The future of pricing models in the Microsoft partner ecosystem with Ben Vollmer

Practice Leading: for emerging and curious leaders of Microsoft partner practices

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محتوای ارائه شده توسط Neil Benson. تمام محتوای پادکست شامل قسمت‌ها، گرافیک‌ها و توضیحات پادکست مستقیماً توسط Neil Benson یا شریک پلتفرم پادکست آن‌ها آپلود و ارائه می‌شوند. اگر فکر می‌کنید شخصی بدون اجازه شما از اثر دارای حق نسخه‌برداری شما استفاده می‌کند، می‌توانید روندی که در اینجا شرح داده شده است را دنبال کنید.https://fa.player.fm/legal

Higgle: The B2B Sales Club

1
Why You Need to Grow Your Customer’s Decision Confidence with Brent Adamson and Karl Schmidt 36:25

11 weeks پیش36:25

پخش در آینده

لیست ها

پسندیدن

دوست داشته شد

36:25

Are you ready to discover why building customer self-confidence is more crucial than ever in today's B2B sales landscape? Brent Adamson and Karl Schmidt join us today, the duo behind the upcoming book "The Framemaking Sale." These sales experts unravel the critical yet often overlooked aspect of buyer confidence. They shift the focus from traditional supplier-centric models to the empowering idea that true confidence comes from within the customers themselves. This perspective not only transforms how we view B2B sales, but also highlights the importance of nurturing decision confidence. Throughout our conversation, Brent and Karl introduce their innovative concept of framemaking, a strategy that aligns sales solutions with client priorities. This approach goes beyond typical sales tactics by fostering genuine, lasting relationships with clients, even when they choose competitors. Their ideas promise to shake up conventional sales methods. Topics covered during this episode include: Why buyer confidence should be supplier-agnostic and focus on customers' decision making abilities. How Brent and Karl met each other at Corporate Executive Board (now part of Gartner). Why nurturing customer decision confidence is crucial in B2B. How framemaking aligns sales solutions with client priorities to overcome decision complexity. Why the book emphasizes customer confidence over supplier trust for effective decision making. The impact of decision complexity, information overload, and outcome uncertainty. Why understanding clients' businesses deeply helps navigate obstacles and maintain deal momentum. How salespeople can anticipate and overcome potential deal barriers. Why gaining customer confidence involves addressing emotional and rational decision aspects. Listen now to learn how to revolutionize your B2B sales approach with innovative framemaking techniques that build lasting customer relationships. Brent on LinkedIn: https://www.linkedin.com/in/brentadamson Karl on LinkedIn: https://www.linkedin.com/in/karl-schmidt-q…

حدود یک سال پیش 32:55

MP3•خانه قسمت

Ben and I have a fascinating discussion about the evolution of pricing and how Microsoft partners and customers might exchange value. Traditionally, partners have delivered services and charged based a timesheet and a rate card. How is that model changing?

One option we discuss is outcome-based pricing, but do customers really want outcome-based pricing? There are challenges here too.

We also pull apart the user-story point estimation and pricing approach that Superware uses.

And, we ask whether blended teams are necessary for success and how customers should eventually assume full ownership of the applications partners build.

KEY LESSONS

The Evolution of Pricing Models. The conversation delves into the shift from traditional time-based pricing to outcome-based pricing and other innovative pricing models. Ben offers a deep dive into how pricing can both reflect and drive a company's culture and strategy. While value-based pricing presents opportunities, implementing it successfully remains a challenge.
Empowering Customers. Ben emphasizes the importance of customer empowerment and enablement. He suggests that partners need to focus on training and ensuring clients have the knowledge to manage applications independently post-deployment. As Neil Benson notes, building empowerment capabilities could be a key area of growth for Superware, aligning with the need for blended teams and client self-sufficiency.
Focusing on Micro Verticals. Ben advises honing in on micro vertical segments — niche markets where tailored solutions can bring significant value. This focus allows for streamlined implementations, enhancing client satisfaction and business predictability.

TIMESTAMPS

00:00 The end of traditional agile waterfall methodologies

00:33 Introduction to Practice Leading and Ben Vollmer

02:25 Evolution of pricing models in Microsoft partnerships

02:43 How pricing drives a Microsoft partner's culture

05:07 Pricing strategy for ISVs and services

06:32 The shift from implementation to enablement and managed services

08:05 Challenges with outcome-based pricing

11:48 Discussing pricing methods tied to customer value

15:48 Importance of blended teams and customer ownership

18:16 Micro vertical expertise and predictable revenue for partners

24:17 Necessity of enablement and training in service models

30:35 Final thoughts on pricing and practice growth strategies

RESOURCES

👋 LET'S CONNECT

🌐 Subscribe to Practice Leading newsletter for key lesson takeaways and special event invitations

🟥 Subscribe on YouTube

🟦 Follow on LinkedIn

🟦 Neil Benson on LinkedIn

🦋 Neil Benson on BlueSky

🧪 PRACTICE LEADING LAB FOR EMERGING LEADERS

Apply to join Practice Leading Lab

⭐ RATE AND REVIEW THE SHOW

Rate Practice Leading

13 قسمت

The future of pricing models in the Microsoft partner ecosystem with Ben Vollmer

Practice Leading: for emerging and curious leaders of Microsoft partner practices

published حدود یک سال پیش

اشتراک گذاری

MP3•خانه قسمت

One option we discuss is outcome-based pricing, but do customers really want outcome-based pricing? There are challenges here too.

We also pull apart the user-story point estimation and pricing approach that Superware uses.

And, we ask whether blended teams are necessary for success and how customers should eventually assume full ownership of the applications partners build.

