Driving Business Growth with Ethical Partnerships and Continuous Training: A Conversation with Javier Lozano
Welcome to the IAMCP Profiles and Partnership, the podcast that showcases how Microsoft partners and IAMCP members boost their business by collaborating with other members and partners. I'm your co-host, Anthony Carrano. And in each episode, I'll be talking to some of the most innovative and successful partners in the Microsoft ecosystem. The International Association of Microsoft Channel Partners, otherwise known as IAMCP, is a community of Microsoft partners who help each other grow and thrive. Members can find and connect with other partners locally and globally and access exclusive resources and opportunities.
Anthony Carrano:Whether you're looking for new customers, new markets, or new solutions, IAMCP can help you achieve your goals. We'll hear their stories, learn from their experiences, and discover the best practices and strategies they use to increase customer loyalty and grow revenues. Whether you're a new partner or an established one, you'll find valuable insights and inspiration in this podcast. We hope you enjoy this podcast and find it useful and inspiring. If you do, please subscribe, rate, and review us on your favorite podcast platform.
Anthony Carrano:And don't forget to follow us on social media and connect with us on our website, www.profilesinpartnership.com, where you can find more information, resources, and opportunities to partner for success. Thank you for listening. And now let's get started with today's episode.
Anthony Carrano:But before we dive into our interview, let me ask you a couple of questions. As a Microsoft partner and member of the IAMCP, how are you investing in the continuous learning and development of your employees and customers as a way to grow your business?
Anthony Carrano:And how do you build and deliver the right solution to help you achieve that? These are some of the questions we'll explore in this podcast with the help of our guest, a P2P EMEA winner for the Adviser Awards and an ISV awards nominee. He'll share stories, challenges, and successes, and give you practical tips and advice on how to build for success. Are you ready to join us on this journey? Then stay tuned because we have a great show for you today.
Anthony Carrano:Our guest is Javier Lozano, the CEO at Nanfor Iberica, an award-winning ICT consultancy and advisory firm implementing educational platforms to facilitate learning as a service. Let's hear what he has to say. Welcome, Javier, to the podcast today. Thank you for joining us.
Javier Lozano:Thank you very much for having me here. I am very happy to to be part of your activity today.
Anthony Carrano:Yeah. We're looking forward to a great, great interview with you. Let's start off. Tell us a little bit about yourself and your role in the company.
Javier Lozano:Okay. Well, I'm Javier Lozano. I'm from Madrid, Spain, but I have always, very international and IT minded. So I started to study business and I was, specializing all the time. And when I have seen all all this stuff of technology, I said I have to go to the computer, to the computing science.
Javier Lozano:So I started to study computing. And then I started my own company that I am actually the owner. It's just Nanfor. It's a company that I founded about twenty five years ago. And, we are very happy to work in IT, with all these changing changes that make us be young all the time with all these time changing activities.
Anthony Carrano:Nice. Nice. And how long, have you been part of IAMCP?
Javier Lozano:So I noticed IAMCP of the American meetings in the the first year that was open. So I think it's from maybe sixteen years or fifteen years, something like that. I don't know how it's this time from the Spanish chapter that was founded one year afterwards, the American one. So I've been always very close to partners. I think that one of the, you go to the make out doctor, they say partnering and socializing is a very good thing for health.
Javier Lozano:So in my case, I used to do that, and I like very much to share my knowledge and to learn from others. This is why I thought that was a great idea to start this association. This is why I was working actually in with the IAMCP. I am engaged in different activities. I am a member of the P2P Partner worldwide.
Javier Lozano:Then I am member of the ENCP EMEA. I am the member as well for the organization. And then I am as well a member of the Spanish chapter of the of the board, a member of the board. And we are organizing a very important meeting, international meeting with EMEA this year in, Spain. All the the the chapters are coming in the month of October.
