I’ve recently left the world of consulting and joined a tech startup and my role is to build partnerships with consulting companies and SIs. My working hypothesis is that referral bonuses won’t be enough of an incentive in formalizing a partnership with the likes of Deloitte Digital. You all make your money on implementation but our product is pretty simple right now and easy to implement. How else can startups create relationships with you? We want referrals & for you tell clients about us.

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Most of us don’t peddle products but focus on building long term relationships. Unless you can help with that, most of us wouldn’t be interested to be honest, especially if the solution is a point solution or isn’t particularly unique or our big partners have competing solutions.

My suggestion is don’t try to build a partnership with the big guys. Focus on clients, small speciality boutiques and developing relationships with individual partners at big firms.

likesmart

Partnerships are based on mutual benefits. So you have to convince the likes of Deloitte, PwC, Accenture why proposing your solution as part of their tech stack inplemation is beneficial for the client and makes it a better sell for the SI. What value do you bring for the SI ( e.g. faster integration, better data quality, ...), Build on that

likehelpful

Super helpful, thank you! Will definitely position it as how to be more valuable to your clients, and will have to think about how we can jointly measure KPIs around this. If it is one of many products in your tech stack services, how do we attribute your ability to win clients specifically because of our product? Some good food for thought here

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Can you spin your product value proposition into a larger transformation story? Something that affects more dramatic change for an organization. Simple a part of something massively complex is a good story.

SIs love having that sort of play because it tails into repeat work, long term relationships and affords opportunity for cross competency/service line work.

likehelpful

Another angle is exploring integrations with other products. Do you have case studies where you hooked your product to another one to create something larger than the sum of its parts? Can you use that to get your foot in the door of the partner ecosystem of that product?


Just make sure that relationship is symbiotic and that you’re not stepping into a partnership where you may start cannibalizing each other’s revenue streams. They would of course expect you to help cross sell their product in a partnership.

1. First offer free solutions to the consulting firms. Implement free of cost for their internal consumption . Once they like it they can refer you to their clients. And, they will have a strong story to tell as well.
2. Also , hire bunch of partners so that they can bring business.

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I’ve gone through the same thought experiment. I’ve seen stuff get recommended but it’s a tough sell to go to bat at a client for a solution that you won’t be involved in the implementation for. You’re not getting paid for selling the work, and if it goes badly, then you look bad (even though you weren’t involved).

Can you position your product as a value-add within the larger bodies of work that these types of firms are regularly selling? If it can fit into the work that firms are already selling and add value without taking a cut of the firm’s margins, then that’s a win. If not, sounds like you might be more of a competitor than a partner.

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Yep, exactly that. I think there are still implementation dollars to be had, but nowhere near the implementation dollars associated with SAP or Microsoft or AWS.

Build a great product and provide perks to partners

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likeupliftinghelpful

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