Session 3 - Q&A - 10 Things EMEA Partner Managers Should Stop Doing Immediately... and Let Claude Do
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Thorunn Devoy: [00:00:00] Will you do the intro? 

Justin Zimmerman: Oh, for sure. Absolutely. Absolutely. Yeah. Why- Why not, right? And so, yeah. Thank you, girl. Thank you so much for, uh, all the contribution in our last session. Uh, I loved watching you guys, the way you guys think. And so if, uh, our past sessions today were of any indication of what we're gonna get out of our time right now together, uh, we're in store for an amazing conversation around the use of Claude in your day-to-day as an EMEA partnership manager, director.

Uh, I've got two highly skilled, highly trained, highly seasoned experts who, uh, have spent a great deal of time even before we kick this session off today to make sure that we're really hyper-focused on the things that matter. And so I wanna do, uh, justice to our time and energy that we spend here as we wrap up our day and, uh, welcome you to, um, our presentation.

I know we've got a, a fantastic agenda. And so, um, if you wanna share a screen in the background, uh, I'll go look for that now who, uh, if you want me to go bring that up, let me know. Entirely up to you guys. But, uh, I'd love [00:01:00] to kick things off, Thorunn, if you could give us a little bit of an introduction about yourself, your program, and some of the things that we're gonna learn here today, and then we'll jump over to introducing Teddy.

Thorunn Devoy: Yeah, sure. First, uh, thank you so much for having me. I like AI. I've been diving deep into it, so it's a topic that I'm very excited about and also interested in learning from and seeing how others are using AI in their daily life. A bit about myself. I've been in partnerships now for almost a decade, and anything from the f- one of the first, uh, EMEA partner managers, uh, which we're gonna talk a little bit about more, to managing teams and, uh, also leading global programs.

So being the first one to anything having a team of 10-plus people. And, uh, I've joined companies at different stages. So my first, I would say, uh, experience in partnerships, I joined Contentful when they had just, [00:02:00] uh, launched their partner program and was, uh, doing partner development. So we'll talk a little bit about using AI to support with that.

And then in my most recent role, I was hired as the part, first partner person, and I built out the program at TalentOne, who have just been acquired by, um, Adyen, a global pl- um, payment provider. And there I built out the solution partner program and also the technology alliance and, uh, the collaboration with hyperscalers.

So I've seen a little bit of everything and, uh, hope to be able to share, um, my experience today. Now I'll pass it over to Teddy. Yeah. Yeah, Teddy, 

Justin Zimmerman: tell us about what's going on over there. 

Teddy Ludmer: Thank you, guys, and Justin, thanks for having me as well. Very, very excited. Um, and pure coincidence that Thorunn and I are both hosting.

Uh, we know each other from the industry, uh, for a couple years now, so I was very excited to be co-hosting with her. Um, so yeah. I'm Teddy. I am originally from Canada, but [00:03:00] have been based in the UK now- For, since 2013, so quite a while. Basically, most of my career has been, um, over on the EMEA side. Um, have been in partnerships, I would say for most of my career, more focused in the last five where I had roles that were dedicated to alliances and partnerships alone.

Um, I started off my career at a company called Taboola, where I was employee number four over there, helping them build out the EMEA region and looking after, uh, customers and clients, which soon led me into the, "Ooh, we're launching in new markets. Let's work with channel partners there to help expand."

Then I pivoted into a sales role to help bring that commercial function, um, commercial experience even further, where I was selling directly to, um, prospects. But what I was doing in that scenario was closing a ton of deal with our integrations, and that's where partnerships really came to be for me. I pivoted from being a first AE hire to a first partnerships hire at the startup that I worked at [00:04:00] called Pento, and helped build out that partner program from, I wanna say zero, but it was definitely even minus one at that point.

So from, from very, from, from, from the beginning to, to, to the end. Uh, they were also acquired by HiBob by the time I moved on. And then more recently, a company called Tipalti, um, helping them also build out EMEA partnerships too. So I think there's a theme that you can hear of building out EMEA partnerships and then pivoting, pivoting around, basically.

So yeah, very excited to talk about AI, how I've used it in my, uh, career more recently, what I did before, and how I, um, have it now. So yeah. 

Justin Zimmerman: Awesome. Well, you guys prepared a beautiful slide deck, uh, with a bunch of questions, and so I'm gonna bring that up on the screen. It should be in front of all of us right now.