KEY LESSONS

The Evolution of Pricing Models. The conversation delves into the shift from traditional time-based pricing to outcome-based pricing and other innovative pricing models. Ben offers a deep dive into how pricing can both reflect and drive a company's culture and strategy. While value-based pricing presents opportunities, implementing it successfully remains a challenge.
Empowering Customers. Ben emphasizes the importance of customer empowerment and enablement. He suggests that partners need to focus on training and ensuring clients have the knowledge to manage applications independently post-deployment. As Neil Benson notes, building empowerment capabilities could be a key area of growth for Superware, aligning with the need for blended teams and client self-sufficiency.
Focusing on Micro Verticals. Ben advises honing in on micro vertical segments — niche markets where tailored solutions can bring significant value. This focus allows for streamlined implementations, enhancing client satisfaction and business predictability.

TIMESTAMPS

00:00 The end of traditional agile waterfall methodologies

00:33 Introduction to Practice Leading and Ben Vollmer

02:25 Evolution of pricing models in Microsoft partnerships

02:43 How pricing drives a Microsoft partner's culture

05:07 Pricing strategy for ISVs and services

06:32 The shift from implementation to enablement and managed services

08:05 Challenges with outcome-based pricing

11:48 Discussing pricing methods tied to customer value

15:48 Importance of blended teams and customer ownership

18:16 Micro vertical expertise and predictable revenue for partners

24:17 Necessity of enablement and training in service models

30:35 Final thoughts on pricing and practice growth strategies

RESOURCES

👋 LET'S CONNECT

🌐 Subscribe to Practice Leading newsletter for key lesson takeaways and special event invitations

🟥 Subscribe on YouTube

🟦 Follow on LinkedIn

🟦 Neil Benson on LinkedIn

🦋 Neil Benson on BlueSky

🧪 PRACTICE LEADING LAB FOR EMERGING LEADERS

Apply to join Practice Leading Lab

⭐ RATE AND REVIEW THE SHOW

Rate Practice Leading

13 قسمت

همه قسمت ها

Practice Leading: for emerging and curious leaders of Microsoft partner practices

1
Good Strategy/Bad Strategy: Forming Superware's Strategic Plan 10:58

۴ روز پیش10:58

10:58

#12. We just wrapped up our latest round of strategic planning at Superware—and it was a game-changer using the approach outlined in Richard Rumelt’s Good Strategy, Bad Strategy . Here’s what stood out from our process and why it made such a difference for us. After landing a major consulting win, we still hadn’t cracked product market fit for our industry apps. Instead of more generic goals and vision statements, we dove into Rumelt’s practical framework and it completely reset how we tackled strategy as a team. KEY LESSONS Diagnose, don’t guess. We spent time individually reflecting and then collectively diagnosing our core business challenge—rather than just listing random goals, we drilled down to the one issue holding us back. A strategy is a hypothesis. We treated our strategy as an experiment instead of a guarantee. This mindset (so familiar to us coming from agile software backgrounds!) lets us iterate, learn, and adapt much faster. Coherent actions aligned around guiding policy. Instead of a to-do list, we identified focused, coherent actions that all support our guiding policy—making it clear what to prioritize and what to (confidently) leave out. TIMESTAMPS 00:00 Learn how Superware used Good Strategy/Bad Strategy to reset direction 00:25 Introduction to Practice Leading and Neil Benson 01:12 Kicking off a new financial year with strategic planning 02:00 Major consulting win versus lack of product market fit 02:51 Discovering Richard Rumelt’s Good Strategy/Bad Strategy framework 03:31 Defining bad strategy and pitfalls to avoid 04:21 Key elements of good strategy: Diagnosis, guiding policy, coherent actions 05:03 Tangible example of guiding policy: The local grocery store 06:00 Diagnosing Superwire’s biggest challenge using design thinking 06:57 Dot voting and achieving team alignment on strategy 07:50 Addressing industry focus concerns and building a strategic hypothesis 08:49 Aligning team around coherent actions and a six-month strategy horizon 09:28 Treating strategy as a living hypothesis, not a fixed plan 10:12 Inviting listeners to share their strategy approaches and engage with Practice Leading RESOURCES Good Strategy/Bad Strategy: The Difference and Why It Matters , Richard Rumelt 👋 LET'S CONNECT 🌐 Subscribe to Practice Leading newsletter for key lesson takeaways and special event invitations 🟥 Subscribe on YouTube 🟦 Follow on LinkedIn 🟦 Neil Benson on LinkedIn 🦋 Neil Benson on BlueSky 🧪 PRACTICE LEADING LAB FOR EMERGING LEADERS Apply to join Practice Leading Lab ⭐ RATE AND REVIEW THE SHOW Rate Practice Leading…

Practice Leading: for emerging and curious leaders of Microsoft partner practices

