Ultimate Partner®

In this era of rapid digital transformation, an astounding number of technology organizations are looking to stand out. If you are a leader in a technology organization looking to gain a competitive advantage, you won't want to miss this episode. My guest for this episode is Brent Combest, Microsoft's GM for National and Local partners and a three-time guest on Ultimate Guide to Partnering®. In this episode, Brent takes us through his 5 Steps to Partner Co-selling and Positioning Your Company for Success.

Brent is responsible for leading the Partner Development Managers (PDM) who drive business model transformation and revenue generation with top-performing Microsoft services partners in the United States. Successfully exceeded quota each year while growing the group from ten employees to fifty with revenue contribution increasing from $300M to over $2.5B.

It's the end of Microsoft Summer, and Brent's recent post is a timely primer for any organization looking to position themselves for success co-selling with Microsoft.

In this episode, Brent shares the astounding reality. I refer to this reality as "trying to stand out as a shiny quarter in a bucket of shiny quarters." As a vocal advocate for Microsoft partners, Brent takes us through sound and honest advice for you on how to drive high performance for your organization.

I hope you enjoy this discussion as much as I enjoyed welcoming back Brent Combest as a guest on Ultimate Guide to Partnering®.

What you'll learn in this episode:

* The scope of his National & Local Partner organization at Microsoft.* The great announcements from Microsoft Inspire 2021, earlier this summer.* How his Partner Development Managers (PDM's) have pivoted to better support Partner Co Selling.* His 5 Steps - Partner Co-selling, Positioning Your Company for Success.* As a bonus, great additional advice for partners.

I hope you learn from and enjoy this episode as much as I enjoyed spending time with Brent Combest.

Listen to other episodes featuring Microsoft Partner Leaders.

* 115 – CREATING VALUE TO INNOVATIVE ROUTES-TO-MARKET WITH PRECISE INDUSTRY AND CUSTOMER SOLUTIONS – US Scale Solution Partners with Oguo Atuanya.* 65 – AN AUTHENTIC CONVERSATION, FROM CO-SELLING TO THE IMPACT OF SOCIAL INJUSTICE – Enterprise Partner Sales with Lani Phillips.* 94 – WHERE CAN I HELP? A SERVANT LEADER'S MINDSET FOR PARTNER GROWTH – Global Independant Software Vendors (ISV) with Carlos DeTorres.

Links & Resources

* Engage with Brent Combest on Linked In.* Link to the Transcription of the Podcast.* Link to his recent article.* Rate & Review – please,

How does your organization differentiate and drive more meaningful revenue? Do you have a Marketplace Strategy? Marketplaces are becoming a driving force for the future of partnering, and each of the Industry Leading Cloud Providers sees this as a fundamental pillar in their strategy. If it's not already a core component of your strategy, or even if it is, you won't want to miss this episode. In this episode, Sanjay Mehta joins Ultimate Guide to Partnering® to tell our listeners how Tackle.io is helping Independent Software Vendors (ISVs) accelerate meaningful revenue with cloud providers through Marketplaces.

Tackle.io is focused on removing friction for B2B selling cloud solutions through Marketplace, enabling this transformation for Saas software organizations and other partner types. In this episode, Sanjay Mehta, Chief Cloud Officer, and I have a meaningful conversation on how Marketplaces are shaping the future of partnering and the channel.

Sanjay Mehta brings 25 years of enterprise software experience ranging from early-stage companies to those operating on a global stage to his role as Chief Cloud Officer at Tackle.io. to our discussion. I was excited to welcome him to Ultimate Guide to Partnering® to discuss his work to transform the way enterprise software is procured via more modern, digital sales channels.

What you'll learn in this episode:

* How this transformation is shaping modern software procurement and the future of the channel.* The importance and prevalence of Marketplaces and why this is increasingly important to each of the Top Cloud Providers.* How Tackle.io removes complexity and is helping ISV's accelerate meaningful revenue with their Cloud Providers.* Why ISV's should work with Tackle.io.* His career trajectory and career journey.

I hope you enjoy this discussion as much as I enjoyed having Sanjay Mehta as a guest on Ultimate Guide to Partnering®.

