Gartner Research

Manage the Risks of Partnering With Large SIs and Consulting Firms

Published: 25 February 2019

ID: G00385795

Analyst(s): Neil McMurchy


Technology providers can risk significant costs and resources to build partnerships with large system integrators in order to gain traction with large enterprises. Tech CEOs should follow three 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

Gartner Recommended Reading

©2021 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. This publication may not be reproduced or distributed in any form without Gartner’s prior written permission. It consists of the opinions of Gartner’s research organization, which should not be construed as statements of fact. While the information contained in this publication has been obtained from sources believed to be reliable, Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartner research may address legal and financial issues, Gartner does not provide legal or investment advice and its research should not be construed or used as such. Your access and use of this publication are governed by Gartner’s Usage Policy. Gartner prides itself on its reputation for independence and objectivity. Its research is produced independently by its research organization without input or influence from any third party. For further information, see Guiding Principles on Independence and Objectivity.

Already have a Gartner Account?

Purchase this Document

To purchase this document, you will need to register or sign in above

Become a client

Learn how to access this content as a Gartner client.