Ultimate Partner®

“What took cloud 15 to 20 years will happen in 5 years with AI. The pace of advancement is absolutely astounding. The software companies who will come out in front are the ones experimenting early, staying curious, and thinking beyond their current constraints.” miss this high-impact conversation on thriving through change!” – Jason Graefe

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In a revealing conversation with Microsoft’s Corporate VP of ISV and Digital Natives, Jason Graefe shares unprecedented insights into how AI is revolutionizing software development and why the next five years will be transformative for the industry.

After witnessing the first demo of GPT-4, Graefe recognized that a fundamental shift was occurring in technology. “What took cloud 15 to 20 years will happen in 5 years,” he declares, highlighting the unprecedented pace of AI advancement.

With 23 years at Microsoft, including seven years working directly with CEO Satya Nadella, Graefe brings unique perspective to how software companies can position themselves for success in the AI era. He emphasizes three critical lessons learned from Nadella’s leadership:

Graefe reveals a significant shift from chatbot-focused AI to agentic AI architectures, where multiple AI agents work together through partner-to-partner interactions. This evolution demands software companies think differently about their strategy and partnerships.

“Software companies need to be able to interact and engage in a partner-to-partner motion much quicker than they have in the past,” Graefe explains, highlighting how workflow automation will increasingly rely on multiple integrated AI agents.

For organizations navigating this rapid transformation while maintaining current operations, Graefe emphasizes:

As Microsoft moves into fiscal year 2026, Graefe’s focus is on making Microsoft the partner of choice for software development companies. He emphasizes the need to:

The message is clear: AI transformation will happen faster than cloud adoption did, and software companies need to start positioning themselves now. Success will come to those who maintain their current business while actively experimenting with and implementing AI capabilities.

Don’t miss this opportunity to gain insider knowledge from industry leaders shaping tomorrow’s digital world. Tune in and transform your cloud marketplace approach!

For more insights and detailed discussions, tune in to the full episode of The Ultimate Partner. Subscribe to stay updated with the latest trends and strategies in technology partnerships.

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“Adaptability is the ultimate competitive edge in a rapidly shifting tech landscape. Regina Manfredi shares powerful insights on AQ (Adaptability Quotient), bold partnerships, and modern selling strategies that drive success in today’s evolving market. Don’t miss this high-impact conversation on thriving through change!”

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This Fireside Chat from Ultimate Partner LIVE in Dallas was so good we had to share. Join me for this interview with a true partnership leader, Executive VP, and General Manager @ Crayon US as we explore their pivots to thrive during these tectonic shifts. We explore the Adaptability Quotient (AQ) concept and its rising importance over IQ and EQ in the tech-driven, post-COVID world.

Regina Manfredi, Executive Vice President of Crayon, shares her insights on adaptability as a new superpower. Regina discusses the dramatic shifts in Microsoft’s partner incentives towards cloud-first and services-first strategies and how Crayon’s focus on customer and partner ecosystems aims to navigate these changes. Emphasizing the need for modern selling techniques,

Regina highlights Crayon’s investment in both its people and technological infrastructure. She also touches on the critical role of partnerships in delivering optimal IT solutions and customer experiences. As organizations face the complexities of AI adoption, the episode underscores the necessity of adaptability and collaboration in achieving transformational success.

00:00 The Importance of Adaptability Quotient (AQ)

00:59 Introduction to Crayon and Its Mission

02:42 Challenges and Changes in the LSP Community

04:48 Adapting to Microsoft’s New Incentive Structure

05:16 Building a Strong Partner Ecosystem

08:48 Infusing Fun and Human Connection in Business

10:30 Modern Selling and Customer Engagement

16:17 Investing in People and Technology for 2025

18:06 The Role of AI and Infrastructure in Business

23:25 Final Thoughts and Advice for 2025

Don’t miss this opportunity to gain insider knowledge from industry leaders shaping tomorrow’s digital world. Tune in and transform your cloud marketplace approach!

For more insights and detailed discussions, tune in to the full episode of The Ultimate Partner. Subscribe to stay updated with the latest trends and strategies in technology partnerships.

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“When you have the alignment across the C-suite, and even if it’s a small business, at the highest level of the organization, they can be well aligned with the ecosystem in a way that’s going to benefit them,” says Justin Murphy, CEO, CloudAtlas.

