Podcasts about Telco

Welcome back to the Alt Goes Mainstream podcast.We were live from Berlin, which becomes the “capital of private capital” in June as the private equity's industry leaders make the annual pilgrimage to the city for one of the marquee private equity conferences, SuperReturn Berlin.Much of the SuperReturn conference is centered on fundraising. GPs take up every available space — from hotel rooms to Tiny Space cabins that line the parking spots on Budapester Strasse outside of the InterContinental conference venue — to conduct meetings with LPs.With Prosek Partners and former Bloomberg TV journalist Deirdre Bolton as my producer, along with her team, we took over a Tiny Space cabin to hold big conversations with some of the industry's leading alternative asset managers.Our first conversation was with Apax Co-CEOs Andrew Sillitoe and Mitch Truwit.Apax is one of the pioneers in the private equity industry. The firm's rich history dates back to the 1970s, when its founders, Alan Patricof (US), Sir Ronald Cohen (UK), and Maurice Tchénio (France), came together to establish the first US-UK partnership firm in private equity. During that time period, the firm backed Steve Jobs and the first iteration of Apple. The UK and US firms merged in 1981, laying the foundation for Apax.Today, Apax stands at over $80B in aggregate funds raised. The firm underwent its second leadership transition in 2014, when Andrew and Mitch were elected as Co-CEOs, succeeding Martin Halusa, who became Chairman.Apax sits in a unique position. They are a scaled platform that focuses on the middle market. They operate across three sectors, Tech, Services, and Digital / Consumer, infusing a digital DNA and value creation team into everything they do. Their platform spans “a mile wide and a mile deep,” which is what much of the conversation between Andrew, Mitch, and me unpacked.We had a fascinating discussion about the current state of private equity and the middle market, why Apax focuses on “density-driven business models,” why the firm focuses on carveouts in the middle market, what's underappreciated about the middle market, why it's important to “buy in the right neighborhood and fix it up,” and how the firm's core values of “having impact through insight and tenacity” drive every decision they make.BiosAndrew Sillitoe has been Co-CEO of Apax since 2014. He is Chairman of the Apax Global Investment Committee and the Digital Investment Committee, amongst others. He is also a member of the Apax Executive Committee. He has been based in London since joining the Firm in 1998, focusing on Tech & Telco investments.Andrew has been involved in a number of investments including Inmarsat, Intelsat, King, Orange Switzerland, TIVIT, TDC and Unilabs.Prior to joining Apax, Andrew was a consultant at LEK. Andrew holds an MA in Politics, Philosophy and Economics from the University of Oxford and an MBA from INSEAD.BoardsAndrew has previously served on the boards of Inmarsat, King, Intelsat, Orange Switzerland and TDC.Mitch Truwit is Co-CEO of Apax, based in New York.Prior to joining Apax in 2006, Mitch was the President and CEO of Orbitz Worldwide between 2005 and 2006 and was the Executive Vice President and Chief Operating Officer of priceline.com between 2001 and 2005.Mitch is a graduate of Vassar College where he received a BA in Political Science. He also holds an MBA from the Harvard Business School.BoardsMitch serves as a Board member of Openlane and Trade Me. Prior boards include Advantage Sales & Marketing, Assured Partners, Dealer.com, Bankrate, Garda World, Hub International, Trader Canada, Boats Group and Quality Distribution Inc.Mitch serves on the charitable boards of the Apax Foundation, the John McEnroe Tennis Project, Posse and StreetSquash.Thanks, Andrew and Mitch, for a fascinating conversation and for sharing your expertise, wisdom, and passion at the intersection of investing and operating in private equity.Show Notes00:00 Meet Apax co-CEOs, Andrew Sillitoe and Mitch Truwit00:26 Andrew's Origins at Apax00:47 Private Equity Then vs Now01:25 Apax Growth and Values01:45 Curiosity as a Differentiator02:04 Mitch's Operator Background02:56 Why Mitch Joined Apax03:40 Defining the Middle Market04:14 Why Sub-Billion EV Works04:59 Middle Market Talent Gap05:20 Carve Outs as a Strategy05:29 TRADER Corporation - Canada App Turnaround06:12 Scaled Platform Advantage07:14 Digital DNA and AI Wave07:50 Top Line Growth Lever08:36 Add-ons and TAM Expansion09:33 ECI Case Study Roll Up10:07 Integration Over Collection10:28 Exit Options in a Bigger PE World10:59 Building for Multiple Buyers11:45 Fund Size Discipline12:34 Choosing Returns Over AUM13:16 Understanding Firm DNA14:01 Global Micro Investing14:49 Making Global Pods Work15:50 Scale Specialization Flexibility17:08 Where to Invest Now19:23 Buying Complexity for Value20:15 Moats and Investment Committee22:13 Why Middle Market Excites Them23:19 Future of PE and AI at Scale24:50 Impact Insight Tenacity Culture25:54 Obligation to Dissent Story26:55 Aspirational Brand Analogy27:48 Wrap Up and Thanks

Open source engagement is a journey, and it doesn't start with contributing large amounts of code, even if you're a large company.In this segment of the My Open Source Experience podcast Ashan Senevirathne talks about Swisscom's approach to explore and leverage projects from the CNCF ecosystem to build and operate their networks.Learn more about:- OSS projects that are easy to adopt in the telecom ecosystem- OSS projects that are addressing needs that are specific to the telecom segment, such as Nephio- How the telecom industry matured and started to flourish in how they are engaging with open source projects like openStack and Kubernetes- How standards bodies fit in between telecom operators, vendors and the open source ecosystem- The need for standards bodies to evolve faster#opensource #community #collaboration #experience #podcast Hosted on Acast. See acast.com/privacy for more information.

Uno de los privilegios de hacer #Telco #SuperLigero es que puedo hablar con personas que nos cuentan historias muy interesantes sobre #Telco. Una de ellas es Fernando Cano Cádiz, redactor jefe de EL ESPAÑOL, que de vez en cuando nos comparte su tiempo para hablar de una industria que nos apasiona. El EP:246 me parece especialmente interesante porque muestra lo apasionante y en parte impredecible de la industria de la #BandaAncha. Con Fernando hablamos de los temas que, muy probablemente configurarán la agenda en septiembre, tras la vuelta de vacaciones: 1️⃣ El fin del Marco 2️⃣ D2D y el espectro para satélite 3️⃣ Jugar al ajedrez con torres 4️⃣ El decreto de Resiliencia y la visión de la industria 5️⃣ Salida a bolsa de Digi y los nuevos "gigantes" alternativos Mientras grabábamos el episodio, especulábamos sobre el caso SFR y sobre el impacto que tendría la decisión de la comisión. Justo en ese momento la DG7 publicaba su decisión de traspasarlo a la autoridad francesa de la competencia. Que era el escenario que menos nos gustaba!

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5 - Over and out - another telco systems crash by Australian Citizens Party

Clinton has called on Telstra to do better after the Telco confirmed customers would have to reach out to the company in order to receive any compensation.See omnystudio.com/listener for privacy information.

