made. One day he asked the woman, ‘Did God really say you must not eat the fruit from any of the trees in the garden?’” (NLT). A simple question was enough to plant a seed of doubt. That seed quickly sprouted into full-fledged action. Adam and Eve disobeyed God and ate from the forbidden tree. The devil’s strategy worked so well that he still uses the mind-targeting tactic to this day. The apostle Paul warned of this when he wrote, “But I fear that somehow your pure and undivided devotion to Christ will be corrupted, just as Eve was deceived by the cunning ways of the serpent” (2 Corinthians 11:3 NLT). The hard truth about spiritual warfare is that the devil attacks our minds incessantly. He knows that our brain, our thoughts, and our imagination are our command center. When you have power over someone’s mind, you can reach into the past through memories, and you can reach into the future through imagination. The devil knows that if he can get us to think about something, to contemplate it, to consider it, then he is halfway to getting us to sin. Paul also wrote, “We use God’s mighty weapons, not worldly weapons, to knock down the strongholds of human reasoning and to destroy false arguments. We destroy every proud obstacle that keeps people from knowing God. We capture their rebellious thoughts and teach them to obey Christ” (2 Corinthians 10:4–5 NLT). It’s been said, “Sow a thought; reap an act. Sow an act; reap a character. Sow a character; reap a destiny.” What starts with a thought can lead to a destiny. Eve’s mind certainly wasn’t filled with the things of God when the devil approached her. Had it been, she could have effectively resisted his temptations. The psalmist wrote, “I have hidden your word in my heart, that I might not sin against you” (Psalm 119:11 NLT). Jesus used God’s Word three times in response to the devil’s temptations in Matthew 4:1–11. The devil had no defense against Scripture. Verse 11 says, “Then the devil went away, and angels came and took care of Jesus” (NLT). The devil still has no defense against God’s truth. So, when we hide the Word of God in our hearts, we have everything we need to stand strong against our spiritual enemy and effectively resist his temptation. In his passage on the armor of God, Paul wrote, “Put on salvation as your helmet, and take the sword of the Spirit, which is the word of God” (Ephesians 6:17 NLT). Knowing how to wield that sword will keep our enemy out of our minds. Reflection question: How can you fix your mind on God and His Word so that you’re less vulnerable to the devil’s attacks? Discuss Today's Devo in Harvest Discipleship! — The audio production of the podcast "Greg Laurie: Daily Devotions" utilizes Generative AI technology. This allows us to deliver consistent, high-quality content while preserving Harvest's mission to "know God and make Him known." All devotional content is written and owned by Pastor Greg Laurie. Listen to the Greg Laurie Podcast Become a Harvest PartnerSupport the show: https://harvest.org/supportSee omnystudio.com/listener for privacy information.

In this episode, Aaron Opalewski discusses the evolving staffing market, focusing on different contract styles, market trends, and strategic service offerings like RPO, BPO, and SOW. He shares insights on how staffing companies can adapt and grow in a changing industry landscape. Key  TopicsStaffing market trends from 2022 to 2026Different styles of staffing contracts (temp, contract-to-direct, direct hire)Growth of service-based staffing solutions (RPO, BPO, SOW)Chapters00:00 Introduction to Sparking Success00:29 Current Trends in the Staffing Market02:46 Types of Staffing Contracts07:12 The Shift Towards Services in Staffing11:59 Building Trusted Advisor Relationships17:23 Conclusion and Key Takeaways

Episode 522 / Kayla WittKayla Witt is an artist born in Calgary, Canada and based in LA. She received her BFA from Ontario College of Art and Design University, Toronto, ON and her MFA from the University of Waterloo, Waterloo, ON. She has had solo exhibitions at Night Gallery, Los Angeles, CA; Sow & Tailor, Los Angeles, CA; and the University of Waterloo Art Gallery, Waterloo, ON. She has participated in group shows at Arsenal Contemporary, New York; albertz benda, Los Angeles, CA; Ketabi Bourdet, Paris, FR; WOAW Gallery, Hong Kong; Critical Distance Centre for Curators, Toronto, ON; among others. Witt has completed a number of residencies including Otis College of Art and Design, Los Angeles, CA; and Struts Gallery, Sackville, NB. Her work has been featured in HypeArt, Booooooom, Harper's Magazine, It's Nice That, Surface Mag, among others. 

