IAMCP Profiles in Partnership

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Microsoft partners share their tips, strategies, and experiences on how to grow their practices and collaborate on better customer solutions. Hosts Anthony Carrano and Rudy Rodriguez, founders of Dunamis Marketing, a tech B2B marketing agency with years of experience as IT entrepreneurs, bring you a series of success stories from Microsoft Partners working together. Whether you are new or experienced in the Microsoft ecosystem, you’ll learn from topics that will help you create more opportunities through partnering. Listen to Profiles in Partnership podcast today!

  1. 3d ago

    How Microsoft Partners Build High-Trust Partnerships That Drive Sustainable Growth

    Build stronger partnerships to accelerate Microsoft growth. Show Notes: What separates the Microsoft partners that consistently grow from those that struggle to scale? In this episode, Anthony Carrano sits down with Lucy Bourne, Director of Oak Studio, to discuss why strategic partner-to-partner collaboration, specialization, and ecosystem thinking are becoming the biggest competitive advantages in the AI era. Learn practical strategies for building trusted partnerships, navigating Microsoft's evolving ecosystem, and positioning your business for long-term success.  Top 5 Intriguing Takeaways for IAMCP Partners:  1. Partnership is a growth strategy, not just a sales tactic. The most successful Microsoft partners intentionally build long-term relationships with complementary partners rather than waiting for opportunities to appear. 2. Focus on what you do best. Rather than trying to solve every customer problem, successful partners specialize, understand their ideal customer profile, and rely on trusted partners to fill capability gaps.   3. AI projects require business transformation, not just technology. Customers need partners who can manage organizational change, adoption, and business outcomes, not simply deploy AI tools. 4. High-trust partnerships require measurable accountability. Clear goals, regular business reviews, honest communication, and the willingness to "fail fast" keep partnerships healthy and productive. 5. The future belongs to adaptable partners. As Microsoft technologies evolve faster than ever, partners that embrace ambiguity, continuously learn, and focus on customer outcomes will outperform competitors. Notable Quotes: "The future belongs to partners who know exactly where their expertise ends—and where great partnerships begin.""Authenticity and openness are the foundation of every successful partner relationship.""Technology doesn't solve business problems by itself—people and change management do.""The Microsoft partner who thrives tomorrow will be comfortable being uncomfortable today.""Don't try to be everything to everyone. Be deliberately focused, then partner for the rest." Guest: Lucy Bourne LinkedIn: https://www.linkedin.com/in/lucyalicebourne/ Director at Oaka Studio (https://www.oaka.studio/) Hosts: Anthony Carrano LinkedIn: https://www.linkedin.com/in/anthonycarrano/ Managing Partner at Dunamis Marketing (https://www.dunamismarketing.com/)   Rudy Rodriguez LinkedIn: https://www.linkedin.com/in/eljefe1austin/ Managing Partner at Dunamis Marketing (https://www.dunamismarketing.com/)   International Association of Microsoft Channel Partners: https://www.iamcp.org Chapters: 00:00 – Introduction Anthony introduces Lucy Bourne and previews a conversation on Microsoft partnerships, AI, and ecosystem growth.  00:23 – Lucy's Journey Through the Microsoft Ecosystem From SMB Dynamics projects to Microsoft and ultimately co-founding Oak Studio. 04:10 – What Oak Studio Does for Microsoft Partners Helping partners strengthen Microsoft relationships, sharpen go-to-market strategy, and build scalable businesses. 06:15 – The Types of Partners Oak Studio Serves Supporting new Microsoft partners, enterprise organizations, and competitors entering the Microsoft ecosystem. 13:39 – The SIA 365 Partnership Story How Partner Pulse became a thriving community that helps Microsoft partners collaborate and grow. 20:11 – Building Partnerships That Actually Work The importance of shared goals, strategic planning, and measuring partnership success. 24:53 – When Partnerships Don't Go as Planned Lessons learned from vendor relationships, communication, and maintaining customer trust. 29:26 – What High-Trust Networking Looks Like Why authentic, in-person relationships still outperform purely virtual networking. 33:58 – Knowing When to Pivot or Walk Away How to evaluate partnerships early and avoid wasting time on relationships that aren't delivering value. 35:55 – AI Is Changing the Partner Landscape Why ecosystem collaboration, industry specialization, and change management are becoming essential. 42:13 – What Defines the Next Generation of Microsoft Partners Lucy shares why adaptability, ambiguity tolerance, and outcome-based thinking will separate tomorrow's winners. 48:06 – Advice for Every Microsoft Partner The mindset shift that creates stronger partnerships: openness, authenticity, and transparency. 51:05 – The Partner Genome Framework Lucy introduces Oak Studio's Partner Genome assessment and explains how partners can identify their greatest growth opportunities. 52:43 – Closing Thoughts Key reflections on ecosystem collaboration, Partner Pulse, specialization, and preparing for the future of the Microsoft partner channel. Why Listen?  If you're a Microsoft partner looking to grow faster in an increasingly AI-driven marketplace, this episode is packed with practical advice you can put into action immediately. Lucy Bourne shares proven strategies for building high-trust partner relationships, creating a focused go-to-market strategy, navigating Microsoft's evolving ecosystem, and preparing your business for the next generation of AI opportunities. You'll learn why collaboration is becoming a competitive advantage, how successful partners measure partnership success, and why the future belongs to organizations that specialize, adapt quickly, and deliver measurable business outcomes.

