Podcasts about UPX

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/ In this exclusive interview, Vince Menzione sits down with Darryl Peek, Vice President for Partner Sales (Public Sector) at Elastic, to decode how Elastic achieved the rare “triple crown”—winning Partner of the Year across Microsoft, Amazon, and Google Cloud simultaneously. Darryl breaks down the engineering-first approach that makes Elastic sticky with hyperscalers, reveals the rigorous metrics behind their partner health scorecard, and shares his personal “one-page strategy” for aligning mission, vision, and execution. From leveraging generative AI for cleaner sales hygiene to the timeless lesson of the “Acre of Diamonds,” this conversation offers a masterclass in building high-performance partner ecosystems in the public sector and beyond. https://youtu.be/__GE0r2fPuk Key Takeaways Elastic achieved “Pinnacle” status by aligning engineering roadmaps directly with hyperscaler innovations to become essential infrastructure. Successful public sector sales require a dual approach: leveraging resellers for contract access while driving domain-specific co-sell motions. Partner relationships outperform contracts; consistency in communication is more valuable than only showing up for renewals. Effective partner organizations track “influence” revenue just as rigorously as direct bookings to capture the full value of SI relationships. Generative AI can automate sales hygiene, turning scattered meeting notes into actionable CRM data and reducing friction for sales teams. The “Acre of Diamonds” philosophy reminds leaders that the greatest opportunities often lie within their current ecosystem, not in distant new markets. 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: Elastic, Darryl Peek, public sector sales, hyperscaler partnership, Microsoft Partner of the Year, AWS Partner of the Year, Google Cloud Partner, partner ecosystem strategy, co-sell motion, partner metrics, channel sales, government contracting, Carahsoft, generative AI in sales, sales hygiene, Russell Conwell, Acre of Diamonds, open source search, observability, security SIM, vector search, retrieval augmented generation, LLM agnostic, partner enablement, influence revenue, channel booking, SI relationships, strategic alliances. Transcript: Darryl Peek Audio Episode [00:00:00] Darryl Peek: I say, I tell my team from time to time, the difference between contacts and contracts is the R and that’s the relationship. So if you’re not building the relationship, then how do you expect that partner to want to lean in? Don’t just show up when you have a contract. Don’t just show up when you have a renewal. [00:00:13] Darryl Peek: Make sure that you are reaching out and letting them know what is happening. Don’t just talk to me when you need a renewal, right? When you’re at end of quarter and you want me to bring a deal forward, [00:00:23] Vince Menzione: welcome to the Ultimate Guide to Partnering. I’m Vince Menzi. Own your host, and my mission is to help leaders like you achieve your greatest results through successful partnering. [00:00:34] Vince Menzione: We just came off Ultimate Partner live at Caresoft Training Center in Reston, Virginia. Over two days, we gathered top leaders to tackle the real shifts shaping our industry. If you weren’t in the room, this episode brings you right to the edge of what’s next. Let’s dive in. So we have another privilege, an incredible partner, another like we call these, if you’ve heard our term, pinnacle. [00:01:00] Vince Menzione: I think it’s a term that’s not widely used, but we refer to Pinnacle as the partners that have achieved the top rung. They’ve become partners of the year. And our next presenter, our next interview is going to be with an organization. And a person that represents an organization that has been a pinnacle partner actually for all three Hyperscalers, which is really unusual. [00:01:24] Vince Menzione: Elastic has been partner of the Year award winner across Microsoft, Amazon, and Google Cloud, so very interesting. And Darrell Peak, who is the leader for the public sector organization, he’s here in the Washington DC area, was kind enough. Elastic is a sponsor event, and Darryl’s been kind enough to join me for a discussion about what it takes to be a Pinnacle partner. [00:01:47] Vince Menzione: So incredibly well. Excited to welcome you, Darryl. Thank you, sir. Good to have you. I love you. I love your smile, man. You got an incredible smile. Thank you. Thank you, Vince. Thank you. So Darryl, I probably didn’t do it any justice, but I was hoping you could take us through your role and responsibilities at Elastic, which is an incredible organization. [00:02:08] Vince Menzione: Alright. Yeah, [00:02:09] Darryl Peek: absolutely. So Darrell Peak vice President for partner sales for the US public sector at Elastic. I’ve been there about two and a half years. Responsible for our partner relationships across all partner types, whether that’s the system integrators, resellers, MSPs, OEMs, distribution Hyperscalers, and our Technology Alliance partners. [00:02:26] Darryl Peek: And those are partners that aren’t built on the Elastic platform. In regards to how my partner team interacts with our team. Our ecosystem. We are essentially looking to further and lean in with our partners in order for them to, one, understand what Elastic does since we’re such a diverse tool, but also work with our field to understand what are their priorities and how do they identify the right partners for the right requirements. [00:02:50] Darryl Peek: In regards to what Elastic is and what it does elastic is a solution that is actually founded on search and we’re an open source company. And one of the things that I actually did when I left the government, so I worked for the government for a number of years. I left, went and worked for Salesforce, then worked for Google ran their federal partner team and then came over to Elastic because I wanted to. [00:03:11] Darryl Peek: Understand what it meant to be at an open source company. Being at an open source company is quite interesting ’cause you’re competing against yourself. [00:03:17] Vince Menzione: Yeah, that’s true. [00:03:18] Darryl Peek: So it’s pretty interesting. But elastic was founded in 2012 as a search company. So when you talk about search, we are the second most used platform behind Google. [00:03:28] Darryl Peek: So many of you have already used Elastic. Maybe on your way here, if you use Uber and Lyft, that is elastic. That is helping you get here. Oh, that is interesting. If you use Netflix, if you use wikipedia.com, booking.com, eBay, home Depot, all of those are search capabilities. That Elastic is happening to power in regards to what else we do. [00:03:47] Darryl Peek: We also do observability, which is really around application monitoring, logging, tracing, and metrics. So we are helping your operations team. Pepsi is a customer as well as Cisco. Wow. And then the last thing that we do is security when we’re a SIM solution. So when we talk about sim, we are really looking to protect networks. [00:04:03] Darryl Peek: So we all, we think that it’s a data problem. So with that data problem, what we’re trying to do is not only understand what is happening in the network, but also we are helping with threat intelligence, endpoint and cloud security. So all those elements together is what Elastic does. And we only do it two ways. [00:04:18] Darryl Peek: We’re one platform and we can be deployed OnPrem and in the cloud. So that’s a little bit about me and the company. Hopefully it was clear, [00:04:24] Vince Menzione: I’ve had elastic people on stage. You’ve done, that’s the best answer I’ve had. What does Elastic do? I used to hear all this hyperbole and what? [00:04:32] Vince Menzione: What? Now I really understand what you do is an organiz. And the name of the company was Elasticsearch. [00:04:36] Darryl Peek: It was [00:04:37] Vince Menzione: elastic at one time when I first. Worked with you. It was Elasticsearch. [00:04:40] Darryl Peek: Absolutely. Yeah. So many moons ago used to be called the Elk Stack and it stood for three things. E was the Elasticsearch which is a search capability. [00:04:48] Darryl Peek: L is Logstash, which is our logging capability. And Cabana is essentially our visualization capability. So it was called Elk. But since we’ve acquired so many companies and built so much capability into the platform, we can now call it the elastic. Platform. [00:05:00] Vince Menzione: So talk to me about your engagement with the hyperscalers. [00:05:02] Vince Menzione: You’ve been partner of the Year award winner with all three, right? I mentioned that, and you were, you worked for Google for a period of time. Yes. So tell us about, like, how does that work? What does that engagement look like? And why do you get chosen as partner of the year? What are the things that stand out when you’re working with these hyperscalers [00:05:19] Darryl Peek: and with that we are very fortunate to be recognized. [00:05:23] Darryl Peek: So many of the organizations that are out there are doing some of the same capabilities that we do, but they can’t claim that they won a part of the year for all three hyperscalers in the same year. We are able to do that because we believe in the power of partnership, not only from a technology perspective, but also from a sales perspective. [00:05:39] Darryl Peek: So we definitely lean in with our partnerships, so having our engineers talk, having our product teams talk, and making sure that we’re building capabilities that actually integrate within the cloud service providers. And also consistently building a roadmap that aligns with the innovation that the cloud service providers are also building towards. [00:05:56] Darryl Peek: And then making sure that we’re a topic of discussion. So elastic. From a search capability, we do semantic search, vector search, but also retrieval augmented generation, which actually is LLM Agnostic. So when you say LLM Agnostic, whether you want to use Gemini, Claude or even Chad, GBT, those things are something that Elastic can integrate in, but it actually helps reduce the likelihood of hallucination. [00:06:18] Darryl Peek: So when we’re building that kind of solution, the cloud service provider’s you’re making it easy for us, and when you make it easy, you become very attractive and therefore you’re. Likely gonna come. So it becomes [00:06:28] Vince Menzione: sticky in that regard. Very sticky. So it sounds like very much an engineer, a lot of emphasis on the engineering aspects of the business. [00:06:35] Vince Menzione: I know you’re an engineer by background too, right? So the engineering aspects of the business means that you’re having alignment with the engineering organizations of those companies at a very deep level. [00:06:44] Darryl Peek: Absolutely. So I’m [00:06:45] Vince Menzione: here. [00:06:45] Darryl Peek: Yeah. And being at Elastic has been pretty amazing. So coming from Google, we had so many different solutions, so many different SKUs, but Elastic releases every eight weeks. [00:06:54] Darryl Peek: So right before you start to understand the last release, the next release is coming out and we’re already at 9.2 and we just released 9.0 in May. So it’s really blazing fast on the capability that we’re really pushing the market, but it’s really hard to make sure that we get it in front of our partners. [00:07:10] Darryl Peek: So when we talk about our partner enablement strategy, we’re just trying to make sure that we get the right information in front of the right partners at the right time, so this way they can best service their customers. [00:07:19] Vince Menzione: So let’s talk about partner strategy. Alyssa Fitzpatrick was on stage with me at our last event, and she Alyssa’s fantastic. [00:07:25] Vince Menzione: She is incredible. Yes, she is. She was a former colleague at Microsoft Days. Yes. And then she, we had a really interesting conversation. About what it takes, like being in, in a company and then working with the partners in general. And you have, I’m sure you have a lot of the similarities in how you have to engage with these organizations. [00:07:42] Vince Menzione: You’re working across the hyperscalers, you’re also working with the ecosystem too. Yes. ’cause the delivery, you have delivery partners as well. Absolutely. So tell us more about that. [00:07:50] Darryl Peek: So we kinda look at it from a two, two ways from the pre-sales motion and then the post-sales. From the pre-sales side. [00:07:56] Darryl Peek: What we’re trying to do is really maximize our, not only working with partners, because within public sector, you need to get access to customers through contract vehicles. So if you want to get access to some, for instance, the VA or through GSA or others, you have to make sure you’re aligned with the right partners who have access to. [00:08:12] Darryl Peek: That particular agency, but also you want domain expertise. So as you’re working with those system integrators, you wanna make sure that they have capability that aligns. So whether it is a security requirement, you wanna work with someone who specializes in security, observability and search. So that’s the way that we really look at our partner ecosystem, but those who are interested in working with us. [00:08:30] Darryl Peek: Because everybody doesn’t necessarily have a emphasis on working with a new technology partner, [00:08:36] Vince Menzione: right? [00:08:36] Darryl Peek: So what we’re trying to do is saying how do we build programs, incentives and sales plays that really does align and strike the interest of that particular partner? So when we talk about it I tell my team, you have to, my grandfather to say, plan your work and work your plan. And if you fail a plan, you plan to fail. So being able to not only have a strong plan in place, but then execute against that plan, check against that plan as you go through the fiscal year, and then see how you come out at the end of the fiscal year to see are we making that progress? [00:09:01] Darryl Peek: But on the other side of it, and what I get stressed about with my sales team and saying what does partners bring to us? So where are those partner deal registrations? What is the partner source numbers? How are we creating more pipeline? And that is where we’re now saying, okay, how can we navigate and how can we make it easier? [00:09:17] Darryl Peek: And how can we reduce friction in order for the partner to say, okay, elastic’s easy to work with. I can see value in, oh, by the way, I can make some money with. [00:09:25] Vince Menzione: So take us through, have there been examples of areas where you’ve had to like, break through to this other side in terms of growing the partner ecosystem? [00:09:33] Vince Menzione: What’s worked, what hasn’t worked? Yes, I’d love to learn more about that. [00:09:36] Darryl Peek: I’ll say that and I tell my team one, you partner program is essential, right? If you don’t have an attractive partner program in regards to how they come on board, how they’re incentivized the right amount of margin, they won’t even look at you. [00:09:49] Darryl Peek: The second thing is really how do you engage? So a lot of things start with relationships. I think partnerships are really about relationships. I say I tell my team from time to time, the difference between contacts and contracts is the R and that’s the relationship. So if you’re not building the relationship, then how do you expect that partner to want to lean in? [00:10:07] Darryl Peek: Don’t just show up when you have a contract. Don’t just show up when you have a renewal. Make sure that you are reaching out and letting them know what is happening. I like the what Matt brought up in saying, okay, talk to me when you have a win. Talk to me when you have something to talk about. [00:10:22] Darryl Peek: Don’t just talk to me when you need a renewal. When you’re at end the quarter and you want me to bring a deal forward, that doesn’t help ab absolutely. [00:10:28] Vince Menzione: So engineering organizations, sales organizations, what are, what does a healthy partnership look like for you? [00:10:35] Darryl Peek: So I look at metrics a lot and we use a number of tools and I know folks are using tools out there. [00:10:41] Darryl Peek: I won’t name any tools for branding purposes, but in regards to how we look at tools. So some things that we measure closely. Of course it’s our partner source numbers, so partner source, bookings, and pipeline. We look at our partner attached numbers and pipeline as well as the amount or percentage of partner attached business that we have in regards to our overall a CV number. [00:11:00] Darryl Peek: We also look at co-sell numbers, so therefore we are looking at not only how. A partner is coming to us, but how is a partner helping us in closing the deal even though they didn’t bring us the deal? We’re also looking at our cloud numbers and saying what amount of deals and how much business are we doing with our cloud service providers? [00:11:15] Darryl Peek: Because of course we wanna see that number go up year over year. We wanna actually help with that consumption number because not only are we looking at it from a SaaS perspective, but also if the customer has to commit we can help burn that down as well. We also look at influence numbers. [00:11:27] Darryl Peek: Now, one of the harder things to do within a technology business is. Capturing all that si goodness. And saying how do I reflect the SI if they’re not bringing me the deal? And I can’t attribute that amount of deal to that particular partner, right? And the way that we do that is we just tag them to the influence. [00:11:44] Darryl Peek: So we’re able to now track influence. And also the M-S-P-O-E-M work that we are also tracking and also we’re tracking the royalties. And lastly is the professional service work that we do with those partners. So we’re looking to go up into the right where we start them out at our select level, we go to our premier level and then our elite level. [00:12:00] Darryl Peek: But left and to the right, I say you gotta go from zero to one, one to five, five to 10, and then 10 to 25. So if we can actually see that progression. That is where we’re really starting to see health in the partnership, but also the executive alignment is really important. So when our CEO is able to meet with the fellow CEO of the co partner company that is really showing how we are progressing, but also our VPs and others that are engaged. [00:12:20] Darryl Peek: So those are things that we really do measure. We do have a health score card and also, we track accreditations, we track certifications as well as training outcomes based on our sales place. [00:12:30] Vince Menzione: Wow. There’s a lot of metrics there. Yeah. So you didn’t bring, you didn’t bring any slides with that out? [00:12:35] Darryl Peek: Oh, no. I’m not looking at slides, by the way. [00:12:40] Vince Menzione: Let’s talk about marketplace. [00:12:42] Darryl Peek: All right? [00:12:42] Vince Menzione: Because we’ve had a lot of conversations about marketplace. We’ve got both vendors up here talking about marketplace and the importance of marketplace, right? You’ve been a Marketplace Award winner. We haven’t really talked about that, like that motion per se. [00:12:55] Vince Menzione: I’d love to s I’d love to hear from you like how you, a, what you had to overcome to get to marketplace, what the marketplace motion looks like for your organization, what a marketplace first motion looks like. ’cause a lot of your cut a. Are all your customers requiring a lot of direct selling effort or is it some of it through Marketplace? [00:13:14] Vince Menzione: Like how does it, how does that work for you? [00:13:15] Darryl Peek: So Elastic is a global organization. Yeah. So we’re, 40 different countries. So it depends on where we’re talking. So if we talk about our international business, which is our A PJ and EMEA business we are seeing a lot more marketplace and we’re seeing that those direct deals with customers. [00:13:28] Darryl Peek: Okay. And we’re talking about our mirror business. A significant amount goes through marketplace and where our customers are transacting with the marketplace and are listing. On the marketplace within public sector, it’s more of a resell motion. Okay. So we are working with our resellers. [00:13:39] Darryl Peek: So we work our primary distribution partner is Carahsoft. So you heard from Craig earlier. Yes. We have a strong relationship with Carahsoft and definitely a big fan of this organization. But in regards to how we do that and how we track it we are looking at better ways to, track that orchestration and consumption numbers in order to see not only what customers we’re working with, but how can we really accelerate that motion and really get those leads and transactions going. [00:14:03] Vince Menzione: Very cool. Very cool. And I think part of the reason why in, in the government or public sector space it has a lot to do with the commitments are different. Absolutely. So it’s not government agencies aren’t able to make the same level of commitments that, private sector organizations were able to make, so they were able to the Mac or Microsoft parlance and also a AWS’s parlance. [00:14:23] Vince Menzione: Yeah, [00:14:24] Darryl Peek: definitely a different dynamic. Yeah. And especially within the public sector. ’cause we have Gov Cloud to work with, right? That’s right. So we’re working with Microsoft or we’re working with AWS, they have their Gov cloud and then we Google, they don’t have a Gov cloud, but we still have to work with them differently. [00:14:35] Darryl Peek: Yeah. Within that space. That’s [00:14:36] Vince Menzione: right. That’s right. So it makes the motion a little bit differently there. So I think we talked through some of this. I just wanna make sure we cover our points [00:14:43] Darryl Peek: here. One thing I’ll do an aside, you talked about the acre of diamonds. I’m a big fan of that story. [00:14:47] Vince Menzione: Yeah, let’s talk about Russ Con. Yeah, [00:14:49] Darryl Peek: let’s talk about it. Do you all know about the Acre Diamonds? Have you all heard that story before? No. You have some those in the audience. [00:14:55] Vince Menzione: I, you know what, let’s talk about it. All [00:14:56] Darryl Peek: See, I’m from Philadelphia. [00:14:57] Vince Menzione: I didn’t know you were a family. My daughter went to Temple University. [00:14:59] Vince Menzione: Ah, [00:15:00] Darryl Peek: okay. That’s all I know. So Russell Conwell. So he was, a gentleman out of the Philadelphia area and he went around town to raise money and he wanted to raise money because he believed that there was a promise within a specific area. And as he continued to raise this money, he would tell a story. [00:15:14] Darryl Peek: And basically it was a story about a farmer in Africa. And the farmer in Africa, to make it really short was essentially looking to be become very wealthy. And because he wanted to become very wealthy, he believed that selling his farm and going off to a long distant land was the primary way for him to find diamonds. [00:15:28] Darryl Peek: And this farmer didn’t sold us. Sold his place, then went off to to this foreign land, and he ended up dying. And people thought that was the end of the story, but there was another farmer who bought that land and one time this big, and they called him the ot, came to the door and said you mind if I have some tea with you? [00:15:43] Darryl Peek: He said, all right, come on in. Have a drink. And as he had the drink, he looked upon the mantle and his mouth dropped. And then the farmer said what’s wrong? What do you say? He says, do you know what that is? No. He said no. Do you know what that is? He says, no. He said, that’s the biggest diamond I’ve ever seen, and the farmer goes. [00:16:01] Darryl Peek: That’s weird because there’s a bunch right in the back where I go grab my fruits and crops every day. So the idea of the acre diamonds and sometimes that you don’t need to go off to a far off land. It is actually sometimes right under your feet, and that is a story that helped fund the starting of Temple University. [00:16:16] Vince Menzione: I’m gonna need to take you at every single event so you can tell this story again. That’s an awesome job. Oh, I love it. And yeah, they founded a Temple University. Yeah. Which has become an incredible university. My daughter, like I said, my daughter’s a graduate, so we’re Temple fan. That’s great story. [00:16:31] Vince Menzione: That is a very cool, I didn’t realize you were a Philadelphia guy too, so that is awesome. Go birds. Go birds. All right, good. So let’s talk, I think we talked a little bit about your ecosystem approach, but maybe just a little bit more on this, like you said, like a lot of data, a lot of metrics but also a lot of these organizations also have to under understand the engineering side of things. [00:16:53] Vince Menzione: Oh, yeah. There’s a tremendous amount to become. Not everybody could just show up one day and become an elastic partner [00:16:58] Darryl Peek: absolutely. Absolutely. So take us [00:16:59] Vince Menzione: through that process. [00:17:00] Darryl Peek: Yeah. So one of the things that we are trying to mature and we have matured is our partner go to market. [00:17:06] Darryl Peek: So in order to join our partner ecosystem, you have to sign ’em through our partner portal. You have to sign our indirect reseller agreement. ’cause we do sell primarily within the public sector through distribution. And we only go direct if it is by exception. So you have to get justification through myself as well as our VP for public sector. [00:17:21] Darryl Peek: But we really do try to make sure that we can aggregate this because one thing that we have to monitor is terms and conditions. ’cause of course, working with the government, there’s a lot of terms and conditions. So we try to alleviate that by having it go through caresoft, they’re able to absorb some, so this way we can actually transact with the government. [00:17:36] Darryl Peek: In regards to the team though we try to really work closely with our solution architecture team. So this way we can develop clear enablement strategies with our partners so this way they know what it is we do, but also how to properly bring us up in a conversation. Also handle objections and also what are we doing to implement our solutions within other markets. [00:17:55] Darryl Peek: So those are things that we are doing as well as partner marketing. Top of funnel activity is really important, so we’re trying to differentiate what we’re doing with the field and field marketing. So you’re doing the leads and m qls and things of that nature also with partner marketing. So our partner marketing actually is driven by leads, but also we’re trying to transact. [00:18:10] Darryl Peek: And get Ps of which our partner deal registration. So that is how we align our partner go to market. And that is actually translating into our partner source outcomes. [00:18:18] Vince Menzione: And I think we have a slide that talks a little bit about your public sector partner strategy. [00:18:23] Darryl Peek: Oh yeah. Oh, I share that. So I thought maybe we could spin it. [00:18:25] Darryl Peek: Absolutely. [00:18:25] Vince Menzione: I know you we can’t see it, but they can. Oh, they can. Okay. Great. [00:18:29] Darryl Peek: There it’s there. [00:18:30] Vince Menzione: It’s career. [00:18:31] Darryl Peek: One thing, I think this was Einstein has said, if you can’t explain it simply, you don’t understand it well enough. So that was the one thing. So I always was a big fan of creating a one page strategy. [00:18:39] Darryl Peek: And based on this one page strategy one of the things when I worked at Salesforce it was really about a couple things and the saying, okay, what are your bookings? And if you don’t have bookings, what does your pipeline look like? If you don’t have pipeline, what does your prospecting look like? [00:18:51] Darryl Peek: Yeah. If you don’t have prospecting what does your account plan look like? And if you don’t have an account plan, why are you here? Why are you here? Exactly. So those are the things that I really talk to my team about is just really a, it’s about bookings. It’s about pipeline. It’s about planning, enablement and execution. [00:19:05] Darryl Peek: It’s about marketing, branding and evangelism, and also about operational excellence and how to execute. Very cool. So being able to do that and also I, since I came from Salesforce, I talk to my team a lot about Salesforce hygiene. So we really talk about that a lot. So make, making sure we’re making proper use of chatter, but also as we talk about utilizing ai, we just try to. [00:19:21] Darryl Peek: How do we simplify that, right? So if we’re using Zoom or we’re using Google, how do we make sure that we’re capturing those meeting minutes, translating that, putting that into the system, so therefore we have a record of that engagement with that partner. So this is a continuous threat. So this way I don’t have to call my partner manager the entire time. [00:19:36] Darryl Peek: I can look back, see what actions, see what was discussed, and say, okay, how can we keep this conversation going? Because we shouldn’t have to have those conversations every time. I shouldn’t have to text you to say, give me the download on every partner. Every time. How do we automate that? And that’s really where you’re creating this context window with your Genive ai. [00:19:53] Darryl Peek: I think they said what 75% of organizations are using one AI tool. And I think 1% are mature in that. But also a number of organizations, it’s 90% of organizations are using generative AI tools to some degree. So we are using gen to bi. We do use a number of them. We have elastic GPT. Nice little brand there. [00:20:11] Darryl Peek: But yeah, we use that for not only understanding what’s in our our repositories and data lakes and data warehouses, but also what are some answers that we can have in regards to proposal responses, RP responses, RFI, responses and the like. [00:20:23] Vince Menzione: And you’re reaching out to the other LLMs through your tool? [00:20:26] Darryl Peek: We can actually interact with any LLM. So we are a LLM Agnostic. [00:20:29] Vince Menzione: Got it. Yep. That’s fantastic. And this slide is we’ll make this available if you don’t have a, yeah, have a chance. We’ll share it. I [00:20:36] Darryl Peek: am happy to share, yeah. And obviously happy to talk, reach out about it. Of, of course. I simplified it in order to account for you, but one of the things that I talk about is mission, vision of values. [00:20:45] Darryl Peek: And as we start with that is what is your mission now? How is anybody from Pittsburgh, anybody steal a fan? Oh wow. No, there’s a steel fan over [00:20:54] Vince Menzione: here. There’s one here. There’s a couple of ’em are out here. So I feel bad. [00:20:57] Darryl Peek: The reason why I put immaculate in there is for the immaculate reception, actually. [00:21:00] Darryl Peek: Yes. And basically saying that if you ever seen that play, it was not pretty at all. It was a very discombobulated play. Yeah. And I usually say that’s the way that you work with partners too, because when that deal doesn’t come in, when you gotta make a call, when you’re texting somebody at 11 o’clock at night, when you’re trying to get that at, right before quarter end. [00:21:17] Darryl Peek: Yeah. Before the end of it. It really is difficult, but it’s really creating that immaculate experience. You want that partner to come back. I know it’s challenging, but I appreciate how you leaned in with us. Yes, absolutely. I appreciate how you work with us. I appreciate how you held our hand through the process, and that’s what I tell my team, that we have to create that partner experience. [00:21:32] Darryl Peek: And maybe that’s a carryover from Salesforce, Dave. I don’t know. But also when we talk about enhancing or accelerating our partner. Our public sector outcomes that is really working with the customer, right? So customer experience has to be part of it. Like all of us have to be focused on that North star, and that is really how do we service the customer, and that’s what we choose to do. [00:21:48] Darryl Peek: But also the internal part. So I used to survey my team many moves ago, and I said, if we don’t get 80% satisfaction rate from our employees how do we get 60% satisfaction rate from our customers? Yeah. So really focus on that employee success and employee satisfaction. It’s so important, is very important. [00:22:03] Darryl Peek: So being able to understand what are the needs of your employees? Are you really addressing their concerns and are you really driving them forward? Are you challenging them? Are you creating pathways for progression? So those are things that I definitely try to do with my team. As well as just really encouraging, inspiring, yeah. [00:22:19] Darryl Peek: And just making sure that they’re having fun at the same time. [00:22:21] Vince Menzione: It shows up in such, I, there’s an airline I don’t fly any longer, and it was a million mile member of and I know it’s because of the way they treat their employees. [00:22:29] Vince Menzione: Because it cascades Right? [00:22:30] Darryl Peek: It does. Culture is important. [00:22:32] Vince Menzione: Yeah. Absolutely. [00:22:32] Darryl Peek: What is it? What Anderson Howard they say what col. Mark Andresen culture eat strategy for [00:22:37] Vince Menzione: breakfast. He strategy for breakfast? Yes. Very much this has been insightful. I really enjoyed having you here today. Really a great, you’re a lot of fun. You’re a lot of fun. [00:22:43] Vince Menzione: Darry, isn’t you? Amazing. So thank you for joining us. Thank you all. Thank And you’re gonna be, you’re gonna be sticking around for a little while today. I’m sticking around for a little while. I’ll be back in little later. I think people are gonna just en enjoy having a conversation with you, a little sidebar. [00:22:55] Darryl Peek: Absolutely. I’m looking forward to it. Thank you all for having me. Glad to be here. And thank you for giving the time today. [00:23:01] Vince Menzione: Thank you Darryl, so much. So appreciate it. And you’re gonna have to come join me on this Story Diamond tool. Yeah, absolutely. Thanks for tuning into this episode of Ultimate Guide to Partnering. [00:23:12] Vince Menzione: We’re bringing these episodes to you to help you level up your strategy. If you haven’t yet, now’s the time to take action and think about joining our community. We created a unique place, UPX or Ultimate partner experience. It’s more than a community. It’s your competitive edge with insider insights, real-time education, and direct access to people who are driving the ecosystem forward. [00:23:38] Vince Menzione: UPX helps you get results, and we’re just getting started as we’re taking this studio. And we’ll be hosting live stream and digital events here, including our January live stream, the Boca Winter Retreat, and more to come. So visit our website, the ultimate partner.com to learn more and join us. Now’s the time to take your partnerships to the next level.

