Ultimate Guide to Partnering®

Vince Menzione - Technology Industry Sales and Partner Executive
  • 5.0 (56)
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Vince Menzione, a former Microsoft Executive and Channel Chief, brings his unique voice to this top-rated partnership and ecosystem podcast. Ultimate Guide to Partnering® is where technology leaders learn from the top technology business and partnership thought leaders to unlock the leadership lessons, best practices, and learnings to help you thrive and survive in the age of rapid digital transformation. Vince applies deep B2B and partnership experience driving multi-billion dollar businesses to achieve optimal results with technology giants like Microsoft, Google, AWS, and Salesforce. Each episode is packed with learnings to help grow the business and your career as a technology partnership leader in the decade of the ecosystem.

  1. 1D AGO

    260 – The Partnering Revolution: AI, SaaS, and the Future of Work

    Why the C-Suite Must Rethink Everything—From Sales to Strategy—in an AI-Driven World How to challenge conventional thinking and how executives must adapt to the current marketplace. Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/ Check Out UPX: https://theultimatepartner.com/experience/ This dynamic panel discussion dives deep into the tectonic shifts impacting the tech industry, particularly the role of AI and the evolution of partnerships. Industry experts Jay McBain, Janet Schijns, and Greg Sarafin challenge conventional thinking, emphasizing the urgent need for companies to elevate partnering to the C-suite and adapt to the rapid advancements in AI. The conversation explores how AI is poised to disrupt SaaS, reshape revenue models, and even alter the very nature of work. The panelists debate the balance between direct sales and channel strategies, the impact of marketplaces, and the importance of integrating partnering throughout an organization's operating model. The discussion also addresses the potential for AI to both streamline operations and create friction, with panelists highlighting the importance of data integration and the development of agentic technologies. The panel grapples with the promise of AI-driven efficiency gains versus the need to preserve human-centered experiences, particularly in local communities. Ultimately, the conversation underscores the transformative power of AI, the evolving dynamics of partnerships, and the critical need for businesses to embrace change to remain competitive in a rapidly evolving landscape. https://youtu.be/OkN7nfSLuKY?si=A8q9mu-niYhFZLwL Key Takeaways * AI is Disrupting SaaS: The panelists believe AI is rapidly changing the SaaS landscape, potentially rendering traditional SaaS models obsolete within a few years if they don't adapt to autonomous SaaS. * Partnerships Need Elevation: There's a concern that partnerships are not being prioritized at the board and C-suite level, which could negatively impact companies' success. * AI Will Change Work: AI is expected to significantly impact the workforce, with agents potentially replacing task-oriented roles and digital twins augmenting human capabilities. * Revenue Models Are Evolving: AI is driving a shift away from traditional subscription models, with new pricing structures emerging. * Marketplaces Are Important: Marketplaces are playing a growing role in shaping buying behavior and influencing which tech stacks and ecosystems are successful. * Direct Sales vs. Channel: The panel discusses the evolving balance between direct sales and channel strategies in an AI-driven world, with a potential shift in the calculus of cost of sales. * Data Integration is Key: Effective use of AI in partnerships requires robust data integration across different systems and platforms. * Human Element Matters: Despite the rise of AI, there's an expectation that human-centered experiences and local businesses will remain important, particularly in the SMB sector. Don’t miss this opportunity to gain insider knowledge from industry leaders shaping tomorrow's digital world. Tune in now for an inspiring conversation that could redefine your business strategy! a href="https://web.cvent.com/event/673fd008-b194-480e-96dd-e9749f778e72/websitePage:133dbadc-b9d5-473f-a504-4d56a1285a97?

