Podcasts about Telco

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

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OPINION: Telco now 8.6 percent of GDP; general reaction is ho-hum | Dec. 24, 2025Subscribe to The Manila Times Channel - https://tmt.ph/YTSubscribeVisit our website at https://www.manilatimes.net Follow us: Facebook - https://tmt.ph/facebook Instagram - https://tmt.ph/instagram Twitter - https://tmt.ph/twitter DailyMotion - https://tmt.ph/dailymotion Subscribe to our Digital Edition - https://tmt.ph/digital Check out our Podcasts: Spotify - https://tmt.ph/spotify Apple Podcasts - https://tmt.ph/applepodcasts Amazon Music - https://tmt.ph/amazonmusic Deezer: https://tmt.ph/deezer Stitcher: https://tmt.ph/stitcherTune In: https://tmt.ph/tunein#TheManilaTimes#KeepUpWithTheTimes Hosted on Acast. See acast.com/privacy for more information.

#ESP es el mercado #Telco más sofisticado del mundo, sobre todo si hablamos de fibra óptica y #FTTH. Por eso, cuando le pregunté a Blanca Ceña, la #CEO de la recién creada PremiumFiber, repasó varios ejemplos nacionales e internacionales hasta conestarme que se trataba de una compañía única que marcaba el futuro del sector a nivel mundial. Blanca ha sido tan amable de compartir su visión con nosotros y ha querido grabar el EP:226 de nuestro #podcast #Telco #SuperLigero. Con ella repasamos el estado global del mercado de la fibra en #ESP con sus pros y sus contras. Discutimos de cómo podrá evolucionar en el futuro y cuál será el papel de PremiumFiber en él. Blanca también nos cuenta las claves del origen de la compañía y cuáles son sus preocupaciones inmediatas, que, por supuesto, incluyen la puesta en marcha de su equipo humano. Al terminar, Blanca nos anima a disfrutar y a protagonizar los cambios que están ocurriendo en un sector esencial y que necesita ser rentable con el el #Telco#ESP es el mercado #Telco más sofisticado del mundo, sobre todo si hablamos de fibra óptica y #FTTH. Por eso, cuando le pregunté a Blanca Ceña, la #CEO de la recién creada PremiumFiber, repasó varios ejemplos nacionales e internacionales hasta conestarme que se trataba de una compañía única que marcaba el futuro del sector a nivel mundial. Blanca ha sido tan amable de compartir su visión con nosotros y ha querido grabar el EP:226 de nuestro #podcast #Telco #SuperLigero. Con ella repasamos el estado global del mercado de la fibra en #ESP con sus pros y sus contras. Discutimos de cómo podrá evolucionar en el futuro y cuál será el papel de PremiumFiber en él. Blanca también nos cuenta las claves del origen de la compañía y cuáles son sus preocupaciones inmediatas, que, por supuesto, incluyen la puesta en marcha de su equipo humano. Al terminar, Blanca nos anima a disfrutar y a protagonizar los cambios que están ocurriendo en un sector esencial y que necesita ser rentable con el el #Telco

Telco's Sophistication Paradox: Why They Can't Explain Their Own Genius The Telco Century Club (100+ years of telco experience between us) is back with a brutal reality check on an industry that's mastered building brilliant technology but completely botched explaining why anyone should care. Charles teams up with telecoms veterans Rob Jones (Sylva Growth Partners) and Chris Lewis (Lewis Insights, The Great Telco Debate) for an unfiltered dissection of why 25 years of "transformation talk" has changed absolutely nothing. From Telstra's genius digital twin platform that died because no one could pitch it internally, to network APIs that sound impressive but solve problems nobody asked for - this episode exposes the sophistication paradox that's killing telco innovation. Key Battlegrounds: Why telco layoffs are a perpetual pattern, not strategic responses The "build it and they will come" mentality that's still sabotaging 5G monetisation How MVNOs are eating traditional operators' lunch through superior segmentation AI-native platforms making MVNO entry cheaper and easier than ever Middle Eastern operators like e& and STC outplaying Western telcos with actual execution The coming satellite reality check (spoiler: it won't replace mobile networks) Network APIs heading to the technology graveyard alongside network slicing Reputation-Staking Predictions for 2026: Chris bets on AI chatbots finally becoming genuinely useful. Rob sees Google dominating user experience through AI integration. Charles predicts internal AI efficiency gains - if telcos can resist their urge to overcomplicate everything. Plus: Will the US take a stake in Nokia or Ericsson? And our final verdict on whether telcos will transform, disappoint as usual, or somehow make things worse.   Timestamps: 00:00 The Telco Century Club Returns 00:53 18 Months Later: Still Building Tech Nobody Understands 03:13 The Layoff Epidemic: Why It Never Actually Ends 08:04 Telco to TechCo Dreams Meet Harsh Reality 10:02 Network APIs: The Communication Disaster Continues 20:26 AI Reality Check: Separating Hype from Hope 28:20 Why OpenAI Might Go Broke (And Apple's Playing It Smart) 29:15 MVNOs Quietly Stealing Market Share 33:14 AI-Native Platforms: The MVNO Revolution Nobody Saw Coming 36:41 Satellite Hype Crashes Into Indoor Coverage Reality 41:15 2026 Predictions: Putting Reputations on the Line 49:35 Final Verdict: Will Telcos Finally Transform or Keep Disappointing?

