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On today's episode of the Microsoft Hybrid Cloud Partners podcast, Fede Pacheco and Adam Burke are joined by Ron Lisch, CEO of Coretek, and Brian Barnes, the company's CTO. Coretek, a long-time Microsoft partner, shares its decade-long journey of betting on Azure and helping businesses optimize their cloud transformation. From aiding customers in managing Azure costs to navigating complex licensing models like SPLA, Coretek has become a leader in empowering mid-market companies and other partners to embrace cloud innovation.
In this episode you’ll learn:
Why Coretek fully invested in Azure ten years ago before it became widely popular How prioritizing business outcomes over technology is key to achieving successful AI adoption How is Coretek helping other Microsoft partners in their cloud modernization journeysSome questions we ask:
How has the decision to focus on Azure paid off for Coretek? What is your perspective on the strategic opportunity with the Cloud Solution Provider model? How does your focus on security help win new business?Resources:
Marketplace Offer: Azure Arc & SPLA Modernization Assessment eBook: Streamlining SQL Licensing with Azure Arc and CSP Connect with the Datacenter Optimization team Join the Hybrid Cloud Partners LinkedIn CommunityRelated Microsoft Podcasts:
No Slides Attached Podcast The Microsoft Threat Intelligence Podcast The BlueHat PodcastDiscover and follow other Microsoft podcasts at microsoft.com/podcasts
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On today's episode, the second of a two-part series, Fede Pacheco and Adam Burke continue their conversation with NeoSystems, a long-time Microsoft partner specializing in back-office solutions for government contractors. In part two, Brad Mitchell, CEO of NeoSystems, and Stuart Itkin, CMO, dive deeper into the company’s transition from its datacenters to Azure and the impact it’s had on their business. Brad and Stuart share insights into their journey, including their decision to partner with Microsoft, their participation in programs like AOSG (Agreement for Online Services Government), and how these moves have helped them support government contractors more effectively.
In this episode you’ll learn:
How NeoSystems transitioned from their own data centers to Microsoft Azure The impact of the technical and go-to-market guidance NeoSystems received from Microsoft How NeoSystems’ transition to Azure has opened doors for collaboration with other companiesSome questions we ask:
How has the Microsoft team supported NeoSystems throughout this transition? What growth opportunities do you see for NeoSystems after this transition? How has Microsoft helped NeoSystems become a more effective selling partner?Resources:
Connect with the Datacenter Optimization team Join the Hybrid Cloud Partners LinkedIn Community Get the deck and links from Fede and Adam’s Ignite presentationRelated Microsoft Podcasts:
No Slides Attached Podcast The Microsoft Threat Intelligence Podcast The BlueHat PodcastDiscover and follow other Microsoft podcasts at microsoft.com/podcasts
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Saknas det avsnitt?
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On today's episode, the first of a two-part series, Fede Pacheco and Adam Burke kick off 2025 by spotlighting NeoSystems, a long-time Microsoft partner specializing in back-office solutions for government contractors. For the first time, we delve into every step of a partner’s decision process as they moved from on-prem and into the cloud. Brad Mitchell, CEO of NeoSystems, and Stuart Itkin, CMO, discuss the company’s evolution from managed accounting services to offering a full suite of IT, HR, and managed security services tailored to the unique compliance and regulatory needs of government work. They highlight the critical role Microsoft plays in helping NeoSystems deliver scalable, cutting-edge technologies, including AI-driven solutions, that address customer challenges while enabling growth and compliance.
In this episode you’ll learn:
Why NeoSystems prioritizes managed security services to tackle critical cybersecurity challenges NeoSystems transition from managed accounting services to a one-stop-shop for back-office solutions What led to the decision to move into the cloud, and why did they choose Azure?Some questions we ask:
How do you serve your customers, and what’s your focus today? Why has it been important for NeoSystems to partner with Microsoft as you evolve? What advice do you have for partners in similar situations like yours?Resources:
Connect with the Datacenter Optimization team Join the Hybrid Cloud Partners LinkedIn Community Get the deck and links from Fede and Adam’s Ignite presentationRelated Microsoft Podcasts:
No Slides Attached Podcast The Microsoft Threat Intelligence Podcast The BlueHat PodcastDiscover and follow other Microsoft podcasts at microsoft.com/podcasts
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On today's special edition of Microsoft Hybrid Cloud Partners podcast, Fede Pacheco and Adam Burke are live from Microsoft Ignite in Chicago, and joined by Drew Wilson and Seth Bacon from RSM. RSM has evolved from its roots as a tax firm into a digital-focused firm offering Microsoft technologies, including cloud and generative AI services. Drew and Seth discuss RSM's 98-year history, their shift to the public cloud, and their unique focus on helping mid-market businesses navigate digital transformations. They also highlight RSM's industry-driven approach, collaborating with clients to address specific challenges, and the value of in-person networking at Microsoft Ignite.
