Microsoft's America's Partner Leader joins Ultimate Partner



Unlock the secrets to explosive growth in the digital landscape! 



Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/



Check Out UPX: https://theultimatepartner.com/experience/



Is your business ready for 2026?



Welcome back to the Ultimate Guide to Partnering® Podcast.



Nina Harding, Microsoft's partner leader for the Americas, joins host Vince Menzione to discuss the seismic shifts happening at the start of Microsoft's fiscal year 2026. This isn't just another discussion; it's a deep dive into Microsoft's renewed partner-centric strategy, the transformative power of AI, and the tactical steps partners need to take now to thrive. Nina reveals how partners are now "front and center" in Microsoft's priorities, how a new industry-based structure is changing everything, and the crucial role of AI in boosting sales and innovation. She shares actionable insights on co-selling, the new "Frontier" mindset, and why being a "customer zero" for AI is no longer optional. This conversation provides a strategic roadmap for every partner looking to align with Microsoft's vision for the future.



Key Takeaways




* Partners are now one of Microsoft's top three priorities, with a major focus on tighter integration with sales teams and a "partner-first" tone from leadership.



* Microsoft is moving to a 100% industry-based structure in the US, with new industries like oil and gas and gaming, to focus on solving customer problems with industry experts and partners.



* The new "SDC" (Software Development Company) term is more comprehensive and inclusive than the traditional ISV (Independent Software Vendor) term.



* AI is delivering a 10% increase in pipeline, a 23% higher close rate, and a 9% larger book of business in revenues for sales reps who use it consistently.



* The "Frontier" mindset is Microsoft's new theme for FY26, emphasizing the exploration of possibilities with AI, moving beyond out-of-the-box functionality.



* The most critical advice for partners is to become "customer zero" for AI, differentiating themselves by articulating their value proposition and depth of expertise by industry.




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:



Microsoft, Nina Harding, Vince Menzi, Ultimate Partner, partner strategy, fiscal year 26, FY26, AI, artificial intelligence, Copilot, Microsoft partners, co-sell motion, customer engagement methodology, CEM, industry-based, operating units, OUs, Total Addressable Markets, TAM, small medium enterprise, SMC, software development companies, SDCs, ISV, channel partners, account executive, AE, solution areas, Biz Apps, security, Azure, Microsoft field, America's Partner Brief, APB, agentic AI, marketplace, digital transformation, Frontier, enablement, technical roles.



Transcript:



[00:00:00] Nina Harding: We're finding such intense productivity. Um, for example, with our sales reps, the ones that are using AI consistently, we're seeing, um, about a 10% increase in their pipeline. We're seeing a 23% higher close rate and 9%, uh, larger book of business in actual revenues.

with Leigh Ann Campbell, Ultimate Partner Community Member



Unlock the secrets to explosive growth in the digital landscape! 



Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/



Check Out UPX: https://theultimatepartner.com/experience/



Is your business ready for 2026?



Welcome back to the Ultimate Guide to Partnering® Podcast.



In this insightful episode of The Ultimate Guide to Partnering, host Vince Menzione welcomes Leigh Ann Campbell, CEO of Rev Alliances and a seasoned expert in building successful Microsoft partnerships. Leigh Ann shares her remarkable journey, including her pivotal role in transforming Quest into Microsoft's number one co-sell partner worldwide. They delve into the critical elements of effective partnering, introducing Leigh Ann's powerful "FAME" framework: Focus, Audience, Message, and Execution (now "E-squared" with Enablement).



The conversation uncovers practical strategies for navigating the complexities of the Microsoft ecosystem, emphasizing the importance of sales enablement for your own team, understanding Microsoft's internal scorecards, and aligning partnership goals with your CRO's revenue objectives. Leigh Ann provides valuable advice on focusing your approach, crafting the right message for the right Microsoft audience, and executing with precision. She also shares her vision for the future of Rev Alliances, including the exciting integration of AI to scale her proven methodologies and help even more partners achieve their greatest results.



Key Takeaways:




* Sales enablement for your own sales team is crucial for scaling your Microsoft partnership beyond the alliance team.



* Understanding the tectonic shifts in customer buying behavior is essential for rethinking partnership models.