Other Episodes that discuss Partner Ecosystem Transformation.

* 114 – CLOUD WARS RANKS THE MOST INFLUENTIAL CLOUD VENDORS DURING THIS RAPID TRANSFORMATION.* 85 – OPTIMIZE FOR SUCCESS 2021 – FIND AND EMBRACE THE ECOSYSTEM DELIGHTING YOUR CUSTOMER – with Jay McBain. * 63 – CHANNEL ECOSYSTEM, LIVING IN A TIME LIKE NO OTHER with Jay McBain

Links & Resources

* Engage with Sanjay Mehta on Linked In.* Learn more about Tackle.io* Link to the Transcription of this Podcast.* Sanjay's Spotify Playlist* Rate & Review – please, help 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,  

As a technology leader, do you struggle to understand the complexity of Microsoft's partner ecosystem and how to work across the segments to achieve your greatest results? If you want to learn how to optimize for success, you won't want to miss this episode. My guest for this podcast episode is Oguo Atuanya, Microsoft's US Leader for Global Scale Services Partners, who explains how his organization is creating value for customers and markets with innovative routes to market and precision industry and customer solutions.

As General Manager of Microsoft’s Global Scale Services Partners within Microsoft US Global Partner Solution (USGPS), Oguo Atuanya leads a partner development and customer segment scale organization that engages and manages partnerships with a diverse portfolio of global market makers, including Indirect Providers (Distributors), Scale Services Partners (LSPs), Telco & Media Operators, Domain & Hosting Providers, as well as Global MSPs.  

Oguo Atuanya is a senior global industry visionary and business leader who is focused on solving customer needs by creating precise industry or vertical solutions, innovation of new Routes-to-Market, transformation of existing models, and empathetic leadership of high functioning organizations.

Oguo has a proven successful track record in global business strategy development, organizational culture transformation and leadership, the transformation of partner ecosystems, and the reversal of declining business.

I was delighted to welcome Oguo to the podcast to share with our listeners the important work of his Team, how Microsoft cares and co sells with these significant partners, why partnering and partner-to-partner selling is more important now than ever, and his personal and professional journey as an immigrant from Nigeria.

I so enjoyed my interview with this innovative leader. Oguo was educated in 3 different continents and has the unique ability to interweave his mixed cultural background with his rich career experiences in creating effective global strategies that are buoyed Diversity, Equity, and Inclusion (DE&I) as core pillars. Oguo operates consistently on his 3 foundational values: Integrity, Dignity, and Dedication.

I hope you enjoy this discussion as much as I enjoyed having Oguo Atuanya as a guest on Ultimate Guide to Partnering®.

What you'll learn in this episode:

* The scope of his Global Scale Services partner organization at Microsoft.* The technology transformation of these partners from old outdated models to modern partners.* How his organizaiton is applying precision to engage industry solutions with routes to market.* How he applies his 3 foundational values: Integrity, Dignity and Dedication. * His diverse and unique life and career journey from Nigeria, and how his life experiences are unique.

I hope you learn from and enjoy this episode as much as I enjoyed spending time with Oguo Atuanya.

Other Episodes with Microsoft US Partner Leaders Explaining How to Work with Microsoft.

* 68 – A FOCUS ON BETTER EVERY DAY - US National and Local Partners with Brent Combest.* 65 – AN AUTHENTIC CONVERSATION, FROM CO-SELLING TO THE IMPACT OF SOCIAL INJUSTICE - Enterprise Partner Sales with Lani Phillips. * 94 – WHERE CAN I HELP? A SERVANT LEADER’S MINDSET FOR PARTNER GROWTH - Global Independant Software Vendors (ISV) with Carlos DeTorres.

Links & Resources

* Engage with Oguo Atuayna on 

As a technology leader, have you ever wonder how the top cloud technology companies rank and compare during this age of accelerated transformation? If so, you won't want to miss this episode. My guest for this podcast episode is Bob Evans, a leader on a mission to provide customer-centric analysis about business technology and the digital economy. Cloud Wars ranks the most influential Cloud Vendors during this rapid transformation.

