Podcasts about Workday

What would you do if you had lost everything — your home, your freedom, your will to live — and the only thing you had left was a decision? My guest today hit every one of those walls. He was homeless. He sat behind bars. He tried to end his life. And then — somehow — he went on to build an 800% sales turnaround at a dealership most people had written off, become a national speaker spotlighted on ABC, NBC, and CBS, and raise nine kids along the way. Today Glenn Lundy is going to tell us exactly what broke him, what rebuilt him, and the dead-simple morning practice he says anyone can use to stop surviving and start performing. Stay with us — because the moment he tells you what he was doing at 4 am that changed his entire life, you will not want to go back to the way you've been starting your days.   Follow Glen Lundy:  Web / https://www.800percent.life IG / @glenn_lundy Facebook For Morning Rise and Grind / https://www.facebook.com/800percent.life     Follow Dr. JC Doornick and the Makes Sense Academy:► Makes Sense Substack - https://drjcdoornick.substack.com ► Instagram: / drjcdoornick ► Substack: / drjcdoornick ►Facebook:  / makessensepodcast ►YouTube:  / drjcdoornick     MAKES SENSE PODCAST Welcome to the Makes Sense with Dr. JC Doornick Podcast. This podcast explores topics that expand human consciousness and enhance performance. On the Makes Sense Podcast, we acknowledge that it's who you are that determines how well what you do works, and that perception is subjective and an acquired taste. When you change the way you look at things, the things you look at begin to change. Welcome to the uprising of the sleepwalking masses. Welcome to the Makes Sense with Dr. JC Doornick Podcast.   SUBSCRIBE/RATE/REVIEW & SHARE our new podcast. FOLLOW Podcast: You will find a "Follow" button in the top right. This will enable the podcast software to alert you when a new episode launches each week. Apple: https://podcasts.apple.com/ca/podcast/makes-sense-with-dr-jc-doornick/id1730954168 Spotify: https://open.spotify.com/show/1WHfKWDDReMtrGFz4kkZs9?si=003780ca147c4aec   Podcast Affiliates: Kwik Learning: Many people ask me where I get all these topics, which I've been covering for almost 15 years. I have learned to read nearly four times faster and retain information 10 times better with Kwik Learning. Learn how to learn and earn with Jim Kwik. Get his program at a special discount here: https://jimkwik.com/dragon OUR SPONSORS: Operly - Take Back Control of your Work Day and Get Rid of All Your AI Apps - Welcome to the new world of Time Freedom and Unlimited Scaling and Success with Operly -  https://go.getoperly.ai/video?ref=jean-claude-claude-d-2a95 Blue Blinds Bakery - Hand Crafted with all-natural ingredients - www.blueblindsbakery.com Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

The TL;DR: What happens when HR tech's most prominent conversational AI platform gets swallowed by an enterprise titan? In this high-octane episode, Chad and Cheese sit down with Adam Godson—the newly crowned GM of Talent Acquisition Products at Workday—to dissect the aftermath of the Paradox acquisition. Forget standard corporate buzzwords; this is a raw look at how AI "agents" are systematically dismantling traditional software, why the SAS pricing model is officially on life support, and what it actually takes to survive the "SAS Apocalypse." The Death of the "Click-and-Scroll" ATS The "SAS Apocalypse" is Real Resumes are "Lousy" 2D Artifacts Recruiting is Splitting in Two "What you get rid of is the people that wish they were talking to candidates, but are clicking buttons in the system. And that's a good thing." — Adam Godson Why it matters: This episode serves as a blueprint for the next five years of recruitment tech. If you are still relying on legacy keywords, manual data entry, and traditional seat licenses, your strategy is already on borrowed time.

The laptop closes, the commute ends, and the day is finally yours. Is it a home-cooked meal, a workout, time with family, or simply doing absolutely nothing? We ask what your post-work ritual is and why it matters.See omnystudio.com/listener for privacy information.

Great Morning, Humans, Great Morning, World. I am Dr. JC Doornick, AKA the Dragon. Welcome to the Makes Sense Podcast, and welcome to the Uprising of the sleepwalking masses. Here's a bold statement: 99% of the emotional pain you feel today isn't happening to you — it's happening to a costume you're wearing. Napoleon Hill called it indifference. I call it the Unshakable Mindset. And today, I'm going to show you the exact four-step system I am using — right now, in real time — to stay architecturally sound while the world tries to shake me. If you've ever wondered how some people seem completely unbothered while everyone else is a puppet on a string... stay with me. This one might change how you respond to everything. Follow Dr. JC Doornick and the Makes Sense Academy:► Makes Sense Substack - https://drjcdoornick.substack.com ► Instagram: / drjcdoornick ► Substack: / drjcdoornick ►Facebook:  / makessensepodcast ►YouTube:  / drjcdoornick     MAKES SENSE PODCAST Welcome to the Makes Sense with Dr. JC Doornick Podcast. This podcast explores topics that expand human consciousness and enhance performance. On the Makes Sense Podcast, we acknowledge that it's who you are that determines how well what you do works, and that perception is subjective and an acquired taste. When you change the way you look at things, the things you look at begin to change. Welcome to the uprising of the sleepwalking masses. Welcome to the Makes Sense with Dr. JC Doornick Podcast.   SUBSCRIBE/RATE/REVIEW & SHARE our new podcast. FOLLOW Podcast: You will find a "Follow" button in the top right. This will enable the podcast software to alert you when a new episode launches each week. Apple: https://podcasts.apple.com/ca/podcast/makes-sense-with-dr-jc-doornick/id1730954168 Spotify: https://open.spotify.com/show/1WHfKWDDReMtrGFz4kkZs9?si=003780ca147c4aec Podcast Affiliates: Kwik Learning: Many people ask me where I get all these topics, which I've been covering for almost 15 years. I have learned to read nearly four times faster and retain information 10 times better with Kwik Learning. Learn how to learn and earn with Jim Kwik. Get his program at a special discount here: https://jimkwik.com/dragon OUR SPONSORS: Operly - Take Back Control of your Work Day and Get Rid of All Your AI Apps - Welcome to the new world of Time Freedom and Unlimited Scaling and Success with Operly -  https://go.getoperly.ai/video?ref=jean-claude-claude-d-2a95 Blue Blinds Bakery - Hand Crafted with all-natural ingredients - www.blueblindsbakery.com   0:00 = Teaser 0.22 - Intro 1:14 - Great Morning 2:29 - Napoleon Hill on the First Words Out of Your Mouth Each Day 4:27 - Every Single Cell Inside My Body 6:11 - Becoming Mentally Unshakable 9:48 - To stop carrying things that are not yours 10:08 - Human beings living like puppets 14:04 - Carrency 17:42 - IRS Comes In 23:52 - Detachment vs. Suppression 26:03 - The Sick Role 26:37 - Bruce Lee Flow Like Water 27:41 - Allowing myself to be silent 30:41 - The 5 Year Rule Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Agentic AI is only as useful as the data it can access, and getting that foundation right is proving to be the harder half of the work. Years of mergers, acquisitions, and local decision-making have left many talent operations running on data and processes that were never meant to work together, and no amount of AI on top will fix what lies beneath. Some organizations are now rethinking their technology strategy in light of that problem. So what does getting AI-ready actually involve, and what does it change about the decisions you make? My guest this week is Lia Manafova, Talent Technology Strategy Lead at Sanofi, a global pharmaceutical company hiring at scale across more than 70 countries. In our conversation, Lia explains why the data foundation must come first, what an anchor product strategy looks like in practice, and what she has learned about making technology stick. In the interview, we discuss: Why AI readiness starts with data, not AI Building a bridge between the business and the digital team The challenge of constant transformation and change fatigue What is an anchor product strategy? How the Workday, Paradox and HiredScore acquisitions changed the options Best-of-breed or a single source of truth? Keeping recruiters in one system rather than three Piloting with the people who will use it every day The case for keeping the semi-automated option Building an ROI story the business understands What does the future look like?

On this episode of Christopher Lochhead: Follow Your Different, Bruce Cleveland, legendary entrepreneur and venture capitalist, joins us to discuss his powerful new book, “Market Engineering: Because Markets Don’t Build Themselves.” The conversation brought together two former competitors who have since become allies in a shared mission: helping founders and executives understand that markets, like products, can be deliberately designed and engineered. Cleveland’s insights are drawn from decades of operating experience at companies like Siebel and Apple, as well as his work as a venture capitalist guiding early-stage startups. The core argument is simple but often ignored. Over 90% of startups fail not because their products are bad, but because they never take responsibility for shaping the market around those products. Cleveland and Lochhead agree that the companies who teach the market how to think about a problem, and then how to solve it, are the ones who become category kings and queens. You're listening to Christopher Lochhead: Follow Your Different. We are the real dialogue podcast for people with a different mind. So get your mind in a different place, and hey ho, let's go.   Bruce Cleveland on What Market Engineering Actually Means Bruce Cleveland defines market engineering as a five-part discipline that includes category design, positioning, messaging, storytelling, and thought leadership. When these elements are combined intentionally and consistently, they create gravitational pull. Customers seek you out, attend your events, and associate your brand with the future they want to be part of. Cleveland draws a sharp distinction between marketing and market engineering. He uses the analogy of a short-order cook at Denny’s versus a chef at a Michelin-star restaurant. Both have the same basic ingredients, but the outcomes are vastly different. The difference is knowing how to combine those ingredients with precision, purpose, and craft.   The Book as an Instruction Manual, Not Just Inspiration One of the most refreshing aspects of Bruce Cleveland’s approach is his insistence on practicality. He openly criticizes business books that fire readers up but leave them with no clear path forward. “Market Engineering” was written as a prescriptive guide, walking readers through specific frameworks like the Market Blueprint, Messaging Matrix, and Market Charter. To take this even further, Cleveland built an AI-powered platform called the Market Engineering Virtual Studio, trained on his own methodology using a neural symbolic recursion model named Finn. The platform allows users to actually build the documents and artifacts described in the book, turning static ideas into dynamic action. Cleveland and Lochhead both agree this model, combining a book, an AI companion, and a community, represents the future of business education.   Why Former Competitors Are Now Building the Same Category Together Perhaps the most telling moment in the conversation is when Lochhead reflects on the fact that he and Bruce Cleveland spent years as direct competitors, yet now champion nearly identical ideas. Rather than seeing this as a conflict, both men view it as validation. A category only exists when multiple credible voices contribute to defining it. Their combined efforts have helped make category design and market engineering part of the mainstream business conversation. Cleveland also speaks candidly about why he works primarily with pre-seed and early-stage companies that have limited capital. He prices his tools and services accessibly on purpose, takes small equity positions, and focuses on creating real economic impact. His philosophy is that helping startups succeed contributes more to society than any check he could write to a traditional charitable cause. For Bruce Cleveland, market engineering is not just a framework. It is a form of giving back. To hear more from Bruce Cleveland on the benefits of Market Engineering, download and listen to this episode.   Bio Bruce Cleveland's career in Tech spans more than 40 years as a venture investor and operating executive. He was a first investor and a board member of Marketo, which held an IPO in 2013 and was acquired in 2018 by Adobe for $4.75B. He was an early-stage investor in other notable companies such as C3.ai, Doximity, Vlocity, and Workday. Bruce also held senior executive roles in engineering, product management and product marketing at Apple, AT&T, C3.ai, Oracle and Siebel Systems. His book, Traversing the Traction Gap, is a prescriptive guide for startups and new product initiatives within larger companies helping teams to use ‘market engineering' techniques to successfully transition from Ideation to Scale. He attended the US Military Academy, West Point, New York, and received a BS in business administration from CSU, Sacramento. He lives in the San Francisco Bay Area.   Connect with Bruce Cleveland! LinkedIn | X (Formerly Twitter) | Website Check out his book here: Market Engineering: Because Markets Don’t Build Themselves   We hope you enjoyed this episode of Christopher Lochhead: Follow Your Different™! Christopher loves hearing from his listeners. Feel free to email him, connect on Facebook, X (formerly Twitter), Instagram, and subscribe on Apple Podcast / Spotify!

Este martes la acción de IBM se desplomó más de un 25% en una sola jornada. La masacre ha sido de tal calibre que ha superado incluso su anterior plusmarca, que se produjo el 19 de octubre de 1987, una fecha que ha pasado a la historia de la Bolsa como Lunes Negro. En aquel entonces IBM se hundió junto a todo el mercado, esta vez se ha hundido prácticamente sola. Unos 67.000 millones de dólares de capitalización se evaporaron en unas horas y sus directivos entraron en modo de máxima alerta . El detonante fue una simple carta. Arvind Krishna, consejero delegado de la empresa desde hace 6 años, adelantó a los inversores los resultados preliminares del segundo trimestre, algo que no estaba obligado a publicar hasta el 22 de julio, pero que decidió hacerlo una semana antes. Informaba de unos ingresos de 17.200 millones, ligeramente por encima de lo previsto, y un beneficio por acción ajustado de 2,93 dólares frente a los 3 que se esperaban. Nada especialmente llamativo de primeras, salvo por una frase concreta en la que Krishna reconocía que las cosas habían ido peor de lo previsto y de lo que él mismo había vaticinado hace solo unos meses. Krishna no hablaba de una empresa que esté perdiendo clientes, sino una empresa cuyos clientes gastan el dinero en otra cosa. Con la memoria disparada de precio, los directores de sistemas de otras empresas están priorizando la compra de memoria por encima de otros gastos de capital. Un contrato de software se puede aplazar al mes de octubre, un lote de módulos de memoria quizá ya no esté disponible o lo esté a un precio mucho mayor. El software se ha convertido así en la variable de ajuste. No se cancela su compra, se aplaza, pero el trimestre perdido está perdido para siempre. La prueba la encontramos en la cotización de empresas que se dedican a la fabricación de memoria. SK Hynix subió casi un 9% tras poner en producción su módulo HBM4 de 12 capas, Samsung y Kioxia ganaron un 6%, y ASML, que fabrica las máquinas que hacen chips, también subió. En definitiva, que cada dólar que no fue a una licencia de IBM se fue a un módulo de memoria. La cuestión es que, en contratos de software, IBM ha crecido un 5%, aproximadamente la la mitad de lo prometido. Pero lo problemático no es eso, sino que la venta de servidores se ha contraído un 7% cuando la propia compañía había previsto un 1%. IBM no tiene una crisis de costes, que podría arreglarse con un plan de ajuste, sino de demanda, algo que depende de terceros. No es, además, la primera sacudida bursátil que sufren este año. El 23 de febrero la acción cayó un 13% tras anunciar Anthropic que Claude Code podía mapear y documentar bases de código COBOL en pocas semanas. Ahí lo que peligra son las horas facturables en un negocio que aporta a IBM unos 5.000 millones cada trimestre. Otras empresas dedicadas a negocios parecidos como Workday, ServiceNow, Salesforce y Accenture también han bajado sin que ninguna de ellas publicase nota alguna. Es lo que los inversores han bautizado como “SaaSpocalipsis”, el apocalipsis de las empresas de software como servicio. IBM tiene el problema añadido de que su software va atado a su hardware. Si la tendencia persiste tendrán que tomar medidas serias, tanto como reinventarse de nuevo, algo que IBM ha hecho ya varias veces. En La ContraRéplica: 0:00 Introducción 3:57 El desplome de IBM 32:09 El cociente intelectual y las etnias 43:31 Propiedad de los videojuegos 47:53 Las consolas de Steam · Canal de Telegram: https://t.me/lacontracronica · “Contra el pesimismo”… https://amzn.to/4m1RX2R · “Hispanos. Breve historia de los pueblos de habla hispana”… https://amzn.to/428js1G · “La ContraHistoria del comunismo”… https://amzn.to/39QP2KE · “La ContraHistoria de España. Auge, caída y vuelta a empezar de un país en 28 episodios”… https://amzn.to/3kXcZ6i · “Contra la Revolución Francesa”… https://amzn.to/4aF0LpZ · “Lutero, Calvino y Trento, la Reforma que no fue”… https://amzn.to/3shKOlK Apoya La Contra en: · Patreon... https://www.patreon.com/diazvillanueva · iVoox... https://www.ivoox.com/podcast-contracronica_sq_f1267769_1.html · Paypal... https://www.paypal.me/diazvillanueva Sígueme en: · Web... https://diazvillanueva.com · Twitter... https://twitter.com/diazvillanueva · Facebook... https://www.facebook.com/fernandodiazvillanueva1/ · Instagram... https://www.instagram.com/diazvillanueva · Linkedin… https://www.linkedin.com/in/fernando-d%C3%ADaz-villanueva-7303865/ · Flickr... https://www.flickr.com/photos/147276463@N05/?/ · Pinterest... https://www.pinterest.com/fernandodiazvillanueva Encuentra mis libros en: · Amazon... https://www.amazon.es/Fernando-Diaz-Villanueva/e/B00J2ASBXM #FernandoDiazVillanueva #ibm #ia Escucha el episodio completo en la app de iVoox, o descubre todo el catálogo de iVoox Originals

