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In CSG we say, if you pay cheap (and go with a partner) you pay twice. Seen it plenty of times and for the strategic engagements they all knocked on our door. Accenture and Co just cannot get it done and outsource basically everything.
Bowl Leader
We'd love to, but we're often shut out too, as the messengers of inconvenient truths.
Price, lead time, project timelines and overall workload. There are so many other factors like skill set and if the customer likes you but those are the top Reasons I’ve been seeing. As an SE I worry about if you can actually handle the work, my AEs take rock bottom pricing to get their deals across, and if you aren’t co selling with them you aren’t getting the project.
Co selling is major. You could be the best partner in terms of doing the work, but if you can’t sell, the project isn’t happening.
Coach
Relationship with the RVP/AVPs. Successful projects with clouds we are trying to sell in similar industries. Co sell / co demo capabilities, fast turn around time on SOWs, reasonable pricing. I can’t stomach some of the larger partners charging 12-16x the SaaS investment. Smaller partners get it. It’s the difference between getting help at Hole Depot compared to your neighborhood hardware store.