Si hay una frase que se puede repetir en casi cualquier momento de la historia es: "Las cosas ya no son como solían ser". Pero en el caso de la industria de las telecomunicaciones es especialmente cierta en este momento. Xavier Niel ha tomado el 16% de Vodafone que tras un periodo relativamente breve ha vendido e& UAE. De esta manera, Niel será el principal accionista individual de la compañía Anglo/Germana. Pero Niel es el propietario de Iliad que, si se autoriza la compra de SFR, será el tercer operador "convergente" de #EU por número de clientes (sumando sus intereses en Tele2 y eir Ireland; y con otros instrumentos de su cartera controla también Millicom (Tigo) en #LATAM y lifecell Ukraine (en #UKR)). Esta semana también la CNMV ha publicado el folleto de la salida a bolsa en #ESP de Digi Spain Telecom. Señalando a otro jugador "no convencional", en el sentido de que no es el heredero directo de una antigua #PTT pública que está actuando para transformar la industria de la #BandaAncha y que tiene una voz que pide ser escuchada. Los desafíos que están haciendo cambiar la industria existen y no son menores: junto a una dificultad clara para hacer crecer los ingresos esenciales, las demandas para la mejora de la #Consistencia y la #Resiliencia son cada vez más reconocidas por la sociedad. La cuestión clave es: Cuál es la estructura de la industria que va a permitir desarrollar las #InfraestructurasDigitales que necesitamos como sociedades avanzadas? Quiénes serán los ganadores y quiénes los perdedores en ese nuevo marco? Sobre eso hablamos en #Telco #SuperLigero EP:245

Pauline Hanson answers your questions, Sydney's rents hit record highs thanks to Labor's budget. Plus, another Telco outage puts Aussie lives at risk with compensation not guaranteed.See omnystudio.com/listener for privacy information.

Australia correspondent Nick Grimm spoke to Lisa Owen about many Australians finding themselves unable to communicate electronically yesterday after a major outage of services provided by the country's biggest telco.

Coming up, ** Triple Zero concerns deepen after Telstra outage ** Uranium deal signed between Australia and India ** and the NRL admits bunker bungle in last night's Origin decider...See omnystudio.com/listener for privacy information.

Australia's telecommunications network is in the spotlight after a massive Telstra outage on July 8. So how can we avoid these in the future?

Welcome to the day our phones turned into paper-weights thanks to a massive network outage. Also, Prince Harry has lost another enormous battle in the UK, and he’s in England to see it. But not staying with his Dad, obvs. Gen Z has discovered the sacred Gen X texts that are the original series of Sex And The City. And they have plucked out a surprising romantic icon: Steve. Women in office jobs are spending a full workday every single week acting as unpaid therapists for their colleagues. And, the latest billionaire must-have is a “snow room” and it’s definitely time for the one per cent to call a cab. You know, like on Sex And The City. Join the waitlist for Very Peri, Mamamia's exclusive perimenopause series launching very soon. 25 world-leading experts, over 20 on-demand sessions, instant access. We’ve sorted through the noise so you don't have to. Go to veryperi.com.au today. You hot? Same. What To Listen To Next: Listen to our latest episode: Harry’s Trauma Response & Breastfeeding At 49 Listen: Albo’s Kylie Problem & Harry’s Eat Pray Love Moment Listen: Emergency Meeting: Taylor Wedding Debrief With Holly & Mia Listen: The Influencer Who Disappeared & An Outlouder Made Clare Cry Listen: 9 Questions To Ask Before Going 'No Contact' Listen: ‘Old Money’ Face & The Fight Millennials Are Having With Their Parents Listen: “Emotional Blackmail” An Update On Harry’s Visit Home Listen: A ‘Food Free’ House & Everything We Know About Taylor’s Wedding Connect your subscription to Apple Podcasts Check out the Mamamia Out Loud newsletter. Discover more Mamamia Podcasts here including the very latest episode of Parenting Out Loud, the parenting podcast for people who don't listen to... parenting podcasts. SUBSCRIBE here: Support independent women's media You can now watch our show in full length video on the Apple Podcast app - make sure your phone is up to date and we can't wait for you to see Mamamia Out Loud on Apple What to read: Prince Harry's team made an announcement on Monday. Buckingham Palace shut it down within hours. HOLLY WAINWRIGHT: 'King Charles is "furious" with one of his sons. And it's not Harry.' This dress is causing problems. 'I've spent 25 years helping women manage stress. Here's what no one can admit about burnout.' THE END BITS: Check out our merch at MamamiaOutLoud.com GET IN TOUCH: Feedback? We’re listening. Send us an email at outloud@mamamia.com.au Share your story, feedback, or dilemma! Send us a voice message. Join our Facebook group Mamamia Outlouders to talk about the show. Follow us on Instagram @mamamiaoutloud and on Tiktok @mamamiaoutloud Mamamia acknowledges the Traditional Owners of the Land on which we have recorded this podcast.Become a Mamamia subscriber: https://www.mamamia.com.au/subscribeSee omnystudio.com/listener for privacy information.

Home ownership dreams slipping away under Labor, the media covers for Albanese again. Plus, another Telco outage puts Aussie lives at risk.See omnystudio.com/listener for privacy information.

The UK's Cyber Pledge and Cyber Shield Millions exposed in Japanese telco attack China looking to curb overseas model access Get the show notes here: Thanks to our episode sponsor, Vanta Your team just added its 67th AI tool. And unfortunately, also your 67th security blind spot. The good news: The Vanta Agent works like a GRC engineer in the background, finding every app your team uses, scoring the risk, and drafting fixes for you. Vanta is the platform used by over sixteen thousand fast-moving companies like Ramp, Cursor, and Harvey who are shaping the future with AI, AND staying ahead of AI risk. Get started at vanta.com/headlines. 

The government doubles down on a decisive welcome to country ceremony, Telco outages impact thousands. Plus, Prince Harry loses privacy court case.See omnystudio.com/listener for privacy information.

Coming up, ** A Federal Minister's probe into major Telco Outage ** An Australian arrested for illegally voting in the U-S ** and Origin fever ramps up in Brisbane ahead of tonight's decider...See omnystudio.com/listener for privacy information.

Welcome to your afternoon podcast. A snapshot of the latest stories.. ** Telco sorry for major outage ** Strikes against Iran resume ** The Prime Minister's rugby league diplomacy The biggest news stories delivered three times a day with reports from across Australia and overseas. Subscribe now to make it part of your daily news diet.See omnystudio.com/listener for privacy information.

Los veranos en #Telco #ESP tienen sus tradiciones: Presentar el #PlanVerano para reforzar las redes en zonas turísticas, preparar la campaña de la #VueltaAlCole que en septiembre supone el pico de captación #BAF del año (todavía). También comentar el DigitalES #Summit, preguntarse qué operaciones corporativas se dispararán en #Otoño y si, alguna vez, la competencia en precios bajará. Pero nosotros tenemos una también, junto al #Solsticio y las hogueras por #SanJuan miramos los datos anuales de la CNMC (Comisión Nacional de los Mercados y la Competencia) y comentamos con vosotros los que solo se ven una vez al año. Así que hoy podremos hablar, con una perspectiva que se reserva para el mes de julio, de las distintas capas de #Infraestructura que forman la industria: el tráfico de datos, el número de estaciones base, las canalizaciones, los emplazamientos, los cables de fibra oscura e iluminada. Y hablamos del empleo el #CAPEX. De esto hablamos en el EP244 de #Telco #SuperLigero. Recordad que hay más datos que solo se encuentran en la versión #PDF del informe!

“My next guest needs to introduction”... James Crawshaw has been a prolific writer, researcher, and consultant for the Telco industry as long as the modern Telco has existed. In this episode, we talk about the history of technology, what changes and what doesn't, and what the future holds for investors, consumers, and tech entrepreneurs alike.