  2. Jul 28

    How Microsoft Partners Can Differentiate Beyond Technology

    Differentiate, collaborate, and grow faster. Show Notes:  What makes one Microsoft partner stand out when everyone sells the same technology? Anthony Carrano and Rudy Rodriguez sit down with Erica Hakonson, CEO of Maven Collective Marketing, to discuss how Microsoft partners can build stronger brands, create meaningful differentiation, leverage AI responsibly, and develop partnerships that drive sustainable business growth. Whether you're an emerging partner or an established Microsoft practice, this episode delivers practical strategies you can apply immediately. Top 5 Intriguing Takeaways for IAMCP Partners: 1.  Customers buy outcomes, not technology. Partners that focus on business value instead of Microsoft products create stronger differentiation and avoid competing solely on price.  2. Alignment creates successful partnerships. Shared goals, communication, and cultural fit matter just as much as technical expertise when working with customers and partners 3.  Marketing should be measured like any other business investment. Behavioral analytics, benchmarking, and continuous optimization allow partners to demonstrate measurable business impact. 4.  AI is a multiplier, not a replacement. Use AI to improve efficiency, but preserve authentic messaging and strategic thinking that differentiates your brand. 5.  Your brand should evolve as your business evolves. Many Microsoft partners outgrow their messaging without realizing it. Regularly revisiting positioning ensures your company reflects the value it delivers today—not five years ago. Guest: Erica Hakonson LinkedIn: Erica Hakonson CEO at Maven Collective Marketing: Maven Collective Marketing | Website IAMCP Canada Chapter LinkedIn Page: IAMCP Canada | LinkedIn IAMCP Canada Chapter| IAMCP | Website | IAMCP | Canada Hosts:Anthony CarranoLinkedIn: Anthony Carrano | LinkedIn Managing Partner at Dunamis Marketing Rudy RodriguezLinkedIn: Rudy Rodriguez | LinkedInManaging Partner at Dunamis Marketing International Association of Microsoft Channel Partners:IAMCP | Website Notable Quotes: • "You aren't the technology you sell—you are the value you bring your clients." • "If you're talking only about technology, you're selling the same thing as the Microsoft partner down the street." • "Collaboration, communication, and shared vision are the core to our success." • "Throwing AI on your website isn't a strategy." • "If you're competing on technology alone, you're competing on cost—and that's a race to the bottom."  Chapters: Time Chapter 00:00 Introduction: Why Differentiation Matters for Microsoft Partners 01:00 Meet Erica Hakonson and Maven Collective Marketing 03:00 Relaunching the IAMCP Canada Chapter 05:25 Award-Winning Customer Success Story 08:30 Why Collaboration Drives Better Marketing Results 10:55 Building Partnerships Through Alignment and Shared Vision 13:30 Lessons Learned from Difficult Client Relationships 17:00 Evaluating Customer Fit Before Engagement 22:20 Why Microsoft Partners Must Market Outcomes, Not Technology 27:10 Using Behavioral Analytics to Improve Marketing Performance 31:05 AI, Marketing, and the Future of the Microsoft Partner Ecosystem 35:00 Entrepreneurship, Growth, and Betting on Yourself 39:20 Measuring Success with Microsoft's Partner Benchmark Index 41:35 Resources, Community, and Final Advice 43:10 Closing Thoughts and Key Lessons for Microsoft Partners Why Listen? If you're a Microsoft partner trying to stand out in an increasingly crowded marketplace, this episode provides a practical framework for building a stronger brand, creating meaningful differentiation, leveraging AI strategically, and developing partnerships that accelerate long-term growth. Erica Hakonson shares real-world lessons from helping partners transform their go-to-market strategy and explains why the companies that win aren't necessarily those with the best technology, but those that communicate their value most effectively.

