Episodes

  • 281 – Why SHI’s Audacious Transformation is Mastering Agentic AI

    281 – Why SHI’s Audacious Transformation is Mastering Agentic AI
    Dec 21 2025
    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 Guide to Partnering 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 Guide to Partnering 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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    23 mins
  • 280 – A Half Trillion Dollar Opportunity: How ServiceNow Unlocks Marketplace

    280 – A Half Trillion Dollar Opportunity: How ServiceNow Unlocks Marketplace
    Dec 14 2025
    Welcome back to the Ultimate Guide to Partnering® Podcast. AI agents are your next customers. Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/ Check Out UPX:https://theultimatepartner.com/experience/ Jen Odess, Group Vice President of Partner Excellence at ServiceNow, joins Vince Menzione to discuss the company’s incredible transformation from an IT ticketing solution to a leading AI-native platform for business transformation. Jen dives deep into how ServiceNow has strategically invested in and infused AI into its unified platform over the last decade, enabling over a billion workflows daily. She also outlines the critical role of the partner ecosystem, which executes 87% of all implementations, and reveals the company’s strategic initiatives, including its commitment to the hyperscaler marketplaces, the goal to hit half a billion dollars in annual contract value for its Now Assist AI product, and the push for partners to adopt an ‘AI-native’ methodology to capitalize on the fact that customers still want over 70% of AI buying to be done through partners. Key Takeaways ServiceNow is an ‘AI-native’ company, having invested in and built AI directly into its unified platform for over a decade.The company’s core value today is in its unified AI platform, single data model, and leadership in workflows that connect the entire enterprise.ServiceNow will hit $500 million in annual contract value for its Now Assist AI products by the end of 2025, making it the fastest-growing product in company history.An astonishing 87% of all ServiceNow implementations are done by its global partner ecosystem, highlighting their crucial role.The company is leveraging the half-trillion-dollar opportunity of durable cloud budgets by driving marketplace transactions and helping customers burn down cloud commits using ServiceNow solutions.To win in the AI era, partners must adopt AI internally, co-innovate on the platform, and strategically differentiate themselves to rank higher in the forthcoming agentic matching system. Key Tags: ServiceNow, AI-native platform, Now Assist, Jen Odess, partner excellence, workflow leader, AI platform for business transformation, hyperscalers, Microsoft Azure, Google Cloud, AWS, marketplace transactions, cloud commits, AIDA model, agentic matching, F-Pattern, Z-Pattern, group vice president, MSP, GSI, co-innovation, autonomous implementation, technical constraints, visual hierarchy, UX, UI, responsive design. Ultimate Partner is the independent community for technology leaders navigating the tectonic shifts in cloud, AI, marketplaces, and co-selling. Through live events, UPX membership, advisory, and the Ultimate Guide to Partnering® podcast, we help organizations align with hyperscalers, accelerate growth, and achieve their greatest results through successful partnering. Transcript: Jen Odess Audio Podcast [00:00:00] Jen Odess: The AI platform for business transformation, and I love to say to people, it sounds like a handful of cliche words that just got stacked together. The AI platform for business transformation. Yeah. We all know these words, so many companies use ’em, but it is such deliberate language and I love to explain why. [00:00:20] Vince Menzione: Welcome to, or welcome back to The Ultimate Guide to Partnering. I’m Vince Menzi on your host, and my mission is to help leaders like you achieve your greatest results through successful partnering. Today we have a special leader, Jen Odes is the GVP for Partner Excellence at ServiceNow. And joins me here in the studio in Boca Raton. [00:00:40] Vince Menzione: Jen, welcome to the podcast. Thanks, Vince. It’s so great to be here. I am so thrilled to welcome you. To Boca Raton, Florida. Our podcast home look at this amazing background we have Here is this, and this is where we host our ultimate partner Winter retreat. Actually, in February, we’re gonna give that a plug. [00:00:58] Vince Menzione: Okay. I’d love to have you come back. I’d love to have an invite. And you flew in this morning from Washington DC [00:01:04] Jen Odess: I did. It was 20 degrees when I left my house this morning and this backdrop. Is definitely giving me, island South Florida like vibes. It’s fabulous. [00:01:13] Vince Menzione: And we’re gonna talk about ServiceNow. [00:01:14] Vince Menzione: And you’re also opening an office down here? We [00:01:17] Jen Odess: are [00:01:17] Vince Menzione: in West Palm Beach. Not too far from where we are. Yes. Later 2026. Yeah. I love that. And then so we’ll work on the recruiting year, but let’s dive in. Okay. So thrilled to have ServiceNow and to have you in the room. This has been an incredible time for your organization. [00:01:31] Vince Menzione: I have been watching, obviously I work with Microsoft. We’ve had Google. In the studio, Amazon onboard as well. And other than those three organizations, I can’t think of any other legacy organization that ...