Los pasados días 24 y 25 fue en #MAD el #DigitalesSummit de DigitalES. Solo pasa una vez al año que puedas escuchar a la abrumadora mayoría de los #CEO´s de la industria de la #InfraestructuraDigital, así que asistir merece la pena! Felicidades a los organizadores y a todos los ponentes por las cosas interesantes que contaron. Para el EP 243 de nuestro #podcast #Telco #SuperLigero hemos preparado un episodio con lo que más nos llamó la atención con lo que oímos y de lo que no oímos. Seguro que hemos olvidado montones de cosas, y seguramente habremos entendido mal otras muchas. Pero seguro que podéis compartirnos lo que falta. Para qué sirven este tipo de eventos? 1️⃣ Dotar a la industria de una visibilidad social 2️⃣ Expresar las prioridades de la industria sobre todo a las administraciones, pero también a los reguladores 3️⃣ Fijar la agenda para el próximo curso a cerca de sobre qué se va a debatir en público Y qué conversaciones se nos anunciaron? A) Tecnología Dual y Defensa B) Satélite y la transformación C) Duct and Poles D) Resiliencia E) Lo innombrable

La cobertura #5G en #ESP es (a 2Q25) del 99,27%. Sin embargo, sólo el 22% del tráfico que cursan las redes móviles en #ESP es #5G (4Q25). El tiempo en #5GSA en #ESP es del 9,3%, el tercero más alto, pero la posición en el ranking de Excellent Consistent Quality #ECQ es la 48 del mundo, con un 82,8%. Por qué pasa esto? y sobre todo, qué quiere decir? La respuesta es complicada: la cobertura en #5G, el tiempo en que los terminales de los clientes ven esa red y el tiempo que efectivamente la usa, y cuándo deciden que esto pase con #5GSA son magnitudes que no tienen una relación directa. Depende fundamentalmente de la existencia de terminales adecuados, pero también de la estrategia, o la táctica, de los operadores. Un reciente informe de Opensignal trata de alumbrar al respecto. Y hay algunas ideas clave: 1️⃣ El despliegue de #5GSA parece responder más bien a condicionamientos tecnológicos que cada operador responde de manera diferente. Las estrategias de Orange y MasOrange parecen divergentes. Telefónica juega un partido en #ESP y otro en #DEU o #UK 2️⃣ La relación para los niveles actuales de cobertura y penetración entre el despliegue de #SA y métricas de calidad como el #ECQ parece leve. Sin embargo en #ESP si hay una clara diferenciación entre los operadores. 5 años después del lanzamiento somos testigos de la puesta en marcha de los primeros servicios que usan características avanzadas del #SA (como la conectividad diferenciada). Pero si centramos la conversación en KPI como la cobertura #5GSA probablemente estemos dejando de lado otras como contar con redes en las que podamos confiar, más todavía que ahora, e incluso que se comporten con #resiliencia en condiciones de estrés.

The new partnership between Google and Avid is driving innovative new workflows in news and post production. Generative AI from Google Gemini will be available directly in Media Composer, and Google search is powering content discovery in Avid Content Core to deliverefficiencies for production teams. In this episode, we explore the partnership, the practicalities of what AI in production can bring, and why it remains critical that AI is an assistant to the editor or the journalist, not the one who is in control. Anshul Kapoor | Head ofMedia, Telco and Games (TMEG) Market Development, Google Cloud Anshul is a media and entertainment executive with a passion for helping media companies build differentiated video services in the market. Anshul heads media solutions forGoogle Cloud globally and additionally heads TMEG Business Development in EMEA.In his role, Anshul is responsible for helping Telco, Media and Gaming companies leverage Google Cloud's cutting-edge AI technology to create innovative and engaging consumer experiences for their audiences, demonstratingsignificant business impact. He also identifies and capitalizes on new opportunities in the cloud across the Google ecosystem, particularly in the realm of AI-driven solutions.Prior to joining Google Cloud, he held various leadership roles at Ericsson, including general manager for its online video and media business.Guillaume Aubuchon, Avid VP of Product ManagementGuillaume leads product for the editorial and newsroom core at Avid—the tools professional editors and broadcasters use to make the content you watch. He is working to bring agentic AI into that workflow without breaking what makes it trustworthy. The first of these shipped at NAB 2026: Google Gemini integrated directly inside Avid Media Composer,driving persona-driven editor workflows and an AI recommendation engine that accelerates content discovery and rough-cut assembly inside editors' nativeenvironment. Beyond Media Composer, he drove the design of an autonomous newsroom assistant—a Gemini-powered agent that parses live feeds and metadata to propose structural story assemblies, with the editor holding final creativecontrol before anything reaches broadcast. Strict human-in-the-loop, designed for the regulatory and editorial standards broadcasters require. Anna Buzzard, Avid Senior Product ManagerAnna leads the international teams developing Avid Content Core and MediaCentral. With more than 15 years of experience in the broadcast, news, and sports industry, she is a highly creative, energetic, and passionate professional. Her background lies in product design, product strategy, Agile methodologies, pre-sales, and people management. More ResourcesFor more on this topic, check outAvidContent Core – Discover more about Avid's award-winning Content Data Platform for media productionMedia Composer Extensions– Get the latest updates on hundreds of partner extensions in the works Video Post Production– Get the latest updates on Media Composer and AI-powered workflows Contact UsQuestions? Comments? Cool ideas? Get in touch:makingthemedia@avid.com.Follow Avid at @avid.CreditsHost: Craig Wilson Production team: Owen Lynch and Wim Van den BroeckTheme Music: Greg “Stryke” Chin

En la madrugada del sábado 6 de junio o ya en la mañana del domingo 7 se cerró en París un movimiento que alterará el esquema de las telecomunicaciones #EU en los próximos años: La compra de SFR por parte de un consorcio formado por sus competidores: Bouygues Telecom, Free y Orange. Son con 20,3 G€ con un posible #earnout que llevaría la operación a 21G€ y supone un reparto milimétrico de los activos de #red, que ya forman parte de una compleja trama de compartición, pero, sobre todo de los clientes, que se reparten esencialmente por marcas. Si la operación se aprueba, y el gobierno francés ya la ha saludado efusivamente, alterará esencialmente el mercado en #FR, pero sobre todo es el #blueprint para la consolidación europea, y de manera muy particular la #ESP. La operación apunta a la generación de sinergias muy importantes, asociadas fundamentalmente a #Red e #IT (sí, #IT) y coloca a los reguladores ante una situación inédita: ¿Qué remedies aprobar si todos los tomadores ya los han negociado? Para gobiernos y reguladores, y para la sociedad en su conjunto, queda una idea clave: ¿Cómo explicitar que este movimiento consigue, como asegura, mejorar la calidad, la inversión, y de manera crucial, la resiliencia, de una infraestructura crítica? Es el #EP 241 de #TelcoSuperLigero!

