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  • 312 – AWS Partners Unlock the Proven Path From AI Pilots to Profit

    312 – AWS Partners Unlock the Proven Path From AI Pilots to Profit
    2026/09/14
    Don’t get left behind in the AI revolution. Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/ Check Out UPX: https://theultimatepartner.com/experience/ In this powerful episode, Vince Menzione sits down with Rebecca Jones of Bridge Partners and Mark Yaphe, Head of Consulting Partners for AWS, to uncover how AI is fundamentally rewiring the partner ecosystem. They explore the urgent shift from 90% stalled AI pilots to a new era of rapid execution, warning against the trap of “shiny object” syndrome. By unpacking the necessity of a “builder mindset” and a product-focused approach, this discussion reveals exactly what top-performing companies are doing to collapse six-month development cycles into four weeks and secure their place in the 2026 market landscape. Key Takeaways The transition from on-prem to cloud and marketplace is now entirely focused on AI transformation.Top companies approach AI with a product mindset rather than running scattershot pilots.Empowering frontline teams with a “builder mindset” can collapse solution cycles from six months to four weeks.Partners must avoid the $260 billion AI “FOMO” trap by specializing in specific industries and workflows rather than trying to do everything.Evaluating the “highest and best use” of AI models like Claude is essential for managing token economics and ROI.Thriving through AI disruption requires cultivating a strong growth mindset and prioritizing human connection and critical thinking. 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 AI transformation, AWS partner ecosystem, hyperscaler alignment, builder mindset, product mindset implementation, Bridge Partners insights, GenAI solution cycles, AI token economics, Claude model utilization, GSI strategy, 2026 ecosystem shift, AI ROI measurement, agentic tools, workflow specialization. Transcript Rebecca Jones and Mark Yaphe AUDIO EPISODE [00:00:00] Rebecca Jones: You can either, um, think about being disrupted or being a disruptor. [00:00:07] 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. [00:00:18] Vince Menzione: Welcome to the Ultimate Partner Podcast. I’m Vince Menzi, own your host. [00:00:23] Vince Menzione: And each week I sit down with leaders at the intersection of [00:00:26] Vince Menzione: 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. It is the strategy because being in the room changes everything. [00:00:45] Vince Menzione: Let’s start. We have another incredible session today, right? So I get to invite another friend of, of ultimate partner who’s been around for a while and, uh, it’s just absolutely amazing. Rebecca has been in the studio, she’s been at, how many of events have you been with? Fourth, fourth one, and I’m gonna have you introduce Mark as well. [00:01:10] Vince Menzione: So come on, on stage. Rebecca. Rebecca Jones to many of you know. [00:01:14] Rebecca Jones: Thank you, sir. [00:01:15] Vince Menzione: Good to see you. Good to see you. And Mark, great, great to have you. I want to have you, Richard, we’ll have you, Rebecca’s gonna introduce you and then we want you to introduce yourself as well, sir. [00:01:23] Rebecca Jones: Wonderful. Well, [00:01:24] Vince Menzione: and another AWS exec. [00:01:26] Vince Menzione: I love this. Like, I know. Yeah, we’re finishing out the day Strong. [00:01:28] Rebecca Jones: Well, Vince, I have to say, you’ve got me, um, the last time we got together, it was the last session before happy hour. So I guess we’re closing. [00:01:36] Vince Menzione: Well, you know, we’re gonna close us [00:01:38] Rebecca Jones: out [00:01:38] Vince Menzione: really nicely. Know we, yeah. We’re serving Bloody Mary’s, by the way, while you’re guys are up here. [00:01:42] Vince Menzione: No. Good. [00:01:42] Rebecca Jones: So, um, we’re so excited to have Mark. Thank you, mark, for joining us here. Um, head of consulting partners for AWS and, uh. We’re gonna close this down, aren’t we? I love [00:01:54] Vince Menzione: it. I love it. Yes. I’m looking forward to it. [00:01:56] Rebecca Jones: Okay. [00:01:56] Vince Menzione: So Mark’s well, welcome. Good to have you. [00:01:58] Rebecca Jones: Yeah. Do you wanna take a seat? [00:02:00] Vince Menzione: Uh, yeah, [00:02:00] Rebecca Jones: please do. [00:02:01] Rebecca Jones: All right. [00:02:01] Vince Menzione: Please do. I’m morphing the pillows up, by the way....