* Data quality and a shared purpose between your company and Microsoft are fundamental for a strong partnership.



* Leigh Ann Campbell's FAME framework (Focus, Audience, Message, Execution/Enablement) provides a practical roadmap for partnership success.



* It's vital to understand Microsoft sellers' scorecards and how they are measured to align your efforts.



* Engaging your CRO and aligning partnership KPIs with sales goals is critical for company-wide buy-in and success.



* Focusing your efforts on a specific area of success within Microsoft and then expanding is more effective than trying to do everything at once.



* Building trust and making it easy to work with your company are key to successful engagement with Microsoft sellers.




Don’t miss this opportunity to gain insider knowledge from industry leaders shaping tomorrow's digital world. Tune in now for an inspiring conversation that could redefine your business strategy!



Keywords:



Microsoft partnership, co-sell, sales enablement, partner program, ISV, SI, Rev Alliances, Leigh Ann Campbell, Vince Menzione, Ultimate Guide to Partnering, FAME framework, focus, audience, message, execution, enablement, Microsoft sellers, channel partners, partner strategy, alliance management, tech partnerships, B2B partnerships, software partnerships, cloud partnerships, Azure, Microsoft Marketplace, partner center, co-selling with Microsoft, achieving partner success, partner growth, revenue generation, pipeline development, Microsoft ecosystem, navigating Microsoft, partner of the year,

Recorded Live at Ultimate Partner LIVE in Redmond, WA



Unlock the secrets to explosive growth in the digital landscape! 



Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/



Check Out UPX: https://theultimatepartner.com/experience/



Is your business ready for 2026?



Welcome back to the Ultimate Guide to Partnering® Podcast.



Join Alistair Butler, Jennifer Weis, and Steve Hale in a deep dive into Microsoft's Small, Medium, and Corporate (SME&C) business – aptly called the "Acre of Diamonds." This session unveils how Microsoft's intentional decision to establish SMEC as its fourth and fastest-growing region, now a $72 billion business, creates unparalleled opportunities for partners. Learn about the MCEM framework, a common methodology for solution selling, and how partners can strategically align their sales organizations, leverage Microsoft's investments, and build a "win formula" to unlock immense customer value and profitability in this high-growth segment.



Key Takeaways:




* Microsoft's SME&C (Small, Medium Enterprise and Channel) business is now its fourth and fastest-growing region, representing a $72 billion opportunity for partners.



* This dedicated SME&C region brings unprecedented consistency, dependability, and investment that did not previously exist across Microsoft's geographies.



* Partners must align their sales organizations with SME&C's customer segmentation and internal structure (ATU, STU pods) to gain engagement from Microsoft sellers.



* Leveraging Microsoft's funding and investments, particularly for driving Azure consumption and specific customer workloads, is a critical strategy for partners.



* The MCEM framework provides a consistent methodology and language for solution selling, enabling partners to fast-track their go-to-market and collaborate effectively with Microsoft sellers.



* Success in SME&C requires partners to have executive buy-in, build a clear "win formula," and focus on delivering end-to-end customer lifecycle services, as Microsoft relies heavily on partners for stages like "realize value" and "manage and optimize".




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.




https://youtu.be/a8jwaqWFNAA




Key Tags:



Microsoft partners, Acre of Diamonds, SME&C, mid-market, channel business, MCEM, Microsoft investments, partner programs, solution selling, Azure consumption, customer value, win formula, executive buy-in, sales alignment, territory planning, ATU, STU, ecosystem multiplier, partner profitability, co-sell, services revenue.



.




https://youtu.be/s33fltuizEo




Key Tags:



Microsoft, Lori Borg, Microsoft Partner, Go-to-Market, Technical Agility, Organizational Agility, AI, Agentic AI, Ecosystem, Partnerships, Growth Mindset, Digital Transformation, Business Strategy, Innovation, Technology, Microsoft Americas, Channel Partners, Sales, Marketing, Engineering, Customer Success, Microsoft Azure, Microsoft Cloud, Satya Nadella, Leadership, Entrepreneurship, Change Management,

Recorded Live at Ultimate Partner LIVE in Redmond, WA



Unlock the secrets to explosive growth in the digital landscape! 



Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/



Check Out UPX: https://theultimatepartner.com/experience/



Is your business ready for 2026?



Welcome back to the Ultimate Guide to Partnering® Podcast.



This was a fan favorite as I was joined by former Microsoft executive and current Elastic leader, Alyssa Fitzpatrick, as she reveals the strategies behind achieving pinnacle success as a Microsoft partner. Learn how Elastic consistently earns "Partner of the Year" awards by prioritizing technology innovation, fostering deep engineering alignment, and ensuring maniacal focus across all functional teams. Alyssa shares invaluable insights on gaining executive buy-in, establishing clear communication "swim lanes," and leveraging data to drive impactful decisions. Discover the importance of consistent engagement, human relationships in partnering, and why adaptability is the new IQ in today's rapidly changing market.



Key Takeaways:




* Achieving "ultimate partner" status requires a deep understanding of how to congruently apply principles across all aspects of the business.



* Executive commitment is paramount; the entire leadership team must be on board and actively driving the alliance strategy.



* Aligning functional teams (build, go-to-market, sell) with their Microsoft counterparts through dedicated points of contact ensures effective feedback and execution.



* Leading with technology and embedding innovation is the "secret sauce" for winning partnerships, going beyond traditional co-selling to integrate roadmaps and push for new functionalities.



* Resource allocation must align with strategic focus; sometimes trade-offs are necessary to maintain intensity on critical hyperscaler relationships.



* Data-driven decision-making and continuous analysis of performance are crucial for adaptability and predicting market shifts, allowing leaders to defend and explain their strategies to leadership.




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.




https://youtu.be/DgzjeaUiYM8?si=fScjJ-a3QaZlMMh0




Key Tags:



.Microsoft partner, Elastic, ultimate partner, partner of the year, cloud go-to-market, alliance strategy, executive commitment, technology innovation, engineering alignment, co-selling, go-to-market, influence strategy, partner resources, adaptability, data-driven decisions, human relationships, BRS, QBR, EBC, channel leadership.




https://youtu.be/s33fltuizEo




Transcription:



[00:00:00] Alyssa Fitzpatrick: Adaptability is that has become really the most important thing that any leader needs to do in this, this world that we're in. Um, it's no longer one, two year roadmaps. It's three months.



[00:00:16] Vince Menzione: We believe this time is like no other. We believe we refer to these as the tectonic shifts,



[00:00:22] Intro: all the hyperscalers in the world,

Recorded Live at Ultimate Partner LIVE in Redmond, WA



Unlock the secrets to explosive growth in the digital landscape! 



Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/



Check Out UPX: https://theultimatepartner.com/experience/



Is your business ready for 2026?



Welcome back to the Ultimate Guide to Partnering® Podcast.



Join us for an insightful conversation with Lori Borg, Vice President of Microsoft America's Go-to-Market, as she shares her incredible journey from Microsoft partner to a key executive at Microsoft. Dive deep into the critical importance of organizational and technical agility in today's rapidly changing tech landscape, especially within the Microsoft ecosystem. Lori emphasizes the need for technical intensity, urging partners to not only adopt the latest Microsoft technologies, including agentic AI, but also to apply them internally to drive innovation and efficiency. Discover the magic that happens when you strategically build with, sell with, and market with Microsoft, and gain valuable insights on how to foster a culture of growth and adaptability within your own organization to become the ultimate Microsoft partner.



We’re curating the very best of these moments—fireside chats, expert panels, and executive insights—so you can stay ahead of the curve and fully aligned to where Microsoft and the industry are heading.



And this is just the beginning.More sessions. More voices. More of what you need to know.



If you’re not yet part of the UPX Community, now’s the time to join us. Access exclusive content, events, and strategies that keep you in front of what’s next.



Thanks for being on this journey with us.— Vince



Key Takeaways




* Agility—both organizational and technical—is essential for Microsoft partners to adapt to rapid changes in the tech landscape.



* Partners should actively adopt and apply technical intensity, leveraging new technologies like agentic AI internally to drive innovation and efficiency.



