Hybrid Cloud Partners

On today's episode of The Microsoft Hybrid Cloud Partners Podcast, Adam Burke and Mike Hartman are joined by Marco Rota and Mike La Torre from Lumen Technologies. The conversation explores Lumen’s transformation from a traditional telecom provider into a platform enabling enterprise cloud and edge computing powerhouse, and how its network infrastructure supports Microsoft’s Adaptive Cloud strategy, with Azure Local at the core. Together, they break down how combining fiber networks, edge compute, and Azure Local enables low-latency, AI-driven use cases across industries, from retail and supply chain to real-time global production environments, while also sharing lessons from Lumen’s own internal cloud and AI transformation.    In this episode you’ll learn:       Key lessons from Lumen’s own AI and cloud transformation that apply to enterprise customers Why low-latency networks are critical for AI and real-time data processing How Lumen Technologies is transforming from a traditional telecom into a cloud and edge platform   Some questions we ask:     Where does Lumen fit into Microsoft’s adaptive cloud model? How has Lumen’s internal transformation influenced how you serve customers? What should customers consider when building an AI and infrastructure strategy?  Resources:       View Marco Rota on LinkedIn  View Mike La Torre on LinkedIn  View Adam Burke on LinkedIn  View Mike Hartman on LinkedIn Lumen Azure Local Offer   Related Microsoft Podcasts:                     No Slides Attached Podcast The Microsoft Threat Intelligence Podcast   The BlueHat Podcast                   Discover and follow other Microsoft podcasts at microsoft.com/podcasts  Produced by Hangar Studios Hosted on Acast. See acast.com/privacy for more information.

On today's episode of The Microsoft Hybrid Cloud Partners Podcast, Adam Burke and Mike Hartman are joined by leaders from Belgian-based managed services provider Arxus to discuss the company’s evolution into a full hybrid cloud MSP. The conversation explores how Arxus differentiates through deep Microsoft expertise, long-term managed services, and a flexible customer engagement model, as well as how Azure Arc enables unified management across on-premises, private, and public cloud environments. The guests also share how Arxus uses AI internally to modernize operations, strengthen security, and improve customer experience, while helping organizations navigate AI readiness and data sovereignty challenges across Europe.    In this episode you’ll learn:       How Arxus evolved from a Microsoft hosting provider into a full hybrid cloud MSP Why Azure Arc plays a central role in managing hybrid and multi-cloud environments What technologies support sovereign cloud strategies, including confidential computing.   Some questions we ask:     What differentiates Arxus in the marketplace, and why do customers choose you? How are you using AI within your managed services today? What impact does the Azure Belgium region have for your customers?  Resources:       View Adam Burke on LinkedIn  View Mike Hartman on LinkedIn   Related Microsoft Podcasts:                     No Slides Attached Podcast The Microsoft Threat Intelligence Podcast   The BlueHat Podcast                   Discover and follow other Microsoft podcasts at microsoft.com/podcasts  Produced by Hangar Studios Hosted on Acast. See acast.com/privacy for more information.

On today's episode of The Microsoft Hybrid Cloud Partners Podcast, Adam Burke and Mike Hartman are joined by Fernando Peoples for a fast-paced recap of key insights from Microsoft Ignite. They discuss how Broadcom’s VMware licensing changes are pushing partners to seek a clear modernization roadmap and how Microsoft’s adaptive cloud approach across Azure Native, Azure Local, and Azure Arc supports that journey. The conversation highlights opportunities to move from SPLA to CSP, unlock value through Cloud Ascent, and leverage Azure migration investments, all framed through the Three Horizons model that helps partners strengthen current offerings, adopt AI and Copilot, and build toward long-term cloud-focused growth.  In this episode you’ll learn:       How partners are responding to Broadcom’s VMware licensing changes Why becoming customer zero for AI and Copilot strengthens partner capabilities How hybrid cloud providers can position themselves for long-term success in Azure   Some questions we ask:     What are the major Broadcom licensing changes partners need to understand? How does the Cloud Accelerate Factory help with migrations? What incentives and investments are available for partners in CSP?  Resources:       View Fernando Peoples on LinkedIn   View Adam Burke on LinkedIn  View Mike Hartman on LinkedIn   Related Microsoft Podcasts:                     No Slides Attached Podcast The Microsoft Threat Intelligence Podcast   The BlueHat Podcast                   Discover and follow other Microsoft podcasts at microsoft.com/podcasts  Produced by Hangar Studios Hosted on Acast. See acast.com/privacy for more information.