In this episode you’ll learn:
Why RSM shifted from a private cloud to Azure to better serve its clientsHow Microsoft Ignite strengthens RSM's relationships through in-person networkingThe role of security and AI in creating business opportunitiesSome questions we ask:
How has trust in the public cloud, especially Azure, changed over the years for your clients?What was your experience persuading your leadership to embrace the public cloud?What advice would you give to partners based on your story?Resources:
Connect with the Datacenter Optimization teamJoin the Hybrid Cloud Partners LinkedIn CommunityGet the deck and links from Fede and Adam’s Ignite presentationRelated Microsoft Podcasts:
No Slides Attached PodcastThe Microsoft Threat Intelligence PodcastThe BlueHat PodcastDiscover and follow other Microsoft podcasts at microsoft.com/podcasts
Download the Transcript
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On today's special edition of Microsoft Hybrid Cloud Partners podcast, Fede Pacheco and Adam Burke are live from Microsoft Ignite in Chicago, discussing key moments and takeaways from the event. They provide an insider look at their Theater Session: Profitable Paths for SPLA Modernization for ISVs and Hybrid Cloud Partners. Fede introduces the concept of the adaptive cloud and how this strategy has allowed over 500 SPLA partners to unlock cloud economics for over 2,000 customers in their servers, including Rackspace Technologies. Adam walks through the economics of this transition as partners unlock the operational and financial benefits of selling through Microsoft’s Cloud Solution Provider channel.
In this episode you’ll learn:
Why partners are encouraged to position themselves as technology strategists How CSP and MCA are available to support partners’ profitable modernization paths SPLA partners are increasing profits transitioning to Arc Enabled SQLSome questions we ask:
What were some of your favorite announcements from Microsoft Ignite? How do programs like CSP and MCA-E help partners modernize profitably? What’s new with Windows Server 2025 and hot patching?Resources:
View Adam Burke on LinkedIn
View Fede Pacheco on LinkedIn
Related Microsoft Podcasts:
No Slides Attached Podcast The Microsoft Threat Intelligence Podcast The BlueHat PodcastDiscover and follow other Microsoft podcasts at microsoft.com/podcasts
Download the Transcript
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On today's episode of The Microsoft Hybrid Cloud Partners Podcast, Fede Pacheco and Adam Burke are joined by Joseph Landes, co-founder and CRO of Nerdio, who shares insights into his journey from Microsoft employee to founding Nerdio. Joseph explains how Nerdio was built specifically to support managed service providers (MSPs) in adopting Microsoft Azure, emphasizing simplicity through their 3-click management philosophy. He discusses Nerdio’s mission to empower MSPs to transition from on-premises solutions to the cloud efficiently, helping them grow their cloud practices with minimal complexity. Plus, Joseph shares a special invitation for NerdioCon 2025.
In this episode you’ll learn:
Why interacting directly with customers and partners provides valuable business insights The importance of using tools that reduce friction for MSPs The value of modernizing from Remote Desktop Services (RDS)Some questions we ask:
Can you tell us about Nerdio and why you started the company? What’s going on at Nerdiocon 2025? Why should an MSP choose Microsoft as their cloud provider?Resources:
Connect with the Datacenter Optimization team Join the Hybrid Cloud Partners LinkedIn Community Register for NerdioCon 2025 Try Nerdio for your business Get in touch with Joseph Landes: [email protected]Related Microsoft Podcasts:
No Slides Attached PodcastThe Microsoft Threat Intelligence PodcastThe BlueHat PodcastDiscover and follow other Microsoft podcasts at microsoft.com/podcasts
Download the Transcript
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On today's episode of the Microsoft Hybrid Cloud Partners Podcast, Fede Pacheco and Adam Burke are joined by Angelika Schmeing, Senior Director for Pax8 Microsoft Alliances. Angelika shares Pax8's approach to supporting managed service providers (MSPs) in adopting hybrid cloud practices, emphasizing the importance of security, cloud scalability, and AI integration. She highlights their Azure Kickstart program to onboard new partners, their enablement resources, and their partnership with Microsoft to help MSPs grow their Azure cloud practices.
