
Google’s Partner Engineering Head Joins Ultimate Guide to Partnering®



Google Cloud is approaching a $30B business, and its partners have witnessed remarkable success in driving bold digital transformation journeys for customers.  In this Ultimate Guide to Partnering episode, Clive D'Souza takes us through the role and mission of Google Cloud's Partner Engineering organization, explains how his team supports customers and partners on their transformational journey and how partners can best engage with his organization to drive win-win-win outcomes through precision partnering. I enjoyed this insightful conversation, especially our deep dive into ethical AI and the use of AI for Good! Tune in to learn how Google Cloud's Partner Engineering drives the use of AI for good!



In Clive's words 



Clive D'Souza is a technology leader with over 20 years of industry experience. Clive is an engineer by trade, a general manager by choice, with a passion for solving customer problems. He has held senior leadership positions at several companies, including Amazon Web Services, Oracle Cloud Infrastructure, Intel Corporation, and Honeywell Flight Control Systems. 



In his current role as the Head of Partner Engineering at Google Cloud Platform (GCP), Clive leads a team of engineers who work with Google's partner ecosystem to help businesses build, deploy, manage, and migrate their applications on GCP. Partner Engineering focuses on bringing to market some of the most advanced and cutting-edge technologies from GCP and third-party software providers.



What You’ll Learn




* The mission of partner engineering.3:27

* Partner engineering focuses on technology enabling and delivery excellence.



* Partner ecosystem. Mission and mission.



* How to organize a Google team for success.



* Partner-led organization. Partner-first





* Organize by the partner and skill up.6:40

* One plus one equals one, solving for the customer first.



* Google is highly differentiated.





* How do you look for expertise in partners?9:44

* The entire cloud ecosystem is moving and maturing.



* RAMP, rapid migration program.



* Why Google Cloud partners should choose to work with them.



* What makes a good partner?





* Clive’s definition of a successful partner.15:02

* Clive shares what he looks for in a successful partnershipas.



* The customer has to be the 360 for a successful partnership.





* Transitioning to the cloud.18:24

* Peeling away old apps and refactoring legacy applications.



* An ongoing journey of transformation.



* Steps to follow during a migration.



* Migration wave one, wave two and wave three.





* How is google cloud approaching the generative Ai arms race?<a href="https://otter.ai/u/r6e15VW_JMuJ4M9BLPVFpUaHDfM?

183 – How does Google Cloud’s Partner Engineering Drive the Use of AI for Good?

Empowering partners to thrive during this time of rapid transformation.

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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 a...

220 – Unveiling Microsoft’s Strategic Vision for Growth and AI Partnerships


Janet Schijns joins Ultimate Guide to Partnering®.



I'm excited to welcome my next guest to Ultimate Guide to Partnering. Janet Schijns is a go-to-market and profitable growth expert, board member, ecosystem growth expert, and megacosm guru. 



As CEO of JS Group, a transformative market consulting firm, Janet is a visionary of the channel ecosystem; she is in charge of developing GTM plans and numerous 5-star, award-winning channel programs. Her approach is to manage challenges with a razor-sharp problem-solving skill set that delivers. Janet has the "street cred" and experience to close deals in business and operating models, sales channels, partner development, product innovation, digital transformation, robotics and automation, and ecosystem management. In this episode, Janet and I deep dive into why partnerships fail & how to fix them.



Let's dive into the world of channels and ecosystems with Janet as she shares her expertise on the challenges executive-level managers encounter in channel strategy, marketplace predictions, the role of generative AI, market action planning, and fail-first strategy. She also discusses how to address the lack of women in partnerships, protect women from abuse through financial independence, and more.