On today's episode of The Microsoft Hybrid Cloud Partners Podcast, Adam Burke and Mike Hartman are joined by Don Penland of Knox Capital to explore the private equity perspective on managed service providers (MSPs) and the Microsoft partner ecosystem. Don shares insights from two decades in IT consulting and managed services, explaining how operator-first investing, recurring revenue models, and strong go-to-market alignment with Microsoft drive valuation and long-term success. He discusses the evolving role of AI, from internal optimization to client-facing productization and how MSPs can adopt and monetize it effectively. Don also offers candid advice on preparing for private equity investment, building niche vertical expertise, and embracing programs like the Microsoft AI Cloud Partner Program to fuel sustainable growth.  In this episode you’ll learn:       Why an operator-first mindset gives Knox Capital a different approach to investing How aligning with Microsoft’s partner ecosystem accelerates business growth The growing role of AI in operations, sales, and customer offerings   Some questions we ask:     What attracted you to focus on the Microsoft partner ecosystem as an investor? How are current market shifts impacting managed service providers? What advice do you have for MSPs starting their AI journey?  Resources:       View Don Penland on LinkedIn  View Adam Burke on LinkedIn  View Mike Hartman on LinkedIn   Related Microsoft Podcasts:                     No Slides Attached Podcast The Microsoft Threat Intelligence Podcast   The BlueHat Podcast                   Discover and follow other Microsoft podcasts at microsoft.com/podcasts  Produced by Hangar Studios Hosted on Acast. See acast.com/privacy for more information.

En este episodio en español, Fede Pacheco e Isaac Arellano conversan con Lina Barrios, líder del negocio de Azure en Intcomex, uno de los distribuidores de tecnología más importantes de América Latina. Lina comparte cómo Intcomex ha transformado su modelo de negocio con iniciativas innovadoras basadas en inteligencia artificial, comunidades técnicas y un enfoque profundo en el desarrollo de sus socios. Desde el Club de los 14 hasta Techmasters y Mujeres Inspirando Cambios, este episodio está lleno de ideas prácticas y estrategias escalables para partners que buscan crecer en la nube híbrida. En este episodio aprenderás:Cómo Intcomex utiliza IA para personalizar campañas, analizar datos y generar demanda. Qué es el Club de los 14 y cómo ayuda a escalar el negocio de los socios. La importancia de construir comunidades como Club Copilot y Mujeres Inspirando Cambios.  Algunas preguntas que hacemos:¿Qué hace diferente a Intcomex en el desarrollo de partners en la nube híbrida?¿Qué rol juega la diversidad en la estrategia de Intcomex?¿Cómo están ayudando a los socios a prepararse para el futuro con IA? Resources:       Suscríbete a nuestro nuevo boletín en LinkedIn para recibir las últimas noticias, ideas clave y resúmenes de episodios.Conecta con nuestro equipo de DCO  Related Microsoft Podcasts:         No Slides Attached Podcast The Microsoft Threat Intelligence Podcast   The BlueHat Podcast Produced by Hangar Studios Hosted on Acast. See acast.com/privacy for more information.

