GSI alliances are complex and frustrating

That’s why you’re here. You know how hard it is to engage, measure and drive success with the Global Systems Integrators.

Because of the highly-matrixed GSI business model, navigating the maze between their sales, practice, delivery and consulting functions is a daunting task. An understanding of the complex dynamics between these functions is critical to maximize the performance of your GSI alliance.

But how?

You need a guide. A guru.

Are you struggling with the performance of your GSI alliances?

We can help!

GSI alliances are complex and frustrating – but the upside potential is massive.  Game Changing.

With 30+ years’ experience in managing GSI alliances for firms like Oracle, HP and Informatica, we bring proven, field-tested programs and relationships to accelerate your growth and profitability with the GSI firms.

How We Can Help

GSI Market Research in Partnership with TBRI.com

Service provider market research covering major solution provider positioning, competitive scoring & revenues by service lines & regions, offerings & partnerships.

“As is” Program Assessment & Gap Analysis

Existing partner program elements mapped to best practice framework & gaps identified, partner/internal interviews & survey drive data-driven recommendations.

“To be” Program Design & Execution Roadmap

Strategic program framework, ideal partner profile, target partner identification, partner value proposition development, workstream identification and timelining.

GTM Workshop & GTM Planning Tools

Structured joint GTM planning workshop agenda, templates and planning tools to drive agreement on joint goals, resource commitments and go to market strategy.

Sales, Pre-Sales & Delivery Enablement

Define a clear “path to competence” for sales, pre-sales & delivery partner roles, identify current assets & gaps, define enablement program development roadmap.

Joint Solution Development Process

Define market demand, develop joint value proposition, establish development and governance process, generate collateral.

Richard brings structure, process, enthusiasm and professionalism to everything he does, with an approach steeped in fact-based, results-driven objectives. He understands the dynamics of business and uses this insight to establish clear and practical strategies that enable his team to achieve aggressive goals.

Charlie Latch

VP, NEW VENTURES, PWC

Richard has tremendous experience in managing strategic alliances.  His knowledge of marketing, sales, operations and partner relationship makes him a great leader.  Richard’s ability to extract the best from a global team and driving towards common goals is phenomenal.

Ram Krishnamurthy

SENIOR DIRECTOR, GLOBAL PARTNER ALLIANCES, JDA SOFTWARE

Richard is a strong team builder and delivers consistent, measurable value to the organization. From his efforts, I have seen firsthand the growth of revenue and partnership traction with systems integrators and channel partners of all types. His extensive network of relationships and ability to develop winning strategies is unparalleled.

Don Tirsell

HEAD OF STRATEGIC PARTNERSHIPS, GOOGLE CLOUD

Richard is an extraordinary leader, a true visionary.  Any company looking to run world-class partner programs would greatly benefit from his experience and expertise.

Anil Datar

VP PARTNER SUCCESS, FISERV

Richard has an uncanny command of marketing, operations and sales which gives him a huge advantage in the complexities of building and driving strategic alliances. If you want someone who can deliver exceptional results through alliance channels, Richard is the best I have seen.

Tim Duffy

SENIOR DIRECTOR STRATEGIC ALLIANCES, QLIK

Richard is a very polished and effective Alliances leader.  In a matter of months, he built a team that doubled partner-sourced revenue in the enterprise for Tenfold.

Paul Ohls

SVP SALES, SPRINKLR

Richard is well known throughout the industry as one of the best.  He is exceptional in understanding a company’s needs and translating that into an executable strategy.

Paul O’Brien

VP GSI PARTNERS, QLIK