Corigliano Advisory
Full-Time Ecosystem Operator · AI Era

I turn Microsoft ecosystem relationships into revenue.

Full-time ecosystem operator. Three decades inside Microsoft—now owning the number for high-growth companies in the AI era.

Joseph CoriglianoIAMCP Executive Board — International & Americas

30+ years in the hyperscaler ecosystemMicrosoft · Google · AWS alignmentOwned revenue & partnerships
Book a 30-min ecosystem strategy call→For founders & CEOs

Founders & CEOs — request an intro

Reviewed personally. No lists, no spam.

Proof of Impact

Three decades. One ecosystem. Measurable revenue.

From Great Plains to Copilot—community converted into pipeline, partnerships, and category leadership at scale.

30+
Years inside the hyperscaler ecosystem
$9B+
Revenue trajectory influenced
7,500+
Executives convened & engaged
$72M+
Co-sell pipeline & MACC sourced
3
Clouds operated (MSFT · GOOG · AWS)
33 yrs
Great Plains → Copilot, one ecosystem
IAMCP — International Association of Microsoft Channel Partners
Executive Board Member

IAMCP — International & Americas

Primary liaison with Microsoft, helping shape global partner engagement and ecosystem direction across the world’s largest independent association of Microsoft channel partners.

Selected Engagements

Before. After. Measured.

01
ISV · Data & AI

From flat pipeline to a co-sell engine

Before

A growth-stage ISV had Microsoft co-sell status on paper but no traction—zero sourced pipeline, no field relationships, deals stuck below the AE line.

Action

Rebuilt the Microsoft narrative around Copilot and Azure AI priorities, opened direct lines to 18 field leaders across three regions, and stood up a joint solution play with two top SI partners.

After
  • → $24M qualified co-sell pipeline in 90 days
  • → First $3.2M closed-won inside Q1
  • → Named in 2 Microsoft regional priority lists
02
Enterprise · Modernization

Stalled enterprise deal back on track

Before

A Fortune 500 modernization program was stalled—procurement frozen, no executive sponsor at Microsoft, and a competing hyperscaler gaining ground.

Action

Engineered an executive-to-executive alignment with Microsoft leadership, repositioned the program inside an MACC commitment, and brought in the right partner to de-risk delivery.

After
  • → $48M MACC commitment signed within 120 days
  • → Direct sponsorship from a Microsoft CVP
  • → Program expanded into 2 new business units
03
Partner · GTM

Emerging partner to category leader

Before

A challenger SI was invisible inside Microsoft—no field awareness, no exec relationships, losing deals to incumbents with deeper bench.

Action

Built a 12-month ecosystem plan: targeted exec roundtables, a packaged AI transformation offer, and structured field enablement across priority territories.

After
  • → 7,500+ executives engaged across curated forums
  • → Growth from sub-$300M to $9B+ trajectory
  • → Recognized as a top-tier Microsoft partner
What I've Learned

33 Years in the Microsoft Ecosystem: What Truly Matters

Six contrarian truths most partner decks won’t tell you—about incentives, the executives who actually move money, and how co-sell deals really get done.

01

Incentives run the building, not strategy.

Microsoft sellers are paid on ACR, Azure consumption, and Copilot seats—on a quarterly clock. If your motion doesn't move one of those numbers this quarter, the field will smile and walk. Reverse-engineer comp, then build the play.

02

Co-sell is a relationship, not a checkbox.

MCEM, IP co-sell, and Marketplace listings get you eligible. They don't get you sold. Field sellers co-sell with partners they trust to close, de-risk, and make them look good in MSR. Earn the trust, then the pipeline.

03

The org chart that matters isn't on the org chart.

ATU, STU, GBB, CSA, GPS, ISD, the Partner GM, the Industry Advisor, the Area VP. Know who owns the number, who owns the architecture, and who owns the partner—and which CVP they escalate to. That's how deals actually move.

04

Deals close in the hallway, not the deck.

By the time it's in MSX, the decision is mostly made. The work happens in 1:1s with the AE, the partner team, and the customer's exec sponsor—weeks before. If you're optimizing slides, you're already late.