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    27 分
  • 313 – Missing the Copilot Boom? How Top MSPs Are Monetizing AI Now

    313 – Missing the Copilot Boom? How Top MSPs Are Monetizing AI Now
    2026/09/21
    Don’t miss the AI partnership revolution! Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/ Check Out UPX: https://theultimatepartner.com/experience/ In this episode, Vince Menzione sits down with Jason Ulacio from Enforcer and Oguo Atuanya from PAX8 to discuss the critical ecosystem shift happening as MSPs transform into Managed Intelligence Providers (MIPs). They explore the hidden dangers of shadow AI running rampant in organizations, the absolute necessity of establishing solid data governance before deploying tools like Copilot, and how curated agent stores are enabling partners to drive repeatable, monetizable business outcomes for SMBs. https://www.youtube.com/watch?v=ajn6FFFWMp4 Key Takeaways The traditional MSP model must evolve into a Managed Intelligence Provider (MIP) that focuses on business consulting and driving repeatable growth for SMBs.Almost 100% of organizations have a “shadow AI” problem, creating massive security vulnerabilities that MSPs must immediately address.Before successfully deploying Copilot, organizations must lay down a foundation of data governance and security to prevent dangerous oversharing of sensitive information.PAX8 is bridging the SMB gap with a curated agent store that ensures agents are native to SMB needs, secure, and deliver outcome-driven experiences.MSPs must become “Customer Zero” by actively using and understanding AI tools internally before attempting to commercialize them for clients.Providing simple, baseline services like monthly shadow AI reporting is an effective first step for MSPs to build recurring revenue streams based on AI. 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 Managed Intelligence Provider, PAX8, Enforcer platform, Microsoft environments, shadow AI detection, Copilot assessment, data governance, work IQ, sensitivity labels, SMB native agents, curated agent store, vendor built agent, MIP playbook, purview adoption, MFA, HIPAA compliance, F1 engine analogy, trust AI, is AI trustworthy, AI governance, AI regulation, AI compliance Transcript Oguo Atuanya and Jason Ulacio Audio Podcast [00:00:00] Jason Ulacio: We are getting to the point where we ask AI questions, we ask copilot. We ask these stat questions, and we trust the answers that come back. [00:00:10] 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. [00:00:22] 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 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. [00:00:44] Vince Menzione: It is the strategy because being [00:00:46] Jason Ulacio: in the room changes everything. Let’s start. [00:00:52] Vince Menzione: This is like a Microsoft, uh, alumni meeting. [00:00:56] Oguo Atuanya: Yes. [00:00:56] Vince Menzione: It’s an alumni network meeting. I’m gonna have you both come on, introduce yourselves, and then we’re gonna jump into the conversations. Good to see you, my friends. [00:01:05] Oguo Atuanya: Same here. [00:01:06] Vince Menzione: This is so fun. [00:01:07] Vince Menzione: Fun. Please, [00:01:08] Jason Ulacio: please, [00:01:11] Vince Menzione: Jason, I’ll let you go first. Yes. Welcome to the stage, ultimate Partner Stage. [00:01:17] Jason Ulacio: Yes. Thank you. Thank you, Vince. Thank you for having us. Um, hi everyone. Jason CIO here. Um, as we view of business development at Enforcer, um, I joined Enforcer about eight months ago. Prior to that, uh, spent about nine and a half years at Microsoft, um, working with this gentleman and, and many of of the other folks, some of [00:01:38] Vince Menzione: the other folks in the room. [00:01:38] Vince Menzione: Yeah. Yeah, that’s awesome. And you live here locally? [00:01:42] Jason Ulacio: Yes, yes. I’m based here, Seattle. And your [00:01:43] Vince Menzione: company is based in the UK [00:01:45] Jason Ulacio: And we’re headquarter in the uk, but we have a couple offices here in the US as well. [00:01:49] Vince Menzione: Very, [00:01:49] Jason Ulacio: very cool. [00:01:49] Vince Menzione: And you have a bunch of people here today, so Yes. It’s so great to be here first time in the room with us and this gentleman I’ve known for a little while. [00:01:57] Oguo Atuanya: Yes, sir. [00:01:57] Vince Menzione: Good to. Well, you can, I’ll let you introduce yourself, but you don’t need any introductions you’ve ...