Este martes la acción de IBM se desplomó más de un 25% en una sola jornada. La masacre ha sido de tal calibre que ha superado incluso su anterior plusmarca, que se produjo el 19 de octubre de 1987, una fecha que ha pasado a la historia de la Bolsa como Lunes Negro. En aquel entonces IBM se hundió junto a todo el mercado, esta vez se ha hundido prácticamente sola. Unos 67.000 millones de dólares de capitalización se evaporaron en unas horas y sus directivos entraron en modo de máxima alerta . El detonante fue una simple carta. Arvind Krishna, consejero delegado de la empresa desde hace 6 años, adelantó a los inversores los resultados preliminares del segundo trimestre, algo que no estaba obligado a publicar hasta el 22 de julio, pero que decidió hacerlo una semana antes. Informaba de unos ingresos de 17.200 millones, ligeramente por encima de lo previsto, y un beneficio por acción ajustado de 2,93 dólares frente a los 3 que se esperaban. Nada especialmente llamativo de primeras, salvo por una frase concreta en la que Krishna reconocía que las cosas habían ido peor de lo previsto y de lo que él mismo había vaticinado hace solo unos meses. Krishna no hablaba de una empresa que esté perdiendo clientes, sino una empresa cuyos clientes gastan el dinero en otra cosa. Con la memoria disparada de precio, los directores de sistemas de otras empresas están priorizando la compra de memoria por encima de otros gastos de capital. Un contrato de software se puede aplazar al mes de octubre, un lote de módulos de memoria quizá ya no esté disponible o lo esté a un precio mucho mayor. El software se ha convertido así en la variable de ajuste. No se cancela su compra, se aplaza, pero el trimestre perdido está perdido para siempre. La prueba la encontramos en la cotización de empresas que se dedican a la fabricación de memoria. SK Hynix subió casi un 9% tras poner en producción su módulo HBM4 de 12 capas, Samsung y Kioxia ganaron un 6%, y ASML, que fabrica las máquinas que hacen chips, también subió. En definitiva, que cada dólar que no fue a una licencia de IBM se fue a un módulo de memoria. La cuestión es que, en contratos de software, IBM ha crecido un 5%, aproximadamente la la mitad de lo prometido. Pero lo problemático no es eso, sino que la venta de servidores se ha contraído un 7% cuando la propia compañía había previsto un 1%. IBM no tiene una crisis de costes, que podría arreglarse con un plan de ajuste, sino de demanda, algo que depende de terceros. No es, además, la primera sacudida bursátil que sufren este año. El 23 de febrero la acción cayó un 13% tras anunciar Anthropic que Claude Code podía mapear y documentar bases de código COBOL en pocas semanas. Ahí lo que peligra son las horas facturables en un negocio que aporta a IBM unos 5.000 millones cada trimestre. Otras empresas dedicadas a negocios parecidos como Workday, ServiceNow, Salesforce y Accenture también han bajado sin que ninguna de ellas publicase nota alguna. Es lo que los inversores han bautizado como “SaaSpocalipsis”, el apocalipsis de las empresas de software como servicio. IBM tiene el problema añadido de que su software va atado a su hardware. Si la tendencia persiste tendrán que tomar medidas serias, tanto como reinventarse de nuevo, algo que IBM ha hecho ya varias veces. En La ContraRéplica: 0:00 Introducción 3:57 El desplome de IBM 32:09 El cociente intelectual y las etnias 43:31 Propiedad de los videojuegos 47:53 Las consolas de Steam · Canal de Telegram: https://t.me/lacontracronica · “Contra el pesimismo”… https://amzn.to/4m1RX2R · “Hispanos. Breve historia de los pueblos de habla hispana”… https://amzn.to/428js1G · “La ContraHistoria del comunismo”… https://amzn.to/39QP2KE · “La ContraHistoria de España. Auge, caída y vuelta a empezar de un país en 28 episodios”… https://amzn.to/3kXcZ6i · “Contra la Revolución Francesa”… https://amzn.to/4aF0LpZ · “Lutero, Calvino y Trento, la Reforma que no fue”… https://amzn.to/3shKOlK Apoya La Contra en: · Patreon... https://www.patreon.com/diazvillanueva · iVoox... https://www.ivoox.com/podcast-contracronica_sq_f1267769_1.html · Paypal... https://www.paypal.me/diazvillanueva Sígueme en: · Web... https://diazvillanueva.com · Twitter... https://twitter.com/diazvillanueva · Facebook... https://www.facebook.com/fernandodiazvillanueva1/ · Instagram... https://www.instagram.com/diazvillanueva · Linkedin… https://www.linkedin.com/in/fernando-d%C3%ADaz-villanueva-7303865/ · Flickr... https://www.flickr.com/photos/147276463@N05/?/ · Pinterest... https://www.pinterest.com/fernandodiazvillanueva Encuentra mis libros en: · Amazon... https://www.amazon.es/Fernando-Diaz-Villanueva/e/B00J2ASBXM #FernandoDiazVillanueva #ibm #ia

What if the most transformative experiences of your life — crisis, loss, near-death — aren't things that happen TO you… But things that can permanently wake you UP? My guest today has spent two decades collecting the evidence. He's a psychology lecturer, a bestselling author in over 20 languages, and someone Eckhart Tolle called a vital voice for the shift in human consciousness. Today we're going into the psychology of awakening, why he believes the ego isn't your true self but an evolutionary accident — and why he thinks the Beatles were tapping into something most of us never access. Stay with me — this one will change how you see your own mind.   Connext With Steve Website- Books: / https://www.stevenmtaylor.com/ IG: / @stevetaylorauthor     Follow Dr. JC Doornick and the Makes Sense Academy:► Makes Sense Substack - https://drjcdoornick.substack.com ► Instagram: / drjcdoornick ► Substack: / drjcdoornick ►Facebook:  / makessensepodcast ►YouTube:  / drjcdoornick     MAKES SENSE PODCAST Welcome to the Makes Sense with Dr. JC Doornick Podcast. This podcast explores topics that expand human consciousness and enhance performance. On the Makes Sense Podcast, we acknowledge that it's who you are that determines how well what you do works, and that perception is subjective and an acquired taste. When you change the way you look at things, the things you look at begin to change. Welcome to the uprising of the sleepwalking masses. Welcome to the Makes Sense with Dr. JC Doornick Podcast.   SUBSCRIBE/RATE/REVIEW & SHARE our new podcast. FOLLOW Podcast: You will find a "Follow" button in the top right. This will enable the podcast software to alert you when a new episode launches each week. Apple: https://podcasts.apple.com/ca/podcast/makes-sense-with-dr-jc-doornick/id1730954168 Spotify: https://open.spotify.com/show/1WHfKWDDReMtrGFz4kkZs9?si=003780ca147c4aec   Podcast Affiliates: Kwik Learning: Many people ask me where I get all these topics, which I've been covering for almost 15 years. I have learned to read nearly four times faster and retain information 10 times better with Kwik Learning. Learn how to learn and earn with Jim Kwik. Get his program at a special discount here: https://jimkwik.com/dragon OUR SPONSORS: Operly - Take Back Control of your Work Day and Get Rid of All Your AI Apps - Welcome to the new world of Time Freedom and Unlimited Scaling and Success with Operly -  https://go.getoperly.ai/video?ref=jean-claude-claude-d-2a95 Blue Blinds Bakery - Hand Crafted with all-natural ingredients - www.blueblindsbakery.com   0:00 - Teaser 0:16 - Intro 1:09 - Who Is Steve Taylor? Exploring Consciousness & Awakening 4:09 - What's it like to be Steve Taylor these Days 8:28 - What Is an Awakening? 12:02 - Why Curiosity Matters More Than Certainty 20:38 - Can Suffering Trigger Spiritual Awakening? 30:14 - What is actually happening when someone goes through a crisis? 39:40 - Why Time Slows Down During Life-Changing Moments 47:49 - What Made The Beatles So Extraordinary? 55:48 - What Are We Really Waking Up From? 56:54 - Final Advice, Meditation & Where to Find Steve Taylor 59:40 - Outro Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Brendan Wallace is the Founder, CEO & CIO of Fifth Wall, the largest investment firm focused on technology for the built environment, with ~$3B in capital, the firm is driving the growth of nearly 170 companies, backing category-defining PropTech leaders such as Opendoor, Procore, Blend, Hippo, and Bilt Rewards. It's supported by ~115 of the world's largest real estate owner-operators including CBRE, Hilton, Hines, Marriott, Public Storage, Related, and Starwood. Before Fifth Wall, Brendan was at Goldman Sachs and Blackstone, and he co-founded Identified (sold to Workday) and Cabify. In this episode of Summation, Brendan and Auren discuss:How remote work protected mediocrity for yearsThe data center land grab: powered land, 2037 grid connections, and bring-your-own-solarHow land is the most stable asset on earth and there's still no way to buy an index of itWhy "capital-intensive businesses are bad for venture" is no longer trueYou can find Auren Hoffman on X at @auren and Brendan Wallace on X at @BrendanFWallace

Send us Fan MailThis week's enterprise software developments highlight the continued expansion of AI, workflow automation, and ecosystem connectivity across CRM, marketing, operations, and enterprise applications. Copado introduced Agentia, a Salesforce-first 360 delivery solution designed to streamline software delivery processes, while ECI Software Solutions added new AI capabilities to its Deacom and JobBOSS² platforms to enhance manufacturing operations. InvoiceCloud unveiled an AI-powered billing experience to improve customer interactions, and Pipefy announced a collaboration with Microsoft to strengthen workflow automation and enterprise productivity. Meanwhile, Airship expanded its fleet of AI agents to support customer engagement initiatives, and Clari and Salesloft introduced new capabilities aimed at improving revenue execution. Exclaimer deepened enterprise integration through its connection with Workday, HubSpot launched a solution focused on Answer Engine Optimization to help organizations adapt to AI-driven search experiences, Respondology introduced new tools for managing and engaging with social media comments, and StackAdapt released a live events campaign workflow tailored for sports advertising markets. Together, these announcements underscore how vendors are embedding AI and automation directly into business processes while expanding platform interoperability and customer engagement capabilities.In today's episode, we invited a panel of industry analysts for a live discussion on LinkedIn to analyze current enterprise software stories. We covered many grounds including the direction and roadmaps of each enterprise software vendors. Finally, we analyzed future trends and how they might shape the enterprise software industry.Video: https://www.youtube.com/watch?v=yOB2KlqraVsQuestions for Panelists?

Join host Paul Spain and Neeharika Chowdhary, General Manager of AI and Data Products at One New Zealand. Neeharika shares insights from the recently released 2026 AI Trust Report and discusses how AI is being deployed at scale to enhance customer experiences, streamline operations, and accelerate innovation.Discover how One NZ is approaching AI adoption, building trust, and unlocking new opportunities for customers, employees, and businesses across New Zealand.Plus the latest tech news including:Trade Me joins Tech NZ's online scams codeNZ Government chooses regulation over crypto ATM banNew York becomes first US state to ban smart glassesThe fight to stop 3D-printed “ghost guns”Apple files lawsuit against OpenAI over trade secret claimsSpecial thanks to our show partners: Fortinet, Workday, Spark New Zealand, One New Zealand, 2degrees, PwC New Zealand and Gorilla Technology.