Javier Lozano:So if you guys know, so someone who is going to to this is attending to this broadcast, they are very much welcome to to attend. We are going to be in a very nice place, and it's going to be what we call in Europe, Illuminate, which is the the meeting of all the of all the partners from Europe.
Anthony Carrano:Nice. Fantastic. Definitely we'll be on the lookout for that, for sure. And really appreciate your service to the IAMCP community, so thank you. In addition to being the, you know, the most recent EMEA winner for the Adviser Awards and the nominee on the ice for the ISV awards, you know, last year.
Anthony Carrano:You've also your company has won, like, over 20 awards from Microsoft, you know, over the years. So very involved, very aligned. Congratulations there. Let's talk though a little bit about, your company's areas of specialization. Can you tell us a little bit about that?
Javier Lozano:Yes, of course. Historically, we have been members from the area of learning. Actually we are training solution partner. We cover the six designation areas regarding training, and we are always working in this area. Afterwards we have been working in the area of designation for Microsoft and AI.
Javier Lozano:And, we are, actually the two ISV. We have a solution, that is, in the marketplace, one year ago and it's regarding, licenses of what we call learning as a service. So these are our main, three main activities.
Anthony Carrano:Excellent. Excellent. And I know as a very, you know, partner driven company, you guys, you know, you have, like, 18 partners, you know, across from Spain, Mexico, and Portugal. But I also have heard that you guys are breaking into the US. So share with us a little bit about how, Nanfor is accessing, and entering the US market.
Javier Lozano:By the way, we have started the activity with in the US market thanks to the IAMCP.
Anthony Carrano:There we go.
Javier Lozano:So we started at the beginning and I was in the same activity because we have, organized from Spain a meeting in Costa Rica and some partners from in Texas. They wanted to check which kind of activities that we have. And then, we have been in contact with another partners from Microsoft that they are authorized lab providers. So these two partners, CelesteTek and Xtreme Labs, are the ones that were interested in working with us. They have seen our solutions.
Javier Lozano:They have seen that there is a space in the marketing in The Americas. And, we have started with working with with them. And for some we do learning as a service solutions, especially they are working actually with all our family of Copilot solutions from the end user adapted to different roles to the, as to the to the technical content because our learning as a service solution has the software, but we include content and all the the materials that make the company able to work with this, this software and the content that is inside. Okay?
Anthony Carrano:Mhmm. Mhmm. Well, I'm not sure if you're aware, but we're actually, being in Texas ourselves, we know Victor and Jose at CelesteTek very well. They're great guys great guys to work with.
Javier Lozano:Perfect. Thank you. Yeah. Victor and Jose, very nice. Yes.
Javier Lozano:These are, one of our partners that they work with with us in in this activity. And thanks to the IAMCP, we we have been in contact with them.
Anthony Carrano:Excellent. Excellent. Well, I know on that note, we're really, interested in learning more about the about the story. Rudy?
Rudy Rodriguez:Yeah. Well, Javier, I'm really interested in the story, having been a learning partner myself at one time and and graduated from that industry because it's ever changing, isn't it? And so one of the things that that really got me interested was how you built, you know, came up with the ideas, learning as a service. And then some of the partners that you worked with says, I was especially interested in the story that you told about working with Redcom Cybernetico and then the number of people that you trained. Was the goal to certify those people or just just to give them basic knowledge? Can you tell us a little bit about how your service works?
Javier Lozano:Yeah. For why we have, developed this solution? Because, we are focused on solutions with impact. That means that organizations, some people need to to have impact in what they are doing. Classical, learning solutions, with, like a course that is organized from Monday to to Friday are very good, but they have a start date and an end date.
Javier Lozano:And, maybe in the companies when they have they want to to apply this knowledge, they have problems or issues. So, one of the things that we want is to offer a continuing solution, technical solution that helps people, technical people, and final users because we have learning as a service with third contents, which are for high end or technical guys, or we have learning as a service workforce that are mainly offered to the to the end users. They need to be always in this ever changing, as you know very well, Rudy, about learning is actually the speed of change is increasing all the time. No. It's not it's not a problem.