    55 min

  2. MAR 23

    259 – Tech Trends and Predictions for 2025 with Jay McBain

    Jay McBain Keynotes Ultimate Partner Winter Retreat What are the AI and Tech trends for 2025? Industry expert Jay McBain shows us the future. Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/ Check Out UPX: https://theultimatepartner.com/experience/ In this dynamic keynote, industry analyst Jay McBain unveils the seismic shifts reshaping the partner ecosystem, driven by the explosive growth of AI and the evolving customer buying behaviors. McBain emphasizes the staggering trillions of dollars being invested in AI infrastructure, highlighting the vast opportunities for partners to thrive in this new era. He stresses the importance of moving beyond traditional resale models, advocating for a focus on delivering comprehensive services and building strategic partnerships to capture the immense value within the growing service sector and the expanding marketplace. https://youtu.be/TmOg9VK6TKU?si=5h_K7c43_UY69sZC McBain further explores the concept of the "seven trusted partners" surrounding every customer, underscoring the necessity for vendors to engage these influencers to drive sales and market penetration. He details the rise of "micro-consumption" and agentic AI, forecasting a future where partnerships are paramount and traditional sales models are disrupted. The discussion highlights the critical role of data quality, the need for strategic alignment between partners and vendors, and the imperative for businesses to adapt to the rapidly changing tech landscape to achieve "ultimate partnerships" and long-term success. Key Takeaways: * AI's Massive Investment: Trillions are being invested in AI, creating vast opportunities for partners. * Service-Centric Growth: Services are outgrowing products, making them a crucial area for partners. * The Seven Trusted Partners: Customers rely on multiple influencers, not just vendors. * Integration is Key: Millennial buyers prioritize product integration over brand loyalty. * End of Resell: Traditional resale models are being disrupted by marketplaces and service-driven models. * Micro-Consumption: New pricing models are emerging with agentic AI, changing how services are sold. * Data Quality Matters: Effective AI and partnerships depend on high-quality data. * Strategic Alignment: Partner and vendor alignment is crucial for success in the new tech landscape. Don’t miss this opportunity to gain insider knowledge from industry leaders shaping tomorrow's digital world. Tune in now for an inspiring conversation that could redefine your business strategy! Register NOW to Ensure Your Hotel Rate !!! Register Today! TRANSCRIPT Transcript: Jay McBain Keynote [00:00:00] Jay McBain: AI is going to be very good for the hyperscalers. It's gonna be good for their marketplaces. And if you wanna hook your caboose to a train that's growin...

    39 min
  3. 258 -How to Unlock Marketplaces and the Future of B2B with Jon Yoo of Suger

    MAR 17

    258 -How to Unlock Marketplaces and the Future of B2B with Jon Yoo of Suger

    Jon Yoo, CEO of Suger, Joins Ultimate Guide to Partnering What is the future of B2B sales in the new landscape of marketplaces and AI? Jon Yoo, CEO of Sugar, joins us to discuss the evolution of B2B sales and the rise of hyperscaler marketplaces. Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/Check Out UPX: https://theultimatepartner.com/experience/ https://youtu.be/q_81pmJct2Q Jon Yoo shares his insights on how companies like Snowflake are leveraging these marketplaces to drive significant revenue and streamline operations. Discover how Sugar is empowering businesses to embrace a consumer-like buying experience, simplifying complex deployments, and automating workflows for greater efficiency. Jon also delves into the future of B2B sales, highlighting the growing importance of AI and microtransactions. Learn how Sugar is staying ahead of the curve by investing in AI-driven solutions and catering to the needs of both buyers and sellers in this rapidly changing landscape. Key Takeaways: * Hyperscaler marketplaces are transforming B2B sales: Companies are increasingly leveraging these platforms to drive revenue and streamline operations. * Sugar is simplifying complex software sales: The company is bringing a consumer-like buying experience to B2B by simplifying deployments and automating workflows. * AI is playing a crucial role in the evolution of B2B sales: Sugar is investing in AI-driven solutions to enhance efficiency and provide valuable insights. * The mid-market presents a significant opportunity for growth: Sugar is focused on empowering mid-sized companies to leverage the power of marketplaces. * A unified approach to sales channels is essential: Sugar enables businesses to manage all their sales channels, including direct sales and marketplaces, seamlessly. * The buyer side of the marketplace is often overlooked: Sugar is addressing this gap by providing tools and insights to empower buyers. * Partnerships remain crucial in the B2B landscape: Sugar recognizes the importance of collaboration and is working to enhance co-selling and bundled offerings. * Continuous learning and adaptation are key to success: Jon Yoo emphasizes the importance of staying intellectually curious and embracing new technologies. Don’t miss this opportunity to gain insider knowledge from industry leaders shaping tomorrow's digital world. Tune in now for an inspiring conversation that could redefine your business strategy! Registration NOW Open!!! Register Today! TRANSCRIPT Transcription: Jon Yoo Audio Episode [00:00:00] Jon Yoo: But I think the most untapped potential is in the mid market space where, you know, maybe one of the kind of players who worked at, you know, one of these mega enterprises that we're doing that has tremendous success goes to work at, you know, a smaller company,