Septiembre es "el mes más cruel" para la industria de la Banda Ancha en España. Coincide con la campaña de la "vuelta al cole" y el regreso del fútbol y los esfuerzos de captación de los operadores se disparan. El del 2025 no ha sido una excepción. Pero cabe preguntarse quién está capturando esta oportunidad. La respuesta es que el "deffiant" por antonomasia, Digi. Pero hay otras historias importantes. Telefónica tiene su mejor mes en portabilidad neta desde que hay registro y con eso certifica su regreso a valores máximos tanto en móvil como en banda ancha fija. Y la propia Digi reporta un muy notable crecimiento en el Churn de portabilidad que podría apuntar a dificultades en la retención de los clientes, o a que sus competidores han encotrado la manera de llegar hasta su base de clientes. Hoy es 171225 y Meini, el CEO de MasOrange se hace eco de que se cumplen 10 años del primer despliegue de fibra de @MásMóvil. La historia de Telco ESP se puede contar como una de dos persecuciones. Meini es el artífice y ganador de la primera. Veamos la segunda!Septiembre es "el mes más cruel" para la industria de la Banda Ancha en España. Coincide con la campaña de la "vuelta al cole" y el regreso del fútbol y los esfuerzos de captación de los operadores se disparan. El del 2025 no ha sido una excepción. Pero cabe preguntarse quién está capturando esta oportunidad. La respuesta es que el "deffiant" por antonomasia, Digi. Pero hay otras historias importantes. Telefónica tiene su mejor mes en portabilidad neta desde que hay registro y con eso certifica su regreso a valores máximos tanto en móvil como en banda ancha fija. Y la propia Digi reporta un muy notable crecimiento en el Churn de portabilidad que podría apuntar a dificultades en la retención de los clientes, o a que sus competidores han encontrado la manera de llegar hasta su base de clientes. Hoy es 171225 y Meini, el CEO de MasOrange se hace eco de que se cumplen 10 años del primer despliegue de fibra de @MásMóvil. La historia de Telco ESP se puede contar como una de dos persecuciones. Meini es el artífice y ganador de la primera. Veamos la segunda!

In the final episode of this four-part series on Telco Days 2025, Doug Green, Publisher of Technology Reseller News, speaks with Greg Goodwin, Director of Business Development at Software Mind, about the company's expanding role in global telecom innovation, the evolving MetaSwitch ecosystem, and the value of community-driven learning at Telco Days. Goodwin, who leads Business Development for Software Mind's telco division across the U.S. and the Americas, outlines how the company has grown to more than 1,800 specialists worldwide—including 200 telco-focused engineers—supporting service providers through OSS/BSS development, mobile applications, roaming solutions under its Amplitiv Telecommunications brand, and long-standing engineering expertise within the BroadWorks and Alianza ecosystems. “We really want to be seen as a trusted advisor—anticipating where the market's going so we can help our customers grow their business, cut costs, and stay ahead,” Goodwin explains, noting that Software Mind's model is built on innovation, co-creation, and delivering measurable value. Reflecting on the recent Alianza Navigate event, Goodwin describes renewed momentum among MetaSwitch customers as Alianza invests in new features and capabilities. “It was fantastic to hear the roadmap and see Alianza reinvesting in those MetaSwitch assets,” he says, emphasizing Software Mind's commitment to supporting operators preparing their systems for the platform's next generation of functionality. When discussing long-term partnerships, Goodwin highlights Software Mind's innovation-first approach, pointing to joint development opportunities where the company not only supplies engineering talent but co-creates new product features with partners. “Being seen as more than a technology provider—as a collaborator building the next generation of telco solutions—is core to how we work,” he adds. As the conversation turns to Telco Days, Goodwin describes why the annual Software Mind–hosted event has become a powerful knowledge hub for service providers. Featuring insights from partners like Alianza, AWS and Microsoft, Telco Days brings together global SPs to explore security, AI transformation, modernization strategies, and the real-world challenges facing telecom operators today. All conference materials and videos will be available at SoftwareMind.com. To learn more about Software Mind's services, engineering capabilities, and Telco Days resources, visit https://softwaremind.com/.

El viernes 02/12/25 el Ministerio para la Transformación Digital y de la Función Pública puso en trámite de audiencia pública el borrador del RD “SOBRE SEGURIDAD Y RESILIENCIA DE LAS REDES Y SERVICIOS DE COMUNICACIONES ELECTRÓNICAS Y DETERMINADAS INFRAESTRUCTURAS DIGITALES”. Se trata de un texto esencial para quienes, como yo, piensen que la #Resilencia es la nueva frontera para la industria de la #InfraEstructuraDigital. Así que me lo he leído y he tratado de resumir mis ideas en el episodio 224 de #Telco #SuperLigero. La propuesta es hija de su tiempo y da una desproporcionada, pero inevitable, importancia a la cuestión del suministro eléctrico y su impacto en las redes. Pero en realidad el documento solo es el principio. Exige una serie de planes pero el nivel de concreción con que lo hace abre la puerta a debates mucho más extensos. Creo que a la industria de la #InfraestructuraDigital le queda ahora trabajar para que este ejercicio se transforme en algo coherente y que logre colocar a la #Resiliencia como un elemento central del modelo de negocio y no una larga retahíla de obligaciones sobre redes obsoletas. Y para hacerlo, la industria debe hacer propuestas atrevidas.

The guys are delighted to welcome special guest Sam Tabbara, CEO of Paradise Mobile, this week. Paradise is a mobile network operator from Bermuda and Sam was over here in part to attend the Glotel Awards ceremony, so they start by reflecting on that event, before moving on to learn about Paradise. That leads to many fruitful tangents about the state of innovation in the telecoms industry, mobile technology and Bermuda itself. They eventually move on to discuss Intel's decision not to flog its network and edge group, before concluding with a look at some recent telecoms-related drama in India.

