Best Practice Report

Keys To Engaging Global Systems Integrators

January 1st, 2018
With contributor:
Dara Schulenberg

Summary

To successfully engage global systems integrator (GSI) partners (e.g., partners that build integrated solutions based on several components and products), a supplier must develop and sustain relationships and engagement opportunities across multiple functions and roles. Suppliers should adapt their partner programs for GSIs and provide support and tools that focus on implementing and recommending integrated supplier solutions. In this report, we explain how to apply each of the five programmatic components – incentives, communications, processes, training, and relationships – to choreograph partner engagement.

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