Turn partner connections into business growth. Show Notes:What if your next growth opportunity comes from another Microsoft partner? IAMCP Spain leaders Michiel van Vliet and Rafael Vargas reveal how trust, participation, and a “giver” mindset turn community relationships into real business opportunities. Discover how the chapter creates P2P collaboration, builds high-value events, connects partners internationally, and helps members navigate Microsoft's rapidly changing ecosystem. Most importantly, learn why AI may make trusted partner relationships more valuable than ever. Top 5 Intriguing Takeaways for IAMCP Partners1. IAMCP only creates value when you participate.Membership alone doesn't create opportunities. Michiel's message is straightforward: “If you don't participate, there is no value.” Partners need to attend events, meet peers, contribute to conversations, and actively develop relationships.2. Start with what you can give—not what you can get.Successful P2P relationships are built on trust. Michiel and Rafael emphasize approaching IAMCP with a giver mentality: contribute knowledge, connections, and assistance first. The return often develops organically through stronger relationships and future opportunities.3. Your perceived competitor could become your next partner.Two Microsoft partners may appear to compete until they dig deeper into their respective capabilities. Michiel describes “peeling the onion” to identify where expertise actually differs. Those differences can reveal opportunities to jointly solve larger customer problems.4. P2P collaboration can become an international growth strategy.IAMCP Spain has increasingly become a bridge connecting partners across Spain, Latin America, Europe, and beyond. Rafael's own experience demonstrates how relationships with partners possessing complementary cybersecurity, data, and ISV capabilities can lead to opportunities across borders.5. AI makes connected partners more important—not less.Microsoft partners face a difficult strategic transition. AI is changing customer requirements, service delivery, Microsoft programs, pricing models, and the capabilities partners need. Rather than attempting to master everything internally, partners can use trusted ecosystems to combine complementary expertise and navigate change together.Notable Quotes:“If you don't participate, there is no value.”“I'm much happier with doers than with thinkers.”“No single partner can be the best in everything.”“The future will belong to connected partners who collaborate and create value together and grow together.”“You can't be doing the same thing anymore you've done over the last 10–20 years as a Microsoft partner.”Chapters:00:00 — Meet Michiel van Vliet & Rafael VargasTheir backgrounds, Microsoft experience, businesses, and journeys into IAMCP.04:33 — From IAMCP Member to Chapter LeaderHow Michiel unexpectedly became president and began rebuilding IAMCP Spain.08:04 — What Makes IAMCP Spain Different?Spain's international reach, connections with Latin America, commitment to P2P collaboration, and strong financial foundation.12:09 — Building a Culture of Trust and CollaborationWhy relationships, face-to-face interaction, openness, and cultural connection matter.14:08 — Creating Value for New IAMCP MembersOnboarding members, connecting them with trusted peers, and the importance of participation.17:16 — Turning Relationships into Business OpportunitiesReal-world examples of sponsorship growth, cybersecurity and data partnerships, and cross-border collaboration.23:09 — Moving Members from Networking to ParticipationWhy active involvement matters and how chapter leaders encourage members to contribute.27:47 — The Biggest Challenges Facing Microsoft PartnersMicrosoft organizational changes, fewer managed relationships, incentives, specialization, and increasing complexity.30:37 — Helping Partners Navigate Microsoft ProgramsWhy understanding incentives and connecting Microsoft programs to business strategy can be challenging. 33:11 — Events and Programs That Create Member ValueThe annual chapter event, Partner Business University, sponsor programs, workshops, lunches, and other initiatives. 38:21 — Why Execution Matters More Than IdeasThe realities of volunteer leadership and why successful chapters need people willing to execute. 40:06 — Building a Must-Attend Partner EventHow IAMCP Spain has created an event that attracts repeat attendees and international participation.45:54 — Growing IAMCP Across SpainThe chapter's geographic concentration, regional dynamics, and opportunities to attract more Microsoft partners.50:40 — Navigating Microsoft's AI TransformationHow IAMCP helps members interpret Microsoft's changing priorities, AI strategy, incentives, and emerging business models.56:49 — How P2P Opportunities Actually HappenWhy relationships—not databases—drive collaboration and how partners can uncover complementary capabilities. 1:00:13 — The Next Growth Challenge for IAMCP SpainProfessionalizing the organization, increasing membership, improving continuity, and creating greater member value. 1:04:29 — Where Microsoft Partners Should Look for GrowthResponsible AI, cybersecurity, data governance, adoption, international expansion, and changing service models.1:09:33 — What Success Looks Like for IAMCPMaking IAMCP part of partners' growth strategies while expanding successful chapter models globally.1:14:14 — IAMCP Spain's Member Recruitment StrategyHow members themselves can become advocates for the community.1:15:50 — Advice for Partners Who Aren't Engaged YetStart participating, build trusted relationships, contribute first, and embrace the idea that partners are better together.1:16:48 — Connecting with IAMCP SpainWhere listeners can find Michiel, Rafael, and the Spain ChapterWhy Listen?Discover why the future of the Microsoft ecosystem may belong to connected partners who collaborate, create value, and grow together. Michiel van Vliet and Rafael Vargas share how IAMCP Spain turns trust, active participation, and a “giver” mindset into real P2P opportunities—and how those relationships can help partners navigate AI disruption, expand into new markets, and build stronger businesses.GUESTMichiel van VlietFounder, PartnerExperts.msManaging Principal, Redmond PartnersPresident, AdopTicLinkedIn [email protected] [email protected], Aleson Kuwait Company for Technical and Computer Technology ServicesCo-founder and Services and R&D Director, AtechNEA Smart TechnologiesLinkedIn [email protected]:Anthony CarranoLinkedIn: ProfileMan...

