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3 I's of Alliances to win customers: Ideation, Investment and Integration

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Hyatt Regency Santa Clara

5101 Great America Parkway

Santa Clara, CA 95054

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Rapid digital advancements are disrupting the IT outsourcing space, currently valued at ~$280 Bn. Product companies are heavily relying on the vast distribution of partners to drive their business momentum. However, in the last one decade, the definition of partners is constantly changing and enabling them to add value & create outcomes that matter for the end-user.

Successful tech companies have deployed several strategies to enable their partner motions such as evolving skills pertaining to digital transformation & modern technologies, demand for newer engagement models & incentives and increasing preference for region-specific & specialist service providers.

Key Discussion Areas:

  • How SIs & ISVs work together to win & deliver services to customers

  • Partner Incentives & Margin Structure

  • Organization Structure of ISVs/Partners

  • Customer charging model by SIs & ISVs

  • How major cloud players are running partner alliances

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Location

Hyatt Regency Santa Clara

5101 Great America Parkway

Santa Clara, CA 95054

View Map

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