Dynamics Communities Biz Apps Partner Podcast

Biz Apps Partner Podcast: Microsoft's Lori Borg on Leading with AI, GTM Strategy, Co-Innovation

Episode Summary

In this episode of the Biz Apps Partner Podcast, John Siefert is joined by Lori Borg, Vice President, GTM, GPS, Microsoft. The two discuss the evolution of the EPS team at Microsoft, how AI translates to partner differentiation, and what Borg's session will cover at the Biz Apps Partner Executive Summit.

Episode Notes

Key Takeaways

• Overview: Borg, with over 25 years in the Microsoft partner ecosystem, now serves as Vice President of Go-to-Market for Enterprise Partner Solutions (previously GPS) in the Americas, overseeing strategy across Latin America, Canada, and the U.S. Her team connects Microsoft with strategic enterprise partners, driving "co-innovation, market momentum, and customer dazzling" through roles across partner marketing, co-sell, incentives, and marketplace leadership.
• EPS team: Within the Americas EPS organization, Borg collaborates closely with peers who lead key partner segments, including technical enablement and co-creation, ISV partner development, SI partnerships, and recruitment. Together, these teams drive co-innovation, co-selling, and go-to-market alignment with Microsoft sellers and partners to bring AI-infused, transformative solutions to market.
• Role of AI for partners: "AI is a force multiplier for partner differentiation," notes Borg on the role of AI in driving customer and partner success. Partners should embrace AI not just to improve efficiency, but to truly differentiate themselves by delivering transformative, net-new solutions and reimagining how they go to market. The rise of Copilot and agentic AI opens new growth opportunities, with partners having to consider how agents can enhance internal operations and customer engagement.
• EPS priorities with partners: "One of the things that we really are focusing in on is working with partners to take a couple of steps back and go back into, how are we creating value for our customers?” The team is encouraging partners to embrace both technical capabilities and strategic reinvention to deliver transformative solutions. For partners, Borg expresses that "I think it's going to be like a time unlike any other."
• Biz Apps Partner Executive Summit session: Borg will be leading a session at the upcoming Biz Apps Partner Executive Summit, "Setting an AI-First Go-to-Market Strategy." She explains that the session will focus on "technical intensity as a strategic imperative," guiding partners on how to practically begin their transformation journey. She’ll introduce a "five-step start framework" to help business leaders enable and energize their teams to bring transformative, AI-driven solutions to market.