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/ In this episode, Vince Menzione sits down with SHI leaders Joseph Bellian and Stefanie Dunn, alongside Microsoft's Marcus Jewett, to dissect SHI's massive evolution from a traditional Large Account Reseller (LAR) to a strategic Global Systems Integrator (GSI). They explore the cultural and operational shifts required to move from a transaction-heavy model to a services-led approach, highlighting their alignment with Microsoft's MSEM methodology, the implementation of the Entrepreneurial Operating System (EOS), and their cutting-edge work with AI Labs and Agentic AI. Key Takeaways SHI has evolved from a transactional powerhouse into a Global Systems Integrator (GSI) focused on services and outcomes. The organization implemented the Entrepreneurial Operating System (EOS) to align vision, people, and data across sales and delivery. SHI serves as “Customer Zero” for Microsoft AI, implementing Copilot internally to better guide customers. The partnership mirrors Microsoft's MSEM methodology to ensure seamless co-selling and customer success lifecycles. SHI's AI Labs in New Jersey provides a secure environment for clients to build and test custom AI solutions. The shift requires moving from a “Hulk” (strength/sales) mindset to a “Tony Stark” (brainpower/strategy) mindset. Key Tags: SHI International, global systems integrator, Microsoft services, Joseph Bellian, Stefanie Dunn, Marcus Jewett, AI labs, agentic AI, MSEM methodology, entrepreneurial operating system, digital transformation, customer zero, copilot implementation, solution provider, cloud migration, data governance, services led growth. Ultimate Partner is the independent community for technology leaders navigating the tectonic shifts in cloud, AI, marketplaces, and co-selling. Through live events, UPX membership, advisory, and the Ultimate Guide to Partnering® podcast, we help organizations align with hyperscalers, accelerate growth, and achieve their greatest results through successful partnering. Transcript:Transcript: Joseph Bellian – Stefanie Dunn – Marcus Jewett WORKFILE AUDIO [00:00:00] Vince Menzione: We’ve got it. So it is interesting how these sessions kind of follow each other. Hopefully you’re seeing kind of a flow from marketplaces and the conversation about how to be a really great ISV to how an ISV took and built a channel strategy and how they integrated alliances and channels together. [00:00:16] Vince Menzione: Well, we have an, we have another really great example here to talk through. I have this, uh, incredible like background. Like I’m a hundred years old, basically. I don’t even want to tell anybody that. But, uh, I got to work with this organization way back in my days at Microsoft. They are, they were and are one of the top, I’ll call them, they were classically a reseller company. [00:00:40] Vince Menzione: They one of the largest, we call ’em large account resellers back in the day. Uh, their leader built a multi-billion dollar organization. I’m gonna let them talk through who they are today, but we have an opportunity to talk about transformation. From that lens now too, like how does an organization that’s really good at doing one thing evolve, transform and take advantage of these tectonic shifts we’re seeing? [00:01:03] Vince Menzione: So, uh, we’ve got some incredible leaders. I’m gonna have them come up on stage. And everybody introduced themselves from SHI and also from Microsoft. And we’re gonna have a really great conversation today. Great to have you. [00:01:26] Vince Menzione: So I’m gonna let, I’m gonna let you guys introduce yourselves because, uh, everybody knows you as DJ Marco Polo. So we’re gonna, we’ll start with you over in the far end, Marcus. Okay. Vince, I, [00:01:36] Marcus Jewett: I’ll try to be shy. [00:01:37] Vince Menzione: No, [00:01:37] Marcus Jewett: uh, hi everyone, my name is Marcus Jut, I am the Global Partner Development Manager for the SHI partnership. [00:01:43] Marcus Jewett: Uh, I have been overseeing this partnership for just under 12 years. Wow. So I have seen the evolutional journey of this partner and really proud of where they, uh, have matured their business and the partnership with Microsoft. [00:01:57] Stefanie Dunn: Thank you. Oh. [00:01:58] Marcus Jewett: Is there, is yours on? Oh, [00:02:00] Vince Menzione: mines [00:02:00] Stefanie Dunn: on. Hi, I am Stephanie Dunn, a director of Microsoft Services at SHI. [00:02:07] Stefanie Dunn: And it is an, it’s a pleasure to be here. It’s a pleasure to have Marcus as our PDM and, uh, Joe and Vince, uh, very, very happy to be here. Um, and I lead our Microsoft Services sales, uh, area. So across, uh, cloud AI business transformation and, uh. And, uh, data and ai. [00:02:28] Joseph Bellian: Great, great to have you, Stephanie. Thank you. [00:02:30] Joseph Bellian: Joe. Joe Bellion. I’m the VP of Microsoft Alliances and programs. Uh, I’ve been here at SHI for about eight months now, but been in and around the partner ecosystem for about a decade. Uh, I think of my organization of like kind of two aspects. So leading the charge around alliances, aligning our field sellers and specialists with Microsoft, as well as the, the programs backend incentives and operations. [00:02:51] Joseph Bellian: But, um, the real focus is driving the go to market strategy here at SHI. [00:02:55] Vince Menzione: Yeah. So great. So I started to allude to this earlier about like traditional, one of the top three or four companies actually. And we used to use the term, uh, LSP back in the day, or lar, we’ve got several iterations. Microsoft’s gone through several iterations of that name. [00:03:11] Vince Menzione: Marcus knows all of them probably by heart. Tell us what was the impetus to change the organization? Become more like a ser, a services led company as opposed to a transaction led organization? [00:03:21] Joseph Bellian: Yeah, absolutely. Throw one more acronym. SSP. SSP, that was another one. So, uh, solution provider. Um, but, uh, yeah, I, I’d say probably a couple things. [00:03:29] Joseph Bellian: Um, one, the big one, no news to anybody in the room and online as well. The shift with EAs, director of Microsoft, as well as, uh, the whole CSP hero motion. So we do recognize that opportunity, uh, to have services attached, to engage with our clients as well as our joint partnerships with Microsoft, uh, with services out in the field. [00:03:48] Joseph Bellian: Uh, the second one, probably the biggest one is our clients. Hearing out our clients that shift. Um, we’re talking about ai, ai, everything, AI services. Uh, we’re now in the whole era of agentic ai. What does that mean? How do you take advantage of those offerings? And so we recognize that, that our clients are spending millions of dollars with the Microsoft products, but how do you take advantage of that investment and maximize it in their environment? [00:04:13] Joseph Bellian: And so having services to help navigate those complex solutions, that’s where we’re, we’re leaning in. [00:04:18] Vince Menzione: So what did it take to change? Transformation doesn’t come easy. There’s mindset. There’s all these cultural changes that need to happen. From your perspective, both of your perspectives, what did it take internally for this change to happen? [00:04:31] Joseph Bellian: Yeah. Um, so if you, if you heard of the entrepreneurial operating system EOS Yes. And we’ve adopted that internally. Um, if you’re not familiar, it kind of comprises of six components. So vision, people, data, um, process. Issues and, um, uh, traction. So I apologize, that’s, uh, but take, take that model and put it into our business of what we did. [00:04:57] Joseph Bellian: Um, so two kind of twofold. One, moving our entire services practice organization under one, one operating rhythm, um, under Jordan Ello, our CTO. So pre-sales and delivery. So looking at that, the how we go to market with our services, single vision. Uh, single process. So it’s consistent as we’re engaging not only through our partners, but through our clients, but then also on the other side of the house, our Microsoft practice, having all of our resources under one roof so that it’s a single way we go to market. [00:05:28] Joseph Bellian: Aligning our go to market strategy, one-to-one with Microsoft. Why it, it does two things. One, it allows us to be very clear of how we are going to market to our clients, but it allows us to partner even better with our Microsoft counterparts. Yeah, when, when Microsoft, it’s always ever changing. You’re familiar, every six months to a year solution plays and the go-to-market strategy changes, uh, we’re there at the forefront in ensuring that we have our solutions mapped a hundred percent so that we can just co-sell together. [00:05:58] Joseph Bellian: Break down those walls. Let’s do more together. [00:06:00] Vince Menzione: And, uh, geographically you were sep, your teams were separated. You have a big operation in Texas. You also have a big New Jersey operation, which was where the company was founded, in fact. So I’d love to get the perspective on this, Marcus. From your perspective, like what did it do, what was it like before and what did it become? [00:06:17] Marcus Jewett: Oh yeah, let’s go back in the way back machine to 12 years ago. Um, it was a different partner, a different operating model, uh, in those early days. And this is really when we started to move customers from on-premises to more cloud-based subscription technologies. Uh, SHI was always just an incredible selling machine. [00:06:36] Marcus Jewett: If they could not do anything, they could always sell. And for any of you who are familiar with the Marvel movies, um. I, I, I, I use a reference internally with them. SHI was always like the Hulk root for strength. You know, you tell ’em to go sell something, Hulk Smash, they can knock that out. Well, as we really needed these partners to evolve and really help our customers with their technologies, whether it’s driving adoption, monthly active usage, consumption. [00:07:02] Marcus Jewett: We needed them to be more like Tony Stark, right? We needed the brain power, and so over the last, let’s call it five or six years, SHI has continued to invest in their Microsoft practice. They went from an organization that was really focused on management of EA acquisition of new Microsoft logo. To continuing to develop that muscle, but also investing in ways to help customers through their managed services, through their professional services. [00:07:28] Marcus Jewett: And it’s been a, a journey. Right? SHI is a large organization. For a long time they were Microsoft’s largest partner. And from a transactional build revenue perspective, and they still are in many ways, but we really needed them to demonstrate that they could help our, their customers, our shared customers take full advantage of all of the entitlements and the technology they, that they’ve purchased from us. [00:07:50] Marcus Jewett: And that’s really where the evolution has been with SHI when I first started, uh, this is like, God, 12 years ago, there were 20 people that were Microsoft centric resources that really were focused on. Customer acquisition and net new logos. And today that organization from a sales perspective is over 150 sellers. [00:08:09] Marcus Jewett: Wow. That are just focused on Microsoft. So that CSP, they, they fill the top of the funnel for services to help drive program utilization. And that’s not even talking about the dedicated services resources that works under Stephanie. So it’s been. An incredible journey. Microsoft has invested in SHI and in turn, SHI has invested into Microsoft. [00:08:31] Marcus Jewett: They’ve basically taken their approach in terms of how they go to market with Microsoft, and they’ve mirrored that almost like how Joe and I are wearing the same jacket. That’s really how they’ve aligned their, their go to market strategy, really making it a mirror where they take it. They’ve taken our Microsoft M methodology. [00:08:50] Marcus Jewett: And they’ve essentially adopted it and made it their own. So now when our sellers are talking with SHI sellers, they’re speaking the same language. [00:08:58] Vince Menzione: You’re teeing it up beautifully for your conversation with Stephanie here. Stephanie, I want to hear like how you’ve done all those things. ’cause it’s really your organization that’s focused on this, right? [00:09:06] Stefanie Dunn: Yeah, absolutely. So for us it’s all about shared outcomes. It we’re listening to the. Customer. We’re listening to Microsoft and we’ve really taken that to heart. Uh, the customer is at the center of every single thing that we do. I know all of us as partners. That’s really our vision, likely, and the reason why we’re here is our customers. [00:09:26] Stefanie Dunn: But really understanding how to take advantage of that partnership and build something incredible. And it is transformative. Uh, you know, we started as a licensing powerhouse, as Marcus alluded to, and now we’re going deep into services. So we’re aligning to co-sell motions. We’re aligning to the, the industries. [00:09:46] Stefanie Dunn: Uh, we’re creating marketplace offers. We’ve got our programs, uh, tied to all of our services offerings. And so when we look at the broader ecosystem, we see the vision of Microsoft. Uh, we’ve hired the right people, we’ve put the right processes into place, and we have the technology expertise in-house to really share. [00:10:08] Stefanie Dunn: In the journey with our customers and leading them. [00:10:11] Vince Menzione: And you know, you talk about like solution plays. You talked about industry. People don’t always recognize this when you talk to Microsoft sellers. They’re very focused on the industry they’re in, and you have to have those conversations that, this came up earlier, but we never got into this. [00:10:25] Vince Menzione: But you’re aligning your solution plays, you’re aligning your conversations to be very like healthcare and education, all those different markets, right? [00:10:32] Stefanie Dunn: We are. We are, which is very new for SHI in the services industry, and so you know, we’re taking our CSP plays. Um, our licensing plays and really saying, well, what can you do with that? [00:10:43] Stefanie Dunn: Right. You know, how can we advise you? And then we, we dig into the actual industry verticals to, to get tactical with them. You know, it’s, it’s about providing the strategy. It’s about providing the extra hands. They all need extra hands. They, you know, our, our customers need us. As an extension of their team. [00:11:01] Stefanie Dunn: And so for us it’s really important to dig into that and, and be, and be that, that listening ear and you know, that expert in the room for them, uh, from advisory standpoint. And so all of our se services sellers are advisors as well. They’re not selling a product, they’re not selling, uh, something individual. [00:11:19] Stefanie Dunn: We are selling to. Fill and fulfill their goals and business outcomes, which is extremely unique, I will say, because we do have that end to end. So it does start with the licensing. It starts with assessing what you really have, meeting with those advisors, and then putting together a roadmap to help them. [00:11:37] Stefanie Dunn: Understand. Okay, well this is what it’s gonna take to get you here. Here’s our, uh, we love reverse timelines at SHI and so, um, it’s d minus din and so this is where you wanna go and this is when you wanna get there. So this is how we’re gonna help you, uh, along that roadmap. [00:11:53] Vince Menzione: I am gonna put you on the spot here with m Sem. [00:11:55] Vince Menzione: ’cause I think Microsoft finally laid out a process a couple years ago for you to like line up to, ’cause you were doing one piece of it before. Do you want to talk about m how em plays in here and how SHI is leveraging it? [00:12:07] Marcus Jewett: Right. So, uh, across our SEM stages, there are five different stages, and this is the customer journey from these, you know, pre-sales, scoping, uh, engagements with customers all the way through delivery. [00:12:19] Marcus Jewett: And then of course, like that customer success lifecycle and managed services. Again, this was not a language or a way that SHI really approached their business. Again, it was very much like, let’s. Get the customer to purchase on an EA or let’s renew the customer. And then once that cycle was complete, then it, it was almost like adding fries. [00:12:38] Marcus Jewett: Would you like some services with your ea? Right. And, uh, it took a, it took a while, right? Some very, uh, difficult conversations, but we were able to find, finally get the right people in the room to make the right investments. And now when you think about how SHI goes to market, they don’t necessarily leverage the term SEM internally, but. [00:12:59] Marcus Jewett: All of their customer methodologies or their sales methodologies in terms of how they service their customers aligns perfectly. Even when we get into the descriptive part of building out our, uh, partner business plan, we did that across every stage of the M SEM methodology. So that we can ensure that the teams at SHI are in perfect alignment with the teams at Microsoft. [00:13:20] Marcus Jewett: So, uh, I’m, I’m really excited about how we’ve been able to mature the practice and how SHI is now 100% aligned with Microsoft across all of our solution areas, whether it’s. Security, you know, cloud and infrastructure or AI business solutions. There’s a very mirrored approach to how we support customers. [00:13:39] Marcus Jewett: Yeah. I want [00:13:40] Vince Menzione: to double click on the AI component. You know, we were up here earlier, Irwin and I were up here talking about being a frontier firm, and I’ll open it up to all, all of you to individually answer this. I know, Marcus, you have some insights here about the ai. You mentioned AI already. But also to Stephanie and Joe about how you’re taking AI and modern work and workplace and, and, and, and addressing this market specifically. [00:14:07] Vince Menzione: Where, where, where do we wanna start there? [00:14:09] Joseph Bellian: Yeah. One big one. Um, if you’re not familiar, we have ai, an AI labs, um, onsite, uh, lab, and based out of Jersey, one of our headquarters. So on the forefront of the AI technology, but the real focus there is being able to meet with our clients and obviously joint partnerships, um, to build and develop solutions safe, um, offline in a safe, secure environment. [00:14:33] Joseph Bellian: Because let’s be honest, I mean, ai, it’s moving fast and, and we, we, we need to ensure that our data’s secure. Um, and there’s a lot of risk out there. And so we are partnering, um, um, out there with Nvidia and other other providers, um, but specifically with Microsoft in the cloud, um, and securing that environment. [00:14:51] Joseph Bellian: So AI Labs, bringing our clients in, building custom solutions, the area of a jet AI’s here. It’s [00:14:57] Vince Menzione: there. It is here. Yeah, it is here, Stephanie. [00:15:00] Stefanie Dunn: Thank you. Yes, and I’ll just add, uh, for, for our customers, they need to make sure that their foundation is right. You know, they’re coming from maybe all different other clouds. [00:15:09] Stefanie Dunn: They’ve, you know, got multi-tenant really understanding what their structure looks like, and then. Creating that secure foundation. So we’ve got a lot, you know, we do a lot around, uh, just full M 365 migrations and then into understanding the identity and the security baseline under that, making sure that that’s correct. [00:15:29] Stefanie Dunn: And then we can start journeying into some of these other conversations. Data governance, data engineering, uh, all that is extremely important. We have an entire dedicated team, uh, within services sales. Pre-sales with essays or solution architects and delivery, uh, as well as just the project management. [00:15:48] Stefanie Dunn: And, and it’s just this full life cycle to understand where are you and we need to make sure that, that your structure’s built correctly or else it’s never gonna succeed. So a little bit, we take it back to the foundation level, I’ll just say from a customer, uh, engagement perspective to make sure that what they wanna do, they can do securely. [00:16:06] Marcus Jewett: Very cool. I, I’d like to add one other piece there. Um, you know, obviously to Joe’s point earlier, like if anyone says they know exactly what the AI journey will look like for most customers in six months, they’re probably not telling you the truth. Right? This is, we’re, we’re building the plane in the air. [00:16:22] Marcus Jewett: But, uh, one thing Microsoft has really built a foundation on is looking at our partners. And the ones who have adopted AI internally, especially Microsoft Technologies, and we call it Customer zero, right? Ensuring working with partners who have invested in their internal usage of Microsoft AI technology. [00:16:41] Marcus Jewett: So it’s all the various flavors of copilot. Rolling it out and implementing it across their organizations and building their own internal use cases, which they can go in turn and use to go help drive successful engagements with their end customers. So SHI has also been one of our, uh, brightest partners when it comes to that customer Zero journey. [00:17:01] Marcus Jewett: Uh, and it’s something I’m very, very proud of to see. Uh, we’re leveraging the, the use cases and the learnings our SHI is to really go out there and help customers navigate through their own. Uh, complexities of their AI journey as well. So, uh, my kudos to SHI as customer. Zero. Very proud of you and opera feels great. [00:17:20] Marcus Jewett: And you’re [00:17:20] Vince Menzione: providing support engineering, organ organization that supports this function? [00:17:24] Marcus Jewett: Oh, absolutely. As a globally managed partner, I mean, we’re, we’re gonna always be there to help our partners through the journey, right? So whether they need internal readiness or technical support, uh, whether it’s workshops, however we can help the partners best. [00:17:38] Marcus Jewett: Uh, position and posture themselves to go help customers with these, uh, AI engagements. Uh, we’re, we’re there to invest. Uh, we’ve invested in SHI for the last several years across, uh, ai, and we will continue to do so. [00:17:52] Vince Menzione: So what’s the message for the partner community, Joe, that, that, like, how should they perceive you? [00:17:57] Vince Menzione: How should they think about you? Should they, how should they think about engaging with you? Okay. [00:18:02] Joseph Bellian: Yeah, so I mean, obviously we’re an SSP, we’re never gonna, we’re never gonna, um, lose that, that accreditation with Microsoft. But the, the real focus of what we wanna be recognized as A-G-S-I-A global systems integrator, um, being able to engage our clients jointly, co-selling together and meeting them where they’re at across their digital journey. [00:18:21] Joseph Bellian: Uh, we have the capabilities to handle their licensing and understanding the complex matrix in their environment, their IT infrastructure. But being able to have a solution for every part of the journey of where they’re at, because every client’s in a different situation. Yeah. So, so in reality, it’s A-G-S-I-A global systems integrator, being able to engage across their journey. [00:18:42] Vince Menzione: So that’s a, did everybody hear that? ’cause I, I heard that for the first time. That’s a very different perception of the, of the previous organization and getting there. Uh, and you also, I remember this from the transactional side of the business. You were at the very type, at the top of the pyramid, right? [00:18:56] Vince Menzione: Yeah. You handled some of the largest corporations in the, in the world. Yeah. And you know companies as well as organizations like government, governmental organizations across different markets as well. [00:19:07] Joseph Bellian: Yep. A hundred percent. [00:19:08] Vince Menzione: Yeah. So GS. Yeah. [00:19:11] Marcus Jewett: And it’s really important to, for SHI to, to develop that GSI muscle. [00:19:15] Marcus Jewett: Uh, you mentioned at the beginning, Joe, that Microsoft, uh, we have various routes to market. Uh, one of those routes to market, uh, especially in the enterprise space or in our strategic space, is for customers to procure direct. Uh, SHI has longstanding relationships with those customers, and as these customers renew their agreements into a direct model with Microsoft, the way they stay engaged and add value to these prop, uh, to these customers is through their services, their professional services, their managed services. [00:19:42] Marcus Jewett: So going back to Joe’s Point around really defining themselves as a, uh, A GSI, that is also an SSP has been paramount to their overall transformational journey and their overall success. [00:19:55] Vince Menzione: And you also work, so I would assume you work with some of the ISVs in the room too. Yeah, I would think there’s some really great relationships or synergies. [00:20:01] Vince Menzione: Is that, is that an area of muscle you’ve been building out or, yeah, it’s battle, it’s an opportunity. [00:20:06] Joseph Bellian: I mean, I, I believe you have a segment coming up as well on it, um, around NPO. Um, and so there’s a, there’s a play in every motion from services, play services attached through ISVs, your SaaS offers. Um, we do recognize that that’s an opportunity. [00:20:18] Joseph Bellian: Uh, we’re having great success when you look at the marketplace, um, through the multi private party offers. Um, it allows us to expand our footprint and take, uh, take advantage of those relationships and co-sell together. So, absolutely. Wow. [00:20:30] Vince Menzione: Very cool. So you’re gonna be around most of the day today? Yes. I hope. [00:20:34] Vince Menzione: Mm-hmm. So for the partners that are in the room, I think that great conversations with both of you, Stephanie and Joe, and, uh, great conversation. Is there anything else we wanna share with everyone? [00:20:46] Marcus Jewett: Uh, no. It’s just, I would, I would leave you all with the fact that, again, uh, for every partner. Uh, make certain that you, you’re finding a way to differentiate yourself and tell your story. [00:20:57] Marcus Jewett: Uh, you may be doing some amazing work, uh, but if you’re not finding ways to, to tell that story and make certain your customers, and for me, Microsoft, make certain that, that the Microsoft teams you’re working with have very clear understanding of what your capabilities are today, then you may be missing the mark. [00:21:13] Marcus Jewett: I, I, I use this analogy all the time. Uh, the largest retailer on the planet. Who is it? Come on, help me out. I’m sorry. Largest retailer. Box Box. Walmart. Walmart, that’s right. You can turn on a television on any given day and you will still see a Walmart commercial. So yes, tell your story. Yes, very [00:21:34] Joseph Bellian: smart move. [00:21:34] Joseph Bellian: And one more, um, I just wanna make sure I land out there, is the success and where we go from here. Um, it’s this right here in the room. Um, us partnering together, bringing the partner ecosystem together. Um, in reality, we’re not competing together. We should be collaborating together and working together, um, in our client’s joint environments. [00:21:52] Joseph Bellian: Microsoft says it well, it’s that one Microsoft story. It’s that better together story and the more we can work together, the more success we’ll have together. [00:22:00] Vince Menzione: Awesome. I want to thank you so much for your sponsorship and for being here. Uh, big news here, I think it should be like on the front page of the partner ecosystem journal that you’re now, you’re now GSII think that that says quite, that says volumes to, to the community out there. [00:22:15] Joseph Bellian: Yeah. [00:22:15] Vince Menzione: Thank you. [00:22:15] Joseph Bellian: Absolutely. [00:22:16] Vince Menzione: Yeah. Thank you. Thank you both for joining us. So great to have you both. Thank you. Thank you, Marcus, to have you as well. Thank you. Thank you, Jeff. Thank you very much Stephanie. So great. So great to spend time with you. Thank you. And this.