Javier Lozano:When we were in the moments of the SQL, when we started with the the versions, it's coming another version we have to change. But now it's all moments. Yesterday, I was with, with more than 200 people talking about AI solutions. They were, all of them, IT people from a professional college in in Spain. And I was doing a a demo, and suddenly, I saw a new thing.
Javier Lozano:Oh, this has come from yesterday. It was not, it was not, but today also arrived. People need updating constantly. People need service. Companies are changing all the time, and they face an very ferocious competition, and they have to face a change and technology as a must to survive.
Javier Lozano:So people need to have this kind of of services. What is learning as a service? Learning as a service is a license that you buy for one year. You have all the knowledge, the service, the support, and the technologies of from Microsoft, from Linux, from, from Gill, and from, is Chrome methodologies that you can get in the year. So if you are a very good student and you want to study a lot and and and achieve, being architect in five months, you have just to pay what the license.
Javier Lozano:The company buys a group of licenses, and these people, they they get what they need. We change the concept of knowledge, from CapEx to OPEX. So that means that it's a fixed a fixed investment. They don't have to be worried or because they have a new project. Say, oh my oh my god.
Javier Lozano:Now I have to invest in knowledge. I have to invest in training. I have to find a good trainer where I'm going to have that. This is overcome. We don't have to we have, for example, Avanade Avanade is a customer of this program. Toyota in Mexico, in some banks as well. Not only, partners. Okay? Because they need that. They need that. No?
Javier Lozano:This is the the point. They have to have, as well, support and service. We have a group of people in different countries that if they want, they can contact us, they'll learn as a service with this kind of service. So what they have is, to avoid, the problem of the new projects and as well the problem in terms of partner of Microsoft partnership, the situation that Microsoft, as you know very well about designations and continuously certifications, they they can get this training.
Javier Lozano:Other result that we have from some of them from Redcom is that they have decreased their their rotation of their people, of their staff because they the staff knows that when they go they go they join this company, they're going to have the training for grant warranty. They don't have to ask. They don't have to see yesterday, by the way, one guy say, no. In my company, I want to get training, but I'm not the one that is selected, and I am not satisfied for that. So in this kind of learning as a service program is a guarantee the the knowledge and has this, these advantages.
Javier Lozano:And this is why we started with that, and we think that companies need some of them they need as well, the technology. They don't have their own LMS. They don't have this software that needs to be supported and they don't have as well the contents that we are developing always for including the solution.
Rudy Rodriguez:Since you mentioned that they don't always have the the platform to do this. So, like an LMS. So does your system include an LMS where you can give companies reports on who's taken the training and how well they've done or any any metrics along those lines?
Javier Lozano:Yes. Of course. Thank you for bringing me this question. It is very important, for companies. This is another advantage.
Javier Lozano:They have on demand reports. They can, automatize the information. But we have, we think that online and and delivery of knowledge is not only of online with technology, but with person. So we always have meetings, online meetings with the support managers. We have each company has their own, their own agent, their own support and professional that gives all the information.
Javier Lozano:They have, reports of four. And this is very interesting because since they, it increased productivity because, company pays for the licenses, but the not only the company knows how it is are going the the knowledge of the of the students, but as well, the honest student is meeting with their managers in this information. So the motivation is much highly to, learn more with less.
Rudy Rodriguez:I'm glad you elaborated on that because you talked about the impact of training. And so that's really great that they have their support managers and stuff because that's always very important in measuring the impact of training. As you mentioned earlier, you know, when it was all instructor led, there was a beginning and an end. And as I used to talk about it, people remember 30% of what they learned in that week. And then, you know, how do you keep people informed and keep it going?
Rudy Rodriguez:And it's very important because then as a service, they can revisit some of those things that they weren't clear on and get answers to their questions. So that's very, very important. So I really like the part of learning as a service and how how you're expanding that.
Javier Lozano:Thank you.
