Episode Details

Don’t miss this massive channel shift!

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In this episode of the Ultimate Partner Podcast, host Vince Menzione sits down with Alexandra Zagury, Corporate Vice President of Channels at Microsoft, to explore ecosystem shifts, partner-led growth, and AI transformation.

Key Takeaways

• Microsoft’s telemetry and propensity data offer unprecedented insights that many partners are currently failing to unlock.
• Partners must evolve past basic licensing models and build comprehensive managed service stacks across the entire customer lifecycle.
• Establishing an AI Center of Excellence on the Microsoft platform is critical for capturing future market share and technical intensity.
• The modern tech ecosystem demands a shift from product-led growth to true partner-led growth driven by multi-partner collaboration.
• Renewal engines targeting 110% to 125% retention require an always-on motion starting well in advance of contract expiration.
• Investing in sales readiness and precision velocity training ensures that end sellers can effectively articulate the value of the Microsoft platform.

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

Microsoft, telemetry, Hyperscalers, channel, small medium enterprise, telcos, hosters, SSPs, Cisco, CSP, agentic GTM, propensity data, SPX, PUPP, cloud descent, MSPs, managed XDR, Agent 365, skilling, co-sell, renewals, flywheel, AI Center of Excellence, enterprise

Transcript

Alexandra Zagury Audio Podcast

[00:00:00] Alexandra Zagury: One of the things that I think is the best kept secret at Microsoft is the telemetry that we offer our partners.

[00:00:08] Vince Menzione: You can feel it happening. The ecosystem is shifting beneath us, the way Hyperscalers are partnering, how AI is remaking the channel and what it means to win in 2026. Welcome to the Ultimate Partner Podcast.

[00:00:22] Vince Menzione: I’m Vince Menzi, own your host, and each week I sit down with leaders at the intersection of technology. Partnerships and outcomes. The voices shaping how ecosystems actually work. We talk about what’s real, what’s changing, and what it takes to lead in this era where the partner channel isn’t just part of the strategy.

[00:00:41] Vince Menzione: It is the strategy because being in the room changes everything. Let’s

[00:00:46] Guest: start.

[00:00:50] Vince Menzione: I am thrilled because I get to have a leader that is somewhat new in role and is th