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/ Jen Odess, Group Vice President of Partner Excellence at ServiceNow, joins Vince Menzione to discuss the company’s incredible transformation from an IT ticketing solution to a leading AI-native platform for business transformation. Jen dives deep into how ServiceNow has strategically invested in and infused AI into its unified platform over the last decade, enabling over a billion workflows daily. She also outlines the critical role of the partner ecosystem, which executes 87% of all implementations, and reveals the company’s strategic initiatives, including its commitment to the hyperscaler marketplaces, the goal to hit half a billion dollars in annual contract value for its Now Assist AI product, and the push for partners to adopt an ‘AI-native’ methodology to capitalize on the fact that customers still want over 70% of AI buying to be done through partners. Key Takeaways ServiceNow is an ‘AI-native’ company, having invested in and built AI directly into its unified platform for over a decade. The company’s core value today is in its unified AI platform, single data model, and leadership in workflows that connect the entire enterprise. ServiceNow will hit $500 million in annual contract value for its Now Assist AI products by the end of 2025, making it the fastest-growing product in company history. An astonishing 87% of all ServiceNow implementations are done by its global partner ecosystem, highlighting their crucial role. The company is leveraging the half-trillion-dollar opportunity of durable cloud budgets by driving marketplace transactions and helping customers burn down cloud commits using ServiceNow solutions. To win in the AI era, partners must adopt AI internally, co-innovate on the platform, and strategically differentiate themselves to rank higher in the forthcoming agentic matching system. Key Tags: ServiceNow, AI-native platform, Now Assist, Jen Odess, partner excellence, workflow leader, AI platform for business transformation, hyperscalers, Microsoft Azure, Google Cloud, AWS, marketplace transactions, cloud commits, AIDA model, agentic matching, F-Pattern, Z-Pattern, group vice president, MSP, GSI, co-innovation, autonomous implementation, technical constraints, visual hierarchy, UX, UI, responsive design. Ultimate Partner is the independent community for technology leaders navigating the tectonic shifts in cloud, AI, marketplaces, and co-selling. Through live events, UPX membership, advisory, and the Ultimate Guide to Partnering® podcast, we help organizations align with hyperscalers, accelerate growth, and achieve their greatest results through successful partnering. Transcript: Jen Odess Audio Podcast [00:00:00] Jen Odess: The AI platform for business transformation, and I love to say to people, it sounds like a handful of cliche words that just got stacked together. The AI platform for business transformation. Yeah. We all know these words, so many companies use ’em, but it is such deliberate language and I love to explain why. [00:00:20] Vince Menzione: Welcome to, or welcome back to The Ultimate Guide to Partnering. I’m Vince Menzi on your host, and my mission is to help leaders like you achieve your greatest results through successful partnering. Today we have a special leader, Jen Odes is the GVP for Partner Excellence at ServiceNow. And joins me here in the studio in Boca Raton. [00:00:40] Vince Menzione: Jen, welcome to the podcast. Thanks, Vince. It’s so great to be here. I am so thrilled to welcome you. To Boca Raton, Florida. Our podcast home look at this amazing background we have Here is this, and this is where we host our ultimate partner Winter retreat. Actually, in February, we’re gonna give that a plug. [00:00:58] Vince Menzione: Okay. I’d love to have you come back. I’d love to have an invite. And you flew in this morning from Washington DC [00:01:04] Jen Odess: I did. It was 20 degrees when I left my house this morning and this backdrop. Is definitely giving me, island South Florida like vibes. It’s fabulous. [00:01:13] Vince Menzione: And we’re gonna talk about ServiceNow. [00:01:14] Vince Menzione: And you’re also opening an office down here? We [00:01:17] Jen Odess: are [00:01:17] Vince Menzione: in West Palm Beach. Not too far from where we are. Yes. Later 2026. Yeah. I love that. And then so we’ll work on the recruiting year, but let’s dive in. Okay. So thrilled to have ServiceNow and to have you in the room. This has been an incredible time for your organization. [00:01:31] Vince Menzione: I have been watching, obviously I work with Microsoft. We’ve had Google. In the studio, Amazon onboard as well. And other than those three organizations, I can’t think of any other legacy organization that has embraced AI more succinctly than ServiceNow. And I thought we’d start there, but I really wanna spend some time getting to know you and getting to know your role, your mission, and your journey to this incredible. [00:01:57] Vince Menzione: Leadership role as a global vice president. We’ll talk about Or [00:02:01] Jen Odess: group. Group Vice president. I know it doesn’t roll off the tongue. I get it. A group vice president doesn’t roll. [00:02:05] Vince Menzione: G-V-P-G-V-P doesn’t roll off the time. And in some organizations it is global. It is in other organizations, it’s group. So let’s, you’re not [00:02:12] Jen Odess: the first to say global vice president. [00:02:14] Jen Odess: Okay. I’ll take either way. It’s fine. [00:02:15] Vince Menzione: Yeah. Yeah. And might be a promotion. Let’s talk. Let’s talk about that. Let’s talk about you and your career journey and your mission. [00:02:22] Jen Odess: Yeah, so I’ve been at ServiceNow for five years. In fact, January will be like the five year anniversary and then it will be the beginning of my sixth year. [00:02:31] Jen Odess: Amazing. And I actually got hired originally to build out the initial partner enablement function. So it didn’t really exist five years ago. There was certainly enablement that happened to Sure. All individuals that were. Using, consuming, buying ServiceNow, working with ServiceNow. But the partner enablement function from pre to post-sale, that whole life cycle didn’t exist yet. [00:02:54] Jen Odess: So that was my initial job. I got hired to run partner enablement and it before. And how big [00:02:59] Vince Menzione: was your partner organization at that point? It must have been pretty small. [00:03:01] Jen Odess: It was actually not as small as you would think. Gosh, that’s a great question. You’re challenging my memory from five years ago. [00:03:08] Jen Odess: I know that we’re over 2,500 partners today and we add hundreds every year, so it had to have been in the low one thousands. Wow. Is where we were five years ago. But the maturity of the ecosystem is grossly larger today than it was then. I can imagine. So back then there was less than 30,000 individuals that were skilled on ServiceNow to sell or solution or deliver. [00:03:34] Jen Odess: Today there’s almost a hundred thousand. Wow. So yeah that’s like the maturity in the capability within the ecosystem. But before I start on my ServiceNow and my group vice president. Which is a great role, by the way. Group Vice President. Yeah. Partner Excellence group. I’m very proud of it. [00:03:49] Jen Odess: But but let me tell you what brought me here, please. So I actually came from a partner, but not in the ServiceNow ecosystem. Okay. I won’t name the partner, but let’s just say it’s a competitor, a competitive ecosystem. And I worked for a services shop that today I would refer to as multinational. [00:04:11] Jen Odess: Kind of a boutique darling, but with over 1,500 consultants, so Okay. A behemoth as well? Yeah. Privately held. And we were a force to be reckoned with, and it was really fun. I held so many roles. I was a customer success manager. I led the data science practice at one point. I ran global alliances and partnerships. [00:04:35] Jen Odess: At one point I was the chief of staff to the CEO at the time that company was acquired. Big global si. And and then at one point I even spun off for the big global SI and helped run a culture initiative to transform co corporate culture. Wow. Very inside the whole organization. Wow. That is very, yeah. [00:04:54] Jen Odess: Really interesting set of roles. And the whole reason I came to ServiceNow is by the time I was concluding that journey in that ecosystem on the services side, I felt like. I didn’t fully understand what it meant to be on the software product side. And I often felt like I approached friction or moments of frustration and heartache with resentment for the software company. [00:05:20] Jen Odess: Sure. Or maybe just a lack of empathy for what they must be going through as well. It always felt like I was on the kind of [00:05:26] Vince Menzione: negative you were on the other side of the table. Totally. [00:05:27] Jen Odess: Yeah. And, or maybe like the redheaded stepchild kind of a concept as a partner. And so I sought out to. Learn more, which is probably a big piece of my journey is just constant curiosity. [00:05:38] Jen Odess: Nice. And I thought I think the thing I’m missing is seeing what it means firsthand to be on the software product side. And that was what led me to a career at ServiceNow. Five years strong. Yeah. So [00:05:50] Vince Menzione: talk about partner experience for those who don’t know what that means. [00:05:53] Jen Odess: Yeah. Today my role is partner excellence, but it used to be partner experience. [00:05:58] Jen Odess: Okay. And so the don’t. Yeah, that’s normal to say both things. And they actually mean two very different things. [00:06:04] Vince Menzione: Yeah, I would say so. [00:06:05] Jen Odess: And we deliberately changed the title about a year ago. So today, partner Excellence is about really ensuring that we build a vibrant AI led ecosystem. And that’s from the whole life cycle of the partner, from the day they choose to be a partner and onboard, and hopefully to the day they’re just. [00:06:23] Jen Odess: Thriving and growing like crazy, and then across the whole life cycle of the customer pre to post sale. So it’s, we are almost like the underpinning and the infras infrastructure. Someone once said it’s like we’re the insurance policy of all global partnerships and channels. That’s how we operate across global partnerships and channels and service Now. [00:06:42] Vince Menzione: And you have a very intimate relationship with those partners. We’re gonna dive in on that as well. Yes. But let’s talk about this time like no other. I talk about tectonic shifts at all of our events. People that listen to our podcasts know we talk about the acceleration of transformation, and it’s happening so fast. [00:06:58] Vince Menzione: It was happening fast even during COVID. But then. I’ll call this date or time period, the November 20, 22 time period when Chat GPT launched. Oh yeah. And that really changed the world in many respects, right? Yeah. Microsoft had already leaned in with chat, GPT, Google, we talked to Google about this. [00:07:17] Vince Menzione: Even having them in the room was like, they were caught flatfooted in a way, and they had a lot of the technology and they didn’t lean in. But it feels like ServiceNow was one of the first, certainly on the ISV side of the house and refer to the term ISV. Loosely, because hyperscalers are ISVs as well. [00:07:34] Vince Menzione: They were early to lean in and have leaned it in such a way from a business application perspective that I believe we haven’t seen embracing and infusing AI into your platform. I was hoping we could dive in a little bit on ServiceNow from a. Kinda legacy, what the organization was and is today. [00:07:56] Vince Menzione: And then also this infusion of AI into the platform. If you don’t mind, [00:07:59] Jen Odess: I love this topic. Okay. And I feel like it’s such a privilege to talk about ServiceNow on this topic because we really are a leader in the category. I’ll almost rewind back to over 20 years ago when the company was founded. [00:08:11] Jen Odess: Today, fast forward, we are so much more than an IT ticketing company. We are, [00:08:16] Vince Menzione: but that was the legacy. That’s how I knew service now 20 years ago. [00:08:19] Jen Odess: And what a beautiful legacy. Yeah. But we have expanded immensely beyond that. And that’s the beautiful story to tell customers. That’s so fun. [00:08:28] Jen Odess: But what what I love is that. So 20 years ago, that was where we started. And today, do you know that over a billion workflows are put to work every single day for our customers? A billion [00:08:38] Vince Menzione: workflows, over a billion workflows. That’s crazy. [00:08:40] Jen Odess: And 87% of all implementations for ServiceNow were done by partnerships. [00:08:46] Jen Odess: And channels. That’s fantastic. So you think about those billion plus workflows daily, all because of our partner ecosystem. This is my small plug. I’m just very proud 80, proud 86%. [00:08:56] Vince Menzione: Did you hear that? Part’s 86%. [00:08:57] Jen Odess: Amazing. And so that’s like what we’re, that’s what we’re a leader in the category. We are a leader in workflows categorically. [00:09:05] Jen Odess: But then over a decade ago, we started investing in ai. We started building it right into our platform, and this becomes the next kind of notch on our belt, which is we are a unified platform. Nothing is bolted on, nothing is just apid in. Yeah, it is a unified platform. So all of that AI that for the past decade we’ve been building in into our platform. [00:09:28] Jen Odess: Just in our AI platform, which is now what we are calling it, the AI platform. [00:09:34] Vince Menzione: And I would say that unless you were a startup starting up from scratch today and building on an LLM, we were building in a way I don’t think any other organization’s gonna actually state that [00:09:45] Jen Odess: what’s actually why we call ourselves AI native. [00:09:47] Jen Odess: Yeah, beca for that exact reason. And that’s who we’re competing with a lot these days, is the truly AI native startups where they didn’t have, the 20 years. Previously that we had, but that’s what makes us so unique in the situation, is that unified AI platform, a single data model that can connect to anything. [00:10:07] Jen Odess: And then the workflow leader. And when you put all those things together, AI plus data, plus workflows and that’s where the magic happens. Yeah. Across the enterprise. It’s pretty cool. [00:10:17] Vince Menzione: That is very cool. And you start thinking about, and we start talking about agent as a, as an example. Let’s talk about this for a second. [00:10:23] Vince Menzione: You, when what is this bolt-on, we could use the terms co-pilot, we could use Ag Agent ai, but they are generally bolted onto an existing application today. So take us through the 10 years and how it has become a portion or a significant portion. Of ServiceNow. [00:10:41] Jen Odess: When say the question a little bit more. [00:10:43] Jen Odess: Like when you say it’s, yeah, when which examples have bolted on? [00:10:47] Vince Menzione: So exa, we, what we see today is the hyperscalers coming out with their own solution sets, right? They’re taking and they’re offering it up to their ecosystem to infuse it into their product and portfolio. To me, those that look like bolted on in many respects, unless it’s an AI need as a native organization, a startup organization. [00:11:07] Vince Menzione: They’re mostly taking and re-engineering or bolting onto their existing solutions. [00:11:12] Jen Odess: I follow. Yeah. Thank you for giving me a little more context. So I call this our any problem. It’s like one of the best problems to have we can connect into. Anything, any cloud, any ai, any platform, any system, any data, any workflow, and that’s where any hyperscaler, and that’s the part that makes it so incredible. [00:11:32] Jen Odess: So your word is bolt on, and I use the word any the, any problem. Yeah. We’ve got this beautiful kind of stack visual that just, it’s like it just one on top of the other. Any. Any, and no one else can really say that. I gotta see [00:11:45] Vince Menzione: that visual. Yeah. Yeah. So talk about this a little bit more. So you’re uniquely positioned. [00:11:52] Vince Menzione: Let’s talk about how you position, you talked about being AI native. What does that imply and what does that mean in terms of the evolution of the platform? From ticketing to workflows to the business applications? What are the type of applications Yeah. Markets, industries that you’re starting to see. [00:12:08] Jen Odess: So I’ll actually answer this with, taking on a small, maybe marketing or positioning journey. So there was a time when our tagline would be The World Works with ServiceNow. There was a time when it was, we put AI to work for people and today and it, I think it was around Knowledge 2025, this came out. [00:12:28] Jen Odess: It was the AI platform for business transformation. And I love to say to people, it sounds like a handful of. Cliche words that just got stacked together. The AI platform for business transformation. Yeah. We all know these words, so many companies use ’em, but it is such deliberate language and I love to explain why. [00:12:46] Jen Odess: So the first is the AI platform is calling out that we are an AI native platform. We are a unified platform. It’s a chance to say all that goodness I already shared with you. Yeah. And the business transformation is actually telling the story of no longer being a solution. Point or no longer being an individual product that does X. [00:13:06] Jen Odess: It’s about saying. The ServiceNow platform can go north to south and east to west across your entire enterprise. Okay. Up and down the entire tech stack. Any. And then east to west, it can cut across the enterprise, the C-suite, the buying centers, all into one unified AI platform. With one data model. [00:13:26] Jen Odess: I love it. And so I love that AI platform for business transformation actually has so much purpose. [00:13:32] Vince Menzione: It does. So you’re going across the stack, so you’re going all the way from the bottom layer, all the way up to the top from the ue. Ui. And then you’re going across the organization, right? You’re going across the C-suite, you’re going across all the business functions of an organization. [00:13:46] Vince Menzione: Correct. And so the workflows are going across each of those business functions? [00:13:49] Jen Odess: Correct. And then our AI control tower is sitting at the very top, governing over all of it. [00:13:53] Vince Menzione: I love the control tower. [00:13:54] Jen Odess: I know the governance, security risk protocol, managing all the agents interoperability. Yeah. [00:14:01] Vince Menzione: And then data at the very bottom right. [00:14:03] Vince Menzione: Controlling all those elements and the governance of the data and the right, the cleanliness of the data and so on. Yeah. That’s incredible. I we could probably talk about business applications. I know one, in fact, I’ve had a person sit in this, your chair from we’ll call it a large GSIA very significant GSI one of the top five. [00:14:21] Vince Menzione: And they took ServiceNow and they applied it to their business partnering function. And they used, and we, you probably don’t know about this one, but I know that that’s a, an example of taking it and applying it all across all the workflows, across all the geographies of the organization and taking a lot of the process that was all done manually. [00:14:40] Vince Menzione: That was stove pipe business processes that were all stove piped and removing the stove pipe and making for a fluid organizational flow. [00:14:47] Jen Odess: And I’ll bet you the end user didn’t even realize ServiceNow was the backend. That’s some of the greatest examples actually. [00:14:53] Vince Menzione: Yeah. Yeah. So Jen, we work with all the hyperscalers. [00:14:56] Vince Menzione: We have a very strong relationship with Microsoft. Goes back many years, my back to my days at Microsoft and we’ve had Google in the room. We have AWS now as well. We bring them all together because we believe that partners work with, need to work with all three. And I know that you have had an interesting transformation at ServiceNow around the hyperscalers. [00:15:16] Vince Menzione: I was hoping you could dive in a little deeper with us. [00:15:19] Jen Odess: Yeah. We are so proud of our relationships with the hyperscalers, so the same three, so it’s Microsoft Azure, Google Cloud, and AWS. And really it’s it’s a strategic 360 partnership and our goal is really to drive marketplace transactions. [00:15:34] Jen Odess: So ServiceNow selling in all of their marketplaces and then. Burn down of our customers cloud commits. I love it. It’s really a beautiful story for our customers and for the hyperscalers and for ServiceNow. And so we’ve, it’s brand, it’s a brand new announcement from late in the year 2025. Love it. And we’re really excited about it. [00:15:51] Vince Menzione: Yeah. And then we, and we get all of the marketplace leaders in the room. So we’ve worked with all of those people. And one of the key points about this is there is over a half a trillion dollars in durable cloud budgets with customers that [00:16:08] Vince Menzione: Already committed to, I know, so that tam available, a half a trillion dollars is available to customers to burn down and utilize your solutions and professional services with partners as well in terms of driving a complete solution. [00:16:21] Jen Odess: That’s exactly the motion we’re pushing is to go and leverage those cloud commits to get on ServiceNow and in some cases, maybe even take out other products to go with ServiceNow and actually end up funding the transition to ServiceNow. Yeah. Yeah. [00:16:37] Vince Menzione: So you serve thousands of customers today, thousands of customers. [00:16:42] Vince Menzione: I can’t even. Fathom the exact number, but you have this partner ecosystem that you described, and their reach is even more incredible, like hundreds of thousands. Yeah. So tell us a little bit more about how you think about that, and then how do you drive the partner ecosystem in the right way to drive this partner excellence that you described. [00:17:02] Jen Odess: Yeah, that’s a great question. So yeah, thousands of ServiceNow customers and we’re barely scratching the surface in comparison to our partners customers. So we have over 2,500 partners Wow. In our ecosystem. And today they cut across what I would call five routes to market. That partners can go to market with ServiceNow. [00:17:21] Jen Odess: Okay. The first is consulting and implementation. This will be your classic kind of consulting shop or GSI approach. The second is resell, just like it sounds. Yep. [00:17:30] Vince Menzione: Transactional. [00:17:31] Jen Odess: Yep. The third is managed service provider. [00:17:33] Vince Menzione: Okay. [00:17:34] Jen Odess: The fourth is what we call build, which is. The ISV, strategic Tech partner realm, and then the fifth is hyperscaler. [00:17:43] Jen Odess: Those are the five routes to market. So partners can choose to be in one or all or two. It doesn’t matter. It’s whichever one fits the kind of business they want to go drive. Nice. Where they’re. Expertise lies. And then we’ve got partners that show up globally, partners that show up multinational and partners that show up regionally and then partners that show up locally, in country and that’s it. [00:18:06] Jen Odess: And we really want a diverse set of partners capable of delivering where any of our customers are. So it’s important that we have that dynamic ecosystem where we really push them. We’re actually trying hard to balance this. Yeah, you would’ve heard it from many of your other partners. This direct versus indirect. [00:18:24] Jen Odess: Yes. Motion. For anyone listening that doesn’t know the difference, right? Direct is ServiceNow is selling direct to a customer, there might be a partner involved influencing that will implement. Yeah, likely but ServiceNow is really driving the sale versus indirect where the whole thing routes through the partner. [00:18:39] Jen Odess: Right? Which is your classic reseller or managed service provider and often a an ISV. And you know that balance is never gonna be perfect ’cause we’re not gonna commit to go all direct or all indirect. We’re gonna continue to sit in this space where we’re trying to find a healthy balance. [00:18:56] Jen Odess: So I find a lot of our time trying to figure out how do you set all those parties up for success? Yeah. The parties are the ServiceNow field sellers? And then you’ve also got the partnerships and channels, so the ecosystem, and then you’ve got the people in global partnerships and channels. So my broader organization, and we’re all trying to figure out how to work harmoniously together and it’s a lot of, it is my job to get us there. [00:19:19] Jen Odess: And so we use lots of things like incentives and benefits and we will put in place gated entry, really strategic gated entry. What does [00:19:29] Vince Menzione: gated entry mean? [00:19:30] Jen Odess: Yeah. What I mean is if you want to have a chance at being matched with a customer Yeah. For a very specific deal. Or it’s really one of three to get matched. [00:19:41] Jen Odess: ‘Cause you can never match one-to-one. It has to be three or more. Okay. We have good compliance rules in place. Yeah. But in order to even. Like surface to the top of the list to be matched. There’s a gated entry, which is, you’ve gotta have validated