Hybrid Cloud Partners

On today's episode of The Microsoft Hybrid Cloud Partners Podcast, Adam Burke and Mike Hartman are joined by Marco Rota and Mike La Torre from Lumen Technologies. The conversation explores Lumen’s transformation from a traditional telecom provider into a platform enabling enterprise cloud and edge computing powerhouse, and how its network infrastructure supports Microsoft’s Adaptive Cloud strategy, with Azure Local at the core. Together, they break down how combining fiber networks, edge compute, and Azure Local enables low-latency, AI-driven use cases across industries, from retail and supply chain to real-time global production environments, while also sharing lessons from Lumen’s own internal cloud and AI transformation.  

In this episode you’ll learn:       

• Key lessons from Lumen’s own AI and cloud transformation that apply to enterprise customers 
• Why low-latency networks are critical for AI and real-time data processing 
• How Lumen Technologies is transforming from a traditional telecom into a cloud and edge platform 

Some questions we ask:     

• Where does Lumen fit into Microsoft’s adaptive cloud model? 
• How has Lumen’s internal transformation influenced how you serve customers? 
• What should customers consider when building an AI and infrastructure strategy? 

Resources:       

View Marco Rota on LinkedIn  

View Mike La Torre on LinkedIn  

View Adam Burke on LinkedIn  

View Mike Hartman on LinkedIn 

Lumen Azure Local Offer  

Related Microsoft Podcasts:         

• No Slides Attached Podcast 
• The Microsoft Threat Intelligence Podcast   
• The BlueHat Podcast    

Discover and follow other Microsoft podcasts at microsoft.com/podcasts  

Produced by Hangar Studios

Hosted on Acast. See acast.com/privacy for more information.

On today's episode of The Microsoft Hybrid Cloud Partners Podcast, Adam Burke and Mike Hartman are joined by leaders from Belgian-based managed services provider Arxus to discuss the company’s evolution into a full hybrid cloud MSP. The conversation explores how Arxus differentiates through deep Microsoft expertise, long-term managed services, and a flexible customer engagement model, as well as how Azure Arc enables unified management across on-premises, private, and public cloud environments. The guests also share how Arxus uses AI internally to modernize operations, strengthen security, and improve customer experience, while helping organizations navigate AI readiness and data sovereignty challenges across Europe.  

In this episode you’ll learn:       

• How Arxus evolved from a Microsoft hosting provider into a full hybrid cloud MSP 
• Why Azure Arc plays a central role in managing hybrid and multi-cloud environments 
• What technologies support sovereign cloud strategies, including confidential computing. 

Some questions we ask:     

• What differentiates Arxus in the marketplace, and why do customers choose you? 
• How are you using AI within your managed services today? 
• What impact does the Azure Belgium region have for your customers? 

Resources:       

View Adam Burke on LinkedIn  

View Mike Hartman on LinkedIn  

Related Microsoft Podcasts:         

• No Slides Attached Podcast 
• The Microsoft Threat Intelligence Podcast   
• The BlueHat Podcast    

Discover and follow other Microsoft podcasts at microsoft.com/podcasts  

Produced by Hangar Studios

Hosted on Acast. See acast.com/privacy for more information.

On today's episode of The Microsoft Hybrid Cloud Partners Podcast, Adam Burke and Mike Hartman are joined by Fernando Peoples for a fast-paced recap of key insights from Microsoft Ignite. They discuss how Broadcom’s VMware licensing changes are pushing partners to seek a clear modernization roadmap and how Microsoft’s adaptive cloud approach across Azure Native, Azure Local, and Azure Arc supports that journey. The conversation highlights opportunities to move from SPLA to CSP, unlock value through Cloud Ascent, and leverage Azure migration investments, all framed through the Three Horizons model that helps partners strengthen current offerings, adopt AI and Copilot, and build toward long-term cloud-focused growth. 