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Get ready for an insightful journey in this episode of “The Ultimate Partner” with host Vince Menzione and CloudAtlas CEO Justin Murphy. They delve into the essential strategies ISVs need for cloud marketplace success, exploring Justin’s fascinating transition from simplifying enterprise procurement at SADA to leading Cloud Atlas. Discover the transformative role of marketplaces and co-selling, and learn how top-down commitment, strategic planning, and C-suite alignment drive unparalleled success. Uncover the challenges and opportunities within different cloud providers and understand the pivotal role partnerships play in the tech industry.

As Justin highlights, “Applications will be available across all clouds, and leveraging marketplace products can drive the consumption that cloud providers want to see.” This forward-looking perspective emphasizes the necessity for ISVs to adapt and strategize for long-term success in the cloud marketplace.

Market Opportunity: Learn about the immense opportunity in cloud marketplaces and how to leverage it. For instance, Justin mentions that leveraging marketplace third-party products can significantly drive cloud consumption and benefit cloud providers.

Strategic Planning: Discover the steps to create a successful go-to-market strategy and address any gaps. Justin discusses the importance of understanding the product and identifying onboarding, sales, and technical gaps to build a comprehensive strategy.

Co-Selling Benefits: Understand how co-selling and leveraging marketplace commitments drive growth and opportunities. Justin highlights that even large partners like hyperscalers and managed service providers find co-selling essential to success in the complex enterprise market.

Don’t miss this opportunity to gain insider knowledge from industry leaders shaping tomorrow’s digital world. Tune in and transform your cloud marketplace approach!

For more insights and detailed discussions, tune in to the full episode of The Ultimate Partner. Subscribe to stay updated with the latest trends and strategies in technology partnerships.

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I asked Reis Barrie, CEO of Carve Partners and an expert in co-selling, to join us in the Boca Studio for this Masterclass to propel your success as a Microsoft Partner.

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Join Vince Menzione for an inspiring conversation with Reis Barrie, co-founder of Carve Partners, as he shares his journey from healthcare to tech and his mission to simplify Microsoft partnerships. From pivotal career moments to leading packed workshops at the Ultimate Partner Executive Summit, Barrie delves into the art of aligning joint goals with organizations like Microsoft to drive revenue, co-marketing opportunities, and operational efficiency. Discover how mastering sales, operations, and marketing fundamentals helps partners avoid distractions and achieve long-term success.

Barrie also addresses the common pitfalls of Microsoft partnerships, emphasizing the need for alignment across teams, building a solid operational foundation, and translating “partner speak” into measurable enterprise value. With insights on navigating Microsoft’s complex ecosystem, Carve’s evolution into a revenue-focused consulting firm, and leadership lessons drawn from Patrick Lencioni and Bruce Lee, this discussion offers invaluable strategies for scaling partnerships while staying focused on what truly matters. Watch now for actionable advice and inspiration!

Operational Alignment: Streamlining processes and integrating tools like Microsoft Partner Center ensures seamless collaboration and visibility across sales and marketing efforts.

Focus on Fundamentals: Mastering core areas—sales, operations, and marketing—helps organizations maximize their Microsoft partnerships while avoiding distractions from overly complex initiatives.

Importance of Collaboration: Aligning goals and leveraging expertise across departments reduces inefficiencies and drives partnership success.

Leveraging Microsoft Tools: Platforms like Azure and methodologies like MSEM enhance co-selling efforts and strengthen relationships with Microsoft’s sales teams.

Value of Operational Support: Dedicated resources for operations ensure profitability, build trust, and maintain credibility within partnerships.

Scalable Partnership Models: Transitioning from high-touch services to scalable frameworks enables long-term growth and sustainability.

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!

For more insights and detailed discussions, tune in to the full episode of The Ultimate Partner. Subscribe to stay updated with the latest trends and strategies in technology partnerships.

Keywords:

Microsoft partnerships, partner collaboration, sales alignment, operational efficiency, partnership strategies, Azure deals, Carve Partners, ISV success, Microsoft ecosystem, partnership pitfalls, sales engagement, joint goals, marketing alignment, enterprise value, partner operations, MSEM framework, cloud budget, deal tracking, customer consent, scalable partnerships, co-marketing benefits, partnership alignment, revenue generation, organizational goals, partner readiness, sales workflows, leadership philosophy, Microsoft tools, operational support, competitive collaboration.