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    42 mins
  • 279 – Why Microsoft Sellers Are Ignoring Your Solution (And How to Fix It)

    279 – Why Microsoft Sellers Are Ignoring Your Solution (And How to Fix It)
    Dec 7 2025
    Welcome back to the Ultimate Guide to Partnering® Podcast. AI agents are your next customers. Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/ Check Out UPX: https://theultimatepartner.com/experience/ In this insightful session, Vince Menzione is joined by Erika Irby of Veeam and Pat Primavera of Microsoft to discuss the evolution of their strategic partnership. They unpack Veeam’s transition from a “drinking company with a software problem” to a $2 billion enterprise aiming for $5 billion, revealing the tactical shifts in engineering alignment, sales play development, and co-sell activation that led to their landmark five-year agreement. Pat shares his framework for precision execution within the Microsoft ecosystem, while Erika details how Veeam leveraged “customer zero” strategies and internal alignment to drive success. Key Takeaways Engineering alignment is the critical first pillar before attempting to execute go-to-market strategies.Successful co-selling requires specific packaged plays tailored to distinct seller roles like security specialists or ATSs.Alliance leaders and cloud sales leaders must be in the same room to create joint plans rather than doing internal selling later.Veeam’s commitment to Azure and aligning with Microsoft seller compensation was vital for their five-year agreement.Partners should act as “Customer Zero” by using tools like the Data Resilience Maturity Model on themselves first to prove value.The next major growth opportunity lies in Partner-to-Partner (P2P) collaboration to bundle solutions for 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: Veeam, Microsoft partnership, co-sell activation, ISV strategy, engineering alignment, precision execution, Veeam Data Cloud, Data Resilience Maturity Model, Azure commitment, partner-to-partner, P2P collaboration, channel marketing, sales plays, crossing the chasm, cyber resilience, agentic AI, customer zero, marketplace growth, alliance strategy, ecosystem transformation. Ultimate Partner is the independent community for technology leaders navigating the tectonic shifts in cloud, AI, marketplaces, and co-selling. Through live events, UPX membership, advisory, and the Ultimate Guide to Partnering® podcast, we help organizations align with hyperscalers, accelerate growth, and achieve their greatest results through successful partnering. Transcript: [00:00:00] Erika Irby: Kinda what you were talking about earlier about the, the idea of the channel is non-existent anymore, right? Like we’re, we’re all in this kind of universe of different entities and we all, you know, work together and orbit each other and compliment even, you know, frenemies. I mean, we look at them like, how can we learn? [00:00:15] Erika Irby: How can we grow? You know, how can we be better? [00:00:19] Vince Menzione: Welcome to The Ultimate Guide to Partnering. I’m Vince Menzi, own your host, and my mission is to help leaders like you achieve your greatest results through successful partnering. We just came off Ultimate Partner, live at Carahsoft Training Center in Reston, Virginia. [00:00:35] Vince Menzione: Over two days, we gather top leaders to tackle the real shifts shaping our industry. If you weren’t in the room, this episode brings you right to the edge of what’s next. Let’s dive in. We have another incredible group of another organization here, and this is a really great conversation point too. Maybe I kind of alluded to it. [00:00:57] Vince Menzione: Um, you know, those who know me, when I started the podcast, I was actually doing individual consulting work, uh, before we got to do these events and really started to get front and center with the community in a big way. Uh, and Veeam was actually a client of mine back for several years. Um, so this is gonna be a really interesting conversation. [00:01:17] Vince Menzione: Uh, so we have two incredible leaders gonna be joining me up on stage here. Uh, Eric, I guess I’m gonna introduce ’em, right. So, Erica Irby, who recently rejoined Veeam, who’s been on stage before at other ultimate partner events and is a sponsor for us, and Eric Irby, who leads the channel marketing organization. [00:01:38] Vince Menzione: So taking Veeam, which is a large ISV, and making ’em front and center with the channel and the reseller community. And Pat Primavera, who I worked with at Microsoft, in fact, way back in the day, and his wife as well, who is now a leader in the ISV organization. We’re gonna have ’em go in the specifics of their roles, but having them join me on stage today. [00:01:57] Vince Menzione: So welcome you both on stage. Come on up and join me. I feel like come on down. ...