In this episode you’ll learn:       

• How partners are responding to Broadcom’s VMware licensing changes 
• Why becoming customer zero for AI and Copilot strengthens partner capabilities 
• How hybrid cloud providers can position themselves for long-term success in Azure 

Some questions we ask:     

• What are the major Broadcom licensing changes partners need to understand? 
• How does the Cloud Accelerate Factory help with migrations? 
• What incentives and investments are available for partners in CSP? 

Resources:       

View Fernando Peoples on LinkedIn   

View Adam Burke on LinkedIn  

View Mike Hartman on LinkedIn  

Related Microsoft Podcasts:         

• No Slides Attached Podcast 
• The Microsoft Threat Intelligence Podcast   
• The BlueHat Podcast    

Discover and follow other Microsoft podcasts at microsoft.com/podcasts  

Produced by Hangar Studios

Hosted on Acast. See acast.com/privacy for more information.

On today's episode of The Microsoft Hybrid Cloud Partners Podcast, Adam Burke and Mike Hartman are joined by Don Penland of Knox Capital to explore the private equity perspective on managed service providers (MSPs) and the Microsoft partner ecosystem. Don shares insights from two decades in IT consulting and managed services, explaining how operator-first investing, recurring revenue models, and strong go-to-market alignment with Microsoft drive valuation and long-term success. He discusses the evolving role of AI, from internal optimization to client-facing productization and how MSPs can adopt and monetize it effectively. Don also offers candid advice on preparing for private equity investment, building niche vertical expertise, and embracing programs like the Microsoft AI Cloud Partner Program to fuel sustainable growth. 

In this episode you’ll learn:       

• Why an operator-first mindset gives Knox Capital a different approach to investing 
• How aligning with Microsoft’s partner ecosystem accelerates business growth 
• The growing role of AI in operations, sales, and customer offerings 

Some questions we ask:     

• What attracted you to focus on the Microsoft partner ecosystem as an investor? 
• How are current market shifts impacting managed service providers? 
• What advice do you have for MSPs starting their AI journey? 

Resources:       

View Don Penland on LinkedIn  

View Adam Burke on LinkedIn  

View Mike Hartman on LinkedIn  

Related Microsoft Podcasts:         

• No Slides Attached Podcast 
• The Microsoft Threat Intelligence Podcast   
• The BlueHat Podcast    

Discover and follow other Microsoft podcasts at microsoft.com/podcasts  

Produced by Hangar Studios

Hosted on Acast. See acast.com/privacy for more information.

En este episodio en español, Fede Pacheco e Isaac Arellano conversan con Lina Barrios, líder del negocio de Azure en Intcomex, uno de los distribuidores de tecnología más importantes de América Latina. Lina comparte cómo Intcomex ha transformado su modelo de negocio con iniciativas innovadoras basadas en inteligencia artificial, comunidades técnicas y un enfoque profundo en el desarrollo de sus socios. Desde el Club de los 14 hasta Techmasters y Mujeres Inspirando Cambios, este episodio está lleno de ideas prácticas y estrategias escalables para partners que buscan crecer en la nube híbrida.

En este episodio aprenderás:

• Cómo Intcomex utiliza IA para personalizar campañas, analizar datos y generar demanda. 
• Qué es el Club de los 14 y cómo ayuda a escalar el negocio de los socios. 
• La importancia de construir comunidades como Club Copilot y Mujeres Inspirando Cambios.  

Algunas preguntas que hacemos:

• ¿Qué hace diferente a Intcomex en el desarrollo de partners en la nube híbrida?
• ¿Qué rol juega la diversidad en la estrategia de Intcomex?
• ¿Cómo están ayudando a los socios a prepararse para el futuro con IA?

Resources:       

• Suscríbete a nuestro nuevo boletín en LinkedIn para recibir las últimas noticias, ideas clave y resúmenes de episodios.
• Conecta con nuestro equipo de DCO 

Related Microsoft Podcasts:         

• No Slides Attached Podcast 
• The Microsoft Threat Intelligence Podcast   
• The BlueHat Podcast 

Produced by Hangar Studios

Hosted on Acast. See acast.com/privacy for more information.