Don’t let the AI wave crush you. Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/ Check Out UPX: https://theultimatepartner.com/experience/ Dive into the seismic shifts happening within the AWS Marketplace and discover how AI, self-service product-led growth (PLG), and advanced co-selling strategies are redefining partner success. Matt Yanchyshyn, VP of Marketplace at AWS breaks down the recent announcements from the summit, illustrating how agility and adaptation are crucial to surviving the new agentic future. From lowering professional services fees to the explosion of business applications like ServiceNow, this conversation reveals the hidden mechanics of modern cloud procurement and how you can position your organization to capture massive enterprise opportunities before your competitors do. https://youtu.be/gaWxU1kgCLk Key Takeaways Adapting to the new agentic future requires agility rather than fighting the influx of AI tools. Lowering the listing fee for professional services from 2.5% to 0.5% drastically improves partner economics. Organizations without a self-service or PLG motion on the marketplace are literally leaving money on the table. Millennial buyers increasingly initiate complex enterprise procurements through self-service and AI-driven research. New AI-powered opportunity scoring empowers partners to prove their value internally and to AWS. Marketplace success hinges on optimizing metadata for AI agents, not just traditional SEO. If you're ready to lead through change, elevate your business, and achieve extraordinary outcomes through the power of partnership—this is your community. At Ultimate Partner® we want leaders like you to join us in the Ultimate Partner Experience – where transformation begins. Key Tags: AWS Marketplace, agentic workflow, med pick scoring, phoenix.ai, Cara Cloud, branded storefronts, product-led growth strategy, intrinsic value boost, SaaS evolution, self-service motion, Databricks credit model, Trend Micro companion app, MCP servers, opportunity score tracking, PPA drawdown, concurrent agreements, AAMI structural debt, CXML procurement Transcript: Matt Y Audio Podcast [00:00:00] Matt Y: The ability to adapt with change and kind of roll with punches. ’cause a lot of people are saying like, agents are gonna destroy everything. And, and the opposite has been true. [00:00:08] Vince Menzione: You can feel it happening. The ecosystem is shifting beneath us, the way hyperscalers are partnering, how AI is remaking the channel and what it means to win in 2026. [00:00:19] Vince Menzione: Welcome to the Ultimate Partner Podcast. I’m Vince Menzi, own your host. And each week I sit down with leaders at the intersection of technology, partnerships and outcomes. The voices shaping how ecosystems actually work. We talk about what’s real, what’s changing, and what it takes to lead in this era where the partner channel isn’t just part of the strategy. [00:00:42] Vince Menzione: It is the strategy because being in the room changes everything. [00:00:46] Matt Y: Let’s start. [00:00:50] Vince Menzione: And now on to the really important stuff. So, Matt, I don’t wanna butcher it ’cause I, a couple people have told me how to pronounce your last name and they said use the word magician and you’ll get close to it. But I’m just gonna introduce you as Matt Wy and I’m gonna ask you to pronounce your name on stage, but I want to have you join us. [00:01:08] Vince Menzione: So excited to have Matt wy. After a super busy day and night last night, come over from Brooklyn and join us today. Matt, so great to have you. Thanks. Thank you so much. Thank you so much. Alright, so pronounce your name for us. [00:01:23] Matt Y: Anyone wanna guess? Ian’s? It’s like magician. [00:01:27] Vince Menzione: It’s not that hard, [00:01:28] Matt Y: it’s not that [00:01:28] bad, [00:01:28] Vince Menzione: but I don’t wanna butcher. [00:01:29] Vince Menzione: I wanted to let you do it. Good. [00:01:30] Matt Y: What calls me Matt White. [00:01:31] Vince Menzione: That’s great. [00:01:32] Matt Y: Yeah. [00:01:32] Vince Menzione: So 13 years. [00:01:34] Matt Y: Four coming up on 14 next month. Yeah. [00:01:36] Vince Menzione: Wow. Congratulations. Yeah. So you’ve been there, you’ve been there since the early days. And we, we had a conversation. I had some Microsoft, former Microsoft colleagues. Uh, Theresa Carlson, for those of you who knew the public sector business. [00:01:48] Vince Menzione: Yeah. Who started, I mean, Andy came out, it was so funny because I was there and she was hosting Andy for a dinner and with all the CIOs of the federal government. [00:01:57] Matt Y: Yeah. [00:01:58] Vince Menzione: And she was still at Microsoft and it was actually kind of an interesting time. And she came over and did a lot of great things for a number of years. [00:02:04] Matt Y: Yeah. She [00:02:05] Vince Menzione: and a lot of great [00:02:05] Matt Y: business. [00:02:06] Vince Menzione: Yeah. She really like, it went from employee number one to 7,000. [00:02:09] Matt Y: Yeah. [00:02:09] Vince Menzione: And you, you were, you’ve been there all that whole time. Pretty much. [00:02:12] Matt Y: Yeah, I guess when I started in New York, just down the road, we were, uh, in a Regis facility. There were like 11 of us in, uh, just sitting around a table and we had to speak quietly sometimes because there was a, um. [00:02:21] Matt Y: Some type of a financial services organization down the hall and they’d listen to try and get stock tips on Amazon. Yeah, [00:02:28] Vince Menzione: I love it. [00:02:29] Matt Y: Never leaked. That’s [00:02:29] Vince Menzione: good. I love it. [00:02:30] Matt Y: Yeah, [00:02:30] Vince Menzione: you probably got some great stories and, um, we won’t have time for today ’cause I wanna leave some room for conversations on marketplace end questions. [00:02:38] Matt Y: Yeah. [00:02:38] Vince Menzione: But I would love to invite you back for a real, like, in-depth podcast and I would love to get the whole genesis story. [00:02:44] Matt Y: Let’s do it. [00:02:45] Vince Menzione: We’ll do it. Okay, so let’s talk about, let’s talk about yesterday for you. Uh, some, some really big announcements as well. I thought maybe you could recap a little bit of what’s been going on in the marketplace business and it’s an, it’s been an exciting time. [00:02:58] Matt Y: Yeah. Yeah. You know what’s, I think what was really nice yesterday is it was sort of the combination of bringing, uh, our partner services like Partner Central and all those other services together closer to marketplace. We’ve been doing that over, over several years. So Marketplace has some of its own. [00:03:12] Matt Y: Big announcements, like, uh, we have a, we formalized our list and sell initiative. For example. We have a new, so it we essentially reducing the cost, uh, to list on marketplace through a partner program. [00:03:22] Vince Menzione: Yep. [00:03:22] Matt Y: And incentives associated with that. We have a new AI powered listing experience, which I think is particularly important ’cause I think many of you are like me and watching your SEO numbers go down and watching your agent traffic go up. [00:03:33] Matt Y: And so having, uh, an AI assistance in marketplace to optimize your listings for not just to, you know, retain what you can of your SEO, but prepare for the newent future and improve your GEO as we’re calling it. So that, [00:03:45] Vince Menzione: so it’s GEO now? [00:03:46] Matt Y: Yeah. You know, there’s a little debate right now in the acronym Moral A A EO versus GO I’m going, I’m on the G team, so, yeah. [00:03:52] Vince Menzione: Alright. GEO [00:03:54] Matt Y: It’s like the, the, yeah, they’re gonna win. They’re like the Knicks, but the, um, [00:03:57] Vince Menzione: yeah, yeah, exactly. [00:03:57] Matt Y: But yeah, so AI assisted, uh, I mean, making. The most of, like, essentially marketplace is an excellent conversion engine. And so using AI to help improve that conversion engine in the form of your PDPs for both humans and agents. [00:04:08] Matt Y: So that was an exciting launch. Um, I got the most applause when I announced that. We lowered, we made the economics better for, uh, consulting offers professional services, nice to marketplace. We lowered the listing fee from 2.5 to, to 0.5% and wow, it goes even lower in certain circumstances. So just improving the economics. [00:04:24] Matt Y: I’m really excited to. Really partner with a lot of you to reinvent services through, through the marketplace like we did with SAS and other areas. Uh, and we’re doing with agents right now. So that was a big one. And then a whole series of announcements around, um, how we’re making it easier and more cost effective and more efficient to partner with AWS. [00:04:41] Matt Y: So using AI to, uh, using med pick scoring to automatically progress opportunities so you don’t have to kind of wait on a human. To, to click and progress, you know, that that can take days. And, uh, if you, if you wanna have an opportunity and have that be cos sold with AWS, that can be through a mix of agents for the long tail and with humans in the, in the sort of top end and more complex. [00:05:00] Matt Y: And allowing AI to help all the partners improve their opportunity quality so that we can better co-sell together. So. Yeah, I said AI a lot intentionally. Um, [00:05:09] Audience Guest: yeah, [00:05:10] Matt Y: AI sort of in the whole cycle for buyers, for sellers, uh, for operational efficiency, cost of sales. So a lot of announcements. I think I hit the big ones, so yeah. [00:05:18] Matt Y: I’m Might have missed something there. There we go. [00:05:21] Vince Menzione: George. [00:05:21] Matt Y: Oh, and storefront. Yeah. Thanks George. See, I look at George to see what I missed. Uh, we, we acquired a great company called phoenix.ai late last year. Okay. And you, you actually were said Caresoft and Yeah. Be down. Uh, [00:05:30] Vince Menzione: yeah. [00:05:30] Matt Y: So if you’re familiar with Cara Cloud, they have a procurement portal. [00:05:33] Matt Y: It’s heavy use by the US government, and they, um. Uh, we, we acquired them, uh, the really great growth company. They have over 70 logos now, and they help you build a branded storefront on marketplace, which obviously is important in the government space. If you’re procuring on a certain contract with a certain reseller, um, you know, there’s a certain set of products you’re allowed to buy. [00:05:51] Matt Y: But what we’re finding is even down on Wall Street, you hear, um, enterprises are, are using storefronts for internal procurement and they wanna have a curated collection of, of partner products and, and your own ecosystems internally. So we’re selling to both customers. And also to channel partners to build custom storefronts, branded storefronts for, and [00:06:07] Vince Menzione: it makes total sense, right? [00:06:08] Vince Menzione: Yeah, because you wanna li you wanna limit the, the viewing and, uh, and get, because I mean, how many different listings do we have? Like over 30,000? [00:06:16] Matt Y: Yeah. Yeah. There’s, I think the official numbers over th we have over 36,000. I was checking from over 6,000 vendors. Um, it’s a lot. And, and that’s gonna explode with the AI powered, uh, listing, uh, experience that we launched. [00:06:26] Matt Y: We’re gonna make it easier. And I guess what I’ve been telling partners is. You know, customers aren’t clicking through categories anymore. They’re using AI to search. And so it doesn’t matter how big our catalog is, what matters is being found. And what matters is converting that buyer. So if you have a. [00:06:39] Matt Y: If you’re running a demand gen campaign for say, like, you know, life sciences in, in Jersey and there’s a specific buyer at j and j, you wanna capture, that person doesn’t wanna be just dropped onto a generic marketplace, 30,000 listings. They wanna be dropped in a very specific place where they’re seeing like life sciences offers from Accenture, for example, coupled with a life sciences power thing with Elastic, you know, like, but a solution. [00:07:00] Matt Y: And that they want to land in a curated place where that highly intention buyer can be converted effectively. So that, that’s what we’re doing with all this. [00:07:06] Vince Menzione: And that’s where the GEO comes in because [00:07:09] Matt Y: Yeah. ’cause that buyer might be an agent That’s right. With, and that agent has is even more fickle, honestly. [00:07:14] Matt Y: And you know, what used to be milliseconds for the human before they kind of click away is, is now perhaps microseconds. Yeah. And so, uh, you know, having the right metadata and, and the right positioning, uh, the right story that an agent or a human can pick up to ultimately. Uh, complete their product research and choose your product is, is critical. [00:07:30] Vince Menzione: Very cool. Very cool. So before I, I, I’ve been asked to ask you this because I, I’ve had this con, people have brought come to me and said, you gotta ask Matt about music. He’s a big music guy. And, uh, so what are your favorite bands? [00:07:49] Matt Y: So, I mean, the, the real answer is, uh. I, I go to about a show about every week. [00:07:54] Matt Y: As, as Mike Trill knows, uh, we heard a show last night. Um, we were, uh, just a few hours ago, really? And, uh, um, favorite band, uh, well, I’ll tell, I’ll tell a story. I, I had a side hustle with MTV for years. Um, I used to run a music website. Um, oh, that’s cool. I didn’t know that. It got, it got kind of popular. It got sponsored by, if, if anyone’s into like early hip hop. [00:08:16] Matt Y: It got sponsored by a group called Jurassic Five. ’cause he, one of them reached out to me and said, nice. Hey, uh, you know, I’ve been, I like your website. And he ended up paying for a web, hosting a Dream host, if you remember, of cost back then. [00:08:26] Vince Menzione: Oh, Jesus. [00:08:26] Matt Y: Because I was broke and couldn’t afford it. And then, uh, and then this band sent me like a, a single and said, Hey, you know, trying to get the word out about our little band, can you help us out? [00:08:35] Matt Y: And I put their, uh, I put their, you know, single up on my, on my website and it blew up. And that band is Vampire Weekend. So they’re kind of big now. Wow. Yeah. Um, and uh, that got picked up by like Vanity Fair and all these other guys. And then I got sponsored by MTV to essentially write. Music reviews for years on the side. [00:08:51] Matt Y: So I was working for the Associated Press, laying cable in sports and war and, and, uh, yeah. So Vampire Weekend was good to me that, that they, they kind of paved a way to go to a lot of free shows over the years and a lot of bands and see a lot of great music. But yeah. [00:09:03] Vince Menzione: That is very cool. And that, and how did that get your day? [00:09:05] Vince Menzione: WS It was just a, it was just the technology path that was like, [00:09:09] Matt Y: I mean, it’s a, it’s a, I guess it’s a bit of a long story, but, um, the. There’s many versions of this story. I’ll tell the, tell the one quickly. I was living for free in a Fulbright scholarship house in West Africa. You, we can talk about how that happened another time. [00:09:23] Matt Y: And, uh, a guy had sort of fallen down on the floor ’cause he’d had too much to drink. And I, I sort of lay down beside and be like, Hey man, are you all right? And, um, he, uh. He worked, he, he worked for the Associated Press and next day I had the job, um, being West Africa, head of technology for West Africa. [00:09:37] Matt Y: And because of that, um, and as I learned years later, the AP didn’t have dr they had no disaster recovery. Yeah. And I, I can tell you that now ’cause um, you know, 16 years since I worked there, but they, uh, I put the DR in, um, on AWS and we’re talking like, yeah, 16, 17 years ago. This is early. It was early days. [00:09:56] Matt Y: And I, I swear to God, I paid for. Uh, our AWS bill using, um, taxi receipts, fake taxi receipts that I bought in on Nigerian market, um, because there was no budget and so, you know, it was like 30 bucks. [00:10:08] Vince Menzione: I was gonna say swipe a credit card, but they didn’t [00:10:09] Matt Y: knew that this is the entire press this before. [00:10:11] Vince Menzione: This is before, yeah. [00:10:12] Matt Y: Yeah, like the entire ap. Um, and, uh, so AWS called me like, who are you? Like, why, why are you paying on like this like low limit credit card for like the ap? Like, who are you? And, uh. Next day I had the job. Well, a week later I had the job with aw WS. That so cool. So that’s the story’s [00:10:29] Vince Menzione: cool thing. [00:10:29] Matt Y: Yeah. [00:10:30] Vince Menzione: Very cool. [00:10:31] Vince Menzione: Uh, sports teams. So Knicks fan. [00:10:34] Matt Y: Yeah, I mean, I like the Knicks. Um, they’re h hockey, I’m not allowed to say anything different. No. I appreciate them. Uh, I’m a Raptors fan. I grew up in Toronto mostly. Yeah, yeah. Uh, so, and you know, when they won, uh, that was very exciting as well. So no, Nicks are great. I like the Knicks. [00:10:49] Matt Y: Nothing against the Knicks. Um. They’re fine. Yeah. [00:10:54] Vince Menzione: Hockey, hockey fan. Favorite hockey teams? [00:10:56] Matt Y: Oh yeah. Itron. Maple leaf. Maple leaf. Yeah. They’re gonna, they’re gonna win. Of course. Of course. Yeah. Um, like every year they’re actually, we [00:11:02] Vince Menzione: have some Canadians laughing in the sand. [00:11:03] Matt Y: Well, the leaf are, are, are the Knicks of hockey? [00:11:05] Matt Y: Like Yes, they are. You know, it’s 67 years out, coming up on 68 since they won, so That’s crazy. 53 is nothing. I know. Pain. So. Yeah, definitely the least. Yeah. [00:11:15] Vince Menzione: I love it. I love it. It’s so cool. Yeah. So what was the, uh, what was the, what was the last concert you went to? [00:11:22] Matt Y: Well, literally last night. Oh, it was last, [00:11:23] Vince Menzione: oh, that [00:11:24] Matt Y: was actually concert were my favorite bar in the world. [00:11:26] Matt Y: This place called Sunny’s. Uh, it’s, you know, I, I took Mike and, and Matt from, from Texas and from TGS down there to sort of see my neighborhood and they’re like, where are we? And I’m like, yeah, I live here. Uh, sort of an industrial part of Brooklyn. And, and we went to see, um, I dunno what you would call it, like. [00:11:40] Matt Y: I guess it’d be like roots music. There was a woman with an accordion and a guy with a big cowboy hat. Yeah, it was, it was fun. Yeah. [00:11:47] Vince Menzione: That is so funny. Alright, we’re gonna shift back years. Um, important time right now for partners. What, what should partners be looking out for the most? What would you say to them in terms of what’s the, what’s their real headline for them? [00:11:59] Matt Y: Well, I, I, you know, to borrow from you actually, you know, I liked, uh, the, the principles you had up there and, and with agility, um, you know, there’s a lot of fud flying around right now. You know, people. People were like, oh, it’s the demise of sis with the arrival of ai, you know, everyone’s gonna be using agents. [00:12:13] Matt Y: And then it turns out it’s been a huge boon for most, uh, you know, system integrators and consulting companies that I work with. They all have, you know, the, the good ones especially have vibrant consulting practices now, and everyone is deploying fds, uh, you know, um, the new, the new cool acronym. But it’s, it’s essentially created a huge opportunity for the consulting space. [00:12:31] Matt Y: Uh, and similarly, uh, you know, there there’s this narrative around the sa sa apocalypse, which I really hate, you know, ’cause it was, uh, premature and kind of a trigger reaction from the stock market. And, you know, just look, look what Snowflake did. And, you know, they did what a lot of SaaS companies are doing, but they, they added a nice sort of glaze of positioning and, and, you know, their stock popped and they did pretty well. [00:12:50] Matt Y: And so I think the ability to adapt with change and kind of roll with the punches. ’cause a lot of people are saying like, agents are gonna destroy everything. And, and the opposite has been true. For the more successful consulting companies and software companies who have become agentic. But SaaS hasn’t gone away, you know? [00:13:05] Matt Y: No. Look at our own marketplace. We have this agent marketplace, but people aren’t buying atomic agents at scale. They’re buying ified SaaS solutions with sort of agent sidecars, which has created new opportunities for candidly additional licenses, [00:13:16] Vince Menzione: right? [00:13:16] Matt Y: Um, as customers sort of want to consume more AI services on top of their. [00:13:20] Matt Y: On top of their SaaS solutions. So I think being agile, you know, you see like ServiceNow as part of our billionaires club. Yes. They’re not going anywhere. They’re, yeah. They’re gentrifying. You know, Salesforce has pivoted to this headless model, um, along with Asian Force and using sort of Slack as the operating system. [00:13:34] Matt Y: And, you know, you said like a lot of companies from the seventies aren’t around anymore. They’re gonna be winners and losers. Yeah. Um, but the winners are gonna win even more. And so I, I think what’s so important right now for partners is to not, not bite too hard at the, the latest trend. You know, models are changing and everyone’s like, oh, you know, philanthropics really in the world and they’re wonderful, great to work with, amazing technology. [00:13:55] Matt Y: That’s what people are saying about open AI six months ago. That’s right. And before that, you know, and it, I, I was with Fireworks AI yesterday, a great company and they have some really cool stuff with sort of, um, they believe in more cost effective, uh, open source models essentially, that you can find tune. [00:14:08] Matt Y: Maybe that’s gonna win. I don’t know. Um, is it gonna be sort of domain specific models? Is it gonna be highly capable LLMs? Are LLMs gonna level off as soon as Fable and Mythos are allowed to launch? Maybe. I, I don’t think anyone can predict the future right now. So you have to be agile and you have to kind of seize the opportunities and take a couple punches. [00:14:25] Vince Menzione: Yeah. [00:14:26] Matt Y: You know, and marketplace too, like we’re, you have to be unafraid to experiment right now. Um, you know, that’s hard if your stock’s taking a beating. Um, but this is, it’s a, it is a disruptive time, uh, but it’s creating actually enormous opportunities for growth for partners and, and we really see that, you know, in marketplace specifically within AWS. [00:14:45] Vince Menzione: It, it, it does still feel like the deer in the headlights moment. Right. Would you agree? Like you’re probably taking a lot of meetings and, and calls from ISVs specifically? [00:14:54] Matt Y: Well, [00:14:54] Vince Menzione: that are still trying to figure it out. [00:14:56] Matt Y: Yeah. But it’s everyone. Yeah. I think what’s really interesting, I had a meeting [00:14:58] Vince Menzione: with, it’s not just one. [00:14:59] Matt Y: Yeah. I, well, I had a meeting with one of the leading AI companies, like one of the biggest ones. And they, uh, they demonstrated how they work and they were really proud. They were like, you know, look at our agentic workflow. And I came out at me. I’m like, that’s it. Ours is way better. Like really like, you know, ’cause we we’re, we’re using quick desktop with MCP servers and connectors and all this, and you know, we, we have our own sort of ecosystem of partners, a mix of homegrown software and third party. [00:15:20] Matt Y: And I kinda walked out there and, and looked at, you know, my phone, which has been populated by agents this morning with all the, and I was like, I have a way better agent workflow than this world’s leading supposedly AI company. And I think, um, that really, so during, I, I would, during the headlights, you can call it deer in the headlights, I call it chaos. [00:15:36] Matt Y: And in times of chaos there are people who create. Opportunity again. And so, yeah, there are some people who are stuck and who don’t know what to do, who are over worried about token costs, um, who are not experimenting. But there are a lot of companies, uh, taking this opportunity to kind of pivot their business. [00:15:53] Matt Y: Um, I think, I think we’re in a moment and, uh, yeah, I, I candidly I see more of the latter. I see more experimenting. [00:15:59] Vince Menzione: You mentioned ServiceNow. Any other great examples of that? Organizations that really embraced it? [00:16:04] Matt Y: Uh, yeah. Well, you know, ServiceNow is part of this business applications category, as we call it, in marketplace. [00:16:09] Matt Y: That outside of AI, I think is the fastest growing category in marketplace, which is wild when you think about it. ’cause we’ve historically been an infrastructure partner marketplace with security and data and analytics and, you know, security with channel partners, et cetera. But Salesforce, ServiceNow, Workday, Adobe, you know, I could go on. [00:16:23] Matt Y: They, they are actually. You know, our fastest growing category and yeah, ServiceNow, obviously reinventing itself for ai, Salesforce, but Workday, you know, the workday’s done some, who knows if it’s gonna work, but they, they’re experimenting with essentially like a Databricks, uh, credit style model for like, units of work, uh, which I think is fascinating. [00:16:41] Matt Y: Like everyone’s talking about value-based, outcome-based pricing and meter. And, and you have companies that are ERP companies, you know, like traditional business applications, experimenting with effectively like a metered pay as you go, value based credit model. Again, like who knows if it’s gonna work. [00:16:54] Matt Y: But I think that’s really amazing to see and we need more ISVs experimenting. I, I was talking about trend ai and I know they’re, they’re, they’re one of the sponsors yesterday. You know, many of you know them as Trend Micro back in the day. They’ve successfully reinvented themselves. They built that companion app. [00:17:10] Matt Y: Um, you know, that I think we’re seeing. Just a ton of experimentation in the market across categories. Uh, I could go on and on about partners. Um, yeah, there, I I wouldn’t pick a winner right now. Yeah. [00:17:24] Vince Menzione: You, you, we’ve talked about ai. We’ve talked, talk more about the buying journey and how that’s changing, because again, it feels, it feels like that’s also [00:17:33] Matt Y: Yeah. [00:17:33] Matt Y: So, you know, one of, one of the core, uh, strategic objectives, or we’ll say like the philosophy marketplace is that. Um, financial incentives are important, you know, EDP or PPA drawdown, uh, credits. Like we need to act as an efficient and effective vehicle for allowing buyers to exercise their discounts for, and, and sort of partners to exercise their credits, et cetera. [00:17:55] Matt Y: That, that’s actually important. But what, what a lot of people over rotate on that, and we’re really, one of the things we say a lot inside at Amazon or at AWS marketplace is we want to continue to boost the intrinsic value of marketplace beyond the financial incentives. And well over a quarter of all private offers, private pricing, private, uh, custom terms, et cetera. [00:18:14] Matt Y: Um, begin with a self-service or PLG motion. And partners who don’t have a PLG or self-service motion are literally leaving money on the table. Like if you look at like a Databricks for example, and they did a good job integrating buy with a WS within their SaaS application. They have free trials, they have really strong pego and, and, uh, and PLG motion. [00:18:33] Matt Y: They’re making, I can’t share their numbers obviously, but they’re making a ton of money. On purely self-service motions. And importantly, they’re acquiring new business, new logos that they nurture, you know, really like not just leads but closed opportunities, right? That they lead, they’re growing, uh, at a reasonable conversion rate or or success rate into the next big logos. [00:18:50] Matt Y: And these are over multi-year horizons. They’re patient, you know, they bring in these new logos with PLG, and they’re also bringing banking, a lot of large enterprises. Through self-service. I, I was with data Mask. There’s this great little startup from New Zealand. They’re a New Zealand based company. Um, super nice guy. [00:19:06] Matt Y: And, and, uh, they, they got huge logos. I think they got, what was it? A DP and some huge American logos. Okay. And this like logo in, I think it was Chile, or no, it was Peru. They’ve never been to Peru. They don’t have sales in Peru. Um, and they. Buyers were discovering them self-service and they, they, I think they got something like 13 logos entirely through a self-service motion. [00:19:26] Matt Y: One password will tell you the same thing. I was just with them in Toronto and companies big and small startups and the largest are getting enterprise wins in addition to net new small logos through that PLG. Buyer motion. And that’s because you have a whole generation of CFOs, CTOs, CROs, whatever. The C is [00:19:43] Vince Menzione: millennial [00:19:43] Matt Y: who grew up on their phones. [00:19:45] Vince Menzione: Yeah. [00:19:45] Matt Y: And, and it sounds like, you know, hyperbole, but it’s true. They, they want immediate apps, immediate access. And that actually, you’re like, oh, that never translates to business applications. Turns out it does. It does. And they might not be buying on their phone, but what they are doing is researching and we see the numbers, the amount of customers who are doing their research, and then eventually landing on the page from chat, GPT. [00:20:06] Matt Y: From major financial, like Fortune 500 companies is extremely high. Yeah. Uh, you have procurement team, sourcing team, uh, developers who are starting the research increasingly, like in clawed in chat, GPT, and then, you know, building a proposal and then handing it to their enterprise procurement team. Yeah. [00:20:22] Matt Y: Which is still largely unchanged. So buyer behavior is on the front end, on the research side is really changing. So the [00:20:29] Vince Menzione: discovery is happening through PLG. [00:20:32] Matt Y: Yeah. [00:20:32] Vince Menzione: And then the backend work on private offers and things like that sometimes still happens the old way. [00:20:36] Matt Y: Yeah. Well, and so, you know, it’s [00:20:37] Vince Menzione: fax machine, [00:20:38] Matt Y: some people Yeah, sure. [00:20:39] Matt Y: They’re bringing the deal directly to Marketplace last minute. But even if that deal goes direct, sometimes they’re still beginning their research journey and increasingly using Marketplace as a research vehicle, which is why we launched Agent Mode, um, to help you sort of help you and agents do research. [00:20:51] Matt Y: But that I think if, if I have one piece of device for any partner consulting or ISV is. Don’t leave those leads and that money on the table by not having a PLG self-service strategy like you’re fooling yourself. Uh, and it’s, it’s a huge, it’s a huge, huge business for us. The, the majority of all customers by far on marketplace don’t even have a PPA, uh, and a huge percentage of even those with PPA spend beyond the p. [00:21:17] Matt Y: And so if you’re just think if you’re just using marketplaces as like BPA retirement, you are literally losing money. [00:21:22] Vince Menzione: Yeah. [00:21:22] Matt Y: Yeah. [00:21:23] Vince Menzione: We have a session with Vinod. We’re gonna talk a little bit about that right after. Great. So good. Um, so I, yeah, I think, um. We talked about, we talked about agents, we’ve talked about the millennial buyer, the change in buying behavior. [00:21:40] Vince Menzione: What other, what other areas of aspect I, I, I, I do wanna think about like opening it up though for a second. I think that maybe with maybe nine minutes left. Sure. I just want to get a read from the people in the room. People have questions for Matt that we weren’t able to ask them. Yeah, I think, I think we probably have a few of those. [00:21:57] Vince Menzione: I think that would probably be great. [00:21:58] Matt Y: I can sense the hardball coming. [00:22:00] Vince Menzione: You’ve known each other [00:22:00] Matt Y: a long time. [00:22:01] Vince Menzione: Yeah. No, no. Hardball. We have a mic back here. Okay. I’ll just, we’ll, we’ll, we’ll get you a mic as we are recording. So good. Thank you. [00:22:11] Audience Guest: Uh, Boris Geller with a, a Click PLG is near and dear to my heart. [00:22:17] Audience Guest: We’ve been doing a lot of business in marketplace and I’m still struggling to sell my vision internally on, on, uh, on PLG. Uh, I think. Ag Agent AI is gonna be one of the drivers, and we are already on, uh, agent Marketplace, but I would appreciate guidance on, uh, best practices. How do we kind of, uh, operationalize it? [00:22:41] Audience Guest: It’s, it’s on us, not on you. [00:22:43] Matt Y: Well, no, I think it’s on both of us. You know, we, uh. One thing that we’re trying to do is give you more data to, to sell to your internal stakeholders in your executive suite. The value of co-sell with AWS all up, like finally with what we launched at, uh, the summit yesterday, you now get an opportunity score. [00:23:02] Matt Y: You, you get a number. People have been asking for this for years, so, so you can say when we do this and we, when we give AWS this information. The score goes up and we have a higher propensity to be cos sold by humans or agents before you had to kind of, it was like this mystery you had to guess. And similarly with marketplace, um, we, we have new dashboards that you can use to sort of, you used to have to sit down with us and go through spreadsheets to trace sort of lead to trace the funnel to sort of a close opportunity. [00:23:28] Matt Y: And we’re gonna continue to launch more there. But you now have more data that you can show. You can be like, listen, these are our inbound leads, this how’s converting, and now we have PRM, the partner revenue measurement where we can say like, this is what it’s translating into in terms of. AWS service revenue driven by our product. [00:23:41] Matt Y: And so that being able to tie from that inbound lead from your demand gen campaign through to a converted opportunity to what you actually drive from an AWS impact perspective, so you can, and then what your opportunity score is that data you can use to sell. Not only internally, but to us as well. Yeah, to a skeptical sales team or whatever who’s not maybe, you know, hype on partners in the, in the US West. [00:24:03] Matt Y: You can be like, listen, I don’t care what you think about my business. This is what I’m gonna drive for you with your quarter retirement from an AWS perspective, and this is how the shape of your customer accounts are gonna change. And this is why you should pay attention to my opportunities. ’cause my opportunity score is, is crazy high and I’m giving you insights into business that AWS would not otherwise have. [00:24:19] Vince Menzione: That’s your brand story we’re talking about. [00:24:21] Matt Y: Yeah. [00:24:22] Vince Menzione: Building your story up with within [00:24:25] Matt Y: So it’s, it’s about the data, I guess. And, and you should, you know, you should all actually be [00:24:28] Vince Menzione: Yeah. [00:24:29] Matt Y: Asking me for more data, so, you know, and tell me like, what do you need to sell to your internal stakeholders? ’cause if I can draw a clear line. [00:24:35] Matt Y: From your demand chain campaign that lands on a marketplace, which I know is a conversion machine, it has way better than industry levels of, of conversion rates. And then you can show, hey, if we have a PLG strategy and we land those leads on marketplace, we will convert them with high efficiency, low cost of sales and, and, and have sort of a bifurcated where we can close some through self service, some through express private offers and some through private offers, depending on deal size. [00:24:57] Matt Y: Like you tell A CFO that, and they’re my number one customer now and they love it ’cause they see cost of sales going down, cost of operations going down and business going up. Um, so I think we have more data than we used to use that data. And let me know what other data do you need to make that pitch and make that pitch to the CFO go around the head of sales, all those other people. [00:25:15] Matt Y: Honestly, the CFO is where we get the best leverage. [00:25:18] Vince Menzione: Awesome. Great question. [00:25:23] Matt Y: Gonna bring your mic. [00:25:23] Vince Menzione: We’re, we’re gonna get your mic here. There you go. Oh, [00:25:25] Audience Guest: thank you. So my name’s Jody Cheval and I’m a consultant now, but I was at Workday during when they adopted AWS and it, a sales organization needs propensity to buy data. [00:25:34] Audience Guest: To really drive the sales team to realize the opportunity kind of makes them visualize it. We didn’t struggle, but it was challenging to get that data because at that time we’re getting spreadsheets. So does AWS have a vision of making that API based data that our client, my clients, can get at and bring into a tool to start building account hypothesis based on that data? [00:25:57] Audience Guest: ’cause it really is important to an enterprise sales guy to have the sense that OAWS can help me close this deal. [00:26:03] Matt Y: Yeah. I mean. Part of that. So we, we launched, we’ve been launching part of that in stages and we’re not done. There’s, there’s more coming. Um, part of that is embedded really within the new, uh, partner agent workflows. [00:26:13] Matt Y: We are giving sort of more, uh, information back to you, not just about like what funding programs you’re eligible for, but like, you know, and when, when we will co-sell this deal with you, which is effectively a signal like we, we see this as a high value opportunity, that you have a likelihood of winning internally. [00:26:28] Matt Y: We, we have this solution matching engine that we’re using and we announced. That, that that ties you the partner to a customer specific opportunity that you have a high propensity or the partner has a high propensity to assist with and ultimately win. And now we’ve tied that to our express private offers, which we announced this week. [00:26:44] Matt Y: So it’s an indirect answer to what you’re asking, but a rep can essentially say. Send a private priced offer to the customer on behalf of the partner without having to ring up the partner because they have a high propensity to win this deal with the customer. So we’re progressively launching features like that. [00:26:59] Matt Y: In addition to the propensity to buy data that we do now share. It used to be kind of, again, manual magic depending on who you knew we could share. Now we do share that programmatically, and there’s more to come specifically in that space. Uh, I’d say watch that space. In the next few months, there’s gonna be more data coming away, but we do have the APIs, we have the agent. [00:27:16] Matt Y: We have things like express private office solution matching, and we have been sort of in that space progressively launching features over the last six to 12 months. And, and you should expect to see some more there soon, not just from us or from our partners. [00:27:27] Vince Menzione: Nice. Any announcement dates? [00:27:30] Matt Y: I can’t commit to a date or else my engineers will get mad at me. [00:27:33] Vince Menzione: It looks like we Another question number. Is the mic still back there? Okay. There’s a gentleman over here [00:27:40] Audience Guest: first Go leaves. Um, it’s awesome. I’m right next to. I was right next. [00:27:46] Vince Menzione: We’ve got a lot of great plants here, so, [00:27:49] Audience Guest: um, so this may be a little bit myopic or, or a challenge that we run into, but I love a lot of the innovation that’s looking forward and all the future things that we’re doing. [00:28:00] Audience Guest: One of the things that we’re struggling with is a little bit of almost like tech or structural debt. How do you think about bringing flexibility to the core pieces that underpin all of the innovation, which is. We are self-hosted. So one of our listings is an a MI. You can’t amend an a MI, you have to cancel and start over. [00:28:18] Audience Guest: So a lot of the building blocks, when you think about PLG, if somebody wants to add to that in an a MI listing, it’s, it’s sort of broken. So how are you thinking about taking all of the, the rapidly changing buyer behavior and then looking back at the structural foundation that underpins all of those things, like offers and, and amendments and changes and all of that? [00:28:39] Matt Y: Yeah. I, I promise I didn’t seed that question, but that, that’s a great one. Um, so not to get too in the weeds, but fundamentally, marketplace was built up, um, a bit like AWS like a set, a series of services somewhat independently. And each product type was effectively its own service, SaaS, server images, ais. [00:28:59] Matt Y: Um, what we’ve done recently is now we, we have, we got rid of product types basically on the backend. You, you don’t see it, but what that means, for example, like another thing AAMIs don’t support today, future data agreements. Um, or concurrent agreements, uh, they will all be supported by amis before the end of the year. [00:29:14] Matt Y: ’cause what we’re doing, this fundamental thing that you won’t even see called product offer decoupling. Uh, and it’s a fundamental piece of things that we need to unwind. ’cause we built up, we were moving very quickly over the years. We had a distributed engineering model and we built each product type independently. [00:29:28] Matt Y: And so yeah, if you’re a seller and you’re selling containers, agents, SaaS, amies, um, we’re breaking down the silos between those so that each of them will get the same benefits. And, and by the way, we’re taking the same approach to international. Hopefully you’ve noticed now that. It’s not like a feature launches in the US only and then takes five years to launch in either public sector or another country. [00:29:48] Matt Y: We, we’ve taken a global approach to feature launch and increasingly a product type neutral approach to feature launches. Uh, that’ll be largely resolved before the year’s out. We’re working on it right now. So again, it’s, it should be transparent to you, like you shouldn’t actually see any difference in the, in the experience. [00:30:05] Matt Y: Except that all of those features will be available. So, so that is, uh, actively under work. And that’s actually something if you’d like to try, um, you’re, you’re welcome to. So, yeah, [00:30:17] Vince Menzione: we have time for maybe one more question and we we’re actually gonna have you up here with a couple partners. [00:30:24] Matt Y: Sounds [00:30:24] Vince Menzione: good. Kind of fun. [00:30:32] Audience Guest: Hey, Matt, uh, met Natasha from Dondo. Uh, quick. So great announcements. And you know, you talked about the million, multi-billion dollar, uh, club, and, uh, that’s all great. Uh, in terms of the. Propensity data. I think that’s coming at the center of a lot of things, right? You know, for enterprises, oh, there’s an investment and you tap into that investment. [00:30:53] Audience Guest: But also there’s the other side of the procurement where a lot of customers, sometimes we work with, they’re like, they still wanna go direct for whatever reason, right? So I think there’s an education piece there, but also trying to understand like how we can work together to, you know, get some of that side of the things sorted out as well. [00:31:11] Audience Guest: You know? ’cause a lot of times it’s not about. Just, you know, retiring the, uh, the, the spend comets, but also like, Hey, I’m used, I’m already used that for something else. So maybe that’s not an, uh, something that applies here. And in also in tying that the PLG motion, uh, you know, for the customers you said, you talked about, you know, if there is. [00:31:34] Audience Guest: Leads on the TA table, like where the, it’s not the enterprise, but you know, the others. Um, I feel like it’s more to do, changing the business model at some times. Like with the enterprises, you have the revenue stream coming through, say large deals, right? And all of a sudden you tap into this, you know, PayGo. [00:31:51] Audience Guest: Where it flips the whole equation with, you know, the financing and the, and the, and the revenue measurement. So I think there’s two aspects of how do you kind of cons reconcile those things in terms of, you know, the revenue measurements going forward. [00:32:05] Matt Y: Yeah. So, so two things real quick on the procurement. [00:32:07] Matt Y: Um, yeah, like, yeah, I sort of alluded to this earlier, but, uh. Procurement is a bit late to the AI ag agentic transformation. They’re trying, and there’s a lot of great new incumbents in this space. And the big leaders like, you know, Coupa and Ariba and Oracle are, are, are evolving their products, albeit a bit slowly. [00:32:26] Matt Y: Um, but the, I think, uh, it’s still the long pole in the tent. You know this. And so like, there are two reasons why deals tend to go direct, because it kind of hits a wall of. Legal, uh, you know, procurement, governance, like all that kind of after the selection’s been made, et cetera, or, or they’re, you know, we can’t change. [00:32:44] Matt Y: People are gonna optimize for, for finance, you know, they’re, they’re going to, if they’re getting big discounts. I mean, that is life. I always say it’s like sellers at the most agented company are still gonna chase quota no matter how, you know, crazy. Uh, your, your company is, and it’s the same with, um, with the chief, uh, financial officer and chief procurement officer. [00:33:01] Matt Y: They are going to, they’re literally. Paid to find discounts. And so we’re not, we’re not gonna get rid of financial engineering. That’s a, that’s a thing. What we can do is reduce the friction for procurement. So we launched, for example, like mandatory purchase orders. That was a big thing. We, we have buyer notifications, now we’re making other procure to pay enhancements. [00:33:17] Matt Y: I mean, procurement systems still use like CXML. It’s like, that was, that was cool when I worked for the ap. And like I, I have teenagers that are old, like older than, so they, I, I think, um. Procurement needs to evolve and we’re gonna help it evolve. We’re gonna push it forward and, and we need to make it more seamless for procurement teams so that we remove those objections. [00:33:38] Matt Y: Uh, I can’t remove the financial engineering objection, like, you know, that’s just life. Um, but I can make it irresponsible not to use marketplace ’cause it’s so easy to use. And, uh, that, that’s kind of the approach we’re taking on, on the front end. Uh, you, you know, I think you, you, again, I didn’t see this question. [00:33:52] Matt Y: You, you stepped into a trap. Un unwittingly, um, PLG is not just is for enterprise. And, and PLG doesn’t necessarily mean pego or self-service. Uh, doesn’t necessarily like, uh, most of our self-service efforts are actually focused on private offers. And not necessarily for pego. Uh, when, when I say self-service and, and PLG, uh, it, it can mean all kinds of things like it. [00:34:14] Matt Y: We have requested private offer, requested demo call to actions, buttons that you can put on your listing. For example, you don’t necessarily need a free trial or a metered pay as you go listing to take advantage of those inbound self-service leads. So, and those inbound self-service leads are often massive enterprise deals, like I mentioned specifically, uh, the data mask. [00:34:31] Matt Y: Those giant enterprise deals that they launched came from an enterprise like Fortune 1000 Enterprise in the US that organically discovered their solution on the marketplace using our AI search. And that was a massive enterprise. And so I, I think yes, there is the long tail, you wanna capture a new logo acquisition, but you should think of your product like growth in your self-service strategy as a way to, um, acquire all kinds of leads, including large enterprise. [00:34:54] Matt Y: And so when I say leave money on the table, I’m not just talking about things that are gonna mature over two years or tiny little deals. These could be massive deals. Uh, and, and you’ll accelerate those deals by accelerating their discovery and, and research so that I think that, so, and my advice is don’t, you don’t have to go all in if you don’t have, if you don’t have metering, if you don’t have PayGo, that’s cool. [00:35:13] Matt Y: Start with something simple. Start with a public listing, with a request to private offer like that. That is a, a huge step. That doesn’t take much, and, and it kind of blows my mind still that a lot of companies aren’t doing that yet. [00:35:25] Vince Menzione: Great answer. Well, it’s now time we’re gonna bring, we’re gonna bring, it’s time. [00:35:29] Vince Menzione: We, we’ve got some great partners coming up here, Nvidia Elastic, Accenture gonna all join us for a conversation. Great. And I’m glad that you’re gonna stay with us. And let’s, let’s, well, let’s thank Matt, by the way, for that session. [00:35:41] Matt Y: Thanks. [00:35:42] Vince Menzione: And [00:35:42] Matt Y: thanks for listening to the Ultimate [00:35:44] Vince Menzione: Partner Podcast. If today’s conversation resonated, share it with a partner leader in your network. [00:35:51] Vince Menzione: Subscribe where you listen. And head over to the ultimate partner.com. For show notes related content and the resources for this episode. And if you haven’t already, now’s the time to register for the Ultimate Partner Live Event in Reston, Virginia, October 26th through October 28th. Until next time, keep showing up in the rooms that matter because being in the room changes everything.