In this episode you’ll learn:
Why organizations choose hybrid cloud solutions despite a successful private cloudHow Pax8 enhances Azure Kickstart with Microsoft’s DCO teamFuture cloud adoption insights for SMBsSome questions we ask:
What are the biggest trends you see in the SMB market?How does Pax8 support partners' hybrid cloud strategies?What role does security play for new MSP partners?Resources:
Connect with the Datacenter Optimization teamJoin the Hybrid Cloud Partners LinkedIn CommunityLearn more about the solutions discussed in our Hybrid Cloud eBookPax8 Academy, Pax8 Marketplace, Pax8 eventsDiscover and follow other Microsoft podcasts at microsoft.com/podcasts
Download the Transcript
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On today's episode of The Microsoft Hybrid Cloud Partners Podcast, Fede Pacheco and Adam Burke talk to TD Synnex as they dive into the role that Indirect Providers play in enabling managed service providers (MSPs) in this evolving tech landscape with AI. Steve Groth, Director for Azure North America at TD Synnex, shares insights on how MSPs are adapting to AI and highlights trends such as business growth, addressing the skills gap, and the increasing importance of services. The discussion touches on real stories that Steve and his team have experienced over the year and how TD Synnex has supported its channel through financial, operational, and professional services. Steve also introduces their new MSP Evolve program, which aims to help MSPs navigate these challenges.
In this episode you’ll learn:
How MSPs are exploring ways to incorporate AI into their services to enhance customer solutions The resources TD Synnex offers to enable partners in their hybrid cloud journey The synergies between TD Synnex and the DCO team at Microsoft for partners modernizing from SPLASome questions we ask:
Why should MSPs consider public or hybrid cloud solutions even if they’re profitable today? How does TD Synnex support MSP partners in building their Azure practice? Why is TD Synnex a big believer in the DCO program?Resources:
Connect with the Datacenter Optimization team Join the Hybrid Cloud Partners LinkedIn Community Learn more about the solutions discussed in our Hybrid Cloud eBookRelated Microsoft Podcasts:
No Slides Attached Podcast The Microsoft Threat Intelligence Podcast The BlueHat PodcastDiscover and follow other Microsoft podcasts at microsoft.com/podcasts
Download the Transcript
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On today’s episode of The Microsoft Hybrid Cloud Partners Podcast, Fede Pacheco and Adam Burke discuss the best tactics for scaling profitability using Microsoft’s DCO (Data Center Optimization) program. They discuss three key resources available to partners: Cloud Ascent, which helps partners identify and prioritize customer opportunities; ARAE, the Azure Rapid Assessment Estimator for quick cost estimations; and the Cloud Migration Factory, which provides Microsoft-funded resources to assist with migrations and hybrid deployments. Adam highlights the success partners have found with these tools, including increased Azure adoption and efficient customer migration processes. The episode concludes with a testimonial from Michael Gauthier of Heartland Business Systems, who shares how engaging with the DCO team on their website significantly boosted their Azure business and overall growth.
In this episode you’ll learn:
How Cloud Ascent helps partners identify and prioritize customer opportunitiesLeveraging ARAE to estimate Azure migration costsMicrosoft-funded resources to assist with migrations and hybrid deploymentsSome questions we ask:
How does the Cloud Migration Factory fit into your customer deployments?How could Cloud Ascent increase your closing rate with customers?How has Heartland Business System benefited since they signed up to talk to the DCO team?Resources:
Connect with the Datacenter Optimization teamJoin the Hybrid Cloud Partners LinkedIn CommunityCloud Ascent is available in Partner CenterCloud Migration Factory: contact [email protected] Rapid Assessment EstimatorLearn more about the solutions discussed in our Hybrid Cloud eBookBlog: Maximize your cloud hosting strategy in 2024: Success stories from our partnersRelated Microsoft Podcasts:
No Slides Attached PodcastThe Microsoft Threat Intelligence PodcastThe BlueHat PodcastDiscover and follow other Microsoft podcasts at microsoft.com/podcasts
Download the Transcript
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On today's episode of The Microsoft Hybrid Cloud Partners Podcast, Fede Pacheco and Adam Burke delve into the benefits and strategies of helping more than 1,000 SPLA partners scale profitably in the through Microsoft's Datacenter Optimization (DCO) program. Adam explains how the DCO team guides them in growing their businesses by integrating Microsoft's hybrid cloud solutions. Fede poses insightful questions about these strategies and their practical applications, while Adam answers from his experience talking to partners and customers daily. The episode features a detailed discussion on leveraging programs like Cloud Solution provided and the Microsoft AI Cloud Partners Program to enhance profitability and streamline operations. The conversation culminates in an interview with Ed Guarrieri from CBIZ CompuData, who shares the company’s successful transition from a private to a public cloud model, highlighting significant revenue and profit growth.