El último informe de Tefficient nos cuenta que #PT ha crecido su tráfico #BAM en un 32% YoY. Es de largo el país que más lo ha hecho y dobla al caso de #ESP. La pregunta es: ¿Por qué? Como todo en el mundo real, la respuesta es complicada, pero hay indicios claros. Hace tres trimestres que DIGI Portugal ha comenzado a operar en el país como operador convergente. Así que aprovechamos para dar un vistazo al mercado #Telco de nuestro vecino del oeste. Y lo que encontramos son historias similares y otras muy diferentes. Y síntomas que todavía es pronto para valorar. Seguramente en nuestra comunidad hay gente que entiende mucho mejor que yo #PT y que nos podrá compartir sus #InsightsEl último informe de Tefficient nos cuenta que #PT ha crecido su tráfico #BAM en un 32% YoY. Es de largo el país que más lo ha hecho y dobla al caso de #ESP. La pregunta es: ¿Por qué? Como todo en el mundo real, la respuesta es complicada, pero hay indicios claros. Hace tres trimestres que DIGI Portugal ha comenzado a operar en el país como operador convergente. Así que aprovechamos para dar un vistazo al mercado #Telco de nuestro vecino del oeste. Y lo que encontramos son historias similares y otras muy diferentes. Y síntomas que todavía es pronto para valorar. Seguramente en nuestra comunidad hay gente que entiende mucho mejor que yo #PT y que nos podrá compartir sus #Insights

La resiliencia de nuestra #InfraestructuraDigital es el desafío de la década para una sociedad que cada vez es más y más dependiente de ella. Y responder a ese desafío hará que, muy probablemente, la estructura de la industria cambie. Una industria que está tan madura que ha creado un ecosistema muy complejo en el que muchos tipos de compañías colaboran y compiten entre ellas y en la que la separación funcional es prácticamente la norma. Particularmente en España. Nuestra posición es que esa desagregación genera, de manera implícita, diversidad y que esa diversidad es una oportunidad sobre la que la industria debe construir para mejorar la resiliencia global de la infraestructura digital. Por eso dividimos la red en diferentes capas y repasamos los niveles de diversidad que existen en este momento en un mercado como el español. Y al hacerlo tratamos de imaginar respuestas a la pregunta clave: ¿Cómo conseguir que la resiliencia ocupe un lugar central en el "caso de negocio" de la industria? ¿Con qué estructura encontraremos un equilibrio razonable entre eficiendia y diversidad?

Vodafone Business has announced it has won the prestigious 2025 Microsoft Telco Partner of the Year Award. The company was honoured among a global field of top Microsoft partners for demonstrating excellence in innovation and implementation of customer solutions based on Microsoft technology. With over 2.4 million customers in Ireland, Vodafone is the leading tech and connectivity partner to six in ten Irish businesses, supporting SMEs, large, and public services. Vodafone Ireland, in partnership with Microsoft, enables businesses of all sizes to unlock the full potential of Microsoft 365. We drive Copilot adoption, strengthen security with Microsoft Defender, and deliver unique Teams Phone Mobile integration to support secure, connected hybrid workforces. Our Microsoft service offerings extends to Azure cloud migration and managed services, ensuring compliance, performance optimisation, and peace of mind. Combined with Vodafone's industry-specific connectivity solutions, we empower organisations to thrive in a secure, connected, and future-ready environment. "When two technology leaders come together, we can make a real difference to our customers." said Marika Auramo, CEO Vodafone Business. "Winning this accolade is a real testament to our exceptional sales and technology teams, who work tirelessly to build industry leading services that deliver value. Our partnership with Microsoft sets the blueprint for combined scale, expertise and offers a diverse product portfolio to empower small businesses to thrive in a digital world." The Microsoft Partner of the Year Awards recognise Microsoft partners that have developed and delivered outstanding Microsoft Cloud applications, services, , and AI innovation in the past year. Awards were classified in various categories with honourees chosen from more than 4,600 nominations across more than 100 countries. Vodafone Business was recognised for providing outstanding solutions and services in telecommunications. Also welcoming the award, Director of Vodafone Business in Ireland, Jo Gilfoy said: This global recognition reflects the investment we've made in our Microsoft business, both locally and globally, and our commitment to helping customers embrace digital transformation with confidence. Whether it's AI-driven tools, cybersecurity, cloud, or telephony, our combined expertise empowers businesses to unlock growth and resilience in a rapidly changing market." The award highlights Vodafone's ability to secure scalable Microsoft solutions for Irish businesses, backed by global expertise. Recent initiatives include enhanced managed services for Microsoft 365 and Teams integration tailored for SMEs and enterprise customers in Ireland. This commitment is backed by significant investment in local expertise - with Vodafone Ireland contributing to the expansion of Microsoft-certified professionals across the business, to ensure best-in-class support for Irish businesses. Leading to Vodafone Ireland also recently being awarded Microsoft's Infrastructure designation for Azure. "Congratulations to all the winners and finalists of the 2025 Microsoft Partner of the Year Awards," said Nicole Dezen, Chief Partner Officer and Corporate Vice President at Microsoft. "This year, our partners have harnessed the transformative power of Microsoft's Cloud and AI platforms to deliver transformative solutions that redefine the boundaries of innovation. The energy and ingenuity across our ecosystem continue to inspire us. The 2025 honourees exemplify what's possible when technology and vision unite to empower customers around the world." The 2025 Microsoft Partner of the Year Awards are announced ahead of Microsoft Ignite, which was held in San Francisco between the 18th to 21st of November. For more information on the award, please visit: Microsoft Partner of the Year Awards 2025 See more stories here. More about Irish Tech News Irish Tech News are Ireland's No. 1 Online Tech Publication and often Ireland's ...