1
Forging a Modern Microsoft Alliance with Lucy Bourne 38:28

22 روز پیش38:28

38:28

#11. Lucy Bourne is the cofounder and director of Oaka Studio in the UK. Oaka Studio, which just celebrated its second birthday, helps Microsoft partners level up their Microsoft alliance in their marketing, sales, their Microsoft alliance and in the operation of their Microsoft practice. Lucy is a former partner development manager from Microsoft, and she dives deep into what it takes to thrive in your alliance with Microsoft. As you’ll hear in this episode, this is an area where I’m still struggling: wrestling with Partner Center, figuring out whether a solution designation is worthwhile or missing out on recognition in deals where we weren’t the invoicing CSP. Lucy cuts through all that and helps us focus on what matters most in our Microsoft alliance and the steps we need to take to succeed. KEY LESSONS 🔑 1. Alliance management needs two distinct skill sets. Don’t expect a single person to handle both the operational, programmatic tasks in Partner Center and the relationship-building with Microsoft sellers. Lucy recommends splitting these responsibilities: methodical, detail-oriented team members for the admin side, and storytellers/networkers for the relationship side. 🔑 2. Focus, focus, focus. To get noticed by Microsoft and the market, don’t try to be everything to everyone. Specialise—pick an industry or two, and build a crystal-clear narrative for your expertise. You can still deliver broadly, but your outward marketing should be laser-focused for maximum impact. 🔑 3. Recognition for implementation partners. Business apps partners can now claim recognition for workloads they’ve implemented—even if they weren’t the ones transacting the licenses. This “dual partner recognition” can accelerate your journey toward solution designation and unlock more opportunities and funding from Microsoft. TIMESTAMPS 00:00 Lucy Bourne explains the value of vendor focus for large partners 00:40 Neil Benson opens the episode and introduces Lucy Bourne and Oka Studio 03:18 Lucy shares her career background and Oka Studio’s mission 05:24 Discussion of partner types Oka works with and the evolving Microsoft partner landscape 06:11 Is it harder now to become a successful Microsoft partner? 08:16 Do partners need a dedicated alliance manager? Where do you find one? 09:36 The two key roles in alliance management—operational and relational 12:54 The most important thing successful partners do: focus, focus, focus 14:17 How to balance specialization in marketing with versatility in delivery 16:08 Common mistakes partners make—neglecting alliance program management 17:30 Can partners succeed with multiple vendor relationships? 22:07 Discrete investments partners can make—case studies, awards, and social proof 28:21 Microsoft’s new dual partner recognition and what it means for partners RESOURCES Lucy Bourne on LinkedIn Oaka Studio on LinkedIn Dual revenue recognition for Microsoft business applications partners (Oaka Studio webinar recording) Dual recognition for Microsoft business applications partners (Microsoft blog) RECOMMENDED EPISODES #8 Insider Secrets to Succeeding as a Microsoft Partner with Chris McNulty 👋 LET'S CONNECT 🌐 Subscribe to Practice Leading newsletter for key lesson takeaways and special event invitations 🟥 Subscribe on YouTube 🟦 Follow on LinkedIn 🟦 Neil Benson on LinkedIn 🦋 Neil Benson on BlueSky 🧪 PRACTICE LEADING LAB FOR EMERGING LEADERS Apply to join Practice Leading Lab ⭐ RATE AND REVIEW THE SHOW Rate Practice Leading…

Practice Leading: for emerging and curious leaders of Microsoft partner practices

1
Scaling Innovation and AI at Avanade with Nancie Calder 38:54

۵ weeks پیش38:54

38:54

#10. Nancie Calder is a Senior Vice President and Global Consulting Practice Lead at Avanade, based in Toronto, Canada. From her start as a freelance consultant to leading a global team of 3,000 people, Nancie brings three decades of experience driving innovation at scale. Nancie shares her hard-won insights about what it really takes to nurture innovation and continuous learning across a 3,000+ person global practice—especially in the fast-changing Microsoft ecosystem. Her emphasis on combining practical experience with scalable programs really hit home. KEY LESSONS Innovation is for everyone. True innovation goes beyond technology. Nancie instills an innovative mindset throughout her team by hiring for passion and curiosity - not just technical skills. Encouraging everyone to leverage AI and new Microsoft tools is at the heart of their success. Continuous learning is non-negotiable: Avanade dedicates specific learning hours, gamified certification paths, and peer mentoring to ensure their team is always up to speed. A growth mindset isn’t just a buzzword - it’s a requirement for staying relevant. Global knowledge sharing matters: With biweekly cross-regional meetings, dynamic communities of practice, and creative use of Copilot to gather project learnings, Nancie demonstrates the importance of collaboration and knowledge sharing for scaling leadership across borders. TIMESTAMPS 00:00 Helping teams deliver AI assessments and using AI in practice 00:35 Introduction to Practice Leading and the focus on innovation at Avanade 02:42 Nancie Calder introduces herself and her journey in the Microsoft partner ecosystem 05:02 Scaling a global practice and building capability across regions 06:40 Defining innovation at a global systems integrator: product development and service improvement 08:26 Balancing billable work and professional development in consultancy 10:48 Instilling a culture of innovation and continuous learning at scale 13:17 Capturing and sharing project lessons learned across the organization 16:07 Incentivizing knowledge sharing and using AI to identify expertise internally 19:34 Formal innovation initiatives like hackathons, Innovation Days, and global knowledge sharing 21:11 Practice overlaps and navigating resource contention between business units 23:48 Supporting team members with different growth mindsets and learning from client attitudes toward innovation 29:36 Choosing which Microsoft innovations to invest in and building specialized practices RESOURCES Nancie Calder on LinkedIn Avanade on LinkedIn Avanade website RECOMMENDED EPISODES #7 From Four to Forty: Building CRMK’s Team and Culture with CEO, Kathrine Hogseth 👋 LET'S CONNECT 🌐 Subscribe to Practice Leading newsletter for key lesson takeaways and special event invitations 🟥 Subscribe on YouTube 🟦 Follow on LinkedIn 🟦 Neil Benson on LinkedIn 🦋 Neil Benson on BlueSky 🧪 PRACTICE LEADING LAB FOR EMERGING LEADERS Apply to join Practice Leading Lab ⭐ RATE AND REVIEW THE SHOW Rate Practice Leading…

Practice Leading: for emerging and curious leaders of Microsoft partner practices