What You’ll Learn




* The reasons why the C-suite of an organization still struggles with channel strategy. (05.52)



* The Chief Partner Officer's role requires a unique set of skills. (11.00)



* The importance of a CEO becoming a partner leader. (16.32)



* Partnering is not just about the positivity. It's also about the negativity. (24.07)



* The future of the marketplace and the role of Gen AI. (31.37)



* The importance of learning the fail-first strategy in market action planning. (34.07)



* Challenging everything in the fast-changing world. (39.52)



* Financial independence of women and safety from abuse. (43.25)



* The possible solutions for the lack of women in partnerships. (47.10)



*  Advice for the second half of 2024. (50.31)




Quotes



"Your strategy for partnering is not about routes to market. It's about the commercialization of innovation."



"A good partner should be a part of your team."



"You're gonna see a world where it's not always the best solution that wins. It's often the person that dealt with risk best."



LISTEN ON YOUR FAVORITE PODCAST APP



Watch on YouTube



Announcing Ultimate Partner Experience 



Ever wonder what you could achieve with the right partners? Dive into the Ultimate Partner Experience Community (UPX) and discover a world of possibilities!



Don't miss out on 50% off for your first year using code EARLYBIRD at checkout.



Exclusive Content



Gain access to cutting-edge content and events crafted by partnership professionals. Stay ahead with strategies, trends, and in-depth interviews with the industry leaders in partnerships.



Access to a Like-Minded Community 



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.

219 – Why Partnerships Fail and How to Fix Them!


Our First Ultimate Guide to Partnering® Solocast in Years!



This is my first solocast in the new Boca Raton Studio. Come listen as I share a synopsis of the first four months of 2024.



Throughout the episode, I will dive deep into working with the top hyperscalers like Microsoft, the importance of marketplaces and co-selling, rapid changes after the global pandemic, and how we have voted the business, including the highly successful previous Ultimate Partner LIVE event.



You will also get a glimpse of what’s ahead, including in the next live event we plan to host on May 30th, 2024.



What You’ll Learn




* The rapid transformation of things after the COVID-19 pandemic. (02.55)



* The dominance of the marketplaces and predictions for the coming years. (05.56)



* Ultimate Partner LIVE in Dallas, Texas, participating with over 300 leaders. (08.17)



* The journey of the Ultimate Guide to Partnering podcast with amazing leaders so far in 2024. (11.58)



* Conversations with hyper-scale leaders to educate partners on working with tech giants. (18.12)



* Ultimate Partner Experience community and its purposes. (23.50)



* The ultimate partner executive summit will be held on May 30, 2024. (31.00)




LISTEN ON YOUR FAVORITE PODCAST APP



Watch on YouTube



Announcing Ultimate Partner Experience 



Ever wonder what you could achieve with the right partners by your side? Dive into the Ultimate Partner Experience Community (UPX) and discover a world brimming with possibilities!



Don't miss out on 50% off for your first year using code EARLYBIRD at checkout.



Exclusive Content



Gain access to cutting-edge content and events crafted by partnership professionals. Stay ahead with strategies, trends, and in-depth interviews with the industry leaders in partnerships.



Access to a Like-Minded Community 



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!



Make Connections That Matter!



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!



Come Join Us







I'm thrilled to welcome you to this journey. Let's navigate, thrive, and redefine success in the tech partnership landscape together. Come Sign Up 



LISTEN ON YOUR FAVORITE PODCAST APP



Now on YouTube



Transcription – by Otter.ai – Expect Many Typos



Summary Keywords

218  – Let Us Be Your Guide to Ultimate Partner Success!


Josh Greene Joins Ultimate Guide to Partnering®



We are excited to launch our first AWS episode in years. Join us as we delve into marketplace development and partnership success at AWS with our special guest, Josh Greene. 



Josh is responsible for Marketplace Success at AWS and brings over 20 years of experience in startups, channel partners, and ISVs to this role. In this episode, Josh brings valuable insights into driving revenue generation, strategic partnerships, and global expansion, decoding AWS Marketplace Success, and how partners achieved billions last year. 