I invited Jay McBain back to the Boca Raton Studio to kick off the new year with the trends we can expect in 2025. Any episode with Jay is a must-listen Ultimate Partner Episode. This is Jay’s 6th Episode appearance on Ultimate Partner, putting him in rarified air.

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In this episode, Jay and I discuss the trends we have seen this first half of the decade and what we can expect as we kick off the second half of the decade and the second quarter of the century.

About Jay– Jay McBain is a renowned thought leader in the global channel, recognized as Channel Influencer of the Year by Channel Partners Magazine and featured in Business Review’s Top 40 Under Forty, along with numerous top influencer lists. With a 30-year career in executive roles at IBM, Lenovo, ChannelEyes, and Forrester, he is a sought-after expert on industry insights and future trends. Currently, Jay is the chief analyst at Canalys, a leading firm specializing in channels, partnerships, alliances, and ecosystems.

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For more insights and detailed discussions, tune in to the full episode of The Ultimate Partner. Subscribe to stay updated with the latest trends and strategies in technology partnerships.

Thank you for supporting Ultimate Partner and the Ultimate Partner Podcast. Please tell your friends, subscribe, and leave us up to a 5-star Review, as it helps us get more amazing guests.

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Key Takeaways

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!

LISTEN ON YOUR FAVORITE PODCAST APP

For more insights and detailed discussions, tune in to the full episode of The Ultimate Partner. Subscribe to stay updated with the latest trends and strategies in technology partnerships.

SAVE THE DATE – Feb 20, 2025 – Limited Seats Available for Ultimate Partner Executive Winter Retreat

Contact us for details and to reserve your seat – [email protected]

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What if the key to unlocking peak performance is not pushing harder but mastering the art of mental focus and well-being?

I traveled to LA to be at Mastery Labs to unlock the secrets of high performance with Michael Gervais, a renowned expert in mindfulness and psychology.

This is our annual Holiday episode of Ultimate Partner and my gift to you, our amazing listeners, followers, and community.

Michael shares how mental training can revolutionize personal and professional approaches to challenges, from his roots in elite sports to shaping corporate cultures. He explores the pivotal moments that sparked his passion, revealing how psychological skills like confidence and focus can be trained to thrive in any environment.

This episode highlights actionable strategies for balancing well-being with ambition, applying insights from sports to business, and using mindfulness to direct focus effectively. With stories ranging from surfing competitions to Microsoft’s cultural transformation under Satya Nadella, Michael offers a holistic perspective on performance psychology and sustainable success.

Thank you for supporting Ultimate Partner and the Ultimate Partner Podcast. Please tell your friends, subscribe, and leave us up to a 5-star Review, as it helps us get more amazing guests.

The power of aligning mindset and purpose for long-term success.

The foundational role of well-being in achieving high performance.

How to train psychological skills like confidence, focus, and recovery.

Practical applications of mindfulness to direct focus and drive results.

Insights from elite sports that translate to thriving in business.

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For more insights and detailed discussions, tune in to the full episode of The Ultimate Partner. Subscribe to stay updated with the latest trends and strategies in the world of technology partnerships.

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We are back in the studio, thrilled to welcome a friend and fellow podcaster I’ve known in the partnership, channels, and ecosystem space over the years.

Rob Spee is the founder and CEO of Channel Journeys. With extensive experience as a vendor, reseller, and distributor, Rob has a proven track record of creating visionary partner strategies that drive revenue growth and unlock new market opportunities. As the Channel Journeys podcast host, Rob engages with industry leaders to share insights and innovation in the channel landscape, earning him recognition as a sought-after speaker and contributor to various channel events and publications.

Rob and I do a deep dive into his predictions. We review what we got right and missed in 2024 and a set of NEW forecasts for 2025.

I also want to remind you that if you could not be in the room for this Ultimate Partner LIVE, you can still watch ALL the excellent sessions as a UPX—Ultimate Partner Experience member. Membership includes advanced registration, discounts, and premier access to our many events planned for 2025. You can check out membership HERE.

