Managing Relationship with Microsoft and Changes in the Licensing Structure with Heidi Tucker

FULL SHOW NOTES
https://podcast.nz365guy.com/104

• Personal background – living in Kirkland, WA, interests, being fanatical about wine 
• Professional background – current role at InsideView, responsibilities 
• About InsideView – what they do and their services 
• Industries that commonly use or geographies where there’s a greater demand for InsideView’s technology  
• Current trends in the B2B businesses and how they adapt to technology 
• Recent changes that Microsoft implemented in relation to InsideView and the confusion that resulted after it’s no longer subsidised by Microsoft 
• Assessing an AI opportunity if an organisation wants to go down that path 
• How InsideView addresses low-quality data sitting in people’s systems, and is there a demand for it? 
• What InsideView is doing differently as an organisation, being involved in the AI discussion going forward 
• Journey on being an ISV and partnership with Microsoft 
• What is the new ISV program and Heidi’s thoughts on it 
• Thoughts on old ISV’s concerns about the new ISV program around revenue sharing 
• Knowledge about the existing AppSource marketplace that we have at the moment, experience on the quality of leads that have come through from the AppSource 
• What it takes to be a successful ISV 
• What ISVs need to build into their business as part of their business model for success 
• Recommendations to ISVs that want to move their product into the global market 
• Managing relationship with Microsoft as an ISV – how to maintain a good relationship with the product team, etc.
• Effective ways for engaging the Microsoft Partner Network  
• SIs that do things differently that move ISV products more, their patterns in their business that cause them to recommend an ISV’s solution more 
• Effectivity of exhibition space, how to go to events and be effective as an exhibitor 
• Brand awareness – what works effectively in engaging people, training staff to engage with people 

RESOURCES

• InsideView Insights – http://www.insideview.com/insights 
• Battlecard for Microsoft CSM's and SI partners – https://view.highspot.com/viewer/5ce5fd72a4dfa036dfc84d3b 

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Thanks for listening 🚀 - Mark Smith