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, larger GSIs ($5 billion+) prioritize much larger opportunities, typically $100 million or more, to justify their sales efforts. Market Relevance: Hyperscalers like AWS or Microsoft dominate discussions because they operate in trillion-dollar markets (e.g., cloud, digital, cybersecurity). Their scale and relevance to massive market opportunities make them prominent partners. Smaller Wins, Big Impact: For less prominent companies, starting with a few successful accounts (e.g., solving 20–30 customer problems effectively) can serve as a foundation to scale and gain broader recognition. In summary, tailoring your partnership approach based on the GSI’s scale and market focus is crucial. Success stories often emerge when smaller players strategically address specific needs and scale incrementally, rather than aiming for hyperscaler-like growth from the outset.