Ultimate Guide to Partnering‪®‬ Vince Menzione - Technology Industry Sales and Partner Executive

Nicole Dezen, Chief Partner Officer and CVP of Microsoft Global Partner Solutions, joins the Ultimate Guide to Partnering.







In the latest Ultimate Guide to Partnering episode, host Vince Menzione flew to Redmond, Washington. He sat down with Nicole Dezen, Microsoft's Chief Partner Officer, to discuss Microsoft's plans for its new fiscal year 25 and the evolving landscape of technology, security, and the partner ecosystem. This engaging conversation delves into the transformative power of AI, the critical importance of cybersecurity, and the collaborative efforts of Microsoft and its partners to drive innovation and safeguard the digital world.







The Transformative Power of AI







Nicole Dezen kicks off the conversation by emphasizing the revolutionary impact of AI on various industries. She highlights how AI is not just a technological advancement but a catalyst for profound change, enhancing productivity, and fostering innovation. Nicole explains how Microsoft is at the forefront of integrating AI into its products and services, ensuring that they provide smarter, more efficient solutions for their customers. This commitment to AI is part of Microsoft's broader strategy to stay ahead in an increasingly competitive tech landscape.







Cybersecurity: A Priority Zero







In today's digital world, cybersecurity is paramount, and Nicole stresses its importance by describing it as "priority zero" at Microsoft. She delves into the company's proactive approach to addressing security threats, highlighting initiatives like the Secure Future Initiative (SFI). This program is designed to strengthen cybersecurity across Microsoft's products and infrastructure, ensuring that both the company and its customers are protected against evolving cyber threats.







The Role of Partnerships







A significant portion of the conversation is dedicated to the crucial role of Microsoft's partners. Nicole underscores how partnerships are central to Microsoft's strategy, allowing the company to address a diverse range of customer needs effectively. She talks about the collaborative efforts and mutual trust that underpin these partnerships, emphasizing that Microsoft's success is deeply intertwined with the success of its partners.







Geopolitical and Technological Challenges







Vince and Nicole explore the broader geopolitical and technological challenges that influence Microsoft's strategies. The discussion covers how global changes and technological advancements shape the company's approach to business. Nicole highlights the importance of being agile and responsive to these external factors, ensuring that Microsoft remains a leader in the tech industry.







Commitment to Innovation







Innovation is a recurring theme in the episode, with Nicole sharing insights into Microsoft's culture of continuous improvement. She explains how the company fosters a customer-centric approach, constantly developing cutting-edge technologies to meet the ever-evolving needs of its users. This commitment to innovation is key to Microsoft's ability to stay relevant and competitive in the fast-paced tech world.







Addressing Heightened Cybersecurity Threats







Nicole provides a detailed look at how Microsoft is tackling the increased scale and sophistication of cyber attacks. She describes the company's comprehensive strategy, which involves bringing together various teams and resources to combat these threats effectively. This unified approach is crucial in ensuring that Microsoft can provide robust security solutions to its customers.







Integrating AI into Microsoft Products

Ashleigh Vogstad, CEO of Transcends Joins Ultimate Guide to Partnering







With a background rich in entrepreneurship and a mission-driven approach, Ashleigh Vogstad has carved out a unique space in the marketing landscape within the Microsoft ecosystem.







About Ashleigh and Transcends







Ashleigh's journey to becoming a renowned entrepreneur is nothing short of inspiring. Her early entrepreneurial spirit and impactful volunteer work set the stage for her current success. Transcends, the marketing agency she founded, is dedicated to helping 1 billion people feel more connected. The agency thrives on core values like continuous learning, digital freedom, and conscious connection.







Microsoft Partnership and Achievements







Transcends started strong with Microsoft New Zealand as its first client. The agency has a proven track record of ensuring its clients either win or become finalists in award submissions. This success is built on key strategies, including developing Power BI custom visuals that have seen significant engagement and opt-ins.







Award-Winning Strategies and Storytelling







Ashleigh emphasizes the importance of having a compelling "big idea" and leveraging emotional storytelling to make a mark. An example is the touching story of a hospice maintaining care during COVID-19 using modern endpoint management, which highlighted innovation and empathy. Additionally, meticulous attention to metrics and data hygiene is crucial in validating and amplifying these success stories.







The Role of Teamwork







According to Ashleigh, successful partnerships require multidisciplinary teams that bring various organizational roles together. Transcends excels at conducting in-depth internal interviews to uncover valuable data and emotional stories that resonate deeply with their clients' audiences.







Comprehensive Content Creation







Transcends is adept at producing diverse multimedia content, including videos, white papers, and PDFs, all designed to support their compelling storytelling and award submissions. This holistic approach ensures that their clients' narratives are well-rounded and impactful.









https://youtu.be/B-zQkKgRuh4









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What You’ll Learn









* The Power of Emotional StorytellingAshley shares insights into how emotional storytelling can transform marketing strategies.







