
B2B Sales Expert and Award Winning Author, Jim Irving 



I'm thankful to all of the great thought and business leaders who come to Ultimate Guide to Partnering®, sharing principles, success strategies, and best practices that help technology organizations thrive during this age of change and transformation. For the last of this three-part series, I am excited that award-winner author, Jim Irving, joins Ultimate Guide to Partnering to share how to achieve your greatest results in 2022, with a view toward "Selling with Partners."



CEO at Merit Consulting and Author of three bestsellers, Jim Irving, has built an enviable international reputation in IT. Over decades in the IT industry in various sales and marketing capacities, Jim Irving now works with many startups in the technology space, primarily helping them execute and grow the business.



After our recent collaboration on his third book, "The B2B Sales Top Tips Guidebook", I invited Jim to discuss how partner leaders can optimize sales to deliver their most outstanding results. In this episode, Jim and I discuss our collaboration and his view of integrating partner-selling into large multi-national sales organizations. 



I hope you enjoy this discussion as much as I enjoyed welcoming Jim Irving as a guest on Ultimate Guide to Partnering®.



Other episodes featuring Sales Experts.



* 119 – One Sales Leaders Focus to Empower Organizations Through Effective Selling Skills with Sam McKenna.* 90 - Partner Co-Selling - Why Trust, Commitment, and Focus are Critical to Success with Cassandra Gholston, CEO of PartnerTap.



Links & Resources



* Jim's Latest Book, Featuring Chapter 30 on Partnering * Find Jim Irving on LinkedIn* See All Episodes* Rate & Review – please, this helps more listeners find us!* Learn more how Ultimate Partnerships helps technology organizations optimize partner results.* Ultimate Guide to Partnering Linked In – Stay tuned as I'll share details around our new offering for you.* Subscribe to Ultimate Guide to Partnering on Apple, Spotify,  Google,  Audible,  <a target="_blank" href="https://soundcloud.

133 – Achieving Your Greatest Results Selling with Partners, with Jim Irving.

Empowering partners to thrive during this time of rapid transformation.

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Elliotte Dunlap’s Top Rated Ultimate Partner LIVE Session is now on Ultimate Guide to Partnering. 
In November 2023, over 300 Microsoft partners, leaders, experts from Microsoft, and ambassadors assembled for an incredible two days in Dallas, Texas. Today, we bring you back to another astonishing session led by Elliotte Dunlap, a Microsoft Partnership Leader. In this recorded session, Elliotte demystifies and decodes Microsoft’s Sales Engagement Methodology (MCEM) for this partner audience to help them best align for effective co-selling with Microsoft. Listen today to Crack the Code on Microsoft’s MCEM to Unlock Co-Selling Success.
The Microsoft Customer Experience Model (MCEM) is a framework designed by Microsoft to help organizations optimize their customer engagement and experience strategies. MCEM provides a structured approach to understanding, managing, and improving the customer journey through various stages, from awareness and consideration to purchase and post-purchase interactions.
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221 – Crack the Code on Microsoft’s MCEM to Unlock Co-Selling Success

Kevin Peesker’s Ultimate Partner LIVE Session now on Ultimate Guide to Partnering®
Today, we have a very exclusive interview. In November of 2023, over 300 Microsoft partners, leaders, experts, from Microsoft, and ambassadors all assembled in Dallas, Texas, for an incredible two days. Today, we bring you back to this incredible session with Kevin Peesker, President of Worldwide SMC & Digital at Microsoft, where he takes us on a journey through technology and the advent of AI. We also deep dive into why this SMC business of over $60 billion within Microsoft is your rich “acre of diamonds” as a partner to grow your business in the coming years!
What You’ll Learn
Vince Menzione and Kevin Peesker discussed Microsoft’s strategy for growth and partnership, emphasizing the importance of understanding the customer’s purpose and aligning with them to empower them through technology. Peesker highlighted Microsoft’s $60 billion business globally and its interconnected strategy with partners. At the same time, Menzione invited Peesker to ask questions and opened the floor for Q&A.; Peesker also discussed the potential of AI to drive positive change in society while acknowledging the need for careful consideration and responsible implementation. Finally, speakers discussed the rapid advancements in Artificial Intelligence (AI) and its potential to revolutionize various industries, focusing on leveraging AI to augment human capabilities and drive innovation within organizations.
Key Points
Microsoft’s $60B business strategy and AI impact with partners.