Winning the AI Trust Race Subscribe to our Newsletter:https://theultimatepartner.com/ebook-subscribe/ Check Out UPX:https://theultimatepartner.com/experience/ In this compelling discussion from the Ultimate Partner Winter Retreat, Vince Menzione sits down with Marc Monday of ServiceNow and marketing expert Ashleigh Vogstad to deconstruct the “tectonic shifts” currently hitting the tech industry. As the market moves from AI excitement into a period of “POC fatigue,” the conversation pivots to the essential groundwork required for success: clean data, governed workflows, and the transition from an attention economy to a trust-based machine economy. They explore how Gen Z's massive spending power is reshaping marketplaces and why simply automating a 27-step bad process with AI is a recipe for failure. Whether you are a partner manager or an entrepreneur, this episode provides a roadmap for staying human in a machine-to-machine world. Key Takeaways The market is experiencing “POC fatigue,” making it critical to transition from experimental AI to real-world value driven by central databases and knowledge graphs. ServiceNow is shifting focus toward “Control Tower” solutions to govern and orchestrate how various AI agents interact with mission-critical data. We are moving from a human-centric “attention economy” to a “trust economy” where machines make high-stakes decisions on behalf of users. Automating an existing 27-step approval process without rethinking the workflow first results in an “automated bad process” rather than a solution. By 2030, 75% of B2B buyers will be Gen Z, a demographic that favors authentic voices and direct-to-fan platforms like Substack over traditional channels. Hyperscaler partnerships are becoming essential “third-party validation” layers that allow AI agents to verify a company's win rates and credibility. If you're ready to lead through change, elevate your business, and achieve extraordinary outcomes through the power of partnership—this is your community. At Ultimate Partner® we want leaders like you to join us in the Ultimate Partner Experience – where transformation begins. Key Tags ServiceNow, Marc Monday, Ashleigh Vogstad, Ultimate Partner, AI Fatigue, Agentic AI, Control Tower, Trust Economy, Knowledge Graph, Workflow Engine, Gen Z B2B, Marketplace, Hyperscalers, Machine-to-Machine, Data Governance, POC Fatigue, Substack, LinkedIn, Digital Transformation, Co-Selling, Partner Programs, ERP Intelligence, Uncanny Valley, Marketing Lag, Shared Business Planning. Transcript Ashleigh and Marc Monday Audio Episode [00:00:00] Ashleigh Vogstad: But the reality is, if you’re not using AI in a very meaningful way in your sales and marketing functions of your businesses, I mean you’re just way behind. [00:00:13] Vince Menzione: We just finished Ultimate Partners Winter Retreat here in beautiful Boca to a sold out crowd. Come join me now for a compelling discussion on the impacts of the tectonic shifts we’re all seeing. Maybe just a second about roles and responsibilities. Most of you know Ash from previous, uh, things you’ve been doing with us. [00:00:34] Vince Menzione: But, but maybe for you, Martin, this is your first time. [00:00:36] Marc Monday: Where should I [00:00:37] Vince Menzione: look there? Alternate partner. Their lives [00:00:38] Marc Monday: there? [00:00:39] Vince Menzione: Uh, yeah, over here is good. Either one. [00:00:41] Marc Monday: Look over there. Which would you prefer? [00:00:43] Vince Menzione: Um, this is good. [00:00:44] Marc Monday: Great. It’s, [00:00:45] Vince Menzione: and, but right now I’m just asking you for everybody, tell everybody who you are in your role. [00:00:49] Vince Menzione: ’cause you just shifted roles at ServiceNow. It’s [00:00:51] Marc Monday: true. It’s true. Hello everyone. My name is Mark one day and I lead the America’s partner business, uh, partner sales business at ServiceNow today. And effective Monday I’ll lead the global partner team. Uh, Jen Odes, who’s been on the podcast. Yes. She’s been and I are switching roles. [00:01:07] Marc Monday: Jen’s gonna go run the patch and I’m gonna run the programs, uh, effective next week. [00:01:11] Vince Menzione: That’s fantastic. [00:01:12] Marc Monday: And I live in Seattle. [00:01:15] Vince Menzione: You live in Seattle. Yeah. And you made the trip out here. I really appreciate that. It’s a long journey. And Vancouver or Whistler? So both of you came from the, from the West coast. [00:01:23] Marc Monday: This may be the first snowboarding panel in history of ultimate partner. [00:01:29] Ashleigh Vogstad: I liked the question earlier. Somebody asked, did anyone leave the snow to be here? It was literally a blizzard. I did not know if I would make it driving at 4:00 AM to the airport in a total whiteout. [00:01:41] Marc Monday: You’re getting zero sympathy from me Live in Whistler. [00:01:44] Vince Menzione: So, so Service now has been, uh, I would say on the