On today's episode of The Microsoft Hybrid Cloud Partners Podcast, Adam Burke and Mike Hartman are joined by Fredrik Slaatten and Henrik Samdal from Intility, a Norway-based IT platform provider serving over 650 companies and 50,000 users worldwide. They discuss Intility’s unique industrialized approach to delivering end-to-end IT services, the evolution of hybrid and multi-cloud strategies, and how their partnership with Microsoft drives innovation and modernization for customers. The conversation also explores how Intility is embedding AI across its operations and customer solutions, fostering a culture of continuous innovation while ensuring security, governance, and long-term value 

In this episode you’ll learn:       

• Ways Intility helps customers adopt hybrid, multi-cloud, and edge strategies 
• How AI is being embedded across support, software development, and internal processes 
• Why Intility views itself as a technology company rather than just an IT services provider 

Some questions we ask:     

• What makes Intility different in such a crowded IT market? 
• How do you approach hybrid cloud and multi-cloud strategies? 
• What does AI leadership look like for Intility in the next five years? 

Resources:       

View Henrik Samdal on LinkedIn

View Fredrik Slaatten on LinkedIn

View Adam Burke on LinkedIn  

View Mike Hartman on LinkedIn  

Related Microsoft Podcasts:         

• No Slides Attached Podcast 
• The Microsoft Threat Intelligence Podcast   
• The BlueHat Podcast    

Discover and follow other Microsoft podcasts at microsoft.com/podcasts  

Produced by Hangar Studios

Hosted on Acast. See acast.com/privacy for more information.

On today's episode of The Microsoft Hybrid Cloud Partners Podcast, Fede Pacheco, Adam Burke and Mike Hartman introduce the Three Horizons framework for Microsoft partners, a strategy designed to help providers evolve from strengthening their core hybrid offerings, to elevating services with AI, and ultimately driving transformational growth through proprietary solutions. They share insights, partner success stories, and practical steps for aligning with Microsoft’s roadmap, embracing Copilot, and building a culture of innovation that leads to long-term business impact.  

In this episode you’ll learn:       

• How the Three Horizons framework guides partners from hybrid cloud to AI transformation 
• What partners like Rackspace and Crayon achieved with hybrid cloud adoption 
• Why creating proprietary IP in Horizon 3 drives market leadership 

Some questions we ask:     

• Can you share an example of a partner successfully implementing Horizon One? 
• How can AI improve customer engagement for an MSP client? 
• What role does Azure Arc play in reducing costs and enabling hybrid capabilities? 

Resources:       

View Mike Hartman on LinkedIn  

View Adam Burke on LinkedIn  

View Fede Pacheco on LinkedIn  

Related Microsoft Podcasts:         

• No Slides Attached Podcast 
• The Microsoft Threat Intelligence Podcast   
• The BlueHat Podcast    

Discover and follow other Microsoft podcasts at microsoft.com/podcasts  

Produced by Hangar Studios

Hosted on Acast. See acast.com/privacy for more information.

In the season finale of the Hybrid Cloud Partners podcast, Fede Pacheco and Adam Burke sit down with Carolyn Norton, the Practice Director of Cloud Services at Velosio. Carolyn shares insights on how Velosio is reimagining the future of work by leveraging AI and Azure to enhance their cloud services, improve customer engagement, and drive innovation. Carolyn highlights the role of AI in transforming business operations, from sales to finance to HR, and shares practical examples of how AI is being used to create efficiencies and improve decision-making. Carolyn also talks about Velosio's Clear Path Consultation, which helps clients navigate their cloud journey by providing tailored assessments and recommendations. 

In this episode you'll learn: 

• The role of AI in enhancing customer engagement and driving innovation at Velosio. 
• Insights into Velosio's Clear Path Consultation and how it helps clients with their cloud journey. 
• What secure AI and driving have in common 

Some questions we ask: 

• How is AI evolving the workspace and how is Velosio helping? 
• What benefits are your customers seeing from moving to the cloud? 
• What role does the DCO team play in Velosio’s journey to Azure? 

