Gartner Research

Tech Go-to-Market: Manage the Risk of Partnering With Large SIs

Published: 24 October 2017

ID: G00337795

Analyst(s): Neil McMurchy


Emerging providers expend great efforts to build partnerships with large system integrators in order to gain traction with large enterprises. Technology business unit leaders should follow three essential steps to move beyond the first joint opportunity and improve the odds of longer-term success.

Table Of Contents
  • Key Challenges



  • Adopt and Maintain a Due Diligence Mindset
  • Invest Tactically
  • Continue Selling Through Existing Channels
  • Conclusion

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