『Ultimate Partner®』のカバーアート

Ultimate Partner®

Ultimate Partner®

著者： Vince Menzione - Technology Industry Sales and Partner Executive
無料で聴く

概要
 Empowering partners to achieve their greatest results through successful partnering. マーケティング マーケティング・セールス 政治・政府 経済学
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  • 317 – Customers Trust Partners More than Us: OpenAI’s Candid Co-Sell Advice

    317 – Customers Trust Partners More than Us: OpenAI’s Candid Co-Sell Advice
    2026/11/09
    OpenAI is building its partner ecosystem at a pace where a week feels like a month. Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/ Check Out UPX: https://theultimatepartner.com/experience/ Frontier AI labs are becoming the newest hyperscaler-class partners, and the organizations that win with them are moving at a speed the channel has not seen before. In this session, recorded live at Ultimate Partner Live in Reston, host Vince Menzione sits down with Chelsea Berlucchi, who leads OpenAI’s North America partner ecosystem after eight years at Google and ten at Cisco, and Lori Borg, Chief Operating Officer of Eliza, a services firm built from scratch this year and focused entirely on OpenAI. Chelsea describes an OpenAI partner network that has grown to more than 12,000 registered partners in a few months, a team organized around partner sales and partner management rather than tiers, and a co-sell motion built on direct-sales instincts: partners in the room with the account director, covering the whole customer organization, and pitching in five minutes rather than forty slides. Lori explains why going all in on a single platform has paid off across her career, how Eliza structures itself around build-with, sell-with and market-with motions, and how industry depth and persona-led use cases let a small, nimble partner bring value faster than larger multi-cloud firms. The conversation closes with practical advice for partners who want a relationship with a frontier lab, the opportunity for MSPs on the day-two side of the business, and an audience question on how a Microsoft-only partner can add OpenAI through model choice and digital-native customers. https://youtu.be/BLKTlQIoxzw?si=_bGfEMsHKrHAXNVF YOUTUBE: [add link] Key Takeaways OpenAI’s partner network grew to more than 12,000 registered partners within months, almost entirely self-serve, and the North America team now aligns partners directly with account directors and sales engineers to co-sell.OpenAI does not tier its partners; the expectation is self-sufficiency fast, with the first meeting feeling like the third and the first month like the first year.Co-selling with a consumption-based AI business means revenue arrives only when workloads are delivered, so partners must be in the customer meetings, cover the whole organization, and plan the implementation jointly.Partners who succeed with OpenAI dedicate accountable people to the practice, invest in badging and forward deployed engineer training alongside OpenAI’s own teams, and bring a clear five-minute point of view on why customers choose them.A partnership built on trust runs on three motions at once: build with, sell with and market with. Eliza’s all-in focus on OpenAI accelerated that trust and earned grassroots champions inside OpenAI’s sales organization.Microsoft-centric partners can add OpenAI through model choice conversations and fast-growing digital-native customers, while MSPs have a natural opening in the day-two managed side of AI deployments. If you’re ready to lead through change, elevate your business, and achieve extraordinary outcomes through the power of partnership—this is your community. At Ultimate Partner we want leaders like you to join us in the Ultimate Partner Experience – where transformation begins. Keywords OpenAI, partner ecosystem, frontier model, co-selling, account directors, partner network, forward deployed engineers, badging, all-in partner, build with, sell with, market with, consumption model, model choice, MSPs, digital natives, Eliza, Microsoft ecosystem. Transcript Chelsea Berlucchi – Lori Borg AUDIO PODCAST [00:00:00] Chelsea Berlucchi: I want the first meeting to feel like the third meeting. And I want the end of the first month in a partnership to feel like the end of the first year. And to really think this business should be different. [00:00:17] Vince Menzione: You can feel it happening. The ground is shifting beneath us. The way we partner, how AI is remaking the channel, and what it takes to win as a partner right now. I’m Vince Menzione, and welcome to the Ultimate Partner Podcast, where the leaders shaping the ecosystem tell you what’s really happening. Get ready to go deeper: the insights, the frameworks, the real moves in the market. Because being in the room changes everything, and we’re bringing the room to you now. [00:00:48] Vince Menzione: I am thrilled to welcome our first guests up to the stage today. Both of these incredible leaders I’ve gotten to interview before in various forms, and I’m so thrilled to welcome them both. Chelsea Berlucchi, come join us. And Lori Borg, why don’t you come join us as well so we don’t have to do this twice? But so good to see you. So great to see you. Oh my goodness. And Lori, so great to see you. [00:01:31] Lori Borg: You too. Great to be here. [00:01:33] Vince Menzione: So I thought we’d start with introductions. I’ll let you ...
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    1分未満
  • 316 – The Death of Traditional Advertising: Secrets to Winning Trust With AI

    316 – The Death of Traditional Advertising: Secrets to Winning Trust With AI
    2026/10/12

    The end of advertising is here.

    Subscribe to our Newsletter:

    https://theultimatepartner.com/ebook-subscribe/
    Check Out UPX:
    https://theultimatepartner.com/experience/

    In this insightful discussion, AshleighVogstad and Leigh Ann Campbell dive into the fundamental shift from an attention economy to a trust economy driven by artificial intelligence. They explore how the sunsetting of traditional advertising forces go-to-market leaders to pivot towards product creation, humanized storytelling, and outcome-based hyperscaler partnerships.

    https://youtu.be/qeV3wgnnr7Q

    YOUTUBE LINK: https://youtu.be/qeV3wgnnr7Q

    Key Takeaways

    • The go-to-market industry is transitioning from an attention-based model to a trust-based economy where machines and AI agents act as buyers.
    • With content and product creation becoming commoditized, marketers must deeply integrate with product development to drive business impact.
    • Small, niche in-person community events and executive roundtables are emerging as the most effective marketing tactics over massive conferences.
    • Direct-to-fan platforms and individual thought leadership are thriving because algorithms now prioritize deep engagement and dwell time over vanity metrics.
    • For hyperscaler partnerships, delivering 100% of the specific outcomes a customer needs is the ultimate currency of trust for field sellers.
    • AI is changing the co-sell process by requiring partners to optimize their materials into a searchable, FAQ format for Answer Engine Optimization (AEO).