The lads are delighted to welcome special guest Zoe Osy de Zegwaart of PR agency CC Group/Hoffman this week. The three of them recently hung out in Dublin, so they start by reflecting on that before getting into an exclusive preview of a telecoms industry survey conducted by Zoe and her colleagues. Spoiler alert: it turns out operators can be a bit risk-averse and the returns from AI investments in telecoms can be a bit hit-and-miss. After an especially meandering and tangential discussion of the findings, they eventually conclude by analysing signs of growing suspicion towards Chinese companies in Europe.

Send us a textIn this episode of Talking Success, Darren Franks sat down with Kevin Odudoh, Ati Ngubevana and Peter Malebye from Vodacom Business. They tell us how they are approaching AI with a clear business lens, drawing on capabilities proven inside the Group and now offered to enterprise clients. The focus is practical: financial inclusion, fraud reduction, compliance and measurable ROI.AI is on every executive agenda. The tough bit is not the technology itself. It is proving that the investment will lift revenue, protect margins and strengthen trust. Below is a distillation of the first half of that conversation, shaped for founders, product leaders and risk executives across African financial services. If you want AI to do more than generate demos, this is for you.Kevin Odudoh's LinkedIn https://www.linkedin.com/in/kevin-odudoh/Ati Ngubevana's LinkedIn https://www.linkedin.com/in/atenkosi-ngubevana-mba-pgdip-bcom-b38b9615/Peter Malebye's LinkedIn https://www.linkedin.com/in/peter-malebye-8275a610/Vodacom Business' Website https://www.vodacombusiness.co.za/Darren Franks' LinkedIn https://www.linkedin.com/in/darrenfranks/Titc's Website https://titc.io/

In this inspiring episode of Tech Beyond Gender, host Meena Satishkumar sits down with Andrea Bald, a trailblazer whose tech career began by chance in 1985 and evolved alongside the telecom industry's biggest transformations—from analog to digital, copper to fibre, and now cloud and 5G.Andrea reflects on her accidental start as an engineering draftswoman at New Zealand Post Office, her rise to leadership in her 20s, and how she navigated bias, motherhood, and change through four decades in technology. She shares powerful lessons on building trust as a young leader, creating inclusive hiring practices, and the importance of curiosity and lifelong learning.Tune in to hear Andrea's thoughtful take on leadership, resilience, and what's next for Telco in the age of AI — plus how yoga and even competitive pistol shooting shaped her focus and balance along the way.#WomenInTech #Leadership #Inclusion #TechBeyondGender #Telecommunications #CareerStories

¿Por qué agosto 2025 ha sido el mejor mes en portabilidad móvil de Telefónica en #ESP? ¿Cómo es posible que, después de 12 años, este verano sea el primero en el que la cuota de mercado en #FTTH de Telefónica ha dejado de descender? Son algunas de las preguntas que tratamos de responder en el EP 221 de #Telco #SuperLigero. Y lo hacemos porque pensamos que son hechos que ya están teniendo consecuencias en la estructura del mercado: 1️⃣ Señalan un punto de Inflexión 2️⃣ Refuerzan, aún más, la idea de #MercadoDual Hay más datos y más historias: Digi Spain Telecom, que sigue siendo el campeón de la captación, experimenta un crecimiento en su #Churn de portabilidad, casi 1 ppm, que hace pensar en una curva en forma de U.

Steve Flavell, co-CEO and co-founder of LoopUp the leading multinational cloud telephony provider joins Enterprise Radio. Listen to host Eric Dye & guest Steve … Read more The post Steve Flavell on Building the World's Most Global Telco appeared first on Top Entrepreneurs Podcast | Enterprise Podcast Network.

Senior heads will roll at Optus over September’s fatal triple 0 outage - just not yet. That’s the takeout from a Senate inquiry into the three deaths, including a baby, that resulted when emergency calls failed after the telco botched a routine network upgrade. You can read more about this story, plus see photos, videos and additional reporting, on the website or on The Australian’s app. This episode of The Front is presented by Claire Harvey, produced by Kristen Amiet and edited by Lia Tsamoglou. Our team includes Tiffany Dimmack, Joshua Burton, Stephanie Coombes and Jasper Leak, who also composed our music. See omnystudio.com/listener for privacy information.