Esta semana se ha publicado el informe sobre #ExperienciaMóvil de Opensignal para #ESP. Es una publicación que esperamos cada año (antes era semestral) y que nos da detalles a nivel de operador y de ciudad. A nosotros nos gusta especialmente porque nos permite entender mejor las distintas estrategias de los operadores y cómo éstas afectan a la experiencia de cliente. Y también nos deja ver cómo esas estrategias llevan trayectorias diferentes y cómo cambian con el paso del tiempo. Este año algunas ideas clave: 1️⃣ Por primera vez aparece Digi Spain Telecom como operador móvil. Sus datos cuentan, a su vez, múltiples historias 2️⃣ Desplegar #5G #N78 tiene impacto en la experiencia de cliente 3️⃣ La infraestructura física, su número y densidad, es determinante para todos los aspectos de la experiencia. Tanto para los tradicionalmente asociados a #FuerzaBruta como cobertura y velocidad como otros más sutiles y optimizables como la consistencia y la fiabilidad. En nuestra opinión son estos últimos los que, cada vez más, decidirán el partido 4️⃣ Desplegar redes ya no es lo que era. Ahora se hace de otra manera, y eso produce cambios para los que debemos prepararnos. Y, aun así, las redes móviles son especialmente difíciles Hay algunas cosas que no entendemos y para las que nos gustaría oír vuestra opinión.

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Transcurridas las dos jornadas del Telco IA LATAM 2026, la industria dejó en claro que el reto ya no pasa por entender si la IA funciona, sino por resolver el entramado operativo, humano y ético que exige su integración definitiva. Por eso, en este podcast de viernes, repasaremos algunas de las conclusiones y de sus desafíos, que van de la ejecución y escalabilidad, hasta la gobernanza y la sostenibilidad; sin dejar de obviar las preguntas existenciales, sobre si la infraestructura está lo suficientemente preparada para soportar el procesamiento constante que exige el núcleo de una red inteligente. Inteligente es no faltar este viernes al podcast; te esperamos.

A billion-dollar telecom merger has collapsed, a data-centre REIT is rethinking its strategy, and one of Singapore’s transport giants is facing fresh doubts - what should income investors do now? Hosted by Michelle Martin with guest Willie Keng, Founder of Dividend Titan, this episode examines the fallout from the failed Simba-M1 merger and what it could mean for Singapore’s telecom sector, Keppel and future industry consolidation. Michelle and Willie unpack why investors are reassessing Mapletree Industrial Trust after weaker earnings, pressure on distributions and concerns surrounding its North American data-centre portfolio. They also discuss why ComfortDelGro shares have come under pressure despite the company’s overseas expansion strategy. The conversation explores how regulators balance competition, infrastructure investment and consumer interests when evaluating major telecom transactions. Plus, what dividend investors should focus on beyond headline yields when assessing long-term income opportunities.See omnystudio.com/listener for privacy information.

La salida a bolsa de #SpaceX es una de esas cosas que retratan, para bien y para mal, el tiempo que nos ha tocado vivir. Que la IPO más grande de la historia, con una valoración de 1,75 T$, mezcle cohetes y #AI y que presuma de apuntar a un mercado de 28,5 T$, mientras que incluye un "pequeño" negocio de telecomunicaciones que, simplemente, aspira a todo el mercado global; es un ejemplo de las cosas que están por venir. Es precisamente de ese negocio #Starlink del que hablamos. Y para hacerlo lo comparamos con otros, más mundanos, como Telefonica o Digi Spain Telecom #ESP. El #CAPEX de #Starlink fue en 2025 de aprox 4G$. El de Telefonica de 1,9 G$. Starlink solo puede crecer pero estos niveles de #CAPEX si son de este mundo, incluso de este continente. El servicio móvil está en su infancia, con "solo" 605 satélites desplegados y soporte para servicios de mensajería. Para desplegar uno 5G y con verdadero enfoque #BAM SpaceX encontrará la misma barrera de entrada que los operadores terrestres: El #Espectro, incluso después de haber pagado 19G$ por las licencias de EchoStar Corporation. Ahora a los #Telcos les toca decidir cómo jugar sus cartas ante un nuevo jugador que en #BAF ya es creíble y muy exitoso (como muestran los datos de #COL, por ejemplo) y que muestra una ambición desmedida. De eso hablamos en el EP:230 de nuestro #podcast #Telco #SuperLigero 

ASX-listed Tuas has seen its shares fall 63% after Singapore's regulator warned that its $1.5 billion merger is on the ropes. Birkenstocks are falling… falling more than 14%.... and hitting record lows…as its luxury status is being called into question. Everlane, the brand that built its whole identity on radical sustainability, has just been acquired by Shein. _ Download the free app (App Store): http://bit.ly/FluxAppStore Download the free app (Google Play): http://bit.ly/FluxappGooglePlay Daily newsletter: https://bit.ly/fluxnewsletter Flux on Instagram: http://bit.ly/fluxinsta Flux on TikTok: https://www.tiktok.com/@flux.finance —- The content in this podcast reflects the views and opinions of the hosts, and is intended for personal and not commercial use. We do not represent or endorse the accuracy or reliability of any opinion, statement or other information provided or distributed in these episodes.See omnystudio.com/listener for privacy information.

In this episode, Tessa Burg talks with Fabio Ranieri, Head of AI Content Transformation at HP, about what it really takes to create content at scale without losing relevance. Fabio explains why better content doesn't come from simply making more of it. But rather it comes from better inputs, better audience understanding, and better systems that help marketers create content that fits the product, the customer, and the moment.  Fabio makes a strong case for why AI should free marketers up to focus on bigger ideas, sharper insights, and stronger customer experiences. It's a smart, grounded conversation for anyone trying to move past the hype and use AI in a more meaningful way. Leader Generation is hosted by Tessa Burg and brought to you by Mod Op. About Fabio Ranieri: Fabio is a growth and innovation leader with 18 years of global experience in product marketing, partner marketing, category management, and go-to-market strategy across B2B, B2C, e-commerce, SaaS, Telco, and consumer product sectors. Known for turning ambiguity into opportunity, he specializes in launching and scaling new experiences and products, driving digital transformation, and orchestrating high-impact GTM strategies across highly complex organizations. He's led end-to-end initiatives that delivered real business outcomes—from redesigning HP's global e-commerce channel experience, launching and leading new product lines and categories, to introducing Intuit QuickBooks' new mid-market offering. Always action-oriented, analytical, and creative, Fabio bridges the gap between product, marketing, and sales to maximize impact. He can be reached on LinkedIn.  About Tessa Burg: Tessa is the Chief Technology Officer at Mod Op and Host of the Leader Generation podcast. She has led both technology and marketing teams for 15+ years. Tessa initiated and now leads Mod Op's AI/ML Pilot Team, AI Council and Innovation Pipeline. She started her career in IT and development before following her love for data and strategy into digital marketing. Tessa has held roles on both the consulting and client sides of the business for domestic and international brands, including American Greetings, Amazon, Nestlé, Anlene, Moen and many more. Tessa can be reached on LinkedIn or at Tessa.Burg@ModOp.com.

475 G€ en los próximos 10 años es mucho dinero. Incluso si cuentas con que los #Telcos van a invertir 270 ese mismo período te siguen faltando 205. Pero esa es la cantidad que estima la GSMA que será necesario invertir si #EU quiere contar con las mejores redes del mundo. Al nivel de los países que más invierten. Si bien la cuantificación es nueva, y muy valiosa, los argumentos en los que se basa son ya un clásico en la política regulatoria: #EU se está quedando atrás en #infraestructuraDigital y si queremos evitar caer en un círculo vicioso debemos actuar ahora. Sólo se puede estar de acuerdo con esa afirmación, pero probablemente haya llegado el momento de plantear otras preguntas con otras visiones: 1️⃣ Con lenguaje de infraestructura y no tanto en términos de futuras mejoras. Tenemos que hablar de emplazamientos, líneas de transmisión, fibra, cobertura en interiores, capacidades, saturación... 2️⃣ Respondiendo a preocupaciones reales ante situaciones que cada día son más frecuentes, abordando seriamente cuestiones como la #resiliencia que van más allá de poner decenas de miles de baterías. Sobre todo esto hablamos en #Telco #SuperLigero EP:238. Leed el informe porque es muy interesante!

