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269 – Stop Guessing, Start Winning: How to Master Microsoft Co-Sell with the FAME Framework
with Leigh Ann Campbell, Ultimate Partner Community Member
Unlock the secrets to explosive growth in the digital landscape!
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Is your business ready for 2026?
Welcome back to the Ultimate Guide to Partnering® Podcast.
In this insightful episode of The Ultimate Guide to Partnering, host Vince Menzione welcomes Leigh Ann Campbell, CEO of Rev Alliances and a seasoned expert in building successful Microsoft partnerships. Leigh Ann shares her remarkable journey, including her pivotal role in transforming Quest into Microsoft’s number one co-sell partner worldwide. They delve into the critical elements of effective partnering, introducing Leigh Ann’s powerful “FAME” framework: Focus, Audience, Message, and Execution (now “E-squared” with Enablement).
The conversation uncovers practical strategies for navigating the complexities of the Microsoft ecosystem, emphasizing the importance of sales enablement for your own team, understanding Microsoft’s internal scorecards, and aligning partnership goals with your CRO’s revenue objectives. Leigh Ann provides valuable advice on focusing your approach, crafting the right message for the right Microsoft audience, and executing with precision. She also shares her vision for the future of Rev Alliances, including the exciting integration of AI to scale her proven methodologies and help even more partners achieve their greatest results.
Key Takeaways:
- Sales enablement for your own sales team is crucial for scaling your Microsoft partnership beyond the alliance team.
- Understanding the tectonic shifts in customer buying behavior is essential for rethinking partnership models.
- Data quality and a shared purpose between your company and Microsoft are fundamental for a strong partnership.
- Leigh Ann Campbell’s FAME framework (Focus, Audience, Message, Execution/Enablement) provides a practical roadmap for partnership success.
- It’s vital to understand Microsoft sellers’ scorecards and how they are measured to align your efforts.
- Engaging your CRO and aligning partnership KPIs with sales goals is critical for company-wide buy-in and success.
- Focusing your efforts on a specific area of success within Microsoft and then expanding is more effective than trying to do everything at once.
- Building trust and making it easy to work with your company are key to successful engagement with Microsoft sellers.
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!
Keywords:
Microsoft partnership, co-sell, sales enablement, partner program, ISV, SI, Rev Alliances, Leigh Ann Campbell, Vince Menzione, Ultimate Guide to Partnering, FAME framework, focus, audience, message, execution, enablement, Microsoft sellers, channel partners, partner strategy, alliance management, tech partnerships, B2B partnerships, software partnerships, cloud partnerships, Azure, Microsoft Marketplace, partner center, co-selling with Microsoft, achieving partner success, partner growth, revenue generation, pipeline development, Microsoft ecosystem, navigating Microsoft, partner of the year, product integration, AI in partnerships
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Published on 4 weeks ago