El tráfico #BAM creció en #ESP un 17,89% YoY según los datos 2Q25 de CNMC. Se trata de una cifra apreciable que sugiere que el #5G está teniendo impacto, finalmente, en la vida de los españoles. Pero las cifras cuentan, como casi siempre, una historia más complicada. El porcentaje que supone el tráfico #5G frente al total se estancó y supone aproximadamente un 18%, la misma cifra que en 1Q25. Es la primera vez que esto sucede. Además, ese crecimiento se distribuye de manera muy desigual. Mientras que MasOrange continúa con la tendencia de los periodos anteriores y el porcentaje llega hasta 16% (13% para Vodafone España) para Telefónica hay una, también inédita bajada hasta el 33% y y Digi Spain Telecom se estanca en un 17%. Es como si en una red hubiéramos encontrado algún tope en la cantidad de tráfico #5G que se puede generar. Sin embargo, el despliegue de la #InfraestructuraDigital continúa a su propio ritmo y Telefónica alcanza los 8.007 nodos #N71 #OnAir. En el EP:220 de #Telco #SuperLigero nos preguntamos por qué sucede esto y cuáles son las causas y no encontramos, de momento, respuestas muy claras. Seguramente vosotros nos podréis ayudar. Todo esto ocurre en el fin de semana de #Difuntos en el que se suelen contar historias de terror o, en #ESP, se representa el #Tenorio. Algo de eso hay en que se haya confirmado el viernes que Orange vuelve a recuperar el control total sobre MasOrange (como el comendador y don Juan) y que a pesar del aumento de tráfico los ingresos promedio por cliente hayan continuado bajando (esto es horror cósmico, como hashtag#Lovecraft).El tráfico #BAM creció en #ESP un 17,89% YoY según los datos 2Q25 de CNMC. Se trata de una cifra apreciable que sugiere que el #5G está teniendo impacto, finalmente, en la vida de los españoles. Pero las cifras cuentan, como casi siempre, una historia más complicada. El porcentaje que supone el tráfico #5G frente al total se estancó y supone aproximadamente un 18%, la misma cifra que en 1Q25. Es la primera vez que esto sucede. Además, ese crecimiento se distribuye de manera muy desigual. Mientras que MasOrange continúa con la tendencia de los periodos anteriores y el porcentaje llega hasta 16% (13% para Vodafone España) para Telefónica hay una, también inédita bajada hasta el 33% y y Digi Spain Telecom se estanca en un 17%. Es como si en una red hubiéramos encontrado algún tope en la cantidad de tráfico #5G que se puede generar. Sin embargo, el despliegue de la #InfraestructuraDigital continúa a su propio ritmo y Telefónica alcanza los 8.007 nodos #N71 #OnAir. En el EP:220 de #Telco #SuperLigero nos preguntamos por qué sucede esto y cuáles son las causas y no encontramos, de momento, respuestas muy claras. Seguramente vosotros nos podréis ayudar. Todo esto ocurre en el fin de semana de #Difuntos en el que se suelen contar historias de terror o, en #ESP, se representa el #Tenorio. Algo de eso hay en que se haya confirmado el viernes que Orange vuelve a recuperar el control total sobre MasOrange (como el comendador y don Juan) y que a pesar del aumento de tráfico los ingresos promedio por cliente hayan continuado bajando (esto es horror cósmico, como #Lovecraft).

The Cybercrime Wire, hosted by Scott Schober, provides boardroom and C-suite executives, CIOs, CSOs, CISOs, IT executives and cybersecurity professionals with a breaking news story we're following. If there's a cyberattack, hack, or data breach you should know about, then we're on it. Listen to the podcast daily and hear it every hour on WCYB. The Cybercrime Wire is brought to you Cybercrime Magazine, Page ONE for Cybersecurity at https://cybercrimemagazine.com. • For more breaking news, visit https://cybercrimewire.com

In this week's Security Squawk Podcast, Bryan Hornung, Randy Bryan, and Reginald Andre break down three massive cybersecurity stories shaping 2025. Bryan kicks off with Qilin — the ransomware gang behind over 700 global attacks this year. Andre covers a New York city that paid a $150,000 ransom to restore operations after a crippling hit. And Randy unpacks a major ISP email breach in Australia that led to SIM-swaps and stolen data. Packed with sharp insights, humor, and practical advice, this episode is a must-listen for MSPs, IT pros, and business owners looking to stay ahead of 2025's top threats.In this week's Security Squawk Podcast, Bryan Hornung, Randy Bryan, and Reginald Andre break down three massive cybersecurity stories shaping 2025. Bryan kicks off with Qilin — the ransomware gang behind over 700 global attacks this year. Andre covers a New York city that paid a $150,000 ransom to restore operations after a crippling hit. And Randy unpacks a major ISP email breach in Australia that led to SIM-swaps and stolen data. Packed with sharp insights, humor, and practical advice, this episode is a must-listen for MSPs, IT pros, and business owners looking to stay ahead of 2025's top threats. ️ New to streaming or looking to level up? Check out StreamYard and get $10 discount! https://streamyard.com/pal/d/65161790...

¿Cómo de buena es la experiencia de cliente #5g en #esp ? Según el último ranking de Opensignal #esp ocupa la posición 41 en el mundo. A bastantes posiciones de los líderes #KOR y #DNK. Pero la respuesta es mucho más complicada siempre. Y eso hacemos hoy en el EP219 de #telco #superligero: mirar los números con cierta profundidad y ordenarlos de alguna manera. La calidad de #experiencia #Móvil a nivel global está dominada por los países #Nórdicos con #DNK, #SWE y #NOR a la cabeza. A continuación, teniendo en cuenta países de superficie grande, encontramos un grupo bastante compacto donde están #ESP y el resto de países #EU4. En esa misma zona podríamos incluir a países como #USA o #JPN y también a #ROU o #POL. Sin embargo, y si se atiende al parámetro clave de la metodología de Opensignal, la consistencia #ESP no ocupa una posición destacada en ese grupo. Tenemos el caso de #GRB que se ha alejado notablemente de las posiciones de los que hasta hace muy poco eran sus pares y que es el único país que está por detrás de #ESP en el ranking y eso nos hace preguntarnos si existe riesgo de que nos ocurra lo mismo.

Tensormesh uses an expanded form of KV Caching to make inference loads as much as ten times more efficient. Plus, Palantir said on Thursday it had struck a partnership with Lumen Technologies that will see the telecommunications company using the data management company's AI software to build capabilities to support enterprise AI services. Learn more about your ad choices. Visit podcastchoices.com/adchoices

¿Qué es lo que más nos insatisface de nuestros servicios digitales? La respuesta siempre ha sido: ¡el precio! Pero lo que hace la Banda Ancha diferente de todos los demás servicios es que la "Calidad Técnica" del servicio nos importa mucho también. En realidad, y por segundo semestre consecutivo nos importa más que el precio, al menos para la #BAM. Son los nuevos datos correspondientes al 1H25 del #PanelDeHogares #CNMC. Retratan una tendencia que se viene manifestando claramente desde hace 5 años: en los servicios de Banda Ancha cada vez nos importa menos el precio y cada vez más la calidad, aunque hay diferencias entre las versiones fijas y móviles. Aunque quien puede, a día de hoy, distinguir ambas cosas. El hecho de que la insatisfacción con la componente técnica de los servicios #BAF haya permanecido prácticamente constante en la última década, encierra, por sí mismo, un misterio completo. Y mientras escribimos estas líneas (y grabamos este #podcast) los ingresos promedio por servicio móviles continúan descendiendo. ¿Qué puede hacer la industria para aprovechar esta oportunidad? Es una pregunta clave y detrás de la respuesta se esconde un valor muy importante.

