Episode Details

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In this episode, Vince Menzione sits down with SHI leaders Joseph Bellian and Stefanie Dunn, alongside Microsoft’s Marcus Jewett, to dissect SHI’s massive evolution from a traditional Large Account Reseller (LAR) to a strategic Global Systems Integrator (GSI). They explore the cultural and operational shifts required to move from a transaction-heavy model to a services-led approach, highlighting their alignment with Microsoft’s MSEM methodology, the implementation of the Entrepreneurial Operating System (EOS), and their cutting-edge work with AI Labs and Agentic AI.

Key Takeaways

• SHI has evolved from a transactional powerhouse into a Global Systems Integrator (GSI) focused on services and outcomes.
• The organization implemented the Entrepreneurial Operating System (EOS) to align vision, people, and data across sales and delivery.
• SHI serves as “Customer Zero” for Microsoft AI, implementing Copilot internally to better guide customers.
• The partnership mirrors Microsoft’s MSEM methodology to ensure seamless co-selling and customer success lifecycles.
• SHI’s AI Labs in New Jersey provides a secure environment for clients to build and test custom AI solutions.
• The shift requires moving from a “Hulk” (strength/sales) mindset to a “Tony Stark” (brainpower/strategy) mindset.

Key Tags:

SHI International, global systems integrator, Microsoft services, Joseph Bellian, Stefanie Dunn, Marcus Jewett, AI labs, agentic AI, MSEM methodology, entrepreneurial operating system, digital transformation, customer zero, copilot implementation, solution provider, cloud migration, data governance, services led growth.

Ultimate Partner is the independent community for technology leaders navigating the tectonic shifts in cloud, AI, marketplaces, and co-selling. Through live events, UPX membership, advisory, and the Ultimate Guide to Partnering® podcast, we help organizations align with hyperscalers, accelerate growth, and achieve their greatest results through successful partnering.

Transcript:Transcript:

Joseph Bellian – Stefanie Dunn – Marcus Jewett WORKFILE AUDIO

[00:00:00] Vince Menzione: We’ve got it. So it is interesting how these sessions kind of follow each other. Hopefully you’re seeing kind of a flow from marketplaces and the conversation about how to be a really great ISV to how an ISV took and built a channel strategy and how they integrated alliances and channels together.

[00:00:16] Vince Menzione: Well, we have an, we have another really great example here to talk through. I have this, uh, incredible like back