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    26 分
  • 311 – Why Deals Aren’t Falling From the Sky in Your Marketplace

    311 – Why Deals Aren’t Falling From the Sky in Your Marketplace
    2026/09/06
    Don’t miss this massive ecosystem shift! Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/ Check Out UPX: https://theultimatepartner.com/experience/ Host Vince Menzione sits down with industry leaders Nicole Dziedzic, Erwin Visser, and Mira Ayad to uncover the critical transformations happening across the technology ecosystem and marketplace. The panel explores the impact of Reseller Enabled Offers (REO), the changing role of distribution into aggregation, and the immense opportunities surrounding agentic AI. They also dive into why MSPs need to ruthlessly simplify their technology stacks to make room for business value selling, and how data tools like ASPX are changing the game for proactive channel strategies. https://youtu.be/4Ox507-0l_8 Key Takeaways The marketplace has completely transformed software procurement and is now rapidly expanding into the SMB sector.Reseller Enabled Offers (REO) allow partners to own private offers on behalf of ISVs while maintaining their trusted advisor status.Ingram has introduced the MCP server to help partners automate and pull necessary distribution data seamlessly.The next few years represent a “golden age” for MSPs if they can successfully adopt, build, and operationalize AI agents.Microsoft’s ASPX platform gives partners critical usage and marketing signals to proactively target customer opportunities.MSPs must simplify their bloated technology stacks to create space for selling true business value with agentic AI. 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 agentic AI, Reseller Enabled Offers, MCP server, marketplace syndication, ASPX data, Agent 365, precision velocity, managed service providers, hyperscaler enablement, technology stack simplification, Ultimate Partner Experience, cloud solutions strategy, customer zero, ISV go-to-market. Transcript Nicole – Erwin – Mira Podcast [00:00:00] Mira Ayad: I think it’s a very simple formula. Start where your customer is at, like meet the customer. Where they act is not just a generic cliche state statement. [00:00:10] 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. [00:00:21] 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 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. [00:00:43] Vince Menzione: It is the strategy because being in the room changes everything. Let’s start. [00:00:53] Vince Menzione: We’ve got some word friends of ultimate partner coming up now, and then I’m gonna have them come up and introduce themselves. Uh, most of these people I’ve had the opportunity to meet Nicole, come on up. Come on. Good to meet you. I’m gonna have everyone introduce themselves. This guy, I never know. I’ve never met this guy before. [00:01:12] Vince Menzione: Mira, great to see you again. We gotta be on stage about a month ago. Yes. And we get to do this again while a different panel conversation. So, terrific. [00:01:22] Vince Menzione: Nicole, we’re gonna start with you on from the far end and come this way. So I’ll have you introduce yourself to, to our audience. [00:01:27] Nicole Dziedzic: Yeah. So, uh, so I lead our, uh, US business for Ingram, uh, really focused on our customer success and renewals across our vendor stack. [00:01:36] Vince Menzione: Thank you for being here. [00:01:37] Nicole Dziedzic: Okay, [00:01:37] Nicole Dziedzic: thank you. I’m excited. Awesome. [00:01:39] Erwin Visser: Yeah. Uh, great to be here again. Thanks, uh, fin for, for having us and a lot of familiar faces. So, uh, Erman, Viser, uh, I recently changed roles, so four weeks ago, uh, in Microsoft. I’m, uh, I just, uh, started to, uh, to lead the, uh, the Cloud Solutions Strategy team, uh, still in GCPS, so our global channel organization. [00:02:01] Vince Menzione: And Mira, great to see you again. [00:02:03] Mira Ayad: Same here. Yes. I’m looking forward for this conversation. We had so much fun last time. [00:02:07] Vince Menzione: Yes, [00:02:08] Vince Menzione: so [00:02:08] Vince Menzione: good. [00:02:09] Mira Ayad: My name is Mira Ayad . I’m the GM for a global Microsoft marketplace. My team leads the strategy and operations. I’ve been with Microsoft for seven months, I think, but this is not my first rodeo. [00:02:21] Mira Ayad: This is my fourth time boomeranging to Microsoft. Yeah. [00:02:26]...
