How Microsoft Partners Build Scalable Multi-Partner Solutions
What happens when Microsoft partners move beyond referrals and build a true collaborative operating model? In this episode of IAMCP Profiles in Partnership, Anthony Carrano and Rudy Rodriguez sit down with leaders from the IAMCP Seattle chapter to explore how eight partner organizations formed the Seattle Joint Solutions Group. Together, they built a scalable framework for delivering integrated AI, cloud, modernization, and business transformation solutions, powered by trust, shared expertise, and AI-driven collaboration.
Top 5 Intriguing Takeaways for IAMCP Partners
1. P2P Collaboration Can Evolve into a Full Operating Model
The Seattle Joint Solutions Group moved beyond simple partner referrals and created a structured framework where eight companies jointly deliver integrated solutions under one collaborative model.
2. AI Helped Define and Scale the Partnership Strategy
The group used AI tools and agent-based analysis to map each company’s capabilities, identify solution overlaps, create messaging, and develop 35 joint market-ready offerings.
3. Trust Is the Real Foundation of Multi-Partner Growth
The partners emphasized that weekly communication, transparency, shared wins, and mutual accountability were critical to making the consortium successful.
4. Small Partners Can Compete Like Large Consultancies
By combining capabilities across multiple firms, the consortium can pursue larger RFPs, deliver end-to-end solutions, and provide enterprise-level value at SMB and mid-market price points.
5. This Model Could Expand Across IAMCP Chapters Nationwide
The Seattle group hopes to create a repeatable framework other IAMCP chapters can adopt to drive scalable multi-partner collaboration throughout the Microsoft ecosystem.
Notable Quotes:
• “Faster alone, but farther together.” — Pat Hart
• “We can behave like a much larger organization.” — Paul Solski
• “There is just that sense of wanting to see one another excel even beyond our own benefit.” — Alexandra Matthiesen
• “A rising tide raises all ships.” — Denny Ghim
Chapters:
00:00 Introduction to the Seattle Joint Solutions Group
03:25 Why Eight Microsoft Partners Formed a Consortium
05:30 Benefits of Unified Delivery and Shared Expertise
08:20 Competing Against Larger Firms Through Collaboration
11:15 How the Group Uses AI to Map Capabilities and Solutions
16:45 Weekly Meetings, Trust Building, and Communication Cadence
20:00 Building 35 Frontier AI Solutions Together
30:45 Customer Wins, RFP Collaboration, and Shared Case Studies
36:00 Scaling the Model Across IAMCP Chapters
39:15 Microsoft Seller Opportunities and Co-Sell Potential
46:00 Advice for Partners Looking to Replicate the Model
53:00 Closing Thoughts and Key Lessons from the Consortium
Guests:
Seattle Solutions Group can be found on the IAMCP Seattle page on LinkedIn:
Paul Solski, Partner at Redmond Partner Group
Nigel Postings, Partner and Channel Partner Intelligence at Bizcise
Promod Antony, President and CEO, Logic Intelligence
Denny Ghim, Director of Channel Sales at Sandler Partners
Michael Mpare, CEO at WMI Worldwide
Katherine VanHenley, Direct of Internal Operations at WMI Worldwide
Alexandra Matthiesen, Founding Partner at 2nd Forge Group
Patrick Hart, Director of Sales and Business Development at REVTech
Hosts:
Anthony Carrano
LinkedIn: Anthony Carrano
Managing Partner at Dunamis Marketing
Rudy Rodriguez
LinkedIn: Rudy Rodriguez
Managing Partner at Dunamis Marketing
International Association of Microsoft Channel Partners: IAMCP | Website
