Ultimate Guide to Partnering – Frank R v1

Mon, 9/27 6:41PM • 36:46

SUMMARY KEYWORDS

partners, channel, security, checkpoint, people, leaders, frank, alignment, build, business, cloud, year, vince, bit, love, listeners, started, program, called, such great advice

SPEAKERS

Announcer, Frank Rauch, Vince Menzione

Announcer  00:00

Welcome to the Ultimate Guide to partnering in this podcast Vince Menzione. a proven industry sales and partner executive brings together technology leaders to discuss transformational trends and to deconstruct successful strategies to thrive and survive in the rapid age of cloud transformation. And now your host, Vince Menzione.

Vince Menzione  00:23

Welcome to or Welcome back to The Ultimate Guide to partnering where technology leaders come to optimize results through successful partnering. I’m Vince Menzione, your host and my mission is to help leaders like you unlock the leadership principles and learnings of the best in the business to get partnerships right, optimize for success and deliver your greatest results. Our world is grappling with profound security threats from bad actors, terrorists and nation states, threatening organizations, economies and national security. Sounds pretty ominous. At the same time technology organizations are breaking through old channel models. As subscriptions marketplaces and the cloud redefine what it means to be a partner. Hold on to your seats. And if you want to learn how to drive great success in this new world order, then you won’t want to miss this episode. My guest for this episode of the podcast is Frank Roush, the worldwide head of channel sales at checkpoint, an organization breaking through old channel models, while helping the best in the business solve for cybersecurity threats, organizations and nations face. I’ve known Frank for many years, and I was excited that he could join to discuss these incredibly important topics with our listeners. I hope you enjoy this episode as much as I enjoyed spending time with Frank Roush. Frank, welcome to the podcast.

Frank Rauch  01:55

Vince, I’m so happy to be here. I’ve been waiting months for this opportunity.

Vince Menzione  02:02

I am so excited to finally welcome you as a guest on Ultimate Guide to partnering. You and I have known each other for many years. And you’re the worldwide head of channel sales at checkpoint, a leader in the cyber security market. And you’ve been around this world of partnering for so many years. I’m really excited for this conversation today. So welcome. So live. So you have a rich career, amazing career in technology and in partnering. And you’ve been around this channel that we all know and love for quite some time. So first for our listeners. Let’s talk a little bit about you

Frank Rauch  02:42

sure events and thank you. I’m not sure it says rich as you think it is. But I’ll try to do my best, you know, challenge challenge. Interesting. So, you know, I’m a Philadelphia guy I’m a Philly guy. Hopefully nobody holds that against me. I was literally born here I went to prep I went to I went to college here I started my career with IPF. I when I started my career with IBM in Philadelphia, it was direct sales, direct sales, direct sales. I then moved on to what became the HPA and it was direct sales. It was managing an area, managing a region, managing a half of the US as a direct sales force. And I had an opportunity at that point. And you know, this is probably along the lines when you and I first started to work together to be able to work for a great leadership team. And as a leadership team that was run by jack novia, a booth and few other people. And they said, hey, look, you know, if you’re going to really become an executive in this company, you need to be able to broaden your scope. So they put in a strategy planning role for about a year and a half. And I get to work with Mario’s ties, I got to work with all bunch people. And I got to work with Dane, McKenzie, etc. I wouldn’t say it was the most enjoyable year and a half out of my life. But I learned a lot and my skill base broadened a little bit. So at the end of it, jack gave called me into the office and I said, you know, you really hung in there for a year and a half, and we’re gonna give you a job we can’t give you what do you want to do? So I said, Well, you know, I’m not the brightest guy in the world. But I’ve been observing these channel people. They seem to have the top of their minds. I mean, great dinners, golf Super Bowls. I said, I want to be a jogger. And that’s how that’s how it all started.

