with Leigh Ann Campbell, Ultimate Partner Community Member

Unlock the secrets to explosive growth in the digital landscape! 

Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/

Check Out UPX: https://theultimatepartner.com/experience/

Is your business ready for 2026?

Welcome back to the Ultimate Guide to Partnering® Podcast.

In this insightful episode of The Ultimate Guide to Partnering, host Vince Menzione welcomes Leigh Ann Campbell, CEO of Rev Alliances and a seasoned expert in building successful Microsoft partnerships. Leigh Ann shares her remarkable journey, including her pivotal role in transforming Quest into Microsoft’s number one co-sell partner worldwide. They delve into the critical elements of effective partnering, introducing Leigh Ann’s powerful “FAME” framework: Focus, Audience, Message, and Execution (now “E-squared” with Enablement).

The conversation uncovers practical strategies for navigating the complexities of the Microsoft ecosystem, emphasizing the importance of sales enablement for your own team, understanding Microsoft’s internal scorecards, and aligning partnership goals with your CRO’s revenue objectives. Leigh Ann provides valuable advice on focusing your approach, crafting the right message for the right Microsoft audience, and executing with precision. She also shares her vision for the future of Rev Alliances, including the exciting integration of AI to scale her proven methodologies and help even more partners achieve their greatest results.

Key Takeaways:

• Sales enablement for your own sales team is crucial for scaling your Microsoft partnership beyond the alliance team.


• Understanding the tectonic shifts in customer buying behavior is essential for rethinking partnership models.


• Data quality and a shared purpose between your company and Microsoft are fundamental for a strong partnership.


• Leigh Ann Campbell’s FAME framework (Focus, Audience, Message, Execution/Enablement) provides a practical roadmap for partnership success.


• It’s vital to understand Microsoft sellers’ scorecards and how they are measured to align your efforts.


• Engaging your CRO and aligning partnership KPIs with sales goals is critical for company-wide buy-in and success.


• Focusing your efforts on a specific area of success within Microsoft and then expanding is more effective than trying to do everything at once.


• Building trust and making it easy to work with your company are key to successful engagement with Microsoft sellers.

Don’t miss this opportunity to gain insider knowledge from industry leaders shaping tomorrow’s digital world. Tune in now for an inspiring conversation that could redefine your business strategy!

Keywords:

Microsoft partnership, co-sell, sales enablement, partner program, ISV, SI, Rev Alliances, Leigh Ann Campbell, Vince Menzione, Ultimate Guide to Partnering, FAME framework, focus, audience, message, execution, enablement, Microsoft sellers, channel partners, partner strategy, alliance management, tech partnerships, B2B partnerships, software partnerships, cloud partnerships, Azure, Microsoft Marketplace, partner center, co-selling with Microsoft, achieving partner success, partner growth, revenue generation, pipeline development, Microsoft ecosystem, navigating Microsoft, partner of the year, product integration, AI in partnerships

<figure class="wp-block-embed is-type-video is-provider-youtube wp-block-embed-youtube wp-embed-aspect-16-9 wp-has-aspect-ratio">

</figure>

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.

.

<figure class="wp-block-embed is-type-video is-provider-youtube wp-block-embed-youtube wp-embed-aspect-16-9 wp-has-aspect-ratio">

</figure>

Leigh Ann Campbell Audio Episode

[00:00:00 ] Leigh Ann Campbell: Sales enablement, uh, not of Microsoft Sellers. This is your sellers. Ah, because it doesn’t, it doesn’t do you any good if the only group within your company who understands Microsoft are the, is the alliance team, right? Because that doesn’t scale. You need your sales people out there doing co-sell with their peers at Microsoft.

[00:00:23 ] Vince Menzione: We believe this time is like no other. We believe we refer to these as the tectonic shifts,

[00:00:28 ] Intro: all the hyperscalers in the world, if you add them all together, managed services will be one and a half times larger

[00:00:34 ] Vince Menzione: because it is the customer buying behavior that has created the need for all of us to rethink our models

[00:00:41 ] Intro: until we have data quality, the effectiveness of AI cannot be realized, and effectiveness of the partnerships cannot be realized.