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    14 mins
  • 278 – AWS Marketplace Unlocked: The AI Agent & Tools Strategy You Need to Win

    278 – AWS Marketplace Unlocked: The AI Agent & Tools Strategy You Need to Win
    Nov 30 2025
    Welcome back to the Ultimate Guide to Partnering® Podcast. AI agents are your next customers. Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/ Check Out UPX: https://theultimatepartner.com/experience/ In this critical discussion, Mike Levy from AWS and Jon Yoo from Sugar sit down with Vince Menzione to explore the seismic shifts occurring within the AWS Marketplace, focusing heavily on the recent launch of AI Agents and Tools. Mike Levy details AWS’s comprehensive strategy to provide not just off-the-shelf agents, but the foundational ‘ingredients’—like security, guardrails, and knowledge bases—via the marketplace to help enterprises become “agentic.” Jon Yoo provides the partner perspective, highlighting the immense but often misunderstood role of channel partners in marketplace revenue, and provocatively challenges the current state of AI ‘features,’ emphasizing that the future requires agents to truly understand a business’s tribal knowledge and processes, not just rules-based workflows. The conversation culminates with the two sharing best practices, including the AWS COSS (Characteristics of Successful Sellers) framework, to help ISVs and partners accelerate their growth and effectively monetize in this new, AI-driven cloud economy. Key Takeaways The AWS Marketplace is now offering a comprehensive suite of AI agents and tools, including agent development platforms and essential security ingredients.AWS is working across the AI stack, from underlying hardware like Inferentia chips to foundational services like Bedrock for accessing LLMs.The Marketplace organization at AWS is strategically integrated within the Partner Organization to build go-to-market channels and procurement systems.The growth of the private offer business and the inclusion of Channel Partner Private Offers (CPPOs) is fundamental to the Marketplace’s future strategy.Successful sellers on AWS Marketplace are guided by the COSS (Characteristics of Successful Sellers) framework, which has been shown to accelerate growth by 31 times.Partners new to the Marketplace should “start narrow” by proving their motion manually before investing in automation, focusing on a clear, simple value proposition. 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 AWSMarketplace, AIagents, Bedrock, ISVstrategy, ChannelPartner, COSSframework, CloudMonetization, Sugarplatform, AmazonQ, AgentCore, PrivateOffers, LLMs, GenerativeAI, GoToMarket, CloudEcosystem Ultimate Partner is the independent community for technology leaders navigating the tectonic shifts in cloud, AI, marketplaces, and co-selling. Through live events, UPX membership, advisory, and the Ultimate Guide to Partnering® podcast, we help organizations align with hyperscalers, accelerate growth, and achieve their greatest results through successful partnering. Transcript [00:00:00] Michael Levy: Uh, if we just double click on, you know, what it, what is an AI agent? ’cause it’s probably important, then we kind of have a shared understanding of what that is. Um, there’s a number of, uh, call it ingredients to the recipe of an AI agent. [00:00:15] Vince Menzione: Welcome to the Ultimate Guide to Partnering. I’m Vince Menzi, your host, and my mission is to help leaders like you. [00:00:22] Vince Menzione: Achieve your greatest results through successful partnering. We just came off Ultimate Partner live at Caresoft Training Center in Reston, Virginia. Over two days, we gathered top leaders to tackle the real shifts shaping our industry. If you weren’t in the room, this episode brings you right to the edge of what’s next. [00:00:43] Vince Menzione: Let’s dive in. So I am thrilled to welcome. So the first time as a sponsor of Ultimate Partner, and also to be up on stage with me, an organization that I also had a, you know, I was at Microsoft, you have to realize the lineage of how these organizations all work together. Uh, this little company that was a, they were like a bookseller company, a little company. [00:01:10] Vince Menzione: And then they, uh, decided that they were gonna, they had all this computing horsepower and never, but wasn’t being used consistently. And what if we just like, share, you know, sell some, swipe a credit card and we’ll share some timeshare on it. Uh, this little company called AWS incredible and so I’m really privileged to have AWS join us as a sponsor this year. [00:01:32] Vince Menzione: Um, and just I think it gives the world a much more well-rounded view of what we’re seeing in our world of ecosystems as well. And I would love to invite to join me up on stage. Mike Levy from AWS Mike is nearby somewhere. Here he comes. Uh, so, so great to have ...