Here's something nobody tells you about a cancer diagnosis: it might be the most clarifying moment of your entire life. Studies show that up to 70% of cancer survivors report what psychologists call post-traumatic growth — not just surviving, but becoming. Today we're going somewhere most podcasts are too afraid to go. We're asking whether a terminal diagnosis could actually be a spiritual breakthrough — a forced consciousness shift that delivers the radical authenticity and flow state you've spent your whole life chasing. Buckle in. This one's going to change the way you see everything.   Follow Dr. JC Doornick and the Makes Sense Academy:► Makes Sense Substack - https://drjcdoornick.substack.com ► Instagram: / drjcdoornick ► Substack: / drjcdoornick ►Facebook:  / makessensepodcast ►YouTube:  / drjcdoornick     MAKES SENSE PODCAST Welcome to the Makes Sense with Dr. JC Doornick Podcast. This podcast explores topics that expand human consciousness and enhance performance. On the Makes Sense Podcast, we acknowledge that it's who you are that determines how well what you do works, and that perception is subjective and an acquired taste. When you change the way you look at things, the things you look at begin to change. Welcome to the uprising of the sleepwalking masses. Welcome to the Makes Sense with Dr. JC Doornick Podcast.   SUBSCRIBE/RATE/REVIEW & SHARE our new podcast. FOLLOW Podcast: You will find a "Follow" button in the top right. This will enable the podcast software to alert you when a new episode launches each week. Apple: https://podcasts.apple.com/ca/podcast/makes-sense-with-dr-jc-doornick/id1730954168 Spotify: https://open.spotify.com/show/1WHfKWDDReMtrGFz4kkZs9?si=003780ca147c4aec Podcast Affiliates: Kwik Learning: Many people ask me where I get all these topics, which I've been covering for almost 15 years. I have learned to read nearly four times faster and retain information 10 times better with Kwik Learning. Learn how to learn and earn with Jim Kwik. Get his program at a special discount here: https://jimkwik.com/dragon OUR SPONSORS: Operly - Take Back Control of your Work Day and Get Rid of All Your AI Apps - Welcome to the new world of Time Freedom and Unlimited Scaling and Success with Operly -  https://go.getoperly.ai/video?ref=jean-claude-claude-d-2a95 Blue Blinds Bakery - Hand Crafted with all-natural ingredients - www.blueblindsbakery.com     0:00 - Teaser 0:39 - Intro 1:31 - Great Morning 4:01 - Cancer Gave Me What Years of Therapy Couldn't 4:34 - America's Favorite Couple 8:24 - The Unsuspecting Teacher 9:55 - Stop Trying 10:53 - Don't wait for your situation to force your hand. 13:04 - What happens when the illusion of tomorrow suddenly disappears 13:24 - The Prison Of Trying 20:45 - Napoleon Hill 21:22 - Blue Blinds Bakery Sponsor 22:47 - The Compression of Mortality 26:19 - Denial 30:00 - Recovery Programs 32:36 - Cancer Didn't Give Me Gratitude 36:02 - Director of the Feature Film 37:49 - Closing   Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Wer im Gesundheitswesen für Datenschutz zuständig ist, arbeitet dauerhaft mit den heikelsten Informationen überhaupt: den "besonderen Kategorien personenbezogener Daten" nach Art. 9 der DSGVO. In Episode 163 spricht Gästin Daniela Will darüber, wie sie diese Aufgabe bewältigt. Sie leitet die Stabsstelle Datenschutz der Münchnen Klinik gGmbH, einem der größten kommunalen Klinikverbünde Deutschlands mit fünf Häusern und rund 8000 Beschäftigten. Ihr Credo: konsequent risikoorientiert arbeiten, "first things first". Bevor es ans Kernthema geht, nehmen sich Holger, Joerg und Daniela die aktuellen Reformpläne der Bundesregierung vor. Kleine und mittlere Unternehmen sowie Vereine sollen nach dem Willen der Regierung deutlich weniger Datenschutzpflichten erfüllen müssen. Auch die Pflicht zu betrieblichen Datenschutzbeauftragten soll in vielen Fällen fallen. Daniela hält das für den falschen Weg. Das eigentliche Problem kleiner Unternehmen liege oft nicht im Datenschutz selbst, sondern in ihrer schwachen Position gegenüber großen IT-Anbietern wie Microsoft, SAP oder Workday. Hier brauche es klare Regeln für die Anbieter, nicht weniger Schutz für Betroffene. Scharf kritisiert die Runde auch Pläne, das Informationsfreiheitsrecht im Bund einzuschränken. Anfragen an Behörden könnten künftig nur noch natürlichen Personen mit besonderem Interesse offenstehen. Vereine, NGOs und möglicherweise auch Medien würden wohl vom Recht ausgeschlossen. Zudem könnten die bislang gedeckelten Kosten für Anfragen exorbitant steigen. Holger, Joerg und Daniela sehen darin ein fatales Signal: Gerade in Zeiten sinkenden Vertrauens in Politik und Verwaltung müsse der Staat transparenter werden, nicht verschlossener. Das Bußgeld der Woche kommt aus Frankreich: Fünf Millionen Euro musste ein Marktforschungsunternehmen zahlen, das Daten aus 14.000 Apotheken als "anonym" ausgab, obwohl Geburtsjahr, Geschlecht, Diagnose und Symptome eine Reidentifizierung leicht ermöglichten. Für die Runde ein Musterbeispiel dafür, wie fahrlässig mit dem Unterschied zwischen Pseudonymität und Anonymität umgegangen wird. Im Hauptteil geht es um den Umgang mit Artikel-9-Daten. Daniela schildert für Joerg überraschend Pragmatisches: Im Klinikalltag reicht ihr Art. 9 Abs. 2 als Rechtsgrundlage für fast alle Behandlungen aus, kombiniert mit dem Behandlungsvertrag. Einwilligungen braucht sie nur in wenigen Fällen, etwa bei der Weitergabe an Hausärzte oder für Forschungsstudien. Als Segen bezeichnet sie das neue Gesundheitsdatennutzungsgesetz, das die interne Auswertung vorhandener Daten zur Qualitäts- und Patientensicherheit erleichtere. Beim europäischen Gesundheitsdatenraum (EHDS) und der elektronischen Patientenakte (ePa) hake es dagegen weiter: Daten werden bislang meist nur als unstrukturierte Dokumente übergeben, echte Interoperabilität ist noch Zukunftsmusik. Besonders anspruchsvoll sind Auskunftsbegehren zu medizinischen Daten. Daniela muss jede Anfrage inhaltlich prüfen, damit etwa frische, schwerwiegende Diagnosen nicht ungefiltert herausgehen, sondern zuerst ärztlich begleitet werden. Heikel wird es bei Minderjährigen und in Sorgerechtsstreitigkeiten, wo Auskunftsrechte oft als Kontrollinstrument missbraucht werden. Danielas Fazit: Datenschutz in der Klinik funktioniert nur mit Augenmaß, Erfahrung und enger Zusammenarbeit zwischen Medizin, IT und Verwaltung.