Shaun Dendere of L7 Prime on SA telco results: Vodacom on Monday and MTN on Tuesday, are there opportunities in the sector? Octodec CEO Jeffrey Wapnick shares insights on the group's latest results. Plus, Abhishek Amichand of Sanlam Alternative Investments weighs in on private credit lending and how South African investors need to find a local solution.

How do you update a network without downtime? This week, Technology Now is diving into the world of telcos and how they keep critical infrastructure running while continuing to improve their systems. We ask how silos have been used historically by telcos, how AI and cloud are being embraced and how you manage the switch from old to new architecture without impacting users. Franz Seiser, Head of the Data Tribe at Deutche Telekom, tells us more.This is Technology Now, a weekly show from Hewlett Packard Enterprise. Every week, hosts Michael Bird and Sam Jarrell look at a story that's been making headlines, take a look at the technology behind it, and explain why it matters to organizations.About Franz:https://www.linkedin.com/in/franz-seiser-658b94/

2,5% Zinsen p.a. auf ein unbegrenztes Guthaben mit bis zu fünfmal der gesetzlichen Einlagensicherung*. Auch für Kinder. Das gibt's bei Scalable Capital. ⁠Mehr Infos hier. Nike crasht auf niedrigsten Stand seit 2014. SpaceX plant Rekord-IPO. Intel kauft Fabrikanteile zurück. Eli Lilly mit neuer Abnehmpille. Goldman Sachs feiert Rheinmetall. Chelsea mit Rekordverlust. Waymo-Taxis streiken in Wuhan. CK Hutchison (WKN: A14QAZ) gehört dem “Warren Buffett Asiens” und verkauft sein Imperium in Einzelteilen. IPOs im Einzelhandel und Telco geplant. Die Börse zahlt nur ein Drittel des Buchwerts. Bitcoin dümpelt unter 70.000 $ mit dem niedrigsten Handelsvolumen seit Januar 2024. Prediction Markets boomen, Quantencomputer bedrohen die Sicherheit und MercadoLibre stellt seinen Krypto-Coin ein. Diesen Podcast vom 02.04.2026, 3:00 Uhr stellt dir die Podstars GmbH (Noah Leidinger) zur Verfügung. *Veränderlicher Zins auf unbegrenztes Guthaben. Konditionen sowie Guthabenverteilung auf ⁠scalable.capital/tagesgeld⁠. Learn more about your ad choices. Visit megaphone.fm/adchoices

Innovation occurs across many areas, and compliance professionals need not only to be ready for it but also to embrace it. Join Tom Fox, the Voice of Compliance, as he visits with top innovative minds, thinkers, and creators in the award-winning Innovation in Compliance podcast. In this episode,  host Tom visits with Aravind Parthasarathy, Vice President, Client Partner for Telco & Tech at NewRocket, a ServiceNow implementation company focused on helping large enterprises adopt agentic AI. They discuss the shift from viewing AI as a tool to treating it as an operator with humans as mentors handling exceptions, and what this means for compliance, GRC, and risk management. Aravind contrasts minimum viable product (MVP) with minimum viable function (MVF), emphasizing end-to-end autonomous business functions, probabilistic performance, and continuous learning. They cover governance needs, including guardrails, policy-as-code, auditability of agent decisions, model drift monitoring, and automated “trust but verify.” Aravind provides a telecom outage-troubleshooting example with compliance notification obligations, addresses board-level AI governance using emerging standards like ISO 42001, suggests KPIs (accuracy, autonomy), recalibrates operational metrics, and introduces “context graphs” to capture decision data over time. Key highlights: AI From Tool to Operator Compliance in the MVF Era Trust but Verify at Scale Scaling to Multi-Agent Systems Board Level AI Governance Misconceptions and Practical Next Steps Resources: Aravind Parthasarathy on LinkedIn: https://www.linkedin.com/in/aravindsarathy/ New Rocket Website: https://www.newrocket.com/ Innovation in Compliance is a multi-award-winning podcast that was recently ranked Number 4 in Risk Management by 1,000,000 Podcasts: https://www.millionpodcasts.com/Risk-Management-podcasts/

This episode dives into how AI and people-first thinking can drive successful business transformation. Alex Nelles shares real stories, lessons learned, and practical advice on leading change, building trust, and making technology work for everyone.  About the guest:  Alex is an experienced executive with over 20 years of business and IT experience across industries like Telco, Retail, Travel, and Healthcare. He is passionate about helping companies create real value by improving how they work and by guiding them through digital transformation. Alex focuses on building smart, practical strategies using modern digital technologies. His goal is simple: help organizations improve quality, stay ahead of competitors, and grow their profits in a sustainable way. He believes that successful transformation always starts with people and then uses technology, including AI, to support and scale that change.  Relevant links: https://www.linkedin.com/in/alexnelles/ https://www.alexnelles.com Keay Take-aways: People drive transformation: Focus on employees and their needs to create real value and successful change. Start small with AI: Solve simple use cases first and learn step by step to avoid being overwhelmed. Communication is key: Explain the vision clearly and involve staff early to reduce fear and build buy-in. Chapters: 0:00 - Intro 0:35 - Exploring AI and Human-Centric Transformation 3:07 - The Importance of People in AI Implementation 6:49 - Understanding Generative AI's Impact 8:57 - Building a Robust AI Architecture 10:30 - Adapting to Rapid AI Changes 13:18 - Fostering Human-Centered Transformations 22:01 - Successful Use Cases: Clara, the Digital Employee 27:30 - Key Takeaways for Transformation Success 28:37 - Conclusion Please, hit the follow button and leave your feedback: Apple Podcast: https://www.cxgoalkeeper.com/apple Spotify: https://www.cxgoalkeeper.com/spotify About the host: Gregorio Uglioni is a seasoned transformation leader with over 15 years of experience shaping business and digital change, consistently delivering service excellence and measurable impact. As a Partner at Forward, he is recognized for his strategic vision, operational expertise, and ability to drive sustainable growth. A respected keynote speaker and host of the well-known global podcast Business Transformation Pitch with the CX Goalkeeper, Gregorio energizes and inspires organizations worldwide with his customer-centric approach to innovation. Follow Gregorio Uglioni on Linkedin: https://www.linkedin.com/in/gregorio-uglioni/