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 BourneLinkedIn: https://www.linkedin.com/in/lucyalicebourne/Director at Oaka Studio (https://www.oaka.studio/)Hosts:Anthony CarranoLinkedIn: https://www.linkedin.com/in/anthonycarrano/Managing Partner at Dunamis Marketing (https://www.dunamismarketing.com/) Rudy RodriguezLinkedIn: https://www.linkedin.com/in/eljefe1austin/Managing Partner at Dunamis Marketing (https://www.dunamismarketing.com/) International Association of Microsoft Channel Partners: https://www.iamcp.orgChapters:00:00 – IntroductionAnthony introduces Lucy Bourne and previews a conversation on Microsoft partnerships, AI, and ecosystem growth. 00:23 – Lucy's Journey Through the Microsoft EcosystemFrom SMB Dynamics projects to Microsoft and ultimately co-founding Oak Studio.04:10 – What Oak Studio Does for Microsoft PartnersHelping partners strengthen Microsoft relationships, sharpen go-to-market strategy, and build scalable businesses.06:15 – The Types of Partners Oak Studio ServesSupporting new Microsoft partners, enterprise organizations, and competitors entering the Microsoft ecosystem.13:39 – The SIA 365 Partnership StoryHow Partner Pulse became a thriving community that helps Microsoft partners collaborate and grow.20:11 – Building Partnerships That Actually WorkThe importance of shared goals, strategic planning, and measuring partnership success.24:53 – When Partnerships Don't Go as PlannedLessons learned from vendor relationships, communication, and maintaining customer trust.29:26 – What High-Trust Networking Looks LikeWhy authentic, in-person relationships still outperform purely virtual networking.33:58 – Knowing When to Pivot or Walk AwayHow to evaluate partnerships early and avoid wasting time on relationships that aren't delivering value.35:55 – AI Is Changing the Partner LandscapeWhy ecosystem collaboration, industry specialization, and change management are becoming essential.42:13 – What Defines the Next Generation of Microsoft PartnersLucy shares why adaptability, ambiguity tolerance, and outcome-based thinking will separate tomorrow's winners.48:06 – Advice for Every Microsoft PartnerThe mindset shift that creates stronger partnerships: openness, authenticity, and transparency.51:05 – The Partner Genome FrameworkLucy introduces Oak Studio's Partner Genome assessment and explains how partners can identify their greatest growth opportunities.52:43 – Closing ThoughtsKey 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.

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 partners3.  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 HakonsonLinkedIn: Erica HakonsonCEO at Maven Collective Marketing: Maven Collective Marketing | WebsiteIAMCP Canada Chapter LinkedIn Page: IAMCP Canada | LinkedInIAMCP Canada Chapter| IAMCP | Website | IAMCP | CanadaHosts:Anthony CarranoLinkedIn: Anthony Carrano | LinkedInManaging Partner at Dunamis MarketingRudy RodriguezLinkedIn: Rudy Rodriguez | LinkedInManaging Partner at Dunamis MarketingInternational Association of Microsoft Channel Partners:IAMCP | WebsiteNotable 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 Chapter00:00 Introduction: Why Differentiation Matters for Microsoft Partners01:00 Meet Erica Hakonson and Maven Collective Marketing03:00 Relaunching the IAMCP Canada Chapter05:25 Award-Winning Customer Success Story08:30 Why Collaboration Drives Better Marketing Results10:55 Building Partnerships Through Alignment and Shared Vision13:30 Lessons Learned from Difficult Client Relationships17:00 Evaluating Customer Fit Before Engagement22:20 Why Microsoft Partners Must Market Outcomes, Not Technology27:10 Using Behavioral Analytics to Improve Marketing Performance31:05 AI, Marketing, and the Future of the Microsoft Partner Ecosystem35:00 Entrepreneurship, Growth, and Betting on Yourself39:20 Measuring Success with Microsoft's Partner Benchmark Index41:35 Resources, Community, and Final Advice43:10 Closing Thoughts and Key Lessons for Microsoft PartnersWhy 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.

