Is Your Company Truly a Strategic Partner with GSIs?
Harit Nandra
Data Security | AI & Cloud Business Innovation Leader | Strategic Alliances | Transforming Partnerships | Growth Capture Expert | Advisor to CIO/COO/CRO | Creating Tomorrow’s Interconnected Ecosystems
I see a lot of product companies claiming they have strategic relationships with Global System Integrators (GSIs). But is it really true?
In reality, only a handful of companies are truly strategic to GSIs, while the rest are struggling to make an impact. So, what does it take to become a strategic partner with GSIs?
Here are some powerful steps to elevate your relevance, along with real-world examples:
Strategic Alignment:
Ensure your solutions align with the GSI’s objectives and client needs. For instance, Infosys partnered with Microsoft to enhance their cloud offerings, providing integrated solutions that align with client needs for digital transformation.
Iterative Improvement:
Continuously evolve your solutions to meet changing client requirements. Wipro’s collaboration with AWS to develop cloud-native solutions is a great example of how iterative improvement can keep solutions relevant and valuable.
Transparent Communication:
Maintain open and transparent communication with your GSI partners. This builds trust and ensures both parties are on the same page. Cognizant’s partnership with Salesforce emphasizes the importance of clear and continuous communication to maintain synergy.
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Robust Onboarding:
Develop a comprehensive onboarding process that includes accreditation programs, efficient API integration, and proactive marketing strategies. HCL Tech partnership with Google Cloud highlights the importance of a well-structured onboarding process to shorten the time to value.
Partner Enablement:
Create an environment that supports your partners with accessible resources and training. Tech Mahindra’s success story with Cisco for client Vodafone showcases how effective partner enablement can lead to significant improvements in network solutions.
Co-Delivery Models:
Foster effective co-delivery models where both parties can collaborate seamlessly. TCS’s “Secure Borderless Workspaces” initiative with Citrix demonstrates how ISVs and GSIs can work together to provide comprehensive solutions, creating a win-win scenario.
Consistent Follow-Up:
Nurture your relationships with consistent follow-up and engagement. Building rapport and mutual understanding is essential for long-term success. Infosys’s continuous engagement with Oracle to enhance their joint solutions is a testament to the power of consistent follow-up.
By focusing on these steps, companies can move beyond mere claims and truly become strategic partners with GSIs.
Let’s create a joint vision for end-to-end transformation!
#StrategicPartnerships #GSI #Collaboration #Leadership #ProfessionalGrowth #Sales #Motivation #PersonalDevelopment
Alliances / Partnership / BD Leader | Early Stage Investor | Partnership Leaders
2wHarit Nandra continue publishing your observations and perspectives! There is not enough in the GSI space. One thing I will say is that the customer “pull” or strategic relevance has much to do with how successful an ISV can be. You have showcased some large ISV/CSPs which is awesome. For the rest, defining crisply your Service-Market-Fit is critical and can mean many different things to different GSIs for the same ISV. It’s a phrase I’ve been using the last couple years. I have also seen “GSI Alliance” professionals that oversell what the GSI will do, and BS leadership in mid-late stage startups of timeframes and outcomes. I’ve seen double didget $M contracts signed (not for internal use) that were going to be leverage to resell to clients by GSIs, only to have $0 sold and a negative rub with the ISV. I appreciate you sharing your perspectives !