    52 min
  4. 257 -Unlock Google Cloud Growth: Dai Vu on AI, Partnerships & Marketplace

    MAR 5

    257 -Unlock Google Cloud Growth: Dai Vu on AI, Partnerships & Marketplace

    Dai Vu, Google Cloud Marketplace Leader, Joins Ultimate Guide to Partnering "2023 was the year of experimentation and POCs. 2024 was identifying specific use cases in production. Now 2025 is going to be the year of agents." - Dai Vu Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/Check Out UPX: https://theultimatepartner.com/experience/ https://youtu.be/2DsMB9mx1LM?si=eEhvuMersxAwV5O0 Dai Vu, Managing Director of Google Cloud's Marketplace and ISV Go-To-Market programs, joins Vince Menzione on the Ultimate Guide to Partnering podcast to discuss the exciting evolution of cloud marketplaces and the rise of AI. Dai shares his insights on Google Cloud's explosive growth, its unique approach to partnering, and the strategic importance of the marketplace in today's cloud landscape. He also delves into the transformative potential of AI, particularly the emergence of AI agents, and how Google Cloud empowers its ecosystem to drive innovation in this space. Tune in to discover how Google Cloud Marketplace facilitates customer choice, streamlines procurement processes, and fosters deeper collaboration between partners and customers. This episode offers valuable advice for software companies and service providers looking to leverage the Google Cloud Marketplace to scale their go-to-market strategies and thrive in the rapidly changing world of cloud computing and AI. Dai also shares personal insights on his career journey, his definition of mastery, and his approach to leadership, making this episode both informative and inspiring for anyone interested in the future of technology and partnerships. Key Takeaways: * Adaptability and flexibility are crucial for success in the rapidly changing world of cloud computing and AI. * Google Cloud Marketplace is a strategic priority for Google Cloud, serving as the route to market and driving significant revenue. * Google Cloud differentiates itself through higher-layer services like data analytics and AI, fostering customer stickiness. * The marketplace is evolving to facilitate outcome-based solutions, enabling partners like SIs to participate and drive business value. * AI, particularly AI agents, is a major focus for Google Cloud, and the company is leaning on its ecosystem to drive innovation in this area. * Google Cloud emphasizes a "first party equals third party" approach, prioritizing customer choice and providing a consistent experience. * Partners need to view the marketplace as a strategic investment and build a compelling "better together" story with Google Cloud. * Product-led growth and AI are transforming the marketplace experience, enabling smarter search, discovery, and solution deployment. Registration NOW Open!!! Register Today! TRANSCRIPT Transcription: [00:00:00] Dai Vu: Well, it's interesting. The narrative, uh, of, uh, AI has been like 2023. It was like the year of like experimentation and P...