practices. Okay. Which is how, it’s these various ways, as you described, you quantify and qualify the partner’s capabilities. [00:20:00] Vince Menzione: Yeah. So you have to meet these qualifications. Yes. And you could be one of three to enter and be. Potentially matched, considered significant or Yes. Match for this deal? [00:20:08] Jen Odess: Yes, that’s exactly right. So we use, various things like that. And then we try to carve what I would call dance card space reseller in commercial, try to sit here and like carve by geo, by region, by country dance card space as well to help the partners really know exactly where they can unleash versus, hey, this is the process and the rules of engagement. To go and sell alongside the direct org sales organization [00:20:33] Vince Menzione: and you’re gonna have multiple partners in the same opportunities. [00:20:37] Vince Menzione: Absolutely not. Not necessarily competing with each other. There’s three competing each with each other, but also you’re gonna have other partners that provide different capabilities as well. You might have that have some that are just transac. Those are gonna be those channel or reseller partners. [00:20:52] Vince Menzione: You might have an MSP that’s actually delivering, or at least providing some type of managed service on top of the stack. Like supporting the customer. Yeah. And then you might have an SI GSI an integration partner that’s also doing the con the consulting work around getting the solution to meet with the customer’s requirements. [00:21:12] Vince Menzione: Would you say [00:21:13] Jen Odess: so? That’s exactly right. Yeah. And actually in. AI era, we’re seeing more of it than ever. And even on the smaller deals, maybe not the GSIs on the smaller deals, but we’re seeing multiple partners come in to serve up their specific expertise, which is actually a best practice. That’s [00:21:33] Vince Menzione: terrific. [00:21:33] Jen Odess: We don’t want. If you’ve got an area that’s a blind spot and you’re a partner, but that’s something your customer is buying from you, there’s no harm in saying let’s bring in an expert in that category to deliver that piece of the business. That’s right. And we’ll maybe shadow and watch alongside. [00:21:46] Jen Odess: So we’re seeing more and more of it. And I actually think like the world of. Partnerships and ecosystems. If I go back to like my previous ecosystem as well, it’s become so much more communal than ever before. Yes. This idea that we can share and be more open and maybe even commiserate over the things, gosh, I can’t believe we have the same frustrations or we have the same. [00:22:09] Jen Odess: Wow, that’s amazing. And you’re in this country. And I’m in this country. And so we’re seeing more and more coming together on deals which I really respect a lot. ’cause So one of the new facts we’ve just learned actually, Vince, is that. Of all the ai buying that customers are doing out there, they actually still want over 70% of it to be done by partners. [00:22:32] Vince Menzione: Yes. [00:22:33] Jen Odess: So even though it looks like it could be maybe set up easy configured, easy plug and play it. It to get, it’s not real ROI. You still need a partner with expertise in that industry or that domain, or in that location or in that language to come and bring the value to life. And we will certainly accelerate, help accelerate time to value with things that ServiceNow will do for our partners. [00:22:56] Jen Odess: But if over 70% is gonna go to partners and AI is so new, wouldn’t you want more than one partner Sometimes on a absolutely on a deal, at least while we’re all learning. I think we can keep ebbing and flowing [00:23:07] Vince Menzione: on this. We you, I dunno if Jay McBain, ’cause we’ve had him in the room here and he is a, he’s an analyst that does a lot of work around this topic. [00:23:14] Vince Menzione: And we talk about the seven seats at the table because there are, again, you need more you, first of all, you need to have your trusted, you need to have the organizations that you work with. And you also, in the world of ai, with all of the tectonic shifts, all the constant changing that’s going on right now, I need to make sure that I have the right. [00:23:31] Vince Menzione: People by my side that I can trust, they can help me deliver what I need to deliver. ’cause it might have changed from six months ago. And the technology is changing. Everything is changing so rapidly right now. So again, having all those right people I want to pick up on something ’cause we talked a little bit about MSPs and they’ve become a favorite topic of ours. [00:23:52] Vince Menzione: I have become acutely aware of the Ms P community recently. I kinda looked at them as well. There’s little small partners, but you’ve suggested this as well. They have regional expert, they have expertise in a specific area. And can be trusted, and maybe you’re integrating multiple solution sets for a customer. [00:24:11] Vince Menzione: But we’ve seen this MSP community become very vibrant lately, and I feel like they woke up to technology and to AI in such a big way. Can you comment on that? [00:24:20] Jen Odess: So we feel and see the same thing I’ve always valued what managed service providers bring to the table. It’s like that. [00:24:26] Jen Odess: Classic are you a transformation shop or are you a ta? The tail end or the run business shop? And so many partners are like we’re both, and I wanna be like, but are you? But now I feel like we finally are seeing the run business is so fruitful. So AI is innovating. All the time. [00:24:46] Jen Odess: We, we are innovating as a AI platform all the time. What used to be six month, every six months family releases of our software. Yeah. It became quarterly and now we’re practically seeing releases of new innovation every six to eight weeks. So why wouldn’t you want a managed service provider? Paying close attention to your whole instance on ServiceNow and taking into account all the latest innovation and building it into your existing instance, and then looking out for what new things you should be bringing in. [00:25:20] Jen Odess: So that’s the beauty of the, it’s almost partnerships, observing, and then suggesting how to keep. Doing better and more and better versus always jumping straight back to complete redesign and transformation. Yeah, and that’s one of the things I like about the MSPs in this space. [00:25:36] Vince Menzione: So let’s broaden out from this part of the conversation ’cause you’re giving specific guidance to the MSPs, but let’s think about this whole partner community. [00:25:43] Vince Menzione: And you’ve seen this transformation coming over to ServiceNow and even within ServiceNow these last five years. How do these organizations need to think differently? And how do they need to structure their services in this newent world? [00:25:58] Jen Odess: Great question. There’s really four things that I think they have to be thoughtful of. [00:26:02] Jen Odess: The first is maybe the most obvious they have to adopt AI as their own ways of doing work methodology. Delivery, whatever it is, because only through the, it’s not about taking out people in jobs, it’s about doing the job faster, right? It’s about getting the customer to value faster so that adoption of AI will make or break some partners. [00:26:24] Jen Odess: And our goal is that every partner comes on the other side of this AI journey, thriving and surviving. So we’re really pushing. This agenda. And maybe later I can talk to you a little bit more about this autonomous implementation concept. Please. ’cause I that will [00:26:37] Vince Menzione: resonate. So you’re saying they need to, we used to use the term eat their own dog food. [00:26:41] Vince Menzione: Now it’s drink your own champagne. Yeah. But they need to adopt it as well internally. [00:26:46] Jen Odess: Yeah. And I think whether they’re using, I hope they’re using ServiceNow as like a client, zero. To do some of that adoption. But there’s lots of other tools that are great AI tools that will make your job and your day-to-day life and the execution of that job easier. [00:26:59] Jen Odess: So we want them adopting all of that. The second is, we really need to see partners. Innovating on the ServiceNow platform. Yeah. And whether that’s building agents AI agents that go into the ServiceNow store, whether it’s building a really fantastic solution that we wanna joint jointly go to market with, or maybe it’s one of those embedded solutions you were commenting where the end user doesn’t even know that the backend, like a tax and audit solution that is actually just. [00:27:29] Jen Odess: The backend is all ServiceNow. Yeah. But that partner is going to market and selling it to all their customers. Exactly. So I think this co-innovation is gonna be a place that we will really win in market. The third is if a partner wants to stand out right now, they have to differentiate on paper too. [00:27:47] Jen Odess: It’s gotta like what does that mean? So if there’s 2,500 partners. And it’s not like we don’t walk around and just say, you should talk to this partner. Yeah. Or here’s my secret list. You should, we don’t do that. That’s not good business and it’s not compliant. So we have algorithms that take all the quantitative and qualitative data on our partners and they know all the data points ’cause it’s part of the partner program Nice. [00:28:10] Jen Odess: That they adhere to and then ranks them on status. And all those data points are what I’m referring to as on paper. You’ve gotta be differentiated. So whether or not you wanna be great at one thing or great across the whole thing, think about how all of those quantitative and qualitative data points are making you stand out, because that’s where those matches that I was referring to. [00:28:35] Jen Odess: Yes. That’s where that’s gonna come to life. And it’s skills, it’s capabilities. It’s deployments. So Proofpoint and deployments, customer success stories, csat, all the things. So [00:28:47] Vince Menzione: those are all the qualifi qualifiers for and more, but those are the types [00:28:49] Jen Odess: of qualifications. Yeah. [00:28:51] Vince Menzione: And then do your, does your sales organization do a match against that based on a customer’s requirements that they’re working with and who they work with and co-sell with? [00:29:00] Jen Odess: And I feel like you just lobbed me the greatest question. I didn’t even know you were gonna ask it, but I’m so glad you did. So today. Today there is something called a partner finder, which is which is nice, but it’s a little bit old school in a world of ai. Yeah. So you go to servicenow.com, you click partner from the top navigation, and then it says find a partner and you can literally type in the products you’re buying the country, you’re, that you’re headquartered out of. [00:29:26] Jen Odess: Whatever thing you’re looking for. And it will start to filter based on all those data points, the right partners, and you can actually click right there to be connected to a partner. So lead generation. Okay, interesting. But where we’re going is a agentic matching right in our CRM for the field. Oh. So those data points are gonna matter even more, and that’s where the gated. [00:29:48] Jen Odess: I say gated entry, which is probably too extreme, right? It’s really gated. If you wanna surface toward the top, there’s gated parameters to try to surface to the top, but those data points will feed the algorithm and it will genetically match right in our CRM for the field. Who are the best suited partners? [00:30:09] Jen Odess: Would you like to talk to them? [00:30:10] Vince Menzione: Okay. And so is it. Partner facing? Is it sales team facing [00:30:14] Jen Odess: Right now? It’s sales. It’ll, when it goes live, it will be sales team facing. Okay. But we have greater ambition for what partners can do with it. Yeah. Not just in the indirect motion, but also what partners may be able to do with it to interface with our field. [00:30:30] Jen Odess: The. [00:30:31] Vince Menzione: The, yeah the collaboration [00:30:33] Jen Odess: opportunity. Which is always a friction point that we’re working on [00:30:36] Vince Menzione: always because it’s very manual. It’s people intensive. Yeah. Partner development managers sitting on both sides of the equation and the interface between the sales organization and a partner organization is not always the. The easiest. So right. Automated, quite a bit of that. [00:30:49] Jen Odess: My boss is obsessed with the easy button, which I know is a phrase many of us in the US know from I think it’s an Office Depot, all these ways in which we can have easy button moments for the partner ecosystem is what we’re trying to focus on. [00:31:01] Jen Odess: I love the easy button. [00:31:02] Vince Menzione: Yeah. And I love your boss too. Yeah, he’s fabulous. Fabulous. So Michael and I go back like many years ago. You must have, [00:31:08] Jen Odess: yeah. You must have had paths crossing on numerous occasions. [00:31:12] Vince Menzione: Yeah we we worked together micro I’m going to hijack the session for a second here. [00:31:16] Vince Menzione: But when I first came to Microsoft, he was leading a, the se, a segment of the business, and he invited me to come to his event and interviewed me on stage at his event. [00:31:26] Jen Odess: No way. [00:31:26] Vince Menzione: And we got to know each other and yeah. So he was terrific. He was what a great find for, oh, he’s for service now. [00:31:32] Vince Menzione: He’s really [00:31:32] Jen Odess: has been a fantastic addition [00:31:34] Vince Menzione: to the global partnerships and channels team. And Michael, we have to have you on the podcast. Yes. Or cut down here in the studio at some point too with Jen and I. That’d be great. So this is terrific. We are getting it’s an incredible time. [00:31:44] Vince Menzione: It’s going so fast this time, 2022 was, seems like it was five, it feels like it was almost 10 years ago now. It wasn’t that we just started talking about it and you were implementing AI 10 years ago, but it wasn’t getting the attention that it’s getting today. And it really wasn’t until that moment that it really started to kick off in a way that everybody, yeah. It became pervasive overnight I would say. But now we’re starting 2026, like we’re at. This precipice of time and it’s continuing. I don’t even know what 2030 is gonna look like, right? So I’m a partner. [00:32:16] Vince Menzione: What are the one, two, or three things that I need to do now to win over and work with ServiceNow? [00:32:23] Jen Odess: One, two or three things? I’ll tell you the first thing. So today ServiceNow will end up hitting 500 million in annual contract value in our Now Assist, which is our AI products by the end of 2025, which is the fastest growing product in all of ServiceNow history. [00:32:37] Jen Odess: That’s one product that’s so there’s lots of SKUs. Yeah, but it is. It’s our AI product. Yeah. And it is, but yeah, because of all the various ways. [00:32:45] Vince Menzione: So half a billion dollars, [00:32:46] Jen Odess: half a billion by the end of 2025. And I think, someone’s gonna have to keep me honest here, but if memory serves me right, the first skews didn’t even launch until 2024. [00:32:54] Jen Odess: So we’re talking about wow, in a year it’s fast. Over 1,700 customers are live with our now assist products. Again, in a matter of, let’s call it over, a little over a year, 1,700 partners. So I think the first thing a partner needs to do is they’ve gotta get on this AI bandwagon, and they’ve gotta be selling and positioning AI use cases to their customers, because that’s the only way they’re gonna get. [00:33:20] Jen Odess: Experience and an opportunity to see what it feels like to deliver. So we have to do that. And I think you could sell a big use case like that big, we talked north, south, east, west, you could do that whole thing. Brilliant. But you could also start small. Go pick a single use case. Like a really simple example of something you wanna, some work you wanna drive productivity on. [00:33:41] Jen Odess: Yeah. And make sure you’ve got multiple stakeholders that love it and then go drive proving that use case. That’s what we’re telling a lot of partners. That’s the first thing. The second is they have got to build skills on AI and they have to keep up with it. And so we’re trying to really think about our broader learning and development team at ServiceNow is just next level. [00:34:00] Jen Odess: And they’re really re-imagining how to have more real time bite size. Training and enablement that will help individuals keep up with that pace of innovation. So individuals have got to get skilled. Yes. On AI today, of that a hundred thousand or so individuals in the ecosystem right now, about 35% of those individuals hold one or more AI credential. [00:34:25] Jen Odess: Again, that’s in a little over a year, which is the fastest growing skill development we’ve ever had, but it should be a hundred percent. Yeah. All of our goals should be that every account is being sold ai. ’cause that’s where the customer’s gonna get to value a ServiceNow is if they have the AI capabilities. [00:34:40] Jen Odess: And [00:34:41] Vince Menzione: how are you providing enablement and training? Is it all online? It’s, we have [00:34:44] Jen Odess: all sorts of ways of doing it. So that we have ServiceNow University, which is just a really robust, learning platform. Elba is our professor in residence. Very cool. Which is very cool. And they’re all content. [00:34:57] Jen Odess: Is free to partners. The training is free to partners that is on demand. Beyond that, partners can still get, instructor led training, whether that’s in person or virtual. And then my team offers enablement. That’s a little bit more, it’s like not formal training, it’s more like hands-on labs and experiences. [00:35:17] Jen Odess: We bring in lots of groups that sit around me that help and we very cool hands on with partners face-to-face. And do you do an annual event where you bring all these partners together? No, because we do we have three major milestones a year for partners. So the first is at sales kickoff, which is coming up the third week in January. [00:35:33] Jen Odess: And alongside sales kickoff is partner kickoff. Okay. And so we do a whole day of enabling them. So that’s your [00:35:39] Vince Menzione: partner kickoff? [00:35:40] Jen Odess: That’s partner kickoff. But of the, of all the partners in the ecosystem, it’s not like they can all make it. So we still also record and then live stream some of the content there. [00:35:49] Jen Odess: Then at Knowledge, there’s a whole partner track at Knowledge and same concept. Yeah, it’s like it’s all about customers and we wanna, build as much pipeline and wow as many customers as possible, but we also need to help our partners come along the journey. Then the third and final moment is in September, always, and it’s called our Global Partner Ecosystem Summit. [00:36:08] Jen Odess: We should have you, I’d love to join this next year. I love that. And it’s really, that’s the one time if sales kickoff is all about the sales motion in the field and knowledge is all about the customers and getting customers value. Global Partner Ecosystem Summit is only about the partners, what they need, why they need it, and what we’re doing to make their lives easier. [00:36:28] Jen Odess: I love it. Yeah. I’ll be there September. I love it. Dates yet set yet? I have to, it’s getting locked. I’ll get it to you. [00:36:34] Vince Menzione: Okay. All right. I’ll, we’ll be there. Okay. So you’ve been incredible. I just love having you. We could spend hours, honestly, and I want to have you back here. I’d love to, I have you back for a more meaningful conversation with the hyperscalers. [00:36:45] Vince Menzione: Talk to some of the partners that join us at Ultimate Partner events. We’ll find a way to do that, but I have this one question. It’s a favorite question of mine, and I love to ask all my guests this. Okay. You’re hosting a dinner party. And you could host a dinner party anywhere in the world. We could talk about great locations and where your favorite places are, and you can invite any three guests from the present or the past to this amazing dinner party. [00:37:11] Vince Menzione: We had one guest who wanted to do them in the future, like three people that hadn’t reached a future date. Whom would you invite Jen and why? [00:37:21] Jen Odess: Oh, first of all, you’re hitting home for me because I love to host dinner parties. I actually used to have a catering company. This is like one of those weird facts that, we didn’t talk about my pre services and ecosystem days, but I also had a catering company, so I love cooking and hosting dinner parties. [00:37:38] Jen Odess: So this is a great question. I feel like it’s a loaded question and I have to say my spouse. I love my husband dearly, but I have. To invite Lee to my dinner party. Okay. He’s in [00:37:47] Vince Menzione: Lee’s guest number one. Lee’s [00:37:49] Jen Odess: guest, number one. And the reason why is, first of all, I love him dearly, but he’s super interesting and he has such thought provoking topics to, to discuss and ways of viewing the world. [00:38:00] Jen Odess: He’s actually in security tech, so it’s like a tangential space, but not the same. [00:38:05] Vince Menzione: Yeah. But an important space right now, especially. Yeah. And [00:38:07] Jen Odess: he, yeah. And he’s, he’s just a delight to be around. So he’d be number one. Number two would be Frank Lloyd Wright. [00:38:15] Vince Menzione: Frank. Lloyd Wright. [00:38:17] Jen Odess: Yeah. I am an architecture and design junkie. [00:38:21] Jen Odess: Maybe I don’t do any of it myself, though. I dabble with friends that do it, and I try to apply it to my home life when I can. And Frank Lloyd Wright sort of embodies some of my favorite. Components of any kind of environment that you are experiencing, whether it’s a home or it’s an office building or it’s an outdoor space. [00:38:39] Jen Odess: I love the idea of minimalism and simplicity. I love the idea of monochromatic colors. I love the idea of spaces that can be used for multipurpose. And then I love the idea of the outside being in and the inside being out. I love it. So I would like love to pick his brain on some of his, how he came up with some of his ideas. [00:38:59] Jen Odess: Fascinating for some of his greatest. Yeah. Designs. Okay. That’s number two. Number three, I think it would be Pharrell Williams. Really? Yeah, I, Pharrell Williams. Yeah. I love fashion music and all things creativity. He’s got that, Annie’s philanthropic. He’s just yeah. The whole package of a good person. [00:39:26] Jen Odess: That’s super interesting and I very cool. I would love to pick his brain on what it was like to be behind the scenes on some of the fashion lines he’s collaborated with on some of his music collabs he’s had, and then just some of the work he’s doing around philanthropy. I would. I could just spend all night probably listening to him. [00:39:43] Jen Odess: This would be a [00:39:44] Vince Menzione: really cool conversation night. [00:39:45] Jen Odess: Don’t you wanna come to my dinner? Was gonna say, I’m sorry I didn’t invite you to identify. No [00:39:49] Vince Menzione: I was, can I bring dessert? [00:39:50] Jen Odess: Yeah. I come [00:39:50] Vince Menzione: for dessert. I, but it can’t, [00:39:51] Jen Odess: it has to be like a chocolate dessert. It’s gotta have [00:39:54] Vince Menzione: I love chocolate dessert. [00:39:55] Vince Menzione: Okay, great. So it would not be a problem for me, Jen. This is terrific. You have been absolutely amazing. So great to have you come here. Yeah. Such a busy time of year to have you make the trip here to Boca. We will have you back in the studio. I promise that I’ll have you back on stage. Stage. [00:40:10] Jen Odess: This is beautiful. [00:40:10] Jen Odess: Look at it. Yeah. This is [00:40:11] Vince Menzione: beautiful. And we transformed this into, to a room, basically a conference room. And then we also have our ultimate partner events. I would love to come, we would love to have you join us. Like I said, ServiceNow is such an impactful time. Your leadership in this segment market, and I wouldn’t say segment across all of AI in terms of all the use cases of AI is just so meaningful, especially for within the enterprise. [00:40:33] Vince Menzione: Yeah. Right now. So just really a jogger nut right now within the industry. So great to have you and have ServiceNow join us. So Jen, thank you so much for joining us. [00:40:42] Jen Odess: Thanks Vince. Appreciate the time. It’s a pleasure to be here. [00:40:44] Vince Menzione: Thank you very much. Thanks for tuning into this episode of Ultimate Eye to Partnering. [00:40:50] Vince Menzione: We’re bringing these episodes to you to help you level up your strategy. If you haven’t yet, now’s the time to take action and think about joining our community. We created a unique place, UPX or Ultimate partner experience. It’s more than a community. It’s your competitive edge with insider insights, real-time education, and direct access to people who are driving the ecosystem forward. [00:41:16] Vince Menzione: UPX helps you get results. And we’re just getting started as we’re taking this studio. And we’ll be hosting live stream and digital events here, including our January live stream, the Boca Winter Retreat, and more to come. So visit our website, the ultimate partner.com to learn more and join us. Now’s the time to take your partnerships to the next level.

