On this episode of the Unlearn Podcast, we dive into the world of partnerships with Nicole Dezen, the Chief Partner Officer at Microsoft. In this insightful conversation, hosts Asher and Kelly sit down with Nicole to explore her extensive career in partnerships, the intricate partner organization structure at Microsoft, and her invaluable perspectives on crucial topics shaping the future of the partner ecosystem.
Listen in, as Nicole and the hosts engage in a thought-provoking debate on various aspects of partnership management. This conversation provides a unique glimpse into one of the largest and most mature partner ecosystems, offering listeners actionable insights drawn from Nicole's wealth of industry experience.
00:00 - Introduction
01:15 - Partner business at Microsoft
06:35 - Partner organization design and dotted line reporting.
12:01 - Partner ecosystems and multi-partner deals
17:47 - Partner ecosystem, data, and community engagement.
23:48 - Partner ecosystems and growth strategies in tech industry
31:02 - Partner collaboration and differentiation strategies.
36:23 - Partner leadership roles and priorities in business
42:34 - Partner management and future of role
46:59 - Partner management incentives and motivation.
Nicole is dedicated to enhancing the Microsoft partner ecosystem by providing top-notch support and resources. She outlines the various partner types within the organization and stresses their collaborative efforts to support partners globally. Centralizing incentives and reporting under a single leader is emphasized by Nicole to foster holistic thinking and efficient decision-making. Kelly acknowledges the complexities of managing dotted line reporting and recommends embracing the matrix structure for optimal effectiveness and satisfaction within the company.
Nicole emphasizes that although the partner team operates within sales, they don't report directly to her, indicating their establishment before her role. She underscores the significance of partnerships in delivering digital transformation solutions and the necessity for different partner types to collaborate seamlessly. Additionally, she mentions Microsoft's exploration of methods to enhance connections between partner ecosystems, aiming for a more systematic and seamless approach.
Nicole and Kelly express optimism regarding the Microsoft AI cloud partner program and the automated apps marketplace. Nicole anticipates enhanced connectivity through CO pilots and generative AI, while Kelly sees potential in tailored solutions and partner recommendations. The Chief Partner Officer emphasizes building community and human connections, prioritizing a culture of purpose and diversity within the partnership ecosystem.
Microsoft's partner ecosystem lead underscores the significance of trust and continuous evolution in partnerships. Nicole stresses the importance of partner storytelling and leveraging the partner ecosystem for unique offerings beyond those of full-time employees. She focuses on enabling, incentivizing, and resourcing partners to deliver exceptional experiences for customers.
Asher underscores the significance of encouraging teams to consider differentiation and complementary offerings beyond sales. Nicole concurs, stressing the importance of clarifying partners' unique roles to enhance collaboration. She notes that partners operate with their own strategies that may not entirely align with Microsoft's. Asher emphasizes the necessity of understanding each other's corporate objectives and finding common ground while respecting each company's autonomy for effective collaboration.
Nicole underscores partnership significance in fulfilling a company's mission, urging partner leaders to prioritize and enhance relationships. Kelly recognizes the challenges of aligning corporate objectives in a large organization, advocating for a complementary framework for success. Kelly also highlights the complexity of aligning business goals with social and economic causes, emphasizing the importance of using business language for executive support. Asher encourages strategic differentiation in partner sessions, complementing existing efforts, and using business language to drive growth and address customer needs.
Nicole stresses understanding the organization's sales focus for partner managers. She also highlights the importance of repeatability and rigor in partnerships, advocating for factual, measurable approaches. Asher concurs, emphasizing the significance of researching partners, developing them, and fostering resilience amidst uncertainty.
Nicole stresses measuring and monitoring partner performance for strategic alignment. Kelly notes the complexity of incentives for frontline partner managers, emphasizing simplification efforts. Nicole expresses enthusiasm for the partner business, highlighting its value and the crucial role it plays in company success. She also appreciates the acknowledgment of unlocking capability within partner leaders, motivating her in the work they do.
"Collaboration requires understanding each other's corporate objectives and meeting in the middle, while also respecting each company's autonomy." - Asher Mathew
"I think it's so important for all of us to be the voice of our partners for our companies. And we have a really important role to play, regardless of the company's maturity on the partner business or their stance on the partner business, like helping colleagues and leaders understand what a partner or partners could do for the achievement of growth, achievement of the company strategy, delivery of the company's mission." - Nicole Dezen
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