    44 min
  5. 256 – AI Trends, Marketplaces & The Future of Partnerships | Insights from Top Industry Leaders

    FEB 26

    256 – AI Trends, Marketplaces & The Future of Partnerships | Insights from Top Industry Leaders

    Join Ultimate Guide to Partnering's 8th Anniversary Episode. "This is the era of the fastest technology transformation in history." – Nicole Dezen, Microsoft Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/Check Out UPX: https://theultimatepartner.com/experience/ https://youtu.be/rxlbjXPSM2s?si=sFyBTfxZP_-jt4E0 As we celebrate our 8th anniversary, we’re excited to bring you something truly special. Prepare for an epic video and audio compilation featuring some of the most impactful interviews and insights from the past year. This compilation is a treasure trove of wisdom from the brightest minds in the partner ecosystem. The future of business is shaped by three unstoppable forces: AI, marketplaces, and the evolution of partnerships. We’re thrilled to feature top industry leaders in this special anniversary episode, including Microsoft’s Nicole Dezen, Cisco’s Rodney Clark, and EY’s Greg Sarafin. They will share groundbreaking insights on how AI drives innovation, how marketplaces are transforming go-to-market strategies, and how customer-centric partnerships are unlocking sustainable growth. Whether you're looking to stay ahead of AI trends, optimize your marketplace strategy, or future-proof your partnerships, this episode delivers the insights you need to thrive in 2025 and beyond. Join us as we reflect on the journey and look forward to a future filled with possibilities. Thank you for being part of our community; your support has been invaluable. Mark Your Calendars Now TRANSCRIPT Anniversary Audio MP3 Vince: [00:00:00] What's the key to driving exponential growth and innovation in today's fast paced digital landscape? To commemorate our podcast anniversary, we're diving into some of the most insightful episodes from the past year, focusing on three transformative themes. AI Trends to Watch in 2025, Harnessing the Power of Marketplaces, and How to Unlock Sustainable Growth. Vince: Let's dive in and master the future together.  Vince (2): We believe this time is like no other. We believe, we refer to these as the tectonic shifts.  Jay: All the hyperscalers in the world, if you add them all together, managed services will be one and a half times larger.  Rodney: Because it is the customer buying behavior that has created the need for all of us to rethink our models. Niti: Until we have data quality, the effectiveness of AI cannot be realized, and effectiveness of the partnerships cannot be realized.  Mike: Can you figure out first what your purpose is and how Microsoft can support your purpose [00:01:00] and how you can support Microsoft purpose? Now we have a partnership. It's the ultimate partnership. Vince: Welcome to the Ultimate Guide to Partnering. I'm Vince Menzione, and my mission is to help leaders like you achieve your greatest results through successful partnering. Well, we've been on a tear this year, as we took this podcast from a spare bedroom to a full production studio. And I'm so grateful for your support and the incredible guests that have made our over 250 episodes possible. Vince: Three topics continue to dominate our discussions. AI, marketplaces, and effective partnerships. And with over 50 amazing interviews and our live events, we've been fortunate to have some of the industry's top leaders share their insigh...

    45 min
  6. 255 – Microsoft’s AI & Software Vision: An Inside Look with Jason Graefe