  3. Jul 14

    How Microsoft Partners Build High-Trust Partnerships That Scale Globally

    What separates a successful Microsoft partner from one that consistently scales through collaboration? In this episode of IAMCP Profiles in Partnership, Anthony Carrano and Rudy Rodriguez welcome Paul Solski, Managing Director of AIM International, to discuss how partners can move beyond opportunistic relationships to build structured, high-trust partnerships that accelerate international expansion, AI adoption, and long-term business growth. If you're looking to strengthen your partner strategy and stand out in the Microsoft ecosystem, this episode is packed with practical insights. Top 5 Intriguing Takeaways for IAMCP Partners 1. Successful partnerships are built intentionally, not opportunistically. High-performing Microsoft partners establish frameworks and trusted relationships before opportunities arise, creating repeatable collaboration instead of one-off engagements. 2. International growth follows a proven process. Global expansion isn't guesswork. Paul explains how answering when, where, and how to enter new markets dramatically improves the chances of long-term success. 3. Trust is the foundation of every scalable partnership. The strongest partner ecosystems are built on mutual investment, shared success, and a mindset of "sometimes we give, sometimes we receive" rather than transactional thinking. 4. AI won't be your competitive advantage; industry expertise will. As AI capabilities become commonplace, the partners who understand specific industries and business challenges will be the ones that differentiate themselves. 5. Every partner should answer one critical question. Instead of simply explaining what your company does, be prepared to answer: "Why should another Microsoft partner partner with you?" That answer often determines whether collaboration begins. GUEST Paul SolskiLinkedIn: Paul Solski | LinkedInManaging Direct at AIM International: AIM International | WebsiteLearn more about a Geo Expansion Readiness Assessment at Geo Expansion Readiness Assessment HOSTSAnthony CarranoLinkedIn: Anthony Carrano | LinkedIn Managing Partner at Dunamis Marketing Rudy Rodriguez LinkedIn: Rudy Rodriguez | LinkedIn Managing Partner at Dunamis Marketing International Association of Microsoft Channel Partners: IAMCP | Website Notable Quotes: • "Move from opportunistic partnering to a structured, repeatable framework." • "Sometimes we give, sometimes we receive." • "People do business with people they trust." • "Every partner will become AI capable. The differentiation will come from applying AI to specific industries and business challenges." • "Deliver differentiated value." Chapters 00:00 Welcome to IAMCP Profiles in Partnership 01:00 Meet Paul Solski and AIM International 02:20 Why Microsoft Partners Expand Internationally 04:15 The Four-Step Partner Growth Framework: Prospect, Recruit, Activate, Grow 06:15 Building High-Trust Partnerships That Scale 09:05 Managing Partner Overlap Without Creating Conflict 13:35 How AI Is Reshaping the Microsoft Partner Ecosystem 16:45 What Will Differentiate Successful Partners Over the Next Two Years? 19:20 Why Your Partner Story Matters More Than Your Technology 23:15 Delivering Differentiated Value That Partners Want 26:05 Global Expansion Readiness Assessment 27:40 How to Connect with Paul Solski 28:35 Episode Wrap-Up and Key Lessons Why Listen?  Whether you're looking to grow internationally, build stronger Microsoft partner relationships, or differentiate your business in the AI era, Paul Solski shares practical frameworks and real-world lessons that can help transform partnerships into a scalable growth engine.