[00:00:47 ] Intro: Can you figure out first, what your purpose is and how Microsoft can support your purpose and how you can support Microsoft purpose? Now we have a partnership. It’s the ultimate partnership.

[00:01:00 ] Vince Menzione: Welcome to, or welcome back to the Ultimate Guide to Partnering. I’m Vince Menzi, own your host, and my mission is to help leaders like you.

[00:01:08 ] Vince Menzione: Achieve your greatest results through successful partnering. And today I have for you a leader who’s helped organizations drive their greatest results as Pinnacle Partners working with Microsoft. I. Leanne Campbell was a leader that led one of the largest ISVs to the top partner status working with Microsoft.

[00:01:26 ] Vince Menzione: And today she leads her own company as CEO of Rev Alliances, and I’m privileged to have her join us today here in Boca Raton. Leanne,

[00:01:35 ] Leigh Ann Campbell: welcome to Boca. Thank you so much for having me.

[00:01:37 ] Vince Menzione: I’m excited to have you. You know, you and I have known each other for several years. Yep. And when I first met you, you were leading one of the largest partnerships working with Microsoft.

[00:01:46 ] Vince Menzione: I thought we’d spent some time talking about your career journey and how you got to this point in your career.

[00:01:51 ] Leigh Ann Campbell: Absolutely. So I was born and raised in Silicon Valley, so uh, just kind of worked out that tech was where I wanted to be and where I landed. So I have spent over 25 years. Wow. You’re too young to be 25.

[00:02:06 ] Leigh Ann Campbell: You started 10 years

[00:02:08 ] Vince Menzione: old, I’m sure. Yes.

[00:02:09 ] Leigh Ann Campbell: Uh, working in all types of companies within Silicon Valley. Right. So I’ve done the startup thing, I’ve done the.com thing, like we’ve talked about. Yes. And you know, later in my career I had a great opportunity to lead sales and alliances for companies like PeopleSoft and HPE.

[00:02:26 ] Leigh Ann Campbell: So Very cool. I feel like I’ve seen it all. I bet you

[00:02:30 ] Vince Menzione: have. So tell us about, ’cause the journey to Quest and. My introduction to you was when you were actually leading the alliance strategy for Quest. Mm-hmm. And at that point had taken the organization to the pinnacle working with Microsoft. And I thought maybe you could take us through what that was like, what you, uh, found when you got there, and then how you led the organization into that journey.

[00:02:52 ] Leigh Ann Campbell: Yeah, thank you. So when I got there, quest had already been around for quite some time. I think they were founded in the late eighties, early nineties. Right. So their claim to fame with Microsoft was their ability to migrate Office 365. Right. So fast forward to when I joined in 2019 ish, they were somewhat struggling to figure out the better together story now that Microsoft had moved on to cloud.

[00:03:20 ] Leigh Ann Campbell: Yep. Right. So my team and I had the opportunity to kind of rebuild that partnership and so we really started. Looking at what mattered to Microsoft, what mattered to Quest, and figure out how we can get best of both worlds. And so, gosh, four years later, we built Quest into the number one co-sell partner worldwide.

[00:03:42 ] Vince Menzione: Wow. That was amazing. And I knew Quest from back in my Microsoft days. And they had gone through several lights, I would say.

[00:03:49 ] Intro: Yep.

[00:03:49 ] Vince Menzione: They were a private company. Then they became part of Dell. Mm-hmm. And they became private again, or I don’t remember the, the, the path exactly. You came, when you came there, they really weren’t relevant in the Microsoft ecosystem.

[00:04:02 ] Vince Menzione: So how did you get them there? Like was there any, any learnings or We’re gonna talk a little bit more about what you do today with partners. Yeah. Is there any specific learnings from that experience that you’ve moved forward with?

[00:04:11 ] Leigh Ann Campbell: Oh my gosh, so many. Uh, I wou