1
Leadership Lessons from Microsoft Partner Innovators: My Practice Leading Retrospective 18:52

۷ weeks پیش18:52

18:52

#9. Welcome to Practice Leading, the podcast for ambitious and curious Microsoft partner leaders who are passionate about growth, innovation, and building high-performing teams—with no tolerance for BS. I’m your host, Neil Benson, and in this special retrospective episode, I’m sharing the biggest lessons learned from the show’s first eight guests. We’ll revisit insights on creating a culture-over-hierarchy, hiring for industry expertise, empowering teams, pricing strategies, empathetic leadership, mentorship, and building a sustainable team culture. You’ll hear the real-world results as I experiment with these ideas in my own business, Superware, and the challenges and successes we’ve faced along the way. If you’re leading a Microsoft practice, this episode is a masterclass from trailblazers who know what it takes to succeed in the Microsoft ecosystem. KEY LESSONS 1. Culture Over Hierarchy. Our journey began with Mohamed Mostafa from TechLabs London, who shared a secret interview question that's now a staple in my hiring process: “Tell me something not on your CV or LinkedIn.” It’s been a game-changer for uncovering cultural fit! 2. Managing Yourself First. Joel Lindstrom inspired me to prioritise managing myself first— and I share my biohacking experiments from tracking sleep to surviving cryotherapy chambers. I also experimented with team video updates (still a work in progress!) and debated the role of technical certifications for practice leaders. Where do you stand on keeping your certs up to date? 3. Pricing for Value. Ben Vollmer from RSM US drove home the importance of micro-verticals and flexible pricing. We’re testing new app and service models that reflect true customer value. Pro tip: Don’t be afraid to experiment with custom deals early on! 4. Empathetic Leadership Areti Iles of Telefonica Tech reminded us that clear communication, coaching, and meaningful feedback are at the heart of great leadership. It's pushing me to keep stretching those empathy muscles—even when it doesn’t come naturally. 5. The Power of a Talent Manager. Thanks to Bob Bell at ITK Consulting, I’m on the hunt for a talent manager to help formalise HR and talent acquisition at Superware. (If you know a good one, hit reply!) 6. Mentorship & Hackathons. Edit Kapcari at Orbis SE inspired me to rethink 1:1s and mentorship frequency. I may not be meeting every week just yet, but regular check-ins are now firmly on my radar. Plus, we’re exploring team hackathons—stay tuned! 7. Building a True Team Culture Katherine Hogseth at CRMK sets the bar high with weekly team breakfasts and a culture that dedicates 20% of company time to learning and development. We’re working towards one day per month for now, but the aspiration is there! 8. Microsoft Partnering Secrets Chris McNulty of Synozur brought clarity to the art (and challenge) of partnering with Microsoft. From leveraging customer innovation hubs to decoding dual recognition, we’re taking steps to sharpen our Microsoft alliance. TIMESTAMPS 00:00 Welcome to Practice Leading and Neil’s mission 01:00 Why Neil started Practice Leading and what Superware does 01:49 Lessons from episode one: Culture over hierarchy and secret interview questions 03:45 The challenge of hiring for industry experience and onboarding new talent 04:24 Managing yourself first: Healthspan, conferences, and the power of routines 06:13 Should leaders keep technical certifications up to date? 08:52 Pricing strategies and focusing on micro-verticals 09:46 Leading with empathy: The importance of career conversations 11:35 Hiring a talent manager and building HR capabilities 12:25 Mentorship, one-on-ones, and hackathon ideas 14:16 Building a team culture and investing in learning and development 15:29 Partnering with Microsoft: Challenges and new opportunities RECOMMENDED EPISODES #1 Culture Over Hierarchy: TechLabs London's Unique Recruitment and Retention Strategies with Mohamed Mostafa #2 What's your "Why?" for becoming a leader? with Joel Lindstrom #3 The future of pricing models in the Microsoft partner ecosystem with Ben Vollmer #4 Building Diverse and Empathetic Leadership with Areti Iles #5 Talent Acquisition in a Boutique Consultancy with Bob Bell, ITK Consulting #6 Mentorship and Hackathons for Professional Development with Edit Kapcari #7 From Four to Forty: Building CRMK’s Team and Culture with CEO, Kathrine Hogseth #8 Insider Secrets to Succeeding as a Microsoft Partner with Chris McNulty 👋 LET'S CONNECT 🌐 Subscribe to Practice Leading newsletter for key lesson takeaways and special event invitations 🟥 Subscribe on YouTube 🟦 Follow on LinkedIn 🟦 Neil Benson on LinkedIn 🦋 Neil Benson on BlueSky 🧪 PRACTICE LEADING LAB FOR EMERGING LEADERS Apply to join Practice Leading Lab ⭐ RATE AND REVIEW THE SHOW Rate Practice Leading…

Practice Leading: for emerging and curious leaders of Microsoft partner practices