On today's episode of The Microsoft Hybrid Cloud Partners Podcast, Adam Burke and Mike Hartman are joined by Fredrik Slaatten and Henrik Samdal from Intility, a Norway-based IT platform provider serving over 650 companies and 50,000 users worldwide. They discuss Intility’s unique industrialized approach to delivering end-to-end IT services, the evolution of hybrid and multi-cloud strategies, and how their partnership with Microsoft drives innovation and modernization for customers. The conversation also explores how Intility is embedding AI across its operations and customer solutions, fostering a culture of continuous innovation while ensuring security, governance, and long-term value  In this episode you’ll learn:       Ways Intility helps customers adopt hybrid, multi-cloud, and edge strategies How AI is being embedded across support, software development, and internal processes Why Intility views itself as a technology company rather than just an IT services provider   Some questions we ask:     What makes Intility different in such a crowded IT market? How do you approach hybrid cloud and multi-cloud strategies? What does AI leadership look like for Intility in the next five years?  Resources:       View Henrik Samdal on LinkedIn View Fredrik Slaatten on LinkedIn View Adam Burke on LinkedIn  View Mike Hartman on LinkedIn   Related Microsoft Podcasts:                     No Slides Attached Podcast The Microsoft Threat Intelligence Podcast   The BlueHat Podcast                   Discover and follow other Microsoft podcasts at microsoft.com/podcasts  Produced by Hangar Studios Hosted on Acast. See acast.com/privacy for more information.

On today's episode of The Microsoft Hybrid Cloud Partners Podcast, Fede Pacheco, Adam Burke and Mike Hartman introduce the Three Horizons framework for Microsoft partners, a strategy designed to help providers evolve from strengthening their core hybrid offerings, to elevating services with AI, and ultimately driving transformational growth through proprietary solutions. They share insights, partner success stories, and practical steps for aligning with Microsoft’s roadmap, embracing Copilot, and building a culture of innovation that leads to long-term business impact.    In this episode you’ll learn:       How the Three Horizons framework guides partners from hybrid cloud to AI transformation What partners like Rackspace and Crayon achieved with hybrid cloud adoption Why creating proprietary IP in Horizon 3 drives market leadership   Some questions we ask:     Can you share an example of a partner successfully implementing Horizon One? How can AI improve customer engagement for an MSP client? What role does Azure Arc play in reducing costs and enabling hybrid capabilities?  Resources:       View Mike Hartman on LinkedIn  View Adam Burke on LinkedIn  View Fede Pacheco on LinkedIn   Related Microsoft Podcasts:                     No Slides Attached Podcast The Microsoft Threat Intelligence Podcast   The BlueHat Podcast                   Discover and follow other Microsoft podcasts at microsoft.com/podcasts  Produced by Hangar Studios Hosted on Acast. See acast.com/privacy for more information.

In the season finale of the Hybrid Cloud Partners podcast, Fede Pacheco and Adam Burke sit down with Carolyn Norton, the Practice Director of Cloud Services at Velosio. Carolyn shares insights on how Velosio is reimagining the future of work by leveraging AI and Azure to enhance their cloud services, improve customer engagement, and drive innovation. Carolyn highlights the role of AI in transforming business operations, from sales to finance to HR, and shares practical examples of how AI is being used to create efficiencies and improve decision-making. Carolyn also talks about Velosio's Clear Path Consultation, which helps clients navigate their cloud journey by providing tailored assessments and recommendations.  In this episode you'll learn: The role of AI in enhancing customer engagement and driving innovation at Velosio. Insights into Velosio's Clear Path Consultation and how it helps clients with their cloud journey. What secure AI and driving have in common  Some questions we ask: How is AI evolving the workspace and how is Velosio helping? What benefits are your customers seeing from moving to the cloud? What role does the DCO team play in Velosio’s journey to Azure?  Resources:       Subscribe to our new LinkedIn Newsletter to get the latest news, insights, and episode recaps Connect with the Datacenter Optimization team Is Your Company Ready for AI? By Robbie Morrison, Velosio CEO Fede’s 5 Takes on Microsoft’s Work Trend Index | Full Report Velosio’s ClearPath consultation  Related Microsoft Podcasts:                     No Slides Attached Podcast The Microsoft Threat Intelligence Podcast   The BlueHat Podcast                  Discover and follow other Microsoft podcasts at microsoft.com/podcasts  Produced by Hangar Studios Hosted on Acast. See acast.com/privacy for more information.

