Win with the Hyperscalers and the AI Platforms

Four decades in the ecosystem. Three hundred conversations with the leaders at Microsoft, AWS, Google Cloud, and the AI platforms reshaping the market. Seven principles that separate the partners who scale from the ones who stall.

The Ultimate Partner: 7 Principles for Winning in the Age of Ecosystems, AI, and Co-Sell · Foreword by Jay McBain

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What Readers Say

Your book is a masterpiece.
I think you may have written the most comprehensive, accurate,
and useful book / bible / playbook on partnerships ever.

Tony Safoian

Founder and former CEO, SADA

This is an amazing book - a must read for everyone in partnerships, channels, alliances, and ecosystems.

Jay McBain

Chief Analyst - Channels, Partnerships & Ecosystems at Omdia

Why I Wrote This

I spent forty years building businesses through partnerships: a company from $6 million to a public exit, a defense turnaround, and nearly a decade at Microsoft growing the U.S. Public Sector partner business from $2.5 billion to $4.6 billion.
Then I spent nine years asking the best leaders in this ecosystem how they do it.

The platforms have changed again. The principles have not.

This book is what I wish someone had handed me when I started.

Vince Menzione, Founder & CEO, Ultimate Partner®

View table of contents and look inside on Amazon

What’s Inside

Why partnerships fail, and the four failures behind almost every one
The seven seats at your customer’s table, and how to claim yours
How to sell into committed cloud spend your customer has already signed
What it takes to become a frontier firm: building on the hyperscalers and the AI platforms instead of watching from the sidelines
What agentic AI is doing to co-sell, right now, and what your own job becomes
The flywheel: how the seven principles compound into growth from millions to hundreds of millions
A “Your Turn” exercise and a one-week commitment closing every chapter