Resources:       

• Subscribe to our new LinkedIn Newsletter to get the latest news, insights, and episode recaps 
• Connect with the Datacenter Optimization team 
• Is Your Company Ready for AI? By Robbie Morrison, Velosio CEO 
• Fede’s 5 Takes on Microsoft’s Work Trend Index | Full Report 
• Velosio’s ClearPath consultation 

Related Microsoft Podcasts:         

• No Slides Attached Podcast 
• The Microsoft Threat Intelligence Podcast   
• The BlueHat Podcast    

Discover and follow other Microsoft podcasts at microsoft.com/podcasts  

Produced by Hangar Studios

Hosted on Acast. See acast.com/privacy for more information.

In this episode of the Microsoft Hybrid Cloud Partners Podcast, Fede Pacheco and Adam Burke are joined by Rodrigo Elioterio, Cleber Bueno, and Vinicius Costa from SoftwareOne to explore how hybrid cloud is transforming legacy hosting models in Brazil and across the Americas. The conversation dives into how Azure Arc is helping partners modernize SPLA licensing, reduce operational overhead, and unlock AI readiness—without requiring full workload migration. 

The SoftwareOne team shares real-world insights from onboarding nine partners to Azure Arc, discusses the challenges of SPLA compliance, and outlines how CSP licensing is enabling a smoother, more cost-effective path to hybrid cloud. They also highlight how Copilot is transforming their day-to-day operations and empowering teams to deliver more value, faster. 

In this episode you’ll learn: 

• Why hybrid cloud adoption is essential for legacy SPLA hosting providers. 
• How SoftwareOne supports over 7.6 million active cloud users globally. 
• What comes after licensing transformation—unlocking the full potential of Azure Arc. 

Some questions we ask: 

• How does Azure Arc simplify licensing and operations for MSPs and ISVs? 
• What are the biggest challenges partners face when transitioning from SPLA? 
• What advice would you give to organizations hesitant to modernize their licensing models? 

Resources:       

• Subscribe to our new LinkedIn Newsletter to get the latest news, insights, and episode recaps 
• Connect with the Datacenter Optimization team 
• Read the full SoftwareOne case study 

Related Microsoft Podcasts:                     

• No Slides Attached Podcast 
• The Microsoft Threat Intelligence Podcast   
• The BlueHat Podcast    

Discover and follow other Microsoft podcasts at microsoft.com/podcasts  

Produced by Hangar Studios

Hosted on Acast. See acast.com/privacy for more information.

On today's episode of The Microsoft Hybrid Cloud Partners Podcast, Fede Pacheco and Adam Burke continue their tour to London to speak with leaders from Telefónica Tech about their transformation from a traditional telco to a tech-forward cloud and AI partner. Guests Alex Smith and Martyn Bullerwell, along with Partner Development Manager Tijana Ellis, share insights on hybrid cloud strategy, customer modernization journeys, the real-world adoption of AI and Copilot tools, and how Telefónica Tech is delivering secure, scalable, and innovative solutions to customers across industries—including the NHS.  

In this episode you’ll learn:       

• Why workload-based cloud migration strategies are replacing large-scale lift-and-shift projects 
• Security and governance principles Telefónica Tech embeds into every cloud and AI engagement 
• How Telefónica Tech helps customers overcome AI adoption challenges 

Some questions we ask:     

• What inspired Telefónica Tech’s transformation from a telco to a tech company? 
• How does Telefónica Tech build strong, trusted relationships with its customers? 
• What are the emerging trends in hybrid and multi-cloud environments that Telefónica Tech is focusing on? 

Resources:       

• Subscribe to our new LinkedIn Newsletter to get the latest news, insights, and episode recaps 
• Connect with the Datacenter Optimization team 

Related Microsoft Podcasts:         

• No Slides Attached Podcast 
• The Microsoft Threat Intelligence Podcast   
• The BlueHat Podcast    

Discover and follow other Microsoft podcasts at microsoft.com/podcasts  

Produced by Hangar Studios

Hosted on Acast. See acast.com/privacy for more information.