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    34 分
  • 310 – Why Sticking to a 3-Year Plan Will Destroy Your Business

    310 – Why Sticking to a 3-Year Plan Will Destroy Your Business
    2026/08/29
    Don’t get left behind in the AI shift! Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/ Check Out UPX: https://theultimatepartner.com/experience/ In this critical conversation, Vince Menzione sits down with Shannon Sigmon, Marc Harpster, and Jeff Mesnik to uncover how the rapid pace of change in the Google Cloud Marketplace and AI agent integration is forcing organizations to completely rethink their go-to-market strategies. They break down why traditional three-year business plans are dead, replacing them with agile 100-day sprints to keep up with the shifting ecosystem. The panel reveals that leveraging your Adaptability Quotient (AQ) and turning data patterns into actionable co-sell motions are the only ways to survive the upcoming “agent age” and maintain a competitive edge. https://youtu.be/xIaABKU1jmM Key Takeaways Consistent messaging is required to gather actionable data and build trust with channel partners.Three-to-five-year business plans are obsolete, and leaders must now operate in 100-day sprints to keep pace with hyperscaler changes.Google Cloud Marketplace uniquely supports channel partners by allowing them to own the customer relationship and recognize top-line revenue.The rise of AI agents is shifting discovery away from traditional SEO, requiring ISVs to adapt how they provide access to their tools.Creating interactive content variations from a single asset helps train AI agents to discover and prioritize your solutions.Despite rapid digital transformation, human connection remains the ultimate deciding factor in enterprise software purchases. 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 Adaptability Quotient, Google Cloud Marketplace, agentic age, co-sell motion, digital sales hub, private offers, propensity to buy, AI pattern analysis, hyperscaler CRM, interactive trivia content, product-led discovery. Transcript Shannon – Marc – Jeff AUDIO Podcast [00:00:00] Vince Menzione: That becomes the core of your data analysis because if you’re not submitting consistent content and submit, you know, consistent information, then you’re not gonna get information back. [00:00:13] 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. [00:00:25] Vince Menzione: Welcome to the Ultimate Partner [00:00:26] Vince Menzione: Podcast. I’m Vince Menzione your host. And each week I sit down with leaders at the 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 [00:00:46] Vince Menzione: strategy. [00:00:47] Vince Menzione: It is the strategy because being in the room changes everything. Let’s start. [00:00:57] ——-: We have another incredible group of leaders coming up here and, uh, and friends of ultimate partner and, uh, Susan, do you need me for, okay, good. Come on up. So I’m gonna, I’m gonna invite you up and then have you each. Introduce yourself, uh, to this conversation. Shannon, it has been a great to see you. Yeah, great friend. [00:01:18] ——-: Been in, it was in Boca. Mark. Great to have you. Good to see you, sir. Jeff, great to have you. Uh, this is incredible. I’m, I’m excited for this conversation. So, uh, yeah, we talked about aq. We talked a little bit about AQ in this last session. Don’t, didn’t we? Yeah. [00:01:34] Shannon Sigmon: A little. [00:01:34] Vince Menzione: Why don’t we go, why don’t we have you, I wanna have you each introduce yourself, your role, your company mission, and, and, and everything here. [00:01:40] Vince Menzione: So why don’t we start with Shannon. [00:01:41] Shannon Sigmon: Um, hey, thank you Vince for having us again, um, here in Bellevue. It’s been great to meet with everybody and see some old friends. Uh, I’m at Software One, so Shannon Sigman, um, based on the East Coast, but I work at Software One I’m responsible for. Um, in my sales role, I’m responsible for our channel and digital sales organization in North America. [00:02:00] Shannon Sigmon: And then I also have, um, responsibility supporting Regina Ma and Freddie and our leadership team as the chief of staff. Um, and we’re focused software one, if you haven’t worked with us before, we’re focused on helping, um, helping our customers and partners deliver real financial impact in their business so they can afford some of the, the cool to do some of the cool stuff you were talking about in the earlier session. [00:02:20] Shannon Sigmon: And it’s, for us, it...