1
Insider Secrets to Succeeding as a Microsoft Partner with Chris McNulty 39:49

۹ weeks پیش39:49

39:49

#8. Chris McNulty heads Strategic Markets at Synozur. For almost ten years, he was Senior Director of Product Marketing for Microsoft 365 at Microsoft. Chris’s prior experience as CTO includes companies such as Dell and Quest Software. He is the co-host of The Intrazone and host of the Polaris podcasts. KEY LESSONS Understand the Microsoft field. Navigating Microsoft requires you to “study up in your abbreviations” and truly understand the distinct roles (ATU, STU, PDMs, etc.) within the Microsoft sales organisation. There’s no easy button—successful partners learn where to plug in and how to make life easier for sellers. Build credibility through track record. Sellers are motivated by what’s on their scorecard—not by the promise of flashy add-ons. Building trust takes a proven track record, compelling customer references, and an understanding of what Microsoft sellers care about most. Find white space to complement Microsoft. Don’t try to compete head-to-head. Look for industry or vertical solutions that Microsoft won’t cover directly. Fill those gaps (the “white space”), remain Microsoft-friendly, and stay nimble—being a strong complement gets you invited in. TIMESTAMPS 00:00 Sometimes ignoring Microsoft is the right approach 00:33 Neil Benson introduces Practice Leading and today's guest, Chris McNulty 01:38 Chris McNulty's background at Microsoft, Dell, and Quest Software 04:13 Are you coaching Microsoft partners or mostly end customers? 05:29 Understanding the Microsoft field, acronyms, and partner programs 08:13 Navigating Microsoft's structure in Australia and missing opportunities 10:03 How Microsoft sellers are motivated and why partners should care 12:43 The changing value of Microsoft partner certifications 14:11 Balancing Microsoft alignment with independent product marketing 17:31 Deciding how Microsoft-centric your marketing should be 18:03 Using Microsoft Innovation Hubs to build relationships 21:00 Being proactive in bringing Microsoft into niche sectors 27:43 Risks and opportunities of filling product "white space" as an ISV RESOURCES Chris McNulty on LinkedIn Chris' The Intrazone podcast Synozur Alliance website Synozur Alliance on LinkedIn Synozur's Polaris podcast M365 Community Conference in Las Vegas, 6 to 8 May 2025 TechCon365 in Seattle, 23 to 27 June RECOMMENDED EPISODES #3. The future of partner pricing models with Ben Vollmer 👋 LET'S CONNECT 🌐 Subscribe to Practice Leading newsletter for key lesson takeaways and special event invitations 🟥 Subscribe on YouTube 🟦 Follow on LinkedIn 🟦 Neil Benson on LinkedIn 🦋 Neil Benson on BlueSky 🧪 PRACTICE LEADING LAB FOR EMERGING LEADERS Apply to join Practice Leading Lab ⭐ RATE AND REVIEW THE SHOW Rate Practice Leading…

Practice Leading: for emerging and curious leaders of Microsoft partner practices

1
From Four to Forty: Building CRMK’s Team and Culture with CEO, Kathrine Hogseth 36:49

11 weeks پیش36:49

36:49

#7. Kathrine Hogseth is the CEO of CRM-Konsulterna (CRMK), a Swedish Microsoft partner business that she has led for 10 years. Kathrine has a master’s in electrical engineer and held several roles in telecommunications before achieving her MBA and then venturing into the technology industry. Today, CRM-K is one of the most highly regarded business applications partners in Sweden with a team of 40 people that has recently expanded into Germany. KEY LESSONS Building teams through values & genuine connection. Kathrine shares why “competence, honesty, and win-win” aren’t just words on a wall, but the living foundation of CRMK’s culture. She reveals how every new hire goes through a values analysis—and how the team revisits those values every two years to ensure they still reflect who they are. Weekly company days for learning & belonging. Forget monthly check-ins—CRMK brings their people together every single Friday . Over breakfast, the team shares customer wins, lessons learned and actively fosters their culture. Kathrine credits this consistent connection as crucial to consultant growth and team happiness. Leading with empathy & flexibility. Kathrine discusses the importance of supporting team members through different life seasons, providing space when needed, and leading transparently as a leader—showing up authentically, even when life gets tough. TIMESTAMPS 00:00 People are people: Understanding individual growth and challenges in consulting 00:33 Introduction to Practice Leading and guest Kathrine Hogseth 01:34 Kathrine’s background and CRMK’s journey 02:48 What it’s like to lead a business for over ten years 05:09 The role and setup of an advisory board in a Microsoft partner business 06:45 Working with a spouse in business leadership 08:49 Letting people grow and challenges in supporting team development 13:06 Company and personal values: How they shape CRM-Konsulterna 14:53 Weekly company meetings and fostering a learning culture 17:05 Remote work, flexibility, and bringing teams together in the office 19:56 International expansion: Opening offices in Germany and southern Sweden 23:40 Specialization, industry focus, and identifying win-win client relationships 29:11 Meeting rhythms, one-on-ones, and team dynamics at CRM-Konsulterna 31:43 The benefit and challenge of having multiple MVPs in a small business RESOURCES Kathrine Hogseth on LinkedIn CRMK on LinkedIn CRMK website RECOMMENDED EPISODES #4 Building Diverse and Empathetic Leadership with Areti Iles 👋 LET'S CONNECT 🌐 Subscribe to Practice Leading newsletter for key lesson takeaways and special event invitations 🟥 Subscribe on YouTube 🟦 Follow on LinkedIn 🟦 Neil Benson on LinkedIn 🦋 Neil Benson on BlueSky 🧪 PRACTICE LEADING LAB FOR EMERGING LEADERS Apply to join Practice Leading Lab ⭐ RATE AND REVIEW THE SHOW Rate Practice Leading…

Practice Leading: for emerging and curious leaders of Microsoft partner practices