forefront of this AI thing. I mean, like you were early in and control towers, that I always get the, the nomenclature wrong, but I do feel like we are seeing some, a level of fatigue right now. And I keep seeing, I mean, it feels like every, we’re getting whiplashed at least the last few weeks. [00:02:03] Vince Menzione: Are you seeing that? And what are the two or three biggest blockers you’re seeing now in the market? [00:02:10] Marc Monday: I think there’s, there’s a lot of excitement obviously in the marketplace, but there is a bit of AI fatigue. There’s a POC fatigue, I think that’s going on. I think the reality is we have to make AI real, and the reality is it starts with good data, uh, a, a central, uh, a database, and really making sure that that’s extensible through a knowledge graph. [00:02:31] Marc Monday: And then that provides us the ability to identify that workflow. Then importantly, um, making it real and, and as fast as possible. And I think that’s really important for the customer. One of the value props of ServiceNow, of course, is that we’ll meet the customer where they are with whatever their estate has, [00:02:47] Vince Menzione: right? [00:02:47] Marc Monday: So any hyperscaler, any workload, any core dataset, um, any LLM and, um, our history is as a workflow engine, and so we can bring that level of knowledge to their business. And then importantly, we bring together the governance and orchestration from a control tower perspective. [00:03:08] Vince Menzione: Nice. Ash had perspective on this, on the kind of the whiplash we’ve been feeling. [00:03:13] Vince Menzione: From From the marketing agency side? [00:03:15] Ashleigh Vogstad: Yeah. I mean, what comes to mind is the Miriam Webster dictionary said that LOP is the 2025 Word of the Year lop and Satchin Nadella actually came out with some press immediately following on that, saying that essentially that LOP is an exactly a useful construct to be having a conversation around the future of media. [00:03:37] Ashleigh Vogstad: But I think what this is pointing to is just we’re all navigating. Exactly how much AI is good ai, and maybe we will get into a little bit later, but what is the difference between selling to a human being and selling to a machine? Um, and really when we’re getting into this age agent landscape, it’s much more about that machine to machine conversation. [00:04:01] Ashleigh Vogstad: It’s not necessarily. Human eyeballs on recommendation links that is paid for by advertising. It’s more of a trust economy actually, where machines wanna be able to make decisions on our behalf with high trust so that you continue to enable that machine to make those decisions for you. [00:04:22] Vince Menzione: We talked about the data. [00:04:23] Vince Menzione: I thought we’d double click a little bit on that. In fact, that point it would normally have been here, but because of the snow wasn’t able to, they focus in on this governance and this data element. I was thinking maybe we could talk a little bit about that, because it doesn’t seem like AI will work properly if we don’t have the data to stay governed and clean, right? [00:04:42] Marc Monday: I think this is the amazing opportunity for the partners out there. They do this already. This is one of those assessments that’s so quick and not easy, but clear to deliver a value prop as a partner. Let’s get you ready for ai. Let’s make sure that we’re ensuring that your data’s in a extensible in a way across, uh, some sort of knowledge graph that can be accessed across a number of different, um, use cases. [00:05:09] Marc Monday: And oftentimes that’s multiple data sets. And so how do you get those columns and rows organized in a way that’s extensible for an agent, that we’re basically asking to do something that is an unique opportunity for partners right now. And I, I think that we maybe missed that step. So I see what I see happening right now is we’ve gotta come back to that as a starting point for the partners. [00:05:31] Vince Menzione: Let’s talk about agent ai or you also have orchestration AI as well. I wanna talk about their, your new service platform specifically, but maybe if you could double click with this on that. [00:05:42] Marc Monday: Well, I think that, you know, everyone is kind of trying to figure out how do we get there and who’s gonna orchestrate and govern what AI agent is calling on, what data set at what time, and what sequence. [00:05:54] Marc Monday: You may have a mission critical application that needs to have immediate access, and you may have other agents that have casual access. How do you control that in a meaningful way is gonna be become increasingly important. So we have the idea of this product that we call control tower. The control tower gives you the ability to