Rudy Rodriguez:Can you tell us a little bit about, you know, like some of these things, some of the projects that you've worked on, I saw one where, you were training hundreds or thousands of people, to become better and and more productive in their jobs. Can you tell us a little bit about about some of those successes that you've had?
Javier Lozano:For example, one of the projects that, have, we have achieved more than 1,000 about 2,000 people, more than 2,000 people, was organized with Microsoft and with, IAMCP as a group that we started to to train in, in different areas. We have certification areas, but we have as well customized training. In terms of of business, we are more, usually our partners or our end users are, many of them are SMBs. Okay? They are not, some of them I have talked about big companies, but maybe sometimes these companies have their own their own platforms or they have some they are only call us for a very specialized consultancy or very specialized solution.
Javier Lozano:But the main problem is for the medium to small companies. Most of the partners of the IAMCP, companies that maybe they don't have 3,000, 4,000 employees, maybe they have 40 or maybe as our friends, they have 10 or 15. How they can achieve how they can get this this training. With us, since it's absolutely flexible, they are for sure, have the the knowledge. For instance, someone leaves the company, the license can go to another person.
Javier Lozano:So, for that, we have given this offering to the the whole. And in Spain and Portugal, we took more than than 250 partners, and at the end, the the number of people that we achieved of learning were about more than 2,000. This is, with a big quantity. But I would like to mention too, how we can impact is, the companies as a whole. Now because this is a very huge project with many people and many companies, but we are focused how the knowledge can impact the business.
Javier Lozano:How we can impact the business because this is very important, and we have to go with to the CEO. We have to work with the owners of the company, with the board. And this is our main goal right now. Our main goal is we want you to speed your business, which are your specialties. For example, in terms of partnering with Microsoft, you want to be a partner of which kind of specialties, data and AI.
Javier Lozano:So which is the level of knowledge of your staff? What needs your staff to achieve to get the designation or specialization, which are the steps that you have to get, and we provide you, consultancy from the beginning. Because sometimes, you find out that some companies, they have some some professionals that they don't know anything about data and AI. So now I want to start about that and and other people that they already know about that. Then they don't know that they have to do that.
Javier Lozano:So we have to to fix all these needs, and then the company has their own needs of business. So you have to to create a group of interest from all the stakeholders to achieve the impact in the organization and profitability. Otherwise, some of the decisions of the knowledge management in the companies are not, are not involved in getting this this profitability and this, and this impact.
Rudy Rodriguez:No. It's it's very important to do that assessment upfront, and that's a lot of companies skip that, and then they don't realize the the real value of the investment that they have to make in training their employees. So you've mentioned workforce development, and I noticed that you've also gotten some grants from from the government to help train people. So workforce development is really important. Can you tell us a little bit about how you went about that process?
Javier Lozano:Yeah. We have, working with, with activities because as well, apart from being from the IAMCP, we belong to another European association that it's focused on changing and training people to achieve better employments and achieve better activities. So what we do is to find companies that need talent and then people that they have to be, that they want to go to the market. And then what we find are, European Union funds from different different activities. And once we organize all this activity, we work with this area of of workforce, and we give them, this solution as well, learning as a service solution.
Javier Lozano:That the idea is to keep the the contact with the student, with the learner all the time, not leaving them in a starting and end course. Okay? So our idea is maintaining relationship with them always and trying to provide the best for for their not only for the company, but as well for the student.
Rudy Rodriguez:Do you work with any learning institutions, colleges and universities to provide your services through those organizations?
Javier Lozano:Well, actually we work with learning some institutions that are in private universities, but actually the new project that we are dealing with are with professional associations of companies. I mean, so we work as well with different groups of, of verticals. We are working with verticals too. For example, engineering. We have actually, some business cases about engineering.