Telco provider 2degrees made a net loss attributable to shareholders of $18.2 million for the 2025 financial year. Despite this, operating earnings and overall revenue, plus revenue in key product categories such as mobile, broadband and energy, were up. CEO Mark Callander says it's a tough economic environment - but the company's hoping things will pick up. LISTEN ABOVESee omnystudio.com/listener for privacy information.

A dodgy firewall upgrade is reportedly behind an Optus outage that led to their customers across four states last week being unable to access the national emergency service triple-zero line. It's a story we're hearing more often - that an upgrade has taken out a major Telco or web service, leaving us stranded. But can you actually proof yourself in 2025? Plus find out why some think the world will end today as end-times event The Rapture is set to hit on 23rd September 2025. And in headlines today, Officials from the ABC in the US say they have reinstated Jimmy Kimmel and his late night show: the federal government has been accused of "failing Australians" by not implementing a Triple 0 custodian before the recent Optus outage; Investigators locked in a four-week manhunt for alleged police killer Dezi Freeman could soon face the prospect of having to "draw a line in the sand" as resource restraints and costs pile up; Sarah Ferguson, the Duchess of York, has been dumped as patron from several children’s charities over an email she sent to Jeffrey EpsteinTHE END BITS Support independent women's media Check out The Quicky Instagram here Listen to Morning Tea celebrity headlines here GET IN TOUCHShare your story, feedback, or dilemma! Send us a voice note or email us at thequicky@mamamia.com.au CREDITS Hosts: Claire Murphy Guest Host: Ilaria Brophy Guest: Trevor Long & Dr Anna Halafoff Audio Producer: Lu HillBecome a Mamamia subscriber: https://www.mamamia.com.au/subscribeSee omnystudio.com/listener for privacy information.

The Federal Communications Minister says Optus can expect to suffer significant consequences following last week's triple-0 outage, that's been linked to multiple deaths. The Australian Communications and Media Authority [[ACMA]] has launched an investigation into the failure, with authorities looking to obtain significant information from the telco to understand what happened.

Less than two years after an historic outage blocked Australians from contacting emergency services, Optus is once again scrambling to regain the public’s trust. Read more about this story, plus see photos, videos and additional reporting, on the website or on The Australian’s app. This episode of The Front is presented and produced by Kristen Amiet and edited by Lia Tsamoglou. Our regular host is Claire Harvey and original music is composed by Jasper Leak.See omnystudio.com/listener for privacy information.

In this episode:Some background on Zappi and how it provides brands like PepsiCo, McDonald's and Heineken with consumer data and insights to help fuel their advertising (01:00)A review of the celebrity MVNO sector and some other product areas endorsed or owned by celebrities (3:30)Celebrity-focused ads are distinctive, but they don't necessarily provide a near-term sales bump (7:45)How and why the effectiveness of celebrity advertising varies by age group (21:40)Brand recall also differs among age groups (27:30)How Trump Mobile and its golden T1 phone might resonate in the market (30:00)Other ways celebrity MVNOs may try to stand out in the market (35:40) Hosted on Acast. See acast.com/privacy for more information.

In today's MadTech Daily, we discuss Google being fined $36M over Aussie telco deals, Meta planning a fourth AI shake-up in six months, and EU digital rules stalling a US trade statement.

The Cybercrime Wire, hosted by Scott Schober, provides boardroom and C-suite executives, CIOs, CSOs, CISOs, IT executives and cybersecurity professionals with a breaking news story we're following. If there's a cyberattack, hack, or data breach you should know about, then we're on it. Listen to the podcast daily and hear it every hour on WCYB. The Cybercrime Wire is brought to you Cybercrime Magazine, Page ONE for Cybersecurity at https://cybercrimemagazine.com. • For more breaking news, visit https://cybercrimewire.com

Planners talking about brands they've never worked on. This month we talk Travel (Icelandic Tourism & City of Oslo) and Telco (Telstra & the U.S. big three.) Our guest planners are Caleb Smith of W+K, NYC and Rachael Stets of MullenLowe, London. Thanks to System1 and Tracksuit for making this series possible.

This interview is part of a Microsoft Agentic AI Playbook, the download link is below.James Caton interviews Rick Lievano, Telco Industry CTO at Microsoft, on the Agentic trends he is seeing in the Telco Industry;AI Adoption in Telcos: Rick Lievano discusses how telcos are becoming early adopters of generative AI, transforming from traditional communication service providers to digital service providers.AI Agents as Domain Experts: The conversation highlights the deployment of AI agents as domain experts in various telco business processes, enhancing customer service and network operations.Turnkey Solutions Over POCs: Rick emphasizes the shift from proof of concepts to turnkey solutions, as telcos seek scalable, ready-to-deploy AI solutions to drive real business outcomes.Youtube: https://youtu.be/c9ADFN7YQscRick Lievano:https://www.linkedin.com/in/ricklievano/James Caton: https://www.linkedin.com/in/jmcatonAgentic AI Playbook:https://aka.ms/AgenticPartnerPlaybookAll platforms: https://linktr.ee/GenerateNowPodcast

In this episode, Alicia Miller returns to share exciting insights about her new role as Head of Growth Strategy at Aduna Global.The discussion explores Aduna's mission to accelerate the telco network API market by reducing friction and commercializing APIs that are difficult for individual telcos to manage due to antitrust concerns and technical complexities. About Alicia Miller:Global strategic partnerships and business strategy development leader with 15 years experience across industries, including telco network APIs, ecosystem development, and deal negotiation focused on bringing new technologies to market, including 5G and Mobile Edge Compute. Working with some of the largest companies in the world to forge new partnership models and create first-to-market advantage.