    If you’re ready to lead through change, elevate your business, and achieve extraordinary outcomes through the power of partnership—this is your community.

    At Ultimate Partner® we want leaders like you to join us in the Ultimate Partner Experience – where transformation begins.

    Key Tags:

    attention economy, trust economy, artificial intelligence marketing, agentic intelligence, product marketing disruption, in-person community events, direct-to-fan platforms, humanized storytelling, answer engine optimization, AEO, hyperscaler alliances, ISV co-sell pipeline, Microsoft Azure specialist, partner center optimization, outcome-based selling
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    36 分
  • 315 – Stop Losing Deals: How to Make Your Software Visible to AI Agents

    315 – Stop Losing Deals: How to Make Your Software Visible to AI Agents
    2026/10/06
    Will AI buy your software next? Subscribe to our Newsletter:https://theultimatepartner.com/ebook-subscribe/ Check Out UPX:https://theultimatepartner.com/experience/ In this discussion, Vinod Nair and Michael Levy explore how product-led growth (PLG) and agentic AI are fundamentally reshaping the AWS Marketplace. They detail why relying on traditional sales-led motions is becoming obsolete as AI agents increasingly take over software discovery and procurement. The conversation provides actionable insights on auditing API strategies, adopting outcome-based commercial models, and removing setup friction to capture the growing wave of machine-driven B2B buying. https://youtu.be/enLOuppFYq0?si=A1uPSJ9ioXO7zbTS Key Takeaways Product-led growth (PLG) allows users to discover, try, and buy solutions without relying on direct sales interactions.A successful free trial must deliver immediate value rather than forcing customers to spend time on complex setup processes.AI agents prioritize technical availability, structured metadata, and API access over traditional brand identity during procurement.The Marketplace MCP server acts as an official connector for Claude, driving a significant increase in AI-based search and evaluation traffic.Sellers looking to monetize agentic AI should transition their commercial models toward usage and outcome-based billing.Over 90% of surveyed global sellers are expected to transition to product-led growth within the next three years. If you’re ready to lead through change, elevate your business, and achieve extraordinary outcomes through the power of partnership—this is your community. At Ultimate Partner® we want leaders like you to join us in the Ultimate Partner Experience – where transformation begins. Key Tags product-led growth, AWS marketplace, agentic AI, software procurement, Claude connector, API strategy, outcome-based billing, SaaS transformation, technical availability, structured metadata, AWS seller prime, agent core payments Transcript Vinod Nair and Michael Levy AUDIO Podcast [00:00:00] Michael Levy: Humans, for the most part, care about brand and brand identity and all of that. Agents don’t care about that, right? It’s about the technical availability. It’s about the structured metadata. It’s about evaluating whether it’s the right tool to accomplish that task. [00:00:15] Vince Menzione: You can feel it happening. The ecosystem is shifting beneath us, the way Hyperscalers are partnering, how AI is remaking the channel and what it means to win in 2026. [00:00:26] Vince Menzione: Welcome to the Ultimate Partner Podcast. I’m Vince Menzi. Own your host. And each week I sit down with leaders at the [00:00:33] Vince Menzione: intersection of technology, partnerships and outcomes. The voices shaping how ecosystems actually work. We talk about what’s real, what’s changing, and what it takes to lead in this era where the partner channel isn’t just part of the strategy. [00:00:48] Vince Menzione: It is the strategy because being in the room changes everything. Let’s start. [00:00:57] Vince Menzione: All right. Thank you. All right, [00:01:01] Vince Menzione: so we talked about product led earlier today with that, um. Agent powered. And then marketplace growth is, uh, is part, part of your, your mandate. You’ve got a lot of mandates though, from what I remember. Um, why don’t we just go through like introductions and tell, take us through your mandate, your individual mandates and roles at AWS. [00:01:20] Vinod Nair: Okay, thank you. Uh, my name’s Vinod Nier. I’ve been with AWS marketplace close to eight years now. Uh, I started off as a category lead and worked with. Elastic, uh, MongoDB Databricks. Uh, and that’s where I kind of learned that one of the big missed opportunities in marketplace is helping ISVs grow through product led growth. [00:01:43] Vinod Nair: So, literally wrote a paper, got it approved, and this launched AWS marketplace Sell a Prime about three and a half years ago. [00:01:51] Vince Menzione: Nice. [00:01:52] Vinod Nair: Elastic was one of our founding partners. Grateful for their support and it’s. It’s grown, and that’s kind of my charter. How do I help ISVs activate product-led growth in marketplace? [00:02:03] Vince Menzione: I love it. I wanna dive in. [00:02:04] Vince Menzione: Vinod is the godfather of product led growth. I love it on marketplace. [00:02:08] Michael Levy: Um, I’m, uh, Mike Levy. Uh, I’m from our marketplace business development team. So my team focuses on feature launch and go to market. So for across the features, uh, in Matt Wise org. For partners and for customers. [00:02:21] Michael Levy: And I’m also, I’ve also been the BD lead for our AI agents and tools category within Marketplace. So we formally launched that as a category last year and we’ve seen tremendous growth. And along with the category, we’ve also launched like new deployment mechanisms that many of our ...
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    19 分
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