Vince Menzione

Founder of Cloud Wave Partners LLC

The Ultimate Partner™

Over six years ago, I embarked on a mission to empower partners struggling to navigate the complex world of tech giants like Microsoft, Google, and AWS. 

Having witnessed the industry from multiple perspectives – leading a $4.6 billion Ecosystem at Microsoft, spearheading partnerships for a billion-dollar company, and hosting 200 episodes of the Ultimate Guide to Partnering®, I’ve gained invaluable insights and crafted a manifesto of principles to guide your success.

In an era defined by tectonic shifts, such as the global pandemic, economic headwinds, and the rise of AI, the role of hyperscalers has become increasingly critical. With investments of billions of dollars in ecosystems, technology, and customer acquisition costs, they have secured over $200 billion in customer commitments to durable cloud budgets. We stand on the precipice of a marketplace moment where simplifying and streamlining economic models associated with co-selling and ecosystem-led growth will shape the decade ahead.

Yet, as vendors and organizations demand more from us while resources diminish, we ask, “Where do we go? How do we navigate these seismic shifts? How do we thrive during this decade of the ecosystem?”

If you’re a partner, you’re likely grappling with these questions. The watering holes of the past no longer offer the guidance required to transform into a Cloud GTM and embrace Ecosystem Led Growth. That’s why Ultimate Partner exists – to be your trusted compass amidst the noise.

Visit our website, tune into Ultimate Guide to Partnering and join The Ultimate Partner LIVE events.

Founder

Ultimate Guide to Partnering®

The Top Partnering Podcast in Technology - Apple Top 100 Business Technology News - Ultimate Guide to Partnering® unlocks the business principles, success strategies, and best practices of top technology leaders to help you get partnerships right, optimize for success and deliver your greatest business results during this time of rapid change and transformation.

More than just a podcast on partnering, Ultimate Guide to Partnering® has evolved as a forum for championing change, transformation, and showcasing amazing and diverse leadership talent.

Host & Producer

Partnership Leaders

Executive Member

Blackbaud

As Blackbaud's Channel Chief, I transformed Blackbaud's Partner Strategy to deliver significantly greater results - 121% of plan and 169% YoY performance, was awarded "Partner of the Year" Status and Top Co Sell Partner in three vertical industries by Microsoft.  I left during COVID to pursue my life's mission.  

	Partner Co Selling: Microsoft’s #12 ISV Co Sell Partner, 190 wins and $26.2M Azure revenue. US Education Partner of the Year.  
	Strategic Planning & Execution: New program with incremental revenue streams to achieve sales growth and customer delight.  
	Transformation and Culture: Culture of accountability aligned to improving impact and mindset from a direct sales to partner culture. Implemented OD training to improve effectiveness.

Vice President, Global Partner Ecosystem and Alliances

Ultimate Partnerships™ LLC

After leaving Microsoft, I founded Cloud Wave Partners to help partners build profitable relationships and execute effective strategies to grow their business. I focused on influence, partner sales strategies, and enabling sales teams to achieve outcomes. I helped several startups to significant annual revenue growth working with Microsoft and it's partners.

Microsoft

I was recruited as GM and for nine years, executed a strategy to exceed revenue, performance, and market share goals. Spearheaded revenue growth from $2.5B to $4.6B with 9% CAGR.
- Led a national, multi-vertical organization with 4 directs, 20 partner managers to achieve cross-collaboration and growth objectives of a $4.6 Billion dollar business.
- Revenue Performance: Increased results by 233% of target through a vendor model to build partner capacity contribution. 
- Cloud Transformation: 300% growth by pivoting organization to recruit new ISVs, Sis for adoption, consumption, and utilization. 
- Reseller Model: Developed the Cloud Reseller Model for the government (AOS-G), the predecessor to Microsoft CSP.
- Strategic Partner Execution: Increased partner sales revenue 300% and exceeded metric goals and partner satisfaction scores; Generated 612 Solution Area wins, $37.6M pipe, and $6.7M net new with $1.44M investment, 23 partners, and 139 POC’s.  
- Organizational Development: Attracted and hired top talent, increased Workgroup Health Index from 77% to 90%, served as Diversity & Inclusion Lead and led Next Step Program for high potential employees.

