Episode Details

Stop losing the AI revenue multiplier game.

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In this episode, Jay McBain reveals why focusing solely on consumer AI hype is a massive mistake that causes businesses to miss the real opportunity: the 99% of business data currently sitting in cold storage. We discuss the critical shift toward “Agentic AI” and integrations, where the real money lies for partners—moving from a standard transaction to a $3 to $7 multiplier effect. Jay also issues a stark warning about the “book of failure” waiting for companies that refuse to adopt a platform mindset, explaining why you can’t hire your way out of the talent shortage and must embrace the seven-partner ecosystem to survive the next decade.

https://youtu.be/RXRJW027Qz8

Key Takeaways

• Partners can unlock a $3 to $7 multiplier on every dollar of Microsoft revenue by focusing on the full customer journey.
• 99% of the world’s business data is not yet trained into models, representing the massive “Agentic AI” opportunity.
• The talent shortage is forcing end customers to outsource because they cannot compete with hyperscalers for AI skills.
• Integration is now the number one buying criteria for modern customers, necessitating a platform approach.
• We are overestimating the AI change in two years but vastly underestimating the transformation coming in ten years.
• Your visible pipeline may be less than 10% of your total addressable market because you aren’t seeing the 28 moments before a sale.

If you’re ready to lead through change, elevate your business, and achieve extraordinary outcomes through the power of partnership—this is your community. At Ultimate Partner® we want leaders like you to join us in the Ultimate Partner Experience – where transformation begins.

Key Tags

Agentic AI, AI Multiplier, Cold Storage Data, Business Integration, Jay McBain, Platform Economy, Ecosystem Strategy, Managed Services, Co-selling, Hyperscaler Partnerships, Talent Shortage, Magnificent Seven, Digital Transformation, 28 Moments, AI Governance.

Transcript:

[00:00:00] Jay McBain: And getting from one to two to $3 a multiplier. So if Microsoft wins a hundred thousand dollars, I win $300,000 at 75% margin. And a sticky customer that’s gonna continue to enrich every 30 days forever.

[00:00:16] Vince Menzione: I want to double click here. You talked about ag agentic technology and ai. I just wanna go back in on this.

[00:00:21] Vince Menzione: So where is the money? Where’s the real money for the partners that are, that are participating? Microsoft? We’ll talk to Microsoft about Frontier Firm in a little while, but is it on advisory? Is it on build? Is it on managed services or ongoing optimization? Of the, of the stack. Where, where is it?

[00:00:36] Jay McBain: Yeah. All the above.

[00:00:37] Vince Menzione: All of the above.

[00:00:38] Jay McBain: So Microsoft is famous for, you know, $8 and 45 cents of multiplier. We’ve written probably three dozen of these reports. Just this year. So whether you’re in a cyber platform, whether you’re in a hyperscaler platform, big SaaS platform, the first thing the CEO does when they get