Global System Integrators or GSI’s are an integral part of Strategic Alliances & Ecosystem Management. GSI’s are fundamentally different from Software and Infrastructure product companies and we need to understand them in detail. The real challenge is to work with them and leverage them. There are four (4) short to long videos for anyone to help learn about the GSI alliance and leverage business. The subject is broad and most of the time an in-depth training is needed followed by quarterly tweaking of the GTM depending on your Product, Strategy, $Pipe/Revenue Results and Organizational Alignment. If you want to build a “relevant” Strategic Alliance & Ecosystem with GSI’s, it is best you first go through the videos to acquaint yourself, followed by a deeper discussion.
A. GSI VIDEO 1: THE GLOBAL SYSTEM INTEGRATOR BUSINESS : THE FUNDAMENTALS
This is a fundamental video for any Sales/Biz Dev and Strategic Alliance professional.
Global System Integrators are a black box to nearly anyone in sales. How is Accenture different from Deloitte or a TCS? How do they make money? Why do they behave differently?
Bigger still – how is their organizational structure? How do they build deals? What do you have to keep in mind when you are working with them? What are the risks, challenges and gains working with them. How do they influence deals?
B. GSI VIDEO 2: POSITIONING STRATEGY – INTEGRATING INTO THE SYSTEM INTEGRATOR MODEL:
Post the fundamentals, the key element to keep in mind is “Positioning”. GSI’s are exceptional at it and know exactly where to play. Consequently, knowing where invest the time with the right GSI is also critical.
If the approach is correct – you can accelerate your business several times. However, a BIG caveat here! An incorrect approach may cause heartache, frustration and above all prevent you from accomplishing your role in building the alliance business.
Suggestion – Do the RIGHT things, first. Then do them in the RIGHT way. Most professionals reverse the order when working with GSI’s. It starts with understanding “Positioning”.
C. GSI VIDEO 3: BUILDING SOLUTIONS/ASSETS WITH GLOBAL SYSTEM INTEGRATORS:
If your #1 Product/SaaS is not part of a Systems Integrator ASSET or SOLUTION, high chances you are just a product in one of the powerpoint/presentation decks.
This video explains how GSI’s build solutions and answer RFP’s. They follow a distinct pattern and you need to position yourself correctly. The PROCESS is more important than the product here.
The second important piece is – how do you work with multiple organization structures and practices in GSI’s to work on deals proactively. Knowing this is 50% of the work done as practices, alliances and biz dev teams cooperate differently in GSI’s.
Question is – where do you start? The video explains that.
D. GSI VIDEO 4: SALES EXECUTION & GTM WITH GLOBAL SYSTEM INTEGRATORS:
Once you have done the RIGHT things, this step is about doing them in the RIGHT way.
The reason working with GSI’s seem to be a “Black Box” is because of the complexity of how their teams operate and cooperate.
The video outlines a step-by-step way to build a strategy and align it with the practices/capabilities in a GSI. The video outlines how multi-practices work together and their motives and their conflicts. Structuring the Deal Cycle with the Process and Practices help decipher the entire equation just the way GSI’s want it to be.
The GTM steps outlined are NOT account or territory related, but GSI’s and practices specific. The strategy will change based on the ecosystem, but the framework will always hold true. Contact us if you have questions or if you need a second look at your GTM.
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