General Manager Partner Sales and Strategy

General Dynamics

I joined a turnaround led by Golden Gate Capital, and my business performance establishing a new market, driving exponential revenue growth and market share was the key reason for a very successful exit an acquisition by General Dynamics. I oversaw sales, market-segment penetration, business development, account management, programs, and channels.  I led up to 25 direct reports; organized  for optimal performance.
— Grew revenue from under $1M to $40M in 26 months  —
	 Revenue & Market Growth: Exponential growth engine from 1% to 40% of revenue, key wins in military, FBI, Public Sector. 
		Channel & Partner Strategy: Led transition from enterprise-direct sales to partner sales; developed and launched GSA Schedule, partner agreements and key relationships with top-market players, including CDW, HP, GTSI, Telos, DGI and others.
 Defense Revenue: Drove $20M in defense appropriations by building relations and presenting to Congressional Defense Appropriations Subcommittee and Senate Armed Services Committee leadership.
	 Divestiture: Played key role by developing business strategy and engagement with General Dynamics to expand reach.

Vice President Sales

Zebra Technologies

I quickly gained a reputation for performance, contributing significantly to the growth of the company. Now a top sales leader with P&L accountability for the largest business region, my contributions to the company played an integral role in company’s growth to $125M in sales and led to a profitable divestiture in 2000. 
• Organization Building: Recruited and developed top talent; implemented Miller Heiman, Seven Habits, Karras, Kappa, and Shared Values training.
•Strategic Planning: Developed and executed a strategic sales methodology and drove high-profile sales opportunities with Nike Apparel, Philip Morris, Tiffany & Co, L.L. Bean, and various other Fortune 500 companies.
•Business Growth: Positioned Eastern US as company’s largest revenue and profit center with sales exceeding $25M annually. 
•Process Improvement: Delivered higher productivity and revenues through improved processes and systems including the seamless integration of ERP Systems Integration Practice to enhance SAP’s ERP solutions to mobile and wireless devices. 
•Thought Leadership: Authored/presented white paper on mobile computing at 1999 SAP Users Conference; Four Cornerstones of Implementing a Wireless Solution published in three major industry publications and presented at key events.

RVP of Sales

JDA Software

I led direct sales with responsibility for customer solutions, closing major deals, and maintaining key accounts. Successfully closed a deal with QVC, the largest and most highly contested during my tenure with the company.

Regional Sales Manager

Hired as the company’s #6 U.S. employee in 1989 and quickly gained a reputation for top sales performance as an individual contributor. Attained top sales performer ranking and won Regional Sales Manager honors three consecutive years. Fueled investment in global expansion through wins such as Rite Aid Corporation. Promoted to leadership role.

Regional Sales Executive

Let’s face it, we have all seen partnerships that look good on paper but never produce the expected results.  

There are lots of reasons why alliances can fail, but there’s one solution for you if you are looking to build a successful partnership with Microsoft or any of the other tech giants.

I help leaders redefine what is possible to achieve their greatest partnership results! 

A personal transformation - drove me to successful business transformations:
- Top Sales Performer at a startup - $6M to $125M.
- A Golden Gate Capital turnaround - Resulted in 5X valuation in 26 months.
- Microsoft Executive leading $4.6B Ecosystem for a decade - transformation to the cloud.
- Channel Chief for $1B SaaS - Partner of the Year, Top co-sell status, and a turnaround.

I apply the leadership lessons and learnings of the best in the business to get partnerships right, optimize for success and help YOU achieve your greatest results. 

If you want to achieve your greatest results today, all you have to do is DM or Email me: vincem@theultimatepartner.com

#Excited — the countdown starts today 2️⃣ 8️⃣  Days Until the Ultimate Partner Executive Summit. This "first-of-its-kind" #Digital + #LIVE Event will be broadcast from our Boca Raton, FL studio. 

You will truly get the Ultimate Partner Experience - see our studio where celebrities and Ultimate Guide to Partnering episodes are recorded. You can be one of a handful of in-person attendees OR join the watch party 📺 

Watch the video 👇 announcing the 2️⃣ Amazing Title Sponsors in the room with Ultimate Partner Ambassadors and Award-Winning Partners. 

Incredible offer: One ☘ lucky person will receive 1️⃣ Gold Ticket 🎫 to join this group of incredible executives in person!

Register today; you will want to attend this incredible One-Day Summit.

https://lnkd.in/dde3Emxk

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