What if the most powerful therapy available right now isn't in a clinic? Is it in a jungle? My guest today has sat in a ceremony with hundreds of people. He's guided them through Ayahuasca in the Amazon, through the full-force blast of 5-MeO-DMT from Bufo toad venom, through peyote, San Pedro, and mushrooms, and he has seen people fall apart and put themselves back together in a single weekend. But he's also seen how it could go wrong. And that's exactly what we need to talk about. Billy Venkatraman is a life coach, a CBT and NLP-trained practitioner, and the founder of I AM TRIBE — and he's here to give you the most honest conversation about plant medicine you've probably ever heard. Stay with me.   Connext With Billy V Website: www.arkanainternational.com IG: b.venkatraman I AM TRIBE: www.iamtribe.com   Follow Dr. JC Doornick and the Makes Sense Academy:► Makes Sense Substack - https://drjcdoornick.substack.com ► Instagram: / drjcdoornick ► Substack: / drjcdoornick ►Facebook:  / makessensepodcast ►YouTube:  / drjcdoornick     MAKES SENSE PODCAST Welcome to the Makes Sense with Dr. JC Doornick Podcast. This podcast explores topics that expand human consciousness and enhance performance. On the Makes Sense Podcast, we acknowledge that it's who you are that determines how well what you do works, and that perception is subjective and an acquired taste. When you change the way you look at things, the things you look at begin to change. Welcome to the uprising of the sleepwalking masses. Welcome to the Makes Sense with Dr. JC Doornick Podcast. SUBSCRIBE/RATE/REVIEW & SHARE our new podcast. FOLLOW Podcast: You will find a "Follow" button in the top right. This will enable the podcast software to alert you when a new episode launches each week. Apple: https://podcasts.apple.com/ca/podcast/makes-sense-with-dr-jc-doornick/id1730954168 Spotify: https://open.spotify.com/show/1WHfKWDDReMtrGFz4kkZs9?si=003780ca147c4aec Podcast Affiliates: Kwik Learning: Many people ask me where I get all these topics, which I've been covering for almost 15 years. I have learned to read nearly four times faster and retain information 10 times better with Kwik Learning. Learn how to learn and earn with Jim Kwik. Get his program at a special discount here: https://jimkwik.com/dragon OUR SPONSORS: Operly - Take Back Control of your Work Day and Get Rid of All Your AI Apps - Welcome to the new world of Time Freedom and Unlimited Scaling and Success with Operly -  https://go.getoperly.ai/video?ref=jean-claude-claude-d-2a95 Blue Blinds Bakery - Hand Crafted with all-natural ingredients - www.blueblindsbakery.com     0:00 - Introduction – Is Plant Medicine the Future of Healing? 3:12 - Billy V's Journey Into Plant Medicine 13:21 - Who Are You Beyond Your Identity? 17:01 - How Can Plants Become Teachers? 22:06 - What Makes a True Maestro? 33:44 - Ayahuasca – Pulling Weeds & Planting Seeds 35:03 - What Bufo (5-MeO-DMT) Really Feels Like 39:55 - Which Plant Medicine Has the Biggest Impact? 48:29 - The Medicine Is Already Inside You 54:41 - The Vision Behind I AM Tribe 1:02:47 - Where to Find Billy V & Final Thoughts Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Mary sits down with Anna Richards, Head of Community at Brightflag, to catch up on what's actually happening on the ground in legal ops right now. They dig into the shifting skill sets legal ops leaders need, how to think about building a tech stack from scratch, and why the job keeps getting harder even as expectations keep climbing. This episode is presented by Workday. Join Mary's Substack Community Follow Mary on LinkedIn Rate and review on Apple Podcasts ~~~ Thank you to our sponsors for making this show possible. Kodex

Host Paul Spain is joined by Ben Rose, Head of Financial Services at AA New Zealand. Together they discuss lessons from Money20/20 Bangkok, the rise of agentic commerce, stablecoins, digital finance and how AI is transforming financial services.They also delve into the latest tech news including:Google Maps' new Māori pronunciation updateTesla Full Self-Driving (FSD) v14 arrives in New ZealandUK High Court backs police use of live facial recognition.AI helps uncover a major vulnerability in ticketing platformNZ company CarbonScape secures investment and partnership with CATLInvest NZ's ambitions for large-scale data centre investmentThanks to our partners: Fortinet, One NZ, Workday, 2degrees, Spark, PwC New Zealand, and Gorilla Technology.

Here's a question that might sting a little — who has power over you right now? Because if you're honest... it's anyone whose approval you need. Research shows that the human brain is wired to treat social rejection the same way it treats a physical threat. Your nervous system literally cannot tell the difference. But what if the most radical act of personal power wasn't fighting harder — it was wanting less? Today we're talking about strategic indifference: the IRS Process principle that the ancient Stoics figured out thousands of years ago — and that most people will never use. Stay with me     Follow Dr. JC Doornick and the Makes Sense Academy:► Makes Sense Substack - https://drjcdoornick.substack.com ► Instagram: / drjcdoornick ► Substack: / drjcdoornick ►Facebook:  / makessensepodcast ►YouTube:  / drjcdoornick     MAKES SENSE PODCAST Welcome to the Makes Sense with Dr. JC Doornick Podcast. This podcast explores topics that expand human consciousness and enhance performance. On the Makes Sense Podcast, we acknowledge that it's who you are that determines how well what you do works, and that perception is subjective and an acquired taste. When you change the way you look at things, the things you look at begin to change. Welcome to the uprising of the sleepwalking masses. Welcome to the Makes Sense with Dr. JC Doornick Podcast. SUBSCRIBE/RATE/REVIEW & SHARE our new podcast. FOLLOW Podcast: You will find a "Follow" button in the top right. This will enable the podcast software to alert you when a new episode launches each week. Apple: https://podcasts.apple.com/ca/podcast/makes-sense-with-dr-jc-doornick/id1730954168 Spotify: https://open.spotify.com/show/1WHfKWDDReMtrGFz4kkZs9?si=003780ca147c4aec Podcast Affiliates: Kwik Learning: Many people ask me where I get all these topics, which I've been covering for almost 15 years. I have learned to read nearly four times faster and retain information 10 times better with Kwik Learning. Learn how to learn and earn with Jim Kwik. Get his program at a special discount here: https://jimkwik.com/dragon OUR SPONSORS: Operly - Take Back Control of your Work Day and Get Rid of All Your AI Apps - Welcome to the new world of Time Freedom and Unlimited Scaling and Success with Operly -  https://go.getoperly.ai/video?ref=jean-claude-claude-d-2a95 Blue Blinds Bakery - Hand Crafted with all-natural ingredients - www.blueblindsbakery.com     0:00 - Teaser 0:20 - Intro 1:39 - Great Morning 4:23 - Who Owns You? 5:41 - Alexander the Great and Diogenes 9:47 - Indifference 10:39 - Carrency 14:09 - Who is standing in the way of your sun 16:39 - The Unveiling of True Friends 20:54 - Unfuckwithable 23:27 - 5 Habits of the Unfuckwithable 30:55 - Wanting vs Needing 32:45 - Who is your Alexander 33:29 - The World Will Always Try TO Negotiate for Your Attention 35:23 - What are you asking for that you already have Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Uncanny X-Men #289 (1992) It is X-MEN TIME as X-MEN '97 returns for a second season and we return to some proper X-books! This time out, Bishop and his massive arms have just joined X-Men Gold, causing unintended friction between Forge and Storm. Also, Iceman introduces his girlfriend to his lame-ass parents and Archangel has a fit when Mystique dresses up in one of his old costumes.Highlights include:Awkward team photosMagneto is a zaddyMystique is here for the dramaCybernetic samuraiMeet the HR mutant….Workday!Triple H answers your questions about the X-Men's financesAlso, Jen and Shawn find a new Entertainmart and buy some new dollar comics!*** PROPER COMIC BOOK DISCUSSION STARTS AT 00:19:21 ***Promo: BACK TO THE BINS (https://twotruefreaks.com/podcast/qt-series/back-to-the-bins/)Continue the conversation with Shawn (@AngryHeroShawn) and Jen (@JenStansfield) on Twitter / Instagram / Facebook / Threads / Bluesky or email the show at worstcollectionever@gmail.com Also, get hip to all of our episodes on YouTube in its own playlist! https://bit.ly/WorstCollectionEverYTDownload the podcast on Spotify, Apple Podcasts and wherever you get your favorite shows. Please rate, review, subscribe and tell a friend!

On this episode, Pete and Julie share their POV's and insights on a long list of HR and payroll tech marketplace news and updates rounding out Q2, 2026.  Vendors discussed in the episode include: ADP, Argano, CloudPay, datascaleHR, Deel, isolved, G-P, HiBob, Multiplier, Nuvei and Payoneer, OnePay, Paylocity, Payslip, Remote, Strada Global, and Workday. Mentioned in the episode:  CloudPay Payroll Efficiency Index: https://www.cloudpay.com/press-releases/payroll-performance-increasingly-defined-by-integration-maturity/  Time & Statista: Top Worktech companies of 2026: https://time.com/article/2026/06/09/america-top-worktech-companies-methodology/   Connect with the show: LinkedIn:  http://linkedin.com/company/hr-payroll-2-0 X: @HRPayroll2_0  X: @PeteTiliakos  X: @JulieFer_HR BlueSky: @hrpayroll2o.bsky.social YouTube: https://www.youtube.com/@HRPAYROLL2_0  WRKDefined Podcast Network: https://wrkdefined.com/podcast/hr-payroll-20  Thank you to our marquee sponsors for powering the HR & Payroll 2.0 podcast forward!  G-P ‘Globalization Partners': https://www.globalization-partners.com/ OneSource Virtual: https://hubs.ly/Q03YFNR90 Zoho: https://www.zoho.com/press.html Thank you to our ‘wizard behind the curtain' and show producer Ryan Kielma: https://www.linkedin.com/in/ryan-kielma/

In der heutigen Folge sprechen die Finanzjournalisten Nando Sommerfeldt und Holger Zschäpitz über über Metas neue Methode, einen erstaunlichen Internet-Riesen und eine Statistik, die alle MSCI-World-Anleger unbedingt kennen sollten. Meta Platforms, CoreWeave, Nebius Group, Micron Technology, Apple, Bending Spoons, Lime, Rheinmetall, Leonardo, Hensoldt, AeroVironment, Kratos Defense & Security Solutions, Microsoft, Palantir Technologies, Atlassian, ServiceNow, Workday, Caterpillar, FactSet Research Systems, Sodexo, Tesla, Kion Group, CrowdStrike, Lang & Schwarz, Baader Bank, iShares Core MSCI World ETF (WKN: A0RPWH), Vanguard FTSE All-World ETF (WKN: A2PKXG). Wir freuen uns an Feedback über aaa@welt.de. Noch mehr "Alles auf Aktien" findet Ihr bei WELTplus und Apple Podcasts – inklusive aller Artikel der Hosts. Hier bei WELT: https://www.welt.de/podcasts/alles-auf-aktien/plus247399208/Boersen-Podcast-AAA-Bonus-Folgen-Jede-Woche-noch-mehr-Antworten-auf-Eure-Boersen-Fragen.html. Hier könnt ihr den AAA-Newsletter abonnieren: https://www.welt.de/newsletter/article232797673/Alles-auf-Aktien-Der-taegliche-Boersen-Newsletter-fuer-WELTplus-Abonnenten.html Und – ganz neu: AAA gibt es jetzt auch auf Instagram: https://www.instagram.com/alles_auf_aktien/ Disclaimer: Die im Podcast besprochenen Aktien und Fonds stellen keine spezifischen Kauf- oder Anlage-Empfehlungen dar. Die Moderatoren und der Verlag haften nicht für etwaige Verluste, die aufgrund der Umsetzung der Gedanken oder Ideen entstehen. Hörtipps: Für alle, die noch mehr wissen wollen: Holger Zschäpitz können Sie jede Woche im Finanz- und Wirtschaftspodcast "Deffner&Zschäpitz" hören. +++ Werbung +++ Du möchtest mehr über unsere Werbepartner erfahren? Hier findest du alle Infos & Rabatte! https://linktr.ee/alles_auf_aktien Impressum: https://www.welt.de/services/article7893735/Impressum.html Datenschutz: https://www.welt.de/services/article157550705/Datenschutzerklaerung-WELT-DIGITAL.html

In this episode, host Paul Spain chats with Alain Richardt, founder of Atomic Tessellator. Learn about Alain's unconventional journey from global tech consultancy to bootstrapping world-class innovation from his living room and discover how this Kiwi deep tech startup is using AI and physics-based simulation to design new materials at the atomic level, before they are physically created.Plus, the latest in tech news including:Minister David Seymour urges Pharmac to use more AIRocket Lab Acquires Iridium in $14B Deal to Challenge StarlinkSpaceX plans mobile service to rival U.S. carriersGlobal “Operation Endgame” disrupts cybercrime assembly lineApple price hike due to memory costsAnthropic calls for action over alleged Alibaba Claude cloningA big thank you to our show partners One NZ, Spark, PwC, Workday, 2degrees, Fortinet and Gorilla Technology.