1
Mentorship and Hackathons for Professional Development with Edit Kapcari 31:55

13 weeks پیش31:55

31:55

#6. Edit Kapcari is the Head of Solutions Development at ORBIS SE in Germany where she has built her career since 2017. Initially a software engineer in the CRM practice, Edit pitched the concept of starting a Power Platform practice to her leadership and now leads that business unit. Edit shares her perspectives and experience as a people manager, being a great mentor and coach to the people in her team that I was keen to learn from. communication and collaboration for career progression, and how Edith's unique approach to mentoring and goal-setting drives team success. We talk about her strategies for aligning individual and team goals through regular one-on-one meetings. Throughout our conversation, Edith shares her journey, from her proactive leadership during COVID to winning competitive hackathons, and how those experiences shaped her leadership approach. She offers invaluable advice on delegating tasks, fostering a culture of constructive feedback, and empowering team members. Edith also touches on her belief in continuous learning, balancing practical skills with certifications, and the importance of more female voices in tech. Speaking of which, I’d love to learn from more female leaders in tech. Please get in touch if that’s you or someone you’d recommend. KEY LESSONS Mentoring. Intuitively, I think we all know the importance of coaching our team members, but I’ll admit I struggle to prioritise the time given the other responsibilities we might have to nurture sales, resolve customer escalations, participate in recruitment and handle operations. External inspiration. I admire Edit’s perspective on reading biographies of people who persevered through adversity and using that to learn about leadership. I think there’s also merit in traditional management content as well. I’ll try and broaden my learning through some biographies too. Hackathons as learning shortcut. I love how Edit used hackathons as a way of rapidly learning about something new. You’re dropped into a team, given a challenge and expected to solve the problem in a short space of time. I’ve barely participated in any hackathons. I’m going to look for opportunities for more. TIMESTAMPS 00:00 Edith's first hackathon experience 00:39 Introduction to Practice Leading with Neil Benson 01:38 Learning from Edith Kapsari 03:16 Edith's secret to mentorship and team-building 05:17 The importance of understanding individual and team goals 07:04 Edith's approach to goal setting and communication 08:51 Exploring various types of goals with team members 12:13 Recognizing individual contributions within a team 14:39 Weekly one-on-ones and team communication strategy 17:16 Challenges and philosophy of managing a larger team 23:57 Edith's transition from individual contributor to a leadership role 28:30 Hackathons as a tool for practice building and delegation 30:38 Unique insights and concluding messages from Edith RESOURCES Edit Kapcari on LinkedIn ORBIS SE on LinkedIn RECOMMENDED EPISODES Building diverse and empathetic leadership with Areti Iles. 👋 LET'S CONNECT 🌐 Subscribe to Practice Leading newsletter for key lesson takeaways and special event invitations 🟥 Subscribe on YouTube 🟦 Follow on LinkedIn 🟦 Neil Benson on LinkedIn 🦋 Neil Benson on BlueSky 🧪 PRACTICE LEADING LAB FOR EMERGING LEADERS Apply to join Practice Leading Lab ⭐ RATE AND REVIEW THE SHOW Rate Practice Leading…

Practice Leading: for emerging and curious leaders of Microsoft partner practices

1
Talent Acquisition in a Boutique Consultancy with Bob Bell, ITK Consulting 34:01

15 weeks پیش34:01

34:01

#5. Today, I'm learning from Bob Bell, CEO of boutique technology services firm ITK Consulting in Canada. Bob is an expert in business administration and has a track record of leading business in several different industries before cofounding ITK in 2016. Bob shares how his superpower lies in his attention to administrative details—a skill that allows his team to focus on essential tasks like sales and delivery. We explore how Bob prioritizes tasks, his strategies for keeping overhead costs lean, and his philosophy on balancing employee and subcontractor roles. Bob also discusses the critical decision of when to bring expertise in-house and how his firm approaches talent acquisition and HR functions, aiming to build a robust, dynamic team. This episode is packed with valuable insights for leaders navigating the complexities of small-to-midsize business growth and looking to foster a culture of efficiency and collaboration. KEY LESSONS Hiring a talent manager. We’ve just hired three new principal consultants and engaged a recruiter to help us find 6 or 7 more team members over the next three months. Pretty soon I think we can justify a part-time talent manager to help us establish better recruitment, onboarding and talent management processes and ensure we follow them, and then help us with our next rounds of recruitment when we need to expand. I love your advice in this area. Thanks for that, Bob. Balancing contractors and employees. I share a lot of your views on the value of bringing in contractors with specific skills and investing in the careers of employees in their training and bonuses over and above the benefits provided to contractors. Superware needs to continue to find ways to make our business a great place for employees to build a long-term career, while at the same time engaging contractors when we need to and recognising the differences between them and the differences in how they like to be compensated and engaged. TIMESTAMPS 00:00 People are the product in a consulting business 00:18 Introduction to Bob Bell 02:21 Bob Bell's fondness for administrative tasks 04:32 Prioritizing tasks and client-first philosophy 06:08 Knowing when to bring in an expert 08:05 Deciding company size and in-house roles 10:12 Importance of talent acquisition and HR functions 13:36 Challenges in finding the right HR talent 15:29 The role of subcontractors and employee balance 19:13 Overcoming perceptions of being a small firm 21:06 Conscious choice of subcontractors and employees balance 26:34 The value of an internship program RESOURCES Bob Bell on LinkedIn ITK Consulting on LinkedIn ITK Consulting website 👋 LET'S CONNECT 🌐 Subscribe to Practice Leading newsletter for key lesson takeaways and special event invitations 🟥 Subscribe on YouTube 🟦 Follow on LinkedIn 🟦 Neil Benson on LinkedIn 🦋 Neil Benson on BlueSky 🧪 PRACTICE LEADING LAB FOR EMERGING LEADERS Apply to join Practice Leading Lab ⭐ RATE AND REVIEW THE SHOW Rate Practice Leading…

Practice Leading: for emerging and curious leaders of Microsoft partner practices