manage that orchestration as well as the governance. [00:06:14] Vince Menzione: Any perspective on this? [00:06:17] Ashleigh Vogstad: I think I’ll share the perspective. As an entrepreneur, I know many people here represent. Companies that are our clients and are, are massive in scale and, and hyperscalers. But I think there are some people in the room who are running their own organizations. I think when I came out, Vince asked, you know, Ash growth mindset, how are you actually living this? [00:06:36] Ashleigh Vogstad: And we’re going through a journey in my business right now around what are all of the data sources that we have and how can we get that into an enterprise resource planning type system so that we can then overlay more intelligence. And that’s kind of where we’re at in the, it’s funny ’cause when you look at those maturity curves, they try and fit you in a box. [00:06:57] Ashleigh Vogstad: Nobody here likes being in a box. Um, and we’re in a corner. Yeah. In some ways it’s like we’re in that agentic box. I built an agent last week, funny enough for Microsoft actually, um, an executive comms agent, but in one hand we’re on that end and on the other, our data’s a mess and we really can’t apply a lot of intelligence to the majority of the data sources within our organization. [00:07:20] Ashleigh Vogstad: So we’re getting that all together right now. [00:07:22] Vince Menzione: When you came out, we talked a little bit, you were, you were mentioning having an advertising agency, marketing agency. The changes that are going on right now. Right? The attention economy and the trust economy. And I thought maybe you could double click with us on that. [00:07:35] Vince Menzione: ’cause that’s, uh, very interesting to see this shift. [00:07:39] Ashleigh Vogstad: It’s a huge shift. So, uh, 1964 Canadian philosopher, Marshall McCluen, he comes out and he says The medium is the message. [00:07:49] Audience Question: Yeah. [00:07:49] Ashleigh Vogstad: And so you wanna think about how is agenta a different medium and what are the biases that this medium inherently has? So in my media world, you know, you get these storytelling tools rolling out at Speed Chat, GBT, soa, and in the beginning they’re really at that low end of the curve. [00:08:08] Ashleigh Vogstad: You know, they can produce a shitty first draft, uh, but the content that they’re creating is really low emotional resonance. If you take kind of a neuroscientist perspective on this, and I’m definitely not a neuroscientist, but the part of your brain that’s responsible for that pattern recognition, your cortical sal circuit, that’s what’s kicking in. [00:08:29] Ashleigh Vogstad: And when you’re looking at, say, an advertisement, you’re starting to think, you know, is what I’m looking at actually commensurate with what I expect to see? And when it’s not, you can trigger that what psychologists call your uncanny valley. Now some will argue that on County Valley is really diminishing these days because AI generated media is getting better and better. [00:08:52] Ashleigh Vogstad: And I do think that it’s something you want to lean in, but you also wanna think intelligently around how you’re using this new medium and exactly what its, what its biases are. [00:09:03] Vince Menzione: Is that the gut syndrome? Like when you feel something in your gut? Is that what you described? [00:09:07] Ashleigh Vogstad: Yeah. Yeah. I mean, the classic example is Coca-Cola. [00:09:10] Ashleigh Vogstad: So 2024 Coca-Cola rolled out their very nostalgic for many of us holiday campaign, and they decided to use tools like Luma Dream Machine to make this whole Santa Claus North Pole, but AI generated universe. And it had that classic stuff around, you know, six fingered people and it gave you this. Kind of creepy post-apocalyptic vibe and the campaign completely tanked in market. [00:09:37] Ashleigh Vogstad: Or more recently, last year, mango rolled out a new fashion line Mango’s a huge global fashion retailer. They rolled out a new fashion line, and in their advertisements they had AI generated models and AI generated clothing. Like to sell a real line. So, you know, you, you have to really be thinking about, again, when we come to an attention economy based on human beings or a machine economy based on trust, many of these companies are still selling to us human beings. [00:10:09] Ashleigh Vogstad: And I, I think they can forget that at times. [00:10:12] Vince Menzione: So what’s your guidance to customers today and to this audience and viewers watching us today from a go-to market motion? In this world of ai, like what? What are you telling? What? How are you counseling these organizations? [00:10:25] Ashleigh Vogstad: You need to have an authentic voice. [00:10:27] Ashleigh Vogstad: We, we’ve