Vince Menzione  04:42

That’s incredible. I love it. You know, I might have shared this with you. You know, the first time we met, we were both at one of our joint partner. I was at Microsoft, and I believe you were still at HP. And you were doing a live demo on stage at the cloud. Like This was the beginning of the cloud time. So That was the first time we met. Do you remember that?

Frank Rauch  05:02

Yeah. You know, it was a lot of fun. I mean, it was different environments. So when you look at it, I mean, I worked for some of the best CEOs in the industry. I’m really fortunate and include Carly Fiorina, Meg Whitman, markered, Bad Girl singer. And of course Gil Swed. I did you know that Chad was different under each one of them. at HP, it was kind of taking a enterprise channel, and to be able to make and scale at VMware, it was pivoting from a rocket ship product, these were in the five other different businesses, and creating a channel almost for each, each one of those five at checkpoint, it was taking a company that’s been that was in that channel for 2324 years, and really, to be able to transform that channel. So really different, really good experiences,

Vince Menzione  06:01

you know, we’re going to jump in here in a little bit and talk about this amazing transformation we’ve seen right in these last 18 months or so. But first, for our listeners who don’t know, checkpoint, I was hoping you could take us through your amazing pedigree as the leader in the cyber security space. Wow, where

Frank Rauch  06:21

do I begin? Let’s start at 1993. So get on it guild has two partners, Maurice and a to Swami basically developed a company called checkpoints. lab was really the first firewall. And they realized at that point, that they wanted to be one 100% channel. And so they basically knocked on distributor doors. And Gil tells me these stories, literally, you know, every day I talked to him. And they’re great stories about how that started as an outlet started back then, because if you think about it, as maybe in today, they had to explain the need for the product, they had to explain the product. And then basically, they had to develop a channel program around it. So we were 100% channel back when we first sold products in 9495 timeframe. And we still are 100% chattel, which very much differentiates us. In the security industry. I think it gets partners confidence. And by the way, we’re still working on security. But obviously the security landscape has changed. I mean, people you know, people hear about, you know, things that happen with Zoar. When people hear about, I said people hear about continental pipeline, etc. This is front page news. And it’s really the topic of, you know, the economic world forum to the topic of board meetings for right now. It’s not just internal IT and for good reason. So when you start to, you know, just look at the data, the year over year, Gen five attacks, which means multi vector sophisticated attacks are up 93% year over year, they’re affecting about over 1200 companies per week. This is big news. It really is. And if you know how these tags start, it varies, who really does. And that’s my work. That’s why we’re branching out. So when I get back to the 9395 story, it was all about setting up the perimeter. And it’s all about network security. We’ve expanded that we now have scalability and network security, more sophistication. And that’s what we call quantum. We have a another product line, it’s called a harmony. And harmony is really adopt is really about protecting the first line of defense, which in today’s market is remote work. So it’s mobile, its endpoint, it’s remote access. It’s SD win, says he, etc. And now we’re working with your former employer, which is a lot of fun Microsoft and AWS, as well as Google and others to be able to offer cloud security. We’re actually Microsoft’s Cosell partner for the last two year, partner in the year for the last two years in a row. And we’re working on some really, really interesting things with the other hyper scalars as well. We’ve also gotten into IoT. So when you think about the number of devices to 400 devices that are at an attack surface in a hospital room, we have the ability to protect the healthcare industry, smart buildings, infrastructure, industrial, but we’re working on a really, really cool project with Deloitte right now, which is their smart factory. So they teamed up with Wichita State, and they actually built this test facility that mimics industrial factories. To be able to work with companies like AWS, and then to be able to work with deploy, to be able to really have customers come in there and see what the environment really looks like. And then, of course, you know, we protect everything within identity, which is kind of our wrap up play our total protection play, then we have the threat cloud, that documents catalogs, every security threat we see every single day. So we have a library that our customers and our partners can use. Wow, you covered a

Vince Menzione  10:36

lot of ground here. And I think we need to unpack this a little bit. So 93% growth, and ransomware. And this has been such a huge topic. I mean, there was a recent meeting at the White House with some of the key leaders like Satya Nadella. And then you talk about checkpoint and its strategy and all the different solutions and how you wrap around. I mean, it seems like the most comprehensive solution out there, tell us why checkpoint is unique in this industry.