[00:30] Bring Your Dog to Work Day (6 minutes) Featuring Juniper! [6:00] Supremes Hand Trump Immigration Win (15 minutes) The Supreme Court has determined that temporary visa status for Haitian migrants is, in fact, temporary. The media is up in arms. [21:15] Key of David: ‘Your Daily Pilgrimage' (33 minutes)

The night in the ER that changed everything. After being diagnosed with advanced kidney cancer, Dr. JC Doornick found himself overwhelmed by fear, uncertainty, and an endless stream of advice from well-meaning people. But instead of asking only how to fight the cancer, he began asking a different question: What allowed it to grow in the first place? In this deeply personal episode, Dr. JC shares the story of his diagnosis for the first time and introduces a powerful mindset shift inspired by his Interface Response System (IRS): before you plant new seeds, you must first pull the weeds. Learn why healing isn't just about treatments, supplements, or new habits—it's about transforming the terrain of your mind, body, and life so that health can thrive. Whether you're facing illness, burnout, grief, or any major life challenge, this episode will help you stop chasing solutions and start creating the conditions for lasting change. Follow Dr. JC Doornick and the Makes Sense Academy:► Makes Sense Substack - https://drjcdoornick.substack.com ► Instagram: / drjcdoornick ► Substack: / drjcdoornick ►Facebook:  / makessensepodcast ►YouTube:  / drjcdoornick     MAKES SENSE PODCAST Welcome to the Makes Sense with Dr. JC Doornick Podcast. This podcast explores topics that expand human consciousness and enhance performance. On the Makes Sense Podcast, we acknowledge that it's who you are that determines how well what you do works, and that perception is subjective and an acquired taste. When you change the way you look at things, the things you look at begin to change. Welcome to the uprising of the sleepwalking masses. Welcome to the Makes Sense with Dr. JC Doornick Podcast. SUBSCRIBE/RATE/REVIEW & SHARE our new podcast. FOLLOW Podcast: You will find a "Follow" button in the top right. This will enable the podcast software to alert you when a new episode launches each week. Apple: https://podcasts.apple.com/ca/podcast/makes-sense-with-dr-jc-doornick/id1730954168 Spotify: https://open.spotify.com/show/1WHfKWDDReMtrGFz4kkZs9?si=003780ca147c4aec Podcast Affiliates: Kwik Learning: Many people ask me where I get all these topics, which I've been covering for almost 15 years. I have learned to read nearly four times faster and retain information 10 times better with Kwik Learning. Learn how to learn and earn with Jim Kwik. Get his program at a special discount here: https://jimkwik.com/dragon OUR SPONSORS: Operly - Take Back Control of your Work Day and Get Rid of All Your AI Apps - Welcome to the new world of Time Freedom and Unlimited Scaling and Success with Operly -  https://go.getoperly.ai/video?ref=jean-claude-claude-d-2a95 Blue Blinds Bakery - Hand Crafted with all-natural ingredients - www.blueblindsbakery.com   0:00 - Teaser 0:57 - GREAT MORNING HUMANS 1:22 - SNAP MOMENTS 8:51 - I was born to crush this. 12:46 - The Offering of Seeds 16:25 - Pulling Weeds Before Planting Seeds 18:05 - The Back Story of how i got to the Hospital 22:02 - Here's How I Plan To Kick The Shit Out oF Cancer 22:17 - The Garden and the Terrain 26:26 - What Conditions in my life allowed this weed to grow? 30:17 - New Daily Affirmation 31:38 - Pulling Weeds With The IRS 33:39 - THe New HEartbeat of my Second Book 33:59 - My Commitment and New Call To Action 38:37 - Outro Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Building a personal brand in SEO doesn't require a massive following. Paul Andre de Vera, founder of Answer Engine Optimization and a 15-year enterprise SEO veteran from Workday, Stripe, and Anaplan, shares how he ranked a prospective employer #1 for a target term in 24 hours to land contract work during a two-year unemployment stint. The conversation covers applying SEO skills to your own name for searchability, refreshing existing content with declarative subheadings and quick facts to win in both LLMs and traditional SERPs, and shifting reporting away from traffic toward a durable metrics stack as AI reshapes search.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

What is your reset during the work day? HR 3 full 2491 Fri, 26 Jun 2026 17:55:27 +0000 FhPjqE7GoycTb00AGQf28Woxh8gfQgsM news MIDDAY with JAYME & WIER news What is your reset during the work day? HR 3 From local news & politics, to what's trending, sports & personal stories...MIDDAY with JAYME & WIER will get you through the middle of your day! © 2025 Audacy, Inc. News https://player.amperwavepodcasting.com?feed-link=h

Bring Your Dog to Work Day full 530 Thu, 25 Jun 2026 15:24:00 +0000 mVSl7qnpMByiM0hVWRTPzK593YbwpaXh society & culture Klein/Ally Show: The Podcast society & culture Bring Your Dog to Work Day Klein.Ally.Show on KROQ is more than just a "dynamic, irreverent morning radio show that mixes humor, pop culture, and unpredictable conversation with a heavy dose of realness." (but thanks for that quote anyway). Hosted by Klein, Ally, and a cast of weirdos (both on the team and from their audience), the show is known for its raw, offbeat style, offering a mix of sarcastic banter, candid interviews, and an unfiltered take on everything from culture to the chaos of everyday life. With a loyal, engaged fanbase and an addiction for pushing boundaries, the show delivers the perfect blend of humor and insight, all while keeping things fun, fresh, and sometimes a little bit illegal. 2024 © 2021 Audacy, Inc. Society & Culture https://player.amperwavepodcasting.com?feed-link=https%3A%2F%2Frss.a

Content freshness now outranks new content production for AI visibility. Paul Andre de Vera, founder of Answer Engine Optimization and a 15-year enterprise SEO veteran behind growth at Workday, Stripe, and Anaplan, shares how he ranked a company number one for a target term within 24 hours. The conversation covers building a metric stack beyond traffic to insulate reporting from AI Overview erosion, restructuring existing content with declarative subheadings and quick-fact modules to win across both LLMs and traditional SERPs, and applying SEO discipline to personal brand visibility as a career differentiator.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

In this special episode, Julie is joined by Kristy Durst, Sr. Manager of Payroll & HR Administration at Uline, live from the annual World at Work Total Rewards event in San Antonio, TX, for a practitioner conversation grounded in what modern payroll leadership really looks like inside a complex, frontline-heavy business. The conversation explores Uline's move from ADP to the full Workday suite, what it means to optimize a platform after go-live, and why payroll's value increases when leaders stop treating it as a back-office process and start bringing it into decisions earlier.   Julie and Kristy also dig into the realities of running payroll for a workforce of nearly 10,000 employees across the U.S., Mexico, and Canada, including the importance of local timekeepers, shared services, compliance ownership, paid sick leave complexity, tax accountability, employee self-service, and the trust that comes from getting pay right. Kristy offers a clear view into the controls, data, judgment, and cross-functional collaboration required to make payroll work at scale.   The conversation looks ahead to the future of payroll talent and technology, from AI adoption and Workday optimization to succession planning, cross-training, and the changing skills payroll leaders need next.  Connect with Kristy:  LinkedIn:  https://www.linkedin.com/in/kristy-durst-54a0a2b3/ Connect with the show: LinkedIn:  http://linkedin.com/company/hr-payroll-2-0 X: @HRPayroll2_0  X: @PeteTiliakos  X: @JulieFer_HR BlueSky: @hrpayroll2o.bsky.social YouTube: https://www.youtube.com/@HRPAYROLL2_0  WRKDefined Podcast Network: https://wrkdefined.com/podcast/hr-payroll-20  Thank you to our marquee sponsors for powering the HR & Payroll 2.0 podcast forward!  G-P ‘Globalization Partners': https://www.globalization-partners.com/  OneSource Virtual: https://hubs.ly/Q03YFNR90 Zoho: https://www.zoho.com/press.html Thank you to our ‘wizard behind the curtain' and show producer Ryan Kielma: https://www.linkedin.com/in/ryan-kielma/

Organic traffic is collapsing as AI answers replace clicks. Paul Andre de Vera, founder of Answer Engine Optimization and a 15-year enterprise SEO leader behind growth at Workday, Stripe, and Anaplan, explains why traffic should no longer anchor your reporting and what to track instead. The conversation covers building a metrics stack around indexation, crawlability, and impressions rather than subjective ranking visibility; executing content refreshes that restructure pages with declarative subheadings and quick-fact blocks to win in both LLMs and traditional SERPs; and applying T-shaped, search-everywhere skills across social, video, and Reddit to match how AI surfaces sources.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

What happened to the massive thunderstorms yesterday?? It's Bike to Work Day and Jamie is celebrating by bringing her bike rack to work. Lizzo has only sold 3,000 copies of her new album.... Jamie's friend is coming in town on Thursday and she needs recommendations of things to do, And Olympic skier, Bode Miller has been arrested!

Sana Learning is a revolutionary product in the $400 Billion L&D market. Today I sat down with Rita Azevedo, Director of Client Engagement at Sana, to talk about everything. What is AI-native learning, how does Sana Learning fit into Workday's strategy, and how do companies like Polestar, Rolls Royce, Travelers, and others revolutionize L&D with Sana. And most of important of all, we get Rita's perspective on the reinvention of L&D, which we call “Dynamic Enablement for Growth.” As you'll hear, AI-native learning platforms like Sana can totally transform training teams, turning them into “business enablement” functions working directly in the business. We discuss how Polestar has done this in detail. Rita is an experienced L&D leader (having lead training at Klarna) and has worked at Sana since the company had only 30 employees, so she has a wealth of knowledge and experience in AI transformation in L&D. PS: We are customers of Sana (Galileo Learn is built on Sana, and our new Global HR Excellence Certification is built on Sana), so we can speak to its features in detail if you're interested. Chapters 00:00 Introduction to the Podcast and Guest 01:44 The Revolution in Learning and Development 03:30 Sana's Position in the Learning Market 05:53 Understanding Sana Learning's Unique Features 07:08 The Future of Learning: Proactive vs. Reactive 09:11 Case Study: Polestar's Learning Approach 12:47 User Experience and Integration in Learning 14:07 The Role of AI Tutors in Learning 16:07 Dynamic Skills Assessment in Learning 18:42 The Shift in L&D Responsibilities 21:35 Empowering Subject Matter Experts 24:25 Managing Content Creation and Quality 27:18 The Future of Learning and Change Management 31:02 Advice for Organizations Exploring Learning Solutions   Additional Information The AI Native Revolution in Corporate Learning (research) Our new Corporate Learning Maturity Model HR 2030: The New Role, Operating Model, and Tech Stack for HR Get Galileo: Experience Sana Yourself! Chapters (00:00:00) - Meet Rita Azevedo from sana(00:02:16) - SANAA's Take on Learning & Development(00:04:26) - Sauna Learning: Workday Learning Powered by Sauna(00:06:34) - Sana Learning's AI-based Learning Platform(00:10:12) - Sales Training: The Future of Learning at Sana(00:13:33) - L&D 2.8: User Experience(00:14:44) - L&D: The Tutor, the Editor and the Admin(00:17:04) - The L&D paradigm shift(00:19:22) - How Skills are Being Rated in the Future(00:22:30) - L&D: The Future of Content Management(00:27:56) - Learning vs. Agents: Can Microsoft Win with Both?(00:30:46) - How to move legacy courses to Scrum(00:31:50) - A New Way to Start with Workday's AI in 2020

00:00:00 Proverbs 2500:02:53 Philippians 100:06:32 Deuteronomy 2200:11:05 Jeremiah 1400:14:58 @GOSPILLED Minute: God's WorkDay 175 Commentary and Content:https://andrewhorval.substack.com/p/route-66-day-175

AI search now pulls from every channel, not just web pages. Paul Andre de Vera, founder of Answer Engine Optimization and a 15-year enterprise SEO leader who drove growth at Workday, Stripe, and Anaplan, explains why the T-shaped marketer has become the industry's most valuable profile. The conversation covers building a metric stack that moves beyond traffic dependence, executing content refreshes structured for both traditional rankings and LLM extraction through declarative subheadings and quick facts, and applying your own SEO skill set to personal brand visibility as a career differentiator.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

In today's episode, Mary sits down with James O'Dowd, CEO and founder of Patrick Morgan, to explore what legal can learn from the PE and AI disruption already reshaping accounting and consulting. James breaks down why governance is the real unlock private equity brings, how compensation models are shifting away from legacy profit-sharing, and why cultural buy-in ultimately determines whether any of it sticks. On AI, James unpacks the concept of "talent debt" and closes with a bold prediction: a major technology player acquiring a large professional services firm may not be as far off as it sounds. This episode is presented by Workday. Join Mary's Substack Community Follow Mary on LinkedIn Rate and review on Apple Podcasts ~~~ Thank you to our sponsors for making this show possible. Kodex

Join Paul Spain and JD Trask (Raygun & Autohive) as they dive deep into the future of AI, SaaS businesses, and the evolution innovation. Discover JD Trask's journey from founding Raygun to launching Autohive, hands-on insights from adopting AI across teams, and candid commentary on innovation, risk, security, and growth in a rapidly changing tech landscape. Essential listening for anyone passionate about technology, entrepreneurship, and AI's impact on business.Special thanks to our show partners: Fortinet, Workday, Spark New Zealand, One New Zealand, 2degrees, and Gorilla Technology.

It's National Bring Your Cat to Work Day! Did anyone tell NEWS DAVE??? It's also Tractor Ride Day so SIMON and MRS. C do their best to sound like farm experts, thankfully a much smarter listener calls in and saves their bacon. And finally, have our plates gotten bigger or has our self-control shrunk since the 1970s? SIMON tells you why this question is important and discusses so much more!

Layoffs hit even the SEOs who survive every prior cut. Paul Andre de Vera, founder of Answer Engine Optimization and a 15-year enterprise SEO leader at Workday, Stripe, and Anaplan, spent two years rebuilding after a startup layoff—landing his next role by ranking a target keyword number one within 24 hours during an interview. He breaks down using your own SEO skill set to build a personal brand and rank for your name, the over-deliver interview approach that makes you memorable to recruiters long after the initial conversation, and a content refresh strategy that pairs SERP-driven optimization tools with AEO factors like declarative headings to win in both traditional rankings and LLM results.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

In a relationship-driven niche like healthcare IT, the deal happens in the room, not the inbox. In this episode of Content Amplified, Larry Kaiser, Chief Marketing Officer at Optimum Healthcare IT, explains why a little over 60% of his budget goes to events and how he stretches each one across his whole content engine. Larry walks through his year at the two biggest healthcare IT shows, Vive and HIMSS, where he runs booths, stage presentations, and sponsored white-labeled receptions that put his team in front of CIOs as the only vendor in the room. He shares how he takes a single filmed event presentation and repurposes it into a blog post, a white paper, and a podcast episode to pull maximum value out of a $25,000 sponsorship. He also makes the case for LinkedIn-first distribution, with 205,000 followers and close to 60,000 newsletter subscribers, because email is dead with healthcare IT CIOs who told him it will never reach them. Plus why he keeps his content roughly 90% brand and 10% individuals. If you spend real money on events, this conversation shows you how to make it work harder.About LarryLarry Kaiser is the Chief Marketing Officer at Optimum Healthcare IT, a staffing and digital transformation consulting firm that works with provider organizations on Epic EHR, ServiceNow, Workday, and AWS. He has spent 22 years in healthcare IT, an industry he never expected to stay in this long. Larry got his start as an RFP manager and became CMO about six years ago, hitting nearly every aspect of marketing in healthcare IT along the way.Show NotesConnect with Larry on LinkedIn: https://www.linkedin.com/in/lawrencekaiser/Text us what you think about this episode!

In this special episode, Pete and Julie are joined by Sarah Severson, Sr. Manager of Compensation at Medline, live from the annual World at Work Total Rewards event in San Antonio, TX, for a practical conversation on how compensation is evolving inside fast-growing, complex organizations. The conversation explores what happens when family-owned and high-growth companies scale faster than their compensation structures, why job architecture becomes a critical foundation for everything downstream, and how M&A, global expansion, and Workday implementations expose the need for common language, cleaner data, and stronger governance.   Pete, Julie, and Sarah talk the practical side of AI in compensation, from using Copilot for Excel and manager communications to experimenting with AI-assisted job grading and market cleanup. Sarah offers a grounded practitioner view on where AI can accelerate work, where human judgment still matters, and why compensation teams must balance innovation with governance, transparency, and manager enablement.   Plus, a candid look at the realities of modernizing compensation in a growing enterprise, and why the future of comp is not just about better data, but better decisions, better communication, and stronger alignment across the business. Connect with Sarah: LinkedIn: https://www.linkedin.com/in/sarah-severson-6498ba1b/ Connect with the show: LinkedIn:  http://linkedin.com/company/hr-payroll-2-0 X: @HRPayroll2_0  X: @PeteTiliakos  X: @JulieFer_HR BlueSky: @hrpayroll2o.bsky.social YouTube: https://www.youtube.com/@HRPAYROLL2_0  WRKDefined Podcast Network: https://wrkdefined.com/podcast/hr-payroll-20  Thank you to our marquee sponsors for powering the HR & Payroll 2.0 podcast forward!  G-P ‘Globalization Partners': https://www.globalization-partners.com/  OneSource Virtual: https://hubs.ly/Q03YFNR90 Zoho: https://www.zoho.com/press.html Thank you to our ‘wizard behind the curtain' and show producer Ryan Kielma: https://www.linkedin.com/in/ryan-kielma/

Host Paul Spain is joined by Glenn Maiden, Chief Security Officer and Director of Threat Intelligence at Fortinet Aus & NZ. Glenn Maiden brings invaluable insights into today's rapidly evolving digital threat landscape with practical advice for organisations of all sizes on how to bolster cyber defences against current and future threats.Paul and Glenn also dive into the latest tech news including:TUANZ call for cross-party tech strategy for New Zealand's digitalAnthropic Suspends latest AI Models Following US Security DirectiveSpaceX launches largest IPO in historyThe emergence of autonomous AI drones in warfareThanks to our partners: Fortinet, One NZ, Workday, 2degrees, Spark, PwC New Zealand, and Gorilla Technology.

Sarah's son is still living it up in China. The Knicks won and the celebrations in New York City came at a price. How many movies has Spielberg made? Where does ‘Disclosure Day' rank on Spielberg's massive list of films? The US won its first World Cup game! It's Take Your Cat to Work Day… how?! Switzerland voted on whether to limit the country's population. Optimism might be the secret to longevity. A mom online is recommending backwards beach day.

Hour 1: Santa Cruz native, Oliver Tree, and 6 others were killed in a helicopter accident in Brazil. TODAY show movie critic, Gene Shalit, passed away at the age of 100. Vinnie thinks Timothee Chalamet should be embarrassed. The irony of a plane crash full of parachuters. When it rains it pours, a woman in Brazil died from a rope jumping accident. Less than ⅓ of people have met a great-grandparent. Hour 2: ‘Disclosure Day' opened at #1 but with a softer opening than Spielberg's team was hoping for. Vinnie's tween daughter is making YouTube videos at Target, and it reminds Sarah of when she used to pretend to be a DJ with her sibling. ‘Michael' officially beats ‘Bohemian Rhapsody' at the box office. Will the sequel show any of the controversy? John Fogerty of CCR says there's a biopic in the works. Elon Musk becomes the world's first trillionaire. A shocking number of millennials are still dependent on their parents. And, it gets crazier. Don't tell your kids you're giving them your money. There's an app that tries to heal your shopping addiction. Which would be worse as a parent: Bullied or The Bully? Hour 3: Sarah's son is still living it up in China. The Knicks won and the celebrations in New York City came at a price. How many movies has Spielberg made? Where does ‘Disclosure Day' rank on Spielberg's massive list of films? The US won its first World Cup game! It's Take Your Cat to Work Day… how?! Switzerland voted on whether to limit the country's population. Optimism might be the secret to longevity. A mom online is recommending backwards beach day. Hour 4: We've got a surprise guest! It's Marci from LIVE105 fresh off her adventure to The Sphere. No Doubt she had a great time in Vegas. An Orange County fever dream. Then, Marci and Vinnie go head to head guessing the best drum intros in rock history. The gorgeous weather continues in The Bay. Route 66 is turning 100, but high gas prices might kill the party. Fox is buying Roku, so we're making sure we know what that is. Plus, can you guess which celebrity had each random job?