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    30 分
  • 309 – AWS Marketplace Co-Sell: 3 Moves Partners Must Make in 2026

    309 – AWS Marketplace Co-Sell: 3 Moves Partners Must Make in 2026
    2026/08/23
    Don’t miss the marketplace revolution! Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/ Check Out UPX: https://theultimatepartner.com/experience/ In this episode of the Ultimate Partner Podcast, Vince Menzione sits down with AWS Marketplace leaders George Maroulakos and Arif Razvi to uncover the rapidly shifting ecosystem of technology procurement and partner transformation. They dive deep into the evolution of buyer experiences, the critical necessity of executive alignment, and how agentic AI is redefining software discovery and consumption. If you want to accelerate deal velocity and ensure your business isn’t left behind, this conversation outlines exactly why integrating the AWS Marketplace into your core co-sell motion is no longer optional. https://youtu.be/Avp0sIyxRU8 Key Takeaways Embracing the AWS Marketplace should be viewed as a natural extension of your co-sell motion, not an interrupt-driven exception.Successfully leveraging the marketplace requires top-down executive sponsorship to overcome internal friction across legal, finance, and revenue operations.Partners must prepare for global expansion by ensuring local entities and currencies are wired up to meet buyers where they are.Agentic AI and natural language queries are leveling the playing field for software discovery, moving beyond traditional SEO-driven presence.SaaS pricing models are shifting toward consumption and outcome-based structures, demanding highly detailed product metadata.The speed of deal closure is drastically increased when partners are prepared to transact seamlessly through the marketplace. 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 AWS Marketplace, partner transformation, buyer experiences, hyperscalers, co-sell motion, revenue operations, strategic alignment, agentic AI solutions, outcome-based pricing, metadata optimization, software discovery, private offers, global expansion, deal velocity, cloud centers of excellence. Transcript Arif Razvi and George Maroulakos Audio Episode [00:00:00] George Maroulakos: From my perspective, think about marketplace as a why not as opposed to a why. [00:00:06] 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. [00:00:17] Arif Razvi: Welcome to the Ultimate Partner Podcast. I’m Vince Menzi, own your host. [00:00:22] Arif Razvi: And each week I sit down with leaders at the intersection of technology, [00:00:26] Vince Menzione: 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. [00:00:39] Arif Razvi: It is the strategy because being in the room changes everything. [00:00:44] Arif Razvi: Let’s start. [00:00:48] Vince Menzione: I’m excited to, because we were talking about some of this earlier with Matt, but I thought this would be a great conversation. I’m gonna ask each of you to introduce yourselves, George and Arif, and your roles. ’cause you have two very unique roles. Uh. Contrasting roles, I would call it, within the AWS Marketplace Organization. [00:01:06] George Maroulakos: Yep. Happy to do so. So I think Vince just didn’t wanna say my last name, so that’s why I’m gonna introduce myself. Mayor. Very, very good. So Mayor Laki, George Meki, pleasure to meet. Hey, I can say that, uh, all of those that I haven’t met before, lots of familiar faces as well here. Uh, so it’s really great to see. [00:01:21] George Maroulakos: Uh, I’m part of the AWS Marketplace team and our center of excellence. That focuses on buyer experiences. So like why is a buyer guy here in this partner session? And I think, you know, I’m gonna help to try to bring some perspective around what our buyers see as the value for using marketplace and. [00:01:40] George Maroulakos: Working with all of these great partners that are here in the room and, uh, you know, the experiences that we see in helping to drive, you know, the blood to all organs. I’m using that a lot, Alison, to copyright it. It’s, it was really good. I love that, that analogy. But, um, for, but for both our partners as well as for our customers. [00:01:59] Vince Menzione: That’s awesome. [00:01:59] Arif Razvi: Hey everybody. I’m Arif Roski. I’m based here in New York City, although I’m a Celtics fan. Um, uh, go, go. I, I still supported the Knicks through the championship and I’m very happy for them. So excited to be here. Excited to be among, uh, other channel and alliance leaders. I’ve spent my entire 25 plus career in ...