Frank Rauch  11:05

I think it’s unique in the industry, because, you know, basically, we we, you know, we’re just a really different company, then some of our competitors, we haven’t done this with a whole lot of acquisitions, we’ve acquired odo we’ve acquired potato, we’ve acquired typify, we don’t necessarily, you know, basically run them as separate several business units. So I would say it’s a tightly integrated stack. But it’s not a monolithic stack, we employ more people in r&d than any of our competitors. So the research and development piece of that is really, really important to us. We’re an Israeli company, you know, most of our r&d is done out of Tel Aviv, which gives us access to some of the best talent in the world that really has come this security, Super Hub. Now I think, you know, we’re differentiated and where we go to market and tell people all partner is a commitment. It’s a commitment to the channel industry. I think it’s a commitment that’s valued. And it really extends beyond just resale product, it extends to given our partners the opportunity to be able to deliver services on the front end of the deal, professional services, to be able to help us drive customer success. Yeah, we have our own resources, but they’re, they’re not to displace the really good compliment part.

Vince Menzione  12:31

You know, you bring up a really great point here, because cybersecurity is such a complex set of problems and solutions to go solve that. And you’re selling through the channel exclusively. How does your team work? hand in glove with these partners to be the most effective? They can?

Frank Rauch  12:50

It’s a great question. And honestly, I don’t think there’s any end point I would love to tell you that I haven’t figured out quite honestly, I’m it’s evolving. Day by day, when you look at the omni channel, which seems to be the buzzword these days, you know, you’re looking at something that involves electronic marketplaces, you’re looking at various customer segments, various geographies, various types of partners, you know, a lot of partners, not necessarily in our space, but certainly in Microsoft space and AWS space, they don’t even want to transact. So you’re looking at, you’re looking at a big influence model. I mentioned Deloitte, so many other GSI it’s so complicated right now. But how we approach it, we approach it with a joint business planning process, that’s going to start really, you know, very soon to be able to start planning for next year. And we’re going to plan partner investments we’re going to play on resources, coverages, obviously targets, you know, the the various alignment with our Field Sales Force. And we have to do that because we’re dependent on the channel so much, then then it really goes into how do we how do we start operationalize? How do we run campaigns? How do we help our partners market? How do we develop joint value propositions? And then we’re a little bit different, because it becomes how do we communicate with the community? How do we communicate with partner communities, so we, you know, we have 68,000 people that we subscribe to our newsletter. Every month, we have 1000s that are in our checkmates, which is kind of the partner user group. checkmates for partners, is really the technical community, just kind of talking together, you know, having access to our experts, etc. We also came up by the way that we interact with their partners. We have an app called engage that allows them to be able to find an expert to be able to accumulate points to be able to register a deal, right on the app. So it’s this continuous minute by minute, hour by hour on demand service that we offer our partners.

Vince Menzione  15:13

You know, I love what you’re doing here. And you and I were talking about this just before we started recording. I mean, we’ve been living through this time, like we’ve never seen before in our lives. I mean, it’s been a great time of transformation, but also an incredible time of stress. I mean, we’ve seen seven years of transformation. IDC recently referenced seven years of transformation. And just this last year alone, you know, the cloud has become ubiquitous. And you know, you’ve been around this channel for quite some time. What are you seeing now differently working with partners than you’ve seen over the course of your career? What are you doing now differently? Or have to do differently now?