heard this a million times, so I’ll try and put a bit of a, a different spin on it at platforms direct to fan platforms, things like Substack. Substack grew 48% last month. I mean, we are seeing this skyrocket, and that’s a new channel where you can have an authentic voice. Many people in this room, myself included, we live on LinkedIn as the business to business platform. [00:10:50] Ashleigh Vogstad: Consider expanding out into, into a new channel, um, would be one of my recommendations. Interesting. [00:10:57] Vince Menzione: Any, anything else from, uh, what you developed or what you use and ai and what do you, what, what tools do you recommend they use and what. [00:11:06] Ashleigh Vogstad: There. [00:11:06] Vince Menzione: Yeah. [00:11:06] Ashleigh Vogstad: What are we seeing with our, so I can give this example of this executive comms agent that we built. [00:11:12] Ashleigh Vogstad: Or even part, yeah, we’re building agents all the time, so what we try to do is think about what is our customer seeking to solve. We heard a lot today about outcomes, and then we challenge an AI first lens, which is how can we build something with AI to make this easier, better, faster, more creative? We’ll even do things, we’re a marketing agency, so we’ll even do things like beat the bot, pitch competitions. [00:11:37] Ashleigh Vogstad: So this is where you’re inviting your agent into the room and you’re asking it to put the pitch together, say for ServiceNow and Microsoft, and what can it come up with? And then we put it in a room of human beings and see who can out pitch. Bot, um, and come up with a more novel, creative idea. But the reality is, if you’re not using AI in a very meaningful way in your sales and marketing functions of your businesses, I mean, you’re just way behind. [00:12:07] Ashleigh Vogstad: And I see it a bit more advanced in all honesty and sales because I think some of your large. Organizations push the AI down to the sellers. Mm-hmm. Um, so they’re somewhat forced to use it, but in marketing, I’m still seeing a real lack, which is funny since generative AI came out in 2022 and everybody thought the marketing function was the one to really be disrupted and displaced. [00:12:30] Ashleigh Vogstad: I do think your marketing teams need to be leaning in more. [00:12:35] Vince Menzione: We were talking about trust earlier. I wanna weave this into the conversation. Right. How do, how do you. How do you think through trust and applying trust in the area I world, I’ll ask you both this question under service. Now think about it. How do you think about it or transcend? [00:12:54] Marc Monday: Maybe I’ll take a step back. I, I think just to kind of go back to the previous question, I think we’re in this age of massive complexity. Incredible complexity. Nina said it earlier, the customers kind of want us to tell them what to do. What are the steps? We’re at this dichotomy of this level of complexity that’s almost unimaginable and we have to make it simple. [00:13:18] Marc Monday: I think that’s the first one. And then that, that is put up against this notion of we have to go incredibly fast ’cause the market’s moving faster than we can even understand it. [00:13:28] Vince Menzione: Yeah. [00:13:29] Marc Monday: And then we have to add on this veneer, and this is where the partner community becomes so important of how do we scale? [00:13:35] Marc Monday: So how do you take simplicity, speed, and scale and bring it to market? It starts with the data, of course it starts with the workflow, but I might just take a giant step back and say one of the things that another partner opportunity you might run to really consider is automating a bad process, even with AI is still a bad process. [00:13:58] Marc Monday: So again, a partner opportunity is, let’s zoom back out and say if your approval. Takes 13 steps in 27 days, building an AI process around that. Without rethinking it might not be the right solution. So I think part of it is also like rather than just dictating all of the steps, part of it, to the point of telling the customer the steps is getting them to participate in that conversation. [00:14:29] Marc Monday: Why do you have 27 approval layers? Well. It’s the most dangerous thing in the language. It’s because we’ve always done it that way. Well, what if we did it differently? Yeah. And so I think that’s an area where the trust is a two-way street and you can’t just the part, the customer shouldn’t just outsource all of their decision making to you. [00:14:50] Marc Monday: At the same time, you have to bring them into that discussion of what are you trying to accomplish and what is your, um, risk appetite relative to that. [00:15:02] Ashleigh Vogstad: Yeah, that, that’s great, mark. I mean, trust is a really important conversation. I