1
Building Diverse and Empathetic Leadership with Areti Iles 37:58

17 weeks پیش37:58

37:58

#4. Today I'm learning from Areti Iles. She's the Head of Professional Services for Enterprise Applications at Telefonica Tech in the UK. Having started in technology with end-user organisations transitioned into consulting in 2016 and joined Telefonica Tech in 2021. She's active in her local user group community, and committed to helping others advance their career, especially women and people from underrepresented backgrounds. Areti shares her unique perspective on leadership, broadening it beyond traditional constraints and emphasizing its multifaceted nature beyond just dealing with people. Her insights challenge conventional leadership notions, encouraging a broader understanding of what it truly means to lead. 🔑 KEY LESSONS Broadened leadership definition : Leadership isn't just about managing a team—it's about influencing and inspiring, often without a formal title. Whether you're steering projects or guiding personal growth, leadership starts with yourself. Empathy as a core characteristic : While managers might focus on task completion, true leaders invest in creating a supportive, nurturing environment. Empathy plays a crucial role in understanding your team's goals and helping them achieve them. Diversity drives innovation : Surrounding yourself with diverse talents addresses potential blind spots, fostering better decision-making and innovation. This isn't just a buzzword—it's a strategic advantage. TIMESTAMPS 00:00 The challenge of uncommunicated expectations in promotions 00:38 Welcome to Practice Leading with Neil Benson 02:27 Definition of leadership beyond traditional roles 04:28 Differences between leaders and managers 07:06 The importance of empathy in leadership 13:49 Can missing leadership traits be complemented? 17:08 The role of diversity and inclusion in leadership 19:44 The adaptability of leaders to different personalities 21:58 Characteristics of a great leader 27:15 Remembering impactful leaders in personal life 31:46 Empowering employees to express career goals 34:29 Providing support for leaders and their wellbeing 🗺️ RESOURCES Areti Iles on LinkedIn Telefonica Tech on LinkedIn The Four Tendencies: The Indispensable Personality Profiles That Reveal How to Make Your Life Better (and Other People's Lives Better, Too) by Gretchen Rubin 👋 LET'S CONNECT 🌐 Subscribe to Practice Leading newsletter for key lesson takeaways and special event invitations 🟥 Subscribe on YouTube 🟦 Follow on LinkedIn 🟦 Neil Benson on LinkedIn 🦋 Neil Benson on BlueSky 🧪 PRACTICE LEADING LAB FOR EMERGING LEADERS Apply to join Practice Leading Lab ⭐ RATE AND REVIEW THE SHOW Rate Practice Leading…

Practice Leading: for emerging and curious leaders of Microsoft partner practices

1
The future of pricing models in the Microsoft partner ecosystem with Ben Vollmer 32:55

19 weeks پیش32:55

32:55

#3. Ben Vollmer is a Senior Vice President at RSM US responsible for growing their Power Factory offering. He is probably best known in the Microsoft community as the former global director of Microsoft’s Dynamics 365 Field Service business. Ben’s a prolific presenter at Microsoft conferences with a reputation for helping partners level up their pricing and delivery models. Ben and I have a fascinating discussion about the evolution of pricing and how Microsoft partners and customers might exchange value. Traditionally, partners have delivered services and charged based a timesheet and a rate card. How is that model changing? One option we discuss is outcome-based pricing, but do customers really want outcome-based pricing? There are challenges here too. We also pull apart the user-story point estimation and pricing approach that Superware uses. And, we ask whether blended teams are necessary for success and how customers should eventually assume full ownership of the applications partners build. KEY LESSONS The Evolution of Pricing Models. The conversation delves into the shift from traditional time-based pricing to outcome-based pricing and other innovative pricing models. Ben offers a deep dive into how pricing can both reflect and drive a company's culture and strategy. While value-based pricing presents opportunities, implementing it successfully remains a challenge. Empowering Customers. Ben emphasizes the importance of customer empowerment and enablement. He suggests that partners need to focus on training and ensuring clients have the knowledge to manage applications independently post-deployment. As Neil Benson notes, building empowerment capabilities could be a key area of growth for Superware, aligning with the need for blended teams and client self-sufficiency. Focusing on Micro Verticals. Ben advises honing in on micro vertical segments — niche markets where tailored solutions can bring significant value. This focus allows for streamlined implementations, enhancing client satisfaction and business predictability. TIMESTAMPS 00:00 The end of traditional agile waterfall methodologies 00:33 Introduction to Practice Leading and Ben Vollmer 02:25 Evolution of pricing models in Microsoft partnerships 02:43 How pricing drives a Microsoft partner's culture 05:07 Pricing strategy for ISVs and services 06:32 The shift from implementation to enablement and managed services 08:05 Challenges with outcome-based pricing 11:48 Discussing pricing methods tied to customer value 15:48 Importance of blended teams and customer ownership 18:16 Micro vertical expertise and predictable revenue for partners 24:17 Necessity of enablement and training in service models 30:35 Final thoughts on pricing and practice growth strategies RESOURCES Ben Vollmer on LinkedIn RSM US on LinkedIn 👋 LET'S CONNECT 🌐 Subscribe to Practice Leading newsletter for key lesson takeaways and special event invitations 🟥 Subscribe on YouTube 🟦 Follow on LinkedIn 🟦 Neil Benson on LinkedIn 🦋 Neil Benson on BlueSky 🧪 PRACTICE LEADING LAB FOR EMERGING LEADERS Apply to join Practice Leading Lab ⭐ RATE AND REVIEW THE SHOW Rate Practice Leading…

Practice Leading: for emerging and curious leaders of Microsoft partner practices

