295 – What the C-Suite Isn’t Telling You About AI Trust and Governance

Unlocking the Power of Frontier Partnerships Subscribe to our Newsletter:https://theultimatepartner.com/ebook-subscribe/Check Out UPX:https://theultimatepartner.com/experience/ In this compelling discussion from the Ultimate Partners Winter Retreat, Microsoft GM Katharine Kennedy joins Vince Menzione to break down the operating models of “Frontier Firms.” Katharine shares her incredible journey of scaling the ServiceNow partnership from zero to $1 billion in TCV and reveals her current mission: building Adobe into the next great frontier firm for Microsoft. The conversation dives deep into the necessity of AI-led innovation, the critical importance of placing trust at the center of every technological stack, and why traditional quarterly business reviews are being replaced by real-time, constant connectivity. Whether you are an ISV, SDC, or channel partner, this session provides a roadmap for navigating the tectonic shifts in the AI ecosystem through organizational alignment and shared vision. Key Takeaways Frontier firms integrate AI up and down the UI, agent, and data layers while evolving their internal operating systems. Successful partnerships require a shared vision at the highest level that melds two mission statements into a single belief system. The traditional QBR is becoming outdated, replaced by real-time, constant communication across engineering and product teams. Trust must be the primary pillar of AI development, supported by core principles like fairness, reliability, and accountability. Leading with co-innovation and customer-centric data solutions is more effective than leading strictly with revenue goals. Strategic use of the Microsoft Marketplace remains a “hidden gem” for achieving scale and high-velocity growth. https://youtu.be/OU22MIfs-1A 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: Frontier Firms, SDC, Microsoft GM, Adobe Partnership, ServiceNow, AI Operating Model, Responsible AI, Co-innovation, Partner Value Chain, Organizational Alignment, Microsoft Marketplace, TCV, Data Sovereignty, AI Agents, Adobe Firefly, Azure, Ecosystem Growth, Digital Transformation, AI Governance, Strategic Partnerships, Tech Leadership. Transcript: Katharine Kennedy Vince Menzione: [00:00:00] Honestly, it’s people. Yes, with agents. Um, and I know we hear that and it’s very like, oh, what does it mean? Are we really using it? I cannot tell you how many agents I use in a day. We just finished Ultimate Partners Winter Retreat here in beautiful Boca to a sold out crowd. Come join me now for a compelling discussion on the impacts of the tectonic shifts we’re all seeing. We, we’ve talked about MSP, we’ve talked about channel. We’ve talked about marketplace. We haven’t really dug deep into the SDC conversation, and I still, that doesn’t roll off my tongue. I still say ISV in my own mind, but the software development corporations, um, we’ve had several executives from that, from that world. Sandy Gupta has been. Um, many time guests, uh, at, at, at our events and we really wanted to double click. And I was so fortunate to meet Katherine Kennedy several months ago and learned about what [00:01:00] she’s doing and what the work that she’s driving. So I wanna invite her on stage ’cause we’re gonna have a very intimate conversation by Yeah, we call these so great to have you here. And, uh, you’re a GM at Microsoft, which is a big deal, by the way. A lot of people don’t know that. Thank you. And you’re running, uh, two of, I’d say two of the most significant partners within the Microsoft ecosystem. I would say obviously two. Now. Just one. Okay. We’re doubling down on focus. So nice to meet everybody. I, I wish there was a fire ’cause it did. What you Well come on. This goes off heat by the