05

Partners overinvest in product, underinvest in narrative.

The field can't sell what it can't repeat in one sentence. A sharp AI-era category and an executive sponsor inside Microsoft beats another feature, every time.

06

AI compressed the cycle—category windows close in quarters.

Copilot, agents, and the AI partner ecosystem are being mapped in real time. Companies that don't claim a position inside Microsoft this fiscal year will be invisible in the next one.

None of this is in the partner deck. All of it determines whether you ship a number.

Trust & Reach

Trusted Across the Microsoft Ecosystem

Relationships built across Microsoft, partners, and global ecosystem leaders.

Executive BoardIAMCP — International Association of Microsoft Channel Partners

Joseph serves on the Executive Board of IAMCP — International & Americas — as primary liaison with Microsoft.

Microsoft partner ecosystem logos
Microsoft partner ecosystem logos
Microsoft partner ecosystem logos
Microsoft partner ecosystem logos
The Operator Model

How I Drive Ecosystem Revenue

A three-step operator model—built from three decades inside Microsoft— that turns ecosystem access into measurable revenue.

01

Access

Open the right doors—fast.

Actions
  • Direct intros to Microsoft field, partner, and product leaders
  • Mapping of co-sell, MACC, and ISV motions to your ICP
  • Positioning brief that lands inside Microsoft, not just outside
Measurable Outcomes
  • → 10–25 named exec relationships in 30 days
  • → Qualified meetings with Microsoft sellers and top partners
02

Activation

Turn relationships into pipeline.

Actions
  • Joint solution narrative aligned to Microsoft priorities (AI, Copilot, Azure)
  • Co-sell and partner play built, packaged, and launched
  • Field enablement: assets, demos, and incentives sellers will actually use
Measurable Outcomes
  • → 3–5 active co-sell motions inside 60 days
  • → Pipeline sourced and influenced by the Microsoft ecosystem
03

Conversion

Close revenue, then compound it.

Actions
  • Deal-by-deal coaching with Microsoft and partner stakeholders
  • Executive sponsorship and escalation paths when deals stall
  • Repeatable account plan to expand and renew post-close
Measurable Outcomes
  • → First closed-won influenced revenue within 90 days
  • → A repeatable ecosystem motion you own going forward
Why Joseph

The moat is the network.

Anyone can write a Microsoft GTM plan. Almost no one can call the right CVP, convene the right room, and convert it into revenue the same quarter.

The advantage isn't strategy. It's three decades of relationships, convening power, and a track record of turning community into closed business—compounded into a moat that can't be hired in from the outside.

0130+ years inside

Three decades of live Microsoft relationships

Direct lines into Microsoft field, product, and partner leadership built deal by deal—not by LinkedIn intro. When a deal needs an executive sponsor, I know who to call by name.

  • Trusted relationships across Microsoft field, product, and partner orgs
  • Active across every shift from Great Plains to Copilot
  • Operator credibility—not vendor credibility
027,500+ engaged

Proven ability to convene the right executives

I build the rooms others can't get into—Fortune 500 CIOs, Microsoft CVPs, and top partner CEOs in the same conversation, on the record, with intent.

  • Curated executive forums with Microsoft and Fortune 500 leadership
  • Convening power across competing partners and customers
  • Trust banked over decades, deployed in days
03$300M → $9B+

Track record turning community into revenue

Community and convening are not the goal—they are the asset. I've turned executive networks into co-sell pipeline, partnerships, and category leadership at scale.

  • Community engagements converted into named pipeline
  • Partner ecosystems scaled from challenger to category leader
  • Operator-owned outcomes, not consulting deliverables

You can hire a strategist tomorrow. You can't hire 30 years of trust inside Microsoft. That's the difference.

The Practice

Three pillars. One operator.

Everything I own collapses into three pillars—each anchored to a measurable outcome, not a deliverable.

Together they form the operating system: the growth, the rooms, and the story that win the AI era inside Microsoft, Google, and AWS.