Bob is the creator of Cloud Wars. Through his publications, podcasts, reports, and updates, he focuses on how these top technology organizations operate, accelerate, innovate, and enable businesses to do things they could never do before.

After a year like no other—and one that we're all eager to put behind us—billions of people have surged into digital lifestyles and digital workstyles that have transformed every aspect of our lives. Profoundly. Permanently. And more rapidly than anyone could have imagined. The digital world is here to stay—for us, our children, our friends, and the world as a whole.

Bob Evan has analyzed the enterprise-tech business for more than 25 years as an editorial executive and, more recently, as Oracle's chief communications officer. He has written thousands of articles and columns about business innovation, strategy, leadership, disruptive technology, digital transformation, cloud computing, AI, and more. In late 2016, he launched the Cloud Wars franchise. It began with the Cloud Wars Top 10 ranking and weekly articles and has since expanded into daily articles, a weekly newsletter, a podcast with more than 200 episodes, and special reports.

Bob and I have a great conversation on the technology transformation, where he sees the most significant growth, and his work at Cloud Wars. At Cloud Wars, Bob ranks the most influential Cloud Vendors during this rapid transformation. I hope you enjoy this discussion as much as I enjoyed having Bob as a guest on Ultimate Guide to Partnering®.

What you’ll learn in this episode:

* How Cloud Wars ranks the most influential Cloud Vendors during this rapid transformation.* The technology transformation and where the world is heading. * His career journey – how Bob propeled his career and whom he admires.

I hope you learn from and enjoy this episode as much as I enjoyed spending time with Bob Evans.

Other Episodes Related to Cloud Ecosystems to Inform and Inspire You.

* 85 – OPTIMIZE FOR SUCCESS 2021 – FIND AND EMBRACE THE ECOSYSTEM DELIGHTING YOUR CUSTOMER.* 63 – CHANNEL ECOSYSTEM, LIVING IN A TIME LIKE NO OTHER.

Links & Resources

* Rate & Review this podcast. * Transcription of this episode* Engage with Bob Evans on Linked In.* About Cloud Wars* The Cloud Wars Top 10.* 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,  

I've been watching the Tokyo Olympics and wanted to reprise this episode recorded in December 2020 with world-renowned high-performance psychologist and industry visionary Dr. Michael Gervais, a fan favorite. For those who missed it the first time, Michael and I discuss the principles of both high performance and successful partnerships. I'm excited that Michael is coming back to the podcast later this year, stay tuned. I hope you enjoy listening to this episode as much as I've enjoyed getting to know Dr. Michael Gervais.

Dr. Michael Gervais is a world-renowned high-performance psychologist and industry visionary. Over 20 years of working with world-leading performers, Dr. Gervais has developed a psychological framework that allows people to thrive in pressure-packed environments. His clientele consists of the NFL’s Seattle Seahawks, countless Olympic medalists, MVPs from every major sport, world record holders, internationally acclaimed music artists, and corporate leaders. 

Dr. Gervais is the host of the popular Finding Mastery podcast that explores the psychology of some of the world’s most extraordinary thinkers and doers. Past guests range from Microsoft CEO Satya Nadella to best-selling author Brene Brown and NBA coach Steve Kerr.  

Dr. Gervais and NFL coach Pete Carroll founded Compete to Create, an online and live master class for the mind. They have worked with more than 30,000 employees at Microsoft alone on the mental skills and strategies to unleash one’s potential.

While at Microsoft, I was privileged to be part of one of the first teams to work with Michael to apply his work and first principles to the world of business organizations.

I invited Michael to the podcast because I am a student and have recognized that many of the fundamentals and principles that he teaches specifically apply to and are “first principles” of high-performance and successful partnerships.

There is a lot to unpack in this two-part conversation. I hope you listen as Michael’s insights apply to both our business and personal development, including:

* His work, journey, the spark, and his belief system.* His work with Microsoft’s Leadership Team, featured in Satya’s Book, Hit Refresh.* How the fundamentals and principles he teaches directly apply as the first principles of high-performance and successful partnerships.* Personal Philosophy, Mindfulness, and other core principles from his Compete to Create Workshops and Audible Book.