Javier Lozano:They have engineering that they want innovation, and they have in their staff maybe 10% of people that they are IT people, not only engineers. They have maybe and what they buy for our mass is their learning as a service. They have their LMS, which is we give them the LMS, and we train them. And because what we want is companies have success. So we are seeing, for example, in the verticals of engineering that companies that have 200, 300 people, they don't have any IT people inside.
Javier Lozano:So they are always depending on one company that is going to tell you something to do, and then they do a project and this project stops. And then another is the same thing of the training that I was telling you. No. One project or training starts and finish. I said, but what what the hell? And then why you have that?
Javier Lozano:I have this program. I have this. So for us, it's very important. This continuously driving knowledge and and acquisition of knowledge that permits companies to be independent in in the verticals or in touristic as well, and we are in the verticals of learning, of training.
Javier Lozano:We offer this kind of technology to the learning area. Okay? So this is these are apart from the the IT companies, these are our verticals.
Rudy Rodriguez:That's great to hear because, that ties in with something that I got taught a long time ago, by one of my advisors in college who when I graduated, he pulled me aside. He goes, "I really respect what you've done for us, and I want you to remember one thing. Learning is a lifelong process. Never stop." So that's very, very important.
Javier Lozano:And, of course, this is something that some people forget. So you say, "How long how many hours did you apply last year of having new knowledge?" Say, "Oh, I've been maybe I have taken a training of ten hours or twenty hours." So say, "How the hell? You have to be learning all the time, all the weeks, all the days. You have to pay one hour, two hours of learning." This is very important to be in the to be able to give them good service to the society.
Rudy Rodriguez:Absolutely. Anthony, you got some more questions?
Anthony Carrano:Oh, no. I'm on the note of learning. I'm just listening in and enjoying all this. Always good advice. Well, talk about, what are some things that you found as you're engaging with these companies that are, you know, embracing this learning as a service.
Anthony Carrano:What are some things that you're seeing in terms of some of their success rates?
Javier Lozano:Okay. They have increased. For example, right now, we are having a lot of success with our all our AI Copilot solutions because, right at first, the last week we have for one of the companies that they say, I don't know how they have missed their app. I don't know how they do that. But they say that in tech, for example, the development department has achieved improvements of 80% of productivity because of the learning that they have taken from GitHub Copilot and project development and implementation.
Javier Lozano:For me, the figures that are respectable maybe is 22% to 30%. In terms for example, for of offering new services to the customers because they have developed, they know how to develop their the new Copilots for service, for servicing this, their customers. Another is the the rate of success of projects. In terms of IT, as you know, there are some companies that they have a lot of people, but they don't have time to train because they ask if the the asset to the company say, you have to do this project, but I don't have the training. What could I do?
Javier Lozano:I don't have time. You have to learn in from the scratch or with experience it. And the the project sometimes is a failure because of that. So once we have, the the the rate of, of success in projects has increased in for for example, Redcom, which is a company that we have I have put in. They achieved 27% of improvements. They have they didn't have situations with the people that they were engaged in the learning as a service program.
Javier Lozano:Why? It's very easy. We have, we have, a special, very clear case with a field service project. They had to, one company has bought Dynamics three six five field service, and the the IT company have to offer services for that. But they didn't know about that.
Javier Lozano:So in the past, with a project, similar project, they have to contract a training. They didn't have time to organize that. They have to push the project in the moment. With the learning as a service, the guys were studying another thing, but they changed and they started to work with that. In one week, they they knew a little bit of what they were talking.
Javier Lozano:In one month, they were able to perform service and to, administer and develop services to this company. So it's a very flexible way. This is another advantage that we see with this program. Breadthcom, for instance, they have the problem of of achieving. They they started to to to to spend on on their on their staff, training them and certifying them.
Javier Lozano:Suddenly, when they certified, some of them, they quit the company because they were hired by others because they have a very high level of certification. Now with the learning as a service, most of them, they stay because they they have a longer term of engagement with the company because they say, I want to be here at least one or two years to receive and to get my architect certifications, and being these projects. And, and they don't have the the problem of, so, of changing people and certifying I have to invest and losing the certification.