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    33 mins
  • 277 – Decoding the 22 Billion Dollar Secret to Partnership Success in 2026!

    277 – Decoding the 22 Billion Dollar Secret to Partnership Success in 2026!
    Nov 23 2025
    AI is changing everything: Are you ready? Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/ Check Out UPX: https://theultimatepartner.com/experience/ Is your business ready for 2026? Welcome back to the Ultimate Guide to Partnering® Podcast. As we kick off Thanksgiving in the United States this week, I’m incredibly grateful for this exclusive interview with Craig Abod, President of Carahsoft, which reveals the mindset and unique market strategy that fueled the company’s astronomical growth, hitting over $22 billion in bookings. Craig discusses the crucial role of the channel in serving the government and public sectors, how Carahsoft built its foundation by partnering with emerging technology companies like Salesforce and Splunk before they were giants, and how they balance massive $30 million deals with tiny $30 orders. He also shares his vision for the next chapter, including expansion into a $10 billion hardware business and a focus on accelerating partner implementation services, alongside his perspective on the inevitable, fast-approaching ‘aha moment’ for AI transformation across all industries. Craig shared this journey as we kicked of Ultimate Partner LIVE. This was the second LIVE event we hosted this year and the fourth Ultimate Partner Event of 2025, including Winter Retreat, UP Live Spring, and our Executive Breakfast at Microsoft Ignite. Through our events and community, you have access to exclusive content, workshops, and strategies that help you achieve more and stay ahead of what’s next. The buzz around our community is simply astounding. We are building something I couldn’t even dream of when we started a simple podcast almost 9 years ago out of my spare bedroom. If you haven’t already, please consider joining our Ultimate Partner Community, where the most compelling leaders in the technology partnership world come to experience, share, learn, and grow. Thanks for being on this journey with us. — Vince Key Takeaways Carahsoft has grown by roughly $3 billion annually for the last three years, reaching over $22 billion in bookings.The company’s strategy involves centralizing vendor ecosystems to help partners and government customers find, acquire, and deploy technology successfully.Carahsoft established early success by partnering with emerging tech companies like Salesforce and VMware before they became major franchises.A key element of their philosophy is operational excellence, taking the same care of the smallest customers as the biggest ones.The company is focused on expanding into a $10 billion hardware market and growing its services/MSP capability, which currently processes $1.5 billion in implementation services.Craig Abod believes AI will lead to an “aha moment” in the next few years where the value of self-driving cars and automated systems will become undeniable. 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 Carahsoft, Craig Abod, public sector, government IT, channel ecosystem, technology distribution, VMware franchise, Salesforce, Splunk, emerging tech, hyper-growth, AI adoption, self-driving cars, Max CPV, MSP, implementation services, deal registration, long tail work, verticalization, enterprise healthcare, education market, Google Ads, Ultimate Partnering, Menzione. https://youtu.be/5uhSY9BydrM Ultimate Partner is the independent community for technology leaders navigating the tectonic shifts in cloud, AI, marketplaces, and co-selling. Through live events, UPX membership, advisory, and the Ultimate Guide to Partnering® podcast, we help organizations align with hyperscalers, accelerate growth, and achieve their greatest results through successful partnering. Transcript [00:00:00] Craig Abod: We’re all gonna wake up and go, yeah, why are we driving our own cars? Why isn’t, you know, why isn’t there a self-driving car in every city, in every, in every parking lot? And we’re gonna have a, an aha moment in, um, 24 months, or 36 months, or 48 months, where we’re all like, why, why do I own this car that, that I have to drive, I have to drive myself. [00:00:18] Craig Abod: And you can apply that to, um, payroll systems and collection systems and bidding systems. There’s an odd moment where, Hey, do I deploy some of this AI today or do I wait just two months and see what’s out there? [00:00:35] Vince Menzione: Welcome to The Ultimate Guide to Partnering. I’m Vince Menzi, own your host, and my mission is to help leaders like you achieve your greatest results through successful partnering. We just came off Ultimate Partner, live at Caresoft Training Center in Reston, Virginia. Over two days, we gather top leaders to tackle the real shifts shaping our industry. [...