think about the Amazon versus Perplexity lawsuit right now that some are headlining the end of commerce. [00:15:14] Ashleigh Vogstad: Um, and so really this precedent setting case, what this is about is perplexity. Essentially is disintermediating the Amazon platform. So you know it’s making purchase decisions on your behalf, so, so this idea of trust in the agent world is something I think about a lot. And how do you optimize trust for this agentic world? [00:15:36] Ashleigh Vogstad: The professor I was mentioning, Eric Zow, who has this attention economy and the trust economy for agents where my research is leaning in is really around what is the hyperscaler layer on top of that. My working theory is that hyperscaler partnerships are just gonna become more important because the machines need to verify via trusted third party data sources what it is that you’re up to. [00:16:02] Ashleigh Vogstad: So how many deals have you done? Uh, what is your win rate percentage? This kind of information is incredibly valuable to the agent world, and so I think we’re gonna see an. Increasing lean in to these third party validation co-selling systems like partner center. [00:16:22] Marc Monday: I mean, just to add onto yeah. This idea, I mean, we do talk a lot about trust, but attention is probably underserved if I think about the role of a partner manager or an alliance director, it’s all about the trade-offs of what am I gonna spend my time on today? [00:16:37] Marc Monday: And you’re being pulled in a million directions, and I dunno about you, but it’s probably 900 to 10,000 unread emails and maybe you’ll respond to your immediate messages and if something happens, you’ll respond in in text. Part of it is also delineating between the busyness and the impact, and I think a lot of that’s also part of this discussion of how do we get focused on the outputs that matter. [00:17:02] Marc Monday: Really helping the customer get there through that discussion, which again goes back to it has to be a dialogue with the customer rather than just, this is the solution. Here’s our SOW. We’ll see you in six months. [00:17:14] Vince Menzione: Agree. We have a couple extra minutes. I was thinking of maybe opening it up for you. Any questions? [00:17:19] Vince Menzione: We have a mic in the back and I’m sure people have questions about this topic is, is fascinating to me and I wanna make sure that we’ve covered any of the questions we have. We have one right in the front from Shannon. [00:17:30] Marc Monday: Send the hard [00:17:31] Vince Menzione: questions over there. Not Yes. I’ll take the Easy books. Yeah. [00:17:36] Audience Question: You referenced marketing lag. [00:17:38] Audience Question: I think all of us would love to see marketing leading. [00:17:41] Ashleigh Vogstad: Yes. [00:17:42] Audience Question: Um, so how are you infusing within your marketing team at different levels around content creation? Um, there’s so much, uh, ego right on being a graphic designer or an editor, a copy editor that they. The human inflation in that conversation is a, is a hard thing to get them over. [00:18:02] Audience Question: And now AI can help this. How are you? [00:18:04] Ashleigh Vogstad: Yeah, let’s have a conversation after. But you just brought up a funny No, I’m gonna answer as well, but you brought up, brought up a funny, uh, conversation we had internally, just in the last 24 hours we’re interviewing for a new creative director and one of our candidates said, yes, but I don’t do Figma. [00:18:20] Ashleigh Vogstad: I’m not a UX person. I just laughed and I said, you know, the day is coming where It’s a designer, it’s a UX person, it’s a project manager, a program manager, a copywriter. You know, AI is condensing a lot of roles in that way. So I think being multidisciplinary in your skillset is, um. Is quite valuable, but I’ll also take this into a hyperscaler direction and say, no. [00:18:46] Ashleigh Vogstad: Here audiences, 75% of it buyers are going to be Gen Z by 2030. They have 12 trillion in spending power. I was in Silicon Valley yesterday, uh, helping a customer with a wind story. They did a $12 million transaction through Marketplace. Now that’s very impressive, but it would’ve been more impressive two years ago. [00:19:06] Ashleigh Vogstad: There are more and more, 10 million plus. Deals happening through marketplace. And so if you look at that Gen Z and start to understand them and their buying behavior, like another example is, I think it’s 80%, no, no half, sorry, half of Gen Z last month made a purchase via Instagram, TikTok, or YouTube. They are used to making these online transactions and average purchase price is going up. [00:19:35] Ashleigh Vogstad: You know, $500,000 plus is starting to be the average in some of these enterprise