Anthony Carrano:Mhmm. Mhmm. I know you had mentioned that you tend to work with the owners, CEOs, and boards. What have you found to be kind of different in some of the the cultures, like the organizational culture of those companies that embrace learning as a service versus those that do not?
Javier Lozano:The change, but we see that people that they don't embrace such kind of services.
Anthony Carrano:Yeah, what's different in terms of the organizational culture? There's as you're working with these different-
Javier Lozano:Yeah, this is a 20th century, 20th century culture to 21st century culture. So I want to have money in the pocket. I have to I want to have money in the pocket very short term and then the money disappear because they don't invest anything in. And the main changes are short term companies that they say, I need something, let's pay for that or people that they know, companies that they know they have to invest to improve. In, for example, this company that we are working in the engineering area, they are increasing their business 50% yearly because they are investing off very heavily in technology, but they are investing in a proper way.
Javier Lozano:It's not a kind of because some of the business, when you, for example, Anthony has asked me, the twentieth century business owners or CEOs, what they say is, oh, I have seen another company that they have this technology. I have to buy it. They go to the to the provider. Give me this technology very fast. But they they didn't have a strategical plan.
Javier Lozano:They didn't have an IT and an innovation plan that is embedded in their business. They are working just step by step or without any long term business. So this is these are the differences, not a strategical approach, to technology in embed in their business to the other, approach of the technology that is doing by impulse because someone has that or I need this CRM or I am going to put this ERP, and then I have the problem that why I do that and people, they get disappointed because, this is not value for us. No? Or I have this technology, and I have this investment, and I didn't have any ROI because of that.
Anthony Carrano:Now I know I've mentioned you guys are a partner, you know, driven company. What tends to be your criteria for selecting a partner?
Javier Lozano:So our criteria, first is to learn that they understand our business, that they really feel we're not asking or looking for a very big company. We prefer more, partners that they really appreciate, what we do and they believe that these solutions for impact solutions for companies. And the second, of course, is their commitment. What are they're going to do? What do they feel to do that?
Javier Lozano:Not just to have our name of our logo, to put our logo. I am doing this service because it's very modern, but commitment. We are always looking for commitment and, of course, experience in the market. We need to have we have different partners. We have sometimes partners from learning partners.
Javier Lozano:We have in Mexico, for example, Executrain, which is a very, a very good partner of with learning as a service and they're doing a great job with that. They are more focused in this in this part, but then we have IT people that what they do is to get our solutions to get impact in the organizations. At the end, what we need is commitment.
Anthony Carrano:Excellent. Excellent. Excellent. And now as you've gone through some of these engagements, do you guys usually have any challenges, you know, with your partners? And if so, what tends to be kind of the most common challenge, and and how do you work together to overcome it?
Javier Lozano:So the main challenges that we have with our partners, are always communication, be aligned in the business and understand the needs of the, of the our common customers. The most important thing is how we can understand the needs of our customers to give them the best to achieve their satisfaction and to achieve new contracts. So how do we do? We have to do it with, of course, with, learning as a service programs that they are, all of our partners, they have their own licenses. And we do always with with the webinars, with, potential, meetings, with personal meetings, in person meetings, online meetings, and of course, sharing new business cases.
Javier Lozano:We work a lot in in this area, putting together a specialist of its company to talking about their experiences.
Rudy Rodriguez:Yeah. I've got a follow-up question. So, you know, based on on all your partnering experience, you know, I've heard you mentioned that, that engaging with your company helps increase customer satisfaction. Are you also tracking if it helps grow revenue for for your clients as well?
Javier Lozano:This of course, this is one of the of the main issues that we need that we need. This is why I have been talking before about, customer satisfaction and understanding the the customer. If we don't know the customer, we are not going to be able to offer him something that is going to be valuable for him. And he's not going to be as well, profitable, and we are not going to have ROI. If we go just to sell this technical solution, I am selling you a CRM.