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    Less than 1 minute
  • 276 – Microsoft Co-Sell & AI: Erwin Visser on the $600B Growth Model

    276 – Microsoft Co-Sell & AI: Erwin Visser on the $600B Growth Model
    Nov 16 2025
    AI is changing everything: Are you ready? Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/ Check Out UPX: https://theultimatepartner.com/experience/ Is your business ready for 2026? Welcome back to the Ultimate Guide to Partnering® Podcast. What a thrilling week hosting partner leaders at Ultimate Partner LIVE in Reston, VA at the Carahsoft Training Center. Even if you couldn’t be with us in person at the groundbreaking event, you can listen to the most profound sessions. In this exclusive interview, Erwin Visser, a key leader at Microsoft, discusses the company’s major organizational restructuring into Enterprise and SMEC (Small, Medium, and Corporate) divisions, and their massive, channel-led $600 billion bet on partner-led growth, with a core focus on AI and security. Visser outlines the “Frontier Firm” mindset—a commitment to being AI-first across customer experience, employee productivity (with Copilot saving users an estimated 34% of their time on boring tasks), business processes, and product innovation. He details Microsoft’s enormous investment in partner enablement, a new dedicated partner sales organization, and the urgent challenges of data compliance and software sprawl in the new age of AI agents. He concludes by sharing the three non-negotiable traits of a great partner, providing crucial guidance for anyone looking to navigate the tectonic shifts of the current business world. Through our events and community, you have access to exclusive content, workshops, and strategies that help you achieve more and stay ahead of what’s next. If you haven’t already, please consider joining our Ultimate Partner Community, where the most compelling leaders in the technology partnership. Thanks for being on this journey with us. Key Takeaways The three non-negotiable traits of a great partner are integrity in business, leveraging Microsoft’s investments, and possessing proven technical/sales ability to deliver solutions for customers.. Microsoft has restructured into two core divisions: Enterprise and SMEC (Small, Medium, and Corporate), with SMEC representing an estimated $600 billion market opportunity. The company has made its largest ever investment in partner training, financial incentives, and programs for the SMEC segment, viewing it as a major channel-led bet. A “Frontier Firm” must adopt an AI-first mindset, focusing on transforming customer experience, employee experience, business processes, and innovation. Early adoption of Copilot for employee experience is the fastest win, with one belief suggesting it saves employees 34% of their time on boring tasks. Microsoft has created a new Partner Sales Organization and an “outbound share” metric to ensure its sellers actively share opportunities and co-sell with partners in the SMEC space. https://youtu.be/xmUFSbk_IyQ I Ultimate Partner is the independent community for technology leaders navigating the tectonic shifts in cloud, AI, marketplaces, and co-selling. Through live events, UPX membership, advisory, and the Ultimate Guide to Partnering® podcast, we help organizations align with hyperscalers, accelerate growth, and achieve their greatest results through successful partnering. Key Tags: Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/ Check Out UPX: https://theultimatepartner.com/experience/ Transcript:: Transcript [00:00:00] Erwin Visser: I, I believe that when, uh, people start adopting copilot, they save 34% of their time. Yeah. Have, uh, and it’s, it’s the, and it’s the 34% that you don’t wanna do often. [00:00:15] Vince Menzione: Welcome to the Ultimate Guide to Partnering. I’m Vince Menzi, your host, and my mission is to help leaders like you achieve your greatest results through successful partnering. [00:00:25] Vince Menzione: We just came off Ultimate partner live at Carahsoft Training Center in Reston, Virginia. Over two days, we gathered top leaders to tackle the real shifts shaping our industry. If you weren’t in the room, this episode brings you right to the edge of what’s next. Let’s dive in. Uh, I also wanna, I wanna invite another friend up on stage here. [00:00:49] Vince Menzione: Uh, he’s been at many of our events. He’s been incredibly supportive of our ultimate partner. And, uh, as many of you know, uh, Microsoft has been a sponsor, has been, uh, may have been the title sponsor for this event and for many of our other events, uh, over the last few years. Uh, incredible support from that organization as well and what we do. [00:01:09] Vince Menzione: And, uh, when I picked up the phone and I said, Irwin, I know you got a really busy calendar this fall, but we really need to hear from you. And one of the things I love about doing these is that we’re gonna have a very intimate conversation. Around what’s going on at Microsoft. And I hear this, by the way, I hear this from a lot of you, like, eh, we’re figuring ...