* Creating a Strong Business FoundationDiscussion on the essential elements needed to build and maintain a successful business.







* Leveraging Data for SuccessThe importance of data hygiene and metrics in crafting award-winning strategies.







* The Value of Multidisciplinary TeamsInsights into how bringing together diverse roles within a team can drive success.









Quotes









* “Emotional storytelling isn't just about telling a story; it's about making your audience feel and connect on a deeper level.”







* “Our mission at Transcends is to help people feel more connected, and we believe that starts with a strong foundation of trust and open communication.”







* “Success is not just about the metrics; it’s about the meaningful impact you create and the stories you share.”

















Transcript - Created by Adobe AI







00;00;00;06 - 00;00;09;09AshleighEven if you have a big idea,

Dux Raymond Sy, Chief Brand Officer at AvePoint, joins Ultimate Guide to Partnering®







With over 20 years of business, marketing, and technology experience, Dux has driven organizational transformations worldwide with his ability to simplify complex ideas and deliver relevant solutions. He is recognized by Microsoft as Regional Director (RD) and Most Valuable Professional (MVP), as well as the author of LinkedIn Learning course How to Build Your Personal Brand, book SharePoint for Project Management, and numerous whitepapers and articles.







In today's episode, we are excited to welcome a leader who stands at the forefront of technological advancements, Dux Raymond Sy. AvePoint is a global leader in data management and security solutions in the cloud, collaborating closely with hyperscalers and integrating AI into their offerings. Dux will discuss how AvePoint is driving change and helping partners achieve their greatest success through cutting-edge solutions and strategic partnerships.









https://www.youtube.com/watch?v=6q_wFKkp05M









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What You’ll Learn









* The importance of knowing when to pivot in business











* Timestamp: 00;30;02;16 - 00;30;05;09







* Vince and Dux discuss the significance of pivoting in business growth.











* Embracing a growth mindset











* Timestamp: 00;30;06;24 - 00;30;08;14







* They emphasize the role of a growth mindset in personal and professional development.











* Taking calculated risks











* Timestamp: 00;30;32;26 - 00;30;33;29







* Dux advocates for taking risks in business endeavors despite uncertainties.











* Choosing guests for a hypothetical dinner party











* Timestamp: 00;30;51;03 - 00;30;59;17







* Vince and Dux discuss inviting historical figures like Tim Berners-Lee and Mother Teresa.











* Tim Berners-Lee's impact on the internet











* Timestamp: 00;31;18;09 - 00;31;30;23







* They reflect on Tim Berners-Lee's invention of the World Wide Web and its global implications.











* Mother Teresa's legacy of service











* Timestamp: 00;32;30;20 - 00;32;37;21







* Dux praises Mother Teresa's dedication to helping the marginalized and underserved.











* Personal sacrifices and family influence











* Timestamp: 00;33;15;29 - 00;33;34;24







* Dux shares personal sentiments about his late father's sacrifices and influence on his life.











* Perspective on wealth and impact











* Timestamp: 00;34;21;02 - 00;34;45;12







* They discuss the balance between financial success and making a positive impact on the world.











* Encouragement to seize business opportunities











* Timestamp: 00;35;16;08 - 00;35;33;25







* Dux advises listeners to jump into business opportunities without overthinking, emphasizing the current market dynamics.











* Invitation to engage with their partnership community



* Timestamp: 00;36;44;29 - 00;37;23;27

John Jahnke joins Ultimate Guide to Partnering®







I'm excited to welcome my next guest to Ultimate Guide to Partnering, John Jahnke - CEO at Tackle.io, a Cloud Go To Market Platform that enables software companies to sell via the cloud.







As the CEO of Tackle, John has been instrumental in helping Independent Software Vendors (ISVs) streamline their business operations by leveraging cloud marketplaces. Since its inception in 2016, Tackle has been at the forefront of this transformation, creating a new category of software that simplifies the process for ISVs to list and sell their products in the cloud. In this episode, John and I discuss the rapid evolution of cloud go-to-market strategies, the role of hyperscalers, and the future of AI in the industry.







Let’s dive into the world of cloud marketplaces with John as he shares insights on the challenges and opportunities within this space. We explore the strategic decisions made by top software companies, the impact of economic conditions on cloud adoption, and the significant role AI plays in shaping the future. John also discusses the importance of aligning marketing and sales strategies with cloud channels and the transformative potential of AI-driven solutions.









https://youtu.be/hUV6uhbbUzE









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What You’ll Learn







1. The current landscape of cloud marketplaces and their rapid growth trajectory. (05:52)







2. The strategic importance of integrating cloud marketplaces into business operations. (11:00)







3. The evolving role of hyperscalers like AWS, Microsoft, and Google in the marketplace ecosystem. (16:32)







4. How economic conditions and AI advancements are influencing cloud adoption. (24:07)







5. The benefits of cloud marketplaces for CFOs, including improved financial metrics like days sales outstanding (DSO). (31:37)







