Partner1 Distinguished Expert Speaker Series

Scaling Smart: How High-Growth Startups Can Win with and Beyond Microsoft

In this episode of the Partner1 Distinguished Expert Speaker Series, we sit down with Yianni Touliatos on Microsoft’s Digital Natives team. Yianni shares his unique perspective on what it takes for high-growth startups to scale effectively within and beyond the Microsoft ecosystem.
We explore what defines a high-potential startup from Microsoft’s point of view, how founders can align with Microsoft's commercial and technical priorities, and the critical role of cloud marketplaces in accelerating go-to-market success.
Whether you're navigating hyperscaler partnerships for the first time or refining your ecosystem strategy, this episode offers tactical insights and practical guidance from someone who’s helped hundreds of founders accelerate through Microsoft.
Key Highlights Include:
What Makes a Startup “High-Growth” in Microsoft’s Eyes: Yianni explains how Microsoft identifies promising startups and what qualities they look for before going deep with a partner.
AI and Security as a Growth Catalyst: How high-growth startups are embedding AI and security into their core value propositions and how Microsoft is evolving its programs to meet the unique needs of AI-native and AI-powered secure startups.
Beyond the Hype: Building Readiness for Ecosystem Success: The inside scoop on what startups need in place - from leadership to documentation - to succeed in co-sell and partner motions.
Accelerating Through the Marketplace: Yianni’s perspective on how startups can use Microsoft’s marketplace and pre-committed budgets to drive pipeline and partner-led growth.
From Founder Hustle to GTM Repeatability: Why product-market fit isn’t enough  and what high-performing startups build into their GTM to scale through enterprise and partner channels.
Navigating Partnership Tradeoffs: Yianni’s honest take on the tension between speed and scale, and how founders can think about building with optionality in global cloud ecosystems.
Microsoft + Startup = More Than Just Credits: A look at how startups can align with Microsoft’s KPIs, drive meaningful outcomes, and create a multiplier effect through partnership.

Growing Through Connection: Unlocking SMC Growth in Interconnected Ecosystems

🎙 In this episode of the Partner1 Distinguished Expert Speaker Series, we sit down with Regina Johnson, Partner Engagement Leader at Microsoft, to explore how interconnected economies can unlock new growth paths for SMCs. Regina shares her unique perspective on the power of partnerships to expand customer reach, build community, and drive impact at scale. We discuss how storytelling fuels visibility and trust, how cloud ecosystems are reshaping the partner landscape, and why representation matters at every level of business. If you're a Microsoft software or solutions partner looking to grow through community and collaboration, this is a must-listen conversation.
 
Key highlights include:
Partnership as a Path to Impact: Regina’s perspective on how SMCs can use partnerships to unlock new markets, drive sustainable growth, and create community-driven impact.
Representation and Visibility: Why representation in leadership, storytelling, and partnerships isn’t just important - it’s essential for building trust and economic opportunity.
Scaling Through Ecosystems: Insights into how cloud ecosystems and Microsoft’s partner programs are reshaping the growth trajectories for small and mid-sized businesses.
Authentic Storytelling: The role of storytelling in building credibility, increasing visibility, and connecting with customers in meaningful ways.
Personal Mission Meets Partner Strategy: A look into Regina’s own journey - how her background, purpose, and passion for inclusive growth shape her leadership and her work at Microsoft.

Co-Sell Mastery in the Microsoft Ecosystem

Brian Galicia is a Global ISV Sales leader within Microsoft. His partner team empowers partners & ISVs to grow their revenue on the Microsoft Cloud. He has been with Microsoft for 18+ years across various leadership roles including Sales and Marketing and has won numerous awards including the prestigious Microsoft Circle of Excellence/Platinum Club. He is a keynote speaker and a published co-author of “Navigating LinkedIn for Sales”, which was the #1 Sales & Selling Techniques book the week it was launched on the Kindle Store.
In this episode of the Partner1 Distinguished Expert Speaker Series, we sit down with Brian Galicia for a dynamic conversation on scaling partnerships in the Microsoft ecosystem. Brian shares insights from nearly two decades at Microsoft, leading a global portfolio of ISVs and helping software companies build scalable, cloud-first businesses.
Key highlights include:
Partnership at Scale: Brian’s perspective on what it takes for ISVs and SIs to align effectively with Microsoft’s evolving priorities and commercial motions.
Opportunities for Growth: Reflections on areas that partners are not focusing on today that are missed opportunities for growth
Co-sell Readiness & Marketplace Momentum: Practical advice for partners looking to deepen engagement, build trust with Microsoft sellers, and drive velocity through the Microsoft Marketplace
Personal Insights: A behind-the-scenes look at Brian’s journey, from his role at Microsoft to his passions outside work, including LinkedIn and personal branding
Whether you're a founder, partnership leader, or GTM executive, this episode is packed with real-world insights, tactical strategies, and inspiration to help you grow faster and partner smarter within the Microsoft ecosystem.