So there we go. Awesome. Like it when you press a button and it actually works live. That's, uh, you know, even in today's day and age, and that's not a guarantee. Um, and so we're gonna be talking about Claude for partner managers and, uh, some practical ways and spaces. And so I'm gonna kinda follow the flow you guys put together here.

And so, um, if you [00:05:00] guys wanna give us a little bit more detail on kinda the first things that you guys like to talk about, uh, why don't you start us off, Doron? 

Thorunn Devoy: Yeah, sure thing. I think like before we, like dive into the use cases and how you can leverage, uh, Claude to build skills, um, we just wanted to touch more generally about kind of like the tech stack, um, that you may already have, which also has AI capabilities.

I hope, yeah, you're pulling it up now and it's showing. Mm-hmm. Because I realized as we did also the poll at the beginning, maybe not everyone is using Claude. You might be using ChatGPT or something else. Um, so, um, some of the tools that we've used to manage our partner programs and also just day-to-day that are also being used across the go-to-market organization is, like, Slack.

Slack also has some AI functionalities, and, uh, we'll share an example later. But you can also build, uh, agents with, uh, Slack and their features. The same, I think [00:06:00] Gong was mentioned just in the previous session we have with Russell. Um, if that has been rolled out, you can put different tags on that, uh, you can also then integrate into your workflow.

Um, and, uh, I'm gonna also give an example with, like, Notion AI. Um, they-- If you're using as a company Notion as your knowledge base, you can both connect Notion. Notion also has an integration with, um, Slack, so you can have some cool workflows there. And then, of course, we just had a masterclass in leveraging Crossbeam.

Um, and then you might have... And then we also had the session about, uh, partner stack. But yeah, we've worked with, like, Magentrix, and I think Teddy has also worked with in partner. And I think really it's about thinking about the jobs to be done and maybe what are the, the tools or capabilities that you already have that you can start using.

'Cause depending on where you are at the company, maybe if you're a smaller startup, it's easier to get access to the latest and coolest AI [00:07:00] tools. If you're at a larger company, you might need to go through approval processes or certain data may not be available to you, uh, in Claude or ChatGPT. And then, yeah, Teddy, I don't know if there's something you wanna add about what, like, how you've been using the tech stack before we go into the use cases.

Teddy Ludmer: Yeah, definitely. So I, I like to say that I'm not a total, total expert. I think I, I like to embrace AI as much as I can, and I want to use it as much as possible. And I think the tools above show that you can have your everyday tech stack and optimize your workflow without having to go and create scary prompts or understand what certain things mean.

I think there's an easy way for everyone to optimize their workflow using the tools above as well. Simple tools will... So, uh, like, simply putting that most of these will have an AI function. Thorunn, you mentioned Notion. It's an amazing way to optimize your pages, pull different, uh- Different, [00:08:00] um, content into different areas all through the tools you're already using.

So I think even as a- the most minimal takeaway from today's session is the tools you're already using, you could embrace AI with it as well and optimize your, your workflow. So it's not meant to be a super scary, uh, adjustment. It's, it's something that you're already using, and you can probably adapt and adjust ever so slightly and make the biggest change as well.

Justin Zimmerman: Uh, I wanna point out, that was a subtle but I think powerful statement that you made, that you're not an expert and that we're just using the tech stack that we have available, and that... I think that goes for all of us. I think most of us- Mm-hmm ... actually, that's a statement of the current state of where most of us sit.

Most of us aren't hyper-skilled, super AI engineers. We're actually having to do with what we already have and leveraging the tools in front of us. And so I think this is actually a perfect playground, uh, and opportunity for people to understand this is really the reality of most companies and most teams, is you have to leverage what you have and then build from there.

[00:09:00] And so I don't think it's a, um- Hmm ... it's, it's a, it's a slight in any which way. This is the state for most of us- Exactly ... is you gotta leverage what we've got. And so, um, just wanna make sure that other people who feel the same way don't feel behind- Yeah ... 'cause we're all kind of in the same space together, except for a few key outliers, and you probably don't have the-

the, the permissions, budget, and security credentials to get what you really want in those environments anyways. And so, um, I, I love where we're going with this. And so tell me what you guys like to go and go, uh, go where next? 

