About this episode
Description
Stop experimenting with AI and start driving ROI.
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In this keynote from the Ultimate Partners Winter Retreat, Nina Harding breaks down the massive shift happening in the AI landscape as customers move away from experimental pilots and demand concrete ROI and business outcomes. She emphasizes that the era of selling products and time-and-materials approaches is over, replaced by outcome-based, verticalized selling where vendors and partners share accountability. Through real-world examples in healthcare and retail, Harding outlines how partners can leverage Copilot Studio, Agent 365, and Microsoft’s incentive programs to build specific superpowers, differentiate themselves, and ultimately lead the AI mission alongside Microsoft.
Key Takeaways
Customers are no longer interested in AI experimentation and now expect immediate, concrete return on investment.
Selling products is dead; the modern approach requires a consultative, signal-based strategy focused entirely on business outcomes.
The traditional time-and-materials billing model is disappearing as clients demand shared accountability for project success.
Rapid proliferation of AI agents has made security and governance top priorities for enterprise customers.
Success in the Microsoft ecosystem now requires partners to highly verticalize their value propositions by industry.
Defining and clearly articulating your unique “superpower” or niche is essential to stand out to the Microsoft field sales organization.
If you’re ready to lead through change, elevate your business, and achieve extraordinary outcomes through the power of partnership—this is your community.
At Ultimate Partner® we want leaders like you to join us in the Ultimate Partner Experience – where transformation begins.
Key Tags
Nina Harding, Microsoft AI, artificial intelligence ROI, AI agents, Agent 365, Copilot Studio, outcome-based selling, verticalization, healthcare AI, retail AI, Cognizant, Davos 2026, AI governance, AI security, technology transformation, Ultimate Partner Live, enterprise AI adoption, digital transformation, system integrators, AI pilots
Transcript
[00:00:00] Nina Harding: More importantly, we want to serve more and more people faster, and AI is coming in and having a very practical approach in healthcare alone.
[00:00:14] Vince Menzione: We just finished Ultimate Partners Winter Retreat h