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    39 mins
  • 275 – 12 Costly Microsoft Partnership Mistakes — and How to Fix Them!

    275 – 12 Costly Microsoft Partnership Mistakes — and How to Fix Them!
    Sep 25 2025
    Unlock the secrets to explosive growth in the digital landscape! Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/ Check Out UPX: https://theultimatepartner.com/experience/ Is your business ready for 2026? Welcome back to the Ultimate Guide to Partnering® Podcast. In this episode, Vince Menzione and Reis Barrie, CEO of Carve Partners, dive deep into the 12 most common pitfalls that can derail a successful Microsoft partnership. They discuss the misconception that Microsoft will simply send leads, the critical need for a dedicated partnership owner, and why a misalignment in sales compensation can be a recipe for disaster. The conversation also covers the importance of speaking Microsoft’s language, the proper way to leverage certifications and incentives, and the necessity of having a one-page plan. This is a must-listen for any organization looking to maximize its partnership with Microsoft by avoiding the mistakes that lead to stagnant growth and missed opportunities. 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. https://youtu.be/p0mkz5C0JvU?si=RASwYNmZxHT0L_OH Key Takeaways: Microsoft acts as an amplifier for your efforts; you must be proactive and put in the work to see results.A Microsoft partnership requires a dedicated, full-time owner or team to manage its complexity.Misaligned sales compensation models can doom a partnership before it even begins by creating internal conflict.Partners must translate their value proposition into Microsoft’s language, focusing on shared priorities and seller incentives.Certifications and badges are a start, but their true value lies in leveraging the benefits and programs they unlock.A one-page plan is a critical tool for aligning internal teams and providing a simple, consumable reference for Microsoft sellers. 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. Join Us In Reston, Virginia, October 27-29th. As we enter the last four months of the calendar year, you are probably asking yourself, “What events should I attend this fall and why?” Many Partners and Leaders are trying to determine if the big events make the most sense and what they will learn. Many of these events are big and unyieldy, and while you may bump into some friends, you need to really ask yourself if they will help you achieve your greatest results – as a leader, as an organization, or as a partner. Our attendees tell us they get more accomplished in two full days than in most of the year at our events – they learn from Hyperscaler Leaders, Top Award Winning Partners, and the Masters. Learn from the best, meet the best, grow your business faster and further. Why Ultimate Partner is Unique An Ultimate Partner LIVE is like YOUR Masterclass. We begin with a view of “Where We Are Today” as the tectonic shifts are happening faster than ever before. Our first day sessions explore the advances in AI, Hyperscaler Growth, Marketplaces, Co-Selling, Ecosystem Led Growth, and more. These sessions are led from the leaders driving the discussions at Microsoft, Amazon Web Services (AWS), Google Cloud, AvePoint Veeam Software, Carahsoft, Elastic and more. Bringing it All Together On Day Two, an Industry Analyst will bring it all together as our industry experts help you plot the future course – applying the learnings to maximize results. And, you’ll learn more from the Partner Technology firms, Partner Consultants, and others helping partners like you achieve more and walk away with over a million dollars worth of insights, learnings, and practical advice to apply to your business. In fact, we will have over 10 unique workshops at the fall event alone. The Executive Experience You will be in the room with other executives like you, or partner leaders looking to get to that level. Join us for a unique welcome reception and – if you’re fortunate – you’ll be joining our Executive Dinner. This event will feel more intimate than past Ultimate Partner LIVE settings. You’ll love the experience. Book your tickets today and get ready to join this once-in-a-lifetime opportunity. I look forward to hosting YOU this fall! Click HERE while time still lasts. Key Tags: Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/ Check Out UPX: https://theultimatepartner.com/experience/ Transcript:: REIS BARRIE AUDIO PODCAST [00:00:00] Reis Barrie: I’ve seen this really interesting trend, frankly, of lately, of people not only just not, not only going net neutral, but going....