* True success for Microsoft partners lies in strategically integrating efforts to build with, sell with, and market with Microsoft.



* A strong culture of agility, fostered from the top down, is crucial for organizations to remain competitive and adaptable.



* When introducing new initiatives, it's vital to not only generate energy but also provide clear clarity on practical implementation steps.



* Microsoft is committed to simplifying partner engagement and enhancing clarity in its processes, keeping partners at the core of its strategy.





https://www.youtube.com/watch?v=LDYnyj3IAXg




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.




https://youtu.be/s33fltuizEo




Key Tags:



Microsoft, Lori Borg, Microsoft Partner, Go-to-Market, Technical Agility, Organizational Agility, AI, Agentic AI, Ecosystem, Partnerships, Growth Mindset, Digital Transformation, Business Strategy, Innovation, Technology, Microsoft Americas, Channel Partners, Sales, Marketing, Engineering, Customer Success,

Recorded Live at Ultimate Partner LIVE in Redmond, WA



Unlock the secrets to explosive growth in the digital landscape! 



Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/



Check Out UPX: https://theultimatepartner.com/experience/



Is your business ready for 2026?



Welcome back to the Ultimate Guide to Partnering® Podcast.



Join industry leaders John Janke of Tackle.io and Shane Wilson of Cohesity as they delve into the transformative power of cloud marketplaces. This engaging discussion explores the evolution of marketplace adoption, from its early pioneering days to its current status as a multi-billion dollar opportunity. Discover how buyer behavior is shifting, the increasing importance of channel partners, and the strategies that winning ISVs are employing to achieve unprecedented scale in the cloud go-to-market.



We’re curating the very best of these moments—fireside chats, expert panels, and executive insights—so you can stay ahead of the curve and fully aligned to where Microsoft and the industry are heading.



And this is just the beginning.More sessions. More voices. More of what you need to know.



If you’re not yet part of the UPX Community, now’s the time to join us. Access exclusive content, events, and strategies that keep you in front of what’s next.



Thanks for being on this journey with us.— Vince




https://youtu.be/kydm0sEq6ac?si=XbuyStK3opiB-i6e





* KEY TAKEAWAYS:



* The cloud marketplace has evolved from a niche concept to a multi-billion dollar ecosystem, with projections to reach $100 billion by 2026.



* Buyer behavior is shifting, with a significant increase in buyers utilizing cloud marketplaces for procurement across all software and partner types.



* The role of channel partners is becoming increasingly critical, with marketplace strategies shifting from ISVs to channel partners who own the buyer relationship.



* Successful ISVs are integrating marketplace and co-sell motions into a unified company-wide cloud go-to-market strategy, encompassing sales, product, rev ops, and marketing.



* The concept of "storefront evolution" is emerging, where buyers discover products in new places beyond traditional marketplaces, leading to more specific solutions and bundles.



* Consistency in strategy, execution, and celebrating wins is paramount for navigating the evolving cloud marketplace landscape and achieving long-term success.




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.




https://youtu.be/s33fltuizEo




Key Tags:



Cloud go-to-market, cloud marketplace, ISV, channel partners, co-selling, procurement, software sales, digital transformation, B2B software, multi-party offers, ecosystem, strategic partnerships, revenue growth, sales motion, alliances, rev ops, marketplace operations, product-led growth, SMB, enterprise, storefronts, cyber resiliency, Microsoft partnership, NetApp, Amazon, CrowdStrike, Salesforce, Workday, ServiceNow, Wiz, PAX8, Ingram Micro.

Recorded Live at Ultimate Partner LIVE in Redmond, WA



Unlock the secrets to explosive growth in the digital landscape! 



Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/



Check Out UPX: https://theultimatepartner.com/experience/



Is your business ready for 2026?



Welcome back to the Ultimate Guide to Partnering® Podcast.



Join Microsoft's Sandy Gupta and NVIDIA's Pat Lee as they explore the monumental shifts driven by AI in the software landscape. Discover why "ISV" is transforming into "SDC" (Software Development Company) , the dramatic reduction in AI token costs and hallucination rates, and the acceleration of cloud migrations. Learn about Microsoft's commitment to a "marketplace first" approach and a single $1 billion marketplace deal this quarter , and NVIDIA's vision of embedding AI into every application. This discussion highlights the emergence of agentic AI, the convergence of ISVs and SIs, and the critical importance of embracing AI for all partners to drive significant business outcomes and avoid being left behind.



