Partner-to-partner collaboration rooted in responsiveness, cultural fluency, and customer advocacy.
In the world of Microsoft partners, some collaborations are local, some are national — and then there are the ones that span oceans, languages, and time zones. For Admiral Consulting Group, a Microsoft Cloud Tier 1 CSP specializing in Dynamics 365 Business Central, the Power Platform, and Azure hosting, international partnerships aren’t an occasional side project — they’re a core growth strategy.
Listen to full episode here!
In a recent episode of IAMCP Profiles in Partnership “From New Jersey to Milan: Navigating International Microsoft Partnerships”, co-founders Paymon Jelvani and Dominick Zappia join hosts Anthony Carrano and Rudy Rodriguez in pulling back the curtain on how they’ve built a reputation as the go-to U.S. partner for European Microsoft solution providers — and why their approach to partner-to-partner collaboration is rooted in responsiveness, cultural fluency, and customer advocacy.
The Backstory: A Philosophy-Driven Start
Paymon Jelvani — Co-founder, retired CPA, and operational lead — started Admiral in 2002 with a simple but radical philosophy: “Client first, always. Technology changes, but relationships endure.” He’s also the Deputy Mayor of his New Jersey town, which speaks volumes about his commitment to service — whether it’s to a municipality or a multinational client.
Dominick Zappia — Sales and marketing lead, 40+ years in sales, and a former college radio voice — thrives on helping clients improve processes and efficiency. His mantra: be easy to work with, and the deals will follow.
Case Study: From Milan to Manhattan
One of Admiral’s recent wins involved an Italian sportswear and boxing gear company expanding into the U.S. market.
- The challenge: Localizing Dynamics 365 Business Central for U.S. financial compliance — think sales tax, 1099s, and other uniquely American accounting quirks.
- The connection: A long-standing Milan-based Microsoft partner referred Admiral.
- The outcome: A smooth ERP implementation for U.S. operations, starting with e-commerce and set to expand into retail distribution and warehouse management.
This wasn't a one-off. Admiral has delivered similar cross-border ERP implementations for Danish logistics firms, apparel brands, and other European companies entering the U.S. — and vice versa, helping U.S. clients find trusted local partners abroad.
The Admiral Partnership Playbook
- Partner Selection Criteria
When choosing ISV partnerships or local implementation partners, Admiral looks for:
- Philosophical alignment: Client-first, quality-focused mindset.
- Responsiveness: No "48 layers of approval" — quick, decisive action.
- Post-implementation reliability: Will they respond promptly when things go wrong?
- Mutual reputation: Each partner's success reflects on the other.
- Navigating Cultural & Operational Challenges
- Language barriers: U.S. tax terms, such as "1099," can be unfamiliar to European teams.
- Time zones: East Coast mornings overlap with European afternoons — but late-day issues may wait until tomorrow.
- Cultural fit: Respect for local expertise and willingness to collaborate openly.
- Rules of Engagement
- The First 5 Minutes Test: Gauge openness, listening skills, and collaboration potential.
- Avoid "flash without depth": Substance matters more than a slick presentation.
- Empowerment through a flat org: Consultants can make client-facing decisions without bottlenecks.
Customer Advocacy as a Growth Engine
For Admiral, customer advocacy isn't a buzzword — it's a business model.
They act as the client's voice with ISVs and partners, ensuring issues are addressed quickly and transparently. Key principles include:
- Honesty: Admitting when they don't know something, then finding the answer.
- Respect: Listening to client input, even when it's not technically correct.
- Proactive communication: Keeping partners informed about potential challenges before they escalate.
This advocacy fosters trust, which in turn leads to repeat business, referrals, and long-term client retention.
Lessons for Microsoft Partners
Whether you're a small consultancy or a global systems integrator, Admiral's approach offers actionable takeaways:
- Be open-minded to unexpected partnership opportunities.
- Utilize partnerships to expand your geographic reach and enhance service capabilities.
- Know when to bring in a specialist rather than trying to do everything in-house.
- Maintain mutual trust and quality standards — your partner's reputation is tied to yours.
- Empower your team to make decisions that serve the client without delay.
Why This Matters in the Microsoft Ecosystem
The International Association of Microsoft Channel Partners (IAMCP) exists to foster exactly these kinds of collaborations. By connecting with partners who share your values, you can:
- Enter new markets faster.
- Deliver more complete solutions.
- Learn from other experts' strengths.
- Build a network that sustains your business through market shifts.
Final Thoughts: The Real Rewards of Partnering
As Paymon and Dominick put it, partnerships aren't just about sharing work — they're about sharing wins. In a world where technology changes fast but relationships endure, the right international Microsoft partnership can be the difference between a one-off project and a decade-long growth story.
Whether you’re a new partner or an established one, the IAMCP community can be your gateway to success. For more insights and inspiration, visit www.IACMP.org and discover how trust and innovation can propel your business forward.
