Strong partner ecosystems reduce risk, simplify collaboration, and accelerate growth, but only when trust comes first. In this episode of IAMCP Profiles in Partnership, hosts Anthony Carrano and Rudy Rodriguez sit down with IAMCP India leaders Suresh Ramani and Neeraj Gargi to explore how one of the most active IAMCP chapters worldwide is creating high-trust partnerships at scale. Their conversation delves into the evolution and impact of the International Association of Microsoft Channel Partners (IAMCP) in India, including the upcoming Illuminate event, collaborative initiatives in the APAC region, and the chapter’s innovative approaches to networking and relationship-building. The episode highlights success stories from IAMCP membership, the importance of community and consistent engagement, and the leaders’ personal insights on fostering connections, adapting to changes in the Microsoft ecosystem, and driving real opportunities for growth through trust and collaboration.

Key Discussion Points:

1. The Winning Combination of Community and Networking

The focus of the Illuminate event this year is on community engagement rather than just knowledge sharing.

2. Consistent Engagement Beats Annual Events

Monthly Solution Circles, ISV initiatives, and always-on partner interaction sustain momentum year-round.

3. Real P2P Business Happens Inside IAMCP

The India chapter consistently facilitates 20–25 partner opportunities every month.

4. Advocacy Is a Differentiator

IAMCP India actively escalates partner issues with Microsoft—resolving renewal, lead, and support challenges.

5. Illuminate Is Becoming a Regional “Inspire”

With physical Inspire gone, IAMCP Illuminate events are emerging as the premier partner gathering experience.

Notable Quotes:

• “If you are serious about Microsoft, you have to be serious about IAMCP.” — Suresh Ramani

• “We don’t promise business. We build relationships—and business follows.” — Suresh Ramani

• “This year, Illuminate is not a conference. It’s a community experience.” — Neeraj Gargi

• “Every month, 20 to 25 real opportunities are shared inside our chapter.” — Neeraj Gargi

• “IAMCP should become the regional Inspire for partners.” — Suresh Ramani

Chapters:

00:00 – Introduction & Illuminate India Overview

01:13 – Leadership Journeys in IAMCP

05:39 – Why India Is Hosting Illuminate

08:24 – Building IAMCP India From the Ground Up

12:30 – Sustaining Engagement Beyond Events

16:34 – Real Partner Success Stories

20:40 – Reimagining Illuminate as a Community Event

26:02 – Global & APAC Collaboration Strategy

36:13 – Partner Advocacy in Action

45:24 – Growth Vision for IAMCP India

52:06 – Leadership, Legacy, and Giving Back

58:02 – How to Connect & Event Details

Guests:

Suresh Ramani

CEO, Techgyan: TechGyan Website

President, IAMCP APAC Region

LinkedIn: Suresh Ramani

Neeraj Gargi

CTO and Founder, Intelegain Technologies: Intelegain Technologies Website

President, IAMCP India: IAMCP India Website

LinkedIn: Neeraj Gargi

Hosts:

Anthony Carrano

LinkedIn: Anthony Carrano

Managing Partner at Dunamis Marketing: Dunamis Marketing Website

Rudy Rodriguez

LinkedIn: Rudy Rodriguez

Managing Partner at Dunamis Marketing: Dunamis Marketing Website

In this episode of IAMCP Profiles in Partnership, Anthony Carrano and Rudy Rodriguez sits down with bizcise founding partner Nigel Postings to unpack how data, trust, and clear roles transform partner relationships. You’ll hear how enterprises and channel organizations use precise external and internal data to prioritize partners, focus investments, and build repeatable co-selling motions. Nigel shares practical ways to reduce risk in P2P deals, simplify complex channel decisions, and speed up collaborations so partners show up as one delivery team in front of the customer and turn insight into sustainable, shared revenue.

Guest:

Nigel Postings

Partner, Channel Partner Intelligence at bizcise

Company website: bizcise | Website

Company LinkedIn: bizcise | LinkedIn

Personal LinkedIn: Nigel Postings | LinkedIn

Host:

Anthony Carrano, Managing Partner at Dunamis Marketing

Personal LinkedIn Anthony Carrano | LinkedIn

Company website: Dunamis Marketing | Website

Rudy Rodriguez, Managing Partner at Dunamis Marketing

Personal LinkedIn: Rudy Rodriguez | LinkedIn

Company website: Dunamis Marketing | Website

Key Discussion Points:

1. Three-part channel blueprint: Assess → Intelligence → Activation.

Bizcise helps vendors and distributors first assess their channel, then add market intelligence, and finally run activation motions to recruit partners and generate digitally qualified leads.

2. Data hygiene on your website directly impacts partner and customer pipeline.

Whether you’re a global SI or a small MSP, having the right keywords, clear capabilities, and strong vendor positioning on your website is the foundation for being found in the first place.