Javier Milei en una entrevista en LN+, se refirió a la posibilidad de indultar a CFK, y afirmó: “A mí me parece un disparate. Vivo pregonando la independencia de la justicia. Que la justicia falle y haga lo que considera pertinente. Que hecho sea de paso es una materia que además no manejo. No tengo ni la más mínima intención de algo así, porque aparte nuestro lema de campaña es el que las hace, las paga. Entonces, ¿qué es eso? A mí me parece aberrante”. En la misma entrevista, agregó: “Yo no tengo por qué esperar nada, que la gente se manifieste y haga lo que quiera. Es decir, yo la marcha de ayer, ¿sabés cómo la vi? Yo dije ayer... Como un partido homenaje”.La intendenta de Quilmes, Mayra Mendoza, señaló: “va a salir a saludar, así que vengan a darle amor”.El abogado de Cristina Kirchner, Carlos Beraldi, sostuvo que la tobillera “es una imposición que no corresponde”.Patricia Bullrich, ministra de seguridad, afirmó: “Llega a una dependencia especial donde están en este momento todas las tobilleras que están colocadas y que se enciende una alerta en caso de que alguna salga de la jurisdicción que tiene marcada”.Lula Da Silva, el Presidente de Brasil, habló sobre Cristina Kirchner: "Llamé a Cristina Kirchner. Estaba condenada. La llamé para mostrarle mi solidaridad. Incluso lloró. Le dije: «Cristina, te llamo porque quiero que sepas que mi amistad contigo no fue porque fueras presidenta, sino porque yo era presidente. Mi amistad contigo es porque soy una persona y tú eres una persona»"Máximo Kirchner, diputado nacional del UPX, se refirió a la posibilidad de ocupar el lugar de Cristina Kirchner en las listas, y afirmó: “A mí en mi caso no me resultaría muy simpático hacerlo ante la proscripción de ella”. Agregó: “Mi viejo se murió laburando, no pelotudeando y boludeando. Cristina la tengo presa, a mi hermana hecha mierda, quedo yo nomás, que soy ya el bocato de cardinale de Macri y Magnetto. Seguramente los esperaré, en meses, seguramente, o año, algo te van a hacer. Porque hay que demostrar que no temerles, discutirles, debatirles, nombrarles, cuestionarles los negocios” Javier Milei, en la entrevista con LN+, sostuvo “No se manifiesta aumento del desempleo, así que digamos, la economía se caracteriza por tener muchos sectores, o sea, la economía no es de un solo producto, de un solo agente, o sea, hay sectores a los que le va a ir mejor y hay sectores a los que le va a ir peor”. También habló sobre el consumo: “El problema es que cambió la metodología bajo la cual la gente consume, es mejor proxy, mirar qué está pasando con las ventas de mercado libre que cualquier indicador de estos de... Sí, la gente se la pasa comprando por mercado libre y usa mercado de pago. Entonces, de vuelta, parece que no aprenden, pero tampoco quieren aprender”.Noticias del viernes 20 de junio por María O'Donnell y equipo de De Acá en Más por Urbana Play 104.3 FMSeguí a De Acá en Más en Instagram y XUrbana Play 104.3 FM. Somos la radio que ves.Suscribite a #Youtube. Seguí a la radio en Instagram y en XMandanos un whatsapp ➯ Acá¡Descargá nuestra #APP oficial! ➯  https://scnv.io/m8Gr 

