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.