We’re curating the very best of these moments—fireside chats, expert panels, and executive insights—so you can stay ahead of the curve and fully aligned to where Microsoft and the industry are heading.



And this is just the beginning.More sessions. More voices. More of what you need to know.



If you’re not yet part of the UPX Community, now’s the time to join us. Access exclusive content, events, and strategies that keep you in front of what’s next.



Thanks for being on this journey with us.— Vince




https://youtu.be/ld9h1pZJ_Ro




Key Takeaways:




* The terminology for independent software vendors (ISVs) is evolving to Software Development Companies (SDCs) to reflect a broader scope of software innovation.



* The cost of AI tokens has dramatically decreased, and AI hallucination rates have significantly gone down, leading to greater democratization of AI.



* Cloud migrations are accelerating, largely driven by AI, which is broadening opportunities across the entire value chain for the ecosystem.



* Microsoft is adopting a "marketplace first" approach, with a single $1 billion marketplace deal projected for this quarter, indicating a massive shift in how software is sold and consumed.



* Agentic AI, characterized by headless agents focused on specific tasks, is a rapidly emerging area with significant potential for business process automation and interoperability across different applications.



* The industry is witnessing a convergence of ISVs and system integrators (SIs), as customers require both robust software and hands-on implementation and change management support.




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.




https://youtu.be/s33fltuizEo




Transcript:



Key Tags:



AI innovation, software development companies, SDC, cloud marketplace, NVIDIA AI, agentic AI, digitaansfol trrmation, B2B technology, strategic partnerships, ecosystem growth,

Cyril Belikoff at Ultimate Partner LIVE in Redmond, WA



Unlock the secrets to explosive growth in the digital landscape! 



Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/



Check Out UPX: https://theultimatepartner.com/experience/



Is your business ready for 2026?



Welcome back to the Ultimate Guide to Partnering® Podcast.



I’m excited to bring you even more from the Ultimate Guide to Partnering®—and this one’s straight from the main stage at Ultimate Partner LIVE at Microsoft’s Conference Center in Redmond.



If you haven’t been in the room yet, these events are something special. The energy, the insights, the access—it’s where strategy meets execution, and the partner community comes alive.



In this episode, we feature a powerful session with Cyril Belikoff, Microsoft’s new leader for Marketplace, who joined us to share his bold vision for the future.



Cyril dives into:




* The “lightbulb moment” around AI and why it changes everything



* How Microsoft is mainstreaming the Marketplace as a core GTM motion



* What partners need to know about incentives, MCAPS priorities, and the rise of multi-party offers



* And how the shift to AI and ecosystem selling is redefining what success looks like in this era




We’re curating the very best of these moments—fireside chats, expert panels, and executive insights—so you can stay ahead of the curve and fully aligned to where Microsoft and the industry are heading.



And this is just the beginning.More sessions. More voices. More of what you need to know.



If you’re not yet part of the UPX Community, now’s the time to join us. Access exclusive content, events, and strategies that keep you in front of what’s next.



Thanks for being on this journey with us.— Vince




https://youtu.be/yIfT1HZriGQ?si=yq_hIvNSp1pvrWtS




Key Takeaways:




* AI adoption is creating exponential opportunities for partners, with leading customers seeing 10x ROI in just over a year.



* Microsoft's marketplace is centralizing digital transactions, incentivizing co-selling, and simplifying procurement for customers.



* Microsoft prioritizes its partners, offering the highest compensation among hyperscalers and integrating marketplace deeply into its products.



* The multi-party offer (MPO) capability is driving significant sales growth, enabling partners to collaborate effectively and increase deal sizes.



* Microsoft emphasizes a channel-led approach, empowering partners to scale and leverage the marketplace for software and application sales.



* Microsoft views the current AI landscape as a "light bulb moment," urging partners to innovate and build solutions within its ecosystem.