Welcome to Episode 238 of the Upland Property Experts Podcast!

What if the key to achieving your biggest goals lies not in pushing harder, but in embracing calm amidst the climb? In this transformative session from the 2025 International Day of Calm Summit, Daniel Diaz—internationally recognized performance coach, endurance athlete, and founder of Peak Life Now and UPX—challenges the conventional belief that peace and progress are mutually exclusive.​In his talk, “The Calm Within the Climb,” Daniel introduces his philosophy of the Holy Trinity of Flow: discipline, intuition, and self-compassion. Drawing from his own journey of overcoming personal adversity and guiding high-achieving individuals, he shares actionable strategies to help you stay grounded and centered while pursuing your ambitions.​Discover how to rewire your inner dialogue, anchor into unshakable self-belief, and operate from a place of presence rather than pressure. Whether you're an entrepreneur, leader, or growth-driven individual, Daniel's insights will empower you to unlock your next level of performance without sacrificing well-being.Connect with Daniel Diaz:Website: iamdanieldiaz.com Instagram: @peaklifenowLinkedIn: Daniel Diaz*******************************************************Are you ready to STOP YELLING AT YOUR CHILD in just 21 Days? Join my newest program at low introductory pricing... go to ⁠QUITYELLING.COM⁠1. Need more help? Let's grab some coffee or tea and talk. Go to TalkWithCelia.com and choose the time that works for you.2. Looking for a manual for parenting your child (now in English & Spanish)? It's finally here and you can grab your copy of my latest parenting & children's books today!3. Become a Member of my TRANQUILITY TRIBE and STOP YELLING Once & For All.4. Read my latest article to find out how to stop yelling... https://celiaArticle.com5. Looking to be part of a fun free and informative FB community (without all the bitching)?... join us in Pumped Up Parenting6. Love YouTube? Do you know there are lots of parenting videos, story time videos for you and your kids, as well as some great family workout videos? All on Pumped Up Parenting with Celia Kibler7. Follow me on Instagram and TikTok8. Join me on my newest platform PEANUT: Connecting women across fertility & motherhood9. Get my parenting worksheet and other resources at PumpedUpParenting.Etsy.com10. Join us on ⁠THE INTERNATIONAL DAY OF CALM⁠, watch the full replay on our YouTube Channel @DayofCalmTake the Pledge, Support our Mission of the Day of Calm Foundation to SOOTHE THE ANGER & RAGE AT THE HUMAN CORE as we work to end senseless violence against our kids.Support our school in Uganda, Share the Day, Attend a Calm Class or Parenting Class and feel great!

In this power-packed episode, Lisa G. sits down with Vince Menzione—founder of Ultimate Partner and a seasoned expert in strategic tech alliances—to break down how companies can unlock explosive growth through successful partnering in today's rapidly shifting tech landscape.  

From Bill Gates to Mark Zuckerberg, billionaires with no education expertise keep using their big names and big dollars to hype LLMs for classrooms. Promising ‘comprehensive AI tutors', or just ‘educator-informed' tools to address understaffed classrooms, this hype is just another round of Silicon Valley pointing to real problems -- under-supported school systems -- but then directing attention and resources to their favorite toys. Former educator and DAIR research fellow Adrienne Williams joins to explain the problems this tech-solutionist redirection fails to solve, and the new ones it creates.Adrienne Williams started organizing in 2018 while working as a junior high teacher for a tech owned charter school. She expanded her organizing in 2020 after her work as an Amazon delivery driver, where many of the same issues she saw in charter schools were also in evidence. Adrienne is a Public Voices Fellow on Technology in the Public Interest with The OpEd Project in partnership with the MacArthur Foundation, as well as a Research Fellow at both (DAIR) and Just Tech.References:Funding Helps Teachers Build AI ToolsSal Khan's 2023 Ted Talk: AI in the classroom can transform educationBill Gates: My trip to the frontier of AI educationBackground: Cory Booker Hates Public SchoolsBackground: Cory Booker's track record on educationBook: Access is Capture: How Edtech Reproduces Racial InequalityBook: Disruptive Fixation: School Reform and the Pitfalls of Techno-IdealismPreviously on MAIHT3K: Episode 26, Universities Anxiously Buy Into the Hype (feat. Chris Gilliard)Episode 17: Back to School with AI Hype in Education (feat. Haley Lepp)Fresh AI Hell:"Streamlining" teachingGoogle, Microsoft and Perplexity are promoting scientific racism in 'AI overviews''Whisper' medical transcription tool used in hospitals is making things upX's AI bot can't tell the difference between a bad game and vandalismPrompting is not a substitute for probability measurements in large language modelsYet another 'priestbot'Self-driving wheelchairs at Seattle-Tacoma International AirpotYou can check out future livestreams at https://twitch.tv/DAIR_Institute.Subscribe to our newsletter via Buttondown. Follow us!Emily Twitter: https://twitter.com/EmilyMBender Mastodon: https://dair-community.social/@EmilyMBender Bluesky: https://bsky.app/profile/emilymbender.bsky.social Alex Twitter: https://twitter.com/@alexhanna Mastodon: https://dair-community.social/@alex Bluesky: https://bsky.app/profile/alexhanna.bsky.social Music by Toby Menon.Artwork by Naomi Pleasure-Park. Production by Christie Taylor.

In today's episode, we discuss the arrest of the alleged ringleader of Scattered Spider, implicated in data breaches affecting Twilio, LastPass, and DoorDash (https://krebsonsecurity.com/2024/06/alleged-boss-of-scattered-spider-hacking-group-arrested/). We also explore a novel Linux malware, DISGOMOJI, that uses emojis for command execution via Discord (https://www.bleepingcomputer.com/news/security/new-linux-malware-is-controlled-through-emojis-sent-from-discord/). Finally, we cover Microsoft's upcoming security enhancements for Outlook, including the move to modern authentication (https://techcommunity.microsoft.com/t5/outlook-blog/keeping-our-outlook-personal-email-users-safe-reinforcing-our/ba-p/4164184). Thanks to Jered Jones for providing the music for this episode. https://www.jeredjones.com/ Logo Design by https://www.zackgraber.com/ Tags Scattered Spider, Twilio, LastPass, DoorDash, UK hacker, cyber-espionage, Volexity, DISGOMOJI, Discord, emojis, Microsoft, Outlook, authentication, security, Bitcoin, major corporations, hacking tactics, cybersecurity. Search Phrases How Scattered Spider hacked Twilio Breach of LastPass by Scattered Spider Capture of UK hacker behind Scattered Spider Methods used in Twilio hacking DISGOMOJI malware and its impact Scattered Spider group's tactics Cybersecurity in Discord using emojis Transition to modern authentication in Microsoft Outlook Protecting against DISGOMOJI malware Twilio and other major corporations' security breaches Alleged Boss of ‘Scattered Spider' Hacking Group Arrested https://krebsonsecurity.com/2024/06/alleged-boss-of-scattered-spider-hacking-group-arrested/ ---`### Flash Briefing: Alleged Boss of ‘Scattered Spider' Hacking Group Arrested Key Information: Spanish police arrested a 22-year-old UK man, Tyler Buchanan, in Palma de Mallorca. Buchanan allegedly leads Scattered Spider, a cybercrime group behind hacks on Twilio, LastPass, DoorDash, and more. Engagement: How does this arrest impact the cybersecurity landscape for companies frequently targeted by such groups? Actionable Insight: Buchanan allegedly controlled Bitcoins worth $27 million, highlighting the financial scale of cybercrime. Engagement: What measures can organizations take to protect against such high-stakes cyber threats? SIM-Swapping: Buchanan, alias "Tyler," is known for SIM-swapping attacks, transferring victims' phone numbers to intercept authentication codes. Engagement: Have you implemented safeguards like multi-factor authentication that don't rely on SMS? Scattered Spider's Tactics: The group uses social engineering to phish for credentials, often via SMS messages mimicking Okta authentication pages. Engagement: Could your organization's employees recognize a sophisticated phishing attempt? Notable Breaches: Scattered Spider's campaigns led to breaches at companies like Signal, Mailchimp, and LastPass, showcasing the importance of robust security practices. Engagement: What steps has your organization taken to ensure the security of its authentication processes? Internal Network Access: The group's attacks typically begin with social engineering, tricking individuals into revealing credentials that allow network access. Engagement: Are your employees trained to identify and report phishing attempts? Physical Repercussions: The cybercrime community often resorts to physical violence to settle disputes, including home invasions and other assaults. Engagement: How does the threat of physical violence alter your perception of cybersecurity risks? Recent Arrests: In January 2024, authorities arrested another Scattered Spider member, Noah Michael Urban, linked to significant financial thefts. Engagement: Does knowing the legal consequences deter potential cybercriminals, or is the allure of high rewards too strong? SIM-Swapping Leaderboard: Telegram channels maintain leaderboards ranking SIM-swappers by their conquests, showing the competitive nature of these groups. Engagement: What do you think motivates individuals to climb these illicit leaderboards? Concluding Note: Buchanan's arrest marks a significant win for cyber law enforcement, but the persistence of such groups calls for constant vigilance and improved security measures. Engagement: What are the most effective strategies your organization has implemented to stay ahead of cyber threats? New Linux malware is controlled through emojis sent from Discord https://www.bleepingcomputer.com/news/security/new-linux-malware-is-controlled-through-emojis-sent-from-discord/ ---`Flash Briefing: New Linux Malware 'DISGOMOJI' Innovative Command Control: Cybersecurity firm Volexity has discovered 'DISGOMOJI,' a Linux malware using emojis sent via Discord for command and control (C2), targeting Indian government agencies. (Source: Volexity, June 15, 2024) Espionage Campaign Origins: Volexity links DISGOMOJI to a Pakistan-based threat actor, UTA0137, known for espionage activities. They assess with high confidence that UTA0137 aims to infiltrate government entities in India. (Source: Volexity) Functionality and Tactics: Similar to other backdoors, DISGOMOJI can execute commands, take screenshots, steal files, and deploy additional payloads. Its emoji-based C2 system allows it to bypass security software focused on text-based commands. (Source: Volexity) Detection Method: Volexity discovered the malware via a UPX-packed ELF executable in a ZIP archive, likely distributed through phishing emails, targeting the custom Linux distribution BOSS used by Indian government agencies. (Source: Volexity) Operational Mechanics: DISGOMOJI exfiltrates system information and listens for new emoji-based commands on a Discord server, using a reaction-based protocol to confirm command execution. (Source: Volexity) Persistence and Spread: The malware maintains persistence using the @reboot cron command and other mechanisms like XDG autostart entries. It also steals data via USB drives and attempts lateral movement to gather more credentials. (Source: Volexity) Security Implications: The use of emojis for commands could make DISGOMOJI harder to detect, presenting a unique challenge for cybersecurity defenses. Mid/entry-level professionals should focus on strengthening phishing defenses and monitoring unusual Discord traffic. (Source: Volexity) Microsoft: New Outlook security changes coming to personal accounts https://techcommunity.microsoft.com/t5/outlook-blog/keeping-our-outlook-personal-email-users-safe-reinforcing-our/ba-p/4164184 ---`- Modern Authentication Requirement: Microsoft plans to phase out Basic Authentication (username and password) for Outlook personal accounts by September 16, 2024. This change impacts Outlook.com, Hotmail.com, and Live.com accounts, requiring users to switch to token-based authentication backed by multi-factor authentication (MFA). This strengthens security as Basic Authentication is vulnerable to credential capture and misuse. [Source: Microsoft] End of Support for Old Apps: Microsoft will no longer support the 'Mail' and 'Calendar' apps on Windows after December 31, 2024. Users should migrate to the new Outlook for Windows, which provides enhanced security features. A migration toggle will be added to the existing apps to facilitate this transition. [Source: Microsoft] Listener Feedback: Have you started migrating to the new Outlook for Windows? Let us know your experience! Deprecation of Outlook Light: The 'light' version of the Outlook Web App will reach the end of support on August 19, 2024. This version, intended for older web browsers, is being retired due to its degraded experience and lower security standards. [Source: Microsoft] Engagement Prompt: If you're still using Outlook Light, what are your plans for transitioning to a more secure email client? Gmail Access via Outlook.com: Starting June 30, 2024, users will no longer be able to access Gmail accounts through Outlook.com. However, standalone Outlook clients for Windows and Mac will continue to support this functionality. [Source: Microsoft] Discussion Point: How will this change affect your workflow if you use Gmail with Outlook.com? Join the conversation on our LinkedIn group. Cortana Deprecation Impact: The deprecation of Cortana means that 'Play My Emails' and 'Voice Search' features on Outlook mobile will be removed at the end of this month. [Source: Microsoft]

In this weeks episode, Eric, Malcolm and James Wells from LNS Research discuss Unified Performance Excellence. Unified Performance Excellence (UPX), is a modern approach to industrial performance management that integrates advanced digital tools and methodologies into traditional operational improvement processes. This framework seeks to enhance operational agility, flexibility, and resiliency by leveraging digital technologies like AI, machine learning, and digital twins within a connected and intelligent risk management system. At the 2024 Connected Workforce Summit presented by L2L, James will be a guest speaker talking about how UPX represents a significant shift towards integrating industrial operations with digital transformation initiatives, aiming to not only sustain but enhance operational performance through intelligent, data-driven methodologies​l2l.comYoutube: @leading2lean

We talked to Laurie Wired (X/Twitter, YouTube, Github) about malware reverse engineering, making youtube videos, and more! Check out her excellent series on Reverse Engineering 101 as well as her many Conference Talks.  Here are links to some other topics we covered: Serial Experiments Lain EIEIO instruction  Java Native Interface (JNI) .ipa file Virustotal MalwareBazaar RetroBar for Windows  https://alula.github.io/SpaceCadetPinball/ Neon White game vx underground  trivia Operation Triangulation and Video Presentation “What You Get When Attack iPhones of Researchers” Dalvik Executable Format (.dex) UPX  packer Apk file Neon Genesis Evangelion XcodeGhost https://frida.re/ https://github.com/Ch0pin/medusa Have comments or suggestions for us? Find us on twitter @unnamed_show,  or email us at show@unnamedre.com. Music by TeknoAxe (http://www.youtube.com/user/teknoaxe)

Sign up for Upland using this referral code discover.upland.me/UPX-Podcast. Earn of 50% bonus on your first deposit up to $100.

Today we have a special guest, Smuckuss, the second overall treasure hunter in the Upland Metaverse, who has claimed an impressive 3,000 treasures so far! We'll be diving deep into the Upland Metaverse with Smuckuss, exploring their treasure hunting journey and learning about their strategy.But that's not all, folks! We've got your hosts, 2Stupid2Win and ThankMeLater, here to keep you updated on all the latest happenings in the Upland community. They'll be analyzing the secondary market, discussing Spark Week, and talking about the latest rising stars challenge. And of course, we can't forget about Chokes for Charity, where if we raise $25,000 for Tap Out Cancer, The Hyde Park Ninjas will choke out ThankMeLater!In addition, we'll be hearing from the Upland Racing League about their week 1 updates and week 2 in Portage Park, sponsored by the UPX podcast. And we have the Playa Del Ray community represented by CEllis and BC4FUn, who will tell us why they are the #1 rated neighborhood in the Upland Metaverse and share their weekly giveaways.But hold on, folks, there's some drama on the horizon! On this episode, 2Stupid2Win and ThankMeLater get into a heated debate about the recent city releases. London and Birmingham have just been released, and 2Stupid2Win is confused about which city is which. They also disagree on the number of properties that should be released. 2Stupid2Win believes there should be more, given that it's the first Tier 1 international city, but ThankMeLater thinks that the current number is perfect for selling out the new city quickly.So, what are you waiting for? Grab a drink and join us for another exciting episode of The Upland Property Xperts PodcastThe UPX Podcast is the ORIGINAL and #1 spot for news, strategy, non-financial advice, and more in Upland. Join 2Stupid2Win, ThankMeLater, TDavis, and BDag as they discuss the current events, strategies, and community of the metaverse known as Upland.Sign up for Upland using this referral code discover.upland.me/UPX-Podcast. Earn of 50% bonus on your first deposit up to $100.Follow us on Twitter www.twitter.com/upxpodcastSHOW DISCLAIMER: The views, information, and opinions expressed on The Upland Property Xperts (UPX) Podcast are solely those of 2Stupid2Win, TML, and any guests of the podcast and do not necessarily represent/reflect those of UplandMe Inc. We are not employed by, or provided insider information from the UplandMe Inc. Nor are we financial/investment advisors. All discussion about properties, types of properties, or any other NFTs in Upland to buy or sell is not financial advice. Please do your own research first. We do not guarantee any particular outcome from participating in Upland. There is potential for loss from participating in the purchase, sale, or investing in Upland and their metaverse.

Ladies and gentlemen, welcome to another episode of the Upland Property Xperts, where we explore the latest developments in the fascinating world of the Upland metaverse. Today, we have a special treat for you, as Co-Hosts 2Stupid2Win and ThankMeLater are joined by none other than the Hyde Park Ninjas - a group of skilled martial artists who not only break boards but also happen to be upcoming experts in the world of Web3 experience.We'll dive into their exciting project with UPX.World and explore the potential impact of Web3 technology on the Upland metaverse. We'll also discuss the secondary market in Upland and how neighborhood ratings can add a new dimension to the game. And let me tell you, things get heated as the team debates the controversial topic of uncollected earnings and whether there should be a set number of days before they expire or an upx value.But that's not all - we'll also explore the possibilities of owning a racetrack in the Upland Metaverse, as applications are now open. And we'll hear about a live fundraiser on GoFundMe.com called Chokes For Charity, where you can support two great causes, Tap Out Cancer and Stop Soldier Suicide, by visiting https://gofund.me/ae089140 and https://gofund.me/9dde69b3.So grab a seat, put on your headphones, and get ready for an entertaining and informative ride as we explore the world of Upland with the Property Xperts. Let's go!The UPX Podcast is the ORIGINAL and #1 spot for news, strategy, non-financial advice, and more in Upland. Join 2Stupid2Win and ThankMeLater as they discuss the current events, strategies, and community of the metaverse known as Upland.Sign up for Upland using this referral code discover.upland.me/UPX-Podcast. Earn of 50% bonus on your first deposit up to $100.Follow us on Twitter www.twitter.com/upxpodcastSHOW DISCLAIMER: The views, information, and opinions expressed on The Upland Property Xperts (UPX) Podcast are solely those of 2Stupid2Win, TML, and any guests of the podcast and do not necessarily represent/reflect those of UplandMe Inc. We are not employed by, or provided insider information from the UplandMe Inc. Nor are we financial/investment advisors. All discussion about properties, types of properties, or any other NFTs in Upland to buy or sell is not financial advice. Please do your own research first. We do not guarantee any particular outcome from participating in Upland. There is potential for loss from participating in the purchase, sale, or investing in Upland and their metaverse.

2Stupid2Win & ThankMeLater discuss the secondary market, dive into UPX.World data, the ornament sales, the Cupid hunt, Treasure Hunting changes, and a troll hits the comments.The UPX Podcast is the ORIGINAL and #1 spot for news, strategy, non-financial advice, and more in Upland. Join 2Stupid2Win, ThankMeLater, TDavis, and BDag as they discuss the current events, strategies, and community of the metaverse known as Upland.Sign up for Upland using this referral code discover.upland.me/UPX-Podcast. Earn of 50% bonus on your first deposit up to $100.Follow us on Twitter www.twitter.com/upxpodcastSHOW DISCLAIMER: The views, information, and opinions expressed on The Upland Property Xperts (UPX) Podcast are solely those of 2Stupid2Win, TML, and any guests of the podcast and do not necessarily represent/reflect those of UplandMe Inc. We are not employed by, or provided insider information from the UplandMe Inc. Nor are we financial/investment advisors. All discussion about properties, types of properties, or any other NFTs in Upland to buy or sell is not financial advice. Please do your own research first. We do not guarantee any particular outcome from participating in Upland. There is potential for loss from participating in the purchase, sale, or investing in Upland and their metaverse.