Josh shares his expertise as the Sr. Manager of Global Seller Innovation/MP Development at AWS. Discover how AWS and partners leverage cloud commitments for partner success, the strategies behind AWS Marketplace growth, and the pivotal role of partner engineering in streamlining the sales process. 



Tune in to learn the importance of collaboration, innovation, and customer obsession in achieving success with AWS Marketplace. Don't miss out on actionable insights to scale your business and drive innovation with AWS.



What You’ll Learn




* Marketplace development and partnership success at AWS. (0:02)



* Leveraging cloud commitments for partner success. (4:06)



* Leveraging AWS Marketplace for partner success. (9:09)



* AWS marketplace growth, leadership principles, and customer obsession. (14:05)



* Partnering with AWS and reaching a billion-dollar milestone. (18:18)



* The importance of partner engineering in streamlining the sales process. (23:41)



* AWS success factors, including urgency, coalition building, and vision creation. (28:22)




LISTEN ON YOUR FAVORITE PODCAST APP



Watch on YouTube



Announcing Ultimate Partner Experience 



Ever wonder what you could achieve with the right partners by your side? Dive into the Ultimate Partner Experience Community (UPX) and discover a world brimming with possibilities!



Don't miss out on 50% off for your first year using code EARLYBIRD at checkout.



Exclusive Content



Gain access to cutting-edge content and events crafted by partnership professionals. Stay ahead with strategies, trends, and in-depth interviews with the industry leaders in partnerships.



Access to a Like-Minded Community 



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!



Make Connections That Matter!



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!



Come Join Us



I'm thrilled to welcome you to this journey. Let's navigate, thrive, and redefine success in the tech partnership landscape together.

217  – Decoding AWS Marketplace Success: How Partners Achieved Billions Last Year.


Dexter Hardy Joins Ultimate Guide to Partnering®



Dexter Hardy, President and Chief Technology Officer of Integral, a company that brings over two decades of IT expertise to helping companies massively shift to Microsoft Azure. Last year alone, Ntegral's over 300 Marketplace offerings drove over 100 million hours of Microsoft Azure consumption. In this Ultimate Guide to Partnering episode, he shares his journey from SI to ISV success, unlocking his cloud marketplace growth strategies.



From cloud migration to fostering partnerships in the tech industry, Dexter delves into key topics, including productization, brand building, and community focus for startups, with a focus on leadership, innovation, and adapting to technological shifts.



In this Ultimate Guide to Partnering episode, Dexter shares invaluable insights on mastering marketplaces, nurturing personal growth, and orchestrating successful partnerships. This episode is packed with actionable strategies for business growth and navigating the ever-evolving tech landscape. Don't miss it.



What You’ll Learn




* Partnering and marketplace success with Microsoft ISV. (0:02)



* Cloud migration, marketplace solutions, and customer needs. (4:58)



* Business growth and partnerships in the tech industry. (9:32)



* Productization, brand building, and community focus for a tech startup. (13:53)



* Leadership, community building, and tech innovation. (20:21)



* Personal growth, leadership, and company success. (28:31)



* Mastering the marketplace, nurturing family, and successful partnerships. (34:22)



* Partner experience and event planning. (41:54)




LISTEN ON YOUR FAVORITE PODCAST APP



Watch on YouTube



Announcing Ultimate Partner Experience 



Ever wonder what you could achieve with the right partners by your side? Dive into the Ultimate Partner Experience Community (UPX) and discover a world brimming with possibilities!



Don't miss out on 50% off for your first year using code EARLYBIRD at checkout.



Exclusive Content



Gain access to cutting-edge content and events crafted by partnership professionals. Stay ahead with strategies, trends, and in-depth interviews with the industry leaders in partnerships.



Access to a Like-Minded Community 



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!



Make Connections That Matter!



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!



Come Join Us



I'm thrilled to welcome you to this journey. Let's navigate, thrive, and redefine success in the tech partnership landscape together.

183 – How does Google Cloud’s Partner Engineering Drive the Use of AI for Good?

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