1
What's your "Why?" for becoming a leader? with Joel Lindstrom 31:37

21 weeks پیش31:37

31:37

#02. Today I'm learning from Joel Lindstrom. Joel is a senior director at Hitachi Solutions America, where he oversees the Power Platform, Low-Code and Automation team. Before joining the Microsoft channel as a solution architect with Customer Effective, Joel sold office equipment. Customer Effective was acquired by Hitachi Solutions seven years later, and Joel has been building his career there for over a decade. Joel has a long history with the Microsoft MVP program and he also played a pivotal role in giving Neil a break in podcasting back in 2017. KEY LESSONS Defining Leadership Goals : Joel emphasizes the importance of understanding why you want to be a leader. It's not just about the impressive title or the increased salary; it's about embracing the additional responsibilities and making a positive impact on your team. Managing Yourself First : Before taking on a leadership role, Joel advises assessing your personal habits and time management skills. Can you manage your own mindset and health effectively? These are crucial skills for managing a team. Empowering Your Team : One of Joel's greatest joys in leadership is seeing his team members succeed. He believes in the power of nurturing talent and celebrating the achievements of others, even if it means they surpass him in rank. Monday Morning Updates : Joel shares a practice of sending out Monday morning messages to his team, acknowledging successes and setting priorities for the week. It's a simple yet effective way to maintain team cohesion and focus. Continuous Learning : While Joel values keeping technical certifications current, he acknowledges that every leader can show commitment to continuous learning in their own way. It's about setting a strong example for your team. TIMESTAMPS 00:00 Joel on managing a project vs. a team 00:46 Introduction to Practice Leading and guest Joel Lindstrom 01:46 Joel Lindstrom's career journey 03:22 Finding your 'why' in leadership 06:57 Challenges in transitioning to leadership 07:21 The joys of leadership 10:07 Recognizing team achievements 14:03 Managing yourself before managing others 18:13 Handling an unpredictable schedule as a leader 22:50 Strategies for balancing meetings and deep work 26:41 The importance of self-management 28:23 The role of certifications for leaders RESOURCES Joel Lindstrom on LinkedIn Hitachi Solutions America on LinkedIn Punish By Rewards by Alfie Kohn Deep Work by Cal Newport Digital Minimalism by Cal Newport 👋 LET'S CONNECT 🌐 Subscribe to Practice Leading newsletter for key lesson takeaways and special event invitations 🟥 Subscribe on YouTube 🟦 Follow on LinkedIn 🟦 Neil Benson on LinkedIn 🦋 Neil Benson on BlueSky 🧪 PRACTICE LEADING LAB FOR EMERGING LEADERS Apply to join Practice Leading Lab ⭐ RATE AND REVIEW THE SHOW Rate Practice Leading…

Practice Leading: for emerging and curious leaders of Microsoft partner practices

1
Culture Over Hierarchy: Tech Labs London's Unique Recruitment and Retention Strategies 40:18

23 weeks پیش40:18

40:18

#1. Mohamed Mostafa is the founder and managing director of TechLabs London, the company behind iProperty Cloud, the housing management platform build on the Microsoft cloud. He has been recognised as a Microsoft MVP since 2016, a Microsoft FastTrack Solution Architect, and holds an MBA from Henley Business School. KEY LESSONS Join the Practice Leading mailing list to get sent a PDF summary of the key insights and lessons from every episode. Visit practiceleading.com and enter your first name and email on the homepage. In our discussion, Mohamed shared some invaluable insights and strategies on building a successful team and a thriving business culture. Here are three key takeaways: Embrace Diversity in Hiring: Mohamed emphasized the importance of moving beyond hiring clones. A rich mix of backgrounds, experiences, and skills not only enriches the workplace but also significantly improves business delivery. He advocates for a hiring process blind to ethnicity, religion, and personal background, focusing instead on cultural fit and qualification. Invest in Apprenticeships: TechLabs London places high value on apprenticeships, bringing in young recruits and training them in technology and consultancy. This approach not only nurtures talent but provides fresh perspectives. While apprentices often move on to other Microsoft partners, their contribution during their tenure is invaluable. Foster a Dynamic Work Culture: TechLabs London has done away with strict hierarchies and promotes a fluid structure where employees can engage in multiple roles and projects. This "holacracy" structure, along with cross-departmental collaboration, ensures a vibrant work environment where innovation thrives. TIMESTAMPS 00:00 How hiring similar backgrounds limits diversity 00:31 Introduction to Practice Leading Podcast 03:24 Importance of people in consulting businesses 05:01 Creating a positive work environment 08:40 Implementing holacracy at TechLabs London 11:49 Benefits of diverse roles in teams 14:48 Innovative hiring strategies 17:15 Hiring industry experts and apprentices 20:23 Challenges and benefits of hiring apprentices 23:06 Strategies for unbiased recruitment 30:23 Gathering industry expertise for product development 36:19 Mohamed's key interview question for cultural fit RESOURCES TechLabs London website TechLabs London on LinkedIn iProperty Cloud website Mohamed Mostafa on LinkedIn Maverick: The Success Story Behind the World's Most Unusual Workplace by Ricardo Semler Holacracy: The New Management System for a Rapidly Changing World by Brian J. Robertson Delivering Happiness: A Path to Profits, Passion, and Purpose by Tony Hsieh 👋 LET'S CONNECT 🌐 Subscribe to Practice Leading newsletter for key lesson takeaways and special event invitations 🟥 Subscribe on YouTube 🟦 Follow on LinkedIn 🟦 Neil Benson on LinkedIn 🦋 Neil Benson on BlueSky 🧪 PRACTICE LEADING LAB FOR EMERGING LEADERS Apply to join Practice Leading Lab ⭐ RATE AND REVIEW THE SHOW Rate Practice Leading…

Practice Leading: for emerging and curious leaders of Microsoft partner practices

1
Practice Leading trailer 2:37

32 weeks پیش2:37

2:37

Welcome to Practice Leading, the show for emerging and curious practice leaders of Microsoft partner businesses. I’m Neil Benson and, if you’re anything like me with an unquenchable curiosity and zero tolerance for BS, you’ve come to the right place. Together we’ll learn from innovators and investors, executives and entrepreneurs, and business leaders and business coaches that have already left their stamp on the world and those that are exploring new and smarter ways building their businesses. Whether it’s ground-breaking innovations, hiring high-performing teams, or the sheer force of will to disrupt our industry, each episode is a masterclass from the trailblazers who have achieved significant success. Find Practice Leading on YouTube, or at practiceleading.com, and learn from the mentors you wish you had earlier in your career.…

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The future of pricing models in the Microsoft partner ecosystem with Ben Vollmer

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The future of pricing models in the Microsoft partner ecosystem with Ben Vollmer