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 Partners1. 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.GUESTPaul SolskiLinkedIn: Paul Solski | LinkedInManaging Direct at AIM International: AIM International | WebsiteLearn more about a Geo Expansion Readiness Assessment at Geo Expansion Readiness AssessmentHOSTSAnthony CarranoLinkedIn: Anthony Carrano | LinkedInManaging Partner at Dunamis MarketingRudy RodriguezLinkedIn: Rudy Rodriguez | LinkedInManaging Partner at Dunamis MarketingInternational Association of Microsoft Channel Partners: IAMCP | WebsiteNotable 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."Chapters00:00 Welcome to IAMCP Profiles in Partnership01:00 Meet Paul Solski and AIM International02:20 Why Microsoft Partners Expand Internationally04:15 The Four-Step Partner Growth Framework: Prospect, Recruit, Activate, Grow06:15 Building High-Trust Partnerships That Scale09:05 Managing Partner Overlap Without Creating Conflict13:35 How AI Is Reshaping the Microsoft Partner Ecosystem16:45 What Will Differentiate Successful Partners Over the Next Two Years?19:20 Why Your Partner Story Matters More Than Your Technology23:15 Delivering Differentiated Value That Partners Want26:05 Global Expansion Readiness Assessment27:40 How to Connect with Paul Solski28:35 Episode Wrap-Up and Key LessonsWhy 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.

Winning the AI Era Through PartnershipMicrosoft 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 Partners1. AI Is Creating the Largest Opportunity in Technology HistoryThe 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 ReadyResearch 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 ToModern 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 FeaturesSuccessful partners are shifting conversations away from products and toward growth, profitability, customer acquisition, efficiency, and measurable business outcomes.5. The Future Belongs to Partner EcosystemsCustomers 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 OmdiaPersonal LI: Jay McBainHis blogs about the IT industry and channel management: Blogs | OmdiaPersonal website: Jay McBain | HomepageHosts:Anthony CarranoLinkedIn: Anthony CarranoManaging Partner at Dunamis MarketingRudy RodriguezLinkedIn: Rudy RodriguezManaging Partner at Dunamis Marketin International Association of Microsoft Channel Partners: IAMCP | WebsiteNotable 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."Chapters00:00 – Welcome & Setting the Stage01:10 – Why AI Represents a New 20-Year Technology Era04:20 – Why 82% of Microsoft Partners Feel Unprepared10:00 – The Biggest AI Opportunities for SMB and Mid-Market Partners17:45 – From Selling Technology to Selling Business Outcomes22:15 – Understanding the New Digital-First Buyer28:20 – Building Trust in a Noisy Marketplace32:40 – Why Customers Trust 6.3 Partners35:45 – Building a Partner Ecosystem That Drives Growth42:40 – What the Microsoft Partner Ecosystem Will Look Like Next Year46:30 – Connecting with Jay McBain47:25 – Jay's Travel Adventures and Personal Blog49:00 – Key Lessons and Closing ThoughtsWhy 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.

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 Partners1. Partnership Creates Greater Impact Than Going AloneMint 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 DecisionThe 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 ContractsSuccessful partnerships require aligned values, open communication, mutual accountability, and a willingness to solve problems together.4. Workforce Development Can Be a Competitive AdvantageBy 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 ExpectationsPartners 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 GroupPersonal LI: Ronelle NaidooCompany url: Mint Group | WebsiteHosts:Anthony CarranoLinkedIn: Anthony CarranoManaging Partner at Dunamis MarketingRudy RodriguezLinkedIn: Rudy RodriguezManaging Partner at Dunamis MarketingInternational Association of Microsoft Channel Partners: IAMCP | WebsiteNotable 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."Chapters00:00 – Introduction04:17 – The Healthcare Challenge10:36 – The Ubuntu Empowerment Program12:40 – Creating Jobs Through Technology15:20 – Lessons from Real-World Partnership Challenges23:50 – Expanding Impact Beyond Technology27:28 – What High-Trust Partner Networking Looks Like31:24 – AI and the Future of Microsoft Partners35:00 – Evolving Customer Expectations42:56 – Building Successful Partnerships45:00 – Final Advice for Microsoft Partners48:00 – Closing ThoughtsWhy 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.