The Office of Personnel Management on Wednesday awarded its anticipated contract to modernize and consolidate federal human resources functions to Oracle, capping a process that's been over a year in the making. The nearly $400 million award puts Oracle in charge of a process to bring over 100 HR systems under one single platform that the agency is calling its Core Human Capital Management system. OPM says it believes the project will make significant reductions in the overall cost of HR platforms to taxpayers. “Historically, federal agencies have relied on fragmented, aging HR systems that are costly to maintain and difficult to scale,” OPM Director Scott Kupor said in a written statement included in a press release. He called the award “a foundational investment in the future of federal workforce management.” A final award comes over a year after an early effort to award such a contract failed to move forward. In May 2025, the Office of Personnel Management awarded a sole-source contract to Workday to facilitate the Trump administration's HR modernization efforts, arguing it was the only vendor that could do the job. But OPM abruptly canceled that award, and later launched open competition for such a contract. The Cybersecurity and Infrastructure Security Agency on Wednesday ordered federal agencies to prioritize vulnerabilities based on four criteria, as part of a push to “patch smarter, not harder.” Federal agencies should emphasize patches for vulnerabilities that affect a publicly exposed asset, allow an attacker to fully automate exploitation, give attackers the ability to take over control of a system or relate to evidence of active, real-world exploitation, CISA declared. CISA acting director Nick Andersen previewed the binding operational directive (BOD) Tuesday, framing it as a rethinking of vulnerability management more broadly. Andersen said in a statement: “This Directive provides clear definitions, timelines and criteria that enhances transparency, predictability and agencies' resource planning to execute more effective vulnerability remediation." BOD 26-04 sets forth timelines for how quickly agencies must fix a vulnerability based on how many of the four criteria it meets. If it meets all four, for example, agencies need to fix it within three days and carry out a “forensic triage” to assess whether their systems were compromised. The Daily Scoop Podcast is available every Monday-Friday afternoon. If you want to hear more of the latest from Washington, subscribe to The Daily Scoop Podcast  on Apple Podcasts, Soundcloud, Spotify and YouTube.

Description The Future of Tech is Here. Subscribe to our Newsletter:https://theultimatepartner.com/ebook-subscribe/ Check Out UPX:https://theultimatepartner.com/experience/ In this presentation from Ultimate Partner Live, industry analyst Jay McBain breaks down the monumental macroeconomic shifts rewriting the tech sector in 2026. https://youtu.be/r0qTDyw97Gs As the industry rapidly approaches a $6.07 trillion valuation, driven by massive AI infrastructure investments from Sam Altman and the “Magnificent Seven,” traditional sales and channel models are fundamentally collapsing. McBain reveals how buyer demographics have transformed to an integration-first millennial base, why marketplace ecosystems now command over half of all partner-funded deals, and how a tiny elite of just 1,000 tech service providers control two-thirds of global tech revenue. Learn the exact mechanics behind how Microsoft out-partnered AWS to win 26 straight quarters of dominant growth and how your business can deploy an algorithmic early warning system to capture massive wallet share before competitors even step into the boardroom. Key Takeaways Over half of the Fortune 500 companies vanish every 20 years because their leadership fails to anticipate macroeconomic technological cycles. The true opportunity in the $6.5 trillion AI boom lies not in single vendor products, but in the hardware, software, services, and telecom ecosystem surrounding them. Indirect tech sales are undergoing a structural shift toward direct cloud hyperscaler models driven heavily by Nvidia's core infrastructure client base. Modern business deals are won or lost months before the point of sale based on the average of 6.3 partners surrounding a customer’s environment. Over 51% of tech buyers are now millennials who prioritize software integration capabilities and digital marketplaces over traditional human sales interactions. Tech service economics are pivoting aggressively away from upfront margins toward point-based multi-partner funding across subscription cycles. If you're ready to lead through change, elevate your business, and achieve extraordinary outcomes through the power of partnership—this is your community. At Ultimate Partner® we want leaders like you to join us in the Ultimate Partner Experience – where transformation begins. Key Tags Nvidia AI buildout, $7 trillion AI opportunity, cloud ecosystem decade, Microsoft vs AWS growth, multi-partner cloud deals, digital marketplace migration, millennial B2B buyers, B2B tech subscription economics, tokenized micro consumption, tech services wallet share, hybrid cloud infrastructure, 28 customer moments, IT services industry growth, telecom spend breakdown, channel chief strategy, managed service providers MSP, global systems integrators GSI, software integration first, point-based vendor incentives, automated co-selling workflows Transcript JAY McBAIN AUDIO PODCAST [00:00:00] Jay McBain: So to go back to that story about the 53% of companies who are gonna fail, one of us is gonna be asked to write the book, but chapter one is always you Blame the CEO. [00:00:13] Vince Menzione: We just came back from Ultimate Partner live in Bellevue, Washington, where we hosted incredible leaders for two amazing days. Come join us for this next session where we explore the tectonic shifts we’ve all been seeing. With that, I am incredibly blessed to invite a friend of mine to the stage. I have a quick little side note, like I found an old LinkedIn post from this gentleman from like many years ago, like 20 years ago. [00:00:39] Vince Menzione: And I wasn’t really that nice to you on that LinkedIn post. Like, oh, like this is before Jay became the Jay, that we all know Jay to be j. But he was in the space and I was at Microsoft doing something and he reached out about something. It was kind of rude, Jay. I was like, oh my gosh. I can’t believe. But Jay has been a great friend. [00:00:54] Vince Menzione: When we started the podcast back up, uh, during COVID we started doing podcasts together. When we moved to the studio, Jay was the first person in the studio. He’s always got a spot, uh, at our events. He’s s Spot Art, and, and he’s a great friend and supporter of Ultimate Partner Jay McBain. For those of you who don’t know him, Jay, welcome. [00:01:13] Vince Menzione: Thank you, sir. [00:01:22] Jay McBain: 31 days ago, we landed Artemis two. The furthest humans have ever been away from the planet Earth 57 years ago. We landed on the moon in the 56 years. Between those two moments, the tech industry has been the fastest growing industry in the world. Every single year we moved from the space race to the technology race, and we’re just getting started. [00:01:46] Jay McBain: If you’re old enough, you’ll recognize the mainframe and mini era for 20 years. You’ll recognize a young disheveled Bill Gates showing up in Boca Raton, Florida for, uh, August the 12th, 1981 launch, where Bill thought that every one of us would’ve a PC in our home, and IBM thought they were gonna sell 10,000 of them to hobbyists. [00:02:12] Jay McBain: 1999, a small startup from an executive who just left Oracle in San Francisco named Mark Benioff. A couple of years later, Jeff Bezos went into a boardroom and said, listen, we’ve spent a lot of money building infrastructure to our busiest day, Christmas, black Friday. You’re telling me this stuff sits idle 10 or 20% for the rest of the year. [00:02:35] Jay McBain: Why don’t we rent that out to others? Got laughed outta that boardroom and then got made of fun of on magazine covers. Maybe you should just tend the store, let the adults talk about technology. In March of 2023, our neighbors, our friends, our family saw DeepFakes. They saw poetry, they saw music, and they came to us as tech people and said, did we just light up Skynet? [00:03:03] Jay McBain: Now every one of these 20 year eras, this is the Taylor Swift version of our industry. Every single one of these eras triggers the fastest growing product in history. Today it’s actually Chacha bt first to a billion users. It triggers a new, richest person in the world, bill Gates, to Jeff Bezos. Now, Elon Musk is the first to sign a trillion dollar pay package, and it’s not for car. [00:03:27] Jay McBain: It’s not for cars. It also triggers a most valuable company in the world change. And today that’s nvidia. These are monumental changes in our industry and they’re monumental changes in partnering every single time. And it also links to our customers. If you take a 20 year view of business, one era, and, and think about the AI era, you know, at the start of it here, if you’re to grab the Fortune 500 magazine from 20 years ago and start to flip through it, 53% of the companies in there no longer exist. [00:04:06] Jay McBain: Every 20 year cycle, we lose over half of the biggest companies in the world. These are the companies that have very deep pockets to buy their way outta problems. If you’re not in the Fortune 571% of tech companies don’t make it 10 years. These are the changes that cost industries. There are changes that cost really big companies and the decisions we make, the trends we’re in right now, in 2026 will be written about in the future. [00:04:39] Jay McBain: This new era, a lot of big numbers being thrown around. Vince’s best friend talk about a six and a half trillion dollar AI opportunity, but it’s not Microsoft’s tam. Microsoft is chasing about a trillion dollars of this. And the ecosystem, the hardware, the software, the services, the telecom is gonna make up the rest. [00:05:04] Jay McBain: It is an ecosystem. Every time these big numbers are thrown, the word ecosystem is always thrown around it. Not to be outdone, Sam Altman’s talking about a $7 trillion build out. The world economy this year, the world GDP will be 126. These are material numbers to world GDP, but even better, they’re both larger than our entire industry is today. [00:05:27] Jay McBain: So what took 56 years of the fastest growing industry this year will be $6.07 trillion. Big numbers, but it’s easier to think about it in terms of a dollar that our customers spend in that dollar. They’re gonna spend 25 cents on hardware. They’re gonna spend 25 cents on software. So for anyone that read the memo 15 years ago, that software’s gonna eat the world, there’s still a dollar a hardware to run every dollar of that software. [00:05:57] Jay McBain: And whether you’re thinking humanoid robots or whichever future you’re envisioning, there’s going to be a dollar of hardware to run every dollar of software for the next 20 years. There’s over 25 cents now in IT services, and in many cases, these services are growing faster than the product categories and just under 25 cents in telecom, that’s how it breaks out today. [00:06:19] Jay McBain: And this industry, which took 56 years to get to this point, is gonna double in size in the next three to five years. We already have two and a half trillion of that seven raised and being spent. Part of the reason Nvidia is the most valuable company in the world. Now our industry, uh, you talk about ultimate partnerships. [00:06:40] Jay McBain: Our industry traditionally, and world trade by the way, is 75% indirect. The dealerships, the agencies, the brokers, the resellers, the retailers, the franchisees, the gas stations, the grocery stores, the pharmacies, all 27 industries sell indirect. You gotta think back the last time you bought something direct. [00:07:01] Jay McBain: Well, I bought a Dell from that dude in the nineties. Cool. Well, Dell Technologies is now 60% indirect. Well, I bought insurance. Direct is 15 minutes. Could save me 15%. Well, Geico last year sold more insurance through agencies and brokers than they did direct. This is the world now. We used to be 75% indirect four years ago. [00:07:26] Jay McBain: Then it went to 73.2, then it went to 70.1 and it then it went to 66.7. By the way, marketplace is in these numbers indirect. It’s not marketplace causing this change. It’s one company, Nvidia. Nvidia has seven customers. The magnificent seven, uh, half of them are in the room right now that every morning we wake up to a hundred billion dollars press release about this $7 trillion buildout. [00:07:56] Jay McBain: What’s interesting is indirect sales in our industry is growing by revenue. It increases every year, just not at the pace that this AI build out is happening direct with seven companies. But the reason we’re all here, and I think the core reason that Vince is building this community is this, you know, Microsoft forever has measured and been very vocal. [00:08:21] Jay McBain: About 96% of their deals have partners in them. Kind of who cares, who collects the money. We care about the moments, the 28 moments before the customer makes a purchase. We care about every 30 days forever, because two thirds of our industry, over $4 trillion now is subscription consumption based. Winning a customer today is only winning the first 30 days. [00:08:46] Jay McBain: We care about this cycle. We care about who surrounds our customer. So six years ago, I stood on a big stage and said, you know, we went through a decade of sales. You know, in 1999, you thought you were born to be a salesperson. You’re managing your territory with your gut. Well, a few years later, you were introduced to the science of selling. [00:09:07] Jay McBain: You know, 10 years later you thought as a marketer, you sit around a cocktail party joking with your friends, 50% of my marketing dollars are wasted. I just don’t know which 50%. Really funny. In 2009 until every 58-year-old CMO got replaced by a 38-year-old growth hacker. Coming in with Marketo and Eloqua and Pardot and HubSpot, and 15,505 as of yesterday, MarTech and iTech tools, ninjas in marketing, they wouldn’t let a nickel go through without measuring. [00:09:43] Jay McBain: Now we understand 96% of deals and partners that surround it. No deal is gonna be won or lost in this era without partnering effectively. So we had to have this decade of the ecosystem. One of the ways we’re tracking is by outsiders. You know, Salesforce every year publishes the state of sales and they’ve got, you know, the number one CRM in the world. [00:10:05] Jay McBain: So they get to go talk to all the CROs, all the salespeople in the world. And as of this year, a couple months ago, 94% of every salesperson in every industry in the world uses partners every single day. You wanna see what this number was six years ago. Also, 89% of salespeople around the world don’t think they’re going to club this year without partners. [00:10:29] Jay McBain: So this is a big moment for us, halfway through the decade ecosystem, but we’re only halfway through. We’re starting to understand now at a more granular level. What partnering means. It’s not theory, it’s not flywheels. It’s not really cute. McKinsey slides that we keep showing to our board saying how important partnering is. [00:10:51] Jay McBain: We’re trying to get to the very specific level of the 6.3 partners on average that surround the deal and what they’re doing. How their business model works, and that’s average if I’m working on a public sector deal. I was at a Red Hat conference yesterday talking sovereignty. If I’m in an enterprise or a large public sector deal, it’s north of 10 partners in the deal. [00:11:15] Jay McBain: So we’re starting to understand what used to be this, this, you know, you’ve been the fastest growing industry for 56 straight years. Every single professional services person in every industry has come in to join the fund. Over 90% of accountants are tech services firms. Over 90% of marketing agencies are tech services agencies. [00:11:36] Jay McBain: All of this 250,000 software companies, a million emerging comp tech companies, the half a million VAR that have been in that traditional channel. The managed service providers, all of these 20 different partner types, millions of companies, tens of millions of people competing for 6.3 spots. Around the customer. [00:11:58] Jay McBain: That’s it. Luckily, there’s 141 million global customers to compete for. There’s, there’s some open slots that you can go find, and that’s the point. Our industry never had our own Fortune 500. We always talk to, you know, these partners and GSIs are doing this and SI are doing that. And we never really had a view of capability and capacity or what our own TAM was inside of that partnering. [00:12:25] Jay McBain: And so we set out and we would’ve loved, you know, chat GPT or Gemini or Claude or any of those tools to do this. But there’s one problem in partnering with AI is that it doesn’t know one partner from the next. There’s a big digital sameness problem in our industry that every single partner, whether it’s Larry in the White van or Accenture, with 786,000 employees all say they do all things to all people all the time. [00:12:53] Jay McBain: 98% of them, 99% of them are private companies that don’t share their p and l. You can’t go into Microsoft’s LinkedIn system and find out how many employees, ’cause it’s a block system, it AI can’t see into it. So it just sees, and it’s a great pattern matching. Google, SEO can’t figure out who’s who, nor today can the large language models. [00:13:14] Jay McBain: ’cause all the things they’re trying to match, the transformers are trying to match. It all looks the same. Every tweet, every ebook, every website, every digital history looks the same. So this took us thousands of people hours across two years to do, to dig into every p and l to dig into every dollar of what they’re doing. [00:13:33] Jay McBain: But what was interesting is only a thousand partners in our industry do two thirds of all tech services. When you get into enterprise, it goes up to 80 to 90%. The partners in the middle, in Blue do more tech services. The 30 of them than the 970 partners in white on the outside, the 970 partners in White do more tech services than the next million combined. [00:14:03] Jay McBain: This is our industry in a nutshell. Every time we talk to a a vendor, every time we talk to a partner, every time we talk to a distributor, we’re now talking names, faces, and places. You you wanna talk sovereignty. Yesterday in Atlanta, 90% of sovereign conversations in public sector in the globe is handled by these companies here. [00:14:26] Jay McBain: Forget about how much you do with these partners today. You wanna chase the next column, which is the wallet share. And I was a channel chief for 17 years. I get the weekly report and I see a million dollar partner, another million dollar partner, sorted top to bottom. You don’t know which partners which, which of those million dollar partners is doing 1.2 million in your category. [00:14:46] Jay McBain: They deserve a baseball cap and a front row seat at your event as an MVP. The next partner right next to them is doing 10 million in your category. They’re only doing a million with you. ’cause customers are pulling them into it. Nine times outta 10. They’re leading with your competitor. So I don’t want that list anymore. [00:15:03] Jay McBain: I want the new list, which is showing me those $9 million opportunities. And I as a board member, as A CEO, as a CFO, as a CRO, I wanna see this list. And then I want to talk people, processes, programs, technology. What are we gonna do to go get our fair share of that 9 million? Where’s our lowest hanging fruit? [00:15:24] Jay McBain: How do we double our pipeline? How do we double the size of our company in three years? It’s all right here. Let’s have very specific conversations and move away from flywheels and move around from force multipliers and and things like that in partnering. Let’s figure out how this partner community is surrounded. [00:15:45] Jay McBain: What do 10 million people who have to be smart in front of their customers every single day, what do they read? Where do they go and who do they follow? It’s the law of a few. This is the old Malcolm Gladwell of tipping point 10 million people in the broader channel. A hundred percent of our TAM comes down to only a thousand watering holes. [00:16:08] Jay McBain: 12% of that entire audience. Doesn’t sound like a lot, but it’s over A million. People love podcasts. Number one way they learn the Joe Rogan effect. In our industry, there’s 121 podcasts. These are all public lists. You can go get on my LinkedIn newsletter on canals, oia. But there’s 121 podcasts that drive him forward. [00:16:28] Jay McBain: Really high up on that list, actually number one on the list is ultimate partner, Vince. That’s how I met. ’cause I asked people, 10 million people, you love this. You walk your dog, you drive to work, you listen to podcasts. I’m not the biggest podcast fan. It’s not number one on my list, but it’s number one on theirs. [00:16:44] Jay McBain: They say, you know, you gotta meet this guy, Vince. It’s unbelievable how great these podcasts are. They’re ultimate. [00:16:54] Jay McBain: Then I talked to Vince and said, but Vince, you know, 35% of your community, the 10 million people love to come to events like this one. The hallway conversations, the hotel lobby bar last night. This is what we love to do, especially post pandemic. It’s the number one way we learn. We learn from our peers, we learn from those around us, and, and the learn from the conversations we have here. [00:17:17] Jay McBain: We always remember these moments, you know, years and years later. There’s 352 choices. I’m going to five of them this week in five different cities. It’s a lot of coverage, but again, it’s a tighter li list of how people work. The magazine lists 106 of them associations like Conter. Now the GTIA peer groups, there’s 15 different spheres of influence, but only a thousand places. [00:17:43] Jay McBain: I could walk you through billionaire, after billionaire, after billionaire in this industry and show you how they did this. How did Arne Bellini at ConnectWise? How did Austin McCord at Datto, how did Nerdio become a unicorn? How did threat locker and huntress move away from 6,500 cyber companies and become unicorns over and over and over again? [00:18:05] Jay McBain: It’s only one slide. Unicorns and billionaires are made here, and a lot of people don’t get it. So walking away from Bellevue, a thousand partners, top down, a thousand watering holes, bottoms up. You’ve covered a hundred percent of your tam. You do it better than 10% of your competitor, 10% better than your competitors. [00:18:27] Jay McBain: You win. You carry that on your resume into the next company. You get a bigger job at a bigger pay scale. Let’s just walk through some examples. Cyber 91.7% of it goes through the channel. Huge channel audience. You know, if you’re in MarTech, it’s only 10%, but this one happens to be all channel, but that’s not the story. [00:18:48] Jay McBain: For every dollar that the 6,500 cyber companies are trying to close, there’s $2 in services. Plot twist, the products are grown at 11, the services are grown at 12.6. Your partners are growing faster than you are, and they will continue to for the next, at least five years, probably 10. So when I’m here, five years from now, you’ll hear in me talk about a three to one split in cyber and then a four to one split in cyber. [00:19:18] Jay McBain: Now, when we’re in Miami a couple days ago is CrowdStrike, they’re talking about a $7 and 5 cent multiplier, chasing that two to one up higher. You look at managed services. Here’s a fun story. Managed services. 82% of customers who are man, uh, outsourcing more this year than last year. 650 billion in size. [00:19:38] Jay McBain: This is bigger than the entire SaaS industry. Salesforce, ServiceNow, Workday, Marketo, NetSuite, HubSpot, 250,000. Others. This is bigger. It’s also bigger than all the Hyperscalers combined, not just AWS, Microsoft and Google, but Alibaba and Oracle and everybody down the list. This is a massive market also growing at double digits. [00:19:59] Jay McBain: So these are some big things and obviously we’re watching, you know, week in and week out, quarter in, quarter out, the Battle of Software and Battle of the Hyperscalers and things like that, and who’s growing at what pace and, and how partnering is connecting to all of this. You know, we watched a moment really early in the pandemic where Microsoft started growing faster than AWS and they haven’t stopped since 26 straight quarters. [00:20:27] Jay McBain: And you ask customers and say, you know, does Microsoft have a better product? And in most cases they say no. You know, AWS had a five year head start. Well, did they have a better price? Well, no, actually most cases Microsoft’s more expensive. Well, did did they have better promotion? Was their Super Bowl ad better? [00:20:44] Jay McBain: No, they’re both kind of crap. So you kind of ask the questions of what’s the only difference that could create growth above the leader in the market? Well, it’s place. More of the 6.3 partners are walking into those keyboard room meetings and drawing clouds up on the wall and labeling the Microsoft than they are AWS. [00:21:03] Jay McBain: Very simple. It’s never been about product. The best product in our industry has never won. And now the best way forward is that partnering moment, and this is the moment. So to go back to that story about the 53% of companies who are gonna fail, one of us is gonna be asked to write the book. And it could be the book like Kodak, they invented the product that ended up killing them. [00:21:26] Jay McBain: And it’s a woe is me story, but chapter one is always you blame the CEO. How could they not see those trends happening in 2026? How could they, you know, were they blind? Were they stuck in their own, you know, innovation chamber? Innovator’s dilemma, were they stuck in their own boardrooms? Why couldn’t they see? [00:21:46] Jay McBain: Well, chapter two, you, you blame the board. They have fiduciary responsibility, outsider view, and how could they not see it? But really, this is the future right here. If you take this slide and apply it 10 or 20 years from now to every failure and every success, these are the chapters of the book. Your buyer is now a millennial. [00:22:05] Jay McBain: As of last year, the 51% of our market is bought by people born after 1982. Different psychology, different behavior, different journey, different criteria, their integration. First buyers. The buy a product, 80% as good as the next one. If it works better in their environment. 94% of people won’t buy a car unless it has CarPlay or Android Auto. [00:22:26] Jay McBain: New Buyer. You have to be more integrated than your competitors. That’s a partnering story. The 6.3 partners. If you heard cyber, you need some great channel partnerships, but you need the other 5.3 partners as well, the consultants, the advisors, the designers, the architects, the implementers, the integrators, the manner service, all of the other partners. [00:22:44] Jay McBain: You need to know more of them than your competitors do, and have them label clouds with your name in them. You need better alliances. Even if you compete, you only compete in the morning. You’re best friends by the afternoon. You have to be tight with the hyperscalers, tight, with the big SaaS platforms, tight with cyber, tight with distribution, there are layers, seven layers to every deal. [00:23:04] Jay McBain: You gotta be tight in and have better alliances than your competitors. And then it all comes to the 28 moments, which I’m gonna end on, but the go to market of all of this, the co-selling, co-marketing, co-innovation, co-development, co keeping. This is it. Your product has to be good enough that somebody’s gonna renew it. [00:23:21] Jay McBain: Your Super Bowl has to be, you know, ad has to be good enough that people don’t, you know, shame you on social media. Your pricing has to be somewhere in a country mile of the bell curve of what the customer wants to pay. But successor failure is just here and platforms are synonymous with partnering. [00:23:40] Jay McBain: It’s our role now in the decade of the ecosystem to drive our companies forward. Marketplace. It’s probably the most predict, you know, great prediction we ever made. You know, growing at 82% compounded, it’s hard to predict ’cause it doubles almost every year. We were almost exact to the decimal point. Five years later now till 2030, we’re watching a second story, which is more interesting. [00:24:02] Jay McBain: If 96% of all deals have partners inside of them and there’s private offers and multi-partner offers and distributor sellers record all these funding mechanisms or services as a product. As of last week, over 50% of all deals in marketplaces now have partner funding. It means that while money changes hands differently, the respect and the recognition of what partners do is in the deal. [00:24:26] Jay McBain: We think that’s going to 59, but at some point, that’s gonna have to hit 96. ’cause to run the best programs, whether it’s an indirect sale, whether it’s a direct sale, whether it’s a marketplace deal, it doesn’t matter how money changes hands. What matters is we recognize the 6.3 partners. They’re not only making the deal happen bigger and faster, but renewing and enriching that every 30 days forever. [00:24:48] Jay McBain: When we watch, you know, billion dollar clubs and when we read all the press releases and all the hubbub about how fast this is growing and who, which companies are behind all this. When I’m quoted in some of these press releases, it’s because of this. You know, CrowdStrike, you know, brags are a billion dollars in a single year, but inside of that, they’re showing that 91% growth in marketplaces, which is pretty phenomenal for any company to almost double in size every single year. [00:25:17] Jay McBain: What’s more phenomenal is they’re growing the channel piece of it, 3548%. That green part of it is growing. Companies that understand platform and have people and processes and programs and technology to do it are winning. And they’re getting recognition and partners are starting to join the Billion Dollar Club who don’t sell a product, but are also winning at Extreme Scale. [00:25:44] Jay McBain: So talk about those partner 1000 and who are leaning in to win at this level. As well as everything changes, traditional billing moved into subscription models, moved into consumption models. Now we’re being tokenized to death multi it’s, it’s in this mode of micro consumption. There’s no chance there was little chance in subscription consumption that would be resold. [00:26:09] Jay McBain: You don’t buy Netflix from the cable guy in the white van. There’s zero chance when you’re buying tokens at a buck a piece that that’s going through any indirect sale. This continues to grow. Now the tectonic shifts is what happens when money changes hands differently. These old programs that we used to all write hundreds of different boxes, we checked every day on deal reg and trainings and all the other things are changing. [00:26:35] Jay McBain: To this, you’ll get these slides, by the way, in high res, inside of this now is the customer. For the first time ever, 45 years later, we have the customer in the middle of what we do, the 28 moments in green before they buy the seven layer stack and the partners inside it. The implementation. The integration, the managed services in a cycle that never ends, and two thirds of our industry. [00:26:55] Jay McBain: With the customer in the middle, we can now move money around to the different moments. It’s not all landing in front or backend margins or market development funds or new customer bonuses or spiffs. It’s landing where it needs to land. Over 400 companies now, pretty much led by Microsoft 400 companies are in a point system right now and 400 more. [00:27:18] Jay McBain: We’re working kind of behind the scenes to get that announced in the next 12 months. This is a total changeover in terms of how economics work and partners are yelling over half of us. I don’t care. Don’t call me a VAR anymore. Don’t call me an MSP. Don’t call me a regional system integrator. I do the consulting over half the time. [00:27:36] Jay McBain: I do the design, I do the implementations, I do the managed services, and 44% of us are vibe coding. On weekends. We’re not happy. Just on the services side. We wanna join the seven layer tech stack as well. These are partners growing faster than their vendors by understanding this cycle and where to show up and where the money is in ai. [00:27:56] Jay McBain: And the number one thing they’re asking for is not more leads, which they did for 45 years. The number one thing is now recognized for what I do. I’ve never just been a cash register. We’re completely now past this idea of a channel being a channel of distribution, and now a channel being this platform for the future. [00:28:16] Jay McBain: As we lay that on top of ai, the first couple of years of AI has really been consumer driven. The 95% failure rate that MIT reported last year is now 70%. That’s the failure to get from proof of concept to production. That 70 will be 50 by the summer we’re moving now in business, the maturity rates are going up at the end customer and in 88% of cases, that’s because of the channel. [00:28:43] Jay McBain: They’re working with partners. They’re not vibe coding themselves and working in little skunkwork groups. They’re working with partners to make it happen, and it now becomes the partner’s number one growth opportunity. I can grow at 11 or 12% in cyber every year. Compounded I can grow in 10% in managed services. [00:29:03] Jay McBain: You know, those are great double digit growth ’cause my customers are growing at 2.7% and I can go four x my customer, but I can go 10 x my customer if I have the right services built around ai. And this compounded growth rate and that big number in 2 20 32, 267 is what’s got those top 1000 partners obsessed. [00:29:25] Jay McBain: And your companies are leading with ai. Now you need to connect to those AI services. You need to get partners on this scale of growth. And they will be adding your name inside every cloud. They write on every whiteboard, but 82% of partners around the world, you know, we survey 25,000 of them aren’t ready, and they’re blaming vendors for not being ready, and they’re telling them exactly the workshops and the training that they need to get ready for this cycle. [00:29:53] Jay McBain: 82% of our entire partner, tens of millions of people, aren’t ready to grow at 35% and they need our help. Last thing I’ll say about AI is it’s the first time from client server to cloud, edge to cloud that it’s been segment driven. SMB alone has one, you know, six different segments, one to nine, 10 to 24, 25 to 49, et cetera. [00:30:18] Jay McBain: Mid-market into enterprise. No one that runs a restaurant is calling Jensen to buy a GPU to put next to the stove. No one’s calling Sam or Dario or anyone at Anthropic or OpenAI directly. They’re waiting. If you run a restaurant with all the people running around with tablets, you’ve invested in toast or square or clover or one of the platforms to run your business. [00:30:41] Jay McBain: A hundred different things. And you’re gonna wait for toast to work with a hyperscaler and build out the capabilities genetically. So when they see a spike in Uber Eats orders, they automatically place a food order and automatically change the staffing to deliver on it. That’s what the restaurant’s waiting for, and there’s no one calling and having a big a agent conversation. [00:31:03] Jay McBain: But even if you go into hundreds of people in medium sized business, every one of the vice presidents have their tech stack already built. I talked about the marketing person already, but the HR leader has one, and everybody’s got their seven layer stack. They’re not calling to buy a GPU and they’re not calling to, you know, bring in open AI directly or, or anthropic. [00:31:22] Jay McBain: They’re waiting for the platform they built to integrate together ag agenta capabilities. Everybody’s in wait mode up until enterprise and public, large public sector. So we are looking at this market and at 90% of that AI market is run by those thousand companies, and the rest of the millions of partners are helping in terms of how these businesses are gonna change at that level. [00:31:46] Jay McBain: Here’s where I end. You know, the 28 moments used to be a theory. It used to be a flywheel. How do we buy a car? [00:31:55] Vince Menzione: Well, we Google it, [00:31:57] Jay McBain: 81% of us now, 94% of us use large language models. We find out that there’s 365 brands of car. I’d have to test drive one every day of the year to get through them all. So we start narrowing these things down. [00:32:09] Jay McBain: We configure it. We put our rims on it, we color it. We download the invoice price. We download the backend rebates this month, whether I buy it in May or June, we find out what 5,000 people paid for our exact car within 50 miles of us. And then we don’t wanna go to the dealer because we know more than the salesperson, the manager ever will. [00:32:26] Jay McBain: We know what we’re gonna pay within, you know, dollars or cents. Just carvana the car. Hand me the keys. Let’s just forget the whole eight hour back and forth. I’ll get you a deal thing. I’m smarter than you in technology. Our customers are smarter than us, smarter than salespeople. That’s why 75% of millennials don’t wanna talk to a salesperson. [00:32:48] Jay McBain: They want to end digitally, and by the way, they’re not gonna send a fax after 28 digital moments. They’re gonna end on a digital marketplace. This is all demographics. It’s not hard to see where it’s going, but we’re getting into names, faces, places again. What if every dollar of your tam, the board, the CEO, runs around with their big multi-billion dollar number, they’re chasing? [00:33:09] Jay McBain: What if every single deal looks the exact same? This is a deal with AstraZeneca, A real deal, real customer spending millions of dollars. We know it starts in October, it ends in April. It’s a six month cycle. We see what they read, the MQ ls at the beginning. We see the sales demo moments. We see ISV, but we’ve never had the light blue boxes. [00:33:30] Jay McBain: What if we as a team could overlay the 6.3 partners in this deal? And when you find out a couple things. Here’s where I end. In December, five deals were one, three of them by NTT. The person at NTT probably coaches AstraZeneca’s, you know, kids’ soccer team. They probably have a cottage together at the lake. [00:33:50] Jay McBain: For the last 20 years, if the person at NTT worked at Deloitte, Deloitte would’ve run this deal. But Software One and Yash are both there, so we understand that when they were drawing clouds up on the wall in the boardroom in December, this deal was won and lost there. It was not won and lost at the point of sale. [00:34:09] Jay McBain: So what if you knew more about this and could see every dollar in your tam? You had an early warning system that this was happening. Two things jump out at this now that we’re in Bellevue. AWS was touched twice in this deal, directly in the marketing cycle and the sales cycle. AWS lost this deal. Here’s an example of Microsoft winning a deal with Microsoft never being touched. [00:34:34] Jay McBain: For some reason, NTT who won, who won AWS’s partner of the year a couple years ago led with Microsoft, so did Software one, Microsoft’s biggest reseller in Europe, and as did Yash, they all led with Microsoft and without Microsoft, knowing Microsoft took a multimillion dollar deal away from their competitors by winning in December. [00:34:53] Jay McBain: That’s one. Second. These partners didn’t just show up other than soccer and cottages. They didn’t show up in December. It went closed one in their CRM system. Back in the summer, August, September, we already knew AstraZeneca was in market, spending millions of dollars. We didn’t need them to read an ebook or go to an event to find that out. [00:35:17] Jay McBain: We knew it because it was closed one. They’re spending hundreds of thousands of dollars times five in December to know what to do at the end. This is an early warning system that’s better than any MQL, better than any SQL. And if you could give your company these level of view into their pipeline with an early warning system that I can work with those partners for months before they ever show up at the customer’s boardroom. [00:35:44] Jay McBain: This is it. Talk about 47% winners. This takes you from not only surviving the AI era to being a top five platform winner. Thank you very much. [00:36:01] Vince Menzione: Until next time, we’ll see you in person. Hopefully at our next event.