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    32 分
  • 308 – 7 Partner Secrets Microsoft’s New Channel Sales Leader Just Exposed at UP LIVE

    308 – 7 Partner Secrets Microsoft’s New Channel Sales Leader Just Exposed at UP LIVE
    2026/08/16
    Don’t miss this massive channel shift! Subscribe to our Newsletter:https://theultimatepartner.com/ebook-subscribe/ Check Out UPX:https://theultimatepartner.com/experience/ In this episode of the Ultimate Partner Podcast, host Vince Menzione sits down with Alexandra Zagury, Corporate Vice President of Channels at Microsoft, to explore ecosystem shifts, partner-led growth, and AI transformation. https://youtu.be/9jrSGX5bM90 Key Takeaways Microsoft’s telemetry and propensity data offer unprecedented insights that many partners are currently failing to unlock.Partners must evolve past basic licensing models and build comprehensive managed service stacks across the entire customer lifecycle.Establishing an AI Center of Excellence on the Microsoft platform is critical for capturing future market share and technical intensity.The modern tech ecosystem demands a shift from product-led growth to true partner-led growth driven by multi-partner collaboration.Renewal engines targeting 110% to 125% retention require an always-on motion starting well in advance of contract expiration.Investing in sales readiness and precision velocity training ensures that end sellers can effectively articulate the value of the Microsoft platform. 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 Microsoft, telemetry, Hyperscalers, channel, small medium enterprise, telcos, hosters, SSPs, Cisco, CSP, agentic GTM, propensity data, SPX, PUPP, cloud descent, MSPs, managed XDR, Agent 365, skilling, co-sell, renewals, flywheel, AI Center of Excellence, enterprise Transcript Alexandra Zagury Audio Podcast [00:00:00] Alexandra Zagury: One of the things that I think is the best kept secret at Microsoft is the telemetry that we offer our partners. [00:00:08] 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. Welcome to the Ultimate Partner Podcast. [00:00:22] Vince Menzione: I’m Vince Menzi, own your host, and each week I sit down with leaders at the 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. [00:00:41] Vince Menzione: It is the strategy because being in the room changes everything. Let’s [00:00:46] Guest: start. [00:00:50] Vince Menzione: I am thrilled because I get to have a leader that is somewhat new in role and is the corporate vice president of channels for Microsoft. And so Alex is here to, is joining us for the first time at Ultimate Partner. I’m thrilled to have you. Thank, thank you so much. Thank you so much. Welcome, welcome. [00:01:14] Vince Menzione: Thank you. Thank you. You and I are gonna be in the center seat in the middle. Okay. Yeah. Yeah. We wanna. So I am thrilled. Um, you’re relatively new in your role at Microsoft. [00:01:24] Alexandra Zagury: Seven months. [00:01:25] Vince Menzione: Seven months, [00:01:26] Alexandra Zagury: yes. [00:01:26] Vince Menzione: Wow. That’s a, that’s a crazy. So take us through, ’cause for those who don’t know you, but a little bit of an introduction, your title, your role, CVP, and uh, your remit. [00:01:37] Vince Menzione: Let’s talk about that and what your organization is focused in, in your mission. Yeah. [00:01:41] Alexandra Zagury: So hi everybody. Really exciting to be here. Thanks for the invitation, Vince. I always love to be with partners and with the channel. So my, I came to Microsoft to lead a new role, which we call Global Channel Sales, and it was part of the strategy of Microsoft to really bet on the growth in small, medium enterprise. [00:02:04] Alexandra Zagury: With the channel partner led growth. So my remit is really to lead our managed partners, but also to lead the strategy when it comes to the channel. Very specifically looking at the telcos, the distributors, the hosters. The sis and, uh, the SSPs of course. And, and so my role can be summarized in one word growth, and that’s what we do every single day is map our ambition to your ambition and figure out how we actually conquer this age of ai. [00:02:40] Vince Menzione: It’s a pretty big role. It’s a pretty, you know, I forgot about hosts ’cause we don’t, we don’t talk about them as much these days in the cloud. [00:02:48] Alexandra Zagury: Still a lot [00:02:48] Vince Menzione: of opportunity. You’ve got, and you’ve got all the telcos as well, which are pretty significant organizations, right? Lumen Field, just around the corner. [00:02:56] Vince Menzione: Mm-hmm. Right up the. Right up, I said across ...