01Ecosystem Growth

Own the hyperscaler revenue line

Map strategy to Microsoft, Google, and AWS field motions, partner programs, and incentives—then operate it. Co-sell, MACC, and ISV plays built, launched, and accountable to a number.

  • Co-sell and partner motions live across priority regions
  • Pipeline sourced and influenced by the hyperscaler ecosystem
  • First closed-won influenced revenue inside 90 days
02Executive Access

Open the rooms that move deals

Direct lines into Microsoft, Google, and AWS leadership and the partner CEOs who matter. Curated executive convenings that turn relationships into pipeline and closed business.

  • Named exec relationships across hyperscalers and top partners
  • Closed-door executive forums with intent and outcomes
  • Sponsorship and escalation paths when deals stall
03Narrative & Positioning

Build the story the field can sell

An AI-era narrative, category, and executive presence that lands inside the hyperscalers—not just outside. The position the field uses to bring you into the deal.

  • AI GTM narrative and category sharpened for the field
  • Executive presence and thought leadership that compound
  • Sales-ready story aligned to hyperscaler priorities
Book the call→

A small number of engagements at a time. By design.

The Fit

Who This Is For

  • 01Microsoft partners looking to grow in the AI era
  • 02Enterprise leaders navigating ecosystem complexity
  • 03Companies that want to align early with Microsoft and win

This is not for companies looking for generic consulting or execution support.

How I Engage

Three ways to put an operator in the seat.

I don't ship decks or run discovery for its own sake. Each model is built around ownership, accountability, and revenue—measured in pipeline, partnerships, and closed business.

01Embedded

Full-time Operator

12+ months · single client

Companies betting the next phase of growth on the Microsoft ecosystem.

Ownership
  • Own the Microsoft GTM number end-to-end
  • Sit inside the leadership team; report to the CEO
  • Build, hire, and lead the ecosystem function
Deliverables
  • Microsoft GTM operating plan, owned and executed
  • Co-sell, MACC, and partner motions live across priority regions
  • Hired and onboarded ecosystem team (BD, alliances, field)
  • Quarterly business reviews with Microsoft leadership
Timeline
  • Days 0–30: diagnosis, plan, exec alignment
  • Days 31–90: field activation, first co-sell motions live
  • Months 4–12: scale pipeline, build the team, transfer ownership
Outcome Guarantee

Quota-carrying accountability for ecosystem-sourced revenue. If the agreed number isn't on track at month six, fees convert to performance-based.

Revenue Outcomes
  • → Repeatable co-sell engine standing on its own within 12 months
  • → Defined % of company revenue sourced or influenced by the ecosystem
02Fractional

Fractional Ecosystem Lead

6–12 months · 2–3 days/week

Founders and CEOs who need an operator in the seat—without a full-time hire yet.

Ownership
  • Run Microsoft alignment, partner motion, and field engagement
  • Carry pipeline and partnership targets, not a deck
  • Coach the internal team to take it over
Deliverables
  • 90-day ecosystem activation plan with named targets
  • 10–25 named Microsoft and partner exec relationships opened
  • 2–3 packaged co-sell plays launched with field enablement
  • Weekly operating cadence with CEO and GTM leadership
Timeline
  • Days 0–30: positioning, target map, first intros
  • Days 31–60: co-sell plays live, qualified meetings booked
  • Days 61–90: first influenced pipeline; handoff plan in motion
Outcome Guarantee

First closed-won influenced revenue—or qualified pipeline at agreed threshold—inside 90 days, or the next 30 days are at no fee.

Revenue Outcomes
  • → Active co-sell motions and named exec relationships in 60 days
  • → Internal team operating the motion by end of engagement
03Advisory

Strategic Advisory

Quarterly retainer · select clients

Executive teams already in motion who need direct counsel and door-opening.

Ownership
  • Direct access for CEO, CRO, and Microsoft GM
  • Personal intros into Microsoft and top partners
  • On-call judgment for live deals, hires, and escalations
Deliverables
  • Bi-weekly working session with the executive team
  • Targeted intros into Microsoft field, product, and partner leaders
  • Live deal and escalation support on demand
  • Quarterly ecosystem review: positioning, pipeline, partnerships
Timeline
  • Week 1: priorities, target accounts, intro list defined
  • Weeks 2–6: first wave of intros and deal interventions
  • Quarterly: review, recalibrate, expand targets
Outcome Guarantee

A defined number of qualified Microsoft/partner exec intros per quarter. Miss the number and the next quarter is credited.