Javier Lozano:This is not going to work. We need to to to learn. This is why we love partnering because the partner knows much better than the customer. If I go to the US and I'm trying to to learn about the customer that, CelesteTek has or Xtreme Lab has, it's going to be, for me, it's much much easier to achieve, the experience of this of the partner and to increase our business and their own business, with these business agreements and knowing the customer and giving them what they really need. And for us, business growth is fundamental, of course, and and the business growth not only for the the the the customer, but of course for for us, for the dealings that we do with them.
Rudy Rodriguez:Well, I love your passion, and you led right into the next question I was gonna ask, which was, you know, it's the closing question to this interview, Javier, is what advice would you give companies like yours in regard to partnering? Because partnering, you know, the one thing that you've stressed is how important partnering is. So what advice would you give companies like yours about partnering?
Javier Lozano:So the first advice is to be ethical. The second advice is quid pro quo, which is win to win. I was thinking, what is going to win my partner? I am thinking in my partner, what how he can win? If he wins, I win.
Javier Lozano:Not the idea of 21st century partnering. I win and then everybody, no. No. We are we love the long term partnership. We'll have partners many years, and we are very happy to see them because they earn money with us.
Javier Lozano:We earn money with them. We are happy because we see that the customers are happy. This is the ethicality is very important. It's, of course, long term relationship and commitment and, of course, efforts. No?
Javier Lozano:We have to work with the programs and follow the business and being professionals that this is something very important, of course. No. Because sometimes maybe you find someone that wants to do something, but maybe it's not the right company or the right group of people. But for us, long term and how the the partner is going to win. If some partner wants to have partners, what they have to know to think is how they are going to achieve business, not only squeeze them.
Rudy Rodriguez:Gotcha. No. I love that passion. I love that passion.
Javier Lozano:Thank you.
Rudy Rodriguez:It goes a long way. It goes a long, long way.
Javier Lozano:Long term relationships are the most profitable ones.
Rudy Rodriguez:Absolutely, absolutely.
Anthony Carrano:That's a great word.
Javier Lozano:Yeah, I think that is the only way because if you trust and you get it and as you know very well to get trust from others is a long term thing. This is why, you can have good solutions and the companies, the end user or the company, the final customer, see us as a team is and and appreciate this kind of panel. This is why I love very much the activity of the IAMCP. I think this is very important. I think we need to to work more in giving, this kind of of, business cases, opportunities.
Javier Lozano:For us is sometimes is surprising. The very high value that the IAMCP is giving to all the community and how the partners sometimes they don't value that. It's because, and for us, it's incredible how you give a lot of business and how you give opportunities. And maybe because it's easy. I don't know why. But they don't value this this partnership.
Javier Lozano:I know that because I am in other in other associations. And I know how they work. And I know the difficultIES, the very- here is much much easier because we have the most of most of the technologies are similar. We know the same.
Javier Lozano:But sometimes, you know, they have this jealousy situations. These are this partner is going to give me it's going to take me. But if you study the the relationship, I think maybe 90% of all the partners have many points in common to develop their own businesses.
Anthony Carrano:Well, that's a great word, Javier. And really we really appreciate you being on. This was a fantastic interview. A lot of wonderful, wonderful insights. So thank you.
Javier Lozano:Thank you very much.
Anthony Carrano:Yeah. Absolutely. As we wrap up, what are some ways how can listeners find out more information about you and Nanfor and all the work that y'all are doing?
Javier Lozano:So they can find in our web, we have contact there. They can find me in LinkedIn. I am g a v l o z, Jablov, Javier Lozano. And they can call me too. I am in LinkedIn.
Javier Lozano:And of course, we have a group of we have our our own Copilot that can give advice to about how to partner with us in our web. They they can find our own Copilot service to agent that they can give you information. But I will be very glad to be in contact with, any partner that can want to know about our business and how we can engage and have a relationship with them.