Rassegna stampa economico-finanziaria del 27 Marzo 2026, strutturata per macro-temi e basata sulle principali testate giornalistiche nazionali. Investimenti, mercati e scenario macroTestate coinvolte: Il Sole 24 Ore / Il Messaggero / Italia Oggi / L'Espresso / MF• Ocse: inflazione globale più alta, crescita italiana ancora debole. L'Ocse stima nel 2026 un'inflazione al 4,0% nel G20 (+1,2 punti rispetto alle stime precedenti), con gli Usa al 4,2% nel 2026 e poi 1,6% nel 2027. Per l'Eurozona la stima sale al 2,6% nel 2026 e scende al 2,0% nel 2027. Per l'Italia, crescita attesa al +0,4%, mentre il Governo continua a puntare a +0,5%. Segnale positivo: l'economia italiana resta in area crescita, ma con margini di sicurezza molto ridotti.  • Finanza pubblica italiana sotto pressione, ma il rientro del deficit sotto il 3% non è escluso. Il deficit 2025 Istat è indicato al 3,1% del Pil; alla Ragioneria viene giudicato “possibile” un ritorno al 3,0% dopo la notifica Eurostat attesa tra 20 e 21 aprile, con possibile slittamento del Documento di finanza pubblica rispetto alla scadenza ordinaria del 10 aprile. Il Governo aveva fissato in autunno una crescita 2026 al +0,7%, ora limata a +0,5%.  • Scenario energetico come principale variabile di rischio. Secondo Il Sole 24 Ore, se petrolio e gas tornassero ai livelli di fine 2025 entro l'autunno, il +0,4% di Pil resterebbe raggiungibile; con petrolio stabile attorno a 100 euro/barile la crescita italiana scenderebbe di 0,1 punti; con Brent a 110 euro la recessione diventerebbe più netta, fino a -0,4%. Indicazione utile: la protezione del margine industriale passa sempre più da hedging energetico e pricing dinamico.  • Mercati: guerra e tassi hanno già colpito gli asset risk-on. Dall'inizio del conflitto, i listini Ue risultano in calo di circa -8%; secondo L'Espresso il petrolio è salito del 50%, il gas del +80%, con il greggio attorno a 110 dollari/barile. A Milano il ribasso azionario è indicato al -9%, mentre i rendimenti a lungo salgono di quasi 30 pb sui Btp decennali e 40 pb sui Bund decennali tedeschi. Quadro severo, ma non ancora assimilabile a uno shock sistemico 2008/2022.  • Usa: rischio recessione in aumento, ma non scenario base. Il Messaggero riporta 48% di probabilità di recessione Usa a 12 mesi secondo Moody's Analytics e 30% secondo Goldman Sachs; lo S&P 500 è indicato a -6% in un mese. Per i business export-oriented resta una finestra positiva: la debolezza Usa non equivale ancora a crollo della domanda globale, ma impone selettività su mercati e settori.  • Banca di Francia: uscita dall'oro detenuto negli Usa con forte impatto contabile. MF segnala una plusvalenza di 12,8 miliardi di euro che consente a Banque de France di chiudere il 2025 con utile di 8,1 miliardi, dopo una perdita di 7,7 miliardi nel 2024. L'operazione riguarda 129 tonnellate, pari al 5% delle 2.437 tonnellate complessive francesi. In parallelo la Fed chiude il 2025 con perdita operativa di 18,7 miliardi di dollari, dopo 77,6 miliardi nel 2024 e 114,3 miliardi nel 2023: segnale di pressione strutturale sui bilanci delle banche centrali in regime di tassi elevati.  Industria, territori e competitivitàTestate coinvolte: MF / Domani / Riformista l'Economista• Veneto: ripresa moderata ma base occupazionale forte. MF stima per il 2026 una crescita dell'economia veneta dello 0,8%; il 2025 si sarebbe chiuso con Pil a +0,5%. Il tasso di occupazione regionale è al 69%, contro il 62,5% nazionale; la disoccupazione è al 3,1% contro il 5,8% italiano. Il bilancio regionale vale 19 miliardi. Indicazione positiva: resta uno dei pochi ecosistemi territoriali con mix favorevole di export, lavoro e investimenti pubblici.  • Pacchetto infrastrutture e sociale in Veneto con numeri già allocati. Stanziati 69 milioni per assistenza agli anziani, 38 milioni per scuole dell'infanzia, 17,5 milioni per medicina territoriale, 50 milioni per piano casa e social housing, 6 milioni di fondo di garanzia per accesso al mercato dei capitali e 3 milioni per startup. Criticità strutturale: entro il 2030 il Veneto potrebbe trovarsi con 280.000 lavoratori in meno.  • Bollette e rilancio: focus su energia e competitività. Domani riporta che il Governo valuta il “disaccoppiamento” per abbassare i costi energetici e segnala una richiesta all'Europa di riprogrammazione di oltre 7 miliardi di euro da destinare a competitività delle imprese, alloggi a prezzi calmierati e interventi sul fronte idrico. Lettura business: la leva energia torna centrale nelle policy industriali nazionali.  • Medio Oriente sempre più hub logistico-energetico. Riformista l'Economista evidenzia che l'interscambio tra GCC e Unione europea vale circa 197 miliardi di dollari; il commercio intra-Golfo ha raggiunto 146 miliardi di dollari nel 2024. Per l'Italia, export verso gli Emirati Arabi Uniti oltre 9 miliardi di dollari nel 2024 e interscambio bilaterale vicino ai 10 miliardi; export verso l'Arabia Saudita oltre 6,5 miliardi di dollari. Segnale positivo: per manifattura, logistica, tecnologia e lusso il Golfo resta una piattaforma di crescita, non solo un mercato finale.  • Accordo Italia-UAE e posizionamento strategico. Sempre dal Riformista l'Economista emerge un accordo Italia-Emirati su cooperazione e investimenti per circa 40 miliardi di dollari, con extra-export italiano verso paesi extra-Ue in crescita del 4,6% nel 2025. In un contesto in cui oltre il 60% delle importazioni strategiche italiane arriva da aree geopoliticamente sensibili, la costruzione di partnership resilienti è un driver competitivo, non solo diplomatico.   Fisco e normativaTestate coinvolte: Il Sole 24 Ore / MF / Riformista l'Economista• Microcontrolli fiscali: leva ad alta resa per l'Erario. Il Sole 24 Ore segnala che nel 2025 i microcontrolli sulle dichiarazioni hanno generato 8,7 miliardi di euro di incassi, su un totale di 36,2 miliardi dalla lotta all'evasione. Sono stati inviati 8,7 milioni di avvisi di irregolarità, con un recupero medio di circa 1.000 euro per segnalazione. KPI molto rilevante: il Fisco sta migliorando efficienza e granularità dell'azione, più che alzare il livello di conflittualità.  • Base dati fiscale sempre più estesa. Sotto osservazione 53,1 milioni di dichiarazioni relative agli anni d'imposta 2022-2024; nel 2025 l'attenzione si è concentrata sul 2023 con oltre 30 milioni di posizioni verificate. La messa a disposizione dei dati per la precompilata è indicata entro il 30 aprile.  • Data-driven tax administration. L'Agenzia fa leva su oltre 90 milioni di gigabyte di dati, 2,4 miliardi di fatture elettroniche gestite via SdI e 189 milioni di corrispettivi telematici; dai flussi F24 emergono quasi 600 miliardi di versamenti spontanei e diretti. Implicazione positiva per le imprese compliant: aumenta il valore competitivo di governance amministrativa, qualità dei dati e presidio preventivo degli errori.  • Supervisione finanziaria: torna il tema IVASS-Bankitalia. MF riporta che dal 1° aprile Paolo Angelini assumerà la carica di direttore generale di Bankitalia e, per effetto delle recenti nomine, si riapre il dossier sull'eventuale incorporazione di IVASS in Banca d'Italia. Nessun impatto immediato, ma tema da monitorare per assicurazioni, bancassurance e architettura dei controlli.  Banche, credito, tecnologia e regolazioneTestate coinvolte: MF / Riformista l'Economista• Big Tech: la condanna di Meta e Google apre un nuovo fronte di compliance. MF sottolinea che il rischio legale non riguarda più solo i contenuti, ma il design dell'esperienza utente e i sistemi di raccomandazione. L'effetto business atteso è un aumento strutturale dei costi di compliance, accountability di prodotto e contenzioso. Opportunità: per operatori europei e B2B regolati, la convergenza con DSA e AI Act può rafforzare barriere d'ingresso e vantaggi reputazionali.  • Telco: sicurezza e 5G aumentano il fabbisogno di investimento. Riformista l'Economista evidenzia che NIS2 e Cybersecurity Act spingono nuovi obblighi su supply chain, audit, reporting e resilienza delle reti. Non vengono indicati importi di settore, ma il punto chiave è netto: la modernizzazione del 5G standalone richiede capitali aggiuntivi in un mercato già segnato da margini compressi. Lettura positiva: chi riuscirà a sostenere capex e compliance potrà consolidare quote.  • Sovranità tecnologica europea: da tema industriale a tema di sicurezza economica. Il Riformista l'Economista lega direttamente cyber, difesa, dati e infrastrutture. Il messaggio manageriale è chiaro: tecnologia, cloud, reti e AI non sono più funzioni accessorie ma asset core per continuità operativa e presidio del rischio sistemico.  Energia, difesa e geopolitica economicaTestate coinvolte: Avvenire / Italia Oggi / Domani / L'Espresso / Riformista / Il Sole 24 Ore• Difesa in forte aumentoItalia al 2% del PIL (45 mld), ma possibile salita al 5% entro il 2035 (≈145 mld) → la difesa diventa strategica e strutturale.• Geopolitica frena l'economiaCrisi Iran-Hormuz rallenta crescita (Italia +0,4%) e alza inflazione → impatto diretto su PIL e prezzi.• Industria in difficoltà, Israele resisteLavoro, formazione e capitale umanoTestate coinvolte: Il Sole 24 Ore / MF• Oggi più studenti, ma futuro criticoIscritti in aumento (2,05 mln), ma nei prossimi 20 anni -35% matricole e tanti abbandoni → meno laureati.• Problema competenze e lavoroForte mismatch: calo studenti (soprattutto al Sud) + carenza lavoratori (es. Veneto -280k) → le aziende dovranno formare internamente.