Ele começou a empreender aos 12 anos de idade. Hoje a sua empresa, UPX, uma das maiores empresas de cibersegurança (cibersecurity) é responsável por 5% de todo o tráfego da internet no Brasil. Além disso, se tornou um triatleta, já fez diversas vezes Ironman 70.3 (O Ironman é uma prova de Triathlon, e a versão 70.3 totaliza 1.9km de natação, 90km de ciclismo, e 21km de corrida. Também existe o “full iron”, que totaliza 3.86km de natação, 180.25km de ciclismo, e 42.2km de corrida). Ou seja, Bruno Prado conhece bem os extremos da vida. Nesse episódio do Extremos, Bruno Prado conversa com Bruno Nardon e Alfredo Soares sobre alguns temas, entre eles: - Como Bruno Prado reagiu à notícia do seu câncer aos 15 anos? - Em que momento uma empresa deve se preocupar com cibersecurity? - Como Bruno Prado se tornou um triatleta, mesmo com todas as limitações? - E uma série de outros temas. Assista a esse episódio exclusivo do Extremos Podcast, e conte o que achou nos comentários! --- Se inscreva no YouTube do Extremos: https://g40.co/5xj Acompanhe o Extremos no Instagram: https://g40.co/hzm Instagram Alfredo Soares: https://g40.co/wnw Instagram Bruno Nardon: https://g40.co/5tv Siga o G4 Educação em todas as redes Instagram: https://g40.co/u7i Linkedin: https://g40.co/e15 Blog: https://g40.co/sbi

2Stupid2Win & ThankMeLater cover the secondary market, 2Stupid2Win lives up to his name and made a dumb decision, a tour, showrooms in the metaverse, and developer tools are coming to the Upland metaverse. 2Stupid2Win puts up hundreds of thousands of UPX for two different projects. The UPX Podcast is the ORIGINAL and #1 spot for news, strategy, non-financial advice, and more in Upland. Join 2Stupid2Win, ThankMeLater, TDavis, and BDag as they discuss the current events, strategies, and community of the metaverse known as Upland. Sign up for Upland using this referral code discover.upland.me/UPX-Podcast. Earn of 50% bonus on your first deposit up to $100. Follow us on Twitter www.twitter.com/upxpodcast SHOW DISCLAIMER: The views, information, and opinions expressed on The Upland Property Xperts (UPX) Podcast are solely those of 2Stupid2Win, TML, and any guests of the podcast and do not necessarily represent/reflect those of UplandMe Inc. We are not employed by, or provided insider information from the UplandMe Inc. Nor are we financial/investment advisors. All discussion about properties, types of properties, or any other NFTs in Upland to buy or sell is not financial advice. Please do your own research first. We do not guarantee any particular outcome from participating in Upland. There is potential for loss from participating in the purchase, sale, or investing in Upland and their metaverse.

Connor has spent a lot of episodes talking about the past, today he is talking about the future. Tyler Doyle is a celebrity in the metaverse. He is the most prominent influencer in the game Upland. In fact, he just returned from a conference in Las Vegas where he was named "Broadcaster of the Year." He has made a career out of investing in the metaverse and teaching others on how to make REAL money in the VIRTUAL world. If you aren't convinced that evolution is happening and coming at us faster than ever, you need to listen to this episode. Follow @Loyldoyl on social media, particularly his youtube channel if you are interested in learning more. A brief description of Upland... Built at the intersection of the real and virtual world, Upland gives you the power to buy, sell and trade properties based on real-world addresses, just like the one you live at today… but in the virtual world. The digital properties you collect in Upland don't have any association or rights to the correlating properties in the real world, however, the addresses do mirror real-life locations. Upland's economy is powered by an in-game currency called UPX (pronounced “UP-EX”). Once you own a property in Upland, you can start to collect UPX earnings on it every 3 hours. Pretty nifty, right? Complete property collections in order to boost your UPX earnings and win a one-time UPX award. Trade your properties with other Uplanders in the marketplace - for UPX or other properties in order to grow your property portfolio and UPX earnings! Have you spotted a property that you want which is already owned by someone else? No problem! you can always make an offer for the property - even if it's not actively up for sale on the marketplace! To Life, Liberty and Property!

Guests: Joshua Roth is the VP of Development for Decrypt Studios. He is an Emmy-nominated and Clio Award-winning producer and writer with 15 years of experience in the film, television, and branded content industries. It's an honor to have you on the show, Josh! Andrew Hayward is the Senior Writer at Decrypt. He is a writer and editor of over 15 years covering topics on video games, gadgets, esports, crypto, apps, and more across 100+ total publications. He wrote for publications such as Rolling Stone, Vice, Playboy, Polygon, Edge, Official Xbox Magazine, IGN, The Esports Observer, Variety, and The Verge. We're excited to hear Andrew's take on NFTs and the Metaverse!

Guests: Miles Anthony is the Founder of Decentral Games, a next-generation entertainment and play-to-earn DAO (Decentralized Autonomous Organization) at the intersection of the metaverse and NFT. The company is backed by key investor Digital Currency Group (DCG), whose principal subsidiary Grayscale is the world's biggest bitcoin and cryptocurrency fund manager. In this episode, we'll hear Miles share his insights and experience with Decentral Games and how they develop 3D metaverse games on blockchain for both consumer and business markets. Jason Chapman is the Co-Founder & Managing Partner at Konvoy Ventures, a venture fund investing in early-stage companies in the video gaming industry. Their recent investments include blockchain NFT games: Axie Infinity, Genopets, and Sky Mavis. In this episode, Jason will share with us his expertise and experience in investing in platforms and technologies at the frontier of gaming, particularly in the NFT and Metaverse space. Luca Passarotti is in International Business Development at Cagliari Calcio, the pride of a whole region, Sardinia, and one of the most popular teams in Italy. The club has partnered with Sorare, the digital football championship blockchain. In this episode, we're excited to have Luca Passarotti on the show as he shares his expertise and perspective on NFTs and the Metaverse.

Guests: Kate Mitselmakher is the CEO & Founder at Bloccelerate VC, a global decentralized engine for blockchain innovators. They are a team of serial investors, entrepreneurs, and executives from Fortune 500 companies passionate about supporting entrepreneurs in the blockchain space. In this episode, we'll hear Kate share her perspective on the Metaverse and the concept of the real world and the virtual world eventually merging into one. Martina Welkhoff is the Managing Partner at the WXR Fund, a venture firm at the intersection of two immense opportunities: female entrepreneurs and the next wave of computing. Their portfolio includes Metaverse platforms like Obsess, Scatter, and ShapesXR. We're honored to have Martina on the show to share with us how she helped companies realize the metaverse in some capacity to provide immersive content and experiences to the world.

Guests: Sandeep Nailwal is the Co-founder & Chief Operations Officer at Polygon Studios, an NFT-focused gaming and metaverse hub backed by a 100 million USD fund and already has multiple NFT projects with Decentraland, Opensea, Sandbox, Somnium Space, and Decentral Games. They have more than 3000 gaming and NFT decentralized applications. We're excited to have Sandeep on the show as he talks about various NFT projects he's led and how he set up Polygon Studios to make the best use of modern technology to shape fandom for generations to come and change the way the fans interact. Gabriele Bernasconi is the Co-CEO at Genuino, where they connect physical and digital commerce with authentic digital sport memorabilia. They help sports brands create trust with consumers by bringing transparency, traceability, and tradability of real-world objects into the digital frontier. In this episode, we're excited to hear from Gabriele Bernasconi and Genuino's NFT deals with brands and sports clubs like ACF Fiorentina. Thom Kozik is the Co-Founder & Chief Product Officer at Campus Legends, a socially-driven community for officially licensed collegiate digital collectibles. He has had 25+ years of success in leading teams to deliver innovation and transformation at the intersection of consumer services, technology, and marketing at organizations such as Marriott, Yahoo!, Microsoft, and Atari.

Guests: Ada Jonuse is the CEO and co-founder at Lympo. Acquired by Animoca Brands, Lympo is a sports NFT ecosystem featuring world-famous athletes and clubs together with a new ecosystem token LMT. Ada has co-founded 3 startups, 1 international startup community, released 2 crypto tokens, and was awarded the 2018 Women Technology Leader of the Year (Lithuania) and the 2017 Emerging European tech star. We're excited to have you on the show! Zach Zeurcher is the Founder of Gravity Space Marketing, a space-metaverse company and the only global marketing agency with the engineering and logistical capacity to take brands to space for marketing activations. Zach is an expert in finding and capturing value between the intersectionality of industries created through the adoption of new technology. We're honored to hear Zach's expertise and perspective in the future of the Metaverse. Josh Katz is the Founder and CEO at YellowHeart, a blockchain live event ticketing platform powered by distributed ledger technology. The YellowHeart platform is autonomous, fully decentralized, and runs on a public blockchain, which enables artists and teams to identify the market and sell directly to their fans. In this episode, we'll have the opportunity to hear Josh Katz talk about his perspective and vision on the future of NFTs and the Metaverse.

4's UpX's and Ro; Recruiting Update with GeoShow NotesMarsh and Jordan are first joined by our OBB Media colleague Ro from the Orange Bowl Boys. We discuss the new emerging culture of the Miami Hurricanes under Mario Cristobal. Ro gives his thoughts on our new offensive scheme under Josh Gattis and what we can expect to be different from the previous season. Geo then joins us to give us his first hand account of how spring practices are going. He then goes in depth on some of the more prominent recruiting names from this upcoming cycle, including a little bit of breaking news. We discuss how Mario and staff intend to use the transfer portal this season and some names to watch for.Sponsors: Ed Morse Automotive Group & DraftKingsIf you or someone you know has a gambling problem, crisis counseling and referral services can be accessed by calling 1-800-GAMBLER (1-800-426-2537) (IL/IN/MI/NJ/PA/WV/WY), 1-800-NEXT STEP (AZ), 1-800-522-4700 (CO/NH), 888-789-7777/visit http://ccpg.org/chat (CT), 1-800-BETS OFF (IA), 1-877-770-STOP (7867) (LA), 877-8-HOPENY/text HOPENY (467369) (NY), visit OPGR.org (OR), call/text TN REDLINE 1-800-889-9789 (TN), or 1-888-532-3500 (VA). 21+ (18+ NH/WY). Physically present in AZ/CO/CT/IL/IN/IA/LA/MI/NH/NJ/NY/OR/ PA/TN/VA/WV/WY only. Min. $5 deposit required. Eligibility restrictions apply. See http://draftkings.com/sportsbook for details.4's Up is produced by OBB Media Inc. You can visit us online at www.obbmediainc.com. Copyright 2022.

Guests: Avery Akkineni is the President at VaynerNFT, a consultancy that partners with the world's top intellectual property owners to develop market-leading NFT programs. VaynerNFT recently announced long-term NFT plans with their flagship client, Budweiser. In this episode, Avery Akkineni will talk about how she leads VaynerNFT in its mission to help the world's leading intellectual property owners navigate the wild and wonderful world of NFTs. It's an honor to have you on the show, Avery! Thibaut Predhomme is the Head of Operations & Chief of Staff at Sorare, well known for transforming online sports fandom and giving its community a new way to connect to the clubs and players that they love. With a monthly card sales volume of over $80M across 140 countries, Sorare is funded by a world-class team including Benchmark, Accel Partners, and footballers Gerard Piqué, Antoine Griezmann, and Rio Ferdinand. Thibaut Predhomme will share his perspective on NFTs and how Sorare achieved its success in the NFT space in the short span of 3 years. We're truly excited to have you on the show! Dr. Merav Ozair is a FinTech Professor at Rutgers Business School and a leading blockchain expert in NFTs, DeFi, DOAs, & Cryptocurrency. She has developed courses on blockchain and digital assets for both undergrads and graduate level while being the Research Director of the RBS Blockchain Hub. We're excited to dive into Dr. Ozair's vast knowledge and expertise in the NFT space.

Guests: Garrett Minks is the Chief Technology Officer at RAIR Technologies Inc., a blockchain-based digital rights management platform that uses NFTs to gate access to streaming content. Garrett is an early adopter of blockchain innovations, digital collectibles, and DLT based media platforms. In this episode, Garrett Minks shares how RAIR is at the forefront of revolutionizing streaming content. We're excited to have you here on the show! Dorukhan Acar is the Board Member, Executive Com. Member, & Chief Treasurer at Galatasaray SK, the only European cup winner football team in Turkey, holding the highest number of Turkish League cups. Galatasaray also won the UEFA Cup and the UEFA Super Cup in 2000. In this episode, Dorukhan Acar will talk about Galatasaray's NFTs deals with brands like Socios and more. We're excited to hear from you, Doruk! Murat Kristal is the Director of Centre of Excellence in Big Data & Analytics Leadership at the Schulich School of Business - York University. He has numerous publications in print, an analytics pioneer in Canada, an accomplished researcher, and is recognized as a Top 40 under 40 Professor. We're excited to hear Murat's expertise when it comes to NFTs and his perspective on the future of the Metaverse.

✅ Joe Pace is the Head of Business Development at ASICS Running Apps.ASICS, formerly Runkeeper, is a leading mobile running app, founded in 2008 and one of the first apps available when the app store launched that year. The app now has over 50 million users across 180 countries.Pace creates new products, services, and relationships for ASICS Running Apps business.In this episode, Joe Pace shares how ASICS dropped the world's first digital shoe, the ASICS Sunrise Red™ NFT Collection. ✅ Lauren Griewski has 15+ years media, advertising, technology and executive experience with the world's leading platforms including Roblox where she was responsible for brand integrations and 7 years at Facebook & Instagram. While at Facebook & Instagram, she was responsible for advertising sales and strategy, revenue growth, product development, partnerships, marketplaces advertiser effectiveness as well as global expansion and growth across priority verticals.She's now the Chief Revenue Officer at Permission.io. ✅ Dr. Farooq Anjum is the lead professor at the Harrisburg University Next Generation Technologies.Dr. Farooq Anjum recently discussed the rapid rise of non-fungible tokens (NFTs) with FOX43 news. He is also the CTO & Co-Founder at GroGuru Inc. which is transforming the agriculture industry with IOT + AI by providing precise guidance about irrigation time and frequency to a grower.

Guests: Zeev Klein is a General Partner at Landmark Ventures and the Founder of the “Royal Society of Players”, a collection of 10,000 hand-made NFT playing cards offering members unique perks, prizes, and privileges spanning both the metaverse and real world. He is also personally active as an angel investor and advisor to several NFT & Crypto companies including ZED RUN (who we also have here on the episode), Sandbox, Wilder World, Grin Gaming, Polygon (Matic), Concept Art House, and more. Roman Tirone is the Head of Partnerships at gaming startup Virtually Human Studio— they develop consumer-first entertainment experiences with emerging technologies like blockchain. Their flagship game ZED RUN was one of the first of its kind created on the blockchain (raised millions of USD from A16z, TCG Capital Management, and investors including Zeev). In this episode, Roman Tirone will talk about his experience in NFT partnerships with brands like NASCAR and more. Felipe Ribbe shares his experience working in innovation and sports. He recently joined Socios as their Head of BizDev Brazil. Socios is a new app for sports and esports fans, where you acquire voting rights to influence the clubs and teams you love. Find your voice, get club rewards & compete for once-in-a-lifetime experiences.

Episode 1 of the Navigating the Metaverse Show with our partner Decrypt Media. Guests: Daniel Roberts and Alanna Roazzi-Laforet from Decrypt. Highlights:

What Is Upland? Upland is a blockchain-based game in which participants can purchase, sell, and trade mapped-to-the-real-world virtual properties. Users can create properties and earn UPX coins by becoming "digital landowners." The concept makes use of blockchain technology to connect each property on the Upland platform to an NFT. Metaverse Properties offers land in prime Upland locations for individuals, organizations, and institutions ranging from conference and commercial venues to art galleries, family homes, and hangout areas. Unlike many traditional games, Upland attempts to empower users to own their own properties in the virtual world. It embraces the concept of "playing to earn," in which users may sell their holdings and earn real money. Join forces with other Uplanders to create one of the largest communities and digital markets on the planet. Be the True Owner of your Blockchain-enabled digital assets. Sign Up To Play Upland This episode is also available as a blog post: https://angrykids247radio.com/2022/02/17/upland-a-virtual-property-trading-game/ --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app Support this podcast: https://anchor.fm/aaron-lester9/support

This week 2Stupid2Win & ThankMeLater get you up to date on the happenings in the Upland metaverse. A Chief Executive finds themself in jail, UPX transfer between players, a new metaventures business is announced, the 2021 NFLPA Legits are out, NFL players are roaming the metaverse, a update to the Block Explorer shops, and much more. The UPX Podcast is the original and #1 spot for news, strategy, non-financial advice, and more in Upland. Join 2Stupid2Win, ThankMeLater, TDavis, and BDag as they discuss the current events, strategies, and community of the metaverse known as Upland. www.twitter.com/upxpodcast

BDag and TD are back, back at it with a recap of the last two weeks in Upland. They talk about NFL players in Upland, the 2021 NFLPA legits, the crackdown on Alcatraz offenders, UPX transfers, SoFi, BE shops, the collection reveal, and more!

ThankMeLater is back can he go a whole episode without dropping a Franklin Bomb? 2Stupid2Win & ThankMeLater briefly touch on the UPX earned rate being lowered. They compare networth from last week to February 2021. As the hype for Los Angeles continues to build they give their Top 5 Things to Prepare for a New City. This episode was streamed Live on YouTube https://youtu.be/h_6hxXwmLmY

