The Definers Series

Hosted by Gale Strategies

Business Marketing

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Latest episode

Jun 2026

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About the show

Are you a category creator in business, entrepreneurship, and tech? Do you aspire to be one? Hear from experts and get your questions answered on our new webcast series: The Definers.

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9 recent

June 3, 2026Episode 931 min

The Definers Episode 9: Doug Fritz and the Outsourced CTO (and AI)

In this episode of The Definers, Chris Gale sat down with Doug Fritz, Founder and Managing Partner of F2 Strategy, to see how their team has shaped the idea of the outsourced CTO in private capital. We invited Doug to explain how this role is evolving in the rapidly developing AI age, and why it’s becoming essential as firms move from AI enthusiasm to the harder realities of governance, integration, and scale. Together, they unpack the current AI cycle, from rapid code generation to new operational bottlenecks, translate emerging concepts into practical terms, and outline the strategies leading firms are using to navigate this shift. The conversation ultimately looks ahead to what’s next for AI in private capital and how leaders can position their organizations to thrive as the old playbooks give way to new operating models.

February 4, 2026Episode 831 min

The Definers Episode 8: Data Economics & Private Capital, How Lydions Can Transform Private Markets

Explore how data economics can solve real challenges in private markets. In this episode of The Definers, Chris Gale and Arka Ray of The Data Economics Company explain Lydions, data-native economic objects that embed ownership, provenance, and incentives into workflows. These structures turn static data into living assets. You’ll learn practical use cases and the foundations of data ownership, interoperability, and valuation, and how data can drive trust, efficiency, and liquidity.

September 3, 2025Episode 734 min

The Definers Episode 7: Reid Thomas on Accelerated Impact, Opportunity Zones and Sales Ops

Learn how real relationships and smart systems create growth that automation alone can’t deliver.Reid Thomas currently stands to define the Opportunity Zone market—and he has the sales ops experience to back it up. Through his new venture, Accelerated Impact, Reid is opening opportunities that blend financial returns with meaningful community outcomes.But Reid is just as known for his contrarian approach to sales in an era obsessed with AI and automation. Learn more about his unique sales playbook and how Accelerated Impact is shaping the Opportunity Zone space.

March 27, 2025Episode 632 min

The Definers Episode 6: A Sales Ops Approach to Professional Services Business Development

For those who have been doing public relations and marketing for law firms or accounting firms, here’s a webcast on integrating that work into a CRM like Salesforce, Hubspot or ActiveCampaign and implementing sales ops. If you’re like us you’ve earned media results or implemented marketing campaigns, but you’ve remained vulnerable to partners asking how effective it really is. Impressions and share-of-voice remain unconvincing. And to be honest, how convinced are we ourselves privately?We share lessons from integrating public relations and marketing into a firm’s CRM, and leveraging sales ops processes to skip over indirect metrics of impact, and focusing on actual revenue. And most importantly, we share lessons from driving public relations and marketing more directly to what makes your firm’s sales cycle work, and your true differentiators.

December 20, 2024Episode 528 min

The Definers Episode 5: Tide Rock’s Success Raises Questions About Private Equity

In a recent article, The Wall Street Journal reported that investment firm Tide Rock buys up small companies as private-equity firms do, but it shuns the often steep debt that buyout shops use to fund acquisitions.In another article, The Deal reported that Tide Rock seeks companies that either have strong reoccurring customers, are resilient because they have diverse customers or operate in an industry with low volatility, or that sell essential products or services to loyal customer bases.What is the Tide Rock team getting right that others miss, and what can we learn from it?We ask Tide Rock President Brooks Kincaid how unlevered buyouts work, what that tells us about the leverage accepted in traditional private equity, why that matters for founders looking to exit or grow, and Tide Rock’s operations mindset.

September 25, 2024Episode 429 min

The Definers Episode 4: Private Capital Consulting With Kwame Lewis

There’s private capital technology consulting. There’s private capital fractional CFOs. There’s private capital operations consulting. There is private capital funds administration. But is anybody really knitting it together into a single coherent package that anticipates what’s coming next for the private capital industry’s very considerable operations blind spot?We won’t speak for our guest, but Gale Strategies will go on the record saying that the “front office” of private capital – for all their purported understanding of how technology rips up and transforms the playbook for every other industry – is missing the boat on their own industry (please pardon the mixed metaphors). But there are exceptions, and those exceptions are the ones to watch. We’re talking about front offices that get it and who see the CFO/operations leader in the correct light in view of every other industry. And a consulting firm to watch in that context is LewisLevy who are defining the seem between more traditional consulting for private capital that represents the opening way forward.

August 21, 2024Episode 327 min

The Definers Episode 3: Jessica McNellis and How Top Tier Media Happens

How do you get top tier coverage? Do you have a new product launch, partnership, funding, or are you making major strides for the future of your market and not getting proportionate recognition?Jessica has more than ten years of experience creating and leading B2B public relations for companies spanning the healthcare, technology, legal, and sciences industries. A seasoned media relations professional, she’s earned clients’ interview and byline placements with notable business outlets, including The New York Times, Forbes, Bloomberg, and The Wall Street Journal, and a myriad of regional and trade publications. She has a proven skill for connecting clients’ stories with relevant news and works with clients to ensure media placements are leveraged to further their message with target audiences through engaging content, social, and marketing materials. We ask her why some companies and their media relations succeed, and others fall short.

March 26, 2024Episode 232 min

The Definers Episode 2: Mike Trinkaus and Co-Sourcing

Mike Trinkaus and his team have defined what "co-sourcing" means in fund services. Category creators and those on their way to being one should listen in to find out what makes 4Pines Fund Services so successful in what they do. We ask Mike why other fund administrators are reluctant to take up co-sourcing in the same way his team does, why it's a winning formula for 4Pines, and what the innovation stack they're building looks like to better serve their clients.

March 5, 2024Episode 130 min

The Definers Episode 1: Richard Change and GP Solutions

Richard Change and his team have defined what “GP solutions” mean in the private capital software market. We ask Richard how he uncovered an unmet need no-one else was willing to tackle, how his team are solving the problems holding others back and how PFA Solutions is enabling a movement of and by their customers, for their customers.