Software and Services Partner Orchestration Program
Purposefully drive orchestrated ISV and services partners relationships resulting in increased customer value, competitive advantage, scalable revenue and win/win/win for you, your partners and joint customers.
Description
- Define an operating framework for ISV/SI end-to-end co-sell and delivery, identifying customer, partner, and vendor value prop, success criteria, and outcomes.
- Structure and scope a proscriptive program including processes, people, resources, and governance, aligned to the vendor software partner and SI programs.
- Scope an agile pilot to test the program with a focused group of ISV/SI partners, defining roles, processes, resources/tools & ROI.
Key Business Impacts
- Align targeted SI and ISV to go to market with your revenue team.
- Drive alignment between your and your ISV(s) partner GTMs to ensure downstream coordination with SIs and the revenue teams.
- Prioritize GEOs & gain buy-in on aligned processes.
- Motivate SIs to campaign and build demand for joint offerings.
Key Insights
- Most Vendor / Strategic ISV GTMs are fragmented (strong agreement at a global level fall apart on a regional and market unit level).
- Strategic ISVs struggle to gain the attention of vendor AEs who are busy sellling their own software.
- Strategic ISVs are typically quite inefficient and struggle to scale the GTM with the vendors' SI/Services channel.
- SI/Services channel are motivated but typically not enabled to support vendor + ISV better together solutions.
Targeted Users
Any B2B SaaS or Solutions company with more than $100mm in ARR and an existing set of priority ISVs with whom they have build and tested better together solutions.
Services Available
Available on a Globally basis and on-demand