In this episode you’ll learn:
Partners care about growing their business and managing costs effectivelyThe DCO team offers tailored guidance and resources to optimize profitabilityCBIZ CompuData is a success story of scaling profitablySome questions we ask:
How to balance the short and long term success of your hybrid cloud organization?What have we learned about the right approach of transitioning from SPLA to the hybrid cloudWhat key advice would you give to partners who are just beginning their journey with Azure?Resources:
Microsoft Case Study: CompuData grows 25% year over year, increases cloud revenue by 250% by migrating from private cloud to Microsoft Azure with Ingram MicroConnect with the Datacenter Optimization teamJoin the Hybrid Cloud Partners LinkedIn CommunityLearn more about the solutions discussed in our Hybrid Cloud eBookBlog: Maximize your cloud hosting strategy in 2024: Success stories from our partnersRelated Microsoft Podcasts:
No Slides Attached PodcastThe Microsoft Threat Intelligence PodcastThe BlueHat PodcastDiscover and follow other Microsoft podcasts at microsoft.com/podcasts
Download the Transcript
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[This episode is recorded in Spanish. You can find a version with closed captions in English, Portuguese, and French in our YouTube channel]
En este episodio del Hybrid Cloud Partners podcast, Fede Pacheco invita a Isaac Arellano para una edición especial en español. Isaac nos cuenta del éxito que ha con decenas de socios en LATAM con el programa de Datacenter Optimization (DCO). Su principal objetivo ha sido encontrar caminos de mayor rentabilidad para los socios bajo SPLA. En la segunda parte del episodio, Eliseo Acosta de Alestra México nos cuenta su experiencia trabajando con el equipo de DCO y explorando oportunidades en la nube híbrida como Azure Arc. La conversación se centra en la importancia de encontrar oportunidades rentables que acompañen las últimas innovaciones en tecnología.
En este episodio aprenderás
Sobre el programa de Datacenter Optimization para socios en Latinoamérica Las oportunidades de exporar la nube híbrida para escalar tu negocio rentablemente La historia de éxito de Alestra México con Azure Arc en el último añoAlgunas preguntas que hacemos:
¿Cuales son los aprendizajes que ha tenido Isaac trabajando con socios en LATAM? ¿Qué impacto ha tenido el equipo de DCO para Alestra? ¿Qué recomendaciones tendrías para los socios de Microsoft que tienen SPLA y quieren explorar la nube híbrida?Resources:
Conecta con Isaac y el equipo de Datacenter Optimization Únete a nuestra comunidad de LinkedIn Aprende más sobre nuestras soluciones con el Hybrid Cloud eBookRelated Microsoft Podcasts:
No Slides Attached Podcast The Microsoft Threat Intelligence Podcast The BlueHat PodcastDiscover and follow other Microsoft podcasts at microsoft.com/podcasts
Download the Transcript
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On today's episode of the Microsoft Hybrid Cloud Partners Podcast, Fede Pacheco and Adam Burke discuss the options that partners have to stabilize their hosting costs amidst current market volatility. Andrew Cook from the DCO team joins to provide an overview of solutions like Azure VMware Solution (AVS) and Azure Stack HCI. In the second half of the podcast, Greg Ahlheim and David McKenney from TierPoint share insights on how they have responded to the market: with the launch of a hybrid private cloud built on Azure Stack. They discuss the importance of value and cost efficiency, highlighting how this solution helps customers achieve cost targets without sacrificing innovation.
In this episode you’ll learn:
The benefits of native Azure integration on-premises with Azure Stack HCIMigrating VMware workloads “as-is” to AVSTierPoint’s best practices with the public and hybrid cloudSome questions we ask:
What are the options that partners and their customers have with rising costs?How does TierPoint’s new hybrid private cloud on Azure Stack offer additional value to customers?How do hybrid offers fit into the opportunities that customers have with their technology solutions?Resources:
Connect with the Datacenter Optimization teamJoin the Hybrid Cloud Partners LinkedIn CommunityLearn more about the solutions discussed in our Hybrid Cloud eBookBlog: Rising costs? Discover the benefits of Azure VMware Solution and Azure Stack HCIAzure Stack HCI CatalogRelease: TierPoint Launches Hybrid Private Cloud Built on Microsoft Azure Stack and the Dell APEX Cloud PlatformRelated Microsoft Podcasts:
No Slides Attached PodcastThe Microsoft Threat Intelligence PodcastThe BlueHat PodcastDiscover and follow other Microsoft podcasts at microsoft.com/podcasts
Download the Transcript
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In this episode, Fede Pacheco and Adam Burke dive deeper into the benefits of Azure Arc, as they are joined with the Hybrid Ninja, Dale Kirby. Dale is a Principal Partner Solutions Architect who specializes in the Azure Arc. They emphasize how Azure Arc enables partners to extend Azure capabilities into their datacenters, providing opportunities for cost optimization and enhanced management of SQL servers and other on-premises resources. The episode also includes insights from Todd Smith, CTO of Centre Technologies, as he calls Arc a ‘Triple Win’ that has benefited their organization, their customers, and their Indirect Provider.