Episode 261: What if you could use AI-generated customer twins to test value propositions, pricing, and demand before you go to market? That is the idea my Bain colleague Andy Pierce is exploring. Synthetic customers can help teams move faster, pressure test offers, and simulate trade-offs much faster and at far lower cost than traditional research alone. Says Andy, "You can do things at half the time and a third the cost. You can be a hero internally by helping your business functions get to success better, faster, cheaper." But synthetic customers can also mislead you if you treat them like magic. Left ungrounded, large language models tend to be overly positive, can drift over time, and may reflect bad data rather than real human behavior.  To put theory into practice, we'll explore a 24-month telco case study that ran in parallel with a synthetic panel and hit ~85% overlap with human survey responses after confronting both bias and brown-nosing behavior. Guest: Andy Pierce, Partner, Bain & Company Host: Rob Markey, Partner, Bain & Company Give Us Feedback: Help us improve the podcast here: https://bit.ly/CCPodcastFeedback Time-Stamped Topics: 00:00 — Value proposition basics and the design target question 00:05 — Pricing as the most natural lever and why finance often doubts research 00:09 — Early LLM experiments 00:10 — Telco case study 00:12 — Over-positivity and tuning to an ~85% survey overlap 00:14 — Quarter-by-quarter improvement 00:35 — Rational vs. experiential vs. emotional  Time-Stamped Quotes: [32:00] "We've already started to see a world where I can train an LLM on a new idea, develop a new value proposition—or an extension to an existing value proposition—and instead of trying to predict the research outcome, I'm trying to predict actual sales in the marketplace." [37:00] "It's not good enough to just create the persona … you still have to test against real humans." [38:00] "Synthetic customers are here to stay. It's not a fad. And clients are already using them to build a competitive advantage." Resources Referenced on Today's Show: Generative Agent Simulations of 1,000 People — https://arxiv.org/abs/2411.10109 Simulating Human Behavior with AI Agents — https://hai.stanford.edu/assets/files/hai-policy-brief-simulating-human-behavior-with-ai-agents.pdf How Synthetic Customers Bring Companies Closer to the Real Ones — https://www.bain.com/insights/how-synthetic-customers-bring-companies-closer-to-the-real-ones/ UXAgent: A System for Simulating Usability Testing of Web Design with LLM Agents — https://arxiv.org/html/2504.09407v2 The Rise of Synthetic Respondents in Market Research — https://nielseniq.com/global/en/insights/education/2024/the-rise-of-synthetic-respondents Synthetic Users: If, When, and How to Use AI-Generated "Research" — https://www.nngroup.com/articles/synthetic-users/ A Tale of Two Identities: An Ethical Audit of Human and AI-Crafted Personas — https://arxiv.org/html/2505.07850v1 Luxury in Transition: Securing Future Growth — https://www.bain.com/insights/luxury-in-transition-securing-future-growth/

Telco users are disappointed the Commerce Commission wants to scrap the 2010 regulation that added a third player into the industry. 

AI is no longer a technology experiment—it's a business imperative. Val Elbert, a member of BCG's Technology, Media & Telecommunications practice, explains why CEOs must shift from AI pilots to profit, demand quarterly results from all AI initiatives, and lead cross-functional AI transformations that deliver real bottom-line impact. The winners will scale fast. The rest will be left explaining themselves to investors. Learn More Val Elbert, BCG Managing Director and Senior Partner, https://www.bcg.com/about/people/experts/val-elbert As AI Investments Surge, CEOs Take the Lead, https://www.bcg.com/publications/2026/as-ai-investments-surge-ceos-take-the-lead Turning AI Disruption into a Telco's Growth Engine, https://www.bcg.com/publications/2026/turning-ai-disruption-into-telcos-growth-engine Driving Growth and Innovation at Verizon Consumer Group, https://www.bcg.com/publications/2025/driving-growth-innovation-leading-telcoChapters00:00 Introduction 00:44 Where TMT companies stand on AI adoption02:32 The boardroom shift from AI pilots to scale03:11 Building AI into business agendas03:49 AI adoption patterns across industries 04:37 Leaders need to see quarterly results05:22 Why AI can't run as a three-year program05:59 What separates AI winners07:22 Why structure needs to change07:52 Where friction blocks AI value creation09:19 How to focus amid technology noise10:00 The mindset shift to move from AI pilots to P&L10:30 What scaling AI in telecom looks like12:08 The role of humans in an AI-driven operating model13:28 What the next 18 months will look like13:55 Will AI drive mergers?15:10 Is It harder for legacy companies to compete in AI?15:36 How AI-driven change will impact consumers16:44 If you're stuck in the pilot phase17:45 Physical AI at MWC Barcelona18:11 OutroSubscribe to BCG's YouTube channel: https://goo.gl/hsFsVT Visit us at https://www.bcg.comThis podcast uses the following third-party services for analysis: Podtrac - https://analytics.podtrac.com/privacy-policy-gdrp

