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How Data Analytics Heads Evaluate a SaaS?Gaurav who is the head of Data Analytics at Diageo emphasized the importance of system integrators (SIs) in navigating complex data architecture and translating business goals into robust solutions. He highlighted their role in troubleshooting, optimizing performance, and keeping up-to-date with the lat...
Podcast with Greg Sarafin – Global Vice Chair Partner Ecosystem EYGreg Sarafin, an experienced professional in the SaaS partnership ecosystem, shares his insights and experiences. Discussion covers various aspects of SaaS partnerships, including the roles, challenges, and future trends. Early Career and Partnerships: Greg highlights his ...
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Maximize Value Propositions Winning CXO Engagement Strategies For GSIs and sales teams, return on effort is critical. They prioritize partners who offer a clear, vetted value proposition that aligns with their objectives. For example, a product enabling CXOs to engage in larger deals, validated by delivery teams, is mo...
Unlocking GSI Success How Lesser Known Firms Thrive The success of partnerships often depends on the scale of the GSI and the market opportunity. Key insights: GSI Size Matters: Smaller GSIs (less than $1 billion) value deals in the range of $10–20 million, which can significantly impact their business. In contrast, la...
Unlocking Enterprise Sales For Tech CompaniesThe Speaker’s Background: The speaker has been working in the data field for 15-18 years, holding roles in management consulting, banking, and currently as the Group CDO for a large organization. Their team focuses on creating a data culture within the organization, enabling better decision-ma...
System Integrator (SI) Partnership Playbook with Jay McbainJay McBain, a renowned analyst, emphasized the importance of partnerships for SaaS companies, highlighting that 80-90% of products are never resold and thus require a global, digital, and partner-centric approach. He also discussed the role of system integrators in enterprise and mid-s...
Unlocking Growth The Future of SaaS Partnerships in India I believe the future of technology growth in India lies in two key areas: SaaS companies and product companies focused on building SaaS platforms. The faster these two segments come together—whether in the context of building and partnering around infrastructure,...
Unlocking Client Opportunities The SaaS Partnership Strategy You need to invest time and effort to ensure that the four or five key clients we’ve discussed have a clear understanding of your product and solution. Nothing attracts a GSI—large or small—more than demonstrating that the opportunity is tangible and immediate...