Revenue Outcomes
  • → Faster decisions, fewer wrong turns, deals unstuck
  • → Measurable lift in ecosystem-influenced pipeline and partnerships

Every engagement is scoped against a revenue or partnership outcome— not a list of deliverables. Guarantees are written into the contract. If we can't define what success looks like in numbers, we don't start.

Joseph Corigliano
About Joseph

Three decades inside the ecosystem—building something that lasts.

I've spent over three decades inside the Microsoft ecosystem, helping companies grow, adapt, and navigate change.

But beyond the work, I care about building something that lasts—creating impact, staying aligned with what matters, and continuing to evolve as both a leader and a person.

As a father, I think a lot about the future—what we're building, what we're leaving behind, and how we show up along the way.

That perspective shapes how I work: focused, direct, and committed to helping others succeed in meaningful ways.

The Window

The Next 12–24 Months Will Reshape the Ecosystem

AI is changing how Microsoft operates, how partners compete, and how deals get done.

Most companies will react too late.

A small group will align early and capture disproportionate advantage.

What I'm Building

An operator's bet on the next ecosystem cycle.

Advisory is the engagement model. Building is the strategy.

Three threads I'm actively building right now—growth platforms, community engines, and AI ecosystem strategies—designed to compound advantage for the companies I operate alongside.

01Platform

Ecosystem-Driven Growth Platform

In build · 2026

An operator playbook codified into a working platform—mapping Microsoft field, partner, and product motions to live pipeline for every company I work with.

  • Live ecosystem intelligence on Microsoft priorities and motions
  • Account and exec mapping engineered for co-sell execution
  • Operator dashboards tying activity to pipeline and revenue
02Community

The Executive Convening Engine

Active · invite only

A standing community of Microsoft, partner, and Fortune 500 executives—built deal by deal, room by room. The convening power that turns relationships into revenue.

  • Curated executive forums on Copilot, Azure, and AI transformation
  • Closed-door working sessions for founders and CEOs
  • Member-to-member intros that move pipeline in days, not quarters
03Strategy

AI Ecosystem Strategies for the Next Cycle

Shipping now

Publishing the strategic frameworks I'm using inside live engagements—how partners and enterprises are winning the AI economy through Microsoft, not around it.

  • Public points of view on the AI partner economy
  • Field-tested co-sell and category playbooks
  • Strategic briefings for boards and executive teams
Build alongside me→

Founders, executives, and partners only.

Taking 2 new engagements this quarter

If you want to turn your Microsoft ecosystem into a
revenue engine—let’s define your strategy.

30 focused minutes. We pressure-test your hyperscaler play and map the next 90 days to revenue. No deck. No pitch. Just the play.

Book the 30-minute callNo deck. No pitch. Just the play.

The Microsoft AI window is open right now. The companies that align in the next two quarters will own this cycle.

I work with a small group of founders, executives, and partners at any one time—by design. If we're a fit, the path forward is short.

Or pick a different next step ↓

Founders & CEOsRecommended

Book a 30-minute strategy call

If you want to turn your Microsoft, Google, or AWS ecosystem into a revenue engine—30 focused minutes to pressure-test the play and define the next 90 days.

Book the strategy call→
Microsoft Partners

Submit a partnership inquiry

Co-sell, joint GTM, or category build. Send the brief—I'll respond within 48 hours.

Send partnership brief→
Operator Roles

Discuss a full-time or fractional role

If you're hiring an ecosystem operator into the leadership team, let's talk fit.

Open the conversation→

Every inquiry is read personally. Founders and executives only—no agencies, no recruiters.

Step 1 of 2 — Qualify

Book an Advisory Call

I take on a small number of engagements. A few short questions first—then pick a time. No pitch, no boilerplate.

Reviewed personally. Used only to prepare the call—no lists, no spam.