In this episode, Cory Connors welcomes Dana Voges to discuss her remarkable journey from growing up visiting landfills on Take Your Kid to Work Day in Colorado, to leading reusable packaging innovation in Germany. Dana shares how SEA ME and their open pool system Zerooo are building a scalable, brand-agnostic reuse infrastructure for cosmetics and personal care — and what the rest of the world can learn from Germany's deposit return system.Key Topics Discussed:Dana's unique background: from Superfund site field trips and trash fashion shows to circular economy research at the Technical University of BerlinGermany's deposit return system (DRS) and why it works — and why the US lags behindWhat SEA ME is and how their reusable packaging model works for cosmetics and personal care productsThe Zerooo open pool system: a pay-per-use model that handles reverse logistics, washing, and redeployment for participating brandsThe origin of the Zerooo name and its triple infinity loop logoConsumer behavior as the hardest challenge in reuse systems — and how pre-fill models reduce frictionThe "chicken and egg" problem between retailers and brands, and how SEA ME is bringing both to the tableThe roller coaster analogy: why reuse systems require coordinating infrastructure, legislation, incentives, and behavior simultaneouslyHow parallel revenue from the SEA ME brand funded the system during early-stage high costsEconomies of scale: how wash costs for 10,000 bottles are nearly the same as for 1,000Aesthetics and wear: clever bottle design to prevent scuffing and maintain brand appearance across cyclesWhy metal containers present challenges for reuse: keepability, high upfront carbon footprint, visual inspection limitations, and consumer familiarityWhy glass and PET are the preferred materials for SEA ME's systemThe importance of integrating reuse systems with existing consumer habits (e.g., reusable bags, existing return infrastructure)SEA ME's current footprint: ~900 sale and return locations in Germany, with major European retail expansion underwayResources Mentioned:SEA MEZeroooEllen MacArthur Foundation Cradle to Cradle by Michael BraungartContact:Brands selling personal care, home care, wellness, or beauty products in PET bottles interested in joining the European Zerooo system can reach out to Dana Voges and the SEA ME team directly.Thank you for tuning in to Sustainable Packaging with Cory Connors!Support our Sponsors Learn more here:- 3M- Specright- Forest Connect with CoryConnect with Cory on LinkedIn here: https://www.linkedin.com/in/cory-connors/I'm here to help you make your packaging more sustainable! Reach out today and I'll get back to you asap. This podcast is an independent production and the podcast production is an original work of the author. All rights of ownership and reproduction are retained—copyright 2022.

Listen and subscribe to Money Making Conversations on iHeartRadio, Apple Podcasts, Spotify, www.moneymakingconversations.com/subscribe/ or wherever you listen to podcasts. New Money Making Conversations episodes drop daily. I want to alert you, so you don’t miss out on expert analysis and insider perspectives from my guests who provide tips that can help you uplift the community, improve your financial planning, motivation, or advice on how to be a successful entrepreneur. Keep winning! Two-time Emmy and three-time NAACP Image Award-winning television Executive Producer Rushion McDonald interviewed Karimah McFarlane.

Listen and subscribe to Money Making Conversations on iHeartRadio, Apple Podcasts, Spotify, www.moneymakingconversations.com/subscribe/ or wherever you listen to podcasts. New Money Making Conversations episodes drop daily. I want to alert you, so you don’t miss out on expert analysis and insider perspectives from my guests who provide tips that can help you uplift the community, improve your financial planning, motivation, or advice on how to be a successful entrepreneur. Keep winning! Two-time Emmy and three-time NAACP Image Award-winning television Executive Producer Rushion McDonald interviewed Karimah McFarlane.