  4. Jun 23

    The Future of Microsoft Partnerships in the AI Era with Jay McBain

    Winning the AI Era Through Partnership Microsoft partners are entering one of the biggest market shifts in history. In this episode, Jay McBain shares why AI is creating trillions in opportunity, why 82% of partners feel unprepared, how buyer behavior is changing, and what successful partners must do now to stay relevant. From ecosystem collaboration to digital-first selling, this conversation provides a practical roadmap for Microsoft partners looking to grow in the AI era. Top 5 Intriguing Takeaways for IAMCP Partners 1. AI Is Creating the Largest Opportunity in Technology History The technology industry took 56 years to reach roughly $6 trillion in annual spending. Jay believes AI will effectively double that market in the next several years, creating enormous opportunities for Microsoft partners. 2. Most Microsoft Partners Don't Feel Ready Research across approximately 25,000 Microsoft partners found that 82% do not feel prepared for AI because the technology is evolving faster than traditional training and certification models can keep up. 3. Customers No Longer Buy the Way They Used To Modern buyers complete much of their research independently using AI tools like ChatGPT before ever engaging a salesperson. Partners must influence buyers throughout the entire journey, not just at the point of purchase. 4. Business Outcomes Matter More Than Technology Features Successful partners are shifting conversations away from products and toward growth, profitability, customer acquisition, efficiency, and measurable business outcomes. 5. The Future Belongs to Partner Ecosystems Customers increasingly trust multiple specialists rather than one vendor. Jay's research shows the average customer relies on 6.3 trusted partners, making collaboration more important than ever. Guests: Jay McBain, Chief Analyst - Channels, Partnerships & Ecosystems at Omdia Personal LI: Jay McBain His blogs about the IT industry and channel management: Blogs | Omdia Personal website: Jay McBain | Homepage Hosts: Anthony Carrano LinkedIn: Anthony Carrano Managing Partner at Dunamis Marketing Rudy Rodriguez LinkedIn: Rudy Rodriguez Managing Partner at Dunamis Marketin   International Association of Microsoft Channel Partners: IAMCP | Website Notable Quotes: • "We're going to double this industry in the next three to five years." • "82% of Microsoft partners say they're not ready for AI." • "Millennials don't play that game. They play a team sport." • "The average customer today in the Microsoft world has 6.3 partners they trust." • "It's not who sells the most anymore. It's who creates the most value." Chapters 00:00 – Welcome & Setting the Stage 01:10 – Why AI Represents a New 20-Year Technology Era 04:20 – Why 82% of Microsoft Partners Feel Unprepared 10:00 – The Biggest AI Opportunities for SMB and Mid-Market Partners 17:45 – From Selling Technology to Selling Business Outcomes 22:15 – Understanding the New Digital-First Buyer 28:20 – Building Trust in a Noisy Marketplace 32:40 – Why Customers Trust 6.3 Partners 35:45 – Building a Partner Ecosystem That Drives Growth 42:40 – What the Microsoft Partner Ecosystem Will Look Like Next Year 46:30 – Connecting with Jay McBain 47:25 – Jay's Travel Adventures and Personal Blog 49:00 – Key Lessons and Closing Thoughts Why Listen? If you want to understand where the Microsoft partner ecosystem is heading over the next five years, this episode is required listening. Jay McBain shares data-driven insights on AI, digital-first buyers, ecosystem-led growth, and the strategies top-performing partners are using to stay ahead of the market.