selling platforms. So as a marketing team, how are we kind of going in and leading the marketplace? Conversation I think is really critical and there’s technical elements to that. [00:19:52] Marc Monday: Maybe the caveman view of that would be, um, the other side, which is I think someone earlier said, we have to know where our customer is at. [00:20:00] Marc Monday: And a lot of our, we are very lucky. We live in this very insular tech bubble and we’re thinking about, you know, where we are 10 years from now and the customer’s gonna are gonna get there eventually, and it’s gonna happen faster. But I would say in marketing, I mean the two easiest use cases right now are around localization. [00:20:16] Marc Monday: Language localization and then specific market localization, like we don’t have to solve world hunger right now. There are some steps and those steps are some of the easy things. Localization probably is a big component of your marketing budget. That’s something that you can get really good, really fast language localization, addition market localization. [00:20:35] Marc Monday: This market is a healthcare market. This market is an SMB market. Those are two areas where that through partner marketing motion can to get accelerated very quickly and has a tremendous ROI. [00:20:47] Vince Menzione: Yeah. Great one. Nina, you had a question [00:20:50] Audience Question: three Mark. You, you just, you just hit on part of it is that value proposition message is, it’s really easy in AI to, to fine tune that. [00:20:59] Audience Question: The other thing that I’ll be very transparent about, um, at least in my organization and America’s partner, we only work with um, third party. Marketing vendors now that are AI first period. [00:21:12] Audience Question: Nice. We [00:21:12] Audience Question: completely cleaned out who the vendors are that we will approve to work with. Wow. Um, so because we can also see the cost reduction, but it is a mindset change. [00:21:22] Audience Question: They have to, they, if, if they’re gonna be positioning this, it has to be inherent. It has to be part of their culture of, at. [00:21:29] Marc Monday: Ashley made a really wonderful point. I mean, this bad first draft is so key and so, you know, in the past we would’ve spent. A couple days or maybe even a week on a really bad first draft. [00:21:40] Marc Monday: And the bad first draft is just to generate feedback. You can generate a bad, a good, bad first draft in a couple of minutes with the right prompts. [00:21:48] Vince Menzione: Yeah, good. Point. Point questions to the back, Steven. [00:21:55] Audience Question: Mark, as you guys are building out agents, the orchestration to manage them, is that taking you into workflows outside of ServiceNow? [00:22:05] Audience Question: Yes. [00:22:07] Vince Menzione: Repeat the question, sorry. Yeah. Just in case people aren’t getting [00:22:09] Marc Monday: Yes. The question is, um, for ServiceNow specifically, um, is that taking you out of your traditional business? And I think he, he means it’s probably business in it, and the answer is yes. So our value promise is that we can go north, south, east, west, across the estate. [00:22:24] Marc Monday: Regardless of the workflow. So there are scenarios where we are expanding. Of course, we have a commitment to driving the CRM business, moving beyond just customer service management, but all the way through the process to CPQ and we’ll productize many of those things. But the reality is, if the workflow touches, let’s say. [00:22:42] Marc Monday: Uh, a, a big database, you know, from one of your known providers, uh, an HCM system, your our traditional IT system. This is maybe around service delivery of a particular set of kit to a new employee for onboarding or offboarding across a number of those systems of record. Yes, we’ll continue to do that, and honestly, it’s the value promise for us that because we are capable of working with. [00:23:06] Marc Monday: Every hyperscaler, every application, every data set, we can go up and down and across the state. [00:23:12] Audience Question: Hi everyone. I’m Jen Pauls. Hey, Jen. I have a um, I have a question for you. So when you’re incorporating AI, and also you mentioned trust, how do you make sure that the offerings that you’re coating on are feasible specifically for that whole individual partner and client? [00:23:34] Audience Question: And you’re not repeating. Something. Does that make sense to you? Yeah. Like how do you make sure that there is an individualized component that is original in thought, even though you’re feeding this pipeline, all these combined thoughts? [00:23:51] Marc Monday: I, I don’t wanna push back on the premise, but I do think in some instances, partners, implementers will have competing