In this episode of the Microsoft Hybrid Cloud Partners Podcast, Fede Pacheco and Adam Burke are joined by Rodrigo Elioterio, Cleber Bueno, and Vinicius Costa from SoftwareOne to explore how hybrid cloud is transforming legacy hosting models in Brazil and across the Americas. The conversation dives into how Azure Arc is helping partners modernize SPLA licensing, reduce operational overhead, and unlock AI readiness—without requiring full workload migration.  The SoftwareOne team shares real-world insights from onboarding nine partners to Azure Arc, discusses the challenges of SPLA compliance, and outlines how CSP licensing is enabling a smoother, more cost-effective path to hybrid cloud. They also highlight how Copilot is transforming their day-to-day operations and empowering teams to deliver more value, faster.  In this episode you’ll learn: Why hybrid cloud adoption is essential for legacy SPLA hosting providers. How SoftwareOne supports over 7.6 million active cloud users globally. What comes after licensing transformation—unlocking the full potential of Azure Arc.  Some questions we ask: How does Azure Arc simplify licensing and operations for MSPs and ISVs? What are the biggest challenges partners face when transitioning from SPLA? What advice would you give to organizations hesitant to modernize their licensing models?  Resources:       Subscribe to our new LinkedIn Newsletter to get the latest news, insights, and episode recaps Connect with the Datacenter Optimization team Read the full SoftwareOne case study  Related Microsoft Podcasts:                     No Slides Attached Podcast The Microsoft Threat Intelligence Podcast   The BlueHat Podcast                  Discover and follow other Microsoft podcasts at microsoft.com/podcasts  Produced by Hangar Studios Hosted on Acast. See acast.com/privacy for more information.

On today's episode of The Microsoft Hybrid Cloud Partners Podcast, Fede Pacheco and Adam Burke continue their tour to London to speak with leaders from Telefónica Tech about their transformation from a traditional telco to a tech-forward cloud and AI partner. Guests Alex Smith and Martyn Bullerwell, along with Partner Development Manager Tijana Ellis, share insights on hybrid cloud strategy, customer modernization journeys, the real-world adoption of AI and Copilot tools, and how Telefónica Tech is delivering secure, scalable, and innovative solutions to customers across industries—including the NHS.    In this episode you’ll learn:       Why workload-based cloud migration strategies are replacing large-scale lift-and-shift projects Security and governance principles Telefónica Tech embeds into every cloud and AI engagement How Telefónica Tech helps customers overcome AI adoption challenges   Some questions we ask:     What inspired Telefónica Tech’s transformation from a telco to a tech company? How does Telefónica Tech build strong, trusted relationships with its customers? What are the emerging trends in hybrid and multi-cloud environments that Telefónica Tech is focusing on?  Resources:       Subscribe to our new LinkedIn Newsletter to get the latest news, insights, and episode recaps Connect with the Datacenter Optimization team  Related Microsoft Podcasts:                     No Slides Attached Podcast The Microsoft Threat Intelligence Podcast   The BlueHat Podcast                   Discover and follow other Microsoft podcasts at microsoft.com/podcasts  Produced by Hangar Studios Hosted on Acast. See acast.com/privacy for more information.

