Effective Partnerships with SIs and SOs

Systems Integrators, Business Process Outsourcers and Managed Service Providers are managing and controlling increasing shares of customer spend in information communication and technology and business processes.

To effectively partner with, and sell to, these organisations requires effective insight and understanding of what drives them, how to communicate and work with them and, critically, how to secure the support internally for the campaign of activity needed to succeed over time to deliver a sustainable result.

For many organisations that have developed their business either direct with customers or through indirect channels to market to this league of organisations represents a fundamentally different set of issues and challenges to be overcome if the true value of such a relationship is to be realised.

Course Objectives

To equip delegates to develop effective partnerships by:
  • Providing an insight into their key drivers and motivations.
  • A pragmatic understanding of their culture and internal dynamics.
  • Demonstrating how to construct meaningful conversations.
  • Creating compelling value propositions that get their attention.
  • Explaining how to secure internal stakeholder support and understanding.
  • Creating SMART agendas that are executable immediately.
  • Focusing on the critical activities that deliver success.
  • Explaining how to align pipeline tracking and influence to maximise potential for their portfolio.

In house course

This provides an ideal opportunity for an organisation to equip key groups within the business with skills required to lead virtual teams, e.g Sales, Professional Services, Service Delivery and Information Technology.
  • Priced on a per delegate rate subject to a minimum of five delegates and a maximum course size of 12.
  • One and Two day course options available.
  • Optional one to one coaching sessions pre course and post available.


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