6. Predictions for the future growth of cloud marketplaces and their impact on the software industry. (34:07)







7. The challenges and strategies for ISVs to succeed in the cloud marketplace environment. (39:52)







8. Insights into the role of data and AI in driving marketplace consumption and innovation. (43:25)







9. The importance of strategic partnerships and the evolving dynamics between ISVs and their channels. (47:10)







10. Advice for navigating the current macroeconomic environment and leveraging cloud marketplaces for growth. (50:31)







Quotes







- “If you’re not built with AI, someone will build to replace you.”- “The strategic conversations around cloud marketplaces are now happening at the C-suite level.”- “High-quality cloud go-to-market customers see collections like DSO under 30 days, which is remarkable in the current economic environment.”- “Your strategy for partnering is not about routes to market. It’s about the commercialization of innovation.”







Join us as we delve into these topics and more with John, uncovering the insights and strategies that can help your business thrive in the ever-evolving world of cloud marketplaces and AI-driven innovation.







Transcript - Created by Adobe AI(there may be some typos)







00;00;00;00 - 00;00;05;17 Vince







it seems that every CEO is calling the hyperscalers into the room and saying, how do we take advantage of AI?







00;00;05;17 - 00;00;09;22Johnif you're not built with AI,

Elliotte Dunlap's Top Rated Ultimate Partner LIVE Session is now on Ultimate Guide to Partnering.







In November 2023, over 300 Microsoft partners, leaders, experts from Microsoft, and ambassadors assembled for an incredible two days in Dallas, Texas. Today, we bring you back to another astonishing session led by Elliotte Dunlap, a Microsoft Partnership Leader. In this recorded session, Elliotte demystifies and decodes Microsoft's Sales Engagement Methodology (MCEM) for this partner audience to help them best align for effective co-selling with Microsoft. Listen today to Crack the Code on Microsoft's MCEM to Unlock Co-Selling Success.







The Microsoft Customer Experience Model (MCEM) is a framework designed by Microsoft to help organizations optimize their customer engagement and experience strategies. MCEM provides a structured approach to understanding, managing, and improving the customer journey through various stages, from awareness and consideration to purchase and post-purchase interactions.







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Watch on YouTube







Announcing Ultimate Partner Executive Summit















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Now on YouTube

Kevin Peesker's Ultimate Partner LIVE Session now on Ultimate Guide to Partnering®







Today, we have a very exclusive interview. In November of 2023, over 300 Microsoft partners, leaders, experts, from Microsoft, and ambassadors all assembled in Dallas, Texas, for an incredible two days. Today, we bring you back to this incredible session with Kevin Peesker, President of Worldwide SMC & Digital at Microsoft, where he takes us on a journey through technology and the advent of AI. We also deep dive into why this SMC business of over $60 billion within Microsoft is your rich "acre of diamonds" as a partner to grow your business in the coming years!







What You’ll Learn







Vince Menzione and Kevin Peesker discussed Microsoft's strategy for growth and partnership, emphasizing the importance of understanding the customer's purpose and aligning with them to empower them through technology. Peesker highlighted Microsoft's $60 billion business globally and its interconnected strategy with partners. At the same time, Menzione invited Peesker to ask questions and opened the floor for Q&A. Peesker also discussed the potential of AI to drive positive change in society while acknowledging the need for careful consideration and responsible implementation. Finally, speakers discussed the rapid advancements in Artificial Intelligence (AI) and its potential to revolutionize various industries, focusing on leveraging AI to augment human capabilities and drive innovation within organizations.







Key Points







Microsoft's $60B business strategy and AI impact with partners.









* Kevin Peesker: Partners are the leading edge of Microsoft's growth.







* Kevin Peesker, Microsoft representative, shares insights on $60B global business.







* Peesker discusses strategy, interconnectedness with audience's organizations.









AI innovation and its impact on society.









* Kevin Peesker: Industry has evolved tremendously, now at a unique point in time.







* Peesker asks for commitment to make change and serve the world.







* Kevin Peesker and others discuss the power of technology to amplify human ingenuity.









Microsoft's strategy for engaging with customers, partners, and the global economy.









* Kevin Peesker outlines Microsoft's strategy for building a global, digitally scaled organization.







* Microsoft prioritizes deep alignment with large corporate customers, leveraging partnerships for SMB engagement.







* Kevin Peesker: Resetting tech strategy in response to demographic challenges.









AI adoption across industries and functions, with a focus on government and public sector.









* AI is transforming industries by delivering outcomes and eureka moments.







* Kevin Peesker highlights the adoption of AI in various industries, including government, financial services, and agribusiness.







* Early adopters in financial services are leveraging the cloud for engagement, while a large bank in Kevin's home country is shifting its technology budget to Azure.









AI applications in various industries, including healthcare and car buying.









* Kevin Peesker highlights AI's potential in healthcare, finance, and other industries.







* Kevin Peesker discusses the potential of AI in various industries, including healthcare and car buying.







* Open AI service helps car company Carmex disrupt the industry by providing honest a...