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 Partners1. P2P Collaboration Can Evolve into a Full Operating ModelThe 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 StrategyThe 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 GrowthThe 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 ConsultanciesBy 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 GhimChapters:00:00 Introduction to the Seattle Joint Solutions Group03:25 Why Eight Microsoft Partners Formed a Consortium05:30 Benefits of Unified Delivery and Shared Expertise08:20 Competing Against Larger Firms Through Collaboration11:15 How the Group Uses AI to Map Capabilities and Solutions16:45 Weekly Meetings, Trust Building, and Communication Cadence20:00 Building 35 Frontier AI Solutions Together30:45 Customer Wins, RFP Collaboration, and Shared Case Studies36:00 Scaling the Model Across IAMCP Chapters39:15 Microsoft Seller Opportunities and Co-Sell Potential46:00 Advice for Partners Looking to Replicate the Model53:00 Closing Thoughts and Key Lessons from the ConsortiumGuests:Seattle Solutions Group can be found on the IAMCP Seattle page on LinkedIn:Seattle Solutions Group | LinkedInPaul Solski, Partner at Redmond Partner GroupPaul Solski | LinkedInRedmond Partner Group | WebsiteNigel Postings, Partner and Channel Partner Intelligence at BizciseNigel Postings | LinkedInbizcise | Website Promod Antony, President and CEO, Logic IntelligencePromod Antony | LinkedInLogic Intelligence | WebsiteDenny Ghim, Director of Channel Sales at Sandler PartnersDenny Ghim | LinkedInSandler Partners | WebsiteMichael Mpare, CEO at WMI WorldwideMichael Mpare | LinkedInWMI Worldwide | WebsiteKatherine VanHenley, Direct of Internal Operations at WMI WorldwideKatherine VanHenley | LinkedInWMI Worldwide | Website Alexandra Matthiesen, Founding Partner at 2nd Forge GroupAlexandra Matthiesen | LinkedIn2nd Forge Group | Website Patrick Hart, Director of Sales and Business Development at REVTechPatrick Hart | LinkedInREVTech | WebsiteHosts:Anthony CarranoLinkedIn: Anthony CarranoManaging Partner at Dunamis MarketingRudy RodriguezLinkedIn: Rudy RodriguezManaging Partner at Dunamis MarketingInternational Association of Microsoft Channel Partners: IAMCP | Website

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 AdvisorsLinkedIn: Devesh AggarwalCompany: Compusoft Advisors Hosts:Anthony CarranoLinkedIn: Anthony CarranoManaging Partner at Dunamis MarketingRudy RodriguezLinkedIn: Rudy RodriguezManaging Partner at Dunamis MarketingInternational Association of Microsoft Channel Partners: IAMCP | WebsiteNotable 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.”Chapters00:00 – Welcome & Episode OverviewIntroduction to IAMCP Profiles in Partnership and guest Devesh Aggarwal01:40 – The Award-Winning Partnership StoryHow a global IT services deployment led to strategic collaboration03:46 – Building a Successful Partner FrameworkGovernance, roles, and transparency in multi-partner delivery05:32 – Expanding the Model Across Use CasesApplying the alliance approach to manufacturing and global expansion07:40 – The Birth of a Formal AllianceHow three partners combined into a 500+ person Dynamics powerhouse09:52 – The Pivotal Moment: Competing with Big FirmsWhy smaller partners must collaborate to survive and grow12:05 – Why Most Partnerships FailThe dangers of transactional relationships and lack of trust14:03 – The Importance of Pre-Sales AlignmentHow early collaboration prevents downstream failure16:07 – Keys to Building a Strong AllianceLeadership alignment, trust, and shared vision17:29 – AI Strategy for Microsoft PartnersWhy AI must be positioned as a solution—not a product20:47 – Managing Global Delivery ChallengesHandling cultural, language, and communication barriers22:45 – Delivering a Seamless Customer ExperienceOperating as one unified team across multiple partners24:11 – Navigating Conflict and OwnershipHow leadership resolves overlap and maintains balance26:38 – Advice to Younger PartnersBuild expertise first, then pursue strategic partnerships29:00 – Closing Thoughts & How to ConnectFinal insights and ways to reach Devesh