Accelerating Growth in the Microsoft Partner Ecosystem - Elena Kennedy, Microsoft

In this episode of the Partner1 Distinguished Expert Speaker Series, we sit down with Elena Kennedy, Senior Partner Development Manager at Microsoft. Elena shares her extensive experience and insights on driving partnership success with cloud providers and AI startups. We discuss the strategic priorities for aligning with Microsoft, emerging trends in the ISV and software partner ecosystem, and the role of the commercial marketplace in accelerating growth.
Key highlights include:
Strategic Priorities: Elena's top three priorities for software companies to focus on when aligning with Microsoft, including leveraging Microsoft programs, showcasing compelling customer stories, and prioritizing partnership development. Emerging Trends: Insights on the latest trends in the ISV and software partner ecosystem, including untapped opportunities and innovative solutions leveraging Azure AI.
Commercial Marketplace: The role of the commercial marketplace in driving growth for ISVs and the potential for multi-party private offers.
Deepening Engagement: Steps for companies already co-selling with Microsoft to deepen their engagement and grow faster.
Leadership Qualities: Critical leadership qualities and mindsets for software companies navigating rapid growth within the Microsoft ecosystem.
Tune in to learn about the latest strategies, innovative use cases, and the future of partnerships with Microsoft. Whether you're a SaaS company, services partner, investor, executive, board member, or simply interested in the intersection of AI and cloud partnerships, this episode is packed with valuable information and expert perspectives.

Transforming Financial Services with AI - Daragh Morrissey, Microsoft

In this episode of the Partner1 Distinguished Expert Speaker Series, we sit down with Daragh Morrissey, who is Data & AI for Financial Services at Microsoft. Daragh shares his extensive experience and insights on the evolution of AI, from its early days to the groundbreaking advancements of today. We discuss the practical applications of generative AI, the potential of agentic AI, and the strategic considerations of the build vs. buy decision for partners and customers.
Key highlights include:
Evolution of AI: Discussion on the evolution of AI from predictive AI to generative AI and the current focus on agentic AI
Use Cases in Financial Services: Examples of how AI is being used to handle complaints in banks and automate processes
Build vs. Buy Decision: Insights on when to build versus buy AI solutions, with examples from the industry
Future of AI: Predictions on the future of AI, including the potential for artificial general intelligence and hyper-personalized financial services
Advice for ISVs and SIs: Best practices for partnering with Microsoft and innovating with AI
Tune in to learn about the latest trends, innovative use cases, and the future of AI in financial services. Whether you're a SaaS company, services partner, investor, executive at a financial institution, or simply interested in the intersection of AI and finance, this episode is packed with valuable information and expert perspectives.

Navigating the Future of AI and Innovation - Parul Bhandari, Microsoft

In this episode of the Partner1 Distinguished Expert Speaker Series, we sit down with Parul Bhandari, who is leading Microsoft’s Telco, Media & Gaming Partner Strategy globally. Parul shares her vision for how AI, security, and innovation are transforming industries and unlocking unprecedented opportunities for growth.
From driving productivity with tools like Microsoft M365 Copilot to creating hyper-personalized customer experiences and pioneering new AI-native business models, Parul discusses the trends reshaping the next 2–3 years. She also dives into the challenges businesses face in this new era, including cybersecurity, ethical considerations, and the evolution of tech ecosystems.
Key highlights include:
How AI is becoming a strategic lever for growth in the telecommunications industry.
The power of ecosystems and partnerships to drive innovation and create long-term value.
Leadership strategies for executives, board directors and VC and PE firms in scaling profitably while staying resilient in a rapidly evolving market.
Whether you're a SaaS leader, investor, or executive looking to stay ahead in today’s competitive landscape, this conversation is packed with actionable insights and forward-thinking strategies.
Tune in to discover how to embrace AI, build strong ecosystems, and lead your organization through this era of transformation.