Thank you for supporting Ultimate Partner and the Ultimate Partner Podcast. Please tell your friends, subscribe, and leave us up to a 5-star Review, as it helps us get more amazing guests.

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! https://theultimatepartner.com/experi…

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Fireside Chat: Microsoft’s Perspective on the Ecosystem.

This year’s Ultimate Partner Live event set new industry benchmarks for content and quality, featuring insights from leaders and award-winning partners collaborating with Microsoft. Sandy Gupta, Microsoft’s new ISV leader, joined me for his first live stage appearance in this role to discuss his vision for driving growth.

Drawing from 32 years of global experience in markets like China, India, and Japan, Sandy emphasized the shift toward companies becoming software platforms fueled by AI and rapid technological advancements. He highlighted how AI transforms industries and ecosystems, reshaping business processes into interconnected solutions. Sandy also addressed challenges like data privacy and evolving marketplace strategies, such as expanding hybrid solutions and rethinking partner compensation models. With AI enhancing pre-sales and customer support efficiency, the event underscored the urgency for innovation.

What You’ll Learn:

Sandy Gupta’s Global Vision: Insights from his 32-year career and 18 years at Microsoft, emphasizing growth through AI and platform evolution.

The Shift to Software Platforms: How businesses are transforming into software-driven entities, powered by AI advancements.

AI’s Impact on Partnerships: How AI accelerates pre-sales, customer support, and go-to-market strategies for partners.

Platform-Centric Ecosystems: Microsoft’s approach to scaling growth through innovative tools, hybrid solutions, and partner compensation models.

Future-Ready Strategies: Practical guidance for ISVs and tech innovators to thrive in a rapidly changing market landscape.

Engaging with Microsoft: How to leverage Microsoft’s ecosystem, resources, and programs for sustainable growth.

Key Takeaways:

Sandy envisions a Microsoft agile approach that embraces rapid technological changes while fostering deep ecosystem relationships. Moving forward, a focus on building scalable solutions through broad partnerships and specific market-making alliances is emphasized as crucial.

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! https://theultimatepartner.com/experi…

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The Billion Dollar AI Opportunity with Neeti Gupta, Dux Raymond Sy & Sri Ganapathy

The Ultimate Partner LIVE ’24 event showcased the unparalleled collaboration between Microsoft, industry leaders, and award-winning partners, emphasizing the $827 billion opportunity in generative AI. A panel led by Neeti Gupta highlighted rapid AI-driven changes, while Dux Raymond Sy of AvePoint discussed monetizing AI and addressing data governance issues hindering GenAI adoption. Sri Ganapathy from Microsoft’s Azure AI team stressed the importance of strong data cultures and client readiness, outlining consulting opportunities in assessing technological maturity. Successful AI integration, they noted, hinges on secure, high-quality data and tailored solutions using tools like Copilot Studio. Examples like H&R Block and Vodafone demonstrated AI’s transformative impact across industries.

Key takeaways included fostering leadership support, building strong data cultures, and addressing ethical and regulatory challenges in AI. As AI models grow cheaper and more efficient, pricing strategies and ROI localization become crucial. Microsoft’s efforts in responsible AI, data security, and educating policymakers on tech advancements underscore the need for collaboration to balance innovation with regulation, ensuring a simplified, transformative journey for customers.

What You’ll Learn

The Generative AI Opportunity

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I am thrilled to bring you my latest conversation with MP Eisen, VP of Partnerships at Glean, from the Google Cloud Marketplace Exchange! Glean is redefining the way enterprises access and utilize internal data, creating an “enterprise work assistant” that operates like an internal search engine, helping users find strategic insights, project updates, and account-specific information.

MP shares Glean’s journey as a Google Cloud partner, from their first Marketplace listing in 2023 to a rapid trajectory that’s driven millions in consumption. Their approach? A laser focus on aligning Glean’s offerings with Google’s value propositions, from compute to Vertex AI’s Gemini, resulting in a partnership that has rapidly scaled across multiple industry segments.

Key takeaways from MP’s insights:

Listen in on The Ultimate Partner to learn how Glean is setting new standards for leveraging marketplace and hyperscaler partnerships!

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

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.

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!

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!

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