Thorunn Devoy: Yeah, so- Perfect. Per- yeah, maybe Teddy, do you wanna kick us off? Shall we just go then, um, maybe into the why we th- came up with some of the use cases, given the particularities of, like, being an EMEA, uh, partner manager?

Teddy Ludmer: Yeah. Yeah, definitely. So I think we, we both caught up, um, prepping for the session and tried to understand where we have similarities in our career paths, what's crossed over, and I think what resonated and came out very quickly was I've always worked for companies [00:10:00] that were North American-based that were pivoting into Europe, and Thorunn has great experience in the opposite.

We're as a European company pivoting into North America and trying to make our mark and show exactly, okay, why is EMEA different? How do you tackle EMEA as a region, when in reality it's a bunch of, um, countries blended into one, and how do you treat them at scale? And how do you do that with efficiency?

Um, Thorunn and I got super excited talking about the different ways that you can use AI to bring information together, organize your thoughts, get information internally, externally, et cetera. And I think having, uh, an EMEA title is a really good way of building out a process that's for scale, and that's not a one-size-fits-all.

You don't have to be 15 different partner managers. You could be one partner manager that knows how to operate in the different regions using tools that to help, that will help you make more, make you more efficient. Um, we'll round this out at the end in terms of advice for EMEA partner managers, but I think what, for me, [00:11:00] what's super important working in the region is understanding that relationships are still super important, so you have to maintain and build rapport, but you can level up your, um- What's the word I'm looking for?

Your expertise and what you're giving to partners with AI. So I think that's kind of where I found that sweet spot is I still put a lot of effort into building the network, maintaining relationships from a personable side of things. People still want to speak to humans. At the end of the day, we're not going anywhere.

But I try to level up what I deliver to those people with, with AI. Um- Awesome. Thorunn, what about you before we jump into the, into the, the lists? 

Thorunn Devoy: Yeah. No, and I, I, I think absolutely. I think one of the challenges of being, um, like an EMEA partner manager, and especially with companies that are expanding internationally across different markets, is the, um, having, of course, the [00:12:00] limited time and limin- limited resources and having to adjust to those different market needs.

And depending on the maturity of the company, let's say if you are one partner manager, but there are three or four different, uh, sales team, you're gonna need to stay on top of, on track of- Absolutely ... what is happening in the UK, what's happening in the Nordics, what's happening in France, and those are completely different markets, different languages.

You might have your, um, AEs in market. So I think this is also where AI Can help you kind of, like, stay on top of things without necessarily having to be in every conversation, um, every call listening in. But you can use AI to basically help you summarize or tag or flag where you are needed, send you updates at the end of the day.

Because you're gonna be pulled into different, uh, directions, and sometimes you're gonna have to join a call with a partner in the UK, [00:13:00] but then the, the AE for France scheduled a demo with a partner for a prospect. So, uh, this is where, um, AI leveraging, um, I don't know, like Gong, um, n- note takers, this is the most basic thing.

And then maybe this is a perfect way to segment that into a use case. Um, this is what some of the partner managers were doing, um, on my team. They were part of different ... We would always create a deal channel for every time that we would have an opportunity where the team would discuss the deal. Then there would also be a market specific channel, let's say like the UK territory.

So they would have built this, um, using Slack AI, and also integrated with Claude, um, basically an agent that would scan all the updates in the channel, and then at the beginning of every day, send them an update in the morning. These are the things, this is where the deal [00:14:00] move. There is an event coming, or we are planning an in-market visit.

This is what we did, um, for this territory. So they could stay on top without having to basically read every single channel. Which if you are, uh, a lone partner manager and having to work across a big region, it can be overwhelming, like having to, you know, every time you open your laptop have 30 message- Slack messages waiting for you.

Justin Zimmerman: Yeah, did you build this chan- this app, or was it something you guys purchased? 

Thorunn Devoy: Uh, this was built. This was built using, um, Slack AI native capabilities, and then we would also in, we were able to also integrate Claude, uh, with Slack. 

Teddy Ludmer: Fantastic. 

Thorunn Devoy: And then basically Slack would just, um, take everything, um, scan all the channels.

And this was also fully compliant because it was our internal communications. 

Teddy Ludmer: We did something similar before we jump into the next one. Um, and what I did as well, this is more, I guess, of a personal, [00:15:00] uh, concierge style to help me stay on top of internal. I think everyone here, or on the webinar I should say, is a partnerships person, so they understand that partnerships is just as much external as it is internal partnership.