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.




https://youtu.be/s33fltuizEo




Transcript:



Key Tags:

From Ultimate Partner LIVE in Redmond, WA



Unlock the secrets to explosive growth in the digital landscape! 



Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/



Check Out UPX: https://theultimatepartner.com/experience/



Is your business ready for 2026?



Welcome back to the Ultimate Guide to Partnering® Podcast.



This episode is something special.



It was originally recorded as the kickoff conversation for our May Ultimate Partner LIVE event—a powerful session that featured none other than Nicole Dezen, Microsoft’s Chief Partner Officer, and a true champion of the ecosystem.



Now, we’re bringing it to you, our amazing Ultimate Partner Podcast community.



In this candid and insightful conversation, Nicole shares Microsoft’s unwavering commitment to its 500,000+ strong partner ecosystem—especially poignant as the company celebrates its 50th anniversary.



We explore how partners are not just part of the Microsoft story—they are the story.From driving innovation to fueling growth in the era of AI, this dialogue makes clear that partners are at the heart of Microsoft’s transformation agenda.



You’ll hear about the company’s FY26 strategic priorities—known as MCAPS—including renewed focus and record investment in the SMB segment, and the role of partners in shaping what’s next.








https://www.youtube.com/watch?v=3vuEsmcPvD4




Partnerships are Microsoft's Core: Microsoft's foundational commitment to its partner ecosystem is deeply ingrained in its 50-year history and remains central to its future strategy.



AI is a Partner-Led Opportunity: Partners are crucial to driving AI transformation, with Microsoft actively supporting and incentivizing those who leverage AI for customer solutions and business growth.



Substantial Profitability for Partners: The Microsoft ecosystem offers significant financial returns, with partners earning multiple dollars for every dollar of Microsoft revenue, boosted further by generative AI.



Strategic Alignment with Microsoft Priorities: Partners can maximize their success by understanding and aligning with Microsoft's five MCAPS priorities, which guide both Microsoft's internal sales and partner incentives.



Targeted Investments for Ecosystem Growth: Microsoft continues record investments in its partner ecosystem, with a strong focus on empowering partners, especially those serving the high-growth small and medium enterprise (SMB) segment.



"Customer Zero" Enhances Partner Credibility: Partners are encouraged to use Microsoft technologies, particularly AI tools, internally ("Customer Zero") to build authentic experience and credibility for customer engagements.




https://youtu.be/s33fltuizEo




Transcript:



(0:00) So I wanna take this moment to welcome a friend, (0:03) an incredible leader, somebody who leads the largest, (0:09) imagine this, the largest ecosystem in our industry (0:12) is the Microsoft ecosystem, (0:14) with over 500,000 partner organizations. (0:19) Nicole Deason has done an outstanding job (0:22) of taking this organization to the next level. (0:26) In fact, we recognize, Nicole was on my podcast last year, (0:29) we were up here in Redmond, (0:30) we recorded a really great interview.

The Marketplace Revolution: Transforming How Software is Bought and Sold.



Unlock the secrets to explosive growth in the digital landscape! 



Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/



Check Out UPX: https://theultimatepartner.com/experience/



If you haven't yet attended one of our Ultimate Partner Events, you're in for a truly magical and industry-leading experience. In case you missed our Winter Retreat, we're bringing one of the final sessions to you here: the Ultimate Guide to Partnering.



In this session, join industry leaders Jason Rook, Dux Sy of AppPoint, and Dexter Hardy of Integral as they dissect the reality behind the cloud marketplace hype.



This dynamic panel explores the tectonic shifts driving customer behavior and how major hyperscalers are responding. Industry leaders Jason Rook, Dux Sy of AppPoint, and Dexter Hardy of Integral dissect the reality behind the cloud marketplace hype.



This dynamic panel delves into the tectonic shifts driving customer behavior and how major hyperscalers are adapting. Discover firsthand accounts of achieving unprecedented reach, accelerating deal velocity, and transforming sales strategies through platforms like the Azure Marketplace.