HIS WORK, JOURNEY, THE SPARK, AND HIS BELIEFS 

* HIS WORK  – Standing on the shoulders of giants, studying the science of excellence, sometimes innovating and helping others make sense of the world.* HIS JOURNEY – As a kid, just trying to figure it out and how coming from pain, boredom, and anxiety led him on the path.* HIS BELIEF–”Everything you need is already inside you.”

WORKING WITH SATYA’S LEADERSHIP TEAM

* SETTING THE TONE – Getting the leaders in the room to clarify commitment to Microsoft’s audacious vision and to better know the people and get to the truth. * MINDSET – A particular way you are approaching something. To perform under stress, you need to train the mind.* EMPATHY –One of Microsoft’s backbone principles, how do you practice empathy, you need awareness. You don’t wait to practice empathy; you front-load it.

HOW HIS WORK APPLIES TO THE PRINCIPLES OF PARTNERING 

* COACHING GROWTH MINDSET IN PARTNERSHIPS– Mindset matters, as does human capital.* HOW HE HELPS ORGANIZATIONS DEVELOP A COMPELLING VISION – it needs to be true, and there needs to be consistency,

I find that many technology organizations and partners struggle to understand how to best increase their business with Microsoft. They also don't understand this complex organization and tapping into channels to market such as Microsoft Consulting Services to drive greater success. If that is your organization, you won't want to miss this episode. My guest is a former colleague who leads Microsoft Consulting Services in the United States and has made a major commitment to the success of partners. Jim Lee is Microsoft's Vice President for US Consulting Services, also known as MCS. In this episode, Jim and I discuss how Microsoft Consulting Services is driving greater customer success with partners.

As the Vice President of Microsoft’s U.S. Consulting business, Jim's team serves the organization by driving strategy, industry solution/sales enablement, delivery enablement, and partner/channel management. Jim also leads the U.S. Services Strategic Pursuit team.

I invited Jim to Ultimate Guide to Partnering because partners often struggle to understand how to best work with this organization and often see it as competitive to their business. Jim has made significant investments to ensure customer success working with partners and more partners need to know about it.

In this episode, Jim and I have a terrific conversation on the core set of principles required for partner success. We dive into his philosophy and framework for partners working with Microsoft Consulting Services. Also, we touch on a recent organizational change that will enhance Microsoft's ability to collaborate with partners across its engineering, industry teams, and consulting services businesses. This episode is critical to helping you better navigate Microsoft and its many channels and approaches to co-selling, including Microsoft Consulting Services. I hope you listen.

What you'll learn in this episode:

* The big and bold investments Jim Lee has made to drive partner collaboration for customer success.

* How his organization and Microsoft engages with partners to drive this framework.

* Principles of Successful Partnering, which we both share.

* His driving force – how Jim propels his vision and journey through self-actualization and surrounds himself with people fuel the dream.

I hope you learn from and enjoy this episode as much as I enjoyed spending time with Jim Lee.

Other Amazing and Related Episodes That Might Inform and Inspire You.

* Microsoft Corporate VP, Alysa Taylor https://theultimatepartner.com/episode/88-agility-and-customer-centricity-driving-forces-for-success-in-2021/

* Microsoft US Partner Sales VP, Lani Phillips https://theultimatepartner.com/episode/65-an-authentic-conversation-from-co-selling-to-the-impact-of-social-injustice/

Links & Resources

* Transcription of this episode

* Engage with Jim Lee on Linked In.

* Jim Lee's Workout Favorites on Spotify.

If you want to learn how this forward-leaning leader is driving the future of work then you won't want to miss listening to this amazing interview. I have been fortunate to know this guest since early in her career and I am absolutely stoked to welcome her for this frank and inspiring discussion. My guest for this episode of the podcast is Brea Starmer who joins Ultimate Guide to Partnering for a far-reaching, big, and bold interview focused on how one leader inspires others to achieve what we all thought was just potential.