So I would have Slack, uh, connect to Claude, and it would summarize next steps or outstanding to-dos between the different functions internally to promote that cross-functional collaboration so partnerships are staying top of mind. So at the end of the day, I would summarize my kinda Slack messages of like, "What have I forgot to reply to?"

And, "Send me a reminder tomorrow morning to reach out to X, Y, Z." Um, and have that going and flowing internally so I can make sure that the different teams have partnerships are constantly top of mind. Sometimes I would automate the, the reply as well, but I would make sure to have that going. So for example, the sales team knew, okay, I'm gonna be reaching out to this partner or that partner.

Um, I would also then have product, for example, say, "Okay, we have a, a meeting with this [00:16:00] partner end of the week. Here's what's happening." Um, I would also have the updates flow through about my pipeline too, anything noteworthy and, and so on. So I think you can use it as a, as a bit of a prompt to remind others that you're working and need them to support you too.

Thorunn Devoy: Yeah, absolutely. That was a great call-out because I think also, like we saw before, like pipeline review deals, sometimes you can't, as a partner manager, join every single call. Exactly. But then knowing like, hey, this deal has moved into contracting, or this deal has stalled, then as a partner manager, that can be a prompt for you to also reach out to the partner to let them know how things are going.

Uh, just to... We have a ton of use cases- Yeah ... so just to move the conversation a-along, I think another obvious, obvious one was like a QBR prep And I think, yeah, um, I don't know, there might be people in the audience that enjoy creating slides. I think the majority of the people find it quite [00:17:00] repetitive, boring, and having to look for all of the information.

So, um, like one example to use it is, and also using Claude where you can upload, you know, if, if you don't have it already all synced with the connectors, but you can uploa- load kind of like, uh, pipeline reviews, um, any kind of marketing activities, progress that you've made, any updates, and it will very quickly, like, create a skeleton for you and also the content.

And then it's more about reviewing. We did this ahead of, um, QBR with one of our strategic partners that was in per- person, where we were also having executives. So it was great to have that, let's say, first skeleton and draft that we could review with the executive internally and then say like, "Yeah, let's talk about this, that, that.

Let's move this to the annex." And then all we ha- had to do is just make sure the co- the slides were on brand and polish them and look good instead of having [00:18:00] spending hours, uh, assembling the content. I don't know, Teddy, if you have another example of using AI for QBR or if this is like a, a very clear one that people are already using.

Teddy Ludmer: No, I think it's, I think it's super clear, and you summarized that really well. I think just to link it back to the last session that we all were just on, I know in the Partner Stack skills page, it's one of their featured at the very top. I had a look at it too, and there's a skill and a prompt that people can dive into and have a look at what they've done.

But, uh, for the bare bones, most simple, I think it, it can help summarize very quickly for you rather than having to go through manually pulling data, this, that, the other. The more you feed it, the smarter it'll get. So don't be shy on putting more information in. 

Thorunn Devoy: Yeah. Um, so that- Perfect ... next slide, Justin.

Justin Zimmerman: Thank you. Thank you. 

Teddy Ludmer: No worries. 

Thorunn Devoy: Yeah. Um, I can take the joint value one if you wanna take the- Perfect ... content finder, since that's one you built. Yeah, 

Teddy Ludmer: let's do it. Yeah, 

Thorunn Devoy: let's 

Teddy Ludmer: do it. 

Thorunn Devoy: Yeah. So, uh, one of the programs we were running is [00:19:00] the, um, technology or ISV partner program, and as you probably know, like, if you're a large tech company, you normally have a very big sales and customer success team, and your partner also does.

And you do these enablement sessions where, you know, you get to present, and then nothing happens. So we thought, "Okay, what can we do to make it a bit more relevant?" Like, when we do these enablement sessions that we give, um, some content that is hyper-personalized, um, to those AEs or customer success managers working at our partners.

So instead of just having a generic joint value proposition, we combined our joint value proposition with our target account list that were customers of our partner. And we had then basically Claude create, uh, use case, like basically research what that brand was doing and then [00:20:00] create use cases, and we knew that they were using our partner's technology, add on, like, how we could add value, and then had them create, like, one-pagers, or we call them point of views.