Frank Rauch  15:56

Yeah, we’re starting to see definitely some bifurcation. In the channels, we’re starting to see partners, you know, I guess they’re starting to establish new identities, maybe new ways to market new ways to approach customers and to be able to drive customer success. I think they you know, the trick is that I was just on, I was just on a zoom about an hour ago, talking about this to a worldwide team, how we need to be able to, you know, gauge the market, how we need to be able to work with, you know, I’m working with, I’m working with forest or I’m working with a couple other people to help us get their vision of the market. In fact, I have a four hour workshop with john McBain today to be able to talk about some of these issues, etc. And then to be able to make a program that’s flexible enough to be able to not have to be changed every year to be able to, you know, so you’re able to iterate on this without this jump left jump right mentality. Because if you think about, you know, security threads, cloud, you know, basically enabling a remote workforce, you know, if you don’t have a program that’s flexible enough, and you run into something like the pandemic, or something like these Gen five tags, you’re really going to have to shift big time from one side to the other. What we try to do is we try to build the flexibility into

Vince Menzione  17:28

the program. You know, you brought up several great points here. And you know, you’ve referenced Jay McBain has been a guest here multiple times here on the podcast. And we always talk about the five seats at the table, right? And how the role of the partner has changed this influence strategy, this new consumerization and buying behaviors that have changed from before reference this bifurcation as well, right in the role, the partner, the partners is seeing themselves differently now in the equation. They’re redefining themselves. Is that right?

Frank Rauch  17:59

Yeah, we really are. Because I mean, if you again, I’ll get back to the early security channel. So the early security channel was very specialized channel. And by the way, those partners didn’t many of them, many of them, in fact, most of them are still relevant. They’re still vibrant today. But when you look at when you look at some of the worldwide partners, whether it’s a WWE at Sirius CW computer center, coming over from Europe, etc. They’re they’re building like billion dollar billion dollar plus security practices. Jay is absolutely right. You know, the input to the buyer is extremely important. You need to be able to understand exactly how that input is created, how the buyer is self educating right now. And then what role do you want the channel to play because they’re very, very different. The other thing that the other thing that we talked about, and you and I have talked about it before, in the past is really the multiplier effect. Because it’s no longer You know, there’s no such thing as a monolithic stack, as much as some partners would like to think there is, you know, really, when you start to magnify our brand, with the Microsoft brand, with other types of brands, that you know, whether it be HP, whether it be Dell, whether it be somebody else, then all of a sudden, you start to get this value stack, a value stack that extends way beyond checkpoint, and probably actually what it extends way beyond security, and the partners seem to be aligning with those value stacks. And the more you can communicate clearly, with exactly how you’re going to be able to expand the margin surface and how partner can build a business around those stats. It becomes really, really interesting.

Vince Menzione  19:57

I love what you had to say here about value Building margin, and it’s all about what’s in it for me, right? Yeah. It sounds like you’re building models to address that with your partners. Is that right?

Frank Rauch  20:09

I would, I would love to tell you that we’ve reached that level of sophistication. But I think, you know, it’s it’s evolved. And it really depends on the partner, as well. How much is the partner willing to take on? How much do they What do they want to be not only the tip of the spear, but the end of the spear to be able to drive this customer value? So I think it’s a, you know, I’m not sure we’ve reached scale with it, we’re definitely working through it with a number of partners right now. In fact, I had that conversation with the largest security partner in the world, literally on Friday.

Vince Menzione  20:45

So what do you believe to be key? What do you believe is most overlooked in successfully building a channel model,