Brea Starmer is the Founder of Lions + Tigers, a courage brand driving workforce innovation and building bridges to the future of work. Microsoft, Google, and other tech-industry organizations call on her team to transform how they work in two ways: by helping leaders change organizations from the inside to build a culture of inclusion, and by enabling part-time and flexible work for high-impact consultants to ensure everyone is operating in their highest and best use. Lions + Tigers won the prestigious Microsoft “Diverse-Owned Supplier of the Year” award in 2021, recognizing their work for workplace inclusion.

Brea centers underrepresented communities in her work which is why Lions + Tigers employs 75% women, 70% parents, and dedicates 30% of their billable hours to the BIPOC community. By offering a flexible way of work untethered from traditional full-time employment models, Brea empowers her team of nearly 100 consultants to measure success in impact over hours. Brea believes in “parenting out loud” and often invites her three kids under six to join her work meetings and invites her community to show up authentically without fear.

Brea’s work has been featured on King5, by Geekwire naming her “Geek of the Week” and recognizing Lions + Tigers as a finalist for Workplace of the Year in 2021, as well as features in Seattle Business Magazine, and the Puget Sound Business Journal as a female leader and as a “Best Place to Work”.

An alum of Washington State University and the 8th female student body president, Brea currently sits on the Marketing Advisory Board at the Carson College of Business.   She is a writer and speaker on the topics of flexibility, working parenthood, and the human side of workforce innovation. 

In this episode, you will learn how this woman founder applied courage and grit to a dark moment in her career to propel her path forward and shape her destiny. Now she is shaping the future of work and helping leading technology organizations define their future state of work during this time of change and transformation. 

What you’ll learn in this episode:

* What is the future of work.* How organizations need to think differently about culture.* OKRs and how her organization uses them to frame and organize their work.* Here driving force - how she propelled her career and shaped this amazingly innovative organization.

I hope you are as enlightened and inspired as I was in this interview with Brea Starmer.

Other Amazing and Related Episodes That Might Interest and Inspire You.

* Melissa Mulholland's most recent https://theultimatepartner.com/episode/110-one-bold-ceos-passion-for-technology-partners-and-future-focused-leadership/* Gavriella Schuster's most recent https://theultimatepartner.com/episode/79-passionate-leadership-focus-and-commitment-to-make-the-invisible-visible/* Alysa Taylor

If you want to learn how this leader's passion for technology, partners, and future-focused leadership led her on a journey to CEO of Crayon, you won't want to miss this 110th Episode of Ultimate Guide to Partnering. My guest for this episode of the podcast is Melissa Mulholland, the Chief Executive Officer of Crayon. Melissa was an early and popular guest of the podcast three years ago while she was still at Microsoft. I was delighted to welcome her back to discuss her amazing journey. In this episode, she shares her passion for technology, learnings on her journey, and her bold mission for Crayon.

Melissa was recently named Chief Executive Officer of Crayon, a global leader in providing innovation and services to help companies worldwide leverage the power of technology to drive the greater good. This charismatic, people-first executive is passionate about using technology to maximize impact, primarily through data and AI.

Melissa spent 12 years at Microsoft, leading strategy and business development worldwide to help businesses be profitable through cloud transformation. She focused on enabling partners and customers to accelerate their business transformation and deliver profitability, efficiency, and scale across Microsoft's Cloud services resulting in over 3M people skilled and over 100K certifications. She has authored 12 books on building a successful business in the Cloud and is a board member of SHE, Europe's largest gender equality conference.

In this episode, we have a great conversation about her company, career, and life journey with her family to Crayon and Oslo, Norway, significant lessons that sparked her, and great learnings and advice from a woman CEO in an industry not crowded with women CEOs.

What you’ll learn in this episode:

* Melissa's career and life journey fron Intel to Microsoft to Crayon.* Crayon and its mission. * Great advice and leassons learned along the path to CEO.

I hope you enjoy this episode as much as I enjoyed reconnecting with Melissa Mulholland.

Other Related Episodes That Might Interest You.

* 59 - Capitalize on the Digital Transformation Opportunity - my first interview with Melissa, three years ago.* 79 - Passionate Leadership, Focus, and Commitment to Make the Invisible, Visible. with Gavriella Schuster.