  5. Jun 9

    How Microsoft Partners Drive Healthcare Transformation Through Collaboration

    How partnership transformed healthcare and created lasting community impact. What happens when a Microsoft partner focuses on impact before revenue? In this episode of IAMCP Profiles in Partnership, Anthony Carrano and Rudy Rodriguez sit down with Ronelle Naidoo, Chief of Sales at Mint Group, Microsoft South Africa's Country Partner of the Year. Ronelle shares how Mint partnered with healthcare leaders and fellow Microsoft partners to digitize millions of patient records, reduce hospital wait times, and create employment opportunities for more than 100 young people. The conversation explores trust-based partnerships, workforce development, AI's impact on the partner ecosystem, and why collaboration remains the most powerful growth strategy in the Microsoft community. Top 5 Intriguing Takeaways for IAMCP Partners 1. Partnership Creates Greater Impact Than Going Alone Mint intentionally shared project ownership with multiple Microsoft partners, proving that collaboration can deliver larger outcomes than a single partner working independently.  2. Customer Success Should Drive Every Technology Decision The project wasn't about digitizing records. It was about improving healthcare access, reducing patient wait times, and delivering better outcomes for citizens. 3. Trust Is Built Through Shared Values, Not Contracts Successful partnerships require aligned values, open communication, mutual accountability, and a willingness to solve problems together. 4. Workforce Development Can Be a Competitive Advantage By hiring and training more than 100 young people from local communities, Mint created a scalable workforce while delivering meaningful social impact. 5. AI Is Reshaping Customer Expectations Partners must evolve from technology providers into trusted advisors as customers become more informed and AI changes how buying decisions are made. Guest: Ronelle Naidoo, Chief Sales Officer at Mint Group Personal LI: Ronelle Naidoo Company url: Mint Group | Website Hosts: Anthony Carrano LinkedIn: Anthony Carrano Managing Partner at Dunamis Marketing Rudy Rodriguez LinkedIn: Rudy Rodriguez Managing Partner at Dunamis Marketing International Association of Microsoft Channel Partners: IAMCP | Website Notable Quotes: • “It's a big pie, and everybody can share from that pie." • "You can only create tomorrow with everybody, not from a singular perspective." • "It's okay not to be in the driver's seat all the time." • "People buy from people." • "You are not bigger than the outcome." Chapters 00:00 – Introduction 04:17 – The Healthcare Challenge 10:36 – The Ubuntu Empowerment Program 12:40 – Creating Jobs Through Technology 15:20 – Lessons from Real-World Partnership Challenges 23:50 – Expanding Impact Beyond Technology 27:28 – What High-Trust Partner Networking Looks Like 31:24 – AI and the Future of Microsoft Partners 35:00 – Evolving Customer Expectations 42:56 – Building Successful Partnerships 45:00 – Final Advice for Microsoft Partners 48:00 – Closing Thoughts Why Listen? If you're a Microsoft partner looking to build stronger P2P relationships, expand your impact, create customer value, and navigate the future of AI-driven transformation, this episode provides a practical blueprint for what successful collaboration looks like in action.

  6. May 26

    How Microsoft Partners Build Scalable Multi-Partner Solutions

    What happens when Microsoft partners move beyond referrals and build a true collaborative operating model? In this episode of IAMCP Profiles in Partnership, Anthony Carrano and Rudy Rodriguez sit down with leaders from the IAMCP Seattle chapter to explore how eight partner organizations formed the Seattle Joint Solutions Group. Together, they built a scalable framework for delivering integrated AI, cloud, modernization, and business transformation solutions, powered by trust, shared expertise, and AI-driven collaboration. Top 5 Intriguing Takeaways for IAMCP Partners 1. P2P Collaboration Can Evolve into a Full Operating Model The Seattle Joint Solutions Group moved beyond simple partner referrals and created a structured framework where eight companies jointly deliver integrated solutions under one collaborative model. 2. AI Helped Define and Scale the Partnership Strategy The group used AI tools and agent-based analysis to map each company’s capabilities, identify solution overlaps, create messaging, and develop 35 joint market-ready offerings. 3. Trust Is the Real Foundation of Multi-Partner Growth The partners emphasized that weekly communication, transparency, shared wins, and mutual accountability were critical to making the consortium successful. 4. Small Partners Can Compete Like Large Consultancies By combining capabilities across multiple firms, the consortium can pursue larger RFPs, deliver end-to-end solutions, and provide enterprise-level value at SMB and mid-market price points. 5. This Model Could Expand Across IAMCP Chapters Nationwide  The Seattle group hopes to create a repeatable framework other IAMCP chapters can adopt to drive scalable multi-partner collaboration throughout the Microsoft ecosystem. Notable Quotes: • “Faster alone, but farther together.” — Pat Hart • “We can behave like a much larger organization.” — Paul Solski • “There is just that sense of wanting to see one another excel even beyond our own benefit.” — Alexandra Matthiesen • “A rising tide raises all ships.” — Denny Ghim Chapters: 00:00 Introduction to the Seattle Joint Solutions Group 03:25 Why Eight Microsoft Partners Formed a Consortium 05:30 Benefits of Unified Delivery and Shared Expertise 08:20 Competing Against Larger Firms Through Collaboration 11:15 How the Group Uses AI to Map Capabilities and Solutions 16:45 Weekly Meetings, Trust Building, and Communication Cadence 20:00 Building 35 Frontier AI Solutions Together 30:45 Customer Wins, RFP Collaboration, and Shared Case Studies 36:00 Scaling the Model Across IAMCP Chapters 39:15 Microsoft Seller Opportunities and Co-Sell Potential 46:00 Advice for Partners Looking to Replicate the Model 53:00 Closing Thoughts and Key Lessons from the Consortium Guests: Seattle Solutions Group can be found on the IAMCP Seattle page on LinkedIn: Seattle Solutions Group | LinkedIn Paul Solski, Partner at Redmond Partner Group Paul Solski | LinkedIn Redmond Partner Group | Website Nigel Postings, Partner and Channel Partner Intelligence at Bizcise Nigel Postings | LinkedIn bizcise | Website   Promod Antony, President and CEO, Logic Intelligence Promod Antony | LinkedIn Logic Intelligence | Website Denny Ghim, Director of Channel Sales at Sandler Partners Denny Ghim | LinkedIn Sandler Partners | Website Michael Mpare, CEO at WMI Worldwide Michael Mpare | LinkedIn WMI Worldwide | Website Katherine VanHenley, Direct of Internal Operations at WMI Worldwide Katherine VanHenley | LinkedIn WMI Worldwide | Website   Alexandra Matthiesen, Founding Partner at 2nd Forge Group Alexandra Matthiesen | LinkedIn 2nd Forge Group | Website   Patrick Hart, Director of Sales and Business Development at REVTech Patrick Hart | LinkedIn REVTech | Website Hosts: Anthony Carrano LinkedIn: Anthony Carrano Managing Partner at Dunamis Marketing Rudy Rodriguez LinkedIn: Rudy Rodriguez Managing Partner at Dunamis Marketing International Association of Microsoft Channel Partners: IAMCP | Website