3. Combining internal and external data creates a 360° view of channel performance.

When vendors share internal data (MDF, revenue, managed/unmanaged status) and combine it with bizcise’s external signals, they can see share of mind, partner focus areas, and where to invest or divest.

4. High-trust partnerships look like one team in front of the customer.

The most successful alliances have transparent financials, clearly defined “lanes,” joint statements of work, and the confidence to let partners directly face their most important customers.

5. AI raises the bar for partner skills and customer expectations.

As AI and Copilot become mainstream, buyers often know as much as partners. To stay relevant, partners must evolve their skills, protect their IP, and lead with business outcomes—not just tools.

Notable Quotes:

• On partnership risk and ambition: “Take the risk earlier with your own company—and don’t be fearful. Anything’s possible when you focus on the customer.”

• On what true collaboration looks like: “The client knows you’re two organizations, but they should see one delivery team.”

• On data hygiene and being found: “If someone’s searching for a Copilot partner in Atlanta, are you going to be found?”

• On share of mind in the channel: “You may be growing with a partner, but if competitors are getting more of their share, you’re still losing.”

• On what customers really care about: “Always focus on what the customer wants, not what you can deliver. They might want ‘F’ when you’re selling A, B, and C.”

Chapters

00:00 – Intro: Why Data-Driven Partnerships Matter

02:00 – Meet Nigel: From Microsoft to bizcise

05:00 – What bizcise Actually Does: Assess, Intelligence, Activation

09:00 – The Sherpa Partnership & IAMCP Award Story

13:00 – Building High-Trust Partner Frameworks

16:00 – Market Focus: Large Enterprises and Growing Channels

18:30 – When Partnerships Fail (And What to Avoid)

20:30 – AI, Copilot, and the New Partner Landscape

22:30 – Data Hygiene & Advice for Smaller Partners

24:30 – Mixing Internal & External Data for 360° Channel Insight

26:00 – Career & Partnership Advice for the Next Generation

28:00 – Closing Reflections & IAMCP Call to Action

In this engaging episode of IAMCP Profiles in Partnership, hosts Anthony Carrano and Rudy Rodriguez reconnect with Patricia Maia, Director at Arquiconsult and EMEA finalist for the P2P Solution Partner Awards. Patricia shares her expert perspective on forging successful international partnerships, particularly within the Microsoft Dynamics ecosystem. She highlights the critical role of trust and honesty, the impact of cultural differences on collaboration, and the transformative power of AI in business processes. Patricia’s stories illustrate real-world challenges and solutions for working across borders, building resilient partnerships, and balancing technical expertise with people skills. Her commitment to community involvement rounds out an episode packed with practical advice and inspiring lessons for business professionals and Microsoft partners.

Guest:

Personal LinkedIn: Patricia Maia | LinkedIn

Company Website: Arquiconsult | Website

Company LinkedIn: Arquiconsult | LinkedIn

Host:

Anthony Carrano LinkedIn, Managing Partner at Dunamis Marketing

Rudy Rodriguez LinkedIn, Managing Partner at Dunamis Marketing

Podcast Website: IAMCP Podcast

Key Discussion Points:

• Strategies for building and sustaining international partnerships in the Microsoft ecosystem

• How trust, patience, and honesty drive successful collaborations

• Leveraging AI to enhance business efficiency and decision-making

• Adaptability and resilience in the face of cultural differences and challenges

• Client success stories across France, Lithuania, Germany, and beyond

• Balancing technical capabilities with interpersonal skills in partner relationships

• Frameworks for evaluating potential partners and defining partnership goals

• Community engagement and the importance of social responsibility

Notable Quotes:

• "We are in the business of people." – Patricia Maia

• "Trust is built based on honesty." – Patricia Maia

• "Partnership is a win-win situation." – Patricia Maia

• "Sometimes it starts with small things and in a year or two, we become… or a challenge comes or a new customer comes that we suddenly have that big opportunity." – Patricia Maia

• "AI is here already. It accelerates our work and brings new opportunities, but you still have to think for yourself." – Patricia Maia

• "One of the things we learn is that sometimes the countries that are smaller, like Portugal, really have to adapt to others to grow." – Patricia Maia

• "Do not point fingers, do not start blaming each other. See how you can help each other to best serve the customer." – Patricia Maia

Chapters

00:00 Introduction to Patricia Maia and the episode’s focus on partnership strategies

02:10 Partnerships and client success stories – centralizing international support

07:24 Navigating challenges in partnerships: trust, transparency, and resilience

10:29 The impact of AI on business processes and partner collaboration

13:15 Cultural insights from working across France, Lithuania, Denmark, and Spain

22:01 Balancing technical expertise and people skills in partnerships

29:15 Principles for successful partnerships: honesty, patience, and long-term vision

30:23 Patricia’s involvement in community initiatives and social responsibility