solutions that do effectively the same thing. [00:23:59] Marc Monday: Ideally they’re differentiated, but I do think publishing a, a standard. Particularly from a security and a reliability perspective, what that traditionally we would’ve called that API standard, and then a level of validation, either via human validation or systemic AI validation is really key. Um, the solution that gets marketed, let’s say, in our marketplace should work and it should be secure and it should be reliable. [00:24:25] Marc Monday: So we processes to manage that, if that’s the question. [00:24:29] Audience Question: Right? Well, it would, you know, yes. Yes. But. Um, when you’re trying to create a dispute or an offering, right, that’s specific to that particular partner, this is where I’m going. How do you make sure that the thoughts that are coming in are specifically, I guess, individualized for that one partner and what they’re doing and how they’re going to make a new, um, new, uh, track or a new journey in what you’re selling? [00:24:57] Ashleigh Vogstad: I mean, I would answer that I think with differentiation is still really important. And if anything, if we had an 80 20 rule for 80% of the lift is coming from ai, we’re all still here and employed because there is a rule for the, the human, at least currently in that 20%. And I would say. Running teams who are often building new offers and products, both on the ISV and SI side of things. [00:25:25] Ashleigh Vogstad: Getting that unique differentiation is critically important. Like that’s where a lot of value is created. Or you could look at, I mean Nabil probably has stories about this all day in the MSP world is it’s really challenging for MSPs to differentiate on top of their core offering, but that is where value creation happens. [00:25:43] Ashleigh Vogstad: Yeah. Nina more, I’ll [00:25:44] Audience Question: just piggyback on that. My recommendation to a lot of, of our partners today is build out agents at that 80% watermark. Right? And that’s a little bit what you were talking about, the 80, 20, 80% of that functionality. Quite honestly, if you’re looking at an call center or something, is something that can be ported. [00:26:05] Audience Question: The, the magic is working with the partner on what X 20 is that differentiates their business, their experience, how, uh, the applicability to. So I, I will, I, to your point about ology, the premise, I mean it, to me, I think repeatability is, is awesome. It’s a superpower. It’s gonna get us there faster. It’s in that 20%. [00:26:31] Audience Question: Yeah. [00:26:34] Vince Menzione: Thank, perfect, thank you. [00:26:36] Marc Monday: Maybe I’ll close with with one really simple use case just for all of us that are in the partner profession and we work in alliances or partner management. The easiest and best, most effective use case for us as power users today is a shared business plan. Here are the goals and objectives of us as a vendor or a platform provider. [00:26:57] Marc Monday: Here are the goals and objectives of us as the implementer or a resell partner. Um, and in the past I used to describe this as a really complicated bow tie. On one side, you’d have our goals, and on the other side you’d have the, the, the implementer’s goals. And you’d spend all this time weaving together a knot and try to tie it together. [00:27:16] Marc Monday: That activity can happen in about five seconds with the right prompt. And you can very quickly say, oh, you guys think about a CV. We think about a RR Oh, your fiscal year is, is offset. Your fiscal year isn’t, oh, you call this product something different. Um, we care about platform revenue. We care about services revenue. [00:27:35] Marc Monday: You can reconcile that into a pretty darn good shared scorecard and business plan in a matter of seconds. Yeah, and that is a huge time saver. I [00:27:45] Vince Menzione: love that. [00:27:47] Ashleigh Vogstad: It’s just an ama uh, it just thumbs up for me because that joint business planning just doesn’t happen enough. I, I’m in some of the biggest alliances on, on the planet really, and it’s shocking to me how little joint business planning is done. [00:28:00] Ashleigh Vogstad: And for the marketing question, Shannon, like how can marketers lean in? I mean, market development funds are made available based on things like joint business plugs. [00:28:09] Vince Menzione: That’s right. Yeah, really great point. Great voice. Thank you so much. So good to have you finally have you here. Thank you, mark and Ash. [00:28:17] Vince Menzione: Thank you so much [00:28:18] Audience Question: Owens. [00:28:19] Vince Menzione: Don’t forget, ultimate Partner Live is coming soon, May 11th through the 13th in beautiful Bellevue, Washington. I hope to see you there.