On the 20th episode of The Microsoft Hybrid Cloud Partners Podcast, Fede Pacheco and Adam Burke chat with Berend-Jan Van Maanen, CEO of Intwo, a Netherlands-based Microsoft partner with a presence in 11 countries. Berend-Jan shares how Intwo evolved from managing on-premise data centers on SPLA to becoming a fully cloud-native provider with 1,000+ customers through the Cloud Solution Provider (CSP) motion.  He discusses the growing demand for AI solutions, the importance of agility and peace of mind for clients, and why holistic security is critical for enabling innovation. The conversation wraps with a look at Intwo’s future following a management buyout and renewed focus on scale, specialization, and global growth.  In this episode you’ll learn:       How Intwo saw the cloud as an opportunity, not a threat What makes the CSP model simpler and more flexible than SPLA Intwo’s believe in holistic cloud security as “the only way”   Some questions we ask:     How has your investment in Azure and CSP impacted your business? How did Intwo’s profitability evolve through their journey? How does Intwo balance global reach and local speed?  Resources:       Subscribe to our new LinkedIn Newsletter to get the latest news, insights, and episode recaps Connect with the Datacenter Optimization team Learn more about Intwo  Related Microsoft Podcasts:                     No Slides Attached Podcast The Microsoft Threat Intelligence Podcast   The BlueHat Podcast                   Discover and follow other Microsoft podcasts at microsoft.com/podcasts  Produced by Hangar Studios Hosted on Acast. See acast.com/privacy for more information.

On today's episode of Microsoft's Hybrid Cloud Partners Podcast, Fede Pacheco and Adam Burke welcome back Fernando Peoples to share their experience at NerdioCon 2025 in Palm Springs. They share highlights from the event, including exclusive interviews with 9 leaders from Nerdio, Pax8, and Managed Services Providers (MSPs) that attended the event. They cover key product announcements and insights from their breakout session. Plus, the team covers major NerdioCon updates and year-round training opportunities for partners.  In this episode you’ll learn:Top announcements from Microsoft and Nerdio that are shaping the future of MSPsTestimonies and insights from peers attending NerdioCon 2025Insights from Fede and Fernando's session on Datacenter Optimization  Some questions we ask:Why do you come to NerdioCon every year?How is AI an accelerator for MSPs focused on the small and medium business space?How does the cost structure look like going from Remote Desktop Services to Azure Virtual Desktop?Resources:Subscribe to our new LinkedIn Newsletter to get the latest news, insights, and episode recapsWatch all the interviews from NerdioCon 2025Download the deck from our breakout sessionAttend a Nerdio event this yearPax8 Academy | Marketplace | EventsDownload the Azure Arc Coretek eBook Related Microsoft Podcasts:            No Slides Attached Podcast The Microsoft Threat Intelligence Podcast   The BlueHat Podcast                   Discover and follow other Microsoft podcasts at microsoft.com/podcastsDownload the TranscriptProduced by Hangar Studios Hosted on Acast. See acast.com/privacy for more information.

On today's episode, Fede Pacheco and Adam Burke are joined by Andreas Bergman, Global Lead for Hosting Partners at Crayon. They discuss Crayon’s role in empowering managed service providers (MSPs), its leadership in software asset management, and its approach to enabling hybrid cloud solutions. Andreas shares insights on how Crayon helps MSPs navigate technological changes, particularly in the SMB space, and highlights the growing adoption of hybrid cloud strategies worldwide. He also touches on the importance of cloud maturity, offering valuable guidance to partners and customers on their hybrid cloud journeys. In this episode you’ll learn:How Crayon helps Microsoft partners grow and scale in the hybrid cloud space.The shift in cloud adoption and hybrid strategies across the globe.Why AI tools like Microsoft Copilot are becoming integral for both personal and professional tasks.  Some questions we ask:How important are MSPs in serving local businesses?How has the shift to the cloud changed MSPs and their business models?What trends are you seeing for small and medium businesses (SMBs) now compared to last year? Resources:Connect with the Datacenter Optimization teamJoin the Hybrid Cloud Partners LinkedIn CommunityForrester Study: The Future of Operations: Advancing AI-Driven Innovation and Cloud Agility for Small and Medium-Sized Businesses  Join the live Webinar with Forrester about this studyConnect with Crayon  Related Microsoft Podcasts:            No Slides Attached PodcastThe Microsoft Threat Intelligence PodcastThe BlueHat Podcast               Discover and follow other Microsoft podcasts at microsoft.com/podcastsDownload the TranscriptProduced by Hangar Studios Hosted on Acast. See acast.com/privacy for more information.

