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267 – The 1% Club: Elastic’s First Secrets to Partner of the Year Status
Recorded Live at Ultimate Partner LIVE in Redmond, WA
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Welcome back to the Ultimate Guide to Partnering® Podcast.
This was a fan favorite as I was joined by former Microsoft executive and current Elastic leader, Alyssa Fitzpatrick, as she reveals the strategies behind achieving pinnacle success as a Microsoft partner. Learn how Elastic consistently earns “Partner of the Year” awards by prioritizing technology innovation, fostering deep engineering alignment, and ensuring maniacal focus across all functional teams. Alyssa shares invaluable insights on gaining executive buy-in, establishing clear communication “swim lanes,” and leveraging data to drive impactful decisions. Discover the importance of consistent engagement, human relationships in partnering, and why adaptability is the new IQ in today’s rapidly changing market.
Key Takeaways:
- Achieving “ultimate partner” status requires a deep understanding of how to congruently apply principles across all aspects of the business.
- Executive commitment is paramount; the entire leadership team must be on board and actively driving the alliance strategy.
- Aligning functional teams (build, go-to-market, sell) with their Microsoft counterparts through dedicated points of contact ensures effective feedback and execution.
- Leading with technology and embedding innovation is the “secret sauce” for winning partnerships, going beyond traditional co-selling to integrate roadmaps and push for new functionalities.
- Resource allocation must align with strategic focus; sometimes trade-offs are necessary to maintain intensity on critical hyperscaler relationships.
- Data-driven decision-making and continuous analysis of performance are crucial for adaptability and predicting market shifts, allowing leaders to defend and explain their strategies to leadership.
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Key Tags:
.Microsoft partner, Elastic, ultimate partner, partner of the year, cloud go-to-market, alliance strategy, executive commitment, technology innovation, engineering alignment, co-selling, go-to-market, influence strategy, partner resources, adaptability, data-driven decisions, human relationships, BRS, QBR, EBC, channel leadership.
Transcription:
[00:00:00] Alyssa Fitzpatrick: Adaptability is that has become really the most important thing that any leader needs to do in this, this world that we’re in. Um, it’s no longer one, two year roadmaps. It’s three months.
[00:00:16] Vince Menzione: We believe this time is like no other. We believe we refer to these as the tectonic shifts,
[00:00:22] Intro: all the hyperscalers in the world, if you add them all together.
Published on 1 month, 1 week ago