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 Partners1. 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 ElevateWebsite: Microsoft Elevate | HomeLinkedIn: Justin Sheedy | LinkedInHosts:Anthony Carrano | Managing Partner at Dunamis MarketingLinkedIn: Anthony CarranoCompany: Dunamis MarketingRudy Rodriguez | Managing Partner at Dunamis MarketingLinkedIn: Rudy RodriguezCompany: Dunamis MarketingInternational Association of Microsoft Channel Partners: IAMCP | HomeNotable 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.”Chapters00:00 – Welcome + Episode SetupOverview of IAMCP and the nonprofit opportunity00:38 – What is Microsoft Elevate?Evolution from Tech for Social Impact02:00 – How the Program WorksDiscounts, grants, and partner enablement04:40 – The “Why” Behind ElevatePersonal impact and Microsoft philanthropy07:30 – The Nonprofit Market MythWhy partners underestimate this opportunity08:40 – Why This Market Is Growing NowAI, security, and digital transformation demand10:20 – The Role of PartnersWhy partners are essential to reaching nonprofits12:45 – How to Get StartedSecurity, identity, and assessments as entry points14:35 – First Engagement StrategyAssessments, readiness, and modernization17:30 – Profitability ExplainedWhere partners actually make money20:10 – How to Sell to NonprofitsShift from features → mission outcomes22:20 – Real-World Case StudyAI-powered National Mall transformation27:30 – AI + Data OpportunityFuture-proofing nonprofits with AI30:05 – 30-Day Action Plan for PartnersWhere to focus immediately32:15 – Resources + How to EngageMicrosoft Elevate tools and partner enablement36:20 – Closing Thoughts + Key Reflections

What if your next major deal didn’t come from marketing, but from a trusted partner? In this episode of IAMCP Profiles in Partnership, Anthony Carrano and Rudy Rodriguez sit down with Manish Bhardia to break down how strategic partnerships, not traditional sales, can drive real business growth. From building trust inside IAMCP to delivering a $1.2M customer impact, this conversation reveals how showing up, adding value, and leveraging the Microsoft ecosystem can unlock new opportunities. If you're a Microsoft partner looking to accelerate pipeline and build lasting relationships, this episode is packed with practical insights. Key Discussion Points:Partnerships can outperform traditional salesConsistent relationship-building can generate pipeline without heavy outbound or marketing spend.“Give first” builds long-term referral enginesEven simple introductions create trust that compounds into future business opportunities.Ecosystem leverage is a growth multiplierIAMCP and Microsoft programs accelerate access to partners, clients, and go-to-market opportunities.Your reputation travels with your partnersYou own the outcome—even when delivery depends on someone else.AI is shifting value from tools to outcomesPartners must evolve from selling solutions to delivering measurable business impact.Guest:Manish BhardiaCEO at Aimey.ai and Founder & President at Think AI CorporationLinkedIn: Manish Bhardia | LinkedInWebsite: Think AI Corp | WebsiteWebsite: Aimey.ai | WebsiteHosts:Anthony CarranoLinkedIn: https://www.linkedin.com/in/anthonycarrano/Managing Partner at Dunamis Marketing (https://www.dunamismarketing.com/)Rudy RodriguezLinkedIn: https://www.linkedin.com/in/eljefe1austin/Managing Partner at Dunamis Marketing (https://www.dunamismarketing.com/)International Association of Microsoft Channel Partners: https://www.iamcp.orgNotable Quotes:• “IAMCP is the reason I was able to grow my business.”• “I didn’t have to learn sales or marketing—I just had to build relationships.”• “If you don’t have a referral, connect people—that’s still value.”• “Give to get is true—but it doesn’t have to come from the same person.”• “It has to be win-win-win—partner, client, and you.”Chapters00:00 – Welcome & Podcast Overview00:36 – How IAMCP Sparked Business Growth02:22 – Think AI & Aimey.ai Explained04:39 – Evolution of AI: From GenAI to Agents07:00 – The P2P Partnership Story10:57 – Winning the Deal Through Partnership12:47 – Delivering $1.2M in Customer Value13:51 – Key Lessons from IAMCP & Microsoft Ecosystem17:22 – When Partnerships Don’t Work20:18 – AI Opportunities Partners Are Missing23:11 – The Shift to Value-Based Pricing25:03 – Real-World AI Use Case (Productivity Transformation)28:03 – Building Seamless Partner Experiences30:13 – Best Practices for Long-Term Partnerships32:19 – One Mindset Shift for Partner Success33:48 – How to Connect with Manish34:42 – Closing Thoughts & Key Takeaways