On today's episode of the Microsoft Hybrid Cloud Partners podcast, Fede Pacheco and Adam Burke expanded the frontiers of the show. They are joined by Justin Bailey and Elliot Jurd from Nexon Asia Pacific. They discuss Nexon's journey, hearing directly from employee number 3 into the 700+ workforce they have today. They elaborate on their deep partnership with Microsoft and how AI is revolutionizing both their business and personal lives. They also discuss their decision to move from their datacenter and into Azure, and how this has put them into a premier position in the era of AI.  In this episode you’ll learn:       How Nexon Asia Pacific has grown from a small team to a 700+ workforce. How Nexon is utilizing AI to improve their services and customer satisfaction. How Nexon incorporated DCO into their financial modeling while moving to Azure.   Some questions we ask:     What were the key factors that led Nexon to migrate from their datacenter to Azure? What challenges did Nexon face during their transition to Azure, and how did they overcome them? What advice would you give to other companies considering a similar migration to the cloud?  Resources:       Connect with the Datacenter Optimization team Join the Hybrid Cloud Partners LinkedIn Community   Related Microsoft Podcasts:                     No Slides Attached Podcast The Microsoft Threat Intelligence Podcast   The BlueHat Podcast     Discover and follow other Microsoft podcasts at microsoft.com/podcasts  Download the TranscriptProduced by Hangar Studios Hosted on Acast. See acast.com/privacy for more information.

On today's episode of the Hybrid Cloud Partners Podcast, Fede Pacheco and Adam Burke are joined by Fernando Peoples, a teammate from the Datacenter Optimization team. Together, they cover the top questions asked by over 500 SPLA partners that have enabled their servers with Azure Arc. In the first section, Fede asks Fernando and Adam to make a 30-second elevator pitch for Azure Arc. The second section is for True or False statements where they answer common myths about the transition process. Third, they bring business and technical perspectives that every organization should consider. Finally, for the fourth section, they cover the commonly used features and whether customers have to pay for them or not. In this episode you’ll learn:Why businesses can benefit from Arc even if they haven't fully adopted the public cloudHow the Azure Arc Gateway simplifies networking and firewall configurationsKey features and benefits in Azure Arc Some questions we ask:How would you pitch Azure Arc to a SPLA partner in 30 seconds?Does Microsoft want every customer to migrate and modernize to Azure right away?Is Copilot available for Azure Arc?Resources:Connect with the Datacenter Optimization teamJoin the Hybrid Cloud Partners LinkedIn CommunityCheck out the pricing for the features discussed in the episodeeBook: Streamlining SQL Licensing with Azure Arc and CSPRelated Microsoft Podcasts:No Slides Attached PodcastThe Microsoft Threat Intelligence PodcastThe BlueHat PodcastDiscover and follow other Microsoft podcasts at microsoft.com/podcastsDownload the TranscriptProduced by Hangar Studios Hosted on Acast. See acast.com/privacy for more information.

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 journeys   Some 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 Community  Related Microsoft Podcasts:                     No Slides Attached Podcast The Microsoft Threat Intelligence Podcast   The BlueHat Podcast     Discover and follow other Microsoft podcasts at microsoft.com/podcasts  Download the TranscriptProduced by Hangar Studios Hosted on Acast. See acast.com/privacy for more information.

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 companies   Some 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 presentation  Related Microsoft Podcasts:                   No Slides Attached Podcast The Microsoft Threat Intelligence Podcast   The BlueHat Podcast     Discover and follow other Microsoft podcasts at microsoft.com/podcasts  Download the TranscriptProduced by Hangar Studios Hosted on Acast. See acast.com/privacy for more information.

