#10. Nancie Calder is a Senior Vice President and Global Consulting Practice Lead at Avanade, based in Toronto, Canada. From her start as a freelance consultant to leading a global team of 3,000 people, Nancie brings three decades of experience driving innovation at scale.

Nancie shares her hard-won insights about what it really takes to nurture innovation and continuous learning across a 3,000+ person global practice—especially in the fast-changing Microsoft ecosystem. Her emphasis on combining practical experience with scalable programs really hit home.

KEY LESSONS

1. Innovation is for everyone. True innovation goes beyond technology. Nancie instills an innovative mindset throughout her team by hiring for passion and curiosity - not just technical skills. Encouraging everyone to leverage AI and new Microsoft tools is at the heart of their success.
2. Continuous learning is non-negotiable: Avanade dedicates specific learning hours, gamified certification paths, and peer mentoring to ensure their team is always up to speed. A growth mindset isn’t just a buzzword - it’s a requirement for staying relevant.
3. Global knowledge sharing matters: With biweekly cross-regional meetings, dynamic communities of practice, and creative use of Copilot to gather project learnings, Nancie demonstrates the importance of collaboration and knowledge sharing for scaling leadership across borders.

TIMESTAMPS

00:00 Helping teams deliver AI assessments and using AI in practice

00:35 Introduction to Practice Leading and the focus on innovation at Avanade

02:42 Nancie Calder introduces herself and her journey in the Microsoft partner ecosystem

05:02 Scaling a global practice and building capability across regions

06:40 Defining innovation at a global systems integrator: product development and service improvement

08:26 Balancing billable work and professional development in consultancy

10:48 Instilling a culture of innovation and continuous learning at scale

13:17 Capturing and sharing project lessons learned across the organization

16:07 Incentivizing knowledge sharing and using AI to identify expertise internally

19:34 Formal innovation initiatives like hackathons, Innovation Days, and global knowledge sharing

21:11 Practice overlaps and navigating resource contention between business units

23:48 Supporting team members with different growth mindsets and learning from client attitudes toward innovation

29:36 Choosing which Microsoft innovations to invest in and building specialized practices

RESOURCES

• Nancie Calder on LinkedIn
• Avanade on LinkedIn
• Avanade website

RECOMMENDED EPISODES

#7 From Four to Forty: Building CRMK’s Team and Culture with CEO, Kathrine Hogseth

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#8. Welcome to Practice Leading, the podcast for ambitious and curious Microsoft partner leaders who are passionate about growth, innovation, and building high-performing teams—with no tolerance for BS. I’m your host, Neil Benson, and in this special retrospective episode, I’m sharing the biggest lessons learned from the show’s first eight guests. We’ll revisit insights on creating a culture-over-hierarchy, hiring for industry expertise, empowering teams, pricing strategies, empathetic leadership, mentorship, and building a sustainable team culture.

You’ll hear the real-world results as I experiment with these ideas in my own business, Superware, and the challenges and successes we’ve faced along the way.

If you’re leading a Microsoft practice, this episode is a masterclass from trailblazers who know what it takes to succeed in the Microsoft ecosystem.



KEY LESSONS

1. Culture Over Hierarchy. Our journey began with Mohamed Mostafa from TechLabs London, who shared a secret interview question that's now a staple in my hiring process: “Tell me something not on your CV or LinkedIn.” It’s been a game-changer for uncovering cultural fit!

2. Managing Yourself First. Joel Lindstrom inspired me to prioritise managing myself first— and I share my biohacking experiments from tracking sleep to surviving cryotherapy chambers. I also experimented with team video updates (still a work in progress!) and debated the role of technical certifications for practice leaders. Where do you stand on keeping your certs up to date?

3. Pricing for Value. Ben Vollmer from RSM US drove home the importance of micro-verticals and flexible pricing. We’re testing new app and service models that reflect true customer value. Pro tip: Don’t be afraid to experiment with custom deals early on!