And then we would give these point of views either to the AE or the customer suc-success manager, say like, "Hey, we've done this research. This is where we can add value. Would you be willing to share this in your upcoming QBR or just make an intro and add it?" And, um, this actually, it worked really, really well, and we did manage to get some introductions 'cause I think the difference was when you go with a generic ask, just like, "Oh, here's our joint value prop.

Send them this," um, you know, the, it can make it a lot more difficult for the customer success manager and AE to make the intro because they don't know how to position you. Versus if you come with something hyper-personalized, "This is where we can add value," um, that person then [00:21:00] also comes across as thoughtful and an advisor.

And we, we managed to get some opportunities out of this, and of course, we were only doing this with our tier one target accounts. Mm. 'Cause even though we, you're, we were able to do this in maybe, like, 10, 15 minutes for each one, it still requires, of course, that you read through it and make sure everything is correct before you send it over.

Okay. 

Teddy Ludmer: Nice one. I think segues very, really well into the content finder and creator. I think this part goes into two. So what we did quite a bit in my last role was create custom content based on partner requests. So I'm sure everyone has had a request where a partner said, "Do you have a one sheeter about your ICP or what to listen out for?"

Um, Claude allowed me to go in, say, "Let me type in exactly what the partner's asking for in terms of content." It would spin out a one sheeter, a PDF, um, formatting it however the partner would want. I'd pass it to the partner [00:22:00] pretty swiftly if they're a top-tier partner, um, and say, "Hey, is this what you're looking for?

Um, let me know. I can adjust and adapt accordingly." The partner's super happy 'cause you can turn things around quickly and, uh, be quite agile. And also, I'm not spending loads of time doing internal requests. The branding is all within Claude. I think someone mentioned Claude Design in the chat.

Everything's in there, so it's, it's all approved, um, in terms of what that looks like. Uh, what we've done internally in other roles as well is have... And I know, uh, Thorin, you're gonna talk about a Notion database in a bit, but having, uh, Notion, uh, connect to Claude and having a prompt that AEs can go in and look up content if they're looking for a specific partner or more information on a case study.

They can go in and have a s- specific database that they can go in and search. Um, bigger companies will have asset management platforms and different tools. Smaller startups, we don't, we don't normally have that. So we have to make do with what we [00:23:00] have and build, um, build those, uh, formats around it. So I think you can get pretty creative.

Um, exactly. Russell mentioned Google Drive. You can have everything pulled from there, too, which is, which is great. Um, so yeah, you can have everything connect and make it, make it seamless as well Um, cool. 

Thorunn Devoy: Yeah. Uh- 

Teddy Ludmer: Which segues into your directory. 

Thorunn Devoy: Yeah, I think, yeah, I'll be quick about it then. Oh, and so, and ver-very quickly, and this actually came, um, from a conversation I was having with someone, uh, another partner manager working at another company where they were building this, uh, agency directory actually for partner recommendations using Lovable.

And I thought, "Oh, the, this is great," because we were getting more and more requests for, um, partners to recommend during RFIs, RFPs, or just in general. And I think this is again the challenge of when you are an EMEA partner manager, that you have to know about your partners in the different new [00:24:00] regions, what they're known for, um, and you know, who they've worked with.

Do they work with this tech stack? Um, so, uh, Justin, if you could just go skip ahead to the next slide so I can show it. Mm-hmm. Us using Notion, and this is just like a screenshot. I, this is made up. I, I don't, I don't know if these companies are real or not. But, uh, basically in Notion you can create a databa-database where you can really structure all the information.

You can either, um, you know, integrate this, um, or if you have a spreadsheet, upload the spreadsheet, or Notion also allows you to have a form. So if you're onboarding new partners, you can just send them the form and ask them, "Hey, can you provide this information about your company?" And then what Notion does is obviously structures it in a way that then it can be queried by Notion AI.

And this also then integrates with Slack or with [00:25:00] like, uh, Claude, so you can also just make this, um, accessible. So imagine if you go to the next slide, um, just to- If someone says, "Hey," okay, this is an exaggeration, 10 partners, but basically I need to recommend a partner for this specific country, let's say Denmark, that works with Klaviyo, and they need to have a partner score fit over eight.

Um, please recommend the part. Notion AI would then have a look and pull from the database knowing, okay, I only need to look at partners that operate in Denmark and that work with Klaviyo. Or, um, you could, yeah, um, have another example. Maybe you wanna recommend a partner that is proficient in, you know, I don't know, some type of implementation of technology.