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 presentation  Related Microsoft Podcasts:                   No Slides Attached Podcast The Microsoft Threat Intelligence Podcast   The BlueHat Podcast                   Discover and follow other Microsoft podcasts at microsoft.com/podcasts  Download the TranscriptProduced by Hangar Studios Hosted on Acast. See acast.com/privacy for more information.

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 opportunities  Some 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 Podcast Discover and follow other Microsoft podcasts at microsoft.com/podcastsDownload the TranscriptProduced by Hangar Studios Hosted on Acast. See acast.com/privacy for more information.

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 SQL   Some 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 Podcast     Discover and follow other Microsoft podcasts at microsoft.com/podcasts  Download the TranscriptProduced by Hangar Studios Hosted on Acast. See acast.com/privacy for more information.

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/podcastsDownload the TranscriptProduced by Hangar Studios Hosted on Acast. See acast.com/privacy for more information.

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/podcastsDownload the TranscriptProduced by Hangar Studios Hosted on Acast. See acast.com/privacy for more information.

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 SPLA   Some 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 eBook  Related Microsoft Podcasts:                    No Slides Attached Podcast The Microsoft Threat Intelligence Podcast   The BlueHat Podcast     Discover and follow other Microsoft podcasts at microsoft.com/podcasts  Download the TranscriptProduced by Hangar Studios Hosted on Acast. See acast.com/privacy for more information.

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 deployments  Some 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 partners Related Microsoft Podcasts:            No Slides Attached PodcastThe Microsoft Threat Intelligence PodcastThe BlueHat Podcast Discover and follow other Microsoft podcasts at microsoft.com/podcastsDownload the TranscriptProduced by Hangar Studios Hosted on Acast. See acast.com/privacy for more information.

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 partners Related Microsoft Podcasts:            No Slides Attached PodcastThe Microsoft Threat Intelligence PodcastThe BlueHat Podcast Discover and follow other Microsoft podcasts at microsoft.com/podcastsDownload the TranscriptProduced by Hangar Studios Hosted on Acast. See acast.com/privacy for more information.

[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 año   Algunas 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 eBook  Related Microsoft Podcasts:                    No Slides Attached Podcast The Microsoft Threat Intelligence Podcast   The BlueHat Podcast                   Discover and follow other Microsoft podcasts at microsoft.com/podcasts  Download the TranscriptProduced by Hangar Studios Hosted on Acast. See acast.com/privacy for more information.

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 Platform Related Microsoft Podcasts:            No Slides Attached PodcastThe Microsoft Threat Intelligence PodcastThe BlueHat PodcastDiscover and follow other Microsoft podcasts at microsoft.com/podcastsDownload the TranscriptProduced by Hangar Studios Hosted on Acast. See acast.com/privacy for more information.

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 CSP Some 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 Support  Related Microsoft Podcasts:            No Slides Attached PodcastThe BlueHat PodcastUncovering Hidden Risks               Discover and follow other Microsoft podcasts at microsoft.com/podcasts  Download the Transcript Produced by Hangar Studios Hosted on Acast. See acast.com/privacy for more information.

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 Support  Related Microsoft Podcasts:         No Slides Attached Podcast The Microsoft Threat Intelligence Podcast   The BlueHat Podcast                   Discover and follow other Microsoft podcasts at microsoft.com/podcasts  Download the TranscriptProduced by Hangar Studios Hosted on Acast. See acast.com/privacy for more information.

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 solutions   Some 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 Team  Related Microsoft Podcasts:                    No Slides Attached Podcast The Microsoft Threat Intelligence Podcast   The BlueHat Podcast                   Discover and follow other Microsoft podcasts at microsoft.com/podcasts  Download the TranscriptProduced by Hangar Studios Hosted on Acast. See acast.com/privacy for more information.

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.Produced by Hangar Studios Hosted on Acast. See acast.com/privacy for more information.