How did a routine request from the FBI turn into a decade-long legal battle that helped reshape modern privacy law and ultimately inspire a new kind of mobile network? In this episode, I sit down with Nicholas Merrill, founder of Phreeli and one of the most influential yet often under-recognized figures in the fight for digital rights. Long before privacy became a mainstream talking point, Nick was running an internet service provider that powered major global brands. That journey took a dramatic turn in 2004 when he became the first person to challenge the constitutionality of a National Security Letter under the Patriot Act, living under a gag order for years while the case unfolded. What followed was a deeply personal and professional transformation that led him to question whether litigation and legislation alone could ever keep pace with the scale of modern surveillance. We explore how that experience pushed him toward a third path, building privacy directly into technology itself. From launching the Calyx Institute and developing privacy-focused Android software to raising a multi-million-dollar endowment for digital rights, Nick has spent decades turning principles into practical tools. Now, with Phreeli, he is taking that philosophy into one of the most data-hungry industries of all, mobile telecoms, reimagining what a carrier looks like when it is designed to know as little about its customers as possible. Our conversation also tackles the shifting balance of power between governments and corporations in the data economy, and why the distinction between the two is becoming increasingly blurred. Nick explains the trade-offs involved in building a privacy-first operator in a heavily regulated market, the cryptographic thinking behind Phreeli's double-blind architecture, and why he believes consent and personal agency should sit at the center of the digital experience. This is a story about resistance, resilience, and the belief that technology can be used to restore choice rather than quietly remove it. It is also a timely reminder that privacy is not an abstract concept for activists and engineers, but something as familiar as closing the curtains in your own home. So after three decades on the front lines of this debate, what does Nick think most of us still misunderstand about our digital rights, and what single shift in mindset could change how we all approach privacy in the connected world?

This episode is available in audio format on the Let's Talk Loyalty podcast and in video format on www.Loyalty.TV.TELUS is one of Canada's largest telecommunications companies, serving millions of customers across mobile, internet, TV, and digital health services. What makes TELUS particularly interesting from a loyalty perspective is how they've evolved their interactions with TELUS Services customers (mobility, internet, security and TV) through a new national tiered program, TELUS Rewards, that combines points and perks with extension into some major leading category partnerships and their programs, including WestJet.Aaron Dauphinee sat down with Jacob Pullia, Director of Content, Strategy & Business Development is he leads the way in redefining how TELUS thinks about loyalty and their mandate of putting customers first. We also spend some time discussing partnership models and why the connection with WestJet makes sense for both organizations and their joint customers.Hosted by Aaron DauphineeShow notes:1) Jacob Pullia2) TELUS Rewards3) TELUS4) Book Recommendation: Personalized Customer Strategy in the Age of AI

Scott talks with Mark Gebert from Verizon about something that sits at the heart of every reliable enterprise network: testing. Automation is moving fast in the telco world, but automation without testing is just an accident waiting to happen. They unpack what makes enterprise service provisioning so complex—multi-vendor networks, optical and IP gear, security functions,... Read more »

Scott talks with Mark Gebert from Verizon about something that sits at the heart of every reliable enterprise network: testing. Automation is moving fast in the telco world, but automation without testing is just an accident waiting to happen. They unpack what makes enterprise service provisioning so complex—multi-vendor networks, optical and IP gear, security functions,... Read more »

Patrick Gray and Adam Boileau are joined by the newest guy on the Risky Business Media team, James WIlson. They discuss the week's cybersecurity news, including: Notepad++ update supply chain attack has been attributed to China The AI agent future is even more stupid than expected; behold the OpenClaw/Clawdbot/Moltbook mess The Epstein files claim he had a personal hacker? Microsoft is finally getting ready to (think about starting to begin to) disable NTLM by default The usual bugs in the usual things! Ivanti, Fortinet, and Solarwinds. Again. Telco hides a free trip in its privacy policy, someone actually reads it and wins! This weeks's episode is sponsored by opensource IDP platform Authentik. CEO Fletcher Heisler talks to Pat about their new endpoint agent that can enforce device posture policies during login. This episode is also available on Youtube. Show notes The Chrysalis Backdoor: A Deep Dive into Lotus Blossom's toolkit Notepad++ Hijacked by State-Sponsored Hackers | Notepad++ Notepad++ v8.8.3 - Self-signed Certificate: Certified by Code, Not Corporations | Notepad++ Hacking Moltbook: AI Social Network Reveals 1.5M API Keys | Wiz Blog lcamtuf on X: "Moltbook debate in a nutshell" / X Exposed Moltbook Database Let Anyone Take Control of Any AI Agent on the Site AndrewMohawk on X: "How exactly did an attacker send a message to your bot since you need to approve all the channels and set keys etc" / X Signal president warns AI agents are making encryption irrelevant Massive AI Chat App Leaked Millions of Users Private Conversations Runa Sandvik on X: New court record from the FBI details the state of the devices seized from Washington Post reporter Hannah Natanson EFTA01683874.pdf Disrupting the World's Largest Residential Proxy Network | Google Cloud Blog Nobel Committee says Peace Prize winner likely revealed early by digital spying | Reuters County pays $600,000 to pentesters it arrested for assessing courthouse security - Ars Technica Advancing Windows security: Disabling NTLM by default - Windows IT Pro Blog Critical flaws in Ivanti EPMM lead to fast-moving exploitation attempts | Cybersecurity Dive CISA orders federal agencies to patch exploited SolarWinds bug by Friday | The Record from Recorded Future News CISA, security researchers warn FortiCloud SSO flaw is under attack | Cybersecurity Dive Fintech firm Marquis blames hack at firewall provider SonicWall for its data breach | TechCrunch We Hid a Free Trip to Switzerland in Our Privacy Policy. Someone Found It in 2 Weeks. - Cape Between Two Nerds: The internal logic of Russian power grid attacks - YouTube

Saddled with controversies, and lagging in the polls, Quebec Premier Francois Legault is stepping down. The announcement triggers a leadership race for the Coalition Avenir Quebec party, just months before a provincial election. Legault says he'll stay in his post until his replacement is picked.Also: ‘Agree to disagree.' Officials from Greenland and Denmark meet with members of the Trump Administration and politely push back against U.S. annexation threats, while NATO leaders pledge to boost security in the region.And: ‘Thank you for holding. What is your gripe?' The new data that shows more Canadians than ever have a bone to pick with their telco providers.Plus: Concerns of U.S. strikes in Iran, PM Carney lands in China, Earth's blistering heat-streak, and more.

David Tudehope left the finance world in the early 1990’s with a dream to service small to medium business who complained of poor service and overcharging by the monopolist at the time, Telstra. Tudehope wasn’t a digital expert nor a highly trained computer engineer. But he understood numbers, and that customers wanted good service, not delays and obfuscation. So he had his brother Aidan started a small business they called Macquarie Telecom, back in 1992, with only the savings the pair could scrounge up, and forged headlong into the ultimately capital-intensive telco space. This is long before the internet and smart mobile phones. But they took on the slow-to-change Telstra and stuck to their mission of offering better customer service and cheaper prices to the business customer. In just over 3 decades they’ve built (now named) Macquarie Technology Group into one of the Top 300 listed companies in Australia, with a market capitalisation of over $1.5 billon, offering major clients like the ATO, Officeworks and PayPal still telecom, but now cloud-based, cyber security services as well as massive investments in data centres to support the boom in AI. David appeared on the Australian Financial Review’s Rich List 2024 alongside brother Aidan with an estimated net worth of over $900 million.See omnystudio.com/listener for privacy information.

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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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/.