But as you probably know, a lot of agencies and service companies are also building their own, uh, tech. Maybe you wanna li- [00:26:00] exclude the partners that have a competing product. So, I think, um, structuring this information in Notion is great then to leverage AI because I think it was mentioned before . You know, if you have good data, then you can really get good results, rather than I see a lot of people have the, or partner managers have this knowledge in their head.

But yeah, by structuring it very simply, very easy to set up, you can, if you want, even make this accessible to the AEs to then have, um, easily, um, access to give partner recommendations. And then, uh, I don't know if we wanted to go back, Terri, or if you just wanna talk about how you, you have used also AI to create custom target lists for partner development.

Teddy Ludmer: I think with the three minutes that we have- Yeah ... I will wrap it up super, super quickly. Um, I'll police for us, Justin, as I ramble as well. Um, I think- 

Justin Zimmerman: I was gonna say, uh, the good news is this is the last [00:27:00] session. 

Teddy Ludmer: Ah, cool. So if you guys wanna go over- So we can stay here all day ... 

Justin Zimmerman: if you wanna hang out, it was, uh- Perfect

we are, we are last, uh, stop on the bus. 

Teddy Ludmer: Yeah. Perfect. That's all. All good. I, I will, I will try not to ramble here. Um, I think I can couple the two, um, into one basically. They're, the other uses, uses that I've had, um, AI help me, especially being a partner manager that is responsible for the full funnel, so partner development, partner, um, management, partner activation, et cetera.

Um, what's really helped me was building out ways to automate the ICP fit review, and also the partner development list. So having an, uh, a dynamic list that's not just sitting in a spreadsheet of 50 partners that I'm gonna be looking to, uh, prospect into. This list could be a live, changing, updating list based on data that I feed it, um, and new intel that I get.

So that's been super helpful. Again, like I said at the beginning, super simple, not gonna be very [00:28:00] intimidating way of using AI. It's just a quick way to prospect that made my life a little bit easier. Um, where we leveled things up was having an ICP fit review that we actually made externally facing, where partners can go in and plug in, um, a potential opportunity and understand, is this a fit for us?

What's the potential deal size, et cetera. And that was another way of making things, um, more automated and also getting the partner more excited about using AI with us as well. Um, so I think to summarize those two into one, again, super easy ways of, of upscaling yourself and, and, and making, uh, yourself just a little bit more, uh, optimized and efficient

Perfect I think I went through that very quickly in terms of the ICP fit for review as well. But like I said, as you feed it more information and, um, and knowledge, the smarter your, your tools will get from that standpoint. So we'll-- I won't go into too much detail [00:29:00] there, but we can have another session on this as well.

Justin Zimmerman: Awesome. 

Thorunn Devoy: Yeah. I think we have here a few other examples of like, of course, how... And again, you can, depending on how comfortable you are with using Claude, but you-- or you wanna get started, you can just, you know, upload it into a, a prompt Cl-Claude to maybe in the case of like, uh, review a contract or partner NDA.

Uh, or then you can go from like, uh, another building out a skill. If you kinda know from your legal team, "Hey, these terms," or I don't know, there's an NDA and they have a clause in there that you know you're not gonna be able to accept, have those flagged to you maybe before submitting to your legal team, or you can...

And then the next step then is like automating that, um, once you get comfortable with the process. But recommendations, start with the internal workflows, test them out. Um, but then you can even have Claude say [00:30:00] like, "Hey, if you know, know this, please draft basically the copy that I can then copy paste into the email saying to the partner, 'We're not gonna be able to, uh, sign that with this clause.

Can you check internally?'" Yeah. So we just added here like a few more examples. Um, I don't know, Teddy, if there is anyone specific that you want to go through before we wrap up, but, uh, I think there is a lot of different ways. 

Teddy Ludmer: Yeah, yeah, definitely. I think looking even at the meeting notes to action items, what I try to do is have AI also read like the tone and the interest of the people in the room as well, and help summarize that for me in terms of next steps.

So if somebody's super active online and I try to put some of their posts in there saying, "Look, this person has posted about X, Y, Z, how can I make this session more interesting for them?" Um, so little ways of thinking and making AI more personable, um, I think is another way of thinking about these ex-extra pattern items.