Antonio, Guillaume et Emmanuel discutent 11, le 42 du rockeur, Quarkus, Java 17, limites de Kubernetes, #Y2k22, web3, Maven, Log4J, et et et cloud souverain. Enregistré le 14 janvier 2022 Téléchargement de l'épisode LesCastCodeurs-Episode–271.mp3 News Langages Quoi de neuf dans Java 18 de Loïc Mathieu Feature complete (mais encore des bugs) UTF–8 par défaut exemples de code dans la javadoc avec @snippet y compris des references a des fichiers extérieurs Simple Web Server pour des resources statiques (comme d'autres platformes comme Ruby ou Python je crois. En code ou via la commande jwebserver le mécanisme de finalisation proposé à la suppression --finalization=disabled pour tester. Celui-là il ne nous manquera pas ré-implementation de la réflection avec les MethodHandle Le calendrier de l'Avent Java 2021 a plein d'articles très intéressants pas tous révolutionnaires, mais c'est sympa RXJava vs Kotlin Coroutines Analyser votre repo Git en Java avec jgit Cinq choses que vous ne saviez pas sur la concurrence en Java l'ordre du programme et l'ordre d'exécution n'est pas le même, mais il est sémantiquement similaire le nombre de threads dans une JVM est limité (dépend de la machine) plus de threads ne veut pas dire plus de perfs Librairies Quarkus 2.5 et 2.6 sont sortis: API programmatique pour interagir avec le cache Kotlin 1.6 Java 17 par défaut pour les nouveaux projets générés des extensions ont bougé du core vers le quarkiverse hub, peut-être quelques impacts de migration images container plus petites en natif et compression UPX possible plus petit sur disque mais plus gros en memoire (pour la décompression) quarkus.native.compression.level de 1 à 10 dans le fichier de config dev service pour Oracvle DB Utiliser Neo4J pour analyser le chemin de code et pourquoi un bout de code est inclus en natif super utile pour les compilations natives quarkus.native.enable-reports pour avoir le rapport exploitable par neo4j SmallRye Stork service discovery et client side load balancing support pour Consul, Eureka, and Kubernetes extensible notamment pour le load balancing intégration avec Quarkus REST Client et gRPC dans la config stork://hello-service Infrastructure Pourquoi et comment de la taille des containers Kubernetes quand on ne partage pas, inefficient mais sécurisé Avec des VM, on peut overcommitter des resources sur l'hyperviseur mais risque sur mésentente Ne remplace pas le capacity planning Containers définissent des filtrages plus fins et tuent les process qui dépassent Discussion cpu_share (proportion en balance), cpu quota, cpu period pour définir les limites basses et hautes mais si ça reste statique par host c'est pas très pratique Orchestration de container via Kubernetes (request = min, limit = max) Kube donne au minimum request mais peut donner plus si le noeud n'est pas occupé à 100% Attention, la partie libre n'est pas distribuée équitablement mais en proportion du ratio de request demandé vs les autres. Donc les containers avec des grosses request sont privilégiés. Donc mettre limit est important Donc jouer le jeu request et monitored pour ajuster à la baisse si nécessaire. Tous les workloads doivent jouer le jeu. Kubernetes QoS (best effort , burstable et guaranteed) utilisé lorsque on tourne bas en mémoire (pas en cpu !) Discussion de la sélection du noeud (selector, affinity, taints and tolerations ou isolation/ restriction) pour isoler des qualités de service ou prédictabilité, pour la sécurité etc ) besoins mémoire : si utilisation max, pod killed. Besoins CPU : si utilisation max, on est throttled -> slow Mettre mémoire request = limit sauf si le process peut rendre de la mémoire (pas fait avant java 11) CPU request = limit si la prédictabilité de l'application est très important. Etudier conso CPU de l'appli en percentile et targeted par exemple une garantie à 99% ou 90 ou moins si pas sensible Article ne parle pas du scale out Exchange 2016 et 2019 souffrent du bug de l'an 2022 Y2K22 Après Matrix et son opus Resurection, Microsoft relance le bug de l'an 2000, 22 ans après, Y2k22 dans Exchange server 2016 et 2019 et d'autres systems non microsoft pour Exchange c'est du au systeme de scan d'antivirus qui ne reconnaissait pas les dates des signatures de virus 22010100001 parce que le software stocke les dates dans un entier signé 2^31-1=2147483647 et la date est stockée sur les deux premiers chiffres. le workaround initial est assez marrant, le software considère qu'on est le 33 décembre 2021 2112330001 Web Moxy de Signal (ex) discute web3 web1 était décentralisé, web2 est riche mais centralisé, web3 sera riche et décentralisé problème: les gens n'aiment pas faire tourner leurs propres serveurs et ne l'aimeront jamais même les entreprises ne font plus tourner leurs serveurs un protocole (standard) bouge beaucoup plus lentement qu'une plateforme exemple Spring, exemple Quarkus vs Microprofile ou Jakarka EE puis discute blockchain et NFT l'état et la logique / les permissions pour mettre a jour sont décentralisées mais pas l'interface avec l'utilisateur blockchain est une confiance entre serveurs plus qu'entre clients avec le mobile, les clients ne peuvent pas acter en tant que server (voir Bitcoin) donc des gens vendent des accès centralisés aux noeuds de la blockchain et les clients de ses APIs ont une confiance implicite (et pas par le système) et centralisation des accès et donc mining de ces informations NFTs stockent l'URL de l'objet (sans hash) donc pas sécurisé sans parler du rachat de domaine il a fait un NFT qui se change en émoji caca pour celui qui l'a acheté et il s'est fait virer son NFT ET sa preuve de possession mais c'est une blockchain ??? sauf que le wallet passe par des fournisseurs centralisés pour faire web3, les gens se concentrent autour de plateformes, un comportement tres web2 donc la blockchain et NFT ont du succès pas parce que c'est distribué mais parce que c'est un gold rush la dynamique rend les projets web3 successful mais fondamentalement les mêmes dynamiques vont les centraliser propositions accepter que les gens ne font pas tourner leur serveurs et utiliser la crypto pour distribuer la confiance Outillage Maven 3 à 5 une explication le POM est figé parce c'est ce que publie maven central, donc maven 3 ne fera que des améliorations mineures Maven 5 la proposition: avoir un POM de build (v5) et produire un POM de consommation en v4, comme les autres systèmes de builds font Maven 4 va faire la meme séparation mais en faisant un POM v4 build to PO)M v4 consumer conversion en étape intermédiaire maven 4 alpha 1 se rapproche, il attend juste des contributions de @aheritier blog de Hervé Boutemy Maven Wrapper (ex takari) est désormais un projet officiel apache maven : https://maven.apache.org/wrapper/maven-wrapper-plugin/ idem pour Maven Daemon https://github.com/apache/maven-mvnd Le maven Build Cache arrive : https://github.com/apache/maven-build-cache-extension Sécurité Comme prévu, la saga log4j continue avec Log4j 2.17 et 2.17.1 avec l'augmentation de la visibilité, plus de problèmes vont être trouvés Log4J 2.17 corrige un appel récursif infini exploitable en déni de service. Besoin d'avoir un pattern non standard dans la config (utilisant les context lookup) et un accès au Thread Context Map par l'attaquant (5.9) https://logging.apache.org/log4j/2.x/security.html#CVE-2021-45105 Log4J 2.17.1 fixe un abus du JDBCAppender qui peut référencer une URL JNDI et executer du code a distance mais l'attaquant doit pouvoir modifier la configuration de log4j (6.6) https://logging.apache.org/log4j/2.x/security.html#CVE-2021-44832 doit-on quitter le navire ? équilibre entre fonctionnalités et sécurité on fera un épisode spécial log4Shell bientôt H2 vulnérable à une attaque JNDI fondamentalement comme log4shell Mais exploitable pour ceux qui passent une url ou un login mot de passe via des infos utilisateur Par exemple h2 console Mais localhost par défaut Sauf dans jhipster Loi, société et organisation Tribune de Didier Girard sur le cloud souverain investissement de 1,8 milliards sur 4 ans dans le cloud français sur 4 ans. C'est moins que chaque grand cloud provider par an consortiums européens mais mauvaise histoire CloudWatt, Gaia-x et ses problèmes de gouvernance initiative Soutenu par la dépense publique Cloud de confiance est un moyen pour Didier du transfert technologique et de casser l'asymétrie de compétence et d'investissement Ça répond pas aux problèmes clés levés par Quentin dans l'interview La Maison Blanche demande à Oracle et Microsoft de réfléchir à la sécurisation des logiciels libres Outils de l'épisode Rambox en general je préfère les applis natives pour chaque service Mais avec les messageries instantanées c'est la chianlie Et il y a les apps qui sont des tabs dans le navigateur (Trello, Gmail, calendar etc) Là tout est centralisé dans une seule app (notifications etc) C'est comme un mini browser dédié avec des sites webs fixes Et contre toute attente j'aime bien Version gratuite et version pro. Encore des limitations (vue de deux apps en parallèle) mais ils travaillent à une nouvelle version Conférences Sunny Tech à Montpellier le 30 juin et 1er juillet — CfP ouvert jusqu'au 28 février Nous contacter Soutenez Les Cast Codeurs sur Patreon https://www.patreon.com/LesCastCodeurs Faire un crowdcast ou une crowdquestion Contactez-nous via twitter https://twitter.com/lescastcodeurs sur le groupe Google https://groups.google.com/group/lescastcodeurs ou sur le site web https://lescastcodeurs.com/

総 UPX が 100,000 を超えました

2Stupid2Win & ThankMeLater discuss the possibility of 100k UPX floor in San Francisco, Upland building a market analysis to stop gap until upx.world is back up and running ,and more Legits talk.

Hi, Spring fans! In this installment, [Josh Long (@starbuxman)](https://github.com/starbuxman) talks to Paketo contributor [Daniel Mikusa](https://github.com/dmikusa-pivotal) about buildpacks, Paketo, containers, UPX, and so much more.

Welcome to episode 100! 2Stupid2Win, ThankMeLater, Tdavis, & BDag all talk about collection bonuses, NFL Legits, TDavis & ThankMeLater discuss the difference between blockchain games vs games on blockchain. 500k UPX was given away on the episode. Another 700k UPX is up for grabs! Listen now!

2Stupid2Win & ThankMeLater discuss the New Orleans Collections release, the new partnership with Spirits Halloween, Nashville's upcoming release and how you can earn 1 million UPX!

2Stupid2Win & ThankMeLater have Stephen Stirling @Steefcrypto on to talk NBA Top Shot, NFTs and his art. 2Stupid2Win & ThankMeLater discuss the NFL & NFLPA's announcement with Dapper Labs and the impact on Upland Legits. The nven0m joins the podcast to discuss topics from a few weeks ago and the state of Green Rabbit. 100,000 UPX winner is announced and a new script is read for a chance to win another 100,000 UPX. You don't want to miss this one.

2Stupid2Win and ThankMeLater reveal new shocking Upland numbers. Talk a little more about Legits and last weeks release wasn't all of the 2020 Legits. The release of KC and Rutherford didn't live up to expectations and you get our thoughts. 100,000 UPX winner is announced and another script is read for another 100,000 UPX contest.

2Stupid2Win and ThankMeLater discuss the upcoming 2 city release. They talk collections, transportation, and new terminal purchases. They discuss Legits and the impact of the NFL players association partnership with Upland. Figure out the parody movie in the episode and get entered to win 100k UPX on next Thursday's podcast

2Stupid2Win & ThankMeLater discuss neighborhood/collection prices differences between spark and UPX. Also does having a building on your property make it more valuable? A new city is announced and these 2 idiots get it wrong for the WHOLE episode!

2Stupid2Win & ThankMeLater are joined by over a billion UPX networth during recording of the podcast. Was Upland hacked? Listen now to find out. They discuss what to consider and how to use www.upx.world to evaluate offers made. nven0m stops in to talk about his auction win of the Chrysler Building. DjShorts joins the crew to discuss his full on takeover of Upland and how he will pass Dizzy! Listen now for all the excitement!

ThankMeLater's dog chokes on a chicken bone, UPX is a cryptocurrency, UPX is not a cryptocurrency, Coit Tower sells for more than players can fiat out, Metaforce Comics will save the day, and 2Stupid2Win Senate could be legit.

2Stupid2Win & ThankMeLater are joined by special guest Dizzydski discussing the last week of Upland. They discuss some of Dizzydski's "Game Changer" plays over the last few months. The Operation Hello NYC is talked about and the last Upland event is covered. Calling all Rappers a contest is announced to write lyrics to the Podcast's theme music. For a 50% bonus on your initial UPX purchase in Upland use the following linkdiscover.upland.me/UPX-PodcastUpland is a virtual property trading game powered by blockchain technology.

Jon Jordan talks to Upland co-founder Idan Zuckerman about how he got into blockchain, the vision for Upland - a mobile-first game running on the EOS blockchain - and how the team plan to build on their initial success - currently Upland is the #2 blockchain game by daily activity - by launching the ability to run businesses within the game. You can use this link to get a sign-up bonus of 6,000 UPX, worth 2 entry-level buildings. https://discover.upland.me/blockchaingamingworld

Una historia más del legendario “Hotel X” de Raúl Parrao convertida en un ejercicio audiovisual esquizofrénico y audaz en donde la anécdota y la dramaturgia ceden espacio a las sensaciones, las emociones, el color y la forma. Este proyecto transporta el espacio teatral en otro regido por las leyes del caos, la velocidad y la vulnerabilidad; el espacio del video. Director Alfredo Salomón. 2001.

Una historia más del legendario “Hotel X” de Raúl Parrao convertida en un ejercicio audiovisual esquizofrénico y audaz en donde la anécdota y la dramaturgia ceden espacio a las sensaciones, las emociones, el color y la forma. Este proyecto transporta el espacio teatral en otro regido por las leyes del caos, la velocidad y la vulnerabilidad; el espacio del video. Director Alfredo Salomón. 2001.

Serie que gira alrededor del teatro y de montajes artísticos.

Serie que gira alrededor del teatro y de montajes artísticos.

Estamos de volta com o terceiro episódio do Hostcast, apresentado por Kauê Linden e Gustavo Guanabara e que recebe como convidados Ariel Alexandre, fundador do Videolog e Bruno Prado, CEO da UPX. Mais uma vez as notícias do mercado, apresentadas por Lisane Monteiro, vai falar sobre a briga entre blogueiros x ECAD e qualidade da Internet no Brasil. Como tema […] O post 1.3 – Hospedagem de Vídeos apareceu primeiro em Hostcast.

"Virtually every virus and worm that circulates the Internet today is ""protected"" by some form of obfuscation that hides the code's true intent. In the Window's world where worms prevail, the use of tools such as UPX, ASPack, and teLock has become standard. Protection of malicious code is not the only goal of binary obfuscators however which can be used to protect intellectual property. In the Linux world, tools such as Burneye and Shiva exist which can be used in ways similar to any Window's obfuscation tool. To fight such methods, analysts have created specific tools or techniques for unraveling these code obfuscators in order to reveal the software within. To date, in the fight against malware, anti-virus vendors have had the luxury of focusing on signature development since obfuscation of malware has presented little challenge. To combat this, malware authors are rapidly morphing their code in order to evade quickly developed and deployed signature-matching routines. What will happen when malware authors begin to morph their obfuscation techniques as rapidly as they morph their worms? While not designed specifically as a malware protection tool, one program, Shiva, aims to do exactly that. Shiva forces analysis of malicious code to be delayed while analysts fight through each novel mutation of Shiva's obfuscation mechanism. This, in effect, provides the malware a longer period of time to wreak havoc before countermeasures can be developed. This talk will focus on the use of emulated execution within IDA Pro to provide a generic means for rapidly deobfuscating protected code. Capabilities of the emulation engine will be discussed and the removal of several types of obfuscation will be demonstrated. Finally, the development of standalone deobfuscation tools based on the emulation engine will be discussed. Chris Eagle is the Associate Chairman of the Computer Science Department at the Naval Postgraduate School (NPS) in Monterey, CA. A computer engineer/scientist for 18 years, his research interests include computer network operations, computer forensics and reverse/anti-reverse engineering."

"Virtually every virus and worm that circulates the Internet today is ""protected"" by some form of obfuscation that hides the code's true intent. In the Window's world where worms prevail, the use of tools such as UPX, ASPack, and teLock has become standard. Protection of malicious code is not the only goal of binary obfuscators however which can be used to protect intellectual property. In the Linux world, tools such as Burneye and Shiva exist which can be used in ways similar to any Window's obfuscation tool. To fight such methods, analysts have created specific tools or techniques for unraveling these code obfuscators in order to reveal the software within. To date, in the fight against malware, anti-virus vendors have had the luxury of focusing on signature development since obfuscation of malware has presented little challenge. To combat this, malware authors are rapidly morphing their code in order to evade quickly developed and deployed signature-matching routines. What will happen when malware authors begin to morph their obfuscation techniques as rapidly as they morph their worms? While not designed specifically as a malware protection tool, one program, Shiva, aims to do exactly that. Shiva forces analysis of malicious code to be delayed while analysts fight through each novel mutation of Shiva's obfuscation mechanism. This, in effect, provides the malware a longer period of time to wreak havoc before countermeasures can be developed. This talk will focus on the use of emulated execution within IDA Pro to provide a generic means for rapidly deobfuscating protected code. Capabilities of the emulation engine will be discussed and the removal of several types of obfuscation will be demonstrated. Finally, the development of standalone deobfuscation tools based on the emulation engine will be discussed. Chris Eagle is the Associate Chairman of the Computer Science Department at the Naval Postgraduate School (NPS) in Monterey, CA. A computer engineer/scientist for 18 years, his research interests include computer network operations, computer forensics and reverse/anti-reverse engineering."

It is important for the security professional to understand the techniques used by those they hope to defend against. This presentation focuses on the anti-forensic techniques which malware authors incorporate into their malicious code, as opposed to relying solely on an external rootkit. In addition to describing a number of known but scarcely documented techniques, this presentation will describe techniques which have never been observed through the presenter?s experience with incident response and malware reverse engineering. This presentation will also demonstrate a new technique for executing a malicious program directly from memory under unix. A new technique for avoiding entropy detection of packed or encrypted executables will also be discussed. This presentation will contain a great deal of highly technical content which covers the specifics of the techniques down to the machine instruction level. For the security professional/enthusiast with a limited technical background in this area, this presentation will serve as an eye-opening overview of malware anti-forensic techniques as well as a limited introduction to forensic analysis. The Executable Toolkit (exetk) will be introduced and demonstrated throughout the presentation. Included in the toolkit are various utilities for data hiding, manipulation and infection of executable files. The ability to execute a program directly from memory greatly enhances its stealth. With this ability, one malicious program can use any technique it chooses (such as downloading from the web) to fill a memory buffer with an executable, and then launch it directly without that executable ever being written to disk. If the executable is never written to disk there will be no binary for a forensic examiner to capture. A somewhat similar technique has been described before by ?the grugq?, though its inner workings were never fully described nor promised source code released. The approach taken by ?the grugq? was also significantly more obtuse and importable. The approach to executing a process directly from memory under unix which I describe for the first time in this presentation will take the following three stage approach. The first stage is a part of an executable program which is either stand alone or infected into another legitimate process or program file. The job of the first stage loader is to first act as a debugger, and launch a debugged process with a breakpoint at the entry point. This is accomplished through the ptrace() system call. With the debugged process suspended by a breakpoint at its entry point, the first stage loader will overwrite the memory at the entry point with the second stage loader, then resume continuous execution on the process. When the debugged process resumes continuous execution the code of the second stage loader begins executing. The role of the second stage loader is to first allocate enough memory for the new malicious executable. It then adjusts the memory protection on the new memory area to allow for writing and executing in addition to reading. The purpose for having a third stage loader is that the new executable code will likely have to be written to the same memory area in which the second stage loader currently resides. The third stage loader is a part of the same program which contains the first stage loader and performs its memory operations on the debugged process in the same fashion tradition debuggers use to alter process memory. Control is passed from the second stage loader to the third stage loader simply by setting a breakpoint interrupt at the end of the second stage loader. Control will return to the same program which contains the first stage loader but its role at this point is changed. The job of the third stage loader is to copy the malicious program into the new process memory in the same fashion as the operating system would had the program been executed traditionally. The third stage loader must also manually resolve program imports by loading all dynamic libraries and finding the appropriate exported symbols and populating the pointers in the program?s import table accordingly. Once everything has been loaded and dynamically linked, the instruction pointer of the new malicious process is set to its entry point and execution is resumed. At this point the process containing the first and third stage loader may detach itself from debugging if necessary. Packers will be discussed in detail. Use of a common packer such as UPX or PECompact can mask the malicious functionality of an executable but it is also very easy to ?unpack? these executables. This presentation will discuss how exactly a packer works and how you can write your own. The Executable Toolkit (exetk) will be demonstrated as a clean reference implementation for a simple obfuscating packer. The latest malware detection software is beginning to scan for such custom packers through the use of entropy (randomness) detection. The presentation will discuss a technique to create a packer which obscures program contents which keeping a non-suspicious entropy within the data.

It is important for the security professional to understand the techniques used by those they hope to defend against. This presentation focuses on the anti-forensic techniques which malware authors incorporate into their malicious code, as opposed to relying solely on an external rootkit. In addition to describing a number of known but scarcely documented techniques, this presentation will describe techniques which have never been observed through the presenter?s experience with incident response and malware reverse engineering. This presentation will also demonstrate a new technique for executing a malicious program directly from memory under unix. A new technique for avoiding entropy detection of packed or encrypted executables will also be discussed. This presentation will contain a great deal of highly technical content which covers the specifics of the techniques down to the machine instruction level. For the security professional/enthusiast with a limited technical background in this area, this presentation will serve as an eye-opening overview of malware anti-forensic techniques as well as a limited introduction to forensic analysis. The Executable Toolkit (exetk) will be introduced and demonstrated throughout the presentation. Included in the toolkit are various utilities for data hiding, manipulation and infection of executable files. The ability to execute a program directly from memory greatly enhances its stealth. With this ability, one malicious program can use any technique it chooses (such as downloading from the web) to fill a memory buffer with an executable, and then launch it directly without that executable ever being written to disk. If the executable is never written to disk there will be no binary for a forensic examiner to capture. A somewhat similar technique has been described before by ?the grugq?, though its inner workings were never fully described nor promised source code released. The approach taken by ?the grugq? was also significantly more obtuse and importable. The approach to executing a process directly from memory under unix which I describe for the first time in this presentation will take the following three stage approach. The first stage is a part of an executable program which is either stand alone or infected into another legitimate process or program file. The job of the first stage loader is to first act as a debugger, and launch a debugged process with a breakpoint at the entry point. This is accomplished through the ptrace() system call. With the debugged process suspended by a breakpoint at its entry point, the first stage loader will overwrite the memory at the entry point with the second stage loader, then resume continuous execution on the process. When the debugged process resumes continuous execution the code of the second stage loader begins executing. The role of the second stage loader is to first allocate enough memory for the new malicious executable. It then adjusts the memory protection on the new memory area to allow for writing and executing in addition to reading. The purpose for having a third stage loader is that the new executable code will likely have to be written to the same memory area in which the second stage loader currently resides. The third stage loader is a part of the same program which contains the first stage loader and performs its memory operations on the debugged process in the same fashion tradition debuggers use to alter process memory. Control is passed from the second stage loader to the third stage loader simply by setting a breakpoint interrupt at the end of the second stage loader. Control will return to the same program which contains the first stage loader but its role at this point is changed. The job of the third stage loader is to copy the malicious program into the new process memory in the same fashion as the operating system would had the program been executed traditionally. The third stage loader must also manually resolve program imports by loading all dynamic libraries and finding the appropriate exported symbols and populating the pointers in the program?s import table accordingly. Once everything has been loaded and dynamically linked, the instruction pointer of the new malicious process is set to its entry point and execution is resumed. At this point the process containing the first and third stage loader may detach itself from debugging if necessary. Packers will be discussed in detail. Use of a common packer such as UPX or PECompact can mask the malicious functionality of an executable but it is also very easy to ?unpack? these executables. This presentation will discuss how exactly a packer works and how you can write your own. The Executable Toolkit (exetk) will be demonstrated as a clean reference implementation for a simple obfuscating packer. The latest malware detection software is beginning to scan for such custom packers through the use of entropy (randomness) detection. The presentation will discuss a technique to create a packer which obscures program contents which keeping a non-suspicious entropy within the data.