305 – The Hidden $20 Billion Microsoft SMB Secret Every MSP Desperately Needs Now — Ultimate Partner®

Don’t miss this massive SMB partner shift!

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In this pivotal episode, we sit down with Jose Gomez Cueto, Microsoft’s SMB leader for the Americas, to uncover the monumental shifts happening within the partner ecosystem and the $20 billion cloud opportunity currently on the table. The discussion dives deep into Microsoft’s commitment to the CSP channel, the explosion of AI agents, and why shifting from traditional headcount growth to outcome-based results is critical for survival. From navigating the complexities of the marketplace to the urgency of becoming “Customer Zero” with AI tools, this conversation provides the roadmap every MSP needs to thrive in the new era of technology.

https://youtu.be/QE-1w7GeyPM

Key Takeaways

Microsoft operates a $20 billion cloud revenue business in the Americas alone, with 80% driven by the channel.
The Cloud Solution Provider (CSP) program is now Microsoft’s primary hero motion for the fourth region.
The currency of SMB growth is shifting away from headcount and moving directly toward AI-driven outcomes.
MSPs must transition from traditional IT outsourcing to strategic business process consulting to survive.
Failing to proactively adopt and secure AI tools creates massive liability and shadow AI risks for organizations.
IT providers are urged to become “Customer Zero” by deploying and testing Copilot and autonomous agents internally before selling them.

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

CSP, Agent 365, SMB cloud revenue, outcome-based selling, Copilot for business, Defender for business, shadow AI risks, AI agent deployment, Purview data security, Marketplace API integration, autonomous agents, Customer Zero, Microsoft Americas segment

Transcript

Jose Gomez Cueto AUDIO PODCAST

[00:00:00] Jose Gomez Cueto: And, and you know, if I might say something that is confidential, avid Vince, uh, to be quite honest, please, please, uh, by definition, a marketplace is eliminating intermediaries.

[00:00:11] Vince Menzione: You can feel it happening.

[00:00:13] Vince Menzione: The ecosystem is shifting beneath us. The way Hyperscalers are partnering, how AI is remaking the channel and what it means to win in 2026.

[00:00:23] Vince Menzione: Welcome to the Ultimate Partner Podcast. I’m Vince Menzi, own your host. And each week I sit down with leaders at the intersection of technology, partnerships and outcomes. The voices shaping how ecosystems actually work. We talk about what’s real, what’s changing, and what it takes to lead in this era where the partner channel isn’t just part of the strategy.

[00:00:45] Vince Menzione: It is the strategy because being in the room changes everything. Let’s start.

[00:00:55] Vince Menzione: I am absolutely thrilled for our, our next guest. Um, some of you heard me talk about this maybe earlier or in various pockets of conversation. Um, I believe both the SMB market is an, is an incredible opportunity. We’ve called it the Acre of Diamonds at Ultimate Partner at previous events. And then the MSP community, which I want to thank so many of you to for coming, coming on board now.

[00:01:25] Vince Menzione: ’cause we’ve had some MSPs that have come to all our events. And doubled, tripled, quadruple the sizes of their business. From what they’ve learned in these rooms. And so we invited our next guest to come. Oh, Jose, come on up. Jose Gomez Cuerto is the leader of Microsoft’s SMB business for the Americas. Come on.

[00:01:43] Vince Menzione: Come on over. Come on over. Sit down with me. And I was so thrilled to get this gentleman to come join us. His team is doing incredible work. I got to meet some of his team actually earlier this year. And we know each other for many years ago.

[00:01:56] Jose Gomez Cueto: We do.

[00:01:56] Vince Menzione: When I was at Microsoft, right? Yeah. So, so great to see you again.