  7. May 12

    How Partners Are Building Alliances to Win Bigger Microsoft Deals

    What if your biggest competitors could become your greatest growth lever? In this episode of IAMCP Profiles in Partnership, Devesh Aggarwal shares how strategic alliances, not transactional partnerships, help Microsoft partners scale, win global deals, and compete with larger firms. Learn how trust, transparency, and clear roles enabled a multi-partner alliance to deliver complex Dynamics projects across regions. If you're looking to grow through P2P collaboration, this episode delivers practical insights you can apply immediately. Top 5 Intriguing Takeaways for IAMCP Partners: Partnerships must be long-term, not transactionalSustainable growth comes from strategic alliances—not one-off deals. Transparency builds trust and wins dealsBeing upfront about capabilities (and gaps) strengthens credibility with both partners and customers. Define clear roles (“swim lanes”) across partnersEach partner must own specific expertise to avoid overlap and confusion. Involve partners early in pre-salesMost failed partnerships happen because alignment starts too late. AI must be sold as a solution, not a productPartners who understand business processes win more AI opportunities. Guest: Devesh Aggarwal, CEO at Compusoft Advisors LinkedIn: Devesh Aggarwal Company: Compusoft Advisors  Hosts: Anthony Carrano LinkedIn: Anthony Carrano Managing Partner at Dunamis Marketing Rudy Rodriguez LinkedIn: Rudy Rodriguez Managing Partner at Dunamis Marketing International Association of Microsoft Channel Partners: IAMCP | Website Notable Quotes: “Partnerships that last are not transaction-based—they have to be long-term and strategic.”“Transparency was very key. The customer knew they were working with two partners—but saw one team.”“A partnership is no different than a marriage—somebody has to compromise.”“The biggest challenge is when partners are not involved from the pre-sales stage.”“AI is not a transactional product—it’s a solution.” Chapters 00:00 – Welcome & Episode Overview Introduction to IAMCP Profiles in Partnership and guest Devesh Aggarwal 01:40 – The Award-Winning Partnership Story How a global IT services deployment led to strategic collaboration 03:46 – Building a Successful Partner Framework Governance, roles, and transparency in multi-partner delivery 05:32 – Expanding the Model Across Use Cases Applying the alliance approach to manufacturing and global expansion 07:40 – The Birth of a Formal Alliance How three partners combined into a 500+ person Dynamics powerhouse 09:52 – The Pivotal Moment: Competing with Big Firms Why smaller partners must collaborate to survive and grow 12:05 – Why Most Partnerships Fail The dangers of transactional relationships and lack of trust 14:03 – The Importance of Pre-Sales Alignment How early collaboration prevents downstream failure 16:07 – Keys to Building a Strong Alliance Leadership alignment, trust, and shared vision 17:29 – AI Strategy for Microsoft Partners Why AI must be positioned as a solution—not a product 20:47 – Managing Global Delivery Challenges Handling cultural, language, and communication barriers 22:45 – Delivering a Seamless Customer Experience Operating as one unified team across multiple partners 24:11 – Navigating Conflict and Ownership How leadership resolves overlap and maintains balance 26:38 – Advice to Younger Partners Build expertise first, then pursue strategic partnerships 29:00 – Closing Thoughts & How to Connect Final insights and ways to reach Devesh

