System Integrator Partnership Guide

SI STRATEGY

SI Partnership Framework

SI PARTNERSHIP STRATEGY

SI VALUE PROPOSITION:
For SI:
☐ New practice area
☐ Implementation revenue
☐ Customer stickiness
☐ Competitive differentiation

For Vendor:
☐ Implementation capacity
☐ Enterprise credibility
☐ Customer success
☐ Market access

TARGET SI PROFILE:
Size: _______________
Industry focus: _______________
Geographic coverage: _______________
Technical capability: _______________

ENGAGEMENT MODEL:
☐ Referral (SI sources, vendor sells)
☐ Resell (SI transacts)
☐ Implementation (SI delivers)
☐ Full partnership (all of above)

SI Partnership Matrix

SI Type	Primary Value	Engagement	Investment
Global SI	Enterprise access	High-touch	High
Regional SI	Local coverage	Medium	Medium
Boutique SI	Specialization	Project-based	Low

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PARTNERSHIP DEVELOPMENT

SI Practice Building

SI PRACTICE DEVELOPMENT

PRACTICE BUILDING PHASES:
Phase 1 - Foundation:
☐ Partnership agreement
☐ Initial training
☐ Reference project
☐ Basic collateral

Phase 2 - Capability:
☐ Certified consultants: _____
☐ Methodology developed
☐ Delivery accelerators
☐ Reference customers

Phase 3 - Scale:
☐ Dedicated practice
☐ Sales integration
☐ Marketing investment
☐ Industry solutions

CERTIFICATION REQUIREMENTS:
☐ Sales certification: ___ people
☐ Technical certification: ___ people
☐ Delivery certification: ___ people
☐ Annual recertification

INVESTMENT:
Training investment: $_____
Marketing investment: $_____
Enablement resources: $_____

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JOINT SELLING

SI Co-Selling Process

SI JOINT SELLING MODEL

OPPORTUNITY IDENTIFICATION:
☐ SI account mapping
☐ Joint target accounts
☐ Deal qualification
☐ Registration process

DEAL STRUCTURE OPTIONS:
Option 1 - SI Resell:
SI buys license, marks up
SI owns customer relationship

Option 2 - Vendor Direct + SI Services:
Vendor sells license
SI sells implementation

Option 3 - Joint Proposal:
Combined proposal
Split revenue per agreement

COORDINATION:
☐ Account planning
☐ Joint discovery
☐ Solution design
☐ Proposal development
☐ Contract negotiation

ECONOMICS:
License: Vendor (or SI resell)
Implementation: SI
Support: Per agreement
Renewals: Per agreement

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