Kevin Peesker: Partners are the leading edge of Microsoft’s growth.
Kevin Peesker, Microsoft representative, shares insights on $60B global business.
Peesker discusses strategy, interconnectedness with audience’s organizations.

AI innovation and its impact on society.

Kevin Peesker: Industry has evolved tremendously, now at a unique point in time.
Peesker asks for commitment to make change and serve the world.
Kevin Peesker and others discuss the power of technology to amplify human ingenuity.

Microsoft’s strategy for engaging with customers, partners, and the global economy.

Kevin Peesker outlines Microsoft’s strategy for building a global, digitally scaled organization.
Microsoft prioritizes deep alignment with large corporate customers, leveraging partnerships for SMB engagement.
Kevin Peesker: Resetting tech strategy in response to demographic challenges.

AI adoption across industries and functions, with a focus on government and public sector.

AI is transforming industries by delivering outcomes and eureka moments.
Kevin Peesker highlights the adoption of AI in various industries, including government, financial services, and agribusiness.
Early adopters in financial services are leveraging the cloud for engagement, while a large bank in Kevin’s home country is shifting its technology budget to Azure.

AI applications in various industries, including healthcare and car buying.

Kevin Peesker highlights AI’s potential in healthcare, finance, and other industries.
Kevin Peesker discusses the potential of AI in various industries, including healthcare and car buying.
Open AI service helps car company Carmex disrupt the industry by providing honest and transparent content creation.

AI innovation and productivity enhancement in various industries.

Speaker 2: Innovating at scale, changing everything we do (0:27:22)
Speaker 3: New Bing search engine, edge web browser with chat scope (0:29:30)
Microsoft 365 Copilot unlocks 90% of PowerPoint’s potential, summarizes meetings, and automates workflows.
Microsoft demonstrates 55% boost in developer productivity with AI-generated code.

Empowering employees with AI-powered copilot in Power BI for data analysis and insights.

Sam, an HR analyst, uses Copilot in Power BI to quickly find and share insights, saving hours or days of manual work.
Copilot adds charts, slicers, and a rich text description to the report, making it interactive and easy to understand.
CEO’s can leverage AI assistants to make data-driven decisions.
Kevin Peesker highlights Microsoft’s new chat service, Microsoft 365 Copilot, which leverages AI to analyze data sets and improve productivity.
Peesker demonstrates how Copilot can transform work habits for millions of organizations, enabling them to work more efficiently and effectively.

Microsoft 365 chat’s capabilities for work efficiency.

Copilot helps marketer at home improvement store with tasks, including finding opening details and market research.
Copilot provides recommendations based on constraints, such as date and speaker, to help solve problems.
Speaker 15 describes a new home improvement concierge service, highlighting its impressive retail experience.
Kevin Peesker is amazed by the efficiency of the new way of working, saving time and energy.

Empowering partners with AI technology.

Kevin Peesker: AI technology will be 20 times more powerful in next 10 years.
Kevin Peesker urges audience to seize industry-changing moment in coffee sector.
Kevin Peesker emphasizes the importance of intentionality and skills development for partners.

Action Items

[ ] Drive the development of AI skills and capabilities within organizations.
[ ] Be intentional with customers about delivering business outcomes using AI.
[ ] Connect strategy to outcomes and help customers deliver their first outcome using AI.
[ ] Leverage Microsoft’s cloud programs and incentive structures to support engagement with customers.
[ ] Start building AI practice and offers focused on key areas.

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Announcing Ultimate Partner Executive Summit
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Our next event is just around the corner and everyone is welcome. Although the event is open to the public, we want to give a special privilege to our members. Which means the Q&A; session is exclusive to members only. It’s bound to be an exciting event and we look forward to seeing you all there!
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Dive right in and send a direct message to any member of UPX community! You are not just joining a group, but unlocking an open and vibrant network of professionals waiting to connect with you. Seize this golden opportunity to expand your horizons, fuel your career growth and discover exhilarating business prospects. The world is your oyster at UPX, let’s explore it together!
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220 – Unveiling Microsoft’s Strategic Vision for Growth and AI Partnerships

Ultimate Guide to Partnering®

133 – Achieving Your Greatest Results Selling with Partners, with Jim Irving.

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