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. You can qualify this by doing your homework: engaging directly with the GSI’s customers, identifying their pain points, and aligning your solution to address those challenges. For example, you could approach the GSI with insights like: ‘We’ve spoken to X bank, Y telecom company, and Z manufacturing firm—your existing clients. They’re facing this specific problem in [area], and we believe our solution can add significant value. However, as a smaller company, we lack direct access to these organizations. If we collaborate, we can deliver impactful results together.’ Partnerships often thrive on this approach—by bringing specific, validated opportunities to the table rather than relying on the GSI to generate leads from scratch. Of course, hygiene factors matter too. As a SaaS platform, you need to remain visible and actively engage with the GSI to ensure you’re top of mind when opportunities arise. Regular marketing activities with the GSI are essential, but the most impactful moments happen when you strike while the iron is hot. Yes, this means making an upfront investment. For the initial deals, you may have to present the opportunity to the SI on a platter. But the potential pay-off is substantial: once the GSI’s sales teams see success, they’re more likely to introduce your solution to their broader client base, unlocking significant growth opportunities.