Listen in with host Paul Spain and tech journalist Bill Bennett for a thought-provoking discussion on the government's proposed road user charges and what data tracking in vehicles really means for privacy and everyday Kiwis. Motorola's One NZ partnership and new Phone lineup, Privacy Commissioner's new rules on biometric data, the challenges of cloud and data centre infrastructure, Spark's recent business shifts, and why satellite broadband is shaking up the telco market. If you care about privacy, tech innovation, or how global giants and local players are shaping the future, this episode is packed with insights you won't want to miss. Thanks to our Partners One NZ, Workday, 2degrees, HP, Spark and Gorilla Technology

The Cybercrime Wire, hosted by Scott Schober, provides boardroom and C-suite executives, CIOs, CSOs, CISOs, IT executives and cybersecurity professionals with a breaking news story we're following. If there's a cyberattack, hack, or data breach you should know about, then we're on it. Listen to the podcast daily and hear it every hour on WCYB. The Cybercrime Wire is brought to you Cybercrime Magazine, Page ONE for Cybersecurity at https://cybercrimemagazine.com. • For more breaking news, visit https://cybercrimewire.com

Hatem Dowidar, Group CEO of e&, joins Nabeel Albloushi, HSBC's Head of Markets & Securities Services, MENAT, to share insights on the Middle East's tech landscape and how e& made the shift from telecom operator to global technology group.Watch or listen to find out more.This episode was recorded on the sidelines of the HSBC Gulf Cooperation Council (GCC) Exchanges Conference in London on 19 June 2025.Read more about the GCC conference here https://www.business.hsbc.com/campaigns/hsbc-gulf-cooperation-council-conference-gcc Disclaimer: Views of external guest speakers do not represent those of HSBC.

Dave, Esmee, and Rob take a moment to look back on the wild ride that was Season 4—revisiting the themes that sparked the biggest conversations and the guests who left a lasting impression. They also reveal what's on their summer to-do lists and drop a few juicy hints about what's coming in Season 5. Get ready—it's going to be even bigger and bolder.Thank you to all our listeners and guests for joining us in Season 4 - have a great summer and we will see you in September!TLDR:00:40 Season 4 by the numbers – and a fun mix-up with round figures03:20 Reflecting on standout topics and memorable guests03:42 Scaling AI: Hyperscaler narratives, tech momentum, and the adoption gap13:18 Ethics in the AI era – how organizations can and must stay grounded18:12 The human factor: Why “human-in-the-loop” matters more than ever27:29 Sovereignty in tech – geopolitics, shifting narratives, and the rise of Sovereign AI37:16 A deep dive into Telco – highlights from our dedicated mini-series53:48 2025 tech trends with Gene Kim55:33 Listener Q&A: Daniel Delicate on Cynefin vs. IT operating models1:01:44 Andrea Kis on keeping humanity in fast-paced tech1:06:09 Ezhil Suresh on how we prep and record our podcast with top-tier guests1:11:38 John Eaton-Griffin on how guests have shaped our thinking1:17:19 A word from our co-host1:19:57 Looking ahead to Season 5: AAA episodes, new industry mini-series, and Hyperscaler events1:22:09 Meet our new AI companions: Substack and the Cloud Realities chatbot1:23:40 What's next for us this summerHostsDave Chapman: https://www.linkedin.com/in/chapmandr/Esmee van de Giessen: https://www.linkedin.com/in/esmeevandegiessen/Rob Kernahan: https://www.linkedin.com/in/rob-kernahan/ProductionMarcel van der Burg: https://www.linkedin.com/in/marcel-vd-burg/Dave Chapman: https://www.linkedin.com/in/chapmandr/SoundBen Corbett: https://www.linkedin.com/in/ben-corbett-3b6a11135/Louis Corbett:  https://www.linkedin.com/in/louis-corbett-087250264/'Cloud Realities' is an original podcast from Capgemini

SBS Finance Editor Ricardo Gonçalves speaks with Francesco De Stradis from Ord Minnett about the day's sharemarket news including Trump's copper and pharma tariff threats, plys Stephanie Youssef discusses ACMA's latest findings on telco complaints with member Samantha Yorke.

Host Paul Spain is joined by Kieran Byrne, the Chief Technology Officer at One NZ. Listen in as they explore the rise of autonomous vehicles, AI-powered telco networks, and the game-changing impact of Starlink's satellite connectivity for Kiwis. Kieran reveals how AI is transforming One NZ's customer service, infrastructure, and the exciting rollout of Starlink's direct-to-satellite mobile services – a game-changer for rural and remote connectivity – and what to expect as 3G is phased out and 5G coverage continues to grow. Kieran offers a candid look at the challenges and opportunities in modernising legacy infrastructure, plus thoughts on how AI could transform government and the wider tech ecosystem in New Zealand.Special thanks to our show partners 2degrees, One New Zealand, Spark New Zealand, HP, Workday and Gorilla Technology.