Frank Rauch  20:52

I think the tendency is to eat, you know, I’m going to stereotype this much more than I would really like to. But I think, I think this strategy is typically part of what’s missed is to be able to look through the rearview mirror rather than rather than the windshield. And I think he you know, you need to be able to look forward rather than say, past is going to determine the future because I, when I look at some of the programs, that’s exactly what I say, the other thing is, you know, creativity, I applaud creativity, I really do. But don’t get too creative. Literally, if you can’t explain your partner program in, you know, like, a minute and a half or two minutes, it’s probably it’s probably too complicated. The other thing I would say is, you know, really lack of alignment. Because, you know, it fascinates me to be able to hear some of the channel chiefs that again, I’m not being critical of anybody, but to be able to tell their virgin den listener CEO, when the earnings call, and then to go to the conference, where their sales leader is speaking at you, you would think you’re talking about three different companies. So you need to be able to have that alignment. The other point I would make to events, is really something that I know you’ve done so well, is continuous feedback and improvement, I don’t think there’s an end game here, because literally, like I said, it changes every week, and every month. And if you’re not talking to the partners, if you’re kind of sitting back and you have this kind of like control power mentality, which I’ve seen in some of our, in some other companies, you know, then you’re gonna miss it, you need to be able to have that touch point. And finally, uh, you know, I would say, separate, maybe this goes back to the second point, separate the slide where, from what the partner really wants,

Vince Menzione  22:48

I love what you have to say here. It’s such great advice. And you know, I speak to a lot of what I’ll refer to as these newbie, channel leaders, these people that didn’t come from the channel that are maybe leaving channel for the first time in a SAS base company. Want to key in on a few things you said here, I think you said the message is the same, from the executive team, from the CEO level down to the sales floor, to all the leaders in the organization. And sometimes that’s not the case, right? We’ve seen this, we’ve both seen this play out multiple times. And having this consistent touch point, right? I refer to it has been Ico focused, right? Sometimes we have that great first meeting, but then there’s no focus on the business. And that communication flow isn’t where it needs to be. And then you talked about message and having a consistent message. And having that on target all the time. Is that right?

Frank Rauch  23:43

Yeah, I think you got it exactly right. I think that goes back to a discussion that you and I’ve had in the past. It’s like what makes a good partner, I can just tell you what makes a good partner, what makes a good partner is when you have to, it’s just a thing, when you have a conversation with the CEO, that basically you have alignment all the way down to the field Rep. And he say, I think that’s the same objective you need out of a partner program.

Vince Menzione  24:09

So important. So many times you have a CEO that stands up and says partners are important to our business and that communication either to the board or to the street. But there is no real commitment deep in the business. This is such great advice, Frank and great learnings for anyone that’s looking to build their program. Any other great advice you might have for our listeners, for these channel leaders on their journey, like what are the great advice do you have?

Frank Rauch  24:40

I think, I think, you know, I think balance is an important one. And I think balance, you know, balance between term view and an external view,

Vince Menzione  24:48

and how do you define that,

Frank Rauch  24:49

I think is just like negotiating for everything. You know, basically, nobody’s really happy but you found a mutual conclusion, but I think that channels a little bit different. The channel somebody asked me one time, why do you want to be in a channel, I said, Really, it really is simple reason. Cause the person that’s on the other side of the desk, or the other side of the screen is usually mutually aligned. Meaning that it’s not a i, when you lose scenario, it’s an opportunity whether I’m sitting with the, with my boss, our chief customer officer, and basically saying, Hey, Dad, here’s what we want to do, we can be mutually aligned. Now, when I’m sitting across from a channel CEO, we can also be mutually aligned. And that’s what I mean by that balance, it’s a little bit of get of given tick. So I think balance is important. I think transparency is extraordinarily important. Don’t make up your own rules guy, I’ve seen his blow up more times than anything, if you’re going to present whether it’s internally or externally, present in context, and present in relevance. Because, you know, if you’re saying, Hey, you know, we trained 5000 people in a channel, well, that’s great, but your CFO is probably going to be more interested in. So what are we going to get? What are the yields going to be out of those individuals, etc, I think you need to be able to have that alignment, and transparency, I think the other thing is people tend to fall, people tend to follow some of the big names in the industry, some of the big programs in the industry, etc. That might work for a while, but it’s not going to work forever. And certainly when you look at some of the new entrance entrance, some of the new IPOs we’ve seen recently, you know, basically, their channel program at that stage is going to look a lot different than some of the more mature ones, you know, understand your strengths, and play to your strengths. Because your strengths are going to be what wins, don’t over commit, which I see all the time. Try to be realistic. If you’re doing modeling model to the middle, don’t waddle to the extreme upside, that everybody is going to be disappointed. And finally, focus and prioritize, you’re not going to be able to do everything.

