Managing Relationship with Microsoft and Changes in the Licensing Structure with Heidi Tucker

Managing Relationship with Microsoft and Changes in the Licensing Structure with Heidi Tucker

Heidi Tucker


FULL SHOW NOTES
https://podcast.nz365guy.com/104

  • Personal background – living in Kirkland, WA, interests, being fanatical about wine 
  • Professional background – current role at InsideView, responsibilities 
  • About InsideView – what they do and their services 
  • Industries that commonly use or geographies where there’s a greater demand for InsideView’s technology  
  • Current trends in the B2B businesses and how they adapt to technology 
  • Recent changes that Microsoft implemented in relation to InsideView and the confusion that resulted after it’s no longer subsidised by Microsoft 
  • Assessing an AI opportunity if an organisation wants to go down that path 
  • How InsideView addresses low-quality data sitting in people’s systems, and is there a demand for it? 
  • What InsideView is doing differently as an organisation, being involved in the AI discussion going forward 
  • Journey on being an ISV and partnership with Microsoft 
  • What is the new ISV program and Heidi’s thoughts on it 
  • Thoughts on old ISV’s concerns about the new ISV program around revenue sharing 
  • Knowledge about the existing AppSource marketplace that we have at the moment, experience on the quality of leads that have come through from the AppSource 
  • What it takes to be a successful ISV 
  • What ISVs need to build into their business as part of their business model for success 
  • Recommendations to ISVs that want to move their product into the global market 
  • Managing relationship with Microsoft as an ISV – how to maintain a good relationship with the product team, etc.
  • Effective ways for engaging the Microsoft Partner Network  
  • SIs that do things differently that move ISV products more, their patterns in their business that cause them to recommend an ISV’s solution more 
  • Effectivity of exhibition space, how to go to events and be effective as an exhibitor 
  • Brand awareness – what works effectively in engaging people, training staff to engage with people 

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Heidi Tucker

Heidi Tucker is Vice President of Alliances and Business Development for InsideView, responsible for driving the company’s indirect distribution, OEM partnerships, ISV/API integration partnerships Channel Sales, and AI Platform data partnerships. She is also responsible for leading strategic alliances with Salesforce.com, Microsoft, SAP, AWS, Oracle, SugarCRM, Adobe and IBM.

Heidi’s career spans more than 25 years leading marketing, sales, business development, and strategic alliances. Prior to joining InsideView, Heidi was Vice President of Business Development at Hoover’s (a D&B Company), where she led Hoover’s API content licensing and mobile distribution and built the company’s first channel sales organization to expand distribution through major CRMs and their partner eco-systems.

She is a strong business leader with key strengths in revenue generation, partner development, strategic alliances, and building high performing teams to deliver significant financial results in fast-paced, high growth environments.

Heidi has a passion for women’s leadership issues and developing the potential of girls into capable, successful women. She has served on several boards, including International Ballet Theatre and Girl Scouts of Western Washington. Heidi has also served on two international diplomatic/trade delegations: Baltics and China. She is also passionate about wine and co-owns a winery (NIGHT Wines) in the Napa Valley with her life partner and winemaker.