51. IRL with Brian Galicia @ Microsoft on Decision Influence in Partnerships

The Partnership Path

Navigating the world of partnerships is no simple task. With so many players involved — from CEOs to procurement officers — understanding how decisions are made becomes essential. In this insightful episode of The Partnership Path in Real Life host John Rudow sits down with Brian Galicia, a Microsoft leader with over 18 years of experience driving strategic partnerships. Together, they uncover the critical concept of “decision influence” — how and why decisions get made within partnerships and what you can do to influence them.

This conversation is packed with actionable advice for anyone working in partnerships, business development, or strategic alliances. Brian shares how he and his team at Microsoft approach decision-making, how to identify key stakeholders, and how to leverage trust and curiosity to drive better outcomes.

If you’ve ever struggled to get clarity on partner alignment or how to navigate a complex network of decision influencers, this episode will be a game-changer.

Key Takeaways

Decision Influence is Multi-Layered — Decision-makers aren’t always the obvious choices (like partner managers). CEOs, Chief Revenue Officers (CROs), and product leaders all have a stake in the process.

Understand the Alternatives — The choice isn’t always “yes” or “no” to a partnership. It’s often “this partner” vs. “that partner” or “this approach” vs. “a different approach.”

Stakeholder Alignment is Critical — Knowing the “operating period” of your partner company can help you align your goals. For instance, Microsoft’s fiscal year runs July–June, which affects how deals and partnerships are timed.