Gartner Research

Tech Go-to-Market: The Risky Business of Partnering With Large SIs

Published: 02 May 2016

ID: G00302442

Analyst(s): Neil McMurchy


Emerging provider channel leaders expend great efforts in trying to build partnerships with large system integrators and consulting firms. Most of these attempts fail. We discuss how you can reduce the risks of failure.

Table Of Contents
  • Key Challenges



  • Adopt and Maintain a Due Diligence Approach and Mindset
  • Invest Tactically Until Partner's Ability to Execute Is Proven
  • Keep Selling

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