4. Empathetic Leadership Areti Iles of Telefonica Tech reminded us that clear communication, coaching, and meaningful feedback are at the heart of great leadership. It's pushing me to keep stretching those empathy muscles—even when it doesn’t come naturally.

5. The Power of a Talent Manager. Thanks to Bob Bell at ITK Consulting, I’m on the hunt for a talent manager to help formalise HR and talent acquisition at Superware. (If you know a good one, hit reply!)

6. Mentorship & Hackathons. Edit Kapcari at Orbis SE inspired me to rethink 1:1s and mentorship frequency. I may not be meeting every week just yet, but regular check-ins are now firmly on my radar. Plus, we’re exploring team hackathons—stay tuned!

7. Building a True Team Culture Katherine Hogseth at CRMK sets the bar high with weekly team breakfasts and a culture that dedicates 20% of company time to learning and development. We’re working towards one day per month for now, but the aspiration is there!

8. Microsoft Partnering Secrets Chris McNulty of Synozur brought clarity to the art (and challenge) of partnering with Microsoft. From leveraging customer innovation hubs to decoding dual recognition, we’re taking steps to sharpen our Microsoft alliance.

TIMESTAMPS

00:00 Welcome to Practice Leading and Neil’s mission

01:00 Why Neil started Practice Leading and what Superware does

01:49 Lessons from episode one: Culture over hierarchy and secret interview questions

03:45 The challenge of hiring for industry experience and onboarding new talent

04:24 Managing yourself first: Healthspan, conferences, and the power of routines

06:13 Should leaders keep technical certifications up to date?

08:52 Pricing strategies and focusing on micro-verticals

09:46 Leading with empathy: The importance of career conversations

11:35 Hiring a talent manager and building HR capabilities

12:25 Mentorship,...

#8. Chris McNulty heads Strategic Markets at Synozur. For almost ten years, he was Senior Director of Product Marketing for Microsoft 365 at Microsoft. Chris’s prior experience as CTO includes companies such as Dell and Quest Software. He is the co-host of The Intrazone and host of the Polaris podcasts.

KEY LESSONS

1. Understand the Microsoft field. Navigating Microsoft requires you to “study up in your abbreviations” and truly understand the distinct roles (ATU, STU, PDMs, etc.) within the Microsoft sales organisation. There’s no easy button—successful partners learn where to plug in and how to make life easier for sellers.
2. Build credibility through track record. Sellers are motivated by what’s on their scorecard—not by the promise of flashy add-ons. Building trust takes a proven track record, compelling customer references, and an understanding of what Microsoft sellers care about most.
3. Find white space to complement Microsoft. Don’t try to compete head-to-head. Look for industry or vertical solutions that Microsoft won’t cover directly. Fill those gaps (the “white space”), remain Microsoft-friendly, and stay nimble—being a strong complement gets you invited in.

TIMESTAMPS

00:00 Sometimes ignoring Microsoft is the right approach

00:33 Neil Benson introduces Practice Leading and today's guest, Chris McNulty

01:38 Chris McNulty's background at Microsoft, Dell, and Quest Software

04:13 Are you coaching Microsoft partners or mostly end customers?

05:29 Understanding the Microsoft field, acronyms, and partner programs

08:13 Navigating Microsoft's structure in Australia and missing opportunities

10:03 How Microsoft sellers are motivated and why partners should care

12:43 The changing value of Microsoft partner certifications

14:11 Balancing Microsoft alignment with independent product marketing

17:31 Deciding how Microsoft-centric your marketing should be

18:03 Using Microsoft Innovation Hubs to build relationships

21:00 Being proactive in bringing Microsoft into niche sectors

27:43 Risks and opportunities of filling product "white space" as an ISV

RESOURCES

• Chris McNulty on LinkedIn
• Chris' The Intrazone podcast
• Synozur Alliance website
• Synozur Alliance on LinkedIn
• Synozur's Polaris podcast
• M365 Community Conference in Las Vegas, 6 to 8 May 2025
• TechCon365 in Seattle, 23 to 27 June

RECOMMENDED EPISODES

#3. The future of partner pricing models with Ben Vollmer

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