In this episode of Cybersecurity Today, hosted by David Shipley, key cybersecurity incidents and threats are discussed. The Canadian Center for Cybersecurity revealed a breach by Chinese state-sponsored hackers of a Canadian telco, with further threats expected to continue targeting Canadian critical infrastructure. The U.S. braces for potential Iranian cyber retaliation following recent attacks on Iranian nuclear sites, with officials urging increased security measures. Meanwhile, a significant vulnerability chain in Sitecore XB has been disclosed, affecting thousands of instances globally with potentially severe repercussions if not patched. Additionally, a sophisticated phishing campaign by Russian hackers bypassed Gmail MFA using app-specific passwords to target high-profile individuals. The episode emphasizes the importance of patching vulnerabilities, enforcing strong security practices, and staying vigilant against evolving cyber threats. 00:00 Introduction and Headlines 00:29 Chinese Hackers Breach Canadian Telco 03:46 US Braces for Iranian Cyber Retaliation 06:50 Sitecore XB Vulnerability Exposed 11:13 Russian Phishing Campaign Targets High-Profile Individuals 15:23 Conclusion and Final Thoughts

In this CPQ Podcast episode, Frank Sohn speaks with Frits Haas, consultant at Twyn.ai—a no-code, AI-powered platform purpose-built for the telecom industry. Based in South Africa and backed by Jurumani with 450+ employees, Twyn.ai delivers a unified OSS/BSS solution that includes CRM, CPQ, order management, help desk, and more. Frits shares how Twyn.ai empowers Tier 1 to Tier 3 telcos and ISPs across Africa, Europe, and beyond—offering end-to-end quoting, product configuration, and proposal workflows powered by NLP and intelligent automation. He explains how the platform's rule-based configurator and geospatial tools help simplify complex telecom offerings, while real-time APIs enable seamless integration with systems like Salesforce, SAP, and Oracle BI. Beyond tech, Frits emphasizes that "people buy from people"—a lesson rooted in his role as a trusted advisor and his passion for competitive mounted archery on his farm near Johannesburg. Tune in to discover how Twyn.ai is changing the CPQ landscape for telcos—one digital twin at a time. This episode is packed with real-world advice for CPQ professionals, ServiceNow customers, and anyone interested in scaling smarter with AI, governance, and business-led configuration.

Bob Dahlstrom launched and co-hosts the Valley's Bits, Bytes & Banter podcast for Valley TeleCom. He shared the ups and downs of podcasting with our live StoryConnect audience.Special: Live at StoryConnect 2025

At Metro Connect 2025, Jason Celaya, Director of Business Development at BroadbandOne, shared insights on the company's growth, strategic partnerships, and innovative Telco as a Service (TaaS) model.In this interview, Jason discussed:BroadbandOne's mission and services, providing next-generation broadband solutions The California expansion and partnership with Etheric Networks, and what it means for the futureBroadbandOne's growth strategy for 2025, including expansion into new marketsHow the award-winning Telco as a Service (TaaS) model is revolutionizing network deployment and benefiting partners and customers

We take a hard look at what went wrong with BCE—and what it means for dividend investors. But this isn't just about one company. It's a full post-mortem on the Canadian and U.S. telco industry. Let's explore how high-yield "deluxe bonds" like BCE, AT&T, and others began to falter. Learn how to spot the red flags before it's too late, and which sectors could take the place of telcos. Make sure to check out the complete show notes. X: @TheDividendGuy FB: http://bit.ly/2Z7Q5gF YouTube: http://bit.ly/2Zs6r1r DividendStocksRock.com

Looking for CPQ solutions and expert advice? In this episode of the CPQ Podcast, we're joined by Julian Hodges, Co-Founder of Sneeyeg, a ServiceNow system integrator specializing in CPQ, billing, and enterprise transformation. With over 20 years of experience from Amdocs, CloudSense, and Salesforce, Julian shares invaluable insights on achieving CPQ success. Discover why strong governance and effective modeling are crucial, and how focusing on business outcomes drives project success. Julian also discusses AI/ML in CPQ for cross-sell and up-sell, the challenges of customization versus configuration, and why large enterprises trust Sneeyeg for CPQ leadership. Tune in for essential CPQ guidance! He also dives into: Sneeyeg's 100% focus on ServiceNow and partnerships with ISVs like Logik.ai and Aria Systems The challenges of customization vs. configuration in modern CPQ implementations How AI/ML is transforming CPQ—especially in cross-sell, up-sell, and retention strategies Why large enterprises in telco, tech, and utilities look to Sneeyeg for CPQ leadership What makes productization a smart move for services firms—and what Sneeyeg is planning next This episode is packed with real-world advice for CPQ professionals, ServiceNow customers, and anyone interested in scaling smarter with AI, governance, and business-led configuration.

Today, we're talking to Tony Speller, SVP of Operation and Engineering at Comcast. We discuss how Comcast is breaking new ground with their $80b project, how AI is supercharging network repair, and why work life balance will never truly work. All of this right here, right now, on the Modern CTO Podcast! To learn more about Comcast, check out their website here. Produced by ProSeries Media: https://proseriesmedia.com/ For booking inquiries, email booking@proseriesmedia.com

Bleeping Computer reported that a China-linked advanced threat group named Weaver Ant spent more than four years in the network of a telecommunications services provider, hiding traffic and infrastructure with the help of compromised Zyxel CPE routers. Confidence Staveley, Africa's most celebrated female cybersecurity leader, is the founder of the Cybersafe Foundation, a Non-Governmental Organization on a mission to facilitate pockets of changes that ensure a safer internet for everyone with digital access in Africa. In this episode, Confidence joins host Amanda Glassner to discuss. To learn more about Confidence, visit her website at https://confidencestaveley.com, and for more on the CyberSafe Foundation, visit https://cybersafefoundation.org.

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