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    46 mins
  • 274 – Why Success Is Never Built Alone: The Ultimate Partner Framework for Growth

    274 – Why Success Is Never Built Alone: The Ultimate Partner Framework for Growth
    Sep 15 2025
    Unlock the secrets to explosive growth in the digital landscape! Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/ Check Out UPX: https://theultimatepartner.com/experience/ Is your business ready for 2026? Welcome back to the Ultimate Guide to Partnering® Podcast. In this powerful discussion, Vince Menzione shares his personal journey and the mission behind the Ultimate Partner movement. After a near-fatal accident, he gained a new perspective on the importance of community and the power of partnerships. Vince dives deep into the “tectonic shifts” reshaping our industry—from the rise of AI and cloud marketplaces to new buyer expectations. He introduces the seven Operating Principles of successful partnering, a framework designed to provide leaders with the clarity and conviction needed to thrive in a world of constant change. This is more than a podcast; it’s a movement built on the belief that success is never achieved alone and that together, leaders can achieve extraordinary outcomes. 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. https://www.youtube.com/watch?v=k64CcIbLZNc Join Us In Reston, Virginia, October 27-29th. As we enter the last four months of the calendar year, you are probably asking yourself, “What events should I attend this fall and why?” Many Partners and Leaders are trying to determine if the big events make the most sense and what they will learn. Many of these events are big and unyieldy, and while you may bump into some friends, you need to really ask yourself if they will help you achieve your greatest results – as a leader, as an organization, or as a partner. Our attendees tell us they get more accomplished in two full days than in most of the year at our events – they learn from Hyperscaler Leaders, Top Award Winning Partners, and the Masters. Learn from the best, meet the best, grow your business faster and further. Why Ultimate Partner is Unique An Ultimate Partner LIVE is like YOUR Masterclass. We begin with a view of “Where We Are Today” as the tectonic shifts are happening faster than ever before. Our first day sessions explore the advances in AI, Hyperscaler Growth, Marketplaces, Co-Selling, Ecosystem Led Growth, and more. These sessions are led from the leaders driving the discussions at Microsoft, Amazon Web Services (AWS), Google Cloud, AvePoint Veeam Software, Carahsoft, Elastic and more. Bringing it All Together On Day Two, an Industry Analyst will bring it all together as our industry experts help you plot the future course – applying the learnings to maximize results. And, you’ll learn more from the Partner Technology firms, Partner Consultants, and others helping partners like you achieve more and walk away with over a million dollars worth of insights, learnings, and practical advice to apply to your business. In fact, we will have over 10 unique workshops at the fall event alone. The Executive Experience You will be in the room with other executives like you, or partner leaders looking to get to that level. Join us for a unique welcome reception and – if you’re fortunate – you’ll be joining our Executive Dinner. This event will feel more intimate than past Ultimate Partner LIVE settings. You’ll love the experience. Don’t Miss this Early BIRD Opportunity – Ends in a Week This is your last chance to take advantage of a unique opportunity to sign up early and SAVE.> Next weekend, Early Bird Pricing Ends – and will NOT be available again. Also, our special Hyatt Regency Reston will only last for a short time. Book your tickets today and get ready to join this once-in-a-lifetime opportunity. I look forward to hosting YOU this fall! Click HERE while time still lasts. Vince Menzione, Microsoft, Ultimate Partner, The Ultimate Guide to Partnering, business strategy, cloud marketplaces, AI transformation, partnership principles, technology leadership, organizational alignment, growth mindset, executive commitment, visionary leadership, scalable startups, resilient leadership, tectonic shifts, ecosystem growth, tech industry, B2B sales. Transcript: Ultimate Partner Promo 2025 [00:00:00] Vince Menzione: Welcome. I’m Vince Menon, and if you followed me, you know me as the host of The Ultimate Guide to Partnering. Some of you have attended our events or maybe you’re part of our Growing Ultimate Partner community. But today I want to go deeper. I wanna share my journey, what’s happened earlier this year, and how my friends and team have rallied behind me and why I believe this movement we’re building together. [00:00:26] Vince Menzione: Is about to become bigger than ever because in this moment of massive change, these tectonic shifts, we talk about ...
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    7 mins