  8. Apr 28

    How Microsoft Partners Win in the Nonprofit Market

    Are nonprofits really a low-budget segment—or one of the biggest untapped opportunities for Microsoft partners? In this episode, Anthony Carrano and Rudy Rodriguez sit down with Justin Sheedy from Microsoft Elevate to break down how partners can unlock growth in the nonprofit space. From discounted licensing and AI adoption to security-first entry points and mission-driven selling, this conversation reveals how to turn social impact into scalable, profitable services. If you’re looking to expand your market, deepen relationships, and differentiate your offerings, this is a must-listen. Top 5 Intriguing Takeaways for IAMCP Partners 1. Nonprofits are a massive, underserved market    Millions of organizations lack direct Microsoft support—partners are the primary growth channel. 2. Discounted licensing creates opportunity—not limitation     Grants and discounts reduce friction, but services drive real revenue.  3. Security is the best entry point      Identity, compliance, and device security open the door to broader engagements.  4. Sell mission impact—not technology     Winning partners connect solutions to outcomes like donor trust, efficiency, and community impact. 5. AI + data is the next growth lever     Nonprofits are behind—but rapidly adopting AI to do more with fewer resources. Guest: Guest: Justin Sheedy, Partner Sales Manager with Microsoft Elevate Website: Microsoft Elevate | Home LinkedIn: Justin Sheedy | LinkedIn Hosts: Anthony Carrano | Managing Partner at Dunamis Marketing LinkedIn: Anthony Carrano Company: Dunamis Marketing Rudy Rodriguez | Managing Partner at Dunamis Marketing LinkedIn: Rudy Rodriguez Company: Dunamis Marketing International Association of Microsoft Channel Partners: IAMCP | Home Notable Quotes: • “There’s an assumption that there’s no money in nonprofits; that’s not often the case.” • “The sales team that Microsoft has to reach these nonprofits… is our partners.” • “Grants and discounts reduce friction; they don’t reduce the opportunity for partners.” • “You should be selling mission impact; not just technology.” • “Nonprofits need to do more with less; and that’s where AI and partners come in.” Chapters 00:00 – Welcome + Episode Setup Overview of IAMCP and the nonprofit opportunity 00:38 – What is Microsoft Elevate? Evolution from Tech for Social Impact 02:00 – How the Program Works Discounts, grants, and partner enablement 04:40 – The “Why” Behind Elevate Personal impact and Microsoft philanthropy 07:30 – The Nonprofit Market Myth Why partners underestimate this opportunity 08:40 – Why This Market Is Growing Now AI, security, and digital transformation demand 10:20 – The Role of Partners Why partners are essential to reaching nonprofits 12:45 – How to Get Started Security, identity, and assessments as entry points 14:35 – First Engagement Strategy Assessments, readiness, and modernization 17:30 – Profitability Explained Where partners actually make money 20:10 – How to Sell to Nonprofits Shift from features → mission outcomes 22:20 – Real-World Case Study AI-powered National Mall transformation 27:30 – AI + Data Opportunity Future-proofing nonprofits with AI 30:05 – 30-Day Action Plan for Partners Where to focus immediately 32:15 – Resources + How to Engage Microsoft Elevate tools and partner enablement 36:20 – Closing Thoughts + Key Reflections

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Microsoft partners share their tips, strategies, and experiences on how to grow their practices and collaborate on better customer solutions. Hosts Anthony Carrano and Rudy Rodriguez, founders of Dunamis Marketing, a tech B2B marketing agency with years of experience as IT entrepreneurs, bring you a series of success stories from Microsoft Partners working together. Whether you are new or experienced in the Microsoft ecosystem, you’ll learn from topics that will help you create more opportunities through partnering. Listen to Profiles in Partnership podcast today!

Information

  • Creator
    Dunamis Marketing
  • Years Active
    2024 - 2026
  • Episodes
    48
  • Rating
    Clean
  • Copyright
    © Dunamis Marketing 2024
  • Show Website
    IAMCP Profiles in Partnership