In this episode you’ll learn:
Recommendations from Microsoft’s Principal Partner Solutions ArchitectCost-saving opportunities and efficiencies Azure Arc offers through its pay-as-you-go modelHow partners can purchase Extended Security Updates through Azure Arc in CSPSome questions we ask:
What are the first steps you'd recommend when you’re new to Azure Arc?How can you deploy Azure Arc at scale?What has been the impact of Arc for Centre Technologies?Resources:
Connect with the Datacenter Optimization teamJoin the Hybrid Cloud Partners LinkedIn CommunityLearn more about the solutions discussed in our Hybrid Cloud eBookGet started with demos and learning resources with Arc JumpstartBlog on Arc-Enabled SQLBlog on End of SupportRelated Microsoft Podcasts:
No Slides Attached PodcastThe BlueHat PodcastUncovering Hidden RisksDiscover and follow other Microsoft podcasts at microsoft.com/podcasts
Download the Transcript
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In this episode, Fede Pacheco and Adam Burke delve into the winning motion that Rackspace achieved in the past year with Azure Arc. Guests Zachary Symm and Jeff DeVerter from Rackspace share the financial and operational benefits of deploying Azure Arc for transitioning their customers’ SQL Licensing from SPLA and enabling their customers to access Extended Security Updates. Fede and Adam also provide an overview of the Azure Arc solution and how it helps partners get cloud economics in a Rackspace data center.
In this episode you’ll learn:
Insights from Rackspace vision of the hybrid cloud in today’s world How has Rackspace reduced their TCO and improved their customer satisfaction The value of adding hybrid cloud solutions to your existing practice and cost savings benefits from doing so.Some questions we ask:
What motivated Rackspace’s adoption of this solution? What type of savings has Rackspace seen by transitioning to Arc-enabled SQL from SPLA licensing? How did the Datacenter Optimization team support Rackspace along the journey?Resources:
Connect with the Datacenter Optimization team Join the Hybrid Cloud Partners LinkedIn Community Blog on Arc-Enabled SQL Blog on End of SupportRelated Microsoft Podcasts:
No Slides Attached Podcast The Microsoft Threat Intelligence Podcast The BlueHat PodcastDiscover and follow other Microsoft podcasts at microsoft.com/podcasts
Download the Transcript
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On this episode of the Microsoft Hybrid Cloud Partners Podcast, Fede Pacheco and Adam Burke discuss the re-launch of the show as they commit to delivering on what SPLA partners what to hear most about in their hybrid cloud journey. They introduce Heather Deggans, VP of Partner Go-To-Market, and ask her questions on behalf of private and hybrid cloud organizations as they explore the era of AI. Heather emphasizes how these organizations should continue to position themselves as the technologist strategist in their customers’ AI conversations.
In this episode you’ll learn:
Why partners are crucial thought leaders in their customers' AI technology strategies How you can scale profitably as a Microsoft's Cloud Solution Provider The economic value of adopting hybrid cloud solutionsSome questions we ask:
How do I bridge the gap between my profitable private cloud business and AI solutions? What role do I, as a partner, play in the emergence of AI? Why should I consider the Microsoft Cloud for AI technologies?Resources:
Connect with the Datacenter Optimization team Join the Hybrid Cloud Partners LinkedIn Community Join the Microsoft AI Cloud Partner Program Partner case studies with the Datacenter Optimization TeamRelated Microsoft Podcasts:
No Slides Attached Podcast The Microsoft Threat Intelligence Podcast The BlueHat PodcastDiscover and follow other Microsoft podcasts at microsoft.com/podcasts
Download the Transcript
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Welcome to the Microsoft Hybrid Cloud Partners podcast, where we explore the latest opportunities to enhance your profitability and prepare for the future with AI. Join our hosts, Fede Pacheco and Adam Burke, as they delve into inspiring stories from industry peers and innovative solutions for scaling your business profitably. With decades of experience supporting partners, our team is dedicated to guiding you through the evolving landscape of hybrid cloud. Optimize your strategy and stay competitive by tapping into our insights. For exclusive resources and to become part of our community, visit dco.microsoft.com.
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