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    30 分
  • 307 – Service Now & WorkSpan Debunk The Co-Sell Myth: Why 50% of Sellers Decide Your Fate

    307 – Service Now & WorkSpan Debunk The Co-Sell Myth: Why 50% of Sellers Decide Your Fate
    2026/08/09
    Don’t miss the AI partnership revolution Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/ Check Out UPX: https://theultimatepartner.com/experience/ In this episode, Vince Menzione sits down with Amit Sinha from WorkSpan and Marc Monday from ServiceNow to dissect the rapid evolution of AI-native partnerships and the shifting dynamics of the channel ecosystem. They explore how the hyperscaler co-sell model has transformed into a complex strategy of asymmetrical collaboration that demands unprecedented speed, simplicity, and scale from publishers. By integrating AI agents to orchestrate workflows, manage high-risk renewals, and automate low-dollar deals, companies can activate their sellers and drive explosive, exponential growth in their partner programs. https://www.youtube.com/watch?v=ZP4cFBcCI9Q Key Takeaways The partner channel is no longer just a piece of the strategy; it is the entire strategy for winning in 2026.Modern co-selling is an asymmetrical collaboration where publishers must often do more than fifty percent of the heavy lifting.Implementing AI agents within partnerships can lead to massive revenue impacts, such as a 24% higher lift on renewals for companies like Boomi.True scaling requires moving beyond traditional time-and-materials consulting toward outcome-based frameworks for customers.Activating sellers through continuous AI-driven account orchestration is the ultimate key to unlocking exponential ecosystem growth.The market is moving faster than ever, necessitating that partner enablement and roadmaps shift to agile, sprint-based cycles rather than long-term rigid plans. 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 AI native, ecosystem shifting, hyperscalers, Work Span, ServiceNow, lifecycle incentives, cloud native, consumption led, DocuSign, Gong, Boomi, workflow orchestration, asymmetrical collaboration, CRM integration, marketplace private offers, high propensity, seller activation, agentic solution, outcome based consulting, LLM control tower. Transcript Amit Sinha and Marc Monday Audio Episode [00:00:00] Marc Monday: We have to be soup drop dead simple and we’re gonna talk about that nice. In this world. It has to be simple. Even though under the covers it’s very complicated, [00:00:10] 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. [00:00:21] 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 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. [00:00:43] Vince Menzione: It is the strategy because being in the room [00:00:46] Marc Monday: changes everything. Let’s start. [00:00:52] Vince Menzione: And, uh, two incredible friends up on, uh, up on stage. But I think I’m just gonna have my, one of my first friends come up. Amit Sinha from Work Span, a great, great friend and supporter. We’ve been together since the beginning, since the very first ultimate partner in Dallas when we commandeered Microsoft facility. [00:01:12] Amit Sinha: Yeah, [00:01:12] Vince Menzione: you have a little bit that you’re gonna share first and then we’re all gonna come join you. [00:01:16] Amit Sinha: Absolutely. And [00:01:17] Vince Menzione: then we’re gonna have my other great friend, mark Monday on us on stage with us as well. So yeah, [00:01:21] Amit Sinha: what a privilege. Uh, what a privilege. Vince, you do an amazing job as a community and, uh, incredible. [00:01:27] Amit Sinha: Shout out to Alexandra. Uh, we work together at Cisco talking about lifecycle incentives across the whole lifecycle. So amazing work done there as well. So. Very quickly, I’m gonna talk to you about AI native partnerships. A quick motivation. That’s me. Of course, we are using Nano banana to cover that. [00:01:45] Amit Sinha: That’s me looking up a Yellow Pages. I will date myself. That’s, uh, McDonald’s coming to India and me looking up, uh, the nearest McDonald’s, right? And this is me now booking Uber Eats Ma and I had this real experience yesterday night. I flew in from Sapphire in Orlando and I was hungry. Ma said, let’s, let’s get Uber Eats. [00:02:06] Amit Sinha: And we had a great. De this is digital native, right? We had no idea the world would transform this way, but completely new ways of working. Okay. Um, and, uh, another great experience that Mike, my co-founder and CEO seated the...