Vince Menzione  27:17

I love what you have to say here, Frank, so many great nuggets of advice for Channel leaders, those learning how to build a channel strategy, we’re going to make sure we cover this in our show notes. So Frank, you might know I am fascinated with how leaders like you got to this spot in your career, this amazing career you’ve had, was there a spark? Or was there a piece of advice that you received on the journey that got you off on the path to where you are today?

Frank Rauch  27:47

I’ve received I’ve got word place that I want to find something I learned something you learned some from everybody you really do. When you look at somebody like Pat gal singer, you learn how to be able to balance your life is one of the most spiritual guys, but he’s a great business leader is a great technology leader. When you when you look at somebody like Mark Hurd, you learn how to be able to really torture the data to be able to get the most out of the data. When you look at when you look at somebody like you’ll sweat, you’ll look at just great intellect and great engineering talent. And how you, you know realize chips are one thing, sales, sales are another thing, but you still need to be able to understand that technology. And when you look at somebody like Carly Fiorina, and this is one I’ll reference, you learn how to be an executive, you’ll learn executive presence, and she had an opportunity to be able to introduce me to Patrick lencioni when I was going through kind of her executive development, and Patrick probably gave me the best lessons. It was four points and he wrote a book about this. He was saying great executives do four things and they do four things well, they build an and maintain a cohesive leadership team. They drive organizational priority, they over communicate and reinforce whether it’s every word, every part of an email, every presentation, that organizational clarity, and they reward people that demonstrate that they follow that organization called clarity and not to plug one partner over another. I think a great example of this is Jim Cavanaugh over at WWE. I’m astounded by how they get the alignment that they get from top to bottom. And when you look at Glassdoor, their brains, CEOs, Jim is always at the top of that list.

Vince Menzione  29:45

You know, I’ve got Patrick lencioni books right here on my bookshelf and you talk about building a cohesive leadership team, creating clarity over communicating clarity, rewarding clarity and I I don’t know, Jim personally, but tell us more about him.

Frank Rauch  30:02

I, you know, I had the good fortune to be able to work with those guys do you have Tony jannik as well as Jim, for many, many years over the last 20 years, and you know, we’ve kind of grown up, we’ve kind of grown up the business together. He’s just, he’s just good guy. He’s been to test one, everything he’s done. He was an Olympian, he was one of the cofounders of WWE tea with Dave Stewart, and he’s somebody that I have the utmost respect for, I really do. There’s many other good leaders in the channel. But as far as driving end and alignment, and when I say alignment, it doesn’t just end with the WWE t team, or their employees. It extends to the partners that they have, like checkpoint, like VMware, like HP, and it also extends to their customers. So when you can get that type of alignment, you’re in very, very rare.

Vince Menzione  30:57

So many great nuggets around alignment, Frank, right. So you know, we don’t talk about alignment, enough about mindset, having to be there about commitment having to be there, communication, flow, all those things have to be there. So I’m gonna shift gears here, we’re gonna have a little fun now, Frank, you know, I happen to know that you’re a fan of music. We’re friends, known each other many years, we’ve been friends on Facebook, and I know what you do while you’re down in Seattle City, your beautiful home there. I know you’d like to go out and listen to live music. So I’ve also become a big fan of Spotify. And I’ve been building Spotify playlists. I’ve been asking a lot of our guests to build a playlist with me. And so I want you to think about like, for the foreseeable future, if you could only take five songs along with you on a journey. What would those five songs be? And why?

Frank Rauch  31:54

Gotta get the gotta get me more than five. But I’ll, I’ll love it five.