Anthony Carrano:Excellent. Excellent. I'll include be sure to include all those links in our show notes. Well, this does it for today. Once again, thank you, Javier.
Anthony Carrano:This was fantastic. You have a great day.
Javier Lozano:Thank you very much to you all. Thank you. Same to you. Have a very nice day.
Rudy Rodriguez:Take care.
Anthony Carrano:Wow. That was a great episode. I really appreciate, Javier's, you know, excitement and his passion, for learning. I mean, it was infectious.
Rudy Rodriguez:Yes. It was. There was a lot of passion in Javier's voice. Once he got warmed up, he he really got going. I really enjoyed that.
Anthony Carrano:He did. He did. And I also just, you know, having, and he sounds like he's really not only appreciative, but also just a real contributor to the IAMCP community. So it was great getting his, you know, perspective, you know, on all that. I mean, I really appreciated at the end his advice to partners.
Anthony Carrano:I mean, I just thought it was so, you know, just succinct and powerful. First and foremost, you know, just the importance on being ethical. Right? And all that that implies. And, you know, coupled with that is looking to, you know, always create win win, you know, for obviously, for yourself, your own company, but also for your partner.
Anthony Carrano:And this combination that of, you know, being ethical and always looking to create, you know, win win situations leads to the third point about having the perspective that good long term relationships are profitable ones. But how you gotta be ethical, and you've gotta go look to create those win wins, which helps, you know, really facilitate those good long term relationships. And so it was great just hearing him just share some of the stories as well as some of your own stories, Rudy, as you guys have both, you know, been, you know, in the ecosystem for a long time. So it's really just refreshing to hear.
Rudy Rodriguez:No. I really enjoyed it and especially the the innovative approach that he's taken to his business, learning as a service, that's taken a long time to evolve. And having been in that business at the early onset in way back even in the 1990's, it really has evolved considerably. And the approach that he takes of working through partners, that's, you know, I really appreciate his patience and passion in teaching partners, the value of learning, because when you teach partners and customers, the value of learning and how to use the technology more efficiently, more properly, they develop more depth and that breeds loyalty in your employees as well, because employees always wanna wanna work for people who are continuously learning. As I mentioned in the interview, learning is a lifelong process.
Rudy Rodriguez:And one way to keep happy employees is to continuously train them. So they know their jobs well, and they know how to execute, and then they teach their customers how to execute. And we learned that in another interview that we did earlier today, that learning is, is valuable. And if you teach your customers how to use the technology properly, then they'll be law be lifelong customers, and those are the profitable ones. Those are that's really great to know. And I appreciate Javier's passion in sharing that with us.
Anthony Carrano:Absolutely. Absolutely. Just also too, I really appreciated how you just talked about just the importance of understanding the needs of the customer and, you know, coupling that with a commitment to always give them, you know, your best. And if, you know, more and more just realize that, you know, building, delivering, you know, and just ensuring, you know, amazing customer experiences is the best form of marketing and I bet, you know, one of the best ways that, you know, businesses can really grow, you know, their own business. So I really appreciated him sharing that.
Rudy Rodriguez:Same here. And, you know, the other thing I wanna share about this, with our listeners, the chapter in Spain is one of the most engaged IAMCP chapters in the world. Everyone I've ever met from there is just as passionate as Javier was. So I really appreciate that. I wanna thank, all of our listeners for joining us today on this episode of IAMCP Profiles in Partnership powered by Dunamis Marketing.
Rudy Rodriguez:We hope you enjoyed this podcast and find it useful and inspiring. If you did, please subscribe, rate, and review us on your favorite podcast platform. One of the best ways to partner for success is to join the IAMCP, a community of Microsoft partners who help each other grow and thrive. IAMCP members can find and connect with other partners locally and globally and access exclusive resources and opportunities. Whether you're looking for new customers, new markets, or new solutions, IAMCP can help you achieve your goals.
Rudy Rodriguez:To learn more, visit the website at www.iamcp.org.