Thorunn Devoy: Yeah. Absolutely. [00:31:00] Perfect. Um, maybe then just like to wrap this session up, uh, I think as we mentioned, there is different levels of experience. I think the most important is just to, to get started. Try it out, 'cause the more you try it out and, and test it, um, the more confident you will get and be willing to explore more.

And I think like joining sessions like these where you can learn from others, uh, also getting access to resources where you have like pre-built skills, you can also test them out and compare them to your own. And, um, I think, yeah, you will just get better the more you use it, test it out. Um, I think AI can improve your productivity a lot.

It doesn't replace your judgment So just make sure you, like, you check the output um, before you hit send. Um, but yeah, that would be my advice. I don't know, Teddy, if there is something else that you want to, um, add to that? 

Teddy Ludmer: No, no. I think you summarized it [00:32:00] quite well, and I think, um, anyone who's been on the session from the beginning will see that it's not, it's not that intimidating.

Just jump in. I think Russell has just mentioned in the chat here, find an AI mastermind group. Ask somebody. If you're not sure how to do something, just ask the question. Everyone is, uh, willing to help, and everyone's new at it. Y- Years ago we didn't have this, so everyone could be an expert in one way or another, but we're all still learning.

So, uh, share what you learn and help each other out. 

Justin Zimmerman: I love how you wrapped that up, and yeah, I mean, that's what we're here for, is to come together and solve our problems in a way that one single person can't. Uh, partnerships has moved from being, uh, one person on an island trying to build bridges to a collective of us here and across the world, uh, coming together to bring up the most valuable, difficult challenges and points, and then coming up with solutions.

And so for those of you who are watching this live right now, uh, look inside the chats and I've shared, uh, two links. Go, uh, say hi to Teddy and to Thorunn. Give them a little like and love inside of [00:33:00] LinkedIn. Let them know that, uh, you connected with them through here, and of course, I'm sure if there's any follow-on questions, follow-up questions, um, you guys would be happy to connect and chat more about any of the things that you guys saw here today.

And so, uh, that is it for me. I wanna give you guys a, a special thanks for, uh, spending the latter part of our afternoon now together in our, our first inaugural EMEA-f-focused specific partner playbooks event. Uh, look forward to doing more of these, uh, finding experts to come on now and share what they've done at a time, of course, that, uh, makes sense for all of us, so that way we don't have to take, uh, uh, too much time away from our family and our kids than we already do.

And so everyone here right now in the live chats, I wanna thank you guys for joining us. Uh, let's give, uh, a round of applause to, of course, yes, uh, let's type the word- Yay ... uh, EMEA in the chats, uh, to show love for our EMEA partnership leaders here. And then, of course, if you wanna hang out later in the evening, you've got nothing else to do or you're really super interested in [00:34:00] the topics that we're talking about, uh, stay, stay on, stay logged in.

Uh, we'll be coming back this evening, uh, to do some, uh, sessions with some American and, uh, US Canadian-specific, uh, teams and people. And so, uh, you can see that inside of your calendar invite and, uh, I applaud you guys for taking the time to come here and do it. And that's it for me. Uh, thank you everybody and, um, have a good rest of your evening.

If you guys wanna drop some final words, uh, Thorunn and, uh, Teddy, it's up to you guys and then, uh, we'll wrap it up from there. 

Thorunn Devoy: Yeah. No, just thank you everyone. Thanks for having and let's continue sharing because I think, yeah, it's, um, events like this and opportunities to connect where the best learning happens.

Justin Zimmerman: Yeah, I agree. 

Teddy Ludmer: Yeah, exactly. And Thorunn and I are both based in the UK, so if anyone's in the UK, let us know. We're here for a coffee. 

Justin Zimmerman: Or a pint, as they say. 

Teddy Ludmer: Or a pint. Yeah, exactly. 

Thorunn Devoy: Yeah. Or a G&T, yeah. 

Teddy Ludmer: Yeah. And, 

Justin Zimmerman: uh, if you guys are in the Netherlands, reach out to me, I'm here for many months out of the [00:35:00] year. Uh, so- Nice

I'd love to make some friends and connect. And so I split my time between, uh, the US and, uh, and here. So, um, I'll see you guys in, uh, next time and I'll follow up with slides and recordings for those of you who are interested in those. And then, uh, take care and have a good rest of your afternoon. 

Teddy Ludmer: Perfect.

Thank you. Bye. Thank you. Bye 

bye.