    FEB 13

    255 – Microsoft’s AI & Software Vision: An Inside Look with Jason Graefe

    Jason Graefe joins Ultimate Guide to Partnering "What took cloud 15 to 20 years will happen in 5 years with AI. The pace of advancement is absolutely astounding. The software companies who will come out in front are the ones experimenting early, staying curious, and thinking beyond their current constraints." miss this high-impact conversation on thriving through change!" - Jason Graefe Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/Check Out UPX: https://theultimatepartner.com/experience/ https://youtu.be/7gjHC2jKXd4?si=5ikd9uhxiCW6T3em In a revealing conversation with Microsoft's Corporate VP of ISV and Digital Natives, Jason Graefe shares unprecedented insights into how AI is revolutionizing software development and why the next five years will be transformative for the industry. Key Insights from Microsoft's Leadership After witnessing the first demo of GPT-4, Graefe recognized that a fundamental shift was occurring in technology. "What took cloud 15 to 20 years will happen in 5 years," he declares, highlighting the unprecedented pace of AI advancement. With 23 years at Microsoft, including seven years working directly with CEO Satya Nadella, Graefe brings unique perspective to how software companies can position themselves for success in the AI era. He emphasizes three critical lessons learned from Nadella's leadership: * Systems thinking is essential for operating at scale * Curiosity drives innovation and learning * Empathy balanced with strong leadership creates transformative results The Rise of Agentic AI Graefe reveals a significant shift from chatbot-focused AI to agentic AI architectures, where multiple AI agents work together through partner-to-partner interactions. This evolution demands software companies think differently about their strategy and partnerships. "Software companies need to be able to interact and engage in a partner-to-partner motion much quicker than they have in the past," Graefe explains, highlighting how workflow automation will increasingly rely on multiple integrated AI agents. Advice for Software Companies For organizations navigating this rapid transformation while maintaining current operations, Graefe emphasizes: * The importance of early experimentation with AI * Need for clear leadership direction on AI integration * Focus on responsible AI deployment with security and safety at the forefront * Reducing friction in partner engagement processes Looking Ahead As Microsoft moves into fiscal year 2026, Graefe's focus is on making Microsoft the partner of choice for software development companies. He emphasizes the need to: * Reduce friction in partner engagement * Improve program accessibility * Enhance value delivery through the platform * Support safe and responsible AI deployment Bottom Line The message is clear: AI transformation will happen faster than cloud adoption did, and software companies need to start positioning themselves now. Success will come to those who maintain their current business while actively experimenting with and implementing AI capabi...

    26 min
  7. 254 – Mastering Tech Evolution: Regina Manfredi on AQ, Bold Partnerships & Modern Selling

    FEB 4

    254 – Mastering Tech Evolution: Regina Manfredi on AQ, Bold Partnerships & Modern Selling

    Regina Manfredi Joins Ultimate Partner LIVE in Dallas "Adaptability is the ultimate competitive edge in a rapidly shifting tech landscape. Regina Manfredi shares powerful insights on AQ (Adaptability Quotient), bold partnerships, and modern selling strategies that drive success in today’s evolving market. Don’t miss this high-impact conversation on thriving through change!" Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/Check Out UPX: https://theultimatepartner.com/experience/ https://youtu.be/FibSmm-moLc?si=qXczpNRL1RRQOzl2 This Fireside Chat from Ultimate Partner LIVE in Dallas was so good we had to share. Join me for this interview with a true partnership leader, Executive VP, and General Manager @ Crayon US as we explore their pivots to thrive during these tectonic shifts. We explore the Adaptability Quotient (AQ) concept and its rising importance over IQ and EQ in the tech-driven, post-COVID world. Regina Manfredi, Executive Vice President of Crayon, shares her insights on adaptability as a new superpower. Regina discusses the dramatic shifts in Microsoft's partner incentives towards cloud-first and services-first strategies and how Crayon's focus on customer and partner ecosystems aims to navigate these changes. Emphasizing the need for modern selling techniques, Regina highlights Crayon’s investment in both its people and technological infrastructure. She also touches on the critical role of partnerships in delivering optimal IT solutions and customer experiences. As organizations face the complexities of AI adoption, the episode underscores the necessity of adaptability and collaboration in achieving transformational success. 00:00 The Importance of Adaptability Quotient (AQ) 00:59 Introduction to Crayon and Its Mission 02:42 Challenges and Changes in the LSP Community 04:48 Adapting to Microsoft's New Incentive Structure 05:16 Building a Strong Partner Ecosystem 08:48 Infusing Fun and Human Connection in Business 10:30 Modern Selling and Customer Engagement 16:17 Investing in People and Technology for 2025 18:06 The Role of AI and Infrastructure in Business 23:25 Final Thoughts and Advice for 2025 Don’t miss this opportunity to gain insider knowledge from industry leaders shaping tomorrow's digital world. Tune in and transform your cloud marketplace approach! For more insights and detailed discussions, tune in to the full episode of The Ultimate Guide to Partnering. Subscribe to stay updated with the latest trends and strategies in technology partnerships. SAVE THE DATE - Feb 20, 2025 - Limited Seats Available for the Ultimate Partner Executive Winter Retreat For details and to reserve your seat