Explore the evolving promises of marketplaces, from lowering the cost of goods sold to the strategic shift in salesforces and the power of co-selling. Gain invaluable insights into public vs. private offers, multi-cloud strategies, and the role of enablers in navigating this complex ecosystem. Whether you're a startup or an established enterprise, this session provides actionable takeaways to leverage the immense potential of cloud marketplaces and future-proof your partnering strategy in the age of AI.




https://youtu.be/FGed2N2JC2U?si=p9T33-eu5Y7PnhK0




Here are 8 key takeaways from the discussion:




* Cloud marketplaces are experiencing real and significant growth, driven by customer buying behavior and the need for digital transactions.



* Marketplaces offer unprecedented reach and the potential for rapid global expansion, as demonstrated by Integral's experience.



* Co-selling through marketplaces aligns incentives and can accelerate deal velocity and increase deal size, particularly with cloud consumption commitments.



* The "lower cost of goods sold" promise of marketplaces is more readily realized by startups with simpler offerings than large enterprises with complex sales motions.



* Marketplaces are driving a shift in salesforce strategies, with companies increasingly embracing digital-first approaches and leveraging marketplaces for customer acquisition.



* Combining channel strategies with marketplaces, including multi-party private offers, presents significant opportunities for growth and new service offerings.



* The choice between public and private offers depends on the company's maturity, brand recognition, and the nature of their solutions, with public offers being beneficial for initial brand building and private offers for larger, custom deals.



* While professional services can be offered through marketplaces, they don't typically decrement cloud consumption commitments, making software sales the primary driver for leveraging those commitments.




It was another bold, thought-provoking, and energizing discussion that left the audience inspired and...

Why the C-Suite Must Rethink Everything—From Sales to Strategy—in an AI-Driven World



How to challenge conventional thinking and how executives must adapt to the current marketplace.



Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/



Check Out UPX: https://theultimatepartner.com/experience/



This dynamic panel discussion dives deep into the tectonic shifts impacting the tech industry, particularly the role of AI and the evolution of partnerships. Industry experts Jay McBain, Janet Schijns, and Greg Sarafin challenge conventional thinking, emphasizing the urgent need for companies to elevate partnering to the C-suite and adapt to the rapid advancements in AI. The conversation explores how AI is poised to disrupt SaaS, reshape revenue models, and even alter the very nature of work. The panelists debate the balance between direct sales and channel strategies, the impact of marketplaces, and the importance of integrating partnering throughout an organization's operating model.



The discussion also addresses the potential for AI to both streamline operations and create friction, with panelists highlighting the importance of data integration and the development of agentic technologies. The panel grapples with the promise of AI-driven efficiency gains versus the need to preserve human-centered experiences, particularly in local communities. Ultimately, the conversation underscores the transformative power of AI, the evolving dynamics of partnerships, and the critical need for businesses to embrace change to remain competitive in a rapidly evolving landscape.




https://youtu.be/OkN7nfSLuKY?si=A8q9mu-niYhFZLwL




Key Takeaways




* AI is Disrupting SaaS: The panelists believe AI is rapidly changing the SaaS landscape, potentially rendering traditional SaaS models obsolete within a few years if they don't adapt to autonomous SaaS.



* Partnerships Need Elevation: There's a concern that partnerships are not being prioritized at the board and C-suite level, which could negatively impact companies' success.



* AI Will Change Work: AI is expected to significantly impact the workforce, with agents potentially replacing task-oriented roles and digital twins augmenting human capabilities.



* Revenue Models Are Evolving: AI is driving a shift away from traditional subscription models, with new pricing structures emerging.



* Marketplaces Are Important: Marketplaces are playing a growing role in shaping buying behavior and influencing which tech stacks and ecosystems are successful.



* Direct Sales vs. Channel: The panel discusses the evolving balance between direct sales and channel strategies in an AI-driven world, with a potential shift in the calculus of cost of sales.



* Data Integration is Key: Effective use of AI in partnerships requires robust data integration across different systems and platforms.



* Human Element Matters: Despite the rise of AI, there's an expectation that human-centered experiences and local businesses will remain important, particularly in the SMB sector.




Don’t miss this opportunity to gain insider knowledge from industry leaders shaping tomorrow's digital world. Tune in now for an inspiring conversation that could redefine your business strategy!



Show more...