Vince Menzione  32:00

All right, so let’s start there.

Frank Rauch  32:02

Is this gonna show my age a little bit? Let me think about a for a minute. So I would start out with Pink Floyd, wish you were here. Nice. Yeah, I think you know, because I think it really tells people, I think they did a good job of bringing out the true feelings of an individual. For my second one. I’ll go to my Philly, Jersey roots. And we will go with Bruce Springsteen. Ah, born in Iran, I had the opportunity to be able to see Bruce all bunch of different times in formal sessions and a little bit informal, as well. We used to go to bars and brews or Southside Johnny would be in the back and bar, and all of a sudden they come up and they start playing with the cover band. Just fantastic.

Vince Menzione  32:53

Yeah, like so incredible. I I’ve seen them both several times. For

Frank Rauch  32:58

my third one, I’m going to go over to Ireland, and I’ll give it to you too. And it’s just one of these songs that just brings me up what I’m down. I’m going to go with beautiful day, Robin. They’re not their most popular, but one that has meaning a bit nice. What’s next for the fourth one will go all the way back. But probably right now it’s as popular as ever. With fleen. With the with movies that came out Bohemian Rhapsody, and probably the most inspirational song. Don’t stop me now.

Vince Menzione  33:31

Yeah, what an incredible performance. I mean, that’s just one of the ones that he did live at the live eight concert, right?

Frank Rauch  33:38

Yeah, he did. He did a couple of them. And then the, the final one, I’m going to get back to 2017. But the store, but the yard is was way back to 2017. But 2017, my Philadelphia Eagles won the, you know, won a Super Bowl against patriots. And the theme song was don’t back down. So you know, that was you know that the or I won’t back down by Tom Petty. So I will absolutely say that’s probably at the top of my playlist.

Vince Menzione  34:10

But I might be showing my age a little bit. But I haven’t know all five of those songs. And I can’t wait to share this list with our listeners, right. I love your selections here. They’re all terrific, amazing songs. So frank, I just want to thank you, you are, first of all, an incredible friend. And I want to thank you for coming to this podcast and sharing with our listeners. So just so many great nuggets of advice, to help build a channel and Alliance program. And I really want to thank you because I know how compressed your schedule is. And I want to thank you for making the time for me and for our listeners today. I’m honored and humbled to have had you today.

Frank Rauch  34:54

Yeah. Vince, thank you so much for having me. I think, you know, I think you’re doing great work here. I really enjoyed when you and I were in the workshop together, I really enjoy reading your, your newsletters and your weekly blurbs, just fantastic work. So whatever I could do to be able to help you if you want to have me back on again, I’d be more than happy to.

Vince Menzione  35:15

I’d love to do that. Frank, I’d love to see what comes out of your program with Jay. And maybe we have you both here six months from now to talk about the outcomes and results from that program.

Frank Rauch  35:27

All right, sounds good, buddy.

Vince Menzione  35:28

Thanks so much again, Frank. As with each of my episodes, I appreciate your support. Please subscribe on your favorite platform, like comment, tell your friends about Ultimate Guide to partnering and where they can find us. And I’d love your feedback. Please like the podcast and provide comments or reach out to me at Vince Menzione on LinkedIn, Twitter, Facebook, and Instagram. You can also like and follow Ultimate Guide to partnering on our Facebook page, or drop me a line at Vince m at ultimate dash partnerships.com this episode of the podcast is sponsored by ultimate partnerships. Ultimate partnerships helps you get the most results from your partnerships, get partnerships right, optimize for success, deliver results, and for more information, go to ultimate dash partnerships.com

Announcer  36:23

thanks so much for listening to this episode of The Ultimate Guide to partnering with your host Vince Menzione online at Ultimate Guide to partnering calm and facebook.com slash Ultimate Guide to partnering. We’ll catch you next time on The Ultimate Guide to partnering