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  • 306 – Why Your AWS Marketplace Strategy Could Become a Single Point of Failure

    306 – Why Your AWS Marketplace Strategy Could Become a Single Point of Failure
    2026/08/01
    Don’t get left behind on AWS! Don’t get left behind on AWS! Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/ Check Out UPX: https://theultimatepartner.com/experience/ In this episode, we go deep inside the AWS Marketplace with Louise Strandoo, who spent nearly a decade building AWS’s marketplace business from the ground up and now leads partner development for AWS’s data, analytics, and storage practice. We break down why operational excellence has to be in place before you ever enable your sales team, why executive sponsorship from the top of the organization is what keeps a marketplace strategy from collapsing into a single point of failure, and why product-led growth is no longer optional now that buyers, and increasingly AI agents, expect to try, buy, and deploy software without waiting on a human to close the loop, https://www.youtube.com/watch?v=pwyAP7yVy3I Key Takeaways Success on AWS Marketplace requires a comprehensive framework like COST, not just a simple checklist of tasks.Your product must be something customers actually want to buy, not a subpar offering used merely to test the waters.Operational excellence is required to ensure your marketplace motion has the sustainability to scale globally.Product-Led Growth (PLG) is essential for enabling frictionless procurement, especially as buyers shift toward agent-driven AI solutions.Executive sponsorship is critical; building a strategy without leadership buy-in will prevent it from gaining real traction.Sales alignment ensures reps are appropriately compensated and friction is removed, preventing them from avoiding marketplace transactions. 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 Louise Strandoo Audio Episode [00:00:00] Louise Strandoo: Salespeople, rightly so. They don’t wanna introduce something that’s going to add a complexity to the deal. They’re like, why would AWS wanna be involved? [00:00:11] Vince Menzione: You can feel it happening. The ecosystem is shifting beneath us, the way Hyperscalers are partnering, how AI’s remaking the channel and what it means to win in 2026. [00:00:22] Louise Strandoo: Welcome to the Ultimate Partner Podcast. I’m Vince Menzi. Own [00:00:26] Vince Menzione: your host. And each week I sit down with leaders at the 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. [00:00:45] Vince Menzione: It is the strategy because being in the room changes everything. Let’s start. [00:00:53] Louise Strandoo: And Louise Strand, come on out. Come on up. Uh, our first, our first [00:00:59] Vince Menzione: Amazon executive at, at this session. Not our first ever, but our first at this session. [00:01:06] Louise Strandoo: Happy to be [00:01:07] Vince Menzione: thrilled to have you. I, why don’t we sit down on an, um, I’ll have you sit here and, you know, you get, take one of the ultimate partner pillows with you since you’re a first assignment attend. [00:01:15] Louise Strandoo: Wonderful. [00:01:16] Vince Menzione: Uh, [00:01:16] Louise Strandoo: good [00:01:17] Vince Menzione: to hear. So great to have you. I thought maybe we’d start, maybe, uh, with you, uh, explaining your role. Then we can start talking about costs, which is the subject is like near and dear, and we’ll talk about that, about what that is. But I want to keep people on their pins of their seats right now. [00:01:33] Vince Menzione: So tell us, tell us more about you and your role and your journey at AWS. [00:01:37] Louise Strandoo: Yeah, well thanks for having me. Good to see everybody in the room. Um, so my name’s Louise. I have spent the better part of the last nine and a half years at AWS and I spent almost that whole time, probably around eight years. In AWS Marketplaces business Development organization, um, I joined to help startups figure out how to scale their business on the marketplace. [00:02:00] Louise Strandoo: And from there, I grew into a number of different roles, helped ISVs figure out how to scale their marketplace business of all sizes. Um, I worked with some of our top sellers on the marketplace, figure out how to really scale their revenue through the marketplace. Today I am actually the lead of the data analytics and storage partner development team. [00:02:20] Louise Strandoo: Nice. Within the US Tech partnerships organization. So it’s been a really cool transition to go from like all marketplace focused. And throughout that time, marketplace kind of became the center of partnerships. Yep. Within our partner program. Um, so...
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