Links & Resources

* Engage with Melissa Mulholland on Linked In.* About Crayon * 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,  

In the lead-up to Microsoft Inspire, we went back to the archives to rerelease this poignant interview with Rodney Clark. Recorded ten months earlier and in the midst of the pandemic, Rodney graciously joined Ultimate Guide to Partnering to tell the story of a trailblazer focused on his business and his people. I hope you enjoy hearing from and learning from Microsoft's New Channel Chief, Rodney Clark.

What you’ll learn in this episode:

* The importance of partners trailblazing this technological transformation.

* His business at Microsoft and how his team addressed challenges.

* What makes a great partner - Commitment.

* His career journey, lessons he learned from his father, and other role models.

* His personal reflections as an African American leader during this time.

Episodes Featuring Current Microsoft Leaders That Might Interest You.

* 65 - An Authentic Conversation, From Co-selling to the Impact of Social Injustice with Lani Phillips.

* 88 - Agility and Customer Centricity - Driving Forces for Success in 2021 Alysa Taylor.

Links & Resources

* Learn more about Partner Strategy and Workshops offered by Ultimate Partnerships.

* 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,  SoundCloud, Stitcher, Player FM, almost anywhere you get your podcasts!

* About Vince Menzione.

* Follow or reach Vince – Linked In, Twitter, Facebook, and Instagram.

* Ultimate Guide to Partnering Facebook.

* Drop me a line – [email protected].

This episode of the podcast is sponsored by Ultimate Partnerships.

If you want to learn about a successful woman entrepreneur's focus and passion to help other women take technology in a new direction, then you won’t want to miss this 108th Episode of Ultimate Guide to Partnering. My guest is Jennifer Didier, the CEO, and Founder of Directions Training. In this episode, you'll learn how this successful woman entrepreneur is acting as a catalyst for Women in Technology and trailblazing a path for more women to get into the technology sector.

There is a relatively small segment of leaders in the business world; individuals who seem to be able to build relationships, trust, and rapport with almost anyone and they are able to make connections between people, creating partnerships and alliances and motivating forward momentum to ‘get things done.’ Jennifer Didier is one of those people and ‘getting things done and driving results – through collaboration, partnerships, and relationships -- as President of a learning organization in the technology industry, is what she is all about.   With an enthusiastic and friendly attitude, Jennifer radiates a sincere passion for delivering value and service to her customers

A computer instructor by training, Jennifer earned a ‘computer science in Business’ degree from DeVry Institute of Technology and has applied this knowledge to Corporate Enterprises where she worked in many roles all related to the Information technology field.  After spending over 10 years in the private sector, Jennifer’s interests expanded into entrepreneurship, and started her own training company Directions Training. 

Directions Training is an IT and Professional development training company that provides productivity solutions nationally and globally.  Jennifer has built a company with double-digit growth, year over year and has expanded the organization from a local to a global focus.  Jennifer has built a reputation in the market focusing on long-term customer relationships and developing learning programs to meet the market demands.  This focus has provided scalability and market penetration through the delivery of tailored customized solutions. 

Throughout it all, Jennifer has repeatedly proved her ability to lead through diverse and challenging situations.  As an entrepreneur and learning representative, Jennifer is an excellent agent of change and continues to use these skills in running and growing her business.

I so enjoyed getting to better know Jennifer. Here resilience, grit, and determination manifested themselves in our discussion. She is an example of what any entrepreneur or leader must apply to succeed through the challenges we all inevitably face. Words like confidence, passion, and perseverance come to mind in describing Jennifer. I hope you enjoy this episode as much as I enjoyed learning, sharing, and getting to better know Jennifer Didier.

What you’ll learn in this episode:

* How Jennifer turned her employers misfortune into a new business opportunity.* Her "Just Cause" working to turnaround the gender gap we currently face in technology.* Lessons she has learned and applied about partnering.* Her mindset, applied grit, and determination to business challenges. * Her Top 5 Songs and Spotify Playlist

Other Great Episodes with Women Leaders in Technology

* 84 – OPTIMIZE FOR SUCCESS 2021 – A FOCUS ON A PURPOSE-DRIVEN AND INCLUSIVE MINDSET*