    27 min

  8. JAN 22

    253 – Strategize ISV Cloud Success with Justin Murphy

    Wondering How to Navigate Cloud Marketplaces for Ultimate ISV Success? "When you have the alignment across the C-suite, and even if it's a small business, at the highest level of the organization, they can be well aligned with the ecosystem in a way that's going to benefit them," says Justin Murphy, CEO, CloudAtlas. Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/Check Out UPX: https://theultimatepartner.com/experience/ Get ready for an insightful journey in this episode of "The Ultimate Guide to Partnering" with host Vince Menzione and CloudAtlas CEO Justin Murphy. They delve into the essential strategies ISVs need for cloud marketplace success, exploring Justin's fascinating transition from simplifying enterprise procurement at SADA to leading Cloud Atlas. Discover the transformative role of marketplaces and co-selling, and learn how top-down commitment, strategic planning, and C-suite alignment drive unparalleled success. Uncover the challenges and opportunities within different cloud providers and understand the pivotal role partnerships play in the tech industry. https://youtu.be/nEpz_OAphCA?si=jSK8fQVb9kQajx2P As Justin highlights, "Applications will be available across all clouds, and leveraging marketplace products can drive the consumption that cloud providers want to see." This forward-looking perspective emphasizes the necessity for ISVs to adapt and strategize for long-term success in the cloud marketplace. Key Takeaways Market Opportunity: Learn about the immense opportunity in cloud marketplaces and how to leverage it. For instance, Justin mentions that leveraging marketplace third-party products can significantly drive cloud consumption and benefit cloud providers. Strategic Planning: Discover the steps to create a successful go-to-market strategy and address any gaps. Justin discusses the importance of understanding the product and identifying onboarding, sales, and technical gaps to build a comprehensive strategy. Co-Selling Benefits: Understand how co-selling and leveraging marketplace commitments drive growth and opportunities. Justin highlights that even large partners like hyperscalers and managed service providers find co-selling essential to success in the complex enterprise market. Don’t miss this opportunity to gain insider knowledge from industry leaders shaping tomorrow's digital world. Tune in and transform your cloud marketplace approach! For more insights and detailed discussions, tune in to the full episode of The Ultimate Guide to Partnering. Subscribe to stay updated with the latest trends and strategies in technology partnerships. SAVE THE DATE - Feb 20, 2025 - Limited Seats Available for the Ultimate Partner Executive Winter Retreat For details and to reserve your seat

    54 min
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    5
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    56 Ratings

    About

    Vince Menzione, a former Microsoft Executive and Channel Chief, brings his unique voice to this top-rated partnership and ecosystem podcast. Ultimate Guide to Partnering® is where technology leaders learn from the top technology business and partnership thought leaders to unlock the leadership lessons, best practices, and learnings to help you thrive and survive in the age of rapid digital transformation. Vince applies deep B2B and partnership experience driving multi-billion dollar businesses to achieve optimal results with technology giants like Microsoft, Google, AWS, and Salesforce. Each episode is packed with learnings to help grow the business and your career as a technology partnership leader in the decade of the ecosystem.

    Information

    • Creator
      Vince Menzione - Technology Industry Sales and Partner Executive
    • Years Active
      2017 - 2025
    • Episodes
      95
    • Rating
      Clean
    • Show Website
      Ultimate Guide to Partnering®

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